Ever feel like you’re stuck in a rut, unable to break through those barriers holding you back? You’re not alone. Many reps struggle with procrastination, perfectionism, and paralysis from analysis, and it can be frustrating. But what if you could overcome these obstacles and propel your Primerica business to new heights? Harvey Grajales is here to show you how. In his powerful session, he dives deep into the mindset shifts and strategies needed to conquer these common pitfalls. It’s not just about working harder; it’s about working smarter and aligning your habits with your goals. Harvey’s insights are a game-changer for anyone serious about achieving success in Primerica. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the breakthrough tips that can transform your business and your life.
Video Transcription:
First and foremost, you know, we got to thank our maker for being here.
So I’ll praise the God, right? And I’m just so thankful for everybody in the room.
Listen, we have so many people to thank.
There’s another time to do that, so we’re not doing that right now.
I’m excited to be here, and I want to speak to you guys about winning in Primerica, growing your business in Primerica.
So we got to get to work, right? We’re all here for purpose.
There’s a couple people that we want to recognize in the process of doing so.
And if I forget your name, man, you just got to do bigger numbers.
Being honest with you.
I got to be honest.
It’s a lot of people on the team, but we want to talk about growing your business here in Primerica.
Let’s get right to work really quick first.
Is this right? Growing a business in Primerica is very rewarding from what I found.
Listen, I’ve been in this country about 14 years now, legally, right? And we all have our story.
And let me tell you, nobody cares about your story until you do something about it, all right? And so let’s just be real with ourselves, right? Everybody here has something going on, right? And we’re using this vehicle to try to get us ahead because we’re tired of the vehicles that they’ve given us just to allow us to get by.
Does that make sense? And so winning here can be very exciting.
Listen, these people have paid me about $60,000 plus in a month, you understand? Listen, I don’t say that to brag.
I just want to impress upon you that it is possible, right? I was once a person in the crowd.
I was sitting where you were at.
Does that make sense? So it can get very exciting, but you got to pay attention to what’s going on up here.
People are getting recognized because they’re aligning their work ethic with their goals, right? We’ll talk a little bit about that, right? So let’s talk about growing your business here, right? First, we ought to talk about building a team, right? I started where you started.
The winners, everybody in front of the room started where you’re started, and that’s called the beginning, right? And so, look, you can’t be a Rambo agent.
It’s not enough.
Oh, this is the way I am.
I don’t like people.
Well, do you like being broke? Okay, well, then we have to do something about that, right? And so we start working on that.
From today, there are no listen, one is too small of a number to build a big business.
You know what I’m saying? And so there is no Rambo agents.
I get all these people, oh, I want to do it by myself.
Listen, nobody’s ever become a millionaire on their own, not just in primerica, but in any business, right? So we can’t do everything by ourselves, right? We got to start looking at one of the things that we focused on was having five to ten directs monthly, right, for six to twelve months, right? And pardon me because I can’t spell worth a lick, right? I went to over 60 plus schools, never got a GED, never got a high school diploma, never got a college degree.
I just got my Social Security number not too long ago.
I got my life insurance license.
So I don’t take pride in spelling or pronouncing names.
That’s why they ain’t have me calling out none other people’s names, right.
But I learned how to ask this magic question from Bob Safford, right? And the magic question is this anyone that you speak to, ask them this question or learn how to have this in your dialogue, right? It’s like, would you have in any interest in earning an extra $400 a week if you can earn it in just six to 8 hours, that’s all.
Just learn how to do that, right.
It accumulates some income in the long term, right.
A part of growing your team.
Add more happy part timers to your squad, right, and more one hit wonders.
Listen, that’s the way it works.
You guys ever hear that song that you used to like in the never wondered what happened? You’re going to have a few of those in your business, right or wrong.
I’m just here to tell you exactly how it is.
You want some of those on your team, right? So don’t get too down on yourself.
Then you want to add more full time field trainers on your team, right? What I learned when I was just getting promoted to RVP is I needed to have three to four competent field trainers that will allow me to build a big base shop.
That makes sense.
So again, we want to focus on that, right? Training and development very important in growing your team.
