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Video Transcription:
Oh, I see.
So I see.
You guys like to turn up at the end.
You know, a lot of energy here after lunch.
First of all, kudos to all the regional vice presidents and obviously Dave and his family.
You know, what you typically see after a break or a lunch is you see about 25% of the people end up leaving the event.
So.
So for each and every single one of your leadership, that’s a massive deal.
And especially for each and every single one of you that have participated and stayed all the way to the end.
Tessa, that was an incredible video.
And it isn’t just about people quitting.
It’s about people staying till the end.
Right? All the way through, get the job done.
The theme of the event is about winning the game and being in the game or getting back in the game.
All of those connotations all make complete sense.
And that’s what you’ve got to do here in your business.
You’ve got to make sure that you finish the race.
And that’s going to be different for everybody.
At the end of the day, when you’re at the conclusion of your primerica journey, just make sure you got what you came here for.
Right? Whatever it was that you came here for, that’s going to be different for everybody.
Everybody’s not supposed to be a million dollar earner.
Everybody’s not supposed to make a half a million dollars.
Some people, were talking about that with Dave and his family.
I mean, he makes 200 and 5300 thousand dollars is living a dream life for what he’s getting out of it.
Does he want more? Yes.
Is he going after more? Yes.
But thus far, he’s living a life of his dreams.
Don’t ever try to live your reality through the concepts or the thought process or the eyes of someone else.
Get what you came here for.
Whatever that’s going to take for you.
10,000 a month, $20,000 a month, 100 grand a month.
I don’t know what that is, but get that done.
See this, as we’re concluding this event, it’s about getting it done and getting it done in a timely manner.
Now, some of you are going to move fast, right? Some of you are going to reach some you’re going to deal with some obstacles.
You’re going to have some adversity that might slow you down a bit, but it still doesn’t listen.
It’s all about whatever it is that you’re supposed to get, right? It can be delayed, but it’s not denied.
Oh, you didn’t miss that y’all are not praying with me.
It can maybe take more than you intended in terms of time, but what was set aside is still set aside.
Does that make sense? All right, so we are going to jump on in here and we’re going to talk principles now, right? So we really talked.
The last one was more how to.
These are some aspects of the business that you need to focus on so you can win the game and you can win it correctly.
Right? See, sometimes you can win the game, but it was some sign stealing in there.
It was some recording going on.
It’s a little blemished.
Didn’t have to be that way.
Right? All right, so here are your championship principles.
Principle number one, everything starts and ends with your personal production.
I hear you.
Oh, I’m a builder.
This ain’t about me writing business, blah, blah.
Cisco and Ba don’t want to hear it.
At the end of the day.
I thought that was also unbelievable that Tesla was saying, you are the team until you build one.
Don’t have that philosophy.
Don’t be that person.
Oh, I’m a builder.
I’m building a team.
Don’t worry about my own personal.
How are they going to learn how to write and you don’t write.
How are you going to lead by that example? Right.
If you want a team, by the way, let me give you a little insider on team building.
Your team leaders are going to do half in production of what you do.
So you see the great Layton Brown, right, and all the great things happening in his base shop.
It was easier for him to get to a big base shop because he started with high personal.
Then when he started to find leaders, if he’s already writing 15 or 20, well, the leaders don’t feel comfortable writing five, they going to write ten aside.
This is key.
This is on you.
Now.
Again, there are all kinds of philosophies.
In primerica, we talked about that in a block of, you know, people ask, oh, what’s your rvp promotion? What’s your district promotion? All this kind of stuff.
That’s whatever’s going on in your hierarchy, whatever’s going on in your region, whatever’s going on in your state, right? But the numbers I have up there are just kind of common.
Now, you do understand that more is better, but this is kind of a baseline.
Is everybody with me? All right, so this is a little bit, all of this one, because this is a lot of conceptual stuff with our time.
I need you to engage with me so we can really get this going.
Is that good? Okay, so I need you to pay attention.
Wake up.
We good? Okay.
We need you to get directs.
Right, but what’s in parentheses below that? Say it again, one more time.
It is what it is, y’all.
