Executive TLDR
Focus on licensing above everything
Build distribution, not just income
Keep systems simple and duplicate relentlessly
Promote strong leaders with strong replacements
Long-term growth beats short-term recognition
Video Summary
Willie Naranjo explains that their explosive growth came from a simple decision: focus on licensing and distribution above all else. Rather than chasing multiple product lines or recognition titles, they built their hierarchy by recruiting heavily, pushing licensing completion, and driving production through simple activity standards like 3×3 and 3500 premium. They emphasize life insurance because it offers the strongest compensation and easiest duplication. Their system centers on getting recruits licensed quickly, pushing them into immediate production, and promoting only strong leaders who leave powerful replacements. They invest heavily into infrastructure so leaders can focus purely on production. Instead of working for short-term awards or promotions, they prioritize long-term distribution growth, override income, high QBI, and savings discipline. Their philosophy is that income follows licenses, and licenses create financial independence. By staying simple, consistent, and disciplined for years, they built a bulletproof hierarchy capable of generating millions annually.
FAQs
Why does Willie focus so heavily on licensing?
Because licensing creates distribution, and distribution creates long-term override income. More licenses equal more production.
Why prioritize life insurance over investments?
Life insurance provides the strongest compensation, easiest training duplication, and fastest path to scalable growth.
What is the 3×3 strategy?
It means helping new associates complete three recruits and three sales quickly to build momentum and income early.
Why push 3500 premium immediately after licensing?
Because it creates immediate production habits and unlocks additional compensation benefits like stock bonuses.
What makes a hierarchy “bulletproof”?
Over 1,500 licensed agents, strong override income, high savings, no debt, and a large base shop with strong replacements.
Why avoid promoting weak replacements?
Short-term promotions without strong foundations hurt long-term growth and weaken distribution.
Glossary
Licensing – The process of getting recruits state-certified to sell life insurance, forming the base of distribution.
Distribution – The total number of licensed agents actively capable of producing business.
Override Income – Earnings generated from the production of your hierarchy rather than personal sales.
3×3 System – A momentum-building system focused on three recruits and three sales early in a new associate’s career.
3500 Premium Strategy – Driving 3,500 in premium quickly after licensing to create production momentum and unlock stock incentives.
QBI (Quality Business Index) – A measurement of business persistency and policy quality.
Base Shop – An RVP’s direct organization and primary production unit.
Replacement – The licensed leadership structure left behind when someone is promoted.
Bulletproof Business – A hierarchy strong enough in licensing and override income to sustain wealth regardless of market conditions.
Transcript:
Thank you, Ken and Daniel for inviting us. Uh, you know, normally I don’t do the schools. Um, the reason is normally nobody invite me because, because they know exactly what we’re going to tell them. The only talk we have is about codes. That’s the truth. Um, why? Because that’s the decision we make for years.
Um, and it’s worth, it’s worth the patience and the focus. Um, and for me, this meeting is so important. Uh, talking to you as our VPs because I believe the opportunity is for everybody. Uh, we are, we are no difference. We just do the same thing that every other Primerica can do. The reason we are so successful is not because we plan to do successful.
We plan to have a business and we run Primerica as a business. That the reason we are successful, but I know because we are different, special or something like that, because we do everything you do. We don’t do any, any, anything different. We recruit people, we license people, we do premium, we do investments, and that’s it.
Really, that’s it. We don’t talk about PLPP, we don’t talk about mortgages, we don’t talk about any other thing in our hierarchy. Why? Because as a man, I can’t focus on one thing. I cannot focus on two things. 10 different things. And I believe most of the people were in that way. And we decide that the decision that we have is just talk about what give you, what give you us the most money and life insurance for now is like a 99.
9 percent of our income because of the bonus. You know, the bonus week this month, we receive a bonus for 550, 000. That’s yet the bonus. I, you know, that’s why is. It’s better to sell life insurance because he’s the best compensation is in life insurance. You know, I’m, you know, I start Primerica because of the investment.
I, I love investment and that’s the reason I start Primerica. But as a business owner, I, I look where is most profitable part of the business and where I can. Train people easily because to be good and investment, you need to be very intelligent. I love interior. You need to study a lot. I’m also the people don’t want to do that.
I learned I, I, I, I, my, my, uh, reading every day is about finance. I love finance. I love all the time looking what is happening in the investment world and all of that. But most of the people do that. No, Miguel don’t do that. You Miguel don’t do talk about investment ever. He don’t do any training about investments and is good because he’s very good in the other things.
And as a leader, I, uh, we, my wife and I, we, we understand that everybody is different and we mean to take advantage of their skills. Not try to teach them something really they don’t gonna get it. Um, and the talking about the, the saving rate that, uh, Keith told before, uh, since we start as RBP, we always save the bonus.
That’s our we don’t have percentage. We don’t have like a map. No, the only thing we save is the bonus every month and we’re still doing the same thing. Um, why? The reason is because we don’t want to be comfortable because what happened when you made 30, This is a lot of money. In the real world. And you made that most of the leaders I saw in, in, in, in Primerica, most of the leader get to some level of level of income around 500, 000 and they retire.
And I don’t know why he said the list for people from 500, 000 to a million is huge. And they never get to a million. No, because they cannot get it is because they are relaxed and we have never, that’s why we start with this phrase. We are not done yet. We are going to keep working because we, uh, intend to take advantage of everything for America offers.
Uh, we want to be billionaires and, uh, this is our opportunity. I don’t try. We never, my wife and I, we never try to invest in different business. We don’t open a restaurant. We don’t talk about it. We invest in Primerica. That’s why a kid talk, tell you about the office. We have a, almost a building we have in into the office.
We have 120 offices in Miami. We have 50 offices in Orlando in the same building because we want to have everybody together. We invest a lot of money. We run everything. In our, in our business, I, I, I, I am the landlord of the RVP’s, it’s not easy, but, uh, you know, my wife and I, we decide that, we decide that because we say, okay, we want our people be focused in produce, knowing, leasing offices, uh, have issues with the rent, so we just want them to work.
They pay us a fee for, for, for the rent, but, and that’s it. They don’t worry about the technology, the computer, the, the, anything they do. We, we, we put all together for them. That’s, that’s our system. We don’t know if that’s going to work, you know, because when we start something, you don’t, you don’t know if they want to work because I just started in Primerica.
And the only, the only thing I hear from the, from, from all the leaders was. You promote our VP and kick off all the office and open the door. That that’s that they were her. But I don’t feel good about that because really, I, I, I, my wife and I, we, we like, we’re, we’re Latin. We like, we’ve been together all the time, you know, and, uh, and, and before we, I continue everything I’m going to tell you is new is no good or bad is.
Um, yes, what we think, yeah, it’s not good or bad. It just was the thing because everybody or you have different system, different mentality, that’s okay. I going to tell you how we think and maybe something before you. I took some decision as kid, you know, because as a leader, when we go that I don’t like to really, to, uh, to put my people in front of all the leaders, I, we really select who gonna talk to our, uh, our leader because you know, the, the, the normal thing that people are going to start doing that.
