Think Like A Grand Master Entrepreneur- 2019 Driven Keynote

in the game of chess the average chess player knows their next one to three moves amateur oh my gosh HS here any chess players here the average chess player knows their next one two three moves a pro knows four to five a master knows six to ten a grandmaster knows their next 11 to 15 moves by the way the same thing you see here with chess it's the same thing with the game of life most people live life they have no clue what their next 10 moves are gonna be they just know their next one

two three moves a lot of people in life want to do move number fourteen and move number two wrong timing I don't know if that made sense a lot of people want to do move number fourteen at move number two and it doesn't work out for them so it's so this whole game about businesses about you knowing your next 15 moves now outcome of this meeting two things one who do you want to be how do you want to make your money because it's all about your positioning in a marketplace so now who do you

want to be by the way almost every single time I talk to somebody and I'll ask them who do you want to be these are your positions you want to be an entrepreneur you want to be an investor inventor co-founder do you want to be a CEO of a small business you want to be CEO of a big fortune 500 you want to be CEO of a startup you want to be a sales guy you want to be volume or high tickets what's volume I'll do four hundred thousand dollar loans high ticket I only do

three million dollar loans you want to be an influencer I want to be these guys that you know perfect but and I just take a picture and I get seventy nine thousand likes I just want to walk in places and people take pictures I mean I want to be famous fan that's what I want to be I want to be an influencer podcasts Instagram I want everyone to know me when I go into the mall or the airport solopreneur I don't want people to hold me accountable I just kind of want to be me I'm

like the tennis player I'm the golf guy it's solo me I'm gonna be able to handle myself no one's that's perfect this mean no one's as good as me and there's nothing wrong with that nothing wrong with that but that's you and in their support team I'm good on support Pat I don't want to be on this stage I don't want to be the CEO I'm a good six person I'm a good eight person I tried being number one I can't stand it I hate it I don't want to go to sleep at night knowing

everything's on me I want to go to sleep at night knowing everything's on a guy who's got three people then these people need support and it's me I like that that's my comfort zone great or you want to be an intrapreneur you know what I want to go be part of a company and within it grow up to be a see ioc toc CEO CEO or whatever and i want to own a piece of the company but i don't want to be number one i want to be an entrepreneur and within a company i want

to think like an entrepreneur and i want to own a piece of the company and that's how i want to make my wealth but that's who I want to be well most people are like wow can I like this guy on Instagram maybe I'll be like him yeah I kind of like that girl maybe I'd be like her it'd be kind of cool if I know how to take good selfies like her you know it'd be cool if I can do this but we don't really know who we want to be so how do you

make your money wealth marriage marry a rich person fastest way to become a million equity I want to get a piece of the company that's someone to create my wealth no problem built to sell I want to build a company run it for five years sell it get my 20 million go enjoy myself right that's what I want to do buy in whole domains I have a collection of a thousand domains somebody wants to buy this domain $300,000 check eventually I'll make six million I'm good that's all I want to do long-term planning the typical

get a job for one key all that stuff lottery be an influencer if I become an influencer and every time people want me to do a certain shout-out five thousand dollars three thousand dollars eight thousand dollars that's who I want to be proprietary product to use my product I keep 20% you keep 80% but it's my product invest I want to invest in a business let somebody else do the work and I make the return on the money sue somebody I like I like to sue people like somebody will say I'm gonna sue if I

sue the right person make a couple million dollars there's a lot of people that become millionaires people anybody knows anybody that's made money soon people there's a lot of people in America guys I remember I went to a meeting one time this guy's giving a talk he says do you know why kids in America are obese why are we experiencing so many kids being heavier so one guy says video games one guy says this one guy said he says let me show you statistic he shows the statistic of parks in America dramatic drop off by

70% shutting down he says do you know why let me show you why then he shows lawyers go sit at parks all day waiting for a kid to drop off hit their elbow crack the elbow up is that your son that's not fair what this it's the city's fault it's the city's fault come here let me see that arm perfect I will represent you look he's feeling good are you hurt as a mother I will get you a million that you deserve a million dollars for this Mary I will take care of you they go

to the city they sue the city get a million bucks he keeps 33% 330 grand they get six hundred sixty thousand dollars next Park shuts down obese obese obese so a lot of people become rich soon people this is a weird world I just don't want to make it like that right Oh lamb you own land and Walmart says hey some of you guys have never been to pound Oh desert seven Walmart's in Palmdale if you have a land Walmart comes and says I want this land I'll pay this much money no problem other we're

making millions design inheritance how many guys have the right last name here who has the right last name here anybody's got the right last name yes how many guys have a last name with your families so rich that you know that money's coming to you anybody here any Kennedys here Andy Rockefellers yes any Escobar's right Andy he'll chap was in here I don't know we got some names out there right it's probably more ill chop with an Escobar so maybe it could be a difference as well okay so how you gonna make your money so

