DAY 3 LIVE WITH TONY!!!

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i can't say it's always easy i'm guilty being greedy but i've learned to live without borders cause love's always pushing forward oh so so bye so oh

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after cause i've been waiting too long i thought you would move on i gotta say don't you know love is dangerous don't you know love is dangerous cause i've been waiting too long

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i thought you would move on i thought you're just drowning in the deep end of the pool yeah you've just been getting through but there's something deep inside you've gotta do is just a shot in the dark you know you know you know you can't stay

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where you are oh it's just a shout in the dark you're a ghost just like something's breaking through we do crazy things is you know letting go

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it's just is is is is is it my one hold on to your scars what would you do voices but just an awful dream but please

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open grace those words please grace yes is you keep me on my toes demons me you brought me back you keep me on my toes

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when i start singing thank you mmm do do i'm gonna swing you can try oh hello what's up everybody welcome to day three of the new world new you challenge how are you feeling out there just show me with your body crank the energy in your seat please one

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quick energy craig let's go we're getting it started it's day three everybody of the new world do you challenge welcome back how are you feeling out there my gosh vip is your energy is insane welcome welcome welcome it's day three everyone i'm not sure if you know this but so far you've completed to this day day three eight hours of training with the number one success coach on the planet

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and that is tony robbins give it up for everybody that is truly something to celebrate eight hours yes can you believe it's only day three normal events you guys are about 50 to 54 hours over the course of a weekend so truly we are just giving you a warm up there's this thing in our world in the tony robbins world that we call full immersion team i wish you could throw some like glitter on the screen what is it called full immersion that is when you go full tilt

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day and night and that leads to lasting change in transformation you truly have no idea the intensity and the conditioning that you and every single one of you are capable of how many of you are ready to continue training this energy inside of your body like it's just you it's in you it's as you it is you put a hand up in the air if yes put a hand up in the air and say yes so what we want to do today is embody the energy that you learned yesterday

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that identity and you're going to show up today as if this was the 50th hour of training because your brain is gonna give up before your body ever would how many of you are committed to showing up today as not the version of you that we walked in as but the version of you that you are creating if you're committed to that i want you to put both arms up in the air and i want you to give me this like little fist bump like and enjoy it why don't you do i say yes while you do it all right everyone in order to do that we need to

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show up today as that identity so i want us to have that fresh in our mind please jump into the comment box whether you are live or watching the replay you're on youtube facebook zoom get inside that chat box and type in what did you name yourself yesterday during the identity training and if you haven't picked a name yet because you haven't made a decision is it possible that we aren't making decisions in other areas of our life as well is that possible all right leaders make decisions fast and change them slow so pick a name

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you can change it later what did you name yourself catherine the great the outrageous wizard of oz wonder woman beast all right everyone sit the way that version of you sits breathe the way that version of you breathes and i need you to coach yourself today when you lose that mentality or your energy drops you're gonna snap right back and get yourself into a peak what let's try and get yourself back into a peak what all right this morning and every single day of the challenge we are going to be

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spotlighting someone in our community there's so many of you with amazing stories if we could show them all we would but we're going to be spotlighting those of you in our community that have had a transformation that matches with what we're teaching so i showed you a video yesterday about marcus who enjoyed that that true story just beautiful today we're going to show you a story about an incredible woman and truly everyone just put your hand on your heart because i watched this before we're going live today and it just fills you with emotion and this woman had a bunch of different

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identities right an identity that maybe didn't serve us in a few areas of our lives and tony taught her about identity training living a life on her terms so she started to create the life she knew she needed based on the person that she became not her old story not her old identity the version of herself that she's creating and she goes to upw and i'm not going to give away our entire story but i want you guys to watch it but here's the question i want you to think when you watch this video this morning what am i willing to do to achieve

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my dreams someone type that up for me in that chat box what am i willing to do to achieve my dreams remember people that are succeeding they're not just lucky they're doing something different what are you willing to actually do the beautiful woman i'm going to bring up to the screen her name is nye and she is amazing you're going to feel her presence the moment we turn this this video on so team let's check let's check out the story let's bring nia up to the screen so my name is nye bradley and i'm currently in

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los angeles california i've been a registered nurse now for four almost five years however nursing was not my passion nursing was an opportunity for me to help but it was not what what gave me life what truly gave me life was music i told myself that this is what i should be without actually looking into myself and seeing what i wanted to be or what i felt to be i was what everyone else

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wanted me to be i was the nurse i was the mom i was the girlfriend i was the daughter but i wasn't who i wanted to be at upw that's when i discovered hey i get to choose i don't have to stay confined to these self-limiting beliefs that i have about myself and when i realized that it was so liberating and you know tony tells you to take on a new identity

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you know and so you you choose who you want to be and so what i told myself my new identifying statement was i am like aloy i am strong i am capable i am beautiful i deserve everything and more there is nothing i cannot do and that i still say to this day there's nothing i cannot do there's nothing i cannot do i'd had this dream to attend icon music production school in los angeles and i talked to this one recruiter that

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said hey we have a job for you here in la and so i i left right off the cliff and spread my wings and i left everything behind i packed up my bags my three cats all in my jeep and we drove 23 hours to los angeles and this is where i live now and i am here working coveted contracts and it it is hard it is challenging and every day i am

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tested but every single day i remind myself i get to do this job as tony says i get to be here i get to help people i get to serve and protect and i get to practice what tony taught me which was be aware of your state before i walk into every patient room when i'm from head to toe in ppe and masks and peppers and i am in all of this gear

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when they can see nothing except my eyes i get into this beautiful state and i walk in there and every single one of my patients knows they are loved even though they can't be with their families even though they are sick and they are struggling to breathe i tell myself i get to be her family right now and so i walk into these rooms and i and i just provide care and love thank you nye and all of our first

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responders if you guys could get inside your chat box and send a message of love to her i'm just watching our team awesome has the comments up from facebook and people saying i am this i am this i am this because they're inspired by my story her heart the way that she shares with us today how many of you feel the beauty of this morning together all of us from around the world here making a decision to show up with more of ourselves how many you can feel this energy just by a show of hands all right i want you to grab that and put it in your heart

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and hold that as a piece of you that you just found this morning and take that with you into the rest of the day all right what's next we are gonna get our bodies warmed up now that you have your heart warmed up it's time to get our bodies aligned today just real quick we're going to get ourselves into a peak what one more time into a peak what and we're going to bring brian bradley up we're going to go real fast and we're going to get tony up here we have a lot to cover today then later tonight i will see you again to announce our winners from the identity challenge are you guys ready for the day

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today i want both arms up give me that double fist bump say yes please welcome back to the virtual stage you and my favorite person in the world brian bradley everybody hey guys good morning good morning if you're on the west coast good afternoon or around the world i know we have almost 200 countries here i just thought i'd dress up for you today in one of tony's companies and support a little bit of the la fc la fc so today we're going to be talking about

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a a test so i want you to stand up because i'm going to talk to you about a little bit of you know what movement and flexibility is all about so i only have a quick five minutes here actually four minutes 57 seconds emily so what we're going to do is we're going to talk about this test i just want you to stand there for a second and watch me as i bend over like most people and just hang do you notice how my hips have not moved at all and there they say well you know i'm kind of stuck i'm just real tight i'm inflexible

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but what if your pelvis actually moved and took you all the way over to the floor now guys that's that's mid to high 50s right there that's the old guy bending over like that so test it stand up shake it out and just don't bounce if you have a back problem you're saying no i don't want to do this then skip it just slowly bend over and see where you can go do you get to your knees do you get to your shin do you get to your ankle now i was talking with uh one of the greatest mma fighters because we have a big ufc fight tonight

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uh chuck liddell who's on this challenge with you guys the iceman and we go through this test to see how you know his ability to move what's that hip actually doing or are you moving from the spine so now let's interrupt it let's get you to a point where you're touching your toes together and here let me show you my socks today they're actually benjamin's 100 bills because in 2021 you're all going to increase your business model touch your toes together at 45 degrees and now watch my knees i'm going to

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tighten up my thighs and just push my knees back which you'll see sticks my butt out a little bit then you're going to interlace your hands at the back of your head just like this so you're going to look like this keep your quads tight let your stomach go i don't have a problem with that so just let your stomach go elbows back and hold that position for about 45 seconds let's go keep it held i'll show you some stuff on my camera to uh keep going you gotta hold this for 45 seconds

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here's a picture from my instagram you can see it right here i'm gonna click on this picture of something i did with connor's body yesterday because he looks amazing for tonight's fight you guys are going to realize that um when you go to this video keep it held you've got 20 seconds left i'm timing you guys there are certain machines out there that either help you in the black pants or they hurt you in the maroon shirt and we'll talk about those tomorrow when i talk about some equipment

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so real quick come out of that position shake it out and now test it again what's the difference what is the difference can you get further think about that guys give me a thumbs up if you can get further i know and i should see about 800 000 thumbs up right now from all the people that are on this challenge so if you have the two greatest fighters of all time conor mcgregor and chuck liddell doing this kind of stuff to take their bodies to the next level

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you're next you're next so take a quick drink of water before we do this i'm gonna take a quick drink of my bulletproof coffee ah love it now what you're gonna do now that we're in this position check that again we'll go through one exercise with your feet straight interlace your fingers together a 15 second hold push your arms away your feet are straight take this right above your head and look up at your hands

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drop your shoulders keep your elbows straight don't lean back you've only got 10 seconds left okay drop your arms check it again you did one exercise for your upper back what is your movement like right now so flexibility stretching is garbage garbage garbage garbage if you don't go after the reason why the muscle's tight in the first place okay here we go 20 seconds here we go set we're running go turn it on let's go just like yesterday

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turn it off you're only doing like 10 seconds to wake this up 10 10 10. faster three two one switch sides here we go ready go again faster faster faster reaching come next level this is why tony's been doing this for himself for almost 30 years you're next three two one guys welcome to day three here comes tony all right everyone

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give a big round of applause for brian bradley thank you brian we love you all right everyone last night we left you with a lingering question a cliffhanger if you will we said how many of you would like to make more money this year and just give me a show of hands how many of you said yes to that i'm just i'm just curious okay great today that is where this begins it's not just about the money it's about who we are becoming who we are begin to become at the next level to create our own economy now if you're like what the heck is she talking

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about thank goodness i'm about to bring tony up who's going to explain it to you but this is about being the creator of your life regardless of what you do for business if you're an entrepreneur a doctor a nurse like nai or a mama or a business owner a student an author a researcher manual labor it doesn't matter we all have the ability to add more value type that up in the chat box regardless of what is happening out there we all have the ability the ownership to create a rich life on our terms today

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we are going to learn from tony robbins how to do that and if you i don't know would like to i'd like to bring it up to the stage but i'm just curious if you are ready i i can't can you shake your phones for me please cause if you're ready i need to hear it from you for god's sakes it's day three are we in a peak what are we in a peak what all right we're gonna crank our energy for ten seconds take notes like crazy today get your energy up stand up out of your

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chairs if you are able and if you would stretch yourselves out lean all the way up to the top shout yes lean over to the side shout yes the other side shout yes and then let's rip the music crank the energy up there it is everybody crazy energy for 10 seconds and then when we are high enough enough velocity enough power we will bring up tony robbins if you are ready everybody keep your energy literally a giant

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come on now michael mueller i like that energy you guys have got marla hole how are you doing rice corn get jim and don wake it up come on come on let me hear you pamela russell i see you great energy amanda rice ladies and gentlemen virtual or in person grab a seed feeling great take a little swig of water so you stay

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hydrated we're going to crank today all right take that big sip and then in your chair just so you remind yourself you want the same energy in your chairs when you were standing so in your chair make the movements and sound to put you to peak state come on great energy yes awesome job everybody listen thank you again for your participation i cut myself at

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5am so i wouldn't have no sleep again watching and reading and seeing all the ways that you've shifted yourself your old identity versus your new identity your old story versus your new story right you change your story you change your life you change your identity you change everything i'm going to getting a good feel for how you can create change quickly by going to these elements of story and identity i'm getting a feel for this now here say i say i so today we're going to talk about a subject that quite frankly uh i was terrible at

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you know i i figured out how to take care of control of my body because i needed the energy and vitality and i felt like i was in control of myself i got pretty good at directing and shaping my emotions i get really great at my relationships because i'm a love i love people and so that wasn't that hard but boy in the early days money that was an issue i mean it's like i don't know what it was i could grow spiritually emotionally physically financially but when it came to the money side i was working my tail off and i remember even talking to jerome and going i don't

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understand i'm working so hard i'm working 20 hour days no exaggeration and given my all why is it not working and what i didn't realize at the time is my growing up had programmed me for poverty my growing up we had no money for food that's why i feed 100 million people every year in the united states and now i'm putting together this x prize to feed a billion people sustainably worldwide it's not because i'm so great or smart because i suffered so much i don't want anybody else to right when you know what it feels like you want someone else to go through that experience

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but what i didn't realize is some of it so much of it was psychology in fact drop this down if you would 80 of wealth is psychology 20 is mechanics 80 of wealth is your own psychology your mindset the way you utilize things in your head and the emotions that you bring up the belief systems that's what i mean by psychology and 20 is the how-to how to make money is not that hard truly but we don't realize what unconscious barriers we have see i grew up dirt poor and so my

