Nelson Nash Introduces Richard Canfield at The NNI Think Tank

If you had a safety belt, I suggest that you buckle it.

That's where I was at. I'm like, okay, I'm ready to go into the bank. Let's go. But I didn't know how to go anywhere. We've got some seasoned veterans in the room. We've got experience here that we can leverage that's not just Nelson.

Well, brace yourself, you're going to get another dose of it big time. Richard Canfield is going to be up to start us off. Now, Richard is a recovering electrician. He says now he won't even turn on a light switch. Completely cured. You're going to see a height of enthusiasm again and you're all going to see somebody who has the depth of conviction about infinite banking that is without parallel. These Canadian guys are really something to work with. I've enjoyed being with them so much down through the years. So Richard, where are you, son? All right. Are you all wired and ready to go?

All hooked up.

Okay. I have seen his presentation. And so if you had a safety belt, I suggest that you buckle it.

Thank you, sir.

All right.

Who loves this guy? Huh? Who loves this guy? Thank you so much.

Have at it.

I appreciate it. I appreciate it. Okay, everyone's ready to have a great morning, right? Okay, so my talk today is going to be what I'm referring to as the Nelson Effect. It has to do with what were some of the impacts that happened to me when I read Nelson's book, and then where did I mess up along the way until I came to a think tank and got a new hard drive dropped in after meeting Nelson so I could kind of kick this thing off all over again. So I'm pretty excited about that. I'm glad you guys are all here. I want to do a quick shout out to Jason Lowe because some of the cool things that he was sharing with us about his own family banking system. Who got some good nuggets out of that? Show of hands. Okay. I, I took some copious notes. There's some great things in there. I know Jason shared with me before what he's doing, but there's some things that were new there that I thought were very, very interesting. So I'm looking forward to having some discussions with him when we get back to Canada, because I know there's some cool things there that I want to implement. And we're talking about ideas. Ideas make the world go around. You know, just a few minutes ago I was talking to James here and reflecting back on Jason's presentation last night and thinking about the family banking system, what he's doing with his family, some of the pieces he's putting together in the puzzle to make sure that the wealth and everything transfers in the proper format. You spend your lifetime working to get it. You want to make sure it's going to continue on beyond you as much as possible. Now, don't your clients want that as well? Yeah. Would you all agree your client's going to want that too? So why don't we have the agenda for the family banking meeting? A nice, really cool agenda that you can use so you can guide your clients on how to run their own family banking meeting every year. Maybe they can take their vacation and write it off as a family banking trip, and when they get there, they gotta spend some time in that vacation talking about what are they gonna do to grow the family's wealth the next year. What are they gonna do to grow the family banking system? That should be part of the topic list that they have. Don't you guys think that's a good idea? So I don't know if anyone here has ever seen the cone of learning before. Is anyone familiar with this? Show of hands, cone of learning? Okay, great. So really what it breaks down to is this. Down here in this corner where it's nice and wide, when you participate in things, 70% or more of what you learn, what you take in, is available to be retained by you after a 2-week period. Does that make sense? Who's read something and then promptly forgot it? Okay, but when you get engaged with something and you participate, doesn't it stick with you for a longer period of time? So I want to know from you guys, you can just shout out and you can go, yes, Richard, if you're willing to participate. Who's willing to participate today? Okay, great. I'm glad you guys are on board. We're going to watch a video here in a moment, and it's all about thinking differently because Nelson's fifth rule which is new to maybe some of you, haven't even heard him talk about it, is rethink your thinking. I think that's really important. So we're going to do a video on that, we're going to discuss it. We're going to get a little interactive, as you can see, that's the theme of what I'm trying to create here, and we're going to embrace the idea of a think tank and how can we work together and be collaborative. I've got a whole slide at the end I'm not going to spend a lot of time on, but there's tons of resources available for you. We're going to talk a little bit about the practitioner landscape. We're going to get a visual representation of what's going on in the practitioner landscape right here in the room. I'm gonna talk about mentorship from a different angle. Last night at the panel, we learned about mentorship as far as the program that exists. How do you get connected and lined up with somebody who's doing this, been doing it a while, so you can learn how to talk to your clients, get some good tools and some feedback on how you can do that. Now that's a pretty cool program. What I wanna talk a little bit of, what are some of the resources that are already there in place for you that you can utilize where you can do that in the comfort of your own home 24/7 And you don't even have to call anybody. Now that doesn't mean you shouldn't be calling people, you should be doing that too. But there's other things that are available to you that are already put together that you can utilize to create mentorship. And I think that's gonna be really powerful for you to see. I don't think