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The speaker emphasizes the importance of building a big base shop for financial security, recognition, and control. They explain that a big base shop is necessary to have a big hierarchy and that it is the only part of the business that can be fully controlled. The speaker also mentions that helping and developing new team members is more important than doing things for higher-level leaders. They stress the need to expand the base shop by getting wider and avoiding relying too heavily on one person. This tape has been copyrighted by Platinum Training Centers. Any duplication or reproduction without written consent is prohibited. You know, I can't tell you how excited I am about this company right now, where we're headed. You know, I've heard so many, you know, in the past year or so, a lot of bitchers and moaners and complainers. You know, one of the reasons that people haven't done well, if you haven't done well, it's your thinking. That's it. I mean, it's not the company, ain't nothing wrong with the company. I'm sitting here up here, my hierarchy's exploding, you know, people making money, and still people want to blame the company for, hey, you know what, I just want to end that right now. Forget it. This is, it's you, all right? If it's going to happen, it's going to be you. Has nothing to do, the company's always been great, it's getting better all the time. If you're going to make it, you've got to get this thing right between your ears geared right. That's the whole, that's really our major issue, our major problem is us. So once we get a hold, you know, we really can control ourselves and we have a chance to win. Wouldn't you agree? Okay. I want to talk to you a little bit about how to build a base shop. You know, first thing, first thing is, anybody can build a base shop. I don't care where you're at right now, I don't care if you have two people, no people, you did no premium last month, you did a, you know, 20,000, you can build a big base shop. Anybody can do it. There's some things you're going to have to do to build a big base shop, but I don't, you can do it. I don't care if you're, what city you're in, where you're located, all that stuff has nothing to do with you, whether you can or cannot build a base shop. Now one of the things that I found out is, I think you need to ask a few questions. Why should you build a big base shop? Well, number one, and I think the reason, probably the number one reason I built a big base shop is for financial security. Anybody here security conscious at all? I am very, very security conscious. And I saw that the only way that I could have a lot of security from a financial standpoint in this business is to build a big base shop, because that's the only part of your business that you can ever control fully. I know a lot of people in the past have talked about, you know, build a hierarchy and override your hierarchy and manage your hierarchy, that's a bunch of crap, in my opinion, alright? Maybe I'll step on some toes, but I don't care. You cannot get, you cannot build a big hierarchy without a big base shop, and you need to be thinking about it all the time. Number two, the big reason, is that you get a lot of recognition when you build a big base shop. If you notice, a lot of our people are getting a lot of recognition, and you'll notice that I think even more tonight and tomorrow, and the reason is, they have big base shops. Like Jorge and Sandy Benitez, or Rick Susi, obviously, right? Or Gary McCrummon, or George Verdugo, or Gary Kornegay, I mean, some of these people that have built base shops, they're going to get a lot of recognition, and if they continue to build big base shops, they're going to get more recognition, and if they stop doing it, they're not going to get any, especially in my hierarchy. So that's a big reason, because most of us are recognition motivated, aren't we? I know I am, I mean, I like being up here speaking, I mean, that was one of my dreams, was to have a chance to speak in front of large groups like this, and I knew the only way that I could do that is to build a big base shop, so if you're sitting behind, you're saying, wow, I'd sure like to do that someday, you ain't going to do it unless you build a big base shop, alright? You're just not, it's not going to happen, you're always going to be sitting in the crowd, no one's going to know who you are, you're going to keep walking in all these crowds, and nobody will notice you, like most of you are walking in these crowds, and nobody knows who you are, right? Ain't that a something, huh? Well, if you build a big base shop, that'll change, because I came to some conventions like this, when I didn't have a big base shop, when I was just getting started, and nobody knew who I was, and now, everywhere I go, everybody's stopping, hey, by the way, I want to thank you, I appreciate that, that makes me feel very special, and I just want to thank you for that, I really appreciate it, I worked very hard to build a big base shop so that would happen, and I want you to know, if you do the same thing, it'll happen to you too, okay? Just like that, if that's something that's of interest to you. Another reason, the only way, the only way, the only way to have a big hierarchy is to have a big base shop. At some point in your career, you will never, ever, ever, ever, ever have a big hierarchy without a big base shop. There is not one single person in this company, ever in the history of this company, that has a big hierarchy that at one point or another didn't have a big base shop. No one, nobody, all the big guys that are big right now that are, you know, they don't have base shops right now, there was a period of time in their career where they had huge base shops, every one of them, including me, including Rick Susie, Rick's probably the last guy that has a pretty big hierarchy that had a big base shop, and he's got it back again. You know, do you know that Rick Susie, a year ago, October, November, did like $4,000 in his base shop, and then a year later, 12 months later, did $70,000 or $75,000, 12 months later. So you, you that are at $4,000 or $3,000, there is absolutely no excuse for you. You just might not be willing to do what it takes. Another reason, it's really the only place you have any real control. You know, I have a lot of great RVPs, you know, and you've met some of them, you've heard some of them speak, I don't do anything for those people. There's nothing I can do for Rick Susie or George Rodugo or Todd Mendel or Gary McCrummond, there's nothing, there's nothing I can do for them. I don't do anything for them. The way I've always built my business is through an example. All I can do is continue