Video Summary
00:00
Gracias, amigos. Good to see everybody. Hey. I’m so excited about this weekend. Keith Otto is really one of the best in the nation at teaching, inspiring, equipping people to do well here. You’re in for a treat, naturally, to get more people here. I’d work on that like crazy if I were you. I want to start off with a story that every RVP needs to hear. So about 12 years ago, I went to California and I was going to get in the car with Mark Younger. Who knows who mark younger is. Two and a half million dollar earner, hundreds of RVPs. And then we’re going to drive up north to Mike Sharp’s Band of Brothers boot camp. And then I found out that Mark Yazipovic was going to hitch a ride with us. And I was bringing my cousin who’s an RVP in San Diego.
00:45
So it’s me. I’m slumming it at 700k a year. Mark younger about two and a half million. Mark Aslok at a million half and an RVP making about 30,000 bucks a year. And the bottom line is he gets in the car with us and we’re about to go and he just like felt like small, you know what I mean? And the bottom line is, without prompting, without hesitation, Mark Yazipovic started to lecture my rvp. He’s like, whatever you’re feeling right now, stop it. He said, stop it. You’re an RVP in the greatest company in the world, the greatest opportunity in the planet. As far as hours you put in, how much you, how much of a difference you can make, how much money you can make. Do not ever feel bad about where you’re at. Cause tomorrow is a new day.
01:34
Art Williams said, without a dream, you’re dead. The Bible says without a vision, people perish. And who remembers John as that? He says it’s a feel good, do good business. So I want to go through with you for a little bit of time and do what I call train the trainers, okay? And I’m going to talk to you about what you need to communicate loud and clear to your entire team over and over again. Who knows? For people to really understand something, you got to hear it 300 times. And if you’re a genius, only 150. So, Jordan, only 150 for you, baby. So this is a message you cannot stop delivering on getting people to feel right about what we do. Who’s figured out by now we’re in the people attraction business. You can’t attract when you don’t feel right.
02:23
You got to feel incredible about what we do. You got to walk around. I remember Bill of Runner teaching me early on the difference between people make 500k and above and everyone else in Primerica is if we’re ever in a crowd. If you go to a mall or a sporting event or, you know, rush hour traffic, you see a whole bunch of people around you. The biggest difference is this. People who make a lot in Primerica look at the massive crowd and feel horribly sorry for every single person we don’t have time to go communicate with because of how their life is going to turn out. Where everyone else in Primerica feels like, if I go talk to those people, I’m bothering them, I’m interrupting their lives. I don’t want to bother them, so I just won’t talk to them.
03:04
It’s all about how you feel about what you do. Let’s queue it up. I guess that’s my job. So I just click this thing. I think, aha, here we go. So I call this the greatest opportunity of our lifetime presentation. All my new people hear it, all our new recruits. It’s like an orientation thing. And the first thing I say is, who’s the first saying, if you don’t stand for something, you will fall for what? Anything, Right? So in our lives, we’re supposed to have what’s called filters. I remember when I was single and I joined Primerica and Bill Render was mentoring me and I said, bill, I found the girl I want to marry. I’m so excited. Her name is Lois. I can’t wait for you to meet her. He goes, asad, that’s amazing. I have a question for you.
03:42
I said, what’s that? I said, what’s your goal of how many extra marital affairs you want to have? I said, he stunned me. I said, zero. He said, that’s a good answer. I’d write that down if I were you. Who knows? If you don’t stand for something, you’ll fall for what. You’ll fall for anything. You have to have standards. You have to have filters. And the same thing is true where we spend the majority of our life. Most people say, I love God, I love my family. That’s all true. But most of us spend more time working for a living and serving God, being with our family. So if that’s the case, do you have filters? Do you have standards? So I created three of them.
04:17
I encourage every one of our new people to understand these three, because without it, they will continue to always chase the Next shiny object. Who’s there? People get excited about Primerica, and then they’re excited about something else. And you haven’t seen them for 10 years, they’ve excited about 20 things and gone nowhere in life, right? So here’s the standards. One is hours you put in. You got to communicate with people that time is our most valuable asset. It’s not your houses, it’s not your cars, not your money. You can get that stuff, you can lose it all, you can work hard, you can get it back. Time is the only asset that we have that once you lose it, there’s nothing you can ever do to get it back.
