 8% comes from the fact that 92% of insurance agents fell in their first three years. Well, what does 8% mean to you knowing that statistic? Well, it's sort of like any kind of a skill. The skill of selling is like the skill of typing. It's like the skill of riding a bicycle. It's a learnable skill. And it's something that you can learn through continuous practice. And a lot of people don't understand that. And when I started off in selling and knocking on doors and knocking on doors and after six months, I was just still struggling. And there was one guy at our office that I told this story. His name was Pete and I still see his face after all these years. And Pete was selling 10 times as much as anybody else in the company. We had about 15 people. And I would start working at seven or eight in the morning knocking on doors. And Pete would start at nine or 10 o'clock and he would take time off for lunch and he would quit at 4.30 or five. And he just had a great life. He earned more money than anybody else. And one day I asked him, I said, Pete, why is it that you earn so much more than I do? And he said, well, show me your sales presentation and I'll critique it for you. And I said, geez, I don't have a sales presentation. I had heard about a sales presentation. I sometimes joke and I say, it was like something on the other side of the moon is I knew that there was a sales presentation out there but I'd never seen one. And I said, well, I don't have a presentation. He said, well, what do you do when you get face to face with a prospective customer? And I said, oh, I just, I tell him how good our product is and how helpful it is and how much it's better than anybody else and everything. And he said, no, no, I remember. I remember this, we had an office in this office building, third floor, and we went downstairs and across the street and we're sitting on a park bench, this big city park, a city park. And he said, that's not how you sell. What you do is you don't talk, you ask questions. And I said, ask questions because I was told you have the gift of the gab. You know, you can talk really well. And he said, no, no, no, no, ask questions and listen closely to the answers. And over the years I found is that your ability to ask questions and listen to the answers in a positive way is really the key to successful selling. And a good friend of mine, one of my best friends now, top sales guy, he said, remember listening builds trust. Listening builds trust. Well, how do you get a chance to listen? Well, when you ask questions, you ask good questions and you lean forward, you lean into the question. And when you listen closely, people warm up to you and listening builds trust. And the more you listen, the more they trust you and the more they like you and the more they're open to being influenced by you. And I still remember those or some of the most important things is that, wow, listening builds trust. So I asked questions, I just kept asking more questions and what about this and what about that and what are you doing now and how is that working for you? And what are your goals? What are your plans for the future? And it was constantly asking questions, changed my whole life. Instead of trying to persuade or influence people instead, look to them and try to help them. When I do seminars, when I hit the peak, I was doing seminars, my average seminar was 1600 people for more than 20 years. And sometimes it was 2000, 3000, 4,000 with gusts up to 5,000. My biggest seminars were 20,000, 25,000. And it was wonderful and it was so helpful to people. They leaned forward. And in my seminars, one of the things I learned is to ask questions rather than talking and trying to impress people, ask them questions about themselves and what they're doing, what their goals are and so on. And it was just so wonderful. And it's the same thing with you. You are going to be a great speaker in the years ahead. And you'll find that when I start off with the audience, I start off by asking them questions and asking them and follow up questions and more follow up questions. And people love it when you ask them questions and listen because questions encourage them to really think deeply about what it is they're doing. And so I would ask people questions and then I would give them answers and ask more questions and give them more answers and so on. And that's how I got to RIM today. I would ask questions and give answers and tell them how to use the information. So many people I'm happy have become millionaires. My friends at Nightingale Conant did a research study on people who used my materials. They found that more people, more salespeople became millionaires as a result of using my materials than any other single influence. And of course everybody wants to be a millionaire. And yes, you can become a millionaire. And what you do is you do what millionaires do and good millionaires. It's interesting. One of the richest people in the world is Mark Zuckerberg and president of Facebook. And they say he's got a five to one ratio in terms of listening and speaking is that he asks questions five times or every one time that he talks or comments or gives guidance. And it's just an interesting thing. He just continually asks more questions and takes notes and so on. And so it's a very good thing to remember. And I see you taking notes. That's a very smart thing. The most successful people take notes all the time. And it's just what it does is it helps you to think at a deeper level and also to review the material. I'm always astonished. I say, okay, please write this down. And people in my audience says, you got an extra pencil, you got an extra pen. They come to a full day seminar and they don't have a pencil. They don't have a pen that I'm really to write with. I just shake my head. SMH, SMH, shaking my head, shaking my head. It's like, I can't believe that. I can't believe that people would go to a seminar without preparation to write things down. And so that's another thing is make sure that when people come to your seminars is that they are supplied with writing materials and so on. And so I always carry a red pen and a blue pen. And my kids would ask me, dad, do you have a pen? I say, what do you want, red or blue? Red or blue? You know, I've always got two. And one is to underline in red and blue is to make a note. And so my kids now carry pens around and they hear something good. They immediately write it down. Napoleon Hill had this wonderful one liner. He said, and when you think it, ink it. I thought that was really cute. When you think it, ink it. If you have an idea, when an idea goes through your mind like a comet, immediately write it down. Because if you don't, you forget it, you'll lose it. And sometimes you'll have one good idea that can change your life. And if you don't write it down, you'll think, geez, what was that idea? And then you find me, somebody else who had that same idea as well. And sometimes it's just one simple idea that changes your life. One of the things for our friends who are watching is how important it is to take notes and to read. Is to just dedicate yourself to continuous learning. This is, I say that there's three things in my life. And I talk about these three. I call them the golden triangle of success, like a triangle. And when I look back over my life, I realize that there are three great things. Number one is to accept responsibility for your life. Don't complain. Don't make excuses. Don't blame other people for your problems. Always accept responsibility. And number two is to have goals. Clear written goals and plans. And number three is dedicate yourself to continuous learning. Always be learning. You look behind me. I was just reading an article on me that was in YouTube. I wasn't in YouTube, it was on Google. And somebody had done a complete research. It was called 20 Things That You Don't Know About Brian Tracy. Well, I had never seen this before, so I read it. And one of them is that it said Brian Tracy has read more than 7,000 books. And I thought, oh, and yes, that's true. I must have said it somewhere. You see these books, these are all double stacked. So there's two books at every shelf. From the top to the bottom. All you can see is the middle, the bottom, the top. And this is just in my office. And it goes all the way around, but it's also outside. It's in other rooms. It's downstairs. My whole house is just full of books. And I may not have read them all, but I continue to buy and read books. And then sometimes you just come across one idea and you say, Jesus, that's a good idea. Jesus, that's a good idea. And then you have an opportunity. Here's something really interesting. I found that, and I studied metaphysics in my 20s. I came across a Russian school of metaphysics. And what they taught was that you never learn a subject without having very soon an opportunity to learn or to use that new material. As you learn the material and very soon you get a chance to use it. And I thought, well, that's interesting. And for the rest of my life, I realized you read an article on something you find it in a book or a magazine. And very soon afterwards, you have an opportunity to use that material to improve your life or the life of someone else. And so therefore, you must dedicate yourself to lifelong learning. For the rest of you, just always learning. Hey, if you enjoyed this, I got another one. You're gonna love it. It's right there. Click on it. See you in there. Thank you so much. I wanna thank Cody and Lauren for putting this on. Give those guys a big hand for doing this. Amazing, amazing event. Okay? Amazing. Really, you guys are awesome. Like when he called and said, hey, would you do this deal? The fact that they're willing to.