Ever feel like you’re spinning your wheels trying to find the right recruits, but nothing seems to stick? You’re not alone. Many reps struggle with identifying and attracting the right kind of people to build a thriving business. But what if you could change that? What if you could master the art of prospecting and start recruiting winners who are as driven and motivated as you are? That’s exactly what Jerry Byer dives into in this powerful session. He shares the secrets to finding and recruiting top-notch talent, turning your team into a powerhouse of success. It’s practical, it’s inspiring, and it’s exactly what you need to take your recruiting game to the next level. Don’t miss out on this must-see moment that could transform your business. Watch the video below and discover the strategies that are helping top reps build unstoppable teams.
Video Transcription:
Congratulations on being here this morning.
We think it’s a big deal.
That’s why we do live events.
We believe that it’s important that you’re here, that you’re high fiving on stage when you get recognized.
I hope all you people that were high fiving, touching, all those Million dollar guys got some of that crap rubbed off on you, right? Hopefully you got some of that.
But being here is special, isn’t it? Don’t you feel good being here? We’re so happy.
We’re so happy.
You know, Rhonda and I believe that showing up is the first step to winning.
This is the first step that you got here and we love that you’re here.
And we believe that when you come, you understand how important it is to be here.
And then you start bringing people with you, right? Our first event, went, we drove an hour and a half.
We thought that was a big deal.
I know, I’ve heard people that drove 20 hours to get here today.
We know it’s tough to come to an event.
We know it’s tough to leave your family.
We know you have to sacrifice normal life to get to these things.
But we obviously did it.
We know how tough it is.
We drove an hour and a half for our first event.
We went alone and we said, oh my God, this place is incredible.
We’re so pumped up.
We gotta come with people next time.
And our second event ever, we drove three and a half hours to Cleveland, Ohio, and we saw Bill Whittle speak.
We were district leaders and we saw Whittle and he pumped us up and fired us up to go back and become RVP’s and start to make some money and cash in on this opportunity, which is what we hope you all do.
We hope you come then.
We hope you bring people and start to cash in on this opportunity.
We’re so proud that you’re here and we need to recognize you if you brought people.
I’m always talking about Juliana Turner.
She’s here in the second row this morning.
Juliana has seven people with her today as a future vice president.
We think that’s incredible.
Give Juliana a ham.
We think that’s unbelievable.
Sohail and Gita Dadrasen.
Art Williams calls her Gwita.
Art Williams can’t pronounce her name, but she doesn’t care because it’s Art Williams.
Art says Gwita and Sohail are unbelievable builders.
They have over 20 people here in their bay shop.
Congratulations to the Dodgerses.
Congratulations to the Vitellos who are here with over 20 people in their bay shop.
When you start to get people coming with you, that’s the first step to being a builder, to becoming a leader, to building a big business and making a bunch of money.
And that’s something you want to do.
Performance measured is performance improved, and attendance is the first way you keep score.
If you have people with you today, next event, next time you get together, you want to have more people with you.
And if you keep building your attendance, that’s how you build a big business and eventually a big hierarchy.
We suggest you start counting at 10.
I wasn’t happy at 10, but that’s when you start counting.
When you get 10 people in the room, you’re gonna start to get some traction.
10 people getting pumped up like you are, you’re gonna start to get some traction.
That’s very important.
Now we have 17 people here in our base shop today, and we don’t think that’s exciting.
We want to get to 100 people in live attendance, 100 people in attendance.
Then you have a rock in business.
So you’ve heard that hundred number, 100 codes you’re going to earn as a regional vice president.
You’re going to earn 400,000 bucks a year when you get 100 licenses.
Heather Chavez just got her first license.
I told her when she got her first license, I said, you got to get 100.
You get 100, and you’ll be doing $30,000 a month in premium, and you’ll earn $400,000 a year when you get 100 licenses.
Winners are never satisfied.
They can’t ever get enough.
They always want more.
Winners are always going after the next level.
You never want to get satisfied in this game.
If you ever get satisfied, you stop growing.
You want to push yourself and continue to sell yourself on going to the next level.
Nobody better than doing that than Julie Schiabel.
Julie Schiable in our organization has always been a top recruiter, has always been a top producer, and has always been great at cheerleading.
The system leaders are cheerleaders.
When you become a cheerleader and you’re selling, you’re promoting, you’re selling what other people? I’m going to be talking about Ruth.
How incredible is Ruth? I’m going to be talking about Ruth forever, right? Ruth is recruiting 50 to 75 people a month herself.
