Okay, today we're going to talk about the AdPacks.
Today we're going to talk about how do you effectively use them.
We're going to talk about how to build directs with them.
Let me give you a little history first.
There's a couple things I want to share with you today before we get started.
Number one, there's always questions that people have.
Whenever you use a technique or something different, there's a lot of questions.
There always will be questions.
And you've got to understand that questions aren't in themselves wrong, but there's some
things you've got to just take on faith.
So you look at the AdPack system, and what we're going to talk about is AdPacks.
Now what does AdPack stand for?
Basically, it stands for Advertising Package.
It's an advertising form.
And Susan and I are by no means the inventors or the initiators of the AdPack.
I thank God for people like Randy and Val Haugen and Billy and Peggy Florence, because
they're the guys that came up with it.
And all AdPack is is an advertising package that gets you to advertise your business quicker
and better.
What an AdPack is, what is it, is the next question.
What is an AdPack?
And an AdPack is simply a tape.
Now up here, hold on one second, I've got to come out of the light here.
An AdPack here is basically a tape.
We use this.
We use the exact same one in America.
This is the personal business ownership.
TBR 713 is the one we use.
And it's a tape.
There's a brochure that you can use with it.
There's several brochures that you can use with it.
And basically an AdPack is a form of advertising that turns people from becoming a suspect
into a prospect.
Because most people, you know, they think they have prospects, but basically what they
really have is suspects.
All right?
And where did they come from?
Well basically, from my understanding, Billy and Peggy Florence and Randy and Val Haugen
wanted to take the hardest part of the business, which is making the phone calls, contacting
people because there's a lot of fear involved in that.
And the biggest fear is what if they ask me something I don't know?
What if I can't answer their questions?
What do I say?
All these different questions go through.
And an AdPack is just simply a way to avoid that.
It is to get the most amount of people contacting the most amount of people in the shortest
period of time.
Okay?
Now, when you think about this, all right, where did they come from?
They came from there.
How, let me give you a little history, okay?
I believe back in 1988, 1989 is when the AdPack started.
All right?
That's when we made our decision.
Now I'm not going to put names under here, but I'm going to just give you an illustration
of a few of the diamonds that I have spoken for already this year and give you an illustration
of some of their businesses.
There was one diamond we went in, and in 1988, 1989, he wasn't a diamond.
He was an emerald.
Okay?
Now we came in and spoke for him in 1994, but what happened in 1988, 1999, he was an
emerald and he pulled people to a function and a reunion, and the reunion wasn't even
his reunion.
It was his upline's reunion.
And at that function, he had about four to six hundred people.
All right?
Now 1989, 1990, 1991, 92, 93, and 94.
1994, by the time we got to him and spoke for him, he started off with four to six hundred
people with AdPacks.
He started using the AdPacks in 1988, 1989.
By the time we spoke for him in 1994, he had four diamonds and bring about 18,000 people
to the function.
One case scenario.
Here's another case scenario.
We had another diamond, went in and spoke for another diamond.
1980, 1989, he was a struggling emerald with two legs.
All right?
Had a struggling emerald, didn't actually, it was probably closer, when the AdPacks hit
for him was right around 1989.
By the time we spoke for him, he effectively started using the AdPacks, understanding how
to work for it, and by the time we hit him, he had five diamonds and was pulling six or
seven thousand people to a function.
Okay?
My own personal experience was this.
I got started in 1989 when we made the decision.
Seven years before that, I didn't do anything with the business.
And I remember listening to a tape called, Who Do You Know Named Mo?
That tape is a little outdated right now because it talks about an AdPack that we don't use
anymore.
But the techniques in there are very good.
And I remember mowing my lawn, back and forth, back and forth, back and forth, back and forth,
listening to this thing because at the time, guys, I had been in for so long that I needed
something new.
I needed something that I could depend on.
I needed something that was a step-by-step process of how I can get this thing to diamond.
And I never, I'll be honest with you, I never thought about going direct.
I never thought about going emerald.
My goal was diamond.
Okay?
And what happened for me was in 1989, we got started with the process on a tape that wasn't
Amway approved.
And I went direct in 68 days.
I went Ruby in seven months on AdPacks.
We were moving hundreds and hundreds of kits.
I had lists of people.
We passed out, I passed out the initial 64 AdPacks.
I sponsored 23 people in one month.
All right?
The next month, I think we moved like 137 kits.
And all of a sudden, I started teaching the AdPack system in the group.
We moved hundreds and hundreds of AdPacks.
And by the seventh or eighth month in the business, I literally had a stack of names
of three to 500 people on my desk of people that needed to see the plan.
Okay?
Then right around 1991, 92, right in here, all right, there was some controversy about
AdPacks.
Well, actually, it was about 1990, and Ron Hale was on the board of directors of the
Amway Corporation.
And then they weren't sure they wanted to use an advertising package because they weren't
sure that some of the information on there was the Federal Trade Commission approved.
So right about here in 1991 till 1992, I didn't have AdPacks.
I had already gone direct.
I had already gone Ruby.
I had already broken about seven or eight direct distributors in depth in two legs.
I wasn't a Pearl yet.
And Ron said, don't use them.
And I said, why?
And he said, well, they're not approved yet.
Amway is not comfortable with them yet.
And I said, it doesn't matter to me.
I mean, I don't care.
To me, I just need them, Ron.
I mean, that's all, you know, we went through the stage of making the phone calls and doing
and trying to teach people to make all the phone.
And you know, like Craig said, there's people who go diamond like that.
It just, to me, that wore me out.
So for two and a half years, almost three years, I didn't have AdPacks.
And our business went just like this.
It went boom, leveled out, and kind of went dipping a little bit until 1992.
And in the summer of 1992, everything was squared away.
Doyle Yeager came out with a beautiful AdPack tape.
It was called Network Marketing at the time.
And everything was cleared away.
And we regot them back in here.
And from this time to this time, I don't know how many directs we've broken.
We've broken an emerald leg in 32 months.
They broke 26 directs underneath them.
We qualified diamond.
And we broke, we just still keep on breaking directs in that shorter period of time.
So I hope that has your attention.
Okay?
I'm not talking theory here.
We came out here, and I told Craig that what I wanted to do when I got out here, as soon
as I hit the ground, I wanted to take a couple guys out AdPacking.
And using what I'm going to teach you today, we went out in an hour and five minutes, we
got nine AdPacks out.
And these aren't the people that weren't interested.
