Nick Halden - MoneyMasters PDF

Global Wealth Strategies for the New Millennium
MoneyMasters
CONTENTS
Chapter 00 - Introduction - By Nik Halik
Chapter 01 - Bob Proctor - The Laws of Attraction
Chapter 02 - Tom Hopkins - Builder of Sales Champions Pt. 1
32
Chapter 03 - Tom Hopkins - Builder of Sales Champions Pt. 2
52
Chapter 04 - Marshall Sylver - Hypnotic Reprogramming Pt. 1
74
Chapter 05 - Marshall Sylver - Hypnotic Reprogramming Pt. 2
97
Chapter 06 - Johnny Wimbrey - The Laws of Attraction Pt. 1
129
Chapter 07 - Johnny Wimbrey - The Laws of Attraction Pt. 2
153
Chapter 08 - Warren Black - Tax Intelligence
174
Chapter 09 - Tom Hua - Internet eBook Riches
198
Chapter 10 - Nik Halik - Wealth Intelligence 101
225
Chapter 11 - Rick Otton - Property No Money Down Pt. 1
242
Chapter 12 - Rick Otton - Property No Money Down Pt. 2
266
Chapter 13 - Johnny Wimbrey - Success University
284
Chapter 14 - Loral Langemeier - The Millionaire Maker
308
Chapter 15 - Nik Halik - Stock Market Intelligence
347
Chapter 16 - John Childers - Million Dollar Speaker Training
376
Chapter 17 - David Cavanagh - Getting Started on the Internet
403
Chapter 18 - Adam Ginsberg - Internet Income Generator
432
Chapter 19 - Adam Ginsberg - MySpace Marketing Systems
467
Chapter 20 - Mike Filsaime - Butterfly Marketing Systems
488
Chapter 21 - Peter Bland - Never Give Up Life Mastery
513
Chapter 22 - Stephen Pierce - $387,000 per Month on the Internet
530
www.MoneyMastersGlobal.com
Copyright 2008 Financial Freedom Institute
Introduction
by Nik Halik
"A journey of a thousand miles begins with a single step." - Lao Tzu
In an age with so many distractions vying for our attention, simply by reading eBook you are demonstrating your
commitment to taking the inaugural step in setting yourself apart from the masses. No matter what a persons status or
level of achievement in society, those who have reached a pinnacle of success in life do not rest on their laurels. No
person can become so astute in any mental faculty, that they are not able to further raise their level of awareness.
The universe cannot put good into your hand until you let go of what you are holding in it. The most powerful
prosperity tool is wisdom and by increasing it, your wisdom will always manifest a corresponding compounding increase
in wealth. Hence, we are born to evolve and thrive on change in order to harness new energies and opportunities.
The following reading will communicate to your inner emotions and stir the fires of your soul. It will enrich your life
and guide you to the keys of Mind and Wealth Prosperity. You now hold within yourself this principle of power that
contains the solutions to a brighter future, a path to greatness and the formula for reaching your peak potential. With the
absolute awakening of this principle, your mental faculties will be intelligently sculptured and coherently aligned
towards infinite greatness.
Today is a good day. Your dream has never been closer than it is at this exact instant. You will vividly visualize the
image of what you desire in your mind. As you plant the seeds for your future prosperity, the words you speak will reflect
the prosperity consciousness you possess. This discovery of your true assignment will allow the universe to provide to
you your next assignment when you are overqualified for this one. Your beliefs will change as you will allow yourself the
luxury of critical thinking. Like writing a movie script of your vision, you will be involving all of your senses. You will
ascertain that your mind is an instrument for poverty or prosperity. This transformation of thought process will bypass
your conscious resistance and connect you to the deeper levels of your emotions.
In summary, my illumination is that you will draw a line in the sand and integrate your newly inspired internal
representation of core beliefs. You will have the assignment of opportunity to re-program the most powerful computer in
the world your mind, to become prosperous. Understanding that the mind is not an object but merely an activity, your
mind will develop into an image maker governed by universal law. I encourage you to subscribe to, enrol and nurture
others into your newly discovered vision, where dreams become reality. In the end it just comes down to one thing. You
cant run from the wind. You face reality. You face the world. Untie the mooring lines of limiting beliefs that hold you
back from success. You trim your sails and maintain momentum. I encourage you to set sail on a voyage of evolution. I
look forward to greeting you on the other side.
Live with passion and dare to dream. Make your life an epic extraordinary adventure.
Yours in Prosperity
Nik Halik
MoneyMasters
FEATURING
BOB
PROCTOR
The Laws of Attraction
Bob Proctor
BOB PROCTOR: Thank you, thank you, thank you.
MEET BOB PROCTOR
Good morning. -- Good morning.
Prosperity and Abundance Thro

ough the
Laws of Attraction. Bob Proctorr is widely
Hows everybody this morning? -- Great.
regarded as one of the living masters and

teachers of The Secret and hass worked in
the area of mind potential for over
o 40 years.
Good. Well, were going to talk about this law today. How
many really want to understand it bette
er than you already do?
He is the best-selling author of You Were Born Rich, and has
How many feel that youve been studyiing it and studying and
transformed the lives of million

ns through his books, seminars,
it just isnt clicking right for you? How many

m
find that? How
many can raise their arm above their sh
houlder? All right. Now,
courses and personal coaching

g... For 40 years, Bob Proctor has
focused his entire agenda arou
und helping people create lush lives of
prosperity, rewarding relationships and spiritual awareness.
how many of you are going to tell the truth

t
if I ask you a
question? Thats very important. How many
m
of you feel that
you just havent got it clicking right yett? Now, we got a few
more hands, you see.
p you because he comes from a life of

Bob Proctor knows how to help
want and limitation himself. In 1960, he was a high school dropout
with a resume of dead-end jobss and a future clouded in debt. One
book was placed in his hands Napoleon Hills Think and Grow Rich
that planted the seed of hopee in Bobs mind.
Well, you know, The Secret has been

n around for a long,
long time. I think you all know that. Eve
erything you read tells you that but the way Rhonda Byrne put it together is
literally changing the consciousness of much of the world. And I think the genius in what sh
he did is how she put it
together. She grabbed your attention. She
S set aside your thinking mind and went right to your
y
emotions and it stirs you.
It does something to you.
Do you know the same thing happened a number of years ago? Back in 1959 Earl Nightingale how many of you have
listened to Earl Nightingale? How manyy have never heard of Earl Nightingale?
You just have no idea how shocking that

t
is to me. Earl Nightingale made a recording in 19
959 called The Strangest
Secret. How many are familiar with Th
he Strangest Secret? Not that many. Well, Im going to tell you, you should buy it.
You can get it at the Nightingale-Conan
nt Corporation and its 40 minutes of the best philoso
ophy youre ever going to
listen to. It is absolutely incredible and Earl has what you call good pipes. I used to say if God
G had a voice that guy has
a phenomenal voice, just absolutely inccredible.
But at any rate he made a recording back

b
in 1959 and it was called The Strangest Secret and The Strangest Secret was
that we become what we think about. That
T
was the Strangest Secret. And he says its strang
ge that its a secret. Well, he
said that is the one point that all the gre
eat leaders have all agreed on all down through history. Theyve disagreed on
virtually everything else but they have all
a been in complete unanimous agreement that we become what we think about.
Now, if we can back on the screen herre. There is Earl Nightingale receiving a Gold record from
f
Columbia Records for The
Strangest Secret. Now, this is the first time, or that was, that a record had sold over a million
n copies that was outside of
Bob Proctor
the entertainment industry. Now, I had the good fortune of working with him at that time when he got that record but
that record along with a book called Think and Grow Rich literally changed my entire life and then the new Secret came
along and it kicked it into another dimension.
But I picked up the book Think and Grow Rich a number of years ago and I started reading it. Nik was looking at this
today; the book is literally falling apart. I have been reading this copy since 1963. Now, some of you werent even here in
1963 but Ive been reading I started to read it then and I have never stopped reading it. Now, The Strangest Secret
along with Think and Grow Rich Earl Nightingale took and condensed this book and narrated it onto a record.
I began listening to The Strangest Secret, Think and Grow Rich on a recording and then reading this book and I was
literally driving around with a portable record player. Some of you have never seen a record player but I had this portable
record player that operated on flashlight batteries. It was about that long, about that wide and about that high and you
take the top off and an arm would spring out and there was a little rubber wheel and the batteries turned the wheel and
the wheel turned the record and I would drive around listening to that record and this went on and on and on. I just kept
doing this and I didnt really understand what I was doing but I was literally writing a new program in my head.
Now, do you know, we talked about freedom. I think everyone wants freedom. We want time and money freedom. Ive
often said that, you know, youll be amazed how much free time youll have when you never have to think about money
and you really will. When you have a money problem it consumes your day. It literally consumes your day. You can't buy
anything without wondering can I afford it? You see people going through the supermarket with a little calculator. They
look at something and they add on it and theyll take it or put it back on the shelf. Money is their problem, you see. And
they dont understand this but it literally changes their life.
Now, I had a man sit down with me in 1961 and he put an R on a sheet of paper. Then he put three letters down
beside it. Two hs and a w. Now he said, Bob, I want you to let that represent happiness, that represent health and this
represent wealth. Then he asked me if I thought he was a happy guy. And I said, Yeah, you seem pretty happy to me.
He said, Have you ever seen me when I was sick? And I had to admit I hadnt. He said, Have you ever seen me when I
was broke? And again I had to admit I hadnt. Well, he said, Youve got to be one of the most miserable people I have
ever met and I was. I was an unhappy human being but, you know, most of the people I hung around with were
unhappy. We have a tendency to attract people into our life that are much the same as ourselves.
Yet he said, Youre always broke and he said, Youre always sick and he said, You dont have a terminal illness or
anything but youre always got a headache or a cold or a backache or something. And he said, Why dont you change
the way you live.
Bob Proctor
Now, he was the one that gave me this book. His name was Ray Stanford, Raymond Douglas Stanford. My youngest son
is named Raymond Douglas Proctor. But he gave me this book and he said, Why dont you change?
Now, if youre having trouble getting that law of attraction working Im going to say the same thing to you, Why dont
you change? Because thats what Ray said to me and then he gave me a directive. He said, If you will do exactly what Im
telling you do exactly what Im telling you, everything in your life will change.
He said, Dont ever stop reading this book and I never have. I never have. Now, its literally fallen apart. Jack Canfield
almost talked me into auctioning it off one time. He did. Well, you see I believe if you won't lend something you should
give it away because you dont own it, it owns you. And so you see Im at that tipping point with this book. I have lent it
but I dont want to give it away, you see.
Theres such good energy with this book and I just keep reading it and I keep reading it and do you know there isnt a
problem that comes into my life, it doesnt matter what the challenge is, I can find the answer in here. If I just start
reading the answer comes to me.
See the answer comes with the question and what youve got to do is get your mind onto creative vibration. But at any
rate he said, Just do exactly what Im telling you. Then he got me onto the records and he got me listening to the
records. So Im reading the book and Im listening to the records.
Now, I really didnt believe I could change and I remember him taking money out of his pocket and he says, This stuff
can't talk but it can hear and he said, If you call it itll come. Now, that sort of stuck in my mind. He said, You can have
anything you seriously want but he said, Youve got to follow some direction and I never followed direction. I resented
discipline. I really did. And you see I had had people talking to me since I was a little kid. I remember the teachers in
school say, Bob, why do you do that? I said, I dont know. And they said, What do you mean you dont know. You
know better. I know. Well, why did you do it? I dont know.
I went in the Navy. Every commanding officer I had, Proctor why are you doing that? I was doing things that were
getting results I didnt want to get and Id say, I dont know. Theyd say, What do you mean you dont know. You know
better. I know. Well, why are you doing that? I dont know.
I came out of the Navy and I got jobs in different places and theyd say, Proctor, why are you doing that? and Id say, I
dont know. Theyd say, What do you mean you dont know. You know better. I know. Well, I admit it I dont know.
When I got married my wife says, Why are you doing that? and I said, Drop it right there, okay.
Now, do you know I was doing things that I didnt want to do? It was giving me results I didnt want to get and yet it
was doing them anyway. Yet it was like I wasnt able to stop. See, we already know how to do better than were doing.
Bob Proctor
Thats not our problem. Our problem is we dont know why were doing what were doing but we come up with some
answers but theyre excuses. Theyre not the real cause of our problem.
Now, Im going to share with you some of what Ive learned. Weve got maybe an hour, an hour and a half. So Im not
going to be able to cover it all but Im going to give you a pretty good idea and if you really pay attention your whole life
can change. Now, Im going to tell how much mine changed in a year. I was earning $4,000 a year when Ray sat down and
gave me this information. Yet he said, If you do exactly now I owed $6,000, you see. That is not a good position to be
in, if you owe six and youre only earning four. See logic would dictate that youre really in bad shape. If I had taken every
cent I earned for 18 months and paid my debt I would have just broken even and I would have had nothing to live on.
So, you see, I knew that I just couldn't win. He said, Thats why you can't. I want you to stop thinking of why you can't
and I want you to start imaging what you want. And do you know he says, In here he said, Theres a secret in this
book. And he said, If you can find the secret in the book you can have anything you seriously want. And so I started to
look for the secret and I was having difficulty finding it and when I did find it I found it was in a hundred different places
in the book and it was so basic and so simple. It was simply sit down, decide what you want, write it on a card, carry the
card in your pocket and read it as often as possible every day.
Now, I was doing a radio interview the day before yesterday with Jay Keith in Chicago and he said, I got one of your
programs and he said, I saw some of the stuff in it and he said, Quite frankly it seemed pretty elementary. And I said,
Is that right?
Well I said, Let me tell you the truth isnt always in the appearance of things. And I said, Tell me what your mind looks
like and he started to laugh. And I said, See you dont know. And I said, If you paid attention to what was in those
books youd learn something. Well, thats what Hill said and so I started to pay attention and it didnt matter how
elementary it was Ray said, If they tell you to do it, do it. You dont ask any questions.
So I wrote on the card what I wanted. I wanted $25,000. Now, I was sitting in a fire hall in a suburb of Toronto. I didnt
believe I could get 25,000. There wasnt money to eat. We would have had to sell one of the trucks to come up with that
kind of money. I mean, I didnt know anyone with 25,000 but Im wandering around reading this card. I put my hand in
my pocket. I pull the card out and I read it, By New Years Day of 1970 I will have in my possession $25,000.
See I really didnt believe it was going to happen but you know its a strange thing. A year later I was earning $175,000 a
year and then I took it over $1,000,000. I honestly believe that earning money is one of the simplest things in the world to
do. Do you know why most people think it isnt? Because theres so few people doing it.
Most people will not even be honest in a conversation when it comes to money. So theyll start to say, Well money isnt
important. Thats an absurd statement. Money is very important. Then theyll hear them say, Well, money won't make
Bob Proctor
you happy. The next time somebody says that to you look them square in the eye and say, Really? Say, Do you know
you cannot drive around town in a refrigerator. Theyre going to look at you like youre really then theyll say, What are
you talking about? I just thought Id make a ridiculous statement since youre into ridiculous statements. You see,
refrigerators are meant to preserve food. They werent meant to drive around town in.
Well, money was never meant to make you happy. Money is meant to make you comfortable and at least if youre
comfortable and youre miserable youll be miserable in comfort. Theres some consolation to it. Now think, what
happened to me is what I want to talk to you about because what happened to me can happen to you. I have a business
partner, wheres Gerry, is he in the room? Did he just leave? I met him Ill introduce him when he comes back.
I met him. He had earned $100,000 in a year and he really thought that was pretty good. Mark Victor Hansen introduced
him to me. Mark and I were shooting the video in Toronto and he knew Gerry so he invited him over and Gerry was really
quite turned on, this is 20 years ago, that he had earned $100,000 the previous year. And I said, Do you know something,
if you do exactly what I tell you Ill show you how to earn that every month. And I can tell you that and thats what Im
going to be talking about.
So, you see, this didnt happen by accident. It happened because I did certain things. Now, most people that win cannot
articulate on why they win. They really can't. Theyre at a loss to tell you. Some of the biggest producers in the world, yet
some of the largest companies in the world, they cannot tell you why theyre such big producers. The companies dont
know why theyre such big producers. Therefore they can't duplicate it and give it to all the people in the company.
I remember 30 years ago I went into Prudential of America who was the number one insurance company in the world
and we were in mid-America, Illinois in Indiana, that was number one territory in the number one company in the world,
and we increased their sales by hundreds of millions of dollars and all we did was show them how to do what they
already knew how to do. That whole company changed.
You see, I had a man come up to me at the Waldorf in New York one time and we had done a three day seminar there
and this great big guy came up to me and he said, You know, thats the first time I have understood what I did. He said,
I really want to thank you for this information. I said, What did you do? He said, I won the Gold medal in the decathlon
in the Olympics in Melbourne, Australia in 1956. I said, Really? He was the greatest athlete in the world and he said, I
never knew how I did it. Most people cannot tell you why theyre doing what theyre doing.
Most real big performers are what you call unconscious competents. They competent but theyre not conscious of
why theyre competent. Therefore they cannot pass it on to somebody else. This is why we have such enormous piles of
ignorance in the world. We really do.
Bob Proctor
Andrew Carnegie was the wealthiest man in the world and he commissioned Napoleon Hill to write the Laws of
Achievement. No one had ever done it and Carnegie says its an absolute shame that people have all this information and
they take it to the grave with them and he introduced him to 500 of the worlds most successful people. Thats where this
book came from. He wrote the Laws of Achievement and from that came Think and Grow Rich.
Now, he asked Carnegie one day, he said, Why is it that youre worth so much and there are other people that work
very hard and they have no money? And this is the answer Carnegie gave him, he said, I demand riches in definite
terms.
See, it wasnt, I wonder if its going to happen. He said, I demand riches in definite terms. I have a definite plan for
acquiring riches. I am engaged in carrying out my plan and I am giving an equivalent and useful service of the value of
the riches that I demand.
You see, Carnegie knew exactly what he wanted but Carnegie did not know why he was the richest man in the world.
God was part of it. He knew exactly where he was going. He knew exactly what he wanted and he commissioned Hill,
who was a young reporter at the time, and he introduced him to some of the worlds most successful people. Like he
became intimate friends with Thomas Edison, Henry Ford, Firestone and he studied their lives and he found there was a
golden thread running through their lives.
Well, you see, I wasnt satisfied with the fact that I was winning. I really wasnt. Now, most people that go from 4,000 to
over 1,000,000 theyd be pretty happy just playing. I wasnt. I was so stunned by what was happening to me that I had to
know why.
You see, I had been raised to believe, much the same as many of you have been raised to believe, that if youre going to
earn a lot of money youve got to be really smart and I knew that wasnt true because I wasnt that smart and I knew I
wasnt very smart. If youre going to build a big organisation you have to have a lot of experience. I knew that wasnt true
because I had a company that was operating in Toronto, Montreal, Boston, Cleveland, Atlanta, London, England, and I
had never gone to school. I had two months high school.
But I had this book and I had these records and I was getting everyone to set goals. I was just getting them to build a
vision. I was just inspiring people. I was leading them. I didnt know what I was doing. I had no idea what I was doing. So
Id buy that book and Id give it to people and Id buy records and Id give them to people and nothing happened with
them. And so I reasoned its not the book and its not the record, what it is? How come Ive changed?
Now, do you see I do not believe that there is some emotional and capricious God that reaches out and blesses some
and curses others? I just dont think it happens that way. I really believe we all get the same deal. It doesnt appear like we
10
Bob Proctor
do but we really do. And so I thought somebody has to know why I changed and theyve either written in their book or
theyre talking about it and I made up my mind if I had to read every book that was ever written I would figure out why
Bob changed.
Well, you know it took me nine years. It took me nine years but I figured it out. Now, do I have all the answers? No, but I
have mentioned to many people that Ive got licence to brag about all the information I got because none of it is mine
and I am just obsessed with the idea of sharing with other people what I have learned because I really believe that you
and I deserve to enjoy the good life.
Now, after really getting things rolling and wanting to learn this, and I was having difficulty getting the answers, I made
up my mind I was going to work with my mentor. Now, I didnt know how it was going to happen but I made up my
mind. You see in this book a man named Barnes wanted to be associated with Edison. Edison was winning. He was a
winner. He was a big shooter at that time. Barnes was prepared to do anything just to work with him. And I think thats
what inspired me. I made up my mind I was going to work with Earl Nightingale.
So theres an old picture of me in 1968. I was already in the business and I was working with Earl Nightingale and Lloyd
Conant. Now, Earl Nightingale and Lloyd Conant started the Nightingale-Conant Corporation. That is the largest
distribution house of self-help material in the world. Earl had quite an interesting sense of humour and I pretty well know
what he would be saying to Lloyd there. Hed be saying, Do you think this kid is ever going to put on any weight? But I
got an education there like most people would never get, absolutely a phenomenal education.
You see the company was big enough that it had different departments but it was small enough that if you wanted
something done you had to get into the department and help them. And then I had a goal. I wanted to become Vice
President of sales. I only wanted that goal so I would have an office right beside Earls and I wanted to study what he was
doing. I found his calendar. I got access to his calendar because I got to know his secretary.
You know, some of them would come in Eric Hoffer. I would do some study and I would find out about them and
when they stepped out of Earls office Id step out of mine and Id introduce myself and get a couple of minutes with
them. Some of them became my friends. But if Earl ordered a book Id get a book. If he subscribed to a magazine, Id
subscribe to a magazine. I made up my mind if I wanted to win I should do what winners were doing. You see.
Now, I think thats almost inherent within us, its just that we dont do it. We dont do it. If you want to do something
find somebody thats already doing it and study them. Study them like a scientist. See, I believe I could take anybody in
the room and show them how to become a millionaire or multi-millionaire. Theres nothing complicated about it and
theres nothing tricky about it. I can show you how to do it. Why? Because I know how to do it.
11
Bob Proctor
Now, I wasnt happy with just studying how to do it. I wanted to not only know how to do it, I wanted to know how to
teach other people how to do it because most people that are very good at what theyre doing dont necessarily know
how to teach somebody else what theyre doing. And we formed Life Success Productions.
Now, we have a number of companies under Life Success. Its the Life Success group of companies today and we
operate all over the world and its a very successful organisation. So we have people in many different countries and we
go into many cultures and I have found one thing: that were all essentially the same. We look different but were not
different.
Were different colours, different shapes, different sizes, we speak different languages, eat different foods, wear
different clothes but were essentially all the same.
See when you get past the culture people are essentially the same. Do you know what culture is? Its group habit.
Culture is a paradigm. Yet when you get past the culture everybody is exactly the same. If you took everybody in this
room and tossed them into a real good fire wed all be reduced to exactly the same level. Thats right. And so we decided
we were going to teach this.
Now, I want you to think of this for a moment. They say that financial success has a lot to do with being in the right
place at the right time. How many agree with that? Hold up your hand if you agree with that. You see, I agreed with that
too but thats not the whole deal because many of you have been in the right place at the right time and you missed it.
Ive been in the right place at the right time and blew it. Why? Well, the missing ingredient is youve got to be aware that
youre in the right place at the right time. If youre not aware that youre in the right place at the right time youre not
going to be able to take advantage of it.
Do you know that theres people in this hotel that are looking for this information and theyre up there sitting in the
restaurant or sitting in the bar. They could come down and walk in here. There was all kinds of the people heard the
advertisements on this and theyre not here. Do you know why? Theyre not ready. Do you know why youre here? Youre
ready. Were always in the right place for the right reason at the right time.
Now, Im going to go through a little exercise with you and this is probably one of the most important exercises that
youll ever see. Its simple but its very enlightening. I want you to let the little dot in the centre of the screen there
represent your level of awareness.
Now, think of this, your results are an expression of your level of awareness. Your results stop and think of your results.
When I met Ray Stanford, like he pointed out, I was unhappy. I was sick. I was broke. They were my results. Your results are
12
Bob Proctor
an expression of your own level of awareness. If we improve our level of awareness or expand on it everything in our life
changes, not just one thing, everything in our life changes and our life will never be the same again.
Now, keep staying with me here. If we expand what happens? See people arent earning 100,000 a year because they
want 100,000 a year. People are earning 100,000 a year because theyre not aware of how to earn 100,000 a month. Thats
pretty simple; isnt it? Like Victoria and I were talking at the back of the room and she said, I never get headaches and I
said, Why would you? You see. I dont get headaches. Why would you get a headache? You see. Its your head. You
make it ache. You can make it stop but most people dont know that. They think they are their head. They dont know
they have a head. No, youre not a head, you have a head. You never hear anyone say and body. We say my body, my
car, my little flipper, my computer, my PowerPoint. These are the things we have, my head, my body, its my
leg, my hand. These are things I have but its not me. You see.
If my head is aching Ive made it ache. If I made it ache I can make it stop. Doesnt that make sense? Somebody said,
Damn, I never thought of that before. Now, you know what you just did? You became aware of something. Instead of
saying Oh, my head is aching, my head is aching like saying, I am head, it aches, I am head. No, you have a head. You
made it ache. If you made it ache you can make it stop. Do you know how to get your head to stop aching? Totally relax.
Now if you can stay in a totally relaxed state all the time your head will never start aching. Your head aches because you
get uptight and the blood rushes to the head, baboomp, baboomp, baboomp. You see, you could just image the blood
flowing back down into the body and it will. Dont image it all flowing in because youll faint. You will, okay.
Why would a person earn 100,000 a year? Because theyre not aware of how to earn a hundred a month. Now, just think
of how your life changes as you expand your level of awareness. Do you know what youre going to do in here today,
tomorrow, the next day? Youre going to expand your level of awareness. As you expand your level of awareness your
whole world changes. How many would like, really genuinely want to turn your annual income to a monthly income? Let
me see a show of hands.
Now, heres something you want to focus on. Although they want to, most people dont believe they can and because
they dont believe they can theyre not seriously looking for how to do it. If you want to turn your annual income into a
monthly income and you do exactly what I tell you, you can do it.
How many of you would like to have me working with you for an entire year? Quite a few. Im working with you for a
year? Oh yeah, were working together right now for a year. Are you learning something? Definitely. Your world is
changing; isnt it? Every week we work together and your world expands; isnt that right? Well, Im going to tell you how
you can do that because I work with people all over the world and weve got a phenomenal program and what were
doing is expanding a persons level of conscious awareness and as you do your whole world starts to change.
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Now look, how do you? You see, thats the question. How do you expand your level of awareness? Theres your
question there. Well, heres your answer you expand your level of awareness through effective education combined
with professional coaching over a reasonable period of time. That will expand any persons level of awareness.
Now, do you know the problem with most people? They do not get involved in effective education. They dont even
understand what it is and they have no coach. Theyve got nobody coaching them. You see, the thing that I did right way
back in 1961 I adopted a coach, a mentor. I didnt know that I did but thats what I did. I really didnt understand what I
had done. It was all unconscious what I was doing. It took me nine years to back track and figure out the changes that I
made and Im going to tell you I was a real oddball in my environment because nobody else around me was doing what I
was doing. I mean, I was breaking the mould.
I remember in the fire hall where I had my little gold card in my pocket and Id take it out and read it and Id put it back
in my pocket one day one of the guys in the fire hall saw me and he said, Proctor, what are you reading? And I said,
Oh nothing, nothing. And then you know how guys are, I think we should know what hes reading dont you think? I
mean, it could be about us, couldn't it? What do you think guys? And so pretty soon they got me down on the floor and
theyre going in my pocket and theyre hauling out this card. And the card said, I am so happy and grateful that it is New
Years Day of 1970 and I have in my possession $25,000.
Well, they started to laugh. Proctors going to get rich. Hey guys, come here and read this. And then was I
embarrassed. I almost threw the card away. I want you to think of what a sick environment I was in.
Here I am, Im embarrassed because somebody found out I was trying to improve but then the real sick part is theyre
laughing at me for trying to improve. Do you know that within a year I had 10 per cent of that Fire Department working
for me? I did. I just took off like a rocket. I didnt throw the card away. I was embarrassed. I got over that. I started to study.
I got effective mentors and I have had all my adult life. I have never stopped learning. If I had to walk to China to get what
I know Id walk there to get it. There is no price thats too high for expanding your level of awareness.
I was talking to a young man who just started working with us in the back of the room. I only met him last night. I just
stood in the back of the room and I told him exactly what he was like and I know that he was shocked because I hit it right
on the nose. Do you know that you hide nothing? Everything that goes on in the inside shows on the outside. Why am I
able to do that? Because Im aware of how to do it. Im just aware of how to do it. Im aware of how to read a persons
personality. I can feel their energy. Its awareness.
Like Im aware that youre a female personality in a female body and youre a male personality in a male body. And now
some of you are saying, Bob, that is really brilliant. Then youre saying, Everybody knows that. No, everybody is not
aware of that. A baby is not aware of the difference between the male and the female personality. Theyre not aware. A
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Bob Proctor
baby has to become aware and as it grows it develops conscious awareness and it starts to become aware of the
difference in gender.
Unfortunately at a very early age we stop developing awareness and school has us locked in to developing our intellect.
Thats why weve got some absolutely brilliant people wandering the street who dont know the war is over. Theyve got
degrees coming right off their business card and theyre broke. Some of them can't find jobs. Theyre devastated because
they lost their job. Theyre smart people who are not aware. But, you see, as you develop your conscious awareness your
whole world changes.
Now, Im going to be talking to you about you and Im going to tell you what I think you should do. I heard right at the
start that you should be back every time after every break. That you want to be here for the whole three days. Now, I
know that I couple of you think; Well, I can't stay for the whole three days Ive got some other things to do. Change your
schedule. Phone and tell those people that theres something come up that gets priority that you just have to do and
then youre wondering, well, what would they think. Its none of your business what they think.
Terry Whitaker wrote a book a number of years ago and it says, What you think of me is none of my business. You see,
we are so concerned with what other people think. Weve got to pay attention to what were thinking. Weve got to make
up our mind that were going to take this level of awareness weve got and were going to expand it until we become
aware of how to live the kind of life we really want to live. How we can be happy, healthy and prosperous, have
meaningful relationships, do everything that we dream of, because we can do it.
Heres an old saying that you want to keep locked into your mind, The main thing is to keep the main thing the main
thing. Heres the main thing, its about lifestyle.
You get one life. How are you going to live it? Do you know that that is your choice? I was talking to Victoria here earlier
and she was talking to me about people not taking responsibility for where they are. Do you know that responsibility is
the key to freedom? Responsibility is the key to freedom. Theres just absolutely no question about it.
I want you to think of this: as you get into conditioning, genetic and environmental, you will probably find that other
people are responsible for making you who you are. Like, grasp this, you are responsible for changing. To blame is dumb.
The second you start to blame you become a victim and if youre a victim youre screwed. Youre just not going to get
anywhere. Weve got to change that.
Now, look here for a moment, money will change your life as much as anything. It really truly will. And its like Ray said
to me a long time ago, he said, This stuff can't talk but it can hear and if you call it it will come. Now, you might be in real
bad financial shape right now. You may have some real pressing financial problems. If you keep those in the front of your
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Bob Proctor
mind youre going to have more pressing financial problems because youre going to track them. Youve got to
understand that were going to set aside the problems.
Were going to write them on a piece of paper and then say, Now, where are they? Are they on the paper or are they in
me?
Everyone that lets problems consume them is on the wrong track and theyre going in the wrong direction and theyre
never going to enjoy a good life. Weve got to stop letting the outside world control us and start living from the inside
out. Its so basic and its so simple.
Now, I was sitting in Lloyd Conants kitchen in 1968 and I asked Lloyd I said, Lloyd, how did you start this company?
Because, you see, Earl and Lloyd didnt just start a company they literally started an industry. They started the personal
development industry as we know it today. The recording where we could put it out on records and then CDs, you see.
When Lloyd talked he was such a phenomenal leader. Lloyd would sit and hed put his hand up and it was like he was
looking somewhere and wherever he went I used to go with him. I mean, I would just get totally emotionally involved in
whatever he said and away wed go.
And he told me about someone giving him this little green book and he said, I took that book and I read it all weekend
and on Monday morning I made up my mind I was going to build a world class organisation. Well, all of a sudden I
wasnt remotely interested in how he started the company. I wanted to know whats the little green book.
And the little green book was The Science of Getting Rich, the SGR book. And it was The Science of Getting Rich book
that inspired Rhonda Byrne down in Melbourne, Australia to build or make The Secret. Thats what really inspired her. The
only book she carried with her when she flew to America was my book, You Were Born Rich and so when she got off the
plane she wanted to meet me and she wanted me to be in that film and all the rest is history.
But I took The Science of Getting Rich back in 1968 and I began to study it and I built a company that operates all over
the world. Weve got about five or six companies that operate all over the world and its all based on the philosophy in
The Science of Getting Rich.
Now, I was talking to Nik earlier today and this is going to be offered to you people a little later on. Youre going to get a
mailing on it. So I want you to watch it, when you see the SGR come up. This is a phenomenal program. We put together a
program, its only been out for about six weeks but when you get the mailing on this its an opportunity for you to earn
an awful lot of money. One man earned $80,000 last month with this. Its a $2,000 program thats a two level affiliate
program and theyre going to offer it to you. You get 500 and 250. Its really a big winner.
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Bob Proctor
And so, you see, I started to study that and I built it all in here. Now, I want you to think for a second we talked about
the Law of Attraction and I talked about it earlier and thats what the film is all about but most people know that theres
something missing because theyve got the book, theyve got the CDs, theyve gone to the seminars but it just isnt
clicking. Im not earning the money. I havent built the relationship. I can't get my company going.
Who falls into that category, be honest? Again you see, youre trying, youre not a stupid person and you know youre
not and you know how to win. Whats missing? Thats what I found out and thats what I want to share with you because,
you see, if you dont figure out whats missing, if you dont figure out what the stumbling block is you can go right to your
grave and never get it, never get it. Well, that something is a thing that really will change your life and its called a
paradigm. Paradigms literally control our life and were going to talk about how to change that and when we do
everything changes.
Joel Barker wrote a book on it and he said:
To ignore the power of paradigms to influence your judgment is to put yourself at risk when exploring the future.
Now, I want you to think about that now. To ignore the power of paradigms to influence your judgment is to put
yourself at risk when exploring the future.
In other words when you sit down to really think about where youre going if you dont give serious consideration to
paradigms youre putting yourself in a very bad spot.
Do you want to know the truth? Most people dont even know what paradigms are. They really dont know what they
are and yet the paradigms just keep coming up. They keep coming up. They keep coming up. Its like they haunt us.
Theyre there and they dont go away. And a person is working hard and theyve been going to seminars. You see, when I
changed I wanted to know why I changed because I couldn't figure it out. Yet I started to read books and I started to go
to seminars and a lot of other people are going to seminars.
I wasnt going to seminars to try and figure out how to win. I was going to try and figure out why I was winning and I
knew if I wasnt getting my answer I knew the other people werent getting theirs. Id get a little bit of the answer here
and a little bit of the answer there. I was living in Chicago. I was working with Earl Nightingale and Lloyd Conant but I still
hadnt put the package together. I still couldn't figure out and someone told me about a guy that was going to be
speaking in Vancouver, British Colombia, Leland Val Vanderwal. He was a great big man. He and I looked like Laurel and
Hardy, if you ever remember what they looked like. He used to say that I had to run around in the shower to get wet. He
did not. Hed just stand anywhere near the shower and hed get wet. I mean, he was a huge guy.
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Bob Proctor
But at any rate I went out to Vancouver. I jumped on a plane and I went out and I listened to him and the second he
walked on the stage I knew that he knew what he was talking about. You just sense that. Now, theres a saying When you
hear the truth youll know it. Do you know why? It resonates with the essence of who you are.
Well, at any rate after the meeting I went up to him and I said, Do you know Id like to spend a couple of hours with
you. He said, Id probably like to spend a couple of hours with you too and he looked at his watch and he said, Ive got
to catch a plane and I said, Well, Ive got to catch a plane too. I didnt mean right now. He said, Where are you going?
and I said, Im going to Chicago. Im going home. He said, Do you live in Chicago? And I said, Yes. Well he said, Im
not going to be in Chicago any time in the near future but I think that he was impressed that I had travelled so far. He
said, What are you doing out here? I said, I came out to hear you speak. He said, Im going to be in Toronto in a
couple of weeks. And I said, Im actually from Toronto. Its only an hour away. Ill jump on a plane and Ill come over and
meet you.
So the two of us sat down in the Skyline Hotel a couple of weeks later. It was supposed to be for about two hours and I
was there for three days and I started to understand what paradigms were and he started to show me a lot of things that I
didnt know. Yet it was like Id got everything I learned and pulled it together and when I throw some information out
here today thats whats going to happen to you. Its going to be like all the pieces start to come together in your mind.
I was talking to Nik and Victoria, they were telling me they started to listen to this stuff, the Born Rich program that I had
way back in 1990. Victoria says It changed our whole family. Itll change yours too. You see, its results that you want to
change and its the paradigms that change the results, you see. So its the results you want to change. You want to make
it happen and you can make it happen.
Now, heres the question: what are paradigms? Well, if you go into many books on psychology, psychiatry, behavioural
science youre going to find all kinds of wild answers and theyre so complicated you won't be able to understand them.
Vanderwal gave it to me in very simple terms. He said:
Paradigms are nothing but a multitude of habits.
Now, I want you to think of that. A paradigm is nothing but a multitude of habits. Now, I want you to think of you.
Dont just listen to my voice and watch me. I want you to think of you. Get your energy and invert it for a moment. I want
you to think of when you get out of bed in the morning and mentally relive. Theres a pattern that you follow and its
followed every day, and if theres another person there they do one thing, you do another. Thats why death or divorce is
so stressful. Youre breaking hundreds of habits all at once.
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Bob Proctor
Now, look at this for a moment because this here is really the secret to financial success. This is the secret to financial
success. Youll see here on a sheet of paper. I think you have some of those to hand out. Okay, do you have those at the
back? Hello? Okay. We could pass these out to everyone.
Now, the secret to financial freedom is to have multiple sources of income. You dont have one, you have many. Watch
this for a moment. Theres one source of income, another one from the same area, and then theres another one from a
completely different part of the world. Now, do you know that Im earning money whether Im awake or asleep? It doesnt
matter where I live. Thats right. Do you know why? I decided that thats how I wanted to live, okay.
Its called multiple sources of income. Thats what an MSI is. And youre going to find that you can keep adding those
and you just keep adding them and they come in from all over the place. There is no end to what were capable of doing.
I want you to use your imagination for a moment. I want you to think how would you like to have every day cheques
coming to your bank from various parts of the world for something you did maybe a while ago that has nothing to do
with what youre doing today and these just keep growing and you keep adding to them and you keep setting up new
sources of income. How many does that appeal to?
You sort of like the idea then? Okay, okay.
What is your name? -- Martin.
Martin, how many sources of income do you have, Martin? -- Two.
Two. How would you like to have 200? That would be nice. Turn the sheet over until you see this, all right. Youll see this
on the back of the sheet. I think theyre coming here. Youre going to get them in a few minutes, all right.
Now, I want you to look at this and you see here I think weve got, I dont know maybe about 15 of them there. Now,
youll see right in the centre is your psychic source of income. Thats how you spend your days. You should spend your
days doing what you absolutely love to do and never stop setting up sources of income. Just keep doing it. You like the
idea? -- Yes.
Okay. Now, look at it, we just keep adding them. Now, heres the deal. I want you to watch the screen. Are they all the
same size? No. Some of them will be big; some of them will be small. But the real secret is you dont have to be there to
be earning it. I like the way Michael Gerber put it. He said, If your business requires your presence you dont even have a
business. You have a job. Yet you see, Martin, if you had 200 sources of income everything in your life would be different;
wouldn't it? It really would. Do you think, Martin, if you focused on this that you could do it? Now, I could read your
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Bob Proctor
Now, think, you go through your day. Its how you get dressed. How you get dressed is a habit. What foot do you put in
your pants first when you pull your pants on? Pardon? You dont think about it. Well, think about it for a moment. I want
you to imagine youre getting dressed in the morning and youre pulling your pants on. Pardon? Its a habit. But which
one do you put in first? I put my right foot in. Well, mentally get dressed. This is the side of the bed and, you see, thats the
logic. Well, I put my right foot in first. Who puts their left foot in first? I wonder why you put your left and why do I do my
right? Do you ever think about that? When you were a little kid your mother would say, Put your foot in here. Your other
foot. Why? Because thats the foot she put in, okay. Yeah, these are habits, you see.
Now, heres the deal. I want you to just think. Go back in life and youre going to find that theres all kinds of people
from the past that have influenced whats going on in your life and theyre not even your habits theyre other peoples
habits. You have inherited the habits of people going back for a number of generations. So when you arrived your mind
was already programmed. Thats called genetic conditioning.
Then after you arrived theres environmental conditioning. So long before we could even think we were programmed
and that dictates where were going to go unless we figure out how to change the programming. Weve been
conditioned to work from the outside in. We work from the outside to the inside. Why? Well, think about it for a moment.
Youre a little kid. You get a report card but what happens before that? Well, the parents say, Will you look at me? Will
you listen to what Im telling you? Will you look at this? And pay attention to me.
And so theyre getting you to live through your senses; arent they? You go by what you hear, see, smell, taste, and
touch. Then you go to school and you get a report card and whats the report card do? It tells the teacher, it tells your
parents or guardians, it tells you what kind of a student you are. Do you want to know what the report card really does?
The report card tells everyone where your mind was at for a few minutes maybe three weeks ago. It has absolutely
nothing to do with your potential. But we leave school and the report card turns into the balance sheet. It turns into the
sales sheet. It turns into the x-ray. And we let whats going on outside control us. We watch the newspaper. We listen to
the television. We listen to the radio. And youre going to find that the economy is dictating how your business is going.
I was telling Victoria in the back of the room that I really dont know what anybody else is doing in this industry that Im
a part of. You know what I do know? I know theyre not doing what Im doing. Do you know why? Because theyre not me.
And I dont pay any attention to trends. I think and I build images in my mind and I execute the images. I live the way I
want to live not the way I think other people think I should live.
One of my mentors, Bill Gough, he said something one time that really stuck in my brain. He said if I want to be free Ive
got to me. Not the me I think you think I should be. Not the me I think my wife thinks I should be. Not the me I think my
kids think I should be. If I want to be free Ive got to be me. I better know who me is and most people dont. Weve got to
learn how to live from the inside out. Youve got to start to build images in your mind and then go the other way.
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Bob Proctor
personality like a book. You have a very persistent mind. Hes got a stubborn streak in him that wide; doesnt he? When
this guy makes up his mind to do something hell go right through the wall to make it happen.
Now, theres another part of Martin thats rather interesting. Not many people know this. I think you know it. Hes got a
shy side to him. Its a very quiet shy side. You can hurt his feelings without too much trouble just like that but he doesnt
let you know. He keeps it inside; doesnt he? And do you know something, Martin, if you dont start expressing it youre
going to have stomach problems. You and the young guy I talked to in the back of the room today, you and him have
something in common, okay. When you make up your mind to do something you get it done. Hell or high water youre
going to get it done. You are a tough guy. You operate predominately from the left hemisphere of your brain.
Now, you know that shy side of you? Thats also impulsive. So theres a part of you that says do this and the other side
cuts in and says, Martin, dont do it. Hes got this conflict. Youve got the same thing going. I wouldn't want to be
around the two of you when youve got opposing ideas because youre both pretty strong, you see.
Now, think about this for a moment, you know. Does this make sense; does it? It makes a lot of sense; doesnt it? Well,
let me tell you were going to come back and talk about this a little later on. We have the coaching program where we
spend an entire year working with you and this is one of the main themes. If you turn the page over youll see a complete
library of material.
Now, at the end of the meeting Im going to tell you a little more about it because we sell this library. Every part of it is
directed towards one thing, change the paradigm. What Im doing is teaching what I have learned. I first changed. Then I
did an enormous amount of research, still doing it. I found out why I changed. I recorded it. I put it in programs and then
over a years time in the coaching program we work you through it and thats what youre going through now. Do you
study it all at once? No. Weve got a system and if you follow the system you come out at the end of the year a totally
different person and thats something that happens.
Now, look here for a moment. Huxley, the English writer, he said that theres only one corner of the universe that you
can be certain of improving. I know that you want to make things happen a little different and you think if youre going to
get other people to change that it will happen. Uh-uh, the deal is strictly between you and yourself. Its got nothing to do
with me, absolutely nothing to do with me. The first thing you want to do is stop wondering whether you can afford it.
You can afford anything but youve got to understand that. You cannot go by whats in the bank. You cannot go by
present resources.
One of the first little books in U-Square, he talks about unseen forces. See people think I cant because they can't see
the resources to get it done. He said:
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Bob Proctor
The absence of evidence is not evidence of absence.
Everything you need is already here. Nothing is created or destroyed. All science and all theology teach that. Everything
is already here. There was an old guy that was going to get involved in this big project and somebody said to him,
Wheres the money going to come from? He said, Wherever it is right now. Good answer. If you really want to win do
exactly what Im telling you.
Do you know something, most people want you to coach them but they want you to coach them their way and thats
how I lived up until I was 26.
I would do what the people told me if I agreed with it. If I didnt I wouldn't do it. Hell I should have looked at my results.
What I knew was giving me nothing but heartache and tears, poverty, bad times, problems. When I started to do what
wiser individuals told me thats when everything started to happen.
Lets take a look at yourself, your real self. Im not talking about the body thats sitting there in the chair. Thats a mass of
molecules. Its a molecular structure. Do you know that you have infinite potential? Do you know that theres no one alive
that is even able to guess with any degree of accuracy what youre capable of doing? Do you know that theres about
11,000,000 kilowatt hours per pound potential energy locked up in the electrons and the atoms of your body? There is
never a shortage of energy. People say, Where does she get all the energy? Where does he get all Nobody gets
energy. Everybody releases energy. Its desire is the triggering mechanism to let the energy flow.
When you dont desire, when you decide what you want, when you know that you can have everything you want and
you decide its going to happen, thats when you start to develop desire. See desire is the effort of the unexpressed idea
within seeking expression without through your action. Youve got to decide what you want. Youve got to fall in love
with what you want. You internalise it. You get emotionally involved with the idea knowing that if you hold it in your
mind you can hold it in your hand. Its so basic and so simple. Theres the program that Nik said his whole family used.
Read a little bit about his history and their family. They came from a very ordinary background, much the same as me, or
probably you. Then their whole life changed.
Do you know that this program itself, when we first put it on the market, cost $7,500. It was sold to corporations. Yet the
people in the corporations were calling us and they were saying, Listen, the people want to take this home for their kids
to watch but we can't afford 7,500 to give it to everybody in the company. But when we heard that long enough, you
know, if you keep your ear close to the ground youll start to get the message. So we changed the whole marketing plan.
That is a solid part of the coaching program.
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Now think, you and I think in pictures. Now, were getting into something that is really sensitive and very, very
important, okay. You think in pictures. Were going to start moving a little faster here.
Okay, what does your mind look like? What does your mind look like? Lets suppose I asked you if you would help me
change the set up of this room and you all agreed that you would and I said, Okay, lets do it. Youd stand up and youd
grab a chair and youd be looking around and youd say, Well, what does he want us to do? And youd say, I dont
know, why dont you ask him? No, you ask him. And we wouldn't know what to do. Why? No picture. But if I asked you
to help me change the set up of the room and I say, I want to make that the front of the room and this the back of the
room. Boom! Like that wed have it all done. Why? Weve got a picture.
Do you know if you go to change your mind and you dont have a picture youve got confusion. Solomon gave us that
idea many, many centuries ago. He said:
Where there is no picture the people will perish.
One of the basic laws of life is create or disintegrate. People dont have an image of their mind. Theres a psychiatrist in
California if you go on our website and check it out John Mike, a leading psychiatrist here in America, in Florida. He said
I taught him more about the mind in a year than he had learned in four years of medical school and five years of
psychiatric training.
Think of this for a moment: you and I are spiritual beings. We live in physical bodies. Now, most people think theyre a
physical being and theyre having a spiritual experience. Not so, youre a spiritual being and youre having a physical
experience. We have been programmed to live through our senses.
Do you know what this author said? He said, No amount of reading or memorising is going to make a person
successful in life. He said, Understanding and application are necessary. And he said, An educated person is not
necessarily a person with an abundance of general or specialised knowledge. An educated person is a person who has so
developed the faculties of their mind that they can acquire anything they want or its equivalent without violating the
rights of others. Well, we have been gifted with an intellect. Now, Ive got a couple of little dogs at home but they dont
have an intellect. They operate by instinct. Theyre very wise but they cannot think. Can you communicate with the
animals? Absolutely, you can communicate telepathically with the animals and you do and some people understand that
and some people dont. But you and I have intellectual factors.
Now, a lot of people think of their brain as being their mind. The brain isnt their mind any more than their fingernail is.
When you think you activate brain cells - your brain is an electronic switching station and as you activate the brain cells
you alter the vibration that this mass of molecules is in. When you change the vibration youre in youre going to start to
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Bob Proctor
act different but not only are you going to act different youre going to attract different because the only energy you can
attract to you is the energy thats in harmony with you. This is so important
You see, its the way you use your intellectual mind thats going to dictate your emotional state and your emotional
state is the vibration youre in. When you say I dont feel good what youre really saying is Im consciously aware of
being in a negative vibration. But youve never heard anybody when they say, How are you today? Oh, Im consciously
aware of being in a negative vibration. I must have internalised a negative idea. You see, you dont do that; do you?
Feeling is conscious awareness of vibration. Now, there was a doctor in San Antonio, Texas, back in 1934 he was trying
to help people get healthy. He was involved in the healing arts and he said, Our problem is we dont have a picture of
the mind and he was involved in holistic health. There are a lot of people involved in holistic health, natural remedies.
Emerson said the doctor of the future would use no medicine. Were getting to the point where we use energy
medicine now. He said, Since nobodys ever seen the mind he said, Im going to draw a picture of the mind and he
said, Theres a picture of the mind. Now, you look at that and you think isnt that sort of cute.
Im going to tell you something, I could take you in to multi-million dollar organisations all over the world and theyll
tell you that that is one of the most valuable pictures theyve ever seen. For the Aussie friends that are here I was over in
Malaysia working and I got a call from Melbourne, Australia, from the St Kilda Football Club and they couldn't have got
any worse than they were doing. And I came in and I put on a three day program. And do you know something the one
guy on the team, a guy named Tony Lockett, he got it. He was just an ordinary guy. There was a number of them got it
but he got it. He went on to stardom in Australia. Why? Because he understood the mind. He started to understand the
mind and he started to understand how to take control over his body and take control over his behaviour. He started to
take control over what comes into his life.
You see on the conscious level if you let your head represent your mind the top half were going to say is our conscious
mind. Now, the body tells you a whole lot about the mind because the body is the instrument of the mind. Well say the
bottom half is the subconscious mind. Now, is that the way it is? No, the mind is movement. Its not a thing. But weve got
to have an image to operate with. So I see the head as the mind; top half conscious mind, bottom half subconscious.
Now, the conscious mind is the thinking mind. Thats what we think with. The subconscious is the emotional mind.
Then when we think we build pictures in our consciousness then we turn those pictures over to our subconscious. As we
do theyre expressed through the body in action. Not a lot of people are trying to change their actions. You dont want to
change your actions. You want to change whats causing the action. If theres a problem in the body change what causes
the problem.
24
Bob Proctor
If theres a problem in the bank account change what causes the problem in the bank account. Thats what I did. I didnt
go back to school. I didnt get any experience but I started to do something. I was unconscious. I didnt know what I was
doing. I was changing what was going on inside and my bank account kept growing. At first I thought this isnt going to
last. Then I started to understand its not only going to last its going to get better. You see your actions produce your
results. So you want to understand this something about the mind.
Now, look at this for a moment. Your emotional mind or your subconscious mind cannot reject anything. Anything you
give to your subconscious mind the subconscious mind has to accept it. It cannot reject it. Hold your hand up like for a
moment. Everybody hold their hand up. Come on get your hand up like that. Put it near your chin for a second, will you
do that? Wheres your chin? Oh yeah, thats not my chin. Some of you are a little embarrassed, youre trying to - why did
you go here? Because I went there. Youd say, Well thats not your chin. I know that and so do you. Why did you go here?
You went here because I went here. Do you know why? Your subconscious mind was wide open and I went in and you
see whatever goes into the subconscious controls the behaviour and produces the results.
Now, look at this for a moment. Theres how a baby arrives on the scene. Thats how you came here. As a little baby your
subconscious mind was wide open and the ideas that were going on around you went right into your subconscious mind
and thats how the subconscious mind becomes conditioned. Thats why you speak the language you speak. And if there
are two languages spoken in your home youd grow up bilingual. If youre in parts of Asia and theres four languages
spoken you would grown up speaking all four languages and think nothing of it.
Your subconscious mind will accept everything thats going on around it. Do you know almost all welfare recipients are
third, fourth, fifth generation welfare recipients? Theyre programmed for it. You are programmed for the results youre
getting and until you change the program nothing is going to happen. All that conditioning thats called a paradigm. So
then here you are. Youve got the ability to think anything you want. Do you know while you and I are talking theres
thoughts flowing into your consciousness?
Now, I see Gerry in the back of the room. Stand up for a minute, Gerry. I was calling on your later and you disappeared.
Thats once. Theres my business partner, Gerry Robert. You want to chat with him when youre on the break. Hes a
brilliant guy. Hes the guy that I met 20 years ago and he had earned $100,000 in a year and I said, If you do what I tell
you Im going to show you how to earn $100,000 in a month. Ive seen him earn over a million in a week. In fact, Ive seen
him do it in a day. Hes a brilliant guy.
How many of you have thought of writing a book? Hold up your hand. Well, you want to talk to him because thats what
he does, you see. And thats how this all started. Pick people that are good at something. When Linda and Bec and Nik
and the team put this together they picked certain people and these are people that are going to show you how to enjoy
financial freedom. They have called it Financial Freedom Institute and thats really what we want.
25
Bob Proctor
Now, if were going to become financially free weve got to change the paradigm. Watch this for a moment. Your
conscious mind is your thinking mind.
Thats where the intellect is resident. You have the subconscious mind. That is where the paradigm is.
Now, school has been locked into the idea of us gathering more knowledge. So they give you all kinds of information
and if you can remember it then youre considered an educated person but Im going to tell you something. You could
have all the knowledge in the Harvard Library where I think theres about 8,000,000 books, it isnt going to do you any
good if youre not acting on it. You see the Law of Attraction responds to the paradigm, not to what you know on a
conscious level.
So if youre having trouble with this, you understand the Law of Attraction on a conscious level but not on a
subconscious level. Its the subconscious thats causing the problems. Okay. Paradigms influence your thinking. See a
person thats programmed to earn $50,000 a year theyre not going to be thinking the thoughts of a person that earns
$50,000 a month; are they? No, theyre not. Theyre not going to hang out with people that are earning $50,000 a month
because they havent got anything in common with them.
This is what we want to start to understand. Not only do we want to change whats going on inside, we want to change
the people were associating with. Theres some people think youre crazy coming here. Theyve said youve gone to
those before and nothing happens. Well say, This is going to be different.
Paradigms can control what you do. Now, the answer Can you change your paradigm? and the answer is, Yes. As a
matter of fact its an emphatic yes and thats very important that you understand that. Thats what the programs do.
Thats what this library does. If you have to borrow money from your grandmother to get it borrow the money and get it.
Absolutely refuse I dont care what you have to sacrifice to get it, theres nothing more important than your education
and you know that I know what Im talking about it. I said Ive got licence to brag about it. None of its mine but I have
spent since 1961 putting this together and its in a step-by-step-by-step format. You get the whole library free if you go in
the coaching program.
When you know that you can change the paradigm you may not think of it as a paradigm. You may just think of it,
well this is just the way I am and I dont particularly like it and I sure would like to change it. Id like to mix with more
interesting people and Id like to have a lot of fun. Id like to have all kinds of businesses like Proctor and Niks got going.
Id like to do those things. Id like to be able to publish a magazine like Glenda but I just dont know how to do it. This is
how you do it. You change the paradigm and when you know that you can change the paradigm thats when you have
hope.
26
Bob Proctor
Now, here is the point: I did not believe I could change. I did not believe I could change. I honestly believed I was stuck. I
didnt understand this terminology but when theres no hope youre stuck, youve got one point of view, and thats
where I was when I met Ray Stanford. I did not believe I could change.
Do you know what I believed? I believed in his belief in me. I knew he knew something I didnt know and I made up my
mind Id do exactly what he tells me whether I liked it or not and Im going to tell you something, much of what he told
me to do I did not like but I made up my mind I was going to be free. I was not going to live the way I was living anymore
regardless of the cost.
Understand this: if you want to get something youve got to give up something to get it. Youve got to decide what you
want? Youve got to decide what youre prepared to give up to get it. Then you set your mind to it and you get on with
the work and if youre not prepared to give it up youre going to stay where you are. You can rationalise it all you want
and we say, But this is why Im doing it, no, no, no, no, no. Its that youre not free. Youre being controlled by someone
or something else. That goes back probably for generations.
But when you know you can change the paradigm you have hope and understand this: when you have hope, you have
options options. I have options. I can live the way I want and is that ever nice to know.
Now, there are some things youre going to do that may not be too pleasant but youre doing it for a good reason. Ill
give you a good example: youve got here you can't see it very well, youve got to be careful when youre kissing pigs.
Doesnt that pig look sort of serene? Im going to tell you that pig was squealing like a pig. Man was that pig squealing.
I was at an event like this and they came to me and they said, Would you kiss a pig? and I said, No. And they said,
Weve got a charity going. Now, were not kidding, Bob, weve got a pig. Its in a pen out there and we want to bring it in
and we want you to kiss it. I said, Get out of here and they said, No. Were going to get the audience to donate money
for a charity and whatever you feel youd pay to see Proctor kissing a pig and so they started collecting money. And then
it looked like Hell Im going to have to kiss a pig. No, I dont really have to kiss a pig but Im going to kiss the pig.
Now, you see I didnt have to. I had an option but here I am. Its recorded. Im kissing this pig and man was that thing
squealing. My world changed that day. Our world is changing. I need you to think about what were saying. Our world is
changing and our world is not getting bigger. Our world is getting smaller. Weve got to understand this. Our world is
getting smaller. You can have business all over the world.
And I need to tell you the people that are involved in our coaching program are going to be involved with people all
over the world. Have you got your Mastermind group going in your group yet and where are the people from? Theyre all
27
Bob Proctor
over the place, all over the world. How would you like to Mastermind with people from all over the world? Everyone of
them studying the same thing, thats what you get in this coaching program.
We have a lady thats the President of our coaching company here, Carol Gates. Do you want to stand up for a minute,
Carol? Theres the lady there. If you want to ask somebody questions about the coaching you want to ask her. She knows
everything about the coaching. I do what she tells me. And the SGR program is run by another lady. Women run our
company, they tell me what to do and I do it. And thats Rhonda Cain; do you want to stand up, Rhonda? Okay. Now, she
is working with Nik and Veronica and Linda and theyre going to be doing a mailing. Thanks.
Now, look Eric Hoffer said:
In times of change the learners will inherit the earth. While the learned find themselves beautifully equipped to deal
with the world that no longer exists.
Do you know what that means? It means that the learners, the people that keep studying, are going to be happy,
healthy and wealthy while the learned, the ones that think they already know it all, are beautifully equipped to deal with
the world that no longer exists.
Theres no such thing as a learned person. Theres no such thing as an educated person. Were either learning or were
not. Now, here is a great lesson and this is a lesson everybody wants to learn. Let these lines represent levels of vibration.
Levels of vibration are often referred to as frequencies. Now, understand this: you and I think on frequency. Thought is
energy. Thought is the most potent form of energy there is. Thought waves are cosmic waves that penetrate all time and
space.
Now look at it, we think on frequencies let these little puffy clouds represent the thoughts or ideas that youre
entertaining and theyre on the frequency that youre thinking on and thats why youre getting the results youre getting.
You get the results youre getting because of the frequency that youre thinking on.
Now, you sit down and you say but I want better results and so you set a star that youre going to shoot at. And you just
keep thinking on this frequency trying to figure out how youre going to hit that star. Youre never going to figure it out
and people say, If I could figure out how to do it Id make a decision to do it. Uh-uh, youve got to make the decision
youre going to do it not knowing how youre going to do it. Hillary decided he was going to the top of the mountain.
Nobody had ever been there. They said it couldn't be done. The Wright Brothers decided they were going to introduced
us to a new kingdom. Edison decided he was going to illuminate the world.
28
Bob Proctor
Whatever you want to do youve got to decide and then the way will be shown. The second you make a decision you
flip your brain onto a higher frequency and the thoughts on that frequency start to flow into your consciousness but the
decisions have to be made first. If I could figure out how to get the money - uh-uh, youve got to make the decision. You
want to be in our coaching program for a year youve got to make the decision. Everything will happen the way it is
supposed to happen. School doesnt teach us how to make decisions. They dont teach us how to earn money and they
dont teach us how to make a decision. Its rather sad.
Now look, really pay attention to this: there is the mind, okay. You have the sensory factors hooked up to the mind. You
can deal with your outside world. Theres a power flowing into your consciousness. Now, Im just giving you a bit of a
taste of this. As you get involved in the coaching program we dig into this in some real depth. Now, the conscious mind is
where you build images and you turn those images over to your emotional mind. When you turn the image over to the
emotional mind you alter the vibration that the body is in and that changes our behaviour but not only that, it changes
what we attract to us. The image that you impress upon your subconscious mind controls your vibration and your
vibration controls what you attract.
This is without question the most important information you can get. It will transform your world. I earn millions of
dollars a year now, all because I just changed my awareness and all I do is help other people. You follow me. You follow
what Im telling you and I dont think Im the smartest guy in town by any stretch of the imagination.
I have just spent almost my whole life pulling this information together and Im just locked into the idea of wanting to
change it. Im going to keep working at this until I am gone.
I am absolutely not I hear people talk about retire. I think its the most despicable concept in the world. I have no
intentions of retiring. Thats pulling back from life. You dont want to retire. Maybe change what you do. People say,
Well, youre getting older, you should slow down. Thats a bunch of crap. You should speed up. Youve got more power
than youll ever use. Do you know what you want to do? You should calm down and the more you calm down the more
you can speed up.
Now look, were living in a new economy. It wasnt too long ago I had to have a big chalkboard here and chalk and
cloths to clean the board and it was just bedlam and now I sit on a plane and I make little PowerPoint slides and I just
touch a little thing in my hand and the slide changes. Remember those initials when they send out the mailing on SGR
go exactly where they tell you.
Now, look at it. Im going to show you something here. Were going to go through this quick. I want to show you why
repetition is necessary. Let the white line here represent the sound of a CD playing. Do you think you can win by listening
to a CD once? Not on your life. Maybe if you listen a thousand times.
29
Bob Proctor
Let the red line here represent the sound of the CD playing. So youre listening to the CD playing and an idea hits in,
vroom, away you go on a trip. Youre not listening to it anymore. You can hear it but youre not listening and youre up
there now, thats a frequency of thought. Thats where you think and youre moving along there and youre thinking
about the idea and then you come back down and you start listening to the CD again but then you go along and bang
another idea hits and away you go on a thought trip.
Have you any idea how many times an idea like that has to hit your consciousness before things change? How many
times did an idea have to go into your subconscious before it got fixed there? It was over and over and over and over for
maybe five or six years when you were a baby.
One thing is clear, we dont have the option of turning away from the future. No one gets to vote on whether
technology is going to change our life. We want to make sure that we learn the Science of Getting Rich. You know, you
can go into the Upanishads, the most ancient writing there is, and it tells you in there, From abundance he took
abundance and still abundance remained. Were dealing with an infinite source of supply. Theres no lack or limitation
anywhere that we dont create.
Thats what Wealth Celebrities is all about. Thats what theyre attempting to teach you. Make sure youre back right on
time from the breaks and dont go home one minute early. Get the stuff that people are telling you. See most people are
extras in their own movie. They never really wake up and live. They just dont do it. Youve got to ask yourself what do you
really want. Make up your mind youre going to get it.
Do you know something? In the new economy you can actually turn your annual income into a monthly income. There
is nothing complicated about it. You can do it. This has always happened. Wealthy people historically have always used
multiple sources of income.
Now, here are three sources of strategies, M1, M2 and M3. Ive got to go fast because were running out of time. If youre
going to teach your kids teach them the M3 strategy. M1 is the worst strategy in the world and its used by 96 per cent of
the population. Its where you trade time for money. Its a bad trip. M2 is an excellent strategy. Its where you invest
money to earn money.
M3 is the one I stumbled on way back in the early sixties. One percent of the population follow this strategy but they are
96 per cent of all the money thats being earned. This is where you multiply your time by setting up multiple sources of
income and if you want to learn how to do that you lock into this coaching program and say, I am going to give this my
excellent attention for the next 12, 13 months because it runs for 13 months and thats what Im going to get from it. I
am going to begin to think and grow rich.
30
Bob Proctor
Thats what I did back in the sixties and I have never stopped. Thats what everybody wants to do. Its a good idea and
all you have to do is just make a decision that youre going to do it.
You see, you want to make sure that youre going to get the Law of Attraction working the right way. Quit letting the
old paradigms control you. Get into the Science of getting Rich. See, I understand that paradigms are trying to influence
my thinking but Ive got the ability to think freely here and Im going to do it.
If you ever shape your future you have to be willing and able to change your paradigm and thats really what were
talking about here. Now, watch this carefully because this is the process. This is the way it works. Your conscious mind is
where you build your dreams. This is where you think and as you build the dreams that you turn them over to your
emotional mind. Thats the feeling part of your personality, the subconscious mind and you see you get emotionally
involved with the idea.
The emotion alters the vibration that your body is in and that changes your action. The universe reacts to your action.
Its action reaction. Thats the law of the universe. That causes your conditions, your circumstance and environment to
change.
This is a creative process that little children can learn. Weve taught this to kids. Those of you who get involved in the
coaching program you can get your kids studying the same stuff. Ive seen their marks go from a C and D average to an A
and B average almost overnight. And there it is folks staring you right in the face.
31
MoneyMasters
FEATURING
TOM
HOPKINS
Builder of Sales Champions Pt. 1
Tom Hopkins
TOM HOPKINS: Well, thank you. All right, how's business?
MEET TOM HOPKINS
-- Good.
Tom Hopkins is a sales legen

nd. Many
believe that natural ability iss enough
Yeah, attaboy. Some of you said "greaat" and you may be
to make you successful in a selling
lying. You always have to tell the truth but you always have to
career. The truth of the mattter is that
be excited. So open up your book to the inside front cover,
natural skill, combined with

h how to training is the real
right here. See it? And then when I ask you

y how business is,
how's your life, how's your kids, how's yyour wife, always get
excited and say "Unbelievable", because you see that covers it
either way, doesn't it?
secret to high level productiivity.
Having learned this lesson the

t hard way, Tom is quick to
admit that his early sales ca
areer was not successful. After
benefiting from professiona
al training, he became a
dedicated student, refining ssales techniques which enabled
So let's start again, how's your teenagers? -- Unbelievable.
him to become the sales lea

ader in his industry.
Unbelievable. How are your in-laws? -- Unbelievable.

Toms credibility lies in his trrack record and the track records
Unbelievable. You see it's a great worrd and you want to

teach that to your people because you see, you can't let
anybody know that you have had a bad
d day or that things
aren't wonderful. But you don't lie eithe
er, you know, you've
had the worst week of your life; don't saay "great" because
of the students he has traineed over the years. He has

personally trained over threee million students on five
continents. He has shared th
he stage with some of the great
leaders of our times includin
ng Ret. Gen. Norman
Schwartzkopf, former Presid
dent George Bush, Colin Powell,
and Lady Margaret Thatcheer.
you're lying. Just say "Man, things are unbelievable" and

they're going "Really?" "Oh, you can't be
elieve it". You told the truth, they have no idea that you've
y
had the worst week in
your life, all right.
Well I'm excited to be with you today and this work book is designed to follow my presentation. Now I would like to ask
a few questions first, how many of you have never seen me, been with me, heard me before
e? That's almost 100 per cent,
great. How many of you - I'd like to also
o say "Hi" to all my Australian buddies. Where's all the
e Aussies, where are you
Aussies, back in the back, okay. Where'ss all the Canadians, any Canadians here? Right here, stand
s
up. Okay, stand up. Give
'em a - stand up to you - yes, come on - now these two you want to give a hand, all right, an
nd you want to make sure you
exchange cards with them.
w
You want to build networking with people you
u know you've either met or
We're in a global economy, a global world.
that are competent and so always keep
p track of everyone you meet in a file, from different countries.
c
Asians, wheres our
people from Asia? Anybody, right here.. Chong, stand up. Chong has been in my training in Asia and Singapore, I believe,
yes. Nice to see you, you haven't chang
ged a bit, because you all look alike. Give him a nice hand,
h
all right.
Any other countries, anyone? Another ccountry, where are you from? -- Salvador.
33
Tom Hopkins
Salvador, stand up, let's bring her in with a nice hand, all right. Great. Anybody else? Other countries? Mexico, where's
the Mexicans, right here. Stand up Mexico? -- Yeah.
Ahhh, all right, all you Mexicans stand up and let's welcome them, all right? I'll do a small portion of my talk; I'll do in
Spanish, just to make you feel good. Anyway so we're going to get started here in a sec.
Let me give you my background. Many people feel there are things you have to have to be successful and one of them
is education. Do you agree that that might be important? Well it wasn't for me. I quit college after 90 days and after a
three-month college education I decided it wasn't for me. Of course my dad was so mad. My dad said "Son, I'll always love
you, even though now I know you'll never amount to anything". And that was my first motivational talk, by the way.
When my dad said I'd never become anything I said "Oh, yeah, I'll prove it" and I went in my bedroom at 17 and I
thought "What am I going to do with my life?" and it just so happens I had an uncle, Uncle Don. He's coming to dinner
that night and my dad says "You know Tom quit college" and of course my uncle goes "You're kidding" and walks into my
room. He says "Tom, you quit college, you can't be a success without a degree", I said "Uncle Don, I don't want to go to
college and" - he says "Well what will you do to make a living?" and I said "I don't know".
And so he said "Look" - he was the general manager of a steel company and they had just been given the assignment of
building all of the bridge decks from Los Angeles out to a place called Bakersfield which if you're not from here you
wouldn't know where it's at, but it's on the way to San Francisco, that way, okay?
Well anyway, so he said "Would you like a job carrying steel?" I said "I got nothing else going". Now do I have any of you
men in the room that ever carried steel as an iron worker, anyone? No? Well you've seen swimming pools made, yes?
They have a little bar, they have a little bar, it's about this big and they put it in the bottom of the pool then they put the
concrete on it. Because, you see, concrete has no strength without bars.
On a bridge deck the bar they put in, every three inches, four mats is a number 11 bar and it's inch and three-eighths in
diameter, they cut them in 60 foot lengths and they weigh 208 pounds and the only way they get them from the truck to
the deck is men, like animals, put them on their backs and carry them. So for a year Tom's carrying steel and after a year I
say, "You know, I've got to do something else with my life". I was six foot two when I started - and I said "I've got to do
something else with my life".
So my dad comes over to my little apartment. I had to move out, my dad and I were at odds and so I had this little tiny
apartment, he comes over; he goes "Son, I am proud of you. I was so disappointed when you quit college but I've
watched, you never miss a day's work, carrying steel" and he said this "You've got a wonderful work ethic but do you just
want to be a construction worker?"
34
Tom Hopkins
I said "Oh, dad, I don't know what else to do". He says "You're 18 now, why don't you get a real estate licence?" I say "Oh,
dad I can't pass an exam". Now how many of you had to pass some type of exam to do what you do today? How many of
you failed it once? How many of you failed it twice? Keep your hands up. Three times. Well I passed the fourth time. You
passed number 4? How many times did you fail? Five. Anybody beat him on failure? No? No? You stand up, stand up? -Yeah.
All right. Now why would I salute the biggest failure in the room, any ideas? You didn't quit attaboy. You see you never
forget this guy, you had never failed until you quit and I have had some of the highest income people I've trained make
millions of dollars, yes, a year. They couldn't pass their stupid exam but they had great people skills. They understand
communication which I am going to talk to you about today; and because of those skills they make a lot of money.
I can tell you stories; Jimmy Myers is an example, financial services. The kid was pushing newspapers off the back of a
truck at 19. At 20 he got into financial services, by 24 he is making six figures, today he makes over a million dollars a year
in his early 30s. Why? People skills. Knowing how to handle people, knowing what to say to people and that's what we're
going to learn today. I think the reason I did so poorly when I started is I have lots of enthusiasm and that's important, but
you have to have people skills, you have to have knowledge.
Now the work book that you have is designed to follow my presentation so let's open up to page number 1. Now on the
top of page number 1 you're going to see what we call the five steps in the learning process. Now if you right now said
"Tom I want to be a good golfer" I'd go through the five steps in learning golf. If you said "I'd like to be a great architect",
I'd say "Go through the five steps in the learning process". So in persuasion, in helping people say "yes" to what you're
offering, it begins with the five steps.
So as I teach I will be putting up on the overhead hopefully if I can find my clicker, I will be putting up on the overhead,
okay, I will be putting it up over there, I hope. Do I have my clicker up here? Adam, is my clicker here?
ADAM: By the laptop.
TOM HOPKINS: Oh, by the laptop, okay. I see the laptop. Behind the laptop, oh, nothing there. Okay. Well here comes
one up here. Now I want you to take these notes and we're going to work fast because I crammed that work book with a
lot of material. Thank you, sir. Okay, ready.
First step: you've got to get number 1; you have to get a good impact, say, now repeat after me: GOOD IMPACT, GOOD
LEARNING? -- Good impact, good learning.
BAD IMPACT, BAD LEARNING? -- Bad impact, bad learning.
35
Tom Hopkins
You see some of you may have got a bad impact when you first went into the business, meaning you listened to
someone who had a non-transferable way of doing business that you can't imitate. You must develop your own skills
that are for you, but the key is to copy someone that you're comfortable with.
Now there are four impacts. I'm going to give you all four today. Now "consciously" is an important word, you must be
awake. Now years ago we had a phenomenon in our country called subliminal messages, you listen to while you sleep. A
bunch of poo. Because I don't believe while you're sleeping you are really able to retain, besides I was nervous because
some of the stuff coming out I wasn't sure the way it came out, and I don't want to hear anything that my mind has not
discerned.
So you have to be awake. Now some of you are smart enough to turn your cars into classrooms which means you're
going to drive 5000 hours in your car in a business career and that could be music which is not going to help you, it could
be news which will hurt you, or you could have good inspirational training in your car, so some of you are smart enough
to do that. The challenge you have is you're not thinking and listening.
You see when you first get your driver's licence you do not drive a car, you aim a car and you aim for three months.
Remember? Ooh, left turn, blinker, got it, oooh. Now after three months it's total reflex, there is no thinking. That's why
you do not have to use mental energy to drive so you want to consciously listen by hearing, writing and reading and
saying what you want to learn.
You hear it, and then you have to write it, that's why I gave you the work book today. If I stood up here for three hours
and yapped at you you'd have a lot of enjoyment hopefully and you'd be inspired hopefully, but you'd have no retained
value to take back to your company. That's why note-taking is critical. Then of course you have to read what you've
written or you'll forget it and the real learning of about half of today is saying words to people and not saying certain
words.
Repetition is the mother of learning. Anything you want to learn you learn it through repeat. Now we've proven this.
The three million people I have trained I tell them, if you do not read and write and say it six times you won't have
enough to make it work so you've got to now take your work book home and say "Were going to have repetition drills,
let's hear it, let's write it, let's read it, let's say it" because if you don't do two, you will do a lousy three and you won't use
the material properly.
I've gotten letters from students, they call me or write me "Tom I used that closing technique you gave me and the guy
hit me, almost threw me out of his office" and I'll call him, I'll say "You used it as I taught you?", I'll say "Let me hear you say
it" and he'll go "Well it's kind of like". I said "I didn't say "kind of like", you have to learn the words, that is the discipline"
and I go "No wonder he smacked you, that's not what I told you to say, you've got to say it right". If you take my book and
try to say the words and have it rehearsed and memorised it won't work. And then of course you've got to make it you.
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Tom Hopkins
My techniques go into your products and they've got to be a natural part of you. See, you can't be Tom. You can copy
me but it must transfer to you if you're really going to make this work. And then, of course, reinforcement, never forget
this, every pro I've ever met goes back to basics once a year.
Now I'm going to ask you to do something if you haven't done it, I am going to ask you to take an area of your home
and do what multimillionaire professionals do. I don't know if you know a brain surgeon that makes $10 million a year. I
do, Ted Dietrich, he's probably one of the most popular heart surgeons in the world out of Scottsdale, Arizona.
If you went to Ted's home he would take you through his house and suddenly this big double door would open and
there is his gorgeous library filled with books and reference material. Now I want you to start acting, walking, talking like
the success you wish to become. So you need to go home and pick an area of your home and make it your reference
library.
Do you know I was 19 when a man taught me to do it? I lived in a one-room studio apartment, I was so sincere about
wanting to be successful I said "Sir, I don't have a room in my house, I live in one room". He says, "Young man, I can see
you're sincere. You take a drawer in a cabinet and you start filling that with books, with tapes" - back then we didn't have
even tapes, it was records - "and you call this your reference library because every year you've got to retrain yourself and
you must have reference material. You've got to have a library".
I have a friend of mine, Bob Stafford, he makes over, I think $35, $40 million a year in his whole business, and hes got
25,000 people in his company. And you go to his home in Philadelphia, it's a beautiful mansion, and he has the most
gorgeous - he's spent $1 million on just the library as a room.
I want you to start walking, talking, acting, believing like the people you wish to become. That's really the key, gang.
That's why when you come to these meetings you meet other entrepreneurs; you want to find the ones doing the job
and pick their brains.
All right, so those are the five steps. We're going to go through all five of those. Now, in your work book you'll notice
there's room to make additional notes. If something strikes you or maybe I say something that's not in here, because
sometimes I say things that are really good that aren't in here. I mean I never know what's going to happen so you just
make some notes, all right.
Now I want to give you an overview if right now - how many of you like golf? How many of you play golf? Okay. If Tiger
Woods came in here right now how many of you would stand up and really pay attention to Mr. Woods? He's number 1.
He's earned the right and everything he says you must absolutely take to heart. If he came in here and said "I'm going to
show you a few ways of changing your swing', you'd say "Hey, show me".
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Tom Hopkins
Well that's the same in selling.6There's four fundamentals that you must master to have a good golf swing and hit the
ball the right distance based on the club face and the projectile you need to get to the hearth. There's fundamentals in
selling you must master.
Now you've got to have: A) Product Knowledge. If they're going to really respect you or they want to listen to you.
They must perceive you as an extremely confident - now notice the words "expert adviser" - and you know, I'm a sales
trainer, okay. I try to have that niche, I try to stay focused. People say "Tom are you a motivator", I go "Well there's
motivation involved but no I teach the people the art of saying the words to get people to say "yes" to help them own the
product".
The word "expert adviser" is what they must see you as, to where they say "Man, this person knows their product, they
know their service, they're experts; I want to do with business with him".
Then of course we'll spend time today on the B) side which is people skills and there are seven people skills in
marketing any product or service. You must know how to prospect and meet the right people the right way to have them
open their minds to hear your message. So prospecting is number 1. It can be direct mail, many people do that. It can be
telephone, many people do that. But please realise the end of the year, the income you make is in direct proportion to
the number of contacts you and your company make with people who don't own your product. So you must be contactoriented, not sales, contact first.
Then number 2, original contact. People judge you in the first 10 seconds. They judge the way you sound when you
meet them, how you look when you meet them. So the original contact is very, very important. Then number 3, of course,
qualification. You must learn the art of finding out what they can say "yes" to.
Then of course number 4 is a good presentation or demonstration. Now the reason I have both words up there, many
people say "What's the difference?" The presentation of a product is an intangible. If I were talking financial services you
can't touch and see how much money I can make you so that's a presentation. You come in and look at my vehicle, I will
give you a demonstration drive because you can touch it, feel it. That's the difference between presentation,
demonstration, you got it? Say "yes"? -- Yes.
All right, super. Now handling objections. If you do the first four right, they've got to say "no" before they can say "yes".
Now if you're lousy at the first four then you don't need to know how to handle objections because they've decided not
to buy - "Well I object" - they're just going to leave and say "I want to think it over", a nice stall to get rid of us. This is what
we'll spend most of the time on, closing the sale; it's an art form, it's a wonderful art form. But youre not done when you
close the sale, I mean do you think "Oh, I've got the cheque, I'm done"? No, no. You must know how to get quality
introductions. Quality introductions.
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Tom Hopkins
So that's kind of an overview of what we're going to do but I will say this, if you notice that pyramid, if that were a big
building and you notice what doesn't it really have, come on? -- Foundations.
Doesn't - attagirl - doesn't have a foundation. That would not stand, if you don't have a foundation of the right attitude,
lots of enthusiasm, good disciplines, and your goals set. It's got to have the foundation.
All righty, page 2. We are in the word business. Now how many of you agree words and what you say are important,
how many agree? Ask Don Imus. A 30-year career ruined by a sentence. Words. The words you say impact people's minds
so I am going to ask you to - leave you here and everyone in your company, not just you, have got to eliminate words
from your vocabulary. These words cannot be said.
So let's start first of all, you can't tell the people the cost or the price of the product because when you say the cost
or the price they go "We can get it for less if we shop around", that's called human nature. So we always call it "the total
investment" or "the total amount".
Now how many of you are in financial services, can I see your hands again? You aren't allowed to call a security mutual
fund an investment so don't you use "the total investment" use "total amount" because if there is a legal challenge they
will say "Oh, he said it was an investment" even though you didn't.
Next, don't say "down payment", "initial investment" or "initial amount". Almost everyone in the world when they sit
down and hear the next words, you say "monthly payment" they have too many. So don't call it a monthly payment, it is
"the monthly investment" or "monthly amount". Monthly investment or monthly amount.
The fourth word is very scary and you cant have anything to do with them you can't say that. You see, don't call any
form a contract. Right, we're not getting anywhere near a contract, we don't want to hear about a contract. You call it "the
paperwork, the agreement" or "the form". Paperwork, agreement or a form and please keep in mind, based on - I know
who many of you are, you've got to take this and teach it to your people who do talk to prospective clients. You have to
have a train the trainer when you go home.
Number 5; don't call it a good deal. When they hear the word "deal" they go "I had a bad deal". Always call it an
"opportunity" or "transaction". Opportunity, transaction. Now mom and dad taught us "Don't you sign anything" and you
know what, here's the amazing thing, look at my forehead, do you see that? When you're talking to people, they have
things right on their forehead.
They have a "yes" here, they have a "no" here, and right down in the middle of their nose is the word "maybe" and it's
almost like on the end of their nose they've got a little meter and as you talk it's going "You know we should do this, I
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Tom Hopkins
don't know maybe we should do this, I don't think we should do this, but maybe we should do this". It's going back and
forth as you persuade, convince.
And here you are, got them on the "yes" and you go "the contract" - "ooh, I don't want to get near a contract, I'm afraid
of a contract" and then you go "You know you -that considered buying", "We're not buying, we're looking". You see
you've got to be careful with the arrow, you see. "This is a good deal"; "I'm out of here". So make sure we say the right
words. Don't ask them to sign it. They can be right on a maybe and you go "Now if you'll just sign the line right here" and
they go "We're not signing anything".
Learn all four of these. We ask them to okay it, approve it, authorise it, and endorse it. It's amazing they'll do that, they
just won't sign it. "Ill just need your okay right here to set everything up. If you'll just approve the paperwork we'll have
everything fixed for you next week. I just need you to authorise the agreement and we'll set up everything and you'll be
so thrilled with us. Just need you to endorse it the way you would a cheque". Powerful.
Number 7, don't ever say what you're saying is "the pitch", "love to give you my pitch". It sounds so insincere and you
know there are companies in the United States, I know there are some of you from other countries, but 75 year old sales
companies, ever since they started 75 years ago have called everything they say is a pitch. They even have a pitch book,
"Let me show you my pitch book". Don't say "pitch", always call it a presentation. A presentation.
And number 8 is so scary, youll say the word "objections" and they then have an envelope that tells more objections
they have so we always say "the areas of concern or concerns". Areas of concern or concerns.
I don't like number 9, calling them customers. It's like - see to me if you say "customer" that's person that goes to the
market with a basket, fills it up and pays. Don't ever call the buyers of your product "customers". They are either "the
families, the companies" or "the people we serve." We have 400 families we serve in the community, 400 companies we
serve with our wonderful product". I'd much rather be a person like that than a customer.
And then of course number 10, let's drop the word "appointment" when we're trying to meet people. "Love to make an
appointment with you". You see the reason is a business person who hears that they want an appointment; its never less
than an hour of a very busy day. If you do in-home transactions where you go to people's homes, they hear
"appointment" and they go "Man, how do I get you out of my house?" So we just love to visit with people. We're going to
just pop by and visit.
You see "pop by and visit" is so fun because of the connotation, "I'm going to pop in, pop out" with a cheque of course.
Teach your people to make lots of visits, not appointments. Teach your people to just pop by and visit with people. They
will meet so many more folks, all right?
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Tom Hopkins
Okay, I said it, you heard it, and you wrote it. Now stand up everybody. It's time for you to say it. Now you need to get a
partner who is going to be working with you today to learn what were going to be teaching so break into two's. They can
be beside you, behind you, and this is a very important part of my training and they paid me a lot of money to come here,
so you do this now.
Grab a partner, beside you, behind you, if you have to walk across an aisle don't be shy, we're all here for the same
reason, increase our effectiveness and if there's only two or three of you, you three might join together if you like. All
righty.
Okay, already, one of you is going to start by reading the words in the sentences under number 1, go back to cost or
price, and so your first person will read the script under "cost or price", the second person will read the script under "initial
investment", number 2, then back to the first person, number 3, and go back and forth reading the scripts under the
words I just taught you. Ready, go.
Now I hope you felt the difference in the way the words come across. I mean, just take, for example, and I'll highlight a
couple of my favourites. Look at the words "contract", that one there to me is so, so important because it is amazing how,
if you said to someone "Why don't we just go ahead and see how it looks on a contract?" right away they know "If I put
my name on that I'm bound".
Where, if you notice the words "Let's just draft up our feelings on the paperwork to just see if going ahead even makes
sense", do you see what you did with the last sentence, "Going ahead even makes sense"? You've given them an "out" to
where you're really not getting anything unless it makes sense. You see how wonderful that is? Oh, I hope you realise the
importance of just the right words. I've had people double their incomes just because they started in their presentation
saying the right words, okay.
Now let's go to the next heading, it says "Prospecting your way to riches". Many years ago I had a seminar, a three-day,
one of my boot camps, and I had in front a very interesting man. Interesting because the average age of the people that
come is between 40 and 50 that would be an average. Some in their 20, 30s, I get some 60s, 70s, so let's say 40 or 50.
And I had a man sitting in front that I walked out, kind of glanced down, and I could tell he had to be 75 and I was
impressed. I mean, here's a 75 year old man that's been around the block more than I have, sitting in a three-day with all
these kids taking notes. Well at the end of the first day I walked down to him, I said "Sir, I just want to tell you that I'm
impressed that you've come to my program as a man of your age" and he goes "Tom, I love training and I don't know if
you know this, I was with you many years ago". I said "Oh, I'm glad you're back" and he says "There's something you really
need to teach". He says "I call it the secret to success in selling". I say "Hey, man, I'm coachable, you've got a secret?"
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Tom Hopkins
He says "Let me show you" and he walked up on the stage and walked kind of gingerly and I want you to picture this
because it's so funny, he comes up to the overhead projector and says "Tom this is the real key to success and I really
want you to know this because you're a good man but you need to teach this. This is the key that's it."
Now of course I'm alone in the room with this guy and a little nervous. I said "Sir, I don't know what that is". He says
"That's the key!" I said "What is it?" He says "Anyone that's in sales, in fact any company has got to find a way to make
every representative see 20 people a day belly to belly". And he said "See the people, STP is the key to success at the end
of the year."
And you know what, that's something your company has to do. Anyone that's out there representing you has got to be
taking charge of contacts because at the end of the year it's not how much sales are made, it's how many people you've
met to make the sales. So start by governing the contacts and everything else will work, okay.
So, selling - look at the words there now - SELLING IS FINDING THE PEOPLE TO SELL AND SELLING THE PEOPLE YOU
FIND. Now you have two parts of it. You've got to go find them and then close sales. That's the whole key to your increase
in productivity. SEE THE PEOPLE.
Now when you first hire a person that is going to represent your company you've got to let them know that the key to
getting yes's is handling the no's to get the yes's and that's why you need to teach them a formula and as you see in
the bottom of the page this is kind of my formula and you'll see "See the people" which I think is already filled in, if not,
SEE THE PEOPLE, STP, take home STP, see the people, it's not an oil additive.
Although I did that one meeting, I went and bought a can of STP, Andy Granatelli's fabulous product and I had a
meeting and put a can of STP in the front of all the desks of the salespeople. That's all we're going to talk about is this can,
what's it mean? And they didn't get "See the people" until I finally said "You carry that can because I want you to keep
thinking, I've got to talk to more people every day, to build momentum of our business".
Then of course here's a formula and of course I am giving you a generic formula. Many of you want to go back to your
companies and find out how a person - how much a person that is in sales makes when they close a sale. I'm just going to
use $100. One closed sale, a hundred dollars. Five contacts, one closed sale. One "yes", four "no's", divide the four
rejections into the hundred, now every "no" is worth 25. So now you teach your people that when they get rejected
they're earning $25 and have them say that "THANKS FOR THE 25".
Let me hear it, if they hang up on you? -- Thanks for the 25.
Thanks for the 25. Cancel the appointment? -- Thanks for the 25.
Thanks for the 25. Buying from your competitor? -- Thanks for the 25.
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See how fun that is? And you've got to brainwash your people, we want to get rejected more than we ever have before,
as we build our company. All right?
Let's look at the top of page number 4, "Making a powerful original contact". Number 1, the first thing you've got to
teach your people to do is USE THE PERSON'S NAME THE WAY THEY GIVE IT. You see, some people change the name
because they want to be familiar. If you meet an Edward you keep calling him Edward, don't drop it to Ed or Eddie. You
meet a Thomas, don't drop it to Tom, it's a Thomas.
Now I'll tell you why. There are people sensitive about their names. I had one woman chew my butt because I called her
Liz instead of Elizabeth and she had paranoia, a weird illness about it so that was when I said "Man, I'm never changing a
person's name. Whatever you say you are, you are, forever".
ESTABLISH COMMON GROUND, that's the first thing when you meet someone. Find things you have in common with
them. People like to feel you have some commonality. Always look for common ground. What do I have in common with
you? It can be as simple as the way they dress; it can be something in their home if you go to their home. Also, SMILE
WHEN YOU MEET PEOPLE. Again, you may not be a smiler, they don't know you when you first meet them, why don't you
fake it and smile at them?
Do you know people come back somewhat the way you start with them and if you look like you've been weaned on a
pickle it doesn't warm them up, so give them a nice smile, all right?
Number 4, LET THEM KNOW I'M HERE FOR YOU, that's got to be the overall feeling, "we're here for you". Our company is
here for you. We're here to serve you, we're here for you. Now another thing I want you to practise is what we call
"TUNING IN" with another human being and the way you tune in with people is you adjust both your rate and your
volume of speech to theirs. You want to start listening at least for the first few minutes on how fast or slow they speak
and you match them.
You see there is something you want to be careful about; it's what many people think of when you think someone is
trying to sell you, the fast talker. You meet a slow talker and you're a fast talker, they get afraid of you. "Tom, ah, what, ah,
is this, ah, all about?" "What's it about,
Ithinkyoullbethrilledwhenyouhearittheresalotofpeoplethatwevetalkedtoaresohappyrealhappy. Right away". Fast talker.
"I don't want to do business because I'm afraid of you". Slow down.
But the same is true if you meet an A-type. Here's a guy who is so busy. "Anyway Tom, you're pretty persistent, you've
managed to get to see us and I'm impressed with your follow up so kind of tell me what this is all about because we may
be interested in that, what is it?" We're very excited.
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Tom Hopkins
You see if you're a slow talker and he's a fast talker, he'll sit there going "Come on baby, come on, talk to me now, come
on", so you've got to match their speed and their volume, just for the first few minutes, okay.
I also think we all have to have a way to go into the business setting. I call this B), INTRODUCTORY STATEMENT, or GET
DOWN TO BUSINESS. I think this is a wonderful, wonderful sentence. Tell your people that when they walk in to do
business, you do establish a rapport, look for commonality, find something to talk about other than business, to get
rapport building, then you want to get down to business and this is a great sentence, "LET ME JUST BEGIN BY THANKING
YOU FOR THE TIME WE'RE GOING TO SHARE".
Always that first sentence "Let me begin by thanking you for the time we're going to share". I so hope we can consider
this meeting, I really want you to teach your people these next two words - "I SO HOPE WE CAN CONSIDER THIS MEETING
SOMEWHAT EXPLORATORY". You see, that's nice. I'm not here to sell you, let's just explore together". In about an hour
and a half you give me a cheque, meaning "my job is to analyse your needs and show you how we at - name of your
company - can assist you at this time". That is a great introductory little sentence. It relaxes them, and gets you started.
I also think you've got to be aware most people are terrified of this thing called the pen. Yes, you want to get it out
and make notes, so get it out sooner. Now I believe in being a note-taker, I think whenever you're with people you should
try your best to have some type of pad that you can make notes on so that they get used to you writing. You see the
bottom there, right there?
"You know, over the years, I've found it very beneficial to make notes during conversations so I can do a better job of
helping people. So I hope you won't be offended if while we chat" - you see the word "chat", I like the word "chat" - "I just
make a few notes. Now you've got permission to get this fearful little device out and if you notice it is for their benefit
that you're making notes. Get your people writing sooner when they do a presentation so they aren't afraid of you, okay?
Now the most overlooked and under-rated step in selling is qualification, on the next page, I've got to tell you that and I
think you need to memorise and use this needs formula. Now, years ago I thought "How can I get people to think of
qualifying people?" I said "Well I have to come up with a formula" and I want you to say the word "needs", ready? -Needs.
Good. Forget what you want to sell, put your whole focus on what are their -----? -- Needs.
----- needs. Get yourself out of the way and keep thinking of their -----? -- Needs.
And you've got to teach your people this. Don't come across like I want money, I dont want to make a sale. I want to
satisfy your -----? -- Needs.
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Teach that, that's really important. Somewhat exploratory. You've got to use the needs formula and each letter triggers
what you want to find out.
Number 1, what do they have now? The "n" stands for their past, their past. Then when you find out what they have
now - and I'll use an example, if I were marketing, let's just say I marketed, we'll use a Chrysler product, I market a Chrysler
car, okay, I work in that dealership and you drove in my dealership and I watched you drive in, I saw the car you have
now, that tells me a lot about you, okay.
The second thing is I'll find out when you bought the car, what did you enjoy most about it, okay. I want to know what
you enjoy about what you have now. These are called "hot buttons". Some of you have read a book, "Oh, yeah, find out
their hot buttons", it's what they like in the past. Tell me what you like in the past and I'll know what I can do to help you
say "yes" in the future. You all with me on that? Very important that "enjoy".
A, is "WHAT WOULD THEY LIKE TO ALTER?" What do they want to change about what they have now? What do they
want to change about what they have now? Bless you. Be careful of a sneeze like that. I don't know if you read last week,
did you guys read in USA Today, you might not have been here, but did you read in USA Today a man died from a sneeze
like that? Did you guys read about it, huh? No? He was in his neighbour's wife's closet at the time. So you want to be
careful on that, all right?
WHO IS THE DECISION MAKER? Who can say "yes"? You see many people keep talking to the wrong person. You've got
to find out who is the decision maker. A lot of times there's a third party especially if you're working with a young couple,
in their 20s, they may have made mistakes when they first got married and they vowed, "We do nothing without daddy".
You had better find out if daddy's involved. "You know, John, Mary, if we're fortunate to really satisfy your needs with our
program, who other than yourself would be involved in the final decision?" "Oh, we never do anything without daddy".
"Oh, you're so lucky to have someone that you respect like your father, that's wonderful. Do you know we can have
questions that you may not be able to answer so why don't we just schedule a little time where all of us can sit together?"
"I want to get daddy". Theyll never tell you a presentation the way you can. They've got to get daddy, the decisionmaker. Because then we're going to come up with the "S" and you know what, anyone in business I believe is in the "S"
business. All of you are in the "S" business. Say "I'm in the "S" business"? -- Im in the "S" business.
Never forget that, everyone in your company is in the what? -- The "S" business.
We're "solution" people, we come up with solutions. We find out the need, we solve the need with the solution. We're
solution people.
Now let's do a quick review. I want to find out what are your? -- Needs.
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Tom Hopkins
What do you have? -- Now.
What do you really -----? -- Enjoy.
What would you like to -----? -- Alter.
Who is the -----? -- Decision maker.
We have the -----? -- Solution.
You have your people follow that formula, you just trust Tom, you - I get letters from people that say "Man, when I just
follow that formula with people I am doing better than ever in helping people say "yes" to me", all right.
Now, I think I wrote this, you heard me say this, if we're - always use the word "fortunate", see that? "Do you know if
we're fortunate" - it's almost like "If we're not, we don't do business", relieving pressure, always relieving pressure. "Do
you know John, if we're fortunate to find a copier that satisfies your company's needs, who, other than yourself, would be
involved in the final decision here?"
"Well, what we usually do is have a committee meeting where we have a little committee that goes over all the bids on
the copiers we're looking at". "Oh, that's great. I'm going to ask you a favour, I know my competition and you're going to
be thrilled when we do business but if you wouldn't mind I would love to have you maybe present my copier last and I'd
love to pop in, in case they have questions. I'll be a little mouse in the corner and not say a word but there for questions".
Boy, if I can get in that committee meeting I'm getting the copier closed, all right?
Now look at the next heading, "The presentation or demonstration of a product is nothing more than preparation for
the close". You see, everything you're doing is preparing them for the close. That's all, everything that happens, preparing
them for the close. Are you all with me? -- Yes.
From the moment you meet someone, whatever you're goal is, if it's your boy or girl cleaning up a room, everything
you say is preparing them for the close and you get the commitment that the room gets cleaned.
You see all I'm going to teach you today you can use with your family; you can use everywhere because selling is a
universal language. It really is. Now look at the next thing A, "Always ask your potential client to sit directly across from
you".
I put that in there because many people try to present something and they have a person here, a person here and
you're here, uh, huh. Set stage. People must be directly across from you in any presentation because you see if they're
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Tom Hopkins
not, you can say a sentence that they don't agree with but the husband doesn't want to say anything so he catches his
wife's eye and just gives her a little You see, you didn't even get it and she's going and he's going and you've lost
total control of the presentation.
So orchestrate any presentation where they cannot look at each other without you catching the non-verbal
communication. That's a very important role to teach your people, okay.
Now during the presentation, number 1, you keep control by asking questions. You keep control by asking questions.
Now I want you to raise your hands - of course I know it's everyone - for the folks that have never met me before. Okay.
I'm going to have one of you help me, now what is your name? -- Faye.
Faye. You're a good note-taker and we've never met. I haven't prepared you for this? -- No.
But I want to ask you this Faye, all of us are here to do better and if you can help me in the educational experience, you
wouldn't mind, would you? -- No.
So you'd volunteer? -- Yes.
Isn't that nice? -- Yes.
Let's give Faye a hand for volunteering, okay. Come on up here Faye. Now Faye, I'm going to go and get this little bar
stool and sit it right there so everybody can see you and I want you to just sit here, okay. Now who doesn't know Faye?
You don't know Faye, all right. Would you do me a favour and write down right here, one of the 52 cards in a deck of
cards but don't make it an ace or they'll think we're in cahoots, okay?
So let me just see what card you've picked and the suite, and just cover that up, okay. Now Faye, you've - pick up your
mike there so if you'll just answer into that - you've played cards once or twice, haven't you? -- Yes.
Okay. Let's see here. We've got a lot of expensive people back there. There you go. You've played cards once or twice
haven't you? -- Yes.
If I'm not mistaken there are 52 cards in the deck, isn't that right? -- Yes.
There are two colours, there's red or black. Would you name the red or black, either one, red or black? -- Red.
That's right, now on the red Faye we have hearts or diamonds. So could you name me the hearts or the diamonds? -Diamonds.
47
Tom Hopkins
And that would leave you with the hearts, wouldn't it? -- Yes.
Now in the hearts we've got two types, we've got face cards and numbers. Would you name the face or the number? -Face.
That's right, now on the face we have three cards that you seem to enjoy, we've got the Jack, Queen or King. Would you
name the Jack, Queen or King? -- Queen.
And that will leave you with the Jack or King, wouldn't it? -- Yes.
Would you name the Jack or King of hearts? -- King of hearts.
And that will leave you with the Jack? -- Yes.
And you know the Jack is a wonderful choice, one of my favourites. You see, we don't believe in pushing people, we
want them to come to their own decision and the Jack of hearts is a wonderful choice. Now of course I didn't make it, this
man chose a card and sir, what did you write down? -- The Jack of hearts.
Didnt she do great? Give her a nice hand. Now I'm not teaching you a card trick, I'm teaching you one of the most
powerful premises of persuasion you will ever learn because you see when you see the essence and the three things that
people do in leading people to the final decision based on the card trick, that's what the great ones do all the time.
So let's do it again now and I want you to help me and then all of you are going to do it with the person next to you. So
pay real close attention, okay. Now I am going to come over here and Faye I dont want you to see what I am writing on
the overhead. You can never have them know that you know what they should buy.
You see the worst thing you can say is "I know exactly what you need" which is typical pushy. So they never know you
know but if youre a pro you know, because you know what's best for them, its just youre a pro.
Well we led her to one of these, lets do this. Let's get one as far away from that as possible. Perhaps we'll even make it
harder than that. Let's make it one of those. Now there are steps in leading people and the key to get minor agreements
leading to major decision is the key. Okay.
Now here is our goal. Minor decision, minor decision, minor decision, minor decision, minor decision, minor decision.
Okay. Now let's all to it together, ready? In fact I am going to stand back here and lead you through it and point so you're
ready Faye. Everybody repeat after me, "You've played cards once or twice, haven't you?"? -- Youve played cards once or
twice, haven't you?
48
Tom Hopkins
"If I'm not mistaken there are 52 in the deck, isn't that right?"? -- If I'm not mistaken there are 52 in the deck, isn't that
right?
"There are two colours, red or black; would you name the red or black?"? -- Theres two colours, red or black, would you
name the red or black.
Okay, you go ahead and just pick a colour? -- Black.
All right. That's what we're looking for, right, we don't want that so all of you say, "Then that leaves the red, doesn't it?"?
-- Then that leaves the red, doesn't it?
If she said "red" we would have just said "That's right". So we've got her to number 1 minor event, colour. Let's go for
this one. "Now Fay, in the red, we have hearts or diamonds, would you name the hearts or diamonds"? -- Diamonds.
That's right. What if she said "hearts"? -- Im psychic.
"Then that leaves the diamonds, doesn't it?" "Now in the diamonds we have two types, we have face cards or number,
would you name the face or number"? -- Face cards.
"That leaves the numbers, doesn't it?"? -- Yes.
If she had said "numbers" we would have just said, "That's right". Next minor agreement. "In the numbers we have two
types, we have odd or even. Would you name odd or even?"-- Even.
"That leaves the odd, doesn't it"? -- Yes.
If she'd have said "even" - or if she had have said "odd" we would have said -----? -- Thats right.
That's right. "So now the odd we have two types, we have the lower which would be three, five, and the high, seven,
nine. Would you name low or high?"-- High.
"That leaves the low, doesn't it?" so we have boiled it down to the three or five so Fay, would you name the three or the
five of hearts?"? -- Five of hearts.
"That leaves the three, doesn't it?"? -- Yes.
49
Tom Hopkins
We hope you'll enjoy it in many years. Give her a nice hand, all right. Good job. Gee she was good. Now I'm not teaching
you a card trick. When you see the three things you're going to learn from this you're going to love it.
Quickly write down - and we're going to go to the bottom of page 4, go back to the last page where you have three
inches of white space and all of you write down one of the 52 cards. It can be if you're not good at cards, and some
people aren't, you can use one of these because it's up here, face, Jack, Queen, King or the numbers. Now once you've
written the card down, stand up with your book in hand. Stand up. Get that partner that you did the recitation with,
decide - and I will let you go and get seated and thank you again for a good job, Fay, you did wonderful.
Now decide of the two of you who's going first. Decide who is going first. Okay. Ready. Whoever is going first follow my
script? When you get done, second person, you do it following the script; all ready? I want to see how close you can hit
these words because you've heard me say it word for word every time. Ready, first person.
"You've played cards once or twice, haven't you? -- Youve played cards once or twice, haven't you?
"If I'm not mistaken there are 52 cards in the deck, isn't that right"? -- If I'm not mistaken there are 52 in the deck, isn't
that right?
"There are two colours, red or black, would you name the red or black?" and now you're on your own, ready, go? -Theres two colours, red or black, would you name the red or black.
All right now I want you to realise what I'm teaching you here. I'd like you on the bottom of that page and you might
have made some notes there on the bottom of page 4, you may have to go to the inside front cover. I want you to write
"Card trick analogy" and what I've just taught you is an analogy but it's very important.
This is what we learn from it, this is what I did with her, say, we've got different products and services and companies in
the room so I have to find something that's generic for all of us to look at and so that's why I decided to take a card out of
52.
Now first of all, some of you didn't do well because you lacked product knowledge. There are some of you that haven't
played a lot of cards and if you haven't played a lot of cards you couldn't have a stranger pick any one of the 52 and then
lead them to it. So that's one reason why some of you weren't really good at it, which is fine. If you learn the product - if I
said "We have one month and we're coming back in here and I'm going to give a $1000 bill to anyone that can word-forword do the card trick" how many of you would be back in a month and get 1000 bucks? You'd practise, you would drill,
you would rehearse and you'd have that baby down which is what a pro does, by the way.
50
Tom Hopkins
The second thing is some of you, because of lack of product knowledge; you have some things you want to be careful
about in speech habits. You see, I already taught you to not say 10 words but there's also things you can't do when you
speak to somebody. Now I heard some of you doing what we call "hobby-horses". Now a hobby-horse is a bad speech
habit when you speak to people and a hobby-horse is saying the same word over and over again.
You've got to be careful you don't say the same word too often in your speech or they keep hearing it. "You know he
said "dynamic, dynamic, dynamic, dynamic" and that's all I was listening for; I didn't hear the rest of it". Do you see what
happens?
Also, some of you have another speech habit thats called "seal talk" and the reason you did seal talk was again, you've
never done the card trick but there are some of you I'll guarantee that if I sat alone with you in a conversation over coffee,
you would be seal-talking because you've now made it a habit.
Now if you're a seal-talker, this is a discipline you're going to have to work on, if you're married you may go to your
spouse and say "Am I seal-talking?" and if you are have her catch you, have him catch you. You must get seal-talk out of
your delivery of speech. So I guess the best thing I can say is limit seal-talk, that's probably the best thing I could say. All
right? -- What is seal-talk?
What is seal-talk? Ugh, ugh, ugh, ugh. Ugh, ugh, ugh. You see this is a speech habit that a lot of ah, people, ah, have, ah,
"You know John, ah, when you, ah, see what we do, ah, I think you're going to love it, ah". Now you've got to be careful
because that becomes an actual habit of speech and so you want to have anyone you're talking with in your organisation,
if they're seal-talkers, work with them because it breaks down the flow of communication when you're a seal-talker. Right.
Now I want to ask you a question. How many of you believe in what you do? Can I see your hands? That's very
important. Do you know that strength in conviction is the most important thing that you have is you've got to believe in
what you do.
How many of you market to other people a product or a service? How many believe that if they say "yes" that they've
benefited? How many of you believe that you not only have the right but an obligation to help them own what you have
to offer? How many of you agree with me with that? Super.
Well, you see, I'm the same way. I have a tremendous belief in what I can do for companies and I would love to have you
let me join your company so I can train and recruit for you and I can help you build your company. How many of you
think that might be a real win if I could come be with you 24 hours a day? Well I can do that.
51
MoneyMasters
FEATURING
TOM
HOPKINS
Tom Hopkins
TOM HOPKINS: Come on in; let's get sttarted back in our work
MEET TOM HOPKINS
book, if everybody will turn quickly to the

t bottom of page 5,
Tom Hopkins is a sales legen

nd. Many
so we learn questioning. A couple of pe

eople in the break said -
believe that natural ability iss enough
you see the card trick is an analogy. How

w many cards in a deck;
to make you successful in a selling
how many products do you market, sayy five? -- Five.
career. The truth of the mattter is that

natural skill, combined with
h how to training is the real
I ask you the qualifying questions, I kn

now out of five, what is
best for you. I don't tell you, I decide that is what you are
going to say "yes" to and I lead you to itt with questions
secret to high level productiivity.
Having learned this lesson the

t hard way, Tom is quick to
admit that his early sales ca
areer was not successful. After
instead of saying - because most people in sales are telling
benefiting from professiona

al training, he became a
people what they should buy and that puts off people. You
dedicated student, refining ssales techniques which enabled
want to learn to lead people with questtions. Now the card
him to become the sales lea

ader in his industry.
trick is only an analogy, it's not - you do

ont do it exactly like
that with your products. Make a decisio
on, lead them to it.
Toms credibility lies in his trrack record and the track records
of the students he has traineed over the years. He has
Now I would like you on the bottom of

o page number 4
where you wrote "card trick" would you
u write "ITS MY JOB TO
MAKE THE DECISION AND LEAD THEM TO
T IT". You see, that is
really your job, is to make the decision and
a lead them to it.
personally trained over threee million students on five

continents. He has shared th
he stage with some of the great
leaders of our times includin
ng Ret. Gen. Norman
Schwartzkopf, former Presid
dent George Bush, Colin Powell,
and Lady Margaret Thatcheer.
Make the decision and lead them to it.
uestions that are things you need to have your people build into their presentation
Now I want to give you a bunch of qu
so let's look at the bottom of page 5. Th
he first question you want to learn and build into you
ur presentation is called the
"TIE DOWN". Now look at the definition
n of a tie down. It is a question at the end of a sentencce that demands a "yes".
Now I have used a couple of these in my presentation already, haven't I? -- Yes.
In fact that was one, wasn't it? -- Yes.
I did it again, didn't I? --
Yes.
You're catching on, aren't you? --
Yes..
You can make this a speech habit, can'tt you? -- Yes.
Because you want to get more yes's, do

on't you? -- Yes.
53
Tom Hopkins
They're fun, aren't they? -- Yes.
So I want you take "isn't it, doesn't it, wasn't it, couldn't it, wouldn't it, shouldn't it, can't you, won't you, havent we
hasnt he, hasnt she and I want you to build these into your presentation. Now at the break I finished the presentation
and I had a woman come up to me and I don't know if you realise how powerful what we're teaching you in this brief
three hours of training is, but this woman is an example. Would you just share what you shared with me, the young lady
at the back, would you mind?
She came up to me at the break and she said "Tom, I've really got to tell you what happened in my career with your
training" and I said "you know there are so many people that aren't aware of the power of what we are teaching them, so
maybe one of your group and if you would - it's Tammy, yes? -- Yes..
Yeah, tell them where you're from and a little bit about you and here - I will give you this mike, I think we - I will have
you turn this one up, okay? -- This one.
Ready? Okay?
TAMMY LYNCH: Can you hear me? -- Yes.
I am TAMMY LYNCH; I am a residential developer these days, a building contractor and a broker. I also recently authored
a book but I will tell you in 1985 I just started my career selling for a living. Completely different industry. I tried selling,
that doesn't work very well that way, if you try selling with no experience.
A very good friend of mine bought me "How to Master the Art of Selling" by Tom Hopkins. I have referred this book to
every single sales person I have employed over I don't know how many years. I buy it for them yet today. That prompted
me on a journey - I was earning, I don't know, 15,000 a year, 18,000 - I don't even remember what the number was.
Within two years rose into the 60,000 range. I now run a multi-million dollar company and it started with his book that
put me on a journey. I not only liked the book so much I went to his three-day boot camp in Scottsdale, memorised
52 closes.
TOM HOPKINS: Right.
TAMMY LYNCH: I asked my son these days "Jim are you a winner?" and from 5 years old he has been saying "yeah, mom"
and I say "why?", "Because I have faith, courage and enthusiasm" - it's his line. My son teaches his friends this. Three-day
boot camp, The Official Guide to success for people who are not in sales. This man changed my life, or his material, when
54
Tom Hopkins
applied changed my life so I had - I was so thrilled just to come here today, Linda Forsythe asked me to join her and when
I heard he was going to be here I said "Oh my gosh, I haven't seen him in 10 years and he has no idea what he has done to
my life or my family, so-----
TOM HOPKINS: Thank you and you know that is - thank you Tammy. That is the payment to a teacher. Some of you may
have been in education teaching kids and the real payment, I think, is when students go out, take the training and have a
better life because of the time you touched them and that's - that's so nice, Tammy, and that's what I hope will happen to
you that's what I hope will happen to you for the short time that we're together.
All right, so the tie down, it is a fun little technique. I have written three of them for you because these three, I think, you
can take and build right into any presentation. A REPUTATION FOR PROFESSIONALISM IS IMPORTANT, ISN'T IT? You see,
any of you could say that to a person and they would have to agree with you.
Or, INVESTING IN A QUALITY PRODUCT MAKES A LOT OF SENSE, DOESN'T IT? Of course it does. Or THIS OPPORTUNITY IS
EXCITING, DON'T YOU AGREE? So you want to learn a little tie down, build it into your presentation and that is the first of
the 52 questions that Tammy was talking about.
Now (b) on the top of page 6 is the alternative choice, let's look at that. It is a question at the end of a sentence. I'm
sorry, it's a question with two answers. Either answer is a minor agreement leading towards the major decision. Now
these are best used for the time of appointment, location, start up date and if you'll notice you'll see the first one "I AM
AVAILABLE TO VISIT WITH YOU" and always give them two choices.
Don't say "When can we get together", they won't give you a time, they will stall you. So "I'm available to see you at 3 or
would 9 tomorrow be better?" or "shall we set the monthly investments up to the first of the month or the 15th?" And
then of course the (c) is another great questioning strategy. It is called "the porcupine".
Now I named it that because if I threw a live porcupine in your lap what would you do without thinking? -- Youd throw
it back.
You'd throw it back, that's what this technique is; answering the right questions, pretending they threw you a
porcupine with a question, okay? So, for example, they say to you "How soon can you get us the product? Now you may
have delivery in a week but if you say that, you didn't close by giving them an agreement, so when they say "How soon
can you get us the product?" answer it with a question, "What timing schedule for delivery best suits your needs?"
When they then answer they have been closed. Now let me use my real estate examples. I used to show homes and
after closing three or 400 home sales you know whats happening when they are in the house. It's like they do this, they
say this, they look like this, they have given me verbal and non-verbal buying signs, you know that.
55
Tom Hopkins
Well they usually, if they like the home, start talking about personal property. They would say, like, "Will the refrigerator
stay?" Well I wouldn't say "yes", I'd say "well you know, it could be personal property if the home makes sense, would you
like it?" and when they said "Yes" they bought a refrigerator, what stays with it? The house, of course and that is the way
the porcupine technique works. They ask the right question, you answer it with a question, all right.
Now look at number 2. You are going to hit a cycle in your career where people are hitting you with the same objection
over and over again and you know you seem to get this objection. One of the techniques is, number 2, you brag about
known objections, meaning you bring it up and make it an advantage.
Now if you bring it up and talk about it as an advantage, it goes away. It'd be, like, let's say, a product - I will just give you
an example, I have one company that - they came out with a brand new product roll out and the thing hit the market, it
was so hot that they, in one month, had back order and didn't have any available. Well, see, this is not a good thing unless
you make it an advantage. "John, I am excited to tell you about the new product. It is so exciting that everybody seems to
want it. It is so wanted that we dont have any so if you want it, you've got to be patient with me because were totally
out, but you'll be the first in line. Will you be patient with me?"
Now I have bragged about the fact that he cant get it and people want that which they can't have. Are you all with me
on the concept? Brag about known objections, okay.
Then of course you want to learn number 3. In speaking we avoid those 10 words but we also use what we call
glamour words. Glamour words. These are four of my favourites that I would - you'd hear if we went into an actual
presentation. Let me hear you say them, ready. What we do for clients truly is -----? -- Unique.
----- Unique. You see it makes one of a kind, special. Our growth, because of our service has been -----? -- Dynamic.
----- Dynamic. In fact as far as our competition, we've just been -----? -- Unparalleled.
----- Unparalleled with the growth and it is so-----? -- Exciting.
----- Exciting. Now those are four. You want to build these into your speech. We eliminate the seal talk, "Ah, ah". We don't
say one or two words over and over, hobby-horse, and we add glamour words to our presentation. Very good.
Now we keep clients involved - now please realise during any presentation you must involve them both verbally and
physically. Now verbally, how do we really keep people with us verbally? Good, asking them questions. Every once in a
while insert a question, that keeps them with you at the table or desk.
56
Tom Hopkins
How do you keep people physically involved? Well you can use any type of visual; you can have a book that's your
presentation binder that shows pictures because a picture says 1000 words. So you kind of involve them both mentally
and physically.
Please realise though there is three things that have to be covered - and let me say it this way - they have to be totally
satisfied in their mind, these three points, for them to really say "yes" to your opportunity and the first is who we are. They
have to know who you are, the story, the history of your company. They then have to know what we have done and the
past track record of success. It's kind of like when they introduced me and the reason Linda asked me to come to the
program is because of the years I have done it, the number of - three million people that have paid their money to come
to the program; that is a lot of people and on five continents they have had our seminars so what - who we are, our
reputation, what we've done and then of course (c), what we will do for you.
When Linda called I said "I will make a customised workbook", not just a workbook that we could give out to everybody
that is kind of tailor made for what you do", the people have take-home value notes. Number 6 is important now. You
cannot go into what we call the final closing of any transaction until you have thoroughly covered the money. The money
must be covered.
And then, of course, we must develop what we call our test close. Test closes. Now let me just share a kind of silly
analogy. If we picked up the newspaper tomorrow morning and in bold headlines it said "Medical breakthrough. Medical
science has proven that no-one can buy anything unless they have a physical temperature of 102 degrees". Now silly, but
if that were true and we want to make money in our business, what do we have to run out and get tomorrow? -- A
thermometer.
We've got to get a thermometer, because they have to be 102 degrees before they can write a cheque to us. So we
would present, present, present, present and then, ptt, we test them. No, you're only 98; you're not hot enough for the
final closing. So we present, present, present, present, ptt, 103, time to close.
We do that, not with a thermometer but we do that with little questions that test them. Now many people in our
business are this close to making the sale and then they are too blatant and it pushes them and they back off. "So what
do you say, shall we write this baby up?" Too blatant. "I am calling for a decision", I would love you to have your folks
learn how to just say the next sentence "HOW ARE YOU FEELING ABOUT ALL OF THIS SO FAR?"
You see, I didn't push for an answer, "Are you taking it or not?" I just asked "How do you feel about it?" It's a test. Now if
you said "I feel pretty good, I think this is something we should do" then I will move to the next level. "You know I've
learned over the years that a decision is only as good as the facts. I think it might be a good idea for us to just put all the
facts down and see how it looks". How does that sound? "Well we're not really sure", "I know you're not and we're not
going to rush into anything. Let's just put it all down and see how it looks. Now, what was your mailing address?". And
57
Tom Hopkins
now I start writing out on my purchase agreement, because I tested, the test was positive and I go further towards the
final closing, okay. Have fun with this.
Now let's look at the top of page 7. This is called "HOW TO HANDLE THE OBJECTIONS TO THE FINAL AGREEMENT" and
I've got on the left-hand side, you will see a little chain of objects. These objects are memorisation tools that trigger the
six steps. Now the first object, what is that? -- An ear.
That's an ear and the ear is the first step. And the ear, I think I gave you number 6 "thoroughly cover the money" on the
other page? -- Yeah.
Okay. You must always hear them out, that is the first step to handle any final concern. YOU HEAR THEM OUT. It is
tempting to interrupt them, it is tempting to say "I know what you're going to say" but you don't want to do that, you
want to hear them out. Now I have written what you do. Develop the discipline of waiting until you're sure you are
hearing their real area of concern, don't interrupt them.
Then you go to step number 2, FEED IT BACK. Feed it back. Now you re-state their concern in the form of a question,
thus making them elaborate, explain, defend and clarify this. Now for example, everybody say to me "It costs too much"?
-- It costs too much.
I am now going to make sure I hear that out. If you say that in the beginning I am not going to handle this, so you don't
ever handle an area of concern until the end. "John, I can appreciate your hesitation because of the financial situation,
being I am here, I love my product. Why don't I finish my presentation and when I am done let's talk about the money,
okay?"
That is called by-passing it till the end. Now I do my whole presentation. Now at the end of it you say the same thing,
"Tom, I still think it costs too much"? -- Tom, I still think it costs too much.
Now I am going to feed it back, "You know today most things do. Can you tell me about how much too much you feel it
is?" Say $1000? -- $1000.
"So your real hesitation then is not whether you're going to take advantage of our product, but we just have $1000
challenge, is that right?" That was the next step, that I question the importance, so that $1000 is the only important thing
in the way.
"Well I guess you're right, Tom" and then we're going to go on to step number 4, we've got to answer it. "I think we
ought to keep that $1000 in the proper perspective. Most of my happiest clients enjoy the benefits of this product for at
least five years. Now in your case would that possibly be true, if you went ahead with it?" Say "yes"? -- Yes.
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Tom Hopkins
"Well then we're really looking at $200 a year, isn't that right, and you know if you take a two-week vacation you're
getting the benefits for 50 weeks a year which is an investment of $4 a week which really breaks down to about 65 cents
a day. Do you think you should avoid all the benefits we have talked about for such a small daily amount?" That is called
answering the concern with the reduction with a ridiculous close.
You've always got to confirm the fact you've answered it, that's step 5 and you simply say "Now that settles that, doesn't
it?" and you confirm the fact you've answered it. And then of course, as you see step number 6, the hand waving is you
change gears and take them elsewhere with the words "by the way".
So let's do a quick review. When I show you an ear you say -----? -- Hear them out.
----- hear them out. When I show you a feed bag you say -----? -- Feed it back.
----- feed it back. When I show you the question mark you question the importance. When I show you an answer sheet
you answer the concerns. When I show you a confirmation slip you confirm the answer. And then when you see the hand
waving, change gears with three words -----? -- By the way.
----- By the way. Now please - the words "by the way" are important little words. They are the words you insert when you
want to talk about something other than what is being talked about. Now have fun with this.
How many of you have a relative, think of your relative that's pretty talkative, anybody? Call them on the phone, let
them get talking, wait until they take a breath and say "By the way Sally, there is something I have been dying to ask you".
You will stop her right in her tracks. And now you'll talk about another subject and got her off of what she was talking
about with "by the way". So that by the way, three little words, are again an important strategy in our business, okay.
Good, good, good. Let's go to the top of the next page. I gave you this role play, if you will, and you kind of already did it
with me but I wrote it so you can have with your folks, kind of a little practice, and an example of it. So I will be the client
and you are you, okay. "You know, I like it, the swimming pool is beautiful. I mean, we had an amount we were going to
spend to put in a pool and I've got to tell you, I think it costs too much". Read your script? -- Today most things do".
"Well I would say at least $1000". "You know, I guess so. I can certainly appreciate your feelings; however I think we ought
to keep that $1000 in the proper perspective". "For at least five years". "Based on this truth that really makes the $1000
only $200 a year doesn't it?" "Well, you know, I guess that's true". Then you go to the next step.
"If you're like most people you will receive the benefits of this product for 52 weeks per year and that breaks down to
$3.85 per week, and then of course this may sound ridiculous but that boils down to about 55 cents per day. Do you think
you should avoid enjoying all the benefits we have discussed for 55 cents a day?"
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You see it is a really honest sincere way to help people overcome a little money challenge, especially if what you're
offering is good and the daily amount is easier to rationalise than a total amount. We have a company in Scottsdale,
Arizona where I live named "Paddock Pools" and Paddock Pools has been in existence for over 50 years. They are - I don't
know, I hate to say the largest - one of the largest pool companies in the world and I have been training their people for
20 years and they use this reduction ridiculous. I hope you can see - first of all, how many of you have priced a swimming
pool in the last year or two, anybody?
They are so much more expensive than they used to be. I mean we used to be a abler to for 15 to 20,000 to put in a
pretty decent pool. Today you can't get in a decent pool with coping, with all the stuff that you need in a great pool today
for under 35 or 40. So they really need to use this to help a person look at enjoying the beauty, the appreciation of value,
all the benefits of the pool when they look at the amount, it's more than they want to spend as a daily amount.
Are you all with me on that? It is an honest, sincere way of helping people that have a money challenge. I so hope you
will teach that to anyone that is representing you, okay,
All right, let's go to the - as you see, the top of page number 9, most of our time that we have left I wanted to really
isolate this area number 6 of the seven fundamentals because it is the most misunderstood and it is a term; the term itself
can turn people off and that is the term of closing or closing the sale. And I have to level with you, when I first got into
real estate at 18 I was not only young but I had no understand of financing.
I knew nothing so I didn't do well when I started and I went to a seminar and the man said "Well we're going to talk
about closing sales" and I am brand new, and I got to level with you, I was turned off by the term "closing" and the reason
I was, is I have always had real love for people and I think the reason my eight years in real estate, 90 per cent of the
homes I sold were all referred to me, most of them, or had already purchased from me was because I really took good
care of people.
And because of that, when I first heard the term "close the sale" or "closing" I had a feeling you have to now become
high pressure; are you with me? I would never want to do that. So I was at first, like, I don't like closing. Then I understood
what it really was all about and I realised that it is an art form that is good if it is good for everybody.
Now you folks raised your hands when I asked if you believe in what you do. You said "Yeah". "Do you believe you have
the right or obligation to help people?", "Yeah". Well,I believe if what you do is good for them after they own it, you have
the obligation to do it well and have the moment.
It is like, I work with a company, Sandy Weill is the owner of the company, Citigroup. Well they are one of the largest
companies in the United States. I train thousands of their sales people every year. And they market financial services and
what they do offer is a really fine product for the average American family, because I don't know if you know this, the
average American family is really messed up financially. They are not putting their money away properly, they have high
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interest credit card debt, they are really under stress right now financially, so a lot of them need a good person to help
them do the right thing.
Now here is what I tell those folks, for example, "What is your name, sir"? -- Barry.
Barry, and - now are you husband and wife? That's good that will work. Okay, Barry and Gail I met through a person who
said "Barry and Gail are my aunt and uncle and they really need your help. You helped us get out of debt eight years
sooner than we would have if we had kept doing what we were doing with our money. You got us a better death benefit
on the insurance for him if he passes away so you helped us. Would you please call Barry and Gail?
Now first of all, if Barry and Gail are doing the wrong thing and I can help them do the right thing, then I have an
obligation to help them do it if you really because in what you do; would you agree with me on that? -- Yes.
That is just kind of what you folks said, "I believe in what I do" and I think you should own it. "I've got to make sure I do a
great presentation to make sure they do the right thing or I have let them down"; are you with me on that? -- Yes.
And that is what you have to believe if you believe in your company and want profits to have it grow and prosper,
everybody has got to be good at what they do. I also believe everyone in your company is in sales. I think your service
technicians are in sales as far as the job they do. I think the person who answers the telephone as a receptionist is in sales
in the way she talks to people and I think you need to get this mentality into an entire company, "WE HAVE A GREAT
PRODUCT, A GREAT SERVICE, AND ALL OF US AS A TEAM MUST WORK AND FUNCTION TO HAVE MORE PEOPLE OWN AND
ENJOY IT SO ALL OF US BENEFIT" and you've got to sell.
I call it selling, selling to the company and you need to do that because a lot of people - it is like if you call my office at
Scottsdale, you will hear Sharon who has been with me - our average person -27 years - and you will hear her and you will
think she is making you feel like the most important call she has received of the 250 she gets a day. Why? Because that is
not only her job, but she believes in Tom who is out here in the street representing our whole company, you see.
Now when a promoter in a city goes out and promotes a seminar and I have about 70 engagements a year and in
almost every major city in the United States and five in Australia, one in New Zealand, Auckland, one in Singapore, one in
Malaysia; when I go to those countries I have an obligation if the promoter fills a room up, what is my obligation
everybody? I've got to give a great presentation.
It doesn't matter how I feel, it doesn't matter if I have 104 degree temperature, I've got to get on that stage and give 100
per cent because that is my obligation as a professional. Are you all with me? -- Yes.
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You've got to get this feeling in your whole company: "We do the best every time, we give 100 per cent, we are a team
and our team has got to implement or impact all of our clients in a positive way". Very, very, important.
So I decided I would write a definition of this thing called "closing" that I think is real good and let's look at it. Ready. The
definition: PROFESSIONALLY - and that's important - PROFESSIONALLY USING A PERSON'S DESIRE TO OWN THE BENEFITS
OF WHAT YOU OFFER THEN BLENDING YOUR SINCERE DESIRE TO SERVE - dont miss that, the word "serve" - IN HELPING
THEM MAKE A DECISION THAT IS TRULY - what - GOOD FOR THEM. And that is where your strength comes from.
Gosh, I can tell you so many stories. I was having a seminar in San Francisco about a year and a half ago and I have this
happen quite often but this was more vivid so I will share it with you. I took a break, like we just got off, the little break
and a guy comes up to the stage at break and says "Tom, I know you dont recognise me but I want to thank you for what
you did for me and my wife in 1968".
Now keep in mind, that would have been, what, 30 years almost. I said "Really". He said "Yes, you don't remember me
but my wife and I, in 1968, had very little money and we were going to just rent a home because we didn't have a down
payment and we walked into your real estate office and you sat us down. You were so polite, so nice, and you convinced
us to change our mindset from renting to seeing if we could find a home we could own." Now I am looking at him saying
"who, which street, where was it?
And he says "Do you remember the house on Rosalie, it was a repossession of a builder? Now of course, I am focusing
in and I said "Oh, yeah, I do", which I now remembered because the Rosalie was a repossession, it was just trashed, it was
awful but the guy would let him in for no money and allowed me to take $50 of their monthly rent and apply it to a down
payment while I helped him get a loan.
Now it took six months before finally we delivered their grant deed of ownership but this guy comes up to me and he
says "Hopkins, you were so insistent that we didn't rent. We purchased that little home. It is worth almost $400,000 today
because you would not take no for an answer". Are you all with me? That is how you've got to feel about what you do for
people. If it is right and it is good you've got to make sure you're really good at the way you present it so they say "yes" if
they need it and that is where your strength comes from.
Please realise what everybody needs today, number 1, they need help to rationalise the decision to go ahead. That is
what they all need. Help me rationalise it. Help me rationalise it. I also want to say this to you, I have been doing this for
longer than almost anybody other than Zig Ziglar in the United States and I've got to tell you I was knocked out when
Linda and Nik, you know, brought me here and then at a lunch told me that she and her company were bringing all of
you and letting you come to this event at no expense and that just blew me away. And I know that there is about a
$200,000 investment in what they did and I've just got to tell you, I hope you appreciate what they did and I hope you let
them know that.
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I know Cathy has had a challenge today but I want to thank you Cathy and Linda, thank you, and I hope Victoria is okay;
is she okay? She fell and rebroke her arm. Yeah, she's all right though. Help me thank her and Nik for a nice pleasant thank you so much. I appreciate you dear. A super lady. Thank you. Thank you so much.
I hope - she read you the outline of the speakers that they paid to come be with you and I just so hope that you will
reciprocate as far as the opportunities in the future with her because that is fabulous, just fabulous. I have never had it
done in my career of 30 years.
Let's go to the next heading. Look at (b), very important. "Without the ability to call for a decision everyone loses". I
want you to think about that. If I don't call for the decision and get you to say "yes" to something good, then you've lost
because you should own it. I've lost because you didn't say "yes" to what you should say yes to, so we both lost.
Its kind of like the guy or the gal who is in the insurance industry and meets a family that doesn't have the right
coverage. If you don't help them do the right thing, you lost, they lost and the wife lost and the kids lost. That's the way
you have to feel about what you do, that if you dont do the job then everyone loses; all right?
Now look at number 1, "The average person today is actually overwhelmed with fear when making any ownership
decision" and that four-letter word is what keeps people from saying "yes". In one way or another they're afraid. Now I
taught you 10 words that, in essence, create fear. When you say "price", it increases a little fear that they're paying too
much so that's why we say "total investment". When I said "contract", that creates fear, they know they are bound and
they're not sure, it happened too fast, so that's why "paperwork agreement".
When I say the word "deal" they had a bad one three years ago and it was supposed to be a good deal, it was a bad deal,
so now they have an overwhelming fear with deals so that is why it is "an opportunity of transaction". Your words are
fear-producers, okay.
Now there is another very key point here, and this is so important you don't miss this. YOU MUST ALWAYS CLOSE THE
SALE WHILE RADIATING EMPATHY FOR YOUR BUYER. Empathy for your buyer. Empathy is a very important word. What
do you think of when I say the word "empathy"? What definitions come to your mind, anybody? Understanding them? -Compassion. Feeling like them, that's a good one. Compassionate for them, anything else? Relating to them, yeah. I love
poetry, it is one of my hobbies and I wrote a poem that maybe I think will illustrate this, I hope you like it.
When you come to a road

and there's a divide
Make a decision right now.
Will you
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Any of you a little worried that I have forgot my poem? Any of you have a little fear, like, "Come on Tom, you're doing
well, don't forget your poem"? Well that little feeling is empathy because I am up here screwed up and you're going "gee,
Im glad Im not up there". That's called putting yourself in other people's shoes.
I want to ask you something. Some of you, I don't know how successful you are but hopefully you become famously
successful. When you do, never forget what it was like when you weren't successful. Never forget what it was like when
you were broke. Because I think people that relate to you feel that you feel the way they feel and that is the way, when
empathy is. They feel you feel the way they feel and that is a very important part of relationship building, not for shortterm success but for long-term success, okay.
Now look at number 4. "YOU ALWAYS FILL OUT YOUR PAPERWORK RAPIDLY". Now teach your people, when you fill out
any form you have to know your form. You tell brand new people they've got to know that form. I used to get so mad, I
would have brand new real estate agents when I went into management and they would get a buyer out there and a
buyers manager wasn't around, they had no confidence in their paperwork.
You see if you look down the form and you go "I'm not sure where it goes on, you are dead. That's why any form you
have to know like the back of your hand, okay. Also, when you feel a chit-chat, always chit-chat, they're going to stop you.
"Why don't we draft up our feelings on the paperwork and see if going ahead even makes sense" and you start filling your
form out.
"Tom, I don't know if we should do this, I don't know". "I know you're not completely sure of the decision to go ahead,
however, let's just draft up our feelings on the paperwork and see if it makes sense" and then just continue, okay.
Look at number 5. After you complete the paperwork you pick it up, scan it for accuracy, smile, turn it around and now
this is called the final closing sentence. Do you see it? BILL, WITH YOUR APPROVAL RIGHT HERE I LOOK FORWARD TO
PROVIDING YOU WITH THE FINEST PRODUCT AND SERVICE POSSIBLE. That is your final sentence.
Now here is the most critical part of this, when you ask for their signature "John, I will just need your approval here to
set everything up" this is very important, YOU MUST SHUT UP. You cannot talk when you do that because if you talk you
have relieved any pressure for them to say "yes" and they will stall you.
And I will never forget, I first learned this, just for your little information - we all, in our business, have little signatures
that are our stories or what have you that we tell - and Doug Edwards who was the father of American selling that trained
me when I was just 18 or 19, he used to teach this right here, this way.
He would say that first sentence. "Now I am going to give you the most critically important instruction in closing and
write this down" and of course we were taking notes and we would all put our heads down, sort of writing, and he would
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lower his voice. "Whenever you ask the final closing question" and he would do it twice "whenever you ask the final
closing question" and he would scream, I mean scream to the top of his lungs "Shut up".
Now I was, at the first time I heard it, sitting right here where Yolanda is, and I was so intense, of course I wanted to learn
everything and he yelled "Shut up" and it so scared me that my pen flew off the paper, went right through his pants and
it stuck in his leg. I mean, thats how scared I was. And he screamed, he went "Aaaaagh" and he backed up and here he's
got my pen sticking out of his pants and of course he never forgot me.
He says "You're the guy who stuck me", I said "Yeah, that 'shut up' scared the hell out of me" so anyway - but that's a real
important part of this whole thing; you've got to be quiet. Now the reason for that, I always like to teach why.
You see when you pick up your form - here's the one I did in real estate, here is the way I used to do it, hundreds of
times - I'd pick up the purchase agreement - deposit receipt in California is what they fill out to buy the home - I would
look at, I would scan it, okay, I would smile and I would say "I am really excited for you".
Now isn't that totally true class? I am excited for YOU, I am excited for ME - you bet I'm excited. I am excited for you and
then I would turn it around and I would have my pen, of course, and I would - pretend this is the table - I'd smile and say
"You know" - I'd smile and say "You know, I am really excited for you" and then I would turn it like this and I would say
"Now with your approval, right there" - set the pen down - "I will do my best to get you your home tonight".
Now you've got to shut up now. And you'll have two types of buyers. You'll have the fast close and the slow close. The
fast close is they want it before you ask them. Man Tom, oh, I hope so. Honey have you got the deposit?" - Pew - that's
the fast close! Now you guys and gals that are new or when you have a new person, make sure you teach them that if
they're new and they have that fast close, don't laugh.
All right. Don't laugh, all right. And you'll be tempted. New people go "Whooo it worked, ah" - no don't laugh because now you're also going to have a slow close. The slow close goes like this: "Well I am excited and with your approval right
here I'll have a copy not only delivered but your training started on Wednesday". And they do this - there are two of them,
they look at each other. Now you can't say anything. Now don't lean in and burrow your eyes, don't go----
No, you need to just sit back very relaxed and wait. Now I've sat two or three minutes and, gang, that seems like an
eternity. Again, I finished this seminar in Detroit and I have one there every year and for you that don't know, Detroit of
course, is the US automobile place where all the cars from our country are made and so when I go there I have a lot of
automobile people.
So I am right now teaching this and we had a break and a guy comes up to the stage - two guys - and the one guy goes
"Tom, I am so-and-so and I am the manager of the Ford dealership up the street, were one of the top in Detroit and I
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want to tell you about this guy, Jim". He points to this guy. "Jim knows everything you teach, he uses everything you
teach and I am so proud of Jim. Let me tell you what he did. The other day a guy comes in to look at a truck, a new F150,
and Jim, of course, takes him out for a demo drive and brings him back, takes him into the conference room, is going over
everything, does the financing and then he hits - after they have filled out the form with the final closing question. And
you would have been so proud of Jim; he shut up and sat there. Well it's a time we had transom windows in the office so I
could hear and I am outside, his manager, listening; nothing, silence. The buyer didn't say anything and Jim didn't say
anything. I am walking by the windows listening. Thirty minutes."
Of course, unlike you guys I just "Boloney". I said "Come on, really?" He goes "Swear to God Hopkins, Jim sat there for 30
minutes and after 30 minutes I couldn't stand it". He said "I opened the door and walked in and Jim was sitting there, the
guy was sitting there and I went over and went like this - in front of his face and nothing, he didn't blink, he didn't move".
I said "Really?" He goes, "The guy had a seizure". This is - "You've got to be kidding me!" He says "No, he sat there" - and of
course, I - we called an ambulance and they took him to the hospital but you would have been so proud of Jim".
I said "What the heck happened?" He says "Tom, the guy was in the hospital for two days. When he got out he came
back and he took the truck".
Now that won't happen to you, gang. The whole concept is when you ask the final decision you've got to be quiet and
let them make it because if you talk it relieves any need to make it. If you add something "Well I just need you to give us
the old" - jumping in right there, yah. "It's good, go on". "Come on, you know you want to do this". No you can't do that.
Do not talk because the first one that does talk will own this and you don't want it, let them have it. All right, so be quiet.
All right, lets continue. Now if you will, turn - okay I want to give you a couple of power closes. Before I do on page
number 11, if you will turn ahead, I have given you all of my thank you notes. Now a lot of times we don't cover them so I
don't want you to miss them but I don't think there has been a better time in the history of the business community to do
thank you notes.
You see I was kind of the first one in the real estate business to decide I was going to send a handwritten to everyone I
could and I started doing it and the results were incredible. I have always asked people; say "Do you know you had two or
three other companies you were looking at, what made you call me?" "Well, first of all we liked the way you handled this.
You're sincere, you told us the truth and I also liked the fact that every time we met you, a day or two later there in the
mail was a handwritten thank you and that meant a lot to us Tom".
So of course when I started teaching, everyone started sending thank you notes and so then I started telling people
when I taught real estate how I really believe in giving to people and I have always done that. I used to have such fun. I
know you all know what an open house is when they put flags up and they put a sign "open house" and on Sunday you
sit there.
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Well what I had a frustration with, because I am sitting in this open house and then when some wonderful people come
and they were qualified, they wanted to buy the home, they were perfect, but you can't leave the open house. If the seller
finds out "You left?", I mean they will cut off your kneecaps, so you can't leave.
So what I used to do, I always take to the open house with me two half-gallons of vanilla ice cream and if they were real
qualified, I would go at the end of the talk with them and say "You know, it is so hot out today, I got a little gift for you to
take home" and I would give them a half gallon of ice cream. Now if it's 95 degrees out where are you going with a half
gallon of ice cream in your car? You are going home.
Now thats how I got them off the street. And it was wonderful so everybody started doing that and then I am starting
doing crazy things. I would give lots of little gifts. I would even light the fire place in the middle of summer when I would
show it. I mean 100 degrees out there, you walk in and the fire's crackling and they go - of course the air conditioning is
cranked down - they go, "A fireplace". I said "You know I wanted anyone that saw the home to really feel all the different
seasons and you will, if you invest in this fine home, have a cold winter night and you're going to enjoy a fireplace, don't
you?"
"Well, yeah, we really do" and I would - yeah, that was the way that I would get them interested in the home. So I did
lots of crazy stuff. Find out what everybody else does and do something different. And that is kind of with my thank you
notes. Today with email, with electronic transactions, it is cold, it is not meaningful. I think thank you notes, handwritten,
will have much more impact today than they even had back in my day.
So I have given them to you. You talk to someone nice on the phone, send them a note. You're going to meet him in
person, thank them. You show the product, thank them. They purchase, for sure thank them. They give you a referral,
thank them. All these 10 you should make part of your company. Give everyone a copy of these and say "We're all
sending thank you notes", okay.
Now let's go back on page number 10. It says "THE 'I WANT TO THINK IT OVER' CLOSE". Now I think I am right there now,
my friend, okay. First of all, there are three people that say "I want to think it over". There is the person that has no
intentions of thinking it over but they have memorised that as a way to get rid of us.
The second person may take some time but they will spend a lot of time; and the third person that is sincere and
honest, there are those type of folks that I don't care what you say them to make an investment, they have to think it
over. Now there are 11 million people that earn income in selling in the United States. That is how many sales people of
some type are in the country. There is only a handful that number 1, know what to say when someone says "I want to
think it over".
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Now I'll tell you what I did when I first mastered this close. I would have a contest in my office and whoever could
deliver it, word for word, without sounding like they memorised it, and if they could - we could close our eyes and it came
across sincere, I would take him and buy him a nice lunch because this close is so important to your people.
And if they will just say, when anyone says "I want to think it over", you always agree. You say "Oh, that's fine". You see,
"that's fine" is like "I am done, bye-bye". Wrong. "Obviously you wouldn't take your time thinking this thing over unless
you were seriously interested, would you?" Now you'll be amazed if you act like you're done and say that, they'll agree,
"No, we are very interested".
"So may I assume that you will give it very careful consideration?" Now you see this has to come across like "I'm done,
bye-bye". "Oh, yeah Tom, we are very interested, we are sure going to take a lot of time considering this thing, you bet,
oh, yeah, oh yeah". Then you've got to say the next words "Just to clarify my thinking, what phase of the opportunity is it
that you want to think over?"
Now you notice there is a parenthesis after the word "over" there. Don't pause after the word "over". You see, if you say
"Just to clarify my thinking, what phase of the opportunity is it you want to think over?" and you take a breath, they will
say "The whole thing".
So you've got to slur through that "is it". "Just to clarify my thinking, what phase of this opportunity is it that you want to
think over, is it the quality of the service I render?" "No, Tom, you've been wonderful". "Is it something I've forgotten to
cover?" "No". "Is it the colour?"
Now don't have your people memorise "Is it the colour?" unless that's part I mean I know you already know that, all
right. "Seriously, please level with me, could it be the money or just your hesitation to change?" And again, you'll be
amazed how hopefully, when you say "Could it be the money or the financial aspects?" how they will say "You know,
Tom, I've got to level with you, we think it might be a little bit too much".
"Ahhh, can you tell me about how much too much you feel it is?" Now where are we going? Sixty cents a day. You see,
and that is the way you want to use this material, all right, and that is how you teach it to your folks, all right.
How many of you here know you're going to hear somebody say "I can get it cheaper somewhere else?" Anybody?
Yeah, you really want to learn the "I can get it cheaper somewhere else" close. This is a dandy. "That may well be true",
always start with that; "That may well be true John and in today's economy, gosh, we all want the most for our money.
A truth I have learned over the years is that the cheapest price is not always what we really want. You see most people
look for three things in making an investment: number 1, the finest quality; number 2, the best service; and number 3, the
lowest price. I have never yet found a company that could offer all three, the finest quality, the best service and the
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lowest price. And you know John for your long-term happiness, which of the three would you be most willing to give up,
fine quality, excellent service or low price?"
And that is a beautiful close. It is a beautiful, nice, sincere technique and I just so hope that you will make it a part of
your company, okay.
Of course on the bottom of page 10 you will see the SIMILAR SITUATION close and what similar situation closing is, is a
true story - got to be true - about someone else who is just like your buyer who went ahead and said "yes" and they are so
thrilled they did. "Tom, I just dont know, we weren't going to spend over $30,000 for the pool and even if we come down
to $32,000, I just don't know".
"You know John and Mary, I have got to say this to you, and it is almost like dj vu. About a month ago I am sitting at a
table with a couple, they weren't much different from your age, and they had three kids and you have two. And they were
so hesitant because it was more money and today the investments in pools are staggering for most people and they
didn't want to do it, they wanted to procrastinate and for some reason I felt the children deserved the pool with the
summer coming up. It was in my heart and I just refused to leave. I almost begged them. Isn't that embarrassing? And you
know, finally, they said yes. I got this letter from them last week.
Just listen to this. 'Dear Tom, thank you for not letting us say 'no' to the swimming pool. You should see the kids out in
the back. They now have their friends, which is so good to have all the children where we can take good care of them.
They're not out in the street, they are not at the mall, and they are in our backyard in our pool. I insist you show this letter
to anyone who is putting off getting the pool. They will thank you in the years to have it'. "
Isn't that fun? You want to have letters like that that you write. I'm teasing, I'm teasing.
All right, turn to page 12, our last page. I have made this the last page and you will notice it's a page you can put up on
your wall. It is a last page and you can cut it out, that's why I designed it this way; but you need to have everyone in your
team have a way of alleviating the stress and anxiety that happens when you're in this type of business and we call these
the attitudes towards failure and I would love you to learn them and make them a part of your company and let's read
them together.
Whenever you fail you say I -----? -- Never see failure as failure but only as a learning experience.
----- Never see failure as failure but only as a learning experience. You see, every failure you have ever had in your life is
positive if you dissect what went wrong and then make commitments to not let it happen again and learn from it.
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Tom Hopkins
A financial reversal can be a great learning experience to protect you the rest of your life. A relationship challenge can
be a learning experience for the future. But what this does is it alleviates the negative feelings by saying these things,
okay.
Number 2, let's hear it. I never see failure as failure, but only as the negative feedback I need to change course in my
direction. You see, that is all that rejection is, is negative feedback and I love analogies. I think this one for this example is
so a propos. I mean most of you; I know you know the technology of the modern day torpedo. The modern day torpedo
when it is fired from the submarine headed towards the target, they fire the torpedo and in the cone of it, it has sonar
that is attached - sonar, the electric, to the target and it leaves the submarine. The current push it off for us, the sonar
kicks in and rejects it, "No".
It then turns, over-corrects, "No", then turns "Bang", got the "Yes", "Bang". Now it would never get the "yes" if it couldn't
handle the "no's". That is the negative feedback I need to change course in my direction to get the "yes" which makes it
positive.
My favourite of all is number 3. Let me hear it. "I never see failure as failure but only as an opportunity to develop my
sense of humour". You see, I totally believe two things. Laughter is extremely good for you physically. I mean, I mean this,
I am not kidding you. You want to heap as much humour in your life as possible.
I have been blessed, I have been blessed to sit with Bob Hope when he was 93 and that is not a young man but you
should see how vital he was and how excited and I believe George Burns. All these great comedians, their whole life is
searching the world for laughter and I think that is part of the reasons they lived so long.
So I really want you to keep looking for laughter. And when you laugh, give it an even more than normal and there is a
book I recently read, Dr Burke wrote a book - I don't know much of his background but I was reading it, it says that
"Laughter releases endorphins and immunology happens to where your immune system is strengthened because of
laughter". So I hope that you will do your best - and I collect jokes. My life, I have got 400 believe it or not and I just wrote
a book called "How to Laugh Your Way to Health and Wealth" and you that come into my website, you will see all my
books and tapes and all that stuff that we have and that book I didn't bring with us but the Laughter book might be a gift
that you might consider to give to some of your friends because the jokes are clean, every one of them.
I will tell you one of my favourites. This - as you know, women in the room, the mini-skirt is coming back and this little
gal in Kansas City was the last one in town to get a mini-skirt. She was nervous, she was embarrassed and it was short and
it was tight and she says "Well if I am wearing this mini-skirt, I am going to the office first to sit behind the desk and noone is going to see it".
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Tom Hopkins
And so she gets to the bus stop. Shes standing there with the mini-skirt and the guys and men start lining up behind
her and the bus pulls up and that first step is kind of high, so she tries together little leg up and she can't reach it. The guy
behind says "Ma'am get on the bus" and she starts to panic. She says "It's too tight" so she reaches back and unzips the
zipper a third of the way down and clenches her little fist and throws her leg up and misses it again.
The bus driver says "ma'am, come on, get on the bus" so she reaches back and unzips it two-thirds of the way down,
clenches her fist, throws her leg up again and misses the step. The guy behind says "Ma'am, please step aside, I've got to
get to work" and she just jerks it all the way down and throws her leg as hard as she can and she misses it again.
Well the guy behind her can't wait. He just reaches down and grabs her by the little fanny and scoops her up on the
step. Well she is walking down the aisle of the bus in front of this guy and she says "Sir, I will have you know I think you're
awfully fresh". He says "Me fresh, lady you've unzipped my fly three times". No, come on, laugh, let it go, let it go; get well,
get healthy, that's good for you.
Number 4. Ready? "I never see failure as failure but only as an opportunity to practice my techniques and perfect my
performance". You see, every time you're with someone, you're practising how you say it better, how you do it better.
And so I think every time we're in a conversation this is a chance to communicate better.
And of course number 5, ready, "I never see failure as failure but only as a game I must play to win". You see, it is all a big
game. Every day you've got to suit up, put on your clothes for business, and you've got to go out and try to do the best
job you can. And by the way, dont be upset at yourself if you mess up; we all do. I mean that is just part of life. Always say
to yourself when you fail "What did I do right?" "What did I do right?" not "What did I do wrong?"
You see, if you put your clothes on, you did something right. You know there's over a million people, Americans that
don't get dressed in the day, they stay in their home in their robe all day? You got dressed, way to go. You left your house.
Do you know there is over a million people that don't leave their house? You left, way to go.
You talked to strangers. You know most people won't. That is why many people work at the post office, so they don't
have to have much communication, take your mail out of your - so, you've got out there and talked to people. You want
to keep doing those things that you fear most.
I also hope you'll take the champion creed and make it a part of your life. Let's read it. "I AM NOT JUDGED BY THE
NUMBER OF TIMES I FAIL BUT BY THE NUMBER OF TIMES I SUCCEED AND THE NUMBER OF TIMES I SUCCEED IS IN DIRECT
PROPORTION TO THE NUMBER OF TIMES I CAN FAIL AND KEEP TRYING".
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Tom Hopkins
You see that is the essence, and gang, I can honestly tell you that no-one, if you look at my whole life, has had more
challenges than I have to also work on. Oh, I messed up, I was so bad when I first got my first car, and my dad helped me
get this old cheap car. My challenge is I am terrible in directions so I was always getting lost.
Anyway, here you have people in your car and they know you're lost and I would be driving and I would hear them go
"He's lost" and of course I would go "I thought you liked this street again". It's no tease, I was always getting lost.
I had one day, I'll never forget this woman calls and she tells me exactly the home that she wants. She tells me exactly
the home that she wants. She says I want a three-bedroom, one-and-a-half bath in such-and-such an area" and so I said
"Okay" and of course I didn't know what I was doing but I told the people in the office, "This woman wants a threebedroom one-and-a-half bath and I think it was Sequoia school district blah, blah, blah" and so a guy goes "I can't
because this Tom, but two days ago we listed one".
I said "You're kidding". "No, just turned it into the multiple listing" and showed me the listing, there it was, St Mary yeah, right home, everything. Of course I call her back. I am all excited, "Ma'am, I got the home you're after, please get out
here". She comes out a half hour later. Of course I take the address and get in my car and I know this sounds funny but we
walked up to the front door and back then a lot of people didn't lock their doors like they do today, it was amazing.
Well I had a key but I grabbed the door, it was open. Well I walked in and she walks in and I mean she is freaking about
this house. "I love it, I love it, it is wonderful". I am thinking, finally I might make a sale. And of course my manager - I knew
nothing. I told him I was showing this home, he said "Now Tom, you dont know much", I said "I know, help me". He says
"One thing I've got to warn you about, dont ever let buyer and seller talk if you're showing them a home because the
seller can say one thing wrong and then the buyer will walk out on it, so keep them apart".
So I don't know why but you see I have always been coachable. You tell me to do something, I do it. Well I am showing
this house, the woman loving it, I am in the master bedroom with her and suddenly the owner of the house comes in
with groceries; standing there, and I remember what my manager said. I said "Ma'am I am trying to sell your home so
please if you would go in the other room please".
Well she just takes her groceries and she walks away. Well now I am showing the third, the kid's bedroom and suddenly
she is standing there again. I said "Excuse me", to the buyer. I said "Ma'am, please come with me" and I took her in the
other room. I said "Ma'am, I am trying to show and sell your home and I would just as soon have you know that my
manager said you shouldn't talk to this person, now you don't talk to her" and the woman goes "Sir, did my husband
decide to sell the house?"
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Tom Hopkins
And I pulled - I said "This is your address, right?" She goes "Oh, no, that home is across the street". Isn't that awful? I am
showing the wrong house, for God's sake. And you're going to have stuff like this happen. Will you just trust me, thats
just part of it.
Last thing I just want you to realise, I kind of started off and I asked, you know a few of the questions but just don't
forget this last point, okay. You have never failed until you and so if you are still trying and if you are still focused on your
goals - and success comes to people at different times. I have had people that start off just like that, in their first 90 days
they are on the top of the heap.
I have had others like myself that are slow starters and I just think you've got to realise that success is a journey and you
are going to have dips, you are going to have challenges and that is why you put those five attitudes so every time you
fail, hey, I'm learning, I'm laughing, I'm changing, I'm practising and I am going to win and you do that, all right.
I so enjoyed being with you guys and gals today, I hope you learned a few things to have a better life. Have a wonderful
Convention and I just wish you a wonderful life and may God bless your families. Thank you again.
Thank you.
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MoneyMasters
FEATURING
MARSHALL
SYLVER
Hypnotic Reprogramming Pt. 1
Marshall Sylver
AUDIOVISUAL PLAYED
MEET MARSHAL SYLVE

