 How many of you early in your life were taught to chase leads convince people to do business with you and business was hard Right, you got to chase leads. You got a call X number of people a week You got to try to convince them to do business with you How many of you are taught that when you started your business raise your hand So what I want to teach you in our time together is I want to show you a methodology that I used Over the last 10 years to create thousands of leads per month to have incoming demand Like you can't imagine to work with some of the top people in the world and to never chase Business again because if you get this right and you become a must-have versus a nice to have you become a known Quantity in the world how many of you believe that when you're a known quantity in the world It's so much easier to sell something when people know who you are when you're known people take your phone calls when you're known You are Practicing people to you versus chasing people. I don't want to be just somebody out in the market I want to be the player in the market. I don't want to be the a coach. I want to be the best coach I don't want to be a insurance person. I want to be the number one insurance person Deep within each one of us. It is is a deep desire to become known Before I get started I want to say a very special thing because I have a basically a 12 week old son named Elias Michael and I was thinking When Elias Michael grows up one of the things that would be great if he grows up to be half the man that Cody askings He is would you believe that give Cody and Lauren askings a big round of applause conference on for for foreseeing something Cody and Lauren were sitting up front row when I spoke at 10 X to 10,000 people and They said there and they watched and they absorbed and they took notes Just by stance after I got done speaking. I went down on the road and Cody and Lauren were sitting there right behind me And I just turned around and looked at him smiled at him conference he made a decision to Go pro how many of you in your life want to go pro you want to leave your amateur desires behind and go pro Raise your hand if you want to go pro folks Nate Nate all for it is gone pro Cody askings is gone pro Matt Monero judge Graham already gone pro in key Johnson's already gone pro Tim stories already gone pro and Inside of you what I'm going to teach you today is how do you go from an amateur in your life and leave your amateur? And and ultimately end up being a person of interest How many of you early in your life were taught to chase leads convince people to do business with you and business was hard Right. You got to chase leads. You got a call X number of people a week You got to try to convince them to do business with you How many of you are taught that when you started your business raise your hand chasing anything? Sucks how many of you agree? chasing business sucks and what I said to him is I said I want to build a business That is so attractive That other people are chasing me I Want to go to my office on Monday morning and have so much incoming demand so many incoming leads that I get to pick And choose who I work with who I don't what I charge what I don't Right. I want to become and I wrote down three words. I Want to become a person of interest. I want to be a person of interest and Then I would go about writing this book called person of interest which would become one of my best-selling books in the world So what I want to teach you in our time together is I want to show you a methodology that I used over the last 10 years To create thousands of leads per month To have incoming demand Like you can't imagine to work with some of the top people in the world and to never chase Business again because if you get this right and you become a must-have versus a nice to have You become a known quantity in the world How many of you believe that when you're a known quantity in the world It's so much easier to sell something when people know who you are See when you're known People answer the phone When you're known people take your phone calls when you're known you are Attracting people to you versus chasing people Okay, and so when I wrote this book what I was really saying is man I want to become a known quantity in the world now live outside of Nashville, Tennessee How many of you ever been in Nashville before it's a great city and If you go to the Nashville International Airport, you will see people coming into Nashville and They don't have any money They don't have any friends they have a guitar on their back and they have a dream in their heart and They come to Nashville for one reason to become famous and They go down to Broadway and they play country music for hours and hours and hours sometimes for $40 for $50 for four hours in hopes of one day becoming known And they play and they play sometimes for four years and five years and six years and ten years and then If they become known and famous they literally go from playing on Broadway for 50 bucks over to playing at Bridgestone Arena For 500,000 bucks or five million bucks. They're still singing the same songs. They're still the same people They got a dream in their heart And they got a drive to become known and famous in the world How many of you growing up had a dream in your heart to become known in the world? to matter To count to be somebody I was raised by a single mother who had me when she was 16 years old My mother and father married for one year and then they divorced My father never came to one baseball game. I played one basketball game. He never told me He loved me. He never gave me a hug. He never said good job, son. I