SPEAKER_01 0:03

Give it to us. What are you saying?

unknown 0:15

Whole sand.

SPEAKER_01 0:18

Send it. Senders. We're about to. So growing up I used to pretend to know how to surf. And my brother Josh actually surfs. And so I'd always make fun of him like, dude, did you go Rick Debrowski on the back door today, dude? Like you just send it from just went through the side gate, back door, front, front entryway, like just sending it on that surfboard, dude. And I just make fun of my brother. Fun facts. Anyone know how to surf? Okay, well, Jeff's stopping.

SPEAKER_00 0:50

I'm in Hawaii.

SPEAKER_01 0:52

You win Hawaii. You got like a 400-foot-long board on the side.

SPEAKER_00 0:58

Go on.

SPEAKER_01 0:59

I know you're number one, but go on. So today, and I want you guys to energy off in the room. I'll tell you this. I was expecting more energy in the room today. I don't know if the room is too big for you or if we can get bigger than the room. But like I was expecting more energy in the room today. You want to lie? They're too freaking rich. They don't clap the same way, they don't cheer the same way. Like they make too much money. I don't like that. Like, I want to be the bird, but I'm not sure. I don't want to fucking freak energy for you. Well like we need to bring the freaking energy in the last 30 minutes. That's why.

unknown 2:06

That's why.

SPEAKER_01 2:08

That's why people aren't smiling for it. You know what I mean? I don't know if it's kids are hungover from sleeping on a plane all night long and their kids yelling at them for it? Okay? Anybody have kids that yell at you all night long and away here? Three of you? We were at dinner last night and it was like all the kids were like out of it, dude. Like, everyone. I was like, like she normally smiles.

unknown 2:32

I think it was just because of the trip here.

SPEAKER_01 2:34

But guess what? You made it. You made it, okay? So my uh my conversation as we wrap up here today is I want to talk to you how the traits of a championship player. The traits of a championship player. It's always hard preparing for these events, right? And the reason it's hard for me to prepare for these events is like, I just want to be real, if you're in this room, you should know how to get interfected any moment. If you're in this room, you should know how to be able to get 25,000 personal points at the drop of a dime. If you're in this room, you should know how to convert a lead. You should know how to do a field training appointment. Like, we should we should know that I'm not saying you can't uh get better at I'm not saying you can't get more skillful, I'm not saying you can't get more strategic, I'm not saying these things. But what I am saying is this it's hard to prepare for these rooms because the majority of stuff you already have an idea on, typically when you qualify to be in this room. Okay, when you qualify to be in this room. And so when I'm preparing for today, I was like, well, what is something that I can talk to everyone about? And um, last night at 1.30 a.m., I just couldn't sleep, and I was trying to just prep for today, and so I wrote down 12 points of a championship player. 12 points of a championship player. Okay? And before I go into that, that the 12 points, I want you to write this down. If we're going to win, we need to have a long-term dream, but we need to have short-term emotional goals. We need to have a long-term dream, but we need to have short-term emotional goals. Things that move us, things that drive us, things that make us wake up in the morning and say, man, I get to go play. Man, I can't wait to get after it. Man, like I'm on to something good. Like, I can't wait to go work today. I can't wait to get up. And here's the deal, are you gonna feel like that every day? No, but that's why you need something that you're emotionally attached to. Do you know, like, when Eric Thomas gets up on stage and people are like, man, my dreams wake me up at 3 a.m. in the morning? Bro, I can snooze four times every morning. You know, be like, I'm gonna be very clear with you. Every single person that ever said, like, your dream's gonna wake you up, they weren't building a business. I'm freaking exhausted, I'm tired, I hit like, anybody else have the alarm where it's like 6, 603, 607, 640. Like, you know, anybody else? And then you have the last alarm, and then you're you're aware that you set these four alarms as well. So as you're waking up in the morning, you're like, one, two, I got two more. Right? Anyone else? Oh no, your dreams wake you up? My life is bullshit. You know what I mean? Like, my dreams don't wake me up. I wish they did, but they don't. Which means what? You need to have a short-term emotional goal. And I apologize, I see that there's kids in the room's ice in the bad board. Um, I'm sorry. Okay? Um, but like there's there's gotta be a short-term emotional goal, something that you're like that fires you up and gets you excited to get out of bed. Like, we have to have that, right? And so I remember I was 12, my first 12 months is his business, and by the way, what Chris was able to do for his family, that just brings like tears to my eyes. Because there's so many of those stories that are either happening right now or they're along the way because of the work that you're doing. And I want you to know that there are people in this world that are counting on you that you don't even realize they're counting on you. There are children that haven't even been born yet that one day will be counting on you in the business that you build. Like, I just want you to, I want to be very clear about clear on that, right? But I remember coming in this business, and for me, my short-term goal, a lot of you guys know the story with my dad about having cancer. My short-term emotional goal was that I didn't even be able to tell my dad I didn't have to work anymore. My dad was going to chemotherapy in the morning and then going to work in construction in order to try to keep our family afloat and try to keep us in our family home. Because we built the house that we grew up in. So the house that we grew up in, the house that my mom lives in today, we built. That was like we'd leave practice, we would go install the Lord, we would leave the game on Saturday, we would go hand drywall. Like, we were free labor, right? And like that's what we did. And so my short-term emotional goal was making sure that I took care of my dad so he didn't have to work anymore because he was gonna work himself into a grill. And so I remember uh accomplishing that, and people were like, Man, you accomplished your dream now. And I was like, like, taking care of my dad wasn't my dream. That was my dream. That was just the short-term emotional goal that got me up in the morning. That was just the short-term emotional goal that kept me in the that was the short-term emotional goal that kept me after because when I would wake up and I'm like, man, I gotta make these phone calls. I was like, well, would I rather make these phone calls or would I rather be hooked up to a hospital bed with an IV in my arm? Would I rather do the skill training deployment or would I rather be going through radiation right now? My dad was for five times, he had three months to live, and he beat it every single time until one day he did, woo! And I look back and I'm like, well, why did my dad beat it so many times? I'll tell you this, you know, uh, Nadia said something that got me emotional, but Chris said something that got me emotional. And uh my dad had um, when my dad first got diagnosed with cancer, I was about 11 years old. And my dad prayed to God, he said, just allow me to see my son's last games. Like, just keep me alive long enough to see my son's woo!

unknown 7:44

Uh to see my ex son's last games. That was like that, that was it.