And maybe that work for us, but I know for everybody, for example, we use, you can pass. Everybody who try UCAN Pass, they, they don’t get it. But why is, is good for us? Because we are doing UCAN Pass for 14 years. Most people try to do it in a month or two month and, and, and they say, No, this isn’t, doesn’t work.
If you do, my, my, one of my philosophies is, If you’re going to do something, never stop it. That’s the same thing in a world of, if you’re going to, because a lot of leaders can, no, no, I want to do training Sundays. Okay. If you’re going to start doing your own training Sundays, doing it. forever. Think that before do it.
Okay. I’m going to do forever. I’m going to do every Sunday there. Yes. Yes. Think about it. Um, the same thing here. You’re going to do something. My bear recommender ask it and he say, okay, do it. Fantastic. Uh, that’s, that’s, that’s my recommendation. The next. And we, uh, help people, uh, help a lot of families in the process.
We’re sitting, uh, obviously, hierarchy record, recruiting, licensing. We keep the production up and increase the numbers of life, uh, we can impact. We are so excited for our future. And this is true because I’m not here yet. Um,
you know, because now for my wife and I, uh, we are focusing is how many people we want to help. That’s why we’ve been in the office all the time. And when we’re traveling, we’re in contact with the office every day. Because we travel a lot. We travel like every month for 10 or 15 days. We love to travel.
But short trips. And most of the people never realize we are not in the office. Because we are all the time in the office, and normally we plan our trips. The days we don’t have trainings, and that’s since the beginning because we like to travel, but we like, we like to be in the business too. But every day during the trip, normally we spend in the business one or two hours in every day on the trip.
That’s why we are, we know what is going on. We know, we talk with all the, the, the, the, the, the leaders . We run a bay shop that. 200 by 200. You need to work to do that. Um, but we travel. That’s why we, uh, when we get to a million, 2 million, 3 million, it’s not like we are exhausted to work because we found a way to work and be fun and, and, and, and have fun.
And that’s why we can work forever. For example, this Saturday, this Sunday, we’re going to, uh, with a millionaire philosophy. We’re going to, uh, Abu Dhabi, Dubai, and Maldives for two weeks. Um, we just arrived last week from a trip around the world for, for, uh, for one month. And you know, and all my wife can came, can, can came to the meeting because we’ve been in travel and this week we have a lot of different Things to do in our office.
And, uh, literally she run the Bay shop, she run the ratio. She, she’s like a do meeting with the patient and all of that. Um, and we travel again in Sunday. Um, okay. This is the senior leadership meeting. I know this is the end of the convention. Uh, Glenn Williams do this because everybody asked him what the Naranjo, Naranjo is doing.
I believe that the question, because everybody talks about Try to realize how can they, how they can do the same thing, doing different things. First of all, we as a strongly focusing other, this is very good. Uh, and, uh, and, and they come up with that. It’s really focused on building a distribution and license, licensing, the leader, that’s really our main focus.
We’re focusing the license. We don’t focus either license, produce, not produce the, the percentage of producing what the license is going to stay or not going to stay that. Our main focus is recruit a lot of people and license a lot of people. Okay, investing in their business and their people to create everyone’s win environment.
We do, like I say, we invest a lot in the infrastructure, infrastructure, infrastructure of the business, and also, eh, we try to keep everybody together. That’s why we have all these trips, uh, during the year with the, with the hierarchy, um, balancing success today with opportunity tomorrow. Normally, we, we don’t take any decision to win something today that gonna hurt in the future.
For example, uh, in 2000, I believe that 2019 at the convention, when, when, what, no, 2017, when was the, um, Circulo Champion win, uh, started? 2017 or 19? 19. Perfect. I have, I need to have 18 RVPs. The, uh, directs, I have 16 RVPs, but I have a bake show doing 250 or 250 and from Prime Medica call me. Hey, you need to promote two people to be circle, champion and all that.
But I say, you know, I don’t want to promote somebody just for my recognition. And I decide not to do it because I know if I do it, I’m going to hurt my business in the future. And I decided not to do it. That’s, and I, we didn’t, but we know we continue doing the same thing. Someday I’m going to get the Sincolo champion.
Okay. We get the Sincolo champion, but for us, never the recognition is important. It never, the position was important. For example, Miguel Miguel is a NSD making 4 million. You’re going to cross 4, NAD. Why? Because we have never think about the promotions. We never think, okay, let’s promote these three RBP just to get the next.
We never think about that. Why? Because we know it’s going to hurt the future of the business. Okay. Um, priority size, strong net cash flow, QBI. I have my base shop is 80 percent QBI. Most of the, my true first QEI is 73. 74%. Why? Because we are thinking about the, the doing the right things, maximize the compound system, building a strong base show that promotes strong first, who have a strong base shop and promote a strong first.
That’s the main thing is have a big bay shop and do good promotions. That’s, we, we don’t, we don’t promote anybody because, because we think you’re gonna leave the business. Normally you promote people because I, if I don’t promote, you’re going to leave, leave it wherever we don’t care about that. You know, because, because we know you be promote doing big things as our VP, you’re going to doing big things.
For example, uh, we promote last month, Miguel, the, uh, one RB, uh, RBP direct RBP, this couple leave 440 license had for 440 license as a CEO. Regional leaders as a senior regional leaders, their replacement, they leave 300 license as a replacement. He be an RVP with 160 and the first month as RVP, they do a hundred by a hundred, and, uh, they’re gonna do 200 by why?
Because they know how to do it big in, in the basho as RVP for sure, they’re gonna do big. That’s why, and our requirement is so simple, 20 by 20 for two months, leave a repayment with a, uh, uh, doing 10 by 10, um, good QBI, making money, it’s simple, but nobody in our hierarchy want to be promoted with the numbers.
Because they’re going to feel like, uh, now it’s a competition in our hierarchy who left more license as a replacement. That the competitor, the last one was this. We promote an RBP direct to us this, um, this January have the record, uh, a 165 license as a replacement. That, that’s crazy because the, the, in the, in the, in January we promote three, one of them leave, I know, 120 license, the other one, 160, and this one say no, 165.
More because that is a, we never asked for all that license, but they want to like, uh, uh, do, leave a big replacement, um, but now we have the 300 license, that’s us. Interesting. It’s a big stand. Okay, let’s continue. And what is our fundamentals? Our fundamentals is use Primerica resources. We don’t do anything out of Primerica.
We only use what Primerica offers. Because it’s free. You know, you can pass is free. The everything, the cloud, the review, that everything is free. Why, why are you going to put money in something that Primerica give us? Primerica have everything, all the resources. I did my presentation is a four page, four page presentation.
