Executive TLDR
You are one recruit away from explosive growth.
Recruiting is the engine of freedom and lifestyle expansion.
Taprooting and duplication create scalable hierarchies.
Mindset drives action, and action drives results.
Mastering fundamentals turns recruiting into wealth creation.
Video Summary
One Recruit Away: The Art Of Recruiting In Business
Jimmy Lai delivers a high-energy blueprint for growth inside Primerica — centered on one core idea:
You are one recruit away from changing your trajectory.
Recruiting is not just activity.
It is leverage.
One Recruit Can Change Everything
Jimmy challenges the audience to think bigger:
What if one recruit brought hundreds into your organization?
What if one decision created exponential duplication?
He shares real examples of explosive recruiting growth driven by one key addition to a team.
In Primerica, a recruit is not just a number.
A recruit is a multiplier.
The Power Of Taprooting
Jimmy highlights three foundational principles for building a super hierarchy:
Taprooting
A recruit is not fully anchored until they:
Get trained
Get licensed
Recruit their own people
True duplication begins when your recruit becomes a recruiter.
Overlapping Leadership
New leaders grow faster when supported by mentorship and collaboration.
Growth accelerates when leaders work together instead of building in isolation.
Leaders Principle
Great leaders put their people first.
When someone joins your team, they should feel:
“You’re not working for me. I’m working for you.”
Service-driven leadership builds loyalty and momentum.
Mindset First
Jimmy references principles from Secrets of the Millionaire Mind:
Thoughts → Feelings → Actions → Results.
If you want better results:
Start with better thinking.
Key mindset shifts include:
Recruiting with purpose
Choosing business ownership over employment
Using recognition and competition to fuel momentum
Understanding recruiting creates lifestyle freedom
Operating under the law of large numbers
Activity cures fear.
Volume produces opportunity.
Recruiting Is Work Creation
Entrepreneurs create work.
They do not wait for work.
Core daily activities include:
Generating names and numbers
Conducting one-on-one interviews
Tracking guest counts and attendance
Booking kitchen table appointments
Increasing the number of people talking about the business
If only you are speaking about the business, growth stops when you stop.
Duplication creates perpetual motion.
Kitchen Table Recruiting
Jimmy emphasizes:
Some of the best recruits come from clients.
Clients already:
Believe in the products
See the value
Trust the process
Recruiting over the kitchen table blends service with expansion.
Mastering The Fundamentals
Recruiting is a skill — not luck.
Core fundamentals include:
Inviting and rallying people effectively
Conducting structured one-on-one interviews
Using the Six C’s framework
Creating interest and overcoming objections
Guiding new recruits through licensing
Leveraging field training bonuses
When recruiting becomes a mastered skill, income shifts from paying bills to building wealth.
Law Of Large Numbers
The more people exposed to the opportunity:
The more recruits
The more licenses
The more leaders
The more freedom
Volume creates probability.
Probability creates growth.
Core Lessons
Recruiting drives leverage.
Taprooting builds depth.
Mindset fuels momentum.
Duplication creates scale.
Fundamentals turn effort into empire.
FAQs
What does “one recruit away” mean?
One key recruit can dramatically multiply your organization.
What is taprooting?
Helping recruits train, license, and recruit others.
Why is recruiting emphasized so heavily?
Because it creates duplication and scalable income.
How does mindset impact recruiting?
Thoughts influence actions, and actions determine results.
What is overlapping leadership?
Mentors working directly with new leaders to accelerate growth.
Why is kitchen table recruiting effective?
Clients already understand and value the product.
What is the law of large numbers in recruiting?
Higher exposure increases probability of success.
What are the Six C’s?
Company, credibility, concepts, crusade, compensation, and close.
Why track attendance and guest counts?
Attendance reflects engagement and business inventory.
What separates recruiters from non-recruiters?
Daily activity and intentional exposure.
How does recruiting create lifestyle freedom?
It builds a leveraged organization rather than personal labor income.
What is the ultimate message?
Master recruiting and you master growth.
Glossary
Taprooting
Developing a recruit until they recruit and duplicate themselves.
Duplication
The process of training others to replicate core activities.
Law of Large Numbers
Increasing exposure and activity to improve success probability.
Kitchen Table Appointment
In-home client meeting that often leads to recruiting opportunities.
Field Training Bonus
Compensation earned while training new representatives.
Six C’s Framework
Structured outline for presenting the opportunity effectively.
Transcript:
Empire Builders, how y’all doing? Thank you. Thank you so much. Appreciate that, guys. You know, one thing I want to do is I want to start off, all honor, praise and Glory goes to God. And I want to thank Keith and Danielle Wilmoth, Arlinda, Raquel, George, a support team for providing us a system, an environment, an example for us to grow our business. And I want to shout out the Empire Builders, thank you guys as well. And we would not be where we are without the leadership team and being able to plug into these events. Shout out to Glenn and Seal and the Dragons. I love you guys. Thank you for your leadership and mentorship. And I just want to thank the team as well. The Dream Chasers Enterprise, I love you guys.
And it’s either you chase your dreams or you’re going to catch the nightmare. And we want to chase our dreams. Okay, so, first thing, man. One recruit away from an explosion, one recruit away from growing your business. But in Primerica, you’re one recruit away from changing your life. And I’m just going to hit this button real quick. All right, who’s excited? Green button. All right, sounds good. So, hey, so this is the track record, and what we did got us to where we are today. But what we’re going to do is exciting. Okay? But in 2012, imagine you recruited somebody that bought 348 recruits in your organization and 65 licenses. How fast will your business grow? And I just want you guys to know that there are people out there.
