SPEAKER_13 0:00

If not, you're accomplishing it close because you go randomly together. That's why like having running mates is so important.

SPEAKER_01 0:09

Eli, same question. Number one thing you've learned from that.

SPEAKER_13 0:13

That thing's way bigger than that's true. And by the way, the only reason I didn't say Eli is because Eli didn't technically come out of my base shop. Eliz Upline came out of the Bay Shop.

SPEAKER_10 0:24

I low had to teach my upline how to illustrate a policy. He did the funniest thing. Not to speak ill. He was just such a big guy that he didn't question anything. I don't know where he learned here. He used to just do the funniest things ever. I'm like, John, that's not how that works. He's like, really? I'm like, I'm pretty sure. I'm like, you want me to do research? He's like, yeah, look at it up. I come back and I'm like, John, that is completely wrong. He goes, well, how does it write? I would tell him he's like, alright, we'll do it from that one. No one's like I just be honest with it. But but Matt Matt always Matt, I think one of the things that Matt is really, really, really, really I think he's the best at it at anybody I've ever met in my life. Like if he did if he ever has a problem or like something that most of us would look at as a problem, he just writes a check and moves forward. Without like he spends zero time on it. He just writes a check, next. And I respect that just because he knows like it's not a problem. It just I think he said this one time, he's like, if you can write a check for it, it's not really a problem. That's good. So I'd say that, and then like he just thinks way bigger than everybody else, so you know it forces us to think bigger. Like every time I was just I said this in the chat the other day. I was like, I was talking to Matt, I'm like, yeah, you know, we we made 76 grand last month, and I'm thinking of something like, okay, he's about to say, yeah, I did that last last Tuesday, you know. So I didn't say it. He didn't say it, he didn't know. He didn't say it, but he did it. He didn't say that, he didn't hint towards that at all. But like, you know, you know when somebody tells you like what they did and you're and you're like, that's awesome, you know, keep going. And you just he he believes in all of us way more than we believe in ourselves already. So good. And uh and I think that like we we should borrow his belief in ourselves and live out to our potential. I think that's the thing. Like he just thinks way, way, way, way bigger. Yeah.

SPEAKER_13 2:29

I like, I mean, my perspective is this like you know, people have different faiths, and you know that's okay. Like, I'm not judging anybody by their faith. There's a lot of people that call themselves a believer and then they they don't believe in themselves. Well I mean it's the opposite. Right? We all have different things that we're facing and fighting and things like that, but like that's the opposite. Like, because they're not believing yourself doesn't mean that you're doubting your creator, and you're doubting your creator because they're not sending it. Right? One thing that Eli's done incredibly well is I mean, A, Eli niched down straight, right? But B, Eli was raised in a in a different system originally, right? And Eli, what Eli did is he copied the brotherhood and he built the brotherhood, and that's why his organization was so strong, right? He's like, I'm gonna build a brotherhood and I'm gonna build a sisterhood. And so he did that, and that's why his organization was so strong. So transparently, if we were to just call a full spade a full spade here, his system is slightly different than mine, right? It's because when he came, when he came into the business, he was under one of our direct D and D's. Uh he uh our direct D and D was uh like he was from Africa, and there was you know certain language things, and so he was bringing in a bunch of uh, you know, people from Africa, and so he changed his system to approach that community, right? Which is okay. But he you know he changed the system to Levi system to approach that community, and that's the system that Levi was or Eli was originally raised on, was a different system than mine, because he was brought in under John, who was operating in the same system that Levi was operating with because they were approaching Dafrian, right? And so like it was just a different, but what he was like, alright, well I'm gonna board a brotherhood, and that's why their organization is so strong. You know what I mean? Like GM Fang's promoted a 100k ring runner in his base shop today.

unknown 4:24

Yeah, that's the second one.

SPEAKER_13 4:26

That's second one in three months. You know what I mean? Like, and so now it's duplicating and duplicating the why. Isn't that GM Fang's like, alright, I'm gonna build a brotherhood and this sisterhood. You know what I mean? He's too deep in ring runners, bro.

SPEAKER_10 4:37

He's about to be three deep in ring running. Go. Nick, Nick right here. Let's go. Come on, Nick.

SPEAKER_13 4:45

So good. Sorry, Nick. I mean, you said you do more push-ups than Eli. Ask Logan how that would be. Logan, you went in?

SPEAKER_10 5:01

I tried. I tried. Thank you.

SPEAKER_02 5:08

How many did you do?

SPEAKER_13 5:23

This is a push-up process. And I was like, Elizabeth. Eli just go in them like the one. So they're doing push-ups. The guy in front of them in the final two guys we had a microphone. Go ahead and so they're doing push-ups. And Eli just looking at him smiling. The other guy's like about to have a heart attack.

SPEAKER_14 5:49

I'm not there that was.

SPEAKER_13 6:37

Didn't you ever get the video? Oh, Caesar got it. I have it. It's in that video, I think. That one recap video that we got.

SPEAKER_04 6:49

Hey, anything to make a mark?

SPEAKER_05 6:52

It wasn't sent to make the first figure bells like it.

SPEAKER_06 6:54

Maybe, maybe so.

SPEAKER_01 6:56

Matt, what's uh Chris's best quality? What's what's helping him right now?

SPEAKER_11 7:00

Best quality, it's a hard one.

SPEAKER_01 7:02

Um what's he doing? What's he what's he doing well? Because you mentioned one thing, Eli's doing well. What's Chris doing well?

unknown 7:08

I think I'm gonna like the mirror.

SPEAKER_13 7:10

I think, and this is not duplicatable, but I think Chris is one of the one of Chris's number one quality qualities is he is who he is. One man's like he's not he's not he doesn't talk about loyalty, he is loyalty. He doesn't talk about having people's back, he has people's back. He doesn't talk like you know what I mean, like it's not like it's not a fugazi fugazi, you know what I mean? Like it's it's just who he is. Um, and so I think that helps. I mean, I think that if you look at any person that's built a successful organization, like they have to embody a certain level of morals and values, or else it always falls apart. And then like anything fake falls apart. Right? It's like buying a real watch versus one that is a copy of it. It doesn't last. You know what I mean? Like this is gonna last. If I bought a fake AP, this isn't gonna last. It's gonna end up deteriorating you know falling apart, it's not gonna last. Why? Because it's fake. So when when who you are is authentic and it's real, it doesn't mean you're perfect, but it just means who you are is authentic and it's real. What you build tends to last. When you build it fake, it tends to fall apart. Right? Um, like I say it because it sounds good, not because it's what I actually believe or what it actually bought is. That's why you know we talked about we were talking earlier about how becoming is always more important than attaining. Because there's a lot of people that attain before they become and then they lose it all. Versus becoming and then the attaining happens and then it's organic and it like it erased that way, right? So I think that's one of his greatest things, and that transcended into his culture, right? Where like that's now his environment. You know what I mean? Because like because he's just authentic, he just becomes like an authentic, awesome version, if that makes sense. So then he attracted people into that. You know, kind of like what we talked about today, like with the avatar, right? Like you don't know your avatar, you just work with anybody and everybody. And when you work with anybody and everybody, you don't you can't build a culture with anybody and everybody. You gotta be building a culture with people who embody the same things, right? And so um, you know, me and and uh Megan talks about a dinner and Sarah and Mitch was like, hey, you have to like cancers happen naturally, right? Like they're gonna happen. And it's most people keep a cancer to protect their income. I would rather protect my culture than protect my income.

SPEAKER_01 9:43

And cut out someone.

SPEAKER_13 9:44

I would rather I would rather protect my my environment than protect my income. That's even Kyle thinks that. That's just his fight. Um like and I think that's a big part of it. Like it like every like people like that was one of the reasons that you know, with where my original leadership was, is they always let moral things slide because they're protecting their income. And I watched it, you know what I mean? I'm like, I don't want that. I don't want to be a part of it, I don't want like, you know what I mean? And so for me, it's like whenever there's a cancer, and sometimes the cancer is like just so you know, sometimes the cancer isn't even negative, they're bitter. Right? And like that, it's removing that. So I think protecting culture is a very, very important thing, even if that means your income gets lost. Like we talked about, like when we transitioned to to GFI, um, I had a lady that um that was doing two and a half million points a year, and uh I didn't want her to come because it was it was impacting our uh culture in a negative way. So it was almost $400,000 a year in override, so that wasn't worth it to me because it was affecting culture, right? So culture over everything, a high culture each strategy for breakfast. And it's people that can show up and say, I'm gonna make the culture better, right? I'm gonna improve the culture. Um I I have nobody on my team yet, yeah, but you will. So how about you improve the culture in every way, shape, and form that you can? So when you do bring people in, there's something to glue them together versus waiting for it to be perfect, right? And what a lot of people do is they're like, I'm gonna wait for the culture to be perfect, and then I'll contribute to it. That's crazy. No, you contribute to it, and that's how you get to where it needs to be. Right. So I think that part of it. Um I would say, Chris thinks big. You know, thinks big 100%. Um and I would say this, and this is you know he's able to be a friend and not a leader. And I think that's what makes a great leader.

SPEAKER_04 12:00

Very easy to ride or die for.

SPEAKER_13 12:05

Explain? I don't want to hang out with my leader. You know what I mean? No more. 100%. Like, I don't want to kick it with my leader. Yeah. I want to kick it with people that are my friends. Yeah, best friend. And and so people are always like, well, if I how do I not get friend zoned? Well, if your moral compass is solid, yeah, and you have great results, you'll never get friend zoned.

SPEAKER_04 12:34

Yeah.

SPEAKER_13 12:35

The only reason someone stops from following somebody is if there's a character flaw and they say, there's a character flaw, there's an integrity flaw, my values don't align with your values, you no longer have influence with me. Number one. Number two, um, winning, right? If you're within striking distance, proximity, meaning like you could be at, let's say Chris was at uh 130 grand and I was at 75 grand, yeah, he's at more money, but he's like two months striking distance, one month striking distance. I can like him as a friend, but I don't look to him for leadership. You see the difference? Right? So bridging the gap in leadership is like 50% morals and values, not doing anything that makes you not want to be looked to for leadership. The other 50% is having results that are so far ahead that people want to know how to get those results. And now if you have those two things, now you have influence. Now I can be your friend and still remain in leadership. Make sense? Right? And so for me, my thing has always been like the only way to lead people is to allow them close enough to hurt you. If they can't hurt you, you can't really lead them. Like if it doesn't like if they can't emotionally hurt you, then your relationship's not strong enough, which means you can't lead them. Right? And nope, and most leadership is like keep people far, keep distance, keep all those things. And I believe the opposite. You do those things because you're hiding all of this. Make sense? Which then loses leadership. So my thing is like if you are if you are morally sound and your results speak for themselves, leadership always stays there. You don't have to try to lead. Like, I don't force leadership on Chris, I've never tried to, never force leadership on Eli, I've never tried to. Um, and I don't even know if like, I don't know, like, I don't know if they look to me for leadership, like, I don't know, because I'm not gonna put like for me, it's just it's the opposite of what I believe in, you know? So I just look at it as like, alright, be a good human being, do the right thing, and go get such results that nobody can question. They just were like, bro, you're winning. Yeah, how do I win? Right? It's natural, right? Like, there was a time where um, like that's that same woman I was talking about, she's not a bad woman by any means, by the way. She just wasn't good for for culture, you know what I mean? And um, and I remember I was at like 300 in cash flow, and she was at 225, and she wasn't listening to anything that I had to say. And I could easily be like, be coachable, be in a lineman. I allowed her to get within striking distance. Whose fault is that? So I never like was mad about her not wanting to listen to me. I'm like, that's my fault, right? And then I climbed to 750 and then she started asking questions again, right? And I never forced that either, right? It was just like an organic natural behavior that happened because it was like, alright, you just tripled where I'm at. How'd you do that? You know what I mean? Versus you should follow me because I'm your uh, you know what I mean? Like fear and intimidation are the lowest levels of leadership. So it's good.

SPEAKER_01 15:37

Franco, one thing I asked Chris and Eli was the number one thing they've learned from Matt, and I want to know uh what would you say?

