Video Summary
00:00
Hey, real quick, man, I’m gonna bring up our panel of RVPs. Who here is an RVP or an RVP? Soon to be. Good. Good, good. So let’s bring them up, man. Let’s bring up these studs. Calling up onto the stage, the great Leighton and Veronica Brown. Come on up. Come on up. Come on up. Calling up the great Tyler Pauline and Will St. Jean Junan and James Van Dil. Y’ all excited, man. Y’ all better get up on your feet and get these guys a hand. Come on, get up, get up. Proud of y’.
00:56
All. Proud of y’.
00:57
All. Thank you. Thank you, thank you. Thank you. All right, guys. All right, we have 18 minutes in this session in this panel, and we have some rock stars in front of us. I’m gonna start this panel off with the great Layton Brown. All right, y’ all know who Layton is right here. All right. This stud right here, man. We’re so proud of him. Layton, quick question, man. You’ve been in the business for how long?
01:32
12 years.
01:33
12 years. Okay, 12 years ago. Well, if you met yourself 12 years ago, what’s some of the advice you would give yourself 12 years ago?
01:44
If I was starting back in the beginning, the first thing I recommend for everybody do is get fully licensed right away for sure, right? Definitely get fully licensed and fall in love with self improvement. Right. The biggest problem with self improving is that you got to improve by yourself. So that was my biggest advice. Sell out to massive recruiting, sell out to licensing, and sell out to people skills. In the beginning, I learned a lot about sales skills. I was a good closer. I can get someone to say yes, but this business is about keeping people around you. The people who keep people around them the longest are the ones who win long term. So those are the things I recommend.
02:16
Great answer, Great answer. Great answer. And where do you see your business in the next year from now?
02:22
The next business will have 500 codes, three regional vice presidents with the ring, and we’ll be with 500,000 income, man.
02:30
That vision is clear, baby. That vision is clear. I love it. I love it. And let’s go to the great Tyler Zimmerle. Tyler, where? What part of the United States is your business out of what states? Right. And again, if somebody’s brand new in the business, what’s some advice you would give them?
02:47
Yeah, so I’m located indianapolis. I have RVPs in six states, and we have licenses and probably like 3:30 right now, something like that. And I guess my advice for new people would be, number one, plug into everything. I know I’m kind of talking to the people that are here, but, man, like, don’t miss an event. And especially for those of you that if you’re newer and you are, like, very serious about this, you want to be a regional vice president. One of the best pieces of advice, my direct upline and SNSD Jeff told me was, hey, anywhere I am, you should be there, right? So if you’re like, okay, why do I need to go to this? Well, do you want to be a regional vice president? Yes. You need to go because your RVP told you to, right?
03:31
Because we have a vested interest in you winning. And so the best thing that you can do is, man, just show up to everything. And then I’d say number two is just work on being consistent. Like, consistency is your superpower in this business. And so you got to get yourself to where you are doing what you’re supposed to be doing on a daily basis, whether or not you feel like it, whether or not you’re excited, right? That’s the real work in our business, is being excited whenever you don’t feel like being excited, doing the work, when you don’t feel like doing the work. And if you can do those two things, stay plugged in and be consistent, you’ll crush this thing.
04:04
Oh, what answer. What answer. What answer. All right, Ms. Pauline, let’s do one. Let’s have a question for you. What motivates you to push beyond your comfort zone right now?
04:17
The financial freedom. I always tell people I’m ambitiously lazy, so I want to get to a point that you make 150,000 not working, not doing anything. You get to own your own schedule. You get to do whatever you want to do with your day. It’s just. It’s the financial freedom for me.
04:36
I love it, I love it. And then, Ms. Junon, let me ask you this quick question. Where, if you hit all your goals this year, what does that mean for your family and your lifestyle?
04:52
That would mean retiring my husband. We have two special needs sons, and my husband still work. So that would mean retiring my husband so he can be home with the kids and I can go on and take our business to the million. That’s what it would look like.