what's your game plan who are you gonna be how are you gonna make your money by the way just so you know it is the easier time ever in the history of mankind to be a millionaire ever it's the easiest time ever to be a millionaire it's never been easier than today ever it's a joke today to be a millionaire it's a joke today to be a millionaire it's so on let me explain it to you you know how celebrities used to be like a person was on TV we would be like oh my gosh

mom look look look look look it's the weather guy I said weather guy mom it's Burger King it's 1998 it's the weather guy oh my gosh the weather guy mom is crazy today oh hey Jon what's up you know why why because people follow youtubers more than they follow whether your weather guys Instagram influencers are more following than a weather guy does it's no longer a big deal to be a celebrity just so you know social media here's what it did it made the whole celebrity thing gone there is no more value at being a

celebrity your PewDiePie is known as much as some of the biggest a celebrity Hollywood stars in America in the world and he just hates PewDiePie regular guy login Paul Jay Paul it's a complete different game today being a celebrity is so easy today making millions is so easy today your strategies is what needs help so let's talk about it where most people struggle lens and language let me speak about Lansford earlier a guy comes to me and he starts talking to me and he says hey you know Patrick we were at the time you guys

were at the CEO at the luncheon that they had who was at the luncheon deal right who was at this luncheon when this one kid was talking to me where's yet I want to find him I'm not gonna call him out I just want to find him is he is the CEO package guy or no are you anywhere here wink at me I got big eyes I'll find you okay all right all right let me tell what this kid did so he comes up and here's how he starts it he says Patrick I can't even

tell you've changed my life your content is incredible it's absolutely ridiculous I learned so much from you any goes for 30 seconds no one's doing that so far because they just want to come and ask a question because it's another some thinking like this is getting somewhere and then he says here's my card if you ever want to buy any real estate in Nevada Vegas just call me and I said do you know what you just did he said what I said what you just did to me it's like a guy at a bar going

to a girl and saying to follow and think saying hey you're so stunning you're so beautiful oh my gosh you're the hottest thing here if you ever want to go to bed call me I'm like you're serious I said so let me get this straight your lens here is you're just looking at everybody as a customer that's a wrong lens that's a small lens this is what do you mean I'm just trying to I'm not coming like that I said you are but the guy had a good attitude about it so let me give you

a story years ago I had a guy right before me another guy came up and he said Pat actually I saw his face he says Pat we know same name a guy named Eli that fish right where's the guy that said Eli did you say Eli so he comes to me and he says hey Pat we know same name a guy named Eli and I told him who Eli was to me I was 21 years old when I met Eli at an event by LAX Airport so I get close to Eli I get invited to

his 50th birthday party I go to his house I'm a nobody I'm selling gym memberships at Bally Total Fitness a guy comes to me he's one of the biggest attorneys in Vegas it comes to me and and he said so so I said so what are you doing he says I'm an attorney for you know how to say for Hollywood for you know this is what I'm an attorney give me some big names I'm like okay this is what do you do that's how I work yeah Bally's oh yeah so you run the casino in

Vegas I said no no no I'm the I'm the weekend assistant manager at Mohali Total Fitness right oh oh and you know yes okay very cool good to meet you right I stayed the night at the end I'm washing the dishes for this lady her name is Jelena it's his wife I'm washing the dishes I talked to Eli say Eli how can I help you he says Patrick you can't really help me and but one way I said what is it I said my son's in prison for nine years he said okay he says he

did something he shouldn't have done I said what prison is yeah men's callin anybody knows men's colony near San Luis Obispo you don't know it it's not a good prison it's a hardcore person like Mara Salvatrucha you know what I'm saying like it's a hardcore hardcore prison okay so he says none of my friends and relatives want to go visit this guy his friends won't want to go there I said I'll go he says you sure absolutely he says but this is not a regular person do do background check whatever they got my back I

took thirty days I go to prison I'm sitting there all day with them in there he says that guy shanked that guy he was in the hole he just got out he's just um and he's sitting like this it's his Patrick just said I'm not even kidding with you guys he sitting like I never forget this day we took a picture day I got the picture till today this was picture was taken mm mm mm one so I come back Eli's emotional he said I can't believe you just did that for me I said buddy

you know what do you mean I did that for you it's your son he says how can I help you I said I don't know he says here's the six hundred most influential name I know you can use my name to call them to help you out with it whatever you want as you're serious it's okay I came back I called them one of the contacts introduced me to another person who introduced me to another person who introduced me to another person who introduced me another person made me thirty million dollars one contact why cuz

