Ever feel like you’re stuck in a rut, struggling to build momentum in your recruiting efforts? You’re not alone. Many reps find themselves spinning their wheels, unsure of how to create a thriving recruiting environment that leads to real growth. But what if you could change that? What if you could transform your approach and start seeing the results you’ve been dreaming of? Charlemont Genestin is here to show you how. In this powerful session, he shares his journey from driving a taxi to becoming a top leader in Primerica, all through the power of recruitment. It’s not just about selling insurance; it’s about building a team, creating a culture of success, and unlocking the true potential of your business. Charlemont’s insights are a game-changer for anyone serious about taking their recruiting to the next level. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the strategies that can help you build a successful, sustainable business.
Video Transcription:
Man, wow.
What an exciting moment.
Man.
It’s a blessing to be here.
So, like, you guys unheard it 27 years ago.
I was driving a taxi.
Imagine this for a second, okay? And I was driving a taxi.
There’s a guy came to me.
He asked me, charma, do you want to make some extra money part time? Guess what I said? I said, yes.
Took me to the office.
Now as big as this one, okay? Few people in the meeting, they were talking about making $100,000 a year.
I was in this country only for four years.
First time in my life I had people making about $100,000.
I thought it was illegal.
No, but I got excited.
I got excited.
I sign in, but I come home, I said to my sister, I used to live with my sister.
I said, you know what? I’m going to be rich.
Guess what? My sister said? You’re crazy.
It’s amazing because nobody believed me.
But guess what? I started.
And I keep going.
I keep going.
We become a vice president, make 100,000 tonight.
It’s not about my story.
It’s about you.
Okay? I hope my story can give you hope.
Because I joined prior America, willing to replace the $2,000 that I used to make every single month in taxi.
And I used to have 12 hours a day, six days a week to make $24,000 a year.
I said, if I can come here, make the same amount of money, quit the taxi.
That was the best thing can happen for me.
Well, I came here.
So I keep getting expired.
I keep getting better.
So, guys, I tell you, the first four years in Primerica, I didn’t know anything.
So I make a lot of mistakes in the business and I become a vice president.
One, if you are here right now, you’re not a vice president yet.
I just want you to know you’re on your way to become a vice president.
Keep doing what you’re doing, you’re going to become a vice president, guaranteed.
Okay? But at the same time, if you become a vice president also, I just want you to know there’s some more works to do.
I’m going to show you what I used to do.
Okay.
When I just become a vice president, I came in this business excited about it.
Hopefully it’s working.
Okay.
Perfect.
So now these slides you see here.
I was confused when I joined Parmesan.
I hope it’s not you, but that’s my story.
When I came here, I was really confused.
Okay? I confused because I was focused on selling the life insurance.
I was thinking if I came and start selling insurance, make some money.
It’s okay.
There’s nothing wrong with that, to be honest to you.
But guess what? That’s not the best.
Let’s go.
If you look at it right now.
So I was doing Primerica Financial Services, which is like, that’s okay, you make some money, you can pay your bills.
But I just want you to know you’re not going to go too far with that.
I became a vice president one making over 100,005.
About 60% of my money came from insurance.
40% came from a smart loan.
But 2007, 2008, when the smart loan disappeared, I lost about 40,000 of my money.
I dropped from $100,000 to $72,000 a year.
Imagine I’ve been in Puerto America for nine years, going out ten years, I still make only $100,000.
It’s not bad for where I came from, but I can get better.
Would you agree? But guess what? We made a decision.
We switched from Puerto America Financial Services to Puerto America distribution.
The conversation changed.
We started talking about prospecting.
We thought about recruiting people.
We thought about duplicate ourselves, licensing.
Everything changed from that moment.
We made that decision.
Nine years later, we get per million dollars.
Listen, I don’t know exactly where you at right now, but all I’m telling you right now, you can make a decision today and three years from now, you are on your way to change your life completely.
If you focus on Primeca financial distribution system, now, this conversation when you started, listen, you’re going to hear people say, well, listen, I don’t think it’s going to work that way.
Please, I want you to know, do not listen.
Keep doing what you’re doing.
So this is a few things you’re probably doing right now.
If you focus on distribution system number two here, you got to focus on massive recruiting.
If you notice, talking about environment is everything right now.
You have to create the recruiting environment yourself.
Nobody’s going to create it for you.