05:07
Oh, man. Let’s go. Where other business out there do we have these type of conversations, right? What other business out there do we have conversations? Where we’re open, we’re transparent, we show you exactly what is it that you need to do to become successful and get on stage. Right. Man, what a blessing. Guys, don’t neglect how much of a blessing it is to be in this building right now. Right? And so, Leighton, coming back to you, man, how are you in duplicating your mindset and duplicating your activity? What are some strategies that we can take home from. From this event to do that as well? Because you’re by far one of the best teachers and best duplicators that we have in our hierarchy. Right. And we want everyone here to see how you do that as well too.
05:50
So give us some wisdom on that.
05:52
One of the biggest things is being an example and everything. So every single morning I wake my team up, you know, at 6:00am I’m in a group chat. I remind them constantly of a success schedule. I believe a success schedule is getting past 6:00am you know, you pray devotional, you know, 10 pages, your audios, you know, get into the gym, do those kind of things. And we have a training every single day in our hierarchy. 9:30 or 10:30 in the morning and 2 twice a week at night. We have PDR sessions, practice drill, rehearse. So we’re constantly going over practice, drill, rehearse. The only thing we’re talking about is mindset, recruiting, closing. A lot of times my teammates are at the office, I’m walking around listening to their. Their meetings and helping them get better and say, okay, this is why you didn’t close.
06:33
Hey, I would have said this time.
06:35
And.
06:35
And it’s always working with them, teaching them how to close, teach them transitions, teach them how to sell, teach them how to add people skills, you know, And I always, just constantly remind them and always let them know that, hey, I’m here for them. And after every single appointment, give me a call whether you close or not. You know, I truly believe in Primerica. If you’re not doing 10 by 10, 20 by 20, you still need help. Really? 20 by 20, you still need help. So consistently working with them and teaching them the business that way, man, that’s awesome.
07:01
Lane, what fires you up about this business, man? What’s something that wakes you up in the morning, gets you super excited about this business for the last 12 years? What’s something that gets your butt out of bed every morning?
07:11
So this answer is kind of controversial. A lot of times people say their why, right? And why should make you cry. And a lot of times people got a real. I had to reevaluate my why? Well, a lot of times my mom. You know, it’s okay for your why to be you. It’s okay, right? It’s okay. Your why to be. You want to be successful. You want to make it out. You want to get out the hood. You want to be the first millionaire family. You want to be that person. So it gets me up in the morning now is myself. And also now Veronica, you know, I have a partner, serious partner now is to have her be free, have her be as soft as possible, you know, have her, you know, be successful.
07:44
You know, so that’s my focus in our business and also seeing my people win. You know, there’s guys that have been with me for a little bit. I want to see all of us win. I want to see all of us getting a dream car. All of us had the dream house, all of us retire our spouses. So those are the kind of things that fire me up. Is everybody winning? And there’s many examples in this organization here.
08:02
I love it, man. I love it. Oh, so good. That’s so good. Tyler. Tyler, how do you handle dips in momentum with your team and your hierarchy?
08:14
Yeah, I mean, so number one, you just gotta realize it’s gonna happen, right? Dips are gonna happen. A business is never straight to the top. But like, when you have dips in momentum, that’s when two things I think you need to increase. You need to increase your communication, and you have to increase your activity, right? Increase communication, increase your activity, right? Because it’s one thing to get momentum, it’s a whole other thing to keep it. And momentum is everything, right? Momentum makes great people look amazing, and it makes good people look not so great whenever you don’t have it. And so if you are struggling with momentum, right, Number one, realize, like, you have got to put some hellacious work into appointment setting. Nothing happens without appointments.
08:54
And so we have goals, we track it every single morning on where your personal activities at, where our base is at, where the hierarchy is at, right? And if I see that dip in, man, that I’m like throwing incentives and everything I possibly can to get that going to, so that way we have the momentum again.