These are people who are looking, business people, managers in a town, in a country I've
never literally gone into before in my life.
And we've been here one time for Free Enterprise Day.
We came back here.
And I said, you know what?
This works so good, we're going to do it here.
And we did it.
And if these two guys follow up correctly and do what I say here today, they're going
to have some legs out of that.
And it's a teachable thing.
Now, here's the thing about AdPacks.
People ask me all the time.
Well, if you can book an appointment, why use an AdPack?
I can make a phone call and book an appointment.
That's great.
So can I.
People ask me, do you still use AdPacks?
Absolutely, I still use them.
I could tell people right now, I'm a diamond in the amway business.
I can pull out $5,000 or $6,000 in my pocket.
I can show them my rings and my watches.
And just from sheer awesomeness, they're going to say, man, this guy is hot.
Maybe I ought to listen to him.
I have enough posture right now that I've gotten so many no's and I've been through
so many rejections that literally I don't have to use them now.
But I do.
And here's the reason why.
Because before, when I did not use an AdPack, this is how the scenario went.
First of all, you made the call.
You went and booked the meeting.
And the call might have been on Monday.
And then maybe you booked the meeting on Tuesday.
Maybe they weren't available on Tuesday, so you had to reschedule for Friday.
And then after you get them for Friday, then you show them the plan on Friday.
All right?
Now, when I showed the plan, I had three kids.
That means babysitters.
That means when Susan and I went out, it cost us babysitters, gas money.
We probably ate a sandwich because I was just coming home from work.
So that plan used to cost me between $25 and $40 to go show that plan.
Anybody agree with that?
OK.
Now, I'd go into that house, and I wouldn't know what to tell them.
There's many times I'd go into a house and sit there and try to draw the plan, and I
never could get from the couch to the kitchen table.
I never could get on the subject.
I would go in, nice house, nice carpet, nice flowers, nice kids, nice dog.
I didn't know how to get from this point to that point.
And I didn't know how to bring it up.
And then sometimes I didn't know how to set it up properly.
And all of a sudden, some, be honest with you, there's distributors in our group today
that I actually went to their house when I was in this process before the ad packs, that
I literally went to their house, didn't say nothing, didn't do nothing, had a cup of coffee,
and left.
And they still today were wondering, what was I over there for?
With an ad pack, when you pass an ad pack off, I'm not sure how much it cost here, but it's
a few dollars.
That ad pack can be used over and over again, and it turns a suspect into a prospect.
So when you go out, you've got a qualified person that's ready to look for the plan.
So when you go in their house, it's not sitting there talking about the day and the weather
and the lunch and everything else.
It's right.
Let's get to the kitchen table and show you what's going to happen.
That's one of the powers of ad packs.
Here's another thing with ad packs.
How many do you need?
That's your choice.
I bought 100 to get off the ground with.
I picked up 100 ad packs.
Why did I pick up 100 ad packs?
Because they came in a case and I figured I'm going to get a case of them.
And I passed out 64 of those dudes in 30 days.
64 tapes in 30 days.
That means an average of two a day.
I've had days when I passed out 10.
I've had days when I passed out 15.
I've had days when I passed out none.
But I always had something going.
So you think about it, how many do you need?
I always recommend between 20 and 100.
I don't want people to go out buying these things thinking that they're going to be making
you a diamond.
Because thinking you're going to go out and buy an ad pack and put them on your shelf
and that's going to make you a diamond is like you walking into the garage and thinking
you're going to be a car.
It just doesn't make any sense.
Now what happens here guys, what happens here is you've got to be prepared to do this.
Now let's talk financially a little bit.
Guys, I used to spend $40,000 a year in my electrical contracting business advertising.
I put yellow pages, I put newspaper ads, I put radio ads, anything I could do to get
someone's attention to call my office that I might be able to have a job.
$40,000 a year.
And when I thought about that later, it was one of the most stupidest things I could ever
do because I spent $40,000 a year to be able to be the lowest bidder on any job I wanted.
You'll get that when you go home.
So one thing you've got to do here, with ad packs you either got to do it or don't do
it.
You can't partially do it.
You can't do it with one group and not do it with the other group.
You can't do the hokey pokey with the ad packs.
You either got to be committed.
Today still I am still consistently and persistently selling the ad packs to my own personal group.
And even as good as it is, there's still people in my own personal group that don't use them.
Now you would think that would be funny.
No, but that's just the business.
The ones that are using them are growing, they're breaking directs, they're going emerald,
everything's happened.
And there's still people wondering, well I'm not sure I can afford to buy a tape.
I think it's cheaper to do it the other way.
Well that's fine, but after today you'll understand why you use them.
Here's how the system works.
First of all, number one, you still have to have a dream.
You got to have a dream guys.
And you know what, I don't care what technique, you could have a technique that sponsors people
every day of the week and if you don't know why you're doing it, eventually it's not going
to work.
Because the dream, Dexter says, the dream drives the man.
And when you have a dream, then the ad packs work in perfectly.
Number two, you have to make some commitments.
And the commitments you have to make are basically this.
You have to be prepared with the tools to make this thing work effectively.
One of the worst things in life is, or in this business is, is when you start off a
new organization or a new group and they're really the guys, and they're the guys that
could take this thing to diamond and you're not prepared financially or stock wise or
with tapes and books and boards and easels and ad packs to help them grow.
Because there's so many times we make commitments in other areas.
We make commitments to go to dinner or do something else.
So sometimes these have to be a financial commitment.
The commitments you need to make before the ad pack system starts to grow very well with
you is you need to be on standing order tape.
That is vital because guys, when you start understanding how this ad, you're going to
have a flood of people get in your organization.
And if they're not, if you're not on the system a hundred percent, you're not going to be
able to teach them what they need to know.
That's what happens every time.
Every time you waiver from the system, then they waiver from the system and they waiver
from the system.
And if you're down here and this is your goal and you start down here and you want to get
to here and that's your goal.
And every time you lack in commitment to the standing order tapes, to am Vox, to your board
and easel, to using your own products, every time just if you start down here and just
go off one degree, well, I'll do everything, but I'm not going to get on standing order
tape.
If that's just one degree off by the time you've traveled this distance, your way over
here and you haven't even hit your goal.
So it's very vital to have the commitments to the business.
It's very vital to commit to understanding what the system does for the people.
It's very vital into having posture with your ad pack system to learn how to promote.
And it's not an option.
It's not an option to be at reunion.
It's not an option to be at the opens.