Still remember going to his house on every now and then to visit and I and I call my mom and said, please don't make me go I Don't know him and he don't know me. I Was not known to my own father Now would that have something to do many years later with me writing a book about becoming known in the world? How many of you think it would could? So let me ask you a question. Should I be mad at my father? Should I go back and thank him? Because it probably I wouldn't be the man I am today the super coach coach Michael bird I wouldn't have written the best-selling book person of interest if I would have had the dad that I needed everybody see that That planted a seed in me and I said one of these days when I grow up man I want to be known. I want to be somebody in the world. I want to make a significant difference I want to go out and not do it small. I don't want to be just somebody out in the market I want to be the player in the market. I don't want to be the a coach. I want to be the best coach I don't want to be a insurance person. I want to be the number one insurance person Deep within each one of us. It is a deep desire to become known To not just be one of thousands but to be somebody in the world. So when you think about this What I want to share with you is a process that I really codified remember that word codified How many of you are very good at baking the cake and you've done it for years? You're good What you need to become good at to be a person of interest is learning how to break down what you have done So that you can sell it to other people almost every person I coach Whether it be Cody askings or whether it be Nate all for it or whether it be some of the people here in the audience when one of the number one things I teach them is I Want you to become so good that other people would pay good money to learn how you do what you do. I Want you to become a coach Okay, because you're good at baking the cake now. We got to learn how to sell the recipe But to sell the recipe we got to learn how to codify The process which means how do we take it out of your brain and package it and sell it? How do we take what you're great at and take it to the marketplace because it doesn't matter How talented you are if I can't absorb it you don't have a book you don't have a podcast You don't have a speaking engagement. You don't have a coaching. You're right. I want to teach you Okay, so everything I'm going to give you you can get in this slide presentation if you just text that number I'll give you the presentation and it's got my my handwritten notes in the presentation Okay, so just text that number. I'll give you the entire presentation what I'm going to talk about today because this Has changed everything for the people I coach It helped a real estate agent go from doing 60 deals a year to 60 deals a month It's helped insurance people go from doing a few deals to a lot of deals You get this right see I didn't understand when I left coaching that the very first thing I should be doing is becoming known in the world See branding comes before marketing Branding is about becoming known Which is why we do thousands and thousands of videos if you go to my youtube channel right now, right? We do thousands of videos to become known so people can identify with you Why do we do the podcast to become known? Why do we do the speaking engagements to become known? The first step to selling anything is becoming known Then you market and distribute a message to people who need it So you brand first then you market Then you distribute and I didn't really understand this. I just thought if I became a great coach People would just come running right what if I told you it doesn't matter how good you are if nobody knows it How many of you think you're the best-kept secret in the world? You're real good, but nobody knows it Right well you can't sell a secret folks Okay, you have to become known on planet earth Not just known in your market some of you're still playing too small you're thinking How do I go back and dominate my local market what you need to be thinking about is how do I dominate planet earth? That's your market It's not your local market. So when you're thinking about this concept of being a person of interest here. Here's my beliefs I believe the people who get the most attention get the most opportunity. How many of you guys believe that? How many of you seen somebody real bad get a lot of opportunity because they were real good at marketing There's somebody in your market that just dominates you're like man Why do they get all this business because they're much better becoming known than you are? Okay, my daughter Eight years old. We're driving to school every single morning and we play word games I'll say sweetheart. I'm gonna give you a word. You tell me what the word means and I start going through these words confidence bounce back resilience toughness money And I'm going through all these words and she's giving me her definitions of these words Daddy confidence means this resilience means this bounce back means this money means this and then she stops and she says Daddy they don't teach me any of these words at school She loves the greatest showman the show the greatest showman PT Barnum She watches it over and over and over and I said sweetheart. What are you learning from that show? Well, he had a hard life and people didn't like him and you know all these things and I said no No, what you need to be learning is PT Barnum learned how to be a person of interest He knew how to get people where to the circus because once he knew he got people in the door Then he could sell them on the elephant rides then