Ever feel like you’re stuck in a rut, doing the same things but not seeing the results you want? You’re not alone. Many reps struggle with building effective routines that drive real results. It’s easy to get caught up in the daily grind and lose sight of the habits that truly matter. But what if you could change that? What if you could develop routines that not only keep you on track but also propel you toward success? That’s exactly what David Kim dives into in this powerful session. He shares insights on how to break free from old patterns and create new habits that lead to winning outcomes. This isn’t just another motivational talk; it’s a game-changer for anyone serious about thriving in their business. Don’t miss out on this opportunity to transform your approach and achieve the success you’ve been aiming for. Watch the video below and discover the discipline to win.
Video Transcription:
Good morning, good morning.
What a good looking crowd.
Um, I, I, first of all, I want to, I want to thank Joel and Denise.
Thank you for allowing us to plug in.
Uh, it really does mean a lot.
Uh, I want to give a shout out to our VIP hierarchy.
Uh, way to represent.
Super proud of everyone.
Uh, congratulations to everyone being here.
I, I want to kick off just reading something quick.
This, um, One of my favorite authors, my mentor Jim Rohn, and I’m just going to read you a quick excerpt.
An interesting story says that the day the Christian church was formed, a magnificent sermon was preached.It was a great presentation.
In fact, it was one of the classic presentations of all time.
According to the story, this presentation was given to a multitude of people.
When the sermon was finished, there were a variety of reactions from those onlookers.
I find that fascinating since they were all listening to the same sermon.
Some who heard this presentation were perplexed.
I read the presentation and it sounded pretty straightforward to me.
Why would somebody be perplexed with a good, sincere, straightforward presentation? The best answer I’ve got is that they are chronically perplexed people.
Doesn’t matter who’s preaching, these people are going to be perplexed.
Some who heard this presentation mocked and laughed.
They made fun of the presentation.
The presentation seemed pretty sincere to me.
If you give a sincere, honest presentation, why would somebody mock and laugh? There’s an easy explanation.
They are the mockers and the laughers.
What else would you expect them to do? Some that heard this magnificent presentation didn’t know what was going on.
Those are the people who usually don’t know what’s going on.
Finally, some that heard the presentation chose to believe, and I think that’s who the speaker was looking for, the believers.
Those believers numbered about 3, 000.That’s a pretty good first day.
With anything in life, some will believe, some will mock, some will laugh, some will be perplexed, and some won’t know what’s going on.
And you just have to leave it at that.
Now, and I’m listening to the presenters up here.
Didn’t they do an awesome job so far, right? I feel like the morning session just flew by, didn’t it, right?Because I think they did such an incredible job delivering the message, and yet, from a crowd this size, some are perplexed.
I don’t get it.
What do you do? I don’t get it.
You don’t get it.
Well, I think we need to keep plugging in to, uh, what we call group therapy.
Right? Which is training.
You gotta keep plugging in until you get it, right?You know, in fact, it brings me back, and I was thinking about this.
Uh, after my first op meeting, you would think that an op meeting with four speakers and Carlos Salazar, my mentor, closed out my first meeting that I ever sat through.
And he does a fantastic job explaining the opportunity, and yet, having the background and the mindset that I came from, I was one of those perplexed people.
Rule of 72, I didn’t know what the heck he was talking about.
I didn’t understand the four quadrants, even though he does a good job, a great job, I was perplexed.
I didn’t understand that.
I just need to keep coming around to group therapy.
You guys know what I’m talking about, right? Now, I, you know, I think having been in this business for 20 years, man, time flies by like this.
20 years in this business, I think one of the things that, uh, I, we’ve benefited from 20 years in this business is understanding and recognizing certain patterns that develop.
My talk this morning is going to be about exactly that.
Identifying and how to start correcting certain bad patterns that develop.If I were to ask you, what do you believe to be the most important attributes that you need to get great at to do this business? What do you guys think? Audience participation.
What, just shout out some, some things, attributes that you believe, uh, that you’ve got to be great at to be great at this business.
Attributes.
