Valuetainment - Episode 222： Patrick Bet-David Keynote ｜ Driven 2018

00:00:00.300 30 seconds. One time for the underdog. Ignition sequence start.

00:00:07.000 Let me see you put them up. Reach the sky, touch the stars up above.

00:00:11.120 Cause it's one time for the underdog. One time for the underdog.

00:00:17.400 I'm Patrick Bedevio, host of ITM, and today I'm going to share with you a keynote I did in LA for my good friend Albert Persadio,

00:00:24.300 where I break down the importance of systems and how that helps you scale your business to the next level.

00:00:30.380 The less your business depends on you, the more valuable it is.

00:00:35.200 Let me say this one more time. The less your business depends on you, the more valuable it is.

00:00:41.120 The more your business depends on you, the less valuable it is.

00:00:45.640 This is why a lot of, when you see, you know, businesses that it's just about sales and a product goes out

00:00:51.220 and there's no renewals or no residuals on it, you don't see a big X factor from private equity firms.

00:00:58.600 Private equity firms are not interested in buying a business that's just sales transaction

00:01:02.800 and if the personality leaves, then nothing's going to be there.

00:01:05.800 So your goal is to, just try to see this observation right here.

00:01:09.300 This is you, this is value.

00:01:11.880 Your goal is to bring you like this so the value goes higher.

00:01:16.440 So if all of a sudden the business is there and you're not around,

00:01:18.820 the business is going to be higher and higher in value.

00:01:20.960 Does that make sense to everybody, by the way? Yes or no?

00:01:23.220 Okay. Did Apple become a trillion dollar company with jobs around?

00:01:28.280 No.

00:01:29.420 Do we buy Apple today based on jobs?

00:01:31.920 No. Jobs did this part right.

00:01:34.820 So that's the part about the replacement game.

00:01:36.760 The one company no one's even talking about today.

00:01:39.000 Everybody's giving a lot of love to two companies.

00:01:41.060 One is Amazon, one is Apple.

00:01:42.880 You know what's the one company no one's talking about today?

00:01:45.460 Microsoft.

00:01:45.820 They're about to be the trillion dollar company next.

00:01:47.860 Bill Gates understood this concept of taking them here so Microsoft's value is here.

00:01:53.800 So now let's go through this.

00:01:55.920 Thinking like a CEO.

00:01:57.560 Look, most of us in this room, almost everybody in this room,

00:02:01.300 if you think about a grant who now goes out there and buys a plane

00:02:05.680 that's worth 60, 70 million dollars, telling me he buys it cash,

00:02:10.400 how did he start off?

00:02:13.580 You know, you got a guy like Brad here who runs one of the training programs

00:02:17.300 that everybody's using, VT Lightspeed,

00:02:19.860 and everybody around the country is using this.

00:02:23.360 Names everybody knows.

00:02:24.640 How did he get started?

00:02:26.140 How did a tie get started?

00:02:27.600 So this is the evolution process.

00:02:29.520 Most of us start as an employee.

00:02:31.320 Who at one point of their lives has had a job before?

00:02:34.280 Raise your hand.

00:02:34.580 If at one point of your life you had a job.

00:02:36.740 Okay.

00:02:37.460 So once we have a job, you do work like,

00:02:40.780 if you do this behavior, we pay you 20 bucks an hour.

00:02:44.580 If you do this behavior, you make 15 bucks an hour.

00:02:46.840 Whatever it is, you get paid per hour, right?

00:02:49.280 Then you go from employee to being a salesperson.

00:02:52.380 Sales agent, salesperson, sales, whatever you want to call it.

00:02:55.560 The difference from the mindset of an employee to this is what?

00:02:59.300 How many people have seen a person that goes from being an employee

00:03:01.700 to a salesperson fail miserably immediately?

00:03:03.880 Who's seen many?

00:03:05.480 Why is that?

00:03:06.220 Anybody knows why?

00:03:08.220 Because what?

00:03:10.000 I can't hear you.

00:03:13.140 Because an employee, someone's telling you what to do.

00:03:15.880 When you become a salesperson, no one's telling you what to do.

00:03:18.640 So you have to learn.

00:03:19.580 That mindset has to shift for you to realize,

00:03:21.360 if I don't get to work, I'm not going to, you know.

00:03:22.980 You ever hear of people that become salespeople?

00:03:24.580 All of a sudden, I'm an employee and I become a salesperson.

00:03:26.920 And then they don't show up to the office for two days.

00:03:28.820 How come you're not at the office?

00:03:30.200 Well, look, I'm an independent contractor and I don't have to show up, right?

00:03:32.660 I mean, this is why I did this, so I can stay home and have my own schedule.

00:03:36.800 That's a gimmick, man, you're buying into.

00:03:39.540 He's about to be an employee very soon.

00:03:41.240 Because he has no idea what it is to be an independent contractor, right?

00:03:44.200 So then from this mindset comes the next one.

00:03:46.880 What's the next one?

00:03:48.000 You become a sales leader.

00:03:49.820 There's a big different mindset between this and this.

00:03:52.460 What is it?

00:03:52.980 Here's the difference.

00:03:53.780 It's very difficult.

00:03:54.640 Let me explain.

00:03:55.180 Once you get good in sales, I know how to go sell 10 of these to an AV company and I

00:04:03.280 make 600 bucks, okay?

00:04:06.040 So I know I know how to make money, but I have to teach him how to go sell this and I have

00:04:12.780 no patience to teach him because he doesn't understand it and I have to coach him.

00:04:16.960 So this is when you'll hear a lot of people that transition from here to here, use the

00:04:22.700 phrase.

00:04:23.180 How many have heard somebody say, I'm sick and tired of babysitting people?

00:04:27.120 Who's heard that before?

00:04:28.560 How many times have you said it before?

00:04:30.400 I don't like babysitting people.

00:04:31.720 I'm so sick and tired of babysitting people.

00:04:33.260 It's not babysitting people.

00:04:34.240 It's mindset.

00:04:35.100 That's not in place.

00:04:36.660 Then from sales leader, what comes next?

00:04:39.600 You become a business owner.

00:04:41.440 Now what's the difference mindset between a sales leader and a business owner?

00:04:44.220 Now you got assistants, now you got costs, now you got office, rent, compliance, payroll,

00:04:51.360 accounting, legal, all this stuff that you got to go through and that's when you hear

00:04:56.540 people from here don't make it here and they go back.

00:05:00.300 A lot of people say, oh my gosh, I'm going to go start my own business.

00:05:02.540 I had no idea this is what it was like.

00:05:04.600 I'm going to go back and I just want to run a sales team.

00:05:07.120 This is also shift in mindset and then you could be a great business owner, but you're not

00:05:11.540 a good CEO and that's where I was at.

00:05:14.400 So I learned how to run a sales team.

00:05:16.160 I learned how to sell.

00:05:17.340 I learned how to run a business, but I wanted to think like a CEO.

00:05:20.500 And so one day I'm sitting there and I'm asking myself, literally, I have no clue what

00:05:25.320 to do.

00:05:27.580 This is like five, six years.

00:05:28.520 I'm like, I don't know what to do.

00:05:31.020 So what does a CEO do?

00:05:32.940 What does a founder do?

00:05:34.560 What's supposed to be my day to day?

00:05:35.980 And I became obsessed about figuring out a formula that tells me to see what I need

00:05:40.360 to do to maximize my time.

00:05:42.220 I can do 50 different behaviors, but which one's giving me the highest amount of revenue

00:05:45.800 and increase the value of the company?

00:05:48.040 So that's when this formula came about of linear versus exponential growth.

00:05:53.580 How many people here have somebody that works for them 70, 80 hours a week, but their income

00:05:59.760 is absolutely flat?

00:06:02.040 Let me say this one more time.

00:06:03.520 Who has somebody here that works very hard?

00:06:05.760 Even somebody in the room.

00:06:07.520 Anybody you know that works very hard.

00:06:09.540 You tell me, Pat, I work 60, 70, 80 hours every single week, but my business hasn't grown

00:06:13.940 for two years.

00:06:14.600 Does anybody know anybody like that?

00:06:16.020 And it's very frustrating, right?

00:06:17.220 What happens when you go through it?

00:06:18.700 You start really telling yourself, this thing doesn't work.

00:06:21.540 Business isn't for me.

00:06:23.360 I just don't know what people are talking about, right?

00:06:26.060 What am I doing?

00:06:27.340 This is the difference.

00:06:28.640 A lot of the focus that person's putting in is here and not here.

00:06:32.660 This expands, this doesn't.

00:06:34.480 So what's the difference?

00:06:35.220 Let's talk about the four areas of focus.

00:06:37.980 So linear, exponential.

00:06:40.300 I'm going to spend the rest of the time talking here, and then I got the last point I'll make

00:06:44.720 to you, and I think tonight there's going to be a Q&A before we get on our flight tonight

00:06:47.560 to go to Dallas.

00:06:48.240 I got a midnight flight to Dallas, so we'll take off after the Q&A.

00:06:51.460 But let's talk about this here.

00:06:53.660 Linear, exponential.

00:06:55.960 Okay, linear.

00:06:58.300 Operating system.

00:06:59.580 What's operating system?

00:07:00.780 What is operations?

00:07:02.620 Can anybody tell me what operations means?

00:07:04.480 Like, what is operations in a business?

00:07:07.780 Yes?

00:07:08.700 The process of delivering a service or a product to your customer.

00:07:12.260 Okay, what else?

00:07:14.060 Behind the scenes.

00:07:14.940 Behind the scenes, what else?

00:07:17.220 Can you tell me which type of personalities never pays attention to this?

00:07:23.580 A type personalities, they don't pay attention to this.

00:07:27.340 Right?