he could sell them on this then he could sell them on this He was a master at becoming known Some of you are real good, but you're not real known. You don't have a talent problem. You got a marketing problem Right when you're good like when I get you man, man, you're good, but nobody knows it So what I understand is the people who get the most attention get the most opportunity when I spoke at 10x I made a million dollars From one hour What did that teach me? Teach me I need to get in front of 10,000 people more often right or wrong Okay, cuz if you can make a million dollars in an hour It was just your numbers Right, I'm gonna show you the law of diffusion in a minute for every person you presented I did to roughly 16% of those people are gonna be interested Then a number of people need to see it three times then a number of people need to see it seven times Then a number of people that need to see it set 15 times, but the first step is man We got it. We got to get on stage We got to figure this out right the best products don't win the best marketed products win everything is based on perception Can you build that perception? Yes or no You can build that perception Cody and Lauren set there and said we're gonna build eight percent nation They didn't know how they were gonna do it They didn't know where they're gonna do it didn't know how much it was gonna cost they were gonna do it cost a lot more than They thought it was right Hey, man, they said But they just had a vision My vision for Cody last night is man eight percent is relevant in every industry Not just insurance right or wrong. I texted him last night I said there's a percent of people that make it in this business and this business and this business and this business and this business and this business See when I start coaching people I see a bigger future for them and I speak that into their life When I saw Nate off for man, here's what I see for you You're good. We need to take you bigger Right a good coach will take you to places. You didn't even know you wanted to go to right or wrong They will speak things into your life and affirm and validate you in such a way that you begin to see it in your own self So here's what I begin you begin to build that perception So here's our problems as business owners no matter what we're selling and I've coached some of the top insurance people in the world My top insurance person is making about four million dollars a year personally that I've coached He took this book person of interest. He was selling a certain type of insurance He said man, I got to quit selling insurance and I got to start selling a belief Because he read the book person of interest he began to build out what's called the explanation of service He began to sell in beliefs versus selling insurance. How many think I can get insurance anywhere? I Can get insurance anywhere what I can't get anywhere is you what I can't get anywhere is your belief what I can't get anywhere Is your conviction so you're not selling insurance? You're selling a set of beliefs folks and this person right here I said man You you you have this concept and you need to learn how to package and deliver that concept in a better way and Because of that he developed a concept called the explanation of services Makes about four million dollars a year because he ain't selling insurance. He's selling a set of beliefs And when you get real good at selling a set of beliefs Don't matter what you're selling the people that want to buy it or gonna allow them to buy it So our goal is to become known They said when President Trump became president That 96% of Americans knew who he was First step to doing anything's what? Become known So much easier to sell what you got when people know who you are because you're a known person in the world How many of you feel unknown right now raise your hand? You're just not known in the world. You're not a person of interest. You're a little baby person of interest You're a little baby star with the potential to be a big star Potential idea of kinetic energy that is stored until utilized Okay Mr. Askins, when did you know that your son had something special? Right when he popped out. He's like boom. This guy's gonna be a little winner right here But he I guarantee you you begin to see potential in him right this is idea of embryonic growth It will be better today than we were yesterday will be better tomorrow than we are today I'm coaching a 75-year-old in Houston, Texas. He's managing six billion dollars worth of money He called me one day said man. I'm 75 years old, but I still got one more swing in me Well, you'd be my coach. Is that impressive? Yes or no? Right, so here's the deal here's I walk in I say you're managing six billion dollars of money. You're already really good Here's the problem. Nobody knows who you are You are known to a very small number of people So we implemented a person of interest strategy. We helped him write a book We've got him on podcast now. He's doing documentaries now He's taking his message to the world now He's went from picking up one new client a month to three new clients a month That's a net gain of 24 more clients in a year and when you're managing six billion dollars folks. That's a lot of money Right or wrong Here's the deal 75 years old. Nobody ever taught him you need to become a person of interest He is a person of interest just to just a few people so when you think about this you're really selling to too few people on planet earth and These are the ingredients of people of interest and the reason I like showing this is because what I want you to do is I want you to look at these and think about what