04:54
So what people need to understand to begin their journey of success, and I talk about this all the time to our team, is it needs to nauseate you, disgust you, sicken you to even consider doing any kind of work, that you work for a week, you’re paid for that week, but you’re never paid for that week again. You have to have the standard that you will only allow yourself to do work. You work hard for a week, you’ll get paid well for that week, but you’re getting paid for that week for months, years, decades to come. Virginia Carter died 14 and a half years ago. And here we are, 14 and a half years later. Her kids, grandkids, great grandkids, are still sharing over 100,000amonth of inheritance income. And none of them are licensed or could spell Primerica.
05:44
They’re just making the money, doing nothing because of what she started. So you have to have this filter about where you allow yourself to spend your time. Okay? I remember my first year in the business. I’m a young buck. I’m hanging around the office. This old guy doing pretty much nothing. He goes, hey, young kids, sit down, young whippersnapper. I’m like, yes, sir. He goes, I need to teach you something. I said, okay, what’s that? He goes, he says, many things you can go do in life. You work hard for a week, you get paid for that week, but they’ll never pay you again. He said, here, every week you work hard, you’ll be paid for that week and every month for decades and decades to come. That’s gotta be a standard.
06:21
That’s gotta be a filter, because you don’t stand for something, you will what? Fall for anything, right? Second is making a difference having significance. There’s so many things we can do in life that you work for a week, you can work for a month, you can work for 30, 40 years, and what difference did you make? All I can tell you is I used to be a cell phone engineer and here’s why I quit. Did I believe I’d make millions here? I hope I didn’t know, but here’s what a guy said to me. So can I ask you a question? I said, sure. He said, if you quit being a cell phone engineer today, could people still buy a cell phone in 5, 10, 15, 20 years? I’m like, yeah, probably. He says, you have no significance whatsoever to that industry.
07:02
He said, come over here. Come over here. And every month you work, you’re literally changing lives. So here we built a business, thank God, where $150 million has gone to widows and orphans and changed their lives. Right? James 1:27 says, Pure and flawless religion to take care of widows and orphans their time of distress. Here we built a business where $2 billion of assets have grown to help people retire, educate their children, achieve their goals and dreams. Here we built a business where close to 500 people are making their dreams come true or found the place where they want to make their dreams come true. Here it’s a life of significance, not just of working, getting a paycheck with not doing anything that matters whatsoever. And the third is making money. Okay? Yeah. You need to be resolute in whatever you do.
07:53
You wanna make as much money as possible. I know you’re thinking that sounds like you’re describing yourself to be a greedy person. You couldn’t be further from the truth. Okay? As a matter of fact, the opposite is greedy. Billy Rundard has beat into me my whole career. He said the most selfish words a human being can say is between me and my spouse income, we’re paying our bills, and we’re doing just fine because it’s all about you. Last I checked, there’s a whole bunch of need out there, and you can’t give what you don’t have. I believe that the majority of the world’s problems we solve tomorrow. If people like you guys had great hearts, pure hearts, kind and loving hearts were way better resource.
08:34
If you’re way wealthier, if you had a 7, 8, 9 figure net worth, imagine the good that would be done. If people like us had those kind resources make sense. So now I’m getting way off track, but here we go. That’s. That’s the beginning. Let’s keep going. So describing Primerica, I love our marketing department, okay? But it’s kind of just to be honest with you, if you’re going to flip over a brochure or do a PowerPoint on a Zoom or whatever and say, we are Primerica. We were started in 1977. We are in the New York Stock Exchange. Our ticker symbol is pri. Guess how many people you know light on fire to want to kill this thing? A grand total of zero. Okay, how much different does this sound? We’re a financial company, but we’re different.
09:15
Most are based on Wall street, driven by greed. We were started by seven Christian high school teachers and coaches fuming mad, angry at the industry of how they treat people who vowed to start a different kind of a company, help people make a difference and change lives. Now we’re no longer seven teachers. Now we’re 6,000 regional vice president. Offices all across the United States. Which one sounds better to you? Right? Know how to communicate what we do next? Talk about the celebrations. I mean, the bottom line is there’s 720 companies that sell life insurance and one was ranked the number one most trusted. Who’s ever seen. If you got it, flaunt it. And, baby, we’ve got it. We just got to do a better job of flaunting it, right? So celebrate that stuff. Next, the Fortune 1000. Moving on.
