 Dude, I know, man, how about this 8% nation insurance wealth? We need to give it away. Man, dude, check out this thing. I don't know if I'm going to be in view, but how about this freaking jacket, man? Doesn't he look like he should be in there? Did you want to be rolling around Nisa Stadium in this bad boy? You look like you should be telling someone that they're in the wrong quadrant. Yeah, sir, but dude, you're probably going to be playing Ray Lewis' bodyguard at this mill. Yeah, yeah. How about that? We will be. You guys scared of Dallas if he was between you and Ray Lewis? Oh, don't make me pull out the crazy. I'm going crazy. Today is what is your why, man. Today is all about why do you get up to do what you do? Successful people do what unsuccessful people are unwilling to do. That's true. And I'm extremely focused on outwork and others. Yes, so here's the thing. You can get fired up. You can get ready to go. You can go to the 8% conference, and you can hear great speakers. You can see other people that are doing it big. However, your fire will fade out if you do not have a why. We're going to show you a video here in a little bit that talks about, Mike Tyson said, I love this quote, Mike Tyson said, everybody has a plan until they get punched in the face. Well, here's what's going to happen. You are going to get fired up, whether it be through a video you watch or through, you may set up a goal or whatever. But then what's going to happen is you're going to get punched in the face. And if your why is not strong enough, you are going to fail. Dude, it's tough to keep focus for long periods of time. Most people, I used to struggle with this so bad. My wife worried about me throwing a conference. I mean, when we had security mentor and it's grown like crazy, because I'm someone that needs another challenge, I always like new challenges. But that doesn't mean that you don't need to stay focused on the task at hand and blowing something up. Most people struggle to keep focus on something for a long period of time. But let's go deeper than that. There's a reason they don't. And I think it's maybe they were doing it for themselves. They weren't doing it for others. If you do something for yourself, you're not going to succeed. They don't have a goal. There's no target. So it's easy to get off path and take another path and it looks more beautiful, jump on the other side of the fence, whatever, because they don't have a target to hit. They don't have a goal. That's why we try to implement targets in here, like big targets all the time. It keeps our focus. So here's the thing. The first thing you need to do to figure out your why is to figure out what motivates you. You and I have both had opportunities to be in charge of businesses, be in charge of people. If you are going to motivate people, you have to figure out what motivates them. And a lot of time, no two people are like, you and I are very different. Very, very different. You ain't lying. I am not motivated by the thing that Cody's motivated by and vice versa. For example, what motivates you? If I was going to say, Cody, I'm going to put this in front of you. Here's the carrot. What is that carrot? What's your why? On my anniversary, I should say that it's only providing an amazing life for my wife. And you know what? That is true. That motivates me beyond belief. My biggest thing is for me, it's like this picture that my dad sent me from this office. That's it, man. I mean, that's it because it's set goals so high they laugh, crush them while they watch. I mean, that's it for me because I do some stuff that most people are unwilling to do. And then it's me. It's a personal challenge for me to prove people wrong. I think that's it. For my supposed competitors to destroy them. It's that waking up mentality of just doing way more than I believe I can. It's that next challenge. It's that target. It's hitting targets that are unacceptable, unreachable, and that people laugh at. Yeah, OK. So for you, a way to motivate you, honestly, if I was going to motivate Cody, if I saw Cody was down, if I saw Cody was struggling, I would probably make up something that somebody said about him because I know that would motivate him more than anything. I could come in and say, hey, I was just over in an office across the street. They said this insurance conference is the stupidest thing they've ever heard of. It's never going to fly. It's going to be Cody and his wife and his three friends sitting in a stadium by themselves, crying over Virgin strawberry daiquiris is what this is. And it's pathetic. I love my Virgin strawberry daiquiris. I promise you, Cody would feel nice on stadium that afternoon because that's what motivates you. No, there's no doubt. And that's why there's companies and people that have said that they believe that that could happen. Dude, it ain't. There's gonna be more people than people will realize. I mean, because we are grinding 16 hours a day. What motivates me is different from that. For me, it is my wife and kids are probably the most important thing in my life. They're top two or three. It is making them and other people proud of me. And I'm not necessarily even proud of that. I should be able to do things without having to make people proud, but I'll be honest. That's what motivates me most days. And