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thought was after my mom left my fourth father and every time i heard these arguments because we had no money for food no money for anything and they would say and do things that were brutal and my mom would eventually kick my father's out before she kicked me out as well because she thought i was on his side my last dad and i just couldn't understand how come they're working so hard these are good men and they're broke they're like how come we don't have money for food and it just it was so confusing and then i remember i i somewhere in my head i made up that if i

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could make enough money then my family wouldn't suffer the way i suffered so i swore to myself someday i do incredibly well financially and i really thought that was going to solve it and the truth of the matter is when i was really young when i was just turning 17-18 i figured some tools out where i could really help a lot of people and i made a lot of money from anything i'd ever made before i remember running back to my friends and i grew up with in azusa california and glendora and this little san gabriel valley and saying guys it's like i want to go do some fun things with let's you know fly

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to egypt and let's race camels between the pyramids and i thought there would be so much joy you know and it's like easy for you i was like first time i'd ever seen this negativity towards anyone who was financially abundant and i wasn't flaunting it i was like i'll take you guys let's go you're my buddies right but i got all this kind of judgment and pain it's so weird like if you could grow spiritually should you give me a yes or no which one if you could should you grow spiritually of course if you could grow emotionally be stronger

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be wiser be more loving should you yes or no of course the answer is yes if you could be smarter should you work to use your intelligence yes or no right then why would it be any different should you make more money because the only way you make money is find a way to do more for others and someone else is doing you have to find a way to add more value but all i knew was subconsciously i made this money early on and i got all this pain and rejection and judgment so i'm a lover so what i do not consciously unconsciously i just

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started sabotaging myself i started like sleeping in i started not doing certain meetings i started getting frustrated over little stuff it was kind of like you know the thermostat i talked about my 68 degrees and i popped to 100 and my brain was like who the hell do you think you are get right back where you belong because you also want to be loved you want people to like you and so for another year year and a half i went literally near the edge of bankruptcy and you know what all of a sudden the people are judging me like tone oh i feel for you man and they wanted to hug me and you know

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support me it's the weird thing in our culture if you succeed people are really happy for a while but if you really succeed you know people tend to then try to tear somebody down because they think if you're successful they're not you might think they're incredible human beings but they judge themselves that way and then there was finally a day i remember vividly when i was doing well in every year in my life except finance and it was so dominating everything i was stressed out i couldn't do the things i wanted to support my family there all kinds of things going on was like this is [ __ ] if i can master all these other areas of

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my life i can master this as well and how is money less spiritual than anything else i'm doing that's coming from a place of contribution and you know if you add more value you should certainly be able to grow and so i started turning the corner and then i started make some new distinctions i'm going to share with you today that were invaluable that i got from my teacher jim rohn but i was thinking today like how do i keep this tight but really deliver for you and see if we can't spark a change because almost everybody needs to create their own economy today and what i mean by that is the source of

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income that comes from you using your intelligence your creativity in this new world we're in we need a new you financially as well who here struggled like i did for so long financially where you're working your ass off but you're not seeing the result and it's like frustrating as heck and in these days you could do everything right and the government can come shut you down their intention is pure but their impact is pretty severe in some cases generational like restaurants is one that bothers me the most you see third generation families and they're literally going broke we've seen somewhere between 30 to

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50 percent of them completely shut down already and so we have to figure a new way we can lick our wounds we can feel how unjust it is or we can say this is what it is and i got to deal with it how am i going to create my own economy i'm going to create a way where income can continue to come in and ideally do it in a way where i'm tied to something i have a sense of mission about it's not just about money it's about some form of contribution because the greatest business people leaders coaches anybody that's what their real focus and drive is and so they get different insights so i'm going to share that with you but i thought maybe the best way to do it is

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we all need role models you know if you really want to change your life you need a compelling future we talked about that yesterday and you need an identity well some way to get that is to find someone else who is worse off than you or similar to you and found a way to grow and expand because then you know there's a pathway to success there's a pathway to power they aren't lucky they did something different than you did it isn't just physically what they did different it's also what they did different here and here and so we're going to show you that but i thought i can explain those two but one things i try to do in all my events

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even in a really tight one like this is not just explain it to you but give you an experience of some of it in the short time that's hard to do but i can do it by bringing you in a role model i thought who would be a great role model and for me and there's so many i have so many incredible friends that are you know today multi-billionaires right and they're of every walk of life and different kind of industry but sarah blakely is one of my favorites i met sarah years ago i was on nbc the today show and it was myself and sarah and warren buffett it was

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quite an incredible meeting was pretty cool and i got a chance to visit with her afterwards and i was so moved just by who she is as a soul and her story because most of us when you see someone who's incredibly successful you think well they have this special gift the special skill and it probably looks like it because as i said before people are rewarded in public for what they practice in private constantly where they fail and you just don't see the failures they learn from the failures and now you see their successes and sarah's story is incredible so i brought her to my business mastery

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and interviewed her and so i got permission from her to be able to show you just 30 minutes of this interview 30 minutes of the core of it and i risked 25 minutes i want you to watch this because i can tell you these principles you can nod your head and go yeah well that's what tony thinks but it's really cool when you hear the principles from multiple people and really cool when you see it in a situation like sarah's where she created a product that i didn't know it was most men don't know what it is but spanx is the name how many ladies know what spanx is raise your hand if you know what spanx is look around here almost every woman

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knows what spanx is and so when she when i heard about her i didn't know what it was but she created this product and a lot of people think well she became successful she got an oprah and as a result of oprah her stuff was spread everywhere and she became a billionaire that's not how it happened so i want to show you but here's what i'm asking you to do i want you to sit up in your chair and how often do you get to learn from a self-made billionaire the youngest female billionaire in history that's who this is and what's beautiful about her is she articulates it without ego

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that's what i love about sarah she's so sincere and she really she's become a dear friend she really wants people to be helped and her example will inspire you because you'll see there's no special skill here so my question for you is while you're watching take pen and paper and i want you to take notes as if you were going to teach somebody what it is you learned from sarah and the reason is when i take notes i don't just take notes like what what interests me because later on you might need something that's not interesting right now if i'm with somebody who's brilliant i'm taking notes like crazy i'm making sure that i don't just get it in my head and

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try to remember it and then i review my notes later but i take notes like i'm going to teach because later on there's going to be someone i need to help this with it could also be me who's with me on this say i so the questions i want to be going to your mind while you're taking notes is like what really makes her succeed i want you to listen the story and really figure out what is the core i want you to figure out what does she do differently than most people right because that's where you're finding the edge where the difference in people the difference the way they live the

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difference why they deal with rejection the difference the way they persist what's different about her and then thirdly what drives her because i believe motive does matter if your motives just take care of yourself as i said in the first day you're gonna get some insight because life supports life you're part of life for your progress is important to life but if you're trying to focus on supporting a family you're supporting more of life you'll get more insight in my experience trying to support a community a company humanity you get higher and higher levels of insight so listen to hear what you feel

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her drive is and how does that affect her success are you ready let's drum up some energy before we bring her out ladies and gentlemen give it up right now come on give it up for sarah blakely there it is yes so tell us a little bit of how this came about if you would okay so wow um yeah i you know my journey to becoming an entrepreneur a lot of people talk about the sound bite in the media for 20 years has been sarah cut the feet out of her pantyhose and then spanx is

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here but it always starts way before that moment and um a little bit about my background is i grew up wanting to be a lawyer okay my father was a trial attorney and i used to beg him to get out of school to watch his closing arguments when i was growing up and i'm a really bad test taker and i basically bombed the lsat like not once but twice and so i had thought my whole life you know i debated in high school i debated in college my major was legal communications and

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then i literally bombed the lsat and at that point in time i was devastated and then i did the next logical thing when i realized i wasn't going to be able to go to law school i drove to disney world and tried out to be goofy logically right and but you have to be five eight in order to be goofy and i'm only five six so i am the perfect height of a chipmunk i became i worked at disney world for three months and that wasn't didn't feel like my life

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calling so i then fortunately and then i got a job selling fax machines door-to-door and i did that for seven years it was the only job basically other than disney that i really ever had until i started spanx and um one particular day yeah for all you cold callers i bow to you i mean it's like that is really really like really good life training um one particular day i just was so upset i pulled off the side of the road

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and i literally said i'm in the wrong movie like call the director call the writer cut this is not my life what do we talk about this week guys make decide the outcome you don't know the why you know the why you don't know the how right the tyranny of house is exactly what you did exactly i knew nothing except for that i was good at sales and i didn't want to sell someone else's product i thought that would be the ultimate if i could just come up with my own product and sell wouldn't that be amazing and if it could help people or make them feel good that would be even better

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so i wrote that in my journal and then i had no idea what it was going to be tony but i looked up and i said out loud universe please give me the idea and i was very specific i asked for it and i said if you give me the idea i will not squander it and for two years later i was still selling fax machines um i cut the feet out of control top pantyhose one night to wear under my white pants i came home that night and i was like this might be my idea how did being when you were 16 how did that

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relate am i missing no so that's that's good so i i like to say that spanx really started when i was 16 years old because um two things happened that were really sort of very difficult for me one is i was riding bikes with one of my really close friends and she was run over and killed by a car in front of me and then very shortly after that my parents separated and my dad left home and when my dad left home he walked into my bedroom and he said sweetie

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i wish i was your age when i discovered this instead of the age of 40. and he handed me wayne dyer's cassette tape series how to be a no limit person how to be a web person how to be a no limit person no limit person well and for me i was 16 i think most 16 year olds would have chucked that in the bottom of my closet and been like but because i was hurting so badly i was open and i was ready and i was uh needing something so i put the cassette tapes in and i started listening to them so much that i memorized

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all 12 tapes front and back and i started crying in my bedroom and i thought i have just spent 16 years in school being taught what to think but nobody has ever taught me how to think yes and i had this epiphany of wait i can control the way that i think i might be able to work on my mindset in a way that when something happens to me i can think about it in a way that's either going to propel me forward or hold me back

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like that's my choice so then i became a lifelong student of it because it wasn't taught in school but i noticed that for your husband death is a coach like that like there's a timeline yeah yeah and i just heard death being an instrument for you not only death of your friend but also kind of the death of a certain life a way you had life i think it plays a really big role in my life i i like to embrace my own mortality i like to think about it it doesn't it doesn't really scare me it's just something that i think about often yeah and it fuels me

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like that this is temporary that i have one shot at life that this is not a dress rehearsal and so um it also puts things in perspective you know for me if i get really scared i'm like i'm gonna be dead one day like no one's really going to even like i'll just it just humanizes and makes things feel not as significant that's beautiful you face it rather than let some people keep it behind them right but you've used it for urgency i did and i mean i think at 16 a lot of us go through this natural kind of hopefully

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you know facing our own mortality if you go through the natural progression maybe in your 50s 60s you might lose a parent or maybe you've lost a grandparent before that that feels a little more like on plan but when you're 16 years old and you're talking to your friend about high school stuff and then the next minute she's run over by a car um that's that was intense and it really put a mirror up of like whoa wait this is really now and that's all you have is this moment that sense of urgency yeah that sense of

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hunger that doesn't go away right as something that i found is the most common denominator of the most successful people ever known it intelligence i love look at the intelligent people you're obviously wickedly smart and so is your husband but there's a lot of people smart that never maximize because they don't have that sense of urgency or a sense of a purpose or a meaning larger than themselves yeah tell me a little bit about because i also work door-to-door sales i didn't know that about you tell me what you got out of door sales that became helped you to succeed in business if something did like what were some of the distinctions or experiences that helped to make you successful as a

01:06:54

business person as an entrepreneur it taught me about what's in it for me we'd talk about it w-i-i-f-m that when you get a moment with someone they're looking for the what's in it for them and i learned i need to deliver that in my message very quickly or i lose them yes you know so it wasn't like hey i'm selling a fax machine it was like hey i really believe i can improve your life and improve the quality of what you're doing because of business just like yours you know i i made it about them tell me about the

01:07:25

role your father has played in your life you told us one of the most important ones how he got you to realize you could control and direct your own thinking let's talk about the failure thing you shared with me is that accuracy my memory yes that is accurate my dad growing up would actually encourage me to fail so i would come home from school and he would say to my brother and me so would you guys fail at this week and if i didn't have something he would actually be disappointed so you know it flipped the whole model on its head and i would come home from school and i

01:07:55

can remember i'd be like dad dad i tried out for this and i was horrible and he'd be like way to go and he'd high-five me and i didn't realize it at the time but he was just changing my definition of failure my definition of failure became not about the outcome but about not trying and so for me going through life my only failures are when i didn't try it because i was scared tell us how did you i'm sorry i didn't mean right now i was just gonna say you know when you don't know how it's supposed to be done

01:08:27

that means you're going to do it differently my husband mentioned that but i really do believe that but this is why most people don't do it without the expertise the self-doubt the talk track how did you deal with that you i've been working i'm serious i've been working on my negative self-talk in my talk track by listening to these these you know this positive messaging so i i feel like i you know i wish more people out there that don't know how it's supposed to be

01:08:57

done would trust that and do that because that's where like the real that's what moves life and society forward that's where change happens because if you do it like everybody else it's not change it's not innovation abraham that's beautiful so true so once you get this man on board who's gonna manufacture for you yeah and you got your patent did you go i know at some point you got denim and marcus and oprah but what's kind of the sequence when did you have your first breakthrough after actually getting somebody to believe in it and get the legal done

