Ever feel like you’re out there prospecting, but nothing seems to stick? You’re not alone. Many reps face the same struggle, thinking they’ve got to recruit on the spot or risk being forgotten. But what if you could change that? What if you could turn every interaction into a meaningful connection that leads to real results? That’s exactly what Carlos Salazar dives into in this session. He shares the secrets to building genuine relationships and creating a warm market from scratch, even in a new state. It’s all about making friends, not just contacts, and Carlos shows you how to do it with flair and authenticity. This isn’t just another training—it’s a game-changer for anyone serious about taking their recruiting to the next level. Watch it now and discover the strategies that are helping reps like you turn everyday encounters into powerful business opportunities.
Video Transcription:
I also want to be.
I love what Rob and Whitney were talking about, you know, just having that gratitude.
Right.
And I’m so I’ve never in my life have been so grateful for being frustrated where we are right now.
Right? Who’s with me on that? No one can come in here and say you are satisfied.
You did it all.
Like, every one comes in here, no matter what level you’re at, knowing you could have done more, knowing you could have had more people here, knowing that you could take your business to the next level.
And I think that’s great.
I was just telling a couple of our guys I have been looking forward to being here.
Reminds me, oh, they’re out there.
There’s people like us out there, right? Because when you’re in that grind and you’re looking for them and you’re trying to grow a team and you face all the things brand new, people, you think you’re the only ones who have people quit on you, who don’t show up? Who this? Who that? I mean, it happens at every single level.
And so, again, just grateful for our leadership team, our regional vice presidents.
I mean, you guys make us look amazing.
My husband’s so grateful for him, and we are so excited for where we’re at right now.
We know that just bigger and better things are coming our way right now, not just for us, but for the entire conquistador hierarchy, the entire empire builders.
Guys, we want to make you guys proud.
Thank you so much for your trust in us, for believing in us, because we know that here, when you plant your flag here, guys, your life will never be the same.
Never be the same.
I was an 18 year old kid straight out of high school, going to art school.
No financial experience, nothing.
Scared, didn’t want to talk.
I related with Rob.
I remember hoping my appointments would cancel, too.
Okay.
I went through that myself.
And to grow as the person that we’re continuing to grow into, it would have never happened without an environment like this, without people with great examples that have just shown us over and over again throughout the years.
Keith and Danielle, we’re grateful for you guys.
Thank you so much for everything that you do for us, everything that you have provided and still continue to do.
Guys, thank you so much.
I’m going to introduce my partner, Carlos Salazar.
All right.
Good afternoon, everybody.
Fired up.
Hey.
First of all, I want to thank again, Keith, and, you know, now that we live in Florida, we really appreciate the schools and the events that Keith and the whole staff put together.
When you go to other really, I’m telling you, there’s no empire builder type of school, and especially with the leaders that we have the same message, the message of recruiting and building when you go to other places, I’m telling you, it’s not the same.
So we’re truly grateful and thankful for that.
What Keith asked us to do is kind of talk to you about how we’re reloading and going to reload.
I’m tired of get reloading and remodeling.
I want to be already loaded up, right? But today, I kind of want to maybe talk to the people that are new that want to become vice president, wants to be a vice president, and then maybe some of us that are vice presidents or at a certain level want to promote more vice president.
Anybody there? Right.
And probably the ones that want to promote more vice presidents.
Sometimes, depending on where we’re at, it could become harder again, right? Because we’ve already been through some of this, but I’m going to share some pictures just to kind of paint some words here for you guys.
But as we move to Florida, if you’re brand new and you’re in your home state, listen to the leaders, put your top 50 list together.
Because the hardest thing for us as we moved is we have no warm market in Florida.
So we have to create our market.
And in my opinion, there’s four markets we work with.
We work with the hot market, which is obviously the ones that are the closest to you, who will be in your Weding party, mom, dad, et cetera.
Then you got your warm market, which are maybe people that are pretty close to you, right, but maybe they ain’t picking you up at in the morning, right.
Your hot market would, but not your warm.
And then you got your lukewarm market, which in my opinion, I think you do the most results in the lukewarm.
What’s the lukewarm? See, I recruit David Kim.
His hot market is my lukewarm market, see? So every referral, people’s, other markets become your lukewarm market, and then you have the cold market, right? Which if you want to get success, the one thing that me and Glenn learned was when we used to work in the cold, we had to turn it lukewarm as quickly as possible so that people could stick and retain.
So this shows you a picture here when we first got to Florida, going wide.
Prospecting people, right? Prospect as you’re out.
So this is our waiter.
