in the game of chess the average chess
player knows their next one to three
moves amateur oh my gosh HS here any
chess players here the average chess
player knows their next one two three
moves a pro knows four to five a master
knows six to ten a grandmaster knows
their next 11 to 15 moves by the way the
same thing you see here with chess it's
the same thing with the game of life
most people live life they have no clue
what their next 10 moves are gonna be
they just know their next one two three
moves a lot of people in life want to do
move number fourteen and move number two
wrong timing I don't know if that made
sense a lot of people want to do move
number fourteen at move number two and
it doesn't work out for them so it's so
this whole game about businesses about
you knowing your next 15 moves now
outcome of this meeting two things one
who do you want to be how do you want to
make your money because it's all about
your positioning in a marketplace so now
who do you want to be by the way almost
every single time I talk to somebody and
I'll ask them who do you want to be
these are your positions you want to be
an entrepreneur you want to be an
investor inventor co-founder do you want
to be a CEO of a small business you want
to be CEO of a big fortune 500 you want
to be CEO of a startup you want to be a
sales guy you want to be volume or high
tickets what's volume I'll do four
hundred thousand dollar loans high
ticket I only do three million dollar
loans you want to be an influencer I
want to be these guys that you know
perfect but and I just take a picture
and I get seventy nine thousand likes I
just want to walk in places and people
take pictures I mean I want to be famous
fan that's what I want to be I want to
be an influencer podcasts Instagram I
want everyone to know me when I go into
the mall or the airport solopreneur I
don't want people to hold me accountable
I just kind of want to be me I'm like
the tennis player
I'm the golf guy it's solo me I'm gonna
be able to handle myself
no one's that's perfect this mean no
one's as good as me and there's nothing
wrong with that
nothing wrong with that but that's you
and in their support team I'm good on
support Pat I don't want to be on this
stage I don't want to be the CEO I'm a
good six person I'm a good eight person
I tried being number one I can't stand
it I hate it I don't want to go to sleep
at night knowing everything's on me I
want to go to sleep at night knowing
everything's on a guy who's got three
people then these people need support
and it's me I like that
that's my comfort zone great or you want
to be an intrapreneur you know what I
want to go be part of a company and
within it grow up to be a see ioc toc
CEO CEO or whatever and i want to own a
piece of the company but i don't want to
be number one i want to be an
entrepreneur and within a company i want
to think like an entrepreneur and i want
to own a piece of the company and that's
how i want to make my wealth but that's
who I want to be well most people are
like wow can I like this guy on
Instagram maybe I'll be like him yeah I
kind of like that girl maybe I'd be like
her it'd be kind of cool if I know how
to take good selfies like her you know
it'd be cool if I can do this but we
don't really know who we want to be so
how do you make your money wealth
marriage marry a rich person fastest way
to become a million equity I want to get
a piece of the company that's someone to
create my wealth no problem built to
sell I want to build a company run it
for five years sell it get my 20 million
go enjoy myself right that's what I want
to do buy in whole domains I have a
collection of a thousand domains
somebody wants to buy this domain
$300,000 check eventually I'll make six
million I'm good
that's all I want to do long-term
planning the typical get a job for one
key all that stuff lottery be an
influencer if I become an influencer and
every time people want me to do a
certain shout-out five thousand dollars
three thousand dollars eight thousand
dollars that's who I want to be
proprietary product to use my product I
keep 20% you keep 80% but it's my
product invest I want to invest in a
business let somebody else do the work
and I make the return on the money sue
somebody I like I like to sue people
like somebody will say I'm gonna sue if
I sue the right person make a couple
million dollars there's a lot of people
that become millionaires
people anybody knows anybody that's made
money soon people there's a lot of
people in America guys I remember I went
to a meeting one time this guy's giving
a talk he says do you know why kids in
America are obese
why are we experiencing so many kids
being heavier so one guy says video
games one guy says this one guy said he
says let me show you statistic he shows
the statistic of parks in America
dramatic drop off by 70% shutting down
he says do you know why let me show you
why then he shows lawyers go sit at
parks all day waiting for a kid to drop
off hit their elbow crack the elbow up
is that your son
that's not fair what this it's the
city's fault it's the city's fault
come here let me see that arm perfect I
will represent you look he's feeling
good are you hurt as a mother I will get
you a million that you deserve a million
dollars for this Mary I will take care
of you they go to the city they sue the
city get a million bucks
he keeps 33% 330 grand they get six
hundred sixty thousand dollars next Park
shuts down obese obese obese so a lot of
people become rich soon people this is a
weird world I just don't want to make it
like that right Oh lamb you own land and
Walmart says hey some of you guys have
never been to pound Oh desert seven
Walmart's in Palmdale if you have a land
Walmart comes and says I want this land
I'll pay this much money
no problem other we're making millions
design inheritance how many guys have
the right last name here who has the
right last name here anybody's got the
right last name yes how many guys have a
last name with your families so rich
that you know that money's coming to you
anybody here any Kennedys here Andy
Rockefellers yes any Escobar's right
Andy he'll chap was in here I don't know
we got some names out there right it's
probably more ill chop with an Escobar
so maybe it could be a difference as
well okay so how you gonna make your
money so what's your game plan who are
you gonna be how are you gonna make your
money by the way just so you know it is
the easier
time ever in the history of mankind to
be a millionaire ever it's the easiest
time ever to be a millionaire it's never