SPEAKER_05 15:44

Still trying to get a better hairline, but you guys are like Turkey, Turkey or Mexico, bro.

SPEAKER_13 15:53

Either one works.

SPEAKER_10 15:55

Turkey.

SPEAKER_02 15:55

But we're working on it. Um also uh so you asked me what's one thing I learned from that?

SPEAKER_01 16:04

The number one thing. All time.

SPEAKER_02 16:11

For me, it's uh understanding the higher level game and understanding that the game is uh to me, it's like a chess board. Really it's a chess game. First level is making everybody seem like it's checkers. You know, there's actually an old guy that used to work in our company, we call it Green Chess. First level is just business, you're competing with people in business with you. Second level is legal, third level is critical. So look at that in a smaller level individually. We're just competing with your sidelines, you're competing with somebody who's talking to everything in a different level. Uh just an awareness of the game. I guess I can technically go deeper on that, but yeah, just the awareness of the game, the way he carries himself. There's certain people, like one thing he told me, he said, as I was really trying to re-identify myself two years ago about being likable and changing my character. I think we all need to change our character, right? Have you guys ever seen like Pokemon? These different characters you got evolved into rights and all evolving. And Matt told me one time he said, You don't need to be liked by everybody, you need to be liked by the people who are.

SPEAKER_13 17:29

I said that's a good one. I didn't think that's a that that is a good point. I'm taking that line, that's reminding me. I came up with this cool line that fancy fails is a simple skill. But that is true. Like I think that's another part of it too, is like because people cater to everyone, like they don't stand for something, and when you stand for nothing, you fall for everything, and then you end up bringing a whole bunch of people because you're just trying to be a caneleon and then you don't have any, once again, foundational like avatar you're building in. Right? Like you look at USA, right? They were looking for the right players to put on the team. They didn't just welcome everyone in the US to come play for right? Yeah, like they were looking for the right players, right? They had an avatar for the goalie, they had an avatar for the strikers, they had an avatar for the sweeper, for the midfield, left wing, right wing. They have these avatars of like what they're looking for and what they embodied, and then they built it around them, right? So, and once again, I don't want people to be like, alright, I'm only gonna recruit perfect people now. Like, that's not the answer either. You're gonna go nowhere fast. It's I'm gonna run volume and I'm gonna be strong in the values, and then people who align with those values stay, and those that don't filter themselves out. Does that make sense? Right? So it's not I'm gonna I'm gonna stop quantity to find perfect people, because that's never gonna happen. It's I'm gonna run quantity, I'm gonna make sure our values are strong, and so that way anybody that comes in, people that align, stay. People that elite, right? Like, you gotta realize your entire team is a reflection of everything you say. Right? Like, I remember Eric was like, hey, can you train a growth academy? This was years ago. He was like, Can you train a growth academy on building a strong culture? And I was like, yeah. And like in my mind, I'm like, that's so such an easy topic to train on. And then I sat there for three hours and I'm like, I cannot figure out what in the world to put on this PowerPoint. Like I could not figure it out. And then like the longer I sat there and thought, the more I realized, like, man, a culture is just a reflection of the way you think. However, you think, you speak. People who hear you speaking and agree, stay. People who disagree with what you say leave. A culture is just who you expressed in the version of it. Like, that's all a culture is. Wow. That's why I was like, alright, well, if I become a better person, my culture will naturally get better. If I become a right, I mean that's just it. And so yeah. But all of these guys, I mean, just so you know, like, I've learned from every one of them. I can go things that I've learned from every single one of them. I can give you a top ten list of every single one of them. So it's a two-way street, it's not one way. What's Franco's superpower?

SPEAKER_01 20:34

Yeah, what's he don't know?

SPEAKER_13 20:38

Without any doubt, there's no ounce of doubt in where he's going. It doesn't mean he has a clear path or a perfect path, because nobody really does. You can't know how to get somewhere you've never been. But it's his a hundred percent unwavering, unshakable, undeniable belief that he's going to be there. That was even him when he came into the business. Like when he came into the business, everybody thought he was way more successful than he was. Simply, not because he was bright, like because he like lied or anything like that, because he never did. It was just he walked as if he was already a seven-figure earner. He talked as if he was already a seven-figure earner. He dressed as if he was already a seven-figure earner. It was like, this is what a seven-figure earner is, I'm gonna just be that, and hopefully the income follows. And I think that was one of his things. Like, he didn't talk from a place of like of I'm small. He talked from a place of I'm going somewhere great, and I want you to go there with me. Not from a place of I'm small, hopefully you believe in me, so we'll get there one day. Like, there was none of that, and I think that's one of his biggest things.

SPEAKER_01 21:50

No? I was gonna ask the same question, but about what number one thing you've learned from Matt. But if I'll tell you one of it.

SPEAKER_03 22:06

But Keaton is operating above the line and easier to see them. And I don't think that we have a lot of females that lead in that way because we often have to take care of the men that are doing care. But there's an area of opportunity than if you just as a human being. Nothing is that big of a deal. How often are we operating out of emotion? And can we do this without making an excuse? So many people have excuses about that. And seeing how he always operates about a lot like what I just do like all in. Like, no, let me like talk to him in this moment. And just seeing how he navigates his thinking is what I've always picked up from him, which is like never miss a frontline for day call. Because I'm checking how my thinking is compared to that's not how he answers questions to think, is this how I would coach my people? So I've taken on his mindset.

SPEAKER_13 23:04

And by the way, ladies, I just want you to know Lays naturally are more emotional than men.

SPEAKER_08 23:11

Absolutely.

SPEAKER_13 23:12

That is your no, that's a superpower. People buy on what? Emotion. Emotion. Okay, people move on what? Emotional all day long. So guess what? Men are naturally what? Logical. You know what people don't buy on? You know what doesn't inspire action? You know what I mean? Like that is a superpower. Yeah. Right? And that's like if guys can learn the emotional side from the ladies, and if uh ladies bringing a logical side that, right? And some people are naturally more in one way or shape or form, you know, and that's okay. Like that is a superpower. You know what I mean? Like, how do you connect with people? That's it's emotion. It's all emotion, right? Like when people say there's no emotion, there's no room for emotion in business. All businesses is emotion. The whole stock market is controlled by emotions. All business is emotion, right? So it's not a bad thing, it's just a channel thing, right? Like I have emotions, I just naturally operate in logic. It's like we all do. So it's like realizing, alright, where are you at? Like, guys need to bring it uh a level of empathy to the table and a level of emotion to the table. Um, they they tend to like let have less of that, right? Not everyone, but tend to have less of that. And then, you know, ladies, from the just from the perspective of like what Megan talked about, like above the line, like just bringing that aspect of things, like I'm gonna just be above the line, right? That you're gonna win there, you know what I mean? But I don't think there's any negative or not. I mean, that's why you see so many, like, it doesn't matter what gender to people crushing it. Why? It's because they just learned to channel what is not their natural tendency, right? Like, when I became more emotional, it's when my business grew. I just didn't allow it to affect my decision making, and I didn't allow it to affect the way I led. But when I became more empathetic and I allowed my emotions to come out is when we won the biggest. Right? And like, you know, guys bundle things up. Tend to be really good at that. And like I like a puff. How do you feel perfect? You know what I mean? Always just got shot by a rifle. Um everything's great. Everything's great. Like, like, no, I remember, um, like I remember like I was like 11, 12 years old, and my dad brought me and my brothers up one by one to say goodbye. Right? And I remember exact I can tell you everything about it. I can tell you what was on the walls in his office when we went up to the deck, I can tell you where he was sitting, where I was sitting, what type of chair he was sitting, what type of chair I was sitting, I can tell you everything about the whole moment, right? And I remember my dad, uh, he started with my oldest brother, and then he went to my brother Noah, and then he went to me. And I remember one by one he said goodbye. And I remember just the level I was like, no, you're not allowed to leave. Because he was going into a surgery the next day, and it was a 0.001% chance he was gonna make it. And I remember him just saying goodbye. He was like, take care of your brothers, honor your mom, take care of your mom. And he just had one by one, the only time I ever saw him cry in my whole life, he's bawling his eyes out, like, and I just remember, I was like, I'm never gonna allow anyone close enough to hurt me like that. Like, I'm never gonna allow anyone close enough to feel that pain again. And so I just went through the rest of my life, no. Right? And it's like I'm not gonna allow that pain. And then I I go into leadership, and I'm like, I have no, like, I'm like the way I show love, there's a book called The Five Um The Five Voices, The Five Voices, which is the five love languages of leadership. It's like how a leader shows love, right? It's like how a pioneer shows love, like a pioneer shows love. Like I'm willing to sacrifice myself for the betterment of other people, and that's how I show love. And so Allie came into the mix, and I'm like, pioneer. You know what I mean? I'm gonna sacrifice our time together so that way you are loved. You know what I mean? And her thing was like quality time, you know, like that didn't work out at all. And so the way I showed love and the way that she received love was different, and so I started realizing, I was like, man, I'm leading people the way I am, not the way they are. And I'm still not perfect at this to this day, because there's still those like natural tendencies that that come up. But when I became more like I allowed that emotional side of things to come in a lot more, I was like, I'm gonna allow people in close enough to hurt, like that's what the whole saying was, you gotta allow people close enough to hurt you, it's because I kept everyone out, and then there was no brotherhood, there was no sisterhood, because it was just me trying to protect myself from being hurt. And then it was like, alright, I'm gonna allow people in, and that's when we started building and cultivating strong environments, strong relationships, strong culture. You know what I mean? So, um yeah. So it's just realizing, like, there's a superpower in it, right? And we all gotta be better at it. One thing that I I learned from the guy that brought this guy in is that vulnerability is a superpower. Right? It doesn't mean you tell everyone your problems while you're going through it, it just means you use what you've gone through later on as inspiring other people to get through what they're going through. You know what I mean? Like vulnerability, like I'm struggling right now. Like, you're not gonna build a team that way. But later on down the road, we're like, I struggled with this, the same thing you're struggling with, now it's a relatability factor. You know what I mean? So most people take vulnerability as as a uh as a shit session to get out of the wheeler. Wrong time, my friend. Wrong time.

SPEAKER_10 28:44

So it's good. There's a good video called The Nail in Your Forehead. There's a nail in your forehead. You know what you're talking about? Yeah, tell us for I think it's good. You guys, you guys, I I think everybody should go watch it tonight, real quick, and then which is a it's a good video. It's uh it's like this guy who's sitting on the couch with his wife, and she's like venting to him, and like she's like, Man, like my head is just it just hurts. And there's like a four-foot nail in her forehead. And he's just like sitting there like is it because of the nail? Like she's like, it's not the nail. I just need you to listen to me for one second, and like you just just go watch it. It's really it's called the nail and you have a nail in your forehead. Yeah, it's on YouTube, it's like three minutes long, and it just shows like it's funny for both because like men we just want to fix problems, and like women don't want us to fix the problem, they just want us to understand what they're feeling. And so, like, it's both sides, like women can do a better job of understanding. Hey, sometimes we don't use that part of our brain. We just like our number one reaction is like, there's a leak, let me fix the leak. Like, that's just like how we think. I don't think about and then and then we think like where's the leak coming from? Right? Women are like, what are we gonna do about this leap? What if it's somewhere else? It's like both both can be better about and it's and it's a two, two, you know, it's a dance, right? Like there's there's there's a moment for logic and there's a moment for emotion uh for the emotion part. And um they're both important, yes. And and and having a good, successful marriage is uh, and it talks about this in the Bible, but it's surrendering to your spouse. 100%. That's what it that's all it is. So if your spouse wants, you know, and then there's a again, there's a balance to it. Um, but that's a really good video. You guys would all like it and laugh, it's pretty silly, but stick it out. It's like four inches out, like a huge nail.

SPEAKER_04 30:45

Well, so then where would you say like the balance is between like being empathetic and allowing someone to be vulnerable with you, especially when they're new in business, and kind of being like, hey, like let's kind of brush that aside and like let's get to business type of thing, because that's kind of where I struggle. Yeah, is being too empathetic, and then all of a sudden I'm emotionally attached to the person as well, because I'm like a lover to my team, but I need to be able to like differentiate that, you know what I mean? Like, where's the line with that where you draw that between like hey, I'm here for you and like we can be vulnerable, and hey, like this is business, like let's let's lock in.