We prospected a kid through social media, prospected a soccer dad, right? So as you’re out.
And the biggest thing is make a friend, right? Especially right.
These are some networking events that we did.
And I want to stress as you go prospect.
I think the biggest pressure we put is that you think you have to recruit them on the spot.
You got to get good at making a friend.
Now, if you’re never going to see them again, then do whatever you got to do.
They’ll do the presentation, do whatever you want.
But if you’re going to see someone more often, you got to make a friend so that you don’t become the annoying Primerica person as soon as you walk.
So, for example, for me, I got to go to these soccer games.
If I just start recruiting everybody, the first friggin practice or the first game, trust me, my kids will be off the team quick, right? Not only are they going to reject me, they’rejecting them, too.
So you got to build relationships, get people to like and trust you, right? So here we did some networking events.
We did a salsa party at the office.
Me and Sarah did a salsa event, right? Just meeting people, right? Get creative, like they talked about before.
But I share this with you because it’s been almost 24 months for us, right? And we’ve gone through a few groups of ten.
We’ve recruited over 30 directs in Florida, not counting the ones in Jersey.
And you would think it’d be easier, right? You’re making money.
I interview them in my house, some of them, and they’re like, wow, you live here? And this is from Mean.
Do you do something else? I’m like, yeah, I do Uber on the side so I could pay the mortgage.
No, this is what I do.
What the hell’s wrong with you? This is what I’m showing you, right? And they’re like, oh, my God, I want to do this.
This is awesome, right? You show them the house, you show them everything, right? And you would think they would stay, and they don’t stay, right? So, again, get creative.
So for us, our kids is a big part of our time.
But I’m always working.
I’m planting seeds.
Two of the direct districts that are still showing up for us, one was from gymnastics and one from soccer.
Because we build relationships, right? If there’s an opportunity for me to coach a team, I’m going to coach a team.
I coach a team for one game.
A little five e five.
They’re like, Yo, dude, you want a job? You want to be coaching? Because we do what Primerica style.
We took out the so called favorite teams, and were the underdogs.
Why? Because I tell my guys, it’s right here.
They got to do the same thing.
It’s right here.
So all of a sudden, we beat the top teams, and they’re like, man, you want a job? Why? Because, again but what am I doing? They’re building relationship, building rapport so that parents are like, man, you’re a great dad.
You’re pretty cool, right? All of a sudden, they’re inviting you to their house.
They’re doing this.
So as you’re out, you got to be doing that stuff.
My kids, they did a Smash Brothers tournament, so we host it, right? So guess what? Ten kids came over, ten parents got to come over, recruited one of the parents, right? Because we got to build relationships, right? So for us, we got to get creative, however it is for us.
Now, we’ve done some social media.
I’m not good at it.
I got to meet with Harvey and get good at that.
I just like this face to face.
Although I’ll be honest with you, if you asked me what was one of the things I was the most scared of was prospecting.
I grew up an introvert, one bedroom apartment.
I’d rather be on the phone.
So you got to do is link up.
I linked up with my boy Glenn Lee, back in the days when went full time.
He was good at prospecting, right? He come to the office.
He took the Staten Island Ferry.
He took the train.
He’s like, I picked up ten numbers.
I couldn’t do that, but I was good on the phone.
So then I went and prospect him.
And I remember when we first remember this, went prospecting at Bergen Line, and I don’t know what to say.
I’m like, Glenn, show me what to do, because I don’t even know what the hell I’m doing.
And I remember at the time, we’re both nervous, and Glenn sees the guy’s like, hey, do you have a cigarette? Glenn didn’t even smoke, but he just needed to get into a conversation.
Remember that? And he asked the guy for a cigarette to get into a conversation.
I’m like, do you smoke? He’s like, no, but I did it to get into a conversation.
I’m like, all right.
So I took a note there, right? Hey, but you know what? What does that show you? Doesn’t matter what you say, right? He got into the conversation, right? And then you gotta recruit or prospect everyone you do business with, right? We recruited our Lexus guy, right? The project managers, right? I sat with them.
They didn’t join yet, but I planted some seeds, right? The guy that did our firewall, 2 million, $2 million policy on him, his wife, right? Aim for the recruit we missed with the sale, right? The guy that did my water filter.
Aim for the recruit, missed with the sale.
Again, as you’re doing business, are you also talking your business? So what do I do? I say, hey, Ray, I’m doing business with you.
I need to show you what I do.
Maybe you need my services.
Maybe we can refer each other out.
Like the filter guy.
