GAP Tom Hopkins | Attitude Lessons


Legendary sales trainer Tom Hopkins has been building sales champions around the world in a wide range of industries since 1976. He has personally trained over five million sales pros at seminars, conventions and events. His books on “how to sell” have sold in the millions.


Show Notes:

1:20 – Tom Hopkins introduction

5:01 – What does attitude mean to you and when did your attitude change to become the person you wanted to become?

26:49 – Knowledge through the decades. What is the attitude lesson at birth? Lots of order. Don’t ever use people. Love them.

29:14 – What is the attitude lesson at 10? Get it done. Let’s go!

31:18 – What is the attitude lesson at 20? If you have to do a job, to it well. Do a good job.

32:20 – What is the attitude lesson at 30?

34:37 – What is the attitude lesson at 40? Don Hobbs.

36:56 – What is the attitude lesson at 50?

38:43 – What is the attitude lesson at 70?

39:32 – 11 nasty words.

41:42 – What would you like to have as your epitaph.

42:55 – Final words, show close. A message to the entrepreneur of today.

44:57 – Never see failure as failure.

46:37 – Mantra

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Do we have a guest coming up for you on our latest show. It is the one and only, legend, Tom Hopkins, the Global Sensation, the number one global how-to sales trainer. Tom, tell us what we are going to learn.

You’re going to learn people skills and disciplines that have been applied by some of the highest-income-earning people in the world. I literally mean the world. I hope you’ll take advantage of what we have to share.

If you’re looking for a boost and answers on how you can bridge the gap from who you are to whom you want to become and bridge the gap to find the answers from where you are to where you want to go, we have one of the most esteemed public speakers and sales trainers in the world. We are with a true legend, my very first mentor. I was eighteen years old driving around and trying to figure out how to sell real estate. I got ahold of these tapes called The Official Guide To Success. Before I could become a real estate killer, which I was, because of this man’s training, he taught me how to become a success in my mind and my heart first.

Our guest has earned the reputation of being America’s and the world’s number one how-to sales trainer. Over 5 million salespeople, entrepreneurs, and sales managers on 5 continents have benefited from his live training events. He has perfected his selling skills during his eight-year real estate career in which he received numerous awards. He was in his last year selling real estate and closed 365 homes, 1 home every day, something that was unheard of at the time and rarely has been matched.

Since that time, he has developed and customized, proven, effective selling techniques and skills for over 350 companies. I’m talking about big companies. He has authored over twenty books on subjects of selling success, including my favorite, and something you need to get out and buy because it’s still relevant, The Official Guide To Success, which is all about how we think, which is your attitude. It talks about how you act when you’re in success mode.

Over 2.9 million copies of those books have been read by sales pros and entrepreneurs all over the world. He is also the 2013 Recipient of the Lifetime Achievement Award from the National Academy of Bestselling Authors. He has been acclaimed as the Number One Sales Guru two years in a row by Global Gurus. He has dedicated his life to helping sales and marketing professionals improve their communication skills, increase their sales and sales revenue. It is with such enthusiasm and honor that we introduce my personal mentor from day one, finally on the show the legendary, the great Mr. Tommy Hopkins.

We’ve had such a relationship. I have personally attended over 30 Tom Hopkins training seminars. Tom, as you listen to my source of sales program that I do, you’re going to go, “That’s Tom.” I always want to make sure we give Tom credit, for me, plagiarizing and copying. I don’t think I did it too much, but it is such beautiful stuff. You had a little bit of a rough start. As great of all that stuff, let’s go back to when you were a poor broke salesperson. What was in your mind when it clicked? What was number one? What I want to know is what does attitude mean to you, and when did your attitude change to become the person you’ve become?

Throughout the time I share with you, there’ll be a lot of examples of this thing called gap, because that will be a major part of how I’ve been fortunate in my life. It is to find ideas and people to bridge the gaps that we all go through in our life. This will be wonderful. I’m excited about it. You fire away and, I’ll be ready with the answers.

What does attitude mean to you? What is your definition of attitude?

First of all, I have to go back a little bit. I have four words that I’ve felt have always been critical. If I could show a graph, I would say that your whole life is built on basically four words you develop in your life. Number one is attitude. I believe your altitude of flight and success will literally be determined on a day-to-day basis by your thinking process as to your attitude. The second word is enthusiasm. I believe that you have to be excited about what you do in your life. The people I have found that have become the most successful are always excited. They are pumped on life and on the fact, they woke up another day. They have this radiant attitude of, “I’m going to have a blast in helping and serving people.”