it's being leveraged very well. And we wanna be able to create more leverage in our life around how we operate our business, how we're able to help more people, more clients, how can we grow the 10%. What specifically, and I mean specifically, are you gonna take from this think tank Go back into your life, back in your practice. Doesn't have to just be for you and your clients. It could be for you and your own banking system, you and your family. What are you going to leave here with and you are going to immediately implement? Immediately, whatever it is, you're going to go to work like right away. Maybe you're on the plane and you're doing it. Maybe it happens the moment this thing is over and you go back to your room and you're cleaning up, you know, oh, what did Richard say? Geez, I got to take action. Okay, are you okay to get into action mode? All right, perfect. So what does think tank mean? Well, here's what we're gonna do first off. I need everybody in this room to stand up, please. Everybody stand up. Drinks down, stand up. Now we're gonna take a minute to take a look around here because this is a visual exercise. We're gonna do a visual representation. I'm gonna ask a few people to sit down in a bit of a sequence here. So first and foremost, if you are a guest or from home office or not an active practitioner for some reason yet, Maybe you're a guest here, or let's say you're home office. I'm going to ask you folks to please sit down if you don't mind. Just please sit down. And thank you for being here, by the way. Thank you very much. Now, the next thing I'd like is if you have— you're new to this, maybe you just got in the practitioner program, maybe you're in the mentorship program, you've been a practitioner with the Institute for a year or less, a year or less, could you please sit down? All right, so let's go to 2 years. If you've been doing this for 2 years or less, please sit down. Okay, now just take a moment before we move on and just take a look around the room. Okay, I would say we've got almost 50/50 now of up and down. Would you guys agree? Isn't that interesting? Now that's something that kind of makes me want to think a little bit, right? So let's go one step further. 3 years or less. If you've been doing this for 3 years or less, please sit down. Okay, so we've still got quite a few people standing. That's interesting. That's interesting. How about 5 years? It's been about 5 years since the practitioner program officially kind of came to being. So who's been doing this as a practitioner for 5 years or less? Okay, so we've still got some good veterans in this room. Isn't that good? You might want to start taking notice of who's still standing. Maybe there's some people you haven't talked to yet in the room you might want to go get connected with. 'Cause they've been doing this a while. Does this make sense? Okay. I want to go out to 10 years. Who's been teaching IBC to folks and clients for 10 years or more? 10 years or more. Please keep standing. But look at how more people are still standing up in the room, guys. I don't know about you, but I might want to make some notes about that, 'cause I'd probably want to go talk to these people if you haven't yet. You understand where I'm going with this? Okay, we've got some seasoned veterans in the room. We've got experience here that we can leverage that's not just Nelson's. Okay, but I'm going to talk about leveraging Nelson's experience in a moment. Now, thank you very much. Before we do that, can we get a round of applause for the folks still standing? Okay, thanks for participating with that, guys. Now, in a second here, What we're gonna do is we're gonna watch a video. The video is about 8 minutes long, and what I'm gonna ask you to do as we go through this is I want you to think about what can you take away from the message in this video, which has nothing to do with infinite banking. What can you take away from this video that you could have a discussion with your clients about, or maybe with your own family, about changing the way that we think, rethinking our thinking. Okay, this video crossed my desk a couple years ago, and one of the first things I did is I emailed it to Nelson because it just hit me, and I had little light bulbs going off because it challenged some things for me and it gave me a few realizations. And I think it's very, very powerful, and I'm going to encourage you guys to share this video with your clients and create a conversation, create a discussion about that and how infinite banking plays a role with the thoughts that come out of this video, okay? So I'm going to let it play here and then we're going to have a bit of an exercise after that. So I want you guys to be ready for it, okay?

Hey, it's me, Destin. Welcome back to Smarter Every Day. You've heard people say it's just like riding a bike, meaning it's really easy and you can't forget how to do it, right? But I did something that damaged my mind. It happened on the streets of Amsterdam and I got really scared, honestly. I can't ride a bike. Before I show you the video of what happened, I need to tell you the backstory. Like many 6-year-olds with a MacGyver mullet, I learned how to ride a bike when I was really young. I had learned a life skill and I was really proud of it. Everything changed though when my friend Barney called me 25 years later. Where I work, the welders are geniuses and they like to play jokes on the engineers. He had a challenge for me. He had built a special bicycle and he wanted me to try to ride it. He had only changed one thing. When you turn the handlebar to the left, the wheel goes to the right. When you turn it to the right, the wheel goes to the left. I thought this would be easy, so I hopped on the bike ready to demonstrate how quickly I could conquer this. And here he is, ladies and gentlemen, Mr. Destin Sandlin. First attempt riding the bicycle.