And not the action.
Like, you gotta recruit people.
What’s some kind of, you gotta have a positive attitude, right? We hear that, right? You gotta show up no matter what, right? You gotta be resilient.
You gotta have grit.
You gotta, right? Yes, okay.
Now, a lot of times you say you gotta have willpower.All of that stuff, I believe, is absolutely important.
But the things that I recognize in this business, and I promise you, after my talk, what you’re gonna walk away with If anything, you’re going to know why people fail and people succeed at this business.
Is that fair? Right? So, as you’re jotting down notes, I want you to do some serious self reflection because I want to talk about this thing called, uh, habits and routines.
Now, we all have these habits and routines and I believe that that’s the difference between people who win and people who constantly struggle in a business like this.
You know, a long time ago, when I was a kid, I had a routine, and we’re going to start identifying some routines.
My routine on a Saturday morning, as we’re sitting together like this, Anybody remember me?And I say this with some of our young team, and they’re like, What’s that? Remember Saturday morning cartoons? Anybody remember that, right? You know, you sit in your pajamas with a bowl of cereal, and you watch TV all Saturday morning.
That was a routine.
That was almost a ritual for me.
And I didn’t want to be disturbed.I remember my dad would be like, let’s go to the park.
I’m like, nope, Saturday morning cartoons.
And then as I got older, another routine that formulated was Saturday morning was sacred to me.
I, for whatever, if I was a student, I would study.
So I say, right.
And, and, and I would say it’s Saturday morning is off limits.That’s the morning that I recharged.
I love Saturday morning.
Cause I slept in on Saturday morning.
Forget Saturday morning cartoons, the ritual was I’d hang out all Friday night till Saturday morning and I would sleep in Saturday morning.
So could you imagine doing that, having that kind of routine, and all of a sudden Primera comes in and says, Hey, you need to show up to Saturday morning trainings.
Let me tell you what that routine, that new injection of Primerica did for me.
Friday night I would go out like a ritual with my friends.
I was a kid, this is before Joyce, okay.
I would go out, we’d hang out until like, God knows, like 4am, 5am on Saturday morning.
And when I joined Primerica, I lived in Long Island, and I had to go to Inglewood Cliffs, New Jersey for 9am Saturday morning training.
After a couple weeks, I would still show up, but I was tired and exhausted.
And I’d show up like this, and I’d say, that’s it, I can’t do that no more.
So I had to change, I had to consciously change my routine.
Now, let’s look at some of the text here.
It says the benefits of routine.
Routine provides a sense of order and structure, reducing stress and uncertainty, boosting efficiency by reducing decision making, and helping us stay focused on our priorities, promote discipline and consistency.And it helps us develop positive habits, crucial for personal and professional success.
What, what it’s saying is, If you think about the way your life, the way we live our lives, we all have certain routines in our lives, don’t we? Right.
You wake up and almost like unconsciously you you’re half sleeping and you shuffle into the bathroom and hopefully you brush your teeth and wash up.Right.
But that’s kind of a routine.
You put the pot of coffee, alright, on the stove, whatever, and that’s a routine for a lot of us.
And imagine you introduce Primerica, and if you don’t create Primerica as a routine, that’s why we constantly struggle.
Look at this.
And I was reading this, and I thought this was powerful.Listen to the text here.
Many of us have the will to win.
We love the feeling of winning.
But we want to be associated with winners, but do we have the will to do what it takes to win? See the will, uh, and it says, do we have the will to do what it takes to win? And the will to do what it takes is the routines that we have to inject into our business.So we, we look at things like this, showing up, scheduling appointments.
Prospecting, being accountable, doing self improvement, and we do these things but if it’s not a routine, you fall out of it really quick.
Many of us are going to get excited, we’re going to feel motivated, and we’re going to want to do the business right after this meeting, but if you don’t make it a routine to do it, you’re just going to flounder and you’re going to go back to your comfort zone again.
You have got to be absolutely vigilant about creating a routine of making phone calls.
You see, it says prospecting.
