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Glad to be with you.

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Yeah, awesome.

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Well hey everyone, here we are.

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It is, yay, it's

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John Maxwell time, so excited.

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Who's excited?

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Who's fired up?

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Man, you know, last time you were

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with us,

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I'll be honest, I heard

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the topic and I'm like,

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okay, and then you of course

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blew my mind and I'm like,

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you know, it's similar. My pastor

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here in Naples,

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a lot of times I'll hear his topic and I'm like,

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I don't know that I need that one, but then he'll

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blow my mind, so I'm

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really excited. You always blow my mind

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John, I really appreciate you.

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Yeah, well thank you. I guess you can't determine

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a book by the cover,

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a lesson by the title,

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huh? That's right.

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And I know we also have

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Mark Cole with us, which is

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the, I don't know if I'm saying this correctly,

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but the CEO of Maxwell

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Enterprises.

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I don't know the proper term to use.

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Yep,

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that's right. Awesome.

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And we have, you know, our own,

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we have Rebecca, we have Sherry,

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and we have Aaron Miller, which I think

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helps with content, I believe.

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Okay, all right, I'm getting it right.

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And so, yeah, we're excited.

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I would love,

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you know, especially this Christmas season,

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if you'd be open to

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starting us off with a prayer, we'd really

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appreciate that.

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I think you're muted, John.

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You are muted.

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Andrew will

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unmute me.

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If I have to unmute me, I may

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stay muted because I know nothing about

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technology.

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Then you have to read lips for the whole lesson,

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and that's very hard. To read lips and take

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notes is very difficult, but when Andrew

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is with me, and we have a little problem,

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we'll fix it real quick, so thanks, Andrew.

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You can hear me now, can't you?

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Yes.

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And I want to say to all of you,

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I'll open in prayer, but I want to say

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to all of you, Merry Christmas, and

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have a Happy New Year, and

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I hope you have some great quality time

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with your family and

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good friends, and it is

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a significant season.

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And for people of faith,

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it's the most important season.

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It's a celebration of the birth of Christ.

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So, yeah, I'll be glad to pray. Thank you, Lord,

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for beautiful people

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who truly want to make a difference,

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and that's what you want them to do

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also. You created us with

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giftedness. You created

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us in your image. You created

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us to

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be salt and light, add value to people,

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make things better, make things brighter.

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So, we come into

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a lesson like this to learn, to grow,

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to improve our life.

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We come into a lesson like this

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not only for us to grow,

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but for us to pass it on to others

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and allow them to grow, because the Christmas

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story is one that you did not

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stay in isolation, but you came into

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this world, cared enough for

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us to live with us, teach

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us, die for us,

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resurrect. So, we thank

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you for who you are and what you mean to

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us and what you have done in our lives,

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and we ask your blessings on

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this lesson today,

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and thank you for everyone that's on it.

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Bless them, bless their families

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in every area.

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May they have a life

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that is abundant, a life

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that is improving, a life that is growing,

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a life that's bringing positive

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change for a future. We pray

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in your name. Amen.

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Amen. Thank you.

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Thank you. Thank you.

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I don't get the opportunity, usually at a mentoring

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session, to open in

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prayer. So, thank you very much.

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Can I go ahead

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and do a little teaching, and then we'll do

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some Q&A? Will that

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work for the team? Absolutely.

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Absolutely. And I won't prejudge

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the topic this time.

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Well,

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the topic is greatness.

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And what is greatness?

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And we hear a lot about

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it. And so, I

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love getting into what I call

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greatness conversations.

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And what I mean by that is I love to

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be with people, and sometimes I just ask,

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what do you think greatness is?

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And, you know,

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if you're talking to sports people,

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they'll start talking about teams.

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If it's baseball,

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they'll talk about the New York Yankees.

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They're known as maybe the greatest

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baseball team ever.

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If it's football, especially

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in the last several years, last two

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decades, they'll talk about the New England Patriots.

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And then they'll get into this

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greatness conversation. And if it's

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NBA basketball,

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is it Michael Jordan or is it

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LeBron James? I mean,

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who's the greatest of all time?

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If baseball, maybe

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Babe Ruth. Who knows? How about the

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Japanese guy that just signed

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a $700 million contract?

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That kind of blows my

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mind. I mean, that's just

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amazing. Anyway.

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If you're talking in the subject of leadership, which is really the thing I love, I mean,

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when you start talking about greatness, I mean, in our country, Abraham Lincoln probably

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was the greatest president we ever had.

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And I think his greatness comes out of the fact that he led us through the most difficult

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time we've had, a civil war, a divided country, you know, Mahatma Gandhi, who literally peacefully

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out and helped and led India out of British rule.

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And he did it in a peaceful way.

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In fact, he had such an influence not only on India, but the world that, you know, that's,

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you know, Martin Luther King, pretty much his style of leadership was completely adopted

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from Mahatma Gandhi.

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But you know, greatly, Mother Teresa, my gosh, Mother Teresa, she had no title.

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She had no position.

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She had a decade of being the most influential person in the entire world.

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And yet she wasn't in it.

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I mean, she had no, I mean, she was a nun in Calcutta, but she had no leadership position.

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But everybody would say, well, greatness was part of her life.

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You know, Winston Churchill, maybe, who?

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Winston Churchill may have been, wow, maybe, I don't know, maybe the greatest leader of

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the last century.

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But then you got to go look at Nelson Mandela and what he did.

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Now, what I'm doing is I'm just throwing out names.

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I'm trying to now just get us in our mind to picture greatness.

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Because greatness stands out.

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Greatness is way above great.

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Greatness doesn't need to be explained.

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People just realize it.

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I'm right now, this is fun.

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I'm just right now doing some writing and preparing a talk on what I call the 1% factor.

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And I'm just in love with this development of it.

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I'm learning.

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I'm growing.

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I'm asking questions.

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I'm getting mentored on it.

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But basically, the thesis is, how do you go from the 10%, top 10% in whatever line of

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work you're in?

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How do you go from being in the top 10% to getting to the 1%?

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And by 10%, if you really work hard and you use your strengths and your abilities and

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your giftedness, and you stay with the game, you can get into 10%.

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Every one of you on this mentoring call, you can get in the top 10%.

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And let me tell you what's great about the top 10%.

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What's great about the top 10% is once you get there, you make a very good living.

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Your family's taken care of, your needs are, I mean, pretty much that 10% will allow you

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to live the life that you really want to live.

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What's interesting is, and by the way, that's great.

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It's not greatness, but it's great.

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The challenge is that when you get to that 10%, it's because you have everything that

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you really want or need.

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The challenge is that you have no passion to get to the 1%.

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So people park on great because they're great.

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They're very good and they make good money and they have good influence.

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And so they just, 10% is a place, you know, people pull into the 10% parking lot and they

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just say, wow, you know, I never thought most of them get there.

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They never thought they'd ever get there anyway.

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It's kind of like they exceeded their expectations and look where I am now.

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And oh my gosh, this is huge.

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And I never thought I would be here.

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So what I'm working on right now and teaching and you know, Mark and Erin and I have a real

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project with the coaches that we have, and we're doing a thing called financial wisdom.

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I'm really trying to help them learn how to get to that 1%.

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Here's what's interesting is that it's great to be at 10%, but that's not greatness.

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Greatness separates itself from everyone else and gets to the 1%.

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And that 1% doesn't need to be described.

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It doesn't need to be introduced.

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When you're a 1%-er, people know you're a 1%-er.

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Now they don't define you as a 1%-er, I'm using a term here in a teaching setting that

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gives context to what greatness really is.

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But when I name these teams or when I named these people, they're all 1%-ers.

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And what's amazing about the 1% that I'm really working on is I'm working on two things.

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I'm working on, you see, you can get to the 10% on strengths.

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You just work hard and you're determined and you're focused and you have good strengths

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and you're gifted.

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So you can get to the 10% on strengths, but you can't get to the 1% without strategy.

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The 1%, you have to be highly strategic to get to the 1%.

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Because now you're not separating yourself out of the people pile,

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the people pile. When you get to the 10%, you already have separated yourself.

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You got now the people pile,

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but what you haven't gotten out is the greatness pile. There's a difference.

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So you get out of the people pile at 10%, but you don't get out of the great.

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So now at 10%, you've got a greatness pile. You got a great pile.

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You have a great pile.

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How do you get out of the great pile and get into the greatness pile,

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which gets you to that top, uh, that top 1%. And what, you know,

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what makes, what makes the great ones really great? Wow.

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It's talent. Yes, but it's more than talent. It's culture,

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but it's more than culture. It's, it's time. It takes a long time for this.

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I mean, this is not quick, but it, but it's even more than time.

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And so I'm, I'm just really personally, I'm, I'm,

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I'm doing personal inventory of my own life and,

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and where I am at 76 and realizing that, that I'm a, I'm a one percenter.

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And, and, and because I'm a one percenter, the returns are, uh,

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ridiculous. I, I, I can't even describe the returns now. It just, in fact,

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in fact, I'm just getting surprised to say, how could that happen? Well,

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it happens because, uh, I I've, I've lived a 10% life,

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but I've been very strategic and I'm going to just tease you because I'm

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working on this. Okay. So this isn't done.

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And so how I work on things is I, I teach them and,

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and throw out stuff and learn.

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I work on things by thinking and tweaking and I'm

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constantly kind of messing with what I do because,

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because I know this there's always, not only is there's always an answer,

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but there's always a better answer. Let me tell you something.

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If you don't think there's a better answer than what you have right now,

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you have no shot at greatness. That's a fact.

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I have no idea what you're doing, no idea,

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but I'm here to tell you, if you think you have found it,

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you are not a one percenter. One percenters are never satisfied.

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They, they never think that they were right. In fact,

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let me explain something to you.

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Their goal isn't to arrive. This is the big mess with people. Boy, I'm Aaron.

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I'm so glad you're on this call. I'm saying things I haven't said.

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I'm so glad you're on this call. Their goal isn't to, let me tell you something.

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If you're a 10 percenter in your thinking, your goal is to arrive.

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You're you say, here's the place I want my company to be.

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Here's where I would like to be. This is, this is what I see for myself.

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So you have a very much of a arrival type of a mindset.

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It's kind of like, if I could just do these six things and get there,

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if I could just accomplish this and have this kind of influence.

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So a 10 percenter loves arrival.

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They love completion. They love checking it off their list. Like, oh,

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I did that. Oh my gosh, I got that done.

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A one percenter has no checklist like that at all.

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They're not really that excited about what they've done.

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They're really, really excited about what they're doing and where they're going.

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And they just don't think in terms of I've arrived or,

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uh, I, I, you know, I, I'm, I crossed the line, finish line.

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And so greatness is always, um, striving.

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And let me tell you something.

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Greatness is always, um, striving. And let me just say this.

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Everyone else will describe the one percenter as greatness,

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but the one percenter really,

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I don't think usually looks in terms of themselves as greatness at all,

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because they didn't change great. They didn't,

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they didn't chart or put as a goal greatness.

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They put as a goal growing and learning and getting

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better and improving. And let me just say this,

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my greatest fulfillment in life, isn't arriving at anywhere.

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My greatest fulfillment of life is growing and learning and getting better and

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say, oh my gosh, look, look, look where this is going to take me. Look, look,

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look how far I've come. Look, look how, look what I'm learning. In fact,

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why I'm loving teaching. And I'm not even supposed to be teaching.

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I'm really teaching greatness. And I'm doing 1% on you really,

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really quickly here, but let me just say, but this is huge. And,

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and all of a sudden I'm beginning, it's starting to come for me. I I'm,

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I I'm starting to be,

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I'm going to be able to lay out for people strategically how to be a one

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percenter. It's going to take me a while, a few months, but see, I see,

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I don't even mind that. See, I have no desire for a quick answer.

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I love an evolving answer.

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Do you see that greatness doesn't really have a lot of

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markers. If I get this done, then I get this done. Then I get this done.

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It's not that it's naive.

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It's just that it's not moved by goal-setting and markers very much.

301
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It's moved by life change, transformation, and it's about a bigger life than what we

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have if we just kind of think it through and plan it through.

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For example, and I'll give you just one, then we're going to teach this great lesson because

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I got a wonderful lesson for you.

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I'm just practicing on you if it's okay.

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And by the way, let me say something.

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That's why my mentoring works with companies.

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I practice all the time with them.

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So they get fresh thinking.

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You don't want to have thoughts I've thought.

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You want to have thoughts I'm thinking.

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Did you see the difference?

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See, if I'm a lecturer or I'm a teacher, if I'm a professor, I'll give you thoughts I've

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thought.

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But if I am in greatness, I will give you thoughts I'm thinking.

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They're not even thought out yet.

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They're not even complete.

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They're not even fully formed.

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But can I tell you something?

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The growth in mentoring you'll have with me is you'll be part of the process of my thinking.

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That is a hundred times better than the thoughts I've thought.

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Because as you watch me do the process of thinking, it'll make you a better thinker.

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It will improve your life tremendously.

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I've always said, I really don't want my people to sit in front of me and hear me teach.

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But they do.

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I really want my people to sit beside me.

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When you sit beside me, it's a different game.

328
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Because when you sit beside me, I'm throwing stuff at you all the time.

329
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Here's what I'm thinking.

330
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Oh my gosh, what do you think?

331
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Do you think that works?

332
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I'm not sure.

333
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What would you do if it was in that situation?

334
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Now you are totally involved.

335
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You are immersed in a growing process with me because you're sitting beside me.

336
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That's a much higher mentoring level than me just to teach you what I know.

337
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What I know is good.

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In fact, what I know some of it is great.

339
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But how I'm knowing it is more important to you.

340
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How I'm thinking it is more important to you.

341
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What I am learning while I am teaching is much more important to you than what I have

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learned and then teach to you.

343
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So for example, I just discovered this about two weeks ago.

344
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And I'm on to greatness.

345
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I'm really getting it.

346
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You see, you get out of the people pile by being different.

347
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So in your business, the moment you do something unique, different, it gets you out of the

348
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people pile.

349
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And I tell people the first thing you want to do is get out of the people pile.

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When you get out of the people pile, you now are on the road to 10% because you got out

351
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of the people pile.

352
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The people pile is there are no 10% in the people pile.

353
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It's just a people pile.

354
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Okay.

355
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It's a mass of people.

356
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So you got to get out.

357
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And how do you get out of the people pile?

358
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You get out of the people pile by being different.

359
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And that'll get you on the road for 10%.

360
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But let me tell you something different.

361
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If you're different, somebody else can duplicate that.

362
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They can watch you and learn it and pretty well they can do it.

363
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Here's the difference.

364
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Distinction is a one percenter.

365
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Distinction means it can't be duplicated.

366
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It isn't going to happen.

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People are not going to get there and they're not going to get there because the quality

368
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of your work and the quantity of your work is so filled with excellence.

369
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Everything you do has excellence to it, but you also do so many things of excellent work.

370
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It's not quantity versus quality.

371
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This is the myth.

372
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It's quality.

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Everything that you do is quality, but you do many things that have the quantity that

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get the quality.

