Join Marc Accetta, The Alliance’s Director of Training, on this week’s TWC! Marc is joined Terry Edwards, Adam Katz, and Alex Abuyuan who will be asking him some hard-hitting questions about selling, recruiting, and building a huge team. Get your questions answered and learn exactly what it takes to expand your business. If you’re serious about growth, this call is your stepping stone to greatness – Join us today and watch your business soar!
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Welcome to the Wednesday call live now let’s do for our special guest host Mark assetta I love it I love it well welcome to the Wednesday call everybody it is my pleasure to be able to wish you all a very happy New Year hope you had a great
Wonderful holiday season and you know it’s that time of the year where I don’t know about you but I love the holidays love being with my family and loved ones really love celebrating Christmas in my situation but then that week between Christmas and New Year’s just drags for
Me because I can’t wait to get to the new year and get after it so we’re finally passed all that stuff all the people who didn’t have time to sit down and do an appointment with you that’s all over now from a recruiting perspective everyone just maxed out
Their credit cards and they need a way to make extra money so it is game on welcome to the new year uh before we get into to what we’re going to be talking about training on today we have a lot of great stuff just want to start with some housekeeping announcements which are
Very very important first of all we have some new winners for the Alaska trip I’m sure you all know it’s a really big deal one of the greatest forms of recognition in the entire company to work for an entire year to accumulate enough points to go on an incredible trip all of the
Other gentlemen who’ve been on uh who are on with me today have been on multiple trips all over the world literally so this year’s in laston Cruz if you’ve never done that before it’s one of the greatest experiences you can ever have from a travel perspective so the new earners are Matthew Hughes
Marvin and Rachel Asuna Jonathan Earls Angelique Morales Dawn Hills Jessica rasm Tim tipon and last last but not least Mr Joshua Parker so huge congratulations to these people I know what an amazing difference going to be because it’s not just a trip it’s definitely the trip not only do you go
On an amazing trip you don’t have to pay for it which is always the best kind of trip in the world but then you are just rubbing elbows and having conversations even when you’re just having doing something fun like going to excursion going an Excursion with one of the top
People in the company and having that one conversation maybe in the bus ride on a way to the Excursion makes the whole trip worth everything so that’s the first thing we wanted to let you know second thing is also incredibly incredibly important I’m sure almost everyone who’s on knows who Mr Chris
Long is and Chris passed uh a while ago and we now have an award every year for the Chris Long award so a lot of people have been referring in people for this we just want to let you know that the voting deadline is Friday to 5th so this
Coming Friday is the deadline so if you believe you have someone that is worthy and deserving of that award and it really really is a big deal please vote because every single vote counts a whole bunch uh then of course we have to mention to you that at the end of the
Month we have natcom coming up our national Convention and the tickets right now are at $3.49 the full price on the event is $4.99 so there’s still a pretty dog on significant discount so if you haven’t gotten your napcon ticket you need to get it these weekly calls are an
Important part of what we’re doing but nothing will ever replace the live face-to-face meetings that we do the trainings we do we have an incredible lineup of trainers we have everything dialed in all the message Mees you’re going to get are exactly what you need right now I have never seen Andy
Albright our fearless leader I’ve never seen them in the two years I’ve been here more focused and dialed in on delivering an event that’s going to be exactly what the field needs to know so it’s not only for you it’s for you and anybody on your team there I’m telling
You there’s people who don’t go in the event the people who don’t go in the event are going to be the exact same after the event as they are right now and then there’s going to people who go to the event and they’re going to be noticeably different in a very positive
Way so part of what are the skill sets you need to learn is getting the people on your team to see the value and get registered and it’s easy to do it when there’s a significant discount if they sign up right now so get your people
Signed up when we get off this Zoom today get one person on your team at least signed up for acon I assure you this is a big part if you want to be a business build bu if you want to hit the ranks if you want to be standing on
Stage possibly as an agency manager or above at this event it’s you getting your people to the events that really drive the business so that’s that and then last but not least you can go to uh Alliance events.com hotspots to see all the hotspots and that’s going to be a big thing guys
We’re in the season of building momentum it’s the beginning of the year it’s time to build momentum and one of the main ways this team builds momentum is by using these live meeting hotspots so go to Alliance events forward hotspots to be able to find out where there is
Because believe it or not there may be one right in your backyard coming up very very soon so that’s all I’ve got as far as announcements I’m going to turn this over to certainly one of the top producers and the most pivotal people in the entire organization the one and only Mr Alex
Aen wow Mark I it’s a honor to be on the same call with you and I’ve been man I’ve been uh waiting for this uh opportunity for a long time just to tap into your wisdom and and uh you know all your years of experience and you know
When I first learned about you joining the alliance I started creeping on you all over the Internet and man I found some awesome awesome stuff one thing I want to ask is um you know people respond to um negative situations and adversity all kinds of different ways and you know I think
Sometimes our agents aren’t equipped I I’ve heard Andy teach this that you know the size of your business is based on how much negative you can handle and um so you know covid happened three years ago and you did this talk that just blew me away about what a true leader does
When they handle adversity and and all that I I just want you to tap into that man I think people I do I need to hear again how how you’ve been able to handle adversity what are your recommendations for agents that are running into situations yeah well I appreciate that
Buddy and it’s amazing because most uh most training material is designed to give it to people and you know when things are going great you know I’m going to use Sports analogies right in the middle of football bowl season all that kind of good stuff I’m sad beyond
Words to Alabama loss but anyway let’s get past that um so the key is when you’re up by 10 points it’s easy to have a great attitude what happens when you’re down by 10 points you know Derek Jeter is one of my all-time favorite athletes ever his great play on the
Field he’s a baseball player played for the Yankees I’m sure most of you know him but if not um one of the most successful athletes in the history of maybe the most successful and well-known franchise in all of sports and Derek Jeter you know they asked him what
Advice would you give to someone who wants to have a career like yours have a significant Major League career and he said what are you gonna do when things go bad and most people don’t know this but Derek Jeter was one of the highest draft picks in the entire Major League
Baseball draft I think he was number five or six in the whole nation and then in the in the beginning of baseball you don’t go in the major leagues you don’t go to what they call a ball double A or triaa those are the minor league you go
To a called rookie ball and in rookie ball the lowest level of competition in Major League Baseball Derek Jeter made 56 errors in rookie ball now I I got you may not understand baseball an error is when someone hits you the ball and you drop it or you throw it’s bad and and
That may be the all-time record for the most errors in the history of any League of any kind of professional ball so again Jeter talks about how he almost quit he wanted to quit if his parents hadn’t studied personal and this ties into what you’re asking out like Derek