Your altitude of flight and success will be determined on a day-to-day basis by your thinking process as well as your attitude. Click To Tweet

The third word is discipline. I feel the people that achieve most besides attitude or enthusiasm, develop what I call life’s disciplines, which are certain things we’ll talk about in our time on this episode. The last word of the four is goals, to where a person has fundamentally learned the art of short and long-term goal setting. Those four words, attitude, enthusiasm, discipline, and goals have always been foundational in my life. I’ll go through some of this as I talk about later on the different decades and what happened that caused my personality, temperament, and achievements to happen. There was a lot to it.

We all have defining moments in our life where a sentence, phrase, or person can have a tremendous effect to determine where our attitude is. This happened to me when I was very young. I wasn’t a good student in school. I didn’t have much more than a C or B average ever. My mom and my dad especially were the old school guy who said, “Tom, you’ll never be anything if you don’t go to college and get a degree.” I said, “Fine,” and I went to college. After three months and 90 days, I realized the academic setting was not for me. I quit college and came home. I was there in the living room when my dad came home. he said, “What are you doing at home?” I said, “I made a decision and I quit college.”

My dad was a strong man. I’d never seen him cry, but I saw tears fill his eyes. I was Tommy back then. He said, “Tommy, because you’re my son, I’ll always love you, even though based on your decision to quit college, I can assure you, and I know you’ll probably never amount to anything.” That was the first time anybody ever smacked me emotionally when I wasn’t going to become a success because I didn’t go to college. I was darned down. I went into my bedroom and sat there depressed.

That night, my uncle Don Hansen was coming to dinner. I’m sitting there depressed on my bed. Uncle Don walks in and goes, “Tell me this isn’t so that you quit college?” I said, “It’s not for me. I barely got out of high school, let alone am I going to get out of college. I quit.” He said, “What are you going to do for your living?” I said, “I don’t know.” He said, “I’m the General Manager of Bethlehem Steel in Los Angeles, one of the largest steel companies. We’ve been given the job to build Dodger Stadium in Chavez Ravine, and we need iron workers if you want, I’ll give you a chance to come out on the job and carry steel.”

I don’t know how many folks joining us know what an ironworker is, but most of them have seen a swimming pool put in where they put in a bar all along the bottom. Concrete has no tensile strength without reinforcing rebar. In a swimming pool, you’ll see a bar which is about number four. They’re every 6 inches on center, then they pour the concrete. At Dodger Stadium, the main bar was a number 11 bar, which was engine 3/8 in diameter versus this. They were 60 feet in length and weighed 200 pounds.

The only way you got them from the truck to the deck was men like animals carried them. I was a young kid turning 18 or 19 in that area. They knew I was the nephew of the general manager. They worked me hard. I always tell my audiences at a seminar, “I carried steel like an animal for a year and you can see I’m 5’7 while I was 6’2 when I started carrying steel.” It’s not true. Anyway, I carried steel for a year, and my dad came over to my little apartment. I’d moved out to North Hollywood, California. I hadn’t talked to him for months.

He said, “I came to see you because Uncle Don has let me know that you were probably one of the hardest workers on the whole bridge deck carrying steel. I’m happy and proud of you,” which I’d never heard him say. He says, “What are you going to do? How long are you going to carry steel?” I said, “I don’t know. I’m making pretty good money for a kid.” He says, “You got a nice way with people. You’re communicating. People like you and trust you. Why don’t you go to real estate school and get a license?”

How smart was he?

“You have to pass an exam to get a real estate license. I couldn’t do that. I could never pass.” He chatted with me and said, “Give it a try.” My uncle said, “Why don’t you enroll?” Sure enough, I went to the real estate school in California. Sure enough, I failed the real estate exam three times. Now I’m thinking I’ll probably always be a construction worker.

Luckily, I went back in the fourth time, and through a lot of memorization, I passed the darn exam and got a real estate license. This is how fate is here I’m a teenager, which was very unheard of in real estate back then, and I don’t mean to offend women, but it was a middle-aged man’s business in the real estate residential field, which is not true nowadays. Women pretty much dominate the residential real estate field in this country.

The challenge I had was, Number 1) I didn’t have a car. You need a car to sell real estate. I only had a motorcycle. Number 2) I looked young at eighteen. I looked very young. I’d walk into brokers after working in a steel field all day, covered with dirt, and say, “I got a real estate license. Would you give me a chance and hire me?” They’d laugh and say, “Where’s your car?” I’d say, “I don’t have a car, but I got to get into real estate.” Finally, one broker said, “I’ll give you a chance.” He said I can hang my license.