ER
Harnessing the power of thee human
MARSHALL SYLVER: A couple of your hands did not go up.
mind has been an obsession

n for
Get out of here, Sir; I am not giving you

u a choice. Tonight you
Marshall Sylver since youth.. Today,
are going to have fun. In fact tonight you're

y
going to laugh so
Sylver is not only the leading

g expert
hard your stomach is going to hurt, I gu

uarantee that. My name
is Marshall Sylver, I am a hypnotist and
d tonight we're going to
sleep together.
in the area of subconsciouss reprogramming; he is also a

recognised master of interpeersonal communication.
A hypnotist who has enterta

ained audiences on stage and
television, he is also a respeccted business consultant sought
This bothers me. This gentleman loo

oked more pleased with
that concept than you did, dear. I am in trouble. You had Ken
by Fortune 500 companies and

a the creator of the Number
One personal development program worldwide.
Varga, you had Nik Halik, you had Bob

B
Proctor, you have
Tommy Hopkins. These people are use
ed to lecturing in front
Marshall Sylver is a true Hyb

brid -- his production show
of groups of thousands and thousan

nds of people so how
blends sound effects, pyroteechnics and other special effects
about a big round of applause for the

e universe providing for
you such an intimate environment to have such an amazing
with hypnosis. Yet the moniiker that may best apply is that of
a teacher.
day? -- Yeah!
Absolutely. You've been working your butt off, you've been taking a lot of informaation in. Tonight is all about
entertainment, just like Ted said, tomo
orrow is all about education. In a moment I am go
oing to invite you to stand up,
come forward and fill up the chairs be
ehind me. Once the chairs are filled all additional subjects,
s
I don't blame you for
being an eager beaver that is a good th
hing.
Once the chairs on stage are filled, all

a additional subjects will simply line up directly be
ehind the chairs. Before we get
started I will tell you the people that are
a going to be the ones that join me on the platfo
orm. They will be the ones that
make the most money in the next 12 months because the exact same fears, the exact saame fears you need to face by
standing up and coming forward and doing
d
something you've never done before, are the exact same fears you've got to
face in order to start making money in real
r estate, on the internet, the stock market, whatevver it is.
So before we come forward, a couple of things you should know. During the 30 to 40 min
nutes we spend together you're
going to relax in the equivalent of ap
pproximately six to eight hours of night-time sleep
p. One hour of hypnotic sleep
equals approximately 10 hours of nigh
ht-time sleep. Yeah, I'll have you bouncing off the walls
w
by the time I've done with
you.
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Marshall Sylver
Secondly, I am going to tease you a bit and you're going to tease me back. We're going to celebrate life together. Even
though I am going to tease you I want you to know that this process I am about to give you is a very real and very
powerful process.
To be hypnotised requires two elements. Number 1 that you must be able to relax and number 2 that you must be able
to concentrate. So those of you that want to have fun take and put both your feet flat on the floor right where you're
seated. If you want to have fun put both your feet flat on the floor. You're probably not used to having fun with both your
feet flat on the floor, are you?
What I want you to do is to take your right hand and place your right hand directly in front of your face just like this. If
you've had a hard time figuring it out you just look at your neighbour, take the prompt.
Grab your right wrist with your left hand just like this. That's the only one you have left. What I want you to do is to relax
the tension from your right wrist, just let it go limp and loose like a handful of loose rubber bands, just like that. Perfect.
With that wrist relaxed I want you to shake your hand forwards and backwards just like this, just get it moving, forward
and backwards. That's the relaxation part. Here is the concentration part. While your hand goes forwards and backwards,
move your feet from side to side, just like that, both - go.
Now some people are a little worried when they join me on stage they will be embarrassed. Frankly, if you don't feel
stupid doing what you're doing now, you're not going to feel dumb up here either. You can stop now, dude, that was it,
yeah.
Here's what's going to happen: I am going to have some fun with you tonight. I will make you a promise so everybody
that joins me on the platform is going to walk away from their time with me feeling more empowered than they have
ever felt. Who in here, by the way, has seen me lecture before? You've seen me lecture before, you know what I am saying
is true. Am I right, Jerry? -- Yes.
Absolutely you're going to walk away from here being able to utilise all these powerful skills you've been learning all
day long. I promise you, even though we're going to have some fun, nobody on stage tonight is going to be hypnotised
to bark like a dog; not going to happen. Nobody on stage tonight is going to be hypnotised to cluck like a chicken, and
no-one on stage tonight will do a Rosie O'Donnell imitation. One guy is a piggy.
What is going to happen is we are absolutely going to celebrate life so if you are ready to relax I am certainly ready to
show you how. As you come forward each and every time we come out and do these events the stage gets filled quickly
so I will tell you, once the chairs are filled, once again, simply fill up the space behind the chairs. Remember your manners,
you should come forward if you're ready to relax, I am certainly ready to show you how.
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Marshall Sylver
On your marks, get set, go! Come on down and make them feel good! Come on down. Come on up, yeah, enjoy. Hey,
mate, I've got an idea, I am just going to hypnotise everybody to move their watches forward, okay. Everyone in the
whole world.
Okay, if you're on stage right now remain silent. If you're talking, you're not concentrating. If you're not concentrating
you won't have much fun with me. I am going to rearrange you a little bit to help you concentrate even more effectively.
Let's see what we've got.
Young man, will you stand up for me? I am going to have you stand over there, you're young and healthy. I am going to
have, let's see, put a lady right there, yes you. I want you - yes you - come out to the front for me. I am going to have you
sit down dead centre. Watch your step by the edge of the stage. Perfect.
I am going to have, let me see, I am going to have you two switch places, just change places, just trade places and
actually before we sit down I am going to have you move over there as well. Just move over to the side of the stage. I am
going to have you come round to the front Janet, and sit down right there. And I am going to have, let me see, the two of
you switch places, just trade seats. And that's how I want to do it.
If you're in the back what I would like you to do is the two of you switch places, just trade places for me. You, pretty
lady, Amanda, and everybody behind Amanda, this way, I want you to turn that way and face that wall. Sir, Rick, and all
the people behind Rick, I want you to turn and face the other wall so everybody is facing towards centre. If you are in the
middle, scoot in nice and close, a little closer. If you're close enough that you can place a hand on that chair in front of
you to balance go ahead and do so. If you're not in front of that chair it's okay, we are still going to take great care of you,
I promise.
Everybody place your feet flat on the floor. Place your hands down in your lap, your own lap. As you begin to relax and
concentrate do exactly as I say, I am going to take excellent care of you. Right now everybody breathe in deeply and
breath out. Breathe in a deep relaxation and everybody simply look at me now and do not look away, and just breathe in
deeply.
In a moment I am going to begin relaxing you step by step. As I do, simply concentrate. Hypnosis is an educational
process. What that means is absolutely anyone can be hypnotised, unless, you're an absolute moron, so just relax, let it
happen. Of course now you know what that means if you don't get hypnotised tonight, don't you?
Breathe in deeply. I would love to keep everybody up here, I have got very limited space, I can only keep a few folks on
stage. I am going to keep the folks up here who'll relax, have fun and just let it happen. Now that my butt's covered I will
continue.
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Marshall Sylver
Breathe out. Breathe in deeply, everybody. And now simply close your eyelids down tightly. Close your eyelids down
now and allow them to remain closed until I tell you to open them. In a moment I am going to begin relaxing step by
step. As I do there will never be a time when you will not be able to hear sounds in the room around you. You will always
be able to hear the sounds in the room around you unless I give you a direct suggestion otherwise and I don't intend to
do so.
Any sound you hear will allow you to now concentrate even more completely on the sound of my voice. You have two
minds with two ways of processing information. You have a conscious mind and you have a subconscious mind. Your
conscious mind is the mind that all of you are using right now to determine whether the information I am giving you will
work for you or not.
Your subconscious mind on the other hand is merely a computer, it is non-critical. It doesn't even have the ability to
make judgment. So all hypnosis is, is setting aside that critical factor and non-critically accepting suggestions. When you
learn how to do that you become more powerful and power is for use.
Now it's your show. I am going to give you 110 per cent of my energy, every ounce I've got to give away to help you
have good time. You can help this show along by remaining as quiet as possible during the next couple of minutes. You
are about to see a demonstration of the fastest hypnotic induction ever created so give the folks on stage a chance to
concentrate, just as you'd want to concentrate if you were up here.
After they have entered trance, that's a different story altogether. In fact the more you clap, the more you cheer, the
more you let them know exactly what you think about their response, the more fun all of us are going to have. So for the
next couple of minutes, please remain totally silent.
Each and every show subjects will go into trance right in the audience so if someone near you appears to be going to
sleep, don't grab them and shake them and wake them up. Do yourself a favour and give them a nice place to land. I
make you a promise, if the person who goes into trance is your husband, your wife, your date, you're in for a treat. For the
next couple of minutes please remain totally silent.
In a moment I am going to count from one to three. The moment I say the number 3 you'll open your eyes and look at
me. As I begin to relax you, do not leave the stage unless I specifically direct you to do so. For the safety of everyone
around you, do not leave the stage unless I specifically direct you to do so. As you begin to relax, you concentrate.
On the count of three open your eyes and look at me, one, two and three. Open your eyes, look at me now and simply
breathe in deeply. And now breathe out. Breathe in a deep relaxation and breathe out all of your old anxieties. Breathe in
peace and tranquility and breathe out all of your worldly concerns.
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Marshall Sylver
In a moment I am going to begin relaxing you step by step. In a moment I am going to begin counting backwards from
10 to one. As I do your eyelids will blink and close down. Simply allow them to do so. You can resist any time you wanted
to, that is not why you're here.
As I come backwards from 10 to one, your eyelids will blink and close down. As you continue to concentrate, you'll let
loose the muscles in your neck and your chin will drop against your chest. As you continue to concentrate you will let
loose the muscles in your body and relax against the person beside you. They are close, they will support you. Breathe in
deeply. Breathe out.
We continue. On number 10 each and every easy breath you take relaxes your body more and more. You are simply
letting go. Ten, nine - eyelids begin to blink now. Eyelids beginning to blink and close down. Simply let your eyelids go.
Ten, nine, eight - eyelids closing down now. Close your eyelids down tightly now and concentrate. I am relaxing the
muscles in your neck. Close your eyelids down now and allow them to remain closed until I tell you to open them.
Ten, nine, eight, seven - deeper and deeper relaxed with each and every easy breath you take. Eight, seven. On the next
number, number 6, allow the muscles in your neck to relax and your chin to now drop against your chest. The moment I
say the number 6, relax those neck muscles, your chin now drops against your chest. Seven, six. Relax your neck muscles
now, your chin drops against your chest. That is fine, you're concentrating perfectly.
In a moment I am going to continue relaxing you further. In a moment I am going to begin counting backwards from
five to one. The moment I say the number 5 in your mind's eye you'll see yourself at the top of a small set of stairs. As I say
number 4 and each additional number you'll move down those stairs relaxing more completely. At the bottom of the
stairs lies a comfortable bed and a relaxing pillow. The moment I say the number 1 you will sink down into that bed and
you'll rest your head upon that pillow. During this time if I reach out to touch you or move you, this will only serve to relax
you deeper.
Breathe in deeply. Breathe out. We continue. Number 5 at the top of those stairs, and the relaxing and letting go, as I
touch you let your body go, I've got you, safe and secure; as I touch you, let your body go to sleep, way down. Five,
calmly, easily and readily, as I touch you, let your body go, I've got you, you're safe ttssk - way down. Five, calmly, easily,
ttssk - way down. As I touch you let every muscle go, I've got you, ttssk. Way down.
Five, deeper and deeper relaxed, ttssk. Way down. Safe, protected, secure, ttssk, way down. Five, ttssk, four, calmly,
easily, I've got you, ttssk, way down. Five, four, ttssk, way down. Ttssk, way down. As if every muscle were made from a
handful of loose rubber bands, ttssk, way down. Five, ttssk, way down. Ttssk, way down. Five, ttssk, way down. Four, as I
touch you let every muscle go, I've got you. I've got you, ttssk way down. Five, calmly, easily and readily, five, four, deeper
and deeper relaxed, five, four. As I touch you let your body go. I've got you, I've got you. Ttssk, way down. Thats fine,
you're concentrating perfectly.
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Marshall Sylver
Five, four, three, two. On the next, on number 1 in your mind's eye sink down into that bed, rest your head upon that
pillow. The moment I say the number 1 allow your body to sink slowly, easily and safely into a more calm, peaceful and
comfortable position; three, two and one, waaaaaaaaaaaaay down. That's fine, you're concentrating perfectly.
In a moment I am going to continue relaxing you further. In a moment I am going to begin - in a moment I am going to
tell you to begin concentrating on one of your hands. As you do you may concentrate either on your right hand or your
left hand, it doesn't matter which. You will concentrate on a hand that is free and unencumbered. As you begin
concentrating on that hand, that hand will begin to feel light and relaxed. In fact the more you concentrate the lighter
that hand will become until it feels as if there is a giant bouquet of helium balloons attached to your wrist and your hand
will begin to rising and lifting, lifting and rising.
Allow your eyelids to remain closed. The more you concentrate, visualise, imagine, believe, the lighter that hand will
become. Allow your eyelids to remain closed and either begin or continue concentrating now.
As you do you become aware of many things. You become aware of a peaceful sensation going through your body. As
you concentrate you become aware of your calm and easy breathing. You become aware of the feeling of the material
beneath your fingertips and the floor beneath your fingertips and one of your fingers will now move slightly. It may be
your index finger, your middle finger or your thumb. One of your fingers will now move slightly and that hand begins to
feel light and relaxed, in fact so light it feels as if that hand will now begin rising and lifting, lifting and rising, relaxing
itself right off of your lap, right off of the chair, right off of the floor and now right into the air.
The more you concentrate, visualise, imagine, believe, the lighter that hand becomes and you're concentrating
perfectly. If your wrist is stuck, it feels as if additional balloons are being attached to your wrist causing your hand to
move further and further up, straight towards the ceiling; rising and lifting, lifting and rising, higher and higher with every
easy breath you take. Rising and lifting, lifting and rising.
In a moment I am going to say number 3, the moment I do those balloons expand to 1000 times their original size,
beginning to take you out of your chair, off of the floor, off of the ground, sending you straight into the air. The moment I
say the number 3, further and further up, number 3.
Rising and lifting, lifting and rising. Your feet are frozen to the stage, right, they're frozen to the stage. On the next
number, number 2, the balloons expand at 10,000 times their original size taking you straight out of your chair, right off
of the floor, sending you straight into the air. Three, two, rising and lifting, lifting and rising, you are concentrating
perfectly.
On the next number, number 1, the balloons expand to a million times their original size, moving further and further
and further up. Three, two and one. Rising and lifting, lifting and rising. In a moment I am going to count from one to
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Marshall Sylver
three. The moment I say the number 3, you'll open your eyes, you'll look at your hands and you'll see how well you have
concentrated. On the count of three you will open your eyes, you'll look at your hands and you'll see how well you've
concentrated.
One, two and three, open your eyes everybody, freeze, stay right where you are. Everybody stay right where you are
right now, freeze. We've got some excellent subjects. You are in for a dynamite show. Freeze everybody, stay right there.
Give these people a powerful round of applause. Make them feel good. Freeze everybody, stay right where you are.
I am going to give some of you numbers. If I give you a number I want you to stay on stage. If I do not give you a
number, it is not a reflection on you, I have got very limited space, yeah, I think I will keep you for sure, you're number 1.
Let me see, sir, you are number 2; you are number 3; you are number 4 right here. Sir, you are definitely number 5.
Young man, you are number 6, right there. You are number 7, you are number 8, you are number 9, you are number 10,
right here. You are number 11, right here Melanie. Let's see, you are number 12, right there in back.
If I gave you a number, right, you can sit in any chair. If I didn't give you a number it is no reflection on you, I have got
limited space, you may go back to your seats in the audience. Make everybody involved here feel good, give them a big
round of applause.
You can sit on any chair at all. Come right down to the front, sit down right there. You've got to go all the way down to
the end for me. All the way down, keep walking. Hey, keep that applause coming; it's not easy to get on stage in front of a
group strangers. Make them feel good.
In order to help you concentrate I am going to rearrange you a little bit. Let me see, young lady, stand up for me. I am
going to have you all the way down to that end seat and stand up for a moment, Raphael. I am going to have the two of
you switch places, just trade seats and I am going to have you two move down to one seat, just the two, Maurice and
Lauren move down one seat for me, why wait? I am going to put you right in there and that is how it is going to look,
awesome.
These are the subjects I am going to work with during this show as hypnosis is based upon positive reinforcement,
please give the subjects on stage a powerful round of applause; make them feel good.
Before I go on with the show, are you a designer, are you a clothing designer? I love the jacket, cool stuff. I grew up on a
farm in Michigan and I have nine brothers and sisters. We grew up in an environment with no running water, no
electricity, no phone, often a little, sometimes no, food. When you grow up in an environment like that you learn to take
care of each other. You realise that we are all in this thing called life together.
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Since these folks have trustingly got on stage I consider them, for the evening anyway, my family, because it is about
the same size as my family too. So, everybody to me a favour, I want you to stand up and I want you to move your chairs
straight backwards six inches for me so we have a little more space on the front of the stage. Perfect; right there. Oh,
that's a big six inches. Happy ladies in Los Angeles, okey, dokey. It's just a thought, just a thought.
Hello there. I am so glad you're here. You concentrated standing up, that's not easy to do. Tell everybody your name? - Amanda.
Amanda, where are you from? - - Los Angeles.
Fantastic. And who did you come to the event with? -- With my mom and my sister.
Where are Amanda's mom and sister, in the back, fantastic. Did they come up here on stage or did they send you up
here? Your mom came up, way to go mom. Way to go. I am going to take good care of you Amanda. Welcome, may I have
your hand, breathe in deeply pretty girl. Amanda, the moment I am going to relax you it is going to happen very quickly.
The moment I do your eyelids will close, your body will relax and every muscle will become as if it were made from a
handful of loose rubber bands. Breathe in deeply, ttssk. Here you are, stuck to the chair.
Don't get your hopes up, big guy. I just put her there for a moment. Bring your hand up, that looks bad. There we go.
What is your name? -- Carter.
Carter, where are you from? -- Los Angeles.
Los Angeles, welcome; glad you're here. Who did you come to the event with? -- Myself.
Awesome, glad you're here. Well Carter, what do you do for a living? I don't really give a darn what Carter does for a
living, I dont really care, I am just very glad he's here and right now I think he's fairly happy about it too. Mom, I'll take
care of your daughter, I promise you.
Hello Sir, what's your name? -- Dennis.
Welcome Dennis. Where are you from? -- From A Thousand Oaks.
Fantastic. Who are you here with? -- A friend of mine.
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Who is Dennis' friend? I would like to have an idea, in the audience, breathe in deeply. What do you do for a living
Dennis? You think they'd learn after a while, don't ya? You're next. I want to make one more switch here, let me see. Do
me a favour actually a couple more switches.
Maurice, wide awake friend. Switch seats, trade places; you two trade places for me and then you two trade places for
me. Awesome.
You look a little nervous? -- I am.
Yeah, who are you here with? -- My mom and my daddy and my brother.
Where is Janet's family? Right up front, way to go. You know, when I come to a seminar I always sit right up front
because that is where you learn the most. I am going to take good care of her. How old are you? -- I am 18.
Eighteen, good. Breathe in deeply pretty girl, look at me now. Say your name? -- Janet.
Janet. You know, sometimes Janet, I will meet somebody and they will just listen to the sound of my voice and as they
look into my eyes their body begins to relax, every muscle becomes limp and loose as if they were made from a handful
of loose rubber bands. Way down, Janet. Are you here dad? Are you okay if we are hypnotising your 18 year old
daughter? Okay. All I want to know is where were the dads like you when I was 18 years old, that's what I want to know.
It's warm up here; I dont blame you for taking your jacket off. What's your name? -- Jos.
Jos, I am glad you're here, welcome. Who are you here with? -- With my business partner and a couple of buddies from
work.
Those guys up the front? I am going to let you tell me, what is your business? -- Real estate and mortgages.
Fantastic, you are going to love the stuff I am going to teach you tomorrow morning. You are going to love it. Breathe in
deeply Jos. That's it, way down. Superstar number 1, right there. You know this guy is damn important, he has got two
cell phones on his waist, right there, so this is the money maker, I get that. He's the one.
Hello there Lauren, welcome, glad you're here. Are you a little nervous? -- A little bit.
Yeah, what makes you nervous, besides that, I mean? -- Being up on stage in front of a lot of people.
Way to go, way to get up here, way to face your fears and do it anyway. Who are you here with Lauren? -- Myself.
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I am glad, you're having to take great care of you, you look very beautiful tonight. Look at me, Lauren. Breathe in
deeply, pretty girl. Sleep, you are sat in the chair.
Hello sir, welcome. What 's your name? -- Maurice.
Maurice is going "Just get it over with man, just do it". Glad you're here. Who are you here with, friend? -- My girlfriend.
Where is your girlfriend, where is she? Right up front, fantastic. I am going to let you tell me, too, what do you do for a
living? -- I am in sales.
Fantastic, you're going to love what I teach you tomorrow morning. A little foggy right now and not quite sure what to
think, huh? Breathe in deeply, sit way down.
What is your name? Litania? Anything you want while I have your boyfriend in trance? I will get back to you, I'll come
back. Maybe a big old diamond ring. Hello sweetheart, what is your name? -- Renate.
Renate, where are you from? -- Ukraine.
Ukraine, I am very glad you're here. Who are you here with? -- Myself.
Welcome Renate. Breathe in deeply, ttssk you're stuck to the chair.
Hey brother, welcome, what's your name? -- Raphael.
You didn't pay enough for that Raphael. That guy's got some focus. "I am going places". Just didn't want to him to go
quite that deep, not yet.
Hello baby girl, what's your name? -- Melanie.
Melanie, where are you from? -- El Salvador.
Salvador, well we've got quite the collection of people from all over the world up here. I am glad you're here. Who are
you here with? -- My personal friend.
Which one is your friend? -- Isola.
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Isola, right up front. Well welcome, I'm glad you're here. There is something in the water in LA, I see. Everybody is
looking for their hypno-goodies.
What is your name? -- Erin.
Erin, I am glad you're here. Who are you here with? -- My friend Gloria.
Awesome, welcome to the show. Sleep, way down. Superstar number 2, right there, I guarantee it.
Hello there, how are you? -- Good.
You're more than good. You're really fine. What is your name? -- Rosa.
Rosa, I am glad you're here. Who are you here with? -- On my own.
On your own. Well I am going to take great care of you Rosa. Rosa, what I want you to do, we are going to do this a little
bit differently, I want you to look at me now and do not look away and trust me the pleasure is totally mine, here we go? - Yeah.
You know what? If I came in on this show right now I dont think I would know what they were doing. Well I would
know what some of them were doing actually. You should see the parties at my house. Everybody comes over at
7 o'clock, I hypnotise everyone, move their watches forward five hours, sprinkle them with a little bit of booze, bring them
out of trance and send them home. They think they've had a good time. "Marshall throws the best parties", "What
happened?" "I don't remember again".
In a moment I am going to count backwards from three to one. The moment I say the number 1 all of you will allow
your eyelids to remain closed and yet the moment I say the number 1 all of you will begin laughing hysterically as if you
have just remembered the punch line to the funniest joke you have ever heard.
The moment I say the number 1 you will begin laughing hysterically as if you have just remembered the punch line to
the funniest joke you have ever heard. Already the joke is beginning to enter your mind. You are beginning to smile,
you're beginning to giggle and feel good. The moment I say number 1, the joke hits you full force. You roar with laughter.
Three, two and one - the funniest joke you have ever heard in your entire life.
If I touch you on the forehead the joke becomes 10 times funnier. Ten times funnier. Twenty times funnier. One
hundred times funnier. One thousand times funnier. Funnier and funnier. This one's going to wet her pants. One billion
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times funnier. The joke is now leaving your mind. The moment I say number 1 you relax immediately. Three, two, one,
sleep. Now, way down.
Deeper and deeper, totally safe. There you go friend. Way down. In a moment I am going to count from one to three.
On the count of three all of you will open your eyes, feeling fantastic in every way. For the rest of the show every time I
desire to relax you I will simply say the words "sleep now". The moment I do your eyelids will close, your body will relax
and you will let go even more completely than you are right now. Where would he go?
You realise when I say the word "sleep" in the hypnotic sense I do not mean a sleep like you sleep at night, I mean an
extraordinary state of mental, physical and psychological relaxation. On the count of three all of you open your eyes,
feeling fantastic in every way. The person whose neck I am touching continue relaxing deeply right now. The person
whose neck I am touching continue relaxing deeply right now.
On the count of three the two gentlemen whose necks I just touched, you'll open your eyes along with everyone else.
Both of the gentlemen whose necks I have just touched for the rest of this show, every time you hear me say the word
"safety", every time I say the word "safety" you will leap out of your chair, you'll dive across the laps, the three or four laps
directly to your right, you'll lay across the laps of those three or four people directly to your right, you'll protect them from
harm's way. Because every time I say the word "safety" you'll become a human safety belt.
On the count of three all of you open your eyes. The person whose neck I am touching now and the person whose neck
I am touching now, on the count of three you two gentlemen will open your eyes along with everybody else. Every time I
say the word "safety" both of you will leap out of your chairs, dive across those three or four laps to your right, lay down
across their laps, every time I say "safety" to protect them from harm's way.
On the count of three open your eyes all of you, this thunderous round of applause is for you, one, two, three, wide
awake everybody. Make them feel good. Sit up, wide awake everybody, wide awake Maurice, wide awake young man,
Raphael. Wide awake Renate. Sit up my friend. You are quite adorable Lauren, just sit over that way for me.
Everybody sit back in your chairs. Put your feet flat on the floor. You know, when folks join me on stage I always watch
out for them and I always make sure I am watching out for their SAFETY, tssk, ttssk. Well don't grab his butt, what are you
doing? I don't blame you.
Wide awake Raphael. Wide awake. Your name is Raphael, right? Do you know this woman? Wide awake Jos; Jos, do
you know this woman? -- No.
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You do now; you do now. Have a seat. Right, Raphael, what the heck were you doing? You don't have a clue, do you?
You guys do that again, I will be worried about your SAFETY, ttssk, ttssk. I saw you grab - you were going for it, you were.
Wide awake Raphael. Wide awake Jos. Do you know this guy? -- No.
Laying right on top of him. He was laying on him? -- Yeah.
Sit down. Everybody place your feet flat on the floor. Sit down Raphael. Look at me now. Everybody breathe in deeply.
In a moment I am going to relax you. It happens very quick and just let it happen, everybody look at me now, breathe in
deeply and everybody simply sleep. Now, way down. Stuck to the chairs.
Don't make me work so hard, dude. Thank you? -- Yeah.
It is a tad warm up here. You know, this is my hobby. This is what I do for fun. I perform all over the world and in fact I
just today signed off on a contract to open up a fulltime show at Herod's Hotel & Casino on the strip in Las Vegas in their
main showroom. I am real excited about that? -- Yeah.
Itll be fun. Im real excited. I have the world's largest hypnotic production show and Im doing something kind of
unique. I tour all over the world for work; I do what I am going to do for you tomorrow morning. I teach people how to
use this thing here, not only to influence themselves to do what they need to do, also to influence other people.
Since I am on a platform about 250 days out of the year I won't be able to be on stage every single night at Herod's so I
am actually producing other hypnotists, putting them in the show that I have produced and created and so when I am
not there theyll be able to perform and when I want to go have fun I will just drop in and jump on stage myself and give
them the night off.
Hypnosis shows up in a lot of different ways. Sometimes it looks like the show that you're enjoying so much right now.
Sometimes it looks like what I am going to do for you tomorrow morning. Sometimes it looks really unusual. Recently I
was down in the Caribbean and I met a very beautiful Caribbean Queen and she was using hypnosis in something she
called voodoo.
In a moment I am going to count from one to three. The moment I say number 3 all of you will open your eyes. The
moment you do you'll see I hold in my hands a funny looking ugly little doll. Whatever the doll does you'll do. Whatever
the dolls feels you'll feel. On the count of three open your eyes, sit back in your chair. Whatever the doll does you'll do;
whatever the doll feels you'll feel. On the count of three open your eyes, sit back in your chair. All this applause if for you,
one, two three, wide awake everybody.
AUDIOVISUAL PLAYED
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On the count of three everyone just stand up, one, two, three. Stand up.
AUDIOVISUAL PLAYED
This is for the ladies; the guys aren't going to like it a bit. Everybody sit down in the chair. You're stuck into the chair,
everybody breathe in deeply and sleep, now. Way down.
Was she kissing him? Some guys have all the luck. There's a movie, Pretty Girl, you relax, way down, way down Jos, way
down Maurice.
If you in the audience are having fun say "Oh, yeah"? -- Oh, yeah.
Me too. In a moment I am going to count from one to three. On the count of three all of you will open your eyes feeling
fantastic in every way. For the rest of the show again, every time I say the words "sleep now" your eyelids close, your body
relaxes, you let go even more completely than you are right now. On the count of three open your eyes feeling fantastic
in every way. All this applause is for you: one, two three, wide awake everybody. Wide awake everybody.
Because of what I do for a hobby, for fun, because of what I do for a living and probably because I am a single guy, I get
asked one question more than any other question and that is, what is it like to date a hypnotist? So tonight I thought I
would show ya. CJ, could I have a little romantic music please?
AUDIO PLAYED
Did she grab my butt, is that what that was? I thought my underwear was binding up back there or something - it feels
like something just snapped. Life is good.
On the count of three all of you open your eyes. Some of you are a little surprised about where you are or who you have
been dancing with. He wasn't going to let him go either, did you see that? Hold onto him. Whos butt you just grabbed.
Sleep, way down.
On the count of three all of you open your eyes feeling fantastic in every way. All this applause is for you, one, two
three, wide away. What were you doing on the floor? You don't know, I understand. Lauren, are you married? -- No.
Good, that's a good thing. As I snap my fingers in front of the two of you, you remember who the heck you were just
dancing with.
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AUDIO PLAYED
As I samba across the floor both of you think the other guy was grabbing your butt while he was dancing with ya As you
samba across the floor you realise it was you that was grabbing the other guy's butt, you don't know why you did it, it just
felt right. As they samba across the stage both of you realise it was the woman seated beside you who grabbed your butt
and it felt good. They just laugh at everything, don't they?
Everybody look at me now. Sit back in your chairs. If you're having fun on stage put your hand up and say "Oh, yeah"? -Oh, yeah.
We are. Glad you're here. That would be the thing at the end of your arm there Dennis. Perfect. You can put it down
now. Perfect. Everybody look at me now, sit back in your chairs, breathe in deeply everybody. Look at me now and
breathe out. Breathe in deeply and sleep now, way down. Stuck to your chairs. Thank you.
Well done. Relax. Let the muscles relax. In a moment I am going to count from one to three and on the count of three all
of you are going to open your eyes feeling fantastic in every way. You have seen the mysterious side of hypnosis. You
have seen the romantic side, kind of. Now let's take a look at the hilarious side.
On the count of three all of you open your eyes feeling fantastic in every way. The person whose neck I am touching
now continue relaxing deeply. The person whose neck I am touching now continue relaxing deeply. The person whose
neck I am touching - actually just the two of you - the person whose neck I am touching now and the person whose neck I
am touching now, on the count of three both of you ladies will open your eyes. For the rest of the show every time you
hear me say the word "hypnotism" both of you will leap out of your chairs and scream a blood-curdling scream at the top
of your lungs. Every time I say the word "hypnotism" both of you will jump up and scream that scream again. Each time
you do the scream will get louder and longer than the time before but the funny thing is, every time you sit back down
on your chair, you will not remember having said anything.
If I ask you if you've said anything you'll look at me like I am crazy and say "No, I didn't say anything" and yet every time I
say the word "hypnotism" you'll jump up and scream that scream louder and longer than the time before.
On the count of three all of you open your eyes, feeling fantastic in every way. The person whose neck I am touching
now continue relaxing deeply. The person whose neck I am touching now, continue relaxing deeply. The person whose
neck I am touching now continue relaxing deeply.
On the count of three all three of your ladies will open your eyes. For the rest of the show every time you hear me say
the word "coyote" all three of you'll jump out of your chairs, you'll run back and forth in front of the other subjects on the
stage and the whole time you're running you'll yell "Beep, beep, beep, beep, beep, beep".
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Every time I say the word "coyote" all three of you will become the Road Runner. You'll jump out of your seat, you will
run back and forth in front of the other subjects and the whole time you're running you will yell "Beep, beep, beep, beep,
beep, beep".
now, the moment you open your eyes, the moment you hear me say the words - actually the moment I say the words
"Are we having fun?" the person whose neck I am touching, you'll leap out of your chair, you'll run down off the stage,
centre stage, you'll run up and down the centre aisle and the whole time you are running you'll yell "Hi ho Silver, Marshall
Sylver". All the time you're running you'll be riding your trusty black stallion, brrm, brrm, brrm. You will ride a stick horse
that's on the ground between your legs.
Every time I say the words "Are we having fun?" you'll grab that horse, you'll ride it just like a seven year old does, up
and down the centre aisle and the whole time you are running you'll yell "Hi ho Silver, Marshall Sylver".
The person whose neck I am touching, the moment you open your eyes Renate, when you hear me say the words
"Aren't you glad you came?" Renate you'll stand up from your chair, you'll walk to me and you'll give me the biggest,
nicest hug you've ever given anyone in your entire life. Every time you stand up and walk to me, you'll give me a hug
nicer than the one before. It's my show!
Every time I say the words "Aren't you glad you came?" you'll stand up and walk to me. Each time you hug me the hug
will get nicer and nicer and nicer.
now, the moment you open your eyes when you hear me say the word "Bug" you will see a giant bug on the stage in
front of you. Every time I say the word "Bug" you'll see a giant bug on the stage in front of you. The moment you see that
bug you'll begin smacking him with a giant fly swatter. Now that bug is big and he moves fast so you're going to smack
him fast or he'll try and bite your butt. Every time I say the word "Bug" you'll see that giant bug on the stage in front of
you.
The person whose neck I am touching now, the moment you open your eyes, Jos, you no longer speak the English
language. Raphael, the moment you open your eyes - sleep, way down, Lauren. Raphael, the moment you open your eyes
you do in fact speak the English language. You also speak Queblanese, in fact Raphael the moment you open your eyes
you are a Queblanese interpreter. How else did you think I was going to talk to Jos? When you hear Jos speaking
Queblanese it will make complete sense to you, you are a Queblanese interpreter. God Bless you.
On the count of three all of you open your eyes feeling fantastic in every way. Maurice, the moment you open your
eyes, my friend, the moment you hear me - the second you open your eyes actually you will immediately stand up from
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your seat and you'll immediately go back to your seat in the audience. Although you are an excellent subject, the
moment you open your eyes you'll stand up, leave the stage, go back to your seat because the moment you open your
eyes you'll think I am full of it. You will think this is a croc, you think this is baloney, everybody is faking it. I'm full of BS. If I
attempt to talk you out of leaving the stage, Maurice, you're not afraid to tell me what you think of my show.
Funny thing is though, Maurice, when you go back to your seat in the audience, when you hear me say the words
"ladies and gentlemen" you'll immediately stand up from your seat in the audience and you'll yell at the top of your lungs
"Hey, shut up stupid". You do not like the way I say the words "ladies and gentlemen". In fact every time I say "ladies and
gentlemen" you'll get more and more angry with me until you come back to the stage to pick a fight.
The first time I say "ladies and gentlemen" you'll jump up and yell "Hey, shut up stupid". The second time you'll jump up
and yell "Hey, I told you to shut up". The third and fourth time will be more than you can bear Maurice. You will leap out
of your chair in the audience; you'll come all the way back up here to the stage just to kick my butt. That's not funny.
On the count of three all of you open your eyes feeling fantastic in every way. The second you open your eyes Maurice
you'll immediately stand up, leave the stage, go back to your seat in the audience. On the count of three open your eyes,
all of you. This thunderous round of applause is for the subjects, one, two three, wide awake everybody? -- Yeah.
Make them feel good. Make them feel real good. Then this is a demonstration of HYPNOTISM? -- Scream.
Sit down ladies. I knew they had good lungs. Renate, did you say something? Lauren, did you say something? -- No.
I'm sure you said something. This is HYPNOTISM? -- Screams.
Wide awake ladies, sit down. Lauren, did you say something? -- No I did not.
Did you say something? You know what it sounded like, it sounded like a couple of baby COYOTES, coyotes, coyotes,
coyotes. Come here, wide awake. Wide awake, what are you doing? -- I was -----
I don't know, sit down. What were you doing? -- I don't know.
I'll tell you what you were doing; you guys were running around like a couple of COYOTES. Wide awake ladies. What are
you doing, Amanda? -- I don't know.
I don't know either. Sit down. BUG, whoa, get a big bug, get a big bug he's over here, get him, he's over here. You got it.
You got it. Yeah, sit down. I want to know, ARE WE HAVING FUN? -- Yeah. "Marshall Sylver, Marshall Sylver. Hi ho Silver,
woo hoo. Hi ho Silver, Marshall Sylver".
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Wide awake. Wide awake, wide awake. Wide awake. You're wide awake? -- Whuuum hoooo. Whuu. Whuu.
On the count of three you're wide awake, one, two, three. I didn't say you lost your legs, I said you were wide awake.
Come here. Come here. What is your first name again? What is your first name? Give me your hand. Ricardo, Ricardo what
are you doing? You don't have a clue, do you? What is that Ricardo, what is that? -- A moth.
A moth, okay. Go sit down. Go sit down. Hey, AREN'T YOU GLAD YOU CAME? -- Yeah. I gave the wrong name. I got the
names backwards. That's okay with me though if it was. I am glad I came. This is HYPNOTISM? -- Screams.
They sound like COYOTES. I see a BUG and I want to know, ARE WE HAVING FUN? Wide awake Erin, wide awake? -Marshall Sylver. Marshall Sylver. Hi Ho Silver, Marshall Sylver.
Wide awake Ricardo, you're wide awake. You're wide awake. Your legs work just fine Ricardo. Stand up. Come here,
Ricardo. Come here. You can clap for them, it's okay, it doesn't hurt them? -- Wuuuu.
Ricardo, what in the world is that in your hand? -- I think it's a window cleaner.
It's a window cleaner, good. Sit down. I've met everybody up here, I have not met you though, what is your name? -Me. Me.
What's that ? -- Hey.
You speak that language? -- Yeah.
Good. You mean to say, Raphael, ask him if he will stay up and join us centre stage? -- Queblanese,
I am so glad you're here - come over here, come here. Do me a favour, ask him - first of all say "thank you for being
here"? -- Quenblanese response.
What did he say? -- He says "Yes".
Yeah, pretty good. Face the audience for me. Do me a favour, ask him, "how did he get to our planet?"? -- Queblanese
response.
What did he say, how did he get here? -- At 7.45
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At 7.45, that's this close to being a 747. Cool, man. Ask him, "how was the weather on his planet when he left"? -Queblanese response.
What did he say, how was the weather? -- He said it was 'chillin'.
'Chillin', is that hot or cold, what is that, 'chillin'? -- Queblanese response.
What did he say? -- That was good; there was a lot of sun.
A lot of sun, good, good, good. Do me a favour; ask him "what does he look for in a woman on his planet? -- Queblanese
response.
Oh, yeah, like we really need an interpreter. I am not going to make you say - how many of you want to hear though? -Yeah.
What does he look for in a woman? -- Big boobs -----
Never mind, that's enough. You're a good interpreter. Ask him, Raphael, ask him what does he do for fun on his planet?
-- Queblanese response.
What did he say, what does he do for fun? -- Queblanese. MySpace.
Wooooooooo! Cool. I am so glad you're here. Do me a favour, ask Jos if he will go back and sit down in his chair? -Queblanese response.
And daba daba yourself then too. Do me a favour, translate two more words for me Raphael, from English to
Queblanese, translate the words "sleep now"? -- Queblanese response.
Raphael, sleep. Way down. You're still not quite sure what to think, are you? It's weird stuff. I am going to explain it all
tomorrow.
I love people. I love people. This whole process is a process of education. Some people think that weak people respond
and in fact it's the opposite. Intelligent people respond because it is an educational process. Tomorrow morning I am
going to show you how you do everything that I've done tonight. I am going to show you how you're actually doing it to
yourself already and either it's working for you or it's working against you and I am just so glad you're here because the
promoters of this conference are a phenomenal group of people. I love them so much and I am so grateful to be part of
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this and it is really fun for us as speakers to have an opportunity to be able to look at an audience and actually see every
single face that's in the place.
It's unusual for every single person, it's on the roster this weekend and it's a neat thing for us and I am just glad you're
here and from the depths of my heart I want to say to all of you, LADIES AND GENTLEMEN ----- ? -- Shut up stupid.
What's up? By the way laughter is a release of tension. Tomorrow morning I am going to talk to you about it and I mean
going to teach you that funny means money and when you can make people laugh, you can actually - you'll be more
influential. Seriously, LADIES AND GENTLEMEN -----? -- Shut up, stupid.
Maurice, why are you yelling at me? You don't like me. I might have just screwed up. Why did I pick the biggest guy on
stage for this? I am a moron. I should have picked the Queblar, I could have took the Queblar. CJ, come here, please.
Thank you, sir, I appreciate it. I love you. Good luck CJ. CJ is thinking "I don't get paid enough for this part of the gig.
I'd like all of you to meet the producer of my show, my great friend, one of my closest friends in the world, CJ Williams? - Yeah.
He is a big guy. He is definitely thinking "I don't get paid enough for this". You want to hear the funny part? He doesn't
get paid at all. He just thinks he gets paid. He's hypnotised. If I was telepathic right now I'd be thinking "I'm going to let
him go past me Marshall, I am just going to let him get you tonight". Can he be mean sometimes? Is he a tough guy
sometimes? You're not saying anything. I realised when I was giving that suggestion, you're really going "oh, no, dont do
it". You didn't exactly stop me though, did you?
Say that again? Hopefully I'll know the right command at the right time. I bet you do. Ooooh. What do you mean, "say it
again". Gee, thanks a lot - say it again. Say, "we want to see hypno-blood, say it again". Okay. Here we go, just for you
because you're so sweet. Folks, I have created a monster. LADIES AND GENTLEMEN, LADIES AND GENTLEMEN ----- ? -Shut up, stupid.
Make me. LADIES AND GENTLEMEN, LADIES AND GENTLEMEN, LADIES AND GENTLEMEN - sleep, way down. Do you
have a camera, a digital camera? Bring your digital camera up. Yeah, well equipped. I've got a great photo for you. As I
move you, you relax. Come here, come here, hurry, hurry.
AUDIO PLAYED
Shut up your own self, Maurice. You wimp. I wouldn't say that if his eyes were open. He just doesn't look so darn mean
on the floor like that. So now, anything you want. What would you like? Nothing? Okay.
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On the count of three all of you open your eyes feeling fantastic in every way. Some of you a little surprised about
where you are. On the count of three open your eyes, all this applause is for you. Next time you hear me say or see the
words "sleep now" your eyelids close and your body relaxes.
One, two, three, wide awake everybody. Hi Maurice. In a moment I am going to count from one to three. On the count
of three all of you open your eyes. All of the effects of the show will be completely removed. The only effects that will
remain will be the effects of confidence, motivation and high self-esteem in your life.
Tonight when you sleep you will sleep peacefully and easily the moment you desire to do so. When you awaken in the
morning you will awaken refreshed and revitalised, eager to face the challenges of your day. All night tonight, in fact for
the next couple of weeks, all of you will have an overwhelming desire to pick up the phone, call every last one of your
friends and tell them what a fantastic hypnotist Marshall Sylver is.
What? You too! Tonight when we get in bed, if you get in bed tonight with someone that you love, tonight you'll have
more physical energy than you have ever had in your entire lifetime. Tonight, Maurice, you'll be the God or Luuurrrrrrv.
You're welcome girlfriend. Yes, you may be happy now, dont be calling me at 4 am asking how to turn him off. You just
hang on for the ride cowgirl, Whuuuuuuuuuuuuuuuuuu!.
I am Vegas and I have been there for a long time. I've had a home there since 1994 and I have been on almost every
single main stage in all of the show rooms there. I was performing at a place called The Stratosphere one time and I - the
big tower down there - and I gave some guy the suggestion to be the God of Love and his wife was seated right up front
along with another couple. When I made him the God of Love the wife went "Oh, no!" and the other couple started
laughing hysterically.
I said "Ma'am, what's wrong"?", she said "We're sharing the room with this couple". I said "That's what you get for being
so cheap".
On the count of three all of you open your eyes feeling fantastic in every way. On the count of three all of you open your
eyes feeling fantastic in every way. Jos, Raphael, the moment you guys open your eyes, as soon as I leave the stage the
two of you will walk directly to the back doors to our exit. The two of you will, for about five minutes, be the official
goodwill ambassadors for the Marshall Sylver program. You will remind everybody to get here early in the morning,
remind everybody to invite their friends, remind everybody that we've got a most amazing weekend for you.
For those five minutes you are the goodwill ambassadors for the Marshall Sylver program for our wealth weekend. For
those five minutes the two of you will speak only Queblanese. After five minutes it will just wear off. If there's a bunch of
people standing around you you'll look at them and wonder what the heck are they looking at. You will just go about
your night. You'll be back here bright and early in the morning to have the most amazing turning point weekend.
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On the count of three open your eyes, all of you. This thunderous round of applause is for you, the subjects. One, two,
three, wide awake everybody. Everybody stand up. Everybody stand up. Take a deep bow for your adoring fans and a
thunderous round of applause as you make your way back to your seats in the audience. Make them feel good? -- Yeah.
Watch your step, pretty girl. You watch your step. My pleasure. My pleasure, nice to see you. My pleasure. You have a
great - my pleasure - God bless you. My name is Marshall Sylver. I have had an awesome night. Tomorrow I am going to
teach you how to use everything that I've just done in the real world.
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MoneyMasters
FEATURING
MARSHALL
SYLVER
Marshall Sylver
MARSHALL SYLVER: Thank you, that's a good start. That
MEET MARSHAL SYLVE

ER
makes me wanna give to ya. That make

es me wanna give more,
Harnessing the power of thee human
thank you. Welcome. Have a seat. By a show

s
of hands, who
mind has been an obsession

n for
wants more money, put 'em up, say "Oh

h yeah"? -- Oh yeah.
Marshall Sylver since youth.. Today,

Sylver is not only the leading
g expert
A couple of your hands did not go up

p. You tell us what
you're doing, I will be your best studentt, I promise you. By a
show of hands, who in this room would
d like to lose a pound or
two this morning? Put 'em up and say, "Oh yeah"? -- Oh, yeah.
in the area of subconsciouss reprogramming; he is also a

recognised master of interpeersonal communication.
A hypnotist who has enterta

ained audiences on stage and
television, he is also a respeccted business consultant sought
by Fortune 500 companies and
a the creator of the Number
If you're having a hard time getting th

hat heavy sucker up,
One personal development program worldwide.
have the person beside you help you lifft it in the air. By a show
of hands, who in this room would like to become a non-
Marshall Sylver is a true Hyb

brid -- his production show
s "Oh, yeah". Or just

smoker this morning? Put 'em up and say,
blends sound effects, pyroteechnics and other special effects
hack, I'll find ya, I will.
with hypnosis. Yet the moniiker that may best apply is that of
a teacher.
Who would like more passion in their in

ntimate personal relationship? Put 'em up and say "O
Oh, yeah"? -- Oh, yeah.
If you came here with somebody, their hand went up and yours did not - you should be paying attention. By a show of
hands, who in here is single and would love to create an awesome, passionate relationship?? -- Put 'em up and say, "Oh,
yeah".
Keep 'em up for a second. Look aroun

nd the room; see if there is anything you might be intterested in. You got a market.
Who thinks this morning I may try to se
ell you something? -- Oh, yeah.
n going to try to sell you anything. I am going to se

ell you something this
I will not let you down. Actually I am not
morning. I am going to sell you on takin
ng charge of your life in ways you never have. I am going to sell you on doing the
things you know you need to do anywaay. I am going to sell you on going to places that use
ed to be frightening and yet are
going to be very effective for you. I am going to sell you on being the person you were born
n to be in the first place.
In addition I've got tens of thousands of dollars in cash, free training materials, free prograams to give away. Who wants
to win? Put 'em up and say "Oh, yeah"? -- Oh, yeah.
Keep your hand up for a second. Keep

p it up for a moment. If your hand is not up right now
w and you win I will not give
you anything. I mean that, I am not jokiing. If this is too much energy for you to put out on your
y
own behalf; if this is too
much work for you, your life is guarante
eed to suck. Guaranteed, got your hand down.
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Marshall Sylver
I want to give you as much as I can in the short amount of time that we have together. As Ted mentioned, last night was
all about entertainment, having some fun. Who had a - who was here last night? Who was not here last night? If you
weren't here put your hand up, last night. You are the first people that I bring on stage to hypnotise to dance naked, so,
so glad you volunteered. Very - oh, you were here last night, great. What's my tattoo? Just joking.
Hi. What is your name? -- Elena.
Elena. Elena. I am going to do some hypnosis this morning. It is going to be a little different than what I did last night. It
won't be for entertainment, it will be how we apply this powerful, powerful process of influence in the business world.
How many of you would love to be so powerful in your communication you are almost irresistible? Put 'em way high? -Oh, yeah.
Oh, Maurice. Litania, how was your night? Moving along. You don't look like you got a whole lot of sleep Litania. That's a
good thing. Last night when I was giving Maurice that suggestion to be the God of Love I saw a couple of people in the
audience were nudging their spouses going "Tony, you get up there right now, you get up there",
How many of you want to get as much as you possibly can from our time together? Put 'em way up? -- Oh, yeah.
Here's what I want you to do, I want you to - the sign says I am one minute overtime right now. Do you want me to get
off stage? -- No.
That's what it's telling me. It's telling me I am one minute overtime right now. Man! I must have been hypnotised. It
seems like it went really fast. Security has been notified, finish now. Damn, you guys are hard core here? -- Yeah.
I got some - you guys breathe in deeply. If you want to get as much as you possibly can pay no attention to the signs at
the front, thats what I say. What I want you do to though, is take a fresh piece of paper and across the very top of that
piece of paper I want you to write these words "TAKE ACTION NOW". That is the name of our conversation, Take Action
Now.
I was born and raised - by the way I want you to take as many notes as you can because by taking notes right now you
will automatically increase your retention levels from 500 per cent, five times over because not only are you hearing it,
you're also feeling it as you write it. As you write it you see it so you involve all those sense and it makes a more profound
impact upon your subconscious mind.
I am going to talk about the reason that is so powerful for you and the reason you want that to occur. A lot of times I will
go out and I'll lecture and I'll see couples will come to the seminar and one of them takes all the notes and the other one
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doesn't. And while thats okay, I mean, you do whatever you need to do, whatever works for you, my experience has been
the one that takes the notes always increases their retention level. They always utilise the information more effectively.
They always get more out of it and they end up getting richer, smarter and better looking and then they have no time for
the sorry-butted person that didn't take notes, so - you do whatever you want to do, it's - I'd take notes. You dont have to
listen to me. I'm just a happy, healthy, well-adjusted multimillionaire.
I was born and raised on a farm in Michigan and we had no running water, we had no electricity, we had no phone. I
have nine siblings, 10 kids in my family. Often we had little, sometimes no food. Our first home got condemned and we
were kicked out in the cold Michigan winter and the community, knowing that we were so bad off, they created a place
for us to live. They converted a chicken coop. Now the chicken coop had electricity, had running water and it keeps us
warm. I lived there for three years. Living in the chicken coop didn't really affect me much; it was a - good thing.
You know when you grow up under those humble circumstances with so many challenges going on you get a really
strong foundation of things and a real great appreciation for how life can be. But don't cry for me now Argentina, it's not
that way any more, trust me.
My main residence is a 12,000 square foot mansion in Las Vegas. How many of you would love to have a 12,000 square
foot mansion? I say be very careful what you ask for. I lived in the house for six months before I found a bathroom I didn't
even know I had. I walked through a door in the garage, I thought it went right to the outside and there was a full
bathroom behind the door. Whoa.
My second home, my vacation home is down in San Diego. I drove up from San Diego yesterday afternoon and it is a
$12 million beach house right on the water in San Diego. This is my San Diego beach house. How many of you think that
you could be inspired to create a whole lot more if you were living in a $12 million home? Put 'em high? -- Oh, yeah.
This is the view out my back door every evening as the sun is setting. No kidding, it's awesome. I am very grateful. Every
day I am grateful for that. I made a movie this past year. The movie is called "Tranced" and it is a movie that while you
watch it, it hypnotises you to experience what the lead character on the screen is experiencing so when she feels hot, you
feel hot; when she's cold, you snuggle up against your date; when she has an orgasm, you have an orgasm.
I think people are going to come repeatedly, I do. I think they're going to come the first time and be too freaked out to
get hypnotised. I think once they see how much fun the people that got hypnotised had and how wonderful that
experience was, I think they will come back again and say "I wanna do this" and then once they do it I think they'll come
back and say, bring their friends and say "Come and watch me get hypnotised".
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Where are the 12 subjects that I had on the platform? I see some of you. Put your hands high. Am I 100 per cent right
that that was the most amazing experience to you? Was that wonderful, Raphael? You guys were funny. Where's Jos?
Where's Jos? He's not here yet, okay? -- He's back on his planet. He's back on his planet, thank you darling. He's so cute.
I remember the first time I got hypnotised, I was 16 years old and it was the weirdest thing. The hypnotist, I was 16 years
old, was at my high school. He gave me a suggestion that when he said the words "sonny boy" I would stand from my
seat in the audience, I would walk back to the stage, I would fall on my butt, I would roll my pant legs up above my own
knees, I'd climb on his lap and put my thumb in my mouth and I'd say "Sing it again daddy".
And I was a really shy kid. I was really shy. I had some real social issues. I'd go back to my seat in the audience and I am
thinking "There's no way in the world I am going to embarrass myself like that, I am not doing that", and yet the weirdest
thing happened. He says the words "sonny boy" and I feel like a magnet's pulling me back to the stage. The whole time I
am going back to the stage I mean thinking "I don't have to do this", right? Same thing you guys were feeling last night
except you were doing it. And I'm doing it and I'm thinking "This is crazy", roll up the pant legs, climb on his lap "Sing it
again daddy".
I went home that night and I thought to myself, Was I actually hypnotised or was I just doing what the hypnotist told
me to do. I thought, Well what if he had told me to be a non-smoker and I just did it because he told me to. What if he
told me to go out and lose weight and just because he told me to do it I said "Okay, I'll go do it". What if he told me to go
out and be a multimillionaire, and because he told me I could, I believed that I would. In that moment I realised that if
that was hypnosis, which it is, then this is a very powerful, powerful, powerful, process.
I want you to understand that not believing in something doesn't make it cease to exist. It exists anyway. You don't
have to believe in a Mack truck for it to mow you down. It exists. Last night when I was doing my show I know that stuff is
very hard to believe and yet I offer a $10,000 reward to anybody who can prove that I pay anybody to come on stage. I
don't need to, there's no point.
This process has been around forever. It shows up in a lot of different forms and today we're going to dissect and make
it make sense. So I am going to give you a layman's definite of hypnosis. I want you to write this down. Layman's
definition: ONE PERSON SAYS SOMETHING, ANOTHER PERSON BELIEVES IT TO BE TRUE, and then more importantly, ACTS
UPON IT AS IF IT IS TRUE.
I will say it again, yes. ONE PERSON SAYS SOMETHING; ANOTHER PERSON BELIEVES IT TO BE TRUE, AND THEN ACTS
UPON IT AS IF IT IS TRUE. That's hypnosis.
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Anybody in here ever gone to other seminars, bought other books and tapes. Anybody in here ever done that some
other time and found them ineffective or even worse, you didn't even listen to them? Anybody ever had that experience?
Put 'em high? I get it. I understand.
Here is the distinction between what normally happens and what is going to happen this morning. I don't teach
anything. I program. I get it to the point where you don't really have a choice. You start taking those new actions because
they're you.
I have a question though. I've got limited time with you this morning. I've got two other events actually that I'm
teaching at here in Los Angeles this weekend and because I've only got limited time I want you to get as much as you
possibly can from our time together.
I know for the great majority of you in this room this is the beginning of a long-term relationship, lifetime relationship
with me, because when I go out and lecture that is what happens. I know there may be a few of you, for whatever
circumstance, may not begin that lifetime relationship with me and especially for you, I want to make sure you get as
much as you can. So my question is, who in here would prefer I was honest rather than gentle? How many of you would
prefer I was honest rather than gentle? Meaning, how many of you prefer I cut to the chase, didn't pussyfoot around,
didn't try to be kind and get in there; I spoke right to the truth to you immediately? How many of you are willing to let me
do that this morning?
Here is a fact: 1800 people registered for this seminar; 1800 people. There was a mix up, there was a challenge with the
registration system. I understand that. Except you guys got here. Here's what I know: surf is really good in front of my
house right now. Surf's really good on the beach and that's where a lot of people from LA are. Or they're mowing their
lawn, they're relaxing, they're having fun, watching the tube, sleeping in. They didn't get up to get here.
Eighteen hundred people registered. How many of you realise that is just like real life though? Just like real life. Ninetyfive per cent of the population is led around by their noses by the other five per cent. Did you know that 95 per cent of all
the wealth on the planet is controlled by five per cent of the population?
Half of all the money on the planet is controlled by one per cent of the population. How many of you think that's a
pretty groovy thing? Well it is if you're part of the five per cent or the one per cent. It's an awesome thing.
This morning we're going to figure out what those five per-centers and those one per-centers are doing that are
completely different than what other people do.
I will tell you one of the things that happens is that people that get what they want always are willing - write this down TO FAIL FORWARD FAST. I remember growing up, very poor and thinking, I used to resent wealthy people big-time. I
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used to resent them. I'd look at them and I'd think "How could your life be so good and I am struggling so much here?"
You know, "You guys are going on vacations and we didn't even eat last night" and I know what it's like to look at
somebody else and pray that they have your interests at heart.
I know what it is like to sit in a seminar room like this and pray that the guy on the platform is sincere and not just trying
to separate you from your money, but they genuinely want to help you take your life to another level. I get that. I also
realise there has to be a point in our life where we start doing things dramatically differently. Where we start trusting
people and saying "You know what, if not him now, who, when?" because that is the bottom line.
I had the great opportunity to have dinner with Sir Richard Branson a couple of months ago. Who here knows who Sir
Richard Branson is? Founder of the Virgin brand. If you get a chance read his autobiography, it's called "Losing my
Virginity".
For anybody in here who is a small business person, an entrepreneur, he is the classic entrepreneur and the real deal, an
awesome guy. Sir Richard Branson just donated, pledged, $3 billion to help combat global warming. I, for one, am very
grateful to Sir Richard Branson. Thank you. Thank you.
I had dinner with Sir Richard Branson and it had been on my list of things I wanted to do for a long time. When I left
dinner though I was very uneasy. I was irritated. I didn't sleep for three days straight. What bothered me were a few
things that he had said. He had said, he looked me square in the eye and sincerely said "I wish I had your confidence. Oh,
the things I could do if I had your confidence". And I am looking at a multibillionaire.
He told me that he was admittedly dyslexic and I am watching him and I'm going "Okay". I left and I realised Branson is
in his mid-50's. I am in my early 40's and I realised that as much as I like to deny it, I am old. I am old. I don't know about
you guys any more. I am stuck. My brain is wrapped around being 21 years old. I don't - cannot grasp the fact that I am
not 21 anymore. I keep thinking I have lots of time left to get what I need to get done, done. Anybody else had that same
experience? Anybody else in here, you say to yourself "I've got plenty of time" when the truth is you don't have plenty of
time. How many of you realise that?
You're old. I mean that, and the challenge is you dont think you are. You kind of grunted when I said that. How old are
you? -- Me?
Yes? - - Twenty-two.
Twenty-two. Okay, you're just a little old. I still feel 21 though. One-third of you in this room will not change your life
one iota no matter how great we teach you, no matter what content we give you. One-third of you in this room will not
do anything differently after this weekend that you did before this weekend.
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How many of you agree that's probably true? Put 'em way high. Do me a favour, look at the person on your right, just
notice who is seated there. Just look over. Look at the person on your left. Do they look fairly motivated? Then you're the
one.
I want you to get angry this morning. I want you to get frustrated this morning. I want you to get so moved emotionally
that you start taking dramatic steps in your life. Not baby steps, big steps. Steps that you cannot fail. You must move
forward on.
Years ago in an effort to become a multimillionaire I found myself $200,000 in debt so every possession I have - and I
still owe $200,000 more. I was attempting to go bankrupt except I couldn't find anybody that would help me go bankrupt
without having to pay 'em up front. You have to pay money to go bankrupt.
Instead I went out and borrowed an additional $50,000. Fred Smith, the founder of FedEx said "you borrow a little bit of
money, you have creditors; you borrow a lot of money, you have partners". You have people that are vested in your
success.
I borrowed an additional $50,000 and in approximately two months went from being approximately $250,000 in debt
to having two million liquid in the bank. How many of you think I am very glad I borrowed that additional $50,000? -- Oh,
yeah.
Part of the challenge that occurs for people is people think, how many of you would agree, most people are so messed
up around money that they may never get out of it? Ted mentioned it on the platform; you were taught most things you
know about money from some really screwed up people, your parents. And unless your parents are financially smart,
unless your parents get it, unless they're able to provide a lot, it doesn't mean they are not great people, just around
finance they don't get it.
Hey, what if you took a kid, from the time it was born until it was eight years old and you said to that kid "You dirty,
rotten, good-for-nothing; you'll never amount to anything. You were a mistake, we wish we had never had you, you are
going to be a criminal, and youre going to be in gaol, nobody's life will be better because you're here". How many of you
believe if you took that kid from the time he was born until he was 8 years old and you spoke to that child that way, and
then never spoke to that child way again for life, you would still massively scar that human being. How many of you
believe that? You would.
Hey, I am sorry to say, there are people that had that experience growing up. There are people that had worse growing
up. Physical abuse, sexual abuse, every kind of abuse. That was my dad. My dad was not a kind person, he was an angry
man. I'd call my dad on the phone to say hello to him and he'd say "You little S-O-B, why are you calling me?" I'd say
"Goodbye Dad". He'd say "You little M-F-er, don't ever call me again" and he didn't use the acronyms, he said it outright.
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I heard a couple of people kind of laugh, let a giggle out. I know you don't think that's funny. I know what that laughter
was, I mentioned it last night. That laughter was a release of tension from your own experience, I get that. For any of you
that are dealing with any kind of pain, any kind of suffering, anything going on in your life, I want you to understand this
and I want you to write this down. HURT PEOPLE HURT PEOPLE.
When people are in pain they inflict pain on other people. You know, it was really hard - it was really hard as a child to
understand that that wasn't about me, that was about my dad. I saw Alec Baldwin got angry at his daughter and said
some pretty mean things and when I heard it I was going "I don't really understand how mean that is", I mean, he's upset,
yeah, I understand that and yeah, there's this thing with his ex-wife and - the bottom line though is, gosh, people handle
more than that every single day.
Well it's not appropriate; he should certainly be more of an adult about it. Gosh there's a lot worse programming going
on that nobody is paying attention to and we're only paying attention because he's a celebrity and we want to see that
he's more screwed up than we are.
HURT PEOPLE HURT PEOPLE. People go through divorce, it sucks. It's not fun. People go through heartbreak with
people that they love, people that let them down. The fact is though that's programming, that's what we're here to talk
about this morning.
What if you took that exact same child from the time it was born until it was 8 years old, 7, 8, years old and you said to
that kid "You are a gift from God. As you grow up you will do great things. Everything you touch will turn to silver and
Stirling my boy, all the lives that you come in contact with will be better because of you and of all of the things I have
done in my life, you're the thing I am most proud of". How many of you believe that boy grows up dramatically
differently? -- Oh, yeah.
He does. He does. I don't have any kids yet. I do like to practice a lot though so, if anybody would like to fill out an
application just - big discount today! Sir, stay right where you are, please. Scaring me. That's one fear I don't really want to
face actually.
That person was my mom. That person there that said "Anything you want to do you can do", she used to tell me when I
was growing up - she used to drive me to all my shows when I was a kid, she used to make my costumes for me. She
would tell me "Marshall as you grow up you're going to do great things, you're going to be rich, you're going to be
famous and then you're going to take care of me". Yeah, exactly.
When I was a kid I worked hard my whole life and I realised one of the things that put me where I am today is that when
I was a child I saw my mother cry because we had no food. And while I didn't totally comprehend what the tears were for,
at 7 years old I made up my mind that whatever was causing my mother to cry I was going to handle for her, forever.
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I don't have any kids yet. The one thing I am most proud of right now in my life is that for the last 20 years I have
provided for my mother. My mother doesn't have to work. I realise you're not clapping for me, you're clapping for the
concept. How many of you would love to be able to take care of the people that you love? And thats the thing, that's the
thing and here's the challenge though.
I make this movie, it's called "Tranced", it hypnotises you and one of the things that - well the lead character's name is
Sterling Wynns. I thought about Sterling, he's a multibillionaire philanthropist, he gives away money, he helps people in
business and when I was thinking about where Sterling would live, I said "He'd live in a mansion at the top of a hill
somewhere".
Well there is a mansion in the Hollywood hills, very top, highest point in the Hollywood hills that was originally built for
the Sultan of Brunei. A 25,000 square foot mansion, some of the most beautiful finishes I have ever seen and so we filmed
there for the movie. I thought "What kind of a car would Sterling drive or be driven in?" I thought not a Mercedes; I mean I
own some Mercedes Benz, I think they are phenomenal cars, I love my Benz. I drove one of them up from San Diego
yesterday.
I thought, "No, Sterling would be a little more over the top. He would probably drive the brand new Rolls Royce
Phantom, the brand new Rolls Royce Phantom which is like this". I thought "That's what Sterling would drive". How many
of you have seen it on the street? It's got the big suicide doors on the back, $350,000 vehicle.
One of the things that I'm certain of is that any guy that drives a $350,000 vehicle is compensating for some
shortcoming, they just are. I just - I could not grasp the concept of buying a $350,000 vehicle. Do me a favour, write this
down everybody: COMMUNICATION EQUALS WEALTH. COMMUNICATION EQUALS WEALTH.
There is only two ways that you communicate: internally and externally. Internal communication is called
programming. It is the 1500 words per minute that are going through your brain even as I speak, telling you who you are
and who you aren't, what you can be, what you can do, what you can have. Those 1500 words per minute determine your
reality, what you think is real.
External communication is called influence. Write it down. INTERNAL PROGRAMMING, EXTERNAL INFLUENCE.
Everything that you want that you don't have you're going to get from other people. Everything that you want that you
don't have, you're going to have to influence somebody else to want to give it to you. We'll talk more about influence in a
moment.
Right now I want you to understand programming. When I made my movie, because I was the executive producer,
because I wrote the script and I was paying the bills; when we leased this Rolls Royce for 10 days I was the one that was
driving it. Im not letting anybody else drive this car, it is on my ticket, it's my Rolls Royce for these 10 days, I'm driving it.
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So I remember the first day I drove off the set back to the hotel. I am driving in this $350,000 car and I am thinking
"What a piece of crap. Why would anybody buy this tank? This is stupid". I'm driving in the car, it doesn't handle well, I'm
paranoid about hitting anything. Go to the hotel.
I get to the hotel and I ask the guy, I said "I've got a leased $350,000 car outside; I would rather not park it in the parking
lot. Do you have any place safe?" He says "Yeah you can park it right in front of the front door". Oh, I learned my first perk
about having a $350,000 automobile. I parked right in front of the front door, he says "I'll keep an eye on it all night", give
him the keys of course.
Next day, coming back from the set and I'm going, "Well, it's not horrible; it drives okay, its okay". Third day I'm driving
back from the set; I pulled up at a Stop light and beside me pull up four very cute, 20-something women. They pulled up
in the car beside me and they're beeping the horn and they're waving at me and they're signalling for me to roll down
the window so I'm thinking "Yeah, I bet you girls think the car looks good too, yeah".
I rolled the window down and I said "Good evening ladies, how can I help you?" They said "Excuse me, excuse me, do
you have any grey poupon. I said "As a matter of fact I do, I've prepared myself for this moment". Two weeks later I
bought a brand new Rolls Royce Phantom, that's how it is.
How many of you believe nobody needs a $350,000 car to get them from point A to point B? Some of you believe that.
You must have never driven a $350,000 car because once you drive it you must have it.
I want you to write this down: ALL BUYING DECISIONS ARE BASED FIRST ON EMOTION AND THEN BACKED UP WITH
LOGIC. You guys are going to love this stuff I am giving you this morning. You're going to be so hungry for this
information; you're going to want more and more and more. I'll say it again, yes. ALL BUYING DECISIONS ARE BASED
FIRST ON EMOTION AND THEN BACKED UP WITH LOGIC.
Now for the sake of our discussion I want to define a couple of things.
Number 1, a buying decision. It doesn't necessarily have to be you buying a car or buying a house or a piece of
jewellery. It could be you buying into not doing drugs. When I was 17 years old I became a cocaine addict and I remained
a cocaine addict for the next six years until I was 23 years old.
I remember one day I was watching a sunrise that I didn't want to watch again, playing Yahtzee or Scrabble or some
mindless game that was to waste time because I was so wired I couldn't sleep and I made up my mind, I decided this
wasn't going to be my life. If nothing else, I wasn't going to tell my son "Do as daddy says not as daddy does". I was going
to take charge right then and so I walked to the bathroom and I dumped all the cocaine down the toilet.
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My girlfriend was living with me at the time. She's screaming "What are you doing?" I said "I'm saving our lives". She
moved out two weeks later because we didn't have anything in common any more. I lost all of my friends because that's
all we did was party together and when I said "Not in my home, not around me" they said "Then don't hang out with us",
okay.
Called up everybody that ever sold me drugs, I said "You ever sell me drugs again I will turn you in to the police". How
many of you think that that will dry up your connections real fast. I want you to write this down; it's called BURNING THE
BOAT. Burning. Warriors of many old time cultures would put their possessions, their wives, their kids all on a boat, sail to
where they would do battle, unload the ship and then burn the boat so they could not retreat.
I realise what it's like to sit in here. How many of you realise you will not get rich working for somebody else? You know
that. Write this down: THOSE THAT THINK, GOVERN THOSE THAT LABOUR. My job is to make you smarter. My job is to
make you think more. Guess what happens if you're a really good worker? You get more work. What's that?
Your co-workers hate you, I'm so glad you said that, because it is so true, isn't it? You do the very thing you think you
need to do to advance and people just keep clawing you. Did you know that when Mexican crabbers - people down in
Mexico go out and hunt for crab, they go out to fish the crab out of the ocean - did you know that when they take the
barrels, if they put two crabs in the barrel they don't need to put a lid on there anymore because when one starts to climb
out - am I right? - the other one will reach up and pull it right back down.
Kind of like humans, isn't it? Relationships are kind of like scales. When one side starts to grow the other side has an
option of either growing with them or more times than not, reaching up, grabbing, pulling down. I remember when I
stopped doing drugs, every time I'd hang out with any of my friends, they would all say; "Come on, just one line, it won't
hurt you" and I'm thinking "Why, why would you tempt me? I've made up my mind I don't want this anymore". It's
because they didn't want to see me succeed and them fail.
I bet you told some people you were coming to a seminar and they went "Ohhh, you're going to a seminar. Don't let
them sell you anything" as if you buying something was bad for your economy or the world's economy. Write this down:
THOSE THAT ARE AFRAID TO BUY ARE ALWAYS AFRAID TO SELL.
When a person has a fear that buying something lessens their position, they project that same fear out when they go to
sell something. In other words they think they're getting the best of somebody because they thought somebody got the
best of them when they bought. Does that make sense to you? Write this down: EVERY SINGLE THOUGHT HAS A
PHYSICAL RESPONSE.
Every single thought you think has a physical response. It is impossible for you to think a thought without telegraphing
it to the outside world. Now, here's the thing, if every thought has a physical response, every physical response creates a
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chain reaction in the outside world. As I speak to you - I lecture all the time all over the world and because I travel a lot I
really have gotten frustrated with commercial flying.
Anybody else understand what Im talking about? I appreciate our security; we have to have it now. It's not a question;
it's just an aggravation still. I remember when you used to be able to go up to the airport and I know you know what Im
talking about, get there 15 minutes before your flight, zip through security, get on a plane and be okay. Now, minimum,
you've got to get there an hour and a half early and that's if you're flights on time; usually it's delayed anyway.
My house at the beach, if I have to go to the commercial airport I get in my car, I drive about 40 minutes to get to the
commercial airport because the commercial airports are more spread out. There aren't as many of them as there are
private airports. I drive to the commercial airport, 45 minutes minimum drive time; park my car, get on the shuttle,15
minutes later; an hour to get to the airport. Stand in line to check my bags, another half an hour; stand in security,
another hour and a half; get on the plane. Maybe it takes off on time, maybe it's a 20, 30 minute delay which it usually is.
When I get off the plane I've got to go to the baggage carousel, got to stand there and wait for my bags and it's always
the last bag, always. Anybody else always get the last bag? My brother! It's awful, so you've got to stop and figure that's
three and a half to four hours one way. Round trip, that's seven to eight hours. That's a full day.
I bought my house in San Diego, my vacation home, for a bunch of reasons. One of the reasons is it's 15 minutes from
my mom's home. I have had my main residence in Vegas for a long time and I realised that my mom's getting older and if
I didn't make the time now to spend some time with her and the rest of my family, what is the point in living? And so I
bought the house because it was close to her.
I bought it also because it is seven minutes away from a private airfield and now what I do when I have to travel and I'm
not driving I drove up from San Diego this trip. When I'm flying though, I drive from my home to the airfield. I don't just
drive to the parking lot, I drive right up to my jet. I park my car beside the plane. My pilot takes my bags out of my trunk,
puts them on the plane while I step onto the plane, sit down and am then handed immediately my favourite beverage.
This is within 15 minutes from my doorstep I'm in the air; 15 minutes. I just saved three hours and 45 minutes, one way,
double that.
This is the look of a guy who has not flown commercially for two years. This is the look of a guy that is quite happy to
not deal with the stress. This is the look of a guy whose tray table was down on takeoff and landing. How many of you
think that you could have a little less stress if you didn't have to deal with all that other stuff? Put 'em up nice and high.
Except, I'm reading your body language, I know what you're thinking, "Oh, it's easy for you to say rich hypno man.
You're not living my life; you don't know how hard it is for me". I did it, I know what it's like to resent wealthy people. I
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want to tell you. I don't tell you about my mansions, I don't tell you about my Rolls Royce, I don't tell you about flying in
private jets to impress you with me. Trust me, I am already plenty impressed with me.
I tell you all this at the beginning of our time together because I want you to get a real fact. I am an ordinary man. I am
not more special than anybody in this room, in fact, when I was growing up I was told I was special and I was put in
special class. They thought I was mentally retarded and in first and part of second grade I was in special education classes.
I'm a high school dropout. I dropped out of high school because my family needed to eat. My mom was working three
jobs to try and get ahead and I didn't want to see her killing herself that way so I dropped out of high school one quarter
into the first year.
Do we have anybody in high school in here? Finish high school. Of everything in my life I would do differently I would
finish it just to have finished it. I went to the counsellor and I said "I am dropping out of high school", he said "Marshall
you cannot drop out, it will ruin your life". I said "I've been offered a $50,000 a year job", he said "Are they hiring?"
I am not smarter than anybody in this room I promise you; there are people way smarter than me in this room. I am not
more creative than anybody in this room. I certainly don't work as hard as most of you work. I am not better looking - I am
not smarter than anyone in this room, and I am certainly more humble, yes I am. I want you to get this, I am an ordinary
man, I am not special. Anything I can do you can do way more of.
That is what happened for me when I sat down with Richard Branson. I looked at him and he says he's dyslexic, he says
he wishes he had my confidence and I am looking at this multibillionaire and my brain had to say me, "What's the
difference here?" and I realised what the difference was. He faced fears. He did the things that other people were
unwilling to do. He kept coming back again and again to the table and saying "I am not satisfied". He kept doing what
other people wouldn't. Now that I have your attention I say to you "good morning"? -- Good morning.
Yeah, that's your cue. I say "Who would like to eat fire? Eighteen inches of mouth-searing, teeth-melting, permanently
scarring flame. No takers? One taker. Way to go. Here we go, watch. Well, don't bother then. No, no, no, no, I meant it. If
it's that much work, don't bother. Man. I don't need it, trust me. I got plenty.
Those of you that were clapping, if you'd clap and run around the room it would sound like everybody was doing it,
that would be great but why in the world would a guy who is going to teach me how to make money, eat fire at the
beginning of his presentation? I realise that the same emotion that inhibited all except one person from volunteering to
eat fire is the same emotion that stops you from getting what you want. What emotion would that be? -- Fear.
Sure, fear of what? Fear of melting your teeth clean out of your mouth. Fear of singeing the nose hairs right out of your
nose. Fear that maybe I had a full beard when I started doing this stuff, which actually I did. You know, fear rears its ugly
head in a lot of different ways. Sometimes fear looks like procrastination. You know, I'll go to the next seminar that comes
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into town. Sometimes fear looks like complacency: hey, I'm making 30, 40, 50,000 a year, six figures, why rock the boat?
Sometimes fear looks like being catatonic: you know what you need to do and you just can't get yourself to do it.
Hey if you dont have what you want right now in any area, there is only two reasons and I want you to write these
down. Only two reasons you wouldn't have exactly what you want right now. Number 1, YOU DON'T KNOW WHAT TO
DO. Nobody has given you the blueprint, the example.
I teach a two-day program called The Turning Point, I teach it all over the country. I personally teach it 10 times a
year. One hundred per cent of the program I teach 10 times a year. I also have trainers that teach it so it is all over the
country. At that program I teach you the specific what's you need to do. Here's the challenge though, if you dont have
what you want, it's for one of two reasons, either you don't know what to do - how many of you in here believe it is
possible for you to be a multimillionaire? How many of you believe that there are probably a million ways for you to be a
multimillionaire?
Here's the big question: how many of you believe you probably already have the knowledge of what you need to do to
because a multimillionaire? You do, I promise you, you do.
Man, it would be the other reason, wouldn't it? You know what you need to do; you just can't get yourself to do it
consistently. Write it down, I want you to get this point because it's - I'll repeat it - it stops you from being a victim - YOU
KNOW WHAT YOU NEED TO DO, YOU JUST CAN'T GET YOURSELF TO DO IT CONSISTENTLY.
Who here wants to lose a pound or two, put 'em high? Let me help you out, let me give you a strategy after decades of
research; write this down: EAT LESS, MOVE MORE. Duh. Who here said they wanted to be a non-smoker, put 'em up high
and be sincere about it. I want to help somebody today. Okay.
Let me help you all, write this down: QUIT PUTTING THAT THING IN YOUR MOUTH AND LIGHTING IT. Duh. Except, here's
the challenge, you're a smoker, therefore you smoke. What's your name? Again? -- Marilyn.
Marilyn. Here's the challenge Marilyn, you are a smoker. How much do you smoke? Three cigarettes a day. How much
do you smoke? Ten, 12 cigarettes a day. You weren't born a smoker, were you? No, you had to force yourself to be a
smoker. Anybody here smoked and then stopped, anybody done that? It wasn't easy, was it? You smoked so much you
got so good at smoking it was hard to stop except your first cigarette probably made you sick. My first cigarette - I
smoked and I puked all over everything. It was right around the time when the Exorcist came out and my mom thought I
was possessed. I didn't tell her I was smoking.
My body kept telling me, you keep smoking; you'll get good at it. I kept practising smoking so I could smoke and walk,
hey. I got so good at smoking that I couldn't stop for a while and you know what's so funny, I've been rich and I've been
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broke and I've been rich and I've been broke and I've been rich, this is my third fortune and I'll explain the reason for that.
I went through a divorce and in fact I was just stupid the first time, I thought it was going to last forever.
How many of you would like to be so good at making money you couldn't stop it if you wanted to? How many of you
would like it no matter what hiccup came in, no matter what set-back came in, you'd make money again; put 'em way
high? I want you to get that. If you took all the money on the planet today and you divided it evenly amongst all the
people, within five year it will be right back in the same hands again; do you believe that? -- Yes.
How many of you agree with that, put 'em way high. Here's the key then. At The Turning Point I teach a process called
P-N-D, psycho-neuro-duplication. What does that mean? In layman's terms it means "when you think what someone
thinks and you do what they do, you will produce a similar result". There's no way to stop it.
When you think what a slender, fit, person thinks, and you do what they do, you'll be healthier. Governor
Schwarzenegger says - and I love this quote - he says "I don't understand how people cannot work out every day.
Working out is breathing". Do you get that? His concept of a day would not be a day unless he worked out, whereas other
people say "Oh, my God, I can't get to the gym, it's too much work, I've got too much to do". He says "No, that's the first
thing I do".
Do you believe that millionaires think differently than paupers? How many of you agree with that? Good. Let me
explain something about millionaires. They got up early on a Saturday morning and they came to a conference with no
certain outcome. They said "No, I'm going. I am going to fight traffic, I am going to roll out of bed on my day off and I'm
going to be here". That's you.
For the sake of our discussion I want to define what a millionaire is. A millionaire for the sake of our discussion is anyone
earning $1 million a year joyfully. Are you guys okay with that definition? -- Yeah.
And I want to define "joyfully". I am on a platform; I don't need to be here. If 100 per cent of you stood up, went to the
back, signed up for The Turning Point it would not change my life one iota. You can only drive one car at a time. I really
don't need any more homes. I probably spend 10 days a month between my two houses, the rest of the time I'm here, I
am in a hotel room because this is my life. I've got a really big reason for being here and it's got nothing to do with money
and I will explain it to you in a moment.
How many of you think though last night I was having more fun than anyone in the room? I was. You guys cracked me
up. You especially. I just love people and I love our experience. I love to be able to interact and play and laugh and dream
with other human beings. So a millionaire is anybody who is joyfully creating a $1 million a year. It doesn't even have to
be passively. Even I didn't have to work, which I don't, I'd still be here.
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Conversely, I want to call a pauper anybody who is not making a $1 million a year joyfully. How many of you are excited
about that definition? I didn't think so, because that makes you a pauper, doesn't it? I want you to get angry and I want
you to admit it, that's the first step in transformation, saying "You're right".
The first step in transformation, when I saw Richard Branson I was going "What is wrong with you Marshall?" I realise
what's wrong with me, I've got a lot of really bad millionaire habits. I've got a lot of really bad habits that made me a
multimillionaire that are stopping me from being a multibillionaire. Does that make sense to you?
Years ago I was searching for Kraft Macaroni Cheese money in the couch. Anybody can relate to that emotion? Top
Ramen runs a real close second in your life during those times. I was getting kicked out my apartment for non-payment of
rent and I was the manager of this little apartment complex. I couldn't even pay the discounted rent.
My truck was broken down because I didn't want to buy a new truck, I said "Oh, I can't afford the payment", except the
funny thing was I was making payments on my truck every month anyway just to repair it. The difference was I didn't
have a vehicle while it was being repaired whereas if I had just bought a new truck, even a used new truck, and had made
the monthly payment, I would have had dependable transportation.
I woke up one morning and I said "This isn't my life. I am not living this way anymore. This is not me. They changed
babies at birth, something happened here. I am supposed to me in a wealthy family. I am a multimillionaire whose money
has not yet been deposited in my bank account".
Now think about this for a second, friends. On the day I was born in that condemned home, on the day I was searching
for Kraft Macaroni Cheese money and today I am the same guy. So I guess it's true, I was a multimillionaire on the day that
I was born, even though the money had not been deposited in my bank account yet. Hmm.
When you think what someone thinks and you do what they do, you will produce a similar result. Think about this for a
second. When I think what a millionaire thinks and I do what they do, money will flow to me. How many of you take out
your own trash? How many of you do your own laundry? How many of you when you're at home, make your own meals?
You are doing minimum wage work. As long as you fill your days up with enough minimum wage activities you cannot
be a millionaire, it is not possible.
Write this down: AVOID M-W-A's - minimum wage activities. AVOID MINIMUM WAGE ACTIVITIES. I have house managers
on my properties. When I spend time in my home, when I get there, I walk through the door, my house is spotless. The
refrigerator is stocked. My clothes are back from the dry cleaner out of the bags with the tags clipped off. The toilet paper
is folded back in that little triangle, I love that thing.
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How many of you think if you weren't doing all those kinds of things you might have more time to focus on making
bigger bucks, put 'em high? When you attend The Turning Point I am going to start showing you how to start
eliminating MWA's so you can start focusing on what is the highest and best use of your time. One of the things I am
going to tell you to do is get a maid, even part-time, even if it's one day a week, even if it's a couple of hours, to get rid of
that stress.
I see some women in here right now are nudging their husband and they're saying "We're going to this seminar". Some
of the guys are thinking to themselves, right now "This guy sucks". How many of you gentlemen would gladly get your
wife a maid if she's the one that takes care of the home if you got more - more? How many of you ladies would gladly
give your man more and more if he got you some help in the house, put 'em way high? No kidding. Take note, sir, take
note.
How do we make that transition? That is the question, how do we start moving in that direction and I want you to write
this question down: WHAT IS THE HIGHEST AND BEST USE OF MY TIME? Because that has got to be the question. What is
the highest and best use of my time?
I realise it may be a struggle to start moving toward these things and yet you must. Three things you need to create
anything you want in your life, anything, it doesn't matter what it is; whether it's a new job, a new relationship, fire eating,
whatever it is.
Three things: number 1, SELF-MASTERY. You've got to master your own mind. Every thought you think, you choose.
Nobody else put it there. Every belief you hold, everything that's true for you, you chose.
Write this down: WHAT YOU BELIEVE TO BE TRUE IS TRUE FOR YOU, nothing else. Write it down. What you believe to be
true is true for you. How many of you believe that this morning can be the beginning of the life you've been seeking
forever, put 'em high? Of course it can. And until you decide that it won't happen. You make that choice.
I know what it feels like to sit in a seminar room like this. I was in one 20 years ago, 23 years old sitting in front in the
seminar, same thoughts I have been talking about all morning. There was a guy on the platform, I kept praying, I prayed
he's sincere, I prayed he really means what he's says, I pray this works because nothing had worked before that. I had
gone through eight jobs and eight apartments in two years.
Self-mastery is understanding now what you believe to be true is true for you. SELF-MASTERY, write this down, IS
UNDERSTANDING WHAT YOU FOCUS ON EXPANDS. What you focus on expands. Some people focus on the negative stuff
in life and they keep getting more and they wonder "How come this keeps happening to me?" because that is all you talk
about.
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Stuff happens. I was married, I went through a divorce. I'm not fond of divorce, it wasn't fun. I did love my wife, that's
the reason I got married. I remember I was in Court with my ex-wife and our attorneys and the Judge was up on his Judge
thing and he was saying "Marshall's soon-to-be ex-wife is a model and an actress and as she ages her ability to make
money will diminish because she is an actress".
Actors, it can work the other way, actresses often make less and he said "Marshall, on the other hand, we take all of his
money, right now, today, and within one year he would have all of it back and then some, he'd multiply it".
And I'm looking at the Judge while he's saying this and I'm thinking, "I am going to hypnotise your butt, I'm going to
have you dancing naked on your Judge thing" and that's exactly what happened. Well, no, he didn't dance naked. How
many of you have ever been through a divorce? Anybody ever played the game "Cashflow", Robert Kiyoski's game? You
play Cashflow, if you made money and then you get the divorce card, how much of your money do you lose? -- All of it.
Who said "half"? You've never been married. All of it. You lose all of it. And your spouse doesn't even get it. Your ex
doesn't even get the money. The attorneys get all the money so I lost all the money.
I told you my first fortune I made millions, I thought it would keep coming. I frittered it away. My second fortune I made
millions, I got divorced. When I went through my divorce I was $1 point million dollars in debt. Sell everything you own
and after having made millions of dollars, I sold 1.5 million more.
Donald Trump, Donald Trump at one point in his career was $900 million in debt. I lectured with Donald Trump. We've
got a book coming out where we cooperate and Donald says that he was walking down the street one day and he saw a
homeless guy on the street and he realised that that guy was worth $900 million more than he was. That didn't stop him,
did it?
Write this down: WE DO WHO WE ARE. We do who we are. Donald Trump is a billionaire. That is his identity, that's his
program, that's his belief. So even when he was worth 900 million below zero, when he owed that much money, he said
"No, I'm not done". So the question I have for you is, who are you? Are you a multimillionaire whose money has not yet
been deposited in your bank account? You'd better be. Are you a fat person trying to lose weight or are you a skinny
person with a few extra pounds? Because what happens when you start changing your identity of who you are, the
things you to do become obvious.
When you start looking at your life and saying "No, this is not me. I don't do that. I might have made a mistake; I might
have got off track for a day. I am not getting off track tomorrow". I told you, a third of you will never change your life, I
don't care how many seminars you go to. You'll go and you'll go to free programs, you'll never put it on the line and say
"Hold it, now's the time. I am getting old, I need to do something different".
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Write this down: REALITY IS CREATED BY VALIDATION. The greater the validation, the greater the reality. The greater the
validation, the greater the reality. What if I were to tell you that in addition to all of the surprises I have for you this
morning, the cash giveaways, the product giveaways, all the stuff youve been reading, what if I were to tell you that I
have a couple of friends in Vegas who gave me a white tiger. I can't tell you what their names are, come on. What if I were
to tell you that I brought that tiger here to surprise you this morning? -- Wu hooo. Yeah.
In that moment, in that moment I say that you are faced with a decision. The decision is simple. You don't know me very
well so not much validation, do you believe me or do you say "Oh, yeah, right buddy". What if, during the course of my
talk with you, you heard the rumble of a heavy metal object roll outside that back door and you heard a "roar". In that
moment you'd be faced with a decision. He said tiger, I heard tiger, tiger. Or you'd say "Isn't that clever, Mr Sylver has the
sound effect of a tiger outside the door".
How many of you own cats? How many of you have cats, big cats, little cats? I have a little cat too; his name is Sir
Gandolph the Wizard. I call him Gee Whiz for short, not for what he does. A cat will, and I don't care what size they are, a
cat will not enter a space it does not look into first. A cat will walk into a box, an open room, a door; it will walk right to the
door and will stop right before it. It will put one paw inside and then look around, before they come in.
Dogs are totally different. Dogs are totally dumb. Dogs are totally - bam! Right into the sliding glass door. Don't get me
wrong, I love dogs and cats too, they're just different, that's all. Dogs and cats are kind of like men and women, arent
they? We're the dogs. Where's that leg? I can't believe that came out. I travel a lot.
What if, during the course of my conversation with you, you saw the back door open and you saw a tiger head peer into
the room? In that moment you'd be faced with a decision. Said tiger, heard tiger, tiger head. Or you'd say "Isnt that
clever, Mr Sylver has a puppet tiger head in the back of the room".
What if, upon my command, Sartori, which is the name of my tiger, walks through that door, walks upon this centre
aisle, jumps up on this stage and looks right at you sir, in your red shirt, and licks her lips? Because that red shirt you're
wearing is the exact same colour of the meat I feed her every day and she hasn't eaten yet.
How many of you would realise there was a tiger in this room? Some of you would not. Here's the funniest thing, there
would be a couple of people in this room who would go "Wow, nice hologram, good trick". I kid you not. How do I know
that for sure? Because there are people that come to this program, sit in these seats, look at me or Geoff Cowler who you
guys are going to have the pleasure of listening to next, he's going to talk about pre-fore closures - how many think now
is a great time for pre-foreclosures? Oh, gosh, yes.
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You hear the stories from Nik and Ken, Bob and everybody who has been out here, we tell you the stories, we tell you
what we've been able to create and yet some people look at us and go "Yeah, well you did it but I don't think I can". Does
not compute, does not compute, does not compute.
I don't get it. I love my family so much. I have nine brothers and sisters. Ten kids in my family. If you took all their love
and you put it together and you multiplied it by 10, it wouldn't come close to my wealth. I don't get it. I am not smarter
than they are. I know I'm not. I don't work harder than they do. My brother has just retired from the post office, for the
past 45 years he has worked 60 to 80 hours every single week. Forty-five years, they forced his retirement because of
stress. I get it. Huh.
I'm at my beach house. There's an 800 bottle of wine cellar. There is a big, huge home theatre, great place. Also on the
beach side there is a fire pit and so we're out in front of this big, beautiful beach house, my brothers and I, and we're
drinking $700 a bottle wine. Do not let anybody tell you it's all the same, it is not. It is not even what it costs, it's how it
tastes.
So we're sitting there and I know they would never have the opportunity to have this unless I was hanging out with
them so we're drinking the wine and we're having a good time and we're watching the waves, watching the fire and
they're talking. One of my brothers works for UCSD, down in San Diego, he works for the College system and my one
brother who worked for the post office said, "Yeah, they're forcing my retirement but I have one full year of sick leave and
one full year of vacation time that they still have to pay me for; two full years they've got to pay me before I'm retired".
My other brother says "Yeah, I've got six months of vacation time and I've got three months of sick leave" they still have
to pay me all those months. And I'm sitting there and I'm thinking "I don't have any vacation time; I don't have any sick
leave, but look at my freaking house".
Those that think govern those that labour. There's got to be a point where you make that transition. There's got to be a
point where you start risking on you. How many of you are really grateful that Mentor Magazine and Money Masters
invited me to be here at this event? How many of you are? -- Yeah.
Thank you. Thank you. Me too. I am really glad. I have a two-day program; it's called The Turning Point. I teach it 10
times a year. If the program were totally free how many of you would clear two days of your time to come and be at the
program; put 'em way high?
How many of you if you had paid a million dollars for this weekend would be taking better notes? Yeah, you would be.
You'd be paying better attention, wouldn't you? Not a chance in hell The Turning Point is going to be free, not going to
happen. How many of you believe people pay more attention when they're at stake? I know that, and I know that. I'm
going to give you a way actually to come to The Turning Point. I am going to make it a brain dead decision. I am going
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to better than money back guarantee it, and I am going to make it so valuable to you that you'll definitely want to stand
up, walk to the back and get registered.
How many of you, if I brought in here another Rolls Royce; image if somebody gave me another Rolls Royce. I dont
need another car. My first Rolls Royce is so big I cannot even keep it at my beach house; I have to keep it in the Vegas
mansion. It is so long it won't fit in the garage at the beach house; 19 feet long this car is.
What if I was to bring another one in here, somebody gave it to me, I don't want it, I am going to sell it to the first
person who has $5000. Who wants to buy it, put your hand up? If your hand is not up you are not an investor. I mean that.
You don't understand. Write this down: MONEY IS MATH.
Some of you are thinking "Well I don't want a Rolls Royce". I don't care. It's worth $350,000. Buy it and then sell it? -Yeah.
And I want you to get that. You will not get real estate; you will not understand how to make money in real estate as
long as you're still looking at houses saying "Well, I could never live there". That's not the point. Somebody else would.
You're going to make money in ugly properties, you're going to make money in distressed properties, and youre going
to make money in properties nobody appears to want because that is where the money is. Right now especially.
Some of you are going "Well I don't have $5000, Marshall". Ooohh, borrow it. If in fact somebody had a 350,000 - did you
know that Steve Wynn went and just built a $2 billion hotel in Las Vegas? He didn't have the money when he built the
hotel. Write this down: WE MILLIONAIRES AND BILLIONAIRES NEVER ASK HOW MUCH DOES IT COST? We dont care. We
ask "How much can it make us?" That's what a millionaire and a billionaire says "How much can it make us?"
Hey, The Turning Point sells for $3000. If all The Turning Point did was made you 10 times more confident, how
many of you believe that would certainly be worth $3000; put 'em way high, I want to see it?
How many of you believe that most people aren't as confident as they deserve to be? You know why? You were
programmed badly as a kid. Your mom, your dad said "Dont show off in front of the other kids, don't try to pretend
you're better than they are, and dont embarrass them by being too good." Can you imagine Tiger Woods' father
speaking to him that way? "Tiger, don't show off today, don't beat 'em too bad". Heck no. Not happening.
Most people - I think it was a glorious day for fools when modesty became a virtue. I want you to understand, there's a
difference between cockiness and confidence. Confidence allows for greatness in other people. I don't talk to you about
all my wealth or anything that I've done and all the great experiences I've had to tell you how great I am. I haven't even
come close to my potential. I am embarrassed to have dinner with Richard Branson. I am more confident than he is. I
know I am.
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Because there are some distinctions I needed to let go of. I realised I was wrong when I was younger, I am not a
multimillionaire, I am a multibillionaire whose money has not yet been deposited in my bank account. Except I get the
stretch for you. You're sitting there and you're going through your life and you're doing what you do, you're working
hard, you're willing to be here. Maybe you don't see the dollar signs that you want to see. I get the stretch you need to
make to say "I am a multimillionaire".
Except what happens, is you stop getting concerned about pauper things. One of my brothers, I love him so much, he's
insane. He'll get on the phone and talk to his cell phone company for two hours because they overcharged him 10 bucks
on bill. At the end of the two hours just because he browbeat them they'll give him a credit. He'll get off the phone, he'll
be happy and I'll go "Dude, you just spent two hours to make 10 bucks". "It's not about the money, its about the
principle". Okay, the principle is you're a moron. Change phone companies if it bothers you that much. Go without a cell
phone, you don't need it. Money is math. Money is math. I want you to understand that.
Write this down: NO RISK, NO GOODIES. Biggest challenge for most of you, you don't risk enough. You've got to risk
more. Big time. And until you start risking, you'll never get what you want. Who here wishes they had risked and bought
Microsoft stock 25 years ago? Google, third largest company in the world right now. Who has Google stock? Get it now.
This is not financial advice, it is brain dead. Who here has Googled in the last week? Put your hand up if you've Googled.
Look around the room. I Google every day. Every single day.
How long does it take you to be a multibillionaire? Four or five years according to the Google boys. Sergey Brin and
Larry Page have become deca-billionaires in less than five years. Read the book, it's called The Google Story. It will blow
your mind as an entrepreneur. It will fire you up, to go "Yeah, I can do this".
The second thing you need to create anything you want in your life, number 1, self-mastery, you've got to master your
mind. You've got to take complete control because guess what, all those people, all those dream crushers, all those those people that want you to feel like you're less than, so that you won't go out and do things so that they can feel
better about themselves. They will zap you. They will tell you "Oh, I can't wait, you went to another seminar, don't try to
get me into your money-making scheme". Don't even bother with them.
Don't do business with your friends and your family if they're going to have that spirit and that attitude. Walk away.
There are plenty of people that want to do business with you that are around you right now.
Number 2, you need the proper tools. They don't teach you how to be a multimillionaire in high school or college; they
just don't because they don't know.
I say never get your hair cut by a guy with a rainbow coloured Mohawk. The proof is always in the pudding. The proof is
always in the pudding. I want you to understand reality is based on validation. I have nothing to learn from Donald
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Trump. My dad didn't give me $200 million. While I respect him and what he has done with his brand, as far as making
money, I've got nothing to learn from him.
How many of you would agree that you'd rather learn how to make money from somebody who started off in worse or
at least as bad a circumstance as you and then made millions of dollars? How many of you would want to learn from that
guy? I agree. That's who I want to learn from.
Branson has more to teach me about being a billionaire than Trump ever could because he started with nothing.
Nobody handed him $200 million. Hell, I could turn $200 million into $900 million's worth of debt as easy as the next guy,
I can do that. I'm just speaking reality, right?
You need the proper tools. You need somebody who can come along and show you how to make millions. How many
of you believe I know how to make millions, put 'em high. My friend coming up after me, Geoff Cowler, today is going to
give you a strategies on pre-foreclosures. He is going to teach you what that whole market is about and it is so pertinent
right now.
Geoff will tell you and I know he will, he has said he is going to. I promise you, he will tell you, I helped unleash his
ability to do that. He had the technical knowledge, he had the know-how, he had the a, b, c and d. He couldn't get himself
to consistently go out and take the risk because he went through college and they messed him up.
How many of you have a degree? And you realise the degree didn't help you, it almost held you back, how many of you
realise that? Well you might have had some stuff done, it just got you to a level, and you couldn't go beyond it. I have a
BS, in BS, yes I do. I have a PhD too, piled higher and deeper. I told you, I'm a high school dropout.
I am not talking about the tools that you learn in college or high school. I'm talking about the tools that you learn from
people who have been out in the real world and made real money. They're very real. I'll give you what one of them is,
conversational influence. I want you to write that down: CONVERSATIONAL INFLUENCE.
What is conversational influence? In a moment I am going to bring somebody up on the platform and in what looks like
a conversation I am going to sell them something they don't even want and when I'm done they're going to say "Thank
you" and mean it; today, tomorrow, next week, next month. Who wants to be that person?
You cannot put his hand up. He can only - he's put his hand up. He can put it up, yeah, he can. Drop your hands down. I
couldn't help notice that less than 10 per cent of the room put their hands up and I know what it is, I know what it is.
You're sitting there thinking "No, we saw what you did last night. If I come on that stage you're gonna have me singing
like Madonna". Well, it makes Madonna a whole lot of money.
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Someone will go "No, you'll have me stripping like a Chippendale dancer. Trust me, there are some of you I would never
have strip like Chippendale's dancers. Here's the thing though, the number 1 thing that stops you from making money is
YOUR FEAR OF WHAT OTHER PEOPLE WILL THINK. Write it down. It is the need to look good. "I don't want to go out and
risk a new business and fail", it's the need to look good. "Gosh, what will they think of me if I quit my job and then nothing
works out?"
It's Ron, right? -- Ron.
I know you don't I? I know your face. You've been - you're an actor, right? -- Yes.
Yeah. The second I saw you I said "I know that guy; you have been on the tube for so long and just an amazing thing".
One of the things I know about acting is that it isn't, am I right? Acting isn't. That it is not enough to learn something,
you've got to become something. So you don't learn your lines, you become the character.
Same thing is true in every area of our lives. By the way I respect all the hard work you've done, you are an amazing
talent. One of the things I know is that - yeah, make him feel good, and please forgive me, you are - were on a soap, right?
-- Yes.
Which soap was it? -- The Bold and the Beautiful.
Bold and the Beautiful. Your character's name? -- Ridge.
Ridge. Awesome. Glad you're here. One of the things I know is that weve got to constantly learn. That is the reason I
had dinner with Richard Branson. That's the reason I pay big bucks to fly somewhere to go study with somebody. Its that
part of the challenge for excellence, that people really out there doing stuff have to challenge ourselves more and more
and more and that's your challenge, every last one of you.
Every one of you is a person that goes for excellence. The challenge is you've done so much better than your peers or
your family. The challenge is it's not as good as you can do though. Am I right? Does everybody agree with that, it's not as
good as you can do and that always gnarls at you, eats at you.
You've got to have the proper tools. When you attend The Turning Point I am going to show you the exact tools you
need. There are give top financial vehicles. Geoff Cowler will tell you he wishes every last one of you learned the stuff we
teach at The Turning Point because it makes him look good.
I am the missing piece. I am the missing link. Real estate will not make you wealthy. The internet cannot make you rich.
The stock market has not made anybody a dime. You make you money. You make you money and when you get that,
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you don't blame the market, "Oh, the real estate bubble". There are people making millions in the real estate market right
now. There's no bubble any more than "Oh, the tide is in at my ocean house". Okay? It goes right back out and it comes
right back in. That's what it does.
The third thing you need to create anything you want in your life, you need the ability to take action in the present
moment. When? -- Now.
Now. Tomorrow never comes. In a moment I am going to give you an opportunity to come and be with me for a couple
of days at The Turning Point. Number 1, I am going to make it such an incredible offer, I am going to make it absolutely
100 per cent better than a money back guarantee. I am going to give you all sorts of extra things you don't even know
until you trust me, stand up, and walk back to the table and register, except I know where you are.
No matter how much you love me, no matter how much you know you need to learn more about this information - by
the way how many of you realise this is the missing link?
This is the stuff - it's not about other knowledge. You have the other knowledge. For whatever reason you go just so far
and haven't quite made the breakthrough. I know what it's like. Eight jobs, eight apartments in two years. It wasn't that I
was afraid to work hard, I was willing to work hard. How many of you are willing to work hard? -- Yeah.
Yeah, how many of you realise that all the hard labour in the world though, won't make you rich, that you'd better do
more hard work with your mind? Abraham Lincoln said if you have one hour to chop down a tree you spend 40 minutes
sharpening the axe. You're the axe, I am the grindstone and I am the one that says "Okay, let's sharpen the axe before you
go out". You can take a dull axe, you can walk out and you can start chopping on a tree and when you chop on the tree
you'll knock it over after an hour.
The challenge is, you're hands will be blistered and bloody and so you won't be able to do more Whereas if you just sit
back, take a couple of steps backwards, sharpen that blade, then you go out and chop down that tree, it falls easily. And
then you can go chop down another one and it falls easily.
All of you know how to make money, you know how to get by, and you know how to pay your bills. Oliver Wendell
Holmes said "A mind once expanded can never contract to its original state" and once you know what you need to do
you can't back up. Once you are touched by a new reality, there's no way to deny that reality exists.
I say a wallet once expanded will never contract to its original state. That once you get used to living a certain way, you
cannot go back. I haven't flown commercially for almost two years now. It terrifies me. The thought just repulses me to
the point where whatever I need to do, to not do that, I will do. However hard I need to work, however smart I need to be,
whatever I need to do, I am doing that.
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How many of you are really good at paying your bills? Seriously. Most of you are. Most of you are responsible enough
that you pay your bills; you take care of that stuff. Here's the reason you don't have more money, you dont have enough
bills. You always pay your bills. How many of you find that your bills expand to fill the income provided? The bigger the
income, all of a sudden you've got more bills.
Well you show me a guy that struggles with 10 bucks in his pocket; I'll show you a guy that will struggle with 10,000 in
his pocket. It is that state of struggling, not the state of how much money they have, and that defines those people. Who
here has never heard me lecture before? Who has heard me lecture before; there are a lot of familiar faces. So glad you
guys are here.
This is for anybody who has never heard me lecture before, this is just for you. Of the people who have never heard me
lecture before, who in here believes that people walk up to you and just give you money? Your hand went up first. Your
hand went up first. Yours went up real close, yours went up first.
You believe people just give you money, yeah? All morning long I've been talking about all the money that I have. I've
talked about it till I'm blue in the face. All morning long I've said it five times actually, what you believe to be true is true
for you, nothing else. You believe people just give you money, and then I believe this money must be yours. All of it. You
better invest it well, you bet? -- Yeah.
I couldn't help notice, not everybody put their hand up. Who believes that people give you money? Some of you are
learning. What's your name? -- Faye.
Faye. Some people are "Now, you gave the money to Faye in the front row". No I haven't given all the money away. I've
got plenty of money, trust me on this one. I've got a ton of cash. I've got plenty, I do. Here's a challenge, if what you
believe is true, is true for you, what's happening is a lot of times you're not getting what you deserve. Faye may have had
a ton of people attempt to give her money in the past, and yet she denied it. She said "No, no, no". My mom's like that.
We would be broke, we would be starving, we'd have no food and the neighbours would come by and say "Ms
Sylvestrac we'd like to help you out, we'd like to give you some money, we'd like to give you food", my mom would say
"Oh, no, we can't take charity, no, we cant do that. There are people that need it worse than we do". And I'd go "Where
mom? Mom if you haven't figured it out, we're the poor family. Mom, I'm wearing my sister's clothes. Help me out mom,
this fun is killing me". It's amazing what kind of things you can grow fond of.
Reality is created by validation. Certain people see deals constantly and then they always see how to work it out. They
see resistance and they see how to work it out. They see the stock market, the real estate market, the internet change,
they go "Oh, huh, let's project forward". How many of you want to be that kind of a person? I want you to be that kind of a
person.
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What it's going to require, circle that word "action". You wrote self-mastery tools, action, circle the word "action". In
order for you to get what you want you have got to start taking action. Fail forward fast.
Now I have mentioned a moment ago, I get what it's like to be in this room and pray it's your turn to go up, that it's your
time, that everything will change. Is Jerry Wood here this morning? Jerry was chatting with me last night; Jerry came
through The Turning Point. He said he had done all these real estate courses, he and his wife had spent tens of
thousands of dollars on their training and he said it never came together until he came to The Turning Point. I see
you're nodding your head; did you have the same experience? -- Yes, my son stopped smoking.
Great. Good. So he's been a non-smoker just because of that little impact, so how much is that worth, is that worth
three grand that your son became a non-smoker? -- Yes.
Ten grand, 20 grand, isn't it? It's priceless. There is no price tag on it. How many of you understand this, what if all The
Turning Point did was make you ten times more influential, that it was you who were able to influence yourself, how
many of you think that's worth three grand, put 'em up? Put 'em up.
You've got to understand what the value of something is or you will sit in fear all the time. Thank you? -- ----- you're
asking for people who put in their input or whatever and I don't want to give -----
Yes? -- ----- and I felt my - it was like it came to me like magic but I didn't reach for it.
Right? -- The guy next to me got it and it was -----
So the opportunity was there and you missed it? -- Yeah, and that's -----
And then you kicked yourself later, you said "I'm not missing an opportunities any more"? -- Absolutely, and that's
something that I'm saying and I'm catching myself as I'm missing these opportunities" -----
Got it?? -- ----- even faster -----
Good? -- ----- if I'd not acted, and so many different of your exercises.
Thank you? -- So I want to say thank you -----
Thank you? -- ----- I'll probably be at the next one.

I know you will be. Thank you. I was zapping you while you were sitting down, that's what they're laughing about. How
many of you believe you've missed opportunities? -- Yeah.
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How many of you believe that hindsight is 20:20, you've kicked yourself so many times? -- Yeah.
I was in a seminar just like you're in right now 20 years ago. I am 23 years old, I'm sitting in the front row and I'd been
praying to my higher power, to my God, "God, give me a sign, what do I need to do? Please, I am willing to do whatever I
need to do, what do I need to do?" And I am sitting there and there was a guy, his name is Gil Boyne, he actually was from
up here in Los Angeles, he lives in New Mexico now.
Gil was on the platform and he was talking about changing your life. I am 23 years old and I am sitting front and centre
because that's where I always sit. He's talking about changing your life, he's talking about getting more in your life, and
hes talking about taking the actions you need to take. Except while Gil was speaking he'd say things like "Some of you
are never going to change your life, you're never going to take a real action, you're always going to go do the easy stuff,
you're never going to get off your chair and go do what you know you need to do".
And all the time he's doing that I'm thinking "He's pointing right at me" and I'm going "Whoa, whoa, whoa", because he
was right. Up until that point that was my life. I was willing to work hard, I wasn't willing to risk big though and I was
getting a proportionate response.
I realised while Gil spoke, everything he said was true. I realised while Gil spoke whatever he was selling I was buying
because I knew I needed to make a change in my life. When Gil said "I have a seminar coming up in two weeks. The
investment for the program is $5000" my heart sank through the floor because five grand might as well have been five
million. I didn't have five grand.
He said "Those of you that sign up right now stand up, move to the back table and register for the program, I will reduce
the investment to $3000". How many of you have ever heard a seminar speaker say something like that?
What is the reason we say that? Because of the three things you need to get what you want the hardest one is action.
We can teach you how to master your mind, that's easy. We can teach you all the tools, that's really easy. Bottom line is
though, YOU MUST TAKE ACTION. You've got to do it because nobody else is going to do it for you.
I have nine siblings, they don't take action, that's the bottom line. They want security so they have none. There's no how many of you would agree, there is no such thing as security? The only security we have is what we create for
ourselves. No company is going to retire you; they could be out of business tomorrow and you will not have a retirement
cheque. Get that. We've seen it again and again and we're going to see a lot more of that, guys. My heart aches for people
that work their entire lives and then at 75 years old say "I am not happy, this is not what I want".
I was the first person out of my chair when he said "Three grand" because interestingly enough I had been praying for a
sign from God, I had been saving up money for a new car, I was going to put a down payment and get a car so I had
dependable transportation and when he said "Three grand" I knew that was my sign from God because I had exactly
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$3000 in my pocket. I had been keeping it in my pocket because I didn't want to store it in the apartment because I knew
they were going to kick me out of the apartment any day and I wouldn't get the money. It was in my pocket.
I leapt out of my chair; I had to run to the back table. I am the first person at the back table. Here's the reason: unless
you're the lead dog the view never changes. I am back at the back table and I am the first one back there to register and I
give the lady my $3000 and she takes the three grand, I sign up for the course.
I'm walking back to my beat-up Datsun pickup truck that night that I know I am stuck with now for an extended time
while I go earn the money again. I'm walking back to my truck; how many of you have ever done something really great
for yourself and you know how you feel?
I'm walking back to the truck and I'm thinking to myself "You stupid idiot, you just gave away all your money. He
hypnotised you". I got home that night and I didn't sleep very well. Tossing and turning. I woke up the next morning and
the phone's ringing and it's a woman. She says "Is this Marshall Sylver?" I said "Yes". She says "Are you the magician?", I
said "Yes, I am" because at the time that's what I did for a living, I did card and coin tricks for people's parties.
She said "We'd like to hire you to come out and entertain for a couple of hours at our party, how much would you
charge?" Write this down - Gil had said "Boldness is rewarding". I realised I needed to get a whole lot more bold in my life,
and beautiful.
And so when she said "How much would you charge?" I said "$1500". You see I didn't want to ask her for three grand
because I was afraid if I asked for too much it would just go away altogether so I wanted to be a little bold but not a lot
bold. I said "$1500". At the time I didn't know where it came from. Now I know exactly where it came from, it came from
God.
Out of my soul came the words "Per hour" and for one of the only times in my life I shut my mouth. I remember a gulp
on the other end of the phone and then I heard the woman say "Well, that's more than we thought you'd charge, except
you've come very highly recommended. That would be fine". That's what we're talking about. It was that moment when
you went "Whoa, just taking a bold action changed my life", just doing something differently than other people do
changed my life.
In that moment I never went back to doing $150 an hour show ever again because I became a $1500 an hour guy. I
charge $30,000 now for a one-on-one private session. People say, "Is that a full day?" No, it's 50 minutes. If you want a full
day multiply it by eight. And every person that's ever done a private session with me has said it was the best money they
have ever invested.
I said to the lady "When is your show?", she said "It's in two months". My seminar was in two weeks. Write this down:
NECESSITY IS THE MOTHER OF INVENTION. We millionaires and billionaires don't ask can we have it, we decide what we
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Marshall Sylver
want and then we get it. We don't care how much it costs. We want to know what we want and then we get it. Necessity
is the mother of invention.
Flying privately is very, very, very expensive. It is. Do not get me wrong. When I first bought my beach house I'm
thinking "You're going to be here three to seven days a month". Can you even imagine the mortgage on a $12 million
property? Seven days a month, doesn't make any sense, except I'll tell you what makes sense, every single time I walk into
that house my soul says "Ahhh". How many of you realise that in order for you to leverage your life up to the next level
you're going to have to start taking bigger risks? How many of you realise that? Intelligent risks, yes.
In that moment my life changed. I made all the money back on the seminar on that phone call, I hadn't even gone to
the seminar yet. I made all the money back on that phone call. She said her show was in - her party was in two months
and my seminar was in two weeks. I said to the lady "Maam, that reduced investment is for payment in advance". She
said "Well can I have a contract?" I said "Of course, I am a professional". She sent me the contract, I sent her the contract,
she sent me the money. $3000 has come back as deca-millions to me.How many of you think I am very grateful Gil Boyne
sold me a $3000 seminar; put 'em high? How many of you would want somebody to sell you a $3000 seminar that would
come back as deca-millions; put 'em up way high? I want you to get that.
All right. Before I give you an opportunity to come and be with me, before I let you know what the opportunity is, let
me tell you the reason I am here. It is real simple. I pray, I am grateful every day. I thank God every day for my lifestyle. It is
not about money any more. I have so many cool things that I can do.
Years ago when I was performing at the Stratosphere Tower one night came home and I was making - when I was at the
Stratosphere I was working five nights a week, hour and a half a night, I was making between $60 and $80,000 every
single week. How many of you think that's a decent living? Decent. I wouldn't - it wouldn't make my payments now.
I came home one night and there was a message on my answering machine from my little brother Mark. He said
"There's been a tragedy in the family, please call me". I love my family; I didn't want to make the call. I called him back and
he said Lillania is dead. Lillania is/was my 21 year old niece. She died of a heroin overdose.
People say "Marshall, you're a hypnotist, you help people overcome addiction every day, couldn't you help your niece?"
The answer is, I went to her. When I found out she was addicted to heroin I said "Let me help you Lillania" and she said
"Oh, Uncle Marshall, you used to be a cocaine addict, you know, lots of my aunts and uncles have done drugs, I'll get over
it, it's just a time".
Well I've come to learn heroin is not just a time. I put her in rehab a few times actually. I remember I put her in rehab, it
was six grand for a 30 day program. If she broke out, no money back, and she broke out on the first day. She called me up
a couple of days after she broke out and she said "Uncle Marshall, will you pay for another rehab?" and at that point I
didn't know what to do. I'm thinking maybe tough love will work.
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Marshall Sylver
"Damn it Lillania, no, I am not paying for another rehab. You're right, we did drugs, we grew up, we put away childish
things. You need to grow up Lillania, you're 21 years old, and its time for you to be responsible". A week later I got a call
from my little brother, Lillania is dead. I am very wealthy, thank you God.
How many of you believe I wish I had have paid for one more $6000 rehab? A thousand more, whatever, it took,
whatever it took. I broke things that night. I broke the answering machine, I broke glass, I broke things. I renounced God
that night. Hmm, not real. And then I broke down and I prayed to God. I said "God I want a better life, I want a difference. I
don't want to just make people forget at night, make 'em laugh, I want to make them believe and know that they can
have a better life".And so I started doing seminars again, something I had done prior to my Vegas show. You know, I
always say God is odd because when I went back to doing what my higher power, my God wanted me to do, it ended up
rewarding me even better. That's how you know you're on track, you get rewarded.
So here's the reason I'm here. Like I mentioned already, when 100 per cent of you stand up and walk to the back and
register for The Turning Point, it doesn't make a difference in my life, it makes a complete difference in your life,
guaranteed. Better than guaranteed, actually. I stand at the back of the room though, before I walk on stage. I do it before
the show, before the lecture, and I say "God, let there be a Lillania in this room. Let there be somebody that I can make a
difference in their life that is greater than money, that can walk out of here and know they have heard what they needed
to hear for all those pieces to fit".
How many of you are really glad they invited me to come lecture with you this morning, way high? Me too.
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MoneyMasters
FEATURING
JOHNNY
WIMBREY
The Laws of Attraction Pt. 1
Johnny Wimbrey
JOHNNY WIMBREY: All right. Yeah. No

ow give it up for
MEET JOHNNY WIMBR

REY
yourselves. Give it up for yourselves. Ne

ever clap louder for
Johnnys inspirational storyy of
anybody than you are willing to clap forr yourselves. Give it up
overcoming lifes adversitiess has
for yourselves. All right. All right.
empowered masses for grea

atness. He
tells his story and much morre in his
Whos from Africa? -- Yeah!
book From the Hood to Do

oing Good. Johnny was marked
with one of his first memoriees in life of living in a battered
South Africa? -- Yes.
womens shelter to growing

g up on the hard-core streets as a
young drug dealer.
I will be in Johannesburg and Durban

n in the next 30 days.
After several near death exp

periences, Mr. Wimbrey decided it
The reason I have to say in the next 30 days is because I have
was time to flip the switch and

a refused to let his past
no idea because my calendars not in frront of me, but I
determine his future. At the age of twenty, he became a
guarantee I will be there in the next 30 days doing seminars.
temporary licensed insurancce agent with no experience, and

within six months of being in the insurance industry, Johnny
How many of you are excited? -- Yeah!
received recognition as a top

p fifty producer in a national
marketing agency.
Excited about you? -- Yeah.

In less than a two year perio
od Johnny found himself in the
position of training experien
nced regional managers to
All right. Say INCREASE -- Increase.
recruit, to manage, and to teeach sales development skills for

well-known national agenccies.
Okay. Say INCREASE -- Increase.