It is what it is, and it doesn’t matter.
Let me emphasize to you again, it doesn’t matter who you are.
It matters who you recruit.
You could be a single.
No kids, it doesn’t matter.
But who are you targeting? You see, it’s crucial I say at least three now somebody’s.
Oh, well, you should get four.
Okay.
Four is better than three, but not less, because you can easily turn three directs into ten team recruits.
And that’s entry level into the building game.
Entry level.
That is not winning.
It used to be winning.
It was winning five years ago.
You just get double digit and you’re going to be fine.
That’s a different slide.
I’m just giving you a little bit of heads up on it.
Work that into your brain.
Twenty s the new ten.
But let’s start with ten.
If you don’t get three directs, you ain’t getting ten recruits.
More than likely.
Got it.
Personal production.
There’s a range there, isn’t it? There’s a range.
You understand what a range is? It’s like from one number to another number.
Okay.
Anybody secure his license? Okay.
When somebody doesn’t understand, the numbers aside, I just say they’re not securities licensed from five to ten.
Now I tell Layton 5000, and he’s like, oh, my God, five damn thousand.
Well, maybe if we’re in a different state, in a different hierarchy.
You speaking with 5000? I’m just keeping it real.
That’s why there’s a range, right? You got your own personal management philosophy.
I used a great example in the locker room.
Write 5000 all day long.
But you’re probably going to have to increase that last month number if you’re going to make it here.
But that would be a business philosophy, right? Just like I spent a bunch of time with Dave and his team.
Dave is going to have a hybrid business.
Dave may never run $100,000 base shop.
He might run 50, 60,000, but he’s running 2 million in securities.
You mad? I promise you Dave wife ain’t mad.
So that’s why there’s a range.
You can’t do less than five.
Are y’all serious? See, what I wanted to do is, while were doing the rally contest, which I thought was awesome, how many y’all writing? What? Oh, you thought you were gonna get off on the last talk.
Showing up is the beginning.
Good stuff.
We writing.
What we doing here? Which I don’t know if they are or not.
I’m just saying, does that make sense? We got to get the people that are showing up.
We got to get them writing.
You mean recruiting? No, I didn’t.
I’m speaking English.
No, I said writing.
I don’t make a God blessed dime when somebody joins the business.
I only get paid when people are pressing submit.
And that’s what some of y’all are confused by.
That’s why you got so many recruits and not enough premium.
You’re not understanding what business you’re in.
I am in financial services.
Oh, no, Joe.
Not me.
I’m in the distribution business.
Really? How much does that pay? Financial services pays well.
It’s semantics, right? It’s the things we’re taught to say.
I don’t play those games.
I’m recruiting people to get licensed to move the product so we can all get paid.
Well.
If I recruit enough, somebody going to write, I don’t like those ods.
I’m recruiting them to write.
Y’all see it for the longest.
The most I ever averaged in my base shop in recruits was 50 a month, but we did 100 every month.
During the pandemic, we averaged 30 recruits a month.
We still did 100.
The key is the hundred, not the number of recruits.
I’m really going left now.
There’s no way you beat a base shop that recruited 125.
They don’t know what business they’re in.
They’re confused.
They’re playing recognition.
Primerica.
I play get paid primerica.
Oh, yeah.
Because John Lavin texts me.
That was a joke about the Mario thing.
It was a joke.
Ha.
Get over it.
Hey, guys, look.
We got another slide on this, so I’m not going to delve on the securities.
One.
Every single one of you, regardless.
Let me dispel a lie real quick.
There’s no money in your community.
That’s a lie.
There’s a ton of money in your community, especially the ethnic community.
Who do you think got that 5 trillion sitting outside of the bank? It’s not Caucasian America.
It’s ethnic America.
Does that make sense? You just got to go do a little bit.
You got to go get a license, and you got to do a little bit of educating, and they go move that money from out from under the mattress or in a CD.
They got 150 grand in a CD at the bank getting 2%, and here you come and say, hey, listen, we can get you a guaranteed six.
Don’t lose no money and still have upside.
Right? This is a major game.
