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I came from the school of thought, education is certainly important, but I can have every designation behind my name, and if I have no one to share my story with, what does it really matter? So, I'm constantly networking, I'm constantly getting referrals, I'm constantly trying to be uncomfortable. You see, I think it's our human nature to say, "Well, I can't go talk to that millionaire, or I can't go in that place, or I can't talk to this business owner, because I don't make that money," right? If I can't afford $10,000 a month in premium, how can I ask someone else to do it? If you try and say, "Well, I don't feel comfortable getting out there until I know everything," you will not succeed in the business. Eszylfie is powerful, he's so knowledgeable, he's got information to share and he's not shy to, you know, share with others so that's what I really enjoy. If everyone in this room, if I asked you to write down on a piece of paper, what does the word 'later' mean to you? Each one of you, all 50 of you in this room would have a different answer. Perception, right? So rather than guessing, if I see you, and I say, geez, I'm not... I don't feel this, right, I think... is the client ready? Simply ask, it seems so intuitive, but ask, right. We've gone through this process, you see value in it, you're here, the second meeting, okay, but the timing's not right. Not a problem. What is a better time for me to follow up with you? And they'll tell you. My name is Curtis James, I'm from Jacksonville, Florida, and I recently spoke to Mr. Taylor and was just completely blown away by his energy, his passion and his commitment to trying to educate and empower. If you ask someone for a referral, your natural instinct is to refer someone of a comparable socio-economic level. So, if I make 50 grand a year, the first person who's going to pop in my head is going to be my buddy who makes 50 grand a year. So you have to be very poignant and ask specific questions, who do you look up to for their financial accomplishments? What's your boss’s name? Who owns this building you live in? Who owns this company? Right, because that's the person that I want. Full of passion, honesty and somebody I want to listen to. Two phrases, remember this. Phrase number one, to that point, oh I've got a guy. I never want to undo any good work that you've done. Very powerful. I'll never undo any good work that you've done. That eliminates that "I've got this other advisor". Number two, I simply want to give you the information to make educated decisions, because the prospect that tells you, "No, I don't want the information to make educated decisions," isn't something you want anyway. Those two things. Hello, my name's Eszylfie Taylor, creator of the Taylor Method. I'm here at the African American Conference for the American College. I just got done presenting on a panel of other advisors to agents giving them some insights on the business, and growth, to making it through from year one to two, three and beyond. So, it was a great experience. I think we got some great feedback and I look forward to making a positive impact in the people that I spoke to today’s lives.