see that's like going to war you know when you're getting that foxhole in a war that's where you buy that's where you're born what I talk about I want to be somebody so bad it just ate me up inside I see that in you dadgummit you're fun to talk to you tell you what we gonna get it on here in just a minute what's it to me now folks this ain't no candy-ass world you know all you got to do is pee in a bottle right everybody's got a pee right oh I see so many you just lack of days of climene you just fiddle fart around you know your fiddle farting around you can't fiddle fart around and build a dadgum Empire right right right right right right so you can't go to work and me smiling and be happy and everything's great and then go home and beat your wife and kids okay when you wake up in the morning you'll kiss your wife goodbye and you'll say honey you'll see me at 12 o'clock tonight I mean I got so much to do I ain't got time to wipe my bud a chicken wait you do bit up there yeah we got think we're in Green Berets we're a package where summer blitzes we're base racing now right hey Matt will you edit that out Leslie I mean I shouldn't say chicken I mean but I just it just came out once you know what I believe is chicken you know so Matt put it back in put it back you better believe it I ain't nothing but a dadgum stood I'll tell you that so some of you might say you ain't got no class do you know I wish I wish arts you could learn to eat with your mouth closed you know we're in a new era it's a communications era there's something out there called an Internet the information Highway or you know what maybe in my Mercedes ain't over been down though information highway they could the Home Office cutting supplies with have to take an application they have a safe Ryan we'd have enough rate cards we'd have okay you understand hat ain't dad something that don't G Hall too well with people out there right don't I blow you but out of dadgum water I just can't stand all this though I just business this is fun you know what you know what you don't like yeah you know what y'all so now okay we got a lot also now okay let's go okay thank you okay thank you thank you thank you thank you hey hey thank you thank you and welcome to Highlands and in this weather fantastic up here and we got some people from England Jeff and a group of people from one and eve's from my buddy from Canada Canada California I met some people today Louisiana and so I'm just just over who I am I love you guys and you know I got I don't know I got so much I want to talk to you about and I've gone through this crap I'm gonna talk to you about and I've gone through it twice and took out as many pages that I could and I still got too much crap you know and so you know I got I had a mystery in my life since I left the company in 1990 you know al Williams did all these remarkable things you know fastest growing company in the history of the industry you know we changed the largest industry in the United States and all this crap we did and you know since in the last 28 years nobody has ever tried to duplicate al Williams damn this thing to me you know you think you know it's been an old football coaches somebody comes out with a better system you know you start off with a tea formation they come up with a wing T and then you come up with a spray it and the shotgun you know on the no-huddle and the fast track all this crap and coaches you either change and get better or you get beat but for 28 years nobody has ever tried to understand and implement they a Williams system and since I started these videos trying to tell the a OEM story about video I've had some people that have come good friends tell me they said aren't I hear all these stories about how y'all did it at AOA Williams and I would love to hear from the horse's mouth you tell us exactly how you did it it ayo Williams and so for the next two days I'm gonna tell you exactly how we did it it a a Williams and since our city in Primerica took over a a Williams there's been no AO Williams way you know y'all don't do it like ayo Williams did it and so you know it that just blows my mind you know so I'm gonna tell it to you and let me get to the story you know I'm uh I'm trying to do something I got a friend in here that's written 50 books and he is recognized as the number one leadership guru and the whole world and he can write a book in tell it like it is and I can't do that I've tried to write four or five books and tell it how a a Williams was and I just don't have that ability and you know I don't still don't have a cellphone and I still don't get on a computer but about a year and a half ago Angela gave me an iPad and I started looking at the crap on the internet and it just wipes me out and a lot of your crowd on the Internet just wipes me out you know and so I went to that night glass is the production company that I work with on these videos and all these started Isaiah Williams kids with air Williams TV and they've become a pretty big crowd you know they do a lot of CNN stuff and Fox News and all that kind of stuff and I went to Matt gold the owner and Darla's his wife and I said Matt I said you know I look at all this stuff on the internet and I said somebody that's trying to build a business I mean they can get so screwed up it's unbelievable and I'd like to take the AoE Williams stuff which is old and you know 30 40 years old and I'd like to see if we could break it down in coaching principles in five and six and seven minutes a fast hard-hitting you know action coaching principles and y'all put the music and the graphics behind it and let's see if that works and Matt and I did two of them and I said that's it I said I can tell the air Williams story now I believe this and watching these things every week Angela how did you like that crazy funny