John Reese: Hey dude, stop killing people for a second...

JohnReese: Heydude,stopkillingpeopleforasecond.

FrankKern: What?

JohnReese: Hey,pausethegame,realquick.

Socheckthisout,I'mlookingatasurveythatsomeonedidtoBizOppeople.What

percentageofpeopledoyouthinkdidn'ttakeanyaction?Thesearepeoplethatalreadybought...Theyboughtthething,theygottheallthetraining,buttheydidn'tdoanythingatleastupuntilthefirst90days.

FrankKern: Anjustnothing?

JohnReese: Yeah,theyhaven'tdoneanythingyet.Like,theydidn'tstart.

FrankKern: 30%

JohnReese: Higher.

FrankKern: 50%

JohnReese: Higher.

Speaker5: 2,000%

JohnReese: 72.3%

FrankKern: Isthislike,marketingtypestuff?Doesthatcount?

JohnReese: Yeah.

FrankKern: So,peoplethatbuyinourcommunityaswell?

JohnReese: Whatdoyouthinktheissueis?

FrankKern: Idon'tknowbut...

JohnReese: BecauseIthinkifwecansolvethat,itwouldhelpalotofpeople.Itcouldchangetherateatwhichpeopleconsumeinformationtolearnhowtodostuff.

FrankKern: Andtheymightactuallydostuff.

JohnReese: Exactly.

FrankKern: Theuglytruth,Ihavenoidea.ButIknowwhowill,andhe'sintown.

JohnReese: Who?

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 2 of 25

FrankKern: TonyRobbins.Iknowhim.

JohnReese: Hewon'ttalktoyou.

FrankKern: Hetotallywilltalktome.

JohnReese: Allright.

FrankKern: He'sbeenwaitingbythephoneformetocall.Watch.

JohnReese: Proveit.Proveit.Proveit.

FrankKern: Watch.Allright,let'sgo,let'sdriveupthererightnow.

JohnReese: Proveit.

FrankKern: Okay.

JohnReese: Allright.Let'sgo.

FrankKern: Let'sgo.We'regoing.

JohnReese: Allright.

FrankKern: I'malreadythere.

JohnReese: Done.

FrankKern: Okay.

JohnReese: I'mgoingtofinishthisupfirst.

FrankKern: HeyIguessIshouldtrytocallandseeifhe'llletuscomein,insteadofjustlike

showingup.

JohnReese: Doesn'thehavelikeatroupeofarmedguardsandstuff?

FrankKern: Ithinkhedoes.Ithinkyouhavetogetin...

JohnReese: HehashisownSWATteam,doesn'the?

FrankKern: HedoeshavehisownSWATteam.

JohnReese: TheRobinitesorsomethingthey'recalled?

FrankKern: Let'sseeifwecangetpasttheguardshere.Hangon.Andthenwecansee.All

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 3 of 25

right.Seeifit'llwork.We'vegotthedialing.

Robin: Hello,thisisRobinforTonyRobbins.

FrankKern: Yeah,canIspeakwithTonyplease?

Robin: MayIaskwho'scalling?

FrankKern: ThisisFrankKern.

Robin: Oh.FrankKern.Youknowwhathe'sinthemiddleofasuit,butletmegrabhim.Onesec.

FrankKern: Okay.

TonyRobbins: Frank.

FrankKern: Tony,what'sup?

TonyRobbins: Goodthingsman.Howboutyou?

FrankKern: I'mgood,heylisten.I'vegotJohnReeseherewithmeonspeaker,sodon'tsayanythingnegativeabouthimbecausehe'sverysensitive.Listen,wegotaseriousissuesthatIthinkisaffectingourmarketandweneedyourhelp.Weactuallydon'tknowifwecansolvethisproblem,butwethinkthatyoucan.Sowewanttobargeintoday,we'rekindofridingaroundanyway.Iknowyou'reshootingandstuff,butifyougotacoupleminutesandwecouldpopby,thatsurewouldbehelpful.

TonyRobbins: Okay.WellI'mhonored[inaudible00:02:41]helpme.ComeoninIlookforwardtoseeingyou.

FrankKern: Okay.Seeyouman.

TonyRobbins: Allrightman.LookforwardtoseeingyouJohn.Byebye.

JohnReese: Good.Seeyou.

FrankKern: Welloffwego.Whatdoyouwanttolistento?

JohnReese: Gangsterrap?

FrankKern: Ofcourse.Allright.Let'slistentogangsterrap.

JohnReese: That'swhatwealwayslistentowhenwegetfiredupaboutmakingmoneyanddoingsomebusiness.

FrankKern: Thishadthehustle.It'sthehustle.We'realwaysjustkneedeepinthehustle.

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 4 of 25

Hey.Don'tdoanythingembarrassing

JohnReese: Iwon't.

FrankKern: Ican't...Listen,lasttimeItookyousomewhereitwasafiasco.We'renotinvited

backtoKimMcCarthy'shouseanymore,I'lltellyouthatrightnow.

JohnReese: Sowhyareweinahotelanyways?Doesn'theliveinthearea?

FrankKern: Ican'trevealthattypeofinformation,buttheyusethisplacealottoshootstuffbecauseit'sgotareallynicebackground.

JohnReese: Ohsothey'reoutfilmingdifferent...

FrankKern: Niceoutdoorstuff.

JohnReese: GuestsandinterviewsandTVcommercials?

FrankKern: Yeah.NowIdon'twantanytroubleoutofyou.Don't...Youknow.Haveyoubeendrinkingoranything?

JohnReese: No.

FrankKern: Okay.

Heyman.

Speaker5: [inaudible00:03:47]

FrankKern: How'sitgoing?

Speaker5: Comeonin.

FrankKern: Allright.Thankyou.

TonyRobbins: Heyguy.

FrankKern: What'sup?

TonyRobbins: Howyoudoingman?

FrankKern: What'sallthis?

TonyRobbins: Doingalittleleadershipfilm.

FrankKern: That'sawesome.

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 5 of 25

TonyRobbins: Goodtoseeyou.

FrankKern: Allright.Thanksforhavingusman.

TonyRobbins: Heyhowyoudoing?

JohnReese: [inaudible00:04:00]

TonyRobbins: Wellcomeonin.I'mcuriousto...Whatthismajorproblemisthatyougottosee

merightawayabout.Itsoundslikeasetuptome.

FrankKern: It'sasetup,yeah.ItoldJohnitwasaninterventionabouthisgluesniffingproblem.

TonyRobbins: Comeoverandsitonmylap.

JohnReese: Yeah,it'sokay.

Soweweredoingsometalkingandthebigprobleminourindustry,wethinkisabitofamystery.Noonehastheexactanswer...Wewereactuallytalkingabouttryingtofigureitoutthatsomanypeopleinourmarketgetthesecoursesthat,himandIbothforourownrespectivebusinessesspendhoursandhoursoftimerecordingthese...Buildingtheseeducationproducts.Thesetrainingproductstoshowpeoplehowtogrowabusinessorbuildabusiness.Butthere'sthislargesegmentofourcustomersandourmarketthatwe'rein,thatreallydon'tgetresults.Theydon'tdoanything,orthey're...Forwhateverreasonit'snotforthem.Wewerejusttalkingabouthowgreatitwouldbeifthereweresomanymoresuccessstories.Right?Like...