I didn't say hey you want to go to bed no I went and I said how can I help you almost everybody in this room almost everybody in this room all you have to do is just take the lens off you have put a different lens on because when you put a lens on you just look at the world in a whole different way you're now looking at everybody here that I'm just trying to figure out a way what I can get for me it's a complete different lens right so the most check most most

people have a challenge of what lens second challenge is language a lot of people I listen to their language and I'm like oh my gosh this language is just not the right language what I mean by language I'll give you an idea so while I'm speaking to the same group a guy comes up to me he says Patrick I'm a loan officer if you were in the long game what would you do to get customers I said so tell me who's your ideal customer here's what he says to me he says somebody who is currently

a homeowner has high interest rate and would like to find a way to get more write-offs I said what else he says I said what else he doesn't have an answer for me that's okay let's go complete different direction he says what's that so you single I grab this left hand get a nice watch on but he didn't have a ring I said you're single you're not married so I'm not married that's okay you got a girlfriend he's I don't have a girlfriend right okay perfect I said so Tom you ever want to be in

a relationship I do what kind of a girl you're looking for he said I want her to be top notch I said listen who remembers when he said top notch gee willikers I want her to be top notch I said you gotta be very careful when you say word like that because it's very general I said you ever seen Shallow Hal cuz top notch has a different meaning for a lot of different people I said give me specifics okay okay this guy's like six five six six little taller than me he says I want it

to be five seven five eight I said great what else I want her to have like eyes I said look you and I have brown eyes what if she has brown eyes will you still go out with her I think I would so put the ice aside so I said what else and then he was stuck I said you're not gonna find your girl he says what do you mean I said you have no clue what kind of a girl you're looking for I said me tell you what I said if by the way how

many of you here know a girl that's five seven five eight raise your hand do you see how how wide this is right but you know what kind of a lead you can give them I know 82 year olds that are five seven hey hey I got a five seven percent for you patchi's 82 all you told me was five seven she's five seven 82 but that's not what I want well then tell the world what you want so I said look here's what I did I was hitting all these girls they were all the

same one day you know how guys and girls we all complain where are all these great woman ads I'm telling you there's no more good woman nowadays and these man oh my gosh look at them today and we complain it is not the men or the women it's your language and it's your lens so I sat back I said Pat what are you looking for I went specific toes eyebrows cooking I could care less about nationality because I'm okay there but for me whatever you are you got to learn to make my dad's cooking I

don't care what it is because I want the house to be good smelling food if the house smells like food kids come to the house I want you to learn how to make these five six dishes my dad makes and my mom makes I'm good I don't care what you're doing I want it to be career I want it to be this this so I wrote it down what I wanted you know what I did next I told everybody here's what I'm looking for hey I'm looking for this kind of a girl okay cool there's

a criterion because what I'm looking for here's what I'm looking a here's what I'm looking for here's what I'm looking for here's what I'm looking for I'm looking for a girl like this here's what I'm looking for here's what I'm looking for then all of a sudden they start to shown up and then I pick my wife she's sitting over there right now we got married it's my criterias though moral the story lends language change the lens change the language business it's all about lens so you're here what are you looking for here why are

you here are you just here to listen today with Goggins or me speak are you here to just get close to Albert why are you here what is the purpose what is your lens what's the language you got to speak to get what you want those two need to adjust let's continue next part no matter who you are in this room guys interview me in the back and he asked me this question he said do you remember when you make your first million you know how they do the speed round stuff in the interview and

you kind of ask you questions tell me the first thing that comes to your mind when you say this he says your first million I said I don't remember and he went off track this so why don't you remember because it wasn't a big deal it was like if if it was million I would have slowed down I don't remember the first million so really I say yeah I don't he says so tell me why so then we went in that's a look here's what you got to realize most people this is how they compare

themselves most people see in every single level in life there is an 80% in that group then there's what 20% then there's 1% what does this mean let me explain in this room raise your hand if you've made less than six figures in 2019 so far raise your hand if you made less than six figures in 20 guys we can either have a regular meeting and four if you come to my meetings on discipline I don't screw around I don't like to waste your time or my time if I'm asking you let's participate together having

guys many less than six figures I can't help you if you're not gonna be real with me okay less than six figures how many guys have made so far this trip between a quarter million to half a million net not gross net quarter million to half a million look around okay good how many guys have made between a half a million to a million dollars net so far this year half a million to a million who has already made more than a million dollars this year more than a million dollars this year okay one two

I want to see these hands can you put them up one two three four so I know him Michael tint out what's your name Alexandra and then what's your name gentleman out back there can you scream out your name Louis Bruce we got Bruce anybody else I got one over there anybody else anybody else any buddies keep your hand up again keep your hand up again okay these are the guys I want to talk to right but watch this in this room these guys are in the 1% in the room the people that raise their

hand that are between a half a million two million during 1% the guys that raise their hands between 250 to half a million during the 10 percentile 5 to 10 percentile hundred to quarter million 20 percentile hundred thousand below you are all in the 80 percentile fair heart a little bit just being real with you now this say I take those six people that made a million dollars this year net I take them in a whole different room okay in this room the minimum earner out of a 2,000 people minimum net so far has made

