Executive TLDR
The message is simple: comfort does not build anything big, commitment does.
He attributes sustained 100-by-100 performance to coachability, hard work, daily mentoring, and relentless accountability.
Recruiting matters, but what you do with recruits matters more, people did not pay to be ignored.
His reset began in January 2024 after his business dipped due to other commitments, he rebuilt by raising standards and going to work.
He emphasizes time urgency: “time is now,” what you do after the event determines your next result.
He argues 40 hours a week is “survival,” wealth requires more time and intensity in a season.
He highlights two key leaders (Reynold and Job) as drivers of the current growth, with big personal output plus leader development.
He pushes a prospecting system: multiplying contact lists using an app called MC Backup and building a massive pipeline.
He says many leaders’ real issue is personal activity, not strategy, and that belief and effort are the bottlenecks.
He closes with identity and alignment: wear the team uniform, follow the leader’s model, and commit to the process.
Table of Contents
The standard: 100-by-100 to 200-by-200
The real levers: coachability, mentorship, accountability
Time urgency: “the time is now”
Rebuilding after a dip: January 2024 decision
Recruiting vs production: what you do with recruits
Commitment math: 40 hours is survival
Key leader principle: “it’s a team, not the team”
Office intensity: the season of sacrifice
Prospecting without trespassing: multiply the list
MC Backup system walkthrough
Church as a network engine
The core diagnosis: personal activity and belief
Identity and alignment: uniform, leadership, replication
FAQs
Glossary
1. The Standard: 100-by-100 To 200-by-200
He opens by setting performance context: they have averaged 100-by-100 for about 15 months, with a goal to push past 200-by-200 and $2 million before the next convention. He rejects the “genius” narrative and points to execution.
2. The Real Levers: Coachability, Mentorship, Accountability
He credits four drivers: being coachable, working hard, listening to a mentor every morning, and keeping the team accountable.
3. Time Urgency: “The Time Is Now”
He challenges “I’ll think about it” and “next week” language. His frame: what you do after you leave dictates what happens by the next event.
4. Rebuilding After A Dip: January 2024 Decision
He describes a business dip tied to being busy with projects (including Haiti). His mentor’s takeaway: the win is not what you build once, it’s what you can rebuild repeatedly. He says Primerica lets you reset fast if you stay plugged in.
5. Recruiting Vs Production: What You Do With Recruits
He makes a blunt point: people can recruit big numbers and still have weak premium. Recruiting is necessary, but the real difference is what you do after the recruit joins. People did not pay to be left alone, they joined to build.
He also mentions selling “vision” first, and that people often recognize it is Primerica only near the close because he leads with the mission and direction.
6. Commitment Math: 40 Hours Is Survival
He says 40 hours a week is baseline survival. If someone wants real wealth, they need a season of more time, energy, and focus than a normal job.
7. Key Leader Principle: “It’s A Team, Not The Team”
He highlights two leaders (Reynold and Job) as major drivers of current results. He stresses that your results come from a team, but you cannot wait for “the team” to save you. The leader has to show up first and set the pace.
8. Office Intensity: The Season Of Sacrifice
He describes Reynold’s routine as extreme office commitment, arriving early, leaving very late. He clarifies that not everyone must do that forever, but if someone wants fast results, they should expect to invest more time.
He also pushes a “prospecting doesn’t require Walmart” idea, you can prospect from a desk if you have systems.
9. Prospecting Without Trespassing: Multiply The List
He critiques random public prospecting that creates friction. Their alternative: list multiplication, structured outreach, and pipeline building that can be done from the office.
10. MC Backup System Walkthrough
He explains a method using an app called MC Backup:
Ask someone for permission to access contacts to find someone open to a conversation.
Have them download MC Backup.
Use the share function to email the contact list.
Build your own pipeline from the exported list.
Keep handwritten or stored lists for consistent calling and follow-up.
He says he has built a massive contact database and therefore does not “run out of people.”
11. Church As A Network Engine
He says a large portion of his RVP base comes through church relationships. Job is given as an example of leverage: being known, trusted, and connected allows fast outreach and high response.
12. The Core Diagnosis: Personal Activity And Belief
He identifies the most common bottleneck: lack of personal activity and insufficient “skin in the game.” He ties this directly to comfort seeking and a weak enough “why.” His point: uncomfortable actions, like calling strangers, are required for big outcomes.