You have to create yourself because you are the leader of your team.
When we’re talking about create a massive recruiting environment, we’re talking about focus on recruiting 100%, 100%, not 9900 percent.
All your conversation is supposed to be what? Recruiting.
Why? Because recruiting solve all the problem.
You guys know about it.
Once you focus on recording, that’s going to lead to licensing and licensing going to lead you to what premium going to lead you to what promotions.
Eventually, once you start promoting people, you’re going to have your freedom.
We have high standards for people like wants to do it big.
Small is small.
Big is big.
So we start talking about big numbers in the office.
We start talking about recognition for those who have a guest every single week.
Now we have Zoom.
Every time somebody brings somebody, because we’re in a people business, you got to recognize them, let them know.
This is the best thing here.
If you bring people by yourself, you cannot do much.
And we keep talking about this, we have a condition for those people, so they get excited.
Number three, listen, this is the biggest mistake that I used to make.
John Lavin mentioned it with the rvps.
I used to recruit to sell, not we could to build.
Let me tell you what I used to do as a mistake.
If I find you, I will put you in the business.
I say, okay, put your list together.
Okay, put your list together.
I say, okay.
I start calling these people.
I call them to sell them policy.
Either you are with me or not.
It doesn’t matter.
Just go make some sales and make some money.
That was a bad thing I used to do.
But when we changed the game, we’re not talking about we put them to sell anymore.
We put them to what we could them to be.
What’s the conversation? He said, I got you in the business right now.
Let’s put you at two quotes right away in the system.
The premium will follow.
How fast can we get you to wait? Three to seven days.
You got to put minimum three people.
The whole conversation change.
People get excited, people bringing people.
And we come up with a slogan called keep the ladder recruiting on guys.
It’s amazing.
Whatever that you talk the most about is coming reality for you.
What’s coming out of your mouth right now when you’re speaking.
If it’s a premium, people will find out.
If it’s a recruits, they will find out also.
But don’t get mad with the results because the results come from you.
Well, listen, we start recruiting, like first, before we sell the policy, we start talking about, like we could wife and husband together.
I found out when you put both of them in the game, it’s over.
It’s over because this is what happens.
So let’s say, for example, right now we could only do the husband in the business, and the wife is not in the business.
So once the husband doesn’t make any money, guess what happened? She get what? She get mad and guess what she says.
She said, well, go look for a job.
But if I could, both of them, I expend both of them the business.
They understand the business.
Guess what they’re doing.
So once there is no money coming, she’s going to say, hang there, baby, because the money will follow.
Do not make that mistake.
We could one, we could both of them.
And especially right now, with the IBA drop, we could two for the same price.
Let’s go to number four right now.
And then, this is the mistake that I used to make.
All of this I show you right now, this is the mistake that I used to make.
I hope you don’t make the mistake yourself.
Because once we fix those mistakes, our life changed completely.
World Primerica.
To me there are two phases.
Especially once you can start building a big base shop.
So now, how wide you are right now.
So how many direct people do you have right now that can write business, recruit people without you? How wide, if you are.
Listen, if you have only one person, you’re not in the game.
You got to put a game plan to have at least seven to ten people direct to you that can go out there.
Double digit goods, seven to ten.
Some people say, sharma, I want to go deep.
I want to go deep.
Sounds great.
But you cannot go deep without what wide first.
So how many do you are right now? So if you focus yourself recruiting people direct to you focus and develop them yourself directly.
Guess what happens? The deep will follow.
Let me just give an example.
So when we start the bishop, we said, we’re going to do something big.
So I started focus on recruiting people.
So I had a system in place where everybody comes to me.
Everybody comes to me.
I don’t care who you are, bring people to me.
My job is every day to work with your people.
I work with a guy named Alfred Romeo.
Alfred bought me a guy named.
It’s amazing.
A guy named Jira.
Jira bought me a chance.
I mean, I find a guy like Senates seven deep.
Now he’s making about $800,000 a year on his way to make a million dollars.
But you got to go right first.
Yes.
So it’s amazing.
Once you find them, you don’t let that guy and you guy work with them.
You work with them yourself.
Because winners, no winners.
Would you agree? Because when senator worked in my office, he asked me two questions.
Question number one.
He said, is this thing is legal? I said, absolutely.
He said, do you make any money? And I show him how much money that I make.