10 million dollars where do they rank top 1% or bottom 1% bottom or top bottom you know why because it's the next group challenges most people they don't go this way cuz this hurts most people don't compare like this they don't say hey let me compete up most of us say I'm making more money than my sister I'm making more money than my siblings I'm doing better than my dad I'm doing better than my family I'm doing better than the guys I went to high school with but in the real leak the next leak the

reason we're afraid to make this leap because here you're 1% here you're in the bottom 1% that is scary and you know at what point these levels stop when do you think this stops never it only stops when you're finally hungry so he asked me a question he says Pat when is it enough I said what do you mean he says what isn't enough I said I don't know what question you're asking when is it a good point for you to say I'm slowing down I said didn't you just ask me question about passion what

are you passionate about what was my answer my pension is the game medic game is like who has a favorite board game scream out your favorite board game scream it out who said scramble anybody what's your highest score ever let's hear it 1:20 okay all right anybody else scrap anybody said monopoly who said monopoly who plays clue now let me give you some other games who plays gin rummy any weird people that play rummy no Armenian people here anybody plays spades who plays Domino anybody plays Domino here who plays backgammon any Bakula players the best

human beings in the world play backgammon I don't know why would they play back in anybody ever plays game that you'll love where you want to keep playing it this becomes a game when you make it a game it's not about the money it's like oh my gosh let me see if I can figure it out so we can do six hundred thousand dollars this month oh it's awesome what if I can figure it out on what we can tweak to make two million this year this month oh my gosh we just made two million

and then you get to a point where now you have two formulas so what's the limit now you stop it because you know if you go to the formula King there's a safe for me that I got you from five grand amount to fifty to five hundred to five million it can get you to 50 million a month it's a formula so add to one point at some point you're gonna stop most people gonna stop very few people continue who is the most hated man on the planet today say why do you think actually asked

the question by the way it's a controversial thing to say with half there 80% home being Latinos rich and if you'd like to know about the but recent if you're Latino let me ask the question different way race you and if you are not Latino look at this guy's if a fight broke out all the Latinos are whooping everyone's ass in the room you know just tell me right now are they gonna say Michoacan yeah what do you guys say to you if the fight is gonna break out here at what point do you want

to stop what point so you'll see people are going going going going at some point everybody stops I'm not gonna continue this is enough for me my bail is already full and a few people go Trump most hated guy in America because all of his peers that he was competing with in their 30s in their 40s in their 50s a little bit in their 60s they stopped and retired this flippant guy still going at 74 years old love him or hate him he's going of course they're gonna hate him what are you doing here worth

billions you've been flying with a 747 for the last 20 30 40 years you've had your TV show you've had all this woman you've had all this fun why the hell are you still going to be a president I'm driven so he's not stopping here or here or here or here or here Kobe was hated in the NBA why aren't you retiring your 15th year I just won't go a little bit more ice won't go a little bit more a little bit more a little bit more may just stop stop everyone's gonna try to stop

you at some level everybody is gonna say by the way this is what the language sounds like I have very good friends they'll call me they'll say things like this hey Pat's bar I follow your stories do you think it's healthy that you're working the way you're working what what do you mean what bro look man I mean everybody knows how much money you have right and we don't know exactly but we know you have a lot of money like what how many more hundreds of millions what's going on bro do you know I don't

know if this is like some stuff like it's hypomanic a DHT issue stuff like you know what I'm saying like maybe it's like kind of settle down a little bit and they give this speech and I'm like very H been awesome it's great not for me it's not the life I signed up for so at some point and by the way you know what's the best thing guess who it matters the most to when you stop guess who has to have the right answer and when you stop who who's the only person that matters on

one you should stop who you only person is you well my wife and I were dating I told her I said hey I just want simplify simplify something for you if you expected me to be home every night at 6 o'clock I'm the wrong husband you're married I'm not that guy you didn't marry that guy because this guy's not gonna stop so before we got married that have to be very clear so she understood what we're doing next because it's got to be clear to you let me continue makes this odds everything in life is

odds everything in life is about odds who you marry how many guys one on it who's married you raise young what if you're married but you having guys remember when you want on a date with your wife or your girlfriend or your home who remembers that remember the first date how many guys remember what you were at a point of making a decision to get married who remembers that day and about remembers how many you guys did something like this in your head she doesn't hear it or he doesn't hear it's okay so a couple

things I've got to worry about about marrying you is your temper sucks like I've seen you break some before and that's like scary stuff I'm not gonna lie and your mom is gonna be a pain in the ass but I know how to control her I know how to control her because we will probably move a state away from here so she can have no influence Oh baby I love you so much babe so she can have no influence over my kids and then your sister is a little bit annoying when she brags about her