00:07:27.860 Big personalities, they don't pay attention to this.

00:07:30.600 By the way, big personalities, they get annoyed by this.

00:07:34.140 It's like, oh my gosh, give me a break.

00:07:35.640 That doesn't really matter.

00:07:36.540 I don't need to think about systems.

00:07:37.760 I don't need to think about operations.

00:07:39.260 What are you talking about here?

00:07:40.540 So we start the business.

00:07:42.540 My wife says, babe, we need to buy this software. 0.91

00:07:44.740 We don't need to buy this software.

00:07:45.800 We need to focus on sales.

00:07:47.020 We need to buy this software because the sales is coming in.

00:07:50.080 What are we going to do if we don't get the software?

00:07:52.100 Do you know how much the software costs?

00:07:53.400 I can take this money and put it in advertising.

00:07:56.000 It's going to help.

00:07:56.400 Babe, I get it.

00:07:57.660 But we are going nuts here.

00:07:59.660 You need six people to process 10 pieces of business.

00:08:03.200 If we buy this software for half a million dollars, you need one person.

00:08:07.460 And it's going to process 50 pieces of business.

00:08:10.140 Why are we putting ourselves through this?

00:08:11.840 So you have to hire more employees.

00:08:13.560 Let's get this software.

00:08:14.940 I still don't get it.

00:08:16.160 Let me do the math.

00:08:17.000 Here's what we're looking at.

00:08:17.780 If you got six employees at 50 grand, that's $300,000.

00:08:22.780 This is the limit we have.

00:08:24.300 If you want to go higher, you need 12 employees, $600,000, 24 employees, 1.2.

00:08:29.560 Do you want to increase your payroll?

00:08:30.960 No.

00:08:31.480 Then let's buy the software.

00:08:33.220 That's operations.

00:08:34.960 So then we bought the software.

00:08:36.320 Then everything was clicking.

00:08:37.220 Tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick, tick.

00:08:39.380 So this is more like, hey, I get a loan.

00:08:42.920 From the loan, it goes to escrow.

00:08:44.360 From escrow goes to, you know, give me some of the processes.

00:08:48.620 Escrow goes into title, title appraisal, all these things you're going through.

00:08:52.180 That's operations.

00:08:53.080 It's boring.

00:08:54.100 But if I can figure out a way to close the loan faster, if I can figure out a way to place

00:08:58.080 the policy faster, I get ahead.

00:09:00.480 Again, what I just talked about, most people are bored out of their minds.

00:09:05.640 Let me explain this part about investors.

00:09:07.240 We have one of our investors, the $5 billion fund from New York, Adelaia Fund.

00:09:11.400 Okay.

00:09:12.720 Oscar De La Hoya is another one.

00:09:14.360 Gabriel Brenner is another one.

00:09:16.100 Okay.

00:09:16.720 Here's how investors look at you.

00:09:18.600 They first look at you.

00:09:19.880 They say, wow, he's so impressive.

00:09:22.820 Then they give you money based on this.

00:09:25.800 They don't give you money based on your personality.

00:09:27.980 They give you money once they see this.

00:09:30.340 So all the A-type personality, the excited, big, you know,

00:09:33.400 you know, bachizmo, all those guys.

00:09:35.160 If you don't pay attention to this, forget about valuation.

00:09:38.340 You may look good because you made a few sales.

00:09:40.000 You're not building value.

00:09:41.160 Okay.

00:09:42.300 Operations is constantly figuring out like you make a list.

00:09:45.500 You make a list and say this job, this job, this job, this job.

00:09:49.080 I'm doing seven different things right now.

00:09:50.480 Why am I doing these seven different things?

00:09:52.120 I need somebody that helps me up with this.

00:09:53.660 I need somebody that helps me up with this.

00:09:55.820 That's operations.

00:09:57.060 Biz Dev.

00:09:57.620 What's Biz Dev?

00:09:58.320 Okay.

00:10:01.360 Relationships.

00:10:02.540 So strategic partnerships.

00:10:04.820 Finding somebody that if I help you, you win here and I win here.

00:10:08.800 You give me clients.

00:10:09.800 I give you clients.

00:10:10.620 We cross pollinate.

00:10:11.580 Everybody wins.

00:10:13.320 Strategic partnerships.

00:10:14.400 Biz Dev.

00:10:14.720 That means you got to shake hands.

00:10:16.560 So do you make a list and say, who would benefit from what I'm doing right now?

00:10:20.160 Who can I help that I also need their help?

00:10:22.720 This is the part where you got to go out and shake hands.

00:10:24.960 Whatever industry you're in, there's annual conferences.

00:10:27.700 There's annual conventions.

00:10:29.120 Whatever industry you're a part of, you got to go to them.

00:10:32.260 You got to go to them and get ready.

00:10:33.840 Shake hands.

00:10:34.600 Shake hands.

00:10:35.180 We have our own.

00:10:35.880 And by the way, the insurance industry, just so you know, you name me one product in the

00:10:40.820 world more boring than life insurance.

00:10:43.240 Let me say this one more time to you.

00:10:44.780 I'm in the industry.

00:10:46.060 You name me one product more boring than life insurance.

00:10:50.120 Hear me out, guys.

00:10:51.680 What I do for a living is we talk about dying every day.

00:10:55.640 Listen, we come to you and the moment the word life insurance comes up, what do people

00:11:00.860 do?

00:11:02.400 A guy came up here with a camera in my face.

00:11:04.920 He says, hey, Pat, what do you think about the PNC and insurance future of the industry?

00:11:08.680 What do you think is going to happen to PNC and insurance?

00:11:10.960 I said, it's a big difference.

00:11:12.020 He said, no, it's not.

00:11:12.640 It's insurance.

00:11:13.180 I said, no, believe me, it's a big difference.

00:11:14.760 Why is it a big difference?

00:11:15.800 He was at this event like six hours ago.

00:11:17.580 He says, what's the big difference?

00:11:19.120 I said, it's a lot to buy auto insurance.

00:11:21.420 It's not a lot to buy life insurance.

00:11:25.100 It's a choice.

00:11:26.640 And life insurance always has to be what?

00:11:29.360 Sold.

00:11:29.920 I have to come sell it to you.

00:11:32.360 No one wakes up and says, babe, I feel so good about buying some life insurance today,

00:11:35.840 babe.

00:11:36.580 Let's go get some life insurance today.

00:11:38.600 Oh my gosh.

00:11:39.420 No one does that.

00:11:40.240 So I have to find a way to get to you, right?

00:11:42.660 So we go to these conferences and we shake hands and we build relationships and we see

00:11:47.500 new products, new things coming out, new relationships.

00:11:51.260 And some of the people you shake hands with, then you build relationships.

00:11:55.320 By the way, this is all manual.

00:11:57.780 For instance, if I work for you, I was talking to this gentleman right here.

00:12:01.820 He's based out of New York, I believe, right?

00:12:03.440 You're based out of New York.

00:12:04.640 Him and I are talking outside.

00:12:06.260 Great questions he's asking me at Wolfgang Park.

00:12:08.200 By the way, one thing about Sil and Albert, I got to tell you guys, like this is an absolute

00:12:13.740 world class event from the moment I came here to now.

00:12:17.700 Everything about their treatment.

00:12:19.300 Give them another round of applause for a phenomenal job these guys have done.

00:12:23.620 Seriously.

00:12:24.320 Unbelievable.

00:12:25.980 So he comes up to me.

00:12:28.280 We start talking.

00:12:30.040 What do you do?

00:12:30.900 I got 50 salespeople.

00:12:32.720 Is it this company?

00:12:33.660 No, but I know about that company.

00:12:35.220 And we're going to kill that company.

00:12:36.700 Awesome.

00:12:37.920 So do you have a manual?

00:12:39.900 What kind of manual?

00:12:41.260 Is there a manual that if I come and work for you, you can give to Albert that Albert

00:12:46.140 can teach me the process, sales flow of selling a product, a new company?

00:12:50.400 Uh, no.

00:12:52.200 Are there scripts that I know for a fact you can pass it over to me?

00:12:55.600 Uh, yes, no.

00:12:57.000 All of that stuff is down here.

00:12:59.320 It's good, but it's not exponential.

00:13:02.160 Here's exponential, okay?

00:13:03.560 This is the part of the business that gets your business to suddenly grow.

00:13:07.900 So exponential growth, one of them to the left is next innovative campaign.

00:13:11.120 What's the next innovative campaign?

00:13:13.280 Next innovative campaign is, who remembers when Mitsubishi first came out with the next

00:13:17.380 innovative campaign?

00:13:18.200 They said, zero percent down, zero down, and we pay for your gas for 12 months.

00:13:22.500 Who remembers that?

00:13:23.680 Anybody remembers that?

00:13:24.460 Gas for 12 months.

00:13:25.760 You know what I said?

00:13:26.560 Here's what I said, brilliant, because everybody on TV was talking about gas prices are $5, and

00:13:33.000 people are like, oh my gosh, babe, they're going to pay for our gas for 12 months.

00:13:35.660 Let's go buy Mitsubishi.

00:13:37.540 It's not, it's like, all they're doing is giving you a $2,500, what do you call it?

00:13:42.060 What do you call that stuff?

00:13:43.240 A rebate.

00:13:44.020 It's not a big deal.

00:13:45.400 But what a great next innovative campaign.

00:13:48.080 Hey, right now, if you become a prime member of Amazon, we're going to give you extra

00:13:51.120 stuff.

00:13:51.620 Oh my gosh, they're giving this away.

00:13:53.340 They're not giving it away.

00:13:54.440 Believe me, no one gives anything away for free.

00:13:57.220 They're going to make their money.

00:13:58.700 So you in this part, this right here, guys, this, like I talk about four things.

