1
00:00:00,680 --> 00:00:04,160
Now here's what happened when I 
learned sales, it multiplied my 

2
00:00:04,160 --> 00:00:08,480
income by 5. 
Now it didn't take that much 

3
00:00:08,480 --> 00:00:12,160
because I wasn't doing that well
in farm country, but it did 

4
00:00:12,160 --> 00:00:14,920
multiply my income by 5. 
Sales. 

5
00:00:15,640 --> 00:00:20,760
Getting customers, laying that 
incredible foundation for an 

6
00:00:20,760 --> 00:00:25,880
entrepreneurial career. 
So now I've got 2 skills milking

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00:00:25,880 --> 00:00:29,440
cows and making sales. 
You've heard Jim Rohn say it. 

8
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Success is rented and the rent 
is due everyday. 

9
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Most people agree then do 
nothing. 

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A few decide to pay the price. 
If that's you, tap the link in 

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00:00:40,920 --> 00:00:44,000
the description. 
Don't just listen, execute. 

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00:00:45,640 --> 00:00:48,560
Here's the next one I learned 
that changed me forever, and 

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that's recruiting, introducing 
the business opportunity to new 

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00:00:51,840 --> 00:00:56,640
people, learning how to give a 
good invitation, learning how to

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give two kinds of presentation, 
formal and informal. 

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00:01:01,280 --> 00:01:02,840
And the third part of 
recruiting, of course, is 

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00:01:02,840 --> 00:01:06,360
following up. 
Once you start a new life, now 

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you got to take care of it like 
a new mother would take care of 

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her baby. 
You don't start a new life and 

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abandoned it. 
You start a new life and nourish

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00:01:13,920 --> 00:01:16,000
it like a mother and protect it 
like a father. 

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You got to be both mother and 
father to a new person. 

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Nourishment ideas like a mother 
protection help defend your new 

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life against the encroachment of
outside voices that would try to

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talk them out of it. 
So you got to be mother and 

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father in this art of 
recruiting. 

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We call it being a sponsor and 
being a sponsor's like being a 

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bridge. 
Helping somebody from darkness 

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to light, from skeptic to faith,
from not knowing to knowing, 

30
00:01:44,440 --> 00:01:47,200
from no confidence in themselves
to starting to gain confidence. 

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You're the bridge that helps 
people from the shadows to the 

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sunlight. 
It's one of the most exciting 

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positions to occupy in all of 
network marketing industry. 

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Is the bridge helping people 
crossing the bridge out from 

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discouragement into recognition 
being this bridge. 

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That's what the recruiting magic
is all about. 

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You've got the answers, they've 
been looking for the answers. 

38
00:02:12,480 --> 00:02:15,320
You've got the answers, and you 
help them cross this bridge. 

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00:02:15,880 --> 00:02:18,800
You see something in them before
they can see it in themselves. 

40
00:02:19,080 --> 00:02:21,480
You assure them that it's 
possible to be more than they 

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00:02:21,480 --> 00:02:23,160
are. 
Therefore they can earn more 

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00:02:23,160 --> 00:02:25,320
than they've got, have more than
they possess. 

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00:02:26,400 --> 00:02:29,000
This is one of the great arts in
the world. 

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00:02:29,280 --> 00:02:30,760
And here's what's exciting about
this art. 

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It pays big money because now 
you operate a unique philosophy 

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00:02:37,760 --> 00:02:41,040
taught first in the Bible. 
John Kennedy taught it in his 

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00:02:41,040 --> 00:02:43,560
inaugural speech. 
Zig Ziglar's got one of the best

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ways to put it. 
And that's the secret to wealth.

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00:02:46,560 --> 00:02:50,160
The secret to Wealth and fortune
first taught in the Bible 

50
00:02:51,600 --> 00:02:53,960
because the question was asked 
how can we achieve greatness? 

