Executive TLDR
Fear is normal — growth happens when you act anyway.
Emotional maturity separates leaders from followers.
Primerica success is a numbers game driven by consistent activity.
Building distribution and duplication creates long-term stability.
Discipline, accountability, and urgency accelerate leadership growth.
Video Summary
In Do It Scared: The Blueprint For Women Who Win, Senior National Sales Directors Olivier and Jahmena Brutus deliver a high-impact leadership session focused on emotional discipline, recruiting systems, and long-term business building within Primerica.
Jahmena Brutus speaks directly to women in business about emotional control, personal growth, and eliminating pride. She shares her early struggles of financial instability and how mentorship, reading, accountability, and discipline transformed her trajectory. Her core message emphasizes that leaders must develop emotional maturity, stay consistent during difficult seasons, and commit fully even when fear is present.
Olivier Brutus reinforces that business success is not talent-based but activity-based. He explains that Primerica operates on predictable numbers: consistent recruiting, licensing, training, and appointment-setting lead to structured growth. He outlines the blueprint for building strong $10K legs by focusing on event attendance, licensed agents, producers, and trainers. He stresses urgency in onboarding, the importance of treating everyone like a direct recruit, and building fast before fear or doubt can take root.
Together, the Brutuses emphasize that winning requires doing uncomfortable things repeatedly, building distribution rather than relying on personal production, and replacing emotional decision-making with disciplined action. They encourage women to think like owners, develop boss-level habits, and create leadership depth that sustains growth over time.
This training delivers both mindset and structure — combining emotional intelligence with practical recruiting and duplication strategies for long-term leadership success.
FAQs
1. What does “Do It Scared” mean?
It means taking action despite fear and discomfort.
2. Why is emotional maturity important for women leaders?
Emotional control builds stability, credibility, and long-term leadership trust.
3. What role does mentorship play in growth?
Mentorship accelerates maturity, accountability, and skill development.
4. Why is Primerica described as a numbers game?
Consistent activity in recruiting and appointments produces predictable results.
5. What is a $10K leg?
A structured team producing around $10,000 in business with licensing and leadership depth.
6. How do leaders build strong legs?
By increasing event attendance, licensing agents, developing producers, and training leaders.
7. Why is urgency important in recruiting?
Momentum prevents fear and hesitation from slowing new team members.
8. What separates winners from quitters?
Consistency, discipline, and emotional control.
9. Why should leaders treat everyone like a direct recruit?
It ensures strong development and prevents weak delegation early on.
10. What habits accelerate leadership growth?
Reading, accountability, time discipline, and consistent activity.
11. What is duplication?
Teaching others to follow the same systems and habits for scalable growth.
12. Why is ownership mentality important?
Owners build distribution; workers trade time for income.
13. How does fear affect business growth?
Fear delays action, but action reduces fear.
14. What is distribution in Primerica?
Building multiple leaders and teams rather than relying on personal production.
15. Why is discipline more important than motivation?
Motivation fades; discipline sustains results.
16. What does building fast accomplish?
It creates momentum, belief, and organizational depth.
17. How does accountability prevent quitting?
It keeps leaders focused during emotional lows.
18. What is the main takeaway of this training?
Success requires emotional maturity, disciplined action, structured recruiting, and long-term commitment.
Glossary
Do It Scared – Acting despite fear or uncertainty.
Emotional Maturity – The ability to regulate emotions and respond calmly under pressure.
Numbers Game – The principle that consistent activity produces predictable results.
$10K Leg – A team structure producing approximately $10,000 in business volume.
Distribution – Building multiple leaders and teams for scalable growth.
Duplication – Teaching others to replicate systems and habits.
Ownership Mentality – Thinking and acting like a business owner rather than an employee.
Accountability Partner – A person who holds you responsible for commitments and standards.