SPEAKER_13 31:21

That's so funny. So, like, my my wife, if you cry, she's crying. Me too. You know, and I love that about her. Like, I remember when we first started dating, I'll never forget this. We were I stepped on a snail and started crying. Like, I took a life. You know what I mean? Yeah, I like fell in love with her in that moment. Like, like I I fell in love with her the moment I saw her. But like when I stepped on a snail and she started crying, I'm like, I'm gonna marry the like marrying this moment. Um but like to kind of give you going back to what you're saying, is like when they this is what I've realized, and there's no perfect solution to this, I'm gonna be very clear with you, because we're dealing with people, right? Right, but I realize when I become the dumpster, that's a problem.

SPEAKER_04 32:08

Yeah, 100%.

SPEAKER_13 32:09

Right? Like, there's nothing wrong with you being empathetic and say, hey, this is what I'm struggling with, this is what I'm dealing with. Yeah, and I think as a leader, we have responsibility to show up for people and be there. I think it's is this the fourth time we've had this conversation? Are we still are we still on it? That's a problem, right? Yeah, and you know, when people go through something, like one of our um one of our our agents lost his dad this last week, right? And you know, so every every day I've just reached out to him, just like, dude, how are you doing? You doing alright? Like, you know what I mean? Like that, like, and we're just talking, we're having conversations. Like, in my mind, that's not him throwing up on me. It's like, hey, I know what it's like to lose my dad. Like, let's like, I got you. You know what I mean? And so it's it's kind of like going being there for them. Makes sense. Yeah. So there's a big difference between being there for people and being the place that they throw up everything that's going wrong and unwrong in their body.

SPEAKER_04 33:02

Yeah.

SPEAKER_13 33:03

Right? Um, and so I think that's where there's empathy and there's sympathy. Yeah. Right? If people are looking for sympathy, I think uh, and you know, I could be wrong here, but like in my mind, if people looking for sympathy, that's a problem. If people are looking for support, that's different. Right. You know what I mean? Like, hey, I need your help through this. Like, alright, cool. Yeah, one solution oriented problem. Yeah, you know? And then sometimes people just need like, yo, I just need to get this off my chest. You know what I mean? Like, and I have no, like, I have different leaders in our organization that call me and they're like, I like I just need to vent, bro. Like, can I just get this out? Like, I need like, alright, cool, let's roll. You know what I mean? And but there's a difference because it's as a leader, like, you're the person, it can't go to their sidelines. Like, the worst thing that you can do is tell your team there's something wrong.

SPEAKER_05 33:47

Right.

SPEAKER_13 33:48

The worst thing you do is go to a sideline about something wrong, you know? Like, hey, person who's in like at the same place as me, how do I get behind? Like, that's not a good place. Right. So, like, you always want to you go up, you never go down, and you never go sideways, right? Yeah, and like I think Franco said this uh in the pool yesterday. He goes, Matt's the one person that knows everything that's in the closet and does not judge where like you've just been there for me, you know what I mean? And I think that's kind of your job almost as a leader, is like, alright, well, and I think also one of the things is is like when people bring you things, it's how safe and secure is that information. So good, right? Like, if Corey brings me something, my wife doesn't know. And so we're like, Corey didn't trust my wife with that information, he trusted me with that information. If he told me to go talk to my wife about it, that's one thing. And I that I that's me breaking trust.

SPEAKER_05 34:40

Yeah, right?

SPEAKER_13 34:42

At least in my mind, it's like a therapist going home and talking to their spouse about what somebody just said, hey, I'm battling with and struggling with. So I think the moment you speak about something, someone else's issue to other people, you just broke trust as well. Alright? So there's there's there's that aspect of things as well. Where that's why like the dance of leadership, sorry, that's why the dance of leadership is is not black and white, it's gray. Because of the fact is like there's if somebody brings you something, like, remember I had leadership at the time, like, for instance, let's say I brought my leadership something, everyone would know. That's crazy. I brought it to you because I needed support for not the whole office's opinion on you know what I mean? Like, so that there's a there's a part of it's like, well, I gotta be interested enough where people can bring it to me and know I'm gonna I'm gonna soak it. Like, I I got it, right? But then there's the aspect of it is like, alright, how many times have you brought me the same thing? And at one point you gotta have a conversation with people and say, hey, this is the third time we've had the conversation, right? And I'm not saying that what you're going through is not serious or hard or whatever it is, but if we keep allowing this to take up so much space and energy in your mental, this is not gonna do well for you long term. We need to figure out a solution right now. Because if you come back to me on a fourth time, like it's like it's you know, and so there's a big part of that, right? So you gotta be there for people, you gotta support people, um, but you also can't give in to their sometimes what they create, if that makes sense.

SPEAKER_04 36:20

100%. I appreciate it. That's a good question. Super good.

SPEAKER_11 36:24

Matt, what do you think is the normal thing you've learned from Eric? Smile and bleed.

SPEAKER_05 36:29

Yeah, yeah.

SPEAKER_13 36:34

He just keeps on shrugging. Yeah. And Eric thinks delusionally big and everybody thinks he's crazy, and then it always happens. So cool. Right? Like anybody that don't doesn't know Eric, they're like, pop. I'm like, bro, if you know Eric, pop. Because I've never seen him not deliver. Always, like, always, you know? Um so I think that's a big thing. Like, he's very good at smiling bleeding. Um, he's a chess player, but his intentions are really, really good. Um so it's like he plays chess at a very he plays business as chess at a very high level, but his intention and his heart is always in a good place. Um, selflessness. Right? Like most people look at like when people meet Eric. How do I say it? Eric can seem uh dry, but he's the most like he'll have your back more than people you've ever met in your entire life. You know what I mean? Um, and that's just Eric, you know, like that's why I trust him, that's why um I'm in this company, like that's wise because he's just he just always delivers on the work. You know what I mean? Um, and so I think that's that's a big part of it. Uh he talks really, really big, thinks big, talks big, acts big, squalks big. Um I asked him what his edge was one time. I was like, hey, what's your edge? He said, My faith. And for me that aligned, right? It's like because that means like that means you're not relying on your own understanding on what you're can accomplish, right? Um I was like, I don't need I don't need the stars to align. I don't need the data to make sense, I don't need the logistics, I don't need the numbers, I don't need the the I don't need all the all that stuff. I don't need that. All I need is the faith that I know it's gonna, it's always gonna work out. Um he operates in that at a very, very high level. Eric invests into, like, even in our practice company, he always invested into his team more than everyone else. And so while everybody else was always cheap, he was always investing, you know? Like I remember when like Meg and Sean and then came to our organization. I remember uh Josh and Christina Williams and I come to the office and we're sitting down, we're all in a big circle in Ureve's office, and uh and she goes, Can I ask you a question? I go, yeah. She said, Our spouse is welcome. I said, What do you mean? She's like, our spouse is welcome. I was like, Yeah. I was like, wait, why would they not be welcome? She just started bawling her eyes out. Right? I was like, why are you? I was like, I dunno, and I grabbed Josh and I was like, dude, did I do something wrong? Like, I like because it was like our first like real interaction. I was like, did I mess up? Did I say, like, did I screw something up, dude? And I was so like kind of shook. And he goes, No, man, just where we come from. If I qualified for an event, she had to pay to be there. Dang, it's crazy. So like we would qualify to go to our leadership's house, and then I would get in for free, and then I would have to bring $200 for her meal. I was like, guys, like I know you got some PGSD, but like, no, you're not gonna have to worry about those things.

SPEAKER_02 40:00

So you're gonna go to their house.

SPEAKER_13 40:04

Yeah, well it'll bring your spouse. If you qualify it, you can go. If not, right? Eric has just always been so selfless, you know? He'll give everything away, he'll give you the shirt off his own back. Whereas there's other leaders, be like, hey, like, is there any way we can have a coffee? Like, yeah, just spend only three bucks. Like, are you kidding me right now? Like, and that's just the environment. Eric would just and Eric will just give like Eric will give you his house, you know what I mean? Like, and that's just how Eric is. So I've tried to learn that from Eric. Um, because he'll always invest back on his team so self-distinct.

SPEAKER_01 40:38

When I was in college and I was just getting started in the business with the practice company, I had to pay $25 a month to show up to Bay Shop calls.

SPEAKER_05 40:46

What?

SPEAKER_01 40:48

It was called the plug-in. Yeah, it was a month. I was going to school in Michigan and I had to pay $25 a month to show up to Bay Shop calls. Over over. That's what you're saying. Give it to Ryan.

SPEAKER_12 41:17

And then when I went home, I got a thirty sixteen dollar and thirty-four central requests because they said we exit uh we have to split the groceries. 100%. Same hard.

SPEAKER_01 41:30

We gotta get better than that.

SPEAKER_10 41:32

I think that is probably one of the biggest lessons I learned from Matt and John as well. That was a call. Matt is always an abundant, like I said, big thinker, but always abundant. And like he knows he's gonna make it back, and even if he doesn't, it's not about that. It's about just being a blessing to others. And my leader, too. Like, I'll never forget my leader, and I I still say the exact same line he said to me when I was coming up in the base. I said to him, I said, I was like, hey John, like what if we do XYZ and um and we'll do this retreat. He's like, yeah, let's do it. Then we host the we host the event. I think we went on a yacht or something, I can't remember. And uh I was like, so John, how much how much like do I need to pay for my people? And he's like, no, no, no, you're an MD. And I was like, yeah, what about that? Like, like how much but I know I got like I got eight people here, he had nine people, right? I'm like, you want to split it? He's like, you're an MD, that's not your job. And he just said, like, that's the responsibility as an emd, that's my job. When you're an em d you can you can pay three people. And so like, and he had that same mindset because Matt had that same mindset was like, hey, I want to take care of my people, and then uh, and then my leader, thankfully, who's always very giving. Like, he lived he lived with Matt, and then I lived with him. And we got a house. And then my first wealth bowl, uh, the like he paid for my ticket, and then because of that, my upline who recruited me actually paid for my AMA or ICA, right? And like, you know, just like that willingness to give to people or take a bet on somebody, you know, because I'm sure, you know, there's people that and I couldn't imagine it how many people come to Matt asking for help or financially, you know, that's you know, it's it's a hard thing as a leader because you would love to help people, but at the same time it hurts them more than it helps them.

SPEAKER_02 43:22

Yeah. Yeah.

SPEAKER_10 43:23

You know?

SPEAKER_02 43:24

You know that saying it takes money to make money? Yeah. Absolutely does. Matt Matt, myself, any any EMD you quote unquote look up to, MVP, whatever you want to call it, we've lost way more than we've won. But with a few people that we've won, we've gained more. Like, I'm looking for that one leader because that one leader will bring 10 people. Does that make sense? Like, I've already lost three bets this year. Three people I bet on, I already lost it. No big deal. So I'm willing to continue to make the bet. Does that make sense? Just like you guys go in a casino with just you have only enough money to play two hands, the odds are not in your favor. I got enough money to play. 20 minutes. Does that make sense?

SPEAKER_13 44:03

Well, and when you can make unlimited amounts, it's like, why not? How many placing bets? Like, how many can you place some bets on people? And guys, we're not saying like, hey guys, just throw all your money in the entire world. Like, that's also not what we're saying either, you know what I mean? But it's like, for instance, sometimes it's like just in your own development. You know, I mentioned today, are you spending money at least once a quarter to fly into wherever your leadership is? Right? Like, just can you get close in some way, shape, or form? Right? Like, just do that. It's a good investment because you're around the fire. Like, I used to fly up to San Jose once a month. Like, I'm gonna fly to NorCal once a month because I was in San Diego by myself and there was nobody to learn from or get mentorship from. So I'd fly up to San Jose for an EMD meeting once a month, just so I can try to learn from the people that were there and learn how to do this. And what are you doing? What are the systems? And I would stay up there for two to three days and we'd fly back. You know what I mean? It was just we were just trying to get into the environment as much as possible, right? It's like how many of us are here like, man, meetings hit different in person, you know?

