 8% virtual I have an unbelievable surprise guest speaker for you today. Mr. Brian Tracy Lifelong fan of your work. Thank you so much for agreeing to spend a few minutes with me today Well, thank you, you know you you and I Have what are they could say in the in the movie? We've Shed the same blood in the same mud if you remember that movie you and I have made our living and come From nowhere to where we are by learning how to sell and I know that you're a fan of My information on closing and I remember when I started off in selling I asked myself the question and this is really important is what is the one factor that determines? Your income more than any other factor. This is called the constraint. It's called the limiting step or the constraint What is the one factor and I realized it was my ability to close the sale? Actually, I wasn't afraid to make calls I wasn't afraid to knock on doors and I did in my first year I knocked on more than 20,000 doors and got almost 20,000 rejections and But I wasn't afraid I just get up in the morning six o'clock I'd be out there and make my first call at eight o'clock My rule was if they if they are available I'd be there and I've been knocking on doors at ready to knock on doors until nine nine thirty ten o'clock at night if the light was on I'd be there and I realized that it was my ability to ask For the order my ability to close was the critical factor. So I did gave myself a Goal to become really really good at closing sales and I've actually I did it takes time And it takes a tremendous amount of rejection But I eventually I became better and better and better at it and my income went up And there's a wonderful relationship between your income and your confidence your level of happiness You start to make a lot of money and you start to be happy when you're happy You have a lot of energy when you have energy you're more eager to get out there And make calls and so I have I worked on becoming really good on closing the sale And the wonderful thing is it I told more than five million people live that you can learn any skill you need to learn to achieve any goal that you need to achieve and so you could become really really good at asking for the order and and I did and Over time I Made a lot of money as well, but as we were talking about it's not the money that you make It's the in the effect that you have on the lives of other people Absolutely. Yes. I love that. It's it's it's amazing to how you can it's it's it's a choice How good you get at at closing the deal and it's amazing You just talked about how if you want to be really good you chose be really good You made that decision. Yes, not everyone's wired that way Where does that come from to where you commit to doing something and you really follow through and execute? well, one of the things that we have is that It's the biggest single problem in adult life is the feeling that I'm not good enough They're not good enough and I've studied this in psychology it's what holds people back more than anything else and So you should return it around and say I am good enough. I can I can do this I can learn anything I need to learn and I taught this for For now almost five decades and one of the things that I found is that Our greatest problems in life come from our childhood and Me and and how we were raised and so as a parent. Are you married Cody? I am. Yes, sir You have children no children yet. No, sir Well the the most important thing as a parent is to continually tell your children how good they are Tell them how much you love them and tell them how good they are and No matter what happens you tell them the most wonderful words in the world are you can do it you can do it and When you keep telling your kids you can do it eventually and at a very early age It's like programming is you program them to believe I can do this I can do anything I put my mind to and At the beginning of their lives They will have so much self-doubt You see the biggest single problem is self-doubt is they don't believe in themselves, but you as their parent Are the most important person in their lives and so therefore just just tell them all the time How good they are and how great they are if they make a mistake or they don't do too. Well, you say all right well pick up and try it again and You can do it you can do it you can do it and that's a wonderful thing for children to hear and eventually it reaches the point where they it sort of locks in and They start to believe it and then after that nothing can stop them That's awesome. That's such good advice too because I really believe I Had a I'm about to get into my story and how much you've affected me and in your material But I really believe what you just said resonated it made a ton of sense with me because I get the question a lot, you know How were you able to have confidence in yourself at an early age? And I really believe it was my parents Instilling the confidence and those positive encouraging words just like you talked about my mother and my father Yes, and that gave me a tremendous advantage Hugely grateful and was amazing blessing and so my parents were That positive influence for me and they made me believe just like you just said for whatever reason. Yes I don't know if they listen to you and then and then implemented that in me. I don't know but I do know that They made me believe I could accomplish anything in life Yes, and and then you don't understand Parents don't understand that that you are the greatest single influence in the life of your children And I say I've talked this to so many people But I say whenever you see an adult who is has problems You see a bad childhood is that the parents might my parents gave me no support at all The only thing that they did was criticize me. I I say this and you if