If you’re prospecting once in a while when you feel like it, guess what happens when you don’t feel like it? You don’t do it.
You feel motivated.
You say, I’m gonna call and schedule a bunch of appointments.Guess what that means? You’re gonna schedule and call a bunch of appointments when you feel like it.
When you don’t feel like it, what happens? You don’t schedule appointments.
See all of these things that are required in your business, you’re accountable cause you’re excited.
You’re pumped.
You’re the coach.Count me in.
You can, I’ll be accountable.
And then when you don’t feel like it, guess what happens? Radio silence.
If you don’t create routines for these activities, your business will fall back to where it is right for better or worse.
Let me read you some quotes.
Dear me, don’t fall back into your old patterns.Just because they’re familiar.
Those are your routines.
Discipline is the strongest form of self love.
How about that? Coach, it’s hard to stay disciplined because we don’t have a lot of self belief in ourselves.
Not just for the business.
If you love yourself and you feel like you deserve more, you’ve got to create the discipline to have these kinds of, uh, injection of these positive routines in your business.
A big misconception is that you need to be motivated to get rolling.
You don’t.
The research shows motivation follows action, not the other way around.
In practice, you don’t need to feel good to get going.
You need to get going to give yourself a chance at feeling good.
What I remember in this business is there were a lot of times when I didn’t feel like showing up.There were a lot of times I didn’t feel like making phone calls.
There were a lot of times I didn’t feel like prospecting.
But I enjoyed the feeling of the results.
So I just created the routine, this thing where I don’t have to consciously think of the mechanics, the movement, the small little things I have to do.I just kind of got in it.
I wasn’t like setting up my desk and, wait, wait, before I make phone calls, I gotta make a sandwich because I’m hungry.
I can’t make phone calls unless I get a full stomach.
Oh, wait, wait, and you eat.
And then you say, you know what, I need to make myself a cup of coffee because I need some caffeine before I make some phone calls.And then I look at the time and I go, oh, you know what, they’re probably on lunch break, you know, I’m gonna call a little bit later on in the day.
Right? And you start making all these excuses and you start, right, you just gotta fall into this routine.
The moment you sit in your chair, you just pick up, without thinking, you just pick up the phone and you start calling.You go out there, you prospect, and let me, let me tell you what happens.
You’re out there, you’re like, oh, that, that person looks like they’re busy.
Can’t, can’t walk up to them.
No, no, no.
Oh, that person doesn’t look like they’re really ambitious.
And, and you create all of these reasons, you just do.
And there’s a great book I’m going to recommend.It’s called The Five Second Rule by Mel Robbins.
Get your hands on this.
I’ve read a lot of books.
Let me tell you, this, uh, ranks up there to probably the top three books that I would recommend to you.
It’s called the five second rule.
Stop thinking yourself out of action.
Say this, you’re so talented, you’re just not consistent enough.And that would categorize the majority of teammates in this room.
That’s your only problem.
It’s not that you lack skill or you lack your knowledge.
You just lack consistency.
Because you don’t have a routine.
Excuses make today easy, but they make tomorrow hard.
Discipline makes today hard, but it makes tomorrow easy.
That is the absolute truth.
Take action.
An inch of movement will bring you closer to your goals than a mile of intention.
The world is paid with people with great intentions.
You know what’s crazy about that is everybody judges other people based on their actions and they want others to judge them based on intentions.
Well, I didn’t mean that.
I didn’t mean that.
But your actions speak louder than words.
How crazy is this? People say they want to win and they can’t show up.
And I’m not speaking to you because you guys are here.
But there’s a lot of teammates out there that want to win, and they can’t even show up.
Showing up is the lowest form of commitment, and you’ve got to incorporate your weekly trainings as a routine for you to show up if you want to win.
And I’ll leave you off with this.
The habits you created to survive will no longer serve you when it’s time to thrive.
Get out of survival mode.
New habits, new life.
And, and, and I want to just say this, I want to say this.
Stay with with me or to yourself.
Today begins the first day of the rest of your lives.
Proud to be in business with you guys.