chicken video I really believe now I'm not a great reader and I so you know I have to read something I'm really interested in that I could read it and get into it and get through with it but just as a reader I'm not real good at reading and I can watch a five or six minute video and I can understand more and learn more than I can reading 75 pages and so if I were out building a team and if you believed in what I believe in that you're gonna see in the next two days I wouldn't want my guys to get off that internet with all this other stuff and get plugged into something that y'all can talk about at your training programs you know all this guff and have everybody on your team if everybody working everybody having one heartbeat right everybody on this just doing the same thing and that's where you get the multiples working and that's where you get the explosive growth right and so that's what I think we have a chance to so anyway we got Matt and Darla the owners of night glass we've got Claudia who's the brains behind outfit she's the executive vice president keeps all of them straight and then we got the boy genius we're so steve-o here yes let me tell you something this guy is unbelievable you know it is harder it's harder to cut down we every five or six minute video we do we probably edit that thing I don't know ain't no telling ya two or three days you know it's harder to do that than it is to put out a 45-minute video you know and we call this guy the boy genius because he truly is that and I'm so proud of okay if you will get out your brochure and look at page two you know what we did at ale Williams I mean I look at this stuff and I just get chills up my spine I can't believe we did it what we did at a a Williams was absolutely impossible I look back and say that cannot be done in 13 years no when the craft it could be done in 13 years you look at that one dot we started in Atlanta Georgia with 85 people 90 percent of all life insurance sold was trash value and you look at the enemy they're 250,000 life insurance agents all over the United States every town every city every village you know got one of those Jokers 2,000 active companies 50 state regulators all in cahoots trying to put us out of business they touch something have an enemy like that in this little old peanut here in Atlanta Georgia what are the living are what are the odds of us compete with those jokers beating Prudential changed it just blows me away but in 13 years folks we had no money we were only licensed in 13 states we we've never paid anybody's moving expenses we never paid anybody's office expenses in 13 years some of you've had organization 13 years and you're still a peanut right can you imagine in 13 years we have no money to move anybody no money to pay expenses and all of a sudden we're all over the United States everywhere everywhere every town every village every state in Canada in Puerto Rico ain't that something ain't that something and then fed in 13 years 90% of all life insurance soul was term insurance they it was over a hundred-year-old industry in Canada Yves in the third year I'll talk about more this later they became number one beat London Life who started in 1875 largest industry in Canada and we became number one up there in three years I mean it's historic you know the people that founded this company did something that was just unbelievable and I'm all I'm trying to always use things to you and people I talked to to explain to you the magnitude of what those people did now look at the next page page three I went to ITT move me to Atlanta Georgia in 1971 folks I didn't know nobody I didn't know nobody in Atlanta Georgia we move out to Snellville suburbs of Atlanta and we grew to 225,000 people I didn't know one of those 225,000 people so we're gonna talk about you just got to get a system and if you get everybody doing the same system you just let the system grow and it just does incredible thing I didn't know nobody none of those 225,000 people I knew when I moved to Atlanta Georgia but one to two hundred and twenty-five thousand license people is equivalent to a hundred thousand to twenty two point five billion there's only seven billion people in the world today right now has something ain't that something you know a company like y'all talks about growing 10% you know increasing its say it ain't it it is saying and we grow like a million percent ain't that right it's just the damnedest thing I can't explain it I can't believe it is that the magnitude of it was just off the charts it never been done before never been done since then now you think if somebody was in the financial services business John you think somebody would wake up and smell the coffee right okay do you think that would say damn I mean look at what those Joker's did they must have something on the ball I think I'll I want to win right I mean after you think all the CEOs out there would be telling me I wanna win I'm gonna win right I want to kick butt right I want to keep traditions but right and nobody studies everybody everybody including you is doing the same old crap that's been done for a hundred years look at the next page page forward out of 2,000 companies 2,000 companies 34 of those companies were al Williams companies is that it that's just beyond unbelief our go hey Prudential we sat down with we'd have a group of six of us or eight of us in the old days and we'd say what do we want to do what do we want to do more than anything in the world and we all said who's the most famous cut me out there and everybody course realize it was Prudential they had 40,000 people you know they always had that root rock floating down to water and all that crap right and we said that's what we want we want to go after Prudential so we have an enemy we got it hey we learned that in coaching right