FrankKern: Ifeveryonewhoactuallyboughtstuff,notnecessarilyjustourstuffbutallofthestuffwithinourcommunity...Ifthepeoplewhoboughtit...Everyonewhoboughtitactuallyuseditandfollowedthedirectionsandfollowedthrough,howamazingthatwouldbe.Likewhatwewouldaccomplishasacommunityasawholeifthathappened.Soourchallengeis,whatneedstohappen...Whatkindofshiftsneedtohappentogetpeopletofollowthrough?Togetpeopletoactuallyusetheproducts?

TonyRobbins: You'retalkingaboutthesamemysterythatpeoplehaveofwhydoessomebodygetthatfatwherethey'reoutofcontrolandtheyhatethemself,butthentheygooutandhaveapieceofchocolate.Orwhydoesthepersonwhothedoctorhasjusttoldthemhascancer,lungcancer,thatyougottostopsmokingandstudiesshowthat70%ofthepeoplejustkeeponsmoking.Soyou'renottalkingaboutaminorissuehere,right?It'spartoflife.Butthereisananswerbecausetherearepeoplethatdofollowthrough.Andtherearepeoplethatneverdidbeforeandtheyneverfollowedthroughintheirlife,andnowfinallytheybreakthrough.Andthat'swhatItrytofocusoniswhatthosepeopledo.

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FrankKern: Youknowiffat,broke,stupid,sick,andlazypeoplewatchedthenews,believedthatshit,sitaroundworryingabouttherecessioninsteadofgettingofftheirass,gettingajob...I'mnotgoingtodothatbecausethatclearlyproducesresultBthatIdon'twant.SoIwantresultA.SoIlookatpeoplewhohaveproducedresultA.InmycaseinthebusinessworldIlookatpeoplelikeyou,peoplelikeDanKennedy...Whatdotheseguysdo?OkayI'mjustgoingtodothattothebestofmyability.Andsureit'slike,ohnoIcan'twritecopiesaswellasDanKennedy.OrIdon'thaveasmuchenergyanddriveasTonyRobbins.Wellsowhat?

TonyRobbins: Butyoudidn'tstartthere.Youdidn'tstartoutasFrankKern.

FrankKern: ImeanI'vegotasmuchasI'vegot.Yeah.

TonyRobbins: Youstartedouttryingtomakehowmuch?Comeon.

FrankKern: $300.

TonyRobbins: Ohwhat?

FrankKern: Aweek.

TonyRobbins: Aweek.Right?

FrankKern: $300aweek.Yeah.

TonyRobbins: Andyoufailedatthatinthebeginningdidn'tyou?

FrankKern: Ifailedprettymiserably.Yes.Butitwaseffortlesstofail.Iwas...Imeanitwasjustlikenatural.

JohnReese: Yeah.

TonyRobbins: Buttruthfullyyouwentfrom$300to...Irememberyousaid...ThefirsttimeyoubelievedifIrememberwaswhenyoumadelike,$2500infourorfivedays?

FrankKern: ItwasfivedayswhenIwasonvacation.

TonyRobbins: Whileyouwereonvacation?

FrankKern: Yep.Thatwaswhenthetrueinternetmarketingdreamwasrealized.

TonyRobbins: Right.

FrankKern: BecauseIsoldadownloadableproductandIwasn'teventhere.Didn'thavetoshipanything.Iwaslike,ohmygodthiswassogreat.$2500.Andtomethatwasagazillionbecausemyrentwas,Ithink,$400orsomething.

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TonyRobbins: Andwhenyoutoldmethatstorybefore,andyoujustdiditagain,yougetso...Biggrinonyourface.Yougetmoreexcitementonyourfacethenwhenyoutalkaboutdoing...

JohnReese: Lightsup.

TonyRobbins: Doing18,thenwhenyoutalkedaboutdoingthe18million.WhichIknowyou'reproudofthat.Iknowyoudidn'tgetallthemoneybutyoumade$18millionforsomebodyin24hours.

FrankKern: Yeah.

TonyRobbins: Butlookatyourface.It'slikenoonehere'sexcitedas$2500infivedaysbaby.

FrankKern: Yeahit'sthesamethingthough.

TonyRobbins: Itis.

FrankKern: Imeanthe$2500wasjustas...There'snodifference.

TonyRobbins: Nothere'sevenmore.Becausetherewasamomentwhenyourecognizedwhatwaspossible.Butyoudidn'trecognizeituntilyouactuallyexperiencedit.Butyouonlyexperienceditbecauseyouhadto.

FrankKern: Right.

TonyRobbins: Youhadtokeepgoinguntilyoufoundit.Justlikeyoudid.

FrankKern: Yeah.Absolutely.

TonyRobbins: Youhadtokeepgoinguntilyoufoundit.

JohnReese: Itislikethevalidationthatthefeardoesn'thavetomatteranymore.Andthatyoudon't...Thereisnoother...ThatnothavingtheplanB,andknowingthatyou'regoingdowntheonepathtowardswhatyouwantit'sthevalidationinyourbrainthatheythisworks.ItmaynotworkyetonthelevelIwantitto,butitworks.I'vejustprovenittomyself.

TonyRobbins: Right.

JohnReese: AndforthatIwin.It'sgameoverIhavealreadywonbecauseIhaveprovenittomyself.

TonyRobbins: Right.

JohnReese: Soitvalidateseverythinginmymind,thatIwanttodonowjustatahigherlevelanddoingmoreofit.That'sit.

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TonyRobbins: Right.Youjustnowleverage...Youcannowjuststackit.Sowhatdothesepeople

needtogetstarted?Whyaren'ttheystarting?Weallknowtheanswer.It'sfear.Butthedifferencewithyouguysormeoranybodywho'sfollowedthroughis,we'remoreafraidofwhatlifewouldbelikeifwedon'tfollowthroughthanthepersonwho'swillingtosettleforwhattheygotandhopeit'llchange,andmaybepurchasesomethingforthemomentandthennotfollowthroughonit.It'salmostlikepeople...Overachievershavealittlemorefear.They'realittlemoreafraidofmissingout.They'reafraidofnotbeingthere.Ortheygotastrongenoughreasontofollowthrough.SoI'dsayifyoulookingathome,youwanttogivesomebodysomevalue,gowheredoIstart?I'msickofthis.That'sadamngoodplace.That'sprobablywhytheyboughttheproductinthefirstplace,butnowtheirnot...

FrankKern: Toescapefromthatforjustaminute.

TonyRobbins: What'sthat?

FrankKern: Theyboughttheproducttoescapefromthatstateforjustamoment.

TonyRobbins: Justforamoment.

FrankKern: Yeah.

TonyRobbins: Soguesswhat?Whatmakespeopleexcitedisprogress.Youdon'thavetobeatthegoalyettofeelaliveagain.Youhavetomakeprogress.Andthefirststeptoprogress,ismakingthedecisionandbuyingtheproduct.Butthentheydon'tdothesecondstep,whichisopeningthedamnthingup.

JohnReese: Ithinkanotherpowerfuldistinctionthatyou'rehittingisthefactthatalotofpeoplethathavebreakthroughsintheirlives,likeincludingFrankandIbothindifferentsuccessstories...Situations,whateveryouwanttocallthem,isthatpeopletypicallyhitrockbottom...

TonyRobbins: Yeah

JohnReese: Beforethatmustisareality.

TonyRobbins: You'reright.You'reright.