been easier than today ever it's a joke
today to be a millionaire it's a joke
today to be a millionaire it's so on let
me explain it to you
you know how celebrities used to be like
a person was on TV we would be like oh
my gosh mom look look look look look
it's the weather guy
I said weather guy mom it's Burger King
it's 1998 it's the weather guy oh my
gosh the weather guy mom is crazy today
oh hey Jon what's up you know why why
because people follow youtubers more
than they follow whether your weather
guys Instagram influencers are more
following than a weather guy does it's
no longer a big deal to be a celebrity
just so you know social media here's
what it did it made the whole celebrity
thing gone there is no more value at
being a celebrity your PewDiePie is
known as much as some of the biggest a
celebrity Hollywood stars in America in
the world and he just hates PewDiePie
regular guy login Paul Jay Paul it's a
complete different game today being a
celebrity is so easy today making
millions is so easy today your
strategies is what needs help
so let's talk about it where most people
struggle lens and language let me speak
about Lansford earlier a guy comes to me
and he starts talking to me and he says
hey you know Patrick we were at the time
you guys were at the CEO at the luncheon
that they had who was at the luncheon
deal right who was at this luncheon when
this one kid was talking to me where's
yet I want to find him I'm not gonna
call him out I just want to find him is
he is the CEO package guy or no are you
anywhere here wink at me I got big eyes
I'll find you okay all right all right
let me tell what this kid did so he
comes up and here's how he starts it
he says Patrick I can't even tell you've
changed my life
your content is incredible it's
absolutely ridiculous
I learned so much from you any goes for
30 seconds no one's doing that so far
because they just want to come and ask a
question because it's another some
thinking like this is getting somewhere
and then he says here's my card if you
ever want to buy any real estate in
Nevada Vegas just call me and I said do
you know what you just did he said what
I said what you just did to me it's like
a guy at a bar going to a girl and
saying to follow and think saying hey
you're so stunning
you're so beautiful oh my gosh you're
the hottest thing here if you ever want
to go to bed call me I'm like you're
serious I said so let me get this
straight your lens here is you're just
looking at everybody as a customer
that's a wrong lens that's a small lens
this is what do you mean I'm just trying
to I'm not coming like that I said you
are but the guy had a good attitude
about it so let me give you a story
years ago I had a guy right before me
another guy came up and he said Pat
actually I saw his face
he says Pat we know same name a guy
named Eli that fish right where's the
guy that said Eli did you say Eli so he
comes to me and he says hey Pat we know
same name a guy named Eli and I told him
who Eli was to me I was 21 years old
when I met Eli at an event by LAX
Airport so I get close to Eli I get
invited to his 50th birthday party I go
to his house I'm a nobody
I'm selling gym memberships at Bally
Total Fitness a guy comes to me he's one
of the biggest attorneys in Vegas it
comes to me and and he said so so I said
so what are you doing he says I'm an
attorney for you know how to say for
Hollywood for you know this is what I'm
an attorney give me some big names I'm
like okay this is what do you do that's
how I work yeah Bally's
oh yeah so you run the casino in Vegas I
said no no no I'm the I'm the weekend
assistant manager at Mohali Total
Fitness right oh oh and you know yes
okay very cool good to meet you right I
stayed the night at the end I'm washing
the dishes for this lady her name is
Jelena it's his wife I'm washing the
dishes
I talked to Eli say Eli how can I help
you he says Patrick you can't really
help me and
but one way I said what is it I said my
son's in prison for nine years he said
okay he says he did something he
shouldn't have done I said what prison
is yeah
men's callin anybody knows men's colony
near San Luis Obispo you don't know it
it's not a good prison it's a hardcore
person like Mara Salvatrucha you know
what I'm saying like it's a hardcore
hardcore prison okay so he says none of
my friends and relatives want to go
visit this guy his friends won't want to
go there I said I'll go
he says you sure absolutely he says but
this is not a regular person do do
background check whatever they got my
back I took thirty days I go to prison
I'm sitting there all day with them in
there he says that guy shanked that guy
he was in the hole he just got out he's
just um and he's sitting like this it's
his Patrick just said I'm not even
kidding with you guys he sitting like I
never forget this day we took a picture
day I got the picture till today
this was picture was taken mm mm mm one
so I come back
Eli's emotional he said I can't believe
you just did that for me I said buddy
you know what do you mean I did that for
you it's your son he says how can I help
you I said I don't know he says here's
the six hundred most influential name I
know you can use my name to call them to
help you out with it whatever you want
as you're serious it's okay I came back
I called them one of the contacts
introduced me to another person who
introduced me another person made me
thirty million dollars one contact why
cuz I didn't say hey you want to go to
bed no I went and I said how can I help
you
almost everybody in this room almost
everybody in this room all you have to
do is just take the lens off you have
put a different lens on because when you
put a lens on you just look at the world
in a whole different way you're now
looking at everybody here that I'm just
trying to figure out a way what I can
get for me it's a complete different
lens right so the most check most most
people have a challenge of what lens
second challenge is language a lot of
people I listen to their language and
I'm like oh my gosh this language is
just not the right language what I mean
by language I'll give you an idea
so while I'm speaking to the same group
a guy comes up to me he says Patrick I'm
a loan officer if you were in the long
game what would you do to get customers
I said so tell me who's your ideal
customer here's what he says to me he
says somebody who is currently a
homeowner has high interest rate and
would like to find a way to get more
write-offs I said what else he says I
said what else he doesn't have an answer
