Executive TLDR
Recruiting and promotions drive long-term wealth, not just sales.
Build hierarchies and partnerships, not short-term production.
Ask for referrals and make decisions happen in opportunity meetings.
Leadership requires heart, belief, and action — not just knowledge.
Primerica’s distribution model combines low entry cost with real income potential.
Success requires urgency, gratitude, and daily intensity.
Video Summary
This powerful leadership session highlights how recruiting and hierarchy building create lasting wealth inside Primerica. Joe Ensor emphasizes the importance of asking for referrals, driving decision-making in opportunity meetings, and expecting people to win. The message centers around building vice presidents, developing leaders, and creating long-term partnerships rather than focusing solely on personal sales. Additional insights stress leadership mindset, heart over head, and the importance of intensity and gratitude. The speakers explain how Primerica’s distribution model differs from franchises and traditional multi-level marketing by offering low entry cost, real product value, and genuine income opportunity. The overarching theme: build people, build systems, and build for the long run.
FAQs
What is the main strategy discussed in this session?
Building hierarchies through recruiting and promotions rather than focusing only on personal sales.
Why is recruiting emphasized so heavily?
Because producing leaders (RVPs and SVPs) creates long-term, scalable income and organizational growth.
What is the difference between building sales and building hierarchies?
Sales generate short-term income; hierarchies generate lasting wealth through duplication.
Why is mindset so important in this business?
Belief, heart, urgency, and leadership attitude determine execution and long-term success.
How does Primerica’s opportunity differ from franchises or MLMs?
Low startup cost, real financial products, structured compensation, and leadership-driven income potential.
Glossary
Financial Needs Analysis (FNA) – A structured review of a client’s financial situation to recommend appropriate financial solutions.
RVP (Regional Vice President) – A leadership level responsible for building and overseeing a distribution hierarchy.
SVP (Senior Vice President) – A higher leadership level achieved by developing multiple RVPs.
Hierarchy Building – Creating structured leadership layers that duplicate production and growth.
Duplication – Teaching others to replicate the system consistently for scalable growth.
Distribution Model – The structured system through which financial products are delivered and leadership is developed.
Transcript:
Speaker 1
It’s opportunity today with John Addison.
Speaker 2
Thank you. Thank you very much. Thank you.
Speaker 3
Thank you.
Speaker 2
Welcome to the program, everyone. Thank you. All right. All right.
Speaker 3
Thank you.
Speaker 2
Thank you very much. Oh, I tell you what. Thank you. I tell you, we’ve got an absolutely incredible crowd here today. I know we got a lot of people from Joe Enser’s organization. And so we just. I tell you, we’ve got an absolutely incredible program for you today. And, you know, today, although it’s June 1, is actually the end of May as it relates to PF’s for our contest, you know, midnight tonight is the end of probably the most competitive, best contest that’s ever been run in the history of our company. So I’m talking to you out there right now. I’m just telling you, now, listen, you know, as much as I want you to watch the program, because you’re going to get some great stuff, all right? And you’re going to hear from Joe Enzo. You’re going to hear from people that are.
Speaker 2
I mean, they’ve got a lot of things going on. But if I were you, and I was sitting on the bubble of this contest, I don’t know if it meant going and closing old Uncle Verne, that he really needed to income. But I’m here to tell you better be pushing to the very end of this deal, because this is. I mean, there are gonna be some people that, when we get all this stuff processed in the next few days, that are gonna be crying and they’re gonna be squalling. Cause they didn’t get enough done in the month of May to get them over the top. We’re working now on the plans for these trips and what we’re gonna do in San Francisco, what we’re gonna do in Hawaii, and it’s gonna be absolutely mind boggling what you’re gonna be able to participate in there.
Speaker 2
You know, one of the great things about the timing of those trips is they’re going to be happening probably about the time that the final of the, you know, the Citicorp Travelers group merger is done. So there’s going to be some exciting announcements and things done there. So I’m telling you know, hey, this is like one of those things where, you know, there are people, those runners that you watch in the Olympics, the ones that sort of pull up before they get to the tape, and then the ones that sprint through the tape or lean forward through the tape are usually the ones that get the gold medal. Well, I’m here to tell you better be sprinting through the tape at the end of this contest. Are you going to be sitting at home crying the blues when this thing’s over with?
Speaker 2
So that’s one thing I want to make sure that. Now, listen, I want to cover a lot of things with you here at the first. Make sure you know what’s going on in the company. Make sure you can plug in, because there’s great things happening in our company today. And, you know, one of the things, you know, that we’re doing right now is, you know, we’re meeting. We’re starting to really meet with the people from Citicorp. And I can just tell you they’re very excited about PF’s. They’re excited about what PF’s brings to the table. See, I believe, and I’ll hit some of this in the close today, that I believe that in the future of financial services, and you got to understand this, that see, the person, the team that controls distribution is in control. I mean, you understand that.
Speaker 2
I mean, you know, there’s all the mega mergers going on. There’s all these things happening in our industry, which is really phenomenal, if you think back. I was telling some of my people the other day when I was talking to them, some of the people that work with me here in family headquarters that have been with the company, I mean, all of us have been basically 15 plus years, the people that were in this meeting. And a lot of times when you’re in the middle of the battle, sometimes you don’t reflect and think about kind of what’s going on. Cause every day, I believe if you’re a winner, you gotta get up every day and just try to get better. And if you spend all your time thinking 20 years out or thinking 20 years in the past, you never get anything done.
Speaker 2
You got to get up every day and go in and on that day, in that 24 hours period, try to get better. So a lot of times you don’t reflect on things and you don’t, if you’re in the game now, a lot of times, a lot of people, losers, all they do is reflect. And all they do is think about what woulda, what shoulda, what coulda, and winners go out every day and try to get better. But anyway, were sitting in there talking, and sometimes I don’t think we think about this enough, particularly those of us that have been blessed have been around this company a long time, that in the 1980s, were a part of the happening in the financial services industry. I mean, the happening, I mean, Al Williams in that timeframe was the thing that shook the insurance industry.
Speaker 2
And I believe a lot of the reforms, a lot of the things that had gone on in the last few years, and a lot of the things you’ve seen happen to our competition happened because a group of 85 people went out and shook an industry in the decade of the eighties. Well, in the decade of the nineties, we’ve been a part of Travelers group, which you can, I mean, is, you can’t. Art is the company that has shaped financial services, you know, in North America mainly during that time frame.
Speaker 2
Well, see, if you look at what’s happening now to position us for the next ten years, that in the new millennium, as we go into that with Citigroup and travelers, you know, Citicorp and travelers forming Citigroup, that we’re going to be positioned where we’re going to be a part of the global financial services happening that’s ever occurred. And there’s going to be a lot of people who don’t have enough of a vision to see that happening. So I’m just telling you, things are going, things are happening. I mean, we’re going to have more ways to make income in this company than you can possibly imagine. And so listen, you need to, hey, you need to be.
Speaker 3
You need to.
Speaker 2
Be, you need to be plugged into what’s going on in the company. And so for all you rvps, we’ve got the RVP regional meetings going on across the country and across, in Canada and everywhere. We were just up in Toronto recently. Boston, June 3. I mean, Joe gets into a lot of detail on what’s going to happen in the future of your business. And if you’re out there selling the dream, you need to know what’s going on. Dallas, June 8, Los Angeles the 24th. Chicago, July 7. New York, July 9. So you need to make sure that you are, as an RVP, okay, as a head coach running your own business, that you’re plugged into those things. Also, do you have the FNA academies? I want to talk to you a little bit about this.
Speaker 2
Steve Barger and Tom Hopkins have put together something that’s absolutely phenomenal. Probably the single, bring the camera back to me real quick and then we’ll go to the dates. Okay. Probably the single biggest thing that people I believe have the greatest challenge with of implementing all the new things going on because there’s been a lot of change in the last few years. There’s been a lot of things happening. Probably the single biggest thing that I see people stumble on is two things. Number one, they take their eye off recruiting and they forget that we’re in the distribution business and they get themselves in the product business. But number two is the ability to go out with the FNA and not just be, you know, you do not get paid to be an educator. I mean, you understand what I’m saying?
Speaker 2
You are not going to get paid based upon the number of fnas you run. I mean, you are not in the. Let me go help people get a good education here business. You are in the business of educating people, but closing business, getting someone to, like, implement the program, and this, these academies are purely focused on that. What Steve and Tom have done is put something together totally customized to our business that is going to help you go out and make money immediately. Walk away from there able to make money. So bring up the graphic in Atlanta, June 5 through 7th. Go to the next one. Fort Lauderdale, June 26 through 27th. Dearburn, Michigan, the 10th, the 12 July, Seattle, August 21 through 23, go to the next. New Jersey, the 25th through 27. September, Dallas, Texas, October 2 through fourth, and then Boston.
