Ever feel like you’re spinning your wheels trying to recruit, but nothing seems to stick? You’re not alone. Many reps struggle with finding the right people and keeping the momentum going. But what if you could change that? What if you could have a system that delivers unlimited leads in a warm market, with all your appointments made for you? That’s exactly what Jon Lavin dives into in this session. It’s packed with insights on mastering the fundamentals, identifying the right people, and creating a business that practically runs itself. If you’re ready to break through the noise and build a thriving business, this is the must-see moment you’ve been waiting for. Watch the video below and discover the four steps that can explode your business!
Video Transcription:
So you all are amazing.
What an amazing group.
I’m so excited to be here.
My proudest stat is this wonderful woman that I’m married to for over 40 years.
My best.
So I saved that stat for the stage.
Some points.
No, really.
Patty and I have been doing this together since we’re kids.
Literally.
I mean, she was 19, I was 23.
And.
And now our son Zach is in the business with us, and he’s truly our partner.
And it’s just amazing to have a family partnership and a family business and there’s so many people to recognize.
You’ve met so many of our people.
The gentleman you just heard from Charlemagne is Charlemagne and Marlene are the blessings in our lives.
To have leaders like that you’re in business with, that you’re aligned with, that you’re friendly with, that you work with, that you get to override is mind boggling.
Okay.
As a matter of fact, we have an amazing hierarchy.
If you’re in the Lavin hierarchy, Lavination Team Lavination, and the genisten hierarchy, would you just stand real quick? I want to just see.
I just want to just stand so you can all see.
Yeah, yeah.
So I would want to recognize all of you, and I don’t have time.
I’m going to give.
Give everything I got to some basics that we learned.
So thank you all.
A big shout out to John Conover and Patrick Frederick, who walked across the stage for securities and being owners, and Mr.
Conover, what you’re doing is amazing.
He’s a balanced guy.
I mean, he does a lot in securities, but he’s got.
He’s almost at 20 recruits for the month.
Got a travel squad that’s here, and so proud of him and our base as well.
But I want to give you everything I got in the few minutes that I have on, like, what I focused on, to have the life that we have now, which is really almost ridiculous.
If you, if you know, they say dream it.
What’s your dream? My dream was to do what I want, when I want, where I want, how I want, without worrying about money.
That was what I wanted.
Okay.
I mean, I realized that was like make believe when I started, you know, I was like, oh, yeah, like that could really happen.
But it does happen.
It does happen if you follow certain principles and if you get focused on some basic fundamentals.
So I want to.
I’m known as the fundamental guy.
I’m known as the presentation guy.
Let’s see if I can make this work here.
Yes.
Ma’am.
Yes.
Yes.
She’s the fun.
She’s the fun.
And it is.
And we have a blast.
And it’s not always easy, but we’re in it together and we’re doing it together.
And it’s something every day we get to, you know, live and the money comes in and the checking account is in both of our names.
The money is ours.
And the wealth that we’ve been able to accumulate is ours.
And we’re blessed by that.
We know that.
We understand that.
We follow the principles.
But what I want you all to understand is I just got good.
I’m a systems guy.
I’m a systems guy.
I want to know, okay, what do I need to do next? What’s next? What’s next? What’s next? What’s next? I’m motivated already.
A lot of.
I mean, you have heard a lot about that.
I want to talk to you about some basics.
Now, you’ve heard about recruiting.
Who do you recruit? So we’ve got a list.
Am I running this here? I guess I am.
Yes.
Here we are.
So I want to talk to you about becoming a qualified field trainer.
The subject is being worthy of being a field trainer.
The one question that everyone’s going to ask you almost every single time you go to recruit them or you’re talking to them about the business, they’re going to ask one question every time.
I hope you’re getting this question, and that is, where do I get my leads? How many of you have heard that before? You get, how do I get you become a qualified field trainer.
It’s where you get your leads.
Unqualified field trainers don’t get leads.
We are literally in a system.
And I say this to new people, that where I get my leads.