for me that's okay
let's go complete different direction he
says what's that so you single I grab
this left hand get a nice watch on but
he didn't have a ring
I said you're single you're not married
so I'm not married that's okay you got a
girlfriend he's I don't have a
girlfriend right okay perfect I said so
Tom you ever want to be in a
relationship I do what kind of a girl
you're looking for
he said I want her to be top notch I
said listen
who remembers when he said top notch gee
willikers I want her to be top notch I
said you gotta be very careful when you
say word like that because it's very
general I said you ever seen Shallow Hal
cuz top notch has a different meaning
for a lot of different people I said
give me specifics okay okay this guy's
like six five six six little taller than
me he says I want it to be five seven
five eight I said great what else I want
her to have like eyes I said look you
and I have brown eyes what if she has
brown eyes will you still go out with
her I think I would so put the ice aside
so I said what else and then he was
stuck I said you're not gonna find your
girl he says what do you mean I said you
have no clue what kind of a girl you're
looking for
I said me tell you what I said if by the
way how many of you here know a girl
that's five seven five eight raise your
hand do you see how how wide this is
right but you know what kind of a lead
you can give them
I know 82 year olds that are five seven
hey hey I got a five seven percent for
you patchi's 82 all you told me was five
seven she's five seven 82 but that's not
what I want well then tell the world
what you want so I said look here's what
I did
I was hitting all these girls they were
all the same one day you know how guys
and girls we all complain where are all
these great woman ads I'm telling you
there's no more good woman nowadays and
these man oh my gosh look at them today
and we complain it is not the men or the
women it's your language and it's your
lens so I sat back I said Pat what are
you looking for I went specific toes
eyebrows cooking I could care less about
nationality because I'm okay there but
for me whatever you are you got to learn
to make my dad's cooking I don't care
what it is because I want the house to
be good smelling food if the house
smells like food kids come to the house
I want you to learn how to make these
five six dishes my dad makes and my mom
makes I'm good I don't care what you're
doing I want it to be career I want it
to be this this so I wrote it down what
I wanted you know what I did next I told
everybody here's what I'm looking for
hey I'm looking for this kind of a girl
okay cool there's a criterion because
what I'm looking for here's what I'm
looking a here's what I'm looking for
here's what I'm looking for here's what
I'm looking for I'm looking for a girl
like this here's what I'm looking for
here's what I'm looking for then all of
a sudden they start to shown up and then
I pick my wife she's sitting over there
right now we got married
it's my criterias though moral the story
lends language change the lens change
the language business it's all about
lens so you're here what are you looking
for here why are you here are you just
here to listen today with Goggins or me
speak are you here to just get close to
Albert why are you here what is the
purpose what is your lens what's the
language you got to speak to get what
you want those two need to adjust let's
continue next part no matter who you are
in this room guys interview me in the
back and he asked me this question he
said do you remember when you make your
first million you know how they do the
speed round stuff in the interview and
you kind of ask you questions tell me
the first thing that comes to your mind
when you say this he says your first
million I said I don't remember and he
went off track this so why don't you
remember
because it wasn't a big deal it was like
if if it was million I would have slowed
down I don't remember the first million
so really I say yeah I don't he says so
tell me why so then we went in that's a
look here's what you got to realize most
people this is how they compare
themselves most people see in every
single level in life there is an 80% in
that group then there's what 20% then
there's 1% what does this mean
let me explain in this room raise your
hand if you've made less than six
figures in 2019 so far raise your hand
if you made less than six figures in 20
guys we can either have a regular
meeting and four if you come to my
meetings on discipline I don't screw
around I don't like to waste your time
or my time if I'm asking you let's
participate together having guys many
less than six figures I can't help you
if you're not gonna be real with me okay
less than six figures how many guys have
made so far this trip between a quarter
million to half a million net not gross
net quarter million to half a million
look around okay good
how many guys have made between a half a
million to a million dollars net so far
this year half a million to a million
who has already made more than a million
dollars this year more than a million
dollars this year okay one two I want to
see these hands can you put them up one
two three four so I know him Michael
tint out what's your name Alexandra and
then what's your name gentleman out back
there can you scream out your name Louis
Bruce we got Bruce anybody else I got
one over there anybody else anybody else
any buddies keep your hand up again keep
your hand up again okay
these are the guys I want to talk to
right but watch this in this room these
guys are in the 1% in the room the
people that raise their hand that are
between a half a million two million
during 1% the guys that raise their
hands between 250 to half a million
during the 10 percentile 5 to 10
percentile hundred to quarter million 20
percentile hundred thousand below you
are all in the 80 percentile fair heart
a little bit
just being real with you now
this say I take those six people that
made a million dollars this year net I
take them in a whole different room okay
in this room the minimum earner out of a
2,000 people minimum net so far has made
10 million dollars where do they rank
top 1% or bottom 1% bottom or top bottom
you know why because it's the next group
challenges most people they don't go
this way
cuz this hurts most people don't compare
like this they don't say hey let me
compete up most of us say I'm making
more money than my sister I'm making
more money than my siblings I'm doing
better than my dad I'm doing better than
