Executive TLDR
Activity is non-negotiable, no pipeline means no results, so list building and calling must happen daily.
Teshler’s system is simple: build a list, qualify it, call it, book appointments, and repeat.
Use multiple sourcing channels, especially referrals, church relationships, networking events, and community connectors.
Create a culture of accountability, daily reporting, and friendly competition to keep standards high.
Develop a strong client base first, then build leaders and duplication on top of consistent personal production.
Video Summary
Hook
Teshler Senat’s message is direct: if activity is optional, your results will be optional. In this talk, he explains how he builds consistent appointment volume by treating prospecting like a daily standard, not a mood, and how competition and accountability turn “should” into “done.”
What you’ll learn
Why people quit early, and how consistent activity prevents discouragement
A simple pipeline method: build, qualify, call, see, close, recruit, repeat
How he sources names and numbers at scale, including phone contact export tools
Relationship channels that produce volume: church, community leaders, and referral networks
Why follow-up speed matters, and how to act within 24 to 48 hours
How competition and daily reporting create a culture of performance
How to build a loyal client base that keeps sending referrals over time
Why leaders must model the standard before expecting duplication
1) The real reason most people quit, and what fixes it
Teshler says most people leave because results do not show up early enough to keep belief alive. His solution is not complicated, create more activity so the pipeline stays full. He frames it as “dial for the dollar” and pushes the idea that consistent production habits are what keep you in the game long enough to build something big.
2) The pipeline method that keeps you producing
He repeats a basic loop that he wants leaders and new people to master:
Build a list
Qualify the list
Call the list
See the list, meaning get in front of people
Close on protection and long-term planning conversations
Recruit from the process
Repeat consistently
His argument is that volume solves most early problems, because activity creates more conversations, more appointments, and more chances to improve.
3) List-building at scale, and qualifying before you call
A major focus is where the names and numbers come from. He emphasizes asking for larger lists up front and then qualifying those contacts so you do not waste time calling the wrong people. He also describes using a contact export approach, referred to as “MC Backup,” to help access a person’s phone contacts quickly, then sorting through them with the person to identify who is most relevant to call.
4) Work the relationship channels that already have trust
Teshler highlights relationship-based sourcing methods that speed up trust:
Networking events: Follow up within 24 to 48 hours because people forget quickly.
Community influencers: Real estate, mortgage, tax prep, attorneys, and local leaders can connect you to large circles.
Church: He describes church as one of the strongest environments for meeting people because trust, reputation, and referral culture are already there. He explains a process of meeting with the pastor first, becoming a client relationship, then being introduced in a way that increases credibility.
5) A simple church survey card system
He explains a structured approach for a short church talk using an index card survey. The card captures basic contact details and a few household planning questions, plus one key detail, the person’s day off. He uses that to set an appointment quickly after the service, often during the reception, by matching the next step to the person’s availability.
6) Build a loyal client base first, and treat the hierarchy as a bonus
He describes two “teams.” The first team is your clients, people you serve well, show up on time for, and earn trust with. Those clients keep sending referrals for years. The second team is your base shop and developing leaders, which grows as a result of consistent personal production and relationship building. His point is that stable growth starts with trust and service, then expands through duplication.
7) Community connectors that produce immediate relevance
He describes relationships with funeral home directors as a practical channel because protection planning becomes immediately relevant when families face costs and decisions. He also stresses follow-up speed as a differentiator, many people collect names and never act quickly enough to convert the opportunity.
8) Expand your reach with licensing and compliant leverage
He encourages being strategically licensed where appropriate so you can help families across state lines and not lose opportunities due to location. He frames it as leverage, allowing you to serve more people and keep activity moving even when local hours limit calls.
9) Use existing systems, do not try to reinvent everything
He gives examples of businesses that profit by using existing systems rather than building everything from scratch. His point for Primerica reps is to use the company’s existing processes, tools, and structure to move faster instead of trying to invent a personal system that slows down implementation.
10) Culture wins, competition keeps standards high
Teshler emphasizes competitive culture as a performance driver. He describes leaders reporting daily activity, with a clear focus on calling and appointment-setting standards. He also describes friendly competition between leaders as a way to create urgency, focus, and team pride. The larger point is that competition creates accountability and pushes activity from optional to non-negotiable.