I don’t create presentation. I don’t do, I don’t like to create anything. I like to use what we have in our hands. Um, we work to do the three by three and 30 day. That’s the main thing. When we recruit somebody. We help them to get license and to do the three by three. Normally we recruit everybody to get licensed.
That’s our main focus. We don’t care if you do the three by three before the license, after the license, if you want to work before the license, after, we don’t care. We want you to get the license. That’s the main thing. Um, Obviously a three, the three by three thousand, now it’s easy because Primerica give you bonus at the, when you, when you, um, your license is appointed, um, but we have that since, I don’t know, 2010 when we start all this, the, the, this system, um, when the people get the license, we, we have, we, we try to put them in a position to do the, 3, 500 in premium the first month.
And why I going to tell you this because, um, you know, I, I received almost 250, 000 in stocks every quarter. Why? Because of the 3, 500, because I’m, I like the money and I try to find it. The, I try to find the ways when I get more money. And we found out in 2010 when Primerica was public, when public that for every life license do 10, a thousand in premium, you receive 250 in stocks.
Okay. When they promote to this three leader and they do 2, 500, they may, you may 500. In bonus, $500 in stocks. That’s 70, uh seven, $750. Okay. And I say, why don’t do this in the same month? And we give them something and we do. When you do 3,500 with the license appointment, Orly, we give you an iPad. Why the iPad?
Because. We, I, I do the presentation in an iPad. I use iPad for everything. Okay? And we start giving iPads. The I, the iPad is around $300. We receive 750 times the QBI, let’s say 500. We spend 300 and we make 200 for every people do it, 3,500. But imagine we start in 2010 doing this. Making maybe 200, 300 in, in, in stocks at $50 $80.
Now it’s 300. Imagine how much money we made just to put in 3,500 as a, that, that, that your goal, 3,500 and you become, uh, and, and we give you the iPad. The iPad is a and, and, and, and, and tool for the business. But for us, it’s. We make a lot of money with that. That’s why we made 250, around 250, 000 in stocks every quarter because of the 3500.
You know, I like to maintain the thing very simple. We don’t, we don’t try to reinvent the world. We just Take advantage of WordPrimerica. It’s free stocks, free stocks. Okay, and then the next step in the next two months is become a division leader. Personally, when I was in the field, I’ve been in the field until I make a million dollars.
Um, I, I’m very good to closing in doing investment and all of that. Um, but I always train everybody. That’s, that’s, that’s, that’s my responsibility. Miguel, I train him until division. Not because it’s Miguel, it’s because that’s the system. I train you, every direct that I have, I train them until division.
Why? Because I don’t have time to train you, to be, spend more time with you and try to help you to become an original. That’s your responsibility. My work is to help you to go to the vision because at this time is I can help you to go to the vision. We’ve been together in around 15 to 20 appointments.
You know already the business and also you have to do this earlier. Now you have people to work That’s oily in my in my because what I saw and I still saw in my business in most people try to have a wood One good person and they stay with that person for life. And that’s the only thing that I have I know we think about the white.
Okay division division division division out of 20 division, maybe You Three is gonna stay in the business. That’s okay. Perfect. I have only 41 RBPs and we made a million with 41 RBPs Why because we thought not because we are so good or whatever it is because we found the people who want to make more You want to make that’s that’s in our hierarchy.
Our main focus is to find the right person And it’s a lot of good people out there. Okay, continue. This is, uh, I love this because, uh, helping, helping me, uh, I like Omar is my coach. And why is my coach? Because he know the business. He know extremely well the business and everything he say, he’s doing it everything.
And I still talking with him all the time. First of all, he says, when you, what is bulletproof is when you like. No, it doesn’t matter what happened in the world. You are good. For example, by 2010, 2020, we are bulletproof and that year happened the pandemic, right? How do you think we are? My wife and I relax because you’re not primary.
I can, we can, America can close. We don’t know what is going to happen. It’s a, it’s a, it’s a, it’s a, it’s a unprecedented thing. You don’t know what is going to happen. Something happened. But we are so. So happy because we are, doesn’t, doesn’t matter what happen, we can live for the comfortable the rest of our life.
But I What is body proof for, for Omar? You have more than 1500 licensed people. Make over a million in override. Okay. No personal, uh, because in Prime America you can make a lot of money. Personal, but, uh, otherwise is the, the, the, the work. And for me, at the beginning it was so difficult. That part because I make a lot of money.
Personal. I’m very good. producer, but now I live only in overwrite and, uh, it’s so nice, really is, it’s amazing, you know? Yeah. Um, I have 10 million in safe and, uh, um, no debts. Okay. In 2010, when we are start, because for us, Primerica started in 2010, why? Because we became RVPs in 2007. Um, and we made money, uh, until 2010, 2009, we made 160, 000 and all of that.
But every year, like, uh, At the, at the end of the year, or the beginning of the next year, we look around our team and it’s nothing like, um, I don’t know, maybe some of you related with that. It’s like, uh, you work the whole year and at the end you made money, but, uh, it’s supposed to be a business. It’s supposed to be a hierarchy, something like that.
Nothing happened. And Omar is always talking about a license, license, license, license, license, but we hear it, but we never. Here, like we never like, okay, let’s, let’s, let’s put attention to Omar. Let’s, let’s, let’s work what he say. And I, in 2003, we are happily frustrated because we made money. We don’t have, we have never have challenged with money, but we are frustrated because we know we can do better.
And these businesses is amazing. We can, we can do a lot of things in 2010. We decide to be experts in license. We say, okay, let’s focus. Yes. In license. Let’s, let’s, let’s see what. Omar says is true and I will start doing it in 2010. We finished with 60 license. Imagine that 162, 000 and we have already 500, 000 in savings because we are, we always save money.
And in 2017, when we became million dollar earners, we finished with 1, 500 license, 1. 3 million in income and 3 million safe. By 2010, we have 57 license, 3 million in income and 10 million safe. At that moment, we became bulletproof in what we think is bulletproof, okay? Um, for us, license means distribution.
Distribution means financially dependent. And 10, 000 licenses, that’s a lot. means freedom. Now we can stop to work and we’re going to make between five million to seven million. We are doing nothing, but we don’t plan to, to, to stop, you know, for us, because this is, um, re rear air. We don’t know when it’s going to happen next.
We don’t have like a, before we, okay, let’s go to chart, chart 5 million. Let’s, let’s work. Someday we’re going to make 5 million someday. No. We don’t believe we can, we can make 5 million. Like when we, why we, we make a million dollar, we, we had never like a see ourselves in four or 5 million. Why? Because most of them have great hair and, uh, you know, it’s like, uh, legends, all that legends, something like that.
And we are so young yet. And I like, uh, we are not realize ourself in that position, but the only thing is helping us with the license because we know, okay, we When we want to make two, 2 million, we need to have 2000 license through first. If want. If we want to make 3 million, we want to, we need to have 3000 license through first, and that’s, that’s the only thing we’re thinking.