00:14:04.460 I say you got to outwork, you know, you got to out-improve, you got to out-strategize,

00:14:08.780 out-last.

00:14:09.260 One more time.

00:14:10.300 Outwork is what?

00:14:12.440 Hardworking, right?

00:14:13.020 How many Latinos do we have in the room here? 1.00

00:14:14.460 Any Latinos here?

00:14:15.520 Okay.

00:14:16.400 Hey, can we all say that Latinos are some of the hardest working nationalities in America

00:14:20.460 or the world?

00:14:20.980 Yes or no?

00:14:21.400 Now, can I ask you a question?

00:14:24.020 How come not a lot of them are millionaires?

00:14:26.520 Because they just know how to work.

00:14:29.260 I don't know many lazy Latinos, but they're hardworking.

00:14:32.940 Number two, out-improve.

00:14:37.060 I don't know if they read a lot of business books.

00:14:39.520 I don't know if they buy stuff to learn how to become business people or become better

00:14:42.400 at stuff.

00:14:43.060 But forget about that part.

00:14:44.060 Number two is out-improve.

00:14:44.900 So you may say, Pat, I work, work, and I read all the books.

00:14:47.520 I'm subscribed to them.

00:14:48.360 I buy all the courses.

00:14:49.240 I'm reading all the books.

00:14:50.600 Then number three is what?

00:14:51.880 Out-strategize.

00:14:54.000 The strategy part takes some time.

00:14:57.000 Because you've got to test a bunch of different strategies.

00:14:59.980 So every single month, say today is, what's today's day?

00:15:04.880 September 22nd?

00:15:06.000 Is today 22nd?

00:15:06.800 Okay, today's 22nd.

00:15:08.160 On September 28th, I spent five hours all by myself already planning what we're going

00:15:16.440 to do October.

00:15:17.060 By the way, the whole year is set up for me.

00:15:19.640 But I'm looking at what's going on with September and what creative marketing campaign I can

00:15:24.280 come up with for October.

00:15:26.480 Okay?

00:15:27.320 So then I go for October.

00:15:29.440 And so years ago, I was looking at our business insurance.

00:15:32.120 And I'm going to talk about experience for myself on what mistakes we made.

00:15:35.080 I looked at our 12 months.

00:15:36.700 And I think everybody needs to do this.

00:15:38.140 The guy asked me a question.

00:15:39.400 He says, what should I invest in right now?

00:15:41.020 I said, if you invest in anything, go hire a predictive analytics guy.

00:15:44.180 Everybody in here, do yourself a favor, spend $100,000, hire a predictive analytics guy.

00:15:50.780 And give him all your data.

00:15:53.000 Give him all your numbers.

00:15:54.780 Tell him, in three months, I want every single trend for my business.

00:15:59.380 What do you mean?

00:16:00.460 I want to see everything.

00:16:01.940 How specific?

00:16:03.200 So I pulled it out.

00:16:04.700 And I pulled out January through December.

00:16:07.400 And I wanted to see what were the two lowest months that we had.

00:16:11.140 And he started pulling it out.

00:16:12.100 Well, you have bad Decembers.

00:16:13.840 And then you have bad January, bad February.

00:16:15.300 You have bad June, July, August.

00:16:16.580 June, July, August.

00:16:17.580 Three months.

00:16:18.520 So six months out of 12 months for us was bad.

00:16:21.020 Why is that?

00:16:22.220 Oh, because we go on such a competitive run, March, April, May, that on June, July, August,

00:16:26.560 our guys get bored during summertime because this CEO doesn't know what it is to be a CEO

00:16:30.580 because he doesn't put a next innovative campaign in summer

00:16:33.480 because he thinks we already came off a run, so leave him alone.

00:16:36.900 And summer goes, drops off.

00:16:38.080 And it's flat.

00:16:39.600 We're not doing this.

00:16:40.420 We shifted.

00:16:42.080 From the moment my entire emphasis became here, guys, I'll give you a basic number.

00:16:47.760 We sell life insurance.

00:16:48.880 It's boring.

00:16:49.500 I'm not here to recruit any insurance agents.

00:16:51.660 Our system does it for us.

00:16:54.020 Two years ago, we sold in July 500 insurance policies.

00:16:59.840 600 insurance policies in July, 2016.

00:17:03.460 Last July of 17, we sold 1,800 policies in one month.

00:17:08.440 Last July of 2018, this is two months ago, we sold 4,773 life insurance policies in one month.

00:17:17.100 The most difficult product to sell in America's life insurance.

00:17:20.100 We sold 4,773.

00:17:22.160 13 quarters in a row, we've sold more insurance policies than prior quarter.

00:17:27.860 13 quarters, that's three years and three months in a row that we've sold more.

00:17:32.960 You know why?

00:17:33.700 Here's why.

00:17:34.620 For the first five years of being a CEO, I didn't spend a lot of time here.

00:17:37.560 Now, I put hours on top of hours on top of hours here.

00:17:45.020 I think sometimes people like social media, why did you take valutainment off?

00:17:48.620 Why did you take a break?

00:17:49.840 Because I wasn't strategizing.

00:17:52.780 I'm like, what the hell am I doing doing valutainment?

00:17:55.260 I'm not freaking creating content for entertaining who?

00:17:58.220 No.

00:17:59.200 Break.

00:18:00.140 Came off.

00:18:01.300 Investors.

00:18:02.040 Business.

00:18:02.660 What are we doing?

00:18:03.480 Three months.

00:18:04.420 No valutainment content.

00:18:05.320 Then what are we going to do?

00:18:07.400 I got a wife.

00:18:08.100 I got three kids.

00:18:08.980 They're younger.

00:18:09.560 Six, four, two.

00:18:10.980 It's two boys.

00:18:12.340 I didn't see a lot of my dad.

00:18:13.420 I'd like to see these kids.

00:18:15.320 You know, the older one needs daddy.

00:18:16.760 The middle one looks like the Incredible Hulk.

00:18:19.000 The guy's like all muscular, like he's an athlete guy.

00:18:21.720 The daughter, she's so pretty like her mom.

00:18:23.520 I got to be around her to protect her from the boys because I remember what kind of a boy

00:18:26.240 I was, right?

00:18:26.800 So I'm like, I got all these kids here.

00:18:29.420 Man, what am I going to be doing?

00:18:31.440 So I spent three months.

00:18:33.280 Every single aspect of my life became a strategy.

00:18:37.560 Everything.

00:18:38.580 Why am I lifting weights?

00:18:40.320 It used to be for the girls. 1.00

00:18:41.740 Who cares about the girls today? 1.00

00:18:44.760 I'm working out for a complete different reason.

00:18:46.460 I want stamina.

00:18:47.180 I want energy.

00:18:47.880 I need energy for family, kids, business, life, crusade, cause.

00:18:51.360 What I want to do with my future, my life.

00:18:53.100 The next, I've given 20 years to the insurance industry.

00:18:55.620 The next 20 years, I want to give to a different industry.

00:18:57.560 And the next 20 years, I want to give to a different industry.

00:18:59.820 God willing, if I want to be around.

00:19:01.020 But I took the time.

00:19:02.580 Listen, I know a lot of people get up and they say, oh, you know, look at this.

00:19:06.480 This is the most powerful tool.

00:19:07.740 And pa, pa, pa, pa, pa, look at it.

00:19:09.720 They say average person touches this 150 times a day.

00:19:13.080 How many of you in here are saying that's a small number?

00:19:15.080 I do more than 150 a day.

00:19:16.260 Think about it.

00:19:16.620 I do more than 150 a day.

00:19:18.220 How many of you touch this more than 150 a day?

00:19:20.620 Think about it.

00:19:21.140 How many times have you touched this ever since I spoke?

00:19:23.860 15 times?

00:19:24.920 And you know what we do?

00:19:25.820 It's like automatic.

00:19:26.520 We don't even know what we're doing.

00:19:27.360 You're talking to people three times already.

00:19:32.880 Guys, this is one of the reasons why we don't have a lot of strategies in place.

00:19:38.580 Turn it off for a Sunday.

00:19:39.960 Don't touch it.

00:19:40.780 Grab a paper, pen, board, right up.

00:19:44.920 Every aspect strategies, right up.

00:19:46.980 Okay?

00:19:47.380 So now, thank you.

00:19:50.180 Next, after this.

00:19:51.700 By the way, this is great, but this is continuous.

00:19:55.500 Meaning, you know this whole saying about, you know, the way they sell the dream.

00:20:00.460 By the way, can somebody give me the time?

00:20:01.560 Because I have no clue what I'm doing with time.

00:20:02.900 If you can just tell me where I'm at.

00:20:03.900 9.53.

00:20:04.440 Which means how much do I have?

00:20:05.420 30 minutes or?

00:20:06.380 I don't know.

00:20:07.120 Okay.

00:20:07.620 All right.

00:20:07.820 Sounds good.

00:20:08.260 So give me a time on it so I can.

00:20:09.540 30 minutes?

00:20:10.040 30, 30?

00:20:10.520 30.

00:20:10.680 Okay.

00:20:11.020 Okay.

00:20:11.900 So you ever hear this saying?

00:20:13.160 It drives me insane when speakers say this.

00:20:16.180 Imagine one day.

00:20:18.960 You make money.

00:20:20.980 And the money comes in.

00:20:22.980 And you're relaxing by the water.

00:20:25.320 And you're drinking.

00:20:27.380 And the waves are hitting.

00:20:30.040 And your girl's next to you.

00:20:32.180 And you're listening to Sade Cherish the Day.

00:20:35.200 And you have money coming in forever.

00:20:37.780 Stress free.

00:20:39.400 And your kids are amazing kids.

00:20:41.880 They're full of s***.

00:20:43.160 This is what they're telling you.