I don’t believe we can just show up and give the same message over and over.
Right now.
There needs to be a different messenger all the time.
If you’re recruiting and you’re bringing people to the meetings, people should be developing, right? We give them a task.
Sometimes I’ll scare the crap out of them.
They’ll be like, hey, Paris, you’re speaking, right? She’s afraid to speak.
Right.
But I’ll get her prepared for that because it’s one of the things that needs to happen, right? So give good training and good development, right? Another thing is build strong relationships with your teammates.
Very important people are much more than the number, all right? And I had to learn that, right.
Next thing in growing your team is here.
This is big and it’s epic.
Guys, please.
I’ll tell you what, all of us up here, and if they tell you no, they’re lying.
Everybody in this room that’s made some money has mastered the third party referral system.
I’ve made the most money off of third party referrals.
A lot of my RVPs, I didn’t even recruit them directly.
That’s a third party system.
And so if it works for somebody else, this is what we have to do.
We got to learn how to do that.
What I would recommend is for every presentation listen to this, guys.
You all want to make some money, right or wrong? All right? Listen, for every presentation, do whatever it takes to pick up, at minimum, ten new referrals.
Ten new referrals.
I don’t care if you close or if you don’t close.
Learn how to pick up ten new referrals.
And your weekly goal should be to show up every week with 100 new names and numbers.
That’s exactly what we did.
So you have something fresh that you can reload every single week and then follow up with the ones that you called before.
Does that make sense? Right? You got to have a culture of success today.
We know between yesterday and today, I can’t call.
But, man, we have number ones in recruiting and licensing so many other things.
I’m so excited by you guys that’s fired up, right? A culture of success.
There’s people on our team like Shanisha, right, from Piss just got licensed.
She’s looking at it like, I can be number one.
Right? You need to have a culture of that going on your team.
Does that make sense? And recognizing that next thing is always be positive.
If it’s one main thing that you could do with your life, is learn how to develop a positive attitude.
Always, always be positive.
All right? If you didn’t get recognized today, if they missed out your name, find something positive about it.
Well, I am going to go to work so that next time I will make it obvious I learned my lesson.
I’m going to come back and I’m going to kick some behind.
You get what I’m saying? But 90% of winning is always being excited.
Well, I’m not that type of personality.
So do you want to be broke for the rest of your life, right? And so think about this.
If you’re building a business, what type of people do you want in your business? You get what I’m saying? And so they’re going to follow you.
Try these two things to maintain a positive attitude.
Always sell the crusade, right? Talk about what we do, we right the wrong.
Always talk about the next thing is always learn how to sell the dream.
That’s a great way to stay positive and keep your team positive versus talk about what the current events are, what’s going on in office.
We don’t do that.
Right? Continue to sell the dream.
Who’s the next regional vice president right now? This is the exciting part, right? Damn, I can’t spell right.
It says promoting RVPs.
I’m excited about this, right? I became a regional vice president because we wanted to promote regional vice presidents.
Now check this out.
There’s an unlimited amount of people that can become regional vice presidents, unlike corporate America where they only have two or three top positions.
Does that make, you know, they asked us to talk about developing first generation regional vice presidents.
I believe that an individual should have front end focus.
Always focus on the front end of the it’s so weird.
Front have anyway, but focus on the front end.
What that means is keep people coming, right? Listen, if the US.
Army didn’t focus on the front end, they wouldn’t have more people in the military.
We wouldn’t be the land of the free.
Does that make sense? A little bit.
So every business that wants to grow has to focus on the front end.
Do you guys want to grow? Yes or no, right? So we got to focus on the front end.
How long? For as long as it takes.
I don’t care if the person next to me did it faster.
I don’t care if they’re bigger.
I’m going to continue to do it until it works for me.
Does that make sense? It’s my story.
I’m running it.
Right.
Learn how to the person that understands in the base that in order to become a regional vice president, you should have anywhere between 40 to 55 licenses on your team.
You don’t have to guys, look, you don’t have to be great at Primerica.
I’m not good at this crap, but I got a bunch of people that I override and some of them are pretty good at this crap.
You get what I’m saying? That’s all I got excited about, that I was the short bus kid going to school, but now we got a big bus coming to the school.
