HL February 12,13

The speaker emphasizes the importance of setting goals and writing them down. They suggest having goals for the next year and the next three to five years. The speaker also talks about the significance of constantly being reminded of these goals and taking action towards achieving them. They highlight the difference between spending time and investing time, encouraging listeners to invest more time in activities that will lead to future growth. Additionally, they discuss the impact of beliefs on behavior, particularly in relation to sales and recruiting in business. They encourage listeners to challenge negative beliefs and embrace the positive aspects of their products or services. Hey. Good day, everybody. Hey, listen. Happy New Year. I know this is already into, if you're listening to this today, we're already into February. But I wanted to still talk about a lot of these talks are coming from Anthony Linarino, L-A-N-N-A-R-I-N-O. They're just some great stuff. And they're just so appropriate for our business and for any business, really. But one of the things he talks about is escape from the past before you step into the new year. And I know a lot of you haven't even sat down and written out your goals. And that's a big mistake. It takes a little time. It takes some thought process. It's really not easy to do. I mean, sitting down and deciding what you're going to do for the coming year, writing it, putting in writing, and putting your action plan down, and doing all that is work. Except that if you don't do it, the chances of you hitting anything substantial or not isn't very good. So I would really highly recommend you do that, that you have your goals for the next year written out for the next three years, five years. And then every month, you should have your goals written out so that you know what you're going after for the current month. I mean, this is so important. It's one of the things I always had my goals written down. I had my goals written down, and then I put those goals everywhere. I've heard me say this before. I'll repeat it, because this is important, that you really see them and you think about them really constantly. I would put my goals on three by five. So the main goals, I wouldn't put every single one, but the main goals, the main things I was trying to accomplish, especially with my business, I would put those goals on a three by five. I'd have one on the mirror where I got ready in the morning on my refrigerator, because you go in your refrigerator a lot and you don't realize how often you look in that thing. And then I'd put one on the visor of my car. I'd put one in my padfolio where I do my presentation. I put them everywhere, because I wanted to be constantly reminded about what I was trying to accomplish, because it's so easy to get off track. It's so easy to get distracted. And then what it does, it works on your subconscious, where it starts to get you to start actually acting on those things, when you know, I should be prospecting. I should be following up. I should be working on developing my skill sets. I should be working on growing my knowledge base. All those things, when you're constantly reminded, it's like having somebody say, hey, what are you doing right now? Because for me, one of the things I did all the time is I would always check myself hour by hour. So it's 10 o'clock in the morning and say, OK, Hector, what did you do the last hour that's going to move your business forward and move you closer to the goals you have, that you've written down, that you've set up for yourself? What have you done? And sometimes I wasted an hour. That happens. So then I would immediately get right back on track. I would make those calls I needed to do. I would do a pop by. I would do whatever I needed to do to move me towards what I was trying to accomplish. If you think about, if you look at your schedule, if you really, really were really honest with yourself, you waste so much time every week. It's just ridiculous that if you added up the amount of hours that you waste doing things that have nothing to do with you growing your business, growing yourself, moving your life forward in the direction you want it to enable you to accomplish your goals, you waste hours and hours. For the most of you, it's 10, 20 hours or more a week. And if you think about it, just say, if you just worked 50 weeks and you wasted 20 hours a week, right? I mean, that is a huge number, 1,000 hours. I guess that works out too, right? It's a lot of time that could be used to grow yourself, grow your business, move your life forward. And instead, it's just gone. Because once the time is gone, you can't recoup it. The one thing we all have exactly the same amount in regards of your situation, regards of how you grew up, regards of your socioeconomic background, all those things are irrelevant. Because you still are blessed with the same 24 hours in a day. And it's how you choose to either spend those hours or invest those hours. Because every hour, you're either investing, right? Or you're spending. If you're watching TV, watching a sitcom, or you're watching a football game, you're spending. If you're reading something that's going to help you grow your business, if you're listening to an audio that's going to help you improve yourself, if you're watching a video that's going to show you how to get better results, then you're investing. One of those things leads to future growth. That's what investing does. When you invest, you expect future growth. When you spend, right? Like if you just watch a football game on TV or you do something, do anything that really could be enjoyable, but it's not