Well, when you learn how to become a qualified field trainer, which I’m going to show you exactly how to do that I’m going to work with you want to be.
I will show you how to have unlimited leads in a warm market, and all of your appointments are made for you.
How many of you would like unlimited leads in a warm market? And all of the appointments are already made for you.
Any of you like that? Who wouldn’t like that? So that’s what I sell.
That’s what Art Williams sold me when I was 23 years old and I didn’t have a warm market other than a bunch of crazy college buddies at the University of South Florida.
I was a failed golfer.
I was not going to play professionally.
I was good, but I was not going to make Any money.
If I was going to be a professional, it was going to be working in a pro shop or in a driving range, giving lessons.
And that’s called active income.
And everybody I worked for at the country clubs that I worked for Since I was 16, they had passive income.
So I got to learn firsthand what it was to.
For certain people seem to somehow show up every day all summer at the golf course and like, what do these people do? And I made a decision.
I wanted that.
I didn’t know how I was going to get it, but I wanted unlimited leads in a warm market where people were nice and I didn’t want to make any appointments.
I didn’t want to make any appointments.
The only appointment I ever wanted to make was come to a meeting, come to be a guest at a meeting or come for an interview.
The only appointments I ever wanted to make were recruiting appointments because I had no warm market, I had no one in the right market.
I had no five pointers to go see.
So my only hope was to get really, really good at the presentation.
Get really good at the seven fundamentals.
I’m gonna show them to you very briefly.
I won’t have time to do.
This is like a three hour talk.
I’m gonna give you the highlights, but all of it’s available for you all.
I got really good at recruiting.
I wasn’t even that good.
I was good at getting one person becoming their best friend and having them like me enough to want to introduce me to people they knew.
Does that make sense? Are you working on that? Well, Bill Whittle talked about.
I think Bill Whittle’s talk was amazing.
Now I think Bill Whittle’s a little too perfect.
I’m just going to be honest with you.
He’s not here for me.
He can’t argue with me, he can’t make fun of me.
He would, but he’s very intimidating to me.
A lot of times we go, I don’t know if I could be that way.
And then I go, well, I don’t have to be that way.
I’ve got Bill Whittle to be that way.
We get to borrow the.
We get to borrow this environment.
This place, quite honestly needs to be full the next meeting.
Jerry Beyer spoke about one of the key fun, like if you just wanted to figure out how to do this and really take advantage of it.
It’s like get your licenses, get a lot of other people licensed and plug them into big events and then you be good enough at your Business where people want to keep introducing you to the people they know, they care and care about and trust.
That’s it.
That’s the business.
So whatever activity.
So here’s some fundamental.
You want to identify who to work with.
I think one of the big problems we’ve got in Primerica is most of us spend our time with the wrong people.
Not that they’re bad people.
They’re just the wrong people.
You all get to identify yourself as the right people or the wrong people by the notes you take.
The attendance that you have.
If you’re here, you’re already showing us you’re the right person.
Now, some of you have already decided this isn’t for you.
That’s a wonderful thing, by the way, for those of us that brought you.
When you decide, you come to this event and.
And then you don’t like it, and you decide this isn’t for you.
Boy, that saved us a lot of time.
It’s okay.
Be a client.
It’s okay.
Be my friend.
It’s okay.
Give me referrals.
It’s okay.
I’ll stay in touch.
It’s okay.
The timing might not.
I’m not looking for you.
I’m looking for somebody looking for us.
And I mean that.
And it’s not being mean.
I want to be nice to everybody.
I want lots of friends who put them in the CRM, start the drip campaigns and let it work.
Do they have people skills? Are they likable? Are they competitive? Like when the recognition’s going on? Are they taking notes? What’s being recognized? Are they asking about what’s being recognized? Are they asking what’s work ethic? We can’t fix people who don’t work coachable.
How many times do we need to tell people the same thing? Any of you have people, you find that.
You keep saying the same things over and over, and it doesn’t seem to be working.
Any of you have that.
Me too.
You’ve got to learn to move on.
You know why? You keep saying the same things to them.
You don’t have any new people.
