PFS Mindset

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PFS Mindset
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How Good Do You Want To Be?
Our deepest fear is not that we are inadequate,
our deepest fear is that we are powerful beyond
measure. It is our light, not our darkness, that
most frightens us. We ask ourselves, who am I to
be brilliant, gorgeous, talented and fabulous?
And, who are you not to be? You are a Child of
God. Your playing small doesnt serve the world.
Theres nothing enlightened about shrinking so
other people wont feel insecure around you. We
were born to make manifest the Glory of God that
is within us. Its not just in some of us its
in Everyone. And as we let our own light shine,
we unconsciously give other people permission to
be the same. As we are liberated from our own
fears, our presence automatically liberates
others. -Nelson Mandela
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How Good Do You Want To Be?
The quality of a mans life is in direct
proportion to his commitment to
Excellence! Tom Landry Its the Human
Condition to Survive, but its something special
to be the best you can be
How Good Do You Want To Be?
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How Good Do You Want To Be?
Tom Landry, Dallas
Cowboy Head Coach
1. Decide on what you want out of this season! 2.
Lets discuss and agree on the price that will
have to be paid to reach your goal! 3. Lets
agree to hold each other accountable for your
efforts toward your goal!
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How Good Do You Want To Be?
Art Williams Said Success is inevitable IF You
do the right things long enough!
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How Good Do You Want To Be?

• The questions you need to have answered are
• What are the right things?
• How long is long enough?

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Success is Inevitable

• The Answer
• It Depends.
• What you do, and how good and how long you do it,
  depends on what IT is that you want!
• Decide
• What you Want
• What you will Settle For
• What Price you are willing to Pay
• How Long you are willing to Pay it

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Success is Inevitable

• Art said
  Most people quit too soon
  and dont work hard enough!
• Jim Rohn said
  You should expect Reasonable
  Results in Reasonable Time.
• The Questions you need to have answered are
• What are Reasonable Results?
• What is Reasonable Time?

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Success is Inevitable
The Answer It Depends. It Depends on what
IT is that you want!
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Success is Inevitable
Year 5
Debt Free
100k - 250k
Financially Independent
Year 10
1,000,000
Year 20
5,000,000
WEALTHY

• IF you have
• Followed the PFS Solutions in your FNA
• Lived below your means and stayed lean mean
• Built your PFS Business therefore grown your
  income!

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Reasonable Results in Reasonable Time
6 Weeks
District Leader
1-3,000/month
3 Months
Division Leader
2-5,000/month
3-10,000/month
6 Months
Regional Leader
12-18 Months
RVP
100,000
3-5 Years
SVP
250,000
5-7 Years
NSD
500,000
7-10 Years
SNSD
1 Million
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Mark Twain Said
I can help anyone get what they want in life.
The problem is, I cant find anyone who knows
what they want.
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What Is It That Most People Want?
A HIGHER QUALITY OF LIFE!
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What Is Quality of Life?
TIME
MONEY
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Success is Inevitable
What would a better Quality of Life mean for YOU?
To provide a better Quality of Life for those you
love Spouse, Children, Parents
To enjoy the Freedom that Financial Independence
offers. Freedom from the worries/stress of
Financial Dependence
Travel, Entertainment, Hobbies, Events
Toys/Luxuries (Cars, boats, big screen TV,
jewelry, wardrobe)
Dream Home (2nd home, Lake house, Beach house,
Ski home, hunting/fishing camp)
GIVING Charities, Churches, Missions
Change your Family Tree/Create a Legacy
For most people, these things are just wishes.
With PFS, you can make these your REALITY!
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• Which Life Would You Choose

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Which Life Would You Choose
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Success is Inevitable

• Two Key Questions
• What do you spend your time doing?
• Who do your spend your time with?

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Success is Inevitable

• IF what you are spending your time doing and If
  who you are spending your time with does not get
  you closer to what it is you said you wanted
  DONT DO IT!!!!!
• IF It and They do DO IT!!!!!!
• Remember, everything and everyone will either get
  you closer to or further from success!

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Success is Inevitable

• Jim Rohn said
• SUCCESS is a few simple disciplines repeated
  daily!
• FAILURE is a few simple errors of judgment
  repeated daily!