Jeter was going through extreme adversity and he had someone in his life in his case his parents who sat him down and said no you go back and you play your second year go back to why you started playing this game you were number six pick in a whole country
You’re going to go have a great year and the next year he went back with better attitude not only did he stop making all those errors by the end of that year he was playing for the actual Yankees he was in the World Series a year later so
Most people quit when the going gets tough so to answer your question what do we do when we have adversity so first of all it’s almost like imagine this imagine you’re a boxer you used to do we do a boxing character at to vi from The Edge you know and you you’re throwing
Punches and then all of a sudden of course you get hit imagine someone who goes what the hell like you’re not supposed to throw punches I’m the only one who can I’m here to knock you out you’re not allowed to try to knock me out listen life is going to try to knock
You out what there there is no doubt you’re going to get hit there’s going to be adversity to sit here in a little bubble and think this is all going to be easy is absolutely ridiculous so this the first thing I’ll tell you about the way leaders handle adversity leaders a
Fect their environment they are never affected by their environment that is a huge situation so again average people are like sheep most people are natural born followers and they’re going to follow someone so if you’re a leader Who’s acting in fear one of my favorite Expressions is we can’t afford the
Luxury of a negative thought thoughts become things go back to basics if you have not read thinking grow Rich you can afford not to read Think and Grow Rich first chapter thoughts are things thoughts turn into things so you and I can’t afford the luxury of one negative
Thought in the Bible it says if you have faith the size of a mustard seed you can move a mountain how about this let me cut to to chase if you have doubt the size of a mustard sea you can’t move another mustardy you can’t afford the
Luxury as a leader of One negative thought but you understand mark this is going wrong so here’s the problem everyone’s got problems okay so here’s the point how do you deal with a problem so this is so silly in elementary it’s f one of the first things my mentor taught
Me you got a problem everyone’s got a problem I have a problem right now me personally that’s so big that if I were to focus on that there’s no way I’d have the energy to be on this zoit I’ve got a huge problem so you know what I do I
Write on a piece of paper I lock it away in a desk drawer or a vault and and then I go make money I go do what I need to do and focus on because thank God at the end of the day if I forgot what my
Problem is it’s safely locked away in a vault some of you guys it’s like you’re afraid you’re going to forget your problem so you talk about it all day long you think about it all day long and how can you be out there being a powerful Dynamic leader when you’re
Sitting there thinking about oh my gosh what if they turn my electricity off or oh my gosh what if my girlfriend doesn’t come back to me or whatever the case might I don’t know what your problem is we’re humans this is Earth this is not heaven heaven is where there’s no
Problems okay the the kingdom is going to be amazing here this ain’t the kingdom this is a lot of good stuff a lot of bad stuff Tim Ron said it predict the next 10 years there’s going to be a lot of opportunities there’s going to be
A lot of challenges that’s the way it’s been since the beginning of mankind so again everyone can be excited if we put $100,000 cash in your bank account right now can you be excited if we took $100,000 out how do you react so think about there there’s a great book called
Extreme leadership I love any military training but you know Navy Seals to me are the Pinnacle of all of it and that’s not to disrespect anyone else because me personally I respect anyone who ever served in the armed forces and allowed me and my family to go to bed safe at
Night so going back to extreme ownership which was WR by two Navy Seals it talks about look the bottom line is it’s my fault if something goes wrong no matter what goes wrong even if I had nothing to do with it you know I learned a long
Time ago when everything goes right as a leader you praise the people who made things go right when something goes wrong you take responsibility as a leader even though you may have nothing to do with it because that’s what leaders do so probably the biggest thing
I can Focus or say to really finish answering this question Alex is there’s a problem right are you focused on the problem or the solution okay a couple of month or whatever a month ago we had a little bit of an issue obviously with our back
Office it was a problem I was on the phone with Andy Albright within minutes and I guarantee you not that he didn’t want to figure out what happened and how it happened make sure it doesn’t happen again but his whole Focus was on the solution first thing we got to do in 24
Hours make sure everyone gets paid properly and on time focus on the solution so when you’re blaming somebody when you’re sitting around feeling sorry for yourself when you’re doing anything where you’re talking about the problem you are not focused on the solution so again if you’re in a situation I’ll tell
You this last last thing when people don’t know what to do because they’re in a a a newer situation some something you’ve never faced before they stop doing the things they know to do that’s a problem so always do the things you know you’re supposed to be doing you may
Need to do something extra to deal with this roadblock you have in front of you but don’t stop doing the things you know you’re supposed to be doing while you’re figuring out what the solution to your problems that’s wow that’s it dude you could probably go
On another three hours and I’d be like taking a ton of notes that’s awesome man well I’ll turn it over to uh my esteemed uh colleague from North Carolina Mr Catz thank you Mr Aben Mark it’s a honor to be on the call with you uh love love
Hearing your thought process and you know everything you’ve accomplished in business is is just so amazing um so as we’re rolling into the new year everybody’s got these goals you know there there’s not one person on this call not one person going in a convention that doesn’t believe they’re
Going to qualify for Cabo you know the next trip that we have and what what is what are some things that leaders can do to kind of raise expectation and and hold people accountable to the goals that they claim they have that’s a great question so first of
All you need to get their goals like it’s hold hard to hold them accountable if you don’t know what they are so this is a great time to spend some one-on-one time even if it’s is a 15 to 30 minute phone call or Zoom where you’re sitting
Down with everyone on the team that you’re personally accountable for and finding out what are they working for what is important to them and then make notes about it because I promise you your memory is not going to be the in June you’re going to forget what you
Talked about in July so I I think it’s just really important to do a couple things number one uh tell you a fast story you know me I always tell stor so um in December of 1988 I sat down with my mentor he is the guy who shops the day before Christmas
Does Christmas and then he’s back to work on the 26 so it was it was not actually Christmas Eve it was the 23rd he called me up and he said hey I haven’t done my Christmas shopping I’m in from California I need someone to drive me around you want to drive me
Around and we did we drove all over the place and we bought all of our stuff and um at the end of all I spent a whole day with we had an amazing day we we had fun we talked some business but the end of
The end of the end we ended up back at his mom and dad’s house he was staying with his folks for the holidays and we pulled up and he basically said to me like we’re putting this leadership group together for next year in January at the big event I’m going to announce this
Group of five leaders who are going to be my main guys that drive this thing in the future who do you think they’re going to be and I was like Sherry and he’s like yep Ricky Yep this one nope this one nope so finally to make a long
Story short we got to four people I figured out who they were and I just couldn’t figure out the fifth person he goes you’re the fifth person you so he went on he goes Mark when are you going to get it brother he goes you have
Got more than what it takes not only to be at the highest rank in his company to be one of the top guys for me to tell you I believe you’re going to be one of my top five guys I think you’re going to be one of the greatest speakers the