it's good for you to be honest because there's a lot of people out there that everyone is different. Everyone's motivated in a different way. Dude, they want people to... Everyone wants people to be proud of them. That may be higher on the priority list than others. Everybody wants recognition. Everybody wants people to be proud of them. Everybody wants to be recognized. Well, and one of my lowest points in my life, my daughter came home from school one day and I'm sitting on the couch watching Netflix on a Tuesday. Now, I still remember that. Her walking in going, Dad, are you sick? And I'm like, no, why? She's like, well, it's Tuesday and it's two o'clock. What are you... Man, that hit me right here. And I vowed that's not gonna happen again. That will not happen again. Because when my kids, I want my kids to see, I don't care if I'm mowing the yard. I don't care if I am... Whatever I'm doing, I want them to go, man. Like at the end, I want them to say, my dad worked harder than anybody. My dad and dad was the toughest son of a gun anybody's ever met. That's what motivates me. That's my why. So for you, if you're watching at home right now, in order for you to figure out what your why is, you need to figure out what motivates you. It may be a goal. It may be haters. It may be making somebody proud. It may be a good word. It may be a trip. Maybe get to wear a jacket like this at Nissan Stadium and hang out with Ray Lewis and Grant Cardone. Who knows, man? Everybody's motivated in different ways. The problem is most insurance agents do not know their why. And what happens to that is, they come in with a great goal. I'm gonna write this many apps this month. I'm gonna write this. And those goals are great. But why set goals? Why set up your goals and why knock them down? There's gotta be a why. Because if there's not, you're gonna get hit in the mouth. You're gonna get knocked down. And you're not going to last very long in this business. Listen, this business is, this is 8% club. It's not for everybody. It really isn't. 92% of agents are going to fail. Can I say this? Sometimes it's okay to fail. I mean, I think it's great to fail. Some people need to be woken up. And it takes hitting rock bottom to wake them up. And maybe your why is, I'm never being back here again. You know what? My wife is never going to say, hey, where are we getting groceries today? My wife is never gonna come home and say, hey, is it okay for me to go shopping? That's not gonna happen. Maybe that's it. My electricity's never gonna be shut off again. I am going, my cell phone, I'm gonna buy the iPhone X and I'm gonna have it on the most, on the unlimited plan. And that's important to you. What is your why? We're gonna watch a video here. DJ's got us queued up ready to go, right? Watch this video. I watched this video at least four times a week. I could quote it word for word. I love this video. Watch your why, watch this. You can write everything down if you want to. Be brave enough to write every one of your goals down. But I'm gonna tell you something. Life's gonna hit you in your mouth and you gotta do me a huge favor. Your why has to be greater than that knock down. And I love it. Buster Douglas got knocked out. Nobody ever got knocked out by Mike Tyson and ever got back up. It was almost a 10 count. He was stumbling. They were four, three, two, one. Ding, ding, ding, say by the bell. He goes to his corner. The whole world is like, that's it. Once he comes back out, that's it. Mike's gonna just hammering and exactly that. Mike Tyson came out like, I got him. I got this kid up against the rope. Listen to me. Many of you right now, life's got you up against the rope. You can't give up. You can't give in. Listen to me. If it was easy, everybody would do it. And if life's got you backed up, I need you to do what Buster Douglas did. Buster Douglas start fighting back. And the world was shocked. Goliath has been knocked down. What happened? And they went to Buster Douglas and they asked Buster Douglas simply like, what happened? And Buster Douglas said, listen to me. It's real simple, before my mother died. She told the whole world that I was gonna beat Mike Tyson. In two days before the fight, my mother died. Buster Douglas had, he had a decision to make. When his mother died, he could die with his mother or he made a decision. I can wake up and I can live for mom. And he knocked Mike Tyson out simply because his wife was greater than that punch. His wife was greater than defeat. His wife was greater than his trial and his tribulation. And I'm telling you, if you don't know what your Y is and your Y is in strong, you're gonna get knocked out every single day. If that doesn't inspire you up, if that doesn't get you going, you don't belong in the insurance industry. Okay? I love that. What is your Y? What motivates you? So I'm gonna give you three things that I want you to do to find out what your Y is. Number one, I was hoping he's gonna get some good stuff at the end of this. Number one, I've already said, find out what motivates you. Number two, ask somebody. Ask somebody that's close to you. What motivates me? Your wife, they know what it is. They know you better than you know you. And then when you ask them, be humble, okay? They may tell you something that you don't like. They may tell