is your missing structure What is holding you back From from becoming known the great Jim Rohn said to attract other people we must become attractive and Being attractive is not in how handsome or good-looking you are It's in what type of energy you put out to the universe. It's in what type of ingredients you have You have something that other people want They're attracted to you Inky Johnson has a toughness and a resilience and and and a and a and a bounce back that we want right or wrong Matt Monaro and judge Graham know how to grow a business and I spent three hours with them yesterday They have something I want. How do I scale this coaching company? How do I grow this? How do I expand this all of the people that are here? Okay, my buddy Tim stories gonna speak this afternoon He has the ability to look at you and see something in you that you don't see in yourself The first time he met me. He said coach you have an apostolic gift. I Said what is that? What's that mean? He said you have the ability to reach inside of another person and pull the greatness out of them while Simultaneously encouraging them to go coach other people and I attract all kinds of people who want to be coaches I didn't see it It was natural to me. It was factory installed in me. It took him to see it. That's his gift So when you think about what you're missing up here, what is the ingredient that you're missing? and When I wrote this book roughly ten years ago, I didn't know that ten years later. It would become even more popular. I Was a little baby person of interest when I wrote it I wanted to become a big-time person of interest. I wasn't there though and here's what I said I need I said man. I need knowledge, but I don't just need any knowledge. I need a specific knowledge think specialist versus generalist General practitioners never make as much money as heart surgeons right or wrong You don't need to be a person in the insurance business You need to pick a lane folks and you need to say I'm gonna be the number one dude in the world at this right here There's one thing I'm gonna be the best at this may not be selling a product It is a very special knowledge set you have and then I've got a very specific skill set Money doesn't buy you freedom Skills buys you freedom The stronger your skill set is the more money you're gonna make would you agree? Yes or no? I See so many people and their skills are weak Can't open a conversation can't explain their services can't follow up appropriately can't bring a deal to a close can't communicate These are skills that can be grown Third thing you need is hop desire desire and effort go together. That's what I refer to as prey drive Which is instinctual ability inside of you to see something with the eyes or in the mind and Have the persistence and intensity to pursue it It can be activated this conference will activate your prey drive What's gonna happen though is if you don't have a coach in your life pushing you and challenging you is that prey drive flickers So you get excited and then you fall off the wagon you get excited and then you fall off the wagon you start with good intention and Then you fail to follow through and you experience guilt how many people have done that before You start with good intention. That's human nature folks You start with good intention you leave on fire Then you fall off the wagon and then you experience guilt. What's the Greek? What's the guilt associated with grief? What are we grieving our lost potential? I've spoken at at least two funerals Where they asked me to give the eulogy at two funerals and I went to people around the person that had passed away and I said tell me what they've done Tell me what they've accomplished their family said They really didn't accomplish much coach I Went to their co-workers and I said tell me what they did in their life. Give me something to talk about at the funeral So well coach They were a good person. They showed up at work, but they never really did anything big I went to community members and I said man. Tell me something. I Want to eulogize this person properly Tell me something they did in their lifetime Said they never really did anything big coach Do you know how sad it is to speak at a funeral and not have anything to say About a person because they live such a common and ordinary life Their family members don't have anything to say their friends don't have anything to say their co-workers Don't have anything to say other than man. They just they just good a good person. It's all we know to say I want to live a life that that there's so many things That the good Lord has allowed me to do That they can't even choose They're like man. I gotta Man, it's dude has done so many things in his life on planet Earth We got to narrow it down to the top three big things he did Which is why I'm building greatness factories around the country. I Don't want to be known just as a good coach There's lots of good coaches. I want to be known as a person that put greatness factories in cities around the world I want to be known that as a person that helped activate the prey drive in millions and millions of people What do you want to be known for? See part of being a person of interest is deciding what I? Want to be a known quantity in the world? I want to do something so big that other people are talking about it They're remarking on it because I lived a remarkable life Well, if you don't have these ingredients, these are kind of the foundational things you got knowledge you got skill You got desire you got confidence, but not just any confidence. You need a contagious confidence You need confidence that transfers you need