Action steps
Choose your daily activity standard and track it, do not guess.
Build your list daily, always ask for more names and numbers than you think you need.
Qualify the list before calling, sort by relationship, age appropriateness, and relevance.
Call consistently, do not wait until you feel ready.
Follow up on networking contacts within 24 to 48 hours.
Build relationships with community connectors, and ask directly for introductions.
Use a simple survey approach in trusted environments to collect contact info and availability.
Strengthen your client experience so referrals become predictable over time.
Implement daily reporting with key leaders, yesterday results and today plan.
Use friendly competition to raise standards, pace, and consistency.
FAQs
Why does Teshler say activity must be non-negotiable?
Because inconsistent activity creates an inconsistent pipeline. When the pipeline dries up, confidence drops, and people often quit. His point is that steady daily prospecting keeps conversations moving and prevents the emotional rollercoaster of hoping something “shows up.”What is the simple pipeline system he teaches?
He describes a repeatable loop: build a list, qualify the list, call the list, meet with people, help them take next steps, recruit through the process, and repeat. He emphasizes that the system works when it is done consistently, not occasionally.Why does he focus so much on list building?
Because list building is the raw material of activity. Without names and numbers, calling stops. When calling stops, appointments stop. He treats list building like a daily habit, not a one-time event, so the pipeline stays full.What does it mean to qualify a list before calling?
It means sorting contacts so you do not waste time or create awkward conversations. He specifically warns that you need to filter contacts by relevance and appropriateness. Qualification helps you call the right people first and improves your odds of booking.How does he suggest getting larger name and number lists?
He emphasizes asking for more names up front and using structured methods at orientation and through relationships. He also mentions using a contact export approach, referred to as “MC Backup,” to help access contacts quickly, then sorting them with the person.Why are networking events useful in his strategy?
Because they provide concentrated access to new relationships. He stresses that the follow-up window matters, contact people within 24 to 48 hours, because memory fades and urgency drops. Fast follow-up increases booking rates.Why does he view church as a strong prospecting environment?
Because trust and reputation are already built into the environment. He describes meeting with pastors, earning credibility, and being introduced in a way that creates trust quickly. He also notes that people in that setting often understand referral culture and community support.What is the purpose of his church survey card?
It allows him to collect contact information and identify the best time to schedule a follow-up. He highlights asking for a person’s day off, which makes scheduling easier. He uses the reception after the service to set appointments quickly.Why does he emphasize building a client base first?
He describes clients as your first team. If you serve people well, they keep sending referrals for years. That creates stability even while you develop leaders. He sees the hierarchy as a bonus that grows on top of a strong foundation of trust and service.How does he use funeral home relationships?
He describes funeral homes as a place where protection planning becomes immediately relevant. Families often face urgent decisions, and trusted introductions help. He also emphasizes acting quickly and being available, which increases the likelihood of helping multiple families.What role does follow-up speed play in his results?
He says many people miss opportunities because they do not follow up. Collecting a name and number is not enough. He pushes immediate or fast follow-up because momentum and trust are highest right after the initial connection.Why does he mention being licensed in multiple states?
He frames it as leverage. If you can serve families in more places, you do not lose opportunities due to location. It also extends your productive calling window across time zones, while staying compliant and doing things correctly.How does competition help production?
Competition increases urgency and consistency. He describes friendly rivalries that drive activity, and he uses that energy to rally the team. The goal is not drama, it is focus and higher standards.What is the daily reporting method he describes?
He mentions a daily leader check-in where key leaders report what they did yesterday and what they will do today. The focus stays on core activity, especially calling and booking. This creates accountability and keeps leaders aligned.What does he mean by “if your team duplicated you, what would you have”?
He is challenging leaders to look in the mirror. If your habits are inconsistent, duplication will produce inconsistency. If your habits are disciplined, duplication produces disciplined teammates. He argues that leadership starts with modeling the standard.What is the main takeaway for a new rep who feels overwhelmed?
Start with the basics and do them daily. Build your list, qualify it, make calls, set appointments, and follow up quickly. He emphasizes that activity reduces fear because it creates momentum, learning opportunities, and more conversations to grow from.
Glossary
Non-negotiable activity: Daily production actions that happen regardless of mood, distractions, or excuses.