Transcript:
But, guys, I have a few notes just on being a female entrepreneur before I bring Olivier up, okay? Probably the best advice I can give to female entrepreneurs is please maintain emotional maturity at all times. All times. If you don’t think there’s things that piss me off, you must be absolutely crazy. And you clearly don’t know me. Okay? All the time. But you have to keep calm. You have to be stoic. Because, yes, females, we can be more emotional, but if we succumb to the emotion, we just assassinated our whole team. And now they’re gone. And now here you are back at the mall again. Okay? So the next note that I have for you ladies is grow. I never had it easy here. And my upline was a male, so. So it was a little hard for me to. Thank you. That’s perfect.
It was a little hard for me to tell him, like, hey, Brett, I’m on my period. I don’t feel good. I’m ovulating. Like, you don’t understand. Talk to me in, like, three days. I’m gonna come down. No, no, that didn’t work. So I had to learn how to grow, because I don’t know if you have that kind of upline, but I had a very intense one, so I couldn’t just say anything, if you know what I mean. I had to kind of check myself before I came to my upline. Otherwise, he might check me for me. Okay? And I feel like a lot of women suffer from pride. I mean, men do too, of course, but it’s like, we think we’re perfect. We do everything right. And it’s like, okay, great. Where are the results? You like it? You like it that much?
You want your daughter to do that, then obviously your life isn’t perfect. You need to grow and change. You know, leaders are readers. I will tell you, I used to read novels. I used to read, like, fiction. I used to read romance novels this thick. So when they handed me books, like, you know, making or, there were so many. Jesus, CEO was actually the first book I read. And I just remember how much it touched me and how much my leaders are pressing me to read. And, like, I was like, yeah, but I’m not much of a reader. They’re like, get an audiobook. Then, like, it was just unacceptable to the point where we have full Timers meeting. And I’ll never forget this. I know Pauline, too.
It was Secrets of a Millionaire Mind, and we had to have the book to come to the meeting. Well, at the time, Dave, I didn’t have the money to buy the book. Very embarrassed to admit it, but I didn’t. So I thought that I could go to the copier. I don’t know if you guys remember this copier, right?
Where we.
I was going to make copies of the first chapter, so. So that I could slide in and not get yelled at. Guys, I got destroyed. I got destroyed for bringing in copies of the book. He said, you’re not serious about buying the book. Are you serious? There was a few times I really thought for sure I was going to get fired. That was one of them. Okay. The next is do it even when you’re scared. Please do it when you’re scared. When you’re scared, it’s because of something, you know you’re supposed to be doing. I will be very honest with you. It was 1,100 miles from Alexandria, Virginia, where I’m born and raised, to see South Florida to Hollywood, Florida, where I came. Okay? And I threw up at every rest stop. I. You know, my nerves. You know, I get anxiety.
I’m throwing up every single rest stop. I got to South Florida with nothing but hives across, you know, the red bumps, because I’ve been throwing up for so long because I was that scared for six months. My roommates didn’t know it, but I was crying at night every night because I was like, what did I just do? And how am I going to rationalize this if this doesn’t work? Okay? I was not the most positive in the beginning, right? But what it really took, guys, the reason I stumbled for so long is because I wasn’t willing to take ownership. I was in the blame game. I was immature. I was a child when I first got started, so I had to learn a lot of those lessons, many of which the hard way. You guys saw my past due office balance.
I mean, it was bad. And I really enjoy to share that now because obviously it’s not bad anymore, but I share it so that, you know, we’re real people, okay? I made more payment arrangements with Sprint than you ever have. I was so good. Yeah, I got $25 today. Yeah, you could draft it. And I knew subconsciously it would draft in, like, 24 to 48. So I was like, all right, I still got time. And then. Yeah, yeah, the other 160. Yeah. On the 27th. Knowing I ain’t had that money on the 27th. Guys, listen, it was tough. Tough, okay? But once I started taking ownership of my life, things really started to change, you know? And then the last point before I bring Olivia Is please be very careful who you hang around with. I showed you. Zami.
Moe. Right?