After recognising the high demand
d
for his services, Johnny
You will have it the way that you desire it and the way that
you say it. Say INCREASE -- Increase.
decided to use his skills for a higher purpose. His passion is to

create success stories by help
lping others experience financial,
spiritual, and emotional wealth.
See, if youre just ashamed or even no

ot bold enough to say the word, then why should inccrease submit to you? A lot of
times people in life lack in life because they
t
simply arent willing to call forth for the thing th
hat they wish; which they say
they desire. Something that you say that you desire. Say INCREASE -- Increase.
o average things. Thats not

See, I believe, that average people givve average results because they are only willing to do
rocket science. Average people get ave
erage results because theyre only willing to DO averaage things. Above average
people get above average results becau
use theyre willing to do above average THINGS. Ave
erage people dont sacrifice
their weekends on a beautiful weekend
d like this to sit in a hotel in a room for a whole weeke
end. Average people wont do
this and thats why they only get averag
ge results.
Now I want you to write this down. IFF YOU DO TODAY WHAT OTHERS DONT YOU WILL HAVE
H
TOMORROW WHAT
OTHERS WONT? If you do today what others dont you will have tomorrow what others wo
ont?
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Johnny Wimbrey
So, in essence, what Im saying is, if you do the exact same thing over and over and over again, and you expect a
different result; Professor Einstein says youre what? Insane. I didnt say it. He said it. So doing the same thing over and
over and over again, and expecting a different result makes you insane.
Let me give you an example. If I start walking around in a circle and for some crazy reason I know Im American, but
lets just go with me. For some crazy, insane reason, Im expecting to get to my room, like right now and Im only doing
the same thing, over and over and over again - this should be a good visual for some of you. But Im expecting a different
result. Im expecting to get into my room by walking in a circle. That makes me insane. If you do the exact same thing that
you did yesterday, then your tomorrow will be just like your today. If you do the exact same thing that you did yesterday,
then your tomorrow will be just like your today. So, is it safe to say that in order for you to expect something different,
you must be willing to do something different? Say INCREASE-- Increase.
See, the things that you say which come from your mouth, the reason I make you say it, is because your voice to
yourself is 10 times stronger than my voice is to you. See, I believe that the inner winner begins within. I believe that
every person in this room is walking with an inner winning giant. The question is, do you want that giant to wake up this
weekend? Do you want that giant to increase this weekend? See, a lot of times, we fight for success, we desire it, and we
give our very essence to it, but we dont really understand a lot of times, that success starts within. Youre going to hear
from some very powerful individuals this weekend that have incredible programs that youre going to have access to. But
my challenge for you is to understand that the winning begins within. Your mental mindset. A gentleman wrote a book
you may have never heard of, its called Think and Grow Rich.
Napoleon Hill. Why did he say think first? He could have just said Grow Rich. Why did he say think? It starts with
your thinking. So what comes from within is more powerful than what is without. Donald Trump talked about this in his
book, he was - I want to say 700 million dollars in debt, it could have been billions, it doesnt matter, lets just stay with
700 million. He was walking down the street, he saw a homeless guy sleeping on the street and he said to himself; That
individual is 700 million dollars richer than I am. You know what made the difference from Donald Trump and the other
individual is his thinking. If you attain something once, what could stop you from getting it again?
See, nobody can take something from you thats within. I was watching a movie a few months ago and the movie was
about basket ball players in the United States and the moral of the story is, one of the students went to the Coach and
said, Theyre trying to take away our dignity. The Coach says, NO-ONE can take something away from within you,
unless you give it to them.
So, were going to have a process in the next few minutes, where youre going to let all your baggage go, for every
reason, and every entity and everybody that you blame. Say OUCH? -- Ouch.
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Johnny Wimbrey
Everyone that we accused and had a reason to borrow this situation to be our justification for our failures or our
setbacks, were going to let it go. Say Let it go -- Let it go.
There was a very wealthy man, who wanted to throw a party for individuals who were living pretty much in a you
know in the streets. So, this very wealthy man who was loaded. Say loaded? -- Loaded.
This guy was loaded. He had a lot of money. He decided I want to give back. Say give back -- Give back.
He wanted to give back to the community by doing a big party for the homeless people. This individual threw this
party. All the homeless people showed up for this party. The band is playing, the backyard acres of land, lakes, the
whole nine yards, and everybodys having a good time. The very wealthy man walks out on the stage; he motions for the
band to stop playing. The band immediately stops playing. And he walks up and these are the words that came out of his
mouth. He said, Whoever can swim across my lake of alligators----- say true story -- True story.
-----I will give you your weight in gold. So, if you weighed 150 pounds or 75 kilos, thats what you would get in terms of
gold. So, in the midst of him talking, there was a splash. And everybody turned around, and theres this guy, this poor
homeless guy is swimming across this lake of alligators. Hes pushing, hes persevering, and hes giving it everything that
he has to make it to the other side. Say other side -- Other side.
Hes fighting with determination. He knows that if he begins to stop swimming at one second, his very life depends
upon it. So hes fighting, and pushing, and persevering, to make it to the other side. The crowd is in awe. Immediately at
the end, he finally makes it to the other side. Miraculously gets out of the water, dripping, soaking wet. This little skinny,
homeless guy walks around and this is what the rich man says; Listen, first of all I was just kidding. But if you can tell me
how you tapped into that determination. How did you get all those things inside you that cause you to want to fight for
your very life, where you were willing to give it everything that you had? If you could tell me the secret, the true
ingredient to being successful. I will give you double your weight in gold. The very poor individual, dripping wet says,
Sir, I appreciate it, but theres no need to bother. Just show me the person who pushed me in the water. Say pushed in
-- Pushed in.
Many times in life, we find ourselves as it were, pushed into a situation thats not our fault. My earliest memory in life,
was living in a battered womens shelter. Being homeless. I dont have the prestigious stories of mommy and daddy
getting along and all this stuff. My first memory in life was being homeless. Four years old. And they say you become a
product of your environment, the first impression is the lasting impression. If the first impression is truly the lasting
impression then my first impression, my first memory in life was being homeless. Pushed into a situation that I didnt ask
to be in. I didnt ask to have an abusive father. I didnt ask to be homeless. I didnt ask to be surrounded around drugs and
violence and murders my whole life. I DIDNT ASK FOR THIS. I didnt do anything to deserve it. IT WASNT MY FAULT.
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Johnny Wimbrey
Many times in life, you will be pushed into situations that you didnt ask to be in. The question is; will you sink or swim?
The question from the inside out is will you give it everything you have even when your partner turns his back on you.
When someone steals your idea and they run with it, will you swim or will you throw in the towel? Will you make it to the
other side? William Ward said this, he said, Adversity causes some people to break but it causes others to become record
breakers. Adversity causes some people to break, others to become? -- Record breakers.
If I have record breakers in the house say INCREASE-- Increase.
See, I believe that where you come from has nothing to do with where youre going. I believe you dont have to consult
your past to determine your future. By systems and standards and studies that have been done in the United States, Im
supposed to be an abusive husband right now, an abusive father. Im supposed to be a failure. Im supposed to be in
prison. Im supposed to be dead. Im supposed to be all these things that society says that Im supposed to be. But Im not
going to allow somebody elses opinion to become my reality. How many people said it was impossible? How many
people said; Youre stupid for sacrificing a weekend to go to an event like this? How many people said, It wont work.
These things wont work. Just go get a regular job.
Are you allowing somebody elses opinion to become your reality? -- No.
They are always going to be there. The what-ifs, the could haves, the should haves, I should give up - theyll
always be there. The question is, will you constantly tap into what I call, an inner winner thats within.
Heres my question. And I really want you to analyse the question. And I really want you to answer the question from
the heart. Is it possible to win -- Yes.
IS IT POSSIBLE TO WIN? -- Yes.
Now Im not just talking about coming in first place. To me that could be a manifestation of winning but that could also
be a very shallow definition of winning. There are a lot of people who come in first place who dont even like themselves.
Thats not my definition of winning. A lot of people who come in first place cant even sleep at night because of the way
they got there. So Im not just talking about coming in first place, what Im saying is, simply staying in the race. So is it
possible to win? -- Yes.
So, if its possible to win - you said it, not me, why do some people still choose to lose? If winning is a possibility - you
said it - which means its a choice. Throwing in the towel is a choice. Giving up is a choice. So if winning is a possibility,
why do we still choose to lose, in some shape, form, or fashion? Im talking to me too. See, a lot of times, when I speak on
stage, Im getting the message the exact same time youre getting it. So Im not excluding myself from this. WHY DO WE
MAKE LOSING DECISIONS WHEN WINNING IS A POSSIBILITY?
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Johnny Wimbrey
I believe that the things that you surround yourself with the most will ultimately win in your life. They say true character
is who you are when nobody else is around. Say OUCH -- Ouch.
Who are you when no-one else is around? What are you thinking about? What do you laugh at? What entertains you?
Thats your character. Now, heres the incredible thing, throughout this weekend in Internet Masters, what were going to
be dealing with, is really all about YOU. Now, heres my challenge, if I were you, if I were in a room where people flew
from all over the world, top industry leaders in their field, that were willing to share information with you, not how they
think it was done but how they did it themselves and now theyre teaching other people to become successful. If I were
you, and someone were sitting next to me that could hinder me from my possibilities of increase I would move. And I
would say it out of love. Because right now, its about you. You may be with your partner, your husband, your wife,
whatever it may be, its about you. Its not 50-50. A lot of people think they go into relationships 50-50. No. Its 100-100.
Say, Oh, yeah -- Oh, yeah.
Women love the sound of that. YES! 100-100. I believe that in my heart. I believe that if youre in a partnership its 100100. So make it 100 percent about you right now. Be selfish. Why? Because if you are increasing as a person this weekend
and youre making it all about you, then you can make it about somebody else. How can you make it about somebody
else if you never make it about you?
Questions to think about. How many of you would desire a residual income on the Internet, 24 hours a day, 7 days a
week? -- Yes.
Okay. How many of you already have that reality in your life? A couple of people. Heres how I think in life. And Ill drink
as I propose this question. Will there be millions and even billions of dollars transpired today on the Internet? -- Yes.
Is it going to happen with or without us? -- Yes.
Will there be millionaires that will be created today on the Internet, with or without us? -- Yes.
Will there be individuals who become first time millionaires because of the Internet, with or without us? -- Yes.
Now, this is just how I think. If thats true, then why not me? Thats how I think. If somebodys going to knock the ball
out of the ball park, hell, it might as well be me. IF SOMEBODY ELSE IS GOING TO WIN BIG TODAY, IT MIGHT AS WELL BE
ME.
Thats what has always made me different from most people in every industry I have ever participated in. I never
thought I was better than anybody, but I was confident enough that if somebody else deserved it----- say me too -- Me
too.
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Johnny Wimbrey
So, in the midst of this seminar, in the midst of Internet Masters, the only thing I want you to be challenged with is
saying Me too -- Me too.
Right now, Im 32 years old. But I look 22, right? -- Hell, yeah.
I look 22 right? -- Thats right.
I got one person in the front row thats all in, yeah, 22. Theres going to be a point where I cant say that anymore and
Im a little upset about that, but Im 32 years old and Im not saying that to impress you, Im saying it more to impress
upon you.
Thirty-two years old. I have not clocked in for any company since I was 20. Ive been self-employed since I was 20 or
doing my own thing and never had to answer to anyone. I hate traffic. Traffic doesnt even know me because I dont show
up. Heres my point. Thirty-two years old, no higher level degree in terms of papers on the wall that would impress you.
Because of the Internet in 2000, my life was changed or my life was increased. In less than 90 days, I made over 6
figures on the Internet. Now, I want you to understand something. That was on February 11th of the year 2000. That was
the day that I got involved with business over the Internet. Within 90 days I made over $100,000. If I could show you how
to make international money on the Internet in less than 90 days, would you be interested? -- Yes.
Now, here I am, before that I was $50,000 in debt, and I was 25. Now, if youre double your age in debt in the thousands
say CHANGE -- Change.
Youve got to be willing to do something different. And I remember on that day, I didnt even know what the word RAM
meant. If you asked me what .com meant, I really couldnt tell you, all I knew was thats what went after a website. I
didnt understand the Internet. I was very early, everybody else was moving either with or without me, but here is my
bottom line.
This is what made me have chills on the inside; that people are going to become successful with or without me. They
did not NEED me. So, if you ever find yourself in a position where the rest of the world is moving into something and
youre not moving with it, my friends, thats a very hard feeling and a reality, just to sit back and own that. I couldnt own
it. I couldnt own it that I had no higher level of education in terms of technology. All I cared about was - I remember, it
was like yesterday. Bill Gates said this, The Internet will create more millionaires this year than any other source in the
world.
The Internet would create more millionaires that year than any other source in the world. I didnt care any more what I
knew. I didnt care about what I thought I needed to know, I just wanted to get started. Write this down, YOU DO NOT
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Johnny Wimbrey
HAVE TO BE GREAT TO GET STARTED. BUT YOU HAVE TO GET STARTED TO BECOME GREAT. You do not have to get
started to become great. But you DO have to get started or you have to get started to become great. You do not have
to get started to become great but you gotta whatever I just said. You get my point. I think I got too deep up into that
one, I was going with you, it was like wow.
But heres the point. The point is, most people wont even take a step based on what they tell themselves from the
inside. I cant do it. I dont have that background. I dont care. Im thirty-two years old, Ive made millions of dollars on
the Internet, not only have I made millions, and Ive created other millionaires on the Internet. I help people every year
become financially stable or financially independent on the Internet and then youre talking to a person that when I was
25, I didnt even know how the Internet worked. If I can teach people how to do it worldwide, and Ive done it for myself,
say Me too -- Me too.
See, I know that its possible because Im a walking, talking testimony. So, youre looking at someone where society says
I would never be anything in life. They said, Johnny, youre gunna be a loser in life, because of some of the bad decisions
you made in life." Your father was an abusive alcoholic, youre earliest memory in life was being homeless. Youre from
the hood. You were born and raised in poverty. You made a lot of bad decisions. You have a criminal history. No bodys
going to listen to you.
Here we are, several years later, Ive been interviewed on international television, radio, as a young success story. I do
seminars all around the world. I was in L.A. two days ago, negotiating a deal for a television show on my life. Dont tell me
whats not possible. Stop allowing somebody elses opinion to be your reality. Stop allowing somebody else to dictate
where youre going. Nobody can stop you but you.
But they said its not possible, Johnny. They said I couldnt do it. They said they wouldnt give me the loan. They said
they wouldnt do this. I DONT CARE. Thats an excuse. Youre either gunna make money or youre going to make
excuses. You cant make both. Say ouch -- Ouch.
Youre either going to make money or excuses, you cannot make both. And I decided that instead of me bowing down
to somebody elses opinion and making it my reality, I decided to get revenge. Frank Sinatra says that true revenge is all
out massive success.
So, my revenge was success. How many of you would like to get revenge with everyone who said that it wasnt
possible? -- Yes.
Every entity in hell that said you cant do it. How would you like to get revenge? -- Yes.
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Johnny Wimbrey
Its not about going home and crying and complaining and picking up the phone. Stop doing that because youre
spreading that. The Laws of Attraction will start to work in your favour. Stop repeating what somebody else said about
you. Just turn the record turn the channel. Get yourself in position for revenge. Revenge isnt repeating what somebody
else says. Revenge is SHOWING THEM the manifestation of what they said is wrong.
I bought a brand new BMW Z3 convertible right off the showroom floor. I drove it off the showroom floor. And I
remember the people who said that it wasnt possible. I dropped my top. I pulled up to their office. I got a dozen of
donuts. I was dressed as if I just came back from vacation. I had sandals on. They were in business suits. They were
thinking they were making it happen. I walked up with a dozen of donuts and I said, Here you go. I was just thinking
about you today. But I made sure I still had my car running, the music up loud, so they would watch me walk back to my
car, as if I were still on vacation. And I remember just driving by every now and then, honking my horn, just showing them
Youre at work but Im not.
Thats revenge. I dont have time to feel sorry for myself. I dont have time to slow down. Heres the reality. Everybody
has junk. We all have stuff. Some of us have a lot of stuff. Some of us have a little stuff. But we all have issues. But just
because we have issues, we think that we should have tissues for our issues. We want people to hand us a tissue. Okay.
Heres a tissue, get out of my face. And we feel sorry for ourselves. This is not the type of seminar that you can come to
walking out and feeling sorry for yourself any more. The ball is in your court. Well, its so-and-sos fault. Thats why Im
not successful. I had an idea. Its their fault its his fault.
My father was an abusive alcoholic. My mother was on drugs. We lived in a battered womens shelter. I had people be
murdered in my front yard. Im an ex-drug dealer. Ive been arrested. All of these things that society says I was supposed
to be a failure in life.
For many years I started to think that if I found the enemy I could make it better. Its my dads fault. Its my moms fault.
Societys fault. The school systems fault. Its everybody elses fault. I was looking for the enemy.
You want to know who the real enemy is? You want to know the only entity that can hold you back? Think about the
word enemy. Is that how you spell it? Im serious. Thats how I get revenge on my spelling teachers from grade school.
Im not the best speller in the world but I make more money than every spelling teacher Ive had, all my life, put together.
Actually, my definition of being illiterate is when you cannot spell a word more than one way. I see myself as a very
creative and talented individual because there are several words that I can spell several different ways, so give me a hand.
[Applause]. Thank you.
Enemy. Whos the real enemy? Who is your real enemy? En-e-my. Inner Me. Inside me. Inner Me. Nobody can hold
back but Johnny. Nobody can stop Johnny like Johnny. Nobody can stop you, like YOU. Society is right. Im supposed to
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Johnny Wimbrey
be a failure in life. I am supposed to be an abusive alcoholic, according to the studies. Ninety percent of everybody whos
where Im from, is dead or in prison. Theyre deadbeat or theyre a loser. Theyre right, I AM supposed to be that. Im
supposed to be a walking, talking identity crisis. Because in America if youre bi-racial my mothers white, my dad is
black Im supposed to have an issue with this. I choose not to participate in what somebody else says Im supposed to
be.
I dont care if the studies are right. No study can be right about you. Well, Johnny, you dont understand, 97 percent of
every business on the Internet that is established will not make it past the first year. Well, I dont care, theres 3 percent
that do. So you ought to put more energy and emphasis on the obstacles or the opportunities? When someone told me
that only one percent of businesses make it past the third year, I said, YES!! Because Ive always been a one percent type
of guy. Ive always been a record breaker. I dont play by the rules. I dont care about statistics. I dont care about studies. I
came to win. I dare you, throughout this weekend to only entertain opportunities and not the obstacles.
You will see and hear things, where youll say; You know what, I want to do that BUT. I want to go into this area BUT.
Thats like going to your wife or your husband, or somebody that you care about and saying, I love you, BUT. Many
people are failing in lives because they cant let go of their BUT. Some of you are thinking, I would love to get rid of
some of my butt. Listen to me. Two ways of spelling that, I like that. Id probably come up with three.
Listen to me. Your inner winner is lying within, right now. For every one reason that you tell me you cant make it, Ill
give you three of why they said I couldnt.
They said, Johnny, no-one will ever listen to you.
But I want to be a speaker. I want to train people around the world. I want to expose people to the reality that if I can
do it, then so can they.
Johnny, theyre not going to listen to you. Dont waste your time, Johnny, youre a good guy. You made it through a lot
of things, but youre painting the picture too big for yourself. Its not realistic.
But I want to write books, I want to share the stage with people like Les Brown and Jim Rohn and Zig Ziglar. I want to
work with some of the great people out there like Jack Hanfield and Dr John Gray, the individuals who are incredibly
helping people around the world. I want to do it too.
Johnny. Theyre not going to share the stage with you. They dont want to associate their names with you. Jim Rohn is
not going to associate his name with someone who has a background like yours.
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But isnt it time that they heard from real people? Wouldnt it be great if they could hear from somebody who was real.
Who really made it out? We always talk about motivation. We always talk about inspiring people. Im the real story. Im
the story that you talk about.
But Johnny, most people cant see past that.
So, I decided to get revenge. I said, I want to write a book. I want to be an entity of respect.
Johnny, youre from the hood, if you write a book, its only gunna be in the hood. Its gunna be in the bad
neighbourhood. Maybe you can have a prison ministry. But nobody in the wealth environment, no CEOs, no
corporations will listen to you.
And I remember thinking to myself, Im gunna get revenge. I wrote a book called, From the Hood to doing Good.
And I wrote the title and the title really has nothing to do with the book. Because From the Hood to doing Good is not a
story of my life. Its a story about the principles that I used in my life to make it to the other side. Hood actually stands for
Hazardous Obstacles of Destruction, which everybody in the world can relate to. We all have obstacles. We all have
hazardous people in our life. We all have things in our life that are trying to destroy us and tell us to give up.
Well, Johnny, why did you write the book, From the Hood to doing Good?
Because they said the only people that would listen to me were the people from the Hood. So in the midst of me
getting revenge, I wanted to throw it back in their face.
Well, Johnny, you wrote a book, now what? Youre not going to get anybody to endorse it. Nobodys going to want to
align their names with you.
The front cover of the book is forwarded by the world famous, Les Brown, one of the top five speakers in the world. The
back of the book is endorsed by my good friend, Dennis Wheatley. Its also endorsed by the Zig Ziglar Corporation. Its
also endorsed by Bill Bailey. Its endorsed by individuals and entities that they said Id NEVER, ever get an endorsement
from. I BELIEVE that people want to hear from real people now. If you agree with me say, Oh, yeah -- Oh, yeah.
Now my book is a best seller, and its available at every major book store across the world. But you cant stop there.
When you reach a level and a life where you can look back and appreciate, dont stop long. Dont sit back and celebrate
yourself too long. Now, its okay to celebrate yourself. I always tell people, Hang around people who celebrate you, not
tolerate you. HANG AROUND PEOPLE WHO CELEBRATE YOU, NOT TOLERATE YOU.
What do I mean? When youre talking about your business ideas and someone says, Oh, here he goes again. Theyre
tolerating you.
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You start telling somebody about your visions, your dreams, your aspirations, and your goals and they just look at you
and say, Okay. Thats tolerating you. But when you find somebody, and you say, Listen, I want to do this. I want to be
successful. Heres my goals, heres my dreams, and they say, You can do it! Heres what they say, Nothing can stop you
because I know you as a person. Thats somebody whos designed to celebrate you. You hang around people who
celebrate you.
I remember thinking to myself, You know, I wish I could do like a team book with some of these people out there, like,
you know, Mark Victor Hansen, Jack Hanfield; Chicken Soup for the Soul. I want to be a part of something like that. And I
remember saying to myself, You know, if I submitted my articles, or my stories to these individuals, they would probably
have me in part of their book.
But something inside me said, No, Johnny, Win big. Dream big. I said, Well, what about me doing a book. And me
inviting them to be in MY book? That sounds a little farfetched but I said, Its possible. And if somebody else is going to
do it, then me too.
So, I designed, I produced and I own the book, called Multiple Streams of Inspiration, Volume I. In this book, youll see
on the front cover, its me. Theres a guy by the name of Brian Flannigan from the Zig Ziglar Corporation and in the
middle is Jack Hanfield, who is the author and founder of Chicken Soup for the Soul.
Ive also co-written books with Dr John Gray, whos the bestselling author of last decade, Men are from Women
whatever Men are from Mars, Women are from Venus.
Ive co-authored books with Jim Rohn, who I think could be the greatest wealth philosopher of all times. Ive done
projects with Zig Ziglar. Ive done projects with people they said I would never, ever share the stage and you know what,
theyre right. I should NEVER have been able to share the stage with individuals like that but that wasnt my reality.
I am telling you right now that what lies within you is so powerful and so strong that the only thing that can hold you
back, is you. You, my friend, are your greatest enemy. NOTHING can stop you, like you.
In the next few moments, I guarantee you this; I guarantee you that I will not leave you in the same mental state that
you are in right now.
I guarantee you that in the next few short moments that I will increase your situation right now. Guarantee it. I
guarantee you that I will not leave you in the same situation that you were in when I started. Is that fair? -- Yeah.
I believe, in life, that every single person has, what I call, a Personal Defining Moment. Your PDM. Some of you are
part of my millionaire circle, some of you are students of mine, and you know where Im going with this. Your Personal
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Defining Moment. Your PDM. Your moment of truth. The moment that nobody can take away from you. When you can
tap into your Personal Defining Moment at any time, my friends, you can become untouchable. People ask me all
around the world, Johnny, how did you obtain such a level of success at such an early age in life?
Now, I want you to understand something about me. My definition of success is not JUST money. I really want you to
understand something. My definition of success is not just money. So, when I say the word Success, Im not just talking
about money. But I am talking about money. Do you understand? -- Yes.
I do wealth seminars all over the world. I have students I have trained all over the world. Ive helped at least 30 people
become millionaires worldwide. Ive helped dozens of individuals around the world become six figure earners. Ive helped
hundreds of people become financially free. So, Im not talking about what I THINK. Im talking about what I KNOW and
what Ive done.
Listen to me. I teach people HOW to obtain success. I teach people how to tap into wealth. Hear me out. I teach people
how to be successful. I dont teach people how to WANT to be successful. I teach people HOW to be successful, not how
to WANT it. If you dont want it, then to me, thats a waste of both of our time.
So, I work with people who have a desire and a passion for INCREASE. What Im about to share with you, if you truly
have the desire, or success is NOT an option, is something you MUST obtain, if you take what Im about to share with you,
right now, nothing; no entity in hell, not me, not anybody in this room, not anybody in the world can stop you.
People say, Johnny, how did you obtain success at such an early age.
Do you want to know the answer? -- Yes.
If I could show you how Ive helped people become financially free, as well as myself, and I gave you the golden
nuggets right now, would you take them? -- Yes.
Now, I want you to get ready to write this down, because theres going to be a lot of information in a very short period
of time. And when I share this with you, I want you to understand something. Some of this will go over your heads. Some
of you will not be able to comprehend. Some of you will flat out miss it. Because its pretty deep. Those of you who really
know me, know I dont do deep. I hit you right where youre at.
The reason Ive been so successful in life, the reason Ive helped other people become successful in life, the reason Ive
broken every record in every industry Ive ever been in, is because Im smart enough to know Im not smart enough to
know everything.
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Here it is. I want you to write this down. I DO WHAT IM TOLD TO DO. Thats it.
Thank you for keeping up.
I do what Im told to do. I DO WHAT IM TOLD TO DO. Im coachable. Im trainable, and Im teachable and its made me
unstoppable. Ive followed people who have proven practical principles of success that are walking, talking, testimonies
of what theyre teaching. And I do EXACTLY what they tell me to do. Im smart enough to know Im not smart enough to
know everything.
So I hang around people who are where I want to be. I cheat. Im a copycat. If I say I want to be one of the greatest
speakers in the world, and Les Browns one of the greatest speakers, Les Brown is like my father. He is my mentor. I have
access to him. He has access to me. He coaches me. Im coaching him now, on certain things. But Les Browns one of the
top five speakers in the world.
Heres a clue. When Les and I are walking through an airport, do you think that Im walking to his speed, or hes walking
to mine? Do you think hes slowing down for me, or I have to speed up to him?
If you find yourself following somebody who slows down for you, thats not the right person. You should be following
somebody who stretches you. Someone who pulls you. Someone whos not there to just tolerate you. Someone whos
there to mould you and shape you into what you said you wanted to be. Heres my question. Why do people follow
parked cars? Why do you follow parked cars?
Well, John, I invested money in this, I invested money in that.
If theres no manifestation, that was a parked car. Or you didnt apply and do what you were told to do. Now I said it
would go over some of your heads, but I promise you its really that simple. Dont follow parked cars. You know what? A
dog doesnt even bark at a parked car. Why would you follow one? Do you know what a dog does on a parked car? Heres
a clue. If someone is pissing on your dreams then chances are youre parked. If someone has the time to tell you that its
not possible, my friend, you are parked.
Well, Johnny, it cant be that easy.
Listen to me, association brings about assimilation. The way you think youll attract other people to think the same way
that you think. Let me give you a clue. If you hang around nine negative people, guess who number 10 is. If you hang
around nine broke people, my friends, youre number 10. Studies show that you can find 5 people - listen to me - I dont
even know you, whats your name? -- Tom.
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Tom? You said Tome, but Im going to say Tom. I have no accent. Well, actually, I do to you. Why do you guys all talk
funny Im just kidding. Tom. Tom, weve never met. I dont know you from Adam. We dont know each other. Tom, if you
were to give me access to five of your friends, your closest friends, I could take your five closest friends, take them to a
room and interview each one of them, I would never ask them one thing about you. Id ask them questions only about
them, and after interviewing those five individuals, Tom, Ill come back and tell you everything about you. Because birds
of a feather flock together.
Well, Johnny, I hang around people, they dont have vision, they dont want to be super stars in life but theyre my
friends, I just hang with them. Thats a clue.
You hang around people that are pushing you toward your destiny. In my CD series, Think and Win Big, I talk about
finding about the inner-me and identify who your friends or foes are. How many of you have gone through the session
of Friends or Foe on this CD series? Some of you were here last time. The principle session on this CD session, one of the
most powerful topics that I talk about and its like a one day session. It talks about you separating yourself from entities
that are holding you back.
Now, listen to me, a friend is a person, place or thing thats pushing you towards your destiny. A FRIEND IS A PERSON,
PLACE OR THING THATS PUSHING YOU TOWARDS YOUR DESTINY. So its not just people. Person, place or thing. A foe is a
person, place or thing thats pulling you away from your destiny.
So, when you identify who your friends or foes are, its your responsibility to make the decision to make an increase in
relationships, or a decrease in relationship, whatever it is, but its really your responsibility. This is why I believe that every
failure in life can be traced back to a decision or a choice that you made and you have to own up to it.
Well, Johnny, I didnt know this person would run off with all my money.
Did you inspect what you expected, or did you follow another parked car? I have a lot of information that I would
love to share with you in a very short period of time. I believe the PDM will be a very important foundation for where
were headed over this weekend. Your Personal Defining Moment. Some of you and most of you, if my record precedes
me, will have a moment, or you already have one.
I spent $10,000 to go to a five day seminar one time. There was five minutes of that seminar that literally increased my
entire life. Now, if I could have paid for those five minutes, and not had to stay there for five days, would that have been
possible? No.
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So, heres my challenge as I go through this. Now, every one of you, you are here right now. How do I know youre here?
Because I can see you. But it doesnt mean that youre present. Youre here, but you may not be present. My challenge for
you is, if youre going to be here, be present. It takes the exact same amount of time.
So, listen to me. The way youre listening to me right now is building your character. The way youre NOT listening to
me right now, thats building your character. The way youre tolerating what Im saying thats building our character. I
promise you, if you tune in, just for a second, and you program yourself, right now, to be present, I promise you increase.
Say INCREASE-- Increase.
Now, I want everybody to be here and present while I say this. Listen, your Personal Defining Moment I went to a
five day seminar, paid $10,000 and I had a moment that changed and enhanced my entire life. Dont miss your moment
because youre not present. Be present.
I dont care about whos walking at the back of the room. I dont care about phones ringing. BE PRESENT. Do not rob
yourself of the opportunity. Dont rob your children, your business partners, the opportunity for whats about to happen.
Your Personal Defining Moment. How powerful is your mind? Your mind can convince yourself that everything in the
world is possible. The exact same mind can convince yourself to give up. If the mind has that much power, why not use
your very mind to manipulate it to make sure that its constantly pushing you toward your destiny? Is your mind not a
powerful thing? -- Yes.
Let me share with you how powerful your mind is. Has anyone in here ever had a bad dream or a nightmare? What are
some of the manifestations that happen in the midst of a nightmare? -- Sweat.
What? -- Sweat.
How do you spell it? Proud of me? I mess it up? Doesnt matter. What else? -- Fear.
Fear. What else? Some of the things that happen in the body. Come on. Blood pressure. Heart. Tears. Paranoia. All this
stuff. Listen.
Listen. In a dream, your mind is so powerful that it can convince itself that these things are real. You go to sleep in a very
peaceful place. Something in your mind convinces yourself that youre no longer in this place of peace. You begin to
think about things as if its real and your mind is so powerful that the very things that youre thinking about sends
messages to your body to manifest these natural results that should never be real but because your mind is saying this is
where youre at, your heart beings to race. So your heart submits to your mind. You begin to sweat. So your physical
nature submits to your mind. Your blood pressure begins to go up. You wake up in a sweat, you wake up in a panic,
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youre paranoid. Things begin to happen just because your mind says it was possible. Heres a question. When you wake
up are you not in the same place when you went to sleep? -- Yeah.
So, was it real in your mind? Yes. Was it real in your body? Yes, because your mind told your body what was happening,
and your body submitted to what you said. Was it real in your atmosphere? NO! The only thing that changed was YOU.
You went to sleep in a peaceful place. You were still in that place of peace but your mind said you were somewhere else,
but the only thing that changed was your mind. So, how can your mind interrupt a very peaceful place, and make you
manifest in a body form, that things are real that arent even real and nothing changed in your surroundings but your
mind. Thats a powerful thing.
Thats a very powerful thing. Your mind can convince your body to sweat. You can visualise things that arent really
happening, and you will begin to entertain those regardless of everything thats around you that says its not true.
Most people wont be successful in life because they cant take that first step. Even though theyre in a place of safety.
My favourite book says, In the multitude of Council there is safety. In the multitude of a council you have people and
teachers and individuals who have proven, practical principles that will lead you down the path of righteousness - if you
will - and in that place, you are safe. But nobody controls your mind but you. Your Personal Defining Moment is the
moment of truth, the moment you say yes. The moment you say, Im in. I can do it. Sign me up. I want to do this. I want
to make money on the Internet. I want to learn how to win from within. I want to be coached by individuals who are
millionaires. Sign me up. Im in. That is your moment of truth. That is your Personal Defining Moment. The moment that
you say, I could be an entrepreneur. I can make millions of dollars on the Internet. The moment you say that its
possible. The moment that you really sit back and you say, Yes, I can do that. If he can make millions of dollars on EBay,
then I can too. If he can make millions of dollars, 24 hours a day, seven days a week, and his moneys working for him, and
hes not working for his money any more, I could do that too. If somebody else can do it, say Me too. -- Me too.
Thats your moment. THAT IS YOUR MOMENT. Heres a reality. Your Personal Defining Moment happens but it doesnt
happen for a long time. Heres what we have going against us. What we have going against us, is, normally, your
Personally Defining Moment, may last for minutes, maybe up to 72 hours. Thats it. Your Personally Defining Moment,
doesnt last long, just like a dream. The moment you say yes, youre untouchable. Heres the thing. How old are you? -Eighteen.
Nineteen or eighteen? -- Eighteen.
Eighteen. There you go. Youre 18. Whats your name? -- Brandon.
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Brandon? You can have a moment right now that nobody can ever take away from you at the age of 18. How many of
you would love to have that moment that hes about to have at 18? How many of you people would be multimillionaires, right now, if you had Brandons moment at 18?
Listen to me, Brandon, I want you to understand something. I dont benefit from you getting this. I want you to benefit
from it. I dont want to get anything from you, Im about to give something to you. Are you with me? Your moment, that
youre having right now, nobody can take that away from you. The moment you say, You know what, regardless of how
old I am, regardless of where I come from, if somebody else is going to make a million dollars on the Internet this year
me too. Brandon, say Me too -- Me too.
Nobody can stop him but him. Thats his moment. You will have your moment and your moment of truth can come and
go just as fast. Heres a reality. You get in the car, you head home, you begin to question your moment. I got caught up in
the hype. I got caught up in the whatever that was going on. I cant do this. But whos he talking to? Himself. But it
doesnt take away that moment. Because that happens to me too. There are plenty of times when I got in my car and I
headed home and I thought, What the hell did I just do? Cant believe I just invested this Cant believe I just did that.
But I programmed myself, and I teach people around the world how to interrupt that thought and how to get back into
your moment.
Im going to show you how you can always tap into your moment, any time you want. Brandon, right now you say that
its possible for you to be successful over the Internet. Youre saying that, right now. Youre in your moment. Every reason
in the world, that you should not be successful still exists, in the midst of your moment, but for some reason the mind is
so powerful that it can say, Im so locked in right now to this moment, that the other obstacles of failure, dont exist.
Although everything still exists in the atmosphere thats around you right now. Every reason that you shouldnt do it.
Every reason that youre going to fail. Its still here. But for some reason you are laser focused into that moment. And when
you find that moment nothing can stop you. Right now, Brandon is more powerful in his moment than most of us in this
room. Let me tell you why. Because he does not know that failure still exists right now. Just like you didnt know that
peace still exists in your nightmare.
Your mind can convince yourself that a bad dream is occurring and youre telling yourself this is real and your body
begins to submit just like whats happening here right now. Youll have a moment today, and youll say, Yes, I can do it.
For some reason youre able to tune into the possibilities instead of the obstacles. Now, when you get in your car, when
you get by yourself, guess what happens? You wake up. And every reason you shouldnt have done it is still there.
In my series Multi-levels of Million Dollar Principles, there are six CDs. One CD talks about your Personal Defining
Moment. Its normally a two day Boot camp. But Im telling you the information thats in your mind, is so powerful, that it
can catapult you toward your future and it can pull you back away from your future, based on what your mind says is real.
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Now, do I have challenges? Yes. Two days ago, I was asked to fly to Hollywood to meet with a producer several
producers, about a television show and another TV series idea that were proposing. The people that saw something in
me have been in the industry for several years. Heres my point. Every reason in hell why I shouldnt go came to my mind.
Every reason. But one thing kept telling me this. If somebodys going to launch a television show this year, it might as well
be me. IF SOMEBODY ELSE IS GOING TO HAVE A GREAT LIFE, IT MIGHT AS WELL BE ME. If somebody else is going to do it,
then me too.
So, Im in a constant struggle with me. Because I begin to think of why I shouldnt. It has to be me that stands back and
says why I should. Do you understand what Im saying?
So how do you program yourself to constantly be able to tap back in to what I call, Your moment. Listen to me. You
find your why in life I wish I was 18 when I knew this. You find your W-H-Y your WHY in life, that will make your
moment more possible to revisit at any point.
What is your why? Well, I want to make a million dollars. No, dont ever say that again. Youre worth more than a million
dollars. Never label yourself with a dollar sign.
I make money, money doesnt make me. I make the clothes, the clothes dont make me. I make the Rolex, the Rolex
doesnt make me. Theres nothing that has a physical number or value to it that could make me a better person. Because I
know my why.
See, I believe the reason they call it Internet Masters, the reason I love what this establishment does, the reason I love
the Money Masters and everything that theyre doing is because it teaches you how to be the Master. Did you know if you
dont master the Internet, the Internet can master you? How many of you know people who can stay on the Internet 20
hours and be non-productive the whole time?
So you understand you can master the Internet or the Internet can master you? You can master alcohol, or alcohol can
master you. You can master money, or money can master you. The question is, who do you want to be the master? When
I found my why in life, my W-H-Y - listen to me. My earliest memory was living in a battered womens shelter. I was four
years old when I found out I lived in a battered womens shelter. I was homeless. I was the youngest of three boys. It
wasnt my fault. I didnt ask to be there. I have two daughters right now. My oldest daughter is six, her name is Psalms, like
the book of the Bible. Ive got another daughter, shes four, my youngest daughter is four her name is Hannah. Four. I was
the youngest and I was four. I refuse to allow my daughters first memory of life to be a struggle. I refuse to allow my
daughter to accidentally remember frustration, or damnation, or abuse, or anything like that. Thats my WHY. If your
why doesnt make you cry, its not big enough.
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If youre not willing to die for your why its not big enough. Stop saying I want to make a million dollars. Its okay to
want to make it, but dont let that define you, just let that be a goal. I dont want to be successful. I MUST be successful.
Its not an option. I have never desired being a millionaire as if it were an option. Even when I was broke, I still had a desire
that I must be a millionaire. I didnt say I wanted it. It was something that I MUST have. Why? Because I REFUSE to allow
my childs first memory of life to be a struggle.
But I also have peace. Im also happy. You know there are a lot of people who are millionaires who cant stand
themselves? Theyll never have peace. Thats why I say theyll never be successful.
Im excited about what I do and who I am and what I bring to the table. Im excited about the fact that I can make
money 24 hours a day, seven days a week participating in the top one percent of Americas income, not have a college
degree and theres nobody in hell that can tell me what to do, or what I cant do.
Now, if I wanted to drop this pen and walk off this stage right now and get on an airplane to Tahiti or wherever I wanted
to go, I can send a message to my wife to go book a flight, bring the kids and bring the nanny and the personal assistant,
well buy clothes when we get there, and Im going to buy me clothes too. And when we get there, we can live the rest of
our lives and never miss a beat because of the Internet.
Listen to me. Billions of dollars will be made today on the Internet. Billions. Billions. If this is a billion dollar pie, and one
billion dollars will be made on the Internet today how big a slice do you want? If a billion dollars is going to be made, lets
just say this week, this month, this year, Brandon, how big of a piece do you want? Would that be okay?
Listen to me. Brandon, most people dont understand the difference between a billion and a million. If I give you one
million seconds. One million seconds. Whats your name? -- Jo.
Jo? I give you one million and I give her one billion. It both sounds like a lot right? It is. Let me tell you the difference.
One million seconds would be just over 11 days of your life. Eleven days, one million seconds. One billion seconds would
be just over 33 YEARS of your life.
So, Beyonce and Donald Trump dont live on the same block. A multi-millionaire and a multi-billionaire they participate
at two different levels. So you say you want to make a million dollars on the Internet. What does a million dollar piece
look like of a billion dollar pie? You can literally get the knife and walk up, Jo, and just simply cut a line, and lick the
residue on the knife, and thats a million.
Im not saying get a piece, Im not saying do anything. Im just saying get your knife and lets start cutting. Because
theres a billion dollar pie and billions will be made this year with or without any of us. If youre going to participate, say,
Oh, yeah -- Oh, yeah.
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This is what gets me excited. Listen to me. When you can start saying that stuff to yourself. When you can start speaking
into your own future. When you can start calling those things forth. When you can start being the law of attraction to
whats coming to your life. Listen to me. Nothing can stop you. I never tell someone Im broke.
I have a million dollar program where I mentor people every year and I mentor individuals in the whole meaning of the
program. Its a one year program to get you to the million dollar mind set. I have students in the back right now who are
part of that right now and students all over the world that are a part of that.
The whole program is moving them and pushing them towards a million dollar mindset. And yes, millionaires are
created but my focus is the mind first. We get the mind first. How many of you can see yourself being a millionaire in 13
months? -- Yeah.
Some of you may already be one. How would you like to make another one? -- Oh, yeah.
How many of you could use an extra zero in your account? -- Yeah.
See, thats what Im talking about. Say, INCREASE-- Increase.
Theres nothing wrong with the desire for an increase. Listen to me. Im very confident about increase. Im very
confident about having a level of expectation for increase. Listen, Im confident, not arrogant. Arrogant is when you think
youre better than somebody else. Confident is when you understand theres nobody who deserves something that you
dont. Theres nobody who deserves a level of success that I dont deserve. Even if Im wrong, I still convince myself of
that. But its my thinking that pushes me, not your thinking. Does that make sense? -- Yeah.
Listen to me. Youre going to hear a lot of information in a very short period of time today. My goal is to get you to the
point where you understand that WINNING BEGINS WITHIN.
Winning begins within. As a man thinketh, so is he. As a person thinks in their heart, thats who they are. If you begin
to think about becoming successful it has no other choice, it has to. It MUST submit to your thinking. Just like your
thinking in the nightmare, your body had no other choice but to submit to the thinking.
So, if you can control your body subconsciously like that, what can you do consciously in the world just by thinking.
Because success is not an option any more. Making money on the Internet is not an option.
Let me tell you something. Its not easy to make a lot of money on the Internet but it is simple. Easy sounds lazy to me. It
is simple. While Im talking to you right now, Im not exaggerating. Im in Australia, I am making money right now in
Texas. Im making money in California. Im making money in Canada. Im making money in New Zealand. Im making
money in Australia. Im making money in Singapore. Im making money in South Africa. Im making money all over Africa.
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Im making money all over Europe. Im making money all over Asia. While Im talking to you right now, if I dont say
anything else, Im still going to make that money. If I freeze like this Im still making that money.
Listen to me. Most people in life will die working for their money. My moneys working for me regardless of what I do.
Im not saying this to impress you. Im saying it more to impress upon you. If a young kid from the Hood can rise above
adversity and look death in the eye, several times, where I know for a fact I should be dead, where society would not give
me an opportunity, no corporation in America was willing to hire me and its funny, the same corporations that wouldnt
hire me now hire me to come speak to their people. Thats revenge.
Finding what people say you cant do and just absolutely putting it down and giving it everything that you have to
make that happen. Brandon, I dont normally do this. Come here, please. Congratulations.
Let me tell you something. When I see a young man whos willing to sacrifice are you going to be here the whole
weekend-----? -- Yeah.
-----willing to sacrifice a weekend when he could be doing a lot of cool stuff dude, be a lot of places but you are doing
what I call investing into yourself, because time is something you can never get back. There are many people in this
room, including myself, that would love to change, or trade their life, in terms of learning what youre learning right now
at such an early age. Let me tell you something, you are closer to next year than you are to five minutes ago. I want to let
that sink in. You are closer to next year than you are to five minutes ago. You can never go back and get it. You can only
move forward. And because you made a decision in your life today, Im going to invest in you.
Not only am I going to invest in you, Im going to invest in your future, because I want to be part of your process. I want
you to be my next success story. Not only did he show up he didnt just show up he showed out.
He sat in the front row. And Im not saying that against anybody in this room, but he is hungry for something. Hes
hungry for increase in some shape, form, or fashion. Thats my bestselling book thats available all over the world. I want
you to read that because the principles that are in that book have helped people overcome major themes in their lives.
You may say, I dont have any major obstacles. When you begin to read that book, you will learn how to create what I
call a season of separation, when you separate yourself from any entity thats holding you back.
Now, listen to me. If its not pushing you forward, its holding you back. Theres no in between. You cant say, well I go
here, or I hang around this, or I do this, but its not pushing me forward its not pulling me back either, its just causing me
to stand still.
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Brandon, if the rest of the world is moving and youre staying still, my friend, thats moving backwards, because youre
getting further out of view. Make sense? -- Yeah.
Im also going to give you this book because there are multiple offers in this book, Multiple Streams of Inspiration,
neither one of these books are available today individually. So, Im giving you this. This information will change your life,
enhance your life, if you read it. Now, the Think and Win Big, my best selling CD series around the world. This CD series,
Ive had people listen to - four CDs - Ive had people listen to this and quit smoking. I dont even talk about smoking. Not
once do I mention smoking. I mention you finding the obstacle and Ill teach you how to overcome, I dont care what it is.
Ive had people lose over 100 pounds, after listening to this. Ive had people become successful. Ive had people walk
away from their jobs. Ive had people whose marriages have been turned around just by listening to this information, so
you get to pick the obstacle. The principle doesnt even matter, youre going to get that.
This CD series is normally a 3 day workshop that I do, thats been mastered and produced in a studio called Multiple
Levels of Million Dollar Principles for Internet Marketers. If you do not have a business on the Internet, it doesnt matter.
This is the information that I have taught people how to make a lot of money through the Internet and also through
leading people. How many of you know what an affiliate program is? If you can leave people an affiliate program and
everything they do, you get a small percentage of, would you be interested in that? -- Yes.
I teach you how to create those relationships, how to nurture those relationships, and how to push other people to
become successful in the midst of making yourself successful by making residual income. Do you understand what
residual income is? Let me give you a vision. I want you to look out here. Residual income were looking at the wall
were going to just dream. Residual income is like a mailbox cheque. You know how you get it? You just go to the
mailbox? -- Thats it?
Thats it. No more work. No more creativity. You can even hire someone to go to the mailbox for you, and its still your
money. Now hes digging it a little more.
This is six CDs. This is more mental, creating you from the inside out. The value on this CD series is worth thousands.
This whole package is what I call my millionaire mindset package. I am giving you, in US dollars, about $300 worth of
information right now. In terms of value, you cant put a value on it. This is yours. This is what you owe me. I want your
testimony. I want the rights to your testimony? -- No worries.
Stand up just for a second. Im going to get a form into everybodys hands real quick. Ive never done this before,
Brandon. I have a course where I work with people that are selected and there are some of them in the room right now.
You have to apply to be part of this process. Everyone who submits to be part of my Millionaire Mind Mastery Program
which is a one year program is not accepted.
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Now, I can tell you, these are people who have a desire and a passion. I have politicians, I have self made millionaires, I
have individuals who are just starting businesses and I have people who just want to grow as a person, in terms of the
mindset and helping other people become successful.
Now, listen, Id be willing to bet that the amount, in terms of value, of what Im about to offer you, youve never spent
this kind of money before in your life at one time? -- Fair bet.
Okay. Fair bet. Im about to give you or invest in you access to my circle, if you choose to be in it? -- Yep. You accept
the challenge? -- Yep. Victoria, he is one of the individuals who will be accepted into my program this weekend. I want
you in the circle. I want your story. Do you have any relatives here? -- Thats my dad.
Your dad? Wheres your dad? Stand up. Look at him. Does he look like his dad? Turn around. Wow. Congratulations.
They say a good man will leave an inheritance for his childrens children. And a lot of times people think that an
inheritance is just money. Its not. An inheritance are the principles that you actually leave with your children as well.
There are a lot of rich people whove been passed down things from their parents and now theyre just rich fools.
But when you bring your son to something like this, youre installing principles, so regardless of the amount of success
that he achieves in his life, hell always be able to attach back to the foundation.
Now, Im not going to use anybody for an example but lets just say theres a young lady walking around who is, you
know, a millionairess, because she inherited, you know, and is going to inherit a lot of money because her family owns a
very major hotel chain around the world. I wont say her name but who happens to be a good girl if you ever get to meet
her but in my opinion, thats an example of someone who passed down - who had good principles but only passed down
the money.
What Im saying is this is what I call a clue. I say success leaves clues. This is a clue that hes investing into his future. A
good man will leave an inheritance for his childrens children.
Give him a hand. Thank you.
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MoneyMasters
FEATURING
JOHNNY
WIMBREY
Johnny Wimbrey
JOHNNY WIMBREY: Say, Increase -- Increase.
MEET JOHNNY WIMBR

REY
Increase -- Increase.

atness. He
Good. Now give yourselves a hand. All right. Give yourselves

a hand. Its okay to clap for yourself. Itss okay to be your own
biggest fan. Its okay. Ill explain that in just
j
a second.

young drug dealer.
All right. Here we go. Were going to hit

h the ground running
a lot of information very short period off time. I talked about

being confident when I was saying, Claap for yourself, be your

own biggest fan. And the reason that I say that is at some
point in your life you will find that when

n your back is against
the wall if youre not in your corner whyy would you expect
someone else to be in your corner?

marketing agency.
In other words you must be willing to

o fight for your future,
your dreams, your aspirations the vision

ns that you said that
you had. I said I wanted to be an Internaational voice to people
around the world. I said, Johnny Wimbrrey said, that I want to

empower the masses to become great.

d
mething that I said that I

So, if those are my words and its som
wanted to do; whos responsible to inve
est in what I said that I
was going to do? I am. See a lot times we
w find ourselves saying

what we want to do, where we want to

o go, what we want to have; but we wont even get behind our own vision and our
own voice and what we said that we we
ere going to do.
The journey of a thousand miles starts with what? One step. One step and heres the botto
om line. The only thing Im
p
once asked and you
asking right now is for you to take that step. That step into your journey. You know, a wise person
may have heard this before - the questiion was - where is the most valuable place in the enttire world? People said, you
know, in the mountains where theres diamonds,
d
in the ground where theres oil, and they were
w
naming all these places
and one person stood up and said; No, in the Graveyard. Because in the graveyard is where
e youll find dreams, and
visions, inventions; things that have never been created because we were selfish and we to
ook it to our grave.
There are things, there are voices, the

ere are inventions, there are books, there are ideas, and
a there are businesses that
are inside of you that nobody else can push
p
forward but you. Say, Me -- Me.
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Johnny Wimbrey
In my own opinion it would be selfish for you to go to a grave with something that you could have left for me. It would
be selfish for me to go to my grave when there was something I could have left for you.
Now when I wrote my book From the Hood to Doing Good, for me it was one of my most major, in terms of major
personal accomplishments in life because my book will outlive me. My book will outlive my childrens children. This
means there is something that I created in my life that will always be around. And that exact same thing can happen for
you not just in the form of a book, but in the form of a business or an idea of something that you passed behind.
You know, Im incredibly honoured that there are people that say that they are millionaires today because of me. Now, I
cant take that back, theres nothing I can do about it. Now guess what it is? Its a trophy on my wall. Thats my trophy in
life. My trophy in life is when someone calls me and says, Johnny, I took your course and I took my wife off of her job
today. Johnny because of your teachings because of you exposing me to your principles, not only your principles but
your circle of influence. And youve connected me with people who connected me with people; and because I was at the
right place at the right time, and I invested in myself, Im financially free today.
I have stories around the world, where I have helped people make their first million dollars. Ive helped several people
become six figure earners. Ive helped a lot of people become financially free. Now when I say, financially free, in my
opinion financially free is when youre making about ten thousand dollars a month above and beyond what youre
already making.
Say, Oh Yeah -- Oh Yeah.
I could use an extra ten thousand dollars a month above what Im making right now. I think I could use an extra five
hundred dollars. Whatever. Maybe.
Say, Increase -- Increase.
Nothing wrong with an expectation of increase. Say, Confidence -- Confidence.
Now heres a big issue that I have to deal with a lot of times around the world. And the reason I started out talking
yesterday - I said, If someones going to knock the ball out of the ball park today, if someones going to become a
millionaire today, if someone is going to become financially free today on the Internet or in their business with their
ideas, if somebodys going to do it today. Me too.
And it takes a lot of confidence for you to set yourself aside from the rest of the world whos going to lose, and you
know the odds are against you. You know that the studies stand against you. But the fact that you can stand still up with
confidence and say, Me too, makes all the difference in the world.
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Muhammad Ali said he was the greatest to himself before he was bold enough to say it to the camera. And before he
was bold enough to look into his opponents eyes to say that, I AM THE GREATEST, before he got bold enough to do that
he had to convince himself that he was the greatest first. Correct?
So half the battle is already won when youve convinced yourself that you deserve to be the greatest. The other half of
the battle is won when you can convince your opponent that youre the greatest.
See, its an incredible thing when you can stand up for yourself. Being confident. Theres nothing wrong with that.
People who dont understand the difference between arrogance and confidence will always be intimidated by confident
people. Those who do not understand the difference between arrogance and confidence will always be intimidated by
confident people.
If I say something twice thats a clue. Write it down. Those who dont understand the difference between arrogance and
confidence will always be intimidated by confident people. What do I mean?
Never justify your confidence for anyone who mistakes it for arrogance. Theyre intimidated by you. Im never going to
slow down to justify my confidence for anyone. Arrogance is when you believe youre better than somebody else.
Now, I will stand here today and I say this all around the world, theres nobody thats within a two hundred thousand
mile radius of where Im standing right now that Im better than. Theres nobody that I can look down on. Theres no one
in the world where I can elevate myself even an inch above them, in my opinion.
In my opinion every single person in this room, everybody in the world has inner ability to become successful, and an
inner ability to rise to any platform that they choose to rise which means were all equal. The only thing that separates us
is choice.
So, being confident doesnt mean Im better. Being confident says, I deserve it. Being confident says that if someone
else can do it, I can too. You may still being saying, Johnny, thats arrogant. We dont walk like that in Australia. We dont
have that kind of confidence here because people may mistake it for arrogance. Johnny, you should not be that openly
confident about who you are and where you believe youre going.
Listen to me. You werent with me when my mother put me on an aeroplane and said, Im sending you back to live
with your father. The same father that is the reason for me living in a battered womens shelter being homeless. To put
me on an aeroplane when Im eight or nine years old with my older brothers in San Jose California, saying, Were sending
you back to Texas. To get on this aeroplane was one of the hardest things for me to do in my entire life. But Johnny had
to learn how to become a man that day. My mother put me on an aeroplane and said, Ill see you in two weeks.
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You werent there with me when two weeks went by and she didnt show up. So dont tell me that I cant be confident.
You werent with me when two months go by and theres still no mom. You werent with me when two years went by
and Im asking my older brothers Is mommy still alive? You werent with me when I was crying myself to sleep at night
so dont tell me I cant be confident. When nobody else was there for me, when nobody else was there to dry my tears,
guess what? Johnny was there. So never allow someone to tell you that you cant be confident. Trust me theres no
human being that you can depend on like you.
And when you get that through your head when you really internalise that, theres no force theres no force in the world
that can stop you from attaining what you said you were going to do. I said that I was going to be an International voice
to the world.
See, I believe and I want you to hear this in a very mental state. And Im going to give you a visual - the reason Im going
to give you a visual - because I dont want you to miss it. And a lot of times I give you visuals to make you uncomfortable.
Why do I want you to be uncomfortable? Its because you cant learn how to swim in shallow water. Im not just talking to
average people right now. Im talking to crazy people. A person who would sacrifice their Sunday, a beautiful Sunday like
this, to be in this room all day and not even see the sun. Thats crazy. Its peculiar individuals who Im looking at right now.
And thats okay because Im a peculiar person as well. Im not average. I dont think average and I dont live an average
life. So I want to shake you up just for a second.
Every single person in this room who can hear my voice - you are pregnant. Yes Fernando youre pregnant. Youre
pregnant with something right now. A dream, a vision, a desire, an invention, a book, a business, a passion. Youre
pregnant.
Reality is, most people will not push the baby out. Many people are on a 50th trimester if that exists because we simply
wont push the baby out. And heres the thing. We conceived it. We said we were going to do it. We said we were going
to be millionaires. We said we were going to be successful. We said we were going to be happy in life. We said we were
going to make this business happen. We said it. We impregnated our self. We conceived this idea and this vision and the
very baby that we said exists in our very being, we wont push it out.
Why? Because somebody else said Its not possible. Because someone else says, You cant do it. Because you allowed
somebody elses opinion to become your reality youre still sitting in here and the babys saying, Let me out. Im ready
to go. The babys saying, Listen I want to live. If you push me out I will not let you down. Im talking to me too.
How do you go from procrastination to production? The reason I create circles of influence of people that I work with
around the world, is because I know if I can create the foundation for where a person is going to go and I can help you in
the midst of that foundation process, I can almost guarantee your success. Because if your foundation is solid, the first
wind that comes wont blow you over. If you build a house on sand, trust me, its not going to last long. You have to have
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a solid foundation. So what Johnny Wimbrey does is I work with individuals. And what I do, I help, Florence, I help create
that foundation. Because if your foundation is solid I have something to build on.
Theres no person that I have ever worked with in the world that has gone through the process of the foundation part
with me thats not successful today. Not one. So I dont try to create success stories. I do. But here is my disclaimer. I dont
just work with anybody. I dont. I teach people how to be successful not how to want to be successful. Its not what I do.
Its not my gift.
My gift is to take someone who has a desire and a passion, someone who says they can do it, someone who can
conceive this idea and Ill help you create that foundation and push the baby out. Thats what Im an expert in. Now, Im
good at what I do and Im not good at what I dont do. And Im very good at helping people find their passion and
pushing it out. Very, very confident in terms of that.
Now in the midst of me saying that, I want you to think about something for a second. Why do you think people are not
successful? -- Fear of Failure.
Fear of Failure. Very good. Fear. What are we afraid of? Listen to me. I am more afraid of being broke than I am of being
successful. So my fear of being broke drives me to success. Its still fear. But Im in control. Its not in control of me. Do you
understand how the mind works?
I believe people who use the excuse for fear is because they havent been taught how to transfer that energy to work in
their favour. Now Im afraid to be broke. Im afraid to be in poverty. Been there, done that. Im afraid of it so it drives me
and it propels me to where Im going. If I were to bring, if I were to bring Ill go with a different colour because I know
its really bright up here. Someone tell what this is just to make me feel good about myself? -- A TV.
Thank you. That is a TV from the 1960s or somewhere around there. If I were to bring in a television set - this looks really
funny to me. For some reason I think about Bewitched. I dont know why but I think about Bewitched. Maybe thats
the kind of television I used to watch it on.
If I were to bring a television set in here right now. And I set the television set right here and I plugged it up, I would be
able to tune into certain channels that exist in this particular area. Do you agree? -- Yes.
I would like to challenge you for a second by saying that success is a frequency. Success is a frequency. Love is a
frequency. Dedication is a frequency. Failure is a frequency. Fear is a frequency. Poverty is a frequency. Hate is a
frequency. I believe that all of these things exist at all times and it submits to our thinking, and if we submit to it, because
the frequency is already in the air that which we think and what we submit to, will automatically plug in to us and thats
the reception and the frequency that we will tap into.
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If I brought a television in right now and I just sit it right there and I plugged it up, if I did not turn it on nothing would
happen. But it does not mean that the frequencies are not there. So a television has no purpose until it tunes into a
frequency. Because the television is off, does that mean that the frequencies are no longer present? No. The frequencies
are always present.
Channel 9 is present right now but we cant see it because theres no television to pick up the frequency. If I bought a
radio transmitter in here right now, there are radio waves that are in the air right in this room right now, we cannot see
them, but if we turn the radio on and we tuned into a valid station it would submit to us, and it would give us a frequency
thats already in the air.
Listen to me. If you hate somebody its a frequency that you chose to tap into. No one can make you depressed unless
you submit yourself to that frequency. Say, Ouch -- Ouch.
See Im a Healthcare Professional. When I was 20 years old, I became a Health Insurer Agent. And Im still a Health
Insurer Agent today. I still have my license. Im non-practicing. But the reason that it hurt me to be in Healthcare, even at
21 years old, it was because that I found that there were a lot of people that were submitting themselves to medication
for depression.
I know this may be a touchy subject, but listen to me. I believe that the mind is so powerful that when you submit
yourself to the frequency, that which you submit yourself to will pull out of the air, and it will bring it to you, because
thats the station that you chose to participate in.
Now are there any things in our life that will happen that will cause us to be depressed? Yes. Does it mean that you have
to submit to this frequency for the rest of your life? Thats a lie from the pits of hell. I believe the mind is so powerful, if
your mind can get you in a situation then your mind can get you out. If you choose to tap into that what? Frequency.
Now this may be a hard word or a hard lesson right now, but listen to me. Never ever submit yourself to the thinking
that your mind cannot get you out of a situation. The only thing that can hold you back from moving out of a situation is
the fact that we dont know what we dont know. And I dont know what I dont know. Thats why I constantly surround
myself around inner circles of people that can help me and they stretch my thinking. Its okay for someone to stretch your
thinking.
Albert Einstein said, The thinking got you into this situation does not possess the thinking to get you out.
So, there are somethings in your life where your thinking gets you into a situation and your thinking does not possess
the ability to get you out because if it did you would have never got there. So, you need a mentor or someone whos
willing to help you in the midst of situations that can also prevent you from losing money, losing time.
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There are people in my life that Ive submitted to and because I submitted to them it saved me a lot of money, it saved
me a lot of time because I was able to prevent falling flat on my face just because I took the time to seek wisdom.
Heres an example. I gave you a quote yesterday. Adversity causes some people to break but it causes others to
become record breakers. Lance Armstrong is a record breaker. Mother Theresa is record breaker. Gandhi is a record
breaker. Martin Luther King is a record breaker.
These are individuals who look adversity right in the eye and had every reason to give up, had every reason to throw in
the towel, had every reason to believe that it wasnt possible, had every reason to believe that their life was in danger but
they refused to submit to someone elses thinking, because it was their baby that they had to push out.
Say, Push out -- Push out.
Now listen to me. Lance Armstrong walks into a doctors office. He walks into a doctors office, Victoria. The doctor looks
him square in the eye and says, You have cancer. Do not get back on another bike.
Reality is, he does have cancer. Its a qualified person whos telling him he has cancer. Its a qualified person that says,
Never get back on another bike. You have a 50:50 chance of living. It was a qualified person who told him that. Just
because of someones credentials and qualifications doesnt mean that they are qualified to speak into your future.
Les Brown was diagnosed with cancer. The doctor says, Cant help you. Youre terminally ill. Les says this; he said, No
one, no doctor should tell anyone that there terminally ill. What they should say is, My ability to treat you has been
terminated. Because just because somebody else cant help you, it doesnt mean that theres not anybody else out there
that cant help you.
Lance Armstrong looking at a qualified individual who says, Dont get on another bike. Just like a qualified person
says, Dont start that business. A qualified person says, Dont invest in that. A qualified person does not have the
authority to speak into your future if their dreams and visions arent as big as yours.
Listen to me. Never allow somebody else to create your world for you because theyll always create it too small. I can
compliment your vision but I cant create your world for you. I can add to your world if you allow me too. But your vision
has to be there first. There are people in life that will compliment your vision; that will help you build your vision and
push you towards that vision, but your vision must be great for yourself in order for an outside influence to impress that.
Does that make sense?
So Lance Armstrong is in the Doctors office and theres a frequency of failure. Theres a frequency of disaster. Theres a
frequency of devastation. Theres a frequency for death. Lance Armstrong gets to make the decision which frequency he
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chooses to tap into. Was death there? Yes it was. Was depression there? Yes it was there. Was pain there? Yes. Was
success there? Yes. He chose to tune into success.
Heres a question: How fast can you turn the channel? As fast as you want to. How fast can you turn the station? How
fast can you go from depression to joy? As quick as you want to. Theres no pill in the world that can bring you joy. None.
Pharmaceutical companies will not bring me in to speak. You want to know why? Because I tell the truth. Theres no
price tag that can buy me or buy my truth. Money doesnt mean that much to me. Money doesnt master me, I master it.
Money submits to me. I dont submit to it. And it is my belief, and the truth, that your mind is so powerful, the same mind
that says, If you submit to this pill youll be better. That mind can say, If you submit to the frequency of joy, youll be
better. Is it easy? Not always. But is it possible? Yes.
Lance Armstrong had to make a decision. He decided to ride again. He decided to win and win big. Lance Armstrong
has a commercial out now, I dont know if youve seen it, but the commercial starts off, hes looking right into one camera.
Hes sitting down; one camera shot, and he says, Hello cancer. Remember me? You said you were going to kill me.
Remember me? Here I am several years later, several international victories later and I beat you.
Listen to me. Your inner winner lies within. It takes a lot of confidence to look a qualified person in the eye and say,
Im sorry, your vision for me is too small. My fire is burning and youre throwing water on my fire, so I must associate
myself with somebody else thats going to push me toward my destiny.
It takes a lot of confidence to be your own greatest fan. To be your greatest asset, it takes a lot of confidence. But you
get to choose the frequency. Its your choice. You get to submit. You may say, Johnny you dont understand its to hard.
I had people come up to me yesterday Johnny I want to get your package but I just dont have the money. Stop
tuning into that frequency. Ive never told anybody since I learned this that I was broke or I didnt have any money. Even
when I didnt, what I would say is, My finances are in transition.
I tapped into the frequency that my finances are just in transition. Im not broke. Im not sick, Im in the process of being
healed. I tap into that frequency. Do you understand what Im saying? Do you really believe that you are that powerful? -Yes.
Do you really believe that you truly are your own secret? -- Yes.
You have that possibility and ability to tune into that frequency for your future and your present. People say, You know
what, Im going to do this. Im going to start this. You know when someone tells me, Im going to quit smoking January
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1st, it drives me nuts. Im going to lose weight but Im going to start at the 1st of the month. Well that means you have
delayed your frequency. And because you delayed your frequency, chances are youll never tap into it.
Listen to me. You either do it or you dont. You do or you dont. Everybody wants to try to do something. Stand up
and do me a favour. Is it Brian? -- Yes.
Im not intimidated by you first of all just because youre like six inches taller than me. But I thought you were going to
be like this. You stand up and youre getting all tall. If youll stand next to me please? Brian this is a pen or a marker if you
want to be exact? -- Yes.
I want you to try to grab the pen. Try to grab the marker. -- Well I do or I dont.
There you go. You do or you dont. Good. There is no try in do. I believe the world famous Yoda said that. You dont try
to do anything. You either do it, or you dont. Thank you, Brian. Give him a hand. Did somebody do that yesterday?
Heres the deal. You dont try to move into your future. You dont try to move into your destiny. You dont try to
start a business. You dont try to do anything. You either do it, or you dont. I dont try to create success stories
worldwide. I do it. I dont try to help people become financially free. I do it. I dont try to become successful. I do it.
Why? Because try
is also a frequency and its a reason for you to have an excuse if you dont do it.
Listen to me. The only difference between me and most people in the world is, when I fall down I just get back up. Im
not better than anybody who falls because I fall too. Heres my guarantee to you right now. Johnny Wimbrey will fall
again. Hopefully not off this stage. Johnny Wimbrey WILL make another mistake. But I guarantee you and you have my
one hundred percent promise, if I fall I will get back up. You have my commitment. If I drop the ball Ill get back up.
Most people drop the ball and they look at it. And not only do they look at it theyre like, Brian hey look, I dropped the
ball. Hey guys; Come look, I dropped the ball. I made a mistake. I fell down. Im going to call someone and tell them. I
want somebody to feel sorry for me. Why? Because, I dropped the ball.
The difference between winning and losing in life is when a winner drops the ball they just pick it back up. One
hundred percent of every shot never taken, never goes in. One hundred percent of every shot never taken will never go
in. So, chances are if youre not shooting, nothings going to go in. Wayne Gretzky says that, Every big shot was a small
shot who just keep shooting. Every big shot was a small shot that just kept shooting. What am I saying? Keep shooting.
Pick it up. Dust yourself off. Forgive yourself. You made a mistake. Its okay. Whats not okay is for you to live in that
mistake.
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You know why its hard for me to work with and some people to join my program, I actually let them out. If theyre not
coachable, trainable and teachable, I cant work with them. Biggest issue I have to deal with. Some of you walked into the
room with your baggage. And your baggage is your past, your failures, your mistakes and things that happened to you in
the past - and you walk in with this baggage. And whats hard for me is to get you to let the baggage go. And what
happens, what I find working with people and experts is, the reason individuals will not let the bag go, or the baggage
go, is because it has become a part of their identity, Tom.
They have attached themselves to this baggage. And if they let this baggage go, what theyre saying is, I dont want it
anymore. And when you let the baggage go you cant look back. And what happens is we think we have to consult our
past to determine our future and when you truly let the baggage go, when you let that thing go, you also left the identity
go with it.
So, nobody is going to come to you anymore and says, Listen Sharon, I understand you went through so and so. No
its not you anymore. The baggage is gone. Many people dont want to let the baggage go because letting the baggage
go means people arent going to feel sorry for you anymore. And thats your identity. Our identity is, someone saying, Oh
no, no, no, no. You dont understand theyve been through a lot. Be nice to them.
So, if you let this identity go people arent going to be nice to you because they know their situation. Dont be nice to
me if its going to pacify me. Dont tolerate me celebrate me. And if telling whats real is pushing me towards my destiny
and it hurts my feelings. Hurt my feelings. Give it to me. But I dont just listen to anybody. I hang around people who are
in my corner.
So, what am I saying? You are the author of your story. What you're experiencing right now in life, what you have
control over, you wrote that story. Say, Ouch -- Ouch.
Well Johnny, thats not true. How can you say that you wrote the story? Lance Armstrong had cancer. Did he write the
story of cancer? How he responded to the cancer made him the author of his story. There will be things that happen in
our life that we have no control over. How we respond makes us the author.
What do I mean? Responsibility simply means the ability to respond. So when he found out he had cancer he had a
responsibility. Ride or dont ride. It was his responsibility; the ability to respond.
I was driving down the street in my car, and you got to understand, I dont work, so, if I find myself in traffic Im not
frustrated like most people because I really have no place to be. And if Im running late Ill just call somebody and say,
Hey Im just running late. No fear.
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So, Im driving down the street and I think - could of happened - I cut somebody off. So I look over and this individual is
flying by me and guess what? He told me I was number one. Now its not the finger that I would use to tell somebody
their number one. But in my mind he said, Im number one.
Now, the old Johnny - I wish we could show that picture right now Nik - the old Johnny, the old Johnny would have
chased him down. Thank God for deliverance, right? The old Johnny would have to prove to that person that Im not a
punk. Im not a sissy. You cant talk to me like that. The old Johnny would have to show out.
Well guess what? The old Johnny used to allow people to control him like that. If Im the author of my story and the
frequency of happiness and peace and joy is in the air and Im happy before I see the number one, Im going to be happy
after I see the number one. Why? Because I choose my frequency not this nut who doesnt know how to tell someone hes
number one.
The frequency is there. So guess what? I just waved and said, Thank you. Is it that easy? Yes because youre the author.
You get to make the decision. Yesterday I talked about a program that I was offering along with product and materials
that we talked about. And, say, Johnnys fault -- Johnnys fault.
It is my fault right now. I know that I did not bring as much material as I normally travel with. This program that I talked
about yesterday, you have the order form, - if you dont theres one in the back. This package is my Millionaire Mindset
package. And it goes for AU$359.00. The reason that I travel with this product is because I know, that I know, that I know
that it works. I know, that I know, that I know that without a shadow of a doubt in my heart, that if you apply the
principles that is in this information, it works.
My Think and Win Big series also includes the world famous Les Brown, a good friend of mine Jerry Clark, all self made
millionaires who talk about the process of learning to think like a winner. This CD series is a CD series that you can pop in
at any time any CD and it will increase you immediately, at any time.
This CD series is my best selling CD series available around the world and I said yesterday, Ive had people listen to this
and I didnt understand it at first, when someone said, Johnny I listened to Think and Win Big and I quit smoking. Im
like, I dont talk about smoking. I had people come to me and say, Johnny I listened to your Think and Win Big series
and Ive lost a hundred pounds. And Im like, I dont talk about losing weight. Johnny I listened to Think and Win Big
and my marriage was saved. I dont talk about marriages. I talk about the principals to overcome obstacles. And if you
can constantly program yourself to think to win, the principles work.
Now listen. Its a process. You will never arrive in the process of thinking like an ultimate winner but you will constantly
always be on your way.
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Listen to me. Im a student for life. I dont believe that there is one program thats going to take me for the rest of my life
but I do believe as Dale Carnegie says that, Repetition is the mother of all skill. So I constantly repeat and I constantly
embed things in my head. Why? Because repetition is the mother of all skill. Repetition is the mother of all skill. Repetition
is the mother of all skill. Why does it keep saying that? Because repetition is the mother of all skill.
Listen to me. Where youre headed is a journey but youll never arrive. Here is how I stay humble in life. I know that
Johnny Wimbrey will never arrive. Theres no dollar amount that can ever make me arrive. Money does not mean that
much to me.
Now, I know that money is not the most important thing in the world but it is up there with oxygen. They say that
money cant buy you love but it can get you a good down payment. Money cant buy you happiness but guess what?
Everybody wants to find out for themselves, right? Money doesnt master me I master it. But I do love the value of
success. And in my mind, because I know Ill never arrive, Im always on my way.
Perhaps that why my favourite book says, Seek Ye First. It doesnt say, Find it. It says, Seek. Why? Because as long as
youre seeking something, at least youre moving in the right direction. You want a drive-through success? You want a
microwave success? Its not going to happen.
Its great to be financially free. But whats greater than that is, Im winning from the inside out. The process to learn to
think like a winner. We also talked about my CD series, Multi Levels of Million Dollar Principles.
If you are in business, if you are in leadership, if you are going to lead anybody, if you are leveraging income off
anybody, if you ever want to leverage income off anyone, if you want to make money 24 hours a day, 7 days a week on
the Internet and you want to help other people do it and you want to leverage off their success while theyre doing it; this
CD series is not an option for you. Its a must.
This is the exact same information that Ive taught people around the world on how to become successful on the
Internet worldwide. This is not an option. I guarantee the principles on this. As a matter of fact, you listen to this, you
apply the principles, if you do not get a return for the product, I will guarantee you one hundred percent of your money
back. It works.
You apply the principles you have my guarantee that it works. The same information that I teach around the world
created success stories on the Internet making money 24 hours a day 7 days a week. This is what this is about.
The first CD set is about the mindset. This is about applying and getting to business. This is a series. You want to start
from CD one and go all the way to CD number 6. The books are bonus. The whole package itself is $359.00. Now listen.
Say, Johnnys fault -- Johnnys fault.
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It is my fault that I didnt bring enough product for everybody in this room but listen up. You fill out the form, theyre
available in the back, and most of you got them yesterday, if you want a form, the green forms only. If you want a form,
raise your hand, theyll bring you a green form, or you can just go to the back. Either way.
Listen to me. Because its my fault, everybody in here will have access to that package. When I run out I will ship it to
you this week or next week, this coming week, and Ill pay for it. Say, Thank You Johnny -- Thank You, Johnny.
I will pay for the shipping. Just fill out the information for package number one and my office will pay for the shipping
to get it to you. Okay. Thats because its my fault. We also talked about my Speak for Cash Mastery Series yesterday;
that is part of the same form. If you join the Speak for Cash Network, what happens is youre actually in the network of
my Speak for Cash information. It teaches you to speak. It teaches you to conceptualise. It teaches you to be a voice of
who you are and what you bring to the table. If youre recruiting online, if youre negotiating business things, and I
actually help you negotiate in the process, writing letters on your behalf in terms of being in that network. That particular
package is $1797.00. When you do that package you can cross out the $359.00 and you can still get the $359.00 for free
even if I have to mail it. Say, Thank You Johnny -- Thank You, Johnny.
So the $1797.00 is for the Speak for Cash. Now, some of you got this information - are there any questions, real quick,
before I move forward. Ill take one question. I feel like somebody has a question. Any question? The first package
$359.00. When we run out I will pay for the shipping. Second package $1797.00, The art of communication, Perfecting
Your Voice from the Inside Out, me helping you come up with your brand, your presentation, whatever you bring to the
table even as a speaker, as a coach, if you design.
Listen, Ive help individuals who are, - what do you call them, - they are day care, - they own their own day care. And
they wanted to help other people launch day care. So I said, Listen. Let me help brand you as a coach to help people to
launch their own day care. Ill show you how to set up your own conferences, how to set up your own seminars and
people will pay you to be a part of your network to help them establish their day care and they will pay you ongoing to
be their coach. Theyre like, Okay.
So Ive helped people from every walk of life that you could imagine in my Speak for Cash Mastery series to brand
themselves as an entity of demand in every shape, form or fashion including individuals on the Internet. So there is an
incredible value that comes with that.
Now, theres a third package that Im going to share with you, and Im almost sharing this with you because I have to.
Some of you got a form yesterday that you should not have gotten and dont pass those out yet. Some of you got a form
yesterday that I particularly was not going to talk about. I remember that when I was here last time I made a commitment
in Brisbane, or it was here, it was Melbourne. Everythings a blur. It was Melbourne. It was here. Because I didnt offer this
is Brisbane. I made a commitment in Melbourne, the last time I was here.
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Ive created million dollar stories in America like clockwork. I am now developing first time million dollar stories in
Europe. I do not have a million dollar story in Australia yet. Say, Yet -- Yet.
Im not going to try to create a million dollar story in Australia. I need the trophy just as much as you need the success.
So, I do have a selfish desire for what Im about to offer. I need an Australian million dollar story. I am going to be in
Australia in the next 12 months more than Ive ever been to any other country in my life. I am committed, dedicated to
creating first time million dollar stories in Australia. How many of you would like to participate in my goal in the
commitment of creating a million dollar story?
Now, listen to me, Im not going to try to. Im going to do it. I am going to welcome 21 people, and only 21 people to
my inner winning circle. I already have 8 people in the circle in Australia. There are 21 people that will apply to be a part
of my Million Dollar Mind Mastery program today. Now all of you can apply, but I will only take 21. Sometime during the
process we will make the announcement in the next few hours. The individuals will fill out the form, I will meet with you,
just by ourselves and I will talk about how to qualify to be a part of the process of being one of the success stories that Im
going to create in the next 12 months.
How many of you can really - and I want you to tune into this frequency - seriously think about this for a second. How
many of you can really visualise yourself, and I mean really visualise it? You can feel it. You can taste it. You can tune into
that frequency and you can see yourself 13 months from right now having extra zeros in your bank account. And Im
serious - with commas behind them.
Seriously see yourself revenuing the type of money that will put you into millionaire status, 13 months from like right
now. How many of you can experience being financially free? You dont answer to anybody. You dont talk to anybody.
You dont have to be anywhere. You can go where you want to go, how you want to go, how many times you want to go,
and you can call in and you can - how many of you have ever called in sick?
Some of you are here today because you called in sick. And you werent lying. Youre sick and tired. Youre sick of
answering to somebody for the rest of your life. Youre sick of clocking in to somebody else. Youre sick of dancing to
somebody elses music. Youre ready to dance to your own music. Youre ready to build your dream. Youre ready to push
your baby out.
How many of you would like to call in well. What does that mean? Hello Boss this is Tom. And well, and Im not coming
in anymore because Im financially free. Visualise yourself being that giant. Visualise yourself having the opportunity to
be great.
This is the quote I shared with you yesterday. You dont have to be great to get started but you must get started if you
ever want to become great. There is going to be a form that is going to be passed out to you right now, but listen to me.
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Whats more important for me, is for you to understand before you see this form is, I want you to visualise yourself 13
months from now and you being your own greatest fan. You being your greatest person thats backing you. You are
pushing your butt. There are no more buts. I want to be successful but. No, I want you to see yourself as the greatest as
Muhammad Ali when he looked in the camera and he said, Im the greatest.
I want you to visualise yourself and accept the fact that being great is a frequency and right now if you tune into that
frequency, if you tune in to that television, I know that hate and failure and destruction its all here, its all here. But listen.
Turn the station. Tune into the frequency of wealth. Tune into the frequency of possibilities. Tune into the frequency of
success and determination. And tune into the frequency that nobody can stop you. And I want you to visualise yourself,
just for about 60 seconds of being the greatest.
Close your eyes with me just for one second and I want you to listen to the words that are going to come out of my
mouth just for the next 60 seconds. Listen to me. Close your eyes. Theyre going to pass out a piece of paper. Just work
with me real quick. Be your greatest friend right now. I dont care about the person sitting next to you. Dont listen to
them. Dont look at them. Make this all about you.
See yourself living a great life. See yourself. Go ahead and pass them out. Listen to me. See this. Visualise it. Can you
make it? Can you see it? Can you feel it? I dare you to see it right now. I dare you to visualise it right now. I dare you to
visualise yourself in the process of being a giant. See yourself as a lion. That nothing can stop you but you, yourself. No
one can hold you back but you yourself. Come on. Listen to the words. Can you say it about yourself? A lot of times we
sing other peoples songs. I want you to make this your song. Own it. Make it about you.
I remember when someone told me it wasnt possible. I remember meeting, who today my greatest mentor in the
world, Mr Les Brown, and Les Brown said, Johnny I want you to be a part of my network, but just like everybody else I
cant give any favourites. You must invest in yourself, invest in your future, and invest in what you said you want to be
Johnny. You said you wanted to be a speaker. You said you want to be an International voice to the world. You said you
that wanted to empower the masses to become great and Johnny because you said it, youre responsible for making that
choice and taking the first step.
I spent $10,000, - now close to $20,000 just in this one portion of my life, investing into a future of something I said I
wanted to do. I can safely say that I invest about $50,000s a year into myself into what I said that Im going to do. But Im
different. Im not like everybody else. I see myself being great. I see myself as being the worlds greatest. I see myself
helping people and empowering the masses to become great.
And I remember it was a Friday and failure hit me right in the gut because I had to come up with $5000 US dollars in less
than 24 hours or I was going to miss the biggest platform that could ever be exposed to me in my life. And I remember
swallowing everything inside of me, all of my pride because I never asked anybody for a dime.
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And when I went through this process I had to pick up the phone and call my stepmother who Ive never asked for
anything. And I said, I have an opportunity of a life time and the windows going to close and I have to come up with
$5000.00. She said, I have $2500.00. And I was shocked. Just because I opened my mouth and took a step it started to
become a reality. But I had to make that step. This is my personal testimony. And right after I hung up with her my phone
rang. It was a friend and coincidently the same friend called me last night from America. And I answered the phone and I
said, Hello. And I recognise his voice and I said, Im in Australia can we talk later.
But the same friend called me as soon as I hung up with my stepmother and its amazing how that frequency had to
submit to where I was and he said, Hey man what are you doing? I said, Hey man. Listen. I dont really have time to talk
right now. And I told him what I was going through and I told him about Les Brown. And he said, Man, thats incredible
Johnny. He said, Ive always seen you - this is the same guy that I use to run the streets with whos now a successful
construction worker; owns his own construction company.
I was just sharing my heart with him, and in the midst of me sharing my heart he said Johnny how much more do you
need? I said, I need about $2500.00. I just have to make a couple more phone calls - people I havent talked to in a long
time.
He said, Johnny who do you bank with? And I told him who I bank with.
He said, Whats your account number?
I said, What are you talking about Tony?
He said, Im going to make the cash deposit right now so it will be available to you immediately.
I showed back up with my mentor Les Brown and I put $5000.00 dollars cash in his pocket. Now, Les Browns a multi
millionaire, he doesnt need my money but it was a sign and it was a gesture and it was a prophecy to me of me heading
to where I said I was going to go.
Im the only speaker in the world that Les Brown sends on his behalf to speak for him. Im the youngest person in the
world that shares the platform with individuals; with the likes of Zig Ziglar, Jim Rohn, Brian Tracy, Dennis Waitley,- and its
because of one day, one moment, one window. And people say; If the door is open, walk through it.
Listen to me. If the door is closing, dive through it because you have to see yourself as that little bit of hope. What you
have in front of you right now is talking about - and I want you to pay attention to me - dont pay attention to the form Ill
go through everything.
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There will be 21 people who will be a part of this process. I am offering what I call my Millionaire Mindset Mastery
Program. And Im going to read this to you right off the chart, just like it is, Im going to read it over here cause its a little
off the screen over there.
Johnnys one year Millionaire Mindset Mastery program will expose you to all his proven practical principles that he
has used to create wealth stories around the world. Say, Wealth -- Wealth.
Imagine having access to Johnny and his team of experts. Not just me, - my team of experts, for 12 months - one year,
- and all my programs and material for one full year. For one full year you will be in Johnnys inner winner circle which
teaches and exposes you to the record breaking strategies that create record breaking results.
Johnny has helped business owners and entrepreneurs around the world from many walks of life experience financial,
emotional, physical and spiritual wealth. This is a one year Millionaire Mindset Mastery Coaching Program with Johnny
Wimbrey. Its guaranteed to increase your mindset, production and finance while learning how to master your business
and personal relationships.
Listen. For 12 months. Say, 12 Months -- 12 Months.
For 12 months we will go through a process of different modules and things that will go in - the first 2 months are - Ill
just give you some examples. I know you cant read this but heres some of the examples of what happens in the
modules.
Module number 1; The Inner Winning Development of a Millionaire Mindset. Become one with your inner winner thats
within. Learn the strategies and proven practical principles of being consistent with a million dollar mindset. Manifest to
become the best you that you could be through the process of understanding and maximising personal development.
Listen to me. I have three students that are in here right now that I know of, that are part of the Millionaire Mindset
Mastery group that are in Melbourne. If youre here just come forward just real quick and give them a microphone just for
one quick second. As theyre coming up, listen to some of the other things that happen within 12 months. Month number
5, - we talk about the personal and business relationships. Number 6, - time mastering, prospecting, networking and
referrals, closing the deal, communication, negotiation and the art of presentations. Through my Millionaire Mindset
Mastery Program, what happens is, Im completely moulding you in less than 13 months to having what I call a million
dollar mind, and mastering the million dollar mindset.
Now listen. There are testimonies that are already coming in from the UK. One individual came up to me and Nik was
there. We were there at an event in London. An individual came to me and said, - this is the first time its ever happened
to me on stage, - came to me while on was on stage and said,
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Johnny, he said, I got your information six months ago. And I started processing your coaching less than six months
ago. And he said, Today, - with tears sitting in his eyes, his son sitting right next to him, - standing right next to him, he
said, Johnny, today Im a millionaire. I said, Were you a millionaire six months ago? He said, No. I said, Were you
close to being a millionaire? He said, No.
And I looked at his son as if Im asking is this true, because I have to make sure, and he says, Yes. I said, So youre
telling me that in less than six months you started to process the information and youre a millionaire today. He said,
Yes.
Its another trophy, another notch on my belt. Thats my trophy in life. People told me it wasnt possible for me. Me
obtaining that was revenge. Ultimate revenge is when people come up to me and say, Johnny, Im a millionaire today
because of you. Thats ultimate revenge against what society said that I couldnt do.
See, I believe that everybody has an inner winner thats within. If you will, 30 to 60 seconds tell me who you are, where
youre from, what you do, and why you joined the Millionaire Mindset Mastery Circle.
FERNANDO ALBA: Hi my names Fernando Alba. Im from Brisbane. My background is construction and I just started
trading as well. The reason I started with Johnny is I remember yesterday he was talking about the PDM, The personal
defining moment, well I actually had my moment before I met Johnny.
But the reason I started with Johnny was because of that personal defining moment. Because the reason I did - it wasnt
about me - the reason I wanted to become successful. It was my family. I wanted to help them so when I heard Johnny
talk I thought well, there is a reason I came to Melbourne, because I come from Brisbane and it didnt get offered in
Brisbane just here in Melbourne.
So I thought it was a sign that I come to Melbourne and I become part of Johnnys circle. So, two months into the
program what we started learning is about ourselves not just, you know, I dont just want a million dollars, I want that
mindset to go with the million dollars. Thats the reason I joined.
JOHNNY WIMBREY: Congratulations, give it up for Fernando. Go ahead John.
JOHN: The reason I joined up with Johnny is because within six weeks Ive realised that, and its touching, inside I now
know that I have true value, I have worth and if I dont do what Im truly here to do, then Im wasting my time and I owe
that in six weeks to Johnny.
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Im going to change the youth of the world and empower them to do great things. And Fernando was talking about
personal defining moments and I want to change kids lives through talking to them on stage and through the Internet.
And, hey look, Im in front of all you - Its the grand ballroom of the Sofitel Hotel in Melbourne, and Im up on stage
talking. Thats pretty damn good after six weeks.
JOHNNY WIMBREY: Give him a hand. Awesome. Awesome. Congratulations.

DARRYL POLLARD: Okay. Im Darryl Pollard. Im the principal of a large private school here in Melbourne. And if you go
to my staff and to that school they would see me as successful and Im good at what I do. Im passionate about my job. I
love what I do and thats not arrogant thats just confident. And so Im learning, arent I?
So thats not arrogance, - I dont apologise for that, - Im not looking to get out of what I do because Im passionate
about that. But theres areas of my life where I am not as successful because Ive sat in these seminars, and excuse me for
being a teacher but I just want to show you something, the reason why I am so passionate about this program, because
what I would find was I would leave seminars like this about other areas of my life that Im striving for something in my
life and Id be excited out of my tree and determined when I go out that door that Im going to do everything that I put
my mind to, and commit in myself in that meeting.
And what would happen over time was that I would find that there were some behaviours that would sneak in and I call
those avoidance behaviours. I wouldnt do what I was told. The problem would come. And instead of going through the
problem, I would avoid it. I dont know if that relates to you. I dont know of anybody else is that has been through this.
But to me, I would avoid those behaviours. And yet in my life, in this other life of education I was seen as successful.
But in the things that I was still learning I would not take the advice of the experts and try to do it myself. And then what
would happen is I would start going down because Id start making excuses.
JOHNNY WIMBREY: Say, Excuses -- Excuses.
DARRYL POLLARD: And look, - It works for them but not for me. Theyre not living in Bendigo. Theyre not, - you know,
theyre not, - They dont understand what Im going through. And then Id know I hit rock bottom when Id go to the last
step to failure which is, - Id play the blame game and Id blame someone else. They didnt deliver what they said. They
didnt support me like they said they would. The program doesnt work. So I would blame.
And what I call this is, - this is the failure cycle. And I became an expert at the failure cycle. I was really good at it. Id go
through these failures, doesnt mean I was a failure. I was still successful at what I was doing but in this particular area I
was a failure.
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JOHNNY WIMBREY: And let me say something real quick. I want you to bring it to a close were coming up. Listen. This is
a principal of a school thats leading people. Can you lead people and still have failures in terms of your own personal
growth? See I believe a lot of times people in your position, everybody plugs into you.
How many of you know every plug needs an outlet. In other words people are draining you, but the question is, Who
do you have to plug into? So its an incredible example of how someone who is seen as a leader and in leadership now
having another entity to plug into thats feeding him so he can continue to feed other people. In 30 seconds what has
happened for you in the last 30 days?
DARRYL POLLARD: Well, what were doing is developing a new cycle which is called the success cycle. And thats my
book. And one key element of that - just one key element of that is mentor and do as youre told.
JOHNNY WIMBREY: Congratulations. And do what youre told. There we go. Give him a hand. Congratulations.
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MoneyMasters
FEATURING
WARREN
BLACK
Tax Intelligence
Warren Black
Tax Intelligence
WARREN BLACK: Yes! How are you alll? -- Great.
MEET WARREN BLACK

Warren Black is a qualified lawyer
l
Who thinks tax is boring? Come on, be honest. Who thinks
(with First Class Honours) an

nd
this is probably going to be the most bo

oring session in the
accountant with nearly 15 years

y
whole room, come on, put your hand up?

u Who has brought
experience in taxation and business

b
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make money, maybe five, 10, $20,000 in
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money" but guess what, you could makke money and you could lose it just like that.
I had a friend who traded the market. I tried many times to get him into a trust. He kept saaying "One day" when he's got
the money. He then made over $1 million in one month in a freak run on the stock market; over $1 million.
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He suddenly came to me and said "Can you put this money into a trust, I've realised I've got a big tax problem?" What
was my answer to him? Too late.
So by him not spending a couple of thousand dollars probably cost him 50 to $100,000 later on.
How good is your foundation? More wealth brings more responsibility. If your assets aren't properly protected it means
if something goes wrong, guess what? Someone can sue you. So you can learn all the strategies at your seminar,
everything you want to learn, and just like that, you could lose it all.
But if you've got the protection in place, minimising tax and you've set up right from the beginning, you build your
house right from the beginning because a sure foundation, guess what, you can make wealth and security moving
forward knowing that you've got a foundation.
There is a little Bible passage I put here "My people are destroyed for lack of knowledge because you have rejected
knowledge, I've rejected you". Many of us reject knowledge. We just choose to ignore it. Rejection can be just as much
choosing to ignore, making a choice to put that aside for now, as compared to actually learning knowledge.
We are destroyed through ignorance. "You shall know the truth and it is the truth that will see you free". Alfred the
Great, a great King of England in 1800 or so, AD, said "How knowledge liberates, knowledge is power". So essentially
knowledge is what makes us powerful. Knowledge is what gives us - it's the ones who have knowledge who have power,
who have dominion and who are not subordinate.
The reason why Nik Halik and others are speaking at this seminar today is they have knowledge, that knowledge has
created wealth, that wealth has created power. Very simple.
Okay, what we're going to cover today in the time we've got, we're going to cover how much tax do you pay? Just a
brief introduction to how our taxation system actually does work in Australia. Some secrets of the rich that will excite you.
Stuff which the rich people know and are applying in their business, in their wealth creation life, and which essentially
many of you would know very basically or not even know at all.
Secrets of the rich in business, for those of you who want to do eBay, who want to invest in a new business, who want
to go into franchising, who want to do internet business. Some secrets there that will help you moving forward. Secrets of
the rich for trading, investing. Secrets of the rich, going overseas. The world is going more global. Markets are opening
24/7. Things are happening faster and faster at virtually the speed of light at the moment. The world is moving quickly
and if we don't start to get a global mindset, not just about wealth creation but with our structuring and how we think,
we're not going to be able to move with what's coming.
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Estate planning. When you die, what is going to happen to your wealth? Is your loved ones properly protected? Come
on, let's be honest, who's got a will here? Who hasn't? Probably half of you - probably quite a few of you not being
honest, but anyway, we normally find about 30 or 40 per cent of people just don't have a will.
Tax in the 21st century and a little bit about moving forward.
How much tax do you pay? Australia is one of the highest taxed nations in the world. Now who thinks that we pay a
reasonably high amount of tax in Australia? We do. The average small business they say, spends one day a week, one day
a week, just on compliance issues alone. How's that? Just simply complying with government paperwork and
requirements.
So how can we think we can ignore our tax and asset protection issues? As a lawyer I regularly have people come to me
and believe me on thing, let me tell you something, if the tax office comes to audit your affairs they're not going to look
at your intention and what you believed you were doing right. They're going to objectively look at what documentation,
what structuring you've got in place and guess what, if it doesn't stand up what's going to happen? You're going to be in
trouble.
I've sat there representing clients in tax audits before the ATO, I've been an auditor for the ATO and audited people and
believe me, when you're auditing someone in hindsight you're only there for one purpose, to go strictly through the
books and see if everything has been done correctly. If it hasn't, not only do you have to pay back taxes but there are nice
little penalties and interest waiting for you which usually means effectively double your tax bill, because normally an
audit happens a few years later and more and more frequently audits are happening.
In Australia we have a progressive rate of income tax which simply means the more you earn, the higher your tax rate
goes up. One of the things the rich know is how to circumvent that to some degree and in some cases to an extraordinary
degree.
Do you want to take proactive choice to do something about this? Who wants to be proactive about this? It's about
choice. As Kurek Ashley said earlier, it's all about your choice, it's about being responsible, it's about being empowered
and it's about being empowered in dealing with government, it's about being empowered with your tax affairs.
It's about being empowered to say "I'm going to be wealthy, and because I am so convinced and my vision and my
certainty of wealth is so great, I know that I am going to put the extra money in today to properly structure myself, to
build my foundation secure as well as to be educated to make money. I am going to do the two in perfect harmony. As I
get my greater knowledge on how to make more money I am going to get more knowledge on how to structure".
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Because the more money you make and the more assets you've got, the more responsibility, the more you need to be
properly structured in your affairs. Do you think someone who's got $20 million and five world-wide businesses has got
more structuring knowledge needed than somebody who just runs a small business down the street? -- Yes.
Absolutely. Your wealth creation knowledge must grow along with your tax, business asset protection knowledge.
You see, Australians are generating wealth at an increasing rate but others want that wealth, let's face it. The Tall Poppy
syndrome. As you get wealthy, there are others who are going to want their share: governments, people who want to sue
you, who don't like the fact that you've got money when they don't, that's a fact of life.
New South Wales is the third most litigious State in the world per capita right now. Who knew that one? I wouldn't say
that many. What are you doing about it?
Are you serious about knowing and applying the secrets of the rich? If you don't know about companies and trusts,
chances are, you're not getting the maximum tax benefits and asset protection. The secrets of the rich: companies and
trusts.
Who is excited? -- Yeah.
Who thinks it's the best session yet? Absolutely! The rich know how to make money but they also know they need to
have a good system. Rich people know that as well as making money they must save and properly protect their assets.
Kerry Packer, there was a beautiful little story about Kerry, about how the tax office apparently decided they were going
to chase down his trusts and apparently to cut a long story short, they ended up in New Zealand, then they ended up in
the Cook Islands and each time they got to a new jurisdiction the trusts had moved and ended up coming all the way
back and ending up back in Australia again, in a big circle.
They have actually passed special laws because they were so annoyed with him in 1999 to deal with it, but because they
affected unintended people they changed them again, but it just goes to show, somebody who is empowered, what they
can do.
Matthew 24 to 27 in the Bible says that a wise man builds his house upon a rock. Who knows this one? Who went to
Sunday school, anyone? A wise man builds his house upon a rock, a good foundation. The foolish man said "I want to
build mine on the sand". We just heard John Chapman do a property presentation. Rick Otton is going to be doing one
tomorrow. Just imagine buying a property and saying "We're not going to worry about the foundation, we're going to
save some costs here, let's just build it down on the swamp". What's going to happen to your house? That's what it's
saying.
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So very simply, if you're going to build your tax and asset protection foundation on a poor foundation, on sand, on
swamp, guess what's going to happen? One day all that wealth you spent years building will just be gone, just like that.
Believe me it will.
Companies and trusts are the vehicles that the rich use. Robert Kiyosaki says you need to know not just how to make
money, you need to know about companies and trusts. You need to know about how the rich make money through
them. You need to know about marketing, you need to know how to sell. The reason why people are successful in
business is they know how to sell themselves. Believe me, I am sure there are better lawyers out there than me, but guess
what, I am a very good lawyer but I also have the ability to have value in what I do and present it. And that's like Nik Halik,
I'm sure there is probably people out there who've got more trading knowledge and more business knowledge, like
anyone, but it's the ability to not just be good in your field but also to present and have a balance.
That's what makes you wealthy, being excellent in your field but also knowing marketing, understanding how to sell,
how to present value in what you do and also to know asset protection, companies and trusts, how to build a secure
foundation.
Who is starting to see the picture? Who thinks it's a whole lot of rubbish? Let's look at asset protection. Why do we need
to protect our assets? Well law suits are increasing daily. Now here's a few little funny anecdotes, true stories though. A
woman slipped on a beverage in McDonald's, some coffee. She sued and won. The problem was she threw it at her
boyfriend 30 seconds earlier in an argument.
What about the woman who tripped over a rampant toddler in a furniture store and sued the owners? Do you blame
him for being surprised, considering that it was her own son? And what about the man even in Perth, about six years ago,
sued a pub because he was drunk and went out and sued them for not taking his keys off him and guess what, he won.
In other words, law suits are about "I'm not responsible". It is about breaking down responsibility and wealthy people
who sustain their wealth take responsibility. They make choice, they make empowered choices and they do something
about it and that's what we're really about anything else, to take responsibility. Don't just say "I'm leaving it in my
accountant's and lawyer's hands". Get empowered, know your stuff, make sure that you challenge your lawyer. I
shouldnt be saying this but make sure you challenge them, make sure they know what they're doing. Make sure you
know if you've got a good accountant or a good lawyer because if you don't, guess what, the tax law does not say "You
get let off because you had a bad accountant or lawyer". You still are fully liable. Who knew that? A hundred per cent
liable.
You can sue your accountant and lawyer but after you've spent 50 to $100,000 going through the Courts and spending
a couple of years of your life it becomes less appealing. So be empowered. If you did nothing else today, be empowered
to keep the money that you make and be properly structured from the beginning. Be empowered, because it is the
question of empowerment and responsibility, nothing else. Are you going to take responsibility for your wealth?
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Insurance may not cover you. Many people say "I'm insured", well we've known insurers to not cover you, that happens.
Creditors and taxes may plunder you. You can be liable for the debts of others in business. You can be liable for back
taxes. Who got caught in those forestation and tea tree oil plantation schemes, anyone? Yes, you would understand
exactly what I mean how the government can arbitrarily change a law or change a policy and just like that, a 200 grand
bill turns up on your doorstep and you have to either go to Court or pay it.
Man of straw. Very important, now this is just - to make this very simple in asset protection try and think "MAN OF
STRAW, PERSON OF SUBSTANCE", particularly if you're in a situation where you've got one of you - like, in a business
partnership or in a marriage - which is in business and at risk of being sued and one of you which is not.
The man of straw is at risk of attack and signs his name to everything; the person of substance is not at risk of anything.
So in other words, they control the assets but not at risk, so in other words they sign nothing, own everything. The man of
straw signs everything, owns nothing.
E.g. John is a doctor and Jenny stays at home because there's 19 children; a reasonably fulltime job. Just a few more
than we've got. John is the one at risk of being sued, not Jenny. So who should be the straw man? John. He is the one at
risk. Who should be the one who controls the assets? -- Jenny.
That's right, Jenny should be very, very rich; John should be very, very poor and all the people of substance here said
"Yes". What are you doing about your asset protection?
Now let's look at companies. So we're going to look now at companies and trusts. Now who's getting excited? Are you
falling asleep yet? Do we need to do a massage or star jump? -- No.
Okay. So what is a company? Now a company exists in the realm of fiction. Nik talked this morning about when the
Federal Reserve Bank - about the whole money situation, it's an illusion, and its a fiction. Well, guess what, a company is
your vehicle into the matrix in the world of fiction. Who has seen The Matrix?
A company is a fictitious entity. If I said to you "I want to go visit BHP Proprietary Limited tomorrow" what would you
say to me? If I said "No, I want to meet BHP himself", what would you say to me? "You're living in a fiction". BHP is only
represented by physical people and assets or whatever upon a tangible earth. A company is just a fictitious entity, that's
all it is. It exists in a fiction world. It is your vehicle into the matrix to get a nice share of the wealth that's out there in the
matrix.
Companies are taxed at 30 per cent. The reason why people like companies and why the rich use companies is because
shareholders are only responsible to pay amounts for owning their shares. Directors of companies have some protection,
they go to arms' length from people they're dealing with.
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So in business when you're dealing with BHP there's an arms' length between the directors and the people they're
doing business with. If Warren Black has a company called W Black Proprietary Limited and you do business with W Black
Proprietary Limited then you have - I have a firewall between myself and you. So if you're going to sue me, you're going
to have to come first through my firewall, my fiction entity, to get to the real person and that's the beauty of it, the rich
know this.
Now I might add, and I am going to cover this later on, asset protection is not about being morally irresponsible. That
doesn't empower you. That will sabotage your wealth in other forms. Asset protection, and hear this carefully, is about
you being empowered to make the choice as to whether you're morally responsible and not somebody else. Who likes
that?
Rather than the government saying "You're morally responsible" or a creditor who is basically disillusioned with life
saying "Well you're responsible for my problems and my hardships". You're saying "I make the choice if I am morally
responsible for the loss or damage that's happened to you as a result of dealing with my business". Who finds that fair?
You see, asset protection, remember that, it's about you getting back power and choice.
Companies have two main players. Directors run the business. HIH, Rodney Adler, director, running the business.
Firewall, ASIC had to go first through the corporate veil to hit Rodney Adler, in other words it had to first hit the fiction
company before they could go after him. The shareholders, they own the company assets. Who owns shares? That means
you've got a right or interest on the assets and business of a company; that's what a shareholder is.
Companies offer asset protection to their shareholders and directors. Let's go back to our example of John and Jenny.
John and Jenny with their 19 children keeping busy at home. John should be the sole director of the company. Why is
that? Because who is the one whose head is on the chopping block if something goes wrong with the company? -- The
director.
Yeah, the director. So the director must be John. They're the ones. Shareholders, on the other hand, are not liable for
the company business. The only liability a shareholder has is to pay up any money they owe on their shares. So if you own
shares in BHP and someone sues BHP, your personal assets are not at risk. So the shareholder should be Jenny. Nice
simple thing to remember?
Very good to remember, because you may walk out of here, you may be about to go into a business venture down the
track and if you remember these things and you come to that, you'll know, right, I've got to go see Warren, got to get
some advice and got to make sure I get this done properly. That's what we're learning here today, the issues.
We show you how to properly set up your company to get tax and asset protection benefits and now, who wants to
know an even better little nifty trick than companies, anyone? That wasn't very enthusiastic. Who wants to know? -- Yeah!
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Who wants to know? -- Yes!
That's better, now you're starting to sound like you want to be here. This is an exciting seminar, by the time I've finished
you'll be running out proclaiming the virtues of tax and asset protection and you'll probably want to go and be lawyers
and accountants!
Trusts are a great way to save tax and protect assets. The rich really know about trusts. They reckon Richard Branson,
especially, owns a lot of trusts. The rich and famous love trusts. They have existed since medieval times to protect assets
and put a very strong delineation or boundary line from them and from those who seek to plunder them.
Trusts are ancient, medieval. There are many types of trusts but today I am going to focus on a nifty trust called the
Discretionary Trust. Discretionary because how would you like something where you own nothing but control
everything and can give the money to whoever you want and they pay the tax? Who likes that idea?
Sounds good? -- Yeah.
Okay. Now the main players - don't get too bogged down with this but this again, to help you with delineation. Trustee
is the puppet. So think of a puppet show, you're watching Punch and Judy. Who saw Punch and Judy as kids, anyone?
Who liked that? Who didn't? Punch and Judy. The trustee is the puppet. You see the puppet but you don't see the puppet
master. You have to go behind the puppet booth to know who is holding the puppets up, correct. -- Yeah.
The appointer is the puppet master. So everyone - and the beauty of this is really the tax office - many tax office people
don't really still understand that the appointer is the puppet master. So they go all out for the trustees while the
appointer is sneakily sitting there giggling away, know that they've got full control of what is going on. Weve been able
to do some amazing tricks of transferring assets and trusts and literally doing big property transfers, no tax whatsoever,
just simply by knowing this legal trick which the tax office and others haven't really understood yet.
Who likes that idea? -- Yeah.
Weve managed to transfer properties and do all sorts of things simply that way. Perfectly 100 per cent legal. Why a
trust? They reduce tax and protect assets, that's what we're all about today. Why do they reduce tax, because the
beneficiaries pay the tax, in other words, the people getting the money from the trust are the ones who pay the tax.
That's the beauty about it.
So if you go and trade on the stock market and you distribute your money out to various people, if one year, say your
partner earns no income, give him all the money. If next year you earn no money and they earn all the money, give
yourself all the money. Who thinks this is sounding great? -- Yes.
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You can just shift it around, you can move it around, and youve got total flexibility. That's why I love trusts. They're
fantastic. They protect assets because no-one actually owns it. The example I give you is this: let's say that, okay, what's
your name? Cliff, how're you going Cliff? Just stand up and wave, Cliff. This is Cliff.
Let's say Cliff has got a brand new Mercedes Benz. Do you like that idea Cliff? -- Very much.
Cliff likes it. Cliff gives me his brand new Mercedes Benz and says to me "Warren, I'm off to England for 12 months, you
drive the car, it's yours". Let's just say, now what's your name? -- Mike.
Mike. Mike, stand up and wave. Let's say that Mike decides he wants to sue me because he doesn't like me. He thinks
I've ripped him off in business. Mike sees I've been driving a Mercedes Benz and Mike comes to me and says "Right, I want
to take that car off you". What is going to be my response? -- Its not yours.
It's not mine. It doesn't belong to me, it's Cliff's. Go and have it out with Cliff. It's not my car; I am borrowing it from Cliff.
And the beauty is when you've got a trust and hold your assets in trust, the tax office come to you, creditors say "We
want your assets", what are you going to say "Not mine". "I can't give you what's not mine, I can't do that to my
beneficiaries. I am holding it on trust for these people, these beneficiaries. You go and sort it out with them".
And it goes even deeper. The rabbit hole goes deeper, the more you get into the matrix the deeper and deeper the
rabbit hole gets. I've got a friend who even every year, makes his business go off-shore, go overseas, and when the tax
office came to audit him he just says "Here's my 12 documents from the overseas company, you go and see them, they
own the business now, not me".
In other words, that is kicking it into deep stuff, but you can see the deeper the rabbit hole goes the more you can
become empowered to know your legal rights, do nothing illegal. You don't need to do things illegally to be empowered,
who agrees with that, who likes that idea?
You don't have to do anything dodgy. You don't have to go into dodgy tax minimisation schemes; you don't have to
meet someone at 3 o'clock in the morning on a dark truck in the black of night in an alleyway who is selling you a $300
tax-avoidance company in the Channel Islands. But there's many ways that lawfully you can do this.
I love trusts. Come on, I want everyone to say this to me: "I LOVE TRUSTS", one, two, three -- I love trusts.
I love trusts. Okay, once more with conviction, ready? -- I love trusts.
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I love trusts. Fantastic. Give yourself a hand, come on. And believe me, you will. Trusts are cheap to run and set up, very
cheap. No government fees, fantastic. They reduce tax because trust income is taxed to beneficiaries, as I've mentioned.
They protect assets as nobody owns them.
Here's an example: Donald and Daisy decide to set up the Duck Family Trust. They've got Huey, Duey and Luey and
they're very pleased because Huey's just about to get married to Spuey so the wedding is going to be in six months' time.
Donald earns $100,000 per annum. Daisy earns no income at all. Now Huey has just started a wonderful new internet
business selling onions to the Eskimos and it is really about to take off so Huey has got some income coming in. They all
go to a church at the Wagga Wagga community church and have a family company called The Duck Proprietary Limited.
The beneficiaries of the trust are mum, dad, three kids, Donald Duck, Daisy, their companies, all charities. That's quite
good. They make them all the beneficiaries so they own the assets on trust. Donald starts, we're going to say trading
options, trading stocks, trading CFD's. Basically Donald starts with options but he's going to go into all sorts of exotic
things and you're going to learn more about this in a seminar.
And to his delight he makes $40,000 net profit. Who likes that idea? Now if Donald traded in his own name on $40,000,
because he's on $100,000 per annum, guess what, he would have paid tax of $16,600. Who thinks that's a lot to give to
the government? It's a lot. Uncle Sam.
But Donald, fortunately, came to Tax Intelligence and had a chat to us and we showed him how to set himself up so
Donald instead distributes nothing to himself. He gives 21,600 to Daisy, 13,000 to Huey, 700 to Duey, 700 to Luey - the
$700 amount is because under 18 children there is only a limit before you get penalty tax so you can't, unfortunately, give
all your money to your 5 year old son. You can't give all your money to your six month old baby daughter. There is some
limitation, very sadly.
What would be the difference? Daisy pays tax here, 2664. Huey, 2145. The rest pay no tax. The church pays no tax. Now,
who noticed a little conjuror's trick there? Anyone pick the conjuror's trick? Who knows, a church is tax deductible? No,
they're not. You see, but a conjuror, using a trust, we made a non-deductible expense or amount into a deductible
amount. Now who likes that? We effectively made that income go straight into the church, tax exempt. The magic wand
was waved and just like that, the conjuror's trick.
Total tax 4809. This gives a total tax saving of $11, 791. Who thinks that's good? If you don't, give me the money rather
than the government. Who thinks that's good? -- Yeah.
Absolutely. Asset protection and a trust. Remember the appointer is the puppet master. The trustee is the puppet so
who is the one who should be the person of substance? The puppet master, correct? Who is the one who is going to be
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the man of straw, the puppet, the one being seen? The Punch and Judy, they're the ones you want to attack. That's the
trustee.
So, the doctor example, the doctor would make sure he's the trustee or controlling the company trustee, and his wife
Jenny would be the appointer of the trust. And all that, that's what we can do for you.
Trusts are magnificent. Save tax, protect assets. Who thinks that's nifty? -- Yes.
Wonderful. Well let's have a quick look at self-managed super funds, very quickly. Who has got one? Who hasn't? Again,
what you're being taught here is empowerment. The difference between a self-managed fund and a non-self-managed is
you take control of your retirement moneys. You don't passively give it to a fund manager, hope that they'll get you a
good return and when they get you three per cent, then sit there and whinge and complain about being exploited by
fund managers.
You, instead, become the one who actually chooses your investments, you're the one who becomes empowered to say
"This is where I'm putting my retirement money. I am going to trade options or trade shares or trade - or whatever unfortunately you can't trade CFD's and futures in a super fund; that's for another time because of certain regulations but
you can invest, you can do most things in your superannuation. You can increase your wealth exponentially simply by
taking control of your own superannuation. They have great benefits.
You have control. Super funds often have a high fees. A self-managed fund, you pay your up-front costs and after that
apart from paying your ongoing accounting fees, you pretty much are making your money work for you to build up a
retirement income. The beauty is, in the Federal budget two months ago Peter Costello announced as of 1 July 2007
superannuation being paid out to retirees by and large is going to be tax free. Huge concession. It's a whole new
ballgame now, superannuation, especially if you're close to retirement.
Asset protection. They give great asset protection, just ask Alan Bond. People who've used self-managed
superannuation funds, because there are fairly strict exceptions as to what can be taken out. There are certain bankruptcy
claw-back rules but apart from that; they are great vehicles to protect your assets as well.
The down side, it's very simple, you can't use the money for personal borrowing. You'll go to seminars and you'll be
taught how you can use the system to use your superannuation moneys for personal use. Believe me, don't get caught
up in that. It's very strict. The consequences can be huge. Use it for what it's meant to be used for. And we set you up with
a fully complied, fully lawful, fully legal, self-managed superannuation fund.
Secrets of the rich. Business, who's in business? Who wants to know a few secrets? Who is going into business now?
You, if you're going into business you are about to learn what to do from the beginning. If you're already in business you
will learn about where you've got to go next if you're really going to make your business big, prosperous and effective.
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Disclaimer: now I have to say this as a lawyer, don't rely on this, on what I say. It is only general information, specific
facts need specific advice. All I am saying here is don't go away, set yourself up in your own family trust, draft one up on
the computer at home and do all that; get some proper advice for your own circumstances. Very important.
Many people do business as a sole trader or partnership, very common, not realising this huge tax down side,
partnerships for example, I cannot believe how many people get put into partnerships when not only is it the least tax
effective strategy but if you go bankrupt and it's your partner's fault, guess what, you go down with him.
You, as a partner in a partnership are jointly liable with your partner for the debts of the business. So if your partner is a
total crook, guess what, you go down too. If the partner runs away to Vanuatu to live and leaves a million dollar's debt,
they'll come after you.
How would you like to be in business, save tax and protect your personal and business assets all at the same time? This
isn't very enthusiastic? -- Yeah.
Come on, who would like to know this? -- Yes!
That's much better! This is tax, this is exciting stuff. Now John is starting business in wealth creation consulting. He calls
his business "Show me the Money Honey", that's his name. Now John is very confident because he's come to the seminar,
he's put everything into position, he's got a mission statement, he's a hundred per cent knowing he's going to succeed in
business; he has made that commitment.
So, he's going to have mortgage brokers working for him on a commission basis, using the internet to heavily market
his business. His personal wealth plan is to establish a business to generate cash flow and put money into investments.
So, okay a very typical situation, a business, you want to expand it, you want to grow it, you've got a business name. Now
let's identify the risk factors for him here. Family home, car, what else? -- His business.
His business, good one Cliff. Plasma TV, his expensive plasma TV. Essentially, any assets he gets real estate, property,
shares, family home but also - and the one that people often miss - his business name too. Let's just say that "Show me
the Money, Honey" becomes a world-wide business name. It's got a multimillion billion dollar good will in that business.
He could sell that for millions.
What happens if somebody sues him for one little error of judgment in one of his franchises? It could affect the whole
business, couldn't it? So he's also to consider "How do I protect my goodwill, my business name? How do I protect that?
How do I protect my business property?" It's amazing how many people come to me who've done all of the right things
of asset protection in their personal affairs but in their business trust they've got, their business name, they've got their $5
million business premises; they've also happened to go and buy $1 million shares in the float and I say to them "You're
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quite happy to lose that if someone sues you?" "Well, they can't sue me for that, it's got nothing to do with it". I said "Well,
it's in there".
Asset protection is all about separation and I'll give a simple example. I will speak to Cliff. Cliff, you stand up if you could,
for a sec, seeing as I'm picking on you. I know Cliff, so - if someone sues Cliff, but I've got my assets, are my assets at risk?
Are they? If someone sues Cliff, are my assets at risk? -- No.
No, unless I'm in partnership or something they're not at risk. Thanks Cliff. Just showing the separation there. That's
what you want to get, separation. So John is going to buy a positive cash flow property, trade the stock market, he's
going to invest, he's going to do everything. His wife is starting an eBay business, going to have an internet business all
over the world selling products and goods, everything.
So as you can see, the positive and negative, the positive, great wealth potential but what is the negative? The negative
is more - if they get sued, their fall will be big if they don't properly set up. So John sets up a trust, the asset trust. Now I
am just going to zoom in here and do a flip chart here for you.
Assets trading. Very simply, who sees two different triangles there? Two different trusts. So assets, all his assets, "Show
me the Money Honey", the business name is in there. The real estate is in that triangle on the left-hand side. So
everything valuable fits in that trust. His trading though happens over here. He then licences from this trust over to here
all the use of the assets.
So what happens if somebody sues this trust, what happens, what's there for them? The cookie jar's empty. It's like
when my boys go in the morning and open the pantry and the cookie jar is empty, you see the grief. They quickly back off
and look for something else. They walk in, the cookie jar's empty. Who likes that idea? Again, not about avoiding
responsibility but empowered to make the choice as to what you're liable for. To protect the investments, another trust is
set up which holds all the investments, personal investments, everything else. So you can see the clear separation
happening over here, one, two, three. Assets, trading and investments.
So if something goes wrong he's protected. I might add, even with properties, there's some people even put all their
properties in separate trusts. Why? So if a tenant slips on a banana peel and sues the landlord on one property, the rest of
the properties are not at risk. Plus, in WA too, it saves you a lot in land tax doing it that way too, but that's for another
time.
So as you can start to see, we make you money. Often people think "I'm going to spend $3000 to do some structuring,
that's a lot of money when I'm starting out". But hand on a sec, if you spend $3000 to make $20,000, who thinks it's a
good deal, anyone? If I said you to "Give me three grand and I'll give you 20 right now", any takers? -- Yes.
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I should hope so. So if you can spend three grand or four grand or five grand or 10 grand or spend 20 grand to save 50
grand, is it worth it? -- Yes.
Absolutely. Really it's just getting our values and our perspective correct and looking properly at what we're doing. So
John's wife Jenny is an eBay addict who runs an internet business. Jenny sets up her internet business through a separate
trust, why? Because what happens if she puts her business in John's, and something goes wrong with John's business?
She's wiped out too. But again, you would be amazed how many people, husband and wife, said "Oh, well just save some
money and just do it in the same structure".
Again, you can have many structures set up but you would be amazed how even despite paying, say, a few grand a year
in accounting fees or five grand a year, you may still be saving money, depending how it's set up. I had a client who I got
their two properties into two trusts rather than one; their land tax bill went down from $12,000 to $4700. Who likes that?
So the extra $1000 a year accounting fee, was that worth it? -- Yes.
Yes. Internet business. I might add, people tend to be very relaxed about setting up an internet business because it's
almost like you're at home, you're away from everything and people tend to be more relaxed with their record keeping,
more relaxed with their foundation, but guess what, how would you go if you stood before the ATO, knowing that they
can trace all your transactions now through Austrack and everything else and trace you all through and then call you to
account and always think of that. When you're doing your system, picture yourself standing before an ATO official being
called to account for everything you've done and think "How would I feel being able to do that?"
Very good exercise to do, believe me. Do that. Picture yourself standing before an ATO auditor, the most ruthless one
you can possibly imagine and you've got to account for everything you've done, and that will soon help you get very
quickly on track with your structuring. I have sat in an audit three months ago for a client. ATO audit was absolutely
ruthless. This client was a rental property investor, she had most of her receipts. He said "We haven't got these". Fine,
okay, "knocking that out, I'm knocking that out" and I actually managed to negotiate quite heavily in her tax bill - he was
going to hit her for a $129,000 tax bill which was about 60,000 in tax, 69,000 in penalties. We actually managed to get it
down to 45,000 in the end with a bit of negotiation and that. Nevertheless, she paid $45,000 that we didn't have to pay
with proper structuring and record keeping.
If Benny the car thief wants to steal a car he's not going to go, unless he's a particular reason, to the well protected
Mercedes. He's going to go to the Commodore without the proper alarm system, correct? Believe me as a lawyer, when
people come to me to sue - I was looking recently into taking legal action against a guy who ripped off some people in an
investment scheme. I went back and I said to my clients "The problem we've got here is this guy unfortunately went to
the same seminar as I did".
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I was involved in a very big international investment scheme recently and I had to tell the people, I said the problem
was I did my job too well, because he ended up ripping off the investors unfortunately and I said "Unfortunately" I said "I
did my job too well". In other words, can't touch him. Everything has been done. We set him up too watertight.
In other words asset protection can be fantastic and just keep that in mind. If you've got good asset protection the
chances of being hunted down are very slim. The ATO I might add, their powers off shore are greatly limited compared to
on shore; who knew that? Greatly limited.
They've got no legal ability to compel you to bring your records from off shore back into Australia, they can't do it, but
they can raid your house, strip your beds, empty your backyard, do whatever they want to your house in Australia to find
information that they need.
So again, thinking global, you start to get empowered. Who likes this? Again, not about moral irresponsibility. So
summarise, set yourself up properly. Set yourself up properly, I cannot stress this enough. If I were to say anything to you
today, if you're going to - either say today "I cannot put the capital into going into business at this time so I'll hold back
until I can do my education and my structuring right"; don't say "I'll do my education to make money and ignore my
structuring". You're better off to hold back until it's realistic, the two must work together.
Remember, men like Nik Halik and guys like Rick Otton and others like that and many others who are speaking at this
seminar will teach you how to make money and how to expand and empower your life but what I am showing you today
is how to take this money and keep it. It works side by side. If you're going to make money, you want to keep it. You want
it to be available.
Secrets of the rich, traders and investors. Who's a trader? Who's an investor? Brilliant. You're going to enjoy this. Now we
love traders at Tax Intelligence. We love business people, we love property investors and traders, particularly, have got a
special place in my heart. Generally most traders find their accountant and lawyer doesn't have a clue about what they're
doing and that's why traders have loved coming to us, is we understand the business world of trading. Something I've
done myself and it's something that's critical when you want to get the best tax deductions and claims as to how you do
it.
The first issue the ATO will always want to know is "Are you a trader or speculator?" Big difference. A speculator,
someone who just dabbles a bit in shares, can claim less for deductions. A trader, on the other hand, has got a much
greater ability to claim tax deductions. A trader is someone who has said "I've made this my business" or "I've made this a
business" and traders carry on the business of it, so it's not just somebody who's - an example I gave in one seminar
which always gets a few chuckles, I said "It's a bit like me running a little chook yard in my backyard and having three or
four chooks, taking the eggs, eating them and selling the rest to my neighbours" or somebody else, like, let's say Phil. Phil
stand up. Say "Hi Phil". Everyone say "Hi Phil"? -- Hi Phil.
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Now Phil's decided to go into business as a chicken farmer so Phil sets up a massive big property, gets an incubator,
gets specially imported chickens all the way from Germany, he gets all kinds of unusual incubators. Is Phil carrying on a
business? Yes. Any common sense tells you he is.
Am I carrying on a business because I've got four chickens in my backyard? -- No.
No, and that's the same with trading. That's what the tax office looks at. There are no set rules of what the ATO looks at.
What they look at are things like do you have a clear trading plan? Do you have a system to trade? Of those of you who
trades who here has got a clear trading plan? Who actually hasn't got one written down, anyone?
Okay. If you were getting audited today, good chance you'd have a problem. Good chance you have a problem because
you're documentation showing you've made this a business is absolutely critical. The challenges facing the trader,
ensuring they're seen as a trader, they can plan deductions, they can minimise tax and protect their assets. That's your
challenge as a trader and I might add also, if you're going to trade; don't trade through your company account where you
do your business. Anyone know why? What happens if the company gets sued? You lose your trading account.
I am always amazed at how many people open their trading account just through their business account. It always
amazes me. Property investors need to be especially alert as to how you set up. To protect your assets properly make sure
your property is in a trust, in the right kind of trust and property investors are being audited and being given
questionnaires quite a bit in the last few years. Any property investors experienced that? Okay.
They actually did a big audit on property investors recently so again, remember if a tax officer is looking at your receipts
and what you've claimed and what you've done, they're going to look objectively. They don't care about your reasons or,
you know, "but in my heart I was carrying on a business". That means nothing to an auditor. The auditor will look at the
facts as to how you set up.
When someone is suing you in Court they're objective. They're not there to hear you weep and say "This is all I have". At
the end of the day if you're not properly set up, you lose it. So property investors make sure you get receipts, youre
structuring, everything you set up in order and I might add in WA especially you can save a lot of land tax by setting
yourself up properly. Other States don't have this as WA does.
Same with share investors, exactly the same. Same with an eBay business person, same with an internet business
person, anyone. How you set up, making sure your businesses are separate. If I'm running an internet business on eBay, if
I'm running a law firm, if I'm running a business seminar consulting firm, if I'm running a worldwide business of selling
onion to Eskimos and they are my four businesses, do you understand the value and wisdom of having them all
separately structured? Who can? -- Yes.
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Why would I want a law suit in one business to affect my other businesses? Particularly if I am in partnership with other
people in business, it's not fair on them. So it's a responsibility you've got to them and to your family, to be properly set
up.
At Tax Intelligence we help you, we know what it takes to be classified as a trader. The beauty is with seeing us, of
course, I've been at the coal face of the ATO, I have investigated - I have actually investigated people, I have investigated
a lady even for log book fraud. I've also been involved in helping people. I have been pretty much all into the spectrum
and so I know exactly what the ATO will do, what they expect of you and what they need to know. They investigate off
shore quite heavily these days, that's the big one they're cracking down on and again, that's why it is all the more
important if you're going to go off shore - because immediately there is an ATO mindset "He's going off shore, you're
doing something dodgy" which of course is ridiculous.
Just because - if you're investing in a European managed fund compared to an Australian fund because the returns are
double, it makes sense but again, if you set up an overseas structure to do that you're seen as doing something dodgy
but really, you're just going global and going off shore. Who see that? -- Yes.
So there's nothing to fear about going off shore but don't meet someone in the back end of a truck in a black, dark alley
and buy a $300 company from the Channel Islands. Believe me, the internet has got some great tax scheme that they will
sell you for a dime a dozen, you'll find plenty of them.
Self-managed super funds; I'll just mention them briefly again because a self-managed fund you can actually trade
stocks and options I mentioned, you can invest in it, all these things, through your self-managed fund. At Tax Intelligence
we show you how to do all that. We get all your legal documentations in place for your superannuation. If you've got one
happening now we make sure it's all set up to comply with the strict ATO requirements and they are very strict on super
funds too. I mean, I might add that since I worked for them from 1989 to the beginning of 1999 they have got tougher
since I worked for them, they have got a lot tougher.
Secrets of the rich, going overseas. Now who gets excited with this? Who wants to go global? Fantastic. Now should I go
on here? Come on, who's excited? -- Yeah.
Yes!! That's better. Okay, the world is expanding rapidly. The internet has accelerated commerce. In 10 years who would
have thought from 1996 when the internet started to really take off until now, that things are the way they are today?
How fast is the world going now? Very fast.
eBay, I mean it's extraordinary. I mean, I recently bought a law dictionary; I looked all through the internet for this old
law dictionary that I wanted because I am studying law and on some deeper issues of legal stuff and going into what's
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behind our legal system right now. Two hundred dollars virtually everywhere I found; I got it on eBay for $65, the exact
edition I wanted, US$65. It's all changing.
Trading markets are opening 24/7, 24/5. Foreign exchange trading, futures trading 20 years ago was like - one of the
guys who actually has mentored me in futures and foreign exchange trading, he was telling me 25 years ago every year
he would fly for three months to America to trade on the floor because it was too hard to do it from Australia. Difference
of about four or five years. Now you just get on the computer and open an account with a broker and the trading
platform is right before you and you do it all online in the comfort of your own home, while having a drink of a cup of tea,
in your pyjamas if you wanted too.
I mean, who would have thought business could go to that level? Its all changing, it's all changing folks, it's all changing
which means that we have to move with it and our tax structuring - the tax lawyer and business lawyer of the future and
accountant must move with this trend and not be fearful. The world is changing fast.
How can this help you? If you run an eBay business, a worldwide business selling products on the net, if you've got a
patent or trademark, you've just got a brand new idea or seminar and you want a licence and sell it overseas, there's a
change to structure off shore. Great company possibilities like the Netherlands and a few others, perfectly legal, perfectly
legitimate using tax treaties which can save tax. The ability to get extraordinary saving in tax in your foreign exchange
trading and others through properly structuring through the broker using properly structured companies, blind trusts
and other things like that.
Investing in overseas funds or properties, again, great opportunities to do it legally, legitimately and save a lot of tax, all
properly. A good business has tremendous opportunities at this time still. The ATO's power over businesses with off shore
offices is significantly low, as I've mentioned. Be very careful, don't get caught up in these Channel Island dodgy
structures I've already mentioned.
Be wary, don't get caught up in a scheme where you get an off shore debit card and just pull the money in. I mean, the
tax office have come out in the paper and said they're targeting that. If you're basically taking an income from off shore
and not declaring it and it is not properly structured, that's fraud. That's legal fraud. Don't get caught up in that.
So come and see us if you trade. We can save you a fortune in tax. Off shore the balance of power is in your favour. My
lawyer friend who sat before the ATO who had come to audit him and just simply said "Well, I haven't got any of these
documents, you have to go over to New Zealand and see such-and-such" and they said "We don't go to New Zealand"
and he said "Well tough luck then." He said they walked out extremely annoyed but he never got to audit any of his
business. Perfectly lawful. Asset protection laws in his favour.
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You go try and sue someone who has got a $5 million property through a Cook Islands trust. You wouldn't get through
it in a pink fit. Has the light turned on yet? -- Yes!!
Yes!! Ready, I want you all to do this, one, two three; YES? -- YES!
That's it, we're getting empowered now. Okay, who gets your assets if you die? Now come on, who is naughty, who
hasn't got a will? Everyone go "Ooooh"? -- Ooooh.
Now that's the ultimate in disempowerment. You basically said I'll leave it to the government or somebody else to
decide who gets my assets when I die. That's what have just done, come on, admit it, take responsibility. Who takes
responsibility? Yes.
If you have a significant estate you want to have three generational testamentary trusts. How would you like to be able
to transfer assets around your estate with no capital gains and stamp duty at all? You can do that. Who wants to? -- Yes.
Absolutely. These things can save you an absolute fortune in tax, having a properly structured will in place and you can
go down the post office and pay 20 bucks and get your post office will but getting yourself properly done up, again it's
about saving money - it doesn't necessarily save you in this lifetime but for your loved ones, they will love you and they
will be very grateful in your memory, so you can die with peace.
I have used Dick and Dora, example three children, three properties, normal will. If the children start transferring
properties around they will end up with capital gains tax. If one of them wants one property, say somebody else says "I
want the Busselton home", somebody else wants the home down in Dunsborough, somebody else wants the home up in
Narrogin, that will result in capital gains and stamp duty. With these wills, they don't.
Now who thinks that's really good? -- Yes.
The rest of you obviously don't. Powers of attorney. Again, about empowerment. Its about empowerment. Who wants
a 21 year old at the Public Trustee to look after you if you're lying there after a car accident, anyone? Well if you dont
have a Power of Attorney that could well happen to you, or your loved ones are going to have leave you by your bedside,
lying there, gasping for breath, race down the guardianship office, go through a three-hour emergency hearing and then
come back.
This happened to a client of mine, believe me, three months ago. Had to leave their partner who had a sudden coma,
just collapsed at work in a coma and because they had no Power of Attorney, had to race down to the Guardianship
Board, leave their husband there because they had to sign certain documentation to do it and they couldn't do it because
there was no Power of Attorney. Again, empowerment.
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Business succession plan. What happens to your business when you die? Example, Dick and Glenda go into business
together. Dick suddenly dies from an overdose of flower essence from his naturopath for inner healing. Very sad,
untimely demise. But Dick's wife, Dora, who Glenda knows, says to Glenda "Look, right, I am a 50 per cent owner in the
business now, I want my share in the business, I am coming in tomorrow, I am going to be the business administrator
otherwise you're going to have to pay me $2 million". Glenda says "But the business is only worth $2 million". "It's not my
problem". That could have all been avoided with proper business succession plan. All about certainty, empowerment,
peace of mind. You've got certainty in your business. Who wants certainty? That's about empowerment is certainty.
The future: global challenged for the next 10, 20 years. A massive shift is coming in the world. Now here's the sobering
part, of course. These are the challenges that we face. Nik Halik went through this morning and spoke about the
fractional reserve banking and the fact that money is an illusion. Later on he's going to be speaking about the economic
crash that's coming and these things we have to consider when moving forward in our wealth creation. We have to face
reality.
There are things coming upon - I might add on this one, I did a presentation two months ago at the Hyatt Hotel about
the economic crash that's coming. Somebody got a copy of my presentation and gave it to an international banker in
Europe who was over here, one of the top guys. He said the guy had been sitting there having lunch and bored the whole
time with the conversation. The moment he showed him my presentation his eyes lit up and he said "Can I borrow this?"
and he rang him back two hours later and he said "Your friend's presentation is absolutely 100 per cent accurate except
for one thing, he's five years behind, it's closer than what he's saying".
He said "It's closer than he's saying". He said "We all know over there how close it's getting" and he said "Only a question
of time now". He said "It's not going to be necessarily 20 or 30 years away, it's going to be a lot quicker than that". So he
said "We need to be prepared and essentially we just need to learn". I am not going to steal Nik's thunder, he'll go
through that, he probably knows more about me on that one. But basically, at Tax Intelligence, we have to be aware and
we have to make sure we work with you understanding what's coming upon the earth.
The ATO is cracking down on overseas. I've been saying for a long time by 2008/2010 I think tax minimisation in
Australia is going to be very, very, very difficult and in some parts, almost impossible. 2004 in Mexico it was openly
announced in Mexico that the plan is to bring in a world taxation authority so there can be no more tax havens. The
world is changing fast.
The Roman Empire, things got tougher and tougher. The more bankrupt governments get the more desperate they
get, the more they crack the whip. The Bible says almost everyone will be forced to have an economic mark on the right
hand and forehead. The Australian ID card is a further step in that direction. Now they say it's not compulsory but let me
ask you something, if you have it to get Medicare benefits, is it effectively compulsory for most people? -- Yes.
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Interestingly, when you look at Revelations, which we will go into shortly; this is just about the economic crash said by a
bank President, said "Great wealth transfer is going to happen in that period". Revelations says "He calls all both small and
great, rich and poor, free and bond, to receive a mark on their right hand and foreheads that no man might buy or sell
without the mark, the name of the beast or the number of his name".
That's essentially where things are going. That's the plan and that means when you look at the Greek word for actually
having a mark in that, which I have a fairly extensive analysis of this passage - it actually means as much economically
compulsory as tangibly, in other words it doesn't necessarily have to be a law that you must have it or you die, it can be
just simply economically compulsory to survive.
"Here is wisdom, let him who has understanding count the number of the beast for that's the number of a man, 666". As
you can see, this is where it's going and we need to be ready for this and we need to know where it's going and what's
happening. The technology is already well and truly in place and has been for some time. A client of mine recently told
me he was in America and a financial adviser told him, "Invest in Lithium, invest in Lithium". You're going to find out why
in a minute.
Mondex has prepared the smartcard technology which has chips. It is happening in the world right now. Mondex do
not deny it. They have a huge section on their website about it. I might add, it is quite amusing, have a read of the
Mondex website, where they go through and try to argue that the whole thing is not biblical prophecy and it has got
nothing to do with the Bible. They write like, pages and pages and you can't help thinking "Well why would you write all
this stuff if you hadn't got something to hide?" It's very interesting. Mondex.
Interestingly, the word "money", money implanted in your hand", that's Mondex. The actual word means "money
implanted in your hand". I've actually copied a couple of slides from the web, from their presentation on this. "Being used
by the wealthy to help prevent kidnapping" and it's obviously - remember, it will be brought in purely on the basis that
it's going to help you.
Look, if someone came in with a horn, dressed as Satan and said "I'm here to breathe fire and destroy you" would we all
say "Yes"? No. It says "Comes as an angel of light", in other words anything that's going to come in to bring control will
come in a very nice, beautiful package that looks good for your security and your protection. "We're the government,
we're here to help you, we're here to help your needs, we're here to nurture you through these times. We're here to just
put a nice little chip upon you and monitor everything you do and have cameras on the TV's in the homes and that's
okay, we're here to help you".
A US patent was registered in 1999 for this technology. Now Lithium, why do I say Lithium? The chips are actually made
by Lithium. My friend was telling me his financial adviser told him invest in Lithium because he said that's basically what
everyone is going to have to have them in about five or 10 years from now, you'll make millions. He was in a shopping
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centre which he didn't realise was used for a trial project where people were walking through, lifting their hand up at the
scanner and being scanned.
Child care centres right now are doing it to tip people to protect from kidnapping, so it's happening right now, this
moment. More and more companies deliberately use 666 in their addresses. It's fascinating. You go through the website
and find out how many companies are deliberately changing over to it.
Section 666 of the US Social Security Act, very interesting. This requires every US State, it's a condition of Federal
Revenue sharing to effectively obtain the number and the name before they can obtain State services. Who is starting to
see this beast? A licence to work, licence to drive, licence to - in other words, everything you do, go to the toilet you've
got to get a licence; blow your nose you've got to get a licence.
The ultimate in disempowering and really what that Revelations scripture is all about is the ultimate in
disempowerment and ultimately completely walking away from responsibility and being empowered and putting
yourself under a system or structure or fiction or illusion to sustain and nurture you, because that's what effectively is the
aim.
Section 666 expressly covers compulsory DNA testing, garnishee orders on wages, credit reporting, so we're starting to
see - and remember, the more you understand spiritual laws, that's not for this session, you will see these things are a
clue. When you see that numbers, everything, there's a spiritual connection and significance in all things, you will start to
see things and pick the clues. The wealthy, I might add, have a very good understanding of spiritual laws, a very good
understanding.
Section 1650 of the Tax Act gives power to lying. Who knew that? I will read one part of it:
"The Commissioner may treat an event that actually happened as not having happened."
The Commissioner can make the whole thing up. Who likes that? The Commissioner can come to your business and say
"Were going to pretend that you've made a $10 million sale to Warren Black and you'll pay us $1 million GST, thank you
very much". That's what it says. They can. I don't know any case where they have, but they can.
Who has seen the 666 at the back of the United Nations conference?
What is the real purpose of tax? Social services, dont you believe it for one minute, it's an illusion. Tax and fractional
reserve banking that Nik taught you this morning go hand in hand. If you don't believe me would you believe the
Governor of the Federal Reserve Bank? No, because he openly, by his own mouth, admitted that a government can easily
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print all the paper money it needs; income tax is purely to take money out of circulation to stop inflation going out of
control.
In other words, if there's $100 billion in circulation and suddenly it was $150 billion because they've created 50 billion
more, what is going to happen to inflation? 50 per cent up. But if you take $40 million out through income tax it will only
be 10 per cent.
So by their own admission, it's purely a way of getting money out, so in other words where's the wealth basically where are they trying to get the wealth to go? Banks. There will be a greater increase in oppression of income tax and tax
generally in the western world over the next five to 15 years.
But taxes will be obsolete. Now it's a big statement, I know, but in 20 to 50 years' time they will be gone, because there
is going to be such a shift in the age coming upon the earth spiritually and what's going to happen and the prosperity
that's coming, and if you read ancient spiritual writings you will find there is a lot that has been said about this; the
Mayans and a whole lot of others. The age we're coming into, that will be gone, which means we have to be prepared,
ready for that age to see where it's going and I can't go into all that at this time because of the lack of time, but that's
where it's going.
Who likes the idea of no ATO? -- Yes.
Absolutely. I might add, many of the most prosperous countries in the world in history did not have taxes. Isaiah 33, the
second part, "Where is the scribe, the receiver to count the towers" - that was an ancient language for tax collector,
talking about - "Your eyes will see the King in his beauty, you will see the land", you will no longer, in other words, see tax
collectors oppressing and plundering you. That is where it's going. Tax is a fiction, an illusion.
So in summary what are we about? We're committed to helping you in the present, that's what's coming. In the present
though, for you to be grounded today in your tax responsibilities and obligations to moving forward but guess what,
we're looking ahead to get ready for what's coming. We're thinking years ahead. We're not just thinking three months
ahead, six months ahead which in my experience working in law firms, generally you're thinking the now, six months'
time. We're thinking "Where is this going for the next 10, 20 years?"
Who wants to go to the bigger picture? Businesses in the coming age need to know spiritual laws as much as they need
to know business laws to prosper and we help you with that as well, as part of our business. So in summary, we're
grounded in the present but we've a strong spiritual foundation to take your business into the future equipped to face
challenges ahead.
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MoneyMasters
FEATURING
TOM
HUA
Internet eBook Riches
Tom Hua
MC: Would you please welcome to the stage, one of the
MEET TOM HUA
sharpest, and most respected Internet Marketers;

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Mr Tom Hua.
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Australia and shares his uniique
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e a website yet.
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ecause Im not one of those
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massage to the person sitting next to you and so on, BUT I know Internet business, inside out. Therefore, I want you to
ntion as much as you possibly can.
participate, and I want you to pay atten
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w you is going to change your life, potentially. Its so powerful, so valuable. So, I
want you to pay attention. I have a couple of rules I would like you to agree with me on.
d
on those big screens, you dont have to takke notes, because Im going to
First of all, if you see anything that is displayed
make this entire Powerpoint presentatiion available for you to download from a website add
dress which will be giving
towards the end of my presentation so you can download it, you dont have to take your tim
me to write down any notes. Is
that good or not? -- Yes!
m information is far more important than just taking notes, I want you to spend
Thank you. So, this way because to me
your time and energy, paying attention
n to what I have to say to you so you understand bettter, rather than writing notes.
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Rule number 2: Although I am not a good entertainer if you did hear anything that is funny at all, I still want you to
laugh as loud as you can, because that relaxes me, so if you take the nerves away from me, I can share with you more,
right?
Rule number 3: If you hear anything that is useful, that makes sense to you, that you can apply immediately to help your
business, on line, or off line, I want you to clap as hard as you can. The more you clap, the more Im going to share with
you, is that cool? Thank you!
Okay, lets get into it. What we are going to cover today?
First of all, we are going to discuss a little bit about the power of the Internet. We all know the Internet is so powerful,
its phenomenal. Internet gives us opportunities we never had before, so this is what were going to talk about first. Im
going to give you also lots of examples of real people making money on line. Ill give you their photographs, their email,
their website addresses that you can verify.
On top of that Im going to give you a very simple system. This is actually the foundation of any kind of successful
business on the Internet, any successful website, they all stick with this simple system and the good news is this simple
system is no more complicated than 1, 2, 3. So, if you take nothing home, take this simple system. This can guarantee
your success on the Internet. Do you like that? Thank you.
And on top of that, of course, Im going to give you the most powerful traffic generating system. Traffic means people
come to your website because that is critical because no matter how good your website looks, what product you have, if
no-one comes to your website, you wont have an online business.
So, this is the most important element of your online business. I will teach you a method thats got nothing to do with
search engines, got nothing to do with anything else but viral marketing. This can speed your online business, by 10
times.
Ive done this many times using this technique. Thats how Ive got 10s of thousands of websites today still selling and
recommending my products and services. Would you like that as well?
I will also give you lots of tools throughout my presentation. Lots of website addresses and so on will be displayed on
the big screen which you dont have to write down that will help you to put everything together in the right place, so
that you dont have to spend all the time, to do all this research. Ive already done this for you. Would you like that as
well? -- Yes.
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Thank you. Okay, lets get into it.
Why Internet business? Lets look at some simple facts.
Fact number 1: There are over 1 billion Internet users today, worldwide. One billion people from every corner of the
planet. People are getting online, getting onto the Internet, searching for all kinds of information.
Fact number 2: Last year, more than 250 billion searches were done through the Internet. People are looking for
information, again on the Internet.
Fact number 3: Over $170 billion worth of goods and services were sold over the Internet last year alone. 170 billion.
How much do you need to become successful on the Internet? You only need a very, very tiny slice of this huge pie to
become a successful business person on the Internet.
More facts.
Fact number 4: In 2006, 200 million more customers went online and experts say that by 2010, well have 2 billion
people on the Internet.
Fact number 5: Total Internet sales will increase another 20 percent or more in 2006.
Fact number 6: eBay is one of the most successful websites on the Internet. The first quarter of 2006, this year, $12.5
billion worth of goods and services were sold from their platform. These are not eBays products actually, ordinary
people, eBay users. They have nearly 200 million registered users at eBay. Thats how powerful the Internet is and this is
where the Internet is going at the moment.
Now, lets ask ourselves, Why Internet business?
Reason Number 1: The reason why; the Internet is the most powerful medium human history has EVER seen. We never
had anything so powerful as the Internet in our history. There are more people going onto the Internet than watching TV.
More people than listening to radio, reading newspaper, reading magazines. Everybodys spending more and more time
on the Internet today than ever used to be and we will have more and more people getting on the Internet every single
day.
Reason number 2: Internet business is the most appropriate for business, the reason is, we are going to recommend and
teach you how to develop those information products which will cost you nothing to produce in additional units.
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Who is the richest man on this planet? -- Bill Gates.
Bill Gates. What does he sell? Software. Thats the biggest secret of becoming really, really rich without having to spend
a lot of money because as soon as information products, such as a piece of software is developed, now its up to you to
sell to the masses. If you can sell your information product to 100 people, it wont make you rich, if you can sell it to 1,000,
no big deal, but if you can sell it to the billions, then you can become very, very rich.
Now, thats the secret of why Bill Gates is so rich and he is the richest man on the planet today.
Reason number 3: Internet business never stops, even if you are sleeping, because your website is going to be available
24/7. No matter what you do, you can go to sleep, you can go on vacation, your website is ready there to take business,
no matter what you do, with or without you.
More reasons.
Reason number 4: Internet business requires very little investment. You dont have to buy any heavy machinery. You
dont have to renovate your shop. Putting up a website on the Internet is very easy, even kids in primary school can do
that. My little girls, you know they are only year 1 and year 2 and they already come back home and say, Daddy, I want
my own domain name. This is not a big deal at all.
These days we buy a mobile phone, you still have to go through the menu to read so you know which button to push to
get where you want to go, putting up a website is just as simple as that. If youve never linked before in your life, you
think its like a miracle, but if you link it once you know, you understand for the rest of your life.
Reason number 5: Internet business has very low risk because you are not going to invest anything in the first place, so
whats the risk? You write an eBook, or you develop a piece of small software, which is done by other people. Often, it
doesnt sell, so what? Get another one up there to change the background colour from blue to yellow of your website. Its
so easy, its not like you have to turn a restaurant into a small factory, then you are in big trouble, because then its going
to cost you thousands, if not 10s of thousands, even hundreds of thousands of dollars to change your business model,
but on the Internet, it can be done in a matter of days.
Reason number 6: Internet business is for everyone. You already realise, my English is still, kind of like broken, because it
is my second language.
I came here 16 years ago, with less than nothing. If a guy like me can do it, every single one of you today, in this room
today, can do the same or even better.
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Internet is for everyone.
There are some examples of real people, how theyre making money on the Internet. Meet this guy, Charles Stockwell,
from Australia. Ex-construction worker but guitar nut. So, he attended World Internet Summit 2004. That was the first
time I went on the stage to speak to the public only because I was making too much money.
February 2004, we had our World Internet Summit first time in Sydney, Australia. After that, weve done it 14 times in 7
different countries. Now, that was the first time and he attended that seminar and he went home and wrote his own
eBook, How to play guitar, and started video recording himself, teaching you how to play guitar and turned them into
DVDs and sell them on eBay at US$27.
Still works part-time today but earns US$500 a week from home online and uses this income to pay off his investment
home. Okay. $500 US dollars is nothing you think, right? But its nice additional income, imagine what kind of investment
property you need to have to generate that kind of income, and this doesnt have any hassle with a tenant or real estate
agent.
Okay. Meet this guy, Scott Wilson, from New Zealand. D grade student. Failed at multi-level marketing. Attended World
Internet Summit 2005. Went home and applied only one secret that we taught him, used some eBooks that we give
attendees the rights to sell; charged US$37 a month to access these books, made US$1,400 within 30 days after the event
using a free advertising site. Using a second secret we taught him for the resale licence to an information product where
he kept 100 percent of the profit and he had others selling for him for a commission that he pays them and made
US$1,500 in a month. Yet it takes no work at all after its set up, now hes ready to leave his job.
Meet this guy, Matthew Taylor from New Zealand; ex soldier, attended World Internet Summit 2004 in Sydney also and
he went home and immediately started using one just one secret we gave him, created a website and generated an
income from $400 to $1,000 a month out of nothing, inside of four weeks after the seminar. Then he turned his little idea
into a $95,000 income a year business. Then he turned another idea into a business, earning him as much as $17,000 a
week.
Now, meet this guy, Mr Piermont, from Australia, 24 years old only, with no Internet experience at all, used a product we
taught him wrote an eBook without writing a single word, like what I do all the time; sells for US$29.97 on the Internet
and hes grown his customer database from zero to 2,780 people in just 5 months. Now, he makes USD$4,000 a month,
speaks in Australia, New Zealand and Asia.
Meet this guy, Patrick Chan, from Malaysia, a student of mine, 26 years old only, no college degree at all, failed as a
greeting card salesman poorly, now sells self-help eBooks and CD's on the Internet for $97 each and 78 percent of his
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customers are from the United States and the first Malaysian to speak at our very famous World Internet Summit event,
now makes over $6,000 a week.
Meet this guy, Joe Hamock from Singapore, another student of mine as well, 27 year old, he started his Internet
business part-time during college, partnered with big name experts like myself and become a joint venture expert, also
utilising another secret, called copywriting.
Now, he gets paid $15,000 to write a sales letter and based on his sales over the month gets US$86,000 and he is
another featured speaker at our World Internet Summit.
Meet this guy, Mike Filsaime from the United States, creator of Butterfly Marketing System, building a customer
database system at 500 people a day, over 300,000 members hes got and regularly makes over $50,000 a week in and
out. Creator of one of the fastest selling home study courses in the Internet industry. Sold $1,000,000 of that course inside
of five days.
Another featured speaker at our World Internet Summit event. Meet this guy Derek Gehl from Canada, no marketing
background, no college degree, turned $25 into over 50 million online sales, attracts over 23 million visitors a year to his
websites; sells CD's; eBooks, DVDs, manuals and seminars, and he made over $12 million last year.
His website is very famous, called www.marketingtips.com . If you type internet marketing and Google his website is
listed number 1 or number 2 ; another featured speaker at our World Internet Summit event.
Now, meet this guy, his name is Tom Hua, originally from China, now living in Australia, and he started with less than
nothing. He borrowed a lot of money before he came here, published hundreds of eBooks, now owns one of the largest
eBook distribution networks on line and he also developed one of the first membership websites on the Internet. He
owns also the fastest growing website hosting company in Australia and he is a viral marketing expert millions of
visitors went to his websites and thousands of people around the world joining his program become successful online.
Hes pulling $2.3 million in 2005 alone and hes one of the co-founders of the World Internet Summit. Thank you.
Lets take a look at some of the examples of my work. I wrote in a little booklet called Working with ClickBank. Back
then, ClickBank is one of those service providers that allow everyone on this planet whos got Internet connection to be
able to accept credit card payments. You see, normally you need a merchant account, you need an application and so on,
to be able to accept a credit card payment, but on the Internet, ClickBank is one of those companies that give you the
facility, you dont have to have a merchant account, all you have to do is sign up an account with them so that you can
accept payment on line from anyone whos got a credit card.
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This is how it works. They process the payment on behalf of you, and after 30 days, they send you a cheque if
everything is okay. So, this takes the risk away from online transactions, for both the seller and the buyers. Now, they had
a contest back then in 2000, they asked every one of us - back then they had 110,000 affiliates with ClickBank, some of
them have an account with them. They ask us to promote their services to the world, to everyone else on this planet, and
I thought, Okay, I want to do this too.
So, I wrote this little booklet called, Working with ClickBank, simply providing step-by-step instructions of how to set
up an account with ClickBank, as simple as that, nothing fancy, nothing special at all. But inside of that book, I put my
affiliate link, asked them to sign up an account with ClickBank; therefore, I receive commission, right?
Now, take a look at today. Do a search at Google, live, do exact search with quotations, working with ClickBank, now
you can see that. There are still 16,000 websites today, 16,400 website, as we speak, right now, selling this booklet.
Now, take a look at Yahoo. These are only the websites still selling this booklet today. How many have we got? 9,700
websites. There are many, many more, many hundreds, thousands of more customers whove got that booklet, theyve
just used it without selling it. These are the websites still selling that booklet right now as we speak, you can see how
powerful the Internet can be.
Now, I become the winner of that ClickBank contest, being a little Asian, you know, being able to outperform all the
Americans, all the British, and all the Australians, I felt really, you know, proud of it, because if I know that the Internet can
do this for me, trust me, wholeheartedly I believe you can do better than I did, you know!
This is the result, the direct result of viral marketing technique. Take a look at another example. I put out for free to sell
eBook package, I named it very uniquely, called it Free to Sell. Everyone thats got a copy has the rights to sell free to
sell sell to the rest of the world.
So, take another look. Google. Free to Sell is a very unique word, you cant get it confused. eBay also got this adwords
there for some reason. Someones selling that booklet on eBay. 18,300 websites are still selling that Free to Sell eBook
package today. Yahoo. 30, 200 websites today, still selling this exact eBook package I put out there many years ago. That
was in 2000, so that was like six years ago and again I become the winner of many contests throughout this eBook, I
recommended many, many, affiliate programs.
I recommend those used for reliable Google services to other people, therefore, as a result I received commission and I
used to receive many thousands of dollars every single month. After this many years I was recommending this Host for
Profit service. Back then, all the big Internet marketers, every single one of them was promoting Host for Profit, some of
them putting banners on their website, they got a lot of traffic through those websites, and some of them were sending
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newsletters to their huge database, but this, again, made me the winner of that Host for Profit contest, and even today
because that was a website hosting service I recommended, today I run my own website hosting business.
We started 2 and a-half years ago, from that point on I became kind of like competitor of Host for Profit, I stopped
promoting website hosting service altogether, but because the result of this package went so far, reached you know
many, many people I wouldn't imagine I was able to reach as a result of viral marketing.
Today I still receive more than US$1,000 commission from this company alone, every single month because of the
results. I mean I didnt want to promote it anymore but the money still keep coming, because this book is touching
everyone, everywhere, every corner of the Internet without my knowledge. O.k. Isn't that beautiful. Imagine what it can
do to your business and this can happen to you, exactly, if you know how to do it.
Of course, I have an eBook hosting network thats one of the largest eBook distribution networks on the Internet today
and I own this very successful website hosting company, www.hostingbay.com.au.
Last year, I set up a software company in China called www.boulderit.com we developed software projects whether its
web based or desk top application, we can do any software project for you. So we get ready for you to develop your very
own products, and also we provide professional translation service, between English and Chinese, two-way, because you
know you want to tap into this huge market of 1.3 billion people, if you dont ever think about this market in China, then
you're missing out on quite a bit. If its not for you, you still have to take a look, then you decide, Okay, Ill leave it for
now. Perhaps later, because all the big companies are going there and this gives the bridge to get to that market.
There are a couple of websites and email addresses where you can contact my company, and of course I founded this
World Internet Summit event, and throughout the event - yes, we pick a person from the audience and we develop a
product and put up a website for him, and we promote it for him and within 72 hours this is a four day program within
72 hours weve made 10s of thousands of dollars.
We did it in Australia, we did it in United States, we did it in the UK, we did it in Singapore, we did it in very many places
and youll have opportunities to access this seminar as well.
Now, I did it, obviously, many of my friends and my students are doing it too. And you, every single one of you Im
talking to you, you can do exactly the same or even better.
The only thing between you and where you want to be, or where those guys are, is the knowledge. Thats it. Nothing
else. Doesnt require heavy investment, doesnt require any special skills, its the common knowledge of online business
being successful, or coming on a very, very simple system and this is what we are here for.
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So, now, lets jump into it. A very simple system. You take a look at all the successful websites, regardless of whether
they are big or small, or they are in Australia or global. Theyre all coming down to those three key elements. This is what I
call a foundation of any online business.
You need three things, no more, no less.
First of all, you need a product. You have to have something that you can be able to sell to the others before you can
have a business. As simple as that. You have to have something that people are looking for online. People are willing to
pay money for before you can have a successful online business. Isn't that simple enough?
On top of that, number 2, you need a website. Website is where your online business lives. This is your storefront; this is
like your business. Offline you might have a restaurant, you might have a small shop, you might have an office, on the
Internet you have website, that is all you need for you to introduce your product or services to your prospective
customers. That does a job like a salesman. The beautiful thing about the website is it runs automatically, if you set it up
correctly. You dont have to be there.
No one has to be there, all you have to do is, the next morning you wake up and check your emails, see how many sales
notifications you received, and if theres anything a customer specially wanted to know, then you reply, if you wanted to,
or if you already having huge volume of sales, you can just simply ignore those. Yes. Your time is limited, right? You want
to spend your time for those most productive and profitable tasks, if you had a choice, you spend your time; you make
most profitable money that you can make.
Now, on top of that, the only thing, the only thing that you need to complete your online business is the traffic. Traffic
means that people come to your website. Think about it. If you had a product that people are looking for online, many
people already know billings, searches people are looking for all kind of information on the Internet.
It will surprise you, one day I did an example in Singapore, I typed in dog in one of the marketing research tools, Ill be
giving to you very soon. And I discovered that millions of people search for a keyword called Dog. Yes, I can understand
that no problems, but at the same time, it tells me there are 10s of thousands of people looking for a key phrase called
Dog food recipe.
I mean, that surprised me, because I never cooked for my life, I always had someone cook for me and I never could
imagine that someone would be looking for a dog food recipe so that they can cook a nice meal for their dog. People are
looking for all sorts of strange you think they are strange information on the Internet, but again, as I said, out of 200
some building searches, how many do you need? 0.01 percent, thats all you need to be able to become successful on the
Internet.
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Imagine, if you had something people are looking for online, people are willing to pay money for, then you had a
website that simply explained the benefit of that particular product or service on top of that you bring in prospective
customers to that website. People read your sales page, theyre happy with it, they click the button, they buy it, the
money goes into your account, as simple as that.
You think Internet business is a miracle. Its a phenomenon, its very powerful, yes, but its not complicated. Its not
difficult at all, if you understand the principles.
Okay, lets take a deep look at each product. There are many, many different ways of getting product on the Internet, of
course. Internet is huge; its so big its beyond your imagination. You need to explore all the possibilities; it gives you
more opportunities than any other conventional business model that you ever come across in your life.
Im going to only cover those most common and most effective ways of developing products today with you.
First of all, you can join other peoples affiliate programs, which means there are many websites theyre selling
products. You can join their affiliate program, so that you sell other peoples products without having to develop one and
all you need to do is send visitors to this websites and these websites will pay you commission as a result of the sales you
bring to them, as simple as that.
Theres a problem, this you can start instantly, you dont have to develop product, you dont have to develop your
website, everything can be done instantly but you have very little control over the entire process, because this is other
peoples products. You have no control with the quality of the product and you have no control with the payment
processing and you have no control with customer support, but yet again, its a nice way of starting your Internet
business.
Now, there is a better way of course, you can purchase a resale licence, which means you buy the licence to the product
that other people have already developed for you, most of the time, they give you the product that you can download
but also they give you a pre-developed website that you can use and sell. Often you can keep 100 percent of the money.
Now, this you can start instantly and you have better control because now you have access to the product, you
download the product, you have a look at the product, only if you are happy with the product then you sell and you
process your payment, and you provide customers support and you know, services, so you have a much better control
than joining other peoples affiliate programs.
The only problem here is, a resale licence could be expensive. Let me ask you how much do you think normally a
piece of small software or, say, an eBook would be sold for on the Internet? How much normally? Any ideas? Yes $27 -
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$29.97. Well, is that fair to say, anywhere between $20 to $100 range depending on how big the eBook is and what topic
it is right? Anywhere between $20 to $100?
Now, how much do you think a decent resale licence would cost you? Any idea? Yes, could be a few hundred to a few
thousand dollars, because now, you have the licence to sell the products as many times as you want, potentially you can
sell unlimited times and keep all the money without having to produce anything. All you need to do is provide and
download the link. This is how its done normally, just after the payment processing is finished, simply say, thank you
very much for your purchase, click here to download your software to download your eBook.
It is as simple as that. You dont even have to know someone has got the product. The next day you wake up, Okay,
notification, sold, sold, sold, sold, sold. You dont even have to read them because each one of them is identical, just
letting you know you sold one more copy, you just collect all these emails and file them in somewhere, you know, in case
someone come back and say, Hey, you know, I lost a copy, can you give me another downlink, or something like that.
Thats as simple as it is.
But the good news is Im going to share with you how you can have access to those quality information products, at
very low cost, perhaps about $20 each. Would you be interested in that? Okay. Thats good.
Of course the very best product is your own product. Its your very own product that is so unique, that has your
personality, has your individuality, has your passion in it. This is how you set up your online business and make profit for
many, many years to come, so that you are different from anyone else on this planet.
Lets take a look at this because this has absolute full control over everything. This is going to be your product, you
control absolutely everything. You are the boss of your business, exactly.
Okay. Lets take a look at how you can develop your very own products. First of all, you ask yourself a very important
question, one single important question, What can I sell over the Internet. What can I sell? And more importantly, what
are people willing to buy?
Its no good just what you want to sell, you might like something, and other people might not. Now, this is a process
that you can go through. Ask yourself what are you currently doing? Do you have a job? Do you own a business? Do you
think its possible to sell something you are already selling offline, over the Internet?
But dont forget Internet is for information exchange and information exchange only. You cannot sell lipstick or pizza
over the Internet, unfortunately. But you can send all kind of information products over the Internet to anyone on this
planet, as long as theyve got an Internet connection.
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So, you ask yourself can you develop some information product that is based on what you are doing over the Internet.
For example, if you are running a real estate agency, it is almost impossible to sell a house over the Internet well, it is
impossible to sell a whole house over the Internet and it is very difficult to convince people to send you hundreds of
thousands of dollars over the Internet, you can only sell information products.
So, what about you sell some knowledge about real estate? Teach people how to look for the right property for
themselves. This way it becomes an information product which is related to what you are currently doing. If you are
going to work, or you are running a business, only for sake of making money, now this is opportunity for you to make
switch in your life.
Ask yourself, what is your hobby, what is your expertise, what is your passion, what do you love to do even without
having to make any money. If you can do something that you love to do, I can almost guarantee you, youll work, really,
really hard, youll enjoy it, and you will become very successful. So ask yourself what you are good at.
You see, before we had the Internet, for ordinary people like you and me, it is almost impossible to share our idea or
knowledge with the rest of the world. It costs us too much money to print books, costs us too much money to do
advertising to let people know who we are, but with Internet, it made it possible.
Every single one of us, if you have a great idea, if we have some knowledge that is worthwhile sharing let me tell you, if
you have a good idea, if you're only sharing it with your husband or your wife, or your kids, doesnt have a lot of
commission value, does it? And if you share it with your friends or family members, thats still no big deal, but if you can
share your idea with millions of people on this planet, then this idea becomes very, very valuable. Its not the idea itself,
its how many people you share that idea with. Make that idea valuable, and at the same time, it can be very, very
profitable for you, so thats the charm behind the Internet business really.
So, the Internet made it possible for everyone of us to share our ideas to the rest of the world.
Now, if you hate your job and you hate your business and you're not good at anything, and you have no passion at all,
its still not the end of the world. You look around, have a look at your family members, your friends, maybe they have
some good idea that is worthwhile sharing. So, this way, they can develop the product, they can because the provider of
the content, and you can become the marketer, and you two can become joint venture partners, this way you help him to
share his idea or her idea to the rest of the world, as many people as you possibly can to realise the value of that unique
idea and you too can both make a lot of money.
Here are some more ideas of developing your own product. What do you believe is popular these days? What do you
believe will become very popular very soon? What topics are hot on the TELEVISION programs? What are people talking
about on the radio? What are people talking about in the newspaper? What are people talking about in the magazines?
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What are people talking about when they are gathering together, you know, over dinner parties, you know, corporation
functions, family gatherings? What are people talking about? Can be an iPod, you know, something people are interested
in.
So, this way you get to where the market is going to, and you get there before the mass, then you set up something to
sell this mass market and you are in a very good position of making a lot of money.
Very, very important, you need to know what people are exactly searching for online. Lots of unique and special
websites that you can go to Im going to cover very shortly which will enable you to discover exactly what people are
looking for, particularly on the Internet.
So, this is how you do you marketing research. So, now you think you have a good idea, or your family members, or
somehow you think this is going to be a killer. Now, are you going to spend all the money and the time to develop it? No.
You need to do your marketing research, so you know this is not something that not only that you want to sell but also
something the market love to buy. Now, that is the key. Dont kid yourself, I had a customer come to me one day say, I
wanted to sell my life story, you know, I wanted to tell them where I came from, where I am now and how I did it and all
this.
So, I said, Why do you think people are going to be interested in your story? We all think we are the centre of the
universe. This is not true, you have to get rid of that and you go to the market and find out exactly what people are
willing to buy. Then you create a product and you sell to that market, now you become the centre of that market. Its not
the universe yet.
So, this is what you do. You need to discover the potential of your product, before you even spend any money and time
to develop it. You need to know how many people are searching for the topics that are related to your product. You need
to know how much competition does the marketplace have for that product and how many websites are offering free
content already on the Internet. You cant sell something that they can get for free easily and you need to see how many
websites are selling those similar products so you know what kind of competition you are going to face after you finish
your development and you need to know how many websites are using pay per click Search Engine.
Ill tell you what a pay per click Search Engine is. Google is one of the biggest Search Engines today on the Internet and
when you go to Google you do a search, you're type in a keyword, then the results come back.
On the left hand side youve got those natural listed websites. On your right hand side youve got those links to various
websites. These are the results of a program called Adword www.adword.com thats available for website owners so
you can go in and buy the keywords and the more you bid, the higher you bid, the better position they give to you, so if
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you are going to run a website you can buy the keywords from Google as a result and your ad will be displayed to those
people who type in that particular keyword.
So, you need to know how many people are buying those keywords, if that is potentially related to the product you are
selling so you know what kind of competition you are going to face.
Now, Google is not the only one, there are many other websites also providing those similar kinds of program which Im
going to share with you very shortly www.google.com is the biggest Search Engine. You go in, see how many websites
are listed on the left hand side, which are the websites offering products for free often and www.overture.com is the
second largest pay per click Search Engine on the planet. They power search results to Yahoo and Yahoo I believe
Yahoo just purchased it now and they call themselves it Yahoo Search.
Now, this covers about 30 percent of Internet users, while Google covers about 70 percent. This gives you a very good
indication of what people are looking for online and also how many websites are competing over those keywords, and
this one is www.inventory.overture.com this is a very unique, very useful website you can go to. This is how I got that dog
food recipe keywords from.
You go in, you type in your keyword, it gives you exactly how many searches they have received for the last current
month and also give you a list of related keywords to whatever you already typed in. Sometimes you dont even know
those keywords are available for you, many people are looking for, which is highly targeted to your products, so you need
to do those kind of market research and also www.yahoo.com of course, you have a look and see how many websites are
listed.
Now, wouldn't that be wonderful if you had a small piece of software that you can put down all your keywords that you
are going to do market research and click a button then the results will come back and say, Okay, 3.1 million websites are
listed for free, and also how many websites are competing over pay per click Search Engine and how much they pay, and
so on. Isn't that nice? Right, Good news is I have that software that will be available for you, so you can save hours of
market research.
Now, after the market research is done, this is time for you to develop your product. Do you have to develop your
product by yourself? Absolutely not. I have published hundreds of eBooks and to be honest, I never wrote any single one
of them. Some of them, I did a very rough copy, such as, working with ClickBank is a very special example but I still got
some people, you know to go through, make sure the English is smooth and theres no grammar mistakes and so on, but
make many of the eBooks that I published, I didn't write them, some of them I never even read.
But I know that people are looking for that kind of information and I know the ghost writer who wrote that book is the
expert in that area. Thats all I need to know. I mean, do you really produce anything that you sell? No. You go to a Myers
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store, you go to David Jones, I don't know what you have here in Perth, and do you think that store develops all the
products that they sell? No, they havent developed any of them; they only give you a bag to carry them. And thats what
you should do in any business.
Okay, now, we highly recommend that you develop information products. Now, information products can be in written
format which is pdf format as an eBook, commonly known, or can be a small piece of software, it can be an audio
recording, it can be a video recording, can be a password protected website that you only allow your customer who paid
you the money to have access to, which is protected by user name and password, or can be in a paid magazine, we call it
an Ezine, or an electronic magazine that you send to your customers who pay you the money. So this becomes like a
magazine that people pay you a monthly or a weekly fee to receive those valuable information.
So, develop your very own product, if you are an expert, if you decide to share your own knowledge, the market
research has proven that idea is hot and people are willing to pay money for it.
Now, you can write your eBook in plain Word document, then you upload to this place, www.pdfconverter.com , it will
come back with a pdf format that is ready, and this is important you can also cover Macintosh users because they can
read pdf format across the Internet.
And if you are going to do some work with your family member or friends, this is how you work with them, you let them
provide you the content, and again, you have the knowledge. You say, Hey dont worry, you just write it in word and Ill
convert it to pdf format for you and so on.
You can also hire someone that you dont know, dont know at all to develop your product. There are ghost writers,
thats what they call them, and trust me, many, many world famous books are written by someone else. Trust me, do you
believe me or not?
There are many, many people, thousands of them, tens of thousands of people, an example of this website,
www.elance.com people come from everywhere on the planet waiting for you to give them a job, some people just love
to write. This is their passion. You give them a topic, theyll research. Of course, each one of them has a different area of
expertise. You need to select those ones that know about your topic and they go and do all the research, and they write
this book for you, and you become the author of that book not them at all.
And often its very cheap, because Elance is acting like an agent, kind of like eBay, a very successful website, they are in
the middle and you post your project. You say, I want to write a book about Chinese food Chinese martial arts, or dog
food recipes for example, then many of the ghost writers will come to bid for that project.
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They say, Ill do it for $1,000 and the others say, Ill do it for $800, and the other guy says, Ill do it for $500. You
know, reverse auction, and then its a benefit for you, so you can get your product developed at a very, very low cost, and
they all have a ranking system, as well, so you only pick the ghost writer whos got experience, whos got the reputation,
whos got a good ranking at Elance, so you cant lose.
You only pay them 50 percent in the beginning, when the project is received with your satisfaction, then you pay the
rest. If anything goes wrong, Elance is there to make sure that everyone does the right thing.
More than that, there are a lot more, www.rentacoder.com is a particularly good website for you to develop your
software. And www.odesk.com or www.getacoder.com or www.bodaIT.com is my own company. Of course, we help you
to develop any kind of software project, if you want.
Now, this is how you develop your product. Even when your product is being developed, you dont have to wait till
your product comes back, you can already set up your website.
Now, website, again, is very important because thats where your product gets to meet your market, right? So, you need
to make sure everythings correct. Now, first of all you need a domain name.
Of course, a domain name is as simple as Google.com. Its a domain name. Yahoo.com is a domain name. I highly
recommend, if you do nothing at all after my presentation today, go home, register Yourname.com because now you
have the very unique knowledge, you are a very small percentage of people here sacrificing your Sunday night listening
to my presentation. You have the capacity, you have the knowledge, you have the skill, to become very successful on the
Internet. Dont let other people register yourname.com and then come back and sell it to you for a million dollars. And a
domain name is very cheap these days.
And www.Godaddy.com is the biggest, and the cheapest domain name registration service on the planet, but I
managed to compete, to undercut them. www.bodait.com is the domain registration service that I provide because I
have hundreds of thousands of customers. I have the buying power and I was lucky enough to strike a deal with the
suppliers and each time if you come to my service to register your domain name, it saves you a couple of dollars. No, big
deal, but still, I like to do my best to pass the savings on to my customers. Highly recommended. Thank you.
Now, a hosting company is the shop keeper of your website, because you dont put your website on your PC, your PC
can be turned off. What you need to do is to upload your website to one of those big computers thats we call servers,
data centres, so that no matter what you do with your PC your website can be accessed by everyone on the Internet.
So, website hosting company is very important to you. You dont want to host your website with someone you dont
know. I highly recommend that you speak to your colleagues. Speak to your friends, your family members, whoever
already has a website and ask them where they hosted their website, because this way you know who is reliable.
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Dont go to those cheap ones, because if anything is too cheap something is wrong, right? Because theyre all very
cheap these days, I mean a cheaper one can be $2 a month, expensive one is $20 a month. I mean to me, if you are
serious about an Internet business, you better pay a little extra for that extra reliability, because the last thing you want to
find is that as soon as you launch your campaign, your website goes down and people cant even visit your website.
How are you supposed to do your business if your website is not reachable, right? So, this is very, very critical, to find
good website hosting company that is reliable. Of course, I highly recommend my own www.hostingbay.com.au because
Ive been on the Internet for more than 8 years, I know what Internet marketers website owners want and I have the
financial capacity and technology to know what we want, and I made it as good as can be.
Of course, you need to write sales copy to introduce your product or service to your customers. So you can write your
own sales copy of course, you know, just simply expand the benefits of your product or you can use this software called
www.burpiesbybrett.com . Brett is another co-founder of World Internet Summit. Hes got a winning formula writing
sales copy. Hes a very famous copyrighter. Hes got a formula that he can simply follow by using that software, fill in the
blanks, click the button, your sales page will be written in about 30 minutes by the time you finish all these blanks and
following his winning formula, so you increase your conversion rate, which means a certain percentage of people come
to your website or actually become the buyer.
Or you can use ghost-writing again; www.powerwriting.com; or www.writingassist.com or www.bizservices.com, these