investing because it's not going to help you in your future. So if you're doing something and it's going to help you move your future forward, then you're spending. If you're doing something that's going to, in fact, help you move your future forward, then you're investing. Most people spend way more than they invest. And if you want to become ultra successful, you've got to start investing more. This is one of the things I talk about all the time because you need to be reminded about this. I even need to be reminded of this. I'm always doing, I'm always looking at stuff, I'm always reading, I'm always trying to figure out how can I get better? I mean, I want to get better. I don't want to stay where I'm at. I don't want to have the status quo. I want to be better at everything I do. I want to be better, especially at my business. I want to be better at growing myself and my business because I want to be more clear. When I speak to you about growth, I want to be able to do it in a much more clear way. So if you already sat down and written your plans, fine, if you haven't before you do, to make the new year fantastic, to make it rock, then you need to decide what you need to unlearn. Over the course of your life, you've been infected by some beliefs that you now hold as truths. You've learned to take some actions based on those beliefs and to avoid other actions, some of which would help you produce much greater results. To give you an example, for example, if you think sales is a negative thing, like if your perception of a salesperson is a guy in a loud suit with white pants and just really obnoxious, now your belief is that's what you have to be to be a salesperson. You look at prospecting as invading in somebody's privacy and your belief is that it's rude or whatever. That's gonna affect your behavior. You're not gonna want to do the work to become a great salesperson. You're not gonna want to prospect. A lot of the things that are holding you back right now are beliefs you have about what you're doing, like even in a business like Primerica, like recruiting people. Some people have the belief that recruiting people is offensive, that cool people don't do that. The reality is all businesses recruit people. Every major company on the planet has a recruiting program. I mean, if my son went to Wharton Business School and all of the major firms would come to Wharton to try to recruit these kids coming out of Wharton, they would come there and literally say, hey, come work for us. Basically, they're recruiting. They're telling them why their company's great, why they should come to work with them, why, why, et cetera, et cetera. Every great company, Microsoft, Apple, all these companies, they're a team trying to recruit people. They're at all the great technology schools trying to get people, or Stanford or whatever, trying to recruit people. Every company, if they want to be a great company, is trying to recruit talent, and they're vying for the same talent that every other company's vying for. So why would you think that you trying to recruit people to build your company, that's what you're doing, right? You're trying to recruit people to build your company. Why would that be a negative? Why would you have that belief? But a lot of people do. A lot of you do. A lot of you have some hangups about recruiting people, attempting to recruit people. If you believe that what you're offering, the products and services you're offering are very good for people, if you believe you have an opportunity that is fantastic, that could help somebody that was a motivated individual to be successful, why would you not attempt to recruit them? We already know you're not gonna recruit everybody. There's only a percentage of people you're gonna recruit. Just like companies that are trying to recruit people to come work for them, they know they're not gonna recruit everybody, but if you're not in there recruiting, you're not gonna recruit anybody, right? Excuse me. And so what you wanna do is you wanna start thinking, have a belief about recruiting. For me, number one, I believed that what we do for people, the by-term, invest a difference philosophy, especially now, helping people eradicate, eliminate their debt, helping people put together a plan that will allow them to, number one, eradicate that debt and to have the proper protection for their family and to start saving and investing so that they can have some freedom at some point in their life, right? To me, all those things, those are fantastic things. Why would you not wanna talk to people about those things? And then on top of that, right, from a business perspective, one thing I knew is that because what we do is good for people, and I knew that the income opportunity was fantastic, because if you sit down with a good quality prospect and you attempt to make them a client and they end up buying an insurance policy, end up investing some money, let's say they have money in their 401k and you roll over 50 or 100,000 or you do a 10,000-hour investment transaction and you do a life insurance transaction and you help them put together a debt elimination and maybe you help them with their auto and home insurance and all that stuff, right? I mean, you could sit down with a client and invest two hours, three hours, four hours total with, let's say, four hours with the first visit, second visit, putting together an F&A and then implementing all of the products and services we offer. I mean, depending on your contract level, you could make 500, 1,000, 2,000, sometimes $3,000 or more sitting down with a client investing four hours. So if you could make even $1,000 and you invested four hours, that's $250 an hour. That's a pretty doggone good business, right? And then have the ability on top of that to recruit, train, and develop other people that every time they did a transaction, you got a percentage, an override of that transaction and there's no limit to how many people you can train and develop and there's no limit to what your income could be. I mean, you start looking at the business and then you add on to the fact that there's nobody out there, there's no company out there doing what we're doing in the market that we're doing it in. There's no company that offers the full range of products, the F&A and all the things we offer people. There's nobody doing that. And when was the last time you sat down with somebody and they had a financial needs analysis all done in a plan and they were following that plan? Come on, it never happens because there's nobody doing it but us. When you start seeing that you have something that's so special, so fantastic, and you have a belief that it is and you have a belief that people really need what we're offering and that they're gonna be worse off if they don't sit down with us, right? When you believe that, which is what I believe, by the way, it was very easy for me to prospect. It was very easy for me to call people and set up appointments and go see people and to ask people for help and ask people for referrals and do all that because why? Because I believe what we do is fantastic. And I think a lot of you that you aren't doing that, you're not prospecting, you're not recruiting, is you have some belief issues about what it is that all of that entails. And you need to fix that because you're wrong. This is a, is it a perfect business? Of course not. There is no such thing as a perfect business. It doesn't exist on this plane. So stop looking for perfect. This is a great business with amazing potential. Look, so look, you've been infected by some of the beliefs that you now hold as truths they're holding you back. I won't lie to you, this isn't easy work, but growth only comes from outside your comfort zone. You've gotta, you've got to make these changes. You're not gonna get where you wanna go financially, business-wise, with what you currently know and your current skill sets. In order for you to grow your income, grow your business, become more free, you're gonna have to grow yourself and you're gonna have to grow your skill, improve your skill sets. You're gonna have to do that and then you're gonna have to help other people do the same thing. It's the only way it's gonna happen and it's gonna take work. One of the reasons people don't like to focus on training because training people is this work. It is, there's no question about it. But it's work you must do if you want freedom, okay? If you want big success. So you gotta escape from those old limited beliefs and you gotta adopt new ones. Look, nothing has a greater impact on your results than your model of the world. In other words, your belief of the world, the way you look at the world, right? That model that you have, the way you look at the world is built on all your beliefs. All the rules that you live by, all the rules that you've learned over time, right? It's modeled by that, right? So like if you have these beliefs, there's nothing more powerful than that. But it's also dangerous at the same time. Like if you grew up in a family where people envied or thought wealthy people, they looked at wealthy people in a negative light. Oh, they're arrogant, they're this, they're greedy, they take advantage of people, money's the root of all evil, money isn't everything. And by the way, the only people that say money isn't everything, right, is the ones that don't have any. Let me just tell you something. Having money makes a gigantic difference in the quality of your life and the quality of your family's life. Anybody that tells you any difference is a complete idiot. Don't listen to those people. Money makes a big difference. Is money the key? No, money's a tool. Money is simply a tool that allows you freedoms and options in your life. It's not the end all. I've never said that money's the end all, but money's important. If it wasn't important, why is every church on the planet constantly trying to get you to donate more money to the church? If it's good enough for God, it ought to be good enough for you. The fact that you have hangups about money is ridiculous. Every charity in the world, what are they doing? They're asking for money. Look at the government. They just raised taxes again on the wealthy, right? If you don't think they're, and they're raising all kinds of taxes on everybody else, right? Look, if it's so bad, money's so bad, why is the government trying to get more of it from you? Come on. Get over this idea that there's something wrong with you wanting to be wealthy. You wanted to be free. You wanted to have options and choices in your life. You only have one life. Why would you not maximize the quality of that life? The reality is when you have money, you have better medical care. You have better, you can eat better. You can live in a safer neighborhood. You can drive safer cars. You can afford all the things that make your family and yourself safer and potentially living a healthier, better life. Yeah, can you screw up with money? Of course you can, but you can screw up without money too. There's a lot of poor people in jail right now, right? There's nothing altruistic about being broke. Come on, get a clue here. Start thinking for yourself. Don't just believe automatically all the stuff you see and hear. One of the problems that we have in a society, if you watch television, if you watch movies, if