SPEAKER_00 0:00

Country, those that are active duty, and they built a movement there. And what's so powerful is I've also watched what he's done to their bay shop, right? Their bay shop has always been cranking, but their bay shop is on fire. And they have people like Torin who aren't even never even served our country. And he's like, he's an ambassador of AFD, and he's building in the military, and his business is booming because of it, which is so awesome. And so the amount of families that they've been able to help, the amount of veterans that they've been able to help, the amount of active duty uh soldiers that they've been able to help, it's been unbelievable. But guys, literally every month this year, they've had new ring earners popping out of their day shop, right? New early popping. We did Robinson's company's EMD interview, and they'll be taking their EMD promotion. He's written to Anthony Amonica on July 1st.

unknown 0:57

You're gonna see if it's like a diamond that is really good.

SPEAKER_01 1:56

So we have a bunch of safe words. I think uh was it was it Nadia who said that?

unknown 2:01

Trigger words.

SPEAKER_01 2:02

Trigger words.

SPEAKER_02 2:03

I was thinking about safe words.

SPEAKER_01 2:10

Who was it the fact that said what? That must have been Tori. Everyone said, Wendia! Nadia. You know that that's what I meant. Hey, I just want to honor, I just want to honor God. I want to thank God. Thank you so much for always getting here safely. Thank you for all the leaders who are here. Uh I know there's some that would wish were here, but I do believe this statement. Eric said this a while ago, and that's why I've never questioned anything. The right people in the room and the wrong people aren't. It's that same. It's that same thing. The right people in the room, in the right room, the wrong people aren't on the room. So popped up to all of you guys who are here. It's uh it really is a blessing. It really is a blessing. You know, definitely want to honor our leadership from Eric and Sandra. Just you guys have no idea what they've done. Quite quickly, we still don't have a clue of what they've gone through to do this and give this amazing opportunity for us. I'm not gonna go on the details, but uh it's just one of those things where I want you to think of your parents or somebody who raised you. Think about the silent sacrifices, you would never know about what they did to put food on the table. What they did to get freaking Christmas clothes, Christmas toys, birthday toys. You know what I mean? But you just would never know. That's what our leadership does with Eric and Sandra. That's what our leadership does. And I know all because I'll be EMDs, yeah. But I know the EMBs who are a little bit seasoned here. That's what you're doing. And if you're in MV here, or you're you're even an EMD and you're up on EPs here, you're MVPs here. I just pray to honor them. Not just in front of everybody. I pray to honor them in the dark. You know what I mean? I pray you honor them with the. Yeah, that's where you honor everyone when they're not around and somebody's in the pool and talking about like, oh yeah, there's complaining. I pray you just stop. Hey, what? That's right. Do you know what you guys done for you? Do you know the wait? Hey, wait, what? Do you know what Chris has done for you? Yeah. Do you know what Megan's done for you? We're here in the Dominican Republic, they paved the way for you.

unknown 4:32

Yeah.

SPEAKER_01 4:40

I could go down that list. But that's what uh that's what makes me have love for the game. Is just seeing us grow, seeing us become better. Somebody uh came up to me. I forgot who you are, but you're somewhere in here. She was like, man, you were up. I'm I'm that was not here. She was like, man, if I met you, you were up. And I've been not cussing, so if you hear me cuss, I owe you $100. That's what my favorite. So I'm working on it at the time. But Nadia said, you were up. And you could fill in that blank. And I was like, thank you, Nadia. How's your Dominican?

SPEAKER_02 5:19

Gosh.

SPEAKER_01 5:22

She goes, but but man, you changed. Alright, thank you. And there was nobody next to us, and like she wasn't trying to like, alright, cool. After I was done with that. But this is my favorite, this is my favorite topic today. Uh, actually, not my favorite topic. This is my favorite group to speak to today because you got to call the leaders. Meaning, I don't gotta teach it to you, meaning I don't gotta teach you just the word script that we've all talked about in public over every Monday and Thursday and Saturday, anyways. I gotta talk to the people who are building this company. I gotta talk to the leaders. What does it say? Leaders agency.

unknown 6:03

That's right.

SPEAKER_01 6:04

Leaders agency! Let me ask you a question. Who can build this business with or without you? I'm gonna have to say it slower. Once you get us here. Who can build this business? Who can you build this business with or without you? I know Trey and Jay and Torne and Rob can build this business without because of the leaders. And I know there's a whole bunch of people in Malaysia that need to build this business. And that's the difference. That's the audience we're talking to. We're looking for leaders. You build one leader, they bring 50 agents. Some of you are still in the agent game. You're trying to build agents, I'm trying to get agents, I'm trying to get agents, I'm trying to get agents, yes, we get the volume. Yes, I'm not telling you don't I'm not telling you don't get volume. I'm just saying, what are you looking for though?

unknown 7:08

That's right.