00:20:44.960 This is never stopping.

00:20:46.620 You know how long you need to strategize?

00:20:48.340 The rest of your life.

00:20:51.160 My dad strategizes for his grandkids.

00:20:55.520 I plan on strategizing for the rest of my life.

00:20:57.680 This is not a one-time thing.

00:20:58.680 This is forever.

00:20:59.920 Businesses that continuously grow, they do this forever.

00:21:03.060 Now let's talk about the last one here.

00:21:04.480 Here's the last one.

00:21:06.540 So, two and a half years ago, I talked to Grant.

00:21:10.680 First time.

00:21:11.580 I think it was something like that.

00:21:12.420 We're in Miami.

00:21:13.480 And I see how he talks to Jared.

00:21:16.100 And he's tough on Jared.

00:21:17.740 Right?

00:21:17.940 It's like, boom.

00:21:19.240 I go, wow.

00:21:20.220 You know what Jared does?

00:21:21.220 Let me tell you what Jared does.

00:21:22.160 He makes this kind of, he told me the money.

00:21:23.420 I'm not going to say the number he said.

00:21:24.880 Do you know how much of it he saves?

00:21:25.920 He's broke.

00:21:26.460 Because I make him put all the money aside.

00:21:27.900 Because he gives it to me.

00:21:29.340 And he does this with his money.

00:21:30.700 And then, just earlier, I'm talking about his pilot.

00:21:33.300 And I'm talking to his pilot over there.

00:21:34.780 Real nice guy.

00:21:35.320 Good looking, pretty boy guy.

00:21:36.300 Right?

00:21:37.120 Same way.

00:21:37.800 Boom.

00:21:38.140 Ba-ba-ba-ba-ba.

00:21:38.980 Da-da.

00:21:40.060 Well, what do you think it is?

00:21:40.960 Anybody who's working close to him, this is what's happening.

00:21:44.740 His focus is here.

00:21:46.440 Whether he knows it or not, this is what he's doing.

00:21:49.400 It's leadership development.

00:21:50.920 What do you think Bill Gates did?

00:21:52.600 It's all leadership development.

00:21:54.980 What do you think Popovich does?

00:21:56.700 You ever see Popovich's eyes?

00:21:58.080 He looks pissed off half the time.

00:22:00.120 Have you seen Bill Belichick's eyes?

00:22:02.440 Do you see what Bill Belichick looks like?

00:22:04.020 He was a defensive coordinator for the Giants, working with LT.

00:22:07.660 Working under Bill Parcells.

00:22:09.600 He's like, you guys have no clue who I am.

00:22:11.140 I'm just a freaking, you know, this defensive coordinator.

00:22:14.220 Watch till you see who I become.

00:22:15.280 I'm going to become one of the best coaches of all time.

00:22:17.540 Hey, why don't you smile?

00:22:18.760 For what?

00:22:20.060 I only have five Super Bowls.

00:22:21.780 Can you just smile one time?

00:22:23.620 No.

00:22:25.240 No, no, no.

00:22:26.000 Like, what is wrong with this freaking guy?

00:22:27.900 Right?

00:22:28.640 But he's developing leaders.

00:22:30.000 I had a good friend of mine, Chris Hayes.

00:22:31.920 He played under him.

00:22:32.880 He played under Hermit Edwards.

00:22:35.100 He played under him.

00:22:36.340 And he played under the guy from Packers.

00:22:40.200 What was his name?

00:22:40.700 Mike Holmgren?

00:22:41.700 Am I saying it right or no?

00:22:42.780 Did I pronounce it right?

00:22:44.240 Okay, these guys.

00:22:45.020 I said, so tell me how it was for everybody.

00:22:47.820 He says, brother, it was the hardest playing for Belichick.

00:22:51.540 I said, why?

00:22:52.080 He says, no practice was ever enough or good enough for this guy.

00:22:56.760 He's like, are you freaking kidding me?

00:22:58.260 Give me a damn break. 0.60

00:23:00.500 Never with Belichick.

00:23:01.640 Never.

00:23:03.240 The standards and expectations were so high.

00:23:05.380 They're like, dude, let me breathe.

00:23:08.040 Nope.

00:23:08.460 We haven't won a championship yet.

00:23:10.420 We haven't won a championship yet.

00:23:13.120 Pat Riley, same exact way.

00:23:15.060 Pat Riley wouldn't let his players talk to the enemy.

00:23:18.560 Well, when Michael Jordan gave his speech at the Hall of Fame speech, who remembers that

00:23:22.220 speech?

00:23:23.200 Do you remember what he said?

00:23:24.180 He said, I want to give a shout out to somebody in here.

00:23:25.940 His name is Pat Riley.

00:23:26.700 I think there's only one person I've ever faced off that wanted to win as bad as I did,

00:23:31.420 and it's him.

00:23:32.080 He doesn't even call out a player.

00:23:34.580 He says a coach wants to win as bad as I do.

00:23:37.640 That's leadership development.

00:23:38.800 By the way, most people will miss this part.

00:23:41.900 This is how you increase the value of your business.

00:23:43.520 So I had a staff meeting.

00:23:45.060 Very difficult staff meeting with our guys earlier this year.

00:23:47.580 Everybody was required to read the book Principles by Ray Dalio.

00:23:51.240 Everybody, you are required to read it and write a three-page paper on it.

00:23:55.420 Everybody.

00:23:56.580 I had the entire company read the paper.

00:23:58.080 Now, who's read the book Ray Dalio beginning to the end?

00:24:00.660 Beginning to the end.

00:24:01.840 Not read like half of it, because you know how many pages.

00:24:04.120 It's like a Bible, right?

00:24:04.920 600 pages.

00:24:06.200 Right?

00:24:06.700 600 pages like this.

00:24:08.900 If you don't know who has no clue who Ray Dalio is, who has no clue who Ray Dalio is,

00:24:12.200 raise on if you have no clue who he is.

00:24:14.100 He's a $17 billion guy.

00:24:16.760 Ray Dalio.

00:24:17.300 Ray Dalio, like Gates, Bezos, he is their advisor.

00:24:23.720 Like, think about that.

00:24:25.040 Like, that's Ray Dalio.

00:24:27.020 And he writes this book called Principles.

00:24:29.520 And I said, if I'm ever going to write a book, it's going to be a book like this,

00:24:33.060 but I don't want to write a book.

00:24:34.180 This guy wrote it.

00:24:35.080 600.

00:24:35.620 Everybody on your staff needs to read this book.

00:24:38.580 So we had to read them.

00:24:39.980 And then we had a meeting.

00:24:41.460 Very uncomfortable meeting.

00:24:43.360 Mario was in the room.

00:24:44.160 Mario, are you somewhere in here?

00:24:45.140 No, Mario was in a very uncomfortable meeting.

00:24:47.820 Very uncomfortable.

00:24:48.500 I said, hey, let me ask you guys a question.

00:24:51.760 What's your position with the company?

00:24:53.240 I'm a chief operating officer.

00:24:54.720 Cool.

00:24:55.460 What's your position with the company?

00:24:56.900 I'm a chief compliance officer.

00:24:58.260 What's your position with the company?

00:24:59.520 I'm a president.

00:25:00.100 What's your position with the company?

00:25:01.060 I'm a CFO.

00:25:01.800 Okay, what's your position with the company?

00:25:03.340 I said, can you guys tell me real quick

00:25:05.540 who was your boss in your life or leader in your life

00:25:11.520 that was so tough on you that helped you become who you are today?

00:25:16.320 Oh, my.

00:25:17.420 Mine was Mary.

00:25:18.800 Started writing the name.

00:25:19.700 Just give me first name.

00:25:20.960 Mine was such and such, such and such.

00:25:22.960 I said, give me a personal story of how tough they were on you.

00:25:25.240 Oh, this girl wouldn't let me get away with nothing. 0.91

00:25:28.740 He wouldn't let me get away with nothing.

00:25:30.840 Oh, really?

00:25:31.360 Wow.

00:25:31.560 And I'm taking notes.

00:25:32.140 Oh, that's impressive.

00:25:32.920 I like this guy already.

00:25:34.140 What else?

00:25:34.660 And they're saying all this stuff.

00:25:36.280 I said, can I ask you why you let six new employees

00:25:41.440 who have been here less than 90 days

00:25:43.040 bitch you about reading a 600-page book 1.00

00:25:46.020 where that complaint comes to me?

00:25:48.540 So, do you want to be a grandma?

00:25:51.500 Let me explain what I mean.

00:25:52.620 I'm telling them this.

00:25:53.580 Here's how grandparents are.

00:25:55.960 Grandparents forgive what?

00:25:58.920 Grandkids.

00:25:59.720 It's like, ah, it's okay.

00:26:00.640 Let them eat the chocolate.

00:26:01.700 My dad calls me yesterday.

00:26:03.560 So, my sister is a, what do you call it? 0.98

00:26:05.400 A vegan, right?

00:26:06.220 So, she doesn't.

00:26:07.200 So, my nephew goes and complains to my dad.

00:26:10.960 And my nephew says,

00:26:12.400 Grandpa, I don't want to eat that macaroni

00:26:14.300 because that meat is vegan

00:26:16.520 and I don't like vegan.

00:26:18.320 And my dad says,

00:26:19.260 Paul, you can't play this

00:26:20.040 because Paulette sees it.

00:26:20.800 She's going to call my dad.

00:26:21.540 So, you've got to edit this part out.

00:26:22.920 So, my dad says,

00:26:24.880 you won't believe what I did.

00:26:26.380 My dad's 76 years old.

00:26:27.900 I said, what did you do, dad?

00:26:29.020 Pat, I put him in the car.

00:26:30.680 I took him straight to McDonald's.

00:26:32.460 I got him two Big Macs.