01:09:30

did you go out and call on department stores i did i called on neiman's that was the first place you went yeah wow so what what this goes to not knowing how it's supposed to be done and how it can work in your favor but um i called neiman marcus i looked them up in the yellow pages and i called the one in atlanta where i lived and i said hi this is sarah you know i've invented something and the lady started laughing at me she goes well we have a buying office and it's in dallas so you should call there and i said okay and i learned from my cold calling days not to leave a message so i called for i

01:10:01

think it was three to five days before the hosiery buyer ever picked up i never left a message i just kept hanging up and all day at odd times i'd try her finally she answered and i just said hi this is sarah blakely and i've invented something that's going to change the way your customers wear clothes and help all your sales people sell more oh what a great benefit boy you're you're training to get your message out of here yeah and she was like okay mail it to me and i was like i can't mail it to you you know i have to come in person and

01:10:31

she went back and forth on that i said look you got nothing to lose you can kick me out after 10 minutes just let me fly there and she said if you're willing to fly here i'll give you 10 minutes and i got on a plane and i had my lucky red backpack from college um which literally it is lucky and my friends begs me not to take it tony they were like sarah no no you're going to going to the neiman marcus headquarters do not bring that old dirty red backpack and they were like buy a prada bag return it

01:11:03

the next day like whatever you need to do and i was like no i got to bring it it's good luck so i flew there i'm sitting with this lady that is perfect i mean her like dress matched her pen that matched her shoes right and i'm sitting there like with my red backpack from college in east pack and i had my prototype in a ziploc bag from my um and i had a color copy of the packaging and five minutes into my pitch i was losing her i mean i i think non-verbals are

01:11:33

more important than verbal and i learned that in sales i pay attention to the non-verbal so you know so many times i'd be selling my fax machine and someone would go i love it it's great and i'm going to call you tomorrow and i'd be like oh god and i would even say to them you know what you're shaking your head no but you're telling me yes that's a little concerning like can you really be honest with me and what's what's the big issue and then they'd be like blah and then i get one last chance to be able so anyway her non-verbals were like clear as day i was like oh god

01:12:03

so i just randomly i said diane will you come to the bathroom with me she's like talking about breaking her powder she's like excuse me i said i know it's a little weird but when you come to the bathroom with me i'm gonna show you my product on and not on and i went into the stall and i showed her under white pants without spanx and then i put them on and i came out and i showed her with spanx and she immediately went i get it it's brilliant and i'm going to try it in seven stores and i was like yes

01:12:34

wow so that's awesome so when they put them in to me marcus did they take off right away or did you have to do some other form of marketing well they did but i had a little something to do with that yeah i bet you did yeah so um she said i'm going to try them in seven stores which was amazing and i immediately called everyone i knew in those seven cities and i paid them to buy spanx you and jesse are twin souls i can see that for sure i totally paid people to buy spanx i was like hi it's

01:13:11

sarah we sat next to each other in fourth grade i know i know i haven't talked to you since but i just created this product called spanx i'll mail you a check go in tell the salesperson you've been looking for it for your whole life and um and i literally bought up a lot of my product and um you know the niem inspire called me and she's like we are selling out i was like no kidding i can't believe it and then um just as i was running out of money uh oprah called and that was like i got a chance to be one of oprah's favorite things which

01:13:40

oh my gosh amazing yeah it was amazing and um but and you were running out of cash oh yeah for sure yeah and so but i i wanted to say something also about the not knowing how it's supposed to be done so after i got into neiman's all of these people in the industry came up to me and they're like how in the world did you land neiman's and i would look at him and i go i called them i'm not even kidding and we would just stare at each other they'd be like what do you mean you called them i'm like i called them why what do you do

01:14:12

they're like i go to trade shows and i've been setting up a booth for the last like six years and everyone says that around year six or seven neiman's comes to your booth and i was like i didn't even know their trade shows so there's so much to be said that that one example i think is so telling about trusting not knowing how it's supposed to be done yes and i basically sat in my apartment and said what is the most effective way for me to get awareness brand awareness for no money

01:14:44

and i just wrote i wrote all of the ideas down i was like send product to people like oprah call every radio station in america call uh all the editors of every fashion magazine i went to you know the store and i bought every fashion magazine and i circled names in the front how did you pick your first employees what was your criteria well i like to say as soon as you can afford to hire your weaknesses and i knew when you're an entrepreneur you know what your weaknesses are it's usually what you don't enjoy too so it became pretty clear to me that

01:15:15

i wasn't good at operations that i wasn't good at the accounting and the inventory side of the business because in the beginning i'm just going to tell you what was going through my mind over and over again make it sell it build awareness because i think a lot of times you get you get it's very easy to get distracted on things that aren't really going to give you that return on investment well it keeps it simple and you know complexity is the enemy of execution right you kept it simple everybody could be focused i've heard you say you know start some of your advice often start small think big and scale quickly

01:15:47

yeah tell us what that means to you i mean it it really means well now that i've been doing this 20 years i kind of realized that a lot of people want to start big and i was totally cool with not starting big i was like i'ma start small i'm gonna i'm gonna learn i'm going to listen to the customer what does she like or not like about the product before i iterate the next one and um but you know i also was scaling fast and building awareness because i wanted people to know i was the first

01:16:18

to market i knew competition was going to come in it's always coming in i mean it's literally like walking through a land field or something i mean how do you build so much trust with your clients i always tell people don't follow up with your product fall in love with your clients because products and services need to change but if you fall in love with them you can serve them have you built such trust have you built such a brand over the years what do you think it is that you deliver and what's your philosophy on marketing because there's a great deal of humor in it that i see and just authenticity and warmness how do you translate that when a company becomes as

01:16:48

big as you are i think you know i've always been really honest with her and i've always been really direct and i talked to her the way that i would talk to her if i ran into her instead of like through a marketing spin sitting in a conference room so i feel like that i've also been very vulnerable as the founder and the owner i mean from the very beginning tony i was standing in neiman's like once i landed the neiman's order a lot of entrepreneurs might think i've arrived i landed neiman's i was like

01:17:18

this is my chance and i will not not have this work so i took two years and stood in every neiman's in the country and then all the other nordstrom stacks and sold the product for them to their customers wow i had a personal relationship with you yeah but i mean i just looked at the landscape i was like okay they're gonna put me in the sleepiest corner of the store where nobody goes and a sales associate who's making 10 or 12 an hour is in charge of my fate i was like i don't think so

01:17:50

i do not think so so i literally i mean the store didn't ask me to i did what are called spanx days and i stood there all day i would go at 8 30 in the morning i would do a morning rally for all of the sales associates before the store opened and i had to really hustle because the rule was you really only do it to the department that you're selling in but i knew like those three hosiery sales reps wasn't really gonna make the biggest impact for me being there so i would run around and beg the women that sold couture and the women that sold makeup and the women and men in shoes

01:18:21

i gave free product away i was like i'm gonna give free product away i was like there's a contest i mean i just whatever i could do to get them to attend my morning meeting and i did this and then i stood for you know seven to eight hours a day and sold spanx out of the hosiery department in the entrance of spanx i mean of neiman's um without permission which is a big key uh i neiman's is really uptight about their visual and i went to target when i did this at the time and i bought those those things that go on your desk that

01:18:51

hold envelopes like an envelope holder and i put them at every single register in neiman's and threw three pair of spanx or four pair of spanx and it would just walk away and ever like you know i just remember somebody asking me is this do you have approval for this i was like absolutely but then what happened was what happened was everybody thought somebody else had approved it they didn't realize no one had approved it so i was trying to get spanx out of the corner of the store that i knew it wasn't going to sell in

01:19:22

i was like this is my biggest challenge well had i not gone to the place that it was being sold i probably wouldn't have recognized that's really my biggest objection is that the women that are wearing great dresses and slacks and aren't going even to the hosiery department won't know this is there so i had to break a lot of rules to get it done and then by the time that they realized no one had approved it um the ceo at the time bert tansky uh said you know they saw what the sales were doing on this 20 item and he said whatever this girl's doing let her keep doing it

01:19:53

how many years did you do that for for two for two years you ever have about incredible you live in a world where people read about you know somebody in the tech business or something you know hitting a home run in two years you know making a billion dollars and and it deludes people because ninety-five percent of businesses in the world will know well only five percent ever even do a million dollars growth and so i think people beat themselves up and they think somebody got lucky or i think a lot of people think you got an oprah and that was the game so i'm so grateful you're sharing this i mean you think of the details she thought through

01:20:26

to give people an experience not just tell them about it you know and doing whatever it took i mean i mean i literally did whatever it took to succeed i i when i tell you this i mean i um yeah i got a lot of rejection standing there i mean you know not everybody was always happy for me to be like hey check this out but i took a picture of my like own butt i laminated it in before and after and i stood there and showed people like this my butt with like a panty line and cellulite on it under white pants

01:20:57

and i'd like this is me look this is before and this is after and people were like but i also think that that vulnerability i mean so many people said to me like you i don't know that you should be the before and after butt model as the founder and i'm like but i need this product like this is the whole why and you know so i just was connecting with people that way but you know what else happened is i built a sales force that wasn't on my payroll because every store that i hid became an advocate for me and my brand they were rooting for me and i'd spent that whole day there getting to know them and selling them

01:21:28

on why this was such a great product but i wouldn't leave a store without talking to every employee including the ladies that did gift wrap i would run back to gift drop and be like hi i'm sarah here's my pitch i know you're gonna love it you know i mean it's just like i didn't want to leave one stone unturned especially if i'd taken the time to fly there and go there because it was expensive and i told my team back home one time tony i was like i'm going to california and because the flights are really expensive i land in san diego and 21 days later i leave out of san francisco and i'm

01:21:59

hitting every store between san diego and san francisco that's extraordinary and i had map quest at the time and i was like freaking out i don't know where i was half the time and i did every single day including sundays for 21 days wow and my feet were like blisters everywhere because i mean at neiman's i couldn't wear i had to look the part so i was in like really high heels and trying to be in a cute outfit for those ladies and i got on the plane after 21 days on in san francisco and i sat on the plane and the guy next to me is like hey how are you and i'm like

01:22:30

i just started falling i just bawled and bawled the whole flight back he was like are you okay i'm like fine i'm fine so tired so anyway but that's yeah i mean the oprah was amazing but i mean i had to sell it myself too yes you to you know i've always talked about you know people that their business don't usually maximize it because they get excited initially and then it doesn't work out the way they want and there was a guy named mel fisher that i usually share with a group here who you know went for 16 years looking for a gold treasure

01:23:01

true story and he found it you may remember he found it but he went 15 years with not a single gold coin he lost members of his team who died on trips i mean to be able to keep going and doing that so you know the kind of the three beliefs are you know that aspect of i got him to leave the treasures out there if you don't certain the treasures out there you're not gonna find it and i gotta believe i'm gonna find it and i gotta know it's worth it which comes back to one word why and so for you to drive that hard pretty strong wild what's your why and i i think you know what i've heard you talking

01:23:32

with people i know you bring that up it is for me too it's like people don't have to know the how if they got a strong enough what they're after and why right what was the why for you what's the why today so my why is all about the opportunity of being a woman born in the right country at the right time which i had nothing to do with that's just pure grace luck yes and um i looked at my mom and my grandmothers and i saw their limited choices

01:24:02

and they inspired me their limited choices inspired me i mean my mom is 22 years older than me that's only that is the smallest amount of time when you think about the scheme of how long human beings have been on this planet by 22 years i made it that my options were you know i i could fulfill my own dreams and potential so my why was very much i feel like i was doing this for a not to squander the opportunity that was given to me it's just something i've felt since i was a little girl i'm not sure if i brought it into this lifetime or

01:24:34

where it came from because it just has always been there and then um i just was you know for all the women that still don't have this opportunity so a lot of people ask me also how you handle self-doubt self-doubt is you know constantly positive messaging from people like tony and you know wayne dyer and these amazing souls that have been out there giving us these positive messages but it's also when you can do something that's bigger than yourself yes the self-doubt becomes a lot smaller

01:25:05

it's not about you anymore right yeah so when it's all about you if it's only about you it's a lot easier to be like i don't want to make that call today whatever you know or i'm too scared to go through the door at neiman's but when i'm going through the door at neiman's on behalf of all the women that came before me that didn't have this chance and all the women on the planet who still don't i could be crying in the car and shaking i'm going through the door sarah you're an amazing soul but the most amazing thing is you show other people that anyone can tap who they are and it's like you've attended this week isn't this

01:25:36

you've lived all things have been trying to teach everybody you're bringing them up which is the most important thing is to find something you care about more than yourself yeah because that's business is a spiritual game it's all about how can you do more further than anybody else but you only do so much for yourself so you found that and it's beautiful and you haven't lost it over 20 years that's what's really special and you know i had somebody ask me larry like how do you find something that you're that passionate about and one of the things that i like to just tell people it's just a simple little litmus test of it is like what makes you cry

01:26:06

whatever makes you cry or what makes you feel really sad that's it you know there it is and there's always a way no matter what your business is if it's financial if it's this if it's that there's always a way to tie it into something that means more to you than than the business of course the customer means everything to you you ask me why i'm still doing this 20 years later i care so much about the woman and i also not only when i was trying to solve an undergarment issue for myself i stood on the floors of these