Bobby you've got to have an enemy you got to have somebody to play hate that ride they die ride if you don't have somebody to play to compete against you just fiddle for it around wander out there you know hey I ride and you're Williams we hated five people we got together and we said who do we want to get if we want if we take for details life you want to go after the top dog right if you take them down then everybody else they say why think you know what you know what took us about three or four years but you know you could walk in any office it suggests to me is this you ought to take so much pride on those original 85 people I'm so proud of them but you could walk in any office just think about this in New York City 15 million people Los Angeles through four million people Cairo Georgia ten thousand people you walk in any insurance office anywhere talk to any agent and I think 250,000 people in you mention al Williams and their face gets red if they start squirming right they know we're out there ain't that something I think that guys what you ride yeah that's like Bob Turley told me when he playing with New York Yankees they won the American League pennant I think this is right Bobby 23 out of 24 year ain't that something that'll never be done before right I mean we're talking about something that will never be bob new song we got a hero in a Bobby standing wave everybody if you will hey Bobby Bobby Bobby Bobby Buse on Team beat Prudential not just al Williams but his team be Prudential ain't that something you look down that list all those Joker's knew us they all were scared of us ain't that something al Williams in those 13 years I can't prove this but I believe we produced more hundred thousand dollar earners now today if you convert that to today's dollars that's two hundred thirty-four thousand dollars more million-dollar earners convert it to today that's two point three million dollars than any company in our era in that something it's just unbelievable and then along comes Citigroup and with Citigroup with all its brains and with all this Ivy League graduates they take over this 20-year historic company that grew every year that changed the largest industry in the world and almost destroyed the company took it from 250,000 down to 75,000 in two years City cut the heart out of Al Williams the Citigroup it was all about the money it was all about the stock price it was all about the profit see al Williams winning was catching the heart it was capturing the heart it was building Crusaders and it was always the money second city looked down their nose at people like us it salespeople that not always amazes me that amazes me that somebody that graduate from Cornell and Yale and Harvard and places like that they think they're missed on snake and they look they they look at salespeople the most important people in the company anybody recognize that it's got any common sense right I mean we're out there fighting across the kitchen table right we're out there ain't that right pushing the enemy knows every day right we out there living all commission you don't say oh you don't eat right and those CEOs it's City they got they're playing golf with some CEOs of other companies with their little Club right and they're planning their next vacation on their jet I didn't have a vacation for 12 years or 13 years right so you think the companies would reward the the most important people right no way boy you look at the big companies today like city grew that the couple of people that make em Primerica the people that make all the money or all the CEOs all the Home Office people and and we get all the crumbs ain't that right we'll see one reason it's just so obvious to me I mean you know I'm just a football coach with a PE degree but this is just so obvious to me when we started al Williams up Bobby you remember I mean it just weird to be sitting around the whole company was this like this row here you know and we've sit around and when we said well what we gonna do our motto is gonna be a company we're salespeople the King I'd been in corporate America for nine years at that time and I hated corporate America I hate him I hate him I hate him I just hate on and I said I won't write hi near my buddies they said we want to start a company where sales people are keen where sales people are King you home off it I got I brought Bob you shot and brought Miller into the home office in one reason I did because I was traveling two or three days a week they were traveling two or three days a week I want I had a meeting every five in al Williams looking at the home office people like you blame morale and I'd say let me tell you something you Joker's ain't got a job unless those guys in the field made sales right so you understand they're the most important people you ain't the most important people you understand that you do anything you can do to make their life better I'm gonna fire your ass right coach you're indispensable they ain't in despair ain't that right [Applause] nothing you know what you already can tell it ain't nobody like me ain't nobody like they hate their jobs 85 here I'm gonna tell you about I'm gonna tell you about the system about how we did it but that ain't the key that ain't it he said it was us it was how much we loved it it was how tough we were it was how hard we fall it was how much we hated Prudential it was how much we won't destroy it trash value see you guys need like that you guys ain't like that you in it to make it money you're in the does wrong with that I mean if you want to be a half-assed like most other people idea there's nothing wrong with that but but we wanted to do something monumental we didn't think we could do it we didn't I did I know it the first two years this is you've heard this story you've heard these stories that's true