Valuetainment - The Untold Truth About Building Wealth

00:00:00.000 You're about to be with one of the top people in the world today.

00:00:06.000 Give it up for Mr. Patrick Matt Davison!

00:00:21.000 A few things before we get started. I got a couple tips for you guys.

00:00:25.000 Tip number one, never have two glasses of chocolate milk before speaking at an event.

00:00:32.000 Just go there. I've never done this in my life.

00:00:36.000 Until today, my kids inspired me. Everybody's drinking milk.

00:00:39.000 I said, let me drink some milk. Don't do it. Make a note of it.

00:00:41.000 Never do it again if you ever have a speaking engagement.

00:00:43.000 Second thing, I have nothing to sell you today.

00:00:46.000 So there is no nothing. I don't have a package to sell you.

00:00:49.000 I'm just here to give you strategies. Set aside your credit cards.

00:00:53.000 There is no forms to be filled out. You're just going to get value.

00:00:56.000 Is that okay with you guys?

00:00:57.000 All right, good. Now, by the way, sometimes you do events.

00:01:01.000 Some people do that. Some people don't. I don't have anything to sell you.

00:01:04.000 I was telling Cody when we were talking earlier, he told me about the lineup of people he had speaking here.

00:01:08.000 Obviously, a lot of folks, I love your jokes, by the way.

00:01:11.000 You could have been a comedian if you wanted to, you know.

00:01:14.000 But I was listening to some of the speakers, you know, hearing about Tim Grover last night.

00:01:17.000 How many of you guys liked Tim Grover being here last night?

00:01:20.000 Unbelievable story he's got.

00:01:22.000 Then hearing about Eric Thomas.

00:01:24.000 I don't think there are many, maybe a handful of people in the world that can motivate like Eric Thomas.

00:01:29.000 How many guys love his message, by the way, right?

00:01:32.000 And then you got a few others. I think you had a few others.

00:01:35.000 I'm going to miss them. I don't want to go through them.

00:01:37.000 I know you have Inky Johnson.

00:01:38.000 Inky's, we've had him at our event before. 0.99

00:01:40.000 We've had ET before. We've had Tim Grover before.

00:01:42.000 So the lineup has been fantastic.

00:01:43.000 And I was asking about the vision.

00:01:45.000 You know what he's doing.

00:01:46.000 He says, Pat, I want to have 10,000 people at an event in three years.

00:01:50.000 I said, you can fully pull it off. Here's why.

00:01:52.000 In the insurance space, there's really nobody that's trying to get the events to the next level,

00:01:57.000 to bring everyone together.

00:01:59.000 I'm glad to see somebody doing, especially somebody that's young.

00:02:02.000 I said, you're attractive, not only physically.

00:02:04.000 You're a good-looking guy, but you're also attractive personality-wise.

00:02:07.000 He's got a friend here I'm not a big fan of, because he's 6'9".

00:02:10.000 He's somewhere around here.

00:02:11.000 Run and run his business partner.

00:02:13.000 Just good people he's got around him.

00:02:14.000 Having said that, let's get right into it.

00:02:16.000 Okay.

00:02:17.000 How many guys have no clue who I am?

00:02:19.000 Raise your hand if you have no idea who I am.

00:02:21.000 Phenomenal.

00:02:22.000 You make my job easier.

00:02:23.000 Let's get right into it.

00:02:24.000 So, here's the outcome of this meeting.

00:02:26.000 The outcome of this meeting is leave you with ideas on how to drive yourself, build your team, and scale your organization.

00:02:33.000 That's my outcome.

00:02:35.000 My goal is to do the next 51 minutes or 52 minutes that I have left with you.

00:02:39.000 My story.

00:02:40.000 Born and raised in Iran.

00:02:41.000 This is me.

00:02:42.000 I lived there for 10 years.

00:02:43.000 I was born October 18, 1978.

00:02:46.000 This is the peak of the revolution.

00:02:48.000 When my mother was, when the water broke and they were going to the hospital, the military stopped her with the AK-47s.

00:02:57.000 My dad had to show my wife, you know, her water just broke.

00:03:00.000 We have to go to the hospital.

00:03:01.000 They escorted me to the hospital.

00:03:02.000 I was born October 18, 78.

00:03:04.000 Three months later, the Shah was in exile.

00:03:06.000 Not a nice place to be there for that time.

00:03:10.000 Ten years I lived in Iran.

00:03:11.000 Six weeks after Khomeini died, there's a little bit of a background.

00:03:15.000 I don't know.

00:03:16.000 You guys are getting it or no?

00:03:17.000 That you get a little bit?

00:03:18.000 Okay.

00:03:19.000 If you're good on your side, I'm good on mine.

00:03:20.000 Okay.

00:03:21.000 Six weeks after Khomeini died, we escaped.

00:03:23.000 Went to Germany.

00:03:24.000 I lived at a refugee camp in Germany for a year and a half.

00:03:27.000 From Germany, came to the States.

00:03:29.000 These are my, one of my report cards.

00:03:31.000 What year is this?

00:03:32.000 Let's see.

00:03:33.000 1995.

00:03:34.000 Average, below average possible failure.

00:03:35.000 Below average possible failure.

00:03:36.000 Average, average, below average possible failure.

00:03:38.000 You know how some people say this stuff?

00:03:39.000 And then you find out there were 4.4 GPA.

00:03:41.000 There's nothing with 4 or 3 in my GPA.

00:03:44.000 My best year was like 2.2.

00:03:45.000 I ended up with a 1.8.

00:03:47.000 Didn't do too well in school.

00:03:48.000 I joined the army.

00:03:50.000 That's myself before the army on the left at 17.

00:03:54.000 Then I went to the army.

00:03:55.000 Thank you so much.

00:03:56.000 Any other veterans here, by the way?

00:03:58.000 Anyone else?

00:03:59.000 Thank you for your service.

00:04:00.000 Thank you.

00:04:01.000 So I went to the 101st Airborne.

00:04:03.000 Probably one of the best things I ever did joining the military.

00:04:06.000 I became a specialist and eventually got to a point where I was about to re-enlist to stay in for another six years.

00:04:13.000 I got all the orders.

00:04:14.000 They got me the exact orders I wanted.

00:04:16.000 I was going to go be in the 18 Delta, 5th Group Special Forces.

00:04:20.000 Go to DLI because I speak five languages.

00:04:23.000 I was going to go Airborne, Sears, and I was going to Vicenza, Italy because I heard Italian women were the best. 1.00

00:04:29.000 This is what I heard.

00:04:30.000 I'm just being very old.

00:04:31.000 I'm happily married to a white girl from Texas, by the way.

00:04:34.000 And according to Ancestry.com, she's 81% British.

00:04:39.000 And when we were dating, she told me she's Swedish.

00:04:42.000 So you know how you get married, you hear all this other stuff.

00:04:44.000 And apparently Ancestry says I'm 18% Italian.

00:04:48.000 Someone in my family hooked up with an Italian.

00:04:50.000 No one's telling me who it was, but it is what it is.

00:04:53.000 Anyways, so then I want to be the next Arnold.

00:04:56.000 So I said, I'm going to go win Mr. Olympia.

00:04:58.000 I'm going to go marry a Kennedy. 0.93

00:05:00.000 I'm going to be a governor.

00:05:01.000 I'm going to be an actor.

00:05:02.000 I'm going to do this.

00:05:03.000 And then all of a sudden, while I'm trying to do that, I said, you know what?

00:05:06.000 I don't know if this bodybuilding stuff is for me.

00:05:08.000 I go to Mr. Olympia, and all the winners are my friends today.

00:05:12.000 It's so funny because I've interviewed a lot of these guys.

00:05:14.000 But I go to Mr. Olympia, and I said, so what do I need to really put?

00:05:16.000 I'm using creatine right now, and I'm doing this, and I'm just like, creatine?

00:05:19.000 I'm putting in creatine.

00:05:20.000 You know what you've got to use to really be able to win?

00:05:22.000 I said, listen, at six, four and a half, I'll be 350 off-season.

00:05:25.000 Bodybuilding's not the way to go. 0.82

00:05:26.000 So I set it aside.

00:05:28.000 Day before 9-11, I start working with Morgan Stanley Dean Witter.

00:05:31.000 Anybody familiar with Morgan Stanley Dean Witter?

00:05:34.000 Day before 9-11, that's where I got started.

00:05:36.000 I go in.

00:05:37.000 It's a Monday.

00:05:38.000 Everything's good.

00:05:39.000 Everyone's happy.

00:05:40.000 Next day, 5.30 in the morning, we got the meeting because I'm in LA.

00:05:44.000 At 6.30, one of the brokers says, turn on the monitor.

00:05:47.000 We turn it on.

00:05:49.000 Plane hits.

00:05:50.000 Accidentally, we saw it live.

00:05:52.000 The second plane hit.

00:05:53.000 I'm supposed to go to New York for training at Morgan Stanley Dean Witter.

00:05:57.000 3,600 employees at New York.

00:05:59.000 You know what happened there.

00:06:00.000 That's how my career got started.

00:06:02.000 While I'm sitting in a meeting two days later with Dave Kirby, my manager at the time, which,

00:06:06.000 by the way, we got connected 17 years later, just two years ago.

00:06:10.000 He messaged me on Facebook because I've talked about him so much that he finally messaged me.

00:06:14.000 I said, Dave, you changed my life because you gave this guy without a four-year degree a job at Morgan Stanley Dean Witter.

00:06:20.000 It was so funny.

00:06:21.000 When we're sitting there to get a job, it was me and another girl named Solmaz Rashidi, okay?

00:06:26.000 So we're sitting there, okay?

00:06:28.000 I have no idea what goes on with Morgan Stanley Dean Witter.

00:06:30.000 I just want this job because the girl I was dating was working on Morgan Stanley.

00:06:33.000 I said, I'd love to work over here, right?

00:06:35.000 So we have to bring a business plan.

00:06:37.000 I don't have a clue what a business plan is, right?

00:06:40.000 She says, Sol, why don't you go first?

00:06:42.000 So she says, no problem.

00:06:43.000 She takes it out.

00:06:44.000 First of all, I want to let you know I graduated from UC Berkeley.

00:06:47.000 Four-year program in two and a half years.

00:06:49.000 I ran a nightclub for two years.

00:06:50.000 Here's how much money I was making.

00:06:52.000 My SAT score in 1995 was 1560 out of 1600.

00:06:57.000 That was one of the highest scores in the state of California.

00:07:00.000 This is what I have here.

00:07:01.000 First quarter, I want to focus on laundry because a lot of Middle Easterners own laundromats. 0.63

00:07:06.000 And according to the city, we have 600 laundromats here.

00:07:09.000 Second quarter, I want to go to doctors.

00:07:11.000 Third quarter, I want to go to car washes because they're sitting on so much cash.

00:07:14.000 I'm just sitting there like, I mean, listen, do you want to hire her?

00:07:18.000 I got nothing like this.

00:07:19.000 So he says, so Patrick, how about yourself?

00:07:21.000 Where's your business plan?

00:07:22.000 I said, Mr. Kirby, with all due respect, I have no clue how to write a business plan.

00:07:26.000 Here's what I do know.

00:07:27.000 My dad worked his tail off.

00:07:29.000 He worked at a 99 cent store in Inglewood and he worked 80 hours a week.