SPEAKER_05 45:03

Yeah, they don't do.

SPEAKER_13 45:04

It's like watching church online versus going into like way different, right? So it's like Zoom is awesome, it makes things more effective, but how often can you get in person? Yeah, it's worth it, you know what I mean? It's always worth it. I grabbed, I bribed Matt who's ramen. And then killed me. So I'll tell you this, okay? Fun back. So Eli was like, yo, I'm gonna make ramen. I don't even like ramen. I'm not a ramen guy. Um I mean I like ramen, but like only when it's pouring rain and I'm sick. You know what I mean? Like it's the only time it's like I it's the only time I crave it. If not, it's when I have steak and steak and steak. And and so he was like, dude, have some ramen, I'll put steak in it. I was like, alright, cool, right? So we go over, he's like, what spice level do you want? I'm like, like on like a one to ten, you know, Thai food, like type of thing. He goes, yeah. I was like, two to three. Meaning, meaning none. And and it was probably a six or seven.

SPEAKER_05 46:11

Right?

SPEAKER_13 46:12

And I'm like, but it was like it was probably six or seven, wasn't that. I was like, I was like, it's a little hot. Not like perfect, you know what I mean? And so the next time he was like, Do you want rock? And I was like, yeah. He goes, what spice level do you want?

SPEAKER_05 46:24

Zero.

SPEAKER_13 46:25

I said, negative four. Because I was trying to get to two to three. He goes, okay, perfect. I swear he did 27. I was sweating, you know what I mean? I was like, I would have doubt it. I was like all night, dude. I could not I was all night for you know. And then Sean and Diana, Diana was sitting there, she's like, I guess we're the same as Matt. So it was good. Really good.

SPEAKER_06 46:58

I just want to say on the spouse coming, like my husband and my daughter, this is the first time out of the country, and so I just want to thank you. We had an awesome time with the forward. That's what he said. And I just like it's such a cool experience for him to be like, like, we can go, and I'm like, yeah. And he's like, okay, and you think I don't think so. But like either way, you're coming no matter what. Um, and so thank you for that. And then a question I had the training today or yesterday, someone said you you said uh either play not to win, or play not to lose, or play to win. And my question is, how do you figure out the difference between those two? Like, how do you know when you're playing not to lose versus when you're playing to win? I feel like that hit me in the face, and so I don't know, like obviously hit me for a reason. So what is the difference in happening now?

SPEAKER_13 47:53

I feel like playing not to win is protecting. Or sorry, playing not to lose is protecting. Like, are you in a state of protection? Yeah, playing it safe. I'm trying to protect my income. I'm trying to protect the money I have in my day shop or my bank account. I'm trying to protect, protect, protect. I feel like that's a playing not to lose, right? Playing to win is it's send it. You know what I mean? Like, how like I don't know. Like that's kind of how I look at it is I'll give you oh, here you go. Okay, it's taking the shot. That's playing to win. Taking the shot. Taking the shot. Right? I uh when I was uh I remember being a freshman and I was a freshman on varsity, and and um as a freshman on varsity, there was all these players that were on the, they were all seniors and juniors, and I was the only freshman on varsity. And so I was like trying to pass the ball and pass the ball because I was like, I don't want to, I feel like I'm not don't know if I've earned the right to shoot, and I was supposed to be the starting forward. And I was like, I haven't earned the right to shoot. And I remember my coach Bello pulling me aside, he goes, Matt, shoot the ball. Shoot the ball. And he just like gave me permission to play to win. Yeah. Right? Because I was still trying to like make my mark on the team. I didn't want to be like, oh, Matt's shooting too much, he's too young. You know what I mean? Like I was just trying to still make a mark. So I wasn't shooting the win. Like I wasn't shooting to score. I was like I kept passing the ball. And he just said one day shoot the ball. And I just remember 20 yards outside the box. I saw the goalie creeping up a little bit, and it's like whack it, hit it. And then from there on he's like, I keep doing that, right? So like there was there's I think that's a big part of it. Like, are you shooting to score? Right? Or are you you keep passing it because you are afraid to miss.

SPEAKER_08 49:53

So I don't know if that was an analogy makes sense.

SPEAKER_13 49:57

But it was just like I remember that moment, like clear as days, Bellow just like grabbing me by the neck, putting his forehead against my butt and said, shoot the freaking ball. That's why you're on this team. And he just like gave me permission. Yeah, shoot the ball. So play it away. And it doesn't mean you're gonna make it all the time. Right? It means believe in yourself.

SPEAKER_04 50:17

That's so good, yeah. That understands. You're here for a reason.

SPEAKER_07 50:34

First of all, thank you for doing all of this for us. But on that, no. How do you want to come to get to here? Like, how do you organize and have all the people? Like, what would you suggest uh become an EMD? How should we organize something like this? Like our our back office. Um what what how did you figure all of that out over the past week?

SPEAKER_13 51:00

And bite sizes, you know? Like, people look at this and like this seems like there's so much, and there is, but this wasn't our first trip.

SPEAKER_05 51:08

Right.

SPEAKER_13 51:09

My first trip was uh four guys in Big Bear and a $300 cabin for the weekend. You know, and like that was our first trip, and I didn't know what I was doing. And I just saw Eric throwing retreats, and I'm like, I need to throw a retreat. I don't have a lot of money to throw a retreat, my budget's a thousand bucks, right? And so I found a big bearing cabin that was a triangle, and it was $300 for the weekend, $150 a night, two nights. A-frame. Yeah, A-frame. Pyramid scheme.

SPEAKER_01 51:42

It was a pyramid scheme.

SPEAKER_13 51:46

And I rented a pyramid scheme for the weekend. And with like literally, me, four or five guys went up, right? Zach Cruz, Johnny Kubu is the one that Johnny Kubu's the reason that Eli is here, he's the reason that Franco's here, he's the reason that Abdul's here, he's the reason that Mike Dembrowski is here, he's the reason that Corey is here, he's like, I, and you don't even know who this guy is, right? Like, all of these people are here because of that retreat where I invested money in an A-frame, right? And we had hot dogs and hamburgers, and we literally just barbecued and we were like, man, summertime we're gonna swim in the lake, it was just all snow melt, then we realized it was freezing, so we're all shivering the whole time. And we went hiking, and like that was the first retreat, and then and then it just kind of grew from there, you know what I mean? It was like, man, we did that one and we were super understaffed, we need more help the next time. So it's like every single time we've learned, you know? Um, we learned on this one, you know what I mean? There was like me and Allie, literally before dinner tonight, we're like, all right, this we're gonna do this, we're gonna do this, we're gonna do this, we're gonna do it to make it even better the next time. We didn't like this, we should have pre-like, right? Um, the when we were in Puerto Vallarta, there was a $28,000 mistake, right? And so going into going into this event, I was like, let's make sure that that, you know what I mean? Like I was checking out at Porto Vallarta and I had to write an extra 28 grand that I wasn't expecting, you know what I mean? So I was like, alright, well, that was expensive, like, you know, and it's unfortunate, right? Nobody wants it. But, you know, people had a great time and it was life-changing, so it's worth it, right? And so there's little things that you just pick up along the way, right? Just like our business. Like, how do you learn leadership? You make a leadership mistake. Yeah. I wish it was just all like, man, I learned from Chris because he's so good, or I learned from Corey because he's so good, or I learned from Ryan because he's so good. Like, I wish that was it. Like I just learned everything from everybody else. But it's it's it's hard to ask questions sometimes in leadership where like you're not encountering it. Right? Or after you made the mistake. Right? Like one of my biggest I one time blew out Franco's whole team. Whole team. That's hilarious. He made it through it. Right? And not just him, him and Abdul and Jack, all three of them, the whole team gun. Thank god I was and one god I was witting out winning the devil at the time. Guess what? I made a leadership, I made a leadership mistake, and it could it almost cost me everything. And luckily we're like, rider dies, we're like, yes, we're starting over. Part of it though is like we were united on a common enemy. Like, even though like I screwed up, there was still a common enemy involved.

SPEAKER_02 54:32

We're like, alright, like when your buddy gets you in a fight, you didn't really want to get into it.

SPEAKER_13 54:44

Never that we came out winning, I'll tell you that. But like, you know, like unfortunately, I learned a very valuable leadership lesson that way. It was just in one that was not the greatest, right? And so, like, I wish we could just prep everybody for everything. But it's not, you know? And so that's why, like, some people, like, for instance, I don't at least I don't think I don't think Franco ever had a grudge for that. Like, we're still here.

SPEAKER_02 55:10

I was literally like on 750 hard reading books every day. This is supposed to happen to me. Like, it was not too much.

SPEAKER_14 55:17

Things don't happen to me, they happen for me. And uh I'll never forget Janae's face. Because like Janae was on the call and I remember, and I just remember her face.

SPEAKER_13 55:33

I will never forget Janae's face, like I can't believe that just happened. You know what I mean? Like, that was the face that Janae had.

SPEAKER_07 55:42

Tell me later what happened.

SPEAKER_13 55:46

I was I lost it, I'll tell you that. Not the greatest leadership moment of my career, right? But guess what? I learned from it, and then when that same type of scenario happened later, we handled, like, well, I would like to think we handled it very well, and it's the reason we it we kept compounding and growing, you know what I mean? So it's like sometimes we try to prep you to the best of our ability, and then until you're in the moment, you don't even know what question to ask, you know. Like, how do I how do I handle this situation? And that's a good one, right? Like, there's that's why once again leadership is great, is like there's no perfect answer because every person's different, you know.

SPEAKER_07 56:22

Yeah, I was talking to Allie earlier, I was messing with her. I was like, you're like the matriarch of GFI at this point, the female patriarch, and she. I was like, what could I do to really just start? You know, I'm a new MD, all of the things, and she was like, build some CFT, you know, that's how I just learned, just in in bite sizes, basically, just I learned, okay, this is lagging here, so let's start. She's like, Mad Nas just started learning each section, and that's how we grew up. So I guess we have to do it.

SPEAKER_13 56:54

Well, like I was an EMD at about 150k cash flow when me and Allie recrossed the paths. Right? Because I met her when I was 16. Um, but we like we weren't friends, we just kind of like had similar circles. And um, and so then one day I'm doing uh uh VPM, which is just a seminar about our business to try to repeat people, and she's in it, right? I was like, I know her from somewhere. She's like, I know him from somewhere. We reconnected and I'm like, and I knew like literally I remember giving the VPN and was like, I'm gonna marry that woman. Like I literally remember like that moment. Um and and so she came in and like within and this like sounds kind of crazy, but like within six days we was like, we're doing this together. Right, and everyone's like, dude, you are crazy. Like I knew, like I just knew right when I met her. Um and I just knew her heart, and I was like, I'm gonna marry this. And um, but she would became an EMD overnight. Like, imagine starting yesterday and you're an EMD tomorrow.

SPEAKER_05 57:51

Like, I don't even know what an IUL is.

SPEAKER_13 57:53

And I remember I remember one day, like what we used to do is we used to um book, like I would book three recruiting interviews at the same time because I was my I was the only uh trainer, right? So it was just me. And I'm like, and we were doing 25 recruits a month, then I was the only trainer, so I would just do an insane amount of appointments every single day. And and so I'd book three interviews at the same time because I always knew like uh you know, one would no show, like I always like, you know, the ratio is three equals one. I'm like, all right, if I book three at the same time, one will show up. And one day all three of them showed up, and I was like, oh dang. Yeah, I was like, group interview. And I went to Al I was like, babe, you gotta do a recruiting interview. And she was like, How do I do that? I was like, you know, just read the pages on the thing. And she was like, okay, and she's like, she's like, like, right now? I'm like, yeah, like right now. And so she brought him into this closet that had all the chairs for the meeting, and she's like, there was like this little tiny desk in there, and she sat down, and and before I even went and got my interview, like in the lobby, she came back, she's like, Alright, they're ready to move forward. I was like, we meet you. I was like, I haven't even got my interview yet. Like, I haven't even walked out to introduce myself. You already came back with an ICA with their social, their credit card, their address, and we used to fill it all out on paper, and there was like stains on the ceiling and gum on the floors, and there were like a social security number, credit card, address. Like, like we could have just been stealing people's identities. And um, and so like she filled out the entire thing. I was like, Well, what did you say? I said, these companies, you know any of them? Yeah, let's how much money you can make. And she just went over the comp side and they're like, I'm making the world.