JohnReese: Sointhinkingofthat,becausealotofthingsaswellwehearinmarketinglike,ifyouhadaguntoyourheadrightnowandyouhadtomakemoney48hourswhatwouldyoudo?Andthatreallyresonateswithpeople,but...SoIjustwantedtobringthisintotheconversationbecauseIthinkabigpartofthemarketofallthesepeoplearen'tpeoplethathavetheirbackscompletelyagainstthewallyet...

TonyRobbins: That'sright.

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 9 of 25

JohnReese: Okay,sothey'renotinamustsituationyet.They'reinadesiresituationwherethey'reokayintheirlives.Theydohavebigdreamsandambitions.Theydowantgreaterthings,butit'snotpushingthemyettothepointwheretheywilldowhatittakestohavethemust.

TonyRobbins: Tomastersomething.

JohnReese: Sowhatdoyouthink?Howdopeoplegofromnothaving...

Section1of4 [00:00:00-00:10:04]Section2of4 [00:10:00-00:20:04](NOTE:speakernamesmaybedifferentineachsection)Speaker1: [crosstalk00:10:00]Whatdoyouthink?Howdopeoplegofromnothavingtheir

backsagainstthewallwhentheyhavenochoicetosay,"I'mtotallysickofthis,"toconditioningtheirmindstogofromtheirsituationwheretheyalways...maybeokay,togettingsomethinggreater?

TonyRobbins: Thinkaboutthis?Whatpissesyouoffandwhatexcitesyou?It'sallrelative.$2500exciteshimmore,thatmemorytothisday,thaneventhemillionbuckshedidinhisfirst24hourversion.Oryoubreakingthefourminutemile.Amillionbucks.Thatmusthavebeenoutofyourmind.Tellmeaboutthatforasecond.Whatdidthatfeellike?Youmakeamillionbucksin24hours,nobodyinthehistoryoftheinternet'sdoneit.

Speaker1: Euphoria.Justunbelievable.Itwasn'tevenaboutthemoney.

TonyRobbins: That'sexactlyright.

Speaker1: Itwasn'treallyaboutthemoney.

TonyRobbins: Noitwasn't.

Speaker1: Iwasn'tthinkinglike,"Ohthat'showmanycarsIcanbuy."Itjustwasn't.Itwasjustbreakingthroughanotherbarrierofprogress.

TonyRobbins: Atthatpointitwasn'taboutyourbacktoyourwall.Atthatpointwhatitwasreallyabout-

Speaker1: Itwasafurtherpointfrommyfear,iswhatitreallywas.

TonyRobbins: Furtherpointfromyourfearandforsomepeople.Ithinkinsomecasesit'salsoarecognitionofwhoIamandwhatI'mcapableof.Forsomebodywhoselifeisalreadygreat,thisisabout,"WhatifIcouldtakeonanotherskillthatcouldcreatemorefreedomformylife?"Andjustsaying,"I'mnotgonnagooutandtrytodoitallperfectlyrightnow.WhatI'mgonnadoforthenexteightweeks,I'mgonnado...I'mgonnacreatealittleritual.I'mgonnadoonethingadaytoconditionmymind.SoIgetstrong.SoIfollowthrough.I'mgonnareadsomething.I'mgonnalistentosomethin'.I'mgonnaimmersemyself.I'mgonnagoforanintensejogorI'mgonna

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 10 of 25

goliftweights,butI'mgonnadoitconsciouslytogetinastatewhereI'mgonnafollowthrough."That'snumberone,becausepeoplefollowthroughwhenthey'reinstate.

Second."I'mgonnagetclearaboutwhythisisamustforme."It'snotbecausemyback'sagainstthewall,but'causeIwantamasternarylifethatcancreatesomefreedom.I'mnotgoingtomasteritovernight,butIgotthesystem.Igottheplan.I'mgonnadoonethingaday,I'mgonnaworkononesubjectaweek.Thisweek'sgonnabeaboutfiguringoutwhattherightproductorindustryis.Nextweek'sgonnabebasicsofbuildingtraffic.AndeachweekI'mgonnamakealittleprogress,andI'mgonnagettoagoal,whateverthatis.I'mgonnamakeathousandbucks.""My300bucksinaweek.""I'mgonnagettomy2500."Thatfirst2500'sthemostexcited.

FrankKerns: Unbelievable.

TonyRobbins: Thefirst$300.Iremember-

Speaker1: It'sthemostlifechangingtoo.

TonyRobbins: Itisthemostlifechanging.IrememberIwassupposedtobeatruckdrivermaking$24,000ayearbecauseI'dbemakingthemostanybodyinmyfamilyhadevermade.

Speaker1: How'dthatworkoutforyou?

TonyRobbins: Yeah,realwell.ThankgodI'mnotdrivingatruckright?

FrankKerns: Ithinkyoucouldpullthetruckpersonally.[crosstalk00:12:23]

TonyRobbins: Icouldpullitwithmyfingerman.Icoulddoitwithmyteeth.Icouldpullwithmyteethright?36grandayearwasmygoal.IfIcouldmakethreegrandinamonth.WhenIdidthatIwasoutofmymind.Thenitwaslike,"CanImaketengrandamonth?"Thenitwastengrandinaday,thenahundredgrandaday,thencouldImakeamilliondollarsinaday?IhadadaywhenImade400milliondollarsinaday,inStockBuy,thecompanyItookpublic.Mypersonalstock.

Speaker1: ItwasprobablyafterIdiditthough,soitdoesn'treallycount.I'mjustjokingwithyou.

TonyRobbins: You'reright.

Speaker1: Peopleonlyrememberwho'sfirstTony.400million,amillion,it'sallthesame.

TonyRobbins: Whocares?

Speaker1: NoI'mjustkidding.

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 11 of 25

TonyRobbins: I'mnotsaying[crosstalk00:12:53].

Speaker1: Ofcourse.

TonyRobbins: TheytoldmewhenIwasonstage.Ihadthisaudienceofabout15,000peopleat

theContinentalCenter.Itwasduringastretchbreak.IwasdoingwhatIloved.Rockingthehouse.Everybody'sgoingcrazy.Theygo,"Yourstocksworth400millionbucksrightnow."Iwaslike,"Wow,that'scool."Idon'twanttosoundstupid,it'slike,"What'snext?"IwentrightbacktowhatIleft.Onceyoubreakthroughthenitjustbecomesagame.Thepeoplethataregettingyourproductshavenotyetbrokenthroughinmostcases.Thebreakthroughhappensbyconditioningyourmindeveryday.Byfeedingitarolemodelorstory.It'sputtingyourselfinapeakstatewhenyoufollowthroughbygettingphysicallystrong.It'screatingalittleritualofdoingalittlebiteachday,andthenyougetmomentum.

Themostimportantthingofalliswhatwestartoutwith.Why?

FrankKerns: Absolutely.

TonyRobbins: Whyisitamustforyou?Itdoesn'thavetobeyour,"againstthewall,"butithastobesomethingyou'rehungryfor.Theonlydifferenceinpeopleishunger.Ifyou'renothungrygetaroundpeoplethatarehungryandsomethingwillhityou.Youwatchaconversation,yougetaroundpeoplethataredoingbetter.Allthesuddenyoustartgoing,"Mylifesucks."

