Ep. 100 The Legendary Brian Tracy

Hey there, Mark Brown. Do you have any idea how pumped I am to sit down with the legendary Brian Tracy? Here's a guy that the question, the audio program that I was being a sponge, I was listening to over and over again literally, literally changed the trajectory of my life.

Man, I can't wait. And I'm doubly blessed because today is episode number 100. I can't wait to sit down with the legendary Brian Tracy.

Yes.

Anyone can give a presentation. Few deliver unforgettable presentations. What's the difference? You're about to find out. Welcome to the Unforgettable Presentations podcasts with your hosts, world champion speakers and coaches, Mark Brown. Mark Brown, your life tells a story and there's someone out there who needs to hear it. And Darren Lecroy and Darren Lacroix.

Stage time, Stage time. Stage time.

Ready for some powerful presentation, Ahas, let's dive right in.

So here we are. I'm like a little kid, Mark. I'm like an 8 year old kid talking to the man who literally changed the trajectory of my career and inspired tens of millions. And Brian, as you're looking here, I still have. This is the actual cassette that I was listening to. And for those of you who are younger viewers, this is what a cassette looks like. And you asked that amazing question, what would you dare to dream if you knew you wouldn't fail? So you are a legend in my eyes and in Mark's eyes. And you have inspired so many speakers to want to become speakers, to give them a path and most importantly, the mindset to become unforgettable. And I think for you and what you do, you have this way of getting into people's brains and getting them to think. And one of the things Mark and I teach is that the most important part of a presentation is the thought process in the listener's mind. So, Brian Tracy, welcome to Unforgettable Presentations.

Thank you. It's.

I'm levitating right now.

It's a delight to be with you. This is, this is a wonderful experience for me and it's a wonderful experience for me to be with you because you guys are legends in your own right.

Well, you're very kind. Ryan. Earlier you talked to us young guys. I turned 16 a couple of weeks and we called young with my gray beard from you is a blessing. But because you kind of mentioned age earlier and talking about young, I would love for you to kind of go back and tell us, how did the legend that is Brian Tracy start out?

Well, it is a great question. I started off like everyone starts off, we start off basically at the bottom. I had nothing going for me at all. I started off broke. I did not have any money and I had to learn everything all the way up. And I made mistake after mistake. In fact, I basically failed my way to success. I think that you can identify with that because that's what you have done. That's what we all do. We fail our way to success and we pick ourselves up and we stumble forward and fall down again and we pick ourselves up and we just keep working at it until sooner or later we sort of break through. We have a breakthrough, we learn something, we have an experience that opens a window for us and we're never the same after that. Sometimes we come up with an idea, an insight, somebody tells us something, we read a book or an article and we go in a different direction and we're never the same again. And it's a wonderful thing, it's a wonderful experience. We look back and we remember the turning point. My turning point was going to seminar after seminar, being at seminars and listening to other people and seeing them succeed and then having an opportunity to speak ourselves. And then somebody comes up to us and says, you know, that really made a big difference to me. Or you changed my life, or you opened my eyes, just something. And the key is our discovery that we can help other people, is that we can do something, say something, and then we can help other people. And we change and they change at the same time and we look back and we're never the same.

Do you remember any stories from when you first started that might inspire other presenters? Or how did you first get your very first presentation, whether it was paid or free?

Well, the question that you and I ask is one great thing, would you dare to dream? Is if you knew you could not fail. And that was a great, great question. And I don't even know where it came from. I read it somewhere, I listened to it somewhere, it changed my mind. And I said, if I knew I could not fail, what would I want to be or have or do differently? And I don't know what it was or what it was, but that was the turning point. And it was like riding a bicycle. You just turn and go in a different direction. And I remember Darren and I remember you, Ron. I remember meeting you guys and working with you and your experience and how it opened my eyes and how you became different people as a result of something that someone else had said. And then me, and then I became a different person. It's Just a wonderful experience. And we start to grow. We started to grow. We didn't realize that we could be and do and have far more than ever before. And so here we are.

