Executive TLDR
Tool vs. Crutch: Social media should supplement your existing business activity (like memory joggers), not replace it.
Curiosity Marketing: Don’t blast company logos; instead, share wins and stories that make people ask, “What are you doing?”
Engagement Algorithm: Respond to every comment with a question to boost post visibility and build genuine relationships.
Harvesting Groups: Join non-business Facebook groups based on real interests to meet like-minded people and “warm up” your cold market.
Video Summary
Andy Onstead emphasizes that social media is a powerful tool for list generation, but success depends on building a personal brand rather than just a company brand. He warns that “Google is your enemy,” suggesting that representatives should avoid blasting the company name to prevent prospects from making snap judgments based on biased online searches. Instead, focus on curiosity marketing by celebrating team wins, promotions, and client success stories—such as helping a family get out of debt via a free FNA.
The training highlights Reverse Marketing, where simple “poll” posts generate hundreds of comments that serve as a built-in lead list. Onstead advocates for the “Crock Pot” approach: adding people to your network and letting them watch your success until they are ready for a change. By responding to every comment with a question, you manipulate the social media algorithm to show your post to a wider audience. Ultimately, the goal is to move these interactions into private conversations and onto Zoom appointments, allowing for high-volume efficiency in recruiting and helping families.
FAQs
Should social media replace my traditional memory jogger? No, it should be done on top of what you are currently doing.
What is the “vibe attracts your tribe” concept? It means your online presence dictates the quality of people you attract; clean up unprofessional past posts.
Why shouldn’t I post the name “Primerica” everywhere? To build curiosity and prevent people from Googling the company before you can explain the value.
How do I handle negative search results? Focus on the positive facts (BBB rating, Forbes awards) but keep the name hidden initially to ensure you get to tell the story first.
What is “harvesting” in Facebook groups? Joining groups based on interests (like cat walking or neighborhood groups) to find and friend real people with common interests.
Should I use scripts for reaching out? No, scripts often fail; instead, build a relationship and don’t “cause the problem before it happens.”
How many people see my average post? Typically only 6% to 8% of your friends, unless you drive engagement through comments.
What is a “Family Roll Call” post? A post asking for kids’ ages and marital status to identify who might need financial services.
How do I use “Reverse Marketing”? Create posts that get people to comment a number or emoji, effectively building a list of interested leads for you.
What is the benefit of Zoom over in-person meetings? Efficiency; you can connect with multiple people in different states simultaneously.
How do I avoid the “scrolling” trap? Don’t scroll your feed; only go to your specific posts to monitor and harvest the comments.
How do I find high-quality “five-pointer” prospects? Look through the friends of people you know who are successful and use the “Suggested Friends” feature.
Glossary
FNA (Financial Needs Analysis): A core service tool used to show families their current financial path and how to improve it.
Memory Jogger: A traditional list of everyone you know used to identify potential clients or recruits.
Curiosity Marketing: A strategy of posting content that generates interest and questions rather than giving all information upfront.
Social Media Algorithm: The mathematical system that decides which posts are shown to which users based on engagement.
Reverse Marketing: Getting the customer or recruit to raise their hand and come to you through specific engagement posts.
Crock Potting: Adding people to your network and “slow-cooking” the relationship until they are ready to join or buy.
Transcription:
All right. Yeah. How’s everybody doing? Good. You guys good? All right. Yeah. Didn’t Dan do a great job get over Dan and Taylor Roma real quick? I was so good. I love seeing these guys so proud of these guys, of what they’re doing. It’s kind of fun to get rich and break all their records, but when your people start doing it’s like a proud dad moment. I’m not going to cry, but I’m super proud of these guys. Give it up one more time. They’re double studs. All right. Yeah, I’m going to go over some social media stuff, and I’m going to go really quick because I talk really fast. I always say this is whatever I’m about to show you need to do it on top of what you are currently doing. A lot of people, when I don’t like, really training on social media, David, because a lot of people, they want to stop everything else they’re doing.
Carrie does a great job with the memory jog or stuff. I didn’t pick it up because I’m like, I know all this stuff. I look down, carry. Next to me, I saw a truck driver. I’m like, d***, I do know two truck drivers I haven’t talked to. Right? There’s gold there. What I’m about to teach you guys is, I always say is social media is a tool, not a crutch. Okay? But yeah. So this is my social media go. Follow me. I had to switch my Facebook profile to a follow page because I’ve been maxed out at 5000 Friends for two years. And then that’s my Instagram as well. You guys can shoot messages if you want. I’ll get back to you and try to help you out with whatever I can. But yeah. There’s two different ways to build on social media. The right way or the wrong way.
What do you guys want me to teach you today? The right way or the wrong way? Okay, well, I will tell you. Sometimes it’s just as important to know what not to do, okay? I’m going to do like I know everybody. David they’re going to want to look for the secret sauce. They’re going to want to look for that one post that works or whatever. You know what I mean? That one thing that’s going to take me to the promised land. It’s a whole thing, okay? I will tell you got to be really careful about what you’re putting out there for the world to see. I don’t care if you’re pro jab, post, jab, left, right, up, down, black, white, it doesn’t matter. People are always watching, right? You ever hear that expression, you catch more flies with honey than you do with don’t say it.