you reviewed my material I'll say that destructive criticism is the is the cancer in all of human life is when parents criticize their children it just is like a punch in the emotional gut and It holds them back and and causes them to doubt themselves More and more and the opposite is constant encouragement constantly telling that they're good and and and complimenting them on Everything that they do even if they just do something little always tell them how good they are how great they are How wonderful it was just make a big thing of it and like like my kids are so used to hearing me Talk to them. They say oh dad you're always saying that and then they look at the their Friends and they find that their friends don't get that and then they realize it takes them many years They realize wow Wow, what what they're getting from me and from Barbara? is very rare and so they are not three of my children are married and They I'm sorry. Yeah, three of them are married and they do the same things with their children They're constantly telling their children how good they are and their children are just so happy They children laugh and they run around in there happy and there's you know like that Western song never has heard a discouraging word Is that there's just no negative? conversation in their lives and and that means they get better grades and they're more popular and they Like other people they like themselves and that's what we need to do And I think if you're sounds like your parents were really great and so you will be a great parent When your children come along the most wonderful thing in the world. I'm now 77. I just turned 77 a month ago and As I look back I realized that this is the most important thing in my life is is What happened to my children and we look at the kids and we talk to them and they our kids just sort of bask They like sitting in the Sun. They just bask in the warmth of continuous approval continuous positive feedback and So you just keep on doing that keep on doing that and it's wonderful because you continually build your children up and it makes you feel happy and makes them feel happy and then they will marry someone who Has the same philosophy of life is they feel positive and they feel happy. It's just a it's just a wonderful continuing circle and that's what we need to do as Sales people the most powerful statement. I ever learned was the words I like myself And you've heard me talk about that. I like myself. I like myself. I like myself I like myself and the more you say it the more you depress or push down thoughts of self-doubt and The more you feel positive and encouraged about yourself So I have so many of my friends in sales that'll get themselves cranked up Just before they go into a column or pick up the telephone as they'll say to themselves I like myself. I like myself like and then they pick up the phone or they knock on the door They walk in I like myself. I like myself. I like myself And what that does is it just lowers all their fears and all of their doubts And they just feel happy about themselves and as a result their Relationships for their clients are excellent as well. Anyway, so so that's what we do. I love that. I love that Well, I need to formally Thank you for the positive influence that you had on my life our our viewers if we had over 10,000 register for for this and And they've heard me recommend you time and time again They've heard me that your book the art of closing the cell was the first sales book I ever picked up I love the story of how you were going house to house people who tell people were telling you They want to think about it they want you to call them back and I started to implement that and Was able to close a lot more deals immediately without follow-up with people also I've recommended that other sales people in the interest industry do that as well and they've seen a lot of Positive encouragement feedback from using that and it's worked for them too. So thank you for Being a big help to me making six figures my first year and the Hundreds of thousands of other people that you've been able possibly millions probably that you were able to help as well So, thank you very much. Yeah, that's wonderful. Thank you. You're very welcome. Yeah, that's amazing And I I've been following you for 10 11 years since I first got in the end in this into sales and I thought you know what I've been looking forward to today and our time together Just because of how much I've looked up to you and so again, thank you for everything you've done I want to transition to 8% comes from the fact that 92% of insurance agents fell in their first three years What does nine what 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 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 and I tell this story His name was Pete and I still see his face after all these years and Pete was selling ten times as much as anybody else in 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 ten o'clock and he would take time off for lunch and he would quit at four thirty or five and He just had a great life and 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 said I was joking. I say it was like something on the other side of the moon is I knew that was there was a Sales presently 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? Perspective customer and I said oh, I just I tell him how good our product is and and how helpful it is and how much It's better than anybody else 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 is every part but and he said 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 you can talk really well I said no no no no ask questions and listen closely to the answers and over the years I found is that 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, and 