Louie and her USC degree because she knows I didn't go to USC I went in for you know Cal State type of stuff but I can handle this she's fine because she doesn't make more money to me some now worry about it and you've kind of been with a lot of girls in the pan so hopefully that's out of your system I probably a 30% chance you're never gonna cheat on me let's get married it's good tell me you didn't do that in your head yes or no of course you did that every man does

it well you know you told me you've been with seven men the mat says three times twenty-one I'm still okay with 21 I'm just hoping it wasn't like two at the same time but who's ever gonna find out okay but did you guys ever shoot any videos would you ever tell me if that ever comes out kids are gonna be married out but you're hot and you're good in bed but you're terrible with finances and you have this one smell that sometimes like I can't stand I don't know if I can do this you know

I just think it's me this is not gonna work out who's ever broken up with somebody for the weirdest reason that you never ever told them we spritz you're you're right because this is what you're doing you're doing this in your head all you doing and nobody knows his odds it's all about odds odds are this is not gonna work out odds are this is not somebody I want to do business with so you got to put your odds in your side so life is about making decisions okay everything about decision making process is about

odds everything you need a system that helps you make the best possible decisions with the best possible odds in your favor once you have the system everything can be flow through you everybody wants to say the best skill or the key to success is hard work marry the right person faith all this other stuff if there's one thing I want to pass down to my kids if there's one thing I want to pass that to my it is for them to have a decision-making process that they learn from my from their dad whatever date you

from there is completely up to them but it's a decision-making process I want to pass this down to them the rest is on them they can figure out what God they want to believe in what political side they want to believe in what kind of money they want to make what industry who they want to marry who they want to be friends with but I need this this system to be passed on to them systems boring but systems is what helps you scale from employee to sales to Sales Leader to business owner to co-founder once

you get to this point I was a terrible CEO at first because I didn't pay attention to systems because systems what is exciting about systems you know sometimes you guys go to these conferences and you're there for three days and everybody says what you can do it life is good I'm telling you you were made to do something big and it's oh my gosh this is just so heartfelt I'm so emotional and you leave you're so motivated for a day two days a week late like yeah but what do I do I didn't really learn

what but damn I was motivated for a day and I have nothing to do and then you go to some meetings we're kind of like okay these seven things I do and you dude you're like oh my gosh I just went from 300 thousand to 720 as these things that stuck with you it's system so you got to find systems for yourself so now effective systems to create momentum to maintain momentum then to advance momentum by the way this is the most annoying face to be the most annoying face to be is creating momentum these

are the days you work in 18 20 hour days and it seems like nothing is going your way how many guys have had a week of hard work and nothing in your business improved who knows what I'm talking about how many guys have done it for a month and you're like oh my gosh what a waste of a month right but what you're not realizing if you can't go for a month your skin is getting thicker then all of a sudden you have some momentum and then when you get momentum if you get cocky you

lose this then you go back here do you know why most 50 year olds don't want to start a business because at one point they did and they know how much it took to create momentum and then they got moment and they lost momentum and they didn't maintain momentum and they went back here and they don't want to do it again they don't want to do it again how many guys have met some sharp 45 50 year old men and women who are not teeing it up anymore they're just settled anybody knows people their biggest

fear is they know what it takes to create momentum they just don't want to do it but they won't tell you remember how we talked about marriage relationships people don't tell everything to each other while we make the decisions no 50 rolls gonna tell you dude the reason why I don't want to do this because I just don't wanna work that hard and they'll find a different excuse to going around some of you guys are in this room I met some 50 year olds in this room you'll find a way to manipulate yourself into sabotaging

yourself on why you shouldn't pay the price I'm a grandma now I'm a grandfather now this is not something you need to do I need to stay home that's always of you selling yourself your language is preventing you from getting to the next level and then advancing momentum this is the fun part this is when you make money that you know you're not worth anybody knows what I'm talking about like you're like baby we just make six hundred thousand dollars this month yeah does anybody know we have no clue what the hell we're doing babe

like babe we better not tell anybody act like we know what we're doing act like it okay yeah that's all done quicker babe we made 600 now so what the hell is going on that's advancing momentum now you're getting overpaid and no one the marketplace knows about it you go around people are thinking oh my gosh guys a genius no no you were willing to go through the pain of creating and maintaining momentum now you're getting rewarded at advancing momentum advancing momentum was like when you seem like you're God like oh you are out of

this war you come from a planet called you know where they produce Zeus and Hercules and you're one of those people no you're not you just went through two tough times so speed your best friend in business of speed and most people don't understand speed you're not people say things like you gotta be urgent who's heard things like that you gotta go you gotta exponentially grow your business okay but what what the hell does that mean well you got to work harder and faster and it's speed okay explain it to me I'm gonna break speed