01:26:36

manufacturing plants in north carolina and i realized there weren't any women in the room and i was like wow you know and it didn't really seem like they were caring the industry was caring about how we felt and so i stood on the floor that day and i remember saying to myself like i'll be that person i'll be the girl that cares about how the women feel in these things and so you know that's still been the lens for me at spanx and there's still so much left to make that i can make better for

01:27:06

her yeah i got a chance to be on qvc and i came off of an eight-minute segment and had sold something like 20 000 pair and you know standing in the department stores a really good day would be selling like 50. i'd get to the hotel room you'd be like i sold 50 today so i went into the green room and i have this very visual moment of like collapsing on the couch there and thinking i'm not a one-hit wonder i'm a company that's my second product and they like it

01:27:37

give it up ladies and gentlemen give it up for sarah stand up shake your body out come on stand up come on now wake it up that's it great energy was christine raleigh luis rodriguez naturally let me hear you out there ladies and gentlemen i'll do the energy of somebody else on the screen i'll do them come on that's it

01:28:44

high fives all around go virtual grab a seat feeling strong you know the drill once you get in your chair make your energy even stronger in the chair go go yes all right how many enjoy that how many got a lot out of that conversation here say i say i well i want you to think about when you see someone looks like an overnight success that's a 20-year overnight success but self-made billionaire did it on her

01:29:47

terms but i told you to start with that 80 percent of wealth building as psychology and 20 is mechanics how much of what she did was mechanical was strategic she's very smart but most of it was really psychology if you see that raise your hand say i see i i looked at my notes again because i take notes every time i'm around somebody you know i know him well it was like once again what made her successful seven years of door-to-door sales without that none of this would happen because she learned to develop the skill

01:30:19

of knowing what how to get across to someone how in a short time to make sure you put the benefit in their terms how to read their body language all that came from seven years also the persistence that's required to be in door-to-door sales for seven years i was in it for three and a half years i completely relate i used to go and sell music to people they call people up and say hey we're a great new music company area what kind of music do you like when are people going to drop by and give you a free gift and then i would talk my own the door and give a

01:30:49

two hour presentation on why you should sign up for this music club where you had to get so many tapes a month and like i learned how to talk to people that were drunk i was in rich people's homes i was in poor people's homes i was poor i had to learn how to discipline and push myself through it two in the morning all of that background made it possible for her to do this now you don't have to go through all that background but you need skill and that skill of understanding human beings what else how about her dad her dad teaching her every day what have you failed that and celebrating it

01:31:21

teaching her to redefine failure that's one of the biggest reasons people fail yesterday during our zoom call several people brought up their fear of failure or the issues how to deal with it because it's critical because failure is learning if you learn it's not a failure and her dad taught her that every single day till she was willing to just try anything she wasn't afraid anymore not because she wasn't afraid but because she'd done it so many times remember i said i don't care how you feel do it do it do it do it and suddenly you'll feel good don't wait to feel good before you do it or you'll never begin

01:31:52

what else did you have credible sense of urgency did you get that right death death made to remember hey i'm not going to be here forever we get one shot people forget that but that sense of urgency made her drive then how did she find her way because many of you have a vehicle how many already have a financial vehicle meaning you own your own business or a beginning one let me see if your hands percentage-wise huge percentage how many of you don't yet have a vehicle meaning you're just all you have currently is a job or a career you don't have a vehicle of your own economy per se

01:32:22

okay so how did she find that vehicle she asked so i you know my teacher jim rohn used to say ask and you shall what receive it's a pretty good formula right it's in the good book but what i learned being around jim rohn was you can't just ask like give me a million dollars you got to ask specifically if you say give me more money here's a dollar you're out of here so ask specifically jot it down if you're going to ask for something you got to ask specifically but you also secondly have to give something first you have to add value to them first

01:32:55

if you ask for something you've done nothing for the person there's no added value see one of the great things she did is learn how in the first few moments to get across the added value she could deliver for someone and then to ask specifically you add value to that person third you got to ask someone who can say yes you don't go to somebody and say loan me a million they're gonna go a million what if they make fifty thousand dollars a year they know what you're talking about you have to go to someone has the ability to say yes and she did that she didn't know how thank god she didn't know so she called locally they said

01:33:25

call dallas she learned remember from her time in sales don't leave a message they'll block me out let me get her on the phone and when she said mail it to me she said no you have nothing to lose give me 10 minutes and then what she read the woman saw she was feeling miserably so what do you do when you're failing try anything else so what did she say man would you please come with me to the bathroom that'll jolt you a little bit let me show you let me show you what i'm talking about and the minute the woman's logic goes i get it i'm in now by the way many of you would think she goes

01:33:55

i'm going to put you in seven neiman marcus most people go oh my god i've made it what was different about sarah she didn't say i made it she said i'm going to go to all seven of those stores and i'm going to work them every weekend i'm going to reverse i'm going to go weekdays she was there 10 12 hours a day she was there before they open afterwards she made connections and rapport with people not only in the garments department but all the other departments where she thought women might want this she gave away her stuff the other thing she did massive action how many radio stations

01:34:26

did she write down to call and actually end up doing every radio station in america that's called massive action that's how you become a billionaire by the way it's not that hard if you just do it diligently break it down a certain amount per day right who am i going to send this to anybody of influence she looked at every tool possible and then after she quote made it at neiman she was still there two years and breaking the rules elegantly but she was successful so they eventually let her keep breaking the rules the ceo said let her keep doing

01:34:56

whatever she's doing it's working right then she finally gets oprah that starts to kick her over the edge but then if you knew the rest of her story blow your mind and by the way what did she do she didn't hope that people would show up at neiman's what was her whole strategy make it sell it build awareness how'd she build the awareness she went worked her tail off year after year day after day and all these retail studios like she said selling 50 would have been a big deal in those days that won't make you a billionaire but she knew she was building something

01:35:26

and what else did she do she paid her friends and friends she'd not seen in years to go buy some of this to build the awareness to build the desire and build the hunger what else did she said almost everybody wants to start big she goes i started small so we could go on and on and on there's so much how many got immense set of notes out of this valuable tools for you say i but the main reason i wanted to share it with you is this is there anything she did that you couldn't do i want you to be honest with yourself

01:35:57

how many of you could do anything she did if you really focused yourself and discipline yourself there wasn't some special skill there the skill was the right mindset and psychology and emotion so let me let's address that right now because one of the biggest changes in my life economically was when i got a chance to meet jim rohn this personal development speaker that i know some of you have heard it's a beautiful man he used to do this three and a half hour seminar i went to work for him and i probably attended 65 70 of them i took notes in every single

01:36:28

one i remember i'd be sitting my clients would be around me go you've taken that many notes haven't you been here before yeah that's my 50th one because i understood that repetition is the mother of mastery that sometimes you know something intellectually but you're not doing it instead of beating yourself up you need the repetition until it gets in your body and it takes over and i'll tell you the one of the great times though is when i went to him and i said you know i don't understand this i'm working around the clock i'm working 20 hour days i'm sleeping three four hours a night and i'm broke it's not working he said tony you're in

01:36:58

a building phase i said well i've been building for a long time he goes it seems like a long time to you but it's not a long time for what it takes to succeed and then i said to him i'm afraid i'm going to be like my dad's i mean they were such good men and we had no money for food and at the time i remember him saying i said can you explain to me what they're doing wrong i said they're good men and he said tony if they didn't do anything wrong he said you need to understand this and i was sharing this the other day with some of the people on the zoom call but i told him i want to repeat it because you all need to get this this is such a

01:37:28

fundamental understanding it changed my whole life it's basic but it's life-changing when you own it not intellectually understand it but get in your body and that thought was he said tony we're all equal as souls but we're not equal in the marketplace and by the way this lesson is why you hear so many kids talking about socialism i went to the ussr the soviet union was still the soviet union i was invited there i spent two weeks traveling the country and it made me a capitalist because i saw these people standing in

01:37:58

line begging to get a little half a bloat of bread and some milk and it was taking all day standing in line to do it this was the equality that was promised meanwhile we were on a train they were serving caviar to the members on the train there there's no [ __ ] there's no equal in communism there's those with power and those without and i came back and i was on fire and i remember him saying this i know why kids today think oh communism sounds great it sounds like free stuff i think we can just print money still there's a limit to that and most of you understand all of a sudden people won't buy your

01:38:29

paper anymore it's not worth much and so bottom line is i got to see what he was talking about because what he said was tony it all comes down to added value please jot that down your target in life is to become more valuable to people who have something in need that you can deliver if you can add more value than anybody else you will dominate that marketplace and you won't start there you got to build to adding that value but you could start with adding more value right now than anybody else even if you're new and the more people know it the more

01:39:00

you'll grow and then you explain it to me really well because i said it's so unfair like you see somebody working at mcdonald's and they don't even have a living wage or you see a school teacher making you know 35 40 000 a year and you see some hedge fund guy make you know a billion dollars in a year and jim was really great with me he said tony i appreciate your compassion for those people i have the same compassion but they're not understanding that they're equal as souls but the marketplace a free marketplace

01:39:31

requires you add more value so here's the problem if you work at mcdonald's you get minimum wage because anyone can do that job there's not much added value and today it's going to start to become machines as you all know those jobs are going to disappear today you can learn to work at mcdonald's in an hour or less you don't even have to be able to speak the language perfectly because they have pictures of what the food is you only have to read it and that's allowed them to have a system they could duplicate worldwide great for system great for a business not great for the income of that individual because it's a starter job but some people stay at the starter job

01:40:02

because they don't learn more skills our job in the environment where the world is changing right now this new world your job is to retool yourself your job is to figure out what's needed not just what you want to give but what do people need today and how can you become incredibly valuable meaning that that's how you build your own economy and the bottom line is he said now tony you know the teacher he said you're right they're doing the most important jobs in the world he said but what's the quality of the result that most teachers produce

01:40:33

and how many people do they work with 25 30 35 he said so it's beautifully important but there isn't a standard that's measured most teachers they get tenure so they don't have to keep measuring so a lot of great teachers out there but not all of them are great and so that's what stands there it's a small number of people now let's take a look at this guy here's you know to give an idea jim simmons last year i believe he was the highest return for anybody in terms of investments and so forth he made 1.8 billion dollars last year thrown up on

01:41:04

the screen some people said this is unbelievable but he had a 39 return compounded for the last 10 years and a 66 return over the last 30. if you put your money in the bank right now and you just give it to the bank you get what a half a percent a quarter three quarters of percent one percent if you're lucky see at one percent it's going to take 72 years for your money to double with jim your money doubles literally every two and a third years

01:41:34

that's pretty wild at that rate people become wealthy and he's providing that for non-profit foundations that are feeding people he's providing that for business he's providing for families so he's making hundreds of billions of dollars for people so he makes 1.8 billion see that's a fair deal he's adding that much value he's not he said i'm not saying that the teacher is less valuable i'm saying she's serving fewer people and the standard of measurement isn't as absolute as is here so he also said you got to decide where you want to be i said well i'm a teacher that's the

01:42:06

essence of what i am and what i'm about he goes yes but if you want to be a great teacher and you want to touch a lot of lies figure out how to touch hundreds of thousands or maybe a million people in your lifetime i said i want to do a million i want to do a billion people he laughed and said well maybe that's possible and of course today it's possible for anybody because we're all connected worldwide we've got seven and a half billion people most of them have some form of connection to the internet and another two billion are going to join the internet in the next three years the size of the marketplace the size of who you can serve is great if

01:42:37

you can find a way to add more value so i look at business or your personal economy as a spiritual game because what is every religion on the planet if you take away your attachment to the religion what's the core message one core message of every religion on the planet so that we can live together and love each other and be together as love thy neighbor like myself which means if you want to succeed in business here's my advice no matter what it's even if you haven't started business don't fall in love with your product or service that's the

01:43:08

biggest mistake that people make because your product and service needs to change it'll be meeting your needs successful people fall in love with their ideal clients they figure out who's my client i can serve best who can i do the most for and they fall in love with them they dream and think about everything about them what do they need what do they want what what's the pain in life how can i get rid of it that's what sarah did she found a universal need amongst most women and she found a simple solution that was really elegant profound and cost-effective

01:43:39

and she promoted it like nobody ever thought could be promoted she never stops promoting she still promotes she's you know multi-billionaire and the ceo of her own company you know so i don't care who it is i you know those who come to my you know life masters i should say to the unleashed power within event you know you'll meet another lady that's extraordinary that always comes and speaks for her because her life was shaped by my work as well in the early days she was a waitress and she used to save her money to buy my personal power tapes and then she listened to them every day and that's jamie kern lima who created

01:44:10

it cosmetics she just sold her business for a billion dollars same exact situation no money no background just the right psychology enough massive action and this incredible desire to serve women i mean men told her things some of the guys you're trying to raise money with i got to punch them in the face one of them pulled her aside and said we're not going to invest she said why we're going so fast and he said i can't see women responding to a woman who looks like you for makeup i mean it's like she went through so much [ __ ] and here she is you know a

01:44:41

champion of entrepreneurship a champion of women someone who's lived life on our terms that she had no background no business no anything she just did the right things in her own psychology and mine she found a way to add more value and she found a way to add value to a group of women that don't look like a model who has not eaten for six months or was on heroin right right she for real women and getting real women to feel loved and appreciated so she didn't just deliver a product she delivered an identity to people