My three amigos. Right? Well, although weren’t winners at the time, what they were to me is they were accountability partners. Every time I wanted to quit, which was often. I’m not gonna lie to you, I wanted to quit. Hell, yeah, I wanted to quit. It was hard, okay? They would call me. They would find me on probably one of my worst days in Primerica. I lost my car in the morning and I lost my home in the afternoon. So my little Civic that I bought in high school was gone. The $400 a month room I was renting from a Jamaican girl was gone, too. And I just remember being in so much despair. All I had was the clothes on my back. She changed the locks on me for reference, you know, and it was just a bad time.
And I remember sitting by a canal and just boo hoo, crying. I had just finished full timers. I had just got ripped a new one. Not meaning doing, meaning receiving full timers. It’s different. You know what I’m talking about? Okay. So I just received full timers. I felt like this small. I have no car, I have no house. All I wanted to do is go outside and cry and literally feel sorry for myself. And I did, right? So I wasn’t going to do it in front of other people. And then as I’m literally sobbing my life away, I get. I’m like, what? It’s Olivier. He wasn’t going to let me quit. Guys talk to his directs. They know exactly what I was talking about before. He used to stalk you, John. He was stalking me, okay?
And it’s like every time I was missing for just a few hours, meaning you couldn’t call me, you couldn’t text me. I didn’t respond back. He knew. He knew what I was doing. You know, I have a depressive, you know, mentality sometimes, and when I withdraw, it’s because I’m getting depressed. So Olivier would find me and I’m like, bro, leave me alone. He’s like, no, man, we gotta do it. And so I just thank God for my foxhole. My foxhole was tough. They were tough on me. They held me accountable. They pulled my card. They told me that I thought I was too good. Oh, you don’t like. Oh, my God. They burst my bubble, really and truly, guys. And that’s what it took. I had never had relationship with people in that way. I had never had somebody check me that way.
You know, just digging all up in Your snot?
Yeah.
That’s what Olivier did. That’s what Olivier did. Because although I might have been more technically proficient, I was greatest on life insurance and security. Sure. But what he was is he was persistent in a way that I just was not. I was ready to pull the white flag up, you know, I thought about going home, and every time I did, I just couldn’t rationalize to my family, whom I left, that I was coming back. But Olivier, guys, he was my North Star. He was the one that kept me here when I really, really didn’t want to and when it was hard. And guys, we, like I said yesterday, we started from the bottom. And when I say the bottom, Let me clarify. We each had a 1099 that said 6000 for the year. Tesh.
$6000 for the year is what Brutus was making before I walked in. Me too, obviously, you know, so 6,000 plus 6,000 doesn’t equal 12. It actually $1.1 million. So with that being said, guys, I’m going to finish. I’m standing between you and lunch. But now Olivier is, so I’m going to let him have that burden. So please. Senior National Sales Director, Olivia Bruno.
Hi. All right, good morning, everybody. How we all doing? All right, let’s give yourselves a big round applause. All the leaders, the speakers, the whole environment, the whole event. Come on, come on. Let’s give ourselves a bigger applause. Right? Cheer yourself, cheer yourself. I remember a couple years ago, this speaker on stage, he said, sometimes, man, you’re so down, nobody choose you. He’s like, you know what? I’ll pat myself. You know, like I recognize myself. Does that make sense? So clap for yourself. Does that make sense? You got to cheer you up because a lot of times you’re in your head. And you had a lot of leaders earlier speak about this. You’re in your head too much. Okay? Charlemagne was saying, which dog we’re feeding, right? So you got to be careful how you go with your mind.
So we’re going to talk about how. It’s a numbers game, really. Everything you do here, you cannot put overcomplicate what needs to get done here. Like I said yesterday, you may be bad. Yeah, sure, maybe. But for the most part, you as a person, you’re not bad. You got to learn the skills. Just like there are certain things you don’t know how to do. Like some us, the million dollar earners are on stage. We’re good at this. But there are other things you guys would be an expert at. We’d be Learning from you, if that makes sense. So you gotta learn the skill. Everybody can learn. But the one thing we cannot help you with is the lazy part. We can’t help you from being lazy. And yesterday I mentioned how you are dealing with you in three versions.
