Video Summary
00:00
I look at the numbers and you look at it kind of blows you away. You listen to people recruiting 30, 40, 50 people a month and then you say to yourself, self, how do I not recruit one or two a week? Right or wrong? The opportunity is huge. So what I want to do is I’m going to get fundamental with you today because a lot of people got emotional, they gave you some examples and you see numbers. So some of you ever hear people say, I want the meat and potatoes, I need some facts, I need you guys to give me the number side. So I’m going to prove to you guys, I’m going to give you some mathematical certainty today. For those of you that are a little bit more technical like me, I’m going to give you some fundamentals.
00:36
You could pull up that what makes 100%. And so if you look at this right here, this talks about what makes 100%. So if you look at, from strictly a mathematical viewpoint, when you look at it says, I look at the fundamentals and I how do you achieve 103%? Like how do you give more? If you go back, we’ve all been to those meetings where they say, man, I’m giving it 100%. People go, I’m giving more than 100%. When I was a plumber, guys, I was a foreman of the company. Guys would have to show up at 7 o’ clock in the morning. They work till 3:30 and they’d show up at 7 o’ clock in the morning on time. And then some guys walk in at 8 o’ clock and I would say, whoa, bro, you got to go home, you’re late.
01:17
He goes, no, I’ll just work extra hard. I’ll give it more than 100% today. I go, so you’re going to say an hour later they go, no, I’ll just work harder during the day as opposed to working less yesterday. How do you give more than 100? So I’m going to give you some facts right now. You can’t give it more than you can give it. So this is simple. So how about achieving 103%? So let’s look at this. If A equals 1 and B equals 2, you guys with me, right? Okay then if you look at it right here, hard work is 98%. Now you can figure this out later. Don’t go on your computer, right? Watch it. And if you look at knowledge is 96%, attitude is 100%.
02:06
So you got to have knowledge, you got to work hard, but you Also have to have a good attitude. Right now I’m in a church, so I’m not going to read this bull stuff. Is 103%. Is 118% kissing. So one can conclude with mathematical certainty. While hard work and knowledge will get you close, attitude will get you there, but put you over the top. You guys with me? All right, so that’s for our technical guys. Part of what I want to show. If you could pop the next one up, the leverage presentation. Part of what I want to show leverage, please. Part of what I want to show leverage is number 11. Thank you. Part of what I want to share with you too is I get asked this a lot by people outside of Primerica.
03:03
I was talking to my banker the other day and she’s like, if you could boil your business down, like, what is it? I was playing golf and the caddy says to me in Ireland a few weeks ago, he goes, if I could. That’s my Irish accent. He goes, how do you get there? So I said, it’s leverage. Our business is leverage. I don’t think we’re multi level marketing. I don’t think we’re network people. Goes, this like multi level. Our business is leverage marketing. You’ve got to create leverage in any business, right? It’s leverage. We’re leverage marketing. See, the cool thing about leverage is you and I can create our own leverage. I can’t go outside today and see if it’s going to. I can’t make it rain. I can’t make it be sunny. I can’t make it be cold. I can’t.
03:42
But you and I can create our own leverage. And I want to share that with you because leverage in our business is leadership. So let’s go through it. If you have guests in your meeting this week, right, we have an opportunity meeting. We have a training meeting. And you have 10, 15, 20 guests scheduled for the meeting. And I have one. Didn’t you create more leverage than I created because. Oh, kid. You can’t control who shows up. That’s a bunch of crap. You can absolutely control who because you talk to more people. You and I get to control. We can’t control one. The one out of four is going to join. We can’t control which one is going to join.
04:20
But if we have to talk to more fours, if we want more ones, what you and I do in our business, this is what our job is. We’re looking for the ace in the deck of cards. There’s 52 cards in a deck. True or not. True. 52 cards in a deck. And what happens is, if you open up a brand new deck of cards and you open it up and you. You’re looking for the ace in the deck of cards, aren’t you? But what happens. Usually what pops up first. Jokers, right? And there’s jokers in there, so you got to get rid of the jokers. Okay? But what happens is, this is the biggest challenge in Primerica. We go through the. The deck of cards and you pop. A nine of diamonds pops up.
