the difference in people the difference
in performance the difference in the
final result the outcome is it usually
dependent upon skill is that what makes
one person better than other yes or now
how many seen someone with an
unbelievable innate skill get wiped out
by an athlete a person a business
individual who clearly had less skill
how many seen this happen say I it's our
ability to maximize we said on day one
leaders are transform organizations you
want to grow this company you want to
transform this company leaders do it a
leader doesn't mean everybody else
follows you it just means that you have
a higher what a higher standard than
anybody else does will make you the
leader is when you have a higher
expectation not of other people anybody
can do that of whom of yourself so if
you want to know what does it take to
take things to the highest level what's
gonna take to change my business
permanently not temporary you go home
and you can install some of these
strategy skills tactics tools insights
and see a significant change but if that
change is gonna be a lasting company of
value that keeps growing then the things
you've learned here have to become the
standard for your organization not
something you did for a period of time
whenever you look at somebody and say
why are they more successful anybody
else it's always because of step one
they've raised their standard if you go
back home and you want to change your
life in any way personally
professionally or your company is boring
as it sounds as stupid as it needed
sound to my status meant all this time
this energy this money and you're gonna
tell me to raise my standards yes cuz
even though that's not sexy it is the
only thing that creates lasting change
you want to dye it and you can lose
weight but will that person eventually
do they'll go where back unless they
raise their standard now that sounds so
trite and stupid and positive thing
kyoro school but the truth is it's the
truth so maybe I can language it away
that's more compelling to you or a more
simple what does it mean we say razor
it means you turn your shoulds in the
muss the difference in people is that
they turn their shoulds in the must the
things that you used to say I should do
you do your sheds when it's convenient
when it's comfortable when it goes your
way but when something is a must not to
other people but a must to you do you
find the way to get it done yes or no so
the difference in people is what's there
must another word for that is what's
their standard every personal issue in
right now our bodies are reflection of
our physical standards they are not a
reflection of our desires many people's
people have a desire for more energy or
a better body or stronger body or more
fit body we don't get our goals together
mas the ones that are the must become
how you are and guess what it shows up
in your rituals when it's a mosque you
have different rituals different things
you do consistently when you must have
your body a certain way then you should
or you'd like to or you ought to
how many thought I'm talking about here
to say I so whether we want it or not
the only way to change your body
long-term is change what the must is for
you now I'm gonna tell you what it
should be who the hell am i I'm just
saying maybe it's time for you to take a
look as many times you set the standard
a long time ago or you lost the standard
completely because most of us based our
standards by our environment who you
spend time with is who you tend to
become so if everybody around you is
gained a little weight or everybody
around you is you know constantly tired
after a while even if you had high
energy you don't want to make fun of
them or tease them or make them feel bad
so gradually subconsciously you lower
your own Saturn just a little bit and
that little bit is that old metaphor
overused but true you take up frog and
put them in boiling water what's it
gonna do jump right out but if you put
them in and turn the water real slowly
over time it'll boil to death that's
most people's lives isn't it it's
usually because you haven't remembered
the power of who you spend time with who
you spend time with us who you become
so when you want things that's great
about this five days as you found people
from all over the world who were all
absolutely committed to go day and night
night and day literally sometimes the
food sometimes without but whose
standard was I'm here to maximize Who I
am what I'm about what I'm gonna take
home what I'm gonna create that raises
your game number play against some of
your better than your skills gonna go
down play against something better than
you just to stay on the court the game
has to go up want to change your life
raise your standard want it raise your
standards the most get around where it's
better surround yourself with people
playing the game much higher than you
are so just to be around them your game
has to rise
that's part of what we try to do we come
into a company we create that by raising
the standard amongst them or you got to
do it by yourself but you got to do it
how many grades me on the say I and it
starts with whom it starts with us so
raise the stain I remember when I met
Michael Jordan for the first time that's
why I'm still with the Bulls if I asked
him I got a chance to do some coaching a