10:03
Understand how to explain this little page right here? You understand that if you got it flaunted, right? Let me just tell you, John, Mary, whoever you’re talking to, training or recruiting or whatever, knowing how to communicate, this is. Here’s the deal. We’re convinced, 1000% convinced that in our country there’s a grand total of 0 people that want insurance or want investments or want a mortgage. Last we checked, people want one thing and one thing only, that’s to be totally financially healthy. You know who we are. We’re the only company in the history of our industry ever approved by the regulators who could be super strict. We’re the only one that’s ever been approved. We will do insurance, investments, mortgages, legal protection, and show them how to make more money. All through one person. Never been approved before. We are it.
10:54
We’re the only company offering, the only thing people want for their finances, which is total financial health. Okay? Total financial health. We’re the only ones doing it. Nobody else is doing it. We’re the best show in town. Right? Moving on. So you got to define people. Listen, who’s ever been around little kids before? You ask him to do anything. Eat your vegetables, brush your teeth. What’s their one word answer to whatever you ask them to do? Why? Okay, I love Nike. I know they’re smart and they just say, go do It Just do it. Right. People will just do it for a day or two or three. But eventually they’re going to want to know why. Why you keep asking me to recruit and do all these things. You better be constantly tell them why.
11:36
Because if your why is big enough, you will run through brick walls and not feel pain. Make sense? So the why is business exists to solve problems. That’s why we do what we do. We’re not asking anybody here to recruit just so you can make money. That’d be a fraud, rescuing recruits so you can solve some major problems. Okay. In the Japanese language, the word for. For. For opportunity. And the word for Christ is the same word. Now speak Japanese. The only Japanese word I know is Godzilla, which I’m not even sure is a Japanese word. We’ll figure that out later. But opportunity in Christ is the same way. Whenever there’s an opportunity, there’s a crisis. So for example, if. If somebody gets injured or sick, crisis, last I checked, doctors and hospitals make money off that, right? Right. You guys with me? Okay.
12:27
Our tornado or a hurricane comes to an area crisis, last I checked, the roofers and the construction people make a killing off that stuff, right? So we’re here to solve problems and we can do it better than anybody else. So bottom line is, here’s the problems we’re solving. We call the 90% crisis, thus opportunity. And this is why we’re talking John and Mary. This is why we’re talking. 90% of families have no strategy to be debt free. They believe they’ll be in debt to the day they die. 90% of families have enough life insurance last for two years. Last. 90% will turn 65 with the ability to retire for like two years and then be broke again. And 90% will never call lawyer for advice because their hand would shake, afraid of getting some big bill.
13:10
We call this the 90% Christ in our country. And here’s another reason why we’re talking. It’s because there’s a shortage of people doing what we do in America today. There’s 3 million doctors and nurses, 1.3 million lawyers. What do you call them? A million dead lawyers. The bottom of the ocean. Anybody know a good start? There you go. Three and a half million. Three and a half million real estate agents and only 287,000 of us. And the average age is 66. Okay, can I ask you a question? How many people right now that you know right now? Right now they need a realtor, need a buy or sell a house. Right now they need to Rush to a doctor right now. They need an attorney right now. I don’t know that many.
13:47
How many people you know that right now could use some help with their finances? Way more people need what we do, and there’s way fewer people doing it. And the average age might as well be 100. We need new blood. And that’s why we’re talking make sense. So explain the why. They’ll just do it for a day or two, but if they know why, they’ll keep going, right? Explain. We have two jobs. What we do. One job is we help families with their total financial health. And we explained, listen, the people we’re going to help, no one’s coming before us and no one’s coming after us. And I mean nobody. And the second job is to solve the crisis by bringing on people onto our team. We’re solving those two problems. So bottom line is the next.