01:45:10

so i want you to know if you can find a way to do more for others anybody else and you do it often enough consistent enough enough massive action without the fear of failure or you have the fear of failure to do it anyway you can write your own ticket but you will probably overestimate what you do in the first year meaning you'll think you're going to do more than you will but you'll underestimate what you can do in a decade if you keep going i look at my life it's been four and a half decades since i began this journey at 17. 44 years in 44 years you can learn a few

01:45:41

things if you keep growing 44 years i've been to find a way to keep serving more and more people and as a result i have this privileged life where i can travel the earth and everywhere i have friends people come up and share with me how their life has changed by my work there's no greater gift on the planet except my kids and my wife your health of course so why not why not take this time to either take the business you're in and grow it geometrically by thinking differently or to create your own business or if you're going to work for someone else you want to think like an owner that's what i teach

01:46:12

everyone people come to my business master we do five days and nights ninety percent of people are business owners ten percent are people that work for someone else i teach them if you think like an owner if you make decisions like an owner you will become one you don't have to have the money you don't have to start the business that person in order to keep you if you have that value is going to give you a percentage of profits and then you have no downside you can't lose money you only make money when it makes money which is the same as the owner only they have the downside or if they don't see your value you'll start your own company once you learn

01:46:42

enough skills that's how you make your own economy happen is this making sense to you if it is put up that hand say i say i it really we make it so complex because somewhere in our heads we don't we think we're an imposter we're not good enough we don't have the skills and you may not to start with she didn't to start with i didn't to start with no one i know who's really truly successful started with nothing had what it took to start with but you gotta get started

01:47:14

and if you understand the values all of a sudden i understood why my fathers were broke my natural father you know worked for 45 years in an underground parking lot taking people's tickets something that a robot does now our machine does now and he had no dynamic life and i saw the pain in him he drank alcohol like crazy he wasn't a mean drunk he just wanted to get away from the pain because he didn't figure out how to add more value he didn't read tool listen there are changes coming to our economy that are the greatest opportunity on earth for you

01:47:44

but you have to understand that you got to think differently than the average person you got to think where is there a need that i could find a way to add value you know i have a friend joe gebby who started airbnb you know how it started joe and his two buddies had an apartment and they couldn't pay their rent and sure enough there's a they're trying to figure out what to do and there was a convention coming to town and everything was sold out all the hotels were sold out it was written in the newspaper so they said well what if we get like three air mattresses

01:48:14

that's where airbnb comes air mattresses we put them on the ground and we rent our space and we'll give them a little breakfast too airbnb that's what and they did it and they made a couple thousand bucks but everybody looks and goes oh my god the thing just blew up five years into it they still weren't making any money they failed multiple times there was a big you know convention for obama and denver and they're like okay everybody's talking about there aren't enough hotel rooms let's go over there and they got 800 people to sign up to use their houses it was a

01:48:46

burst for them and then it still collapsed and didn't work i won't waste your time telling the whole story go study it for yourself but joe today his company just went public two weeks ago it's worth a hundred billion dollars from not being able to pay his own rent and that's all happened in what nine years ten years but the first five years looked pretty horrible so i don't care what it is you're trying to create they found a way to add value and here's what's amazing guys we're living in a world where things are changing so rapidly

01:49:17

that people that are starting with nothing today can disrupt businesses that been around a century do you know look at airbnb it's a hundred billion dollars let's look at a hotel like the hilton or the marriott they've been around 100 years and their valuation is like what a third of what this is an airbnb doesn't own one piece of property that's crazy you can look at a company like in a rental car company like hertz been around what 60 years

01:49:48

worth billions you look at uber it's worth five times as much they don't own one car they've made no investments in cars whatsoever they just found a better way to meet people's needs so today if you can think outside the nine dots with some little idea like i'm gonna put an air mattress on my ground because there's needs for more space if you got enough persistence and you keep changing and improving by the way along the way they learn all kinds of little things like having professional photography of people's places they flew to new york and they sat down with

01:50:18

went around to 40 people's locations did professional photography changed it they just kept altering and altering and altering until they hit the jackpot and now they're still figuring out how to improve it so the cool thing about business is it's spiritual if you can do enough for other people that you fall in love with and you over deliver for them you will create raving fans and with raving fans you will build a brand and with the brand you will have an identity that will make people seek you out now this is an instant riches tomorrow

01:50:48

but it's a way for you to take anything you've been working on and take it to another level so in order to do that though you got to think about the fact that i'm sure what stops many people from doing this again you can do this in a company you already work for you can just become entrepreneurial within the company acting like an owner adds so much value they move you up or you can do it with your own business but if you can do with your own business here's the caution the reality the only people that make it have a unique psychology and i call it a gladiator psychology because here's why 50 of all businesses die in the first

01:51:20

year and it's easy to start a business with very little money now because of the web but still half of them are gone within a year isn't that crazy 80 percent are gone in five years 96 fail in a 10-year period of time that means four percent four out of a hundred are even still standing ten years from now that doesn't mean they're profitable so this is not an easy thing to do so think about this the only person who can do this is a person if your mindset is like a gladiator gladiator think about who wants to play a game

01:51:52

where the more often you play the more likely you die and those the statistics in business right so who does that a gladiator somebody who says i'm to walk in the middle there everybody else is going to slay but it doesn't matter somehow i'm going to find the way to serve somehow i'm going to break through it all somehow i'm going to make that happen and by the way when's the right time to start your own business when's the right time to take your business to the next level and easy times are tough times there's four seasons of economic life

01:52:23

there's a spring time when everything's easy and it grows it's like explosive there's the summer where now you get tested you're working hard but you're not getting much reward it's sweaty and hot there's the fall the autumn whenever all the colors change and you reap these rewards and everything seems to flow and people want you to buy a house even though you have no money or no credit right the stock market goes crazy and then there's winter that always follows the fall where all of a sudden looks like nothing's working do you know that of the fortune 1000 the largest

01:52:54

companies in the world today that more than 65 of them were started in an economic winter meaning in a recession or in a depression i mean i don't care what you're looking at you know disney started in what depression you know cnn recession fedex recession bed bath and beyond recession hyatt depression apple recession microsoft starting a recession chevron during a depression ibm during depression i mean guys the greatest i started my first business

01:53:25

in 1977 78 i was 17 18 years old interest rates went to 18 i bought a house i actually had triplex because i wanted to become an investor and i went to a course on no money down real estate because i had no money i'm using my intelligence i would make this work i want to be an investor in real estate and interest rates went to 18 percent i mean can you imagine today if interest rates are 18 they'd be sacking the white house they'd be stalking the white house right now right so but i learned how to succeed during the toughest time and if you learn to succeed during the toughest

01:53:57

time you will dominate when it gets better and by the way this winter we're in is not going to last forever it'll last longer than you want probably longer than i want i'm sure but you can in the middle of winter being skiing snowboarding building your fire being with your family growing that business you just have to think differently than other people right and if you think about it what does it take to succeed in your own economy well two things if you want to jot them down the two core things that are the basis of anyone who's successful in business

01:54:27

and those two are innovation and marketing those two skills if you can learn them basically employ everybody else in your company accounting is so important because you got to know what's going on but without innovation and marketing there's nothing to account for right so what is innovation guys it's finding a better way to meet your clients needs please jot that down innovation whether you're in a company where you work for someone you bring innovation you find a way to make the clients needs met better you'll become more valuable to that company you don't have to start your own company

01:54:58

you can have your own economy by being a unique vessel of added value so you got to innovate what's a better way now some people think that means more technology but the truth is sometimes the innovation is just changing something simple do you remember when steve jobs came back after he was kicked out of his own company and comes back 20 years later 1997 takes it over apple was on the verge of bankruptcy in 1997. he got paid a dollar a year plus then stock because there was no money to pay him

01:55:30

and he came along and he had no money and i forgot what am i going to do to grow this business and i remember what he did because a friend of mine one day said to me this is years ago like 1997 so you know 20 plus years ago 23 24 years ago he goes tony he goes my grandmother wants a computer and in those days you would never hear that i said really what kind he said that's what i asked her and she said a pink one and how many of you remember the imac that they came out remember is that it

01:56:00

was a candy apple red it was green it was purple it was blue they had no money for new technology they just in those days computers were either like throw up you know kind of orangish gray white or gray and all of a sudden here's this dynamic beautiful thing and sales went berserk sometimes guys the breakthrough for your business is something that's not intuitive it's something so simple like pink right it's just crazy yeah what i've seen so many companies i have 74 companies now

01:56:32

we do over six billion dollars in business the numbers are actually greater but i got to see how things come to the end of 2020 in the fiscal year for some of them because 2020 was a crazy year but in all those industries that i'm in the reason i've been successful is i train everyone to become obsessed with falling in love with our ideal customer and showing people how do we innovate for them and then secondly you have to market and so a lot of people don't know what marketing is marketing is getting people to want to do business with you isn't just running ads don't get me

01:57:02

wrong ads might open it up but what you really need to be able to do is do something for people that have so much value and if you do that you can market that those people will tell everybody else it can't be again what you think is valuable it has to be what they think is valuable and if you can both market and innovate you can change now marketing today is marketing easier or harder guys this is easier this is harder show me which one you think it is easier or harder which one the room is split

01:57:33

it's easier to do marketing it's even cheaper to do marketing today where is marketing today though everywhere it's on bananas it's on people's bums right names of companies it's just it's everywhere so for example today how many of you don't even see a banner ad when you're looking at something your brain's kind of trained to tune it out how many would agree you don't even see the banner ads raise your hand if that's what you experienced so about 80 of you are raising your hand so think about that you have to do something unique to break out because

01:58:05

today 15 years ago studies showed that the average person would be exposed to something four times and if it interested them after four times was the average amount of time before they took some action guess what it is today 16 16 exposures well that's pretty tough that's kind of expensive so what i show people how to do is how do you find a way to meet the needs of that customer where you become an expert and when you add value before you ask for any money i'm doing this with you

01:58:36

now oh i could do it a lot easier i could have done one event for two hours for free and most people say oh that's great it's fantastic but in the middle of coven it's like i want to give you everything i can within a reasonable period of time and knock your socks off and then many of you i know will become my clients and i'll be able to serve you at a whole different level which is what my goal is and many of y'all never see again but i know that i served that feels incredible and that also builds your brand because everybody says oh my god this is so amazing that's different than trying to buy ads and try to convince people who you are to buy you find a way to

01:59:07

surf do more for anybody else and your brand will grow especially in the world that we live in today and by the way bad news travels fast you know good news travels fast bad news travels faster so people aren't always going to be fair to you but who said life was fair all you got to do is find your tribe who are the people you can serve so let me give you real quick three things that i do in every company i go to whether i buy it or i help start it these are three things i do to start growing it and i do it with no money so if you don't have any capital that's why

01:59:38

i want to share it with you you do not need money to be able to make money you need to find a way to add value and if you figure a way creatively do that it's not going to cost you anything or the amount you invest will be so small and you have an immediate return you don't take big risks the way i do this and here and by the way i didn't come up with these three steps i'm no dummy i learned from the smartest people on the planet i'm constantly asking how'd you do this where did you do this and you start seeing there are patterns guys there are patterns that'll make you angry sad frustrated lonely overwhelmed

02:00:08

and there are patterns that'll make you successful happy grateful excited passionate and alive and it's not can you do it it's discovering those patterns and then executing on them getting yourself to do it and again i'll my strategy is make it so simple not only can you and i do it but we can get other people with us to do it as well remember simplicity is power the more complex less likely it's going to be executed right so what are the three steps and where they come from i'll tell you they came from first friend of mine who i just have to

02:00:38

acknowledge just recently passed his name was tony shea he's one of the founders of zappos how many know about zappos who's done business with zappos fantastic tony didn't start the company uh tony came in when the company was going bankrupt it was three guys up in san francisco in this rented house trying to make this business go is going nowhere why well i want you to think just for a moment so you get a context where were you in the year 2000 do you remember 1999 and going into 2000 what was the big

02:01:08

fear everybody had it was on the news every night everybody the whole world's going to come to end what was it called y2k and of course it was all [ __ ] right did not happen right we're supposed to have all 50 of our capitals attacked last week none of it happened so beware of what people just tell you without you taking in and evaluating it or getting more details right but the bottom line is 2000 if somebody came to you and said i'm starting this company on the web and i want you to invest and here's what we're going to do we are going to sell shoes to women

02:01:40

on the web we're going to have an incredible selection they can buy all the shoes they want it's incredible now if you're going to take your hard-earned money and this is the plan they're going to sell women's shoes on the web in the year 2000 how many are you going to put your money there this is a yes this is a no show me which one would you have done honestly yeah almost all thumbs down and why is your thumb down let's just be honest why would you not invest because your brain's smart enough to go there's a problem here there's some friction that's getting in the way of the sail what is it they got to try them on no one was going

02:02:12

to go buy a bunch of shoes pay for them pay to ship them try them on at home they don't fit having to ship them back and then pay for the shipping and there was no clear refund policy even so tony came along and he said guys i think you have a great opportunity here even though you're going bankrupt he said i'm not an optimistic guy i'm just intelligent and here's what i got to tell you he had already built two companies and sold them at that point a very young man and he said what i've learned to do and i've modeled this from other people