What was his name?

Ben Brooks was his name. It was 50 years ago. Coldwell Banker was the company. Back then, there was a dress code in real estate and most people don’t know this. Nowadays, it’s very casual like I’m here at home and casual. If I went out to show homes, I’d be casual, because that’s the way the industry is nowadays. Back then, you were supposed to wear a suit and tie which that was my next problem. The manager that hired me says, “Show up here Monday for our meeting at 8:00 and we’ll give you a chance. Bring your suit and tie.” That was my next problem because I didn’t own a suit. The only outfit I had was this band uniform because I played in the band.

I had this purplish band uniform that I wore with velvet collars. I drove my motorcycle to my Monday morning meeting, and the manager had maybe fifteen salespeople sitting in front of him. I walked in the back door. He stopped the meeting and saw me in this band uniform and heard my motorcycle accord driving. He goes, “Everybody, I want you to know our newest agent. This kid in his teens doesn’t have a car and look at that outfit, but we’re going to give him a chance.” He let me come to work. I didn’t do well. I was young and a baby. In my first six months, I earned an average of $42 a month with the one little sale.

My money is almost gone from construction. I’m scared to death because I don’t want to go back to the steel. I spent the last $100 that I had in the bank and I went to a seminar that was up the street from our office. The guy was good, and I can’t even remember his name, but he said, “You must find a mentor to emulate and to copy. I’ll give you the best idea I can. Go back to your company, find out who the highest income earning salesperson is, then go ask beg and do anything to see if they’ll let you follow them around, listen to what they say, and how they handle the telephone.” I was desperate. I went back to the company and sure enough, the highest-income person was a woman named Rose Lane.

You must find a mentor to emulate and copy. Click To Tweet

Rose was their top producer. As a teenager, I call her, “Mrs. Lane, I’m Tom Hopkins. I just joined the company. I was taught at this seminar to find the best producer in the company and beg them to let me watch and listen to them.” She was great. She said, “Listen, young man.” She met me and liked me. She said, “Sure.” I’d go on listing appointments with her and sit and listen. She would show homes and introduce me as the new trainee. I’d watch her. I started listening to how she came across, how she showed a home, and how she handled objections.

I started copying and writing her words. We didn’t have recording devices yet. I had no money to get one anyway to have them. I literally copied Rose Lane, and sure enough, all of a sudden, I started making transactions. I thought, “I can do this.” I worked hard. I took three Christmas days off in my first three years in real estate. I was always the first one in and usually the last one to go home. I was desperate to prove my father wrong, that I was going to become something.

After another year or two, I was the top person in this Coldwell Banker company, which in that area, there were 300 or 400 salespeople. I started tasting and getting this attitude of, “I’m going to do this.” I started not only investing in ideas for selling. I went to see some of the great trainers like J. Douglas Edwards who was the guru of closing the sale, people like Art Linkletter, who back then was in the seminar business, and Dr. Norman Vincent Peale and his wife Ruth.

I started going to all these people and became like a sponge. I started filling my mind with their concepts, ideas, and philosophies. I started imitating and creating. That year you were talking about, it was November 15th, and my manager at the Coldwell Banker office calls me in and says, “Are you aware of what you’re doing and have done?” I said, “I’m having a ball and I’m making some money. I finally got that car. I’m loving it.”

He goes, “Are you aware that I added it up and you’re averaging one home sale a day, and I don’t think anyone’s ever done it? If you can do that between November 15th and the end of the year, and we can attest that you close 365 home sales, your life will never be the same. Rumors will get out, the phone will ring off the hook, and you’ll have no idea where you’re going to go.”

It wasn’t only for that, but I was having such a good time. The interest rates had dropped from 18% to 6% or 7%. Buyers were coming out of the woodwork. I worked my tail off. About two days before the end of the year, I turned in my paperwork for my 365th sale. The general manager for our company was a recruiting guy who he’d let everybody know how well our company was doing. He put me in the paper in my picture and said, “This kid at 23 sold 365 homes. If he can do it, so can you.”

They used me as a recruiting tool. The Los Angeles real estate commissioner called me and said, “We’re having our national convention in LA. We’d love you to come and speak.” Here I am, a 23-year-old kid, scared to death, never spoke, and didn’t even know I could do anything. I went to the convention. There are 5,500 people attending the convention. I was going to do a 1:00 breakout session for 150. I put my shirt and tie on my little speaker badge, and I’m standing there in the wings.