00:26:33.620 I got him ice cream.

00:26:34.480 I told him, eat all this chocolate

00:26:36.240 all on me.

00:26:37.620 He said, we went home.

00:26:38.780 He was so happy.

00:26:39.640 His mom's like,

00:26:40.240 why is Sean so happy?

00:26:41.400 And my dad's like,

00:26:42.240 no idea.

00:26:42.900 Maybe he had a good day today, right?

00:26:44.760 But that's grandparents.

00:26:46.340 And I'm like,

00:26:46.800 but dad, you can't do that.

00:26:47.700 But I have to do it

00:26:48.440 because I'm sick of these vegetarians. 1.00

00:26:49.940 I'm like, dad, forget about this stuff.

00:26:51.960 We're Middle Eastern.

00:26:52.840 We eat red meat.

00:26:53.720 They got to eat red meat.

00:26:54.600 I'm like, dad, relax.

00:26:55.440 It's okay.

00:26:56.140 He is pissed off

00:26:57.340 about his grandkids

00:26:58.140 not eating red meat.

00:26:58.980 I'm like,

00:26:59.240 there's more things to worry about.

00:27:00.920 That's what he's worried about.

00:27:02.120 But that's grandparents.

00:27:03.940 They don't give a shit

00:27:04.660 if they grandkids don't want to,

00:27:06.020 you know,

00:27:06.320 go ahead,

00:27:06.940 eat this cheeseburger.

00:27:07.640 It's okay, baby.

00:27:08.260 Don't worry about it.

00:27:09.520 Go buy him this ice cream.

00:27:10.620 Parents, no.

00:27:12.180 No.

00:27:12.500 No.

00:27:13.780 In business,

00:27:14.860 the longer you're around,

00:27:16.060 you lead like a grandpa.

00:27:18.880 You lead like grandparents.

00:27:20.260 And that's not what people need.

00:27:22.080 People need leadership.

00:27:23.320 Now, I'm not saying being an a**hole.

00:27:24.620 I'm not saying being a jerk.

00:27:25.480 That's not what I'm saying.

00:27:26.380 I'm not saying sit there

00:27:27.280 and, you know,

00:27:28.240 tell them all that you're a loser.

00:27:29.620 You're a moron.

00:27:30.300 You're an idiot.

00:27:31.020 You're just a piece of dookie. 0.87

00:27:32.920 You are...

00:27:33.280 I'm not saying that.

00:27:34.840 But I'm saying,

00:27:35.400 you told me six o'clock.

00:27:36.980 What happened?

00:27:38.380 Are we BSing?

00:27:39.720 You told me six...

00:27:40.480 Do you want me to take your word

00:27:41.680 or what are we doing?

00:27:42.340 Do you want to be a leader?

00:27:43.600 You keep telling me,

00:27:44.600 hey, Pat,

00:27:44.940 when am I going to get a raise

00:27:45.740 to $100,000

00:27:46.340 and I tell you be a leader?

00:27:47.980 It's $6.01.

00:27:49.340 How come I don't have it?

00:27:51.200 Pat, give me a break, Pat.

00:27:52.480 Listen, you're not a salesperson.

00:27:53.860 You're a W-2 at the home office.

00:27:56.020 If you're a salesperson,

00:27:57.060 you don't have to do it

00:27:58.120 because I don't have to fire you.

00:28:00.300 But I don't have to pay you hourly.

00:28:01.920 I'm paying you a damn salary. 0.92

00:28:03.360 You've got to come through.

00:28:04.780 Okay, I will.

00:28:05.700 These things that you do.

00:28:06.660 So how do you improve this area?

00:28:08.540 So I'll give you guys

00:28:09.120 a basic thing I did

00:28:10.160 in March of 2008.

00:28:14.720 Take a sheet of paper

00:28:15.740 and ask yourself,

00:28:17.080 By the way,

00:28:18.420 scream out

00:28:19.120 what's the one thing

00:28:21.780 your father

00:28:22.380 or your mother

00:28:23.260 taught you

00:28:24.160 and told you

00:28:25.300 over and over and over again?

00:28:26.260 Let me tell you what mine was.

00:28:27.340 Here's what my dad said.

00:28:28.940 Never be afraid of the truth.

00:28:30.540 Never be afraid of the truth.

00:28:31.620 Always tell the truth.

00:28:32.380 This is what my dad would always say.

00:28:33.640 He's probably said that to me

00:28:34.500 5,000 times.

00:28:35.760 What is that one thing

00:28:36.640 your dad or your mom

00:28:37.400 told you a million times?

00:28:38.340 What is it?

00:28:39.540 Save your money.

00:28:40.760 Save your money.

00:28:41.320 What else is it?

00:28:41.840 Okay, what else?

00:28:45.180 What else?

00:28:46.600 Don't talk to strangers.

00:28:47.960 Okay, all this other stuff.

00:28:48.800 All right.

00:28:50.600 You ready?

00:28:52.120 Very simple exercise.

00:28:53.460 Take a sheet of paper.

00:28:54.900 Make a list of 40 values

00:28:56.340 and principles

00:28:57.040 that you live by

00:28:58.840 and two,

00:29:00.000 values and principles

00:29:00.880 that you want to live by.

00:29:03.960 So you live by,

00:29:05.160 here's what I live by.

00:29:05.880 I would like to add

00:29:06.780 these values and principles

00:29:07.760 to my life.

00:29:08.960 Then out of the 40,

00:29:10.400 bring it down to top 10.

00:29:13.000 Out of the 40,

00:29:13.720 bring it down to top 10.

00:29:14.880 For the rest of the year,

00:29:16.880 all I want you to talk about

00:29:18.340 with your team

00:29:18.940 is those values and principles.

00:29:20.920 Over and over

00:29:21.980 and over and over

00:29:23.280 and over.

00:29:23.660 What does this mean, Pat?

00:29:24.260 I don't get it, Pat.

00:29:24.860 Let me explain to you

00:29:25.340 what it means.

00:29:25.820 Listen.

00:29:27.000 One of my guys

00:29:27.540 on a conference call

00:29:28.180 this Tuesday said,

00:29:28.900 well, Pat,

00:29:29.960 what do I do

00:29:31.120 because I got these two guys

00:29:32.740 that write bad business

00:29:34.460 and I got these three guys

00:29:36.780 on my team

00:29:37.340 that keep talking smack

00:29:38.680 behind my back.

00:29:40.140 I said,

00:29:40.720 okay,

00:29:41.200 it's very normal.

00:29:42.520 I said,

00:29:43.260 how big,

00:29:44.240 this was the question

00:29:44.840 I asked this person,

00:29:46.260 how big of a country

00:29:47.340 can you build

00:29:48.000 until somebody kills somebody?

00:29:50.260 I'm sorry,

00:29:50.920 what do you mean?

00:29:51.740 Okay,

00:29:52.020 again,

00:29:53.040 how big of a country

00:29:54.580 can you build

00:29:55.980 until somebody kills

00:29:57.380 another person?

00:29:58.960 I don't understand the question.

00:30:00.460 Buddy,

00:30:00.720 it's very simple.

00:30:01.820 A million population?

00:30:03.980 100,000?

00:30:05.280 10,000?

00:30:06.160 How many people?

00:30:07.340 One guy said,

00:30:08.440 I think by the time

00:30:09.120 we get 2,000,

00:30:10.000 someone's killing somebody.

00:30:11.620 Okay,

00:30:12.180 there you have it.

00:30:13.220 I said,

00:30:13.400 now let me ask you a question.

00:30:14.820 Can we have three different

00:30:15.980 presidents of a country?

00:30:17.720 Stay with me here

00:30:18.440 because this gets entertaining.

00:30:19.720 Three different presidents

00:30:20.760 of a country.

00:30:23.060 Each have a million people

00:30:24.320 in their country.

00:30:25.440 Can each country

00:30:26.920 have a higher ratio

00:30:28.320 of people getting killed?

00:30:30.620 What's the answer?

00:30:32.160 Yes.

00:30:32.620 Based on what though?

00:30:34.600 You know based on what?

00:30:35.940 Based on values

00:30:36.980 and principles

00:30:37.760 that are taught

00:30:38.840 from the top

00:30:39.880 to the community.

00:30:42.340 So from the top,

00:30:43.600 the values and principles

00:30:44.400 are taught,

00:30:45.020 love one another,

00:30:46.200 help your neighbor,

00:30:46.960 all this other stuff

00:30:47.680 that gets passed down.

00:30:48.900 We're not going to get

00:30:49.460 100% of people,

00:30:50.480 but it's going to get

00:30:51.040 passed down.

00:30:51.820 Sometimes I talk about

00:30:52.660 values and principles,

00:30:53.400 people say,

00:30:53.940 who cares about talking

00:30:54.580 about values and principles?

00:30:55.320 Are you kidding me?

00:30:57.020 All that stuff

00:30:57.580 gets passed down.

00:30:59.360 This is all

00:30:59.820 leadership development.

00:31:01.320 Wow, leadership development,

00:31:02.440 you know,

00:31:02.640 I like to talk to my group.

00:31:04.080 Nope, leadership development

00:31:05.100 isn't group.

00:31:07.240 Leadership development

00:31:07.980 isn't group.

00:31:09.020 The best kind of people

00:31:09.920 you build

00:31:10.440 is all one-on-one.

00:31:13.080 All one-on-one.

00:31:14.200 The people that impacted

00:31:15.180 you and your life the most

00:31:16.200 are all one-on-one.

00:31:17.660 We can become celebrities,

00:31:19.040 oh my gosh,

00:31:19.440 I want to be a motivational speaker.

00:31:21.320 I never cared about

00:31:22.580 being a motivational speaker.

00:31:23.780 I don't do a lot of speaking.