Learn from your predecessors mistakes that didn’t really delve into the security side of the business early on.
And it cost us tens of thousands of dollars.
It goes right along with what you guys just did.
That’s the game.
I love that.
That’s great.
That’s something we should implement.
I love that.
That was incredible.
Right? Butts in chairs.
Or as we do now, as a hybrid.
Right? Faces on the screen.
How many people do you have? But I’m also going to dispel another primerica lie.
Ready? He or she with the largest team wins.
That used to be true aside, it’s not necessarily true today.
You never know what the next man or woman is doing to get their recruits.
I’ve never even looked.
I never look at the leaders bulletin based on recruits.
I only look at the leader’s bulletin based on premium and cash.
Over with.
You are maybe not so smart to try to play that game knowing that everything’s not an equal playing field.
You can’t really play the premium game fraudulently because any of us that know the business is just going to do something called math.
And we’re going to say, you’re running 100 and you’re making ten.
You’re not competition.
You’re playing recognition.
Primerica, right? You haven’t learned how to run a business yet.
Now, when you get to Hawaii, they’re going to give you a $15 plaque of which you cannot eat.
I want you to try it next time.
I used to tell them in my base shop all the time, you can’t eat a plaque.
Let’s get paid.
Let the next man or woman get number one.
Who gives a shit? Now, if it’s equal, that goes back to the art of war.
You ever saw the art of War? The book, the Art of War, sung tu? In battle, it says that if you are of weaker ability than your opponent, retreat.
Right? If you are of same strength, go to war.
If you are of superior strength, annihilate them.
You see, I got a $35,000 base shop.
We do about 15 recruits.
That’s what I got.
I’m not calling out the big base shops.
That’s just all respect.
Got you.
Hey, great.
Hey.
The guy that won the.
Who won the record had the most people here.
Was that you, sir? Where is it? Where yet? Where he gone? Why is it so hard? There he is.
Okay, great.
He got more people than I have.
In my base shop, he got more people than I got in my base shop, similar.
I mean, we got about 30, 35.
You know what I mean? In the base, what’s the production? You see? So you just look.
That’s a competition.
Similar size.
Right.
So the key is you’ve got to get people showing up.
Right now, we’re talking weekly meetings here.
We’ve got another slide talking about big events.
We’re talking the weekly meeting.
The true barometer of your business, right? The true thermostat of what’s going on in your business is how many people are showing up, period.
Don’t fool yourself.
Here’s another way to look at it.
It is foolish, Jason, for us to look at our recruit number and say, that is how our business is going.
Look, we’re growing.
Wait a minute.
Last month on Zoom, you averaged 40 people on the meeting.
This month on Zoom, 40 people on the meeting, but you just turned in 48 ibas.
This is not going well.
Your business has cancer.
Few more months of this and it’s a problem.
And guess who’s getting infected? The people.
Because they said, they’re not saying it to you, RVP.
They’re saying it to each other.
We recruiting all these people.
We ain’t grown none.
Fix it.
What’s going on? How are we getting all these people coming in the door? That’s a good problem to have.
Got a lot of people coming in the door.
Why are they going out as quickly as they’re coming in? What’s going on in our system? I got to evaluate it.
I must inspect what I expect.
What is being said in your orientation that causes people to feel like they have a choice about whether or not they get on training.
It’s weak field trainers.
One of my rvps called me the other day and he said, coach, I still tell these people the same thing in the orientation.
If you’re not going to show up on the weekly training, keep your money.
You are not going to make it here.
But see, you trying to win a contest and you want IbA credit.
I don’t want IBA credit.
I want my business to grow.
So when you give people options and choices, they will choose the wrong one.
They will choose the path of least resistance.
Here’s how most of you as field trainers talk about the weekly training.
Well, we’ve got this training, and you literally talk like this.
You have this training and it’s really good.
We got great information.
We got it a few times.
A know, I don’t want to mess with your schedule or anything.
You don’t have to be on all of them.
But whenever you can get on, it’s really going to help you.
John, they think they’re not talking like this.
This is how you’re talking as opposed to we have training on XYZ.
Boom, boom, boom, boom.