Thomas Peters, who wrote the bestselling book, The Peter Principle back in the ‘60s was the featured speaker. It’s 8:00 and the convention’s going to start. I’m standing there in the wings and all of a sudden, the president of the association comes over to me and he’s caught in our featured speaker, “Thomas Peters has been caught in traffic in LA and we got to get started. Do you want to go on? You can only speak until he shows up, but we got to get started.”

GAP Tom Hopkins | Attitude Lessons
The Peter Principle

The president walks out and says, “While we’re waiting for our featured speaker, we have a young man here who’s going to be speaking later in one of our breakout sessions, but last year, he did something pretty special. He sold 365 homes that year closing one a day on average.” You could hear the audience was shocked because that was unheard of. If you had 4 or 5 real estate sales, you were hot stuff.

That was an office.

I walked out on the stage and I told them, “There are ten words that you got to quit saying in your company.” I got into them. I had twelve minutes before he showed up. I covered the ten words. It got a thunderous standing ovation, and I was flabbergasted. I went back to my real estate office in Simi Valley, which is where it was. My phone started ringing. These brokers would call up, “What do you charge to come and teach our people?”

I didn’t want to do that yet. I figured I got to spend a couple more years investing in real estate buying properties, which I did, and building my net worth to where I can then if I want to go and become a seminar speaker or write a book, I’ll have the money to do that. That’s what happened. I’ll get into some of that in our decades’ stuff.

I love the story from start to finish, many lessons. Our readers are called GAPers. GAPers, we all understand the amount of despair at different times in Tom’s life and the courage to take the opportunity and make something happen are the lessons of the legend, Tom Hopkins. Tom doesn’t do interviews very much anymore. We’re fortunate to have him. We’re going to go through his extraordinary life and the lessons that he learned on knowledge through the decades. Tom, I’m sure you don’t remember when you were born, but I’d love to know what you feel the attitude lesson is of a newborn baby, of birth.

I don’t think in all my years of interviews that I’ve ever been asked that far back. The main thing I learned was because my dad was a pretty strong disciplinarian, even as a baby, I could see that everything was in order. There are lots of orders in our family life. We pick up so much as very young babies. I had a wonderful mother. My mom was a saint. She is in heaven. She was great. She helped me a lot with her overall attitude about life, people, and communicating. I’ve always had a little philosophy, “Love people. Use your financial blessings. Don’t ever use people.” That was my mom. Every one of her friends and all her relatives worshiped her. I could feel this love. A lot of that came into my life at that point as a young baby.

Love people. Use your financial blessings. Don’t ever use people. Click To Tweet

What was your parents’ name? I want to get it on the record.

Kathy and Lester.

Did you have a relationship with your grandparents?

Not really. They lived in another part of the town. I wouldn’t say there was a lot. We’d have holidays, but I couldn’t hardly remember much of that.

Let’s go to third grade. Do you remember being in California in 3rd or 4th grade? Do you remember a teacher and a day or something when you said, “When I was ten years old, this was my attitude lesson?” Do you remember learning anything back at ten in grade school?

I started playing football for Pee Wee Football League at eight. I was smaller than most of the kids. I always have been a short person. I was smaller and I wanted to win in playing football. I had to work hard, do more work out, and run more so I could compete. As an example, my dad would go to the games and I was always trying to prove myself to him.

Probably one of the first things that affected me as an eight-year-old getting into football was, “You’re going to have to work harder than most people because you’re not as big or as strong.” I’ve always been one of these people. I’ve always loved my work, whatever it was, selling real estate, even carrying steel. A lot of the older guys on the steel deck didn’t want to carry steel with me. They used to say, “Kid wants to move too fast.” They were their 30 and 40-year-old old guys. They didn’t want to carry steel with me. I would say, “Let’s get it done. Let’s go.”

We all know that most of our attitudes, inner thoughts, and emotional anchors occur at that young age. Certainly, that story goes through your life as we hear it. The attitude lesson at twenty, you’re carrying steel. I want to know who taught you at twenty. What was the attitude lesson when you were hauling that steel back and forth? What’s the one thing that our GAPers could take away? What did you learn?

I learned that if you got to do a job, do a good job. If you have to do something, do it well. I know when I went into management and had my real estate office and I managed eighteen salespeople, a lot of them had said, “That guy wants us to work hard, but he’s their first and the last thing.” You have to be an example of your attitude and your lifestyle and the way you conduct yourself, handle people, and do business.