the first two years I grew around the company can you imagine ever recruiting interview I did every meeting I put on I said I want you to understand the odds are like this of us surviving I'm not told my predict beat Prudential I'm not talking about changing an industry I'm talking about the odds like this of us or behind him just surviving that's what my business sense tells me but I said I got a feeling I got a feeling I got a feeling inside I just I don't know why I hated what Ella read I hated ITT and I just got a feeling we're different I just got a feeling we gonna do something incredible hey Bobby come up here I didn't know you're gonna be here until today I mean I found it's afternoon you know you know I mean this really this really this wipes me out I mean if I was if I was if I was oh if I was if I was sandy Wyler if I was sandy weill and I was gonna buy a Oh Williams which he did and and I was gonna kick art Williams out which he did and I was gonna replace him and we got a guy like this hey you know this guy was all FCC basketball player he built a team that beat Prudential now would you go to some Ivy er some Harvin her British sandy weill go oh Cornell your or would you go to somebody that's proved but I'm not free coach's thing right I mean if I got if I had a guy hey if I had a guy that'd be Prudential by himself and I was looking for CEO you think I would go get some RIT graduated from hey that ride so Bobby I got you a little t-shirt the King stood of stud Thea [Applause] we had up hey you know why you know why it wasn't it wasn't just me and Bobby there were studs that's why we put stud bill on there we had a bunch of studs if we Bobby hey hey if you were sandy weill and you wanted to find a CEO you wouldn't you go get a rusty cross Luna build a render layer Waddell about Turley above Sanford of Mike Tuttle the bike sharp a Bob Miller I'm Ronnie Barnes around the Walker a bill will a bill askew I be a little build stir be a little built Neil asked you what you're Bobby doesn't that make sense to me why would you go get some Yalie then they never done nothing why would you do that when you've got a whole hey you've got a whole bench full of proven coaches I better ready be a head coach that's what I'd do if I was athletic too right right that right damnedest thing I can't understand you oh you sit down [Applause] so after after citigroup destroyed a a williams as we knew it as we knew it as we understood it nobody has ever put the puzzle back together again but i'm gonna show you how to put the puzzle back together yet you know wow he's seen he was so smart they were so smart that all they did was take the largest bank in the world into bankruptcy all they did was destroy the retirement program and savings program of hundreds of thousands of people like me right and you know what none of those were in jail right now ain't as sucked at it and to me that is uh like hillary i mean why is she in jail i'm so sorry you weren't there when we founded a oh williams and i went all over this country to everybody I could find every big mutual fund company investment company that I knew anything about that wanted to build a Salesforce and none of them would take our business and you know why because they were scared of the regulator's you know so we had to start with little financial insurance I'm so sorry you weren't there when we had to start with this little old company had five employees in the home office they had to hand write checks to the Salesforce we didn't have a contract with financial assurance we didn't have a contract with each other we operated on a handshake and a person's word and a financial assurance credit John they never remade until we ran him out of money and then they gave us time to go find another company I'm so sorry you weren't there when we had a 20 minute presentation I went to see there were you know I really told the owner Joe Jack Merriman of financial assurance it was going to take us three or four or five months to get all of these 85 people because I knew while Reid was gonna come back and recruit like crap you know they came back to build Orenda they offered him my job $120,000 like 235 all expenses 650 people license in five southeastern states in insurance and securities and has something and I couldn't even offer him an RVP position I had off of a division manager contract but I said just trust me bill just trust me somehow we probably ain't gonna do it but I so I went to see rusty rusty was a hero and Waddell and Reed in fact they hated a your weaves or what I don't read the National Sales Director did yeah that's another thing blows how can you hate them we started there were 13 regions in Waddell and Reed and three years later we beat all the other 12 combined how can you hate somebody like that but they hated that way we did business I don't know what it is Bobby about the way y'all did business that people just hate in this industry right but they're all the jelly's in the right because we're fierce right y'all ain't ever seen nothing like this said of Primerica meeting right right and this way we were every day every day oh but anyway rusty Crossland they hated a or weaves even my own company for whatever reason and they took rusty one of our all-stars and they opened him an office and they gave him money to pay recruit salespeople full-time and give them salaries and they were gonna prove to art Williams and Bob USANA and the rest of these guys that they their way was the best way right and so they made rusty a hero well I knew it was gonna take me a time I knew rusty was loyal to us and he was going I was gonna get him I was gonna take two or three months I had a 20-minute presentation and I would go to each person's house I'd get home about 10 o'clock at night I'd have 15 emergency telephone calls call me