Ever feel like you’re stuck in a rut, struggling to find your footing in the Primerica world? You’re not alone. Many reps face the same challenges: lack of momentum, unclear goals, and the constant battle against adversity. But what if you could turn it all around? What if you could transform your setbacks into comebacks and build a legacy for your family? That’s exactly what Ray and Carol Costello dive into in this powerful session. They share their journey, the mindset shifts, and the strategies that have propelled them to success. It’s raw, real, and packed with insights that can help you break through your barriers. Watch the video below and discover the keys to unlocking your potential and achieving the financial independence you’ve always dreamed of. Don’t miss this chance to learn from the best and take your business to the next level!
Video Transcription:
It’s just so great to be here with all you guys.
I mean, it’s just been an incredible couple of weeks.
I mean, we had the opportunity to have some time with the Empire Builders at the, uh, cruise.
And then Keith Otto and Danielle.
And it’s just been amazing to just see how success bleeds success, right? And it’s amazing how we all kind of think alike and want more.And I should hope everybody in this, um, And this school today had the opportunity to want for more.
How many people want for more? All right.
I don’t know why you’re not all Raising your hands to be honest with you because we should all be wanting for more unless you’re asleep, okay? So I can tell you we came into this business.It’s amazing to think how the years have gone.
I’m telling you it’s going to go fast.
Some of you guys maybe today This is your first big school, and you just got started and you’re kind of figuring Oh, does this really work? Obviously you have two rows of great examples of success, and even throughout the school.But not only that, the leadership that you had come before you, with Willie Naranjo, I appreciate that Keith and Danielle had the opportunity to have Willie Naranjo come and speak with us.
And it brought back a lot of reflection of when we got started and what we saw in this opportunity.
And we understood early on, licensing was everything.Getting more people licensed would actually build you an empire.
And it’s something that we all have to look at.
What is your goal? What are you looking to do out of this opportunity? And I don’t know, when we first got started, we wanted to build a legacy for our family.
It’s crazy.
My mom’s there with my granddaughter right there.It’s just crazy to think that.
And when we first got started, my oldest was four years old, three months, three years old, 18 months, and one was coming.
And Matthew’s the one that was coming, believe it or not.
So, it’s just crazy to think how the years just go by, and I feel like yesterday we got started, and I don’t think we went fast enough.So, you know, one of the things as we were listening to the school, um, and today I was taking so many notes, and one of the things is you gotta have, you gotta be determined.
You gotta have such determination to go make this work for you and your family.
Not allow the adversity to knock you down, not allow things to set you back and stop you.You gotta figure out what’s your bounce back.
How fast are you willing to bounce back to a positive mindset to get after this thing like you never got after anything before and realizing that where you’re at right now doesn’t mean that’s the position that you’re going to remain in and over time as you keep on moving and recruiting and building and hiring new people you’re going to find new talent and that’s where we’re in the business is finding new talent.We appreciate the team that we have here.
I mean all the RBPs and that’s new talent that we found over the years.
And it’s not just as necessarily by way through us, but by other teammates that have actually had success in this business.
You know, obviously the great Chris A.
Chong, he’s not here, but his team is, and we’re super proud of them.You know, we have RVPs on that team, Joey Tavares, Orville Richards.
Taji Kiffin going over 200, 000 as a regional leader.
That’s huge.
Okay, that’s freaking huge.
You never thought of that back 30 years ago, right? Obviously we had Clarissa and Joshua Crawford getting their 100, 000 ring.
It felt so special to see that opportunity for them and you know Harvey Grahal is number one in recruiting.We were so dang on freaking excited for him, but not only that other RVPs.
We have John Piconi that’s going over 600, 000 you got Um You got Mayra Vasquez and Colby Romero that are actually getting after it and building a huge team.
And just seeing the excitement of their team is so powerful.
You know, and then of course, uh, Cordell and Candace, and then you got Tony Ansonati.You got so many, Joey Tavares, and just seeing what they’re building and what it’s becoming.
And guys, as we recruit and build, you’re going to create something called freedom.
And to actually have the life that most people wish.
So you could do what you want, when you want, with whoever the heck you want.It’s, it’s freedom who wants freedom.
I wanted freedom.
We didn’t come here to go sell life insurance.
We came to build an organization.
And having freedom to do what we wanted for our family.
And, and I, I’d say this because, you know, don’t think we didn’t have adversity.
Everybody has adversity through their, their journey.
But remind yourself, even though you’ve had certain adversity, it’s how are you going to deal with that adversity and how resilient you are not allowing your, how can I say, your current self to allow yourself to be where you’re at.
Make the changes that are necessary so that you can go become that new self.That self of the life you’ve always wanted.
The life you’ve always dreamt that you could possibly have.
Let’s get after this thing.
We’re just so proud of this team.
We appreciate the leadership.
Roy Lipson, we cannot do this business without you.
We appreciate you more than you can imagine.
You’re everything to us.We love him to death.
He’s our upline.
And you know guys, be coachable.
Okay? And um, I couldn’t do this business without my partner, Ray Costello.