Right. You don’t want to be posting that crap all over your social media all the time. People are always watching. Go clean that stuff up right I always say your vibe attracts your what? You can say that. Come on. Your vibe attracts your thank you. Yeah. There’s four dudes in this picture. One guy is a senior vice president. The other guy is a nurse. One guy is a felon. The other guy’s a police officer. I kid you not, right? I got these Dan when I went back, and I started cleaning up my social media, right? Obviously, these days are behind me, but when I was younger, this is the crap I was putting all over the place. I had to go and go on cleanup mode for quite some time and dive back in the realms of stuff. It’s so crazy. You got a Dan talked about .
I really want to dive into this. First. You got to build your brand on social media, right? It’s not like the Primerica brand. It’s your brand. That’s the biggest thing you have to understand is people are always watching you. They’re watching, wondering, is this something I want to do? That something I want to be a part of? Look, I got the goosebumps. You just heard from Dan. You’d never told me that. But a brand new recruit. I recruited the business. I put up a post on my Instagram, and he said, man, if that could just be me one day, that’s the brand you see. That’s what you got. That’s what you’re building. And I’ll say bullshit. People don’t fake it till you make go rent a freaking Lambo to have it for an hour to take a picture next to it. No. Be grateful and blessed for where you are.
You are where you are for a reason, but you’re only there for a season, right? Don’t worry about where you’re at right now. It’s about where you’re going. Talk about that on social media. Be proud of that. Don’t hide behind where you are currently, because that’s not where you’re going to stay. Right. I see. This is one thing. Does anybody not know what any of these are? Anybody? It’s just so crazy to me. You see a bunch of squiggly lines and circles over here, but each one of you guys know exactly what these things are, right? Well, each one of those brands is it has over a trillion dollars of brand value. A trillion. Like, I am not a numbers guy, so I Googled it. Dan that’s 1 million. That’s a lot. Think about let that sink in for a second. That’s a million. There’s 1234 commas in that Dagum deal.
Four. Right? That’s brand recognition, right? Like, Google is your enemy now. I will tell you, Primerica has done an absolute incredible job of cleaning this crap up since I joined the business. When I joined the business, it was like, you Google Primerica. You didn’t roy what’s your name? Bianco? You know what I’m talking about, bro. It was nothing nice. Primerica has done an absolutely incredible job at this, but understand that Google is your enemy. Why do I say that? Because if you could Google Primerica right now, and you see Primerica has a plus Better Business Bureau rating, we’re the number one financial service and marketing company in the country. We’re Forbes magazine 2023 and 2022. Best employer for women and best insurance company. We were best Employer for Women five years straight, and Primerica is a giant flipping scam. What is everybody going to go look at?
Yeah, it does not say Primerica anywhere on any of my stuff. You got to be hunting some stuff on my social media to find Primerica. Okay? I would say like this. You don’t want to blast you don’t just blast Primerica all over. Look at this guy for a second. I always look at this guy. I’m like, imagine, like, that’s how you’re coming at people with Primerica. This is how I see people all the time with their stuff all over their social media. I always think, like, you guys ever been walking somewhere where somebody comes up to you, tries to hand you a flyer or something, and you’re like, no, that could have the map to a billion dollars in a freaking duffel bag. The way you’re approached with it, you’re like, nah, FAM, I don’t want it. Right? You ever been walking down the street somewhere, and there’s, like, a herd of people around somewhere?
You’re like, what’s going on over here? What is this? Right? I want you to think about that’s, how you have to build your social media. You got to build curiosity on your social media, right? You got to celebrate wins, your wins, your teammates wins, promotions, new hires, helping families, right? I remember I did an FNA for a single mom. Dan knows I hate FNAS, but I did an FNA for a single mom. She was $95,000 in credit card debt. 95. Jeez. She was every month. She was putting all of her groceries on her credit cards. At the end of the year, she would get a giant freaking tax return and pay them all off and do it again the next year with the Primerica FNA, the free FNA. We literally showed her how to get out of debt 95 years sooner. 95 years. I would like to say that’s a lifetime sooner.
Would you guys agree with me on that? Right? I took a screenshot of it, blocked out her name, and I put it on Facebook. Blessed and grateful for what we’re doing for families, how we’re able to help families. It’s so incredible, right? I had four people like, what are you doing? That’s a great question. When can I show you what I’m doing? Right? You got to be put it out there, but have them come to you. Like Dan said about the trips, I love the trips. When we first started, I’m like, why wouldn’t I just stay home and roll around with my kids and the money, because you got to build the brand and lifestyle. People are constantly watching. I have never gone on a Primerica trip and come back and not recruit at least two or three people because of them being watching me.
Every freaking time. Every time. Every time. Whose team would you rather join right now? This is before I’m from Detroit. That’s before my guy left Detroit, went and got a ring. But let’s be honest, right? If you’re going to go play football, if you’re going to get in the game, whose team are you going to get on? Yeah, right? Because they want to be under me. I don’t need them under me, Dan. They want to be under me. They’re calling me, Can I get under you? I’m like, I got to talk to my wife. Right? Because that’s what you got to tell your story. You got to tell your story through social media. They’re always going to be watching you. Like I said, don’t fake it till you make it. Go make it and let them watch, right? It’s just so wild to me. I love social media algorithm and stories.