my family I'm doing better than the guys
I went to high school with
but in the real leak the next leak the
reason we're afraid to make this leap
because here you're 1% here you're in
the bottom 1% that is scary and you know
at what point these levels stop when do
you think this stops never it only stops
when you're finally hungry so he asked
me a question
he says Pat when is it enough I said
what do you mean he says what isn't
enough I said I don't know what question
you're asking when is it a good point
for you to say I'm slowing down I said
didn't you just ask me question about
passion what are you passionate about
what was my answer my pension is the
game medic game is like who has a
favorite board game scream out your
favorite board game scream it out
who said scramble anybody what's your
highest score ever let's hear it
1:20 okay all right anybody else scrap
anybody said monopoly who said monopoly
who plays clue now let me give you some
other games who plays gin rummy any
weird people that play rummy no Armenian
people here anybody plays spades who
plays Domino anybody plays Domino here
who plays backgammon any Bakula players
the best human beings in the world play
backgammon I don't know why would they
play back in anybody ever plays
game that you'll love where you want to
keep playing it this becomes a game when
you make it a game it's not about the
money
it's like oh my gosh let me see if I can
figure it out so we can do six hundred
thousand dollars this month oh it's
awesome what if I can figure it out on
what we can tweak to make two million
this year this month oh my gosh we just
made two million and then you get to a
point where now you have two formulas so
what's the limit now you stop it because
you know if you go to the formula King
there's a safe for me that I got you
from five grand amount to fifty to five
hundred to five million it can get you
to 50 million a month it's a formula so
add to one point at some point you're
gonna stop most people gonna stop
very few people continue who is the most
hated man on the planet today say why do
you think actually asked the question by
the way it's a controversial thing to
say with half there 80% home being
Latinos rich and if you'd like to know
about the but recent if you're Latino
let me ask the question different way
race you and if you are not Latino look
at this guy's if a fight broke out all
the Latinos are whooping everyone's ass
in the room you know just tell me right
now are they gonna say Michoacan yeah
what do you guys say to you if the fight
is gonna break out here at what point do
you want to stop what point so you'll
see people are going going going going
at some point everybody stops I'm not
gonna continue this is enough for me my
bail is already full and a few people go
Trump most hated guy in America
because all of his peers that he was
competing with in their 30s in their 40s
in their 50s a little bit in their 60s
they stopped and retired this flippant
guy still going at 74 years old love him
or hate him he's going of course they're
gonna hate him what are you doing here
worth billions you've been flying with a
747 for the last 20 30 40 years you've
had your TV show you've had all this
woman you've had all this fun why the
hell are you still going to be a
president I'm driven so he's not
stopping here or here or here or here or
here Kobe was hated in the NBA
why aren't you retiring your 15th year I
just won't go a little bit more ice
won't go a little bit more a little bit
more a little bit more may just stop
stop
everyone's gonna try to stop you at some
level everybody is gonna say by the way
this is what the language sounds like I
have very good friends they'll call me
they'll say things like this hey Pat's
bar I follow your stories do you think
it's healthy that you're working the way
you're working what what do you mean
what bro look man I mean everybody knows
how much money you have right and we
don't know exactly but we know you have
a lot of money like what how many more
hundreds of millions
what's going on bro do you know I don't
know if this is like some stuff like
it's hypomanic a DHT issue stuff like
you know what I'm saying like maybe it's
like kind of settle down a little bit
and they give this speech and I'm like
very H been awesome it's great not for
me it's not the life I signed up for so
at some point and by the way you know
what's the best thing guess who it
matters the most to when you stop guess
who has to have the right answer and
when you stop who who's the only person
that matters on one you should stop who
you only person is you well my wife and
I were dating I told her I said hey I
just want simplify simplify something
for you if you expected me to be home
every night at 6 o'clock I'm the wrong
husband you're married I'm not that guy
you didn't marry that guy because this
guy's not gonna stop
so before we got married that have to be
very clear so she understood what we're
doing next because it's got to be clear
to you let me continue
makes this odds everything in life is
odds
everything in life is about odds who you
marry how many guys one on it who's
married you raise young what if you're
married but you having guys remember
when you want on a date with your wife
or your girlfriend or your home who
remembers that remember the first date
how many guys remember what you were at
a point of making a decision to get
married who remembers that day and about
remembers how many you guys did
something like this in your head she
doesn't hear it or he doesn't hear
it's okay so a couple things I've got to
worry about about marrying you is your
temper sucks like I've seen you break
some before and that's like scary
stuff I'm not gonna lie and your mom is
gonna be a pain in the ass but I know
how to control her I know how to control
her because we will probably move a
state away from here so she can have no
influence Oh baby I love you so much
babe so she can have no influence over
my kids and then your sister is a little
bit annoying when she brags about her
Louie and her USC degree because she
knows I didn't go to USC I went in for
you know Cal State type of stuff but I
can handle this she's fine
because she doesn't make more money to
me some now worry about it and you've
kind of been with a lot of girls in the
pan so hopefully that's out of your
system I probably a 30% chance you're
never gonna cheat on me let's get
married
it's good tell me you didn't do that in
your head yes or no of course you did
that every man does it well you know you