If you’re serious about the business and you want to succeed and make the $2,000 a month you said that you wanted to make, you must be on those now.
I understand every now and then something comes up, but it should be pretty serious.
And by the way, always text me if you’re not going to be on for the first 30 days that somebody’s in the business, you must text them before 1520 minutes before every training.
Hey, training is about to start.
Here’s the link.
Hey, make sure you’re going to be on.
Make sure you got your camera on 1st.
30 days in their business.
After 30 days, they’re either locked in or they’re not staying here.
Let’s look at some etiquette, shall we arrive early.
This is even on Zoom.
Let’s make this about Zoom.
Just for fun.
Let’s make it about Zoom.
Lombardi time.
Vince Lombardi, football coach, Green Bay Packers Lombardi says 15 minutes early is on time.
On time is late.
Does that make sense? So we start playing, whether it’s zoom or back.
When we do the in the office, the music starts playing.
We do two morning sessions, we do one at night at 815.
The music already playing.
The winners should already be on.
You should be in the waiting room as soon as you come in.
Music always already going.
When we did the office thing, by 630, we are cranking for a meeting.
How are you, for those of you that are in the office, how are you going to be a regional vice president? Meeting starts at seven.
You show up at seven.
Who set up the chairs? Who emptied the trash? Who made sure there’s toilet paper in the bathroom? Who ran the vacuum? I ain’t got to do all that.
They should pay somebody to do it.
They are you.
You are RVP in training.
You got to act like this is your house right now.
Guess who did all that stuff? John Levin and Mike Evans, bay shop.
I’m at the office, 530.
What do we need? Where do we need it? If some of you that are in the office, right, I’m giving you some examples here.
Okay.
Let’s say you’re in Eric and Jason’s office, right? I want one of their teammates to holler this out.
If Jason had a preference during a meeting, what would he drink? Go.
What about what about Eric preference.
Oh, wait a minute.
We got some.
Wait, somebody said Bud light winner.
But you got to go to his office.
Okay.
Take that to his office.
What was it? What was your drink? No, they didn’t say water.
No, they didn’t say water.
Somebody said a couple of people said coke, blah, blah.
How do y’all not let.
No, that’s the coach.
How do y’all not know that? Let me tell you.
And Dave is so unbelievable, I don’t know where he is.
Probably setting up, finishing up or whatever.
He called me like last week and he said, joe, what would you want to drink? I said, I don’t.
No, no.
What would you like? You choose.
Well, I mean, give me a Red Bull and Red Bulls don’t do anything for me.
It’s just like it’s in my head and I did it since I built my original bay shop, there would be cases of it at the office.
Oh, you think this doesn’t matter, don’t you? You don’t think this has anything to do with getting big? Remember we armor Bell was going with somebody in the spirit.
See? Somebody in the spirit.
You want to get out.
You want to become an RVP and get out of the base shop.
And you are not caring for the individual, the only person on God’s green earth that can get you out.
They can’t even get their favorite drink.
Wait, but you want them to get up there.
You want Eric and you want Jason.
Get up in front, pump my people up.
Get them excited, have them.
Let me tell you who I was in the base shop, I would intently aside be watching Mike Evans, and Mike Evans couldn’t even get a puzzled look on his face.
And here I come.
So you, Mike Evans aside, I’m looking.
And you know how you have that kind of thing.
Mike, what’s up, coach? What you need, coach, what’s up? What you need? That didn’t make me very liked in the base shop.
But who makes the most money? Who got the biggest organization? Who is 75% of Mike Evans organization? He that will lead must first be a servant.
See, you ain’t no servant.
Regional leader.
You’re trying to overcome sometimes backbite, criticize, second guess everything your RVP is trying to do.
My Rvp ain’t like me.
Hell no, he don’t like you.
Okay, let’s handle this.
But I’m going to give you all see that second one.
I’m going to give you a different perspective on it.
You ready? You ready? You get on your regional vice president’s training with your camera off.
It’s like you’re saying, f them.
There’s no ifs, ands, or buts about it.
You would never do that on your job.
You right there with the curlers out of your hair.