51
00:02:53,960 --> 00:02:56,880
Great wealth, great power, great
influence, great recognition, 

52
00:02:56,880 --> 00:02:59,800
great self esteem? 
How can we achieve greatness? 

53
00:02:59,800 --> 00:03:03,800
The master teacher was asked and
here was his formula for 

54
00:03:03,800 --> 00:03:10,120
achieving personal greatness. 
He said find a way to serve the 

55
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many, for service to many leads 
to greatness. 

56
00:03:15,400 --> 00:03:18,400
For those that are interested. 
Some people aren't interested, 

57
00:03:18,400 --> 00:03:22,360
but for those that are, service 
to many leads to greatness. 

58
00:03:24,400 --> 00:03:26,680
Someone says, well best I can do
is just take care of myself, 

59
00:03:26,680 --> 00:03:28,840
which is OK, but it doesn't lead
to greatness. 

60
00:03:28,840 --> 00:03:32,280
Someone says I got enough bills 
of my own, I can't worry about 

61
00:03:32,280 --> 00:03:34,360
someone else's bills. 
That's OK, but it doesn't lead 

62
00:03:34,360 --> 00:03:37,080
to greatness. 
Greatness is helping people pay 

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00:03:37,080 --> 00:03:41,160
their bills. 
You forget about yours because 

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00:03:41,160 --> 00:03:42,560
if you help enough people pay 
theirs. 

65
00:03:42,560 --> 00:03:46,400
Yours disappear. 
Help people with problems, your 

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00:03:46,400 --> 00:03:49,280
problems disappear. 
The key to greatness, the master

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00:03:49,280 --> 00:03:50,680
teacher taught, is finding a 
way. 

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00:03:50,880 --> 00:03:53,000
Now a lot of people would like 
to serve many people, but they 

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00:03:53,000 --> 00:03:56,000
don't have a way. 
And what's exciting about you 

70
00:03:56,000 --> 00:03:58,000
and your business is you've now 
got the way. 

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00:03:58,000 --> 00:03:59,560
Whether you use it or not. 
It's up to you. 

72
00:04:00,400 --> 00:04:02,760
Whether you cash it in or not is
up to you. 

73
00:04:02,760 --> 00:04:05,360
Whether you make a fortune or 
just a little, that's all up to 

74
00:04:05,360 --> 00:04:08,200
you. 
Each person's ambition. 

75
00:04:09,120 --> 00:04:12,080
It's called the same marketing, 
the same product. 

76
00:04:12,080 --> 00:04:13,680
This products are the same for 
everybody here. 

77
00:04:13,680 --> 00:04:15,360
The marketing system is the 
same. 

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00:04:15,360 --> 00:04:18,399
The difference is each person's 
philosophy and each person's 

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00:04:18,399 --> 00:04:22,840
individual ambition. 
But whatever your ambitions are,

80
00:04:22,840 --> 00:04:25,200
now you've got the Ways and 
Means, and here's what you've 

81
00:04:25,200 --> 00:04:27,520
got the Ways and Means to do. 
Serve as many people as you 

82
00:04:27,520 --> 00:04:30,040
would like. 
Now here's what's exciting about

83
00:04:30,040 --> 00:04:33,520
recruiting. 
With what you're involved in 

84
00:04:33,520 --> 00:04:37,680
here, you can directly and 
indirectly affect the lives of 

85
00:04:37,680 --> 00:04:40,160
dozens of people. 
Some of you are going to 

86
00:04:40,160 --> 00:04:42,880
directly and indirectly affect 
the lives of hundreds of people.

87
00:04:43,800 --> 00:04:46,880
And some of you, if you wish, 
can directly and indirectly 

88
00:04:46,880 --> 00:04:48,840
affect the lives of thousands of
people. 