Pipeline: The flow of names, calls, appointments, and follow-ups that produces consistent outcomes.
Build, qualify, call: A simple three-step loop for list management and daily prospecting.
MC Backup: A contact export approach he references for accessing and organizing phone contacts to build a calling list.
Field trainer: A role focused on hands-on training and appointment-based development with newer teammates.
Networking follow-up window: The 24 to 48 hour period after meeting someone when response rates are typically higher.
Community connector: A person with access to many relationships, such as pastors and local professionals, who can introduce you to others.
Duplication: Repeating a proven process through others so results scale beyond one person.
Daily leader report: A short accountability check-in where leaders state yesterday’s actions and today’s plan.
Transcript:
I am excited to be here. You guys here for a treat. What a beautiful way to start a new year. 2026. A lot of things are happening. A lot of good stuff will be happening this year. And I’m glad you guys made it. When I was sitting here, I was asking myself, should I change my presentation? Because I realized coach Sean and John Lavinia, both great teachers in the business, they let it rip. They give you guys all you need. But I realize I may be able to add a few ideas because people keep on asking me questions. Tesh, where do you get those appointments you ask your people as opposed to John? And I’ll be honest, my numbers, the number of appointment activities that we create is a lot higher than what John explains earlier. And the result is simple.
In our market, Haitian market is hard. I mean, especially in Maorgan, it’s hard for people to pass the exam. I am the example. I passed my exam probably more than 8, 10, 12. I don’t remember how many times I failed the exam. This is how I mean, this is, you know. You guys have an idea? I don’t know how many times I passed the exam. I went for the exam, but all I know, I’ve been there every single week for many weeks until I pass. So all this thing we’re doing right now, we have about 120 licensed agent in my bay shop and just that and about 800 people. 800 licensed agents in my entire hierarchy, including myself, raising all about almost about 18 of us. 800, so we don’t have that many. So we have to work much harder.
So each and every one of those license got to bring some things. That’s why we maximize so much activities. People say, Tesh, where do you find those name and number for your people to make 50 to 100 call a day? Tesh, where do you find those name and number for your people to be able to make phone call to 110 appointment a day. It’s all about 10 hours. But we’ve been running hundred by 100 right now, going for three years straight. But this is what we do. So I’m gonna go through it very quick. This is an hour presentation. I’m gonna compress it within 25 minutes. So you’re gonna fly with me if you don’t mind. Okay. My topic is to speak about, you know, activities that producing income ipa.
So what you guys need to know the number one reason people quit their business is not because they have any problem with you. It is because they do not make money. And I know coach John. Coach, speak about building it big. That’s a big deal. We get to have a big business now. But at the very beginning, the team was me. And it was me for a very long time. I keep on telling you guys, on my first couple of months in the business, I would quit one person for about nine, seven to nine months, one who could. That was not the best way to start. So at some point you have to learn how to make money. You have to learn how to turn prospect into profit. So I mean, why do you have to do this?
Well, how do you do it, Willie? Well, you have to dial for the dollar because coach Harmony, I said it many times here, Coach Sharm told me, in order for you to stay to really build a business, you have to stay in business. To stay in business, you must make money. You want your spouse to join your business, go make money. You want to earn your pastor’s respect, go make money. Does that make sense? You want to earn your family respect, go make some money. So at some point you have to have the pipeline fill up with activities. So you build a list, you qualify the list, you call the list. You see the list and of course you go close on insurance, you do investment, you recruit those people. You get. We fell off from the list. And you keep it going.
Many of you have not because you asked not. You know, you ask for 25 namement number, you get 25 namement number. My top list is 100. I asked for 100 name. And you guys know about MC backup. I’m gonna talk about that in a few minutes. So you know what you really want here? You want to be. This is the really, the four money quadrant attached to a freedom with the four type of people. You really need to be on the other side. Being a business owner where you have time, you can travel, you have money. But in reality it requires work, focus, determination. It requires you to build it first. So what is it that you got to do here? What the activities that really bring income?
Well, somebody said every time things are not doing well for you need to go get yourself a new record. So the easiest way, the most effective way to create massive activity, to get income coming, you gotta go get yourself a new recruit and you could bring whatever they have to the table. That’s what it is. So the new could, you know, get their own plan at the orientation. That’s money coming to you. I mean they find leads and they book appointment for you. I mean, I mean recruit new people and you help them build a team. They Go get license as quick as possible. They get their bonus, they bring you income. You know, they get to a district, they got to do some number. These are all income producing activities through recruiting. I mean, they move the product, they become future nerds.