you, well, actually, you're motivated by goals. And that may feel petty. That may feel like, you know what? I don't need anything motivating me. You are going to fail. You don't know what your Y is and you're gonna get knocked down and you're not going to get back up, okay? So find out what your Y is, ask somebody what your Y is, and then number three, figure out how to get closer to that Y, okay? For example, if your family is your Y, go to your family and say, can you guys help me, right? I want you guys to ask me how my day is. I want you guys to ask me, Dad, how many policies did you write this week? If it's zero, leave the house and don't hang out with me. Yeah, listen to me. You have to have accountability to reach your Y. You have to have a goal set up to reach your Y. Okay, that's a really good point because if I started showing up here at like, everyone's here by eight, either eight, 30 or nine, two different shifts here at the office. If I started showing up at like eight, 35 every day, would you guys start to wonder, everybody in the studio, would you guys start to wonder like, dude, what's going on with Cody? Is he care? You know, is he focused? I mean- As well as breath for alcohol, whatever. Very little bit. Yeah, they would wonder, especially if it was like, if it was started to happen more and more. So that's accountability. I'm still accountable to my team, you know? Which is cool. Yeah, so here's the last thing. You find out what your Y is, get motivated to figure out how to reach your Y, how to get more tuned into your Y. And then lastly, I want you to every day, set up, wake up thinking, today I am going to reach that Y or I'm going to accomplish that Y more than I ever have before. I'm a big believer in every day, setting goals, every day, getting recharged. Yeah, there's no doubt. That's one of the things that, the one of the reasons I love running at night, because I'll have some crazy days. It's easy to get stressed out. I got a lot of things going on. It's easy to get scattered brained running. I thought about last night, exactly how you said it recharges me. It flushes me and it refocuses me on my next day and what I want to accomplish. It really does. That's my way of doing that. In your, I've told you before, I lay down at night and I think, if I didn't get out of bed today, if I just took a Netflix and binge watch and whatever day today, would anybody have noticed? Would anybody have cared? Would I have made a difference? And when you lay your head down, go get, let me back up. Every day, finish your day, don't take anything to bed with you. You know what I mean? Clear your head for the day, get some good sleep. You want about a reset and not continue to compound it and take it into the next day. You need to rest. When you wake up the next day, it is a brand new day. Anything that you did yesterday doesn't count. Anything that you did wrong yesterday, it's gone. Wake up and get going. Figure out what your Y is and then set it. Go talk to somebody. Right now, at the end of this video, pick up your phone. We are a show that gives you practical things that you can do. That's true. Pick up your phone. Go ahead, we'll wait. Okay. Okay. Now, text somebody that you love. It may be your mama. It may be your wife. It may be your kids. And ask them, what is my wife? Why do I do what I do? What is it? And then comment to us. Tell us, what is your wife? We are getting ready to throw a massive insurance conference. 8% nation October 26, 27. We need to see you there. Completely. We want you there. We want you to be rolling around in your polo after you get your premier ticket and you get a free polo. Nice. With it. There's like $19,000 with a value with the premier package. It's kind of crazy, all the stuff that comes with it. It's a lot of stuff. And we got the new 8% nation jackets that the team's gonna be wearing around. I can't wear. The team's gonna be wearing around the stadium. We're a jacket. You see somebody in this jacket. They're on the team, man. Yeah. They're on the squad. You need to ask them if they are, you are in the right quadrant. Yes. They're gonna change your vector. That's right. That's right. They're gonna ask them questions about video, graphics. All of it, man. That's what we're all about. We will act like we know what we're doing. It's so easy to get off track. In this business, it's so easy to get unfocused. Life can throw curve balls. You can see a billboard before you know it. You're thinking about the office. Yep. Not the good office. Not the good office. Well, I mean the good office. The show office. You can hear a radio commercial and get all thrown off. Someone can have a birthday or someone can say, hey, you've got to be here at this time and the next thing you know, your day's shot and they just life you through your curve ball and you weren't expecting it. It is important and imperative for you to stay focused on the task at hand. Always have a large target that you're going to because otherwise it's really easy to get complacent, unmotivated and unfocused, which is why I've learned, here, that since June, we are more focused, we're more productive, we're running multiple companies at once, the same team. We're getting a lot more done because we have something to shoot for. We have a big target and from now on, there will