00:07:33.000 I come from the military.

00:07:34.000 I will talk to anybody and I will work my ass off if you give me the opportunity.

00:07:37.000 He said, you know what?

00:07:38.000 It was only for one job.

00:07:40.000 I'm going to hire both of you, but you guys have to share one computer together.

00:07:46.000 So she can't stand me by the way. 1.00

00:07:49.000 She was like, how the hell do you get a job?

00:07:50.000 I spent $200,000 going to UC, UC Brooklyn.

00:07:53.000 You get a job without even having a degree.

00:07:55.000 So we go, we're sitting by the computer and she says, do you understand any of this stuff?

00:08:00.000 I said, no.

00:08:01.000 She said, that's good.

00:08:02.000 Let me use a computer.

00:08:03.000 You just stay over.

00:08:04.000 You're not going to be here long-term anyways.

00:08:05.000 That's how the career got started at 21 years old, right?

00:08:08.000 Anyways, here's what did happen.

00:08:11.000 Whether we know it or not in here, everybody is very lucky to be in the insurance industry.

00:08:17.000 I left Morgan, went to Transamerica, seven and a half years later, made a lot of money.

00:08:22.000 October of 09, I chose to start my own insurance company.

00:08:25.000 When I saw what was going on at the Limbra in a marketplace with the average agent at the time being a 56-year-old white male,

00:08:32.000 I saw Ron Paul, a 69-year-old man in 04, raise $6 million on MySpace to run for office.

00:08:40.000 And I said, how much?

00:08:42.000 6 million.

00:08:43.000 How long?

00:08:44.000 24 hours.

00:08:46.000 How old?

00:08:47.000 69.

00:08:48.000 No problem.

00:08:49.000 Then a one-term senator gave a talk in 04 at the DNC.

00:08:54.000 08, he runs.

00:08:56.000 He wins office.

00:08:58.000 Buy $5, $10, $20, $30, $40 a month, you know, $40 donations to become a president.

00:09:03.000 I said, you've got to pay attention to social media.

00:09:05.000 Then I saw women wanting to become entrepreneurs. 0.98

00:09:09.000 It was a movement.

00:09:10.000 Women want to be entrepreneurs. 1.00

00:09:12.000 You know, boss lady, I want to make my money. 1.00

00:09:14.000 I want to be independent.

00:09:15.000 I said, okay, so that's another movement.

00:09:16.000 Third one.

00:09:17.000 The fastest growing demographic in America today, ethnicity, nationality.

00:09:22.000 Anybody knows what it is?

00:09:23.000 Hispanics.

00:09:24.000 So I looked at all of that.

00:09:27.000 And I said, here's what we're going to be doing.

00:09:29.000 I wrote a book called The Next Perfect Storm.

00:09:31.000 Don't buy it.

00:09:32.000 It's not like, I'm not selling you a book.

00:09:34.000 I wrote it 10 years ago.

00:09:35.000 If you buy it, it's like 99 cents.

00:09:37.000 But if you want to see what I wrote about, I wrote about exactly what I told you.

00:09:40.000 So you pretty much got the premise.

00:09:41.000 Don't buy the book.

00:09:42.000 So watch everybody goes, buys the book.

00:09:44.000 It becomes a bestseller.

00:09:45.000 Don't buy the book.

00:09:46.000 I'm not selling it to you.

00:09:47.000 This isn't no reverse psychology BS type of stuff.

00:09:50.000 So watch what happens here.

00:09:51.000 That's when you know you're really good in sales, right?

00:09:53.000 You confuse everybody.

00:09:55.000 So I start the insurance company and our focus becomes very simple.

00:10:02.000 Social media, women, Latinos leading with Hispanics, and younger audience.

00:10:08.000 Today, we have, I don't know, a little over 15,000 agents nationwide.

00:10:11.000 We have 150 offices.

00:10:13.000 I'm hosting an event in a couple of weeks at MGM Grand Arena.

00:10:16.000 We'll have over 12,000 people there.

00:10:18.000 Nicky Jam is performing.

00:10:20.000 Mario Lopez is our host.

00:10:21.000 I think Sebastian Montescalco is performing.

00:10:23.000 Frederick De Silva, Mike Tyson.

00:10:25.000 I'll stop right there.

00:10:26.000 We got an event that's coming.

00:10:27.000 It's like a $7 million event that we're putting together at MGM Grand Arena.

00:10:30.000 Two years ago, we did one of our events with President Bush, Kobe Bryant.

00:10:33.000 Maybe you guys saw that Kobe Bryant interview where him and Shaq went at it.

00:10:37.000 That's kind of some of this.

00:10:38.000 So that's what we do with insurance.

00:10:39.000 So now, many of you are here.

00:10:41.000 Some of you are part of an FMO.

00:10:44.000 Some of you are producers.

00:10:46.000 Some of you are part of an IMO.

00:10:47.000 Some of you guys work for the carrier.

00:10:49.000 A few of you are on PNC.

00:10:51.000 I know Cody's going to work on increasing the PNC audience as well because that kind of goes together.

00:10:56.000 Some of you are on the health insurance side.

00:10:58.000 But regardless of it all, we all made the right choice.

00:11:01.000 This is me at Morgan Stanley Dean Witter.

00:11:03.000 Do you remember that soul lady I was telling you about?

00:11:05.000 Look at that smile behind her.

00:11:06.000 That's her. 0.88

00:11:07.000 She's right there.

00:11:09.000 She smiled and I got that picture.

00:11:11.000 And none of us are with Morgan Stanley Dean Witter today, by the way.

00:11:14.000 Just so you know that, right?

00:11:15.000 Obviously.

00:11:16.000 So now the industry.

00:11:17.000 Insurance.

00:11:18.000 Life and health.

00:11:19.000 It's the fifth largest industry in the world.

00:11:22.000 And we are all part of it.

00:11:24.000 $8.45 trillion industry.

00:11:26.000 Number two.

00:11:27.000 Financial industry is the largest industry in the world.

00:11:31.000 $22.5 trillion industry.

00:11:33.000 What does that tell all of us?

00:11:35.000 We are in the right industry and we made the right choice.

00:11:38.000 Who's happy about that, by the way?

00:11:39.000 Yes or no?

00:11:40.000 All right.

00:11:41.000 So now, that's only one part of it.

00:11:43.000 You got a lot of other things you got to figure out.

00:11:45.000 But the point is, if you want to make money, you can make a lot of money in this industry.

00:11:50.000 You want the cars.

00:11:51.000 You want the toys.

00:11:52.000 You want the travel.

00:11:53.000 You want the private school.

00:11:54.000 Whatever it is that drives you.

00:11:55.000 I like baseball cards.

00:11:56.000 People think I'm crazy because I buy, you know, 2, 3, 4, 5 million dollar cards.

00:12:01.000 I'm in negotiation right now to buy a Mickey Mantle card for 22 million dollars.

00:12:04.000 I like cars.

00:12:05.000 You can make a lot of money in this business, right?

00:12:08.000 But you got to figure right away how you can get that money.

00:12:11.000 So there's a few things we got to go through.

00:12:13.000 Number one.

00:12:14.000 I've been an employee before.

00:12:15.000 A bad one.

00:12:16.000 A good one.

00:12:17.000 Then an okay one.

00:12:18.000 I've been a salesperson before.

00:12:20.000 I was bad.

00:12:21.000 I became good.

00:12:22.000 Then I became great.

00:12:23.000 Maybe one of the best in America, by the way.

00:12:25.000 I was a sales leader.

00:12:26.000 A bad one.

00:12:27.000 Then a good one.

00:12:28.000 Probably one of the better ones we have in America today.

00:12:31.000 And I'm not being cocky with you.

00:12:32.000 I know my peers.

00:12:33.000 We know how to drive salespeople very well.

00:12:35.000 Then I became a business owner.

00:12:36.000 I was terrible at it.

00:12:37.000 I learned how to become a better business owner.

00:12:40.000 Then I was a pretty good one.

00:12:41.000 Then I started raising money.

00:12:43.000 Then the rest is history.

00:12:44.000 Then I've been a CEO, founder.

00:12:46.000 I was not the best CEO.

00:12:48.000 I had no idea what it was to be a CEO.

00:12:50.000 I invested a lot of money.

00:12:51.000 I went to many events.

00:12:53.000 I've spent God knows how much money to be around other CEOs to learn how to become a better CEO.

00:12:58.000 Eventually I became a decent CEO.

00:12:59.000 I'm still decent.

00:13:00.000 I'm not at a point that I would say I'm a great CEO.

00:13:02.000 I think I'm a good CEO today.

00:13:03.000 I've got some work to do.

00:13:04.000 I've been through all these phases.

00:13:06.000 Some of you, I don't know what phase you're at right now.

00:13:08.000 You know what phase you're at.

00:13:10.000 Now, do all of you have your own unique dream that you think about and you dream about?

00:13:16.000 Yes or no?

00:13:17.000 Raise your hand if you know your dreams.

00:13:18.000 How many of you guys believe it?

00:13:19.000 Watch this, by the way.

00:13:20.000 Not all of you guys raise your hand quickly.

00:13:22.000 You'll see why that's an issue in a minute here.

00:13:24.000 I said, how many of you guys have your own dreams?

00:13:27.000 Man right here, I can't see you because of the lights on my face.

00:13:29.000 What's your name?

00:13:30.000 Stark.

00:13:31.000 Stark?

00:13:32.000 Yes sir. 0.96

00:13:33.000 What a sick name by the way. 0.98

00:13:34.000 That's not your last name. 1.00

00:13:35.000 That's your first name.

00:13:36.000 That's my last name.

00:13:37.000 Oh, so what's your, tell me it's not Anthony.

00:13:39.000 No, it's Justin.

00:13:40.000 What is it?

00:13:41.000 Justin.

00:13:42.000 Justin.

00:13:43.000 Justin Stark.

00:13:44.000 Isn't that like a Hollywood name?

00:13:45.000 Yeah.

00:13:46.000 Starring.

00:13:47.000 Justin Stark, right?

00:13:49.000 Stark, right?

00:13:50.000 What a name, buddy.

00:13:51.000 You should be like a hundred percent closing ratio with that name.

00:13:54.000 Right?

00:13:55.000 All right.

00:13:56.000 So I asked you about your dreams.

00:13:58.000 Not everyone's hands went up that quickly.

00:13:59.000 Some of you guys were like, yeah, I hope he doesn't call on me.

00:14:02.000 I'm not going to raise my hand.

00:14:04.000 What if he does call on me?

00:14:05.000 I don't really know my dream.

00:14:06.000 Who cares about the dreams anyway?

00:14:07.000 So you're going to find out why that's so important here in a minute.

00:14:09.000 And not in the typical hokey way you hear, by the way.

00:14:11.000 It's like a different way.

00:14:12.000 Everybody here, including myself, has to make a decision.

00:14:17.000 What position you want to take?

00:14:20.000 Do you want to be the entrepreneur all the way at the top?

00:14:22.000 Do you want to be the intrapreneur?

00:14:24.000 By the way, you guys know the $900 billion man just became official.

00:14:30.000 Anybody knows who he is?

00:14:32.000 Balmer.

00:14:33.000 You guys know he's not an entrepreneur.

00:14:35.000 He's an intrapreneur.