They cheat the system, all right? You know, I mean, they make sure they attend every single meeting, become a field trainer. And somebody said the other day, the best investment you can make in America is investing in your field trainers. I have 18 field trainers direct to me in my bay shop, and eight of them are full time. All right? So you got to do that, it brings income. Get fully licensed, build a big bay shop, be commercial vice president. And then what you got to see as you’re building here, you get to. You gotta realize you have two team. Two team. Well, your first team better be your clientele base. Better be those clients who are loyal to you. They’re loyal to you. They respect you for who you are. You show up on time, you clean, you earn their respect.
And they will always give you clients. I don’t have time to give you guys stories, but I can tell you story after story, where my old client from 2009 still giving me clients right now. New people, new client in 2026. And when they do, they already close. All you have to do, show up, give a little detail, and write the app, because that’s the job for you. And I have my base shop, my bishop, I mean, with my key leaders. I mean, I meet with my people. I mean, we break bread, we do things together. Then they build hierarchy. So you really have the hierarchy as a bonus. But it comes as a result of you grinding, of you stay in the game and build this thing here. I don’t know, something happened here. I don’t know what it is.
Somebody flipped me a bit here. I don’t know what happened to this one here. All right, now, now, many of you may not have it the way I do, but at some point you probably need to start hosting, you know, as a building your strategy, hosting those workshop, you know, I mean, myself, I do a lot of them and show you how many works and get this thing going. Remember I told you I’m gonna go through this, take a picture if you have to. Networking event. And one of the secret about attending, you know, networking event, you got to, you know, I mean, you got to reach out to those people. 24 to 48 hours, you can’t wait because they tend to forget who you are. So you move fast. I mean, I mean, you get we fail with purpose.
You know, you got to always make sure this is not moving, it’s not moving, it’s not moving. So you know, I mean you get we fell, somebody’s playing with me here. You get we fell on purpose. So when you go see somebody, you not leaving that place until you know where that appointment will take you. You ask who is this neighbor next door? Oh, they give me more time. Who is this neighbor next door? Who is this guy? What does he do? You get to ask, you know, can you take me to go see this neighbor? You know, you do that and sometimes you get too so comfortable with people they willing to go to the entire neighborhood with you. And if you go to this small town, that’s a real deal.
So right now, back in the days I was, I really go see my client and they get so comfortable when I ask for referral they give me the whole phone. And sometimes I spend hours writing name and phone number. Then I found out about this app called MC backup. You guys know I talk about that here before MC Backup. So I empty backup everybody. I mc back up every single body. My friend, my cousin the other day, I have a friend, I mean she’s you know, I mean she worked for the US embassy in Haiti. And I said do you mind if I mc back up? You say whether I need access to all your contact so I may see who I can help. I would say yeah, sure, no problem.
And I just, all I do, I have a download the app and then she just go email. She emailed me all the name and number on her phone close to, I mean 5,000 people. Now I don’t know when I will be able to ever call these people but I have 5,000 new people and I can go through every single body. I said who are the closest to you? Have you spoke to Joe, Jacob or Mary? Last week she kind of go through every single body with me helping. So this is important, very important app to have it help you big time now this is it. When you have access, when you have a mc back up what you have to do, you have to take time and qualify because you don’t want to call a five year old girl and talk about life insurance.
And if you don’t qualify the list, that’s what’s going to happen. So you do that now on the next one. So what you need to do right now for those people, you know you’re analyt Google. You guys expert in this thing here. Facebook Instagram LinkedIn, Zoom. These are all the tools you can use to build his business. Your picture let me move forward on the next one here. I mean you live flyer. When I went to Orlando I became RV 2012. Coach Sharma took his replacement and I was left not with nobody and I had to go with Bill again. So all I do, I go to every single event in the area. Every single event. But most importantly I do my flyer.