Stories is like the thing where I feel like I can throw up on and it goes away in 24 hours. What I love most about Facebook stories and Instagram stories is you can see who and how many people are just looking at it, not liking it, looking at it, just watching, right? Because you can post it’s so crazy to me. I’ll post a picture of my baby daughter, and I’ll get a Bazillion and 45 likes, and I’ll post some kind of motivational thing, and I’ll get two. I’m like, I know you can freaking see this, right? So use that. People are always watching. Use the power of social media that you can actually click on. See who’s watching you all the time. Do it, use it and watch it and see what you get. More feeds off that. They’re always watching. This is how I do.
I’m going to teach you guys in a minute how to recruit and go outbound. I want you to realize you need to first build it where people are coming inbound to you. Tell them, dan, come up here for a second. What did I just show you? We sat down in the back room. I was ten minutes late, right? I sat down with my coffee, and I opened my phone up, and I had a message, and it was, like, in my spam folder, and I showed it. What did it say? Something along the lines of, like, what do you do for work? I’m looking for work. Well, I’m sitting back there. Thanks. Get back down there, buddy. All right, thanks. Well, I’m sitting back there. They’re coming to me. You see that? I’m going to teach you first. How to build this, okay? I’m going to teach you how to go out with it, okay?
But understand, they’re always watching. They’re always watching. I love this one. This is when I spam somebody. When you’re on a big run, you’re trying to you get those Facebook scripts. You’re like, this is a script. This is the one. Quit blasting people with scripts. It does not work. You have to build a relationship with people. You’re in a relationship business. This is somebody I blasted never responded to me. You can’t see the above day, but it was, like months before. Never talked to her. I saw her say something on her social media. I simply just text her side hustle. That’s it. Don’t cause the problem before it happens. You can’t say the wrong thing to the right person. How many times have we all heard that? She goes, side hustle. She responds, probably should get one sick of my job and traveling. I’m in.
I’m like, I sent you the perfect script. Before that, you didn’t answer me. What is going on? Right? It’s like people like Dan knows I’m zero structure at all. That’s what works to my advantage is I don’t freaking cause the problem before it happens. Does that make sense? I’m just out here like, people are just people don’t be afraid to call them on their crap, right? This somebody said, Can I come work for you? I said shut up. Don’t tease me. She said, Lol, I’m ready to switch. I need to switch. I said call me. She said, I’m working until by 530. I got to get a kid from daycare. When are you available? I’m like, you are never going to freaking call me. All ever had one of those a habitual Rescheduler? Yeah. Oh, no. I swear this time is the one. I’m like my presence, and I know what I have here with Primerica.
I’m like, no. Go hide in the f in bathroom and call me, okay? Give me a couple of minutes. Send me your number. She called me. She drove to Auburn Hills, Michigan. I recruited her that night, and she was at an Op meeting that night. Like, don’t be afraid to call people on their crap. Remember that people need you. You don’t need them. I think first something gets lost. David and Primerica. I don’t know if David’s been around since the Earth cooled. Okay, I’m a new kid in town. I’ll tell you something was weird about Primerica. You think you freaking need somebody. I do not need you. I’m going to the promised land. Do you want to tax your wagon to me, or you want to stay here? I don’t care. Right? Understand? That’s the way it is. This is one that some girl is texting me at, like, freaking 12:00.
She wants to be under me. I’m like, oh, not answering. No, not going to respond to that a month later. How’s the family? I’m like, no, you ain’t getting under me, girl. No. At 130 in the morning, I’m like, bro, you’re going to get me in trouble. I was out for a power walk. I shot her a message, and I can’t see with my because my zoom. I said, hey, how’s it going? What about you? And then she didn’t respond. I said, that good. She goes, I’m in a rough spot right now. I said, I know. She’s like, you do? I said, yeah, I can tell. Why else would somebody be randomly messaged me at 01:00 and 02:00 in the morning? I said, Elian. I said, usually it’s because the lifestyle we’ve built when people message me out of the blue, it’s because they know they’re ready for a change.
She goes, shut up then. I said, you got something special inside you, Nicole. I’m so proud of you and your boys and everything you’ve done. You got a poor belief in the people. Sometimes you got to be that spark for them, right? I don’t care. She said, what if I wanted to say hi and come swimming the pool? I said, good, that’s great. She goes, well, actually, I’m walking away from my business over 15 years. I said, see, emoji might drop, right? You got to know, like, I don’t chase people. I don’t do it, Izzy. I don’t give a frick, bro, I’m going to get rich. Do you want to come with me or you want to stay home? That’s how I feel. I’m going to teach you guys about Facebook groups. Facebook groups are for harvesting, not for planting. Facebook groups are for harvesting, not for planting.
Okay? Do not go into any I don’t care what group it is, right? Do not go into any group and start trying to post crap out there and expect to get stuff, especially, girl, especially work from home stuff or job opportunity, because all those groups are filled with is scammers trying to rip people off, right? Why don’t you go join some Facebook groups of something that you actually like and be a real person for a change, right? Like Elion’s into, like he likes to walk his cat with a bell around his neck. No, you told me about that, right? He joined a cat walking group, right? Walking, walk. Where do you live in Michigan? Lansing area, right? Walking, walking cat moms and Lansing, there is a group for that, I would guarantee you, right? Go in there and listen, harvest people out of that group.
Build a friend out of that group. Friend. Request people from the group that have like minded interests, like a real person. It’s crazy, right? We join, I’m probably going to go way over, but you all can tell me to leave if you want, but I don’t care. Listen, we moved in a new house I said, well, dag, we’re coming out of this new house. I’m not going to lie to you. We live in a pretty good neighborhood, right? I’m like market, carrie market. We’re doing okay, right? And guess what? I’m like, well, I should probably join the neighborhood group. I just started friending people out of the group that were actual real good people, and I stalked their Facebook. I’m choosing who do I want, right? I’m at 5000 friends on my social media. I have to literally unfriend people to let you in. So I’m very careful.