00:14:36.000 He worked for an entrepreneur, but he's still worth $100 billion,

00:14:40.000 which means this whole movement about entrepreneurship,

00:14:43.000 you don't have to be an entrepreneur to make a lot of money.

00:14:46.000 I know people who are employees never became an entrepreneur who are billionaires,

00:14:51.000 and I know people who are entrepreneurs barely making $50 grand a year.

00:14:55.000 So you just have to pick your route to get into your dreams.

00:14:59.000 So entrepreneur, intrapreneur, maybe you're a supporting cast.

00:15:02.000 I met one of Cody's supporting cast.

00:15:04.000 I'm sorry, I don't remember her name.

00:15:05.000 She was crushing it, going back and forth.

00:15:08.000 She's from Missouri, four hours away from Fort Leonard Wood.

00:15:11.000 Her husband's a veterinarian.

00:15:12.000 They met out of university, happily married.

00:15:15.000 She had a nice ring on, wouldn't stop bragging about her husband. 1.00

00:15:18.000 That's a support team.

00:15:19.000 Cody can't pull this up without the support team.

00:15:21.000 That may be her role. 0.95

00:15:22.000 Maybe you're a solopreneur by yourself.

00:15:25.000 You're trying to make some money.

00:15:26.000 I'm not really a big fan of that, but if that's what you wanted to go for,

00:15:29.000 maybe you want to be an influencer.

00:15:31.000 That wasn't for me.

00:15:32.000 I don't want to be like an Instagram here.

00:15:33.000 Let me post my six pack and here's the vitamin I'm taking.

00:15:36.000 Give me $500.

00:15:37.000 That just wasn't me, but there's a model for it as well.

00:15:40.000 Now, many will say, but Pat, you are an influencer.

00:15:42.000 You got like a few million subscribers, a few billion views online.

00:15:44.000 What do you mean you're not an influencer?

00:15:46.000 That is a byproduct.

00:15:48.000 That wasn't my ultimate goal.

00:15:49.000 That just kind of happened by me winning in business.

00:15:52.000 Then it's sales.

00:15:53.000 You may want to be one of the best sales people.

00:15:54.000 You may want to be a CEO or founder or inventor.

00:15:56.000 Then there's the other way.

00:15:57.000 How are you going to make your money?

00:15:59.000 Is your money marriage?

00:16:01.000 That's the fastest way to be a millionaire.

00:16:03.000 Marry one, right? 0.94

00:16:04.000 That's the fastest way to be a billionaire.

00:16:07.000 Marry one, right? 0.94

00:16:08.000 You're automatically a billionaire, unless if he asks for a prenuptial agreement,

00:16:12.000 which that's a very smart man or a woman if they do.

00:16:14.000 But if they don't, you are a billionaire.

00:16:16.000 Maybe it's equity, okay?

00:16:17.000 I want to get some equity in a company, and if they exit, I want to have myself.

00:16:20.000 Maybe it's built to sell.

00:16:21.000 You're building a company and eventually sell.

00:16:23.000 Maybe it's buying and holding domains.

00:16:25.000 You know how many people sell domains?

00:16:27.000 I know a guy sells domains, makes 250 million a year selling domains.

00:16:33.000 That's all he does, selling domains, okay?

00:16:35.000 Maybe it's long-term planning, traditional.

00:16:38.000 Maybe it's a lottery.

00:16:39.000 Maybe it's being an influencer, proprietary product, invest.

00:16:42.000 You're going to sue somebody, and you're going to make some money.

00:16:45.000 There's a lot of people that sit around wanting to sue the right person to make some money, right?

00:16:48.000 Your own land, design, inheritance, family.

00:16:51.000 Many of those are, by luck, I kind of want to control how I'm going to make my money.

00:16:57.000 By the way, do you guys see how much money was made during the pandemic?

00:17:02.000 Anybody see how much money was made during the pandemic?

00:17:04.000 Do you guys see how much criticism these people, how these billionaires became rich and all this other stuff?

00:17:08.000 I'm going to tell you why that happened all the way at the end of it.

00:17:10.000 But you've got to figure out for yourself where you are in this, where you are with the topic prior to this, like who you want to be, how you want to make your money.

00:17:18.000 Now, having said that, let's go.

00:17:19.000 There's a couple of things we need to talk about that's going on in America today.

00:17:22.000 Cody said, Patrick, you know, what I wonder about your style is when you speak, it's like you are comfortable being controversial, and you touch certain topics, but you don't offend people, but you still touch the controversial topics.

00:17:38.000 Well, I have to touch a controversial topic today, so let's talk about it.

00:17:43.000 There's a lady named Jane Elliott. 1.00

00:17:46.000 Anybody knows this story?

00:17:47.000 Who knows who Jane Elliott is?

00:17:49.000 Handful of you.

00:17:50.000 I love it.

00:17:51.000 Let's get controversial.

00:17:52.000 Jane Elliott, a day after Martin Luther King is assassinated, does an exercise with her third graders, because she's a teacher.

00:18:04.000 So one day, she brings in her classmates, and she says, I just want everybody to know in this classroom here, if your eyes are blue, blue-eyed people by study are known to be better, smarter, stronger, and they have more privileges than brown-eyed people.

00:18:25.000 And she says this to these third graders.

00:18:27.000 By the way, if she did that today, she'd be in jail for 20 years, okay?

00:18:30.000 Okay.

00:18:31.000 So the kids are like, really?

00:18:35.000 Blue-eyed people?

00:18:36.000 I'm brown. 1.00

00:18:37.000 Oh, this sucks. 0.98

00:18:39.000 So as she's watching all these kids, day one, they're doing an exercise, and this one brown-eyed person doesn't understand one of the formulas that she's given. 0.99

00:18:48.000 And the blue-eyed kid says, oh, you don't understand it?

00:18:51.000 Oh, that's right.

00:18:52.000 You're brown-eyed.

00:18:54.000 So the brown-eyed kid looks at him and says, what'd you call me?

00:18:57.000 Well, you're brown-eyed.

00:18:58.000 Us blue-eyed people are privileged.

00:18:59.000 You're not.

00:19:00.000 The brown-eyed kid comes, shoves the kid, fight breaks out.

00:19:04.000 Teacher comes the next day.

00:19:05.000 He says, guys, I have to apologize.

00:19:07.000 I messed up.

00:19:08.000 What's that?

00:19:09.000 The study came back.

00:19:10.000 It's actually the brown-eyed people that are more privileged than blue-eyed people.

00:19:16.000 And they get more privileged.

00:19:18.000 They're smarter.

00:19:19.000 They're stronger by a mile.

00:19:20.000 They're just much stronger and smarter.

00:19:22.000 My mistake, blue-eyed.

00:19:23.000 I know you thought about that.

00:19:24.000 It's really the brown-eyed people. 0.75

00:19:26.000 So next thing you know, the brown-eyed is like, I told you. 0.99

00:19:28.000 You know, it's like, I'm the brown-eyed, right?

00:19:30.000 The third graders.

00:19:31.000 And the blue-eyed are, oh, really?

00:19:33.000 Yeah, the blue-eyed.

00:19:34.000 You're not as smart as the brown-eyed. 1.00

00:19:36.000 So what happens? 0.96

00:19:37.000 A day goes by.

00:19:38.000 Two days goes by.

00:19:39.000 One of the kids starts calling one of the blue-eyed people.

00:19:42.000 You're bluey. 1.00

00:19:43.000 You're a bluey. 1.00

00:19:44.000 Fight breaks out. 1.00

00:19:45.000 Third graders will say the dumbest things to each other, right? 0.98

00:19:48.000 Next day, she comes and she says, kids, I've been lying the entire time to you. 0.97

00:19:53.000 The world doesn't care whether you're blue-eyed or brown-eyed.

00:19:58.000 Nobody has privileges over you.

00:20:00.000 You want to win big?

00:20:01.000 Go make it happen.

00:20:03.000 You want to learn?

00:20:04.000 You can.

00:20:05.000 Nobody cares about your color, your skin, your ethnicity.

00:20:10.000 Nobody does.

00:20:11.000 Now, some of you don't like this message.

00:20:17.000 But this is coming from a guy who was born and raised in Iran, who have been called every

00:20:23.000 single thing in the world.

00:20:24.000 Because I started off at Morgan Stanley Dean Woodard day before 9-11, and we know who did

00:20:30.000 9-11.

00:20:31.000 It's from where I'm from.

00:20:32.000 I remember one time I was speaking in Denver, Colorado.

00:20:35.000 The speaker, his name was Jack.

00:20:37.000 It's 06.

00:20:38.000 I've never been introduced this way before.

00:20:41.000 He says, and the next speaker we're bringing up, one of the fastest-growing agents in all

00:20:45.000 of America.

00:20:46.000 He's doing stuff we've never seen before.

00:20:49.000 His former occupation is a pilot.

00:20:52.000 He knows how to fly planes.

00:20:54.000 He just doesn't know how to land planes.

00:20:56.000 Help me bring up Patrick B. David.

00:20:59.000 Did you get it or no?

00:21:01.000 So I come up.

00:21:02.000 I'm like, okay.

00:21:03.000 Now, here's the crazy thing.

00:21:04.000 I'm not offended.

00:21:05.000 I was in a military.

00:21:06.000 My skin is so thick like when people try to troll.

00:21:09.000 I'm like, do you realize how bad we would have trolled you in the army? 0.90

00:21:13.000 We would have destroyed you psychologically.

00:21:15.000 You're so sensitive. 0.76

00:21:16.000 Oh my gosh.

00:21:18.000 Spend a month at our army unit.

00:21:20.000 People are so weak nowadays and so sensitive.

00:21:22.000 So where am I going with this with you?

00:21:24.000 Let me tell you where I'm going with this and you.

00:21:26.000 Here's my point to you.

00:21:28.000 Listen, this is the problem we're all facing, and we have to overcome this.

00:21:32.000 Number one, what is America doing today to us?

00:21:35.000 Exactly what I just shared with you.

00:21:37.000 Propagandas.

00:21:38.000 Now, propagandas, when I explain it to you, you're about to look at it in a completely different way.

00:21:42.000 What is the definition of a propaganda?

00:21:44.000 Here we go.

00:21:45.000 Information, especially of a biased or misleading nature, used to promote or publicize a particular political cause or point of view.

00:21:55.000 In other words, manipulate.

00:21:57.000 Is that happening today to us, yes or no?

00:21:59.000 Yes.

00:22:00.000 All right.

00:22:01.000 Gaslighting.

00:22:02.000 What is gaslighting?

00:22:03.000 Here's gaslighting.

00:22:04.000 Manipulating someone by psychological means into questioning their own sanity.

00:22:08.000 How many guys are sitting here like, maybe we are bad people.

00:22:13.000 I mean, we must because 798 people said in the last month on TV, oh my gosh, babe, we're such terrible human beings, babe.

00:22:23.000 Babe, you know, moving forward, we have to apologize to everybody.

00:22:26.000 We're such terrible people. 0.90

00:22:27.000 What the hell are you talking about? 0.99

00:22:28.000 What do you mean we're terrible people? 0.88

00:22:29.000 You know, 99% of people I meet in my life are good people.

00:22:32.000 I don't know if you know this or not.

00:22:34.000 99% of people I've met in my life are good people.

00:22:37.000 Black, white, Hispanic, Asian, educated, doesn't matter. 0.96

00:22:40.000 99% of them are good people, but this is effective.

