Ever feel like you’re spinning your wheels trying to get recruits licensed and productive? You’re not alone. Many reps struggle with understanding the licensing process and leveraging the tools available to streamline it. But what if you could turn that around? What if you could transform your team into a powerhouse of licensed, productive reps? That’s exactly what Preya Richards dives into in this session. It’s packed with actionable insights and best practices that can help you and your team master the licensing process and boost your business. Watch it now and discover the strategies that are helping leaders like you build a licensed team and drive success.
Video Transcription:
” All right, guys.
Good afternoon.
Good afternoon, guys.
Uh, so like Orma said, we’re supposed to have a panel.
Unfortunately, they couldn’t be here because of the snow.
So, um, I had some questions prepared for the panel for some of the, uh, home office.
Uh, but I’m gonna go over the questions that I had and I’m gonna kind of answer and elaborate on it.Uh, so one of the biggest thing, uh, in our business, right? You know, we recruit.
But a recruit is not a recruit until they’re what? They’re licensed.
So the main goal is to get the recruit licensed, right? And productive, independent, right? ASAP.
So one of the, you know, I know Harvey and his team, they’re doing a great job with the licensing.Uh, Sheldon and Jeanette, they’re doing a great job with licensing, right? I gotta go closer? Huh? Closer? That’s good? Alright, and the, the, the licensing process guy is not a one man job.
It’s a, everybody’s job, okay? So everybody in the base shop, whether you’re, you’re the RVP or the district leader or the division leader, the regional leader, you need to understand how the licensing process works, okay?So, the first question I had for the panel was, The importance of, of the recruit tracker and the impact it has on growing your license in.
Who knows what the recruit tracker is? Some, do you guys really, the ones that know, I really need to know.
If you know who, can you just stand up if you know what the recruit tracker is? Alright.
If you use the recruit tracker on a daily basis, stay standing.
If you don’t use it, sit down.
Alright, so, so these are the people who use Recruit Tracker every day.
Okay, thank you guys.
You can have a seat.
Alright? So, some of us try to create a system that’s already there.
The Recruit Tracker is your system to freedom.
The best thing Primerica could have done is the Recruit Tracker.
One of the greatest tools.And I didn’t even understood it in the beginning, but I was taught to use it.
I seeked help.
One of the first person that I called was Harvey.
We spoke to Harvey.
Okay, and then Harvey said, Harvey looked me up with his assistant and then she said, okay, you need to call this person and so forth.
And I always recommend use the resources that the company has, right? So the recruit, the recruit tracker is a one stop shop for licensing.
It has all the information in regards to the recruit.
Um, It’s provided on the tracker.
What are the demographics, number of days they’re on the systems, the system, how many days left for them to bonus, their licensing status, their study in progress, if they’re using PASS or not, how many hours, uh, what they score on the practice test, it gives you the breakdown, um, you could upload their paperwork on Recruit Tracker, you could register them for class, reschedule them for class, , everything you need to know or do is a, it’s under recruit tracker guide.So if you’re not using the recruit tracker, I encourage you to get on it and you could customize it to the tabs you wanna use.
Did you know that you could customize, customize the recruit tracker and label it? Uh, you know, power Builders.
recruit tracker, whatever your team name is, right on whatever your team, you could customize it to that.All right.
And this is why is it important for leaders to understand the licensing process? And one of the person that actually influenced me a lot, and he’s a great teacher is Omar or Pesa.
You guys know who he is, right? Omar said, and when we had went over to 200, 000, he came when Chris had the the party, the dinner for us.He said, it doesn’t matter how many assistants you have.
You better know how to use, you better know, know to use your system.
Don’t rely on what your assistant is telling you.
You better know how to go check your numbers.
Okay, I was like, damn.
All right, we got some work to do.
All right, the licensing process, guys, like I said, it’s not a one man job.It’s an Everyone’s job.
The more leaders in your base you have to understand how to take someone through the licensing system, the more people will get licensed.
So think about it.
We try to what? Replicate ourself for production, recruiting, right? How about we start replicating ourselves for licensing? How about if everybody here knows how to take someone through the licensing process, I guess we have licensing specialists and all of that great stuff.
But what about if we all understand how it works and we can take our people through a process? I understand, you know, primarily because there’s different moving parts.There’s different puzzles we have to solve.
Let’s take some time out and get better at each one.
Get better at our craft, alright? We don’t have to do it all at once, but let’s take some time out.
And I always encourage people, you know, in late evenings, when you’re done with business, go on to POL, explore POL.And there’s An abundance of resources on P.
O.
L.
Guides, but we’re not, we’re, some of us are paying for it and not utilizing it.
Alright? The next question, what are the five best licensing practices that you would recommend to leaders? That I would personally recommend as well.
Um, one is to make sure the recruit understand the licensing schedule.Just don’t schedule people to schedule people.
If I’m, if, when I’m, and, and, and these guys can tell you in our Bay Shop, I meet with, with our recruits one on one on Zoom, whether it’s in office or Zoom.
I meet with our recruits.
I may not get to meet everybody, but I meet about 75 to 80 percent of people that, that get back to me.I schedule a time to meet with them, right? And even if Chrisanne schedules them for class, I would make sure, hey, did you get the schedule? Can you check your email for me, please? I will pull up their schedule on P.