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 were 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 change my whole life instead of trying to persuade or influence people Instead look into them and try to help them when I do seminars when I hit the peak I was doing seminars my average seminar of a 1600 people for more than 20 years And sometimes it was 2000 3000 4th out with gusts up to 5000 my biggest seminars were 20,000 25,000 and It was wonderful and it was so helpful to people they lean 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 with their goals are and so on and It was just so wonderful. And it's the same thing with you. You you are going to be a great speaker In the years ahead And you'll find that when 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 because questions Encourage them to really think deeply about what it is. They're doing and And so I would ask 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 you I am today. I would ask questions and give answers and tell them how how to use the information So many people I'm happy. I've become millionaires My friends at night in your conant Did a research? Study on people who used my materials. They found that More people more sales people 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 could become a millionaire. I mean 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 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 for every one time that he talks or comments or gives guidance Well, it's just an interesting thing is just that he just continually asks more questions and takes notes and and so on And so it's a very good thing to remember and and I see you taking notes. That's a very smart thing the most success 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 say, okay, please write this down and people in my audience is You got an extra pencil you got an extra pen is they come to it a full-day seminar And they don't have a pencil and I have a pen that I'm really to write with I just shake my head SMH SMA shaking my head shaking my head is 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 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? You know, I've always got two and one is to underline in red and then blue is to is to make a note and 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 Hmm. 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 cheese. What was that idea and then you find meet 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 What I look back over my life Realize that there are three great things number one is to accept responsibility For your life and don't complain Don't make excuses. I don't blame other people for your problems always accept responsibility Number two is to have goals clear written goals and plans and number three is Dedicate yourself to continuous learning It always be learning you look behind me. I was just reading an article on me that was in on Yeah, and in YouTube. I wasn't in YouTube It was on It's on Google and somebody had done a complete research It was called it was called 20 things that you don't know about Brian Tracy Well, I'd 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 And yes, that's true. I must have said it somewhere You see these books. These are all double stacked So there's there's two books at every shelf from the top to the bottom all you can see is the middle at 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 got downstairs is you know 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 a good idea Jesus a good idea then and then and then you have An opportunity here's something really interesting. I found it and I studied metaphysics in my 20s I came across as a Russian school of metaphysics and 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 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 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 And so therefore you must dedicate yourself to lifelong learning for the rest you just always learning back in the day my First Activity on the weekends was to go to bookstores and I'll take my kids to bookstores And I told my children I said there's no there's no budget for books You can have all the books that you want and so we would go to bookstores every single weekend And sometimes more than one and our favorite bookstore was a Barnes and Noble and we would go there And we would go from shelf to shelf and place to place and and they They say come dad can dad can I have this book and I get this book I said no budget for books no limits You can have all the books that you want and so we would go there and that Whole the whole four kids that come up with their shopping bags full of books Then they have their own bookshelves with with books Then they have their bookshelves at home It was just it was just wonderful and they just read all the time is there of course they watch television, but Very often you they'd be there when other kids are watching television or playing video games my kids would be reading they just read and read and read and and They're successful and they're happy and the wonderful thing about reading is it gives you a feeling of personal power youth you learn these things and Perk the subject change my son Michael came to me when he was about 21 22 years old to finish school and He was not a great student But he finally got through college and then he came to me and he said dad He said I I want to be successful What do I need to do to be successful like you because you know we live in a nice house and Good life and I said well you could do the same thing I did. What was that? I said well, I learned how to sell I Went out and I knocked on doors and I learned how to sell and he said well How can I how can I get a job knocking on doors? And I said well? I just gave a seminar for a