04:59
And then you and I try to make that nine of diamonds an ace. Oh, you could do it. You can do it, right? And what happens is you and I can’t make. I can’t make a 9 into a 9. Can become an ace, but I can’t. So what happens is, if I have a nine, I take. I flip it. Then you get maybe a jack. Boom. Then you get a three and you flip it. And then we stop prospecting and we stop recruiting and we stop talking to people. Because the nine wasn’t an ace. Why would you stop when you’re getting closer to the ace? There’s four aces in a deck of cards. There’s an ace of spades, ace of clubs, ace of diamonds, ace of hearts. So the key is you and I have to keep flipping.
05:47
So we can absolutely control us getting that ace if we don’t stop. So when you have guests in the not meeting, you create leverage when you schedule appointments. The more appointments you schedule, the more leverage you’re creating in your business. Right or wrong? Listen, we’ve done a bunch of appointments early on in our business. Not one person ever knocked at my door in 3 o’ clock in the morning, woke us up and says, hey, you work with Primerica. I’m looking for bigger and better. Do you guys sell a level term product? No one’s ever done that. Every single appointment we’ve ever had, we initiated it. By the way, maybe you could do me a favor. Excuse me. Right. Every person. Hey, I just wanted to ask you a quick question. Every single person that we ever recruited. Scheduled appointment. We initiated that.
06:43
A lot of times people go to. Well, what do you say, Keith, when someone says, what is it? Well, it depends. I’ve never been walking down the street. What is it? A heart attack. That’s what it is. Well, someone only says, what is it? Because we entice them. We create interest. Like, it depends what it is. How do you answer? What is it? It depends on how you set it up. If I’m Doing an appointment. Then what is it’s going to be different if I’m prospecting a waitress. What is it is different if I’m talking to a real estate agent, if I’m talking to a client, if I’m speaking to an Uber. What is it is how did create that right or wrong? So no one’s ever sat down and scheduled an appointment without scheduling an appointment? I know that’s profound.
07:34
You create that leverage, you get your bonus. I know. It’s a little field training bonus. 500, 600, a thousand, $2,000. You know what you’ve done? We did 18 training sales before were licensed. 18. The guy that field training says, I’m going to show you how to take people from A to B. You don’t ever have to do it on your own until you say, I don’t need your help anymore. That’s how I train people. Early on, I say, wait a second. You’re going to do all the work and I’m going to make money. Let it rip there, Bucky. And I watch and I watch. The same questions, the same answers, the same questions, the same answers. And eventually you learn the answers to the questions, right or wrong.
08:13
That’s all our business is learning the answers to the questions and the questions to the answers. People, I don’t know what to say. Well, just like when you were a little kid, you didn’t know what to say. You ever see a kid? What’s your name? Johnny. Johnny what? Johnny. Johnny. Where do you live? Over here. Screw him up and ask him what his zip code is, right or wrong. But eventually you learn that stuff, right or wrong. The same way like if somebody says, what’s your name? You don’t go, hold on a second. I know it starts at a K and you pull out your license, you learn the answers to the questions when you get your bonus, your first bonus, what you do is. Now what happens is because you got a bonus, you have a different expectation. You want everybody.
08:55
Doesn’t mean everyone’s going to get a bonus, but your expectation is. Why? Because you did. Now, you can expect people to get a bonus if you didn’t do it. But if you did it, your confidence changes, your conviction changes. In order to be convincing, you’ve got to be convinced. And those of us that are have a ton of activity. You heard people up here recruiting a ton of people. Their belief level’s high. No disrespect. If you’re not recruiting anybody, if you’re zero by zero for the month, your BS is low. Your belief system behavior follows belief, right or wrong. So if you want to create leverage, you get your bonus. You want to create leverage in your business, go get a license. You understand when you get a life license, you separate yourself from 80% of the people that don’t know anything about insurance.
09:45
You get your securities license, you separate yourself from masses of people that don’t know anything about investing. How many times we sit down with people and they would say, well, I don’t need you. I could get a mutual fund. I go, buddy, you’re 55 years old. You could do it on your own. But you waited for this knucklehead to show up to your house. People need to be educated on how money works. What we do, let me people go. What does Primerica do? Let me just simplify for the new people. We do things for people that they could do for themselves, but currently don’t. Primerica didn’t term insurance. Well, the only company sells term insurance 100% of the time. We didn’t create mutual funds. Have been around since 1924. We just bring Wall street to Main Street.