anytime you yeah you know so I didn't have a twenty minutes to give somebody and tell of what we were gonna do we're gonna leave what Ellen read and Bob you saw making $100,000 a year all those expenses paid 20 minutes to tell you what we're gonna do and so I go show up a trustee in Teresa's house go in Marietta Georgia and I go up there and I tell him my 20 minute story what we gonna do rusty cross and look me in the eye and he said I'm in it told me up he's one of the few times they might not cry all the time but in me it was it was one of the times I cried I went back to my car I could believe it I thought I thought I don't think it's two or three months to get rusty I thought it don't take two or three months to get bill to render I'm sorry you weren't there when it took it went when for the first four and a half years I was in this business you had to get an insurance license and a securities license before you could say oh how about that y'all can't get anybody insurance license can you imagine how many securities license people y'all would have and it's cut me now if you had to get both of them license fees right I'm so sorry you weren't there when my second year there's got to be serious business to me you know in two and a half years part-time this old dumb South Georgia football coach with a PE degree making ten thousand dollars a year I made over if you convert it to today's dollars two hundred ninety one thousand dollars save that my folks didn't have any money angel I had a thousand dollars in our savings account when I started in this business is that is that an unbelievable part-time opportunity my second years I was saving serious money we were saving serious money $10,000 a year $15,000 eax Rinker we were living off my $10,000 coaching salary and I get a letter from the Georgia insurance department and it orders me to come to the insurance department I go up there meet Richard Cain he's assistant insurance commissioner and he says mr. Williams I got letter here that you replaced a cash value policy with turn what you've got to say about that I said what that's right I did and let me tell you why I did it well you know when you got an insurance license back then you had to check off a buck you understand if you replace a cash value policy with term that's called twisting you lose your license you had to shake it to that get a check it if you replace a term policy with tash valued that's called conversion that's good check right so I'm sitting there Richard Cain I said I said look that's right that's right I just gave that person $150,000 for the same thing they were paying for 15,000 now tell me that's bad tell me that's bad okay and you know what you know what eight years later Richard came became the first person in a oeus compliance department say hey hey we talking about some historic stuff is that unbelievable hey hey I wish you were there Bobby you saw and went with me and Kevin King Johnny Caldwell calls me down to the he's the Insurance Commissioner in Georgia a lawyer and he calls us down Bobby's with me Kevin King our lawyers with me Johnny caller looks over the desk and says arts you're a crook I'm gonna put you out of business they've really thought we were stealing the cash they they didn't know nothing the regulators didn't know they just like regulators I'm watching to the politician why they don't know nothing they know you're politicians they say whatever they got to say to get a vote right the regulators all right so anyway they subpoena 85 of us is that unbelievable for replacing trash value with term which anybody knows is better would you any but you know what you know what about six or seven years later we start there we have public company in Johnny Caldwell was a good man he just didn't know he came on our board of directors is that a US historic stuff in that something you know something when you win he took an insurance to get an insurance license you know we might be here a long time I told old Matt today I said I'm trying to cut this thing down but I didn't want to make it boring to you anyway yeah when you got an insurance license you had to put your cash by your hat on you had you had to say dividends are good that's like buying stock in the company which is the biggest lie in the world right that cash values permanent lie turfers temporary rely best kind of been bout and investment if it is an endowment policy which is a lie but you had to write all I got a crowd you know what we did see we knew how to fight sometimes there's a line and you have to cross that line and operate in a little gray area you know we'll see I love that I mean that's the way you play football right I mean right somebody like the that guy right there the meanest guy no I just know he's going to get a 15-yard penalty but that's okay that sends a message that sends a message those folks in the wrong color jerseys right so they're always changing the test trying to make it hard for us to pass and so what we do is rips in 60 people in to take the test at 60 questions we say okay you remember number one number two go three no four to five and so we'd have the test done you know for the next six or seven months or a year so they could reach angel right that was pretty dirty right now if I didn't see you Prudential Prudential didn't I'm so sorry you weren't there when we hey Matt can I write on this thing I'm so sorry you weren't there when the rdp light Bobby we had four levels on the computer our VP division leader district leader Sales Leader in real I think that's right and when we've made that make a sale we had to figure our own commissions can you imagine an insurance company lets you figure out your own commission right and so the rbp Rob Bob you sit down okay I made eighty one dollars 120 dollars seventy three dollars forty six dollars fifty