You need to convince people and help people. Rationalize with them, help them see where they are going to be if they don’t come to this course? It’s the first time anybody’s ever put together a course that will cost them more money to stay home than it will ever cost to come. Why are they on the phone? Do they need money to give to help their kids? Do they need money for a greater retirement? Do they want to give more to their church? How can you, as a sales person, help somebody know if this course is right for them unless you know where they are and where they want to be? We want to make sure that we’re teaching achievable, measurable, and reportable results that people can actually see, feel, and touch. Our job is not to see how much education we can put into people, but to see how much we can get out of them.

All I ask of my sales people is that number one, you be kind and polite on the phone to people, that you answer the ques­tions as honestly as we can. We don’t want people thinking that the Wall Street Workshop is something that it’s not. People will get out of it what they put into it. We teach a great course, but people need to come prepared, ready to do the deals, ready to learn. Again, thanks for listening.

The next comment says, “You’ll receive current stock mar­ket information.” It is so true. If you’re talking to a total novice on the phone, tell them about the Wall Street Workshop video set. After they come to the Wall Street Workshop, call them back and congratulate them, thank them for coming, but also tell them about the Next Step video training program, and the Next Step live seminar because we want to get people more information and better information. We’re constantly devel­oping new products to help people make more money and then keep more of what they’re making.

What people don’t need is to come and spend another two or three days for some namby-pamby, wishy-washy informa­tion. What people don’t need is another set of tapes and sites sitting on their shelves at home collecting dust. What people need is the information, the knowledge from those sites and tapes and the live seminars, to get results, to make a difference in their lives.

The next one says, “You can earn enough to retire yourself and your parents.” Let me tell you about Big John. A guy about 6′8″ came up to me at a seminar, shaking my hand so hard it literally took me five minutes to have my hand quit hurting. He said his Mom was 78 years old. She had never had anything in her whole life. He went to the Wall Street Workshop about six months before and was able to give her a little over $2,000 a month for the last seven months to help her retire better. She was flabbergasted by this amount of money. She had never had this kind of money. It didn’t matter how much it was, whether it was $200 or $2,000, but to him, the $2,000 a month to let his Mom retire at a really nice lifestyle, it just did his heart good. He was making about $6,800 to $8,400 a month, but $2,000 every month went to his mom.

The next one says this, “With the help of this education, you can have all your needs met while you live on 10% of your income, instead of 90%.” Wow! Think this one through. I love this comment. Most people right now are living on 90 to 100%. I did for many years, and now I’m living on about 1% of my income. The cost of feeding my family and taking care of my family is so minuscule compared to the kind of money that I’m making.

The last comment was, “Anybody can do it.” I’m not so certain about that. There are a lot of people out there that are just dead between the ears, or people out there that are just not going to learn anything or be able to change anything or so fearful that they may not come. But, I guess about 99% of all the people in America could do really well at the Wall Street Workshop. Not all of them, by any means. So, when people call up and say, “Is this for me, can I benefit from this?” Well, that really is up to them.

I’m just going to make a few more comments. We want to make sure that people stay back to basics. They diversify their portfolios, be wary of the bear market and be ready to counter­act that, especially the bear market mentality that exists. We want people to get a routine and learn, they learn by doing, but we want them to learn a couple of things and just do them over and over and over again.

The next one says, “You will overcome the fear factor.” We’ve already dealt with that one.

The basic way to overcome fear is knowledge. It’s the proper application of knowledge, which is wisdom. Think, how is fear serving you? If a fearful thing is not serving you very well, you better learn how to get around it, do away with it, or whatever.

The next one says, “You will learn how to find the news pertaining to stocks and where to find it.” Yes, we do that all through the course. The next one says, “It’s fun.” It is. A lot of people say, “These are the best two days, the best three days, I’ve ever spent in my whole life,” and we say, “Golly, you got married, you went on a honeymoon.” They say, “No, no, no, this is better.” Well, it is better. It’s a really wild experience for some people to come and learn how to make money.

Another comment by one of our in-house sales people says, “The education allows you to make as much money as you want on your own. Lack of education leaves you where you are.” I couldn’t say it better. Opportunity keeps knocking, opportunity doesn’t knock once, like the old adage says. It keeps knocking. We want to show people how to take advan­tage of those things. “Your future transactions can be done anywhere, from a sunny beach, high in the mountains, or sitting on the couch at home.” That’s true. The next one says, “You will learn the actual conversations between the instruc­tors and the brokers.” You are going to hear them all the time. You can get up and call your own broker, you can see it happening right there in class.

The next one says, “An education lasts a lifetime.” That is so true. Derek Bock, who, when he said this was the Dean of the Harvard Law School said, “If you think education is expen­sive, try ignorance.” That is so true. If you get this kind of education, it will truly last for a lifetime.