14:28
I want to spend a few moments with you now, John and Mary, explain to you why. Why we recruit. Now will you make money? That’s a byproduct. You’ll make a fortune. But way more importantly, you have to know why we’re doing it. Here’s why we’re doing it because in the wealthiest, most blessed, most educated country in the world, 78% of people make enough money to last our paycheck to paycheck. And they miss just one paycheck that cannot afford a bag of groceries, a tank of gas, or pay a cell phone bill just by missing one paycheck. That’s a crisis in our country. Right? So bottom line. And I’ll show you something now to explain why the number one business in America today is the business of bringing. Of showing people how to make more money. Let’s go. So here we go.
15:13
Who’s ever heard of a company called Uber before? Or like Keith says, Uber. Right? Uber has 1.5 million drivers. Think about this for a second. Do we need Uber? No. We’ve had taxicab drivers for years. Why does Uber exist? Because 1.5 million people only let strangers in their car and drive them across town because they need to make more money. That’s why they exist. Right? The greatest business in America today is the business of showing people how to make more money. This is a website. Please take a picture. Study it tonight as a testimony. I’m just kidding. If you ever can’t sleep, put this, turn this on. You’ll fall asleep or go crazy. But it’s called usdecklock.org, it’s live time. All the Numbers are changing, but shows some pretty scary numbers on there. And here’s a few of them right now.
16:02
Student loan debt in our country approaching $2 trillion. These young kids have no chance. Most of them have mortgages, but just no house, if you know what I’m talking about. Credit card debt, huge number. But this is the crazy part to me, okay, who’s in this room is under 30 years old? Wave your hands like you just don’t care. Everyone, okay, you’re screwed. All of you are screwed. Okay, so here’s the deal. If you’re under 30, it’s not even remotely possible for you to afford stuff like your parents afford stuff. Let me explain. Check this out for a second. So 25 years ago, the average cost of a new home, 167, now it’s 427. Everyone say more than doubled. Average cost of a new car was 22, now 51. Everyone say more than doubled.
16:47
Total pay raise over 25 years in the greatest country in the world for the average full time worker has gone from 32 to 36 grand. Can I ask you a question? How in the world there’s an 18% pay raise total over 25 years, afford to buy stuff that’s doubled and tripled in cost? 25 years ago, 30 years ago, I would do an appointment for a young couple, both college educated, just got married. I would say, do you guys own a house? And like, yeah, we own a house and we just bought one over here. Now I sit down with a couple college educated, both professionals, you know, trying to help on their finances, maybe try and recruit them. And I said, do you guys own a house? And they laugh in my face. They think it’s a joke that I asked them that question.
17:30
That’s where we’re at today. And check this out. This is from. If you can see the bottom of that screen, it says, who’s ever heard of a company called Deloitte before? Largest CPA firm in the world, have some credibility. Here’s what they said. 64% of Americans today want a side hustle to make more money. John, Mary, we’re not asking you to recruit just so you can make some money. We’re asking recruits. You can solve the biggest problem in America, which is an income crisis. Make sense? So this is so we all go into the gig economy. I’m going to go over this, fly through this real quick. This is interesting. So this is just understand the scope of things, okay? It’s a feel good, do good business, right? So bottom line is Morningstar. Who’s ever heard of Morningstar before?
18:22
Every stockbroker on the planet pays them every month to get data. They’re paid to predict the future of companies. And they’re paid to be right. If they’re wrong, they’re out of business. They’re paid to be right. They said that Primerica will be as disruptive to the financial industry as Amazon was the retail. What the heck does that mean? Well, you look at the slide. It shows that Amazon last year outsold the next eight combined. It outsold Walmart, Target, Best Buy, Macy’s, Kohl’s, all the rest of them. And they did over 356 billion. I did a calculation this morning. My wife was 350 of the 356. Sorry, that’s a side story. But the bottom lines are outselling the next eight combined.
19:04
The greatest compliment we can get is when Amazon says we’ll be as disruptive to the entire industry as Amazon was to the retail industry. That’s huge, you guys. So tell it like it is, right? This is interesting. Ask people who changed the world when it comes to technology, they all tell you, Apple, who changed the world? When it comes to retail, they’ll all tell you, Amazon. Ask a thousand people who changed the world when it comes to financial services, they will look at you with a blank stare. The answer is us. They just don’t know it yet. They just don’t know it yet. We are that missing piece. This is interesting. We’re the top five companies. The most six figure earners. And the answer is Primerica and the rest of the four. You see those other four companies?
