SPEAKER_03 0:20

And that's not the words he uses, but I'm just gonna say that for the rightness and sets him on stage, okay? Um But one thing I I I appreciate about this guy is just how angry he is. He just wants to rub. I mean, he was texting me at 1 a.m. this morning, and uh he goes, I just want you know, Coach, we're gonna change the world, we're gonna change the whole industry, we're gonna do something that's never been done before, and that's why he's texting me at literally 1 a.m. this morning. And um, every single day he's like, hey, what can I do for the team? What can I do for the organization? How can I make things better? Is there anything I can take off your plate? He's just a team player all around. And um I just appreciate that. I appreciate you being a person that's always willing to push me up and pull your team up. I appreciate you being a person that helps everyone around you. And uh what I appreciate about you more than your numbers is the friend that you are to everyone that you come in contact with. Um, that's what matters, is relationships, and I want you to know that. And that's exactly what this man values. And so if you guys can do me a favor and uh please give it up to the next seven diamonds, and then you can't get it.

SPEAKER_02 1:56

Can we give it up for them one more time? How can we not fight for our leadership? Like, how can we not? Um, it's just it's overwhelming how grateful I feel sometimes for Lynn and this team. Um, not just because of Matt and Alley, but because of the people that they attract, because of who they are. And uh I think sometimes like we just take it for granted. It's just like where we are, what we do, but man, if you look around at the industry, you guys, and maybe you guys are just oblivious, um, we have it so much freaking better than everybody else.

unknown 2:37

And I'm forever grateful for our leadership, so yes, Matt, for sure.

SPEAKER_02 2:41

And we have the back with the thing no matter what. And uh that goes for each and every one of you guys because we can't do this thing alone. We definitely can't. It doesn't matter who overrides who. Uh that's not what it's about. It's about helping each other, it's about setting a standard, it's about being what we wish we could attract, that way we can attract it. So um I'm super excited, you guys. I'm always humbled to be up here because I'm just a guy. And uh can you guys hear me alright? Yeah! Alright. Um it's just crazy to think back how fast this thing can grow and and you know how fast your life can change if you just really take it serious, if you really lock in, and uh, and and I know that some of you guys lock in from time to time to time, but but what if you just like stopped negotiating with the I'm gonna lock in and then I'm gonna like kind of take a break? Like, what if you just actually stay focused until what would your life look like? And by the way, like what are you chasing? What happens if you actually go and accomplish that thing that you're chasing? How would you feel? And I think the more we can get away from the mental negotiation of this business and just get back to focusing on the right things, the faster you're gonna be able to experience that. Um, I came into this business about four and a half years ago uh praying for an opportunity. I grew up racing dirt bikes and uh wasn't very good like Logan Best or like Gordon Keck, but um forgotten. Thanks. See, this is my friend Matt. Uh he's the only one who tells me that. So uh so I wasn't very good at it, and you know what? I didn't have any plan with my life. I didn't know what I wanted to do. I just knew I wanted it to mean something. Do you guys feel that way? Yeah. Do you like like I think we want to get financially free? That sounds cool, but but I think more importantly, we want to feel like what we're doing has a real purpose. And we wake up excited because we're actually making a difference, we're actually contributing to the world, we're actually doing something to leave an impact. And uh, I was seeing that and got delivered a Matthew Welsh on my doorstep. Pretty cool, pretty cool. Um I get to talk about being a builder to deck and uh what that looks like and what that really means. And I challenge you guys to listen from a different posture. And I think we listen so often uh you know to people talk about recruiting and building this and that, and we're like, oh I get it. Right? But uh, I want you to listen from a different posture. Listen to your heart. Um because it means so much more than just building a team so you can make more money on, right? Like that's the byproduct of you guys. Um look at this room.

unknown 5:27

This room is freaking sick! Like, who wouldn't want this to be on their team?

