Ever feel like you’re stuck in a rut, unsure how to get your Primerica business moving again? You’re not alone. Many reps hit a wall, wondering how to break free and reach the next level. The good news? Jessica Gordon has been there, and she’s got the roadmap to help you navigate through it. In her powerful session, she dives into the essentials of preparation and seizing every opportunity. From mastering the fundamentals to overcoming objections, Jessica shares her personal journey and the strategies that propelled her to success. This isn’t just theory; it’s actionable advice from someone who’s walked the path. Ready to transform your business and unlock your potential? Watch the video below and discover the breakthrough tips that can take you from stuck to unstoppable.
Video Transcription:
So what I’m going to talk about today is the different stages of your business, right? When I first came into this business, I was 22 years old.
I knew nothing about finance.
And the biggest objection that I had in my head was, who’s going to listen to me, right? So I started to seek advice and watch videos and digital PF’s media.
I was on there all the time listening to audios.
Bye, Keith Otto and all sorts of people.
And they were talking about when they were young, they said that you have to make sure you bring value, right? And then you have to make sure that you dress and look the part, right? So you don’t have to look like where you come from or what age you are.
You can make sure you show up on the scene, right.
As a person that brings value.
And it doesn’t matter what your age is, right.
So I want to share with you guys the different stages of the business in my perspective, right? And I think that if anybody’s been stuck, has anybody been stuck in their business before? And you’re like, man, how do I get myself unstuck? So one of the things that I’ve learned is that you have to go back to the fundamentals, right? So some of the times when we get stuck, it’s because we lost sight of the fundamentals that we should do on a daily basis, right? So here’s some of the.
Oh, other way.
Okay.
Here’s some of the fundamentals that I’m speaking about.
And I think that you’ll get a lot of value from it.
And squint if you can, because that’s red.
So I kind of am like a visual person, right? So I like to put everything into the primerica world, because then when you look at it’ll trigger a memory, right? So in the financial house, I said that the foundation in Primerica, when we talk about the financial house, is make sure that you have the right income protection.
Right? So you need to make sure that you have the right personal activity.
Right.
When it comes down to building your business.
So what does that look like? Prospecting.
Right? So we’re gonna start with prospecting.
I sucked at every stage of this business, you guys.
I remember going outside and, like, literally prospecting for two, 3 hours.
My coach would call me and say, hey, how’s it going to? And I would literally say, nobody’s outside for 3 hours, right? But really what was happening was I was judging the people that I saw, right? I was like, no, they’re good.
No, they look good, right? They really good, right? And my self talk was very poor.
So I read books.
I did affirmations to kind of, like, help me get myself on track.
Then we had to learn how to schedule guests, right.
I think that if you’re brand new in the business or if you’re trying to get yourself back on track, I think learning how to, like, just get back to mastering the invites, right? They say if you invite ten people, four will show up.
One, you’ll take an IBA.
I think that we have to work the numbers and accept the numbers, right? Because if we work the numbers and accept the numbers, then guess what happens? You’ll get the results.
Right? That’s how we all have become regional vice presidents.
Let’s clap it up for all the vice presidents up here in the front, right? So I think that they’ve accepted that.
But in addition to that, you gotta schedule appointments.
So not only did I say, okay, you know what? I’m gonna, like, go hard and schedule at least ten guests.
I made sure every single day I wanted to aim to schedule at least four appointments a day.
I know that people have variations, right? But whatever it is, if you set a goal, you should stick to it.
And if you stick to it, then guess what? That will return into compounded results.
Right? And I think that’s super critical.
Now, all of this is still personal activity, you guys, because I think that sometimes we want to teach before we do.
And you can’t lead unless you do, right? You’ll come across someone who will be in the base shop, and they’ll be a strong advocate, they’ll be a strong person.
But if they see that you don’t have numbers, they won’t want to follow you for long.
Does that make sense? Right? So doing the one one interviews, that’s another thing.
I’ve accepted that I had to do interviews in the office instead of at Dunkin Donuts, right? Because I realized that at Dunkin Donuts, which.
That was my office at Dunkin Donuts.
Right.
It was actually taking credibility away from me.
Right.
You don’t go for an interview for Chase bank and meet them at a Panera bread, right? You make them travel, you get them in their cars, you get them to get bum a ride, whatever it is, to get there, because you want to make.