Everybody’s asking, oh, when you gonna get a million a month? When we have more license, that’s simple. We don’t, we don’t run for the income. We run for the license. That’s our main focus all the time, because we know we have more license. We’re going to make more, more money. I’m going to show you in, in, in some slides.
This is our growth in licensing. Um, in 2017, uh, in 2007, we had 17 licenses that the, that the year we’ve been promoted to, to, to our VP in 2009. That’s the, that the, that the year we like, okay, that the recession and all of that. Our income came down and all of that. And I went, okay, we need to change what we are doing.
And we start imagine since 2010, we assisted license. And 2013 in three years, we grow. to, uh, 145 licenses. Now we license in Oaxaca 700 licenses per month. And, uh, in, uh, in three year, we grow from 56 to 146. That’s bad. It’s like, uh, when we put money, we do all the example to our client, put 25 in a mutual fund in a 30 year, you’re going to have a million, something like that.
That the same thing here, but most of the people don’t want to pass the whole process. We decide to pass the process because we have never focused in their income. We always focus in has more license. Okay. This is the numbers that a kid mentioned this, this before, and this is a presentation since That’s the same picture that I took in a senior leadership meeting when Omar came out with this.
And for me it was magic because I, I like numbers. I understand numbers. And for me that’s okay. If I do that, maybe, and Omar explained in a very good way, and by this, okay, let’s, let’s do the numbers. Um, this is the number for last month. Okay. And in the left side is the number, the formula, with a little change, I’m going to explain that.
And the other side is the number we did as a hierarchy through third. 10, 000 licensed people times 50 percent is 1, 500. Agents doing transactions. We have 10, 000, but all 10, 000 work? No. Why? Because this is a voluntary business. You, if you have 10, 000 employees, you can ask them for production, but we have is a part timers, expert timers and whatever, but we know 15 percent gonna not produce around 1.
9 to 2. 2 transactions per month. Okay, I have a lot of agents that I have agent that doing one transaction every year or every two years, but that’s for part of the 50%. We know 50 percent every month going to do something. Okay, does mean 3300 transaction life application in a month times the production.
It’s between 850 and 1200 that the, that the pollution around the, the, the, um, the agents do per month. That means 4 million and last month we did 4. 4 million because obviously we are in, we are in momentum and the numbers is huge, but 61 percent compared with the last year. Okay. This is more interesting.
For us, the biggest month ever was The convention. Everybody’s so excited. Everybody’s so happy. The recruiting thing in the blue one up is 4 million in production in premium and 6, 000 recruits. But last month we did 4. 4 million and 7, 000 recruits. Why? Why do you think we do more production like the convention?
More license? That’s simple. And let me show you. This is July. We’re starting July. We finish July with 8, 700 license, and in October, we finish with almost 10, 000 license. It’s 1, 200 code more, and the number was 478, 000, and the difference between October and July is 440, 000. More license. It’s not like we are better, we do something better, we No.
It’s because we have more license. We understand. If we had more license New license, obviously we’re going to do more production that simply like, you know, I, I repeat this in every speech I do during the last 14 years and I, I, I always be happy because I decide to be focused in licensing, but I don’t know why more people don’t do it.
I don’t have any idea, but thanks God, I know psychologists, I know study psychiatry or whatever that because I don’t want to understand anybody. Really, I don’t care about it, but for my business it worked perfectly and I’m gonna still doing the same thing. Okay, and how you can get more people licensed.
This is what we are focused on. And you can see all in your Primerica, I, I, I recommend you to look in, in Primerica, in TrendTrack. They complete, because you recruited a lot of people, but if that people don’t finish the class, they gonna, they never gonna get license. You need to, that people need to complete the class.
For example. Um, this year until last month, we have 12, 000 people that completed the class and we know around 40 percent to 50 percent gonna get the license. What is our main focus? Doing more class, doing more reviews, doing, uh, is help people to get finish the class because in more people finish the class, we know we’re going to have more people.
And if you look, this is you can find in Primerica and complete. I don’t know if you look that, but I look every day over 34 basial who do more completion during the year. We have 19 in the top of the company. That’s why we license so many people because we are focusing the In the thing that really matter, the people finish the class, because if a person finish the class, you can schedule the exam right away.
And, and you know, it’s a lot of things to think, but if you look certain numbers, and this is one of the numbers. You need to look at your ratio, how many people finish, because if you recruit 100 and only finish 20, you are doing very bad work helping them to go to the class. Just go to the class, go to the class, finish the class, finish the, the, and then go to take the test.
I’m going to tell you the one secret we have to, to have more people license. When they finish the class, immediately we send them. to take the exam. Doesn’t matter if they are ready, if they know the material, if they, whatever. What we do is, we send them, and we pray a lot, okay, pass, pass, pass.
And, oh, pass, pass, wow! You know, we know if we have 10 people getting the test today, normally 50 percent gonna pass. We send everybody to take the test. We don’t know if they know it. Most of the people get the license and I have the license. I don’t know how, but I get the license. Why? Because we put a speed in that part.
And it’s crazy because in our office, we celebrate when they pass the test. And most of the people pass at the third time. Um, especially when they fail, I congratulate. You are part of my team. I passed at the third time. I, I hate the people who pass at the first time. So intelligent, you know, they, um, and I, it’s part of my team.
I, when, when they felt it out, you know, we are, I pass at the third time. Um, but when they pass with 70%, obviously we celebrate too. We celebrate everything. But, uh, I remember one time we celebrate with 70, Oh, congratulations. It’s amazing. 70. Mariana, my daughter, stand up, this is my daughter.
He’s very young, and he’s like, 70, like, see, right? Yes. Why should you celebrate then and not me? Because he likes it, you know, and we want her to have A in everything. But, but seven is okay. Okay, this is the numbers of last month. Uh, it’s a lot of green, but I want everything green. The green is from our base shop, our hierarchy, sorry.
In licensing, it’s a lot of green. Um, new license last, last month, Miguel 79. Um, and we have 13 from the 20 top, 25 top 10, uh, RVP. We have 13 RVPs most, more than more than half in licensing, in new license oil. Only in recruiting. We have 15 or 25, uh, in the top. Um, we have in the shield license because we are.
You know, um, this is stressful because Miguel has 800 license after the promotion of the, the, the, the R. V. P. Uh, George has 626, uh, our Bezos 600, Diana 600, Lorenzo almost 500, and all of them make over a million dollars. Okay. Fatima 400 is the, is going to be next. Uh, all of these, uh, going to be million dollar in it for sure, because we are focusing a big base shop.
That’s our main focus. And we don’t run to promote anybody. You know, we have an advantage in our hierarchy. And I saw as advantage is we don’t speak English or everything we do is in Spanish and the good thing about it, that about that is you need to pass the series seats. In English. And it’s very hard for us to pass the series six in English when we don’t speak English.