told me you've been with seven men the
mat says three times twenty-one I'm
still okay with 21
I'm just hoping it wasn't like two at
the same time but who's ever gonna find
out okay but did you guys ever shoot any
videos would you ever tell me if that
ever comes out kids are gonna be married
out but you're hot and you're good in
bed but you're terrible with finances
and you have this one smell that
sometimes like I can't stand I don't
know if I can do this you know I just
think it's me this is not gonna work out
who's ever broken up with somebody for
the weirdest reason that you never ever
told them we spritz you're you're right
because this is what you're doing you're
doing this in your head
all you doing and nobody knows his odds
it's all about odds odds are this is not
gonna work out
odds are this is not somebody I want to
do business with so you got to put your
odds in your side so life is about
making decisions okay
everything about decision making process
is about odds everything you need a
system that helps you make the best
possible decisions with the best
possible odds in your favor once you
have the system everything can be flow
through you everybody wants to say the
best skill or the key to success is hard
work marry the right person faith all
this other stuff if there's one thing I
want to pass down to my kids if there's
one thing I want to pass that to my
it is for them to have a decision-making
process that they learn from my from
their dad whatever date you from there
is completely up to them but it's a
decision-making process I want to pass
this down to them the rest is on them
they can figure out what God they want
to believe in what political side they
want to believe in what kind of money
they want to make what industry who they
want to marry who they want to be
friends with but I need this this system
to be passed on to them systems boring
but systems is what helps you scale from
employee to sales to Sales Leader to
business owner to co-founder once you
get to this point I was a terrible CEO
at first because I didn't pay attention
to systems because systems what is
exciting about systems you know
sometimes you guys go to these
conferences and you're there for three
days and everybody says what you can do
it life is good I'm telling you you were
made to do something big
and it's oh my gosh this is just so
heartfelt I'm so emotional and you leave
you're so motivated for a day two days a
week late like yeah but what do I do I
didn't really learn what but damn I was
motivated for a day and I have nothing
to do and then you go to some meetings
we're kind of like okay these seven
things I do and you dude you're like oh
my gosh I just went from 300 thousand to
720 as these things that stuck with you
it's system so you got to find systems
for yourself so now effective systems to
create momentum to maintain momentum
then to advance momentum by the way this
is the most annoying face to be the most
annoying face to be is creating momentum
these are the days you work in 18 20
hour days and it seems like nothing is
going your way how many guys have had a
week of hard work and nothing in your
business improved who knows what I'm
talking about how many guys have done it
for a month and you're like oh my gosh
what a waste of a month right but what
you're not realizing if you can't go for
a month your skin is getting thicker
then all of a sudden you have some
momentum and then when you get momentum
if you get cocky you lose this then you
go back here do you know why most 50
year olds don't want to start a business
because at one point they did and they
know how much it took to create momentum
and then they got moment
and they lost momentum and they didn't
maintain momentum and they went back
here and they don't want to do it again
they don't want to do it again how many
guys have met some sharp 45 50 year old
men and women who are not teeing it up
anymore they're just settled anybody
knows people their biggest fear is they
know what it takes to create momentum
they just don't want to do it but they
won't tell you remember how we talked
about marriage relationships people
don't tell everything to each other
while we make the decisions no 50 rolls
gonna tell you dude the reason why I
don't want to do this because I just
don't wanna work that hard and they'll
find a different excuse to going around
some of you guys are in this room I met
some 50 year olds in this room you'll
find a way to manipulate yourself into
sabotaging yourself on why you shouldn't
pay the price I'm a grandma now I'm a
grandfather now this is not something
you need to do I need to stay home
that's always of you selling yourself
your language is preventing you from
getting to the next level and then
advancing momentum this is the fun part
this is when you make money that you
know you're not worth anybody knows what
I'm talking about like you're like baby
we just make six hundred thousand
dollars this month yeah
does anybody know we have no clue what
the hell we're doing babe like babe we
better not tell anybody
act like we know what we're doing act
like it okay yeah that's all done
quicker babe we made 600 now so what the
hell is going on that's advancing
momentum now you're getting overpaid and
no one the marketplace knows about it
you go around people are thinking oh my
gosh guys a genius no no you were
willing to go through the pain of
creating and maintaining momentum now
you're getting rewarded at advancing
momentum advancing momentum was like
when you seem like you're God like oh
you are out of this war
you come from a planet called you know
where they produce Zeus and Hercules and
you're one of those people no you're not
you just went through two tough times
so speed your best friend in business of
speed and most people don't understand
speed you're not people say things like
you gotta be urgent who's heard things
like that you gotta go you gotta
exponentially grow your business okay
but what what the hell does that mean
well you got to work harder and faster
and it's speed okay explain it to me I'm
gonna break speed down to four different
things anybody knows
which card this is any Ferrari fans yes
obviously we got coupledom here this is
an older Ferrari than this one watch
this
1977 Ferrari 308
did 0 to 60 in 8.1 seconds how many in
here have a Chevy Astro band that does 0
to 60 in 8.1 seconds
you don't wanna by the way Ford Focus
does zero to 16 eight point one seconds
a Ford Focus today in 1977 is a Ferrari
how weird is that think about that if we
would have taken like Ford Focus back to