Ruth’s only been in her country, in the country for 17 months.
She’s only been here for 17 months.
I mean, my God, find something to cheerlead.
I’m Getting so excited I’m spitting.
Find something to cheerlead because leaders are cheerleaders, right? You wanna do it, you wanna do it no matter what.
You wanna get past that excuse making stage that’s so easy to be in.
Everybody wants to make excuse.
Listen, Sam and Megan Stare are here today.
Sam and Megan were flying here yesterday and they got a message while they were flying that her uncle passed away and they’re here.
It’s remarkable.
I don’t know that I would be here if my uncle passed away.
But they’re here, you know, you have to pay.
You have to pay to play here.
Success has a price.
You can’t be like everybody else.
Everybody else would say I can’t go.
You gotta be different than everybody else.
And when you are, you start to win.
Sam and Megan, we’re proud of you.
Give them a hand, you’re in the top 25%.
You’re in the top 25% if you’re here at least those are our numbers.
That’s the experience that we’ve had in the business is that 25% of our people show up.
That’s the number you’re in right now, 25%.
Now you want to get in the top 1 or 2%.
Well, it takes a little bit more effort.
That’s the working when nobody’s watching.
That’s the getting after it tomorrow when there’s no event.
That’s the pushing yourself and reminding yourself of what you saw here.
That there was somebody doing 50 to 75 personal recruits a month, that there was somebody that had 20 some people in attendance.
You’re building to the next level.
This is really important.
It’s not good enough to hear it.
You have to implement what you hear.
It’s a big deal.
Nobody better at doing that than Julius Shaibl.
I mean, you know, Julius Shiable averaged 15,000, 15 recruits a month for the last 12 months in her push and her push to become a regional vice president, people followed her because she works more than everybody else.
She’s a better cheerleader than most people.
Julie does in the mornings.
At 6 o’clock in the morning she does a prospecting hour with her team.
Her team gets together at 6 o’clock in the morning.
You know, it’s funny because Rhonda and I went to work at 6:06:00 in the morning for our first 10 years in the business.
We why wouldn’t you do that? Why wouldn’t you try to challenge yourself to do what other people aren’t doing? If you do what Everybody else does.
You get what everybody else gets.
If you do something different, if you work a little bit harder, if you get a little crazier, then you become more successful.
One of the things that we like to talk about is that you build attendance.
Attendance creates production.
Attendance creates more recruiting.
Right.
You have to believe that to win here, to build a business, something very important.
Nobody’s done better at that than Julie Schiabel.
Julie Schiable built the biggest team and had the most recruits in our bay shop.
She was the leading recruiter and the leading producer in the 12 months building up to her RVP promotion.
Today I would like to help me, I would like you to help me congratulate.
Help Rhonda.
And I congratulate our newest first generation regional vice president, Julie and Ken Chaible.
Let’s hear it.
Rvp.
Yeah.
Yes.
I am so excited.
So proud of you.
Okay, cool.
Thank you.
Congratulations.
Thank you.
This is so amazing, you guys.
I want to just say thank you so much to Jerry and Rhonda.
The way they’re coaching, elevating you.
Thank you tom Whitmore, who was my coach, just believing in me, you guys, you all have phenomenal coaches and the newest person in the room today.
There was an event that got me two years ago and I said, I’m done.
I’ve been watching these people make money.
I’m going all out.
I’m selling out.
I’m eliminating the excuses and I’m going to work until I get it done.
And you guys, it’s so worth it.
I cannot believe we’re here.
I have my family on stage, moms in the crowd.
You can do it with your bab.
Don’t let them be your excuse.
Give them the lifestyle they deserve.
I’m so thankful.
Congratulations.
Congratulations.
Can we take a picture? No.
No.
Well, that’s very exciting.
Listen, rvp, you heard this morning, RVP is the place to be.
Rvp asap.
If you were to have a goal sheet, a dream board, your dream board should have on it.
If you’re not an RVP yet, it should have rvp.
If you’re an RVP and you don’t have the ring yet, it should have the ring.
If you earn 100,000 a year, then it should say 300,000 in full ownership.
I’ve chose to master three things in my life.
My first quest to master was in the martial arts.
I became a master in the martial arts.
I’m a 6th degree black belt.
It took me 53 years to become a 6 degree black belt and I’ve trained four days a week religiously for the last 53 years in order to do something like that.
Mastery takes effort.
In order for you to achieve greatness in anything you do, you have to be consistent.
No doubt about it.
That’s the way you win in everything.
I just recently my second level, my second quest to master recently crossed 2 million meters.