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00:04:50,160 --> 00:04:54,440
And the pay is accordingly. 
If you affect a few, you earn 

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00:04:54,440 --> 00:04:56,560
that pay. 
If you affect the many, you earn

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00:04:56,560 --> 00:04:58,840
that pay. 
But the secret is found in the 

92
00:04:58,840 --> 00:05:00,320
Bible. 
Service to many leads to 

93
00:05:00,320 --> 00:05:02,760
greatness. 
Now, John Kennedy said it in his

94
00:05:02,760 --> 00:05:04,080
inaugural speech. 
Here's what he said. 

95
00:05:04,080 --> 00:05:07,360
Don't ask. 
Don't we wish that was the 

96
00:05:07,360 --> 00:05:12,680
current political philosophy? 
Where is John Kennedy and his 

97
00:05:12,680 --> 00:05:16,880
philosophy? 
John Kennedy said don't ask, 

98
00:05:18,080 --> 00:05:22,440
that's important if you 
understand philosophy, he said. 

99
00:05:22,440 --> 00:05:25,040
Don't ask what the people can do
for you. 

100
00:05:25,920 --> 00:05:27,680
Don't ask what the country can 
do for you. 

101
00:05:27,680 --> 00:05:29,280
Don't ask what the government 
can do for you. 

102
00:05:30,280 --> 00:05:33,000
That's not how you get rich. 
That's not how you have high 

103
00:05:33,000 --> 00:05:35,040
self esteem. 
That's not how you get trophies 

104
00:05:35,040 --> 00:05:36,880
to put on the mantle above the 
fireplace. 

105
00:05:37,080 --> 00:05:38,520
Asking what the people can do 
for you. 

106
00:05:38,520 --> 00:05:40,720
Don't ask, he said. 
What the people can do for you, 

107
00:05:40,720 --> 00:05:46,640
but ask what could I do for my 
country and the country means 

108
00:05:46,640 --> 00:05:49,440
the people. 
What could I do for the people? 

109
00:05:50,400 --> 00:05:52,240
I want trophies. 
I want recognition. 

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00:05:52,240 --> 00:05:55,080
I want high self esteem. 
I would even like like a chance 

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00:05:55,080 --> 00:05:57,200
to make a fortune. 
John Kennedy says it's easy. 

112
00:05:57,200 --> 00:06:01,680
Don't ask what the people can do
for you, but ask what could I do

113
00:06:02,040 --> 00:06:05,080
for the people? 
Could I directly and indirectly 

114
00:06:05,080 --> 00:06:09,280
serve many in my country? 
And now that you are 

115
00:06:09,280 --> 00:06:11,480
participating in this program, 
the answer is yes. 

116
00:06:13,160 --> 00:06:16,560
Now, Zig probably said it best. 
Zig's got some great stuff. 

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00:06:18,200 --> 00:06:19,880
Zig and I've been good friends 
for a lot of years. 

118
00:06:21,080 --> 00:06:23,480
Zig says money isn't everything,
but it ranks right up there with

119
00:06:23,480 --> 00:06:26,560
oxygen. 
Zig, you're right. 

120
00:06:30,920 --> 00:06:32,800
Zig says. 
My dentist told me, Zig, only 

121
00:06:32,800 --> 00:06:37,320
floss the teeth you want to 
keep, you know, forget the rest.

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00:06:40,200 --> 00:06:42,640
But here Zig is famous for this.
Now this is 1 of Zig's 

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00:06:42,640 --> 00:06:45,080
philosophies and it goes right 
along with the other two, the 

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00:06:45,080 --> 00:06:47,440
Bible and John Kennedy. 
Here's what Zig says. 

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00:06:47,560 --> 00:06:51,080
If you help enough people get 
what they want, you can have 

126
00:06:51,080 --> 00:06:55,320
everything you want. 
If you help enough people get 

127
00:06:55,320 --> 00:06:58,840
what they want, you can have 
everything you want. 

128
00:06:59,640 --> 00:07:03,040
Now wanting everything you want,
we call that self-interest. 