09:11
Love it, man. I love it. What fires you up about this business, man? We heard about Layton. His. Why. What’s your. What’s your reason for this business, man?
09:19
For me, like, number one, like, I want, like, I believe if you are here and especially at this event, I believe, like, God wants you here. And so for me, I feel like just look at, like, man, you look at our country today, you look like, I think people need leadership more than ever right now. They need a positive environment more than ever right now. And, you know, we’re in a business where you can recruit thousands of people and you get to influence people’s lives. Like, what greater calling could you possibly have? And so am like, fires me up is like, how many people can I influence? And, like, show them, like, hey, you. You can have it all here, right? Thank God we’re in America. Thank God we’re in Primerica, right? So that’s number one.
09:55
But then number two, like, we have four kids, and now we have kids that are old enough where they’re telling me all the time, like, they want to do the business with us one day. And so to see Blake and Keith last night, like, to be like, man, like, that could be my kids down the road, like, that fires me up like crazy.
10:08
That’s awesome, man. That is awesome. All right, Ms. Pauline, I got a question for you. Here it is right here. How do you balance business growth with family priorities?
10:22
You just need to understand that the business is the one that will get you to everything else. So when it comes to balancing family and business, the first thing that we had to do, I had to do as a mom was to sit down with my girls and let them know that, hey, listen, mommy’s gonna need to do this for a period of time. For a period of time. Now, I thank God for my husband that step up, because a lot of time is the one that is in the school, in the meeting, because I’m like, we gonna need three to five years so mommy can put everything on the line for you ladies to have the goals and the dream for tomorrow.
11:07
So it’s a matter of the good thing is having a partner that is there to help you, but at the same time, having your schedule in a way that you know that, okay, I gotta do this for my family also. I have to do this for my business. The same way my family need me is the same way my business. Because with the people in our business, they become family. So I have the first family and the second family. So it’s a matter of having a good schedule. So you are able to manage both, man.
11:39
Great answer. And Ms. Pauline, let me ask you this as well, too. How long have you been in the business for?
11:45
16 years.
11:47
16. 16 years. If you met yourself 16 years ago with what you know right now, what’s some advice or some coaching that you’ll give yourself 16 years ago, Ms. Pauline.
11:58
Sell out to recruiting. Know that it is an opportunity that you have to recruit. There’s nothing wrong with recruiting because all businesses recruit. If you want to have your the freedom that you need tomorrow, you have to sell out on recruiting. When we started, were always personal premium producers. But as soon as we switch our mind to okay, the recruit come first all the time, 100% of the time, that’s when we see our business explode. So just sell out 100% on recruiting.
12:31
That’s so good. That’s so good. You guys getting some things out of this. You guys better be taking out some notes, man. This is some good stuff. All right, Ms. Dunan, I have a question for you. What are some habits in your experience throughout your journey here in Primerica that separates a leader in this business?
12:51
Habits. Habits are very important. Okay? So one habit is to be at every single big event. I know it’s not a habit, but it has to be a habit. When you are doing well, the events need you. When you’re not doing so well, you need the event. Another habit is that personal development. I know no one in Primerica who’s doing anything big, anything meaningful without personally developing. This is a people’s business. You’re going to run into all types of people, right? The people that are sometimes rougher around the edges, they’re going to be the one that come and blow up your business. Imagine you’re not in a place to handle that, right? So personal development is going to help you to be emotionally stable.
13:39
Stable.
13:40
It’s gonna help you to take coaching with a grain of salt. Because if you’re not personally developed, everything that is said to you get offended, right? And taking care of yourself personally has to be a habit. Because this is a business where sometimes we have to work till midnight, sometimes we have to work till 2 in the morning. So you can’t be tired all the time. So having an exercise to physically take care of yourself physically, Another habit is emotionally take care of yourself first. It’s like the airplane thing. I can’t help her if I’m gonna pass out the next minute, right? So even though we are wives, we are mom, we are husband, we have to be that person first.