Speaker 2
They’re determining the date and time for that location in Boston. So I’m telling you need to make sure that if you want to get paid more, you get plugged into these things. Let me hit just a couple other things for you real quick. And I want to hold this up. You hold this up to this camera. See, I’m getting good at this stuff. See, now I’m holding it up and you ain’t got. Okay, what can you. I feel like that guy, you know, on tv, that ought to do 199, 99, what can you get? What I mean, inform or you too, can make a fortune in the mo, in the fastest growing industry. What I want to is going out in your blue bag is a special offer.
Speaker 2
I mean, one of the things that we’ve done at PF’s is we got, I mean, hey, you got to make sure when you got something that’s moving fast, when you got something that’s changing daily, when you got something that’s dynamic, you better be plugged into communication. And we’ve got a special offer going out now where you can get plugged into EPN, where you can get, I mean, you know, professionally installed the satellite dish at your office or home or whatever for $199 and be totally plugged in and up and going. And let me just tell you as someone, I had these, that dish thing before we ever had it. At PF’s and I can tell you know, and I was like the chimpanzee that said, hey, I can go install it myself. I promise you, it’s worth one night.
Speaker 2
Just have somebody come out and install that sucker for you because I got all mad and wound up breaking a bunch of stuff and then I finally paid somebody to come do it. But I’m telling you need to make sure you’re plugged into that. The final thing, I want to talk to you a little bit about that. This brochure is going to be going out to the top 400 and stuff. It’s our CASa golf tournament that Joe is sponsoring that’s being put on also by PF’s and the partners organization. Barbara King and that group and the partners board with Sean Vayan and the Bobby and red we sign all that. Great group is really putting this thing together. It is going to be a phenomenal event.
Speaker 2
We’re going to be sending the packets out, they are in the next couple of weeks to the top 400 in the organization. But if you want to get one of those packets, you can call 775 6170 so that you can be a part of that. It’s going to be a phenomenal event. It really helps a great cause of, again, another way that PF’s is changing what’s going on in our society. You know, one of the biggest ways though, that we change people’s lives is that we create new heroes. I’m going to talk to you a little bit about this in the close today that PF’s is in the business of changing people’s lives, changing the direction of their lives, giving them an opportunity. And we attract people from all walks of life and we’re going to start on our programs.
Speaker 2
You know, we had recently Joe had new goal and, you know, every month. Now this is something I want to, boy, I almost forgot to talk about this, but I want to make sure, you know, to compete for this. If you’re somebody that’s on that bubble of making a hundred, you need to go get it done and get over the hundred thousand dollar level. Because every month on Joe’s program on straight talk, we’re going to fly in at our expense, bring in and put up in Atlanta, and then you get tour family headquarters, get treated like a king or queen, all the new hundred thousand dollar earners that qualify. So another reason to go for it and get the ring, get over the top of that.
Speaker 2
But, you know, we had some in recently and we filmed some segments and we’re going to keep filming these and stuff so that we can highlight some of the new heroes that are coming up in PF’s. So let’s go to that segment and see one of the new heroes of PF’s.
Speaker 4
When I was introduced to Primerica, I got a really good feeling when I got in front of people and started to talk to people and relate to other people. So that is the reason I changed.
Speaker 5
I thought it was a great opportunity. He had always liked figures. He’d always liked handling money, managing money and things like that. And I thought it was, at the time, we thought it was a possible career for retirement for him to go into. Because tool and die is a very physical, very hard on you and things like that, too. So it was. Thought it was wonderful.
Speaker 4
I was a very shy individual up to about three years ago. I wouldn’t look at someone’s face in case they gave me sneered at me. I just. That was the type of person I was. But I think the problem was, is I wasn’t forcing myself to go out and interact with people. And I was finding because everyone at PF’s that I spoke to was out to help each other, I thought, this sounds, this looks really good.
Speaker 5
If somebody’s going to be successful in the PF’s, and if you can encourage the partners, if you can recognize the value of partners. And I know in some of the things we’ve been to, even if your partner’s role is staying at home and keeping the family organized, not necessarily as much in the business, it’s still a very important part so that the other person, the person who’s active, can go out and do the job to the best of their ability.
Speaker 4
I like the idea of helping people and allowing them to get in a piece of my life that I’d never realized was there. And it’s just wonderful. I’m having fun, which is, that’s what life’s all about. And I think that’s one of the reasons for my success.
Speaker 5
I think a hero is someone who sort of has integrity, is someone who can be the best that they can.
Speaker 4
Be and respect their position and respect them, even follow them as a hero. A lot of people, they’re heroes. They would like to be like them.
Speaker 5
To work with other people and help other people, if you can, to improve their lives and things like that is sort of a goal.
Speaker 4
If you can do something that you enjoy doing and it’s a benefit to others and you’re, quote, being paid for it, obviously, we all need to earn money.
Speaker 6
That’s.
Speaker 4
You’ve made it.
Speaker 6
You’ve made it.
Speaker 4
And I’m doing that now.
Speaker 2
You know. You know, it isn’t. We’re going to. And like I said, we’re going to be over the next few months, we’ll probably film a lot in Hawaii, in San Francisco, and we’re going to be getting these stories of new heroes now, you know. Now, Brian, I’m sure was watching that. And, man, congratulations going over the $100,000 ring. And, you know, one of the things is great is to see that happen. But now, like I said, I’ve been studying. I always study these folks numbers. Now, Brian, I want you to look me. Okay. I’m looking at you right through the camera now. All right, now, you’re doing great. You’re doing.
Speaker 2
But see, Brian has done his business, does a ton of mutual funds, but Brian needs to figure out how to recruit and get some premium done and do all those kind of things, too. Because one of the challenges we got and one of the things I want everybody to hear me loud and clear as I study the numbers and I study our business. There are so many ways to make money today in PF’s. The income opportunity is phenomenal, but you got to make sure that you build a balanced deal. So, Brian, I am proud of you. But see, what I want to do is see you heading up the recruiting leaders bulletin see you heading up the premium leaders bulletin and get all that stuff done in your business because people don’t want to be kind of a one trick pony in this thing.
Speaker 2
There’s too many ways to make income and stuff in it. And I’m sitting here right now with Dick Walker, senior national sales director. Now, Dick, you know, Dick is very close to going over to a million dollars right now. I mean, I’m talking about. So, hey, now, I can’t. I mean, what, last month, what, 107,000 cash flow and you’re at 965, be 985 this month. So Dick is like, right there. So I am very proud of you. I mean, what I see happening in your team, but the great thing for a lot of people that don’t know is you were in the banking business for what, like nine years before you came with Al Williams at that time, then PF’s. And so you’ve been in the financial services industry for a lot of years.
Speaker 2
And, you know, Dick, there really is a huge change going on in our industry out there. And I think we’re positioned to, like, do something phenomenal with PF’s. How do you, I mean, how do you see what’s going on out there? And what do you see the opportunity as for a company like PF’s?
Speaker 6
Well, you know, John, it’s when you look, when I look back to the number of years I spent in banking, and I look at how the banking industry is structured, and I’m so happy and proud to be able to say, I’m an ex banker. Right, believe me. But, John, I looked at how banks approached people in the way they marketed their products, and they’ve been kind of stoic. And if you went to a bank and you really needed to borrow some money, they put you through the hoops. And I look now at what we’ve done for people, and I look at what has happened in the financial services sector. As you were mentioning earlier about the life insurance business, there’s a group of us and some in the room today that really bought into the dream of changing the largest industry in the world.
Speaker 6
And we did that. And, you know, insurance industry will never be the same as a result of these people and their passion and belief. And I believe that we are positioned to do the same thing to the banking industry. And I believe in years to come. And my son and I have a team of people from my base shop up here, these young people that are coming into the business are going to experience a total evolution in the banking industry, the likes of which we saw and witnessed and participated in the insurance industry. So, you know, banks, savings and loans, credit unions, credit card companies, even Uncle Sam, have been putting it to people for a long time. We really have a chance to go out and literally change the face of the way people look at their finances from every aspect.
Speaker 6
And I believe that we’re poised to do something that even we, Joe, may understand it, but I think the rest of us, even Joe Enser, who’s a great big thinker, and Bob Safard and sharp and all these guys, we think we understand what’s going to happen, but I don’t believe we totally grasp what’s going to happen to this industry.
Speaker 2
Let me ask you one other question, Dick. You know, you. When did you join, when did you join the company?
Speaker 6
The company?
Speaker 2
Yep.
Speaker 6
I looked at it in November of 1978. And I was so smart, I decided I didn’t need to do this right. So the guy that recruited me kept calling me and he said, come back up. And I looked at it again. I come back and saw Buisan two days after Christmas in 78. And I actually filled out my hiring papers in January of 1979. So I’ve been around a lot.