SPEAKER_01 7:09

It's like the gold miners. They get the sand, a bunch of sand. I mean, I never I couldn't imagine those days, but they're like a bunch of sand, like they're like kind of flipping tortillas. Like you get a bunch of sand. We're not in New Mexico. Man, that is not their thing. The gold miners are trying to go through the sand and just to find some gold. You guys are like, if we're trying to find the gold, that's what we do. I'm just trying to find the next Jeff Erickson, just trying to find the next one. We're just looking for the next Gordon Downley Kek. We're just looking for the next Nadia. We're just looking for the next Rebecca, the next Sandro, the next Victor. So many of you. We're just looking. I hope you guys are looking for that. Does that make sense?

SPEAKER_02 7:54

Do you guys know you're special?

SPEAKER_01 7:56

I was talking to one of the where's he at? Big dude, where dude, where's the freaking tank at? I'm John Penks team. Short dude, big dude. Look at that dude! Tank! Oh! U Dem D cost of 50K, better cost 100k, just like Alex Rulia did.

unknown 8:17

John Penks team, shout out to them. Maureen's by the way, give him one. And I'm talking to the guy and like do you ramp.

SPEAKER_01 8:27

Because he was like, my buddy, I was talking to these men so yep, after duty, drill instructor, better hit this, better hit that. You ain't hit nothing, but the deal is I'm listening to him, and I can see the I wouldn't say ego, but just like, you know, confidence. I got this confidence.

unknown 8:44

Killer eyes.

SPEAKER_01 8:45

Killer eyes, too. And the point is, I just wanna, hey, dude, make sure you want. Because he was like, yeah, I just got three guys that are gonna be just like me. Like it was kind of a conversation briefly. Not saying it's not gonna happen. I'm not trying to speak to that, but I'm just like, dude. You're rare. I looked at that guy in his eyes and said, You're rare. You're just uh you have no idea how many people John Fang had to go through to find you, how many people quit on him, how many people got licensed, then quit, how many people sign a guy, how many people charge back? You have no idea. And that relates to one of you. That's what I want you to remember. That's what we're looking for. We're looking for that, we're looking for this, we're looking for that. That's the it factor. So can you guys start looking for leaders?

SPEAKER_02 9:31

Yes.

SPEAKER_01 9:31

Can you guys start identifying leaders? There's, there's, there's a, man, I hope this doesn't go out to the whole GFI world here, but like, when you recruit these people, you don't have time to work with all of them. Literally, if you're running in big numbers, you just don't have time. Number two, like, I wish I knew the right words to communicate this properly. But it's like, dude, if I got 10 freaking horses, I think they're horses from afar, it's like, dude, look at those horses. And as we get closer, you're like, oh, they're just donkeys. And that's how some of you guys with your agents. You're like, man, I can't wait to ride this one. This is Sea Biscuit. We're with the Kentucky Derby. I'm sure that's a bad thought about me. That was a donkey, and he stole me.

SPEAKER_02 10:19

I'm just kidding.

unknown 10:22

Awww.

SPEAKER_02 10:28

Hey, hey, that's a nugget right there.