The bonnet is off, the eyelashes are on, your blouse is pressed, and you are intent the entire time.
You won’t even go to the bathroom, and they gave you a 2% raise last year.
The regional vice president trying to lead you to riches and wealth.
Camera off.
We call on you, and you are not even around you watching Grey’s anatomy at the same time that the meeting is going on.
It is disrespectful to have your camera off during the meeting.
But maybe you didn’t know you can repent.
You didn’t know.
I wasn’t trying to be disrespectful.
And by the way, I get text messages every morning.
Coach, I’m doing XYZ.
My camera will be off.
I’m right.
I got a fair.
I got people driving Uber, right? I’m going to have my camera off.
I got a client in here, coach.
I’m under the weather today, man.
I’ve been throwing up all night.
I’m going to have my camera off.
It’s called respect.
See? Start respecting your RVP.
See, you don’t like to hear it this way, but your RVP has been given dominion and authority over you, and you are out of alignment and out of order.
What’s a big deal? I’m telling you, it’s a big deal.
Interact with the dad gum presenter.
You ain’t got to say nothing.
You ain’t got to come off mute unless they ask you to do so.
But can we get a God blessed emoji? Is that too much to ask? Can I get a fire? Can I get a heart? Give me something.
Because we’re.
Listen, we got to work three times harder on Zoom to move you than in the office.
And we can’t get no feedback.
Can’t get no amen.
Can’t get no hallelujah.
We can’t get nothing.
We have no idea.
There’s no feedback.
Is this making sense or not? This is what we’re thinking.
Give them something however they like to do that, you do them more.
How about just the chat feature? I hate to get on zooms and the chat ain’t on fire.
We’re the guests, right, asad? And we see the little messages coming through.
It’s encouraging to us.
You ain’t got nothing to say just sitting there.
I mean, we on fire.
We know we on fire.
We know we do.
We know when we own and when we ain’t on.
And you just deaf mute.
Why we ain’t growing? See, when the people come in, the new people, they’re going to do likewise of what they see you doing.
Does that make sense? Get your licenses.
All of them guys.
No test is unpassable.
They cannot hide the information from.
This is one thing we hear all the time.
This is what we hear.
John Lavin, man, I don’t know where that stuff was, man.
That wasn’t in the book.
So they sent you a book with a whole chapter of information missing.
Every single exam we do is something called multiple choice.
The actual answer is staring you in the face.
If you studied at all, two are absolutely wrong.
The sky is blue.
Orange.
Cat, dog.
Now you think I’m being funny? You didn’t study these two concepts.
These two securities concepts have nothing whatsoever to do.
You’re not going to have questions about margins and puts and calls to go along with mutual funds.
Now, you may not understand all the stuff you need to know about margins, puts and calls, but you know it ain’t got nothing to do with mutual funds.
So it’s got to be one of these other two.
Your ods are pretty good.
Get these daggum licenses.
It’s crazy watching all this tv, listening to all this music and stuff, and you’re not listening to these recordings.
You could get you some headphones, man, and listen to the terms.
Do you understand how powerful the subconscious mind is? It never stops working.
They have it set up that way aside where you can just listen to the terms as you go off to sleep.
Your mind’s still hearing them.
Now, when you get into the exam, you didn’t get blessed.
It came back to your remembrance because it was already there.
Go get your life license.
Of course.
Then go get your securities license.
And I do believe were talking about this, Laban and I, guys, the mortgage business going to be big.
Now, don’t worry about it right now because you ain’t got no security license.
You can’t get the mortgage license if you are not securities license.
Right.
It’s an order.
Right.
It’s going to be big.
Now, I think we’re going to look up 24 months from now, and people’s income is going to be up 30% just on mortgages.
So if you’re making 200,000 right now, you’re going to make 325 just with mortgages.
But you got to go get the license, man.
I heard that exam was hard, okay? We’re not all the same.
Let me fight another battle real quick.
I want rvps.
I want y’all to stop doing this.
Stop selling your team on what the brainiac in your hierarchy did.
Listen, Ulysses passed all three exams in 15 days.