SPEAKER_01 7:48

Like my dad would go and then they'd be like, hey, you got three months. He's like, No, I don't. He's like, I gotta figure out a way to keep on trucking. Like, I gotta make sure, hey, my wife is taken care of, and I gotta make sure that I see my son's last games. And I remember my dad watching my last game, because I was the youngest of all my brothers. I remember uh watching my last game, and I think there was a part of him that was like his time. Right? And he and he, you know, uh remained on this earth for another five years after that. But the short-term emotional goal was I gotta make it to the next game. I gotta make it to the next game. He coached me and my brothers growing up. Uh, he never missed one game, right? Like, literally, not one game did he ever miss my entire childhood. He was self-employed, and so he would take us to practice, he would stay the entire practice. He didn't miss one. That was his short-term emotional goal. I gotta watch my son play his last soccer game. That was it. And so he watched me and my brothers all graduate, he watched us all play our finish our careers off in sports. And uh that that was his short-term emotional goal. And it kept him in the high, it kept him in the fight, it allowed him to defeat what doctors said wasn't possible. Because there was an attachment to the outcome, there was an attachment to making it. And I say this because if you can get emotional about what you want, and if you can be emotional about becoming a star player in this organization on this team, if you can say, hey, I want to become a championship player, like these are my goals, these are what I want to accomplish, but like this isn't just something I'm doing, this means something to me. And this isn't one of the characteristics I wrote down, I probably should have. But one of the key factors of championship players is like it's not just something they do, it means something to them. Like, this needs to mean something to you. Or else you're gonna get got every damn day of the week. This has to mean something to you. It's gotta be important, there's gotta be an emotional cause, there's gotta be an emotional enlistment in the goal, in where you're trying to be, or none of it's worth it. How many people said today, hey, this business is hard? How many of us realize this business is hard? It's not meant to be easy. If it was easy, everybody would be rich. I don't want it to be easy. I don't want it to be easy. I want it to be hard because I know the harder it is, the easier it's gonna be for me to win because I know most people won't endure it and I will.

unknown 9:59

I don't want it to be ridiculous.

SPEAKER_01 10:01

I want it to be so hard because the harder it is, the more I know I'm gonna get it because I know most people won't last the way I'm gonna last. Why? Because I'm emotionally attached to this. This means something to me. And if you want to be a player in this organization, if you want to be a player in this industry, if you want to be a player at anything, it's gotta mean something to you. This just can't be another way for you to earn income. Or else you will give up. This can't just be another thing that you're doing. Or else you're gonna give up. For me, it was like I'm planting my flag here. I'm not going anywhere. Like win or win. There's no middle ground.

unknown 10:37

We either win or we win. That's it.

SPEAKER_01 10:40

I don't got quitting me. I don't have quint in me. I don't have it, right? There was a, you know, I'm talking to Eric at 1 a.m. this morning, and you know, there was somebody, just, you know, I'll just be transparent with you guys, there was somebody that like, like, I watched Eric do everything for this person. Everything for him. And um, kind of betrayed him. Right? I'm like, dude, I know everything behind the scenes. I'm like, like, I don't, I I and I was sexy and Eric. I was like, I just want you to know, coach, I don't have that in me. I was like, you can offer me a billion percent contract, you can offer me, and that's when I post on social media, what am that's what he came from? I was like, you can offer me power, incentives, money, this, that, and the third. You can't get me to be disloyal. You can't get me to put me.

unknown 11:32

I don't have any. I don't have to be. I don't know how to do it. I don't know how to quit. I don't know how to quit. I don't know how to be disloyal.

SPEAKER_01 11:40

I don't have that in me. Like I like I will put my head on the pillow, and if I know that somebody else is hurt because of me, I won't be able to sleep the rest of my entire life. Like, I gotta make sure that when I give my word, I honor it. When I give my commitments, I keep it. And when it comes to becoming when it comes down to becoming a championship player, I think championship players embody that. Like, this isn't just something they do. This means something to them. Their team is not just a team that they're on for now. This is these are my brothers and these are my sisters for life. That's it? That's it. Me and Howie took our pastors out to Kamakase. Is that what it is? Like the sushi where the chefs bring you. Komakase. Komakase? Komakase? Oh, komakasi. Yeah, you guys know what I'm talking about. Something regarding sushi. And so is it because they love sushi, and so we took them out to sushi, and uh we're sitting there, and I'm I'm I'm me and my pastor are talking about, uh he just asked me about my brother, and so I was like, Yeah, I got my brother Noah, I got my brother Josh, right? And um, and uh a guy over uh a girl over looks over and she goes, Did you see your brother Sherno and Josh? And I go, Yeah. And she goes, His brother Sherno and Josh. Her uh boyfriend. And I look over and I go, Eli? Not that Eli. Eli. He goes, Matt? We played nationally together. We're on the national team together for soccer. Right? And we gave each other a hug. You wanna know why? Because just because, just because we weren't on the same team doesn't mean we were still teammates. You guys look like, just because we weren't playing together, it doesn't mean we're not playing together for life. Like it's just it was just it. Like I saw him, I saw him, I'm like, man. Sorry, this is going to my way. I saw him, I was like, dude, that's my brother for life. You wanna know why? Because that's part of it. I don't know how to not be teammates. I don't know how to not have your back. Like both of us graduated soccer. Like, I like that's just it. This is who we are, and I think that's part of a championship team, part of being a championship player, is like it's not just like this isn't just some team you're a part of for now. There is no for now. Like, this is life. This is life. We're blood brothers, you know what I mean? Like, this is life. We're here now. There is no going away. I don't got way in me. This is where we're gonna be for the rest of our lives. And we're gonna be talking about the good old days when we're 96 years old, and we're gonna be looking at our children, and they're gonna have their children, and potentially they'll have children, and we're gonna be looking at like, did you remember that we're just gonna be talking about the stories and we're in the Dominican Republic, and we're like, remember when they went down the waterslide, and remember when this person did this, and then remember Mitch did the worm on the stage? And it's it's gonna be all like we're just gonna be telling those stories. Like, that's what I'm thinking about. That's what I'm thinking about. Like, do you want to know why people respect Kobe? And do you want to know why people respect Michael? But do you want to know why people don't respect LeBron? I'm gonna call him Spade a Spade. He's a great player. He went wherever he thought he could get a championship. Come on, send him talking to him somebody. LeBron went. LeBron went to wherever he thought he could get a champ get a championship. Kobe said, I'm gonna build a championship team around.