So the faster I go, the better. Yeah.

I couldn't do it. You can see that I'm laughing, but I'm actually really frustrated. In this moment, I had a really deep revelation. My thinking was in a rut. This bike revealed a very deep truth to me. I had the knowledge of how to operate the bike, but I did not have the understanding. Therefore, knowledge is not understanding. Look, I know what you're probably thinking. The algorithm that's associated with riding a bike in your brain is just that complicated. Think about it. Downwards force on the pedals, leaning your whole body, pulling and pushing the handlebars, gyroscopic precession in the wheels. Every single force is part of this algorithm, and if you change any one part, it affects the entire control system. I do not make definitive statements that often, but I'm telling you right now, you cannot ride this bicycle. You might think you can, but you can't. I know this because I'm often asked to speak at universities and conferences, and I take the bike with me. It's always the same. People think they're gonna try some trick or they're just gonna power through it. It doesn't work. Your brain cannot handle this. For instance, this guy. I offered him $200 just to ride this bike across the stage. Everybody thought he could do it. Oh, no, no, no, no, no, no.

You didn't understand. You didn't understand.

So this way.

All right, all right. So whenever you're ready. No, then you have to keep your feet on. All right, let's give him here. Like, you got to start ro. And go!

Keep your feet on the pedal. Go!

Go right off!

Just keep your feet on the pedals.

Come on. All right, one more time, one more time.

Once you have a rigid way of thinking in your head, sometimes you cannot change that, even if you want to.

So here's what I did.

It was a personal challenge. I stayed out here in this driveway and I practiced about 5 minutes every day. My neighbors made fun of me. I had many wrecks, but after 8 months, this happened. One day I couldn't ride the bike and the next day I could. It was like I could feel some kind of pathway in my brain that was now unlocked. It was really weird though. It's like there's this trail in my brain, but if I wasn't paying close enough attention to it, my brain would easily lose that neural path and jump back onto the old road it was more familiar with. Any small distractions at all, like a cell phone ringing in my pocket, would instantly throw my brain back to the old control algorithm and I would wreck. But at least I could ride it. My son is the closest person to me genetically, and he's been riding a normal bike for 3 years. That's over half his life. I wanted to know how long it would take him to learn how to ride a backwards bike, so I told him if he learned how to ride a backwards bike, he could go with me to Australia and meet a real astronaut. Are you gonna give up?

No.

Go ahead. This is how it starts.

Look at this. This is such a big deal.

Get up, you got it. Did you see his brain get it? So he, in 2 weeks, he did something that took me 8 months to do, which demonstrates that a child has more neuroplasticity plasticity, am I even saying that right, than an adult. It's clear from this experiment that children have a much more plastic brain than adults. That's why the best time to learn a language is when you're a young child. Alright, today's bike log. I can ride smooth, I can ride fast, I'm thinking the experiment is over. OK, now I'm in Amsterdam, a city that has more bicycles than people. The question is, can I ride a normal bike now? I mean, I've spent all this time unlearning how to ride a bike. If I go back and try to ride a normal one, will my brain mess up? So I've tweeted a Smarter Every Day meetup and I'm gonna see if somebody Brings a bicycle and I'm gonna try to ride a normal bike. It's backwards. This was one of the most frustrating moments of my life. I had ridden a normal bike since I was 6, but in this moment I couldn't do it anymore. I had set out to prove that I could free my brain from a cognitive bias, but at this point I'm pretty sure that all I proved is that I can only redesignate that bias. So what you're not seeing is just a group of people here looking at me Looking at the strange American that can't ride a bike. But I'm actually 2 levels deep into this because I've learned and unlearned. Alright. After 20 minutes of making a fool out of myself, suddenly my brain clicked back into the old algorithm. I can't explain it, but it happened in a very specific moment.

I got it.

I'm back.

Oh, it clicked. Hold on, it clicked. I got it.

OK, there it is.

There was the moment.

OK, I can ride a bike. I tried to explain this to the people around me and they just didn't get it. They thought I was faking and I couldn't get anybody to believe me. That looked like I faked that, didn't it? You think I'm faking.

You don't believe me.

This looks so weird to you, like, "No, no, no." You think I'm lying, don't you? I'm not lying. I felt like the only person on the planet who had ever unlearned how to ride a bike and I couldn't articulate it to anyone because everybody just knew that you can't forget how to ride a bike. So I learned 3 things from this experiment. I learned that welders are often smarter than engineers. I learned that knowledge does not equal understanding, and I learned that truth is truth, no matter what I think about it. So be very careful how you interpret things, because you're looking at the world with a bias, whether you think you are or not. You're getting Smarter Every Day.