You are one recruit away.
One recruit whose people skills.
Competitive, hard working, coachable.
Plug in and get licensed.
Away from being very busy in the right places, having fun, making money.
But it’s your decision.
It’s your decision to go do that.
There are seven fundamentals.
These are not negotiable.
You’ve heard of.
If you watch, if you go on Primerica Online, you can go check out Hector Lamarck, the seven fundamentals.
He’s the Best there is at it.
He did it.
And if you learn these seven fundamentals and teach these seven fundamentals to other people, you will get free.
You will not have to work, and the money will roll in.
30,000 hit last night for us.
Some of it.
And I didn’t write anything.
And some people have much bigger.
That’s not.
It’s not.
None of my business.
My business, Patty’s business.
She would like it to be bigger.
They paid us a bonus.
Yet last night I learned about a bonus.
Patrick told me, hey, there’s a special securities bonus because the securities did so well that the bonus pools were overfunded.
And the extra money that’s in the bonus pools, they’re paying out to everybody.
So I got like, we got like $5,000 extra bonus that we didn’t even know was coming.
I didn’t even know about it until last night because we learned these seven fundamentals.
Prospecting.
You’ve heard about Jerry Beyer.
It’s unbelievable.
He spoke about that appointment setting.
You don’t have to do it.
If you have a good person who’s got credibility and they.
They learn the script.
Hey, I’m in training.
Will you help me? I need to witness some training.
Could you help me with my training? How hard is that script really? How many Raise your hand if you could teach someone that script, then please don’t complicate it.
All right.
Presentation and referrals.
You’ve got to have a great presentation.
You’ve got to have.
I get questions all the time about the presentation.
Look, the presentation needs to do a couple things.
Presentation needs to talk about giving me referrals.
If you like what I have to say and you feel good about it.
The presentation needs to talk to them about protecting their loved ones if they die, saving and accumulating money if they live right and coming to work with us if they want to make some money.
That’s what a presentation needs to do.
Doesn’t need to do much more than that.
Overcoming objections.
There’s audios and videos on that.
Otto does an amazing job.
Product knowledge.
I want to talk to you a minute about product knowledge in the life insurance area.
I’m going to give you one very important fundamental on life insurance.
How many of you are sick and tired of hearing about whole life, Universal life index.
Universal life.
Be your own banker.
Infinite banking you got.
How many of you are kind of sick and tired of hearing people tell you how great it is? You need to quickly learn how to diffuse these people where they have nothing to say I don’t care if they’re in the business.
I don’t care who they are.
I had a young lady come to me last night.
He’s on our team.
She says her dad’s given her hard time.
He’s a CPA and he loves his whole life policy.
So then he didn’t read.
He hasn’t read the whole life policy.
You can’t love that.
Here’s why.
Here’s why.
What’s the goal of.
And I use this same story over and over and over.
What’s the main goal of a life insurance company? To make money.
That’s the goal.
That’s the first question I ask.
I wait for that answer.
They give me that answer.
Next question.
When the life insurance company gets your premium for that whole life policy that you love when it arrives at the home office, or what do they do with the money? And wait for the answer.
Here’s the answer.
I go, they invest it.
No.
Before they invest it, they’ve got to cover the risk of you dying.
Write this down.
It’s called mortality cost.
It’s an actuarial science.
How many of you could remember mortality costs, actuarial science? Remember that? Those are the biggest words you’ll ever need to know.
Just chatgpt and it’ll tell you what that means.
Okay, as soon as I say that, say, basically what they do is they buy term life insurance to cover the risk of you dying.
They take the rest of the money and they invest it on their behalf and they put it in stocks and real estate and government securities and cash.
Right.
So what does that sound like? A mutual fund? So what do they do with the money? They buy term and invest the difference.
And their goal was to do what? Make money.
So how could that be a good policy? And just wait for the.
They can’t answer.
There’s no answer.
It’s math, y’all.
It’s math.
Math is science and science is fact.
And you can’t argue with it.
