Video Summary
Transcription:
So we want to talk about the. One of the most important parts of our business is recruiting. And I put this together because I was just thinking to myself, you know, we hear the topic of recruiting. Yes, I know, Dave. We got to recruit more people. But check this out. This is just our advertisement right here. So it says, have you been feeling down lately? Come down to training and not feeling as excited as you used to? Not waking up with that bounce you once had? Well, try this. Recruiting solves everything. If you are sitting here and you’ve been around, you go, oh, yeah, they’re talking about recruiting again.
Isn’t it a fantastic thing that you can sit through a story, you can hear a message that you’ve heard a thousand times, but when you got your new person sitting right next to you, it sounds like you’re hearing it for the very first time? You guys know what I’m talking about. We had the great Joe and Denise Cardino over our office, and they were telling. Joe was telling his story. And I’ve heard that, let’s just say, a bunch of times. But I had three new people sitting in the audience, and the whole time I’m listening to Joe, but in the corner of my eye, I’m watching my guys. I know the joke is coming, and I’m watching to see what their reaction is. Isn’t it a lot more exciting? True or not true, guys? All right, let’s move on with this.
So we’ve got our fictitious family over here, and little Tommy says, mommy, are we going to the Broadmoor in August? Tommy’s mom replies, I don’t think so, Tommy. Your father hasn’t been recruiting. Ooh, you could replace Tommy with your son’s name, right? So Tommy replies, hey, dad, Mommy says you’re not recruiting. The dad replies, yeah, well, that’s because she’s not helping me. Oh, yeah. You know, you look at partnership, and you can’t help. For some people, when you don’t have a lot going on, you can’t help but want to point fingers at your partner, Right? True or not true? Don’t point right now. You guys know what I’m talking about. I don’t know about you, but this is the way I felt in our relationship. It’s kind of like this. If Joyce and I were in a rowboat and we’re just.
We’re headed towards a specific destination. And she goes, dave, my arm’s tired. I’m getting tired right now. Do we just sit in the bone? Like, you know what? Screw that. My arm’s tired, too. Like, what kind of partnership is that? The way I look at it is all right, you take a rest and I’m gonna keep rolling. Honey, shouldn’t it be kind of like that? I don’t know. If it’s like, is that a guy thing? Where am I in it? How about this? Well, I’ve been busy lately. Busy doing what? Busy doing what? We’re so busy with a lot of non productive activity out there. Isn’t the main thing to become financially independent? Right. Isn’t that why we saw the bigger picture in Primerica? The only way that we can get there is by developing other leaders. Would you guys agree with that? Right.
And the only way we develop leaders is by recruiting. How about this? Well, nobody’s interested. Nobody. And this is where it gets very dangerous, where there’s generalizations. Y’ all know what I’m talking about. Like these sweeping generation. Well, nobody’s interested. You know, Listen. I spoke to everybody and nobody’s interested. Who’s everybody? Let’s quantify the numbers and the activities. When you say nobody, you mean the two people? The two people is nobody and everybody is the three people, right? Y’ all with me? I’m not talking to you. I’m talking to your teammates. They don’t have the money. Oh, my. Oh, my goodness. You mean the $49ib last month. They didn’t have $49. You know, and I was just joking around with some of our base op guys. I said, imagine this. Imagine this. Imagine you’re picking up IBAs.
And Primerica said this month, incentive is free IBAs. And then there’s some people that are gonna be like, well, they didn’t want to give Social Security number up. Isn’t that crazy? Or how about this? Oh, they didn’t have $25 pol. They didn’t want to subscribe to that even if the IBA was free. So what does Tommy say? This is what he says. How’s he going to respond to his dad? All right, so dad notices that Tommy is disturbed by his answers. So he sits Tommy down and says, look, okay, Tommy, Dad’s going to level with you. I’m not recruiting because. And here are the real reasons. I don’t know what to say. He’s being truthful. He’s being a real dad now, right? He says, I don’t know what to say. So what do we say?