If you've got to do a job, do a good job. Click To Tweet

Let’s get to that management phase then. I’m guessing by the time you were 30, you probably were the manager, maybe you were backing off selling, and maybe this speaking or book career with launching. Do you remember being 30 and what’s the attitude lesson at 30?

I realized through the investing of buying properties, which I felt that the real wealth in California wouldn’t be selling properties and earning a commission. It would be owning properties as income rentals. Back then, believe it or not, there was about a 10% home repossession rate in Simi Valley, California. Meaning 1 out of every 10 homes, the guys are being foreclosed upon with their VA and FHA loans.

GAP Tom Hopkins | Attitude Lessons
Attitude Lessons: The real wealth in California wouldn’t come from selling properties and earning a commission. It would be owning properties as income rentals.


I would go out and see a house looking pretty disrepair. I’d do some work and talk to the folks. Many of them say, “We’re letting the house go.” You’d be amazed that for a few hundred books, I could bail some of these houses out. I was buying these darn houses. They were vacant. I’m trying to rent them. I drive over to Chatsworth and Woodland Hills, California, where the expensive properties were. I’d find a hotel where they were renting, and I’d go into the rentals and say, “I’ve got some homes right over the hill and 4 miles of Simi Valley. I’ll give you a great rental opportunity to rent a home instead of renting this little apartment.” I’m moving them out of the apartments into my home.

I’m sure the owner loved you. Let’s go to 40. I’m guessing you got some net worth and your real estate. I would love to know what was in your mind, where were you at 40, and what was happening.

At 40, almost every week I’m on a plane flying somewhere in the actual free enterprise capitalistic world. I was flying to Canada, Australia, New Zealand, Singapore, and Malaysia, and taking my concepts of closing the sale and so forth to these countries. Back then, very few Americans were flying across the world to teach. It was pretty super for me. We developed a company in Australia, Singapore, and Malaysia.

We had trainers that then I would train that I would leave and they would carry on the Tom Hopkins Training using my book. Back then, we didn’t have our CDs and all that as we do nowadays, but I’d train them, take them, and write out scripts for them and have them memorize what to say so that they could do the job, showing a home properly and presenting an offer on a property. It was super. 40 to 50 was a great 10-year period for

I interviewed the great Don Hobbs of Hobbs Herder. I’m certain that you know Don and I’m sure Don will probably end up reading this. Did you cross paths? Did he ever publish your stuff or did you guys do business back in the day?

I can’t remember if we did, but I know of his reputation. I’ve been fortunate to surround myself with such great people. Judy Slack is the woman who’s worked on putting all this together for us. She’s been with me for over 40 years and has handled all these types of things, setting up promotions, and so forth. I’ve been very blessed to have great people around me.

How about 50? Do you remember the big 50? Did you have a party or were the 50s the same as the 40s for you?

At this point, I was still getting on a plane every week and doing seminars. I love teaching. Probably one of the biggest challenges I have in my life is I’m not flying away like I used to. I use the term, not retirement, but winding down my time. My lovely wife Michelle and I are doing much of the travel to visit with people like you and so forth. Our folks in Australia and New Zealand have us out and we stay there. It’s become a wonderful life. My wonderful wife does so much of the work to keep everything going in our lifestyle with our puppies. It’s been a blast. At 60, I was still doing the seminars. It’s been many years of doing seminars.

That goes fast. You had such a full life and you’ve given so much to others. When we talk about the 10 attitude boosters in my book, Number 5 is, “Have a mentor and copy them.” You’ve covered that. Number 10 is, “Be a part of something bigger than you.” Look at your training was you, but the touches of 5 million people. Certainly, what you did was bigger than yourself. We hit on attitude booster number one with Tom, “Be nice,” which was your macho from the get-go. It’s cool. Talk to me about your 70th birthday. You hit 70. Retirement is a nasty word. Now you have 11 nasty words.

Actuary tables of insurance companies pretty well have proved that if a person does totally retire and doesn’t have a lot of activity, they will probably die much earlier than a person who stays creative, active, and forth. I fell in love with the game of golf and was playing almost every day. I wasn’t doing a seminar, but the golf game is deteriorating. It has a lot of things to do when you get 70. It’s been a dream life.

GAP Tom Hopkins | Attitude Lessons
Attitude Lessons: If a person totally retires and doesn’t have a lot of activity, they will die much earlier than a person who stays creative and active.