SPEAKER_00 14:51

That's good.

SPEAKER_01 14:52

LeBron went went to wherever he thought he could get a championship. Michael Jordan said, I'm gonna build a championship team around him. Come on now. Like, I don't need the conditions to be perfect because I'll make the conditions perfect. Like, this is my team, this is my franchise, this is it. Like, you gotta think that way. Like, this is my team, this is my franchise, this is it, this is freaking it. I'm not going anywhere. And that needs to be the foundation that you build it all on. So I'm gonna give you 12 points right now. Uh the traits of a championship player. Number one, they play because they love the game. They play because they love the game. And that doesn't mean you love every part of the game. It just means they play because they love the game. You guys ever heard the quote that says, he who loves to walk will always walk further than he who has to? Maybe I thought it wasn't it, isn't it? Don't redo that quote with me. Does that make that up? I thought that was a thing. Um he who loves to play, she who loves to play will always play harder than the person that has to.

SPEAKER_00 16:01

Right. That's it.

SPEAKER_01 16:02

Like having people have watched Tom Brady retire, and then he was like, I'm going back, man. I'm going back. Why? Because he loves the game. He just wanted to keep on playing. He wanted to keep on playing. So when people see people like myself on stage or, you know, people who have gotten free in this industry and they built an income that makes it so they don't have to do anything anymore. Be like, why do you still show up? Because I love the game, dude. I love the freaking game. Somebody asked me, Matt, are you gonna build a bake shop forever? I said, heck yeah, I'm gonna build a bake shop forever. There's no greater joy in the world than building a bake shop. Yeah, I mean you can shut it down and just focus on the higher. Are you kidding me? Like, have you ever built a bake shop before? There's nothing greater than building a bake shop. I love the game. And if you want to win here, there's gotta be a love for the game. So when you wake up every single day, it's I get to go play, not I have to go work. Let me say that again. It's I get to go play, not I have to go work. You've got to fall in love with the game. Um I love the game of soccer. I hated our two-mile warmup. Hated it. We had to get a two-mile warm-up done in under 13 minutes. I did not like that in any way, shape, or form. Um, I used to pretend I had a full hamstring, so I had to stretch for that two hours. Anyone else? I gotta stretch, coach. No, I'm just kidding. We had to do championship fire, championship player could do two-mile warm-up, right? But it's like I didn't love the warm-up. I did it. Transparently, I didn't love practice every day. We practice five days a week for our 90-minute game on a Saturday. I didn't like that very much. But we did it. You wanna know why? Because we loved the game. I didn't like being scored on. I didn't like injuries, I didn't like being kicked in the shin. I didn't like taking a knee to the chest from the goalie and getting the wind knocked out of me. I didn't like the elbows that I took to the nose. I didn't like any of those things. But guess what? I love the game. And that's a part of the game. And so if I'm gonna love the game, I've got to love that too. Because it's a part of the game. It's the same thing when it comes to this. You don't have to love the phone call, some of you do. You don't have to love the field training, some of you do. You don't have to love the recruiting interview, some of you do. You don't have to love the onboarding three, some of you do. But it doesn't mean you stop loving the game. It just means there's a part of the game that may not be your favorite, but there's still it still means you gotta love it. Championship players show up with that love, no matter what. Look at your neighbor and say, be a championship player. Trade number two, they play regardless. Championship players, they play regardless. Now, what does that mean? They play tired, they play hurt, they play frustrated, they play uh, even if their goldfish drowns, they play regardless of their circumstances, they play regardless of what's going on in their personal life, they play no matter what. That's what they do. They play. They play regardless. Do you play hurt? I remember uh last year when I uh tore my meniscus, and um we went on, we were on the tour still, the 4700th city tour that kept ending and restarting every week. And uh I tore my meniscus, and so I tore my meniscus and I had my little scooter, some of you guys love about the scooter. And some people were like, Matt, how come you showed up? You could easily not. Because I wanted to remove the excuses of every single person in my organization that ever said they can't show up because they're hurt. I just want to play her, I'm gonna play her, and then I have the surgery, and after you have the surgery, you gotta keep your leg perfectly straight. And I'm I'm at an airports on uh crutches, and I remember getting to the airport, and we had a 20-minute gap between flight to flight, so I can get to the Midwest for an event. We had a 20-minute gap, and they were supposed to bring me a wheelchair. And they said the wheelchair is gonna get here in 20 minutes.

SPEAKER_00 19:51

Yeah.