It's not an option to be on standing order tape.
It's not an option to have a second tape.
If you have a second tape, do you understand what I'm saying?
It's not an option to be on Am Vox because we let so many people go through the cracks
because we don't have the posture to tell them exactly what it's going to take.
And I'm going to be honest with you, I have committed myself to say, I don't care if people
get in the business or not, but if they get in the business, if they decide not to do
it, they're not going to decide not to do it because they didn't know what it was going
to take.
Because I am committed to tell them everything it's going to take to make this thing work.
So you got to make some commitments, okay?
And then the second thing or the third thing is you got to develop a list.
Guys, you got to understand your names list is your most important commodity in the whole
ad pack system because with the ad packs, you're going to get them on and off faster
than you ever have before.
You can no longer, when you start using the ad packs, you can no longer start thinking
that your names list is your security.
Some people do that.
They think just because they got people on their names list, when they ever get ready
to go, that's their diamond ship because with the ad packs, the ad packs, you're going
to get a lot of no's faster.
You're going to go through no's quicker.
But that's okay because it takes a shorter amount of time.
You don't have to wait three or four weeks to get a yes.
You'll know within a day or two.
You understand what I'm saying?
How many ever chased anybody?
How many ever saved yourself for that perfect distributor and by the time they said no,
two or three months went by and you're wondering why you're not a director, a pearl or an emerald
or a diamond.
So you have to have a list.
Here's a couple of things on the list.
Number one, you need to write your list down.
You got to write your list down, guys.
You can't have it in your head because if you have it in your head, all right, and all
of a sudden you go out and you have all your list in your head and someone tells you no,
that registers as a negative and your mind cannot concentrate on negative and positive
at the same time and all of a sudden it's syntax error.
Your list is gone.
If you have your list on something that's not a permanent piece of paper or permanent
notebook, then it's gone.
Right now, today I have 787 people on my list.
I will never in my lifetime get to those people.
I will never even remotely get to those people and every day I'm adding to it.
We went out the other day and I added eight more people to my list, but they got ad packed.
But you have to have a big list.
Now, second thing on your list is don't prejudge.
If you prejudge for people, guys, I don't know how people can absolutely think that
they can make decisions for other people.
You have to give everyone the opportunity to say no or yes.
Don't think because they look good and they smell good and they're driving the right car
and they're parking it the right way that they're not interested.
And don't think because they don't look good or smell good and maybe they're a little ratty
that they can't clean up.
A list is a list and you need to put a lot of people on a list and with the ad packs
you have to have a huge list.
I'd recommend 100 to 500 people on your list.
And you say, Jim, I don't know that many people.
It has been proven that everybody in here knows at least 2,000 people.
You just got to think of it.
Not people that want to get an Amway.
You got to get over that thing.
People do not want to get an Amway.
Do you understand that?
If you're still sold on the idea, if you're trying to get people an Amway, you're going
to have a hard road to hoe.
People don't want Amway.
They want time.
They want money.
They want freedom.
They want security.
They want houses.
They want cars.
They want to get a word of their job.
They want the dream.
They don't want Amway.
I still haven't found anybody that wants to do Amway.
But I found people that want to be free and Amway is the best vehicle barred on an entire
world to do that.
So you look at this thing, okay?
Then when you make your list, you want to draw a line.
It's your economic, your emotional, your thinking level and above.
And this line right here is basically this.
Most people, if this is your level, most people concentrate in this area, your level and below
when they first get started in the business.
Most people are too scared to go their level and above and it's just a psychological thing,
guys.
How many doctors we got in here?
How many attorneys or lawyers we got in here?
How many professional people we got in here?
Do y'all put your pants on the same way I do?
Do y'all have the same struggles as we do?
Are you, you know what I'm saying?
In our country now, there's attorneys turning out of college at such a rapid rate, dentists
and doctors such a rapid rate that their per annum income is going down.
But we've been brought up to think that these people are high and mighty and they're better
than us and they're not better than us.
They have needs and they have dreams and they have goals just like you do.
So learn to put them on your list.
You're going to build from your chicken list faster than you'll build from your level and
below list.
So if this is your level and below and this is your level and above and you prospect your
level and above and you hand them an ad pack, which I'm going to show you in a minute, what's
the worst they could say?
No.
All right.
If you prospect your level and below, what's the worst they can say?
Yes.
Think about it.
How many projects have you had?
Right?
How many people have you given your heart to over the years and done everything for and
bought them the kit and bought them tickets here and bought them tickets there and they
end up doing nothing?
You know why?
Because they weren't into it.
Guys, you have to have your level and above and when you get your level and above and
your list is big and you're committed and you have a dream, then all of a sudden the
ad packs start to work.
Now let me tell you what.
When you have your list ready, the first, then the fourth thing is prospecting, prospecting
of people, taking the people off the list and put them into it from a suspect into a
prospect and that's where ad packs come in, guys.
That's where ad packs come in.
Here's some of the keys, some of the numbers.
I found this.
If you pass out 20 ad packs in seven days, you should sponsor three to six people off
your first run.
That's been our average.
20 ad packs in seven days.
Now why do I say seven days?
Because you have to stir up some excitement.
You have to stir up the momentum.
You can take 20 ad packs and pass them out in a year and it's not as effective as getting
them out in 20 days.
But most people, you know what they do?
You cannot build this thing, you cannot build this business with a 22.
You cannot build this with a single shot rifle.
You have to build this thing with a shotgun.
You have to expose it in massive quantities in order for some people to understand it.
Now those 20 people in seven days, basically what they're doing is this.
This is what I call, this is life here.
This is life and here you are here.
This is what I call the looking zone.
Okay?
Basically, everybody in their life passed through the looking zone on their way up or
on their way down through life.
You could be starting off in here and you could be just out of college and just got
a brand new job and you're so excited about that job, you're on your way up.
You're not through the looking zone yet.
It might take you three or four or five years of working at a job to get into the looking
zone to figure out this is not for you or the job is not for you.
So if you ad pack someone down here, it's not that they're not interested, it's just
the timing's not right.
You understand what I'm saying?
Now all of a sudden, now you can catch some people in the looking zone.
Now you can also ad pack people right up here that think everything is going well.
You can ad pack people up there that think everything is going perfect and they're not
interested because everything's going good.
Why should I do anything else right now?
Everything's fine.
But then you'll find people that go up and down the looking zone and right here is where
you catch them with ad packs.
Right there is where you catch them.