down to four different things anybody knows which card this is any Ferrari fans yes obviously we got coupledom here this is an older Ferrari than this one watch this 1977 Ferrari 308 did 0 to 60 in 8.1 seconds how many in here have a Chevy Astro band that does 0 to 60 in 8.1 seconds you don't wanna by the way Ford Focus does zero to 16 eight point one seconds a Ford Focus today in 1977 is a Ferrari how weird is that think about that if we would have taken like Ford Focus back to 70

symptoms oh my gosh the fastest is it's crazy eight point one second Ferrari 20 years later four point nine seconds twenty years later two point nine seconds that's the one two point nine seconds what do you think is gonna happen in two thousand and thirty seven point nine seconds how many guys here say no way in the world point nine seconds how my guess here based on this you're like we're going to 0.9 seconds you understand what I'm saying to you the entire game is speed here's what's crazy most people think it's impossible to go

to 29 seconds but most people thought this was the fastest car in the world eight point one know everything about your business is you constantly figuring out ways to tweak your business to increase what speed when you increase speed exponential growth takes place four types of speed you have in business let's talk about a speed number one functioning speed functioning speed is your support system sill and Albert's put this event together sill is part of functioning speed but they have a lot of support people that are helping put this event together they are part of

the functioning speed your assistance processors supporting cast so the more support equals more functioning speed next processing speed processing speed is how quickly you get something from A to Z you first find a client then you get pre-approval for a million not alone then you go show them the properties then they see a handful then they make an offer after they offered an appraisal then alone then this then that and then 45 days later or three months later based on how customers thinking about buying their house you sold the house you trying to find a

way to increase your processing speed what can you eliminate to go from A through Z so on every aspect of your business you got to measure your processing speed next expansion speed expansion speed is how quickly you can expand from Long Beach to San Diego to Arizona to San Francisco to Salinas to Bakersfield to Washington to Oregon its expansion speed expansion speed that's expansion speed okay sometimes by the way people expand way too early and it hurts them there's a timing factor too like right now last month we sold six thousand five hundred forty insurance

policies in one would a largest financial marketing organization in America that's not owned by anybody meaning we're not part of it like a big New York lot it's what we did six thousand five forty last month I went to India India has the most life insurance policy holders in the world 316 million policyholders in India I went to what he call it Canada I went to London every one of those countries 20 countries today want us to go into their countries how quick you think I'm moving I'm not going right now I'm not because I

still have a bunch of markets and us I'm not in if I all of us unstretched my leaders too thin and I move him to India and I'm moving so expansion speed has also got to be calculating on how you do it some people go too fast they root lose their savings that they have in place there's a formula to it so how quickly we expand last one timing speed what's timing speed timing speed easiest way to tell you is this if if if your if your wife is changing and you're on the bedroom and

she's changing and you all of a sudden say babe do you think we need to go get some personal trainers terrible timing what would what are you saying what are you saying babe are you saying something no but I'm just honestly I would just think about when she gets a personal chance on work a spend time together no I know what you're saying have I do I look fat timing speed right business is all about timing when do I run this initiative when do I make this announcement when do I go and give the recognition

for my staff when do I write this letter when do I give the criticism to this one guy that's got to work in this area when do I go out there and visit this client when do I everything about timing speed and by the way the last one you can't learn it for a long time you're gonna make a lot of mistakes in this this takes time to get it so those four speeds you go back yourself I only have an hour with you I got 13 more minutes left you go back in every aspect

of your business write them down what's my functioning speed like what's my processing speed like what's my expansion speed like what is my timing speed like then assess yourself that'll determine how fast you're growing and what else you need you to grow up in faster so last one without systems you have limited chances to sustain growth what's the key word in this entire sentence here sustained anybody ever hurt somebody that made a million dollars and they never made it again yes or no why they can't sustain anybody heard of anybody that made $100,000 in a

month one time and they never did it again sustain systems help you sustain growth systems are boring systems makes you yawn systems are like oh my god just don't drop that word systems to me nothing sexy about it anybody that builds big businesses they spend hours with you now that motivational seminars they'll spend hours and hours talking about systems to each other these are people that built billion-dollar businesses all the other motivational conferences they just want to motivate and motivate and motivate real businesses we're talking about this kind of stuff systems because it's boring but

this is what brings value to you right so scaling four areas of focus I don't know what to do as a CEO it's kind of like I don't really know what my role is as a CEO until finally after a lot of research and time I spend with other CEOs I can with a basic formula for myself whatever I do on the bottom here helps my business grow like this linear six percent 12 percent 8 percent steady per year operations which is systems and bits death hey John how you doing so tell me what you