SPEAKER_01 19:52

Right? And so I grabbed my crutches, and the it's not like the gate was one gate away. Do you know those gates, like those airports where you gotta take a train? I'm freaking running through the airport like this, right? I got my duffel bag in one hand with my laptop, and I'm running through the airport, running through the airport. You wanna know why we had to play hurt? Whatever we gotta freaking do. We play hurt, we play Irish, we play frustrated, we play exhausted, champions play hurt, champions play hurt. Kobe Bryant tore his Achilles, walk back out onto the free throw line, put two in the basket. Why? Because he said, I'm gonna, I'm not. He was in the locker room, and his daughters were there, his wife is there, and he's questioning, is this the end of my career? And he goes, I can't show my daughters what quitting looks like. And that's what made him walk back out on the court and drain two free throws. Because he saw his daughters and he said, I can't be an example of giving up when you're hurt. I'm walking back around that point field, I'm walking back on that court, and I'm gonna drain two baskets, and that's exactly what he did. That's exactly what he did. Question, do you play hurt? Do you play sick? Do you play tired? Or do you only play when you feel like it? See, that's the difference. That right there is the difference. Can you turn me down a little bit? I feel like I'm back to you. Number three. They look for the one to two players around them that they can count on no matter what. They look for the one to two players around them that they can count on no matter what. How many of us have ever played in any sport? Okay? I don't know if you were this player or not. But I knew when I sat down on the field, I was willing to die. I know it sounds very aggressive. But I was willing to die. And I know out of the 11 people that were going to be on that field, there was probably maybe one other person that also felt that way. And on every team I went on, I was always willing to lose that one or two players around me. That we like that's gonna be our job with the whole team on our back in the year. On our back, if we need to. We don't need a coach to call it. We're going to lead. We're going to put the whole team on our back if we need to. Like we were ready to die. It meant something to us. And I said, hey, I know you're willing to sacrifice everything. I know I'm willing to sacrifice everything. And I know we come together, we can unite the entire team and be willing to sacrifice something. Because most people won't set the standard. They allow somebody else to do it, and then they just kind of mosey their way on it. And I was looking for the other player that was willing to die on that field with me. If you want to win and become a championship player, it's going to require you having a couple of championship players around you. And when you're feeling hurt and you're feeling tired, you can look them in the eyes and say, oh my gosh, I don't know how the heck we're going to get through this, but we're going to get freaking through it. I don't know how we're going to come back and win, but you can bet your ass we're going to come back and win.

unknown 22:44

I don't know what it's going to look like. But boy, oh boy, if we die on this field today, are we going to die if we're talking about? Something that we'll do something that we come to field. I wonder if you die. It doesn't matter.

SPEAKER_01 22:57

And I was always looking for like, who are those championship players that I can surround myself with that are willing to leave it all on the playing field because it's about the team? You got a little for that. Do you have that, by the way? Are you that person? Are you the person that your teammate can look at you and then just look into your eyes and say, they got it? They got it. Anybody ever see the movie 12 Strong? I should have named that. We have 12 points. I should have named it. Anyone ever seen the movie 12 Strong? With uh, what's that like? He's like the handsomest guy in the world. What's his name? Chris Hensworth. Chris Hensworth, okay? Um ladies, you're being quiet next to your spouse. Right? So, Chris Hensworth. He's playing, he's playing uh uh, he's brought in as basically supposed to, and I got all, I'm getting all the words wrong, so if you serve our country, please give me a level of forgiveness for not getting these words accurate, okay? Um, but he shows up and he's supposed to uh meet with the Taliban friendlies, the the uh sorry, the Iraqi friendlies, and they're saying, okay, we're we're supposed to work together, and we gotta go take out the Taliban.

unknown 24:05

Right?

SPEAKER_01 24:06

And so he meets the person that's leading the friendlies, and he goes up to him and they're talking, and he goes, You're the everyday goes, yeah, and I'm gonna get a lot of people. And then they're on is my favorite scene in the entire movie, one of my favorite scenes in movie history. And they're on, they're literally in war battle. And then everybody's shooting, and uh uh the uh Leader of the Friends rolls up and he looks at it and he goes, Those, those are killer eyes, because he just watched the hangout entire. He goes, those are killer eyes. And he goes, I can respect you and I can trust you now. He's like this right up past me, I can trust you now. Question, do you have the killer eyes? Like, do you have the eyes? Somebody said, Man, how do you how do you identify somebody that you can build with? For me, I look at their eyes. Do they have their those eyes? Do they have those eyes? Like, I'm willing to leave it all on the playing field. Do they have those eyes? Question, do you have those eyes? Did you used to have those eyes, but you don't anymore? Or do you have the eyes where we look you in the eyes and we can tell you want it so bad? You want it so bad. You got a white hot, burning desire. You got a white hot desire to do something great with your life. Like, this isn't just something you do, this means something to you. You got the freaking killer eyes, and you just want to lay it all on the playing field in order to win. Are you that person? Because that's how championship players operate. That's how championship players operate. They have those eyes. Number four, they play to compete. They play to compete. Chris talks about this a little bit earlier. When was the last time you got competitive? When was the last time you said, you know what, Gordon, I'm freaking beating you in your half a million dollar ring? You know what? Like, like when was the last time you got competitive? When was the last time you called someone out? When was the last time you bet something and put money on the line? When was the last time you put anything on the line? Oh, you're like, well, when it's my turn, it's my turn. How about you get in the freaking ring? How about you square up? How about you put on some gloves and how about let's fight? How about let's go toe-to-toe, man? Gotta find out who's a better man, better woman. Let's freaking compete, dude. When was the last time you competed? Or are you afraid to lose so you don't try at all? You won't even get in the ring because you're like, I don't like to compete. No, dude. You're so afraid of losing, you don't compete at all. When are you gonna get in the arena and fight? When are you gonna call somebody else say, hey, I love you and I respect you? You love me and you respect me. Let's go freaking toe-to-toe for a hundred-game rank. Let's go toe-to-toe on EMD. I didn't hit one milestone or promotion ever in my entire career for me. I did it for one reason and one reason only. To beat the guy or gal that I was competing against. That was it. That was it. I remember uh, and I'm gonna talk about this in a second because I don't want to ruin it. But I remember running for my EMD promotion, was then called SD, now it's called EMD. And there was this woman named Trisha. And she used to frustrate the heck out of me and talk down on me because I was 19 years old, and kind of like belittle me a little bit because I was 19 years old, and she would treat me like a child. And I hated it. She was running for her EMD, and I went to my leadership because she said a comment. I said, I'm gonna be very clear with you. I know I just got started, I know I don't know what I'm doing, I know she's been here three years already, but I'm gonna freaking beat her to EMD.