IrememberIwenttoaguyinLA.Amultibillionaireguy.I'llneverforget.IlivedintheDelMarCastle.Iwasreallyproud.Thatwaslikethesymbolofmehavingtakenmyselffrombeingpoortoprovidingformyfamilythisgreatplace.It'sbuiltfromcastlesinEurope,overlookingtheocean,notfarfromhere.Iwenttothisguy'shouse,he'sabillionaire.Hetookmedowntohiswinecellar.Idon'tevendrinkwine.Wentthroughthiswholething.AttheendofthenightIwasdepressed.IlivedintheDelMartenement,asfarasIwasconcerned.Ireallywas.Iwaslike,"Iliveinacrappyplace."Allmystandardschanged.AllthesuddenIwasn'tgoingtosettleforlivinginthat.AllthesuddenmybackwastothewallinadifferentwaybecauseasamanIknewIwascapableofmore.

Peoplecanchangetheirstandardbygettingaroundwhereit'sbetter.Peoplecanchangetheirstandardbygettingassociatedtowhat'strue.Likethebillstheygottosolve.Theproblemstheygottodoit.Ortheycandoitbecausethey'reexcitedbecauseit'ssomethingnewtheywanttotakeon.Everyone'sdifferent,buttheygottofindthe,"why,"andtheygottocomeupwithsomedailyritualstogetthemgoingandjustdoastepatatime.That'swhereyougetmomentum.

Speaker1: Awesome.

FrankKerns: Thatisawesome.

Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 12 of 25

TonyRobbins: Thinkaboutit.What'stheholygrailbetweensomebodytakingactionornot?It's

oneword.Certainty.Whensomebodyisabsolutelycertainthey...thecommonwordis,"believe,"right?Youcanbelieveinageneralleveloryoucanbelievewithcertainty.Whenyou'reabsolutelycertainthat,"IfIdothis,it'sgonnagetthatresult.Andthatresult'sgonnachangemylife."You'lldoit.Whenyouthink,"Itabsolutelyisnotgoingtowork."You'renevergoingtodoit.Themiddlenoman'slandof,"Maybeit'llwork,maybeitwon't."That'sthepiecethatkillspeopleright?

Ifit'samustforyou,yougottomakeitwork.Inourcaseright?Asanexample.Ifit'snotamustforyouandyou'renotsure,youdon'tknowwhattodo.YearsagoI'dlookaroundandsay,"Okay,howdopeoplegetthemselftofollowthroughthathaven'tbeenfollowingthrough?What'sthedifference?"Istartedinterviewinghundredsofpeople,literally,eventually,thousands.Ihadthousandsatmyevent,soI'daskthegrouptogivemetheirfeedback.

ThenIcameupwiththismodel.It'sliketheholygrailofbelief.Ortheholygrailofmomentum.It'slikethedifferencebetweenwhatmakestherichgetricherandthepoorgetpoorer.Thedifferenceweallknow,ismindset,buthowisthatbuilt?ThisiswhatIdid.Icreatedthisstupid,little,fourlittleboxes.I'llscribbleithereforyou.Youthinkaboutthefirstthingthatdetermineswhetheryoucandosomethingornot,andIputthatinthisfirstboxatthetop,hereontheleftside.It'spotential.What'sthepotentialattheendoftheday?

Whenyouguysstartedyouprovedsomethingnoonehaddoneinhistory.Youranthefourminutemile.Forgollyknowshowmanycenturies,they'retryingtorunafourminutemile,RogerBanisterdoesit.Howdidhedoit?Doyouremember?Youdiditinthisindustryright?Youmadeamillionbucksinaday.Noonehadeverdonethatinhistory.Afteryoudidit,abunchofotherguysaredoingitbecauseitbecamepossible.RogerBanisterdidn'tjustgophysicallypractice,hemadeashiftinhishead.Hepracticedinhisheadbecausehecouldneverachieveitphysically,sohehadtochangeitinhisheadfirst,sothatiftheresultbecamecertainenoughhebelievedit,andthenhisbodygothimthrough.

AfterRogerBanisterranthatfourminutemile,withintwoyears37peopleranafourminutemile.

FrankKerns: That'samazing.

TonyRobbins: Whennooneinhistoryhadeverdoneit.Nowhere'showthatworks.Thepotentialforanybodygettingyourproductisextraordinary.Theycoulddowhatyou'vedone.Asmuch,more,orless.Theycandowhatevertheywanttodo,thepotentialisthere.Themarket'sproventhat.Whetherornottheytapintothatpotentialhasalottodowithwhatactiontheytake.Whichisthequestionyoucametomewithright?"God,theyhaveallthispotential,butthey'renottakingaction."Weallknowthattheactiontheytakeisgoingtodeterminetheresultstheyget.That'sprettyobvious.Mostpeoplehaveabeliefaboutwhatthey'rerealpotentialisnomatter

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whatyoutellthem.Thataffectshowmuchactiontheytake.Ofcourse,thataffectstheresultandthen,ironically,thatresultreinforcestheirbelief.Theirbeliefaffectsit.

I'llgiveyouanexample.Let'ssayapersonhasunlimitedpotentialweallagree,buttheytakelittleaction,littleresults,why?Becausetheyhavetostartwithaproblemwiththeirbelief.Theydon'tbelieve,"It'sreallygonnahappenforme.MaybeforFrankKerns'causehe'sgotthecoolhairandstuff.Ormaybeit'sforyoubecauseyou'resodriven,butit'snotme.MaybeTonyRobbins,'causehe'safreak,gotthesebigteeth."Whatevertheirthoughtprocessisright?Theygotthisthingright?Whathappensis,ifyoubelievethatthere'sverylittlepotential,howmuchactionareyougoingtotake?

FrankKerns: Nothing.

TonyRobbins: Nothing.Little.Whenyoutakealittlepotentialwithalittleactionwhatkindofresultsareyougoingtoget?Lousyresults.Whenyouhavelittleresultswhatdoesthatdotoyourbelief?Yougo,"See.Itoldyouthiswasawasteoftime.Toldyouthiswouldn'twork."Thenwhathappens?Youtapevenlesspotential.Youtakeevenlessaction.Yougetevenworseresultsandyourbeliefgetsevenweaker.Thissuckerfeedsonitselfuntilyouareinadownwardspiral.

FrankKerns: It'spoisonous.

TonyRobbins: It'spoisonousandit'sselffulfilling.Now,whatifsomethingcouldhappenthatcouldcomealongandfillyouwithasenseofabsolutecertainty.Notlike,"Ibelieve,"butImean,whenyouknow.Inyouguys'case,mineaswell,weknewbecausewehadto.

FrankKerns: Right.

TonyRobbins: Weburnedtheboatsotherewasnootheroption.Wehadtofindaway.Weweren'tgoingtolivethatway.Wealldiditindifferentwaysandfordifferentreasons,butinessencethatwasit.Ifyougetyourselfinastateofcertainty,thatthisisgoingtowork,"I'mgonnafindaway.Andifthisdoesn'twork,Iwillmaketheway."Thenyoutapalotmorepotential.Whenyou'recertaininyourpotentialyoutakemassiveaction.Whenyoutakemassiveaction,youreallybelieveinsomething,yougetgreatresults.Whenyougetgreatresultsyourbrainsgoes,"SeeItoldyouIwasastud.Itoldyouthisthingwouldworkout."Nowevenstronger.Youtapmorepotential,takegreateraction,greaterresults.

That'showyouwentfrom300bucksinaweekto2500infivedays,to100,000inamonth,toamillionbucksinaday.Samethingwithyou.Wegetmomentum.That'swhytherichgetricherandthepoorgetpoorer.Now,somepeoplegooutandtheygo,"WellI'mgonnatakeabunchofaction.Allright.I'mgonnaopenthisproduct.I'mgonnatryit."They'llsaytoyou,"Ievendidit."It'slikeasalesmanwhogoesandknocksonthedoor.Heknocksonahundreddoorsandsays...