What’s the big deal, guys? Well, Ulysses is an electrical engineer with five patents out here, dad.
Gummy grant Bradley graduated high school.
Stop doing that.
It is a true thing.
We don’t all have the same level of intelligence.
That’s not a negative for some people.
You go out and take the six two, three times.
But no one has ever asked me in my entire career in doing securities how long.
How many times it take you to pass? It ain’t going to never happen.
They just want to know, are you licensed? So it’s okay that maybe it might take you a little longer than somebody else.
Don’t compare yourself to someone else.
Just get it done.
Oh, by the way, too.
And invest in the process.
We believe in Jeff Thorpe and his organization, the securities guys.
They’re unbelievable, man.
Take those courses.
It’s going to help.
Don’t try to do this stuff on your own.
You know you’re not a good test taker.
It’s okay.
You need a tutor.
You need an expert.
You need somebody that’s just a shameless plug for Jeff Thorpe.
He’s anointed to teach it.
One of the 13 spiritual gifts is a teaching gift.
Certain people have the ability to make something that’s difficult more understandable for you.
That’s what he’s got.
Get in the courses and quit whining.
Qualified promotions.
You’re going to love this.
Senior leaders.
I got one for you.
Because I want to talk to the rvps, too.
Normally, when I talk about this, I’m talking about district, division, regional leader.
I want to talk about SVP, NSD, and SNSD as well.
You ready? Hard toes.
Hard toe shoes.
Amen.
Stop negotiating with promotions and get the job done by the guidelines.
No hookups, no manipulating them.
See, there is answer for that.
Oh, it’s all good.
Now there’s answer for that.
Your guidelines should be in writing.
True or false.
Make it happen.
Period.
I came up $1,500 short of my original lead promotion.
You’re not going to make me do it all again.
I didn’t make you do a God blessed thing.
The month started.
The month ended, and you came up short.
You get Snada, but some great experience on how to close out a month and get the job done.
Don’t come to your.
Listen, I’m going to help you rvps.
Don’t worry.
I got you.
If you ever feel like you got to come into your RVP’s office, talk to them and close the door.
This ain’t no.
You about to negotiate.
We’ll negotiate with terrorists.
We’ll negotiate.
Let’s just pull up the leaders bulletin.
Let’s let the leaders bulletin talk.
Where’d you finish? Well, you know, I was supposed to have two more licenses.
Understand that, but so and so came up a little bit short, and they’re going to be taking tests again next week.
So you can go ahead and just go and get promotion right now.
Open the door, walk out the door and have a nice day.
Don’t steal promotions.
Right? And here’s the other side.
Let’s go back to district division, regional leader, right before we go to senior leadership for a second, guys, whatever your requirements were, a kind of common district is three by three.
A lot of people do three by three at the district level.
Whatever was required for you to get that promotion is your new standard of excellence.
It’s your new minimum.
It’s your new floor.
All this pushing and manipulating and getting some false sales and some fake recruits and all this kind of stuff to hit the numbers.
You’re not a real district.
You’re not a real division.
Now, you can’t live up to the standard.
See, when we give you a higher contract, it is in exchange that we should be receiving higher production.
If that does not happen, you stole it.
If you’re a regional leader, do regional leader numbers or give it back.
See, I don’t believe in that.
And I’m a businessman.
I’m a businessman.
This is not good.
Feelings and hugs and kisses, some of that stuff happens and you develop friendships.
But at the end of the day, this is a business.
In any sales business, where you achieved a certain production level and then you got a certain contract, you’ll get that for your whole life.
That only happens here at Primerica, not in my organization.
You get 90 days of not bringing those numbers.
Now you’ve got 60 days to do them, or you’re going to get a contract reduction.
Why am I paying you? Because I am paying you.
Oh, no, Primerica is paying.
Not true.
Primerica took a percentage of my money by my wishes, took a percentage of my money to give it to you.
I said, no problem, because they did three by three.
And they’re going to keep doing three by three minimum.
So they can have this 10%.
But if you don’t do that you’re stealing my money.
So I’m paying you more money to do less.
See, you guys are looking at this wrong.
It is a business.