02:02:43

is that you have to discover who this is the first step for all of you i'm if you're whether you're about to start a business or if you have a business by the way before i tell you these three i want to mention one other thing there's two businesses you have to always be managing before i tell you how to grow a business two businesses you gotta manage the business you're in and the business you're becoming see if you only work on the business you're in someone else is gonna innovate a new way of doing something like you know yahoo used to be in charge right now it's google microsoft used to be in charge you know

02:03:14

they're not anymore so everything shifts so you have to work on the business you're in and maximize its cash flow and so forth and very often when you're in a business in the beginning you're not very rewarded and after a while many people they think they're an entrepreneur so they start another business that's like i'm doing a shitty job as a parent with my first child so let me have another child that'll make it better right and so what happens is you gotta run the business you're in effectively but you also have to be running the business you're going to become so you

02:03:45

don't get knocked off by somebody you have to be anticipating now some people just work on the business they're going to become because that's more sexy it's new it's exciting and i think it's going to be bigger than where i am now and then they lose the business they're in and they're in trouble so you got to manage both of those now for some of you you don't have a business so i was working to survive but then i'd work from nine to five and that standard job and how am i ever gonna have time to build a business i started going what am i doing from six to two that's my other eight hour shift

02:04:16

and literally that's what i did for the first two years from 6 p.m to 2 a.m that's part of why i'm probably a night owl now because i go to sleep at 3 or four in the morning sometimes five or six a little sleep because i train myself but i built the skills so i could let go of the job and now i had what i needed and at one point i just said i got to burn the boats i can't wait till it's perfect i'm close enough i need to get myself committed a different level but here's how you grow your business whether it's one year beginning or any else number one discover who is your ideal client

02:04:47

customers go away clients stay if you want a business you need clients and you got to know who's your ideal client not just who buys from you right now or if you're starting a business who you think's going to buy from you you got to ask yourself who's the person that's going to buy in the middle of the pandemic who's going to still spend money in the midst of this who's going to love my product who's going to tell other people about it in social media who's going to buy more than once and become a client who's going to really feel value from this who is that

02:05:18

person not just anyone like i want to help anyone on earth that's why we're doing it but not all of you are my ideal clients and some of you will decide not to be clients and i'm cool with that i just want to add the value and find the people i can serve most the people that are hungry the people are looking for more the people that won't settle for less than they can be or do or share the people won't say oh i've had a couple hours a week people say i want to go to the next level that's my client people with hunger either because of the best in the world and they're always looking for the next edge they know a little thing can make a giant difference a week from now a month

02:05:49

from now six months from now you have a different direction you have a different destination so you got to know who that is who's going to stay with you who's going to enjoy who's going to share with you who can you meet and once you know who that is part two of that or part b a is know who they are b is learn everything you can about their needs their wants their fears their desires their pains here's a phrase you can jot down i believe that life life is the dance between what you desire most and what you fear most in other

02:06:21

words people are always dancing they're living their life somewhere between what i really want and what i really fear so if you want to expand your life increase your desire or reduce your fear and your life becomes more and if i want to serve a client like why am i reading yourself to five or six in the morning well part of it is i'm empathetic i can't not and you guys are very compelling in your shares the pain you've been through the pleasure you've been through the things you're going through right now you know it makes me cry sometimes not in a negative way more like

02:06:52

jeez i'm so grateful i know i know this person can be helped if they have enough hunger if they'll push through if they'll educate themselves i'll do the things i've done that you know jamie lean kerm of curtin lima has done that you know you're you're hearing from sarah or anybody like that if you do those if you plant the same seeds you'll reap the same reward it doesn't matter what your color is or your background is or your country is or your age is or your current economics are but you got to serve in order to serve you got to know what does this person want need desire and fear and find something you can over deliver

02:07:24

for them that makes that happen by the way if you want a great intimate relationship it's the same plan you got to innovate and market in the beginning of a relationship most people innovate don't they they're innovating they're trying to find new ways to light your partner up make them feel so great and then gradually it's like hey how you doing i'm doing how you do it right you know in the beginning you were a marketer didn't you you marketed the way you look you marketed you brought your best self your best emotion that relationship right you innovated and marketed and now if a relationship wayne's they're not

02:07:55

marketing anymore they're not innovating anymore and you know why because you don't you've forgotten enough about what your partner needs and wants and fears and tend to focus more on yourself a business person who focus on themselves is going to lose a business person falls in love with their client is constantly trying to understand what they need and want and over deliver for them they're going to prosper an individual that falls in love with someone and tries to do everything to meet their needs is going to prosper if you end up with a jerk there are jerks in the world are not giving back to you you'll still be a greater lover and

02:08:25

you'll be prepared for the next person same is true in business so who is that ideal customer for you who would be the person that would stay with you during the tough times who's the person's going to love what you do who's going to share it and most importantly what do they want what do they need what do they hate what's a pain for them what could you solve for them see when you see giant problems entrepreneurs see billion dollar opportunities because if i can help a billion people solve something pretty easy to make a billion dollars dollar from each one

02:08:56

who you serve a giant problem from economics are solved at a very high level to say the least so first thing is that how many of you have a sense of who your ideal client would be if you don't have your business or is raise your hand if you got a sense who that is when we finish today one of your assignments is to describe who's my ideal client and make or tony but i don't have a business yet who do you think it would be start with who you think if you go to harvard business school you don't have the background you have to make a plan and you make stuff up that's how we do it and then you test it

02:09:26

make sense and if you're working for someone else they're your ideal client and so is the client you're serving externally what do they want need because you understand them and you can over deliver you can move up with the company either way you create your own economy that is not limited by what's happening with interest rates it's not limited by what's happening with inflation it has no limits because it's driven by added value if you're following me and this is making sense put both hands up and go i say i awesome so let me take it back to zappos

02:09:58

so it makes sense so tony shea says to these guys let me tell you the good news you already have the ideal client for shoes it's women now don't get me wrong men love shoes too but not the same passion for most of them as women do there's some men that the way they looks more important a man who calls himself metrosexual has nothing to do with sexuality he's just like he this is important to him but for women ladies raise your hand if what he said is true what he said to me was women love shoes that when a woman puts

02:10:29

on a pair of shoes one color one size she's one kind of woman puts a different shoe she's another kind of woman how many ladies out there love shoes get your hands up make some noise so the men hear you so he said you've already got the ideal client what you're missing is step two let's jot it down everybody step two is you need an irresistible offer you need an irresistible offer an offer that is so good that the person feels like an idiot if then at least try

02:11:00

and i added a third thing that he didn't do but he he lived it tony certainly lived it they live it at zappos they live in anywhere successful he called it the two steps i had a third step once you make that irresistible offer over deliver give more than they'd ever expect to receive see this is where you start to develop a deeper relationship because you're different everybody else you're not doing the minimum hey guys you'd probably be happy if i did this in 45 minutes or an hour but i tend to go at least two hours might be a little bit longer today but i'm keeping it tight

02:11:31

right but why because i can do a lot in an hour but until i can do more i don't i'm going to see you again so let me at least give you an amount i know you can act on and take the next step in your business and your career and creating your own economy okay so he says you got the right one you don't have the right offer because here's the offer buy shoes from us buy as many as you want and we'll ship them to you and pay for them and then if you don't like them ship them back and they eventually had a refund policy but he said there's so much friction there he said here's what i think you should do change your offer write this down change your offer change

02:12:03

your life change your offer it'll change your business of all the companies i have i constantly look for who's the ideal customer and let's try another offer let's find a more irresistible offer do you know today this is an irresistible offer you paid nothing you get all the value you don't have to do anything i'm not taking anything from you if you want to continue with me you can if you don't you won't have to but we have 807 000 people that are joining us as of this morning 807 000 people approaching a million people because it's a pretty irresistible offer

02:12:33

pay nothing travel nowhere don't do anything just turn on your tv and rock and roll with me but then i'm adding the value to you i'm over delivering hopefully in your mind and if you do then you're gonna go use this make your life better you'll tell other people don't help me or you'll come be quiet i'll help you even more who knows i don't care i'm adding the value how many follow the principle here say i and he said here's your irresistible offer there's no way women are taking paid for all these shoes if they don't fit so here's what you say to them here's our offer buy as many shoes as you want put them on your credit card buy as many shoes as you want

02:13:04

we will pay the shipping for all the shoes if you want to buy 20 pairs 10 pairs six pairs order we'll send them try them on at home and if any of them don't fit or you don't like them for any reason you don't need a reason ship them back and we'll also pay the shipping and refund the money now if you're an investor in this company and this man comes and says here's our offer we're gonna pay the shipping both ways you can buy as many shoes as you want we'll take them all back under any circumstances are you going to think good of this idea no they all said are you crazy

02:13:35

people are going to order 10 or 12 and keep two or three and we're going to lose all the money on shipping we're going to go on we're going to go bankrupt and tony shea said you're already going bankrupt you might as well try an irresistible offer right and guess what they did that and he doesn't call this but i saw him do it they over delivered i'd like send you an extra pair of shoes just for free they say a little message they do all these things that make it personal they captured who you are what your needs and wants are and they train four different sales people in different

02:14:05

time zones so anytime you call there's someone there who knows what you are and they have the details from the other people on the computer they know what you've ordered what you bought what you like what you love and tony said here's our job we don't sell shoes we deliver happiness that's our goal you make somebody happy and if you do that you're gonna succeed at a level nobody else does and by the way the company was sold five years later from going bankrupt five years later sold for 1.2 billion dollars to amazon and now it's valuations through the roof and up until his death a few weeks ago

02:14:36

tony stayed with the company because it wasn't about money for him it was about building something he's proud of how many have a company that you're in not just to make money but because you just love to deliver this to people how many got something like that say i say i but you don't have to settle so how do you do it you can serve everybody but who's your ideal client how do you know what they want need go interview them interview people that said no to you so i'll give you ten dollars for four minutes of your time five minutes your time i'm not here to try to sell

02:15:06

you help me understand why you didn't buy because i know i have something so valuable and i know i'm messing up you can figure this out once you know what that client needs and wants and once you have the irresistible offer and all you do is over deliver you're going to have a raving fan client as i said customers go away raving fans stay now i also said there's two business by the way who's going to apply these three things how many find this valuable immediately you can act on it right away say i then today if you have a business or you work for someone else

02:15:37

or you're thinking of starting a business your assignment i'll give it to you now we'll remind you at the end because i'll add for peace to it figure out who your irresistible client is excuse me who is your ideal client what do they want what do they need what do they hate what is the hurt what needs can you over supply if you're creative two what's going to be your irresistible offer do any of you remember any of you old enough to remember columbia house they sold many countries in the world raise your hand if you remember columbia house if you don't remember let me clarify they used to have this thing i'm old

02:16:07

enough to remember they'd have ads and like tv guide and people magazine time magazine and it'd say get like 12 albums for a buck 99 or 50 cents or a dime and you'd get all these albums for 10 cents or two dollars that were like 15 bucks each but then you were part of a subscription where you bought two a month whatever it is they turn that business with just nothing but an irresistible offer into a multi-billion dollar business that still goes on today but steve jobs stole the irresistible offer

02:16:38

he saw what they're doing and he came up with a better way how about 99 cents assault 99 cents a song has made apple 25 billion dollars because they came up with an offer like people are getting music for free remember they go to napster but it wasn't good quality quality plenty of sense yeah and it's so simple that people buy much greater volume than ever before so anybody can succeed at this but now right now my friends in the middle of a pandemic with things

02:17:08

being shut down you have to innovate and you have to market everybody else is pulling back their marketing freaking out this is the time to take market share i remember steve wynn who built most of las vegas he came to my business mastery program he's sitting in the front row and i don't get nervous and we've done this stuff for millions of years i know what i'm talking about but i was like [ __ ] what am i going to teach this guy you know and he's a friend but it was 2008 and all hell was breaking loose just like now in all of vegas vegas was shutting down and they were

02:17:39

providing all his competitors providing less and less service time to skimp so they can make it through the lean times and i told everybody including steve that day i said this is your opportunity if you can manage your own mental emotional state and not be fearful if you can invest if you can push forward if you can spend more time or energy if you can market more if you can do more marketing cost you know money social media adding value blogs whatever if you do more for people at this time you will own them when spring returns and spring always returns

02:18:09

and steve said i wanna have lunch with you he put me at lunch he sat me down he goes that was the most invaluable conversation he goes i'm gonna change everything he said the four seasons are shrinking their services i'm gonna expand i'm gonna get the high-end market that's my ideal customer i'm gonna own them he said i'm even going to build so i bring in younger people i'm going to build this place on the front of my facility on a big swimming pool and a new club and i forget what month it was i think we were in like march or april and he said i said when you do it like it was by memorial day it's like what he goes yeah i'm gonna incentivize the builders if they don't do it's gonna cost him this

02:18:40

do they do it and he opened it on memorial day to huge crowds and steve today in the middle of all the tough times that are going on the win hotels and the encore still crushing it they own that marketplace so for you you got to be able to pivot to find a new way and i know it's not easy right i've been through it myself i'm still experiencing in every way because i have so many different companies in so many different areas but think about i'll show you some quick examples like just real fast let's throw up a few of the slides i created real quick just to give you kind of trigger

