SPEAKER_00 0:00

So now we're in control and we teach people the right things to do, the right work to do wrong.

unknown 0:05

Okay?

SPEAKER_00 0:06

Hey man, I'm looking around the room. We got people from all parts of the world. We're like a bag of Skittles. We got a little bit of everything and everything tastes good.

SPEAKER_03 0:13

Everything tastes good.

SPEAKER_00 0:15

Think about this. What if you crush it in this business and you went back to your home country, your home community, and you had a level of authority because of how well you do a business? And because we were united at the start, we can unite everything of the world back together. Imagine if we can unite the world back together. Think about it. There's wars in battles here, fighting. And I know like that, that sounds crazy. Well, it's the people that are crazy enough to think that they can change the world that do. What if we're crazy enough to think that we can produce enough winners in our culture and our environment so people go back to their home communities, their home countries, their home states, their home wherever they're coming from, and they have a level of authority and influence because of how well they've done, and we can unite this world back to the way that it was created to be. What if we can do that? I know we can, but it's gonna take leaders like you stepping up and making it happen. Can we do that? Okay, yes or yes? Awesome. So hey, I have the privilege to bring up. I don't know why I needed to move it, it just felt like I needed to. Um I hated to come back out. I have the opportunity, and that's old Tres and hey, I want to introduce Jeff today. You wanna know why?

unknown 1:21

Hi.

SPEAKER_00 1:23

Well, thanks guys. Y'all want to know why? Tell me, y'all want to know why? Are you sure you want to know why? Because I'm looking at this and I'm like, are you guys the number one golf score in this entire event? Number one.

unknown 1:56

Number one EMD and above golf score.

SPEAKER_00 2:05

But let me tell you something, okay? This couple is after it. And this couple is eager, and this couple is focused on learning. They're making hundreds of thousands a year in this business, and I'm proud of them for that. They're less than 12 months old ass EMDs, and I'm proud of them for that. Think about it, they're not, they haven't even been at EMDs for more than 12 months, and they're the number one EMD qualifier.

unknown 2:27

They just do a good promotion.

SPEAKER_00 2:28

They just need to promotion. And let me tell you what separates Jeff. He pays attention. He pays attention. We uh, I remember in that same office, Trey, uh, we're in the office, and you know, we had just gotten our same day, actually, we had just gotten our million-dollar ring, and we're in the office, and it's about 10.30 at night on a Friday, and I'm still in the office running appointments and doing meetings, and all of a sudden, Jeff is about to leave. It's like six o'clock, and the office is empty. Six o'clock, Jeff's leaving. And he hears me on appointments, and he goes, million dollars in income. I'm at like $7,000 on income. I should wrong today. And he paid attention and he said, and that night we walked out together at 11:30 at night. And we looked around the we looked around the back and I said, Hey, yeah, I can kill the car. I said, exactly. Exactly. When you do the things that other people aren't going to do, you win ways that they won't win. And he applied that to every last thing that he's done. And to see them dominating in the ranks, to see them get married, I got to watch them get married last year in Colorado, which is awesome. I want you to know that. So if you guys can do me a favor, give it up for our number one qualifier, the quickest of it.

SPEAKER_03 4:22

Let's go. I'm fired up, by the way.

SPEAKER_01 4:26

That uh that walk-up song was my college baseball walk-up song. And uh shout out to all the athletes in the room.