There’s you, the consumer, you the worker, and you the boss. But the part I want to get in as I’m going to my talk today, is the boss version of you. If he or she doesn’t get tough enough to make you get up when you don’t feel like it, make you work when you don’t feel like it, make you stay consistent when you don’t feel like it, make you not run away when you don’t feel like it. If you don’t do that, you’re gonna have to fire that boss and go get a jerk. And that jerk makes you work. Crazy, right? That jerk knocks out your door at the end of the month, say if you don’t pay the bills, you’re out. That jerk says, if you don’t show up at the job, you’re out, you’re done. So do you want the jerk?
Some of you all hate the jerk. Some of you all talk about the jerk a lot. Get rid of that jerk out of your life. Be the one that’s gonna be tough on you to make you do what you don’t want to do. That’s what success is, doing what you don’t want to do. But you know what the right thing to do is. Jerry west, who’s on the logo of NBA. Jerry west says that you will accomplish nothing major if you only work on the days where you feel like it. Feelings are for kids. Adults do what they have to do. So stop waiting for feelings. If you have feelings, get a job. And Tesha was saying that. And that’s true. It’s unfortunately, some of us. It’s like you’re hearing Tesha tell you, well, if you have a job, keep it right?
But at the same time, you couldn’t make Tesha work a job unless it was the. You had me rolling die about the cutting grass, right? In Creole we call it chas, right? I think Tesha’s good at doing the shape ups. But this is the thing, guys. Recruiting sometimes is a conversation that people try to throw at us. In Primerica. Sorry. The feedback when we talk about recruiting, it’s almost like, well, only in Primerica do you recruit. No. Do you know that recruiting is something that’s like if you go all the way back to the late 1800 early 1900s, the people that got wealthy in this country, the Rockefellers, the Carnegie’s and all these big boys, what they did was mass recruiting and pay people very low wages. The unions came around and said, that’s messed up, Jimmy Hoffa.
And all of them say, hey, that’s messed up. We gotta do some union minimum wage. At that point it got too expensive to give people jobs. So now what happened around that time is that even the car industry started getting beat up. Why? Because it was too expensive to make cars. So that’s why Japan, China started killing on the American car industry. And even now Canada’s still trying to get back up. But Honda, Toyota, Nissan blew up. Why? It was cheaper overseas. But America, way too competitive, didn’t fold right. I had to read up on these things. I’m not an expert. Read a book. Go read it. You come back, you sound like an expert, okay? So my thing is, I’m like, I wasn’t born with these things, okay? Rezi was feeding me griot not too long ago. So I grew.
You know what I mean? Omfongo is that? Yeah, mofongo. So as these things started happening, America’s like, we’re not gonna fold. Say, how could we? Franchises. If you create franchises, you pass the dealing with the employees down and the owner deals with owners. You see that? Are you catching? Are you sure? I don’t know if you’re catching it because as it got crazier, some other people, the em ways of the world said let’s do multi levels of leadership. Pass it all the way down. I’m not dealing with it. And so that’s how they started beating up. So you see what happened in America, all these franchises, Burger King, McDonald’s, blah blah, 7, 11, H&R block, all these franchises. It started becoming a thing of everywhere. But Amway recruits and they’re not ashamed of it.
The problem with Amway is you got to sell a lot of them things to make a hundred bucks. A lot of things. Here you meet one family at work, one person at church, one person at family union. Click, $1,000. Husband and wife. Click, $2,000. You’re an RVP. Click, $4,000. That’s why people 70% plus of Primerica is part time. But you got to go for your purpose. You got to go for something bigger in our business. That’s why we’re so great. We recruit, but we also have a big profit margin. Financial service is the largest industry in the world. Nothing is more profitable than financial services. So what you have to Be clear with. It’s a numbers game. It’s not how bad you are. So it’s not that you’re bad. You just might be lazy. Let’s go ahead with the presentation.