websites provide ghost writing for sales copy. So, again, you know, $200 or $300 is all it takes normally.
Now, traffic. Traffic is the blood stream of your online business. No matter how good your product is, no matter how
beautiful your website looks, if you have no-one come to visit your website, you still wont have an online business.
Now, there are millions of different ways of generating traffic to your website, here we are going to cover only three
most important methods of generating traffic to your website.
First all, Search Engine. Thats what Internet users do every single day, get on to the Internet. They go to their favourite
Search Engine and type a keyword, then they find out where they want to go.
Now, Search Engine, unfortunately, Search Engine, is designed for Internet users. Its not designed for website owners.
What makes Google successful? Because they provide most relevant search results. For those guys who type in the
keywords. Not for you who want to sell products. Am I correct? Thats the fact. Unfortunately, thats what Search Engines
were designed for. They live, they make profit, they become successful because of one reason, and one reason only, that
is they provide a most relevant, accurate, search result for Internet users.
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So, to win the Search Engine battle to become listed high at those Search Engines, theres no tricks, no tips that you can
perhaps achieve some results temporarily but in long term, the only way to get your website listed high is to provide
what? Most relevant content the Search Engine would like to provide to the people who typed that keyword in.
So, Search Engine, the actual listing, you need some professionals of the professionals to give you guidelines as to what
to provide from your website. Most relevant content towards the keywords that you are targeting, to achieve high
ranking and this is not a game for everyone.
Honestly, I dont have enough knowledge to do it myself. But I have the professionals of the profession that I can
recommend to you towards the end of the presentation that you can have your website looked at by those people and
they know exactly what to do to achieve high ranking at Google, because some of them used to work there, so they know
what Search Engines technically look for.
Again, its not tricks or anything its just a guideline, so you know how to provide relevant content to achieve high
ranking and of course you can go to pay per click Search Engines, simply buy pay for keywords.
Google Adwords is the most popular pay per click Search Engine, Overture is the second largest pay per click Search
Engine on the Internet and there is a third one, people havent even mentioned www.findwhat.com. Google is great,
Google is big, but Google is not everything and if you go to this website here called www.payperclickanalyist.com you
can see a list of thousands of smaller pay per click Search Engine that are available for you to use and many of them are
often industry related.
So, for example, if you wanted to sell an eBook to a certain niche market again, as I said, you dont want to become
Google, its very hard to become Google, right? But all you need is a very tiny slice of this huge pie, and then you become
successful.
So, you go to these pay per click Search Engines, they provide you quality traffic at much cheaper rates. You dont have
to compete at Google with many, many other website owners and you just go to those smaller Search Engines and the
good news is this website, www.payperclickanalyst.com gives you a list of many, many pay per click Search Engines with
their recommendation.
They tell you, they say why you should go here, why you should not go there and often, as soon as you open your
account with those smaller pay per click Search Engines, they give you $20 50 credit, which means you can start your
campaign at no cost at all and if you have plenty of time and you're running a tight budget, pay attention. Dont forget
this, go there, sign up your account with every single one of them, you accumulate about $10,000 worth of free
advertising money, isn't that good?
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Okay. Search Engines of course are the most effective way of doing it. You get instant traffic but the problem is
competition because everyone can go to a Search Engine, you have competition but if you did your market research
carefully enough, now you shouldn't have to face that kind of competition altogether to start with.
Okay. The key is to find those golden keywords. Again, I give you another example. Do we have anyone that is under 18
here? No? Yes, we have? So, let me use another example then.
Weight loss, say for example, weight loss, is one of those hot keywords, there are millions of searches. Now, if you are
selling anything, you dont want to sell anything that is general about weight loss, you face tough competition. But what
about if you sell an information product that is weight loss for 60 plus, weight loss for women, weight loss for new mums,
weight loss for babies, weight loss for teenager, weight loss for Asian babies. Do you see what I mean?
So, this way, you narrow down your market. But dont worry, because there are millions, millions of people out there
looking for weight loss. Why do you need the whole lot? You dont. You narrow it down so that you later target to a
smallish market, which is already plenty for your business already and you have very little competition. So, the key here is
to find those golden keywords that people are not competing over, so you can establish your place in this market.
Joint venture is the next powerful way of generating traffic to your website. You see with conventional business its very
hard to form joint venture partners, you go to other people and say, Hey, can you sell, flowers for me? Now, then what?
You have to ship the flowers. So it was very, very complicated but with the Internet, its so easy because all you need is a
small piece of software that attracts whoever sends traffic to your website and as a result, only if they sell anything, you
give them a commission.
The commission can be very, very handsome because it doesnt cost you any extra to produce any unit. You see, if you
have an eBook that is already developed and you are thinking, how am I going to sell lots of copies of it, what makes
sense, is for example, if you did write an eBook called Dog Food Recipes. Now, wouldn't that make big sense to
approach those big dog training websites?
See, okay. Now, I know that you have lots of people who are interested in dog topics and I wrote a new eBook that is
about dog food recipes, how about if you tell your customers, let them know about my new eBook, then as a result I give
you 50% of commission.
Or give them even 60, or even 80 percent of the sales volume. Because now you can afford - you dont have to spend
any money to produce as many units as this guy can sell for you. Doesn't it make sense to you? And open your mind,
because you think, okay, you are giving out 80 percent; perhaps you only receive 20% but so what? Because you can form
joint venture with this guy, then you can go to number 2, number 3, number 4, say if you had 20 joint venture partners
working with you, each one of them you give 80 percent, arent you still the biggest winner of the whole deal, right?
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And with conventional business, you cant do that right? You cant give up 80 percent. You say, Hey, can you sell the
flowers for me, Ill give you 5 percent, 10 percent. These people not interested today. If you go to them and say, Hey you
sell my eBook which is good quality, I give you 80 percent. It gives you a much better chance for this guy to say Yes, to
you because now he knows that hes going to receive more than you do. Am I correct?
This is why you can make Internet business really powerful. The secret again, comes down to information product. It
does not cost you any additional to produce millions of copies if you want.
That gives you almost instant traffic. Its free, because only if this guy sells, you pay him. If he doesn't sell, you dont pay
him anything. You ask yourself an important question. Whos got your potential customer? Then you go to those
people so you can have your high qualified prospective come to your website.
They can help you to do that and all you have to do is give them a cut of the sales volume.
Viral traffic, thats where my expertise comes in, I do this better than anyone else on this planet. Viral traffic. It is not only
highly qualified, but also you can often get paid. Not only is it free, but you can also get paid.
Lets take a deep look at it.
Viral marketing is very powerful, very unique and again, you only need 3 things. No more, no less. First of all, you need a
quality information product that with value when I say value, that is provide some solution to some problems, then
you distribute it to as many people as you possibly can, from your website to your customer database, or by word of
mouth, then you allow others to distribute it to many, many more others, as simple as that.
Now, how its done. First of all, you can choose to give a product away for free. You give it away for free, and then you
allow other people to give it away for free as well. It goes on, on and on.
Or, you can choose to sell it at a low price. On top of that you allow other people to sell it and keep all the money. Now,
the key here is How do you make everyone want to sell your product to the others?
You cant give away rubbish. So, this is what you need to do. So, first of all you need to provide value in the product.
Like what I did with working with ClickBank. Without that book, you might spend a week or two to figure out what to do,
but with that book, half an hour is all you need. Save people some time, and that has value.
So, anything that can solve peoples problems, deliver some kind of solution. We say that product has value.
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Then, you offer full reseller licence to everyone. Every single one of them got a copy of your book to sell to the others
and keep all the money. This gives them incentive. Remember how we asked ourselves, What can we sell on the
Internet?
Every website owner is looking for a quality product so that they can sell to the others, even if they had one product of
their own, they need a lot more to sell to the others on an ongoing basis, because all you need to do is send an offer to
your customer database, spend five minutes, send them an email, then you can make a profit again.
Now, what you need is quality information products. So, now, if you can provide some information product with value,
with quality, let them - allow them to sell to the others and believe me, many of them work willing to sell it and this is
how you make it even more powerful. You give them some incentive. We call it backend sharing.
I give you an example to make it clear for you. For example, if you are going to write an eBook about Asian cooking,
okay you have Chinese recipe, Malaysian recipes, Japanese recipes, Korean recipes, everything. You collect all the Asian
recipes you come up with a really, really big recipe book about Asian cooking.
Now, you wanted to promote that eBook. So what you do is you isolate some examples of Chinese recipes, you develop
a smaller product; thats what we call a viral product. The purpose of this product is not to make you profit but to
advertise it to bring traffic back to your website. So, you call it say Chinese dinner tonight, perhaps, right?
Then you allow other people everyone come to your website to be able to download that eBook for free, or you sell it
at a very, very low cost and then on top of that, you allow every single one of them has got a copy of that eBook to be
able to sell to the others and keep all the money. This makes people want to sell because its for them a ready made
product and in that book, obviously you say, Hey did you like the Chinese recipes that you read here? Please come back
to my website so that you can discover what else Ive got to offer to you.
So, theres always a link from that viral eBook back to your website. Now, that thing can become a very powerful piece
because your resellers your resellers, of the resellers of the resellers, can have the opportunity to participate in your
affiliate program.
Not only are they going to keep all the money by selling this particular product but knowing that any one of their
customer as a result of reading that first eBook come back to that website, purchasing more the second, the third, the
fourth product from your website, they are going to receive commission.
Doesn't that give them even more incentive to go out and sell your eBook? Thats how you make the eBook even more
powerful. So, this is how you offer master reseller licence so that not only they can sell the product but also they can offer
others the rights, the licence to sell your eBook as well.
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In other words, you dont limit the reseller licence to your direct contacts, but also, you allow everyone of your
customers, customers, customers, the rights, the same rights to go out and sell your product for you and also you offer a
brandable affiliate link in that product. Which means, everyone can come in to replace that affiliate link with their very
own so that they sell the product, keep all the cash and also looking forward to ongoing commission.
Again, this commission can go a long, long way after many years, if someone happens to read your eBook and click the
link, come to your website, buy your product, this guy still gets your commission. This is what makes a viral system, really
really powerful.
I give you another example again. I write it in this format to see if you can understand. This is your eBook, you provide a
quality content and to start with, of course, you put a brandable link in that eBook, whether its in the beginning of the
eBook or towards the very end after customer realise, you know what you are talking about, they are going to click on
that book and come back to your website. This is only example, it can be any domain name of your website everyone
buys that book from everyone. And everyone brand that link before they sell it, then they sell it again to the others, and
everyone click on that link come back to your website and everyone gets commission as a result of any sales from your
website.
So, this way, everyone during the process participates in your affiliate program. Everyone benefits and you are going to
become the biggest winner at the end.
Did you get some ideas about the viral marketing so far? Thank you. You know I am drinking water because I am
nervous. It is true.
Okay. Now you are very special, this is the second time for me to come to Perth. I have hundreds of thousands of
customers online, its hard for me to meet people, you know, face to face. Because today, really, we can go to the moon
but we never visit our neighbour, you know. Thats todays environment, so you are very special that you sacrifice your
Sunday evening to come here to listen to me in person, therefore Im going to give you some extra tips and knowledge
and skill that you can apply immediately. Would you like that?
Okay. Extra tips and secrets. Thank you.
I only tell you the things that I use personally, proven to be working. First of all, test your price. You see, with
conventional business its very hard to tell what price is going to be the most profitable selling point. Because its very
complicated, its got a lot of the cost of production, the cost of shipment and everything else but on the Internet, its so
easy. You need to test your price because you might leave lots of money on the table if you dont do this.
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Let me give you an example. If you are selling an eBook at $20 each and you are selling say 10 copies a day, how much
are you making? $200; 20 x 10. Now, what happens if you increase that price of that eBook from $20 to $100? Okay. You
might only sell 3 copies now because the price is higher, less people want to buy but you still are making more profit, am
I correct?-- Yes.
Because out of 3 copies now you dont care how many copies you sell all you care is the final figure of how many
dollars right? Because at the end of the day it doesnt t cost you any extra to deliver more or less units.
So, now, if you realise that $100 gives you more profit, now you bring that $20, still do the same testing, exactly the
same thing, everything. You set up two web pages exactly the same thing, the only thing different is the price, right? So,
this is where you test, you cant test multiple elements at the same time because you wont know what contributes to the
end result.
So, you keep everything else the same, only the price is different. Now, you realise $100 makes you more profit what
do you do next? You bring the $20 to $30.
Now, $30, because you are selling 3 copies at $100, that gives you $300, of profit, now this $30 price, if you can sell, say
if you sell say 12 copies so this is $360 out of 12 copies. Am I correct? Now, therefore $30 is a better price point. So,
now next thing you need to bring that $100 down to $90, this way you bring them, closer, closer, closer, to see which one
the winner to do your finetuning until you reach the maximum pricing point.
Please do it. If you already have a website you need to do this, otherwise you might leave a few hundred dollars on the
table while you're sleeping. The only thing you need to change is the price. Okay? Did you like that one?-- Yes.
All right. Thank you. Offer bonus. Again, Im going to give you some free gifts that are very useful, you can use them as
bonuses to enhance your online business. Again, online business the beauty about this is it doesn't cost you anything
extra to produce. So, you need to give customer, value, value, value, value. When you have a written eBook, when you
have a piece of software that saves people problems, provides a solution, why dont you give to your customer as
bonuses because its not going to cost you anything. This way you give your customer better value, trust me, in business,
online, its the same, its the principle of any business, you give your customers wholeheartedly whatever you have, give
them enough value, the result will come back and you will make more profit as a result of that.
So, here is my point. Give them bonus, bonus, bonus, BUT you always leave one bonus out. You dont list all your
bonuses. You say, If you buy today, I give you bonus number 1, 2, 3, 4, 5, 6 PLUS a surprise bonus, because there are lots
of psychological triggers that you need to pull for the customers to become actual buyers. And curiosity is a big one.
People like to know what they dont know, as simple as that.
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So, you always say, I give you a surprise bonus, what it is, Im not going to tell you unless you buy my products I give to
you, because on top of a long list of the bonuses you are already offering - anyway, you give them a surprise bonus. You
hardly see that on the Internet, but believe me, if you just take one of the bonuses that you're already offering anyway,
leave it as a surprise bonus that will increase your sales, like a charm. Did you like that one as well? -- Yes.
Thank you.
You're going to like this one very much, I believe so. This is an idea how you promote just about any business, even its
off line business. I give you a very simple example. This can be applied to any business you are running. I use a small
restaurant as an example, but this can be applied to just about anything, dry cleaning, just about any small business.
Say, you have about 200 people come to your small restaurant every single day, on average, and you run only 5 days a
week and this way you have 1,000 people come to your restaurant every week on average.
So, what you do is ask them to leave their name and email address to you, just before they pay for the bill. You give
them, perhaps 10 percent discount, you say, Did you enjoy your dinner, Sir? How about if I give you 10 percent discount,
you give me your name and email address. Give them a simple registration form, make it as easy as possible; So that we
can let you know if we have any specials, you know, promotions going on to say you more money when you come to our
restaurant.
This way, say, if out of a thousand people very week, only 20 of them take the offer, you have 200 people join your edatabase, out of a year, if you run your small business for 50 weeks a year, you take 2 weeks off, then you have 10,000 join
your e-database. When I say e-database thats a database with email address. This is SO important, because you dont
want to spend money to print material and to post it to them, and often they get chucked into the rubbish anyway.
BUT, with an email address, you don't care how many percentage of them are going to read them because its not
going to cost you anything to send them an email promotion to these customers and this is not SPAM because each one
of them have chosen to leave their name and email address with you so you can let them know if theres anything that is
valuable to them.
So, now you can send a special promotion to 10,000 customers at any time you want, at almost no cost. Five minutes.
You write them an email with a promotion, if you know the next two weeks your restaurant is going to be quiet because
you know which time during the year is hot and which season is not, right?
And before that happens, you send them an email saying, You know, from this day to that day we are running a special
and if you book your seat today, then we give you a free bottle of house wine, or whatever. Im sure as small business
owners; you know how to put these small things together to attract your customers. But the secret here is now, that you
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dont have to spend any money to send that information to 10,000 customers. All you need is 5 minutes. Write an email;
click a button, that message can go to all of your customers.
So, say, 20 percent of them only, took your offer, you have 2,000 extra customers come to your door, come to your small
restaurant, as we say. How many customers you normally have? About 1,000 a week, now this will give you 2 weeks of
business without having to rely on anything else but a single click of button, isn't that wonderful?
And we can make it even more powerful, look at this. How about if you offer then offer 10 percent discount voucher for
their next visit. Say, Please, come back, Ill give you 10 percent discount and ask them to pass that discount voucher to
their friends and dont forget to print your website address on that discount voucher that they are going to pass around
and invite everyone, even before they come to your restaurant, physically, to visit your website, to join your e-database,
in return, you let them print discount vouchers from your website.
They dont have to come to restaurant anymore, they come to your website, give your name, email address, the next
thing they see is a discount voucher and they print it from their own printer, and you can ask them to tell their friends, tell
them, here is a restaurant, they offering you this, before you go out anywhere eat, why dont you check this out. This
way, you grow your email-database, trust me, if you are running a small restaurant and this guy next door, that didn't
come to this seminar, is going to wonder why you have flat out customers coming to your door, whenever you like. Isn't
that useful?
Trust me, this can be applied does it have to be a restaurant? No. Can be any business more e-business ideas. Create
an eBook based on what you are currently doing. Im still using this example, for example, you are a real estate agent. You
know exactly what you are doing you got experience about property purchasing, selling and so on. So why dont you
write an eBook, simple call it 107 Dirty Secrets Real Estate Agents Hate You To Know. Read this report before you sell or
buy your next property, or you lose thousands, or even tens of thousands of dollars.
Do you think thats going to be a valuable information product? Yes. Ordinary people, they dont buy houses every
single week. They only do it twice, or three times five times in their life time. Theyve got no idea what they have to
watch out for. Makes great sense for them to read an eBook that is written by a professional real estate agent, telling
them what they have to look out for and this way, you sell it over the Internet, it can become your cash generating
machine, while you sleep.
You might end up not having to deal with houses, you know, any more if you sell 100 copies every single day at $27
that gives you $2,700 profit, while you sleep. Why should you go to the houses that are open for inspection and so on,
BUT you can use this eBook to generate lots of leads to your business, if you are already running an offline business such
as real estate.
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After they read your report, read your eBook, and they like what they read and they think, Well, yes, this guy knows
what hes talking about, next time when I sell or buy my house, I better go to him. Right? Because again, you provide
some valuable information you deliver value already, so your customer will be in good mood, because they trust you
now, they give you your business.
So, not only you can use this as a cash generator, you can choose to give it away for free from your website, if you want,
and ask your customers to give to their friends and family members, so that brings you lots more leads to your existing
offline business.
Is that useful as well? Thank you.
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MoneyMasters
FEATURING
NIK
HALIK
Wealth Intelligence 101
Nik Halik
NIK HALIK: Okay, this is where it all staarts. Now, this a very,
MEET NIK HALIK
very high content-rich session. So I do encourage

e
you to write
under
Nik Halik, is the CEO and Fou
down as many notes as possible; is thatt okay? -- Yes, it is.
of Financial Freedom Institu

ute (FFI).
Nik became a multi-milliona
aire and
Okay, so we need to be players. We do

o not need to be
spectators here, folks. We are going to go
g really, really, really
amassed great wealth throu

ugh
savvy investments in Properrty and the Stock Market.
fast over here. Now, this is going to be an

a amazing session
because let me tell you right now and Ill just pull up a bar
stool over here so we can all communiccate. See, look, were all
His current investment strattegies continue to consist of asset

accumulation through Prop
perty and Cash Flow generation
through the Global Stock Market.
here for a specific reason; is that correctt? -- Yes.

Success has allowed Nik Hallik to afford a number of real life
Okay, why are we here? -- We want to be

b millionaires.
adventures, including leadin

ng expeditions to Antarctica,
Africa and the Amazon, sum
mmiting several of the worlds
Well, we want to be millionaires. Okaay, lets be more

specific. Lets be a lot more definitive in
n regards to what we
want to accomplish in our lives and what have you, because,
let me tell you right now irrespective off which course or which
studies or which home study or whatevver strategy youre
highest peaks, traveling fivee miles below the oceans surface

in a submersible to visit the Titanic and chasing storms in
the Midwest United States Tornado
T
Alley.
In recent years he has comp

pleted Zero Gravity flights and
flown to the edge of space in
n a MiG fighter jet. In February
going to incorporate in your life unless you have one specific
2008 Nik will be joining Rich

hard Garriott as his back-up for
thing nothing will change in your life an

nd I can guarantee you
the October 2008 mission to

o the International Space Station.
that.
erybody overlooks is something were going to unveiil in this particular session and
And I can tell you right now what eve
it is so important, it is so pinnacle, that I encourage you to take as many notes and more so importantly I want you to
share this with the person next to you, to the left or right of you, because by sharing with th
he individual next to you youll
d
distinctions in regards to how to take your liife to a whole new level of
also take on and absorb and embrace different
awareness.
Now, awareness is the key over here because

b
we want to raise our level of awareness and we want to operate on a
different energy cycle. That way we gett to absorb and that way we start to understand som
mething called the system
which is what this particular presentatio
on is all about. So how are we going so far? Say yes? -- Yes.
Wonderful very, very, very important over here.
Now, allow me to start this particular presentation. Also, folks, throughout the day in facct, Ive got another session
after lunch you will also find out abou
ut my story, my life story, my actual journey in life and
d what have you and the
reality is this: Im not genetically differe
ent to any person in this room. I simply took massive action. I was enlightened with
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specialised knowledge as opposed to irrelevant data or irrelevant general knowledge that were basically spoon-fed in
the educational schooling system. Who understands what I mean? -- Yes.
Folks, this is education, right: learn how to speak, read and write in your chosen language and then simply seek
specialised knowledge, fact. Now, let me continue over here.
This particular session is called The Wealth Intelligence 101 session over here. This is where we start to break down the
entire concept about what is money. How will we attract money into our lives and more so importantly how are we going
to manifest the prosperity that we all deserve?
First up, some licensing and accreditation information there for your perusal. Ladies and gentlemen, today is the first
day of the rest of your life. The great discovery of our age will be that a person can change their financial thinking and
thereby their life as if a river of money flows for us all.
When I was young, you know, money was the most important thing alive and now that Im older I know it is. Money is a
drug. Ive never understood people when they say Im not interested in money. Saying that and going out to work is
one definition of insanity and money isn't everything but its up there with oxygen.
Ladies and gentleman, financial reality: first up, allow me to prove something with you. Ninety-five percent of
individuals globally - in fact Im a global speaker, you know. Currently right now the Money Masters Juggernaut is
represented in over four continents and let me tell you right now 95 percent of individuals are dead broke. Now, allow
me to explain: 95 percent of individuals work by necessity. What is the definition of necessity? Its to do whatever it takes
in order to survive, okay. Now, allow me to prove it to you right now. Ninety-five percent work by necessity. Five percent
of individuals work by choice.
Now, the definition of choice is this: you are doing whatever you do right now for the love of it, the passion, not for the
monetary exchange. How are we going so far?
Okay, so right now, folks, Im going to ask you a question: raise your hands honestly if you work by choice? Ill just get
you to raise your hands. That is you do whatever you do right now for the love of it, you dont expect to get paid. Its
amazing how oh, okay, well if you put it that way. There are three or four individuals and by the way thank you for your
transparency and honesty too.
Four individuals, theres about 150 of us here right now, and who work by choice. So is it safe to say if youre not
working by choice are you working by necessity? Now, understand this: there is a reason why 95 percent of the world will
always work by necessity. You see, there is something called the system. Ill get you to write this down, folks:
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The system which will perpetuate that 95 percent of the worlds population will always remain dead broke, work you
by necessity and are slave to the actual system.
Now, were going to focus in regards to what is a system, the formation of it, how it rapes and pillages and manipulates
the mindset and sedates an entire population right across the globe and this is pretty powerful stuff, folks. Now, the
financial reality first of all so lets talk about Australia over here, right? Weve had a meteoric rise in regards to property;
correct? -- Yes.
The stock market has been booming, a low interest rate environment and what have you but yet 95 percent of
individuals are what? Broke.
Broke. Allow me to explain over here. Many Australians dream of fortune and its not just Australians. I mean, whether
Im in the U.S. or in the U.K. or in Africa or in Asia or in South America, its the same stats. You know, we have these lotto
chances, you know, the wish, hoping for their lucky strike in life as opposed to striving for better financial skills and the
benefit of a very, very solid mindset and psychological foundation and what have you.
Simply by being present today you have proven yourself to be uniquely different. Salmon foolishly swim upstream. The
bears, what do they do? They cleverly wait upstream. So guess what, in regards to society, would you say 95 percent
swim upstream and the five percent are the ones what? -- Theyre upstream.
Theyre upstream, hey, and vroom! Despite the worlds premier economy, extreme property prices, skyrocketing share
prices and historically low interest rates, the majority of individuals will simply miss the boat over here.
Allow me to ask you a very pertinent question, folks. Here it is: how long could you withstand your lifestyle if you
stopped working right now? How long could you withstand your lifestyle if you stopped working right now? Now, if you
probe a specific question and allow yourself to give vent to an honest answer youll be very, very, very surprised. So how
long could you withstand your lifestyle if you stopped working right now? Now, obviously it will vary but at least its a
start in regards to having a stocktake of your current circumstances, a stocktake in your current lifestyle.
So this begs a massive question that you may be thinking to yourself, right. Whos got the money? Where did it go?
Who made it? And why havent you got it? If you do not start to make plans or goals for your future you will automatically
fall into someone elses plans and that someone else is, folks, we all refer to it what is it called? It is called the? -- The
system.
The system, absolutely over here. And allow me to reinforce the visual aspects of the system working hard. Thats a real
job by the way, folks. Thats a real job. Thats kind of cool, I like elephants.
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VISUAL PLAYED
See the biggest problem is this right: the system has programmed us. See, we were all born, right, and for our formative
years were a by-product of our parents; correct? And then were basically introduced into the educational schooling
system, right?
Now, understand this, some of our parents were also a by-product of the educational schooling system and lets face it,
education 90 years ago has not really changed, okay, because effectively it teaches the same obsolete theories. Why?
Because its all theoretical knowledge which has nothing to do in regards to your prosperity, okay.
Some individuals do this right: theyll study to get really good grades and what have you, go to university to spend two,
three, four, five years learning how to get a better job and, do you know what, that 95 percent is tertiary qualified and
non-tertiary qualified, it makes no difference.
In fact, there was an amazing study a couple of years ago and they equated the average value of a car owned by an
individual who possessed a PhD and guess what the value was? $3,500. No disrespect intended but thats the reality.
Learn how to read, speak and write in your chosen language and then seek specialised knowledge, not just theoretical
knowledge. Who follows so far? Say yes? -- Yes.
Very important, folks. Now, see the problem is this: weve been only programmed to have one source of income, one
source of income and in most cases its a J-O-B; isn't it? So if you have your one source of income automatically who are
you reliant on? Somebody else but yourself. Who follows? -- Yes.
I mean, who is the most qualified individual in the world? We are. So what have we been programmed to do? Ask for a
handout and disempower ourselves. Why? Because were reliant on somebody else, which means guess what? There are
too many variables and we are not in control of our lives. Who follows? -- Yes.
See, folks, let me tell you right now: there are two things in life that we cannot control. Everything else we have an
absolute choice but that choice we gave up a very, very long time ago and weve lost our faculty of thinking and we
simply become a warehouse of facts. There are two things in life you can't control and Id encourage you to write this
down. This is according to me, folks. And obviously here the obvious ones, death and what? -- Taxes.
Incorrect. Ladies and gentlemen, write this down: there are two things in life you can't control. Number 1, weather. Say
weather? -- Weather.
Say traffic? -- Traffic.
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There we are. In most cities automobiles are travelling slower than horse-drawn carts 100 years ago. Who follows? And
weather, you have no control of the weather. I mean, weve got bushfires flaming across certain countries across the
world. Weve got floods, tornadoes, hurricanes. Can we control that? -- No.
Did you know that in some indigenous tribes in Brazil, certain individuals have lived up to about 150 years of age? Did
you know that? And Ill tell you why, because they were never programmed to think they have to die at 70 or 80 years of
age, who follows, like the western world?
See, what happens is, folks, this program weve all been fed we volunteer to go into the workforce, you know. Work 40
years, retire on a pension, struggle to service our lifestyle and then a few years later we feel like daffodils. Thats the
existence that one pillar source of income and that program has been designed to what? That we die at a certain age
because these days through modern day science and pharmaceutical companies were living a couple of years extra,
arent we, which is now a greater burden for the what? For the welfare system.
The western civilisation was programmed to die around 70 years of age. Guess what? Then youve got the
replacements. Kids put them through the educational schooling system, high school, university and then spit them out
as taxpayers. Who follows? -- Yes.
Folks, and what about honesty and transparency. Im not going to give you any fairy floss over here because, you know
what, its about time that we understood the foundation. If you understand the foundation, guess what? Everything else
is simply an embellishment because right now theres this: do you know what Money Masters is all about and why it is so
successful globally? Because we have a foundation of untapped talent over here.
Theres amazing vast amounts of potential over here and what we want to do is this: if that is absolutely solidified,
guess what? All we need to do now is apply different pillars, different pillars, different streams, different multiple strands
of income. Who follows so far?
Okay. Now, the most important thing, folks, let me tell you right now, its this: its the actual foundation. In fact, guess
what, that is 99 percent of the equation, the foundation. One percent is the actual pillars. Who follows? Now, its not the
strategies. Ninety-nine percent is the actual foundation. Its about taking massive action. Its about cutting every sign of
retreat and simply giving yourself permission to succeed. That is the actual foundation Im referring to over here.
Allow me to share a metaphor with you, right. Has anybody been to Italy? -- Yep.
Yep. Has anybody been to the Leaning Tower of Pisa perhaps? Okay. The Leaning Tower of Pisa it leans, why? Did you
know that it took 850 years of structural engineers, across 850 years right, to finally evaluate and work out that the reason
it leans was because the soil was contaminated. Who follows now?
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It was never the actual construction itself. It was the soil that was contaminated. Yet how many years do we go through
life doing this and doing this course and this strategy and this strategy and this strategy and this strategy, do you know
what I mean? And guess what? We were trying to erect a skyscraper on a contaminated mindset. Who follows?
See, the most important thing is if you understand you possess a contaminated mindset thats when you start to apply
different strategies in regards to combating that particular contaminated soil or contaminated mindset and that
awareness state is the 99 percent factor that most people will always miss. Why? Because the system will never ever
perpetuate that. In fact, the system would never teach you this at school. Why? Because the system would rather it spit
you out as a comatose individual, putting your hand out having no control in your life and being a part of the system
than being spat out into retirement? Who follows so far? And thats why 95 percent will always be dead broke.
Now, so that one source of income and what we want to do right now is this: we want to actually apply different pillars
over here. Whether its stock market, whether its property, whether its eBay, whether its the Internet, whether its
business or direct selling or relationship marketing and what have you, different ways, different strands of income that
we can implement. And what Im referring to is this: we want to develop a passive stream of income.
Now, by developing a passive stream of income we want to increase that exponentially and compound the actual
effects and eventually what we want to do is we want to hit critical mass. Who knows what critical mass is? Critical mass
is, folks, when youve actually built a very, very large portfolio of investments, assets and cash and what you simply do is
you live off the positive income generated or the interest and you simply get paid for simply breathing. Anybody
interested raise your hands. Folks, with conviction, with passion now whos interested? -- Yes, yes.
Very, very important over here. Now, so financial cancer as we were discussing before over here, no different to the
actual lemming effect. I mean, we had Arctic rodents over here gathering up in their millions and plunging into the
ocean. Why? Because one lemming jumped into the ocean, guess what, everybody else did.
And let me tell you one of the secrets of life is this: observe what the herd does and do the exact polar opposite because
what do most individuals do? They do this right: they follow the same path like everybody else and they get to a certain
level over here where they stop thinking.
By the way in regards to thinking, its been scientifically proven that a person is lucky enough to think twice a year. Fact,
and thats usually in a time of? Of an emergency. Who follows? Because most people were on auto pilot; arent we? We
do the same things. Its called The Law of Diminishing Intent. Doing the same thing, over and over and over again
expecting a different outcome.
So, over here weve got the same path that we all follow over here but let me tell you right now, a well worn path isn't
necessarily the right path. Who follows?
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Lets continue over here. Then we have something called the fund management industry, financial advisors. By the way
these are extracts from probably the most reputed financial newspaper, The Australian Financial Review, in this particular
case and its interesting about liposuction there. See, folks, the reality is this: a fund manager, even if they lose your
money they still make commissions. Who follows? -- Yes.
Financial advisors will simply sell you products they get the highest commission on. Who follows? Lets be realistic
about this. A stockbroker does not sell shares. A stockbroker sells brokerage which gives them what; commission? Who
follows? The most qualified individual has always been ourselves but the moment we do this and were reliant on
somebody who dont necessarily really care about us do they? They dont really care. To them its all the business aspect
of it.
Now, lets talk about this: the money, the actual deception, the raping and the pillaging of it. Now, this is the creation of
the system. First of all, folks, the modern day deception of how the worlds banking sector creates paper money and
charges interest on it.
Now, allow me to explain: who has a mortgage, a car loan or a personal loan or owes money on a credit card? Raise your
hands. Okay, right now, youre paying interest on money that does not exist. Who feels ripped off? -- Yes.
I mean, theres more digital money right now than in its physical form, reality. You see, let me tell you right now, for
every $1,000 that you deposit in the bank the banking institutions can loan that money out up to 33 times. Who follows?
Which means for every $1 they can loan out $33 of just what plucked out imaginary money. See, its all digital. See, in
fact, if every Australian was to withdraw the money from the banks the banking system would collapse.
Just currently in the U.K. there was a major banking crisis because one individual withdrew 1 billion, and guess what?
All the fear mongering started. Guess what? All the mums and dads started withdrawing their money and guess what?
The Bank of England had to step in and fund this particular bank before it crumbled because they never had the money,
just recently, and guess who stepped in? All the big institutions as a cover-up because, you know, they know something,
that not every person in the world will withdraw their money at the exact same time. Who follows?
So we have this deception. Now, Ill show you how the system works over here. See, at a young age were encouraged
to take on what? Something called debt. Who follows? Did you know that right now in Australia about $40 billion is
actually owed on credit card debt? Who thinks thats a lot of money? In 2002 it was around $22 billion. And right now the
new initiatives of one of the leading banks in Australia have just released this. Its a specific credit card for teenagers and
theyre trying to make this absolutely trendy like a necklace where they get to wear it around their neck. You may have
heard about this already. And by giving it a funky colour like an iPod kind of item, hey, theyre more likely to use it.
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Now, let me tell you right now, why is this so? How do you sedate a population? How do you keep control over a
population? By keeping it in what? Broke and in debt. Who follows? In Communist countries during the Cold War they
used to give out free vodka as a way of sedating the population. In Capitalism what they do is this: they make you
embrace debt. Thats capitalism folks because, guess what, you control the society, the population, but guess what, you
can raise interest rates, you can drown people in debt and when you drown they stick a garden hose in your mouth. They
can control everything, folks.
Let me tell you recessions and depressions, they are artificially created. Why? Because they know this: by lowering
interest rates, guess what? Buoyant times, yeah? Stock market loves it, stock market goes up and guess what? The stock
market is a catalyst for the property market which then goes up and guess what happens? Everyone is, like, leveraging
themselves, buying and buying and buying and guess what they do? They start to time the monetary squeeze and you
start to drown. Why? Because you can't service your what? -- Debt.
Debt. What used to be easy money becomes more of a struggle for you and, guess what? When youre forced to sell at a
bargain basement price they come in and vroom and that cycle repeats itself over and over and over again. Who finds
this fascinating so far? Absolutely, folks. This is the reality.
Once again, you know, Im right to the point, folks. Im very honest and Im very transparent. You see, unless you really
understand this and you take on different pillars, you start to embrace different pillars over here in regards to combating
this, nothing will ever change.
Now, 1913 December 22nd, the Federal Reserve came into being and this was basically the birth of fractional reserve
lending and the actual system of the process over here. Now, you may have heard of the Federal Reserve. The Federal
Reserve is a private company. Its got nothing to do with the government over here and the Federal Reserve has spawned
all these other central banks right across the globe which give them permission to create digital money, have the whole
of society entrenched in debt.
Now, weve already established this, its a private company over here. So the powers of financial capitalism had a far
reaching plan, nothing less than to create a world system of financial control in private hands able to dominate the
political system of each country and the economy of the world as a whole. Their secret is that they have enactioned
governments, monarchies and republics power to create the worlds money. If you control the money, guess what? You
control the population.
So the creation of the system, hence we are slaves and slaves to the actual system over here. Now, at a time in 1913 the
actual U.S. President who actually signed this Bill was a gentleman by the name of Woodrow Wilson. In 1919, six years
later he wrote the following:
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I am a most unhappy individual. I have unwittingly ruined my country. A great industrial nation is controlled by a
system of credit. Our system of credit is concentrated. The growth of the nation, therefore, and all our activities are in the
hands of a few men. We have come to be one of the worst ruled, one of the worst completely controlled and dominated
governments in a civilised world, no longer a government by free opinion, no longer a government by the conviction and
the vote of the majority but a government by the opinion and duress of a small group of dominant men.
In fact, right now there are 750 families which run this planet. And let me tell you right now, folks, whatever happens in
the U.S. affects whatever happens in Australia in regards to your livelihood, whether you have a job, whether theres
contraction of the economy, unemployment.
The American stock market only has to sneeze and the Australian stock market has got meningococcal. If you ignore
this do so at your own peril, folks, because that system of its origination there affects the entire world. Right now let me
tell you whats happening in America: millions are losing their homes. Why? Because that monetary squeeze has already
started. Who follows? Now, guess what? If that continues guess whats going to happen to the Australian property
market because whatever happens overseas then that becomes a recession, right? And what you find is when America
is in a recession or depression so is the rest of the what? -- World.
The rest of the world. Lets expand our minds, folks. Now, and then we have something called the educational schooling
system; never ever designed to provide financial literacy or specialised education. And the main reason people struggle
financially is because they spent years in school but learnt nothing, nothing about money. We became servants on
money as opposed to us being the masters of money. See, heres the money formula folks and Ill encourage you to write
this down.
Money should be your obedient, diligent servant or nothing at all.
Money should be your obedient, diligent servant or nothing at all. Hence the birth of the rat race, in regards to the
educational schooling system and with all due respect to teachers, its not the teachers, folks. Teachers are governed by a
set curriculum and its a factory assembly plant for the sole purpose of producing taxpayers. And some of us will live by
the bar, some of our well meaning friends, but think about it; how many friends and associates are high in advice and
very, very low on results. Who follows? -- Yes.
Yes, absolutely. Heres a great article in regards to money over here.
Children need to learn financial skills now to prevent them making the same mistakes as their parents. They hope the
next generation will slash the current national outstanding credit card debt level. Almost 70 percent of adults admit they
were not as children taught how to handle money properly claiming widespread trouble with debt and poor cash flow.
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Parents should take a long hard look at themselves and ask a difficult question: how different would their life be now if
they were taught about money when they were kids?
Its all about knowing basic money skills for which I believe parents should accept full responsibility in teaching their
children before its too late. This will ensure the child doesnt repeat the same financial mistakes and is given the tools to
build a more prosperous financial future.
And then we have something called the pension over here, folks, $525 on the fortnight over here. I was in the U.K. and
this was the actual headline of The Times newspaper and it said:
Rely on the state and you will die poor.
So what is the greatest risk? Well, procrastination, and let me tell you about procrastination. Procrastination is a fear
fertiliser. If we do not embrace our foundation with different pillars, different streams, different income sources over here,
guess what? We become part of that 95 percent who will continually work by necessity over here. So those of you who
are not investing you are taking the greatest risk with complacency or inaction. So I want to determine what value of
assets you require to support your lifestyle all you now need to do is find which strategy, which pillar, in order to provide
that source of cash flow.
And financial strategies theyre like recipes; arent they? You know, you mix them in the right ingredients and in the
correct proportions and what have you. So leverage, folks this is a lever. Give me a lever that is long enough and I will
move the world over here. And the name of the game is simply profitability, okay.
So were going to talk about this now. Lets talk about the certain language patterns, very, very, very important. In fact,
is anybody guilty of utilising the following words for example, over here, One day? Is anybody guilty of using the
words One day? Raise your hands, okay.
Essentially what is the word one day? What is it? Is it specific? Is it definitive? Is it date specific? Absolutely not. One
day is this - Confucius said
Man shoot at nothing, sure to hit it.
If youre not aiming at anything in particular you will have amazing accuracy at achieving it. You need to be absolutely
specific. You need to be 100 percent definitive in regards to what you aspire in your life.
Who has goals? Raise your hands. You know why most goals are worthless to most individuals? Because spoken words
evaporate. Who follows? Written words they leave impressions; dont they? See how about being absolutely date specific
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in regards to your goals, day specific to the day and to the time and holding yourself accountable. In fact, sharing your
goals with somebody else and, guess what, they hold you accountable.
How about some other words over here? How about the word try. Anybody guilty of using the word try. Essentially
what is the word try? Anybody, please? Try and pick this up, please. I said, Try? -- I did try and I succeeded.
No, I said, Try and pick it up. See, ladies and gentleman theres no such thing as try. You either choose to do
something or you what? -- Do not.
Do not. Try is a failure disease. Its excuseitis until we start to step in now and start to vaccinate ourselves. Won't we?
How about the word wish over here? Very disempowering words, I wish for more cash flow. I wish I win Lotto. I wish
I had a pay rise. I wish I dont have to pay tax. Whos ever used the word wish before? Can you see all these words
over here youre reliant on something greater than you; arent you? Youre reliant on something else that youve no
control in this particular case.
How about the word hope? And I can go on and on and on. See every time we use these words, guess what folks? We
absorb it into our unconscious state.
This is your unconscious state, folks. This is your hard drive. This is your memory tank over here and guess what?
Everything you say, you hear, you smell, everything you do is absorbed in your unconscious state and your conscious
mind is youre thinking backwardly and you simply do this you just draw a pond. Whats actually inside here? This is
your hard drive, folks but how many hard drives are contaminated?
And this is when I start to say you start to install a Nortons Anti-Virus in this. Who likes and who agrees; a Norton AntiVirus system? You start to develop a filtering system and you start to set the parameters as to who you invite in your life
very, very important over here. So we need to change our language patterns over here, folks.
Next, what about energy levels? See raising your level of awareness is one thing but you must maintain it in regards to
how many energy cycles and, in fact, the awareness state is equivalent to 100,000 cycles per second. The herd mentality
95 percent of individuals waken minded necessity only operate on 20,000 cycles per second.
So, we want to be at the mastery state at 200,000 cycles or a minimum of 100,000 cycles 24-7, over here, folks. That is
your thinking faculty over here. This here 20,000 is the what? Is the warehouse of facts, the warehouse of the auto-pilot
system. And a great photo there of an iceberg in regards to the unconscious mind over here. How much of the iceberg is
actually above the water? Hence, the tip of the iceberg.
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Thats your conscious mind but this thats your hard drive, folks. That is what you need to work on in regards to
solidifying your foundation because your foundation is the manifestation of all the prosperity that you deserve in your
life.
Lets talk about time here, folks. Time is absolutely precious. In fact, making time your slave should be your priority right
now. Have a look at this:
The wisdom of life consists of the elimination of the non-essentials.
Number one: Dont waste the first hour of your day.
The first hour of your day is the catalyst for whatever happens in your day. Do one thing at a time and do it well. Dont
set anything aside without taking some action. Folks, any task that is incomplete will simply drain your energies. You
need to be laser targeting. You need to focus on one thing, and see to completion. That is called excellence.
Recognise when your peak energies occur during the day. Allow me to give you an example over here. Has this ever
happened to you, right? Youre sleeping, right, and three or four oclock in the morning you wake up vaboom and you
feel absolutely awake. You feel absolutely vibrant and youre thinking what the hell is going on over here. Its three, four
oclock in the morning I should be asleep. Anybody experienced that before? I should be asleep. Thats a program; isn't it?
I should be asleep. So what do most people tend to do? They go back to sleep only to wake up three or four hours later to
feel absolutely what? -- Tired.
Why? Because your body punishes you, folks. You punish your body; your body will reciprocate with interest. Who
follows? Folks, that is your peak energy state which means, guess what? You are calibrating at 200,000 cycles per second.
Guess what? Your most unique ideas, visions, strategies is that particular time because thats when youre operating on
maximum cycles over here and if you dont exploit that, guess what? We become still part of the system over here. So we
need to recognise our peak energies and actually do something about it over here.
So end the day by listing the next days important priorities and each day take time out to focus on those goals. How
about investing over here? I mean, how about approaching investing as a hobby? Whos got a hobby? Raise your hands,
yeah, absolutely. You talk to any individual with a hobby and guess what? They light up. Theyre radiant. Theyre
exuberant. Guess what? Theyre a beacon of light. Why? Because its a hobby. Its passion. Its conviction.
Make investing your hobby over here. Pay yourself first. Whos the most qualified individual in the world? We are. So
why not pay ourselves first. In fact, Ill say right now the first 30 percent of what you earn, pay yourself first. Everybody
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Nik Halik
else can wait. You are the most important individual in the world. You pay yourself first and if you want to be disciplined
about this, this is what you do.
In fact, as a teenager this is what I actually implemented. Invoice yourself. Go one step further. Mail an invoice to
yourself. Three days later collect that invoice and, guess what, who are you going to pay now? You pay yourself first.
Thats a reminder by the way. You pay yourself first. Everybody else can wait.
Develop the mindset of a millionaire. Seize the day and you simply make dissatisfaction work for you. Why? Because
right now if youre satisfied with what youre doing chances are youre complacent. Most individuals are comfortable
being uncomfortable. So by being continually dissatisfied what are you going to do? Youre going to raise the ante in
regards to what? Raising the physical plane.
Other peoples experiences over here folks never listen to the voice of experience. Experience has a habit of telling
you what doesnt work and why it never will. Listen to results. The only truth is that results model excellence.
Lets talk about expense over here, folks. Now, imagine this, right, if you were a teenager if you were a teenager and
you learnt this particular theory over here would your life have turned out slightly different perhaps? Have a look at this.
First of all, thats a bank account. We have one source of income, hence one deposit. Who follows so far?
Okay, next we have this: our account is syphoned out, mortgages, credit cards, personal loans, what else? By the way, all
this interest over here, all the money thats been plucked out of thin air doesnt exist. Youre paying interest on money
that doesnt exist. Over here, what else? Utilities, bills we service our what? Our lifestyle. We buy liabilities that all
depreciate and make us no money. Who follows so far?
Yep, so were being syphoned, syphoned and syphoned and syphoned but yet we only have one deposit over here.
Mind you, you pay everybody else and whatever is left because what do you do? You live off that; dont you? Mind you
thats with after tax dollars.
So most individuals do this: they work hard enough at work so they dont get sacked and the employer pays them just
enough so they dont quit; true?
Now, this is what we want to do: we want to create three different accounts, okay? And by being accountable and
disciplined this is where we start to operate on the polar opposite over here. This account over here is your wealth
account. Call this one your wealth account, please, okay. Thats your wealth account.
Next, we have the operations account operations over here. And number three is your cash account. Now, your
wealth account that 30 percent of what you earn gets paid to you automatically and you can only use that wealth
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account over here. Thats attached to a cheque book and you can only purchase what? Assets. By the way assets over
here this is your wealth account. You cannot purchase anything else unless it is an asset.
Now, if you get confused what is an asset and what is a liability? Ill give you a clue. A liability is anything that moves,
okay? If it moves, guess what, its a liability.
Operations account: now, folks, if youre absolutely serious about prosperity in regards to business you start to do
what? Think like a business over here. So your operations account will simply service all your business costs and what
have you. Why? Because thats where your tax deductible items start to come in now, okay? So you operate as a business.
Take it seriously, take massive action over here. So your operations account services all your operating costs.
Next, you have a cash account. Now, this cash account is attached to a debit card. Whats a debit card? It means funds
that you already own. These are your funds. Have your debit card attached to your cash account in regards to, like, those
menial, those superficial items in ones life or what have you, okay.
So we have the wealth account, the operations account and the cash account. So what are we doing over here? Are we
being disciplined now? Do we have three types of different accounts as opposed to having one account with one source
of income being syphoned out in a myriad of ways? Who follows? If only this was taught at school or even if we
embraced this as teenagers.
Let me continue here, folks. The wealth magic is over here. I want you to write this down as we start to conclude this
mornings presentation.
1.
Savings
2.
Growth
3.
Momentum
4.
Lifestyle
Okay. So weve got savings, weve got growth, weve got momentum and weve got lifestyle.
Now, in regards to the way we think in regards to the way we start to energise our accounts and also in regards to the
way we start to implement different pillars, whether its stock market, property or eBay or Internet or direct selling,
relationship marketing over here or other business entrepreneurial ways; these are the different pillars that we start to
invest in. Why? Because we want to have that passive income. We want to hit that critical mass, okay.
Now, over here, number 1: savings account. Let me explain this. Now, first up Im going to explain financial cancer
where most individuals worldwide, in fact 95 percent of individuals, go wrong. Have a look at this: this is a visual diagram
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Nik Halik
of what financial cancer is, okay. Have a look at that. So, folks, have a look at this. We are this. We have matrix number 1
over here, okay. Our one account and its been syphoned out in a myriad of ways and with after tax dollars what do 95
percent of individuals do? They do what? They service their? -- Lifestyle.
Lifestyle over here. Who follows so far? There is nothing embedded. There is nothing in between to provide that
stability, that support, that consistency of cash flow. And some of you are thinking, well, hold on this doesnt relate to me
because Im self-employed. Let me tell you most self-employed individuals that I speak to, guess what? Theyve just
bought themselves a job. The only difference is they pay themselves last; true?
One to four folks, with after-tax dollars they service lifestyle number 4 over here and lifestyle is what? Anything that
tends to be a liability, for example, fancy cars or the boat or that lovely caravan with the annexe over here, right. Anything
that moves is a what? A liability over here. So with after-tax dollars we service all the liabilities over here with nothing
embedded in number 2 or number 3 over here. If only we embraced that a very, very long time ago a very long time
ago.
Folks, this is wealth prosperity over here. Now, it works like this. The matrix is number 1 and when that starts to over fill
over here it starts to dip into what? We have a growth cycle over here. Now, these growth investments are your assets or
properties or stock market, perhaps. Different other pillars, different strategies over here Internet strategies over here. In
regards to, like, generating cash flow on eBay or direct selling or relationship marketing, different formats, different pillars
and what have you.
Over here, with the income generated over here, guess what? We can then service and invest in momentum strategies.
What is momentum? Higher yield - now, with higher yield it means you also need extensive defensive mechanisms in
order to what? Minimise any potential donation. Who follows?
Okay, so what were looking at is this, right: weve got 1 fuels number 2. Growth number 2, in regards to the actual cycle
over here fuels number 3 in regards to momentum and, guess what? The only funds you use in order to service your
lifestyle over here is the funds generated in your momentum cycle. Can you see every cycle is justified? There is
consistency of cash flow. There is what? There is foundation and at every point over here that will also guarantee if you
adhere to that level over here.
Positive cash flow, passive income having hit your critical mass and the most important feature, folks, and the pinnacle
of everyones life is to do what? Be reliant on nobody but-----? -- Yourself.
Yourself. Who finds that very valuable just there? And its amazing, folks, you know, Ive presented this to over 70,000
individuals personally, not just a DVD or have really just listened to an audio. Im talking about personally, over 70,000
individuals.
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Nik Halik
Irrespective of which country Im in I was in the U.K. just recently Amsterdam. In a couple of weeks time Ive been
invited a major convention and Im the keynote speaker in regards to sharing these particular strategies and what have
you to the Caribbean in regards to Barbados. Weve also been invited to go to Africa.
See, folks, irrespective of wherever I go humanity has the same problem and these are the strategies that I personally
believe can liberate somebody.
Once you understand that, once you tap into it but do you know what, folks? Pillars, thats one percent of the
component. You still need that foundation, the education and those pillars will assist you in regards to ensuring that your
foundation is absolutely the most powerful attribute in your life.
So weve got one, two, three and four over here in regards to the wealth prosperity folks. So instead of being
programmed to have one source of income in our lives we are going to be happy and grateful that money comes to us in
increasing quantities through multiple streams, sources, pillars on a continuous basis.
And one of my favourite quotes by Harold B Melchart:
Live your life each day as you would climb a mountain. An occasional glance towards the summit keeps the goal in
mind, but many beautiful scenes are to be observed from each new vantage point. Climb slowly, steadily, enjoying each
passing moment; and the view from the summit will serve as a fitting climax for the journey that we all have to
undertake.
So why you? Why now? If you are committed to achieving an amazing quality of life, if you are only willing to set up a
lesson you can be, if you are uncertain about your financial future and if you have resolved yourself to massively,
massively improve your finances you do whatever it takes.
Folks, having said that, Id like to welcome you to the rest of your life. Ladies and gentlemen, thank you, Im Nik Halik.
Welcome to Money Masters, thank you.
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MoneyMasters
FEATURING
RICK
OTTON
Property No Money Down Pt. 1
Rick Otton
MC: Would you please welcome Rick Otton to the stage. Get
MEET RICK OTTON
ready for some very powerful informatiion.
Rick Otton, the showman off property

entrepreneurs and original p
pioneer of
RICK OTTON: Thank you very much. Okkay. Whos here to
creative property strategies,, is
make more money? -- Yes.
internationally admired by tthe

property industry for his ma
averick real estate concepts.
Who wants to make a heck of a lot more money? -- Yes.
Rick's success has been achiieved through recognising

property profits can be maxximised when you start to create
Ive got only an hour and a half. Ive got some more time
strategies relating to the terrms under which the property is
tomorrow. What Im going to try to do is

i deliver as much
acquired or sold, and not sim

mply relying on price-led
information as I can to you. Theres so many

m
strategies I can
strategies. Rick's refreshing concepts

c
allow the buying,
talk to you about that would be new, th

hat you havent
selling and trading of housees using little or no money of your
experienced, and many of you wont haave much knowledge
own to create what everyon

ne is looking for, super-cash flow
about. Im going to do as much as I can to cover as many of

ed today - How many
those today and what I dont get covere
will be around tomorrow? Okay, thats fantastic.
f
Im going to
get into more detail tomorrow.
as well as profits.
With leading real estate cou
urses, education seminars and
home study packs, Rick travvels the world sharing his
strategies, skills and experieence.
nt even know who Rick Otton

But look, is it fair enough to say that there are probably some people in the room who don
ont even know who I am?
is? Are there some people here who do
All right, lets have a little bit of backg

ground here. Right back in the late 70s I was sitting in
n an office earning $137 every
two weeks. A man walked in and he said, How would you like to earn $500 a week? One of
o the first things I did was I
said, Look, Ill seize the opportunity. I do
d not know where its going to take me, but Ill seize
e the opportunity.
I went to work with a guy who was 28

8 years old. He was my boss. His name was Alan Pease. Anybody know that name? - Yes.
Alan said to me, What are you going to do for the next few years? I said, I guess Im goin
ng to work with you. He said,
Im going to write a book called Body Language.
L
Do you want to get involved?
It sold 32 million copies. I worked with

h Alan for a number of years. I learned a lot of things from Alan. One of the things
Alan taught me was Do It Different. He
e said, Look at systems, design systems, but make sure your system is different. If
it is not different it will not get through the clutter. Youll just be another also also ran. Doe
es that make sense?
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Rick Otton
Okay, we used to go out; I used to sell life insurance at the age of 20 years old. I said to Alan; Alan, Ive got this
problem. I want you to imagine this guys. I turn up at the front door. Im a life insurance salesman. Are you happy to see
me? Right, so what would happen is, Id turn up and Id say; Im from the National Mutual, here to sell life insurance, and
I said to Alan, People would be slamming the door on my foot all the time.
He said, Rick, youve got to do it different. I said, What do you mean Alan? He said, When they go to slam the door,
you stick your head in, so when they slam the door you can keep on talking.
So, but I havent always been in the real estate business. After that I learned a lot from Alan Pease. I recently caught up
with him for dinner in London. I went to the United States. I learned a lot of things from a man called Napoleon Hill, which
Im going to share with you in a minute. One of the first things I did was I wanted to do something that no-one had done
before and I said, Gee, you know, Ive got this other idea. Crocodile Dundee had just come out in the United States.
Does anybody remember 1986 Crocodile Dundee came out? It was huge in the United States very big, and I just
thought, Well, if he can go on TV, maybe I could.
Now, does anybody here know how to create a television show in the United States? No. I didnt have a clue either. So, I
put a couple of things together and before that We Buy Houses now operates in a lot of the countries around the
world. Im going to be talking about that. When I worked with Alan, there was the book; there I am on page 90 and an $89
brown Ruben F Scarf suit. I think mum uses it in the corner somewhere to put laundry in it and then I had a show came
out.
VISUAL PLAYED
Now, we did okay with that. I didnt know a lot about TV but I figured out, something Ive got to teach you today is if
you figure out what the other person wants and give it to them youll get what you want every time by default.
The whole concept behind We Buy Houses and how we work is that. Thats the formula we live by. If we figure out
what people want, we give it to them; well get what we want by default. That show was sponsored by the Australian
Beer Companies. It was sponsored by the American Pizza Companies and I was just the vehicle that they put on the TV
every week that 22 million watched, leaping over a sofa.
At the time - did anybody see the little boomerang that I threw across the stage? Can I just tell you how poor I was? I
was so poor that I was sharing an apartment, Id left Alan, I went and drove some buses for a while and I thought thatd
be a quick way to get a free trip around Europe and I was so poor that when I cut out my little Boomerang - thank you, I
had enough left over to make a thong and I had a big thong that you cant see and I couldnt afford a bed and what I
found in the television business is everybody gets paid before the talent, so you get paid last.
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Rick Otton
At night I used to have to go and sleep on my thong and it was really cold. I used to sort of crawl in under the strap. And
that was the show that went on there and then I started up - at the end of that show I found there was an opportunity
that we had whats called the Savings and Loans and the Savings and Loans was where the banking system collapsed in
the southern states of the United States.
Now, this is very important. If there were no banks, no financial institutions in Western Australia because they all
collapsed, what do you think would happen to the value of the real estate? Do you reckon its going to go up or do you
reckon its going go down? -- Down.
Okay, do you think its going to go down - if you cant borrow any money, do you think its going to go down a little bit
or do you reckon its going to go down a lot? -- A lot.
A lot. Texas Real Estate dropped about 90 percent. Now, what happens is, if you could go and buy two bedroom, two
storey apartment buildings and you could buy them for $8,000 each, would you find the money to buy them? Absolutely.
Id buy them for $8,000 each and Id rent them out for $8,000 and Id go to the bank and Id try to borrow money but it
was illegal under the Federal Act to lend any money for real estate.
So, what we used to do was, to get the money to buy the real estate, we used to put in the free car, and if you bought
the car off me for $20,000 Id give you a free house.
And the next six years was looking at an opportunity and saying, Wow, this will happen once, itll never happen again,
how do we profit from this opportunity? And I realised very quickly there are three people in a real estate transaction
there is the buyer, there is the seller and there is the lender. If there is no lender, Ive two components left. Correct? So
therefore I had to create systems and methods and processes of doing business under which buyers and sellers could
trade amongst themselves. That was the only way we could transact real estate.
The next 15 years Ive taken those systems now, theyve got more refined, more rehearsed, theres more of them and
theyve just moved into different countries and were going to introduce you to some of those systems tonight.
Okay, what happened was Id been doing this for some years and people would come to the United States and theyd
go, Boy, you really do some interesting stuff, what a shame it would never work in Australia.
Now, has anybody ever said to you, you cant do something? Whats the first thing that goes through your mind?You
can.
Yes I can. Yes I can. And after I so many people used to drop in and go, Oh, what a great system youve designed over
here. Its fantastic. What a shame youd never get it to work in Australia. I said, Yes I can.
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So, a few years ago, my wife whos at the back of the room my wife is an American with an American accent and
why? Because shes American. And no, look, I fell in love with my wife the day I got my Green Card.
What we did was, I brought her back here and I started on that philosophy. I said, Look, heres the philosophy, Im
going to change the system. Im going to figure out what people want, its worked for me pretty well so far and if I give
them what they want Ill get what I want by default.
So, I started running my systems here in Australia and what I found was the media picked up on some of the stuff.
VISUAL PLAYED
Okay. The point of this story Im not going to run you the whole six minutes. Here is the point of the story. The next
day our company had 4,000 applications from people across Australia who wanted a house. 4,000 people who had cash
deposits up to $150,000 in cash but they could not get into the banking system.
What were going to walk you through a little bit later on is - and get you to recognise it - 30 percent of people in
Australia cannot get a loan today, they can get a loan tomorrow, but they cannot get a banking loan today. And this was
a story that Today Tonight ran and we had all those applications of people wanting to get a house from We Buy Houses
and we struggled a bit. We were only 3,996 houses short and things have moved on from then.
As this developed and then of course someone in New Zealand said, Oh, what a shame this would never work in New
Zealand. So we went there and then one of the most exciting markets we went into we started in there five years ago
we went into the United Kingdom and that was very interesting because I went over there and I said, I wanted to change
the way we do real estate in the United Kingdom, and they said Well, what did you have in mind? And I told them what
I had in mind and they said, Well, Mr Otton, we dont do that here. And I said, I know, thats why I came over.
And, it was very interesting. You know, with all of the systems that we use and the processes, we have to sort of lay
them in there for a few years and just make sure they work and it was interesting, I was just there last week and one of the
High Court Judges that Id been involved with for a couple of years, putting some of these systems together, he said to
me, You know, its funny. You people come up from the colonies and Ive always wanted to go down to Australia but its
a long way away and its so expensive. And I said, Well, why dont you just do what we all did? And he said, What was
that? Steal a loaf of bread.
So, what happened was about the time this happened, the ABC Television rang me up and they said, You do some
pretty strange stuff and I said, Well, some people would say so, and he said, The way you approach real estate is a way
that no-ones ever done it before and I said, Well, I never knew the way they did it, so I just came in this other way. I
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never knew the other way. So they said, Could we follow you around for a while and they did that for about 18 months.
They wanted to see what we were doing it and how we were doing it.
A few years ago a lot of people used to say me, You know, would you come and speak to a company on this or speak to
some real estate agents on that and different things and I thought, Look I dont mind getting on the stage and having a
few laughs. I think when people stop laughing Ill probably stop being on the stage and then has anybody seen the
show Reality Bites on the TV?
VISUAL PLAYED
Okay. Now, what I thought wed do is what I wanted to do tonight was to teach you or start teaching you a whole
bunch of ways if you could buy a whole bunch of real estate and not spend any money, lie on the beach and not have
any bank debt and have money coming into your pocket every month, do you reckon that might be interesting? Some
people want to know how to do that? -- Yes.
Yes. Would you also like me to introduce you to some people who Ive dragged along here today, one of my students
who I said, Look, I might get you along tomorrow and he said, Can I tell the people about how not only do I have no
job, I put in no money, but the people actually paid me $7000 to take the house? So he actually made more money
before he even started. Would you like me to get him to tell you that story? -- Yes.
Okay. Can you get the idea that and could we do this? Could we accept the fact that some of the things Im going to
teach you tonight is probably going to be a little bit left of centre? And is that okay? -- Yes.
All right, because what Im going to do is, and Ive found that a lot of the things that I do over the years people look at
and they go, Well thats not the way that its normally done and its not. You see, if it was the way that it was normally
done, I wouldnt be here. Does that make sense? And you probably wouldnt find it very interesting.
So, lets move on. What I thought we might start with, a bit of audience participation. Were going to talk about houses
because I dont know about refrigerators. What I thought we might do is, is look at some of the components that we need
in order to go out and buy a house and it will expand from there.
So, what Ill do is, guys, if we wanted to go out tomorrow, based on what we know, what are some of the components
we need in order to buy a house? Do you want to yell them out to me? -- A house.
Yeah, you need a house, so you need a property. What else do I need? -- Money.
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Yes, money. What sort of money? Like, do I need a mortgage? A loan? What else might I need? I need sorry, did you
say what else, I need a seller? Whos going to sell me a house, yes. What else? Deposit. Well, yeah, I need a buyer. What
else? A lawyer? Conveyancer, settlement agent. Yes. Okay.
Beg your pardon sir, theres one down the back? -- Government fees and paying stamp duty.
Yes, so were going to say, lets just say we need so we just need some cash, dont we? Were going to need to some
cash for that stuff. Okay? Let me ask you this. Do we need a job? Itd help.
Hands up if you work in a bank. Okay, no thats okay, dont feel that bad. Dont sort of stand here saying, I dont know
why I put my hand up. No, its okay. Youve probably still got your branch.
Let me ask you something. If Ive got no job, will you lend me any money? No.
Okay, well let me ask you something. If I went and saw your boss and I walked in there with no job, would he lend me
any money? All right, okay. What else do you think might affect us buying houses today? -- Credit.
Credit. Thank you. Credit rating. Could the market like, if we said What do people need to buy houses, lets have a
look at this. Weve just said, weve got property loans, seller, buyers, deposit, we need a lawyer, conveyancer, we need
some cash, we need a job. Can I write also in here we need sort of like income next to that one? Okay.
Now, credit okay, let me ask you this. What else is stopping us from buying a bunch of houses? Fear, motivation,
education. What do you think overcomes fear? -- Knowledge.
Yes, knowledge. My wife didnt want to marry me. She thought I was an alcoholic. She didnt understand I was just
fearful of flying. So I said, Lets get married on a boat. No, so I said, Look, what it is, is I just dont want to be around in a
compos mentos state if the wings fell off. So she said I went and bought a book on how aircraft were build and it was
actually written by an aircraft pilot, and he basically said to me that the people will break up in a plane before the planes
will break up. They can go through all sorts of turbulence.
And I was telling this to a friend of mine who was a Qantas pilot and he said, Rick, that is so true. He was flying one of
the last flights that Qantas did to South America and they got clear air turbulence and the plane just lost it, it was a big
747 and it went all over the sky and he said, Were not going to tell you this publicly but we just held on because we
couldnt control the plane, we totally lost it. He said, What was interesting was, we recovered the plane, the plane was
fine, it was just the mess that the people were in at the back of the plane. And its supporting the point that the planes
stick together. So, ever since then I dont drink on aeroplanes and the planes can be as rough as they like and Im like,
give it to me baby because I know were not going down.
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So, thats it. By the way, do you think that one of the things that might affect people buying and selling and trading
houses is the state of the market? -- Yes.
Okay. So, quick quiz; based on what we know today, could we buy houses without a loan? No? Obviously we know we
need a seller. Could we buy houses without a deposit? We know we need a buyer of course. Could we buy houses
without a lawyer and a conveyancer? Can I buy houses without any cash? Can I buy them without any job, without any
income and can I buy them with no credit, lousy credit? So, heres my question ladies and gentlemen. If we can, why
arent you out there buying 30 a day? Why arent you out there, like, buying a packet of them?
Lets have a look at that, because thats one of the questions that I ask myself quite a lot, you know, when I speak with
people. And I wanted to cover two things tonight I wanted to cover a lot of things that Ive learned in a book many
years ago called Think and Grow Rich and then I wanted to walk you through a lot of examples of putting transactions
together which incorporate some of these things.
The promise is by the end of tonight, Im going to teach you a couple of strategies that if you want to lie around the
swimming pool and not do too much, you grow your hair long and have a beard, you can make positive cash flow and
get money out of houses without having any debt, liability, job or credit. Does that sound interesting? -- Yeah.
Good. Ive got about an hour and fifteen to do it. Okay, but theres some things I wanted to cover and this is what youre
going to have to have. Think and Grow Rich. How many of you have heard of the book by Napoleon Hill? Think and Grow
Rich he studied 500 of the richest people in the world and found out the 17 characteristics that all those 500 people
had. Out of the 17 characteristics that those 500 people had, the richest 500 in the world, these were the five most
important, and theyre so important that I really wanted to highlight them today.
The first thing Napoleon Hill said, If you want to be successful by gosh, you better have a burning desire. Youve got to
have passion; youve got to have an inward thing within you that just says, Im coming through.
I made the decision in the United Kingdom that We Buy Houses is going into Holland. How much do you think I know
about Holland/Dutch real estate? Nothing, but Ive been told it is the most English speaking country outside the UK. I
said, Wheres next? They said, Holland. Why? Because it speaks more English than any other country and I dont
have to learn any other language. I said, Fantastic. I said, What do we know about the real estate system? Nothing.
And guess what someone said, Oh, I dont know if theyre going to let you do what you want to do here. Im going
through. You must have an internal passion that says, Im coming through.
Okay? On this passion by the way, do you think, even when you think that way and youre coming on through, youre
going to make mistakes? Yes. And do you think things are going to go wrong? Yes. I say to my students all the time
some of my students that work for me I say, Guys, guess what? Todays fantastic because its day one and thats the day
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were going to make some mistakes, because weve got to make the mistakes before we make the money, so lets get the
mistakes all out of here within the first week, because as soon as I get those mistakes out of the way, I can start making
the money. But Ive got to get them out fast.
Every market Ive been into, thats it. It doesnt matter what you get into, thats how it is. But you must have a resolve
that says, Im coming in. Very, very important.
Specialised knowledge. You cannot be the jack of all trades, and a master of none. You must have a specialised
knowledge. The world will pay you a large amount of money if you have specialised knowledge. You cannot be a jack of
all trades.
People said to me the other day, one of my students said to me, he said, Rick, what are you doing in America? Im
doing a real estate course. What the heck are you doing, doing another real estate course? I say, Thats what I do.
Thats it. Thats what I do. Boom. I dont do a home cooking course. I dont do How to Renovate a Home course. I just do
what I do.
Okay. Be decisive in nature. Be decisive in nature. What that means is successful people take the attitude that you see,
when were little and everything we do in life is, Man, Im gonna think about it. But the successful people say, Ill take
it. Straight up. Ill take it. The opportunity comes along; Ill take it, based on the fact that we can work a few things out.
Rather than, if we can work a few things out, I will buy it. Ill show you later on how I buy houses. Most of the houses I
bought I have never seen. I will buy the house now and then decide later on whether I like it. I will always grab the
opportunity straight up. Well do that together. Ill walk you through that. Again, subject to being happy about the
arrangement. Be decisive in nature.
Be goal orientated. Know where youre going. Have a process. Have a process. Have a process and say, Thats my
process, thats my system and heres my map. Because you see, if you dont have a map, you dont know if youre going
the right way, you dont even know if youre getting there. But have a system; just a methodology and you say, Thats my
system and I just follow that.
People say to me all the time, Do you do this? Nope. Do you do that?
Nope, but I do that.
And I think they go, Do you know what? Theres a bunch of money if I did this.
Im sure there is, but I do that.
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I had someone in the United States who said to me, Hey, guess what Rick? I said, What? He said, Theres a lot of
money in commercial real estate. Im sure there is. I dont do it. I do that. Okay, dont get upset. Thats all right. Talk
about that, Im there. So, be goal orientated, have a map.
The other thing is masterminding and mentoring. Very important. Hang around with the people who are going there. If
youre going somewhere, you have a choice. You can hang around with the people who represent where youve been or
you can hang around with the people that represent where youre going.
And what youre going to find is by networking with people who are going in the direction that youre going, not only
do they become the support crew for you, they also understand what youre doing and theyll also keep the fire under
you that just keeps pushing you along to the next level.
Im going to show you some things today which youre just going to go, Wow! because I have a situation where I said
to some of my students, Look, if youre going to buy houses, youll find that most people have to sell the car. Why dont
you suggest to them when you buy the house I might as well just look after the car.
So now most of my students, just when they buy a house, if theres a car in the driveway they just say, Can I have the
car? By the way, if you want to get a free car when you buy a house, heres what you do. You say to the seller, write the
words. Can I have the car? Youll be surprised the amount of people who are moving to Queensland, do you think they
want to drive all the way across? No, I am going to sell, Ill get a new one.
So, what were going to see if one of my students walks in with a Holden. Ill show you a picture of it a little bit later.
Right? And my other student says, Ahh, is that the best you can do? The next guy comes in with a BMW. And he goes,
Ahh, is that the best you can do? Ill show you a little bit later on. If not, well get it tomorrow. But, if you hang around
with the people that are doing what youre doing, going in the direction youre going, they become your support group.
Does that make sense? And they get it. Especially when youre doing things that other people just dont get.
What youre going to find is and this is such an important point heres what Ive learned over the years. You see,
most people were all down here and we all hang around the swamp together cause were all warm and fuzzy and
were all covered in moss and every now and then youre going to want to go up there, theres a few people up here.
Youve got to hang out with those people up there, because they can see the big picture of whats going on, but youre
going to find that you make a decision. The decision is, once youve got your goals in focus, do you travel towards the
people going that way or do you hang out with the people where you come from?
Now, here is a success formula which I would like to suggest to you that although this is the business under which my
company operates, if you take it into any business, Im sure you will get the same results. Its this. If you give people what
they want first, then youll get what you want by default. And it will make your life so pleasurable and so painless simply
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by giving people what they want. We saw that briefly in a TV show. No-one was going to put Rick Otton on TV, but when I
figured out what the sponsors want and gave them what they wanted, they put me on the TV.
Now, what were going to talk to you about, were going to get into the nuts and bolts of this. I want to introduce you to
a concept and it was really McDonalds that pioneered it. Does anybody know what business McDonalds is in? -- Real
Estate.
Theyre in the real estate business. And its really important that we understand how we made this work. Theres a book
you can buy and its called McDonalds; Behind the Arches. Anybody read this book at all? Fascinating book. Heres what
McDonalds did. When McDonalds started out they wanted to sell 15 cent hamburgers. Now, youre a takeaway store and
you want to sell 15 cent hamburgers, do you think its possible that when you go to the bank to borrow money for 15
cent hamburgers that the banking system didnt really want to fund a brand new fast food takeaway joint? They couldnt
get money. They couldnt get money. So heres what they did.
They wanted to get a whole bunch of properties and a whole bunch of properties on street corners to build little
McDonald stores. Does that make sense? So they said, Sir, Ill tell you what, youve got this place on the corner. Listen to
this. Is there any chance that if I give you the price you want for the property, even if I pay you more than what you want,
is it possible I could rent it from you and buy it from you down the road?
Now, if the price was right, do you think thered be a percentage of people that would say, Sure, if the price is right, you
can rent it from me and pay me off down the road. Do you think thats possible? Thats what they did. They went all
around America saying, So heres the deal. Ill rent it from you, you tell me how much you want and Ill pay you the price
down the road. In the meantime you can virtually charge me whatever rent you want. A whole lot of people said, Its a
pretty good deal.
So, heres what McDonalds did. They went over to these people and they said, Would you people like to be in the
hamburger business? Now, I know you cant afford to BUY the McDonalds but how would you like to RENT the
McDonalds from me and when youre ready you can pay me off for the McDonalds sometime down the road. Do you
think it made it easy for these people to get into the McDonalds hamburger business? Absolutely it did.
So, heres what Im doing. Im renting at a McDonalds. Im not going to get into the technicalities because the next
stage of this, which I dont really want to get into right now, was, was they actually then said to this man, Do me a favour.
Ive got all these people that want to get a McDonalds here, would you go and put the McDonalds on and remove your
house. But the way we did that, its sort of another stage.
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But I just want the concept. Could we just get the concept? These people want in. These people want in and McDonalds
said, Well make it easy for you to get in. You can rent it from us and in turn McDonalds is renting it from this man on the
corner.
Does that make sense? Because heres what they figured out. Here is the trick question. Hamburgers are 15 cents.
Everybody else whos selling 15 cent hamburgers are low on a profit, where do you think the cash flow might have been
for McDonalds? The difference between the rent that these people pay McDonalds and the rent that were paying that
man on the street corner. Does that make sense?
McDonalds organisation built its empire based on the fact that these people moving in, who wanted the McDonalds,
were paying on a rental agreement more money coming in than what this man was receiving. And that arbitrage or the
difference in those ratios was where they made the profit and they built themselves into the largest real estate industry in
the world.
Now, heres whats interesting. They did this for 15 years until some lawyers one day said, Gee, how did you do all this
paperwork?
Well, we just figured out what he wanted, just figured out what that person wanted and just put it together.
Well, I dont know if thats legal.
I guess we better hand the whole country back.
It just became the way it is. Does that make sense? They virtually created the system. So that is the McDonalds system.
Now, thats important because itll take us into a couple of other steps here.
Now, okay, heres another idea. Well just go to here. What have I done? There I am. Okay. Now, I said to you earlier, in
about every country Ive been into so far approximately 30 percent of the country, if they walked into a bank tomorrow,
the bank will say, We wont lend you any money. Somebody said to me earlier credit was one of the issues.
Do you want to guess some other reasons as to why there are people who are walking into the bank who cant get a
loan from the bank today? Unstable income, self-employed? Ill be about to show you in the house in a minute an exact
man this man is a car dealer, a lot of his income is commission. He cant prove his income because sometimes he sells
lots of cars, sometimes he sells none. So weve got unstable income.
Anything else? -- Age.
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Age? Oh yes, absolutely. Anybody else? No deposit? Youve got no money. Yes, youve got yourself no money. Why else
cant I buy a house? -- No assets.
No assets, yes. Boy, yes. Lets put that under credit, absolutely? -- To understand the process.
Boy yes. To understand the process. For a lot of people its hard. I mean youve got to go and talk to a little 23 year old
person, with all these forms and ask you all these personal questions and they dont sort of quite get it. I mean the
greatest thing about banks was when they designed ATMs. Wasnt that great? You just stand outside. You dont have to
go in anymore. The process.
Could we also have, right now, especially over here in Western Australia, were having a lot of new immigrants coming
in arent we? From London, South Africa, overseas countries. Do you reckon theyre having problems walking into this
market today and getting a home loan to buy a house? Absolutely. Absolutely. Six months. Youve got to be here for at
least six months or its not going to happen. Youve got to build banking relationships. If youre an immigrant you could
have a lot of cash, but if you havent got all the cash, no-ones going to lend you any money.
Okay, what about do I have any property investors in the room? How many property investors have any property
investors bought so many properties that youve gone in to buy one more property and the bank has cut you off and
said, Im sorry, youve got too many? Yes? Absolutely. Property investors, Im sorry, you cant take advantage of the
market. Property investors, youve got too much.
Okay, so what we have is we have 30 percent of people who cant get a loan today. Is it possible to say that next year
things might change and thats okay but today they cant get it. Does that make sense? You didnt pay the mobile phone
bill. Next year, thats okay, that was last years mobile phone bill, but today oh by the way, divorce. Do you reckon that
could be an issue? What do you reckon; in Australia we have a fantastic hobby. We all get halfway through our lives and
we all move one partner to the left.
Now its called divorce and guess what happens. People dont pay their credit cards and all those sort of bills. Now next
year, thats all old. But right now, youre not going to get in the system. Does that make sense, because you didnt pay the
electricity account? I dont want to hear about it, but you didnt pay the phone account and the Council rates and
everything else wasnt paid. So divorce is a major thing. Next year, we all get together, Brady Bunch, 15 kids, were back
on track.
Now, okay. All these people cant get in today, but they can get in tomorrow.
Now, convenience stores. How many of you have ever shopped at the convenience store? Hands up. Now, heres my
question. Is the convenience store more expensive or less expensive than going down to Woollies? -- More.
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More expensive. So then if its more expensive, why do you go? -- Convenience.
So, what youre saying is youre prepared to pay for the value thats offered by the convenience store. Is that right? So
you go there at 11 oclock at night, youve got a dinner party, Woollies is closed, they charge you twice as much for the
milk, you start to cry but you pay the fees anyway.
Yes, so people will pay if the values there. So, okay, so weve got a situation where weve got 30 percent of people who
cant get into the banking system and cant buy any more houses today. Weve also got a situation where youve just
acknowledged with me and agree with me that people, if the value is there and they can get what they want, theyll pay
for it.
Theres a company, Fred Smith started this company in 1972, comes out of Tennessee. Heres what he figured out. I
used to send a letter from one side of America to the other side of America for 30 cents. Fred said, Well charge em ten
bucks. Well charge em for the same letter, itll be ten bucks instead of 30 cents but well get it there tomorrow. Does
anybody know the name of the company? -- FedEx.
FedEx. Let me ask you ladies and gentlemen, FedEx is now huge. People pay $10 instead of 30 cents. Why do they pay
the $10? Convenience. Theyre prepared to pay and they want it now. Its all about the generation sex Generation X.
Well its funny. I was on another talk show the other day and I was talking about real estate agents and I said, Well,
anyway, and then the Hookers came over. I meant Raine & Horne and um, got to stop, it throws me off.
So okay, so FedEx, now heres the thing. See Generation X says, Well, we want it and we want it now and were
prepared to pay the price because we want it now. I dont want it next week. I want it now. And thats what FedEx
cashed in on.
So, heres what were going to do. I got markets right around the world with all these people who want to get in. All
these people want to get in houses. So, lets start looking at this and see as we go along.
First thing Ive got here for you is a house. Now, let me ask you something. Because ladies usually buy houses, men just
pay for them, and actually the really, really clever women make the man think it was his idea that he wanted that house.
Now, houses normally come in two styles. You can buy a brick house or you can buy a timber house and I suggest to you
when you go to the real estate agent he says, What sort of house do you want? You said, I want a brick house or I
want a timber house. Now what happens when you get the house thats a half-caste house? Its a bitsa, bits of timber,
bits of wood. Do you think when people buy houses they say, Oh look, can I just have a bitsa. Bits of everything? No, so
what happens is they sit on the market that little bit longer right.
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So, this is an example of a man who just bought a house. Buy a house and heres what I found when I bought by house,
everybody wants the house because Ive got 30 percent of people who just want a house and I found that the 30 percent
of people will pay whatever they want to pay in order to get into the house and a lot of people rent.
Now, people rent does anybody know why they rent? -- Cant afford to buy.
Bingo. Is it fair enough to say that we all rent in order to try to get ready to organise to buy and if you gave most people
the opportunity, would they rather buy or stay as a tenant? -- Buy.
Buy. People would rather buy. So heres an idea. Its called Rent to Own. So I buy a house and I buy a house and said to
the person, Look, heres what Ill do. Ill rent it to you. Now if I rent it to you Im going to pull from all the people who
want to rent a house from me but Ill say, Ill do it as a
Rent to Buy. So Ill do a McDonalds system. You can rent it and at the same time if you want to, you can also buy the
house so that your rent goes towards buying the house.
Now, if tenants had the choice and the choice is the rents going to be dead money or the rent goes towards buying the
house, what do you think theyd prefer to do? -- Buy.
Now, if theyre doing a Rent to Buy and therefore Im pulling from all the buyers and Im pulling from all the tenants,
do you think because the people are renting and buying from me at the same time, do they need to go to a bank and get
a bank loan? No. Now, am I now suddenly pulling from a huge segment of the market that says, Hey, were a First Home
Own Buyer, we couldnt get in. I couldnt get a bank loan. Im pulling 30 percent. Am I pulling in all the people in the
rental pool who want to get into my Rent to Buy and am I also pulling in all the people who would like to buy a house
into my Rent to Buy because theyre getting to rent my house and buy it at the same time without a bank loan.
Do you think Ive got this demand of people coming in and wanting my house? Let me ask you this. If youve only got
one house and youve got too many people who want the house, what does it do to the value of the house? -- Goes up.
The market pushes it up. So heres what happens. Something else I found when I put this model together was, I found
not only does everybody want my house and not only do my houses move very, very quickly, I found that theres
something else in Australia that we love to do.
I found that not only do people want a house or do they want another house or do they want another, another, another
house, but when we get into houses in Australia, okay, heres what Ive found. I get in normal mums and dads, normal
mums and dads, mum, dad, two kids who want to Rent to Buy my house or they wanted it as an investment house, it
didnt matter. They just wanted to get into my house. I also found that the people were paying more for my houses and
they lined up the street to do so because there was just so many of them that wanted the house.
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The other thing was, in Australia theres something wed like to do. Weve got this thing called renovate. We move
into a house it could be were the only country that does it. If we try to sell a house in America thats unrenovated,
people wont buy it. In Australia, you want to sell the house and you want to sell it fast, you smash it up a little bit so its all
dusty and dirty and broken down and people go, Bargain!. Boom, theyre straight in and they start renovating. Hey?
I was with a couple of my staff last night and she was so excited. Theyve just bought the first house and he said, And
Im out painting the fence.
I figured out that if you go to an auction people will sit around until the house comes wheres theres no roof and theyll
all go, Yeah, give me the house with no roof. We all want to start renovating.
So, people love to renovate and what Im finding is by the way, when people move into houses and they want to
renovate them, what do you think happens to the value of the house? It goes up. Now, so Ive found that people are
moving into these houses, they always want to renovate them. Even if they dont want renovating, theyve just got to
renovate them to say that theyre truly Australian and that they love renovating. Theyve all watched the do-it-yourself
show. You know the do-it-yourself show like Five easy ways to put a roof on your house by Saturday barbeque that
night? So theyve all jumped in doing that.
Heres the thing I found out. Does anybody have tenants in the room? Okay, let me ask you something. Has anybody
ever had a tenant in the room that doesnt pay the rent? Okay, heres an idea. If the person is renovating your house and
theyre paying the rent and the rents going towards buying the house, do you think theyd pay the rent on time?
Absolutely every time. So what I found was people were paying the rent all the time. Every time. So I had all these people
right across Australia, New Zealand, America, the United Kingdom, going into Holland, they were all renting these houses
off me, theyre all renovating these houses, because theyre all going to be their house, the McDonalds system, and then
whats happening is theyre all renovating and theyre doing this. And I want to show you this one because I had some
students with me and I just thought Id show you this example. This was just very, very recently.
What I do is I do bunches of stuff and in some of my training courses I have, I have some where I actually take the
students out on the road and I say, Look, one of the easiest ways Ive found for adults to learn things is I can stand up
here and talk all day, but the best way do I have any teachers in the room? Let me ask you something. Can you yell out
what is the best way to get someone to learn how to do something? -- Teach themselves.
Yes. What about show them? Okay, but theyve got to do it right? Right. So I tell people, show it to them and then I get
them to do it, because with adults when they do it, they learn and take it in a lot better than just listening to someone
standing up on a stage. Does that make sense?
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So, what happened was, I got these people. Okay. Chris comes along and Chris says, I want the house so I said, Okay.
He said, But I want to do some things to it so he gets into the house and the first thing that the house needed in his
mind was it needed a garden, so he sticks a garden in because hes excited. By the way, people, they get excited when
they buy their first house dont they? Man, they want to do everything. Because, by the way, when you buy the first
house, okay, youve moved in, youve just moved in, youve bought your first house, whats one of the first things you
want to do? -- Saw down the garden for a man.
Yes, dont we? We just want to put concrete everywhere. But ladies, what about the house warming party? Show all the
friends the new house, yes? Okay, so what do we need, we need a garden. So the first thing he does, he puts in the
garden. Chris says, This house needs a swimming pool. Chris comes in and puts in a swimming pool. And I said to Chris,
Chris, your house is look pretty exciting. You know Id like to show a couple of my students the houses, do you mind if I
bring a couple of students over? He said, No. People love showing their houses.
So, I said to Chris theres Chris Ive got the little pointer here. Can you see Chris there? Theres Chris and theres me
right? Theres me and Chris is there and hes saying to me, Rick, you brought a few of these students over. And I said,
Well I have Chris, and he said, It looks to me like youve brought, like, maybe a busload of people over and I said, Well
Chris, lets not stop at one. So all 80 of us stood in the backyard and theres Chris, right. But Chris was so happy, he wants
to tell all look, hes put in his decks, hes put in two decks, right, hes put in all this. And hes doing this Rent to Buy
because see, Chris wanted the house. Now, Chris spent all this money on the last year on this house, right.
Hed been renting from me doing a Rent to Buy, hes paying on time, fixed up this house, wanting to tell everybody,
he said to me he really wants me to go back again with another busload and he said, Do you mind if I put on
hamburgers and sell Coke? I said, Hey, go for it Chris and so then heres the thing. Now, I bought this house for X okay.
Now, didnt we say that when I put it out to the market, bought in for X on Monday, put it on the market and the person
on the Rent to Buy, I said, You can do a Rent to Buy but they can rent it and buy for it say Y. Does that make sense?
And Y is going to be higher than X. Now, Chris is making payments to me every month and then he says, Um, Ive been
doing this for over 12 months. So, see the system says that once youve been doing anything for 12 months and once
you can show an income stream for 12 months, you can go and refinance. So Chris says, Look, you know how Im this
buying tenant? I said Yeah. He said, Do you mind if I just like pay you off and just go and get a loan at the bank? Does
that make sense? See, he couldnt before but now he can because he can show that hes been making regular payments
every month. Are you with me? Right, so I can show the paperwork.
So, now, Chris who is the buying tenant says, Im going to go and refinance. I said, Fantastic. Call your mortgage
broker and away you go. So, Chris refinances. Now, first of all, youre probably thinking why would a seller whos got a
house want to sell a house on a Rent to Own? Okay. Did we just agree that if were selling a house on a Rent to Own
that the marketplace will pay you more for the house than what youd otherwise get for the house? Because youve got
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more people that want it. If you sell a house on a Rent to Own you dont have any agency fees or any costs. Okay?
Because its direct, you put a little sign out there, were going to cover that in a minute.
So, people come and buy your house off a little Rent to Own. Youll see the little signs and people will write a little ad
for the paper so your costs of moving that house through the system is considerably less.
A lot of sellers, especially landlords, they want to move houses through their funnel for Rent to Owns because they
can defer taxes. Quite often, if youre transacting properties you may find that you want to defer your tax liability, so youll
sell a house on a Rent to Own so you dont get hit with all your taxable profits in one year. Does that make sense?
The other thing is this. This is very important. David Banks is going to speak to us a little bit. When you have ordinary
rentals in most cases are you negatively geared? Yes. On a Rent to Own you are substantially positively geared. If you
have your buy and holds which are over here because weve always got our buy and holds for capital growth and over
here, and we have all these Rent to Owns but the Rent to Owns are all positive, which means they all make you cash
flow every single month instead of costing you money every single month. Will people lend you more money to buy
more houses because youre making money instead of losing money? What do you think? Yes, 20 a suburb. When I
started they were giving me money for 20 a suburb because they said, Mr Otton, youre making so much money, every
time we lend money to people theyre losing money on it, youre making double to three times what the average person
makes. I said, Yes, so lend me some more. And it is by having that massive yield income that I can then buy properties
that are negatively geared under the Sydney Harbour Bridge. Does that make sense? But I have the positively geared
properties offsetting those properties.
Now, did we cover why buyers would want to buy a property under a Rent to Own scenario. Yes? Did we sort of say
well basically, they want to get in, its easy in. They get to get in. By the way, for the investors, how many of us ordinarily
go and buy a house, renovate it and then sell it? Something to think about. What were seeing thats happening very, very
quickly are people are starting to do a Rent to Own, so Im not buying it yet, Ill renovate it, improve the value, sell it, Im
not going to get into this but theres no stamp duty, okay, so you save on stamp duty, you dont have all the bank costs,
you got to renovate, then youll get all profits, you do the Rent to Own, youre out of it.
So, you get to control a property for very, very little money. So as a buyer if I want to move into a property I can control
it very cheaply under a Rent to Own, get control of the property and also if I want to I can also save up deposits if I want
to save up deposits.
So, okay, and it gets people in and its fast. The average transaction on a Rent to Own takes about four days. The
average transaction on purchasing a property Im probably guessing is about 4, 6, 8 weeks. So it is fast.
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Now, when Chris said, Im going to the bank he paid me off. So he went and got a loan with. I dont know, AMP Bank
or something, but remembering that I bought the house at this price. Chris bought the house off me at that price. Are
you lined up down the street with everybody else? When he pays me off at this price, Ive still got to pay off my person
down here at that price, correct? The difference is $51,043.75. So heres what happens. I go back to my banker over here
and I go to pay the money back and the guy goes, Thats pretty good. Do you want to do it again? I said, Oh yeah. And
he said, Lets go and do another one. So we go and do another one.
Now, do another one, do another one. All in the same month, making $140,000. What have you got when youve got
$140,000 a month from Rent to Owns, you get that. Heres the interesting part. Write this down. Substitution of
collateral. Its really powerful because heres what I figured out. I was buying these houses. Im coming down to you and
saying, Bam, lend me some money. You lend me the money. Come over to this guy. Great. Youre making the positive
cash flow. Youre doing the Rent to Own. Great. Youre paying me more money every single month than what I
borrowed from the bank. Does that make sense? Youre paying me $1000 a month, Im paying the bank $800 a month.
Youre thinking fantastic. Rick Otton is making money on his money. Does that make sense? The people down here say, I
want to own the property now. Great, they refinance it, right? They pay you back the money. Youve said, That worked
pretty well. Borrow the money again. But then the bank got sick of it. They said, Get portability of the loan. Heres what
that means.
The first time you qualify for the loan, ladies and gentlemen, when youre 20 is the only time you ever have to qualify for
that bank loan. You keep that for the rest of your natural life or the next 30 years. Does that make sense? With
substitution of collateral which is a clause that you put in your bank loan, substitution collateral says that when you come
to bank the loan off, you can keep the home loan and roll it to the next house and then go to the next house. Exciting
stuff isnt it. To the next house. To the next house. You do not have to apply for anymore loans or speak to anymore little
bank people. Once youve got the loan hang on a sec, Ill be with you in a minute once youve got the loan,
substitution of collateral says when the propertys gone, you allocate the loan to the next property.
Now, heres what happens. What happens when you keep going, then you get another loan and then another loan and
then another loan and what youve got is, youve got all these people on these renters but theyre now Rent to Buys,
theyre paying you out and youre rolling the loan to the next house. Does that make sense? Did you get the idea that you
no longer have to qualify for anymore bank loans?
A couple of years ago, and youre going to see David, because David walked there he is down the back there. Dave,
stand up really quickly, because I keep referring to you. There, he just waved. Ill get him up in a minute. There he is. Im
going to get Dave up in a minute. What happened was, I said that because a lot of my people, my students walk around
in sort of like T-shirts and shorts and stuff and a couple of years ago when I was doing this I was in Phillips Street in
Sydney and Im walking down the street and I was going to a bankers meeting about 12 oclock and I have my black little
stubby shorts on and my T-shirt on and Im walking down there at about 12 oclock, it was right on lunchtime and all the
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doors opened and all the suits walked out and theyre all looking at me and Im walking down, and the funny part about
it was, I was wearing my thongs, I was actually going no, it was a serious meeting, so I dressed up, I wore black thongs.
And I got a tack, a tack right on my thong, so Im walking down the street like this, right, you know, and then I got the
tack, and I was going like this with my foot, because I couldnt get the tack out, right? And all the suits came out and
theyre all looking at me going, Poor man. If only hed gone to university and got a job, look where he is today. I got to
the end of the street and some bloke pushed ten bucks into my hand. So the thing is, so what happens is and you just
go its a factory. Can you see how its a system? Its a system, its just a little factory, it just goes over and over and over
and over. Never change the system. It just goes over and over and over. And it just gets boring. Im sorry, it gets boring.
Its a little factory, it just goes over and over and over.
So, heres what happened. Heres the interesting bit. Twenty percent of the people who get Rent to Buys from me, do
you reckon if theyre making money they come back and want another one? Absolutely. He came back, he said to me,
Look, I made a lot of money on that last house.
I said, Fantastic.
He renovated and he made a whole bunch of money and he moved onto the next one and he said, Can I go again?
I said Fine. He went again, refinanced it, the next time I got $89,498 by the way, for me to get that, do you reckon he
made some money? Yes, he made another $150,000. He made another $150,000.
By the way, was I renovating the house? Do you think I even know what a paintbrush looks like? No. Heres what I
found out. When I started this, ladies and gentlemen, I used to do the typical stuff, see I didnt know anything, so I
thought, okay, so you buy a house and you go down there and you put the carpet in and you do the cosmetic decorating,
the thing goes out, the person comes in. Does that make sense? Because Im going to be a landlord, and Im thinking, this
sucks, what am I going to do with my life? Run around and paint stuff?
Heres what I figured out. If I have a person whos a buyer, ladies, you might relate to this for me. Isnt it fair enough that
once that person goes into, I am a buyer, this is my house do you think they want to put their own individual touch on
the property? -- Yes.
Good, exactly. So heres what used to happen to me. I would get a house, I would put Berber carpet through the house,
it would cost me $20,000. A person would walk in and say, Whos the moron that put the Berber carpet in? Everybody
knows it should be polished floorboards. I dont know, it was just there when I found the house. Tears would come to my
eyes. And then people had their own thing about colour.
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You see, what happened is, when I was fixing these houses up I was trying to tell you what you will like, and what you
wont like, but you know what? Youre a new home owner. You have your own individual taste, dont you? You dont
want me dictating to you what you will live in. You want to dictate to yourself what you want to live in. So I started
painting places and then I found that what colour I liked was not what you liked.
And what are the first things people wanted to say? Whatd I say yesterday? He said, Mate, I bought the house, the first
thing I did was paint the fence. Right? I would paint these house at a huge expense, I would go back there and the
people would say, Look what Ive done to the kids room. Ones pink, ones blue for Bobby, ones grey and I just think,
Ohh. Right? I gave up. I said, forget it.
I had a house, I bought the house and I ran in and I bought the house and the man was halfway through painting the
house down the hallway. He was halfway through painting it and I said, Ill buy this house as long as you stop now and
get off the ladder. And he said, Oh, thank God.
The next lady came in and I said, Do you want to get the house? And she said, Sure. She went and looked at the
house and she said, Mr Otton, Ill take the house on one condition. I said, Whats that? She said, On the basis that you
stop painting it because I think the colour youre painting it is really, really ugly. And I said, Okey dokey.
So heres the thing. Lets test this really quickly. What I found is, it doesnt matter what I do, Im going to be 50 percent
right, and 50 percent wrong. Now, I was actually going to say to you look at the carpet colour and I was going to say to
you that probably half of you will like it and half of you will hate it, but I reckon with this group and looking at the carpet, I
reckon I know the answer. So, let me ask you this. Lets go with the curtains. Look at those curtains. Now, some people
will look at the curtains and go, Thats okay, I can handle that colour in my house and some of you will think it sucks.
Lets just find out. Hands up if you could live with that colour curtain in your house. Thats okay. Hands up if youd say it
sucks, youd get rid of them.
Thats it. How much do you reckon I spent on curtains just to be told I sucked? Thats it. So I said, No, you do it yourself.
So now everybody gets to run in and do it all themselves. I was doing nothing. I found with painting so what happens
is, I get the houses, theyre structurally sound, and then I do nothing. I do absolutely nothing because I find that the more
I do the worse off I am and people dont get to renovate their own house and people just want to put their own stamp on
their own house so whats happening is, people were coming in and buying these houses. And then they were just
renovating, fixing them up, moving on with their lives, doing whatever they do and pay me off. Does that make sense so
far?
Okay, how am I going for time? Am I really down to what I think I am? Twenty minutes? Yes. Whoo. Ten? Im at ten
minutes. Okay. Boy, are we leaving a lot til tomorrow. Okay, now, heres what happens. Okay. What I want to do is, ladies
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and gentlemen, I want to take you through another very quick concept and I would like David to come up here very
quickly. If you run with me on the first bit, heres another idea.
These are some guys that bought a house. I dont look at houses, okay. I dont look at houses. I figure Im never going to
live in the house anyway, its for you people, so why dont you go and look at it, if you like the house Ill buy it. Does it
make sense? I teach my students that.
The reason I show you this photo here it is, is because I said to my students, Show me where the house is. They said, I
dont know, weve never seen it. So we had to sit in the car while they found out where the house was that theyd
bought so that we could go and figure out how to sell it. And we went there to put some signs up to sell it and the
people turned up straight away, there they are there. Im there with a camera. This looks really devious, doesnt it? I mean,
weve been there for 10 seconds, Im there look, Im ducking down behind the bushes, right.
Now, these people bought the house, they bought the house to day that the signs went on the house. My students
went and had a barbeque and they made $67,000 on the same day they put the sign up, right. Boom. People went into
the house. There they are with my wife, Joanie.
Now, okay. Sandwich leases. Heres how this works. This is so exciting. Okay, do you remember Ive told you the first bit
that we went along and weve got the house, right? Well, the first time was, Why dont we do this. The sandwich lease
works this way. The McDonalds system. Do you remember how I said to you that I did the Rent to Buy with the people
and they came in? Does that make sense? Then let me ask you something. If you are the people who are selling the
houses, what if I just did a Rent to Buy from you? So I do a Rent to Buy from you and Im making payments to you
every month, correct? And then I turn around like McDonalds did and then I did a Rent to Buy to you, and let you guys
go and renovate it. Does that make sense? Now, Ive got a Rent to Buy and a Rent to Buy. Ive just passed it through.
Okay?
So, what a sandwich lease is, is exactly that. So what happens is, I dont need to get a bank loan. I had to do it this way
because I couldnt get any bank loans, there were no banks. So I used to say, Let me ask you something. How much can I
rent it for? Youd say, Well, I want $9,000 a month, or $7,000 a month to cover my mortgage or my loan or whatever it
is. It doesnt really matter. As long as this person over here is going to pay me more than $9,000 a month, I can just
transfer over a Rent to Own to them.
So, here weve got the standard rental. People want to do a Rent to Own, so then it turns around that you, here, youre
the investors. Youre paying X to those people over there, because youre doing a Rent to Own from them, and then
youre turning around and youre getting X + Y from these people.
Dave Banks, jump up here really quick. I want to introduce you to Dave Banks because Dave Banks is have we got a
microphone for Dave at all? Sorry guys, youve just got a handheld. Dave is one of my students and hes been with me for
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a while. Dave, I know that you theres some many different techniques that I teach, and I think Id like to ask really
quickly by the way Dave, youre looking really good today. Dave, its funny, occasionally I say to my students, I say, Do
me a favour, could sometimes could you guys put shoes on your feet otherwise people just dont think youre credible
and they really do think youre homeless.
Now, Dave, you used to be can you tell me a little bit about what you used to do and what youre doing now just real
quickly? -- Sure, I was in the Navy for nine years and I really, really hated it and did a bit of research, found Rick and I just
jumped into doing the real estate thing.
Okay, and thats what youre doing now? -- Yes, Ive been doing that for three years, havent had a job since I left the
Navy.
Okay, so youre unemployed? Okay, so, but youre still making money, arent you Dave? -- Yes.
So, the strategy well just pull out this one strategy quickly on this back to back lease to own and I just wanted you
very quickly, could you just tell us quickly about one that you just did, just to help cement it. Does that make sense? Okay,
we had someone who wanted to get rid of a house. Could you tell us the story just briefly and why did they want to get
rid of the house? -- She actually had really bad rheumatoid arthritis, was on a part pension. She contacted me, didnt want
to sell it through a real estate agent because she didnt want to have to clean the house every weekend and have
strangers through.
That whole thing having the tribe of people come in, looking, taking your furniture, yes, I understand? -- And because
she was on a part pension she needed 12 months in her new job before she could actually get another bank loan. So, this
is just finding out exactly what the seller needs, just by asking good questions and she was happy for me to buy it off her.
I paid her a bunch of money so she could move, pay off some personal debts and paid her mortgage for her for 12
months.
Okay, so you did a Rent to Own with her and the Rent to Own just happened to meet the mortgage payment. Does
that make sense guys? So thats gotten rid of your liability. Okay, its gone. Now, youve turned around then. Now, for her
to do that, you just paid her more money for the property. You paid her a good price for the property? -- Thats right, yes.
Okay, great. So you paid her probably what she wanted or you were prepared to pay a bit more in order for her to give
you the ability to do that, correct? -- Thats correct, yes.
Right. Now, youve turned around to these people over here, correct? And you went to the marketplace and you said
who wants to do a Rent to Own from you? -- Yes, yes, I just put an ad in the paper.
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Okay, so right now, okay, and someone turned up and they wanted to do a Rent to Own from you, right? Correct, and
that took how long? -- I actually sold it before Id taken control of the property.
Okay, so youd already got those people coming in before youd finished the paperwork with these people going out.
My God, you guys have got to learn a different system. Okay, youve got the people coming in here already lined up ready
to go before hes finalised that one. Okay, the people moving in, they gave you some money to get going? -- Yes.
Yes. Okay, so they gave you some money to get going. How much was that? -- $8,050.
$8,000. How much did you have in the property already? -- None.
Right, youve got no money, youre unemployed, you dont have a job, and you gave $8,500. Okay, boy, lets do a couple
of those. Okay, and then those people went in, then those people who went in, theyre in the house at the moment? -- Its
actually refinanced.
Theyve refinanced, so they were doing a Rent to Own from you and now theyve refinanced and gone on their way
and when they refinanced, did you get some more money? -- I got about 38 grand.
So you got $7,000 or $8,000 when they moved in, thank you very much, they had the opportunity to get their own
home, they paid you another $38,000 when they went out. Does that make sense? -- Thats right. Yes.
Okay. Okay, David, first of all, David didnt want to come up on the stage because most of my students just dont get up
on stage like I do. David, thanks very much. Just thanks for coming pop down there for a minute. Ive got to move.
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MoneyMasters
FEATURING
RICK
OTTON
Rick Otton
MC: Would you please welcome Rick Otton.
MEET RICK OTTON

Rick Otton, the showman off property
RICK OTTON: I got a phone call last nig

ght. I went to bed and I
entrepreneurs and original p

pioneer of
got woken up by an American Solicitor in the morning. He
creative property strategies,, is
said, Ive got some really good news. Weve

W
just set up our
internationally admired by tthe
new franchise in Alaska. We think We Buy

B Igloos is going to
really take off.
property industry for his ma

averick real estate concepts.
Rick's success has been achiieved through recognising
property profits can be maxximised when you start to create
What I thought well do today is I ran you over some ideas
strategies relating to the terrms under which the property is
yesterday and I knew that what I wante

ed to do today is to go
acquired or sold, and not sim

mply relying on price-led
into a lot more detail with you and spelll some of this stuff out
strategies. Rick's refreshing concepts

c
allow the buying,
step by step. Does that make sense?
selling and trading of housees using little or no money of your

own to create what everyon
ne is looking for, super-cash flow
What Im going to do is Im also going

g to answer a whole lot
of questions I know that people have and if I have time Ill take
some questions from the floor. If I dontt have time and you
have further questions, come and speak to me a little bit later
as well as profits.
With leading real estate cou
urses, education seminars and
home study packs, Rick travvels the world sharing his
strategies, skills and experieence.
on and well get those all covered.
ophy that we set up yesterday was and its a philossophy and thisll all come
Okay, first of all lets start the philoso
together a little bit later is, if you workk out what the other person wants and give it to them
m and work on that basis first,
up front, dont worry about what you want,
w
work out what the other person wants and give
e it to them, youll always get
what you want by default and I think yo
oull find this will really come across today and youre
e going to see that a lot of
other things that will go on in your life will
w be so incredibly empowering and incredibly enrriching when we see this
through.
So, lets start off the next slide on the PowerPoint here and Im going to do a bit of a retake of where we were. So, now,
lets look at the Close brothers. Everything we talk about is a complete marketing system. Itt is a methodology. What
happened was - how did they find this house? They go to the internet. In this particular example they go to the internet.
ound here. My wife and I, we started working togethe

er back in 1991. For the first 10
Now, lets take a little bit of a backgro
years I used to find every single propertty and my wife used to sell every single property. We
e worked as a team. One of the
reasons why I said to you yesterday, wh
hen I put events together once every year, I always ge
et people to turn up as a team
because they normally want a buddy or someone to connect with. Does that make sense? Because
B
quite often Im going
to bring out a new strategy that - you cannot read about any of my strategies in any books because the books havent
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Rick Otton
been written yet and I must have seven half written drafts of various books for various publishers. I just cant get them
finished.
Now, okay. So on this particular case the place was found on the internet. Quite often, how do I find houses? When Im
doing a "Rent to Own", Im doing a "Rent to Own"; a lot of Real Estate Agents know what I do. They know Im the "Rent to
Own" guy. A lot of mortgage brokers do I have any mortgage brokers in the room? Okay, mortgage brokers, do you
think they have a lot of people who come in, who want to buy a house and they cannot qualify that person for a home
loan? Do you think thats possible?
The mortgage broker, rather than have that person walk out the door and make no money will say, Let me put you
onto a guy I know called Rick Otton. Hell put you in a "Rent to Own" house; you can be in there for 12 months or so. After
youve made 12 months on time payments that they can then document, the person can go back to the mortgage broker
and then refinance and get a loan in the conventional terms. Does that make sense?
If you missed your mobile phone bill yesterday or you got divorced yesterday, no-one will give you a home loan today.
Time fixes everything. Twelve months or 18 months down the road, when you go to get a loan, thats fine because the
problem you had was some time ago. Does that make sense?
So, all day long we got mortgage brokers who want to put people into houses but they cant qualify. All day long I have
people, real estate agents, who want to put people into houses, the real estate agent says, Rick, this person wants a
house, theyve got no deposit, we cant put them into a house. Can they do like a "Rent to Own"?
So, I have people call up. All of these things are outlined in my program. I also have little ads that I put in the paper. My
little ads say, Ex-pat returning to Australia, looking for house to rent with future purchase in mind. Probably every
landlord who wants to get rid of a property rings me up and says, Hey, you can rent my house and buy it at the same
time.
So, I have a whole funnel of people who call me up. Quite often Ill just go to the internet. You know you get a lot of
people who are selling houses on the internet. In this case these fellows just got on the internet, said, Theres a house,
well buy that one. Question is why didnt this house sell? Youre in a very hot market here and people said to me, Well,
why doesnt this house sell and why did these fellows buy the house?
Here is the house. One of the reasons why houses dont sell easily is if you try to sell a house sometimes the Real Estate
Agent will say, I cant sell the house in that condition. This house had termites in the fence, it had a dead sheep, I think it
was, in the swimming pool, the swimming pool was green, which was quite funny because they said, Well take the dead
sheep out of the pool and I said, Dont, because the guy who moves in might not want the pool. The guy that moved in
said, Oh, dont worry about the dead sheep, I dont want the pool. Ill get to that in a minute.
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The thing is oh by the way, this is so importantly paramount what people last night were trying to do to me is
ladies and gentlemen, when businesses make decisions to do business with each other, do they do business based on
logic or do they do business based on emotion? What do you think? -- Emotion.
Okay, now think that through. When business to business does business, do they do business based on logic or
emotion? -- Logic.
Logic, but when people make decisions, do people make decisions on logic or emotion? -- Emotion.
Emotion. Lets prove this. How many people have you stood in front of at the McDonalds, the guy in front of you goes in
and says, Give me the Big Whopper Superpound with all the cheese but you better make the drink a diet? Does the
logic fit in or is that purely emotional?
Have you ever watched the people who pay a fortune for a gymnasium because theyre going to work out and get fit?
They buy all the clothes and they go down to the gym and then they drive around the gym for the first 30 minutes
looking for the closest parking spot to the front door. Right? Hey, why does a kamikaze wear a helmet?
The thing is, if we understand the psychology of people - I am in the people people business. I am not in the business
business. I am in the people people business. A lot of people look at the logic of what I do and they go, It doesnt add
up. It wont add up because youre looking at it from logic. Im talking about what motivates people and why do people
do what they do. Does that make sense?
So, if you can just sit there and say, Is it possible? I do not expect you today to understand it. All I want you to do is just
to get it. If you just get it and we can figure out understanding it later.
So, weve got this house that the person cant sell. A real estate agent says, Theres a dead animal in the pool, we cant
sell it, termites in the fence. By the way, when people buy houses, if they get a termite report do you think they instantly
cancel the contract and dont buy the house? In many cases they do. Many people, if they dont know what theyre doing,
theyre not in real estate, theyll have a house that says termites theyll walk. They dont understand it, theyll go and buy
a house that does not have termites. The gentlemen knew this and they also knew the system. The system says youre
not selling a house. What you are selling is an opportunity. This is paramount.
Eighty - seventy percent of people who can get a house, what theyre looking for is choice. Thirty percent of people
who cannot get a house are looking for opportunity. It is a whole different mind shift. They said, Okay. Theyve now got
their little marketing system.
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By the way, how did we advertise the house? Heres what we did. The ladys selling it because it was not in a condition
that the real estate agents could sell it. Does that make sense? Do you think that it is possible there are houses that are in
a condition that its just difficult for the real estate agent to sell? -- Yes.
Correct. And in order for the real estate agent to sell it, hes going to say, Im going to have to slaughter the price of this
house and sell it for 50c on the dollar, do you think a lot of sellers say, No way Hos. Okay, theyd look for a different
way to sell this house.
Now, okay, so we know why the seller will have to sell, well sell him this house. Also the seller had had a job transfer,
didnt have time to get rid of the dead animal, all the rest of it, wanted to go. Also, the house had had a conversion done
on the inside. It was a three-bedroom house, it was now converted to a four-bedroom house.
Ladies and gentlemen, if you had the option, would you prefer to buy either a three-bedroom house or a four-bedroom
or would you buy a conversion? People would rather buy the three or buy the four; they dont really want to buy a
conversion. Does that make sense? Hence, they sit around on the market a little bit longer when people have the choice.
So, they now had a four-bedroom house that started off as a three-bedroom house.
Okay, now, I taught these guys something that is in my system. My system said, Ladies and gentlemen, when you go
and buy a refrigerator or you buy a television, is the price of the product normally written on it so therefore you can
decide whether or not you can afford it? Correct? Then let me ask you something, if they put the price on the product when you go to buy food in the supermarket, do they put the price on it or do you wait until you get to the checkout and
we all just sort of have a bit of a guess? Then why the heck cant we put the price on a house?
Weve got a whole country where no-one puts the price on a house. So, how do you buy a house? You sort of go down
and I dont know if youve ever tried this, but if you try to ring real estate agents to find out what the price of the house is
youre in for a long day because theyre either out to lunch, in a meeting, sick, off today, day off, blah, blah, blah.
I came up with this unique concept. Heres what it was. Put the price on the house next to the phone number. Now, the
people who call me up to buy the house, are they the people who can afford the house or the people who cant afford
the house? They can afford the house because the price is on the house. Does that make sense?
I had a situation once where I was putting a sign in myself, I was carrying it up to the house I buy houses cheaply on
main roads. Real estate agents discount houses on main roads. I sell them for a lot more money. Why? Because people
see my sign with a price on it and they go, I can afford that.
I was on a main road, I put the price on the sign, Im carrying it over my shoulder, I was walking up the main road like
thisthe guy next to me in the car, he slows down, hes looking through the windscreen of his car like thisIm looking
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at him like thiseventually he rolls down the window. He said, Is the house gone? I said, Mate, I havent even put the
sign in the yard yet. We had to go through more things.
Let me tell you about the price. By the way, the next thing I do is I put junkie signs on houses. What do you reckon
works better? A sign that cost $15,000 to have made or a cardboard box with a crayon on it saying, For sale by owner
call Barry. Right? Where do you reckon youre going to get the bargain from? Barrys sign?
Okay. I recently had a situation where a man was selling a house in Sydney for $7m. I was selling the house across the
road. He paid $27,000 for his marketing budget, six week campaign, had everybody turn up at the auction, all these
people right. I had a cardboard box and a wooden stick across the road. Three people his house got passed in at
auction, I had three buyers who saw the guy across the road with a wooden stick, said, You fix, you profit - call Rick.
Right?
His house gets passed in at auction, walks over the road. He looks at me, I look at him. He said, Can I borrow your stick?
So, ugly sells. I teach you that ugly sells. I put up signs that not only have the price but they look like an individual is
selling the house because an individual is selling the house. By the way, do you think people like doing business with
individuals? -- Yes.
Okay, so thats what were doing. Now, lets move on. Weve put the sign up. Its a system. The guys had already had a
house go. Did I say to you yesterday that we always get more people who want the houses than youll ever have houses?
Does that make sense? Remember we went through that yesterday. All the reasons. So youre always going to have too
many people for too few houses. Does that make sense?
Heres what we do. We get a list, he puts the sign up. Before we put the sign up the people stopped the car and said,
Oh, for sale by owner house. They just started chatting to him. We then had the SMS number of all the people and said,
Got another house, go look, heres the address. SMS on the phone. All these people turn up to go and look at the house.
Now, ladies and gentlemen, something else I found that I put in my programs, so the real estate system says you show
one person each time to the house. Does that make sense?
I discovered this other system. If I show all the people at the same time - if I show them one by one theyre all looking
for the defaults in the house. Does that make sense? But if they all turn up together, theyre all looking at each other. So,
when I got too many people in one house what do you think happens to the price? -- It goes up.
Okay, if I happen to be there and it is very rare that I go to a house, its like, Who wants the house? Well everybody
wants the house. Well, youre going to give me some money to move in, so how much have you got?
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Ive got $6,000.
Hang on.
What do you think?
Fantastic. What do I need to do to get in?
How much you got?
$8,000.
Back in a second.
Did we get the house?
Well, I dont know; hes got $8,000.
Well, weve actually got ten.
Youre making it hard.
Listen, can you see how this works. Right? Because heres the thing. What I found was in the old days I used to say to
people, Its $5,000 or $10,000 to move into my house. Then I found out if I said to people, How much you got? Im
absolutely staggered, like on the television we had 4,000 applications with people up to $150,000 in cash. People say to
me, How much do I need?
Well Sir, I need $354,000 but Im sure youre a little bit shy of that, arent you?
Yeah.
So Ive only got $25,000. Im absolutely learn this now, it seems like every second Australian has a workers
compensation payment coming down the road. Everybody just seems to have a workers compensation cheque. Usually
bad backs. I go to collect them, the guys normally up on the roof.
Now, heres the thing. I showed you a couple more pictures, the guys went to have a barbeque. They were at a
barbeque and people started ringing them back and they said they want the house. By the way, the fellows are at the
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barbeque and people are seeing the house and the fellows at the barbeque. Are they at the house or are they at the
barbeque? Theyre at the barbeque. The people are looking at the house? Correct?
Maam, can I ask you something? If I gave you the keys to my empty house and you walked in there, do you think you
could find the bedrooms and the bathrooms without me being there without getting lost? -- Yes I could.
Absolutely and I found that everybody in every country around the world can do the same thing. Put a lock box on
there. Right? Give them the code. People go in, I ask them some qualifying questions. As I said, this is a system, there is a
script for every single thing I do and I say to you, Please, do not change something that I have been doing for over 15
years. Follow what I do. I go boom, boom, boom, boom, boom.
Youre right, thats the code. 4357. Im just telling you something Ive told nobody else. Why do I have 4357 on mine?
Because it spells help on my telephone and I never forget it.
So, now that Ive said that, Im going to have to run back and change all my codes, just thought of it now.
Okay, so, the people go in, very quickly, theyre going to go in there. The application that theyre going to fill in for the
house, where do you reckon the application might be? -- Kitchen.
Thank you. In the kitchen drawer. Have I still been there and have I met the people who are buying the house yet? -- No.
No. Is it more important that they like the house or more important that I like the house? -- Them.
They like the house. They fill in the application, they fax it to me, they also fax me their credit report and I tell them how
to do that. It cost them $23 over the telephone, I have all the documents I need. They say, Okay, what do we do now?
And I say, Before we go any further, have you got some money?
Sure.
How much you got?
Blah, blah, blah, blah, blah.
Do you want the house? Fantastic. When do you want to move in?
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Well, heres what I want to do. I like to make sure that everybody gets legal representation. Does that make sense? So
they know what theyre doing. So I say, Who would you like me to send the paperwork for on the house so that you can
get your solicitor to look by it? They give it to me and I fax it out.
And then they say, What do we do now? And I say, Okay, you put the money in, write these numbers down,
492164844 National Bank.
What do we do there?
Well thats the account number for We Buy Houses, you go and put the money in my bank and Im online banking,
Ill see the deposit thats come in and bam-bo, I know Ive got my money. They put the deposit in my account; it goes
straight into my bank. Right? Have I met the people in the house yet? No.
Now, have I also probably verified theyve got a job and a couple of things on the application because its in the system?
Is that right? Yes, of course. Pretty basic stuff. So, then I say, Okay, Ive got everything I need. The solicitor sends the
paperwork back over to my solicitor and says, Yep, its all checked. I dont do this, the paperwork goes between the
solicitors. I could do it myself but Im just too busy and I simple do not like to move out of my chair.
So, then the people move into the house. I had a lady about a year ago, who called me up and shed been in my house
for three months, living in the house, and she rang me up and she said, Mr Otton. And I said, Yes. She said, Its
Wendy. And I said, Hello Wendy, how are you? She said, I have this real problem. I said, Whats your problem? Is
there something wrong with the house because if there is Ill fix it.
No, its not that. Whats happened is I moved in the house and on Saturday night my husband and I, we had a
housewarming party. All our friends come over for the housewarming, it was fantastic and they asked us who we bought
the house from. We didnt know. And then they said, Well, whats the guy like? Dunno. Well wheres the company
located? Not sure. Right? All we know is we keep putting $1474 into this account every month. And then she said, Is
there any chance you could sort of come over because our friends all thought we were nuts? So I said, Okay.
So, Janie and I, we drove over and we met Bob and Wendy. And Wendy said to me at the time Ill never forget she
said, This little lock box thing that you bring in from overseas is the most fantastic device. Do you mind if we have one. I
mean, how much are they? I said, Wendy, the lock box actually cost you $145,000, it was the house that was free.
So, thats what theyve done. Its an automated system. Now, the people move in and theyre doing the "Rent to Buy".
Now, were going to go through the paperwork in a minute and they made $67,000 but lets look about how this
happened. They paid on about the Monday $204,000 so then they said to me, How much is someone going to pay for
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this house? I said, I dont know. These guys had bought it for a discount. They bought it for a discount because it had
some termites and there was a dead sheep in the pool.
Now, I remember once, I bought a house with a massive discount and the reason it was a discount no-one would buy
the house because it had a doctors surgery at one end of the house and the doctor obviously no-one was there
anyway, I just put a sign up the front that said, Buy my house and get a free doctor. It went the next day.
The thing is the guys move in and we just said, Lets go for $274,000. The people rang up, they said on the phone,
How much is the price?
$274,000 on a Rent to Buy On a "Rent to Buy" says youve got to pay me rent but if you want to buy it, its going to be
$274,000. Does that make sense? You dont have to buy it, but if you want to buy itnow, do you think a tenant would
like that option. He can buy it if he wants to but does he have to buy it? No.
Now, if hes moving in and I said, By the way theres a dead sheep in the pool, what do you think the guys going to do
about the dead sheep in the pool? Hes going to get rid of it. So, thats what people do because now people go from I
am a tenant into a buying house owner and they just do what people do to fix places up.
So, theyve moved in heres how the money worked. The guy said they make money three ways. On all these
transactions they make money three ways How much you guys got to move in?
$8,000. And he had a couple of other people who didnt have as much money so he took the people for the $8,000.
So, they take the $8,000. Now, remembering when they bought the house, they bought the house the traditional way,
they went to the bank and got a loan. Does that make sense?
So, theyre making the payments to the banker over here, and the people are making payments to them over here.
Well, theres a difference. The people who are making payments coming into the guys is $500 more than whats going
out to the bank man. Does that make sense? $500 positive cash flow day one on every single house that they do,
electronically credited to their account and the money just goes out. Its a cash flow money machine and when these
people refinance or leave them down the road they will get another $59,000.
Now, that is a very standard transaction. So, what Id like to do is just demonstrate this and what Im going to do is
theres two things by the way, someone said to me, This is so simple. And it is. You do not need me and you do not
need my package to do what I am teaching you, you can do it yourself. The only reason why people buy my packages is
its like a cake mix. Do you want to buy the box or do you want to just go and get all the components and put on the
kitchen bench. Heres what weve got. Weve got a residential lease sir, Im just going to use you if its okay for the
example, the gentleman down here.
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Youre my banker and youve lent me some money and thank you very much, Ive went and bought that house. Does
anybody remember, I paid $204,000 for the house. Correct? Thats okay and then this gentleman down here, I said, Look,
do you want to rent to buy this house? And he said, Oh, yes, how much is it? And I said, Let me ask you something. If
you were to buy it and you could get a bank loan, right, have you got any idea how much it would cost?
Well, yes, if I went to get a bank loan it would be about 7% on 30 years at blah, blah, blah, it would cost me about
$2,000 a month, but I cant get a bank loan.
So lets just do the Rent to Buy and heres what well do. Well put all the paperwork together for $2,000 a month, so
youre paying it off, $2,000 a month, and later on when youre ready you can just transfer it all over to the bank loan but
the paperworks already done and the payments dont go up, they stay the same. Does that make sense? So, Ive got all
the paperwork done.
So, whats happened is Ive taken a house so for landlords who have a standard rental house, is it fair enough to say for
you landlords that the mortgage payments are sometimes three times higher than the standard tenant pays us a rental.
Does that make sense? Bingo. But if I move the man on a rent to buy he will pay the same amount as what he would pay
if he was buying the house.
So and I have two documents. Here is the document thats the residential, which by way Ive got the whole kit but you
can download them theres the residential lease, okay? Here is my other form. This form, that gives you the right to live
in the house. That is your standard residential lease form, okay? This is another agreement that gives you the right and
the option to buy the house. You dont have to, but on these two different forms. Okay?
So, when we pin the two forms together, that gives you the right to live in the house and that gives you the option to
buy the house at a price that weve already agreed on. Very important. We agree up front that the price is $274,000. This
is very important.
Ladies and gentlemen, if I have agreed that the man can buy my house for $274,000 and the house goes up to be worth
$500,000. Who gets that profit? Him or me? He does. If hes making more money than Im making, do you think hes
going to be a super, super happy camper? Do you think hes going to take as many dead sheep out of the pool as fall in
that pool? Do you reckon I can lie around in a caf in Paris and he will never miss a payment for $2000 a month because
his house is going up double 20, 30, 40 percent a year. Does that make sense?
People dont default on these things. Right? People dont say to you, Look, I tell you what, Ive just missed a $900
payment because I want to lose $300,000 Ive built up in equity. Okay, so what happens is, you get more than I get and
Im happy to do that because youre giving me quality of life. See, Im going to show you a little bit later about what I
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actually do, how I live my life. My quality of life says I can go and do what I want to do when I want to do it and Im
accepting the fact that youre a very happy man.
If he makes that much money do you think hes going to tell people about Rick Otton and do you think other people
will ring me up and say, Hey, can you get me one of those as well?
So, give the other guy what he wants and youll get what you want. My houses go fast. Lets agree on the price. The
formula is this. That is the price, if you wish to buy it, good on you and by golly, if it goes up in value, fantastic, but you do
not have to. Okay, that is the standard thing. The money that you gave me up front, the $8,000 that you gave me comes
off the price of the house. You with me? Okay, so the money you gave me up front comes off the price of the house. You
do not have to buy that house.
Now, okay, now. The next question is the next question might be, he pays me the $8,000 that he gave me that Im
taking off the price off the house, but the upfront became whats called an option fee. It was just a fee. Instead of being
a deposit it is just an option fee. Its just for those who know, but its just all part of it, its all written down and fill in the
blanks.
Okay, what weve now got is, that is the standard rent to buy system. So, people said to me, Why do you do these rent
to buys. Im in a market where properties are going up 30 or 40 percent. Why would I do a "Rent to Buy" and lock in the
price? Two or three different reasons; first thing is if you went out tomorrow and you brought the houses are going up
20, 30 or 40 percent. And you ran out and you bought a whole bunch of houses but youre negatively geared, how many
houses will the bank allow you to buy on the basis that you lose money on every single one of them as against how many
houses can you buy where you are making money on every one of them? What youre going to find is if you want to fund
houses or fund home units, you will find that you have a lot more money coming your way from financial institutions
when you are making a profit day one instead of making a loss.
So, I remember back in 2000 we had a boom in Sydney. People said to me, Rick, youre crazy. You only made $25,000
on every house. I made 100 on mine.
Yeah, you made 100 on yours, I had 20 per suburb. Okay?
Now, do you think, by the way, there are some people who decide down the road, you say, You know what? Im a
person and I have I think emotionally, this house is too big, too small, too blue, too yellow, got the wars, got a job
transfer, dont like the driveway, dont like the neighbours because they shoot the cat or for whatever reason, he simply
doesnt want to buy the house. Do you think that happens? Correct. It does. Thats just human nature. Some people just
decide not to buy the house.
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If they dont buy the house then therefore at the end of the lease agreement you just simply said, Well, I dont want to
buy the house, thank you very much. And I say, Thanks very much for staying. I have the house back. Okay?
Now, do you think the house has now gone back up in value? Good. What do you think I might do now? I could do it
again or I could just keep it as a buy and hold, couldnt I? Couldnt I just keep it in my rental pool as a buy and hold or I
could do it again. Okay. So the first think is it gives you flexibility.
The second thing is its part of what I call the tool kit. Heres how the tool kit works. I want you to imagine for a minute
youre a motor mechanic and a person brings in a car and theres a problem with the car. Which tool do you need in your
tool box to fix the problem of the motor car? The one that does the job but you dont really know which tool does the job.
So, what do you therefore have to do? All the tools. You need all the different tools. You with me?
So, what were saying today is this is one tool. Theres many, many tools but we would be here for all day and thats why
I only cover 8 or 10 of them each October. So, there are people who have buy and holds. Twenty percent of everything
that I own is a buy and hold. I use the cash flow for my "Rent to Own" properties, my "Rent to Own" properties, to fuel the
holding costs on my very, very high growth properties. Does that make sense? Because I want my lifestyle and Im not
prepared to go to the coalface every day and work 24 hours a day to fund it. Ill have these, and the cash flow that that
spits off, funds my higher growth properties. So Ill have a little bit of everything.
So, this one strategy is a strategy that some people will use in its rawer sense and they might say, Ill do one or two of
those. But lets see what other people do. They go, Thats okay. Yeah Im making 60, 70. But lets have a look at this.
Okay. I want to model this for you just to make sure weve got this in. Could you get me back on the screen? Okay.
First of all, really quickly, on that one, on this basic, basic example, here was my banker wheres my banker gone? Did
he lose his branch? -- Hes done a runner.
Did a runner? God, my story must have been sad, hey? Hes probably thinking, Not this bloke again, God hes boring.
Okay, well the banker that was there, Im paying his X, Im the investor in the middle and this gentlemans quite happy
to pay me X + Y, but you see I know that eventually the gentleman here paying me X + Y, is ideally going to want to pay X
and hes going to refinance, pay me off and hes going to want that house in his name because up until then the house is
in my name. And if the house is in my name Im paying the insurance and all the costs associated with the house and I
say, Sir, tell you what were going to do. I have to charge you a price for the rent to buy that includes all the costs of the
rates, the water, the taxes and insurance because really youd normally be paying them but Ive got to pay them so well
just adjust the monthly payment accordingly. Does that make sense? So, people go, Yeah, that makes sense. But
eventually this man will want to refinance and pay me off.
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Now, I talked about the toolbox quickly because people said to me, Yeah, but if I do this and if I do that and if I do that,
I can make more money. Absolutely, this is a tool for your toolbox.
Now, lets go in now, some people get really excited about this stuff. Do you remember yesterday I said to you, Wow,
youre going to do the first one, youre going to pay me off and then Im going to hand the money back to the bank, the
bank says, Wow Rick Otton, you make money, positive cash flow day one, you make $50,000 on every house, you do it
every 12 months. Do you reckon theyre going to want to lend me the money again? Over and over and over again.
Well, guess what happens. It now becomes a factory. Some people like this little factory and they say, This is a fantastic
factory.
This lady called me up three years ago and she said, My names Wendy and I want to buy one of your little programs
and she did that. And Wendy, in three years, there she is with Jane, we just went and saw her a week ago. She says, I like
this little factory and she has a guideline. She says every house must make $70,000 and a $100 a week positive cash flow.
Thats her rule. It must make $100 a week positive cash flow on the rent to buys and $70,000. Shes made $4.2m in three
years.
Now, thats her little factory. By the way, do you think she also has buy and holds on top of that? Sure. Husbands an
architect, all this sort of stuff. Thats the factory that she says she says, Its really simple, I dont have to show the houses,
the prices on the sign, people move in, people are really, really happy. By the way, when people are happy do they
think, when they fix up the houses, do you reckon they want you to come and have a look? -- Yes.
Oh, come and see what weve done to the kids rooms.
No I dont.
No, come, youve got to.
No it looks beautiful.
So, but thats because people are house proud, which is great, because guess what? Ive got probably one of the
greatest jobs in the world, right? Everybody I meet that does business is just like, Hi, come on in. Its just great. Its very
satisfying. And thats her thing. You see, Im going to teach you the next part of the strategy now, but thats Wendys
thing.
Wendys quite happy to say, Hey, Im just going to keep borrowing money, put these people in the houses, pay me off,
roll the loan over, borrow the money, its a little factory. Thats her thing. Its one of her strategies. Some people say to
me, The advance strategy. And Ive got the advance strategy in the course. I put the advance strategy in the course
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called a sandwich loose because I didnt want you guys calling me up in a years time and saying, Oh, by the way, did
you have an advance strategy? So I thought, yeah, Ill just put it in this one.
This is for people who say, Ive got no money. I cant even get a bank loan. Which is how I started; I did my first 20
houses without a bank loan. The way I started was remember I told you about my couch critic and I was doing the TV
show? I used to finish at 3 oclock in the morning, Id come home, I was so full of adrenaline, I couldnt sleep so Id look at
the phone, and Id think gosh, Id look at late night television and one day I saw a guy selling a home study course on how
to get rich in real estate and I thought, Ill buy that. And fortunately for me I didnt know anybody at the time so I read the
course and just did what it told me to do. What was it. Fifteen years ago I turned the next page and did that, and I just did
it, and did it. Okay, I did that. It just went from there.
So, heres the thing. Lets go. Now, youve got no money. Okay? Now, heres what Ive done. I have people all day long
are selling houses. Correct? Is that fair enough? It doesnt matter. Heres my question. Do you think people, when they sell
a house, what the reason why theyre selling the house is they just want to get their equity out of the house. Is that
correct? Good. Remember that point.
Second point is, I brought my cheque book today. Hands up if you would like me to write out a cheque for your
mortgage for your house. Okay. Hands up if you want to write your own cheque for your own mortgage. Lets try that
again. I brought my cheque book. Hands up if youd like me to write you out a cheque and give it to you to pay your
mortgage payment. Keep your hand up if youd like me to pay next months as well, and next months and next months.
Is there anybody in the room whos sitting there going, Ah, Ive got to pay my own mortgage.
Okay. Heres what it says. The law says this. Mortgages must be paid but anybody can pay them. Okay? If youve got a
mortgage with the AMP Bank and youve got a mortgage with ANZ Bank and youve got a mortgage with blah, blah, blah,
thats fine, but anybody can pay it as long as its paid. Okay? Remember this, a very important principle.
Now, when people are selling houses, do people want the debt or do they just want to get rid of the loan and get the
cash out to move on. Correct? So, heres what I do. When I get houses, I say, Let me ask you something. Can I buy the
house?
Yeah.
Whats the price? Great. Is there any reason why I couldnt pay this mortgage every month and just give you a cheque
for your cash?
No, well, Ive got 50 grand worth of equity, if you want to write me a cheque for $50,000 and just pay this mortgage for
me, thats fine.
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Okay, 30 percent of the time that will happen. Now, do you reckon I need some paperwork to do that ladies and
gentlemen? There it is. Two forms. Okay. How much is the mortgage payment every month? Its $1,449.72. Okay. Good.
And Ive got to do this, and Ive got to pay this loan off. Yes. Its all on the forms. Its on the forms.
Now, in some cases, I have to give you $50,000 because your equity is $50,000 and Ive got to give you $50,000. Does
that make sense? If Ive got to give the man $50,000, how much cash have I got? Ive got to give him fifty. Correct? In
many cases, do you think its possible, people have as the houses have gone up in value, they keep refinancing all the
cash out and theres no equity in it. Okay? Im going to show you this in a minute. Yeah, my house is worth $600,000 but
Ive just refinanced and Ive got $600,000 worth of debt.
Let me ask you something. Would you like me to write that cheque for you or do you want to keep writing those
yourself?
You can write it.
Okay. Good. Boom, boom, boom, boom, boom. Theres my paperwork, thank you very much, look after that. By the way,
did you want a house? Its $650,000, you can move in tomorrow. Okay? Now, how much have you got to get going? You
with me guys? $8,000. Ive got two other forms. Do you remember the McDonalds story yesterday, ladies and gentlemen?
This is exactly what McDonalds did. Thank you. Ive got that.
By the way, article 15 of Western Australias legislation says because I wrote it down this morning because I took it off
your website Article 15 the tenant may sublet the property sorry the tenant may sublet, has the permission also to
assign the tenants interest with this agreement which is your residential lease subject to prior consent of the owner which
will not be unreasonably withheld and will not be charged for.
So, you make two changes to your residential lease. The residential lease says, on my by the way, when you were 20
years old, did we all share accommodation? Does everybody know we all used to share accommodation. Correct? When
you were 20. Thats how we all met each other and got married, right? Our roommate. Now. Okay, so I tell you what, I
need this permission. It says - Article 15, I have the right to sublet. You okay with that? Good, boom, thank you. Ive got
those two to here. Have I now got the right to sublet the property to this new man? Correct. Thank you.
Ive now got by the way, youre moving in and you can pay if you want to buy the house you can pay $650,000. Does
that make sense? Great. By the way, Ive got to pay off that loan of $600,000. Right? Okay. What do you think happens
when this man refinances to pay me off the $650,000. On the same day I paid off the $600,000. Does that make sense?
Theres $50,000. Where do you think that went? -- Your pocket.
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Rick Otton
My pocket. How much did I put into this? Nothing. Could we do that more than once? Do you reckon it could become a
little bit addictive? Do you think it might be really hard for you to go down to the bank and go back and do it the
traditional way? Right? People say to me, We havent heard of this done in Perth before.
Ladies and gentlemen, my students do it all the time, but heres the problem theyve got. It takes me two days to get
this far for you guys just to get it. Not to understand it, just to get it. Can you imagine how often my students try to go to
a dinner party on the Saturday night and they go, Barney? How come you own 47 houses and you dont have a job?
Well, it works like this. How far do you reckon theyd get in the conversation before the other people go, Dont get it,
its too hard.
I recently had a meeting with some of my students. I went back home. A friend of mine rang me up, a very good friend
of mine, he said, Rick, youd know what Id got to do, Ive got a $3m house. Whats the best way to sell it? I thought
about it for three seconds and I said, Call a real estate agent.
Now, very quickly, youve paid X to the landlord. Youre the investor, you sit in the middle. You are now transacting the
house. Youve got these people coming in. Okay, X + Y, section 15. Ive already covered that. Okay. These people, if we
can get it a couple of my students decided they needed a new house. Do they go to the bank and get a big bank loan
for $450,000 or do they find somebody who wanted to sell their house? Heres what they did. They found somebody who
wanted to sell their house. Sir, how much was your house?
$540,000.
Great. Can I make some payments to you?
Yeah, well, Ive got a whole lot of debt on it, I was going to pay the debt off.
Do you mind if I pay the debt off for you?
No, but the debts $4,211.
Fantastic. Ill start paying it tomorrow. You have to pay $1 because if you put the paperwork together, there are
transaction costs. Right? State Government. So youve got to pay $1. So they moved into their house, it cost them $1. So,
they booted $1. By the way, when theyve moved into their house now, and theyve paid $1 he drives trains. Has he got
a bank loan? Did he even walk into a bank? Okay. Do you think it might be, with what Ive just told you today, its just,
maybe just shifted a few things? Okay? This is the way Australia is going. This is why I do what I do.
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Any ladies in the room saw a film called Bridges of Madison County? Yeah, long time ago, bit of a tearjerker? I just got
back. I like to be at the farm with my wife. Our place is up on Madison County. I like to sit on the front veranda, get my
little bit of wood out and whittle and look out at the corn, 1000 acres of corn and do absolutely nothing. But see, heres
the thing guys. People will say to me all the time, Yeah, I think Id make more money and do that. And thats fine. People
can make all sorts of more money but Im seriously in a quality of life and I have a machine that says if I give the other
person what they want, they will give me what I want. They give me the lifestyle and the ability for me to do what Id like
to do when Id like to do it and by giving back to people, they always keep coming back to me and I do that, Janie says
every year, Lets go to Tuscany and drink red wine. So we sort of do that.
I want to thank you very much. Im out of time. I will answer any more questions. I hope Ive covered a few things more
in a bit more depth for some people and if I can finish up on one story. Ive got five minutes. Great.
I want to tell you something. A long time ago, many, many years ago, I had an Uncle. I said to him, Uncle, tell you what,
you catch more fish than anybody else in the county. And he said to me, Do you want to learn how I do it? I said, Id
love to learn how to do it because you catch more fish than anybody else in the entire county and everybody talks about
it. He says, Do you really, really want to learn? I said, Yep. He said, Are you prepared to do what you have to do to
learn? I said, Yep. He said, Okay, at 4 oclock in the morning, get up tomorrow morning at 4 oclock. I said, Four
oclock? You dont get up at 4 oclock. If you want to go fishing you dont have to get up until about 6 oclock. I get up at 4
oclock.
So then we go down and I said, Get the fishing poles. He looked at me. I said, Listen Uncle, you cant go fishing, Ive
read everything, I spoke to fishermen all day long, youve got to get the fishing pole.
So, he didnt say anything. We went down to the lake and we got in the boat and he started going out to the middle of
the lake and I said, Uncle, where are we going? He said, The middle of the lake. I said, Listen, been speaking to some
people, told them I was coming fishing and they said the best place to get the fish, around the edge of the lake, especially
near the stream where the waters coming up. Okay? Because thats where the best fish are. I dont really know, this going
out to the middle of the lake, its just, you know, going wow, I mean, I dont think you know what youre doing. Its just
not the way its done.
We got out to the middle of the lake; he pulled out a stick of dynamite. He lit it and he threw it in the water. Bang. And
thousands of fish come up to the surface. Scooped them up in a big net and put them in the boat. And I said, Well, I dont
know, thats not the way He lit another stick of dynamite and gave it to me. He said, Do you want to keep yapping or
do you want to learn how to fish?
Thank you very much ladies and gentlemen.
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MoneyMasters
FEATURING
JOHNNY
WIMBREY
Success University
Johnny Wimbrey
Success University
JOHNNY WIMBREY: When we kicked this

t show off we talked
MEET JOHNNY WIMBR

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about individuals who were going to be on this stage,
qualified individuals who were single-h

handedly picked around
the world to be a part of this event. If yo

ou are having fun say,

atness. He
Oh Yeah? -- Oh Yeah!