SPEAKER_02 4:33

Anyone come from a sports background here? Let's go. I love that. I love that. Uh well, first off, I wanted to shout out Matt and Alley for such an incredible event. Um, I love I love the places that we go with GFI. I love how we can travel the world and uh we can have first-time experiences. So, for everyone that this is your first event, don't make it your last and realize that you get good at this business, you're gonna have a really fun time traveling around with your friends. And uh I think that's what it's all about. And I hope, I hope as you see this event, I remember in Tulum, I went up to Matt and I'm like, man, this is an incredible event. And I said, but I want to throw it one day. I said, I want to have a team like you one day. I want to have a Bay Shop like you one day. And I hope when you guys see other speakers on stage or you see people throwing big events, I hope you're like, man, it's great that they're winning. Man, it's cool that Franco's winning, man, it's cool that Chris Knopp's winning, but that's gonna be me. I hope you guys are telling yourself that. Because my my whole, like, my whole career coming out of, I'm like, man, I just one day, like, give me a shot. I just want a shot. So, anyway, that's the first thing I want to say. But also, I know I know some people are cranking in this business right now. Shout out to everyone that's just coming off a record quarter, a record month. There's people there's people making hundreds of thousands of dollars a month right now in doing multiple hundreds of thousands of dollars or points in their team, recruiting a hundred plus people a month in their team. Um, but I also know some people are struggling. I also know uh some people it's your your business isn't hot, and it's not where you want it to be. And uh you you might be uh you might be a little down right now, and I I understand that, and trust me, I've been there. Um there's so many times that I just have gotten to a room and I just thought I would have been further along. I just thought I'd have been further along. Even like times like today, I just thought I'd be further along by now. And I want you to know that if you're not where you want to be, uh, that's okay. That's okay. Give yourself grace. Realize the creator of the universe gives you grace. Right? And gives you grace and help. And I think sometimes, when as entrepreneurs, we're pretty hard on ourselves, right? We're pretty hard on ourselves. Typically, you're gonna be your your strongest critic. But uh give yourself grace, realize that if you just focus on personally developing and getting better every single day, that you're gonna gradually start indexing your life and indexing your cash flow. And uh, it's okay if you're not where you want to be, but um you're better than you were, and uh the best is yet to come. So that's always my mindset. So uh hopefully that can work and that can help. So there's a lot of different things that I want to be able to talk about today, but I want to mention a little bit about my story. I remember as a as a college baseball player in November of 2020, I was looking for a business, and I wanted an opportunity where I could be competitive, I wanted an opportunity where I could grow, and uh I came across this gentleman on Instagram, his name's Ed Milette, and I'm like, man, that guy lives a pretty cool life. He had a private jet, he had multiple houses, he was playing golf with his family, he was traveling the world, and I'm like, I want to live a life like that. And I remember messaging him on Instagram, and I said, Hey, uh, how do I do what you do? And he left me on red. And it's true. I'm like, huh. I'm like, I'll go the back way. I looked him up on LinkedIn, and I saw he started with our practice company in 1999. I'm like, that seems pretty awesome. And I went to the company, this is a true story. I went to, I clicked on the company's name, I filtered by San Diego, because I'd come and I'd I had traveled, my grandpa lives in San Diego, and I traveled to San Diego for Christmases growing up. And I'm like, that seems like a pretty cool place. I want to live in San Diego. So I filtered by the company and everyone in San Diego, and I DM'd the first ten people that came up, and I said, Hey, I heard about your company. How do I get started? And a training associate responded to me and he said, Let's jump on Zoom. And I said, Uh, does Ed MyLove work here? And he said, Yes. And I said, I want to get started. He said it's $125. And I said, Let's go. No interview questions, no nothing. So there's people that are hungry out there.

unknown 8:41

There's people that are praying for you to get into business.

SPEAKER_02 8:44

Do you guys know that? Like, they're praying you don't quit. They're praying you stick this thing out. And there's gonna be somebody that DMs you that says, hey, I heard about this company, how do I get started? Hey, I heard about GFI, hey, I came across Eric Olson, how do I get started in this thing? And they're praying that you just have the grit and the tenacity to stick this thing out. Yeah, it's gonna be hard. It's gonna suck. It's probably gonna be the hardest thing you've ever done, but it's gonna be 100% worth it. I was talking to an agent the other day on my team, and he was like, man, this business is a lot harder than I thought. It's true. He was like, this is like this is like hard. Like people quit, like clients don't show. And I said, of course it's hard. I'm like, you're trying to get out of debt. You're trying to retire your parents, you're trying to be financially free. You thought that'd be easy. Like you're trying to build something worth millions of dollars!

unknown 9:36

You thought that's just gonna be committed to you.