So let me introduce to you my awesome partner, Ray Costello! Good! Good! Morning.
How would you like to override a woman like that? Too late? Well, let me begin with, uh, something that I really love because in some, it’s cool like this where you hear so many different things, so many different philosophies, so many different words, scripts, lines, golden nuggets and all that kind of stuff.It brought me back to something that I heard probably in every training class, and that’s the minor adjustments.
that a winner has to make are so basic and simple, they appear ridiculous.
And most people don’t make those adjustments because they appear ridiculous.
And that’s why most people don’t win.
That’s an answer ism.
And one of the things that I love about answer isms is no matter what time, no matter who’s winning, no matter how they win, no matter what they say, it falls back to the original philosophy.
We need more people.
If you had an extra, an extra hundred people on your team, this event would be different for you.
Some of you have no people here.
That doesn’t mean at the next event you can’t have 200 people there.
It’s totally up to you.
Making a decision, acting on that decision, and sticking to that decision for as ever long as it takes to win.
You show me somebody that could do that, and I’ll show you a winner.
I’ll show you somebody that is a leader in action.
You know, we have a lot of RBPs in the audience that didn’t get a chance to speak.
They got recognized, a number of them got recognized.
We’re so proud.
I mean, if I had a vest on, buttons would pop off my vest.
Seeing all the savage hierarchy getting promoted, getting recognized, getting plaques, getting rewards.We’re so proud.
That doesn’t mean, because they didn’t get to speak, that they’re not awesome leaders.
And future millionaires of this company like a Jerry Hernandez.
Brought people from Arizona.
See, some of you couldn’t get your neighbor who lives next door to you to get in the car with you to get here.
And you drove 25 minutes.
Try taking a flight 3, 000 miles.
Arranged for hotel stays and car rentals and transfers and with your team.
Big, big deal.
Big, big deal.
You know, and think about Joey and Annie, doing what they’re doing in Orlando.
You know, you can see it in them.
You can see it when they walk around, how frustrated and aggravated they are, that they’re just not winning to the magnitude that they want to win with and want to win at.
And that should be you too.
You may be brand new here, and you don’t understand.
Buy a term and invest a difference.
You don’t even know how to say the rule of 72.
Dollar cost averaging, what is that? But if you want to win, that don’t matter.
If you want to be somebody, that don’t matter.
If you want to have a lifestyle that borders on ridiculous, like we had a number of different examples, it doesn’t matter where you came from.
It doesn’t matter if you went to school.
and got good degrees, and graduated high school, magna cum laude, or summa cum laude, or you graduated high school like I did, thank you, Lordy.
I was allowed to walk with the graduating class.
And when I got into college, my guidance counselor said, they accepted you? Okay? So, there’s not one test in this company that I passed the first time.
Except for my urine test.
So if you’re having a challenge with the exam, you belong here.
You belong here.
If you could take a shot like that in the, in the belly, after you push that button and it says fail and you can come back and go bring some guests to the op meeting anyway, go on another appointment and get dark housed anyway.Have a slam dunk, you ever have a slam dunk presentation where let’s say the person you’re going to see has 50, 000 worth of cash value insurance and you’re gonna show them 300, 000 for half of what they’re paying for the 50, 000 and you’re like, man, they gotta take it.
And then you go there and you sit with them, you explain everything, and they say, no, I don’t want the insurance.And then you leave and you get in your car.
And you wonder, what did I do wrong? What did I do wrong? You gotta know, our business is a mathematical equation.
300, 000 worth of coverage is better than 50, 000 any day of the year.
Just ask the wife.
Having a retirement plan that’s bigger than the 20, 000 you’d have and the cash value policy that let’s say you have 200, 000, it’s better.
It’s not you, it’s them.
When you talk to somebody in the mall and they go, and you say, excuse me, miss, and they go, you ever get the hand? If you haven’t gotten the hand, you haven’t been prospecting enough.
If you haven’t gotten, I’m married, you haven’t prospected enough.
Now let me tell you something, ladies, you have an edge in prospecting and building this business.
See, if you walk up to a guy and say, excuse me, would you be interested in a part time full you don’t have to hesitate like that, you could go right into part time full time income meet me at the hotel at 7.
30 for the meeting, they’ll show up with candy and flowers.
Ladies, if you ask another woman Excuse me, where did you get that blouse? Oh, this? Oh, they started a conversation with you.
If I go up to a woman and say, Excuse me, I get the hand, I’m married.
If I go up to a guy and say, where’d you get that shirt? So ladies, you have an edge.
Now guys, that don’t mean that you can’t win.
What that means is, you were destined to win.
You’re supposed to win.
You’re supposed to earn, save, and accumulate dollars.
When I think about Dwight and Nikki up there in Connecticut, doing what they’re doing, winning, helping their people win, it just makes me feel so good that they’re on track to winning.
And it doesn’t matter where you came from.
That’s, see, I grew up in Spanish Harlem.
When I think about it I grew up with 14 guys.
We used to play everything together.
Now, today, you don’t go, you go to the park, you don’t see nobody playing.