70 symptoms oh my gosh the fastest is
it's crazy eight point one second
Ferrari 20 years later four point nine
seconds
twenty years later two point nine
seconds that's the one two point nine
seconds what do you think is gonna
happen in two thousand and thirty seven
point nine seconds how many guys here
say no way in the world point nine
seconds how my guess here based on this
you're like we're going to 0.9
seconds you understand what I'm saying
to you the entire game is speed here's
what's crazy most people think it's
impossible to go to 29 seconds but most
people thought this was the fastest car
in the world eight point one know
everything about your business is you
constantly figuring out ways to tweak
your business to increase what speed
when you increase speed exponential
growth takes place four types of speed
you have in business let's talk about a
speed number one functioning speed
functioning speed is your support system
sill and Albert's put this event
together sill is part of functioning
speed but they have a lot of support
people that are helping put this event
together they are part of the
functioning speed your assistance
processors supporting cast so the more
support equals more functioning speed
next processing speed processing speed
is how quickly you get something from A
to Z you first find a client then you
get pre-approval for a million not alone
then you go show them the properties
then they see a handful then they make
an offer after they offered an appraisal
then alone then this then that and then
45 days later or three months later
based on how customers thinking about
buying their house you sold the house
you trying to find a way to increase
your processing speed what can you
eliminate to go from A through Z so on
every aspect of your business you got to
measure your processing speed next
expansion speed expansion speed is how
quickly you can expand from Long Beach
to San Diego to Arizona to San Francisco
to Salinas to Bakersfield to Washington
to Oregon its expansion speed expansion
speed that's expansion speed okay
sometimes by the way people expand way
too early and it hurts them there's a
timing factor too like right now
last month we sold six thousand five
hundred forty insurance policies in one
would a largest financial marketing
organization in America that's not owned
by anybody meaning we're not part of it
like a big New York lot it's what we did
six thousand five forty last month I
went to India India has the most life
insurance policy holders in the world
316 million policyholders in India I
went to what he call it Canada I went to
London every one of those countries 20
countries today want us to go into their
countries how quick you think I'm moving
I'm not going right now I'm not because
I still have a bunch of markets and us
I'm not in if I all of us unstretched my
leaders too thin and I move him to India
and I'm moving so expansion speed has
also got to be calculating on how you do
it some people go too fast they root
lose their savings that they have in
place there's a formula to it so how
quickly we expand last one timing speed
what's timing speed timing speed easiest
way to tell you is this if if if your if
your wife is changing and you're on the
bedroom and she's changing and you all
of a sudden say babe do you think we
need to go get some personal trainers
terrible timing
what would what are you saying what are
you saying babe are you saying something
no but I'm just honestly I would just
think about when she gets a personal
chance on work a spend time together no
I know what you're saying have I do I
look fat
timing speed right business is all about
timing
when do I run this initiative when do I
make this announcement when do I go and
give the recognition for my staff
when do I write this letter when do I
give the criticism to this one guy
that's got to work in this area when do
I go out there and visit this client
when do I everything about timing speed
and by the way the last one you can't
learn it for a long time you're gonna
make a lot of mistakes in this this
takes time to get it so those four
speeds you go back yourself I only have
an hour with you I got 13 more minutes
left you go back in every aspect of your
business
write them down what's my functioning
speed like what's my processing speed
like what's my expansion speed like what
is my timing speed like then assess
yourself that'll determine how fast
you're growing and what else you need
you to grow up in faster so last one
without systems you have limited chances
to sustain growth
what's the key word in this entire
sentence here sustained
anybody ever hurt somebody that made a
million dollars and they never made it
again yes or no why they can't sustain
anybody heard of anybody that made
$100,000 in a month one time and they
never did it again sustain systems help
you sustain growth systems are boring
systems makes you yawn systems are like
oh my god just don't drop that word
systems to me nothing sexy about it
anybody that builds big businesses they
spend hours with you now that
motivational seminars they'll spend
hours and hours talking about systems to
each other these are people that built
billion-dollar businesses all the other
motivational conferences they just want
to motivate and motivate and motivate
real businesses we're talking about this
kind of stuff systems because it's
boring but this is what brings value to
you right so scaling four areas of focus
I don't know what to do as a CEO it's
kind of like I don't really know what my
role is as a CEO until finally after a
lot of research and time I spend with
other CEOs I can with a basic formula
for myself
whatever I do on the bottom here helps
my business grow like this linear six
percent 12 percent 8 percent steady per
year operations which is systems and
bits death hey John how you doing so
tell me what you do what kind of
technology goes off okay what if we can
figure out a way to collaborate and work
together great you know what I'll call
you about let's get to get them put a
meeting you know what hey how you doing
Mary what do you do oh you let me
introduce you to Bobby okay cool I
talked to Bobby and also you meet
somebody that introduces something like
I went to conference one time we met all
these other guys and I met a guy named
David David Fenimore comes back and we
have a negotiation together and he's
trying to get money from me I'm like
wait a minute I'm introducing you to the
biggest insurance companies in the world
that's gonna make you 40 million dollars