Industry’s ever seen you’re going to be a bestselling author you’re G do this you’re GNA do that now I left that car first of all he got out in the car and I sat there and I I’m not joking I might have been there for an hour I have no
Literal idea but I know I sat there for a while in silence my brain was racing like he had opened up doors in my brain that had never been opened up and and like I just sat there going was he just saying that to motivate me does he really believe that but there’s
Something called the self-fulfilling prophecy in Psychology where he spoke life into me and he said for example so why am I telling you a story how many people on your team are you sitting down with them in the next couple of days and saying you’re going to be with me in
Cabo I’m just telling you right now you’re going to win that trip I know in your brain you don’t think it’s possible I’m gonna hold you by the hand and if you do exactly what I tell you to do you’re GNA make it here’s the other
Thing I like to do at this time of the year Adam is go look here’s the thing I want you to tell me what your your goal is for the Year what’s your money goal what’s your volume goal whatever whatever and then say this the big okay
So now I got to ask you an important question I don’t have time to babysit people okay I I I want everyone on my team to be successful the truth is there’s just too many people and the other truth is there’s too many people who are not willing to do what it takes
They don’t have the discipline they have a goal but they don’t have the they won’t put the plan of action so I’m going to ask you the most important question of 2024 will you authorize me to be your drill so Sergeant this year okay meaning that if you don’t authorize me to be
Your drill sergeant then when you’re off track I’ll just let you go that’s fine no big deal okay or if you do authorize me to be your drill sergeant it means I’m gonna be up your ass the minute you get one yard off the line I’m not GNA
Let you get off the line because if you get one yard off the line before you know you’re 12 yards off the line before you know you’re 40 yards off the line you need to get your ass back on on the line if we’re going to do what you said
You want to do so here’s the thing if you want me to be your drill sergeant this is a 12mon deal this is not where you change your mind after 90 days okay I’m looking for key people to really pour into now we have that conversation
Here’s what’s going to happen I bet most of you on this uh Zoom you have children and if you don’t certainly you’ve seen children so every child when you tell them what the rule is the new rule in your household there’s not a child on Earth who isn’t going to test that
Boundary at some point they’re going to test it and see if Mom and Dad are serious so here’s an important thing how do you hold them accountable is really important if you hold them accountable by screaming at them that’s probably not the most effective management technique
Okay the way you do it and and to me tone of voice is one of the most important things in leadership if I’m talking in this tone of voice when I let me tell you something 99.9% of the time when I raise my two daughters who are in
Their late 20s now or now that I’m remarried and I have children who are 10 and uh 13 when I talk to them I talk to them in this tone of voice I’m not screaming at them but I’m firm so the bottom line is we said we were going to
Get an A in math this semester and the main way we’re going to do that is by coming home after school and doing our homework every day it’s been two days in our own you’ve come up with an excuse not to do your math homework after school so either a let’s decide you’re
Going to get a c again in math or B let’s go back to the plan which one do you think is better idea something like that so I’m holding them accountable but I’m doing it in a caring way I’m not just because PE listen if people perceive that you’re
Just yelling at them and you don’t care it’s not going to work if people people re I’ll tell you this my mentor was hard on me but I accepted every ounce of it just like I think someone who’s trying to become a Navy SEAL takes the extremely harsh way that their drill
Sergeant is being on him because they know they’re pushing them to be the best they possibly can they know that they care about him so I would have a very uh caring conversation with them in the beginning of the year but let them know if they’re going to author you to be
Hard on them then you’re going to hold them accountable and then it’s your job to pay close attention to them in these first two three weeks to make sure they don’t get off the line early if they do nudge them back on one last analogy for you you can think of a sledgehammer
Right now if I talk about a sledgehammer you can all visualize what I’m talking about now visualize a sledgehammer that the head of it is Velvet it’s not metal it’s velvet hit them with a tap them back where they need to be with a velvet hammer instead of smashing them in the
Head with a steel Hammer I love it I love it that’s great I’m already getting text messages uh authorizing me to be drill sergeant I love it that’s awesome uh very cool I took a ton of notes on that uh M Mr Terry Edwards kville in the house K
Vegas K Vegas in the house was up guys um um I’m up here with the Mount rushmor of the alliance baby Mr Alex Aven and catsman catsman baby Mark man um thank you so much for inviting me on the call um I met you I don’t
Know 15 ago maybe yeah it’s been a minute but I never um got a chance to um have an intimate relationship with you until you started working with the alliance and I was just blown away um at your body of work down through the years on
What you’ve been able to do and advents has been a big part of what you’re what you’ve done um at other companies and now with us and talk about um you mentioned about winning cabba we got Alaskan winners and you mentioned the association that goes on on these trips
So I got two questions I guess number one why is it important for people to win the trip the incentive trip and number two if they show up to the events we have incentives to help them win the trip so why should outside of the points
What value do these events bring as it relates to Association and winning the trips um as well great question again so first of all the first thing you have to understand is when whenever someone like Andy Albright and a team of you know advisors he has puts together a trip
They don’t do it halfhazard it’s designed to drive Behavior so if you there’s a lot of people who don’t think they can make x amount of dollars a year so if they’re striving to make money they’re never going to get there but if you forget about making money and you
Just focus on getting enough points to go on the trip you’re going to make enough money that you ain’t going nowhere for a long period of time so that to me that happened to me the first trip I made was in the cookware industry so on cookware door too I just didn’t
Think I could produce over a 100,000 a year in Revenue I didn’t think I could do these things but when they said you can win an all expense paid trip to St Thomas I just went crazy and I I went on getting the points so if you focus on
The points you’ll be in much better shape and just know your minimum income is going to be what you need it to be if you do that okay without having this Focus or stress on out at all um as far as the so winning the trip is so important I’ll tell you
This the worst thing about anything good is having it for a little while so for example like recently I went to I I love Hotel I I’m a travel guy so you know when I travel I like stay so I just stayed at a hotel in New York that i’
Never stayed at before it was $1,000 a night it was ridiculous but now that I’ve stayed there I have to go back it’s gonna piss me off to be at the $700 night Hotel because I now know there’s a$1 th000 night hotel now that’s maybe
Elevated let me go all the way back the first trip I ever made was to St Thomas it was a place called The Frenchman’s Reef I don’t even know if it’s still there I at the time I thought I was maybe at the you know the the Four Seasons in
Maui like this was the most mindblowing place in the world to me all the food was for I I just couldn’t believe it and I made a deal with myself and I know a lot of people do this which is why I’m mentioning it that I’m going on next
Year’s trip when you’re on this year’s trip is where you go there’s no way in hell these people are taking next year’s trip without me but you’ve got to get there the first time because once you experience it the fear of loss you’re never so imagine year after year after