SPEAKER_02 9:38

Of course it's gonna be hard. And I think I think some people just have to understand what hard feels like. Elon Musk talks about it's like chewing glass and staring into the abyss. Anyone feel like that sometimes? Chewing glass and staring into the abyss? That's like my May Shop call sometimes. But uh what Havosh didn't mention, when he said I was at seven grand in cash flow and I was walking out at six o'clock, what he didn't mention was I had one meeting that day and I was full-time, and uh it was so hard to generate appointments, and I didn't have anything going in my business. I maybe had two or three people showing up to calls, and uh what he also didn't mention was I was leaving at six because every single day, my first year, I was leaving to go drive to work. And uh there'd be times where Chris not, his office was next to me, and Chris would be like, Hey, do you want to go grab dinner? Or do you want to go out and like get some food? And I'd always be like, No, I'm not hungry. But the reality was I couldn't even afford Chipotle, and my my credit cards were maxed, and uh, in order for me to even pay for peanut butter and jelly sandwiches, I would drive Uber and then I would transfer the Uber balance to my Venmo card because you could transfer it instantly, and I'd use my Venmo card to pay for food. So I want you guys to know that, yeah, I mean, we're grateful that we're making more money than we've ever made right now, and I'm very humbled to be up here, but realize that that was only like two and a half, three years ago. And this thing can change really fast for you. So hopefully you guys are encouraged by that. Alright, I only have 15 minutes. Let's get to some stuff. Uh, alright, I want you guys to write this down. Personal development is everything. Personal development is everything. The number one thing I've ever learned from Matt Welsh is this your income grows at the rate that you do. The number one thing I've ever learned from him. And that taught me so much because it showed the importance of getting better in all five areas of your life. And by the way, you don't have to tell me that you're not personally developing. I can tell by your cash flow. You don't have to tell me you're not reading books. You don't have to tell me you're not listening to audios. I can tell. You've been at 100 grand for three years. You've got to be a savage at personal development. You've got to be a savage at getting better. I love when Eric Olson talks about how his business philosophy is 1% better every single day. Trajectory is so important. So don't like realize that that's a big deal, and uh, we we can't discredit the importance of developing in every single area of our life. Your income is simply just a trailing indicator of how well you're growing as a person. So that's the first thing I want to say because um that's probably if if Kayla and I, if we had any superpower in business, it's like we we try to improve in every single part of our life. Here's a nugget for you. Look at all of your bad habits, whatever habit you're justifying right now, that's what you have to cut out. Whatever it is. Is it vaping? Is it drinking? Is it taco Tuesdays with your friends? Whatever habit is a scrolling on TikTok, whatever habit you're justifying right now, and you think of the bad habits in your life, that's what you have to cut out. So that's a big deal. Let's talk about direct recruiting. I feel like I have some credibility to talk about direct recruiting in Porta Varta. Um, Matt challenged me to do 100 directs this year, and I appreciate that challenge. Um we're not even halfway through the year just yet. We're at 56. 56. That's a game on. You want to do 100? Game on. Let's go. Let's go. Um anyone competitive in here? I know we have some athletes. Anyone competitive in here? Woo! I hope so. I hope so. I was looking at the numbers and I almost puked! Are you kidding me? There's three EMDs that did over 10 directs in the last quarter, and there's seven non-EMDs that did over 10 directs in a quarter. Ten people in this room. Did 10. 10 directs and a quarter is the standard. 