I'm curious. Thank you so much for that. Was there a time when Brian Tracy said, ah, I want to be a speaker and transform the world with this particular art form?

No, it's never been anything dramatic. It's just sort of. I sort of like stumble over an idea that set me off in a particular direction and I just kept moving in that direction. I've always been very hungry to learn and I've always been a voracious reader. And it's very important that people understand that this is hard work. This is hard work. There's no easy success anywhere, and especially not in this area. And so therefore, what you do is you just start moving forward and you just don't ever give up. I've had this conversation many times, but the question is, always, is what do you do when you face adversity and difficulty? And the answer is you just keep on keeping on. You just never quit. It never occurs to you to quit. And one of the things I teach, and you and I have talked about this, is that basically you set up a standard and you say, no matter what happens, I will never give up. And I taught my children that, and I've taught people in my seminars that the weight that you become unstoppable is. You say to yourself, I am unstoppable. I am unstoppable. I'm never going to quit. And it's very interesting. You can program yourself, like coming up to the charge of your own mind, and you can say to yourself, I am unstoppable. I never quit. I will never quit. And I taught this to my kids and I taught it to people in my life, audiences, and I draw it to my plate myself over and over again. And sooner or later, it kind of goes in deeper and then it locks in. And from then on, you just never quit. Did you ever think about quitting? No, I never thought about quitting. I just would not. I would not quit. I would not quit. And at a certain point it locks in. And I met so many people when I met them, they were struggling and struggling and I spoke to them on the side and they reached that point. They just reached a point. I'm never going to give up, I'm never going to quit. And that's really important. So it's not even an option, you know, one of those wonderful one liners. Failure is not an option. Failure is not an option. It's not as if you maybe fail or you will pick yourself. No, failure is not an option. That is off the table now. Let's move forward.

Well said. Well said. And I have to go back because when I think of unforgettable presentations, I think presentations and moments that are life changing. And just before that photo that Mark showed, it was 1997, I believe it was the right after the morning after the NSA foundation. And I had done a little routine there and I had lived with you in my car listening to you over and over and over. I was sponging Brian Tracy. And when I met you at that convention and the night before, I did that little Speaker's Anonymous routine, not that I expect you to remember, but I did that. And I walked up to you and I just introduced myself, I told you what was going on. And you said, did you give that presentation last night? And you said, I called my wife and told her it was the funniest presentation I ever heard. And I just bawled, tears came down. And to me it was like the culmination of that question that you said, what would you dare to dream if you knew you wouldn't fail? And to me to meet you and shake your hand and for you to say that unsolicited, I was just done. So for me, it was unforgettable. What goes through Brian Tracy's mind? Because I'm sure I'm just one of thousands of stories, but what goes through Brian Tracy's mind when people come up to you and say things like that?

I'm just very grateful that I have been able to help people because I started off with nothing. I didn't graduate from high school, you know, all those stories scrambled my way up. I went broke lots and lots of times. I slept in my car. But I watched you and I heard about you and I saw you scrambling. But we're all the same. We all start off and we all scrambling our way up like climbing a mountain, one stone at a time. And we just keep on keeping on. And that's very important, you make a decision is I'm never going to quit, no matter what happens. I have four children. Of course, I had all my children after I began speaking. I've always encouraged them. I just told them one thing I know about you, I told them, is you never give up. I know you never give up. No matter what happens, you never give up. And one by one, sort of like programming, they reach the point where they never give up. And that's what happens. And you just get better and better. You get better and better. And that's what you guys have done. That's what we've each done. And it's not a miracle. It's just hard, hard work. There's no, no special gifts or anything. It's just hard work.

Really appreciate that because, you know, we have several of our listeners are new and emerging presenters and sometimes when you' you're like that newly born foal or colt that the legs aren't quite steady enough, you wonder, will they walk? And some are very uncertain when they hear that the legendary Brian Tracy at one point slept in his car. Boom. What? That is probably more inspirational than you know. Brian and I thank you for sharing that intimate part of your life history with us. We're going to ask you one more question regarding speaking because so many people here have come to know Darren and me and they admire us. But who did Brian Tracy admire as a speaker when you were coming up in your career?