Speaker 2
So you’ve been around a long time. As you look for young people coming into this business today. I mean, one of the things that I see is back then it took a long time. You had to build a lot of people. You had to build a huge team to make $100,000 a year. I mean, I can remember when it was. You could count the number of hundred thousand dollar earners in the company on two hands. I mean, it was, you had to really be in this thing. And as I look today, I see people coming in and within a year or two, I mean, making $100,000 a year. And I believe our opportunity to do that is so much better today. I mean, what would you say to new people?
Speaker 2
I mean, how much better do you think our opportunity is today to make big income and do big things quick than it was back then?
Speaker 6
Well, John, I had a, with the help of a lot of great people, Bill Olive, a lot of people that came on board, we had a hundred thousand dollar base shop for three years. And that’s about what you had to do in order to make the big incomes. I believe beyond a shadow of a doubt that the income opportunity today is at least ten, maybe 20 times better. It was probably ten times better before we had all the products. I believe that a person can come on board right now and realistically when they go to RVP, they ought to be looking at minimum the first twelve months out, in their second twelve months as a full time person in this business with the RVP contract, if they don’t cash flow $100,000, it’s because they’re not in the game.
Speaker 2
They’re not in the game.
Speaker 6
They’re just not in the game. And you don’t have to have the kind of numbers that we used to have. But John, I think that we are now in a position where we can sit down with people and talk to them about their goals and dreams. We don’t have to talk to them about going out and recruiting the whole world. Although recruiting is something that we absolutely need to concentrate on. But you just saw a young fellow who made $100,000 and isn’t even in the recruiting business when he figures out the game.
Speaker 2
I mean, he’s going to get a.
Speaker 6
Quarter million dollars overnight.
Speaker 2
That’s absolutely right.
Speaker 6
So, you know, my son is here, my son in law and my nephew and some people from the bay shop. And my goal is to have every one of these people that get in the game to $100,000 income in the calendar year 1999. And we’re going to make that happen.
Speaker 2
Well, see, and the great thing, Dick, is, see, because what you said there is very important that a challenge we got. I mean, with every. I firmly believe with every really good thing comes an equal challenge. I mean, you get something really good. I mean, it’s kind of like, you know me, my big challenge is I like food a lot. Okay? And so when I seafood, I eat food, okay? And so then I’ll go, well, God, I need to lose. But I mean, you know, so you can have the curse of plenty sometimes, you know, in your life. And I believe that our biggest challenge is back then you had no choice but to recruit huge numbers and do huge things to make a good income, okay? You had to do it if you want to do it.
Speaker 2
I think now our challenge is for people that you can make a strong income by nothing doing huge numbers. And so therefore, a lot of people will do that. But see, what we need to have happen is people to think big, people to take the rubber bands off. $100,000 a year is good, but they got to go to that next level. And I think what we really need is if we can get people running the big numbers, recruiting big numbers. With the income opportunity we got today, it is lights out. And the thing is, I mean, I totally believe that with our income opportunity today, we ought to be. I mean, we ought to be recruiting everybody. I mean, because there is no better place to make $100,000 a year. Control your own destiny, run your own thing in PF’s.
Speaker 6
John, I totally agree, but, you know, we really do have a challenge regarding the recruiting. And I think it’s a mindset with our people. We’ve got to spend, I think, a little more time convincing people individually so that they totally buy in to the idea that they are capable of earning $100,000 once they buy into that. Personally, I think it’s a lot easier for them to go out with a conviction and the real passion that is necessary.
Speaker 2
And Dick, they need to understand that in our business, like were talking about, that the financial services industry, we’re revolutionizing. There is no doubt about it. Anyone that wants to argue that is crazy. Okay, we’re revolutionizing. But the reason we’re revolutionizing is distribution. And if you want to revolutionize it and build your own deal, you got to go out and create distribution. And you do that by recruiting. Well, absolutely.
Speaker 6
The young fellow you just alluded to earlier, I mean, he’s out selling mutual funds, doing a great job, creating a great client base, getting twelve v one fees and so on and so forth. But in order for him and the other people that are in the sales business to really build themselves a business that they can pass on for generations to come, like I keep telling my son and the rest of these people, you’ve got to build a company. You don’t have anything to sell. If you’re in a sales.
Speaker 2
If you’re in the sales business, you’re.
Speaker 6
Out there beating your brains in day in and day out. That’s not real exciting long term, because you’ll get burned to, boy, you go find seven to ten people that really want to make it happen and you can do something special, something incredible with your lives. And that’s the dream that I bought into. That’s a dream that Joe Ensford bought into. And that’s why some of us, that’s.
Speaker 2
What we’re going to make happen, partner.
Speaker 6
Absolutely.
Speaker 2
Hey, listen, everybody. Thanks, Dick, for spending some time with us here. Hey, hey.
Speaker 3
We got.
Speaker 2
We got some other. We got some other information you need to know about. Let’s go to that and then come back and you’re going to hear from the dynamic Joe Enser.
Speaker 1
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Speaker 1
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Speaker 2
Thank you. Thank you very much. You know, before we go to Joe Enser, I got a couple of things I want to cover for you real quick. You know, one of the things, the travel schedule, I mean, we are flat on the road this summer. And so one of the things that we decided we would do for a lot of the programs is to pick great partnerships in PF’s people off the partnership board of directors, which is such a cornerstone of our company and a cornerstone of our business to have them host a program. And next week’s program is going to be hosted by Mark and Sandy Yasupovic. And Mark and Sandy, you guys on the phone? Mark, you there?
Speaker 7
I’m here, big guy. How you doing, John?
Speaker 2
All right. Yes. So you psyched, man? First I want to see how proud I am of you, man. You are just killing it so much, man. You moved to Arizona and you guys, what you’ve gotten going there, I honestly believe is a true role model for our company because, I mean, for all you out there before I let Yaz cut loose on this a little bit, but one of the things you’re going to hear from next week is this will take any excuse you got away. These people moved to a city absolutely cold, didn’t know anybody, and they’ve got it up and ripping in just a few months. And it’s because of tenacity, because they’re good, honest, hardworking people and they’re after it.
Speaker 2
So, yaz, you know, tell everybody a little bit of what you guys are kind of planning to do next week so that everybody’s, you know, keyed up and ready to be there, man.
Speaker 7
Thanks, John. And we appreciate your leadership. You and Joe, just what you guys have been supplying has been awesome. I’m just going to take 30 seconds here, Pastor Sandy, but I just want everyone to know that the focus of our program is going to be on recruiting and team building and also getting competition going. I really believe that one of the keys to having a great business is mobilizing your people and your team towards a common goal. And there’s ways to do that and there’s ways not to do that. So we’re going to be covering that. This is not just a partnership show. This is about how to grow your business through recruiting. And partnership is a part of that. But we’re going to have some fun with it, John.
Speaker 7
We’re going to give them some specifics and we’re going to have some great guest speakers on the program with us. And I’m just going to pass it over to Sandy. She’ll finish this up. All right. We’ll look forward to seeing you.
Speaker 2
All right, partner.
Speaker 8
Hi, John.
Speaker 2
Hey, Sandy.
Speaker 8
How are you doing?
Speaker 2
Doing super. How about you?
Speaker 8
Great, thank you.
Speaker 2
So tell everybody what you got planned for them next week.
Speaker 8
Well, I really want to focus on definitely how to develop successful partners in business. And I think we’ve got 32 people coming down with us. We had planned a dream for a day tour with them and a day out of Buisson’s home. And we ran a contest called the pro PFA Tour for six months based on recruiting and developing solution numbers. And these people that we’ve got coming in are going to be so excited, especially because we get the chance and the honor to be able to host this type of a broadcast. And I think it’s just going to be great for partnerships because we just came off the Dallas ownership academy, which is fantastic. Steve and the staff did a fantastic job putting that together. And I know Joann, sir, is there, and he did a fantastic job closing it out.
Speaker 8
Our people are just, their minds were blown. But I think that next week we’re going to be able to bring something to the table that everybody can use and start working in their business on prospecting and recruiting and building couples in business and helping them become successful in how to collapse timeframes. So that’s it. We’re excited.
Speaker 2
Thank you, Sandy and Mark. Listen, one thing I want to make clear, because Mark said it there, and I want everybody to understand, listen, what we’re going to do with these programs and when we have these couples in to host it, this is not like somebody goes, oh, God, a partnership program. Listen, partnership is a cornerstone of our business, and their focus is going to be how to build a business with partnership as the centerpiece of it, not, you know, how to build a partners organization. It’s building a business. So that’s going to be an incredible program next week. So I’d encourage everybody to make sure they’re plugged into it. I’m sitting here with Kate Preston and a lot of you out there.