bunch of people and they got a new
system because of this and I said
Michael I said how is it you do this oh
you're the best that's ever lived at
this stage got that same question Wayne
Gretzky an interesting Wayne Gretzky I
read someplace and he gave me the same
answer ice ask them the same thing
you're not the fastest you're not the
strongest
you're not you know you don't how is it
you're the great one when you're not the
fastest the strongest the quickest he
said well Tony appreciate the compliment
but he said I think one of my advantages
as most people skate to where the puck
is and I skate to where the puck is
going the power of what participation he
knows the pattern with Jordan his
standard was I asked him he said they
dope Tony everybody you know I said what
makes the best is that natural ability
is a talent as a skill as a god-given as
it strategy what is it he said Tony I
think I can save this to you without
it's saying like hyperbole he said I had
got unbelievable natural skills but he
said study my history and you'll know I
am Who I am I did not make the high
school varsity team when I was a
sophomore in school high school I got
cut he said I had a lot of natural
talent but the greatest gift of my life
was a coach who said you're not on the
team and I looked at him I laughed
you gotta put me on the team of the most
talented guy out there he said no you're
not
he said you have a lot of natural talent
but you have no heart no absolute
commitment no real Drive you're not on
my team and it just questioned and
finally he negotiated he said look you
want to be on my team next year
simple leave me every morning before
school for a one-on-one practice and
I'll take this raw talent and I'll teach
you discipline I'll show how to raise
your standard and if you show up the
whole year I'll guarantee a spot next
year and if you don't probably the same
outcomes could happen when you try out
next year they couldn't believe it
and guess what mostly don't know Michael
Jordan got up every morning and drilled
and drilled and drilled and didn't get
to be on the team and next year he's on
the team and he was not only good he was
great guess what his career exploded
when he lost again championship to
Detroit and he was on the bus he said he
was crying in the back of the bus
physically crying pissed off and all the
other players they hadn't done their job
and something inside of him snapped and
realized crying whining blaming
everybody else is not the problem I need
to raise my coz he realized that's what
did it for him originally and you know
he did that year he lifted weights like
never in his entire life he decided he
was going to dominate every person every
person every floor every place every
spot in the country he's gonna be
stronger than anybody he practice like
he'd never practiced in his life at all
by the way he won how many NBA
championships how many in a row three
retired came back when hovering around
three never anybody in history would
even dream of such a thing especially
after retirement that's the power of
raising your standard but guess who he
competes with Michael told me one time
he goes Tony if I competed with other
people I wouldn't be Who I am
he said my competition is with the best
I can be they're trying to compete with
me that's why I beat them because
they're competing with where I am but
I'm competing with where I can be think
about that mindset think out your life
would be different if you raised the
standard what you expected from yourself
now you're people yourself to that level
how things could shift it's all about
changing your shirts too
it's all about going back and saying
this is how it's gonna be
it's like when garyvee was here and he
was guys who say man I'm working so all
right man I work from 9:00 to 6:00 yeah
what are you doing from 8:00 to 8:00
p.m. to 2:00 I am that's when you master
your craft I always say to people it's
what you practice and private they'll
you'll be rewarded for in public people
say oh my god you know you have this
great ability this great skill they
didn't see all the hours this class this
course I know tons of the stuff like the
back of my hand but if you talk to my
team who's exhausted they'll tell you
we're up to 4:00 a.m. almost every night
to be able to figure out how to provide
for you a life cycle and get it to be
real so you can think about Nike and
I've given you accurate information
about Wednesday really get to young
adult when they fall down we had to make
phone calls read financials do all kinds
of stuff we did all that stuff we're
doing all these things we've
accomplished so much I figure how to
make it even better that level of
commitment is what makes you great at
what you do and gives you that little
edge that makes you stand out from
everybody else and that standing out is
what makes somebody absolutely own an
industry or brand themselves like nobody
else in the world that process is what
this is about
raise your standard when you got to go
home you gotta say where are we gonna
raise the standard what am I gonna take
that's be my should and make it absolute
musts where are we gonna do that as a
team and how we're gonna pull it off now
who here is never fun way your income
right now is a result of your standards
as well it's not the industry and it's
not the economy who here's making more