I’m stalking your Facebook. If you got a social media Facebook profile picture, are you wearing a Snapchat filter or smoking a cigarette? I am not adding you to my group, right? I went in there, and you find these people out of there. This is listen, Facebook is a way to make your cold market hot. You all ever heard of a Crock Pot? What’s another name for a crock pot? Slow cooker. Pull them out, put them in the Crock Pot, let them sit. You go in, they’ll come running eventually, right? Social media is for list generation. That’s it. That’s all I use it for, right? I’m not going to say my wife says I’m narcissistic, but she does know I love me to me, okay? I will tell you that, like, on social media, when I’m on social media, I’m not scrolling. There’s no scroll in my stuff.
I’m managing my post and harvesting people off social media. That’s it, right? You’re either like, I don’t even know what’s it so I’m going to give you a couple of great things on how to build a list off social media today. I want to tell you, I’m going to pray for you guys that you understand that you listen to the concept, not the post. Do you understand me on this? The concept, okay? Like the appointment setting audios, right? It’s why it works and how it works. Once you understand that, you can get dropped in any situation, like a Navy Seal and you’re coming out, okay? If you’re used to if you have to do this one thing and you’re only going to do this one thing and then it doesn’t work, you’re screwed. Okay? So listen to me. You have to find a way to I call it reverse marketing on social media, okay?
This is something I’ve always been good at. This is actually from May 8, 2018. This was our five year it’s coming up on our five year anniversary. Dan were in the business for one week when I posted this. I was in the business for one week. I said, what do I need again? Carrie what kind of people do I need? Well, I need people that are married and they have kids, right? So I put a thing on Facebook. I said, Family roll call post. Family roll call post. Your kids ages in the comments. If you’re married or single, I got 516 comments on this deal. I’ve been in the business for five years, coming up next month, two months, and I haven’t even been able to go back to this post yet. I’ve got a list of 516 people that told me how many kids they got and whether they’re married or single, right?
You need to understand that you need to use social media to build a list for you when you’re not there. You’re out running KTS, when you’re out closing appointments, you’re out on investment appointments, you come back and they built the list for you, right? You said you got 20 people every time, right? 2020, I do the same thing, except I do it on social media, right? So that way, guess what? Because like David said, everybody’s got one of these freaking things in their phone all day, every day, in their hand all day, every day. Would you guys agree with me on that? Yeah, right? Why not market to what they have with them nonstop? I sleep with mine underneath my freaking pillow, right? You got to find a way to get this going, right? This is, hey, friends, there’s you or somebody know, blah, blah, blah.
Got 165 comments. One of the things I always teach my social media people is the first thing is when you’re turning the cold market hot, you want to make sure that Axel, my dude, Axel, is running wild in here. No shoes, no shoes, no shirt, no service. Axel. Okay? One of the things on social media I always teach my people is that you want to make sure that you’re responding back to people. Yeah. One of the things, like, I always think about, if you’re walking through a grocery store and you walk up and you see somebody and they say, hey, how are you? Looks great. Congratulations or whatever, and you’re just like, think about that, right? Social media is a way to build relationships with people. One of the things is be a person, comment back to people, right? The other thing I always teach my people is ask a question.
The way all social media algorithms work is the more comments and likes you get on the post, the more it shows it to a wider audience. Social media, they only because there’s only so much room in the timeline, they only actually show your post to about six to 8% of your market, your friends, right? As you get more people to like and comment on things, it opens up your audience, right? So, like, you could have 5000 friends, but if you post one thing and nobody comments on it’s only going to show it to 8%. If you get 200 people to comment on that dang thing, it’s going to show it to 3000 of your friends like that. One of the life hacks I do is I always respond with a question. Why do you think I always respond with a question? Because they’re going to do another comment, right?
All the time. I would double dog dare you guys today to go in my social media and go on my Facebook and please follow me and then go on my Facebook and see this. Even I did a post yesterday about my baby daughter in the pool, and everybody comes, hey, how are you? How’s the kids? What’s going on? How’s the weather up there? Blah, blah. And I’m being a person. I’m not doing it disingenuously. I’m being an actual person. I’ve got people on there that I don’t know where they come from. I’ve never met them before in my life. And I feel like they’re my friends. I would let them in my house. 100% serious with you, right? So that’s how you build relationships. You’ve got to engage your followers and build it from the ronas, this is four days. I didn’t even notice that.
Four days before the shutdowns, right? March 2020. You all remember that? March 2020. I’m like, Dang, all these people are losing their freaking jobs. Like, what can I do that’s not come buy me, sell me, do me. A lot of people, like Dan said, put a post on Facebook who wants to get under me today? Feeling frisky? Who wants to get under this maybe, right? No, you got to find a way that goes everyone, right? It’s not like, who needs a job? It’s like I said, hey, whose job might have been affected by all this? Other thing is, I was very strategic. Everything I do is very strategic. That’s a graphic I made. The reason I made that graphic because there’s some kind of virus and shadowed in the background. Notice I don’t say anything about vaccines. Jabs. Nothing about what’s going on. Because God knows those trolls be out there just waiting for you to say something stupid.