Speaker 2
Kate was on with Joe one week, and Kate works with travelers and heads up our annuity, all of our programs with them. And one of them is coming up is our variable annuity. And you know, Kate, one of the things, as I study our contest numbers, it’s very exciting, is there are a lot of people, particularly at that district and division and regional leader level, that the reason they’re in the contest, the reason they’ve gotten over the hurdle is that they’ve done some variable annuities, which has a big ticket on it and has, therefore, a big commission on it. So that’s really an exciting way. People have increased their incomes, and we’re getting ready to now start writing our annuities for travelers for a sister company. And that rollout’s going to be happening.
Speaker 2
So why don’t you fill everybody in on what’s going to be going on with that so that they make sure they have their team plugged in.
Speaker 5
Okay.
Speaker 9
Great, John, thank you. First of all, we are at the edges of our seats at Traveler’s life and annuity, counting down the days until June 30 until we can start selling this product through PF’s. We’ve got our sales support in place. We’ve got our wholesaling in place. We’ve got our servicing in place, and everybody’s just very excited about this opportunity. And we’re waiting for that first application to come through the door. We’re going to be starting our roadshows, as a matter of fact, on June 13. And our theme, if we can see that up on the screen, is the we are family Roadshow. And you’re going to be hearing a lot more about that, and you’re going to be seeing a lot more of it as we go through the summer with these roadshows.
Speaker 9
And basically what that represents is it’s three partners, Primerica Financial Services, traveler’s life and annuity, and Smith Barney mutual funds. And we’re coming together as a family to provide you with the best product. We’re going to be in 40 cities between June and September, and we’re going to roll those cities a little bit later, a few of them. And we’re inviting to this roadshow all securities licensed, pfas. So if you are securities licensed, we want you to be there. This is a product that your clients need and you should be selling it. We’re going to be offering you, besides telling you how to sell it and giving you a lot of product training and some marketing ideas.
Speaker 9
We’re going to help you figure out what the right profile is for your clients, and we’re going to make it as easy as possible for you to do that. And lastly, what’s very important for you to note I, is that the certification process that you have to go through for this product, you will not have to go through it if you attend one of these roadshows. So it behooves you to do that. You should be there. Get this solid, comprehensive training and make sure that you do that. And you’ll be automatically certified to go out and sell the product. We want you to register now. We’re going to be showing you in a few minutes the dates and the cities of the road shows. And this is how you register. You can either fax to 1803 774344 or Deltanet FC 489.
Speaker 9
We want you to include your name, solution number, city and state that you’re from, phone number and the meeting location you wish to attend. If you do all those things now, you will be set to attend one of our roadshows. And you should do that soon because seating is limited. We now have up on the screen the list of the roadshows, where they’re going to be, the times, the dates. You’re going to be hearing more about this in the blue blast and the blue bag. We’re only going through till July at this point on the scroll, but there’s more to come. We’re going all the way through September and there’s going to be a city near you, so look for it. And we love to see you there.
Speaker 2
Thanks, Kate. Thank you very much. And I just want to say you’ve done a tremendous job. I mean, one of the things that we’ve seen in making this transition is you guys, as I looked at the stuff were talking this morning, you’re really prepared. I would encourage, when you go to this, everybody, you’re going to get a ton of information. And it’s not just, it’s not some old boring, you know, sit there. And a variable annuity is, I mean, it’s going to, you’re going to get a lot of marketing ideas, a lot of ways where you can go out and increase your income. So, you know, this is another tremendous way that incomes are being built through our distribution system. So I would encourage you to take advantage of that. Hey, listen, our speaker today, our next speaker is Joe Enser.
Speaker 2
Let me tell you, Joe Enser is somebody who, listen, in 1994, his cash flow was $698,000. Last rolling twelve months, $1.2 million. Joe at a time. Joe has always been a pioneer and somebody that can, you know, that I’ve always admired because he can see things happen before they happen. I mean, this is fact. When went into New York, there were people that said, you are crazy to go into New York. It doesn’t have the same comp structure. It doesn’t have all these different things. There were all the people that had the 8 million reasons why you shouldn’t do something, right. I mean, just like anything in life, you can always find somebody who can. The easiest thing to find is somebody to tell you can’t do it.
Speaker 2
Well, Joe inster went into New York and I would say anybody that’s in this audience from the state of New York, please chill. Okay, stop. Hey, whoa, whoa. Stop. Okay. Now, as a result of that’s what Joe Enser has in this crowd today, okay? And there’s a bunch of people who said, don’t do it, who ain’t got none of them people in a crowd, you understand? And his cash flow last twelve months is $1.2 million. This is a guy that’s gone out. He’s always a team player. He’s always trying to help. Please help me welcome from the great state of New Jersey, New York Johnson.
Speaker 3
Thank you, John. Thank you. Thank you so much, John. I really appreciate it. And good morning, New York. I want to say hello to my wife Kim and my little guy Austin, who are watching us up in New Jersey. Hi, guys. And I want to get right into what John asked me to do. You know, I really love John. He’s been around here since I joined. And I watched him rise through the ranks to the president of the company. And he started out as a clerk. Clerk in the company. He knows everything about the business. I called on him and Dwayne Morrow for counseling, and he has helped us build our business. Now, I want to qualify a few things because they asked me to talk about how to close the opportunity meeting.
Speaker 3
How are we getting so many people to join us at such a fast pace and get them into PF’s university? And I want to share with you that the reason we’re able to do that is we believe that we help middle income families get out of debt, use our services, and get a chance to own their own business. And that’s what we do. Somebody walked up to me and said, what do you do? I would say, we help middle income families get out of debt, use our services, and give them a chance to own their own business. And they say, well, what’s it about? We say about an hour and a half. Keep Tuesday night free and. Got a pencil? We’ll give you an address.
Speaker 3
Now, all I am, after 17 years in this business, all the things we own, all the money we make, the stock we have, the power of being able to be successful, which we’re still learning how to do is directly related to recruiting. Our business is about, if you help us build our company, we’ll pay you. I heard that in that first opportunity meeting. They didn’t say it that way, but I bought into no inventory, no experience, and no investment. And if you come help us build our company, we’ll pay you for helping us. And I got so excited about that, I sold my restaurant business, and as a result, I wound up coming in this business full time.
Speaker 3
Now, I want to share with you at the middle of the opportunity, as we’re getting towards the end, we talk about what’s your quality of life? Now, you all have some overheads. If you could just stick that one up there for a second. What is your quality of life? Are you satisfied with your job, with your opportunities to advance with the money you make and save, with the standard of your living within the past five years of your life? You know, time can get, you have to value the time that you invest in our company. Time has to be leveraged through other people if you’re going to build something big. I was in the pizzeria business, and, you know, I had 20 some people working for me, and I realized that I got paid off their efforts.
Speaker 3
And in the real world, I know one thing. You can never beg big money for the work that you do. You get paid big money for the work you cause others to do. And as you come on board in our business opportunity today, you’ve got to learn how to use your time. Our entire company is formatted to help another human being. Isn’t that amazing? I mean, everything we do is designed to help another human being. And so Fors Business magazine says if you go into business today in 1998, it takes five years before you expect to make a profit. We want you to come on board with us in your first week. Get involved with us and make a profit your first week. I mean, you get involved in our business opportunity for $199. I mean, just think about this.
Speaker 3
If you’re sitting in an audience at an opportunity meeting and you don’t have $199 and you can’t make a decision, and it’s going to spend $199. Whatever you been doing all your life isn’t working. So you need to get in right now. And so when you take and then to be in business and make a profit your first week in business, that’s a big deal. And, you know, so I start the meeting off. As I come up, we have our company opportunity meeting, you know, and then we have these overheads that we’re working with you on, and we start talking about who’s qualified to get in our business. I think it’s so important that we make people understand how do you qualify to come on board with us? And so I ask the audience to participate and use their creativity.
Speaker 3
And I say, now, look, I want to see how many of you are qualified to get involved with us. So I want you to raise your hand if you’re qualified. See if you’re qualified. First thing you got to do when you come on board with us for the first 30 days, these are the qualifications. You can’t do nothing. You can’t say nothing. You can’t sell nothing. You can’t talk about nothing. We don’t even want you thinking about nothing. Now, how many of you are qualified? Raise your hand. And so people see that they’re qualified. Then we talk about how you’re going to help us build our company. You see, I believe in middle America today, all over the world, you and I, we’re the wealthiest people on earth. We wake up tomorrow morning, we have 24 hours to invest.
Speaker 3
24 hours, 60 minutes in an hour, 1440 minutes tomorrow morning to invest. And if you don’t invest those minutes and get a great rate of return on your investment, then you lose them and you can never recapture them again. So we try to make the people understand the value of your time and energy and joining our business opportunity. And we have great success because we’re able to communicate with people about getting involved. We talk to them about how much work did the person who brought you here tonight have to do to get you to this meeting? And then people start to realize, I know we say, could you do that much work next Wednesday night if we showed you how to make money doing this? And so people really get emotionally involved in what we’re doing, then we go to the next overhead.