If youre getting information, say, Oh Yeah?

Y
-- Oh Yeah!

young drug dealer.
If you are getting impartation, say, Oh Yeah? -- Oh Yeah!

Okay heres a question, whats the diffference between

information and impartation? Whats the difference
between information and impartatio

on?

Information is what you hear, impaartation is when you

hear something and you take heed, wh
hich means you put it

marketing agency.
into action; you make it applicable in yo

our life. How many of
you are getting impartation? -- Oh Yeah

h.

Anybody can get information, but impartation means youre
present, not just here but being presen

nt. I am incredibly
honoured to share something with you
u tonight. Now, I want

d
you to listen to me and I want your 100

0% attention. What I am
about to share with you has never been

n shared before in this

format in Australia period.
l
history today, and I really want you to understand that there will be other
What I am about to share with you is literally
parts of the world that Im going to get emails from because youre going to see something
g today that nobody in the
world has seen.
t world, Im not exaggerating, theres maybe four or

o five people has access and
Now Im going to say nobody else in the
these are CEOs and corporate individuals who sit on the boards. I have gotten the okay in less than 24 hours ago to share
this with you. I dont even have the authority to make this decision so, Nik Halik was bold en
nough to send a text message,
it came back to my shock, the answer was
w yes I can show it.
How many of you love to read about history? Every day we read about history, but a lot off times we forget that a lot of
times history is also being made. How many
m
of you would love to be a part of history? Just to
t say that you were there,
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Johnny Wimbrey
Success University
even if it didnt cost you anything, just to be a part of it. It doesnt cost you a dime to be present when history is being
made does it? We talked about this earlier today, Doing today what others dont to have tomorrow what others wont,
being at the right place at the right time.
Say this with me, Right place -- Right place.
Right time -- Right time.
Once again, Right place -- Right place.
Right time -- Right time.
Heres a question I pose, is it possible to be at the right place at the right time? -- Yes.
What does it mean if youre at the right place at the right time but you dont take action? It makes it as if you were never
there. Heres the reality, if youre over 25 years old, studies show that most of us have experienced being at the right
place, at the right time.
Say Ouch? -- Ouch.
The question is did we take action? Im talking to me too. How many of you, and let me set this stage real quick. This is
not Johnny the motivational speaker right now. This is not Johnny, necessarily the coach, this is Johnny taking off a hat
and Im switching hats on you, just for a second, is that okay?
This is the sharing Johnny. This is Johnny wanting to get something to you, not from you is that fair? -- Yep.
This is me coming to you saying, Listen. What we are about to do and what I am about to expose you to, is literally
history in the making, right here in the format on video, on camera and Im really excited about it because, two years ago
I remember saying to myself I want to take this to Australia. Physically. I want to talk about this in Australia. Now this is the
formulation process and some of you, youll get it as Im going. But I have never been here before, but I heard about
businesses being launched here in Australia and I heard about great things.
People, you know good friends of mine, like Jerry Clarke and individuals who always talk about Australia. Les Brown, Jim
Rohn, you know I hear from people that talk about Australia and I got excited about this but I didnt know if it would be
realistic at this point I knew it would happen one day but its very realistic and because of Nik Haik, and a very recent
relationship that just happened, that I am about to share something with you.
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How many of you have I left in suspense just way too long? -- Yeah.
I love it. Im thirty-two years old, in my opinion, according to the studies that have been done against me, I should not
be on this type of platform. Like Stephan Pierce, we overcome obstacles. Adversity causes some people to break, but it
causes others to become-----? -- Record breakers.
-----Record breakers. So when youre looking at individuals not just us but also you, in every shape form or fashion,
weve overcome adversity. Were overcoming adversity. But, you have a choice, break or break records and I want to talk
about breaking records. While Im talking to you right now theres income being generated, not only in my family but
people around the world 24 hours a day, seven days a week on the Internet. If I wanted to become a partner with you
today would you be interested? -- Yes.
Now here is the reality, its bigger than Johnny. I would like to take credit for it, buts its way bigger than me, its a lot
greater than what I think I could probably come up with by myself. If you have the access to team up with an entity that
was number one in the world on the Internet; number one in the world in terms of being on Alexa in its particular field, in
its particular niche, would you want to know about it? -- Yeah.
If I could show you how to make money 24 hours a day seven days a week on the Internet, would I be your friend if I
didnt tell you? -- No.
Before, I tell you this, let me help you understand something. When I was 25 years old on February the 11 th of the year
2000 I made a decision that day and it was something I said that I would never do and it wasnt because it was a bad
thing, its just I didnt see myself doing it in terms of being involved with something that allowed me to leverage income
off of other individuals because some way I worked myself to believe that it was wrong to leverage income off of other
peoples efforts.
John Paul Getty says this, Its better to have 1% of 100 peoples effort, instead of 100% of your own. But, I wasnt wise
enough to see that, so I said that I would never get involved with the network marketing, multi-level marketing, anything
like that.
Affiliate programs have allowed me to make income off other people because I was an insurance agent and insurance
agents dont do that, but here is my job, my job as an insurance agent I ended up being a regional vice-president at the
age of 24, the youngest of its kind in America. I was recruiting and training agents all over the state of Texas and
Oklahoma.
Now, heres the funny thing, the way that I was rewarded for training these agents, I wasnt on a clock I was self
employed, when they sold an insurance policy I got a percentage of everything they sold. Is that not networking? -- Yeah.
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Success University
Is there anybody in this room who has ever said I would never do multi-level marketing again, I would never do network
marketing. Honestly, come on, somebody. Thank you, thank you. Because that was me.
And its amazing the things that you say that you will never do, when your back is against the wall you start looking for
opportunities that you never entertained before and it wasnt because I saw myself as necessarily a negative person, but I
saw myself as saving people. Brian, if you were to approach me about a network marketing deal, multi-level marketing
deal, before February the 11th of the year 2000. You can give me 20 reasons why I need to join your business I would give
you 40, why you need to get out.
Say negative? -- Negative.
But I didnt see myself as being negative, George, I saw myself as helping someone. DONT DO IT! EVERYBODY I KNOW
FAILS IN THAT INDUSTRY.
People say its a scam and I had every other reason to believe what other individuals were saying. But I had no first-hand
knowledge.
Let me ask you a question; is it fair for me to give you advice on something Ive never done before? -- No.
So I was wrong first of all. So I was borrowing somebody elses opinion and I was making it my reality. Could I tell you
not to go see a movie if Ive never seen it? -- No.
Im not qualified to talk about the subject, but here I was being an authority on a subject that I had no idea about and
then I started thinking about some things, you know, the people who told me about it they wouldnt be successful with a
lemonade stand.
So it didnt matter really what they touched, and this is before the Internet was really big, this is 2000. This is when the
dot.com was booming. I made a decision that day, it changed my life on February the 11th of the year 2000. Since then
Ive always be one of the top one to five money earners in the world with every company that Ive ever been with. Im not
saying this to impress you, Im saying it more to impress upon you. This is, you know,, the year 2000, so where in 2007
now.
After three years in the industry, maybe four years in the industry, of network marketing being the leader, helping
people, building organisations, helping people to become successful, teaching the format and teaching other people, my
world started to open up. I started training and speaking on platforms that I never thought that I would see at this early
age.
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Johnny Wimbrey
Success University
What happened was, after time went on, I became a consultant to the network marketing industry. So I really, really
want you to pay attention to what Im saying right now. I was a consultant for an industry. At 27, 28 years old. I was
helping write compensation plans, helping companies create their infrastructure, I was signing non-disclosure
agreements behind closed doors, so the companies, I cant mention their name right now if I wanted to, but I was
helping, behind closed doors companies launch and I was helping companies build their infrastructure, now in the midst
of that I like to tell the good, the bad and the ugly.
I made a lot of money, signed a lot of contracts and I told myself; Okay, Im not going to be a distributor in any
company anymore, I want to be an entity, thats respected, that companies will pay for me to come out, speak, train,
design and help implement in companies. And it was good, it was wonderful. I said, Im going to build Johnny, Im not
going to build another company.
And I dont know if youve ever been through this, but if youve made $1million dollars in the network marketing
industry, people know who you are. Is there anybody who knew who I was before I got here yesterday, and you didnt see
any marketing or anything that you just kind of maybe heard or seen my name anywhere in terms of network marketing
or wherever, Internet, or something like that? Okay, a couple of you.
Heres my point. My point is this, as an entity that serves the network marketing industry, it wasnt important that
people knew who I was. Because I was behind closed doors. I, because Ive made a lot of money in the industry and if
youve ever had these phone calls you know what Im talking about, someone calls you and says; Hello, this is the
president of so-and-so, we want to fly you out on a corporate jet, pick you up, and they offer you a lot of money to be at
the top of their compensation plan, to be at the top of their company as they are launching. I get those calls all the time.
Until about, maybe two years ago.
The word was out that Johnny was un-recruitable, nobody could recruit me into anything, and the reason is, it wasnt
because I didnt wasnt to, its because if I joined a company that serviced X, Y, Z product, then because my name is
attached to this product other companies wouldnt bring me in to speak for their companies does that make sense? Its a
conflict of interest, so, I said Im going to be generic to the industry and Im not going to represent any brand, Im just
going to help all companies because I do believe in the industry.
In December of 04 I got a phone call. Phone call went a little something like this:
Hello Johnny, this is Matt Morris. I am launching a company called Success University and I would like to meet with you
about it.
Now, I thought Matt was calling me as a consultant. I went to meet Matt; we ate at an Italian restaurant. We were sitting
down there and we were talking and you just gotta know me, Im un-recruitable. Youre not gonna recruit Johnny
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Success University
because Im building Johnny right now. Not gonna sacrifice my name by putting my name on a company and its going to
stop me from being able to speak for any other companies. Its not worth it.
Im talking to Matt Morris, hes telling me about this opportunity that he has to build an international umbrella of
personal development. I got excited. Were talking and before I know it, my mouth started moving faster than I can think.
I was like, Matt you should do this, you should call this person over here, this person over there, we can create the
infrastructure, Im saying, we now. We could do this and it hit me, Im helping build the dream team and Im not even
on the team.
For the first time in a couple of years, I got excited about a network marketing company. Now, you have to understand,
if Im excited, normally what I would do is I would compose myself and I would say; You know what Johnny, no. Build
yourself, because if you put your name with a company, its going to basically put out all your other speaking
engagements for the network marketing industry.
Have you ever seen something before that you knew was going to move with or without you? And its almost like a
weird feeling in your stomach? And I trusted my gut, and that day I made a decision, that I was going to join Success
University and for the first time publicly put my name on a company.
The speaking engagements stopped coming. But I knew, that I knew, that I knew, that I was making the right sacrifice.
Because when I talked to Matt Morris and his dream and his vision and his purpose. His why behind Success University,
and Ill share that with you in just a second.
The reason Im telling you all this is because, I want you to think about something as I show you a presentation. If I have
consulted for the network marketing industry for billion dollar companies and I understand the industry like the back of
my hand, I understand network marketing like the way you understand whatever your profession is. If I understand it, the
way I say I understand it. Why would I sacrifice my speaking engagements to the public and corporations, to put my
name on a company as a distributor again? If I didnt know that I know that I know that I know that the good would
outweigh the bad?
That decision was two years ago, we launched Success University on January 24th of 2005 as a soft launch. In less than
one year, we became the number one hit website in the entire world in the personal development industry. I believe that
success leaves clues. Im going to show you some things and youre going to say, clue. You will see things in the next
few seconds and youre going to say, Clue.
And as I go through this information, I want you to actually say it out loud if you see a clue. And I want you to think
about something you look at this, Will this move with or without me? Because the announcement I am going to make
tonight will be the cornerstone for everything that happens in the whole continent of Australia in the next year or so.
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Success University
So when I say that youre a part of history right now, its bigger than what you know. Success University, when you look
at an opportunity regardless of what the company is there are criteria that you want to look at in terms of the evaluation.
You want to look at the industry, the company, the product the compensation plan and the support systems. How many
of you would represent a good cause just because it was a good cause? How many of you would represent a good cause
if we paid you to do it? Still a good cause but money is a little bit more motivating right? And I understand, I mean Im
getting a little older in life, as I was younger I was money motivated, as I get older I get more cause motivated. Cause I
need more money.
So you want to look at things that make you move in terms of the industry, company, product, compensation and
support systems. Forbes magazine is one of the most respected magazines in the entire world that focuses on economy
and wealth development. Forbes magazine says that global education in the training market is a two trillion dollar
industry.
It also says on the front cover of this magazine, that webucation is the next great growth of opportunity, clue? -- Clue.
Guess what happened after this article came out in less than thirty days, Trump University was launched. Clue? -- Clue.
We had already launched. We were the running giant out of the gate, timing was on our side and we had a good owner
that was focused on driving to be one of the most recognised entities in the entire world.
Online education is the biggest emerging trend on the Internet, online education. Friend of the trend, if you could
position yourself before something like that, would you position yourself? Eight billion dollar industry, personal
development is a 64 billion dollar a year industry, education and training online is a two trillion dollar a year industry. Our
vision phase for Success University the first year was to become the largest personal development company in the entire
world on the Internet.
Our first year, we became the most visited website in the entire world on the Internet, passing up personal
development companies like Tony Robbins.com. Clue. Brian Tracey.com; ZigZiglar.com; lesbrown.com, Self growth,
Trump University, Personal development.com, even Success.com.
Thats what you call a clue. We became the number one hit website in the world; our first year and companies have
been out for decades. Not just the Internet, but had a presence for decades before we showed up. And we did it in one
year. You want me give you examples of other companies that have done that their first year? Or maybe their second
year, MySpace.com, Google, YouTube. Were the only companies in the personal development industries in the world
that has ever accomplished this. And this is the first physical presentation in Australia. There has never been a physical
presentation in Australia for Success University. Are you starting to feel it?
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Our second vision is to become a household name as the largest personal development company in the entire world.
Listen, as a network marketing company, Success University provides an opportunity for you to share Success University
with individuals around the world, some of our top money earners in Success University are Internet marketers. Clue.
Our first year in the industry within eighteen months we became one of the three most visited network marketing
companies in the world. Passing up companies like Amway.com. Clue.
Quick star, Mary Kay, Melaleuca, Manatec, Prepaid Legal, Newskin, Herbalife, Ameriplan. These are companies I have an
incredible amount of respect for. Here we are, young company coming out of the gate, passing up companies that have
been around for decades. Why? Because we are an international global opportunity that has no borders, and its available
to anyone. We are not a threat to any network marketing company. Because what we provide is personal development.
Company facts about Success University. We are internationally headquartered in Dallas, Texas, we have over 40,000
students in Success University in less than two years. We are rock solid debt-free company. Say clue? -- clue.
We are debt-free, 100% debt-free, we were debt-free the day we launched. That is a major factor of why companies go
out business in the network marketing industry. Over a million dollars of revenue in our first year, four million the second
year - 60% of all revenue that is collected in Success University up to 60% is paid back to the field.
Say, oh yeah? -- Oh Yeah.
That means you. Say ch-ching? -- Ch-ching.
Success University product, listen to this, Ben Franklin said this, If a man empties his purse into his head, no one can
take it from him. Did you know that most people wore more money on the outside of them than they do the inside? It
means you spend more money on what you think people should think about you than you spend on putting on the
inside of us. If you empty your purse into your head, nobody can take it away from you.
Why do I believe in personal development, why do I believe in coaching programs, why do I believe in systems and um,
seminars like this, why? Because repetition is the mother of all skill.
Success University is an opportunity that complements anything thats out there. Imagine having access to some of the
greatest names out there in the personal development industry, access to nearly 200 streaming audio and video courses,
leadership, motivation, sales, relationship building. Real estate, Internet marketing, financial success, communications,
online 24 hours a day, seven days a week, from household names.
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Now listen, learning over the Internet will never take the place of a setting like this, but does it compliment it yes? If
you had access to over $10,000 worth of courses that are added every single month and if you can log into yahoo or AOL
and you can log into Success University and take courses from the comfort of your own home, is that exciting? What if we
actually paid you while you were learning? -- Oh Yeah.
Heres the reality, in the personal development industry, a $64 billion dollar a year industry, theres normally only one
person whos making money in a setting like this and its normally, if I go speak at a corporation, I get paid anywhere from
$10 -$20, 000 US dollars to speak for 45 minutes, Im paid to be there, the other people have to be there.
What if I showed you how to be the tail thats wagging the dog, what if I could show you how to make money $64
billion dollar a year industry? -- Oh Yeah.
Why am I excited about it? Because I dont mind sharing the wealth of the stage especially if Im incentivised to do so.
Im not an ego person at all. Being on stage does not feed my ego, what feeds me, is helping people.
Success University is an entity that is literally doing this, now listen. Im showing you this PowerPoint presentation that
we normally use and Im going to stop showing you something because we just got the approval.
Success University just spent over US$400,000 on new marketing materials that will be released in September. Nobody,
nobody, knows, or have seen what youre about to see. We just released a new movie in Success University and I get chills
thinking about it because were doing a world tour next year, I mean next month, in the next 30 days I will be in
Singapore, Ill be in South Africa twice, Ill be in London.
The whole purpose of going to these places is to release the new movie. Australia was not on the tour. I just got the
okay from the president of Success University, Matt Morris, to officially release the movie, that nobody in the world has
seen, and were releasing it here.
Im excited, bring the lights down please, this will be the first time Ive seen this movie.
AUDIOVISUAL PLAYED
For many people, their dreams are filled with visions of living in a big beautiful home, driving an expensive car,
travelling around the world first class, being able to spend all the time we want with our friends and family, having
optimal health or contributing to the world. So, why is it so few people ever achieve their dreams, the answer is simple,
theyve never been taught how.
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Through the traditional educational system we are taught how to read, but never provided the right materials, like
books about how to become successful, wealthy or how to grow as a person. We were all taught maths skills but, were
we ever taught how to accumulate wealth? Wouldnt that be the most important math lesson you could have? Weve all
received some sort of an education, the unfortunate reality is that for most people, their education was missing the most
important subject success! Yes, weve learnt many valuable lessons during our traditional education, but, weve never
been taught how to live the life of our dreams.
What if there was a university that picked up where the traditional educational system left off? What if this university
gave anyone and everyone access to some of the most successful people in the world, including multi-millionaire
bestselling authors, speakers and trainers.
Dynamic personalities, dedicated to helping you realise your dreams. What if you could finally have access to the
secrets of achieving great wealth, deep relationships, optimal health and so much more?
Well now you can with Success University. Within six months of opening its doors Success University became the
number one personal development website in the world. So how did this happen? Its simple. The Success University
product line provides the solution to the one desire that almost every person in the world has success!
Success University products include lessons from the worlds foremost experts, top speakers, authors and trainers.
Personal development experts like Brian Tracey, Zig Ziglar, Denis Waitley, Les Brown, Jim Rohn and dozens more.
We have a plethora of information under one umbrella from Les Brown, Zig Ziglar, Brian Tracey, some of the most
respected names out there in the entire industry.
Success University for me is a natural fit because what the company is doing is pulling together all of the education, all
of the training from some of the worlds best success experts in every field and making it affordable basically for
anybody.
Success. Everyone wants it, but only a few actually attain it. Everyone knows success when they see it but the question
is do they see it in themselves? That would be a good start, but we all know it is much more than that.
Success University gives you direct access to the best success coaches in the world. We deliver their information
through audio programs, video courses, email systems and downloadable workbooks that are designed for you to get
the most out of the information.
Success University is the only university whose sole curriculum is dedicated to the achievement of success. We
understand that knowledge is power. But its only powerful if someone actually teaches you how to use that knowledge
to succeed.
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TESTIMONIALS:
Its changed my life; its made me more self-confident,
The material with Success University is completely life changing, its allowed me to maintain a positive outlook.
One of the greatest things that Success University has allowed in our family is the experience of deepening the
relationship I have with my husband and with our daughter.
What I love about the product of Success University it gives us the opportunity to grow as an individual and every day I
become more aware of my thoughts and how, you know, relating to people and getting people to do things that I never
thought that I could get to do before, influencing people and also, you know, making a difference to the community,
making a difference to people. To other people rather than just about myself.
CONTINUING
The simple truth is that success isnt some distant dream, its your birthright. In fact, you were made for it. All you need
to do is find the path that leads you to it and the right mentors who will teach you how. Those mentors are all available to
you at Success University. Its the only university in the world devoted exclusively to success training, now success is at
your fingertips everyday for the rest of your life.
The courses are condensed, perfected and taught directly to you by more than 50 of the most amazing minds on the
planet. Men and women with familiar faces who you know are role models in success education. And who collectively
have helped millions of people achieve astounding levels of success.
Using carefully cultivated attitudes, techniques, methods and strategies that when you learn them will skyrocket your
success in virtually every area of you are life. The Success University library is currently valued at well over $10,000, with
hundreds of dollars of new materials added every single month. When you join youll get access to this immense life
changing library for less than the price of a cup of coffee a day.
TESTIMONIAL
We all understand the value of education and thats why becoming a student of Success University, is something we
should all do for ourselves and our families.
CONTINUES
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The reality is people are already changing their lives for the better by becoming students. In fact, in just over two years,
over 65,000 people around the world, have become students with Success University. Why? Because it makes sense. Who
wouldnt want access to this information. And why not! Its at a price anyone can afford and 100% proven.
Success University, a curriculum for realising your dreams.

The mission of Success University is to deliver success education to more people than any other company in the world.
The reason we have that as our mission is because we believe it will allow us to accomplish our vision and our vision for
Success University is really what we see as the vision for the world, and thats to live in a world where every mother and
father around the world is open enough to say something as simple as I love you to their children. To live in a world
where no child dies of starvation. And whether I see that vision created in my life or years after Im gone, its a vision that
Im committed and passionate about working the rest of my life to see come true.
Now look at this from the perspective of a business. What if you had a product that everyone in the world agreed was
essential in life. After all, everyone agrees on the value and importance of an education. What if there was a business
where you could deliver that education to the masses in a way nobody has ever done before in history. Were talking
about personal development, a multi-billion dollar a year industry. But there has never been a dominant company as a
leader in this field until now.
Within months of opening the door, Success University became the number one personal development website on
the Internet and now were poised to become the number one personal development company in the world. Weve
found that customers that come through the referral of another student, really become better students of our company
because, it was referred to them by someone they know. So, word of mouth advertising is really, the best way to develop
new customers, both to acquire customers as well as keep them long-term because they really understand the value
because it came from someone they know and trust.
Its called direct marketing, a $100 billion dollar a year business. With Success University all the money typically spent
on advertising, is instead paid to their affiliates for making referrals. Up to 60% of the tuition from each student gets paid
back to the people who have started a home based business, referring people to Success University.
Working from home provides an incredible opportunity to become financially independent. And you can start part time
and keep your current job as long as youd like. You can start your Success University business at home with your family.
And operate it with no experience, very little overhead and youll receive training every step of the way. This is a business
that gives you the ability, to spend time with your family, to maximise your potential. To build a business that can bring
security to your future, and to help other achieve their goals and dreams.
TESTIMONIAL
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The beautiful part of Success University is its a very simple business. We have the tools in place and if people plug into
them, people can truly achieve success.
Success University allows the ability to work from home or work from anywhere, I mean have laptop and cell phone,
will travel.
CONTINUES
Everyone in the world has at least one thing in common, we all want to be successful, whatever that means to each of
us. Finally, theres a company whose sole focus is to deliver that to the world, through education and through
contribution. Success University is partnered with one of the largest non-profit organisations in the world, Feed the
Children. Every time a student enrols into Success University, a donation is made to Feed the Children, that is enough to
feed and provide education to an under privileged child for one month. When you enrol as a student in Success
University, you can save a childs life. The same thing goes for every student you refer and thats something you can truly
feel proud of.
TESTIMONIALS
Success University teaches the principles of how to be successful, but also how to care about people in the midst of
your success.
Success University is on the brink of being a worldwide phenomenon. Because its online, anywhere in the world, or
anyone who has an Internet connection can simply logon and take advantage of the courses and take advantage of the
huge business building site from anywhere on the planet.
CONTINUES
Success University prides itself on its rapid growth. As well as its remarkable tools, training and support systems. Its
world class faculty of experts. And the many success stories that have already been created around the world.
Will your story be next?
TESTIMONIALS
I found that everybody wants to improve their life if given the opportunity and Success University allows them to
improve their financial life and with the information, improve all other areas of their life.
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I joined Success University because I want to help the world live the way it should be lived today.
Success University has absolutely changed my life.
Success University has allowed me to continue to be a stay-at-home dad.

Success University has financially allowed us to live in any house that we want to .
its the benefit of having a residual based income when you know, you know your getting paid tomorrow whether you
get out of bed or not, but youre inspired to get out of bed cause you know you can double it and triple it, and you know
putting the foundation in place for building a solid future. That excites me.
CONTINUES
You ever wanted to be surrounded around individuals that will push you towards your destiny in the midst of caring
about you as a person, Success University is that opportunity.
Its often said that success comes when opportunity meets action. Your future depends on what you do right now.
Where you are today is the result of the decisions you made, two and three years ago. Where you will be tomorrow will
be a direct result of the decisions you make today.
If you choose to get started right now, youll begin a journey that can change your life forever, you can begin to make a
difference in the world and it starts today by enrolling as a student.
This will also feed and educate a hungry child for less than what you might spend on a cup of coffee per day.
Success. There are those who talk about it and then there are those that decide to live it. Success University is about
living. Success principles taught by more than 50 of the most sought after experts in the world. And a whole new
potential career awaiting you through the growing industry of direct marketing. The decision is clear. Learn to be
successful and in doing so create financial freedom for yourself and others. Or continue on your current path. Its your
choice. Its your life. Success University.
AUDIOVISUAL CONCLUDES
JOHNNY WIMBREY: Wow. I cant help but smile because Im so proud. You have no idea; I spent the last two years of my
life making sure that Success University became a household name. We have fed 10 of thousands of hungry children;
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weve created success stories around the world from individuals just like you that I have never even met. And from the
day we launched they told me that some of our top money earners, initially, were going to be Internet marketers.
I didnt know what Internet marketing was. I build organisations like this, my gift has never been recruiting 100 people
in one year, my gift has always been to turn 10 people into 10,000. I know how to drive a train, I know how to create
success stories.
When I found out what Nik Halik was doing, not only with Internet masters but helping people around the world in
terms of exposing them to the true, proven, practical experiences that create success stories, I got him on the phone with
our president, Matt Morris and I said Matt I believe in my heart that this is the company that can help us create a format
around the world where its not just people recruiting people online, its also building a foundations in the nucleus of
individuals worldwide, where we can help create a worldwide phenomenon in educating and exposing people to the
true principles that create success stories, from the inside out.
Now, there has never been one physical presentation in Australia. What I am about to do right now, will be the launch
of Australia with Success University. Is there anybody in this room that has ever been a part of an official launch in a
country for any network marketing company, I mean ground floor launch? Do you understand the opportunity that
presents itself right now? I know we have professional net workers in the room that are full time network marketers. This
does not happen every day.
Heres the reality, only 3% of every company that launches the first year will make it past the first year. The good, the
bad and the ugly. We are right now in a second year so we beat the odds. We are constantly growing; were still number
one and our commissions that are paid out to the field increase every single month. Only 1% of every network marketing
company that has ever launched in the history of mankind makes it passed the third year.
Why would I tell you that if we havent even hit our third year yet? Its a clue. Im publicly endorsing and putting my
name on a company and Im in the movie if I put my seal of approval on it theres no doubt in my mind for the first time
in my life I can say without a shadow of a doubt that this company will be here and will be here to stay. Theres nobody in
this room that can stop us, not even me.
Have you ever wanted to be at the right place at the right time and truly be a part of history? If you know what, Alexa is,
one of the speakers was talking about earlier, go do the research on who we are. Im going to put something in your
hands right now and one of the reasons Im doing this right now is because I do not want there to be a frenzy. Everybody,
just please get them an application right now. Okay, its not even time to turn it in.
Listen to me. Listen to me very closely, do not feel pressured to fill this out, okay, its not one of those things, this is like a
soldier hunt if you will. People who want to be at the right place at the right time. For less than one cup of coffee a day,
you can be a part of Success University. Less than one cup of coffee a day. What I am about to show you will be the signal
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of where were headed, Success University has several faculty members that we hand select to be a part of everything
that we represent. The likes of Zig Ziglar, Jim Rohn, Les Brown, Cynthia Kersey; the list goes on and on and on and on and
on again.
Where were headed right now has positioned us to be the number one dominant force in the entire world in the
personal development industry and youre seeing it for the first time in Australia.
When you enrol in Success University theres a one time enrolment fee of $149 US dollars and 95 cents, basically $150
US dollars. Listen to me very closely; $150 US dollars just to enrol. Starting the second month you will start paying tuition
of US$49.95 a month.
Paying the tuition allows you to take all of the courses that are in the back office, theres no contract, you can cancel at
any time that you want to, you wont want to because Im going to tell you why you wont want to, but theres no
contract, listen to me. $49.95 starts the next month, thats less than one cup of coffee a day.
If I could show you how to make more money than what youre spending is that win-win situation? If I could show you
how to make more money than what youre spending, is that a win-win situation? -- Yes.
I create win-win situations.
Im not the type of person who will get up here and say, Im going to help you make millions of dollars in Success
University. I will commit to this. You stay close to what were doing, I will help you create a win-win situation. If youre
coachable, trainable and teachable and you understand timing, you jump and grow your wings on the way down, we will
create a win-win situation.
We just elected a new faculty member in Success University. To give you an example of some of our faculty members
youve seen in the movie, I want you to give a hand to my good friend, the latest, elected international, faculty member,
that is officially a part of Success University, Nik Halik.
As a team member and faculty member in Success University, Nik saw the opportunity and he said, We can build this
worldwide. In Success University, I know youve seen a lot of compensation plans, but this is what happens at Success
University, you can have a left team and a right team, it is under what they call a binary structure the reason we created
this listen to me we do not sell, nor promote a tangible product. Not a lotion, potion, peel, its not one of those deals.
We complement companies that do things like that, we are the building structure for any nucleus thats building a
team. This is the only company that I know of in the world that virtually has no borders, because normally when you have
a product that you take into especially if you have to consume it - into every country, it has to be individually approved
by the government. Personal development does not have to be approved, because theres no consuming, - its mental.
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Do you understand whats about to happen? Global opportunity. We have a presence in over 175 countries around the
world because of Internet marketers. There are only three places in the world that has functions about Success University.
Its London, South Africa and Singapore. Not even in America are there weekly meetings or organisations that meet on a
weekly basis, not even in America, and were based in America. Why? Because it started off with Internet marketers.
I am looking for soldiers that want to build the rest of Australia, with us and create millions and millions of dollars in
revenue and well pay up to 60% of that back to you. How many of you can get excited about that?
This is whats about to happen, if I were you I would start filling out the paper, even if you dont think you are going to
turn it in, at least fill it out. If youre not interested, just tear it up, no big deal, but what I am about to show you, when we
pull the trigger, its as they lay, thats what you say in cards, but its first come, first served.
Listen to me very closely. Because only building two teams, a left team and a right team let me give an example who
has never met me before, ever, ever in life, just maybe whats your name? -- Florence.
Florence, use her for an example. Can I just write Flo, does anybody call you Flo? -- Yes.
I love it. Flo. I believe that birds of a feather flock together to create a win-win situation, if you pay $150 US to start a
business and your paying $49.95 a month to maintain the business, we get a multimillion dollar website, does all the
work for you and has an online movie, marketing tools, everythings in place for you, millions of dollars worth of software
tracks your commissions real time, does all the work for you. Are you with me? You dont have to understand it trust
me- because I dont understand it, but I still get paid just like I do.
By the way, I am a student in Success University, Im a faculty member in Success University, I am not corporate. I am not
corporate in Success University, Im just like you, this is the deal that I made with Success University. Im not under
contract we shook hands. This was the deal, the deal was this; allow me to be the International Marketing Director, which
means, no decision in the company can be made without going through me. Why does that protect you? If Im a student
in Success University, whos building an organisation, why do companies go out of business? Why do teams leave
companies? Company change compensation plans. They have new ownership, new managers, they cant make that
decision without going through me.
So youre virtually protected, because Im you. Does that make sense? If youve ever been in network marketing before,
that should be a really, really good feeling.
This is why I know that the security of Success University is solid.
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Flo, I believe birds of a feather flock together, if you see the opportunity do you at least know two people who would
see it too? Name those two people? -- Pat.
And ----- ? Philadelphia.
Philadelphia. Now what happens is; Pat and Philadelphia have a left team and a right team too. Its a binary that helps
you in the midst of building other peoples team. Its the only compensation plan that I know in the network marketing
industry, where you can literally make commissions from the person above you and Ill show you how.
You know how they say only the people at the top make all the money, how many of you would like to make money off
of me? This is how our compensation works.
Lets say that Pat and Philadelphia tell two people about the business. They say it to A and B and C and D. How many
people are in total in Flos team? How many people on her team total? Six! How many people has she personally told
about the business? Two.
This is where duplication kicks in, with happens is when Pat and Philadelphia come into business, Flo obviously gets a
commission, but when they tell people, there is another commission thats generated. Im not, I dont want to talk about
the upfront money, I want to talk about the residual income why? Because Im a firm believer in residual income.
I know what its like to make $100,000 in one month, its wonderful! But when you dont have to work and you dont
have to show up anymore and it keeps coming! Listen to me, I took two months off, the last couple of months; I went to
Cancun Mexico, the Virgin Islands, Jamaica, Belize and when I got back off of my vacation I was making more money than
I was making before I left.
Say, Increase? -- Increase.
She asks 6 people in her team. I told you I would show you how to create a win-win situation, if shes spending $49.95 a
month, with six people in your team, according to this diagram, you are making up to $40 a month on a residual basis.
Now, the way we pay commissions, you dont have to wait for a cheque to come in the mail, you get a global cash card.
A global cash card and the money is wired into your account, either on a weekly basis or monthly basis. We have weekly
commissions, monthly commissions and if youre getting weekly commissions, its wired to you on your card.
Say, Oh yeah? -- Oh yeah.
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You can use this card at the bank you could transfer it to your bank account, and you can go to the store and use it,
wherever you want to use it, but it helps us wire money to you instantly. Every time theres six more people in your team,
its another $40 a month of a residual basis. Every single time, whether you bring them in or not.
Heres what I want you to see. Lets say that Flo knows a third person, Flo, you have a third person that you want to put
into business, where do you put the third person? You cant build a third team. Long story short, she has to say, Im
going to put Flo under Pat or Flo under Phil.
Lets say that she puts, her fourth person, lets just say its Star. Say she puts Star under Pat, does Pat get commission
for Star? Yes! Does Flo get commission for Star? -- Yes.
So what did Pat do to deserve to make money from Star - she didnt even know Star? She said Yes first, thats it. The
reason we can afford to pay the amount of commissions that we pay, is because we dont have a tangible product that
were manufacturing every single month.
So we dont just pay on one leg, we pay on both legs. Both teams. Heres whats about to happen, Ive got to speed up a
little bit, but I want you to really see the vision. Internet Masters is under the umbrella off FFI, and this is whats going to
happen right now. There are two teams that will start today, team one, team two. First person who fills their form out and
gets it to the back of the room, we put a number one, second person number two, third person - some of you will wake
up in the morning and have several people in your team and everything they do until this point, til Jesus comes back,
you will get credit for it.
Now listen. Were going to do this again. Well be doing this another month from now at another event. There are
people in the room right now that I think we presented this for time in London and the team was with us and theyre
already making money, they dont understand it but theyre making money. Why are we doing this, this way? Because we
need leaders in position that we can help build under and that will help us build the team. This is not a lottery ticket, but
it will be the easiest ticket youve ever had. Only because youre at the right place at the right time.
We will talk about Success University again tomorrow, if you bring people with you tomorrow well do the presentation
for you; but this is the official launch of Success University.
Listen, were going to grow with or without anybody in this room, in Australia, including me. We are going to move fast,
hard and heavy, if you dont feel it today its okay dont feel pushed to do it. Were going to be here, you could join
next month, six months from now, a year from now.
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But with this team, as we travel, the team will continue to go and go and go and go and go, even if youre the last
person to commit today, when we travel to the next country or to the next state, or to the next place, your position is
locked in.
We released this is London, I believe about a month and a half ago, there are people in London who are already making
money in Success University and they dont even know how theyre doing it.
So I ask the question again, how many of you could get excited about making money with me and making money off of
me? -- Oh yeah.
Youre going to make money off my efforts, even when youre not there. This is our official launch, what happens right
now will never happen again in this format ever, ever again. Of course well grow, of course, of course things will happen,
but it, the first time can never happen twice.
AUDIOVISUAL PLAYED
Success University provides the principles of wealth, which means what we have to offer, literally has no borders. We
have worldwide growth going on and happening every single day, because we simply do not have borders. Anybody,
who is what I call a wealth enthusiast, surrounds themselves around personal development, empowering themselves as
an entrepreneur, as an individual. Regardless, we have it here in Success University; and to me thats what makes us the
most dynamic, incredible and wealth driven opportunity on the face of the planet today.
TESTIMONIAL
Ive always had a massive passion for personal development, always helping myself and helping others and now
Success University has helped me to, basically explore all over the world and help other people to know that theres
strategy to being happy and successful in all sorts areas and Success University can do that fantastically, by giving people
the information that they need.
Since Im in sales Ive taken a lot of courses through Success University that are sales related and it has helped me to
build, self confidence. I took Brian Traceys secrets of a sales superstar course and immediately started to apply the AIDA
techniques to my research calls and the first proposal resulted in a $100,000 sale. And Ive been successful with most sales
ever since.
So for me, now, Success University is an expression of who I am and yes, and something Ive be doing it for a long time,
Ive been promoting personal development for 12 years and Ive been telling everyone I know, youve got to read these
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books, youve got to listen to these people, attend seminars, work on yourself and now I get paid for doing something Ill
do for free anyway.
In a nutshell, I wouldnt be where I am and who I am and I wouldnt be doing the things I do today, if it wasnt for
personal development. I am absolutely clear about that and the beautiful thing is, that same opportunity is available for
any human being on the planet that wants to discover it. Its just simple information, that if you apply it, works every
single time.
Its so exciting to empower people and just to give them back their lives.
If youre going to be successful in life, personal development education is going to be very important for you and if
thats something that youre looking to get involved with, there is nowhere else in the world that youre going to have
access to the amount of information that we have, with the quality of speakers that we have an affordable price. From a
product standpoint, you have access to more information, from more speakers with world class information than youre
going to find anywhere else at the price that we have.
From a business standpoint, your able to plug into a system, with everything already in place for you that really allows
you to create income very quickly, as well as long term passive residual income. So a lot of our customers, a lot of our
affiliates are really developing amazing businesses, both on a part time as well as a full time basis.
Its a very easy business because its just a case of picking up the phone, giving somebody a website, they go to the
website, they watch the video, they like it, they join. Its absolutely amazing. Since Success University I have been
fortunate enough to travel the world promoting Success University, going to different countries, meeting new people
and my hobby of golf, Ive been able to do that a lot more now than I used to do before.
Im a small business owner and my experience is, to make money you have to work for it, and the moment I stop
working, the money stops coming in and thats extremely frustrating because theres a lot of other things that I would
love to do with my time but I have a responsibility of bringing in money.
So what I saw with Success University and by plugging into the system that they have, I can not only make more
money, but make a residual income that keeps coming in month after month. Ive been involved with Success University
for a little over six months and already Ive been able to buy the car of my dreams.
Before Success University, working in a Fortune 100 company I was very successful, able to earn six figures plus
bonuses, stock options, the more I got promoted the more I worked though. The more I was away from my family,
getting up at the crack of dawn, leaving the house when its dark, coming home when its dark. Not really getting time
with my three year old daughter at the time and, you know,
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I think thats what I really struggled with most was I wasnt seeing my daughter grow up, thats really when it started to
affect me and I was getting more money, but it just, it never seemed to be enough for the family, and I just was missing
my family always spending time at the office and I knew there had to be another way.
I knew there had to be a better way to do it and, you know, took a look at Success University, was extremely sceptical
about it at first but every time I looked at my daughter I couldnt say, Sorry honey, daddys sceptical, so were going to be
stuck in this position forever. And that really was the impetus to jump in and I was really, really excited about Success
University, the opportunity it gave my family, and everyday Id see my daughter and know that we are working toward
something better and eventually 15 months later was able to leave the corporate life, forever to spend time with the
family, to now do the things I want to do, not be chained to an office, not be chained to that corporate position.
And success just started to happen, I mean it was literally just like that, just from using the tools and plugging into the
system and then showing other people how to do the same exact thing and watch them get successful as well, it just flat
out works
I am in control of my life and its truly, its truly amazing to be a part of such an incredible company that is all about
empowering people all around the world. Our involvement in Success University has allowed us to truly become the
family that weve always wanted to become. We now get to do what we want to do, when we want to do it. We are much
more in control of our lifestyle, of our time together and we get to share that together as well.
Within three months of starting Success University, I started earning a healthy six figure income that now gives me the
freedom to basically call my own shots and do whatever I want with my life. One of my big motivations in life is my family
and my children and for me, building a business and building business with Success University and the income that I
earn, allows me to spend the most of my time with my children, being able to travel, being able to go to their camps and
their schools and spend time with them, so the exciting thing for me is, not worrying about my financial future knowing
that Im in charge and knowing that I have money continuing to come in to support me and my family, whether I am able
to continue to work or not.
You cant put a price on time freedom, being able to really do the things that are important to you and to enjoy your
family, spend time with your loved ones and Success University has allowed us to dream again. The support within
Success University is absolutely incredible, we have everything in place for someone to be able to succeed.
Success University will give you the vehicle to be able to mould your life in the direction you want to take it. It has
everything in place to help you become the person you only dreamed you could become. What Success University has
done has given me my life. I no longer trade my life for a pay cheque. I get up when Im done sleeping, I go to bed when I
feel like going to bed, I work at my computer, I expose this business to people, show them whats available to them the
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same opportunity thats available to me and if theyre trainable, coachable and they have a burning desire to be more
than they are, then success is there for them as well.
Success University allows us to have a lot of time to spend with our children, gives us a lot of freedom to choose what
we want to do any day of the year, anytime of the year. We can take a vacation when we want, we can go to our kids
school for lunch and not even think twice about what day we want to take them to the doctors office, because we are
our own boss, we make our own schedule.
JOHNNY WIMBREY: I believe that in order to tap into the true definition of wealth, you have to find your why, your W-HY and when you see my family thats my why, thats my fight. My release from real life was living in a battered women
shelter, I was three and a half years old and I remember that.
Well my child right now, my youngest child is three and a half. I was the youngest child. I refused to allow my childs first
memory be destruction and drama and just pain. My drive in life is to make sure that my childrens earliest memory in life,
is greatness, is being happy, having the true definition of what a family should be.
Success University provides me an opportunity where I have to inspect what I expect and I expect my family to have joy
and peace and love and happiness and Success University has wrapped me around everything that I need to make sure
on a daily basis, as a father as a husband, as a man, as an entrepreneur, Im constantly bettering myself.
I believe when one learns how to develop themselves from the inside out, then the outside success will come. I believe
the true definition of character is who you are when nobody else is around and thats why I think and I know, that as an
individual I must surround myself around the principles that are helping me, that are empowering me so my character is
always shining.
MATT MORRIS: When I was thirteen years old, my father committed suicide and when he committed suicide it was, you
know, very traumatic for the entire family for me as a thirteen year old boy and what happened, you know, as I got
involved in the personal development industry I can remember to this day being eighteen years old, going to a weekend
seminar and coming home that night, just so filled up with passion, and you know, with this burning -this burning feeling
in my gut of knowing that if my father had been exposed to this type of information, that hed be alive today.
So, I think thats been a major factor of just having something like that in my life and, you know, being exposed to this
self-improvement, being exposed to the personal development industry and realising that we, you know, we really can
make a huge difference in so many peoples lives.
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MoneyMasters
FEATURING
LORAL
LANGEMEIER
The Millionaire Maker
Loral Langemeier
LORAL LANGEMEIER: How are you? Sttay on your feet if you
MEET LORAL LANGEMEIER
want to be a millionaire. Stand up, stand up, stand up, stand
Born and raised on a farm in

n Nebraska,
up, stand up, stand up. If you want to sttand up if you want to
Loral Langemeier did not sta

art out in
be a millionaire this is a serious quiz. If not,

n being poor is in the
life with money or connectio

ons. Loral,
next door.
a master coach and financia

al strategist,
built her first business in hig
gh school, and by the time she
So seriously I think its interesting firrst of all I want to just

check out the room. Whos from Americca? Who is not from
America? I know theres a lot of international folks here. So Ive
was 34, shed established a multi-million-dollar

m
portfolio of
properties, businesses, gas/o
oil and notes.
Recognised by her peers for her personal commitment to
met some other folk. See theres a coup

ple at the back of the
helping people create unima

aginable success, and
room. All right, so the principles are the

e same. The only piece
acknowledged by thousand
ds of clients for the substance,
that is going to be really different for yo

ou international folks is
insight and applicable valuee her programs provide, Loral
the incorporation and tax pieces, okay, but the principles even
Langemeier has emerged ass one of the most successful
of that is the same.
business and motivational speakers

s
to hit the lecture
platform.
So what I do is I start with what we call a millionaire maker quiz because I think a lot of people say, especially in America,
I want to be a millionaire but very few
w people are really willing to take action. Like I think a lot of people think and I
was in the Secret too with Bob Proctor and
a everybody else they think they think theyre going to think their way into a
millionaire status. Now, I can guarantee
e you if you dont learn bookkeeping all this fun stufff Im going to teach you like,
how many of you are excited about doiing bookkeeping? Its really boring, right. Yeah, Im with
w you. How many of you
love paperwork? Exactly, not one of you
u.
So the reason that a lot of people truly dont become millionaires is they dont do the worrk. Like, in the Secret I really I
mean I am absolutely a big fan. Were going
g
to talk about the Law of Attraction and if you dont
d
move your feet you will
never get there. A lot of people talk it but
b they have an undertone of cynicism. They have an
n undertone of, Its too much
work. So I would say then stay on the couch
c
and stay poor because truly it takes action. Acttion that were going to talk
about this morning that is going to be, I think, surprising to a lot of you and it is so doable. In fact, our millionaire maker
plan is three to five years. So how manyy of you want to do it in three to five years? And we consistently
c
can knock it out of
the park in about 18 months.
o 30 year plan. I dont know about you but thats a litttle long for me. Right, when
So the automatic millionaire is a 20 to
there is a way to become a millionaire truly if you really want to go for it but you have to, like
l if I say youre going to do
10 things you better do 10 things. If you
u do seven youve just added a couple of years. Right, so it is a very, very specific
model. We know how to transfer the model like no one else in helping you become millionaaires like this.
So, no you stand up. What are you doin

ng sitting down? Get back up.
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Loral Langemeier
Okay, for those of you who had any negative thinking or conversation about money in the last 24 hours, this is question
number 1: any negative thinking, any negative conversation including I dont want to get up this morning. Im tired
because I listened up very late last night so I see that belongs to the couple right there. So any negative conversation
at all about money or thinking have a seat. This is a truth telling test - so if you had any negative thinking, okay.
Question number 2 is really about you as a millionaire knowing exactly where you are. So millionaires do know where
we are. We know our income, we know our expenses, we know our assets, liabilities, our cash flow, our net worth, like
within a couple of hundred bucks. Like, you can really click you know, you can click a report and get a P & L and Balance
Sheet and know where you are. So if youre not that organised youve got to have a seat. Oh, oh, there we go.
Its actually an amazing reason why so many people see you can do a lot of the stuff that a lot of the other speakers
have talked about as well. So you can make a lot of money but Ill tell you, if you dont know where its going and you
dont protect it through incorporation and tax strategies you can make as much as you want and its going to go out as
fast as it goes in. So be organised. Now again, Im not saying you have to do it. Im just saying you have to do this activity.
It has to get done for you by someone else.
Okay. The next, third question, is about what we call Freedom Day. Now, the traditionalists call it retirement but what
happens when you retire? You die. So thats really not helpful. Like, why create all the money to die? I mean, do you know
that the Webster definition is to lay to pasture, to retire. Like who wants to go lay to pasture? And who wants to do like,
have you ever noticed like, how many of you have sat with a financial planner? And have you noticed, like, they plan
you to get poorer as you get older? Like, is that the most absurd model ever? I mean, they truly plan you for poverty. Its
pathetic. So we are going to plan you to be obscenely wealthy.
Like, first youre going to hit millionaire status and then theres a way within every three to three and a half years you
can start doubling your wealth, not the rule 72 in the seven years. See the older rule is lets double your wealth every
seven years. I know that you can do it in every three and a half. You can start doubling. So when you become a millionaire
then in three years or less, if you really do it more aggressively, right, then youre worth two, and then two to four, four to
eight. Like, how many of you like that plan? Like thats millionaire maker planning. Thats not, Oh lets make 100,000 and
as you get older well do 80. Like who wants to get more? Why downsize your life? Right. Why not upsize it and have a
whole bunch of homes in a whole bunch of places? Thats a far better plan, a far better plan.
So we call it Freedom Day planning, meaning you can do this anytime you want at any age. Like we have people as
young as 17 on this kind of planning process and their goal is to become a millionaire before theyre 20. We have people
as old as 86, I think is my oldest client right now, and you know, their goal is to re-rack their entire assets. We call it get off
your lazy assets. Because so many people have a lot of assets and theyre not making any money, right? So theyre like
cash poor millionaires. Its horrible what the financial planning community has done to a lot of people.
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So if you dont know your Freedom Day goals, meaning how much cash flow and how much net worth do you have to
have so you can truly say I have the want-to life. I can do what I want when I want which is really the ultimate reason why
people want financial freedom. Like, when you really look at it, why do you want financial freedom? Its to live a choice.
Isnt it? You can do what you want when you want. So if you dont know that number, like is it 10,000 a month, is it 20,000
a month, is it 50,000 a month? And how much net worth do you have to have because if you dont know that number
have a seat. Were going to figure that out in the next hour and a half for you. Okay, so thats goal setting.
So if you notice in the three things its managing how you think about money in your relationship and your
relationships. Its knowing where you are and knowing where you want to go.
Now, this next one is a little more sophisticated. So for those of you left standing how many of you have your own
business or your own thing that you do to make money? No, you dont have to sit down yet. You dont have to sit down.
Do you have a job? Do you have a job? No.
What are you doing? -- Managing my investments.
Oh, good, all right. So within your investments do you have any real estate or other things that are independent. Okay,
so in this category if you have assets that are not protected and specifically a business that is not protected by corporate
structure you need to have a seat. Meaning LLC, limited partnerships because if you own that stuff privately you are at
risk for it going away and youre not in the best tax system in the country. So we need to protect these assets because
one little bump in the road could wipe it out and insurance no, thats not how you protect assets. Thats how you might
get a little recovery, okay.
So for you left standing we have, one, two, three, four, five, six left standing. How are you by the way? Good to see you.
Shes one of my clients I know. I like her a lot. So its good thats shes still standing because Id be nervous if you were a
client and not standing. Then you would say the stuffs not working.
So the next one, though, is about your assets, about this whole portfolio that youve been building. Some of you have
been building, some of you dont have anything yet, but if its not averaging at least 10 per cent or more, like a double
digit return this little oh, the market is making eight. So? When what we can do, like a lot of us it means, you know,
real estate, oil and gas , like really investing, getting off lazy assets, really moving is a double digit return game easily. So
for you six if youre not if your average portfolio is not performing at least a double digit 10 per cent or more have a
seat. Im talking about your total asset base in collective average. My businesses are 30 - 40 per cent players.
You take your average asset base and whats it making? So, like, I have some businesses I own that are making 20. Some
are 28. I have a few that are in 30s and 40s. I have gas and oil in the 40s but Ive got some notes down in the 10.
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But were also looking at cash flow. Just because you have a great appreciation but if its not sellable who cares? It
might be the market may say its appreciated.
Well talk later because yours probably is if youve got that kind of gain. I would bet. Ill let you stand and then well
figure it out. All right, so we have three left, drum roll. Are you ready? This is my favourite question because this is about
team, right. So you notice its about your psychology and your relationships. Its about being organised. Its about
knowing where youre going to go. Its doing it right through the right tax planning. Its making your assets work for you
and the last one its about having a team. So if you clean your own house have a seat. All right, well talk about your team.
So for the last of you two its really about team. Its knowing that you need your life supported. The biggest excuse why
most people dont become millionaires is they say, I dont have?Time.
Time, I dont have time to do this. I dont have time to do this. So its about prioritising and sequencing your time. Very
critical and we have t-shirts that actually say, If you dont have time you need a team. Like, you have got to get your
life supported. I dont know about you but running errands and doing filing and cleaning your house like none of that is
going to create you a millionaire nor do millionaires sustainably do that activity. They hire it. Right, you strengthen your
strengths and you hire your weaknesses in a true millionaire maker model.
Now, if you want to do the 20-30 year plan then you might want to keep cleaning your house but thats not what were
talking about. So part of what Im going to ask you to decide is what kind of process do you really want to be in because
ours is three to five years. Its very aggressive but its truly going to make you a sustainable millionaire.
So if you dont have a team plan, meaning your life supported, assistance in your businesses if you have businesses,
bookkeepers, CPAs, lawyers, all those kind of people in a plan. You dont have to have them activated but a plan for them.
You can stay standing and you are well on your way.
So there are definitely kind of what I call higher ending - with you well get you a maid again - things that we can do to
help you move but two of all of you, I would say, are clearly ready to become millionaires. So give these two folks a hand
very good job, thank you.
Jump in the mike there, dear? -- My income since Ive been with you, which has only been like four months, has tripled.
My income has tripled.
Whoa, good job, thank you. Your cash machine - were going to talk about having a cash machine. So very simply heres
the millionaire maker model and then were going to actually do a plan, okay. So very simply if you have to learn to make
money in the traditional model finance no one has taught us to make new money. What the traditionalists have taught
us is to go get a ---? -- Job.
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--- job and live on fixed income like thats going to make it. And then what you do is you see all this big lifestyle stuff
you want and you try to pack those lifestyle goals in a fixed income. Like that is a joke and you should all be offended at
the traditional financial planning of America, especially in America, but it is really a worldwide phenomenon, of have a
fixed income because thats going to create security, right? Seriously? No, its not. Who has control? If they want to let you
go? They do. Who has control of changing your health plan? -- They do.
Who has control of your defined benefit or your 401(k) plan? -- They do.
Right. So isnt this helpful. Like, up in the Bay area our offices are in the Bay area, I live in Lake Tahoe, and so we have a
remote access there. But did you guys see the tanker fire? Yeah, there was a big tanker fire. Its devastating. Its like the
maze right where the whole earthquake just collapsed, just burned through the bridges. You should see it. It looks like an
entire earthquake just hit the Bay area again. Its amazing. So the people who have jobs in the Bay get to deal with like an
absolute transportation nightmare again, right? Versus have your own business and you can work at home in your little
jamas and then watch everybody else scramble around the Bay to try to figure out how to get to work and its probably
going to take then an extra two to three hours to figure out how to get around the maze which is the primary
cornerstone of figuring out.
Like, why do you want a job? How many of you have jobs? How many of you like those jobs? So you can kind of like it
but lets be clear, is it truly security for the rest of your life? No. Now, thats an old industrial age model. So again back to
why and how Im going to convince you millionaire maker planning is the only way to go because youre going to get 18
months consistently. In fact, weve made millionaires in 240 days 240 days, like how many want that one? Isnt it
exciting? And for those of you who are already millionaires we need to get you a rate of return like making some bank,
like really making money.
So again no one teaches you how to have like learn to earn money. You learn to have an occupation. Like my son is in
first grade and they recently had occupation day. Right, so everyone is supposed to dress up like the thing theyre going
to become. Now, whats the problem with that? Its sort of an interesting little activity but whats the problem with that
activity? I hate that activity? -- Youre programming them for a job.
Youre programming them for a job and also whats worse about that because the psychology around well, what if
they want to be a firearm. How much do fire fighters make? Forty, 50, 60, if theyve really been around a long time they
might make 70 or 80 and run the department. But what else? And what about the teachers? One of the most critical jobs
of America unfortunately theyre paid what? Thirty if theyre in a private or a charter or magna type system maybe 60 or
70 but again youre programming their psychology that this is all theyre worth, right.
But if youre like smart then youre an engineer or youre right, a doctor or a lawyer. I mean, and the truth is those guys
dont make a lot of money. And if youve ever checked the medical profession lately I wouldn't touch it with a 10 foot
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pole, right. I mean, they arent getting paid. Theyve got huge claim nightmares. Oh, but lets condition our kids. Do you
guys see the problem? The problem is were still in the industrial age, in our thinking and our teaching about money and
the education system and the financial system go hand-in-hand unfortunately.
So really what we need to teach our kids and I really believe in third grade. Like, were launching actually next week a
foundation off of Live out Loud called Give out Loud and the money is going to be dedicated towards a 13 book series
that were getting blessed right now, which is Wealth Building for Kindergarten, First Grade, Second Grade, Third Grade,
Fourth Grade, Fifth Grade and then were going to move it into the private sector first because thats who will help fund it.
Lets be honest, the public system is not going to do it and start changing. Like third grade were going to teach Learn to
Earn.
So theres no occupation day. Theres what are you going to do to create some money. Were going to teach marketing
and sales because, you know, history was interesting but I would have traded that for marketing and sales skills in two
seconds. Calculus was interesting. How many of you liked it? I hated that year. I hated that year. It was a miserable year;
wasnt it? Like, I would have traded that for real finance in high school; wouldn't you? Like personal finance this is such a
funny little thing they teach you how to balance your cheque book. Isn't that cute? Like what does that really tell you
when you balance your cheque book? How much money you have in the bank but it didnt tell you if you were profitable
big difference.
Right, and you can teach like, Ive taught Logan since he was five. I mean, you know, we do these little different
businesses and so the simple one that you all would, kind of, resonate with is like a little lemonade stand. So if you go
down to your little local grocery store and you buy $12 of stuff, right thats an expense but if you only made $8 that day,
like to the kid that looks like oh, I made some money but the truth is theyre still theyre in the hole $4. I think you
need to teach that. And then so, of course Logan, you know, whos been around this his whole life says, Well, thats okay
Mum well just do it again tomorrow and then well be up but thats the truth of whats going on not the kidding about
whats going on. So just because he got eight bucks in his chequing account he didnt realise he took out 12 to get the
eight.
So, I mean, Im talking about basic stuff needs to be re-taught and we need to be re-taught. So what Im going to tell
you today is going to challenge all conventional wisdom. So are you ready for that? -- Yes.
Like, 240 days weve made millionaires. Consistently in the last five years weve made over 500 auditable millionaires.
Like this thing works. Its a complete different foundation now. And Im with you, I hate paperwork but I hire bookkeepers
and other people to keep me organised. And so when I say hire people what immediately goes through your mind? -How to finance.
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How to find them but how to pay for them. And so, right, were going to have a cash machine. So small businesses
and the reason I dont use the word small business is small businesses tend to fail and they fail for very obvious reasons,
in fact 90 per cent but the other high side that nobody talks enough about is small business is the backbone of the
American society, not large corporations. Small businesses, small corporations, right in the lower millions of dollars, of
that kind of sized company funds the American backbone. Like, that positive thing is not whats talked about. Its, Oh, its
risky to start a business. So I dont call them businesses and youre going to notice that I changed the language of money
because for adults if I gave you like small business could have a negative or risky association for you but if I give you a
new word to associate it called a cash machine its easier to give you a new association than change your negative
thinking about something else, right.
So, like, budgets are like diets. Were just going to throw out the word. Its a horrible word. No one is doing budgets,
right. Like, how many of you like a budget? Right, its horrible. So lets just get rid of it. Lets just eliminate it from the
dictionary and act like we dont know that word existed and were going to create a new word called forecasting which is
how do you spend money. Make sense?
Like retirement, we already changed that word. What do we call it? Freedom Day. So were not going to retire you, were
going to have a Freedom Day. So do you see were going to change the vocabulary of money is one of the things that
might be a little confusing. So Im just going to say it upfront. We have to change the way we think about money and the
better way to do it instead of drilling your head No, its not like that it is, its just a horrible word, some of these, so lets
just get rid of them. Bring new words in so you have new positive associations.
So when you think of the word cash machine which is what youve been doing, is a cash machine, what do you think of
when you think of a cash machine? Isn't that a fun word? Like its a cash machine, right you put money in you get money
back. You put money in, you put money back. Its just this great you make a quarter you get back a dollar, right. And if
you really know how to run businesses, so it sounds like you do too, love business you can put in right, for every 50
cents I put into business typically I get a dollar back. So Im usually making nice little returns on businesses and real
estate. Its very fun. Like, what else would you do when you know how to do this.
Isn't this exciting? You guys dont look very excited. Okay. And the other reason I like cash machines is were going to
break it down. Im going to show you our five step model for cash machines. How do you make new money is that when
you think about a machine I want you to think about turning dials. Right, so you can turn this dial to turn up more cash.
You can turn this dial. You can turn this dial. Right, so the dials were going to talk about are marketing, sales. Write this
down because theres four big ones that absolutely no kidding will have you make more money than youve ever made.
And I think these are the skills that need to be taught early in our kids lives.
So one dial is marketing, you need to turn on a marketing machine. One dial is sales, another dial is finance and another
one is leadership. So if we taught our kids those four skills and as you learn those skills youll make more money in your
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life. Okay. So you can sit in your seat and you can look up at the screen and say, Well, this is interesting and Ive heard
some different speakers but Im still going to just think about what I want to do. So, Ill think about it I think is the most
interesting American excuse. So Ill think about it. I mean, how many of you say, Ill think about it? Come on, cop to it.
Okay, now keep your hand up high, your right hand, and say, I swear ---? -- I swear ---
--- I will never ---? -- ---I will never ---
---Ever ---? -- ---ever ---
--- say Ill think about it again? -- ---say Ill think about it again.
Say, Im going to be a decision maker? -- Im going to be a decision maker.
All right. Now, high-five your partner and say, Im a decision maker? -- Im a decision maker.
So which means youre going to say yes to things and youre going to say no to things. Now, just because you say no to
things it doesnt mean for the rest of your life and I think thats a huge problem that people have. If I say no thatll hurt
their feelings and I have a high need to be liked and I have a high need to look good. So, Ill just say Ill think about it is
a little interesting excuse. So how many times when you said, Ill think about it you really never thought about it, it was
just an interesting excuse to not have to think about it? And lets be honest, thats the truth. So I want you to start saying
yes and no. So commitment means yes and no. Right, and it could be just, No, not now. It doesnt have to be no,
forever. It just means no, not now.
And as you start your millionaire plan opportunities are going to come so fast that opportunities themselves will be a
distraction and that could be fun.
I can remember when I was in my young twenties, actually I was walking through a hotel lobby with Mark Victor
Hansen, and he said, You know, Loral, there are so many opportunities in a day that I can't do them all in a lifetime and
Ill never forget that comment because I remember I felt like this, Where? Where are they? Where are they? You know,
how many of you feel like that now? Like, when I say that how many of you feel like, well, where are because Im not
seeing them.
And so part of it is changing your relationship with money because the opportunities are everywhere but if youre not
conditioned to see them then you won't ever see them, right, youre going to operate in this little vacuum. But
opportunities literally are everywhere to make money in your life but if youre not, again, conditioned you won't see
them. And you need to say yes and no because there will be opportunities that youll want to say yes to but they
really arent going to serve you today. Does that make sense?
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And then theres opportunities you need to say yes to and even though you might not be excited about them theyre
going to make you really fast cash. So whatever youve decided to do, what did you decide to do, what is your cash
machine? -- Ive got two.
Whats the one thats tripled? -- The trustee.
The trustee the note business has tripled? Perfect. So she has a cash machine doing trustee notes and thats the one
thats tripled but shes doing two. See my advice to her would be narrow to the one thats working the best, make it a six
figure machine, then turn on the second machine. Like, lets get that first one to six figures quickly and then start
doubling in? -- It already is.
It already is. See then you can have two. So some of you, a big mistake in this great book called MSIs, Multiple Streams
of Income; anybody read that? -- Yes.
Okay, the problem with that I totally agree with it but unless each of those machines can create 100,000 why would
you have three or four things dabbling along at a thousand, a thousand, a thousand a month? Like that is a huge waste of
your time. Because at a six figure machine, right, your ability to create $100,000 dont you think youre a pretty darn
good entrepreneur by then? Right, youll know the marketing, youll know how to sell, youll know finance and youll
know leadership. So when you know those four things then you can do another widget and then another widget because
is it about the widget? Say no? -- No.
Because I dont frankly care if you like your machines. How about that? See that little book called, Do what you love
and the money will come. No, it won't. No, it won't. If you like sitting on the couch youre not going to get money? -Yeah.
Like, youre not, youve got to move your feet. Youve got to be in enormous action and, in fact, for those of you Ive got
to just, like, tell you this: as you commit to being a millionaire, millionaire-maker way, which is like lets go. Youre going
to be more active. I dont call it busy because again busy sounds horrible. So youre going to be more active than youve
ever been in the history of your life. Like, are you excited about that? -- Yes.
The difference is youre going to love what youre doing. See, I think busy work is associated to things you dont like to
do. See, and Ive kind of redefined procrastination. I think when people procrastinate like, actually Ill ask you a question.
Why do you procrastinate things? -- You dont want to do them.
Thank you. You just dont want to flat out do it. So dont. Hire it. And then you say, Well, how do I hire it? Well, youve
got to make some money. Right? So her six figure cash machine now can afford the maid, the bookkeeper, the
paperwork, all that stuff you dont want to do but you have to do it to become wealthy. Anybody who says you dont is
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lying. Ill just say flat out they want to make it sound great but lets be clear, if you can't push a button on QuickBooks or
some sort of a software system for accounting to put out a P & L and a Balance Sheet you arent even close to becoming a
true millionaire sustainably.
Anybody can make a million dollars. Lets look at the athletes of the world, right? They have a great skill set but has
anybody ever really and I have evaluated them because Ive worked with the NBA. Where are the NBA players when
theyre no longer in physical condition or age to stay in the NBA? What are they doing besides a very few like Michael
Jordan and Magic Johnson. No, theres very few. Think about the whole of them and very few are smart businessmen. So
where is the whole of them? -- Bankruptcy.
Pardon? -- Bankruptcy.
Beyond bankruptcy, their life is worse. Theyre waiters and Im not saying those are bad things but, come on, these guys
made millions and now theyre waiters, theyre bell captains. I remember going to New Orleans. If you go to New Orleans
a lot of them live down there because theres these huge guys who then carry your bags into the hotels and thats how I,
sort of, got into this. And I said, So what did you do, like, youre a big guy? Oh, I played for the NBA and I said, Well, I
wouldn't be bragging about it if youre, like, carrying my bags. I get a lot of clients this way. So its very interesting.
But seriously, I mean, these guys bar tend. Do you ever wonder, like, what happened to them? Like how can you make
that much money? Think about lottery winners. How can they make that much money and now have none? So whats the
difference? They had no change in their psychology. They had no baseline. Like, no one gave them besides a cheque
book, right no one gave them the ability to understand their finances. No one gave them an investing path. No one
gave them a skill set called the cash machine.
So right now were working with a program. Were starting to work into the NFL. Where the guys towards their end are
looking now at what should they be doing as they exit? Whats their cash machine? What were they good at before they
were good at football or in addition to football? Right. And so weve got to back to what are they going to do and they
better start working on it now before they exit and they better get their assets moving. Isn't that fun?
See, I have a second book also that hit the New York Times list. Its called Wealth Cycle Investing. It was sort of a boring
title. My publisher made me have it because I wanted to call it Get off your lazy assets. Isn't that fun? Like it really
irritates the stock market people when I say get off your lazy assets because most lazy assets are in the market 8
percent, 9 percent. Come on, when you can crank out 20 on those things. Why would you tolerate it and why do you?
Because you dont know any better, right?
All right. So three things: were going to help you learn to make money in a cash machine. So why make money? Its a
pretty simple model. Then keep your money through legal corporate structures and tax planning. Like make it, keep it
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and number three, invest it. Its really not that difficult but were not taught. I have a finance degree and I wasnt taught
any of this stuff. I was taught supply and demand, economics, get a job, invest and I took a whole class on mutual funds
and bonds. I never did them because of that class. Like it never made no logical sense to make all these people enormous
fees and money and you made none. It was ridiculous.
And by the way if you dont know the Wire Houses make all their money the Schwabs, Fidelity, TDY all those guys
buy wholesale from the market and they sell to you retail. So do they have any true commitment and any skin in the
game to make you money? No, theyve already made theirs. But nobody tells you that stuff. Its just irritating; isn't it? Part
of my job is to get you so irritated about the traditional model youll change to this model. Like, I mean, truly I was so
irritated when I learned this from my mentors.
So in the Secret one of the things that they talk about is the Law of Attraction and what you think about you get and
then the little piece I always add and remind people, and you have to move your feet.
So, when you think about the traditional model, heres the traditional model, right and then, you know, ultimately my
goal is to get you to this new model of millionaire-maker style but in the old model and lots of people wrote books about
this. In fact, there was a woman on TV that I want a show actually Im in a pilot situation of having a show right after
hers. It will be very interesting to watch the audience hear her say, Go maximise your 401(k). You all know who Im
talking about, right? Im so much cuter than her too. So Im not going to snap at you.
So Maximise your 401(k), keep your job, go buy those mutual funds, right? And get out of debt. For Gods sake the first
thing you should do is get out of debt. And make sure you repair your credit on the way. Well, thats an interesting how
do you repair your credit and get out of debt at the same time. That doesnt happen that way if you really know how to
repair credit. You actually go spend more to repair credit. Oh, interesting theyre not telling you that part.
Or what you can do our way is go get a cash machine to make more money. If youre in debt who cares? I mean, really
who cares and, like, you know the automatic millionaire way is put $200 away a month. Like, thats slow and very tired.
Who wants to put away 200. Lets make 200. And if you want a lot say have three. Like are you worried about spending $3
a day? My God who cares. Like do you see how that whole conversation is ridiculous. Minimise and restrict your life. Dont
have your latte because that will save you $60 a month. Well, like that is such a horrible restrictive way to live life versus
lets just go make money in a cash machine and as you make the money lets keep the money, lets invest the money. Isn't
that much better to expand? -- Yes.
Now, write down these numbers. So if you want an extra $50,000 this year if youre going to create and again youre
not going to make it youre going to create it. Do you see the difference? Make it kind of connotates youre going to go
get a job. Youre not going to go get another job. With your skills and your know-how and your brains and your purpose
like you all were born with something to do. Right, youre going to create an extra 50,000. Heres what its going to
equate to it $208 a day. If you want to create an extra $100,000 youre going to create an extra $416 a day.
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Now, write these numbers down because part of your plan is to create this number per day. Let me just show you, if
you want an extra $240,000 extra this year heres how Im creating those numbers - youre going to divide by 12 thats
20,000 a month. You all with me on that? Then youre going to divide by four weeks. Thats an extra 5,000 a week 5 days
is $1,000 a day. So an extra creation of 240,000 is $1,000 a day.
So, I need you to you to pick how much youre going to commit to creating a day. Its a very important thing because
then were going to back in as part of your cash machine. Were going to back in and say, Well, what do I have to do to
create that? Like, how many widgets do I need to sell at what price point?
See, a lot of people say, I want to make new money. But how? Like, if you can't get that practical and tactical youll
never make it. Like I worked with a woman on the CNBC show where she was doing a lip gloss company. She was going
to sell her little organically made lip glosses for $6 a unit and I said, No. If you want an extra 208 you need to sell it for
$20 or $21.95 because then you sell 10 units a day. Thats more reasonable than selling 80 at your price point. And she
said, Well, I dont know that market. I said, You do too. You do makeup for TV people. $20 for a thing of lipstick. I mean
its not that far off a Mac and its not that far off a wash. So just, like, crank up your price. She said, But then I have to get
a label. Who cares for 15 cents put a label on the thing and crank up the price by $10.
But you see that daily rate, right, is critical to know because then that does all your margins and does all your pricing
and if you can't get that detail then you can do this for real estate. So, okay, a $1,000 day. Right? Well, how many houses is
that to flip?
Right? See, you have to have this core base financial stuff to understand because when the money comes in it better
not come to your personal chequing account. It needs to come to a corporate account and were going to talk about that
in a minute. Okay, were going to work on your number but think about that.
So as you make a commitment how many of you, like were going to keep going here in the presentation, are clearly
committed to be, like, fast millionaires. That doesnt meant risky millionaires. It means sustainable but fast. What did the
rest of you have your hand down for?Theyre going to support the rest of us.
Theyre going to support the rest of us doing their jobs oh, their jobs. No it has created a life. All right. So heres how
were going to get started. So heres what we call the wealth cycle and this is in the Millionaire Maker book. Anybody read
the Millionaire Maker?Yes.
Has anybody been applying the Millionaire Maker? -- I think so.
This one has no CD attached to this yet. This has no CD attached to it yet. Actually you know what? The only part of the
CD that would be attached would be - I did a makeover CD that has two makeovers and that would be as close as this
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one gets. So for those of you who do our little package well throw in that CD. Were going to do a makeover in a little bit,
so youll see a makeover too. But this is seven families that we work with and seven true stories of how we did their own
financial makeover and very, very different style.
But critical and what we have to do in the beginning and its again back to this boring bookkeeping thing and in all of
our product packages we give you links to people who can do your bookkeeping for you because you dont want to do it.
I dont want to do it. You dont know how to do it so why waste your time? Right, and even if you figure out how to do it
you won't do it very good because you dont know how.
Like do you see how being self sufficient is ridiculous. Right, being a self-made millionaire. No one is a self-made
millionaire. I mean our whole concept is being a team-made millionaire. You have to do it as a team. Right, strengthen
your strengths and hire your weaknesses. That make sense?
Like, I had a woman - recently I ran into her, you know, several months after she got started on our program too and
said, You know, Loral, Im just about ready to start my cash machine. I said, What do you mean youre just about ready?
You should have started it the day after? She said, Well, Im working on my website and Im working on my
bookkeeping and shes doing both. I said, Well, did you just hire a bookkeeper? Well, no, I went and I bought
QuickBooks and I installed it and Im still reading the manual on how to do it. Like, thats kind of a slow boat. Right, thats
the 20 year plan. You dont do that. You just get somebody in who has a clue and they can do it in a couple of days.
Same with the website, I said, Do you know how to do websites? Well, no, Im taking a class. No! And even when you
do take a class dont you think theres people who are way better than you? Right? And who really know how to search
engine optimise and make these websites sing and make money? So why are you wasting your time? I said, What are
you good at? Oh, Im good at sales. Well, go sell. Make money. Hire the people to do this. Do you guys see how funny
this is? Like, Americans have it all screwed up. Like, being self-sufficient is going to work? Its boring and slow. Does that
make sense? -- Yes.
See, somebody has already done what you want to do and somebody is doing what you need to do. So you just go get
them on your team. Its like the Henry Ford model. Henry Ford wasnt like the super brightest, like, you know, light bulb in
the room but he was an extraordinary leader and could attract great talent. So, you know, I created this model after
studying him. Its called and write this down because its very funny, You say yes to every opportunity in the beginning
and then you figure out how.
Now, how many of you does that scare crap out of you? Say yes then figure out how. And why does it scare you? -- Too
many opportunities.
Theres too many opportunities so youre a little concerned about what to say yes to. What else? -- Its confusing.
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Its confusing and you dont know how, right? -- Right.
So somebody but heres what you have to trust in the Say yes figure out how model - somebody knows how. See
the difference. Like, isn't that that should just free you up a little bit and say, wow.
So, Ill tell you a little story. Like, I grew up on a farm in Nebraska. Like, I had the worst psychology about money ever.
Like, work hard, work hard, work hard, dont ask for it. Right, money doesnt grow on trees my mother used to say. Well,
of course it doesnt. You know, they make it in a bank. I mean, it just drove me nuts all her little conversations and my
parents conversations, Dont ask for it?
Right, how many of you with that whole conversation? And boy you better work hard, get a job. So I did some of those
stupid things and I did have a job in my twenties. I worked for Chevron. But here is my funny story about them because I
had my own little company and Chevron asked me to go to New Orleans and the guy who called me had such a Southern
accent that I couldn't understand him. He said, How would you like come down to NOrleans? I said, Narlans? Like, I
couldn't understand the words. I was 24 years old at the time thinking NOrleans? I said, What are you calling about?
Well, Im calling about the job, the job offshore. Im thinking offshore like Im from Nebraska. I mean offshore means
what? Well, its a gasnoil company, gasnoil. I thought I couldn't understand a word he said and then I said, What do you
want me to do? I was just, kind of like, I was still not knowing what he was doing. He said, We want you to come to
NOrleans and its a free trip. I thought, A free trip? And I said, I think Ill go. I said, Are you saying New Orleans?
And he said, Its pronounced NOrleans, mam. I said, All right, Ill come but I didnt have a clue what the heck I was
getting myself into. So I flew down and immediately they picked me up and they take me down to a helicopter pad and
they threw these, like, steel toed shoes and this hardhat and blue overalls and they said, Were flying offshore. Im
thinking where the hell are we going. So were in a helicopter. Were going offshore.
I still didnt quite know what we were doing but I did research enough to figure out Chevron was a gasnoil company.
Anyway so were flying offshore and theres this huge, huge contract where they wanted someone to design offshore
fitness centres. I was in the finance world and then I went to the health world and then I went back to the wealth world.
This was my health days. I have a Masters in Exercise Physiology for whatever thats worth. I mean, it was sort of this
interesting thing I did.
But anyway they offered me this extraordinary huge six figure contract to fly offshore and figure out how to put fitness
centres on the offshore oil rigs. So on the way back in they offered me all this money. I was 24 years old. And I was going
to live in New Orleans. Are you kidding? Like this is the party centre of America. So I said, yes. This was how it all began. I
said, Sure Ill do that. In the back of my mind Im thinking, How the hell am I going to do this?
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And so I stayed a couple of days and I drove down to LSU, right, Louisiana State University, and I talked to the Professor.
Oh, you got that? Theres no way you got that contract. I said, I did. And I said, And heres the deal Ill give you part of it
if you figure out if you show me how to help do it. You guys get it? -- Yes.
So the story goes on, blah da da, and then I ended up actually working for myself, had millions of dollars of contracts
with them and travelled all over the world doing this funny thing with them. Anyway so its a long and again so another
funny story is that I met Kiyosaki when nobody knew who Kiyosaki was.
And this is actually how I exited Chevron. We created a contract. I was going to help him move the cash flow games into
the world. Right, so I had this distributorship with him. And, again I said, Yes and he said, Do you know how to do this?
Yeah, right. And I went down to some marketers and they taught me how. Do you guys get it? So this is about a team
sport as long as you have the guts to put people on your team.
I bought some laundromats and this is as recently as last year. I bought some laundromats and I went to the guy that
had nine of them in the Sacramento area and I said - by then I just get right to it. I said, Ill give you 10 per cent
ownership if you show me how to run these things. Now, Im a smart businesswoman. Its not really hard to run a
laundromat but why would I give somebody 10 per cent? -- You dont have to do the work.
I dont have to do any of the work and immediately I can be profitable because he knows he said, What do I have to
do? I said, Give me your brains and all your contacts. Like, I dont want to figure out the best security company. I dont
want to figure out the best maintainers of my washers and dryers. You know all those people, just give them to me. Ill do
all the money, all the time, all the hiring, you just be at a phone call away, like, in the day. So if we have a break in I want
to know what to do. Are you kidding? Do you see how fast things get done when you can put smarter people, smarter in
that area, on your team? Do you guys kind of get it now? -- Yeah.
Everybody can do this but we werent taught to do this. We were taught to go work for somebody else. Its so boring. All
right, so wealth cycle now here is the fun paperwork. Just say Im excited about paperwork? -- Im excited about
paperwork.
Because people dont do this just because they dont get excited about paperwork. You dont have to do it though. So
her, just for you beginners, and I dont say that condescendingly, youre just beginning. So these are your two best
friends. Youve got two financial statements that will be your best friends. The top one is called the Profit and Loss
Statement. Its all the income you make and all the expenses that you have. So what you make, what you spend is your
cash flow. Okay, its not disposable income and you just dispose of it. Its cash flow. You keep it.
Okay, the bottom form is assets and liabilities, thats a Balance Sheet, okay. Thats all that you own and all that you owe.
So your Profit and Loss is a monthly statement. Its all that you make in a month and all that you spend in a month. The
bottom is all that you own in your total life and liabilities is all that you owe in your total life. Thats like your life sheet.
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Does that make sense? Okay, so everybody is going to get a bunch of these and the reason I say youre going to get a
bunch is youll have one for you personally and then youre going to have one for your cash machine, right? Make sense?
And as you get more cash machines youll have more of these which is called the set of books. Youve got a bank
account for every business you have. For every piece of real estate you have you need to have a different accounting
system because you dont want to just say my real estate is successful. You want to say this piece of property has an
income and expense of this amount. Right, so you can learn all that you want about making a whole bunch of money but
if you dont have this stuff to back it up youll never know if youre really winning. Does that make sense?
Okay, so heres what were taught. Were taught to go make a bunch of money in a job and then get a big lifestyle
because thats kind of the All-American dream, right. Live in the right house, the right neighbourhood and then what we
find over time working with thousands and thousands of people and Ive literally coached over 10,000 people. We have
over 50,000 that have been in our programs. But were taught to get a big liability which is the house, the car, the stuff
and then what happens is that monthly expense cranks up the more you spend, right? So the bigger your liabilities are
that you owe everybody the bigger that monthly expense. So, if you lose your job youre still stuck which is why people
go bankrupt. Do you sort of see how that works? If you do it this way which is what we call I mean, really the Millionaire
Maker way, you get your assets then you get a lifestyle.
So we have so many people who have they look good and behind the scenes theyre broke. Believe me a lot of
America is like that. Theyre just living on a bigger pay check but they just look good broke. So what you really want to do
is create income through a cash machine. So I dont care if you keep your job. I truly dont want you to run out and just
quit your job. I want you to build a cash machine where you build up about at least half of your pay, then quit your job
because you already know that you can make the money and then youll just race to fill it up. In fact, youll blow past the
amount of money you make.
So as you make the money in this model we put it away and we put it into whats called the Wealth Account. A Wealth
Account is an account specific for you to start investing. And then we go to the other side of the house and we start
teaching you to really invest, like really invest, take some leadership of that. Unfortunately most people are parking and
praying. Theyre parking their money with a financial house or a broker whos typically broke and makes less money than
you and hoping to God and praying that theyre going to do something with your money. Its a horrible financial
situation.
So we want to teach you how to start leading your wealth so the assets, notice the arrow goes back up, to create
passive income. So then you create a whole wealth cycle. Like for those of you who have read Rich Dad Poor Dad the
difference in this is in his model you take assets and you move passively and then your passive income is over your
expenses.
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In our model we add in the cash machine. So we want you to make new money, put it to work and bring it back? Right,
and by adding new money is the super charge. The cash machine is the super charger because as you make more new
money and put it away and learn to invest you start cycling at literally three years. Ive been doubling mine about every
year, I have it that wired. My wealth cycle is just tight. Make it, invest it, make it, invest it, make it, invest it. Double digit
returns that thing just starts spinning, its so much fun.
See your next big fun thing is to then really manage like manage because its going quickly versus very slow. All right, so
does that make sense what were doing? -- Yes.
So even your children need a wealth cycle. You say, well how do I do that? Well, as your cash machine its your own
corporation, right. You say yes? -- Yes.
And can't your kids work for your own corporation. I have a seven month old daughter shes upstairs and with more life
support everybody says, Well, do you ever see your kids? Yeah, they always come with me. So for her, for example, I
had her in October. In December we took modelling pictures because we have wealth building for families, you know,
where we work with, you know, the kids as well.
So, she has to work for the company because shes very cute. So we had to take pictures which means she needs
paying, right, for her little face. So, you know, she had to get paid by the company which then if you have payroll means
you can get a Roth IRA. Anybody know what a Roth IRA is? -- Oh, yeah.
Its a tax-free tax-deferred for the rest of your life account. So what if you start cranking that little think up? See Im
pretty committed to trying like, were on track actually. I shouldn't say trying. Were on track to have our kids; I have a
seven year old and a seven month old, to become millionaires before theyre 10. And Ill tell you this stuff works and then
well write a little book once were certain about it and then again transferring just because we can do it doesnt mean
other people can do it. Transfer of knowledge is critical. I think thats a little magic thing that I have gifted because I want
to transfer that to you guys so you can become ---
But just to give you an example so she has a Roth. She has her own bank account. Isn't that fun? Shes seven months
old. And shes got, you know you can only pay people under seven about $4,200. So shes got about $4,200 in her little
wealth account and then I put 4,000 into a Roth. So actually she has 200 in her bank account and she has 4,000 in her
Roth because you can put 4,000 in. Isn't that fun?
Then a friend of mine and I we went to Mexico and we bought some land. Just to give you a little example of what
wealthy people do and this is all legal and its all available. No one teaches you how to do it. This is the irritating part. So
one of my friends, and hes got kids too so I bought land and he bought land and I took her Roth IRA and I optioned it.
Right? Just like any other real estate option. I put an option on his land and he put an option on my land on behalf of our
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kids Roths. It cost 1,000 bucks to do that. And that option is on legal record. So he can't sell his land and I can't sell my
land without paying that option off, right? That make sense? And the way that we wrote our options is that the profit
from the land goes into each others Roths.
Now, thats all legal. Now, if you go to Schwab Fidelity and those guys theyll say, Oh, you can't do that. Well, of course,
they can't do it but it can be done. Its just they can't do it. And I think what happens in America is you say when
somebody says you can't do it you think thats the universal truth. No, they can't do it. They dont offer that service but it
can be done and its done legally all over the world all the time.
So in about 18 months when we sell our land because were selling it out to some developers to build houses, the
profit, right, because the profit goes to the Roth because he can't sell it unless the profit goes. Its about a quarter of a
million dollars.
So, shell be about two years and be worth that. Do you just get it? Like, this stuff is available everywhere. You guys are
going, Oh, this is fun and anybody can do it but youve got to be taught how to do it and you have to this. And again
you say yes and you figure out how. Like the first time I heard that I went straight to that guy and said, I want you on
my team.
Like, I want you to teach me how to do that and it took me about two years honestly to figure that one out. Its a very
sophisticated move. Its not like super simple. Plus, you know, I had to check out the legalities because there was a little
like, Oh come on you really can't do that.
I did I went down and I sat with the Schwabs and I said, Why dont you do this? and they told me why and I said, Oh,
thats interesting and then I went and I figured out how to really get it done? -- So you optioned it the Roth IRA. Is it the
Roth IRA that owns the option?
Owns the option for a purchase price. Just like you option in the stock market, you buy an option to purchase at a
certain price. So its this whole legal form that you, kind of, put together. Im just - those are very advanced moves but Im
just telling you things are so available? -- This isn't a profit. So if you invested well, I mean, just to give you, sort of, a
market benefit is if you option, say, a nice stock theyre not going to limit you from putting the profit in if that stock goes
through the roof, right? -- Right.
This is the profit so there is no limit? -- Its the deposit thats maxed.
Its the deposit thats maxed. Its the profitability that can grow unlimited. Its so much fun. Its sophisticated. Its so
good. All right, so lets go on. So heres whats different. Lots of stuff is different.
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Okay, sequencing see I dont believe there is a step-by-step way and, in fact, I was convinced when you look at some
of my work and youll go through it and youll say, Well, Loral, you do some step-by-step stuff. I did in the old days and
the old days for me is less than five years ago. I made lots of moves but what we do in a month most people do in a year. I
mean we move. And youre going to start moving. Youll see your life will be at warped speed. Does that mean you have
to be crazy about it? -- No.
No, you can be calm and make that kind of money but things are going to move very quickly. And when people say to
me, Loral, you should slow down and I say, You should speed up. Right? Why would you let somebody slow down? So
you can feel comfortable. No, my train is moving quite well, get on my train, lets go.
So, what I noticed, though, is how because heres how my book thing happened. Like, Im not a writer you talk about
team. Im a talker. Like I know how to talk. I know how to articulate. I know how to think. Im a conceptual but to sit at a
computer and write words is like oooh, its like bookkeeping, its like horrible.
So, weve been doing this millionaire thing for quite a while, quite a while. In fact, you know, weve just been working
privately and doing this thing and McGraw-Hill came to me in 2005 and said, Will you write a book? I said, No, I really
dont know how to write books. I know how to talk. And so then they came back to me and they gave me more money. I
said, You dont understand this isn't about the money. I dont really need your money because its an interesting little
token quite frankly to write a book but I dont know how to write really and they said, Oh, come on but you have great
concepts. So I said, Thats right.
So anyway after six months of negotiating they gave me this high finance brilliant writer as my team mate. So I talked.
We taped my talks. We transcribed the work and then she made them into nice little things like that. I wouldn't have a
clue how to do this. I wouldn't want to know. Like, you have to end your sentences right and stuff like that, whatever.
This was, like, very painful to watch her do and I said, Oh, this is good and you have to have everything flow onto the
right page at the right time. It was like, no I have no time and tolerance to do this stuff. So anyway I got a great team mate
and she made it into this brilliant stuff that then became, you know, national bestsellers. So our third book is on cash
machines and is coming out actually its going to be in bookstores in May. So we did three books in 18 months.
But my story about that is when they came to me, like, I had to create something new. It was, like, well I want the nation
to know something new and what is it that we really do? And I really never put tight words to it. So this word came up. So
this is what we do thats different, we sequence people, meaning none of you ever will have the same sequence. If youre
in a relationship, like you guys are married, right youll have the same sequence obviously but outside of that, I mean,
youll have a very different sequence because what youve done to yourself is different. Some of you might be facing
bankruptcy. Some of you might have a big debt. Some of you might make a lot of money but you might spend all your
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money. Some of you might have a huge amount of debt and you live pay check to pay check. Am I, kind of, naming your
situation? -- Yes.
Right. You might have, like if you retired from your job, sir, right so retired and living and managing and working on
your investments. So, everybody is, sort of, in a different situation. So, there shouldn't be step-by-step-by-step. It should
be what should you do? So, sequencing means do the right thing at the right time for me, right?
So everybody does the right thing at the right time for you. Now, the coloured blocks are what everyone will do.
Everyone is going to do a gap analysis because a gap analysis is basically your baseline: where are you versus where do
you need to go, which is your Freedom Day. Thats the gap. So where you are, where do you want to go theres a gap.
Theres your planning process. So everybody has got to go through that and well go through all of that.
One of the workshops Im going to talk to you about is called a Wealth Planning Blitz. Were going to blitz your plan in
two days and get that whole thing done. The bottom - you all will need to learn to lead. Now, some of you may say, Well,
I dont like people. Well, too bad then stay poor. Its going to go slow because people will help you. And if a lot of people
say, like, But I dont want team mates. Like, Ive been ripped off before. I dont trust people.
Not trusting other people, truly, if I had to do a whole bunch of Bob Proctor psychology work and by the way Ive
been, you know, with Bob Proctor for 17 years, so I know all of that work very well. The truth is in that statement is I dont
think you trust yourself. So first youve got to trust yourself and then you can go trust others and in the process, by the
way, Im not waiting for you to trust yourself. Were going to just show you how to get legal contracts that will protect
you while we work on your psychology. Does that make sense? -- Yes.
Like, I dont care that you learn to think right about money then make money. I dont think thats true. In fact, as you
notice I dont say think, act and make money I say, act because acting first will force you into a new way of thinking.
So, for example the first story in the book: the family had a 25 year process of doing the all-American thing. They take
their only asset called their house and then they do what with it? Refinance it to take out a bunch of money to pay down
their lifestyle and about every five years they did this. So theyre on their fifth round. I said, Well, youve got to be sick
and tired of being sick and tired of this. Plus youre in the Bay area and youre commuting four hours collectively - her
two and him two, one in the morning and one at night. Four hours of your life is dedicated to a commute. Its got to be
horrible to live that way. And theyre like, Didnt know there was another way. Seriously, I was like oh my God. I mean,
when I run into people who really believe thats the only way to live, I mean, its heartbreaking honestly. Its like, Oh my
God theres so much a better life than commuting.
So, in their situation we met them right before they were going to go do this again and so I said, Lets do it different
this time. They said, No, you dont understand we have a bunch of debt and I said, Trust like theres a different way.
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So in this time we took $60,000 that they were going to go pay down debt. We took 60,000 and I introduced them to
some team mates. They went to Louisiana and they bought 10 little cash flow houses.
Those 10 houses produced $2,000 a month in cash flow and then we take 500 of the 2,000 and we pay down their debt.
So when their debt is gone because their debt will be gone slower than their other process. Right? it might take a couple
of years to pay down their debt.
Whats different now when their debt is gone? They have 10 houses. They have all the entity advantages of corporate
tax benefits, they have $2,000 in cash flow and do you think theyll ever do it again? No, they won't. Theyll do our process
but they won't ever do their old process again. Like, we broke the pattern because we taught them how to make new
money, do better investing.
Now, what was interesting is they had horrible psychology, right? So this was me challenging the think about money
differently first no, you act differently. So what we did was we put them on an aeroplane and said, Go to Louisiana.
And so she called me from the airport by calling me all sorts of interesting b names and things and she said, You dont
understand. I can't even believe Im doing this. I said, Get on the plane. No, you dont understand. Im very scared and I
dont trust any of these people. I said, Just get on the plane. No, Im not a real estate investor. I dont know a thing
about it. Get on the plane. Call me when you get there and I hung up on her. I didnt really know if shed go or not.
Now, other people would work on her psychology for a year. I couldnt care less how she thought about it. I dont care if
she hated me. Like, I knew this would work. So she got on the plane and she went down there. I didnt hear from her but I
heard from my mortgage broker. You know, not mine but the guy I use him too. I mean, thats why, you know, I had
already bought a bunch of houses there too.
And so I heard that she had already done it. And I didnt see her and I didnt see her and it was a couple of months later I
saw her at a seminar and I said, So how are you doing, Karen? And she said, Im a real estate investor.
Do you see how action through enormous fear with the right team members holding and supporting you, you just get
it done and your thinking changes faster than sitting around meditating with each other, but I want to think about
money differently just dont do it differently then. Now, Im not saying the other part is not critical but I dont think you
do one then you do the other. I think you do them both. And I think a lot of people want to think and think and think
about thinking about doing it. Just do it. And now are you going to be totally like stretched out and uncomfortable when
you do it this way? -- Oh, yeah.
Promise, but heck who cares? Youre going to be through it fast. The other way youre sitting on the couch thinking
about it theres no action.
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Now, write down these four words because its a part of this book too: Action will create an experience. An experience
is going to create evidence, right. Action will create an experience. Now, is the experience pleasant some times? Pretty
much guaranteed not. Pretty much going to be like, oh dont think that I wasnt - like coming off that helicopter I was
about ready to vomit all day. In fact, until I came up with the how I was going to actually I had just committed to a
contract I had no idea how to fulfil. Like, I didnt sleep for a weeks until I figured out how to get this done and then I was
like, whoo, through that one.
Action creates an experience. Im just saying your experience might not be pleasant for you, okay, but who cares. Youre
going to be on the edge. Put it all out there, what do you have to lose? But your experience was going to give you
evidence.
Like, the experience of being miserable on that trip gave her evidence she now knows how to go buy real estate and
now she has confidence and there is nothing better than creating confidence and certainty around money in anyones
life because Ill tell you with confidence and certainty and why wait when you just go through a little bit of uncomfort.
But heres how you alleviate the uncomfort, you get smart team mates, right.
The worst thing youre going to do is reach side to side and say, oh whats your name? Gayle, come with me. Right,
say were equal, right in our ability to make money and stuff. The worst thing youll do is get with a friend and say, Oh,
lets go together. Right, because whats going to happen? The next day shell call and say, Well, Im a little scared. Youll
say, I am too. Well, thats great. They were holding hands cute. Like, do you see theres no action going to be created.
So dont go side by side. You go with somebody in front of you whos already done what you want to do and you go with
them because shell say, Im scared and Ill say, So what? Get up, lets go. And shell say, No, you didnt hear me, Im
scared. I dont care, go.
Right, you see how like somebody has already played this comfortable doing it. Does that make sense? So our
mentoring and coaching is critical because somebody has already done it and were not going to freak out. While youre
freaking out well say, How you doing? Im freaking out. Well, good, Ill give you a little homework assignment, come
back. Does that make sense? Thats how you move fast.
Ive been mentored by the greatest people on the planet and they told me to do the most ridiculous uncomfortable
things where I lost sleep for days. I promise you they were sleeping. Right, because they knew that I would get through it.
Now, I might have screwed up a few bumps and believe me Ive screwed up a bunch of bumps but thats also why I
mentor and coach. Its because I know how to get you through those bumps and help you move around those bumps.
Like doing it thats why doing it solo stinks. Thats a nice word.
Now, heres your sequencing block because youre going to learn to leave your team and you will work on your
conditioning but these sequencing blocks are critical. So, write down these six and were going to come back to them.
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Some of you need to get off your lazy assets, right. It sounds like this gentleman right here, whats your name? Barry, right
so, Barry and Gayle need to get off lazy assets probably would be first. If we did that youd make more money now. Im
saying its all about efficiency and whats fastest. Some of you who have companies need to get incorporated.
There are two tax systems in the United States. One of them is for your Social Security number and one is for EIN
numbers, an Employee Identification Number. Now, how do you get and EIN number? And in Switzerland for you, Hilary,
right, theres some other version but its the same sort of thing. Its a corporate number that is taxed differently than your
Social Security number and dont kid yourselves and dont let the politicians kid yourself that the rich are getting richer
and the poor are getting poorer. We arent even taxed in the same code. The rules for the corporate structures are
different than the rules for the individuals and guess who gets hit the hardest? -- The individuals.
The individuals because they can control the fact that you work for somebody and they get to take the tax first. Then
you get to spend whats left. So write down these words. You get to earn, get taxed to pieces write down the taxed to
pieces part not just taxed but to pieces and then you get to spend whats left. Or you can have a choice to have a cash
machine inside a corporate structure. Now you get to earn, spend, do legal deductions then pay tax. So whos in control
of how much you pay? -- You are.
In the corporate model you are. So the power of a cash machine is the power of our work. I mean, clearly we want you
to invest but Ill tell you when you can make a cash machine move and learn to create money in your life, whoa, you are
home free, okay. So some of you who have businesses or hobbies like, I know a woman who has just got recently
divorced. Shed been married for 10 years. She had four kids. So, like, her life was raising children. She said, Well, I dont
have a skill set. I can't do a cash machine. I said, You have skills, girlfriend, you raised four kids.
So I said, What do you do? and she said, Well and I said, Are there hobbies? And she said, Well, I make
scrapbooks. I said, So go Google scrapbooks. She comes back to the room and she said, Its a $2.6 billion industry. I
said, I know and you do it for free. I said, So lets make that a corporation, an LLC or an S Corporation whatever, you
know. We have teams but all of our teams have links in those programs. So you get our access to those people. You need
access to smart people. Dont go wandering around the world trying to figure out whos going to do this for you.
So anyway she is on track now after 8 months and made over $100,000 scrapbooking. Because do you realise that
scrapbooking - when you make a 20 page scrapbook that you can pay up to $20 a page if it has photos and all the little
things on it? Thats a $400 book. You say well who the heck is going to spend that? Apparently a lot of people, $2.6 billion
are being spent on it a year.
So, a great stay home mom business, right. If youre a teacher have a tutoring company. If you have IT skills you can
have an eBay company. You can have a web based company. You can have a search engine optimising company. Techies
have huge ranges of skills they could do. If you like to write, be an editor. Dont do it for somebody else.
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How many of you like to write, youre good writers, anybody? Okay, heres how youre going to make six figures fast
you go to the web because theres a lot of websites that are written poorly and if youre a multiple language speaker do
the same thing and have writing skills.
So, you go out to the website, you find about 50 websites that are poorly written and you, kind of, re-rack their first
page copy and then you send it to them and say, I noticed on your website, you know, your goal is probably to convert
traffic. I would love to help you by helping you have language and writing. So, you can't offend them because they
probably wrote it and feel good about it and its really horribly written, right.
But seriously I have so many writers who are making $25,000 to $30,000 a month and they did this exact thing. They
went out. They found people who had horribly written websites and they became their writer.
Like, Im in the process of hiring another writer. I have a writer who writes for me, right, because I dont like to, right.
And Im writing all over the place. Im writing articles, Im writing five or 10 articles a week. Im not writing them, right.
Theyre getting it from my language, simple.
Cash machines some of you just need to make new money and quickly which means you do what you know how to
do not what you love to do. So, for example, I always see a lot of people and Im starting to pick on all my real estate
friends but a lot of people will say, I just want to go do real estate and Ill say, Well, have you ever done real estate?
Okay, how many of you want to do real estate? Okay, so could I pick on you, Gayle? Okay, but youve never done it. So
what do you know how to do? Like how have you made money? -- I taught.
So shes been a teacher? -- Yeah and also a massage therapist.
And massage therapist. So you may want to do real estate but tomorrow that is not your fastest path to cash? -- Right.
Now, I would say that you could do that in a few months but tomorrow you could have a tutoring company. Tomorrow
you could do a bunch of massage? -- Yes.
Right, tomorrow she could make new money. The reason youve not is because you dont have a market yet. Right, do
you see how you can, like, figure out these little machines very quickly? So Im not saying you can't do your dream thing
because ultimately if you want to be a real estate investor well go get there but tomorrow we need to make new money.
Does that make sense? And so, like, I have a lot of folks and if you say you dont like to teach and massage what do you
think Im going to tell her? -- So what?
So what? Im going to say, Too bad if you want cash tomorrow youre going to do what you know how to do. Does
that make sense? And for those of you who are much more righteous about that, Well, I dont want to, well then stay
poor for a while. Theres a way you can make money tomorrow, every one of you. You may not like to. Who cares?
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Right, do you think that I liked being a personal trainer after I left Chevron? Because I was in the fitness world, right, so
how do you think I bridged all my world? I did fitness training, I did aerobics training. I built more stupid fitness centres
for more companies. Did I love to do it? No, I knew I wanted to march over back to the wealth industry but you do what
you need to do to make some money because money I mean, how many of you made your own money. Doesnt it feel
good when those cheques come? -- Yes.
Nothing changes your psychology faster than just making cash. God, its so good. Isn't it exciting? -- Yes.
So turn to your neighbour and say, Im going to make new cash? -- Im going to make new cash.
So good, all right. Now, with your new cash heres our new word, forecasting. So heres what I want you to do. I want
you to take out two credit cards. Okay, get your bag take out two credit cards. Im going to give you the example of this
because otherwise you dont get this. Forecasting is not budgeting. So, come on, play my little game with me. Take out
two credit cards. I promise you I won't race you to the back of the room or do stupid things like that. Do that later but not
right now. First things first, lets teach you what to do and then have you fall in love with the process then you can decide
what to do.
So heres our lady - on your left hand put up one card and this is going to be like your personal credit card because you
all have a cash machine now, right? So your left hand is for personal. Your right hand is for the right deductions
remember right is right. So your right is for your cash machine.
So heres what forecasting means every time you stand in front of a check register you have your two cards and I
would bet heres the biggest mistake is most people spend with which card? -- Their personal.
Their personal. Like, put the left one in your pocket and unless its about five to six things I can pretty much say that
outside of five or six things you could write darn near everything off. There are 66,000 pages of the Tax Code in America.
So when you park here which card should pay for your parking? Your company card, right. Its your right card for the right
deduction. Remember right is right. Does that make sense? -- Yes.
Now, if you dont have a cash machine yet do you still spend like dedicate a personal card until you do and say
everything on that card is going to be a business deduction and youre going to start thinking about having a business.
So just start the behaviour and then once your business is up and running what are you going to do? Do a little expense
report and youre going to pay yourself back, pay your company right, your company is going to pay you back for all the
stupid money you spent wrong. So forecasting is spending right. When you stand in front of the latte shop today because
I want you all to go get lattes spend $3, right which card because youre at an event thats educational, thats teaching
you about a cash machine so this is all 100 per cent deductible. So which card should buy your latte? -- Business.
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Your business card. Which card should pay for your gas and parking? -- Business.
If you happened to spend the night in a hotel last night or tonight your business card. When you go home, right, you
should have a home office and if you have a dog thats about knee high it should be home security. So when you take
your little dog down to the shop to get groomed its home security maintenance so you use your? -- Business card.
Business card. Do you guys get it? -- Yes.
Like, why isn't America being taught this? Like, I can't wait until we vote for a President who says Im going to create
more entrepreneurs than jobs. Then we actually can get America on track because theres no other way out of this debt
mess that were in than creating new money and thats everyone creating new money not just the Government creating
new money? -- What about your cat.
Oh, yes, you can write off your cat. The woman who does our incorporations, who youll get her link in those programs,
she has a cat that has a blog because shes a cat lover and believe it or not theres a lot of cat lovers in the world. So how
does she get clients?
Shes a very smart woman. She has a blog with a cat and the cat lovers of the world come to her and then she says, And
oh by the way if you cat lovers would like to write off your cat let me tell you how and then she converts all these people
into corporate structures. Thats one of her marketing methods. You talk about brilliance. She writes her cat off. And your
little dog. Now, you can't have a little scrounchey dog, you have to have like a dog that could defend your house a little
bit.
You turn to the Tax Code and you say its right here and you have to have legal documentation that you actually have
your dog to protect your office. Now, by the way you dont have to have you personally probably dont have to have
your house landscaped but if you have a home office it needs to be landscaped; doesnt it? And it needs to be cleaned. So
your housekeeper is now a legal deduction. Your landscaping is now a legal deduction. You guys see the difference? -Yes.
And again if your CPA won't do this then fire him because theyre too lazy to look in the Tax Code thats 66,000 pages
and this is all legal. So youll be firing a bunch of folks when you go home and then well be helping you find new folks
because, like, my guy would write it all. I mean, hes the one who came up with this idea with my seven month old. Hes
like, Well, she needs modelling pictures. So shes legally registered with a modelling agency, right. This isn't just casual
stuff. Were talking about real stuff like real wealthy people do and then the money comes in.
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So what more security is there for you to have your own corporation - right, that you spend, you forecast right. You and
your family work for the company. You have your own health plans. You have your own 401(k) plans. Last I checked
unless you fire yourself you have security for generations. Does that makes sense, how this plays?
Like, having a job is not secure forever. Having your own company that has all those things now do you have to make
enough money to pay for the health plan? Yes but if you have a pre-existing condition like, I have a client who did all
this and when they adopted their child a few months in they found out she had a heart condition. Well, thank God they
had had her on the modelling contract thing and done modelling pictures and the health plan covered her expenses and
shes had five heart surgeries since.
Now, other plans if he was working I guarantee you they would have dropped her. They would have made something
happen that all of a sudden, you know, children arent part of the plan because they wouldn't have wanted to cover five
surgeries. It was millions of dollars. But his corporation wasnt going to drop the health plan. Do you guys get it? Like,
thats where security is. Weve got to get America thinking about being entrepreneurs again. Christopher Columbus did
not discover America so we got jobs. Did you ever think about how stupid that is? Like, do you think Christopher
Columbus discovered America because they have jobs and 401(k)s?
Right? He discovered it for freedom and entrepreneurialism and weve lost it. And a bunch of other, like, folks created
the fact that we wanted to lose it. They wanted us to lose it. We could have a whole political conversation about the war
and then wed kind of get to that point but we won't. You know thats a cocktail conversation whoops.
All right, some of you make a lot of money, you need to put it in a wealth account so we can start investing it and some
of you need to just go get out of debt but you never get out of debt first. Do you see how getting out of debt first gets
you nothing? By making new money and getting your money making money, then paying off debt you have a better
planning process. So all those little books that say go get out of debt, no! Wealthy people love debt. Donald Trump didnt
go pay off $900,000,000 worth of debt and then start over. Right, he just re-racked his debt and made more money. So
were going to have you re-rack your debt and make more money.
In fact, wealthy people carry enormous debt because we leverage like, were never even going to pay down your
whole house. Were going to carry mortgages which means youre going to carry debt. Who cares? You buy the right real
estate, that works, okay.
So sequencing is the magic to becoming a millionaire quickly. Youve got to do the right thing at the right time. So very
quickly, lets see Gayle, since weve started with you do you want to do a little makeover? -- Sure.
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All right, come on up here, girlfriend. Give her a hand because shes, you know, going to live naked here. All right, so Im
getting my little time clock, so were going to have to move very quickly together all right.\? So, Gayle, where are you
from? -- Los Angeles.
Los Angeles, you live here? -- Yeah.
All right, so if you look up on the screen were doing whats called the gap analysis? -- Okay.
Okay. So how much money do you make? Whats your income? -- It depends.
Well, just give me an average per month? -- Average per month 3,000 a month.
All right. And then how much of that do you spend expenses? -- 1,500.
Whoa, you live lean? -- Yeah.
Do you like living like that? -- No.
Good, so youre willing to change? -- Yes.
Like urgent willing to change? -- Yes.
Like no kidding, tomorrow lets make money? -- Yes.
How do you make your 3,000? -- Its not guaranteed but its a combination of doing my massage clients.
Massage? -- And then I work as a studio teacher in the entertainment industry. So its not guaranteed from day to day.
So when you say youre a studio teacher what do you mean? -- I mean when theres a kid on the movie Im in the
background. They have to hire someone like me to look out for their health, safety and welfare and to teach them on the
movie set.
Oh? -- So I go from a lot of money like eight or 9,000 a month if Im on a film to, like, no film-no money back to massage.
Oh my God. Okay, so for those of you who are creative and starting to get this cash machine model is she sitting on a
goldmine? -- Yes.
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But you can't see it. Its one of those opportunity things, right. You see the black funnel and we all see whats possible? - Yes because ---
Were going to have so much fun? -- --- Im really happy when Im making the big bucks.
Of course youre happy. Were all happy when we make money? -- Yes.
And were really sad when we make none? -- Well, when I ---
Actually I get angry when I dont make any? -- Thats it. Im chomping at the bit. Thats why Im looking Im spending
three days here because I can't stand not making money.
Good, I love that. So we have high motivation, high motivation. So what do you do with the other 1,500 a month?
Where do you put it? -- Its going to debt reduction.
No, it used to. Stop that, stupid behaviour. Say, Ill stop. I will not do that? -- Ill stop. Yes.
Okay, so heres the deal is in three of my products I gave you the best debt elimination process. You pay down all your
minimums except for the factioning thing theres this whole formula youre going to do? -- Okay.
So say youll do that? -- Ill do that.
Okay, so youre going to get the products and youre going to do that. So you only pay on one card first? -- Okay.
Everything else is minimum. So theres a whole formula thats in there. Its about 10 pages. Just figure it out, its pretty
simple? -- Okay.
Thats all youre going to do. And heres why I do debt like that. I want you to have a plan but put it behind you because
what does debt typically do? -- We end up focusing on the debt.
It consumes you? -- Yeah.
Right? -- Yeah.
So I want the plan and I want to put it over here. So youll know that x dollars a month have to go here and then lets
start focusing on what? Creating new money? -- Yes.
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So its, sort of, like yeah thats there but not like that. I mean, can you imagine like, how many of you in the room have
done what I call credit card roulette where youre trying to have a card pay a card pay a card, like figuring can you
imagine if you were that creative well, its possible if you actually got this little plan and put it back here and then got
creative about making money? -- Yep.
Because it frees you up, right. Does that make sense? -- Yes.
Its like, my God, you have to be like a master to create that little roulette thing this card is going to pay that card, pay
that card. I mean, if youre that good lets make some new money. Make sense? -- Yes.
All right. So do you have any assets? -- My car is paid off.
Okay, so? -- No, actually Ive no assets other than my ---
Do you rent? -- Huh?
Do you rent? -- Yes, I do.
You rent. And do you have any cash anywhere? -- It got spent when I didnt have any film work for a few days.
Okay. Are you in a relationship or is it just you? -- Just me.
Any kids? -- Nope.
Okay? -- And no dog.
But kids and dogs ---? -- And no tomato plant either.
Kids and dogs are good. So if you dont have them, get them? -- Thats right, you can write them off, can't you?
Yeah, you can write them off? -- Thats right.
Yeah. Growing up on a farm I had five brothers and sisters. We always told my parents the only reason they had us was
to do chores. They wrote us off. It was very interesting. You feel very valued. All right, so no assets really and how much
credit card debt do you have? -- 23,000.
All right. So this isn't unfamiliar to most Americans? -- Im finding that out, yes.
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Yes. How many of you have, like, some sense of this reality here, right? -- Ill take hers.
Youll take hers, youll trade her, huh? -- Yeah.
Yeah, divorce and bankruptcy are two of the most devastating financial things you could ever go through, you know.
All right, so heres the deal. Because if you had assets we would move assets but right now you have one thing youve got
to do which is a cash machine. So lets just say, Gayle, were going to work together for at least six months to a year,
minimum. Are you up to that? -- Yes.
Okay. So I know a lot of people say, Well, Im doing other things. You can't what other things can you do? Youve got
to start from scratch? -- Thats right.
Okay. So if we work together for a year I would --- ? -- Ive got to tell you I have an MBA.
You have what? -- I have an MBA. I didnt learn anything about money.
Yeah, I have a whole bunch of those nice degrees? -- Yes.
I stopped using all of them. I had all these letters, you know? -- Yes.
Ba da da and ba da da and ba da da I dont even tell you what they are because they dont matter? -- They dont matter.
Street smarts matter and making it happen matters? -- Thats right.
Right. And if you arent living it and breathing it like, I mean, Im living and breathing this stuff. Its why I didnt have
time to write the books, Im out you know, I have real estate transactions in 20 markets. I own 15 other companies than
my core company. I own over 100 gas and oil wells. I have a lot to do? -- And youre having fun; arent you?
Oh, my God, I wouldn't trade it for the world? -- Yeah.
Yeah, do I have any time? -- Yes.
I choose what to do and I say yes or no to things? -- Thats right.
Yeah, I have a lot of fun. Like, yesterday I flew home, went to the baseball game with my son. He had two great hits. It
was good. Everybody says, Oh, youre so busy. No, Im doing the right things that I want to do. All right, so lets just say
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see and Im going to say a $120,000 cash machine because anything less than six figures is a big job. Like anybody
making around 65 to 90,000 in the room? Its a painful place; isn't it? Why is it a painful size? -- Too much time.
Its so much time but its also not enough money to really do things right. Like, theres not quite enough money to get
your bookkeeper and get your house cleaned. Its just enough to, kind of, get by, pay the taxes, especially if youre not
incorporated. Then you can't even maximise the taxes. So its, sort of, this painful size. So were going to shoot you
through that 100,000 mark because if we dont your psychology is going to start tanking because then you feel like
youre just drudging on and its just not enough. So weve got to get past that.
Okay, so if we helped you create a $120,000 cash machine, helped you get the right team, get the right tax plan, get the
right entity which means corporate structure and started an asset plan, would that be a grand year? -- Yes.
Okay, that is very simple for us to help you do, simple. Say, Its so simple? -- Its so simple.
Now, part of your brain said youre a big liar, right? -- No.
Oh good? -- No because Im ---
So your psychology is straight. Youre like ---? -- I am working on this. I understand that I need to incorporate.
Okay, good. So heres her sequence do you guys get it already? Whats first for her? Cash machine she has got to
make some money. There is nothing more important than her making some money. So cash machine is number one.
Number two is what? Get it incorporated? -- Yes.
Number three is forecasting because she needs to spend right. Number four is what? -- Wealth account.
There you go, you got it wealth account somebody said because youve got to put some money away. And number
five is buy some assets and number six shell get out of debt. You guys see how it works? -- Yes.
For her. Now, some of you like if Barry and Gayle came up wed do assets first. Weve got to move your assets and then
probably get incorporated and then at the end of it youd have a cash machine because youd be like, hmm what else are
we going to do? Lets make some new money. Like, I have some clients that are, you know, sixties, seventies.
I have this one client Jim and Minnie Byers, theyre so cute. Theyre 73. They have $4,000,000 of assets. We moved their
assets. They got their entities. They learnt to forecast and then they came back at 120 days and said, Were sort of bored
and all of our people around us are doing cash machines. We think we should do one for 20 years.
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I said, Well, do one that you can pass onto your kids. Is there something that your kids are doing? because they had
kids in their thirties and forties. And they said, Yeah, my one son does this and my other daughter does this. So now
theyre joining them to grow their companies. He grew companies. I said, You give your skills to your kids. Hes like,
Never thought of that. Sort of obvious stuff I mean were not talking about rocket science stuff.
All right, so you see the sequence. So theres nothing really to do but the wealth account really lives on the asset side.
So really its like a money market account or an ING, something where you can make, you know, three to four per cent
while youre stockpiling to go buy your first asset, okay. So theres nothing really to do there and nothing on your assets.
Youve got to go get this done. Just read the book, read the book, because the whole formula is in there.
All right, so lets take your cash machine out over here. If youre going to do 120, right, lets go down to your daily rate,
how much is that per month? -- 120 is what 12,000?
Ten? -- Ten.
Divide by 12? -- Ten, sorry, $10,000 a month.
Ten per month, divide by four? -- What two something?
2,500? -- 2,500.
Per week, how much is that, divide by five? -- Five.
$500 a day? -- Yeah.
So heres your homework, Gayle, and heres your cash machine I think: if you have access to doing this tutoring thing
and really working with kids behind the scenes look how many Hollywood folks or high profile folks have kids? -- Yeah.
You have one dial to turn on your cash machine, its called marketing? -- Mmm.
Like not enough people know who you are? -- Yeah.
And you need to train a whole line-up of people so when you get jobs you say yes and they way you figure out how is
you get a whole army of people to work for you. And so honestly youre going to run the company. You really dont have
to sit on the set and do the work.
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Now, you can use the same formula and I double that up with real tutoring. Like, I would go into a lot of school systems
and do real tutoring, meaning get real clients. And again go down to some of the schools around LA where the JuniorSenior level students need teaching hours. Subcontract all the work to those guys. Do you imagine I mean, most of
those kids would work for 12 or 13 bucks an hour and youre charging 25 to 30 an hour.
So now what you have to figure out is how many students does it take, how many jobs? And again, whats the biggest
risk to her psychology on this? Is she thinking she has to do all the work because theres no way physically possible youll
be able to do all the work every day? -- No.
It will kill you, especially in traffic driving around LA to these movie sets and stuff? -- Yeah.
So youve kind to find, kind of, the young army thats going to work for you? -- Theres a whole group of substitute
teachers working the ---
Exactly. So youve got to find them and then you become the marketing machine? -- Yeah.
And if you dont know how to market then your first person out needs to be a fabulous marketer who can help you
learn to get jobs. Like, Im getting into this whole TV land thing right now. Like the woman who, kind of, made Garth
Brooks is becoming like a new mentor friend, a kind of way through the path. Caroline Raye is becoming a really good
friend. Right, so you find some people who then can help move you through the path? -- Okay.
And you find some people who have kids who then endorse the heck out of you? -- Okay.
Make sense? -- Yep.
So this is a people game for you because once youre connected you know how fast this stuff moves. Everybody is
talking how do you say your last name? -- Ruckle.
Ruckle Gayle Ruckle, Gayle Ruckle right and youve got to come up with some fun, sexy name for this company.
Right, some tutoring kind of, you know, Taking Care of Kids.
Like, I did a woman recently whos a stay home mom with eight kids, right. And she has a company called Every
mother needs a mother. So what you need is something like that. Its like Every kind of high profile you know, Every
family needs support you know and so weve got to come up with some fun name that you become the household
name through the high profile industry. Youve got people in New York. Youve got people in LA. It doesnt matter where
they are. Youve got people who will travel and youve just become a machine. This is a million dollar idea. You dont
know how to do it yet? -- I dont know how to do it yet.
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But we have friends and I know how to do it, right, and you get connected to people who know how to do it. Isn't this
fun? -- Yes.
Okay. So I would work on your cash machine. Youve got to take your idea and Im going to show you the five steps as
you go sit down. So were going to work on the five steps together but does it make sense? -- Yes.
So, Gayle, if you Rebecca raise your hand. So Rebecca is on my team back there so all of you look at her too because if
you have questions shes going to help you answer them. So you go talk to Rebecca and she will email this little sheet to
you, okay? -- Thank you.
Thank you, good job. See how simple it is? Now, some of you say, Well, it looks a lot simpler than it is but you know
what, when you have people its not if its when you get people who already know how to do a lot of this youve just
got to start marching. You know, its sort of like, when Bob Proctor - when I first met him he said, Loral, Im going to
believe in you until you believe in you and I totally believe thats what we do too. Like, were going to believe in you until
you believe in you and then when you believe in you youre going to have certainty and youll move faster. And then all
of a sudden youre going to get other people around, right.
And this whole thing I mean, there is so much wealth available for everybody. There is no finite amount. And you have
to know this foundational stuff. You have to know the tax stuff. You have to know the bookkeeping stuff. You dont have
to do it but you better know whos going to do it for you and with you. Does that make sense? -- Yes.
Real quickly, Ive got a few more things I want to just lock in on cash machines and assets. Your ability to have financial
freedom which really my definition of financial freedom is to live at choice. For you to have the life of like you totally
have choice its in direct proportion to your ability to create new money.
When you know how to create new money you dont have to say no to anything because you just say yes and you do
figure out how. And when you want something you go create new money to have it. You dont go say, Oh, how do I take
my fixed little income and take what I want and put it in that box? You dont. You just make a bigger box, right. But I
know for some of you youre going Oh my God, like I hear it but I dont get it, right. So we need you to get it.
So steps to building your cash machine - so Gayle, write these down too. Everybody write this down. So we identified a
widget and a skill set for her, right, and shes going to go down this path. Her next step honestly is to find a model
company, somebody who is doing exactly what she wants to do. Now, maybe not to the scale and maybe not exactly but
its close enough. The fastest path to cash is to find somebody whos already doing it and then replicate them, just like
the laundromat guy I told you about.
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Loral Langemeier
Do not reinvent the wheel. If you reinvent the wheel you add at least three to five years on to this plan, okay. So its
worth spending the time to find these people. Then find out the revenue model. Is it sellable? So Gayle needs to find out
how much do people charge on sets. And what I would do is probably package, like, an annual retainer or a monthly
retainer.
So, instead of charging hourly it would be better for her, I think, to go get 20 clients at x amount per month because
then if they use her they use and if they dont its not her problem, right. So thats the revenue model: how is it sellable
and how do you package the price? Do not guess. Thats why I sent that scrapbooking woman out to the web and I said,
What do people charge for this? Dont just sit at home and guess. Its already been done. People are already spending
$2.6 billion on this so just do what theyre doing. Does that make sense?
Youve a customer somewhere; youve just got to drive them to you. Her customers are everywhere. I can promise you
all those high profile people I mean, they dont want to, you know even just because they have their nanny doesnt
mean they have their life supported. See, and she could put all sorts of additive things around this; couldn't she? She
could also say, Well, I watch your kids on set. Couldn't she also have a bunch of cleaning services to clean their house
while their gone and landscaping. Couldn't she really be, kind of, their life concierge and co-ordinator, really? Like, now
were talking money. Thats a multi-multi like I should get a percent for that because Im just making that stuff up right
now.
But you see how, like, youve got to think bigger. I mean, were taught because of the stupid school system, the
traditional ones there are a lot of good school systems but this traditional model teaches you to think small. Its
exhausting. Okay, then you get a team. I dont want you to race out and get a team until you know the model and how
its sellable because that will identify who should be on her team. Then youve got to market and sell. Get a market and
sell, market and sell, market and sell, market and sell. Go make money.
Okay, we have a three day workshop thats going to show you how to do this and Im going to talk about this in a
minute. We spend three days helping you build your cash machine, okay, and youre going to make and in our cash
machine workshop you have the ability to buy and sell what youre doing. So you can actually make all your money back
at a marketplace that we put in doing this workshop. Ill just tell you about that in a second.
Now, on the assets side we havent spent a lot of time on the assets side but some of you like how many of you
getting off your lazy assets is your first thing - you know its your first thing? Raise your hand high. First and second?
Okay, so its a few of you. So heres how we invest direct. We dont invest indirect. My second book which youre going to
have to get online, we didnt put it in this package. We kept it more cash machine oriented today. But this is how most
people are taught to invest, its called indirect. Its the park and pray method. Put money in stocks which you know
nothing about. Put money in bonds which you know nothing about. Mutual funds weve got okay, Rebecca, weve got
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Loral Langemeier
to put funds on there even though we dont like them. I call them MFs, theyre just so bad. Theyre so bad. I know, isn't
that funny? Money market I mean, thats like boring and you have no control.
But if you buy direct so buy the real estate direct. Own it yourself in an LLC. Buy gas and oil wells, the little things that
pump up like you own the real estate. Its the greatest tax deduction in the world. In fact, in Canada theres more
reserves of oil and gas in Canada than there is in the entire country of Saudi Arabia so dont tell me were short oil and
gas. Make sense? So when you own oil and gas you get an 85 per cent depreciation schedule year one and 35 per cent
every year thereafter. Its the highest best use of money and it is not just a rich persons game.
Buy businesses I love buying businesses laudromats. Im looking into some car washes. I own Vetrazzo, its a recycled
glass company. I own a couple of restaurants, a nutraceutical company, a couple of online companies, and a brand new
start up company called Bionovics. So lots of these companies that are making 18, 20, and 24 per cent returns a year. So
instead of owning stock - own stock, like own the stock and control the business or have an influence to the business.
And then promissory notes because you can be private banks. Like we do a lot of promissory note private banking. Its
called hard money lending, some people call it that, for like 12 per cent, 15 per cent notes. Ive got one guy that Ive got a
bunch of money with hes paying me 20 per cent. I love that and its secured by real estate. Love that, 20 per cent. Yeah,
its due next month. He said, Do you want it back? I said, No, keep it for another year. Just keep paying me 20 percent.
Okay, so when you create a strategy its truly like a strategy. Its not just making money. So just as a very simple
example: if you had a net worth of 900,000 its just under a million so I want to make this, sort of, realistic for some folks
like when Gayle gets up to her first 900, heres what we would do with her 900 400 would go buy $2,000,000 worth of
real estate. You take 400,000 at 20 per cent down which really as you know from other real estate folks you dont have to
put that much down but being conservative if you took 400 and bought $2,000,000 worth of real estate that happens
to give you $60,000 worth of depreciation. Okay, thats like a loss.
Take the other 500,000 and invest it the other way gas and oil businesses and notes. Right, do you see how we just
did that? So you take 500,000 and put it in gas and oil businesses and notes. It will create 5,000 a month in passive
income. You sleep $5,000 comes in the mail. Sleep, $5,000 comes in the mail.
You have now diversified assets. Theyre all over the country. Theyre not just in your backyard. I dont believe in your
backyard as the only place to invest. And the reason you pay no taxes is right here. Like, look at my little my little clicker
thing is not working over there. The 60,000 is income that you make 60,000 a year, $5,000 a month. At the end of the
year when you pay taxes because youre incorporated and you did it right youre going to get $60,000 as a depreciation
deduction at the end of the year because of your real estate. Thats not even counting your gas and oil. This is how
conservative this is. So you make 60, you lose 60 you pay no taxes. Thats a tax plan. So its not planning you for poverty.
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Loral Langemeier
Youre planning for extraordinary success and growth and in this model youll start doubling every two to three years. Its
just so fun very doable.
So your only risk is the failure to educate yourself around like, whats your opportunity. Well be giving you a huge
opportunity to sequence yourself different and a couple of things that we have to do because youre going to do three
things, right. Youre going to make it, keep it and invest it. Make it, keep it, and invest it.
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MoneyMasters
FEATURING
NIK
HALIK
Stock Market Intelligence
Nik Halik
NIK HALIK: How are we doing? Wonde

erful. Stock market.
MEET NIK HALIK
On a scale from one to 10, how serious are you in generating
under
Nik Halik, is the CEO and Fou
$100,000, Ill say up to $100,000 in the next

n
12 months? On a
of Financial Freedom Institu

ute (FFI).
scale from one to 10, how are we going

g? -- Yes.
Nik became a multi-milliona

aire and
amassed great wealth throu
ugh
Whos a 10, raise your hands? Let me say it again, who's a 10,
savvy investments in Properrty and the Stock Market.
raise your hands? Okay, wonderful. Now

w, hey, by the way
His current investment strattegies continue to consist of asset
really high content rich session so I am going to encourage
accumulation through Prop

perty and Cash Flow generation
you to write down as many notes as po

ossible. Now a few
through the Global Stock Market.
questions before we actually start.