Year one of my favorite things about being on the Ireland trip uh was everyone going oh I remember the trip listening to the conversations amongst a bunch of you guys about oh remember when we were here remember when we were there oh when we did dinner at this place
Remember what so and so did so imagine on going over the next 20 years on 20 insane vacations with people you develop remarkable relationships with and you pay nothing like how on Earth could you be in the alliance and not take advantage of that that would be
Absolutely nuts so you’ve got to push your people to win the first time you want job security as a business as a manager someone who’s running a team you want job security get your person to get their ass on a trip and they’re not going anywhere because it’s I I I’ll
Reiterate this it’s one thing to take the money out of I went to that hotel was $1,000 a night it was amazing if I earned a trip to go to that hotel you got to be kidding me there’s no way in the world I’d ever not win that trip
Again because getting something that extraordinary for free is just psychologically overwhelming now here’s the thing tie back to the events what Mr Albright has done is by just going to the event so we have napcon coming up if you just go to the events we do the four
Big events every event you get a bunch of points so your ability to earn the trip becomes significantly easier the amount of points you need to earn selling is so much lower so for people who don’t go to the events they have to hit the full
Quota for people who just show up and get in room now again I just got done telling you the way Albright puts this together is not haphazardly why would he give people so many points that just show up at the events because I guarantee it virtually every day Andy
Albright sends me a bunch of graphs he’s one of the most analytical human beings I’ve ever met my life so obviously the people who show up at the Live Events produce more over the year to the people who don’t so you just got to look at and
Go okay well do you want to earn more or less you know what I mean if the people who go to the events earn more money even if you don’t like Live Events even if you don’t like traveling even if you don’t like whatever if you’re gonna earn
More money doing what you’re doing why would you not do it because it’s the statistical fact that the people who go in the events earn more money there’s no way Andy would give away so many points to people just to show up if just showing up wasn’t such a big deal so now
You go to the event and the the what happens at the event on stage I’m just telling you that’s one of my main jobs to make sure you get fed properly you get the nutrition so in professional sports is someone on every team the nutritionist if you’ve read anything
About Tom Brady he is a fanatic about what he puts into his body I’m your nutritionist it’s my job to make sure what goes in your your brain is exactly what you need to have an incredibly healthy paycheck this year every event I’m obviously Consulting with Andy albri
And we put together the information so that everyone who shows up gets exactly what they need but I’m telling you the information on stage is not as important as all the everything that happens off stage all the opportunities to have fun to really get to know people people to
Spend time with your upline to spend time with your sideline we’re all so busy running appointments and doing our business and doing hotspots that a lot of times we don’t have time to sit down with people and have a drink with people we really want to hang out with have a
Cup of coffee with someone and that stuff matters more than you could possibly imagine you’ve got to get to know these people stop spending your all your time with people you have a common past with and start spending with time with people you have a common future
With show up at naon everyone in that room you have a common future with everyone there wants this to be the best year of their life everyone there wants to take care of their family everyone there wants to leave an inheritance for their children’s children everyone there
Wants to be the best version of themselves and they say that we become the sum total of the five people we spend the most time with if nothing else show up in Dallas to find your five people that you’re going to spend a lot of time with because if you hang out
With five millionaires the odds are pretty overwhelming you’re going to become number six it’s just that simple that’s good stuff right there brother thank you sir I love it I love being a part of this yeah we’ve had it’s been a great I listen I’ve only been here two years I
Know you guys have been kicking ass long before that I mean Adam Adam and Alex you’ve been kicking ass for 20 25 years it’s unbelievable and Terry probably what close to a decade so I came out my mama kicking tail well my even though I’ve only been
Here a little while it’s just this is if you’re new to the organization I’m just telling you what’s here is special it obviously starts at the top with Andy Albright I gotta tell you he’s one of my favorite human beings to be with whether it’s in person is unbelievable that’s
Another reason to show up in Dallas just be around Andy but being on the phone even Tech strings like that’s one thing and then all the other leaders man like they say iron sharpens iron and you’re just so I know it’s really uncommon Terry and I were in a company years ago
And I talked to people all the time and they just go yeah it was my first deal I didn’t know how amazing it was until I got into some bad deals like just believe me when I tell you there’s a lot of other insurance organizations you
Could be a part of that are not one tenth of what you’re getting here so it’s just a blast to be here and be with you guys for sure honestly so what else I’m sure we got something else we want to talk about well Mark I
Uh I I have agents that are starting to recruit and build and they bring their first person in they’re all excited and you know and I said well tell me about them it’s like well they this this and this they have all this background and then well and then it seems like they
Hold on to them for so long they they try to change them they try to fix all their problems it’s like dude you can’t do that it’s that concept of you know if you can’t change your people change your people and man you’re like one of the
Best teachers on that whole idea of knowing when to move on knowing when to stay I mean that whole thing and I think for me I always need my brain tweaked on because I think even now sometimes I fall in love with someone and it’s like
Oh I know they could do it but then you know I forget that there you know I’ve got other people coming on that that are probably better you know so help tweak my brain on that man well I’ll get again I love analogies I can’t help myself so
I’ll give you an example right now so if you don’t follow NFL football that’s pro football so we just talked about college football briefly so you have all these players in college right now and their dream is to make it to the NFL right that’s their all-time dream so in a
Couple of months in April each NFL team gets to draft handpick the players and let me tell you the amount of research they do they take every game this player has played for four years in college and watch every single play where that player is I isolated they know their
Body fat percentage they know if they grew up in a house with Mom and Dad or if it was a single parent house they do so much they taken so much information so you would think with all that data and all that experience they can definitely pick a
Winner so I’m going to talk about uh the San Francisco 49ers this year they have a real chance to winning the Super Bowl so two years three years ago they drafted a kid they they were traded a bunch of future draft picks to go all the way up to the front of the
Draft and draft a guy named Trey Lance they were certain he was going to be their quarterback and if you don’t know football quarterbacks by far the most important position on team if you don’t have a great quarterback you’re just not going to win it you got to have a great
Quarterback so this guy had an arm that he could throw the ball out of the stadium like he was fast he was strong he was this he was that so in in the the coach of the 49ers evaluates quarterbacks and trains quarterbacks probably better than anyone you could
Possibly imagine so they drafted him so you recruited someone you’re going oh my gosh on paper this is going to be the best agent I’ve ever had well Tre Lance didn’t do so well when he got on the field so two years ago they drafted a
Guy named Brock pie and he was the last person draft drafted out of everyone as a matter of fact they called the last person drafted Mr Irrelevant because he’s like picked number 265 like virtually everyone else has gotten drafted so Brock pie was they chose him to be a backup maybe no