And, but for us, it’s a good advantage. Why? Because we fail five, six times normally to get this 36. I fell, I don’t fight times and most of our team doing the same thing. That’s why we promote all these people with a hundred license, 200 license, 300 license. No, because we want that really is amazing, but I know what we want.
But, uh, It happened in our business because of the security license, because we don’t promote anybody without a security license. Nobody. Why? Because Omar don’t sign my promotion without the 26 and I don’t sign any promotion without the 36 because since I can do it, anyone can do it. I don’t know. I know.
Uh, sorry for that. Person can get the series. I don’t get the, the series is after the first time. Try again. Try again. We have people doing 11 times, 15 times, but for example, a Fatima. Is the number 40 here. She But it passed at the 11th time. Now she’s making 700, 000. And she’s gonna be a million dollar earner.
You know, the people who have funds, or I don’t know how to say in women, but I have you know, they’re gonna succeed. It doesn’t matter what the situation they have. But if you are pleased about your people, they’re never gonna grow. Okay. Okay. Uh, this is, uh, premium and cash, thin cash. That’s the other thing.
We are very focused. Our people made money. Okay. In thin cash, we have 15 over 25 and in premium 10 base shop, the top 10 base shop doing over 200 from our hierarchy. Why? Because you know, 200 is a lot. But why not 300? Why not 400? Why not 500? Consistently, because it’s people doing for one time in their life because they are running for something.
But we don’t, we’re, we’re doing because we have the backup, the codes. That’s how we run our business. We don’t do like run contests or all that. Yes, doing the thing in the way is, is you need to do it. Okay. And it’s, uh, it’s the, the, in the company, only 23 base shop, uh, did over 100, 000 in premium, uh, from the 23, 16 are from our hierarchy.
Why? Because we have more codes. It’s simple. You know, most of these people have more code, no? Because they, I don’t know how I, I, these are VPs. I don’t know this year, but during this year doing 100, 150, they only have 30 codes. I, I don’t understand that. Really. I, I, if, no, I understand, but I, I don’t understand.
Let’s continue. You know, this is true first. Okay, because the second thing we first of all, uh, think about the race shop, then the true first and we look and okay, the true first, the true first, the true first over the 20 over 21 through first, we have six through first in the top of the company on two of them.
It. They, they are, they, they, they are. Fatima don’t have any. RVP and Jared have only one RVP Lorenzo, uh, here in the other side. Uh, in the, in the, um, new associate. He only has one RVP. He’s our VP and make over a million dollars or 1. 1 million. Now he continue run. He, he growing the license because we want people to make money, but, uh, support their income with the, with the license.
Okay. This is premium. Um, um, life license team. Okay. About the stock. You know, I, I like, I like to follow finance and all of that. And, uh, I, I, I read the, the query report. Okay. And this is the quarterly report. Okay. This is the first thing. When you look, when the Primerica say, Primerica report, this is the first thing.
Okay. What is the first thing Primerica talk during the report? Licenses. License sale grew 7%, solid recruit, second solid recruit, 17 percent increase, new license. Second, term life insurance. Okay. Third, investment. Four. No four. That’s the main thing. product that we have. That’s where I’m focused. We don’t do more investment.
I love investment, but we don’t have enough people security license. When we have more security license people, we’re going to do more production. That’s simple. It’s simple numbers, but I don’t worry. I don’t sad about, we don’t have more investment because I make a millions. We, we turn life. Why, why, why, why I ain’t gonna try.
Imagine. No, you know, I gonna try to put everybody to get the security license to make more investments. Why I gonna do that if, if my business is work there, I make a lot of money in the process. I gonna, I know I gonna, I, I gonna change that. Okay. This is the main focus. This is our main focus in the, in the business.
These three parts, okay? I gonna show you this. This is when Primea, the first thing they say. Okay. Um, we’re recruiting that quarter 142, 000 people. And if you look at one number in the same quarter, we recruit 13, 000, that is 10 percent of the company. We recruit 10 percent of the primary numbers. Okay. Then they say 14, 000 people get the life license.
Uh, we license 1, 700 is 12 percent of the, all the license of Primerica came from our base shop for our hierarchy. Sorry. And then say we have almost 150, 000 people license. We have almost 10, 000 is 6. 5%. And I always thinking, what about to have 10 percent of the company to any, but imagine when we grow this number from 6.
5 to 20%. That could be amazing. You, we don’t know when is gonna happen. You know, we talk, everybody ask you why, why you gonna be next year or two year? I, I don’t know, really. I, I, I don’t know what is coming. That, that’s, that’s the excitement that I have because I don’t have a end. I, we don’t know. We don’t know what is gonna happen, but we know it’s still doing the same thing.
We’re going to make more money. We want to grow our business. We grow the million in the next two, three weeks is going to be, you know, that’s, that’s amazing because we’re going to cross from 7 million to a million in three months. That’s, but when you get to, uh, this is my wife idea because She’s very creative.
We start, okay, let’s put a name for, for, for this group. We call the millionaire philosophy, but we want them to, to have a war that when you saw them, you recognize them. For example, my only answer to everything. Is appointments. When somebody came to me, oh, you know, this business, the only thing I say, okay, how many, how many appointments do you have last month?
That’s it. Uh, you need to do more appointments. That’s why nobody ask me anything at all. Because , they know the answer. They know the answer. Oh, yes. They, they answer themself. Okay. Appointments. Okay, , I gonna ask William no appointment. Okay. No. Yeah, I know that. Simple. My wife is the, the, the, the, the queen of the, of the license.
She is the expert, she know everything. Miguel, he create the yard activity. Uh, Diana, discipline, uh, George, work ethic. Because the work we put there is the work we, we identify them. Normally, they try to pull, uh, A fancy word and I, we say Uhuh, that word doesn’t work. No. For example, uh, George want to say leadership like sounds amazing.
No, I don’t. You are a leader, but you know, I see, I saw you going every week to Orlando from Miami running, leaping in the cow show, the, or the, or the other leaders work work ethic. You have work ethic. That’s what, that’s what you represent, Lorenzo. Faith in, uh, faith in, uh, in action. And, uh, we have, uh, already most of the leaders, because what, um, Keith said before is true.
In our hierarchy, everybody thinking about being million dollar earner. They are not thinking about being an RBP, SBP, whatever. They are thinking about being a million dollar earner. Why? Because that’s possible for everybody. They need to have around 500 to 1, 000 codes. With 1, 000 codes, guarantee is a million dollar earner.
Lorenzo get with 600 codes, but he need to still working hard to get 1, 000 code in that moment. That million is gonna be, uh, like a Okay? Uh, we are not a team because we are together. We are a team because we respect, trust, and care, uh, for each other. And this is how it look. Right now, I work durably, free from Primerica, but it’s me, the seven, because I don’t get yet.
And also I don’t, the eight this month for maybe they’re going to get the next year when we have already nine, but I, they are behind, and this is the six. I have already the nine, you know?