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Wealthy Successful People
Good
Good
Good
250k
Good
Middle Class Average
Good
Choices
Bad
Bad
Bad
35k
Broke People Failures
Bad
Bad
Bad
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What Should You Spend Your Time Doing?
Art Said Spend 50 or your time
Prospecting! Spend 50 of your time across the
Kitchen Table!
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What Should You Spend Your Time Doing?
Art Said Spend 50 of your time Selling the
Dream! Spend 50 of your time Selling the
Crusade! Remember You cant sell what you dont
own.
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Success is Inevitable

• If you master the
• ART of Building
• Client Base
• Sales Force

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Success is Inevitable
We are in the Marketing/Distribution
Business. In business you dont get paid for
what you do, you get paid for what you can get
done. At PFS builders dont recruit to recruit-
builders dont recruit to sell- builders recruit
to build!
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Success is Inevitable

• ART said You must develop a recruiters
  mentality and a builders mindset.
• Recruiting is nothing more than a sales process
• Assumptive selling
• Assume they love their family
• Assume they are responsible
• Assume they have drive and ambition
• Assume they aren't stupid
• Keys to Selling
• Educate
• Disturb
• Create a Friendship

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Success is Inevitable

• You are one recruit away from an explosion-
  always assume and believe that this is the one.
  You must become a compulsive believer.
• 3. Winners are chasers- (Carp vs. Bass)
• 4. You must become a rabbit recruiter.
• 5.You must adhere to Doctor Phils advice
• Target rich environment
• Constantly change your routine
• 6. Remember the sermon on the mound.
• 7. You can argue with an opinion but you cant
  argue with a testimony.

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You can argue with an opinion
Former Income 0 Current Income 300 K
Former Income 0 Current Income 500 K
Jason Kristin Gills
Collis Temple
Former Income 95,000 Current Income 250 K
Former Income 13,000 Current Income 1.7 Mil
Yvette Eddie Henderson
Jim Mary Kocher
but you cant argue with a testimony!
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Coca-Cola Business Model
1,000 per machine x ten machines 10,000
You trade your Time for your Money
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Get Paid to Get More Work Done
10 Associates x 10 Machines 100 Machines x
1,000 100,000
Your Associates 50,000
You 50,000
Others Time and Coca-Colas Money
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Get Paid to Get More Work Done
Teach 10 Associates to Call 10 Associates x 10
Machines 1000 Machines x 1,000 1 Million
Your Associates 500,000
You 500,000
Others Time and Coca-Colas Money
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How a Traditional Brokerage Business Works
Broker
30,000
90,000
180,000
Broker
Agent 1
Agent 2
Agent 3
Broker
90,000
30,000
60,000
You ARE NOT rewarded by helping others get a
better Quality of Life!
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Better Opportunity
Agent
Broker
A
B
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The Art Of Recruiting
Art Says

• You must become a master prospector!
• You get Paid to Prospect!
• Look at everyone as a prospect until they
  disqualify themselves.
• Dont say No! for them.
• Remember You are always one recruit away from an
  explosion!
• Always assume, This is the one!

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Success is Inevitable

• Develop A Sense Of Urgency
• Now
• Next
• Always Assume
• This is the one.
• The timing is right.
• They love their family.
• They are responsible.
• They are not stupid.

RVP
Quit
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Success Is Inevitable

• Remember People are going to give their
  commitment to someone or to something. Assume it
  will be to You and to the PFS Opportunity!
• Winners are Chasers! (Bass vs. Carp)
• You cant control who bites, only the amount of
  lures you cast and the attempts you make.
• Remember the Sermon on the Mountain.
• Become a Rabbit Recruiter.

VS.
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Success Is Inevitable

• Dr. Phil on Recruiting
• Target-Rich Environment
• Change Your Routine
• Where/What/When Prospect?
• The best place to recruit is at the K.T.
• Your best recruits come from referrals.
• Your best referrals come from your recruits warm
  market. (30 name list)
• The name of the Game is NAMES!