13. Identity And Alignment: Uniform, Leadership, Replication
He points to the “recruit, recruit” shirt as identity and alignment with the leader’s system. He frames it as replication: if you want the leader’s result, do what the leader does, support the vision, and follow the model precisely.
FAQs
1) What is the main message?
Comfort will not produce big results, commitment will.
2) What does he credit for 100-by-100 consistency?
Coachability, daily mentorship, hard work, and accountability.
3) Is recruiting the only thing that matters?
He treats recruiting as essential, but says post-recruit development and production is what separates real builders.
4) What does he mean by “40 hours is survival”?
That 40 hours supports bills, but wealth requires a season of above-average time input.
5) What is “MC Backup” used for?
To multiply contact lists by exporting contacts from someone’s phone, with permission, to build a bigger pipeline.
6) Why does he emphasize church?
Because relationships and trust create faster access and higher response than cold outreach.
7) What does “it’s a team, not the team” mean?
You need a team, but you cannot blame the team or wait on them. The leader must drive the pace.
8) What is his view on prospecting in public places?
He discourages approaches that create friction, he prefers list-based systems you can run from the office.
9) What does he say is the real bottleneck for most people?
Personal activity and belief, not strategy.
10) What should someone do right after the event?
Act immediately, because what you do next determines your next results.
Glossary
100-by-100
A performance metric referenced as 100 recruits and 100 units of production in a period, used as a standard for momentum.
200-by-200
The next performance target, doubling the standard.
Accountability
A system of tracking activity and output, used to enforce consistency.
Coachability
Willingness to follow direction, copy systems, and accept correction.
Personal activity
Your direct daily actions, calls, appointments, recruiting, training, and production you personally drive.
40 hours is survival
The belief that a standard workweek covers basics, but higher results require a season of more time.
“It’s a team, not the team”
A reminder that teams matter, but leaders cannot outsource responsibility to the team.
Multiply the list
A method of expanding prospecting volume by gaining access to additional contact networks.
MC Backup
An app used in the talk to export contact lists to build a larger pipeline, described as a prospecting tool.
Pipeline
The rolling list of contacts, invites, follow-ups, and appointments that feeds recruiting and sales.
Uniform
Team-branded clothing used to reinforce identity and alignment with the system.
Skin in the game
Time, energy, focus, and emotional commitment invested daily in the business.
Comfort zone
The set of actions that feel safe and easy, described as the enemy of big outcomes.
Video Summary
00:00
I have just a few minutes with you guys today, and I’ll make sure if you guys missed yesterday locker room, you just missed it. I’m not gonna. I’m not gonna do a locker room talk here because not every one of you can handle it. But I’ll make sure you guys understand how. We’ve been averaging hundred by hundred going on about 15 months now. And the ultimate goal is to go over 200 by 200 and go over $2 million before the next convention. Now, don’t think I am a genius. I’m a smart. I just know how two women coachable. I know how to work hard. I have a mentor to whom I listen to every single morning. And I know how to keep my team accountable.
01:12
Now, I’m going to go through it very quick, and I’m going to summarize my little talk into the time. Time and the level of commitment it takes to build this thing here. Now, many of you feel like you’re gonna have time. Anything you say, I’m gonna think about it and get back to you. Anything tomorrow, next day, next week, next year. But I want to tell you, the time is now. As you leave this place today, what you go home and do will dictate how you are going to come back next time. Now, I made a decision in January 2024 that I am going to change my business. Because it came a time I was so busy working my project in Haiti, a school, and so many I was doing.
02:15
So I mean, business went down and I heard people said, well, if you have to rebuild it, will it be the first time? I understand this. Please, I understand. But my great coach, Ivan hall, said, primer. It’s not what you build the first, the second, not the third time. It is what you can build unlimited amount of time. And Pamela, obviously is the only business that even if you make mistake, even you screw this thing up at some point, as soon as you still have access to pol, you can wake up any day, any moment, and you’ll be bigger. Does that make sense? So I made a decision that it was a time where we couldn’t even do 20 recruits to get the bonus. And it gets to a point where most people leave me, like, leave. They literally leave.