I woke up early in the morning, I go put flyer in every single body’s windows, every single door in metro west area in Orlando. I, you know I have to do what we have to do. I pass business card, I pass flyers buy information. Now you need as you’re looking for people, you got to develop relationship with those people. You know people in real estate, mortgage booker, tax preparers people. I mean divorce attorney, I mean community leaders. Listen, you may take a guy out just so you have access to their people. Because what you really need to know guys, there is no way in any business anything you do, you have to deal with people. There is nobody ever become successful without people. So we understood that from day one. So and I see people get to meet with those influencers in the community.
They just to pick up to get name and number. Who do you know? Who do you know that can get good at this business? Who do you know that I can help? And once you get there, you get this thing going. Now church is a big one and, and and you’re gonna see my strategy in a few minutes. But if you heard Caucharmont really well, you probably don’t pay attention. He met Alfred. Caucharmont is Jehovah’s Witness. So he met Alfred in the kingdom hall. Gerard, his upline, Jean Marc met him in church. I met my best guy in church. I’m going to talk about that in a few minutes. But church is absolutely the best place to meet people for many reasons. I mean they already understand I mean the concept of referring people. They help you build trust and reputation.
And people always will do business. If they love and respect, even if they love you, if they respect you a little bit, you, they will let you in. Now to the church. I don’t let the pastor just, I mean just invite me over. I invite myself. I’m going to come sit down with you and your wife and show you what I do. If you love what you see, you let me speak to your church. So many of them, they become a recruit first, they become a client first. And the way they do it, the way they introduce me at the church, will dictate whether I will close or not. And I always, always make sure I do a good job. Here, look at this. This is my card. Nothing says Primerica here. I don’t work for Primerica. Primer works for me.
So this is my little index card. In that card, it’s a survey, you know, it has name first, last name, phone number, address, days off. And I said, do you have a spouse living with you? I don’t ask if you’re married. Do you have any life insurance outside of work? Are you currently saving for retirement? Are you saving money for your kids education? Do you have a will? Every single body that attended my five minute presentation at the church, they receive one of these with a pen. They fill it out and I pick it up at the end. But there is one thing you probably don’t see here. I ask them their day off. Most people with a job has two days off. So I already know if off Monday or Tuesday. I might hit you on these two.
Two days, even after the meeting, always have a reception. I’m gonna meet you in the corner. I see you put you. You available Monday or Tuesday. May I come this Monday? This is closed. Sell easy. Sell easy. Transaction with no big deal. So that’s the church now. Now this is Bolivano. We see that guy playing trumpet. This is one of my vp. I’m in church on this one. Look at this. On this one, on this slide. And that’s the most important one I want to get into. On this one we have, look at this. Raisi. You see Raisi? Where is he? Almost at a million dollars right now. Sister Phoebe is a choir director and brother Rhino. They all musicians, they all play music, they all sings. Okay, and now he’s the guy that, that, that introduced me to. I mean to Wes.
He’s the guy who invited me to the church. Wesley was already on the list. I called Razi, he didn’t pick up. And I went to the church on Sunday. The first Sunday I didn’t know this Razi. The second Sunday, the third Sunday, I saw Rezi leading the service. And you know, I don’t know if you guys know this. Razi was a leader. I saw Razi, I mean, laying hands on people after the service. Like that’s, like this. And I said, that’s a leader right there. So I went back and talked to Raisi from this slide alone. From Raisi alone. You see over here I have 10 RVPs. You guys don’t get it. 10 RVPs from Raisi just raising alone. Esther Lewis, Judy, Nikki, Sylvie and Marlene. Jennifer Forrest Wood Verde, Angie Charles, Rashni, Samdi Awina Augustine, Jean George, Jessica Zamiche.
The last one just from that church visit. Now, now to brother Wano. I met all these twin church through brother Wano. I went to a concert. He’s. He’s from the body of Christ. You guys know that they have a way they dance and I love that dance, you know. And I usually go to the church and one day his wife prospected me. The wife said, ask him what does he do? He looks sharp, he has a bean on. The wife asked me and I told her and you know, we get to work together. Look at this. From Bordermano alone I got Beatrice and Robert Charles, two RVPs. So 15 out of 18 RVP’s came from church. And his guy. Now another place you need to go when you’re building your business you have to be relationship with funeral director.