129
00:07:04,000 --> 00:07:07,480
But it's it's, it's OK to have 
self-interest if you do it in a 

130
00:07:07,480 --> 00:07:10,000
positive way. 
By helping enough people get 

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00:07:10,000 --> 00:07:13,080
what they want, you can have 
everything you want. 

132
00:07:14,440 --> 00:07:17,000
Now you can accomplish all that 
by learning this next skill 

133
00:07:17,000 --> 00:07:19,640
called recruiting. 
And I learned it and it made me 

134
00:07:19,640 --> 00:07:22,400
fortunes. 
So now I've got three skills, 

135
00:07:22,840 --> 00:07:25,360
milking cows, making sales and 
recruiting. 

136
00:07:29,000 --> 00:07:32,080
Here's the next skill I learned 
that paid big money organizing. 

137
00:07:32,240 --> 00:07:34,920
Once you got a few, get them to 
work together, see, and that's 

138
00:07:34,920 --> 00:07:36,600
magic. 
Getting people to work together 

139
00:07:36,600 --> 00:07:39,440
is magic. 
Now, yes, it's challenging, like

140
00:07:39,440 --> 00:07:42,520
having some, you know, several 
members of your family, getting 

141
00:07:42,520 --> 00:07:44,120
them to work together. 
It's challenging, but it's 

142
00:07:44,120 --> 00:07:47,240
magic. 
Getting husband and wife to work

143
00:07:47,240 --> 00:07:50,000
together, It's challenging, but 
it's magic when it happens. 

144
00:07:50,600 --> 00:07:52,440
But everything magic is 
challenging. 

145
00:07:52,440 --> 00:07:55,200
Just got to jot that down. 
Everything magic is challenging,

146
00:07:55,560 --> 00:07:57,720
but once you figure out the 
challenge and go for it, then 

147
00:07:57,720 --> 00:08:00,600
the magic occurs. 
Let me tell you how magic, how 

148
00:08:00,600 --> 00:08:02,120
magical people working together 
is. 

149
00:08:02,320 --> 00:08:05,680
Let me quote the Bible again. 
It says if two or three agree on

150
00:08:05,680 --> 00:08:08,680
a common purpose, nothing is 
impossible. 

151
00:08:10,040 --> 00:08:12,640
Just try that on for your mental
size. 

152
00:08:13,480 --> 00:08:15,880
If two or three agree on a 
common purpose, nothing's 

153
00:08:15,880 --> 00:08:19,320
impossible. 
Everybody's looking for a 

154
00:08:19,320 --> 00:08:21,080
challenge. 
Here's what I teach, especially 

155
00:08:21,080 --> 00:08:22,360
the kids. 
Here's the best challenge in the

156
00:08:22,360 --> 00:08:23,920
world. 
Let's go do it. 

157
00:08:24,120 --> 00:08:26,800
Not you go do it. 
Let's go do it. 

158
00:08:26,960 --> 00:08:29,320
If two or three of us decide on 
a common purpose to do it, 

159
00:08:29,320 --> 00:08:32,919
nothing's impossible. 
Incredible. 

160
00:08:34,120 --> 00:08:37,400
Working together, organizing. 
Now when everybody's an 

161
00:08:37,400 --> 00:08:39,559
independent now, it's a little 
more challenging. 

162
00:08:39,840 --> 00:08:41,799
Like having kids. 
They've each got their own 

163
00:08:41,799 --> 00:08:43,640
opinions. 
They've each got their own 

164
00:08:44,159 --> 00:08:46,680
ambitions and desires. 
It's challenging. 

165
00:08:46,680 --> 00:08:51,480
You've got a variety, but that's
what makes life the variety and 

166
00:08:51,480 --> 00:08:53,600
it is in your business. 
It is challenging getting people

167
00:08:53,600 --> 00:08:55,680
to work together. 
It's like herding cats. 

