Step 1 - Define Your Dream

Decide Why

As the title of this training site suggests, there are 4 keys to success. The first two of those keys, Inspiration and Motivation, are covered in step 1. You can never become successful in this industry or really, anything else, unless you know why you're doing it.

We're taught all of our life to go to school, get a good education, go to work for a good company. The reality is that that's not how you create wealth.

It's about personal education.

Jim Rohn once said, "Formal education will make you a living. If you become self educated you can create a fortune."

Over the years I have attend a lot of different seminars. I've met a lot different people that have done extremely well and have become financially independent in different niches in all types of different markets and the only thing they have in common is that they became personally educated and not just formally educated.

Over the past year I've met more than a dozen people that we're all making over $1,000,000 and I was just trying to define, what's the common denominator? 

Here's what I think the number one thing in common was. The people that made it had reasons for making it. Strong driving reasons. But the other thing that I found just as fascinating was that of the ones that had a college degree, none of them were making their fortune in the field that they had studied in college.

Whether they went to school or not, every one of them realized that you have to do something different. You have to pay a price maybe, that society doesn't tell you that you have to pay. 

There's a lot of people that go to school, get a good education, go to work for a good company and they have this attitude of entitlement. "I did what society told me to do now I'm entitled to make a good living and where's my money?" 

That was me. I worked my tale of to put myself through college to become a pharmacist. That was my attitude afterward. It wasn't until I lost it and was not able to find permanent employment for two years that I realized that success, financial freedom, was up to me and not to my job or my degree.

I've heard it said that all the "A" student's end up working for the "C" students and it's really true. Over my lifetime the people who have had the most success hired people to work for them that were all sharper than they were. The people that they hired all had skill sets that they didn't have themselves. They hired a lot of people, highly intelligent people to work for them. Really highly intelligent people that were "A" student's who ended up working for them.

During the world war, a Chicago newspaper published certain editorials in which, among other statements, said Henry Ford was "an ignorant pacifist." Mr. Ford objected to the statements, and sued the paper for libeling him. When the suit was tried in the Courts, the attorneys for the paper placed Mr. Ford, himself, on the witness stand so he could prove to the jury that he was ignorant. The attorneys asked Mr. Ford many questions, all of them intended to prove, by Mr Ford's own words, that, while he might have considerable specialized knowledge relating to manufacturing automobiles, overall he was ignorant.

He was asked questions like, "Who was Benedict Arnold?" and "How many soldiers did the British send over to America to put down the Rebellion of 1776?" 

In answer to the last question, Mr. Ford replied, "I do not know the exact number of soldiers the British sent over, but I have heard that it was a considerably larger number than ever went back to England."

Finally, Mr. Ford got tired of the questions, and in reply to a particularly offensive question, he leaned over, pointed his finger at the lawyer who had asked the question, and said, "If I should really WANT to answer the foolish question you have just asked, or any of the other questions you have been asking me, let me remind you that I have a row of electric push-buttons on my desk, and by pushing the right button, I can summon to my aid men who can answer ANY question I desire. Now, will you kindly tell me, WHY I should clutter up my mind with general knowledge, for the purpose of being able to answer questions, when I have men around me who can supply any knowledge I require?"

There's a lot of good logic in that reply.

That answer floored the lawyer. Every person in the courtroom realized it was not the answer of an ignorant man. Any man is educated who knows where to get knowledge when he needs it, and how to organize that knowledge into definite plans of action. 

Through the assistance of his "Master Mind" group, Henry Ford had at his command, all the specialized knowledge he needed to enable him to become one of the wealthiest men in America. It was not essential that he had this knowledge in his own mind. 

I don't care what society has told you. Formal education makes you a living. If you become self educated in the right industry at the right time you can create a fortune. 

You can create a fortune here and it's not difficult. Just do simple things over and over and over and over and teach others to do the same.

I ask you, "do you want to fail or do you want to succeed?" 

If I give you the eight steps that a dozen million dollar income earners gave me, how many of the eight are you going to follow?

Ok. First one, everybody step one, pull out a $100 and send it to me.

Seriously, step one, Define Your Dreams.

Until You Know Why, the How Doesn't Matter.