10:28
We educate middle income people on how money works. They could do it on their own, they just currently don’t. And so when I look at we have the opportunity to create leverage. You create leverage when you get licensed. Well, I failed the test. Well, man up and take it again. Right or wrong. You know how many great people we lose because they failed their test? And then someone said that to me? I go, are they really that great if they quit? See, we can control that. Nobody makes us quit. You get promoted when you go to district. Now you have an expectation to go to district. When you go to regional leader, you have an expectation for people to go to regional leader. When you’re a regional leader, you’re talking about why you want to be an rvp.
11:09
We want to get you to rvp. But in the back of your mind, you’re not an RVP yet, right or wrong. So that’s why you got to sell the direction of your leadership and the direction of the company. Or what’s it going to be like when you’re making 100,000 a year? I know it’s a lot easier for me to talk about making 100,000 a year. We started making 100,000 a year. That doesn’t mean you can’t. You could talk about now where you’re at, where you’re going, but your belief level changes. You create more leverage in your business. Does that make sense? Okay, you get Promoted rbp, sep, nsd Personal production. I am a freak about personal production. I haven’t written a personal sale in 25 years to make money. Well, I don’t think that’s the answer. Why?
11:56
Because there’s no leverage in me right now writing business. We did about 8,000 transactions last month in our organization. Last year we did 1.1 billion John. Of new securities investments into our 1.1 billion. I almost wrote a sale. I haven’t written this. I’m not. I’m writing a sale in 25 years to make money. In the beginning, it’s like a wheelbarrow. If you don’t push it doesn’t move. If I got up and we have 13,000 licensed reps. If I got up and I said, I’m back in the field, I’m going to take this thing to the next. If Glenn Williams got on Pol, money goes, I’m going in the field. Is he going to move the company? But if Glenn Williams was the only person on his team, it’s the only way he’s going to move the company.
12:48
Right or wrong, when you got less than 100 codes, your greatest leverage is your personal production. I don’t understand why people don’t see that. I’m focused on the outcome. Your butt’s not going to be here if you’re not making income. You got to have many successes to raise your belief level, to extend your shelf life. In Primerica, we’re all pumped up, juiced up and motivated. You know what that is? That’s your shelf life. Everything has a shelf life. Produce, fish meat. Everything. Our mentality, our expectations, our dreams, our goals because our belief system. You’ve got to have many successes. So you borrow confidence. You borrow the environment here. But at some point, watching other people win is great. But at some point, you got to have some success for yourself. You got to see that.
13:38
Because that belief level has to raise for you to create leverage. So I’m going to show you something that you know. It’s just mathematics. A regional leader at 70% overrides a division. But at 60%, they make a 10% override. We know that. What drives me crazy is when future RVP is talking about overrides. Listen, I join here for the overrides. Just say overrides. What is an override? An override is the compensation you receive from the efforts of other people making money and overrides the compensation you receive from the efforts of other people. Not other people making money. People go, well, you Just make a lot of money because you have a lot of people. Hamburger. That’s the business that we joined. But in the beginning there was no one override. So you need to create the process right here. So watch this 10% override.
14:34
People start. Oh, I have a team. You got to just. What are you doing personally? The overrides are just extras when you’re an RVP. When you’re an RVP, personal production. Until you start making 300, 400, 500,000. Art Williams, who founded this company, said, until you’re making 10 to $12,000 a month in override, you personally have to live off your own pen. That was 1977. That’s like, that’s like saying today you’re going to make 30, 40, 50,000amonth in overrides before you stop personally producing. I watch some of the people, we think you’re the best person on your team. And I watch people lay off this. Watch this. If I do, it’s. If I do one personal transaction as a regional leader. Blake’s a regional leader, My son’s a regional leader.
15:20
That means he would need 10 people on his team that are divisions to write a sale. Now, I want 10 people in our base shop to write a sale. But I can influence me writing one sale versus these guys writing seven cells. Does that make sense? It’s just mathematical situation. So when I look at that now, I know this. When I write a sale, I want our teammates to write a sale. But I don’t need them to write a sale. My expectations are different. If I write two or three or four sales, my expectations, I know I could show you how to write one. I can’t make you do it, but I could show you how to do. Watch this. If I write two personal sales, that’s like having 14 team sales. I know it’s just math. Math. But watch this.