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The quantity you do has the quality.

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So for example, I don't mean this unkindly, but we're friends so I could be open with

377
00:19:04.220 --> 00:19:05.220
you.

378
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Who's going to duplicate me?

379
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Really?

380
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Are you going to write 90 books?

381
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Maybe you will.

382
00:19:13.460 --> 00:19:15.260
It's pretty hard to duplicate though.

383
00:19:15.260 --> 00:19:19.340
Are you going to speak 13,000 times in 103 countries?

384
00:19:19.340 --> 00:19:20.820
Maybe, I don't know.

385
00:19:20.820 --> 00:19:24.820
Pretty hard to duplicate.

386
00:19:24.820 --> 00:19:28.900
My friend Nito Q. Bain, who's mentoring me in this, if you ever go to High Point University,

387
00:19:28.900 --> 00:19:32.780
it's the most incredible university in America without any question.

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I take leaders on round tables to High Point, business people, and they walk out and they

389
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say, I've never seen anything like it.

390
00:19:38.300 --> 00:19:40.180
I've never been around a person like this.

391
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And when you go to High Point University, it's the most beautiful campus in the world.

392
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And when you go to High Point University, you'll see fountains everywhere because fountains

393
00:19:47.340 --> 00:19:50.500
bring life and fountains are about water and living.

394
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And there are 42 fountains on that campus.

395
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And there are 37 gardens on that campus.

396
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Most beautiful gardens you've ever seen in your life.

397
00:19:57.460 --> 00:19:58.460
And Nito just laughed.

398
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He said, people come to the campus.

399
00:20:00.000 --> 00:20:02.280
I say, I think I'll go home and build a fountain.

400
00:20:02.280 --> 00:20:03.280
He said, that's good.

401
00:20:03.280 --> 00:20:04.960
I think I'll go home and start a garden.

402
00:20:04.960 --> 00:20:07.360
That's wonderful.

403
00:20:07.360 --> 00:20:09.880
But they're not duplicating me.

404
00:20:09.880 --> 00:20:11.720
I'm so far ahead.

405
00:20:11.720 --> 00:20:13.260
They're not going to do 42 fountains.

406
00:20:13.260 --> 00:20:15.640
They're not going to do 37 gardens.

407
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That's 1%.

408
00:20:17.400 --> 00:20:20.080
That's 1%.

409
00:20:20.080 --> 00:20:23.200
Are they really going to duplicate Michael Jordan?

410
00:20:23.200 --> 00:20:25.120
Babe Ruth?

411
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That's 1%.

412
00:20:25.920 --> 00:20:29.160
So what you do is you get out of the people pile

413
00:20:29.160 --> 00:20:33.080
by being different, unique.

414
00:20:33.080 --> 00:20:37.400
And then you get to that 1% of greatness by being distinct.

415
00:20:37.400 --> 00:20:40.320
You take that uniqueness that was different,

416
00:20:40.320 --> 00:20:44.600
and you do it quality and quantity over time.

417
00:20:44.600 --> 00:20:46.960
And one day, you're at the 1%.

418
00:20:46.960 --> 00:20:48.960
Now, you don't go from 10% to 1%.

419
00:20:48.960 --> 00:20:51.400
You go from 10% to 9% to 8%.

420
00:20:51.400 --> 00:20:53.240
But every time you go up a percent,

421
00:20:53.240 --> 00:20:58.240
you expand great to greatness.

422
00:20:58.240 --> 00:21:02.080
And when you get to that 1%, you're greatness.

423
00:21:02.080 --> 00:21:05.480
So what makes the great ones great?

424
00:21:05.480 --> 00:21:06.040
Are you ready?

425
00:21:06.040 --> 00:21:07.360
Here we go.

426
00:21:07.360 --> 00:21:11.720
By the way, I've taught for 23 minutes.

427
00:21:11.720 --> 00:21:16.640
I didn't start the lesson, but I started the lesson.

428
00:21:16.640 --> 00:21:18.920
You see, I'm not a content person.

429
00:21:18.920 --> 00:21:21.640
If you're a content person, you don't understand this.

430
00:21:21.640 --> 00:21:24.320
You got a lesson, and you say, I got to go teach it.

431
00:21:24.320 --> 00:21:28.040
If you train and develop people,

432
00:21:28.080 --> 00:21:32.240
the lesson is in the conversation like we're having.

433
00:21:32.240 --> 00:21:33.280
So do I have a lesson?

434
00:21:33.280 --> 00:21:35.320
Yes, but I also have a lesson.

435
00:21:35.320 --> 00:21:37.440
And the lesson I gave you before the lesson

436
00:21:37.440 --> 00:21:40.200
is more important than the lesson I'm going to give you.

437
00:21:40.200 --> 00:21:42.120
Because the lesson I just gave you

438
00:21:42.120 --> 00:21:44.000
are things that I'm rolling around in my mind.

439
00:21:44.000 --> 00:21:46.120
I haven't even found the answer to a lot of them.

440
00:21:46.120 --> 00:21:47.720
I'm still discovering myself.

441
00:21:47.720 --> 00:21:50.760
But see, as a leader, it gives me great joy to tell you,

442
00:21:50.760 --> 00:21:51.760
I'm still learning.

443
00:21:51.760 --> 00:21:52.840
I haven't discovered this.

444
00:21:52.840 --> 00:21:57.000
Because what that does is that makes it achievable to you.

445
00:21:57.000 --> 00:21:58.280
Because you're saying, I'm still learning.

446
00:21:58.280 --> 00:21:59.400
I'm still growing.

447
00:21:59.400 --> 00:22:00.200
We connect.

448
00:22:00.200 --> 00:22:01.800
See, you get to sit beside me.

449
00:22:01.800 --> 00:22:04.840
The first lesson, you sit beside me.

450
00:22:04.840 --> 00:22:07.760
Now this lesson, you sit in front of me, and you take notes.

451
00:22:07.760 --> 00:22:10.000
And by the way, it's just terrific.

452
00:22:10.000 --> 00:22:13.320
But to understand, if you get a great mentor,

453
00:22:13.320 --> 00:22:17.440
a great mentor always has two lessons,

454
00:22:17.440 --> 00:22:20.960
the lesson that they can teach and the lesson

455
00:22:20.960 --> 00:22:22.640
that they're learning.

456
00:22:22.640 --> 00:22:24.360
And the lesson that they're learning

457
00:22:24.360 --> 00:22:26.600
is 10 to 1 more important to you

458
00:22:26.600 --> 00:22:28.680
than the lesson they can teach.

459
00:22:28.680 --> 00:22:30.040
Don't ever forget that.

460
00:22:30.040 --> 00:22:32.200
So when you mentor people, and develop people,

461
00:22:32.200 --> 00:22:35.360
and work with people, now this takes maturity.

462
00:22:35.360 --> 00:22:38.280
This takes, I mean, I've been doing this all, I'm 76.

463
00:22:38.280 --> 00:22:39.720
I've been doing this for a while.

464
00:22:39.720 --> 00:22:40.440
And I understand.

465
00:22:40.440 --> 00:22:42.920
I understand the dynamics of what

466
00:22:42.920 --> 00:22:45.160
the group really needs to achieve what

467
00:22:45.160 --> 00:22:47.040
they really want to achieve.

468
00:22:47.040 --> 00:22:51.880
And that's, if you sit beside a great leader,

469
00:22:51.880 --> 00:22:54.280
and you get in the process of learning, and listening,

470
00:22:54.280 --> 00:22:56.560
and asking questions, and interaction,

471
00:22:56.560 --> 00:22:59.840
there is growth there that can never come in lessons.

472
00:22:59.840 --> 00:23:02.000
Now, let me do the lesson.

473
00:23:04.640 --> 00:23:06.360
What makes the great ones great?

474
00:23:06.360 --> 00:23:09.440
Number one, how they think.

475
00:23:09.440 --> 00:23:14.440
The great ones think differently than the rest.

476
00:23:14.440 --> 00:23:18.200
Not smarter, just different in the thinking.

477
00:23:18.200 --> 00:23:20.760
And there are two thinking patterns

478
00:23:20.760 --> 00:23:23.120
they're constantly involved in.

479
00:23:23.120 --> 00:23:25.960
One is possibilities.

480
00:23:25.960 --> 00:23:30.640
They think continually of possibilities.

481
00:23:30.640 --> 00:23:32.440
By the way, the difference between a leader

482
00:23:32.440 --> 00:23:34.600
that's a 1% and a manager that isn't,

483
00:23:34.600 --> 00:23:39.040
is managers like to think about probabilities.

484
00:23:39.040 --> 00:23:42.040
Leaders like to think about possibilities.

485
00:23:42.040 --> 00:23:44.880
Managers want to make sure they have a place to land the plane.

486
00:23:44.880 --> 00:23:45.960
Nothing wrong with that, by the way.

487
00:23:45.960 --> 00:23:47.920
Hey, I want a place to land the plane, too.

488
00:23:47.920 --> 00:23:49.800
So there's nothing wrong with probabilities.

489
00:23:49.800 --> 00:23:51.040
But let me tell you something.

490
00:23:51.040 --> 00:23:55.160
If you're a probability person, you're not a 1%-er.

491
00:23:55.160 --> 00:23:56.680
Greatness is not going to be in you,

492
00:23:56.680 --> 00:23:59.920
because you're always going to look for the place to land.

493
00:23:59.920 --> 00:24:02.440
So managers are into probabilities.

494
00:24:02.440 --> 00:24:04.400
By the way, they get paid for probabilities.

495
00:24:04.400 --> 00:24:06.840
They get paid to make sure it happens.

496
00:24:06.840 --> 00:24:11.560
But greatness is possibilities.

497
00:24:11.560 --> 00:24:13.640
In 1970, I'm just a kid.

498
00:24:13.640 --> 00:24:14.320
Get the picture.

499
00:24:14.320 --> 00:24:15.720
I'm just a kid.

500
00:24:15.720 --> 00:24:18.360
And I'm a pastor.

501
00:24:18.360 --> 00:24:20.080
And I read a book by Robert Shuler,

502
00:24:20.080 --> 00:24:24.080
Move Ahead with Possibility Thinking.

503
00:24:24.080 --> 00:24:27.200
And on page 7, he said, the greatest churches

504
00:24:27.200 --> 00:24:29.680
have yet to be organized.

505
00:24:29.680 --> 00:24:31.960
And I read that statement.

506
00:24:31.960 --> 00:24:34.360
And I said, I'm going to do one of those.

507
00:24:34.360 --> 00:24:35.760
Sign me up.

508
00:24:35.760 --> 00:24:38.400
He got me with possibility.

509
00:24:38.400 --> 00:24:41.200
By the way, you can tell who's on your team

510
00:24:41.200 --> 00:24:44.760
and who's good if you get them by possibilities.

511
00:24:44.760 --> 00:24:47.160
So when you're a leader, and you've got your team together,

512
00:24:47.160 --> 00:24:50.120
and you start laying out possibilities to them,

513
00:24:50.120 --> 00:24:52.200
look who leans into possibilities.

514
00:24:52.200 --> 00:24:54.880
You'll find some people, when you start talking possibility,

515
00:24:54.880 --> 00:24:55.880
they're just leaning in.

516
00:24:55.880 --> 00:24:57.760
And you know, they can hardly wait

517
00:24:57.760 --> 00:25:01.280
to hear what you've got to say, because they're going.

518
00:25:00.000 --> 00:25:01.880
for the possibilities, and you'll

519
00:25:01.880 --> 00:25:04.920
see others that are just kind of holding back

520
00:25:04.920 --> 00:25:09.800
because their mind, their spirit doesn't have possibility

521
00:25:09.800 --> 00:25:13.280
capacity within it.

522
00:25:13.280 --> 00:25:16.360
Honestly, it's a great way to separate your players

523
00:25:16.360 --> 00:25:17.960
from your pretenders.

524
00:25:17.960 --> 00:25:20.800
But remember this, when I say possibilities,

525
00:25:20.800 --> 00:25:23.560
I mean, these three things are so simple,

526
00:25:23.560 --> 00:25:24.680
but they really work.

527
00:25:24.680 --> 00:25:27.280
I believe there's always an answer, always.

528
00:25:27.280 --> 00:25:29.520
So when people say, well, we've got a situation where

529
00:25:30.480 --> 00:25:33.680
there's no answer, I just look at them, I feel sorry for you.

530
00:25:33.680 --> 00:25:35.200
Can I tell you something?

531
00:25:35.200 --> 00:25:36.560
For you, there's no answer.

532
00:25:36.560 --> 00:25:38.360
You're already out of the game.

533
00:25:38.360 --> 00:25:39.980
You're not going to be a 10%, or you're

534
00:25:39.980 --> 00:25:44.160
going to be a 10% on the bottom of the pile.

535
00:25:44.160 --> 00:25:47.000
So when people say, well, I don't think that can happen,

536
00:25:47.000 --> 00:25:49.520
I immediately look at them, and if they don't think it can,

537
00:25:49.520 --> 00:25:50.800
but here's the problem.

538
00:25:50.800 --> 00:25:52.880
If you don't think it can happen, for you,

539
00:25:52.880 --> 00:25:54.120
it won't happen.

540
00:25:54.120 --> 00:25:55.240
Honest to God.

541
00:25:55.240 --> 00:25:58.000
You see, there are two worlds.

542
00:25:58.000 --> 00:26:03.000
One person thinks possibilities, and the other person

543
00:26:03.000 --> 00:26:04.520
sees problems.

544
00:26:04.520 --> 00:26:08.200
And if you don't think it can happen, here's what's sad to me.

545
00:26:08.200 --> 00:26:11.080
If you don't think it can happen for you,

546
00:26:11.080 --> 00:26:12.840
it can't happen for you.

547
00:26:12.840 --> 00:26:13.960
You just closed your world.

548
00:26:13.960 --> 00:26:16.200
You just shut the door.

549
00:26:16.200 --> 00:26:19.240
And that always bothers, because you all

550
00:26:19.240 --> 00:26:21.760
can live a better life, all of us, all of us.

551
00:26:21.760 --> 00:26:23.720
There's always an answer.

552
00:26:23.720 --> 00:26:27.960
But then here's what's incredible.

553
00:26:27.960 --> 00:26:30.740
There usually is more than one answer.

554
00:26:30.740 --> 00:26:32.000
There just is.

555
00:26:32.000 --> 00:26:34.440
So when you find the answer, I watch

556
00:26:34.440 --> 00:26:37.000
people get content with the answer.

557
00:26:37.000 --> 00:26:39.640
And while I'm content with the answer

558
00:26:39.640 --> 00:26:41.240
that I have until I find a better one,

559
00:26:41.240 --> 00:26:43.920
but I believe that there's always more than one answer,

560
00:26:43.920 --> 00:26:45.800
and I believe there's always a better answer.

561
00:26:45.800 --> 00:26:48.160
Now, when you think there are more than one answer,

562
00:26:48.160 --> 00:26:50.080
and you think there are better answers,

563
00:26:50.080 --> 00:26:52.440
you will never in your mind settle.