confidence that just by being in your presence when you walk in the room People play up versus play down That's kind of confidence you need where does that confidence come from by the way? The stronger your knowledge is the stronger your skill is the stronger your drive is the more confident You're going to be because confidence is the memory of success Insecurity is a memory of failure Confident people become people of interest so when you think about it look at this as we go down the right side We need confidence. We need likability We need connectivity connectivity is the ability to connect to anybody anywhere anytime See to be famous in today's world you you people have to feel connected to you People have to feel connected to you see in old days to be famous. We had to do what we had to be in the movies We had to be a sports star in today's world. You can actually become famous just by people feeling like they're connected to you When I meet people today, they say man watch your videos on YouTube every single morning, man. I see you every single day Right, I feel connected to you They say how's your son Elias doing and how's your daughter Ella Grace doing and how's your wife Natalie doing? They feel like they know me when they met me because they've watched hundreds of my videos before we even met Now do you think those people have a higher probability of buying something for me or a lower probability? Because they know me Everybody see that see a big mistake we make is we try to sell people things when they don't know who we are So I tell my sales team give them something people ask me all the time Why do you put so much stuff out there in the market because here's what I know when I give and I give and I give there's gonna be something and I say in one of those videos that somebody goes I want that little bald head of dude coaching me Right and it may take me a hundred videos Cody it may take me a hundred fifty videos It may take me a podcast, but somewhere along the way You make a decision so man that dude my life would be better with that dude in it And it may take me a long time a long obedience in the same direction But I give and I give and I give see we call people today. Would you like to buy some insurance? I? Don't know you. I don't know who you are. I don't know what you have to offer So much better when I know you and you've given me things If you study brain science the brain science says never leave with your core offer your core offer should be the third thing somebody sees about you That means they got to give you something JD's got to give something give tax counsel give tax strategy Give something give something and then say hey man if you like what I'm giving would you like to sit down and talk about me being your guy That's how you become known now when you're looking at this. This is the law of diffusion and this very seldom Leads me wrong This tells me when I present an idea to people How many people are going to be open and inviting to that idea? Look at that small number over there on that one side says 2.5 percent are innovators an innovator needs to see something one time and They take action on it There's one time Nate all four saw me speak. I mentioned prey drive one time He walked right up to me and said sign me up for your coaching program And that's when I said well, it's a million dollars Just joking He didn't care though Because we believe the same things He was over here 2.5 percent Look how small that number is these people need to see an idea one time and they take action on it These people need to see an idea one to three times and they take action on it These people need to see an idea three to seven times and they take action on it These people need to see something seven to fifteen times before they take action on it These people are never going to take action on it Always joke and say you can move in with these people and they ain't buying anything We could substitute the word laggards for losers Because they're never buying now how fast do you want to know where you are? How fast do you think I know if I have a legitimate prospect? How fast do you think I know if you're interested one way? I share my beliefs and I look you right in the eye I Believe everybody needs a coach. I believe a good coach can change your life I believe those that have a coach earn three and four times the amount of money that knows it don't and Then I look right in somebody's eye and I said do you believe that too if so step over here if not It's okay step over there That's how I sell I'm looking but this tells me The truth this tells me how many I have to go so what is this telling you you're not talking to enough people This tells me for every 30 people. I talked to roughly 4.8 will be over here on the innovators and early adopter side So if you're only talking to four, what if you're only talking to 10? What if you're only talking to six? Some of you are not going through enough people Whether you're recruiting people you're not going through enough people whether you're trying to build your business You're not going through enough people Okay, I'm adding 3,000 new leads every 90 days for my coaching business. It ain't enough. I don't need 3,000 I need 30,000 Everybody see that The more known you become the more leads you're gonna get the more opportunity. I call it return on objective You think in terms of return on investment. I think in terms of return on objective My objective is to become famous. My objective is to become known My objective is to be a person of interest and the more known I am the more leads I'm gonna get Everybody understand that. So how do we become known? I started