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FrankKerns: "Youdon'twantoneofthesedoyou?"

TonyRobbins: Yeahexactlyright.Evenifhedoesn'tsayitverballyhisfacesaysitbecausehe

doesn'tbelieveit'sgoingtowork,sohisvoice,hisbody,theexecutionissoweak.Ifhetalksto100peoplesomebody'sgoingtobuyoutofpity.Theydon'twanthiskidstostarveright?He'snotgoingtogettheresult.Thecoredifferenceinpeopleishowdoyouproducecertaintywhentheworldisn'tgivingittoyou?Yougooutandyoutry.Inyourcase,your100,000indebt,nothing'sworking.Howdoyoukeepyourselfgoing?Thewayyoudidit,thewayIdidit,theywayyoudo-

Section2of4 [00:10:00-00:20:04]Section3of4 [00:20:00-00:30:04](NOTE:speakernamesmaybedifferentineachsection)TonyRobbins: Working,howdoyoukeepyourselfgoing?Thewayyoudidit,thewayIdidit,the

wayyou'redoingit.Wemaynotdoneitconsciously,is,wedidn'tchangeourpotential.Thatwasthere.

Itwasn'teventakingmoreaction,takingmoreaction[inaudible00:20:12]isnotgonnawork,it'snotgonnachangeanything.Wegotresultsinourheadthatmadeusfeelcertainasifithadalreadyhappened.

Trueorfalseforyou?

JohnReese: True

TonyRobbins: Allright,sogivemeanexample,sopeopleknowI'mnotjustmakingthiscrapup.

JohnReese: Well,Imean,justlikewhenIhadnothing.IalreadyknewIwasdrivinglike,Ferrari'sandPorsche'sandstuff,becauseIalwayswantedthosecars.IalreadyknewIwasgoingtohavethem,itwasinevitable.

TonyRobbins: Right.

JohnReese: Iinevitably,youknow,thatwasjustmyinevitableoutcome.

TonyRobbins: Buthowdidyoudothat,didyouhavearitual?Didyouthinkaboutitregularly?Wasitonetimeyouthoughtaboutit?Orwasitsomethingyouhadanobsessiontowards?

JohnReese: Ihadanobsessiontowardsit.Imean,Iusedtoworkatavideostore,whichwasthelastjobIeverhadinmylife.

TonyRobbins: ThankGod.

JohnReese: Iusedtogotoworkalmosteveryday.Iusedtobringtwomagazineswithmetoreadonmybreaks,EntrepreneurMagazine,justtoreadaboutbusinessandeverythingelse,readaboutwhatotherpeoplearedoing.Lookforrolemodels.And

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Iusedtocarryanautotraderwithme.IusedtolookatPorchesthatwereforsale.

Peoplealwaysusedtoaskme,"Whatareyoudoingwiththatautotradermagazine?"I'mlike,"WellI'mjustpickingoutthePorschethatI'mgonnabuy,whenI'm..."

TonyRobbins: Whichprobablygotyoualotofcrap.

JohnReese: Itdid,peoplemadefunofme.Iactuallyhadabossatthatjobtellme,"Youknow,youreallyshouldn'tdothattoyourself,John,becauseit'svery,verylikelythatthatisnevergonnahappen.It'sverylikelythatyou'renevergoingtohavethatcar."That'sthekindofbeliefhewastryingtoputinmyhead.Iwaslike,"No,youdon'trealizethatit'sinevitablethatIwilldrivehere,sometimeinthenearfuturewiththatcar,whenI'mnotworkingforyou,anddropmoviesoffyoutoputbackontheshelf."

Thatactuallyhappened,itwasoneofthemustfulfillingdaysofmyentirelife.

TonyRobbins: Oh,you'rekidding?

JohnReese: ThatgreatthingwaswhenIpulledupinthiscar,Iwasin,youknow,mymid20s.

TonyRobbins: Whatkindofcarwasit?

JohnReese: ItwasaPorsche911Turbo,itwasaconvertibleandeverything.Itwasabeautifulcar.

Speaker3: [inaudible00:21:59]Porsche

JohnReese: Yeah,whatIalwaysdreamedtohappen.Youknow,forafewyearsagoIwouldcircletheadds,whichoneIwasgonnabuy.WhenIfinallygotandIpulledupatthestore.Youknow,Ihadallthispeople,somepeoplethatwerestillworkingatthissevendollaranhourjob,werethereyearsafterIleft.

I'llneverforgetthis,eventhebossandstuff.Thereactionofpeoplewaslikewow,thatisawesome.

TonyRobbins: Yeah.

JohnReese: Isthatyourdad'scar?AllIsaidtothemwas,"Notexactly."

TonyRobbins: Goodforyou.

JohnReese: Ijustsmiledandjustleft,butit'stheweirdestthing,Ijustknewitwasgoingtohappen.

TonyRobbins: Butyouknewitbecause-

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JohnReese: Iconditionedmyself-

TonyRobbins: Youdiditoverandoveragain.WhenIwasinhighschoolIwasnotapopularkid,

butIpassionateandintense,I'llneverforgetsomepeople,particulargirlsgavemesomecrapandaguytoo,andIwrotethemintheirjournalsortheirannualyearbook,attheendIwrote,"Youtreatedmelikehell.SomedayI'llberichandfamousandyou'llbeaneffingtruckdriver,andyou'llbesittingthere.I'llbewiththisbeautifulwomaninmylife,richandyou'llbewatchingmeontelevisionthinkingyouwishyouwould'vetreatedmebetter."Iactuallywrotethisshitinpeople'sannuals.SoIwenttotenyearhighschoolreunion[inaudible00:23:06]butit'slikeIburnedthebridges,baby.Thisishowit'sgonnabe.

SoI'llgiveyouaperfectexampleofthis,youknow,theydidstudies[inaudible00:23:16]wheretheywanttosayhowmuchdoesthemindaffectperformance?Sotakebasketball,I'veworkedwithalotofNBAplayersandturnedthemaround.Oneoftheproblemsmanyofthemwillhaveisthey'llchokeonthefreethrowline.Everybodyknowinthatcase,ifyounormallyshootreallywellandnowyou'renot,something'sinterfering,something'sgettinginfrontofstakes,someuncertainty,right,obviously.

Sotheytookandagroupandsaid,"we'regonnamakethembetter."Howdoyoumakesomebodybetterwhosegotthismentalblock?Sotheytakeagroupofguys,makethemdofreethrows,andtheydoonegroupwheretheyjustpracticeforsixweeks,totallyintensepractice,Iforgetthenumberoffreethrowsbuttheygottadothismanyfreethrowseveryday.Takeasecondgroupandthenhavethemnotpracticeatall.Obvious.Andtheytakeathirdgroupandtheydon'tletthemtouchabasketball,alltheydoishavethempracticeintheirmindbutthekeyis,it'snotpracticemakesperfect,it'sperfectpracticemakesperfect,ascornyasthatsounds.Sotheseguysseethemselvesmakingtheshoteverysingletime.Conditioningtheirmindandbodythatit'sperfecteverytime,they'renotinterruptedbyarealitythatwouldscrewwiththem.

Soattheendofsixweeks,theytallyitupandnowtheygivethematesttoseewhohasthehighestfreethrowpercentagesuccess.Whatdoyouguessit'sgonnabe?Welltheobviouspersonsaysit'snottheguywhodidn'tpractice.Butwhichoneisit,themindorisittheonesthatactuallypractice.