So think about this, right? Ready? Numbers game. Boom. Am I clicking? I’m clicking. Pray for him. Okay, so what we need is. We’re recruiting. We’re recruiting, but we need $10,000 legs. What’s that? A $10,000 leg. Well, let me tell you how important it is. You produce one, you’re pretty much an RVP. That’s probably your exchange leg. You’re already an RVP. You build one, you’re making 100 grand. You produce a third one, you’re probably top 50. You’re making big stuff walking on stage all the time. Or number four, right? You eventually become a legend. You build four plus legs. We are John Lavin and Pat. Talk about how eventually you build a business that is massive. You see what Charlemagne’s building, what Tesco’s building about to have a million dollar earner like you over there firing me up.
Tesla, Right, Because Tesla had to do this for one quick second. What do we have to do to raise his team so they can take care of that? Tesh? Do we pray? Oh, so faith without works is dead? Because I know the faith part where Z and Lori got. I love that dude. Like my brother. Let’s give it up for Rezzy, the next million dollar earner. I love that dude. Rezzy is the type of guy like that. He plays Pamela with his heart. And so I can’t watch for that day to happen for you to cry on stage. That’s really what I can’t wait for. Okay, but number four legend in his own right? So think about this. What’s a 10k leg one. You have 25 plus people showing up on Saturday. Like events like this, right?
You need to have people show up bodies. You need to have people here. Eight to 12 plus licenses. These are not minimums. Those are maximums. Eight to 12 licenses, four licenses deep, three to four producers and two to three trainers. What’s a producer? Somebody that puts their name on the app. A month or more, they could do two, three, four apps. It could not be the same. Maybe it’s different people. But you have three to four at least in that leg that submit business every month. And you have two to three trainers, meaning reproducers. Everybody can promote a district. I’m talking about district leader. You know the difference? I think I’m okay. Everybody’s grandma can go district Right. A cousin in Chicago, a cousin in Miami. You know what I mean? That’s a district leader.
Okay, but my point is, you get what I’m saying. You want to be a trainer that can reproduce yourself. You build that. So you want to build with a certain structure. Yes, you’re recruiting big. Yes, you’re getting large numbers. But so eventually you have a structure, substance within your business. So think about this. You got to be intentional about your activity, what it is that you’re doing. Number one, orientation with new high, with new recruits, new teammates, new players, orientations with them. That’s what you want to spend most of your time doing with a new person. Setting appointments, getting in the market so you can help them build a team. But then, if not, then you’re doing a KTA with a trainee, with somebody watching you. Your best hours should have somebody watching them. If not, then you’re doing interviews with trainees.
You need people to watch you do interviews. Olivier, I don’t have any of that right now. I don’t have a team. Okay, well, stay in the field. You got to stay in business until you build a business. You need to be on personal appointments or you need to be hiring directs. If you don’t have anybody. See, we grew up hearing you’re either getting five directs wide, 10 down on your leg, or you’re delusional. There are three phases. You’re in primerica. You’re either getting five directs wide, turn down a new leg, a new team that you’re building, or you’re delusional. So what do If I’m delusional? Go get 5, 10 directs. You need to find new players. You need to find people that you’re working with. Don’t waste your time here. Invest your time here. It can happen fast.
But you can’t work with the wrong person, somebody that’s not putting you in the front. People. Number six, right? Panera Bread type of meeting. Go meet somebody. Right? Maybe you can stop by the Dunkin Donuts, a Starbucks, whatever place you want to go meet them. If not. Right. Stop by old teammates. Your appointments blow, they reschedule. Go pop by somebody. I know we’re in the Zoom world now. Zoom is a great transaction, but you want to meet people. Does that make sense? So it’s a good way to do transaction. We can be all around the country, but you need to meet people. So make sure you pop by your old teammates. Hey, man, what’s up? Sometimes you sell them back the dream, and they were about to quit, and then you can have a conversation with the lesson, man.