Right? I was very strategic to be politically correct on this post. Say and I don’t even say what it is, but look, somebody in the background working with a beaker says, whose job is going to affect 276 comments on this deal, right? That’s before I knew about sharing. Scary, right? Yeah. It’s just wild to me. I’ve got a way now that I’ve built it so where people are coming to me. This is a great one. Feel free to steal this, right? Yeah. I’m a freaking assassin on social media, dude. I let them do it for me when I’m not there. It’s funny to you, but how much premium I’ve closed off this deal, right? Dude, score yourself one to five, married, blah, blah, blah. You just said it earlier. Right? You see, sometimes I know what I’m doing, right? Like dang. I got some approval, right?
I just like, I’m a 573 people and I’m like, Guess who, guess what numbers I reach out to. Four and five, right? It says crazy man. I’m going to show you something else in a second. This is another one. I couldn’t find the old post, Dan. The old original yellow dog I used to use. I made this one last night, but just redo it. Also, every time I post, I’m a skimmer, so I always do like, a colored background because it makes me stop because I don’t read things. I see that, I’m like, oh, what is okay, this is a great one. On a scale of one to ten, how much do you value helping people? I’m a ten. What are you comment below? Throw some emojis on there. I made this on my laptop last night, so I wasn’t able to put emoji on there.
Usually I put some mojis on there, pointing down. Okay, some mojis, right? The funny thing is when people say they say eight, nine and ten, right? Then you start a private combo. Now this is already like, okay, now what do I do? Now I can make a post. I get that. So what do I do? Okay, so all of those posts it doesn’t matter what the post is. What I’m saying, Dan, it’s not any specific thing, it’s the concept. Any post you put up, now you’ve got the list. Now what do I do? Well, you then start a private combo with them on messenger or whatever it is. I don’t do any kind of TikToking or that stuff. I’m too old for that. Okay, you start a private combo. Now, let’s say I put up the helping post and they said, Well, I’m a niner, I’m a 1010.
All day, you say, hey, thanks so much, I appreciate that. I’m a ten, too, and like, oh, yeah, no problem. I said, hey, can you help me out with some they’ve said there were a nine. They said they were ten. Are they going to say no to you? Because even if they don’t want you like, crap, I just told this guy I was a ten, right? Whatever it is, let’s say you want to get on kitchen able appointments. Hey, I’m up for a huge goal this month. Yada, yada. I got to sit with five to ten more people. Would you and your wife be open to helping me out? Sitting on an appointment for 20 minutes to take a look at what I’m doing, you can use it, great. If not, it would just help me out, right? That’s it. Hey, I’m up for hitting.
I just threw this one together, Dan. I lost all my stuff because it just comes off the top now. I just threw this up there last night. I didn’t spell check it, but it says, hey, I’m up for hitting an all time goal this month. I’ve got to sit. With ten and always make it like ten. Okay? I got to sit with ten more families and just be able to show them what it is I’m actually doing. Would you be open to jumping on a quick 20 minutes zoom? If you can use it, great. If not, it would just help me out. They told you there were nine or ten, right? A huge shout out again to Dan for getting me here. I don’t leave the house, y’all. I’m 100% on zoom. I love me some zoom, because guess what? The wife can be in North Carolina, and the husband can be driving truck in South Dakota, and I can be in Florida, and we’re all on a meeting together.
I love me some zoom. Okay? I’ll give you this slide. Do you want me to go back one, my brother. I see you got that. You got to get that gangster lean on. I see you over there trying. You guys, my office is currently expanding. We’re looking to bring on five. It’s always five to ten. We’re looking to bring on five to ten more key people. Who do you notice? I was trying to send stuff to David. It wasn’t working. I was freaking out. Okay? Who do you know that could be open to earning some great money with home with a potential amazing opportunity? Blah, blah, blah. It doesn’t matter what it is, right? It doesn’t matter. Running a play is what I call running a play, okay? This is what I teach all of my people, and I’m going to bless you guys today.
I teach all of my people this stuff, and I want you guys to know this is how easy it is. Now that I’ve taught you what to do when you get them inbound, you guys any questions for me on that? I got 20 minutes. I’m doing pretty good, right? Shoot. Thanks. Does anybody have any questions for me on that? I’ll field a question. Long as it’s not about your sick cat, you good. How long should you be on social media? Because sometimes you go down the rabbit hole. That’s what I call the rabbit hole. Yeah. So that’s what I’m saying. That’s a very good point. I’m glad you asked that. That’s why I said I don’t scroll. I go back to my post, and I just go to in my opinion, if I’m on my post, that’s working. I don’t like time it, but I’m not like, going through other people’s stuff and scrolling and looking and grouping and finding and doing.
I’m like posting something, and I’m monitoring my post and that’s it makes sense. Yeah. Also, I would tell you it’s studying for securities. You should probably do it before nine and after nine. That’s why I’m saying you should never stop what you’re doing to do this. You add this to it. Does that make sense? Go ahead, please. As much as it talks about promoting on social media, how much do you find yourself having to basically run that through human resources? Yeah, I don’t do that. That’s why I’m not going to tell you what to post today. You’re not going to get me in trouble because they’re also always changing the guidelines. Would you agree with me on that? Yeah. That’s why I’m not going to tell you what to post because I’m not going to be the guy that said, well, this guy said it, but I don’t run anything.