In 2021, we did over 1000 recruits in the Bay shop, 1400 recruits in the hierarchy that helped us open the 300,000. And what we’re excited about is where we’re going as a team. Okay, guys. But in the secrets of building a super hierarchy, there’s three things that we talk about, right? The power of tap. Rooting a recruit isn’t a recruit until they have a recruit. And we talk about that all the time, because it’s not about just who you recruit, but it’s about who you’re going to bring on from that recruit.
Right.
A new person really isn’t anchored into the business until he or she is trained and licensed. A crusader for by term investor difference and recruiting his or her own people. See, a lot of people can do number one, a lot of people can do one and two. But the person who is serious about a business opportunity does all three. Okay? Number two is overlapping leadership. When were brand new and still now, today, our mentors, our leaders, always help us overlap leadership because it’s working together and building a business together. And getting wealthy together. And then number three is the leaders principle that all great leaders always put their people before themselves. If you want a successful business, your people must feel that you’re working for them.
So when someone brand new comes on board, I want them to know, you’re not working for me, I’m working for you.
Right.
And see this is an example of tap rooting. See one recruit lets a 5000 recruits so far and we promoted three vice presidents. We have eight future winners and 16 regional leaders in our organization. And it’s still continuing today. And we’re going to go out and get wide and build deep. Okay, but watch, what is the mindset? See there’s three things that we need to learn.
Okay?
The first thing is we got to get our mind right. Because in the secrets of the millionaire mind they said thoughts equals to feelings equals to actions. And actions lead to results. So if we want better results then it first starts with better thoughts. Okay, so what is the mindset? See the mindset is we got to recruit with a purpose. Develop a system and environment where recruiting never stops. And thank God we got recruited into the Empire Builders and the dragons because we already have an environment and a system where recruiting never stops. All you got to do is just plug people in. Number two is employee versus business owner. See, understand that there’s only two positions. You either work for yourself or you’re going to work for someone else.
See, either you learn how to work for yourself or you’re going to spend 40, 50 years working for someone else. And I always say, what’s the difference between an employer and an employee? The R in the bend, the R stands for recruiting.
Right?
Number three is incentives, recognition and competition.
Right?
We got to get fired up about recruiting, right? Throw incentives out, hit all the incentives, recognize and compete. And then number four is understanding that recruiting leads to lifestyle and freedom. And like Art Williams says, half the time you got to sell the dream and half the time we got to sell the crusade. And just like what Keith says, the only way we can get true freedom is by recruiting. And number five is working the law of large numbers. See, when you work the law of large numbers, you’re working the law of averages. See after you get your mind right, then it’s time to go to work.
Right?
What is work activity. See, entrepreneurs and business owners, we got to create work, not just process work. See number one is creating daily names and numbers every single day. How many names and numbers? How many people are we talking to every single day about this business? Which is personal and team. Number two is having daily one one interviews. There’s 24 hours in a day for you to grow your business. See, we got to invite people to op meetings, but we also got to do daily one one interviews. All right? The recruiting is a gift that never stops giving. Number three is tracking our guest count and our teammates at training, op nights, leadership events. Personal and team attendance. Because your attendance is your inventory. Number four is daily kitchen table appointments.
Right?
Working that 8531 cycle and recruiting over the kitchen table. See, your best recruit is a client because they already love the business and believe in this business. And it’s important for us to go out there. I remember Tony Lorraine once said, why do I do KTs? Because I recruit over the kitchen table. My best recruits come from the kitchen table. And then number five is just like in any business. How many people, license and unlicensed on your team is talking about Primerica on a daily basis? See, you want to have a lot of people talking about Primerica that you override, right? See, if you’re by yourself and you only talk about Primerica yourself, your business will stop growing if you stop talking. But guess what?
If you have ten, 101,000, 5000, 10,000 people that are licensed or unlicensed, talking about Primerica now, your business is going to continue to thrive and grow. And then the last thing is fundamentals, right? Because it’s important for us to be fundamentally sound. And I love what you know. The most important fundamental is us having fun and us developing our mentors. See, number one is how to invite and rally people to the office. How to schedule interviews and appointments. Because it’s important for every single one of us. We need to learn how to invite and rally people to the office. And it’s very simple to just invite and schedule interviews and appointments. Number two is having an effective one one interview, right? We talk about the six C’s, right? The company, the credibility, the financial concepts, the crusade, the compensation and close.
Number three is how to create interests, overcome objections and doubt. See, every successful entrepreneur knows how to create interests. And I remember Whitney Cooper saying, if they’re not interested, we’re probably not that interesting. So we got to learn how to create interest in our business. And who’s not interested about making more money? Who’s not interested about protecting their family, growing money for retirement, getting out of debt. And if we talk to people, objections are going to come. But objections don’t mean no objections mean they’re interested. But it’s our ability to overcome those objections. And also really overcoming their doubt, because brand new people, they have doubt when they come on board. And it’s our ability as a leader to influence them and not make them doubt themselves.
Number four is taking advantage of the field training bonus, learning how to get someone licensed, walking them through the licensing process. And then number five is recruiting is not just a skill to go pay bills, but it’s a skill for you to go make mills.
Right.
So important for us to master that recruiting skill, because when you master recruiting, you’re going to pay more than just bills. You’re going to go out and make mills. Okay. So let’s stay dedicated to our dreams, commit to be a chaser, and let’s go build a business empire. And I just want to thank Keith and Danielle again for putting these events, and we’re going to continue to grow. Thank you.