Well, I. It's never been a single person. I. People say what, what was the one book that had the greatest impact on you? Well, you cannot see this. I have this special screen behind me, but I've read about 6,000 books. Wow. And I am in my dentist right now. All of my bookshelves are double booked. And it's never just one. It's one after another after another after another and you just keep on keeping on. And it's important that you never even consider the possibility of failing. And if you don't, then what happens is you will always find a way through. You'll always find a way to succeed. And you'll find sometimes it's one opening, one insight, one way of moving forward and that can sometimes change your life. Wow.

And Mark, I'm trying to get my arms around growing up with Brian Tracy as your dad.

Yeah, right. What do you do with it?

What do your kids think? What do they say?

Well, the most important thing in life is the impact that you have on your children, the members of your family. Fortunately, I am married well and wonderful wife and she and I just have a fabulous relationship. And we have this sort of philosophy toward our family is our job is to raise them with high levels of self esteem and high self concepts. In other words, that they like themselves, they love themselves, they respect themselves and they have high standards for themselves. And so we constantly feed them by telling them how good they are and how proud we are of them and we're constantly telling them what a good job they've done. And it doesn't mean that we are gooey or silly about it. We talk to them, we give them feedback, we ask them for advice, we encourage them to listen to us. But there's no big miracle to it. It's just hard, hard work. But the wonderful thing is that you say, all right, what is my big goal in life? And that is to raise happy, healthy, self confident children. And fortunately, they have grown up the way we wanted them grow up and they have grown up that way. I mean, we love each other, but we are really clear that this is hard work. If you want to be successful at something, you got to work at it all the time. And there's no shortcuts, there's no easy ways to do it, and we just keep on keeping on. And one of the things I had an experience when I was in my early 20s, when I was 21, I went to Africa. I went off to see the world. Everybody at that time was going off to Europe to travel around with brief with backpacks. And two friends of mine and I decided that we would go to Africa. We thought everybody was going to Europe, we would go to Africa because nobody was going to Africa. And later we joked and we said that we didn't ask why it was that nobody was going to Africa. And we found out when we got to Africa, we had to cross an 800 mile desert to get there. And this desert was flat. There was not a blade of grass. And not an exaggeration, no grass, no water, no nothing. So we had to cross the desert. Finally we got into Africa and all the way down into, we call it the green part on the map. We got to Dr. Albert Schweitzer's camp in a place called Lamborghini, deep in Central Africa. Knew a little bit about Schweitzer, but very little, but then began to study him. And he said this, which stayed with me for life. He said, you must teach men at the School of Example, for they will learn at no other. That stayed with us. I still am in touch with my friends after 50 years, but that stayed with us is that you must teach men at the School of example so they will learn at no other. So that's what we did, is we learned at the School of Example and then of course, we taught at the School of Example. It was life changing.

And this podcast is unforgettable presentations. You have shared the stage with pretty much everyone. What would you say it takes to deliver an unforgettable presentation? What does Brian Tracy think is an unforgettable presentation.