Have a good one. Okay, so what we're gonna do here now, we're gonna have a chance to chat about that, and we're gonna do a bit of an exercise in the room. So in a moment, I'm gonna put a timer up on the screen. Hopefully we'll have a little audio coming through, a little bit of music. You're going to have 60 seconds, and I want everybody to shift. We're going to go from this side of the room to that side of the room, and you're going to meet somebody along the way. I want you to try and connect with somebody that you haven't really maybe had a chance to talk to so far since you've been at this think tank. Does that make sense? Yeah. Okay. So try to connect with somebody ideally that you haven't really had an opportunity to connect with yet. And we're going to do a bit of a partner exercise when we get there. So you have 60 seconds. To get connected. Okay, let's go. Okay, great. So everyone's got a partner. Please put your hands up if you do not have a partner. Everybody's good? Okay, great. So here's what we're gonna do. In your partnership, you need to decide very fast if you're gonna be infinite or if you're gonna be banker. Who's gonna be infinite? Hands up. Okay, do we have an infinite in every group? Somebody's infinite? Okay, so you're infinite. Bankers are gonna go first. So what you're gonna do, you're gonna have an opportunity— I'm gonna put a timer up again in a second and you're gonna have 60 seconds to talk with your partner, and you're gonna share what did you take away from that video. What was something that was an aha moment for you that you can maybe take into your practice or into your own life? Does that make sense to everybody? All right, so when the timer kicks up, you're gonna go ahead and get started. So the good news is you guys had so much fun that we couldn't hear the beep. Okay, so I'd like to hear from 2 or 3 people, please. 2 or 3 people about what your conversation was like. Either something you took away from the video, or maybe it was something that your partner said that really resonated with you. So who would like to share something about that video? Over here in this corner, please. Can we get a microphone over here for Brian? This video reminded me of a quote by Elvin Toffler who says, "The illiterate of the 21st century aren't those who cannot read or write, it's those who cannot learn, unlearn, and relearn. That's a great quote. I think we should get a round of applause for that one. I like that. Very good. Thank you. Who else would like to share something about what they took away from that video? I've seen the video before, like many of y'all, but it just dawned on me this time, and it's probably the third or fourth time that I've seen it, the mechanics are extremely important. Of course, it's hard to change the way you think, and then once you see something, you can't unsee it. But the mechanics from the weld are extremely important. Excellent. Very good observation. Very interesting. Now, was that something that dawned for you, or is that part of your discussion with your partner? Well, we didn't hear the beep, so my partner got shortchanged, and I did too, because I didn't get to hear her 3 until the very end. Okay. So, and is there a great opportunity to maybe continue that conversation when we're done our session today? Do you guys agree? Yeah. Jason in the back there. Yes, one of the observations that I make every time I see this video is how quickly he fell back into the old way. Mm-hmm. And so the key message there is to pick up on that, especially when you're meeting with your clients and you're continually helping them know that knowledge does not equal understanding. What helped him get to ride that bike was repetition. Repetition became his best teacher, and he kept repeating it and repeating it and repeating it. Right, use it or lose it. Yeah, good, good point. Excellent, excellent. I think those are really good observations. Now, was that a lot of fun? Yeah, I have one more over here. I see one more. Thanks. I think I really gathered that we need to start teaching our kids really young because that's when the learning process is good, and that's where we can help Offset the attacks of all the BS that's out there and they'll know what's right and wrong. It'll stick. Right on. I like that. That's very good. That's where something like what James did for us the other day by getting that book is an opportunity for us to help teach our kids, teach the young, and have our clients do the same. So if we can hear that message, don't our clients need to get that message? Isn't that interesting? Isn't that interesting? Can you see where this video might play a role in having a discussion with your clients? Okay, yeah, absolutely. So if you guys want, you can jot this down: bit.ly/backbike. Okay, if you type that into a website, you'll go direct to this video. I share this with my clients, and I'm gonna even start using it more and more and more because it's all about how we— sorry, it's all about how we— yeah, absolutely. How hard— how much has Nelson beat that into us, the importance of that? So if it's all about how we think, isn't it all about how our clients— absolutely, absolutely. Now, if they've gone through a lifetime of being— of learning how to ride a bike one way, all your clients probably know how to ride a bike. Yes. Well, aren't we teaching them how to ride a bike a different way with infinite banking in their financial life, their financial bike? So they're constantly going to be struggling in the old way, aren't they? We've got to stick with them. We've got to stick with them. Repetition is our best teacher. They need to constantly be engaged because otherwise, if we're not, they're going to go back to the old way. So that's one of the key takeaways I have for this video. Nelson says loans— the