JohnReese: I'massumingthemind.

TonyRobbins: Youwouldassumeitbecauseit'strue.

JohnReese: Right.

TonyRobbins: Youintuitivelyknowthetruth,thatpracticingisnotenough,it'sgettingyourselfsocertainsomanytimesthatnowwhenyougotodoitthere'snohesitancyandyouexecute.It'shavingthatabsolutecertaintythatmakesyoutapyourfullpotential,

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takemassiveaction,getmassiveresults,bereinforcedhavingstrongerbelief,thisiswhatmakessomebodyastaratanything.

JohnReese: It'slikeJackNicholas,thegolfer.

TonyRobbins: Yeah.

JohnReese: He'svisualizedeveryshotandwhereitwasgoing,landingrightwherehewanteditbeforehehitit.

TonyRobbins: Everysingletime,andwhatdomostgolfersdo?

JohnReese: Everysingletime.Theyjusttakeapracticeswingandtheykindofhopeforthebestandpointintherightdirectionandhitit.

TonyRobbins: Andsomeofthem,iftheyhadsomereallybadhits,whataretheyreallyfocusingon?

Speaker3: [crosstalk00:25:15]Idon'twanttodo.

JohnReese: Exactly,exactly.

TonyRobbins: Andthat'sthesamethinghere.SoI'llshowyouastupidlittlephysicaltechniqueforthis.Sostandupforasecond,sotrythisforasecond.

Justputyourfeettogetherandthenputyourrightindexfingerstraightoutinfrontofyoulikethis.Okay.AndallIwantyoutodoisturnclockwisecomfortably,asfarasyounormallyturn,justnoticewhereyounaturallystop.Goaheadandturnclockwise,peopleathomecandothistoo.Keepyourfeetstraight,noticewhereyoustop,comebackaroundtome.Backaroundtome.Okay,good.You'rereallygoodatthis,right.Dropyourhand.Nowlet'sdosomethingreallysimple.Closeyoureyes,andyoudon'tevenhavetovisualize,justfeel.Iwantyoutoimagineyourfingercomingbackupagainandthistimeseeandfeelitcomingup,don'tactuallymakeithappen,butfeellikeit'shappening.Imagineinyourmindyou'reactuallydoingit,you'reseeingit,you'refeelingit,andthenmakeitlikeagamewhereyouturntwiceasfarthistime.Likeyou'realittlekid,youknow,andsomebodymeasuresyouandyougo,"I'mtaller,comeonmeasuremethisweek."Thatdesiretodoalittlefurther.

Andtheninyourminddoitagain,yourfeetarestraighttogether,andinyourmindfeelyourfingercomingup,seeitcomingup,andimaginegoingthreetimesasfarthistime.Andthenonemoretime,bringyourfingerupandyou'relikeanowl.Yourfeetarestraight,andyouturnallthewayaround,comesallthewayaroundtothefront,seeitandfeelitandenjoyiteachtimelikeit'sagame,likeyoucan'twaittogoforitandyouknowyoudo,everytime.Thenwhenyoucanfeelthat,itfeelsgood,thenopenyoureyesandnowputyourfingerstraightinfrontofyou,andturnasfarasyoucancomfortablyandseewhathappensthistime.Go.

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Speaker3: [inaudible00:26:50].

TonyRobbins: Nownotice,Idon'tknowifthecamera'sgotit,butyoudon'tevenhavetoaskthe

camera,youcanaskyourself.Comebackaround.Didyougofurtherthistime,yesorno?

Speaker3: Alotfurther,Ithinkabout50%further.

TonyRobbins: Alotfurther.50%further,howmuchfurtherforyou?

JohnReese: Aboutthesame.

TonyRobbins: Yeah.Theaveragepersonwillgo25%further,nowhere'sthequestion.

Speaker3: We'resuperior.

JohnReese: We'resuperior.

TonyRobbins: Thereyougo[crosstalk00:27:10].

Speaker3: Whitefingerpointer.

TonyRobbins: Sodidyouhavethepotentialtoturnasfarasyoudidthesecondtimethefirsttime?

JohnReese: Yeah.

TonyRobbins: Whydidn'tyou?

JohnReese: Ididn'tbelieveit,Iguess.

TonyRobbins: Wehavebeliefsaboutstuffwedon'tevenknowwehavebeliefs.Youhaveanunconsciousbeliefabouthowfaryoucanturncomfortably.

JohnReese: ThefirsttimeIdiditwhenIpointedstraightback,IthoughtIprobablyshouldn'tevengothatfar,likeitwasgonnahurtmeorthatIwasn'tcapableofgoinganyfurther.

TonyRobbins: Andhowmuchfurtherdidyougothistime,Imeanthecameraknowsit.

JohnReese: Ipointedoverthere.

TonyRobbins: That'sexactlyright.

JohnReese: Aboutoverthere.

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TonyRobbins: Nowhere'sthedifference,thepotentialwastherethefirsttime,andyoutookactionandyougotaresult,butitwas50%lessthanwhatyoudidlateronandtheonlydifferencewasthatIchangedyourbelief.HowdidIchangeyourbelief?Wedidn'tworkharderonyourpotential,wedidn'ttakemoreaction,Igotyoutoseetheresultinadvance.Igotyoutoseeitvividlytwoorthreetimes,that'sall.I'mgoingfurtherandthenyourbrainwent,"ohIknowwhattodo."Boom.Itwentthere.Isn'tthatwhatyoudidbylookingatyourcarseverysingledayandenvisioningit?Isn'tthatwhatyoudidwhenwhateverthevisionwas,itwas300dollars,2500dollars,amillionbucksinaday.

That'swhat'smissingforthesepeople,they'renotgettingthatexecutioniseverythingbutitdoesn'thappenifyoudon'tgetthepsychologystateoftotalcertainty.Youjustchangedthat50%inthreeminutesworthofvisualization,andvisualizationisonlyonetechnique.

Speaker3: ThatwasapoorvisualizationformecauseIwaslosingmybalancewithmyeyesclosed,butIwaskindoflopsidedsoIgotonegoodvisualizationandrestofthetimeIwaslike,"IsurehopeIdon'tfalldownoncamerawithmyeyesclosebecauseI'mgonnalookreallydumb."Soyoudon'thavetodoit,youdon'tevenhavetobegoodatvisualization,youcanstillgettheimprovement.

TonyRobbins: SoIwantyoutoaskthequestion,whatisthatdifferenceinpeople?Thischangespeople'scertainty.Peopleareuncertainthey'regonnasucceed,theywantit,butthey'reafraid.Thebestwaytodealwithafearisgetabigenoughreasonthatmakesyouhavetosucceedorconditionyourselfwhereyouseeitandfeelitsooftenthatyou'recertain,thatyoujustdoit.That'sallitreallytakes.

Speaker3: That'sawesome.

JohnReese: Awesome.

Speaker3: Iwasthinkingthiswhileyouweretalkingaboutgoingtothe[crosstalk00:29:06].

TonyRobbins: Sitdownsowecanhearthisandthenwe'llgo.

Speaker3: YouweretalkingaboutworkinginthevideostoreandlookingatthePorscheandstuff,Iusedtodrivearoundinmycar,doingthecoldcallingofthecreditcardmachines,andonewaythatIwouldvoidcoldcalling,thepainofcoldcallingandknockingondoorsandeverything,wouldbetolistentoyourstuffandlistentoJimRohn'sstuff.