Success has allowed Nik Hallik to afford a number of real life
Who is actually investing in the stock market right now,
adventures, including leadin

ng expeditions to Antarctica,
please raise your hands? And who has no

n understandings of
Africa and the Amazon, sum

mmiting several of the worlds
the stock market please raise your hand

ds? Okay, wonderful so
highest peaks, traveling fivee miles below the oceans surface
you consider yourselves a newbie. Now

w did you know this,
in a submersible to visit the Titanic and chasing storms in
right, every person in this room, every individual has exposure

to the stock market, okay? Directly or in
ndirectly we all have
the Midwest United States Tornado

T
Alley.
In recent years he has comp

pleted Zero Gravity flights and
exposure to the stock market.
flown to the edge of space in

n a MiG fighter jet. In February
2008 Nik will be joining Rich
hard Garriott as his back-up for
Now all the property investors raise your hands. Okay, we all
the October 2008 mission to

o the International Space Station.
have property? Okay, wonderful. Well you

y know what? If you
master the stock market, by default you
u become an excellent property investor; who follow
ws? So you master the stock
market, by default you become a pheno
omenal property investor. Why? Because understand
d this, the stock market works
in anticipation in regards to whatever iss going to happen in the property market. The stock market is always the catalyst.
You understand this, you become phen
nomenal at this simply just by default.
Now, we're going to start the actual presentation

p
over here in regards to the stock markett, also the cash flow
generation too and one thing I just reallly want to reinforce at this particular moment in time - look, I am not genetically
different to any person in this room. I am not a stock broker, I am not a fund manager, I am not a financial adviser, I have
hD in financial results.
no tertiary qualifications but I have a Ph
But the only difference is I took massive action. Now allow me to explain my life story to yyou. I am a product of the
1990s in regards to investing-wise. In faact in 1991 I made my first property acquisition and I bought a property in
Hawthorne for about 138 grand, sorry, about 118 grand. That same property is now worth about
a
525, $535,000 fully
unencumbered. Not bad capital growth
h, would you say? --
Yes.
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Nik Halik
Yes. That same property allowed me to leapfrog into a vast property portfolio of tens of millions of dollars. Now allow
me to explain how I actually got involved in the stock market. By 1995, by the mid -1990s I was so heavily entrenched in
property I had phenomenal capital growth, I had a net worth of $1 million but guess what, my cash flow was what? -- Nil.
Yes, negated. Is that a common problem with property investors worldwide? Yeah, I mean, capital growth is
phenomenal but it's that cash flow, it's that consistent cash flow that is the pinnacle in this particular case.
So I started looking at different opportunities out there in the market place because I love property, great capital
growth but I was also looking for cash flow. Now some of these properties that I did own too were also negative geared.
Does anybody subscribe to negative gearing? It is probably the most obsolete 1980s type theory. It is probably as
obsolete as probably superannuation, I guess, unless you have a self-managed super fund and you take action and you
invest for yourself. Why, because who is the most qualified individual person in the world? -- We are.
We are, absolutely. So I got involved in the stock market. Now the main drive, the main premise in regards to the stock
market was this, I wanted to generate as much cash flow as possible. My number 1 goal was this, I wanted to turn the
negative-geared properties into positive cash flow properties, okay? I wanted to, like; totally eradicate the credit card,
okay. Because sometimes, you know, in order to service your debt and there's not enough income coming in, what do
you do? You start to dip into your credit cards, I guess, other sources of income - credit streams that is. So that was my
main goal in regards to, like, totally paying off the credit cards, the personal loans; turning negative geared properties
into positive cash flow properties and also buying more property, acquiring more property and having a larger net worth
in regards to working with more funds within the actual stock market.
Now today, I am going to introduce a couple strategies. One strategy, I do apologise, it will only consume about five
minutes of your time for the entire year, is that okay? Okay. There is another strategy I am going to share with you. It takes
about 15, 20 minutes per month, is that okay? I mean, compare this to, like, drinking a cappuccino which may take you
about seven to eight minutes, okay. There is another strategy too which probably requires more interactive time from
you in regards to 45 minutes per day, okay.
So they are the three main strategies and what I have been able to do is this, folks, I have been able to compress
gigabytes and gigabytes of data and I've taken specific strategies and I've taken them underground in regards to refining
them, refining them over and over and over again then sharing them with my students. Then based on the results in
regards to the profitability perspective, you know, taking it back underground and refining it and refining it and the most
amazing thing about this particular education is this it is simple, it is simple to understand, no complex maths, you know,
no complex jargon, all the testosterone has been removed. There is no brain fog, and it is very, very easy to embrace. Is
that of any interest? -- Yes.
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Nik Halik
No, folks, it is very, very, very important. Now when I say the stock market, who has an emotion of fear perhaps, raise
your hands? Okay, there's a reason why. Because the language of the stock market, a lot of individuals in order to sound
more intelligent than what they really are, they speak very differently, there's a degree of testosterone, right, which
basically validates them and services their ego, okay?
Now what I have been able to do is this, I have removed all the hieroglyphics because I have had people as young as 9
years of age embrace this and make a difference. I have had individuals, you know, that paradigm pioneer, you know, at
ages of 95 and onwards embrace this education. So anybody can embrace this but you need one prerequisite, most
importantly over here. You take massive action, you cut every sign of retreat and you simply give yourself permission to
succeed. How are we going so far, say yes? -- Yes!
Wonderful, excellent. So let's start this particular presentation folks. So let's get acquainted over here. I am a
professional investor and wealth strategist with over 17 years of experience. I am also the CEO and founder of the
Financial Freedom Institute, Money Masters, they are now world celebrities. Also we offer one of the best selling stock
market educations right now and in fact according to our peers, my Share Lord, Stock Market Education which by the
way is a phenomenal best seller, is probably the most unique and the most powerful stock market education right now
on the planet, in fact, all you need to do is simply Google my name and in regards to my education you will be absolutely
surprised.
By the way folks, my integrity and my reputation is absolutely sacred to me and I am very, very transparent and I will
encourage you to Google my name, okay. Very, very, very important. Just recently I was also featured in the latest
"Walking with the Wise" mentor's magazine in the US in the same edition alongside Donald Trump, Brian Tracey, Deepak
Chopra and what have you. And like I said, you're more than welcome to Google my name in regards to my integrity and
my credibility and the validation of my education.
I am also involved with several stock market recommendation services globally now and I have personally mentored
over 67,000 individuals. Now I am not talking about over a DVD or something, I am talking about personally, you know,
mentored. Okay? Very, very, very important - in regards to different strategies and I am talking about globally over here
because you know, we do this - we provide this particular education worldwide now and Share Lord has just become a
global runaway success and I will explain why it has too. Primarily the education is based around, you know, the stocks,
options, CFDs and other different types derivative strategies too.
So my journey, how did I begin? Well you knew that I actually came through the property market first up but you know,
was I born into wealth? Absolutely not. In fact folks, I finished my VCE, my year 12 education at age 17 and I relocated to
Los Angeles, I lived in Hollywood for four years. I had a scholarship to the Guitar Institute of Technology which is a
contemporary music college in Los Angeles and I studied there for some time and this is actually a photo of me in 1990,
have a look at that.
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Nik Halik
There you are, interesting, isn't it, interesting life? Yes, I did have long hair, it was natural, ladies, yes. And people say
"How did you get your hair like that?" They were amazing years and I was on some very, very good income, in fact I was
earning about up to US$1500 as a musician and the interesting thing was by day I was the accountable investor, I guess,
you know; scanning newspapers, auctions, you know, acquiring properties, you know and at night time that reckless
musician life. You probably know those stories, yeah, I'm sure you're aware of what happens in the life of a muso on the
road touring.
But they were pretty amazing years too but I was very, very astute, I was very, very savvy with my money and the money
was good so I basically exploited every available opportunity, I just took massive, massive, massive action and that really
was just a belief system and like I said, I am not genetically different to any person in this room.
Now, the way I invested was this, the property market was my capital growth source, the stock market was my cash
flow. So think about this, right, capital growth and cash flow. Are you recession-proof, yes or no?
Absolutely. I mean, cash is king, you know, it's paramount because it allows you to do what? It allows you to do what?
Yes, absolutely, you know, there are other different opportunities that you can actually take advantage of in the market
place too, very, very, very important. And these days the way I invest is this, I spend no more than eight months of the
year investing; very, very important.
You still need to take time out. You see, the biggest muscle is your mind and you need to, like, relax. Take time out.
Aerate the soul, ventilate the mindset in regards to, like, raising the ante and actually seeking further inspiration
regarding your next aspirations and goals in your life.
So what I do is this, I invest eight months, hard core. By the way I spend no more than one hour a day because anything
more than one hour is a job, who follows? Very, very important, so we need to be specific in regards to our definitive
goals and what have you. Okay.
So these eight months of the year, yep, I am an active investor, okay, and I've got different pillars of income streams
right across the globe, okay. Now, those four months off, what do I do? Well one of my goals was, because I was very
goal-specific, in fact when I was aged 8 I wrote that screen play to my life and I had a top 10 hit list of goals. One of those
particular goals was this, I wanted to fly to space, so in 2003 I actually gained entry into the Yuri Gagarin Cosmonaut
Space Centre in Star City outside Moscow and I basically joined the orbital space program which will allow me in the next
few years to rocket to the international space station, 250 miles above the earth and my plan there is to do a stock market
trade. Who thinks that's pretty cool?
Imagine this as the video, right, you're doing a stock market trade, communication advice over here and you've got
earth in the background, how cool. Block out the earth with your thumb. They say enthusiasm is contagious by the way.
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2003 folks. By the way have a look at this for an amazing photo over here. This is our planet over here and for those who
are going to probe further into this, do you notice something, there are no borders, there are no boundaries; it's amazing
isn't it? And that was a pretty phenomenal flight that one. In 2004 some more space training over here. I've always
wanted to video-tape upside down, that was always one of my goals there, so - one of my other goals was, I was always
enthralled with the story of the Titanic. We all know about the Titanic yeah? Probably the most immortalised shipwreck in
the world.
In 2005 through some of my networks in Russia, I managed to network with chairman of the Cherenkov Institute and
they had an expedition going down to the Titanic in regards to some biological studies and they were investigating
something, a specific type of bacteria called rusticles which is basically consuming the hull of the Titanic. In fact, these
rusticles, this particular bacteria, 2000 pounds of steel is being consumed on a daily basis which means in the next
decade the Titanic will no longer exist.
So, you know, after further research, you know, I just did whatever it took in order to gain entry into this particular
program and I managed to hook up with this particular expedition and at St Johns in Newfoundland in The Eastern Cape
of Canada and this is basically it. This is myself over here, boarding a mini-submersible over here. These particular
submersibles, there is only two of them in the world. In fact, they are the deepest diving submersibles in the world. Now
how is this for Russian ingenuity? The Russians built these particular submersibles that have a diving depth of about
25,000 feet; who thinks that is pretty deep?
It means they can dive about 10 kilometres deep. Think 10 kilometres under water. Now they designed these particular
submersibles back in the 80s so they could salvage nuclear warheads from American nuclear submarines that had sunk.
How's that for salvaging huh? Hey? What's down there is - anybody can take whatever they want I guess.
Now have a look at this. We left in the middle of the night in the North Atlantic Ocean, bye-bye. The Titanic lies at about
five kilometres deep and it takes about four hours to get down to the very, very, very bottom, the bottom of the sea bed
on the North Atlantic Ocean.
Now imagine this, you're in a 2.1 metre capsule, theres three individuals, it is pretty tight down there, would you agree?
It's a pressurised biosphere, it's as surreal as being in a space capsule in orbit. There is no chain, there is no tether. All you
do is you just sink down to the very bottom of the sea bed. How do you do that? You take on sea water, in regards to the
balance tanks, and you just sink all the way down. By the way, it took us four hours to sink down to the very, very bottom
of the North Atlantic Ocean.
About three and a half hours into our descent this came up on a sign over here. What does that look like over here
ladies and gentlemen? -- A ship.
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Yeah, a ship, would you agree? A very large ship, perhaps. That is the bow of the most immortalised wreck in history.
That's the Titanic folks and about 28 minutes later this came into view? -- Wow.
Isn't it crazy? Have a look at it over here, that's the anchor by the way, folks. You see all this, this bacteria over here, this
is the rusticles and there's 2000 pounds of steel being consumed on a daily basis.
On that very eventful trip we managed to do something that has never, ever been done. We managed to land an 18
tonne submersible on a wreck that has been rusting for 93 years. We landed 18 tonnes of submersible on the bridge of
the Titanic and I was exactly one metre away from the tail and motor steering section of the bridge where Captain Smith
used to steer the Titanic a very, very long time ago. I was one metre away and we had lunch.
Now, the media got hold of this story and it actually worked out that I was actually one of the first individuals in the
world to have lunch on the Titanic since the sinking in 1912. It's crazy, I know. But a remarkable voyage, I mean it was
probably the most surreal experience. I mean, we got to see the stern which looks like it's gone through like a food
processor. The debris field is probably the most emotional thing you can see, why? Because there was all these leather
suitcases, they were like a time capsule of the past because on board the Titanic was, on board, say there was about 1000
immigrants, you know, fleeing the old world, going to the new world and all their luggage littering the sea bed. Shoes,
one shoe over here, one shoe over there where a body used to be, once upon a time. The most emotional thing ever.
Other goals, folks, was to summit - I currently have the Seven Summits Quest in regards to summiting the highest peaks
of the world including the other big Cohuna, Mount Everest in the coming year. Four down, just a couple more to go and
I've got all seven in the bag. That was the highest peak of the African continent, Mount Kilimanjaro.
This one over here was the Andes, around Christmas time. Interesting journey about this particular trip. We got to the
top on December 30th which meant by the time it took us to descend the mountain we would have got back to the main
hub of Mendoza around January 4th and because I like New Year's Eve and I want to party, you know, you want to go to
some bars and have some fun, I actually managed to charter a helicopter to pick us up. But they asked us to go down to
an altitude of about 15,000 feet in order to be picked up so it was pretty cool so we just climbed down about 7000 feet.
The flares, cell phones and a helicopter came and picked us up and took us off the mountain so we could enjoy New
Year's Eve the following night. It was a great adventure.
Some other goals, was to have my own racing car team. Another goal was to always - I have loved nature, I am an
absolute thrill-seeker in regards to nature. May of this year I was very, very fortunate to meet up with one of the other
leading meteorologists in America who studies tornadoes and basically get as close as humanly possibly to F3 and F4
tornadoes. By the way they're the most destructive forms and I was very, very fortunate and getting up really, really close
to, I would say probably the most tornadic winds experienced and we managed to experience quite a few F3s and F4s
which was a great thrill. And kicking back in Dubai and where I live in Europe.
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So folks, I would like to welcome you to the best of your life. You see, look, stock market is a great cash flow vehicle, it is
just one pillar, okay. It is just one strategy but if you depict, if you define which strategy is appropriate in regards to your
own financial circumstances you will find the stock market has some phenomenal cash flow generating strategies, okay?
So if you remember nothing else today, remember this, your mind is like a parachute. It will only work whilst it is open.
And one thing I do encourage you is this, look, I encourage you, be sceptical. I really do, by the way, I really do, I
encourage you to be sceptical but to not be cynical, okay? If you're cynical, chances are you're far too institutionalised to
absorb what I am about to tell you, okay? Very important.
All I am going to do is this, I am going to ask you just if you wish, to drill deeper, you just take on board and you know
what, you simply evaluate what I'm going to say to you and I know for a fact you're going to find this the most powerful
cash flow generating strategy on the planet, guaranteed.
Let's continue. Now here's the road that I was referring to before folks, the Mastery of Stock Market Intelligence and
Share Lord Education. As you can see the Share Lord education comes with the Share Lord US trading diary. So the
stock market a couple of questions over here.
Let's probe over here folks. Let's, as one collective form, let's get really involved here; make it very, very interactive. Why
does it exist, the actual stock market, why does it exist? To make money, what else? -- So that companies can raise money.
Yes, companies can raise money, what else? Okay, here's the answer. Right this down folks. The stock market exists for
the sole reason of doing this, right, TRANSFERRING WEALTH FROM THE UNEDUCATED TO THE EDUCATED. That's all it is.
That is what the stock market is all about, to transfer wealth from the uneducated to the educated, okay.
So, why invest in the stock market right now? First of all, let's undergo a bit of study in regards to demographics and
something called "baby boomers". First of all, do we all know what baby boomers are? -- Yes.
What are baby boomers? Okay, baby boomers are born between, what, 1946 and 1964 or '65. Now did you know that in
the next three or four years 110 million baby boomers are going to retire. Who thinks that's a lot of individuals, by the
way? There are 10,000 individuals in the western world who turn 50 every day, did you know that? These are all baby
boomers and guess what; they have not saved enough to do what? -- Retire.
To fund their-----? -- Retirement.
Lifestyle, their retirement or what have you. So right now they are on their final quest, the last bastion, the final quest in
regards to generating as much money as possible in the next three, four years to service their retirement. So guess what's
going to happen? Superannuation, is primarily invested in what medium? The stock market.
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So for anybody in the room who obviously believed they had no stock market exposure, guess what? You do have
exposure to the stock market. Superannuation is primarily invested in the stock market. Domestic and international
shares. Now understand this, the prime drivers, these baby boomers, there's 110 million, retire in the next three or four
years. There is going to be a lot of money injected into the actual stock market so what you're going to find is this,
potentially, can you see the market rallying and rallying and rallying, yes or no? -- Yes.
Absolutely, you think about it. You know, with all this increased credit and what have you, you know, more individuals
pumping more funds, more cash, more cash, you know, leverage, leverage, the compounding effect.
You see, they believe this. Has everybody heard of the Dow Jones Index? -- Yes.
Yes. The Dow Jones Index is a list of about 30 stocks, right, and these stocks are chosen by the editor of the Wall Street
Journal. Now these particular 30 stocks are the Dow Jones, right? Now currently it is less than 14,000 points. Potentially
you can see the Dow Jones up to 30,000 points over here. Now you need to really understand the actual economic cycles
in regards to importing, you know, the contraction and the expansion of economies which give a lot of weight into this.
In fact folks, you're not going to have this all in one go. The market is going to up, retreat a little bit, back to the right
house, refuel and then back up but what you're going to find, the peaks will be higher and higher and higher and higher
and what have you.
Okay, so in 2004 this was the prediction I made and look, I've been studying economies on a global scale. In fact, I have
been privy to, like, data for the last 200 years. I mean, like, we all know, like, recessions are every eight to 11 years. You
know, depressions are every 60 years. I mean, go back to the 1870s, 1930s, 1990s, these are all depressions. Okay,
recessions are every eight to 11 years.
Understand the way economies contract. You see, if you understand the economy, folks, it's not a very difficult thing to
understand but by visualising the actual cyclical process in regards to what makes an economy contract or expand, you're
in a greater understanding in regards to exploiting the opportunities because, guess what? In the next three, four years
with this dramatic meteoric rise, eventually what's going to happen, the market is just going to completely totally
overheat and the stock market is going to do well more than likely. Yeah, it's going to come back and you've got to do a
bit of a base jump, okay?
Now, understand this, we've got two psychologies, right, that's greed, would you agree? That's greed. Then we have
what, the emotion of? -- Fear.
Fear. So one of the key lessons in regards to understanding the stock market is this. There is only three human emotions
that you need to understand. Okay, greed, fear and indecision, okay. The most important lesson is this, when you're
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charting the stock market you don't actually chart the stock, okay. YOU DON'T CHART THE STOCK, YOU CHART THE
HUMAN EMOTIONS PERTAINING TO A STOCK, okay. It's the human emotions because the human emotions are the prime
driver and by the way in regards to the prime driver, 80 percent of the world financial market is the what market? The US.
Okay, just because you live in Australia or in the UK or anywhere else in Europe does not mean you specifically trade
that market. If the biggest players, the biggest fund managers, investors worldwide are investing in the US market, guess
what? That's where you need to be investing.
Now when I say the US, you're probably thinking "Well hold on here, I've got to ring up a broker in America" - and folks,
those days are long gone. I'm talking about everything is now online. Who has a computer, raise your hands? Keep your
hands up if you have a laptop computer. It's everyone. By the way, pc's are worthless, just grab yourself a laptop, it's
mobile. Why? Because if you're a global investor you can take it anywhere worldwide. There is something called Wi-Fi,
okay.
When I was on the Titanic expedition in 2005, in the back of the stern I was there with internet access on a deck chair
with my laptop computer. Who thinks that's pretty cool? By the way 26,000 feet, if you're planning on climbing Mount
Everest in the next few years, up to base camp 3 there is internet access. In fact on the summit there is mobile phone
range. You can understand, you can trade anywhere, you can do this anywhere worldwide.
I had a question a couple of weeks ago, "Did you trade when you were on the bridge of the Titanic?" I mean it's not that
advanced at this stage but I mean, you know - but the fact is you can be anywhere worldwide because as a global
investor, guess what folks, the world is your oyster. No longer do you invest just in your own particular city, thats too
myopic; does that make sense? That's astigmatism of the brain. You know, we're global investors, you know, let's just
broaden our horizons open.
So here was the prediction, over there, in regards to the Dow Jones getting up to 30,000 points, this was back in August
of 2004. Just understanding the same human cycle, those big major buying sprees and let me give you an example, in
Australia about 57 percent of Australians own shares, that's 57 percent. Would you agree, is that a lot of individuals? -Yes.
Now, as a population, what does it represent? About 11, 12 million individuals who own shares. That's not bad. By the
way, Australia has the highest share ownership in the world; interesting, isn't it? The US has the third highest, around 45,
46 percent of Americans own shares. By the way the population of America, about 320 million. So how many individuals
own shares? Try about 140 million. Who thinks 140 million investors is a major demographic, yes or no? -- Yes.
That's a major demographic and understand this, how many baby boomers are retiring in the next three, four years?
This massive spree, this massive cycle, and if you ignore that, do so at your own peril. And let me tell you right now,
greed, phenomenal opportunity to make money and guess what? Once the fear cycle hits in, it's even more profitable,
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why? Because most money is also made in the fear cycle, because when 95 percent of individuals are losing money, guess
what, the savvy 5 percent are the ones making an incredible amount of money and by the way, as a human emotion,
which is greater, greed or fear? -- Fear.
Who says fear, raise your hands? Excellent. You see, the emotions influencing a person to sell their shares is far greater
than emotion influencing a person to buy their shares, so understanding the human emotions, very, very important.
So we have this. So around 2010, 2012, once again, these are just my personal projections, you know, and you need to
weigh this up in light of your own financial circumstances obviously, but you know, when you have a deflationary mode
between 2010 and 2023, what could you work out from this particular equation over here? I mean, when the economy
starts to contract the economy is in a recession or what have you, guess what, what is the first thing that goes? Jobs!
Unemployment in the millions and what have you and if your one pillar, if your one source of income is based on that
monetary gain in regards to trading time for money, guess what, are you in control of your life? -- No.
Or are you simply working hard enough at work so you don't get sacked and your employer is paying you just enough
so you don't quit? You see what I am referring to and what Money Masters is all about, the main premise is different
pillars that you can implement in your life. Once you have a solid foundation, a solid education and you are now blessed
with financial literacy and what have you.
So if you ignore this it can ruin you and allow me prove it to you - and your bank balance reflects your investment in
your own financial education and I will get you to write this down folks.
Here's a secret, it's a very complicated one, but there you go. Folks, the secret to mastering the stock market is, guess
what?
JUST KEEP IT SIMPLE. No longer do you need to be like an Egyptologist, you know, to like, you know, decipher
hieroglyphics and what have you. Just keep it really, really simple. I mean the best strategies, do you agree, they are the
simple ones, aren't they?
And what I've been able to do is this, I've taken existing strategies in the stock market, you know, I've pumped them
with steroids in regards to working out and defining greater forms of leverage in regards to those particular strategies,
you know. You know, juicing these particular strategies so they pay up. Now the most important thing is this, you need a
strategy. Write this down.
Number 1 is this: IT MUST BE GENERATING CASH FLOW.
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Number 2: IT MUST BE A CONSISTENT STRATEGY. You see, I don't care what strategy you have, if it's not consistent it
ain't a strategy, okay. No use just being involved in something that makes money for the first three months and guess
what, nine months you're making the inside of a doughnut, okay? So you need to be earning consistent, consistent
income.
Next: YOU NEED TO EXPERIENCE GROWTH.
Next: YOU NEED TO UNDERSTAND COMPOUNDING, LEVERAGING and what have you and we'll discuss that a little
further on too.
So, DO THE EXACT POLAR OPPOSITE OF WHAT EVERYBODY ELSE IS DOING and that's all my strategies are.
Ladies and gentlemen, welcome to Profitability Street. So first up, here's a very simple strategy for you. This is called THE
FIVE MILLION PER YEAR, MILLION DOLLAR US SHARE STRATEGY. Now this particular strategy has historically, okay; this is
no guarantee of any future performance but historically, okay? It has returned a minimum of 20 percent for the last 25
years. Is that of any interest so far? Absolutely, yes. For the last 25 years, now how is this done?
Number 1, do you recall the Dow Jones 30 stocks? Yes? The editor of the Wall Street Journal chooses these particular 30
stocks. Now these 30 stocks are the prime driver of whatever happens in the stock market, okay?
Now, this is so paramount, this is so powerful - you see, the Dow Jones, if the US market of which 80 percent of the
world's financial markets all trade, the Dow Jones is the prime driver. If it was to sneeze or catch a cold, the Australian All
Ords has got meningococcal, okay? If the Dow Jones was going to sneeze, the UK FTSE will have Mad Cow's disease,
okay?
This is how important this is. This is why we trade this particular market in fact it is probably the most liquid, the most
liquid market worldwide, okay?
So number 1 folks, this is what we do: we acquire a list of the Dow Jones 30 stocks, and you're thinking "Well hold on
here, what are the stocks, Nik?" Well, we simply do this folks, can you see the website over here where it says
"Stock1.com", can we all see that? -- Yes.
Okay, go to "stock1" - one as in numerical 1. That has a list of the 30 stocks. Keep it nice and simple folks. Once you have
mastered this, this will take no more than five minutes per annum, okay? Let's continue over here.
So, we select 10 stocks, okay? We select 10 stocks with the highest dividend yield. It means this, when you by shares you
become a shareholder. Now, as a shareholder you also receive a portion of the what? Of the profits generated by the
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company and in relation to the percentage of your share ownership, you what? Generate a dividend in regards to being
paid, over here.
So, this is what we do. We select 10 stocks with the highest dividend yield. Of those 10 stocks with the highest dividend
yields we select five with the lowest share price, okay? So why would we look for stocks with the lowest share price?
Because it means this, if the yield of that particular stock in regards to the dividend is high, but the value of the stock is
low, would you say it's undervalued, yes or no? -- Yes.
Now compare it to a property over here. If you had a property paying this amount of rent but the property value was
low, eventually what would happen to the property valuations, it would - yeah, it will go up. So we're exploiting
undervalued stocks here.
Next, number 4, on the first day of the year, January - why January? First of all the month of January. Did you know that
January is the highest consumer sentiment month in the entire 12 month calendar, did you know that? There is a reason
why. There is no hip pocket nerve. There's a credit frenzy, you know, there's a buying spree and what have you. Also it's
the festive season of the year, who follows so far?
Now in America, okay, how many Americans own shares, about 140 million, right? Yeah? Come December US investors
write off their investments because it is the start of their fiscal year, the start of the financial year is what month? January.
So guess what? The previous month they are writing off their investments and come January they are on this massive
buying spree. Who follows so far?
Now understand this, when you have 140 million investors in the month of January buying up an absolute frenzy on the
stock market, what happens next? The entire world financial markets do what? They react to it. Who follows?
Look, understand this, Australia, New Zealand and the UK only comprises about six percent - that's Australia, New
Zealand and the UK comprises six percent of the world financial markets. Eighty percent is just the US market. This is the
catalyst in regards to the amount of interest that you pay on your mortgages and your credit cards. Whether there is
unemployment or employment in Australia, whether the economy here is contracting or expanding, it is all due to that.
So guess what? Every circumstance financially relates to this. If you understand this, guess what? You have better control
of your fiscal and financial prosperity. Very, very important.
So on the first day of the year in January we buy equal amounts of each of these five selected stocks which means if we
have a parcel of 50,000 shares, we buy 10,000 here, 10,000, 10,000, 10,000 and 10,000, okay. So we hold them for a year
and then we do what, we -----? -- Sell them.
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-----simply sell them. Who thinks that's pretty easy so far? Let me ask you another way, who thinks that's pretty easy? -Yes.
Okay, wonderful. Now check this out over here. Why one year, because if in the month of January if the market is up,
guess what, the entire year is more likely to be what, up, okay. January is the barometer, okay. January is always the
barometer when it comes to the stock market and that is just understanding the cyclical theories, folks and this is like
studying historical data and, by the way, the best lesson, the best teacher is what? History.
And I'll tell you why; once you've mastered this you've got a formula valid for the rest of your life. Who knows why?
Because human psychology will never, ever change. Who follows that? It is very true, isn't it? The same way we think
today, is the same way the next generation is going to think and it's the same way of generations, 30, 40, 50 or 60 or 70
years ago, the same thinking patterns.
This is the formula and once you've mastered the formula, this is going to pay out for the rest of your life as long as you
have defensive strategies and you have a foundation in regards to the actually strategy and you're blessed with a
particular education.
Okay, ladies and gentlemen I want you to say the following over here "THIS IS SHARE LORD." Say "Share Lord"? -Share Lord.
Okay, now I am going to get really excited if you haven't already worked it out. Now what is Share Lord? I am going to
use a property example over here, okay. Now who is a landlord in the room, raise your hands? Okay. A landlord, what do
they do? They buy a property. What do they do? They buy that property in order to rent it out. Rent it to out whom? -- A
tenant.
To a tenant over here, right? So the landlord buys a property over here, rents it out to a tenant. Now who owns the
property? The landlord, okay. Who controls the property? The landlord does not control the property. The landlord owns
the property, the tenant for their right to live in that property pays the landlord rent. Now who controls it now? -- The
tenant.
The tenant, okay? So we have a controlling party over here, and we have the ownership over here. So the landlord
owns, charges them rent, they pay rent to the landlord, landlord collects that rent, over here they control, the landlord
owns the property. Now what if we were to get really sexy about this and just tweak things, right? Just look - just totally
view something from an entirely different perspective over here.
What if we were to become a Share Lord, a pretty cool notion, would you agree? Now a Share Lord, it's been legal
since 1973. I will get you to write that down. It has been legal since 1973 to become a Share Lord. Now Share Lord is
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the actual phrase in regards to renting shares that I have personally coined in regards to the trade marking of the name
worldwide. Now Share Lord is the actual strategy.
Now what I have taken is this, I have taken an existing strategy and I have redefined it and believe me, when I say
redefined, I mean I can take any investor worldwide and taken them to a whole new level they have never, ever seen. This
is how this has been defined.
Now Share Lord is so unique that the current returns are as follows - now we will use the property example over here by the way I love property but my main premise, my main objective when it comes to property is what? It is the capital.
Remember I am seeking what now? Cash flow.
I mean, think about it, cash is paramount. Why, because 95 percent of the world's individuals, they work in a job to get
their what? Their source of cash, for one pillar, physically trading about 40 or 50 hours per week for that cash flow. So a
property will return you, in regards to being a landlord, lets say, what? About six percent for the year and I am being
generous, aren't I? -- Yes.
I mean, well, you know, what about vacancies, I guess, yeah? Well let's say a property is occupied for the entire year and
we will give property a good rap over here in regards to the rental yield, we'll say six percent. Now, is that per month or is
that per annum? Per annum over here, okay? So you generate six percent and assuming 100 percent occupancy over
here.
Now in regards to renting out shares, first of all, can you utilise my strategy in regards to being a Share Lord, can you
do it in Australia? Yes you can. By the way, if you utilise my strategies in Australia to be a Share Lord you will probably
generate between one percent to - I would say one to two percent per month on the Australian market and there is
probably about - there is really only eight stocks of the 1300 available that I would even consider buying and renting out
those shares, okay>
And that is probably one of the sole reasons that I don't look at the Australian market. In fact the US market - have a
look at this. Did you know there's about, I would say 1200 prime candidates that are phenomenal stocks in order for me
to be the actual Share Lord. By the way the rental returns in regards to buying shares and actually renting them out in
the US, historically, between three percent to nine percent per what? Per month.
Now folks, if you are not excited about that, I have no idea what is going to excite you. Hold on now. Property has a
rental yield, six percent, per annum, over here, we're talking about three to nine percent per month and I will embellish
upon that and I am going to show you supporting data. Not from, like, six years ago or seven years or eight years ago, I
am going to show you the last couple of months. In fact I am going to show you right now, if you embrace this education
what you can generate come Monday. Anybody interested? -- Yes.
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And folks, I am referring to a formula which will be valid for the rest of your life. Now allow me to continue over here. So
with Share Lord over here. Look, I've got to say, it's the fastest, most safest lucrative cash flow strategy to pay off a house
mortgage. Anyone who is negative geared, a phenomenal way to turn a liability into an asset. Who follows?
A phenomenal way to eradicate a credit card, supplement your partner's income or completely replace your own
income, okay? Very, very important. Now the returns we're talking about is three to nine percent per month historically
just for the last 30 years alone. Now here's education folks. Here's the entire rave over here, Share Lord, okay>
Now designed for investors who have been thinking about high return strategies but don't know where to start, okay?
Designed for investors whose traditional forms of investment are not producing the returns they want. Designed for
investors who are searching for a part-time profit-based cash flow system to produce a secondary income stream. And
these are different reasons why different individuals embrace the Share Lord education.
Now as we said the returns historically are three to nine percent per month and there are about 1200 stocks that meet
our criteria, versus only eight in Australia. In Australia one or two percent - and do you know the crazy thing, for the same
time and energy it takes to become a Share Lord in Australia, it's the exact same time and energy to be a Share Lord on
the US market, because, guess what, you don't ring up, it's all done online.
In fact, this gets transacted in under a minute and this is the cool thing, you're going to love this, the money, if you're
the Share Lord over here you receive that rental premium, paid, deposited into your bank account within 24 hours. That
is yours to keep and guess what, that is one hundred percent non-refundable. Say "Yes"? -- Yes.
And on top of that, once you rent out your shares to the tenant who is now controlling your shares, at any time you can
evict them. That gives you control. Another point over here, the best strategies are these, which gives you control, gives
you great cash flow, and it's consistent cash flow, that is the best strategies.
Remember before when I actually spoke about there are only two things in life that I have no control over, weather and
traffic. I want to be in control of everything in my life, even the actual strategy itself. Why, because that is my defensive
mechanism that I can fire up at any time of my choosing and I can be anywhere globally. I can be in an internet caf, I can
be at Base Camp 3, Mount Everest, I can be in the middle of the North Atlantic Ocean if I wish or the International Space
Station. The world is your oyster.
Now why is it three and nine percent? Well, in order for the tenant, okay - in order for the tenant to rent out your shares
they have to pay you three to nine percent of the value of your shares in order to rent them out. Who follows?
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Okay, so in order for the tenant to rent your shares they have to pay you three to nine percent of the value of your
shares so for example, over here, if we had a share portfolio, right, and these shares were worth $20 over here and the
tenant was paying us six percent in this particular case, what is six percent of $20, anybody please? How much? -- $1.20.
$1.20, yes? Okay, so guess what, for every $20 share you receive $1.20 rent. That's a pretty amazing return. Now imagine
owning 100,000 of these shares that are worth $20. What is 100,000 times $1.20? Would you agree a lot of money, yes or
no? -- Yes.
Absolutely. Now have a look at this, and this is where I am going to ask you the question here, you see, who makes the
money here? The Share Lord is very similar to the person on the gold field, perhaps doing this, who makes the money
on the gold field, by the way? The individual selling the pans or the individual prospecting for the gold? Who makes the
money? The one selling the pans or the individual prospecting for the gold with the hope of making money?
Ladies and gentlemen, which side? -- This one.
This one, or the prospector? Well guess what? The Share Lord is the individual selling the pans. Why, because over
here the tenants - you see what they're doing is this, their particular strategy is this, they don't want to buy the shares.
Why? Because they don't have the money to buy the shares. All they want to do is, they want to trade the contracts of
those shares and hope to make a profit in regards to on-selling those contracts. Who follows, say "yes"? -- Yes.
There's millions of them and guess what, the demand is astronomical which means, guess what? There is no vacancy
here. Who understands that? That's very important. There is no vacancy. What does that mean? Less liquidity, that is
liquidity. Now how do you work out the rent figure over here? Were going to talk about this in a little while. So, this here
is the cash flow stream over here and we've already worked it out that the other tenants rent out shares from the Share
Lord and pay the Share Lord between three to nine percent of the value of those particular shares over here.
So for example over here, let's say we had a $250,000 property and the annual rental yield was about six percent, okay.
Six percent over here. Work it out, that's about $15,000 per annum over here, and that's assuming 100 percent
occupancy. Now all the landlords in the room, have you always had 100 percent occupancy? Of course not. Sure you
going to have a vacancy every now and then with property? Yeah, you may even have, like, you know, some very
entrepreneurial tenants with hydroponic investments going on in the house. I mean, it is not always 100 percent
occupancy.
Over here with Share Lord, we're talking about that rental cash flow, that is guaranteed, paid into your pocket, that is
your money, 100 percent non-refundable and you have total control of the entire transaction over here.
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Imagine this. With $250,000 over here, who has got property? Who has got plenty of equity? Yeah, absolutely, and look
at this one over here. If you accessed $250,000 in a line of credit and guess what? You were generating a five percent
monthly return on that $250,000, what does that equate to on a monthly basis? That's 12 and a half K, per month. Can
you leave your job on 12 and a half grand a month? -- Not enough.
Not enough. Is it a start perhaps? Absolutely. I mean that's 12 and a half grand per month over here. I have a client in
the UK who has now become a Share Lord and guess what they amount they've started with? Try 18 million pounds.
That's about A$43 million. Now work it out. Worst case scenario, if they only managed to get a three percent return every
month that's 36 per annum annualised on 18 million pounds, do your sums. Who thinks that's pretty amazing?
And by the way, there is less risk in this than if you were to go out there and simply just buy, pray and hope a share price
was going to go up, only because that is only one-third of an equation. In fact, buying shares is just so 1980s unless you're
renting them out.
I mean, imaging being a landlord with 10 investment properties and you never rented them out. Would you feel rather
strange? Absolutely, but how many investors have owned shares for 10, 20, 30, 40 years and then I share with them what
they can do with Share Lord and they go "What? So for 40 years I have left all this rental income on the table". Does that
feel very suicidal, would you agree? -- Yes.
In regards to how much money has been left on the table. It's cash. It's your cash, it's always there. But in regards to that
path, with your goal over here, it is so dimly lit, why? Because we haven't been exposed to this particular education.
Have a look at this folks. Writing options is not only the safest of all option strategies it is also safer than purchasing and
selling stocks outright and this is most incredible; in America there is something called a 401K. A 401K is equivalent to a
self-managed super fund, okay? It's superannuation. Who follows that?
Okay, now, did you know in America the only strategy the US administration allows in a 401K, guess what it is? It's Share
Lord. What does that tell you? Number 1 is this, because it is consistent, it is cash flow generating, and it allows them to
save enough money they didn't in the past. That is the only strategy, the Share Lord strategy is the only one allowed in a
401K.
Now by the way I must tell you right now I have a lot of clients in the United States, in one particular State; do you know
which State that is? Try the retirement capital of the world, Florida. I have a lot of clients in Florida alone. Interesting isn't
it? Because Florida, we have millions, upon millions, upon millions of retirees with 401Ks. This is how powerful Share
Lord is. I mean these are for baby boomers. Imagine if you embraced this right now as a 20 year old.
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Let's continue over here. Proof. Have a look at this folks. Here's the stock, actually before I talk about this particular stock
here, I want to give you a couple of examples over here. So let's say we had a stock and it was worth $20 over here. So
here we go, a $20 stock, over there. Now assuming we were generating a six percent return, okay, so we received $1.20.
Think about this, we buy the shares for $20 over here; we have a rental premium of $1.20, okay? How much have we
really paid for the stock, anybody? How much have we really paid for the stock? -- $18.80.
$18.80, correct.? Okay, so we've actually paid $18.80 for the actual stock over here. Congratulations folks, I've just shown
you how to buy shares wholesale. Is that pretty cool? What does 95 percent of the individuals in the world, they buy -----?
-- Retail.
-----Retail. What do five percent do? Remember, I do the exact polar opposite. Hey, if someone is buying retail there has
got to be a way to buy them wholesale. This is it. So I've just shown you how to buy your shares for wholesale, because,
hey, you've received $1.20 so your real purchase was what? The shares at $18.80. Who thinks that's pretty awesome so
far? Okay.
I'm only getting started. Now have a look at this, if the share is worth $20 you've bought it for, you received $1.20, you
now have downside protection which means this. That share can drop $1.20 and guess what, are you in the red, yes or
no? -- Yes.
You have not made one single donation so far, okay? Does that give you downside protection? Versus that buy, pray
and hope you know, that the share price will go up and guess what? You're at the peril of the markets and what have you.
So over here we add this, downside protection guarantee over here. Who thinks that's pretty powerful?
Absolutely, over here. But you're thinking "Hold on here", okay, I know what you're on about, it drops $1.20, sure you're
covered because that's - by the amount of the premium, the rental premium you actually received, but what if the share
price dropped $2, I got ya! Is that a good question to ask? -- Yes.
Folks, do the exact polar opposite, buy an insurance policy. By the way we've all got shares in this room. Raise your
hands if you have exposure to the stock market, everybody. Keep your hands up if you have an insurance policy, keep
your hands up. Three individuals out of 160 individuals in the room, 160 had shares, yet only three had an insurance
policy. What does that tell you?
Folks, since 1973 you've been able to buy an insurance policy and you're thinking "Hold on here, I need time to think
now. So you can buy an insurance policy, so hold on, I ring up AAMI, they're insuring my car, the caravan, the boat, the
dog's kennel so if I ring them up I can insure my shares", it doesn't work like that folks.
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Where do you buy your insurance? From other individuals in the stock market. Folks, look to the person to the left and
right of you right now. Guess what, that's whom you buy your insurance policy from because when you buy your
insurance policies you buy them off other individuals in the stock market, people like myself, who are the underwriters
which means, guess what, you are your own insurance house. Who thinks that's a pretty good gig?
Have a look at this folks. Once again, let me ask you this question. Who makes the money, the individual buying the
insurance policy or the underwriters who are spitting out these insurance policies? Who makes the money? -- The
underwriters.
And allow me to prove it to you right now. Okay, raise your hands if you have an insurance policy, raise your hands right
now. We all have, yeah? Keep your hands up if you have made a claim against an insurance policy just in the last
12 months, keep your hands up. About six individuals out of 160 individuals have made a claim.
What does that tell you? So 154 insurance policies have expired, what, worthless and six have made a claim. Who has
made all the money? -- The insurance company.
So guess what, the strategy is this, we can buy shares, rent it out, three to nine percent a month. Or we can also do this;
write insurance policies and collect what? The premium. Because when you buy an insurance policy is there a fee? Guess
what, that fee is paid to whom? The individual underwriting the shares. And by the way you can write - I will give you a
bit of a clue, you don't have to own shares to write an insurance policy on them okay.
Another little strategy there folks. Now have a look at this. In regards to Share Lord, folks - and this is why it is so
unique - have a look at this. Here's a stock, it's Tessera Technology. Say "Tessera"? -- Tessera.
Okay, have a look at this. Here's a stock that was trading around $37.50, the rental yield was 8.5 percent which meant
the income received for the Share Lord was $3.18 per what? -- Share.
Per share over here. Over here, Allergenic Technologies over here, stock trading at 22.73, the yield was 8.6 percent and
that represented $1.95 per share, that is for every share of Allergenic Technologies you received $1.95. Now imagine
owning 1000 of these stocks at $1.95, how much is that? How much?
Yeah, $1,950. What if you owned 10,000 of these stocks and you received $1.95, how much is that? 19,000. What if you
owned 100,000 of these stocks, it's just decimal points folks, you know, an extra zero. The same time, the same energy, it's
just an extra zero now. Who can see the exponential growth right now in regards to what I'm referring to? And this is a
formula which is valid for the rest of your life.
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Now all the property investors, raise your hands again. I've got a special treat for you, would you like to know what it is?
Would you like me to show you how you can pay off your own home which is a liability? Would you like me to show you
how to turn your negative geared property into an asset; yes or no? -- Yes.
On a scale from one to 10, how serious are you? -- Yes.
On a scale from one to 10-----? -- Yes!
Have a look at this. What if we had a line of credit. We all know what a line of credit is? -- Yes.
Okay, a line of credit. So we siphon out the equity from our properties in regards to having access to funds, access to
equity. Now basically with a line of credit, what's your prevailing interest rate per annum, about eight percent would you
agree? -- Yes.
About eight percent, right? Okay, eight percent. So, here's what we do. We now have access to the Share Lord
education over here and the recommendation service. Now we buy specific stocks over here and let's say we've got - we'll
start with $100,000, okay, in the line of credit.
So we've now bought $100,000 of shares and now we're generating about five percent per month on that. What is five
percent of 100 grand? How much? -- Five thousand dollars.
Five thousand dollars per month. Who's happy with that so far? That's five grand a month. By the way, right now, you're
experiencing that light bulb moment but very, very soon we're talking about halogen, okay. Check this out over here.
What's that, eight percent per what? -- Annum.
Per annum. What's this? Yeah, what did I say, five percent per month. Okay,. Did you know that just in the first two
months of renting out your shares you've just paid your entire interest bill for the entire year, who likes that? Which gives
you 10 months of what? It starts with "p", ends with "rofit". Yes, exactly!
Look at this, five percent per month which means in the first two months you've paid your entire interest component
and by the way, have a look at this, it's a line of credit, if it's used for investment purposes is the interest tax-deductible.
I am going to show you right now - do you recall that insurance policy you can purchase, before? What if I showed you
how to buy an insurance policy using none of your own money, would that be of any interest? Raise your hands. Okay.
Now what if I was to show you how to buy an insurance policy utilising none of your own money and quite possibly it
also becomes a tax deduction?
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Have a look at this. How much did you receive over here, $1.20. Okay. Can you actually do this; can you use a specific
portion of the rental premium of $1.20 to buy an insurance policy? Yes? How about we do this, right. Let's say the
insurance policy cost us 59 cents, okay. $1.20 minus 59 cents is how much now, 61 cents, which means we have 61 cents
net, okay.
So out of this amount of $1.20 we received which was other people's money, we bought an insurance policy for 59
cents, and now we've got 61 cents net. Now buy that insurance policy with none of our own money for some of us it
provides this: an SA and F - a sleep at night factor, would you agree? Okay.
Now the cool thing about this is this, it's 59 cents, so for example, let's say with that we bought a $17.50 insurance
policy so we insured our shares, we bought a $17.50 insurance policy which means this, if those shares went down to the
value of what, let's say $3 over here, we can now sell our shares for $17.50. Who likes that? That's pretty cool. Whose
money did you use to buy that insurance policy? None of your own. And guess what? If you have to buy an insurance
policy to protect the value of your share portfolio, is that a cost of doing business?
Folks, all I've done is this, I've tweaked things and the most unique thing is this, I've actually broken it down, I've
simplified it and I can walk anybody through this particular process.
Let's continue over here. Here's a stock. Back to the PowerPoint please. Okay, so here's the scanning process that I use.
Here's the number of stocks, I mean, we've got Mandalay Resort over here, we've got IT shares, Parker Drilling over here,
Amex Corporation, Life Sale, Hollywood Entertainment, ABN Ambro, Delta Airlines, Seers Roebuck but here's a particular
stock over here folks, Hot Topic, okay.
Have a look at this. So, can you see over here we've got a "bid", and over here we have an "ask", okay? Now if we are the
Share Lord, we are the what? We are the "ask" because we're asking for this rental premium, we are demanding this
much. The tenants, they're the bidders, okay. They're bidding how much they are willing to pay you the rent.
Now it works like this, the stock over here is $22.84 okay? Now we buy for $22.84 which means we can rent out - we can
rent those shares out at $25. Now here's the wording "the Share Lord to the tenant", the Share Lord goes to the tenant,
do you know what, hey, you can buy my shares if you wish but you don't have to all right. I can give you the right but
you're not obligated to buy my shares. Now there is no verbal communication, there is no contract. This is done online,
okay.
There is the moderator. You basically put your order through and somewhere in the world this gets transacted through
the stock exchange. Who follows so far? It gets transacted in less than a minute, okay. You have no idea who the tenant is,
you don't really need to okay? Keep it nice and basic. So what you're saying is this, "Hey, you can buy my shares but if you
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want to buy my shares you are going to pay me $25", so what are you doing there? You're guaranteeing the right to be
paid $25 when you rent out your shares.
Now the tenant has this particular wording. They are going to pay you between 65 cents and 90 cents so what is the
price, it's normally done like this: split in the middle, which means about what? Split 65 and 90 cents, what do you get? -About 75 cents.
About 75 cents so for every share that you own of Hot Topic you receive 75 cents. By the way this is US, okay. So you
receive 75 cents. Now the tenant for that right has now got the opportunity to buy the shares off you at $25 which means
this, if your share price in the month - because these contracts are monthly, how many months in a year? -- Twelve.
Twelve, so you can do this every month. Now have a look at this. Let's say for this particular month over here you rented
out your shares at $25, you received 75 cents and the tenant has now bought the right to buy your shares at $25. How
much did you pay for them?
So if you were forced to sell them at $25 to the tenant, have you just made an additional profit? -- Yes.
Guess what? This is where you double-dip now. So you've got your rent from day 1, and if you get exercised that is, if
the tenant says "Hey, I want to buy your shares now" what you do is this, "You want 'em, take 'em" because its not the
shares that you want, it is the, what? It's the cash. Can you all say "cashhhh"? -- Cashhhhhh.
Exactly, right. So have a look at this. We exercise - our shares are exercised, we give away our shares at $25, which
means we receive an additional how much? $2.16, yep, plus the original rent of how much? Which is how much, almost
$3. Who thinks that's a pretty good return? -- Yes.
Now have a look at this. Will you get exercised every time? Not always, but the way I do this particular strategy I want to
be exercised because it means if I have been exercised it means that I make additional cash. Who follows now?
By the way if you're spiritually or emotionally attached to your shares, do not do this. But if shares are just a commodity
which you utilise in order to extract that cash flow for this particular strategy folks, guess what, if you get exercised, same
day, buy some more shares and rent it out automatically which means their rent is deposited into your bank account
okay.
Let's continue over here. Actually what I might do now is this, I will show you some returns just for the last few months.
Okay, first up is - let me show you September folks, okay. Now first of all, have a look at this. This is the month of
September. Now I will show you how to read this table.
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We have a recommendation service right now which is running at an amazing strike rate folks, will absolutely blow your
mind. Now have a look at this. Okay, have a look at this. Here's a couple of stocks here for you folks, now just so you
understand how to read this, can you see this particular column over here? These are the actually stocks, these are the
actual codes over here.
Now the stocks vary on a day-to-day basis, okay. Now the key to this particular strategy is this, if you were to do this it
won't work for you because there are 1500 stocks to choose from. How do you know which stocks? If you have a choice to
buy property and there are 1500 properties, how are you going to choose that property? Is there a criteria required?
Absolutely.
I mean with stocks this is what I look at: is it, like, in a city; is it a nice leafy area, yes; is it an older style building; is it a
strata title; is it near the beach; is it in regards to amenities and infrastructure kind of thing; is the rent high; does it have a
fundamental diagnostic checkable lease (a) - who follows so far?
These are the kind of checks that I do on a particular stock before I buy it, so not anyone can be a Share Lord. You need
the education because that has 1500 stocks and they will tell you exactly which one is a prime candidate for that
particular day and you can't go wrong because guess what? Bang, that stock has been chosen, that's the one that we
trade. Okay.
Next, have a look at this. "Not called" and "if called". "Not called" column that is just the rent alone, okay. If the tenant
exercises the right to buy your shares it means your shares are now being, what? They're being called. Now have a look at
the returns. Based on a rent, do you recall what I said early on, three to nine percent; do you remember that?
Have a look at this. Six percent, four, five, six percent, four, six percent, 11 percent, just on the rent. These are just for the
month of September, just in the last couple of months folks. That was a three, four week trade; 13 percent. Now let me
warn you right now. Is 13 percent for the month pretty high? -- Yes.
Is it always going to be like that? No, but they do exist, okay? The average is three to nine percent over here. Have a look
at this; eight percent, nine percent, four, 18. Four percent, eight, 14 percent, six. Remember, three and nine percent is the
average over here, per month. What if you annualised six percent, what's that? That's 72 percent for the entire year. Three
percent is 36 percent annualised folks. Do your sums. Equate that, compare it to the prevailing interest rate.
Have a look at this. If called now - remember we started to have that second dip, if we've been exercised, look at the
returns here; 24, 23, 23, 22, 21. That is September. Let me show you last month, October. Actually, while I am at it I will
show you the previous month and I will show you just as of closing of last week.
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Have a look at this. This was for the month of August. We had - can you see the percentages there? The not called, the
if called over here. Okay, and just in the last month over here folks, this is yesterday's data over here. Here it is. Here's the
date for the close of October. Okay, have a look at this - by the way can you see the date? What does it say here folks?
November 2, okay.
That was the wrap up for the month of October, okay? So the clients just in the last month have taken advantage of
these. Now this data is irrelevant right now because the peaks change on a daily basis in regards to our scanning process
and our specific proprietary formula and criteria. Now, have a look at this; four percent, 11, six, 10, 13, three, six, these are
just based on the actual rents. On the second dip over here - who thinks that's pretty amazing?
Folks, these are actual - this is as guaranteed as you get it, why? You buy these shares, that's how much you receive. Can
you get more guarantee than that? And it is entirely up to you whether you wish to do what? Buy the insurance policy to
fully protect yourself or you want that maximum cash flow because there is a certain criteria in regards to our selection
process which is really the key and the secret to this particular strategy and what we're offering is this. We've got the
education which basically sets you up with a foundation and the formula to trade this for the rest of your life and on top
of that we'll also give you a 12- month recommendation service which means you can look over our shoulders and guess
what? What we pick as the main criteria, the main candidates is what you can personally trade.
Pretty phenomenal over here. And allow me to show you how you can actually get in on the actual deal. All I'm going to
say over here is just think of the actual possibilities, okay? So, lets say December 24 2007, I will get you to write this down.
Let's say $50,000 over here, okay. I mean, spoken words evaporate but written words are going to leave impressions,
aren't they?
So these are the actual goals folks, let's continue over here. So we've got this: here's the Ultimate Trader's pack, it comes
with the other Share Lord Education over here and that is the recommendation service too. And we talked about the
insuring, you know, how to write insurance policies too by being the underwriter, a very, very profitable strategy too. And
we've talked about this and compare this, right, to the traditional way of share ownership in Australia.
I mean, over 10 million individuals in Australia own shares. Ask me what percentage of them are even aware of this; less
than one percent.
Most stock brokers don't even know about it. This is what they endorse, this is what they have been subscribing to all
their lives, right, because that's what the stock brokers told them. They buy shares, if it goes up they make money, no? No.
That's one-third of an opportunity. Even if you just bought shares and they went up, well hold on now, they went up, how
much rental have you missed out?
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It's like buying 20 or 30 or 40 or 50 properties and you've made money on the capital growth and you've never rented
them out for 50 years to make additional cash; what a waste. All the features are the benefits of the true dream business,
once again, this is the pillar, I can do this anywhere worldwide. No staff or customers, no age requirements and I've
showed you validated proof folks, actual evidence right now, the returns. Not something that was valid like five or 10
years ago, right now, if you do this, this is what you're going to be blessed with.
Profit potential, low risk, stress free, does not involve physical labour, time. Once you've mastered it no more than 15, 20
minutes for the entire month. You do it once, that's it and you'll just do what, you just monitor the trade, that's it.
Location, anywhere in the world. Something you must educate your children. Who has got kids, raise your hands? The
most accountable thing an adult can do is this, teach your kids. Raise your hands if you do not have any kids? Buy one!
Very low overheads, very low starting capital, just see the value in this folks and could we have that video played too?
There's a video, yep. It's number 3 and we'll get those lights turned out please, lights turned out.
VIDEO PLAYED
Think it covers a lot of subjects and very comprehensive and he doesn't tire, easily explained and very impressed.
FEMALE: What about Nik as a presenter? -- The best in the world.
Excellent, very empowering.
Sensational.
It is great.
Life changing.
Absolutely brilliant.
Got half way through Saturday and I declared myself permanently retired.
So exciting so far, I just feel like for the first time in a long time I am in charge of what my future holds for me.
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NIK HALIK: Lights back up please. Okay, so, now were over here folks, a couple in their early 70s now, after only four
months of training we have now achieved a 70 percent return on our investment, that's per annum, this is amazing.
Interestingly enough we have bent the rules from time to time and we now see that if we had followed your rules closer
we could have achieved in excess of 100 percent return.
"Bent the rules" means they have broken some of the rules so for 100 percent return they went to a 70 percent return.
Still, 70 percent for the year is not bad, would you agree? Folks, you name me a superannuation fund that has done
70 percent. Okay.
Thanks for sharing the secrets and introducing us to this fantastic opportunity, we are now encouraging our children
to attend your next event. Absolutely, over here. Here is a great story I want to share with you folks. A very memorable
client - you see my whole concept of education is this, right, learn how to speak, read or write in your chosen language
and then simply seek specialised knowledge, okay.
Now I had a client of mine, Lynne, super mum, five kids and one of her eldest teenagers, Aaron, she taught him how to
trade in regards to these particular strategies, right. And Aaron was 16 years of age. It took him 18 months to save seven
grand. Not bad effort for a 16 year old. He turned that in 23,800.
Okay, that's good, but this is what really inspires me. Lynne said this "You know what, hey if you can make more than
the school principal you can leave the school". Think about it, why would you be at school if you're making more than a
school principal anyway? Folks, what is education? I mean, the education in the schooling system is just going to spit out
a taxpayer. It is not going to really provide any financial literacy, will it?
I am talking about - and the lifestyle, having the choices over here as opposed to being dictated to and governed by
irrelevant data which is going to make you what, feel negligent in life in regards to what you want to manifest in your life.
And quite a few of these other testimonies. By the way folks, there is something called forums too on the internet. There
is - forums are just basically chat rooms like little internet, online little social networks and what have you and these are
some comments over here.
Individuals, I have no idea who these people are but they have obviously bought my education on the web, or
programs. I want to just share with you some of the other comments here. This one over here:
"Hi Andrew, Mate I've done both" - I don't know which other course he is referring to - "I think Nik's course is far
superior. His attention to detail, simple way of explaining how analysis works is ahead of the rest. The cost of the home
study was paid back in the first couple of trades.
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Nik Halik
I received Halik's Home Study" - sounds very impersonal, doesn't it - Haliks' - "and have been going through it since.
Extremely impressed with both the content and the quality of the presentation. I will say it again, extremely happy. The
two trades I have done this week following his teachings have already paid for it and then some. I will be a millionaire in
no time".
"Well I've done only the first DVDs of Nick's course" - they can't spell my name - "and have been amazed already. I have
already picked some stocks and am about to turn; I am ready to clean up on them. I actually feel like I am cheeting" - he
can't spell cheating - "becos" - look at because.
Am I being fussy here? Do you need to know how to spell to make money? -- No.
Of course not.
"Hi there everyone, just thought I would" - they can't spell either - "I have completed the course and want to say that I
am absolutely out of my tree" - he's probably fallen out of his tree by now - "real excited about learning what I have, this
course is a most and it won't disappoint; no more guesswork. This stuff is great guys, today I closed a bought call and B
and B for 105 percent profit and will close another tomorrow for around 72 percent" and look, there is quite a few of
these folks and I don't have time.
Oh, by the way, I always get this question, "How much do I need?" Well, look all I can say is clients in the past have used
amounts between $250 to $1 million. Like I said, I have got a client in the UK with 18 million pounds, so between $250
and a million dollars, okay. I should change that slide to $250 to $43 million, yes?
Folks, it is just decimal points, it is just zero's, okay. Same time, same energy, okay? Same strategy, same formula and it's
valid for the rest of your life, okay. Can you do this? Right now I believe in you more so than what you believe in yourself.
Anybody can do this but number 1, you have to take massive action, okay? If you procrastinate, guess what? Youre
fertilising more fear and chances are, how much money are you going to leave on the table, okay? All I am saying is just
think of the possibilities give yourself permission to succeed.
Now option A folks, here is the curriculum, okay, the education.
Now, with this, with the education, you've got the DVDs, you've got the CDs, you've got the support. Your own client
support, you get your own allocated mentor, you will also get the US trading diary. By the way folks, just in the last couple
of months here are some phenomenal returns just in days because these are contracts, I mean, you can buy - you can
actually rent out a contract in regards to the whole month or you can actually buy shares and rent them out for a period
of like seven or eight or nine days over here.
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Here are some of the returns over here. Telephone and Data Systems returned seven percent in five days. Five percent
in five days, 11 percent in five days. These are pretty phenomenal returns. folks. That is the power of the recommendation
service that you will have for a full 12 months, okay. Pretty unique.
By the way, regarding the percentage of winning trades, profitability, how does 90 percent grab you? That's the average
right now. These are astronomical folks, pretty phenomenal. Let's continue over here. By the way, with Share Lord, you
will also understand how to write insurance policies by being an underwriter. By the way, a phenomenal strategy, the US
Share Lord renting strategies and I actually go one step further with this particular strategy. Like I said, because I have
took it underground and I have refined it and according to our peers this is the most powerful stock market curriculum in
the world.
This is what I've done. I've just shown you how to rent out your shares for the month, okay? What if I shared with you a
particular secret which will probably take an additional three, four, five, minutes, by renting out your shares a multiple of
times in the same month on the same shares? Is that of any interest, raise your hands?
Absolutely. Folks, on top of this, you have client support services over here and what we're referring to is a alliance on
the memberships, support network, email support, phone support. Who would like their own coach, their own mentor to
hold their hand and walk them through the entire process, raise your hands? You will have your own coach and mentor,
okay.
Look, in regards to mentors, studies have shown an important factor that determined the most successful individuals,
they had a mentor. If you're looking for real guidance with all questions answered from someone who is willing to share
everything with you, I doubt you will find many qualified candidates, okay.
Folks, I am Nik Halik, thank you so much. I will see you at the back of the room. Thank you.
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MoneyMasters
FEATURING
JOHN
CHILDERS
Million Dollar Speaker Training
John Childers
JOHN CHILDERS: All right. Well my nam

mes John Childers and
MEET JOHN CHILDERS
my claim to fame is Im in the fourth staage of my professional
John Childers made his first million as
career. How many stages? -- Four.
real estate investor, after wh

hich, he
became highly sought afterr by people
Four. Would you like to know what theyy are? -- Yes.
wanting him to teach them his

investing techniques.
Good. I knew you were just chomping

g at the bat, at the bit,
waiting to get those.
With a unique skill of taking

g complicated issues and
breaking them down into simple easy to understand terms,
John began his speaking ca
areer teaching zero-down real
Number one, I had a job, and it hoove

ered big-time. You all
estate strategies.
understand the word hoovered now, right?

r
How many relate
to that? HAD the job. Okay.
While he continues to teach

h real estate, his primary focus
today is on teaching others to become successful speakers.
Then I made a million dollars in just over three years as a real

estate investor. How many of you have invested in real estate?
Okay? THEN came the big money. But you
y say, Whoa, thats
pretty good money right there isnt it? A million dollars in
John reveals the inner workiings of the speaking industry and

his personal strategies whicch have made him millions of
dollars as a speaker. He has helped launch the speaking
careers of hundreds of profeessionals.
three years? No, no, no, no no.
See, we go in like stair steps, but I wen

nt in like a ladder, straight up. Because then I entered
d the third stage in my
professional career. I started teaching people
p
how I made my million dollars. Now where do
o you think I made the most?
The million dollars in real estate or teacching people how I made my million dollars? Teachin
ng people how I made my
million dollars.
And now that Im in the fourth stage of

o my professional career I will teach you how you caan teach people how to be
successful. Because, believe it or not I know this is going to be a hard stretch of your imag
gination, but its hard for you to
believe that money is actually being maade right here on this stage right in front of your eye
es, isnt it. Yeah, youre seeing it
made, right?
g to learn today. Youre going to learn, number one, youre

y
going to hear a rare
Well let me tell you what youre going
presentation, because what Im talking to you about is how to become a public speaker on the platform or on the
telephone. And you can make millions of dollars doing that, and this is probably the only tim
me that youll ever hear about
this opportunity. Because theres no-on
ne that I know of that teaches what I do.
Second youre going to see a tremend

dous opportunity. And its not an opportunity for me
e, its an opportunity for YOU.
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John Childers
Third, youre going to feel an urge to teach some people. Because theres something about us, inside, that we want to
share information. When we get it we want to share it with others. But youre also going to get started. Youre going to
want to get started NOW.
Okay. Thats what were going to cover today. You will know a secret worth over a million dollars. I can tease you and
say, Yes, Im going to teach you; a little bit later Ill give you this secret worth a million dollars, or I could give it to you
right now. Which do you prefer? Right now? Its not going to be a secret, its just revealing the secret.
You need an information product. Write that down. You need an information product. And you can continue
developing information products for the rest of your life. But you need an information product that will make you
millions of dollars.
Second, the most profitable information categories. Youll learn what they are. Because if youre going to have an
information product, what topic should I talk about? There are four major information categories. Three that are the top
three. Most effective methods of learning, and how to get started with no experience whatsoever from the platform. Now
could I see a show of hands, how many of you qualify for the last quality? Yeah, no experience whatsoever getting up in
front of people. Then you are my audience.
At one time I was hiring and training speakers. My number one requirement that you had never been in front of an
audience. I didnt want any bad habits. I wanted to find people that had a good heart, that could just get up there and tell
people how it is. And I, when I left I had 125 speakers working for me and I didnt have a single speaker that made under
$150,000. Today, I think that is about minimum in our industry.
Most of you, if you decide to get started as a public speaker, you will make a minimum of $250,000 a year. And Im
gonna show you these numbers in a few moments to verify that fact, and that is good money, isnt it? In just about any
country. $250,000, BUT youll go up from there. When you get in the league of the speakers that are on this platform,
youll be making a million dollars, two million dollars, every single year, because you have an information product, an
information product that you have put together, and it keeps growing and growing and growing.
Now whats it like? Whats your new lifestyle going to be like? Number one, youre going get to travel all over the world.
Now, I have gone what we call international. I have spoken in every major city in the United States so many times that
you tell me what city Im in, you tell me what hotel youre in, Ive probably been at that hotel before and spoken there
some time in my career.
Ive been speaking now for 25 years, and that is a long time to be speaking as a public speaker and I had no experience
whatsoever when I got started. And as a lot of people listen to me today you say, Well, you dont look like you got a
whole lot of experience now. Well I understand that.
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But when you travel youll get to go to exotic places. Getting ready to go to Sydney out there - beautiful city - that youll
see pictures like this all over the world that youll go to. You will meet famous people. Now I was in two days ago I was
in Singapore airport - and it was like a welcome home because I had met the most famous American ever in the
Singapore airport. Its amazing who you meet. You know, I was embarrassed, but I had my picture taken with this famous
American. I wanna show it to you right there. And - how many of you have met Ronald? Okay. So youll meet them.
Also whats it like, not only will you travel but you MUST get accustomed to a first class lifestyle. In other words, when
youre on a plane you dont sit in the back of the plane, you sit where? In the front of the plane. Its a first class lifestyle. By
a show of hands, how many of you could get accustomed to that, you think? Now I know its tough for you to think of, but
you could get accustomed to a first class lifestyle. Okay?
Also, youre going to have options. Now when Im talking about options, a lot of people think that they have options,
but let me tell you a period of time in my life that it was I had fewer options than any time in my entire life. I would get
up in the morning, and I got dressed, and I drove to work. Why did I do that? Cause I only had one option to support my
family, and it was that job.
And guess what happens. When I get to work, if Im in a bad mood I have to just take whatever comes up, right, cause
thats my only option. But guess what? Its when THEYRE in a bad mood I have to take that too. Why? Cause its my only
option.
And when I decided that I was going to become a public speaker, it changed dramatically. Youve got promoters,
people that are putting on meetings all over the town, all over the country, all over the world. There are tens of
thousands of meetings, and they need speakers. But when you go to a meeting, guess who the number one person there
is. The speaker. Thats our speaker. Its a prominent position here, but you have OPTIONS of all the different places you
can speak.
Wouldnt it be nice if somebody called you on the phone and said, We need you to speak at so-and-so; this is what
were offering you, and you look at your calendar to see how many options you have and if you want to take that or not.
Its not you HAVE to do anything, because you have options.
Next is recognition. People will recognise you wherever you go. But thats good, isnt it? What Ive found, though, is you
better be on good behaviour, because when people know who you are you cant do anything thats off-colour or
anything, because theyll Ah, I think Im gonna call Brenda, tell Brenda what you were doing here. So. Because people
recognise you, thats good but it will restrict you and thats what I need sometimes.
High income though. Could you get accustomed to a high income? I want you to put in your income bracket there
anywhere from $250,000 to $2,250,000. Thats what most of my people make each year. I know that that may be a stretch
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of your imagination right now, but did it ever enter your mind that there are some positions that just pay a lot more
money than other positions? They just pay more money.
Well, that being a fact, did you ever think about Well, what do I have to DO to get in one of those positions? And Im
gonna short-cut it for you. Im gonna show you what you got to do this, this, this, this and this and youll be there. Its just
a process.
Friendships. You will make friendships all over the world. Im talking about really solid friendships. People that you will
want to be friends with forever. On your dying day, did you ever wonder if you died would anyone show up at your
funeral? You know, I know tens of thousands of people all over. Now, by a show of hands, how many of you would like to
attend my funeral? Now that would have been, they just lied to me. Please, how many of you would like to come to my
funeral. Thank you very much. Ill put an invitation out.
Appreciation. People will appreciate you for what you do for them. Ah, my wife and I will go out some place, and
especially a training, and people come up and just give me full body hugs. Beautiful women come up and just put both
arms around me and hug me. Brenda says, Now what was that all about?
And I said, Well, they just appreciate what Ive done for them. Because thats the only reason anyone would ever give
me a big hug, is because Ive actually done something for them that changed their life financially. Now I can change your
life in a lot of ways, but if I change your life financially it gives you everything you wanted in the rest of your life.
Next thing is leisure time. Now when my boys were growing up it was a laughing matter there when wed little league
baseball when we went out the boys were practising two or three times a week, I was always there. As a parent, I was
always at the practice games. Someone says, Well, why were you there? Because I didnt have a job, I didnt have
anything to do.
Now per hour, let me tell you what the worlds most profitable skill is. Communicating with mass amounts of people.
Mass amounts of people. Now if I broke it down into how much I make per hour it would be scary but Ill do that for you
in just a moment, to show you how much YOU can make per hour.
Residual income. Now what I like most about working with David and the Internet is you can take whatever you do on
stage and now you do it on the Internet.
Third thing, you can take whatever you do on stage, you can do it on a telephone call now. Internet has made your
business be open seven days a week, 24 hours a day, world-wide. World-wide. And for about $100 a month, you can have
your storefront open to everybody all over the world. And guess what? When I die, and you attend my funeral, my money
will still be coming in to my relatives.
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The reason is because on the Internet you dont know if that person is living or dead. You just know theyve got an
information product that you want, and that product can be sold forever and ever and ever.
How many of you would like to pass on something to your heirs that actually meant something to them and could
produce income to them for the rest of their lives also, right? So when Im talking about a residual income, Im talking
about everything you do while youre here on this earth, you will record it. Every time you make a presentation, you will
record it. I will show you how to change your lifestyle in such a way that everything you do, you capture.
And that becomes a product. And as you build this following that David was talking about, and Im going to give it to
you in a different way, when hes talking about the name is in the list. Its not - Im going to start a sentence and you finish
it for me. Its not who you know its -I said that wrong. Its not what you know its who you know. Im glad you corrected
me on that. Its not what you know its who you know.
Im going to change that for you that makes it worth ten times as much money. Its not who you know, its who knows
you, that counts. Thats a big difference. What you will be developing on the Internet, what you will be developing in
your future as a public speaker, is a list of people that know who you are. Because if you send out a letter, an email to
someone, if they dont know who you are, it goes in the trash. But if they know who you are it will be read.
So your list needs to be of people that know who you are. For the rest of your career you will be building a list, of people
that know who you are. That list will be transferred over to your heirs, and the products that you sell will be transferred to
your heirs, and I know that Im talking in the future, but Im talking to you about an income stream, a profession, that far
out-pays every profession on earth.
This is the worlds most profitable skill - communicating with mass audiences. Every great leader in our world has had
the skill of communicating with the masses. Im going to show YOU how its DONE. They learned it, I learned it, and you
will learn it.
Now you will meet similar people, to you. Now I go a lot of places. I know that Im different-looking, weird-looking. I
mean, you look at my hairstyle. Its a receding hairline on it. But you know, I met someone looks just like me. Look at that
guys hairline there. I think that ah, you know who that is? Larry King Live. Hes copying me. I can tell right there.
Okay, Mark Victor Hansen, co-author of Chicken Soup for the Soul books. My best friend for many, many years. Ive
known him for almost 30 years now. He was telling me, he said, John is the king of selling from the platform. John
Antoine said, I could tell you in no uncertain terms, John Childers knows how to sell from that platform. You will have
testimonials.
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Now let me ask you this. Who believes that money has been made here, on this platform right here in front of your
eyes? I should get every hand in here. I mean, you actually figured this out, right? That you come to an event, we teach
you how to do some things, and we ask you if youd like to learn more of that. If so, go to the table and enrol. Give money,
to support this system.
Who believes that you could do the same thing? Thats the most important question right there. Who believes YOU
could do what we do. Put your hand up whether you believe it or not, cause Im going to work on your belief system.
Now, who believes that Im going to try to sell you something? Youre not going to be disappointed, Ill tell you that.
Fact is, if you believe Im going to try to sell you something, could I just make a sixty-second sales presentation and then
lets get it over with? Just do it up front. Im going to take 60 seconds.
I teach the worlds most expensive and the worlds most profitable training on the planet. The fee is $30,000, so you
want to just write that number down. And Im going to tell you something. I dont give discounts. I dont round down to
$29,995. I AM the most expensive, I am the BEST, and people pay me that day in and day out.
But you know, earlier we learned that you cant just learn one side of the issue. Is $30,000 a lot of money? It depends
what you get with it, doesnt it? Is $30,000 a lot of money IF you learn how to make a minimum of $250,000 a year for the
rest of your career? Now all of a sudden that seems insignificant. Insignificant.
Now I had someone coming to me saying, Well, that sounds real good John, but I have a deal for you. Ill pay you your
$30,000, and let me give you half of it now, well Im gonna just give you some of it now and THEN Ill pay you out of what I
make, AFTER you teach me this. Im thinking, hmmm, theres one of those in every audience. Any of those in this
audience?
Let me tell you why I feel that I am the best that there is in this business. Thats exactly how you will pay me. Youll make
a small deposit today; I will finance 80% of my fee on these terms. If it doesnt work, you dont pay me. And you only
how many of you will give me a dollar if I give you four dollars? Does that make sense? Let me change it a little bit. Would
you give me a dollar if I gave you four dollars, however you dont give me my dollar until I get you your four dollars. Now
how many would be interested in that, see? You will pay me 25% of your profits until you get me paid off. By a show of
hands, how many of you like those terms? Okay.
I am so confident of what I can do for you, thats the way you will pay me. So now that Ive took 60 seconds, lets
continue. Would you like to know how to earn a high income, how to have no financial risks, how to start with no
experience and how to copy my system?
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Well, there are four steps to a million dollar speakers system. How many steps? Four. Number one, you got to learn the
business; number two, you have to learn how to develop a product; number three, you got to learn how to market those
products; and number four, you have to learn to develop a KILLER sales presentation.
Now if youre taking notes, dont worry about those if you hadnt got em all down there, were gonna go through them
one at a time.
Lets start with learn the business. The business works like this: there are a lot of places that you can speak. Now, so far
Ive been talking about speaking from the platform. I want to add a second area that is fast becoming the number one
most dominant place that you will speak. It is on the telephone. How many of you have experience already, before you
ever met me, speaking on the telephone. Could I see a show of hands? Okay. So we dont have to get over this illusion of
Oh, I have this great fear of speaking in front of an audience. Thats if youre on a platform.
But if youre on the telephone, Ive never had anyone tell me, Oh no, no, no. I just couldnt speak on the telephone. It is
fast becoming the number one way that you will be making money in the future as a public speaker. Heres how it works.
When you come to my training, we meet, you meet up the first night with so many different - youll meet everybody
there thats learning the same system.
I remember when I said that every one of you will be developing a list of people who know who you are. Thats the
main focus of what everybody will do. Now youre meeting, if I had everyone in here meet everyone else, heres the
purpose. You meet as many people as you can, ask them if you can speak with them to their group, and then youre
asking, Can I speak with you on a telephone call with your group?
So when you leave my training youre booked, with speaking engagements. But you dont have to go anywhere. You
just call in and youre speaking to the people on a conference call all over the world that know - youre speaking to
people that knows who he is. So now youre not a stranger anymore, because you introduced them as your good friend,
as a person thats meant a lot in your life. We went to John Childers speaker training together. Network here, because
when you leave I want you to have speaking engagements. I want you to have instantaneous results, but you dont have
to get on the platform yet. Just start talking on the telephone.
The third ways on the Internet, because the technology this year is just going over the area in which now most people
in the world have high-speed Internet and they can actually get video and audio streamed. Now the technology was
there before the stream the video and the audio - but the speed was not there. They corrected it. So now whats going
to be happening, youre gonna be sitting right here in front of your laptop, and youll have a camera right there, itll have
your picture here, itll be broadcast all over the world, with whatever background I want on it.
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Three areas. Because speaking on the platform, if you think - I normally make between a million and two million dollars
per year, net profit. I have no idea if you think thats a lot of money or unrealistic or whatever, but thats doing of the
three ways thats doing the one thats least profitable, which is on the platform.
Cause right now we may have 70 or 80 people in this room and thats all that get to listen to me. But when Im on a
conference call there can be 4,000 people on there. When Im on the Internet there can be 40,000 people on there. Thats
how profitable your business is, and those are the three areas that youll be speaking about.
Now, lets just see what an opportunity would be. I want to know if you recognise what youre hearing and what youre
seeing. Ah, how many of you know how to make a hamburger? Can I see a show of hands? Hmm, that seems to be almost
everyone in here. Thats strange, that you already know how to make hamburgers and yet McDonalds, Wendys and
Burger King can charge over a half a million dollars for a franchise, to do what you already know how to do: make
hamburgers.
How can they do that? Cause they dont teach you how to make hamburgers. They teach you a system of making
money in the hamburger business. Now, I give you that analogy, because I guarantee you, you already know how to
make hamburgers and you already know how to speak. You just need a system to make money with.
Now when you have a conversation with people, do they just kind of back up and they get do they have that
disgusted look, and they dont want to listen to you, or do they kinda, you know, whats that about? I want you to test
this. One thing I want you to test, your first day you get home, I want you to go and say, You know I went to a dynamic
presentation. I mean, three days of jam-packed information on how to make money. One presentation on how to
DOUBLE your dollars. My goodness, if I doubled my dollars Id be out of debt in three weeks. If I doubled my dollars Id be
rich in eight years. I learned it was for
When youre telling someone these things, watch their body language. Lean forward and theyll say, Yeah? What else
did you learn? Were gonna show where that skill, right now, I just want you to visualise, can you see yourself telling
someone else what you learned here?
Now I want to talk to you about another investment. This is in real estate. I know that every country, every township,
prices are different. But I want you to think about, just a moment, a $30,000 piece of rental real estate. Is that expensive
where you live, or inexpensive? Oh, thats inexpensive, right? In other words its not the price that counts here, its what
do I get.
Would you buy a $30,000 rental piece of real estate if these were the terms. Its $6,000 down but you get sellerfinancing at 0% interest. Would those be good terms? Well, thats how you would pay for it.
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Now what do you get in return? You get a property that rents for four times the payment. So whatever your payment is,
multiply it by four. Thats what you get IN if youre willing to commit to one dollar going out. And guess what? No rent, no
payment. Would you buy that piece of real estate?
What were talking about here, todays opportunity to start your speaking career, it is more profitable than a hamburger
franchise. It is the same terms as a rental piece of real estate. Thats what youre looking at.
Who wants to start today? Can I ask this, see a show of hands; I want to see who Ive got interested in this right now.
Fact is, let me - how many of you would like to make $300 a minute? Still not everybody. I want to know how many of you
would like to make $300 a minute, TODAY on this stage. Youd do it today. Now how many of you? Because Ill pay you.
How many of you are willing to make $300 a minute today? Okay.
Speaker characteristics. I dont know if youve got what it takes. Number one, do you have a burning desire. Do you
have, inside you, what it takes to help other people? Im not talking about a burning desire to be a speaker. Im talking
about the burning desire; do you really want to help people? Because if you do, therell be no stopping you in this
industry. None. The burning desire.
Did you know that women are taking over the speaking industry? And I believe that I know why. Now, as I tell you why,
that does not mean that I dont care, but I believe as a group, women care more than the men do as a group. Individuals,
its up to the individual, but I remember when I watch when I was growing up as a young man, real estate agents were
all men. Women had no business in that industry is what they were saying, and today there are very few men that are real
estate agents. Do you know why? Men sell houses, women sell homes. And they dominate that industry now.
I see the same thing happening in the speaking industry. It doesnt mean that Im going to be out of business, I am not
threatened at all, but I am welcoming the women the reason is because they care. They have that burning desire built
in. I think its a mother instinct, or that womans intuition. I dont know what it is. But the people just warm up to the
women when theyre speaking.
Next, you must have a high level of integrity. Because, believe it or not, audiences put speakers on a listen to this on
an undeserved platform. We put speakers on an undeserved platform. And because you are listening to me, let me show
you the power that happens in this environment. And you must have a high level of integrity. You allow me to tell you
everything that I want you to hear, and yet you dont speak up. Thats the way meetings work. Thats the power that goes
along with a speaker; were here to listen to the speaker. Consequently, if you dont have a high level of integrity, people
w ill not ask you back.
I have seen speakers that lied and cheated in our industry. And theyre no longer in our industry, and I am glad. Because
it is so powerful, the things that I can share with you. Let me ask you - dyou know I can teach you things to do, I can teach
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you things to say, that will move an audience. They will buy things from you when you say and do these things. Thats
powerful. If Im willing to teach you those things, how many of you are willing to commit to me that you will never abuse
those skills? Okay? Because I require that. You must have a high level of integrity.
You must be decisive in nature. Youre going to be making quick decisions. Remember earlier when I said you had a set
of guiding parameters. The guiding parameters if you can double your money, if you can double your dollars doing
something, should that be a yes? Its your guiding parameters. Because if I showed you a picture of a piece of real estate
and I said, Would this be a good deal? How do I know? Well, heres the price: $400,000. Youve got more information.
Now is it a good deal? I dont know.
A lot of information you need to know but still a person cannot be decisive if they dont have a set of guiding
parameters. You could make $40,000 on this. Now, the payments going to be $20,000 a month until you make it. I dont
know, no, I dont think you see theres guiding parameters, and one of them, financially, is you need to double your
dollars on every transaction.
It does not mean you can double the dollars a product costs you; it means it doubles the dollars that you have invested
here. Okay? You got to but you have to be decisive in nature. You have to learn how to do that.
But you also must relate to an audience. Youve got to be able to relate to an audience. Id like to ask for a show of
hands on that, but Im not; Im going to postpone that just for a moment. I want to share a story with you. The first time I
ever spoke in front of an audience I was scared to death. I had been to a seminar similar to this one, on how to invest in
real estate, and I went out my first week after my seminar and I brought my first property. I was so excited I called the
President of our investment club. You know, we all met once a month and we, you know, shared ideas.
I called him. I said, Oh, man, Ive brought my first property; I am so excited.
And, he said, Great, come to our meeting, wont you.
And I said, Okay. Ill be there. And I went down there and I thought everybody in the class would get up. Theyd be
able to tell us.
But he said,Hey, John Childers just bought his first property. John, stand up and tell everybody what you did.
I could have died. I was an automobile mechanic. I had never been in front of an audience. He told me to stand up; I still
remember it. I stood up and they had those tables in front of me. I gripped that table, a death grip. I mean just gripped it,
holding on to it. I can still remember my body shaking. You know, just, I cant believe you did this to me. You know the
worst thing, is my voice is shaking. And I could hear it shake. Youre like this, I was scared to death.
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But all of a sudden it all went away. When I looked at that audience and people were hanging on every word. And it was
not cause I was some kind of authority; it was because I was one of them and I had done it. How many of you really relate
to your audience? See, if you can relate; somebody said, Well if I come to your training what are you going to turn me
into? Im not going to turn you into anything. I want you to be you.
Who can be a great public speaker? Two groups: an authority and a reporter. Right now youre thinking, John, youre
up here in front of us, youve been doing this for 25 years, yes, you are an authority. But I didnt start that way. I think the
biggest roadblock to people getting started in this career, is the misconception that they need to be an authority to be in
front of an audience. That is not true. Its a mindset. And the reporter position is how you break through that.
Remember when I told you I was hiring, I hired 125 people, and we were all, we made a, we sold, those 125 speakers
sold $118 million, the last time I was there. Now we made 10% commission. Figure that out. And that 10%, thats $11
million that we split. Commission remember I asked you would you give me a dollar if I gave you four. Well we were
getting a dollar and we brought in $10 to the company. 10% commission. Every speaker there had to be reporter. I did
not want you to be an authority.
Heres what a reporter is. Lets see if you can do this. You know, I shared with you; I want you to test this. When you go
say, I went to a seminar. I learned great ideas. And someone says, Yeah? What dyou learn? As a reporter you tell them,
Did you know that no-one expects you to know all the answers? Cause youre not the authority.
This fear of speaking in front of group normally comes from the fact that, Well, theyre going to want me to be the
authority and what happens someone asks me a question I dont know the answer to? Then get out of the position of
being the authority.
The best presentation I ever made is when I was speaking about someone elses topic that I didnt have to worry about.
Someone says, Well, you know, whats so-and-so about that?
Well, I dont know. Ill ask em and get back to you. So easy. Because Im not the authority. Im not expected to know
those things. Be a reporter. If you look at every magazine, every newspaper, every television show, those people are not
the authorities. Theyre reporters.
Heres a famous reporter. How many of you ever heard the name Napoleon Hill. What book did he write? Think and
Grow Rich. And in the book Think and Grow Rich he interviewed 500 of the wealthiest people of his day and time. He
wanted to know, Youre successful, youre rich. What characteristics do you have? and hes going to compare and see if
the other people had the same characteristics.
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What I want you to understand, he became famous world-wide as a reporter, because he was NOT one of the people
interviewed in that book. He was NOT one of the successful people. He was NOT one of the authorities. He was a reporter.
Now how many of you could ask people questions and write down their answer. How many of you could ask people
questions and record their answers in a recorder, and develop a product that way. Ill show you how to get started in this
business. Ill show you how to get a product: a product thats valuable, a product thats jam-packed with good words of
wisdom, that will change anyones life that listens to your product. But stop trying to be an authority in the beginning,
because youll have to fake it.
Ive seen speakers get on the platform and I can tell from the beginning theyd never done what they were teaching Cause I did this and I did that and I did this. You know, they were good speakers. If theyd a changed one thing quit
telling people you did it and tell that someone else did it. Let me tell you what so-and-so did, and they taught me how to
do it, and Im gonna teach it to you. Theres no less credibility being a reporter and itll get you started immediately.
You could be a student. A student I dont think you get near the credibility, but people will relate to you better. Who is
an authority? They did something, theyre an author, they have a special skill, their unique experience. Today, after 25
years, I have experienced a lot, and as an authority on public speaking I can share with you things that you can share with
others, but I know that you need to start off as a reporter.
If youre an author theres something about if you have published a book, if youve been the author of a book then
an audience gives you undeserved credibility. Were assuming anybody that has a book in the bookstore, that youre an
authority.
How many of you would like to be an authority? How many would like to be an author of a book? Did you know that is
so easy? Yeah, how could that be easy? No, its easy if you understand the process. Would you like to know how to write a
book in three days? How many would like to do that? Because Ill show you how to write a book in three days.
Whos a reporter? Thats someone whos studied UNDER; this is someone was told by; I am teaching another persons
material. These are all reporter positions. Not trying to be an authority. Im just reporting what other people have taught
me. Whos a student? I did what I was told, how I got started, Im studying now, Im just a student.
There are three things to be effective as a speaker, whether youre on a telephone, whether youre on the Internet,
whether youre on a platform here. These are the three things that you try to get across to an audience.
Number one, I can do this. Number two, I can do this here, and I can do it now.
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Do you feel that I am doing this to you now? That I am trying to convince you that you could be a speaker, and that you
could do this at this day and time, and that you dont even have to you can travel or you dont travel? I am trying to get
these three things across to you as a feeling.
Now I could just get up here and say, Hey, you could do this. You can do it from anywhere you want to, and you can do
it now. But I want you to FEEL it. Those are the three feelings you want your audience to have during your presentation.
So just speaking is not a just saying words is to say words in a way that audiences have feelings.
Next, the highest paid speakers number one they create an information product; number two, they over-deliver on
information. I hate it. Ill watch some of my students; theyll say, Come critique my presentation now. Im paid $10,000 to
critique a presentation. Is that a lot of money? Theyll speak for 90 minutes. I get paid $10,000 to take notes and tell them
whats good and whats bad; how to tweak it.
Well, one of the things that I teach at my training is never to tease from the platform. Teach, teach, teach, teach, teach.
Over-deliver on information. The audience needs to leave feeling, My Gosh, I learned so much from that guy. I wonder
what I would learn if I spent four days with him, or three days with him, which is just bam, bam, bam, bam, bam, bam
one piece of information after another.
The third, you gotta be yourself. I repeat. People come and say, What are you gonna turn me into? Nothing. You spent
your entire life developing the personality you have right now. Who am I to change it? Sometimes it may need some
tweaking, but ah, no, I want you to be yourself.
Now, I have gone to trainings before in which they tried to change me, turn me into things. I went to one, this guy says,
You dont dress properly.
I said, Whats wrong with my dress?
He says, Well, you need to, if youre going to be the speaker you need to look like the speaker. We need you to have a
three-piece suit. We need you to have the diamonds on your fingers, the gold Rolex watches, we need you to have this
image.
Well, I have an image, and my image is my brand. I always wear a sweater-vest. Its semi-formal. Its not formal, its not
casual, its semi-formal. I feel good this way because thats who I am. I want you to be you. Because when you are you,
you dont have to always be wondering, What am I supposed to do next? What am I supposed to - I wonder what youre
thinking now. I wonder how does this fit?
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Just be you. People want to learn the information. Be yourself and dont let anybody change you. And do you know Ive
thought that all my life, people trying to change me into somebody else. I want to make the decisions in my life
concerning me. How many of you agree with that statement here? Its YOU. You change your life based on what you
want to do, not what someone else wants you to do.
Develop your product. The most profitable topics is making money, saving money, and self-improvement. Write those
down. Because if the million dollar secret is you need a product, what does your product need to be on?
The number ONE most profitable topic is how to make money. Number two is saving money. Number three is some
form of self-improvement. Tony Robbins. His whole company, his whole career, is based on self-improvement. Other
people teach you Let me show you how to get out of debt. Let me show you how to save money. My expertise let me
show you how to make money.
More people want to make money than any other one topic. However, Ive got a lot of students, they teach you how to
lose weight, they teach you how to get over grief, they teach you how to communicate better, theyll teach you how to
start your home-based business, theyll teach you how to market on the Internet. There are so many topics out here, but
the most profitable topics are right there. Making money, saving money, and self-improvement. And these are broad
categories; broad, very broad, falling into that category.
Methods of learning. You can create written material, audio CDs, live trainings, digital products, conference calls and of
course theres more, the list goes on and on. I want to get you started here.
Now, theres one I want you to put a check-mark by here. Its based on this theory: never underestimate the power of
the spoken word. People like to listen to you. They want to listen to the words. So your audio CDs actually is becoming an
antiquated term, isnt it? Audio recordings might be a better term, because today its MP3 files, so people dont you
cant touch them, you cant feel them you dont get a physical CD - they just want the information so they can listen to
it.
It just comes under the category of and I want you to put this in your notes people want to turn non-productive
time into productive time. Your students would like to turn non-productive time into productive time. Thats the reason.
My entire training has been recorded its put on MP3 files the reason, its cause my students, when theyre driving to
and from work that is not productive time, when youre driving to and from work. So if a person can turn nonproductive time into productive time, they will thank you.
So now when youre going to and from work, youre learning. So all of a sudden you dont mind that, Hey, it takes me
45 minutes to get to work. Instead of saying, Ah, no, I get to learn for 45 to 50 minutes every single morning, and I get
another hours worth going home. All of a sudden you look forward to these times because youre learning every day.
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Remember earlier when I said when you are in a time-for-money economy the only way for you to get more money is to
get more time or to become more valuable. If you would think about it, what would happen if you listened to an hours
worth of training to make you a better person, to make you more skilled, to make you a better communicator, to make
you a better sales-person, if you improved yourself an hour every single day in the morning and an hour every single day
in the afternoon, do you see your income going up? Youre becoming more valuable to your employer. And thats in the
least productive economy.
When you get into a result economy, this same training, you become more valuable every day, every day youre
learning. People want that. You want live trainings. Digital product.
The number five there coaching- will be your most profitable product. You need to write that down. Coaching. Your
coaching other people will become your most profitable product. Its when they want you to guide them through the
experiences that theyre gonna go through.
Conference calls will be your most productive product. Its because you can speak. Youre sitting there at home, youre
sitting back in your chair, your feet up on your desk, youre talking, and yet people all over the world are listening to you.
Now, one time I had people all over the United States listening to me, and now I go from country to country to country
and I literally have people from all over the world call in at a set time and we have a conference call. And people say Hey
John, that was neat. Now tell me what that ladys name was from Singapore. Tell me, that gentleman from New Zealand. I
couldnt understand what he was saying. Wait a minute. You couldnt understand what someone from New Zealand
their accent of something. Oh, by the way, those of you who are wondering if your accent might be a hindrance to your
speaking, and youre thinking, I think Ill ask John if my accent would be a hindrance?
Youre going to ask ME if an accent would be a problem? How many of you feel that I have an accent? You noticed it
right away, right? If I had worried about that in the beginning I never would be here 25 years later. People couldnt care
less what your accent is. Fact is, I think the two countries that have the most charming accent are Australia and New
Zealand. Thats just in my opinion. I said charming.
Now, I think the most formal accent is from Britain. I think the most realistic is when youre from the South. You know,
but let me tell you about accents. In America, when you live in the South, maybe it just has to do with where youre
spending your time, but you could take somebody from the South and send them to, lets say the North part of the
country, in just a few months they will develop an accent like those Northern people. Now you could take somebody
from the North and you bring them down to the South, in just a few months theyll start speaking normal.
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Okay. Lets just see how much money you can make here, all right? Lets start with your first product, and Ill help you
get there at your training. Were gonna get your product started while youre there. Youre going to be interviewing
people. And then youll start recording your own lessons.
But lets say that you start with a thousand dollar product. Now youve seen products of all price ranges here. Would a
thousand dollar product be at the top end of your economic scale or the kind of lower end? Thats pretty much the lower
end, isnt it. A thousand dollar product. Okay. Im doing this intentionally to show you the conservative approach to how
much you can make. A thousand dollar product.
Lets say you spoke to a hundred people. Now this would be on a platform. Its EASY to speak to a thousand people at a
conference call, but lets just say you wanted to go show up at the Chamber of Commerce or somewhere, you had 100
people in the room, and MOST of the people didnt like you at all. They didnt think your topic was appropriate, and they
didnt like that you had something to sell.
Now you hear all these kind of things. So lets just say that 90% of the people said no to you, Im not interested in your
product. And that is not unusual at all, that 90% of the people would say no. But whats the opposite of 90% saying no?
10% said yes. All right, so you just made how much money? $10,000.
I remember the first time that this bis - I ever tasted this business. And it wasnt a thousand dollar product. I took my first
seminar and I went to little - I spoke at little investment clubs all over the state of Florida, and I said, Look, my name is
John Childers and I am the president of an investment club over here and I made a million dollars in just over three years.
Now I did that from what I learned at about 50 seminars. What Im going to do, Im going to take the best ideas that I
learned from all 50 seminars and Im going to teach them in one jam-packed seminar, and itll cost you a hundred bucks
to come to three days.
And I had a 130 people give me $100. Can anybody with math tell me how much I made at my first speaking occasion?
$13,000.
And Im thinking, Whoa. As an automobile mechanic Im thinking This is big money. Was it what? -- Hoe much were
you making?
A mechanic was making $15,000. I make $15,000 as a mechanic. Thank you very much for asking that. $15,000; I never
related it. I had a years income there from one weekend. Why? Because I taught people what I had learned from others.
Now if I had gone up and said, I made a million dollars in three years. Let me tell you all my secrets I dont think people
would have come. I think they liked the idea that Im just like them, that Im willing to share what I learned from other
people. And I didnt worry about anybody asking me a question.
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Now would you be willing to go out how many times are you willing to speak - that took you 90 minutes to do that
by the way - how many are willing to give 90 minutes four times a year? Now, thats not a difficult question. Meaning, as a
part-time job, as a part-time career, one time a week, you are willing to call a group and say, Look, I would like to speak at
your group and you make around ten grand. How many are willing to do that thirty, forty times a year? Okay. And you
would have meant.
The reason I put that $400,000 up there is my first year as a public speaker was in 1982 and I netted $400,000. My first
year as a public speaker. And that just beat the heck out of being a mechanic. Big time. And I had, I mean, remember
when I said I didnt go up a set of stairs, I climbed a ladder. I went straight up. And if you told me that there was a
profession out here that an automobile mechanic could get into, if someone just teaches you the process, I would not
have believed it.
Thats the reason Im telling you, this is a rare presentation. Youll never hear this again. Where someone will tell you,
you can just go straight up, because youve got information right now, and what information you dont have you get
from somebody else and just give them credit. People want it NOW.
Theres a Im gonna share a story with you theres a company in America that you probably have heard of. It started
from a man who said, I wonder, hmmm. For about 30 cents people could send a letter from one part of the United
States to another part of the United States and itd be there in three or four days. He said, I wonder if people would pay
$10. Is that a pretty significant price increase?
Listen, he said, I wonder if they would go from 30 cents to $10 to send the same letter to the same person, only it
would be there tomorrow morning at 10am. Whats the name of that company? FedEx. Because he found out something.
That as a group, we want our results and we want them when? NOW!
And guess what. We want our results and we want it now but were willing to pay for it. And that company just shot
right up. Phenomenal success story. Because he was looking at what do we want? We want to learn NOW. You want to
go to all those 50 seminars, or do you want to take all the best of those ideas and get em condensed in one person? I
didnt create the seminars. Im here reporting to you what I learned from them.
Now a lot of you have been - how many of you have been to seminars before? Okay. Youve bought home study
courses before. Now whether you got the results youd hoped for or not, that is a good investment for you, because you
got good information. Thats research and development. Because now you need to start putting together, as YOUR
product, as your product, that will help people get started.
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Four steps to your product. Number one: Im going to show you now how to develop the product, but I promised you
that I will teach you how to be an author in three days. Are you ready for that one? Let me ask that another way. Are you
ready for this?
Okay. Research the top three books. Now, Im going to give you too much information here. Maybe this is just more
information than anybody wants, but I like to make sure you - there are two publishers that you may or may not be
familiar with. When you go to a bookstore, one is a bright yellow book and the other one is a bright orange book. Ones
called a Dummys book and the other is an Idiots Guide. How many of you have seen those two publishers here?
I want you to become familiar with those two publishers for two reasons. Number one, every book published is a howto book - how to do something. And thats the kind of information you want to be delivering under your name, as an
information product. How to do something. So thats a good place to get research. Youve got to research three books,
right? Now, Id get an Idiots Guide, Id get a Dummies book, and Id get a third form of reference, for the same
information.
Now, then I want you to accumulate an outline. The second reason I recommend those bright yellow and bright orange
books is that when you open the cover it has a 10 to a 20 page table of contents. And folks, that is an unreal table of
contents. Most of them are two pages. Ten to 20 page table of contents, and I want to give you a few tricks. Maybe Im
getting into too much detail. If so, I apologise.
This is called Powerpoint, in which Ill take a topic and I make a bullet out of it. And Ill look up and then Ill talk about
that for two or three minutes. If you took the table of contents from an Idiots Guide or a Dummies book, and you made
Powerpoint out of it, it would be a three-day seminar for you. And it would be in the exact logical order that you should
be teaching that information. What comes first, what comes second, what comes third, what comes fourth?
Now the reason I want you to research three books, you take three books and you accumulate an outline, and youll
notice that what you started with as an outline is going to change. Hey, I like that Dummies book, but I like the Idiots
Guide one chapter two, I like their title better, and I like this, and I like the way this one and then on that third book
you think, Well I dont like this at all, I want to put this in here. And then you got your own experiences. But the main
thing, you want to accumulate an outcome. So far, is there anything that you cannot do?
How many of you could do these two steps right now? See, thats the difference. You already know how to speak, you
just dont understand the system by which you make money with it.
Next, I want you to record your thought. Now this takes some explaining here. Youve accumulated an outline and
youve make a Powerpoint presentation of your three-day training. Now what if you told people, Now, this training
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normally sells for $1,000 a day, but because this is my first training and Im going to do this for recording purposes, you
can audit this for 100 bucks.
Now youre back where I was. If 130 people paid you $100 youd be paid $13,000 to do a recording session. So what you
do, you RECORD your presentation. Watch this. Then I want you to have them transcribed. Go to
internettranscribing.com. internettranscriptions.com. I think both of those will transcribe your recorded words for a
penny a word.
So you send them the wave file, or an MP3 file, and what they do, they filter them out all over the country, and
because one person cannot type up three days worth of information in 24 hours so you send them the recordings,
theyll send it out to 24 different transcribers, and they will transcribe them for you, send em back to you, and youll get
em in a Microsoft Word document.
So that your entire all the words in the right chronological order what your intellectual did you hear what I said YOUR intellectual property now. Thats not plagiarising. Its not doing anything other than how you see this topic. Thats
what all books are. All books are how that author saw that material, and re-compulated that material. And guess what?
You just created your first book, in proper chronological order, and its all YOU.
Because, if I went up here and said, Research the top three books you just heard me say that. But if I asked you to get
up here you would say, Take three books and read em. Thats your intellectual property. How you see something, how
you say something, is your intellectual property. Plagiarising is not a problem in our industry because if - plagiarising is
when you take somebodys written words and you take em verbatim and stick em over here and say theyre your words.
But heres the trick, and heres the key at the same time. If you read something, or you hear something, or you see
something, or you experience something, when you say it in your words it is not plagiarising in any way, form or fashion
because that is now your intellectual property: the way you saw that event, the way you interpret that event. Now you
have your words transcribed. I feel like Im getting in too much detail so I apologise for that.
How do I do that? Well, you need some sound-editing software. All right, you ready? I want you to go to audacity.com.
Audacity.com. I used to recommend another software but I dont anymore and the reason - the other one charged.
Audacity.com, you can download their recording software for free. And with this recording software you can record, edit,
you can add music to it, you can fade in, you can fade out, you can take things out and thered be no record that those
words were ever said. If you said uh, if you said a curse word, you didnt want it in there, take it out. Delete it. President
Nixon would have killed for this software. And Bush, right.
Ah, microphones. Now, it ah would everyone look at me just for a moment. I know its hard. This is a headset. This is
actually called a microphone. Now this is called a transmitter. The microphone goes into the transmitter and wireless
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technology; they receive it in the back on a receiver. Now the reason I tell you that much detail is the whole system is
called a microphone system.
You need one. But you can spend anywhere from $100 to $10,000 on one microphone system. Your budget needs to be
in the range of $300. The reason, everyone has a different quality. But this is the spoken word, not singing. You do not
need a higher quality than what we have here. So spend about $300. But when youre buying your microphone - am I
getting into too much detail? -- No
When youre buying your microphone, ask if it has two outputs on the back. One output is an output where a cable
goes in and goes into the house sound system. The other output is so it goes into your recording device. That would be
your laptop computer that has audacity on it. And youre recording every presentation that you give for the rest of your
life.
Then you need that small laptop computer. How many of you already have a laptop computer? Okay then, youre 90%
there, because if youve already got your computer paid for and you get audacity for free, all you need now is a
microphone. And by the way, when you speak for other people sometimes they have the microphone. This is not my
microphone. They hand it, they put it on my head, and its their microphone.
So you do not have to have a large investment. The largest investment you have to have is in your laptop and you
already have it. Okay?
Next, start interviewing people. If you go to an electronics store, you know in the States we have one called Radio
Shack, and I go down there and I get a splitter. A splitter is so that it goes in the microphone jack of your computer, and it
comes out as a splitter; it has TWO, so you can put two microphones in there. Thats all it costs you - five bucks. What I
want you to do is spend the $5.
Now I want you to start interviewing people. Your microphone goes into one side of this, their microphone goes into
the other side, and youre just sitting there with your laptop computer and you ask them questions. How did you get
started? Who were the most important people in your life? Why were they important to you? Were there any obstacles
you got into? How would you overcome those obstacles today? Would it be the same way you did in the past? You know,
if you were starting over today, what would you recommend other people do? things like this.
And you draw out of the experts, out of the authorities mouths, wonderful information thats not your information.
Youre interviewing an authority. You dont have to be an authority. You just need to get started. You need to understand
the system. You need someone like me, and I will teach you the system. This is how you develop your product; this is how
you make your money.
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Create a marketing blueprint. And, marketing strategies number one, you need to learn to use the funnel theory of
marketing. Number two, speak phone or live. Number three, write articles and give something away free. Now, all of this
comes under one heading. You are trying to build a database. Youre trying to build a database of people that you know
or people that know you. Which one is it? People who know you. Thank you very much for paying attention here.
Okay. And in using these, this is a funnel. This represents the funnel theory or marketing. In the funnel theory of
marketing, the funnel is wide at the top and it gets narrow. What makes it narrow is a self-fulfilling prophecy. At the top
you have your inexpensive products. More people will buy your inexpensive products than will buy your expensive
products.
So you get names in the top, then youll have maybe a hundred dollar product that gets them in your funnel. These are
people that know you and are happy with you. Then, of the people in the funnel, you offer them a $500 to $1,000
product. Will everyone buy from you? They will not. You need to know that. Not everyone will buy from you. Thats called
the narrowing of the funnel.
Okay. Then you might come out with a $2,000 product. Will everyone buy from you? No. When you look at the funnel,
there will be fewer people buy as your price goes up. Thats what the funnel theory of marketing is all about. Now the
reason you speak is to put names in the top of the funnel. The reason you write articles and submit them so that they can
have content on their website, is to put names in the top of your funnel. The reason you gives things away free, there is a
system to this.
There are certain things you do, now these are the top three, there may be 50 things you do to put names in the top of
your funnel, and your funnel contains a database of people that know who you are and are happy with you. You start
giving them away free. You write articles for them, you invite them to listen to your workshops. And its a system. Now
could you invite other people to speak on your conference calls. And if they have a product could you share with them?
Scott Shilling was one of my students that went through about four years ago, says John, I joined the big guys. Sold
over $2,000,000 in trainings in the last month. Thanks for those private tweaks that you gave me in Atlanta. Youve
created a money-making machine.
The reason I put that up for you is Scott came up here and he sat right here in the front row. And everything, hes like
Ive got to do this. John, I want to be a speaker so bad. He sold automotive supplies. He said, I want to be a speaker.
But he still has not created a product, so I got him a position speaking for someone else, selling their products. Now hes
on 10% commission. How much did he make that month? $200,000 in one month alone.
Now, let me give you some types of events here. You can speak for free, or you could charge a fee. Which do you think
would be the easiest speaking position to get? If you were willing to speak for free.
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Now, most professional speakers do not do what I do, and what Im going to teach you to do. Most professional
speakers charge a fee when they speak. And theyll have someone on their staff that all they do is call groups all over the
world or all over the nation and say, John Childers is available. Would you like a speaker? Now they call, and they search,
and they search and search. I have never done that, I never will do that, and I dont have anybody in my office that does
that. That is a very difficult road to travel, but it is very profitable if you can get through there.
I started down a different road. I looked at - Im a mechanic. If I can get more speaking positions for free by the way, I
have unlimited opportunities to speak for free. How many of you think you could speak if you spoke for free? Okay. Then
thats the key. Get those positions.
Now, heres the third one. How many of you think you could get speaking engagements if you paid someone to let you
speak to their group? And thats the reason my road is nothing but profit to you. Heres the way most this is an insiders
secret most events, there will be some type of financial sharing arrangement between the promoters side that got the
people in the room and your side, that youre delivering a product or a presentation.
So you speak for free, but if they invest, if they like you and they like your information, theyll invest with you and theres
some type of revenue-sharing. In other words, youre paying them to speak.
I remember talking to a lady; she said Well, you know we have about 2,000 people at our association meeting.
I said, Really, what do you pay the speakers there?
And she said, Well, we dont have a large budget. We can pay $10,000 for five different speakers. We have a $50,000
budget.
And I said, Well, let me ask you this. What if you added a sixth position? Now I dont know if you have the room for that.
Or what if you let me speak at one of those five, however you dont pay me a $10,000 fee. Would that be a savings for
you?
And she said Yeah. Why would you speak for free?
Because Im gonna get people interested in a topic, and if theyd like more information about it they can come to my
training.
She said, Well, thats interesting.
I said, Heres the deal. If theyre interested, they dont have to buy anything. They dont have to buy anything
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Did you know that I have shared everything you need to know to become a speaker today? To get you from point A to
point B. Ive given you everything you need to know, but if you want to get there fast, in style, with speed, with safety,
thats what Im offering in a package. You need to write that analogy down. And I told her the same thing. If theyd like
for me to help them get there faster, if they give me a fee Ill give you a percentage of that.
And shes, Whoa, so instead of paying 10,000 out I collect 10,000.
I said, No, more like 50,000.
Whoa. And they invite me back year after year after year. Theres ways to get speaking engagements. Now, youre going
to need some marketing tools here. You need a domain name. Youve covered all this. Your domain name is, mine is John
Childers. You need what you do.com. So I have speakingwithjohn.com. So these are marketing tools number one.
Here are some more marketing tools I have. I live on the waterway in the state of Mississippi. And my hobbies, I have big
boy toys. Now one of my big boys toys is, I love bulldozers. When I get on a bulldozer my personality just changes. When
I get on that thing somethings gonna move. Im gonna push something over here. You notice there are not a lot of trees
here, right. Yeah, its the little boy in me.
I was out here and Im pushing over trees and Im just having the best time and Brenda comes out screaming bloody
murder. You stop that. You push over one more tree and its divorce.
Now guys, have you ever gotten into trouble when you said nothing. So Im sitting there. She said, If you push over one
more tree its divorce.
I said nothing. I thought it was like multiple choice. I was wrong. I realise as I look back I should have said, Sorry. Right?
So I did. Now this is a piece of advice. Guys, when your spouse, when your wife is upset, if youre going to say something,
start with a compliment. So I said, Brenda, how could God make you so beautiful, and so slow at the same time?
Now would you say I would have been better off if I had said nothing? Yes, Im in deep doo doo now, right? She looked
at me. Ill tell you how my wife is, shes feisty. She said, God made me beautiful so you would love me, and God made me
slow so I would love you.
So you understand this. Okay. Now, in December, lets see, thatll be next month I guess, we will have been married for
40 years. Is that pretty good? Well, on our 35th wedding anniversary I went to her and I said, Brenda, what kind of
wedding present would you like? I said, The Skys the limit. Youve put up with a lot from me.
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And she said, Well, Im thinking Id like something substantial. Something thats symbolic of endurance. Something
thats - the world would look at that and think, Wow! and I spent $60,000 and I bought her a bulldozer. You think she
said thank you? No!
She said, Okay. I gotta get you something, what would you like?
And I said, Well, Im thinking, Id like something that goes from about zero to 200 in about ten seconds. She bought
me a set of bathroom scales.
Okay. In developing your killer sales presentation, Deborah Thompson worked with me for a while. She is in events, a
marketing strategist, works with high-platform speakers. After attending John Childers speaker training I started to
routinely close 53% of the audience.
The reason thats significant is because a while ago I was talking about how much money you could make if you closed
10%. If 90% of the people told you no, only 10%. Shes getting 53% of the audience telling her yes. Do you think her
income dropped - went up dramatically by learning these types of strategies?
Now, in your presentation script, over-deliver, have an irresistible offer, an irresistible guarantee, close the sale and
share testimonials. These are the things. Lets go through them one by one.
Over-deliver on content. I want you to teach, teach, teach. Let them leave with, My Gosh, if I learned this much in an
hour and a half, what will I learn if I go through this entire training?
Next. Tell people what to do, just like I shared with you. Here are the four steps. Here are the four steps. Go through them.
Next. Never hold back. Never hold back. Dont hold any information back. If they want to know the answer, give it to
them right then.
Have an irresistible offer, means you have to have an irresistible opportunity. This is so good I just cant pass this up, this
is the only time Ill ever see this.
Have irresistible payment options. Irresistible methods of learning. Irresistible bonuses. Why do I teach 60% of this
training myself? I want everybody to look at me right now. I want my money. You owe me money. Does
everybody understand that? The only way I get my money is for you to get money, I am going to push you. I am gonna to
pop the whip. Im gonna make sure.
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Number one, you got a you have to have a product. Is it to my financial advantage for you to get your product done?
Is it to my financial advantage for you to get speaking engagements? Is it to my financial advantage to get you up and
running?
Now, do you want a strong mentor or a weak mentor? Strong? Well, I am strong. And I intentionally set it up so that I
dont get my money until you get your money, and you have to have four times the money that I get. Is that a pretty
good financial arrangement here?
Do you have do I have push permission? By a show of hands, how many give me push permission. I want to push
you but I want your permission to do it first, right? Do you want us to get our money? Do you? All right.
Who thinks you want it this big? Could I see a show of hands here. Okay. Renee, could I get you to pass out those forms
that I have. If youre interested in participating, put your hands in the air and let me get you an enrolment form. No
decisions made yet. I just want to know if you are interested and see whats this on the form. By the way, whos interested
in making $300 a minute today? Make sure you get a form here.
I shared with you that were going to have our million dollar speaker training. Now, Ive been doing this for six years
now, and in December will be the last four-day speaker training I will ever do. I am 62 years old and I am coming to an
end of a certain phase of my professional career. If you want to be in this, and in this group, make sure youre at this
training.
Ah, irresistible guarantee. Remove all risk for your customer. That is why you give a guarantee. You do not want any risk
for your customer. My irresistible guarantee is this. YOU hold 80% of the money. You dont worry about getting your
money back because youre holding my money. Thats a whole different shift here. I intentionally put it that way because
I am so confident in my skills to get you up and going. I know how to get you into this business. And I intentionally put it
where I dont get the rest of my money until you reach you objective there.
Now, Benjamin Franklin, a famous American, said, When you need to make a major decision you need to make a T. And
on one side of the T you list every reason you should do something, and on the other side to be fair you list every reason
you should not. Lets do that today, shall we?
Should you work with John Childers? Come to my training with me. Let me teach you the entire system to get you up in
the worlds most profitable skill. If youd like high income thats a reason you should do this. If you like the exotic travel,
thats another reason. Your first class lifestyle. The exclusive group that youll be a member of. Recognition. Residual
income. You need no experience. If you like to get absolutely immediate results, these are all the reasons you should.
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John Childers
Now lets make, on the other side, lets put all the reasons you would not want to do that. So, number one well, there
you have it. There you have it.
So, Benjamin Franklin said when you make your list its very easy then to see which way you should go.
Amand Morin said, Your closing strategy rocks. I made a million dollars the first year after attending your million dollar
speaker training. Ah, theres one of my training, and theres David right there. Heres another one, with Nik, came to my
speaker training. Stu McLaren from Canada. Another success story.
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FEATURING
DAVID
CAVANAGH
Getting Started on the Internet
David Cavanagh
DAVID CAVANAGH: You see up here: getting

g
started on the
MEET DAVID CAVANAG

GH
Internet is what Im doing with people, and its for people who
David Cavanagh was the feeatured
are newbies, intermediate, or advanced

d level. I was talking to
speaker for the World Intern

net Summit
Jeff and his wife Sue last night out the front
f
and they sort of
2004 to 2007 Global events.
said, I dont care if people are new, as in

i just getting started,
theyve got a domain name already, or doesnt make any
Davids very direct, straight to the point, and in your face,

approach is why hes often called
c
on by the online and
difference whatsoever if youve been on the Internet, Lindsay,

for a long time. Okay?
Because as far as Im concerned, whetther youre a male,
offline "gurus of marketing"" when they need someone who

knows exactly where to find
d "the right stuff at the right time".
David puts his message acro
oss in a way that everybody can
female, older, younger, whatever Inte

ernet, is it all level
relate to (from the "A to Z fo

or newbies" to the seasoned
playing ground when you really look att it? Yes or No? Just give
professional marketer) and he knows exactly what steps are
me a bit of feedback so I know youre alive after lunch.
needed to be climbed to succceed and make money on the

Internet.
Okay. Cool. All right. That was my last workshop in Thailand.
When it comes to learning how

h to quickly and easily make
And we can see - wheres Letti? Lettis over

o
there; shes just
money on the Internet David

d is the Do-Ru, in that
here at the moment, just over there and then weve got,
everything he teaches, he ha
as done for himself. Participants
whove we got here? Wheres Ken? Ken

ns here somewhere.
listen to him with open earss and eyes glued to the front every
Where are you? Theres Franko. Yeah, weve

w
got a couple of
time he is on stage.
people where are you Ken? Youre here somewhere; Kens in

there somewhere. Ah, hes in the middlle; there he is. Theres
David has hundreds of studeents in over 9 countries as part of

his Internet Coaching & Men
ntoring Program.
Ken. There you are Ken.
Okay. They came all the way to Thailand to do some training with me for four days. How many
m
people would like to
come over to Thailand and have a holid
day for four days and claim it on your tax? Would anyyone like to do that? Well, Im
not a tax advisor so I cant tell you, you can do that, but you can talk to your tax advisor and
d do it. All right?
Okay. Now, if you have a look up on here.

h
Who am I and how can I help you? The reason Im saying this to you first and
Ill step off the stage because theres too many lights - the reason Im saying this Lindsay, Je
effrey, if you dont mind I like
y look up here my names David Cavanagh. Im 42 years young. Sounds pretty
addressing you by name, is basically if you
good doesnt it.
Im originally from Sydney, Australia, O

Okay? And I lived for 13 years on the Gold Coast, in Mudgeeraba
M
does anyone
know where Mudgeeraba is? Yeah, Okaay. And Mum was a Catholic school teacher and my d
dad was the field service
engineer, Okay, who had very little mon
ney to feed myself and my three brothers and one sister. Has anyone been in that
predicament, where Mum and Dad havve had nothing really? Yeah, OK. Thats where I came from.
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David Cavanagh
I was born in, ah, I was born in Bankstown hospital, if anyone knows I should have been Lebanese I think Bankstown
Hospital and I lived in Punchbowl. I went to Punchbowl Primary School etcetera, so even though Im living in Thailand
now Im an Aussie. Ive got an Aussie passport and all that kind of stuff and Im one of the Aussies now going to America
and everywhere teaching them how to do it. So its one for the Aussies, Okay?
Um, what I say to you here folks, three years ago I was $160,000 in debt when I knew Ken my friend down here ah,
lived off my single parents pension with my daughter in Queensland in Mudgeeraba and basically I didnt have a life.
Can anyone relate to that kind of thing as well? Yeah? Good. Thank you for your honesty. I appreciate it. No, anyone. I
really appreciate you being honest, Okay, because Im being honest with you, Im being straight-forward.
Cause I hear can I, okay, like I said to you last night, can I talk really truthfully, to you as Aussies? OK, Im scared for a lot
of you. I hear people out in the foyer and again Im talking blunt Im gonna do this and Im gonna do this and one day
Ill do this. You know what thats called? Procrastination.
Im scared that you, because this is a free gig, a free seminar, wont do anything. You wont take my information, you
wont take most of it, youll just go home and do nothing, go back to another seminar and say, Well, Ill do something
after the next one. Who agrees thats probably right with most people? What Id like to do - whos prepared to change
that today and actually do something, seriously?
And, whether its me or whatever, have I got your commitment that you will actually do something when you leave
here? Cause Im scared that most people youve wasted a whole weekend if you come here for the sake of, you know,
coming along. Theres nice weather out there at the moment, so what Im about to teach you today, Im teaching you this
to make money for myself and my family, but also to make you a hell of a lot more than me.
Okay. So please watch your screen. Today I live in Pattaya Beach in Thailand because the Internet has allowed me to live
this dream. Now, what do you think my office is, realistically? Apple Mac! You know? Yeah, or wherever I decide to go.
Now as far as Im concerned, whether youre Rosemary, youre these ladies here, gentlemen, whatever, doesnt make any
difference. So, whoever you are, wherever youre from, you can make money on the Internet if you get off your tush and
do something.
But most people go home and you know what they do? Yeah. You, can fill in the blanks, OK? They talk what to
themselves? Youre allowed to say it, Im not. Yeah, thats it, thats the one. OK. All right, now. I - what I say to people, I
thank myself, my greater power, I dont say God, Buddha, Allah, because people disagree with you, so Ill say the one up
there, okay, and my close friends, for helping me see the light when I was down and out laying on my couch in
Mudgeeraba thinking, Well, I dont know what to do with myself. And if youve ever been in that position dont tell me
about it because Ive been there, Ive done it. What we was talking about last night.
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David Cavanagh
Okay. Now I tour the world teaching people how to make money. Now, three and a half years ago, laying on the lounge
in Mudgeeraba feeling sorry for myself, couldnt even pay a Vodaphone bill and getting disconnected from the dole, the
single parent pension in Nerang, you know what I mean? I wasnt feeling too happy for myself, and yet now Ive toured
the world nine times in three years. You know? So what did I do? Got off my bum and did something. Got off my bum.
First thing I did, is I met up with people like Nik Halik. I met up with better friends, better acquaintances and people that
could really show me the way to do things. So hence thats why Im qualified to be here today. Ive got a beautiful wife, a
nine year old daughter - well she was eight there - and my new little girl, she takes after Mum. And basically my 19 year
old daughter lives on the Gold Coast; shes getting married in February Crystal.
Just a thought for you today, folks. Im looking for people to fly to Thailand in January, the 11th to the 14th, to train with
me for three days. If I was to give you that for free whod come along? Hands up. If I was to give it to you for no charge
whatsoever whod come and train for a few days with me learning the strategies? Youre more than welcome. Ill show
you how you can get at the end.
Okay. What I want to say to you today: discover the secrets of building your own auto-pilot business. What kind of
business? Autopilot. And why am I saying that? I want you to set it and forget it. Okay? Because if youre working too hard
chained to a keyboard all day well you might as well stick at your job. Okay? What I want you to do, ladies and gentlemen,
is develop a system and put a system in place that you can make money while youre asleep. Its banking money from
people in America while youre asleep, etcetera etcetera. Okay. In a matter of weeks or months, not years.
Now, as I said, its like stealing the wealth code. Okay? Because I want to show you some things today that will change
your life and change your mind if you allow it to; if you give yourself permission. Now, please notice up here. Do you want
to start your very own online business but dont know where to start, what to do and how to go about it? Who are those
people there? Okay; what about over here? Anyone like that? Okay, cool.
What about, have you ever toyed with the idea of quitting your own job, working from home, but not sure if you can
pull it off on your own? Has anyone been like that? Okay. Thank you for your honesty. I appreciate that too. Okay. Are you
tired of enduring the same routine day in and day out, when you know in the back of the mind you still have to listen to a
boss telling you what to do, when to do? Anyone been like that? Who would like to go in and tell him where to put it
instead of him telling you where to put it? Yeah? Okay. All right.
Wouldnt it feel good in weeks from now if you could just walk into your place of employment and hand over your
resignation, so that you can run your own home business? Now lets put it this way. Even if you made at home, working
for yourself, only the same amount as youre making right now for a boss, would you still rather be working for yourself at
home for the same money, or working for your boss? Working for yourself!
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Thats what I wanted to do! Cause I think to myself, You can work, you know, basically with a laptop in your jocks if you
want to. Kens laughing over there. Im not going to visualise that. Okay. But, yeah, thats what I mean. Oh, depends
what your jocks look like. No, all jokes aside folks, you can work from home in your shorts, your T-shirt, whatever. Okay?
You can work in your jamas in bed on your laptop if you realistically want to, and thats the truth.
And it - when I come to Australia wheres my office now? Well its now there. You agree with me there? Thats my office.
I can check anything I want from there. Okay. Now, thats how I want you to be: just operating off a laptop computer or
desktop computer. Thats it ladies and gentlemen.
Now what Im offering you today: turnkey business in a box system thatll start making you money on the Internet
quickly and easily. And as I said, a turnkey system, Okay, online and offline coaching to walk you through in less than 12
weeks.
And any of my students I can let in that, Im going to restart my new programme you can go under any of my new
programs - because as far as Im concerned the new one Ive got now, three support staff full-time working for me, so I
mean before I was trying to do it all myself, now Ive got three full-time well, one full-time, two part-time support staff so youre dealing with a team, not just David himself.
And what Im doing is 12 weeks proactive coaching, where I show you for 12 weeks dont expect to make money in 12
weeks, Okay, because what are we doing in the first 12 weeks, realistically? Training and what? Building your business.
Then after that, what Ive done now, 40 weeks of reactive coaching where you can come in, I need some help with my
copywriting, I need some help with my sales page, I need some help with setting up my domain structure or
something, then were there Quentin, myself, Gary and Michael were there to help you. Okay.
Now, if what Im offering you today is going to take bread and butter off your table dont even get involved, cause in
Thailand I dont need too much to buy fried rice, Okay? What I want is serious committed people who want to make some
money and dont want a get rich quick scheme, they want a business. Okay? Cause if youve got one product with one
page on the net its not a business, its a promotion.
OK. So please watch the screen. Youve now got 52 weeks coaching. Who thinks having a coach and mentor a team of
coaches for 52 weeks - will help you a lot better than buying a CD, DVD, and a book to take home and read? Anyone?
Cause Ill tell you something. People say, Ive bought all these books and DVDs. Thats fine, youve got a question, go
talk to your book. Go talk to your DVD and see what it says back to ya. The DVD playerll probably look at you and think
youre stoned.
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OK. Next thing. Watch this ladies and gentlemen. Whats my main outcome today? To give you what you want and what
you need, cause what you always want is not necessarily what you need, and what you need is not what you want,
etcetera etcetera. So Ill show you through this. Who thinks Im going to try and sell you something today? Hands up. Yes?
Okay, I wont disappoint you.
All right. My current coaching and mentoring programme sells online for US$9,997, for a year. Now who realistically
thinks ten grand for a years training is still very cheap when you really look at it? Very inexpensive. Ten grand for a whole
years training. It is. Okay. But what I say to you here: who would like my programme absolutely free-of-charge today?
Anyone? Free of charge; no money. Theres people with their hands not up. Are you guys still asleep? Ill pay you to join,
is that all right?
Okay. All right. Please pay attention; lets see how much you can earn right now. Im gonna ask you questions, cause Im
a coach. Ill ask you questions, you fill in the blanks. How much does my coaching and mentoring programme sell for
online? And I will do it again. How much does it sell for online? -- $9997.
Thats US. If you want to make more money put USD not AUD. Okay? Thats like a ten well, it used to be like a 50%
increase, now its like a 2% increase. You know, its not too much anymore compared to what it used to be. Okay 9,997 for
12 weeks plus 40 weeks. Thats what my course is now. Okay, have a look at this; and you get local support.
Did anyone meet Michelle? Michelle who was up - had the blue shirt up here? Michelle is one of my students now and
shes going to be helping people in Brisbane as well, so youve got local support. And Ken on the GC he is one of my
students he said hell help anyone who needs help as well, so youve got two people on the ground.
Okay. Next thing. Ill just flick through this for a second. OK. This is what Ive discovered. My students and clients want to
make money on the Internet quickly and easily on autopilot. What Im saying to you here: they want their money to be
banked for them each and every month without lifting a finger. Thats the truth. People say, Im going to work hard. No,
they dont work hard. They want to put in very little effort and get lots of cash back.
Okay. They want ongoing, recurring income, thats not a once-off like $47 and $97 sale. Who thinks if youve got a
recurring income its better off for you than just having a once-off sale of an e-book or an MP3? Okay. Much better. All
right. Making money while they sleep is their main aim, and they only believe the truth as a result.
What Im going to show you here: who are my current clients? Well, Okay, most of them are total newbies. Theyve
never done any Internet marketing online. Who are those people here? Never done any Internet marketing. Okay Great.
Youre over-qualified. You know why? Cause youve got nothing in here to get rid of. Most people have got so much stuff
in here you have to retrain their brain.
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All right. Next thing. Some of my students have got basic Internet experience. They know how to surf the net, check
MSN, talk to people on Skype, go into Yahoo, chat and all that kind of stuff, and go to YouTube and everything, and
theyre all laughing yeah, thats what a lot of people - how many people do that kind of thing very well? Okay, cool.
And what about a lot of people are at intermediate level and theyre making money off their sites. How many people
here have got a lot of websites youre making, a lot of websites youre making money off? You have? Ken has. Anyone
else? You have. Okay. Its not too many but. All right.
And some students of mine have become clients, and Quentin and myself are doing their work for them, Okay, because
they pay us a fee, handsomely, to do the work cause they just want the job done. They dont want to have to get their
hands dirty.
All right. Getting started on the Internet is for anyone at any level. Now, I dont care, realistically, whether a persons a
newbie I mean I do CARE but I mean whether youre a newbie, whether youre intermediate or whether youre
advanced, youre still to me a newbie if youre not making money online. Okay. Cause theres something missing from
the system thats not kind of putting cash in your bank. All right. Now, individuals also and companies who want to move
their business to the next level fast.
OK. My thoughts for you to consider and please write these ones down if you dont mind these are things thatll
really help you. Okay. These are things that I want you to definitely write down please. Paul, how you going? -- Good.
Thats all right. OK. You want to make money on the Internet in the quickest time-frame possible with the smallest riskfree investment. Okay. What I say to you here, spend little up front but make more at the back end. Who agrees with that
strategy? Dont spend too much up front but make more at the end.
And some students of mine have become clients, and Quentin and myself are doing their work for them, Okay, because
they pay us a fee, handsomely, to do the work cause they just want the job done. They dont want to have to get their
hands dirty.
All right. Getting started on the Internet is for anyone at any level. Now, I dont care, realistically, whether a persons a
newbie I mean I do CARE but I mean whether youre a newbie, whether youre intermediate or whether youre
advanced, youre still to me a newbie if youre not making money online. Okay. Cause theres something missing from
the system thats not kind of putting cash in your bank. All right. This is for individuals also and companies who want to
move their business to the next level fast.
Okay. My thoughts for you to consider and please write these ones down if you dont mind these are things thatll
really help you. Okay. These are things that I want you to definitely write down please.
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Okay. You want to make money on the Internet in the quickest time-frame possible with the smallest risk-free
investment. Okay. What I say to you here, spend little up front but make more at the back end. Who agrees with that
strategy? Dont spend too much up front but make more at the end.
Okay. Next thing. If I was starting today, knowing what I know now, I wouldnt do what most of the so-called gurus are
telling you, Erica. I wouldnt do it. You know why? How many people surf the net every single day, and theyre buying
piece by piece by piece by piece youre buying so much stuff, at the end of the day you know what youve got, Miles?
Stuff all! Youve got a hard disc full of pdfs, emails, new offers, new blurbs, that every bugger in the worlds trying to flog
you.
Stick to one thing, focus on it, and do it properly. Cause otherwise your mind is diversified one percent into 100 things
rather than 100% into one thing. Who agrees with that strategy? Okay. I wasnt making money for a while, and the reason
I wasnt is because every new offer that came up on the Internet I was buying.
And I wanted to jump from Butterfly Marketing to this thing to this thing. I was just a caterpillar, you know, thats all I
was. I was jumping from fad to fad to fad, telling people I could swim when all I was doing was treading water, and
drowning. Okay? Who can relate to those kinds of things? Cause I mean thats the truth. I told you I would talk to you
straight-forward today.
Now, what I say to you folks Ill look up here most of the gurus talk about it. I just want to be a do-ru, and do
something about it. Full stop. Okay. I figured out the following for you. Some people have very, very little time on their
hands. Who are those people here? Hands up. Okay, cool. Thank you. Anyone over here? Very little time? Okay. Youre
making too much cash, thats why you are.
Okay. Some people have got lots of time. Who are those people? Got lots of time to go for it. Yes? Oh, weve got a few,
thats cool. Okay. And some people have very little knowledge and dont honestly dont know where to start. Who are
those people here? Okay. Well thats fine, because if you dont I can help you with that part.
Some people have too much knowledge and theyre overwhelmed and confused cause theyve got so much stuff in
their head. Who are those ones? They dont know what to do, cause theyve got so much stuff. Anyone over here? Yeah!
Thats what I was. I was a walking, talking encyclopaedia on two legs who couldnt pay the rent. Anyone, you know, been
there? And on the dole, Im thinking, If they cut me off how am I going to eat? Gees. McDonalds was too expensive at
the time to even buy a hamburger.
Okay. So what I say to you here everyone needs someone to focus, guide, coach them to launch a six-figure business.
Okay? Now pardon me - after surveying all my people this is what I discovered, Lachlan. If you look up here, no-one
wants to learn graphics, programming, or web-design. Yeah, Rosco said, Thats exactly right.
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Okay, and people want an easy, step-by-step system that runs on autopilot, and Ill be talking about that tomorrow as
well with you.
Okay. They also told me these things: The system needs to be there for anyone, from any country, from any computer,
any time of the day. So even if I dont take my computer with me I can still walk into your house, anyones house, jump on
the net and start my business. Who thinks thats an easier thing? Oh, but I forgot Microsoft Front Page, I forgot
Dreamer, oh Microsoft Words at home. What happens then? Oh well, youre screwed.
How about if you could just walk into any Internet caf anywhere in the world and keep going with your business? Is
that all right? So you could come to Thailand on a holiday with me and still keep running your business from your room,
from the Internet connection.
Okay. The system needs to be easy and simple; a complete no-brainer with no prior skills whatsoever. But theres one
thing, Ill be completely a million percent honest, you need to do work! Some people say to me, Oh but David, you said
itd be easy. Yes, but you need to do work. Much better than laying under a car and getting grease and oil dripping in
your eyes. Okay. Heres what you should do.
One please write these ones down because its important to you. George, you need to find a willing and hungry
market who are already buying things on the Internet. Why am I saying that to you, dyou reckon? Lachlan, why do you
think you need people already buying stuff? Thank you, thank you. Youre already going to a market that exists.
Why go and try to sell something to someone who doesnt want to buy? Try selling a big juicy steak to someone whos a
vegetarian. Its not going to happen. Okay? And thats what people are doing. Theyre banging their heads up against the
wall thinking, Why arent I making any cash? Cause youre giving the wrong product to the wrong market, or youre
giving the right product to a market thats not interested, etcetera, etcetera.
Okay, next thing. Thats the first one. The second one: these things need to be desperate things. What do you think I
mean by desperate? Yes, yes, exactly. Thank you, Deborah. Desperate things. What are some desperate things, do you
reckon? People who know the answers, dont say, but what do you think, for the people that dont know. What do you
think desperate things are? You already know some of these, I told you last night.
Food, what else? Yes. What about water purifiers with cartridges, what about vitamins and minerals, what about health,
that people have to buy consistently? Do you get what I mean? But people are going out there designing a website, and
Ive got this great new thing, and theyre the only one that loves that brand new thing. They havent found out if theres
a market out there for that brand new thing.
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So what I say, Lets go and find a market thats out there and tap into it. What have I got already - well I havent got it
on my hip today - thats coming to Australia very soon that people will want? An iPhone. iPhone. So I registered
howtouseyouriPhone.com and Im just making up videos, and a membership area charging $29.95 a month. What else is
coming out? You know what I mean? What happens if youre the first one to teach how to solve the Rubics cube?
What happens for example Im talking straight forward here now ladies, menopause they buy herbal things to
help them and that. Do they buy just one bottle or will they buy, if they get four and they get two or three for free, what
would you buy? Straight away you spend 200 bucks; youve got 100 bucks in your kit for introducing someone. Nice
money.
What about gentlemen who want to please their other half, what do they buy? Yeah, those kind of but theres herbal
ones online now, theyre phut kind of things. 200 bucks, 100 bucks in your kit. You dont have to buy stock, you dont
have to do a website, you dont know anything. I can show you today how to get 50, 60, 75% commission just by being
the middle person referring someone to a site. Who would like that to start you off? Simple stuff.
Why am I talking health products? Thank you, thank you. People have always got problems with their health. Migraine
sufferers, whos ever had migraines? Headaches, back pain, menopause, you know? Theres so many different things. I
hope you guys arent putting your hand up for that one. Okay. Thyroid problems. Theres so many - arthritis, hair loss theres so many different things which Ill show you.
Okay. Now, as I said, you need to find a hungry willing market; they need to be desperate. And what also Ill say to you,
they need, you then need to research exactly what the market needs. Please research what the market needs. Erica, why
am I saying research what the market needs? You need to find your market Say for example I said to Rosco, Ive just
made a brand new blue pen, for example. Just imagine you dont want a blue pen. Rosco, would you like to buy the
blue pen? No.
Why dont I walk up to Rosco up front and say, What kind of pens do you use that youre really interested in Rosco?
Find out the shape, the size, the ink, the everything. When I go back am I selling it or is Rosco buying? Im just giving
Rosco what Rosco wants.
So lets go out there now, can you go to find places on the Internet to find what people want? Come on, give me a bit of
feedback. Overture. What else? Google, eBay, Clickbank, Amazon. You see what Im saying? Go to those places. Look on
hot items, top sellers, get my point? Ask your kids. Kids know more than us. How many people have got kids? The kids
solve it before wheres your keys, you cant find your car keys, Oh, there it is Dad, on the bench.
You think, Geez, yeah I knew that.
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And kids cant even clean their bedroom and yet theyre running McDonalds. True? 16 year olds running Maccas and
they cant even pick up their dirty socks for Mum and Dad.
Okay. Now, the next thing Ill say to you folks, you then build a product and site to suit them. So what weve done, weve
found a willing and hungry market, weve found desperate things, weve researched, and THEN we build the site. Most
people build the site and, Oh, build it and they will come. Well they dont realise theres no-one out there looking for it
in the first place.
So lets find out, realistically, what do the people want, exactly how we can help them Jeffrey, and then basically say to
them from then on, Well, once Ive found these people lets give the people what they want. If youre passionate about
something and I give you exactly what you want and more, would you buy it then? There you go.
Because Im solving Lindsay, Im solving what you want. Otherwise what am I doing? Im trying to ram something down
your throat that you dont even want, and youre going to reject it. Smokescreens going to come up. Most people dont
sell products. You know why? Cause theyre trying to throw something in your face that you dont want. But if I was to
give you something that you definitely want, you can definitely use, you can make money out of it, etcetera, I dont need
to sell it to you, you get what I mean? It sells itself, thank you Erica.
Thats what Im saying. With my programme, bottom line is, thats my sales pitch over and done with. You either want it
or you dont. You know if this is for you. Im going to give you, like, three hours tomorrow of full training to show you
step-by-step stuff as well. But what Im saying to you folks, who realistically want to run an online business, Internet
business, hands up? Yes? Good. Well youre the people Id like to talk to.
Okay. Next thing. Now, what I say to you - not the other way round - Ive heard all these gurus in Australia tell me, and
Ive been knocked in forums by it and all this kind of stuff, Find a passion, find a niche, find a topic and write an eBook
about it. Heard it all the time. Im thinking what a load of yeah, that Im thinking, What a load of crap!
The bottom line is, find out what the people want and then go and write something thatll match what the people
want, not what you want. Cause otherwise the only one checking your stats and your figures is YOU. Its like putting an
ad in the yellow pages and getting no phone calls and figuring out you didnt even put your phone number on the
bottom. Its ludicrous.
Next thing. Here are the easy steps. Select the very best keywords and key phrases that people are looking for. Now, if
you find out something, like iPhones, whatever, okay, put that word in and find out the kind of things people are looking
for. And then, those words can be used in your headlines, in your ads, in your body copy, in all your bumper stickers, in
your offline marketing, your online marketing. Give people what people want, rather than giving them what you think
they want.
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Ive got software, Ill show you this quickly. Im using my Mac here but Ill just give you a quick look, Ive got it there.
Okay, what Id like to show you here, heres my keyword niche-finder. Now I made this up and all my members get this.
Okay, were in Brisbane at the moment, so just type in Brisbane for a sec. Im not saying that everyones searching for
things for Brisbane, but Im just trying to illustrate a point, Okay?
I go to Overture or wherever I can pick which one I want - and I press search. Okay, hopefully the Internets on. Sorry?
Ah, I dont need to go full strength for that. Ah, here it comes. There we go. Okay, Ive got them now. Theyre all the
searches. I copy my keywords to the clipboard and I shut that. Now, whats that just given me back? The top hundred
keywords that what? People searched for in Overture over the last month.
Okay. All right. So Ill shut that now, and Ive just copied them to my clipboard. Ive now got other software called
domain availability checker. I will go in here and I will paste them in, Ill press Ok, and then Ill go analyse. Now watch
what happens here for a sec. Whats it now doing, ladies and gentlemen? Its now adding a dot com at the end of those
hundred words is that a sneaky bit of software or what - to see if thats available for the people. So now what am I
doing? Im going to register a domain name that I know people will love, based on what theyre telling me they want. Is
that smart?
People say, Oh, but go and build this site with this template. Well lets ask the people what they want and build
exactly what they want and just present it to them, and then theyll buy. So Im just going and finding out what they
want, adding a dot com and giving it back. Okay. It goes to the top hundred. Theres no use going to the top thousand,
two thousand, otherwise you get right down into one click per month or something.
Okay. Now, Ill have a look here and lets see whats available, and you tell me if any of these domain names and dont
go and snap them up if theyre really good. Listen, you just calm down Ken. Ill open this up for a second. Check this out.
Ill pull it across. Lets have a look at whats available. Okay, status, available, up the top.
Okay, what have we got? Tourofbrisbane.com; let me see, couriermailbrisbane.com, mapofbrisbaneaustralia.com,