money today they need to made 10 years
ago when you cease your hands how many
feel like it's not enough today let me
set your hands and how could that be
real estate so cheap now computers are
cheaper than they were then you get so
much more for your money because once
you achieve a level who knows what
happens you immediately you pose the gap
you create a new gap EPS because that
was makes a scrub who's willing to go
back to where you were 10 years ago not
many some of you you would because it's
gotten worse than when I was 10 years
for you but the majority there's no way
see once you're fortunate enough if you
don't like cleaning out so once you're
fortunate to have somebody clean your
toilets you will not be doing that again
unless you like that you'll find
somebody loves clean threads and you'll
pay them hand
some lien cuz now to go back and do that
once you've had the privilege not having
to do that it's a different game it's a
gross metaphor but who gets what I'm
talking about here say I once you have a
mosque you find a way to get to it every
one of you this room is earning what you
must earn not a dime more don't get me
wrong you might have big goals big
desires but it's not a must for you
because even the economy crunches if
it's a must you will find the way
how many glutes me on the say I see when
I was a muster me to get at one level I
did I've never I'm it was a must for me
to finally make a million dollars a year
I had my son Jared gonna be born I swore
I would never have a child unless I was
financially sat and I wasn't financially
set and he was on his way I went from
38,000 dollars a year to making a
million dollars a year in the next
twelve months that was all BS in my head
I thought all my growing up all the pain
was because my parents fought because
there was no money they would have
fought anyway because I believe that
though I raised the standard made it
happen and I made a million dollars a
year for seven straight years even
though I dealt five more companies even
though I was helping more people I made
the same amount of money guess why that
was my must at some level above that
seen greedy that wasn't like I had this
incredible lifestyle in the magical home
at this place called the Del Mar castle
overlooking the ocean and Del Mar
California but I was on the road staying
at the Ramada Inn in Milwaukee with shag
carpeting and smelly you know dead
animals on the wall on my birthday and
my maid she's back at home in the castle
going on mr. Robins happy birthday I
can't help thinking you it's so
wonderful all miss Robins it's so
beautiful here I was sitting on the
jacuzzi overlooking the ocean oh yes oh
I've lost 22 pounds I can't tell you
it's been so amazing I get on your
Stairmaster and I watch Oprah I love
your gym mr. Robbins I'm thinking she's
got a multi-million dollar lifestyle
how many can relate to this in some way
right so I went from 38,000 a million if
I changed my income it became an
absolute what he wants nothing about
money it was about growing because I
knew to make more I'd have to help more
people
I'd have to expand and I came to this
goal I wanted to feed all the people in
San Diego that were homeless first my
goal was
of homeless people my goal was everybody
I said if I go from 38,000 to a million
I should they go from a million of three
million in three years and I did in 12
months
I found the why I found the reasons that
a different rpm but it became a must for
me not a shut you're meeting your must
my friends maybe it's time to change
your months
some people's muster survive somebody's
must is to be okay some you must a step
free them some people's must have more
than it could possibly spend some those
monsters take care of everybody around
them
whatever your must is you're gonna get
it when you leave here get clear on your
must or raise your what step two real
fast I'm gonna do it real fast who here
has ever raised the standard and you get
out there you go I'm gonna go do this
now I'm committed I'm gonna change this
I'm gonna make that happen I lose 50
pounds I'm gonna take my company the
next level and you're all excited
and then all sudden this voice in your
set head goes who are you kidding
who's never had one of these raise your
hand say I so once you raise your
standard you got to get certainty behind
it you can sustain it and that means you
got to change your limiting beliefs you
got to change your limiting beliefs and
who has limiting beliefs by the way who
everyone does so you got to become aware
of it and you get or destroy it now how
to do that honestly if you've been DBW
know how if you haven't come join me in
San Jose or someplace else and come
through the experience when you change
you let me believe everything changes
because as you believe so is it done
unto you if you believe you're right you
believe you're wrong you're right goes
whatever you're certain about you find a
way to support it I always teach people
exercise try this and if you know it do
it fresh look at this room real fast for
everything that's brown in this room and
give you a test what's brown quick look
for Brown look for brown brown brown
here burnt clothing brown all your eyes
tell me everything you saw in this room
that's that raise your hand if you see
more brown and you husband red and say I
open your eyes now look for red look for