Guarantees they don’t pay those guys a lot of money that guy Tre Lance got paid a ton of money because they were betting on him well here’s the bottom line I said on pap paper Trey Lance is a 12 out of 10 and Brock F’s a three out of 10
But you don’t play football on paper so you guys when you’re building your team when someone looks amazing in the beginning they have a lot of potential so if you don’t have a dictionary handy I’ll give you the definition of potential it’s a fancy French word which means someone hasn’t done anything yet
Potential is irrelevant there’s potential energy and kinetic energy kinetic energy is energy that’s in motion so some of you are trying to get your Trey LS to be Tre Lance you’re trying to motivate them to be who you think they were supposed to be but when
People show you who they are you need to believe them so Brock pie to finish the story is really got a chance to be the most valuable player in the NFL not only has become the starter of the team team he is the reason or one of the two best
Players on a team that may lead them to a world championship so with people we get them on our team we don’t know what they’re going to do you know what you do you do what the coach of the 49ers does you watch what they do you don’t listen
To what they say you watch what they do you don’t look at their pedigree you watch what they do and even though one player may not seem like he’s the guy that you thought was going to be your next whoever your Andy riddle you didn’t
Think this guy was going to be a great player but if he’s doing the work man there’s that goes back to the expression don’t work where you deserve I’m sorry work where you deserve not where you’re needed everyone needs your help Trey Lance God bless him needed a lot of the
Coach’s help but Brock pie earned the coach’s help he was doing enough on his own so ask let me ask you this imagine your I’m going to say El John because everyone knows him but John Williams is actually the guy who does the compositions and has written almost
Every amazing musical score you can imagine Star Wars all this stuff right so imagine John Williams is going to teach someone how to be a great piano player and composer would he pick a kid who doesn’t even really put any energy he has talent but he only plays piano
Once every four or five days or would John W insist on having someone that lives to play piano maybe they don’t have as much natural Talent as the other person but they’re obsessed with playing piano so let me be clear when I say work where you deserve not where you needed I’m not
Talking about talent and I’m not even talking about results I’m talking about effort someone who’s on every weekly call someone who would never think of missing one to four events for some of you we’re trying to sell you one you got to get to Dallas for the people are
Doing well being in Dallas is as automatic as getting out of bed in the morning the odds of them not going to Dallas or close your eyes that’s the odds of them not going to Dallas they don’t miss a day so again a lot of this comes down to daily disciplines you know
I mean are again writing down a goal to do something 10x what you did last year I know some of you guys are into the Law of Attraction and here here’s the thing let’s manifest times more income hold on let’s just take a moment and manifest
Um um yeah manifesting is bull I’m sorry there’s a way to manifest you know what gets more results of manifesting doing the work doing the work having the discipline doing the work so again like you got if you got someone above you saying man you need to get the training
Man you need to get on a weekly call here’s the thing they make zero doar as a kickback to get you to the event they get zero dollar so why would they be pushing you some of you going why do I need to do this and here’s the thing we
Don’t know what we don’t know so a lot of you don’t know what you need to know so you have an experienced person who’s been there done that who’s willing to show you imagine you come up to a landmine field and that’s that’s a terrible thing people have been affected
By a landmine oh my gosh some of the most horrible fysical things you can die obviously you can lose a limb so imagine really being at the edge of a mindfield how scared would you be if you had to move forward you had someone chasing you
From behind you have no choice but to move forward if someone comes up and goes hey I’ve been through the mindfield I know exactly where to go follow me would you go I don’t know I think I’ll just do it the way I think I should do it are you
me you can’t be that ridiculous okay so follow these guys there are going to be a lot of bad days there are going to be a lot of hard things but every one of these guys and many many many more people like them in the alliance are living a life beyond what
They used to dream about and part of it is getting to the next event part of it is being on these calls you may like one call more than another it doesn’t matter what you think you need what matters is what Andy Albright and the leadership team knows that you need
Andy I look at my success I’m a pretty successful guy on when I look at Andy’s financial success I’m like a zit on the butt of a dog compared to Andy like Andy is like a massive Grayhound and I’m a little zit on his but like his success
Is so overwhelming for you to not plug into the system is crazy guys so I’m talking mostly those of you who are new that you don’t know you don’t know you got to trust someone why not trust a team with an incredible pedigree it’s really obvious and I’m telling you
You’re getting in exactly the right time but you’ve got to get to this event coming up in January let me talk to the people who are managing your teams let me tell you you’re never going to get to the top of the mountain being passive
Okay I guar Dam toe you I talked about Navy sales seals before when they are telling their people what to do or a drill sergeant forget about Navy Seals any drill sergeant is not passive about telling people what they need to do you
Need to do what I tell you to do and if not it’s going to be a problem so I don’t want you barking orders at your team but stop being so afraid here’s a lot of you’re doing you’re going well if I push my person to go if I push him too
Hard they might quit well don’t you think about a military leader as like well we really need to take that Beach ched but I know if I tell those guys to go over there that they might look at and go I don’t think so I might die so
You know I’m just I’m just not gonna ask them because I don’t want them to be I don’t want them to quit listen there’s a job to do man it’s so funny that everyone wants to get wealthy but no one’s willing to do not no one few
People are willing to do what it takes to get wealthy I always say everyone wants to be a beast yeah in sports ah I want to be a beast well then you got to do it a Beast does and a beast is not afraid to tell their key people what
They need to do one of my favorite stories is uh Kobe Bryant the basketball player um my daughter went to uh high school with a guy named Julius Randall who now plays with the Knicks been the league almost 10 years but he started with Kobe he was with the Lakers first
Couple years and when Julius was a rookie they were coming to Dallas where Julius is from and Julius couldn’t wait to get off the chartered plane and go hang out with with his family and friends and party it up and all that stuff Kobe said hey you rookie you with
Me and he brought him to do something that was sacred to Kobe that no one else really even knew he was doing every how first of all how good was Kobe Bryant if you don’t know without a doubt one of the five greatest players to ever play
In the NBA and this is when he’s already a Hall of Famer without a doubt and he’s still going to a gym so he grabbed Julius and he went to a gy and it was a high school gym sometimes he would go to a church gym because a lot of the gyms
Weren’t open Kobe said whenever I land in a city we’re gon to play at before while everyone else is doing what they’re doing I go do a workout for 90 minutes in that City in that time zone on and and I’m mentally and emotionally ahead of everybody else so while Julius
Wanted to go party he got him to go de with it well guess what after that every time Kobe worked out Julius worked out now on the Knicks guess what Julius does every time he gets to a new city so are you willing to take what the greatest
Players know is the way to go and do it but here’s the problem it’s more work I’m so sorry everyone wants to put in minimal efforts and get back maximum results but I think that we all understand so don’t be one to people you understand this 95% of people who make a
