Ever feel like you’re spinning your wheels trying to prospect, but nothing seems to stick? You’re not alone. Many reps struggle with finding the right approach to connect with new people and build momentum. But what if you could change that? What if you could turn every interaction into a potential opportunity? Grace Kim and Jack Munley have cracked the code on mastering the art of prospecting, and they’re sharing their secrets in this powerful session. It’s packed with actionable insights and real-world examples that can transform your approach and help you build a thriving business. Whether you’re new to Primerica or a seasoned pro, this video is a game-changer. Watch it now and discover the strategies that are helping reps like you break through barriers and achieve success.
Video Transcription:
Hey, guys, we just want to talk about something that I hope will help the majority of the people in here, because we are all in the same business.
We’re all in the same boat.
And you know, the one thing that I think that has allowed me to always get unstuck have we has anyone in here ever felt stuck at certain points? Right? All of us can admit that.
But the one thing that has always gotten me to move forward is to get creative.
And the way that I define creativity in this business is going out of your way to do something different than what you’re used to doing, okay? And so if you ever find yourself, man, why am I going here again? Why am I driving this distance? Why am I going to this strange area that I’ve never been to? You’re on track.
That’s creativity moving in your business.
The other thing I want to say is every single result in this business prior to that starts with a conversation.
So you have to get phenomenal about getting in front of new people, right? And that’s something I really appreciated about Primerica, is, as I talk to fellow business people, like, in different industries, the way they get to market themselves to others is limited.
They only have maybe one, or maybe sometimes their company limits them on how they get to advertise, let’s just say, right about themselves.
But in Primerica, there is no barrier.
Obviously, we got to stick within compliance, but there is no barrier.
And we each of us, one of the reasons we got to get good at this is we have to teach our team how to let go of their self limiting beliefs, right? Because one of the biggest challenges here in our business is helping people get over that, right? Get over that hump in their minds, and that there’s no limit to building their market and building a team.
But here’s the thing.
Don’t just tell them what to do.
Don’t just say ideas or just talk about it, right? As leaders in here, we have to go out of our way and actually show them, do the creative ideas with them, go with them.
The truth is, everything in life is marketed to us.
That’s just the bottom line.
And I learned long time ago in this business that we get paid to prospect.
Anyone ever hear that before? Right? That is a classic.
And I have to admit, when I first heard that, I said, I don’t really necessarily know what that looks like and feels like, but I stuck it out long enough to eventually figure out how I can do that.
Because at the end of the day, guys, Primerica is a very special, unique business.
Instead of the company paying advertisers or publicity, right, we get to get all that money for ourselves.
So we get paid the big bucks to bring Primerica to the people.
So what do we market, we have to get good at appealing to all types of people.
So this is just a list of few of the things.
You got to have these things in your back pocket at all times.
Additionally, we have several people on the team right now that I know the first conversation I had with them or some of our team leaders had with them had something to do with one of these things.
It’s not always one thing for everybody, right? There’s all different types of people we want to be able to appeal to, right? So that flexibility is very important.
Three things to get really good at.
You got to get good at telling your personal story.
It could be a week old, it could be a month old, but you got to get good at what made you start, what problems were you trying to solve? And a hint is use a problem that you know that person may also have or something that generally people have.
Explain why Primerica for you, right? So not just like what made you start, but what got you to stay.
And thirdly, talking about the big direction or the next milestone that you’re shooting for and how that person can be part of that.
I always heard in this business, it’s about the direction you’re going and that people follow.
How is it that before even the power builder rank, before even the RVP contract, we got some of our best people? One of them just got promoted to RVP.
How did it happen even? Well, before all that success is because we always sold the direction were going in this business.
I met David Kim, for example, before he was RVP, right? I got to see his promotion at my second leadership school.
But there was just something about his excitement and enthusiasm and passion about where he was going, and that really did everything for me.
Right.
Get clear on what you’re marking.
I’m not going to go through all of this, but again, you have to be pretty good at just at least talking about what we do competently in an appealing way.
So let’s just talk about a few basic things.
Right? At the beginning stage, the field training.
Guys, if you’re new here, if you’re under 60 days, shout out to you for being here, number one.