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Success Is Inevitable

• The Name of the Game is NAMES!
• Systematic
• Accumulation
• Names
• Daily
• Become a friendship farmer.
• You cant determine what seed grows, but you can
  determine how many seeds you throw!
• Develop a system where recruiting NEVER ENDS!
• Recruit to Sell NO!
• Recruit to Recruit NO!
• Recruit to Build YES!

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Success Is Inevitable

• Prospecting Recruiting
• Most people fail because of lack of attempts, or
  lack of success from the attempts they make!
• Lack of attempts comes from fear
• Fear of Failure (Self-Doubt, Self-Image)
• Fear of Rejection
• Others What will they think?
• Ego How will I look?

If you knew you were never going to be rejected
hear NO, how many more attempts would you make?
How much more success would you have?
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Prospecting

• To become a master prospector and a good
  recruiter, you must become a People Magnet!
• John Maxwell says, You dont attract what you
  want, you attract what you are!
• Law of Attraction
• Law of the Lid
• The key is the Law of Influence!
• Will people allow you to influence them, their
  behavior, their thoughts, and their actions?
• Can they trust you?
• Do they like you?
• Do they think that you can get them where they
  want to go? (Strength)

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Success Is Inevitable

• Recruiting is nothing more than a sales process.
• Remember Why most people join PFS

They Want a Better Quality Of Life!
TIME
MONEY
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Success is Inevitable IF you go WIDE and DEEP
HOW does SPEED WIDTH occur?
Toggle Bolt
Lock Nut
Tap Root
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Success is Inevitable

• How Personally WIDE are you? (DIRECTS)
• How Personally WIDE are you Nightly? (in the
  Field)
• How Productively WIDE are you Nightly? (writing
  business)
• How Reproductively WIDE are you Nightly?
  (training people)
• How Reproductively WIDE Productive are you
  Nightly?
  (training people to write business)

Piston Theory
Pony Express
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Success is Inevitable
Spend your Time and Energy in the Right Stage
the Creative Stage!
Management
Creative
Justification
Condemnation
Spend your Time with the Studs, the Champions!
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THE CHAMPIONS ACTIVITY

• 8 5 3 1 1

Qualified Appointments
Committed FNAs
Qualified Committed Closes
Qualified Committed Recruit
Qualified Loan Close
Thief?
Gambler?
Champion?
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Success is Inevitable
Who do you spend your time with? Spend Time with
those who deserve it and earn it, not just those
who want it VIP VTP VNP VDP
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Champion Detector

• 1. Get off to a Fast Start
• 2. Attend all Meetings
• 3. Get Others to Meetings
• Set Their Own Appointments /
• Have Credibility on Appointments
• 5. Ask the Right Questions
• 6. Do a Self-Study
• 7. Handle Rejection Mad vs. Down
• 8. Handle Change Excited vs. Upset
• 9. Want to Compete Early
• 10. Go on Their Own Early

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Success is Inevitable
IF YOU... Constantly, Consciously
Consistently BE AND PROVIDE EXAMPLES BUILD AND
PROVIDE AN ENVIRONMENT This is a People Business.
You get Paid to Recruit, Train DevelopPEOPLE!
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Success is Inevitable
IF You Remember That weak players need to be
told what to do AND That strong players want
to be told what to do! Both the weak and the
strong must know that you (the Leader) know how
to win at PFS Know and Teach THE SYSTEM!
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Business Building Basics
W.I.N.
Fast Start Planner

• A step by step guide to getting your business and
  income off to a fast start.

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Keeper Of The Keys
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Red LightGreen Light
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Pipeline Theory
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45 Day Wonder
Wednesday
Friday
Saturday
Monday
Tuesday
Thursday
Sunday
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Flashlight Theory
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Ping Pong Ball Theory
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Plug In Theory
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Charcoal Theory
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Dont Guess Know the Facts
Sun. Mon. Tues. Wed.
Thurs. Fri. Sat.
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The 4 Stages of Growth
Creative
Justification
Management
Condemnation
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Why People Fail / Succeed

• Rejection
• Market
• Coachable
• Spouse (Influence)
• Work Ethic

Character Goals
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Protect Your Market
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The Market

• Protect It
• A. Dont Ruin It
• B. Dont Spoil It (But Dont Mummitize It )
• 2. Move It (With Profit)
• 3. Expand It (Replacement)