That's the first step. That's always been the first step. It is still the first step. 

Until you know why you're doing the business, the how doesn't matter.  You have to take the time to ask, "OK, what do I want to accomplish from this business?" You have to decide. 

If you don't know why, then you can't just do it because it looked like a good opportunity. or "Well, you know I just think you know maybe I can make some money here." 

Guess what? 

You aren't going to make it. If you don't know why the how doesn't matter.

When I got involved in the business I had three goals that compelled me. Number one was I wanted to save my home, the dream home that I built with my own blood sweat and tears from being sold or foreclosed on while I was unemployed. Number two, my Malibu was on its last leg and I needed a new car. Number three, I needed to finish paying for my youngest son's private school tuition. That's why I got started in this business. Now my goals of course have changed since then because I was able to accomplished all three of those with the help of this business. But those were the first goals.

We teach people when you first get in, take some time to click on the 20 Reasons - Top 3 form and print it out. You go and you sit down with your spouse and you decide, "OK, what do we really want to accomplish from this business?" 

Until you have that and it is inside of you, you will not make it. You will fail. 

Fill out that form, scan it into your computer or take a picture of it with your phone then send it to your sponsor and send it to your other up-line leaders as well. While you are at it also go to the top 3 reasons form, fill it out and print it out. Print multiple copies. Put copies on your bathroom mirror, in your car, and wherever else you will see them throughout your day.

You hear what I'm saying? 

This is not optional folks. 

This is not, "well Keith I'll show you. I already know what I want. It's in my head already." 

Go ahead dummy. 

"Well Keith I have my reasons right here, I know why." 

You aren't the issue. You aren't the issue. Even if you do have them right between your thick head. Between your ears. Even if you do know right here, your team member needs to write them down, if you are lucky enough to have somebody that wants to follow a thick head like you, your team members needs to write it down.

You're not the issue.

You cannot expect people to do that which you're not willing to do. Wake up, my gracious, wake up!

This is step one. It's always been step one. It will always be step one. Fifteen years ago this was step 1. It's step one now. It will always step one. It doesn't change.

You can not go to second base or third base until you go to first. You have to help people see that before they talk to anybody . . . Whoa . . . whoa . . . whoa . . . whoa . . . whoa . . . why are you talking to anybody until you know why you're doing this business?

Get it on paper.

Give me or whoever your upline sponsor is a copy and then we can move forward. Personally, if my team members aren't willing to do this part then they don't deserve my help. They aren't going to stay in the business long enough to garner my assistance and my time. 

Until you have done that, I don't have anything to tell you. 

I have nothing else to say. 

I have no training. 

I have no time for you. 

I'm not going to give you one minute on the phone. I can't. 

And its not that I am trying to be hard.

Look, you've got to know why you're doing it. Until you know why, the how doesn't matter. That is going to be what drives you because I wanted to quit everyday my first three or four years but if I quit I would have lost my house. I would never have my Cadillac. My son wouldn't have graduated from the school he graduated from and I would have to spend the rest of my life building somebody else's dream. So when I would run into the negative, like we all do, I would sit down look at that "why" and say, "Do you really want this?"

Will you let somebody else steal your dream?

I'm telling you folks, if you don't know why and if your people don't know why, they will never do the business. 

They will not do the business.  

I just talk sometimes until I'm blue in the face. 

You know what? I will probably, hopefully, thirty years from now, I'll still be talking until I'm blue in the face.


Carry the three reasons with you everywhere. In fact, if you have been through this lesson before, you should have them on you right now. Anytime me or anyone else in your upline meets you you should have them handy.

Pull them out. 

How many companies do you think can put 50 people together in a room on a Saturday morning and have them do that. Have them pull out their three reasons. 

So that's the first step, so when you bring people in, first step, Define Your Dreams. Until you know why the how doesn't matter.

20 Reasons "Top 3" form


20 Reasons "Top 3" Form

If you need help completing the form,
proceed to the next step.
The Dream Building exercise
described there may help.


Remember: Until you have done that,
I don't have anything to tell you. 

I have nothing else to say. 

I have no training. 

I have no time for you. 

I'm not going to give you one minute on the phone. 

I can't.