10 directs and a quarter is the standard. You have to have this minimum required, like, minimum standard of excellence in your business and in your life that you do at least minimum, minimum, minimum 10 directs in a quarter. Not 10 directs in a month. You know, not a direct or week. No, 10 people, can you find 10 people that want to make more money every three months? We've got to be more serious about that. I have this belief that if you triple your direct recruiting, you're gonna triple your income. That's my belief. That's my belief. And I think if I triple my direct recruiting, I'm gonna triple my income. And some people are like, man, it's not all about recruiting. Realize this. Write this down. If you're not aggressively growing, you're slowly dying. Write that down. If you're not aggressively growing, you're slowly dying. If you're not focused on massive growth and expansion, you're gonna die. And it's the people who aren't recruiters that become irrelevant, is the real story. You can get really good at sales and you can build a good income, but if you never focus on building an agency, hear me out! If you never focus on building an agency and building a team, you're never gonna have a business. You're never gonna have a business. So make sure you keep the main thing the main thing. And I I mentioned the direct recruiting part, and again, it's not necessarily the importance of direct recruiting, although that's a big one, but I think it's the first place we can start being competitive. Realize you're not gonna catch Elijah Cox this month in cash flow. You're not gonna catch Chris Knott this month in cash flow. You're not gonna catch Megan Armas this month in cash flow. But guess what? You can out-direct them, out-direct-recruit them this month. You start beating people in the small areas, that's gonna allow you to beat them in the big areas. Well, Jeff, Jeff, what if I can't out-direct recruit them this month? Well, guess what? You can show up to the Bay Shop call before them. You can stay later than them, you can stay at the mastermind later, you can you can personally develop, you can out-personally develop somebody this month. So hear me out. Here's my mindset. When I was a training associate, I had nothing going for me. I'm like, I just gotta find one thing that I can beat somebody at. I just gotta find one thing that I can beat somebody at. Whether it's director crewing, whether it's showing up earlier, whether it's staying later, like realize it. I was saying this earlier. If you start doing something that other people aren't willing to do, you're gonna get something that other people aren't willing to get. So find an area that you can beat people at. It could be something as simple as sending out DMs. You can beat me at that today. Find something where you can beat people at. And for me, it was like I know I can be competitive in direct recruiting. And here's what's cool about direct recruiting. Yeah, we've done 50 plus directs this year, but what I'm really competitive at right now is direct 40 plex and direct field trainers. We have 11 direct field trainers to us right now. 11. Which is pretty cool. Which is pretty cool. New EMD, and we have 11 direct field trainers. So it's like, I know if I get more direct field trainers, I'm gonna have more direct MDs. If I have more direct MDs, I'm gonna have more EMDs, I'm gonna catch people in the base, I'm gonna catch them in the super base, and then it's just a matter of time until I'm meeting up in the super team. So again, that's just my mindset, and I hope I hope that can help, because that applies to people that are training associates. I hope this is good. I hope we're taking notes, by the way. Alright, let's talk about um, let's talk about different ways in uh which you can direct recruit. My first and my favorite one is personal prospecting. And it's my favorite one because it's the hardest. And it's my favorite one because nobody else does it, for the most part. In a world of convenience and ease, uh, not a lot of people are seeking discomfort. And I'm gonna challenge you guys, uh, personally prospect because it's gonna challenge you to grow. Here's a couple tips on personal prospecting. Number one, if you give somebody money, get their name and number. If somebody, if I'm doing business with somebody, they should do business with me. Realize if you're giving somebody money, you're growing their business. If you give your dry cleaner money, you're growing your dry cleaner's business. Like, if you if you give your waiter money, you're growing your waiter's business. Like, if I'm giving money to somebody, like, I should expect a return. So that's number one. Is uh first rule of personal prospecting is if somebody does business with you, or if you do business with somebody else, they should do business with you. That's number one. Number two, if somebody comes up to you, get their name and number. That's super easy. Somebody walks up to you and starts a conversation, you should get their name and number. And plus, they're gonna be super good at this business if they're coming up to you and starting a conversation. I have what is called the three-foot rule. If somebody's within three feet of me, I'm gonna talk to them. That's a nugget. So if somebody's coming up to you, or if somebody's within three feet of you, you should get their name and number. That's important. That's a big