dollars here to he'd feel that little thing out he'd spent stapled that ultra now and he'd send it to wall Minneapolis with a and then sit there and write a hand write a cheque ain't no something I'm so sorry y'all got instant issue and computer checks and all that ain't that something Yves ain't dad something see that's like going to war you know when you're getting that foxhole in a war that's where you buy that's where you're born right yo y'all don't really hear about each other man we were in a war they were trying to put us out of business man we cared about each other we love each other we depended on each other I'm so I'm so sad you weren't there you know what you know well to really get big you got to do three things you got to see if I can think of them number one you've got to have no limits someone talked to you about that in just a minute and number two you got to be able to simplify and transfer you know when you're growing like us not like you got to put you got to put a different cap on right because y'all don't grow right I mean but when you grow like us you know you've got to be able to simplify and be able to transfer your message out there right if you're gonna caddy and then you got to be able to multiply see see it's hard to relate to somebody that don't know what you're talking about you know I mean we're talking like a foreign language I understand that okay but anyway let me just give you an example I haven't done this in a year or two but once you get that stuff ingrained you just don't forget it see we didn't have no presentation we didn't have no pretty pictures any brochures all we had was a piece of typing paper or a scratch pad but you know what you know Angela is a great artist I mean she got that to me it's the most amazing talent if somebody take a piece of paper a blank piece of paper and some watercolors or something and paint a portrait of somebody I'll paint a picture of a damn this thing cuz I can't do nothing you know but I can I can paint a picture about trash value life insurance like you can't believe we came out let me show it to you I ain't done this in years now let me show it to you ok we had a concept today a witness that's where we gave a presentation see and you know how long it takes you to learn it stuff maybe seven minutes seven minutes you got a simplified right okay so anyway we came up with a concept today or Williams called split funding and let's say you've got a hundred dollars to pay for your insurance and savings program you can go buy a trash value policy in a way you don't have to write anything down that's running your Hey look look in your booklet now you know it's an extra set of page you're gonna get it out there's an extra pay all right you pay for two things but you only get one did you see how brilliant this is now see that decline understands that language ain't that right you pay for two things you only get one so with any kind of cash value policy I don't care we call a whole life and download 20 pay live you don't matter okay if you've got all if you if you pay $100 you get two things if they you get let's say $100,000 life insurance policy and true to their word anytime you die they're gonna pay you $100,000 but you also get a cash value program a great savings program right the first year you make nothing the Federal Trade Commission said after 20 years you get one point two percent if you want to borrow hey hey hey hey think of it think I breathe this see of some actuary it Prudential figured out this deal okay they got a savings program then he you want your money they charge you to borrow your own money they charge you seven percent to borrow your own money and listen to this Bridget thing right if you die you lose it you look got a savings program is that okay so if you figure out whole life policy your cash bag is worth about 50 percent of the face of math fifty thousand dollars now we came up with a better way we call ours by term and invest the difference we separate your insurance and investment you pay for two things and you get two so with a hundred dollars you put twenty dollars into a life insurance program and we give you $100,000 policy and just like Prudential anytime you die you get $100,000 hey that's something but then you put eighty dollars and took mutual funds hey you know what when I was coaching putting $50 a month $100 a month and my teachers credit you and you're making 2% I didn't even know there was such a thing as a mutual fund that you could have you could put $100 or $50 in something and you could have professional money managers manager money you could have research departments figuring out who screw and you're like Citigroup and all these other good companies out there I think there's something and so we took $80 man IRA back then and so if you take any ten-year period of time any ten-year period of time they average 10% you pay nothing to borrow your own money you want your money you're just right to come to elements in your own money right and instead of having that later on when you get an IRA then you get to write it off your taxes you know what that means the off sale our a is out there okay if you if you make a $50,000 and you put $5,000 into an IRA then you only pay tax on forty five thousand that's pretty good deal right hey you're like you know what the only investment in the world that doesn't qualify for an IRA is trash value life insurance they don't something hey that's something I mean I loved it more ninety just ending you know what else it accumulates tax deferred it accumulates tax deferred okay so anyway so then you did then you go add another 20 percent or percent or 15 percent on to your ain't a right eye and so still of having $50,000 you gonna have $325,000 now I do a little summary down here you got it on your page right you got