Now I know it’s a conflict. You can’t, I mean they can’t work for us film director. They can’t work for the company. They can’t even be licensed, you know, I mean with us. But they listen, they speak our language. Life insurance agent Life insurance become immediately relevant at the kitchen table. People don’t know how important is life insurance until the funeral home director asked them how are you going to pay for this funeral? So I have a. In Orlando, I develop a relationship with that lady Cindy from Parks Villa. Haitian lady, well known in Orlando. We’ve been friends forever. And every time she has a client on the table, she called me and my office was not too far from the funeral home. I flew there. I will fly, you know, within minutes I’m there and I have this family.
I write three, four, five policies right in there and leave. Come back tomorrow. Again, five policies. I mean look, you guys say well, why don’t you go for a week. Just say we could for what we could is good. But I have to feed my family. You, you feed your family when you process those record. I’m hungry. I can’t wait. I have to feed my. I have to put gas in my car. I have to look good. So you got to write some business, make some money, do whatever you have to do. Now funeral home is a good place. They, they, I mean they give you an opportunity to offer what you do because people trust those people. Now when you get those people what you do, you follow up. You follow up Immediately.
I mean, I mean many agents, what they do not follow up. They get their name and number and then, you know, they move past opportunity, they move past people. You gotta, you gotta do that, make sure you do that. Now one of the things that I do myself, I make sure I am licensed in a lot of those states. And many of you right now, you know, you live in Florida. You got to find a way to give away your client in California, your client in Virginia, because you’re not licensed there. I mean myself, I understand when you go get yourself, when you go get licensed in those state, what happens? It leverage your business. It puts you in a position when it is 10:00pm here, when it’s 9:00pm, you can’t make phone call.
Well, you have another two, three hours in California, another two, three hours in Vegas. You have an opportunity to help everybody wherever they are. Myself, I said, well, my market is mainly Haitian. Wherever there is a Haitian, I am present. Somebody called me. You have somebody there, you give me a good list. They’re all in Virginia. Well, guess what, I’m gonna go apply for the license in Virginia. And then with the system that we have, within 24, 48 hours, you can get appointed in some other state. So guys remain compliant, do it right. So we make sure when we’re done presenting what we do. And we said, how much time you think, you know, it took me to help you here today? Well, look at the clock, it’s about 45 minutes. How much money you think I just made? Maybe 500.
What about if I show you I just made $1500 with you just now? Really? How long does it take for you to make at your job? How long does it take for you to make $1,500 at your job? Many people said, Woof, that’s two weeks. Well, what if I can show you how to do it in two hours? And people said, well, what do I need to do? Well, I’m going send you to class, you have to be licensed. I’m going to hold your hand, I’m going to support you. Before you know it, in five minutes, the IB is already in the will. Work is not at the presentation, it is at the orientation. People really understand what we do. So when you take your time, you go apply for the licenses. It is an investment in your business.
So you have family nationwide, you can recruit people without borders. I mean, you have time, you expand your business. You know, I mean, it’s in your agency, if you will, and that help you to work Wherever you are. And that’s it. That’s a real deal. Now, where else do you find client? Where else do you find people? End of term child conversion, old policy that lapses. I mean, spouse conversion, you know, NBL now, why we can’t do that anymore because NBL now become the new system that we have. But before they do, the client could easily, you know, live in New York. She just moved next door to Connecticut. You can write a new app and get paid for it. You can’t do that anymore. It changed that. Now, where else do you find new client? Well, you know, you find new. I mean.
I mean. I mean, you find new client. I mean, pretty much everywhere. Here, look at this. The beneficiary form. I think coach Don Lavin came with that idea. I’m not quite sure. I’m not quite sure, but I think they said, why don’t we have a form where people kind of understand if somebody passed away, who do they call? So he give us a reason to go speak to somebody. You fill out this form. Joe, sit down with me. I wrote a policy for Joe. Joe put Mary as a beneficiary. Do you think Mary would love to hear from me? Mary want to know if anything happens to her aunt, she. How is she going to get that million dollars? So when I call Mary, say, hey, Mary, how are you doing? My name is Tesha Senat.
We never met before, but I was always here with Joe. He put you down as his beneficiary. I would love to sit down with you and show you how you can access the money in case something happens. Mario asks you, how quick can you get to my house? You guys miss that? Mario asks you, how quick can you get here? Well, when I sat down, I said, part of what I do, you know, I kind of go over everything. Before you leave, Mary got his own plan. She’ll become a recruit. She will invest with you because you are the lifeline. You are that guy. So when you fill out this form, it’s right now on Pol. Right now. It’s on pol right now. You might want to check it out. You know, I mean, remember I told you some.