564
00:26:52.440 --> 00:26:56.480
And as leaders, you can't let your people settle.

565
00:26:56.480 --> 00:27:01.080
Because when they get happy, when they've arrived,

566
00:27:01.080 --> 00:27:03.200
the game's over.

567
00:27:03.200 --> 00:27:04.080
You can't move them.

568
00:27:04.080 --> 00:27:06.240
You're not a good enough leader.

569
00:27:06.240 --> 00:27:11.920
So they think possibilities, and they think win-win.

570
00:27:11.920 --> 00:27:19.440
They constantly are saying, what I want is for everybody to win.

571
00:27:19.440 --> 00:27:22.360
You see, if I win and you lose, and I keep inviting you

572
00:27:22.360 --> 00:27:24.040
to the table, I say, come on back to the table.

573
00:27:24.040 --> 00:27:25.680
Let's talk about what else we could do.

574
00:27:25.680 --> 00:27:27.720
And you think, the last three times I was with John,

575
00:27:27.720 --> 00:27:29.960
every time I came to the table, he won and I lost.

576
00:27:29.960 --> 00:27:32.200
There's a time when you don't want to come to the table

577
00:27:32.200 --> 00:27:33.560
with me.

578
00:27:33.560 --> 00:27:36.280
So here's the way this works.

579
00:27:36.280 --> 00:27:37.960
You've got to have personal wins.

580
00:27:37.960 --> 00:27:39.440
You've got to be able to say, I won,

581
00:27:39.440 --> 00:27:41.720
because that's where you get your confidence.

582
00:27:41.720 --> 00:27:45.160
But then you have to have what I call win-wins.

583
00:27:45.160 --> 00:27:49.560
And win-wins is not I won, but it's we won.

584
00:27:49.560 --> 00:27:52.640
And then leadership wins even is a little higher.

585
00:27:52.640 --> 00:27:54.960
It's where you win, I win.

586
00:27:54.960 --> 00:27:59.240
Leadership win is, I always let you win first.

587
00:27:59.240 --> 00:28:00.640
You know, we hear this expression.

588
00:28:00.640 --> 00:28:01.440
In fact, I did this.

589
00:28:01.440 --> 00:28:03.800
I used to use this expression until a few months ago,

590
00:28:03.800 --> 00:28:05.920
and I had a friend confront me with it.

591
00:28:05.920 --> 00:28:08.360
And I said, oh my gosh, thank you.

592
00:28:08.360 --> 00:28:09.000
You helped me.

593
00:28:09.000 --> 00:28:10.040
You just helped me.

594
00:28:10.040 --> 00:28:12.160
Because an expression I've used for many, many years

595
00:28:12.160 --> 00:28:13.400
is, I win, you win.

596
00:28:13.400 --> 00:28:14.480
I win, you win.

597
00:28:14.480 --> 00:28:15.200
I win, you win.

598
00:28:15.200 --> 00:28:16.400
And he looked at me one time.

599
00:28:16.400 --> 00:28:18.560
He said, John, I don't like the order.

600
00:28:18.560 --> 00:28:19.400
So what do you mean?

601
00:28:19.400 --> 00:28:22.000
He said, you should be saying, you win.

602
00:28:22.000 --> 00:28:23.680
I win.

603
00:28:23.680 --> 00:28:24.920
Put my win first.

604
00:28:24.920 --> 00:28:27.400
And as soon as he said that, I mean, it was so simple.

605
00:28:27.400 --> 00:28:29.680
It's just switching a word.

606
00:28:29.680 --> 00:28:31.160
But it's more than switching a word.

607
00:28:31.160 --> 00:28:33.120
It's switching a mindset.

608
00:28:33.120 --> 00:28:35.760
It's a big switch.

609
00:28:35.760 --> 00:28:37.760
It's a little switch, but it's a big switch.

610
00:28:37.760 --> 00:28:39.960
And by the way, it's a big switch if you're learning.

611
00:28:39.960 --> 00:28:42.440
It's not a switch at all if you're not learning.

612
00:28:42.440 --> 00:28:43.480
But he said, just don't.

613
00:28:43.480 --> 00:28:46.320
Just look at me and say, you win, I win.

614
00:28:46.320 --> 00:28:49.120
I've changed the vocabulary.

615
00:28:49.120 --> 00:28:52.440
And great wins are when you inspire others to win.

616
00:28:52.440 --> 00:28:56.800
They see you win, and they say, oh, I want to be like that.

617
00:28:56.800 --> 00:28:58.120
I really want to be that.

618
00:28:58.120 --> 00:28:59.840
Those are what I call great wins.

619
00:28:59.840 --> 00:29:03.960
So how they think, they think possibilities.

620
00:29:03.960 --> 00:29:06.160
They think win-win.

621
00:29:06.160 --> 00:29:09.360
What separates greatness from great?

622
00:29:09.360 --> 00:29:11.120
It's how they prepare.

623
00:29:11.120 --> 00:29:13.640
They think differently.

624
00:29:13.640 --> 00:29:17.880
They prepare differently.

625
00:29:17.880 --> 00:29:20.160
And what do they do?

626
00:29:20.160 --> 00:29:23.400
They prepare continually.

627
00:29:23.400 --> 00:29:28.160
Greatness is continual preparation.

628
00:29:28.160 --> 00:29:31.640
And there's two classes of people.

629
00:29:31.640 --> 00:29:34.360
There's the person who says, I will wait for the opportunity,

630
00:29:34.360 --> 00:29:37.200
then I'll prepare.

631
00:29:37.200 --> 00:29:38.640
That's not a one-percenter.

632
00:29:38.640 --> 00:29:40.760
And the other one says, I will get ready and find

633
00:29:40.760 --> 00:29:42.560
the opportunity.

634
00:29:42.560 --> 00:29:44.600
It's two different worlds.

635
00:29:44.600 --> 00:29:45.800
It's two types of thinking.

636
00:29:45.800 --> 00:29:47.280
It's two different statements.

637
00:29:47.320 --> 00:29:52.280
But it's going to take you to places where you've never been.

638
00:29:52.280 --> 00:29:54.520
It was Joe Frazier who said, champions do not

639
00:29:54.520 --> 00:29:55.960
become champions in the ring.

640
00:29:55.960 --> 00:29:57.680
He was a boxer.

641
00:29:57.680 --> 00:29:59.000
He said, they're just merely.

642
00:29:59.000 --> 00:29:59.600
I love this.

643
00:29:59.600 --> 00:30:01.240
He said, they're.

644
00:30:00.000 --> 00:30:02.760
merely recognized as champions in the ring.

645
00:30:02.760 --> 00:30:05.480
They become champions by their daily routine.

646
00:30:05.480 --> 00:30:06.320
What's he saying?

647
00:30:06.320 --> 00:30:07.280
He says you just prepare.

648
00:30:07.280 --> 00:30:09.400
You just constantly prepare.

649
00:30:10.480 --> 00:30:12.680
Now, watch this.

650
00:30:12.680 --> 00:30:13.560
Preparation.

651
00:30:14.680 --> 00:30:17.900
The person who starts first usually wins.

652
00:30:19.640 --> 00:30:22.180
But when you put practice with preparation,

653
00:30:23.160 --> 00:30:24.840
the person who starts first

654
00:30:24.840 --> 00:30:28.760
and continually practices always wins.

655
00:30:28.760 --> 00:30:29.960
There's a big difference.

656
00:30:30.960 --> 00:30:33.840
So preparing gets me started ahead of others

657
00:30:33.840 --> 00:30:34.900
when opportunity comes.

658
00:30:34.900 --> 00:30:36.140
It's too late to prepare.

659
00:30:36.140 --> 00:30:38.320
But when I put practice with preparation,

660
00:30:38.320 --> 00:30:40.800
this is a whole new game.

661
00:30:40.800 --> 00:30:43.960
And great people, they prepare continually

662
00:30:43.960 --> 00:30:47.120
and they prepare smart.

663
00:30:48.120 --> 00:30:49.160
And I don't know.

664
00:30:49.160 --> 00:30:51.080
Probably smart's not the right word here, Aaron.

665
00:30:51.080 --> 00:30:54.240
I put it, not you, but I don't know.

666
00:30:54.240 --> 00:30:56.120
I think smart kind of throws us off.

667
00:30:56.120 --> 00:30:58.360
I think we think that means they're more intelligent

668
00:30:58.360 --> 00:30:59.840
and that isn't what I mean at all.

669
00:31:00.680 --> 00:31:02.400
They're more strategic.

670
00:31:02.400 --> 00:31:04.080
They think strategically.

671
00:31:05.600 --> 00:31:08.000
Again, when I learned the priorities,

672
00:31:08.000 --> 00:31:10.660
the Pareto principle, it changed my life.

673
00:31:11.640 --> 00:31:14.480
I realized then activity is not necessarily accomplishment.

674
00:31:14.480 --> 00:31:15.600
The day I learned Pareto,

675
00:31:15.600 --> 00:31:18.840
I never became impressed by how hard a person worked.

676
00:31:18.840 --> 00:31:19.920
Because I had people work hard

677
00:31:19.920 --> 00:31:22.520
and they're not successful at all.

678
00:31:22.520 --> 00:31:24.200
So when I hear people say, well, you gotta work harder.

679
00:31:24.200 --> 00:31:27.240
I said, nah, I think you probably ought to work smarter.

680
00:31:27.240 --> 00:31:28.840
I think you ought to be a lot more strategic

681
00:31:28.880 --> 00:31:30.040
with what your time is.

682
00:31:30.040 --> 00:31:32.360
Activity is not necessarily accomplishment.

683
00:31:32.360 --> 00:31:35.920
And what I know is that people that do really well,

684
00:31:35.920 --> 00:31:38.360
what they do is they prepare continually

685
00:31:38.360 --> 00:31:39.920
and they prepare strategically.

686
00:31:39.920 --> 00:31:41.560
They prepare start.

687
00:31:41.560 --> 00:31:42.720
Now, how do they work?

688
00:31:42.720 --> 00:31:43.560
How do they work?

689
00:31:43.560 --> 00:31:45.880
Okay, here's the difference here.

690
00:31:45.880 --> 00:31:46.720
How do they work?

691
00:31:46.720 --> 00:31:49.920
Well, great people, people of greatness,

692
00:31:49.920 --> 00:31:51.300
they work passionately.

693
00:31:52.720 --> 00:31:57.720
They just, to them, there is no fun like work.

694
00:31:58.880 --> 00:31:59.720
Wow.

695
00:32:00.960 --> 00:32:02.040
You know, see most people,

696
00:32:02.040 --> 00:32:04.920
there's a big difference between work and play.

697
00:32:04.920 --> 00:32:06.000
Work is what I have to do.

698
00:32:06.000 --> 00:32:07.400
Play is what I want to do.

699
00:32:07.400 --> 00:32:10.280
With greatness of people, there is no difference at all.

700
00:32:10.280 --> 00:32:15.080
I look at my life and I think, I don't know.

701
00:32:15.080 --> 00:32:17.600
I don't know whether when I play, I'm working

702
00:32:17.600 --> 00:32:19.760
and when I'm working, I'm playing.

703
00:32:19.760 --> 00:32:23.760
And honest to God, I can't figure it out.

704
00:32:23.760 --> 00:32:25.080
I can't figure out.

705
00:32:25.080 --> 00:32:26.720
Somebody said, are you working today?

706
00:32:26.720 --> 00:32:28.280
Well, yeah, I guess I'm working.

707
00:32:28.720 --> 00:32:30.040
I'm doing a mentoring session with you,

708
00:32:30.040 --> 00:32:30.880
so I guess I'm working,

709
00:32:30.880 --> 00:32:33.240
but I don't really feel like I'm working.

710
00:32:33.240 --> 00:32:35.000
I'd rather do a mentoring session with you

711
00:32:35.000 --> 00:32:37.360
than go tee it up somewhere.

712
00:32:37.360 --> 00:32:38.800
I mean, this is fun.

713
00:32:38.800 --> 00:32:41.360
So I'm not a workaholic, I'm a workahfrolic.

714
00:32:42.320 --> 00:32:44.000
And so when people say,

715
00:32:44.000 --> 00:32:45.800
you know, John, you need to quit working so hard,

716
00:32:45.800 --> 00:32:49.440
I look at them and I say, do not put your life on me.

717
00:32:49.440 --> 00:32:51.560
Dear God, just because you're bored with it

718
00:32:51.560 --> 00:32:53.720
and don't like your work, I'm not gonna take that.

719
00:32:53.720 --> 00:32:55.560
Stay away from me.

720
00:32:55.560 --> 00:32:57.560
I'm not gonna let you have that.

721
00:32:57.560 --> 00:33:00.640
I mean, that's your problem, it's not my problem.

722
00:33:00.640 --> 00:33:03.920
I, you know, I don't have this thing,

723
00:33:03.920 --> 00:33:07.200
I've got to work today, but I work.

724
00:33:07.200 --> 00:33:09.280
So I guess it's work, I don't know.

725
00:33:09.280 --> 00:33:10.960
I can't figure it out.

726
00:33:10.960 --> 00:33:12.520
It's just, I don't separate.

727
00:33:12.520 --> 00:33:14.080
I feel like Warren Buffett.

728
00:33:14.080 --> 00:33:14.920
What did he say?

729
00:33:14.920 --> 00:33:17.440
He said, I tap dance to work every day.

730
00:33:17.440 --> 00:33:20.280
Okay, start tap dancing.

731
00:33:20.280 --> 00:33:21.920
And by the way, is there anything worse

732
00:33:21.920 --> 00:33:24.400
than working with people that don't like their job?

733
00:33:24.400 --> 00:33:25.760
Dear God.

734
00:33:25.760 --> 00:33:27.120
By the way, I don't carry those people.

735
00:33:27.600 --> 00:33:28.880
I don't try to bring people along.

736
00:33:28.880 --> 00:33:30.560
People say, well, how do you bring people on

737
00:33:30.560 --> 00:33:31.600
who don't wanna do something?

738
00:33:31.600 --> 00:33:32.440
I don't bring them along.

739
00:33:32.440 --> 00:33:33.600
I try to get rid of them.

740
00:33:33.600 --> 00:33:34.960
I suggest they quit.

741
00:33:34.960 --> 00:33:38.000
You know, I give them a parachute and say, take a jump.

742
00:33:38.000 --> 00:33:38.840
Would you?

743
00:33:38.840 --> 00:33:41.680
You know, who wants to hit the ball and, you know,

744
00:33:41.680 --> 00:33:43.280
drag Charlie, hit the ball and drag him.

745
00:33:43.280 --> 00:33:44.440
Just after all, just hit Charlie.

746
00:33:44.440 --> 00:33:46.840
Charlie's the problem.

747
00:33:46.840 --> 00:33:49.160
Charlie, Charlie will wear you out.

748
00:33:49.160 --> 00:33:50.240
He'll wear you out.

749
00:33:51.960 --> 00:33:53.360
And let me just say this.