16:07
If I write four personal sales, which is only one a week. Any less than one is none. Dead people do none. One a week is four in a month. If I write four personal sales, the compensation I would receive as a regional leader is like having 28 sales coming through my base shop. Does that make sense? Look at the leverage right now. I just said we did 8,000 transaction our business. If I wrote four, we would have done 8,004. There’s no leverage in that. Where the leverage is in our business right now. If we’re future RVP’s. RVP’s. We’re not at 300, 400, 500,000. Your opportunity to create new districts. Listen, we have 497 RVP’s we have a financial interest in. I’ve never promoted an rvp. Right. Miriam, you’re the last RVP that came out of our base shop. She’s a Miriam and rc.
17:03
So they go, when are you going to promote an rvp? I said, I don’t know. I’m never promoting you. I don’t know how to do it. Go get 30 codes. You have 11. Go get 30 codes about and you’ll be an RVP. She had about 30 codes. Made 100,000 part time as a regional leader in our base shop. Got promoted out last year. November. Right. I didn’t promote them out. They people go, when you promote me, never. You’re going to go figure it out. No one promoted me. We promoted ourself. We put the people in place. I promoted a ton of districts. I don’t know how to promote a division or a regional leader. We show them how to do it and then they go figure it out. Does that. Does that make sense?
17:38
All right, so when you look at the leverage side, watch this. An RVP at 110% bonus overrides a regional leader at 70%. It’s a 40% override. So now you’re getting 40%. But even why would you stop? That means instead of doing one transaction right for seven, now it’s four. You still should be writing business. How? How you. This is my perception, okay? One by two weekly is the minimum expectation you should have. If you’re growing. I’m not saying you need to do38,000 transactions. Shelly Narrain sent me a text. Six texts already this morning. Since six o’ clock this morning. Makes $2.1 million. I hear from her eight times a day. She has a person. Her base shop just got promoted, came full time. RVP just came full time literally 30 days ago. He’s got 37,000. A personal premium for the month so far.
18:34
That’s awesome. I’ve never done that. And by the way, I never will. And I’ve never even threatened to. But for years we did three or four personal recruiting a month. It’s one a week. That’s telling a Primerica story. Four times looking for the ace of the deck of cards and one or two transactions personally, which is not a lot. Two or three. Some weeks we do four. It’s less than one a day. It’s not a lot. Everybody needs what we do. It’s the foundation of our financial house. You create leverage when you do that. Every.
19:06
If I get up in front of the room, let’s just say this is my bay shop and I do a Monday managers meeting, and all you guys are in my bay shop, and I get up and right now it’s the 20th of the month and I’m zero by zero for the month. Personal. I could do this same meaning, right, John? But in my mind, there’s no leverage. If I got up, this is our bay shop, and I got three or four new directs in, I’m at 8 or 10,000, a personal premium. I do this same meeting. Doesn’t it change a little bit? Is it a little bit more conviction? Isn’t there a little bit different expectation and acceptance? I don’t see why people don’t get that. Oh, no. I’m focused on the outcome. I’m focused on the outcome too.
19:48
For three to five years, you gotta crush it. Most people extend it over 20 or 30 years. Well, I’ve been here 24 years. I don’t care how long you’ve been here. How long are you gonna continue to be here? I fly a little plane, right, people? No one ever says to me, how long have you been flying? They go, how many hours do you have? If I told him I’ve been flying for nine years, I got two hours. Holy shit. Right? Shoot, right? It’s people who jump out of planes, they parachute, right? Why would you jump out of a fairly good plane? But anyway, parachute. No one ever says, I’ve been parachute for 27 years. I’ve jumped three times. No. How many jumps you have? I got 100 jumps. I got 150 jumps. Right or wrong. See? How many jumps do you have?