big company. In fact the gentleman that Brought me in to speak Just just died a couple of weeks ago and He said I he said I could I can get you a job with him because they have branches all over the country knocking on doors and so I called him up and he called the his Manager and banged in San Diego and we got Michael a job knocking on doors and he went out and he just knocked on doors and He knocked on doors 12 hours a day. He just knocked on doors and it works six days a week And you work about 10 12 hours a day and he was very hard He I said you if you get this job, you're gonna get more rejection. You ever dreamed as possible You've had a good life. You've not been rejected, but now you're gonna be rejected and He said it was true. So so he Said it was the hardest thing in the world he went out every day and he would start knocking on doors at about 10 or 11 o'clock and he would work until 9 or 10 o'clock and he would do it six days a week and It was really hard, but eventually he learned how and he just kept hanging in there and learned how and eventually became a sales Supervisor than a sales manager and he began recruiting people and and training people and after a year He came to me and he said I've got it He said daddy said I'll never have to worry about money for the rest of my life because I can sell No matter what happens. I could sell and and so today by the time he was 25 he had a Mercedes in his own house and He was smoking and his married three children doing well and he's Was everything that you would want Just and the idea of quitting never occurs to him never occurs this this time today and the marketplace is very tough because of the coronavirus and the fact that you can't call on people but He just keeps logging away and he's now become a sales trainer a speaker and he's doing it very well He comes to my seminars and came to my seminars and learned how to speak and he speaks Really well, so it's a it's wonderful and you can learn anything you need to learn to approve any goal You can set for yourself. I say that over and over again Yeah, I love that you say that because that's something that holds a lot of people back in our industry is not having goals fear of rejection I used to doorknock every day for for years as well and Well, listen to your audiobooks when I would be in the car between put between places and and what would you say to those that are? Because the only reason an agent would ever become part of the 8% that the 92% fell is if they choose to quit and I really believe the theme of this virtual conference is if you don't quit you can't fail That's very good. That's very good. If you don't quit you can't fail. That's the most wonderful thing I mean, I've always told my children is just never give up never give up never give up and Don't have all kinds of setbacks and rejections and difficulties, but I used to do this on I'll pass this on to you because Many years ago. I was I had this girlfriend Her name was Heather. I still remember she was a very smart girl Sort of like insightful and so on and and one day we were I still remember we were walking along the street And she asked me what is your best quality? And this is after I spent years traveling all over the world and everything else What do you think is your best quality? Never heard that question before and so I thought about it as we walk along and I said well My best quality is that I am unstoppable I'm not I never give up and I look back over my life and I realized that is my best quality and I never thought about it to that minute So I was I've told this to my audiences thousand two thousand people I said, what is the most important quality for you to have to be successful in selling and the answer is to be unstoppable Now one of the things that I teach is that you become what you think about most of the time But also you become what you say to yourself most of the time When you talk to yourself in a positive way that is accepted by your subconscious mind as an instruction So how do you become unstoppable and everybody in the audience at all? I would ask them what is the most important quality and they might say and they say the quality is to become on so so how do you become unstoppable and The answer is this whenever you have a setback or difficulty just say to yourself The three magic words I am unstoppable. Mmm. I am unstoppable Now say it so I say it so people say well, I'm I'm unstoppable I said no, no, no, no, no, don't suck your thumb say it like you mean it. All right. Say I am Unstoppable so the second time they would say I am unstoppable. I said no, no, no, geez Say it like you believe it and and they would say I am unstoppable no more I am unstoppable the whole audience would shout I'm unstoppable and it's great I said up for the rest of your life whenever you have a thought or a feeling of Hesitating or holding back you say to yourself. I am unstoppable. I am Stoppable I am unstoppable and the fact is that when you say it you program it into your subconscious mind and You eventually begin to believe I am unstoppable and your subconscious mind accepts it as a command and Over a period of time not very long sometimes the first day you will say to yourself I am unstoppable. I am you know what in unstoppable. I never quit. I never quit and I taught my kids that I am when my kids were young. I would say that I say, you know, I Know one thing about you you never give up Mmm I know one thing about you you never give up and they say oh dad sure 10 years old 12 years Oh, sure. I do. I mean I you know, I don't get good grades in school I said I said no you may have short time short term setbacks But we down deep inside you never give up. You never give up and then my son David when he was about 10 years old he was playing with a friend of his and He