168
00:09:00,160 --> 00:09:02,680
You know, sheep are easy, sheep 
are easy, but you got to try 

169
00:09:02,680 --> 00:09:09,000
cats, herding cats. 
But if you can possibly get it 

170
00:09:09,000 --> 00:09:13,200
done, the power is so immense 
when you get people to work 

171
00:09:13,200 --> 00:09:15,400
together. 
Here's one of the powers of 

172
00:09:15,400 --> 00:09:18,720
working together. 
Shared testimonials, if I've got

173
00:09:18,720 --> 00:09:20,880
somebody new and you're there 
and I'm there, I give them my 

174
00:09:20,880 --> 00:09:22,440
testimonial. 
You give your testimonial. 

175
00:09:22,640 --> 00:09:25,200
Maybe what tips the scales in 
getting me a new person is not 

176
00:09:25,200 --> 00:09:27,280
my testimonial, but my partner's
testimonial. 

177
00:09:27,400 --> 00:09:29,600
Somebody I'm working with, their
testimonial got them. 

178
00:09:30,160 --> 00:09:32,680
Shared testimonials are so 
powerful. 

179
00:09:33,480 --> 00:09:36,480
That's why getting working 
together is OK, is powerful. 

180
00:09:36,680 --> 00:09:40,720
Now working by yourself is OK. 
All this stuff is OK. 

181
00:09:41,320 --> 00:09:45,160
Everybody needs to know, though,
where are the advantages, and 

182
00:09:45,160 --> 00:09:46,440
these are some of the 
advantages. 

183
00:09:47,200 --> 00:09:48,720
I learned to organize, paid big 
money. 

184
00:09:48,880 --> 00:09:50,360
Here's what I next learned to 
do. 

185
00:09:50,360 --> 00:09:53,800
Promote. 
Promotion now pays staggering 

186
00:09:53,800 --> 00:09:56,680
money. 
Now the company comes up with 

187
00:09:56,680 --> 00:09:59,360
what we call major promotions. 
Here's what you've got to come 

188
00:09:59,360 --> 00:10:01,720
up with. 
The smaller promotions. 

189
00:10:02,760 --> 00:10:04,880
The company comes up with major 
recognition. 

190
00:10:04,880 --> 00:10:08,200
You've got to come up with small
recognition for your people 

191
00:10:08,200 --> 00:10:10,280
around you. 
The top five. 

192
00:10:10,280 --> 00:10:13,320
The company's got top five. 
You've got your own top five in 

193
00:10:13,320 --> 00:10:15,920
maybe two or three categories. 
Top five, top five, top five, 

194
00:10:16,840 --> 00:10:20,320
and those little recognitions. 
To reach certain levels in the 

195
00:10:20,320 --> 00:10:22,080
company, you have to take major 
steps. 

196
00:10:22,360 --> 00:10:25,240
But for you recognition, let 
them take small steps. 

197
00:10:25,320 --> 00:10:28,360
Here's one of the secrets of 
your kind of business, rewarding

198
00:10:28,360 --> 00:10:30,640
people for small steps of 
progress. 

199
00:10:31,240 --> 00:10:34,200
Rewarding people. 
Sometimes it's just recognition.

200
00:10:34,200 --> 00:10:36,800
Handshake, pat on the back, 
Mary, you're doing a fabulous 

201
00:10:36,800 --> 00:10:41,160
job and you figure out what 
those recognitions are. 

202
00:10:42,040 --> 00:10:46,040
Small steps of progress. 
Guess what promotion pays if you

203
00:10:46,040 --> 00:10:49,880
learn it well, big money. 
Getting people to do something 

204
00:10:49,880 --> 00:10:51,840
they wouldn't ordinarily do by 
themselves. 

205
00:10:52,520 --> 00:10:54,200
People will do some unique 
things by themselves. 