drawing this up on my iPad not long ago And I started thinking about how does a person become known? When I was 15 years old, I was growing up in Tennessee and a little league baseball coach Called me and said will you help me coach a junior pro basketball team? And I said yes I Got dressed up in a suit. I went and coached junior pro basketball I was so passionate about it that it got ejected from a junior pro basketball game. I Got three technical fouls by my best friend by the way And I got a standing ovation on the way out, but I had talent. I Had curiosity. I had a teacher. I had experience. I had failure. I Was finding my talent if I ask you today, what's your talent because I believe becoming a person of interest in the world Focus is on finding your talent. Do you know what your talent is? What is your hard skill? What problem can you solve? Who would write you a check for that? What is it that you have that I want? Right. I was finding my talent as early as 15 years old If you can if you have kids one of the best thing you can do for your kids is help them find their voice So what I was figuring out is man, I like this. I have a talent here now. Notice. I put down there screw your why Here's why I say that I've been coaching people for 28 years. Here's what here's what I have found folks many times You don't sit and find your purpose. I believe your purpose finds you and It finds you when you are pursuing something You are working the muscle. You are trying to get better. You are trying to grow You are trying something because you have a curiosity. How many of you think passion you can find your passion by curiosity What do you love doing? What are you good at doing? What is what would you drive two states over to talk to three people tomorrow for free about? See if you're just selling insurance, that's commodity The insurance is a commodity you have a talent. What's your talent? I can connect anybody anywhere anytime That's the talent. I can diffuse people that are just that that have high levels of anxiety quickly I can use humor to make people laugh. These are talents Okay, just selling insurance is not a talent. There's very something very specific So what I was learning during this period in my life is I was learning to have a hard skill Which is to coach people. I was identifying my talent What if I told you I if I asked my top five people I'm coaching right now what their why is? What if I told you they couldn't tell me some people just have something that you can't put in them And you can't take it out of them The pursuit becomes the reward they get up every day to fight and get in the game every single day So during this period in my life my prey drive was activated now What does that lead to it leads to testing and retesting you've had some big revelation in your life now Here's the revelation I had 25 years old. I was a high school basketball coach I was making $24,000 a year, but I was studying the psychology of inner engineering a person I was studying dr. Stephen Covey who I studied for eight straight years I was studying the whole person theory how to tap into the body the mind the heart and the spirit of a person I was using this theory with my players And I said man, I need to write a book People were constantly asking me. What are you doing with those kids? How are you doing it? How are you doing it different man? We come watch your teams play. They're so motivated They have so much chemistry and I said man I got to sit down and write a book and I wrote a book called changing lives through coaching Now we don't sell that book today Because it sucked Your first books gonna suck too, but I wrote it. What's the power of writing that first book? How many of you think you need a book raise your hand How many of you think you have experiences that would help other people? Every hand in this whole auditorium should be raised if life is worth living it is worth writing down Even if one person reads it to be a person of interest you need to write a book See when I wrote that book people began to see me as an expert as an authority figure And I began to go speak and people say will you come speak man? You're we hear your top motivator you got this book man Will you come speak because guess how many high school basketball coaches were writing books in those days? How many insurance dudes are writing books? Very few you want to separate yourself. Would you rather have a business card or a book? Do you have a philosophy? Do you have a belief system? See so at 25 years old I sit down and I write a book and unbeknownst to me I wrote a book for coaches, but coaches would not buy it Because coach is stubborn and hard-headed and they think they know everything But business people got it and so business people began to call me and asked me to speak to their group They said man, we got your book will you come over and speak to my company? And I'm like sure man. I'll come over there and speak so I went to Dell computers I spoke for an hour. They paid me more in an hour than I made in a whole month Okay, I had a revelation and the revelation is there are there is somebody in the world who will pay me 10 times the amount of money For my talent then where I'm currently making money Does everybody see that? There is somebody who will write me a bigger check For my skills. We call those blue marlins versus blue gills You can wake up every day and fish for little blue gills You can solve a little bitty problems and you can make a little bitty money Or you can fish for blue marlins in the Gulf of Mexico. You can fish for blue gill in the local lake Or you can fish for blue marlins in the Gulf of Mexico See you