And when they're looking and you hit them, when success and opportunity and preparedness
meet, when that point happens in life, success has to happen.
It's just an equation.
You know what I'm saying?
When a hammer meets your head, it hurts.
So when success and opportunity and preparedness meet, that has to happen and that's the key.
So so many times when you're prospecting people, we get our emotions involved in this.
We get our self image involved in this.
We get our own credibility as people involved in this and you can't.
And before I show you how to pass out the ad pack, I want you to repeat this after me.
I can do everything right and say everything right and if they're not in the looking zone,
they're not going to get in.
I can do everything wrong and say everything wrong and if they're in the looking zone,
they're going to get in.
Take the pressure off yourself guys.
Take the pressure off yourself.
You do not have to prospect anybody.
Okay, here we go.
Now you got your list.
You got your list and there's basically only a few areas of list.
Okay, there's your friends.
There's your relatives and there's strangers.
Alright so you got friends, relatives and strangers.
My philosophy is I can get you through these two groups then I got something to work with.
Some of you guys don't understand.
I have no parents, no Susan's parents, my parents, my brothers, my sisters, her brothers,
her sisters, my uncle, my cousin.
There's no relatives that I know of or in our business right now.
We went across stages.
New diamonds in September in Atlanta, Georgia and there was not one member of either one
of our families there.
Okay.
It doesn't matter to me.
It doesn't bother me.
Okay, I mean at Christmas time they call a lot but anyway.
Alright.
They don't believe it until Christmas time comes around.
But you got to have some but I'm not saying don't do that because there's people that
like the heart ties.
I mean all their family, the whole family is in and there's other people that they're
brothers and sisters and there's people in this room that their dad's an emerald or their
dad's a direct and that's okay.
But you have when you're ad packing you have to do it differently, a little bit differently
for each group.
If it's your friend you can't go pass out an ad pack and tell them, you know, and wear
a three piece suit and give them this big garbage jumbo mumbo stuff because they're
going to think what are you trying to sell?
Alright.
If it's a relative it's a little different.
It depends if it's distance or local.
And if it's a stranger that's the best part because that's what we did the other day.
Strangers are the best part.
Strangers are just a friend you haven't met yet.
All strangers are just a friend you haven't met yet.
Okay.
Now you look over here and you say now what do I do?
You got to get an ad pack to these people.
Alright.
Now I'm going to go through just a couple scenarios.
Alright.
First of all here you are.
This is you.
You're committed.
You've got a dream.
You're on SOT.
You're on the second tape if you have one.
You're on AmVox.
You're on Book of the Month.
You're using your own products.
You're coming to functions.
You're prepared.
Do you understand that?
That's vital guys.
Don't take that as something that's not as vital as it is.
Alright.
That is as vital as anything else.
So what you do now, now you have to use an ad pack to take them off the list and get
them to be a prospect.
And this is what I do.
Here's a couple steps.
The first one is either call them on the phone or number two talk to them in person.
That's basically the only way.
How many people in here are comfortable on the phone?
Alright.
How many people are more comfortable in person?
It's either way.
It doesn't matter.
I can do them both ways now.
Before I couldn't, that phone, I used to look at that phone and go, oh man.
That phone used to cause me diarrhea for days.
Just looking at it.
I hated the phone.
Alright.
But then I learned in the phone when you're calling somebody, you can end the conversation
anytime you want it.
Am I right?
So what happens is you go ahead and you ad pack.
Now what do you do?
If you're calling, you pick up, you dial them and you make sure it's a time that's a good
time and you call them up.
And this is, let's say your first person is Fred.
And let's say Fred's a friend.
I will call Fred and say, hey Fred, this is Jim.
And I always say this.
Am I catching you at a bad time?
We were out ad packing the other day and we went into a store and a manager, you know,
I said let me talk to the manager and then we walked into the store and I looked at him
and I saw he was a little busy and I said am I catching you at a bad time?
He said yes you are.
I said no problem, I'll be back.
I wasn't going to force the issue.
He said no, no, what you got?
What you got?
I'll be back.
I got the cookie.
I mean I got the cake baby.
I mean I'm not going to just say here, here it is.
You know what I'm saying?
I don't want to be a manager of a store.
You know what I'm saying?
He doesn't got what I got.
You got to have posture guys.
You got to have posture when you're doing this.
You do not have to prospect everybody.
Basically when you're prospecting people, I'm going to teach you how to do it, but it's
basically form, right?
Family occupation, recreation message.
You can call your friend and you're going to talk to Fred about hey how's the family,
how's the job, recreation.
Now in those forms, the basic thing is form, but I leave out M. M is an option.
I can talk to people about their family, about their occupation to Fred, about their recreation,
everything, and if it's not going good, instead of M, I say forget it.
And I'm not going to prospect.
There's no way guys.
You understand, you only got so much excitement in you.
There's only so much enthusiasm you have.
And if you always trying to convince people to do what you're doing, you're going to be
wore out.
So that's it.
Now if I go through Fred and say family, occupation, recreation, and then he's cool, then I'm going
to go forward to the message.
Hey, so use form.
It's old.
I mean it's been around.
I didn't make it up.
Form.
I think of form.
You know, form.
I'm a colorblind electrician.
I have like six or eight brain cells left and some of them remember.
I know four of them can remember form.
F-O-R-M.
You'll remember that.
And we just keep going.
Now here you go with Fred.
Fred, am I catching you at a bad time?
No?
What's up?
Listen.
This is to Fred.
Listen.
Fred, did you hear I just started a new company?
Get the heck out.
What are you doing?
Glad you asked.
People when you get Amway on the phone, it's usually because you're saying little business,
part-time business, little side income, peeny weeny type of thing.
You know what I'm saying?
You get wormy on it.
You know, little and all.
I'm just expending a little part-time side thing.
I mean what does that sound like?
Sounds illegal to me.
You know what I'm saying?
Stand up.
Fred, am I catching you at a bad time?
No.
Did you hear I just started a new company?
Really?
What are you doing?
I'm glad you asked.
What I'm doing is I'm expanding.
I'm doing a marketing survey.
Do me a favor.
If I give you a tape and a brochure, could you listen to it for me?
I want your opinion on it.
If you agree, there could be some profit in it for you.
And I usually throw in there somewhere in that conversation, Fred, we're not looking
for investors.
We've got plenty of money.
Takes them off the hook.
But I don't just ask for his opinion because if you just ask for his opinion, he's going
to give it to you.