SPEAKER_14 59:26

And now they're a seven-figure earner.

SPEAKER_13 59:28

I'm just kidding, no. So, especially for those of you who are like, you're maybe your spouse is not involved, get them in front of Allie. You know, like her, like, what's the role? She's kind of just filled in wherever there needed to be. She ran licensing at one point, she ran commissions at one point, she did an interview at one point, she took people to the system at one point, she was the three good quality script expert at one point. Like, she just kind of filled in wherever I was super busy. I was like, babe, I need you to master the three good quality scripts and just book interviews on my calendar. She's like, cool. So I'd like to gather a list and I'd put them in front of her, and she would just sit there and like just sit with recording. They'd just make calls and she would just set up recruiting interviews. Like, so there'd just been different parts of it, and and every part of it made her uncomfortable. Every part of it. And she's just always like, Alright. She's like, I remember one time our recruiting was really low, we were trying to get back, and she was like, Alright, I'm gonna go to the mall. And she would walk around the mall prospecting people in person until her feet would start bleeding in heels, you know? And so her feet would just be bleeding, and she would come back, and there would shoot up blisters all over her feet because she walked the whole mall prospecting people, like you know, like I'm 21, she's 20, and she just walk in every like whatever we gotta do. She started going through drive-throughs, like she was like, Hey, I'm not here to buy anything. Do you like your job? No, give me your number. Not the greatest place to prospect people, so I'll throw that out there. But I was like, we just needed recruits because we were just trying to rebuild this thing and restart, and you know, she just filled in. So you're right when it comes to she's just she's a roverback. Put her in any position, she'll she'll come out.

SPEAKER_04 1:01:03

So, do you think your spouse needs to be coded or can they support you in those ways? Like, right, like my husband's not coded, but he speaks on the business every room he's in. He brings me clients, he brings me recruits. But like, what would be the importance in like actually bringing your spouse like into the business room as they're kind of a heck yeah, code him. Yeah? Yeah, dude, you could have your senior associate. Yeah, yeah. Yeah. But just like he believes in this, right? Like, he's my number one support system. And I've talked to a couple people this weekend that are like, yeah, like my spouse is kind of like like they do talk about this, like they love me through it. Like, obviously, especially as a woman, there's like a kind of a fine line, I feel like, too, that I've had to walk where it's like, hey, you're still the man of the house, like, I'm gonna be a boss, right? But like, like, I need you, you're still a supporting role for me, but like, is there do you believe there's an importance in like coding him into the business versus him just kind of being like my like support system outside of it?

SPEAKER_13 1:02:06

Would it be awesome if he was coded? Yeah. Do I think it's gonna be the maker or breaker whether or not life goes on?

SPEAKER_05 1:02:16

Yeah.

SPEAKER_13 1:02:16

No.

SPEAKER_05 1:02:17

Yeah.

SPEAKER_13 1:02:17

But if you went to him, like, hey, what mean the world to me that you'd be coded in this business?

SPEAKER_04 1:02:21

Yeah.

SPEAKER_13 1:02:22

Yeah? Yeah. Cool. Yeah.

SPEAKER_04 1:02:25

You said like my assistant without being like in the business.

SPEAKER_13 1:02:31

I don't know. I mean, my thing is all a guy wants is respect. 100%. And try to be trusted. Alright? I trust him and you give him respect. I trust you to deliver my respect to you. You know. Um so I don't think there's a right or wrong. I don't believe in forcing anything. You know, like I don't try to force things. I think that's where fights start to happen. Like, you know, or blame too. Like, I'll tell you this, like, one thing that drives me nuts is when people blame their spouse for the reason they're not successful. Right? Um, I like because it's like you're you're picking a fight for no reason. You know what I mean? Like, I always told Allie, if you want to do this, awesome. If you don't, awesome.

SPEAKER_04 1:03:12

Yeah.

SPEAKER_13 1:03:13

Right? I would love to have you involved. Life is so much better with you involved. You like all of it. Like, I would love to have you involved. In any way you want to be involved. I said, I got everything that like that you don't want to do. But and she's always been the glitter. She was like, I she's always filled in. Like she actually loved commissions and she crushed commissions, and she hates numbers, which is funny. Um but she like understood commissions, she was great at it. Um she ran licensing, she got to meet every single person licensed she liked that. Yeah, right? Um, there's a lot of things she didn't want to do. She was like, you can have me talk about one product, right? Alright, alright, cool. Don't talk about any products, right? Like so it was there's no perfect way to slice it. I just think if you just went to your loved one, like went to your spouse, was like, I would just love for you to be involved.

SPEAKER_05 1:03:59

Yeah.

SPEAKER_13 1:04:00

Right? And maybe it's a small stuff, like, for instance, him being here. Yeah. That's a win. Yeah. Thank you for making it happen. That's a win. Yeah. Right? Like for me, that's that's a huge W right there. And and and I think if you're like, well, if you were just the, like, alright, now let's just let's just have him present the business, right? Right. But if it's like, hey, I would love for you to be involved here.

unknown 1:04:21

Yeah.

SPEAKER_13 1:04:21

Or I'm like, I think another thing is, like, this is a really Ali always taught spouses to do this. Like, like, hey, I'm struggling in this area, you're incredible in this area. If you just help me with this one thing, it would mean the world to me if you can. That's really good.

SPEAKER_05 1:04:37

Super good.

SPEAKER_13 1:04:38

I think that's a good one. You know, like maybe you're someone's unorganized, or maybe they they lack structure in a certain area. Like, hey, if you just help me with this one thing, it would mean the world to me. You're so good at it, you're so amazing at it, you're so great. Please help me with this one thing. Yeah. And then they're like, alright, cool. And then that one thing turns into two things, and that two things turns into three things, you know?

SPEAKER_03 1:04:56

Yeah.

SPEAKER_13 1:04:57

Like when I met Janae, I was I right when I met Janae, I'm like, she's perfectly, right? And they were off and on for like 10 years. And um, because they were just serving the military being sent all over, and and uh, and Allie, uh, right when I met Janae, I called Allie. I'm like, they were doing a crab oil at my house. And uh I was like, hey, I need you to bring Janae. And I didn't know if Janae was a vegan at that time, he's vegetarian. So it's like all like crab legs and steak and meat and everything. I'm like, I didn't know any of these things. She's not now, but um, she comes over, she's gonna eat any of the food. And uh, and Allie was like, do you want to marry like you think you'll marry Abdul? She goes, heck no, I'm not marrying Abdul. You know what I mean? And that was her response, right? And uh, and just in a funny way, like in Janae's spirit, right? Yeah, and then uh, you know, her and like they're they started dating even more and got even more serious, and then Abdul's like, Hey, I would need your help in this area. Like, would you be willing? She was like, Yeah, like you know what I mean? It just became one thing, and now Janae's running their leads team, she's closing deals, she's like, she's helping her. Like she's doing all those things, right? So there's no perfect way to do it. Like my wife never wanted to touch an IUL, right? Janae wants to close them.

SPEAKER_03 1:06:08

Yeah.

SPEAKER_13 1:06:10

Both work. Right? Nobody's right or wrong. It's like your team. So whatever that team looks like, awesome. You know? I was an EMD and I had 150K for and I was like two years in the business, and Allie wasn't in the picture. Right? And so when she came in, it just multiplied things.

SPEAKER_03 1:06:24

Yep.

SPEAKER_13 1:06:26

Like Pastor Adrian always says at the best, like whatever you give a woman multiplies. Yeah.

SPEAKER_04 1:06:31

Amen. So good. Thank you very much. That was amazing.

SPEAKER_06 1:06:38

Today at the spa, Ali said, Ali, like it was it meant a lot to me. She said when she got into the industry, she was not treated, and I'm not gonna tell her the story, but she just said, like, I was not treated like the vibes that were today at the spa. She was like, she's like, so being here with you guys and like laughing and you know, just being nice. She was like just like being nicer to them as everything that I thought that was so powerful because like I think as women in a business, I think there's a lot of men here, right? And like being able to spend that time with Allie when I say that like made me really grateful for like the women that I've gotten to talk to within and like how how much we have each other back and how much of a tie is available to everybody. Yeah, and hearing some of her personal stories, which I'm sure she really could have talked about when we already talked about them, but um she's like she's like I didn't have that. And I'm saying that says a lot about you, like Ali was shunned and nobody was. Yeah, I said it says a lot about you getting this far, like with not having any support from another woman. Like I'm gonna be getting 100%. I love her. I'm just saying, I'm obsessed with your life.

SPEAKER_13 1:07:38

When I recruited, when me and Alice were dating, she was making more money than me.

SPEAKER_06 1:07:42

Really?

SPEAKER_13 1:07:43

She had an eyelash. She was doing she had a little little lash. She had she had an eyelash business called Little Lash. She was making like 10 grand a month. Come on, Allie. She's doing lashes. I love that.

SPEAKER_07 1:07:59

Don't rub your lashes when you get out of the room. I love it. It's like big.

SPEAKER_13 1:08:08

Got the T.

SPEAKER_07 1:08:11

Thank you.

SPEAKER_13 1:08:13

I like how like your number one business partner will be your spouse. Yeah. Whether they're fully in the business or not, just a supportive home is the most if you have a supportive home, that's all you can ask for. That's that's success.

SPEAKER_04 1:08:24

Is there a bug on you? To be.

SPEAKER_13 1:08:31

Um, that's all you can ask for. If you're single in business, right? I think the beautiful part about being single in business is that you can focus on becoming and then attract somebody that's at your level, versus like having to start. Like, I remember me and Allie our first date. This is not a good first date subject, by the way. But like our first date, I was like, I want to be very clear with you. I'm obsessed with our business, and I will always choose my dreams over you.

SPEAKER_04 1:09:04

Oh, yeah.

SPEAKER_13 1:09:05

But you're in your dreams. And that was our first date, and you know, and I and I said, let me explain why. Because if I choose you over my dreams, one day I'm gonna resent you, and we're not gonna have a relationship anymore. And I just said, like, I will always choose my dreams because I don't want to ever resent you. I said, so if you want to do this, I was like, I don't have time to like if you want to do this, like I just need your support and I'm chasing a dream, and you don't have to be involved if you don't want to, but I just need your support in chasing the dream, right? That's number one. I said, number two, you have to grow with me. And it doesn't mean you need to grow in what I'm growing in, right? Because I'm gonna be reading leadership books and sales books, you don't have to read any of those things, right? But if I'm growing and you're not growing, we lose, we don't have things in common anymore. I was like, I just mean you're growing. And her biggest thing was health, and and you know, like that was her biggest passion. Like, alright, go grow in that area. I was like, as long as we're growing, it doesn't need to be in this, it doesn't need to be in sales or leadership. I'm like, that's where I'm growing. I was like, whatever you want to, just we just need to grow together, or else we're not gonna have something. Those are just my two bugaboos. Super good. A little something light. Right.

SPEAKER_06 1:10:19

And Alan. A little something light.

SPEAKER_13 1:10:20

Yeah, a little something light. So I'm not saying it's a good first day conversation.

SPEAKER_06 1:10:26

You're like, wait, but super good. I think it is really good.

SPEAKER_13 1:10:32

At least you're transparent. It just made me. I was like, hey, I'm gonna go, I'm gonna grow. You know? And here's the deal, like I all I don't know, at least I would like to think. I always made sure she like she was like she's the center of my world, and then I always made sure like she felt that way. And you know, one time I caught her house on fire on Valentine's Day. I didn't have any money, so I was like, alright, I want to like I was trying to do romantics.

SPEAKER_09 1:11:04

Starting fire.

SPEAKER_13 1:11:08

So like it's so I we were struggling financially, right? And Valentine's Day rolled around. I'm like, so I took on a sushi day, and we get back to the house, and like stay downstairs for a little bit. So I went upstairs and I went to the Dollar Tree and I bought 160 of those small little tin candles. And it made sense perfectly in my mind. I can light I love you in the candles, and I didn't realize how long it would take to light a hundred and six candles. And so then that like the oil started going and the carpet lit on fire, this alarm started going off, she ran upstairs to smoke alarms, and I was like, said love you, the eye was burned out, but probably still burns in that carpet. I love it.