00:31:25.160 Just look at my stuff.

00:31:26.260 You don't see me

00:31:27.100 on the road always speaking.

00:31:27.960 I get requests.

00:31:28.640 I say no.

00:31:30.560 I say no.

00:31:31.560 Do you know how many times

00:31:32.660 Albert called

00:31:33.460 until we finally said yes?

00:31:35.080 Nothing against Albert.

00:31:36.500 I just,

00:31:36.940 I like one-on-one

00:31:37.840 and I like long-term

00:31:38.840 because I want to see

00:31:39.400 something grow.

00:31:40.880 And then when you see

00:31:41.740 Sil and you see

00:31:42.580 your personality,

00:31:43.220 you're like,

00:31:43.420 dude, she's just,

00:31:44.420 of course we're going to

00:31:45.460 do something with you guys.

00:31:46.560 They're so amazing,

00:31:47.520 their personality.

00:31:48.820 I like one-on-one.

00:31:50.280 My best conversations

00:31:51.220 with Albert

00:31:51.700 are all one-on-one.

00:31:53.520 I bet you the best

00:31:54.160 conversations anybody had

00:31:55.180 with him is one-on-one.

00:31:56.600 So, you really want

00:31:57.320 to build a business?

00:31:58.280 Focus on one-on-one.

00:31:59.680 Make a list.

00:32:00.520 You know it.

00:32:01.260 Ten people that need

00:32:02.200 a one-on-one conversation

00:32:03.020 with you.

00:32:03.360 By the way,

00:32:04.360 I'm not talking

00:32:04.900 one-on-one,

00:32:05.300 two-hour conversations.

00:32:06.380 Half the battle

00:32:07.040 is 27-minute conversations.

00:32:09.440 Let me say it again.

00:32:11.280 27-minute conversations.

00:32:12.180 Hey, Joey,

00:32:12.560 let me see my office.

00:32:13.280 Okay.

00:32:13.400 Hey, look.

00:32:14.940 Who's here today?

00:32:16.620 The insurance company?

00:32:18.220 Can I ask you

00:32:18.920 why you're wearing

00:32:19.480 your ripped jeans today?

00:32:20.860 Come on, bro.

00:32:22.180 Do you want them

00:32:22.820 to see you like somebody

00:32:23.660 that you're going to be

00:32:24.160 a leader here in the company?

00:32:24.860 Yeah.

00:32:25.600 Go change your pants

00:32:26.360 and come back.

00:32:26.800 What is this all about, bro?

00:32:27.900 You've got an image.

00:32:29.300 Shit, Pat, you're right.

00:32:30.120 Go.

00:32:30.480 Okay.

00:32:30.880 I'm going to go from the back.

00:32:31.640 Go, go.

00:32:32.060 Okay.

00:32:32.660 Hey, Mary,

00:32:33.200 let me talk to you.

00:32:33.680 Let me talk to you.

00:32:34.220 Okay.

00:32:35.220 Hey, uh,

00:32:35.980 what's going on with Jackie?

00:32:39.100 What do you mean?

00:32:40.200 I don't know.

00:32:40.620 Every time you speak,

00:32:41.300 she gets upset.

00:32:42.380 Like, did something

00:32:43.200 happen with you guys?

00:32:44.700 Oh, well, you know,

00:32:46.080 last week,

00:32:47.860 uh, you know,

00:32:48.940 she never does anything.

00:32:49.800 I said,

00:32:50.500 Mary, Jackie works for you 1.00

00:32:52.500 and she goes out

00:32:53.620 of her way for you, 0.99

00:32:54.500 but you're starting

00:32:54.960 to piss her off. 0.75

00:32:55.860 I'm telling you,

00:32:56.400 push her a little hard,

00:32:56.980 she's going to quit. 1.00

00:32:57.580 And if she quits, 0.85

00:32:58.160 you're going to have

00:32:58.860 to do all her job.

00:32:59.900 So what do you suggest I do?

00:33:00.860 Why don't you take her

00:33:01.280 to coffee this week?

00:33:02.760 You let me take it?

00:33:03.480 Yeah, I'll take it.

00:33:04.180 Go leave her. 1.00

00:33:04.780 Go to Starbucks

00:33:05.260 and you pay for it.

00:33:06.620 Pat, I can do that?

00:33:07.400 Yes.

00:33:08.040 Matter of fact,

00:33:08.540 you're doing it today.

00:33:10.020 Okay, and when you go,

00:33:11.140 you tell her you believe in her,

00:33:12.060 you tell her all this.

00:33:12.960 Okay, so I'm in.

00:33:13.980 Hey, uh, let's go.

00:33:15.500 Where are we going?

00:33:15.920 We're going to go

00:33:16.200 have coffee together.

00:33:17.780 Really?

00:33:18.360 Yeah.

00:33:19.140 Why?

00:33:20.640 Am I getting fired?

00:33:21.640 No, no,

00:33:21.860 I'm just going to have coffee.

00:33:22.920 So then you see them

00:33:24.140 and I look at them

00:33:24.760 because I have windows,

00:33:25.680 so you see them,

00:33:26.140 they're coming out.

00:33:28.040 Okay, great.

00:33:29.240 Perfect job.

00:33:29.880 Well done.

00:33:30.960 Seven minutes.

00:33:32.880 That's leadership development.

00:33:34.640 Hey, can I talk to my office?

00:33:35.940 Yes, what's going on?

00:33:37.240 Hey, I was listening to you

00:33:38.020 when I was walking past the cubicles.

00:33:39.360 When you're making the call

00:33:40.460 and the person said this,

00:33:42.000 you said this,

00:33:42.700 it was on speaker,

00:33:43.880 let's role play that objection again together.

00:33:46.020 Why did you say this?

00:33:47.200 So I'm going to say,

00:33:47.760 you say it.

00:33:48.960 Leadership development.

00:33:49.700 So this,

00:33:51.220 this right here,

00:33:53.280 you'll learn how to do this

00:33:54.380 for the rest of your life,

00:33:55.900 you're irreplaceable.

00:33:56.680 Let me say this one more time.

00:33:58.100 Listen,

00:33:58.940 guys,

00:33:59.620 first of all,

00:34:00.000 this here,

00:34:01.420 they'll pay you a hundred grand an hour

00:34:02.820 if you're good at this.

00:34:04.920 They'll pay you a hundred grand an hour minimum

00:34:06.720 if you're good at this.

00:34:08.180 But if you're good at this,

00:34:09.240 you'll be the president of the United States.

00:34:12.160 Okay?

00:34:12.640 If you're good at this,

00:34:13.580 you'll run the biggest non-profit in America.

00:34:17.080 If you're good at this,

00:34:18.300 you'll become the president

00:34:19.320 and,

00:34:20.120 you know,

00:34:20.520 president of USC

00:34:22.040 raising 6.5 billion dollars from boosters

00:34:25.420 because you built the new place

00:34:28.080 where everybody lives

00:34:29.040 based off of Harry Potter

00:34:30.400 and the budget is one and a half billion dollars.

00:34:32.720 Simply because you know how to raise money.

00:34:34.920 Simply because you know how to lead people.

00:34:37.440 This right here.

00:34:39.040 So now let's continue.

00:34:40.180 By the way,

00:34:40.500 I can talk about this stuff for three days.

00:34:41.860 When we do our first live Valuetainment Conference,

00:34:44.200 120 days after we cross a million subs,

00:34:46.220 we're going to spend a lot of time doing this

00:34:47.320 during the three-day session together.

00:34:49.160 Well, let me continue.

00:34:50.240 Next.

00:34:52.340 This is your game.

00:34:55.680 You are in the replacement game.

00:34:57.600 It's scientific.

00:34:59.460 Everything is about replacement.

00:35:01.160 You want to increase the value of your business?

00:35:02.640 It's replacement game.

00:35:03.640 What do you mean by replacement game?

00:35:05.820 Who is the least living...

00:35:07.740 Okay, let me ask you.

00:35:08.540 Who's the least important living president today?

00:35:12.040 Let me ask you again.

00:35:13.260 Who is the least living American president today?

00:35:20.380 Least.

00:35:22.400 Probably Jimmy Carter.

00:35:24.320 Because he's the last one.

00:35:25.920 Not the last one.

00:35:26.700 Like the...

00:35:27.060 What do you call it?

00:35:27.460 How do you explain it?

00:35:28.480 He's like 1981.

00:35:31.020 Then it's who?

00:35:31.740 Senior.

00:35:33.340 Okay?

00:35:34.040 Jimmy Carter's going to die in the next 5, 10 years.

00:35:36.180 God, you know, it's just going to happen.

00:35:37.260 It's part of life.

00:35:38.700 George Bush Senior's about to die.

00:35:39.940 And then you have G.W. is next.

00:35:42.940 Clinton's next.

00:35:44.280 Then it's George Bush.

00:35:45.280 Who's the most important president today?

00:35:48.480 Trump.

00:35:49.640 And who's the second most important?

00:35:51.660 Obama.

00:35:52.640 Obama got replaced with a new president.

00:35:55.240 Do you remember when Bush was president,

00:35:56.640 everybody thought the world is at its end, you know?

00:35:59.100 Oh my gosh, we're all going to die.

00:36:01.260 And you know, this is just horrible stuff, you know?

00:36:03.920 Boom.

00:36:04.720 Obama came.

00:36:06.900 And now we have Trump.

00:36:08.520 Everybody gets replaced.

00:36:10.340 Presidents die.

00:36:11.500 Can anybody here name me the 15th president of America?

00:36:14.800 Who's the 16th?

00:36:16.320 Who's the 15th?

00:36:18.600 You see, you don't know.

00:36:20.220 But do you remember, do you know during that time,

00:36:21.840 he's the most important person in America?