SPEAKER_01 10:32

That's a nugget right there. Because guess who was also like that? That was your read. It was always a race horse. You're just on the wrong ranch. And so I give you just these little perspectives so you can really think about that. Dude, how many frickin' donkeys are on our team that we still need? Because donkeys are used for something. Kick the cow, dude. You ever get kicked by a donkey? I never have. I've seen it. I wouldn't want to get kicked by a donkey. They're gonna kick those freaking coyots. Right? They're loyal. They can be very loyal. They can help with the herds. So I'm just saying we need them. But you need to identify the race horses. You need to treat them well. I just beat my wife when it comes our anniversary. I went to a beautiful ranch. We love horses. You know, my daughter, she rides horses all the time. And so we go there and I see a beautiful horse with bright blue eyes, dude, beast. I wouldn't even say it was a stallion, because I can't tell you what a Bronco or a Stallion is. I just love horses. The deal is though, the deal is, I was like, dude, I want to ride that one. And then the owner said, Hey, heaven, no. Only uh I was like, he kind of took it partly. He was like, don't even touch it. I was like, oh, okay. Alright, Cece, let him miss it. And so, anyways, that just kind of gave me an idea. Like, the owner said, hey, he's still getting trained. He's gonna be a champion horse. He said, Talk to him. This horse is getting trained as a champion horse. We don't let anybody else ride. I'm not saying protect your champion like that and don't let anybody talk to him. I'm not saying that. I'm just saying to care and the setting standard that he had with that racehorse. Matt never told me don't talk to anybody necessarily. I've never told that to any of my guys. I'm just saying there's a way I lead my champions. There's a way you gotta lead your champions. You gotta get them in front of what? Other champions. Other people know how to tame a horse. Does that make sense? Matt did that very well. I really hope you guys are getting this. It's the leadership team of the boat. I'm only thinking about his business here. This is good. This is what we need. And uh listening to the conversations in the pool, and you know what I mean, like I'm kind of listening back in the days, I'm listening to the questions you ask. A lot of things I do is I'm just listening to the questions people ask. Because you know, I like young, I like smoking a cigar at the beach. How many people we have here, coach? 180? 80, they're not 180, but like 80 or 100.

unknown 13:09

That's right.

SPEAKER_01 13:10

Yeah. Cool. So we're gonna go smoke smoke a cigar at the beach. Coffee tomorrow night, coffee tonight, coffee every night. And I'm just hey coach, is where I think the future of the team is. Not my team, their team. Because I take responsibility. This is my guarantee. This is my guarantee. It's so weird that you make an emphasis without testing working on that. But but uh, I really mean that. There's a hundred of you guys, and I can't wait to say, who are the ten? Who are the ten? Who showed up here on time? Who looked over? Who's in the gym? Who's enjoying time with a family? Who looks happy? Who's asking the right questions to the right people? Don't be wrong, I love when you guys all swarm out, it's awesome, there's a higher level stuff. But I'm hearing some of the questions you're asking my coach. You're asking him about his calendar. I heard four people asking about his calendar yesterday in the pool. Really, like you're gonna what information do you get from that? Unless he's telling you the dream of like I'm gonna have a wife and kids and doing a bunch of one-on-ones. His calendar is crazy. I'm not saying it's not working, I'm just saying, let's be a little wiser here. You guys are the leaders. You guys aren't greens. Even me, ask, like, wait, Franco, what's your calendar look like? I'm not saying I'm all not invited. I'm just saying, somebody asked me, how do you build some CFTs? How do you build CFTs? You should probably go ask Toronduffin that. You should probably ask John Faye that. You should probably ask Jay and Trey that. You should probably ask uh Jeff Erickson that. Nadia, make why? Because they're just a little bit closer and a little bit more relevant to that game right now. I can tell you how to go from 10 to 20 CFTs. Let me help you go from 20 to 40 CFTs. That's a little bit more of a knowledgeable question. Does that make sense here? I was gonna talk about, you know, one of the things I was talking about here is your calendar will predict your future. But I thought those are so important. What questions are we asking? Do you know the information we're gathering? Do we know? Are we still asking questions? I don't do DDR. Are you kidding me? You go do three directs and help those three get three directs, and then you just get one more. Taparu Lake 40. You guys are the leaders. We get in this here. Everyone take a deep breath, one, two, three. Safe word, safe word, safe word.

SPEAKER_02 15:28

Safe word, trigger word, trigger word.

SPEAKER_01 15:37

I'm not gonna tell my kids. Say your trigger word when stuff hits the fan. Say your safe word. Some of you guys, what some guys' safe words are. I don't know, it's actually going on. So so for those leaders who are leading in the field right now, big time, if your team copied your calendar, what would they copy? Like hey, I just want to ask you subs question with some subsidies. If your team copy, if you're in the base shop, because there are levels, there's levels to the base shop game. There's levels to the super base game and the super team. Levels I haven't reached yet. So I'm gonna lie as if I'm all the way there. But I do know the base shop game. I have three six-figure owners right now who will pop out. Coach, by the way, Vinny Villa wants to take you all so July 1st. Go! By the way, Chris Frank was here, he's on his team, he's a stud. Recruited him at an A of D event in DC last year, so you clap it up for that.

unknown 16:45

He's in active duty.