SPEAKER_04 1:12:15

So good.

SPEAKER_13 1:12:19

It's fun, it's fun, it's fun. There's so many ridiculous stories. And none of them seem awesome when you're in them. And then you look back, like we were laughing at me blowing out Franco's team. It was not funny.

SPEAKER_15 1:12:38

There's been way more non-funny moments.

SPEAKER_13 1:12:42

And then you look back and they're pretty funny. Yeah. Right? I don't know. I think there's gonna be a movie made of your life one day. And when that movie comes out, it's gonna be a bestseller because of all the craziness.

SPEAKER_15 1:12:56

Yeah. That's what we told ourselves. That was actually the motivational speech. Yeah. And then it's hoping that fire me now.

SPEAKER_01 1:13:31

My wife is a closer.

SPEAKER_04 1:13:42

It's not that deep.

SPEAKER_08 1:13:44

It's like listen. It's never it's never that deep. I think everyone makes it super complicated. The system got hard. Yeah. I think that's the best thing I've ever learned. Don't reinvent the wheel. Keep it the same, and just follow the system and run volume. Yeah.

SPEAKER_01 1:14:00

Kayla and I are very scripted. Like, down to the T. We say everything exactly how it's scripted in the presentations. Nothing's natural. Yeah, we follow it exactly how we were taught. And then we try to run as much volume as possible.

SPEAKER_13 1:14:15

I I watched a video the other day, I think it was Shia LaBeouf. Was it Shia? It's someone else. Somebody asked them, they were like, What's the what's the worst piece of advice somebody ever gave you? And he said, It's not that easy. And they go, Well, what's not that easy? He's like, No, that's the worst piece of advice I ever got told. Because it's not that easy. Everybody makes it way harder than it needs to be. Because in our minds, it can't be that easy. It's gotta be harder, it's gotta be more complicated, it's gotta be more difficult, it's gotta be more stressful, it's gotta be more it doesn't have to be, right? And don't get me wrong, there's a lot of moments, but the winning is pretty simple. Right? Like, Kayla, you won before. Jeff, you won before. If you won before at anything, let's be real, you already know exactly how to win. Right? Like, Logan, when you came into this, was there any part of you that was like, I don't know how to win? It might have been I don't know our products, it might not, it might be I don't know our system, but like the rest, like, alright, I show up, I'm consistent, I'm committed, I master my craft, I practice every single day. Like, that's how you became so great at Motocross, is because you like it was the same thing, right? He's the best.

SPEAKER_05 1:15:25

He's he is the best, he's Logan Best.

SPEAKER_13 1:15:28

He's the best.

SPEAKER_10 1:15:29

I used to go I was really good at listening, and I I still listen. I just still really good at listening. Don't ever lose that.

SPEAKER_13 1:15:37

He's one of the best listeners. The bigger people get, the less they listen. Yeah. And then the less they win. My goal is every time I'm around Eric is to hear him as if I never heard it before. And sometimes I'll ask Eric the same question, like I'll ask him a question this month, and then in three months I'll ask him the same question. Just to see if his answer has changed, because that means he's grown. And I want to know what has he grown into that I haven't grown into. Right? Like has his response changed? Like his perspective a year ago is it the same perspective today, right? Because there's been things that I believed and preached years ago that I no longer believe in preach. Right? Because I grew up with that was an out of data way thing.

SPEAKER_12 1:16:20

Right?

SPEAKER_01 1:16:20

There's a Chinese, there's a Chinese proverb that talks about how a man never crosses the same river twice. It's either a different river or it's a different man. And I love that.

SPEAKER_14 1:16:28

Oh, that's so good.

SPEAKER_13 1:16:34

Oh my gosh. It was um it was profits always follow the work.

SPEAKER_01 1:16:39

Oh, in all work there's profit.

SPEAKER_13 1:16:40

In all work, there's profit. And I love that because like when there's no show, you think there's no profit in that. And I was like, oh my gosh, what a great proverb. And that's true.

SPEAKER_01 1:16:49

Yeah. I read a lot.

SPEAKER_13 1:16:51

Yeah, that was so good. Yeah. I think that's in my mind that was straight up. That was one of the best things I've ever heard. Like, ever heard, ever in the history of hearing.

SPEAKER_01 1:17:03

Your ears are like, whoa.

SPEAKER_13 1:17:04

No, sir, one of those things I've like, it was one of the best things that I ever heard. I appreciate that. Because everybody thinks like when there's a no-show, like, there's no there's no profit in that, or like you made a whole bunch of phone calls and nobody picked up. There's no profit in that. Like, no, there's profit in it. They just didn't see it. You know what I mean?

SPEAKER_01 1:17:20

That's like if you think about it like with lifting weights, like, is the goal to like check the box that you lifted weights, or is the goal that you got stronger that day? No, the goal is that you got stronger. The goal is that like your strength is increasing. So I think of the same thing in business. Like, is the goal that I completed the appointment and I got a result, or is the goal that I'm getting better?

SPEAKER_13 1:17:38

Goal's getting better. Yeah. Every time. Yeah. Like Michael Jordan and I never lost the game, we either won or learn it.

SPEAKER_01 1:17:49

Yeah, so a man never crosses the same river twice. It's either a different river or it's a different man. So it goes to the air colson thing. Well, I was telling I was uh we were in a conversation earlier about about having like a really big decision in your life. And Alexi always talks about how poverty loves indecision. So whenever you're in the middle of making a decision, like that's that's like the scariest place to be is just straddling the line and not knowing where to go. Yeah. So that means that helps me a lot. Is like make a decision and go all in, and even if I'm wrong, I'm gonna be further ahead. So good.

SPEAKER_13 1:18:39

Yeah. Uh there was uh, I think her name is Andy. I don't know, I could be wrong. She's on she's on social now. Cody Sanchez. So good. Yeah. So Cody Sanchez said this, and I thought it was so good. Like I asked the billionaire, they're like, What's your what's your number one piece of advice for success? And and um, I forgot exactly how the whole story went. But he goes, I I execute so fast, and by the time you execute, I already failed five times and figured out a better way to do it.

SPEAKER_04 1:19:09

So very important.

SPEAKER_13 1:19:12

Yeah. Versus like I'm gonna wait until I have it perfect, and that's all people are like, I'm gonna wait until there's a guarantee, or I'm gonna wait until it's perfect, and like that's just never that never happens.

SPEAKER_01 1:19:20

That's why it's so important to run volume, is because you have so many like iterations and so many times where you can improve and make corrections and self-improve.

SPEAKER_13 1:19:31

Like, I'm not surprised by how skillful you got. Because you're on so many you've done so many reps.

SPEAKER_01 1:19:35

Yeah.

SPEAKER_13 1:19:45

Yeah. That's it. Like Kobe's goal was to always take a hundred shots in the area of weakness of the opposing team the day of the game. So that way by the time he got to the game, he already hit that shot in the area of the weakness a hundred times. So it's already in the trick. Right? Steph Curry is known for taking 500 shots a day. 500 three-pointers a day. Think about that. 500 three-pointers a day. Even on the day of game day. 500. So when people are like, oh, how did you get so like 500? Heck, if I say 500 shots today, I'm gonna be a better shooter by the end of the day. I'm doing that every day for over the course of 30 plus years, you know what I mean? You know? So success leaves clues, fam. I like the toy fish is on your shirt, my guy. What's my koy shirt plus?

SPEAKER_12 1:20:57

Jeff, I was thinking about your question earlier. About what's one of the biggest things you learned from Matt. I think the biggest thing I learned from Matt is there's always an answer. And like, there's always a solution. I used to, I used to like growing up in my household, there was always problems, right? There was like, it wasn't a solution-oriented household. And with him, it was it's only solution-oriented, right? There's always an answer. Never take no for an answer and find a way. And uh that's taught me how to think. So like I see a lot of leaders that that still negotiate with that. They like they think there's an answer, and then when they find out that that's not the answer, they they get like defeated, and that's like another answer. Like, like there's always a way, there's always a way, there's always a way. And so it's like the world formulates to make the answer show up around.

SPEAKER_13 1:22:05

By the way, there is always an answer.

SPEAKER_04 1:22:06

That's right.

SPEAKER_13 1:22:07

And there is always a way. Always. Like the morning of yesterday, I was like, hey, is there lapel mics? They're like, no, they don't have them. I'm like, they do. I was like, ask them again. And they just told them they told us three times they don't have them. I said, I'm gonna be very clear with you. Yeah, bro. They have them.

SPEAKER_05 1:22:23

Yeah.

SPEAKER_13 1:22:26

They're like, they found lapel mics. I said passed four times, yeah. On the water slides.

SPEAKER_04 1:22:33

Is there Celsius in Dominican Republic? Is there Celsius in the Dominic Republic? Is there Celsius in the Dominican Republic?

SPEAKER_13 1:22:40

Yesterday, my yesterday, my daughter, Brave, tried to go down the water slides, and they said, no, you're too you're too short. Gosh dang it, you have me these jeans. And so they're like, you're not going, like, you're too short. And so she started crying because her whole dream was to go down the water slide. And uh, she was with Ally and um and a couple of different people, and then we get back to the room. She said, I grabbed her and said, baby, I'm gonna be very clear with you. Tomorrow you're going down that water slide. And so all morning long, she's like, My dad's gonna give me the house. So right up the meeting today, I grabbed her from lunch, like we're going to the water slide. And we went up, he's like, I'm not going. I'm like, no, we're going down this water slide. He goes, and he didn't even speak. I'm like, we're going.

SPEAKER_08 1:23:28

Like, I don't know what to say.

SPEAKER_13 1:23:30

I'll go down first. I'm like, look at her, she's a fish, she can swim. You know what I mean? For three minutes, I was just selling this guy. I'm like, I don't, I was like, we're going down this water slide. We're going down. I was like, I'll go down first, she'll come down after me, I'll catch her. She doesn't need me to catch her because she can swim. I was like, we're going down this water slide. He went over to the sign and like pointed at the height, she's two feet short. I'm like, your sign's broken, man. And guess what? He was like, alright, go. Yeah, we're going to top. I did that twice today. Going down, damn, damn, damn, damn, man.

SPEAKER_04 1:24:08

Did she love it? The best thing ever. She's so excited.

SPEAKER_13 1:24:11

Yeah, she just went like that.

SPEAKER_04 1:24:12

Yeah, and then she played with your daughter for a while.

SPEAKER_13 1:24:14

But I also want to teach her, like, get a yes.

SPEAKER_04 1:24:15

Right, yeah. Yeah, honestly.

SPEAKER_13 1:24:17

Figure out a way.

SPEAKER_04 1:24:17

Yeah.

SPEAKER_13 1:24:18

Or you also figure out a way. I'm gonna figure out what you're saying.

unknown 1:24:21

I'm never gonna.

SPEAKER_08 1:24:22

I feel like Chris gets up for me too. Anywhere I go with Chris is like that's not the answer. I'm looking at literally sparkling water.

SPEAKER_02 1:24:29

Yeah, sparkling.

SPEAKER_04 1:24:32

Sparkling water, I'm dead.

unknown 1:24:33

Oh, me with the mouth.

SPEAKER_12 1:24:36

No, literally no milk. Don't say fake. No, literally.

unknown 1:24:42

I don't know what my edge is.

SPEAKER_12 1:24:48

I think transparently I don't know what it is.

SPEAKER_01 1:24:51

Can I share something that I learned from Chris? Yeah. Yes. So no. This is this is probably my favorite thing I've ever learned from Chris. I I have one thing that Kayla and I were working on in business is delegating. And it's so important as you're growing in business to pass off meetings to other people. And I remember FaceTiming Chris like a month ago, I'm like, like, how do I delegate? Which meetings do I pass off? And he said, Jeff, I'm a really lazy person. And I'm like, dude, like that doesn't help. Like, what do you mean? And he's like, Because I'm so lazy, I I am not afraid to give my team a lot of meetings, and I'm not afraid to pass off other meetings to my team and help my team grow. And he goes, Because of that, like it may sound like a deficiency, but it's actually helped scale my business. And he he might be lazy in those meetings. I know the work comes in other areas, but that really helped my my mindset is like you're so good at delegating, you're so good at getting other people reps, you're so good at helping helping the team grow, and it doesn't all have to be on you. I think a lot of people stay stagnant at 100-150k because they they have to do everything.