And you've got to understand, when you're prospecting people, the biggest thing they're
understanding is this.
What's in it for me?
So you just can't throw tapes.
I've had people throw tapes all over the place just thinking, hey, just throwing tapes, throwing
tapes, throwing tapes, throwing tapes all over the place, just asking everybody's opinion.
Well, they don't know why you're asking their opinion.
You've got to say there could be some money in it for you.
Now let's say Fred was a relative.
Hey, Uncle Fred, long time no see.
Let's say you haven't seen him in a while.
Hey, Fred, haven't seen you in a while.
Yeah, what's up?
What have you been doing?
Well, I've been so busy.
I just started a new company.
And I'm getting ready to expand in your area.
I need a favor.
Oh, what do you want, man?
No, no, no, we're not looking for investors.
Could you do me a favor and listen to this tape and read this brochure?
Give me your opinion on it.
Could be some profit in it for you.
Fred could be a stranger.
And usually a stranger you do in person.
And the nicest thing you can ever do to meet a stranger in person is just say hi.
Rick's the guy I went ad packing with, right, Rick?
Did you have a good time?
Huh?
How was it?
Awesome.
Unbelievable.
Yeah.
Can I say what I...
Yeah, exactly that.
I mean, was it just the right...
Exactly that.
And how long?
65 minutes.
Yeah?
Yeah, it was pretty cool.
Thank you.
Appreciate it, Rick.
That's fine.
All right?
So you go up there and you say, and you're talking to him and you're fired up and everything
else and you're calling Fred.
What about in person?
All right?
Hey, Rick, come on up here again.
Let me use you for an example, okay?
This is what we did.
This is in person to a total stranger.
All right?
You want to know how to do this?
How many of y'all fired up about this?
I'm excited.
You know why I'm excited?
Because I know how to do it.
And we went out and when we went out, I didn't go to any places I didn't want to be.
I went to a camera shop because I'm looking for cameras.
I went to clothing stores because I'm looking for clothing.
I went to jewelry stores, things that I want to dream build with.
I only prospect in areas where I dream build because if I'm area...
If he's a salesman and cameras are stuff and I want a camera, he is forced to ask me questions.
Do you understand that?
I never was good at sitting in the mall with my fangs out looking for prospect.
I never was good at that.
All right guys, I felt uncomfortable.
I just always went dream build looking for motor homes, looking for houses and I walked
in there and what did I do?
Hey, let's say he's selling cameras.
Hey, show me this camera that does this.
Boom, he's out there and I'm going to say, you know, you look pretty sharp.
All right, Rick, are you married?
Just recently, yeah.
Had it been about nine months ago, but anyway.
So how's it going?
Pretty good?
Yeah, pretty good.
Hey, are you the manager here?
No, I just work here.
Oh, get the heck out.
You're sharp enough to be the manager.
Hey, fantastic.
You don't own this place?
No, I don't.
Hey man, I've heard camera people make a lot of money.
Oh, where'd you hear that?
I don't know, I just heard and I said, okay, show me this here, over here.
And I just talked a little bit and I said, you know, what do you like to do?
You like to ski?
We just went heli skiing.
You like to ski?
Oh really?
Yeah.
And I'm talking to him.
He's good.
I'm good.
We're clicking here.
You know, hey yo, you know, I mean, it worked.
A couple of times we didn't click, didn't it?
We were out of there, man.
I was like, how you doing?
Watch, excuse me.
You know, picking his nose.
Forget it.
I'm out.
You know, bam.
Okay.
Sorry, let me wipe my hand.
But anyway, all right.
So we're in here, we're talking.
I'm just talking.
And then I said, you know, I'm really interested in it.
I said, let me, Rick, do me a favor.
All right, listen, I'm getting ready to expand a company in this area and I'm looking for
sharp people and I look right in his eyes and I said, look, man, I can't promise you
anything.
And that does it.
It's like, why not?
I'm not good enough.
I said, I can't promise you anything, man.
But listen, could you do me a favor?
Listen to this tape and I keep the tape.
I don't let them have it, guys.
I'm listening to this tape.
Okay.
And let me tell you something.
I'll be back with you in the next two days.
You got, can you listen to this tonight?
Yeah.
You sure?
Okay, good.
Because I want to be back.
Now, say you can't listen to it tonight.
I can't.
Just say you can't listen.
No, I can't.
All right, no problem.
Okay.
Just like that.
You're in control, guys.
Don't just say, here, Rick, have a tape.
This is the best thing in the world.
Take it.
Take two tapes.
Take five tapes.
That's where most people do.
They start, you know, like this.
And I stand back.
I don't get in Rick's face.
You feel comfortable here?
We can talk forever, huh?
How about now?
You know, see?
I felt a little uncomfortable there, but anyway.
All right?
And then I look at him and say, listen, depending how you respond to this tape is whether we
got anything to talk about in two days.
Could be some money in for you.
Hey, man, I got to run.
I'll be back.
And that's it.
That's, that's, that's just good.
Thank you very much, Rick.
All right.
That's it.
Is that what we did?
Exactly.
Over and over and over again.
And we just, I could hang out all day.
I mean, I was an hour and a half, I do it all the time.
And then you got that.
Now he's got the tape.
No?
Anyway, you get the video.
Anyway.
And I just sit there and over and over and over again.
I love to take my distributors out and do that.
I love it because they're, you know, I'm the guy.
I'm just doing this.
Okay.
Now what happens if he now that he has to listen to tape in two days, if he doesn't
listen to tape in two days, he's not in a looking zone.
You can't force this on people.
Remember F-O-R for message or forward or forget it.
And all of a sudden you go to the next step.
Now I got the tape out.
Here's the secret.
You ready for the secret?
All right.
It takes about one minute, 30 seconds to hand a tape from you to someone else.
Here's the secret.
You can pass out more than one a day.
Honest.
People say, what if they're long distance?
I'm going to teach you all the things, but the best, you know, it's really only two words.
Hi, here.
Some of you guys, now don't remember you can do everything right and say everything right.
And if they're not in a looking zone, I'm just giving you some parameters.
I've literally walked around with a tape in my glasses in the mall.
I just walk around.
And someone will eventually come up to me, excuse me, sir.
You have a tape in your glasses.
Oh, that's where it went.
Hey, I'm glad you noticed.
I'm expanding the company in the area.
I'm working on an ad pack trench coat.
Fits about a hundred.
All right.
You got to lighten up with it.
Okay.
So now here you got Fred's got a tape.