it down now I got to go over that Ridge but hey is that brilliant I don't clown no clear is that brilliant is that just a it's that better than what y'all use that we're from America that what you call yourself is that is that Brit is that unbelievable see see if you got if you go if you gonna win build an empire like beat Prudential like Bobby did you've got to have the ability to simplify and transfer right that's that's what we did see I learned that coaching do you know what when I got my first head coaching job I was supposed to be an offensive whiz-bang guy and I had a playbook about this thing and I had a manager I called every play my five years the head coach and I had a manager tag along with me and he'd put down the down at first and ten and the player that I'd run and I got home after my first game studying the plays I called I said wow you're supposed to let me know when I've been here an hour okay and I ain't even got started I ain't even got hardly into my presentation you know but anyway I got home and I started looking at those no I said Ghana Pete I want to run for five or six plays and I got 40 plays that I'm practicing that ain't too smart right and so what I did for you non-football people is I said wow so I started practicing the plays I run and what I did is I got my play was fullback over strong tackle I had a stud here those defense that captain to Georgia team he had kill that tackle I had a stud here they would kill that defensive being out of triple stud here at Wynn University Georgia and he would I'd run fullback over strong tackle and then what I do is I'd watch this linebacker here and if he started inching over here then I'd run a trout back here and then if they outside linebacker started moving up then what I'd do is I'd run full bike over strong tackle past slip that guy out and a flag or then I'd run a bootleg I had I had just I had six or seven or eight or nine different things I didn't what I did this was so sure I mean I don't want y'all to think I'm a genius but in this business I'm a genius you know I got said on the junior I look so what I did is I would go out and I would get in this set and I'd run fullback over strong tackle okay and there so what I did to confuse the defense is I would just change the formation I'd put the wide receiver from here out here and I'd still run fullback over strong tackle or I would move this guy in here right and I'd have about 20 different formations but I was running the same old crowd but nobody ever figured that out in my five years as head coach I'm so sorry you weren't here when art demos died and that was second company we were at national home life and Bob Stafford was National Sales Director trying to build a sales force at national home life and so we all had to disband we had to go to Penn Corp and Bob Safford told me he said I already said I'm gonna take a year off and I'm just gonna study and think about what I want to do with my life so about a year later I get a call from Bob and and he says art I've looked at everything out there and I think ao Weems is the best thing out there I want to come to your Williams and I said Bob we got a problem he lived in Pennsylvania I said we're not licensed in Pennsylvania and he said well what do we do and I said well I don't know but there's Ohio realize a little how so Bob starts building a base shop in Ohio ain't that something and he built an empire now some of you y'all don't know what problems are right I'm so sorry you weren't there when Mississippi kicked us out of business for two weeks headlining every paper in Mississippi hey we've kicked out to stay took his too easy back in but by that time everybody in all 50 states in Canada Puerto Rico had new we were kicked out of Mississippi they use that against us for years right I'm so sorry you weren't there when Texas passed a law that takes insurance department where you couldn't license but 350 people in one year there was only one company that license over 350 people that was a Williams I'm so sorry you weren't there when nah we were kicked out of Tennessee can you believe that but replacing our trash very positive return for two weeks we got back in but by that time every 250,000 ages had a little bit of stack about that thick of crap to use against us I'm so sorry you weren't Devin odds in a fast start school Atlanta George get a call they each month with Joe Jack Merriman longer financial insurance that are we out of money we're out of money we can't go on I'm so sorry you weren't there when for four and a half years where we had no advances we were paid as earn you know that 290 $1000 equivalent that I saved see we did that as earn you know if you all go out and you get a $150 Commission let's say you're selling a $150,000 term program you get $150 commission $200 $200 you're gonna get 75% of that you can get a check immediately right $450 well we got a check on issue now back then when you sold $100,000 policy back in the 60s that was like selling a million dollar policy you had to get a blood test I was in Nantucket last week and I had to go get some blood for a reason and so anyway I swear you give me any kind of surgery you want i've had open-heart surgery i had a partial knee replacement but that I hate that IV I did when they stick that I don't know why it is you know I just hate that more than any kind of operation you perform on me right put me to sleep and do whatever you want to do right but just that getting that blue well anytime we've sold a hundred thousand dollar policy they had to give blood they had to take off a day's work go to anti-something Ryan and so it took two and a half months to get policies issued back there three months being a policy issue and so you all get immediate check $450 back then we would have to take two or three months to get a policy