SPEAKER_02 5:34

Who wouldn't want these kind of people on their team? And that's what it means to be a builder. Do you know that there's this like this, and this doesn't even have to do with my notes, but there's like this feeling that you get around being a builder. And there's this mutual respect a builder has for another builder. Where it's like, I know the badges that you wear, of all the additional pressure you choose to put on your back to go out there and help more people. And uh I see a lot of great vendors out there that help families and the great producers, but there's something special about a builder because they put themselves through stuff and don't necessarily have to to help others rise. And uh it just you can meet somebody and not even have a conversation with them and just know that because they're a builder, you can know where they are. You can know where their heart lies, you can know that it's not about them, you can know that they really do care about making a difference. And I want you guys to be that person because I know how it feels. So, um, I'm gonna give you guys some changes. Okay. Builders build dream lines. Builders build dream lives. What's a dream life? What's a dream life? Do you guys ever get clear on what your dream life really looks like? I think you guys have a vague idea. But like, do you ever get clear? Because if you did and you realize what it actually took to go and accomplish it, you probably would do it faster. But builders build dream lives. You wanna know why? Because they're not doing it alone. They're doing it with a crowd of people who are like-minded who have certain hearts. Okay? Nadia. The biggest builder always wins long term. Let me say it again. The biggest builder always, absolute, wins long term. Name one that isn't, name one that hasn't. And so if the biggest builder always wins long term, it's almost a guarantee. If we just put our mind focused on the right thing, we're gonna move towards whatever we focus on. Why don't we focus on building? Do you know what building means? Helping more people. It means helping more people. I'll write that down. Building means helping more people. Okay? So, what are qualities of a big builder? Number one, they have big integrity. They have big big integrity. You can't lead a big organization if your integrity is shaky. You can't lead a big team if people don't know if you're being honest or truthful or if you're gonna take advantage of that. So a big builder has big integrity. Next, they have big conviction. Do you guys follow people who aren't convicted? Nobody does, right? And so they believe in what they're what they're preaching, they believe in where they where they uh where they stand, right? Like they have a big conviction, they're on a mission. They're certain. They create certainty in the room, which is why people want to follow them. Conviction sells. Next, they have a big vision. Where there is no vision, the people will perish. Where there is no vision, the people will perish. It's like crickets in here. You guys like, are you guys some cops? Yes! What do you want your life to look like? Where are you going, by the way? If you don't know how your team is gonna follow you, they're not next, they're big givers. I love builders because they're the most selfless. They give so much to people, and I don't mean monetarily, but they do that too. I just mean so much of their time, their energy, their focus. And um I just respect that so much. They have a big urgency. Urgency like there's an emergency. Raise your hand if you've ever heard that. Would you say that you're pretty urgent in your business? Oh, yeah. Alright, I know that Jeff is. I know that Kayla is number one golf score. Give it up for them. Yeah. Yeah, by the way, I was number one golf score last year, and so I was like, if I'm gonna give it to anybody, I'm gonna give it to Jeff and Kayla. They heard it, they busted their butt. Very, very proud of you guys. Alright, so they're moving quick, right? Business like speed, success like speed. Next, they're big picture focused. They're big picture focused. Write this down. Never make a short-term decision that will affect a long-term result. And you know when short-term decisions typically happen that affect long-term-term results? It's when you're emotional. It's when you don't know how to regulate your emotions. It's when you have a lack of emotional intelligence. And that's easy in the people business to experience, right? Because people get annoyed with people, we get frustrated with people, and so we have to become the person that can regulate ourselves at all times if we're gonna lead. Next, they're big competitors. They're big competitors, they want to win. There's nothing wrong with wanting to win, brothers and sisters! They're gonna win! Hey, by the way, like what if every single one of us was scratching and clawing to be up here on stage? Don't you think that would generate like some crazy competition? Don't you think the environment would be insane? Some of us gotta get a little bit more competitive. Some of us gotta quit telling ourselves we're not competitive. Do you want to know when I didn't compete in this business? And I'm super competitive. But I used to tell Matt, yeah, I'm not that competitive here. He's like, no, you're super competitive, Chris. And so the reason that you're not competing is because you hate losing so much that you don't even want to make an attempt to win, because if you don't win, then you're gonna feel like crap about yourself. So it's easier just not even try that we can say, ah, I didn't even try. You gotta compete, brothers and sisters. It's okay if you don't win, but it's not okay if you don't try. Lastly, they're obsessed. Your obsessions become your possessions. Your obsessions become your possessions. Whoa, Chris, for that. Those obsession things, those are bad. Yeah, for sure. There's also some good ones. You want to know what I'm obsessed with? Seeing other people change their lives. Seeing other people stand up here on stage and impact the world. Alright. Seeing other people impact their communities and show their friends and family that there's a way out. We're all caught in this freaking simulation. We're programmed to be institutionalized. You know what I love? I love watching people realize their God-given potential and stepping out of this little box that society puts us in, stepping over here and saying, you know what? I was built to do something great with my life. I'm obsessed with that.