19:51
Now, I’m not going to insult your intelligence, but who remembers not asking if you watch it today, but who remembers Sesame Street? Anybody? Now, did you watch it today? Okay, so there’s a song in that show that says, which one of these things is not like the other? Which one of these just don’t belong? If you look at those five companies, which one is not like the other? And the answer is us. The rest of the four, they own your life and work you like a dog and they get nothing in return but a decent check. Here you own your business and own your life. Now this is. Now this is the. My story.
20:23
This is kind of shows a little picture of my first 10 years, the second 10 years and last 10 years of what happened and my average income on the right column and you can see what happens over time. Not the greatest story in Primerica. Many people have done much better than me, but I Just kind of trucked along and that’s not too bad. I’m telling you that doesn’t happen in most jobs and most careers where you grow your income, where you actually like triple your income almost every 10 year segment of time. This is interesting too. This is just a little snap pick of some people on our team and what they’ve done. And Andy and Brittany onset superstars are on here and many of you guys are on here. So proud of you guys.
20:59
But in some incredible stories of people who have changed their life, which is the most rewarding thing about what we do, is you get to show people the greatest opportunity on the planet as far as hours they put in, how much they can help people, how much they can make a difference and watch them grow up and change their family’s tree forever right in front of your eyes, which blesses them and blesses you. This is pretty interesting too. We don’t do a good enough job of communicating this. You see there’s a few, we ask people, we challenge people. Go Google the great wealth transfer and you’ll see this number of 68 trillion pop up. Actually, I’m told now the people are seeing 85 trillion, they’re seeing 120 trillion. And we don’t, we just kind of throw that around like flippantly. Here’s the deal.
21:40
Look at me for a second. Every other industry, if they found out there’s an extra 1 trillion of revenue coming their way, they would have a hip hop party. They do backflips, they get on the ground and kiss the floor. They would celebrate like it’s 1999 for an extra 1 trillion. Never before in the history of the planet or in business has 60 to 80 to $120 trillion of new money ever come anywhere near one industry. The brightest of economic minds. I have no idea how to explain this. I thought I could understand it, but I couldn’t. So let me just try and explain it to you this way. You need to be able to communicate to people the bigness of what we do. Let me back up for a second. Is it going backwards? Okay, cool. Look at me for a second.
22:27
I started in 1992 when I took my security license. I had George Washington one side and I think it was Abraham Lincoln on the other. Anyway, long time ago, I did a thousand appointments my first five years. And for you newer people, you can’t relate this. Guess how many people I found in 5 years that had a 401k from a previous employee that was never rolled over? IRAs laying around and no one’s helping. Guess how many people? Zero. Now almost everybody we meet has that going on. So here’s why. I didn’t plan on happening 30 years ago, but here’s just kind of what happened. This is a little picture of my securities income. Be prepared to tell a story. This shows my first 15 years. If you look at it took me six years to make 100 grand from securities alone.
23:11
So for 15 years it averaged 143,000 a year. Everybody say the word, slow and steady. That’s slow and steady. Now look at the next eight years. Next eight years it doubled from 143 to about 270. But eight more years. I’ll say those words again. Slow and steady. All of a sudden this tsunami, this wall of wealth hits. I ain’t doing nothing different. I’m pretty much actually working less, doing more vacations, just enjoying life. And sure enough, look what happened. Slow and steady right out the freaking window. After 15 years in the 1000s, 8 years in the 200s, skip the 3, skip the 4, skip the 5, skip the 6, and 4 years of average of 7002000 year just from securities. When I first started, securities was what we made money on to afford to go to an arcade, okay? It was like pocket change.
24:05
There’s nothing going on there. And now look at what’s happening because of this massive thing happening that’s called wall of wealth. And then shows this year is heading for 1.2 million. Moving on. We have to do a much better job of educating people on this little factor. Okay? You can’t understand this and work any place but here. The question is, do they understand this? So everyone thinks they understand employees. Everyone thinks they understand being self employed. Everyone thinks they understand. That gives them a measure of control. I work hard, I make money. Here’s what you don’t understand. We need to do a better job of communicating and looking people in the eye and just saying words like this.