goldcoastbrisbane, brisbanequeenslandaustralia.com, is that still a good name? Brisbane Queensland Australia?
There we go, what else have we got? Time in Brisbane, Brisbane cheap car rental, Marriott Hotel Brisbane, Stanford
Plaza Brisbane. Hello? Street art Brisbane, Brisbane graffiti, Hilton Brisbane, Riverfire Brisbane, Brisbane Convention Center
with an er. People still from the Statesd spell it that way. Okay? Then what have we got? Time in Brisbane Australia. Do
you reckon theres some of those domain names, for ten bucks, you might to make some money out of?
Now, and Ive only put a stupid word just like Brisbane. You get my point? How many people realistically think that
straight away out of that software you can make money straight away, just for that, without even me coaching you?
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Okay. So what Im saying to you there, thats my two bits of software I wanted to show you. Ill just shut this and Ill go
back here for a minute. Okay. And as you can see can you run XP just as good on a Mac. All right. Okay.
All right. So thats the easy steps Ive shown you. Um, you search for the very best keywords that people are looking for,
and the key phrases. Cause Ill give you a hint. People always say, Pick the best keywords Thats wrong. People dont
search in a word, they search in a phrase. If you were looking for a restaurant in Brisbane, what would you probably type
into Google? Thank you Rosco. Brisbane restaurants. Now if you were looking for Italian ones, Jeff, what would you do? In
Brisbane. Italian restaurants Brisbane.
But I get all these people, I want to be number one for restaurants. Well, even in the off-chance you ARE, do you really
think people going from Mexico looking for a local one in Mexico are going to come to one in Brisbane? You see? But
people say, Oh but Im not getting hits. Well, come to Thailand, join a Mai Tai studio. You get lots of hits.
Hits are how idiots track success. I would rather get ten people to my site with eight people buy, rather than 1,000
people getting hits and looking at my stats counter and getting no sales. Ones called smart; ones called really dumb. Do
you agree with me there? I just want money! Cash! People say, Oh I need flashy bells and whistles on my site. Why?
Why? Youve got a back pain or backache that Warning, you know - and youve got a really good sales out of it and a
PayPal button. Do you need the flashing bells and whistles, really? No! Flash aint cash!
Next thing. Choose an easy-to-remember domain name, once youve got my software and you get the names, you put
a dot com, dont put any dashes in it. Like I said to you last night when you were here, dont get any dashes in it. Why
wouldnt you get a dash in your domain name? What do you reckon, Rosco? Too hard? Yep. Deborah? Thank you. They
forget to put it in. Do you see what Im saying Jeff? Dont do that.
Why wouldnt you get Ill just hop down here why wouldnt you get a dot org, Rosemary? Yeah. Why wouldnt you
get a dot bis, dot info, all that stuff? You get my point? And what Im telling you Im giving you a lot of content here
Im trying to give you a lot of content so you can go home and use this. Dont get dashes dot com, dot bis, dot info, or
anything. Just get a dot com.
Why wouldnt you get a dot com dot au, for example? People - well, it doesnt restrict you to Australia, but people
THINK it restricts you; Oh, but theyre in Australia. Id better not deal with him. They still sell it the same way as anybody
else. Its an eBook; it still downloads in the same time. But youve got this mindset in their head that they cant do it.
So a dot com, where do you think theyre based? Kind of wherever. Usually in the States, but kind of wherever. Okay? So
what I say, get your dot com. And what I would say to you - go to Go Daddy to get it. Go to Go Daddy to get it. Theyre
about ten bucks now. Theyve gone up a little bit with ICANN charges, etcetera. But you can go to Google and put in Go
Daddy coupon codes and get discounts and all that, about ten bucks. But who in this room hasnt got $10 to register a
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domain name? If you havent, borrow it. Go and get your own name dot com, or your own name online dot com, or ask
David Cavanagh, or David Cavanagh says, or whatever, dot com.
Who, out of all those people who are the people sitting here tonight will go home honestly and do it? Who did it last
night when I told you? One, two, three, four, oh weve got about four or five already. You did too? Good. Michelle, Okay.
Was it hard to do? How hard was it to do folks? Simple as. And youve now got your own name dot com. How do you feel
having your own name? Even if you havent got a website youve still got it so no-one else can knock it off.
Okay. Next thing Ill show you here. You want to host your domain, so youve registered it youve found out what you
want - and then you host it on very good web servers that will give you 24 hour support, seven days a week, and they will
be, for you, giving you a free trial or a free 30 days or something, to test out if theyre any good or not. Okay?
The best one Ive found overall Ive tried heaps of them is Hostgator.com. Now Ill tell you why and Ill show you
tomorrow. They give - you can host all your domains for $9.95 a month theyve now gone down to $7.95 if you pay a
year in advance, so say $9.95 a month - unlimited domains, and theyve got 24-hour service. Who thinks thats quite
good? US, $9.95 a month, and you can host unlimited domains on there.
Ive got on one of my accounts 77 domains and Im paying ten bucks for it. Not bad value for money; 77 cents a domain.
But yet some people in Australia have told me, and I was speaking in the corridor last night, 45, 50 bucks, one domain.
Aussie. Thats called getting ripped off dot com.
Okay. All right. So. And Ill tell you what, I made an arrangement with Hostgator, as I told Wolfie I dont want a
commission out of them, I dont want a cent out of them, but what I want them to do is look after my people.
So what I say to you, if you go there and you sign up, put the coupon code of David in the little box. I then get a free
month. I dont get a DOLLAR. I get a free month, you get a free month, you get a months discount, and they get a
customer. Is that a win, win, win for all of us? They get a customer, you get a free month, and I get a free month. Is that
cool for all of us?
I was their second top affiliate, three months ago, I was telling people in Perth. They dont pay me a cent but they had a
board meeting and they said something about, Oh, we better look after our top affiliates and that, and pay them like a
bonus they sent me 11,000 bucks US. Now that was, even though I dont get paid, I said, Thank you and you can put it
back in next year if you want as well.
So, BUT if I put them 149 or 150 customers, how many of those people told other people, etcetera etcetera. They could
have got four or five hundred customers for all I know. But, for me, 11,000, well my wife and I had a very, very nice dinner
that night. It was a lovely dinner.
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Okay. Next thing Ill show you on the screen. The next steps are these. Get a great system in place that doesnt need
Front Page, doesnt need Dream Web, it doesnt need a web designer. Okay? One thats so simple a 14 year old boy or girl
can do. Now, why am I saying that to you? If its too hard youre going to get bored, and gonna give it up and, Oh, web
designing isnt for me, web marketing is not for me, cant do this stuff Do you agree? I want it to be simple and basic
so any person can actually do it.
All right. Now, make the system that you design, Ill show you the system Im using - use a word, like Microsoft Word-like
system, so then you fill in the stuff, bold it, centre it, press save and its up and running. Okay. So then anyone can do it. All
right. And, how many people here know how to use Microsoft Word, just a word processor? Okay. So most people here
still know how to do what Im telling you already. All right. Copy and paste. Who knows how to copy and paste? Just copy
something and paste it? Again, thats the only things you realistically need. Okay?
Ive made this system so simple and basic that anyone can do it as long as you just do a bit of work. Thats it. You dont
have to learn too much. But the end result must look totally professional. Why? Because youre marketing a product or
service, and if youre marketing a product or service to someone, do you at the end of the day Colin, do you want it to
look professional or just amateurish? Professional! It can be basic, the back-end can be really basic and simple for them,
but you want them to come across and look nice and professional and clean.
Okay. Now, all Ill say to you folks, if you look up on the screen here, there needs to be a way to turn your site into a site
that can make regular, ongoing cash each month. Now Ive never even told Letti and all these guys this this is a brand
new presentation Ive put together. I tell people do eBooks, do MP3s, do audios.
Now thats all great. But what I say to you: what happens if we could turn that into a membership site that you can get
ongoing income every month? You get my point? Now what do you have to add to that site? A few articles, maybe a
couple of little videos, but I can get people, as Letti knows, from the Philippines for seven bucks to write you a 700 word
document, and you own the copyright to it. You have to buy ten at a time. Who thinks they can spend $70 US and get
people to write the stuff for them? Youve now got a website; you know what youre now doing? Instead of being the
web designer and all that, youre the marketer. Youre working ON the business rather than in the business.
Okay, next thing. Pages, articles, blogs, etcetera must be able to be added at a click of a button. Not just, Oh, I have to
install this script, because then people say, put it in the too hard basket, throw it away.
Okay. Next thing. Audio must be able to be added to your site quickly and easily. Who knows what the best
microphones that do audio on the Internet are? Who thinks they know? Anyone over here? Ill show you something. Ill
show you what I use while Im here, cause I did a podcasting thing last night; Ill give you a quick look. Hope all my stuff
doesnt fall out of my bag here. One of these things. Little Logitech headset. 70 bucks. People say, Oh, but you should go
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and buy a big audio technica and a sound desk and this and that. Youre recording for the web, youre not talking on
Triple M.
Okay? What do you say when you get there? Hi, this is David Cavanagh. Welcome to my site. Put your name and email
below, click the submit button and Ill see you on the other side. That was really difficult to say. You know it in your sleep
if you write it down.
Next thing. Video must be able to be put on your site. Why do you think video works so well now? Look at UTube. Look
at video, Google video. How many people have ever been to UTube, in here, this room? Anyone? And how many people
have been there for a visit, seen some funny things, and theyre stayed there for quite a while? Anyone been there for an
hour or two? I have. Yeah, I have, Ive been there for a while.
Okay. So, video. So what can you do when you video? You can sit there, Erica, Hi this is Erica. My new eBook Im putting
out such and such. But then, what are you doing? Youre attracting audio and visual, you see, like a TV. Turn the sound
down on a TV and what happens? Youre wondering what the hell theyre saying. Turn it up and turn the picture off and
you think, Wonder what they look like. You get what I mean? But if youve got the two what are you doing? Youre
attracting both senses.
Okay. Next thing. Autoresponders. Who doesnt know what an Autoresponder is, just so I know? Good, thank you. Dont
know? Tell me the truth, so I know. Okay. Thank you for your honesty. Autoresponders, when you write to David@ David
Cavanagh, or whatever, bang, an email comes back, Thanks very much for getting in touch with me. Thats an
automatic response.
But theres another one which Ill show you tomorrow which would have a series of them, sequential ones. Day one
Thanks for buying my eBook; day two Did you consider getting the CD with it; day three Hey, did you like it?; day
four Want to make 50%? Refer this to a friend. Get what I mean? Youve written them out once, press set, and what do
you have to do then? Nothing. Thats right. The only time you have to amend it is if you want to change some words or
the prices. Its like a mobile phone, you set it and forget it.
Okay, next thing. Your site should be able to market your own products or services. Definitely. Because whether youre a
sheep-grazer, whether whatever, cattle-farmer, whether youre a person working in a shop, whether youre in retail,
youre in wholesale, whatever, you need a website nowadays. If you havent got a website nowadays what do you think
people in the market perceive you as? What do you think? Very antiquated. They think youre old-fashioned, Oh they
havent even got a website. Even if you put up a page to show you exist, youre alive.
A lot of people how many people here do their shopping off the net now? Ebay, and they go through Google,
etcetera. Quite a lot, see?
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So its like the Yellow Pages. If youre not in the Yellow Pages and youre not on the Internet where are you? Youre
waiting for business to come and theyre never going to get there in the first place. Now Ben said to you yesterday about
search engines being a major thing; I agree. But what Id also add to it, and Ill say, and Im not in any way going back on
what Ben said, I will say to you: Dont throw all your eggs in the one basket with search engines.
Cause you optimise all your sites for Google, what happens for example tomorrow if Google change all their
algorithms? There goes your strategy out the window. Why dont you put, for example, 12 eggs in different baskets? One
for Google, one for MSN, one for Yahoo, one for joint ventures, one for direct mail, one for bumper stickers, etcetera, one
for T-shirts and banners, joint ventures with other people, word of mouth advertising, TV, radio, you get my point?
Pay-per-click search engines. Okay? Not JUST search engines on its own. Do you agree thats a better strategy if youve
got the whole lot combined together? Okay? Just nod so I know youre alive after lunch. All right.
All right. Next one. Your site should be able to sell your own products or services. Or, what I recommend when you first
start because how many people in here havent got their own product so far? Hands up? Great. What should you do
when you first start? Promote someone elses, Erica. Promote someone elses site for up to 75% commission when you
first start.
So what are you then? Youre just being the middle man or middle person. Youre just youve got a person wanting
something here youve found it, youre in the middle, youre just putting the two together and youre getting up to 75%
cop for just introducing. Who thinks thats a fair deal for you? You dont have to do stock, you dont have to dispatch
anything, you dont have to do anything except say there, yeah, youre introducing the two parties together.
Now how many people here are into property investing? Anyone? What happens if I can show you my brother is a
property investor in Queensland. Hes also a valuer. As Warren said to me, you can put up a site what happens if you can
collect leads and sell them to real estate agents? What happens if you can collect leads of people looking to buy in a
certain area? If you were the real estate agent would you buy those leads off the person? Yeah? Course you would.
What happens if you were looking to sell your house? Would you put your house on eBay? But most people think, Ill
go down to the local real estate agent; he knows best. Half the time you can do it all yourself. With a video, put it online
and sell it yourself. Ive had quite a few people oh, about six people now through my course, sell their property and
buy property through the real estate through the Internet.
Okay. Next thing Id like to show you. Have a look up here. Your site should be able to be promoted by other people as
well. So you should be able to sign up affiliates to promote YOUR things. Who thinks theyd like to get their own product
to get people promoting your product for YOU? Anyone would like that? Yeah? Why would you like your own product
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being promoted by everyone do you think? Yeah, youve got like 500, 1,000 whatever people out there all talking about
you, while youre in bed or youre on holiday or shopping or whatever with the kids.
Most ladies that Ive surveyed said they never get time with their family, never get time with the kids, theyre washing
and ironing, theyre doing everything. And theyre still trying to do everything and they never even get time to, like,
cuddle the kids or anything. True girls? Sometimes its just so hard with working 24 hours, doing everything, and hubbies
sometimes we dont really respect how hard the girls work.
Because some of the girls at home, theyre washing, theyre ironing, theyre cooking, theyre cleaning, theyre doing
everything and looking after smelly nappies and everything else and we say, Darling, what did you do all day? And the
girls go, Dont even go there. Just do not go there. Right, ladies? Theyre smiling here at me
Okay. Next thing. Kind of niches that works well. Who wants to know the niches that work really well, you can sell
straight away? Anyone? Hand up. Yes? No? Okay, cool. Ill show you a few. Personal development. Whos that? Hey, thats
Letti, and the guy up here with the Tony Robbins shirt. Okay. What else? Gardening. Whos into gardening? Anyone?
Weddings?
Now a lot of people are just, theyre, I wouldnt say theyre stupid or dumb because theyre not, no-ones stupid or
dumb, but theyre ignorant to the fact of what they can sell. They just sell a wedding thing. Now what can you sell with
weddings? DJ services, car hire, suit hire, cakes, stationery, DJs, venues. Get what I mean?
What happens if you get linked to all those people, get commissions off every single one of them, and youve just got
one site? Who thinks theyd like to be able to do that? No matter what they bought have you realistically got the cars for
the car hire? No? But youre getting paid 20% or 10% cop for just for connecting them with someone else. Who thinks
now you see what Im saying? Can anyone understand it now?
Okay. Next thing. Building a website. A lot of people want to know how to do it. Sports coaching, weight loss, real
estate, stocks and shares, dog training. How many people here have got dogs or cats? Horses. Health problems huge,
huge, huge one. Wealth. Mindpower and hypnosis.
I was a registered hypnotherapist, for seven years, and dont worry Im not going to turn you into a frog or anything.
Martin St James. Anyone know Martin St James? Martin St James is one of my biggest clients from the Gold Coast. And,
what Ill say to you folks, as Martin said, hes selling more stuff from his shop and online now than he was when he did
Tweed Heads, etcetera.
If anyones seen his shows, hes selling more online, on his Martin St James and Master Martin dot com, through what
we did, than at the shows in back-end sales. Okay? Why? Cause they know of him, they hear of him, they go to Google,
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they go there, bang, Oh yeah, Ill buy that course; it looks pretty cool. And then they go into his studio in Broadbeach in
the Oasis, and what do they do? They then talk to Martin not himself, but on a video, DVD, do his course, pay two grand.
See what I mean? Back-end sales is big.
Next one. Arts and crafts, travel and holidays, home builders. What about scrapbooking, acupuncture, chiropractic.
What could you do with a chiropractic website, if you made something up? Think for a minute. Give me a bit of feedback.
Sorry sir? Yeah, you could have a chiropractic directory. What else? What happens if you - what are chiropractors looking
for? Come on, give me a bit of feedback. Sorry? Thank you very much. Customers and clients.
What happens if YOU could put people if Ross was a chiropractor you could direct clients straight to his door and you
could get 10, 15% cop, just by having a site. Would that be a nice little income for you for doing nothing? Yet hes happy,
hes more than happy giving you money. Cause the bottom line is chiropractors now dont usually get you on one visit.
They sign you up and tell you, Luckily enough, we can help you. And, you worry about your kids dont you, so bring
your kids in because we want to adjust them while theyre young three times a week. And your Mum and Dad, and
you love your grandparents as well dont you. The whole lot are signed up and theyve all got stretch bands, theyve got
back bands, and theyre drinking water and theyre walking. And its a two-minute adjustment, Come back tomorrow,
well see you again. True? Anyone done it before? I know the approach. I know their sales pitch backwards.
Okay. Next thing Ill say to you here. Coaching and mentoring, coin collecting, retirement planning is a huge one,
computer training, audio and video, health and family, house and garden, self-improvement. How many people are
interested in one of those things up there? Hands up. One of them, just one, or even more?
Now, how many of those people who like one of those dont really know much about it but youre interested in it? Do
you need to be the expert, or can you go and interview someone and give him 50% commission. Get what I mean? Ring
them up over a phone, record the thing, give em 50% cop. So now, are you the expert or are you just the interviewer? Get
my point? You dont have to be smart. Well, or should I say, yes youre smart by doing that, but you dont have to work
hard.
Anyone how many people here can talk on the telephone? There you go. Ill tell you now, if you join my course, how
about you ring me and ask me ten questions, we put it in an MP3 and you sell it online. How to get started on the
Internet. Theres a course. What do you have to do? Ask me ten questions I already give you. You just have to read the bit
of paper.
All right. Next thing. Heres my challenge to you. Who wants to learn exactly what you need to do, step by step, right
here today, to make money online who arent already in my programme of course? Who wants to know? Okay. I want
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five people to come up here who have a niche whos got a niche in mind, out of those people? How many people have
got a niche in mind? Hands up. Whos got a niche in mind that you can promote?
Come on, Im helping you today. So whos got a niche in mind that theyd like to build online? Okay, Ill get you up here
for a second. Come up here. Who else over here? Sir, come up here. Yeah, you come up here. Couple of ladies, not just the
guys. Girls? Some of the girls. Come on, dont sit there like this. I can handle rejection, my mother didnt even love me. Im
only joking. Okay, one of you girls here. Give her a round of applause. Come on. What about one of the girls over here?
Any girl. Ah well, good, get up here. Come on, good on you beautiful.
Okay. Ill just get you to move back a little bit if you dont mind. Okay, Ill get a microphone up here. Thanks Renee. No,
Im not doing a hypnosis show. Okay. Okay. Terry, if you could tell people exactly what kind of niche youd like to
promote online? Okay. Ill ask you a question then; winning the lottery. Have you ever won a lottery? -- Yes.
Okay, well that really stuffed up the rest of my questions, didnt it. You should say, No. Okay, no, no, thats all right.
Okay, well, I suppose he might be in a little bit of an advantage to tell us how to win on the lottery. Do you feel that you
know extra things that can make us win a lottery? We, normal people, not like you. Really?
Okay. Who thinks they might like to find out his information. If he gave you a free report to show you how to do it, that
of course would lead up to an eBook sale, but if the free report really got you in, how many people would probably put
their name and email and register for his site?
Okay. Thank you. Next one. Your first name? Pleased to meet you. And what kind of thing would you like to market
online? -- Health.
Health? What kind of health? Okay. Do you think that would sell online? Okay. Good.
Next person. Erica. What do you think out of all the niches that are available, what do you think you could market
online? Which one? Okay. And what do you know about that yourself? Okay. Could she turn that into a membership site?
How? What would she have to add each month? Few articles, newsletter, little video of her just doing some gardening or
showing em different ways to do it. Okay. Cool.
Next gentleman. Whats your niche that youd like to work on, sir? Video games. Do you think video games Halo and
all those kind of things - do you think video games are a big one? Dont need to go any further. Thank you.
Okay, and what about yourself sir? Whats your first name? Okay. Oh, Okay. Whoa, thats a good one, thats a good one.
Okay. Folks, give them all a round of applause. You can sit down now. I just wanted to no, thank you folks. Okay. There
you go Renee.
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This is Delvene. Whoa, did you like that or what? Was that sexy or what? Okay. Now Ill show you something in here
folks. Ill get out of here for a second. Ill just show you something online. Check this out for one second, if you dont mind.
Watch this for a second. Ill give you a quick look. Getting started on the Internet well, if I can spell it would work better.
Put a t on the end Dave. Okay, this is my site. Gettingstartedontheinternet.com. Now I just want to show you something
really quick, because I can set you all up with a site like this that all you need is a banner, a footer and a button to buy.
Do you all think that you could figure out something to do that? And I can even get your banner, footer, your buttons
and everything done for nothing, because Ill give you the software. Do you think now you could do it? Okay. Cool.
Now, what Ill say to you here: if you read all this kind of stuff here, Ive got a full guarantee on my course. But theres no
refunds if you dont finish it and you dont build your sites as instructed, because I mean as far as Im concerned if you
dont do what I tell you then of course the guarantees null and void.
But what I do say to you folks: check this out. You click join, click the button, you can pick free membership, or 9997,
and what currency? US. Thats why thats what I said to you. I charge 9997. Why have I charged 9997 do you reckon.
Why not higher? No, PayPal wont accept any higher. Id have to do two payments otherwise. All the gurus tell me a
sevens good, so a 9997.
Okay, otherwise I would have done a 14 grand. Because, what happens, like Dino, he made five mil. And you met Dino
at my seminar and that. Dino made five million bucks in real estate sales. Now I didnt really do a lot for him except show
him how to do squeeze pages, which you get the name and emails, how to do his Google campaigns, how to do his
article-writing, etcetera, etcetera, but indirectly through my coaching he sold, bought houses etcetera and made 5
million bucks. So really, has my coaching still made him five million bucks? You see what Im saying? And yet what did he
pay me. He paid me ten grand. Who won out? Who do you think won a little bit more? Okay? He won very well.
What I say to you here, if you press free membership and this is the kind of sites I can - Ill make up for you, myself and
my team can make up for you straight away. Okay. Join for free. And you know what you see in the free part? Basic
articles that are good. Thats it. But if you want the videos, the MP3s, the downloads, guess what you have to do? Join. Its
only logical.
You give them enough meat to tease them to say, Wow, I really like this, this is great. Ive learned a lot. And if Ive learnt
this much for free, what am I going to learn if I pay ten grand! You see what I mean?
Okay. Now. If you pay, if you go back, Ill show you this. And dont get me wrong. Your thing, you can have a threemonth thing for $29.95 or something that continues, 12 months. Now you click to pay by PayPal. Who thinks a system like
that, if I designed - thats very easy for you to start making money? All you have to do is fill it with content. Thats all you
have to do, just put your content in.
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Okay. So what I say to you: say for example I log in here just to show you cause if you sign up with my course today this
is exactly what you get as well. You get full access to this. Watch this. Straight away it addresses you by your name. Why
do you think people like being addressed by their name? It personalises it. Because whats the best name in the world for
you? Your own. Okay, your own.
So what I say to you, when youre writing your sales page you go, Hi David, welcome back and you think, Oh wow, he
knows my name. Of course its the script that puts the name in, but to you, dont you still feel like youre not a number at
a bank, on a cattle herding machine?
Okay. So what I say to you here, I do not take emails off people any more. What I say to people, you go to
davidcavanaghsupport.com and you put in a ticket and Quentin, myself, Mike or Gary answers your ticket for you. Why
do you think I dont accept emails anymore? Well, some people dont write you an email, they write you a novel.
But, one, Im at seminars, I cant afford to waste time sitting there answering an email this long. But two, if Ive got
Quentin on board - Quentins been online for ten years, hes got a six-figure income for the last four years, Im quite sure
he can still teach people the basics of how to get started on the Internet. So Quentin will write a novel back to you. Thats
great. Thats what I pay him to do. Okay. Mike and Gary can do the same things.
But what I say to you folks, emails can go to your spam bin. Emails can be deleted. People say, David, I sent you an
email, I didnt even get it cause the site was hacked, or something. So what I say to you, what happens if you get a
support desk, that you fill it in and it stays on the web, so even if I dont get the email I can still check on the web to see if
it has come into me. You get what I mean? So then its easier. So thats why I say to people, and thats what I encourage
you if you start something.
Next thing Ill say to you here: training videos. Look what I give people in mine now. Okay. Ive got 47 videos there,
another 29 there, Okay, then bonus products which I dont even usually tell people about. All different sites, templates,
headers, graphics, eCovers, scripts. Okay? Is there enough there, 345 add-in sites, I give you all these things. There is
totally more than what Im telling you today.
Who thinks out of those kinds of things you could make some money out of them? Straight away. Anyone think that
they couldnt make any money out of them? Okay. Watch this. And there are still heaps and heaps. Theres graphics,
theres templates, theres newsletter-former, theres colour scheme, my keyword finder, domain finder.
Okay. Theres also master rights. Now, who would like 22 websites given to you to sell, youve got the word document,
you type in YOUR name, press save, and you can sell it as yours. Who would like 22 of those sites immediately? Yes or no.
Ill show you. Tell me if youd like these sites. I give you the graphics, all you have to do how many people can open up a
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word document, type in your name where it says type in your name, press save and upload it to the web? Anyone can?
And Ill even show you a video on how to upload it to the web.
All right. Heres some. Tell me if thesell make money for you. Bird watching for beginners. Who thinks, yes or no? Hands
up. Bird watching for beginners. Do you think thatd work or not? Okay. No I mean the ones with wings. Okay. Bonsai tree
pruning. What about I dont know about this one how to attract butterflies to your garden - but I noticed that when I
typed in gardening people want butterflies.
What about buying a car with little or no credit. Yes or no? Okay. What about and could you download that package,
have a look at it, and re-do it and put buying a house with little or no credit? Buying a boat with little or no credit? Could
you do the same concept but just change it around?
Okay. Collecting coins. What about the Guys Guide to the Delivery Room? Girls? Would that sell? Girls said, Give me a
copy, I want to give it to the hubby. Okay, what about how to interpret your dreams? Does anyone want to know what
their dreams mean? I know a lot of ladies like that stuff, do any of you gentlemen like that too? No?
Okay, what about organic gardening for beginners. Theres another one here. Protecting yourself from identity theft. Its
an awesome one. What about improving your marriage to newly-wed status? All the girls are giving a little smirk right
now. Okay. You need to send him to one of those health science labs.
Okay. Scrapbooking for beginners. How to improve your self-esteem in one weekend. Anyone think that one? How
many people have got friends that havent got as good self-esteem? Anyone? Yep, exactly. And now Im giving you all the
graphics, the website, the word doc, the pdf, everything, you just add your name, press save, sell it. Thats it. Okay? Im
giving you all these.
Now, online dating for senior citizens. I always get a laugh there wherever I show it, but do you know what, when I
searched senior citizens, online dating came up huge. Does it mean that a person over 40, 50, 60 cant find a partner?
Arent they entitled to be happy?
Okay, what about this one? Overcoming your fear of spiders. What about stress and anxiety? How to budget a family
vacation. The perfect wedding, losing weight without starving yourself, a newbies guide to woodworking, and what
about yoga and meditation? All you do, click on one of those, you download the files straight away, youve got your own
website ready to sell.
Now Letti, I dont know if you know about these ones, but now guess what youve got. Youve got 22 websites like that
ready to go, to sell tonight? There you go. Youve got them. What Ive given you today, have I tried to give you a lot of
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content? Im not up here to give you a sales pitch. I cannot sell you something you dont want to buy. But I can offer you
the best coaching programme in the world for people getting started on the Internet. Okay?
And Im telling you, if Im giving you all this information and giving you three hours training for nothing tomorrow, how
much do you reckon youll get in my course? Letti, you came to Thailand. What did we do in Thailand? What did we do
Ken? Franko? Sorry? You havent been there yet. Calm down. You can come on the next one.
Write these dates down if you want. If anyone wants to come along, January the 11th to January the 14th, thats my next
training in Thailand. But I will explain something to you. January 11th to 14th; Ill explain something. Thailand isnt my
coaching. Ill tell you what happens, just so you know.
Heres week one. Heres week, say, 52. It goes like that. I start you training, as Letti and that knows, with pdf documents,
my www.gettingstartedontheinternet.com website, phone calls with Quentin, my support system, etcetera. Thats your
coaching.
But, four or five times a year, Im going to have training in Thailand on Pattaya Beach where I live, and youre welcome
to come along. And you can tap into one of those, so even if you cant come to January you can come to March or April or
whatever. Now can you claim that back on your tax? Hmm, interesting isnt it.
How many people want to go to Thailand for a holiday? Sorry, how many people want to go to Thailand for a three-day
business trip and extend it to seven to have a bit of holiday while youre there? Kens coming back, look at him, hes
already smiling.
Okay. All right. Now, and Ill even pay for all your food and that while youre there. Is that even better? Am I getting
better now? Okay. All right. First thing you need is your domain name. Write that down. Go to godaddy.com, grab it
please.
Second one, you need web-hosting. I told you Hostgater, cause if you type in your domain name nothing is gonna
come up on the screen if you just get your domain name because its not linked to any computer to bring up your pages,
and Ill show you that tomorrow, how to do it.
Whos coming tomorrow to learn, so I can show you step-by-step. Dont give me the excuse, oh, but I have to work.
Take a day off. Or youre going to be there for the next ten year with the same guy telling you how to clean S-bends.
Okay? Its true. People say, Oh but I cant take a day off. Thats because youve told yourself you cant take a day off.
I said to a lady in Perth last week, Take a day off.
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She said, I already took three days off last week.
And I went, Oh, you might as well go to work love.
She said, Otherwise Ill have to start your course really, really soon.
You know? Okay. Web hosting. Second thing oh, and incidentally, with the web hosting, what I said to you folks, with
your web hosting, what I said to you, go to Hostgater.com, pick the baby package. Its called baby. Its nine bucks 95.
Thats it. Use the coupon code of david. I get a month, you get a free month, they get a customer. So, david for the code,
just in lower case.
Next one; heres what you need as well. Once youve got your web domain name, once youve got your hosting set up,
you need then to configure your email address. And again, tomorrow Ill show you this stuff. Im just telling you in theory,
then tomorrow Ill show you.
Why do you need to set up an email address first? You know why, before your website and that? Then you can go and
make up a business card, with david@davidcavanagh, give it out. You get what I mean. You can still accept some emails.
At least youre starting off the process. So Im teaching you how to get started.
Then once youve done that, next one, a squeeze page. And Ill show you how to do that as well. Who thinks they know
what a - who doesnt know what a squeeze page is? Hands up. Great. You know what it is? When a person comes to your
site, what do you want to get out of them? Whats the purpose of having this site? Dont tell me dollars. Yes, building a
relationship.
So okay, free report reveals 26 ways how to cure your backache - well not cure, relieve your backache within seven days.
Simply put in your name and email address and well send it straight to you. Its a trade-off. You get the 26-page report
for free, and of course in that report you try to upsell them on something else, but what are you whats the only thing
you have to give? Name and email.
Thats what a squeeze page is, and Ill show you tomorrow how to do that. Because before youve designed your
website and everything, dont you reckon youd still rather have a squeeze page up there to collect your names and
emails?
People say, Oh, but, building a list. Thats building your list. But dont listen to people that tell you the moneys in the
list. Thats all bollocks. You know why I say that? Who thinks moneys in the list, really? Think of it. Hold on, Ill give you
yellow pages. Theres a list. You get what I mean? All these people, Ah, but the moneys in the list. Ah, shut up. Moneys
not in the list.
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Moneys in a responsive list thats targeted thats going to come back and back and back every single day and buy off
you, so moneys in the list but a targeted responsive list thats going to deal with you over and over again, so I would
rather build 50 people on my list than 20,000; 50 of them and 46 of them buy off me. You get my point? Otherwise, go
and give them a phone book and say, Well, theres a new list.
Okay. Next thing. Heres what you need as well. Auto-responders. Please write that down. Whether its a one-off, where
they write to you and you get an email, or whether theyve bought a product and you write a whole stack that they get
on a daily or two-daily or three-daily basis.
The next one you need, WordPress blog. Anyone ever seen a WordPress blog? Cause Ill show you, Ill build a complete
one tomorrow and Ill show you within about three minutes. Okay. Word press blog. Wordpress gets indexed by the
search engines fast. A blog is a web log; its a log that you can just write post. But if you set up a web log, a little blog, and
you put in some little affiliate links, can you still get people clicking on em and make a sale? Get my point? I can show you
where to get thousands and thousands of products that you can make 75% commission. You see? Of what people are
looking for.
Next thing is also what you need. Copywriting skills, and in my course I teach that very extensively. You know why you
need copywriting skills? Because when they get to your page you can have a truckload of visitors, but if your page does
not convert my wife nearly passed away when she gave birth to our little girl. She had, for the ladies or gentlemen who
understand, she had a partial hysterectomy. Okay, because she lost too much blood.
Now, imagine this. People are talking about a headline. Everyone knows what a headline is, in the newspaper and that.
Okay, imagine this. And Ill tell you five words. Shes laying there in her hospital bed, so youve got the visual, laying there
shaking, of course. Her exact words, Whatever happens, look after Di. Im like, Whoa. Ladies, is that a nice headline?
Would you click the PayPal button straight away? Get what I mean? I would. How effective can you make your headline
with five words or less, thats going to do that?
Gentlemen, on that night, even if they said its going to cost you two grand to fix everything, with that headline what
would you have done? How many times would you have paid? Oh, but I havent got the money. What would you have
done gentlemen? Found it! Where would you find it? Steal it, beg for it, borrow it, ring your friends, what would you do?
If you want something desperately what will you do? Truly. Make it happen! How would you make it happen? Who
cares, you just do it! Full stop, end of sentence. Thats why that night my $1,000 which I thought for the delivery turned
into about 13,000, but did I care? Nuh, because I did care. You get what I mean? I just found the money, and at the time
there and then in one of my accounts I didnt even have the cash, I had to transfer money, but I think, I dont care what
happens, the bottom line is its got to be paid, you see?
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So on your site, how powerful can you write your copy to make people take action? But as I said Im scared for most of
you, because most of you will say, Oh, Davids thing was good and Im going to go for a cuppa now and Ill see the next
presentation, its great. You do nothing, cause its a free seminar. But if I charged you 3,000 bucks to get in here what
would have you done?
Would have you taken my information differently? Ask yourself that question please. I want you to take action today;
make a decision that youre going to do something with your life. No, again, is that offending you or is that being honest
to try and help you? Cause when I laid on the lounge - any of the girls here know the Manpower strip group in Australia?
Jamie Drury and all them? Okay, yeah, girls can, Mmmmm. I had those guys coming around cause I used to, you know,
MC and compere on stage. I had those guys, Dave, get off the lounge, youre coming swimming.
I dont want to go swimming.
No, you are going swimming.
Believe me, sometimes you do need someone to boot you in the back end and say lets go and do something with
your life. And you know what? I did! I went to Robbins, I went to a few things. Now Im speaking in front of people where I
was laying on the lounge. Anyone can make things happen if you want to make it happen. And I urge you to do
something.
Next thing. Photos and graphics on your site are awesome. Photos and graphics, but dont put too many, cause itll
overkill. My first client that flew to Thailand to do training, three days for me - you know him very well - his first initial
starts with N. Nik Halik. My second one was a guy whos initial starts with R. Rick Otton. My third one started with JC. John
Childers.
And I am a student of Mr John Childers. John Childers is a student of mine. When I go and listen to him speak I shut up.
When he goes on the Internet, Dave, its all yours. We help each other cause we all mentor and help each other. And I
urge you to get a mentor to get someone to take you to the next level from where you are now.
Next thing. Heres what you need. Audio and video; you need it on your site. But everything Im telling you, test and
measure. You know why? Because sometimes different colours dont work on certain sites. Black might work really good
on a funeral site but it mightnt work good on trying to sell a little kids cot. Red whats the colour to some people?
Blood. Would you use it on certain sites? You get what I mean? So photos, videos, audios, be careful what you do but Ill
show you that in my course.
Next thing, heres what you need. A PayPal account. If you havent got one go to paypal.com, or paypal.com.au, and get
the super-duper, you beaut, cheese on top version. Okay? The top of the range model. Its free. Because the normal
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version, you can only send money, you cant take it, and thats called really silly. I dont like just sending and not taking
any back, do you?
Okay, now, next thing you need, if you have a look on the screen, next thing Jeffrey, you need a support desk. Why do I
say to you a support desk, do you reckon? What did I show you before? Emails can go to spam filters and all that. Again,
my team will set that up for you. My team will set you up a support desk.
Next thing. Fill-in-the-blank templates. You need some templates so when you first start all you have to do is just fill in
the content, press save button, and we will give you about 60 different templates, you can pick and choose what you like,
write your name on it so its done. Okay? So anyone wanting to start a web business, Getting Started on the Internet will
give you the templates and all you have to do is just put in the blanks, type it, press save, and all the graphics are done for
you. Is that handy for you? Okay.
Next thing. Heres some sites. Ill show you this. It can make you some money. Who thinks losing weight is a big one on
the Internet? Who would like to sell a product like this, and get this: Order today and you get two bottles for free? Who
thinks theyd probably order, if you have a weight problem for example? 200 bucks; you get 100 bucks in your kit. Whos
interested in promoting something like that? Okay, cause I can show you all this and a lot more.
Next one. What about eat to live, dont live to eat. Manage your weight loss. What about this one here? Check this out.
Menozac discover why more women are turning to Menozac for natural menopause relief. Two bottles free. Do you
know how many people when theyve got menopause and that, would they buy one bottle or get the four and two for
free? What would you probably do if you had that problem ladies? Well, not problem, condition. Youd probably buy the
four and get the two for free.
Gentlemen, if you wanted to impress your lover, or something, buy one of those kind of tablets, would you buy the one
bottle or the four and get two for free in the cupboard? You get what I mean? Gentlemen are going, I dont need that
stuff. Get off.
Okay. Now, next one, if you have a look, male enhancement formula. Its to make your hair grow. Thats what it is. Okay,
what about these things here. Oh, no, no, no, its definitely not to make your hair grow this one, its to make something
else grow. Okay, but, what about this one? Stretch mark formulas. You cant get rid of it but you can relieve it and make it
look a little bit more nice to the eye. Okay? Appealing to the other sex.
How many people think that if I could now these sites are already done for you if I could give you all these sites
already done, you just add your affiliate thing, send them out to people and you just show them and you get 50%
commission. Whod be interested in these? I show you the whole lot. I give you all of them.
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David Cavanagh
Now, next one, finally freedom from shaving. Gentlemen, all you guys love shaving oh, you cant talk can you Rosco?
Okay. How many of you guys love shaving? No. Ladies, how many ladies love shaving their legs. No, definitely not. Okay,
these things here, they sell big-time. What about this? How to clear your skin naturally in weeks from acne, etcetera. Does
anyone think that they have some friends that could buy that? Yeah? Okay. What happens if you could set up one site
that you could do a review on 20 or 30 different things. Those headlines are already written for you. The products are
made; you dont dispatch it, you dont have to hold goods, you dont do anything. You refer a person. Soon as they buy,
you get the commission.
And guess what the lucky thing about this is. If they buy those products and, say for example, Miles, they buy these
products and it works, what are they going to do again? Buy again. You buy a normal eBook, do you get a commission if
he buys a second one? No. But if they buy health products guess how long you get the commission for? The rest of your
life! Whos now interested in promoting health products. What about water purifier cartridges? You get what I mean?
What about lawnmowing services? Every month they have to go and get their lawn mowed. You get what I mean?
Promote things that are ongoing. Next one. this quite smoking. A guy in Perth Nik and I had to kill ourselves laughing.
I said to the crowd, I said, Look at these things.
And then one of the guys in the crowd yelled out, I wouldnt buy something like that, it doesnt work.
I said, Oh, well, fair enough. What would you sell on the Internet?
He said, Probably bathroom tiles.
Quit smoking, bathroom tiles. Hmmm. Interesting isnt it.
And I said, Why would your bathroom tiles be any good?
Oh, mine are cheap
I said, Oh, change your wording. Cost-effective. More affordable. Theyre not cheap. Ladies and gentlemen who
decorate their bathroom dont want to buy cheap tiles. They want to buy affordable ones that are beautiful, with more
colours. Am I right?
But again, I looked at his website that hes got for bathroom tiles and I told him I just gave him a few hints in the
seminar - he already wrote me an email; said he sold a whole stack more of them by changing headlines and changing
cheap to cost-effective, more affordable, stuff like that, already. But again, copywriting does it really help you to sell, if
you know the right words?
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MoneyMasters
FEATURING
ADAM
GINSBERG
Internet Income Generator
Adam Ginsberg
ADAM GINSBERG: So how many of you

u have bought
MEET ADAM GINSBERG

G
something on eBay? Wow. How many of

o you have not?
Adam Ginsberg is the "entreepreneur's
Excellent. How many of you have sold something

s
on eBay?
entrepreneur" having extenssive business
Okay. How many of you have not? I thin

nk were in trouble.
and training experience acrross many

industries.
Okay. Different question. Okay. How many

m
of you have
heard of eBay? Okay. Excellent. Okay. You know, David is our
MC for this weekend, but I have not heaard a whole lot of
applause and appreciation for him. Mayybe before we begin,
One of eBay's most successfful small business owners, Adam

is not just a "technology ma
arketing wizard" but also an
exceptional speaker and tra
ainer. He presents practical stepby-step formulas which are easy to follow and implement
we can give him a hand. Hes a super, su

uper, super, guy, youll
and his casual yet informatiive style draws significantly from
hear from him tomorrow. Okay. Are you

u guys ready? -- Yes.
his own inspirational successs story.
No, thats not really good. Are you ready? -- Yes!
In 2001 Adam began selling

g on eBay. In less than one year
he became the US Number 1 seller in the Sports Category
We flew in yesterday, we got in at 9 or 10 in the morning, we
and was named the Numbeer 1 new seller on eBay in 2002.
got up at 2 a.m. I dont know where I am

m or what time it is. All I
know is I should not have more energy than you. So we need
Adams commitment to succcess on eBay is demonstrated by

his outstanding, 98%+ feed
dback satisfaction score and his
to make sure we have some fun over th

he next hour and a-half,
Titanium Power Seller Statu

us, eBays highest level.
is that okay with all of you? -- Yes.
Just say yes as loudly as you can? -- YE

ES!
Fabulous. Before we begin, weve gott a little quiz. If you guys could jot these letters down
n for me. S-B-I-A-X-L-N-E-A-T-TN-E-A-S. Go ahead, write them down. Heres
H
what I need you to do, cross out six letters, you
ull be left with one word, its a
really popular word in the English langu
uage. Some of you said it this morning.
Cross out six letters, dont move the le

etters around. As soon as you know what the word iss, write it down and raise your
hand, but dont call it out.
c
to see if thats right.
Just write it down, raise your hand, Illl come around and somebody will come around to check
Youve crossed out six letters, you wrote down the word. Have you ever seen me do this before? -- Not really, no.
Youve never seen me do this before? --- No.
Thats very close? -- Ive seen this before

e.
Youve seen this before? I was going to say, thats called cheating. You got that way to fast. Whats the word? -- Internet.
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Adam Ginsberg
No. Its not Internet. Let me come over here. Now I know youve seen this before. Yes? No? whats the word? -- Bi-lateral.
No. Thats not the word. Anyone over here. Cross out six letters, youll be left with one word. Dont move the letters
around. As soon as you know what the word is write it down and raise your hand up. And Ill call on you. Sir, what is the
word? -- Banana.
Banana. Correct. Banana. Here, let me show you how we do that. Exercise is to cross out six letters first letter is-----? -- S.
-----S-I-X L-E-T-T-E-R- S. That leaves you with six letters B-A-N-A-N-A. Some of you all just had an ah-ha moment. I
havent started yet. Now, just out of curiosity, how many of you have no idea what I just did? Okay. When Im done well
go out back and Ill explain it to you. Okay. Just make sure to ask me that question later.
Let me tell you a little bit about my background. Heres the point of this exercise. Has anybody ever had an experience
where something was right in front of you but you just didnt see it? So, thats how the Internet and eBay was for me. So,
in the late 1990s I started working for an Internet company and back then, people were all excited about stock and the
companys going public, and I worked for two years all stock and no pay. And during that time I got rich in my head
because I thought that Id be rich when the company went public. You know what happened? The company went
bankrupt. I was about $80,000 in debt. Do you know anyone whos in debt? Anybody know anyone whos in debt?
I said, I dont want to be part of the Internet anymore, its probably not going to last anyway.
So I started a furniture store with bedroom furniture and dining room furniture. Then I got a call from my Mom. My
mom sold Beanie Babies on eBay. She said, Adam, why dont you take one of your pool tables youre selling, theyre still
there, theyre snooker tables, right? She said, Take one of those things and put it on the Internet and sell it.
Now, how many of you have ever seen a pool table or snooker table? You know what my response was? No. I wasnt
interested. I wanted nothing to do with the Internet number 1. Number 2; I really wasnt interested in doing what she
wanted me to do in the first place. So that was really a very short conversation.
She called me the next day. She said, Hows the pool table doing on eBay? I said, Excuse me? She said, You
promised. I said, I dont know what youre talking about. That was the end of that conversation.
Anyone have a mom like this? She called me every day for three weeks, harassing me. Finally, I said, Listen. I will do this,
if you promise to leave me alone.
Sounds fair, right? So I scanned in the picture. I created an account and I prayed for three days no one would buy it,
because if they bought it I had two problems. Whats the first problem? I got to ship a thousand pound pool table across
the country. Number 2; I got to tell my mom shes right. That was harder than the first one.
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Adam Ginsberg
Now listen. Earlier, you heard from Johnny this morning, right? Wasnt he awesome? He said you have to understand
your why. Remember he talked about that. I totally and completely agree with him. Heres what I want to know.
Why did you come here this weekend? Educate yourself? Create new cash flow? How many of you would like to make
more money? Can I just see a show of hands who wants to make more money? Put your hands up really high if you want
to be rich at least one day in your life. Just one day with me. I want to be rich with all of you. So would you all agree with
me, moneys sort of okay to have? Its all right to have, right? But why do you want the money? -- Create a better lifestyle
for myself.
You want to have a better lifestyle for yourself. Isnt it really more? Think about this. Is this about the money? Isn't it
more about the freedom it gives you? The ability to do the things you want to do with the people you want to do them
with? You have to understand what your why is, because if you dont understand what your why is, youre never
going to go anywhere if you dont know where youre going. Does that make sense? -- Yes.
Well, for me, I didnt want more time, I didnt want more freedom, I didnt want more flexibility, I didnt want more time
with my family, I didnt want any of that. I wanted one thing. I knew exactly I didnt want more money. I knew exactly
what my why was, it was very specific. I wanted my mom to stop calling me. That was it.
So, I scanned in this picture, I create this account and I prayed no-ones going to buy it, and the problem is it sold for
$300 MORE on eBay than in my store. So, I knew I had a problem. I listed a second one for sale. I hoped the second one
didnt sell. I figured if the second one doesnt sell I dont have to tell my mom the first one sold.
See, my logic was really skewed. Heres the problem. The second one sold, the third one sold, the fourth one sold.
Within three months were doing about 12 a week. Not so bad. And within a year were at 600. A month. We become the
largest seller of pool tables in the entire world. At some point I figured that I like eBay. It took me a little bit of time. In five
years we sold $20 million dollars on eBay, more than any individual seller in the history of eBay. So, its been pretty
exciting and on the Internet, weve also done millions and millions of dollars in sales on the Internet not just on eBay
itself. So, you need to have a strategy.
The things you learned earlier about having your own website, thats SO important because if you put all your eggs in
one basket and the basket drops, what happens to the eggs? They all break. You need different streams of income. So, we
have a lot of things were going to cover over the next few minutes.
So, by the way, theres my new one. Her name is Ke-ama, shes about 12 weeks old, 9lb 4 oz. She looks just like me,
doesnt she? Not really, but shes a cutey pie.
So, I want to just share a couple of things before we get started.
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First of all, we have a brand new website; its been in existence for 24 days. Ive been working on it for 3 and a-half years.
Its a private members only website. It is specifically for our students, thats it. I want to just tell you a little bit about it
because if you get involved in our program, this is the epicentre of where you go.
As you log in theres a welcome message from me and theres a lot of information here. Theres over 20 hours of audios
and one of the things thats really neat, is the person who interviewed me on most of the audios is from Australia and so
its a really powerful program. We have live recordings, every few weeks we do a three day training. We record the entire
thing. We put all the audios and transcripts on the members site. Hundreds of pd-f documents, software downloads, 25
E-books.
One of the questions people ask me is, What am I going to sell on eBay? So we just give you a product to sell on the
Internet. We add five new ones every month. We have conference calls that we archive and all kinds of information. Thats
really where it all gets started.
Last night, I finished something; Im just going to show you this. This is not available to the public yet. I just finished it
last night. Somewhere between 4 and 5 in the morning is when I put the final touches on it, uploaded it to the members
site. Its version 3. Its a 319 page E-book about how to buy and sell on eBay.com.au its very specific to Australia. I
interviewed a whole bunch of eBay power sellers who live in Australia and so its Australias definitive guide to selling on
eBay. Its called The Auction Edge. Its really, really neat stuff.
So, heres what were going to learn today. One of the things I encourage you to do, is take a lot of notes. I speak very,
very quickly, as you can probably already tell. But I have a lot of stuff to share with you and only about 90 minutes to do it.
Were going to talk about:
x
the size and scope of the opportunity
x
some selling philosophies for success
x
What to sell and how to sell it.
x
Developing an automated action plan
x
Multiple streams of eBay income.
See, you have to understand that eBays not just about selling stuff out of the house anymore. Its not about Beanie
Babys or Pez dispensers, its about cars, its about real estate, its about big ticket items.
See, Im all about buying and selling real estate on eBay. Did you all know you could buy and sell houses on the Internet
on eBay? How many of you are either real estate investors or who would like to be real estate investors in the future. Do
we have anybody interested in real estate? Im going to show you some eBay real estate. How you can actually buy and
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sell real estate in the US without ever having to go there and make money at the same time.
Now, whats nice about that, for example, I had this conversation with my mom, I said to her, How much do you make
on the sale of a Beanie Baby?
She said, About $3.50. On a good day I make $5 on a sale.
I said, Well, I just made $8,000 on a house. One sale. Which means shes got to sell 1600 Beanie Babies and I got to
make one sale. So, would you all rather do the little ticket items, or the big ticket items? The big ticket items.
So, can I tell you a story? I gotta tell you this story. Just about a month and a-half ago, I was speaking at a real estate
event, there were about 800 people in the room, so I wanted to do something Id never done before. So I bought a house.
Ive done that before. But I bought a house on eBay. We got a three bedroom, one bathroom house, in Greenville South
Carolina, for $22,000 for the whole house.
Now, in Los Angeles, I dont know about here, I know the real estates fairly expensive, you cant buy a driveway in Los
Angeles for $22,000. So, this is a pretty good deal. Now, just so you know, thats 3,000 miles from my house. Never been
to the house, never seen the house, I did not have any interest in going to Greenville South Carolina. I bought the house
and at this event, which was real estate, were going to end the auction, live in front of 800 people. Were going to end it
LIVE.
Now, heres what I want you to think about. We put it up for sale for 99 cents. No reserve. Just 99 cents. Whatever it goes
for, it goes for. Is that a little bit bizarre? -- Yeah.
It was kind of fun, actually, but heres what actually happened. Somebody asked me a question. It was a very thoughtful
question I thought. They said, What if it doesnt sell?
Now, whos ever sold just anything on eBay, put your hands back up for me? Would you all agree with me, those of you
who sold something on eBay, that if you put something for sale like a $22,000 house for 99 cents, its going to sell? -- Yes.
Its just a question of how much its going to sell FOR, right? And so, I said, Thats fine. And then somebody else said to
me something. They said, Why would you do that? And I said, Well, heres the thing. If Im not doing the things Im
telling you that Im doing that are going to work for you, why would you listen to me? Would you all agree with that? I
have to be out there doing the things Im telling. So, I said, Im just going to give it a shot. About 15 minutes before I
went on the stage, the bidding was up to $7,000 and we bought it for 22.
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Now, let me ask you all a question. Dave already mentioned this, but Im going to ask you this, but I want to get your
opinion on it. How many of you think when Im done here today, Im going to try to sell you something? Will you just put
your hands up if you think Im going to try? Okay. I promise not to let you down. Heres the thing.
Heres the thing. If we put a house on eBay for 99 cents that we bought for $22,000 and it sold for $14,000 and I lost
8,000 live, how many people do you think are going to get up and go to the back table when I say, Let me tell you what I
have for sale? Nobody.
Now, you probably figured out that didnt happen, otherwise I wouldn't be wasting the time telling you this story,
right? The house sold we put it up on one day it took about 70 minutes to do this listing. Im going to show you in a
few minutes, exactly what we did, and were going to do one.
Last night, in the middle of the night, I was sitting up with my roommate, Gates, who youll get to meet later. Anyway,
we were sitting up saying, What can we do, kind of fun today? So, we didnt actually buy a house on eBay.com.au last
night. But we just pretended we did, and then we put it back up the way we were going to do it, if we actually bought the
house. So Ill show you that live.
Anyway, the house sold for $27,900. Which is not bad, right? So, we made a little over $5,000 profit in a couple of days
after we bought it and it took us about 70 minutes to do it. How many of you could use just an extra - I don't know $5,000
an hour. Anybody?
Now, some of you just dont want to raise your hand because thats just not enough money, and I understand that. And
well get to the big money later. But we like to start small and then work our way up. So, we have to understand this
multiple streams of eBay income. Were going to talk about how to get an eBay cash machine.
I love to travel. It is a lot of fun for me to travel, whether Im here, whether were in Singapore, whether were in Canada,
all over the US. People have the same questions.
Heres one question. How do I get started on eBay, Ive never used eBay or the Internet before?
Number 2; How do I take and edit and upload pictures. Now, this one is easy when you know how. See, if you dont
know how to do this, this is not so simple. So, were going to teach you how to do that.
Number 3; Were going to talk about what to sell. How many of you at home, whether its in your garage, or on your
coffee table how many of you have stuff you dont want any more? Does anybody have anything they dont want any
more? I mean just like stuff lying around. Put your hands up real high, if youve got stuff, that if people would just come to
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Adam Ginsberg
your house, you would give to them just so they will take it away? Were going to turn that into money and well show
you how to do that, and when you have the right answers, you end up with the right results.
This is one of our students, he came to our training, he left our training and in his first 60 days, he made an extra
$11,000. So, how many of you could use an extra $11,000 in the next 60 days. Thats not bad, right? And again, were just
kind of getting started with some low numbers. But heres the thing. If you made $11,000 in the next 60 days, working 80
hours a week, would that be okay? Thatd be too much work. See he did it in four to five hours a week. Hes a real estate
investor. So, all he does is real estate and on the side, for a few hours every week, he does a little eBay. The very first item
that he put up for sale was a wooden boat. He hoped to get $50 for it. He had it in his house, somewhere, like, in his
basement. He ended up selling it for $1725.
See, one of the things I really encourage you to do is find something in your house, youre confident no one will ever
buy and put that on eBay. Because when someone pays you money for that, you know what happens? You get really
excited. So thats a good thing. Lets talk about why eBay. So, how many of you at home have a website? Anybody have a
website. Okay. Keep your hands up real high if you have a website that makes you 10,000 a month, on the Internet,
without doing anything.
I lost all the hands. Who has a website again? Okay. What do you sell on your website? -- Information products.
Information products. Would you say one of the hardest parts about having a website is getting people to the website?
-- Yes.
Yes. Getting the traffic to the website. Traffic is important. You all agree with that? If you put up a website today, are you
going to get a lot of traffic tomorrow, other than like, mom and Grandma and stuff? I mean, in 24 hours? Probably not,
right? So, we put this house up on eBay, we put it up for one day, 24 hours, we had 1307 people visit the eBay listing.
EBay gets 8.5 million visitors a day.
Now, can we do another exercise? This is an exercise in listening. You guys get the show here, Americas got Talent?
You guys get that show anyone watch that show? Did you all see who won? A ventriloquist won. And he sung two
different people two different puppets. He was singing at the exact same time. What does that have to do with this?
Nothing. But it was really cool to watch the show the other night.
Were going to do an exercise now in listening. Are you ready? Id like you to write down, now, for me, the number 1
Search Engine in the world? -- Google.
Did anyone hear the answer? A few people called out the answer, right? What was the exercise? In listening, and the
instructions were to-----? -- Write it down.
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Adam Ginsberg
-----write it down. Your mouth didnt move but I heard the answer come out. No, no, no, it was the ventriloquist in you
just coming out. I know you didnt say it, it was amazing. He threw his voice to that side of the room, right? Whats the
answer? -- Google.
No. I didnt say Google. This is a presentation on eBay? -- eBay.
The answer is eBay. eBay does twice as many searches every single day as Google. Twice as many. Now, when people go
to Google, what are they looking for? Information.
Information. Yes. When people go to eBay, what are they looking for? -- Stuff.
They want to buy stuff. The number one search term on eBay this morning was iPod. People go to eBay to buy stuff.
And so my question for you is, if they get 8.5 million visitors a day, and theres $42 billion in sales, if 45,000 people a day,
are joining eBay, why isn't your stuff there? Maybe you just havent thought of it before, maybe youre just not doing it
right, because most of the people doing eBay are just not doing it right. Even when I work with some of the most
successful people ever on eBay, its amazing how little theyre doing right.
Now, let me ask you a question. When you pay your taxes, I think we just paid some taxes, right? When you pay your
taxes, if its possible to get a deduction that is really obscure, would you take it?Yes.
How do you learn about those things? Theyre like loopholes, right? No-ones really teaching you right? Kind of like
loopholes. eBay is the same way. There are things we teach you about eBay that nobody knows. eBay doesnt teach you.
Its not against eBays policy but it will help you, for example, wouldn't it be nice, to be able to put a link from your eBay
listings to your non-eBay website? Wouldn't that be a great way to drive traffic. Yes?
Okay. Write this down for me. Some of the most powerful words youll ever hear in your entire life. The words are;
UNLESS YOU KNOW HOW. Let me tell you what that means. if you put a link on your eBay listings to your non-eBay
website and eBay finds out, they shut your listings down. It is against eBay policy to do that. Dont do that. But remember
what I just said, UNLESS YOU KNOW HOW and then its okay. So, we have to teach you those things.
How many of you would like to get a free iPod worth $5,000, anybody? When were done, Ill show you exactly how to
do it, and you can pick the colour of your choice at the same time.
Were going to talk about real estate today. And heres why I love the eBay real estate. One personal reason for me, it
has nothing to do with all of you, its just for me. And this is a big one. Theres no shipping. At least I didnt think so. But
we were going through some of the real estate listings on eBay.com.au and you know what it said? Come take my house
away. I still dont know what that means. It said, pick up only, come take the house away.
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Adam Ginsberg
Somebody later can tell me how you can come take a house and just take it away. All they wants the land. Does that
ring a bell with you? So, somebodys got to explain to me later, because in America, when we put a house down, thats it.
The house isn't going anywhere. So for me theres no shipping. But eBay is one of the fastest growing markets for real
estate globally on the Internet. Most of the people who do eBay, do it wrong.
Heres an example. This is a house that we got, this ones in Toledo Ohio. By the way, Ive never seen or been to any of
the real estate weve ever gotten on eBay. This ones in Toledo Ohio, 1500 square foot duplex, so I want you to think
about what something like that might cost here. We got this house for $9800. Now thats a pretty good deal. A little later,
Ill tell you how we find out if its a good deal or not.
Heres another one, this ones in upstate New York. This ones in Buffalo New York, its got $650 per month in rental
income. We got the house, the land, and the people for $12,000. Some of you dont even need financing for that. See,
heres the thing, if you want to be a real estate investor, and youre just starting out, you need a lot of money. But if youre
doing eBay real estate, you dont need so much money.
So, heres the power of eBay:

1.
Having your business on line TONIGHT.
2.
Having a market place with 247 million people wanting to give you their money.
3.
Its operating 24/7 around the world, and
4.
We take anything you own, and we turn it into money.
One of my favourite students, he took the very first thing he sold remember I told you to go home, find something
youre confident no-ones going to buy? He took his name is Jean. Jean took his 25 year old underwear and put them on
eBay and sold it for $65. I thought that was just really bizarre. But the point is, for those of you that are in the room
thinking I have nothing to sell, youll have underwear and if you dont, dont tell me. Thats gotta be the deal.
Heres how the Internet and eBay can benefit you:

1.
Its an additional stream of income thats recession proof.
2.
You make money right away.
3.
You have the ability to have more flexibility in your schedule.
4.
You do the things you want to do with the people you want to do them with.
This last one is a personal favourite for me. I have a 10 and a-half year old at home, shell be 11 at the end of September.
She used to get an allowance, now she gets a commission. Just a little percentage of everything we sell. Saves me a
bunch of money. She writes the envelopes, does the bubble wrapping. See, heres what I think. If you dont have a little
one at home, find one. Theyre really good on the computer. I was watching on UTube, they had a video of this 3 year old
in diapers walking down the freeway, what it made me realise is little kids are everywhere. So, if you dont have one, just
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go out on the freeway, just find a little kid, bring them home, and youll be fine. Theyll help you out with email and all
kinds of really neat stuff.
So theres two types of people in the room. Maybe you can help me, tell me, which one you are. You can just write
down on your page if youre a number 1, or a number 2. Im going to ask you to - were going to take a little poll. Itll help
me kind of dictate the rest of the presentation.
Number 1 is someone who wants to create an Internet business using eBay, MySpace and your own website to create a
cash flow business that is passive income. How many of you would like to do that, I mean, were at an Internet event,
right? So this would be most of you in the room.
Okay. Heres person number 2. Person number 2 is someone who wants to use eBay MySpace and your own website to
make a ton of money in real estate on the Internet. How many of you want to do that? Excellent.
Now, heres my favourite part. Some of you want to be number 1 and number 2? -- Yes.
See, let me ask you this question; If I can teach you how to make a lot of money on the Internet, do you care how? -- No.
Or do you just want to have a lot of money. Thats what matters, right? So, whether its with real estate, whether its
other things on eBay, were gunna show you how to do that. So let me tell you about our Internet income Generator Cash
Flow System.
Number 1. We learn eBay. Now, its not because Im partial to eBay, its because its so simple and so easy every single
person in this room can be doing it within 24 hours. And if youre on eBay, rather, if youre not on eBay, were gunna have
a little booth outside where were going to demo some of the software Im going to show you a little bit later. Come over
and well help you register over the weekend. You can get set up right at our table down the back. Well help you walk
through that process, Im going to show you in a second.
By the way, it only costs 20 or 30 cents to list an item. You need a computer, an email address, and an Internet
connection, thats it. So its simple and its fast.
Number 2: How many of you have heard of MySpace? Tomorrow Im going to get a chance to talk about MySpace. Its
the fastest growing site on the planet. 180,000 people a day are joining MySpace. And 70 percent are over 25 and its all
free. One of my favourite four letter words that begins with an F. You all like free, yes? Okay. Good.
And then, you have to learn how to use Google. When you take these three things and combine them together, youve
got an opportunity to make a bunch of money.
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Heres our real estate system.
Number 1; If were going to do real estate, we need to take everything we own in our home and sell it. Because in
between real estate deals, you need to understand that you need to have cash flow.
Number 2; How many of you have ever invested in a house? And when you got the house it came with stuff in it?
Anybody ever have that happen? What do we do with that stuff? -- Chuck it down the tip.
Did anybody, just, like, give it away, or throw it away or anything like that? See heres what I want to encourage you to
do. Next time you invest in a house, negotiate for that house to come with all the stuff. All of it. Even if its ugly, really,
really ugly stuff. Just negotiate to come with it, because when you do, you can take that stuff and just sell it on eBay.
Number 3; you can use eBay to find real estate deals, you can sell real estate on the Internet and you can use eBay to
build your list. Now, I want to just talk about this one for a second. That should be 3. Thats the new math. Let me just talk
about this one the build your list for a second.
This question came up earlier but I was in the back of the room so I didnt get to see, how many of you are either a small
business owner, know someone who wants to be a small business owner or wants to be a small business owner in your
future? That should be everybodys hand in the room. Okay?
So, I want you to think about this point. How important is it to build a list to be able to market back to people later. Is
that important? What if we never sold anything on eBay? Nothing? All we did was use eBay to build our list? How exciting
would that be? -- Yeah.
Now, let me just show you what I did, I did this by accident, it wasnt intentional. I sold 6,200 pool tables on eBay. See, I
dont care if youre selling real estate, or flowers, or shoes, or popsicles, it doesnt make a difference. I sold 6,200 pool
tables on eBay. We built a mailing list of 113,000 people interested in the billiard business. Which one was worth more to
me? The list, wasnt it. Because then I can market back to people, over and over and over again.
See, one of the really nice things about eBay, think about this, when you want to build your list, you have to drive traffic
to your website, which means you have to pay if you want to do affiliate marketing, you have to build a big list.
Well, guess what, with eBay, we make money while were building our list. We had 317 people opt into our list from the
house we sold for $27,900. Thats a lot of people to opt in, isn't it? So, we made money and people gave us their
information so we can market back to them later. Well, talk more about that in a few minutes.
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Success is the result of good judgment. Good judgment is the result of experience. Experience is the result of bad
judgment. Is that true? Has anyone ever said to themselves, If I only knew then what I know now? How much more
money would you have? How much more successful would you be? How much more of anything would you have done if
you knew what the result was going to be in advance?
Does that make sense? Heres why I bring this up. Because of people selling on eBay, I believe, Ive made more mistakes
than anyone Ive ever met. But then again, Ive sold more than anyone Ive ever met.
And, so, what I want to share with you isn't the things we did right, its all the things we did WRONG. How many of you
by a show of hands have ever made a mistake? That cost you money? That if you just had someone looking over your
shoulder, holding your hand, walking you through the process, they would have been able to speed it up for you? Does
that make sense?
So, thats what were here for. We want to make sure we can teach you those things and well share some of them with
you in just a few moments.
Now, if youre not a member of eBay.com.au, you should register, do not register on the main eBay.com site, you have
to register on the Australian site, otherwise it appears as if you live in the U.S., all of your stuff comes in US dollars, your
shipping is all messed up, so you want to make sure.
Now, if youre not a member already, let me just show you what you need to do. You need to click the register button,
so everybody follow along for me. Right on the home page. See where it says, JOIN FREE. Right there. Click that link.
Have I lost anyone? If for some reason you miss that, theres another one that says, JOIN HERE, right there. Everybody
still with me? -- Yes.
And by the way, you can always click on the eBay logo and thatll help you as well. So, go on line, click sign up, itll take
you about three minutes to do it. Like I said, afterwards if you need any help doing that, come see us at our booth, well
help you with that.
Once youre a member, you can also go here, eBayrealestate.com and this has real estate from all over the world on it,
where you can look and see all kinds of amazing deals. Homes that are selling on eBay real estate - you guys know that
foreclosures are going up in America? -- Yeah.
Like gang busters, 2.4 million foreclosures in the next 18 months. People are getting desperate, theyre putting their
properities on eBay real estate and were ending up making a whole bunch of money doing it.
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Im going to go through this very quickly. Here are the different types of real estate people do on eBay. Vacant
properties, foreclosure properties, probate sales, rehab projects, lending, commercial residence. Theres all types of
different properties. I just bought my house on eBay, which Ill show you in just a minute.
This is some land. We got this one, theres an area right out in Texas near Huston. We got a whole plot of land. I want
you to think about this. A whole plot of land to build a house for $760. $760, because the people using eBay had no idea
how to use eBay. And so theres all kinds of deals. Now, I want to tell you a secret, but youve all got to promise not to tell
anyone when you leave the room.
You should probably write this down, this is important. If you can find people can you all promise can everyone just
say I promise? -- I promise.
Cos let me show you something, - want to see something cool? I can blank out the screen and go to the next slide and
you wont know. So you need to help me. Do you all promise-----? -- Yes.
No, no, no. Tell me like you mean it? -- I PROMISE.
Let me re-ask the question. If Johnny asked the question how would you respond, if he said, I promise. -- I PROMISE.
Thats better. Look, if you can find people who cant spell, youre going to get a good deal. You all got that? Write that
down. If you can find people who cant spell now, you're going to say, Come on thats silly.
Well, listen, this house was great for college students. And its on a really nice street and theres so many spelling
mistakes in here. Look, heres the thing. This house sold in 2000, for $70,000. We had it appraised with some software Im
going to share with you for $97,000. If we could get this house for $50,000 would it be a good deal. How about 40? 30?
Anybody want it for 20? We got it for 11. Howd we do? Not bad, right?
Now, we took this house and we put it back up on eBay using the things Im going to show you and the techniques and
we sold it for $19. Howd we do? How many of you would like to make an extra 8,000 a week, in about 90 minutes time
from your home in your pyjamas, without ever leaving the house.
Do I have anybodys interest yet? -- Yeah.
Were getting into the big numbers later, I promise. I know 8,000 is not enough for you. Its coming. The big numbers
are coming. Now, let me just tell you this. Heres how we take the properties, and by the way, we can do this with
anything we sell. Okay? It doesnt have to be real estate, it could be shoes, it could be apples, it doesnt make any
difference.
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Heres what we do. Theres this program you could buy has anybody heard that if you buy an ugly house and paint
the front of it, and put some trees in, you can resell it and make more money on it?
So, heres what we do. We get this program called Photoshop. And we take this house and we put some trees right
along the bottom. See, its kind of a mess. And then you can paint the house. Photoshops amazing with layers. And then
you put shutters right around the window you can make a beautiful house.
No, Im kidding. I dont want you guys to boo me out of the building. It was a joke. Nobody do that, okay? Because
heres the thing. If you get to the house and it doesnt look like this, youre in trouble. Right? Somebody said to me, Cant
I say this is what it could look like? No, you cant do that either, okay? No before and after. But in a little while, Ill show
you exactly what we do to turn this around and make a bunch of money.
This is my house. Normally, I cross out the address, but if you all want to come to L.A and visit me, no problem at all, I
dont think but youre welcome. Youre welcome to come visit me if you want.
[VISUAL PLAYED]
I got a call from my wife. She said, You know, Adam, we need a bigger house.
I said I was on the road travelling but I said, We have a big house. She said, I WANT A BIGGER HOUSE.
I said, You go to eBay and find one. Because I knew they had the real inexpensive homes, but we werent moving to
Buffalo, we werent moving to Ohio, we werent moving to South Carolina. She said to me, Okay. Fine.
She called me back 15 minutes later she says, Adam. I found the house. Its two blocks from where we live. Two blocks
from where we live.
I said, Fine. I went home. Now, I dont know how much you all know about real estate investing and different
strategies but the real estate agent said to me, Do you like the house?
I said, Im really not interested in the house.
She said, Please, make an offer, theyre desperate.
I said, Okay, Ill make you an offer. I dont want to give you any money down and I want it to be all owner financed. I
dont want it to be on any of my own credit because I already have a house.
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And the real estate agent said to me, Some of the most beautiful words I ever heard in my entire life. She said, I have
no idea what that means.
Now, at that point I knew I was getting the house. Because negotiating is everything when it comes to real estate. So, I
just said to her, let me just tell you what that means. its really simple. It means, I give you no money, you give me a house.
Its really easy.
We moved in, about seven months ago. Isn't that exciting? We found the house because of eBay. We took some real
estate strategies we discovered, and we bought a really big, really expensive house on the Internet as a result of the
things I am sharing with you and teaching you. Theres the inside of the house.
[VISUAL PLAYED]
So, three quarters of a million people have given up their full time jobs to sell on eBay. Heres my question for you? Why
not you? How many of you have a job? How many of you would like to NOT have a job?
One of our students, he makes about 25,000 a month on eBay, and I said to him Ill give you his user ID in just a
second. I said to him, how come you havent quit your job yet? He said, Because my jobs the one where I get all my
products to sell on eBay. He said, If I quit my job, I wont have anything to sell.
See, so, sometimes you gotta stay where youre at, but unless thats you, I say we quit the job. So, theres two things we
need. We need a proven system, we need a viable market place.
The viable market place, is eBay and the Internet. Would you all agree eBay and the Internet are not going anywhere? -Yeah.
Theyre just not. Heres what we put together in terms of a proven system. We have put together the only eBay training
of its kind in the entire world. Its three days with me.
Now, the last time I was I Australia was two years ago, and I was in Brisbane, Melbourne and Sydney. Our three day
training was in Sydney. The next one were doing is right here. Right in this town. Okay?Yes.
You all dont have to go anywhere. Most of you are from here. Its going to be a lot of fun. The room is about 20 percent
the size of this room. Its a small group, probably of 40 or 45 people. Well all have laptops. Were going to go on the
Internet and we hold your hand, step by step. We dont let you leave unless youre ready to make some money.
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Matter of a fact, at our last training that we just had, somebody bought a house on eBay during training and then we
started to get ready to put it back for sale in training, right while we were there.
So, its three days, with me and you. Is that all right? You guys dont mind if I come back and teach you do you? We have
a lot of fun. And let me just tell you this; if you have already decided that you dont like me and Im not funny; please do
NOT come to training because it only gets worse. And I dont wear a tie, and tomorrow Ill have on jeans and a shirt from
MySpace.
Heres the thing, we want to sit with you. We want to look over your shoulder, we want to work with you, we want to
hold your hand in the process.
The challenge, when we have a room like this, and a big group like this, is we just cant accept everyone into the
training program, because then we dont have enough space in the room. If you take a look over your shoulder, see that
man with the green shirt, his name is Gates Adams.
Gates is my partner in the business and he and I do the training together. I teach most of the training and he mostly sits
with people, looks over their shoulder and says; Go here, point here, click here, do this, do that.
And so, the two of us together, we make sure that by the end of the training youre up and running.
Now, in this room, let me just share with you how this is going to work. We have a limited number of spots in training
and Ill tell you what that is, the number is 26. And so, heres the way this works at some point in time, between now and
when were done, when you make the decision you want to participate and join us in training heres what Id like you to
do. Id like you to get up and go to the back table where the folks are in the back over there. Renee is there, Victoria is
there, and Gates is there. He can answer any questions that you have. He can go through some of the pricing with you.
As people are getting up and going to the back, what Im going to do is Im going to cross the numbers off on the
screen. When theyre gone, theyre gone. What we dont do, is we dont say, You know what, we had 26, we have 29
people so were just going to make 3 more spots, because we just cant do it that way. We only have certain does
everyone understand how that works?
So, Ill just keep track on the board right there when you want to make your decision, just please dont wait till the end
where you miss it, because otherwise, youre going to be in a bunch of trouble.
Okay? Heres what Id like you to do. Oh, let me just read this to you real quick.
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We just got this in the mail this is from Marvin Owen, we got it on August 6th, and it says, Hello Adam and Gates. Thank
you for everything you do, its because of your support and knowledge that in the course of a few months since my last
class see we do the trainings we do the trainings in the US we do them every two weeks. In Australia were going to
do them four times next year. I like it here. I mean I like from the cab to the hotel, I havent been out yet, except like down
on the street, its beautiful though, I got some amazing video from the cab, absolutely, Im going to bring it home and
show my whole family the skyline and the city. But were coming back four times next year.
So, heres the way this works. It says, Since my last class Ive gone from 13 feedbacks to 250 with a rating of 100 percent
and sales have gone from 1000 to 19000.
Is that okay? No? I only got one yeah. Everybody else was quiet? -- Yeah.
All right. Here we go. The responses I received from my buyers couldn't be better if I wrote them myself.
The whole purpose of the training, folks, like this, when you come to training, were going to teach you a bunch of stuff
when you come back and you come back, and you come back, would you all agree with me that the Internet is changing.
So, if you dont continue to learn new things on the Internet every few months, whats going to happen? Your gunna be
playing in an old game where theres new rules so you have to be up to date and you have to be up to speed. One, two,
three, four, five, six, seven. That leaves us with 19. I just want to keep track. And Gates, if you can just when we get down
to like 12 or 13, because its a little hard to see with the lights, if you could just let me know I would appreciate that.
Please write down for me, how much money youd like to make on the Internet every single month. Can you all write
that down for me? I wont ask you to call it out. This is just for you. Well come back to it later, how much money youd like
to make every single month.
Step number 1, when youre selling on eBay you have to establish credibility. Feedback is really important, buyers and
sellers give each other a score. We talk a lot about feedback in training.
Next thing you have to do, okay, how many of you already have PayPal? Okay. If you're not on PayPal, 135 million
people use PayPal, its safe, its secure, you want to make sure you're doing PayPal.
How about taking money or a postal order from a stranger on the Internet, is that kind of bizarre? Personal cheque. Who
thinks thats a bad idea? Heres my recommendation dont take a personal cheque if you're buying from someone in
America. Not because its not good, its because it takes too long to clear the bank. And heres the rule, you cant ship
until the cheque clears. Does that make sense? But once the cheque clears, you're okay.
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Now, this young lady, her name is Kasha.
[VISUAL PLAYED]
I met her in a seminar like this, we were in New York city, there were about 400 people in the room and she was sitting
in the chair, actually like this shes sitting in the back of the room like this her arms are crossed like this kind of
like that gentleman over there. She had a really mean look on her face. Hes smiling, its okay.
And I went over to her when we were done and people are enrolling into training, you can see whos over there now.
People are enrolling in training and I said to her, Listen, I hope I didn't offend you.
And she said, No, you didn't offend me but I know all this stuff.
How many of you know someone who knows everything? I said, What do you mean, you know all this stuff?
She said, I make $5,000 a month on eBay and all you did was teach me basic stuff.
I said, Well, most of the people in the room were basic, but, I said, This was an intro class. But if you're at 5,000, heres
what Id like to do. I would like to teach you just one thing. If you can learn one thing youll make more money.
What temperature does water boil at? 100, right?
Does it boil at 99? -- No.
What does water give off when it boils? -- Steam.
It takes steam to move a locomotive. I got to teach you just one thing.
You know what she said to me? Im not coming to your training.
I said, Heres the deal. You come to my training and at the end of the first day, if you dont LOVE everything I shared
with you, if you dont learn anything, if its a complete waste of your time, I will give you all of your money back and you
can keep all the software and all the material. Is that fair?
You know what she said to me? Im not coming to your training.
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I said to her, Listen, I really want you to come to my training. You're making a lot of money already. I really want to help
you out. I said, Im going to work with you for a year. You just commit 12 months to me. All I want to teach you is one
thing if I can make you more money that sounds pretty fair, right?
By the way, I forgot to mention this, theres some people as you're going to the back of the room and theyre keeping
track back there, you need to fill out the form back there, because if you bring the form back here it doesnt guarantee
youll get the anyway, you guys know how that works.
Anyway, so heres what happened. I said, to her, If you work with me for a year Ill give you your money back. Does that
kind of take all the risk out of it?
How many of you think that if I worked with you for a year you might make a little bit of money. Just a little bit. Not a
lot, just a little bit. Okay? She went from I think we increased her income, right? She went from $5,000 a month, to
$40,000 a month. Hows that? How many of you could use an extra 40,000 a month. Some people still arent putting their
hands up. Thats okay. The big moneys coming were just on the little money still. Just on the little money.
Theres a television show in New York, The Big Idea, by Johnny Deutsch, do you get that out here? The Big Idea? And it
was a big famous television show, the guy interviews me. Anyway, Kasha was there and she said, Id like to give you a
little video testimonial. She talks about two things.
Number 1, she says when people are successful they need to take an action. She doesnt say take action, she says,
You need to take an action and what she means by that is if you do nothing what are you going to get? -- Nothing.
Nothing. She says you need to take an action. The other thing is and you gotta come back at the booth and listen o
this, she went from November where she was at 40,000 a month, to April when she filmed this, shes at 67,000 a month
now. How many of you would like a 27,000 a month raise in six months? That would be okay? Right? You still arent
putting your hands up. Im gunna get you all at some point.
Now were going to get some really big numbers here soon. How important are photos? -- Very.
I need help. Sir, you look like you know the answer to my question. You were looking the other way, real fast. Heres my
question. A picture is worth-----?A thousand words.
-----a thousand words. You answered that, you didnt even say it, I heard from back over there. Everybody should have
been on this show Ive been telling you about. Right. Watch this.
Listen. Everything I show you sells.
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[VISUAL PLAYED]
I dont make any of this stuff up, and its all real. And it all sells. I was in Dallas Texas. Somebody yells out, Is that you?
The answer to that question is no. For those of you who are in the back of the room who are having a little trouble
seeing, let me just help you. I gotta fix this right here, so I can really highlight this nicely.
Can I give you theres a naked person in the teapot for those of you not able to see. Can I give you some tips on photos?
Number 1.
Get dressed.
Number 2.
Use a flash.
Number 3.
Use really small file sizes.
Just by a show of hands, how many of you can see that photos are sort of important when you're putting up your items.
Photos are really the key to your success.
So heres what we sell, heres how we start out.
Number 1. We sell everything we own in our house.

Number 2 See because your world around you is going to change forever. You will go home tonight, and you will walk
around your house and you will think of me. And you will say, Mmm, I can sell that on eBay. But thats only phase 1,
phase 2 is when you go into your neighbours house and then it gets kind of fun.
So, were going to sell everybody elses stuff and then finally we move into the big ticket items. Now, let me share with
you, some of the things that are really selling on eBay. These are 1 billion dollar a year categories. Are you ready? So here
are the six categories. No particular order. Electronics, collectables, sporting goods clothing and jewellery.
Do I need to repeat it? Electronics, collectables, jewellery, sporting goods and clothing. Thats five. The number 1
category on eBay is eBay motors. eBay sells more cars by 9 a.m. Theyre the largest car dealership in the world.
This is how many are left. How many are left? One of the characteristics, by the way, no matter what you study, no
matter what line of business you're in, is successful people take action. Theres a great book, by Malcolm Gladwell, called
The Blink and in this book he says most successful people 94 percent of the time are right. And six percent of the time are
wrong. He said the difference between successful and unsuccessful people is successful people dont hesitate; they just
take action when they see something that potentially could be good for them.
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Unsuccessful people hesitate and wait and think and talk themselves out of an opportunity. Maybe you know someone
who is like that? Any of you know somebody whos broke? Anybody who knows somebody whos smart? You should all
put your hands up because you should all be smart. Anybody know any smart broke people? Okay?
So, its not just about knowing, its about taking action. Anyway, some of you have these things at home. On eBay a
Corvette sells every 3 hours. A digital camera every minute. A forklift every four hours. A musical instrument every 30
seconds. An article of clothing every 3 seconds. Two million items are added every day, the most expensive items a $5
million jet.
Now, let me tell you for me, one of the very first things that I sold when I started selling things other than pool tables. I
sold my old sneakers. Four years old. Now, they werent used, they were pre-owned, so it was okay. I took my four year
old sneakers, I put them on eBay, and they sold for $21. And I thought, Thats kind of bizarre.
Anybody at home have anything old, or used or broken, just out of curiosity? -- Yeah.
Okay. So, I put a radar detector on eBay and it said broken, do not buy and it sold for $17. One of my students drives a
big Hummer and for his birthday he got a bottle of Hummer cologne. It cost $29 for a Hummer cologne, new in the
bottle.
Now, if you were going to get some cologne, use up the whole bottle and do something with the empty bottle what
might that be? -- Sell it on eBay.
Sell it where? -- Sell it on eBay.
On eBay. Thats kind of weird isn't it? He sold it for $32, empty. Its $29 new, you could buy it new and empty it. He
bought it he sold it used, empty for $32.
So, my wife sells things in lots, little groups of 6. She sold 6 half used lipsticks on eBay. I need to ask you; would you buy
half used lipsticks $53. You dont think thats weird. See, I want you to find something at home that no-one is going to
buy and I want you to put that thing up on eBay and watch what happens. By the way, dont call this stuff what do you
call that stuff at home? Junk. Dont call it junk call them treasures. Treasures are worth much more than junk. This little
cartoon came out it says Maybe Ill quit this job and sell things on eBay. What things? Items.
People like items, good plan. People like items, good plan. See when theyre things no-one wants them. But when
theyre items, everybody wants them. You have to make them special. This is one of my favourite quotes of all time.
Everything you own, bad, new, used, perfect, or broken has cash value. You all know who said that? Me. All right. We
gotta get serious here for a second. This is an auction for a cane.
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Now, I gotta tell you this story, because its kind of sad, this woman lives with her dad and lives with her son and the dad
died and the son said, I miss Grandpa. And the mom said, Thats okay, Grandpas ghost is in his cane. That makes it a
ghosts cane. You follow me? She put it on eBay for $5 with free shipping; its a cane with a ghost in it. How much do you
think it sold for? I mean, this is a cane with a ghost in it. Take a guess. A $100, he says? -- I was going to say 20.
Twenty dollars, no, has to be more than 100. How much do you think it sold for? -- $2,000 for a cane with a ghost in it.
Deal. You guys have that show here Deal or No Deal, I got nothing better to do with my time. It sold for $65,100. I
came home from work that day everything in my house was haunted. I mean, come on, how many of you think you can
go home and find something haunted in your house. Share with me some haunted stuff right now. Okay. $65,100.
[VISUAL PLAYED]
This next one, this is a man in a dress. Now, by the way, for those of you that are curious, that me either. Okay? He got
dressed his wife left him, she took everything. He got dressed up in the dress, got marriage proposals, sold it for $3,850.
Thats him in the dress
[VISUAL PLAYED]
Okay. This is a baked potato. Starting bid one penny. Sold $16.50. No big deal. Look at what it said. Give your
sweetheart the most tender baked potato of all for your romantic Valentines Day dinner. Thats sweet isn't it? If I gave
my wife a heart shaped baked potato for Valentines Day, that would be me. Some of these things dont make any sense.
[VISUAL PLAYED]
This is a hotdog. Now, I know the answer to this question but Im going to ask you anyway. You all have hotdogs here,
all right? Everybody know what a hotdog is? -- Yeah.
Now, there was this new baseball stadium that opened in Saint Louise that opened here about a year and a-half ago.
This was the very first hotdog sold at that stadium. It got 56 bids. It sold for $270. Folks, this is a hotdog. Dont you ever
dare tell me you dont have anything to sell. This is a hotdog.
We all have stuff to sell. We start out, on eBay selling all the stuff we have in our house. Why do we do that? Because we
just gotta get experience. Listen, I dont want you to sell something, mess up on, and it be a big house. I dont want you
to mess up on a car. I want you to mess up on the little stuff.
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We start with the stuff around the house. Then we teach you, step by step, how to find product and we give you
product information product to sell on eBay. Garage sales, thrift stores, big ticket items, cars, jewellery, real estate,
information products, and drop shipping.
See, you got to have all the different tools in your arsenal. See one of the big things I love about information products,
no shipping. See, theres this common theme. People buy on eBay worldwide and if you dont have to ship anything to
them, no duties, no customs, no postal, no shipping, wouldn't that be nice. Just the money ch-ching, into your bank
account and you're happy, right ? So, we teach you how to do all these things. We teach you how to create all these
things, how to put all these things in place.
One of the most important things when you're selling information products, because youre all focused on making
money on the Internet, is the instant digital delivery of your product. Its one of the beautiful things.
On eBay, there is no way to digitally deliver your products when theyre paid for with PayPal. Theres no way, unless
somebody help me to finish? -- Unless you know how.
You have to know how and we teach you how to do these things that no-one else is teaching you how to do. So I want
you to ask yourself what the value of your time is and what your time is worth.
Heres a little personal story from me. I started selling all these pool tables on eBay Im selling hundreds of them a week,
and yeah, yeah, Im making all this money, but heres the problem; if youre working 70 or 80 hours a week and you're
making a lot of money but you have no time to do anything you want to do, does all the money matter? No, not at all.
So, I said, with all the technology, I want to find some people who are good software developers and Im gunna give
them my ideas. I want to let them create product for me thats gunna help me save a bunch of time.
The first one I want to tell you about is this little thing called Deal Closer. Now, Deal Closer is a US only product. What
it does, is it helps real estate investors find foreclosures and pre-foreclosures and helps you get and helps you get comps
and write the offer, and it does all of this for you in a matter of moments.
Now, in the US, we sell it for $2,000, we sell it in our training. For all of you, were just going to give it for free, no charge
because some of you are going to do real estate and some of you are not. We dont want you to have to pay for
something you're not going to use. Does that make sense? But if you're interested in doing real estate, Ill show you an
example here in a few minutes, this is a really powerful tool to save you a lot of money and a lot of time and a lot of effort
because, if you're never going to go to Greenville South Carolina, but you want to buy and sell real estate on eBay. How
are you going to know what that properties worth unless you go there. But if you have the tools, and you have the
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systems in place to find it does that make sense? It automates the whole process for you, so Ill show you that in a few
minutes.
Let me give you some eBay basics.
Number 1. When you're writing your titles on eBay for your items, you only get 55 characters.
Now, how important, by a show of hands, how many of you think grammar is really important? Okay. Grammar is
completely irrelevant. We dont have enough room in training for all of you. Totally irrelevant. You type in mens watch,
or watch mens you get the same results.
How bout spelling? Important? Remember what I told you earlier, right? If you find people who cant spell your going
to get a good deal. We're going to take a quiz now.
Can you all write a word down for me? Were going to take a quiz. The word is billiard. Its like a pool table, but its
billiard. Everybody write that down and were going to take a test.
David said to me earlier, he said, This is a really, really quiz. Were going to take a spelling test, and I want to see how
you all do. Billiard. Its kind of like a pool table, but billiard. You got it? Thats pretty close. Im going to put it on the board.
Heres what Id like you to do. When I put it on here, if you get it right, will you all yell out, I got it, as loud as you can.
Okay. Just put your hands up, first letter is a B who is still in? Its good, its good. Its good, David, were on a roll. Okay.
Im gunna spell out for you, if you got it right, I want you to yell out, I got it. All right? You ready? Okay. B-I-L-L-A-R-D.
Who got it? -- Got it!
No, you didnt. I know, but thats wrong. Its wrong. No, thats billard. I was in Atlanta Georgia, somebody said to me,
well, thats the southern way to spell that. Billard. Billard.
I said, No, uh uh. Thats billard, thats billiard. Yeah, a lot of you got that one right. Let me tell you what the point is. I
started getting all these calls from people. They said, Adam, I dont know whats going on here, but were sending
emails, you're not getting back to us. And I said, Well, you're spelling the word wrong and the email address doesnt
exist and you're mad at me. There are so many people who spell that word wrong, maybe I should put my eBay title to
say 8 foot pool billard billiard table in the title.
Let me tell you what happened. My sales went up 14 percent. Now, I discovered this. This is really serious. I discovered
this when I was at $600,000 a month in sales. Thats an $800,000 a month increase. How much would I have paid to come
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to training, with me, to learn that one thing from the beginning. How much did that mistake cost me? See you dont want
to wait six months or a year you dont want to make the mistakes. You want to get it right from the beginning.
So, I said, this is okay, this is fine. I know if I can find things that people spell wrong and we can get a good deal, no
problem at all, right? But heres the challenge. I dont want to sit in front of a computer all day looking for them, do you.
Not at all, so check this out. Let me just go on line and show you this, real quick. Ill do a live example for you. Let me just
go here and see if I can do a live example. Well see if Im on the Internet earlier and Im back on the Internet now. Okay,
good.
So, it works in Australia. See is that you? Then Canada, then UK, then US. I just want to type in the word diamond, see,
you type in the correct spelling, and watch this; you click search eBay. Now, somebody count out loud. Now. One, two,
three, four, five. Done. Thats it. Every item listed on eBay with the word diamond spelled wrong, came up, instantly.
See the first one is, Damond. D-A-M-O-N-D. then we have Dimond, then we have Dyamond then we have Iamond.
Then we have Diaomond.
See the software finds it all. My whole goal for you is to be automated. I dont want you to have to could you figure
this out on your own? It would you maybe would be able to but it would just take you hours and hours and why would
you want to do that? So thats really the purpose of what were doing here.
Now, let me show you another one. This one is a laptop. I typed in the word laptop in the computer. And I did this one
myself. See I use Misspell Generator to find things that people cant spell. You know why? You know what happens? No
one bids. Theres a famous singer called Neil Diamond, some of you heard of Neil Diamond? Anyway, I got four tickets
for $3.99 to see him live, and the auction was for Neil Dimond tickets. See, no one BID, because no one could find them. I
used Misspell Generator, and the thing came up. I wasn't even looking for it.
And so I bought a laptop computer, it was a $1,000 laptop, I paid $79 for it. Ill show you what it was for in a second. See,
theres labtops on eBay, and theres labtobs, on eBay, and theres labotobs on eBay, and theres laptaps. Now, the
next one I bought, someone had too much to drink, this was for a laaaaaaaaaptop. But heres the thing, I got it for $79. It
was worth 1,000. You know what I did to it? I painted it, I put in some trees, figuratively, not literally. Okay. I sold it for
$350. howd we do?
See, it dont have to be a house. House is nice, because its big ticket, this is small ticket but it still works exactly the
same way.
Now, let me just show you again, another example of how eBay works. This is for a house on eBay, look at what the title
says. New York single family. Can I give you a tip? If you're gunna sell a house on eBay, there might be some value to
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adding the word HOUSE to the title. Its a minor thing, but you should just think about that. Okay. As bad as this listing
is, and this was a real bad listing, it got almost 2,000 people to it.
Now, remember what I said earlier. If we could get those people to give us their name and their email, with their
permission, to market back to them, wouldn't that be worth it, even if we didn't sell anything? Lets build our list on any
subject. Look at this one, with all the hurricanes there are a lot of hurricanes in Florida. In the US, cheap Florida home,
on land. I know what people are thinking. Some things dont make sense to me, but this one is better. This one is better;
this one got almost 12,000 people to the listing.
Now, I need to ask someone a trick question, and Ill ask you all as a collective group. If we sold one house, to one
person and had one buyer, how many sales have we made? One. What about the other 11,999? What if we could get a
few thousand of those names, so that when we have other properties to sell, or other things - or other shoes to sell, or
other sunglasses to sell, or other e-Books, or other digital products or other ANYTHING anything we want to sell as an
affiliate marketing tool, weve got them.
We have people on our database and weve used eBay to build that. You guys starting to understand? These are things
eBay doesnt teach you. I know because weve done it and our students are doing it all over the world. Heres some I
told you about the guy whos working part-time but hes working full-time somewhere else. His name is John Ducane.
Hes only making 25,000 a month; for most of you thats not enough money. So Im just going to skip it. But his eBay user
ID is Dragon Door 1 PA 9, you can take a look at some of his listings too.
Now this is the fun stuff, we havent even gotten to the fun good stuff yet. Are you guys ready for the good stuff? Im
gunna share with you something that
no-one on the planet has ever seen, but me and Gates, because it just went live yesterday. It is incredible.
Look, I dont want to build it up to much but its the best thing Ive ever seen, my entire life, on eBay. Ever. In the history
of eBay. Its unbelievable. Are you guys ready? I mean, because I don't know if you can really stand it. I mean Im really
fired up about it but were using it. Com'mon, if you're ready, just say, Im ready? -- Im ready.
This is what most eBay listings look like. Now, let me show you and prove to you what Im talking about. We went to
eBay and typed in the word HOUSE. This is eBay.com.au. I typed in the word HOUSE - theres only 13 houses on eBay
in Australia listed. Its not real big. Theres 13 of them. Theres a lot of pet supplies with the word house in the title, but for
real estate, theres only 13 of them.
Now, I scrolled down here, and you see this first one, house for sale, small family home for sale and removal off
property. Someone will explain to me what that means, but thats what it says, Pick up only. I understand that.
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Now, I came down here to where it said, 4 bedroom house, Berwick Victoria. Does anybody know where that is? Okay.
Watch what happens. I clicked on the listing and this is what it looked like. Thats it.
Now, how close is this to this You guys see what Im talking about? Thats how most eBay listings look. So, I said, Im
reading this book called Blink, Malcolm Gladwell says, the attention span of people is going down. Most people, if they
dont see something they like in 7 seconds, theyre gone. Seven seconds. Lets make our eBay listings look like this. Same
pictures, same words, same everything. The one on the right, outsells the one on the left every single time. Every time.
But heres the challenge. This cost me $300 to design. I had to find someone who knew HTML because you have to write
it a certain way to put in eBay, you cant just write it any old way.
And so I said, all right. Thats fine. Ill spend the $300 all day long, its not a big expense. Heres the problem. What if I
want to sell shoes. What if I want to sell sunglasses. What if I want to sell DVDs, or houses. I cant use this template, can I? I
gotta pay $300 to that designer, every time I want to sell something new. We have to automate this process. We need
software. So, I went out, and I built 250 templates. I paid a guy a lot of money to build 250 predesigned templates on
every subject, because I just want to put them in and sell them, I dont want to have to figure them all out.
And so, every time I do something like this, the students say, Okay. What are you doing? Let me see it. And they all
want to use our stuff.
[VISUAL PLAYED]
Let me show you, this is one of the houses we did. This is the before but before I show you the after, I want to show
you this. In July of 2006, which is last summer, we got an award from eBay for our latest software product on template
software. Look what they gave us. They gave us the award for the most innovative software in the history of eBay for eBay
sellers. It is only available exclusively to our students. How bout that. Thats exciting. Right?
Things that stand out in the crowd make all the difference in the world. Now, while this software was great, and it is
great, for the last four years, a little bit longer than our membership website, Ive been working in my head on this
software tool, that I wanted to have and it was released yesterday. Yesterday. It is better than this.
Its the best thing Ive ever seen for someone on eBay, and Ive sold a lot of stuff on eBay.. Ive seen a lot of tools. This
tool works for eBay, it words for every eBay around the world, it works for if you have an about me page, it works if
you have an eBay store, an eBay shop, it works for all of it. And it takes your listings from THIS to absolutely spectacular
and incredible and it does it really fast. And Im going to show you how we do it in a second.
You need to learn 3 things, three keys to success. Three letters. Because if you do this software is so simple I want to
find someone in this room whos not so good on computers. I need a volunteer. You're, not so good? Come on up.
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Three letters. Write them down for me. A. C. and V.
First letter A stands for I thought that you were going to say Adam. That would have been good. A can you repeat
after me? -- A
C"? -- C.
V? -- V.
It works on a Mac, it works on a PC it works on any computer from anywhere, on any eBay selling anything. How bout
that. Is that a bold statement? Heres what the letters really stand for. Control A, got it? -- Yep.
Control C? -- Hmm mmm.
Got it? Control V. Got it? -- Yes.
And youre my volunteer, right? -- Yes.
Okay. Lets go on line somebodys laughing at me over there. Let me show you how this works because this is so
important. Let me tell you what we do. We did what I call an extreme listing makeover. We took this house and we log
on line and we log onto a site called auction makeover. You log in, and you create its all in the backend membership
site. We just uploaded it up there. Okay? And heres the way it works. You type in your title, you type in your subtitle,
okay. And you just simply type in what you want to sell. You can do that right? You just type it.
So, we type in the description, we type in the general info, we type in the general terms and conditions, we type in the
about us. And then we just upload our pictures. We hit browse and upload our pictures, thats a pretty straightforward
thing to do. Now, all I did, just so you guys know, I took this description, and I pasted it, here. I just broke it out into
paragraphs. Have I lost anyone yet? Paragraphs. Right.
You're all with me so far, right? Now, I took these pictures right here, you guys see these pictures right here? I took these
pictures and I saved them to my desk top and I just uploaded them, here.
Thats it. The same pictures. Have I ever been to that house? What do you guys think. Ive never been to the house.
Dont even know where it is. Okay? Now, watch this. Right here. These are all some different templates, that are in here,
theres real estate 1, real estate 2, we can change the templates on the fly, no matter what were selling and we can save
everything, so we dont have to do all the work.
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Anyway, heres what happens. We put this information here, and we click this link right here, that says, get the code.
You with me? Can you click this right here? That one. Get the code. Now, you remember the letters? A, C and V watch
this. Hold the control down and press the A. Okay? Hold the control down and press the C. Okay. Now dont do anything.
We got to go to eBay now. Okay. Take your hand off the control. Okay? So, heres what we do. We go to eBay.com.au.
we're gunna click on the word sell. And well demo this later, if you want to sit with us at our booth, well show you how
it works.
Well put the category number in, this is just the category for pool tables, but it doesnt really matter for example
purposes. Let me close this here, let me select the category, were gunna select sporting goods. It doesnt make any
difference. Were gunna click save and continue. eBay gives you the offer to list in a second category. Always say no.
because they dont tell you that they charge you double for doing that. So, you say, no thank you eBay. you click
continue. And we're gunna come back over here, and when we log in, and its gunna ask us to write the description, right
there. See that box? Normally youd have to type a whole bunch of stuff in there, I want you to click the control and hit
the V. Good. Whoa? -- Is that it?
Thats it. Can I show you what you did. Are you ready? Watch this. We're going to click the preview. There it is. See it?
Not really right? There it is. Thats the same house we just had. Look at how it looks? -- Wow.
That pretty? -- Mmm.
Now, watch this. But dont tell anyone because I dont want them to know. Okay. Okay. Watch. Go back over here. If you
want to see the big version this is what it looks like. Okay. Now, these are the same pictures folks. The exact same
pictures. Doesnt that look better? -- Mmm.
There was this or that. There was THAT or that. How about that. Hold on. See what it says here, for more great deals
like this one, enter your information below; youll be placed on a priority mailing list.
Hang on. Theres one more thing. eBay by the way do not do NOT try this on your own. If you do it wrong, eBay will
suspend you and shut you down for life. You must know how to do this right. The last thing is, eBay just announced that
youre allowed to put video on your eBay listings using YouTube, so I just put a fun little eBay commercial on my listing.
It could be anything you want. We got this really cool camcorder, it records on a little memory stick, you put the
memory stick in the computer and it says export to YouTube. You have to know how to click two buttons to do it. And
then you put on your video so if you're selling anything how cool would it be to take a real live video of it and then
put it right up on eBay.
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So, do you think that is a better oh, I didn't show you the best part. Can I show you the best part? You really want to
see the best part? -- Yes.
Give me one more yes? -- Yes!
Watch this. You see these little pictures on the right? Look what happens when I put my remember I said the pictures
have got to load fast these are really high resolution pictures. Im just going to put my mouse over this. Look what
happens, it changes automatically. I dont even have to click on it. How cool is that.
Im going to show you one more thing. lets say you dont like that template. You come up here and say Im gunna
choose a different real estate template, like this. You click save, because it says you have to click save and then you
come down to the bottom, now Im going to click preview again. Watch this. Now, its in a totally different template.
Takes a little while to load because were on a hotel Internet connection but take a look at that.
Totally different template, totally different outline but same information. So, you can change templates on the fly, no
matter what you're selling. You can put anything in there.
Does that make sense? You guys understanding the value in this? You did a spectacular job. Give her a hand. Can I
shake your hand? Thank you so much, that was great. Youve been wonderful. Do you think you can do that? The control
A sequence? -- Yeah.
You could? -- I think so.
Because you were like feeling like you werent so good on there, right? Yeah. Yeah.
Its pretty simple to do? -- Yeah.
Excellent. Thanks very much. Folks this software is only available in our members site. Its not for sale on the Internet,
you cant buy it anywhere, you cant get it anywhere, its only available in our members site.
Gates, if you could just let me know how many of those are left, because I know there are only a handful of them that
are left. Is this really cool, or what? Watch this, Ill show you one more we did.
This one was hot. So, we got it, yes? This is some of the features, unique template designs. Its optimised for
eBay.com.au. Heres the thing. We just launched it yesterday. Its only got 10 templates. Every week for the next 50 weeks
were going to be adding two to three templates a week, so therell be hundreds of templates in there.
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Were always looking for ways to make the templates better. It can be used on all eBay sites. Free picture hosting by
the way eBay charges anybody know how much they charge you for a picture, the first one is free how much is the
next one after that? -- 25 cents.
25 cents. So, if you put 7 pictures in 7 pictures $1.75, here its free. Thats not so bad. Gates says we have 7 left. 7 left. I
will tell you this. This will make you more money. Just this software alone will make you more money. There is no
question about that.
Now, watch this. Works on a Mac or a PC, so simple, anyone can do it. Can also be used with eBay stores. Let me show
you a couple of other things. This is the before. Remember this I showed you? This is one of the very first houses we did.
This was a $1.5 million house that did not sell. Want to see what we turned it into? This one is really cool, check this out.
Hows that? -- Wow.
Same house. Same pictures. Same words. Just looks different. Doesnt that look more expensive. That one sold in 17
days. See, what we do is find things, we buy them, we put them into this software, we change it around we paint the
house, we put the trees in not really we just make it look like this
We put our mouse over the picture and it goes here. You guys following me on this, right? Later, if you want, come out
to the back and Ill demo it for you live. Ill show you the real estate software, live too. You just have to hope that you have
one of the programs that you got while they were still available. And come out and well give you a test run and well
show you how it works.
Well show you how to get in the members site and whats in there. How to download the book the 318 page eBook
on selling on eBay.com.au. So, heres the million dollar idea. This is our million dollar idea. You know what out of
respect and I almost forgot the most important part out of our entire presentation, I should have told you at the
beginning, but I didnt. When I learned this, nothing else mattered. This is the most important thing you can learn this
entire weekend. And it has nothing to do with the Internet. Are you ready?
This is big. Moms are always right. Even when theyre wrong, theyre right. And when I figure that out, your whole life
changes.
Heres a million dollar idea. Use eBay listings to build your database on any subject, on any topic, on any market.
Doesnt matter what it is. Use eBay to build your list. Heres what I can tell you, youve heard some great speakers already.
You're going to hear some incredible speakers over the next couple of days incredible. I know most of them, and their
topics are fabulous, and they all have the ability to make you money.
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The things Davids going to share with you tomorrow, are brilliant. I love working with him, this stuff is great. Heres the
thing that I want you to understand about this. Is that every one of those things works with the things I am teaching you.
They all work with eBay. All of them. You dont want to have just one way to make money. You need to have lots of
different things to make money. But they all revolve around the things that people do when it comes to eBay.
This is one of our students; he makes $80, 000 a month selling land on the Internet. Now, what he does, he used eBay to
build his list, so whenever he gets new things to sell new land he just sends an email out to his list, he sells 50 percent
of his land before it goes for sale on the Internet. The rest he puts up for sale.
How many of you could use an extra 80,000 a month. Are we getting better, by the way? Thats up there, right? You
know, heres one of the things I didnt tell you, right. If you sell one piece of property for $5,000 a week, thats a quarter of
a million dollars a year. Thats not bad money for an hour or two a week for just on the side extra money, right? And its
not your fulltime income but its kind of a little nice extra on the side.
This is just what I was referencing earlier. This is why theres such a powerful insurgence of real estate on eBay because
2.4 million foreclosures are coming. People are desperate. They dont know what to do with them. Theyre putting them
on eBay and they have no idea how to use eBay and they know nothing about real estate. And so it leaves a real wide
open market for us.
So, let me just show you about that deal closure earlier? Let me show you how this works. This is a house in Cincinnati
Ohio. And we were looking for some property to buy. We found this property, but we didnt know that much about it, but
it met our criteria. The pictures theres a lot of pictures because I need a lot of pictures, right. I got them built and put
them back in the software.
I also need an ugly listing. Now, if youve been on the Internet for a few years, this is like, what the Internet used to be
about 5 years ago. The only thing thats missing is the mouse trail with the dots behind it. Remember a few years ago, the
dots would all find the mouse trail, it was missing some of that, but its a pretty ugly listing.
So, we took this house and we said, all right. Its in Cincinnati, its 3,000 miles from where I live, how do I know if its a
good deal? I go in the Deal Closer and I type in the address and it gives me all the comps in the area, instantaneously. We
found this in the middle of the night. I couldn't call anyone, I couldn't email anyone, the software gives me the date.
Heres what it says. It says the low value is $28,000 and the high value is $38,000.
Now, I have something to work with. If I get this house for $10,000 would it be a good deal, do you think? -- Yeah.
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So, heres my goal. My goal is to get it for 10, and sell for 12. Thats it. Get it for 10 and sell it for 12. How much do I make
if I get it for 10 and sell it for 12? -- 2,000.
It takes me about an hour, Im doing that once a week, thats 100,000 a year, am I okay part time? Just not bad, right?
Part time. How many of you could use 100,000 a year just part time, one or two hours a week. Good, so, were all on the
same page.
Now, sometimes, and I think Johnny will attest to this. Sometimes in life, we fail. And sometimes its okay to fail, because
heres what happens; and would you all agree that sometimes we fail? Yeah. Sometimes we fail. Well, in this case we
failed. Because we didn't get the house for 10,000, we messed up. We only got it for 4500.
Howd we do? -- Good.
Not bad. Right. Did we do okay? -- Yeah.
I mean we failed though? Now, we didnt sell it for 12 either. We only sold it for 10. How did I do? -- Very good.
Anybody want to fail with me? Really fast? -- Yeah.
See the thing is, we made about 5,000 on this property and routinely, Ill get the question of, well, why are we buying
such low end properties when we could be buying high end properties?
Heres why. If you bought I want you to think about this. If you bought a property for $4,500. How bad could you
screw it up. I mean whats the worst you could lose? $4500. And no ones going to buy it for a dollar. You're gunna sell it
for at least several thousands. So, you cant lose very much, even if you lose in the first place.
But if you take the things were doing and you work on the title see this one didn't even have the word house in the
title. You rework the title, you rework the listing, you take this comp right here, and you take a screen shot and you put it
in the listing. So now when someones bidding on it, and they see that its worth $28 to $38 are they willing to pay 7 or
8? Absolutely.
You got to have the right tools to be able to do these things. And thats why we put the entire system together in one
place.
Let me tell you what we expect. First of all Johnny wanted to share with you a story about eBay and what happened
but I dont know where he went so I want you to just ask him about that story. Something about one of his people sold
something for him. Anyway, if anyone finds Johnny outside you can have him come in.
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Let me tell you what we expect. We expect our students to increase their income 50 percent on eBay in the next 12
months. Whos making nothing on eBay right now? Okay. I want to increase your eBay income 50 percent in the next 12
months. Is that okay? Its still nothing, isn't it? Even in AU dollars,50 percent of noting is still nothing, even with the
conversion.
Actually I asked you earlier to write down your own number? How much money youd like to make on the Internet
every month. Thats the number I want to increase 50 percent. Not my number, your number. Would that be okay?
Because its not about me. It doesnt matter how much I make, it matters how much you make.
Now, lets talk about how you make money on the Internet.
Number 1: You need to think differently.

Number 2: You need to be prepared to change.
Number 3: You need to learn new skills.
Number 4: You need to take quick and decisive action.
Have any of you ever felt like you missed an opportunity that if you had only taken that opportunity life would be
different? -- Yes.
Okay. This is that opportunity right now. Theres a moment of truth. You're either gunna go this way or this way. We
want you to join us and come this way with us.
You guys have been spectacular.
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MoneyMasters
FEATURING
ADAM
GINSBERG
MySpace Marketing Strategies
Adam Ginsberg
ADAM GINSBERG: Hows everyone? -- Good.
MEET ADAM GINSBERG

G
Adam Ginsberg is the "entreepreneur's
No really, come on. Hows everyone? -- Great! Excellent.
entrepreneur" having extenssive business

and training experience acrross many
In case youre wondering its about a quarter to eight.
industries.
Dinner was fabulous. Could go to a movvie soon. Yeah were

having a good time.
One of eBay's most successfful small business owners, Adam

is not just a "technology ma
arketing wizard" but also an
exceptional speaker and tra
ainer. He presents practical step-
So who has - Im just going to come down

d
here, I cant see
by-step formulas which are easy to follow and implement
you all - whos heard of MySpace, just so I can see, who has a
and his casual yet informatiive style draws significantly from
MySpace profile in the room, with more

e than 5,000 friends? --
his own inspirational successs story.
Come on.
In 2001 Adam began selling
g on eBay. In less than one year
Oh come-on? -- Its so hard to do.
he became the US Number 1 seller in the Sports Category

and was named the Numbeer 1 new seller on eBay in 2002.
Okay. So hard to do Really? Okay Ive

e got a question for
you, David just talked about having a website,
w
right? So, heres
Adams commitment to succcess on eBay is demonstrated by

his outstanding, 98%+ feed
dback satisfaction score and his
a great book you should read its called

d, Blink, I talked about
Titanium Power Seller Statu

us, eBays highest level.
it yesterday, its called, Blink, by Malco

olm Gladwell, its a New
York Times bestselling book. For almostt two years - and in this book he talks about the fact that, as we get older and
society moves faster our attention span
n is literally about seven seconds. When people see something youve got seven
seconds to make a decision and thats it.
So, we have to capture peoples atten

ntion very quickly. When you go to look for information on the Internet where do
we go? Information? -- Google.
e we live, because Googles all

We go to Google, we type in Google.ccom, up comes Google.com.au, depending on where
over the world, right? If you were able to
t get your website number one on Google, heck, top ten on Google, how
powerful would that be? How much would that be worth to your business? -- Plenty.
m
we talked
Plenty right? Think about what David just talked about, having a product, a website with membership
yesterday about using eBay to drive traaffic and build our list, but what if we could do it orgaanically for free, on eBay and
on MySpace together? How powerful would
w
that be? Don t we need an overall promotionaal strategy to get traffic to our
website, right?
So, heres my question for you; if you caan get in the top ten on Google, thats good, how about the top five? -- Better.
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Adam Ginsberg
How about top three? -- Thats where we want to be.
Thats where you want to be? -- Yeah.
So, heres what I got, some news for you. This is important for you to understand, if you put a website up today, theres
about a hundred million websites, the chances of you being number one on Google impossible. Impossible.
Traffic yes, number one - I want you to write down the word IMPOSSIBLE, just write down the word IMPOSSIBLE? -Nothings impossible.
Oh, its impossible. Impossible. However, youre right, nothing is impossible. However, Id like you here under the word
impossible, Id like you to write the word down ATTITUDE, go ahead and write down the word ATTITUDE.
Cause heres what you need to understand, if you think positively, 100 percent that you think that youre going to get
to be number one on Google, you know what the answer is? Its still impossible even if you think, really positively.
However, Im going to show you how we can get to the top of Google, would you like to see? -- Absolutely.
For free? -- Yes.
Right now? -- Yes.
Are you sure? -- Yes.
You all wrote down the word ATTITUDE, yes? -- Yes.
Under the word ATTITUDE, across the bottom of your page, what letter in the English language, what number is the
letter A? -- One.
Number one. So, under the word A just put the number one. What number is the letter T, who said 20? Howd you
know that so fast? T is 20, so under the T put a 20. Under the second T put a 20, whats the next letter? I. What number is I?
-- 9.
Nine, how do you know this? -- I just know.
You just know, there are some things we just know, thats one of the things you just know, right? And what comes after
the "I"? -- T.
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Adam Ginsberg
A-T, what number is the T? -- 20.
20, you guys are picking this up fast. How bout U? -- 21.
21, how bout D? -- 4.
How bout E? -- 5.
Add those numbers up for me? -- 100.
100. What are the chances, that if you have the right attitude you could be 100 percent focused on getting everything
done you need to get done? Watch the power of MySpace, let me show you I want to bring up three clients, three people
we work with three MySpace pages.
Lets just go to the Internet and see how this works. If I go to the Internet and I type in Johnny, I go to spell Johnny right,
W - I M B R E Y. I want you to just see what happens, Johnnys had his website up for a long time, you think
Johnny comes up, you think his website number one on Google for his name? What do you think? Who said yes? -- Yes.
I bet you its no, but well check. Its not. Look what the first link is; profile.MySpace.com, when we click on this link this
takes you to his MySpace page, not his website. Lets do another one, lets look up this young lady, Ill show you her
profile a little bit later, her name is Janet Edwards shes from Australia, shes one of our clients, shes a, a fitness trainer,
she lives in Beverly Hills now. Lets type in Janet Edwards into Google and hit search and what comes up is number two,
Janet Edwards. Number twos okay right, I mean number one, number two, number three lets click on Janet Edwards,
this takes you to her MySpace page, well come back to that in a minute.
Lets type in another one, lets type in another one of my clients called Pumpkin. Theres a television show in a America
called Charm School, with a celebrity called Flavour of Love hes on VH1, has anybody seen that show? Charm School.
Anyway if you type in Pumpkin now whats interesting is we build her website but if you type in Pumpkin and you hit
search her MySpace page comes up number one.
So, whats the point of all this? Google has created a relationship with MySpace, to take MySpace profiles and index
them so that they come up at the top of Google. This is part of Googles strategy, Im sharing this with you because I want
you to understand the value of MySpace. Somebody said to me the other day, they said, MySpace is for kids.
Heres the thing, almost 70% of MySpace users now are over 25. So, were going to spend some time talking about
MySpace, but heres what I want you to understand were going to have some MySpace as a matter of fact lets go
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ahead and hand out the forms now, can we hand out these forms? I just want to give you the forms. Do you guys mind if I
tell you the price now? -- No.
Instead of waiting until the end? Its the most expensive program of the whole weekend, is it worth it? -- Yes.
How many of you would pay $5,000 to get your website, or your MySpace, number one on Google? Would it be worth
$5,000 to be number one on Google, or two, or three? I think so, because when people click that link and they go to
wherever you send them to go, they go to your MySpace page and then your MySpace page sends them to your website,
now youve got a chance to make a bunch of money.
So, where going to pass this out real quick, get this out of the way and then we can spend the next hour talking about
MySpace, is that okay? Yes? -- Yes.
Right well, what happened? You guys have got very quiet all of a sudden; youre just looking at that going, How can I
get my page, number one on Google? Thats what we want isnt it? We want to be number one, number two, number
three, we want to be right there at the top fold, so that people dont have to scroll down to go to the lower pages, right?
So, lets pass this around real quick, Ill just show you how this works. The MySpace program and the thing that I really
love about what David talked about earlier, is that our MySpace program is totally out of your hands, you do nothing.
How much do you do? -- Nothing.
Nothing. I mean, you actually have to fill out a form so we know how to build your page, but we build your MySpace
page for you, we put all of the keywords in that you want to coordinate with Google. So, however it is you want your
page build, we build it for you, we do all the work, we put all your keywords in and we add all of your friends. We build
the whole site and we just hand it back over to you, it takes three or four days. Is that okay? -- Yes.
So, thats what we do with MySpace and its important to recognise the fact that you want to be automated in this
process, you dont want to try to figure all this out on your own, because you want to get to the top of Google as quickly
as possible, so well pass this form around for you. I will let you know one quick thing, for those of you that are coming to
our eBay training, everyones been asking me when it is, its in February, 2011. Victoria almost had a heart attack.
Its February, eight, nine and ten. This upcoming February, so in about 90 days. Thatll give you plenty of time to go
online, go to the website, listen to the material, do all the things and you can come see us at the booth and well help you
get all that situated for you. February eighth, ninth and tenth.
The other thing I wanted to ask you - someone asked me this earlier - they said, Do we have anymore eBay programs
left? The answer is we do. Weve got seven left, heres why. Because, when Gates handed me the form yesterday to tell
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me how many people we had left, he was counting husbands and wives which is associates together as two people
instead of one, we only count that as one person, one form is one person. So, the count was off, does that make sense?
So, anyway just to let you know that. Heres the other thing; where it says $1997 on the price point, its actually the least
expensive, not the most expensive. I just like to tease you a little bit. At 1997, its a great value for those of you that got
involved in our eBay program we dont offer MySpace and training, but we do give you a discount if youre already a
student so you can take another $500 off the MySpace package so if youve already got eBay and you want to do
MySpace too - and well talk about what that is in a few minutes - you can take $500 off this price, just cross it off and you
have to write eBay on there and then Victoria and them will make sure that youve got eBay and then theyll deduct it off
the price, does that make sense?
All right, put this aside lets talk about MySpace. See, for me my whole goal is to share with you the latest trends, the
latest technology and the latest things going on in terms of making money on in the Internet, so that you guys dont
have to figure it out on your own.
When I first started selling on eBay, we were one of the first people ever to do a big business on eBay, we kind of
changed the way people thought about eBay, were doing the same thing with MySpace. MySpace is not that old, let me
give you some history, first of all, in 2006, December of 2006, Time Magazine came out with an article called, the Time
Person of the Year. They do this every year. In 2006, 2007 the Time Person of the Year was all of you.
It talked about how the power of the Internet was changing, the Internets gone through several phases, where its now,
its about all of you. Its about user generated content on the Internet; theyre called social networking sites. They are
where people control the future of the Internet, not big companies, not corporations and youll see as we go through
how this works. Can you all stand up for me for a second? I need you to stand up and I need you to introduce yourself to
either the person behind you, I need you to introduce yourself to somebody you dont already know - tell them your
name, where youre from and what you like to do when youre not here in this room. Go ahead; were going to do this for
60 seconds.
Make sure they know your name, make sure they know what kind of hobbies you have, make sure they know what you
like to do for fun and for work. Were going to wrap it up in 30 seconds; youve got 30 seconds to tell your story. Got 20
seconds, go a ahead and wrap it up, start to wind it all down, youve got about 15 seconds left.
And everybody stop. Everybody shhh. Everybody stop, everybody have a seat.
Everybody have a seat.
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Would you all agree with me, see some of you guys really are becoming pretty friendly. Would you guys agree with me
that if we gave you three days in this room and we removed all the speakers and all the programs and all the products
and all the, the staff and we just locked you in the room for three days; that you guys would be able to make friends and
network and do business with each other? What do you think? -- Yes.
Absolutely right, thats what MySpace is. MySpace is a social networking site where people meet, where people interact,
where people become friends and then they do business with each other. When you first meet someone for the very first
time and you want them to be your friend, offline in the real world do you immediately try to sell them something? -- No.
Cause if you do that on MySpace, youre not going to have any success or luck. Theres something called Six Degrees of
Separation. Some of you might have heard this before, this is where within just six people, you can network and meet
almost anyone you want and Los Angeles is called six degrees of Kevin Bacon, because almost every movie in Hollywood
is related to Kevin Bacon within six degrees.
Let me give you an example of what happened with me with MySpace. Nik and his team at an event in Los Angeles in
April and just before that event I was on MySpace and I had got a friend request from somebody and I was reading their
blog on MySpace and I noticed - it was very interesting - I noticed that this young lady had a blog post and it said, Read
about my eBay auctions, click here. This was on her blog, so I clicked on her listing and you know on MySpace, one of the
things people love is the pictures.
Anybody ever go to MySpace just click on peoples pictures and youre just like out of curiosity and need to see all about
them right? So, it turns out that this woman that I clicked on her listings was - theres a contest called Star Search and
she won the hundred thousand dollar model competition, and then from there she went on to be a playboy centre-fold.
So, I wasnt looking that closely at the pictures, but I was, I really wanted to read the blog. So, I click on the blog and it
says check out my eBay listings, we go to her eBay listings and when I tell you that they were the worst, ugliest eBay
listings youve ever seen in your life, I am not exaggerating. They were absolutely awful, so I sent her an email and I said,
Your eBay listings are awful, if you would like some help on eBay, just go ahead and read my MySpace page, check out
my pictures and heres my number, call me if you have any questions. I thought that was a fair, nice little request, right?
So, she emailed me back and she said, Im really sorry, Im just way too busy maybe some other time. I said, Ok fine,
no big deal.
So, I went and we were at this event in Los Angeles and, one of the people I do business with was, introduced me to
someone who is one of the most famous soap opera stars in the world, does anybody watch The Young and the, beautif
the- what is it? The Bold and the Beautiful? -- Yes.
Anybody watch that show? -- Yes.
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Its like 300 million people, so whats the, you know the guy with the really long----? -- Ridge.
Whats his name? -- Ridge.
Ridge, but whats his name in real life? -- Ron Moss.
Ron Moss. So, so my partner goes over to Ron Moss - I didnt know who Ron - I dont how he knew he was, but thats a
whole other story. So he goes over and were talking to Ron Moss - apparently hes pretty well known and I said, Listen
you know youve got all this celebrity status, 22 years on the Bold and the Beautiful,, I said, youve got a lot of stuff. I bet
you, youve got a lot of fans around the world, people will buy your stuff on eBay. And were talking for about 20 minutes
and all of a sudden his girlfriend whos sitting there - she hadnt said a word for 20 minutes - she looks up and she says,
Didnt you just email me on MySpace last week?
True story, she said, The reason I told you I was busy, was I was coming to this event, she said, I couldnt chat with you
I was coming to hear some guy talk about eBay. I said, Oh, that guys me! she says, Oh. Okay!
So, since then she has become a student, a client, a friend, both of them have, Gates and I have been to their house
several times. They live in a beautiful house; shes making a lot of money on eBay and the Internet now heres the point.
All of that happened because of MySpace. Thats why it happened.
Now, did we make any physical money on MySpace? Was there any money that transacted as a result of MySpace? No.
But we made business because of an interaction and the communication of someone that we became a friend with on
MySpace, you guys see the point? Eventually, the MySpace will have some systems in place where you can make money
on their site and Ill explain that to you in just a minute.
So, heres what MySpace is, number one - it is the number one first and foremost - the number one social networking
site on the planet, by far, greater than any other site.
Here are the top ten, sites on the Internet, theres yahoo, MSN, Google, number four is YouTube, number five is
MySpace, number six is Windows Live, number seven is BuyDo number eight is Orkut, number nine I cant read, and
number ten is Wikipedia. But heres whats interesting about that, YouTube is a social networking site, MySpace is a social
networking site, BuyDo is a social networking site, Orkut is social networking, Wikipedia - five out of the top ten websites
are social networking websites - social networking.
So, social networking websites are taking over and here are the top twenty; this is as of February, the most recent report
that came out, MySpace has 80.7% of the market, Facebook 10.32%, Bebo; 1.18%.
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So, MySpace has 80% of this market theyre dominating in this space. Now, I asked how many of you have five thousand
friends on MySpace, a friend on MySpace is nothing more than a member of your database. Its interesting to me how
many people tell me that when somebody sends them a friend request, they just decline them. Well, why would you
decline someone who wants to listen to what you tell them? They want to participate in anything you want offer them
and youre saying no Im sorry you cant.
It doesnt cost anything to accept someone as a friend accept all people. When you join MySpace - how many of you
have seen this picture? Anybody seen this picture? This is Tom. Let me introduce you to Tom, Tom founded MySpace, in
2003 he founded MySpace, in 2005 two years after he founded it he became a multibillion, no, multi-millionaire. I
think hes probably more than that now. Because Rupert Murdoch - who owns Fox and, and a whole bunch, a whole
bunch of companies he bought MySpace for $580 million dollars! Two years after it started.
Now, when he bought MySpace, MySpace had 80 million friends Id like you to write something down for me because
one of the things that I have discovered is that you guys like free stuff. Is that true? -- Yes.
Okay, well heres what we are going to do - let me ask you this question if its okay with you - when were done, Im
going to pick some lucky winner out of here and Im going to just give them my whole MySpace program. Is that okay?
Yes.
You dont mind? -- No.
Okay. All right. Sometimes I forget. If I do will you remind me? Okay, just dont let me forget. All right look, Im going to
just go here - I want to make sure Im logged in - Id like you to write down this number, the number is: 197759699,
197759699. Thats the number of people on MySpace, 197 million people.
I mentioned to you yesterday, 185 thousand people join MySpace every day. When Rupert Murdoch bought it in 2005
there were 80 million members, now theres 197 million members heres my question for you - do you think when he
bought this product; this website for almost $600 million dollars that he bought it for fun? Or did he buy it because he
knows hes going to turn it into some money making, massive entity? Gotta be. Right!
So, what we need to do is we say, all right why do I want a MySpace page? Number one, I want to build a database,
number two I want to get number one on Google, number three I want to get lots and lots of friends to market to later.
Now heres the biggest reason people dont get involved with this MySpace, I dont have anything to sell. It doesnt
matter! How many of you at some point in the next three years will find something to sell on the Internet - anybody?
Okay, if the answer to that is yes, why wait, you know they say, if you build it they will come, right? Well you need to
build it now so when you have that product you can market back to people later; its a really important strategy,
197,759,699.
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So, when you become a member of MySpace, the very first person who is your friend is Tom. Now you can remove Tom
from your friend list, if you want. But Tom feels that in a community everybody should have at least one friend, so he
becomes your friend when you join, everybody has at least one friend. Now, we talk about MySpace, let me show you
this, cause here it says, The huge success of MySpace sparked what some are calling a second dot com boom. This was
an article that just came out in the, in The Register, in the UK a few weeks ago and I want to just read to you.
It says, MySpace to make friends with eBay. Now you want to talk about bold and confident and cocky and arrogant.
Thats MySpace. I want to just read this to you, it says, MySpace founder Chris Dewolfe, has hinted that the Murdoch
owned social network, will bring in eBay to provide it with eCommerce features.
Now, theyre not there yet, but dont you want to have four or five thousand friends in place so when they do merge
these two things you can start selling them stuff, you dont wait until they merge, cause theyre coming, its not a
question of if its just when.
Look at what it says, it says, The Telegraph reports Dewolfe said, if youre on your site and you have a line of T-shirts
youve designed and you want to sell them to your friends, we want to be able to provide you with the tools you need.
So, we could - this is the part - you ready for this - so we could partner with someone like eBay to do that. Now we havent
decided yet but it would make sense to make eBay a partner. How would you like to be able to say to eBay that did $42
billion dollars in sales, You know what were thinking about making you a partner, now were not really sure. You have to
qualify.
I understand about qualifying to be a part of Johnnys program, but to qualify to be a part of eBay? To me thats bold,
cocky and arrogant and confident. MySpace is serious. They are not messing around and the people that position
themselves now. Its like people say, Well MySpace must be like this incredible gold mine.
A gold mine does you no good if you cant get the gold out of the mine, does you no good. So, you have to understand
how this process works. So, lets talk more about MySpace. Heres why its great.
1. Its search engine friendly, I already showed you that - Google and MySpace create this relationship where they index
or spider the MySpace pages for information. See Google is tired of people trying to figure out how to beat the search
engines, with search engine optimisation and all these tools and all these different tricks to try and beat Google.
Theyre not interested in that, what they want is fresh, relevant content and they feel that on MySpace, the content is
user-provided. Right, so the users provide the information and Google says, were going to rank that really high.
2. Is user generated content.
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Adam Ginsberg
3. Its very niche specific. You can have as many MySpace pages as you want, doesnt cost anything to have a MySpace
page. So, why is that really important to you? Well if youre selling shoes you could have a MySpace page for shoes, but if
youre selling real estate, you can have a MySpace page for real estate, does that make sense?
Every page can be very specific, so when you market back to people its exactly what they want. You can build a
database, its the fastest growing website on the planet and its easy and simple and everyone in this room can have a
MySpace page, by the way, if you have kids, you should have a MySpace page. Just to watch what theyre doing. Its very
important because lots and lots of kids, you only have to be fourteen to have a MySpace page. They have them and you
have to just be - just add them as a friend, you can see everything theyre doing.
So thats an important strategy, an important thing as well. So MySpace is search engine friendly, I already showed you
that. User generated content, so you can upload your own videos, you can upload your own audios, you upload your own
pictures, you upload your own content, the more information you put on the more people will come back to your page.
You want to market to a specific niche, if youre selling real estate and everyone on your list is interested in buying
sunglasses, youre not going to sell any real estate. Does that make sense? You have to market to the people that youre
selling too. You use MySpace to build a database, Ill show you exactly how we do that in just a minute, its the fastest
growing website - how many members on MySpace are there? 197 million whats the number? 197 million people
right?
So, when we say its the fastest growing website, understand that those are the people that are only friends with Tom,
there are millions and millions of people who just cant stand Tom, so they delete him from their friends list if they are
deleted then they dont count them, thats just Toms friends 197 million, were in his network, theres actually more
friends than that.
Its really simple, but heres the important thing, Ive been sitting with people all weekend long going through MySpace
things with them and MySpace is really, really, really simple when you understand - wheres Kayoko, where is she, shes in
the back over there, she said to me I got this thing on my MySpace page, Ive been trying for three weeks to figure out
how to get it off, I cannot get it off it is driving me crazy.
I said okay fine lets get it off, I pushed one button and it came off. That was it, just one button, it took thirty seconds,
when you understand how to do things its really simple, when you dont understand how to do something it could take
a real long time to do something thats simple. Does that make, do you all agree with that point? -- Yes.
So we have to do that. Okay, social networking ads, I just put this up here very quickly so you can see exactly the kind of
revenue that its generating. 2007; $865 million spent on advertising on social networking sites, which is up from 350
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Adam Ginsberg
million. The point being this, if this was not a great community for people to be buying things, would these advertisers be
spending all this money on ad revenue? Absolutely not, its a captive audience,
MySpace dominates with 60% of all the spending being done on MySpace together in one place. So, MySpace
demographics, this is the chart that I wanted you to really understand. In the last 15 months the growth on MySpace has
been dramatic, the greatest percentage of increase comes from people between 35 to 54 and 68.3% of MySpace users
are over 25.
Remember what I said, if you can think about getting involved with eBay, 11 or 12 or 13 years ago, when it first started,
its a very different environment than it is today, MySpace is changing very, very quickly and its changing the way people
use the Internet.
So heres what you can do on MySpace. You can do email, you can do events, you can do blogs, you can do videos, you
can do forums, you can do groups, you can do music, you can do classifieds and you can make money. You can do all of
these things, all on MySpace. Its like having your own personalised website except its up in front of the world with traffic
thats coming in right away.
This is an interesting article. This was on CNN money.com, it says making friends and money on MySpace, its not just
for musicians anymore; entrepreneurs are using the social networking site to drum up new business, meet others in their
field and get advice. It says many small business owners, particularly in fields like clothing, graphic design,
photography, publishing and real estate are discovering they can effectively advertise on the site to a narrow but often
enthusiastic demographic.
So, were in CCN money now talking about how you can start making money on MySpace. So heres how you make
some, Im going to give you some tips.
1.You can write blogs okay. The young lady that I met her name is Devon. Devon put a blog in MySpace to promote and
advertise her eBay listings, but if youre doing affiliate marketing, you can write a post on your blog - I showed Johnny
earlier I sent out one, one blog post, I put up one post, it was read by 11, 000 people. 11,000 people, I dont have 11,000
friends, I have 5,000 friends on my MySpace page, but 11,000 people read the blog post. So, number one, we can post on
MySpace, blogs.
2. Its like getting a free website, cause when you put a MySpace page up, it gets a domain name, and its on the Internet
and its live.
3. You can start an eZine or some type of news letter to give people a reason to subscribe to what you have to offer
them and then you can sell them things later by building a relationship with them.
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Adam Ginsberg
Tip number 4 is create an information product. Now David earlier talked about for those of you - and a lot of you get
involved in what hes doing, he gave you a bunch of information products didnt he?
In our MySpace program we give you 25 eBooks already written with retail rights, youve got forty or fifty information
products already done for you, you could take those information products and sell them on MySpace. Gates is going to Gates whats the mountain youre going to climb? --Everest.
Gates wants to climb to Everest, so he says I got to build the MySpace page and I said, thats fine, no problem I said
but dont sell them anything, just build the relationship with these people. So Gates is on this mission to climb Everest
and hes got this MySpace page with how many friends do you have now? -- 3,500.
3,500 friends. And he keeps doing posts and sends them little comments, and Im getting closer, while, all at the same
time hes been writing an eBook. He actually has been having someone for him, how much did you pay Phil Gates, did
you have that eBook written for you? -- Im sorry?
How much did you pay to have your eBook written? -- $250.
$250 to have an eBook written about climbing. As he gets closer to his event, hes going to sell the eBook to raise
money so that he can go make the climb, because he knows that these thousands of friends hes been building and
working with and creating a relationship with are going to want to support him on his mission.
Are you guys starting to understand the power of this? Its really, really effective.
5. You can use MySpace to promote your eBay listings; on eBay they have something called an about me page you can
actually cross promote between eBay and MySpace. One thing I mentioned yesterday is that youre now allowed to put
video on your eBay listings and youre only allowed to use one of two providers either MySpace or YouTube for your
videos.
So you can use MySpace to promote your eBay listings. You can sell directly on your MySpace page, you can put if you
have a shopping cart and you have PayPal you can put a button on your MySpace page with a Buy Now button,
anything you want to sell. You can sell T-shirts, you can sell music, you can sell books, you can sell anything you want,
right on your MySpace page, theres no rules against that and then
6. You can customise your MySpace site and this is really the thing that set MySpace apart from other social networking
sites, is the ability to customise your MySpace page. I want to just show you a couple of things on MySpace that are really,
really key. Lets go back over here. I want to take you to this young lady her name is Brooke, but shes known in the
television world as Pumpkin and when we go to her page she did - this is a little picture of her with I guess his name is
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Adam Ginsberg
Flavour Flave and she was on this show called Flavour of Love and so thats her picture. Now, this is a MySpace page we
build for her and this is pretty custom, but what you can see is this doesnt look like a typical MySpace page.
Now, if we go to - Im going to just scroll down here and see if I can click on one of her friends. No. That ones private.
Lets see if I can find one that is not private. So you can see what a MySpace page - this is what a typical MySpace page
looks like. It looks like Internet 2001. Okay. You know lots of fun size pictures and its just a bunch of boxes with some
information in it and some advertising at the top, thats a MySpace page. Thats a typical MySpace page - that is
Pumpkins page. You guys see the difference? -- Yes.
Makes a huge difference. Remember I said you only have seven seconds to capture peoples attention, now whats
interesting about Pumpkin is that and right there is her opt in box, so you can subscribe to her newsletter. Imagine you
can have a link to buy things, she has an 18 month calendar and it says right here on her news and announcements, it
says get Pumpkins calendar today when you click that link it takes you to a new window where a shopping cart comes
up and when the shopping cart comes up, you can actually buy her calendar right there for $19.95, shes selling her
calendars directly from her MySpace page.
Ill show you one other thing thats really neat about this, she has 71, 339 friends, almost 72,000 friends, when she sends
out an email or makes a post, to 72,000 people that are her fans and her friends, do you think that shes got a chance to
sell a calendar? What do you think, a little chance or a big chance? -- Big chance.
Can you guys at the same time all say BIG CHANCE? -- Big Chance.
Big chance. 72,000 people are her friends. Now, she has had nothing to sell, her calendars brand new, she just did her
photo shoot, the calendar came out about two weeks ago. Shes never sold anything to anyone before. So heres my
point; remember when I said even if you have nothing to sell, you build the list, you build the database, you use MySpace,
you put thousands and thousands of friends in and then you come up with something to sell them. Its an important
strategy, if she would have waited until she got her calendar done before she started selling on MySpace, how many
friends would she have to market too? Like five or seven, but not very many, so thats an important strategy.
So, were going to help you build - and this is what we do for you - this takes time. This is a graphic designer
customising a page specific for you, everyone of them is a little bit different. Let me go ahead and show you Janet
Edwards page. Heres another custom page Janet Edwards just click on this, and what youll see here, is it says
Celebrity Personal Trainer and shes got her phone number there and shes got her email address there and shes selling
sessions 10 session Deep Tissue Massage $2500. Isnt that a lot of money for a massage? 10 Personal Training Sessions
$3000, how many of those does she have to sell to make a lot of money? One.
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Adam Ginsberg
Not very many right, so we come down here. Come down here and shes got, how many friends? Shes got 963 friends,
you come down you can read some of the comments that people have see one of the really neat things by the way let
me just come back here and show you this. There are people] who actually sell - just come back here to Pumpkin there
are people who actually sell space, advertising space on their MySpace page, right where their top friends are.
Johnny said to me earlier, Am I in your top friends? I said of course you are, cause I dont charge any money for
advertising on my MySpace page, but you see those friends right there, those top eight friends when you have 72,000
friends people go to this page all the time to look at her new pictures, you know where they look at, they look at who her
top friends are. There are people that rent out those eight boxes for hundreds of dollars of month in rental space, and so
you want to be on my top eight friends? You need to pay me some money and why do they do that, because they know,
just like the first page of Google, even though theres 72,000 friends most people are not going to click the link that says
View all my friends and then scroll through 72,000 friends;1,785 pages of friends. So you want to be on the top 10. top
eight, top 12 friends list.
The other thing by the way is that you can leave people these comments so its not like - this is where the six degrees of
separation is, its not just friends that you have, its the people who read your comments. You know there are people who
go to her page, people that go my page, people that go to your pages everyday, who arent your friends, they dont even
want to be your friends, but they want to look at your pictures and they want to read all the comments that other people
have left for you and thats free advertising, it doesnt cost you anything to place a comment on someone - you could
place a comment on her MySpace page, if she approves it cause you have to approve the comments on most MySpace
pages. If she approves your comment, you know what that means? Next time 70,000 people go to their page they read
what you have to say.
Johnny was telling me earlier that when you put his name in Google theres lots and lots of MySpace pages that come
up with his name in it because its not just your own MySpace page, its any occurrence of where your name is on
MySpace. So thats really, really exciting. So MySpace is pretty powerful stuff, lets go ahead and keep going through here.
So we need to be able to customise your site Ill show you some let me show you, you just want to see my MySpace
page? -- Yes.
Let me show you - that was like - are you really? Yes
No it doesnt sound like you do? -- Yes!
Come on Ive already done with dinner. Movie starts in about twenty minutes. Im just teasing. Here we go, Ill show you
my MySpace, were doing some really neat stuff on MySpace including putting flash animation video on MySpace. My
MySpace page actually is more sophisticated than my website. Were re-doing our website to try to keep, catch and keep
up with the MySpace page.
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Adam Ginsberg
So this to me looks a whole lot better than MySpace, but the thing is rather than a website, but the thing is its on
MySpace. So its Googled, its indexed, its search engine friendly, its got all the key words in it and comes up right there
at the top. People come to my MySpace page they read through it and we probably get about 75 people a day that put
their name and their email in our box so that we can opt into our mailing list right there, enter your first name, enter your
last name and it says show me the money.
You put your name and your email in there and you get to our mailing list, you know what happens when you go on
our mailing list? We sell you stuff. Its a very nice thing and it happens all the time, everyday and Im not doing any of it, all
I do is set it up once we do that for you and then it just keeps coming in. So thats right, there, thats a little eBay stuff,
theres a little well anyway its pretty neat stuff.
Alright, so MySpace has how many friends? -- 197 million.
197 million, isn't that what you guys said? -- Yes.
What was the number, who wrote it down? -- 197 million
Im sorry 197----? -- 197759699.
Okay, I want you guys to understand that whoever just gave me that number was wrong, let me give you the real
number its 197,768,211.
Its right on the screen, 197,768,121. Now can I just tell you what that means? Ive been on this stage for 30 minutes,
9,000 people have joined my MySpace, in 30 minutes! Thats serious! How many? 9,000 in 30 minutes. Thats why its hard
for me to imagine somebody says you know I want to make a lot of money on the Internet, but I would rather my, my
page to come up 27,400 on Google, I just, the MySpace thing, its just not for me, I dont have anything to sell, I dont
really want to do it. Its hard for me to imagine that, cause you guys are serious about making money, arent you?Yes.
Yes, really?Yes.
Come on? -- Yes!
You guys are serious about making money?Yes.
So if youre really serious about making money, its hard to imagine not having a strategy like this one. 9,000 people just
joined in the last 30 minutes! Cause some of those people could have been your friends, if you had a MySpace page, so
its really, really neat stuff, Im going to show you one more thing. Can I show you one more thing?Yes.
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Adam Ginsberg
When you add a friend to MySpace all you have to do is click on their name, you send them a friend request, it takes a
little bit of time, Im going to skip through all this stuff right here. But I want to show you this, this is really powerful, lets
see if I can show you this, cause you would think that if I was going to do MySpace I would want to have some software,
wouldnt you? I mean have you figure it out enough by now that I really like really cool software? Yeah.
Im going to show you something that is maybe the coolest thing you have ever seen in your life. Its even cooler than
the template software I showed you yesterday, which was the coolest thing until today youd ever seen in your lives. But
this is even cooler, okay?
Now, watch the way this works. What happens is, its called My Friend Magnet, let me tell you just a quick history of this
software. When you go to Google and you look for friend software for MySpace, this is what happens, MySpace had a real
serious crack down on this stuff- let me just go through here and show you what happens when you go here. It says,
programmer Justin Lavoy says he and some of his affiliates have received cease and desist letters from MySpace,
commanding them stop selling the software and he also says some of his competitors also received some similar
warnings.
So I was on Google, cause heres what I figured, I figured if I can add 50 or 100 friends a day and I dont have to do it
where Im sitting there in front of the computer for an hour or two or three hours a day, my life would be better. Until I
got 5,000 friends in just a few months on MySpace, thats how Gates got 3,500 friends specific to his niche he doesnt
sit there all day and add friends, it would take him hours and hours, he uses this software, he pushes a button one time
and it just adds all your friends for you; sends comments to all the people for you, does all your posting, does all your
events, does everything automatically, on the menu you press one button is that okay? How many buttons? -- One.
Just one button. So we went to this website and it was, MySpacepromo.com and thats what the website looked like it
was shut down by MySpace. Then heres the next one I went to, this one was called Silentproducts.com, it says Down
until forever. . . .
See what happened was, MySpace said, well people are spamming everyone, there sending out 20,000 friend requests
a day and this is against our policy. So, we got in touch with MySpace and we said, Look, we want to create some
software, we want to have your blessing, we need your approval. Heres what we want to do, we want to take everything
you do on MySpace and we just want to automate it for the average person so they dont have to be sitting in front of the
computer and MySpace said,Thats okay, you can sell it but theres one condition, you cannot sell it on the Internet,
youre not allowed.. Because if we sell it on the Internet anyone can buy it, including those potential spammers and
people that theyre trying to avoid again, so I said, Thats fine; we will only sell it to our existing students, maybe new
students for MySpace.
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Adam Ginsberg
So, the software that Im going to show you isnt available on the Internet and its limited because MySpace said,
youre only allowed to sell X-number of MySpace licence codes every month, they dont want all the people having this
software. Im not really sure why, because all it does is it takes the same friend requests you would manually do and it just
automates it for you. It takes the same comments you would manually send and it just automates it.
So, its not doing anything against MySpace policy, its not doing anything against their rules or procedures, it just
automates the process. So, Ill just give you an example, lets say, that we wanted to add some friends on our MySpace
page, we log into the software now this particular software only works on a PC, it does not work on a Mac,
unfortunately. However, if you do have a new Mac, you can download Parallels, Parallels is part of the new Intel Macs, so
you can run it right on your Parallels.
Anyway, you log into the software, you put your username and your password in and up comes your MySpace page.
Now, what I really want you to look at are the numbers all the way on the right, Im going to clear the list on the right I
want you to take a look at this list. You guys see that? Its blank right? --Yes.
Now heres I want somebody to tell me who wants to sell something on the Internet? -- Yeah.
Okay, and what do you want to sell? -- Information.
What kind of information, about what? I need something very specific, what kind of health? -- Insomnia.
Okay, insomnia. Heres what were going to do. Were going to use this software to go to Google, Im going to click
Extract Friend IDs from Google and Im going to type in the word insomnia I have no idea whats going to happen
none, because Ive never typed insomnia in. But, on the right, over here you guys see this as blank? You guys see this,
just a right box thats all the way on the left side of the screen and its blank? Whats going to happen is, Im going to click,
Okay, and the software is going to go to Google and its going to find every MySpace page thats ever been created
with the word, insomnia, in the MySpace page why? Because I want to have friends, but people that are interested in
insomnia in some way shape or form, cause Im going to make money by selling them something related to insomnia.
So, Im going to click on, okay, the screen changes to Google you guys see that? There are 67,900 pages on Google
in MySpace that have the word insomnia in them everybody understands? -- Yes.
Now look at whats happening on the left, you see all the numbers that are coming in? You see the pages on the Google
are changing? The softwares automatically extracting all of the people in MySpace, with the word insomnia in the title.
Look whats happening, weve got 180 of them done, 190 of them done, 200 of em are done, 210 are done. Now, would
you rather be doing this by hand? -- No.
I would like to know how long it would take you 270, keep going, 280, 290, youre doing it all by hand I bet your at
four, or five or six here let me stop it cause its going to go to 67,000 let me stop it real quick.
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Adam Ginsberg
So, how powerful would this be if you wanted to start a MySpace page and build a niche around the specific product, or
category, or subject? David gave you 20 eBooks, did he not? -- Yes.
One of em was on - hold it was one on insomnia? --Yes.
Is that why you said that?! NO, one of them was on which is the one for the guys in the delivery room? Something
about the guys in the delivery room, right? Yes.
So, you could use, you could build that MySpace page specific to that topic, you could then pull out all of the MySpace
profile people that are interested in having babies with their husbands in the delivery room, you can then market that
eBook directly to them how much does that cost you? -- Nothing.
Nothing! When you have the right tools, you could do it with every single eBook. You could do it with the ones we give
you, or you could do it with the ones he gives you, you could do it with the ones that you create, you could do it with the
ones that you buy Do you guys start, to see the big picture now?
Now watch this, lets say that I wanted to add these people with insomnia now of course my list is very eBay centred
but Im now going to add people that sell on eBay with insomnia to my list. Thats the way Ill rationalise it for you, okay,
Im going to click start, now you guys pay attention, it says, Would you like to add this person as a friend?, it says,
Confirm, and adds them as a friend and then it goes on to the next person and then the next person and then the next
person and it adds the friends automatically and then what happens is the numbers on the left go down, one, by one, by
one. If you guys have any friends on MySpace, if you have a MySpace page and you want to try this out, come see us at
the booth later on you see how its just adding them, automatically, how many have I done myself? None! I turn it on in
the morning and then what do I do? Leave! I go somewhere else! Cause I dont who wants to be sitting in front of a
computer all day long adding hundreds of friends a day, anybody? Manually, in every topic, in every niche, in every
MySpace page in everything that youre doing, and as you see I was just doing them automatically? And it does it and
sends it and does it, doesnt matter how long it takes cause you turn your computer on and you leave and once it starts
moving it really starts moving. Im going to click stop, weve added a bunch of friends already, Im going to click stop.
You can accept friend requests, you can send messages, you can post comments, you can post bulletins, you could do
event invitations, you can do all of it with the software, all automatically, all just by plugging in your data and hitting,
submit. You can search by demographic, by age, by gender, all within MySpace, its very searchable friendly.
So, its hard for me to imagine taking the things that were talking about, that theyve talked about and not integrating
all of that and having MySpace as part of their product. But, as I started out earlier, I said, We will build it for you, cause
heres what I love, when we hand something to you and its got friends in it and we add a thousand friends by the way for
you, before you ever need to add a friend on your own, we add a thousand friends for you.
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Adam Ginsberg
So, thats kinda neat and again, well demo it for you later, but thats the software and this does not, no it doesnt have
an affiliate program cause were not allowed to sell it off - were not allowed to - an affiliate program has to be on the
Internet right? Were not allowed to sell the software on the Internet, believe me, I wish we could, wed sell lots and lots
and lots of software.
The other thing, by the way, is that MySpace needs us to charge a lot of money for this software. So, the software is
$1,000, but the software is not on the form, its not on the form, okay?
So, the software itself is not part of this package, its just $1,000 if you want this offer, but let me tell you what comes in
the package and then Ill be able to wrap things up.
Theres, let me pull this up here, oh can I tell you one more thing? This, let me skip [inaudible], I want to show you one
take a look at that, write those numbers down for me. Request 200 friends a day, thats 6,000 friends a month, thats
72,000 friends a year.
So when you make the decision that youre ready to start selling people something, you can have tens of thousands of
friends, tens of thousands of friends. Let me tell you about Timothy Noonan, hes a magician and Tim contacted us, he
said hed really like us to build and customise a MySpace page for him and then, so we did that and then he says, I want
to use MySpace to make money, I said, thats fine, well do this as an experiment for you, he said he makes $5,000 every
time he does a show,.
So, whenever he does a magic show thats his fee, its $5,000 for doing that show. Well we went into Google and we
typed in, Magic shows and we came up with 765 pages with the specific keywords that he wanted from Google. 450
people of the friends we requested, 450 people accepted, within three days he had four of them booked, four events
how much money did he make? $20,000.
Now how much of that $20,000 was he paid, that transacted on MySpace? Nothing. But the $20,000 in revenue came
from the business that he did as a result of having the friends on MySpace do you guys understand? You need to build
that social network, you need to create those relationships, you need to do what friends do, which is doing business with
each other, thats what friends do. But, first they have to become your friends.
So, -and I called it just before, just before I left very interesting to me, when you design for MySpace its very different
than any other design, its a different HTML, its different code, its very different than doing an eBay listing or a website,
its very, very specific, its just kinda funky, the way MySpace kinda has all their stuff so anyway, I emailed someone and I
said, Well how much is it to build a basic and an advanced MySpace page, a basic MySpace page they wanted to charge
me $2,900. AN advanced MySpace page, $5,400.
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Adam Ginsberg
I emailed three people, I got one response from a web design company and heres the best part at the bottom, it says, I
know you would like us to add friends for you Cause I asked them if they would add friends for me and they said, were
not really familiar with adding friends, or marketing on MySpace but we probable could figure it out enough to get you
the simple information for our going rate, you know their going rate is $75 an hour. Thats what they charge to sit there
and add friends for us.
Its really expensive if you want to do it right, getting up a basic free page, thats simple and easy, you can go to do that,
you can have that done in five minutes, but if you want to have something where the friends are being added and where
the keywords are being done, where youre going to optimise whats going on in Google then youve gotta make sure
you do it the right way.
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MoneyMasters
FEATURING
MIKE
FILSAIME
Butterfly Marketing Strategies
Mike Filsaime
MIKE FILSAIME: Good afternoon. We are

a going to go real
MEET MIKE FILSAIME
quick today. I have a lot to cover. Is it okkay if I give you two
Mike Filsaime is an author, software

s
hours worth of content in 90 minutes? Yes.

Y Very good. Got in
developer, renowned speakker, personal
today at 7.30 this morning, I fly out tom

morrow at 7.30 in the
coach, business consultant, and most
morning. Steven Pierce and I and his wife Alicia were on
of all... an intensive marketeer.
planes for 45 hours getting here. So we

e just got in today 7.30
Mike Filsaime was the Geneeral Manager of one of the
and we got in, said hello to everybody and

a just made it just on
time and everythings perfect.
Americas largest Auto Deallers. 14 years in the auto business

along with his education at New York Institute of
Technology in Computer Science and Business
So, Im real happy to be here. Are you guys

g
ready to get
Administration has allowed

d Mike to understand Marketing,
going? -- Yes.
Advertising, Sales, Customeer Service, and long term Business

Principles and how to use th
he Internet to leverage these
Very good. Okay. Heres what Im goin

ng to go over today. Im
items to new successes.
going to tell you my story. I think thatss important so you can

Mike led teams of over 50 peeople and trained some of the
see a little bit of a graduation of how I started

s
just over 4 years
ago and how we built a 4 million dollarr business. In just over
the last 4 years.
Im going to share the results that Ive

e had online in the last
4 years, then Im going to explain my syystem for you. Im
going to basically tell you exactly what it is that I do so Im
c do the exact same
going to give you a recipe, so that you can
highest paid sales people in the auto industry today. Mike

has a way of teaching his su
uccessful and innovative
concepts to people in a wayy that "sticks."
Mike Filsaime turned the internet world on its head when he
gave away his products for FREE
F
instead of charging for
them. Sounds stupid, right? Wrong. He generates over
$100,000 a year with web siites which take as long as 3
weeks to put into place.
thing. So who am I? Heres a brief historry of what Ive done.
This picture youre seeing right here thats

t
the dealership in Long Island, New York that I worked
w
for. I was the General
Manager of Millennium Toyota. We werre the 9th largest Toyota dealership in the United Stattes. We were selling over 500
cars a month. I had over 30 sales people
e and an entire staff of about 100 people who worke
ed underneath me. I was in the
car business from 1990 until August 2004. Ill explain that critical day and how that came ab
bout. In October 2002, I came
across this sales letter. I was doing a lott of research online for auto sales and I wanted to cre
eate a manual for my sales
people. We were doing a lot of training
g and I was spending a lot of time online.
I got this spam email and it wasnt sen

nt by the owner of the website, it was sent by one of his affiliates and actually I was
getting it every single day and I just kep
pt deleting it. I remember the subject line it said, The Secrets to Online Profit and
to me that just seemed like the next get rich quick scheme that we see all the time.
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Mike Filsaime
One day I decided to open up the email and this was the website that I got. And the person that wrote that website was
a guy by the name of Frank Kern. This was back in October 2002. Thats what Frank looked like and this is what Frank
looks like today. I always tease him with that photo. I got him when he was blinking.
Frank moved from Atlanta, Georgia to San Diego, California. Hes a surfer guy and he is also making millions on the
Internet. So I purchased this product and I started trying to figure out how I could drive traffic to my websites. In March of
2003, so now its about 5 months later, I suddenly realised what I need to start doing, as you can see here down the
bottom underneath that little man where the arrow is, that what I wanted to start focusing on was capturing the name
and the email address of every single person that clicks on a link. It was more important for me to capture a name and an
email address than it was for me to send somebody to my website.
What I did; this is something that you might want to right down, Its called Target, tie in and collect. So what you want
to do is you want to target an audience, you want to tie in a free bonus and you want to collect their name and their
email address. Okay? And the important thing there is the tie in. You have to tie in a free bonus to something that this
audience would be targeted to.
So, if youre going to be targeting Real Estate Developers you dont necessarily want to give them a free cruise, even
though everybody wants a free cruise. It just seems a little bit incongruent. Because theyre going to think this just
doesnt seem right. If Im here for a real estate product, why are they giving me a free cruise or a free iPod.
What would be better would be a free DVD on real estate investing or something like that. So here, who I was targeting
was the biz opportunity market. So I was giving some of these products here that I knew that theyd be interested in
and after that, all they had to do was enter their name and email address and they would get these items for free.
What I realise now, is that now I could redirect that person over to a sales page. What a lot of people do, is they drive
traffic over to a web page with a headline and sales copy and everything like that. The problem with that is, most sales
letters convert somewhere between 1 and 4 percent. One is a bit low, the average is about 2 to 3 percent and if youre
converting about 4 percent then you have a real, real winner for a sales letter.
What that means is about 96 percent of people that come to your website close the page and you never see them
again. It also means that 96 percent of the advertising that you spend is going to waste. 96 percent of the traffic that your
affiliates are sending you is going to waste. And 96 percent of all your marketing efforts to drive traffic is going to waste.
Because only 4 percent of the people, if you have an excellent sales letter, are ever going to take action. So what we do
is we focus on capturing the name and the email address. It doesnt matter where the source comes from. Whether or not
it comes from the Search Engine or from Google Adwords or, when I started I was using some free traffic sources like you
see on the bottom left and the bottom right.
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No matter what the case was, every single place that I was gathering advertising was going to a page where the only
call to action was to give somebody something for free and then capture their name and their email address. Once you
have their name and their email address and they hit the submit button, well now we can send the people over to our
website and we know that 2 to 4 percent of these people are going to buy..
What happens if they close the page and they dont buy? What can we do the next day now that we have their name
and their email address? Right, we can do a follow up. And if they dont buy on day two, we can follow up on day three,
and day four, and day five. And you know what? They may never buy. But, you know what we can build a relationship
with them and then we can review other products as an affiliate.
We can send out emails to them, when weve given them good content and thats part of our newsletter is the review.
Who knows maybe down the road maybe theyll come to a workshop, where the workshop is $2000, $3000, $5000 that
youre having and now because youve captured their name and their email address maybe that didnt buy your product
but now theyre coming to one of your workshops or something like that.
So, now I changed my marketing. Instead of driving traffic to a website Im just trying to capture names and addresses
so I can build relationships with people. And I start getting about 50 opt-ins every single day so my list is now building by
50 opt-ins every single day and I noticed something. When I had 1,500 members on my option list I made $1,500 that
month on line. And then when I had 3,000 members, about a month and a-half later, I started making $3,000 that month
and when I had 5,000 members that month I made $5,000 online.
Everyone see the pattern thats going on here? As your list starts growing its in proportion to the amount of money
that you make every single month so you didnt even need a calculator at this point to start grabbing and saying Well,
what happens if I have 10,000 people on my list? Well at this rate in one year Ill have 30,000 people on my option list, it
cant be, that Ill be making $30,000 per month online.
But it worked out to be true. As my list started growing the amount of people I had on my list was the approximate
amount of money I was making every single month online. So, my main focus became doing one thing and thats it. And
if you ask me what I really do online in a nutshell I will tell you that I drive traffic to capture names and email addresses, to
build relationships with people and give them good content so that when I do have something that can help them they
buy.
Thats pretty much it in a nutshell there. So, in June 2003 I said Hey if Im making $5000 a month, Im going to
document the exact system that Im doing and Im going to share it with people. I created a product called Carbon Copy
Marketing this is my very first product it was $47 and it consisted of 41 videos.
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Basically the first video said
Step 1. Get a domain.