SPEAKER_12 1:25:54

Well, here's why they want to do everything is because they like they know they can land the ball in the net and make money. The problem is because you know you can land the ball and make money, you're afraid to give it to somebody who's not as good at you as you. Guess what? You're probably right. It probably won't land the ball in the net. But at least they're gonna take the shot. Yeah. Yeah. Right? At least they're taking one of the 300 or 500 a day. Like, what happens if they keep taking more shots? I think we assume that like we were just way better than everybody when we started. We all sucked in the beginning. And we all had the ability to take shots. And so if we don't give our team, if like we're trying to control everything and not allow anybody else to take any shots, then they're all gonna stay sucking at the business like we did in the beginning before we took all the shots. So you have to give up the control skills.

SPEAKER_13 1:26:46

It's also a good recruit volume though.

SPEAKER_05 1:26:48

Yeah.

SPEAKER_13 1:26:48

Like, hey, I mean, that's such an amazing point. It's also volume. Like we did a bit of leadership uh call at my base shop, and I was like, how many recruits did you do last month? Or like four. And they were like everybody was kind of like, all right, our CFTs are not as good as they need to be, yada yada yada. I was like, alright, cool. How many recruits did you do last month? And they go four. I said, so what appointments did your team do? Yeah, you did all of it. No wonder they're not good. You didn't have run enough recruiting volume for your team to have people to train. If you ran higher recruiting volume, your people would have more shots on goal, which means they're gonna get better at shooting. Right? If you recruit three, four people a month, that means you're recruiting enough for you to be fed, but you're not recruiting enough for your people to get fed. So good. So that's why people who end up running volume end up breeding teams that end up being better long term. By kind of going back to what I talked about today, it's because your people now, like, there's so much going on, like you can't do everything. And what I learned is like if somebody can do something 70% as effective as you delegated, nobody's gonna do it 100% as you because you're the best player on your team. But if they can do it seventy percent as effective as you haven't done. Right? What I also realized is I would rather have somebody with no skill and confidence than somebody with skill and no confidence.

SPEAKER_04 1:28:00

That's that's so good. That's so good.

SPEAKER_02 1:28:04

Hey Jeff, let me ask you, man, what's your end, bro? Why are you number one and everyone else is behind you?

SPEAKER_01 1:28:09

Dude, I I have an obsession around the business. I'll I'd here's m here's I'll give you an example. I'll give you an example. I'll wake up and lift and I'll have podcasts of Eric Olson and Matt Welsh in my ear while I'm lifting. Then I'll go to then I'll go to the office from 9 a.m. to 9 p.m. and I'll work 12 hours straight. And then on my way home, I'm gonna be listening to a podcast. And then and then I'm gonna get in bed and then I'm gonna go to chat GPT. I'm gonna look top 10 ways to scale a 1099 life insurance agency. And I'm gonna go back and forth with and you can ask Kayla too. I'm gonna go back and forth, and I'm just gonna be like going back and forth in my little chat bot. Like, I never turn it off. I never turn it off.

SPEAKER_08 1:28:48

Yeah, there's no blank space. Even when there's a no-show or whatever, like people just go on their phones, yeah. You'll scroll on Instagram, you'll go on TikTok, you'll fill your time with whatever you can, but you're not being productive in that time. And I think that's something that we've really honed in on is like white space is the devil, right? That's that's where you're not productive, that's where you're getting distracted, that's where you're doing whatever. So um Jeff actually has a timer on his desk where anytime he has a blank space, he starts the timer. And that's like be productive. Like, what can you do in this 15 minutes that was supposed to be doing XYZ? Like, what can you do to move your business forward in that time? And it's like you have the pressure of the timer. So get a $20 timer, $15 timer off Amazon, and it's pressure, right? It's like a shot clock.

SPEAKER_13 1:29:37

Our pastor said this other day he said, bored people do bad things.

SPEAKER_01 1:29:40

That's so good.

SPEAKER_13 1:29:42

Bored people do bad things. Yeah, so an empty calendar is the devil's playground. It's like whenever there's emptiness and there's boredom and you don't know what to do is when you do things that you shouldn't do.

SPEAKER_01 1:29:52

I have a rule with myself that I always have a list to call. So even if I run out of lists on my team of potential business partners, well, I can go back to my contacts and I can do friendship farm phone calls. So I always have something to do. Like I have a to-do, I have a to-do list of things to do if I run out of my to-do list, if that makes sense.

SPEAKER_05 1:30:12

Dog.

SPEAKER_01 1:30:13

So it's like I always have something.

unknown 1:30:15

Dog.

SPEAKER_01 1:30:16

And I feel I feel like that helps, Franco.

SPEAKER_12 1:30:18

I think that's great. Yeah. No flat outworks everywhere. Yeah, wet.

SPEAKER_08 1:30:26

Yeah, for everything you want. You can purely outwork anyone.

SPEAKER_01 1:30:29

Yeah. And if you don't quit, everyone's catchable.

SPEAKER_02 1:30:33

Oh, work your old self too. Yeah, 100%. So you've done a lot, I've seen that. What do you think your edge is, Frank? Not that one. I I told them that uh I just rely on my game. We call faith, belief system, stubbornness, however you want to be. My game's my game, you have your game sick, I'm not gonna get I'm not gonna get bored and change it. I'll change me by being close to him and Eric and challenging the way I think, but uh, my game's my game, and very similar to you, I study the greats. The same way I was in baseball, I'd study whatever position I want to be at. Boxing, what boxer I want to emulate, Matt, Ed, Swan, Hubert, they're all in my ear. Art Williams are all in my ear at all given times. So they're very similar. I study the greats because I do believe there are things they did that still apply here, and I can't get too caught up in uh AI and the future and changing all this stuff. Like, I don't know, just too much too much change. I see so much change happening. Let me stick to what I know and uh and then run it by hand to see what is necessary to make. I'm sticking my game.

SPEAKER_12 1:31:43

John Fang, I think my my edge is I have an ability to gain trust with people really quick.

SPEAKER_05 1:31:55

Yeah.

SPEAKER_01 1:31:56

Is there something you do that helps exist?

SPEAKER_04 1:32:01

She's just real. She's just real.

SPEAKER_12 1:32:04

I just don't have an agenda.

SPEAKER_04 1:32:05

Yeah.

SPEAKER_12 1:32:06

Lovely beeps. Like, like, like my agenda's for to help people, I guess.

SPEAKER_05 1:32:11

So like because it's not like I'm trying to be more interesting right there.

SPEAKER_13 1:32:39

That would happen to you.

unknown 1:32:41

That one's a motivation.

SPEAKER_13 1:32:42

Ryan, what's your edge, man?

SPEAKER_09 1:32:50

When I first became an MD, I was told by Tess that you had said that if there's one thing you don't need to worry about, Ryan, it says discipline. I think that's one that one thing that I've always held. And that that really hit me really hard when I heard that from a byproduct, you didn't tell that to me, Dreppy, but it it you told someone else that. And that really it gave me almost power to like push through and constantly go, it's like I don't care if I get beaten down. It's like I'm still here and I'm still fighting, I'm still trying to figure it out. I'm going to figure it out. Um I think it's just constantly, you know, all the great leaders have spoken. It's always, how can I learn? How can I grow? How can I become better for my people, for my team, but for my family and my future as well. Hopefully I don't get food poisoning again though. You ought to hear? That's why I wasn't here this morning. I was in my room. But you're at this point, right? Yeah, you're right. He's got my ass kicked. Yeah, I just poor water, bro. Ryan's gonna get his ring in 30 days. Yes. Come on, Ron. So actually, yesterday I wrote up a $300,000 annuity in in my hotel room. On the toilet. Literally. Before I flew out, I wrote an $800,000 annuity.

SPEAKER_13 1:34:17

Do you guys know that there's a um like there's a secret sauce on how to spot a closer just by looking at them? You guys know that?

SPEAKER_04 1:34:25

Let us know.

SPEAKER_13 1:34:26

Like there's just a way, like you can literally just look at them. You just look at them, you're like, closer. You guys you guys want to know what the secret is to be able to spot a closer just by looking at them? You think they want to know?

SPEAKER_04 1:34:38

Yeah, let us know.

SPEAKER_13 1:34:39

Nah. So what you want to do? Number one, you gotta open your eyes. Number two, you gotta look at their hand. Like, look at their hand, what's on their hand? There's a ring. There's a closer. There's a no-ring. There's a no-ring. You don't know if I think closer or not. You know what I mean? Like everything sounds good. So the fact that he got his ring. I'm like, oh man.

SPEAKER_01 1:35:23

He got a closer on there. And when you get a ring on both hands, you're a double closer. You got the the wedding ring and the GFI ring.

SPEAKER_13 1:35:37

I remember being at like 1k in cash flow in the Growth Academy in person, and Eric was like, Does everybody want to know the secret to identifying the closer? Like, and we were like, he goes, and we put up your hand. He goes, no, keep it up if you got a ring on it. Like, ah my god, all the closers, and you're just like, I'm not one. So that's okay. Can we all make the commitment? Can we all the book? Can we all make the commitment to get a ring in the next 90 days?

SPEAKER_11 1:36:19

November 3rd is a second diamond.

SPEAKER_13 1:36:21

Over the next 90 days. I know get your ring before you're gonna be. It's just not even a simple birthday.

SPEAKER_04 1:36:35

Happy birthday to Chris.

SPEAKER_13 1:36:37

Like especially at like an MD contract, like getting your ring. Yeah. Come on. You should be able to do that real quick.

SPEAKER_04 1:36:43

Okay, question then. If you I just hit my 50k watch and that's like super lame. Stupid lame! No, no, no. I don't want to clap. Don't clap, don't clap, because I feel like my identity has arrived like further along than my than that, right? And so what is the biggest shift? Like, what would you say would be the next step for somebody who just hit their 50k to get to that 100k? Because I don't want it to take as long as it did to hit my 50k.

SPEAKER_13 1:37:05

Yeah, to get my 100k. Your first 50k will be the hardest 50k you make in the business. By far. She's never heard. Yeah, yeah. Your your first 50k is the hardest 50k you'll ever make. Yeah. The first 100k is the hardest 100k you'll ever make.

SPEAKER_05 1:37:18

Yeah.

SPEAKER_13 1:37:18

Because like in that process is all the learning, right? So you're like, you're learning how to make money independently. You're learning how to like you're learning how to do everything, so it's so much harder than when you get it, right?

SPEAKER_05 1:37:27

Yeah.

SPEAKER_13 1:37:28

It's like, I'll give you an example. It took me uh seven years to cross a million, and then it took me one year to go to two. Yeah.

SPEAKER_04 1:37:40

Yeah.

SPEAKER_13 1:37:41

Right? You got like, and like and it just compounds, and like then that's just kind of the game. But it's so much harder, like your first 50k, because you're you spend the majority of your time learning what to do. And then once you kind of cross 50, it's kind of like I now know what to do, I just gotta do more of it. And stop doing the and not like don't stop doing the things that got me to the 50k. You know what I mean? Because like even when people hit 50k, it's not a perfect $4,000, $200 a month. Yeah, it's $0, $1,000, $12K, $4,000, and then it climbs like $10,000 and then 15, and then like you're typically like your last two months hitting 50k is like you made 10 to 15 grand. Like now you not now you have that, and now it's like all right, you just do it for three more months and you're at 100. You know what I mean? Like craziest to think about that. It's just kind of how that that you know that gradual growth happens, right? Yeah. So there's no like your first 50k is the hardest 50k you'll ever make in business. So true. Yeah, yeah.

SPEAKER_09 1:38:35

So Matt, what how do how do people stay at 100k? Like, why why do people stay at 100k? And what prevents them from getting to 250 to by alligating?