Speaker 3
Are you satisfied with your job? You have nothing to really lose once you get involved in our business opportunity, because we want to share with you how to recoup your investment the first week. We want to get you to earn while you learn. We want you to improve your financial knowledge. See, most people come to opportunity meetings, have no idea how to leverage themselves and take advantage of the interest deductions they can by refinancing their house and paying off their credit cards. And so we’re looking to make people understand the educational process and have access to the education and the training. And we clarify that you start part time. See, most people today, you know, we’re really focusing on the baby boomers. You know why? Because there’s a common denominator.
Speaker 3
People say when they’re over 50 years old, talk to them, see if this has ever happened. Have you ever heard somebody say, if I knew that would I know now things would have been different. See, we make people understand that. And if, you know, people who think like that, there’s a chance that those people would like to be in their own business today. They’d like a chance to relive their opportunity one more time. And most people in their fifties or sixties, they have sons and daughters in their thirty five s and forty s. And most of those sons and daughters have children in their 15, 2025 year old bracket.
Speaker 3
And so they realize the power that they have as the head of a family, that if they could make a decision tonight to get involved in a business opportunity, that their entire life could change. And so we’re really into showing people that are wealthiest people on earth. See, I believe you’re a champion, and it has nothing to do with the size or shape of your body. If my body was black right now, my message would still be the same. If I was taller, shorter, fat or skinnier, I couldn’t be much better looking. But if I was, it’s not about the messenger. It’s about the message. And the message is right. We do things for middle income families that are unheard of. It’s unheard of for somebody to care about getting you out of debt.
Speaker 3
It’s unheard of for somebody to take you by the hand and put you in business in America today and have a financial interest in your success. People are buying into our business because they’re putting faith in us. They’re putting faith in us because we’re doing what this business opportunity allows us to do. We’re using our chance to win. When I quit high school at 17 years old and when the Marine Corps, I didn’t have too many chances to win. When I saw this opportunity meeting and they talked about the possibilities of what could happen, I was willing to change my entire life. I sold my restaurant four days later, went full time.
Speaker 3
If I didn’t have the coaching from Dennis Schechter and Bob Safford, if I didn’t have the believability that they were going to make big money and I could copy them if they weren’t in the game and showed me the way, I probably would have quit the first time I had a challenge or the second time. But the leadership team that the companies developed today, that’s in the game. Dick Walker is a great example. I mean, he’s been my idol for years. Dick is a champion. Dick believes in the possibilities of winning. He cares about people. Winning to Dick Walker is more important than anything else. He’s got his son in law here. People don’t put their family in business if it doesn’t work.
Speaker 3
You see, ladies and gentlemen, we are visibly proving that middle income families today can change the quality of their life by getting involved with us and becoming part of our team. See, I believe that destiny is not a matter of chance. It’s a matter of choice. Most of the people in America don’t realize how simple it is to make it decision. In the middle of my meeting, I usually ask him, I want you to raise your hand when I count to three and say, I’m in. And I’m going to share with you for the next three minutes something that I can only share with people that are in our business. So I count to three. I go, one, two, three. And the people raise their hand. And always there’s one or two who raise the wrong hand.
Speaker 3
I make people understand, here’s how easy it is to get in our business. I’m in. And here’s how easy it is to get out. I’m out. And if you’re out for a while and you want to get back in, it’s I’m in again. And so I say to them, when I count to three, raise your right hand, say, I’m in. And they do. And I say, now take a breath. What happened to you? You made a decision to do something special with your life. And most people in America spend more time trying to figure out whether they should or shouldn’t them to make a decision, act on that decision, and stick to that decision for however long it takes. Our company is on a roll right now. We’ve got a lot of decisions being made right now for the benefits of our team.
Speaker 3
And I thank God every day that when I filled out my hiring pack that I meant it. See, I wanted to use my chance to be somebody more than anything on earth, but nobody was willing to give me a chance. And we give people a chance. See, after you get involved in our opportunity meetings and you see what this is about, you can never look your children in the eye or your grandchildren someday if they walk up to you, say, daddy, mommy, grandpa, grandma, how come we’re not rich like everybody else? You’ll never be able to look them in the eye and say, cause I never had a chance. Because you got your chance. And what you do with it is entirely up to you.
Speaker 3
I mean, our business opportunity, where we can get involved today and recoup your investment the first week and then go through our training process at PF’s university and get licensed and we’re looking for people who want to get involved in us and save money. We ask them, if I go to work with you and get your income to $3,000 a month will you make a promise to me to get out of debt and save 1000 of them? You don’t have to quit your job. You don’t have to make any kind of a major investment. I’ll coach you. But if I’m going to invest my time and energy, if I’m going to put my minutes into you, I need a commitment for you. We don’t want any financial derelicts representing our company on our wealth builder program.
Speaker 3
We don’t want you to be bankrupt after you make your first hundred thousand. So I need a commitment from you that if we work with you to help you get your income up to 3000 a month that you’ll save 1000 of it. Will you make that promise? And it’s pretty hard to say no. It’s pretty hard to say no, isn’t it? If somebody’s going to take you by the hand and get your income up to 3000 a month and you’re going to save 1000. So I’d say will you make me that promise? And they say yes. I say okay. Will your spouse make that promise? Well, yes. Well I need to meet your spouse.
Speaker 3
So what I want to do is I want to make an appointment to sit down with you and your spouse because I want to be able to share with her or him what our plans are going to be for the next three months. You can go home and tell her you’re going to get involved in a business opportunity. We’d help you get out of debt and we’re going to show you a different type of lifestyle. But you got to tell her when I get there I want to promise that if I help her make 3000 a month, you’ve got to save a a thousand. So that’s how I get my first appointment. See, I don’t talk about field training, financial needs analysis. We get in the house, we meet, say hello and I say what did your husband or wife say about our business?
Speaker 3
And they say the things they remember most, that you’re going to help me make 3000 a month and I’m going to save 1000 a month and the rest don’t matter, does it? And so I’m in a position of credibility. They want to sit back like this and say well I want to hear about this because my husband ain’t that smart. Did he tell you what we have to do to qualify? Well, no, he can’t do nothing. He can’t say nothing. He can’t try nothing. He can’t sell nothing. We don’t want him thinking about nothing. Oh, he’s qualified for that. And so, and so at that point I say, well, let me share with you what we do. We help middle income families get out of debt, use our services and get a chance to own their own business.
Speaker 3
Would you like to show you how that works? And they always say yes. I don’t know why they always say yes. To get out of debt. Kind of like gets them and say, well, do you have any credit card debt?
Speaker 2
Well, yes.
Speaker 3
Do you have any kind of like a finance car and a driveway there? But what we can do right now is take a look at that. I’ll give you a little form here. We’ll go through a little checklist, see if you could copy me when I do this, because our husband’s going to watch me do this for a couple of weeks. I want to see how much he really has to do to be successful. And so I make my first appointment right there. And then I talk about promotions. I say, by the way, before I leave the house, when would you like your first promotion? And they say, now.
Speaker 3
And I say, well, in order to get promotion, you have to recruit three to six people who do you know, would like to get out of debt, owns a home, would like to get in their own business, who do you know, middle income families. And, oh, boy, did the name start coming out. And that’s how you build our business. I learned that from Bob Safford’s third party referral system. He said, if you were to talk to people today, the average person, 30 years old knows over 1100 people, but they don’t know that. And you got to ask them who they know. And so I said, okay. So then in an opportunity meeting, it’s decision time. And that’s where we get the people to make commitments. Decision time. You got a choice.
Speaker 3
You could begin your BFS business tonight, set a part time goal, make 3000 a month, save 1000, begin a new career. You could be coachable. You could do nothing, say nothing, try nothing, sell nothing, be involved with us, or you could absolutely do absolutely nothing. And the last five years will be just like the next five years. And is that what you really want? And most people say no. So now it’s decision time and we want you to take action. So then we go to this take action overview and we say, now, look, all you got to do is get together with us and we’ll work out the rest. And I just leave that overhead up. Complete your f and a, put your own financial program in place. Complete your independent business application. Take the first step towards financial independence.
Speaker 3
See, it really boils down to the last slide. Which is worse, the pain of change or the pain of regret? You get one chance, ladies and gentlemen. In that opportunity meeting, I learned early on, Art Williams said this so many times, it was drilled into my head. He said, you’ll never get a second chance to make a great first impression. I feel like in America today, they don’t know what we have to offer. They don’t know the value of what our opportunity is about. So if they say no, I expect they say that because they don’t know what the value is. Every time I get enough. I always knew early on that the answer would be no until I asked. So I just keep asking. So during the opportunity, I just keep asking people to make a change.