20:28
Not how long you’ve been here. You got to condense that down. You got to crush it for three to five years. You got to condense timeframes and create that leverage. You win trips. Some of us were just in San Diego, some of us on the security trip in Whistler. Some of you guys are going to be in Marco. The next trip is going to be in Hawaii. Rumor has it, then all of a sudden, we’re going to be at your See, so when you go on these trips, we’ve been to Hawaii 24 times with the company, 24 times in Hawaii. When a trip comes up, I don’t ex. I don’t think you should go. I expect you to go. But if I’ve never been on a trip, I still want you to go. But my conviction’s not there, right or wrong.
21:05
So when you win a trip, you Create leverage. When you create. Look like an upside down pyramid. That guy. When you. I’m just kidding. RVP contract, you get your RVP contract. Now you have an expectation. You have an expectation to promote RVPs. When I’m an RVP, I’m talking to you about becoming an RVP. My conviction’s different. When I was a regional leader in a district, I would talk to people about becoming an rvp, but it wasn’t the same. We didn’t have leverage. You guys with me? All right, cool. Hundred thousand dollar ring. Oh, I make 100,000. I want to make 100,000. When you get your ring. See those of you that have your ring, that ring says you make anywhere from 100,000 to 8 million. Like Willie did, You got to get the ring.
21:52
Now you don’t have to get the ring for the hundred thousand dollars. It’s a goal that you’ve got to hit, and then you got to add some diamonds. But when you do that, it creates leverage. How many times I would do meetings, I didn’t have the ring, I’d be like, oh, yeah, right. All of a sudden you get the ring, you’re like, hey, how you doing? Hey. It creates leverage in your expectation, right or wrong. Building a $30,000 base shop, by the way, 100 by 100. 150 by 150. 200 by 200. God bless you guys. It’s awesome. The average person who makes a million dollars in Primerica averaged a 30 by 30 base shop. So if you do 50 by 50, what’s better? 100 by 100 or 30 by 30? Depends. You’re 100 by 100.
22:37
You have two directs in your base shop, and you’re doing 100 by 100. It’s not very healthy. You have a $30,000 Bay Shop, 30 by 30 Bay Shop, and you got 60 directs. That’s not healthy either. Directs equals direction. Directs equals direction. The direction of your business is in proportion to the directs that you have. Directs equal direction. A $30,000 Bay Shop creates leverage. People. I want to promote RVPs. How do you promote an RVP doing 6 by 6, 8 by 8, 10 by 10. How do you get to a $30,000 Bay Shop? You can write 30,000. A personal pre. You get two people writing 15 each. Statistics say you get 8 or 10 directs. Get 8 or 10 directs, you’ll average about a 30 by 30 base shop. So if you could recruit one, you can recruit two.
23:27
If you can recruit two, you can recruit three. You’ve got to create that leverage. Does that make sense? And you create leverage promoting out RVPs. All of a sudden I. We promote one RVP out from our Bay Shop, the first RVP. Everyone in our base shop sees potential to go to rvp. If John Lapping gets up and they announce John made $227,000 last month, you’re like, it’s great for John. But if someone in your base shop just got promoted to rvp, it changes everybody’s perception, right or wrong. It raises everything else. You’ve got to have leverage. Yes. You got to borrow confidence. Right? But watch this. Imagine if they invited me out to speak here and I could do the same. Exact presentation, same exact talk, same number, same everything. I go introduce you to Keith Otto. He’s senior national sales director.
24:15
He’s been here 38 years. Good guy. Used to be a plumber, taught a karate school. He’s gonna come out last. Last year he was paid $87,000 for the year. Hey, there’s no leverage. There’s no leverage now. There was no leverage. I made 18,000 my first year. 26. I didn’t talk about. I was talking about where were going. I was pointing in the direction at the leadership that we had. But at some point, you’ve gotta become the person on your team that people point to. Starts with your production. It starts with promoting people, starts with creating that. And eventually you create leverage based upon your cash flow. Does that make sense? Can I get a witness? All right, good. Next presentation, if you could pop up O00 residual income. The ultimate goal is massive passive income. I want to share this with you.
25:08
I don’t care whether you’re in Primerica or not. This false. True. Every one of us needs to have residual income. At some point in our life, we’re going to want to or have to stop working. There’s a certain point as we get older, you know what happens? We get older and at some point stuff starts to fall apart. Right? And when. And at some point, you’re going to want to have to. We all have family members as we get a little bit that as they get older, maybe they don’t have as much get up and go. They have got up and went. There’s no. There’s not a lot of honey left on the stinger, if you know what I mean. Not a lot of dew on the lily.