750
00:33:54.360 --> 00:33:56.520
When they work with passion,

751
00:33:57.960 --> 00:33:59.400
they work with great energy.

752
00:34:01.240 --> 00:34:04.760
Passion and energy go together.

753
00:34:04.760 --> 00:34:07.800
You have never seen a highly passionate person

754
00:34:07.800 --> 00:34:08.760
low on energy.

755
00:34:09.760 --> 00:34:11.679
And you've never seen a person without passion

756
00:34:11.679 --> 00:34:12.679
high on energy.

757
00:34:12.679 --> 00:34:14.800
So when people say, are they a high energy person?

758
00:34:14.800 --> 00:34:18.000
Sometimes I say, well, are they a high passion person?

759
00:34:18.000 --> 00:34:19.679
And they not only work with passion,

760
00:34:19.679 --> 00:34:21.440
but they work together.

761
00:34:21.440 --> 00:34:22.719
They work together.

762
00:34:23.600 --> 00:34:26.280
Greatness understands that one is too small of a number

763
00:34:26.280 --> 00:34:27.760
to achieve greatness.

764
00:34:27.760 --> 00:34:29.159
It just doesn't.

765
00:34:29.159 --> 00:34:31.159
Okay, I got to get into the question queue.

766
00:34:31.159 --> 00:34:32.639
I'm talking too long here.

767
00:34:32.639 --> 00:34:34.639
Let me just, let me give you one more quick thought

768
00:34:34.639 --> 00:34:37.520
and then give me 60 seconds and we'll get into it.

769
00:34:37.520 --> 00:34:38.639
We'll do Q and A here.

770
00:34:38.639 --> 00:34:40.199
I want to be able to serve you.

771
00:34:41.880 --> 00:34:43.520
How they live is different.

772
00:34:43.520 --> 00:34:48.280
Greatness, the 1%, the 10%, they live differently.

773
00:34:48.280 --> 00:34:52.000
The people of greatness, they live with humility.

774
00:34:52.920 --> 00:34:54.159
They just really do.

775
00:34:55.320 --> 00:34:58.880
And humility doesn't mean I think less of myself.

776
00:34:58.880 --> 00:35:00.120
It just means that.

777
00:35:00.000 --> 00:35:06.920
I think of myself less, as far as time, I don't diminish myself, but humility means

778
00:35:06.920 --> 00:35:15.000
knowing and using your strength for the benefit of others and the behalf of a higher purpose.

779
00:35:15.000 --> 00:35:16.000
Humility is teachability.

780
00:35:16.000 --> 00:35:28.720
You have this teachability, and then they live with significance, wow, success is my

781
00:35:28.720 --> 00:35:31.480
accomplishment, significance is what I do to help you.

782
00:35:31.480 --> 00:35:36.920
I'm doing significance today, I'm helping you, I'm adding value, I'm mentoring you.

783
00:35:36.920 --> 00:35:40.840
And significance is about others, success is about me.

784
00:35:40.840 --> 00:35:47.480
Success is about my net worth, significance is how do I help you do better financially,

785
00:35:47.480 --> 00:35:54.080
is your life better because I've come into your life, am I a plus in your life?

786
00:35:54.080 --> 00:35:56.080
Significance is just about others.

787
00:35:56.080 --> 00:36:01.800
So anyway, that's greatness, I really slid through a lot of the last points because

788
00:36:01.800 --> 00:36:07.000
I was doing a teaching before I did the teaching, so anyway, I would ask you to forgive me,

789
00:36:07.000 --> 00:36:10.280
but I wouldn't ask you to forgive me because that first part was great, I know it was,

790
00:36:10.280 --> 00:36:14.800
and it helped you tremendously, so why would you forgive greatness?

791
00:36:14.800 --> 00:36:19.080
I mean, you don't forgive greatness, you're kind of grateful for greatness, aren't you?

792
00:36:19.080 --> 00:36:23.600
So anyway, I love teaching, I love watching you, you're just taking notes, you're smiling,

793
00:36:23.600 --> 00:36:30.120
you're leading in, I mean, what beautiful people you have in your group, I mean, be

794
00:36:30.120 --> 00:36:31.120
proud, be very proud.

795
00:36:31.120 --> 00:36:32.120
Okay, I'm done.

796
00:36:32.120 --> 00:36:33.120
Do it now.

797
00:36:33.120 --> 00:36:34.120
Yeah.

798
00:36:34.120 --> 00:36:39.880
We are, and that was awesome, thank you so much, that was absolute greatness.

799
00:36:39.880 --> 00:36:44.280
Two quick things, and then we'll, you know, if you have a question, raise your hand and

800
00:36:44.280 --> 00:36:45.280
we'll get to some questions.

801
00:36:45.280 --> 00:36:52.640
One, I like how you said, well, I liked all that you said, but one thing that popped up

802
00:36:52.680 --> 00:37:01.960
was, you know, the one percenters don't wait to prepare, and last week we did a, or I ran

803
00:37:01.960 --> 00:37:07.360
a speaking workshop, a speaker transformation workshop, and a lot of people came to that

804
00:37:07.360 --> 00:37:14.440
not knowing what they were going to talk about, not having been invited on stages, not having

805
00:37:14.440 --> 00:37:18.320
figured out their target market or any of that kind of stuff, so I just want to commend

806
00:37:18.320 --> 00:37:23.320
them for doing that, because a lot of people came there and in a very quick fashion got

807
00:37:23.320 --> 00:37:27.760
some things figured out, and so I just, it really rings true to what you're saying.

808
00:37:27.760 --> 00:37:32.000
They weren't waiting for a stage invite to get better at speaking, they were working

809
00:37:32.000 --> 00:37:33.300
on their speech now.

810
00:37:33.300 --> 00:37:38.760
They weren't waiting for the opportunity to then say, I'm going to prepare, that's a good,

811
00:37:38.760 --> 00:37:41.640
you just underlined that really well for me, thank you.

812
00:37:42.160 --> 00:37:51.120
And then a question that I'm going to throw out there that I think a lot of people in at least

813
00:37:51.120 --> 00:37:58.800
the network marketing space deal with is, you know, this is, you know, in network marketing,

814
00:37:58.800 --> 00:38:04.520
you're, you know, you're a volunteer army, right, and you have your team and constantly

815
00:38:04.520 --> 00:38:07.000
wanting them to grow.

816
00:38:07.000 --> 00:38:13.560
What are some suggestions you might have for leaders in their team that have arrived, that

817
00:38:13.560 --> 00:38:18.960
aren't showing up with hunger or desire, have hit their whatever, six figures or seven figures

818
00:38:18.960 --> 00:38:24.800
or whatever, and they just no longer have that high level of desire that they once had?

819
00:38:24.800 --> 00:38:30.960
Well, it's a great question, and what makes it a great question is, I think leading volunteers

820
00:38:30.960 --> 00:38:36.960
is much more challenging than leading people that are on your payroll.

821
00:38:36.960 --> 00:38:42.480
I always felt that if you can lead a volunteer organization, you're an ultimate leader because

822
00:38:42.480 --> 00:38:44.000
they don't have to follow.

823
00:38:44.000 --> 00:38:47.240
They can quit anytime they want to, I mean, if they want to say, I don't want to play

824
00:38:47.240 --> 00:38:51.480
the game today, they can leave, I mean, you have no leverage, you're not, you know, it's

825
00:38:51.480 --> 00:38:53.880
not like, oh, I'm going to lose a paycheck here.

826
00:38:53.880 --> 00:39:00.000
So I think when you lead volunteers, it's a higher leadership challenge, and my answer

827
00:39:00.000 --> 00:39:04.240
is very simple.

828
00:39:04.240 --> 00:39:10.160
When you have people that settle, which you'll have the mass settle, not, if you don't settle,

829
00:39:10.160 --> 00:39:14.840
if you have, you know, if you have 50 people on your team, you've got 47 that want to settle.

830
00:39:14.840 --> 00:39:19.760
They want to get to whatever that income level is they want to settle.

831
00:39:19.760 --> 00:39:25.640
When you see them start into plateau or flatten out, that's when you look at them, you have

832
00:39:25.640 --> 00:39:30.760
a private conversation with them and say, you say, it seems to me, and maybe I'm wrong

833
00:39:30.760 --> 00:39:36.800
here, but it seems to me that you seem to be now comfortable and you're settling.

834
00:39:36.800 --> 00:39:39.560
And then I asked him, I said, am I, am I reading this right?

835
00:39:39.560 --> 00:39:44.320
You know, or is there something, maybe I'm just, maybe I'm something, I'm missing something.

836
00:39:44.320 --> 00:39:45.640
Here's what I know.

837
00:39:45.640 --> 00:39:49.960
When you're trying to discover something, you don't discover it by making statements

838
00:39:49.960 --> 00:39:51.540
and direction.

839
00:39:51.540 --> 00:39:58.160
You discover it by asking questions, honestly, just ask the question.

840
00:39:58.160 --> 00:40:00.020
And sometimes they'll say, well, no, no, I haven't.

841
00:40:00.000 --> 00:40:02.940
settled at all. And then you say, well, I thought maybe so,

842
00:40:02.940 --> 00:40:05.780
because for the last three years, your income has been the same. You know,

843
00:40:05.780 --> 00:40:07.260
you haven't built the, you know,

844
00:40:07.380 --> 00:40:11.580
so I was just kind of looking at the numbers and thought maybe that you had

845
00:40:11.580 --> 00:40:14.820
settled. What, what would cause the numbers to be flat?

846
00:40:14.820 --> 00:40:18.740
Now, if you haven't settled, do you see how it never ends?

847
00:40:18.900 --> 00:40:21.980
I'm a master at asking. Listen, let me encourage you all.

848
00:40:22.260 --> 00:40:25.140
When I was a young leader, I was terrible. I didn't ask questions.

849
00:40:25.340 --> 00:40:28.440
I just saw the mountain. I had passion. I had energy.

850
00:40:28.620 --> 00:40:31.740
I had no patience with anybody. I said, this is where we're going.

851
00:40:31.740 --> 00:40:34.300
If you want on the train, get on it. If you don't, it's okay with me.

852
00:40:34.500 --> 00:40:36.380
And I was a direction leader.

853
00:40:37.140 --> 00:40:39.100
If I could change anything about my leadership,

854
00:40:39.240 --> 00:40:42.980
when I think of where I am today, I wish I didn't have anybody. I,

855
00:40:43.260 --> 00:40:45.100
the thing I'll tell you what I miss more than anything else.

856
00:40:46.140 --> 00:40:49.060
I wish I'd had somebody go before me that could have helped me as much as I

857
00:40:49.060 --> 00:40:52.020
help people. I, I just wish I had, I would,

858
00:40:52.080 --> 00:40:55.140
I wish I'd had more people, more resources, but I want to tell you something.

859
00:40:55.960 --> 00:40:58.120
If I could have learned to ask questions younger,

860
00:40:58.920 --> 00:41:02.000
my leadership would have even been much more effective,

861
00:41:02.600 --> 00:41:06.120
but the bottom line, because it's a great question and the bottom,

862
00:41:06.240 --> 00:41:11.120
and the bottom line is very simple. The bottom line is, as you look at this,

863
00:41:11.880 --> 00:41:13.520
when you ask the questions,

864
00:41:13.720 --> 00:41:18.600
you make them discover where they are and you make

865
00:41:18.600 --> 00:41:21.520
them even more important, tell you where they are.

866
00:41:22.020 --> 00:41:25.620
And there is something life-changing about when I look at you and say, well,

867
00:41:25.620 --> 00:41:28.540
yeah, I flattened out for the last three years. Yeah.

868
00:41:28.700 --> 00:41:33.100
My numbers aren't any better. I I've not built a team because now

869
00:41:33.700 --> 00:41:35.740
ownership can only be given.

870
00:41:35.940 --> 00:41:40.060
If a person is aware and speaks to that awareness,

871
00:41:40.540 --> 00:41:43.500
then you have a chance of getting to own something. If, if,

872
00:41:43.580 --> 00:41:47.300
if you can't get them that far, they don't own it. So what do you do? You do,

873
00:41:47.300 --> 00:41:51.140
you do what I'm saying right now. And you'll get, you'll get, you know,

874
00:41:51.200 --> 00:41:54.280
again, it's a, it's a percentage. It's a percent. Listen,

875
00:41:54.400 --> 00:41:56.120
if you do it really good, like I do it,

876
00:41:56.240 --> 00:42:00.400
you still only get about 10% of them off their butt. You know, you know,

877
00:42:00.400 --> 00:42:02.840
most of them are going to just stay right. You know, it goes back to,

878
00:42:03.040 --> 00:42:06.240
we're supposed to leave footprints in the sand of time, not butt prints, but,

879
00:42:06.400 --> 00:42:09.080
but, but most people, they major in butt prints that, you know, they're just,

880
00:42:09.080 --> 00:42:11.560
you know, what do you, what do you do? Well, I'm a butt print person.

881
00:42:12.000 --> 00:42:16.280
And so what I'm saying to you is, so when you get into this game,

882
00:42:16.360 --> 00:42:20.120
understand you don't have a lot of wins, but I tell people all the time,

883
00:42:20.180 --> 00:42:24.540
you don't need a lot of wins. You just need some wins. You know, if so, if I'm,

884
00:42:24.580 --> 00:42:28.300
if I'm talking to 50 people and I can move five people, I move five people.

885
00:42:28.820 --> 00:42:31.100
But can I tell you something? If I wouldn't have talked to 50,

886
00:42:31.100 --> 00:42:32.020
I couldn't move five.

887
00:42:32.180 --> 00:42:34.660
This is where the big miss is because I don't know.

888
00:42:34.760 --> 00:42:38.060
I got to knock on the door and see who answers and how they answer.

889
00:42:38.380 --> 00:42:39.340
And so therefore you got to,

890
00:42:39.380 --> 00:42:42.500
you got to go after all of them privately in the right way,

891
00:42:42.540 --> 00:42:46.100
asking questions to get some of them. And this is again, the big miss.

892
00:42:46.260 --> 00:42:47.820
So I said, well, you know, I, I did,

893
00:42:47.820 --> 00:42:50.720
I talked about seven or eight people and honest to God, I didn't move any.

894
00:42:50.760 --> 00:42:52.920
And well, of course you didn't move in him. You just talked to seven or eight.

895
00:42:53.040 --> 00:42:55.440
If you had 50 that aren't moving, you're not done yet,

896
00:42:56.160 --> 00:43:00.360
but it's amazing how quickly leaders will

897
00:43:00.400 --> 00:43:05.240
allow the response of a person to affect how they lead that

898
00:43:05.240 --> 00:43:09.000
person. I'm always kind of amazed by this. It's kind of like, Oh,

899
00:43:09.320 --> 00:43:12.320
I thought I was a leader, but I guess you're the leader because now I'm allowing

900
00:43:12.320 --> 00:43:16.720
what you say to me to affect how I lead you. Ooh, I think I became the follower.

901
00:43:16.860 --> 00:43:21.540
I think you're the leader. Now I have a whole talk and I can't get into it.