O.
L.
and I will share my screen, whether it’s Zoom or in person.
I said, okay, classes from 8 a.m.
to 5 p.
m.
And sometimes people get confused with the sessions, the A and B, and they think they have to choose either one.
We have all, okay, so that’s where you have to make sure the clarification is there, okay? That, yes, we, um, so, it’s not an either er.
It’s, it goes in sequential order and each one of them you have to do.What you see that is, is your lunch break.
Okay? So make sure to understand the schedule, okay? Um, the next thing is let them know what to expect in class.
Like I would say, hey, there’s two sessions.
The first session you have a 15 minute break.
Then you have an hour lunch break.
You come back, and I, I, I emphasize a lot.I said, we don’t control the schedule.
This is a state mandatory class.
The most important thing that you need to focus on is your time.
When you leave for break and you come back and break.
Because if you’re late coming back, you can sit there the whole day and you’re not going to get credit for the next session, right?So you gotta make sure they understand that because people think it’s, you know, they’re not, they’re just joined by America.
Their mentality is not there yet for certain things.
So you gotta prep them, right? Um, the next thing I would recommend is get them scheduled for the state exam before attending class.
That is one of the biggest thing that’s been, uh, helping us a lot.
Um, is personally doing it one and get them scheduled before attending class.
Because when you schedule a person before attending class, even if they want to quit, Guess what? They scheduled their state exam already, right? So in the back of their head, now some people still gonna do it, the money might not matter to them, but they still have, in the back of their head, damn, I gotta go to class because I have this, this exam scheduled and I gotta take, right?So it gives them a little bit more what? Encouragement, right? So that’s one thing, and I’m not afraid to ask people for their credit card.
Are you gonna use a Visa, MassCard, or American Express? No.
You, you gotta make sure your confidence level’s there when you, at books, because a lot of people are afraid to tell people the state exam costs 33 or 44.Hey, the state exam is 33.
Um, you have to pay for it up front.
The great news is the company reimburse it back to you.
And guess what? They don’t even have to because the money’s not going to Primerica, the money’s going to the state.
But they’re kind enough to reimburse it back to you.
Okay? And I’m, and then I, I kind of navigate and say, do you have direct deposit set up? Right? And anybody who I sat with know that I accent.
Why? Because when you get reimbursed, it has to go back into your account, right? One way to get over that objection.
Um, Number four.
Go over the study materials and how to prep for their state exam.
Um, and you don’t have to do this all in one session, guys.I do it in like two sessions.
Alright? Um, when I schedule their class, whether they have to do fingerprints, all of that, I schedule that.
Alright? And then I schedule a time to meet back up with them.
So let’s say I know they’re starting class on Friday and they’re going to finish next week, Sunday.
I schedule to meet up back with them perhaps a Friday before they, they finish class.So I can go over their study materials because you don’t want to go over everything to overwhelm them, right? So I go over the study materials with them and show them how to prep for the state exam.
And I let them know my sole job My, and I, and I joke around about it.
I’m not like, you know, but I think my sole job, Damien, is to get you licensed and Orville is to get you to make money.All right? Any licensing question, come to me.
Anything else, you go to Orville.
Okay? Or I’ll appoint a Taiji or somebody or whoever it is I’m, I’m, I’m doing it for, right? Um, and the next thing is, the last and final thing, not last and final, but the best practices.
Once an individual passes their state exam, you want to make sure the, uh, the proper paperwork or the necessary paperwork is, uh, filled out, sent to the company, and follow up to make sure the company receives it and it’s processed.Because that is one of the little things that a lot of us don’t do and the license don’t hit on time or the license just don’t hit.
Alright, so following up, just like how you follow up for that premium, you gotta follow up for that license, right? And, um, the last thing, the last questions for the panel was what are some of the licensing resources that are available on POL that you would highly recommend we utilize on a daily basis?So some of the, the materials that are on POL, some of the licensing resources are the study materials which is on PASS now that they have to use to study for their state exam.
There’s pre recorded webinars.
There’s live webinars.
There’s study halls in some states where if a student is having a hard time passing the class or the state exam, they can go to, go on to a study hall where they will be assigned to an instructor or a one on one tutoring, whatever is necessary.So the company has all these resources.
Let’s just be resourceful and use them.
All right? And I would, Me personally, it depends on the individual.
I don’t recommend all of the resources at once.
I let them know that it’s available and I said, hey, as you go through the process, if we’re having any challenges, then I would recommend them as we go.Are we clear with that? And then I will point them in those directions.
But if you don’t know where to point them, there’s, and you’re lost, they’re gonna be lost too.
Right? So make sure you guys understand what we have available, guys.
It’s all in POL.
Um, and there is, um, you know, for the RVPs, and I, I spoke to Candacy and Cord, uh, Candy, not, not Cordell, but I spoke to Candacy about it and Nicole, um, about, you know, and I think they might have been doing it as well, um, getting in contact with Laura and get some, you know, Teresa and stuff to help you guys, uh, walk, learn how to use a recruit tracker.There is resources available.
There’s people, the, the coordinators in New York, Um, for the RVPs, you can, and they do like a training session.
So let’s get, get on those resources, guys.
Uh, that’s it for me.
Um, Mr.
Richards.
Woo! Woo! Woo! Woo! Woo! Woo!