unknown 27:53

And I started declaring it on stage and said, hey, she's awesome, I'm gonna be the next EMD in this office. And I just started declaring it on stage. And guess what? We beat her to EMD. Sure ass quit after that too, right? She quit after that. And I beat her to EMD, I said, hey, this is how we freaking win.

SPEAKER_01 28:10

That's it. It was about competing, it was about winning, it was about beating the next guy. And then it was a guy named Ismail, and I love Ismail. And then it was Mario. Mario was way ahead of me, and I love Mario to death. And it was just hunting him, hunting me, and then we got him, and now it's other people in the industry. Now we're like, alright, who in the industry are we gonna go take out? And right, it's just competition. Competition drives performance. Do you know when a same boat broke the world record? Second and third place broke the previous world record? Because they were trying to keep up with the winner. They beat the previous world record because it was about winning and competing. When are you gonna start competing? Put on your gloves, man. Put on your gloves. Get in the rain. It makes it way more fun. And will you get knocked out every once in a while? Heck yeah, you will. But doesn't it just make you feel alive when you do? Like when do you feel the most alive on a roller coaster? When it's going up or when it's going down? I don't want you to have a down in business, but boy, oh boy, does it wake you up? Okay? They play to compete. Number five, they play to get better. They play to get better. Question, are you waking up every day? Thinking to yourself, I'm here to get better. I'm gonna get better, I'm gonna get better, I'm gonna get better. What do professional athletes do? Every day they work on their skill set. Every day they work on improving. Every day they work on getting better. And do you know what I see a lot of people do? They come into our business, they hit CFT, and then they stop trying to get better. They come into our business, they hit marketing director, and they stop trying to get better. They come into this business, they hit EMD, they cross six figures, and they stop trying to get better. Because they think they kind of know everything that it takes to win. They just gotta do more of it. And here's the deal. Do you gotta do more of it? Absolutely. But what if you can do more of it and be better at it? And that comes down to the obsession of getting better. Championship players show up every day and think, how do I get better? How do I make sure that when I put my head on the pillow tonight, I am better than the player I was yesterday? How do I make sure that when I go into this month, I'm a better player than I was last month? How do I make sure that I'm improving? Championship players are always focused on getting better. One thing I love and appreciate about Franco is every time I see him, he's better than the last time I saw him. Every time I see him, he's better than the last time I saw him. And we see each other like bi-weekly, maybe tri-weekly. I don't know if that's a thing or not, but we see each other like every two, maybe three weeks, we're in person. We're at events like this all the time, and I see him on stage, like, man, he's better than the last time I saw him on stage. That's the reality of the question. Can I say that about you? Well, like you were you were improving so fast that every time I see him, like, man, it's like if you knew me yesterday, allow me to introduce myself. Like, like, are you that? Where every day it's like you've got to reintroduce yourself because you become so good in the last 24 hours that if I put you on stage today, like, like, for instance, if I put Jeff on stage today and we put him on stage tomorrow, is Jeff gonna be better? I believe that about Jeff, which is why he's gonna win. Can we say the same thing about you? Where if we put you on the today and we put you on tomorrow, you're gonna be even better tomorrow. Why? Because you got better in that 24-hour period. Can we say that about you in every area of our business? No? That's a problem. You wanna be a championship player? It's time to get better. The current version of you is not enough. I hate to break it to you, but you are not enough the way you are right now to win. You're not. You were created perfectly in this image, but you are not who you need to be in order to win. You are not who you need to be. If you knew what you needed to know, you would have your goals already. If you were as skilled as you needed to be, you would have your goals already. The reason you don't have your goals is you are not yet the person that's required to give. And that's just the brutal reality. We have to commit to getting better. Championship players try to get better every single day. Number six, they play for the name on the front of the jersey. They play for the name on the front of the jersey. See? This is a team sport. And if you're playing for the name on the back of your jersey versus the name on the front of your jersey, that's a problem when it comes to winning as an organization winning this game. It's not about you. It's not about you, and it can't be. Uh, they're uh San Diego got a new MLS soccer team. And uh they recruited the software from Mexico, his name is Chucky Lazano. And so they recruited the top player from Mexico, and he came in on a $9 million salary, one of the top salaries in the MLS, and go worldwide, he's already making hundreds of millions of dollars in the US alone to come up in soccer, right? Um $9 million a year was a salary. And he was the top uh income, like top income earner, he was the star, he's Mexico's player, you'll probably see him this week. Like that was it. And he got benched for the majority of the season. He got benched for the majority of the season. He got benched in the playoffs over and over again. You wanna know why? He