Grow home as a human resource. I don’t get permission. Yeah, well, that’s a human resource isn’t going to come down on you for doing a family roll call post or on a scale of one to ten, how much you love helping people. Right. That’s why I’m getting them. Whatever I say off the grid, what I mean? Makes sense. Well, it kind of goes back to what you said because you’re not blasting primarily. Yeah, you’re just creating that curiosity. Exactly. Poaching. Yes. Just like I harvesting yes, go ahead. For everybody who doesn’t have like 5000 Starbucks. So that’s where the groups come in. That’s a great question. That’s why I forgot to talk about it already. See, that’s why I knew you were my Starbucks buddy. That’s where you’re going to build it. I’ve built it, what I mean? That’s like comparing your business to my business right now in the numbers and then getting all defeated because yours don’t look the same.
It’s not going to look the same, but you can build it. Right. A couple of things I only have on the slides here. One of the things I would do is I would go to somebody that that has a great market of people that not in the oh, here, this is really good. So quit adding Primerican’s. Lord Jesus. That’s why I settle myself to follow now, because if you’re not in my downline, you’re not on my social media at all. At all. Even some of my upline, I’m like, I could probably need that one extra person. I’m like, well, I’m starting a bunch of drama. I probably shouldn’t, but I unfollowed them. I don’t even look at them. The people that are in my downline and in my upline that I am friends with on social media, I unfollow them. I don’t even see what they’re doing because it doesn’t matter to me.
Right? So you build it. A couple of ways that you can build it is find people that have a great network of people, good market people. Find you a Dagum five pointer, a real nice one, a hot off the press one, what I mean? Just like a gleaming, like almost like a six pointer. Okay. Go in and see go into their friends on Facebook I don’t have a slide with me, but if you do it from your phone, you guys could do it right now, if you go into their friends, it’ll say suggested. Yeah. Go to somebody you actually know, not somebody off the streets, like somebody that you went to school with. You know what I mean? I’m from Detroit, and I got people that are like, well, you saw the picture. I got people that are not it and people that made it.
Right. I go into people that made it and I’m like, just like you said, a memory jogger, hey, I forgot about this from school, blah, blah. And I’m building it up. Because Facebook, the way it works is when you add people, it says, hey, you might also know this person. The fun thing is, once you start connecting with those people, facebook is now going to key you into those people’s, people that know you, and they’re going to now suggest you to them. You do this for a couple of days, the next thing you’re going to have responses coming in from X, Y and Z. The other thing I do is Facebook groups all the time and build it, but be very strategic on who you’re don’t just add people to add people, what I mean? And just get it going. Okay, go ahead. David, do you create Facebook groups?
No. I was kind of p*****. I was going to do it for the new neighborhood because when I first bought the spot, there was no thing, but I didn’t get around to doing it. Somebody else did it, but I’m glad I didn’t because I don’t want to be in charge of that crap. Yeah. It just takes time. It’s a slow cooker. Right. That’s what I’m saying. Like, do this along with what you are already doing. Right. And it’ll just build up. Does anybody else have one more question? Go ahead. Yeah. Obviously, we all struggle, right, with time management. You first started doing it, did you say, okay, there are these hours, I’m going to get up there and put this one no, it’s too much structure for me already. I’m out. Yeah, I was really no, it was a lot did you feel it? No.
When people quit Primerica, they don’t quit Primerica. They went out of business. You have a business. You’re a business owner. You need to monitor yourself. If you can’t discipline yourself, you have to go get a job and have someone discipline you. Yeah, god bless. That’s what it is. If you’re not going to do it, nobody else can do it for you. I know when I’m and do I fall victim of the rabbit hole? Of course I do. I’m like, shoot, no, I’m out of here, I got to go. Right? But no, just do it. Understand, like I said, it’s in addition to what you’re already doing. If I was you, I would make it your goal to set five to ten appointments before noon every day, actual real appointments in real life. If you got extra time, tinker around with some social media. Makes sense.
Yeah. It’s our kids we home school our kids. Our kids know that they can get their crap done. As soon as they get their crap done, they can go do whatever they want. Our 13 year old gets his stuff done the night before. He’ll get it done at, like, 910, so he can be up all night and I don’t have to wake him up. Right. That’s what you’ve got to do with the business. So there’s not an actual structure. Go ahead, David. You’re gonna give everyone tips on, provides us all this stuff? It’s up to them. Yeah, it’s up to them. I’m not going to answer that. I appreciate you. I plead the fifth. Is Peter Schneider in that closet? No, I’m not answering that. But just do what you want. That’s the thing. It’s your business. It’s your business, right? Your business. Thanks. I’m here all night.
All right, so a couple of things. These are a couple of pro tips on running the plays. This is what I call running to play. So, okay, let’s regroup now. That was good. Now I’ve taught you guys how to build your brand. We know that it’s going to take time. Okay. You want to get it, so people are coming to you. We don’t fake it till we make it. I hate that. Right. Be proud of where you are and be more proud of where you’re going. Every time I post one of my success, because it does get hard to get used to posting your own accomplishments. If you ever look at any of my social media, I always come from a place of gratitude and blessings, and that’s what I talk about because that’s where I’m at. I’m very grateful for what we have, and I’m very grateful about where we’re going.