The number one requirement is preparation, preparation, preparation, preparation. My son became a salesman, and then he decided one day he wanted to be a speaker as well. And so he asked me what kind of advice would I give him. And I told him, I said, you have to prepare and prepare and prepare, and nothing ever replaces the preparation. 90% of your success will be preparation. And Michael, who's now 36, he has taken that to heart, and he's always preparing. And when sometimes we talk to people and sometimes we talk on the same stage, and he will say the same thing. He said the most important thing he's learned is preparation, is that nothing will replace getting up early, preparing thoroughly, getting there onto the stage, doing it over and over again. And if you do that, then you have a chance. The challenge, in my experience, is a lot of people trying to do it on the. On the shy. They're trying to do it on the cheap. They don't think they are going to have to work as hard as you. And I know that we have to work. We have to work and work and work. It's very. It's no shortcuts, but the preparation gives you the edge. If you get up early in the morning and you work hard and you stay later and you take notes afterwards. I have a series of little ways of analyzing my speaking and my activities every day. Before a talk, after a talk, the next day, always taking notes and so on. And it makes a huge difference. But unfortunately, most people are lazy. Most people try to take shortcuts. They're not willing to pay the price. I had a. The friend working for me for almost 25 years. He was talking to one of our people in National Speakers association. And this said, I'm going to be the next Brian Tracy. And this is probably after 20, 30 years. My partner, my associate, said, no, you're not. You'll never be like Brian Tracy. And he was telling me the story. I said. I said, why? He said, because you're not willing to work hard enough. Ryan works harder than anybody else in the business. You're not willing to work hard enough. You have no idea how hard he works to make it look easy. I didn't realize that. For me, I just knew that I had to work hard to be successful. And he saw it because he worked with me. And we traveled everywhere. We worked very hard, but that was just to succeed. If you're not willing to work very, very hard, then you won't make it. The competition is too great. There's just too many people who want to be successful. So if you're not willing to really work hard, then maybe you should try something else.

Find that thing that you are willing to work hard at. And what would be a couple tips of. I know obviously you do a lot of preparation, but a couple preparing tips that you could give our listeners for. How does Brian Tracy prepare? We know you do a lot, but what's maybe one or two little tips that you do?

Well, one of the things that I say, almost like a parrot is write it down, write it down, write it down. You have to write things down and then go back and review them and then write them down again. I've written, I just finished last week. I finished my 91st book. Wow. And I did not write my first book until I was about, let me see, I was probably 50 when I wrote my first book. And I wrote and wrote and wrote and wrote and took notes and read and took notes from my reading and so on. It never dawned on me to write a book until I had been speaking for many years. I wrote my first book when I was, let's see, probably, yeah, probably when I was 50 or more. And it was hard work and it took hour after hour after hour of writing and rewriting and rewriting and so on. And I've always been a reader, by the way. You've got to be a reader before you can, before you can learn to speak. And you write and write and write and write and write and write and write and nothing replaces it. Funny.

You know, Darren tells us that when he wanted to get into stand up comedy, he was told to get the book, get the book. And I've often heard Darren teach, if you're not willing to read the book, you probably won't become very successful. And that, you know, I was taught the child, my mom's of a school teacher said, reading makes the ready man. Now I gotta ask a couple of questions real quickly, Brian. You know, you said you began your first book when you were 50. You revealed to us before we went on air that you were past 70 and then some. So why in the round world at 77 is Brian Tracy still doing this?

Well, I want to make a contribution because I want to help people. I want to help change people's lives. And I still have, I'm sure I still have messages that can help people. So I just keep working steady, steady, steady, and I keep reading and keep looking for new ideas and new insights and I keep thinking that I still have a message there that can help people. And that's what you and I want to do, all the people that I know in this business want to help others, to help them to improve their lives, to help them to make a difference in the lives of other people. And that only comes from reading and taking notes and writing and underlining and just keeping on, keeping on. You know, there's two qualities, and I've read all the books that I could on success. And there's two qualities that seem to come out over and over again for life. And one is self discipline, number one. And number two is persistence. And those two seem to be the driving forces of successful people. They have the discipline to read and write and prepare and organize and take notes, progressively get better and better. But you start off with discipline, self control, self management. You reinforce that with your willingness to persist and just persisting and persisting. You will break through. You will eventually break through.

I got one last question before I turn it over to you. We don't often ask this, but I'm going to ask it anyway. Has Brian Tracy ever bombed on stage?

No, I never have because I've always been willing to prepare and prepare and prepare. Nothing that replaces, I keep saying this, nothing that replaces preparation. And if you do your preparation, then you'll be okay, you'll be ready. When you stand up on the stage, you will be ready. It's not a miracle. It's a result of hard, hard work for a long, long time. Here's a wonderful thing. Everybody can speak. Everyone who's talking to us, listening to us now can speak. It's just simply a matter of deciding to be an excellent speaker. Each person who's listening to us today has the ability to be really excellent at what they do. It's just simply a matter of hard, hard work. It's just like you can be good at a sport just by working out, like working out and on over and over and over again and just keep on keeping on and you never give up and you will make a difference. You will be really excellent over time.