you read newspapers, if you do anything in media, what you're constantly seeing is the attack on corporations, on wealthy people, on, right, always the enemy in almost every movie and every television show is the wealthy guy. They're attacking a wealthy man or woman or they're attacking the successful corporation. They're always making those people, those corporations out to be the bad guy. And you start seeing that, you start thinking, ah, maybe I shouldn't wanna have money. Maybe being successful is a bad thing. I don't wanna be a bad person. I don't wanna be successful. Those are all ridiculous, made-up, imaginary things. The reality is, when was the last time you ever got a job from somebody who was broke? Every job you've ever got in your life came from somebody who had money. Even if you work for the government, folks, you know who pays the majority of taxes? It's the wealthy people. So the government who pays you dollars gets those dollars from wealthy people, for the most part, for the majority of it, right? So get off that ridiculous notion that money's somehow not good. That's a horrible belief to hold. The other bad belief to hold is that being in business for yourself, right, being self-employed and making, and living on basically commissions is a bad thing. Look, folks, living on commissions is only a bad thing is if you suck, if you're not good, if you don't know what you're doing, if you don't have any knowledge and no skills, yes, living on commission is horrible. But if you're skilled and you know what you're doing, living on commission is fantastic. You can design and make your own income. You can make whatever you want. If you wanna, like in Prime America, when you get good, you wanna make 100? No problem. You wanna make 500? No problem. You wanna make a million? No problem. There's nothing holding you back from taking your income from 50 to 100 to 200 to 500 or a million dollars a year, except you. You're the only impediment to your success. There's nobody saying, oh, that's it for you. You're capped out here in Prime America. You can't make any more than 100 grand a year. That's BS. You can make any amount of money you want if you get good enough, you grow your skill, you grow your knowledge base, and you teach other people and you help enough people. Because, folks, we're in the business of helping people. We help people two ways, with the products and services we offer and with our opportunity, our income opportunity. And the reality is, like my good friend Robert Anthony said, money flows to those people who help other people, who help solve those pressing problems. What you've gotta learn how to do is become a problem solver. You wanna make big money? You gotta become a problem solver. You either gotta solve a bunch of small problems or big problems, right? So it just depends, right? One of the things to do, you have a health issue, you've gotta help you get better. They solve that problem. If you're an attorney, right, people have legal issues, they don't know how to manage themselves with the legal process, so they hire attorneys, right? If you have a plumbing problem, you have a flood in your house or your toilet's leaking or you got a leaky pipe, right, you got a problem, you don't know how to fix it yourself, then what do you do? You call a plumber. The plumber solves that problem. You pay the money. Think about every job, even if you're not, if you have a job right now, your employer has a problem. Whatever you do for them to be done, they can't do it all themselves, so what do they do? They hire you, they pay you money to solve a problem for them. You need to stop running away from problems. You need to figure out, how can I solve more of them? How can I solve bigger problems, right? In our business, people have a problem with debt. They have a problem with too much debt. So we can solve that problem, we get paid for it. They have a problem with not saving enough money or not saving money in a proper place and not having a plan for doing that. We put together an F&A, we solve that problem for them. Or they have a problem if they die prematurely since they have no money, they have no money saved. They have dependents, maybe they have two or three kids and they have a mortgage and they have a spouse and all this kind of stuff, right, obligations, but they have no money saved if they die prematurely, right? That presents a problem for their beneficiary. So what we do is we offer them insurance to solve that problem. And everything we do is about solving problems. That's why doing the F&A is such a critical thing because you have, with that tool, you have the ability to solve multiple problems. That's why those of you who don't do F&As, you're crazy. You know how dumb it is not to do an F&A? When the F&A opens up the ability to solve multiple problems for your clients, why would you just sell a life insurance policy when you can solve their investment problem, their debt problem, right? Their auto homeowner problem, all the various problems they have, you can solve multiple problems and make multiple commissions on one visit. And when you don't do an F&A, you got one commission. That is idiotic. That is so short term. Think, think like a business person, right? Think like a business person. You don't just sell to make any sense. Even if you go into a shoe store, right, they don't just sell shoes, they sell laces, they sell leather cleaner, they sell socks, they sell all kinds of stuff in addition to that, right? Anywhere you go, even if you go into a restaurant, right? I was just reading an article about In-N-Out Burger, right? The heir to In-N-Out Burger, she's 30 years old and she's