consumer mind says loans are bad, but the banker says loans is good. Okay, we have to get our clients to understand that knowledge is not understanding. Unlearning something is twice as hard as learning something new. Do you guys agree? Who struggled a little bit when you first read Nelson's book and tried to figure out how to put this together in your life? Show of hands. Okay, your clients are going to have the same experience, so we have to be with them. And when you've developed that pathway of doing something throughout your life, to try and back up the tracks and unwind that tape can get very complicated. Whereas if it's just something brand new, like in the mind of a child where everything is new, Well, it's easy because everything is new, so it's all just a new experience to you. Makes sense? Okay. Nelson's book came into my life 7 and a half years ago. It was right around my 29th birthday, and I thought this was really interesting. I've been thinking about this a lot recently, Nelson, because Nelson got a dividend check that year in August, the same month, for just over $4,000 on his very first State Farm policy. Who here is familiar with the State Farm policy example? Okay, I love that example, by the way. It's phenomenal. So I thought that was really curious because that policy has been around for 50 years at that time frame. You know, Nelson got that very first policy when he was 28 years old. I'm like, man, I just turned 29. It's not too late for me. I can get started in this thing, right? And so I thought that was really interesting. Now I want to do a shout out to Jason Lowe because this book and this idea and me being here with all of you wonderful people wouldn't have happened for me in my life had Jason not told me to go buy that book. That's what he did. He said, Richard, buy this book. I said, okay, I'll go buy it. And then the exchange rate was like $45 to my door, Canadian. It was almost as much as the dividend check. Yeah, that's right. It was customs. Customs had their hands on it for a little while. But what was really interesting about this is up to that point in time in my life, I had spent, in my opinion, an exorbitant amount of money on my personal and financial education. I'd spent about $45,000 attending seminars all over North America, learning from every real estate guru and all these financial geniuses out there about what to do about leverage and all these kinds of things. Not a single one of those people that I'd paid a great deal of money to told me the information in 92 pages in Nelson's book. Now that should bother people. It bothered me, bothered me a great deal. In fact, I got angry. I was livid that I had spent so much, and for $45 Canadian, I got a better financial education in 92 pages. I didn't even have to leave my own home. How incredible is that? So the teaching point of the lesson for me was, if I didn't know this, for all these people that I'd met, all this money that I'd spent, My parents didn't know this, they didn't teach me, and I know a lot of people and it doesn't seem like they know this because we've never had this discussion before. Haven't we identified a problem? Yeah. Now, I like steak. Who here in the room likes a good steak? That's almost everybody. Now, if you go to a really nice steak place, maybe they got a good steak sauce, and you just really fall in love with it, don't you tell some people about that place and that steak? Recommend that they go there. I'm that guy. Well, Infinite Banking showed up in my life. I need to tell people this message. This is a really good steak, guys. You gotta go get this thing. You find out something like this that's so powerful, so tremendously powerful, that can shape the lives of everyone. You can't hold that in. You guys have met Mike Everett, right? Does that, does that guy hold anything in? You ever see him not having Nelson's book? Okay? I learned some good things from Mike about that. We can't hold this message in. We've got to get it out there to people because it's important. They don't know. We have an opportunity to spread the light and show them that. Okay? So I went through these 3 stages of discovery when I had Nelson Beck. This might be familiar for some of you. The first one was kind of like this. I had this, uh, "Oh my God!" epiphanous moment that I just couldn't believe that this was out there. And very shortly after this, I went into this mode. This was stage 2 for me because I was frustrated that nobody knew and that no one was telling me and it wasn't being taught and my parents didn't know and all those cascading effects. Do you guys understand where I'm coming from? Okay. Maybe this is familiar to some of you. I got really angry because I realized in order to take this out into the world, I had to go get an insurance license. Oh man. Oh, I struggled with that for a long time. I really did. I didn't want to do that. I had this thing in my brain that that was a bad idea and I didn't want to have an insurance license. And you know what? I am eternally thankful and grateful that I was able to get over that because I absolutely love this business. I love what we're able to do for people and it is tremendous. And you know what? What we do with infinite banking is unbelievable, but insurance in general is extremely important. It's like Nelson's quote about the skyscraper. You can't build a skyscraper if you don't have a good foundation. Insurance is a foundation for people in a lot of ways. So I love this. I love this industry. Then this was stage 3 for me. Who here plays sports? Show of hands. Who plays sports or has ever played a sport ever in life? In sports, they have this thing called the ready position. You guys know what I'm talking about? Well, that's where I was at. I'm like, okay, I'm ready to go. Infinite banking. Let's