02:19:11

your mind so here's a bakery in san francisco and you probably know san francisco has been in deep shutdown this bakery just did one thing they said you know what people are not coming in they're not coming here they're not gonna be allowed to come here let's deliver cakes like hand side cakes cakes that two people or four people can do but let's make them about the pandemic and let's put some tongue in cheek and playful so they did wash your hands don't touch your face clean and disinfect their sales went from where they were at the peak they dropped 40 percent

02:19:40

they end up being 15 higher than the peak of their business and the last number i saw they were up 30 just by figuring a way to change something now what can you change i'll give you a couple examples and i'll tell you what you can change let me give you another example real fast throw it up for us please this is a spawn atlanta what the hell you do when they shut your spa down this lady said i'm going to develop these spa materials i'm going to ship it to people's houses and we're going to do a virtual spa with people and their business is thriving here's another one instacart i'm sure you guys have heard these guys

02:20:11

they've seen a 500 increase and 35 increase in the average basket size because people don't want to go out here's another one come back stories this is a vermont corner store i mean this little old brick building but they started having virtual pizza nights curating collections of different food a virtual happy hour and their business right now is up about 20 percent more than it was at the peak before the coronavirus issues one more el paso food trucks what do you do if you got a food truck and they won't let you because a coronavirus stay anywhere they won't let you stay

02:20:44

anywhere here's what these guys did they said we're going to go to 20 to 30 spots a day we're just going to drive around park by construction site drive and park by this location their business is up 15 from the peak in the middle when all their competitors are shut down saying but i i can't open my store they won't let me sit at the same spot anymore so they went to the customer so let me give you five things that you could do to innovate your product or service right now real fast i'm kind of doing rapid rapid fire because i'm almost out of time think of it as peace you can change your product

02:21:15

right if you had a lemonade stand and all of a sudden no one is buying lemonade which is kind of what's happening in some of these businesses right what would you do you could write down a million things and when i take my business seminars out people do this exercise and we find out everything they would do is either change the product in some way or change the promotion change the irresistible offer do something that promotes it differently or change the people i mean there's some companies that you may not like it i mean i like it but they've made a fortune because they understand human nature

02:21:46

like jagermeister has anybody ever drank in a jagermeister i don't drink alcohol so i know but everybody who drinks it tells me it tastes like [ __ ] is that true tastes like kind of like snot and the guy bought the company for like fifty thousand dollars and it's worth like four billion now and how do you do it he hired gorgeous girls well endowed with t-shirts that said jager me and went out to all the colleges and all the bars and had these women teased guys and these guys were drinking they didn't want to look like they're a wuss like they didn't like the taste

02:22:17

and then it became a habit then it became a cool thing who else did the exact same strategy was red bull they started with men and then they started bringing handsome men for women and young people right there's so many ways so you can change the product you can change the promotion you can change the people you can change the location like the man just did here right he moves his truck around or you can change the price those are the five keys throw them up on the screen so people can see i just i put them out so you'd see them product promotion people place or product and it you can those

02:22:48

are the only things you can change so you got to think about it so what did i change i changed the place from my buildings or stadiums i'm going to to your home right we changed the promotion i'm doing things for a price what i've never done because it's covered i want people to be able to participate and set their home plus they don't have to spend money to travel in an airplane rent a hotel room rent a car get the ubers all that is gone all the friction is gone and i can just deliver the value to people so what are you gonna do how are you gonna change i'm going to change the promotion what have you changed all five

02:23:19

of these no no going to work you try some it doesn't work you try something else but if you do this the game will change but come back to this my friends the whole game before i tell you anything else right now in your chair create some energy like crazy come on create some energy go go go with energy in your body right this face crisis

02:24:05

creates breakthroughs we talked about breakthroughs a couple days ago when did most of you go for the breakthrough when you had to right how many of you what pushed you over the edge great to break through is you hit enough pain that your brain said no freaking more i'm changing this now and you did something how many for that was one of the reasons say i or how many of you did it because you got so inspired you saw something someone else didn't want i could do that how many did it because something inspired you say i so it's either pain or pleasure and if

02:24:37

you don't have either one you're kind of in that middle world probably not my client and my prayer for you is that you know wagon comes down your rut right and wakes you up because we need to feel alive what makes us feel alive is grow and expand but i want you to know if you feel like you're in crisis i know how horrible that feels trust me i've been on the edge of losing companies on the edge of bankruptcy multiple times in my career never went bankrupt thank god found the way because i just wouldn't give up but i've been through so many painful times i've

02:25:07

buried four fathers and a mother i've been in places where tony told me how to tumor in my brain i'm gonna die i mean you live life long enough you're gonna have some extreme stress but what you do with that stress is what this week is about and what your life is about like i said the other day guys look anybody can do well when things are going their way what do you do when everything is unjust what do you do when it's unfair what do you do when your own control of things is taken from you you have to get to that place where you

02:25:38

let go of what is or what was and stop waiting for humpty dumpty to be put back together again because even to put him together it won't be the same humpty dumpty and you got to create a new and i'm inviting you right now as friends because we are at this point kind of a family working around the clock together all over the world so i love you i love seeing how by the way you're supporting one another on facebook that's gorgeous but what you really got to do is decide i am the creator of my life i am not the manager of my circumstances anymore there is something i can still do when it looks like when i think there's

02:26:09

nothing can be done that's when i know something can be done i've just trained my brain to do that just like i've trained myself jumping that freaking water not delay i don't care what you think let's just do it that's what you got to do at this stage and in my own situation again remember i'm able to serve you right now because of a crisis would i be doing this without the crisis no i'd be doing what i was doing because it was working i'm helping millions of people i love what i do do i want to be in my basement doing this instead of on stage with 20 000 people not my preference but do i

02:26:39

want to reach 800 000 people in 195 countries and be able to serve hell yes so you expand your abilities you figure out how to make it work and for us i gotta tell you it started here in this little basement saying i gotta find a way to help people and but let me show you what's behind the scenes here so you get a sense of what's going on so 800 000 of you this is right now downstairs in my basement there's another part of the basement like we got 14 15 16 people here working around the clock so that we can coordinate all this

02:27:10

according to all the zooms and the elements that are here it's just mind-boggling but then you know it's like this isn't enough i want to make this completely interactive i want to make this as good or better than a live event and we figure out how to do it first i went out and i hired all these companies i flew up this place in north carolina that i heard was doing some online events and i knew the people dean graziosi is one of my friends and partners told me about them i said let me go see what they're doing and the people were just gorgeous they've been to my events before and they knew what i do and i have this trigger like i two years

02:27:42

ago i got severe mercury poisoning last year it literally burned a hole in my savages it was pretty rough and you know i've been so sick and some of those days you know i got 20 000 or 15 or 10 000 people waiting for me i'm backstage throwing up and they're on the second song and i gotta get out there for the next 12 or 14 hours or four days in a row and there's a miracle i have these same drapes everywhere these kind of blue drapes that they have they're just standard and it's like when i burst through those drapes it's time to serve and it's like god comes through me and within a few minutes i don't feel my

02:28:12

body anymore i just feel you and it's gorgeous i go 12 14 hours i see people's lives change and then i collapse afterwards again that's been my life the last few years and you know what's so crazy is i go out there and these people were so kind they had worked for some other private companies that they booked me to speak and they were the producers from those so they knew my strengths said well let me show you so they pull back these drapes and i ran up the stairs and instead of a stadium there were four 52 inches maybe 652 inch screens and i was like oh my god i can't do this

02:28:44

but instead of giving up it's like what could i do let me create this so i said get out get out your phone got your recorder here's what we're going to do and i went we're going to find a building with like 40 foot high ceilings you know with no pillars it's got to be open and we're going to build 20 foot high you know we're going to do 50 feet wide surrounding me on one side 180 degrees around the other i want to see 3 000 people at a time so i can switch see the next 3 000 swish i want to be able to interact with them and then you know i got all the obstacles well zoom only takes care of a thousand people and you can't do this and you can't do

02:29:15

that so i said somebody knows how to do i want to interact i want people over the phone they can punch it and create the laughter if they're enjoying something or send messages i want to connect all this at once so i got these six companies i put them together and they go no problem we can do this in nine months i don't understand people at home need us now we need to do this in nine weeks and they all laughed and i said you laugh all you want but if you're gonna laugh too much you're probably the wrong partner and you find somebody else and we did it we were literally rewiring stuff an hour beforehand to get it to work and

02:29:46

then we launched our first event and it was our biggest upw to date almost 30 000 people joined us from all over the country and then could we really get them to experience it all and then we ship people to wood and we'll do wood breaking instead of fire walking and all of a sudden the first night we got 30 000 people around the world breaking through with children and parents and then i got to see the thing that was most cool and i'm seeing it even with some of you here most of you aren't on zoom but on these huge walls i'm seeing people with their children and their dogs and their cats and their husbands and wives and i remember seeing the first day wondering if this is going to work you

02:30:17

know i know i'm gonna find him make it work but how's it gonna work and there's this man in india and he's in his turban he was sitting on his couch and he was clearly pissed off that his wife was doing this course and it's stolen his big screen it's very obvious and then she was dancing having a good time and he's rolling his eyes and about an hour later he's dancing with her at the end of the night you know she only signed up so he sent her the woods he's trying to fight her for the wood because he wants to break through the wood right and then watching kids doing these blessings and experiences and so it has all what i'm trying to say to you is

02:30:47

your worst day can be your best day if you become a creator and not a manager of your circumstances are you hearing me you can do things you wouldn't have ever done it's like crisis makes you try new things and that's how we grow and if we grow we can help more people if you help more people you can prosper you're going to prosper spiritually emotionally and if you run into the business you can prosper financially you learn how to do that effectively so this is what i mean by create your own economy it's like become a creator don't be locked into how it was

02:31:19

and don't buy into the new normal that nothing's going to change it's going to be some merger of things but if you think creatively and if you surround yourself with smart people and you keep asking new questions if you figure out who that ideal customer is and you find a way to meet their needs better than anybody on earth and you keep adding value and you do those irresistible offers and you follow up and over deliver not everyone's gonna buy from you but the right ones are you're gonna have clients that love you and that you love and you're gonna prosper and they're gonna prosper and your life is not only gonna have

02:31:50

more money in it it's gonna have more meaning in it there's nothing greater than to create something and see people's lives be touched in some way and know you played a role in that and i know you all know what that means but i'm asking i'm calling to you as family and friends step up step up don't let this idea of covid or the idea of political unrest get in the way of your ability to add value when everybody else is worried and fearful you focus on how to do more for others and you will feel so alive while you're doing this how

02:32:22

many are getting it how many are excited about creating your own economy a whole new level make some noise if you're there ladies and gentlemen come on make some noise stand up for some energy let me hear you make some noise great energy guys great energy yes high five somebody virtually go i'm creating my own economy baby boom grab a seat feeling strong

02:33:31

create even more energy in your chair go go yes so this day is about creation this day is about making money become a spiritual game for you because it's not a trade it's not let me give you something you give me something is let me understand you let me appreciate you let me feel you and let me see if there's some ways that i can over deliver that meet your needs that take away some of your pains or

02:34:15

give you the joy you want again and then let me make the offer so irresistible you gotta try and let me over deliver for you and prove it and then if i do become my client and not everybody will but enough will and you'll have this sense that you created life on your terms you didn't just adapt and shrink your life because of fear and that makes your life unique as jim rohn used to say to me tony what you get will never make you happy who you become in pursuit of what you want to get can make you very happy or

02:34:47

very sad that's what this is about so i'm trying to get my best i kept it pretty close to two hours i can't believe it pulled it off but i want to invite you to really think about the next steps for you and your life and your business and to do the assignments i'm giving today and share them with everybody because it's not just about me hearing it or us hearing it but everybody else is reading your story and being inspired by the changes and it gives them another texture and an insight and i want you know i hope that many of you would aside to join me because i'm going to be doing my next version of my full-blown

02:35:18

event coming up here in march i think it's the 4th through the 7th or something i'm sure they'll tell you what it is but i hope you'll join me you'll be able to do it like this but if you think this is good in a couple hours a day you don't understand immersion how many of you studied a foreign language in high school and or college how many did that i'm sure show of hands put your hands nice and high drop your hand if you no longer speak that language for squat now if your hand's still up you probably live in a european culture where there's lots of different languages but most you can see ninety percent of the people their hands go down they spent four

02:35:47

years studying spanish or italian or whatever why why do we have all that time and then not see the result because most people don't understand the power of immersion that's why you've even pushed to two hours or two and a half i think one day we did three here is because i know immersion there takes a little time for you to get in like if you wanted to learn italian and you had the money in time what would you do you know what you do you wouldn't read about italian you want to go to a class for an hour a day you go move to rome for 90 days and with no teacher you'll come out speaking italian

02:36:19

that's how i've mastered everything in my life and that's how i teach so when we do this 10 12 hours a day for four days and nights you will not just understand how to change your state you'll just be doing it that's why you meet people in my programs they go you changed my life i didn't change their life they did but we did it by training not just intellectually understanding so i'm trying to give as much as i can this week but i hope some of you will decide hey i want to join him total immersion and if you do i've done it now for a price point we've never done in history just so anybody can go or you can do a middle package it gives you more depth or you can actually do a