00:22:44.000 So what does this do?

00:22:45.000 Both can be a very effective way to shape a population's mind, and they're doing it today, and most are falling for it.

00:22:52.000 Now, parents, what do they do?

00:22:54.000 Similar things.

00:22:55.000 They instill beliefs on us.

00:22:58.000 I host a monthly webinar with certain CEOs and founders around the world.

00:23:02.000 The one I was doing two days ago, one of the guys, good-looking white boy, looks like Brad Pitt, like, almost too pretty, one chromosome away from being a girl.

00:23:09.000 Like, he is way too pretty to be a guy.

00:23:11.000 So, he's stuck in his head, you know, and he's still, like, quiet, like, little timid to himself, but all of a sudden, he snapped.

00:23:18.000 This guy that's 20 million here, like, he has nothing to be embarrassed of.

00:23:21.000 He says, you know what, Patrick, for the last three months, and the book you gave us to read, you know what it made me realize?

00:23:27.000 I said, what? 0.94

00:23:28.000 For 29 years, I believe I'm fucking shy. 0.98

00:23:31.000 I went to my mom the other day. 0.96

00:23:33.000 I said, Mom, you've effed me up, because everybody you ever introduced me to, here's how you would introduce me.

00:23:38.000 Yes, this is my son, Hunter.

00:23:40.000 He's so shy.

00:23:42.000 Here's my son, Hunter.

00:23:43.000 He's so shy.

00:23:44.000 Okay, you're my hero.

00:23:46.000 I guess I'm shy.

00:23:48.000 And then we act like we're shy.

00:23:50.000 I said, he's so shy.

00:23:52.000 He's so shy, right?

00:23:54.000 The other day, I'm talking to my kids.

00:23:56.000 And, you know, they're doing jump ropes, so they're going doing jump ropes.

00:24:01.000 And my younger one is better at jump rope, and all of a sudden, the older one comes and does it.

00:24:06.000 And we measure how many times you can do because they can get a toy if they hit a number.

00:24:09.000 Everything in our family is like performance-based, right?

00:24:11.000 So, the older one all of a sudden gets to 39.

00:24:15.000 And the younger one has 28, Dylan.

00:24:17.000 Now, Dylan's calves, if you ever see Dylan's calves, it makes no sense, right?

00:24:21.000 So, I said to Dylan, look, Dylan, here's how this works.

00:24:25.000 Tico's stamina, you're fast, but Tico's stamina.

00:24:30.000 Meaning, Tico can run long distance, but you are fast.

00:24:34.000 So, I walked away, I didn't even think about it.

00:24:36.000 Look at this parent.

00:24:37.000 Look what I just did, right?

00:24:38.000 A week later, Mario comes over, and they start doing the same thing.

00:24:41.000 He says, yeah, you know what my dad told me?

00:24:43.000 My dad said, Tico's the one that can run long distance, but I'm short distance, so I get tired fast.

00:24:47.000 And I caught him and said, I'm like, oh, man, you messed up.

00:24:52.000 So, I said, let's go for a talk.

00:24:54.000 I said, hey, let me tell you something.

00:24:55.000 I used to not have stamina, but I built it.

00:24:57.000 I'm one of the most, very few people can outlast your daddy.

00:25:00.000 And I think you can do the same as well.

00:25:02.000 You think so, daddy?

00:25:03.000 Of course, buddy, absolutely.

00:25:05.000 You can do it as well.

00:25:06.000 All right, all right.

00:25:08.000 So, the other night, we're laying down.

00:25:09.000 Hey, so who's smart in this family?

00:25:11.000 Tico, like the older one?

00:25:13.000 I said, how about you?

00:25:14.000 No, he's smarter.

00:25:15.000 I said, no, I think you're very smart for seven.

00:25:17.000 I wasn't smart like you at seven.

00:25:18.000 You think I'm smart?

00:25:19.000 Of course you're smart.

00:25:20.000 Okay, I'm smart.

00:25:21.000 Now, I don't say things like, you can be anything you want to be in life.

00:25:25.000 That's a lie.

00:25:26.000 I don't say stuff like that.

00:25:27.000 Like, hey, you can jump 46 inches.

00:25:29.000 No, that's LeBron James at 680, 265 pounds.

00:25:33.000 You may never jump 46 inches, buddy, right?

00:25:35.000 Your dad's vertical leap is six inches.

00:25:37.000 You don't have good genetics, right?

00:25:39.000 So, I can't say anything because we can't be anything.

00:25:43.000 It's a lie, parents tell, right?

00:25:45.000 And quite frankly, when one day you realize you can't be anything,

00:25:48.000 it messes with you a little bit.

00:25:50.000 Then you have to escape, right?

00:25:51.000 So, instill beliefs.

00:25:52.000 Now, here's the thing we have to realize.

00:25:54.000 These beliefs parents impose on us.

00:25:57.000 Our siblings, our friends, our spouses, our bosses.

00:26:03.000 Some do it intentionally.

00:26:05.000 Most do it unknowingly. 1.00

00:26:07.000 Like, don't go call your mom today and say, Mom, you suck. 1.00

00:26:10.000 Dad, you screwed up. 1.00

00:26:13.000 He knows. 0.99

00:26:14.000 We all screwed up as parents.

00:26:16.000 You just want to screw up a little bit less, but you have to be aware of this.

00:26:20.000 So, today we're having lunch.

00:26:21.000 And the conversation starts with me, Tom, and Mario, and Sam.

00:26:25.000 And I said, let me ask you a question.

00:26:28.000 I'm having this conversation.

00:26:29.000 By the way, this content we just came up with, just so everybody knows,

00:26:31.000 this part of it we just came up with right now.

00:26:33.000 So, I'm talking.

00:26:34.000 I'm like, so, let me ask you a question.

00:26:36.000 What did your mom tell you or your dad tell you when you were a kid that pissed you off?

00:26:39.000 So, I go back.

00:26:40.000 I'm like, my dad would always say, Patrick's lazy.

00:26:43.000 Pat's lazy.

00:26:44.000 My grades were lazy.

00:26:45.000 Everything was lazy.

00:26:46.000 Pat's lazy.

00:26:47.000 I'm like, I'm lazy.

00:26:48.000 I'm lazy.

00:26:49.000 I'm lazy.

00:26:50.000 I'm lazy.

00:26:51.000 How about yours?

00:26:53.000 And Tom's like, he's a chatter, chatter what?

00:26:56.000 I don't know, something chatter.

00:26:57.000 What's the word that they call it?

00:26:58.000 Chatter what?

00:26:59.000 Chatter box.

00:27:00.000 Box?

00:27:01.000 So, it's box.

00:27:02.000 Chatter box.

00:27:03.000 He's a chatter box.

00:27:04.000 So, Tom's like, I said, did you like it?

00:27:05.000 He says, honestly, when my mom introduced me like that to people at 12, I don't like that.

00:27:09.000 I said, Mario, how about yours?

00:27:10.000 And we're going through the whole thing.

00:27:12.000 I said, tell me about the positive thing.

00:27:14.000 And Sam tells me about his mom, what she said about him.

00:27:17.000 His father died early when he was a kid, but he tells me about his father.

00:27:20.000 And Mario tells me about his mom.

00:27:22.000 And, you know, Mario is this.

00:27:24.000 And Tom tells me his thing.

00:27:26.000 I said, you know what happened with me?

00:27:27.000 I said, you have no idea how many of those moments I've had with my mom and my dad.

00:27:31.000 You know, some of them could be, you know, all women are dot, dot, dot. 1.00

00:27:34.000 You know, men are dot, dot, dot. 1.00

00:27:36.000 If your mom tells you a thousand times men are dot, dot, dot, you believe men are dot, dot, dot.

00:27:41.000 So, if you've got an argument with your husband because your mom told you men are dot, dot, dot.

00:27:45.000 If you've got an argument with your wife because your dad told you women are dot, dot, dot, right?

00:27:50.000 So, I said, one day, I got so pissed off, I said, I'm going to create my own identity.

00:27:56.000 And here's what it is.

00:27:57.000 You ready?

00:27:58.000 He said, what is that?

00:27:59.000 I said, 23 years old.

00:28:01.000 I said, I'm going to be known for this.

00:28:03.000 When Pat says something's going to happen, it's done.

00:28:07.000 I wanted everybody to say this who's in business with me.

00:28:10.000 So, I started doing it.

00:28:12.000 Can you do this?

00:28:13.000 I can't.

00:28:14.000 Why not?

00:28:15.000 Because if I say it, and if I don't do it, then my reputation of Pat says something, it's going to get done, goes lower.

00:28:22.000 I'd like to keep a score of 80%.

00:28:25.000 When I say I'm going to do something, 80% of the time, guess what I want to be done?

00:28:29.000 I want it to be done.

00:28:30.000 I want that to be my reputation, and I'm going to create on myself.

00:28:33.000 So, Tom, what did you do yourself?

00:28:35.000 Tom's like, at 33 years old, I created my own reputation.

00:28:39.000 What was it?

00:28:40.000 I leave people better than I found them.

00:28:43.000 That's Tom's MO.

00:28:44.000 Everybody that ever works with Tom says, Tom leaves us better than he found us.

00:28:51.000 Pat, if he says something's going to get done, it gets done.

00:28:55.000 I used this entire method of propaganda and gaslighting on myself.

00:29:02.000 Because at that time, when I said it, it was a lie.

00:29:06.000 But I said it so many times, and guess what happened all of a sudden?

00:29:09.000 If I said it's going to happen.

00:29:11.000 So, it's a negative thing, but all of you in here can use us positively.

00:29:15.000 Now, your parents, your boss, your peers, your siblings, your friends have years of experience on you doing this.

00:29:24.000 You've got to change your reputation in the marketplace.

00:29:26.000 They're not going to do it for you.

00:29:27.000 You've got to go out there and start saying, I'm sorry, what was that?

00:29:30.000 No, no.

00:29:31.000 That's a 27-year-old Johnny.

00:29:33.000 Let me tell you what the 41-year-old Johnny's known for.

00:29:35.000 The 41-year-old Johnny's known for dot, dot, dot.

00:29:37.000 Really?

00:29:38.000 Yeah.

00:29:39.000 I'm not laughing.

00:29:40.000 Did you see me laughing?

00:29:41.000 No, no, I'm not laughing.

00:29:43.000 I'm dead serious.

00:29:44.000 Oh, bro, I'm just like, no, I know that.

00:29:47.000 I know you like to say that all the time.

00:29:49.000 You've got to stop saying that because that was like 14 years ago, bro.

00:29:51.000 I don't live in the past.

00:29:52.000 You do.

00:29:53.000 Can we move on?

00:29:54.000 Yes.

00:29:55.000 Okay, cool.

00:29:56.000 You guys got to stand up for yourself a little bit when people do this to you.

00:29:58.000 Now, let me continue.

00:29:59.000 Let me continue.

00:30:00.000 Let me continue.

00:30:02.000 So now, someday you have to determine your own identity and beliefs.

00:30:05.000 You've got to dictate it.

00:30:06.000 You leave this place.

00:30:08.000 If this is just another event, you came here to get a couple pieces of business, maybe meet somebody, maybe network, and you leave and nothing changes about you, this was a waste of an event for you.

00:30:18.000 Not for everybody, but for you.

00:30:20.000 So you've got to make some decisions here.