But just again, please remember this in the beginning stage, your field training.
Like what exactly what my sister just said, right? Tiki field training.
By actively putting people in front of us, that’s all you need to worry about other than getting licensed and showing up to training.
Your number one job description, right, is to put us in front of people.
We are going to create the credibility and education and this fear of influence that your business needs critically, because nobody sees you as an entrepreneur yet, nobody sees you as a primerican yet.
But we will do that for you, the transition stage.
A lot of us are in that stage right now.
You have mastered or you’re about to master how to schedule appointments effectively.
You have a pretty decent skill of prospecting new relationships, because the truth is all of us have a finite number of quote unquote warm markets.
So you got to get good at creating new relationships at all times.
And most importantly, you are very consistent about your results.
If you’re here and you caught onto something this weekend, you want to be a future RVP, possibly by the very next school.
You have to get good at the fundamentals and keep that pipeline full, keep that inventory full.
Inventory in our business is not something you have to pay for.
Shout out to the gentleman in here who did the Primerica A and B business.
I love that message.
My favorite message of the whole weekend so far.
I love that right when you think about that message, man, our inventory is free.
Right? There’s nothing you have to pay for.
You just have to and it doesn’t say here, you got to have a personality to talk to people.
Trust me.
A few of us up here got up here and said they’re introverted.
Our guest speaker said he was introverted.
No one here has said you have to have a certain type of personality to be able to do any of this.
This business does not require any talent whatsoever.
It is about a skill that you acquire.
But here’s the bottom line.
The number one sweet spot in this business, working in the warm market of your teammates and building district leaders.
Ever since I found out that this whole promotional system in our business is about you getting to district and it’s about you promoting other districts, I said, that can be done.
It can be done for you as well.
Non negotiables guys, you must spend majority of your time for Primerica in prospecting mode until you have momentum, okay? It doesn’t say here, prospect when you feel like it, prospect when it’s convenient to you.
Prospect when it shows up on your door.
Right? It says prospecting until you get the job done.
And in the background, even if you have team momentum, you better be on your prospecting mode at all times.
Now, in the 1 minute that we have left, I want Jack to talk about when I first met Jack, he loved anything that I was about, right? But he also loved that he also fell in love with Primerica pretty quickly.
And he has sort of I didn’t really know what kind of partner he was going to end up becoming, but he has become one of the most phenomenal prospecting partners.
I just really want him to share a little bit about that with you.
Go back.
Go back.
Yeah.
So I have about a minute left, so I’m going to go really fast.
So I was out to dinner with my dad the other night, and our waitress, we saw her a few times, and I said, you know, you would be awesome at our business.
You’re making all this money.
What are you doing with your investing? And she said, I don’t really know what’s going on.
So I immediately said, Here’s my wife’s number.
Text her right now, immediately.
I’ll guarantee you she will text you back in sure fashion.
Sure enough, we get a lot of prospects, a lot of work out there, just bouncing off each other’s expertise.
And when you work together as a family, you make goals as a family.
I remember Randy and Diana said, EOD is always tracking their goals and see exactly where they are.
When I told my girls we had a chance to go to Universal, all the rides were free, all the food was free.
They were like, dad, where are you in this contest? Are we going to Universal? Yes or no? And you can see by these amazing pictures how much fun we had.
My daughter just went down for their senior trip, and they’re like, dad, you understand how long those lines were and how much we had to pay? Yeah, I understand.
We always paid a price ahead of time, and I’ll hand it back to Grace real quick.
So financial wellness workshops, guys, there’s so many things.
Our date nights are networking events, okay? Our dates are network.
We just have a lot of fun just meeting.
And honestly, when you do prospecting together, you get to attract other couples.
Right, guys? No wonder Sherry’s an RVP.
This is her three months pregnant with her third child, and she’s going after it at all times.
Extremely creative at all times, guys.
So, guys, it really boils down to this.
Three to five new directs a month by doing all the things that we just spoke about.
Getting to DDR is non negotiable.
Developing DDRs is non negotiable.
And always, no matter how stuck you feel, have an expectation to meet new, great people in your business.
That’s it for us.
Thank you guys so much.