14:27
I have to be a woman first, which means developing the habit to take care of me as a woman so I can be good enough to take care of the business.
14:36
That’s beautiful. That’s beautiful. And miss, you know, how long have you been in the business for?
14:41
Seven years.
14:42
Seven years. Okay, and from the seven years, what would you say is a good target for every person who’s an RVP or future RVP for their personal production and their team production. What would you say?
14:54
All right, so it’s all about the big bay shop. So there’s not something that I say that is something that you have to buy into in this new Primerica, if you are an RVP, that the goal has to be a minimum of 100 by 100. We are part of an environment that with Coach Scheffler he’s talking, they’re going to do 200 by 200 this month. Right. So when I was below IVP in Primerica, 20 by 20 for a regional leader was like, oh my God, I’m number one. Now we have rep doing 20 by 20. We are in an environment where the regional leaders goals are 100% by 100. So let me tell you, goals are free. So below RVP, give yourself 100 by 100 goal. Why not? If it can happen to others, it can happen to you.
15:45
Regional vice president, give yourself that goal, that 200 by 200. If it’s going to happen to the cenote this month, it can happen to you as well.
15:55
I love that.
15:56
I love that.
15:57
Environment is everything. Environment is everything. Thank you for that. That was really good. Guys, in the last three minutes, you know, you guys have been coming to east coast business school for how long would you say?
16:10
Seven years? Eight years?
16:11
Seven years. Sorry, you’ve been in the business for same thing?
16:15
Yeah, a while.
16:16
More than. More than seven years. More than seven years. Seven years.
16:18
My first event.
16:20
Yep. Perfect. Perfect. So in your opinion, how can we make this event better? Where we can pack out more seats, where we can bring more energy? What would you say, Lane, if you, if this was your hierarchy right here, right? What? How would you in fact you stand up and coach us? Right? How would you coach us to make sure the next event we have more people, more excitement, people are getting promoted, people are making cash. Go ahead, bro.
16:44
The only way to make this event bigger is to pack out all these seats. The only way to make this event better is to grow out of this event. And guys, you got to think about since we’ve been here, we produce what, four or five million dollar earners that can be you guys next. So we all got to sell out to having big attendance because who here wish I had more people here? Yes. Who here wish someone they know would have heard what today? Right? Yes. Yes. So, God, that’s the only way to get bigger, is to grow out of this event because we used to go to a different event. I forgot where it was. But the goal is to grow out of here and fill out all these seats.
17:12
The goal is for you guys, for us to have this event be our only team event. Yes or yes. Right. So that’s the only way that we can go out of here. Coach for sure.
17:19
Love that. I love that. Tyler, same question to you, man. Stand up and coach us, man. How can we get this thing better?
17:24
Sell out to massive recruiting.
17:27
I love it, I love it. Ms. Pauline, you as well. What would you say to us coaches? Coaches.
17:33
As soon as we leave, before we leave today, we’ll have the next date. For the next event, he has to be every single day conversation. The new people come in, hey, this is what we taking you next. Because a lot of time we make the mistake at the end. Oh my God. September is coming. We got to find the attendance. But he has to be an all day conversation. They come in, they know where they’re going to be next time.
17:58
I love it. I love it. Ms. Junon, it’s you too. Same thing.
18:02
But for me it has to be some internal work in the base shop. So in January I brought some non licensed agent. I invested in bringing them here and they came here, they saw the vision. So when they come back last time they wanted to walk the stage. This event, I have one of them that’s Pochesta that’s crossing over with her watch as a division leader. So I’m saying that to say you start winning in your base shop, packing this big event is going to be easier because people know they are coming across the stage. They, they want people to come and see them across the stage. So work your business to a whole nother level and you it’ll be easier to get your people to buy into packing display.
18:44
So. Oh man, I love it. I love it. Hey guys. Thank y’ all so much, man. Give it up for our RVPs right here.