You had mentioned that you evaluate your presentations for improving them next time. What would be one or two things that Brian Tracy looks at to evaluate his own presentation in order to make it better next time?

Well, I have been very hungry for tips and techniques from other speakers. One of the most helpful that I've ever found was two questions. And these two questions will transform your life. At the end of every presentation, immediately afterwards, stop and ask two questions. So you always ask two, and both of them are positive answers. What did I do? Well, what would I Do differently. Those are the two. What did I do well? What would I do differently? And these require a positive answer. And so you write down those answers. One of the things that I found is that if you do a debrief immediately after a talk, you will give yourself an advantage that will be unbelievable. You can actually take a good talk and make it into a great talk if you're willing to critique the talk by asking, what did I do well? What would I do differently? What did I do well? What would I do differently? Write it down, write it down. And what I do is I write down 20 answers to that question. I remember when I first got onto the big stages where I had 20, 25,000 people. Immediately after the talk, I would ask, all right, what did I do well? And I'd write it down, write it down, write it down. I'd write down at least 20 things and then what would I do better next time? And I write it down 20 times. And it's been amazing because it's right after you completed the talk is that you will be most alert to how you could improve it. And just do it, write it down, what did I do well? What would I do differently? And it's astonishing what you will come up with. But if you don't write it down, it slips through your fingers, forget about it, you lose it. And then when you're giving a talk, you forget what you did well and what you would do differently next time and you lose it. It just goes through your fingers. That's really important. Don't let it go through your fingers is capture. Write it down. Capture. It's quite astonishing how you will remember all those good things, you'll capture all those good ideas. There's a wonderful little line that says catch the idea and write it down. Catch the idea and write it down. And if you catch the idea and write it down, then you've got it for life. It's important that you put it on yourself. You lean on yourself, you don't coast. You know, there's one for wonderful one liners is you can only coast in one direction and we like that, it's only in one direction. Is that what you do is you don't coast, is you capture it, you write it down and discuss it with other people, Ask for other people's feedback. How can I do it better next time? And they will tell you, but you have to write it down, you have to capture it, capture it on paper. If you get into the habit of capturing it on paper, you will own it. You'll have it and you can review your material over and over again. So you can, you capture. And eventually you get to the point where you start to do really great work. And all of the top speakers who do great work practice and rehearse and go over it and over and over. There's just no shortcuts.

Brilliant. Brilliant. Mark, I've never heard that technique. I love that technique. And if you're listening to this, I hope, I hope you follow that advice. That's brilliant. And Brian, if you were to sit down over a cup of coffee and some eager emerging professional speaker came to you and sat down with you, what advice would you give them over coffee about how they could go to become.

Unforgettable as well, they have to do a lot of preparation and they have to do a lot of writing and they have to do a lot of review of their material. It's very good to have somebody review for you. Say, ask, ask them, what did I do? Well, what would I do differently? If you could give me one tip, what tip would it be? And capture it, and capture it as soon as you possibly can. Don't let it slip through your fingers because other than that, it will slip through your fingers. And the ideas that you learn, you will, they will disappear. So you really have to work hard at it. You have to work hard and write it down and rewrite it and rewrite it. Set a goal to be a really excellent speaker and you set a goal to be excellent. And then you keep raising the bar on yourself. Listen to all the audio programs that you possibly can. When other people are speaking, sit as close to the front as possible and take notes. Write it down, write it down, write it down. And at a certain point you will capture it almost like a butterfly. Sooner or later, almost guaranteed, you will give a great talk. You will give as you gentlemen are already doing. You're giving great talks, but it's really important that you prepare and prepare and prepare.