2 million meters.
Rowing.
I took up rowing at the beginning of COVID and I just did this.
I mean, it was craziest thing ever.
I love rowing.
I’m addicted to rowing.
I row three days a week now.
It’s been amazing.
And the third thing that I chose to master was prospecting.
And the reason I chose to master prospecting is that nothing happens until you prospect.
In our business, that’s the way you create activity.
You can’t get presentations until you prospect.
You can’t recruit anybody until you prospect.
And you can’t make any sales until you prospect.
You don’t know anybody until you meet them.
Prospecting is making new friends.
So I have a little quick presentation.
I’m just gonna take a few minutes to talk to you about prospecting a little bit.
If I could have the next slide, I would appreciate it.
So prospecting, the type of people that we’re looking for, which I think is very important, is you.
If you look in the mirror, that’s the type of people that we’re looking for.
It’s impossible to pay attention to be excited about, to spend time looking at something.
Unless you’re money motivated, opportunity minded, open minded, will make time to learn new things and obviously coachable, trainable.
When I started studying the martial arts, my teacher said to me, he said, are you willing to put the time in? I said yes.
He said, are you willing to come here two times a week? When I started and I said absolutely.
I was coachable.
You have to be coachable.
That’s the first step in winning anything.
If you’re gonna prospect people and they’re not money motivated and they’re not opportunity minded, it’s a waste of your time.
This is the type of person, the person you prospect, the person that you’re looking for are the people that have these characteristics.
Next slide please.
So it doesn’t make any difference who you talk to, you wanna talk to everybody.
But we are looking for people that are self starters.
We’re looking for people that are hard workers.
We’re looking for people that have people skills and people that are team players.
That is the type of people that we’re looking for.
Those people are often found in these categories.
We call them the big five.
I want to talk to people that come from athletics.
I want to talk to people that come from sales or sales management.
These are the type of people that have better training, they have a better background for our business.
If you prospect these type of people, you’re going to recruit more people.
And the people you recruit are going to play harder.
They’re going to be a better class of people to work with in our business.
Athletics, they know how to work hard.
Sales and sales management, they’re hustlers.
They’re used to commissions.
They are working for not the kind of money that they can make in Primerica.
Primerica pays more commissions.
The financial industry has more opportunity and more money available.
Small business owners are small business owners.
There’s not enough juice in the engine to get that business off the ground.
They can’t make money selling a $5 sandwich.
But they’re entrepreneurs.
You prospect small business people, you’ll get a better quality recruit.
People that come from teaching and education, like Juliana Turner, know how to talk to people, they know how to transfer knowledge.
They’re great prospects for our business.
People that come out of education and people that come out of the military, like the Ortiz’s, they know teamwork.
They know paying a price.
They know getting up early in the morning.
They know playing above their level.
They know that they have to play hard.
Right? People that come out of the military are respectful, coachable team players.
Good potential recruits.
Next slide, please.
So how do you find them? Well, I mean, they’re everywhere.
They’re everywhere.
You know people that you know or they know something about you.
People you know, people know you.
People know something about you.
I’m a martial arts teacher.
People know that I’m a martial arts teacher.
So it’s very easy for me to prospect in the martial arts world because I’ve been doing it for 53 years.
Friends of relatives of friends.
Oh, my God.
My brother was 10 years older than me when I started in the business.
See, like, Hogan is 26 years old.
Hogan, where are you? Congratulations on your promotion, Buddy.
I was 26 years old when I joined the business.
Got my RVP promotion at 27.
You’re a year ahead of me.
You’re gonna make a bunch more money.
I went to see my brother’s friends.
I went to see their friends because they were older, they were more qualified people.
Maybe you can use business cards, resumes, social media, face to face, everywhere you go.
Julie Scheibel, new regional vice president.
She’s a prospecting maniac.
You have to become a prospecting maniac to win.
Here.
Networking seminars through your interest or your hobbies.
One of the best ways to prospect.
Last slide.
So what you’re talking to people about, what you’re selling, is your personal experience.
I wasn’t happy with my current career.
I wasn’t happy with the money I was making.
There’s no right or wrong.
You can’t say the wrong thing to the right person, and you can’t say the right thing to the wrong person.
Don’t worry about what you’re saying.
These are just some suggestions.
I’m so excited.
I’m reinventing myself, and I can use your help.
Would you help me? I found something that has the potential for me to achieve my dreams.
Use your story, your experience, to talk to other people, become a master prospector, and then, as a result, a great recruiter.
Thanks, everybody.