00:30:22.000 Now, power of words.

00:30:23.000 Power of words applies in leadership, persuasion, selling, negotiation, recruitment, scripts, overcoming objections, dealing with underwriters, dealing with insurance companies.

00:30:32.000 It's all words.

00:30:34.000 So here's some of the words I added to my repertoire.

00:30:36.000 Maybe it could help you out as well.

00:30:38.000 Replace the word should with ought.

00:30:41.000 Stop telling people what they should do.

00:30:43.000 That's not your business.

00:30:45.000 Tell them this is what you ought to do.

00:30:47.000 Because ought still gives me an out.

00:30:49.000 Should doesn't give me an out.

00:30:51.000 Should is a judgmental word.

00:30:52.000 Ought is not.

00:30:53.000 So replace those two.

00:30:55.000 Request.

00:30:56.000 Hey, John, can I make a request?

00:30:58.000 Yeah, yeah, Pat.

00:30:59.000 What's going on?

00:31:00.000 I'd like to see us improve in the following areas, man.

00:31:02.000 Yeah, but you know what, Pat?

00:31:03.000 We're going to work on it.

00:31:04.000 Okay, cool.

00:31:05.000 That's my request.

00:31:06.000 Guys, can I make a request?

00:31:07.000 No.

00:31:08.000 Right?

00:31:09.000 Word request.

00:31:10.000 Request.

00:31:11.000 Add it to your repertoire.

00:31:12.000 Next.

00:31:13.000 Hey, Johnny, can I make a suggestion to you?

00:31:14.000 What's that?

00:31:15.000 So I can make it to you?

00:31:16.000 Yeah.

00:31:17.000 I don't know if I would put that desk over there.

00:31:19.000 Why not?

00:31:20.000 Here's why.

00:31:21.000 You know how people enter?

00:31:22.000 Whatever it is.

00:31:23.000 Can I make a suggestion to you?

00:31:24.000 Next.

00:31:25.000 Bobby, if I were you, I would consider doing the following.

00:31:28.000 But I'm not you.

00:31:29.000 But if I were you, I would do this.

00:31:31.000 But you got to do what you got to do.

00:31:33.000 But if I were you, I would do dot, dot, dot.

00:31:36.000 Johnny, do I have your permission to be direct with you?

00:31:38.000 Sure.

00:31:39.000 Do I have your permission?

00:31:40.000 Yes.

00:31:41.000 Hey, babe.

00:31:42.000 Yeah, babe.

00:31:43.000 Do I have your permission to be direct with you?

00:31:44.000 Yeah, of course.

00:31:45.000 What happened?

00:31:46.000 You know, the other day, family was over.

00:31:47.000 And he kind of joked about that one thing.

00:31:49.000 It just really bothered me.

00:31:51.000 Really bothered.

00:31:52.000 I've been thinking about it for four.

00:31:53.000 It's been four days I'm still thinking about it.

00:31:54.000 Oh, I'm so sorry, babe.

00:31:56.000 No, it's okay, babe.

00:31:57.000 I just want to tell you, like, moving forward, like, that's got to kind of stop.

00:32:00.000 Like, it just doesn't sit well with me.

00:32:01.000 I appreciate you listening to me.

00:32:03.000 But, you know, I just want to tell you that.

00:32:05.000 Oh, babe, I'm so sorry.

00:32:06.000 I'll work on it moving forward.

00:32:07.000 Thanks so much, babe.

00:32:08.000 All good.

00:32:09.000 Dinner?

00:32:10.000 Yeah.

00:32:11.000 Let's go to dinner.

00:32:12.000 Right?

00:32:13.000 So, boom.

00:32:14.000 Conversation now.

00:32:15.000 Versus, what the?

00:32:16.000 Forget about that the other day.

00:32:17.000 You mentioned...

00:32:18.000 You know, maybe it's good for movies, but it's not good for marriage.

00:32:21.000 You know, when you're kind of a little too animated.

00:32:23.000 Hey, you know what I want you to consider?

00:32:25.000 What's that?

00:32:26.000 I want you to consider doing this.

00:32:27.000 Consider has an out.

00:32:28.000 Ought has an out.

00:32:30.000 Suggest has an out.

00:32:32.000 Request has an out.

00:32:33.000 Right?

00:32:34.000 Let me get back to you.

00:32:35.000 A lot of us want to give answers right now.

00:32:37.000 You would save 80% of your arguments if you just said to people at the end.

00:32:40.000 Hey, Johnny.

00:32:41.000 Yeah.

00:32:42.000 Let me get back to you.

00:32:44.000 Okay?

00:32:45.000 Yeah, look.

00:32:46.000 Just give me a couple days.

00:32:47.000 All right.

00:32:48.000 Cool.

00:32:49.000 You get back to them.

00:32:50.000 If it's important, they'll get back to you.

00:32:52.000 If you make a note of what you're going to get back to you, you got two days to process

00:32:54.000 the decision whether you want to do it or not.

00:32:56.000 But it's power of words, right?

00:32:58.000 Let me make a case to you why you ought to dot, dot, dot.

00:33:01.000 I'm going to make a case to you guys why you ought to make a lot of money post pandemic.

00:33:05.000 Really?

00:33:06.000 What is it?

00:33:07.000 Here's what it is.

00:33:08.000 I'm going to make a case to you why you ought to consider getting an annuity right now.

00:33:10.000 I'm going to make a case to you why I want you to consider this kind of an insurance

00:33:14.000 policy.

00:33:15.000 Okay.

00:33:16.000 What is it?

00:33:17.000 Here's my case.

00:33:18.000 And then you go into your presentation, right?

00:33:19.000 Please.

00:33:20.000 Thank you.

00:33:21.000 These words have power.

00:33:23.000 A person wants to do business with you if you use these magical words versus somebody

00:33:28.000 else who doesn't.

00:33:29.000 If you're in the sales world, you're dealing with people or anything you're doing, these

00:33:33.000 things will do wonders for you.

00:33:34.000 Now, let's talk about dreams.

00:33:35.000 How many of have big dreams?

00:33:37.000 Let's see here now this time.

00:33:38.000 That man with the arms across, white shirt, glasses on, he will not raise his hand.

00:33:43.000 Is that your husband, by the way?

00:33:44.000 You're elbowing him or no?

00:33:45.000 Does he have dreams or no?

00:33:47.000 Yes.

00:33:48.000 What's his name?

00:33:49.000 Can you tell us his name?

00:33:50.000 Bart.

00:33:51.000 Bart.

00:33:52.000 Bart.

00:33:53.000 Bart.

00:33:54.000 What's his last name?

00:33:55.000 Tell me his last name's not.

00:33:57.000 What is it?

00:33:58.000 Bart.

00:33:59.000 Okay.

00:34:00.000 No, no.

00:34:01.000 It's not Simpson, right?

00:34:02.000 So his last name is what?

00:34:03.000 Hi, Bart.

00:34:04.000 My buddy Bart.

00:34:06.000 Okay.

00:34:07.000 Let's talk about dreams.

00:34:08.000 Here we go.

00:34:10.000 Number one.

00:34:11.000 Serious question.

00:34:12.000 By the way, just so you know, nobody cares if you get this answer right or wrong.

00:34:17.000 So you question.

00:34:20.000 How many of you are 100% clear about your dreams and goes to the point that if I brought you

00:34:25.000 up, you can recite it in 20 seconds, everybody would believe you.

00:34:30.000 How many of you?

00:34:34.000 How many of you?

00:34:35.000 Come on.

00:34:36.000 Miss your hands.

00:34:37.000 I can't.

00:34:38.000 This light is like a tanning bed right here.

00:34:39.000 How many guys?

00:34:40.000 How many guys are so crystal?

00:34:41.000 By the way, I appreciate you for being honest.

00:34:42.000 Look.

00:34:43.000 By the way, let me ask, please put your hands up.

00:34:45.000 And folks, I actually want you to look around.

00:34:47.000 How many of you are so crystal clear about your dreams and goals that you can go on stage

00:34:51.000 and explain it to everybody?

00:34:53.000 Put your hands up.

00:34:54.000 Put it up high.

00:34:55.000 Look around, by the way.

00:34:56.000 Good to see you, buddy.

00:34:57.000 You doing good?

00:34:58.000 Good to see you.

00:34:59.000 Look around.

00:35:00.000 Look around.

00:35:01.000 Look behind you.

00:35:02.000 Look behind you.

00:35:03.000 How few people's hands are up.

00:35:04.000 Okay?

00:35:05.000 So now.

00:35:06.000 Great.

00:35:07.000 Let's process this.

00:35:08.000 So when it comes down to dreams, I can tell you most people are not that clear.

00:35:12.000 We just kind of live our life.

00:35:14.000 It's like, I hope, you know.

00:35:16.000 Now watch this.

00:35:17.000 Some of you who are, anybody ever wonders why such a small percentage of people's dreams

00:35:22.000 become a reality?

00:35:23.000 Anybody ever wonders that?

00:35:24.000 Who wonders that?

00:35:25.000 Like, why does such a small people?

00:35:27.000 So I've asked this question on myself so many times.

00:35:29.000 Here's why.

00:35:30.000 Why?

00:35:31.000 Because we don't ask the second, third, or the fourth question.

00:35:34.000 So what's the second question?

00:35:35.000 Here's the second question.

00:35:37.000 Your dreams.

00:35:38.000 That life you want to live.

00:35:40.000 How demanding is that life?

00:35:43.000 How demanding is that dream of yours?

00:35:46.000 What does it require for you to do?

00:35:49.000 Is it a one year run?

00:35:51.000 Is it a three year run?

00:35:52.000 Is it a five, 10, 15, 20 year run?

00:35:55.000 What is it?

00:35:56.000 How demanding is it?

00:35:58.000 We don't ask that question.

00:36:00.000 But some of us do.

00:36:01.000 But the third one is where people quit and nobody knows.

00:36:04.000 No one knows why people's dreams don't become a reality until the third question.

00:36:09.000 You ready for the third question?

00:36:11.000 Are you willing to meet that demand?

00:36:13.000 You know, there comes a time in your life where you're kind of like, ah, Devon Booker, they ask him, they say, so how was it being in high school?

00:36:21.000 He says, honestly, I never partied.

00:36:22.000 I don't know how it was to party.

00:36:23.000 He says, I practiced in the morning.

00:36:25.000 I went to school.

00:36:26.000 After school, I had double practice.

00:36:28.000 Then I had another league.

00:36:30.000 By the time I came home, I was done with my, I was so tired.

00:36:33.000 My friends wanted me to go out.

00:36:34.000 I never had time to go out.

00:36:36.000 So, and then we see him in the finals, dropping 40 something points, about to win the finals.

00:36:41.000 And people wonder, oh, he must be talented.

00:36:43.000 No, no.

00:36:44.000 He was willing to meet the demand.

00:36:46.000 I wasn't willing to meet the demand in high school.

00:36:51.000 I wasn't.

00:36:52.000 Look at my height.

00:36:53.000 I have an athletic body.

00:36:55.000 I could have played a lot of sports.

00:36:56.000 I wasn't willing to meet the demand.

00:36:58.000 But nobody explained this thing to me.

00:37:00.000 You think I'm going to explain this thing to my kids when we talk to them?

00:37:02.000 Of course, they're going to answer this question very soon.