You get what I’m saying? That’s what you can do here.
You got to get fired up about that.
The person that’s able to run trainings, how are you going to go to run your own base shop? You can’t run the trainers in the that’s important.
Promotes themselves to RVP.
You got to understand, we don’t promote you to RVP.
You promote yourself to RVP.
You do that, we don’t do it.
You get what I’m saying? Got to get that into your head.
And you should have between three to five directs showing up at all times.
Another part which I think is very genius from the great Art Williams is he came up with the promotion replacement, the promotion exchange program and that’s know, Primerica went on to become the largest company in the financial industry.
And you got to think about this, right? It is such a great concept when your regional vice president chooses you to replace you to have that exchange.
That makes sense.
That is a big deal in the base shop.
So yes.
How do we promote first generation regional vice presidents? When I looked at it, right, I wanted to recognize if we can and we’re recognizing this promotional exchange award, right.
These guys were a part of the replacement program, right? It’s not like, how would you like to be able to have someone on your team just pardon me.
That knows how to recruit, knows how to show up to training, is already fully licensed, knows how to book appointments, knows how to close appointments, right? Is always motivated.
Who want people like that on their team, right? You got to go to regional vice president.
So we want to recognize right.
The replacement is such a genius.
It’s such a genius program, right? And so here the promotion exchange award.
If I can get call engineer regional vice presidents, they make over 100,000, right? And then you guys also heard if I can get Camdene lesson right? Cammy, you have yours up here, too.
And we have another one.
Three of our regional vice presidents come from promotional exchange, right? And so let’s get into some attractive stuff really quick, right? Congratulations.
That’s yours.
Listen, it’s my time.
Get out of here, right? Winning is very attractive, right? And so, listen, yours is right here.
I’m sorry, right? I wanted to speak to you guys about this.
Anybody? Sociologists say this, right? That even introverted people influence a total of 10,000 people in their lifetime.
Introverted.
So sociologists, whoever that smart person is, they say that an introverted individual will most likely influence 10,000 people in the lifetime, right? Even if you don’t try, guys, you’re still going to have an impact on people throughout your life.
Does that make sense? Right? Now, check this out.
The law of sacrifice, right? Abraham, right? Bernardo like this, right? I’m learning a little bit about in the Bible, and I’ve been on Genesis for about nine months, so I know Genesis a little bit, right? And they have this guy called Abraham in know.
He’s like one of the characters there.
It’s pretty cool, but he sacrificed some stuff.
I’m still trying to figure it out, right? But leaders, anybody, if you’re interested in becoming a vice president, listen, leaders are going to get tested at every stage of growth that you go through, you’re going to get tested, right? And your goal as a leader is to pass the test.
When somebody quits on you, when people don’t show up, when you’re down on yourself, when the numbers ain’t adding up, when you’re behind on bills, when you can’t find how to put two and two together to get to one of these schools, you got to learn how to pass that test.
See, testing always precedes promotion.
We want to get that promotion.
You’re going to get tested beforehand, right? Another thing that I’ve learned about promotions is that it requires sacrifice.
We all want to be regional vice presidents.
We all want to make that 100 $200,000 milestone.
It requires that.
So RVP is not for the chosen few.
I need you to understand that it’s for the few that chose.
Does that make sense? To you guys a little bit, right? So if you want to be an RVP, your habits need to align with your goals, right? It’s just that simple, right? If you want to have a great team, learn how to be accountable.
So there’s three P’s really quick that hold us back.
Procrastination.
Perfectionalism.
I got to be perfect before I start anything.
I don’t know.
It.
Oh, my God.
Let me get things going that’s going to stop you.
And the last thing is paralysis from analysis.
See, if you want to sit there and analyze everything that’s wrong, right? When’s the last time somebody analyzed what’s wrong with you? Listen, the goal will never change.
The goal should never change.
Just understand that people will change.
Does that make sense? So most people, what they do is they make adjustments because of the people on their team.
The goals never change.
Just the people do.
Guys, I’m proud to be your teammates.
Love you.
I’ll see you at the top, right? The bottom is too crowded.