deal. And then lastly, it's knowing what your future team looks like. I learned this from Ed My Light. He talked about a part of the brain called the RAS. And the RAS filters different things that are important and different things that are associated with your goals. And you're gonna see, you're gonna start seeing things when you when you're focused on them, you're gonna start seeing them, and they're gonna come up in your life more. And I'm not gonna go into a whole like personal development talk about the RAS, but you have to know what your team looks like. Are they military? Are they competitive athletes? Are they bilingual moms? Like what you've got to know what they look like. And then when you see them, go talk to them. When you see them, go talk to them. I have a list, true story, I have a list in my office of the top ten qualities of my future EMDs. Top ten qualities. And when I see somebody with that, I'm like, man, I should probably go talk to them. So I think that would be beneficial as well. Let's keep going. Three conversation starters. I love this question, by the way. You look like you're in sales or finance. What do you do for work? I love that. Assumptive clothes. Assumptive clothes around the spot. Hey, you look like you're in sales or finance. What do you do for work? I uh I was talking to somebody in the sauna, and they walked in, they were sharp, they had an athletic build, they were tall, and uh I was like, dude, you look like you're in sales or finance, what do you do? And he goes, Oh, I work at a car dealership up the street. And I'm like, oh, do you like it or like do you love it? Like, he's like, Oh, I don't really like it. Like, pause. If somebody says anything besides they love it, they're recruitable. Yeah, I'm not sure. Do you guys know that? Oh, do you like it? Do you love it? Like, tell him kind of. Uh, I don't know, my manager. And I was like, dude, you know, I don't I don't mean to sound strange. I'm a person on my scripts, by the way. I follow my scripts. I don't mean to sound strange. Um, but the financial firm I'm working at right now are expanding like crazy. You just look like somebody that do really well. Do you keep your options open before you do for work? And he was like, yeah, all the time. And I said, I can't guarantee anything. Let me give you your name and number, and I'll reach out to the expansion department. Boom! Just like that. So keeping it easy, keeping it simple. Like you have to know what they look like, and then you have to know what they look like, and you can't be afraid to start conversations. Um here's another tip when it comes to personal prospecting, and then I'm gonna move on. Here's an easy way to start a conversation. You either ask a question or you compliment somebody. Oh, you look like you're in sales or finance, what do you do? Um, another one I like if somebody has an athletic background. Oh, you look like you play sports, where'd you play at? Oh, how about the how about there's something for the military? Oh, you look like you're in the military. What branch? Such an easy way. You compliment someone, or you either ask them a question or you compliment them, and you can get their name and number super easily. Um I was at, and here's another tip for uh in-person prospecting in different locations. I was at Bonds, which is a grocery store in San Diego, and I was asking this manager, I was like, I was like, uh, oh like that's awesome. Like, tell me about it yourself, like tell me about your background. He's like, oh, I've been here for about 10 years. I'm like, oh, 10 years? Are you the owner? He's like, I'm like, are you an executive here? He was like, no. And I'm like, oh, are you gonna retire here at once? You guys like this? Question. Oh, are you the owner? Oh, you've been here for 10 years. You must be the owner. Oh, you must be the top executive here. Oh, oh no, you're not. Have you ever thought about doing something bigger and better with your life? And that might be hard, but guess what? I know GFI can change their life. I know GFI can change their life, and I know that they have more in them. So hopefully that can help. That's number one is personal prospecting. We all got to be better at personal prospecting. Number two is Instagram. I'm going to go through this quick. Running out of time. I love messaging people in sales, in finance, other life insurance agents, and other people in fitness. Instagram is such an easy place to meet people. And you want to have a personal brand. You want to be posting a lot. And side note, get a lot of content here so you can post it. And it's not necessarily like very few times has somebody seen a post and DM'd me and said, oh, I'm interested in the business. It's more, I DM them, they see my profile