was putting for the name on the guy in the jersey. And the coach said, I don't care how good you are, I don't care how much we pay. It's about the team, the team, and the team. And if you're gonna show up with a name on the back of your jersey, more than you're gonna show up with a name on the front of your jersey, I'm not putting you on the field. I'm not putting you on the field. And so the coach, who this was his first season ever coaching professional soccer, had to explain to the franchise owners why the player they're spending $9 million a year on is not on the field half the season. But it was a shot that had to be called. And guess what? That year, do you know what they did? They won the entire league that year. Think about that. A brand new team, first team ever. They won the league that year. And they benched their starter player the entire time because he wasn't a team player. The coach knew the power of the team. And he was willing to get rid of the cancer in order for the betterment of the team. Question, are you playing for the name only on the back of your jersey? You only you only uh recognize somebody in your base shop chat if they're on your team? You only leverage somebody for upfield training appointment if they're on their team. They may not be the best person for the job, but they're on your team, so you only leverage them. Is that who you are? Oh, if it's my team, I celebrate them. If it's not my team, crickets in the chats. Is that the player you are? Because we don't want you to be part of our team if you're gonna be that type of player. We don't want you. I'm serious. That's how individuals play. They play for themselves. This is a team sport. Can you celebrate others as if you're gonna be celebrated one day? Can you clap onto others as if it's your team? It can't just be about you. The championship players, they play for the team. That's why you saw Kobe not leave the Lakers. That's why you saw Michael not leave the Bulls. Do you want to know why? Because it was about the team, it was about the franchise, and there's nothing that you can do to get them to replace it. It doesn't mean they didn't call their teammates out, it doesn't mean they didn't challenge them, it doesn't mean they didn't push them. It just means that it was about the team overall. Does this make sense? You want to be a championship player? Play for the team. Number seven, they play angry. They play angry. I know that this is not uh maybe the most politically correct thing in the world, but I'll give you guys a locker room talk because we're in Dominican. You qualify to be here, I can speak to you wrong and real, and if you can't handle the heat, get the heck out of the kitchen, man. Great players, great players, they play angry. They play angry. Uh anybody ever been on a field and somebody pissed you off, and you just found this level of energy that wasn't there, you found this level of drive that wasn't there. Like I watched my I watched my teammate get taken out, and they it was intentional, it was on purpose, and I looked over at my team, I said, I just want you to know on the next corner kick I'm breaking his nose. He went and clicks up right into my my teammate's knee. And I looked at him and said, I want you to know, because my teammate couldn't play for the next three games. I said, I want you to know on the next corner kick we're breaking his nose. He goes up, stepped on his door, bum, freaking played him out on the floor. Right? And here's the thing that might not be the nicest thing in the world. It might not have been the most godly moment of my life. But the fact of the matter is, you don't freaking come after my teammate. Does that make sense? I'm quite hungry. We're quite hungry. This is probably. Um, I'll give you another example. We were in Hawaii four years ago. Four years ago, we're in Hawaii, and um, and I'm carrying my my daughter, Greg. She's in my hand, she's about a year old. We just finished going down the water slide. It's me and my wife. And uh Yareev was in the process of transitioning to our team. And his uplines, who were not the greatest people in the world, right? Don't take my word for it, them four were there too. Okay, was maybe not the best person in human being in the world. They came up to me, belligerent, and he grabbed me with my daughter in my arms. And it took every ounce of my being to not knock this fool out. But I was like, I've got to be a bow boy. And so me and my my wife, also impressed with my wife, my wife goes, When you guys can learn to handle your alcohol and have a real adult conversation, come talk to us. And we walked away. And so me and my wife and my daughter walked away, right? And I was like, oh my gosh. And like that, like I wanted to retaliate as a man. Because as a man, you know, like as a man, I wanted to retaliate and took everything in my bid to try to be the bigger man. I said, well, here's the deal. I may not be able to come after him physically, but I'm gonna come after him on the freaking leader's boards. And I'm gonna walk out for him. I said, I don't care if he's been in the industry 15 years longer than me. I don't care if Anne My Light gave him his whole team. I don't care about any of these things. I'm freaking coming out for his soul. I'm gonna like my Aunt My Light. And that was it. Okay? And so we literally that entire next 12 months, because that was that was at the right, like the convention is every 12 months. And it was the next 12 months. I dedicated the entire year, the whole year to this man. And I'm I wanted to make sure, and I wasn't even allowed to go to convention. They said, they said, Matt, you're not allowed to go to convention this year. Because Yureve transferred to your team, and so you're not allowed to be there, only your wife can come. And they said, Is your wife coming? And Al was like, I'm not going. I said, tell them you're coming.