You know, they, they, they call me, how you want your ring? You know, because now they are, they need to create new rings. And I say, I don’t know, whatever you want. And that’s, I believe the simple is put the number and that’s it.
Yeah, you know, it’s, it doesn’t, this doesn’t, for me, really doesn’t matter. This, what is here, it doesn’t matter. Okay, people who said at the highest level are not lucky. They are doing something different than everyone else, and we are doing something different, but we were all of these leaders work hard every day, every, uh, everybody already.
We are at the office every day. You know, we are traveling, but, uh, we are, the office is every day. We are doing something different for sure. And you want to follow our heart. I don’t use social media. I just open these because you know, the people say no. So you need to, we need to be, but, uh, normally in this place, We talk about the success of the hierarchy.
This is not to recruit anybody. We don’t use it to recruit anybody. We use it just to show the success of our hierarchy. That’s the only thing that we use. I don’t use it for anything else. Okay? And that’s it. Questions?
When I hit a good golf shot, I look at the guys I’m playing with and go, Any questions? That doesn’t happen very often, so. He just hit a pretty good golf shot. So there shouldn’t be any questions. But I got a couple questions. And the reason I have a couple questions is I went to your office and we brought a few of our teammates with us that day to your office.
I wanted my son to see what you have going on and we brought a couple teammates with us. And some of the things that I saw was incredible. One thing I saw which was pretty cool was, I saw online, first of all, I saw four different meetings going on. One in English with four people in it. And, three licensing classes.
So his schedule is, you know, we grew up doing opportunity meetings. And I always said, I think Omar never did opp meetings. One is because he stuttered. And I’m not busting his balls, but because he had a speech impediment, maybe he felt uncomfortable. Now he, the more money he makes, his stuttering went away.
Um, But, a hundred percent of the people you guys recruit. Is one on one one on one. Can you just say what you guys do with that? Yeah, this is a very good question because, um, I grow with a, with a thinking about opportunity meetings and also in the, in the book. So our William, they talk about the opportunity meetings, but when I start primary care, I travel, I been in Miami 15 days and trying to Columbia 50 day because my wife and my daughters.
What they’re on a separate America for the flexibility for that, because as employee, I can no go any time to Columbia only on the holidays. And in United States, no enough holidays. Um, you’re in Columbia, like every weekend is a holiday, but, but here is like a, for a year or something like that. It’s okay.
I have a family. Uh, I want to be there, but I don’t want to move back to Columbia. I want to grow something here. And that’s why I start primary. My first two year, I worked. 15 days per week, um, going to Columbia, 15 days. Um, the first two years, every month I, I did 000 in personal production, I made 5, 000 or 6, 000.
That’s why I, I don’t understand how people don’t do 10, 000 in personal production every month. I don’t understand that you don’t do that. We saw a lot of RVPs coming to me. I, my business not growing, whatever you do. Personal production. No. Okay. I don’t understand. I can, I can’t help you really. I can’t help you because in 15 days I did 10, 000 in personal premium consistently.
Um, until I get to the million and, uh, now the average in our hierarchy is 20, 000 in personal premium. The leaders doing that. Um, but going back to the question, I don’t have the time. To wait until the next meeting. I Okay. If I did it, I contact you, I want to meet you today or tomorrow. I don’t. Okay. You know, next week, because when I start in the office, I start, they do that and, uh, and you say, okay, let’s have a meeting on Tuesday.
And that Tuesday, you know, it’s difficult. Okay. Next student. No. You know, and, uh, you waste a lot of time. I say, okay, I, I want, I need to know now. It’s for you or not. I don’t have time to follow a year for for two months or three months to to help you to go to the office. I want to know now what I need to recruit.
And that’s why we never do the train. First of all, because on Omar, he don’t do. But in my personal case, it’s because I don’t have the time to wait until the next time because The next weekend, the next week I’ve been in Colombia. I don’t, I, I, I need, I need to recruit you. I don’t, I don’t want somebody to do the presentation for me.
And that’s, that’s why. All right. What, but one of the things that I saw too, is what you guys meet on a Tuesday or Wednesday night, right? Tuesday nights. And you do a training that night. Okay. Can you, and then you had a bunch of, when I saw you, that was a Saturday, but I was at your office during a week, years ago, your old office.
But in the training, you break the training out into different levels. Correct? Saturdays like, yes, we have during for me to the nice for teach people about finance, new people and old people. I need to taste tissue. You know, during the month we do three trainings about finance. Investment and one for life.
We never do training about recruiting because recruiting is so simple. It says, why you don’t going to be in this business to get a security license and then realize in primary, you’re going to pay almost 3000 to get your license. And, uh, you only need to pay 99. That’s a, you know, you don’t need to do be trained to recruit people.
It’s, it’s, it’s so simple. It’s so simple to recruit people. It’s so simple to recruit people. And now it’s more because the people is looking, is looking for opportunities to make more money. Uh, you’re only going to spend 99 and 25 is like a no brainer. But you know, I never tried to understand anybody. I explained to you, you’re like a good, you know, whatever.
Next to the next person. All right. The reason is, is I see a lot of us wasting. I listen, I do, I do op meetings. I like the fact. That, and by the way, you do op meetings too, you son of a bitch. I, I was at your office, I was at your office and you had four licensing meetings going on, right? And one was, well, five, one was just four people and spoke English.
But, but there was literally hundreds of people in each room, and they do a licensing class. And then the million dollar earners, George, and I saw Diana, and they get up and they talked about, because some of those people, I said, did they, who did their interviews? They said some of the people that are in licensing school haven’t even filled out an IBA yet.
I was like, pretty cool, right? They already got the presentation, but maybe some didn’t fill out the IBA, but they went to licensing. Because every other Saturday, you guys do licensing in your office, right? And then in the four different meetings they had, the million dollar earners got up for about 20 minutes and they go, This is who Primeric is, this is what we do, which is an odd meeting.
Um, no, no, no, no, no, no, it wasn’t. It was It was a we do what’s right kind of me, but it was pretty cool. I thought that was pretty cool, but then you broke your meetings. You had the different meetings. The licensing is going on. Then I see a room with someone in there, and there’s a hundred people online.
And I go, what, what’s that? That, that was the, to get blood and urine.
Yeah, no, in Saturday, what we do Saturdays is, um,
No, what we do Saturdays is, you know, we use UCAN Pass, and, but the people don’t, They do UCAN Pass and they don’t know, they don’t understand anything about UCAN Pass. And we, with Primerica, uh, obviously we ask permission to Primerica to do the reviews. Because Primerica don’t have in Florida the reviews in Spanish.
The reviews are in English and we figured out, okay, we need to do something to help the people and we start doing the reviews Saturdays, but the requirement, the requirement for the outline to help somebody there, you need to be there and I have all the agents with people is, uh, right now is, I know, 500, 600 people going to a class, to a review, but I have another thousand agents Doing nothing in the corridors and I start long time ago.