902
00:43:21.540 --> 00:43:23.380
Now on things I will not give away.

903
00:43:23.860 --> 00:43:26.780
And one thing I'm not going to give away with people is leadership.

904
00:43:27.740 --> 00:43:29.900
I I'm not going to one day,

905
00:43:30.020 --> 00:43:31.740
turn it around because they're not moving.

906
00:43:31.740 --> 00:43:34.180
Like I wanted to move and I'm going to be the follower and they're going to be

907
00:43:34.180 --> 00:43:38.020
the leader that didn't go to happen. So anyway, I think that,

908
00:43:38.020 --> 00:43:39.540
I hope I answered that well for you, but

909
00:43:42.500 --> 00:43:45.780
so good. I need to hear that. Let's go. Thank you. Thank you.

910
00:43:45.780 --> 00:43:47.400
Let's go to Richard and Mary.

911
00:43:48.920 --> 00:43:49.760
Hi, John.

912
00:43:50.760 --> 00:43:55.240
I have a burning question from 10 years ago that I think a lot of people will

913
00:43:55.260 --> 00:43:59.360
have. I hear you say that you file every day.

914
00:43:59.480 --> 00:44:03.640
I have piles of notebooks and journals of trainings like this,

915
00:44:03.680 --> 00:44:05.520
that I've gotten lots of content.

916
00:44:05.560 --> 00:44:10.240
How do you file your information so that you can quickly access it?

917
00:44:10.280 --> 00:44:12.360
And maybe Mark might have more insight. I don't know.

918
00:44:12.500 --> 00:44:15.420
Well, Mark and Aaron, both would have big insight,

919
00:44:15.420 --> 00:44:19.900
but let me just show you since I have my iPhone out here. Um,

920
00:44:20.660 --> 00:44:25.300
uh, I mean, I I'll do my best here. So, so I have here, I have,

921
00:44:25.740 --> 00:44:30.060
Oh, I have 500 things filed on my iPad on different things,

922
00:44:30.380 --> 00:44:35.500
but I I'll take you to, uh, Oh my gosh. I'll, I'll, I'll, I'll take it.

923
00:44:35.540 --> 00:44:40.300
Okay. I'll take you to quotes. Okay. Okay. You, you can't see this.

924
00:44:42.900 --> 00:44:48.220
But I have hundreds of quotes here. I mean, where do I start a hundreds of quotes

925
00:44:48.620 --> 00:44:51.900
because every day I file, but all these quotes I have,

926
00:44:51.900 --> 00:44:55.100
they're different subjects, but now I'm just stopped it. Oh my gosh. I got it.

927
00:44:55.340 --> 00:45:00.020
I got a code on adversity. The most painful breakdowns can lead.

928
00:45:00.000 --> 00:45:01.940
to your most powerful breakthroughs.

929
00:45:01.940 --> 00:45:03.120
Oh my, that was good.

930
00:45:03.120 --> 00:45:04.920
I got a quote on problems here.

931
00:45:04.920 --> 00:45:08.400
I'm not the problem and you're not the problem.

932
00:45:08.400 --> 00:45:11.000
It's us going in against the problems.

933
00:45:11.000 --> 00:45:12.360
That's Jamie currently.

934
00:45:12.360 --> 00:45:15.240
Okay, everything has a heading.

935
00:45:15.240 --> 00:45:17.120
Every quote has a heading.

936
00:45:17.120 --> 00:45:19.380
So if it's a growth quote, it says growth.

937
00:45:19.380 --> 00:45:21.560
If it's a relationship growth quote,

938
00:45:21.560 --> 00:45:23.680
if it's a love quote, it says love.

939
00:45:23.680 --> 00:45:26.440
Then what I do, so you give it a heading.

940
00:45:26.440 --> 00:45:30.160
Then what you do is you go to search in your quote thing.

941
00:45:30.160 --> 00:45:31.480
And if I want quotes on love,

942
00:45:31.480 --> 00:45:33.120
all I gotta do is put love in.

943
00:45:33.120 --> 00:45:37.040
And every quote I have on that subject comes up to me.

944
00:45:38.260 --> 00:45:39.900
See, the number one time waster

945
00:45:39.900 --> 00:45:41.700
is looking for things that are lost.

946
00:45:42.720 --> 00:45:44.200
And the reason we look for things that are lost

947
00:45:44.200 --> 00:45:46.000
is we don't have a strategy to put them

948
00:45:46.000 --> 00:45:47.700
in the right place the first time.

949
00:45:48.640 --> 00:45:50.860
And so therefore, when I read,

950
00:45:50.860 --> 00:45:53.200
I wouldn't know how to read a book

951
00:45:53.200 --> 00:45:54.800
without this right beside me.

952
00:45:54.800 --> 00:45:56.300
And when I see a good thought,

953
00:45:57.140 --> 00:45:58.900
I stop and I put a title for that thought

954
00:45:58.900 --> 00:46:00.180
and I put the quote in it.

955
00:46:00.180 --> 00:46:02.540
Or if it's a good idea, I put it under ideas.

956
00:46:02.540 --> 00:46:04.480
And so they're all here.

957
00:46:04.480 --> 00:46:05.580
They're all here.

958
00:46:05.580 --> 00:46:08.420
And then I shoot them out to Erin and Linda,

959
00:46:08.420 --> 00:46:09.420
my executive assistant.

960
00:46:09.420 --> 00:46:12.020
Erin, because she's, every couple of months,

961
00:46:12.020 --> 00:46:14.580
I'll shoot them 100 quotes or 150 quotes.

962
00:46:14.580 --> 00:46:17.540
Just like, and by the way, she'll shoot me quotes.

963
00:46:17.540 --> 00:46:19.580
Erin gave me a fabulous quote for my book

964
00:46:19.580 --> 00:46:23.340
on high road leadership two days ago.

965
00:46:23.340 --> 00:46:25.440
And I've already got, and so I immediately,

966
00:46:25.440 --> 00:46:29.400
so we're always, but you gotta have a place to put it

967
00:46:29.400 --> 00:46:31.520
and you have to have a way to find it.

968
00:46:31.520 --> 00:46:33.160
If you have the, if you put it in the right place

969
00:46:33.160 --> 00:46:34.440
and you have a way to find it,

970
00:46:34.440 --> 00:46:36.480
then you don't lose it because I don't,

971
00:46:36.480 --> 00:46:38.560
I'm not smart enough to remember everything.

972
00:46:38.560 --> 00:46:41.800
So I don't have the capacity to say,

973
00:46:41.800 --> 00:46:43.360
you know, I read something a month ago

974
00:46:43.360 --> 00:46:45.120
and here's what it said.

975
00:46:45.120 --> 00:46:46.240
I'll say, I read something good,

976
00:46:46.240 --> 00:46:47.640
but I can't even remember what it was.

977
00:46:47.640 --> 00:46:49.560
How many times have you ever picked up a magazine

978
00:46:49.560 --> 00:46:50.840
or a book that you had read

979
00:46:50.840 --> 00:46:52.800
and you're looking for something that you had read,

980
00:46:52.800 --> 00:46:54.100
or you'd already read it,

981
00:46:54.940 --> 00:46:57.140
but you didn't file it.

982
00:46:57.140 --> 00:46:59.340
So now you're spending an hour looking for something

983
00:46:59.340 --> 00:47:01.660
that you didn't put in the right place the first time.

984
00:47:01.660 --> 00:47:02.980
If you put it in the right place the first time,

985
00:47:02.980 --> 00:47:03.820
you're gonna have to look it up.

986
00:47:03.820 --> 00:47:05.440
In fact, when I'm done with reading the book,

987
00:47:05.440 --> 00:47:06.600
I could give you the book.

988
00:47:06.600 --> 00:47:07.740
I don't need the book anymore.

989
00:47:07.740 --> 00:47:09.220
I have gutted that book

990
00:47:09.220 --> 00:47:12.040
and taken everything out of that book that I need.

991
00:47:12.040 --> 00:47:13.420
It's yours, you can have it.

992
00:47:13.420 --> 00:47:16.020
In fact, it's all marked up, enjoy.

993
00:47:16.020 --> 00:47:18.280
And so that, I think that's really key on,

994
00:47:18.280 --> 00:47:19.940
does that help you?

995
00:47:19.940 --> 00:47:20.780
Yes.

996
00:47:20.780 --> 00:47:23.740
I mean, I, do you keep that in your notes file

997
00:47:24.380 --> 00:47:25.220
or do you keep it in another,

998
00:47:25.220 --> 00:47:26.580
you just only keep it on your phone

999
00:47:26.580 --> 00:47:29.120
or do you, do they import it somewhere else?

1000
00:47:29.120 --> 00:47:32.620
Well, Erin files it away in a much bigger thing,

1001
00:47:32.620 --> 00:47:35.320
but I just, yeah, I just have it in my notes file.

1002
00:47:35.320 --> 00:47:37.860
You have to, you know, here's my problem.

1003
00:47:37.860 --> 00:47:38.820
I'm not very smart.

1004
00:47:38.820 --> 00:47:41.220
And so I have to keep things very simple.

1005
00:47:41.220 --> 00:47:45.220
And so when people see this, they kind of pass it.

1006
00:47:45.220 --> 00:47:47.780
They kind of think that's a little too simple.

1007
00:47:47.780 --> 00:47:49.500
Well, it has to be simple for me

1008
00:47:49.500 --> 00:47:52.340
because I don't have capacity to do complex.

1009
00:47:52.340 --> 00:47:54.740
And so, yes, it's quotes and it's,

1010
00:47:54.740 --> 00:47:57.340
but if you, you have to give every quote a title.

1011
00:47:57.340 --> 00:48:01.080
Remember, you can't find the quote if you don't title it.

1012
00:48:01.080 --> 00:48:04.260
So you look at the quote and say, what does this describe?

1013
00:48:04.260 --> 00:48:07.700
Is this a quote on life?

1014
00:48:07.700 --> 00:48:10.940
If it is, file life, put it under life.

1015
00:48:10.940 --> 00:48:13.740
So you got to give it a title or else you can't find it.

1016
00:48:14.740 --> 00:48:15.780
Okay, that's good.

1017
00:48:15.780 --> 00:48:16.820
Does that make sense?

1018
00:48:16.820 --> 00:48:17.660
Yes, it does.

1019
00:48:17.660 --> 00:48:18.500
Can I ask you a question?

1020
00:48:18.500 --> 00:48:20.060
Yeah, that's in my notes section.

1021
00:48:20.060 --> 00:48:22.260
That is in my iPhone notes section.

1022
00:48:22.260 --> 00:48:27.260
Yeah, and by the way, I am there every day.

1023
00:48:27.940 --> 00:48:29.380
Yeah, awesome.

1024
00:48:29.380 --> 00:48:32.180
And by the way, I've been in there every day

1025
00:48:32.180 --> 00:48:33.620
since I was 17.

1026
00:48:35.700 --> 00:48:36.820
So this is huge.

1027
00:48:36.820 --> 00:48:38.620
I mean, think of almost 60 years

1028
00:48:38.620 --> 00:48:40.920
I've had the discipline of reading and filing.

1029
00:48:42.220 --> 00:48:43.660
And that's huge.

1030
00:48:43.660 --> 00:48:46.680
It puts me at a great advantage when I want material.

1031
00:48:46.680 --> 00:48:48.500
Everybody else is looking for material.

1032
00:48:49.020 --> 00:48:50.100
See, here's the deal.

1033
00:48:50.100 --> 00:48:53.780
You either think of a subject and go look for the material

1034
00:48:53.780 --> 00:48:56.220
or you find the material and then think of the subject.

1035
00:48:56.220 --> 00:48:58.620
It's just which way, how do you want to live?

1036
00:48:58.620 --> 00:48:59.540
How do you want to live?

1037
00:48:59.540 --> 00:49:02.540
And I know if I find a material and file it,

1038
00:49:02.540 --> 00:49:04.480
there'll be a day I want to write on it.

1039
00:49:04.480 --> 00:49:05.820
So I've already headed it up.

1040
00:49:05.820 --> 00:49:08.100
So the day that I said, oh, I think I want to write on this.

1041
00:49:08.100 --> 00:49:10.180
Now I go back and I look at the stuff.

1042
00:49:10.180 --> 00:49:12.620
And then I have stuff in Dropbox also.

1043
00:49:13.620 --> 00:49:17.400
What would be not quotes, but stories, illustrations,

1044
00:49:17.400 --> 00:49:19.320
things that are bigger than quotes.

1045
00:49:19.320 --> 00:49:22.640
So that's in Dropbox that I pull out.

1046
00:49:22.640 --> 00:49:25.840
But again, that's all filed similar, just like this.

1047
00:49:25.840 --> 00:49:28.160
Just one word.

1048
00:49:28.160 --> 00:49:31.080
Don't get like five word filing.

1049
00:49:31.080 --> 00:49:33.320
I mean, five word filing, that's a sentence.

1050
00:49:34.440 --> 00:49:37.240
Just, and just take the best.

1051
00:49:37.240 --> 00:49:38.240
I watch people say,

1052
00:49:38.240 --> 00:49:39.840
well, this could be four different thoughts.

1053
00:49:39.840 --> 00:49:41.560
Well, I mean, it could be under love.

1054
00:49:41.560 --> 00:49:43.160
It could also be under caring.

1055
00:49:43.160 --> 00:49:45.280
It could be, and I sit there and I say, really?

1056
00:49:45.280 --> 00:49:46.720
I know they can be.

1057
00:49:47.040 --> 00:49:49.160
Could you just pick one and choose it and move on?

1058
00:49:49.160 --> 00:49:52.440
I mean, are we going to just try to be

1059
00:49:52.440 --> 00:49:54.440
the Roger's the source in life?

1060
00:49:54.440 --> 00:49:57.360
And no, no, no, just keep it simple.

1061
00:49:57.360 --> 00:49:58.320
Keep it simple.

1062
00:49:58.320 --> 00:49:59.920
Don't make your life complex.

1063
00:50:00.000 --> 00:50:05.680
I don't know. I don't understand people that are complex. They wear me out. I can't keep up with

1064
00:50:05.680 --> 00:50:10.080
them. One day maybe I'll get smart and be able to join them, but right now I got to keep it all

1065
00:50:10.080 --> 00:50:16.080
simple. So hopefully that helps you. Yeah, awesome. Let's go to one more quick question, Ray.

1066
00:50:17.120 --> 00:50:21.680
We got a few lined up. Let's see if we can get through these. I'm sorry. I'll answer questions

1067
00:50:21.680 --> 00:50:29.760
quicker, Ray. I'm sorry. I'll do better. You do a great job. Let's go to Brian.