SPEAKER_01 16:46

PS uh Eric also just told me great caps coming to our A of D event next Saturday in Ocean Side. So I'll join us to the conference. Pack the house. Pack the house. Now here's the most important part. I'm looking at my time here. Write this down. Average recruiters recruit people. Builders build environment for people. What environments are you building? Back in the day, me and Eli were competing on who's gonna get as many numbers as possible to bring as many guests to a meeting. And we thought we were all fired up on that, getting up on stage, and we're hungry, and I was Abdul, and it was Jack, and it was Twitter 1,700 for Matt, and all these other people, but we were just so fired up to bring people. Why wouldn't we recruit that first? But you know what? We didn't realize that I realized now Matt was the real builder because he built the environment. He put the money down on the audience. He was freaking there every Tuesday, early, every Sunday, early. Matt used to set up the chairs and like, dang, man, as a freaking leader, I get it now. Thank you, coach, for leading by example. I freaking get it now. And I can't get some of you to put your dang camera on on the Zoom call. Can't even get you to log on on time. Can't even get you to say one thing in the group meeting. And then I get frustrated, I'm like, hey, take a deep breath. And then remind myself, am I leading a donkey or a resource right now? I know it doesn't sound good, but just get louder. This is the leadership room. You don't have time. You don't have as much time as you think. You don't. So how are you now building environments? That's my question. Going down to the How are you building environments? Are you building environments? Got it, are you just recruiting people? Are you still just duplicating people? Or are you building environments? Somebody asked me that. How do you build some CFTs? I was like, hey, Rob, thank God Rob was next to me. Rob's my right-hand shot. And I said, Rob, can you tell them the systems we created to build CFTs? Did you guys notice the language difference? What do you mean to build CFTs? Rob, can you tell me the systems you create to build CFTs? I just unplugged a lot of them myself, which I don't buy it for. Just so you guys know, I've never had more than 22 CFTs in my base shop. I've been stuck there for about a year and a half to two years. Literally 16 to 22. As soon as we sign a couple block, a couple quote. And it's been like that, and I was like so frustrated. My tenants count hasn't gone up that much until recently. My tenants count's always been between 50 to 70 on my base shop post. And my production's going up. So then I have the realization, okay, my tenants isn't going up, my CFT isn't going up, just the production's going up. Oh, I get it now. My CFT, my current ones, they're just getting way more skilled. Which is cool. It's still awesome. And I can look at myself high and mighty, but I'm always the guy who's gonna look myself in the mirror. And again, this is a gray line here, but I'm gonna be the one to look myself in the mirror and say, okay, I'm starting to see my tattoo apps. I still got a bunch of belly fat in the bottom two. I said, Dang, what, what, what? Am I 13? Am I getting the pimple? What am I doing? I'm gonna look at the blemishes in the mirror. That's what I'm trying to get to. And that's how I look at my business. Black and white, okay? Production's going up, recruiting's kind, you know, it's there. It hasn't gone up or down, it's there. Attendance is the same. And I remember getting with our team. What the heck do we need to change? Then got it promoted toward, then got it promoted to trade out because they see it differently. And I got them, hey guys, what do you think? If you could go back to our trade, what can we do? We change our base out to promote more CFTs. Then we mash mine. And then I'm gathering information, and then I have a one-on-one with Alex Aridia, then I have a one-on-one with Sandro, then I have a one-on-one with Gordon Natalie, and I'm just gathering information, gathering information, what works, what doesn't work, what would I do? Boom, we came together. We just popped out eight CFTs this month for the first time ever. All that nice thing, all first screen. That was my bottleneck the whole time. And you know what I realized? It was all me.

unknown 21:12

Wow.

SPEAKER_01 21:13

It was all me. It was all my controlling of these high standards. And then thank God I'm always listening to great audios, and I heard Hubert Humphrey and I heard R. Williams say something. This is gonna contradict, but think bigger here, leaders. Think bigger. R. Williams, Hubert Humphrey said, the higher the standards, the smaller the team. Oh, alright, I gotta get it. I'm starting to get it wrong. Anyways. Are you guys building environments? Is it helping you a little bit? I was just doing environment. I don't even not been saying this back when we were in the practice company. Are you guys so dude? Brother, sister, are you still not throwing retreats? Are you still not throwing sales summits? Are you Still not throwing in-person environments. Stop living off your money. You're an entrepreneur. Invest back in your business. I can count on one hand how many of you have thrown more than two leadership events for your team in the last 12 months. I guarantee it. Less than five of you. There's an extreme frustration if you can't tell. There's an extreme this, I don't want you to override you. I just want this environment better. I want my new guys to talk to every single one of you know they're talking to some builders. Right, right. But some of you guys are still, you're some of you are still operating like your mommy and daddy's house with a title in your hand.

unknown 22:57

What are people duplicating from that?