All you have to do is run what the term would have cost, invest the difference of 3, 6, and 9, or show a hypothetical with a mutual fund and you win.
If they’re listening and if they aren’t listening, move on.
Find somebody else who’s smart recruiting start number seven, the startup.
Probably the most important thing you’ll ever learn how to do is get somebody started to find out what they want, paint a picture and get them started.
We mastered the original success cycle from Dick Walker.
There’s a newer success cycle that we use as well, that Mario came up with, I love it.
We use both success cycle.
The original one is.
Is the one that I learned from Dick Walker, my coach.
And he said to me, john, if you learn each of these pieces, you’ll always have places to go.
You’ll never run out of leads.
Number one, he said, start with recruiting.
Doesn’t matter where you start.
He said, but if you start with recruiting, after you recruit somebody, then you do their orientation.
During the orientation, you prove to them that what we do has value.
You should run their FNA or A mobile, F and A or however you do that, show them what we do, get them to believe what we do.
Next thing we’re going to do is we’re going to do field activity.
We’re going to go in the field, or we’re going to Zoom in the field.
And by the way, I have.
We’ve been building a lot on Zoom.
I heard Bill very clearly at the RVP meeting yesterday.
There is a paradigm, there is a change, there is a shift.
We can get better.
The world is changing, and I’m up to find out how we can make it have it all work.
I happen to love Zoom.
I have a life I never had because of Zoom.
I think I love big meetings.
I love travel squads.
I love that we’re doing this because this is where you build it.
You don’t build it on Zoom, but you can get a lot done on Zoom.
We’ve got a lot done on Zoom.
I know a lot of you have.
I know this is pretty much a Zoom.
How many of you use Zoom? Raise your hand.
Yes.
Okay.
Sorry, Bill.
Don’t let Bill hear this video, please.
I love that guy.
New clients, teammates.
After you get clients, teammates.
Referrals.
Client referrals.
There’s another kind of referral called a recruit referral.
If you have a recruit referral and you call and say, I’d like to do you keep your options open when it comes to making money? It’s a very simple question.
So and so John Whitfrey told me you’re a great guy.
I’m expanding, looking for great people.
Do you keep your options open when it comes to making money? Yes or no? Here’s what they say.
Well, maybe what you got, that’s what they say every time.
And then sooner or later, it’s going to say, where do you get your leads? Well, I’m going to show you what we do, and if you agree with it and like it and trust me, then I’m going to show you Exactly.
How to build a business that has unlimited leads.
They’re all free unlimited leads in a warm market.
And all your appointments are made for you.
If I could show you how to do that, would you be open? And then you have recruit referrals.
Right.
So you stay in cycle leadership.
I don’t have the time to do this, actually.
I’m over.
Wow.
I see a minus there.
One last thing.
One last thing.
Here we go.
Four point game plan.
Larry Wydell.
Got that? I listen to the big hitter call every Monday morning.
I listen to the big hitter call every Monday morning.
I’m not telling you to do it.
I’ve been doing it for about 15 years.
Why do I do that? Because he’s going to talk about one thing that I need someone to talk about in my ear every day, and that’s called recruiting.
It’s called the multiples.
It’s called duplication.
It’s called get big.
It’s called think big.
I need that every Monday morning.
And Larry said if you build on this simple four point game plan, you’ll explode your business.
And if every one of your field trainers understands, here’s the game plan.
And you don’t need to use this game plan.
Use the game plan your coach gave you.
But if you’re looking for one, here’s one that if you talk about all the time, you will increase your odds of having free unlimited leads in a warm market with all your appointments made for you.
Recruiting is the number one focus.
Everybody attends the meeting.
Everyone does their own F and A.
Doesn’t say everyone buys, by the way.
If they need it, qualify for it and could afford it, then they should own it.
And everyone races to district.
If you raced everyone to district, you helped them see the value of what we do.
You had recruiting as the number one focus.
You rallied people and put them in big environments.
You can’t miss.
You can’t miss.
I don’t know how you got here, but just be very thankful to the Lord that you’re here because this sucker works.
I love you guys.