What are we supposed to really say when we’re recruiting people? How about try this on for size. Hey, our company is expanding right now. And we’re looking for some people that are looking to make some extra income. Do you happen to know anyone like that? How about that? How about just use that line and you say, well, I tried that before. Apparently you didn’t try it enough. How about this? I’m scared to death what others think. Now think about this. Think about why. Remember, I’m not talking to you. I’m talking to your teammates. Right? Think about why your teammates are in recruiting. And if the real truth was revealed, it’s because they are scared to death of what other people think of them. Yes or no, guys? What would my neighbors think?
What would my families think when I’m trying to recruit at the family reunion? You know, and this is a true story. I remember we used to go out. This is like in the early days before Joyce, when I was going out on a Thursday, Friday, when we go out, you know, with my friends and stuff and all my friends knew about what I was doing. And then when there would be a new guy coming into our group while, you know, we’re hanging out, drinking or whatever, they would poke fun. Hey, be careful. He’s going to try to recruit you. Man, I hated that. But you know what? In transparency, at least they knew what my motive was, right? I can with guilt free.
I can tell you the truth that when we get together in like, you know, I see a lot of my old friends, I can point to every single one of them and say, at least I tried. How about this? I haven’t been working the numbers. Yep. I haven’t set recruiting as a priority. Isn’t that the truth? So here we go. Fanatical prospecting. Probably one of the top five books. I would recommend Jeb Blount. And this is what the book says. Let’s read through this really quickly. It’s called the Anatomy of a Sales Slump or Recruiting Slump. At some point you stop prospecting. Because you stop prospecting. Your pipeline stalls. Because the prospects in your pipe are dead. You stop closing deals, recruiting. As you experience this failure, there is an erosion of your confidence.
Your crumbling confidence creates negative self talk and that further degrades your confidence, wrecks your enthusiasm and causes you to feel like a loser. Feeling like a loser saps your energy and motivation for prospecting activity. Because you don’t feel like prospecting, you call the same old dead end prospects over and over again. Can I get a witness? The lack of prospecting activity makes your already stale pipe even worse. You start hoping for silver bullets. But because hope is not a strategy, nothing changes. You Sink deeper into your slump, get desperate, and then bam, you get slapped by the universal law of need. Your sales and recruiting days become a depressing black hole of misery. Anybody you see. So you see kids, it’s not necessarily because your father isn’t a good recruiter or that he needs more training. He just needs to prospect more people.
You beat yourself up so much. Oh, I’m not this, I’m not that, I’m not good at that. It’s just because you’re not prospecting. Hey folks, but there’s one more thing, and this is taken straight out of the Al Williams way. As you are prospecting, make sure to look out for the quality of people you recruit. Now this isn’t the David Kim version. This is straight out of Art Williams, right? And this is what he says. And my disclaimer here as I wrap up is this as disclaimer, if you fall into this, if you don’t fall into these qualities, don’t worry about it. Okay? I was a 24 year old kid, not married, no home, no kids, so technically I shouldn’t have been recruited. But as you are recruiting people anyways, you might as well recruit them in a better market.
Would you guys agree with that? So this clicker is not working. Let me just go through the list really quick and we’ll wrap up. Okay? And as I said, I think what’s important about this is what you should be looking for. Age must be over 25. It should be. And if it’s not, we’re talking about the right market of recruiting. Okay? Age should be over 25, they should be working. Length of employment, they should have been working for five years. They should have been married for over three years. Should have dependents should have life insurance money earned, net worth should be over 60,000. Education, college, graduate. And why are these important? It just means that your recruit that you’re prospecting has responsibilities. Would you guys agree with that? So people that have worked out in the field, they know what they’re comparing it with.
So they know that having a boss and working and getting beaten up out there sucks. The alternative Primerica is much better than what they’re currently doing. Anybody ever recruit an 18 year old kid, they’re like, I’m gonna make a million dollars doing what? Doing what? So because they haven’t had that life experience yet. So once again, if you don’t fall into this, it’s okay. What we’re saying is while you’re prospecting anyways, go look for people that can appreciate this business for what it really is. Let’s go out there, prospect more people. Give more people an opportunity to say no, so you can find those that will say yes. We’re proud to be in business with you guys, and we’ll see you guys at the top.