you want me to pay you for this stuff
I'm not paying you for this software
very strong negotiation he got off the
collar was a 5-minute call he was kind
of like what was this all about
everybody cuts this check for me I said
not this guy you're gonna do it for me
for free but I'm not cutting you a penny
to do business with you on this you
decide think about a call me on Monday I
get off the phone I'm thinking I lost
this guy so one of the biggest guys who
has access to two billion dollars of
capital calls him saying we're looking
to invest into an insurance agency who
do you recommend you know who he
recommends me so the guy I negotiated
strong with recommends me to this other
guy so I get on the phone with him I
said what did he tell you about me
because at this one I'm kind of like why
would he ever you refer to me
hey so he told me you're a pretty strong
negotiator so would why would you want
says well if we want to see y'all to
invest in we want somebody that's gonna
hold the fort down and we feel good
about you and let me tell you our people
are and then they brought me Oscar De La
Hoya
Gabrielle Brenner they brought the
contact but bizdev if I don't do the
handshaking
tell me your story what do you do what
he did what he I don't meet that person
both are necessary both are necessary
but neither makes you explode as a
company these two this is where you
explode your business number one next
innovative campaign what is next
innovative campaign the next thing
you're launching in your office to
motivate your salespeople to motivate
your sales leaders to motivate your
employees to motivate your executives to
motivate everybody and it's the next
innovative campaign
the next thing you're launching to drive
your customers what are you gonna be
driving there its next innovative
campaign what do you do in the month of
January to bring customers based on your
season what you do in February March
April for the longest time in our
business June through August seasons
were week and December to February
seasons were week I made a whole launch
on June July August and December January
February because those three months I
kept everybody active it took up our
revenues I think we're at 17 quarters in
a row of selling more insurance policies
than the quarter before 17 quarters not
year a quarters in a row and it was all
about next innovative campaign
how many guys here like your kids to
keep your kids distracted who likes the
kids our kids that keep their kids
distracted anybody here
how many guys thinking distractions are
bad things anybody things distractions
are bad things yes of course right
I love distractions but positive
distractions typically parents will tell
you what is the best distraction for
kids what is it best distraction for
kids is what just put your kids there
and it's a good distraction away from
not doing drugs and joining gangs what
is it
sports he is not a good distraction
sports they go into sports a coach kicks
their ass they get a little bit tougher
they compete they're trying to get in
shape no I'm not gonna smoke no I'm not
gonna drink and they kind of make it to
the next level right your employees your
salespeople your customers they all need
positive distractions most CEOs and
founders and sales leaders don't have
enough distractions for their leaders so
they keep losing customers they keep
losing employees because they're not
positively distracting their people
believe me this guy was the expert
because I lost people regularly my first
tenure in business then the last one
this this right here you can go all the
way up to being a president if you get
good at this anybody in this room you
can go all the way up to being a
president if you get it this if you
become good at developing leaders you're
an asset to every industry anybody that
became a CEO of uber and all this other
guy you think the CEOs expertise is rent
you know getting a cab and all this
other stuff no those people get hired
because they master the leadership
development
they know how to recruit people and
build them people wanted to go work with
jobs because Jobs was building leaders
and call my gosh I want to work with
this guy they were working with
Microsoft and they're going to besos man
I just want to be able to work with
Bezos because they're building leaders
the moment you get good at that place
your business doesn't grow like this
your business grows boom from out of
control because now you've got 10 20
generals that think speak negotiate like
you and if you're very good you're
dangerous your company officially
becomes dangerous officially becomes
dangerous especially if you're teaching
the right values and principles that's a
very dangerous company to compete with
people are frightened of going up
against the company that the people at
the top know how to develop leaders so
for you leaving this place remember what
I told you next 15 moves what your moves
has got to be
how could are we here how could a my
with bizdev am I good at shaking hands
and going through people and meeting
people do we constantly think about our
next innovative campaign seasonally
monthly employee sales how could a Maya
developing leaders do I snap am I good
at the small one-on-one conversations or
my preaching more do I pull the person
in Santa say John can I talk to you
let's go for a walk let's go for a walk
around the building what do you wanna
talk about look one thing I noticed
about you is you like respect right yes
what was that all about what do you mean
what we said all up and in front your
employees you think that was good come
on man you know you're better than that
you know that person will run through a
wall for you just lost that person's
loyalty you gotta go take that person to
have coffee with them right now it's
what you got to do good and I'm not I'm
gonna walk the other way so the person
doesn't think that I told you to do this
and then that other person you know that
person's mom just passed away two weeks
ago why are you talking like this
pull them aside give them a nice book
give them a nice can go Kim a $20 gift
cards to go do something what's that all
about no your iPad dude you keep telling
me you want to get to the next level to
get to the next up you got to be better
with people okay then he leaves hey I'm
so sorry can I take you to coffee let's
go
I look at you're the most loyal person I
have you know the department would be
the same without you hey I'm so sorry
about the last year mom like I just got
this gift for you man just conned you
you know what today just leave already