Step 2. Get a web host.
Step 3. Get a PayPal account
Step 4. Sign up for these places to drive traffic; and I just drove everybody through the exact steps that I did and if they
did what I did they would have a carbon copy result of everything that I did. We have a tremendous amount of case
studies since this product of June 2003.
Later that month I stumble across the name of somebody called Mark Joyner. Has anybody ever heard of Mark Joyner?
Im just curious. Okay Mark, some people refer to him as the godfather of Internet marketing. He was one of the true
pioneers of bringing direct marketing, which is what everybody was doing back in the 60s, 70s, 80s and early 90s where
sales letters would go out in the mail, people would open them and respond by sending them an address with a self
addresses envelope.
Mark was one of the people that bought those concepts online. And at this point he was basically looking to, he had
something that was called the Farewell Package, he was basically selling his business and he was selling out all the
source code and everything like that.
I purchased that package for $1997. One of the best decisions I ever made, because it truly changed my life. One of the
students that also purchased a farewell package was a young man he was a 19 year old kid his name was Mike Chen and
within 2 weeks he created a site called Fly-in ads and Im not going to tell you about that site but when you see there the
first exposure to the OTO a onetime offer.
Basically Mike Chen had 2 products one was called Web lock pro which was a $67 product. And he had another
product called The biz automater which was a $27 product and they were selling very well at that time.
When you joined his new site Fly in Ads he had a onetime offer. He said, If you buy, if you want to take me up on the
Biz Automater and The Web Lock Pro $100 value Ill give it to you now for just $19 but if you pass on this youll have to
pay full retail price, youre only going to see this offer just onetime.
This was good software. So I said, Wow for $19 this is a no brainer, Im going to purchase it. I would say about a week
later, his website had crashed he was getting so much traffic because the site was growing so fast that it actually crashed
the server for about 12 hours. He sent out in email stating that they had over 50,000 people join the site in the first week.
So, I did a little bit of math and I said Well, that was a pretty good onetime offer that he had for $19. I would assume
that everybody would have purchased that onetime offer. I said Lets be realistic, lets be conservative and say that 10
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percent of the people purchased that onetime offer for $19. So I took $50,000 and I multiplied it times 10 percent and I
had 5,000 and I multiplied that by $19 and I came up with some absurd number of around $50,000 or so and I said, Well I
must have done something wrong because that really should come up to $5,000. So I put it in again and I put the
numbers in again and sure enough it comes out that with the site, with that onetime offer he made $50,000 in a week
which was probably as much money as I would be seeing in close to six months with my full time job.
When I saw that I immediately said, I think that I can duplicate this system. So what I did was I hired this guy hes my
programmer in Romania. Ive been out there to meet him 3 times already and I had him design a site for me. But, I needed
a onetime offer. I needed some products so what I did was I created this product here. I called it The Best Deal Ever.
Probably not what I would have called it today but back then thats what I called it. What I did was I purchased as many
private label rights as I could and I re- labelled all the products as mine. I got re sell rights. I took my own product I put
Carbon Copy Marketing, whatever I could put the rights to, I did. Some products were selling for $97. Some of them were
selling for $47. Some were selling for $19.
I came up with about 9 different packages which was the value of about probably somewhere around $400 and I
positioned this product at $97. And I released it to the market as a $97 product just so that when people join the new site
that I have coming out I can do a onetime offer for this $97 product for $19.
So I get my site created for me. Its December 2003. This is my first - I call it a pre-Butterfly Marketing site but this is
where the strategy started to develop and it used the Best Deal Ever as part of the onetime offer and we went live in
December 2003 and yes, at that point, I got so much traffic to my web host that I was shut down for three days until I got
the web host that Im still with today.
This was the screen shots that happened after I launched the site. What youre seeing are $19 payments coming in on
the very first day when we launched the site with the onetime offer. We did $25,000 in our first month with this site. To
me that just completely blew me away, I mean, you know I was working 70 hours a week in the car business to make you
know $10,000 a month and I made $25,000 in just my first month with a site that was just going on to continue - still to
this day brings in money for us.
I figured at this point, time for me to start branding my name. So, a year later believe it or not it took me a year to
register my own domain name. www.mikefilsaime.com and I figured let me start branding myself. So, quick survey, who
in here does not have their own name as a dot com right now? That is way too many hands. So, tomorrow if one of the
speakers asks you that question there really should be no hands that go up unless you dont have a laptop or cant get
access to one.
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You definitely want to get your name because if you dont, somebody else will get it when you start getting popular. I
wanted to do a survey to my list the other day and I wanted to register a domain name called Ask Mike Filsaime.com. I
went; somebody already registered it on me. Thats what people will do. So you dont want that happening to you.
If somebody already has your name, if youre a John Smith well then try it with John L Smith or get a dot name if you
can. But you really want to try get the dot computer if you can because the Internet, why you wouldnt necessarily want
to go with a dot com dot au is because the Internet allows you to reach a global market and the default domain that
most people think is dot com.
If youre going to be doing local business, to local brick and mortar businesses and youre doing advertising to help
local businesses you can certainly go with a dot com dot au I would probably recommend it. But, if your customers are
going to be international, I would definitely recommend that you do with a dot com and not a dot com dot au.
Because about 65% of your customers will be in the US.
They, you know, Americans can be pretty funny sometimes you know if they see a dot ro or a dot com. dot au or a
dot co dot UK or things like that they tend not to order for whatever reason because, you know, theyre so used to
seeing a dot computer, just your domain name could affect your sales.
Moving on. I start taking the money that I have and Im outsourcing into a lot of different places at the land sites and I
hire all these programmers to make me the No Spin Zone and I spy friends which was before MySpace. I wanted
something like a site that was called Friendster. I had half price marketing and like all these different sites that you see
right here and I labelled this the dud zone and the graveyard because I worked on all of these projects for about 6 to 8
months and not one of these projects, maybe all these sites combined probably make me about $50 a year.
There are a couple of reasons. One because I wasnt staying in something that I was passionate about, I was just
chasing latest trends and latest opportunities. The other thing is I was just focused all over the place, none of these sites
were congruent, none of them worked with my type of marketing and I had no business going into these different places.
Basically, what I was chasing was opportunities and screen shots and things like that. So, this is important to let you
know that theres probably about eight and I could probably list another eight on top of that, that I cant even get you a
screen pic because the sites were never even built because I was just trying to do too many things at onetime. Im going
to explain that later on in the presentation, how I overcame that and how I was able to start really moving projects
forward that were in my specialty. So heres a turning point.
August 2004 I quit my job on August 5th 2004 to go full time online and 14 years in the car business comes to an end.
The story goes, that somewhere around February 2004 Im coming back from an actual automotive conference and Im
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driving back from Atlantic City, New Jersey at an automobile conference and my cell phone goes off and its the owner of
the 14 car dealerships.
I pick up the phone and I say, Hey John hows it going? He says, Good. Hows the Internet marketing conference? I
said, Good, really good. I learnt a lot of really good stuff. He goes, Great, I need to see you in my office tomorrow
morning at 9am. I said, Great. Hung up the phone and I looked over at my wife and I said, You know I think John just
said how was the Internet Marketing Conference, and I started to get a little worried because I was actually at an
automotive conference and how does he know that Im doing Internet marketing.
I was wondering did he really say that. So sure enough the next morning I show up in his office and its 9 oclock In the
morning and he comes in. You guys remember the movie Wall Street? Remember Michael Douglas played Gordon
Gecko. Remember that really shrewd business person; perfect hair, perfect suit, perfect everything like that. Well, that was
John. That was who I worked for. He comes in and he sits down and Im sitting in front of him. And he takes his monitor
and I cant use the exact language that he used but I think youll figure it out. He turns the monitor over to me and he
says, What the heck is that? and I laughed.
He had www.mikefilsaime.com up on the screen and he says, You think this is funny? I said, No John Im just a bit
surprised thats why you called me in here this morning. So he went on to tell me how he was going through my sites
and he spent 4 hours going through all my sites and he says, For you to run a car dealership, Im surprised that you have
the time to do this. Im wondering if youre losing focus.
But, the truth was out of all the dealerships in the auto group we had the highest profit and the highest customer
satisfaction. So there really wasnt a problem with me but I was dead tired. So, you know, he basically gives me a lecture
on how to stay focused and everything like that.
Then from that day on we would have meetings every single Monday and I would walk into the meeting with the other
14 general managers and - you guys ever heard of the Sopranos? Well thats not a stereotype. Thats actually exactly how
it is in New Jersey and Long Island. I had a lot of managers that would come in and say, Hey, how many cars did you guys
do yesterday? Typical type of stuff, and you know I would walk into the meeting maybe the fifth or sixth person and
John would look at me and go, Hey, look who just joined us. Its Internet boy. Everybody would laugh and chuckle and
theyd come up to me and say, Hey, you know Mike. Why does he call you Internet boy? Now keep in mind, at this point
Im probably doing about $15,000 per month online.
Most people probably thought I was making 5 or 600 or $700 a month. Because they didnt really realise the potential
and the leverage that you can do on the Internet if you know what youre doing and you actually take action. So, it
became a thing now that everybody was coming up to me saying, Hey, can you teach my wife how to do this. Can you
show me how to do this. And it actually did start to become a distraction.
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So, long story short, he comes into the showroom one day where he never comes in and at about 7 oclock at night, he
sits down right next to me up at the podium. Im working deals and he sits down right next to me and hes just looking
around like this, and we had just gotten a new Web host for our site, and he had put in a request for a price for a Toyota.
It actually came up with an email from Millennium Honda. So he slaps down his hand on the table and he looks over at
me and he goes, Mike let me ask you a question. And he shows me this and hes very upset. And he says, If I was to
send an email or opt into your list would I get another email from another Internet Marketer? and I said, No John you
wouldnt.
He says, So why am I getting an email from another dealership? And the truth was, everything was working great and
it was his idea to change to this new company and it was the first day with the new company, but obviously he didnt
want to hear it.
So, he stands up and keep in mind remember he thinks Im only making 500 or $1000 a month. He says to me, Mike,
you got to make a decision, and youve got to make a decision right now. Either youre in business for yourself or youre in
business for me.
I said, John let me just clarify that. Are you telling me I need to either work for myself or work for you and quit what Im
doing online? He said, Yes and I want an answer right now.
And I stuck out my hand and I said, Well John its been a great 5 years. He looked at me and said, Really? And I said,
Yes. And he said, Well give me the keys to your car. Give me the keys to the safe, and give me the keys to the front
door. And I took them off and I was shaking and I took them off the key ring and he walks out of the dealership and he
gets on the phone and he say, Tommy, I need you in the Toyota showroom tomorrow youre the new general manager.
At that time I was very, very worried. But, I have to tell you sticking my hand out and shaking his hand was the very best
thing I ever did in my life. I needed that nudge. Im not quite sure what would have happened if it would have taken
another year, or what the growth would have been, or anything like that, but that was a major turning point in my life.
So, 14 years in the car business comes to an end. And I become a full time Internet marketer and at the end of August,
John Reece launches a product called, Traffic Secrets and he does a million dollars in a day, online. A million dollars in
one day and he releases a report called The One Man report. One man. One Product. One Day. One million dollars. That
was the report. And in this report he goes on to talk about how nobody ever thought about having a million dollar day
before and he looked at it very similar to the four minute mile.
You know once the minute mile was broken - nobody had ever thought it could be done before, but then once it was
broken it was donetime and time and time again.
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So, he said that he wanted to encourage somebody else to have their million dollar day. So, I read that report and I
started thinking, Well, you know what? Thats inspiring. Im going to set a goal.
So, that very day, Im on a Tele seminar with Gary Ambros and I told Gary - and if you actually go to a site called
Seminaraces.com youll hear the call and it starts on August 2004 and youll hear Gary taking to me, and I was always
fascinated with something called the Butterfly Effect you guys ever heard of The Butterfly Effect?
Okay. The Butterfly Effect is based on the chaos theory, basically it says that a small change in its initial conditions can
have a dramatic effect so basically the single flapping of a the butterflys wings can change the weather.
In the future a sunny day might actually turn out to be a tornado further on down the road. So, I was explaining that
concept to him and I told him on this call; You know I think Im going to register a domain name called Butterfly
Marketing and Im going to shoot for a million dollar day.
So, the very next day I registered the domain name www.butterflymarketing.com.
Now, theres a reason why that date is in red. Thats August 31st 2004. The sales page for Butterfly Marketing doesnt go
live for almost a year and a half later. Heres the photo that I took after I registered the domain name on September 4th
2004 I took a photo for Butterfly Marketing.
That picture, date and time stamp is actually still on the website. The important thing to notice is that Butterfly
Marketing didnt go live for a year and a half. January 31st 2006 is when I launched Butterfly Marketing. And, when we
launched Butterfly Marketing we did $671,000 in one day. So, I fell a little bit short. But, we did one $1,000,000 in five
days.
But, a lot of people started referring to me as an overnight success. You popped up out of nowhere, you know you
just showed up out of nowhere. And, what a lot of people dont realise is theres really no such thing as an overnight
success. An overnight success is from a lot of hard work underground and then one day it just clicks in.
So, you know the big thing is that sometimes people just think, I want it and I want it in the next 90 days, and it
doesnt come that way in most cases. It doesnt always come that quick. You have to start working hard, as you can see I
was willing to put that investment in, in August 2004, to have a million dollar week a year in a half later.
Moving on. In October 2004 I launched a site called www.list.com. This site uses the Strategy thats now known as
Butterfly Marketing and we did $75,000 in one day and we do $100,000 in one month. My opt-in list is now approaching
100,000 members so how much money does that mean Id make in a month? $100,000 in a month.
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And I now reach super affiliate status. What that means is, Whos this guy Mike Fillsaime? That is just showing up on
the leader board every single time theres a promotion? Whos this guy thats taking first place and winning plasma TVs
and money and all these different sorts of things that nobody knows of? And Im just sending out email promotions for
whatever different product it was and Im just taking first place, second place, third place or whatever the case is.
And, in many cases earning 15,000; 20,000 $30,000 in commissions for sending out 2 or 3 emails for a product. In
February 2005 I get a phone call from Mark Joyner. He tells me that him and that other person Mike Chen have another
site called Instant Buzz and they wanted to sell it and long story short I cant tell you exactly how much I payed for it but
lets say it was somewhere between 50 and & $100,000. Closer to $100,000. And I had about that much money in the
bank and I was very scared that, Wow I just went full time online and I really like this site. I really think theres a lot I could
do with this site. But to take $100,000 out of the bank just seemed a little bit to crazy to get rid of my entire cash savings
at this point.
So, what I decided to do is, I run something that I call an expansion sale. I took all my popular products at that time and I
lower the price down for five days. And, I said, You know, Im expanded my business and Im raising my funds and I did
this sale and I raised $37,000 in five days.
Now, what was interesting was, the deal was, I said to them Ill pay you $40,000 up front and pay you the rest over the
next five months. They said, Okay deal. So, I ran this sale. Within five days the Internet allowed me to leverage the down
payment. So I walked right in and payed them the $40,000 didnt touch any of the money I had in the bank and the most
beautiful thing about it was this site was actually bringing in the money that I needed to pay them off by the 10th day of
every single month.
So, by the 10th day I had enough money to pay them the monthly payment for that month and the next 20 days was all
profit. So, to this day I still feel like I purchased that site almost for free because I wouldnt have had that sale unless I had
made the offer to buy the site.
March 2005. I said, Well if I can do $37,000 in five days running a fire sale, theres probably a lot of people that would be
interested in learning how I did it. S, I created a free report called Fire Sale Secrets. A lot of people went on to have a lot
of success with this. Willy Crawford did a sale. Raised $100,000 in 10 days for his daughters wedding.
The important thing in having a sale is always having a good reason why youre doing the discount. And, thats a free
product and thats the start of the thankyou page concept and were going to talk about that in just a little while.
March 2005. I launched a site called the JVnetwork. www.JV-network.com .Theres 17,000 people that are part of a
community that would rather know about the joint venture than finding out about the product in their inbox when its
time to buy it. So, this allows people to become an affiliate and get a discount on the promotion before the general
public even knows about it.
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In March 2005 I purchased that site Instant Buzz with the money from my expansion sale. June 2005 I launched a site
called www.pay.com this is actually the most profitable site that I own and its probably the least headache. Its
completely automated.
Have you guys heard of a site called ClickBank? -- Yes.
It works just like that except it uses your PayPal account. Okay January 31st 2006. So, were almost getting to this current
point here. I launch Butterfly Marketing and we do $1,000,000 sales in five days. That allowed me to start expanding my
business from there. April 2006 I go to an event. One of them was by Stephen Pierce and I meet Rich Schreffen hes my
mentor. He helped me go from $100,000 a year to about $1,000,000 a year in my first year that I started working with him.
And, John Childers. Whos ever heard John Childers speak in Australia? A few of you. Yeah he comes out here as well.
John teaches how to speak from the platform and those are my 2 most important mentors there. So, August 8 I take the
home study course that had the DVDs and the software for Butterfly Marketing and all the reports and I take the main
concept.
Called, The Butterfly Marketing Manuscript and I now sell that separately as an eBook for $97 and I launch that. And,
we had so much traffic to the site that we hit 332 at www.Alexa.com. Alexa basically ranks daily traffic ranking, so of all of
the millions and millions of sites that are out there on the Internet. There was only 331 sites that got more traffic than us
that day.
So if you can imagine, Ill give you an example. If you check the Alexa ranking of Paypal.com. Ah PayPals Alexa ranking
is somewhere around 450 to 500 on any given day so with all the people that are using PayPal and using eBay and paying
people and everything like that, we got more traffic to our site that day than PayPal did.
We set a ClickBank record for 1 day. We sold more sales in one day than anybody had ever sold in ClickBank. It has since
been beaten 5 times by other people. More that one minute mile type of thing. Four minute mile and we did so many
sales with ClickBank that I couldnt even get my reports.
It doesnt let you more than 1,000 sales on one screen. It kept asking me to refine my search, but I couldnt. So I had to
call them and they sent it to me in an Excel file. I used a video for the onetime offer. I actually had sat down in my office
and had Tom record a video of me, for 5 minutes, explaining what Butterfly Marketing was so when they purchased the
$97 manuscript I gave them an upsell to buy the entire $1500 home study course for $997 and with that, and with the up
sell, we did $301,000 in total profit within 24 hours.
Okay just last November I released a report called the Death of Internet marketing. That used a lot of different
techniques, but that ran with my Butterfly Marketing software we reached 141 on Alexa.com.
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I dont think anything has come close to that prior or since then on the Internet. Thats just an incredible Alexia rank in
one day. We had 34,000 people double opt-in just over 24 hours to get this report and in the first month of the report, we
had just over 100,000 opt-in to get that report. What do you think that did for my monthly income?
Right. Okay. So, I used that new list to help launch a site that I did in February called The 2007 figure business
workshop how to get a 7 figure business in 2007. People payed $5,000 to attend this. There was over 140 people there
and almost 100 of them payed the $5,000 to attend this workshop.
February 2007 I launched a product called Viral Friend Generator and we did over 1,000 units in our first week, at $97.
March of 2007 I was speaking at an event called the World Internet Summit right here in Melbourne. And the producers
of that event had asked me, they said, Hey Mike, would you like to do the speaker challenge: and I said, Sure, what
does that mean? and they said, Well show up on Thursday and launch a product onstage and I said, Well I said I dont
have anything thats going to be launching until April and they said, Well is there anyway that you could speed this up
and launch it at the event.
So, I did what I could, and it wasnt as effective as I would have liked to have made it but we got it done and the
resource report goes live onstage at that event World Internet Summit, in Melbourne in March. And, Im going to give you
the case study of that a little bit further when I case study some of our sites.
Then just recently in July; the Seven figure code, we took our workshop. We put it into a DVD course and we sold over
2500 units in 7 days and that bought in over $1.5 million in 7 days. So, thats pretty much my story. Thats how I started.
There was a time with the very first slide there, where you saw Millennium Toyota where I knew less about Internet
Marketing than any single person in this room and thats a fact. Because you guys know it exists; and I didnt. And within
just over 4 years I was able to have these results.
So, heres - real quick, heres my staff which your seeing right there is Tom and Joe and Jason, Mike Muirs and all the
different people that help run our office. Theres actually 3 more people that we hired that arent on these slides. These 3
people help run our help desk and thats our team in Romania that I go visit about every 9 months out there.
So, thats our staff. Theres about 3 more people that are with us I think its a total of 27 people now. So, heres the
nuggets and pearls that we want to get from that history there.
Number One: focus on list building and relationship building. It drives the growth of your business and at the end of the
day, your list is your true asset. I could get out of Internet marketing right now and not do a single thing and probably
promote one product every single week and probably still do close to $50,000 per month online. And, if I was ever going
to sell my business its that customer base and prospect base that I have that gives the business its true value.
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Number two: Maximise the power of viral marketing. Were going to get into that in just about 5 minutes okay. Next
thing is things dont always go as planned. Remember I had all those sites in the graveyard and the dud zone. Okay
Im going to try and show you how you can avoid that. Okay?
Number Three: Theres no such thing as an overnight success. Okay.
Number Four: Making money online is easy. I will tell you that. I do believe its easy. Because theres just so much
opportunity and leverage and youre just dealing with billions of people that you can get in front of. However, it does
take time and it does take a little bit of dedication and taking action. Okay.
Number Five: I think its important that you keep creating content. As you saw, one of the things going on is, I constantly
had new products coming out for my market because if you dont create it, theyll go somewhere else to buy it and when
you have a relationship with people they cant wait to get your next product from you. All right?
Number Six: Present an offer when the time is right. What that means is when you have a visitor that opts in to your
newsletter make them an offer. Dont give them an Autoresponders series where youre going to warm them up and get
them all excited about your product and on email number 7 two weeks later youre going to give them an offer. Because
most likely there not even reading that email. Al right if you have their attention right now there is no better time than
the present when theyre there at your site for a reason. They were searching in Google or they were interested in clicking
that link and getting something and entering their name and email address. You need to offer them something right
away. If you dont, youre leaving a lot of money on the table. Okay.
Number Seven: Grow with the right staff. I think thats important. You saw that slide and I dont want you to think, Wow
do I have to have a company with all employees? No. But you definitely may want to get somebody to run your help
desk for you at a certain point. Youd be surprised how many will run your help desk for like $50 a week or something like
that.
Number Eight: Find the right mentors. That was very important for me.
Number Nine: And, then when its all said and done. Tell your story. Share your results and sell your system. Theres a lot
of people that would like to know what it is that youve done to become successful and I was talking with David and Nik
about you guys and basically Im told that as far as probably, Ive spoken probably 50 times and probably the most
successful people that Ive ever spoken to, will be sitting in this room.
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So, youd be surprised if youre successful how many people would like to know exactly what it is that you do. Theres
people making $18,000 a year, $13,000 a year that would love to know how youre making $50,000 or $100,000, $200,000,
$300,000, $500,000 or whatever it is that youre making. People would love to know what youre doing.
All right. Real quick and then were going to get into some good meat here. Here s some of my business stats. My opt-in
list is now growing at a rate of 1,000 members per day. We have almost 500,000 active subscribers on our opt-in list. In
2006 we did $4.4 million in sales and were doing roughly about on average $300,000 a month in sales or about $11,000
per day.
Here are some income shots from PayPal from this year, Ill go through real quick and obviously the bottom one is from
The Seven Figure Code there in July.
We sell products through ClickBank. The top left which your seeing is daily sales for one of our five products and
ClickBank is one of our best selling products and on the right you can see the cheques that ClickBank sends us every 2
weeks. $16,000, $32,000, $24,000 somewhere around $40 - $50,000 a month we get from ClickBank.
Other sources of course come from Affiliate Marketing and email promotions and speaking and my mentoring program
and things like that and finally enjoy life. Treat yourself, you know, when you get there. This right here is a 2007 Corvette
Z06 its the fastest production car ever built in the United States it does 0 - Ill convert that for you. 0 to 100 kilometres in
3.9 seconds.
Its 505 horse power so whatever it is that, that would be there for you when you have everything you want, you would
just substitute your picture right there. All right, so now its your turn.
So, would you like to know how you guys can do the same? -- Yes.
Great. Here we go.
Heres the thing that happened with me, with working on to many different products at the same time and I call this
Operation Overload and this is what happens in theory, in theory when you work on to many project at a time okay.
So, let me just do a quick survey of the room here. Some of you guys I know already are working online, some are doing
some other types of things, but I know that you probably have different ventures going on. So, how many people right
now are currently working on a project? Okay, leave your hands up for me if you can. How many people are working on 2
projects right now? Almost no hands went down.
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Three projects? Just over half of you. Four projects or more? About 25% of you. All right. So, if youre working on a
project. I think that most projects if youre laser focused, and you put those blinders on, like you know like a horse at the
race track and you dont let anything distract you at all I believe that if you put down what needs to be done first to last,
prioritise it, and do what you do best, and get other people to outsource the other things for you, I truly believe you can
get a product done in 30 days or less.
So, if you are working on four 30 day projects, you know, simple math says that after 30 days you are only going to be
25% of the way through with each project.
So, after 30 days what does it say there at the bottom? No money! You havent bought in any money from these four
different projects that youre juggling like a person, you know, spinning those plates on stage.
So, after two months, getting a little progress here and you are 50% of the way through your four projects and after 60
days, no money. Still! And after three months you have your four projects, youre 75% of the way through and you still
have not bought in a single dime, while youre moving your four projects together. And then finally, in theory, if you are
working on four projects at the same time. It would take you four months before you start receiving any income for these
projects.
So, heres what really happens. Because we multi task, and when we multi task it causes us to lose focus, and it causes
us to lose momentum. Because we dont set a hard date to get anything done; as I said we are just basically spinning
those plates and one starts to wobble a little bit, we just give it a little bit more, but at the end of the day we know its
going to eventually happen.
So, when you are multi-tasking. Instead of going one month, two months, three months, four months. It really becomes
one month, three months, five months and seven months before we would see any income. Because when you are
working on several projects you cant get the same amount out of a 30 day project when you are just allowing so many
different things to distract you, when you are working with different partners and taking phone calls and instant message
and things like that.
So, thats what really happens but here is what actually happens. You get this ooh I got this great idea for another
project. I just met so and so out in the hall, and you know theyre really good with XYZ and Im really good writing
articles and copy writing, so we're gunna start this joint venture and were gunna start this new project and were
gunna launch it in a couple of months and everyone gets all excited. Which is good, you know we definitely need to seek
out joint venture partners, but lets just throw that, you know, somewhere in the mix over here and then we start working
on that project and neglecting another one of the projects and all of a sudden you know we get this idea for another
project because we cant shut this, you know this thing off.
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We start getting to this habit of idea, throw it into the mix and lets just throw that in there somewhere and then now
all of a sudden we have six projects that are going and after twelve months, six projects - after one year we havent made
a single dime.
Does that identify with anybody in the room?Yes. Okay I was there as well. Its pretty simple, how to combat this. The
proper focus procedure is to prioritise. Focus on one project at a time. Find out which one of your projects, you
realistically feel, you can bring to the market in the next 30 days. Work on that project and sideline the other projects.
When you launch that project, then you can go back and see whats the next project that I want to bring to the market.
You focus on one project at a time. After 30 days you launch your project. As you saw that I was able to do, through-out
the last four years. Your project is 100% complete and you have income after 30 days. You go to your second project.
Project two is now completed. Your first project now starts to build momentum and starts gathering more affiliates, so
you start testing headlines and now you have two income streams after 60 days.
Now you've got the right pattern going on. Start a project, finish it, bring a new income stream in, launch your third
project, and so on. So, now you have your third project. Your second project starts to build momentum. Your first project
is building even more momentum, and you have multiple streams of income that are going on and if we continue, if we
continue to keep getting ideas and working on all these different projects at the same time, you know, I hear it all the
time.
Im working on this, Im working with this partner, Im working with this partner and I see somebody again at a
seminar, and its like, What are you doing now? Im working with this person now. And whatever happened with
these projects you were working on? Oh, theyre still on the back burner, but this one is my real big project right now.
And where are they going to be in another six months?
So, the important is, identify that one project that you think you can get done in the next thirty days, write down
everything that needs to get done. I need a sales letter, I need to set up my merchant account, I need to get the domain
name. I need to get the hosting; I need to set up my affiliate program. I need to set up my thank you page; I need to write
the eBook or whatever the case is.
Write down everything that needs to be done. Prioritise it. Put it in sequential order, logically, you want to get the
domain name first, right? You dont want to do that the day before the site goes live. So, put in an order. Find out what
you're going to do, and if you're going to do it all at the beginning, thats okay. I did it that way as well, and if you can and
you can outsource some of the things, to people that are experts in copywriting, if you're not, then thats what I would
suggest you do.
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Okay? Were going to move to Butterfly Marketing. Im going to explain what Butterfly Marketing is. I explained the
butterfly effect to you was before, so Butterfly Marketing basically means the small changes that you can do in your
business, not necessarily an Internet marketing business, the small changes you can do in your business that will have a
dramatic effect to you over time.
Butterfly Marketing allows you to have passive income because its a passive money maker. It makes passive backend
sales, and it can be used in any niche, whether its personal development, health and fitness, real estate, or, you name it.
So, remember, I showed you Fire Sale Secrets earlier on, somewhere, I think in 2004, 2005 I think it was actually. So,
heres the concept here. If you notice this URL up here? Okay? Basically when someone gets invited to this site I dont
use any Search Engine optimisation, I dont use Adwords. This site uses strictly viral marketing. Thats it.
And it uses an email that says, something along the lines of, Hi, I just got hold of Mike Filsaimes new product, its $47
value, and Mike said that I can share it with a few people, so you can bypass the sales page and go directly to the thank
you page and you dont have to pay anything for it, simply click this link.
So, people click a link that says Viral sale secrets.com/thank you with their affiliate ID after that, like maybe $1150, or
something. And it looks like they dont have to pay for the product. So, what we see as a normal opt-in page has a
conversion rate of about 30 percent. So, what that means is when you bring someone to the page, and you're asking for
their name and email address, 20 to 30 percent of the time theyre going to give you their name and email address.
When you do this, your conversion rates are somewhere around 70 to 80 percent. 70 to 80 percent and the reason is,
people think theyre somehow getting something on the system. It says, Congratulations, new customer, welcome to
the private download area. You now have private access to this $97 value product. So when you go down, they think
theyre registering for their download, see how that works. And those people that after they enter their name and email
address, what do we want to present them, always? An offer. The onetime offer will help boost your conversion rates
from 2 percent to 7 percent, and a onetime offer basically means that you're going to see this offer now and if you pass
on it, youll never see it again.
The most important thing, in a one-time-offer, if you want to write this down, is the reason WHY. You may be
wondering why this offer is only available now? Its very important that you give this reason WHY for your one-timeoffer. Otherwise people feel this isn't fair. Why do I have to make a decision now? Why they high pressure. But if you give
the people a REASON, like, The only thing that we ask, is that if you like the product, you give us a testimonial. Right now,
as you can see, theres no testimonials on this page. As soon as we gather enough testimonials, well put them on this
page, sell it at the regular price, and take down this special offer.
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So, people say, theres a good reason WHY there. Now what you do, is you give it in the free product its an audio
product and you give away great content. Excellent, excellent content and its also a soft-sell infomercial.
So, lets say anyone in here have a real estate investing course, or know someone that does? Okay. A couple of you. So,
lets assume for a second that butterfly effect. So, lets assume for a second that you know somebody that has a real
estate investing course. So, what youd want to do is come up with a domain name whenever youre doing an
information product, always use the word SECRET if you can.
If you right click on the word SECRET in a Thesaurus, youll see that theres no other word that can be used like the
word SECRET can. Its a very, very powerful word. Secret implies that theres something that is known, thats helping
people that the visitor at the site doesnt know. If the domain that you want is taken, then use SECRETS REVEALED or
SECRETS EXPOSED.
Okay. So, what you do is, you would find a person that has a real estate product, or whatever it is, whether its how to
make money with Forex, or how to lose weight, with low-carb diets, or whatever it is that you believe in, and you
interview this person and you sign up with their affiliate program and underneath this audio button, you put a link to
their product with their affiliate link. And what you would do is, you would say something like, Well, Jim, I know that
youve had hundreds of people that have used your system on real estate investing that have gone on to make over
$100,000 a year, and if anyones interested in your product they can just simply click the link below and get the product
and if they buy through that link they also get my bonuses, or whatever it is. But Jim, let me ask you a question. How did
you first get started, and how did you stumble across your system? and Jim goes on to give really, really good content.
Wow, you know what Jim, that was really, really great, and if anyone wants that product, they can click the link
underneath the audio. But Jim the next question I have for you, and you ask really good questions, at the end of the day,
people hear this 45 minute or this 60 minute interview where theyre getting a lot of really good information. And when
people hear really good information, they usually want to learn how to get more. All they have to do is click the link at the
bottom.
Now, if this is a $400, or a $500 product, and youre getting $250 in commissions, you can make, probably, $3 5,000 a
month, in commissions, forget about the one-time offer, just as an affiliate for that product. Okay.
Next, Butterfly Marketing recommends using an affiliate URL that looks like this. When you use that in the email, most
people are going to be more likely to click on a link that looks like that when it says, Mike has allowed me to let you get
this product for free, compared to a product URL that would say:
www.firesalesecrets.com/adminid=273?affiliateid=16597.Product id = 2.
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Has anybody ever seen a link like that, and thats just clearly an affiliate link, and it turns people off. Because you're
saying, Im reviewing a product, Im telling you that its good but it screams even though people know it just screams
IM MAKING MONEY ON YOU.
And then people get this thing in their head, Why are they really sending me this email? The affiliate idea is right
there, and it hurts your conversion. So, Butterfly Marketing allows you to put any type of URL that you want, and the
number at the end of that is the affiliate ID. Thats what tracks the ID. So, I read this for you before, basically, Ill read it
here.
I got hold of a new product by Mike Filsaime. So, this could be I got a hold of a new product today by Robert Kiyosaki,
its a $97 value. Robert told me I could share the product with only a few people, so if you want, you can bypass the sales
page, go directly to the thank you page. Keep this hush for now, dont go to the sales page, go right here. When I saw
this, it made me think of you, thanks; and their name is automatically embedded.
So, what happens is, that member that just came to the site, saw the onetime offer, purchased or didnt, is going to
listen to the audio and then is given an incentive with their friends, because we tell them, If you share this with your
friends and they buy the onetime offer, youll make 50% commission, and our onetime offer is $97, so if you share this
with 10 people that buy or one person that buys youll make $50.
If 10 people buy, youll make $500. And if a hundred people buy, you could make $5,000. So, we like to show them the
math that can be made. So, this person now invites five of their friends, I think youve seen something like that. And those
five people now show up at the site and all five of those people go through the same, exact, process. This is typical viral
marketing. All five of these people see the one-time offer. All five of those people here the great content call all five of
these people all have the opportunity to purchase the back-end items. All five of those people, instantly become an
affiliate for your product and they tell five people, who tell five people, who tell five people and now the site goes
completely viral and continues to bring in people every single day and passively makes money on the one-time offer.
Passively makes money on back-end product, builds your list for you, where you can create a relationship with people in
your market, in your niche, and those are the three things.
As I said, those are the three things; its a passive money maker, passive back-end sales, passive list builder. So, heres a
screen shot here and what you're seeing there are the different affiliates that bring in people here. So, this was over a year
later and as you can see, these numbers I know its a bit difficult to read but Ill read some of those numbers for you.
What you're seeing is affiliate 613, 2670, 6140, 29, 5355, 7120, 675, 613, all the way down to 3957 down there at the
bottom.
What that means is that there are people obviously the lower the number, that means theyve been a member of the
site for a long time, just continuing to promote this, either on their site or through their Auto responder, so the new
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people that just joined 10 minutes ago, are telling 5 people, or maybe they have an opt-in list and theyre sending it out
to 20,000 people and then it floods that many people into the site and then those people and then you guys know how
the cycle goes, right?
So, this site, over 2 years old, to this day, is still bringing in over 45 members per month sorry per day. 45 members
per day, from this one site. You know what I did, I used a teleconference line, and I got on the phone to Russell Brunson,
he had a similar sale and we did a call and I also did it with Jeremy Burns there were two calls, and we did a call and we
gave exactly how we did our fire sale.
Thats it, and its great content. A lot of people get that for free and they love it but many of them, about three and ahalf percent of the people buy our one-time offer from this site. So, here was the first year case study for this site. We
launched with only 12 JV partners, in other words, I didnt tell my list. I figure, they were already on my list, I dont need to
put them back through again, and we got over 14,000 to this site in one year.
The onetime offer converted to 3 percent, it made $51,000 in sales, in the first year, and counting, and brings in 40
plus new members per day. And I dont want to say that I spent an hour on the site, but basically I made two phone calls,
had somebody do my graphics, put up the other software up on site, and asked a couple of people to email for me, and I
never, ever touched the site again. Ever.
So, heres a recent example, remember I was telling you about the resource report that we launched, in Melbourne at
the World Internet Summit? The reason why I did this, I wanted to create a viral report that show cased quality software
as well as many of my products. As you can see, Ive got a lot of different products, so it wasnt good for me to get
somebody into an Auto responder and one day tell them about the manuscript, the next day, Butterfly Marketing, the
seven figure code, they would end up getting 30 emails from me. And Id be pitching every single day and I felt that I
dont want to do that to somebody, but how do I let them know about all of our different products?
So, I created a report called The Resource Report, its all the tools that I use to run my business, everyday, everything
that I use for audio, video, and I made it free, and the one-time offer, was what I call a kitchen sink sale. Obviously at this
point, I have a lot of content. Remember we said, Always be creating content. The more content you have the more
unique offers you can create. So, I call that a kitchen sink sale, and the whats in it for me, for everyone that downloads
the free report why would they want to tell other people about the report is the onetime offer is $197 and I pay 50
percent commission on that.
So, here are these stats for the first six days at World Internet Summit. We did 13,955 members in the first six days. Now,
just so everybody knows, I never launched this to my list. Part of the Internet challenge is that the people in the audience
would launch the site for me. So, I simply said if you know five people, or a hundred people, sign up for the site, and
tomorrow morning, lets see how much the site made.
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And we only used the people in the Melbourne seminar. The seminar started on March 8th, you can see that on the very
first day, without me even telling my list, just the people, which - everybody has access to the same JVs in this room, sent
an email out, we made $8754 and we gave that money away to a lucky contestant, in the audience there, right there on
stage because we didnt come there to make me more money we came there for people to learn.
And then, as you can see the second day, and so on, the site continued to go on, and we made money from there. I
mean, what would we make on a brand new product, $1,100, or $1,200 and then $1,900 and $2,014. Five days later, when
nobody in the room is promoting any more, thats viral marketing. That onetime offer started going through because of
the viral marketing.
Five months later, the resource report brings in about $450 a day; its still bringing in 85 new members to my opt-in list,
so Im making an additional $85 a day. To this day, 31,000 people in the site, and total sales to date, $81,000. Simply from
making a free resource of, You know, this is what I use for screen shots, this is what I use to make a PD-F, and this is what
I use for audio, and this is who my web host is, and this is who I use for a shopping cart. You know over 70 different
resources that I use.
People find that very valuable. Heres a friend of mine, Mike Rasmussen, Email Promo's Exposed.com. and he was going
to make an eBook and he was going to sell it on ClickBank and he said to me, Mike, you think I should try Butterfly
Marketing with this? and I said, Mike, Im telling you, you know, if you do the eBook, it might just go really big, but after
that its going to slow down, if you want passive, constant people coming to your list, and an opportunity to sell them,
why dont you make it a Butterfly Marketing site.
And you can see, Congratulations, Private Members Area, you know the whole case study he used for the thank you
page. And whats interesting, is what he did it was a video course of about 30 different videos on how to write really
good emails. Really, really good emails. What he did is, he took about 10 of those videos and he just gave them away.
Mike, using this, brought in 45,000 new members in five months, and over $5,000 in sales, giving away free information.
Okay? Heres a final case study, we did hosting secrets revealed, the person you see there on the right, next to me, is my
web host, Joel Tierney. Joel said to me, Mike, you think that Butterfly Marketing would work for my hosting business,
and I said, Yeah.
I said, why dont we do a call about why your hosting is good, and why you're a good relationship host and youre not
going to shut somebody down for a single spam complaint and why you host for the top Internet marketers in the world
and how we can get you on the phone and you offer the dedicated servers with everything and we could talk about, like
the pitfalls. So, we launched Hosting Secrets Revealed.
We do an interview, very, very good content. 7,800 members in the first six weeks, 340 new customers, paying $297 per
year, were bought in, so we did a phone call; we recorded it, we put the site up, and it brings in a hundred and just from
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that point on, I mean that was the first six weeks, at that point bought in an additional hundred thousand dollars per year,
in revenue for his hosting business in just the first six weeks. That site still continues to bring in 25 new people per day,
because of the viral marketing.
Here are some successful case studies. Lets see if we can tell what they all have in common. Heres a person, his name is
Fabio Marciano; Ill just read off some of these things real quick here. 12,600 and 5400 opt-in members in the first 10 days.
Here is Dan Kelly, $12,000 and 2900 members in the first seven days, Dan is bringing in somewhere in the neighbourhood
of $500 per day with his site.
Here is David Watson. David saw me speak at a seminar in the UK, had never made a single dollar online. Was online for
2 years, started working with us, and he went from 0 to 65,000 in a few short months, and within his first year, did
$700,000 online.
Keith Wellman, I wish I had more time to give you the story on Keith, but he was one of these guys that came to my
blog, after hearing a teleseminar I did with Shaun Casey and he just posted on my blog, Im sick and tired of hearing you
guys talk about this and that, and all this type of stuff and the only way you make money is by teaching other people how
to make money and you never really make money in the real niches.
The only thing is he picked the wrong call to do that on, because that call was how Shaun Casey was making a quarter
of a million dollars a year in niches that have nothing to do with making money and niches on How to train your
Labrador Retriever; how to stop Hair Loss, and all those kinds of things, - so this call is actually telling about how hes
making a quarter of a million dollars in different niches and he accuses us of, you know, only making money teaching
people how to make money.
So, he posts on my blog, and I send an email out to my list, without his name, and I said, you know, Some people just
dont get it, and heres why and I posted that rant that hed put on my blog. So, he sent me an email and he said, Mike, I
apologise, that was like, a well needed slap on the face, I was just really, really upset when I heard the price of a product,
because I really wanted it but I couldn't afford it and I took it out on you and your customers. So, I apologise.
I said, Well, Keith, why dont you give me a call and see whats going on. I find out hes been online two years longer
than I have been online. How many people did he have on his opt-in list? Zero. He wasnt doing any list building. Had he
ever been to an event like you guys? No. He had no connections, he had no relationships with other marketers. So, we
gave him a simple game plan. Keith is making over $100,000 a month on line and this was the second site that he
launched. He made a $100,000 in seven days.
Jordan Hall, at the time I gave away a free Butterfly Marketing course on stage, I had asked the question, What was the
seventh habit of highly effective people, in Steven Coveys book, and it was sharpen the saw and he stood up and said
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it and we gave him a free course. He took that course and launched the site and he made $41,000 and 8,800 opt-in
members in his first 20 days.
These people in a niche they said they werent sure Terri this is her name, wasnt sure if it would work.
They do, kind of like the Tony Robbins kind of Personal development stuff. They launched that, they made $100,000 in
four days.
Heres a person that came out to a breakfast that I had in a local forum. I said, Anybody in the New York area, come out
to this breakfast, and Mike came out. These slides are probably about 9 months old but Mike is now fulltime on line and
hes making probably about $8,000 a month right now.
Brian Edmondson, $10,000 in one day. Hes averaging over $2,000 a week. Since then hes doing a lot more, hes on like
several different sites. James Grandstaff and his wife, $80,000 dollars in sales in their first 109 days.
Some of the people that you see up here at the top left, thats, wow, Im drawing a blank, Heather Vale. Okay? And
Andrew and Darryl Grant and Matt and Amanda Clarkson, and theres me with Aurelius that was in Australia and you
have Frank Bower, Bekky Dealman, Barbara Drasker, these are all other students of ours of course that have just gone on
to do some really, really incredible things.
You know, a real interesting story, you know, you guys just saw Adam Ginsberg, right? Adam, you're not in the room
right? No. Adam and I spoke at an event just like this about a year ago in San Antonio. I liked his product, he liked mine,
we worked a deal out in the back, we had dinner that night and I said to him, - he said to me How would this work for
me?
And I took it off the slides but Adam, basically had Adam Ginsberg.com, and his Alexa rank was going like this for
several years and I showed him how to take it to a Butterfly Marketing site. I said, these other products that you have, how
are they selling?
He says, Yeah, I sell about five or six a month, you know, of those things, but what I really want to sell is my home study
course and my mentoring program. And I said, Well, Adam, what you need to do is give away your best products for
free, give away all your different software, give it away for free, and change Adam Ginsberg.com to a call to action. Name
an email address. After they enter their name and email address, give them a onetime offer for your home study course.
So, he did that, and all of a sudden you look at his Alexa rank and it spikes up like this, and Adam went from making like
$2500 a month from the website, to $24,000 overnight just by implementing some of this stuff. So, what did they all have
in common? If you know it, shout it out Wheel of Fortune right? -- A mentor.
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Mike Filsaime
Say that again? -- A mentor.
Thats right. They all had a mentor. And as I said, there are a couple of other things, they had the mentor plus the right
tools, they had action have to take action and they had the property accountability and a mastermind.
So, heres an opportunity for you to put your name right there. If theres a successful case study, Id love to put your
name here as well, if we have an opportunity to work with you. Guys Im done. I want to thank you very much and if you
have any questions, just meet me right there.
Thank you.
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MoneyMasters
FEATURING
PETER
BLAND
Never Give Up Life Mastery
Peter Bland
MC: Ladies and Gentlemen, would you please welcome Mr.
MEET PETER BLAND
Peter Bland.
Peter Blands lifelong urge to

o walk the
thin line between adventuree and
AUDIO VISUAL PLAYED
catastrophe has led him to the

t ends
of the earth and forced him to test the
Two friends set out on the adventure

e of a life time to cross a
limits of his own body.
frozen neck of land at the bottom of the

e world. Gambling on
In 1998, 35-year-old Peter Blland fulfilled his lifetime
their own strength and determination, theyll cheat death

more than once. Pete Bland and Jay Waatson will risk
everything to cross the Antarctic Peninsula and only one will
ambition by becoming the first

f Australian to walk to the
North Magnetic Pole, and th
he only one to have ventured to
both the North and South M
Magnetic Poles.
make it to the other side.

Today, Peter Bland runs an a
adventure travel company
PETER BLAND: I dont know why the he

ell I use that footage to
specialising in teaching lead

dership skills to groups in the
open up my talk. It gives me the heebie

e jeebies every time I
board room and then taking

g them to the ice to put their
see it. Thank you for that welcome, and

d Brian, thank you for
newly learned skills into pra

actice.
that fantastic, flattering and generous introduction. I wrote it,

aker, Peter Bland helps people to
A brilliant and inspiring spea
you read it and I appreciate that.
identify the goals that enga

age their heart. Peter believes that
once the heart is engaged, success
s
is just a matter of timing.
That footage gives me the heebie jeebies every time I see it

because it fills me with regret and sorro
ow. But I tell you what it does do. It reminds me of ho
ow lucky I am to be alive, to be
here. Ive got a beautiful wife, three gorrgeous children. Fortunately for the children they follow their mother when it
comes to looks.
I take tourists to Antarctica to a part of

o the world I love and adore. I take ice climbing prog
grams in Patagonia; I fly around
the world sending my message to beau
utiful parts of this planet, like the Gold Coast, and I ge
et paid for it but I almost lost it.
I almost lost it all. And I almost lost it alll but for leadership. Not ordinary leadership, were taalking about extraordinary
leadership. Extraordinary leadership fro
om phenomenal people.
er Im talking about. Im talking

Now, I might be a cocky, arrogant, public speaker but Im not that cocky. Im not the leade
about the leaders that Ive been fortunaate enough to have been able to surround myself with in my life.
I believe in this. I believe in GOTTA. What does that stand for? You know, because its alll a journey. Its all a great big
long journey. Buy one of my books late
er on and youll see me say, Live the Dream but enjo
oy the journey.
Now, I used not to say that. I used to say

s Chase those dreams. Go to the summit and die on
o the way. Its not about
that. Its about chasing big, chunky beaautiful dreams but enjoying the journey along the waay. What I say is this.
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Peter Bland
Set those goals. Particularly observe the reality, because a lot of people set these great big goals but they dont stop
and look. It mightnt be such a great day to go sunbaking today, because its pissing down rain. So, maybe its a better
day to dig in the garden.
Observe. Maybe its not a great day to ask that person to do that big job in your organisation because maybe theyre a
bit tired because they had a great big party on the weekend. All Im saying is, Observe.
Massive, massive difference between empathy and sympathy. Im talking about empathetic leaders. Walk a mile in
another mans shoes. Think. You know, think. Its pretty handy if you actually do the next one, which is act. Because the
world is full of people wholl do one or two of those things. You know, definitely, lots and lots of people wholl do a lot of
acting, and theyll just jump over that cliff, or buy that property, or not take the advice weve just heard from and actually
stop and think.
What Im saying is take advice, think. Observe whats actually going on in the market place, towards your goal, and
above all and my story is particularly this one, never, ever, ever, give up. NEVER GIVE UP.
You know, I could stop right now. You could put your paper away, because my message is pretty simple. When do you
give up? Thats it. Thank you for your time. I mean, thats it. When do you give up? Never.
Towards what? What do you pursue? Dreams. Massive difference between dreams and goals, you know. The world is
full of dreamers, theyre doing bugger all about it. You know the difference between dreams and goals? Its only a little
thing and Im wearing one on my wrist here. Time. Setting a definite timeline for what you're going to achieve. Thats the
difference between dreamers and doers. Never give up.
I was born with a hole in my heart. Four years goes past and my brother pushes me down the steps of my friends
holiday home. Mum and dad thought Id broken a few ribs, so they took me to the Geelong hospital and the doctor said,
No, he hasnt broken any ribs, but hes got a dodgy ticker.
Obviously, that was devastating news for my parents, and I had to have heart surgery and they said, We cant do the
surgery until he grows some more hair, which Ive since lost. We had to wait until I was 8 years old because it was 1972, it
was very early days for heart surgery in Australia, so they couldn't operate.
So, we had to wait until I was 8 years old. When I was 8 years old we had the operation. Now, medically the operation
was a massive, massive success. Mentally, it was a massive failure. Mentally, it was a failure because I wasnt prepared for
this thing which we fear so much. Change. Because I wasnt used to this blemish. I thought it was the worst thing that
ever happened to me, this scar to my chest.
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Peter Bland
I remember we used to play at local football, we used to play shirts on against shirts off and I used to do everything
within my power to make damn sure that I was in the shirts on team, because I was so ashamed about this scar. I
remember I used to bite my thumb and put my forearm against my chest here, until my coach pulled me aside one time,
he said, Bland, take your hand away from covering your scar. Unless you do that, Im going to say that to you every single
time.
Now, Im not sure about the modern day psychology about that approach, but any rate, I did stop doing it, but I never
saw it for what it was. You know what it was? An opportunity. The defining difference, we heard earlier today about, you
know, about the coin, and dividing the coin in half, its entirely in our hands if were looking for the solution or the
problem. Im looking for the solution.
As a child I wasnt. As a child I thought this is the worst thing that ever happened and made me less of a person, it
became a platform for me which has allowed me and my wife to form a foundation to raise literally millions and millions
of dollars to help others with the same condition I had.
I went through school; I met my great friend, Jay Watson. We were at boarding school together. We were both into the
outdoor and the activities at that stage and it was interesting that we both, as we travelled through life together, we were
at boarding school together, we travelled through and Jay and I both ended up being professional yachtsmen, literally
delivering boats around the world. Jay went his way, and I went my way which culminated in us coming together for that
expedition which you saw at the beginning of my presentation.
I finished university in Melbourne, and like every arrogant university student, I knew everything and I couldn't be taught
anything so I hopped on a plane and I flew over to South America. I did a quick crash course in Spanish. I fly into Buenos
Ares, the capital of Argentina. I arrive there and the only thing I can say is Yo soy de Seville which means I am from
Seville, which Im not. So it wasnt that helpful.
I go down south; Im working on the largest sheep station in the world called Estante El Condor. Im working down
there as a wool classer, with all these men. You have to learn Spanish pretty quickly, most of my Spanish, which I now
speak is pretty guttural, and probably not that worthy of repeating today. Im working down on Estante El Condor. I go
down south to the southern tip of Argentina a place called Tel De Fuego, where I now run my business from and it was
there that I breathe my first breath of the Antarctic wind, and I was hooked. Absolutely addicted. And I knew that one day
I would get back there. That became the goal, above all others. I
Id been brought up on stories of Shackleton, Amundsen and Perry and Scott and I knew that I wanted to repeat what
theyd done a century earlier. I hitchhiked my way up through South America. By this stage, Im quite proficient with my
Spanish, and Im teaching English to a guy in Ecuador, a coastal place called Mantra, in return for the use of his surfboard.
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Anyway, this guy had just crossed the Atlantic on a boat, and he comes into Mantra, and were talking and he tells me a
story about how hed just crossed the Atlantic on a boat and I said, Thats for me. Im going to be a skipper.
I come back here to Australia, I enrol at every course I can, celestial navigation, coastal navigation, I did a
correspondence course on seamanship, I go down to the local St Kilda Marina wearing daggy tennis shorts and tennis
shoes, and theres a sign saying, Crew, wanting position.
Anyway, some time goes past, a desperate skipper at 2 in the afternoon, with no crew says, Righto, fella, you better
come out with me. I go out with him in a little 20 footer, called a tuba-rubba, a little 20 foot boat. This big sexy, 60 footer,
goes streaming past, called Rock Star, and I say, Jesus, how do you get onto those ones? And he said, You stick with
me for a while, Ill get you onto those.
So, I stuck with him for a while and I didnt know the front of the boat from the back of the boat. I didnt know a sheep
from hay, I had no idea, but I stuck with him, and ultimately, he got me onto the bigger boats and I started doing all the
off shore races in Australia.
So, Ive come back from South America, you know, a classic graduate, a year in South America, Ive come back here, Im
doing all this off-shore racing. My parents are a bit concerned, Whens he going to start working?
Well, my friend had two business ideas; one was a brilliant business idea. We did the other one. And the other one was a
shortbread recipe. Now, there used to be, and you might recall a recipe called McAlpine Shortbread. Well, McAlpine
Shortbread is from a generation gone past and it had become defunct.
Well, I bought the recipe with Col, for $1. We started baking this shortbread. Now, I know nothing about cooking but
were baking this shortbread, you know, put the flour, the sugar, the butter and we kneaded it all up, make up some
batches, do some packaging, and took it down to the local deli. Now, the local deli was owned by a guy who was quite
friendly to our family. And so this friendly fella says, Yeah, Pete, Yeah, Ill take a box. No worries. And he said, How many
in a box? and I say because this is my first sale, Fifty. Theres 50 in a box.
Now, thats just rubbish. Anyway, he said, Okay, 50. Okay 50. Fiftys a lot. So, I go back and I get all the stock that Ive
got, which is 50. I give them to him. I go back to my partner, Col, and I say, Col, weve sold out. Were going to have to
capitalise. Now, Cols thinking money, and Im thinking washing machine. These opportunities, theyre slippery little
suckers, I tell you, because I live on a farm, and we had a dog called Lucky which is ironic because he ended up not being
that lucky. Anyway, at that stage of his short-lived life, Lucky was pretty Lucky, and my father loved him and when we did
a kill on the farm, and we stun the sheep, dad would get the sheep skin and he would wash it in this washing machine,
and he would, you know, like someone with fluffy dice in a Monaro, he would line Luckys kennel, so it was quite a
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Peter Bland
luxurious kennel. Anyway, Lucky had gone to God and this bit of capital injection was vacant, I got the washing machine
and I rolled it down to our kitchen.
Now, the tag line of Settlers Shortbread was Settlers Shortbread, baked in history. Well, wed been going for about 6
weeks, so the only thing historic about Settlers Shortbread, were the premises on which they were baked. They were very
historic. 1852, and they hadnt been touched since. Convict labour. Literally, a wing that the servants, the convict labour
lived in and it was just absolute rubbish.
Anyway, my parents said that I could use it if I wanted, if I did it up, so I did it up a bit. I wheeled this washing machine
down to the kitchen, hardly worthy of that word, but anyway, and we got the washing machine, and we took the agitator
out and I put it aside, and I got a laundry bucket, like a brand new, really clean, laundry bucket, and I put the laundry
bucket in there. Then I got the agitator and cut it with a hack saw so it fitted the laundry bucket just perfectly and then I
put in the flour and the butter and the sugar and I found generally on a normal cycle, you would get perfect shortbread,
every single time.
So, were pumping out this shortbread. Weve been going for a while. Weve been selling it I go to Daimaru and Myers
and David Jones, I come up here, Im selling to the Hyatt and the Hilton and the Intercontinental all the big hotels are
buying it and Im going export, export.
Now, meanwhile the Melbourne Osaka Yacht Race is coming up. Now, the Melbourne Osaka Yacht Race is the
longest double-hander thats two sailors race in the world. And I said, Ive got a goal for you. Im going to be the skipper
that brings back the winning boat from the Melbourne Osaka and Im going to get sponsorship from JETRO. JETRO
stands for Japanese External Trade Retail Organisation.
So, I write to every single skipper in the race thats out there in the atmosphere, doing its thing. I go to JETRO. I go to
JETRO for the third year in a row. For the two previous years Id been knocked back by JETRO for sponsorship because I
want them to sponsor me to go to Foodex in Japan.
Anyway, I go for the third time no is not a knock back, no is feedback. My wife doesnt like that one. At any rate, we go
to see JETRO for the third year. We go in there, you know, we go in there and they go, Yes, Mr Bland, you have good
production and good client base, and so forth, Yes, we will sponsor you to go to Foodex in Japan. One small little thing,
Mr Tacita is coming from Tokyo in two weeks time, and hell just conduct a quick tour of your factory and if thats all in
order, yes, well sponsor you to go to Foodex.
And you know, Asian marketing is all about not losing face, so I go, 101 Collins St, on the 28th level, this is pretty fancy.
And I go, Great, terrific, Ill call you with the address.
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Peter Bland
I walk backwards to the elevator, I hop in the elevator, I go downstairs to a caf, right nearby called Il Solito Posto. I say,
Mate, have you got a Yellow Pages? He gives me the Yellow Pages. I go B B B B B Biscuit Factory. I find a
biscuit factory called Pace Biscuits in Flemington Rd, in Mt Alexander. I go out to Pace Biscuits, owned and built by a guy
called Leo. Leo Pace. I go, Hello Leo, my names Peter Bland. You dont know me from a bar of soap, can we pretend that
this is my factory? He said, Yes. I think there was somewhat of a language barrier.
In any rate, I rushed back home, I get the Subaru station wagon that I had, I get the Subaru, and I put two packets of
Settlers Shortbread boxes in there. I rush back down to his factory, the day before the big meeting with Mr Tacita. I put
one over here, on this wall over here, on row C3, in this big packaging room as big as this whole auditorium its a big
factory. One box of Settlers Shortbread. And one over here on B5, you know. And its there, so I know where they are.
They all look like boxes to them. I go out the front there. Mr Tacitas there, I go, Hajimemashite. Bland-san desu which
means, Nice to meet you, my name is Mr Bland.
To which he responded to me in Japanese. And I said, Whoa, whoa, whoa, thats my best material. Thats all I got. At
any rate, with the aid of a translator, we conducted this tour. But he was into it he was loving it but I was scared. And
the reason I was so scared was he was loving it and he wanted to go see everything. And he would say, Oh, what do
machine what do that machine? and hed want to go over to look at it. And I would say, Its a mixer, dont worry about
that. Look over here. I couldn't take him over there because that machine was being used by people. And if I took him
over there, Id have to introduce him to the people. But I couldn't introduce him to the people unless I introduced myself
to the people. And I didnt think thatd go down too well.
At any rate, after this horrific tour, he comes back to the office, and he places an order for 1,000 cartons. Which was the
largest order Id had by about 1,000 cartons, so were set.
Meanwhile, a couple of days go past, my mobile phone rings, and its the owner of a boat called Fast Forward, a 47
foot, English, beautiful, sexy, sexy, boat. And he says, Pete, Im sorry, I meant to get back to you, yeah, Id love you to
deliver my boat back. And he was racing over there.
So, the race goes on. I put my gear together, Fast Forward ends up winning the race. I go over there. I ship all my
samples over there. The only downside of this business model was this, the crew of the boat were so starved after sailing
from Melbourne to Osaka that they ate all my samples. At any rate, with what samples I had left, I go partying all night,
and then next morning, Id go running around Osaka, selling my shortbread and it worked. But the funny thing was, Id
say, Thank you for that order for me to supply my product to Japan. One small little thing, I cant actually process that
order for three months because you know, Im delivering this boat back to Australia and Im going to Kapinga Maringa
and West Pacific, and Im doing a diving course and my girlfriends flying into the Whitsundays and so, Yeah, itll be about
September before I process that order.
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I think they thought I was the craziest businessman theyd ever met in their lives. At any rate, they stuck with me and I
came back to Australia, with two things that Id never had before. One was a reputation, this time it was a good
reputation, as a person that can get a boat from A to B in one piece and on time, and the second thing I had was a
business. I had a real business, I had an export business.
At any rate, because of my reputation as a sailor, I was invited to navigate a team to the South magnetic Pole, in 1996.
There were 10 people on board, three of whom, had just climbed Mt Everest. They were very, very serious mountain
climbers but they werent such great sailors. Herein lies the opportunity because opportunities are slipper little suckers
and youve got to grab them when you can see them. But youve got to look for them. Well here is mine. An ambitious kid
from the bush sees his opportunity. So, were 10 days out of Hobart. Were on a 60 foot boat with 6 mil of aluminium
between 10 lives and these ice bergs the size of small countries.
Now the average wind speed in Commonwealth Bay, Antarctica is 85 kilometres an hour. The wind comes streaming
down off the Antarctic plateau and down into Commonwealth Bay. Youre not sailing on the sea youre sailing on a
slurpee, a Seven-Eleven slurpee, and its very hard to push your way through it.
The air was so cold, mate, basically minus 30, plus wind chill makes it minus 60, wind chill factor. Ropes would freeze,
completely frozen over. For instance if the Skipper said, Fellas, tack the boat. Tack the boat from the left hand side to the
right hand side, port to starboard, wed say, Yeah Skipper, no worries. Cook, put the kettle on. The cook would put the
kettle on. Hed bring the boiling water out. Wed get all the ropes put them in the cockpit, pour the water over them,
stomp on the rope, break all the ice off it so that the rope would run through the blocks. And unless you did that they
wouldnt run through.
Wed be constantly, constantly, chipping, chipping, chipping (I wont let go I promise) - chipping, chipping, chipping
the mast because if you didnt chip the ice off the mast the boat would get mast heavy and it would get down and it
wouldnt come back up. It would start to act like a keel which isnt too good for you.
So it doesnt sound too good but Im describing to you an opportunity. Were three days. Were trying to get in this
Commonwealth Bay but what happens is this: the wind dies down which is very unusual and as a result of that what do
you do? You put the engine in gear. However, we didnt check that all the ropes were on board first. So, when you put a
motor in gear in Antarctica and theres a rope around the propeller, bang, no more propeller, no more motor, no more
going to Antarctica.
So for three days we bobbed around in Commonwealth Bay when the wind picked up and we just had enough wind to
get going and then the wind really picked up and we were just tacking, tacking, tacking. Imagine the back of the
auditorium is Mawsons Hut, Sir Douglas Mawsons Hut. Im a kid from the bush reading stories of Mawson, my great hero,
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Peter Bland
and we just cant bloody well get there because the wind is so ferocious and were sailing on this slurpee with no motor
and we all realised it was way too dangerous and we couldnt get there.
And so as a result of that everybody gets the charts. And theyre sitting round the charts, round the navigation table,
and they get the charts and theyre facing north. Were going back home. This is too dangerous and we cant get there.
Heres the opportunity. I go and see Ollie the ships doctor and I say, Ollie, how long would you give me if I dived over
the side to cut the rope free? There was no wetsuit on board so that wasnt such great preparation.
At any rate he said, Five minutes. Youll be roped up, therell be a knife strapped to your hand with electrical tape cause
you cant open and close your hand in those conditions. Youll be roped up with a harness because were hauling you out
attached to this lanyard. Were hauling you out. Whether youve done the job or not were hauling you out. And I knew
that I had one opportunity.
So I go to the navigation table. I say to David, Davids the only guy in the world to have climbed the seven summits,
thats the highest mountain on every continent, plus to have walked to the four poles. And I say, David, Im volunteering
to dive over the side to cut the rope free. And he says, Are you serious? I said, Yeah, Im serious but Im not stupid. I
want three things.
He says, Blue - he calls me Blue thats when I used to have hair. He says, Blue, you can have whatever you want. What
do you want? I said, I want it filmed, hence the footage. Secondly I want the International Film rights to the footage,
hence the documentary. And thirdly, I want you to invite me to be navigator on an Anglo-Australian expedition to the
North Magnetic Pole.
I saw this as my ticket from this legend to be invited to go to the North. Sir Douglas Mawson was the first Australian to
the South in 1908 and a kid from the bush with a scar saw an opportunity to shake that monkey and to prove himself.
And so he did it. We drove the yacht in behind an ice berg so we could get out of the wind. And we put it in there and
then we put me over the edge with a knife strapped to my hand with electrical tape and the lanyard attached to me so
they haul me back out.
VIDEO PLAYED
I come back up to the surface and I go and Steves up on the bow and hes saying, Pete, what do you want? What do
you want? What do you want? The clocks ticking, theyre going to haul you out. And I say, I say, ... like have you ever had
an ice-cream headache? Like the worst - imagine the worst ice-cream headache of your life. Like Im just going, ... more
slack, more slack because my little frozen mind realised that I wasnt going to be able to cut that rope free because that
rope was a 16 mil thick rope wrapped around the propeller. Its 12 foot diagonal to swim down there to get this so youre
out of breath by the time you get there. I just couldnt cut the bloody thing. And I realised that I had to change. This word
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Peter Bland
change. I had to change. I realised I couldnt cut it free and it was really, really tight because we were trying to pull it off.
So I said, More slack. Roy, give me four feet more slack. So Roy on the bow, gave me four feet more slack. I went down
the next time and I unravelled it and it came free.
We stepped foot on Antarctic the next day and what a moment it was for us all, and what a moment it was for me in
particular, having overcome that adversity and achieving a ticket to shake that monkey off my back.
The other hidden benefit that I hadnt anticipated was that I was treated for hypothermia. They werent all men on
board. For those of you who dont know what hypothermia is and how you treat it let me tell you. The treatment involves
one of these.
At any rate I come back here to mainland Australia and I think this is fantastic. I have been invited to navigate a team to
the North Magnetic Pole. I asked my girlfriend to come up here to Noosa Heads then we go on to Frazer Island. Were
going for a run and I stop at a log, because were going for this run, and I get down on my knee and I ask her to marry me.
To which she says, Are you serious? which is a fair enough response. Wed been going out together for seven years, Id
shown no inclination nor desire to slow down nor settle down. At any rate with some persuasion and the promise of an
engagement ring that Im still paying off she says yes.
We hop on a plane and we fly over to England. We go and climb Mt Snowdonia in Wales with David and all his mates.
These are the top notch of this whole climbing business internationally and Im hanging out with them. Im thinking and
Im feeling pretty good.
He says, Im going to teach you all the best material, how to train, how to put the sponsorship together, how to put the
whole PR and the whole thing and Ill help you get there. I come back here to Australia, Im pulling a tyre up and down
Albert Park Beach in Melbourne and Im feeling pretty good. People thought that I was mad so I had these tee-shirts
made up which said, Im not mad I just want your money. Im pulling this tyre up and down Albert Park Beach. I was fit
as a mallee bull. The girl of my dreams said yes to marry me and Id been invited to navigate a team to the North
Magnetic Pole. I thought, You are a god. You can do no wrong.
Life doesnt work like that. Rudyard Kipling, you know a foreword in my book by Rudyard Kipling said, No great deed is
done by falterers who seek certainty. Well heres a bit of uncertainty that came into my life. I remember Im sitting there
between my crying fianc and my crying mother. Thats the laugh of recognition.
Im sitting there between these crying ladies and I say, Okay, Doc, what have I got? And the Doc says, What youve
got is a thoracic aneurism. An aneurism is a dilation of the aorta. Your aorta has grown so large that it collapsed your left
lung and it pushed your heart across to the right. And I said, Oh, thanks, Doc, thank you for that. Can you fix it tomorrow
or can you leave it for six months? And he said, Ah, no, but why? And I said, Oh sorry, Doc, Im Peter Bland, and Ive got
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a goal and my goal is to become the first Australian to the North Magnetic Pole. In fact, this is a mock-up of my brochure.
Im getting a thousand of these printed tomorrow and Id really appreciate it if you could get that surgery knocked off
quick smart.
He didnt even look at it. He just flicked it back and he said, Peter, I think you better sit down because you dont
understand the risk of paralysis and the risk of rejection of the graft. Theyre going to put a 14 centimetre plastic Dacron
graft from my heart to my stomach. Then I cried. And I cried and I cried and I can tell you I did. He said to me, What
youve got to do, its pretty simple, do nothing. My fever was through the roof. Theyre going to put an epidural
injection in your spine to paralyse you when they do the operation. Ive got a scar now from my belly button to my left
scapula, right around here. And they cant do that operation when Ive got a fever going through the roof.
So my brief was pretty simple, Do nothing. Do nothing on a farm in the middle of summer when your dream has just
been taken away from you. Ive got a two year old, right, AJ. I tell you what he behaves more maturely when I take a
Chuppa Chup off him than I did. When that doctor took that dream away from me because that was my dream. That
was my opportunity. I was gunna be famous. I was gunna have a book. I was gunna be this person and you have no right
to take away my dream. Its my dream and thats how I behaved.
And my wife, who is smarter than me, which isnt that great a challenge, says Baby, accept it. Accept it. You are not
going to be the first Australian to the North Magnetic Pole. This year. But youre going to do it next year and its going to
be bigger and better than it ever would have been and were going to have a website and were going to have a book
and were going to have a documentary and were going to start a foundation and were going to raise millions of dollars
for the charity that helps people like you and I bought it. I said, Yeah, that sounds good. Surround yourself with smart,
passionate people. Thats been my story.
So we go down to the National Heart Foundation. Im sweating. Ive got this fever through the roof. Im wearing a
dressing gown and Ugg Boots, which fortunately for me have now come into fashion. I knew that 20 years ago. Im
wearing Ugg Boots and a dressing gown and Im in King Street in Melbourne. Im just shivering like this. Theres all the
directors of the Heart Foundation and Jules my wifes name is Jules. She says, Im Jules, this is Pete and hes going to
walk to the North Magnetic Pole. Hes going to raise lots of money for you and lots of awareness. And they say, No, hes
not. Hes an extremist. Hes going to make fat people run marathons. Theyre going to die and were going to be liable.
And I piped up and I said, I am not an extremist. Im a person who takes on extreme challenges but through research and
preparation. I never exceed my parameters of competence.
Its not true but they bought that line and they made me the first Aussie heart hero which is a term they made up which
theyve now used with AFL footballers and so forth and they made me an Aussie heart hero and for doing that they sent
me around this country talking to primary schools and 12 year old boys and girls about walking 30 minutes a day and
eating a healthy diet. These opportunities are slippery little suckers. What do I do for a job now? I get flown around the
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world, getting paid a fair bit of money, despite my performance today, as a professional speaker. How did that start?
Helping the Heart Foundation raise awareness. These opportunities are there. Youve just got to grab them.
So. I remember I went through that. We started putting the fundraising packaging together. Meanwhile I get rid of my
fever and I go into that operation. I remember distinctly the anaesthetist putting me under not under, you know, to
sleep. And he says, How are you feeling? And I said, Top of the world. He said, Top of the world? And I said, Yeah,
top of the world because thats where Im going to be in 12 months time. That goal was so cemented in my mind I knew
damn well where I was going. I went into that operation. It was just like a step towards where I was ultimately going.
VIDEO PLAYED
Yeah, so Im lying there in Intensive Care, you see, and you know how the doctors come around? Anybody watch, you
know, Greys Anatomy? All the doctors come around and with the interns and they said, Look, youre going quite well
were going to pull these tubes out and there were quite a few tubes to choose from. And I said, Oh, okay, would you
mind maybe take those tubes out this afternoon. Maybe leave those and you go do a little walkie walkie around the
hospital and maybe do it this afternoon. I think they thought that I was mad and they wanted to move me out of the
Intensive Care and into the Mental ward but at any rate off they went.
I said, Nurse, nurse, nurse, give me a phone. The nurse gave me a phone. I said, Jules, youve got to come in here right
now and youve got to bring a camera and a video camera because Im getting too fit and too strong too quickly and we
need really dramatic footage of me looking crook because the documentary is not going to be Pole to Pole anymore. Its
going to be Table to the Top, operating table to the top of the world and we need really dramatic footage of me looking
crook. I think she was also questioning my mentality and her positive response to marry me. At any rate she came in with
a camera and she got the footage and its been used in my first documentary, it was used in my last documentary and its
been used in the miniseries.
And all my mates say to me, Blandy, its so lucky you got that footage when you were crook. Like it was really a
platform. I dont know about this luck business. Hey? There was an opportunity, there was preparation. If others want to
call it luck, well good luck to them, because we know what it was, an opportunity.
I come out of there and I start my training. I was broke. I had to get a thing which Id never had before at the age of 28, a
job. Im running around Melbourne raising all the funds always with this one image in my mind of where I was going. I
was going to become the first Australian to the North Magnetic Pole. I started training by lifting Baked Bean cans. I sent
my friend David in the UK an email. I said, Im out of hospital and Ive started training. He sent me this image and he said
with a tag - he said, Blue, when the going gets tough the tough get going. When the going gets tough the tough get
going.
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Peter Bland
And he supported me through this period because meanwhile youve got these guys over in the UK who are saying,
Whos this bloody Australian thats navigating us to the Pole. Im not going with some guy whos had two heart
operations. And Ive got this guy over there whos really standing out and hes saying, Dont worry about Blue, hell be
all right and he stood by me.
Finally, after a year of training and financial pressure and family pressure and political pressure all these pressures
theyre always there. The bigger the dream the bigger the pressures. Its about pursuing them despite all other.
Well, we get there. Were walking in the northern spring. The reason you walk in the spring and not the winter is
because if you walked in the winter youd have a solid ice plate. Like youre walking on the sea. You are literally walking
on the sea, about a meter and a half in thickness. If you walked in the winter youd have a fantastic ice plate but youd
have no light and if you walked in the summer youd have fantastic light 24 hours but youd have no ice plate. So we
walked in the spring. The spring is the same time that polar bears are coming out of their hibernation and theyve lost 50
per cent of their body weight and they think that ambitious Australians with a chip on their shoulder taste pretty good.
So we always walked in a pack particularly when we went through sustrugi. Sustrugi is where you get ice that goes
vertical and behind the sustrugi can be the polar bears. Wed see polar bears and blood everywhere particularly where
the sustrugi was high because what happens is it creates an air pocket and near the air pocket thats where the seals have
their cubs. And the polar bears like this line. The polar bears walk on the south side, the south side of the line, why?
Because the wind blows from the north and the polar bears are sniffing for seal cubs and slow Australians. So when we
went through sustrugi we always made sure that we were really, really close together and made lots and lots of noise so
we didnt corner a friendly little polar bear.
My role as navigator was not just to go from south to north. My role as a navigator was to get us there is one piece.
Now, we knew from satellite imagery that where the ice goes a bit grey in colour, its got high water content and high
water content means its soft and youre going to fall through it. So my role was to navigate through these areas of solid
ice plates and away from what they call leads, where the ice is soft and wed navigate our way north avoiding polar bears
and soft ice. You lose about ten percent of your body weight. Youre hauling this sled that weighs 85 kilos. So if you want
to lose weight come with me on one of my trips.
It all sounds pretty tough. You know, this is the suit you wore. Its got an arctic wool for around the face of it there to
trap the air and if you trap the air it just warms up a little bit so when you breathe in it sort of doesnt freeze your lungs so
badly.
Youre walking north and you think its pretty bad but this was nothing. The cold, the fatigue, the tiredness, that was
nothing. What was really going through my mind was this: I like living in Melbourne and I was so broke that year of
raising funds that I had made a bunch of promises. Now making promises is fine, but if you want to go back and live in
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Peter Bland
the place where you made the promise, youve got to come through with it. Well, I made a promise to a company that I
would shoot them an ad and the trouble with making this promise to this company was it was a clothing company and
this clothing company was actually an underwear company.
VIDEO PLAYED
Now I was trying to be a funny bugger. I was trying to do a Benny Hill like this and I ran out of the camera shot, because
I doing the zig-zag from side to side. Anyway the camera man asked me to do it again. I wont tell you here what I said.
We got to the Pole the next day, and what a moment it was. I told you that I lost 10% of my body weight because we
just couldnt carry enough food. One of the foods we didnt carry was sugar, but I can tell you theres no amount of sugar I
could have carried that gave me the energy that that flag gave me. I carried with me the Australian flag and carrying that
with me, wrapped up in butchers paper and tissue paper in a plastic sealed bag - I looked at it every - I didnt open it until
the day I got there. And it carried me every step of the way because when I stepped out of the base camp and I looked
out at what we were about to do, I looked out and I said Jesus I cant do that, thats too tough. I cant do that for a month
but I can do it for 20 minutes. And I promised myself that if every 20 minutes, I was still with the pack and I wasnt last, I
would give myself a prune and the prune lived in this lapel pocket in here. And every 20 minutes as long as I wasnt last I
gave myself a prune. So all I did was kept myself regular and had a prune every 20 minutes. Thats all I did the whole way
to the Pole.
I came back to Australia and I do what I do best which is set the next goal. And the next goal was to complete a world
first crossing of the Antarctic Peninsula. Now the Antarctic Peninsula is essentially - imagine the Andean mountain range
divides Chile and Argentina. It goes underneath the Southern Ocean and then it pops up again and it forms the Antarctic
Peninsula and that Peninsula and that mountain range leads all the way to the Pole. Well, it had been attempted three
times in history to cross it from the eastern side to the western side but never successfully unsupported.
Well, here was the goal: my friend and partner, Jay Watson and I, were to charter a yacht and to sail from Tierra Del
Fuego from a place called Ushuaia, Tierra Del Fuego and to be dropped on the ice in the sea. We would paddle our kayaks
until we got onto this sea ice and then we would the haul the kayaks like sleds across this sea ice to a glacier called
Victory Glacier and Victory Glacier runs up to 6000 feet. That was the plan. But not all plans always go the way you intend.
And the problem with this plan was this. We were so late in the season that the sea ice was breaking off and it was
drifting out to the Southern Ocean. And I remember as were going along there literally falling through this ice. You
know, the Arctic and the Antarctic are the driest regions on Earth. And as result of that obviously its dry so you drink, and
you drink, and you drink and you drink. That means when you go bye-byes at night time you need to do wee-wees. Well,
its like living in Melbourne in the winter, you dont leave the door open and go for a wee, you pee into a bottle.
Obviously its a very large vessel. At any rate, I was pouring out this bottle of pee in the middle of the night and I saw the
Victory Glacier which was there, was now there. And I said to Jayzie, Gee whiz, either Victory Glaciers moving or we are.
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Peter Bland
And what had happened to us is exactly what happened to Sir Ernest Shackleton in 1913 when he was trapped on the
ice for a year and half with 28 men. Thats exactly what was happening to Jay and I. The ice we were camped on had
broken out and was drifting out to the Weddell Sea and we had to get out of there quick smart. And we straddled our
kayaks and we waddled along with - because we were falling through the whole time. We put our skies either side and
wed fall through onto our kayaks which would give us some floatation. And finally we made it to the ocean and when we
were in the ocean we just started paddling and paddling and paddling until finally we could access this glacier called
Victory Glacier.
Now Victory Glacier runs up to 6000 feet, so the gradients quite steep. Its so steep that one man cant actually pull the
sled. You end up having the two of you go onto one kayak and you just crawl. Now we used to do 20 counts, one to 20. I
could do a bit more but Jay got tired. At any rate after doing 20 steps youd get the - using your ice cramp-ons and your
picks and youd go up. Youd screw that kayak into the ice and youd hop on your bum and youd slide back down and
youd get the other kayak.
And finally after doing this you put that together for two more weeks and finally you are a God. Youre there with your
best mate achieving a world first. Youre looking down on the clouds and youre looking at the sea swells that are in a 360
degree lap of the world and theyve never seen land and youre achieving a world first with your mate. It doesnt get
much better. Remember last time I said that?
I remember wed come into the western side of the Peninsular. And imagine this is the Peninsular, and were coming
into here and anybody that has done any ice climbing this is a belay device and with a belay device you literally - your
mate is on the other end there and you lower him down and this, this makes it nice and slow as it goes down nice and
easily. Well we were doing these controlled belay with him going down, screwing in and then me going down.
I remember we came down to this pitch and we were down the bottom there. And I remember we look ahead of us and
we see this great big crevasse and opening in the ice. Now Antarctica is a big cold place and the average thickness of
3000 meters. A crevasse is a big opening and it goes a long way. And I say to Jayzie, Mate, lets not take on that crevasse
tonight. Lets stay put and lets set up the tent and tomorrow we go on. So we set up the tent. Obviously Im getting to
an emotional part of this story and my friend. We set up the tent. Like you know life and luck and timing, you know can
be, youre talking minutes.
Woke up the next morning and it was blowing like 60 knots, like 100 kilometres an hour. The wind was buffeting the
tent and pushing it over like this and knocking it around and heres what happened to me, you see. I said to Jayzie, Mate,
its not safe to walk today. Were not going to take on that crevasse today. Im going to step out of the tent and Im going
to go and get some more rope and some more lunch for us to eat and were going to stay put. Okay? I stepped out of the
tent and I walked 20 feet over to the kayak. Im over at the kayak and Im getting the lunch out of there and the ropes to
bring them back into the tent. Thats my memory.
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Peter Bland
So I step out of the tent, and Im at the kayak. My mates in, not this tent but a tent like it and he hears the wind and he
looks at his watch and he says, Geez, wheres Pete? Hes been out 15 minutes whats going on? He opens up the fly and
he looks out and he sees that both the kayaks are gone and so is his best mate.
And I said that todays story is about leadership, phenomenal leadership, about extraordinary people. Well he knows
that Ive got to be in one of two places. Either I was taken by that avalanche and I was buried 12 kilometres at the bottom
of the mountain and Im dead or Ive been taken by that avalanche and Ive been thrown in that crevasse which we saw
the night before. Anyway hes going to go out and explore the ladder.
He packs up the basics in the tent. He comes over to the edge of the crevasse and he peers down and he shouts out,
Pete, Pete to no response, very much like what happened to Mawson 100 years before. He spends two more hours and
he goes to the diagonal opposite side of the crevasse and he peers down diagonally and he can see the blood splattered
body of his best friend. I fell 50 meters. He gets the basics. He comes back over to the edge of the crevasse and he does a
one way, one way climb to a dead friend.
Anybody watch West Wing? Its not important that you watch it, I love it. West Wings a great show. Its about the
President of America you know. And the President of America and hes got a Chief of Staff whose name is Leo. And the
guy who reports to Leo is called Josh. Anyway Josh was caught in a cross fire or an ambush for the President, you see, and
Josh gets shot and hes suffering from traumatic stress which I also have suffered. Well his friends recognize that Josh isnt
doing too good. And they recommend that Josh should go and get some counselling for his stress. So Josh goes off and
has some counselling. He comes back to the White House in the Oval Office, its about midnight and theres Leo McGarry,
the Chief of Staff to the President of the United States. Hes a pretty important guy and hes waited up until midnight.
And Josh says, Leo, why did you wait back so late? Dont worry about it.
And Leo says, Josh, did you hear the story about the guy who fell down a hole? And Josh says, No. And he said, A
guy falls in a hole. A priest walks past he says Father, Father, Father please help me. And the priest walks past and he
writes out a scripture and he passes it down and the guy says, Thanks that helps. A doctor walks past and he says,
Doctor, Doctor please help me. And the doctor writes out a prescription for some drugs and passes it down and the guy
says, Thanks that helps. And a friend walks past and the guy goes, Mate, mate, mate help me. The friend climbs down.
He says to him, You idiot, why did you do that, now were both down here and the friend says, Yeah, but Ive been here
before and I know the way out.
The fact that Im back here today talking to you is because of the actions of one extraordinary Australian and other
extraordinary Australians who have come into my life and who have held my hand on this journey through life. It starts
with a goal. It starts with you observing and having others in your life, who are able to observe you and to help you and
to bring you back. Because, you know, whilst my friend Jay - and thats an epic tale and if you want to know how they
hauled an 85 kilo guy up north out of this hole - Jay came down and he found that I had broken bones in my feet, crushed
pelvis, suspected broken back, every rib broken, fractured skull, bleeding from the nose, ear and mouth and pretty severe
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Peter Bland
brain damage. Most of that was Jays assessment. With regard to the brain damage he already knew that. Jay went to
school with me.
For the next three days Jay lay on me to give me his body temperature so I didnt die of hypothermia. At least thats his
excuse. It was a boarding school. He climbs back up to the surface and he sets up the HF, high frequency radio. He makes
the radio call to our yacht Toluca. The skipper for the yacht Toluca is a guy called Roge. Roge answers the radio and says,
Congratulations guys youve made history. Weve got a chocolate cake and champagne on ice. And Jayzie says, Whoa,
whoa, whoa. Petes been taken by an avalanche, his back is broken and we need help.
Now leadership is about making critical decisions at critical moments. You know, you know what Roge says? No, Jay.
Get out of there. Because Roge could see what Jay couldnt. The mountain was still avalanching and it wasnt safe for
him to be there and it was one thing to lose one guy but it was another thing to lose two guys. And Jay said, No. Im
going to go down there and then Im going to lie on my friend and Im going to feed him through a straw and if hes alive
at 6am tomorrow morning lets do something about it.
Thats my story. About a guy with a big knock on the head who was so fearful after that accident to talk to - let alone
friends at a dinner party, go back to what he used to do for a job, public speaking. God, it scared the hell out me. Ive been
seeing speech therapists for a year just to learn how to talk and to think and to slow down and to articulate. Its been a
long, long journey. Whilst my friend Jay gave me my life when he hauled me out, my wife gave me a life that I wanted to
live.
My moral to you that I wish to leave with you is this. Set goals but take great people with you on your journey because
theyll be there for you when you need them because all great goals come at a price - adversity which has to be
overcome. Im going to leave you this one little example about goals.
A lot of people have dreams and they actually do bugger all about it. You know a Professor at Harvard University said
this. He says, I have jug. Lets imagine this jug is your life and its the time youve got on this Earth. He says, Im going to
fill this jug up. Tell me is the jug now full? No, it looks pretty full, why isnt it full? Some gaps. So should I put some
smaller granular matter in there, right, like that. Is it full now? Why not? Oh, okay. Well, lets say I got another thing and I
got sand in there right, and then I get water, okay its overflowing with water.
Whats the moral of the story? Its a good answer. People are saying you can always squeeze something else in. Thats
not the moral of the story. The moral of the story is this. If you dont put the big rocks in first youll never, ever, ever get
them in. Dream great, big, fat, juicy dreams. Set timelines against them and take smart people with you. Thats my story.
Thanks for your time.
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MoneyMasters
FEATURING
STEPHEN
PIERCE
$387,000 per Month on the Internet
Stephen Pierce
STEPHEN PIERCE: Let me ask you this. Why are you guys
MEET STEPHEN PIERCE

E
here? -- Make money.
Stephen Pierce's live dynamic training,

facilitations and coaching sessions,
s
Shout it out, why are you here? -- Make

e money!
both in groups and one-on--one,

transform people, companiees and
What else, why are you here? -- Learn how to make money.
organisations alike.
Stephen travels the world to
o address audiences who cannot
Do you know why youre here? Do yo

ou have any idea why
youre here?
come to him. He serves not only

o as a keynote speaker but
also as a coach, trainer and
d facilitator for established
companies throughout the United States. He is a frequent
Come on, you can do better than thatt; tell me why youre
here? -- To listen to you.
keynote speaker in the Uniteed States, Australia, the United

Kingdom, Hong Kong, China
a, Malaysia, Singapore and
Canada.
Do you not know now? Let me tell you something. I mean

Pierce is also recognized as a Certified Accelerated
ning to people talk

while youre here youre probably listen
Innovation Trainer, Facilitattor and Coach.
about affiliate marketing, generating trraffic, building

websites, using Autoresponders, but let me tell you
Stephen sums up his process in five phases.
something. At the end of the day, to win this game, its not
Vision - Strategy - Action - Results - Celebration!
even about that.
The reason every single one of us is sitting in here; the reason why we look at stuff like thaat write this down because
we want to advance our position.
a about. Thats why you get coaches. Thats why you come to events like this.
At the end of the day, thats what its all
Thats why you buy products and thatss why you look to learn the different things that is yo
our learning; because what
were looking to do is ADVANCE OUR POSITION.
Now, every single one of us have an existing

e
position, whether we like that position or not and I think its good or bad,
relative to what it is youre comparing it to. But, at the end of the day every single one of us have a position and were
looking to advance that, were looking to move from where we are to a better position of sttrength. Wouldnt you agree
thats what were ultimately here to do?? Its to advance our position.
Now, because of the type of event thiis is, chances are youre looking to advance your financial position, right? But, why
would we be looking to advance our fin
nancial position? Its not just for the money itself, butt its the impact and what
thats going to give to us and what thatts going to the people we love, wouldnt you say thaats true? I mean, I think for the
most part we look to advance our posittion because its going to help us increase something
g; like we can increase our
money; we can increase the amount of time that we have to spend with the people that we
e love right? We can increase
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Stephen Pierce
the amount of time we have to spend goofing off, or doing other things like different activities and different hobbies.
Right?
We can increase the time that we have to relax, but remember, at the end of the day, its about advancing your position.
So, the question becomes what do I need to do right here and right now, thats going to allow me to advance my
position?
I think that when we start to think to specific, like, I need to generate traffic, or I need to build a website - first of all let
me tell you something, theres really no money in building websites. Okay? And if you start to take a higher level view of
what this whole game s really about, I think you can come out better off, all right? And, what Im hoping is that, in the
next 90 minutes what Im going to give you is a huge level of momentum thats going to carry you from this room out
there allowing you to accomplish some things that you probably thought that you would never ever be able to
accomplish.
See, many of you who are here, I mean, probably hoping that something can happen for you, but Im here to tell you
that I know, factually! I know without question that whatever it is youre thinking about, whatever it is you ultimately
want to achieve, you know financially or whatever the case and I know without a question that its something that can
happen for you. Because, of the position that I come from and Ill share that with you in a little bit. But, one thing that its
going to take though, is for us to start looking at thing differently and to start thinking differently and I really believe that
this whole game about winning, is about how to think not necessarily what to do and thats something that well
probably touch on in little bit as well.
What it is Im hoping to give you here, at least the gift that I feel as if I can give you is the ability to go out there and
think in a different way to help you to exploit all the opportunities that exist. Not try to bog you down and put you into a
box, you know saying, Do this particular step, this particular step and this particular step, and Ill tell you why, I mean,
steps have their place, but ultimately if youre thinking that, you know, these rote steps, sort of thing, are going to help
you to achieve, thats not true.
What I hope that youll get from this is what you can ultimately do to help you to achieve regardless of where it is you
are in your life. But, to do that were going to have to look at things differently, okay.
I want everybody to stand up. Stand on your feet. What it is I want to give you here is a new perspective, I want you to
be able to see something that, you know, Im able to see it, but chances are right now youre not able to see it. But, I do
hope, that after these 90 minutes, you will be able to see it.
But to demonstrate what I mean by, new perspective, Ill demonstrate this first and then after I do it, I want you to do it.
Were going to point to the ceiling - dont do it yet, were going to point to the ceiling and were going to turn or finger
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Stephen Pierce
clockwise. Okay, and then were going to pull it down and were going to look inside of it and then I want you to shout
not whisper I want you to shout out which direction your fingers going in. All right, everybody got that? Point to the
ceiling! Turn your finger clockwise, clockwise, clockwise, pull it down, pull it down, pull it down, look inside of it, which
ways your finger going!?Anti-clockwise.
Oh, come on, do it again! Point to the ceiling, turn your finger clockwise, clockwise, clockwise, clockwise. Pull it down,
pull it down. Look inside of it! Which way is it going? -- Anti-clockwise.
Now, let me ask you this, did you change the direction of your finger, yes or no? -- No.
What was the only thing that changed? -- The perspective.
Have a seat. Thats what it is Im hoping to give you here. Im not looking to do anything, but give you a new
perspective, because I really believe that my mission in life is to help create new possibilities for people and I think, to be
able to do that, I have to allow you to see something that already exists. Its already there, but based on where it is youre
sitting, theres probably something thats blocking your view and you cant see it, but by allowing you to shift just a little
bit, youll be able to see what it is that Im talking about.
But, see heres the thing, once you get this new perspective and once you see this thing that it is Im talking about?
Guess what? You have to do something and chances are, where it is you want to move too, you know that next position
you want to get too? Its going to require you to do things that you probably havent done before and ultimately that
requires change. And we know that if theres one thing that we dont really like, ultimately as a society, its change, right?
I want everybody to cross your arms, cross your arms. Look at which wrist is on top, okay, now uncross your arms, now
cross them the opposite way. The opposite way. I see some of you struggling, its all right.
Now, let me ask you this; is it as comfortable the second way as it is the first way, yes or no? -- No.
Yes or no? -- No!
But is it possible? -- Yes.
Exactly! And thats what change is. Change may not all the time be comfortable, but its possible and if were looking to
advance our position, youve got to realise that what it is that weve been doing up until this particular point, has got us
to where we are. Now, whether were happy with it or not, you know, thats just a personal decision based on whatever it
is were comparing it too.
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Stephen Pierce
But, we have to understand, that once we identify that other position we want to move too, its going to require us to
do things that we havent done before, its going to require change. So, what we have to do is devote the kind of muscle
that allows us to push through that change process and not try to wait for it to be comfortable. Not try to wait for it to be
convenient, not try to wait for it to be easy, because let me tell you something, its never really going to be comfortable.
Its never really going to be easy, its never really going to be convenient. Because, if those were the three characteristics
of success, then everybody in this world would be successful! But thats not how it works, whether youre doing real
estate, youre doing Internet marketing, youre doing network marketing, or whatever it is you choose to do.
We have to understand that, if we want to move from this position to that position, its going to require of us, things
that we have never learnt before, things we havent done before, but thats okay.
Let me ask you this, by a show of hands, how many of you in here do things right now, that once before, you had no
idea how to do what you learnt how to do and let me see your hands.
Right, so that means you all can learn! Right, and the Internet is no different its really just about understanding the
simple things that work and what it is I hope you understand is that, theres certain forces out here that shape winners
and losers in this game called the Internet.
Theres certain forces and if we dont understand those forces, its going to be very difficult to harness those forces so
that we can win and if were ignorant of those, chances are well probably work against them and then thats going to be
pretty bad, okay.
So, ultimately if we want to move forward there are two things that it is we need to have, they pretty much lay the
foundation. Okay, and to illustrate that, I want to do something real quick. Lets put the slides back up. I want us to
prepare our minds. Okay? Now, if youve seen me do this before and you know the results of this, dont say anything okay,
but I need us to prepare our minds and develop the kind of focus thatll allow us to kind of, you know, operate in here
with a high level of precision. Right, you guys want to help me to, develop focus in our minds in like the next 30 seconds,
yes or no? -- Yes.
Okay, so heres what I want us to do, I want us to look at the team in the white shirts, what colour shirts? -- White.
And were going to count how many times they pass the basketball, okay? The team in the white shirts, what colour
shirts? -- White.
And were going to count how many times they pass the basketballs. All I want you to focus on and I want you to get
this count right and heres the thing, if you get it right I have a little surprise for you, are you guys ready, yes or no!? -- Yes.
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Stephen Pierce
Yes or no!!? -- Yes!!
YES or NO!!!? -- YES!!!
Okay, on my mark I want you to look at the team in the white shirts what colour shirts!? -- White!
And were going to count how many times they pass that basketball, you ready? Lets go!
AUDIO VISUAL PLAYED
Team in the white shirts; count how many times they pass that basketball focus, focus, focus. Count how many times
they pass that basketball. White shirts, you can do it, focus, focus, focus... very good, very good...almost there...very good,
white shirts, white shirts...good!
Shout out the number!? -- 16,19,18,17.
How many say 16, raise your hands, how many say 17, wow, how many say 18, how many say 19, how many count 1
gorilla? Oh, wow, thats like less than, what 5% of the room. This time, what I want you to do, is watch the video and this
time I want you to raise your hand and keep it up the moment you see the gorilla, all right? Go.
AUDIO VISUAL PLAYED
You want to watch the video and the moment you see the gorilla I want you to raise your hand and keep it up. Keep
your hand up. Now, let me ask you a question. How in the world, could a gorilla, in all black huge contrast to white,
right? Come on the screen, stop, beat its chest and walk off and you not see them - like 95% of you not see it?
Ill tell you exactly why; I gave you a very specific command. I told you precisely what to look at, precisely what to do
and put a carrot out there and said, If you get this right, I have a surprise for you. And you know what you did? You
followed the instructions. Thats all you looked at and see heres the thing; this is not trickery, this is how your brain
works. If youre walking around in life and youre thinking about the negative things; thinking about what people think
about you; think about stuff that didnt work out in your past; thinking about everything that seems to be impossible. It
doesnt matter how opportunities exist in your environment, youre just not going to be able to see them.
You see the fact of the matter is, the gorilla existed but because of what you chose to focus on your eyes saw it but your
brain didnt process it. Because, you deliberately decided to focus on the team in the white shirts and count the I got to
get this number right!
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Right. Now let me say something. If you believe that, you know, youre not in your prime and you cant be successful. If
you believe what your mom and daddy said or what your siblings think about you, what your friends think about you, if
you live in your past, think about all the different things that didnt work out. That kind of stuff blinds you to the
opportunities that are in your midst right now, just like that gorilla was there, the gorilla was there all that time, but you
didnt process it.
Two of the critical things that we have to have if we want to become successful, the first thing is vision and Im not
just talking about the vision of, what you want your future to be like Im talking about the vision to see the
opportunities while theyre there. Like the vision to be able to see the gorilla, when it was right there. So you have the
opportunity to do something about it.
So, one of the first things we have to have is the ability to see the opportunities and there are a lot of opportunities.
The second thing is, is movement, moving, taking action, because, believe it or not, the people that win all things
being considered equal the people that win are those that exploit opportunities and information the fastest. Not those
that know about the opportunities, but those that actually exploit them the fastest.
Are you following me here? -- Yes.
See, heres the thing. If you cant see the opportunities, or you can see them, but you dont exploit them fast, chances
are youre going to be stuck, wherever it is youre stuck. Right now.
And see, the interesting thing is, is that the reason we have to proactively advance our position is because, just from the
pure elements in the environment alone, your position is going to erode. If you do nothing, its going to erode,
guaranteed.
Whether youre working for somebody and theres other people in the company looking to advance their position, or
you have a company and youre not doing anything and you have your competitors trying to advance their position, or
just from the environment changing all by itself. If you dont do anything to proactively advance your position, then, you
know what? Chances are youre just going to whither away and die like a lot of companies that no more exist, because
they didnt change, they didnt adjust.
So, with that, theres a lot of different ways and heres something Ive been privileged to speak in tons of countries
around the world, before tens of thousands of people, coach tens of thousands of people and have helped create
millionaires around this world probably more so than any of my peers and they will probably admit that as well, and with
that came a lot of responsibility and a lot of learning a lot of learning on my part. Because I started to learn what was
working and what wasnt working. I started to learn, you know, how to take information and in an over amount, where its
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like a huge abundance of it and then synthesise it down in its simplest form for people to be able to process and be able
to use.
And for me its been a huge learning experience about what works and what doesnt work and I continue to be on this
journey of learning and having dealt with so many people its like, people want step by step. You know what, its like,
tell me what to do step by step so I can get this thing to work. And you know in theory that sounds nice, but theres just
some things that you cant do step by step and expect it to work.
So, I thought about this and being, you know a strategist, you know, helping people in the company strategically. I said,
Well what is the simplest way for people to understand strategy? Regardless where their business is competing,
regardless of what it is theyre looking to accomplish, whether its relationships, whether it is financially, whether it is
intraprenuers inside of a corporation or theyre entrepreneurs in their own business; what is the simplest way for
somebody to understand what it takes strategically to win?
And Im thinking about what metaphorically, you know what is it that would actually fit to get people to understand.
Want me to tell you something? It came down to a simple game of tic tac toe, you guys call it crosses and-----? -- Naughts
and crosses.
Right, so I want you to pair up with somebody real quick. Pair up. Two people, if you dont know how to play it, ask your
partner. You have 30 seconds and were going to play a quick round of tic tac toe, so make your board, real quick, just pair
up with somebody and this isnt really about winning or losing I just want you guys to play a quick round of tic tac toe. All
right? Ready, begin; you have 30 seconds, 30 seconds. All right, 10 more seconds, 5 more seconds. All right. Time!
Now let me ask you this, how many of you successfully just played when I say successfully, I dont mean you won, I just
mean you completed the game how many were able to complete the game? Raise your hands.
If you were able to complete the game, then you can be strategic at whatever it is you do. Believe it or not and see a
lot of people like to look at chess, and its like, Wow. You know, theres all these different strategies in chess you can take
those back to business, you could take them to politics, you could take them to war and all these things and thats great,
but its kind of complicated, right?
But think about tic tac toe, its a three set move and I want you to write that down. Success is a three set move away,
and it really is. Success is a three set move away. And the reason Im covering all this is because at the end of the day, this
is the stuff that really makes a difference.
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Not all the tactical stuff. Not how many new tools you can acquire like, new software and what new tactic you can use
today that, chances are, is not going to be working tomorrow. Not how many new techniques you can learn, its about
the strategy that drives all that stuff. And what it is Im going to share with you right now, is the heart of strategy.
If you think about the game of tic tac toe and youre the first person to move, the very first thing youre doing is youre
going to the position that gives you the most options.
Write that down. Move number one. Go to the position that gives you the most options. Move number one; go to the
position that gives you the most options.
I want you to think about that, think about that in business, think about that in war, think about that in politics.
Whats the second thing? See, heres the thing. Whatever it is we do is taking place within a system and the systems
going to have some kind of response. Right? We dont succeed in doing anything in isolation. No man is an Island unto
himself.
So, like in the game of tic tac toe, after you move, your opponent moves, right?
So, the second thing we do is we adjust to the moves of others. We adjust to the moves of others and believe it or not,
this is the kill zone for most people and Ill talk about that in a minute, but this is the kill zone for most people.
And then guess what? Theyre going to move again, theres going to be some kind of response from the environment,
from a competitor, from a customer and the third thing is, we look for the openings and we quickly move into the ones
that give us the higher probability of winning.
So, the three set move is as simple as, moving to the position that gives us the most options; adjusting to the moves of
others and moving to the openings that give us the highest probability of winning. And as simplistic as it sounds, you can
trace that back to any kind of competitive environment.
In fact Ill show you precisely how thats worked in my life, if you know anything about my story, you pretty much know
what it is Im going to get into and Ill try to keep it short. But, if your life has been anything like mine - I mean, its been
littered with bad decisions and missed opportunities.
How many would say you made a whole lot of bad decisions and you probably have a ton of missed opportunities? Let
me see your hands. Right, so in that particular sense, you and I are just alike.
And, so much so, that it was literally depressing, you know how many bad decisions I had made. A lot of bad decisions
and sometimes I used to allow those to keep me down, which, some of you are probably doing right now and allowing it
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to paralyse you from making new decisions because you kind of feel as if, you know what, you dont know how to make
good decisions.
It seems like every decision you make is like a bad decision and when were making a new decision and were
remembering all the bad decisions and either we make a decision or were not confident in it so we dont really follow
through, or we dont make a decision at all.
So, in my life, you know, I dont blame anybody because ultimately its been my fault and it took me a while to realise
that, because its easy when somethings not working to find somebody else to blame because its a lot more comfortable
for us if somebody else is at fault.
But, one of the things we have to do, if we want to create change in our life is, we have to take responsibility for
ourselves and where we are, because, were not a victim of circumstances were the creator of our circumstances. One of
my mentors told me a long time ago, youll never correct what youre unwilling to confront.
So, until we are able to confront these different things, its going to be very difficult to change. All right? So how many
how any here have some kind of formal education, like a degree of some kind?
Okay, I dont have a degree, or a formal education, in the United States they have high school, I got kicked out of high
school and left with a 10th grade education, okay. How many here, let me ask you this how many in here ever been
bankrupt before, ever filed for bankruptcy, anybody, one, two, thats it? Anybody ever think of filing bankruptcy? Quite a
few of you right? I filed bankruptcy twice! Technically it was one time and Ill explain that. In the United States they have
this rule where, you know, you have to wait like seven years before you can file a second bankruptcy, I tried to wait seven
months, picture that. Im just running in there trying to file another one but it didnt work that way so they threw out the
second one and the first one stuck.
How many of you ever been homeless before? Oh, quite a few of you. Wow. Well congratulations. I mean, that youre no
longer homeless right. But Ive been homeless for three months, I was homeless for three straight months and I dont
wish that on anybody.
While that was many years ago, I know what it felt like to hit, freakin rock bottom, to, you know, make so many bad
decisions, that you pretty much lose everything.
Picture this in life, this isnt an exact scenario of myself, but just picture this. You lose your job or your source of income,
your bank account is completely drained and they close it because its overdrawn. Youre late in your credit cards so they
cancel all your credit cards. They reposes your cars and then they foreclose on your home and nobody else will let you
live with them so you, your wife or you husband and your kids are left without a place to stay and youre homeless and
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your family is looking at you saying, that its your fault. And youre like, I didnt do anything and thats the problem,. You
didnt do anything to prevent that from happening.
Are you following me here? What you need to do is take the steps to prevent something like that from happening. I
dont care what kind of job you have, dont get comfortable and think that its secure, you need to do something and if
theres anything I hope that I give you, its the power to take control of your life.
The power to be able to write whatever cheque it is you want to write, to be able to go wherever it is you want to go, to
be able to do whatever it is you want to do on your terms. Its the power thats available to every single one of us and I
hope that youll receive that as a gift from myself to you today.
Let me ask you this; how many of you have ever been shot before? One, two... anybody ever think about shooting
anybody before? Quite a few of you.
All right. Thats the more comfortable side to be on right? Well Ive been shot and I still have the bullet in me to this day,
another bad decision. Right? Let me ask you this, how many of you ever started a business and it just didnt work out?
How many had more than one? More than two? More than three? More than four? More than five? You guys got to catch
up, you aint trying hard enough.
Seriously, I believe you have to go through these certain things, I dont think we start businesses to fail. But, we learn a
lot from them. Its a painful experience when were going through it, but we learn a lot from it, thats where we actually
build our character. Dont think you become who you are when everything is going great. Thats not where you become
who you are, you become and you develop when youre going through trial by fire, literally fire and brimstone!
Because, when that pressure is on, you discover whats really inside of you, like it or not, you have to face that man in
the mirror and do something about it. And I didnt like who I was becoming. I didnt like how I was, it was horrible. Like, if I
had a can and it said, Lysol. You guys have Lysol out here? Potpourri spray? You got potpourri spray? Lets just say it says
potpourri spray and you were to put pressure on the top and red paint came out what is it? Red paint. No matter what
the label says, its freakin red paint!
Right, and we found that out when we put pressure on the top, thats what told use what was on the inside. Let me tell
you something, who you are under pressure, is who you are, and we cant kind of behave, Hi, this is who I am when
everythings going the way we want it to go and its rosy. Thats not who we really are.
How we respond to pressure, what we do when were under the gun and what we do when that fire and brimstone
comes into our lives and those winds start to beat against us, thats when we discover who we are. And like it or not, we
can do something about it though and all of this is important because let me tell you something.
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Look, I can sit up here and paint this rosy picture of making millions of dollars on the Internet but I would not be totally
truthful if I were to say, Hey, its going to be easy, just follow these magical steps and boom, youre going to wake up
one day and its just going to be raining money!
I wish. It doesnt work that way, youre going to be tried, even if you go through a proven process, you have to pay your
price. Now, granted you can shorten the learning curve. You can avoid a lot of pain, like you can be tutored by, like the
best and learn fast, but you still have to pass your own test, right?
I stuck around long enough to know they have tests in school, you know what I mean? So, how did I get to where it is I
am right now? I want to show you the three set move in action, okay.
First thing is, remember, you move to the position that gives you the most options; I had no idea that, moving toward
the Internet was going to be the thing that gives me the most options. I had no clue, I literally was going onto the
Internet because I was bored, I was depressed, my life was miserable and for me it was a distraction.
I didnt money to get my own computer or my own Internet connection; I was using somebody elses. So, I went on and
I used to constantly get magazines, you know those money making magazines, how many of you guys get those at your
house or pick them up from the store? And I would always see these things and it was just, its like these business
opportunities were calling my name, you know what Im talkin about?
Its like they were just calling my name and I didnt have the money, I would go bum the money from somebody else.
You know, give me a money order, write me a cheque, do something. Because it was always telling me how much money
I can make, like in my underwear and working at my kitchen table and all this kind of stuff.
You guys know what Im talkin about right? But for some reason, when Im in my underwear sitting at my kitchen table,
the money aint comin. You know what Im talking about? Maybe I had the wrong underwear, maybe I had the wrong
kitchen table, I dont know! But, my underwear and kitchen table wasnt workin!
So, I got exhausted. I mean, I got - in fact I got tired of asking people for money, because the next one was really the one
that was supposed to work and it didnt.
So, what happened was I got on the Internet as a form of distraction, but, the one last thing I took a look at was the
financial markets and what I did was I took the time to, look at charts, literally all day because I became fascinated by,
how much money these guys were making.
You know, I had no money to trade or anything like that, but I became fascinated by how much money these guys were
making, trading futures and commodities and stock options and I just went into this fantasy world. It was like, wow, and
there was these free sites and they had these java charts and I would go and I would just stare at them all day.
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But little did I know I started to develop this certain ability to, over the short term, pick the direction that a market
would go. So, I went and found some news groups, which are nothing like how forums are set up today, and I went to
these news groups and I posted in there what I thought would be a good trade for the day, like buy sugar at this price, or
sell lean hogs at that price and I really didnt think anything of it, I was just going in there and, you know, theres like
thousands of guys that are in there and I was just going in there and just chiming in.
And after a few weeks of doing that, somebody notified me that, the free picks that I was putting in there were
outperforming paid advisory services; I was like, Wow! Yeah, I felt pretty good about that. But thats all I got was like this
warm fuzzy feeling. I didnt think anything else of it, right. And then one day, somebody emailed me and said, can you
put these on a website?
Now how many here do not know how to build a website? Let me see your hands. All right. I had no freakin clue how to
build a website. Its like, can you put this on a website? Yeah but how do you do that?
Right, what was I about to do? Adjust to the moves of others. That was my first adjustment. I figured out how to build a
it was the ugliest thing you could possibly imagine I had no money for hosting, I had no money to register a domain,
so I found this free site, they allowed me to put up a free website and good thing they didnt judge you by what your site
looked like. If they said - like if your site has to be pretty, they wont host it. I wouldnt have had free service, right?
Because I was horrible.
But, I put it up and then I went back to the news group and I told them it was up and then I get another email and it
says, Can you email these things to us? And Im thinking to myself, this is free stuff, I mean this is a lot of demand for
some free stuff. You know what I mean? But what was I about to do? Adjust to the moves of others.
So, Im sitting here trying to figure out, Now how in the world do you send stuff to people on email that you have no
freakin clue who they are? Right, so I went searching and then I found bcentral.com which at that time allowed you to
put a free script on your website. You couldnt collect names or anything, you could only collect the email address.
So, I took that free script and I threw it up on the page, right. So, now I have this website, I have this free script, I let
everybody know on the newsgroup that the website was up and the free script was there and I put this little, traffic
counter on the bottom of the page and this thing was moving! I mean, every time I was hitting the page it was going up!
I was like - this is unbelievable but then I realised it was me! You know what I mean? Im sitting there saying to myself,
Wow! But it was me. It was one of those scripts that you guys - you seen those scripts where you refresh the page and
it updates? So, you know I was, it was fun while it lasted, but I took it off, right.
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So, I go and I let them know and I put it up and you know what, in less than two weeks I had just over 1,200 people optin to the list. And now Im like - this is unbelievable, right! 1,200 people. They opted into my list. You know as long as they
didnt know what was really going on in my life, I felt like we would have a good relationship, you know what I mean.
So, I had 1,200 people on my list and then I get the email that changes my life. A guy sends me an email and he says,
can I pay you to teach me to pick trades the way youre picking trades?
Now, I got all these self esteem issues and I sent him a response back and I was just like, I told him no, but I didnt tell
him directly no. Because, let me tell you something, my self esteem was shot. Im like how first of all I had no idea how I
was picking these trades - NONE. I was just looking at stuff and I was like, that looks good! Do this and Id post it. Thats
what I had no idea I never really thought about how in the world was I doing this and until somebody wanted this and
its like, well... I couldnt teach him that!
So, I sent him a response and he sent me a response back and he said, Well Ill pay you $5,000, How long did you think
it took me to learn how I was picking those trades? Man, let me tell you something, I was like, This is how Im doing it!
You know what I mean? So I figured out how I was picking the trades, I had no money and I went to $5,000 and it was
legal money too!
Are you kidding me, $5,000 a whole $5,000 for me! I didnt get to keep the whole $5,000 because I didnt have a
chequeing account and, you guys have chequeing cashing places out here? You know what they do to you when they
take a cheque into the cheque cashing joint, especially if its a personal cheque.
Wow! They become a partner in the business, base on how much money they take out, right. So, they took out all this
money from the cheque, but, it kind of impacted my spending plans. You know how if somebody says theyre giving you
money, you spend it before you even get it?
The moment I knew that $5,000 cheque was coming, it was spent. Done. You guys know what Im talking about right?
So, but heres the thing, it wasnt the $5,000, it was the concept, that somebody was willing to pay me, for something that
I had. I never valued what it was I already had. Guess what? I moved into the opening that gave me the higher probability
of winning.
So, I was in this position that gave me the most options, I just didnt realise it at that point, that I had all these options
and then I made two different adjustments, based on what it was that was going on in the environment. And then I
moved into the position - that opening that gave me the highest probability of winning.
So, what happened was I was like, Well, I dont want to teach people how to do this, and Im not interested in being a
teacher, but, I was literally every day, putting up like, 35 different trades. 35 a day on average. Absolutely free. Entry price,
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profit target, updated projected stocks and even some short commentary on why it was I was picking those trades,
absolutely free every day.
So, what I decided to do was, Ill start a subscription service and Im going to charge them $350 a month, which was
huge, and this was like the year 2000, going into the year 2000. That was a huge amount of money back then, for an
advisory service. Especially with my educational background, but they didnt know that, they just saw the trades.
So, what happened was, I went and I looked at why was this guy wanting to pay me $5,000? I looked at the last 12
months of the free trades I was putting out, which gives you an idea of how long I was doing this for free and on paper,
for those of you who know what paper trading is, on paper the net profits of the free daily trades were over $725,000 US
in net profits in 12 months and I had no freaking idea. None. I was just doing this stuff, I had no idea.
So, I later thought about it and its like, when he offered that $5, 000 I was shocked that he offered it and he was
probably equally shocked that I accepted it. You know what I mean, because, nearly a million dollars in winning trades, I
thought about it and I said, you know what this guy was probably willing to pay me $50,000. And that $5,000 was
probably his joke offer and he was shocked when I responded, Yeah man. Totally shocked, but the deal was done. I
couldnt go back and say, Come to think of it, you know, because the deal was done.
But, still the concept of that is something that I had never forgot, so I decided I had to start this service. I had no idea
how to write sales copy, how many here dont know how to write a sales letter? Raise your hands. I had no idea how to
write a sales letter, but, how many here know how to talk to people?
Now, if you have somebody and somebody said, now explain this to me, you would be able to explain it, you may not
have some fanciful language, you wont use words like, astonishing and breakthrough and all that kind of stuff. But, you
can explain it in an intelligent way, where people can understand the features the benefits, the why and all this kind of
stuff, so thats what I did. I wrote this web page, it wasnt long, it had benefits in it and it was just a letter. Its like Im talkin
to him and Im like, Well this is what were going to do.
Five days a week, Im going to send these out to you, blah, blah, blah, blah, blah. Right, its going to be $350 if you
dont like and youre not satisfied, Ill give you your money back.
So, I decided to put it out, I have a list of just 1,200 people and in less than two weeks, over 100 people signed up to pay
me $350 a week. I go from 0 to over $35,000 a month, my first 12 months on the Internet; I do over a half a million dollars
in business. And thats using somebody elses computer, somebody elses Internet connection, how many have your own
computer? See, youre already ahead of me when I got started.
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How many have your own Internet connection? Wow! Listen, I know whats possible in this business and Im going to
tell you over and over and over again, the three set moves- shout it out, whats the first thing!? Whats the first thing? -Move to the position that gives you the most options.
What? Move to the position that gives you the most options, right?
Whats the second thing? -- Adjust to the moves of others.
Adjust to the moves of others, right.
And the third thing is? You move into the openings that give you the highest probability of winning, right.
Now what is your story going to be? What is your story going to be? With the Internet you have a huge amount of
options, huge amount of options, but at the heart of it, as far as where your options will start to like - the genesis of where
you make your money, theres really three, theres a new fourth way, but theres really three ways to get paid on the
Internet.
Write these down, you can get paid per click. Okay? You can get paid per sale. Okay? You can get paid per lead and the
newest one is like, paid per post. Now, paid per click is easy, you send somebody to your website, they dont even have to
buy anything and if they click on something, you get paid, right?
Now how easy is that, you send somebody to your website and the moment they click on something, you dont even
have to sell them anything, but if they click on something, you get paid.
How many would be interested in that kind of money, you dont have to sell them anything.
Now, pay per lead, is similar. Youre not really selling them anything how many, let me ask you this, how many of you
ever gone to a website before and you requested some kind of free information or you filled out a questionnaire or you
entered some kind of sweepstakes or something? Let me just see your hand. Just raise them up.
So you know theres a chance that the person that sent you to that page made money, just because you took that
action to try to win that free prize or request a quote or something like that? Because pay per lead programs will pay you
based on the leads that come in, like insureme.com.
You can go there, they have like seven different lead programs that you can sign up for and theyll pay you up to $11.50
per lead. Just when somebody comes to the website and requests some kind of insurance quote. It could be home
insurance, it could be auto insurance, it could be different kinds of insurance programs that they offer, they dont have to
even get the insurance program. Just by them requesting a quote youll get paid up to $11.50, per lead.
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American Diabetes Association, write it down. Think about this; they will pay you $30 per lead. $30 per lead, for every
person that you send to their website that requests a free diabetic kit. How many diabetics are there in this world that
could use a diabetic kit from, of all places the American Diabetes Association? The only thing you have to do is get them
to the website to request the free diabetic kit, you following me?
So, in those two cases, guess what? You didnt sell anything really, maybe you sold them the click, you sold them to opt
in and get whatever that information is, but you didnt have to sell them anything like a specific product of some kind.
And then theres pay per sale, which is pretty much easy, you sell something, you get a percentage, it could be your
product, it could be somebody elses product, you could sell a website, you could sell a digital product, you could sell a
physical product, you could sell whatever it is, but the whole thing is, if you sell a product, you get paid a percentage.
Are you following me here? And the idea is not necessarily to have one, but to have multiples; you see with pay per
click, most people would think in terms of Google Adsense. Google Adsense is Googles program where you can put code
on your website and when somebody clicks on it you get a percentage of how much they pay for that ad. Its as simple as
that. Theres really no qualifying to it, only thing you have to do is set up a simple website that have the ads on it and
when somebody goes there, they click on it, you get paid.
But Google Adsense is not the program that actually pays you the most on a lot of different ads, you have
www.niva.com , you have Yahoo Search, you have Aha. Theres a multitude of programs out there that will pay you per
click. Google Adsense is a very popular one, but its not all the time the best one to get paid from.
Paid per lead programs, theres tones of paid per lead programs. You see those are two ways that you get paid where
people do not buy anything. Are you following me here? People havent even bought anything. Youre not doing this
hard sell; Its like, Buy this stuff so you can eat, or you can leave your job or whatever it is youre looking to do.
Now pay per sale, guess what? Somebody buys something, you get paid. Those are your options and then from there,
theres just like a multitude of things you can do from selling furniture, selling jewellery, selling books, selling videos,
selling clothes, selling services, being a mediator in between.
But see heres the key. In life theres patterns, right? Life is really about all kinds of patterns. Think about this. How many
here speak English? Okay, for those of you who didnt raise your hand, you have no idea what it is Im saying right now,
right?
Think about the English language, right? Think about all the books sitting out there written in English. Millions and
millions of books, the one thing they all have in common is the combination of the same 26 letters. Whether its a
bestselling book, or a book you never heard of 26 letters.
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How many here like movies? How about high definition movies I love high definition Blu-ray disc, high definition
are you kidding me, I love em!
And art. But think about it, the most brilliant, most beautiful high definition movie or the most elegant looking art can
be traced back to three primary colours, despite the diversity of colours and their brilliance; three primary colours, you
following me here?
What about music, how many of you like music? All kinds of music right? Rap music, country music, fast music, slow
music, the interesting thing is this. Both the music you love and the music you hate are still a combination of 12 notes.
The same 12 notes, the same 12 notes, patterns. Its all about patterns.
So, whether its a bestselling book, or not; its 26 letters. Whether its Picasso that people are bidding millions on, or not;
3 primary colours. Whether its music thats gone triple platinum and you love it, or music that doesnt sell at all, theyre
still playing in the basement and you hate it cause its your basement, right? You hate it, still, 12 notes.
Now, whats the pattern when it comes to the Internet? Cause let me tell you something, theres a whole world of stuff
you can do, right? Like if I had a stack, a deck of playing cards up here and I were to throw them in the air, they would just
land all over the place wouldnt they? And it would look pretty messy, but then if I said, I want somebody to organise
these based on suite, how many stacks would we have? We would have four stacks. If I said, Organise these by colour.
How many stacks would we have? 2 stacks, right? If I were to say Organise them by shape, what would we have? One
stack of cards.
Its how you look at everything, when it comes to the Internet; not all things are created equal. See, heres the thing.
Strategy is not just what to do, its equally what not to do, okay? See, a lot of you are Oh, we got to do this and we got to
do that. Let me tell you something; its not just what to do, its also, what not to do.
The primary pattern, for becoming wealthy or making a part time income, or leaving your job, whatever it is you want
to do; the primary pattern on the Internet is traffic generation and traffic monitisation. Period.
Traffic generation and traffic monitisation and I think nobody has done it better than Amazon. Amazon is the ultimate
switchboard. Think about this; how many of you ever gone to www.Amazon.com before, let me see your hands? How
many ever purchased anything from Amazon? Let me ask you this, what product does Amazon make? Do they make a
product? They dont make a product. But yet, they make billions of dollars, not just per year, but per quarter. Billions of
dollars per quarter, they have over 350, 000 affiliates and the interesting thing is, if youre good enough, theyll pay you a
whopping 7 percent! 7 percent! Are you freaking kidding me! They got 350,000 people of which most of them dont even
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qualify for 7% to send them enough traffic to turn them into a multi-billion dollar corporation, selling stuff that they dont
even make!
Are you following me? Every single one of you can be a switchboard, because its about traffic generation and traffic
monetisation. You generate the traffic, or somebody else generates the traffic. You can sit right in the middle with your
products or somebody elses product, to monetise the traffic as it comes through, are you following me here?
You see, heres the interesting thing, we talk about change. The three set move, earlier you heard me talk about the
chess point, is like the kill zone and the reason why; this is where most people start to fail. Its like, Give me the step by
step program, they get all excited, its like, step by step and you follow these steps and you do this and youre going to
start making all this money.
So, you can follow step by step, if you want to build a website, because theres no competitive strategy required, but
the moment youre starting to do something in the competitive environment, thats very dynamic thats always moving
and always changing; step by step, is more likely to fail more often times than its going to work. And the reason why, is
because the moment you do something youre going to have a response from one of two groups, a competitor or the
consumers, right?
To think that I could do, one, two, three, four, five and Im going to become a millionaire and make money, is to think
that the market does not have a mind of its own. That theres going to be some kind of scripted response to your scripted
steps. Are you following me here? But see, thats not the bad thing, thats the good thing, because this is the point where
we start to separate the winners from the losers. Its called mismatches.
I guarantee let me ask you this, how many of you have ever done something before. Somebody said, Follow these
steps, it doesnt have to be with the Internet, it can be with anything and you followed the steps and you didnt get the
result they said you would get, let me see your hands?
And for those of you that raised your hand, how many said, Screw this, and you just stopped doing it. Raise your hands,
lets be honest, raise your hands. See heres the thing, the moment you do something, youre going to see a mismatch.
Okay? And when you have that mismatch, you have a choice; one of two things are going to happen, youre going to
become disoriented or youre going to reorient.
When you become disoriented, you start to look at this, its like, This is not what they said was going to happen. They
said, If I do this, Im going to get this kind of result and thats not what it is Im seeing, and that starts to have an impact
on your morale, right.
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It starts to have an impact on your confidence. Then you start to get frustrated, right? How many know what Im talkin
about when I say frustrated? Right?
You get frustrated and youre beating your head and youre complaining, youre pissed off and you want a refund and
its like the worlds to blame, for stuff that doesnt work, they scammed you. All kinds of stuff is coming down and now
youre starting to get depressed, right? And youre shouting at people that had nothing to do with it. Right? You know
what Im talking about.
And then ultimately you just give up and you look for something else thats really going to work, only to find out that
its happened again and its happened again and its happened again. And the reason why is that change is constant.
Youre going to see mismatches, thats what youre looking for, because the mismatch gives you an opportunity to
reorient yourself, because everything is always moving. Everything is about mismatches.
The mismatches are the feedback that allows us to learn and allows us to make the adjustment. We all have to adjust, if
you want to succeed within the three step move, I think the - all of them are equal and important, but I think the part
where most people fall apart at, is when it comes to the adjustments. And the reason why is because, what people want,
are rote, step by step, linear things to do. And one of the main missing ingredients in most peoples programs or
strategies, is they give dont teach you how to think. They teach you what to do.
How many of you have ever tried to do something and youre working with some software and when the software gets
stuck, youre contacting support and for some reason you just cant move forward because this freaking softwares not
working. Let me see your hands?
Right. One thing I want you to remember is; dont let what you cannot do, stop you from doing what you can do. When
it comes to success and it comes to winning in this game or any game, its not just what to do, its how to think. Its how
to think. You have to know how to think. Especially when were doing stuff and heres the thing, know that when you do
something, it probably isn't going to work, be prepared to adjust.
Think about it, if Nik was having this seminar five years ago, we wouldnt be talking about blogs, you wouldnt be
hearing anything about Squidoo, or MySpace, or YouTube. They didnt exist. They werent even a part of our vocabulary.
Heck, if any seminar was taking place in the 80s which there were, like normal real estate and stuff, people werent
even talking about the Internet, it wasnt even a part of our vocabulary!
But we had to adjust. Think about companies that didnt adjust. How many are familiar with Wang Computers? Wang
how many have a Wang computer? If you do, I would love to interview you. Wang computers is gone, because they didnt
adjust, they didnt adapt to the changing environment.
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The only way to advance your position is to continue to adjust. Thats the way to make this thing work. But see heres
the thing, you can do it and its not difficult. You just have to learn how to think and you have to have your strategic
palette of options and know how to go about adjusting when these things arent working, instead of being caught like a
deer in headlights and all of a sudden youre stuck and youre frustrated and you become disoriented and you go down
this downward spiral of frustration and disappointment, your morale starts to drop off and next thing you know you just
give up.
Adjusting is about bending, not breaking. Are you following me? Most people break, they dont bend. Bending is
becoming flexible in that moment when you have to start adjusting. Let me tell you something, if theres any
environment thats changing rapidly, that requires us to adjust, its the Internet. Its changing faster than anything.
Customers are changing, you have to adjust to them, competitors are changing, we have to adjust to them.
Ill give you one example of a strategy we use to help people to adjust to different environments, because theres two
things, your markets and your customers are the things you tend to adjust to most of the time.
For example, I mean, think about a product on like, email marketer. If you were to try to just go straight to email
marketer, it would be a very, very competitive market and very hard to penetrate and some people just try to bang and
bang and bang at it. They spend tones of money on pay per click which is an outrageous price to pay to try to get
somebody to come buy some kind of email marketing product and if you dont have a really good sales process this
becomes very difficult to convert.
Okay, but - and theres a palette you can use we wont go into it but we call it angles of attack, where we look at
360 degrees to different ways you can shift and adjust to be able to find a better position. Because remember, were
always lookin to advance our position.
Period. Every single thing you are doing is to advance your position. Dont think any about anything else. The better
your position, the more money youre making; I guarantee you! The better your position the more money youre making.
If youre not making a lot of money, you dont have a great position right now, but you can change that, okay?
So, take email marketing. How about just shifting it over, making an adjustment and do email marketing for
chiropractors; or email marketing for orthodontists; or email marketing for floors. Are you following me? I have a list of
over 1,700 different markets; you can take one product and start to leverage it across. Most people we call it corner
stoning. Most people theyre just all over the place, its like, Oh my gosh I can get all these different products and I can
sell all these different products. Let me tell you something, sweetheart. If you cant sell one product, dont think you can
sell 100. Okay? And if you sell one, do not sell a product that puts you into a dead end postion, some people start to sell a
product. Its like, Well whats next? Nothing! They end up putting all these resources into a product that has no future.
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So you have to start thinking two to three moves ahead. You succeed here, whats next? And if the answer to whats
next is some product that has absolutely nothing to do with this existing product, change your position and change it
fast!
You see, if I have a successful product in email marketing, why do I want to start going over into dog tricks? Sure,
people that are doing email marketing may have dogs, but they probably think Im crazy the moment I start sending
them emails talking about, Hey, Ive got this great product that you can use to teach your dog how to do tricks.
Now, if I had a successful position in dog obedience, dog tricks beautiful! Are you following me here? Its called corner
toning.
Think about 3M. You guys familiar with 3M? Think about 3M. They had a huge debate in their corporate office. Half of
the room was divided. They were like 3M is a masking tape company. The other part was like, are you serious? 3M is a
polymer chemistry company! And they started going at it, going at it, going at it and then at the end of the day, they
settled on 3M is a masking tape company. Good thing for 3M. They created over 70,000 different products and
completely different markets. Completely different markets, like VHS tapes, masking tape, those arent the same markets.
Now, somebody could have said, Well since were going into VHS tapes and people put movies on those, well why
dont we do DVDs, people put movies on those too? It didnt fit. The reason they were able to make 70,000 different
products and become a huge multibillion dollar success, is because they leveraged their core technology, which was
polymer chemistry.
Every single one of those products had to use polymer chemistry.
So, the thing is, its in this business, whether youre selling eBooks or audios; whatever. When you define your
marketing, you define your position.
Look at all the different places you can move that position to, start looking ahead, and its not as difficult as you may
think especially if you start from that position.
See, what it is Im talking about here is how you really make millions online. It aint about building the website, it aint
about the new traffic tactic, because sure enough, you know, many of those things are not going to be effective or
theyre going to completely disappear.
Its about understanding strategically what it is you should be ultimately doing. Are you guys following me? If youre
following me raise your hands. And this is the thing; we hope can generate a ton of wealth. Help you to advance your
position, because we know at the end of the day, this isnt really about us, is it? How many in here have kids?
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Right, now let me ask you this, if you dont have the money and you want to send your kids to college, and you dont
have the money, how are they going to get to college, that really good college? They didnt get a scholarship, you dont
have the money, chances are they end up, doing what? Going to some kind of community college. Well its college, but
its not what you really wanted for them but imagine that you had a bank account that had seven figures sitting in there
that you could screw around with and do whatever it is you want to do with.
Now, youre in a much different position. Right, imagine this, your bank contacts you well actually this is a true storyearlier this year when we were coming out here. It was in March, our bank contacted us, literally before we were leaving
to come out here and my wife came in to me and she was like, You wont believe this, and she said, and she sent this
thing over the table, this fax that they sent over that I had to sign and you want me to tell you what they were asking?
They were asking we get so much money deposited into our account each month, they were asking us if we were
involved with money laundering! As God be my witness, they were asking us if we were involved in money laundering.
And then at first I was a little irritated, wed been banking with them for five years and Im like, you guys got to know
better than that. Weve got like seven different bank accounts with them, we have like, multiple layers of security. Im like,
Listen; they should know better than that. Im a little irritated and my wifes a little irritated and then the marketer in me
starts to perk up, and Im like, Wow, thats a pretty good headline. Make so much money your bank accuses you of
money laundering! I can like see that headline. I look at my wife and Im like, thats kind of cool! You know what I mean?
Im like, that aint so bad. Im not insulted anymore, actually Im kind of flattered, right!
So, I put a little spin on it in my own mind. Thats the truth. Thats the position that you can be in, because advancing
you position is about advancing the position, financially, at least thats why were in this room, of all the people that you
love.
And you know what? Building websites and all these other things thats just part of it. Its not the game itself, because if
it was about building the websites, people that have the websites would be making money. If its about creating the
product, or having a product, people that create products and have products would be making money. We know thats
not true. Not everybody that has a product or has a website or creates a product are making money on the Internet.
I want you to write this down, Its not just what you do, its how you do it! Its not just what you do, its what-----? -How you do it.
Thats the critical difference.
Its not just what you do; its how you do it.
Like take basketball for example, how many familiar with Michael Jordan, raise your hands? Michael Jordan, right? You
may not like basketball, but you familiar with the name. Think about Michael Jordan playing basketball. What does he do?
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When he was playing, he dribbles the ball, right? Everybody in basketball dribbles the ball, right? What else does he do,
he shoots the ball.
Everybody in basketball shoots the ball. In fact, if you cant dribble and you cant shoot, youre not even going to be
playing the game! Right? What else? He passes the ball, right? Everybody passes the ball. Hey, if you cant shoot and you
cant dribble, you sure as heck better know how to pass it- right?
So, if hes doing exactly what everybody else is doing, dribbling, shooting and passing, it cant be in what he was doing
all by itself, it was in how he was doing it! HOW he was doing it. HOW Tiger Woods plays.
Whats the difference between a book that becomes a bestseller and hits the top of the New York Times bestseller list,
the Wall Street Journal bestseller list, Amazon bestsellers list? Listen, they all have the same 26 letters, its not just what
they did, its how they did it.
Whats the difference between two people coming to this same event, one person leaves, 12 months later they have a
six figure income, the other person 12 months later, theyre at their seventh seminar; theyre still not making any money!
Its not just in what they do; its in how they do it.
Whats going to be the difference for you today? Its not going to be in just what you do, its going to be in how you do
it. Thats one of the missing things, its not just what you do, its how you do it.
See, theres a lot of programs out that you can get involved with, a lot of different things you can do, but unfortunately
and heres the thing many of their components arent necessarily bad, but the formulas incomplete. For the most part
its incomplete. Whether they meant it or not, who cares?
But the thing is, its incomplete. An incomplete formulas like an incomplete bridge. Think about a bridge thats 90
percent done. An incomplete formulas like an incomplete bridge. They both get you nowhere. Are you following me
here and believe it or not, its better to have, no formula at all, than to have an incomplete formula.
Now, why is that? Think about it, if you have an incomplete formula, take a recipe for example; see in an incomplete
formula, you have all of the costs or most of the costs, but none of the benefit, are you following me? And for many of
you, if youve done stuff, like the Internet or some other things before, I dont think a lot of the stuff you where involved
with was completely bad; and I dont think you were slackers, I think it was incomplete.
So, what you got back from what it is you put out, was the result of an incomplete formula. How many here bake cakes
or eat cakes? Let me see your hands.
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Think about this. Youre baking a cake, and you leave out the baking soda. Whats that cake going to look like? Its not
going to be a cake at all is it? Youre going to have something come out of the oven, but it aint going to be a cake.
But guess what? You have the cost of the sugar, the cost of the flour, the cost of the milk, the cost of the eggs, the time
and everything else, the utensils, all of that cost is already there. But because you missed one thing, you dont have a
cake.
Are you following me here? One thing can mean all the difference, all the difference to you becoming successful. All of
your goodwill and all of your good heartedness and I know that you guys want to succeed, not just so you can feed your
ego, although I think thats a part of the process.
We all have egos, male egos may be bigger than female egos, but, we all have egos. And I dont believe you want to
succeed just to feed your ego, I know you want to succeed because you know the impact its going to have on others, if
thats true, raise your hands.
So, do you know that, if you dont get the right formula and you dont follow through, youre cheating yourself and
youre cheating all the people that you love and who you want to create an impact on.
So, you owe it, not just to yourself, you owe it to them, to not just come into an environment like this and have fun to
get the warm and fuzzys, but to follow through when you leave this environment and make sure you have a complete
formula, a formula that works. And walk out of here understanding realistically that any step by step program, that has to
do with the competitive environment is not going to work precisely by the numbers.
Because the environment is constantly changing, its not that the actual steps themselves may be bad, they may be
valid, but its the environment is constantly changing, so we have to adjust what it is were doing. Are you following me?
And if we dont adjust, were in trouble and thats where most people get in trouble, They do the steps. Its like; Ive done
these steps and Im not getting the results that they said Id get and now Im getting pissed off!
Im going to call the seminar promoter; I want to give them a piece of my mind! Because, youre not getting the results
that you thought that you were going to get.
But, see, I want to set realistic expectations, whatever it is you want to succeed at and whatever amount to money it is
you want to make, the Internet can give it to you, but if you think you can do it as some robotic, linear, rote, step by step
fashion and think, If I just follow these steps close my eyes and just do these particular steps, Im going to wake up and
my banks going to contact me; you know, all impressed and all this kind of stuff; it aint going to happen that way.
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But you can do it, as long as youre prepared to adjust along the way and have fun, the adjusting is the fun part though,
are you following me here? But you can do it and what you need is somebody that understands how to make those
adjustments, on the fly and the interesting thing is, is that, nobody can hand you a book on how to adjust, because its
too dynamic, you need to work with a team and a person that understands how to communicate these adjustment.
You have to have the patience, let me ask you this. Picture this for example; youre making an extra $5,000 per month,
and you didnt even leave your existing job, you still have your existing job, but youre making an extra $5,000 a month,
how many of you would say that an extra $5,000 a month would have a really significant impact on your lifestyle? Let me
see you hands.
Do you know how easy it is today to make an extra $5,000 a month on the Internet, all things being considered? You
put yourself in the position where you have the most options, you continue to make the adjustments and you move
quickly into the openings that give you the highest probability of winning, its not difficult at all.
But, most people get stuck at the adjustment part, they complain, they whine, they want it to be easy and theyre
burning up all this time that theyll never get back. Its just easier to make the adjustment and move on. Are you following
me? Just make the adjustment and freakin move on! We all have to do it and I know from my experience of what it is Ive
done, that every single one of you can have exactly what it is you want.
The Internet, to me its I tell people, it doesnt matter what religion you are but I tell people you know, Gods given
us two amazing gifts; he gave us Jesus and he gave us the Internet.
Seriously, thats what I tell people. I think the Internet is the most unbelievable opportunity, the most unprecedented
opportunity in the history of mankind, more millionaires are being created today, than any other point in time in history,
period. Flat out, period.
Young and old, it doesnt matter, it doesnt matter your race your religion, your colour your size, your weight, how your
breath smells, nothing! None of that stuff matters. The only thing that matters, is if you understand the forces that are
shaping the winners and the losers and you harness those forces and you use them and you dont get stuck in the
mentality, Im going to be an affiliate marketer, or Im going to do Adsense, or Im going to build websites. We dont
even get stuck into that.
Were like, This is where it is Im going and Im going to advance my position. What are my options? Are you following
me here? What are my options? The first thing you look at; what are my options? And then we have fun. Theres so much
liberty in that, do you know that the moment you say, Im going to make money with Adsense you are now, pretty much
pigeon toed in a very specific place, you have very limited options when you do that.
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Even if you say, Im going to be an affiliate marketer, theres not really anything wrong with that, but at the same time,
you start to limit your options. Are you following me?
I want you to have no limits and I want you to be in a position where let me ask you this; If you had the chance to be
ahead of the curve and start marketing a technology, right as people - or just before people are starting to move towards
it; that was huge and you knew you would make a ton of money doing it; how many would do it? Raise your hands?
Like how many of you would have bought if you were able to see into the future and know that Google stock was
going to shoot into over $500 a share, how many of you would have had Google stock at the IPO or at the open when
they first went into the market? Exactly, or Microsoft stock?
Well heres the thing Im going to share with you. I can get up here and talk about, Hey, lets market eBooks, lets do all
these kinds of things, and thats great, theres a lot of money in it. But theres something better out there for you,
something thats unprecedented.
When I say unprecedented, I mean and Im going to show it to you, I want to show it to you, its what we call,
internal in our company. We call it web3.0 and we consider it to be the final frontier when it comes to marketing and
Ill give you guys a glimpse at it. Can we put the slides up please.
What you see right here at the top, you can see this good, is what we call DTAlpha: Desk Top First. Okay, heres the
thing, the next battle ground is the desktop. Its the final frontier, the race now is going to the desktop. Its not who can
come out with the sexier eBook, who can come out with the sexiest DVD, who can come out with the sexiest, audio. The
race is going to the desktop.
All you need to do is look at what eBay has done with their desktop and, all you have to do is look a CNN. Theyve
released a completely new desktop application, now youre going to have an opportunity to get in ahead of pretty much
everybody else.
You heard Mike talking about a party that we had, right? And realise this, I mean, I dont really mean to beat this horse
or anything like that, but Ive gone from homeless to owning a 1200 square foot house on 4.3 acres of million dollar
estate. Okay? We had over 100 of the worlds best marketers at our house on August 21st, thats where that video was that
Mike showed you.
Jay Abraham, T Harv Ecker, Jo Polish, Chet Holmes. In that room, collectively in yearly income, was over $300,000,000!
And do you know what I was doing? I was selling my butt off in my bedroom. I was taking them in there, because my
bedrooms like huge. And I was in there and I was sitting down at the computer and I was selling everybody on this. 100
percent buy in, and let me show you what this is all about.
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This is just and we can get into more detail in this when you guys get on board, but, what this allows us to do is, for
the people that are looking to build their business - think about this. Imagine having gone to your desktop, fast and first,
exclusive information that give you the edge; that allows you to succeed, what it is you need to know that the big
thinkers and the people that are making the most money are thinking about and doing right now.
Because remember all wars are information wars. The people that get information, that exploit it the fastest are the
ones that win. All things being considered. This is just one part of the act. You do your VIP login, and now you have a
Desktop Media Centre.
Okay, and these have tons of skins. We send directly to the desktop, video, immediately sent to the desktop, we send
them video and the video plays right on the desktop.
We also send audio to the desktop, thats the audio player. We have huge corporations asking us to build private
networks and heres the thing; were about to release Desktop Alpha, DTAlpha, and all of these people, we have
agreements, exclusive information on our network.
Meaning, what Jay Abraham provides on here, you cant get from any place else. What all of our providers on here give
us, you cant get from any place else. And if you come over here actually let me close this up you can see the different
things. These are the different things of content providers on the network. Thats not all of them, theres some other ones
that are going to be in there.
And heres the thing; all you have to do is give away the software for free and when, and then we sell them into the VIP
program and you make money, not once, but every single month that theyre a subscriber. All you do is give away the
software for free, how many of you can give away free software?
And not only that, let me show you this. This is the version thats being developed for Tony Robbins. This is what a
private network actually looks like. When it opens. Okay, if you can see that. In the right hand corner, thats the actual
alert box. This is all his custom stuff right here, thats AR TV, thats his audio player that we created. Check this out, when
its ready, youre on the forefront to get this out there to all these people who love Tony Robbins and when they sign up
for VIP programs, guess who gets paid? Raise your hand if you want to get paid.
Probably the easiest marketing youll ever be able to do, the race is to the desktop. You can mark today on your
calendar, you can quote me on it, the next race is to the desktop.
And you have an opportunity to get there, I will even give you the marketing plan for each private network in DTAlpha,
I will tell you exactly where to go to give away the software for free and not only that - not only do you make money
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Stephen Pierce
every single month off of the monthly subscriptions, when they buy any of the products from the DTAlpha store, you get
paid on that too.
And the responsibility of them sticking is all these different content providers. If you notice, as the content comes in, if
you notice as this next one comes in, this is my picture; my pictures going to change to the next persons headline. See
how that comes across? Watch that change. That right there is going to change. You see how that changed to T Harv
Ecker?
Every single company that we presented this too, just flipped. We had major corporations. I cant tell you some of the
stuff that we have coming up with this as far as some of the corporations that we are working with- but trust me, you will
not be lacking for opportunities to give away free software, to preidentify prime hungry markets. You dont have to go
out there and create anything anymore you can but just imagine being able to give away free software and then the
process takes over.
How, many would say, thats probably an easier way to go about marketing. Let me see your hands. It is an easier way to
go about marketing and whats your competition on the desktop? Pretty much none! Because were locking in exclusive
with every single version and also the ability to have our people be the ones on the forefront that market it, so that you
can get it out there and you get locked in and you start making the money, are you following me?
Now, who gets the opportunity to be a part of our team to do this? Let me ask you this; how many of you would like to
be a part of the team that has the opportunity to do that? Let me see your hands.
Well, heres the thing, I want to teach you how to think and I say that as far as thinking strategically when it comes to
marketing, okay? I dont just want to put in your hand a bunch of rote steps to be like, Hey, follow this and your life is
going to be changed.
I will give you some steps that you can follow, Ill give you tutorial videos, Ill put you on the phone with me once a
week, where you can ask me any and every question. Ill tell you places you can go and market, Ill review different things
that you have that you currently want to sell. I will allow you to look over my shoulder and grow as I grow, how many
would like to look over my shoulder and just follow the marketing that it is that I do?
Let me show you this real quick. This right here is a product. I had a goal, and the product was, I want this product to hit
$1 million and the only thing I was going to do was market this for the first 30 days and the rest was just going to be
hands-free, passive residual income. Im going to show you the result of that. That was just about a year ago. Want to see
the results, yes or no!? -- Yes!
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Stephen Pierce
Let take a look at the results. I will increase this in size so that you can see it. Lets take a look at daily sales first and be
mindful, I havent marketed this, personally, in almost a year. Okay, but this is how powerful the marketing systems are
when you set them in place. Heres the thing. This is something that well actually go over the program when Im training
you, but most people when they think about the Internet, they think about the Internet like this. They see the Internet as
being like this.
VISUAL PLAYED
How many know what Im talking about? Its like all kinds of stuff all over the place. When in actuality the Internet is this
VISUAL PLAYED
The Internet is a very organised system and thats good, because all systems have centres of gravity.
The Internet has nine identified COGs that are spread throughout, those are the leverage points and the whole thing is
when you identify the leadership COGs and you change those; you get rich. Most people dont understand that. They just
start dumping stuff onto the Internet, hoping theyre going to make money; following rote steps and theyre not taking
into consideration, the Internet is a system. The Internet has - it is a system, that at the same time, just like all systems, it
has inertia. If you push, its going to push back. Its not going to instantly change, so you have to identify the leverage
points, identify the desired effects that you want to use and create and the impact that you need to have, you put
together the campaign and then you execute.
You know I have tones of testimonials I can throw up there; tones. But what good is that for you? If you think Im
kidding, one of my students has done over $7 million this year. I took a guy, his company from $500,000 in 2005, to just
under $2 million in 2006 and now Im helping him to get it to 10 million.
Helped one person go from 0 to $161,000 in his first 11 months, selling a product thats $29.95. The difference and be
mindful; these are people that had already gone through other coaching programs and experienced other products.
The difference is how we view the Internet. We dont view the Internet in the sense of, Hey, lets do some blogs and lets
use this software and all that. We first look at the Internet as a system and we look at the different leverage points, and
within those leverage points, whos the leader?
Whats the desired effect? Its to produce the campaign, get the result and we get what it is we want.
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Stephen Pierce
Okay, so, here is. Lets enlarge this. Can you see those numbers in the back on the right hand side? So these are sales.
Okay. These are sales numbers and these are todays so I started testing this in around 9/7 of last year and these are the
sales numbers, these are daily sales numbers, okay? Daily! And be mindful, I dont market this product any more. Okay. All
daily sales numbers, let me ask you this, if you were only getting 10 percent of that a day, how many would say life would
be great? At least financially?
I mean, at least some of your financial problems would be taken care of, I think wed be foolish to think that, it you start
making a lot of money that your life is going to be perfect. I mean, were intelligent people here. We know thats not the
case. But at least financially a lot of things would be taken care of.
Because were kind of short on time, let me just go up and show you over the month lets go to monthly now be
mindful. Ive created over 700 different websites, over 200 different products. This is just one. This product is a digital
product that sells for $29.95, okay? I do no active marketing, minimum maintenance of 30 minutes a month just to check
on stuff, make sure things are functioning properly, okay?
So, in total, its still just shy of the $1 million net, but its done over $1 million gross, already, okay? And were just shy of
under $1 million net. Chances are by the end of September, within the full year period of timing, it will hit that one million
dollar number, okay, completely hands free.
How many of you would like to know how to do that? Im doing this for you, you have to make the decision, because if
you dont make the decision your life is not going to change! You have to break the pattern of sitting in the room and not
doing anything. So what youre afraid. So what? You may have some uncertainty and doubt. Thats fine; I accept that! But
lets work together as a team and make this happen!
You can bring me your fears, you can bring me your uncertainty and you can bring me your doubt and I dont have any
problem with that, youll be in good hands with myself and my team, okay.
So, what you need to do is just take your paperwork and move over here to the table and well work together as a team
and completely transform your life in the next 12 months, all right!
Thank you for your time.
560

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Global Wealth Strategies for the New Millennium

Chapter 00 - Introduction - By Nik Halik

Chapter 01 - Bob Proctor - The Laws of Attraction

Chapter 02 - Tom Hopkins - Builder of Sales Champions Pt. 1

Chapter 03 - Tom Hopkins - Builder of Sales Champions Pt. 2

Chapter 04 - Marshall Sylver - Hypnotic Reprogramming Pt. 1

Chapter 05 - Marshall Sylver - Hypnotic Reprogramming Pt. 2

Chapter 06 - Johnny Wimbrey - The Laws of Attraction Pt. 1

Chapter 07 - Johnny Wimbrey - The Laws of Attraction Pt. 2

Chapter 08 - Warren Black - Tax Intelligence

Chapter 09 - Tom Hua - Internet eBook Riches

Chapter 10 - Nik Halik - Wealth Intelligence 101

Chapter 11 - Rick Otton - Property No Money Down Pt. 1

Chapter 12 - Rick Otton - Property No Money Down Pt. 2

Chapter 13 - Johnny Wimbrey - Success University

Chapter 14 - Loral Langemeier - The Millionaire Maker

Chapter 15 - Nik Halik - Stock Market Intelligence

Chapter 16 - John Childers - Million Dollar Speaker Training

Chapter 17 - David Cavanagh - Getting Started on the Internet

Chapter 18 - Adam Ginsberg - Internet Income Generator

Chapter 19 - Adam Ginsberg - MySpace Marketing Systems

Chapter 20 - Mike Filsaime - Butterfly Marketing Systems

Chapter 21 - Peter Bland - Never Give Up Life Mastery

Chapter 22 - Stephen Pierce - $387,000 per Month on the Internet

BOB PROCTOR: Thank you, thank you, thank you.

MEET BOB PROCTOR

Good morning. -- Good morning.

Prosperity and Abundance Thro

Hows everybody this morning? -- Great.

regarded as one of the living masters and

He is the best-selling author of You Were Born Rich, and has

transformed the lives of million

it just isnt clicking right for you? How many

courses and personal coaching

how many of you are going to tell the truth

p you because he comes from a life of

Well, you know, The Secret has been

You just have no idea how shocking that

But at any rate he made a recording back

Joel Barker wrote a book on it and he said:

Paradigms are nothing but a multitude of habits.

You sort of like the idea then? Okay, okay.

What is your name? -- Martin.

Martin, how many sources of income do you have, Martin? -- Two.

The absence of evidence is not evidence of absence.

Where there is no picture the people will perish.

Now, look Eric Hoffer said:

TOM HOPKINS: Well, thank you. All right, how's business?

MEET TOM HOPKINS

Tom Hopkins is a sales legen

Yeah, attaboy. Some of you said "greaat" and you may be

to make you successful in a selling

career. The truth of the mattter is that

be excited. So open up your book to the inside front cover,

natural skill, combined with

right here. See it? And then when I ask you

secret to high level productiivity.

Having learned this lesson the

So let's start again, how's your teenagers? -- Unbelievable.

him to become the sales lea

Unbelievable. How are your in-laws? -- Unbelievable.

Unbelievable. You see it's a great worrd and you want to