Okay. I need to do something with these people we start doing different training with that and right now we We we separate the training about production the people who zero to 10, 000 50, 000 and up we separate them and we do different training for them And we have a club. We call, we call the club the 50 by 15 club.
You 50 by 50, you are in the club. But we gonna change December for a hundred by a hundred. You know, last mo last year we have 30 by 30. Now we year 50 by 50. But uh, in December we gonna change for, for, for a hundred, by a hundred. But at that, that club is, we have a special room, you know, for, for that clue.
We have like a. A board member, big room, comfort chairs, and all of that. Um, this is the people who do over a 50 by 50. And then we tell the, the, the, and we put in front of that meeting the people who do 20, 20, 000 until 50, 000. They are all in a, in a, in a comfort, not a very comfortable, but comfortable chair.
Uh, chairs, everybody like very hard. And we, we sometimes I said, okay, come to the 50 by 50. Look how we look first class. And I, you know, like when you go in economy and go to first class, business is completely different. But when you go to business to first class is another level. And, uh, Normally, we try to push them in different ways, and I expect on doing that.
Um, but we, we run different classes, um, because of that. Because we, we try to, to, to teach them, but the main focus is help people in the, in the review. Why? Because we want them to complete. That’s why we do the review. We don’t do the review because I like to do the reviews. We want them is because that the way we know they’re going to finish complete and then get to take the exam.
And then these guys do donuts and like spend a bunch of their money or invest in their business, which is a cool concept. Um, but then, then I said to him, I said to him, well, like, he goes that we use a four page, but I said, well, like what presentation? So I, what I see is I see a lot of us. That aren’t working in our business working on our business and we set up meetings and events and trainings drill for skills.
I spoke to someone the other day, they go, I do an hour drill for skill every day for five days a week. I go, well, who did that with you and we over spend our time thinking that we’re working on our business and I said to him, okay, and I, and I said that Willie, well, what presentations do you guys do? He goes and he goes like this, I don’t know what they do.
I go, does they do, does Willie do, does, does, he goes, Miguel does something a little bit different, maybe Eric does something, yeah, I, doing the same because it’s interesting. Uh, I, I, I had never, I had never heard any of my, the people I train doing the presentation. I don’t have time to like, uh, sit down for the presentation or change the word for the, I don’t care about that.
I care about, about the appointments. If you have in a hundred appointment, you’re going to do production. I don’t know. You do amazing presentation or presentation. Somebody gonna follow you. And this year. Um, we sit down as a philosophy. Okay. Uh, the Miller philosophy and the second, you know, we need to have like a one presentation for everybody because nobody of us know what is the other presentation and we start doing the presentation and we do the same presentation, you know, everybody do this in front of you, but we don’t know.
We do this in presentation because I trained Miguel, Miguel trained Diana. I trained George. I trained. All the million I trained in and, uh, they, thank God they do what I do. They don’t invent different things because, you know, at the end, what we teach them is don’t change anything. You don’t need to think a lot.
You need to do is more activity. And I don’t, I don’t like to create anything really. I, I, I like, I like to do the simple things. You know, my, our, our, um, our, uh, what we do is very simple. Get people licensed, recruit, get people licensed, 3 by 3, before the license, 3, 500 and division. That’s it. Whatever pass after that is So, I said to him, Alright, so you recruit a person, he goes, The only focus is we get, we get your IBA, we get you licensed, and we do your 3 by 3.
And I go, OK, well what about referrals? And he goes, I don’t get referrals. He goes, I don’t have time to call them. Explain that. Yeah. Yeah. Because it’s a lot of, a lot of, uh, uh, one of the things, you know, the referral thing is you, you can see the referrals in two way. The referral is more money for you or the referral is more money for your agent.
For me, more money for my, for my agent. That’s why I never pick up a referral list. Because it’s not for me, it’s for them. And I don’t have the time really to call all these people. I want them to call their people. Okay. Miguel called all the people. I have never get any referral from, from Miguel or the least.
No, maybe I lose a lot of people because of that. But at the end with 41 RBP, we made a million dollars. Okay. Maybe I lose a lot of people, a lot of good people, but, but at the end, Um, he’s worked very well with some people and, uh, and, and I, I care about the, some people know the thousand, uh, that left the business.
He also said, you also said today, QBI is 80. That doesn’t happen by accident. So there’s fundamentals that you do to get, because when you’re doing 10 by 10, you know, You know, every name, every social security number, the frigging dog’s name. Okay. But when you’re doing 200 and 300, like Miguel did almost 500, 000 a premium in his base shop, right?
You 200, 300, 000 a premium. That’s a lot of business coming through. That’s a lot of people doing a lot. How do you maintain an 80 percent QBI? Yes. Um, we’re always we are focusing the, uh, in the, in the business, what is going on. But the first thing, maybe it’s a recommendation as a, as our VPs. We don’t, we have, uh, all the policies restricted.
Okay. When some agents send a policy, it’s not passed through. Our office managers need to call. Okay, need to call the client as the all the question. Okay, you want to spend 100 in a policy. We found out some people. Don’t know they are spend 100 and, um, we, we, we, we return a lot of productions. Okay. And they need to fix it or the way these know the correct way or something, something wrong.
And that’s why that’s the first filter. That we have. Every, every, yeah, every, every, the, the office manager need to call person by, we don’t approve any policy without the contact. For example, is normal, the, um, the, the office manager call the client and don’t answer. Until the client don’t answer, we don’t accept.
Why? Because we think, okay, if the paramedical gonna call them and they don’t answer, we don’t, we’re going to lose that policy either. We prefer not accept. And we like the bonus, you know, we want more bonus, but you, we know what is going to happen in the near future. And that’s, that the first thing that the most important.
The most important thing there is obviously to follow up the whole process. Awesome. I wrote something else down. You said, so I said to Willie that day, I said, well, so what’s your system? They don’t go to PFSU. You do. You can pass. And he says, as soon as they finish the class. On Sunday, they take the test on Monday, and they’re gonna fail.
And I said, okay. He goes, and then they go on Tuesday to take it and they fail. And then they take it on Wednesday and they fail, and then Wednesday or Thursday they pass it. I said, that’s your system? And he says, yeah, the company, the company pays for them to take it again. And I said, I didn’t know that.
So can you explain that? Yes, I was, I was, we are, most of the people in our hierarchy, they don’t know how to, how they get the license, you know, how the license, but they don’t remember how they pass. Why? Because when you go to, is, when you go to take the exam, it’s a review for you. It’s like I just started again and that’s why we don’t, we don’t try for them to think a lot because when we have people to say, no, let me prepare well and all, you know, in two, three weeks that people, that person never going to get the license.