25:48
So what you’ve got to do is you’ve got to realize that we have a shelf life, right or wrong. So residual income, you’ve got to all aspiring. How do you make residual income. Well, let’s look at it in the real world. You could do it through real estate. I’m not a big real estate guy. It’s big. Oh, you made a lot of money when you sold your last house. I made tons of money when I sold my last out. Eight figures profit. Yeah, I made a lot of money on it. But I’ll show you three other houses I lost money on. You golf, you just hold real estate long term. I bought a house in 07 in Naples. I paid 1.8 million. It was the second home. 1.8 million in 07. I sold it the month before, COVID for 1.1. Know what?
26:24
I got a $700,000 write off. How do you hope? Buy house three months later, Covid hits and the house is worth 3 million. But I sold it before that. So the guy made it. So I real estate. I’m not a big real estate guy, but I own a bunch of real estate because I use it. But I’m not one of these investors guys flipping and dipping. I’m. That’s not me. I rented one time to this young lady and she. I don’t know what she used to do for a living. She used to work nights and. And she didn’t pay the rent and said, I rented another. I had a house I wasn’t using. I rented it one time. The guy flooded it out. I was getting 6,000amonth for it. The guy flooded it out, cost me $120,000. I rented it for a year.
27:01
I lost money. I’m done. I said, I don’t like real estate. But some of you like real estate. Okay, I’ll just use real estate. If you want to have $100,000 net income, unearned income, you own real estate and you have what’s called a rent roll of 100,000. It’s $8,300 a month net after taxes, after mortgage, principal, after expenses, after maintenance, after extra lawn, all that bull. In order to make $100,000 net, I’m going to make it up. You probably need about $3 million worth of real estate. That make sense? About 3 million in real estate. Well, how do you buy 3 million in real estate? Well, you put 20 or 30% down, so you come up with about a million bucks. Then you have good credit and you borrow money, you take out a loan and you pay off. Does that make sense?
27:54
There’s no guarantees. And if you’ve got an extra million bucks burning a hole in your trunks right now, then people could do that. And you can live off the rent roll. You go, I have clients. Well, I have real estate. If something happens, I’ll just leave my wife to real estate. I go. Who’s going to maintain it? You work 80 hours a week catching up on all this stuff. But if that’s what you want to do, God bless you. You need about two or three million dollars. That’s one way in the real world to make residual income. Another way is off your investments, right?
28:23
So today, right now, in a bank, not guaranteed, not locked in for five years or six years, not something set up where you can’t take money out to your 59 and a half in a savings account, in a bank, what’s a guaranteed interest rate? I can’t hear you. 0.1. You’re looking up at 1. Let’s call it 1%. So if. For me to make. If I want to make $100,000 in real estate, I need about $3 million. I want to make $100,000 in net. Net net. I need to have how much money at 1% to make 100,000. If I have a million dollars at 1%. No, how much do I need? I need 10 million to make $100,000, right or wrong. So listen, you don’t need to do Primerica. Just. You just get an extra 10 million. Extra 10 million.
29:24
Well, how do you do that? $1,000 a month at 12% for 20 years is a million bucks. $1,000 a month at12% for 20 years is a million dollars. $1,000 a month At 12% for 20 years is a million dollars. No big deal. Just put 10,000amonth away for 20 years. The only problem was that the 10,000amonth. The other problem is the 20 years. The other problem is where are you going to get 12% guaranteed? You could, but it’s not guaranteed, right? Okay, people, I want something guaranteed. I guarantee you’re screwed, right? So the problem is, where are you going to go get $10 million? It’s impossible. But for most people, it’s not probable. Right or wrong. If you look at overrides.
30:05
I came to my first opportunity meeting and I heard this big guy say at the end, the first speaker talked about, we help people. The second speaker talked about, we help people. I’m like, all right, guys, you help people. That’s great. And then this last guy got up and he started talking about overrides, the two O’s ownership and overrides. I say it’s the first time a man ever talked dirty to me. They started Talking about overrides and ownership. I was like, bring it. And he said, if you invite somebody down and we hire them, we pay them, and we train them, you override them. He said, if you invite somebody down, we hire them, we pay them, we train them, and you override them.