00:37:05.000 They're going to know whether they are or they're not.

00:37:08.000 Well, many of us didn't know, but now you do.

00:37:11.000 So now some of you are like, well, my dreams are pretty big.

00:37:14.000 How demanding is it to have those dreams become pretty big?

00:37:17.000 Are you willing to meet the demand?

00:37:21.000 You know what I mean?

00:37:23.000 I don't know.

00:37:24.000 I know.

00:37:25.000 Don't get me.

00:37:26.000 Don't.

00:37:27.000 95% is I don't know.

00:37:28.000 Believe me.

00:37:29.000 I know.

00:37:30.000 You know what the last one is?

00:37:31.000 Here's the last one.

00:37:33.000 When you close your eyes and you go visualize that dream, this will make you emotional.

00:37:38.000 Do you actually cry about it?

00:37:41.000 Do you sit there and you say, oh, my gosh, if this were to ever become a reality, I would melt.

00:37:48.000 I would melt.

00:37:50.000 How many of you guys can think about your dreams and get emotional?

00:37:52.000 How many of you guys can do that?

00:37:53.000 Raise your hand if you can do that.

00:37:54.000 Now, watch how many more hands came up.

00:37:56.000 Now, I wonder why that happens to you.

00:37:58.000 Now, I wonder why that happens to you.

00:37:59.000 Somebody told me, she says, well, Pat, I'm making $400,000 a year.

00:38:03.000 I was a butcher.

00:38:04.000 I was a butcher.

00:38:05.000 I was a bartender making $65,000 a year, making $400,000.

00:38:10.000 What the hell am I doing working 80 hours a week again?

00:38:13.000 Why would I do that?

00:38:15.000 I said, uh-huh, great question.

00:38:16.000 Because dreams are multidimensional and you've only thought about one dimension.

00:38:20.000 What's that?

00:38:21.000 I just explained this in Aruba.

00:38:22.000 I remember a couple of weeks ago we talked about this.

00:38:24.000 And here's what it is.

00:38:25.000 Most of us, we only think about dreams from what perspective?

00:38:28.000 Whose dreams?

00:38:29.000 Ours.

00:38:30.000 Ours.

00:38:31.000 See, it's multidimensional.

00:38:33.000 First way we think about dreams are our dreams.

00:38:37.000 Second way is your spouse's dreams. 1.00

00:38:40.000 I asked my wife one time, babe, what are your dreams?

00:38:43.000 Babe, I want to be a poet.

00:38:44.000 Seriously?

00:38:45.000 Seriously?

00:38:46.000 You're not?

00:38:47.000 You're serious?

00:38:48.000 Yeah, babe, I want to be a poet.

00:38:50.000 Babe, you never told me poetry stuff.

00:38:52.000 Yeah, I write poetry on the site. 0.99

00:38:54.000 No shit. 0.99

00:38:55.000 Yeah. 0.99

00:38:56.000 Cool.

00:38:57.000 Cool.

00:38:58.000 Man, I've never gotten like a roses are red, violets.

00:39:01.000 This is why I love Patrick so much.

00:39:02.000 I've never gotten nothing like that.

00:39:03.000 I'm like, oh, cool.

00:39:04.000 You write poetry.

00:39:05.000 I don't know what you write, but great.

00:39:06.000 I said, why don't you go do something with that?

00:39:08.000 He says, what do you mean?

00:39:09.000 Let's find the best poet professor in LA.

00:39:13.000 And we did.

00:39:14.000 It was a professor at UCLA.

00:39:15.000 So why don't you go pursue it?

00:39:16.000 Go find out if it tugs you, if it pulls you.

00:39:19.000 She went.

00:39:20.000 It's not just your dreams.

00:39:22.000 It's your spouse's dreams.

00:39:23.000 Babe, what are some of your dreams, babe?

00:39:25.000 We don't ask those conversations.

00:39:27.000 You know what's the next dimension?

00:39:29.000 You and your spouse's dreams together.

00:39:31.000 Babe, how about us one day?

00:39:32.000 What do we want to be one day?

00:39:34.000 Oh, babe.

00:39:35.000 I never thought about that.

00:39:36.000 I know, babe.

00:39:37.000 But how about us?

00:39:38.000 So it's me, her, us.

00:39:42.000 Then it's a kid.

00:39:43.000 We got four kids and I got a nine, seven, five, and a three week old, by the way, just

00:39:47.000 so you guys know, right?

00:39:48.000 Thank you.

00:39:49.000 Yes.

00:39:50.000 So, to me, it's my oldest, nine year old.

00:39:53.000 Then it's the seven, five.

00:39:55.000 Then it's the three week old, right?

00:39:57.000 So the other day, we're driving the car and I said, hey, Tico Dillon.

00:40:00.000 I keep saying Tico, his name is Patrick, but Patrick Dillon.

00:40:03.000 I said, yeah, daddy.

00:40:05.000 I said, so, what are you guys going to do long term?

00:40:08.000 You guys going to be in business with your daddy?

00:40:10.000 Are we going to do business together?

00:40:11.000 They look at each other.

00:40:13.000 Amari, you remember this.

00:40:14.000 Amari, someone around here.

00:40:16.000 He says, well, dad, that's a pretty deep question.

00:40:19.000 We got to get back to you on that.

00:40:22.000 Yes or no?

00:40:23.000 Mario, where are you?

00:40:24.000 I'm like, you got to be, I'm like, oh, I'm sorry.

00:40:27.000 Yeah, sure.

00:40:28.000 So I'm driving. 0.99

00:40:29.000 I'm like, damn, Mario. 0.99

00:40:30.000 That was a deep response. 0.99

00:40:31.000 So 10 minutes later, we're still driving.

00:40:33.000 I said, daddy, we thought about it.

00:40:35.000 What's that, buddy?

00:40:36.000 Me and Tico are going to start a business together.

00:40:38.000 We want to run businesses together ourselves.

00:40:40.000 That's what we're going to do.

00:40:41.000 But not with you, but we're going to do it ourselves.

00:40:43.000 I'm like, freaking awesome.

00:40:46.000 Because it's now your kids' dreams.

00:40:49.000 Now it's you, your spouse, and that one individual kid.

00:40:52.000 Then it's your kids together what they're going to be doing.

00:40:55.000 So when you sit there and you're kind of playing.

00:40:57.000 You go to it like, oh my gosh, what if one day with the kids running businesses together

00:41:01.000 and I'm, oh, this is going to feel so freaking amazing.

00:41:05.000 When I was single, 23 years old, the girl broke up with me.

00:41:08.000 Like literally a legit breakup.

00:41:10.000 I deserve to be broken up, but she broke up with me, okay?

00:41:15.000 So, guy asked me a question about marriage.

00:41:19.000 He said, you want to get married?

00:41:21.000 I said, you have no idea how bad I am.

00:41:22.000 Since I was six years old, I wanted to be a dad.

00:41:23.000 I wanted to be like my dad.

00:41:24.000 I love my dad.

00:41:25.000 I want to be him.

00:41:26.000 He's my hero, right?

00:41:27.000 I said, I want to get married.

00:41:28.000 He says, interesting.

00:41:30.000 I said, I'll tell you one thing here.

00:41:31.000 He said, what's that?

00:41:32.000 I said, I would never let my daughter marry me at 23.

00:41:36.000 I got work to do.

00:41:37.000 Meaning me at 23.

00:41:39.000 So, I said, I'll marry when I'm ready.

00:41:42.000 Not right now.

00:41:43.000 I wouldn't let my daughter marry me.

00:41:44.000 That's how I talk to myself, right?

00:41:46.000 So, this whole conversation about big houses, it has to make sense to me, right?

00:41:50.000 Like, why buy a big house?

00:41:52.000 So, I'm sitting there.

00:41:53.000 Americans like to do, what do you do when the kids come over?

00:41:56.000 There's a party they call it.

00:41:57.000 Like, hey, we're going to go to the Johnson's house and sleep over. 0.98

00:42:01.000 Whatever it's called, right?

00:42:03.000 Is that what it is?

00:42:04.000 Sleep over, right?

00:42:05.000 I'm sorry.

00:42:06.000 No, no.

00:42:07.000 Your dad's still a Syrian Armenian from Iran.

00:42:09.000 We don't do sleepovers.

00:42:10.000 However, if they want to do sleepovers at our house, it's totally okay.

00:42:15.000 But it's at our house.

00:42:16.000 So, I said, I want to have a big house.

00:42:19.000 So, all of my friends, my kids' friends, all want to come to their house.

00:42:24.000 That's how I thought about it.

00:42:25.000 Then, Christmas.

00:42:28.000 You know how Christmas comes and you're kind of like, who do you want to go to for Christmas?

00:42:33.000 Oh, do we go to your parents' house or your parents' house?

00:42:36.000 Babe, you know the kids want to go to your parents' house.

00:42:38.000 Yeah, I know, babe.

00:42:39.000 Okay.

00:42:40.000 When my kids have that conversation with their husband or wife, babe, guys, where do you want to go? 0.95

00:42:45.000 We want to go to Grandpa David Papa's house.

00:42:50.000 I visualized that, no joke, thousands of times.

00:42:53.000 I swear to God.

00:42:54.000 I swear to God.

00:42:55.000 Not even messing with you.

00:42:57.000 So, my house, I wanted to create a house that not only my kids' wife and husbands come, their kids come and all of their in-laws come.

00:43:08.000 I don't know if you got that.

00:43:09.000 I want all of them to come.

00:43:10.000 So, that means you need how big of a house?

00:43:12.000 A little legit house.

00:43:14.000 I still have 20 years.

00:43:15.000 So, I'm going to get that house because right now, the house I bought is like a 20-some million dollar house I live in right now.

00:43:20.000 That house is going to be a bigger house.

00:43:21.000 All good.

00:43:22.000 It's going to become a reality.

00:43:23.000 If God keeps me healthy, it's going to become a reality.

00:43:26.000 Because I went through this formula, guys.

00:43:29.000 This is the formula.

00:43:31.000 And it gets me so emotional thinking about it.

00:43:34.000 Fires me up when I think about it.

00:43:36.000 And some of us, we just live our life.

00:43:39.000 Hey.

00:43:40.000 Cool.

00:43:41.000 I'm going to go to Vegas.

00:43:42.000 Let's go.

00:43:43.000 Hey.

00:43:44.000 Let's go to Hawaii this year.

00:43:45.000 Let's go to Hawaii this year.

00:43:46.000 Hey, babe.

00:43:47.000 We're making pretty good money.

00:43:48.000 220.

00:43:49.000 Yeah.

00:43:50.000 Make more money than your cousins.

00:43:51.000 Make more money than your siblings.

00:43:52.000 It's kind of cool.

00:43:53.000 Make more money than my dad.

00:43:54.000 What the hell is that life all about? 0.76

00:43:55.000 What a waste of a life.

00:43:57.000 And you were not put here to just make 220 or 480 or 720.

00:44:01.000 Something bigger with you.

00:44:03.000 But you've got to ask those tough questions.

00:44:04.000 Sometimes we don't ask those questions.

00:44:06.000 Let me continue because we're still on the dreams.

00:44:11.000 By the way, for only 9.99, I'm going to show you how to put you on.

00:44:14.000 Just kidding.

00:44:15.000 I had you.

00:44:16.000 I had you for a minute.

00:44:17.000 Look at you.