Most of the people who get the license because they don’t pass and they, they filed 65. 60, whatever. And they, they think, okay, I’m close. I’m close on that. They added their excitement, but they need to go on every time they go, they learn more and that’s why they pass at the third, but America tried to convince us that we need to prepare well, the people, you know, doing, because they have the path to, to, to study, you know, every day, like a, uh, a chapter, a little does work for the intelligent people, you know, for the rest that we are so That, that’s for, for the, for the, for, for, for the, for the people like me who don’t really like to take a week study, I want to study one day or two days, something like that.
That, that, that’s, that’s the majority. Okay. That’s the majority. And we work with the majority, the majority, the, they don’t take the exam. They don’t study is they don’t have a date to the exam. You know, most of the people I, when I try to pass all the license, I need to put a date. And okay, in two months, in two months, okay, I have two months to prepare.
I have two months to prepare. And three days before, okay, three days, three days, I need to study. And I close everything. And I study like one night and I Try to pass. I failed. Okay, let’s do again in a six month. I’m gonna put away Because I know most of the people gonna study if they have exam and to get Primerica get paid the exam they need to Complete an exam.
That’s another study for them That’s why the parts are the third time, but they, they know already the material. But that happen in a week. Our plan, and that’s why we do the train, the, the review every 15 days. Why? Because in the, we have a 600 people now, we want them to, in the next two weeks get prepared.
Pass the exam. We don’t want them again in another review. We want to finish with them and, uh, the new, the new people coming like a factory. That’s, that’s how we create the, the, the system. And doing fast, the, the whole process. Give a hand. That was awesome.
Is there any questions we got? We got one or two questions we could ask if it’s a good question. Yeah.
What do you expect to rally people to show up to your meetings every week? We just two months ago, we ran another big, uh, almost the half of the third floor is another big meeting because we, we are, we need more space to, to train people. We have in this morning in, in our, in our building, we have 16, 16 different training rooms.
Okay. And we try to fill it out. Everybody. Why? Because we understand when we have a like a room and a full you are comfortable. And we try to to to maintain like that space that that that we need to grow like visually we need to grow and we expect more people every every weekend. That’s that’s what we expect every week.
Um, but in numbers, we really. I don’t know because there’s a lot of people to track. It’s thousands of people going every training to the office. I know every RVP is in the office everyday. The majority. The success RVPs they’re going everyday. They uh, they work every day. The R. B. P. Done doing doing well, because in our hierarchy doing 100, 000 is cute, but it’s not enough.
You know, like, uh, 100. How do you live with that? Um, normally that R. B. P. They don’t do what we’re doing. Going to the office every day. Try to help people is like they get laid or no, no, right? Like, uh, To the training, just a little bit late. Um, you know, it’s, it’s, uh, the people who are doing the same thing we are doing, obviously have a huge success.
Because one of the things that I noticed was you had a ton of people at your office and the million dollar earners are there. You guys are there when you’re in town. They said, no, you’re not there all day, but you’re there every day, which I thought was pretty cool. Where we have guys that are full time that sometimes go weeks at a time that don’t come to the office, which is why they’re, Dealing what they’re doing.
Who had a question here? Sheldon?
Yeah. Yeah. Most of the office we, well, we have people in Texas, our main, uh, our main estate, New York, Texas, um, uh, Pennsylvania in Miami, Orlando, Tampa. Um, but that’s why we have a big office in Miami, big office in Orlando. Also, we have an office in Atlanta. Uh, we are waiting for the 20 feet, some for somebody in Texas to get it, to have an office.
Also in New York, in the other state, but our main, like, I don’t know, 80 percent of our production came from Florida. You know, we are so blessed to live in Florida because, you know, uh, Miami, uh, like every 10 years they renew their people. Because, yeah, because something happened in Latin America, politically, everybody moved to Miami.
We have Cuban, Venezuelan, Brazilian, something happened, yeah, we need like a, yeah, it’s always happened. It’s like something, something bad happened in South America, they moved to the United States and we started, yeah. Yeah, that, that, that’s a good thing about, uh, Florida. I like, uh, every time he’s new people, new people, we have like a renew, renew people every, every time.
Well, speaking of which too, one of the things that Danielle and I noticed we were there that you’re not going to the prisons and trying to find people that are looking for work. Like they’re getting people like I was a doctor. Two guys are full time husband and wife doctors making a half a million dollars.
People, financial planners. Yeah. Like all good, quality people, everybody recruits up. Because they’re making a half a million dollars. I spoke to, at the luncheon, I think one of the guys was making a half a million dollars as a doctor. He goes, yeah, but a half a million dollars in Miami is not a lot of money.
Willie makes more than that in a month. So that’s why I’m doing this. Right? So, the better you do, the more you’re going to attract people. Someone had one question. Yeah, Joe Monti. Yeah, uh, Willie, when someone brand new gets started, what do you do? Yeah,
that’s a very good question. Um, because, uh, the first question was the, um, okay. The appointment. Yeah, yeah, yeah. The appointment. Yeah. It doesn’t matter. Why? Because I, I personally, I was the person who don’t go, I don’t go to any appointment without my license. That’s me. That’s why. We don’t try to convince anybody, you know, you don’t, you like, it’s people that I don’t worry.
I give you a hundred transaction. It’s okay. It’s everybody’s completely different. That’s why we are so flexible in that part. We don’t care. The most important thing, get the license, do the training after, before, wherever. When you have the license, for example, Miguel, Miguel got the license without go to any appointments.
And got the license and for a year he don’t do anything, but he have the license and something happened in his job and okay, I have the license, need to do something. Really what I can do with the license after a year. That’s why, for us, because when the people have something, okay, they, they, maybe in the future they, they, they cannot use.
That’s why we don’t care about if they do auto adobe. Imagine, imagine we say, okay, , let’s do three by three right now. Then you get the license. Maybe we don’t have a Miguel today. I want them to get licensed. That’s the most important thing. And the other question was? The split sale. For us it’s mandatory.
Why? I explained that to my people. It’s mandatory to do the split. Why? Because who do the presentation? I did the presentation. If something wrong happen with that policy or whatever who are the responsible? The people, the person who do the presentation, who, who, who need to be first in the split. Me. I’m the responsible.
That’s it. I say that mandatory. That’s and everybody understand that. And that’s the truth. I, I, I, I have the whole responsibility because we have situation when the client called Primerica. No, you know, uh, these, uh, wherever the Primerica called the agent and, and the client say, no, that’s it. That’s personal.
I never see that person. These other person do the presentation, do explain, no doubt other person. That’s why it’s legally really is it better to do the split for us without how we explain to, to the, to the agent, we do the split all the time, but I know everybody do this plan all the time. But if you split to sale, people try to learn a little bit better.
Give Willie a hand. That was awesome. Awesome. And, uh, a couple, a Willie, a couple of these guys had more questions. So I’m going to give me a room number. They call you about three in the morning. Hey guys, just real quick, just in wrapping up, um, Two, two things. One is, what we’re doing agenda wise is we’re gonna kick off, we’re breaking now, we’re gonna go, we’re gonna kick off at.