30:43
He says, every time you invite somebody down and they get paid, the company pays them and they pay you an override. And back in 1987, he said, if you get somebody who becomes an RVP, the average RV regional vice president makes about $100,000 a year. Your overrides about $50,000 a year. He says, how long does it take for you at your job to make $50,000? I’m like, I work a whole year to net 50,000. And I said, man, I could find somebody who wants to make extra income, Ed, that could become an RVP. If they make $100,000. You’re my overheads today. If you have an RVP, if you’re an SVP and NSD, you have an. If I have an RVP direct to us, that makes $100,000 a year running a business, my overrides about $100,000. Now think about this.
31:29
I could have $3 million of real estate. Often I could have a million dollars. I could have $10 million invested, or I could recruit somebody, encourage them, coach them, not wait for them. They become an RVP. I make $100,000 residual income, folks. Our 1099 was almost $6 million last year. People go, what’s your business worth? About 600 million. Now, don’t say that to the IRS because it’s not worth 600 million, okay? But to my family, it is, because I would need 600 million, John, sitting in a bank, getting 1%. When I made a statement last night, I said, the average person has no idea what Primerica is. You think you know the reason I was part time for four years, I didn’t know what Primerica was. Oh, it’s carnival. It’s carnival. I didn’t understand it.
32:21
I didn’t realize I could be in a business that I would need $600 million accumulate. How hard is it? How many have an extra 600 million? Like, think about that. To have an extra $600 million. Now, our business is not worth 600. Please don’t post that crap, okay? But the fact of the matter is, to my family, it’s worth $600 million. Because if I left to my family, if I passed away yesterday, I would need 600 million sitting in a bank. 1% guaranteed. How crazy is that. Oh, I don’t know if this is for me, folks. The opportunity that you and I have is unbelievable. It’s crazy. We have a shot. So what you’ve got to do, folks, is you’ve got to extend. You’ve got to extend your shelf life. You gotta put yourself in a position where you extend your shelf life.
33:18
How do you extend your shelf life? By a meeting like today. I heard years ago, you gotta sit through 300, 350 hours of events like this. I know some people, you can’t understand what they’re saying because of the microphone. I know sometimes you can, maybe you can’t relate. You can relate to this person and not relate to that person. Maybe sometimes they’re talking about something that you don’t have an interest because there’s so many different facets in our business. But by sitting in this environment, this room, synergy, what it does is it raises your belief level. And you got to sit in an environment to get to understand what you’re part of, but it extends your shelf life in the business. Coming to trainings, conference calls, zoom calls, and then sitting down with clients and having some mini successes.
34:01
You got to stay close to the power source. If you ever have a phone and all of a sudden it turns red, the top right, it says 20%, you got 10%. And we start like freaking out. When you’re, as my father in law used to say, if your battery is low, what’s the first thing you’re thinking about when you see 5% on your cell phone? You got to plug it in. The same way you got to plug it in. And the sad thing is, the people that aren’t plugged in today are the ones that really need to be plugged in today, right? But the fact is you gotta plug it in. Just like you could have the greatest piece of wagyu meat or fresh fish that was just caught off the coast and it’s in your refrigerator.
34:47
And I walk behind your refrigerator and I unplug it and let it sit there for a week. I wouldn’t even want to open the door, right or wrong. So you and I, what we’ve got to do is we’ve got to extend shelf life. And there’s little things that we’ve got to do, folks. We do a lot of travel. I’m going to talk about it later as I. When I wrap up. I’m speaking again this afternoon, but I used to work my tail off and try to squeeze personal stuff in. Travel I didn’t travel. I never took a trip before. I. Before I had millions of dollars, didn’t take a trip. The first 15 years of it was outside of a Primerica trip. I see people that are broke traveling. I don’t get it. I love to travel. I’m going to.