got to make up your mind who would see look at the questions. I'm asking myself. Oh, I understand now I need to be known. I've had a revelation. Somebody will pay me more money For my skill set a lot more money But I love those kids And I was coaching those kids and I was teaching those kids the seven habits of highly affected people and the principles of good Degrade and the five dysfunctions of teams imagine your 14-year-old daughter playing for me for four years She would be a little stone-coke killing machine And I was pumping out these little winners like you can't imagine and I love them kids And at Dell computers that day they paid me more in an hour than I made a month And I had a revelation the revelation was Surely somebody else that come along and love these kids as much as I do right like I know I love them But but somebody else will love them as much as I do I Actually stayed six more years until I built a championship program that won seven of nine championships over the next nine years And I started to become known in the world. Here's the deal the revelation some of you hadn't had the revelation You're still fishing for blue gills every day It's frustrating you know deep inside of you. You got more talent you got more skill You should be getting a bigger paycheck you should be helping more people you should be doing bigger things But you hadn't had the revelation who would write you the largest check Who would write you the largest check for your skills that now Once I learned this Once I knew I had a skill how many of you think you got a really good skill raise your hand if you think you got a Really good skill you got something special right Now it's a matter of how do we build demand for that skill? Because people of interest learn to distribute I need to become known. I need to build demand I know I have a specialized skill set activating the prey drive in a person Where did it come from my decade of being a championship basketball coach? Now the question becomes how do I go out into the marketplace and let people know this? How do I build demand for the skill and I started one person at a time? How many of you think the key to the many is to the one? So I started showing up at anything where people would have me speak one person two people three people and Every time I showed up I wanted to deliver a transformational experience Like the artist like the entertainer like the person that shows up and says man. I'm gonna be good I'm gonna deliver and I'm gonna over deliver What began to happen is one turned into two and two turned into three and three turned into three hundred and the next thing You know, I got a network of people that want that skill because it solves a problem If you don't remember anything else money changes hands when problems are solved The bigger the problem the more money people will pay to solve that problem I Started to build demand for my skill and This is part of the cycle of becoming a person of interest because now I'm building a network of like-minded people The reason you come to 8% because it's a network of what? Like-minded people we didn't say hey, this is the 90 90. What is it 98% conference 94% conference 96% conference? What is that 92% conference? I did I was a I was a PE teacher. Give me a break here for a second Advanced honors PE We didn't call it the 92% conference. Hey the 92% of failure is gonna show up in Dallas this week We're gonna teach you how to fail at a bigger level You showed up cuz you said man. I want to be an 8% some of you want to be in the 1% right or wrong Some of you want to be in the point 0 0 0 1% I Have a strategist that I pay every single month and he came to me a few weeks ago He said I got a stat. I want you to start using He said there are 700,000 people in the United States that call themselves a coach He said the average income of those coaches is $47,000 a year He said coach Bert you are in the point 0 0 0 1% of top money earning coaches in the world And I want you to start using that stat when you're selling your services Something good to know right or wrong. Some of y'all had a bad coach in your life That's why you don't believe in coaching You've had one of those coaches that are making 47,000 a year Right you need a coach that's making four million a year Or 40 million a year Right somebody that knows how to monetize a skill set. It's no different in insurance. You have a skill We have to monetize that skill. So the question becomes how do I start creating structures of exchange? I got all these like-minded people. This is what's gonna get you right here I got all these like-minded people now. They're all coming to me. They're coming to me because of the skill that I have I'm helping them make more money I'm helping them get clarity I'm helping to explain their services and I start saying man We should build things for them to come to so they can exchange This is where your personal venture score goes to a higher frequency and I started building out structures of exchange So I was taking money for my coaching business and I started buying these unique properties around the country like this property right here Down in Florida this nine bedroom like a little hotel and I started saying we're gonna start doing retreats down at this house in Florida So people can exchange With each other how many of you think the value of you is also predicated by the value of the network you bring to the equation You see if I go and I create a structure where big-time people can come together and exchange energy exchange ideas Exchange concepts with each other then the fact my value is greater Okay, because I'm putting people of interest