go. But I didn't know how to go anywhere. I didn't know what to do yet. Okay. So I didn't really have any coaching or instruction about what was the next step exactly. And that actually created some problems for me, created challenges. I'm sure you've all had challenges in this business. I had all these different directions where I could go, and I was trying to figure out, how do you help people discover a new way of thinking? How do you help people discover a new way of thinking? There's some things we could do. We started doing some presentations and events, but you know what I wasn't doing? So I wasn't using Nelson's book. Nelson's book is what did it for me, and for some reason in my own brain chemistry, I had created this fiction that Nelson's book was too complicated for people. Can you believe that? Whose problem was that? Mine. I did that. That was my thinking. A switch in my brain created a confusion around that. And so what it also did is it created 2 years of struggle for me as I entered this business. So I'm gonna shortchange that for you guys, especially new people coming in or new people that are gonna watch this video as they come to be part of the practitioner program. I'm just gonna level it up for you. I'm gonna kill 2 years of pain and help you get right to the, right to the stuff that's good. Okay, here's what it changed for me. February 2012, I came to my first Think Tank along with some very good friends of mine. All showed up from Canada. I think we've made a little name for ourselves when we got here because we weren't very quiet about it. And it was the first time I met Nelson, and I attended Nelson's 2-day seminar. Who here has been to Nelson's 2-day seminar, the full seminar? That was very impactful for me. It allowed me to see, really understand what was powerful, what potential was there beyond what I already knew. And I wasn't reading Nelson's book repeatedly and regularly prior to that because I'd created this weird thing in my brain that this book was too complicated for people. That was my problem. And I realized, you know what, I'm doing a disservice to people by robbing them of the opportunity to have Nelson's message, not Richard Canfield's message, Nelson's message directly. And they can get it just by getting the book. So after that, everything changed. I realized that I needed to really expand and grow my relationship with Nelson, with the Institute, with people in this room, and that we needed to make sure that we were getting the book in the hands of the people. Get it to the people. Okay. Because it wasn't written for guys like me or guys like us. It was written for the general public. He says it right there on the third page. If you read it enough times, you'll remember that it's in there. I wasn't reading the book enough. Now I read from it all the time, and I make sure that my clients read from it all the time. I don't do business now with anybody if they don't have that book. I just tell people, look, you're going to need to get this whether you want to or not, and here's why. Every single time that we connect, I'm going to ask you the first question is, do you have Nelson's book handy? If you don't have it handy, we probably have identified a problem. You need to have it there. 'Cause we're gonna reference it in our conversation. So if I'm doing a client review meeting with somebody, and actually now they book on an online form, one of the questions is, "Do you have Nelson's book ready?" or "Will you have Nelson's book handy?" "Here it is," basically. 'Cause I want them to get accustomed to making sure they know where it is at all times. Does that make sense? So every conversation that we have, I'm gonna reference some page or some quote in Nelson's book. Usually it's page 85, point number 2, or something on page 48, page 49, 'cause I love those, they're phenomenal. Everyone's got their own favorite page, but page 85, point number 2 is one of my favorites all time. Here's my son meeting Nelson for the first time. I took this when my son was about 3 months old. I want to send it to Nelson. I use these— this is often the desktop that my clients see because I do a lot of webinars. Show of hands, who here does webinars in the room? Okay, so it looks like maybe about half the room roughly. I do webinars all the time. I do one-on-ones with my clients, okay? And so they see the picture of my son, or they see a picture of me and Nelson, And what I'm doing is I'm helping to create an association to Nelson and the Institute and the message because I believe in this so dearly and so deeply. And so that's something as a suggestion for you guys. Maybe it's a tip you might want to try. Take pictures of yourself with Nelson's book. Get your clients to take pictures with Nelson's book. Make sure that you have that kind of stuff available because you want to associate to what's important, that message of building the 10%. These have been very powerful for me. And you know what's been more powerful is building that relationship with Nelson. Man, oh man, I just couldn't even imagine not knowing him. Just couldn't imagine what life would be like if I didn't know Nelson. Everything's changed. Everything's better. Everything's better. Okay, so we're gonna have another participation moment here. I'm gonna just do it by a show of hands. Show of hands, please. Who here was in the finance business before Nelson's book, before Infinite Banking? Please show of hands. Okay, so maybe roughly half of the room. Okay, so that's interesting. Now, who here was a client or read Nelson's book through some other means and was never in the financial business and now you're here in the room? Show of hands. Okay, now please keep your hands up high, high, high. Please up and high. Everyone else take a look around here and see the people that we