New Year’s resolution don’t hit it because making a goal doesn’t matter following up with the action necessary getting the guidance from people who already have what you want is what it’s all about so this can be the greatest year of your life this can be the year
That you earn five times more than you’ve ever earned before in your life but you can’t take it like it’s a hobby you got to get serious about this thing and this call is a fraction of the energy we’re going to be giving you in Dallas you need to get there your people
Need to get you this is going to be a massive year for the alliance I’m just telling you our leader Andy Albright is on a rooll he is going places with or without anybody I know what he’s got in his mind it’s going to be a year if you
Want to keep Pace you can’t afford not to be in Dallas and your team can’t afford not to be in Dallas so I’m sorry guys I get a little uh rant there but you know can’t help myself wow Mark incredible uh I’m ready to go to Dallas now yeah when’s the next
Flight um so so along that line uh you know in terms of building those relationships with people th this is something I’m sure Alex gets it I’m sure Terry gets it also and Mark I know you get it a ton is I know how busy you are
How do you how do you get people to build the relationship relationship is a two-way street and you know it seems like we are always having to reach out to the people how do we get them to start reaching back to us so that we can truly form that
Partnership yeah that’s a great so that’s a really good point so in the beginning as a leader we always take the first step right we always reach out first but you need to let people know it’s like look I’m too busy to constantly reach out to you so what I’m
Expecting is for you to reach out to me at least twice a week you know give me a report on how things are going if you need help I’m here but I’m not going to chase you around goes back to what I said earlier I don’t have time to be a
Babysitter but I do have time to be a manager so it’s on you to reach out to me and if I call you you know I’m not calling you unless I have a very specific reason to call you so if I call you unless you’re in a house closing a
Deal you pick up the phone okay other than that you pick up the phone and communication is really really really important now the other thing I’d say to that is if you get them in that mindset they call you do everything you can possibly do not let it go to voicemail
Or if you do send back an immedia text that says hey I’m in the middle of a meeting I really want to talk to you I know it must be important I’ll call you and call them back as soon as you get out but if you encourage that behavior
And then you don’t follow up with it then obviously they’re going to stop the behavior here’s the thing got to understand there’s a lot of people like me back in the day when I was new I had so much respect for my mentor and I was so intimidated by him
That I didn’t call him a lot like I was not good at calling him I didn’t want to bother him so it’s important you let people know you’re not bothering me I’m talking to somebody anyway I’d rather talk to someone like you who is out there making it happen so if someone
Isn’t calling you I would try two to three times to encourage them and if they don’t then you got to understand they’re not going to do it people don’t change what they people rarely change it happens but most people don’t change so if you have someone again who you’re
Batting on and they’re just not staying in touch with you I’d rather find Brock pie who’s willing to be in touch with me on a regular basis here’s the thing you’ll find when you’re building a team when you find the right new person they’re going to call you three times a
Day five times a day every day as a matter of fact Michael Jordan who to me is the greatest of all time talks about how Kobe Bryant when he was young used to call him all the time three o’clock in the morning imagine your downline calling you three o’clock in the morning
Go yeah listen I’m going over the comp plan right now I’m talking about trying to get to the next rank I mean wouldn’t you look and go what the hell you call me at three o’cl but in a good way don’t you want someone who’s that crazy so
It’s like obsessed whatever you want to call it yeah so it’s like encourage it but if it’s not happening you that person’s still on your team just go look for another one always keep looking for others you know what I mean you’re looking for someone who checks all your
Boxes man I want someone who’s a selfstarter I want someone who’s positive I want someone who’s tough I want someone who’s got influence with other people and not everyone has all those categories so I that’s why I keep bringing new people in because it’s hard
To check off all the boxes on my list you know in baseball they say there’s what’s called a five-point player someone who can hit for power hit for a high average someone who can field someone who can run and someone who can throw like in the history of Major
League Baseball there’s probably been a hundred guys who can do all of that I’m always looking for that next guy even though most players can only do two of them or three of them I’m always looking for someone who can do five so if I have
Three players who can do three of them I’m not happy with that I want at least one guy who can do all five and if I have one I’m not happy with one I want at least two of them and if I have two I want at least three you should whatever
Psychologically you need to do to yourself to convince yourself your group is not where it needs to be no matter how much money you’re making no matter how much volume you’re doing you should always be looking for that next Raw Talent like eyes wide open like Andy
Albright was 25 years ago someone who this is how they’re going to make their Mark in the world I’m telling you those people are out there they are definitely out there and there’s more of them out there probably than there ever has been I mean there’s a lot of change in the
Marketplace right now people are freaked out about losing their jobs to robotics forget about that now they’re afraid about losing their job to AI there’s all kinds of things changing in all kinds of indust indes I think we don’t have to be Geniuses to see the handwriting is on
The wall we’re probably going into a bit of a recession that means great people are going to be looking for opportunities so there’s more Andes out there man but if you’re here’s the thing if you don’t go fishing if you don’t have a lion in the water what’s your
Chance of catching a marlin the answer is none you can’t tell me well it’s okay because my people are fishing for me you need to go fishing yourself okay because most of your people could never bring in a mar but you can imagine this year you personally go out and get
Someone who does more volume than the rest of your current team combined but that’s not going to happen if you’re relying on your current team to go get them just not going to happen I’m telling you that would be nice but this isn’t a fairy tale this is the real
World so you want it to happen you need to step up and make it happen that’s good stuff so so we’ve all been in other organizations outside out of financial services right where you buy the draam you you you get gun ho about it and the money you might make some money
But most people are spending more money than they make we get into Financial Services now we can’t guarantee nobody income because if you don’t do the work you ain’t gonna make the money but for people to make good money here it is very common for people to make what we
Would consider great money or most people like 100 Grand like really like 100 Grand is like it’s cute right how do you keep even as people coming in getting started making more money than they’ve ever made before US veterans who’ve been around a couple years we’re making more money
Than we’ve ever made before how do we not fall victim to just trying to go on cruise control how do how do you recommend people keep that hunger that desire that that willingness to get up every day and still fight for that next that next level I definitely
Got you here so this is going to go back I get to refer to my pride and joy Alabama so Nick Sabin has something that he’s had his whole coaching career called the process and by the way if you don’t like Alabama the 49ers I mentioned earlier when they
Won four Super Bowls under a coach named Bill Walsh he’s the one who had what he called a standard of Excellence he took over a team they had the worst record in the league the next year they had the worst record in the league and the year
