Ever feel like you’re stuck in a rut, watching others soar while you struggle to gain momentum? You’re not alone. Many reps face the same hurdles, feeling like success is just out of reach. But what if you could break through those barriers and realize your full potential? Joe and Dee Cardino are here to show you how. In their powerful session, they reveal the secrets to leveling the playing field, proving that anyone can achieve greatness with the right mindset and strategy. This isn’t just another pep talk; it’s a game-changer. Dive into their insights and discover how you can transform your approach and start seeing real results. Don’t miss this must-see moment that could redefine your path to success. Watch the video below and get ready to take your business to new heights.
Video Transcription:
Good morning.
I think this is our first gathering since we came off that great convention.
Welcome, everybody.
I’m not going to take up a lot of time.
I just want to say how blessed I feel to be part of this team.
We have million dollar earners here who we love.
So thank you for being here.
I think this.
We have so many.
I’m not going to name everybody by name, but I’m going to thank you, Joe.
You’re awesome.
And if it’s your first time here, how many people? Yes, you’re awesome.
Because nobody sees behind the scenes what this man does.
So it’s a lot.
So how many people are here for the first time? Do we have any? I love you, Joe.
It’s okay.
I will not be saying that later.
So I hope you have this on tape.
So are we any first timers here? Any reps? Senior reps? Okay.
Welcome.
Welcome to everybody.
Welcome to you.
And I just want, I want to let you know that you did not waste your time coming here.
So take notes and please just hang on.
And we have the honor of sharing an office with the thundercats.
Where are the thundercats? And here’s our crusaders in the front.
We share an office.
Crusaders.
Woo.
So a very wise Thundercat did training for us on Wednesday, and he mentioned his topic was, it’s about time.
So I just.
And I was thinking about that.
I’m saying time is not refundable, so use it with intention.
Please let that sink in.
And I hope you guys enjoy the rest of the day.
And I will bring up, I don’t want to say my better half, my other half, Joe Cardina.
Thank you, baby.
It’s her other two thirds.
Other two thirds.
Good morning, everybody, and welcome.
This morning we have a really great agenda for you.
Some great speakers today.
And I just want to take a minute to welcome everybody today.
What I want to do, really is I want you to just take a look at the.
If the vice president could just stand up and look at the crowd for a second and everyone give them a round of applause.
These are the leaders that made it happen.
I want you to stay standing, though.
Please stay standing for a minute.
Now, the people in the audience, I want you to look at the regional vice presidents.
No, stay standing, please, for a second, face the audience.
I want look at the rvps.
I know sometimes an RVP, it’s so special.
Well, they did do something special.
They did what really had to be done.
But I want you.
Some of them went to college, some of them didn’t some are fat, some are skinny, some are old, some are young, some are good looking, some are maybe not so good looking.
But the point is there’s somebody here that’s very similar to you.
And if they can do it, you can do it.
There’s nothing special about these people.
Listen, what I’m trying to say is they didn’t come with any extra special skills.
You have the same opportunity to do what they did.
It’s not like, you know, they run a 4440 or they sing like Whitney Houston.
They had some natural talent.
They just came on board and they did the work and they did what had to be done.
And today they’re going to share with you what you need to do to get where they are because, believe me, they want you guys to get to RVP probably more than you want to get to RVP.
So let’s give them a big round of applause again.
And we have a lot of income earners here, big income earners.
I start off the business going to the Stanford Sheridan Hotel for leadership schools with johans every six weeks.
And to me, it was a huge event.
He had about 400 people there.
And outside of him, the top income earners made like 200 grand.
And were blown away by those people.
And now there’s people that make 200 grand you might not even hear from today because there’s so many people.
We have people making 200 grand, $300,000 earners, much of them, 400,000 earners, 500,000 earners.
We have 600,000 earners, a million dollar earner.
There is a lot of power in this room.
There’s a lot of power in this room.
And it’s what you take back with you that really matters.
If you’re in the audience and you like the speakers and you motivate and you clap and you get excited, maybe you get some recognition and you walk away.
But if you go home and you’re the same person you were yesterday than you are tomorrow, then it really didn’t have a big impact.
The difference is what’s going to be different about you when you get back home? What’s going to be different about you when you get back to work on Monday morning or Sunday morning? Right? See, because we work when other people don’t.
We work on weekends and evenings.
People miss that.
They don’t get that.
If you think you can come here and just work Monday through Friday, to , that’s good if you want to make an extra 1502 thousand a month.