and they see on legit. So you've got to be posting and you've got to be showing that you're credible so that when people come to your page, they're validated. So we all got to be on Instagram. And if you're like, I don't know what I've got to post on Instagram, it's easy. Post about the 5Fs. Post about your family. Post about going out to dinner. Post about going on a retreat. Post about you getting better in business. Here'd be a smart idea. If you're on Chris Knott's team, get a photo with Chris and be like, hey, I just got in business with my new mentor, and I'm super excited to get started with Global Financial Impact, and then tag Chris, tag Matt, tag GFI, and then the credibility of the company and the credibility of your mentor can actually help recruit them. Does that make sense? So being able to leverage other people's credibility is super easy. Number three, TikTok. It might sound silly, but last month, Kayla and I wrote 80,000 personal points all from TikTok. Last month. 80,000! We're like, man, TikTok's great. 80,000 personal points. Like all annual funded. We're meeting so many nurses, we're meeting so many prior agents. Like TikTok is an incredible marketing strategy, and I think we should all be on there. Kayla and I, we have our algorithm that we trained our algorithm to send us people who are looking for. Do you guys know on TikTok you can train your algorithm? You can train your 4U page to start showing you people that you want to find in business? So Kayla's targeting the nurses. So she's looking for nurses that are dissatisfied with their current career. So they're coming across the 4U page, and then she can message them. I'm looking for dissatisfied life insurance agents. I'm looking for dissatisfied athletes, dissatisfied people in sales. My whole 4U page right now on TikTok is just people that are just frustrated with where they're at. Do you think that's like a good market to be in? Probably. And then guess what? You comment on their post. Guess what? You send them a DM, and then they click on your page and boom, off to the races. Anyone, here's another nugget. Anyone that DMs you or anyone that ever follows you or likes a post that's like out of the blue on Instagram, Facebook, TikTok, anything, shoot them a message. If you get a random follow from somebody that you don't know, DM them. Always. That's my rule of thumb. Anyone that follows me that I don't know them, hey, how's it going? Hey, how's it going? Because they already, they already, like, the credibility factor isn't something I have to overcome. Alright, two minutes left. Number four, LinkedIn. Super easy. I recommend it. Only thing with LinkedIn, I just recommend niching down. Here's my two favorite markets on LinkedIn. Military and Amazon. Military's great, especially with uh what Franco and the Armed Forces Division is doing. I leverage that all the time, so that's super, super good. And then Amazon's good too because with AI, 50% of white-collar workers are going to be out of a job in the next five years. Do you guys know that? AI is about to replace 50% of white-collar workers, CPAs, anyone that does a spreadsheet, any assistant, they're all gone. And Amazon is laying people off left and right. 50,000 people so far this year. Do you think, and by the way, Amazon has an incredibly competitive culture and they have a really bad 401k? You should message them. Last thing I'm gonna mention, then I'm gonna be done. Volume leads to skill set. Volume leads to skill set. And then when you keep the volume going and your skill set improves, that's gonna lead to cash flow. So volume leads to skill set, and then skill set plus volume is gonna lead to cash flow. There's a Chinese proverb and it talks about how in all work there is profit. Well, why is that, Jeff? In all work there's profit? What if I do an appointment and they don't show up? What if I do an appointment and they don't move forward? Is there still profit in that appointment? 100%. Because the result that you hear me out! The result that you get in this business isn't necessarily the results that you're getting. It's the person that you become in the process. The goal? The goal is the person that you become. The goal is self-development. The goal is becoming a person that makes a million dollars a year. Like I want to make a million a year, not to have a million dollars in cash, but to be the person that makes it. Does that make sense? There's a small difference. So focus on personally developing, focus on getting better. Figure out what you want. Figure out why you're here, figure out what you want. Ignore the opinions of others. It don't make sense as a critic. Ignore the opinions of others, and then do so much freaking volume that it's gonna be unreasonable for you.