SPEAKER_01 23:03

What are people duplicating from? No, seriously, solid question. If you're married, after this, go to In your marriage. What are people duplicating from you and your marriage? Your father or your mother? What are people duplicating from how you carry? You're single. What are you duplicating when you come on a trip like this to Dominicana Republica? What are you duplicating? What are you duplicating at the office? Oh wait, you're not in the office because you still work from home. So what are they seeing? That's funny. There's some people who have better businesses that work from home. That's cool. That's awesome. We'll see for how long. Say not for long. No, no, say not for long. Not for long. And here's why. Because I know how much volume it takes. So there's that young Torin Duffin, that young Trey Manual, that Rob who just moved from DC to San Diego last week. So they can see it. So they can see it. I'm gonna ask you guys for some participation here. Gordon Abbey, can you stand up? Be quick. We gotta be quick here. Do you can can you guys can you guys tell everybody? Scream out. What event or what was it that made you guys go freaking all into this business? Was it a zoom call, Chris? Or was it an event? Was it an event? Okay, take a seat. Just curious. Just curious, Marlene. Just curious, Marlene. I said about it. Marlene. What event sold you the dream?

unknown 24:42

Well. Just curious, Sandra. What sold you the dream? Your first Bay Shop. Bay Shop retreat.

SPEAKER_01 24:51

Okay, so you can't even remember you can roll my retreats, okay? I remember that. Yeah. That was good. Hey J Trey Manager, what sold you the dream?

SPEAKER_00 25:01

Being in an office, coach.

SPEAKER_01 25:03

That did not sell you the dream. Sold you the dream is coming freaking okay in your first 20 days in business.

unknown 25:10

Oh my god.

SPEAKER_02 25:15

You never look under the point where you're looking at the case.

SPEAKER_01 25:26

Say for it, say for it. What's the less of the dream was the in-person environment? I would not like e-like it was on the film. In person way cool. In the pool, way cool. Do you like doing push-up challenge way cool? Who thinks you can do more push-ups to be like? You're about to do a push-up challenge. Let's get them on the home and hey, hey, he's just a lot of those pesticides. So, so what do you people what do you people duplicating from? Let's get back, let's get back to what else. Let's back in the same, sample. What do you what are you duplicating people? Guys, duplication is key. Duplication is key. Every little thing from the higher law to the skill set level. The CFTs, the MDs, they should be duplicating the skill set level, skill set level. When I take my exchanges, guess what? It is in a format way, not tapping. Not didn't teach me the detail of details, but I saw what he did with many exchanges.

unknown 26:55

So guess what I expect from my exchange? Very simple.

SPEAKER_01 26:57

Hey, I'll take this exchange between 25K and 35K, maybe more, maybe not. I would like for them to be an MD, but if not, they're senior associates. Cool, no big deal. But they better be able to recruit on their own, do DDR on their own without UMD. And be able to do DDA on their own. That's it. All I ask is to pretend and ten. What's my exchange in? Can they do 10 recruits without anybody's help? And then can they write up 10 apps without anybody's help? And they've clearly over 25, 35k. The CFT passes it off, the NB passes it off that way. So they got the skill set down. Now I can freaking sell them a whole different dream. Give them the higher of all. Take them a whole different level where I'm at, so they can see where I'm at. Because you guys are letting your NPs leap too long. You're only seeing at their first story level. Let's get the second story. Guys, as I wrap up, here's why duplication is so important to me. Whether it was a mother in your life, whether it was a father in your life, or whether it was just somebody who raised you, I'll never forget, and I'm sure my coach will never forget. I'll never forget. He probably will never forget his dad kicking the ball at the mouth in the front line with his brothers. I'll never forget my uncles with me in the garage at four, five, six, seven years old, doing 100 jabs in the boxing bag. Who's ever seen that? And then I was pretending like I was fighting against Oscar Delaware, and then I would knock them out, my uncles would be on their knees, and they'd be like, he's a world champion. Playing baseball with my dad. It's my favorite thing. Boxing is who I am because that's all I do, but the baseball of my love. Because that's all my dad would just play with me at baseball. We would just throw the ball in the park. We had 100 wolf balls all the time. And you know, I think about that, those things our parents do to kidding us. I think we all want to kid. I think there's a quote that says your parents, especially your dad, is probably the only man that actually ever wants to genuinely see you better than him. We're leaders, we're builders. We want every single one of you to do better than us. That's all I gotta do.