to build a base shop and try to set an example, make money, save money, but you don't ever really do anything for your RVPs. I know a lot of you want to think that you do, but you don't. They do it themselves. Yeah, I talk to them on the phone all the time, and sometimes I help them with their thinking a little bit, and sometimes I coach them a little bit, but I don't really do anything for them. You know where you really help people the most is those greenies that are coming up, they don't know nothing about nothing, and you work with them, you develop them, you teach them, you train them, you help them get independent. Once they become an RVP, they shouldn't need you that much, except for maybe a little bit of counsel every now and then, and maybe to pick them up when they're a little bit down, but you really don't do anything for them. And anybody that tells you that, they're full of it. I don't do, I mean, I have some great, I have the best RVP base and first in the country, and I'm telling you right now, I don't do anything for them. But you know what? My base shop, I do. And same thing holds true for the RVPs. So the other thing also is you can't ever get your RVPs to do anything unless you have a big base shop. You can't get them to do it. They won't do anything, because your people always do what you do. They don't do what you say, they don't do what you tell them, they do what you do. Let me just show you, this is a real key thing, in order for, if you're ever going to have a big base shop, you have to do this. You have to get wide. What does wide mean? This is how most people look. Let's say this is you. Can you see that? At all? This is how most people look, they have, they look like this. And this person does eight sales, this person does two sales, this person does one sale, and you do four sales, okay? Now what is that equal to? That's 15 sales a month, right? This is how most people's base shops look in this company right now. Maybe not even that good, okay? But that's how they look. Now who runs this base shop right here? This guy, or this gal. This person that does the eight sales a month runs that base shop. They control it. Not this person, this person. And if you're this person, that is not a good thing. You are totally out of control when this happens, all right? You don't want it to look like that. That's dangerous, all right? Because what happens, you see, if this person decides to take the month off, let's say they go on vacation, or they just, you know, whatever, there's a lot of different reasons, they get in a car accident, you know, they get in a fight with their wife, they have a marital problem. I mean, how many different things could happen to somebody, right? Like a million different things, right, that you don't have any control over. Now look. Now this person goes in the tank, and now all of a sudden, instead of doing 15 sales, you're doing what? Seven sales. So what happens to your income? Goes down the toilet. All of a sudden, your income is in the toilet. It's half or less than half of what it was a month prior. That's why most of your incomes go like this, and your business go like this, because you look like that. That's a very dangerous place to be. The other thing is, this person can't grow because he doesn't have, or she doesn't have any competition. All right? That's a real dangerous situation. Not to mention, you can't ever get this person to do anything, they won't listen to you, because they are, this person thinks they're better than you. And if you don't think that's a real problem, you better wake up and smell the coffee. Rick had a great month last month, and he's had better months than that before in the past, right? One of the reasons I was able to help Rick do better, when I was in the throes of building a base shop, and he was building a base shop, every month he was trying to beat me, I wouldn't let him beat me, I would work like crazy not to, because I knew the only way I could get the most out of Rick Susie is to stay ahead of him. And he learned that from me, he knows that's how he's getting his group to get going right now. I don't think he's going to let anybody beat him, all right? And the reason he's going to do that is because he knows if he keeps that up, he'll have a gigantic hierarchy if he does that. And he knows if he doesn't do that, he won't have the gigantic hierarchy that he's dreaming about having. So it should look more like this, where you do your four sales, right? This person does eight, this person does two, this person does one, this person does zero, this person does three, this person does six, this person does one, this person does five, this person does zero, zero, three, two, one, all right? So who's a math whiz here? It's four, that's 12, that's 14, 15, 18, 24, 25, 30, 36, what is that? Huh? 36, right? That's 36 sales. Another thing that's real important is you don't have to know how to add or anything to do this business. All right? I am, hey, you know, that's an important thing. I am so, I'm not good at that. I'm great with the calculator, but in my head, forget it. I'm not good at that. But that doesn't mean you can't build a business. See, a lot of you think that because you don't know everything and you're not really articulate and you don't know how to add and subtract and all that thing, that you can't do it. That's a bunch of crap. There's a lot of things I'm deficient in, all right, except that I know how to focus. I do know how to do that. And I don't care what you all think either. See, that's another reason I've gotten to where I've gotten right now is I don't care what you think. You may or may not like me, and if you do, that's wonderful, and if you don't, that's wonderful. All right? Because when I go home after Sunday, most of you won't remember anything anyways, right? So if I make three or four mistakes while I'm doing this, I'll probably make more than that. So what? So what? What does that got to do with anything? I still made 115,000 last month. What'd you make? All right? So it don't matter, right? Just that you win. I think that's an important thing. You need to get that down. All right? So look, that's 36 sales. Now, all of a sudden, this person goes in the tank, right? You minus that, you still have 28 sales. Now, what happens to your income? It dips a little bit, right? But you don't go in the tank. You see that? You don't go in the tank. Plus, see this person right here, this eight-sale person? This person here and this person here, they think or they know they can beat this person. So all of a sudden, the next month, they're going to try to do that. All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? All right? 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