have in this room that were never in the financial business and they're here now. Okay, I'm one of those guys. I'm an electrician. Recovering, as Nelson said. And so I think there's a trend there. The people that are going to take this message on and are going to become more part of the practitioners program, that are going through that interview process, they're going to be your clients. They're going to be the people that you meet that believe in this message so much that they just have to be involved. They're drawn to it. It's something that's within them that they just have to get involved. That also means that they don't have all that baggage that you guys learned in the financial business before beforehand that they got to unlearn. All right, now resources. Who here has spent some time on the Practitioners website and has ever watched any of the videos on there? Okay, getting ready for this presentation, I rewatched a whole bunch and I watched the ones, some ones that I'd never watched before, and I got to tell you guys, there is pure gold in there. Pure gold. It's unbelievable what's available. There's roughly, I did some third-grade arithmetic, about 65 videos on there currently. So in a few months, when the team of ninjas over here gets all the video edited and we have these ones up as well, that number is going to expand. And every year it's going to expand a little more and a little more and a little more. So already we have roughly 50 hours of ready-to-go push-and-play mentorship for you. It's right there at your fingertips. So if you can't get a hold of a mentor for some reason, or it's late at night and your brain won't shut off, can't you just throw the computer on or put it on your iPhone or whatever that is and hit play? And get yourself hit with some knowledge, right? It's super easy. Just get yourself hit with some knowledge. A little quote here from Mark Benson. You can save and borrow money over here at a traditional bank, or you can save and borrow money over here at an insurance company. He says that in a 2015 video. I was here for that presentation, and that was a big, big presentation for me. I've watched that video repeatedly, probably watch it 1 or 2 times a month, and I've told other people, other practitioners who are interested in getting into this business, You need to watch them. You have to watch that video. You have to. You have to. Okay? So I've got a few here on the list. These will be in your slides about some of my favorites. I can tell you I've watched quite a few of them, and I just picked a few highlights that are good for me. Alright? I want to do a shout out to David Stearns. David, can you stand up there? Everybody wave. We gotta put our hands together for this man. Now, who was here at last year's Think Tank and got to see his journey with IBC in person? Okay, so quite a few of you. Who here has not yet watched that video on a practitioner's dashboard? You have an action step you need to write down. And that's for everybody in the room who's seen it. You need to go back and watch it again. Because what do we do with Nelson's book? We have to read it. When we want some more knowledge, we got to go back and read it. And then if we want to do it with our clients, we make them read it. So repetition is our best teacher. Would you agree? That video is unbelievable. It's 15 minutes of pure gold. There's diamonds in there. David's just raw, open, and sharing what's real for him and his experience with infinite banking. All of his policies up there to see and sharing. This is my journey with IBC. It's 15 minutes. So your action step today before you leave this or when you get on the airplane or you're in the airport and you get on the Wi-Fi, you need to log in. You need to watch this. You have to watch it. It's so important. Here's another one. So Mark Benson, 2016, he did the napkin presentation like he did here yesterday with us. That's all recorded on video. If you are having a tough time or not sure or looking for a new idea how you can sit down with a client, you can literally just watch that on repeat and memorize everything he does. He shows you exactly how to meet with a client. So if you're not sure how to do that, or if that's something that because you're new to this business you need to learn more about, there's tons of examples of exactly how you can do those meetings right there. And so if you're looking for ways to do that or new ways, you can just watch these videos and you'll get all kinds of ideas that you can implement. And you could take what works for you. Personally, this one for me, this is one of my absolute favorites. What I really appreciate that is he's good at meeting people where they're at, and that's one of the gifts that Nelson has. He's able to meet people where they're at. Does that make sense? James equipment financing with James in 2015. That is an awesome view. That's a real estate investor example. That's a real life case, real life case of one of his clients. Last year, James did a real life case of him financing his own truck. It's a nice truck. I rode in it in the summer. It's pretty awesome. Okay? So there's some really good information there. I really encourage that for you guys. More resources. There's some webinar archives on there. One of those archives is Nelson going over his State Farm policy for infinite banking practitioners, not for the general public. So he goes into some more background, some more detail there. And I think that's a great video. I think you guys should watch it. The YouTube channel. On the YouTube channel, the conversation with Nelson, there's little clips there that are 2 minutes long Some of them are designed for your client. And so you can literally just send a 2-minute snippet to your client and let Nelson have the conversation. Okay, that's