00:36:24.600 He's the 16th.

00:36:26.440 Okay?

00:36:27.000 Who's the 7th?

00:36:28.020 No one knows.

00:36:29.760 You know, first one is Washington.

00:36:31.680 Second one is, you know, Adams.

00:36:33.660 Third one is Jefferson.

00:36:34.740 After that, you're stuck.

00:36:35.600 Unless if you're 17 years old, still in school,

00:36:39.100 and it's part of your history class homework.

00:36:41.540 What's the point here?

00:36:43.000 Guys, we're all going to be replaced.

00:36:44.720 This isn't that big of a deal.

00:36:46.520 Okay?

00:36:46.740 This is a replacement game.

00:36:48.320 But in business, if you understand this concept,

00:36:51.060 your business value goes higher

00:36:52.660 if you replace the things that you do on a daily basis.

00:36:56.240 That's your job as a business owner.

00:36:58.360 To constantly replace your abilities.

00:37:00.400 So what are we talking about?

00:37:01.420 Number one, what are some habits that you do on a daily basis

00:37:07.100 that are $10 an hour habits?

00:37:11.240 So I took a sheet of paper and I wrote for the entire day what I was doing.

00:37:15.820 And then right next to it, I wrote which one of them I had to do,

00:37:19.200 which one of them somebody else could do.

00:37:21.680 And then next to what somebody else could do,

00:37:23.440 I wrote the price tag on how much that cost.

00:37:25.400 I went and hired a person to do it.

00:37:27.880 And then I saw the habit that pays the most.

00:37:29.680 I did that part.

00:37:31.420 Because it's a replacement game.

00:37:32.560 Number two, know who's a seasonal employee and who's not.

00:37:36.040 Who knows the difference between this?

00:37:37.860 By the way, how many of you guys have employees?

00:37:39.000 I'm just curious to know what audience we're speaking.

00:37:40.540 Who has employees here?

00:37:41.760 Who has employees?

00:37:42.840 Who's a salesperson here?

00:37:44.160 You just sell.

00:37:44.880 You're not a sales leader.

00:37:45.840 You just sell.

00:37:46.920 You're a realtor.

00:37:47.680 Raise your hand.

00:37:48.060 Who's a sales leader here?

00:37:49.480 You run a sales organization.

00:37:51.120 Raise your hand.

00:37:51.760 You run a sales organization.

00:37:52.960 Okay, anybody else?

00:37:54.480 Who runs their own business?

00:37:56.000 Who runs their own businesses?

00:37:57.040 Who considers themselves a good CEO?

00:38:00.300 Who considers themselves a good CEO?

00:38:02.680 Yeah, it's kind of going like this.

00:38:04.240 Anybody thinks they're a good CEO?

00:38:05.720 A little bit, maybe, right?

00:38:06.880 Like you always want it if you're good.

00:38:08.180 I mean, I go through myself as well.

00:38:10.500 So, what's seasonal employee and what's not?

00:38:13.940 We just hired somebody for nine months.

00:38:16.600 She's seasonal.

00:38:17.280 She knows it.

00:38:17.960 She has one job. 1.00

00:38:18.760 She took every aspect of our business and she interviewed every employee.

00:38:24.960 And she sat behind every employee and watched what every single one of them did.

00:38:30.940 Okay?

00:38:31.780 So, why'd you click on that?

00:38:33.040 Why'd you click on this?

00:38:33.840 Why'd you click on that?

00:38:34.600 Why'd you click on this?

00:38:35.380 Boring stuff again.

00:38:36.700 It's an $80,000 a year job.

00:38:38.820 She came and stacked like this.

00:38:41.260 Nine months later.

00:38:42.180 You know what it is?

00:38:43.580 Any position we have in the company now, I have a manual exactly what to do.

00:38:48.700 Step by step by step.

00:38:49.780 You know what that's worth?

00:38:50.900 Probably $50 million.

00:38:53.560 Probably $50 million.

00:38:55.720 Because now, I'm what?

00:38:57.220 I'm replacing who?

00:38:59.540 I'm replacing myself and I'm replacing everybody in the department.

00:39:02.980 But there's certain employees that are not seasoned.

00:39:05.380 I'm going to keep them for three years.

00:39:07.100 Anyone knows the average lifespan of a CFO at a company?

00:39:11.080 Three years.

00:39:12.840 Anybody knows the average lifespan of a CTO?

00:39:16.360 18 months to 24 months.

00:39:18.700 So, you hire a CTO.

00:39:19.960 They leave you.

00:39:20.520 People's heart's broken.

00:39:22.360 I lost my CTO.

00:39:23.900 How long was he with you?

00:39:24.940 Two years.

00:39:25.580 No, no.

00:39:26.020 That's the contract.

00:39:27.480 They're supposed to leave you.

00:39:29.400 Yeah, I lost my CFO.

00:39:30.600 Listen, guys.

00:39:31.100 This is what CFOs do.

00:39:32.020 It's very easy.

00:39:32.580 CFOs do this.

00:39:33.700 They come to you.

00:39:34.740 You give them $200,000 a year and 1% of your company.

00:39:37.780 They clean your stuff.

00:39:39.120 They help you out.

00:39:39.960 They prepare you to go be bought by PE or go public.

00:39:42.840 Then three years later, they leave you.

00:39:44.600 They're vested.

00:39:45.100 They have 1%.

00:39:45.740 If your company sells for $200,000,000, they get what?

00:39:48.020 $2,000,000.

00:39:48.640 Thank you.

00:39:49.120 It was awesome.

00:39:49.900 Next.

00:39:50.580 I do the same thing for you.

00:39:51.840 Next.

00:39:52.400 I do the same thing for you.

00:39:53.900 That's seasonal.

00:39:54.680 So, you don't get offended when somebody leaves you.

00:39:57.540 Okay, let's continue.

00:39:58.440 Third one.

00:39:58.920 Know the difference between replacing sales leaders and employees.

00:40:02.640 Again, this is lifespan.

00:40:03.640 It's a big difference when it's salespeople versus employees.

00:40:06.740 Because salespeople can have a longer lifespan with you where employees don't.

00:40:10.540 Fourth one.

00:40:11.920 Know who can maintain culture and add their own twist to it.

00:40:15.740 How many times have you seen somebody hire an executive position that completely doesn't

00:40:20.420 fit the culture?

00:40:22.380 Anybody's ever seen that before?

00:40:24.160 Okay, let me ask the question more personally to you.

00:40:26.140 How many of you worked at a company where the CEO hired somebody and after hiring that

00:40:30.920 person, they gave him too much authority, the culture within six months was lost?

00:40:34.600 Who's ever experienced that before?

00:40:36.300 How annoyed were you?

00:40:38.380 I quit.

00:40:39.100 You quit.

00:40:39.920 I relate.

00:40:41.060 You quit.

00:40:42.300 So, this person may have an incredible resume, but they don't fit the culture.

00:40:47.660 You can't let that person run your company because they don't fit your culture.

00:40:51.120 So, a lot of these positions that people give of authority to some people that don't fit

00:40:55.300 the culture, disaster.

00:40:57.280 Disaster situations here.

00:40:59.060 Number five.

00:41:00.340 Procedures and steps in every single department.

00:41:02.060 We talked about that.

00:41:02.820 Number six.

00:41:04.260 Develop leaders to help spread the mindset.

00:41:06.760 Now, what are we talking about with developing leaders to help spread the mindset?

00:41:09.660 Okay?

00:41:10.520 Developing leaders to want to spread the mindset is exactly what we were talking about with

00:41:16.320 values and principles.

00:41:17.200 The more of the mindset is being passed on to the people, the more you're replacing yourself

00:41:21.360 for somebody else to be mentally tough.

00:41:22.880 Again, that's leadership development.

00:41:24.860 So, all of this stuff here that we're talking about systems.

00:41:28.560 Listen.

00:41:30.740 I could have had a different topic, which is, Pat, come and fire people up.

00:41:35.820 You know, come and motivate them.

00:41:37.440 Come and do this.

00:41:38.400 Let me tell you what I get excited about.

00:41:40.520 Topics like this.

00:41:42.100 It goes like this for 70%.

00:41:44.800 But the 30% who caught it are the ones that send me a ton of messages.

00:41:49.280 And then I get a message of people flying into Dallas and they'll come and say, three

00:41:53.820 years ago I started following value team.

00:41:55.220 My business was doing $600,000.

00:41:57.140 Your last year we did $17.8 million.

00:41:59.820 Awesome.

00:42:00.840 Three years ago I was doing $200,000.

00:42:02.920 I almost quit my business.

00:42:03.880 Now I'm doing $28 million per year because all I did is finally realize what it is to

00:42:07.200 be a CEO in strategy.

00:42:08.040 The right person embracing these concepts, the rest is history for you.

00:42:11.920 So let me finish up with two questions for you to be thinking about before we wrap up.

00:42:15.900 Number one, who do you want to be?

00:42:19.500 You know, this is one of the strangest questions very few people have the answer to.

00:42:24.760 Who do you want to be?

00:42:28.080 Albert comes up to me.

00:42:29.640 Hey, Pat, you know, this is what we're doing.

00:42:31.080 We're building this.

00:42:31.700 And I said, Albert, Sil, who do you want to be?

00:42:34.820 I don't know if I understand the question.

00:42:36.440 Who do you want to be?

00:42:38.040 Do you want to be a celebrity?

00:42:40.220 Do you want to be a speaker?

00:42:42.640 Do you want to run a sales team where you just take sales every single month and you're

00:42:45.800 making commissions?

00:42:47.240 Or do you want to build a business that one day somebody cuts a check to you for a billion

00:42:50.540 dollars?

00:42:51.520 Who do you want to be?

00:42:54.040 I don't know.