SPEAKER_04 13:01

Are you?

SPEAKER_02 13:08

Builders aren't focused on becoming the star of the show.

unknown 13:11

Right.

SPEAKER_02 13:13

They're focused on helping other stars rise. Do you want to know why I'm up here? Matt just edified me. I freaking hate that. I uh, and I really do. You want to know why? Because who am I to take the credit for something that was done to a lot of people? Who am I to stand up here and say, look at me, look at me, when I know for a fact that I wouldn't be up here if I didn't have an incredible organization? I've got some of the biggest investment organizations that inspired the hell out of me. I got the investment in the crowd. Are you kidding me? Do you want to know why I love those girls? Because they're focused on helping others. They care about other people. They put other people before themselves. How can you not respect somebody like that? How can you not want to be a part of somebody's organization like that? It's the most selfless, it's the most selfless part of the business. You want to know why I love Gordon and Natalie? Because they've always been focused on building. And they're 100% coachable in alignment. It's like literally the best thing I could ever ask for. That's why they're on stage, by the way.

unknown 14:46

Alright.

SPEAKER_02 14:47

Alright. Don't tell me to your base. Um, builders are duplication focused. Builders are duplication focused. Uh wow. Hey, you know what you can't duplicate? Something you made too complicated. You can't duplicate something that seems to be. You can't duplicate something that's too technical. You know what you can't duplicate? You can't duplicate share like change on it. By the way, can you do me a favor and like this resonance? This is impacting the change your life in the way.

SPEAKER_01 15:53

What stories are we telling ourselves about? Why this isn't an opportunity that every single person in the world would tell you.

SPEAKER_02 16:15

Like, what if we all bonded together and said, we're gonna go take over the damn industry? Everybody needs this business. It doesn't have to do with a freaking IUL or an FIA. It has to do with people becoming better people.

unknown 16:29

It has to do with people setting higher standards for themselves. It has to be realizing the pattern of nature. Why are we holding them back from that? Are you kidding me?

SPEAKER_02 16:39

We're only thinking about ourselves is why. And I don't think that we're only thinking about ourselves. I think we just let that overpower us thinking about others. Because it's hard. You guys can sit down. Just want to make sure you're still winning. Um, measure your success by the amount of people you bless. Who blesses the most people, the biggest builder? Let me tell you why. Okay. You multiply your hours. I've got 24. You've got 24. How many people are in this room? Do we know? Does anybody know? 100? 100? Yeah. 100? Okay. We have 2400 hours in this room. Are you getting this? Just simple math, right? Like I'm not super technical, but I can do math. That's good. So so if I have 24 hours, and then I have a team of a hundred people in a room, now I have 2,400 hours. Guess what we can do in one day versus what Chris can do in one day?

unknown 17:41

Right. 2,400 hours. Help more people.

SPEAKER_02 17:44

Help a crap load more people. Right? And so does that part resonate for all my Ts out there? Right? Like I had to speak to Gordon somehow. I had to send him like one message, right? I know there's a couple T's out there. So that's why the biggest builder always wins. Okay? Now they also bless the most families directly and indirectly. Directly, let me say this, and indirectly. In fact, mostly indirectly. Because you can't be on every appointment because you're one person. But what you can do is you can take your wealth of knowledge that you've learned over your time in the industry and you can transfer that into somebody else. Here's the best part about when you transfer it into somebody else. They might even become better than you. That's awesome, by the way. But we gotta be focused on helping duplicate our skill set. The only way we can do that is if we keep it simple. Simple scales, fancy fails. Simple scales, fancy fails. I saw the I saw Eric Dolson post the other day on a story. Somebody made him this like quote thing. It's a photo of him that says, simple scales, fancy fails, in quotes, and then said dash arribles. And well, I said that one time on stage, then Matt said it on stage in front of Eric, and Eric's like, dang, I'm gonna write that down, that's super good. And then and then, yeah, and then Matt gave me credit, but Eric didn't hear that part, and then Eric's like, yeah, I got this awesome line from Matt Welsh. It's so awesome, and then now they changed it to like simple scales, fancy fails, dash ericals, and all right, cool.