You really think it was going to be that easy? Your grandfather tried to win, your grandma tried to win, your mom tried to win, your mom, your dad tried to win. You think just like this, they were going to hand you success? Come on, man, I believe in you. I didn’t change because you didn’t get numbers. That doesn’t make you bad. Because you’re down. That doesn’t make you bad. Michael Jordan, the great basketball player of all time, lost in 84, lost in 85, lost in 86, lost in 87, 88, 89, 90, and then dominated the 90s. It’s okay that you’re losing now, but you are not a loser. So let’s stop acting like one. So go fire them up. Number eight, call the prospects that you’re getting. Number nine. Right. Three. Footing. If they’re three feet from you, talk to them.
What if they’re further? Move closer. Right. Olivier. Olivier was always four feet from everybody. You understand how introverted I am. You guys don’t think so, but you have to, like, sometimes, like, somebody have to beg you, right? James Balat, like, were sitting there, this guy’s like, man, I’d love to be successful in finance. James is looking at me like, there’s no way. The guy’s like, yeah, man, you know, I mean, I’m looking for a group of people that we can grow and win together. James is like, you’re not gonna. You’re not gonna say anything? I really never say anything to the guy. I just. I mean. But again, over time, you get over these things. To win, to get better. And number 10, cold calling. But isn’t that crazy? That’s what we spend 90% of our time doing. Number 10.
It’s the last priority, but that’s why we spend most of our time cold calling. Cold calling, cold calling. We’re running our heads against the wall. It’s like you’re putting picket fences to say, not hiring. That’s phase one of a company. It shouldn’t be what you’re doing forever. At some point, you should be getting referrals. The cousin referred somebody, etc. Okay, so again, it’s a numbers game. Watch this. If five appointments booked equals one person show up, and I know when you’re in a hot market, you will book five, 20 will show up. If you’re in a warm market and four people show up, I mean, four people show up, you could recruit six in a hot market. And I mean that because you walk in the house. Like cousins are not even booked. Oh, what are you guys talking about? You recruit cousin.
Does that make sense? But five bucks, one show, four show, one recruit. So you know the numbers. You’re not bad. You’re just lazy. It’s a numbers game. See, when you’re at a job, they give you a quota, don’t they? Well, you’re your own boss now. Who has to set the quota? You. You got to give yourself a quota. That’s why we get upset at uplines that’s coming at us. And sometimes I tell people, you choose who you want to piss you off, the IRS or your upline. You tell me somebody’s coming for you tell me who. You’re either the bill collector or your coach. You tell me it better draw emotion so I can move. It’s not about feeling good. It’s about winning. It’s about a legacy, right?
So if you’re booking 50, let’s say a day, you start getting in front of 10 people. Plus a day, you’re getting 40 people to show up. You could have that a day. It doesn’t have to be in a week. It could be in a day. Ten people are recruited. If you get 10 recruits, you could get 10, 15, 20 recruits from 10 recruits. But you won’t get less than four to six. And four to six clients would pay you about one or three grand. And better as you get better as a field train, all that good stuff. So now you have the numbers. What if you’re doing that daily? What if your business doing that daily, it doesn’t have to wait a long time, right? Even that page I had in four weeks, I always skip it because you don’t want to overwhelm yourself.
It’s not going to take that long. Now you’re making calls, but eventually your calls, you making calls should go down. Your personal books should go down. Why? Because so many people are showing up in the office right now. So many people that you’re working with, you’re building in their market, if that makes sense. They’re getting in front of people. The recruiting is blowing up. The licenses should be blow up, the promotions and production should blow up and the cash will follow. And that should happen in no more than three weeks. If you’re really doing a good job. If you. I’ve been trying to. No, no, you’re not. Something’s wrong. Maybe you need to hear how you speak on the phone. Leave yourself a voicemail. Hey, everyone, my name is Olivier Bruise. You can call me that night. 4, 8, 5, 3. So I’m just.