worth like $1.1 billion, right? She inherited In-N-Out, it's a privately held company. But even in In-N-Out, which is a very simple menu, they've got three or four or five, six different types of hamburgers you can have. They have French fries, they have shakes, they have Cokes, right? They don't just have one product, they have multiple products. They don't just sell hamburgers only, right? They sell a lot of different things. Not a lot, but a lot more than one, I should say, right? So just think about that. Look, there's two difficult questions. Which of your long held beliefs are you willing to shed? Some of them are really holding you back. Which ones are you willing to get rid of? Are you willing to get rid of those crazy notions you have about money, about owning a business, about commissions, only having a commission sales business? What are they, right, about prospecting? You have some crazy beliefs about prospecting, which is why you don't do it. Or you have crazy beliefs about recruiting, which is why you don't aggressively recruit people, right? You need to get rid of those beliefs because they're holding you back from where you wanna go. So what new beliefs are you willing to adopt to replace those beliefs? Look, one of the things that has to happen for you is you've got to get to the place where you believe that what you're offering, both from a product standpoint and a business offering standpoint, is fantastic. You need to understand how our products work inside and out so you can see the beauty of those products and how significant they are in helping people solve their financial issues. Then you've gotta really understand our compensation, our business model, how it works, how overrides work, how building a business really can expand your income. You need to understand it so you can see the magic of what it is. Look, our business, for example. I mean, the one thing that really has always been so exciting to me about our business is that it doesn't require an investment of any significance to start. You can start this business, right? Even with the securities license, right? Because we have this program where they actually, the company, if you do the right things, pays for your securities license. I mean, you can literally start your business with about 99 bucks, $100, and maybe make an investment. Let's say it's under 1,000 bucks, okay, for sure, and you can get part of that back if you get field trained with your trainer. You can get all of it back, plus make a profit your first month. So you can literally start a business with the potential. Look, folks, a lot of us have made millions in this thing. I've made over $60 million, frog poaching $65 million in Primeirica, okay? You know how much I invested to start that business? Under $500. I never, ever have used $1 of any savings. I didn't have to borrow against my home. I didn't have to borrow money from relatives to start this business. It was hardly anything. When you think about what you have the potential to earn, right, so I've invested that amount of money, all the growth that I've had in my business, any investment that I've made, like opening up offices or buying material or buying personal development stuff, all that stuff, right, that I've purchased and invested in over the years has come from profits I've made in Primeirica. I made a profit my first year in Primeirica. I made $18,000, which my investment was under $500, so the profit my first year was gigantic relative to the investment. In the first five years of my business, I've made somewhere about $1.3 million, $1.4 million, something like that. In the first 60 months of my business, my outgo was $500. That's an incredible business. It's unbelievable. There are no businesses out there that you can invest that little and have that kind of potential return on your investment. Now, of course, you've gotta be prepared. One of the things that I did that allowed me to do that is I worked like a complete, relentless lunatic about growing my skillsets and growing my knowledge about the business. I didn't just fall into it. I put work into it just like you need to put work into it, but the return is ridiculous. It's absolutely ridiculous, and I have a business that's worth millions and millions of dollars as a result of that. Not only have I made that, I have a business that's worth a lot of money because I started a business with about $500. Today, it's under 1,000, and you get all that back. If you get trained and you follow the guidelines for getting a securities license, it's an amazing business. Look, that you don't see that, that you don't understand that, that you cannot articulate that is costing you recruits. It's costing you prospecting and recruiting because you don't have that belief, and then you've gotta believe that these products and services make all the difference in the world, and they do for people. The fact that you can protect a family, you know how many families, how many millions of multi-millions of dollars you pay out to beneficiaries that had no insurance or had the wrong kind of insurance? Just millions every year, folks, and all the money we've helped people save over the years and how their investments have grown, how they've been able to educate their children through the money they've saved through our investment programs at Prime America, and all that stuff, it's amazing. It's incredible the difference we make for people. Just helping people get out of debt, how awesome is that? How much less stress does a family have in their life when they get out of debt? I want you to imagine for a second, if you had no debt, you had no car payments, no credit card payments, no