00:42:55.300 I don't know who I want to be.

00:42:56.780 I said, well, let's talk about it.

00:42:57.860 So we started.

00:42:58.260 And he says, I want to build a company that's going to be a billion dollars.

00:43:00.560 Perfect.

00:43:01.120 That's exciting.

00:43:01.720 Then we started talking about company names and branding and strategies and hiring and

00:43:07.720 systems and protocols.

00:43:09.220 And you see his eyes go like this.

00:43:11.560 And I tell myself, anybody weird enough to have their eyes go like this for a system?

00:43:17.440 You are definitely weird.

00:43:18.700 But I'll talk to you.

00:43:19.620 Because most people, you go systems, they go like this.

00:43:22.640 Ready?

00:43:23.280 You want me to do it?

00:43:26.800 That's cool, Pat.

00:43:27.680 That's amazing.

00:43:28.320 I saw so many people yawning.

00:43:30.120 Because systems are boring, guys.

00:43:32.300 This is boring stuff, but it creates wealth.

00:43:34.700 So who do you want to be?

00:43:35.680 You're in this room here.

00:43:37.400 Some of you guys are like, I'm a pretty good salesperson.

00:43:40.400 Do I want to be a sales leader?

00:43:42.520 I'm a pretty good sales leader.

00:43:43.660 Do I want to be a business owner?

00:43:45.340 I'm a pretty good business owner.

00:43:46.660 Do I really want to be known as a great CEO by others one day?

00:43:49.280 Not by myself.

00:43:50.660 You know you're a great CEO when other people say you're a great CEO.

00:43:52.720 Not when you say it.

00:43:53.240 Everybody can go up and say, I'm King Kong.

00:43:55.860 No, no.

00:43:56.080 Other people say it.

00:43:56.960 You're a great CEO.

00:43:57.920 You say it.

00:43:58.480 It's irrelevant.

00:43:59.260 It's good.

00:43:59.560 You got confidence, but no one cares, right?

00:44:01.780 Other people say maybe you are doing something right.

00:44:04.160 So who do you want to be?

00:44:05.260 You're at this event.

00:44:07.000 You heard so many different speakers.

00:44:09.260 You know what's one of the best things about the lineup that he's put?

00:44:12.220 Everybody's personality is different.

00:44:14.600 You heard Ty, how he does it?

00:44:16.900 Yeah.

00:44:17.260 So, you know, I was at this woman here.

00:44:19.780 You know, she curses a lot. 0.99

00:44:21.220 But, you know, cocaine was.

00:44:23.480 And so the psychopath.

00:44:24.960 Men are more psychopaths.

00:44:26.100 Woman, I think, is strange. 1.00

00:44:27.020 So there's this biased cognitive.

00:44:29.880 And some people say, I relate to him.

00:44:32.260 I like his style.

00:44:33.960 And some people say, dude, that guy pisses me off.

00:44:36.540 And Eve Cardone comes up.

00:44:40.620 Dude, I like that guy.

00:44:46.420 He's freaking fired up.

00:44:48.400 He's sick, right?

00:44:50.080 And then Bradley comes up, you know, like, hey, so here's what we're doing.

00:44:53.700 You know, Bradley, the good looking, suave, modern look, you know, model looking guy comes up.

00:44:58.880 And he does his thing.

00:44:59.600 and then tim grover comes up you learn one word the f word it's game over right you're gonna learn

00:45:04.380 how to use the f-bomb 24 7 but here's the point the only question you are responsible for answering

00:45:12.920 leaving an event like this is this right here it's the only one who do you want to be guys the moment

00:45:20.360 i got clear about this nobody could get in my way you nobody could get in my way and by the way

00:45:25.940 mine shifted like this my dad had his 13th heart attack i went to ucla medical center

00:45:31.920 off to five anybody knows off the five here ucla medical center i'm off the five

00:45:37.280 i go upstairs to the hospital and they're treating them like dirt and i lose it

00:45:45.480 i'm like you guys better take care of my dad and you guys better do this and you guys better do that

00:45:50.680 22 i lose it 23 years old completely lost it throwing stuff around they're bringing security

00:45:56.900 escorting me out of the hospital and i'm just lashing out at him it's my dad you you don't do

00:46:03.560 anything to my dad it's like you crossed the line there and the one person says this to me hey

00:46:08.340 listen if you had money you could get better insurance and get better doctors to take care

00:46:17.420 your dad but you didn't pay for this government's paying for this this is called public health

00:46:22.880 insurance oof fuse he's right i went in the car downstairs in my ford focus at the time i had lost

00:46:31.440 everything 49 nothing was going right but my girlfriend left me we're about to get married 49

00:46:34.960 everything is bad i'm in my car okay

00:46:37.580 tears 30 minutes i'm crying like a little baby okay 30 minutes some of you guys brag about going

00:46:48.380 to clubs thursday ladies night friday saturday sunday i was so committed tuesday through sunday

00:46:53.720 you know your hardcore party if you go to clubs on tuesday night thursday night is a given sunday if

00:46:59.840 you're half committed tuesday you're fully committed i was fully committed i'd go to vegas 26 times a

00:47:04.780 year what club you want me to go to pimps and hoes you want to go to dre's where do you want to go 1.00

00:47:07.920 i was at all those clubs all this stuff this is all we did i was permanently banned from dublin's

00:47:14.800 because of something that happened i could never go back to dublin's 22 years old who knows dublin's

00:47:19.940 anybody knows dublin's i can never go to dublin's again i was permanently banned so this isn't a

00:47:25.020 patrick you know today was a completely different guy that night in my ford focus it was as if

00:47:31.980 you i came the next day i didn't see a single girl nothing i saw through people people thought

00:47:40.800 i was pissed i'm not pissed i fully got it my dad's not going to work at this 99 cent store ever again

00:47:46.160 the bed david family all these people that would say bed david family all divorced middle eastern mom

00:47:51.280 and dad got a divorce poor bed david he's probably going to be a bad kid i hear he had a 1.8 gpa he's

00:47:55.760 hanging out with gangsters and he went to the army because that's the only savior he had

00:47:58.960 i said my family i said let me simplify something for you guys listen

00:48:02.200 i said the world's going to know this last name

00:48:06.380 i know the pain we went through i know the challenges we went through as a family when we

00:48:13.960 came to america from iran i saw your language barrier mom you were so embarrassed 0.83

00:48:19.880 i saw the look on your face dad when you were so embarrassed going to gatherings and you would

00:48:25.800 look like people like this to people because you were so embarrassed i said you're going to be so

00:48:30.720 proud of your last name you're going to be so proud you came to america you're going to be so proud

00:48:36.600 of the sacrifices you made that day i never recognized old patrick ever again game over

00:48:45.420 like this 180 no one recognized me i got the best compliments of all time which is pat you've changed

00:48:55.580 we don't recognize you anymore we miss the old pat i said i have no desire to spend time with the old

00:49:02.720 pat i'm in love with the new pat i don't care about the old pat and it shifted so let me simplify this

00:49:08.660 for you if you in this room you leave the same person this is a waste of an event your money you

00:49:17.720 wasted it if you came here just to get motivated and you leave and you don't make any big decisions

00:49:23.860 about you changing you this is a waste of an event and by the way life doesn't get easier as you age it

00:49:30.180 just gets harder just so you know this this is not a game problems get bigger when you have kids later

00:49:35.580 on kids are going to get married more people die more issues come up more financial issues

00:49:38.940 i hope the right group of people in this room tonight after you hear the next guy coming up

00:49:45.220 who's cardone everybody knows him you're waiting for him to come up after you heard ty speak after

00:49:50.340 you heard everybody speak i hope you realize this is the question you got to answer in this place

00:49:55.820 and if you sincerely there's two different ways you know the actors oh let me tell you pat i'm so

00:50:01.900 committed no no this this is not you don't need to impress me or anybody like oh my gosh that really

00:50:07.300 resonated with me i don't care it doesn't matter to me this is your show tonight but if you leave

00:50:13.720 tonight changing you and you get clear on who you want to be a choo-choo train can't stop you 0.99

00:50:20.480 and by the way people will look at you differently some of your family members will look at your eyes

00:50:27.720 and say why you look a little bit more intimidated because you know what's the one thing never lies

00:50:31.780 eyes never lie because eyes move before we lie this is why the best poker players wear glasses because

00:50:39.880 even the best liar in the world doesn't know how to lie through their eyes did you understand what i

00:50:45.100 just said right there this will tell the world where you're going next but i hope the right people

00:50:50.940 here make that decision by the way every single time in a room like this you know how many people are

00:50:55.620 going to do this do you really know how many people are going to do this maybe five of you

00:50:59.900 i'm not trying to make everybody feel good you leave this place oh my gosh what a great guy patrick

00:51:04.880 is maybe five of you this isn't an astronomical number here like i'm not trying to make you feel

00:51:13.600 optimistic leaving this place it's five people but those five people are going to leave and many many

00:51:20.780 years ago at one meeting there was a guy named grant cardona look who he is today look at the impact

00:51:24.440 he's making it doesn't take all of you to do it five of you will do it i just hope one of those

00:51:29.480 five is you thanks everybody for listening and by the way if you haven't already subscribed to

00:51:34.100 value payment on itunes please do so give us a five star write a review if you haven't already and if

00:51:40.080 you have any questions for me that you may have you can always find me on snapchat instagram facebook

00:51:45.080 or youtube just search my name patrick david and i actually do respond back when you snap me

00:51:50.640 or send me a message on instagram with that being said have a great day today take care everybody

00:51:55.120 bye

00:51:55.380 bye

00:51:55.580 you

Valuetainment - December 03, 2018

Episode 222： Patrick Bet-David Keynote ｜ Driven 2018

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