do what kind of technology goes off okay what if we can figure out a way to collaborate and work together great you know what I'll call you about let's get to get them put a meeting you know what hey how you doing Mary what do you do oh you let me introduce you to Bobby okay cool I talked to Bobby and also you meet somebody that introduces something like I went to conference one time we met all these other guys and I met a guy named David David Fenimore comes back and we have a negotiation

together and he's trying to get money from me I'm like wait a minute I'm introducing you to the biggest insurance companies in the world that's gonna make you 40 million dollars you want me to pay you for this stuff I'm not paying you for this software very strong negotiation he got off the collar was a 5-minute call he was kind of like what was this all about everybody cuts this check for me I said not this guy you're gonna do it for me for free but I'm not cutting you a penny to do business with

you on this you decide think about a call me on Monday I get off the phone I'm thinking I lost this guy so one of the biggest guys who has access to two billion dollars of capital calls him saying we're looking to invest into an insurance agency who do you recommend you know who he recommends me so the guy I negotiated strong with recommends me to this other guy so I get on the phone with him I said what did he tell you about me because at this one I'm kind of like why would he

ever you refer to me hey so he told me you're a pretty strong negotiator so would why would you want says well if we want to see y'all to invest in we want somebody that's gonna hold the fort down and we feel good about you and let me tell you our people are and then they brought me Oscar De La Hoya Gabrielle Brenner they brought the contact but bizdev if I don't do the handshaking tell me your story what do you do what he did what he I don't meet that person both are necessary both

are necessary but neither makes you explode as a company these two this is where you explode your business number one next innovative campaign what is next innovative campaign the next thing you're launching in your office to motivate your salespeople to motivate your sales leaders to motivate your employees to motivate your executives to motivate everybody and it's the next innovative campaign the next thing you're launching to drive your customers what are you gonna be driving there its next innovative campaign what do you do in the month of January to bring customers based on your season what

you do in February March April for the longest time in our business June through August seasons were week and December to February seasons were week I made a whole launch on June July August and December January February because those three months I kept everybody active it took up our revenues I think we're at 17 quarters in a row of selling more insurance policies than the quarter before 17 quarters not year a quarters in a row and it was all about next innovative campaign how many guys here like your kids to keep your kids distracted who

likes the kids our kids that keep their kids distracted anybody here how many guys thinking distractions are bad things anybody things distractions are bad things yes of course right I love distractions but positive distractions typically parents will tell you what is the best distraction for kids what is it best distraction for kids is what just put your kids there and it's a good distraction away from not doing drugs and joining gangs what is it sports he is not a good distraction sports they go into sports a coach kicks their ass they get a little bit

tougher they compete they're trying to get in shape no I'm not gonna smoke no I'm not gonna drink and they kind of make it to the next level right your employees your salespeople your customers they all need positive distractions most CEOs and founders and sales leaders don't have enough distractions for their leaders so they keep losing customers they keep losing employees because they're not positively distracting their people believe me this guy was the expert because I lost people regularly my first tenure in business then the last one this this right here you can go all

the way up to being a president if you get good at this anybody in this room you can go all the way up to being a president if you get it this if you become good at developing leaders you're an asset to every industry anybody that became a CEO of uber and all this other guy you think the CEOs expertise is rent you know getting a cab and all this other stuff no those people get hired because they master the leadership development they know how to recruit people and build them people wanted to go work

with jobs because Jobs was building leaders and call my gosh I want to work with this guy they were working with Microsoft and they're going to besos man I just want to be able to work with Bezos because they're building leaders the moment you get good at that place your business doesn't grow like this your business grows boom from out of control because now you've got 10 20 generals that think speak negotiate like you and if you're very good you're dangerous your company officially becomes dangerous officially becomes dangerous especially if you're teaching the right values

and principles that's a very dangerous company to compete with people are frightened of going up against the company that the people at the top know how to develop leaders so for you leaving this place remember what I told you next 15 moves what your moves has got to be how could are we here how could a my with bizdev am I good at shaking hands and going through people and meeting people do we constantly think about our next innovative campaign seasonally monthly employee sales how could a Maya developing leaders do I snap am I good

at the small one-on-one conversations or my preaching more do I pull the person in Santa say John can I talk to you let's go for a walk let's go for a walk around the building what do you wanna talk about look one thing I noticed about you is you like respect right yes what was that all about what do you mean what we said all up and in front your employees you think that was good come on man you know you're better than that you know that person will run through a wall for you just

lost that person's loyalty you gotta go take that person to have coffee with them right now it's what you got to do good and I'm not I'm gonna walk the other way so the person doesn't think that I told you to do this and then that other person you know that person's mom just passed away two weeks ago why are you talking like this pull them aside give them a nice book give them a nice can go Kim a $20 gift cards to go do something what's that all about no your iPad dude you keep