But if you want to get to where these people in the front row right here, schedule a works.
An employee work schedule just doesn’t fit anymore.
Now, you don’t have to do that forever.
You could build something here and get paid forever.
And I remember, you know, when I was growing up, I didn’t know what I wanted to be.
I was in college.
I wasn’t sure what I.
I knew.
I wanted to be a business owner.
I didn’t want to be an employer.
I had many crappy jobs.
I sold termite inspections.
One summer, I got $2 for every job.
How about that? I lied.
I said I was 16.
I was 13.
Anyway, I worked at the beach raking seaweed.
I did a bunch of crappy jobs, worked at Carvel.
I did all that kind of stuff that think people makes you tough.
I don’t think it makes you tough.
It just means you did what you’re supposed to do growing up.
Have a job, right? Make some money.
And then I got into college.
I didn’t want to be an employee anymore.
I want to be a business owner.
But I didn’t know what business to be into.
There was no Internet back then.
You couldn’t, like Google, what business can I be in? So I said, you know, I’m going to go to law school.
I become a lawyer, maybe learn a lot about business.
And I did.
I used to buy and sell business for people.
And I got a couple of endeavors.
We imported boats from Australia for a couple years.
We built a couple of houses.
We started a hair care line.
It’s still out there.
Anybody ever hear rejuvenal products? I know you do.
That’s why we didn’t make any money.
So I ended up just being an attorney.
I was doing okay as an attorney.
I had a successful practice, and I had a little political career for a while, and a bunch of stuff was happening.
But then one of my clients invited me to see a meeting like this, and I sat through it.
I’m like, well, I gotta get my finances in order.
I was really good back then at making money, but I was even better at spending.
I got that game plan going on.
It was very popular in the nineties.
And I said, I get my plan.
I’m watching the op meeting.
And then the last guy named Joe Winston came up there and he talked about our business model.
That’s the last part of the opportunity meeting.
That’s how our business works.
And I was like, wow, this makes a lot of sense.
I was always interested investments and stuff like that.
I said, maybe I’ll just come around, learn a little bit and got excited about it.
He met me after the meeting, challenged me to bring people back.
I brought 29 people back to my first meeting and that’s what started the whole thing for me.
And New York was kind of crappy.
We had crappy compensation, about one third the rest of the country.
And we had RVP’s in the very beginning.
They ended up quitting because they were making 70 or 80 grand.
Today we make a 160 with the new comp.
And it was hard to build.
There was no bonuses in New York.
There were some challenges in the early days, but we stuck through it, we fought through it and we made a couple things happen.
We’re kind of proud of what we’ve done and the teams that we built and the friendships that we’ve made and some of the success that we had.
But when I look back at it is what makes Primerica so special.
So a couple years ago I did a talk on our tv show about why Primerica is awesome.
I’m going to share that with you today and I think it’s a good way to start off this event.
Why is Primerica so awesome? Not just awesome, it’s so awesome.
Okay, so number one, there’s a lot of very successful people in this company.
I mean, there’s a lot of successful people in this room, but there’s a lot of people in this company.
There’s almost 9000 people, maybe between 50 and 100,000 a year.
How many where you work? How about this? We have 4800 people.
Make between 100 and a million.
I did this talk five years ago and I had to change the number from 2800 to 4800.
Do you understand how fast it’s growing? And now you have $143 million income earners.
One of them in the room today, but you can clap.
But we have people on company make 2 million, 3 million, 4 million, 5 million, 6 million, $7 million in a year.
Willie Naranjo made $780,000 last month in one month.
Let me tell you, some people don’t make that in a lifetime.
He made it a month.
And I’m sure people told him, you’re crazy.
They’re never going to pay you.
That thing doesn’t work.
I tried it once.
You’re going to run out of people.
All the crap that we heard.
But there’s a lot of successful people here and here.
Number two, everyone gets a very equal chance.
You want to talk about equality, we have it in this company.
There’s no issues right here.
There’s no educational requirements.
You could have law degrees like Roy or Jeannie or myself or you be a cop like John or Ray Costello or a plumber like Keith Otto.
Doesn’t make a difference.
There’s no experience necessary, because you know what? There’s no experience that prepares you for this.
What kind of experience you get.
Close thing I have was selling those termite inspections.
And number three, you don’t need any special skills to win here.
Joe Ensor used to say in the op ed, you came in this store with everything you needed to win to the brand newest person who was there for five minutes.
You came in through the door.
All you have to have is a good attitude, a strong work ethic and a willingness to learn.