SPEAKER_03 19:11

That's how overrides work.

SPEAKER_02 19:19

Um so they're not focused on becoming their own star, they're helping on, they're focused on helping other stars rise. Next, they're long-term thinkers, and then lastly, they're duplication focused, copy and paste. You want to copy and paste yourself into somebody, and they're gonna go and become bigger and better than you, most likely. Right? Um you have to become someone worth following. You can't build a big team if people don't want to follow you because of whatever your personal issues are there. Right? Nobody wants to follow the crash out and crash out. Nobody wants to call the person that's showing up here looking for the idea that your marriage is falling. Nobody wants to call the person that doesn't spend time with their kids and doesn't set an example in a ring uh bother. Like nobody wants to call the person that is untrustworthy or they say they're you know willing to pitch it, and then they're always the person like go to the bathroom when the bill comes out. Like nobody wants to follow that person. You have to become somebody who's following. And uh you know what I love about building? It's like just this big personal accountability here at all times. You're just like looking at yourself and all your flaws and all the areas of improvement that you have that you need to focus on and obsess on, getting better every single day. That's why I love building because it makes me always stay focused on I need to be a better person. I have to earn my leadership. I have to earn my team. Right? Some of you guys don't want that pressure. But I challenge you to want that pressure. Next, you have to show your life constantly improving. We've been secret agents! Are you kidding me? Look at where we are. We're in the Dominican Republic. Have you guys ever been here? No. Like a couple people maybe have, but like, this is crazy. We're in the Dominican Republic. You guys used to work a job. Right? Show your life constantly improving. This is sick. We're we're traveling the world, we're making big money, we're having a good time, we're with incredible people, we are living the dream life. Hey, let's stop chasing this destination that we think is out here, that we're gonna feel so much better when we get the ring or the thing or the contract or the three letters or whatever. Like, we're in it! We're in it! We're in the TR! Show your life constantly improving. You've got to be a marketing queen and king. What does recruit mean? What does recruit mean? Who knows the definition? That's so cool. Yeah, that's really good. To enlist and build strength within an organization. Here's how I say it to enlist a force to build strength within an organization. Same thing. Right? So I want you to understand what recruiting even means because I also understand your hesitations towards it. Right? I need you to listen to not just what I'm saying, but why I'm saying it this way. I also understand your hesitations towards it. When I came into this industry, I thought it was one of those things. I thought it meant it was a pyramid. I thought it meant that all we do is we recruit people. I thought that meant that I have to bring people to my organization for personal gain. You can't get a good person to do a bad thing, just so you know. Right? So when you have good people who hear about recruiting and you explained it wrong, you have to understand, not even talked about this, the words you say matter. Every word you say puts a lens on someone's eyes, and that's how they see the thing you're talking about through. So if we're not intentional with the way that we explain building an agency or scaling our organization, then we may be putting the incorrect lens on somebody's face, and they're seeing this opportunity through a weird light. They're feeling thingy, they're feeling pyramid, they're feeling oh, this person's only in for money. Because of the words you're saying unintentionally. Isn't that crazy to think about? Right? So like Matt does his thing like, if I say blue, what do you think about? If I say carpet, what do you think about? If I say yellow shirt, what are you thinking about?

unknown 23:42

Yellow shirt.

SPEAKER_02 23:43

Right? So guess what? Whatever you say is what people think about. So I want you to do a personal audit of yourself and be real. Because we can only get better for real. If I listen to myself explain how to build an agency and why we build an agency, would it make me want to run towards it, or would it make me want to run away from it? Hey, by the way, by the way, if it makes you want to run away from it, you need to have an immediate emergency meeting with myself, with your leadership, with the big builder, so you can say, I realize the way that I'm articulating this might be making people not want to be a part of my organization, I might be making this thing sound weird, I might be making it sound drop like I'm just trying to take money from people. We need to fix your language because you're scaring people away from the life-changing opportunity. Do you want to know why I love this business? Because I get freaking pictures of the cutest little kids in the world saying, Mommy, I'm so happy. I'm so excited. I'm so excited to go and travel the world. I'm so excited to go to the beach. I'm so excited to go to the beach. Mommy, thank you, you can have my own bed. You want to know why? Because we brought a girl named Taylor Kelly into business, and she went out there and became incredible beer, built an incredible organization, and she's changed her whole family's life. This thing is way bigger than you making some money. This thing is way bigger than you making some money. Gosh, I can't wait for how to experience it. There's nothing more gratifying. Okay? Um.