said really loudly I still remember this because it was such a wonderful. He said really loudly He said well, I know one thing about myself. I never give up He said it really like see like basically like this is just a fundamental truth. I never give up and All my kids are the same way. They never give up. It doesn't occur to them They have setbacks and difficulties in they change things and they fail temporarily, but they never give up and One of the things that you can do to have a positive influence on other people is to tell them that you never give up If you keep to keep reminding yourself of that you'll have times where you will think about giving up You'll think about quitting. You're gonna have all kinds of difficulties in life. That's normal and natural But just keep reminding yourself. I am unstoppable. I am unstoppable And what happens eventually it's programmed in permanently and No matter what happens to you out there is you just never give up and that is the most important Quality for success of all once you have that Your your life is made and if you can teach people this and we can teach our friends who are watching today Just keep saying those magic words. I am unstoppable I am unstoppable whenever you think of quitting say wait a minute wait a minute. I don't quit. I'm unstoppable I am unstoppable and it and it sounds like a like hype But it's not everything that you are is a result of information that you've taken in So now what you do as an adult is you control the information flow You control the information flow you hear it and you see it and people say things to you and so on you say, okay and sometimes we've had parenting situations where our parents didn't understand this and so our parents May not have been that supportive. You say, okay. Well, it's sort of like a certain age You take over control of the wheel you get behind the wheel of your own life. You decide What you're going to be and you're gonna be unstoppable if you're unstoppable Then your your success in life is guaranteed. So anyway, that's just something to pass on because everything else will work Yeah. Yeah, that's amazing, buddy. I could I could I could listen to you all day. I am unstoppable. I Want to ask you one last question. I know we're getting close on time Again, this has been truly unbelievable What what's I feel like the biggest thing that insurance agents struggle with specifically is closing the deal You are one of the best closers on the planet How can you help others become the exact same thing right now? Well remember the famous story of the the man on the streets of New York and he asked the hippie he said He says, how do I get to Carnegie Hall? Remember that and the answer is practice man practice And the answer is practice man practice the reason you are where you are today is practice You learn it learn and do learn and do learn and do just practice over and over And you can learn anything now. You may not become a genius But you can learn any subject if you you at you are a learning machine You just you automatically learn you absorb new material and so therefore say well I want to be good at it first thing I do is I'll get a book. I have I was reading about having books on Amazon and that you could actually write your own book and you could put it on Amazon so I told people, you know, you can write your own book and and Then I realized I had lots of books on Amazon But they were all put on there by publishers and so I said, okay, I'm gonna I'm gonna write my own book I'm gonna follow the process of writing a book and putting it on Amazon And so I looked on to an Amazon and there are several free books There are 30 40 50 60 pages on how to write a book on Amazon and You could just after the end of our conversation here. Just go to Amazon and just put in How to write a book and they'll give you several different choices now It's and if you if they sell you the book the book is going to be five dollars four dollars They're not not very expensive at all So I just got three or four books and I read them through and I learned how to write a book And I wrote a book and I said what book would I write and I thought I'll write a book on closing sales And so I got it so I wrote a book I think it's I think it's gonna close that sale and it's five dollars and ninety-nine cents Yeah, and and so I'm I'm think I think I sold it as a Kindle book But I don't recall and I have my my creative person. I said I want to get this book on to Amazon as she said okay, and she familiarized herself with the instructions. It's like a recipe just a little recipe follow the recipe and So we put it up there, and it's called close that sale and it's the 24 sales closing techniques that I started off with many years ago It was interesting. I started speaking in 1981 which was it was it which was at the depths of a major recession and I had to get people in the room and I figured how can I get people in the room and I said well I could do a seminar on Unclosing sales. That's what everybody wants to know the one thing that sales people want to know So I put an ad in the paper, and it's called the 24 techniques for closing the sale And I charged $95 for the seminar three hours in the evening seven to ten and I had I was really nervous because I had never done a seminar like this before and Hundred people came to my first seminar put an ad in the paper Hundred people came and I guaranteed it. I said if you're not happy for any reason have your money back and that was my starting starting on my kickoff in speaking professional speaking and I had I think about 95 Yeah, 9500 people in my first seminar and what I did is I put together a really nice booklet on closing the sale That's but it was all the things you have to do before you close the sale It had 24 techniques, but the