206
00:10:54,200 --> 00:10:56,240
But if you can figure out a way 
to say, Mary, if you do this and

207
00:10:56,240 --> 00:10:59,040
this, she says, wow, I'll go for
it. 

208
00:10:59,520 --> 00:11:01,960
Now she, she wouldn't have 
thought of that on her own. 

209
00:11:02,640 --> 00:11:04,960
Here's what works magic. 
It's better than money. 

210
00:11:05,720 --> 00:11:08,520
Money's a bit unimportant. 
Here's what's important. 

211
00:11:09,280 --> 00:11:13,800
Ingenuity. 
The best place to wake up your 

212
00:11:13,800 --> 00:11:18,800
ingenuity is what you're doing 
right now, representing a unique

213
00:11:18,800 --> 00:11:20,960
product and getting customers, 
recruiting distributors and 

214
00:11:21,160 --> 00:11:24,520
promoting and all this stuff. 
Ingenuity, figuring out a way, 

215
00:11:24,760 --> 00:11:26,480
if it doesn't work this way, 
will work another way. 

216
00:11:27,000 --> 00:11:28,840
I used my ingenuity, made a 
fortune. 

217
00:11:29,800 --> 00:11:32,680
My ingenuity worked on doing all
these campaigns, the spring 

218
00:11:32,680 --> 00:11:35,280
campaign and the summer campaign
and the winter campaign. 

219
00:11:36,480 --> 00:11:38,440
This week we're going to recruit
school teachers. 

220
00:11:38,680 --> 00:11:41,040
How many of you got? 
How many of you got school? 

221
00:11:41,040 --> 00:11:43,680
This is school teacher week, 
school teacher month. 

222
00:11:44,280 --> 00:11:46,160
I'd pick out a little category 
and say let's go for it. 

223
00:11:47,320 --> 00:11:50,560
And it doesn't matter what it 
is, just dream up something so 

224
00:11:50,560 --> 00:11:53,200
that somebody's got a little 
more objective to go for it than

225
00:11:53,200 --> 00:11:56,640
just their own key phrase. 
We all need to belong to 

226
00:11:56,640 --> 00:12:01,120
something bigger than ourselves 
because we furnish inspiration 

227
00:12:01,120 --> 00:12:04,280
for what's bigger, and the 
bigger furnishes inspiration for

228
00:12:04,280 --> 00:12:06,800
us. 
I learned promotion and I paid 

229
00:12:06,800 --> 00:12:12,320
big money. 
Here's next. 

230
00:12:12,320 --> 00:12:15,760
I learned communication, how to 
conduct a meeting. 

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I learned identification, logic 
and reason, attack and confess 

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solution. 
Simple deals on communication 

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wasn't easy for me at first. 
I stood up to give my first 

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presentation. 
My mind sat back down. 

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Right, y'all been through that? 
Opened my mouth. 

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Nothing came out for a while, 
but here's what I did. 

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I did it again. 
Just jot that phrase down. 

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I did it again. 
That's a secret to how I got 

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here. 3540 years later, that's 
how I got here. 

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I did it once. 
It was uncomfortable. 

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That first presentation was so 
lousy. 

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If I hadn't have been doing it, 
I'd have gone home. 

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It was not that good. 
But here's the secret to how I 

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got here. 
I did it again, and then I did 

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it again. 
And then I did it again, and I 

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did it again. 
I remember when I first decided 

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to be a little more animated, 
right, And walk out away from 

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the podium, right? 
Get out from just behind the 

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podium. 
So I got out there, and then I 

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thought, how do you get back? 
Whoa, I'm stranded out here. 

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Remember those times doing 
something for the first time. 

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But you learned quickly in your 
business, right? 

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In your business. 
The guy stands up to give his 

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first testimonial and he's so 
nervous he forgets his own name,

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right? 
And 30 days later he wants to 

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give a three hour testimonial, 
right? 

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You hardly get him off the 
stage. 

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So learn communication.