unknown 38:41

I said, tell them.

SPEAKER_01 38:47

And she said, I'm coming. She's like, I'm not going. I said, I know, but if you tell them you're not coming, they're gonna take our name off the recognition. They're gonna take our I don't need we don't need to be there. We don't need to be there. They're gonna be there, we don't need to be there. And all of a sudden, Garrel Harrow, this is where you brothers are gonna be walking. Every single time is that we think that matters. And after the whole year was dedicated to making sure at that convention, two months from I said I wasn't allowed to go. I was like, oh, okay, come on. And so they literally went, and I wanted to go and I started picking out jerseys and everything. And then I was like, oh, I can't wait like this. And so I decided to be the better person, not sending jerseys. I was like, the recognition was enough. His whole team leaving him for our team because we had better leadership. I say all this because we played angry. The whole year we were angry. We had one thing to prove. We were better. We were better. And it might not be the most politically correct thing. I know. I get that. But shoot, guys, I want to be very real. It was never I want to wake up and prove these people that believed in me right. It was always every no, every person that said they didn't believe in me. It was that text message that Trey talked about earlier. Like I like it was that stuff that got me going. It was that stuff that was the fuel. I wish I could say I just wanted to prove the believers right. It was not that. It was the hit list of every person that said I couldn't do it, every person that said I wouldn't win. It was my deep cloud. They know that list. They know that list. Question, do you have that list? Do you have your hit list? Do you have your hit list? I mean, like, for instance, I know what you're gonna do is maybe not what we would encourage, but sometimes you just gotta do it. You know what I mean? Like, just to say, hey, this is wild. Ah, sorry. That's good. Number eight, number eight, they play to honor their coach. They play to honor their coach. Great players play to honor their coach. That's why I work so hard, that's why I try to be the most active person in the company, chats. Because Eric laid a lot on the line for us to have the opportunity, everything on the line for us to have the opportunity that we have. I feel like I have a responsibility to honor my coach. That's it. He gave us the shot. I'm gonna honor you. I'm gonna give you the loyalty. It doesn't mean I agree all the time, it just means if there are disagreements, they happen in the private room, not publicly. To everyone else, he's the perfect coach. To everyone else, uh, everything's great. If we ever have to, we'll have a conversation on the side. But I will always honor my coach, I will always put him on the high orders, I will always make sure he's taken care of. When we go out to lunch, I say, Eric, your money's no good around me. Put it away. That's it. We honor our coach. It's the nobility exchange. You honor your leadership. Great players honor their leadership no matter what. They honor their leadership no matter what. Uh, in our practice company, I had uplines, and you guys will never have to go through this because we're your leadership, but I had uplines that was taking people off my team. In fact, the first two EMB and ring earners that I had, they got taken off my team, and they said the only way for you to stay in this office is if you transfer your whole team to me. They said, if you want to date your wife, who's my now wife, girlfriend at the time. They said, if you want to date Al, you've got to transfer your whole hierarchy under us, or else it's not allowed, and you gotta go get your own office. And I was 21 years old, I had no money, and it was the way I was feeding my family, it's the way I was taking care of my dad. I said I had no other option, I had to stay. Right? And so we had to do that. And so we had leadership that my team would invite guests toward open houses, and the leadership would code them before they had the opportunity to. Like imagine that. Imagine Ernie inviting a guest, and then all of a sudden his upline coding them direct to say, sorry, we beat you to it, and he invited them. That was every single day in our office growing up. I'm not saying this can be bad, I'm just telling you guys about the reality of things. You have it easy, you have leadership that actually cares about you.

unknown 43:26

Okay.

SPEAKER_01 43:28

And when we were going to GFI, and when we were going to GFI, Eric asked me, he goes, Do you want to bring your leadership? Do you have one, two, and will I are two different things. Do I want two no? Will I? But we were willing to honor them regardless. Does that make sense? You honor the people that gave you an opportunity no matter what. You honor the people that have paid the price so you can have an opportunity. Doesn't mean it's going to be perfect all the time, but you always honor your coach. Does that make sense? And I'm not saying you need to honor me. This isn't about me. I'm talking about your aim being. You always honor your coach. You always honor the people that gave you the opportunity. Can we do that? Right? Great players are coachable. They're coachable at the speed of instruction. At the speed of instruction. I remember Colby Derrick said to him, I'm so proud of. They're on the move. He qualified to be this man. He was actually number six in the qualification process. Some stuff happened. He wasn't able to make it. But I remember Colby, he comes and he sits down with me, and he goes, Matt, can we set up a one-on-one? He was a senior associate in my base shop. I go, yeah. So we sit down. He goes, What do I gotta do to win? I said, you gotta do this, that, and third. He said, okay. The next month he texts me. He said, Hey Matt, can we sit down? I said, Yeah, sit down. He said, What do I gotta do to win? I said, Colby, I told you this last month. You gotta do this, that, and third in the room. Right? And um and then he texts me the next month and said, Hey, can we sit down? I said, No. He goes, What do you mean, no? I said, I've already coached you, and you haven't done anything that I've suggested. So you want to show up for another hour and tell you the same thing that I've already told you? Until you change and are willing to be coachable with what we've already given you, I can't coach you any further. Two months later, he gets marketing director, five months after that he gets EMD across the six figures.

unknown 45:34

Right? Why? People look at Joey and Jen, and Joey and Jen's business is all Joey and Jen. It's gonna tell you, like, you've been trying to coach me because I'm not.

SPEAKER_01 45:52

And that was for the longest time. And uh and then one day, I'm like, Joey, dude, you're blowing up. Like, what's going on? He said, I finally decided to listen and stop talking. He said, I finally decided to be coachable. And I've watched their business transform, their family transform, I've watched everything about their career transform because they said, you know what? I'm gonna stop operating like an M. And I'm just he said this story multiple times. I just want you guys to know that. Um He's like, I'm willing, like, I'm gonna be coachable. I'm gonna be the best player. You call a shot, I'm running it. You call a play, I'm running it. I'm not gonna challenge it. Like, that's it. And he became that player and he won. You know, one of my favorite quotes is if uh if it doesn't work the first time, try doing what your trainer taught you to do in the first place. Right? If it doesn't work the first time, try doing what your EME suggested in the first place. We have a recipe for winning. We have, you know, it's so crazy to me when people blame companies or blame products or they blame all these things. Like, don't get me wrong, there is such a thing as toxic environments. But we don't have one of those. And so to blame anything else but yourself and take responsibility is quite ridiculous. Because there's people that are making a half a million dollars a month with the same culture, the same products, the same systems, the same everything as you, and you're blaming everyone else. Have you ever thought that the making the difference in why they're making it and you're not is because they stopped blaming and decided to take responsibility and you keep on blaming? How about that? You continue to blame when you don't grow. They took responsibility and won. Same company, same system, the only variable is you. Like in our business, the only variable is you.

unknown 47:30

Right.