After that they W made the playoffs the year after that they won the Super Bowl and they won a bunch of them with the standard of Excellence the same thing Nick Sabin calls the process so here’s the thing that both of them them did your job is to do two things number one
Do your job as effectively as you possibly can on this play I don’t care about the last play I don’t care about the next play on this play you play to your ultimate highest possible ability okay and because it’s a team sport you trust your teammates to do the same
Thing and then if we win or lose it really doesn’t matter because if everyone trusts each other and if we play for each other and if we all execute what we’re supposed to do on this play to our highest ability then we’re going to win more than we’re going
To lose so think about like what is the next thing you know you’re supposed to do and that’s what’s so funny about it we all know here’s the problem ter a lot of people were motivated by money so again here’s what’s unbelievable to me I’ve observe this in the alliance people
Get in there’s people in the alliance that are making $100,000 $150,000 a year and they work two to three days a week you know they they do their appointments one day run their sales appointments the next day and maybe that’s it and they make a 100 Grand so instead of going
Damn what if I did the six days a week and making three four what if I built a team on top of it people or people humans or humans so we have what’s called a comfort zone so what we need to understand is if you want to be the best
You could possibly possibly possibly be then you’ve got to go by the process You’ got to just play it one day at a time one phone call at a time one activity at a time and make sure that you’re the best version of yourself on
That play and you do it over and over it doesn’t matter what your check is I know I don’t need the money I know I’ve already won the trip I so that that’s obviously a message it sounds like it’s for veterans who are making a lot to not
Get in the comfort zone but it’s also for brand new people if brand new people just do what you’re supposed to do right now then you win then that’s what it boils down to wow well Mark I’m gonna try on on a topic here that um we find agents in and
Uh you know the jump in they’re fired up they don’t really come along with their spouse because you know I’m the one that makes money or whatever and they come in with maybe a spouse who’s not so supportive or you know a significant other who’s not so supportive whatever
So you know we get these sometimes like marriage counseling situations or significant other partner things and we’re not you know we’re not the the marriage counselors what right how do you deal with a Noto positive partner great question as well this been a great great call so for me that first of all
That’s and you’re building any organization that’s very very important so let me go back to our founder Andy Albright who grew up and really learned how to build teams in a company called Amway now you can make fun of Amway but they’ve been doing eight to1 billion
Dollars a year in sales for the last 30 years or so so if they’re not a good company I don’t know about that so way the culture is you don’t recruit individuals you recruit couples you don’t even want to recruit a single person you want someone because couples
Are more powerful together and it’s critical so let me tell you something that drives Mr ALB crazy I think he’s okay with me saying this when someone shows up an event without their spouse drives him insane but Andy you understand my spouse isn’t doing the business he doesn’t care you are trying
To build a dream life for your family so we want your spouse around now here’s the thing I this is my favorite whenever I had someone I knew they had a negative spouse I used to say it’s time to put my head inside the mouth of the lion like
Let’s just go do it because here’s the truth if imagine you’re trying to climb the top forget Mount Everest that’s hard enough to do if you’re a world class athlete let’s say you’re trying to climb Camelback Mountain and Phoenix that should be doable but if every time you
Take a step your spouse tries to tackle you and hold you back what are the odds of you getting to the top of any mountain it’s just not going to happen so if the spouse is NE a lot of times what I’ve seen is the spouse is negative
There’s a bunch of reasons number one they’re jealous so bring them to the events stop taking photos with five hot girls at the events you silly goofball and bring them to the event and when you’re at the event talk to the other people about how much you love your
Beautiful spouse and this goes both for guys and girls so sometimes they’re jealous sometimes they are feeling as if you’re growing and and and and out you know how people outgrow their spouses that’s what happens if you don’t bring your person events because you guys know
What events we don’t just talk about the business we talk a lot about personal dwell we talk a lot about leadership and all of that is applicable you know one the best place you can apply what we teach you is being a parent so a lot of
This information a lot of spouses come and they end up doing better on their job because of the information they got at one of our events so we just want the spouse to know we want you here we want you to be involved and it’s always about
A heart tohe heart okay if you could do a three-way Zoom with them and get out to say listen Mary obviously you’re not wildly in favor what’s going on I I would love like I really care about Alex and I know Alex is he shared what his dreams are
And most of his Dreams by the way revolve around wanting to get a better life for you and the kids so I know you don’t know me but can we just be really transparent here because maybe what you’re not liking about us is something that’s unfixable I give you my word that
If that’s the case then I’ll tell Alex this probably is a bad idea but maybe maybe you have a misconception about something so maybe putting my head in the mouth of the lion tell me what’s really going on and I’ll tell you and she may go well I don’t want to have him
The last time he did something like this he was gone seven days a week he became a workaholic he was you know so then it’s like okay fair enough I agree with you so Alex the thing you and I are going to have to talk about is healthy
Boundaries so for example Mary let me tell you one of the things I learned my kids were young I took my phone and either put it outside of the room or put it on silent when we were at the dinner table when we had time with our family
That was that and I put bit I put appointments in my phone dates with my wife as well as time with me and my kids and they were no less important than if I was doing a presentation for a client who wanted to buy $5 million worth of
Life insurance so I guarantee you I the skills that I can help Alex with so if we can make a commitment Alex that we’re not going to let that happen does that make you feel better about does that make sense and that’s one role play but
You know the truth is we’re in the people business and if if I’d rather find out early on if she’s really gonna or he’s really gonna forbid them if you will from doing it then it’s better for me to go to work with a different person
But if you get in there I’m telling you a lot of times you can turn them around and I’d always try to get them to come to the event not for the event so you can meet the other spouses a lot of spouses come to the event it’s very much
A family atmosphere I think you’ll understand what Alex is doing to a much greater degree if you get to the event wow awesome awesome um very cool uh Mark you got time for two more questions one for me one from ter okay uh so I’ve heard you talk about
Sorting people a lot in terms of where they meet people where they are and and just when they tell you who they are believe them how often do you do you reevaluate that or do you ever re-evaluate it um because you know this time of year everybody’s everybody’s
Going to do it um so so is this a time to re-evaluate people and kind of resort or do you just stay with what you ‘ already seen up to this point another great question Alex Alex I’m sorry Adam I am always sorting I never stop sorting
So I always tell people there’s at least three sorts there’s the first sort and the reason why we teach the concept of some will some won’t so what right we do that so when you’re showing the insurance business if they say no you don’t get your feelings hurt so we teach
People some will some won’t so what it’s a sorting business not selling and that’s true but then like a lot of people are like okay I got a guy okay yeah but he hasn’t gotten his license yet or yes he’s gotten his license but he hasn’t done a presentation yet so the