1068
00:50:30.320 --> 00:50:35.120
Hey, John. I just wanted to thank you, first of all, for your lesson today because you did teach

1069
00:50:35.120 --> 00:50:40.000
a very good lesson before you started your lesson. So that was awesome. Just wanted to ask you a

1070
00:50:40.000 --> 00:50:43.760
quick question on masterminds because that's something that has changed my life along with

1071
00:50:43.760 --> 00:50:49.280
mentoring. And so I wondered if you could give me maybe two keys to masterminds to help them go from

1072
00:50:49.280 --> 00:50:55.360
a great mastermind to being one of greatness. That's a wonderful question. And I think

1073
00:50:55.360 --> 00:51:02.880
masterminds is a phenomenal way to communicate, teach, and build into people's lives.

1074
00:51:02.880 --> 00:51:08.320
I think if you said two things, I'll give you two. The first thing about a mastermind to make

1075
00:51:08.320 --> 00:51:13.520
it highly successful is you got to talk to the people in your group and ask them what are they

1076
00:51:13.520 --> 00:51:18.800
looking for. Give me one thing, one thing in mastermind that is going to be essential for

1077
00:51:18.800 --> 00:51:23.680
you to say, this is a success for me. And they're going to be different because maybe you have a

1078
00:51:23.680 --> 00:51:27.200
half a dozen in your group, whatever, and they're going to be different. But you need to write that

1079
00:51:27.200 --> 00:51:32.560
down. Because whatever they said to you, that's how they're going to describe the success of the

1080
00:51:32.560 --> 00:51:38.320
mastermind. So remember this, you don't define yourself as having a successful mastermind.

1081
00:51:38.320 --> 00:51:43.840
The people in the mastermind define you having a successful mastermind. It has nothing to do

1082
00:51:43.840 --> 00:51:49.600
what you think or what I think. It has everything to do what they think. So now that they have told

1083
00:51:49.600 --> 00:51:55.280
you, it's like when I was in college, I would watch these kids. Dear Lord, I'd look at college

1084
00:51:55.280 --> 00:51:59.760
students and I'd say, why do they make things so complicated? The first thing I would talk, the first

1085
00:51:59.760 --> 00:52:04.400
day I would have a five-minute conversation with the professor and I would look at him and I say,

1086
00:52:04.400 --> 00:52:11.040
okay, I'm looking forward to being in your class. Let me ask you a question. What's important to you

1087
00:52:11.840 --> 00:52:18.880
that as a student, if I can do it, I'll be a success in your class? My gosh, they would tell

1088
00:52:18.880 --> 00:52:24.160
me in three minutes what was important to them and I would mark it down. This coach, what he wants

1089
00:52:24.160 --> 00:52:30.240
is he wants essay answers. He wants me to give him answers in a paragraph form. Okay, I

1090
00:52:30.240 --> 00:52:36.560
got it. I can do that. This other coach, he wants numbers. How can you and I be successful if we

1091
00:52:36.560 --> 00:52:43.680
don't know what they want? So in a mastermind, it isn't about you putting what you think makes a

1092
00:52:43.680 --> 00:52:49.280
successful mastermind on them. It's what they think is going to be a successful mastermind.

1093
00:52:49.280 --> 00:52:53.680
When they tell you, they say, out of this, I would like to get purpose in my life. So what does that

1094
00:52:53.680 --> 00:52:58.320
mean? Every time you teach a lesson, you put a little purpose in it and when I teach a lesson

1095
00:52:58.320 --> 00:53:03.040
and let's say Erin is in my mastermind, I look at her and while I'm teaching the lesson, I'll say, Erin,

1096
00:53:03.040 --> 00:53:08.640
I know that purpose is important to you. Let me teach a little bit of this. Boom. Now, I only teach

1097
00:53:08.640 --> 00:53:12.800
maybe three minutes of that and she walks away and says, oh my gosh, that was a huge lesson.

1098
00:53:12.800 --> 00:53:20.640
Why was it huge? Because I gave her exactly what she wanted. Leaders, you gotta give them what

1099
00:53:20.640 --> 00:53:25.760
they want. And by the way, that's how you have another mastermind with them. That's how they

1100
00:53:25.760 --> 00:53:31.840
sign back up because you're doing that. So the first thing is that. The second thing you want

1101
00:53:31.840 --> 00:53:38.400
to do in your mastermind to make it highly successful is make sure you tell them as you

1102
00:53:38.400 --> 00:53:44.880
teach them your journey. And your journey means, as I'm teaching this subject today,

1103
00:53:46.160 --> 00:53:50.880
let me just say, this is where I learned, this is where I learned this. I was, you know, I was,

1104
00:53:50.880 --> 00:53:54.960
I was, I was in my third year of college when I, when I learned this principle.

1105
00:53:55.920 --> 00:54:04.000
Let me just say this. Context is huge in communicating. And when I hear people teach

1106
00:54:04.000 --> 00:54:09.760
without context, I say, why would you give me a part of the picture instead of the whole picture?

1107
00:54:10.640 --> 00:54:17.680
So context is very important. And so when you address a subject, like I, I contextualized all

1108
00:54:17.680 --> 00:54:22.960
that learning in the first session today, but, but by, I kept contextualizing because I said,

1109
00:54:22.960 --> 00:54:26.720
I don't want to have a destination or place to land. I want to, I want to have it improved.

1110
00:54:26.720 --> 00:54:32.160
And I'm just talking to you about sit beside me. I'm contextualizing everything so that when I'm

1111
00:54:32.160 --> 00:54:41.920
giving you a picture that you can understand and build off of. So teaching without contextualization

1112
00:54:42.800 --> 00:54:48.160
is to not show them the whole picture. So they love it when you know what they want. And so

1113
00:54:48.160 --> 00:54:54.560
you teach what they want and you contextualize it in such a way that they, that now they see

1114
00:54:54.560 --> 00:54:58.960
the whole picture and feel the flow of it in the story of it.

1115
00:55:00.000 --> 00:55:03.000
That is so helpful. Thanks, John. I love it.

1116
00:55:03.000 --> 00:55:04.000
Yeah, thanks, buddy.

1117
00:55:04.000 --> 00:55:11.000
So good. And, John, do we have time for one more? Do we have time?

1118
00:55:11.000 --> 00:55:15.000
What are we looking like? Or Mark, should I be asking you?

1119
00:55:15.000 --> 00:55:17.000
Oh, we're okay.

1120
00:55:17.000 --> 00:55:20.000
We can do it that way.

1121
00:55:20.000 --> 00:55:24.000
Rod, let's have you.

1122
00:55:24.000 --> 00:55:28.000
What do you got, buddy?

1123
00:55:29.000 --> 00:55:34.000
You know, it's interesting because we do lead this volunteer army, right?

1124
00:55:34.000 --> 00:55:41.000
And the thing that concerns us is sometimes we take people who literally come from very little,

1125
00:55:41.000 --> 00:55:48.000
and they go and they become successful and they make six figures, you know, mid six figures, and they get super comfortable.

1126
00:55:48.000 --> 00:55:52.000
But that becomes a negative almost for the others because they get comfortable.

1127
00:55:52.000 --> 00:55:57.000
And so you've got the new people there. They're not setting the example.

1128
00:55:57.000 --> 00:56:01.000
How do you separate out, you know, they're successful and they're making money,

1129
00:56:01.000 --> 00:56:04.000
but they're actually a negative force to the rest of the organization.

1130
00:56:04.000 --> 00:56:08.000
How do you deal with that?

1131
00:56:08.000 --> 00:56:14.000
Well, that's a fact in network marketing that, you know, if I can, let me just.

1132
00:56:14.000 --> 00:56:18.000
I think one of the things that hurts that I think several things hurt network market.

1133
00:56:18.000 --> 00:56:25.000
I think talking about success all the time hurts network marketing because I think you paint an unrealistic picture for people

1134
00:56:25.000 --> 00:56:29.000
and they don't identify with where they are and stay in the game.

1135
00:56:29.000 --> 00:56:36.000
But I think I think another thing is, you know, when you think of the network marketing, you know, they became a diamond or, you know,

1136
00:56:36.000 --> 00:56:41.000
they're a pearl or a ruby or a sapphire or something. I hate all that stuff.

1137
00:56:41.000 --> 00:56:45.000
I hate all that stuff. I know it's recognition of what they have done.

1138
00:56:45.000 --> 00:56:48.000
But what I found is you give people recognition of what they've done.

1139
00:56:48.000 --> 00:56:53.000
They stay where they are. Because they got recognition for it.

1140
00:56:53.000 --> 00:56:58.000
See, if I was doing network marketing, my big thing would be improvement.

1141
00:56:58.000 --> 00:57:05.000
I would constantly be having recognition for the people who in the last year have grown and developed.

1142
00:57:05.000 --> 00:57:10.000
And I would I wouldn't have all that other stuff is because you recognize position very long.

1143
00:57:10.000 --> 00:57:13.000
And guess what? People want to land on that safe.

1144
00:57:13.000 --> 00:57:16.000
They want to land on that strip and they want to stay there.

1145
00:57:16.000 --> 00:57:19.000
And then they go the rest of life. Well, you know, I'm diamond. I'm diamond.

1146
00:57:19.000 --> 00:57:22.000
You're diamond as worthless as can be. You know what I mean? Everything.

1147
00:57:22.000 --> 00:57:26.000
Every story you have is five years old. You don't you don't have a fresh story.

1148
00:57:26.000 --> 00:57:30.000
You don't have anything new that's happening. You don't have any life in your talk at all.

1149
00:57:30.000 --> 00:57:33.000
You don't. Why? Because you're living off of yesterday.

1150
00:57:33.000 --> 00:57:45.000
So I think that I think people that settle in a network marketing organization create a mindset for everybody else to settle.

1151
00:57:45.000 --> 00:57:51.000
And so what I what I would do is I would have constant talks to my top people and I would tell them this.

1152
00:57:51.000 --> 00:57:54.000
I would say, let me tell you something. You've done well for the company.

1153
00:57:54.000 --> 00:57:57.000
You've done well yourself. Congratulations. But let me tell you something.

1154
00:57:57.000 --> 00:58:01.000
I'm not going to give you stage time until you can give me new stories and where you're growing.

1155
00:58:01.000 --> 00:58:03.000
I'm not going to give you stage time.

1156
00:58:03.000 --> 00:58:09.000
We don't need you to parade across the stage for the 16th year diamond that you haven't grown any.

1157
00:58:09.000 --> 00:58:12.000
That's that's just bad news for us. We don't we don't need that.

1158
00:58:12.000 --> 00:58:21.000
You know, and I think once you are intentional in some of the things I'm just giving to you, I think that'll stimulate some of it will stimulate very many of them.

1159
00:58:21.000 --> 00:58:27.000
Let me just say this. Ninety nine percent of people want to settle.

1160
00:58:27.000 --> 00:58:33.000
That's a fact. End of story. Understand it. As a leader, you better understand it.

1161
00:58:33.000 --> 00:58:39.000
Because it's a major uphill climb to get people once they feel they've arrived to want to do more.

1162
00:58:39.000 --> 00:58:47.000
It's a major uphill. It can be done. But I'm telling you, the average person, once they get what they want.

1163
00:58:47.000 --> 00:58:55.000
They're there. And so all these things I've given you are ways to kind of prod, stimulate, encourage, lift that whole process.

1164
00:58:55.000 --> 00:59:08.000
Some will work. Some won't work. And the other thing you can't do is you can't allow you cannot allow people who are not growing and learning to dominate your time or get or get in a position of influence much.

1165
00:59:08.000 --> 00:59:13.000
You know, it's just I'm glad you're on the team. Good. But you're not really on the team.

1166
00:59:13.000 --> 00:59:17.000
You're you're on the team officially. But I'm not going to utilize you.

1167
00:59:17.000 --> 00:59:21.000
I'm not going to I'm not I'm not going to let you get up and talk about the good old days.

1168
00:59:21.000 --> 00:59:26.000
We're not going to do that. We're not that, you know, because because we're having to.

1169
00:59:26.000 --> 00:59:35.000
If you can't if you let me put this way, if you can't grow today, you really have no reason to talk because we're trying to get people to grow today.

1170
00:59:35.000 --> 00:59:39.000
And so thank you, leader. Take it away. Yeah, good.

1171
00:59:39.000 --> 00:59:42.000
OK, one more. Yeah, if you have not, we're done.

1172
00:59:42.000 --> 00:59:48.000
Oh, good. Yes. Let's go to Eileen, your friend, Eileen.

1173
00:59:48.000 --> 00:59:52.000
Good morning, John. How are you? Good. Nice to see you.

1174
00:59:52.000 --> 00:59:56.000
I remember being here is a long time, buddy. She's a long time friend.

1175
00:59:56.000 --> 01:00:00.000
Yeah, we've been together a long time, but I remember being in your office.

1176
01:00:00.000 --> 01:00:06.240
back when in Florida and you had your recipe boxes with your cards in the recipe boxes. So,

1177
01:00:06.240 --> 01:00:11.600
so cool to see that you've got it all digitized now and making life easier on yourself.

1178
01:00:11.600 --> 01:00:18.240
But I'm slow. I'm, you know, I'm a hard case, you know. It's a miracle. It's a miracle.

1179
01:00:20.080 --> 01:00:24.800
What you got girl? You know, one thing that I just wanted to point out is your

1180
01:00:24.800 --> 01:00:31.600
Maxwell leadership Bible is in my hands every single day. And I feel like I get a glimpse

1181
01:00:31.600 --> 01:00:36.640
into your notes every day with the leadership Bible, because it just feels like that's what

1182
01:00:36.640 --> 01:00:41.120
it is. It's your words, interpreting everything. So thank you for that. I use that daily.

1183
01:00:41.120 --> 01:00:45.600
One of the things that came up today, you talked about not allowing people to

1184
01:00:46.480 --> 01:00:51.520
dealing with their, basically their personalities and everyone has different personalities. So is

1185
01:00:51.520 --> 01:00:56.480
it at the point, cause you got to talk to a D like a D and a C like a C and an eye like an eye,

1186
01:00:56.480 --> 01:01:03.040
but at what point do you say you're not taking over the, is it just at that point of control

1187
01:01:03.040 --> 01:01:08.400
for that leadership piece? And, and, you know, they're taking leadership and you're following

1188
01:01:08.400 --> 01:01:13.680
them or are you following them? How do you still keep the personality into it?

1189
01:01:15.360 --> 01:01:20.000
Well, I think, I think, I think Eileen, you want people to lead by their personality.

1190
01:01:20.480 --> 01:01:25.040
I think when you take their personality away, you take away something that probably has made

1191
01:01:25.040 --> 01:01:29.520
them unique. Now there are, there are bad parts of a personality that you need to correct as a leader.

1192
01:01:30.160 --> 01:01:34.960
So if you're directional and you're, you know, you're a choleric, what you got to do is you

1193
01:01:34.960 --> 01:01:40.880
got to, you got to take them and quit. You got to get the edge off of them because they're choleric.