Speaker 3
And at the end, I expect them to put their $199 in. I expect them to go in business with us, and I expect them to get their profit the first week. I expect you to win. John Addison, Joe Palmeri, the rest of the team here, Duane Morrow. Dwayne came to our meeting last night. And John, I want to tell you, Dwayne Morrow is a special human being. Spent some time with him last week, and we talked about rvps and svps. I believe the SVP contract is the most undervalued position in this company. See, as an SVP, you got to have a minimum of three vice presidents. Our system is designed so that you make success happen by pushing other people up.
Speaker 3
And we have great success in New York, New Jersey, Connecticut, Arizona, Florida, because we know that going into the business, I know that people work harder with the RVP contract than they’ll ever work for it. We have tremendous success because we’re willing to build hierarchies, not sales. We believe in building partnerships with the people we override. We believe in helping people along the way and then letting them go to build their own business. The message I really have today is people copy us and we got to get in the game. If we don’t get in the game of producing vice presidents and giving these vice presidents a chance to produce vice presidents, become senior vice presidents, they’re not going to be wealthy here. Building a distribution system is the easiest thing you’re ever going to do.
Speaker 3
Believe and you can do it the hard part. Just like building wealth, making money is the easiest thing you’re ever going to do in this business, believe in you can do. It’s the hard part because you’re related to how many hours you work on your job and what that little pay is. If you make $200 a day, you make fifty cents a minute working 8 hours a day, 8 hours, 60 minutes in an hour is 480 minutes a day, $240 a day, $1,200 a week is only fifty cents a minute in two minutes. You could have recruited me in this. And last year, your income did over 800,000 in over odds. Where are you going to spend your time and energy except in a place where you can do something special with your life? God bless you.
Speaker 2
Thank you so much. As we close the program today. Before I share some thoughts with you, Joe, as a result, I mean, what an awesome job you did, man. That was so good. And you’ve got a new. You’ve got. You talking about building svps. I’m gonna let you make a little bit of announcement here. You got somebody that you want to recognize, right?
Speaker 3
Yeah. John, I want to share with you. We have some people in the audience, and I’ll just. Just touch on just a second. I mean, I know that Dave Patterson, Arizona, is watching us. He just went over 200,000 of income with Trent Kartner, hit the $100,000 ring. And, you know, Tony and Shelly Lorraine are here. They just went over 300,000. Their third diamond. I win yourself, Rocky. The rain is sitting out there in the audience, and he’s just about to go over 200,000. He only got to watch in August, got the ring in December. Gonna get a second diamond. That’s Rocky, Ray and Carol. Consistent. Costello is sitting out there. They’re getting ready to go over 100,000 next month. Jim Meyer, who’s our hero of the company last month, made over 100,000 in a month. Jim Meyer, over 100,000 in a month.
Speaker 3
First time ever on his way to 200,000. But South Eureka, you made it, Sal, I found out this morning you’re up there. He stayed back from our trip because he had to get those last apps. He just went over 100,000 today. Judy and John Kanowitz. Judy and John Kanowitz, over 100,000. Now, these people are 30 by 30. This is not being done by getting over the kitchen table and writing applications. They’re building hierarchies. But Joe Cardino was the first human being in New York. I hired a guy named Jack Jaquin, and he hired Rob Antonucci. And Rob Antonucci introduced me to Joe Cardino. He was the first guy to believe in the possibilities of winning, he said to me, what do I do next? I said, you need to bring some people to the meeting. How many can I bring?
Speaker 3
I said, well, Joe, the record is 31. He brought 29. Today he is being inducted into and promoted to. And I’d like to bring him up here for a split second. The newest SVP in New York, Jerry, now. Thank you. Congratulations, Joe.
Speaker 2
Hey, Joe, tell you what, man, you proved that the system of building people works, man. I tell you what. Thank you. Awesome job and congratulations, Joe. Hey, listen, in closing, real quick, I just got some thoughts I want to share with you. Number one, you know, this is one of those, man, you’re always tested when you do this deal with PF’s. This morning, driving in about 730, I got a phone call. John Lennon was going to be on the program today along with Joe. And John’s father passed away over the weekend. And so please include John and Angela in your thoughts and prayers.
Speaker 2
And so we, you know, we jump and we put it together and I had Kate come down, we put it all together and we pull something, you know, but I wanted to make sure that everyone included John and Angela in their prayers. And listen, I just want to close with a few thoughts with you, and I’m going to go through this pretty quick because I got some things I really want to share with you of how I see the business right now. And I was talking with Mark Yasupovic recently, and he said, you know, man, you need to share these kind of things and stuff of what you’ve seen and what makes people win and makes people build and makes people do great things. And, you know, I want to. I want to talk to you about a few keys real quick.
Speaker 2
See, I believe the key, number one is you got to understand that we build heroes. So you got to understand in this business what Joe Cardino came up and what Joe did of, you know, talking about his team and stuff like that there. We build heroes. We’re in the business. See, the f and A is a cornerstone of our business. It’s how we deliver products. But our products and our process aren’t the key. The key is what we do with those things. And that’s we go take an average person, we go take somebody that people have said doesn’t deserve great success, and we allow that person to become all they can be, to go for it one more time, to quit getting beat down.
Speaker 2
I mean, most people, the only recognition they get on a job is when they’re told what they don’t do not what they did do. And we give a person an opportunity to go out and be a hero again. You know, I was watching the NBA playoffs last night and you see that stuff over and over again. And the reason people watch those things and the reason people watch sports and all that is they like to see heroes. They like to see people overcome the odds. And at PF’s you don’t have to be able, you don’t have to be six foot seven and able to jump or anything like that. And you can go out and become a hero. Point number two. You got to understand that hard is the key. See, you can learn how to do the FNA.
Speaker 2
You go to these academies with Steve and Tom Hopkins. You’re going to learn the right words to say. Joe Enser just went through a lot of things. You need to learn to say and you need to get better and you always got to, and you need to always be learning our problems. You’ll go to these things where we roll out the variable annuities. You need to do that because you can’t be a dumb and make it. I mean you got to like, you know how to do something. You understand what I mean? You got show up and be able to explain things and you need to go learn those things. But that’s not the key. You win with your heart, not your head. This is a business that is full of smart, broke people, okay?
Speaker 2
They may know how to run everything in the world and they can print everything off and they’ve read everything that’s ever been written but they ain’t making no money because their heart’s not in it and they’re not leading with their heart. You got to understand, this is a business where heart is the key. Number three, you got to be a leader. See, I’m going to give you just real quick here what I believe about leadership more than anything. See, most people sit around all their life and they read books and they study and all this stuff about becoming a leader. But what you got to understand about leadership is great. Leaders don’t always know where they’re going. It’s just that the people following them don’t know that. Okay, now I just said something real important there. I want you to understand that.
Speaker 2
I mean, I’ve sat me, I’ve sat with Joe. I mean, you know, Joe Plumeri means sets a vision, a direction. I sat with him. Where you’re going. Well, man, you think this is the right thing? What do you think? I mean, I don’t know, blah, blah. But then when the decision’s made and the play is called, you got to get in front and say, folks, if you do this, there ain’t no doubt you all going to get rich, okay? I’m telling you, I’ve seen where the future is, and we’re going to conquer the world, and we’re going to get all these things done. And you got to be always stretching people’s vision and selling people on how great it is. You got to look, you got to walk.
Speaker 2
I mean, one of the things is, I study people, and I would give you this to kind of do an assessment of yourself if maybe you’re not winning like you want to do. I mean, are you somebody would want to follow? Look at yourself. I mean, look at how you smile. Look at how you carry yourself. Look, talk louder, walk faster. I mean, one of the things I learned a lot, man, you see me? I am walking fast. Now, I may not have a clue where I’m going, but if I’m going to get lost in a hurry, okay? Because I figure, whoa. If I get lost in a hurry, then at least maybe I can get found quicker, okay? And so I’m going somewhere. I’m moving.
Speaker 2
You got to make sure every day you get up, you’re moving, you’re after it, you’re shaking it, you’re making it happen so that people want to follow you. Point number four, you got to know we do something good, okay? Because I promise you, what we do with the f and a, what we do with helping people get out of debt, what we do with all those things is incredible. One of the things I don’t think we talk enough about anymore, because we got so much to talk about is what we do with our life insurance product, what we do with going out and correcting the wrong there. Bring up this chart for me. I want to show you something. Last year in the United States, the average death claim paid for the entire country was $12,253.