leverage. Freedom Advisor event. There's a YouTube video on the Nelson Nash Institute channel from the Freedom Advisor event, November of 2015. It's an hour and 14 minutes of Nelson Nash delivering a State Farm policy and some other things. That is a public video that you can send to your clients. So if you're looking for another way to create a conversation or engage with people, It's already there. The Nelson Nash Institute YouTube channel. So you should be subscribed to that. He walks through a State Farm policy. It's a great recording. It's absolutely beautiful. I have some ADD issues, okay? And some of my clients are like that. And so I actually went and I made a little document and I put down the times of when Nelson talks about different things in the video. And I just wrote it all down. Here's what Nelson talks about. And I put like Richard's observation next to it. And I created a little file for that and I sent it to my clients. I say, look, you don't have to watch all 50, 100, you know, hour and 15 minutes. If you got 10 minutes, pick a section that you want to learn. Just go and scoot forward on the video. It's easy. As long as you got an internet connection, it's super easy. Banking with Life DVD. I got a client call me the other day. He says, Richard, why have you been hiding this DVD from me? I said, I haven't. Another client had given it to him to watch. He watched it with his girlfriend. He sent me this testimonial and I sent it to James the other day. Banking with Life is a phenomenal venue that should be part of every school curriculum. I have watched this very important documentary 3 times this week and I'm set to watch another 3 next week. I've been so inspired by this articulate information, I've committed to setting up another policy. This video is crucial to your financial freedom, is imperative for those who seek true control and understanding of their lives for their family and their legacy. Is that a powerful testimonial? Unsolicited from a client. I didn't even give him the video. He got it from somebody else. So what did I do? I called James and said, I need you to send me some more videos about Box. All right, I'll pay for the crazy shipping across Canada. I sent him another one so he can give it to some more people. Okay, he's getting the message out. So monthly photo contest. So here's a photo I just got a couple of days ago from one of my clients. It was the very first photo from my new photo contest that I just launched. He's sitting here with his son who is 6 months old and is an Infinite Banker now. And he's got Warehouse of Wealth, and it says Infinite Edition right on here. He's got a little piece of paper. Is it fun getting those? I just launched this like a week and a half ago. So what I'm gonna do is I'm gonna do a draw for a $50 gift card every month. Every time you send me a picture, you get your name in the draw. You can get up to 6 entries every month. I only started a week ago, but I'm really excited about it. I think it's a neat idea. Okay, now what if we had an international competition like that and we all chipped in $10? Can we do a grand prize to send somebody on a cruise? How interesting would that be? Could we get a bit of a buzz going about infinite banking with all these photos and pictures of Nelson's book? I'd be excited to see that. This is something I do with my clients and I give this to them. It's available under the file section of the Facebook group. It's something I call— it's a mind map and I call it a memory jogger. It's a memory jogger tool for IBC. It is looking at different areas of their life where their money might be flowing. Money, areas where their money might be flowing on a regular, consistent basis. And I'm just asking them to look at it and put it on their wall. And so when they're thinking about doing policy loans, hey, look, where are you spending money right now? Are you doing anything like this or anything similar to that? Can you negotiate a discount on your rent with your landlord where you pay up front? Can you run that through your policy and start to drive money back in? Where can you do that in your life? I don't know what you're spending your money on, but here's some ideas. If you're anything in this category, let's get that working for you, okay? It's a mind map, it's a visual idea. I did this with Nelson on an interview the other day. He wrote Pattern for Federal Takeover of Your Business in the Nation's Business Magazine in 1961. That's Nelson getting off the airplane right there. Then in 2000 is when his book came out. That's a pretty big gap, isn't it? 40-year gap. But then, Warehouse of Wealth, the institute's created, And here we are in 2017. Are you starting to see things pick up? Are we getting some acceleration? Is there movement starting to grow? We're in 2017. What are you guys going to do beyond? It's up to us now. It's our job. The torch has passed. Let's go. Okay, get into ready position. We got something to do here. All right, we got important work ahead of us. We have to spread the light. There's financial darkness in our world and we got to spread the light. You with me on that? Who's ready to do that? Say aye. Okay. The last thing I want to say is use Nelson's book. Use it, use it, use it. Read it yourself and be a student. You have to be a student. And then make sure you're bringing your clients back to it all the time because they're riding, they're used to riding a bicycle the normal way. And so they're gonna, something's gonna happen, they're gonna go back into an old pattern. But if you bring them back to Nelson's book you can get them back where they're supposed to be. Does that make sense to everybody in this room? Okay, so that does it for me, guys. Thank you very much for letting me come up here and have some fun. I appreciate it.