Here he's got a tape.
Whatever.
I'm going to be productive.
I'm expanding a company.
Let's say it all.
I'm expanding a company.
No, first of all, if it's a call, am I catching you at a bad time?
If he says yes, you say no problem, I'll call you later.
Yes.
If he says no, you say great.
I'm expanding a company in the area.
I need a favor.
Could you listen to some information?
Give me your opinion on it.
Could be some profit in it for you.
Okay.
If you get that far, if they say no, forget it.
If they say yes, forward, go get the tape.
Then you pass out the tape.
And I just did it there.
You pass out the tape.
You go to their house.
Do not go in.
I don't care what they say.
You go up to the house to pass out tape.
You can make 20 calls.
And if you're not in a tent and you're driving, don't go in the house.
Don't go in the house.
I don't care if you're starving and they go, oh, I've made some blueberry pie.
Come on in.
No.
I've got some nice cup of tea.
Come on in.
No.
I mean, if you have to, strap a board to your back, you know, and don't say you can't get
in the house.
Always be in a hurry.
You know, I've got a nice steak.
Okay.
You don't know.
But anyway.
And then you pass it out.
Now, here's the most incredible part of the business.
Right here.
It's in the follow-up call.
Now, here's the thing, guys.
I'm out of here tomorrow.
And Ricky and Chris are going to learn from this.
And I want them to get back with you through Craig and Anna on how the follow-ups go because
this is the most important.
Then after they listen to the tape, you've got to call them back.
And here's how the follow-up call goes.
I tell them when I'm passing out a tape, I tell them when I'm going to call them back.
I'm going to be calling you tomorrow.
I'm going to be calling you Thursday.
Right then I tell them.
Posture.
And then I call them back.
Hello.
Fred.
Hey, Jim.
Am I catching you at a bad time?
Your total instinct is going to want to ask this question.
Did you listen to the tape?
That is the worst thing you can say.
You've got to ask questions that are going to give you a positive response.
For example, what was the best part of that tape?
What did you like best about that tape?
Wasn't that tape incredible?
Didn't that tape get you fired up?
Anything like that.
Never, ever, ever ask them what do you like best about that tape.
Or ever ask them, did you listen to that tape?
Because it's too whiny.
It's too little.
Did you get a chance?
Did you get a chance to listen to that tape?
Did you get to it?
Oh, I just hope so because that's the only tape I passed out last month.
If you get in, you're going to make me diamond.
And here's what they're going to say.
Of all the years I've been passing out tape, of the hundreds and hundreds and hundreds
and hundreds and hundreds of tapes I've passed out, here's the three responses you're going
to get.
You want to know what you're going to get?
You want to get prepared for this?
Here's what it is.
The first one you're going to get is this.
The second one, I didn't get a chance to listen to it.
The number one response.
You know, I didn't get a chance to listen to it.
Now, what do you say there?
You have to have posture.
You can't beg and you don't want to chase.
Here's what I tell them.
Fred, I am so sorry.
I apologize.
I didn't, I really didn't emphasize, I believe I didn't emphasize that I needed that thing
back tonight.
I had a promise to some other people.
I am so sorry.
Listen, this is very important.
There could be some money in it for you.
Back to what's in it for them.
Can you get a chance to listen to that tonight?
Because I need it back tomorrow.
So you can go over on posture.
You can go from posture to ignorance.
And people won't like you.
Second thing they're going to say is this.
I listened to the tape, but it didn't tell me anything.
Then you go to feel felt found.
Feel felt found.
I listened to the tape, but it didn't tell me anything.
Fred, I know how you feel.
I felt the same way.
When I listened to it, I just didn't, I understood it, but I didn't get any details.
But what I found is when I got down and saw the marketing plan, it made total sense.
What are you doing Thursday night?
Feel felt found.
I know how you feel.
I felt the same way.
But what I found is when I saw the marketing plan, it made total sense.
What are you doing Thursday night?
And the third thing you're going to get is I don't think I'm interested.
I didn't listen to the tape, and I don't think I'm interested.
And you can have fun with that one.
Either you just go get your tape back, or you can have fun.
I usually have fun with that one, because I know they're not going to get in anyway.
And they'll say, you are amazing.
You must be the brightest person I've ever met in my life.
What do you mean?
You are the first person in the history of this world that made such an intelligent decision
on such little information.
I think we need to get together.
And usually, seriously, I've done this.
I'll be honest, I've done this, right?
I mean, Rick, do I do what I'm saying?
I've done this.
And usually they say, really?
You think I'm that sharp?
Yes.
I'm going to get the tape, listen to tonight.
We'll get back together tomorrow.
Or they'll say, no, no, no, no, my cat's got diarrhea, or my goldfish lost an eye, or something
would happen.
You know what I'm saying?
But the thing is, is just get 20 out.
20 out in seven days, and just over, and over, and over.
I've had people go up and pass out an ad pack, and they got a no.
Flat out, no, no, no.
And they come to me, this thing doesn't work.
I hate this tape.
I'm going back to the old way.
I'll get my old nos the old fashioned way.
I'll earn them.
And then you got Fred.
And then you can have another one, another one, and another one, and another one, and
another one, and just keep calling, okay?
Now Fred's interesting.
Now let's say you got Fred.
Now here you go.
Now you book a meeting for Fred, okay?
Here's a very key point, guys.
When you're showing a plan and you book a meeting, guys, if you wives are not with your
husbands on the first meeting, that increases or decreases his chance of sponsoring people.
Do you understand that?
I have kids.
People say, well, I have children at home.
I can't go with my husband.
What do I look like?
Chopped liver?
I got kids too.
But I said, Susan, when they're here, because here's what happens.
If I go over the plan, show the plan to Fred, and I'm only there and Susan's not there,
and let's say Fred's married to Betty, all right?
Here's Fred and Betty here.
Betty's going, I'm going to walk in and say, well, I'll go do the laundry.
Or I'll go fix something.
I'll go do this.
But if Susan's in there, she says, oh, come on in.
Have a seat.
Hey.
And I'm drawing a plan, she's looking at Sue.
I'm drawing a plan, she's looking at Sue.
She's trying, Sue can give me credibility.
Your wife gives you credibility.
It's a team.
Together, everyone achieves more.
All right?
So you go out and you book the meeting.
Okay?
Follow up call.
Hey, Fred, what'd you like best?
Man, I really liked it a lot.
It didn't tell me anything.
Well, let's get together for coffee on Thursday night.