SPEAKER_13 1:38:43

All of that type of stuff comes down to identity. Like, where do you get comfortable? Anything like any plateau above 100k is just comfort. Because you now have the skill to make money, hence why you're making 100k. So anything above that, like you not making anything above that, it just comes down to comfort. You get comfortable. So it's like, where does your identity lie? Right? Like, I remember talking to Rich, who's one of the co-founders of the last company, I asked him the same question like, how come I have people that are stuck here and stuck here and stuck here? He said, Because you have a whole bunch of people that were once broke that are starting to make money and they think they're rich.

SPEAKER_04 1:39:16

Yeah.

SPEAKER_13 1:39:18

I was like, dang. Right? And he said, and the people that can remain um like they're like, and that's why I believe so much in like loving the game versus playing for money. That's good. Because when you play for money, you get comfortable very quick. When you when you love the game, you play to grow, right? You play to be the best. And like, and so the money is a byproduct of the game versus versus you chasing an income. You know what I mean? So I'll never forget that. He's like, you he's like, you have a whole bunch of of, you know, and he meant this respectfully, kind of. He's like, you have a whole bunch of broke people that are making money, and they're making more money than they've ever met. Like I and to be real, I felt the wealthiest at a quarter million. Like I have way more money and way more net worth right now than I've ever had, but I felt the richest at a quarter million. Meaning like my ego and my pride was the greatest at a quarter million.

SPEAKER_01 1:40:09

What's that quote? It's like if you've had bad long enough, then like good. If you taste good, you think it's great. Yeah. Yeah. That hits.

SPEAKER_05 1:40:15

Dang.

SPEAKER_13 1:40:15

So like I literally felt the richest at a quarter million, and that's why you see so many people plateau between like 225 and 300, and they plateau there because like they're the big dog, the big lady. Like, you know what I mean? Like they're like, oh, I'm I'm legit, you know what I mean? Like everybody's giving me celebrations and recognition, and they start reading their own press clippings, and and then they get comfortable. Right? Because they're they're used to making five to six thousand a month, and now they're making twenty-five thousand dollars a month, and like everything about their life has gotten better, they're making income now on their own schedule and their own time. They don't have anyone telling them when to show up and when to leave, and like so the the quality of their life is improved. Now it just comes down to identity.

SPEAKER_09 1:40:53

How do you how do you stay out of your comfort zone?

SPEAKER_13 1:40:55

By doing things that are uncomfortable. Which I I know it's like the answer itself, right? But like, like a doing things that are uncomfortable, like if it makes you uncomfortable, like when was the last time you did something that made you super uncomfortable? If you can't pinpoint it, it's because you're not growing. You're not growing at the rate you should be. Wow. It's like if you can't if you can't sit here and be like, all right, this is the last time I did something super uncomfortable. That's so good. That means that that was the last time you grew. Right? Because like what is what is growth? Growth is turning what was once uncomfortable into a comfort zone. Like that is growth. Whenever you turned what like this was uncomfortable, and I made it comfortable. That is growth. Right? Like public speaking was my biggest fear in the world. Now I made it one of the easiest things that I do. That's called growth.

SPEAKER_05 1:41:40

Yeah.

SPEAKER_13 1:41:40

Right? Um, talking about an IUL was very uncomfortable. Now I can do that in my sleep. That's called growth, right? So when when you are not turning uncomfort zones into comfort zones, that means you're not growing. Right? That's good. It doesn't mean you're not reading books or whatever it is, but like your biggest growth happens in those moments. So it's like, can you seek those rooms? Right? Part of those rooms is associations. Yeah, right. Like all of a sudden, um, you know, like you enter a room and you feel uncomfortable being in that room, and some people will leave the room and then some people will sit in it knowing that it makes them uncomfortable because they know it's gonna help them grow. Right? Like I spent the last two years with all the CEOs and top executives of all these insurance companies, you know what I mean? And and like it was super uncomfortable, right? But I grew as an executive running my business being in these rooms because that's what I was dealing with, you know what I mean? Um, I learned a different part of the game that I didn't realize, and it was super uncomfortable. Like every meeting I was kind of nervous going into, and um, but it made me like I found comfort in it, and so by like the 15th meeting, I was like, alright, this is just here's another meeting, here's another CEO of a company, here's another like, alright, whatever. Right? Like it just became normal, right? I used to avoid Eric. Do you want to know why? Because me sitting next to him made me uncomfortable. So I would intentionally, like, there'd be a dinner table, and I'd be like, where's Eric gonna be sitting? Okay, I'm gonna go sit over there. Like, and I did that on purpose because I didn't want to be around him because it made me uncomfortable. Right? And then when I just started to like start saying, I'm gonna go sit right next to him. And it always made me uncomfortable, but then that's when I got that's when I grew up. Yeah, right? So, like, can you get into the rooms where people are doing better than you? And what most people do is they try to be in the rooms where everybody like either they try to be in the room where they're looked at it in a positive, like, as like a show, or they try to be in the room of people that like they don't have to try. And those are not rooms of growth. You know? So if they're not doing significantly better than you, then most likely the chance of you really growing in that room is slim.

SPEAKER_12 1:43:50

I remember one time I was with Yareev, and this memory stopped me because I was like, I've never been so like uncomfortable and embarrassed. Um we were at we were at the lake, and he invited me to the lake, and like Yareev's one of my favorite people in the world, and he's like introducing me to a bunch of his buddies, and he's like edifying me and like to these guys, and I'm at 200k in cash flow. He's like, Yeah, that's my buddy Chris, he runs a kick-ass business, he's making like four thousand dollars a year, knowing damn well that I was at 200k in cash flow. And I'm sitting there like the the conversation I had with my myself in my head at that point was if I don't start winning bigger, like I'm probably not gonna be able to be for himself.

SPEAKER_05 1:44:36

Like, damn.

SPEAKER_12 1:44:37

Like, I was like, I was like, I gotta level up. And if I don't continue to grow, I'm not gonna be able to hang around the people that I want to hang around. And um I would say another one of my edges, John thing, is I've always put myself in the rooms that I can't really be uncomfortable. I've always I've always put myself around people that are so far ahead of me strategically, but also like that's who I want to build relationships with because that's what I wanted to become. How do you build a relationship with people that at a higher position? You you don't go there to just take, you go there to bring value.

SPEAKER_13 1:45:15

Yeah, you can buy your way in, you can serve your way in, or you can win your way in.

unknown 1:45:22

Yeah.

SPEAKER_12 1:45:23

And then you don't be weird. Right? Like I think a lot of I think a lot of successful people like they expect people to just come up and like want to like take, take, take, take, take, and like then like come with a notebook ready for like a thousand questions. It's like sometimes they just want to be a human and like they want to feel like they can be safe being a human and always not always be in leadership mode. So the ability to be around them and not make them feel uncomfortable and weird is sometimes a superpower. Yeah, that's good.

SPEAKER_13 1:45:57

I remember Yurive having that conversation because Yuri was at a quarter million and we were at like 1.3, and Yuri's brother is worth a couple hundred million dollars. And uh like Yuriev just realized like either he's like, I need to go win way more, or else like two close as people. I'm not gonna be able to afford to live the life that they're like the journey that they're on. You know? But I think what you just said is a really, really important thing. Like our neighbor, uh our neighbor's David Justice, um, who, you know, World Series winner. Like, you know, just one of the most famous baseball players uh was married to Halle Berry, right? Um just a star athlete in the baseball world.

SPEAKER_12 1:46:42

Somebody else.

SPEAKER_13 1:46:43

Uh somebody else, okay. Yeah. That's a different name. Um sold a tech company for gosh, gosh, yeah. Um and so like he invited us over to his house and we go have cigars and we were just talking shop, and then at the end, I was like, he's like, I'll do like a cigar and I'm like, let's go check it out, and we just were having conversations, and at the end of the day, he goes, Hey, thank you, bro. I was like, for what? Because like everybody always makes me feel weird. You know what I mean? Because like I play basketball, baseball, and they ask me like a million questions about my baseball career versus just like how are you as a human being? Yeah, you know what I mean?

SPEAKER_11 1:47:15

And so I was just I think those type of things are are they go a long way. Did you code him? The sun is an Abdul Singh. That's cool.

SPEAKER_00 1:47:27

Oh, cool. So it's Megan's superpower. I mean, yeah.

SPEAKER_05 1:47:36

Megan's superpower.

SPEAKER_13 1:47:38

Her ability to speak. Megan's superpower. I think Megan's superpower, one of her superpowers, is the ability to make people feel seen and special.

SPEAKER_04 1:48:07

Amen.

SPEAKER_13 1:48:09

She makes she's very good at making people feel seen.

SPEAKER_05 1:48:12

Love you, Megan. And she's very good at making the best.

SPEAKER_13 1:48:15

And she's very good at making people see themselves.

SPEAKER_05 1:48:17

Yes.

SPEAKER_13 1:48:19

So it's like I see you, but I see you the way you should see you too. So she's great at that. Um she's also great at speaking um to the future version of you versus the current version of you. Yes. And I love this, this one's a double-edged sword.

SPEAKER_02 1:48:43

I don't even think.

SPEAKER_13 1:48:46

But she is not afraid to ask questions. And she's not, she's like, she's like, I do not care at all. I will ask anybody any question at any time. If I don't and I have zero shame on it, like, and like and that's a superpower, right? Um, and so she like, and I think some people are afraid to ask questions because they're afraid it's gonna be a dumb one, you know? Like, she'll call me, she's like, hey, it's probably stupid, but I'm asking anyways because I need it, and if I need it, it'd be dumb of me not to ask. I'm like, that that is true, you know what I mean? And then she'll ask, right? And and I agree with her. She's not wrong in any way. Like, if there's something you need and you don't ask it, like that's on you. You know? It's like not being willing to ask and stop for directions when you're lost. Okay, how many years you've been driving, if you were lost, ask for directions. So super good.

SPEAKER_02 1:49:46

Yeah. Man. How many of you guys are not asking the right people the right questions that are here in this trail? You're probably one question away from a breakthrough. Yeah. You're afraid to ask it because you're self-conscious about something.

SPEAKER_03 1:50:02

Yeah.

SPEAKER_02 1:50:03

I've been there before, so there's somebody here.

SPEAKER_13 1:50:10

If you guys want, we can all hold hands and sing kumbaya.

SPEAKER_04 1:50:14

I can I can ask like 400 or more.

SPEAKER_01 1:50:17

This was one of the best masterminds I've ever been a part of.

SPEAKER_04 1:50:20

Let's go, Jeff. It's because you're number one, Jeff.

SPEAKER_01 1:50:25

It's like I can proceed to like the the best minds in GFI right now. It's pretty insane.

SPEAKER_15 1:50:32

What is number one?

SPEAKER_00 1:50:35

Well, Jeff actually brought up a really good point the other day when I was like, I just I really so much out like recording myself or whatever, and Kayla, I don't think she's much. She's like, it's not that deep. And I was like, but she's like, it's not that deep. He goes, let me put it to you this way. Would you rather be broke or would you rather record yourself? Okay.

SPEAKER_13 1:50:52

Simple by the presentation. No, it's really good.

SPEAKER_01 1:50:55

I record every meeting I do. If it's good.

SPEAKER_13 1:50:58

Yeah, here's the deal. Everyone here is self-conscious. Every person. There's something that you're self-conscious about. Every person. Every one of you. Right? That's it. You just gotta like, it's just the reality of it. You know what I mean? And so it's like, alright, well, I can either just allow that to override everything that I do, or I can say, you know what, I'm gonna override it. That's it. All things that we're self-conscious about.

SPEAKER_05 1:51:26

Yeah.

SPEAKER_13 1:51:27

Right? So learn to love it. Or if you can fix it, try to fix it. But sometimes you can't. Sometimes you just God created you perfectly in his image that way. And so it's like, hey, instead of saying, why is this me, say why did I get blessed with this? You know, kind of like the story I said earlier about kids with special needs. So I got a little prep work I gotta do for tomorrow morning. I love you all.

SPEAKER_05 1:52:00

Thank you, Mom. Thank you.