red look to read look to read look for a
red look for a red look everywhere for
red look for red raise your hand if you
feeling more red this time raise your
hand say aye
why cause you're looking for it because
whatever you focus on you'll find in
fact you'll find stuff that's not there
how many saw beige called it brown just
to feel successful
how many saw burgundy called it red just
to feel successful see once you believe
something is a certain way and you need
for certainty you'll change things to
meet that belief let me show you in two
seconds flat while the rich get richer
and the poor get poorer I call it the
success cycle real fast dry yourself
four squares put them up on the screen
here you'll see so do this take a quick
look you'll notice you've got the word
potential up on the left hand square up
in the right hand square is the word
action bottom right is the word results
bottom left is the word belief or
another word for that would be a sense
of certainty potential action belief
results and notice there's arrows in a
clockwise fashion where they just keep
feeding each other over and over and
over again so again it's potential
action results belief one other word for
that would be certainty
now you ever notice how rich people tend
to get richer and for people to get
poorer and I don't just mean rich in
financial terms I mean people that are
rich emotionally should know so happy
people tend to get happier and depressed
people tend to get more depressed how
many found this to be true to say that's
because the power of momentum and what
I'm about to show you so let me show you
something here what's the potential of
any human being you tell me quit
unlimited do most people's results
reflect that true potential yes or no no
way why cuz most people aren't taking
enough what but is it possible take a
lot of action and still get lousy
results what if you got a Salesman that
works for you and they walk out and they
knock on the hundred doors and they say
you wouldn't want to buy anything from
me would you or they don't say that
verbally but they say it non-verbally is
that going to affect their results yes
or no so it's not enough even to take
enough action because when we believe
it's not gonna work or were uncertain
does that affect how much of our
potential we tap yes or no see if you
don't think it's gonna work you're not
gonna put out a bunch of your energy
when you think it's gonna fail and by
the way when you're not sure you tap a
little potential do you take little or
long
who action when you're not sure when you
think it's not gonna work
you take massive action or little action
now when you take little potential with
little action what kind of results you
get little lousy results and when you
get lousy results what does that do to
your belief you'll see I told you it
wasn't gonna work told you was a waste
of time and then by the way when you
have lost belief how much more potential
you take more or less if it's possible
you tap less potential more or less
action less and what happens be results
they get even what and now they got
worse results was that Duty belief and
by the way now you see the current
economy isn't it true everybody out
there is going oh my god the results are
so bad it's gonna get worse in the
future so I better pull my horns there's
less potential so I'm not gonna push as
hard and I can take much action oh my
god I'm getting lousy results with a
little potential action oh my god it's
gonna get worse that's what creates a
recession depression whatever you want
to call it how do you change that by the
way can it work the opposite direction
what would happen if something inside
you gave you so much certainty inside of
you that you felt absolutely certain
that recession was your friend that the
worst economy for you was the greatest
time on earth and all you're gonna do is
manage your state and apply your
fundamentals and immerse state coach so
you don't get off the target keep taking
action and you can own your business and
you go to other people's businesses how
many believe that by the way now say I
when you have that kind of certainty are
you gonna use more of your potential
when you go home or less which one's my
friends are you gonna take less or more
action when you are certain and you use
lots of your potential with massive
action what kind of results you get
massive action gets massive results what
kind of release do you get now when you
get better results you go home use your
car store you go home and you take one
of these techniques you get a different
response you go home and you stimulate a
new source of profit or income you go
home and you add a service you overdo
anything and it works you bring us here
it works now by the way I had a home ax
we went in there
thank God we went in there because they
took our stuff and it looked like it
wasn't working
remember that because some people there
didn't want the change to happen so we
had to take in fire it was working
we knew you can't take ass you can't
sell that seed and reap nothing
so you uncovered what was really going
on you have to watch for the same thing
three people on the size of your
organization but bottom line when you
get great results belief gets stronger
now you're totally certain are you gonna
use more or less potential my friends
which one more I'm gonna take even more