never be a day in my existence where we don't have a big target that as a team, we are shooting for. That's just, I'm up to come up with another challenge, whatever it is after this whole thing's over. These guys thought they were rest in October. They really did, but. There's no rest. Little did they know. Little did they know. Listen, come see us at the conference, come up and tell me, listen, my why is this. First person to come up and tell me, here's my why I'm buying you a drink and we're going to talk about your why. We're going to talk about your why and we're going to talk about how do you reach it? What's your goals, man? Because see, at the end of the day, I, what else drives me is driving other people. I love coaching, a basketball coach. I love, there's nothing like seeing someone else succeed and saying, I have a partner, you know? Yeah, they did all the work and all that, but I helped them get there. It feels good. There's nothing like it. I did my mentor program call for an hour with several people, agents that are in the mentor program about a dozen and it went really well. It was a lot of fun. It feels good when you're bringing value to people, bring value to people around you, stay focused on the task at hand, set a big target and get to this conference to develop yourself and improve and get focused and create wealth forever. Yeah, absolutely. 8% Club, man. You are in a club of people, a lot of people fail. Yeah. And there are people that fail for a reason, like, you know, there may be even a legitimate reason or two out there. Oh yeah. But most of the time people don't fail because they don't take advantage of the tools it's given to them. This is a tool, 8% Club is a tool that you can use to succeed. We give you something every week to help you go out and physically do something. We care about you. Yep. We love you. We don't want you to fail and we want to hang out with you at Nissan Stadium in Nashville. Yep, let's do it. Let's hang out. All right, hey, as we're going out, as we're leaving this week's show, the last thing we want to do before we put you into an incredible weekend in an awesome state and thinking about wealth in this conference, thinking about strutting around in your polo in your jacket at the stadium, I want you to check out someone's going to be there. It's focused on making you a monster in your life. Check this thing out. Have an incredible weekend. Thanks for watching 8% Club with Dallas and Cody. One of the things I've been talking about this month, and it really came to me when I was on vacation is I was reading a book by Ram Chiron called The Attacker's Advantage and he dealt a lot with fear and uncertainty. And I always like to look up the definitions of words and fear prohibits a person from taking action. Fear is an unpleasant emotion that is created by belief that someone or something is going to harm us in the future. Now, I focus in on a couple of those words, feeling, emotion, belief. Those three things cause a person not to take action. I won't move because I got a fear that's going to hurt, I'm going to be hurt in the future. I'm going to get my heart broken. Going to spend a bunch of money and never get it back. I have all these fears. Well, fear breeds uncertainty and uncertainty is ambivalence, doubt, insecurity, vacillation, typically caused by an ignorance to something and I don't mean that in a negative way, I just mean I'm ignorant to how it can help me. So when I have fear and uncertainty, I don't move. So as a professional, your job is to create certainty as much certainty as you can. And the way you create certainty is through mastery. The way you create mastery is through ongoing, systematic practice, not cotton candy, but commitment. You get up and you do it over and over and over and you have a confidence about you that you know if they put themselves in your hands, you're going to take good care of them. You're going to get them to a much better state because of you at six months in the future, they're going to be much better off than they are today. That's what you're selling. And you can't give it to me if you don't have any. So I see a lot of people that are insecure and this is the number one objection people have is I'm not moving forward because I don't have enough information and you haven't overcome my fear that something's going to hurt me in the future. Losing money's hurting me. Losing my reputation, losing my marriage, losing things I've worked for my whole life. Losing and fear stops me. So I vacillate, I go back and forth. Your job as a salesperson, your job as an entrepreneur is to overcome that fear in another person's mind through the certainty that you bring to the table. So when they vacillate, you need to let them know you got this because you're that good. You've been doing it for years. You know if they take action, they're going to be successful. That's how you overcome fear and uncertainty. Give them more information and give it to them any way they need it. Video, text message, Facebook, phone call, somebody else call them, whatever you got to do, feed them more information. That's why they're not taking action because they don't believe that you can get them to the next level or they don't believe in their own self. They have not committed a solcott candy versus commitment.