Let me tell you what these things are.
These aren’t talents or abilities.
They’re just decisions.
A decision you can decide to have a good attitude.
Anybody know people who’ve decided to have a bad attitude? There’s some people that I know that are just miserable and want everybody to be miserable around them.
And no matter what happens, they’re convinced they got to be more miserable.
A strong work ethic.
You wouldn’t be here on a Saturday morning if you didn’t have some of that in you.
And a willingness to learn.
And I could see in the front row the leaders always take more notes than the people towards the back.
I don’t know why that happens, but their willingness to learn.
But this is all about making a decision, act on a decision and sticking to that decision no matter what.
If you could do that, you could win here.
Number four, the company gives us everything we need and more.
There’s really nothing more.
We need incredible products, marketing support, PFNTV, cutting edge technology and big incentives.
First of all, companies fight to get distributed by us.
We have 130,000 representatives around the country that are out there every single day speaking to families.
Every company wants us to distribute their products and we do have the best of the best, whether it’s our life insurance, our investments, the annuities, managed accounts, mutual funds.
What we deal with is the best marketing support.
Anybody buy a brochure for $0.10 from our company? You know, printers? I had come into our, my office, hey, I’d like to get a crack at your printing.
I go, all right.
I buy these for $0.10 apiece.
They’re like, oh, they’d be eighty five cents a dollar if you buy 5000, I could buy five for $0.50.
Our company sells stuff at cost, below cost.
It’s unbelievable.
We have tv shows every single day.
They post videos every single day.
They give you social media content every single day.
Everything.
They give us cutting edge technology.
You’re going to hear more about CRM later on today.
This morning.
The stuff that they’ve given us is unbelievable.
Turbo apps joins us.
We went to a convention, must have been 20 years ago, and nobody had laptops back then.
And joins.
Do you remember this? So they were selling laptops for, like, $4,500.
I’m serious.
And were all following Joe.
And so, like, ducks with the duck, you know, ducklings.
And so Joe Enzo bought one, and ten of us bought one right after him.
Now, there’s more computing power probably in your microwave oven than those doorstops that we had back then, but we had the big, giant box.
We were walking through the convention like, I got my.
Because Joe said this, he’s.
We’re gonna go into houses, we’re gonna talk to them about life insurance.
We’re gonna put on a computer.
We say, hey, can I plug into your phone outlet? We’re gonna connect through the modem, and it’s gonna send it a home, and a check will be cut to your house before you even leave the house.
And it was like, oh, my God.
And it sounded like this bullshit for, like, ten years, and then all of a sudden, it’s turbo apps.
He was a visionary.
And big incentives.
Listen, when I joined, it cost $35 to join, not $99, but I had to pay for my own licensing class, my own license, my own books.
It cost about $1,000 to get life license, and it cost me $625 to put my u four in.
And they didn’t give us bonuses back then.
There was no bonus if you hired one person and witnessed the sale.
There was no bonus if you got a securities license today.
They give all of that stuff to you.
It’s unbelievable.
Now, five, this may be the most important one.
This is a noble profession.
We can feel great about what we do.
We provide necessary and valuable service and positively affect thousands and thousands of people.
The company does millions and millions of people.
This room, tens of thousands of people that we helped.
We help protect families, and we help them invest for the future.
And don’t anyone look.
You and I go, oh, you sell insurance.
If you’ve ever delivered a death claim, you know how important is what we do.
If you ever had a widow just give you a hug with tears and say, thank God you came to see me two, three, four years ago, I can keep the house.
My kids can still go to school.
I don’t have to move in with my in laws.
Poo.
That would be tough anyway.
But what we do is very important.
Number six, we have the best in the world compensation system.
What do I mean by that? It allows you to build it once and get paid forever.
How crazy is that? You can build, work hard for three or four or five years and enjoy the next 30 or 40.
Or you could say in corporate America, work hard for 40 or 50 years.
Hope you get five years out of it.
I saw this old guy talking the other day.
He goes, you know, I’m 74 years old.
Life expectancy for men is 76.
Life expectancy for women is 81.
He said, I figured if I transition, I might get a couple extra years out of this.
But time goes by fast.
There’s no need to ever retire.
You people go, are you going to retire? Why would I retire? I love what I do.
I get around people that I like.
I help families along the way.
And I feel like I have an obligation to the team to help them get to where they got to go.
Everybody you bring has the same chance as you want to talk about equality.
Everyone.
The company doesn’t care if you have a college degree, don’t have a college degree.