03:11
Leave my office, leave my meeting, leave my environment. I was too tough. Too tough, yeah. And I said, I’m gonna go to work. I’m gonna go get myself weight. Really? Really. And what’s going on? I said, coach, give me some time. I’m gonna get it going. So we decided to go get hundred, we could under our belt. Now getting those recruits. Many people get 100 recruits. And I see people getting 50 recruits, guys, 50, but didn’t get even 10 grand in premium. And trust me, I understand. We said if it’s not about recruiting and there is nothing to talk about. And I agree with that. But what you do with those recruits, it what really matters. Because nobody pays you for $124 to leave them alone. Everybody came to build a business. They joined your team.
04:09
And I know yesterday, you know, Wesley spoke about the vision. They joined your vision. Guys. Many of my sales people know it’s Primarika. By the time we about to close, when we said, Primerica will guarantee with $124 that you build a business, Palmer will guarantee with $84 if you die, they pay half a million. Oh, it’s Primerica. Yes, it’s Primerica. That’s when the people know it’s because I sell myself, my vision, where I am going, where the team is going. So we moved from Miami to Orlando. We went to Orlando. We built an army with a great leader, Raisi and the rest of his team. But we think it was time for me to leave Orlando a bit and go back down south. So, I mean, went to Bolington Beach. Bolington beach, got an office, get this thing going.
05:01
And this is when I was gonna, you know, start with that big leader job. Join me on stage. Reno, join me on stage. Very quick, very quick. Reynolds, give them a big hand. So when I came and guys, nobody said you have to do this forever, please understand. But at some point, somehow there got to be a level of commitment where you put time. Many of you think, many of you guys think that time will wait for you. Time is the only thing. It’s like a weaver. You cannot touch the same water, you know, twice. If you miss it. And when those guys came, I was ready. I was already at the office putting way more than 40 hours a day, guys. You know, somebody speak about the power of 40 hours. 40 hours. 40 hours.
06:04
Just 40 hours is for survival, for you to survive. Pay your bills, pay your car, be an okay life. But if you really want to go to the next level, if you really want to be really wealthy, at some point, you have to be putting way more than 40 hours a week in this business. Reynolds as well, you know, Reynolds story yesterday at the locker room. Reynold, you know, used to work in my radio station in Haiti. He’s a really good guy, honest guy, good Guy Reynold happened to be in US. He came on a Monday, on Tuesday I went to the office all when I saw a beast working. He knew my lifestyle. He saw what I get to do with Haiti and so much stuff. He didn’t know me before.
06:52
Now he get to know me to my project in Haiti and he said I want to follow you. Now we know Joe, they’re not going to speak here but they are the leaders, the key leaders right now will get my business to where it is now. From these two leaders right here I have my hundred by hundred to these two leaders right there. Last month Wayne alone did close to 70 by 70 job averaging. Averaging right now about 50 by 50. 40 by 50. He’s a white guy who worth about 40 grand on his own. He has a team. We do have a team. But guys you got to always remember it is a team, it’s not the team. And when the team will not show up until you as a leader you show up as a beast and get the job done.
07:44
Many of you said you are busy. I’m busy training my team, busy training my bishop. But your bishop doing less than 10. You’re busy doing what many people said man my plate is full. Your plate can be full but you eating the wrong food. Does that make sense? So Reynold would be a guy who goes to the office 7 o’ clock. By the time we do our account record in the morning Renault is already at the office. He loves his office. You know he set it up really nice in that executive office on suit. He suited up every day. But Reynolds won’t leave the office until probably 1am now again please, that’s not what you have to do.
08:31
But if you really want to have the success he has in a short period of time you probably need to put a little more time in this thing here. Does that make sense? That’s Reynolds. Reynolds never went one day. And I don’t train my people to go prospect. Go to Walmart. You got to go. You can prospect at your own office sitting behind your desk. There are so many ways to go prospect besides just going to Walmart. Winn Dixie, they have to escort you out and get out of this place. You trespassing, whatever. We don’t have that because we teach our people to. I mean to know how to multiply the list. I’m going to tell you what we do very quick. We will get, we will do MC backup. We MC back up pretty much everybody, every friend.
09:23
I don’t have a slide but you can Just go on a marketplace or Apple, whatever it is you put, you know, MC Backup. Just like this. MC Backup. So it’s so simple. We ask somebody. Look, I know you don’t join my business. I know you don’t understand what we do yet, and it’s okay. Are you okay with me accessing your contact so I may find somebody who at least will say yes to me? Most people, yeah, sure. Well, let’s go to your phone. Download for me MC Backup. That person goes and download MC Backup. And you’re gonna see share in the bottom below right here. Share. Boom. Email. They email every name, every contact to me. And we take some time. What we do, we put those name down, we write them down. Some of you, some of you guys know smart.