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Dynamite Theory
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Face To Face
Recruiter
Prospect
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Piston Theory
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Transfer Theory
Confidence Commitment
Responsibility Leadership
Knowledge Skills
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How To Create a 90 Day Explosion
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Push Point Theory
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Waterfall Theory
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Face To Face
Recruiter
Prospect
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Get them IN the System and THROUGH the System!
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Get them IN the System and THROUGH the System!
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Get them IN the System and THROUGH the System!
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Reasons People Dont Join Us

• Money
• Time
• Confidence/Belief
• Ego Pride or Fear
• Desire or Ambition to do more with Your life

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Success is Inevitable
IF you lighten the load!
Remember JDQ
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Success is Inevitable

• IF you understand why people fail!
• 1. Cant handle rejection
• 2. Not coachable
• 3. Work wrong market
• 4. Lack of support
• 5. Poor work ethic
• ________________________
• Character
• Goals

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Success Is Inevitable
Leader (You)
IF You Transfer
Knowledge
Confidence
Responsibility
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Success Is Inevitable
If You Understand How To Develop Leaders
Transfer Knowledge
Equipping Confidence
Empowering Responsibility
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Success is Inevitable IF You
Manage Your Time

• Think In Ink
• You cant expect what you dont inspect
• Eat the FROG
• Pack the BIG BAGS FIRST
• Student-FARMER
• Remember You cant change what you dont
  acknowledge AUTOPSY!
• Remember IPA!!!
• If it doesnt help you reach your goals
• DONT DO IT!!

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Success is Inevitable IF You Change
1. Awareness A. Self Observance B. Others
Observance 2. Acceptance A. Not Denial B. Not
Fantasy C. Not I Know but Humility! 3.
Affirmation A. What do you want your business to
look like? B. What do you want (need) to become?
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Success is Inevitable IF You Change
4. Action Plan A. Specific (Detail) B. In
Writing (Think in Ink) 5. Action Steps Hit the
Road This is where your Actions must match your
Rhetoric! 6. Accountability A.
Self-Accountability Day Planner B. Other
Accountability 1. Mentor 2. Accountability
Partner Make sure you hold yourself to a high
level of integrity and are willing and desiring
of feedback! Check Early, Check Often!
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Success is Inevitable

• IF
• You are willing to change Because all goals
  demand change!
• Why havent you changed?
• Up until now, no one or nothing has been
  important enough When someone or something
  becomes important enough You WILL CHANGE!

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Any Time You Make a Choice to Change...
That Choice Will Be Challenged.
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All Choices Are Challenged
A
Conform
B
Compromise
Confront
C
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Goal
Goal
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Distractions
Obstacles
Level of Importance will Fuel your Focus
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Goal
Apathetic
Distractions
Focus
Obstacles
Casual
Distractions
Obstacles
Distractions
Obsessed
Obstacles
Obstacles
Distractions
Level of Importance will Fuel your Focus
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Vision 2010
If You stay FOCUSED on your GOALS
Obstacles and Distractions
START
RECOMMITED
QUIT (Give up)
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If You stay FOCUSED on your GOALS
When the going gets tough, the tough get going
when the going gets tough, the weak flake
out! Remember Winners go through everything
that the Losers arent willing to go through!
Pawn Shop
Cow Patty
Tree
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Success is Inevitable

• IF
• Your goals are NON-NEGOTIABLE
• If you dont have what you said you wanted
• You really didnt want it bad enough, or
• You were attempting to negotiate the price.
• MAKE SURE YOUR GOALS ARE
• NON-NEGOTIABLE!

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Success is Inevitable
It all comes down to DESIRE. How BAD do you
really really want IT? Will there be enough
evidence to convict you of being serious about
what you really want?
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Success is Inevitable
Success is Inevitable
After 9/11 a politician was asked Will we ever
lose our American Way of Life?
The politicians response As long as our
resolve to maintain our American way of life is
stronger than the terrorists resolve to destroy
our American way of life, we will preserve our
American Way of Life.
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Its Decision Time
Success is Inevitable
If you want to walk on water, you gotta get out
of the boat! God never called anyone out
of the boat that he didnt already give the power
to walk on the water.
1 FEAR 2 PRIDE EGO