Speaker 2
The average whole life policy enforced in this country now is $35,000. And 42% of the policies in force in this country today are under $25,000. And in Canada, the numbers ain’t no different. Okay, now, is that a market to go replace that stuff? I would think it is. PF’s our average face amount $240,000. See, now, hey, is that a little bit of a difference of what we do for people? Hey, listen, we studied. And the additional death benefits paid by PF’s on replaced policies since we’ve been in business is 500 million. Now, understand, that’s not our, that’s not the death claims we paid. That’s the additional we’ve paid over what we replaced from those companies that went out and replaced. That’s $550 million that if we hadn’t showed up, that consumers wouldn’t have. That would be in the pockets of insurance companies.
Speaker 2
Bring up the next one for me. This is average premium per thousand in force. I mean, look at these companies. Primerical life, our average premium per thousand and fours, $2.66. Prudential 1350. New York Life 1305. Metropolitan Life, $12.37. We do a phenomenal job for people out there. Bring up the next slide for me and look at what we got at PF’s terms. See, it’s the only place you can go where you get a customized, complimentary, confidential financial needs analysis. You get custom term, completely specifically designed for you and your family. You got a spouse rider. We don’t sell. You know, most insurance agents, every time they see diapers hanging out or whatever, they’re showing up to sell another insurance policy. Every time they see announcement, they showing up to sell another insurance policy. We do one policy per family.
Speaker 2
We got a child rider, we got guaranteed rates, we got a terminal illness benefit that takes care of you if something happens and you get, and you develop a terminal illness. We’ve got the increasing benefit rider. We’re one of the companies recognized by IMSA that we ran the big ad on where we’re one of the companies that gets kind of the good housekeeping seal of approval, and we’re the number one term insurance company in the world.
Speaker 3
See?
Speaker 2
Hey, thank you. Don’t ever back up from what we do for clients with our insurance. I mean, see, you look out there, 42% of the people who have insurance, most people don’t have any insurance. And 42% of the people who have it in this country have under $25,000. I mean, our market there, we haven’t even begun to scratch the surface of final point. Point number five, I want to make, and I’ll close with this next week. Mark and Sandy will do a great job for you. You gotta have an attitude of gratitude. See, one of the things that I see kill people more than anything in business, in life, in anything, is when you start developing an attitude of, someone owes me something. Look at what I did. Don’t they owe me something? Look at me. I was there, I did, blah, blah.
Speaker 2
They owe me something. I promise you. I’ve had that creep into my brain a couple. Because I’ve been around a long time. Like Joe said, I started at the bay and blotted, worked my way up. And then there was a couple of times where I had bozos that I reported to when I’m going like, my God, how could this turkey be here? And look at where. I mean, it is easy in life to do the. Whoa, whoa. Poor, pitiful me. Look at where I’m at and all that stuff. That is cancer to you as a winner. See, you gotta have an attitude of gratitude. You gotta get up every day and go, man, look at. Because all you got to do is look around, man. There are, you know.
Speaker 2
See, as long as you’re healthy, as long as you can get up, you still got 24 hours to get after it. You can always go in. There ain’t no excuse for not winning in the free enterprise system. You can always change where you’re at. And you can always find people, man, that they’re sick. They got problems with their kids. They got all these things. And those are the things that I god, how do you see? You’ve got to have an attitude of gratitude. You got to get up every day and you got to say, man, I am happy, man. I am excited. I feel great about life. I’m going to go get something done. I’m going to shake it up and make something happen. God bless y’all. And I’ll see you at the top.
Speaker 3
Sarah.
Speaker 2
Show.
Speaker 1
This program is copyrighted by Primerica Financial Services and is for the sole use by members of Primerica Financial Services. It is intended for educational purposes only and may not be shown.
Speaker 10
Space jammer. We’re talking about 30 million for a one year contract. And that dude goes out there. I mean, totally twisted. I mean, it’s life or death to him. If his mother had come out of the stands and said, michael, you’re sick. He’d have had security Kerry, haul her away. He said, get out of here. I’m playing. This is. And then that three point shot. A lot of you saw it. His eyes just kind of rolling back. I’m about to collapse. It was everything to him. And the reason that’s critical for you to understand is we have Sandy Weil. Here’s a 64 year old man. And I talk about this every day. Every interview, every open house, every appointment. And you need to talk about this kind of stuff. You’ve got your fortune magazine, your annual report.
Speaker 10
You’ve got the new brochure that’s out with the quality life, man. You got to use that stuff because it’s all in there. Everything’s in that one brochure. But you got to talk about 65, 64 year old man who’s made a conscious decision that he ain’t done yet. He wants to go out and do something. I mean, you talk about warp. Now, think about this. Here’s a guy who’s the highest paid, according to Business Week, right back in May, highest paid CEO over the last five years, almost, what, four or $500 million. I mean, he’s 64 years old. The restraint saying, you know what? We now built a foundation where we can go do something great. Now. It’s like, wow. I mean, here I’m 40 years old and considerably younger than 64, and I don’t know how much restraint I’d have on 400 million.
Speaker 2
You know?
Speaker 10
I’d be like, see? Just take, like, 10% of that. I mean, 40. We could, like, rent half the Super bowl or something. Or just think of some of the hotels we could go to and have some parties and just think about some of the things. I mean. I mean, here’s a guy talking about restraints, saying everything we’ve done for ten years. Build a foundation, go do something great now. And people say, well, is he serious about PF’s? I believe so. Just do your research, Chuck. Merrill lynch, some of these reports that are coming out from other analysts, I mean, they don’t take our word for it. Do your research. It’s your problem. You do the research. Well, I won’t give this PF’s thing, you know, till the first. Hey, don’t worry about giving PF’s till the first year.
Speaker 10
We’ll be here bigger and stronger than we are today. Question is, where are you going to be? See, so Joe Plumeri, here’s another guy. This guy ain’t well. And I know every time I talk about this stuff, but the man ain’t well. I’m telling you. I mean, how could you go with all. I mean, his stock is in the report. You know how much he’s got. He don’t need a paycheck. He’s going around killing himself. And you got all the planets in line. You got Sandy out there, Joe going like a maniac to do something great to change the world. He ain’t messing around about that. You got John. The rest of folks around here, you got your field leaders. You got your upline. Only thing missing from that equation is what you and you got to provide that.
Speaker 10
You got to understand, it is more than the money. Just like Michael Jordan, you can say, well, why is Michael that? I don’t know why Michael’s that way. I don’t know why Sandy’s that way. I don’t know why Joe’s that way. I don’t know why John’s. I just know they’re that way. And it’s time you got that way because you might not like the way things have been over the last 510, 15 years. You know, I read a story in Guidepost magazine, a couple of points I want to close out on Guidepost magazine. A couple years ago, Rosie Greer played fearsome foursome, the Rams, back in the sixties, Merlin Olson and Deacon Jones. Deacon Jones invented the sack. And I mean, they were brutal. I mean, they brutalized quarterbacks. I mean, they just loved to throw quarterbacks out of the game.
Speaker 10
And what Rosie would do, I mean, he was this brutal guy. And then all of a sudden he gets out of the sport and he starts doing cross stitch. Merlin Olson starts selling flowers. Of all the things in the world, you know, and they will make a contribution to the community. And I know they made some significant contributions to the community. You see them, a lot of political activists type of stuff, you know, and they want to make a difference in the community. But the story that Rosie told in guidepost was this, that he went into LA and he was looking at the big brothers program, thought that might be something, you know, worth looking at, some youth at risk and things like that. And he wanted to file through, maybe kind of semi adopt a couple kids, like a big brother.
Speaker 10
And he looked through there, and all of a sudden, as he was looking at the profiles of the picture, he started crying and realized that one of the kids applying for a big brother was his own son. He’d been divorced about ten years before, and he’d never spent any time over ten years with his own son. His son was looking for a role model. And, I mean, I hear a lot in the audience and somebody’s like, oh, man. But, you know, not to that degree, maybe, but, you know, maybe to that degree. I mean, all of us are guilty to some degree of something. I mean, charity begins at home. You got to deliver for your family. I don’t care if it’s your parents, your kids.
Speaker 10
Make sure that, I mean, you got to make, you got to find out what makes you tick and who you’re here for and why you’re doing this deal, and then you got to go out and deliver. That’s what the financial needs. Now, see, a lot of you ain’t done your financial needs analysis yet. You haven’t got that done. You need to do that today. You need to get your game plan done today. You need to do your five minute deal on the boys tail or on the tape record. You need to do that today. You need to get your act together.
Speaker 10
Last quote I want to read out of here, and I apologize for having to read it, but it came out of field of dreams and it’s a direct quote from Burt Lancashire and he was the old guy that never got his chance to play in the major leagues. That’s kind of what the movie was revolving about. And he said it was like coming this close to your dreams and watching them pass you by like a stranger in the crowd at the time. You think there’ll be other days? We just don’t know the most significant moments of our lives while they’re happening. We just don’t know the most significant moments of our lives while they’re happening. At the time. You think there’ll be other days? I didn’t realize that was the only day. Let me tell you something. We are in a deal right now.
