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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.
Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 6 of 25
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.
Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 7 of 25
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.
Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 8 of 25
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
Tony Robbins, Frank Kern and John Reese on the Most Important Skill of... Page 13 of 25
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.