I’m telling you, record yourself to find how you sound. I remember one time I left myself a voicemail. I’m like, I wouldn’t show up either. You know what I mean? Like, damn, that’s what I sound like. That’s a lot of. That’s a lot of people. Okay, somebody just said, right now that’s why I’m not winning. Well, then change it. Okay, so now this is the image I want you to see. Here you are, the office at your table, you’re making calls, you’re doing what you’re doing. And then now you have teammates around you. So now they’re watching what you do. They watch you cheer, they watch you get excited. They watch how you book. They see how you get referrals over the phone. They see that you’re about to do an interview. You have them watch the interview.
So now those teammates are growing and you have a bunch of meeny mes people growing with their own personality, with their own might, and eventually funny, they eventually do it even better. What I’m watching our team do now, let’s give it up for Brutus hierarchy team here. They’re here in the house. Let’s get up for them, right? I’m watching a lot of them, what they’re doing. They’re smoking the things we did. And this afternoon, I’m going to have you here from one of them. That’s crushing it. Trust me. You want to be there to hear them this afternoon, right? The person will bring up. But the thing is, they’re accelerating the process because now it’s a system. It’s nothing to think about or figure out.
And eventually somebody leaves that table and they go to the next one and then go to the next one, and then eventually what happens? You think you eventually are going to get so big that new offices get opened? Now eventually you might even go to other states. So you should see it. So that’s why you need to have your people, even if you have people out of town, have them fly in here and there’s to go come see what you have going on. They need to see the backs of the puzzle. They need to see what you want reproduced in these other places. Does that make sense? So now watch this. Here you are doing those type of numbers. You’re doing 50 recruits a month. Those tables could be responsible. Each table could be responsible for 50 recruits a month. But guess what?
These tables that were responsible for 50 recruits a month developed people that are now redoing 50 recruits a month. So now you literally are flying to NSD numbers talking about eventually snsd circle of champion Bill Arander says can you go to your job and ask him what’s the income math here at this job? What do I do to make X? I want to do X to do Y. Tell me what to do. That doesn’t exist at your job, but here it does. Remember, you’re not bad. You just might be. Okay, 67 by 67 you’re making 250. You’re not probably back office, probably. You’re not doing a good job. Buy term investment difference. But here you are. 125. 125. Half a mil, right? 250. 251 mil. Right now we’re starting to have people that are doing that way before the contract.
We have Ricardo he Shaw in the room has done over 100 by 100 many times. Let’s give it up for Janice Richard in the room. Right. We have. I know the bell for earlier this year did 100. Well, last year did 100. Bounds here to be starting. You get up for the Belfort. You have gash me Luise, who now is the hierarchy as an RVP. Promoted. His hierarchy is killing at 260,000 income. And the Thomases, Adlin Thomas was here in the room. Right. Promote their 4th RVP doing 300 by 250 as an SVP. So do you see a million dollar earner coming soon? It’s an income math and 500 by 500,000 plus circle of champion numbers. Now this is what I want to leave you with. And you guys probably heard these from strength and honor for years.
The fact is, the reason why we do not have success is because we’re gambling. Set the orientation after you recruit them 24 to 48 hours, call them later on that day. You want to be the loudest voice in their head. This is not a job relationship. This is a partnership. You want to get a list and make a copy. You want to have a database. You don’t want to just like have them around. I’ll let you know. No, you want to always call them with good news. Hey, I scheduled four appointments for you. I got more referrals. I did this, I did that. Right? You want to set at least two appointments and two KTA’s. Two interviews. Two KTA’s don’t just do these orientations. Meeting with people and not book because they’re scared when they’re meeting with you.
If they leave with nothing booked, they’re more scared. Right. I got to get out of here. Meet one one day group. Have them around you have them in the environment. Have them around you don’t want to just oh. See you next app. See you next five star school. And last but not least biggest mistake I see made treat everyone like a direct. The success of a new person should be in the hands of somebody that can handle it. Related to this the playoffs are this weekend in the NFL there’s college football, there’s this, there’s that. World cups coming soon. Is that the time you let the guy that never played practice, don’t be lazy and make the excuse and say when do I get my guy to practice? You’re the best on your team.
You get in front of people, accelerate the traffic so you can get everybody to work. Thank you guys. We’ll see you this afternoon. Thank you.
