Don’t miss out – Join Marc Accetta, The Alliance’s Director of Training, on this week’s TWC! Marc is joined by Alex Abuyuan, Terry Edwards, and Adam Katz 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.
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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 uh before we get into 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 so really really big deal one of the greatest forms of recognition 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 Cru if you’ve never done that before it’s one of the greatest experiences you can ever have
From a travel perspective 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 an
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 uh then of course we have to
Mention to you that at the end of the month we have ncon coming up our national Convention full price on the event is $4.99 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- Toof face meetings that we do the trainings we do we have an incredible lineup of trainers we have everything dialed in all the messages you’re going to get are exactly what you need right now I have never seen Andy Albright or fearless leader
I’ve never seen 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 knon I assure you this is a big part if you want to be a business Builder 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 SL hotpots 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
Aven wow Mark I it’s uh honored 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 what are you going to 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 tripa a those are the minor league you go to What’s 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 that 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 now 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 the 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 AB you 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 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 is the first thing I’ll tell you about the way leaders handle adversity leaders affect
Their environment they are never affected by their environment that is a 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 Think and 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 mustard se you can’t afford the
Luxury as a leader of One negative thought but you don’t 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 Zoom I’ve got a huge problem so
You know what I do I write it on a piece of paper I lock it away in a desk drawer or a vault 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 got 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 where 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 ran said 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 a $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 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 written by two Navy Seals it talks about look the bottom line is it’s my fault if something goes wrong no 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 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 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 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 it wow that’s 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 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 on 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 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 stories 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 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 future who do you think they’re going to be and I was like Sher 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 Story how many people on your team are you sitting down with them in the next couple of days and saying you’re G 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 going to hold you by the hand and if you do exactly what I tell you to do you’re G to 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 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 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 12 Monon 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 him I talk to him in this tone of voice I’m not screaming at him 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 a row and 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 see 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 there it’s not going to work if 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 authorize 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 sergeants 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 what’s up guys um um I’m up here with the Mount rushmor of the alliance baby Mr Alex Aven and cats man cats man 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 event has been a big part of what you’re what you’ve done 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 whenever someone like Andy albre and a team of you know advisers he has puts together a trip they don’t do
It haphazardly 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 G 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 was $1,000 a night was ridiculous but now that I’ve stayed there I have to go back it’s going to 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 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 that 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 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 natp Tong 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 room now again I just got done telling you the way Mr Albright puts this together is not halfhazard 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 going to 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 one of my main jobs to make sure you get fed properly you get the nutrition so in professional sports 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 brain is exactly what you need to have an incredibly healthy paycheck this year every event I’m obviously Consulting with Andy Albright
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 to spend
Time with your upline to spend time with your sideline we’re all busy running appointments and doing our business and doing hot spots 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
Natcon everyone in that room you have a common future with everyone there want 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 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 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 seemed 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 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 actually 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 and and 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 Trey 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 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 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 land to be TR 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 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 next 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 up on his own so ask let me ask you this imagine your I’m gonna say Elton 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 Williams 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 who are doing well being in Dallas is as automatic as getting out of bed in the morning the odds of them not going to 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 10 times more income hold on let’s just take a moment and manifest um um yeah manifest 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 dollars as a kickback to get you to the event
They get zero doll so why would they be pushing you some of you’re 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 physical 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 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 in 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
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 onest 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 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 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 is like well we really need to take that beach head 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 I’m just not going to 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 what 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 Kobe Bryant the basketball player um my daughter went to 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 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 gym 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 going 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 do 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 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 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 is 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 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 that 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 a media 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 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 me is the greatest of all time talks about how Kobe Bryant when he was young used to call him all the time 3:00 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’ 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 self-starter 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 fivepoint 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 that 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 Industries 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 line 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 of financial services right where you buy the dream 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 g 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 did your job is to do two things number one do your job and 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 it 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 Terry a lot of people were motivated by money so again here’s what’s unbelievable to me I’ve observed 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 Are People humans are 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 they 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 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 to10 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 in Amway 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 all braak 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 don’t 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 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 the SP 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 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 personal events because you guys know it 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 don’t want 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-to- heart okay if you could do a three-way Zoom with them and get down to say listen Mary obviously you’re not wildly in
Favor of 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 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 have 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 a 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 people where they are and and just when they tell you who they are believe
Them how often do you do you re-evaluate 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’ve already seen up to
This point another great question Alex Alex I’m sorry Adam I am all 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 well some won’t so what it’s a sorting business not a 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 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 GNA
Spend with someone who says no to doing the business again 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 people there I spend all my time people who jump through all three Hoops now everything that’s meaningful is a sord so did they make the trip to Alaska that’s a sord are they going to napcon
That’s a sord do they have at least 10 people under team coming to napcon that’s a sord should you be spending as much time with someone who has who’s going to natcon 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
Chiropract 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 but then guess what about two months later I need to go back for another adjustment and now I go
Back once every 3 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 you know what’s crazy someone comes in they’re wide-eyed they teachable yes tell me
What to do coach tell me what to do drill sergeant as soon as they make some money they become teachable which is hilarious but it’s going to 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 him 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 gonna replace you no no no Noom 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 wide eyy 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 and 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 a coaching me and I given I’ve given you
Permission to be my drill sergeant and it’s January the 3 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 3rd and you’re already off track so I’m going to 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 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 Andy albre I
Gotta do my work so do I like it when they motivate me 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 Alice you gonna wrap it up yeah well Mark uh wow we’re very blessed to have you on here and 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 gonna turn it over to you man we can finish this wrap this up with you well again I go 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 laughed 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
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 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 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 seats you 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
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