00:44:18.000 I knew he was going to sell something tonight.

00:44:20.000 Okay.

00:44:21.000 All right.

00:44:22.000 Stay with me.

00:44:23.000 This is my vision board.

00:44:24.000 It's three of them.

00:44:26.000 The one on the top left, you see, it took 14 hours for me to put this together.

00:44:30.000 The one on the top four is what excites me.

00:44:34.000 The one on the top right, top left, excites me.

00:44:37.000 Top right inspires me.

00:44:39.000 And bottom drives me. 0.91

00:44:42.000 So top left is dreams.

00:44:45.000 One day I want to live, dot, dot, dot.

00:44:48.000 Okay.

00:44:49.000 Top right is fire, competition, greatness, being the best.

00:44:55.000 I want to meet that path.

00:44:56.000 And the bottom one is history, crusade, cause.

00:45:01.000 And I created a formula where I go on 20-year runs.

00:45:05.000 I don't go on 90-day runs.

00:45:07.000 I don't like one-year runs.

00:45:09.000 I want 20-year runs.

00:45:11.000 Now, why 20-year runs?

00:45:12.000 I'll explain it to you here in a second.

00:45:14.000 So for me, everything is visual.

00:45:16.000 I have this painting commission.

00:45:17.000 It's in my house right now.

00:45:18.000 It used to be in my office for the longest time.

00:45:20.000 That's me in the back.

00:45:21.000 By the way, this is a 15-foot painting.

00:45:23.000 If you've never seen it, it's a massive painting.

00:45:25.000 Can you name everybody?

00:45:26.000 Who can name everybody?

00:45:28.000 Who can name it?

00:45:29.000 Can you actually name everybody?

00:45:31.000 Okay.

00:45:32.000 Who can name everybody?

00:45:33.000 Most people can't name everybody.

00:45:35.000 Okay.

00:45:36.000 So I'm at the top.

00:45:37.000 I'm in the blue suits.

00:45:38.000 You're right.

00:45:40.000 So that is Tupac.

00:45:41.000 Did everybody get Tupac, by the way?

00:45:43.000 Yes or no?

00:45:44.000 Some of the country people are like, who is that guy?

00:45:46.000 That's a guy named Tupac.

00:45:47.000 Tupac.

00:45:48.000 Not Tupac.

00:45:49.000 Tupac, right?

00:45:50.000 Right next to me, it's Senna.

00:45:52.000 Ayrton Senna.

00:45:53.000 Anybody know Senna, the race car driver?

00:45:55.000 If you don't, I name my daughter after Senna.

00:45:58.000 Her name is Senna Rose by David.

00:46:01.000 Same spelling.

00:46:02.000 So much I love that guy.

00:46:03.000 The man in the middle is the Shah. 0.95

00:46:05.000 Shah of Iran. 0.98

00:46:06.000 When I was born in Iran, he was the king.

00:46:09.000 And it's Lincoln, a Republican.

00:46:11.000 Kennedy, a Democrat.

00:46:12.000 Einstein, who believes socialism.

00:46:15.000 Milton Friedman, who believes in capitalism.

00:46:18.000 MLK, whose approach was very different than Tupac.

00:46:21.000 And they're sitting in a bank vault with a lot of secret hidden messages in there.

00:46:25.000 They're debating two books.

00:46:26.000 One of the books is, if you look at the table, it's Ayn Rand's Atlas Shrug.

00:46:31.000 And the other book they're debating is Karl Marx, Communist Manifesto.

00:46:35.000 That's how messed up my mind is, by the way, just so you know that.

00:46:38.000 Okay?

00:46:39.000 And there's an empty chair.

00:46:42.000 And one day that empty chair will be reviewed.

00:46:44.000 You know what this does to me every time I see it?

00:46:46.000 You don't even know what it does to me.

00:46:47.000 What's yours, by the way?

00:46:48.000 I'm not telling you to go build something like this.

00:46:50.000 But you've got to create these things when you wake up and see them.

00:46:52.000 It fires.

00:46:53.000 You can't just wing it and put some stuff up there.

00:46:55.000 This takes time to put it together.

00:46:57.000 Let me continue.

00:46:58.000 So now, driving.

00:46:59.000 For me, it's a three-step formula for everybody here.

00:47:03.000 Number one is pacing at what pace you want to go.

00:47:07.000 So some of you guys are like, I'm not going to work 16-hour days.

00:47:10.000 Great.

00:47:11.000 Some of you guys may say, I'll do 16-hour days once a week.

00:47:14.000 But I'm not going to do it five days a week.

00:47:16.000 That's your pace.

00:47:17.000 I'm only doing 12-hour days.

00:47:18.000 No problem.

00:47:19.000 I'm not going to work more than eight hours a day.

00:47:20.000 No problem.

00:47:21.000 I'll go six days a week.

00:47:22.000 Great.

00:47:23.000 But what's your pace?

00:47:24.000 First question you've got to answer.

00:47:26.000 What is your pace?

00:47:27.000 Second one is lifespan.

00:47:29.000 For how long are you willing to go at that pace?

00:47:32.000 For how long?

00:47:33.000 One year?

00:47:34.000 Two years?

00:47:35.000 Three years?

00:47:36.000 Five years?

00:47:37.000 Then the last one is your focused effort, which means what?

00:47:40.000 At the beginning, I have to sell all the time.

00:47:42.000 Then it's about recruiting talent.

00:47:44.000 Then it's about developing.

00:47:45.000 Then it's about raising money.

00:47:46.000 So my time changes based on what phase I'm at.

00:47:49.000 Let me make this visual for you so hopefully this will make sense.

00:47:52.000 This is where people win or lose.

00:47:54.000 Folks, can you tell me what your hardest working day of the year was?

00:47:57.000 Scream out the amount of hours you worked on the hardest working day.

00:48:00.000 Say it on three.

00:48:01.000 Hang on.

00:48:02.000 Get that number in your head.

00:48:03.000 Your hardest working day of the year.

00:48:05.000 You ready?

00:48:06.000 On three, everybody.

00:48:07.000 One, two, three.

00:48:08.000 Okay, great.

00:48:09.000 Your hardest working day.

00:48:10.000 You ready?

00:48:11.000 Nobody cares about your hardest working day.

00:48:14.000 What helps you win is your bottom 100 worst working days.

00:48:20.000 Don't brag about the day you worked so hard.

00:48:22.000 I care about your bottom 100.

00:48:24.000 That's where you lose.

00:48:25.000 And that's where you win.

00:48:26.000 So when you look at this, here's what this is.

00:48:28.000 The top shows four different, if you go to the bottom right.

00:48:32.000 Bottom right shows the one percenter, the 10 percenter, the 20 percenter, and the 80 percenter.

00:48:37.000 This meeting is called what?

00:48:39.000 8% nation.

00:48:41.000 Right?

00:48:42.000 So you got the 1%, 10%, 20%, 80%.

00:48:45.000 The 80% is the green.

00:48:47.000 Go look at the people who are green. 1.00

00:48:48.000 You see how greens, they work hard, they work hard, they work hard.

00:48:51.000 Then a bad breakup or a client cancels, they go all the way down to a one.

00:48:56.000 One setback destroys those in the 80%.

00:49:00.000 The 20%, they work hard, they work hard.

00:49:03.000 They go all the way down to up to nine and a half, meaning they work just as hard as anybody.

00:49:08.000 But once they get a big check of $50,000, they go all the way down to a four.

00:49:12.000 Do you see that?

00:49:13.000 The 10%, they work hard, work hard, work hard, nine and a half.

00:49:17.000 And their worst is six.

00:49:18.000 They still work hard.

00:49:20.000 And then you got the 1%.

00:49:22.000 Their best is nine and a half.

00:49:23.000 Their worst is eight.

00:49:25.000 So you can't compete with those guys.

00:49:27.000 So again, what are the three things?

00:49:29.000 Pacing.

00:49:30.000 Then it's what?

00:49:32.000 Span.

00:49:33.000 What's the last one?

00:49:34.000 Focused effort, right?

00:49:36.000 Pacing, span, focused effort.

00:49:37.000 So now, that's one question you got to answer.

00:49:40.000 The next one is the following.

00:49:42.000 In this room, is it fair to say that some have more talent than others?

00:49:45.000 Is that okay if we say that?

00:49:46.000 Is that okay if we say that?

00:49:47.000 Some have more talent than others.

00:49:48.000 Yes or no?

00:49:49.000 Okay.

00:49:50.000 How many of you guys have ever met an overachiever?

00:49:52.000 Who's met an overachiever?

00:49:53.000 Scream out the overachiever. 1.00

00:49:54.000 You personally know.

00:49:55.000 I'm talking about in your friends and family.

00:49:56.000 Not like publicly you're going to say Steve Jobs.

00:49:58.000 Unless if he was your cousin.

00:50:00.000 But anybody in your personal life.

00:50:02.000 Okay.

00:50:03.000 On three, just say his name.

00:50:04.000 Or her name.

00:50:05.000 Overachiever.

00:50:06.000 On three.

00:50:07.000 One, two, three.

00:50:08.000 Overachiever.

00:50:09.000 Does everybody know he or she was an overachiever in your community?

00:50:12.000 Yes or no?

00:50:13.000 They pretty much know it, right?

00:50:15.000 So what is an overachiever?

00:50:16.000 Somebody that goes above and beyond what people expected him to do.

00:50:19.000 When you look at this, you've got three different types of people.

00:50:22.000 The average.

00:50:23.000 The talented.

00:50:24.000 The genius.

00:50:25.000 How many guys have somebody that after school, you thought this person was going to crush

00:50:28.000 it in life and they did nothing?

00:50:30.000 Yes.

00:50:31.000 Who knows anybody like that?

00:50:32.000 Who knows anybody like that?

00:50:33.000 Okay.

00:50:34.000 You know what that was?

00:50:35.000 Him or her never wanted to know their capacity.

00:50:38.000 They wasted all that talent.

00:50:39.000 Happens in sports.

00:50:41.000 Happens in military.

00:50:42.000 Happens in business.

00:50:43.000 Happens everywhere.

00:50:44.000 FYI.

00:50:45.000 This is a very tough chart to look at.

00:50:49.000 Because some of you guys may leave here saying, I'm a pretty talented guy.

00:50:51.000 But behind the closer, I'm not going to lie to you.

00:50:53.000 I'm pretty lazy and I'm pretty, like, I'm not that focused.

00:50:56.000 And I, like, work hard one month and then I disappear for six weeks. 0.99

00:50:59.000 And 80% of the time I'm full of shit. 0.99

00:51:01.000 I'm not going to lie to you. 1.00

00:51:02.000 Like, maybe, let's just say, that's the reputation.

00:51:04.000 Everybody here's got a reputation, just so you know.

00:51:05.000 Some of you guys got a reputation here.

00:51:07.000 How many of you guys remember the guy who had a reputation that you don't want to fight

00:51:09.000 in high school?

00:51:10.000 Who knows that guy?

00:51:11.000 Anybody knows that guy? 1.00

00:51:12.000 Johnny, he will knock your ass out. 1.00

00:51:14.000 Yes or no? 1.00

00:51:15.000 How many of you guys do?

00:51:16.000 Hey, you know what?

00:51:17.000 That one guy's got a reputation.

00:51:18.000 What's that?