TonyRobbins: Wow.

Speaker3: Iwouldjustdrivearound,noparticulardestination,justtolistentoit.StrangelyIstillliketodrivearound,Iprefertolistentothatstuffinthecarforsomereason.

TonyRobbins: It'swhereyougotimprinted.

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Speaker3: Iguess,Imeanit'slikewell,justdriveupanddownthecoastandcheckoutthe

oceanview.

TonyRobbins: Yeah.

Speaker3: SoIwentdrivingaroundandIwouldenvisionmyselfholdingthosetypesofseminars,andteachingpeoplethatkindofstuff,andthreeweeksagoIwasteachingaseminarinSanDiegoandIwastalkingaboutbeliefsandenvisioningthingsandIhadtostop,Isharedwiththeaudience,Iwaslike,"you'renotgonnabelievethisbutIactuallyusedtoenvisionthisverymomentofmetalkingtoyourightnow."

TonyRobbins: Wow.

Speaker3: Soreally,really,works.Definitelyworks.

TonyRobbins: Wow.

Section3of4 [00:20:00-00:30:04]Section4of4 [00:30:00-00:39:35](NOTE:speakernamesmaybedifferentineachsection)Frank: Talkingtoyourightnow,soitreally,reallyworks.Definitelyworks.Makesa

difference,I'dsay.

Tony: I'lltellyouwhat,IworkedwithAndreAgassiin1993Ithinkitwas.He'dbeennumberone,hedroppedto32ndintheworld,andhewasliterallyreadytoquit,withnoexaggeration.Hisfatherwasmanaginghim,andhewassoangrywithhislife.Hewentthroughsome,Ithinkwristsurgeryatthetime,andhe'sworkingonhisswing.

HewasdatingBrookeShields.Atthatpoint,theyweren'tmarried,andnothiscurrentmarriageobviously.Shesaid,"You'vegottocomeseeTony."Hegoes,"Idon'tneedmotivation."Shegoes,"He'snotmotivationman,he'sstrategy.He'llshowyouhowtomakethatshiftinyourhead."

Sohecomes.Iworkedwiththeguy.Inthebeginninghe'ssayingdoyourmagicstuff.Igoyeahgreat,thankyou.Isaid,"Tellme,haveyoueverhitatennisballperfectly?"I'mtryingtogethiminthezonetorememberthattime,likeyouvisioned,wherehewasperfectatit.Hegoes,"OfcourseIhave."Igethimtovisionitoverandoveragain.

Finallyhe'sinthezone.He'sfeelingthatagainright.He'sseeingitandhe'sfeelingcertainandtheswingisgoingperfect.Isaid,"How'sthatfeel?""Itfeelsperfect."Isaid,"Butareyouthinkingabouttheswing?You'renotthinkingabouttheswing.You'renotthinkingabouthowtodoit.You'rejustseeingtheresultyouwantsovividlythatit'sthere."

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AllIdidwastrainhimhowtogoonthat[inaudible00:31:07]overandoveragain.Hewonthenextweekend.Thesecondweekendhecameinsecond.Withinsixmonths,hewasnumberoneintheworldagainandhegavemeunbelievablecredit.Butallitwaswasconditioningthemind.Youdiditwithtapes,sodidI.

Wewerejusttalkingaboutthisearlier,PamandI.Iusedtogo,whenIwas17yearsold,downtodowntownLosAngeles,thisplacecalledKnightEducation.K-N-I-G-H-T,likeintheKnight.I'dsaveupallmymoney,workedasajanitor,andIwouldgetthesetapesandlistentothesethingsoverandoverandoveragain.Iwentthereforyears.

Ididn'thaveenoughmoneyandIleveragedeverythingIhad,butIknewhowtotrainmymind.It'stheonethingIknewhowtodo.Thisman'snamewasMario.Isawhiminhis80's.Heobviouslyknowshowmylifeturnedoutandwasveryproudoftheroleheplayedinthatprocess.Heusedtotellpeoplethestory.Thisguy'stherealthing.Hedidn'tjuststartoutthisway.ThisishowTonydidit,helistenedtothesetapes,heconditionedhimself.Thisistherealstuff.

Hepassedawayafewyearsago.I'mcallinghishouseandhepassedaway.HisdaughterwasthereandshewantedtosharewithmehowItouchedhislifeandsoforth.Butthebestthingwas,Ithoughtyouknowwhat,Iwanttogetthosetapes.Iwanttogetthatstuffthatconditioned.Iwanttogobacktothatmoment,likeyoudid,ofthatmomentwasvisualizing,nowI'mlivingit.Shesaid,"Heleftallthisinhiswilltoyou."

IhaveallthesetapesnowthatarefromthetimewhenIoriginallywentthroughand...I'dgotosleepandI'dbesleeptapesthatconditionedmymindtobelievethatIcouldsucceedevenwhenIwassleepingortobuildenergyinmybody.Anybodywhowantstosucceedhasgottoknowitdoesn'tjusthappen.

Youcanbuyaproduct,butyoualsowiththatproducthavegottoconditionyourself.You'vegottomakeitamustandyou'vegottogetaritual.Ifyoudoit,whateveryouusedtodreamaboutyouthoughtwassohuge,you'lljustliveit.You'llliveitlikeyoulivedthisyesterday.We'realllivingthelifethatweenvisioned.Becausewehadtoandbecauseweplayedthisgamewithourhead.

Wegotthebelieftoberealbyseeingitenoughtimesandfeelitenoughtimesuntilourbrainbelieveditandthenitmadeithappen.

John: Whichraisedthepotential,whichmadeustakemoreaction,whichgotusbetterresults,whichraisedourbeliefsagain.

Tony: That'sright.That'swhytherichgetricherandthepoorgetpoorer.Insteadofbitchingaboutit,changeit.Thisishowyouchangeit.

John: It'slikeaself-fulfillingprophecy.

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Tony: Completely.

Frank: It'sprettyeasytochange.Justthatonesimpleexercisewasamazing.I'mstilllikeholycrap.IwonderwhatelseIcandonowifIjustsetme...

Tony: Butlookwhatmostpeopledo.Mostpeopledotheoppositeofthatright.Theygettheproductortheythinkaboutdoingitandwhatdotheyenvision?

John: It'snotworking.

Tony: That'sright.

Frank: Yeah,theexcusesthattheyhave...

Tony: Theyenvisionitnotworking.Soonastheyenvisionitnotworking,theyfeeluncertain.Soonastheyfeeluncertain,howmuchpotentialtheytap?Littleifanythingandsotheysendbackyourproductandtheydidn'tlistentothedamnthing.

Guesswhat?Whatdoesthatdobytheway?Theymakethatasanotherlousyresultintheirlife.Ididn'tevenfollowthroughonthatandtheybelieveevenless.Thisprocessistheholygrail.It'swherethewholegamechangesandanybodycandoitandtheycandoitinafewminutes.Iftheydoitafewminuteseachday,thentheygetadifferentlife.Theydoitafewminutesonetime,theirlifechangesfortheday.

We'redefinedbyourrituals.Everybody'sgotrituals,certainthingstheydoeveryday.Whatwethreehaveincommon,andanybodyIknowofwhohasalifethatthey'relivingthatwasonceavision,iswesawitagainandagain,again,evenwhenitdidn'twork,evenwhenyoulost100grand,evenwhenI'mworkingasajanitor.Therewassomethingwewouldnotgiveupon.