10:18
You do a file, a PDF file, whatever you want to do. But we handwrite those people, those names. Why? Because we keep a list. We want to have a list with us every single way we go. That’s the embassy backup. On my phone, I have more than 16,000 name and number. So you think I will be running out of people? No, I always have people to. He always have people to go see. Every day, every month. Every day, every day. Same thing for job. We do a lot of church activity. So a good 60% of my RVP, probably 80%, I get them through church. So when I have nobody to go see whatsoever. So I make sure I am out there going everywhere. Funerals, that’s the best place.
11:16
Concert, churches, I go to multiple churches a day because many of you ask me, how do you make those 50 call a day? Where do you find those people? I’m just telling you now, MC backup. Okay, when you get your top 100 list, you guys with me. When you know, you make sure you go to that list. You pick up. You know, when you speak to someone, you go to the last 10 calls they make. The people they speak to every single day, you, these are the people you want to talk to. You always working on a project. People you know, here, I’m in training, I need your help. They hear that too often. By any time you feel that sin, they say, oh, it’s for America. But we train our people to say, I am working on a new project.
12:01
And primarily a project, it’s a new project. So I mean we make sure we do that. Now, job at church, the pastor, we say, man, I can’t have you come to the church to speak because we have so many other agents in the church, you know, Guys, when you know what you want, when your. When your desire is big enough, anybody will help you get to wherever you want to be. Pastor said I can’t have you come speak, you know, because he’s a musician at the church. Well, I’m going to give you opportunity to access the church file. So the church has so many people but you know, he gets to access this file and call those people. They know Job. They know Job. He’s the keyboardist. He’s a guy. He’s been in that same church for 10 years praying for them faithfully.
12:48
You think when he call he has to introduce himself? No, but Job. And before you know it, Job sit at the office every single day writing five, six, seven, eight grand every single day at the office. So Reynolds, what we basically do. Reynold right NOW has over 60 licensed agents in his team right now. So many of you see Reynold you take as a personal producer. No, Reynold has about three original leader, I mean three under him right now. Job he has division leader, he has district leaders. But they understand that if the job has to be done, it’s up to them. Many of you right now you have one problem. Your one problem is personal activity. You have one problem and your one problem is you don’t put enough skin, enough time, enough energy, enough focus in this the game.
13:56
And I always tell people you cannot add days to your life. You can’t, only God can. But you can really add life to your days. And it start with us every single morning with our group of people. We keep them accountable. They know that you got to start with 50 phone calls and that’s where you start. Hey coach, things are tough. Had a bad week. Well, can you start with your 50 phone call? And the way I explained the MC backup, obviously it’s an app, easy to use. Anybody can send you that whole contact list and then you qualify those list. Who is Joe? Who is Mary? But the last time you spoke to her, every single one can do it while you in this sit here. But you won’t do it because your why isn’t enough.
14:50
Because you know you’re looking for comfortable things to do. Calling people you don’t know, who doesn’t know you, it’s not comfortable. But nothing big happened in the midst of comfort. Does that make sense? So we make sure we get this thing going. Now lastly, what you really need to understand is you as a leader must make money right now. Listen guys, a guy being in the US right now, about 15 months in US about 13 months, 12 months. About 14 months. Licensed with a company right now making $15,000 on some month. 15, 16 grand in one month. Don’t you think? Even if somebody said no to Reno, does he care? Many of you right now, your belief level is what really stop you. You don’t believe you can win.
15:48
And I always tell people the only one thing I can do for you is encourage you to get this thing going. Now. One more thing. Don’t you see Wayno and job their uniform. The T shirt is recruit, recruit. Keep the light of recruiting on. We identify us with coach Hallmark idea. We identify us with whatever he is doing. I’m mde. I could wear my nice booty Robert Graham shirt. Looking good. But look, he is my leader. He’s the one who has the vision. All I have to do as a leader if I want to be him. He’s making $1.7 million. 1.7 million. I’m 1.2. For me to pick up the other five, I have to follow exactly what he does. I will be forever committed to support whatever you do.
16:46
And guys, one thing you have to do right now, you got to go get to work, get focused. Put the work, the effort, the focus and make sure you let the time be your best friend. This is my time. Thank you so much. Please.