But back in the day, you go to the park, you had to wait for the field.You had to wait for the basketball court.
You had to wait for the handball court.
You had to wait for everything.
I’m next.
I’m next.
And today you go play anything.
But back in the day, you had to get there early to save the field.
And you had to have guys there extra, because if another team came and there were more guys than you, you couldn’t hold the field with one person.
Even back then, we had to bring people.
You all brought people to events.
If you had a party, you’d be able to bring people to a party.
If you had an event at your house, a little dinner or something, you could bring people.
Why is it so different bringing people to the office? It shouldn’t be different.
See, who would you rather get rich with?Your friends or your family or strangers? Family first, right? Give them a chance to say no to you.
Let them prove to you how stupid they are.
And then when they come down, say, Look, I know you’re stupid.
Come down to the office.
Watch the presentation.
Don’t join so we can prove that you’re stupid.
I have nine brothers and sisters, none of them are in the business.77 nephews and nieces, none of them are in the business.
300 cousins over the age of 18, men only we counted, none of them are in the business.
And you know what Narajo said at the breakfast this morning? Family are the ones that you, hurts you when they don’t join.
Friends, it hurts you when they don’t come around.
You If you have a cousin and you hung out with and grew up with you invite them and they don’t show up that hurts differently than a stranger So I was like, that’s why we grew our business in strange markets with nobody we didn’t know nobody when we built our business It works if you work it I’m so excited about you know, Johnny V working in our office doing what he’s doing Has a team that’s starting to percolate.It’s awesome.
You know, and when you see people like that coming around and doing what’s got to be done, it just, it’s incredible as they win and start having these, you know, we do a conference call every Saturday like Joe Ence used to do and, uh, he gets on the call sometimes.
Yeah, last week I invested somebody’s 350, 000 and another person invested a 400, 000.Like it’s nothing! And I’m like, that’s not nothing! That’s a big something! But it’s like nonchalant.
I love it.
I love when that happens.
I love Timna and Angel and Ryan and Rebecca.
Their attitude, the way they look when they come up on stage, when they’re getting the plaque and they, you know, they’re, oh, you know, it’s okay, you know, yeah, yeah.
Winners! Winning.
And as I look at all of you, I’m looking at the future millionaires of Primerica.
Now you may not believe that, you may not feel that deep down inside, but we do.
We’ve seen it happen.
We’ve seen people come from nothing and get to 1.
4 million dollars.
Like Chris H.
O.
But all that’s great.And they have all these guys, RVPs, they’ve reached accomplishments.
They got to be, but you know what really deep down inside of us really excites us, the future, your future.
See, Primerica is better today than it was 30 years ago.
When we got started, it’s better today than it was last week.
There’s more examples of success every day.
But when you get people like a Matthew Costello just passed the 663 and getting an RVP, he’s gonna blast through this thing and have ownership and get to the promised land.
Now the promised land, I call the promised land 1, 000 a day in overrides, 365, 000 a year in overrides.
That’s where you don’t know what happened, you don’t know the IBA took place, you don’t have no idea.You don’t know about the insurance policy, you don’t know about the investment that happened, but every day a thousand dollars hits your account, wouldn’t that be the promised land for most of you? That happens here! That happens here! The table and the RBs show that it happens here! All you gotta do is be coachable to your regional vice president, and if you’re not a hundred percent coachable Well, then you’re not coachable.
See, 100 percent coachable means, even when it doesn’t make sense to you to do it, you daggum do it anyway.
We don’t have to go about a Bernard and Eileen alert there.
Doing what they’re doing and going through the stuff they go through with their family and all this stuff.
It’s just awesome seeing what’s going on.
But let me tell you something.
The new group of RVPs, The new greenies that are gonna be RVPs are gonna clean some of the older RVPs clock.
Like Larry Pena and Jessica.
When they get their contract, they will definitely work harder with the RVP contract than they ever will for the RVP contract.
And that’s what you’re supposed to do.
See, when you’re building your business in a bake shop, this isn’t a business of senior rep and district and division and regional leader.
This is a business of RVP.
You didn’t sit in the presentation and say, Oh, I can’t wait till I’m a district.
Get out the way when I’m a regional leader.
You went home.
If you’re anything like any other true leaders and winners at the tables, you went home that night after you saw it.
And you said, I hope this is my shot.
I hope if you’re anything like me, you said a little prayer.
So please, God, help me.
Help me be the one.
See, every family has one.
The one person.
In the family that everybody in the family knows when the crap hits the fan, Go see uncle so and so, go see auntie so and so, go see grandpa so and so, go see Ronnie Council? That’s gonna be you, for your family.
Tariq? That’s gonna be you, for your family! When I think about Renee, Tori, Kelly, you’re gonna be the ones, like we are.
And when the crap hits the fan, and they come to you, humbled, and need help, yeah I’m gonna give you that money as a gift, not as a loan, because it was that scam that gave me the money, that you didn’t join, that allowed me to be able to give it to you.
God bless y’all.
We love y’all.
We’ll see you at the top.