How's eight o'clock sound?
Sounds great.
Now you say, is it important to have the lady there?
It is.
But how do you get around it without saying, I want your wife there because I don't think
you have the, wear the pants in the family, so I don't think you can make the decision.
But I think your wife's stronger than you are, so why don't she show up?
All right?
You can't say that.
But what you can say is, listen, Sue's going to be with me.
Is Betty going to be around?
Yeah, I'll make sure she is.
Super.
We'll have coffee.
That's how relaxed it is.
We'll just have coffee.
You might say, take here.
You know, I'll have a little tea, this portail, croffles and biscuits.
Yeah?
And then you go in the house and you go in the house.
How do I dress on a one-on-one?
I dress a little bit sharper than what I think they're going to be.
I don't dress in a full-blown three-piece suit.
And I undress as I get, not undress totally, but I take things off as I get there.
If they're comfortable, I get comfortable.
And I walk in the door and the first thing Betty's going to say is, Jim, can I get you
anything?
You know what I'm going to say?
You bet.
How about a cup of coffee?
Oh, great.
And she's going to rush off and she's going to feel like Holly Holmaker.
And she's going to make me something and Susan something.
Susan, let me help you.
And she'll run in there and already, bong, ding, we're working.
It's happening.
You know what I'm saying?
She might say, Jim, can I get you?
Yeah, I'd like some lasagna.
Hold on.
I'll whip it up for you.
That probably won't happen.
Eight o'clock, guys.
Listen to this.
Eight o'clock, eight o'clock, eight o'clock.
By 810, I'm on the plan.
810, we're showing the plan.
We're at the kitchen table.
Now, do you use a board or an easel?
Do you draw it on a thing?
Well, let me tell you this way.
If you're phlegmatic or choleric and melancholy, you might need a board or easel because something
has to shake when you're showing the plan.
You know what I'm saying?
If all you see is this part of me up here and I'm phlegmatic, this is the broker, this
is the thing, this is the thing.
If this is all you see, it's pretty boring and this is you and you got this and this
and this or all.
All right?
Now, same as I can, I get fired up if I'm knee deep in snow like I was heli-scheming.
All right?
I mean, if I'm up to here in snow, I'm like, hey, hey, hey.
I mean, I don't even need no hands.
Hey, hey.
You know, I'm fired up.
But some of you guys might need a board and easel because when you're showing you're nervous
and something's shaking, you know what I'm saying?
They see some movements or I'll go to the kitchen table and I'll say, sometimes I go
in with nothing.
I don't have the board and easel.
I don't have all my boxes and packages and stuff.
You know, I see some of you know, hey, you know, you come up the door, knock on the door.
Come on guys.
You know, you haul truck.
There you go.
There's the board, the easel, first night pack, second night pack, kit, everything.
I don't do that.
I just kind of walk in.
Hey, how's it going?
Man, good to see you.
And I'm like, hey, Betty, you got a piece of paper?
Hey, Fred, you got a pen?
And they're thinking, well, is it Bozo don't have no equipment here?
No, what they're thinking, Hey, this is nice.
This is nice.
And we draw the plan.
I'm done.
915.
Boom.
I'm trying to plan.
But I'm about 915.
I'm done.
Done, done, done.
Where do you draw the dream building?
I weave the dream in.
I'm a dream weaver, man.
I'm weaving this thing in.
I swear.
What do you think about that?
You have a couple hundred thousand.
Oh, man, what are you thinking?
Oh, I'm just so far.
And I'm done with it.
And I'm drawn to play.
Nine fifteen.
I'm done.
Me and Fred and Betty were just sitting there and smile.
This is good.
Jim and Sue, me and Betty.
This is fun.
And then I give them the big three questions.
Here's my clothes.
Ready for this?
Number one.
Hey, Fred.
I get right in his face.
I look at him, puts a little sweet shock.
Hey, Fred, what didn't you like or understand about that program?
What didn't you like or didn't understand about that program?
Fred's like, Hey, I don't know.
It looked pretty good to me.
That's usually what they say.
Second question.
What did you like best?
What appealed to you the most?
And I pulled the dream out.
You see what I'm saying?
And he's saying, I like the time.
I like the money.
And the third question is that, Fred, who did you think about when I was spinning those
circles?
Who did you think about?
And Fred will start giving me some names.
He'll start giving me names.
He'll say, I saw it on Mark and I started Jim and I started, you know, I thought of
Craig and Anna and I thought of Ron and Toby and Dex and all of a sudden.
And what my goal is there is to get about four to five names that night.
And I'm done.
And here's what I do.
I look at Fred and I said, Fred, why don't we do this?
Were you offended by that tape that you listened to?
Oh, no, Jim.
I thought it was pretty good.
Do you think these guys would be offended by that tape?
No, they wouldn't be offended.
And here's the key, guys.
No kit here.
I look at Fred again and I say, hey, before you make any commitments to this thing at
all, let's do a marketing survey and see how these guys react to the tape.
And then I get on the phone and call Jim, Craig, Ron, Bill.
I do the call.
I'm not going to make all the calls for them, but I'm going to make enough calls to make
Fred understand that this is a viable business.
And here's how the calls go.
I look at Fred and I said, Fred, this is what I'm going to do.
I'm going to call Bill.
And you know what I'm going to say?
I'm going to say, Bill, this is Jim Perrey.
And I'm over at Fred and Betty's house.
We're expanding a company area and your name came up in conversation.
Could you do us a favor?
If we dropped you off a tape and a brochure, could you check this out for us?
Give us your opinion on it.
Could be some money in it for you.
I can't promise you nothing, but we're looking for a few sharp guys.
Whoa.
Hey, what's it all about?
Bill don't worry about it.
We're not looking for investors.
Are you going to be home the next 10 minutes?
Yeah.
One.
I make another call.
Hey, Craig, this is Jim Perrey.
How you doing?
We're over at Fred and Betty's house.
Am I catching you at a bad time?
No.
Hey, Craig, you don't know me, but we're over here.
We're getting ready to expand a company in the area.
Can you do me a favor?
Bam.
And I hope out of four or five people, I get a negative one.
I hope that down here, maybe, oh, maybe Bill or Bob down here gives me, I mean, I call
him up and I said, who the heck is this?
I hate Fred.
Fred's an idiot.
Oh, God.
And I'd hang out and say, Fred, did you set me up there?
Hey, he's a little nasty guy, isn't he?
And I'd say, OK, let's call somebody else because I never end on a negative.