home mortgage payments, no payments, right, at all, and you were making even what you're making right now, how much less stress would you have in your life? Well, you have the ability to offer that to everybody you meet. Over time, you can help them accomplish that. You can do that for yourself. I mean, that's awesome. That's an awesome thing. It's way better than helping people lose 20 pounds, or help them save a couple bucks on their phone bill, or help them, I mean, most of the stuff out there that people are doing is, it might be okay, but it's, I mean, relative to how significant what we do is, it's almost inconsequential. Come on, think about it. Think about how awesome this is. When you start thinking about it, and you have a belief about our business opportunity and our product opportunity, right, that's correct, that's accurate, that sees the greatness in it, then prospecting, setting appointments, going on appointments, you know, being relentless in trying to get people to see what you have to offer, right, in both in terms of an opportunity or products becomes fantastic, it becomes easy. Look, building a business for me, honestly, wasn't difficult, it was easy because I had those strong beliefs, so then, you know, my beliefs, just like yours do, they affect your behavior, and when you believe things like it's, you know, recruiting is pushy, or sales is pushy, or making money, wanting to make a lot of money is a bad thing, and all these things, it affects your behavior. Your beliefs are driving your behavior every day, even if you don't realize it, they are. That's why you have to question every belief. Not change every belief, but question, does it work for you, or does it not work for you? The question isn't whether it's a good belief or a bad belief, the question is, does the belief work for you, or not? If it doesn't work, then you need to change it, eliminate it, get a new one in there that does work for you. Do you believe that you need to wait for permission to do this, do you believe that the kind of prospecting that you don't like to do doesn't work anymore, right? Do you believe that your competitors are beating you because of their price, do you believe you're not really good enough or big enough to make a difference? Look, we all have some self-limiting beliefs. Each and every one of us also believes the lies that we tell ourselves, or the lies that maybe our parents told us, or the lies that maybe influential adults told us in our life, right? We believe those lies because it helps us maintain an illusion or a hallucination, our model of the world. It's what we do, we search out and find evidence every day to confirm whatever we believe in. It doesn't matter, like I happen to be Mexican, right? I mean, that's my heritage, I'm an American, but I'm Mexican heritage, right? I could think, oh, because I'm a Hispanic background that I can't become wealthy, and I can't build a business, and I can't get Caucasians to follow me. Those are ridiculous beliefs, because none of them are accurate. But some people believe that. Some people believe because they're a female, they're at a disadvantage, right? It's ridiculous, right? Or some people because they're African American, or because they have an education shortage, they didn't go to college, or all that, all these beliefs that you have that you think are holding you back, that you think that are the reason you're not doing well, they're BS. The only thing holding you back is you. There's no thing holding you back. There's too many evidence, there's too much evidence of successful Hispanics, or successful African Americans, or successful female, or successful people that never went to college. There's all kinds of evidence everywhere that people can win, even though they happen to be one of those things. So as soon as you see somebody do well, right, that's in your situation, there's no longer an excuse for you. There never was one, but you've gotta eliminate those. I never saw myself as Hispanic, I saw myself as Hector Lamarck. I have nothing to do with me being born Hispanic. I couldn't have done anything about it if I wanted to, that just happens to be how I was born. Nothing to do with that, so why would I let that hold me back? The only thing I have had to do with is how I've conducted my life. The skills I've developed, the knowledge I've developed, and the actions I've taken, that I have control over. The other stuff I don't have any control over. Why even think about that? Why even talk about that? Why bring that into the equation? It's ridiculous, it's completely ridiculous to do that, yet people do it all the time. Stop it, stop doing that, stop looking for an excuse as to why you can't succeed, because there aren't any good ones out there, not any legitimate ones. Look, write down your long-held beliefs, and then write the opposing belief right next to it. Do the opposite of it. Now see if you can make the counter-argument and explore what it would mean for you to hold onto that belief. Pick a belief that you suspect is not serving you anymore. See, you need to escape from those limiting actions. You have to adopt new actions. Look, a lot of you are doing already, what you're doing already is working for you. That's good, you don't wanna get rid of that. You wanna keep what's working, right? Keep what works, and then get rid of what doesn't. There's no reason to change what works, but if you don't take some new actions, folks, if you're not getting everything you want in life, you need to take some new actions. You need to grow, you need to grow your skills, you need to grow. Look, you're not going to produce any different result next year if you