Some of them I’m gonna have to escape. You know, you. You. You definitely need to get this thing going now. Existing resources. Some of you feel like, you know, you have to invent the wheel for America. Already have the system establishing. I put it here, sound funny. Nightclub, prove that you can use someone else wife so you don’t have to go create your own system, your own primerica. You know, Uber, Lyft make money using other people’s car bank make money, you know, managing other people’s money. LBNB makes money, you know, for property they don’t own. So making money is not solely about working hard, it’s about working smart. So one thing that I do myself, I’m going to tell you everything I do. Somebody just came from Haiti. In most cases, they will let you know they are in town.
Even before they come, they make sure they let you know they’re in town. But when they come, they don’t stay at the hotel. They stay with their friend, their cousin, their sister, with somebody they know that person on the house, they have children, they have a mortgage, they have, they’re paying for life insurance at some point where when I get there, I show up, I don’t ask the guy, I don’t see them. An Uber. I show up nice and neat, smelling good, you know, And I show up, hey, so and so. My name is so and so. I shake hands and sit there and before you know, I live with name and number. And I come back by myself next week looking for business. So, so we make sure we do that. So guys, here’s what I know.
I mean it start with you as a leader. I mean, 50 to 100 call a day. You want 10 appointment a day, you fill up the pipeline. Now, no pipeline, no money, no discipline, no money, no future in the business. So I mean, you pick up 100 name at the orientation through MC backup. I mean, I mean you put about 15 hours a day, seven days a week. That’s what we’ve been doing now for people who want to do this thing, go hard and get it done. You train your new estimate to do the same thing. And, and what going to happen. You’re going to produce personally, you’re going to produce personally. You’re going to have pretty much you’re gonna make 10 to 15 grand every single month and change your life forever.
Because once you know how to do it, you’re gonna go teach, you’re gonna train other people to do it and life will change. Look at it. Start with you. You personally recruit 10 to 20 people every single month. All right? You personally have 10 to 20 guests in each meeting. You personally produce two license agent every single month. And, and cash flow up $20,000. You ask me, Tesla, that’s what I do. And I always tell people, you do not listen to everything you hear on stage. Because certain thing I say he is not for you. Certain thing I say, he Will not probably help you. Probably not in the same market. But all I know, if you go out there and recruit, filtering, develop people, duplicate yourself, magic will happen. Now, now the question.
If your team duplicate you right now, what kind of team would you have? If your team copy exactly what you do today, what kind of team would you be having today? One thing that drives my production, one of the things that my production is competition myself. If you, if you. If you. If you compete with me, my friend, I’m telling you better be able to really run, run fast. Last month, Raisi said he beat me. Okay. Raisi, what he said of me? He said he beat me 100 by 100. Okay. All right, let’s go. And at the end, Raisi. Raisi knows who when. So we crush raise last month. And you know my team. All I have to do tell my team where’s. He said they want to beat us now. This month I’ll be. Merlin said you’re gonna. Where’s Merlin?
She’s gonna beat me. And all I had to do, I called my team, I said, do. Have you heard I’ve been saying, is she gonna beat us? And I’m done. The team take care of her. Okay? So you know, you encourage skill development. You create a culture. Every single morning, eight o’, clock, we meet with your leader. Our leaders, our key leaders has to report what they’ve done yesterday, what they’re going to do today. And you can’t talk about anything that’s not 50 to 100 call a day. So that’s what we do. I mean, you know, we increase our engagement. You know, we drive the team and the company result. When you decide to compete, the company America has this scoreboard in front of you every single day. Pushing you pushes you guys to really go crazy and compete. They take everybody.
Everything does everybody gotta do right now is about competition. So I want you guys to really get in the game, really focus. And I’m. I’m leave you with this, this book. You know, never ever, never ever try to outshine the master. The master is the master every single day. And I make sure I make him feel important, making him feel superior, because he will always pull in me, always support me. Guys, for you to build a business, you have to stay in business. To stay in this, you have to make money. And if you practice that little trick I gave you, I promise you it will add a few hundred thousand dollars to your income. This is my time. Thank you so much.