Let’s see the ten nasty words. I know that we don’t say buy, we say own. We don’t say monthly payment, we say monthly investment. We don’t say down payment, we say initial investment. That’s three. I’m trying to think what else don’t we say?

We don’t call the printed form of contract. We call it the agreement. People love agreements. They’re afraid of contracts.

We don’t sign. We endorse.

We don’t ask them to sign. We ask them to, “Approve or endorse our paperwork.” That is cool after all these years. Coming to 30 seminars, you got it down. We are all in the word business. You would let the show communication words. Speaking and doing a seminar, it’s the words and phraseology. It’s been pretty exciting. One thing I’m learning in most countries, big companies are craving real fundamentally sound how-to training.

GAP Tom Hopkins | Attitude Lessons
Attitude Lessons: In most countries, big companies are craving real, fundamentally sound how-to training.


It’s almost like they say, “We got to bring someone in from another industry or outside who isn’t part of our team and can impact them properly.” That has been a big advantage in my life. The greatest compliment is when a person can honestly say, “You’ve helped me change lives by you changing mine in growth, achievement, and excitement.” If I was to go to the Lord tonight, I would’ve had a wonderful life, which I don’t want that.

What would you like to have on your headstone or epitaph?

“A changer of lives for the betterment of all.” You can come out and put it on.

I’ll never forget old Matt De La Cruz, who was a guest on the show, set up the arrangement for the very first time I met Tom. I picked you up at the airport and we went to the Adam’s Mark Hotel and had dinner together. I wrote down 100 questions to ask you. You spent three and a half hours with me before your seminar, and you got every one of them answered. It was beautiful and kind of you to do. I never forget that night. I wish I had that notebook. I still may, but boy did I learn a lot. The one thing you said was, “You do not want to be a speaker.”

I said, “I am going to be a speaker and I’m going to continue your legacy to the people that we’ve had.” It’s a different world than we used to live in. I want to finish with this. GAPers, Tom’s training is timeless. You could go put in anything that he has done, and it will work still to this day. I still have agents that I hire that listen to you. It’s a new world. We get it. I still think your stuff works, even though it’s new. What’s your message to the entrepreneur nowadays? If you were starting all over again, tell me what your attitude and mindset. What advice can you give those that are reading now going, “I got the sales legend. What do I do?”

I don’t want to be selling, but because of my winding down, Amazon has taken all my products, books, CDs, and DVDs, and they are marketing them at a tremendous discount from what we used to when I was totally active. Anyone who is interested could go to Amazon and look at the Tom Hopkins training products. My favorite is a CD package called How to Mass the Artist Selling.

That’s what I put you through many times, all the concepts of qualification, closing the sale, and handling objections. I feel that, if they liked our little short, brief time here, I’d love them to maybe let me become a mentor for them as well. If I did and they do better, then I’m doing the right thing as you are as well with a gap. That’s probably for the GAPers.

Let’s close with two things. Number 1) “I never see failure as failure, but I only see failure as a way to improve my sense of humor, to change my course of direction.” What else is there? There were three other ones.

Learning experience.

“Improve my skills.” Number four.

The negative feedback I need to change course in my direction, which is a positive. What’s amazing is those darn attitudes. Once those are memorized and internalized, they pop out whenever you have a challenge, which we all will encounter times of a challenge. To anyone in business nowadays, you’ve got to be very careful not to take in the negativity that can be out there. I feel if I were to jump right back into real estate or any business where I was active out in the street of sales, I would outwork everyone.

I believe your activity will determine productivity. Stay active and always out there focused on serving. I’ve always tried my best. Be a servant to your fellow man with benefits not just as a sales manager, but a servant. If you serve well, people will beat a path to your door not once, but for their lifetime, which is when life is fun.

Your activity will determine productivity. Stay active and focused on serving. Click To Tweet

You dropped bombs. We’re going to say this together. I’m going to start it and maybe you can join in with me. This is something that I memorized from the time I was twenty years old listening to Tom. If you don’t take anything, you can always go to the last minute of our show here I call up the Tom Hopkins mantra and it begins with this, “I am not judged by the number of times I fail, but by the number of times I succeed. The number of times I succeed is in direct proportion to the number of times I can fail and keep on trying.”

That’s the mantra.

We ardently desire what you do. We love you to death. You’ve been such a positive influence. I’m grateful that you’ve come to me and to the show. When you get to Indi, you’re staying with me. When I come to Arizona, I’ll say hi to you. You’ve given us some beautiful stories and God bless you for everything you’ve done for our planet.

God bless you. Thank you, all.

Thank you.


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