Three main sorts are number one do they say yes number two do they do something because some people do nothing so how much time do you think I’m going to spend with someone who says no to doing the business again the the answer is none how much time am I going to spend
With someone who’s done nothing again the answer is none then the third sort is so meaning that if they go through the second sort that means they’re doing something because they’re not doing nothing so that means they’re doing something so then the third sort is are
They um are they doing things that other people aren’t doing are they getting on to weekly calls are they showing up at the events are they doing appointments on their own are they taking steps forward so those are my three basic sorts and of the three types of people
There I spent all my time people who jump through all three Hoops now everything that’s meaningful is a sort so did they make the trip to Alaska that’s a sort are they going to napcon that’s a sord do they have at least 10 people on your team coming to napcon
That’s a sort should you be spending as much time with someone who has who’s going to natcom by themselves who’s been around for a while by themselves are you gonna spend as much time with them as someone who’s going to napcon with 20 people because you should definitely be
Spending more time with the person is going to napcon with 20 people so I’m always look are they on the weekly calls all the time now sometimes they’re going to be on a sales call so we can’t be insane about it but are they on most of
The weekly calls you know what I mean so I’m looking for people to constantly go through whatever these hoops are and I’m always paying attention because listen sometimes people there’s two things you’re either on track or off track you’re either teachable or you’re unteachable so let
Me give you a great a parallel analogy so I I I never for many years of my life ever went to a chiropra didn’t even know you were supposed to then I went to a chiropra I was like I’ll never forget my first adjustment it was
Like what the like I feel so much better it was like a miracle but then guess what about two months later I need to go back for another adjustment and now I go back once every three weeks so no matter how good a chiro adjustment is it’s not permanent so someone who’s perfectly
Adjusted will eventually be not perfectly adjusted someone who’s teachable today may not be te you know what’s crazy someone comes in they’re wide-eyed they’re teachable yes tell me what to do coach tell me what to do drill sergeant as soon as they make some money they become unteachable which is
Hilarious but it’s gonna happen so here’s the thing I’m again when it comes to sorting Adam if you’re not teachable I’m just not going to spend any time with you nothing frustrates me more as a teacher than someone who listens to what I say and doesn’t take action on so I’m
Always sorting always always always and either making a physical list or a mental list of who is doing what I need them to do here’s the thing once you’ve been around for a while you’re going to know what your people need to be doing and if they’re not doing it you don’t
Yell at them you don’t scream at them you don’t belittle them you go find someone else go find someone else I’ll tell you the ultimate way to motivate your current team is to go replace don’t tell them that by the way some of you guys are amazing I’m going to replace
You no no no no you you just go get new people go get new people go get new people Nothing motivates old people like a new person with a big wideeye enthusiasm and you start telling that story remember celebrate what you want to duplicate so if I got a new person
And I’m telling their story at all the zooms I’m doing and it’s whatever everyone will want to do the same thing they’ll want to be the new person you’re telling the story about so it’s January 3rd believe it or not some of us have already given up on the
Goal and it’s just the third yeah what would you tell me if you’re coaching me and I given I’ve given you permission to be my drill sergeant and it’s January the 3D and Terry Edwards is already offline snap me back okay I again I would keep it real but
Nicely I would say Terry here’s the thing we’re at January 3D and you’re already off track so I’m gonna be real with you that’s not like um it’s not the greatest sign so I believe in you we’re going to get you back on track today but
Let’s not be off track again two days from now because again I told you in the beginning I am not here to be a babysitter if you’re going to need need me to get you back on track every second or third or fourth day that screams of
Someone who just wants my attention I I want you to get my attention by making five sales this week and now I want to put you on a weekly call with everybody else does that make sense so I’m here for you 100% but I cannot do the work
For you you got to do the work you know what I mean I’m accountable to Andy riddle I’m accountable to IND the albre I got to do my work so do I like it when they motivate and inspire me yes but I know that if I’m not doing we get
Praised in public for what we do in private so you need to do what you need to do go back to the process thing you know what you’re supposed to do so let’s not worry about all year do your job for the next 24 hours and then do it again
For 24 hours and when you’ve done the right thing for three days in a row call me back I love it I love it so Alex you gonna wrap it up yeah well Mark uh wow we’re very blessed to have you on here and um like you totally
Fulfilled All my expectations and Beyond man thanks for tweaking and thanks for all the private time too that you make available to us that are building teams and man I I just totally appreciate that dude um man last comment I’m going to turn it over to you man we finish this
Wrap this up with you well again I go back back to right now it’s a natural reboot button for everybody and uh before you know it that’s over and then we’re into the grind and the people who are champions at the end of the year and the people
That are going to cruise next year those are people you know what I’m saying like I was in my gym yesterday this is classic I go to a gym almost every day and yesterday I couldn’t find the locker to put my stuff and then I just stopped and laugh and going because there’s
Never there’s always a locker there’s always a lot of lockers but now all the people who made New Year’s resolution are they’re all in the gym at the same time and I know from 25 30 years of experience that by the 15th of January I’ll be able to get my locker just like
I always get my locker so you can’t be off track for 20 years and then be on track for 20 days and expect some kind of Miracle you you don’t get out of shape for 20 years work out for 20 days and look like the dude on the cover of
Muscle and fitness it doesn’t work that way so the biggest thing I would say to end it is let’s make a 90day run let’s start from now and go to the end of March and go hard man like really go hard because here’s what I believe and
This is what I always tell everybody you’ve got to make the numbers your friend you’ve got to earn the the success man so if you’re doing less calls than normal how are you going to make more money you’ve got to do more than what you’ve been doing find someone
Above you and have them give you a target of something that you think is going to be hard for you to achieve and for the next 90 days do it just make it happen I’ll tell you one other thing get off this zoom and get at least one
Person on your team to sign up for natcon some of you guys have unassigned SE she bought some extra tickets forget get them all assigned within the next 24 to 48 hours again guys this is your business this is an amazing opportunity but isn’t it funny how some people take
An opportunity and turn it into a masterpiece think about it’s 2024 you got a blank canvas and you can do anything you want to I was just in Lou last month and I get a private tour guide man what a different experience with a private tour guide who explains the great paintings
And how they were done and the situation they were done in and the technique the P you can create the Mona Lisa you can create a masterpiece or you could scribble like a child and you could occasionally go to it you know the worst thing is turning
Around on December 31st and you still got a blank canvas so the bottom line is you need to take control of your year we’re all here to support you we’ve been through the mindfield we know how to get to the other side but you got to put in
The action so that’s me thoughts determine what we want action is the only thing that determines what we get so I think that’s a good note to end on thanks Mark man we appreciate you l n and you heard it from the best of the
Best brck on thank you Mark see you in Dallas h