telling me you want to get to the next level to get to the next up you got to be better with people okay then he leaves hey I'm so sorry can I take you to coffee let's go I look at you're the most loyal person I have you know the department would be the same without you hey I'm so sorry about the last year mom like I just got this gift for you man just conned you you know what today just leave already go spend some time with your husband I heard I'm so sorry I

just really boom that's leadership development those small 8 minute conversation nine minute walk three minute walk all of a sudden everybody's doing that in your organization now you're getting thicker now you're making real money how many stuff is just kind of go like this to you or is it stickiness any of this stuff making sense yes no okay good so make continued formulas simple you need the right story you need the right team the right data the right strategies then it's predictable skill some of you guys have the right story you don't know how to

tell it you got to figure out a better way of telling your real story most people don't know how to tell the real story most people don't have the right team a guy was asking me question if you want to are you gonna send your kids to college Patrick because you say college is a scam how many guys think I want to send my kids to college how many guys say Pat's not gonna send this gift of college what do you think okay if my kid absolutely doesn't want to go to college you think I'm

gonna force him my personality absolutely not if my kid wants to go to college you think I'm gonna have them go yes or what yes or no but you know what I'm gonna tell him up front I'm gonna say son listen to me buddy look bro in college a 2.0 GPA is the same thing as 4.0 GPA normally gives a they just want that certificate on the wall okay but here's what you're gonna do when you go to college you have to befriend the richest parents kids whoever in your class find out all their last

name and find out who their parents are go befriend them number two the person that's the smartest kid that's tech and is a nerd very weird as offensive sometimes befriend him okay I'm gonna tell him exactly who to befriend the Dean go take care of the Dean go be good to these people on the departments befriend all these guys that are placing people in companies because they can get you in the Lord they can get you in Goldman Sachs they can get you on log do all this stuff buddy that's what you're gonna be doing

make sense yes and then after college get your degree so put it on the wall you want to go be a lawyer do it you want to get your MBA go for you want to go be adapter whatever but make sure you build a right team around you because this right here is something very few people talk about very few people done let me tell you the right team all day the right team is game over any industry put the right team together game over all I'm teaching people is built the right team so right

story right team right data you study right strategies then you predictably scale constantly over and over again so your next move we're at the end I got two minutes left you to wrap up you guys got one more day here I think Albert's got a surprise to make to everybody here which is gonna be interesting he may or may not do it today he may do it tomorrow tomorrow you guys got some good speakers that he'll have back here to speak to you guys but this entire session of me speaking was for you to think

about your next what 15 moves 15 not just your next move your next 15 move so for some of you guys how many guys want to stay in contact with us stay close to us and communicate with us here's what you got to do connect with me text me directly here this is my text I will respond back it's my text it just may take a while text me directly every time we have some update stuff that we do this is off value taming this is not just vitamins stuff this is off value to me

and things that we do this is a way for us to stay connected together typically when I do keynotes I don't have a long time with you but if you guys want to do something with the vault that's three four-day conference you can find out about that we'll be launching the location here soon and that's something we do for three four days where I'm going about things like this from 8:00 in the morning till 9:00 at night for three four days together manual the whole nine that we do together but I want to wrap up

with this part I want to wrap up with this part I cannot tell you how much I respect people who are great students who keep their word who are disciplined who want to commit to their family who in every aspect of their life they want to improve and everything I just explained to you one time Albert and I were speaking and I indirectly challenged them in front of an audience and he knew what it was but I didn't give his name but he knows what it was if he ever wants to say it he will

if he doesn't he doesn't have to so then I notice he caught and then he called me a couple months later he says hey Pat I said hey what's up he says when you said and I think you even asked me about this a week ago I think we talked 30 minutes ago like he asked me a week ago right was it a week ago I think it was a week ago he asked me questions his Pat remember that one thing you said six months ago or four months ago I said yeah what about it

was that directed to me what was my answer I said absolutely was and he says you know what I've done the last four months I said tell me and he give me what he did for the last four months he said Pat I got to tell you my life is a whole different life man I've never been this energized I've never been this good at leading building all this kind of never been like this before what is the moral of the story this isn't for me to pump up Albertus already an event but he doesn't

need to validate himself I mean 2,000 people showed up here yeah all these people so it's not like he needs another validation I'm sharing this with you because so many of you can have that kind of a story the next 12 24 36 months and you are - we have social media today's the great equalizer back in the days only great fighters could kill people at the moment it came out with the gun a five foot woman 110 pounds can go against a guy like me because it's the great equalizer today Facebook YouTube Instagram snap

all that stuff combined together made the great equalizer where you can go up against celebrities where you can go up against people that are TV where you can go up against companies that are 20 30 40 50 a hundred times bigger than you because it's the great equalizer but you got to take advantage of it he was a great student who was disciplined he and his wife work together very closely and look at what they're built here together so with that being said thank you so much for your time guys appreciate you thank you [Applause]

[Music]