issue and then you'd get paid the fourth month and we'd get $12.50 but you would get it for twelve months but you know why I saved two hundred and ninety one thousand dollars I'm so sorry you weren't there when the state of it's hard to believe hard to believe I'm sorry you weren't there when the state of Washington passed a law that the House of Representatives and Senate passed a law that if you replace the whole life policy with firm you couldn't pay commissions on the term the governor vetoed it hey that's something I'm so sorry you weren't there when Puerto Rico passed a law that you couldn't recruit part-timers that worked for the gum ass 25% of the workforce down there hey I'm so sorry you weren't there when Georgia tried to outlaw our product Bob Turley ba Bo Adams and I went to a hotel in Atlanta a room we met with two or three of politicians and we go through our spiel and all that kind of stuff and this guy says how hard that's no problem come up with ten or fifteen thousand dollars and we can get that taken care of I hate politicians almost as much as I hate Prudential and I told him I said look we you know we can't get we ain't got the money to compete with those folks out there you know if we got to win that way then I might as well go back and coach yeah I'm so sorry you weren't there when George was trying to outlaw our product deposit term at that time and we were so desperate you know we were all panicky and I got an appointment with the governor and they gave me 15 minutes to present my case I'm so sorry you weren't there when we had so many administrative problems you wouldn't believe and we'd have but we'd have our home office would take six bank drafts out in one month and crash a guy's hole to count and then they come screaming till you call them screaming at the Home Office you know and then next month they wouldn't take nothing out then the next month they'd take three out in the next month they take one out the next month they'd take ten out right I'm so sorry you weren't there when we were making on mutual funds we were making if you sold $100 a month Destiny's playing Bobby remember that you got a check for $300 pretty good right they passed a law where that was cut $8.50 pretty big cut right but you know what we cried a little bit we were upset but we survived we survived to fight another day right I'm so sorry you weren't there well we pay this is unbelievable this isn't if so I think it's the only time it's ever been done in the history of business in United States but do you know the insurance commissioners got together and they passed a law that before we could replace it this was for two years now before you could replace a cash value policy you had to pick up the policy at that time we had to send it to cancel a policy analysis and they lost about ten or twenty percent of them so how would you like to go pick up a person's policy and you have to go back and say I'm sorry to tell you but you're Polish Jesus it disappeared I don't know where they disappear they just disappeared and but anyway we had to pick up the policy send it to Kansas City policy analysis to analyze it we had to wait two weeks before we could go back to make the sale we had to send the proposal what we were selling them to Prudential to the enemy tell her what we were selling on is that unbelievable I don't believe it's ever been done before in the history of business in the United States I'm so sorry you weren't there when North Carolina sent one of their agents Barry claws to Atlanta Georgia spent three months investigating pulling every out trying to find out why we were screwing people and you know what a few years later bear claws came to work with Al Williams and I'll bet larger I'm so sorry you were you were not there when 30 states investigated us being a pier men they thought we were pier man I'm so sorry you weren't there in California investigated us with being a cold I'm so sorry you weren't there when Kansas Insurance Department ordered me to come out to Kansas and barber teen Kevin King and I go out there and that Insurance Commission at art I'm so tired of all this bickering and fighting and crowd and going on out there I want you to join the National Association of life underwriters and I looked him across the table and I said mr. so-and-so it's gonna get worse first time that's the enemy I ain't joined you ought to outlaw those Joker's you understand if you were doing your job you you would allow trash vouchers to be sold I'm so sorry you weren't there we did wake up your tires would be slashed your mailbox would be knocked over your kids at school would be made fun of saying your daddy's a crook I'm so sad you weren't there when the headline your local paper said al Williams is under investigation your phone rings and said I'm gonna kill you yet I'm so sorry you weren't there when the Federal Trade Commission came out with a 10-year study in every headline in every paper in the United States and Canada I'm sure Yves said the average return on a cash value policy there's 1.2 percent in 20 years that was the first death blow and the final death blow claimed when the Senate in the House passed a law and President Reagan signed it that came up with our a legislation I'm so close there hey you know why you ought to be so thankful for those original people they had to recruit they had to feel trained they had to license their people they had to sail they had to make money they had to pay their own expenses they had to promote their people they had to save money they had to fight the regulator's fight the cash value scum-sucking dog they had everybody trying to run us out of business but I'm so glad I was there I'm so glad I was there being challenged over and over and over again but just sucking it up I wouldn't take anything from being there