The next one says, “The profits you make from what you learn will remain with you.” Not only will the profits remain, they’ll be in other investments, but we don’t get anything out of what you do. We’ll charge a fee for teaching these seminars, and we’ll teach the strategies, but people get to keep every­thing that they make. After us, everybody else that has anything to do with them will get something out of what they do. A commission here, a percentage there, not us. We’re the only people in their lives that get nothing out of what they do.

The next comment was, “You’ll receive faster and larger returns on your investments.” It’s what we call a BBQ: Bigger, Better, Quicker returns. Bigger meaning they’re larger, better that they keep coming in more often, and quicker that you get to start learning to do these one hour trades and these two- and three-day trades. Next, “You’ll be able to help your family, friends, and church gain financial freedom.” That’s pretty interesting that they say “church,” because I know about three or four different churches now that have set up little founda­tions and little corporations and they’ve got some of their people investing and are supporting their whole missionary program with missionaries down in South Africa, or South America and all that from the profits that they are making from their investments.

The next one says, “You’ll learn how to successfully stew­ard your assets.” That word “steward,” being responsible, almost like a shepherd. I think it’s so true. I think we do have an obligation. I’ve often felt that if there’s anything that we can do in our company, it’s helping people not only make money, but then to use that money to enhance and better the lives of other people around them.

The next two kind of go hand in hand. I’ll read both of them, then I’ll make comments on them. “You can walk out of this seminar with more money than when you arrived,” and, “You can actually have the workshop paid for by what you did while you were there.” Both of these are true. That doesn’t happen with everyone. Some classes, it’s 20, 30, 40, some it’s even 50 or 60%. Every class takes on its own personality. I know it’s cliche, but people get out of the Wall Street Work­shop what they put into it. Everybody has their own personal­ity and that’s what they bring to the class.

The next comment was, “You can develop it into a business that will allow you to work at home and have more time with your family.” We’ve covered that enough, but the word “busi­ness” strikes me. This is a great part-time business. You can do this in your back bedroom; you don’t need a lot of money to get started. What money you do have, like $5,000, put that into a brokerage account and get a $5,000 line of credit if you do a margin account. You don’t have all the traditional expenses and headaches of a typical business. Here, you can just quit whenever you want. You can make all kinds of money with this business to move and help support your other businesses or other things that you really want to do in life. Treat the stock market like a business, to buy wholesale, sell retail, get in, get out.

The next comment that people made is really important. I don’t know who said this one, but it says, “This can enhance or replace your current income.” Isn’t that what people want? If people want to wind down their business or quit their job, what is the one thing they need to replace? They don’t need to replace the busyness of it. They need to replace the income. I really believe this country needs three things. Number one, is parents spending more time with their kids. And number two, see number one. Number three, see number one. If there’s anything I can do, or my staff can do, to help people be a better mother, be a better father, spend more time with their kids, and even involve their family in some of this family dynasty building, then it’s wonderful. But, in order to quit the job to be at home, what do you need? You need income. That’s what this seminar is about, building up income.

The next one says, “It’s exciting group participation.” That’s true, because you learn a lot by being around other people. You can learn a lot on your own, but what if there were another 80,90 people in class, or 150 people in class, and you’re assigned to a team of 10, 15 people and you’re all making money and you all kind of bounce ideas off each other and catch each others’ enthusiasm for it?

This next one says, “It’s an opportunity to do what you learn, while learning.” That’s kind of interesting, let me say that in another way. People can earn while they learn. They can earn money, while they are sitting there learning. If they learn it well and learn how to apply these principles, they can just continually learn earning money over and over and over again. In this experiential learning format, they can earn while they learn. I’m going to come back to several more of these, but I want to just talk to you a little bit about a few other things.

While being honored at a New York banquet, Albert Einstein told a young hostess, “I’m engaged in the study of physics.” As if the more he learned, the more he figured out, the more he realized there was to figure out. May I encourage all of my salespeople to encourage their clients to use, that format, “I’m engaged.” What are you engaged in? I am engaged in the study of financial matters, I’m engaged in the study of cash flow. When you’re engaged in the study of something, it forces you to start thinking that you are a student. You are an eternal student.

Let’s go back to the class. The class is not for beginners or for experienced people. It’s for both. There’s something there for everyone. I don’t want anybody coming, thinking that it’s just a beginner’s class, because there are some really important and exciting techniques. A lot of people may not need some of these more powerful techniques, but they need to learn them, so that when they are ready, they know about them.

From time to time, I’m going to go ahead and give you a list of different proofs of returns. A lot of these will be one day trades. Get in, get out, make some money. We’ve had so much fun with this whole thing because it built up so much income. First of all, your stockbrokers are not going to believe this. So, when your people are calling on the phone and asking, “Well, where do I get a good stockbroker,” that’s one of the things we teach at the Wall Street Workshop. The reason that we put these proofs of returns out is so people can go to their stockbro­kers if they doubt us and ask, “Could these guys really, on this day they bought this many options, or these options at this price, and have sold them on this date?” We make this part of the public record to show people that we mean business.

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