I understand.
Good feelings, Kumbaya, all this kind of jazz.
This is about dollars and cents.
It is.
Now, are there going to be some of my best friends? Are my rvps? Absolutely.
The rest of them, this business.
What are we doing here? So you say.
Well, I never really thought about it like that, Joe.
I didn’t know that.
I was kind of stealing from my promotion.
I don’t want to steal my promotion.
I can feel that you’re sincere.
So you didn’t know it before.
So we’re going to start afresh.
You don’t have to give back your promotion.
Right? So here’s the thing.
We do still want you to repent.
So for all of you that have stolen a promotion in the last 90 days, and you want to kind of just reconcile that, will you come? Will you come? Take me to the water.
Is there anybody? Take me to the wall.
There’s got to be one.
Take me to the wall.
Well, I see there are none, but yet there is still room.
Let’s get serious about that, though, right? Let’s go start playing.
Hey, Primerica tells you it’s important, too, right? You get all kinds of points in the contest.
Just do what you’re supposed to be doing.
Just do your qualified numbers.
All kinds of points, right? You just hit your qualified numbers every single month.
You’d be going to Hawai.
It’s that simple.
The company’s telling you what’s got to be done here.
Right? With versus death.
I always like doing this.
We don’t talk about this stuff enough anymore.
It’s so old school.
Okay.
All right.
Let me explain.
What with versus death is okay with is when you get a person in the business yourself, you prospected them, you got a referral and got them in the business.
This is your direct iba, your solution.
Numbers going on it.
Depth is when you recruit someone for someone else.
So, for example, I get Charlemagne in the business.
And then actually we recruit Tesla.
That’s going deep.
Is everybody? Yes.
I thought were going to interact here in this last.
Y’all ain’t got to say nothing.
I’m the one doing all the work.
Okay, so here’s the question, and you have to choose.
You have to choose.
The answer is not both.
Okay? Again.
The answer is not both.
You got to choose now.
So here’s what I want you to do.
If you believe that width is more important, raise your hand.
Raise your hand, please.
This is the width.
Keep it up.
All right.
Put your hands down.
If you believe that depth is more important, raise your hand.
Okay.
Raise your hand if you don’t have any arms.
So it looked like to me, Dave, that most people believe it’s Depth, right? Okay.
The answer is both.
What? But listen to me.
This is good.
I’m going to eat five minutes extra, okay? Because this is good.
You’ve seen me do this, right? Have you seen me do this? Okay, here’s what I need.
You know what? No.
Layton.
Layton.
Layton.
Come here real quick.
Here’s what I want from you.
I need who’s next to come out of the base as an RVP in your base shop.
I need them to come quick.
Quick.
Come on, come on, come on.
Oh, yeah, there was up.
There’s some studs there, man.
Goodness gracious.
Y’all can stay down here.
Y’all can stay out here, but come on down.
Come on down.
All right, now, we’re going to use them as an example.
It’s okay, right? We good.
We good.
What kind of shoes you got on? You good? Oh, yeah.
Oh, she got on sandals.
Oh, I’m gonna get her.
Okay, now stay with me, y’all.
The reason it’s both.
I said, but you said, joe, it’s not both.
It’s not, but it is.
This is a business of contradictions.
You must learn to manage them.
Are you ready? Are you ready? I’m telling you, it’s about to.
Bless y’all, man.
Mario ain’t gonna do this.
Okay, so check.
Here we go.
No, we’re ready.
It’s just too late.
Watch this.
Watch.
It’s both, but it depends on where you’re standing in the business at the moment.
It’s never both simultaneously in the same season.
It depends on where you are in the business.
And you’ve got to understand that and navigate that for yourself.
Now, your name? You guys? Javaris.
Tasia.
Tasia.
Okay, now, you guys are, y’all regional leaders, okay? Y’all are averaging what, again? I need one.
I need one.
I need one.
I need one.
Hey, I don’t want them.
I said I need one.
See? Competitor.
Good.
Don’t touch my damn people.
Damn, man.
Give me some more people up here, man.
Okay.
All right.
Here’s the question.
Y’all, y