don't change. You'll just have the same sales over year over year, the same income, the same everything. Don't you want to grow? Don't you wanna change? Don't you want more out of your life? Look, here's two more tough questions. It's an act of bravery to answer these honestly. It's even more courageous to take action, which is what very few people ever do, folks. Which actions are you willing to abandon? What things are you willing to abandon? What new actions are you willing to implement, right, to take? What actions do you take that no longer serve you? Like, are you a procrastinator? I used to be a procrastinator. I know about procrastinating, folks. But if you wanna win, you've gotta eliminate that. You've gotta change that belief, that behavior. Are you a dependent? Are you waiting for your upline to teach you everything, to do everything for you? You can't do that. You gotta go search out the information. Maybe you have an upline who doesn't know what the hell they're doing, or they're lazy, or they're no count, right? If that happens, that absolutely should not hold you back from where you wanna go. If you have any kind of motivation, you can find out whatever you need, and you can change your situation. You don't need to wait for your upline to do it for you. I don't care if you're brand new, you just got started yesterday, all right? You can, the information's out there. You just gotta get off your rear end and go find it, and then implement it. Look for somebody that you wanna model. Look for somebody who has a kind of business that you wanna have. Find out what they did, and then do what they did. It's not that complicated. Are always counting on someone to do the heavy lifting that you should do yourself. A lot of people are like that. They're dependent. Maybe their parents made them, I don't know. You can't be dependent. You need to be independent. What actions, if religiously taken, would propel your sales and recruiting? Do you know what that is? Well, it starts with prospecting, right? And growing your skillsets and growing your knowledge. If you would be relentless about growing your skill and growing your knowledge and prospecting simultaneously, over time, your results are just gonna get better and better and better, and you're gonna start attracting better and better people, and you're gonna build something. But it has to be religiously done, every day, nonstop, managing yourself. Who do you have to be to take those actions? Look, as you sit down, if you haven't done this already, and you write your plan for this next year, if you haven't done it, then do it. Then first decide which of your existing beliefs no longer serve you, and what beliefs might serve you better. Then decide which actions that you routinely take that might be better replaced with some new set of actions. You know what it is, come on. You know what's holding you back. You know what you're not doing. You know if you're really, really highly skilled, or you need work on your skills. You know if you know everything you need to know, or you need a lot of work. You know what you've gotta do, you know. You can blame it on your spouse, or your kids, or your upline, or the company, or whatever, but the reality, it's on you, baby, 100% on you. You know what you need to do. It's either do it or don't do it. If you don't do it, you're not doing it. If you don't do it, you go back to your life that you've always had, and you live that life that doesn't end up giving you what you really want, or you make the changes. You change your beliefs, you change your actions, and you go build something great, and you go become the person you're meant to be, and you build the business that takes care of you and your family for generations to come. You have that situation right at your fingertips. This is the price of change. This is the price of improvement. Nobody said it was gonna be easy. It's just worth it. Folks, it is so worth it. It's just amazing how worth it is. I wish I could somehow convey to you how worth it is, and the reason, folks, one of the things I do in these calls is I'm talking to you. This is the way I talk to my team, direct, straight up. Look, I know most of you aren't gonna do what I'm talking about, but some of you are. There's some of you out there that are actually hearing what I'm saying. You may not like it, but you know it's true, and then you're gonna do something about it. Some of you are gonna go, I don't like the way he talks. He's just so direct and so rough. Does he have to be so mean? Well, look, for you folks, if you have that wimpy kind of attitude, this ain't for you anyways. Any little thing's gonna throw you off. All I ever wanted was somebody to tell me the truth, what do I really need to do, and then show me where to get that information, and then just go do it. Quit looking for somebody to make you just feel good, and go make yourself feel good by doing something great with your life, by changing your life, by becoming the person you're meant to become. You're not meant to be mediocre. You're not meant to live a limiting life. You're not meant to live paycheck to paycheck. You're not meant to do that. You're meant for way more than that. Come on. If you had a child that you loved dearly, would you tell him, hey, listen, why don't you just settle for a little nine to five, and take two weeks vacation every, don't you want your kids to do something unbelievable with their lives? Why don't you set the example? Why don't you do it first? Why don't you show them how? You have that. You have that ability to do that. You have the opportunity to do that. There's nothing stopping you but you. Talk to you next week.