I referred him to three neighbors, right? And then again, what do you got to do? You got to go through the numbers, guys.
These are different teammates we did, right? We took some out for dinner, spent some nice money, and then they still quit.
Oh, man, that happens to you too, Carlos.
It still does.
It still him.
Instead of taking him to the pizzeria like we used to, now we take them to a nicer place, and they still quit.
You would think, Damn, man, I made a nice meal for you, right? And then Sarah recruited her facial lady, right? That’s the lady right there that we’re fired up to go work with when we get back.
But hey, as you’re out, who are you meeting? So I want to give you some visuals.
Meeting with teammates, doing the same thing, doing phone calls with them.
Nothing different, guys.
And then you think, how many of you have thought when I have the nice car and I have the nice house, then it’s easy to recruit? Anybody ever think that? Like when I first joined keith had a jaguar convertible.
It’s like, man, he recruits because he’s got that car, man, when I get that car, I’m going to recruit, right? That’s what you think.
I recruit friggin less now with the damn car in the damn house, right? Don’t let that social media crap they show their car.
They recruit 200 people.
I don’t believe that crap.
I need to see that for real.
I need to know if that’s for real.
But you do that and they still quit.
A day later.
They go mia.
It doesn’t matter.
I recruited more with my little cheap car that I had before, right? But then what happens if you go through it? They say the first 18 months, you go through crap.
So we’re past the 18 months going into close to 24 months.
But finally we got a row of people starting to stick, right? After 30 plus directs, recruiting underneath.
Now all of a sudden, it’s starting to stick.
We still haven’t seen the rewards.
I’m pissed off.
I got no recognition.
Suck, right? No matter how much experience.
But I could tell you this, though, guys, you guys that are outside of Florida, especially New York, New Jersey, see, when we recruit someone in New York or New Jersey, usually they got family around.
I don’t know what the hell happens in Florida.
Everyone from Florida, their family’s in a different state.
I’m like, damn, I’m waiting for the one that tells me I’m from Florida, just recruited.
I’m excited.
I’m like, where’s your all right, let’s do your list.
Everybody’s in Connecticut.
I’m like, Connecticut.
I don’t want a zoom.
I want live.
All I know is Keith said you can’t build a long term zoom, and I know you could get some results, but there’s nothing like a live environment.
So our goal is right now, live environment.
So we’re working on that, right? We’re going through that process.
Because if you go through that process and we’ve done it once before, what happens is you start building a hierarchy.
So this is our different teams that we have in our hierarchy.
Proud of the job all the RVPs are doing.
We were just in Dave and Joyce’s office.
I mean, the job that these guys are doing, going to break a half a million.
Got over 100 people showing up at their office now.
I mean, it’s just pumping, right? And we’re going to redo that in Jersey, Texas.
Pennsylvania.
Virginia.
Right.
It’s pretty cool.
We have two networked RVPs in California, right? Pretty exciting.
So all I could share and kind of wrap up with this.
Guys, as you go to lunch, no matter where we’re at, and I’m talking to maybe some of us that are at the half a million plus, quarter million plus, and we kind of want to go do it again, but then sometimes, do we want to go through the crap again? And I think Whitney and Rob did an amazing job.
Glenn and Seal do an amazing job of continuing to do it and showing that example.
So we appreciate you guys doing that.
We got to ask ourselves, do we want to go to that next level? And if you’re not a vice president yet, I think you need to really dissect today and say, who else is giving you a shot to become a vice president? See, Keith Oto on my Op night said, carlos, if you stick with me, it’s a 24 month to 48 month to become a regional vice president and make a six figure income.
He said that to me.
He said that to Glenn.
And within 48 months, were vice presidents making six figure income.
Now, the facts are the work is going to be the work.
Now, I know we’ve said the environment is everything, and it is.
But I want to disagree a little bit.
You’re not a product of your environment.
You’re a product of how you react to the environment.
See, you’re in a winning environment.
Some of you are going to go out today and win, and some are not because some of you will work and some of you won’t.
Some of us grew up in a one bedroom apartment, abusive home and decided to make it.
Some grew up in Pleasantville and don’t make it.
So you’re not a product of your environment.
It’s how you’re going to react to the environment.
See, if I’m in Glen Lee’s Bay shop, I should automatically win.
No.
If I do the things that they say and react the right way, I will win.
Right? How many stories have you heard of people that were in small bay shops and won? So, guys, we’re getting ready to go to lunch.
You’re in the right place at the right time.
Don’t let this me be another massage.
Go take action.
Be hungry, but meet people are hungry for your goals and dreams at lunch, guys.
