Ever feel like you’re putting in the hours but not seeing the results you want in your Primerica business? You’re not alone. Many reps struggle with maintaining consistent activity and discipline, which can stall their progress and leave them feeling stuck. But what if you could change that? What if you could transform your daily routine into a powerful engine for growth and success? That’s exactly what Joe Catanzarite dives into in this motivational training session. He shares the secrets to mastering consistency and discipline, turning every phone call and meeting into a stepping stone toward your goals. It’s not just about working harder; it’s about working smarter and believing in the process. Joe’s insights are a game-changer for anyone serious about taking their Primerica business to the next level. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the breakthrough tips that can help you achieve the success you’ve been dreaming of.
Video Transcription:
Awesome.
Great to be here, guys.
Prime Erica in the house.
All right.
Thundercats.
All right.
Let me see those towels.
Listen, thank you, Joe and Denise, for always putting this together.
I was going to give you a big thank you until you put me after grace, and then I got to speak after that one.
So great job, grace.
Listen, I want to talk a little bit about what I think are two of the most important things in the business, but I’m going to share this real quick.
I know what you’re probably thinking is, now you heard my brother speak.
This guy could sing, too.
Not at all.
So I am definitely not going to sing up here.
But I want to give you a little story, something called the musician.
Okay? So I can only play on a piano, a c scale in the beginning, 8 seconds of the rugrats theme song.
That’s my musical ability.
Now, you heard my brother sing, right? Now, it did not happen overnight.
There’s practice and a lot of things that come into that.
So I want you to imagine a musician that is practicing for a symphony.
She has her instrument every single day.
She’s working on her.
She’s got her music filled out, and she’s working on her notes.
Every single day she’s out there, and she needs to play it each time, one by one, until she gets better.
And she gets better.
And she gets better.
She sits down maybe until lunch break.
after she gets out of her full time job.
:00 to to maybe she gets out there, goes in her car, starts playing on her music, whatever she plays, let’s call it a violin.
And all of a sudden, she starts working on her technique, and the music starts to flow a little bit better, sounds a little bit more like actual music, right? Kind of actually sounds like a song.
And then some days it’s perfect and it’s great.
And then other days, maybe just not having the best morning at work, it’s not as good.
And she almost feels like the progress is getting really slow.
But as time goes on, no matter how she feels that day, she makes sure that she puts in the time to practice.
She makes sure that she does that each hour a day, working on her time management.
Right.
Sherry and Giancarlo and working on that.
And it gets better and better.
The challenge and my talk is about our activity, but the mindset of the activity, the challenge is sometimes we just don’t believe that primarily worker works right.
Raise your hand if there’s been a point when you didn’t think it worked.
Sometimes we just don’t work.
Right.
Raise your hand if sometimes you or somebody on your team just did not work.
Okay.
Everybody’s hand should be up.
So the mindset now this is part of the challenge is sometimes we just.
If we don’t believe, right? Now, here’s some quotes, right? Henry Ford.
If you think you can or you think you can’t, you’re right.
I.
Maggie, what’d you say? Believe and you will receive.
Right? I believe we’re all going to grow.
So I bought these shoes.
They added like another two inches, right.
So I could keep growing now, I mean, grow our business, right? But if you believe you can, you’re halfway there.
So if that.
If half of our business, if half of having success, half of winning is just believing, I.
What is so important? Believing.
Now, I need some participation here.
Raise your hand.
I was going to make everybody stand up, but we’re primericans and we are lazy.
That’s why we like to override a little bit.
Right.
So raise your hand if you’re less than a year in the business.
Okay, awesome.
All right.
Now, can you put your hand down? Raise your hand if you’ve ever helped a client with a piece of business.
Okay.
Recruited somebody.
Okay.
Do we believe it works? Is that enough proof enough hands went up that we know this works? Perfect.
Now, this is a sales rule.
, 60 20 rule.
20% of the people you sit with, just because you have a license to do so, you will help.
If you get in front of ten people, you’ll help two out of ten.
It’s that easy.
Why? We’re in a business that people need what we do.
20%, no matter how good you really are, will not buy from you right away.
They might follow up, take time, come back and help them.
60% is up to us on getting better.
The skills.
Working on that.
Okay.
So 20, 60 20.
Now, this is not ours.
Our numbers are better than this.
Okay.
So our numbers are much better.
This, and I’m going to show you.
So I want you to just, this.
Write this down.
This is what I want your goal to be.
Over the next 90 days, set up three qualified meetings per day.
Three qualified meetings.
That’s it.
Seven days a week.
You don’t have to run appointments on your Sunday if that’s what you’re doing now, I think you should, especially if you’re part time.
But three qualified appointments a week.
Now, the hardest thing about the activity sometimes is the discipline to actually follow through with it.
Right.
And the challenge is most of us are just not disciplined enough to do it consistently.
Now, you notice I didn’t say 30 days.
I said 90 days.
Anybody can do it for three days.
Most of us do it for five days and take two days off and then get back at it again.
Right.
And that’s maybe why we’re not where we want to be.
That’s why we’re not million dollar earners like Ray and Carol.
Right.
Because we haven’t done it consistently enough.
The discipline has to be greater than the motivation.
You cannot survive this business long term based off motivation.
You have to be disciplined in your actions.
It has to be intentional.
Right.
One of my favorite quotes by Keith.
Right.
Keith Otto.
All right.
Which can’t wait for Kyle Hari in a few months.
Right.
Talent is what got people started, but work ethic and discipline is what got people to the next level.
We cannot.
Right.
Any professional athletes out there? There we go.
Perfect.
Right? Front row.
Right? But most of us.
Right.
Professional athletes are talented, but the ones that Winden long term, it’s not because of their talent.
It’s everything they’ve done in between.
The success is the sum of small efforts repeated day in and day out.
This is that.
If you had that success.
Okay, I’ll put that back real quick for you.
Okay.
I want to show you what the results of that 20, 60 20 would look like in your business.
Set up three meetings a day.
It’s 21 a week.
If you only went on ten of the 21, you closed 20%.
Two out of the ten because they need it.
That’s automatic.
You closed only half of the 60%, which means you’re okay.
Right? We’re not that great at what.
Now, again, prime american numbers are better than this.
That would be five policies a week, 20,000 personal premium a month, over 100,000 in personal premium year.
And as a district leader, you’d be making a six figure income.
I heard three people talk about going full time already this morning.
Could somebody go full time off $100,000 a year here as a district leader? Now, the challenge is most of us just won’t focus on the activity long enough.
We focus on the results because we’re not.
We’re too afraid to look at what we didn’t do the month before.
So going back to the musician, you are the musician of Primerica.
Every single phone call is a note that you play in your business.
The more you do, the better you get.
The symphony of your business will come together over time.
Now, just imagine you had a few people following you.
Teamwork is the secret that makes common people get uncommon results.
Is that not our business? Four people following you, five people on your team, you have a 30.
I didn’t even talk about recruits.
30 by $100,000 base shop.
Setting up three appointments a day.
That’s all it is, guys.
Three appointments a day, $100,000 base shop.
Those are.
That’s bad numbers.
Our numbers are much better than that in Primerica.
So let’s put the activity in.
Let’s put the work in.
The belief is there.
You just got to keep it long enough to have that opportunities for yourself.
So thank you, guys.
Have an awesome morning.