02:36:50

third package where we eventually get to meet you you should come to a live event it's still cheaper than what a live event used to be but you still get the virtual seminar too so i hope that some of you will take advantage of that if you do want to see if you don't i'm still here for you any way i can be and our facebook group is as well so tomorrow well i think we will leave tomorrow will surprise tomorrow is a pretty important subject i'll just give you a little clue it's the greatest source of pain and the greatest source of pleasure in your life and when you master this area your life there there's nothing feels like a problem and when you don't mash this

02:37:20

area in your life it doesn't matter how successful you are in business or finance it feels terrible all right you figure it out relationship mastery what gets in the way how do we ship it how do we make it i mean we all want love that's what we're going to go for tomorrow as well but today i'll have k.k come out give it clarity but your first thing but right away as soon as this is done let's make some decisions they're going to move you forward let's commit to some things remember while you're in state commit to something that's going to keep you growing and making it happen and the assignment's going to be who's your ideal customer even if you don't have a business

02:37:51

if you're thinking of what if you got one who's your ideal customer right if you're working for someone else who's the ideal customer for your business what's the irresistible offer you guys can do to add value and then go implement all right stand up with some energy one more time ladies and gentlemen i love you guys it's been fantastic shake the body out again and all my zoom members i'll be with you in five minutes for q a on my vips wake it up give it up for kk thank you

02:38:28

all right everybody how are you feeling give it up for tony robbins do i shake your body create more energy at the end of the day than you had in the beginning day three oh my goodness day three how are you feeling show me with your body how are you feeling all right another day of playing full out cranking your energy on fire yet again i mean this community this group from all over the world you guys are just doing such an incredible

02:39:04

job so give it up for everyone one more time big round of applause here big round of applause here amazing all right it is time for our daily wrap-up i love spending these few minutes with you and i'm actually going to start with upw virtual coming up march 4th through 7th tony just shared about it right here i want to make sure you guys have the details how many of you would be up for a little bit more immersion than two hours a day by show of hands right i was laughing i was laughing on side stage here because he shared the story about language and like studying a foreign language

02:39:34

in high school i did spanish all four years and literally the only word i remember is margarita now so it is important that you fully immerse yourself because if you're living in that country or that place then you know the language and it's the same thing with transformation of your mind your body like how many of you have more energy inside of your body today than you felt in a lat all right long-ass time put a hand up if yes right so it's important that we start conditioning these things in our body but to do that you actually need true immersion like this this is incredible this five days

02:40:05

but this isn't actually immersion these are inspirational moments together hours together but you want to immerse yourself and that's really what our live events are about and we're here in this studio because we're building the second studio as you guys know and we're so excited to break into there so we want to give you the uh information for the next event coming up march 4th through 7th some of you are going to want to go check it out uh the dates march 4th through 7th block those out all right right now i'm going to give you a few of the highlights today because you guys can go read all this stuff yourself on our website but i want to make sure you know some of

02:40:36

the nuggets about the event all right full tilt day and night full immersion just pretend like you're out of the country for those fourth through seventh of march days okay next is the location this is my favorite part to talk about because it's wherever the heck you want it to be all right i grew up on the phrase success is not convenient right because our in-person events you like fly there take trains and planes and hotel rooms and rental cars like virtual environment you get to do this from your home in your office in your kitchen if in

02:41:07

your underwear if you want to the virtual is truly convenient and you can do it from wherever you want in the world with whoever you want with you all right um so there's a bunch of packages tony talked about there's three of them and we actually created some specific options just for you in the challenge family so if you are in the new world new you challenge just put your hand up if that's you because if you're here and you can hear me and you can see me that is you we are going to do something a little special for you guys if you go just look this up you're going to pay like double we've

02:41:38

got three options it's going to make it a little bit easier for you guys to get in and that's simply a reward from tony right life doesn't show up for you unless you show up and pursue your life and you did that the last three days you blocked off your time you committed to it so tony's gift to you is making this a little more accessible all right everyone no matter what package you get whether you just want to get in the door or go the whole time you're all going to get all of the event days your event materials you're going to have such an incredible time but if you want to raise the bar a little bit there's a few other packages that are a little more in depth

02:42:08

first one gets you in the door just go there if you're someone like this is your first time doing upw or an event or anything with tony just put a hand up you saw a swipe up right you're like who is this guy super tall guy what's going on here you saw like cassette tapes a long time ago or some book or maybe a movie shallow hal or netflix and and this is your first time here this is a great way for you to get in if you're thinking oh my gosh i could never do this or what's training what's an event what's this full immersion just get yourself there okay if you want a little bit more

02:42:40

um depth to the package then i'm going to tell you guys what i call the target that's like the middles here and you'll see this when you guys go look on the website there's three options the middle one is like the target you want to kind of pull back and aim for that one because there's a bunch of bonuses in the middle just who likes bonuses but a handout yeah yep yep and you learned today the key to succeed in business is to add the most value there is a bunch of value baked into that one i'm not going to tell you everything you guys can read it but one of the bonuses that i personally think is amazing

02:43:12

is this post implementation mastermind when you actually have a fully immersive event that means you're in it full throttle day and night morning to evening sometimes tony goes morning to morning and once the event is over you went full immersion back to life and now you want to integrate what you learned like how many of you are thinking right now oh my gosh what's gonna happen when the fifth day rolls around and then i gotta go back to virtual gymnastics practice with my kids and everyone asking me for snacks and you've got work to do and duties and you've had so much fun here the energy

02:43:43

how do you integrate it back into your life that's why we included that bonus there's some other ones in that package as well um the jackpot though the mother lode all right the reason why you guys do the challenge to get this little extra package is the third one it's called diamonds and you're going to read this when you go there there's a bunch of bonuses but what i want to tell you from me to you is that the diamond package comes with i can't even say this it comes with an in-person ticket to a upw event that you can use

02:44:13

any time we have in-person events again all right it's been a long time all right since we've had them i've missed you i want to hug you i want to give you guys big hugs uh we haven't been in person but once we open that back up we have like piles of weightless people trying to get into these you're going to have first time access and that's like a cup little over a thousand bucks or something 1500 i was honestly a little pissed off when i saw it because my first upw i ever attended i paid 1 695 for my ticket by myself one ticket you guys

02:44:45

are gonna get virtual and the in person a bunch of other stuff so go check those things out i'm not gonna spend all the time looking at the details because you can look at it hopefully our team will drop the link for you guys right here um but one little reminder is that this will sell out we did this awesome little gift package for our challenge members the last time we did it in june and i said to everybody you guys it's gonna sell out you know we've been building it and we have a few set aside for those of the people in the challenge and literally it sold out so the website

02:45:15

switched it said sold out there was like a waitlist box and i and we become friends throughout this process right we do the pre-training together we're in the facebook group i'm on here with you for like two seconds every day people are like oh kk and i are friends i have people messaging me like do you think you could get me into upw i know it's sold out but like you could do it right kk listen you guys as if i had some type of pull all right i am your host i can't get you into this thing if it sells out so run go grab a ticket if you guys want to get in and join us in march all right give me a thumbs up and a head mod

02:45:46

if that makes sense all right thank you thank you our team will drop the link it's upw virtual.com super easy to remember upw virtual.com go there and grab your tickets and celebrate and remember we are only 40 days out from this experience don't forget to celebrate yourself for doing it when you guys get in celebrate figure out what am i going to do to honor myself for stepping up and doing the dang thing and also there's probably some of you here that have been to an event with us

02:46:18

at some point the last couple years even the last year i see sarah ray she's like this i see some of you holding your little emojis we ship you in your event boxes if you're an alumni all right or a graduate or a board breaker or a fire walker right or your unleashed human being because you've done this event don't even take my word for it right because you know i i work with tony but for me it transformed my life before i even met him why don't you hear from people here that have already been um you guys tell everybody why should they do this thing why should they give it a shot why should they go

02:46:49

what has it done for you in your life just type it up in the chat box and and watch the pure true testimonials from people on um on here watching right now we're so excited to give you guys the ability to go and enjoy this and take what you did here this is just a few hours like what if this was your life and you lived and embodied this that's the gift that we want to give back to all of you and the gift that we trust that you will give to yourselves all right so i want you to take one hand out like this i'm watching you guys and take another hand out like this and i want you to give a big round of

02:47:20

applause for everybody here crushing it on day three of the new world new york challenge come on quick energy crank shake your body out shake your body out shake that body out yes maria growlander i see you get up out of your chairs everybody move it awesome i see you he's doing this what a move my man what a move

02:47:51

amazing yes all right that was upw virtual.com you guys okay now we're gonna switch and go into our uh challenge for today and our prize winners you know i love this part i know i know i know um i do really want to recap if you missed the assignment though maybe we can throw it up on the screen for them the assignment this isn't like your worksheet you guys get if you missed that just go on facebook and you can find it but you're going to go over everything you learned from today making and creating your own economy

02:48:24

who's your ideal client what is your irresistible offer right where are you right now where do you want to be and you have to write this just take a picture of it on your phone and what do you need to do now to close the gap right decisions move you forward just write that that's freaking good decisions move you forward what do you do need to do right now to start closing the gap okay your challenge for today reminder this is to be completed by what time

02:48:54

midnight eastern stan yes you guys are so great vip is crushing it midnight eastern standard time your challenge is due it is called the hashtag closingthegap challenge no spaces in that hashtag closing just mouth it with me i could read your lips closing the gap challenge put that in the comment box and when you actually go live and share it you want to make sure you guys put that in the description of what you're posting okay hashtag close the gap close the gap challenge

02:49:26

i missed it's not closing it's close okay close the gap challenge just give me a thumbs up if you got that course correction there okay humans make mistakes people okay close the gap challenge um close the gap challenge and you must do this in under how many minutes how many minutes people you're doing two minutes in one second two minutes and two seconds that's outside of the parameters it's two minutes flat brownie points if it's 60 seconds some of you are in and out so tight 30 seconds i love it all right

02:49:58

be quick with this deadline is tonight at midnight close the gap challenge make sure to go in the actual facebook group all right not live just your public pages inside the group here there's gonna be four winners from tonight's challenge yeah four that's big all right four winners the prizes for these winners are going to be two knowledge broker blueprint packages and that's a partnership

02:50:28

between tony dean and russell brunson okay one financial book bundle that's things you learned today literally in a book created by uh tony yup and you've dean books in there as well and then you've got one fully loaded ipad of all of tony's content from his breakthrough app unlocked so you're gonna get shipped an ipad to your house it's gonna have everything you need on it all right so complete these challenges with pride with energy with passion and be in a peak what awesome all right let's quickly run through our winners of the prize from

02:51:00

yesterday we are going to reveal these from the identity challenge these people played full out they used the hashtag they submitted it by midnight and most importantly it was two minutes or less okay first up this person won the energy prize it was a rebounder and an energy pack core 3 power pack you guys can find that online but the winner calls herself the real me queen she's strong she's confident she's successful ladies and gentlemen the winner of the first prize the rebounder is jess

02:51:29

wallin give it up for jess and the second winner swagbox that defy the odds special hoodie ultimate edge more swag by tony is someone that calls himself achilles he's strong he's powerful he's a force to be reckoned with it is george velasquez and the third winner going home with a upw premier ticket package make some noise for that is someone that calls herself superstar and her new identity has a massive heart she's a giver

02:52:07

this person is verina schwang give it up for marina everybody our final prize this person's going home with nothing but a upw premier ticket package which is everything someone that calls himself a warrior seeks to provide everything he can and that person is ladies and gentlemen stand up for this one it is jess tyson you must have me i said it's jeff tyson

02:52:40

everybody all right to claim your prize same thing as yesterday send a private message to team tony robbins in our facebook page and put challenge winner and they will send you guys your prizes and how to get them if you won the ticket for upw block off your calendars march 4th through the 2nd a few final details vip stay put everyone stay put because this is important but vips you start in five minutes tomorrow we start at what time 2 p.m eastern standard time and it is all about relationships tony talked with you

02:53:24

a little bit about this at the end it's my favorite day it's um you're going to take so many notes it's going to be absolutely beautiful and insane you want to be here make sure you're on time for this one and bring your lover be like babe you got to come to this one okay come together as a unit for this i promise you it'll be worth it um vips go to the bathroom grab a quick drink and then finally remember you guys we have officially opened our pages for you for the for the challenge uh bonus and that is upw virtual.com you can head there right now hopefully our team's pumping that into

02:53:55

the page for you so you can grab one of those before it um sells out okay remember that that middle tier sells out the fastest but all of you here i'm so excited for you to continue your journeys and find yourself unleashed in your lives please throw a hand in the air of fist in the air and shout yes if you are ready to be unleashed one more time shout yes all right we're gonna do one more peak energy crank and listen i we call it a peak what except right now we need to crank the

02:54:26

energy it's day three we're gonna call it a freak state okay we're gonna play some good music everyone out of your chairs please ten seconds that's it can you get freaky for 10 seconds come on can you get freaky for 10 seconds all right we're gonna crank the music in a hot second you're gonna oh is this it you're gonna embrace it feel it be it and unleash yourself to the music at any moment there it is everybody get a little freaky let's go

02:54:56

it's day three it's day three all right vips we'll see you in a few minutes everybody else finish my sentence live with passion we'll see you soon oh my vips i'll be with you in five minutes five minutes use the restroom knack for our q a

02:56:52

so you

DAY 3 LIVE WITH TONY!!!

DAY 3 LIVE WITH TONY!!!

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