go spend some time with your husband I
heard I'm so sorry I just really boom
that's leadership development those
small 8 minute conversation nine minute
walk three minute walk all of a sudden
everybody's doing that in your
organization
now you're getting thicker now you're
making real money how many stuff is just
kind of go like this to you or is it
stickiness any of this stuff making
sense yes no okay good so make continued
formulas simple you need the right story
you need the right team the right data
the right strategies then it's
predictable skill some of you guys have
the right story you don't know how to
tell it you got to figure out a better
way of telling your real story most
people don't know how to tell the real
story most people don't have the right
team a guy was asking me question if you
want to are you gonna send your kids to
college Patrick because you say college
is a scam how many guys think I want to
send my kids to college how many guys
say Pat's not gonna send this gift of
college what do you think okay if my kid
absolutely doesn't want to go to college
you think I'm gonna force him my
personality absolutely not
if my kid wants to go to college you
think I'm gonna have them go yes or what
yes or no but you know what I'm gonna
tell him up front I'm gonna say son
listen to me buddy
look bro in college a 2.0 GPA is the
same thing as 4.0 GPA normally gives a
they just want that certificate on the
wall okay but here's what you're gonna
do when you go to college you have to
befriend the richest parents kids
whoever in your class find out all their
last name and find out who their parents
are go befriend them
number two the person that's the
smartest kid that's tech and is a nerd
very weird as offensive sometimes
befriend him okay I'm gonna tell him
exactly who to befriend the Dean go take
care of the Dean go be good to these
people on the departments befriend all
these guys that are placing people in
companies because they can get you in
the Lord they can get you in Goldman
Sachs they can get you on log do all
this stuff buddy
that's what you're gonna be doing make
sense yes and then after college get
your degree so put it on the wall you
want to go be a lawyer do it you want to
get your MBA go for you want to go be
adapter whatever but make sure you build
a right team around you
because this right here is something
very few people talk about very few
people done let me tell you the right
team all day the right team is game over
any industry put the right team together
game over
all I'm teaching people is built the
right team so right story right team
right data you study right strategies
then you predictably scale constantly
over and over again so your next move
we're at the end I got two minutes left
you to wrap up you guys got one more day
here
I think Albert's got a surprise to make
to everybody here which is gonna be
interesting
he may or may not do it today he may do
it tomorrow tomorrow you guys got some
good speakers that he'll have back here
to speak to you guys but this entire
session of me speaking was for you to
think about your next what 15 moves 15
not just your next move your next 15
move so for some of you guys how many
guys want to stay in contact with us
stay close to us and communicate with us
here's what you got to do connect with
me text me directly here this is my text
I will respond back it's my text it just
may take a while
text me directly every time we have some
update stuff that we do this is off
value taming this is not just vitamins
stuff this is off value to me and things
that we do this is a way for us to stay
connected together typically when I do
keynotes I don't have a long time with
you but if you guys want to do something
with the vault
that's three four-day conference you can
find out about that we'll be launching
the location here soon and that's
something we do for three four days
where I'm going about things like this
from 8:00 in the morning till 9:00 at
night for three four days together
manual the whole nine that we do
together but I want to wrap up with this
part I want to wrap up with this part I
cannot tell you how much I respect
people who are great students who keep
their word who are disciplined who want
to commit to their family who in every
aspect of their life they want to
improve and everything I just explained
to you one time Albert and I were
speaking and I indirectly challenged
them in front of an audience and he knew
what it was but I didn't give his name
but he knows what it was if he ever
wants to say it he will if he doesn't he
doesn't have to so then I notice he
caught
and then he called me a couple months
later he says hey Pat I said hey what's
up he says when you said and I think you
even asked me about this a week ago I
think we talked 30 minutes ago like he
asked me a week ago right was it a week
ago I think it was a week ago he asked
me questions his Pat remember that one
thing you said six months ago or four
months ago I said yeah what about it
was that directed to me what was my
answer I said absolutely was and he says
you know what I've done the last four
months I said tell me and he give me
what he did for the last four months
he said Pat I got to tell you my life is
a whole different life man I've never
been this energized I've never been this
good at leading building all this kind
of never been like this before what is
the moral of the story this isn't for me
to pump up Albertus already an event but
he doesn't need to validate himself I
mean 2,000 people showed up here yeah
all these people so it's not like he
needs another validation I'm sharing
this with you because so many of you can
have that kind of a story the next 12 24
36 months and you are - we have social
media today's the great equalizer back
in the days only great fighters could
kill people at the moment it came out
with the gun a five foot woman 110
pounds can go against a guy like me
because it's the great equalizer today
Facebook YouTube Instagram snap all that
stuff combined together made the great
equalizer where you can go up against
celebrities where you can go up against
people that are TV where you can go up
against companies that are 20 30 40 50 a
hundred times bigger than you because
it's the great equalizer but you got to
take advantage of it he was a great
student who was disciplined he and his
wife work together very closely and look
at what they're built here together so
with that being said thank you so much
for your time guys appreciate you thank
you
[Applause]
[Music]