You want to test the type of person you have in front of you.
And that requires you, as a leader to stretch.
Y’all with me? This too much for y’all? All right, cool.
And then also, like, do appointments, right? We made sure that were doing at least two appointments.
I got this from Singh.
She said every day she wanted to do at least two appointments.
She didn’t want to just have four appointments booked.
She wanted to be on two appointments.
So if I remember one time, I had an appointment that was on my calendar, and then it canceled, and then I was in Dunkin donuts.
And you know that place I just told you not to go to? I asked this lady who was eating her donut, and I said, hey, can I just show you the rule of 72 real quick, because I have to meet my quota of at least two appointments for the day? Do you know that the next day, after doing the rule of 72 and the life insurance, the next day we call the insurance company and close four policies.
Right.
So, you know what I’m sharing with you is that you just gotta do whatever it takes, right, to win.
It’s not gonna always be orthodox, but you gotta make sure that you have a plan and you stick to it.
The next part on here that you can’t really see, it says recruits and skills.
So now you’re in the development stage of your business.
Once you start to get the personal stuff done, now you’re developing yourself, and I’m gonna speed through some of this, right? So Primerica skills.
What is that? People skills.
Right? Leadership skills, sales skills.
Those three pillars.
If you work on those things interchangeably, right, you will become a better person, you’ll become a better leader.
I had to learn all of those things because I was short tempered, I had little patience with people, and then I didn’t know how to lead anyone in here came in here knowing how to lead.
No one.
Right? If you look around you, no one’s raising their hand.
So that means that you can develop those things.
Right? Prospecting and referrals.
I highly recommend you learn how to get referrals.
Referrals will keep you in business.
Again, referrals will keep you in business.
And your best recruits are going to be found where? Over the kitchen table.
Right? So that’s what all of the pioneers in Primerica had kind of influenced us.
And that’s exactly what we stuck to.
Making sure that were prospecting through someone’s warm market and also prospecting when we go to stores, right? So that’s what were sticking to and mastering our presentation.
I would say to you guys that make time to master your presentation.
That way, if your computer conks out, you at least can do a napkin presentation, right? I still don’t got the napkin presentation.
I’m struggling.
But we got a flip chart, right.
You gotta have a backup to your backup, because at the end of the day, people do not care about any of the stuff that you go through.
What they want is this person in front of me, can I trust them? Do I like them? Can I follow them? I believe Grace Kim, my fellow Gemini, also said that.
Right.
So I’m always trying to make a connection with grace.
All right.
And then there’s mastering the products, right? So the life insurance, do you know exactly what the benefits of the life insurance is? Do you know what the securities, you know, looks like? Do you know how to earn money and sell people on being able to earn money now, right.
I learned that you.
You don’t have to be broke while you’re building a business.
You’re supposed to make money while you’re learning this business.
The first three years that I was in this business, I had no recruits, so that means I had no overrides.
Right.
But I also learned how to master the different things so that when people did come, I was prepared.
Anybody excited about being prepared for when you get the opportunity to have a recruit? All right.
And then closing and overcoming objections.
I’m telling you, this might look like a lot, but I think that if you break it down into bite sized pieces like you say, you know what? I’m gonna.
I’m gonna master overcoming objections for 21 days.
Right.
I’m gonna listen to this audio every single day until I.
Until it’s coming out of my ears.
Right.
You want to learn how to close, like, the closers, and that’s how you become a master closer.
All right.
And my head is in the way, but that says new rep, start fresh, fast start.
Right.
I’ll share this with you.
Coming through the process.
After learning how to master the presentation, I really, really obsessed with learning how to get a list and get that person in the field quick.
When you can do that, your business goes to the next level.
And y’all just gonna have to take a screenshot of this because they’re about to kick me off the stage.
Okay, so here you go.
Make sure that you bring people to big events and.
Oh, all right.
I don’t want to take the last speaker’s time, but when you’re going to.
I’m going the wrong direction.
Coach, the freedom stage.
We’re talking about the freedom stage.
I look at people like, you know, Coach, the Costello’s.
Right.
I’m looking at, you know, Cardino’s.
I’m looking at the Roy Lipsons of the world.
They have freedom.
They have the things that we want.
So we make the time in our day to literally listen to either old audios or reach out to them so you guys can get this at a later time.
Thank you so much.