first first thing you had to do is you had to make sure you were speaking to the right person Qualifying you had to be sure that they understood the value of the offering You had to be sure that you understood what they needed and so on and then you had to get them to the point where they were ready to buy and Then here's different. Here's 24 different ways that you can ask for the sale and And you'll notice that there's no pressure. There's no tricks. There's no ways to Force people to buy everything is really low pressure no pressure friendly and That was my starting point. There's my kickoff in professional ceiling and I'd never written a book. I certainly learned a lot about it and I had lots of information So if anybody wants to learn how to close the sale, you just go to Amazon and there it is I think it's 599 But here's the wonderful thing that I discovered is one of the major reasons why people are afraid of prospecting is because so often they get Rejected at the end of the presentation So if they know that they're going to get rejected at the end of the presentation, they don't even make Go and make calls in the first place Why should I create if I told you I am I just came up with this when I was speaking to a huge audience It's one liner and I said if you your company Hired a marketing specialist company and they could go and interview and they could identify 100 people who would buy today if you contact them And here's the list. It's a specialized list it's for you and every one of these people will buy if you contact them today, but the The list is only good from nine to five After that the list expires. Alright, so so here's my question to you. Yeah, if you bought this list the night before What would you do the next day? What would you do the next day? Well, I I'd get up early and I'd hit it as soon as nine o'clock almost like a horse in a race Jing is I'd hit it and I started move I said would you take time to drink coffee and and talk with your friends and read the newspaper and go for lunch and BS and all of this stuff What would you do you'd be moving as fast as you could because every person you spoke to is going to buy Everybody person you spoke to is going to buy and so you just keep moving as fast as you can I said well and At the end of the day if you could you're not going to get to a hundred people But you're you're certainly get gets a lot of people so from now on imagine that Imagine everybody you speak to is going to buy so therefore spent every single minute getting face-to-face with people and With that confidence that feeling that wow if I get face-to-face with these and You'll find that one out of ten people will buy in any market one out of ten people will buy So therefore what you do is you make decide You're going to get in front of as many people as possible and one in ten will buy Just keep moving as fast as you can if they don't buy you say, thank you very much. Have a good day Wonderful thing. Here's my card. Give me a call if I can be of any assistance to and get to the next one Get to the next one because one of ten is going to buy so keep moving keep moving keep moving keep talking to people and And you're going to make sales one or ten virtually guaranteed in the worst markets Of all with the worst product with the worst skills, you're going to make sales one out of ten time And so when you have that attitude is Just just the law is it's called the law of probabilities The law of probability says that that one out of ten people you speak to if you have a little bit of intelligence Will buy so therefore just get up and start moving first thing in the morning and don't stop keep moving and here's the most wonderful thing I say if If you call more and more Are more and more people what happens to your skill level? What happens to your skill? Yes, exactly your skill level goes up. You get better and better At calling on people and when you get better and better you make more sales when you make more sales You have more confidence when you make more confidence You want to make more sales and pretty soon you can hardly wait and the wonderful thing is the more you call on people The better you get the better you get the happier you are the better you get the happier You are the more sales you make the more money you make and so on It's this is this is just simply the way that you program your mind and all the best sales people do this is They just smile for who says no, I don't want it. Don't need it. You say well thank you very much for your time you have a wonderful day and if I can be of any service to you please give me a call and keep moving keep moving and That's the attitude that you have to have to be successful So good so good. Mr. Tracy. I've taken up probably too much of your time, but I'm gracious for everything that you've done with us Thank you so much for sharing today with 8% nation. Well, I appreciate you Calling me and giving me the opportunity to speak to your friends, and I I'm really happy to meet you and see you And we will work together again. I hope so buddy. Thank you so much Also, those that are watching makes you go to Amazon and grab I'm going right now after to grab close that cell Mr. Tracy, thank you so much. You've been unbelievable Influenced in my life and so many and thank you so much for being on today. Thank you very much, Cordy See you talk to you again. Yes, sir. You too. Thank you guys for watching Closing that cell and you are unstoppable Exactly exactly by my friend. Hey, if you enjoyed this I got another one It's right there click on it. See you and here's what I want to leave you with okay before we go I want to leave you with my eight rules 8% I Want to guarantee that you are a party 8% forever, right? Like if I look back over the last decade Here's the eight rule