24:42
John, Mary, the most dangerous, frightful, scariest place in America to be is in a situation where all of your income depends on you having to get up and go to work for it. Because if one day something happens out of your control, like one day you’re driving and some dum runs a red light and hits you. Now you can’t leave your bed for a year or two or three, how’s your cool little business? How your neat little job, how is that working out for you? Now what percent of people in America will have a crisis hit their life what percent 100. How much notice does a crisis typically give people? 0. A crisis is difficult to go through. Yeah, that’s why they call them a crisis. Here’s a million dollar question. If everyone’s going to have a crisis hit, you get notice.
25:34
They’re difficult to go through. Why on God’s earth You want to add financial pressure on top of something that you know is coming will give you notice and difficult to go through. That’s exactly what you’re inviting upon your life. Unless you financially crisis proof your life, which means you move over to business owner or investor. And what’s the best picture of business owner is McDonald’s, Burger King’s, these places. If you left here today and went to go visit 30 McDonald’s and walk up the counter and ask the person, hello, is the owner here? The person’s gonna laugh in your face and say, dude, probably young person. I worked here for six years, dude, and I’ve never seen the owner, dude, have no idea what the owner looks like.
26:15
Okay, you understand the amount of time required to own one McDonald’s or 100 McDonald’s is exactly the same amount of time. You know why? It’s not the person running the business. It’s, it’s the system. This is the greatest business system in America. McDonald’s can’t multiply themselves on their own. I just found out last week we promoted an RVP and now we have an office and RVP office in Alabama. And I’ve never been to Alabama. I didn’t know the person’s name. I didn’t know that was actually happening. But it’s happening. And the things I dreamed of one day would one day happen, actually happening. Now that’s pretty cool. But that doesn’t happen in other businesses. So with everything we’ve got, we got a desire to exit that risky scenario of employees self employed and run towards business owner and systems. Right. Makes sense.
27:05
Understand that your vision will determine whether you get a lawnmower, just get just enough, or actually some huge combine. So here’s what we have in front of us. We have a situation of literally 100 miles wide and 100 miles deep and you standing in front of this massive harvest. If there was a harvest standing in front of you and you alone of 100 miles wide, 100 miles deep, what you going to do about it? And you get yourself a little lawnmower and go after it because you’ll die before you even nick the thing. You have to get not one combine but several combines that’s what it looks like when you recruit and field train, develop RVs or develop RVs. That’s what happens in. As you go up to the market and what is the market actually. So I’m going to get this real quick.
27:51
John 4. I’m not preaching you, I’m just telling you. John 4:38 says this. I sent you to reap what you have not worked for. Others have done the hard work and you reap the benefits of their labor. And Deuteronomy says the house will be richly stocked with goods you did not produce. You will draw water from cisterns you did not dig and will eat from vineyards and olive trees you did not plant. What the heck does that mean? Let me explain. Anybody here ever do a rollover in your life? Anybody can ask you a question. When you met that client, were you there day one when they got their first job and someone’s explaining them? Sign here. This is what a 401K was. It’s not a 401Q, it’s a 401K and here’s how it works. And blah.
28:33
You’re not there for any of that stuff. You just showed up. They have 100, 300, 500, a million, whatever, and just moving on over. You’re drinking water from cisterns you did not dig. Anybody ever get a recruit that did anything? Anybody? Can I ask you a question? When that recruit joined your team and they have some skills, were you there to meet all their coaches? As their coaches and teachers and parents were teaching them things like work ethic, like diligence, like pursuit of excellence, like punctuality, like improving your skills and self improvement. You weren’t there for any of that stuff. But when they have those skills and bring them on your team, you are eating from trees you did not plant. It’s happening before our eyes. It’s the greatest opportunity on the planet.
29:19
We just got to do a much better job of communicating it. And I want to encourage and challenge you that if you’re here, you can hear from our last speakers, who have been here for 20 and 30 and more years and doing really well. But those time frames are not what’s required of you. Okay? Today’s Primerica, today’s country, today’s opportunity, today’s financial landscape. What we are right now is a Ferrari with a massive cylinder block plopped on the accelerator. Push this thing at 200 miles an hour. That’s the opportunity you have in front of you right now. So go and change the world. And disregard any previous timeframes because you can make it happen much faster because of what ‘s going on. Thanks and God bless.