35:26
I leave here tonight, playing golf with Jim Meyer and a couple guys. Tomorrow, Monday, I get on a plane. I’m flying to Paris. My wife likes Paris. I’m not a big Paris guy. We’re going to Paris for a few days, and then we’re going to Munich to Oktoberfest. Then we’re gonna crowd Germany for 10 days. I just want to share this with you for those you like to travel, but you gotta do the fundamentals. January, I did three weeks in New Zealand and Australia playing golf. Then I came back. February, I turned 60. My wife surprised us with a trip. My son and my daughter and myself, we did Dubai for two weeks, and then we did the Maldives for a week. That was February, March. I came home because we had a Disney company trip, but I came home.
36:04
People in Florida don’t get excited about going to Disney, all right? The rest of the country does. April, we spent the month of April at our lake house. I have a lake house in North Carolina. Then in May, my wife and I rented a house in Provence. My French name is me, Jacques. To tight. So I was in. I was in France. In a month, we see this. I flew. We flew to Nice. For those of you that like to stop, we flew to Nice. We did Saint Tropez for three days, which is one of my favorite places on the planet. And then from San Tropez, we rented a house in Provence. And went. Every morning we got up. I’m not a big flower guy, but I went to the flower markets. Like a good husband. Flower market, fruit market.
36:41
We came back, drank great wine, and just spent a week. And then we came, and then we’d spent. And then we did Monaco. We went to the F1 race. That’s how we wrapped up. Spent the month of May. People go, I don’t like France. Then don’t go. I love France. Right? We spent a month in May, June. I came back, spent a month at our lake house, went to New York City, have an apartment in the city. Spent a little bit of time in our apartment in the city. Then went to Whistler and spent some time in Vancouver for the next week, my wife and I. And then in July, I went to Ireland to play golf. I like to play golf. We went to Ireland to play golf.
37:10
And in August, we did the San Diego trip and then we’re going to Paris, and I’ve got three other trips planned between. Now, my wife just booked a London trip for Christmas. Blake, see you after Christmas. And I’m only kidding. But we’ll be back before that. But we do these trips and I share this with you because people go, oh, must be nice. Must be nice. I have friends on social media, like, must be nice. Everybody. I’m building a house. One of my buddies sends me a text, must be nice. You know what? When I was prospecting, eight hours a day, nobody goes, must be nice. When I was working seven to 11 o’ clock at night, seven days a week, didn’t take one out, one day off. I didn’t take one day off for like three or four years.
37:51
Must be nice When I’m getting rejection, going to a house, and people go, I’ve been over. And all of a sudden you turn the app and they go, hold that check for a year or two. Must be nice when your best guy quits, when people fail the test, when people lean you out, when you get rejection. Must be nice. See, nobody says, it must be nice. When you’re paying the price, they bust your chops. All you do is work. Beyond all my friends, all my family, all you do is work. You never. All you do is work. There’s more. You got to stop and smell the roses. All you home. You’re never home at weddings. Where’s Keith? They thought my. My wife was single for years. Where is he? Birthday parties, missing stuff, right? All of a sudden, I started making money.
38:29
I was like the gay uncle at school. I was the kid who. I was the only guy that showed up all the women for all the lady things. I was like, blake’s like, seriously, dad, you got to get out of here, right? Like, I showed up to everything but all my friends, oh, must be nice. You got to pay the price. You got to put yourself in a position. As I wrap up, there was a deer called the Ahornia deer. I’ll spell it so you don’t say it wrong. A H, O, R, N, I, A, A hornia deer. They’re red little deer. And they were used to migrate between Czechoslovakia and East and West Germany where the Berlin Wall was. And these little deer would get to the wall and they couldn’t cross the Berlin wall.
39:08
But in 1989, they took down that Berlin Wall, right or wrong. And the deers that were one side of the wall couldn’t go until that wall was taken out. Once that wall was taken down, the wall’s gone. The deer instinctively wouldn’t cross over where that line was 10 years later, 20 years later. The deer that are there now for 10 or 20 years, they weren’t even alive when the Berlin Wall was there. But instinctively, they would get to the wall, and they would stop just recently. Some of these deer would cross over during the day, and they would eat, and then they go right back at night where they felt comfortable. They were instinctly thinking they wouldn’t take that. They wouldn’t step out of their comfort zone. Most of us are like that, dear. It’s embroidered in us.
39:59
You got to take that next step. You got to change the way you think. You got to increase that thought process. See you guys after lunch.