Ifsomebodywatchingwantstochangetheirlife,they'vegottodecidewhattheywon'tgiveuponandthenputthemselfinthestateofmomentumbyacouplelittlerituals.That'sallittakes.

John: Ithinkespeciallywhenitcomestoanythingrelatedtomakingmoney,likemakingmoneyproductsorpromisesorcourses,peoplearesoinundatedwithscamsandallthisgarbage,truegarbage,thattheirnaturalthinkingisthatthey'resoskeptical.It'sliketheyfallintotheconditioningof,wellifanything'severgoingtowork,thatthinghastoproveittomebeforeIbelieveanything.

Whentheygotoapproachthethingtomakemoremoneywith,they'relikewellI'mstartingatzeroandthisthinghastoprovetomethatithasanypotentialatallbeforeIbelievethatitwill.Don'tyouagreewiththat'sthecase?

Tony: Unfortunatelyit'sthecase.Buthere'sthetruth.Whensomebodysaystome,inmy

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businessevenmorebecausealotofpeoplethinkI'mamotivator.Ihatethatterm.That'sneverbeenwhatI'vedone.IdobelieveinenergyandI'mpassionate.Theysee10,000peopleinaroomrocking,theygoohhe'smotivatingthem.

Ibelieveinpeakstate.Yougetatopathlete,yougetinaconcertandyougetinstate,right?Theproblemis,todefendthemselvessotheywon'tbedisappointedagain,theylowertheirexpectations.Someonewillsaytome,"WellI'mskepticalorI'mpessimistic."Myresponsetothemis,"Noman,you'regutless."

Ittakesnogutstobeskeptical.Youdon'thavetohaveanycapacitytobeacritic.Nowwiththeweb,youdon'tevenhavetoownthatyou'retheonebeingthecritic.Youcanburnsomebodyanonymouslyright.Isaid,"Youknowwhat,ittakesgutstobelieve.Ifyouthinksomethingsgoingtodoitforyouwithoutyouputtingyourgutsontheline,youmightaswellforgetitrightnow."

ThisideathatI'mskepticalortheygottoproveittome,it'sthebiggestlie.Whatthatreallyisisyourfeartalking.You'resoscaredoffailing,youdon'tevenwanttogetyourhopesup.Ifyoudon'tgetyourhopesup,youmightsaywellwhatiftheygettheirhopesupandsomebodygetsdisappointed?

Howmanydisappointmentshaveweexperiencedinourbusinesscareersandinourlives?Thedifferenceissomepeoplethinkdisappointment,letitdestroythem.Otherpeoplethinkdisappointment,letitdrivethem.Yougettochoose.Areyougoingtoturnthisthingintowhyitdidn'tworkandabunchofstoriesandexcusesorareyougoingtotakethisthingthatdidn'tworkandfigureoutwhatareyougoingtodotomakeitwork?

Itmaynothappenthefirsttime,thesecondtime,thethirdtime.Butthepeoplethatarerelentlessfindtheway.It'sthecommondenominatorinalltheseguysthatarekindofourfriendsorfamily,themoneymasters,thenewmoneymasters.Theyalldiditwithwill.Nobodyhereinheritedthisstuff.Everybodyfigureditout.

Frank: Mm-hmm(affirmative)

Tony: Andkeepfiguringitout,andit'sgoingtokeepchanging.Yousayyouknowwhat,99%ofthemoneybeingmadeisbeingmadeby1%ofthepeoplebecauseonly1%ofthepeoplewillconditiontheirmindandconditiontheirbodyandfollowthroughsomedailyrituals.Therestwilltellastoryaboutwhyitdidn'twork,howitwasn'ttheirfault.Yougottwothingsinlife.Yougotresultsoryougotastory.

John: Toomanypeoplethinkthatthat1%issomehowentitledtoitandthey'renot,whichisjustallinthehead.It'sallabelief.

Tony: It'sallthat.Whichcanbechangedwithsomeconditioning,basicconditioning.

John: Youjustprovedittous.

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Tony: Yeah,that'sfun.That'swhyImadeGettheEdgeandPersonalPowers.BecauseIunderstoodthatfromtheverybeginning.Originallyitwas30daysandyearslaterpeoplewouldsay,"YouknowI'veheardallthegreatresultsandeverythingelseman,butIdon'thave30days."I'dbebehindtheglass,focusgroup,watchingthesepeopleandI'dwanttoshakethem.Youdon'thave30daystochangeyourlife?

Ithought,okayI'llmakeitsevendays.Justone...Becauseaftersevendaysyougetmomentum.Thinkaboutit.Whendopeople'sliveschange?Inamoment.Itdoesn'tchangeintenyears.Yourlifemayhavesuckedfortenyearsbuttherewasonemomentwhenyourlifechanged.Themomentyoudecided.YousaidnomoreandI'mdoingitandyoukickedyourselfintheassandyoumadeyourselfgodosomethingright?

Whenyoufinallysaidenough,nomore,Iquitorlet'sbeingorIloveyou.There'samomentwhensomebody'slifechanges.Thatcanbegotteninacoupleofdays.Peoplewatchingdon'thavetowaituntilthey'vemasteredeverything.Theygottogetstartedanddowhat'snextandjustputthemselvesinastatewheretheystartmakingsomeprogress.

John: Thereitis.Ithinkthat'stheanswerthatcanhelpsolvethatproblemwithalotofpeopleifthey'lljustpayattentiontoitanddoit.

Tony: Thebottomlineis,allthreeofusandsomeofthepeoplethatweconsiderasfamilythatarepartofthisprocess,we'vealldonewellandwedon'tneedtodothisstuff.We'reabletodothisstuffbecauseunderneathitallpeoplecanseeinyoureyesFrank,whenyoutalkabout$2500youmadethatdayandthejoy.

Oryoutalkingaboutnotwillingtosettle.JustIdon'tcarewhattheysay.TheytellmeI'mgoingtosithereandIshouldlowermyexpectations.I'mgoingtobedrivingmycarinhereandthey'regoingtobedeliveringavideotome.

There'ssomethinginsideofeveryhumanbeingthatwillmakeitclick.That'llmakeitsothattodayisnotlikeyesterdayandtomorrowwillbedifferentforever.Thatprocessisanemotionalhook.WhatIhopeispeoplewatchingthisstuff,maybesomethinginherewillpissthemoffenoughorremindthemofsomethingorsaythereisaplananditisn'tjustluck.IfIjustgetmybigenoughwhyandIgetalittlesystemforconditioningmyself.IfIstarttofeeloverwhelmed,Ijustdoonenextstep,andIkeeplearningandkeepmovingforward,Iwillgetthere.

Ifweaccomplishthatoutofthisconversationthenthisconversationwaskickassandfunnotjustforus,butit'llbesomethingthatwe'llbereallyproudoflongtime.Whetherthathappensornotreallyhasnothingtodowithus,butwhetherornotpeopletakeitinasrealanddosomethingwithit.Ihopetheywill.

John: Ithinkalotofpeoplewill.

Frank: Ithinktheywill.Thanksalotformeetingwithus.

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John: [crosstalk00:39:19]Thankyou.Appreciateit.

Frank: Interruptedyourshoothere.

Tony: Yeah,gobacktothenextone.

Frank: Gobacktothenextone.

Tony: Thanksguys.

John: Thanks.

Frank: Yeah.

John: Appreciateit.

Frank: Reallyappreciateit.