SPEAKER_00 25:24

Not everybody's gonna join you. That's okay. Not everybody's gonna support you. That's okay. Some of your best friends are gonna discourage you. Some of your family's gonna talk around. That's okay.

unknown 25:43

Someone it's all good.

SPEAKER_00 25:47

Someone's waiting. Someone's brain. Let's quit focusing on all the negativity. Right. Has everybody you love and care about ever supported you in everything you've ever done with your life?

SPEAKER_02 26:03

So why are we seeking so much validation for this? Really, though. Like, why are we seeking so much validation? Do you want to know what all the people who didn't support me in the beginning say now? I always knew you were gonna make it. So proud of you. That's why that's funny. Just thinking about, oh, this is sweet. You're pissed off of my team, or I'm pissed off of myself, or I'm pissed off at my coach. Hey, read that! And I thought you couldn't get your butt back to work. There's people in your life that are silently depending on you right now. Maybe you should write their names down. Who are they? And guess what? They're not gonna tell you they are. There's people in your life that are silently depending on you to go and build a big. So you can get free. So you can spend more time with your babies. So you can tie the church. So you can give more to your organization. So you can help them travel the world and fill a room full of a hundred. There's people silently depending on you to make this thing happen. Who is it? It was my dad for me. I didn't know that. My whole life growing up, my dad was my uh idol guy. He was the provider, he was the selfless guy. Like I watched him buy people cars, working with part of our family because they were just struggling so bad financially. Um I was just my mom's like the biggest giver in the world. So like all I ever saw was examples of giving, being a good person, working super hard, you know, being the providers. It's always inspired me. Man, my so grateful for this business. Um I got a call last year and uh it was from my dad who's never asked me for anything in his whole life. He said, son. He said this call to my daughters because I never said. And uh I don't expect you to say yes. If you know anything about my family, but you don't. Um my mom rubbed in a very unstable household. She didn't live in a home for more than a couple months at the time, and she was constantly on the road. Um her parents were drug addicts and alcoholics, and they were just moving from place to place to place to place to place. And and uh the one sanctuary my mom ever had was our family home. And it's her it's her peace, it's her safe place, it's her safe in it. And we had a ranch uh back in central California that's where I was raised, and my mom built a house with her grandma and other variants, and um in this business, because I don't use not building, because I got myself to a position where we had the best compensation model in the world. Um I was able to make sure that we stay with that one. This business allowed me to have my hands when I didn't plan on it. When they didn't plan on it, oh when I needed to have it. There's people in your life right now that are silently depending on you. And when that phone call comes, I want you to be there. I want you to make sure mom and dad never pay. I want you to make sure that you can talk to hospital. I want you to make sure you can put them in whatever they need.

SPEAKER_01 30:23

But it's only gonna happen if you're building something so big.

SPEAKER_00 30:28

That you don't necessarily have to worry about.

SPEAKER_02 30:31

This thing is way better than finances. This thing is about taking care of your neighbors, your brothers, your sisters thinking about. It just so happens to be the most fulfilling part of the business we can build. Okay, I told you at the beginning I wanted to listen to your heart today. The biggest brother changed the most lives. My challenge for you is let's commit to being the biggest build. We're not gonna get to where we want to be if we don't. Right? Pop depends on us, all leaking arms, all stepping up together, all committing to getting out of our head and getting into our heart. Someone will, someone, it's all good, someone's waiting, someone's praying. We gotta do this thing together, brothers and sisters. We can't do it alone. Say it with me, we can't do it alone. We can't do it alone. That means we need you. Do you know what? I'm tired of being the only one standing up here. I'm tired of having Franklin be the only one standing up here. I'm tired of having Eli be the only one standing up here talking about Billy. We need you. We need you. And by the way, people need you. It's way good. I love you all.

SPEAKER_04 32:06

I appreciate you all for the body.