Right. And that’s just what I talk about. And that just resonates with people. You know what I mean? It doesn’t matter if it’s a Primerica post or a family post. People are people, and they need that beacon of hope and all the crap going on in the world today. They need somebody that’s going to be that positive person out there. Okay, so a couple of things. I call this running a place. Running a place. How to start getting activity going on social media. Okay? Outside of people coming at you, number one is this. Every single new recruit that you bring on the business, they need to immediately post some type of opportunity. Post on Facebook. The second they join, the second they join and tag you. Now, again, 99.9% of you are saying, what’s the post? It doesn’t matter because you ain’t getting me in trouble with Peter because it doesn’t matter.
Because things are going to change. It doesn’t matter. It’s a post of any sort. Put that on there, right? So here’s the thing. It okay if I go a couple of minutes over? David, are you okay? All right, so here’s the thing. Bill Arender is my spirit animal. Dan knows that. Bill Arender, were brand new in the business, and I think were three months in. We won a coaching session with Bill Arrender at Ian Pruckner’s house. Bill Arender was talking to us about Crock Potting people, but he was also talking about back in their day, he would meet somebody and get a paper IBA, and he knew the person would quit before the ink even dried, let alone getting it back and mailing it off the home office. Bill Arender got really good at getting their five people before he left that initial meeting. So all I’ve done it’s funny.
I was going to tell you, too. It’s pretty cool. I get to talk to Bill Arenda, like, almost every day now. He’s talking about how proud of Art Williams would have been because we’re like, recruiters, right? Art health is art turn 81 next month. I know you guys know that or not. He’s got some back stuff going on. We’re probably going to do something with Art Williams is, like crazy, like, awesome for me because I’m building an arts way. I’m just doing it in this century. What they would do is they would get their top five best people before they left because they’re like, well, if they’re going to freaking quit, I want their best people. I do that on social media. The second you sign up and you join with me, you’re going to post something on social media and you’re going to tag me in it.
Why you quit? You talk to your drunk toothless Uncle Tim that said you tried that thing that one time, right, and you changed your mind or whatever. By the time you get home to talk to Uncle Tim, you’ve already got 14 people to comment on your post. I’m already talking to all these people, right? I talk about dan was our replacement, Dan and Taylor. And they’re huge. It kind of was crappy to give them up because they broke every state of Michigan record. So I had to shield them out. I love you guys, but I had to focus on building. We brought on our first regional vice president, Amber Bruchard. I remember I got her off social media. She’s in Louisiana. I have no idea how were even friends on Facebook. Not one. She commented to a post, right? I did some, and I actually had her post before I even interviewed her.
She had 60 people comment on her post. She goes, Am I going to get something off all these people. I said, Only if you sign up. I’ll see you tomorrow too. See that? Your new person comes on the other thing is I always teach two magic words. I always teach the red line hire. Could you remember where they are? Yeah. Open to. I’m looking for people that are open to I’m not trying to convince anybody. You post something on social media, the people that come at you are already open to the opportunity. That makes sense. Every single new recruit I got, I talk about them seeing successes right away. They’re brand new, I had them post something on social media, and then they see even if it’s two people, if you got one person that commented, I’d be like, oh, my God, can you believe that you got somebody already?
This is crap. I’ve never seen this before. Like what? Elian, this is not stupid. You got somebody to comment. I was just making that crap up. It worked. I’m like, you’re famous. I am famous. Right? It’s like building it up in them, right? It’s like showing them it works fast. If you do that every time you get people that are open to it off their social media, right, immediately. Number two is the trainer then takes over, and they’re the one that sets the appointment, and they’re the one that goes on the appointment, and then they repeat it. That’s it so stupidly simple, right? Every single I have people that quit on me all the time. I don’t care because I got your people. I got your people that are open to it. I don’t care. I recruit to recruit, not to recruit. I don’t recruit to sell.
We’re going to talk about this later. The sales is a byproduct of recruiting. Right now, we’re at 173 recruits in the base shop this month and $65,000 in premium for the month. We just promoted out a regional vice president, two regional vice presidents in the last two months. My base shop is still doing 170 by 70 after promoting up two RVPs in three months. Think about that. That’s the machine we’ve built. I don’t have to worry about the premium because the premium is a byproduct. That makes sense. It’s just like, I’m not recruiting to sell people their field training, so I make money. I’m recruiting to recruit to find an RVP. That’s what I’m doing. Okay? Number three is have happy clients post and tag. You right? I hate home and auto with a passion, but every time I get somebody that actually saves $93 on home and auto, like, hey, will you post that on your social media and tag me in it?
By getting caused, somebody goes out cash value. They’re paying $750 a month for the life insurance policy. You guys know the rest. Why don’t you ask, hey, are you happy with it? Will you do me a favor? We’re in a referral based business. Will you just post something about this on your social media? Don’t tell them what to post. I used to be a chef. The worst thing you can ever do with a chef is say, make me this right? With a chef, you let them make you whatever the h*** they want because that’s going to be their best dish. It’s the same thing with your clients. Have your clients post something. It doesn’t matter what it is because if it’s genuine from them, there are people watching. Can tell. It’s also a hot market lead, right? Even if it’s on social media. Okay? Number four is don’t be afraid to ask friends and family to post for you.
I love habitual reschedules. People that cancel on you, people that won’t sit with you, great, I’ll leave you alone. You got to post something on your social media. That’s how Dan and Taylor Romey are in my business. They came from my wife’s friend. I recruited the business. She told me she didn’t know anybody, and I met somebody at her wedding that she knew. And then they wouldn’t sit with me. I tried to sit with them four times and they wouldn’t sit with me. Finally they wanted me to join their t shirt business. And I’m like, what? I’m like, dude, I’m like, you won’t even sit with me. I’m like, I’ll tell you what, I’ll leave you alone about your t shirt stuff or my stuff if you just post something on Facebook for me. Boom. Taylor. Am I right? This is the other thing. So this is our new girl.