SPEAKER_01 47:30

Right? Like somebody said something in the internet was like, bro, like you realize 24 EDs that are making anywhere from 100 to 1.5 million dollars coming out of this big shop? Wow. So many other variables. You guys with me? Okay? You've got to realize quoting ringers, $40 million ringers, half a million dollar ringers, no endpoint base shops. We're doing all of these things about every single week in this hierarchy. You're the only variable. You're the only variable. Okay? You've got to say, how coachable am I on a scale of one to ten? Not number ten. They always think, well, losing one number ten. They always take ownership. Great players take ownership. My fault, coach. It's on me. My fault, coach, it's on me. Hey, we lose a month. Hey, this is on me. I didn't do what I needed to do. It's on me. It's not anybody's fault. It's on me. I should have done it. Are you that person in the base shop? Are you that person in the super base? Where's that, hey, super base numbers weren't the greatest last month? Hey, it's on me. I didn't do my part, I should have rallied the troops around me, it's on me. I got it. People look at Franco like, how come Franco wins all the time? Guys, I remember our superbass had a month. That wasn't the best super base month. And Franco calls me because I just want you to know the superbass numbers down last month is my fault. I'm like, no, they weren't your fault, dude. No, it's my fault. As a teammate, I should have called out all my other sidelines, I should have rallied the troops. And so guess what Franco started doing? Franco started meeting once a week with every person in my super base for one hour just to strategize growing the super base. He took responsibility for my super base. And he said, Hey, I'm on this team.

unknown 49:05

My fault. Nobody answered this.

SPEAKER_01 49:09

He just said, if I'm a part of this super base, it's my super base. And I'm gonna make sure we're always the top. And that's what he did. That's what he did. Are you taking ownership even for what you can't control? Because if you do, you'll become a championship player. Number 11, almost done. They play to win. They're not playing not to lose. And I think a lot of people in this room right now, you are playing not to lose versus playing to win. You are playing not to lose versus playing to win. That is not a good place to be. We talked about this earlier. If you're driving a car and you look at the wall, you're gonna avoid the ball, avoid the ball, avoid the ball. You will hit the wall. You can't play from a place of trying not to lose. You've got to play from a place of I'm playing to win. I'm freaking gonna make it happen. I'm gonna send it. I'm gonna do whatever's required. I'm playing to win. We didn't come to try to win. I don't know what the word try means. Try means that there's an opportunity for failure. Try means that there's a chance of loss. That's what try means. Hey, if it works out awesome, if it doesn't no big deal, I just try commitment is doing what you said you're going to do long after the feeling you send it in is gone. So when you are committing to winning, it's winner-win. You gotta play to win. You gotta play to win. Stop playing not to lose. Guys, I remember one of the reasons that I ended up leaving soccer. One of the reasons I ended up leaving soccer is I remember I'm in North Carolina, where internationally it's freezing cold. Um, I don't know, like literally, we got poured on rain at about like four o'clock, sun went down, and the chill just dropped to freezing. And all of a sudden, all of our underarmers are freezing, everything, you know, we are just miserable, we are cold. And uh it was so cold, it was like when the boat would go for a heat, or like every part of you just want to be like, oh no, no, no, no, no, no. And you just, gosh, knowing immediate headaches were gonna break out every single time. And if you play in that cold weather, any type of sport, a contact sport, it hurts when it's that freezing. And it's freezing cold, we're soaking wet, our wet is turning to like actual ice, right? And we're and the ball comes across, and uh a goal that I would have scored 300 times. I miss it. Comes across the end. I miss it. Another one. I miss it. And I miss three goals. And then I scored a hundredths of times. And I remember leaving that job. You were doing some four. Yeah, I had nine goals in four games in that actual thing that took a third line. And I started playing, I started shooting not to miss. I started shooting not to miss, I was just shooting the score. And I got in my own hand, and I wish I knew the things that I know now, because my word. Are you shooting not to miss? Are you playing not to lose? Are you shooting the score and playing the man? That's the difference right there. That's the difference. I got in my own head. Everything was about not failing. Everything was about not missing. You can't play from that part of you. You gotta play from the part of you that says I'm I'm gonna win. That's it. I may not know how, I may not have the skill or the mindset just yet, but you I'm gonna get it, and I'm gonna win. I'm gonna win. I want you to know that you're a winner. You guys have heard me talk about the squigglies?

SPEAKER_00 52:58

That's right.

SPEAKER_01 52:59

You beat all the other squigglies to the egg. You were literally conceived aware.

unknown 53:04

That's right.

SPEAKER_01 53:04

You know what I mean? You look at all the millions and billions of squigglies that were trying to make it to the egg. You made it. I had no chance. You made it.

unknown 53:13

Right. You were born conceived aware. You were born and conceived aware.

SPEAKER_01 53:19

That's why you're in this earth on this earth, and they didn't make it. You beat them. You won. You are a winner. You need to know that about yourself. And last but not least, number 12. They're all in. They're all in. You think Kobe Bryant was all in on basketball? Yes. You think Lionel Messi is all in on soccer? Yes. Do you think Tom Brady was all in on football? Do you think they were dabbling in other things? No. They were all in. This is what they did. This was their sport. This wasn't something they were trying. This isn't something that they were open to make work. They were all in. And if you want to win, you've got to be all in. You've got to plant your flag. If you give yourself a plan B, you'll find it. You'll find the plan B because you'll figure out a way to sabotage A to get to B. If you want to win, you've got to burn your books. The only way to take the island is if you burn your boats, you have nothing to retreat to. You need to sign a contract with yourself. I'm all in. There's nothing you can do to give me to give up. There's nothing you can do to give me to give up. If you want to win, you gotta be all in. You have to be all in. Stop trying this thing out. Stop dipping your toes in. Commit. Commit. And if you do, I promise you it'll be the wildest, funniest, most failing journey of your entire life. But you gotta commit to being here again. There's always gonna be sound there. There's always gonna be sound there. There's always gonna be opportunities. There's always gonna be those things. Trust me. The more money you make, the more people throw opportunities at you. We all in the makes that are well, why would this? I don't know if well. Les Brown talks about how he was eating breakfast. And he goes, Whoa. What does it take to win? There's a bacon and an egg, and then there's eggs, and then he goes. Some of you have to catch that on the way on. That's what you go for.