1194
01:01:40.880 --> 01:01:45.600
Okay. So, but, but, but, but there's still going to be a choleric. I wouldn't ask a choleric to

1195
01:01:45.600 --> 01:01:50.640
be a sanguine. Good Lord. They're probably not that good. So they got to be who they are,

1196
01:01:50.640 --> 01:01:57.040
but they got to be the best of who they are. So as a leader, we take what their strength is

1197
01:01:57.040 --> 01:02:02.640
and we determine what's an asset and what's a liability. And what is an asset? We, we stoke

1198
01:02:02.640 --> 01:02:06.320
that and encourage that and say, here, if they, you know, you're very direct. You're, you're,

1199
01:02:06.320 --> 01:02:11.440
you're, you're a high D. And there are five things that you're really doing well in this.

1200
01:02:11.440 --> 01:02:18.240
So you, you, you, you, you embrace that, but there are three things that it's hurting. You're

1201
01:02:18.240 --> 01:02:22.560
running over people, you know, you're, you're a bull in a China shop. You just, you just killed

1202
01:02:22.560 --> 01:02:27.360
three of your team and you don't even know it. And, and, and, and so you work on their, you work

1203
01:02:27.360 --> 01:02:32.080
on their, you don't take away the strength. You just work on the, because it's a double side.

1204
01:02:32.080 --> 01:02:37.040
Everything's a double side, you know? And so you just work on their weaknesses and try to help

1205
01:02:37.040 --> 01:02:43.440
them in that area and embrace their strengths. Great. Thank you, John. So good to see you.

1206
01:02:43.440 --> 01:02:49.120
Thank you. Awesome. Awesome. Well, hey, John, we really appreciate you and your time. I know

1207
01:02:49.120 --> 01:02:53.200
we went a little bit over. Thank you for that. I'm going to, I'm going to stay on for a little

1208
01:02:53.200 --> 01:02:59.760
bit and, you know, answer some questions if there's any I can answer, but we just so appreciate

1209
01:02:59.760 --> 01:03:03.440
our time with you. Thank you. Thank you. Thank you. And thank you to your, to your team for

1210
01:03:03.440 --> 01:03:08.560
being on here. Thank you. Hey, Merry Christmas to all of you. Yes. Merry Christmas.

1211
01:03:10.880 --> 01:03:16.080
Yeah. It's so good. So from Aaron and Mark and I, we love you and thank you for,

1212
01:03:16.080 --> 01:03:20.960
for letting us be part of your team. And thanks for letting me come every once in a while. I don't

1213
01:03:20.960 --> 01:03:25.280
get to come all the time, but when I, you know, whenever Ray says you can come in, he opens the

1214
01:03:25.280 --> 01:03:32.320
door and I try to slide there. So anyway, I'll see you sometime, hopefully in the next, before I die.

1215
01:03:32.400 --> 01:03:39.760
So bless you. Love you. God bless you guys. God bless you guys. Thank you. Awesome. So,

1216
01:03:41.200 --> 01:03:49.520
so much wisdom. Oh my goodness. So much wisdom. I want to, Justin, I want to see if I can help

1217
01:03:49.520 --> 01:03:57.200
your question. If I can, I'll do my best. One thing I wanted to expand on, I do talk about this

1218
01:03:58.000 --> 01:04:02.720
in our leadership book and I've heard it. I've heard two different terms for this.

1219
01:04:03.520 --> 01:04:09.360
And, you know, the term that I use that I came up with is arrival groups. I found that one of the

1220
01:04:09.360 --> 01:04:16.960
biggest frustrations of companies and teams is arrival groups, which is what he, you know, what

1221
01:04:16.960 --> 01:04:23.280
he talked about of someone hits a rank, they're elevated into a group or they're elevated with a

1222
01:04:23.760 --> 01:04:32.480
special something. And then they're warranted and they feel entitled to give their opinion forever.

1223
01:04:33.440 --> 01:04:40.880
And so it becomes toxic to the point where you have an up and comer and you second guess,

1224
01:04:40.880 --> 01:04:45.600
even add them to the group because the group is just entitled. They're complaining about their

1225
01:04:45.600 --> 01:04:51.520
checks. They're not doing any active, you know, prospecting or any kind of new growth. They're

1226
01:04:51.520 --> 01:04:59.760
just resting on their laurels. Right. And so I'm always against arrival groups. Now, I've never.

1227
01:05:00.000 --> 01:05:10.560
her just don't have ranks period. But the context of which he explained it of your personal production

1228
01:05:10.560 --> 01:05:19.440
dictates your inclusion. That is what I talk about in the leadership book. It's hard to

1229
01:05:19.440 --> 01:05:25.840
screw up a temporary group but have personal production criteria behind that. Hey, we're

1230
01:05:25.840 --> 01:05:30.560
going to have a leadership group in January. You got to have brought in two new people to be a part

1231
01:05:30.560 --> 01:05:35.120
of that group. Good luck. Or you can even have multiple criteria. You have to be a diamond and

1232
01:05:35.120 --> 01:05:43.120
have brought in two new people in the last 30 days or whatever. And so that is, if you're new

1233
01:05:43.120 --> 01:05:49.760
to growing a team, it's a warning. If you already have a team, then you already know this, but you

1234
01:05:49.760 --> 01:05:56.480
may not know what to do. And so be careful of the rival groups. Another term Eric uses,

1235
01:05:56.480 --> 01:06:02.640
Eric said, I just heard him use it when I was on his podcast. He calls it the hall of fame.

1236
01:06:03.360 --> 01:06:11.360
And so I very much agree with the hall of fame or the arrival groups to continue

1237
01:06:11.360 --> 01:06:17.120
getting a check, to continue getting the benefits of what they work for, but them being entitled

1238
01:06:17.120 --> 01:06:22.960
to endless opinions, them getting stage time every year or anything like that is a big mistake.

1239
01:06:22.960 --> 01:06:28.800
And so I just wanted to touch on that. Justin, is there anything I can attempt to tackle here?

1240
01:06:29.360 --> 01:06:33.600
Yeah, real quick. He had said something and it was encouraging to me and hopefully it's

1241
01:06:33.600 --> 01:06:36.720
encouraged everybody. I was going to ask him to expound on this and I know you can, because I've

1242
01:06:36.720 --> 01:06:42.720
heard you speak about it before, but he said, John Maxwell, a legend in leadership and he's

1243
01:06:42.720 --> 01:06:47.360
67 years old, I think, been at this a long time. He said, I'm constantly messing with what I do.

1244
01:06:48.240 --> 01:06:52.800
And that reminded me of the concept of perfection paralysis. And a lot of people, they get hung up

1245
01:06:52.800 --> 01:06:58.160
on that. And even him, as long as he's been at this, he's still messing with what he does. And I

1246
01:06:58.160 --> 01:07:03.440
find that very encouraging because it reminds me of myself. I'm always thinking and shifting and

1247
01:07:03.440 --> 01:07:07.360
learning and adapting. And I think a lot of people get hung up on that. And I was just going to ask

1248
01:07:07.360 --> 01:07:12.560
him to expound on that. So, you know, I know a lot of people have fears of making reels or creating

1249
01:07:12.640 --> 01:07:17.040
content or talking to people or making cold calls or knocking on doors and all these things,

1250
01:07:17.600 --> 01:07:21.440
because we always think, oh, I got to get it. I got to get it right first. And he was talking

1251
01:07:21.440 --> 01:07:24.720
about that a little bit. So I don't know if maybe you've got some thoughts that I know a lot of

1252
01:07:24.720 --> 01:07:28.080
people really struggle with those things. Oh, I got to get it perfect. I got to get that speech

1253
01:07:28.080 --> 01:07:32.800
perfect, just like you were talking about the speech conference. So if you've got some thoughts

1254
01:07:32.800 --> 01:07:38.080
on that, that'd be great. Yeah, I mean, the big realization is understand the difference

1255
01:07:38.080 --> 01:07:44.000
between planning and doing right. So he's he he didn't stop and say, you know what, maybe I need

1256
01:07:44.000 --> 01:07:49.680
to ponder what I'm doing here. Maybe I should blueprint or plan or really think about this

1257
01:07:49.680 --> 01:07:56.560
thing. You know, he's he's been doing it constantly surveilling of could I be doing it better? Could

1258
01:07:56.560 --> 01:08:02.400
it be different? The mistake that people make is they, you know, kind of like what you said,

1259
01:08:02.400 --> 01:08:07.840
is they'll blueprint in their mind and attempt to get it perfect in their mind before they go

1260
01:08:07.840 --> 01:08:14.880
to the marketplace. And that's an endless forever. It'll never happen. And so, you know,

1261
01:08:14.880 --> 01:08:22.560
there's so many things that I just wouldn't have known had I not done so many different things,

1262
01:08:22.560 --> 01:08:28.240
right. You know, went and, you know, tackle, you know, public speaking fears, went and left my job

1263
01:08:28.240 --> 01:08:35.439
and, you know, there's so many things that I could not have blueprinted enough to nail it the first

1264
01:08:35.439 --> 01:08:40.000
time. And I didn't nail it the first time. And, you know, it's like, you know, a couple of weeks

1265
01:08:40.000 --> 01:08:48.560
ago with, you know, using that, you know, crafted prayer journaling process, God gave me a very

1266
01:08:48.560 --> 01:08:55.520
different tagline than I would have come up with. And so I now look at my last, you know, I guess

1267
01:08:55.520 --> 01:09:01.600
now it's almost three weeks, my last three weeks of content. And and that content makes so much

1268
01:09:01.600 --> 01:09:06.640
sense to me. And the content prior doesn't make sense to me. I'm just like looking at like, what

1269
01:09:06.640 --> 01:09:12.319
am I thinking? Like, I still did it. There were people that still got benefit, there were people

1270
01:09:12.319 --> 01:09:18.000
that still enjoyed it, but it was just not under the mantle of what I'm supposed to be operating

1271
01:09:18.000 --> 01:09:25.920
under. And so it's the big difference is getting out there and doing it right, going and make it

1272
01:09:25.920 --> 01:09:32.399
happen, not just practicing, not just planning, blueprinting, thinking on, etc. So that would be

1273
01:09:32.399 --> 01:09:39.040
the, you know, for me, that's, that's my answer for that. No, that's huge. Thank you. And I love

1274
01:09:39.040 --> 01:09:42.960
what I love what he said. I loved. I mean, I love everything you said. It's always good.

1275
01:09:46.960 --> 01:09:54.800
The if you don't think there's a better answer than the one you have, you'll never be a one

1276
01:09:54.800 --> 01:09:59.600
percenter. Now, let's think about that. Think about Elon.

1277
01:10:00.000 --> 01:10:04.840
Right. When Elon came out with Tesla, when Elon came out with, you know,

1278
01:10:04.840 --> 01:10:05.360
all there's,

1279
01:10:05.360 --> 01:10:09.120
there's several different categories of things that Elon came out with.

1280
01:10:09.440 --> 01:10:13.360
Same with Jeff Bezos. If you look at the great ones, they didn't,

1281
01:10:13.360 --> 01:10:17.200
you look at Henry Ford, right. If, and, and he has one of his,

1282
01:10:17.240 --> 01:10:20.700
one of my favorite quotes from Henry Ford is if I would have given people what

1283
01:10:20.700 --> 01:10:25.480
they wanted, I would have made faster horses. That's what they wanted.

1284
01:10:25.520 --> 01:10:27.240
They wanted faster horses. Right.

1285
01:10:27.920 --> 01:10:32.640
And so not looking at your answer is this is absolutely no

1286
01:10:32.640 --> 01:10:37.040
question. The perfect answer always, Hey, could this be better?

1287
01:10:37.040 --> 01:10:39.800
Could I do it differently? Is there another way to think about this?

1288
01:10:40.040 --> 01:10:42.320
Might someone give me input into this?

1289
01:10:44.640 --> 01:10:47.800
Let's go to Kiri. Kiri, you got her hand raised.

1290
01:10:48.480 --> 01:10:52.280
Hey there. I am curious about,

1291
01:10:52.440 --> 01:10:53.280
um,

1292
01:10:53.680 --> 01:10:58.040
like when you're talking about putting together groups that are not where

1293
01:10:58.040 --> 01:11:01.560
people just land on a rank, my mind,

1294
01:11:01.800 --> 01:11:05.720
like how do we create groups that consistently do growth,

1295
01:11:06.200 --> 01:11:11.040
but not create so many groups because managing a lot of groups is a lot of work

1296
01:11:11.040 --> 01:11:13.160
too. And maybe that's the wrong mindset,

1297
01:11:13.200 --> 01:11:14.240
but like,

1298
01:11:14.280 --> 01:11:18.440
do you acknowledge movement up to a level and then movement?

1299
01:11:18.440 --> 01:11:22.280
And then like my mind wants to think that we create groups for each level.

1300
01:11:22.280 --> 01:11:26.720
So people keep moving and they don't get stagnant, but how would you,

1301
01:11:27.800 --> 01:11:32.560
I'm lost trying to think about how I would frame that in a efficient way

1302
01:11:32.600 --> 01:11:36.120
to keep people moving, but also not to be managing a million groups.

1303
01:11:37.520 --> 01:11:41.320
Yeah. So in group

1304
01:11:42.720 --> 01:11:47.560
doesn't have to mean the traditional sense of

1305
01:11:47.680 --> 01:11:52.160
a group. Right. So, um, couple of things here.

1306
01:11:52.600 --> 01:11:56.800
One is if you went,

1307
01:11:56.840 --> 01:12:00.960
so what I've seen a lot of people do, I've seen a lot of companies do. Uh,

1308
01:12:01.000 --> 01:12:02.440
I remember, um, you know,

1309
01:12:02.440 --> 01:12:06.720
I spoke for this one company a couple of times and they had, um,

1310
01:12:06.760 --> 01:12:09.960
trying to think if anyone in here is in this company, but, um,

1311
01:12:10.000 --> 01:12:13.960
they had a black diamond group, right? You hit black diamond,

1312
01:12:14.160 --> 01:12:17.880
you're added to this group forever, whether you maintain it,

1313
01:12:17.960 --> 01:12:21.080
whether you do anything, whether you show up, whatever,

1314
01:12:21.120 --> 01:12:23.760
once you hit black diamond, you're in this group forever. Well,

1315
01:12:23.760 --> 01:12:28.520
as soon as they made a change, that group was like their worst enemy.

1316
01:12:28.520 --> 01:12:32.200
So they made like a change that, that I believe was needed for the company.

1317
01:12:32.600 --> 01:12:35.760
And that, that group was the most toxic group on the planet,

1318
01:12:35.800 --> 01:12:38.800
but they'd already equipped them. They'd already weaponized them.

1319
01:12:38.800 --> 01:12:41.320
They'd given them, they'd entitled them. Right.

1320
01:12:41.720 --> 01:12:46.280
And so permanent based groups based on

1321
01:12:47.000 --> 01:12:50.520
an arrival is always a bad idea.

1322
01:12:51.320 --> 01:12:55.840
It just is. Okay. Um, so that's number one, number two,

1323
01:12:55.880 --> 01:13:00.520
and John brought this in of sometimes it's just a group

1324
01:13:00.520 --> 01:13:01.400
mentality.

1325
01:13:01.880 --> 01:13:06.400
So some people run a team event and to speak at their team event,

1326
01:13:06.400 --> 01:13:10.120
you gotta be a diamond or whatever, right? Platinum or whatever. Right.