They don’t care if you’re black or white or spanish or asian.
They don’t care if you’re man or woman.
They don’t care about any of that.
There’s a solution number, and if you do the work, you get the rewards.
Seven.
We have the best non monetary compensation system.
What the hell is non monetary? We have company trips.
I’ve been on about 50 or 60 of them.
I don’t even know how many there are.
I have friends that I only see on the company trips that I met from around the country.
It’s like a big get together all the time.
I’d never read a self improvement book till I came to Primerica.
Self improve.
I was bad as could before I came here.
Then I came.
I said, man, I gotta grow flexible hours.
That’s important to a lot of people.
Freedom.
Real freedom and camaraderie and team spirit.
There’s something special about people who are in primerica.
The leaders who built businesses, they know what we all went through, have a tremendous respect for each other.
There’s a bond that’s.
I guess maybe it’s like being on a championship team.
Or maybe if you’re fought in a war together or there’s something that you stay connected forever.
The people here in the front row.
They’re more family to me than just coworkers.
That just how it works.
And that’s why the people who are winning have tremendous respect for even the newest person who tries to.
Just the fact that you try.
We all were there.
We understand.
We know what you’re going through.
We know the challenge.
We know the family saying, this isn’t going to work for you.
We know the people say that it’s not going to happen.
And we also know the excitement when you get that first senior rep promotion and that first district leader promotion.
Maybe your first award for production.
There’s something special about.
At the convention we had our team shirts and we’re on a bigger team with the bigger team shirts.
And everyone’s together and we have.
Guys have your stuff in here.
There’s something.
It’s cool about being part of a team.
Until primerica, last time that was.
It was.
I was playing rugby.
And it’s more painful than being in Primerica, trust me.
Just letting you know.
Eight minimal expenses to build an empire.
We pay almost all your license costs.
I mean, really.
We really do everything.
I mean, the company provides everything for us.
And there’s no real business expense until RVP.
I heard a talk many years ago by Hector Lamarck.
He said, listen, I’m making a million dollars a year.
That’s how long ago it was only a million.
I make a million dollars a year.
It cost me 100 grand to run my business.
Caught between rent and two assistants.
Cost me 100 grand.
That’s a 90% profit margin.
You make a million, 90% is profit.
I’m letting you know that if somebody born.
So if your business made 15% profit margin, you were considered incredibly efficient and profitable.
I saw a thing.
Nearly grocery stores make 1% profit on what they sell.
And then he says, when my income goes to 2 million, and it did, my expenses stay the same.
So at Tilman he only had 100,000 of expenses.
That means his profit margin was 95%.
And it continues to grow.
The more you make, the bigger profit margin.
And no expenses really? For under regional vice president.
Yes, I know.
You paid $20 to come here and you have to buy lunch.
Nine.
Ownership.
Ownership.
There’s no one in any company that I’ve ever heard of in the entire world has a chance to build and own their own business.
Like here.
For the cost of a license, you could build something to worth millions and millions of dollars.
There’s people in this room whose business worth tens of millions of dollars.
Some people in our company 50, $60 million their company is worth.
Why it’d be worth that much, I don’t know.
Do you remember this? That Bobby Weisson got paid $115 million in his career in Primerica? You know how crazy that is? How cr.
Most professional athletes never get near that kind of income.
And ownership is a big part of financial independence.
When you have ownership here, you can rest, sleep well at night.
You know, we have some investments.
We own some properties.
We have life insurance.
We have all of that.
The value of the business is really what is the biggest value of what we have, because it consistently adds money every single month.
And the last 110, you’re one recruit away from an explosion.
One recruit away from an explosion changed your entire life.
You gotta know who Joe Ortiz is.
Who knows who Joe Ortiz is? Who does he override? Mervyn Gus.
Gus and Joanna Gonzalez.
And who do they override? Who? The Naranjos.
Right.
Joe Ortiz.
I don’t even think he has a bay shop guy, makes like, a million dollars a year.
Cause he recruited one person, who recruited one person who did something big.
What would your life be like if you recruited Roy Lipson or David Kim or Pat Salerno or Ray Costello or Jeannie Moretz? What would it be like to have a three, four, five, $600,000 income earner on your team and get paid forever? Listen, one person could totally change your life forever, and it might be the person you dragged here to this meeting today who’s wondering what the hell is going on.
Go talk to some people and go make some stuff happen.
And I want to bring up.
Thank you very much.
I want to bring up the next speaker right now.