Speaker 10
Over the next few weeks, it is a new day, a new company, a new era, a new dawn, whatever you want to call it. It is time for you to suit it up. Make a decision that you’re going to go out there and deliver for your family. Find out what you’re here for. Make a decision to do something great. Hey, we’ll see you at the top.
Speaker 2
Thank you, Andy. Thanks, bud. You know, in closing, I want to make a couple of announcements and then I got some things I want to share with you as we head into August 1. Number one, remember that month in for the month of July is now August 2, midnight. Okay? Because of holiday, the El conquistador trip and all that stuff, we had already looked out ahead. August 2 midnight is the close of the month. Also, I want to recognize, I don’t know if they can get a shot of him in there, but a guy that’s been doing our audio forever here, I mean, God, several years now. He’s moving on, pursuing his dreams, doing a lot of stuff in New York. Tom Cassell, Tom waving. Everybody turn around at Castle. Tom is, this guy has been making it happen for us at EPN.
Speaker 2
He’s a total professional in his field. He’s moving on to New York and going to really start expanding his career and stuff. So we want to wish him all the best, you know, as I head into what I want to close and talk about, I was just before I came down, you know, I was on the road all last week, traveling all over the place. And right before I came down, Mike Perry called the officer and talked with Dana and then got me on the phone. And it plays into what Andy was talking about and what, you know, I wanted to just mention last week, you know, a lot of you in Canada, you know, Glenn Williams, his nephew, and Sam Rourke passed away very suddenly, 28 years. Now listen to this. And this plays into, you never know in life.
Speaker 2
And you gotta go out and maximize every day. 28 years old, he was a kicker at West Georgia, was a marathon runner. Total role model. Role model in his church, taught Sunday school. You know, just an absolute class model person. Had gotten very serious, was a part of Wilareen Mara’s organization. His mother, Melba Rourke, RVP, that he was just really gotten serious. I think last month, he was like number 1 June in the state of Georgia in smart production, made over $5,000, passed away just suddenly number one. You know, keep their family in your prayers. I mean, they’re a total PF’s family. Glenn, who is like one of my closest friends in the business up in Canada, keep them in your prayers. But beyond that, you need to think about folks you never know in life. You never know what’s around the corner.
Speaker 2
You may be in the greatest of health. You may feel great, you may feel like it’s your time, but every day you got to go out and you got to play like it’s your last day. And you got to maximize, whether it’s in your personal life, your family life, your spiritual life, your business life. You need to go out and play every. Because you never know. And I’m telling you, folks, we’re entering a special time at PF’s as we go. And I want to just close with some things Joe’s been pounding on the road for you to just think about, because my biggest fear is that we’re at such a special moment right now that we don’t realize how great it is. And this isn’t a normal time.
Speaker 2
It’s time to go out and play at a complete different level of intensity than whatever you’ve been playing at. And as we enter into PF’s, this great new growth era, see, I think there’s some things we need to just keep an absolute mind as we do it. I want to go over here and write some stuff on the board for you here. In closing, see, I believe that at PF’s, what we’re about to do is we’re changing the way products are distributed in the US and Canada. Bottom, we’re changing that way. See, we changed the way financial products were delivered. We changed the insurance industry in the late 1970s, 1980s. We’re expanding that. Now, as you look at businesses and you look at business opportunities, okay, franchises, you could go out and go into the franchise.
Speaker 2
And I’m going to explain to you how we’ve got the best of everything. You go into the franchise business. Now, what’s the big plus, okay, is that you get a name. Okay, you get the name recognition of some company, okay, you get their banner, you get their deal. What’s the big negative is the cost of it. Let me give you some stats here real quick. This is what it costs to go into business for yourself with a franchise. You could go get an Applebee’s neighborhood grill. You know those Applebee’s that are around for only $3.1 million upfront investment. You could get an Arby’s for 800. You can make those roast beef sandwiches, and you can put that old gooey cheese and all that mess on it for that Domino’s pizza, $200,000. Goodyear tire, $200,000. Crystal, $900,000. Now, why do people do that?
Speaker 2
The average cost is like $200,000 for a franchise. They do that because they want to be in business for themselves and they can get something where they think they’ve got a great name. Now, if you can’t afford that, which now most people can’t afford that, you could go out and try some kind of network marketing, multi level marketing deal out there. You could go out and get involved in one of those things. Now, what’s the plus on that? Okay, now, and I’m gonna. I’m gonna debunk this myth in just a second. But it’s easy, okay? You can go and you can get your little super starter kit and all that kind of stuff. And so it’s easy to join. Get in, man. Go get seven friends. And they get seven. And everybody gets seven in this, man.
Speaker 2
You’re totally stone wealthy and all that kind of stuff just by going as easy to go make a bunch of money. Now, what’s the real negative in it is that no one makes no money in it. Okay? Now let me get. Hey, listen to these stats now and again. We’re putting all this together for you. Over 100,000 people a week. Join some type of multilevel marketing in the US and international, okay? 100,000 a week. Not a year, not two years. 100,000 a week. Now, listen to this. You know, any of you heard of Excel telecommunications? Okay, that deal out there, now here’s what. Last year recruited 783,803 new people. The average commission made by a person in that deal, now, that’s average. So you understand. Now, average, that includes even the people that made a bunch of money, okay?
Speaker 2
So you do the math, and you do an average was $20. Okay? That is two and zero, okay? We just had a deal at the start of this program where we had $50,000. Hundred. Those aren’t made up names. Those are new. I can’t even pronounce those names. If I was going to make those names up, I’d make up names that I could pronounce when I did it, you know? Now, you know, if I wanted to, like, make it, you know, I’d have, like, Joe Smith, Tom Wilson, Mary Frances. Those are real names. People making $100,000 a year. And we haven’t even started everything yet. Amway, anyone ever heard of them? Okay? Anybody ever heard average earnings, $88. Now, here’s what I’m about to do for you. The myth of simplicity, okay? At our actuaries, work on these numbers, okay?
Speaker 2
Joe is tearing it up with these things. So you that ain’t been inequality. I mean, I’m telling you. And we’re going to pound this into people’s heads so they understand the moment that we’re at this is Excel. If you had 254 representatives and 1016 customers, now I want cameras at the audience here. I want you to pan across that. Any of you in this room that have 254 people in your downline or 1016 customers, raise your hand, okay? If you got. I mean, now, the people from Puerto Rico, they’re waving their flags, but they ain’t raising their hand. Look, look. Very few people in this company have those numbers. You know what you would make if you did that at Excel 8000? If you had that 250, you would make 8634, okay? Now, I call that the myth of simplicity.
Speaker 2
You understand what I’m saying? At PF’s, you go out and use our statistical averages. You do 17 f and a’s a month with the Bayshop team, you’ll make $50,000 a year. You do 34 f and a’s a month, you’ll make $100,000 a year. You make. You do 68 fnas a month. You’ll make $200,000 a year. See, I. I call that come back. That is a real opportunity. See, a lot of people get suckered into the myth of simplicity. It’s easy. Nothing worthwhile is easy. I mean, you understand that. Let me tell you, the moment that we’re at, okay, is it, what PF’s is doing is we’re creating the future of distribution.
Speaker 2
We’re going to create a millennium marketing concept where we go out and as we pass the year 2000 and beyond, we’re taking the, with the family value account, with debt elimination, with the things that we’re doing. So someone can come in and they can make income immediately. Then they move into a real professional opportunity. We’re going to do bonus rolls at the end of the program. People making real income. We are going to revolutionize distribution in North America first and then worldwide as we go out and we take the best of being plugged into the travelers group, total credibility, what franchises say they’ve got. Take the ease of entry, that someone can come in and make income immediately from the network marketing concept. But see, the reality is they say that and no one does.
Speaker 2
People are really going to come in and make income here and then the best of financial services and create something that doesn’t even exist out there and create a business where you can go out and have complete and total financial independence. I’m telling you, folks, August 1, as great as our opportunity has been, the world is going to be different. The future is assured. Our destiny, understand? Our destiny is there. We’re going to build the greatest marketing company that anyone has ever seen. Make sure. See, as you look at the world today, you got to understand, starting August 1, there’s no such thing as a recruit. It’s an associate personal financial analyst. They’re plugged into this deal. They’re making income immediately.
Speaker 2
We’re going to take associate PFAS, which become licensed personal financial analysts, which become regional vice presidents, which becomes the greatest distribution machine the world has ever known. God bless you, and I’ll see you soon.
Speaker 1
Compensation 2000.
Speaker 2
It.
Speaker 3
Sadeena. Sadeena.
Speaker 1
It’s opportunity today.