He said, I’m in, guys.
Some of you right now, you have some people in your business right now, you struggle with them.
You ask them to keep coming to the meeting.
They refuse to come.
You tell them to do this listen, they are not the one.
The true one.
Listen to you.
And they do more.
It’s okay if they are not the one yet, but can they lead you to the one that you’re looking for? But how do they going to lead you? So you got to keep asking questions.
Who do you know? Who do you know? Eventually they’re going to lead you to that person.
And once you find that superstars, the game is over.
I’m telling you, because if you ask them for five, they give you ten.
When senator came in the environment, he said, coach, I want to do something big.
He’s not talking about big numbers.
And all of a sudden he got a bus of people coming to the office.
And I said, oh, that’s easy.
Because I used to deal with people.
Like, I kept telling them the same thing over.
They don’t listen.
But this guy said, coach, he said, I’m going to be your biggest.
Then eventually.
Right now we got David Buennis over 300, going for 500 direct.
We have so many second right now, $200,000.
It’s amazing.
But again, so you cannot find these people without go deep or go wide first.
Okay? You got to go wide and go deep and find them.
If you look at number five right now, the game, man, I love this thing here.
The game plan to build a big bishop today.
You don’t see too many people talking about the big bishop.
Guys, listen, this is important to me because if you’re not really big, you’re not going to see the beauty of America.
So while everybody’s different, but I’m talking about not now with the zoom, but back then, if you do 75,000 by 75, 50 by 50, you have a decent base shop.
Well, 50 x 50, 75 x 75, a decent base shop.
Do you understand? If you do, in a 50 x 50, 75 x 75, you put yourself in a position to promote some vice president.
The true freedom is that you don’t want to pop some rvps out, not down their own.
They can take your business on their own without you.
But you cannot promote them if you don’t have a decent bishop that can see what’s happening.
Build relationship with these people.
I mean, like, my RVP is like a family to me.
If they don’t make money, it’s hurt me when somebody’s coming and say, shaman, I’m serious about this.
I’m serious about it, too.
Okay? We’re going to make sure we’re on the same page.
I know every problem they have.
Primerica pay me to solve the problem.
So I make sure I’m taking care of the problem for them to make it easier.
Number six, communication.
Guys, this is a very important, this thing almost get me out of America, okay? When I start to get these things moving and people say, sharon, I’m going to do this, I’m going to do that, they’re excited.
I’m excited, too.
And I start calling everybody and they start saying no to me, no to me.
I said, oh, my God, this thing is killing me.
But I find out there are two types of people.
They have a bench player, they have a wheel players.
The full timers, they are wheel players.
Now you need to ask them permission.
Do you want me to coach you? Yes.
If that’s the case, guess what? I’m going to push you on my game plan.
So when I wake up in the morning, I’m going to call you, because you see as I’m serious.
Is that right? I am the first one to wake you up in the morning to talk to you about the business.
And before you sleep at night, I am the last one to speak to you.
Also, communication is very important.
Check with them to find out what they do for the day.
Because if they don’t make money, guess what’s going to happen? They’re going to go back to the job.
Is that right? So you got to communicate with them.
But the bench players, I call them part timers, they’re okay.
Anything you bring is fine.
All I ask you, how is your mom, how is your daddy, how is your kids? How is your dog? I don’t need to know all these things about, listen, because you are not in the game with me.
The last one, let’s go about the last one, which is number seven here.
Mixed up about this one is a work ethic.
Timid.
There is nothing better than work hard.
I was reading a book and says, well, if you work only eight to 10 hours a day in this country, you just work to pay the bills.
But if you want to be wealthy, you got to work 13, 14 hours a day.
Guys, listen, William says, if you work hard, you beat 50% of people in this country.
If you live right, you do the right thing, you beat another 40%.
So some of you right now needs to go back to home and make a decision to go to work.
Let me tell you why.
Because this is the confusion right now.
Some of us got, and it happened to me before.
Oh, I’m in primeric.
I’m independent agents.
I can do whatever I want.
You wake up when you feel like.
You go to sleep when you feel like.
Well, I’m here to let you know.
Not going to build nothing.
If that’s the case, make a decision to go to work, wake up early in the morning, come back home late.
Do that for three, five years.
You will build yourself a hierarchy that you’re part of.
Love you guys.
Let’s have a great day.
Thank you.
Bye.