This is Danielle Nick Chapel. Danielle has been in the business for less than 60 days. We were in so I’m going to walk through this. We’re in Bahamas. We just promoted out Jessica Powers. At the end of December, jessica Powers broke all of Dan and Taylor’s records in the state of Michigan below our VP. He can never go back and break them again, right? So that’s how big we get. My people break all the records and my next people break their records, right? I promoted Jessica out at the end of December and then know what’s coming up in the ranks. I’m like, my base shop is about to go. Pardon my French. I got a potty mouth. I got to start humping again. I’m like, I got to start getting after it. Okay? Right? I’m serious. Were in the Bahamas and somebody commented on my thing and said something.
I said, hey, I’m looking for some more great people. Would you be open to blah, blah, posting this? Yeah. She brought on somebody in Oklahoma, I think I’ve drove through Oklahoma. This woman has been in the business less than 60 days. She is now today. This is the last night. This morning, she’s at 65 recruits in her base shop. Independently. I’m not doing it for her. Zero. Dan. Independently. She’s broken the all time Oklahoma below record. I want you guys to look at something pretty special here. I want you to look at these. 1234-5678, 910, 1111 of the top. What is that? 15 are all in my base shop. That’s crazy. I’m not even running the d*** appointments, right? She got on, she got out. I got her out fast. And it’s like, boosh, right? Success, love, speed. I told my man that in Starbucks.
I almost sold his coffee. He was like, he knocked what’s your name again? Chris. Chris knocked me down. He’s like, Dude, that’s my coffee. I’m like, that’s so sweet, brother. Didn’t I? Tell me I’m lying, Chris. And I say that, yeah, right. I’m going fast, baby. Because guess what? I’ll talk about the multiples later. Because once you guys see this, you can never unsee this, right? Danielle has been licensed for a little over a week. She got licensed on the 10th. Today’s the 24th. This is a screenshot from a couple of days. In twelve days, Danielle’s made eight G’s at a district leader in their first twelve days of being licensed, right? I tell all of my people, I’m going to make you so much d*** money, you’re never going to want to do anything else. I don’t care about the ones who quit. I go find me the ones that want to stay.
Come on, y’all. You got to skill up, because when you finally get that double stud that’s going to go get you out in front of people, you better be good. You better be ready, right? There’s probably memes out there or quotes about like, you want to practice. Don’t I don’t know what it says. You know something about d***. You want to be prepared for when you get there. Does that make sense? That’s the thing. There’s all this training everywhere, people. I don’t talk about the d*** training because it’s everywhere. You got to go learn something, y’all. Just remember, in the beginning, people buy you not Primerica. They have no idea what this thing is. Do not explain to them Primerica. Explain to them what Primerica has done for you, right? I’m going to ask you guys, would you follow? You think about that with what you’re doing right now, with your numbers, your cash flow, your income, your social media, would you follow you got to go win first.
Okay, look, this is my social media. I’ll tell you one last story, and I’m right at time right now, so I’m probably going to be two minutes over. It’d be good. So this is my social media. This is convention. The first convention, were in the business, and Brittany and I got recognized on stage at convention. And were brand new business. We got top ten below RVP or premium we missed. I told Dan all the time we missed top ten personal premium in the entire organization by $700. I got beat. I was so p*****. I said, when we get back, I’m taking souls. Right? My wife and I cross stage seven times that convention. Seven times in every category, right? But again, social media. I’m on social media. This lady reaches out to me who I had befriended from my neighborhood group. I’d never talked to her before, but she was now my friend because she was in my new neighborhood, right?
Melissa McQueen says, hey, what line of work are you in? Number one is, don’t be afraid. When people ask you what you’re doing or what you do, they’re not saying, what do you do? They’re saying, what can you do for me? Remember that? So many people say, I’m a doctor. I’m a lawyer. I’m a baker. Blah, blah, blah. No. When people ask you, what do you do? They’re saying, what can you do for me? I always respond, I make people rich. Because I don’t care if you’re a client or recruit. I’m going to make you rich. Right? Fun. My husband’s military. I make Reese from home. I’ve owned a business owner, right? Investments. I was like, ding ding, blah, blah. Notice I blow it off. I said, you’re so good. Thanks for your server. The senior ribs. Which part of Hawkstone? That’s my neighborhood. Don’t come.
My house is he right? Which part of Hawkson are you getting? A little voicemail. Didn’t say anything about the business in my voice message, but then she says, we’re in your section. She was right down the street, right? Dan? You saw their house. She said we should talk about money. Noah’s getting ready to retire in a few years, so he’s looking for options. Noah McQueen signed up after convention August. He’s been in the business, been licensed for six months. He just crossed 500 or $50,000 income part time while working full time in the military. Dad of three, never missing sports with his kids, and fully licensed on his regional vice president contract. Part time in six months. He’s my neighbor. How crazy is this? These people are everywhere around you constantly. They’re secretly thinking, who can I go win with? Who’s the one I always tell everybody, you want to know the secret?
You just got to do the d*** work. You got to put in the work, y’all. It starts with you. I hope you guys okay. I hope I didn’t go over is it okay? Good. Okay.