This has been so fascinating. I mean, the idea that here you are after, I don't know, 50 plus years in the business, you said, I still have a message to share. And I find that particularly inspirational brand because there are new and emerging speakers or some with minimal experience who say, well, I got nothing new, somebody else has got that lane. I have a brand new coaching client and he talks about leadership and he talks about, I forget the word he used, but he says that particular topic, it's saturated, pretty thick, it's pretty well used. And I said to him, listen, yes, we may have different people talking about leadership, but your perspective on it, your experience, the way you come at it is going to be unique. So in terms of me being a newbie and I think, well, that is saturated. Mr. Tracy, could I really be successful in a talking about a topic that so many people already talk about? How would you respond to that question?

Each person is completely unique. The word unique is important. There's no one else just like you in the whole world. Even if others have written and spoken before, even if you have written and spoken before, there is really no one just like you. And that's why the preparation is so important. Prepare, prepare, prepare. And what will happen is something special will come out and you have to be prepared to just repeat over and over again. And at a certain point, something will come out and there'll be something special in which you contribute. But it's really important to read a lot. I cannot get it overemphasize that it's important to go back and write it down and write it down and review it and write it down and review it and never become complacent. Always keep raising the bar on yourself. Keep raising your own standards.

I have one more question as we start to wrap this up. You have so many audio programs, which is what helped me get to know you and spend so much time with you in my car over and over again. And I say, be a sponge. And that's what I do. Because I remember you in one of the early programs that I had, you said, it's a university on wheels. And I took that to heart. I actually do a program now called Sponge using what you taught me on those programs. How do you choose which audio program you want to create to help people? What's the process? Because I know a lot of our presenters also need multiple streams of income. So taking their expertise and putting it in another format, how does Brian Tracy choose what programs he's going to create?

The key to success in anything in life is for you to love what you're doing, put your whole heart into it, and to love it. And the way that you learn to love it is by going into it over and over again and never giving up, never coasting, never being complacent. So therefore, once you have written it out, write it again, rewrite it, Never become complacent. Always be looking for ways to do it better and better and better. I gave my first audio program after about I'd spoken maybe 500 times before I recorded my first program. Wow. Yeah. And then writing. I didn't write my first book until after 10 years of speaking. And I just kept. I kept planning, preparing and speaking, planning, preparing, speaking. But I never recorded a program and I never wrote a book until after almost 10 years. Just takes so much preparation to do it. And remember, the great majority of people are lazy. They're always looking for shortcuts. They're always looking for ways to go around the hard work. And your job is never to look for shortcuts. Write it down, plan, prepare, organize, do it again. And you will get a little bit better and a little bit better, A little bit better. Listen to other people speak. That's so important is to get as close to the front as you possibly can and write it down. Write down the wonderful insights that people have, because one insight from one person can transform not only the life of the person watching it, but maybe the life of everybody in the audience. They can become different people. And so therefore, just keep writing and rewriting and reviewing and remember you in this world to make a difference. And you can make a difference by capturing it. You know, catch the thought and write it down. Catch the idea and write it down.

You have trained me to be a sponge and I can't thank you enough because that's truly what you're talking about, is what I applied because I learned it from you. And now I get to do this for a living. And so Brian Tracy. Mark Brown has been writing down Keepers throughout the podcast. So he's going to recap. But while he's doing that and collects his notes, if someone wants to learn from Brian Tracy or go to check out Tracy Academy, where would they go to connect with you or get one of your programs or one of your books?