what good an even greater what even more
certainty and now what happens your
business and now you have a different
momentum and so your economy does not
have to reflect the economy you get to
create your economy you get to decide
whether you freeze the death or ski or
snowboard it's winter but you can have
the best time of your life it could be a
sunny beautiful magical time but you got
to do is you got to manage this process
in order to do it you got to change your
limiting beliefs and this week has been
about doing that by giving you so many
tools and examples you'll be immersed
but I promise you when you go home all
this is going to be tested a because all
the stuff that's waiting for you after
being gone for five days be all the
people that you work with little
limiting beliefs whether you have one
employee or two because you're up in the
army of one or two people or whether you
got 10,000 and so you have to be able to
implement this by the way is I'm gonna
go sell you bring us in if we can help
do you think we could help yes or now
yes or now bring us in we'll do it or
get your team together and find a way to
make sure this momentum goes in the
right direction make sense this is the
must if you have this high standard but
you don't really believe because the
Momentum's in the wrong direction having
the tools will be worthless
that's where certainty that's where
everything else we teach that's what I
do in my events that's what you guys
have been there before that's what you
got to bring to the table one of the
five keys for integrating this number
one you got to go home and raise your
lot come on guys raise your 1 which
means turn your shirts into
step number two you got to go out and
change your limiting one find anything
else limits you and destroy it what's
the fastest way to destroy it you can do
it very quickly
by producing the results in your mind
over and over again or why do you think
I get people to walk on fire cause they
think it's impossible when they walk
this fire men's lead might say I can do
it but when they get from that fire it's
2,000 degrees burning hot coals it gets
their full attention and suddenly they
have a state change and when you get
yourself in a state where you can storm
through fire it's not about fire walking
the state your indication of the La
Crosse fire is the metaphor for anything
it used to stop you to fire your life
and by the way when you cross fire and
you're on the other side doing something
you want so it was difficult or
impossible if that easy your brain goes
what else can I do that I thought was
impossible it's unbelievable it's not
intellectual it's emotional Plus after
fire walking cold calling is not a
problem they get the idea ladies and
gentlemen all right so what we're really
talking about here is changing your
beliefs now here's the third key if
you're gonna get maximum results
you got a model what works we brought
you for five days and nights here models
of what works go back and get them now
here's where the challenge is how many
got tons to do in your normal list of
things to do when you go home I may go
off to do say I how many have a lot of
outcomes you gotta go after say I how
many on the same amount of time you're
out before say I so in your business if
you need something to get done you get
it done because it's an absolute what or
you hire someone to get it done hire us
hire someone else get somebody inside
but are these things you're going home
with Mustard's which one do whatever it
takes
sad one of the money you know the money
not to forget us hire some buddies an
individual who knows what they're doing
and put them in there leverage yourself
the only way you're gonna get the game
bigger is by taking a little bit of what
my friends risk but that means get
yourself some resources be resourceful
enough to get the resources what's great
about this
what is this opening what is this
creating what's possible what have I not
seen this is gonna make me see what have
I learned from this what can I learn
from this what am I willing to do to
still have it the way I want that's the
fourth step you get you intensify and
you innovate so then there's a final
first step and that fifth steps really
simple my friends and that is step up
and give step up and give more than
anyone else could possibly expect the
ultimate transformation happens when you
stop trying to get and start give
whenever you're at your best you're
giving I remember so vividly driving in
my car my Volkswagen bug and I was
struggling and I was 19 years old
I was driving on the freeway in San
Gabriel Valley a 210 freeway I'll never
forget and it's midnight and I'm
frustrated I felt like I tried
everything I had these big gifts like
the one you just saw and nothing was
going my way and I was frustrated and I
kept thinking how come I'm not getting
what I want cuz all of a sudden it just
hit me on the freeway I pulled over the
side it was almost midnight no cars
really around grab my journal I wrote I
still have the journal to this day for
when I was 19 years old
full page I wrote the secret to living
is giving and I realized why I wasn't
doing well cuz I all focused about what
I wasn't getting I was not focused on
what I was not giving in the whole game
changed
[Music]
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