Video Summary
Transcription:
I’m so excited to be here with you guys this morning. It’s a privilege to be speaking. There’s so many people that I’ve listened to on audio, and it’s so great you get to see them in person. It’s just I’m the luckiest guy in the world. I know. Keith mentioned that I work with Jim Meyer. Sharing a quick segment. I was a caddy, okay? I knew nothing. Nothing about money, nothing about finance. I knew a little bit in the sense that I made this and I spent this just like Keith talked about. And a lot of credit card debt did not look good, especially when you’re trying to pick up chicks, because it didn’t make me feel good. But my topic today is recruiting and building. And Keith looked at my PowerPoint. He goes, hey, man, there’s 117 slides here. I gave you seven minutes.
I go, that’s gonna be the best seven minutes of your life. I promise. But I’m actually not gonna go through all of them. I don’t know where the clicker is, too. I think Keith might have snagged that last night. Just to share on the recruiting side, our business is 100% relationships. 100%. Thank you. And last night, we didn’t have the whole team over, but we got a bunch of guys down from Jersey, some from Jacksonville. And I played sports growing up, and my favorite times playing sports were the bus rides to the tournaments and the bus rides back. Right. I’m getting some head nods. Everybody’s saying things they shouldn’t. We’re picking on the rookies. We’re growing. We’re having fun. And last night reminded me that our business is more than just a business. Teammates are forever, and you get to choose those.
And this might rustle some feathers, but I fully believe the reason that some of us aren’t growing the way we want to is because we recruit people that we don’t really like, I think. We’re not really selective. We’re not intentional. We don’t ask the right questions. We get really excited about chasing an iba because, yes, recognition is important, but at the same time, you’re building a team, you’re building relationships. Right? Recruiting and building. I’m gonna give you guys some nuggets here. Right? Framework. Right. Keith did an unbelievable job mapping out our company. I remember my first overview with Jimmy. It was virtual, and I remember nothing about Primerica. I just remember how loud and happy and positive this man was. That’s all I remember from my first overview. I was in. Right. I Wanted to follow somebody that believed in where they were going.
That was the big thing there, right? Life is only as good as your mindset, right? Jim Meyer has the best mindset. Keith’s mindset’s unbelievable. He’s probably one of the smartest guys I know. But it’s only as good as how you look at things, change the way you think to change your life. The best thing that you could do about that is change who you hang around. A lot of us, I mean, again, I got a young team. The average age is probably 23, 24. And a lot of them are coming out of high school, college with the same friend group, the same stories, the same roots. And it’s hard to grow, especially at that age. But we’re looking for the people that have that desire, that want to grow, right? When you change who you hang around, you start to change your thoughts.
You start hanging around Keith Otto, Jim Meyer, you better start making some money, number one. But number two, you definitely think different. Bob Safford, another legend. It says, follow a system whereby recruiting never stops. How does it never stop? You never stop talking about it. I always find it super unusual in the beginning with a new person. You gotta hammer recruiting. You gotta make it so common, so relatable, so, like, you get to recruit here. When you change that mindset of, oh my gosh, I can work myself out of a job, you’re gonna find the right people that love that attitude, right? And understand what business you’re in. Keith says this all the time. It’s part time financial services. It’s full time. What though? Oh, you guys are sleeping. Full time recruiting and building. Absolutely. Right. Make a decision.
Do you want to make thousands or millions? There we go. We’re waking up. We want to make millions. How do you make millions in Primerica? Well, you could definitely do it through recruiting. You could definitely do it through a bunch of different things. But which one? There’s do nothing money and there’s something money, right? I want do nothing money, right? When I met Jimmy did nothing. And he was still making a quarter million, 300,000amonth, right? To have that, the fact that we even talk about that too, is crazy. That you have an opportunity to make between the difference between thousands and millions. You get to choose that here, right? Art Williams, unbelievable. He took two really simple things and then just amplified it. He took a philosophy called buy term and invest the difference.
I explained this to a new person like this, hey, we replace people’s expensive life insurance and then take the money we Save them and invest it. They go, that’s it. I go, that’s it. That’s all. I mean it’s unbelievable. That’s all we do is take their expensive insurance and invest the difference and then we multiply it by teaching other people how to go out there and do that. It’s a business and it’s so simple. Same thing that Keith just said too. Other people, I got friends, they want to start a pop up golf shop where they bring golf things around. They got all these brilliant ideas, these shower thoughts, but those cost money, time and they have a bunch of risk involved. Our business is foolproof. It’s unbelievable.
All you have to do is take somebody and teach them to do exactly what you were taught to do. Copy paste. Copy paste, right. My management philosophy, right? Double digit recruiting. Who’s heard double digit recruiting before? Right? Double digit recruiting. You could do everything right and not double digit recruit and you won’t build a business. You could do everything wrong and double digit recruit and you will build a business. Now how is that possible? Well, every single time you introduce this business to somebody, you’re gonna find somebody like a Shelley Narain, like a Keith Otto, like a Ray Costello, like a Carlos Salazar, because I promise you, they’re out there. But you just have to have the confidence to do it right. I was with Jim Penn over the actually up in Jersey and Jim gave two really great nuggets.
He goes, you gotta care about what you do. And it’s not necessarily what you’re doing, it’s how you’re doing it. It’s how you’re doing it. How intense are you? How positive are you? Are you assuming that they’re gonna get, not only get started, are you assuming they’re gonna be a star? Now that might be a contradiction, but at the same time you gotta pour belief into other people, right? Our business is foolproof, right? Recruits equal promotions. Promotions equal sales. Sales equal commission to someone else and commissions to somebody else equal what? Overrides. Overrides, right. Our business is unbelievable. It really is. And I’m going to leave you guys, I’m going to just skip through the numbers real quick. Just, I’m going to leave you guys with this one right here. Smile. Right.
If you haven’t read the book, how to Win Friends and Influence People, my high recommendation on it, I think it’s the first chapter that talks about smiling. So many of us, our business isn’t complicated. If you’re struggling, try and go make a new friend. If you forgot how to make a friend. You really need to start hanging around with other people. Our business is unbelievable. You need to have the confidence, the courage to go share that with other folks. And it starts by smiling. You attract who you are, not what you want. So you gotta make sure you’re becoming better. I’m so grateful to be in this business. Guys. I’m turn this back over to Keith Otto.