in a room and they're learning from each other and they're growing from each other So this also gives my sales team a reason to call out. Hey coach bird is doing a retreat down here Hey coach birds doing an event down at the hangar Okay, where we bring people together where we get people excited where we add new people to the funnel people of interest are always doing something cool Okay, what's the opposite of interesting? What are most people in insurance? Alright good boring Insurance ain't sexy You got to make it sexy So so what I do is I do cool things where I bring people together and I say man Let's bring people together from the best of the world the insurance people and all these people Let's bring them together right and then I bought this big lodge in Tennessee where we bring people together Cody's been there a lot of you have been there and we bring people together What's your version of this because every time I brought people together at something good things have happened? People of interest are doing cool things. I Want you to think about that as you leave here What are you doing? Are you selling insurance? Are you creating cool things that people can participate in are you building networks of like-minded people? Do you have an incredible instinct and skill set that other people need? You are a person of interest every morning when I wake up. I tell myself. I am a person of interest People are counting on me to show up and grow up and deliver today My positive energy is going to be greater than any negative energy I face. I am here to do something big on planet Earth You have got to start seeing yourself in a different way So let me bring it to a close here. The next big revelation is the concept of scaling and That's really what I drew up Because there's gonna come a point in your life that the design of your business Cannot get you to the next level right or wrong You have gotten yourself as far as you can get You have gone as far as you can go with your little business model and I started thinking how do I scale this? How do I become more of a specialist? I am going pro. I'm constantly creating a new structure My network is growing significantly I am becoming this is where you really start to become known and famous in the world guys Because now you are really getting very specialized What if I told you all the greats that I work with they all have a very very special skill set It's not vague. It's not generic. It's not common It's very uncommon This is when they're going from amateurs to professionals. How many years have they been doing it? 10 20 30 long cycles In the same direction And this is where you ultimately find your voice in life At the intersection of passion Talent Need in the world and conscience You have now found something that both motivates you and fascinates you every single Day of your life You are a known Quantity in the world because you Are the best you have found your voice your calling That which you were destined to do to become somebody in the world And when you do that ultimately this is why you want to be a person of interest Deep within you is a desire to count to matter To contribute To do something big to take your insurance business It's one thing to sell leads It's one thing to create opportunity for people It's another thing to create a movement It's another thing to help thousands and thousands of people It's another thing to become the number one person in the world You have to leave your amateur desires behind And at some point you've got to go pro man You got to go pro and that's what this conference is about I want to challenge you as we leave here Cody and I are going to be doing something over the next several weeks and I know that in an hour I can't help you find your voice in life But I know in four weeks we can start the cycle of you finding your voice So we have put together a mentoring program a coaching program. It's four weeks It's with me and Cody askings Cody has used many of the strategies we teach in person of interest to build the 8% brand to become known in the world Uh, JD appears use many of the philosophies in this book to become a person of interest Nate Allford is using these philosophies to become a person of interest And we want to coach you Four week journey Cody and I on how you truly become known in the world the the curriculum is set And for four weeks, man, I want to be your coach I want to show you how to be The person of interest you were destined to be so as soon as we get finished here Cody and I are going to be out at my booth And I want to look you right in the eyeball man And I want I want to look at you when you make a decision because the word decide means to kill off Kill off fear kill off insecurity kill off doubt kill off your past kill off something you come to a decision that I am tired Of playing amateur and I am ready to go pro And we want to be your coach for four weeks. So when I'm finished, I'm going to walk straight out there I want to see I want to see you right in the eye. Cody's going to shake your hand when you make a commitment I'm going to shake your hand when make a commitment And we're only taking 50 people out of the room So if you're one of those 50 that said coach, I'm in then we'll see you in the room Everybody needs a coach in life. God bless you. And thank you for having me at eight percent one more time Hey, if you love this you're like, man, I want I want 2021 to be better than 2020 was I got seven steps That you need to apply right away. Check out the video. They're in there See you if you want to make $221,520 next year in 2021 I'm going to show you the seven steps that you need to master