Well, when I started off, it was much harder. Today it's all available to you. The stuff that's available from Audible. Unbelievable. It's very low cost, incredibly diversified, very easy to get. You can download some of the best material at the lowest cost in the history of the world and just never stop. Like, for example, with regard to written materials you listen to, is that just listen and listen and listen all the time. I've always been amazed when I travel with people who listen to music in their cars, listen to radios in cars. No, no, no. What you do is you. You listen to other people who are sharing what they consider to be the most important things that they have learned, and you write those things down as well. You never stop learning. One idea, one insight. I remember an insight I got from somewhere. I don't know if I can think of It. It'll come to me. But it was a wonderful idea about capturing the idea and then repeated it over and over again until it became a part of my life. And it changed my life completely. And I changed it, shared it with other people, who then shared it with other people, shared it with other people. It changed their lives as well. And so you can do the same thing. Never coast, as we said. Never coast. Write it down, take notes, always be raising the bar on yourself, getting better and better. I remember when I recorded my first program with Nightingale Conant. They asked me if I would like to do a program with them. And I was a big honor for me. And I said, sure, I love it. So they asked me if I would do a book on success principles. And I. And I said, of course. And I did, and I wrote it down. My favorite program, by the way, if you want to change your life, is Maximum Achievement. Maximum Achievement is considered worldwide to be maybe the best that I've ever done. It may be the best one, best audio program done in the world today. The best audio program. And it's pretty. On sales, it's pretty hard. But the Psychology of Selling is the best selling audio program in the world. And there's another program that sort of came in, slipped in, and it's called Advanced Selling Skills. Advanced Selling Skills. And that will make you rich. And the interesting thing is those two programs, Psychology of Selling and Advanced Selling Skills, those will make you rich and give you so much additional income that you'll be able to afford to listen to program after program by book after book after book, and you'll be able to become rich. I've had so many people who said that they basically become rich by listening to audio programs, and especially these programs, Maximum Achievement and Psychology of Selling. My friends at Nightingale Conant have told me that according to their research, more people have become millionaires after listening to Psychology of Selling than any other single source. And I remember when I started up speaking for major corporations, they were using my programs, and they eventually stopped using them. And they started. They actually dropped the programs because for a lot of internal things, they were listening. They were listening to my programs, but they were just using programs that their trainers had reproduced. And I said, well, if you listen to this, it will dramatically impact your selling and you will earn more money than you've ever earned before. And they did. And so more people became millionaires in sales as a result of listening to programs on selling over and over again. So that's a very important thing for you to do as well, yeah, especially.

For speakers because we've got to sell ourselves or we're not going to get on that stage to deliver a presentation. What we love to do. So, Mark Brown, what do we got for recapping keepers from Brian?

Yes, the keepers are nuggets that we get that we want to emphasize and pass on to our listeners.

Viewers.

I love one of your very first one, you said fail your way to success and when you get there, look back and remember the turning point and the key is our discovery that we can help other people. You said read, read, read. Write it down, write it down, write it down. Learn everything you can and then teach at the school of example, preparation. And no shortcuts will get you where you need to go. I didn't really expound on this earlier, but you talked about going to Africa and something hit me. You chose a different path and for us to be successful, we must choose a different path and don't follow everybody else. Okay, remember, you and I still have a message. No matter how old we are, we still have a message. We must exercise self discipline and be persistent and always ask two questions. What did I do well? And what could I do better next time? What did I do well? What could I do better next time? That only comes if and when you do a debrief after each talk. And when you do, write down at least 20 answers to each of those questions. If you want to be a sponge, listen to other speakers, go in the front row, ask for tips and write down what they say. And as resources go, you want to get the best of Brian Tracy. It is maximum achievement, the psychology of selling advanced selling skills that is a mouthful and earful, a mindful. And thank you so much, Brian Darren.

Brian Tracy, thank you so much for the influence you've had in my life in many programs. This is the one I still have because it was so cherished to me I can't even listen to the cassettes. But Brian Tracy, you have impacted so many lives. And tell your wife we said thank you for giving us your time and just wish you and your children well.

Just.

Mark, I'm still thinking growing up with Brian Tracy as your dad, like, I.

Can'T even fathom that.

But Brian Tracy, bless you. Thank you for being with us and thanks for helping other people deliver unforgettable presentations.

Make sure you subscribe to our show. Remember to subscribe because if you miss a week, you miss a lot. If you like this episode, please leave us a review. If you want to get more from Mark and Darren check out stagetime University where they provide experienced presenters a proven path and world class feedback. To become the speaker everyone is talking about, go to stagetimeuniversity.com join us next week if you're going to take the time to prepare a presentation confrontation. Make it unforgettable.