1327
01:13:10.480 --> 01:13:14.760
And, and so they look at, okay, who's, who's that now you may have an up and

1328
01:13:14.760 --> 01:13:18.480
comer that has just like broken records,

1329
01:13:18.480 --> 01:13:22.080
but not quite yet at a diamond. And you'll say, Oh, sorry, no diamond. Well,

1330
01:13:22.080 --> 01:13:26.880
that's the person, the red hot grower that you want on stage.

1331
01:13:26.880 --> 01:13:28.320
You want that person, you know,

1332
01:13:28.320 --> 01:13:32.200
there to share what have they overcome to get hope that those that aren't

1333
01:13:32.200 --> 01:13:37.240
achieving and what exactly are they doing to give hope of growth to

1334
01:13:37.280 --> 01:13:40.440
other people. Um, and so, um,

1335
01:13:41.320 --> 01:13:45.360
and then third is it's actually very easy to manage a temporary group.

1336
01:13:45.680 --> 01:13:49.160
So if you went to, I'm not suggesting having a hundred temporary groups,

1337
01:13:49.400 --> 01:13:53.440
but a temporary group, you go to your team and say, Hey, uh,

1338
01:13:53.480 --> 01:13:57.160
we're going to do a leadership group for the next 10 days.

1339
01:13:57.360 --> 01:14:00.680
And every day we're going to have a leadership nugget in there or training in

1340
01:14:00.680 --> 01:14:04.160
there or whatever to qualify for this temporary group.

1341
01:14:04.160 --> 01:14:07.000
You have to have brought in two people in the next 30 days.

1342
01:14:07.160 --> 01:14:10.440
I'm going to give you another week to do that. Add you into the group,

1343
01:14:10.920 --> 01:14:13.840
razzle dazzle them. They'll feel that you will have.

1344
01:14:13.840 --> 01:14:18.520
And John hinted at this. If you caught it, he said,

1345
01:14:19.240 --> 01:14:22.760
when you start recognizing on performance,

1346
01:14:22.760 --> 01:14:26.440
like current performance, some people will step up.

1347
01:14:27.040 --> 01:14:31.240
See what I've seen is some people will go from entitled and

1348
01:14:31.960 --> 01:14:35.360
mildewy to, um,

1349
01:14:35.760 --> 01:14:39.480
they will want to get their two people, uh, out of spite.

1350
01:14:40.600 --> 01:14:44.000
Right. They're like, well, I want to be, I should be in there.

1351
01:14:44.000 --> 01:14:46.760
I'm going to go get like, it's like, okay, great. You know, go get them.

1352
01:14:47.240 --> 01:14:51.840
And, and so it's the entitlement that is, that is the problem. It's the,

1353
01:14:52.120 --> 01:14:56.680
Hey, listen, if you want to sit at your rank, no problem, but, uh,

1354
01:14:56.840 --> 01:14:59.920
you're just, we're not getting your opinion. We're not putting you up on.

1355
01:15:00.000 --> 01:15:05.920
stage. You're not being constantly recognized for something you achieved a long time ago.

1356
01:15:08.640 --> 01:15:13.440
And so another thing that you see us do, and rank makers, or some of you do,

1357
01:15:14.240 --> 01:15:20.480
is we recognize between ranks. We recognize production or attempts at production. Now,

1358
01:15:20.480 --> 01:15:25.840
that doesn't mean we give gifts. That doesn't mean we send, oh, you prospected 20 people,

1359
01:15:25.840 --> 01:15:31.760
let's send you a new watch, right? But it means that when we were growing our team,

1360
01:15:31.760 --> 01:15:37.440
we had a self-managed document in the group that would get recognition.

1361
01:15:39.680 --> 01:15:44.320
If they put in, and we have something very similar, if any of you have our journal,

1362
01:15:44.320 --> 01:15:49.520
we actually talk about that in the very front of it. It has different badges and stuff.

1363
01:15:50.080 --> 01:15:59.040
But it was self-managed. So if you prospected 20 people, you had to fill out that document,

1364
01:15:59.040 --> 01:16:04.800
and I would read your name out, or sometimes Jess would, right? Sometimes some other leader would.

1365
01:16:04.800 --> 01:16:10.160
If you got a customer, read your name out, right? So you are being recognized between ranks,

1366
01:16:10.160 --> 01:16:14.240
but you are recognized for your attempts at production or actual production.

1367
01:16:14.240 --> 01:16:20.480
Does that help? Does that make sense? Yeah, I love that.

1368
01:16:21.200 --> 01:16:25.760
Most companies do have too many groups, just on a side note. Most companies do have too many groups

1369
01:16:25.760 --> 01:16:36.880
right now, and that's kind of tough. It's tough to manage that because there's so much information,

1370
01:16:38.080 --> 01:16:42.400
and you have so many different personality types, right? There are leaders that absolutely hate the

1371
01:16:42.400 --> 01:16:48.320
welcome message, but a larger percentage of your team love the welcome message, right? And I mean,

1372
01:16:48.320 --> 01:16:54.240
welcome to the group, right? A lot of reds or alphas or whatever you want to call them,

1373
01:16:54.800 --> 01:16:58.720
they don't like that kind of thing. They think it's a waste of space. Why do we have that?

1374
01:16:59.680 --> 01:17:03.680
But then there's a whole bunch of other people, a larger percentage of people

1375
01:17:03.680 --> 01:17:07.840
that makes them feel included. So it's tough to have everything there.

1376
01:17:08.160 --> 01:17:15.200
I see Tina has a question, and I'll probably, I'll end with this, but of course, as you know,

1377
01:17:15.200 --> 01:17:19.520
if you have a question that wasn't answered, hit us up on Voxer, we'll knock it out for you.

1378
01:17:20.400 --> 01:17:30.000
How do you manage gifts as your team grows so big? So one, I am not a fan of

1379
01:17:30.800 --> 01:17:39.920
crazy, huge gifts that at the end of the day, aren't duplicatable. I've seen that where someone

1380
01:17:39.920 --> 01:17:49.040
gets the $10,000 watch or something like that, and hey, it's cool, but it creates a problem.

1381
01:17:49.680 --> 01:17:56.320
So let's say I'm under Tina, right? And when I hit that rank and Tina gets me a Roli,

1382
01:17:57.280 --> 01:18:02.640
right, gets me a Rolex, diamonds. And so what am I going to do, right? I'm going to show it off.

1383
01:18:02.640 --> 01:18:07.680
I'm like, look what Tina got me. Oh my God, that's amazing. So first of all, a lot of our

1384
01:18:07.680 --> 01:18:14.160
other leaders are wondering, well, how come I didn't get that? I'm at the same rank or something

1385
01:18:14.160 --> 01:18:22.240
like that. But then I think, oh man, now my team is going to expect me to get it for them.

1386
01:18:22.240 --> 01:18:28.160
I don't know if I can do that. And then other people will say, oh, wish I signed up with Tina,

1387
01:18:28.720 --> 01:18:36.240
Ray El Cheapo over here, never sent me a watch. So it actually creates a problem. And so that's

1388
01:18:36.240 --> 01:18:43.360
number one. Number two is if you try to manage, and this is the time to be talking about it,

1389
01:18:43.360 --> 01:18:49.920
right? Christmas time. If you try to manage, okay, I'm going to send all my star 1000s a

1390
01:18:49.920 --> 01:18:57.200
Christmas ornament or something like that. It's just tough. It's just tough because who's

1391
01:18:57.200 --> 01:19:05.120
activated, who's this? It just becomes very tough. And so just trying to think about, because

1392
01:19:05.840 --> 01:19:13.760
your efforts of being nice with gifts often will lead to greater offense than good.

1393
01:19:14.560 --> 01:19:20.480
And I know that the answer is, well, they need to toughen up and they need to, well, they're not.

1394
01:19:21.760 --> 01:19:28.000
They're not tough. They're very easily offended. And so there's the, I wish they were this way,

1395
01:19:28.000 --> 01:19:40.400
but they are this way that we have to manage. And so being more clear on contests, hey, do this,

1396
01:19:40.400 --> 01:19:47.440
get that, being more clear and not using, hey, who do I work closely with? You know what,

1397
01:19:47.440 --> 01:19:54.000
I'm going to shoot Joe something. Because I've done that in the past, right? Where I just,

1398
01:19:54.000 --> 01:19:56.960
you know, I work really close with these four. So I'm going to send, you know,

1399
01:19:56.960 --> 01:19:59.760
them are my girls. I'm going to send them those four.

1400
01:20:00.000 --> 01:20:01.840
and then someone else sees that and be like,

1401
01:20:01.840 --> 01:20:04.240
hey, I helped produced two of them

1402
01:20:04.240 --> 01:20:05.600
and I never bother you

1403
01:20:05.600 --> 01:20:06.880
and you didn't send me a gift.

1404
01:20:07.680 --> 01:20:08.160
So I'm like,

1405
01:20:09.040 --> 01:20:10.080
that's a good point.

1406
01:20:10.080 --> 01:20:11.520
It's a really good point.

1407
01:20:11.520 --> 01:20:13.680
So you want to be careful.

1408
01:20:14.480 --> 01:20:16.160
If there's a process,

1409
01:20:16.160 --> 01:20:17.200
if there's a system,

1410
01:20:17.200 --> 01:20:18.400
if there are rules

1411
01:20:19.200 --> 01:20:20.240
that's very much more

1412
01:20:20.880 --> 01:20:22.640
that's very not just duplicatable

1413
01:20:22.640 --> 01:20:24.560
but also understandable.

1414
01:20:24.560 --> 01:20:25.440
So when someone says,

1415
01:20:25.440 --> 01:20:26.800
hey, how come I didn't get one?

1416
01:20:26.800 --> 01:20:27.440
Oh, I'm sorry,

1417
01:20:27.440 --> 01:20:28.800
did I miss you on the list

1418
01:20:28.800 --> 01:20:29.840
on the production list?

1419
01:20:30.640 --> 01:20:33.760
Oh, I didn't see you on that.

1420
01:20:33.760 --> 01:20:35.600
So, oh, there's a process.

1421
01:20:35.600 --> 01:20:36.480
Oh, okay.

1422
01:20:36.480 --> 01:20:37.520
Okay, got it.

1423
01:20:37.520 --> 01:20:40.080
And I found that that kills a lot of offense.

1424
01:20:41.520 --> 01:20:42.400
Oh, helpful.

1425
01:20:43.200 --> 01:20:43.520
Yay.

1426
01:20:44.960 --> 01:20:46.160
Well, I don't know this.

1427
01:20:46.160 --> 01:20:47.600
I don't have the schedule in front of me.

1428
01:20:47.600 --> 01:20:48.720
So I don't know,

1429
01:20:48.720 --> 01:20:50.560
I'm sure we'll be talking on Boxer and stuff,

1430
01:20:50.560 --> 01:20:51.600
but Merry Christmas.

1431
01:20:51.600 --> 01:20:53.760
I hope you're having a good month.

1432
01:20:53.760 --> 01:20:55.920
I know I've heard so many of you

1433
01:20:55.920 --> 01:20:57.440
from either the speaking workshop

1434
01:20:57.440 --> 01:20:58.560
or your own efforts

1435
01:20:58.560 --> 01:20:59.920
have really been stepping it up

1436
01:20:59.920 --> 01:21:02.480
and I'm just very honored to be part of this.

1437
01:21:02.480 --> 01:21:04.800
And we had such a good time with John too.

1438
01:21:04.800 --> 01:21:05.680
I got so many notes

1439
01:21:05.680 --> 01:21:07.760
that now get turned into short videos.

1440
01:21:08.880 --> 01:21:10.960
But just really appreciate you so much.

1441
01:21:10.960 --> 01:21:12.720
If there's anything that didn't get covered,

1442
01:21:12.720 --> 01:21:14.240
something you need clarification around,

1443
01:21:14.800 --> 01:21:15.760
obviously hit us up.

1444
01:21:16.560 --> 01:21:18.880
I'm here in Ohio till tomorrow.

1445
01:21:18.880 --> 01:21:19.600
We fly back

1446
01:21:20.160 --> 01:21:22.880
and then we're in British Columbia for New Year's.

1447
01:21:23.440 --> 01:21:25.200
And so we're staying busy.

1448
01:21:26.000 --> 01:21:30.000
Next week, we kick off our bootcamp.

1449
01:21:30.000 --> 01:21:32.960
It's my first faith-based top earner bootcamp.

1450
01:21:32.960 --> 01:21:33.520
It's free.

1451
01:21:34.240 --> 01:21:35.760
You can tell your team about it if you want.

1452
01:21:35.760 --> 01:21:38.640
It's HigdonGroup.com forward slash bootcamp.

1453
01:21:38.640 --> 01:21:42.160
And just in case you're not hearing this

1454
01:21:42.160 --> 01:21:43.680
is there is...

1455
01:21:44.720 --> 01:21:46.960
I became aware of this about a week and a half ago.

1456
01:21:48.000 --> 01:21:51.840
If you paid self-employment tax in 2020 or 2021,

1457
01:21:52.720 --> 01:21:54.720
there's an allocation from the US Treasury.

1458
01:21:54.800 --> 01:21:58.320
You're probably due money up to $32,000

1459
01:21:58.320 --> 01:22:00.480
if it involved daycare stuff.

1460
01:22:01.200 --> 01:22:03.280
I would rather see it in your hands than theirs.

1461
01:22:03.280 --> 01:22:04.480
And so go claim it.

1462
01:22:05.600 --> 01:22:06.800
I teamed up with a company

1463
01:22:06.800 --> 01:22:08.240
that's helping you with that.

1464
01:22:08.240 --> 01:22:13.040
And they do like audit insurance and stuff

1465
01:22:13.040 --> 01:22:14.000
for you and everything.

1466
01:22:14.560 --> 01:22:17.360
But that's at HigdonGroup.com forward slash check.

1467
01:22:18.080 --> 01:22:18.880
Why not?

1468
01:22:18.880 --> 01:22:19.600
Why not check?

1469
01:22:20.640 --> 01:22:22.480
If you did not pay any self-employment tax

1470
01:22:22.480 --> 01:22:23.920
and you're not eligible,

1471
01:22:23.920 --> 01:22:25.040
but if you did,

1472
01:22:25.040 --> 01:22:26.880
it's extremely likely that you could get

1473
01:22:26.880 --> 01:22:28.400
a few thousand bucks back at least.

1474
01:22:28.400 --> 01:22:30.400
And so appreciate you so very much.

1475
01:22:30.400 --> 01:22:31.200
Merry Christmas.

1476
01:22:31.200 --> 01:22:32.960
And we will see you on Voxer.

1477
01:22:32.960 --> 01:22:33.920
Thank you, team.

1478
01:22:33.920 --> 01:22:34.560
Thanks, guys.

1479
01:22:34.560 --> 01:22:35.920
Thank you, everybody.

1480
01:22:35.920 --> 01:22:36.480
So good.

1481
01:22:36.480 --> 01:22:37.280
So good.