00:51:19.000 Don't get your girl too close to him. 0.97

00:51:20.000 Why?

00:51:21.000 Just don't.

00:51:22.000 Why?

00:51:23.000 He's that charming.

00:51:24.000 Really?

00:51:25.000 Everybody has a reputation.

00:51:26.000 Just like you got a reputation of being a overachiever and achiever or underachiever.

00:51:32.000 All of us will die with one of those three reputations.

00:51:35.000 If it doesn't bother you, don't even worry about this slide.

00:51:38.000 But if this scares the hell out of you, well then do something about it.

00:51:42.000 Go do something about it.

00:51:43.000 Leave this place saying, I am currently an underachiever.

00:51:46.000 Let's just say, I'm not going to go like that.

00:51:49.000 I'm going to work my way up to being an achiever.

00:51:52.000 Achiever means what?

00:51:53.000 You doing good in life?

00:51:54.000 Pretty much everybody thought you were going to be at that level.

00:51:57.000 But overachievers, when they say, I'm not going to lie to you, bro.

00:51:59.000 I never thought.

00:52:00.000 No joke.

00:52:01.000 Like one of my friends, Adrian, love this guy.

00:52:02.000 He invites me to Conrad's.

00:52:03.000 Conrad's.

00:52:04.000 And we go there.

00:52:05.000 Nicest guy.

00:52:06.000 He says, Pat, I just have to tell you this.

00:52:08.000 I know none of our friends will tell you this.

00:52:10.000 I said, what's that?

00:52:11.000 He said, Pat, I swear to God, all our parents would talk behind closed doors.

00:52:14.000 Because yours was the only Armenian family that got a divorce.

00:52:16.000 They got a divorce.

00:52:17.000 And everybody says, stay away from Pat. 0.92

00:52:19.000 Because he's going to be one of the biggest drug dealers.

00:52:21.000 And he's going to take all of you guys to jail.

00:52:23.000 And I never thought you were going to do anything with your life.

00:52:25.000 I said, well, at least you said the biggest drug dealer.

00:52:26.000 There's something good about it.

00:52:27.000 That's the biggest.

00:52:28.000 I take that as a compliment, you know.

00:52:29.000 At least it's the biggest, you know.

00:52:31.000 May spend 30 years, but you write about it, man.

00:52:34.000 Say this guy was the biggest.

00:52:35.000 But the point is, nobody in high school thought this guy was going to do anything.

00:52:39.000 I chose one day when I asked those tough questions.

00:52:42.000 So let me wrap this up for many of you.

00:52:44.000 Seven ways to reach your potential.

00:52:45.000 Number one, it must matter to you.

00:52:46.000 If it doesn't, you won't do it.

00:52:47.000 Number two, know the difference between reacting and initiating.

00:52:50.000 Many people are reactors.

00:52:53.000 Taxes change.

00:52:54.000 You react.

00:52:55.000 Your money goes down to $17,000 in a bank account.

00:52:59.000 You react.

00:53:00.000 Something happens in your family.

00:53:02.000 There's a loss of a loved one.

00:53:03.000 They didn't have insurance.

00:53:04.000 You react versus initiate.

00:53:06.000 Right?

00:53:07.000 Big difference.

00:53:08.000 Find systems that make you think less and make you more productive.

00:53:12.000 If you don't have systems, like for me, I wanted to have a problem solving formula that I can transfer to you.

00:53:19.000 Where you can use it yourself.

00:53:20.000 That's what I, that's my specialty.

00:53:22.000 I want to transfer that over to where you sit there and you say, even up there we're talking to Todd about how to take this.

00:53:27.000 I think his YouTube channel is going to end up being a million subscriber channel.

00:53:29.000 I think the guy's got the goodies to do something big in the industry and even more, by the way.

00:53:33.000 But we were processing stuff together.

00:53:34.000 I can't help myself.

00:53:35.000 That's where I go to.

00:53:36.000 I process things and we go to it.

00:53:37.000 Right?

00:53:38.000 So you got to find systems.

00:53:39.000 So you think less.

00:53:40.000 What does it mean that it's think less?

00:53:42.000 I've been walking this entire time.

00:53:43.000 I've been pressing this button.

00:53:44.000 I'm not thinking to press this button.

00:53:45.000 I'm just walking.

00:53:46.000 I'm not thinking.

00:53:47.000 I'm just doing it.

00:53:48.000 You have systems.

00:53:49.000 Systems help you think less and you produce them.

00:53:52.000 When you have to think a lot, it takes a lot of your energy away.

00:53:54.000 Conserve your energy.

00:53:55.000 You're going to need it.

00:53:56.000 Move on faster.

00:53:57.000 Something happens to you.

00:53:58.000 Move on.

00:53:59.000 Normally it takes you a week to get over it.

00:54:02.000 Do it in three days.

00:54:03.000 Normally it takes you three days to get over it.

00:54:05.000 Try to do it in one day.

00:54:07.000 Normally it takes you one day.

00:54:08.000 Try to do it in six hours.

00:54:10.000 Normally a bad client pisses, breaks your heart.

00:54:12.000 It takes you six hours.

00:54:13.000 Do it in two hours.

00:54:14.000 It's two hours.

00:54:15.000 By the way, just till today, I don't like rejections.

00:54:17.000 It just doesn't take me a week.

00:54:19.000 It takes me five seconds.

00:54:20.000 Till today, look at presidents debating on stage.

00:54:23.000 They're debating on stage, you know?

00:54:26.000 And boom, they're going back and forth.

00:54:27.000 You don't feel them getting offended?

00:54:30.000 Because they're human beings, but they move on.

00:54:32.000 And they go on to the next one.

00:54:33.000 Even them, they're not robots.

00:54:34.000 None of us are.

00:54:35.000 But you got to move on faster.

00:54:36.000 Next, define hard work.

00:54:37.000 Most people don't know what hard work is.

00:54:39.000 Actually define what hard work means.

00:54:41.000 Put a number to it.

00:54:42.000 Compete up and stop being afraid of competing people bigger than you.

00:54:46.000 Don't be afraid.

00:54:47.000 Stop competing with people below you or next to you.

00:54:50.000 Go up.

00:54:51.000 Compete up.

00:54:52.000 Well, at least I'm making more money than my cousin or my brother or my sister.

00:54:55.000 That's nothing.

00:54:56.000 Let's compete up a little bit, right?

00:54:57.000 If you want to go out there and compete in a marketplace.

00:55:00.000 Last couple things before I wrap up.

00:55:02.000 Why should someone work for you or with you?

00:55:05.000 This is a question we rarely ask.

00:55:08.000 Number one, what benefits are you currently offering to others?

00:55:11.000 By the way, this is not just working for you as an employee or a salesperson.

00:55:15.000 This is also working with you as a client.

00:55:17.000 Why should someone, what benefits do I get from somebody working with,

00:55:21.000 from me working with you?

00:55:22.000 What benefits do you offer?

00:55:23.000 Can you actually write those down?

00:55:24.000 You know how many times I've gone through this myself?

00:55:26.000 What benefits?

00:55:27.000 I sit down with the home office employees with my seven C-suite executives.

00:55:30.000 What benefits do we offer, guys?

00:55:32.000 And we figured out.

00:55:33.000 We just had a meeting two weeks ago in South Florida.

00:55:35.000 Everybody flew in.

00:55:36.000 We had a three days, you know, from 7am till midnight.

00:55:39.000 All we did is blue ocean strategy on answering these questions for three straight days after SWOT analysis.

00:55:46.000 Next, in what way do people improve by associating with you?

00:55:50.000 If I'm your friend, does my life get better?

00:55:53.000 If I work with you, does my life get better?

00:55:56.000 Do I make more money?

00:55:58.000 How many lives have you changed positively in the past year?

00:56:01.000 Can you make a list?

00:56:02.000 And in what way?

00:56:03.000 Not in an arrogant way, but what's your reputation, right?

00:56:06.000 What makes your company distinct from your competition?

00:56:09.000 What separates your leadership style from others?

00:56:12.000 Do you have a code of honor that you embody?

00:56:15.000 Do you embody it?

00:56:16.000 What benefit programs will they get from being associated with somebody like you?

00:56:20.000 These are things that you think about.

00:56:23.000 Now, let me wrap up here and we bring up Cody.

00:56:25.000 Here's the last thing I want you to be thinking about.

00:56:27.000 Pre-COVID, we had different types of problems to solve.

00:56:33.000 During COVID, how many of you guys were like, oh my gosh, I have no clue how to overcome.

00:56:37.000 How many of you guys, COVID was a pretty strange time for all of us?

00:56:40.000 Yes or no?

00:56:41.000 Like some problems we had to address that we never knew how to address, right?

00:56:44.000 It's officially post-COVID.

00:56:47.000 During COVID, America printed $6.5 trillion of money.

00:56:51.000 Just so you know, 40% of all the money ever printed in America was printed in the last 12 months.

00:56:58.000 Let me say it one more time.

00:57:01.000 Please listen.

00:57:02.000 Please listen to what I just said.

00:57:04.000 Nearly 40% of all the money ever printed in America was printed in the last 12 months, 15 months.

00:57:12.000 We've been around since 17, 17 to 245 years.

00:57:15.000 40%.

00:57:17.000 And you know what's crazy?

00:57:19.000 All this money they printed, let's give stimulus to this, to that person, to this person.

00:57:24.000 You know what happened?

00:57:25.000 No matter who they gave the money to, guess who the money flowed to?

00:57:29.000 To the rich people.

00:57:30.000 The rich got richer.

00:57:31.000 Not because they're bad people, because they were ready.

00:57:34.000 Because poor people don't know how to manage their money when it comes to them.

00:57:38.000 There was three types of people.

00:57:39.000 Those who just became... 0.76

00:57:41.000 The last nine months, I have made more money the last nine months than my entire lifetime.

00:57:48.000 And I've made a lot of money in my lifetime.

00:57:50.000 I've made more money in the last nine months than my entire lifetime.

00:57:54.000 Okay?

00:57:55.000 My entire lifetime.

00:57:56.000 Why?

00:57:57.000 Because we were ready for this season.

00:57:59.000 But I'm going to tell you this here.

00:58:01.000 Money flows.

00:58:02.000 So three types of people.

00:58:03.000 Poor got poorer.

00:58:04.000 Rich got richer.

00:58:05.000 The people in the middle who were ready, they got richer.

00:58:08.000 There's a lot of new money, by the way.

00:58:09.000 Some of them are in the room here.

00:58:11.000 A lot of new money.

00:58:12.000 But we're officially at post-COVID.

00:58:15.000 Everybody here leaves.

00:58:17.000 How you do the next 12, 24, 36, 60 months will be predicated based on what kind of strategies you have in place.

00:58:24.000 If you do it right, money is going to flow to you.

00:58:26.000 If you don't, money is going to flow to somebody else.

00:58:28.000 But if you just go winging it, don't expect money to come to you.

00:58:31.000 All I'm going to say is, if you think money was made the last five, 10 years, nothing close to the kind of money that's going to be made in the next 10, 20 years.

00:58:39.000 If you go on the right run.

00:58:40.000 Having said that, thank you so much for your time, everybody.

00:58:42.000 Appreciate you.

00:58:43.000 Appreciate you.

Valuetainment - September 03, 2021

The Untold Truth About Building Wealth

Episode Stats

Summary

Transcript