We were out ad packing and I was done and I had the tapes out and the last person I
thought gave us a no.
We got a no.
And I told Chris and Rick, I said, listen, we're not ending on a no.
I'm not doing this on a no.
We had eight out.
I said, we're not ending on a no.
Let's get another one.
And we went out and we got a bingo.
We got a boom.
It hit.
All right.
And then me and Fred jump in the car and go to Bill's, Craig's, Ron's, and we're ad
packing.
Susan and Betty are staying home talking about, hey, isn't this great?
I mean, they might do a little product demo.
They might, Susan might tell them and we're building relationships.
This is the key of the ad packs right here because you have just showed the plan, followed
up, built depth in the same night.
Okay.
Now, people say, well, what if they won't give you any names?
You either say, forget it or give them time to listen to the tape.
I'm only interested in the guys who are interested now.
We went diamond because this is, we prospected people literally.
When I showed them the plan, I looked in their eyes and say, look, I'm, I'm, be honest with
you guys.
I'm looking for people who want to go direct now.
I'm looking for guys who want to get 7,500 now.
I'm willing to do everything I can.
Are you in it?
Well, I don't know.
Thank you very much.
God bless.
Here's the kit.
Boom.
I'm out of here.
I don't want nubs.
I'm sick.
I was sick of being broke, man.
I had a little bit of time.
Now watch what happens.
We go over here.
Now I tell Fred, Bill's going to probably call you back.
Bill's probably going to call Fred back.
And I said, Fred, this is what you tell Bill.
He's going to say, who's this parade guy?
What's he up to?
And I said, you just say, this is the greatest thing, man.
We're excited and everything else.
Now this is Monday night, guys.
Monday night on two or Thursday night, I book an open at Fred's house.
Here's the rule.
You hand out the tape, you hand out the tape, you make the follow up.
Don't expect Fred to do it.
I've had people say the ad packs don't work and they give a guy 20 tapes and they go home
and say, fill up your house, man.
I'll be over Thursday.
And they come to a no show.
Guys, this part right here is the most viable part of the business.
And sometimes we turn that over to the most inexperienced people that ever can possibly
do it.
Now am I going to make all the calls forever and ever for Fred?
No.
But I will make enough to get that thing wide enough so I can go deep enough to get another
direct.
And I'm willing to do the work in there.
And all of a sudden, next couple weeks, I can be there and my goal is to get Fred five
wide.
And out of these people here, I'm going to pick one person and I'm going to get them
five wide as fast as I can.
Now out of those, I'm going to pick one person and I'm going to get them five wide as fast
as I can.
And if I get Fred five wide and him five wide and him five wide, what's Fred?
A Quicksilver.
And he don't even know it.
Because I'm the magic.
You're the magic.
I have never ever sponsored anybody that just went off into never never profit sharing direct
land.
There was always something that I had to be in there doing.
Now watch what happens here.
People say, well who pays for this?
This guy needs 20 tapes and this guy needs 20 tapes and this guy needs 20 and 20 and
20.
Who pays for them?
Here's what I do.
I look at Fred and said, Fred I've got this stash of tapes right here.
I'm going to use these tapes, whether it be 20 or 50, to drive this thing 15 deep.
I'm going to use this 20 or 50 to drive this thing 15 deep.
Okay?
You're going to go wide.
You need to get your inventory to go wide.
I'm using my tapes to go deep.
He's using his tapes to go wide.
But don't be a chintzy either.
I've had people come to me, oh God I handed a tape out and they left and went to the
state of Florida.
Oh, I lost my tape.
I said, well go get your $800 ticket to get your couple dollar tape back.
You're going to lose a lot of tapes.
You're going to get a lot of nos.
And all of a sudden this thing is good.
Let me give you a true scenario and then I'll wrap this thing up.
True scenario.
We went diamond and we have been traveling the world.
We've been in there, I have not drawn the plan less than 18 to 24 times since we've
been diamond.
Two months I didn't.
Okay?
The month I came over here and a couple months right after we had diamond I think I drove
the plan four times in two months.
But then we've been right on it.
Started a leg.
Did five meetings for them using exactly what I'm showing you here.
They've been in 62 days.
62 days.
They're seven wide.
They're six deep.
They're quick silver.
Bring 21 people to a function.
11 SOTs and they hit 1800 PV last month.
Ad packs.
There's probably 300 ad packs going on through that group.
Probably about 50 to 54 distributors in that group right now in 62 days.
Does it work?
Hey, I wouldn't be up here and tell you if it doesn't work if I didn't do it.
It works perfectly.
All of a sudden these guys start to build.
Now here's what you've got to do guys.
You've got to stay in there.
You've got to stay in there and stay in there and stay in there and stay in there and stay
in there and stay in there and stay in there and stay in there and stay in there and stay
in there and stay in there and stay in there and keep going deeper and keep driving deeper
and keep driving deeper and all of a sudden this thing will get so deep that right down
here someone will hit direct.
If it's 20 deep, you're going to have about five or six people that want to hit 2500 PV
over what you just did and you're working here and let's say you've got five people
hit 2500 over what you just did down here.
What's five times 2500?
It's 12,500 PV you didn't even work for because you're building the depth.
You want to start promoting SOT immediately.
Standing order tape immediately.
Board and easel immediately.
Am Vox immediately.
Guys, it doesn't take nothing to get this business started.
Go into the business as I did.
Spend half a million dollars on other things.
This is a cakewalk.
It's a cakewalk.
Nothing.
It doesn't cost nothing.
It's not going to take much but it's going to take all you got.
Guys, you keep doing this over and over and over and over and over and over.
Never ever ever losing sight.
Never ever every time you prospect you ad pack.
People say well okay I have a friend.
I went and showed them the plan.
I didn't ad pack.
You know what will happen?
Well all of a sudden then they'll have a friend that they're not going to ad pack and then
they'll have a friend that they're not and all of a sudden you've got two or three deep
that has an ad pack and you've got to go and train them to ad pack.
You're taking time off.
Most effective, most incredible, most amazing system.
If you just focus.
I am so excited to get home.
We're just moving into Georgia.
There's like five million people within an hour from me.
I'm going to tell you what.
I am so fired up because when we went diamond we hit zero.
We went broke.
We got to broke when we hit diamond.
We were so far in debt.
It was the first time in my life ever in the last couple months that I can see clearly
and where I'm going.
It's been a pleasure sharing with you.
We love you.
Thank you.