Video Summary
Transcription:
All right. A lot of you guys saw them rolling this morning. We look like the SWAT team. We came from Tampa, two vans firing in on all cylinders. We got guys flying in from. From Jersey, came from Jacksonville. And Hogan and I, we put together two vans and Nico and Dabi and the team from Tampa. And we’re fired up. And you guys saw them. We dress sharp. We look like we know what we’re doing, right? Like, and the reason is because we’re confident, right? It’s not cockiness, it’s confidence. And that comes from confidence. Our. You’re going to see a lot of formulas today. You’ve already seen some speakers. Talk about some formulas. This is the formula here. The formula is competence plus reps equals confidence.
The sooner you can become confident in what we do, what we’re doing, the more attractive you become, the better you become at the craft. Okay? Primerica, don’t kid yourself. Primerica does not have to take a long time. And some of you are letting it take a long time. Primarily Bernardo Lorte. Trying is an attempt to change with minimal commitment. The reason you’re not winning is because you’ve been trying to win for too long. Some of us been here for too long, and we’re not good enough yet. And some of these guys you’re seeing pop in the business and Asif Mobin in 12 months and this and that, and everyone’s firing up is because they’re confident. They’re really good at what they do. But you don’t just study film and you’re like, oh, all of a sudden, I’m good at what I do.
Like, Aaron Judge doesn’t just watch baseball, and all of a sudden he’s good. He’s got to swing the bat. And you got to master your craft. You’ve got to know the product, and you got to own the process. Right? Reps. Every single appointment, every call, every overview interview referral is an opportunity for you to get better. Right? People are scared to take that leap, but when you do, you’re getting better every single time. Failing is moving forward and confidence. People understand what a confident person looks like. You radiate confidence. Okay? I didn’t want to do this business when I was a kid, in my back of my mind, because I never wanted to speak. I was so scared, and I didn’t want to speak. Speak like my parents. And they’re always confident.
And I understand now that they are confident because of what we do. And their competence level was so much higher than everybody around them. Right? Master the reps. The number one priority in your business right now is whoever has the most appointments wins. And they’re qualified appointments. They’re good appointments. Right. Instead of shooting full court shots. Right. Steph Curry loves the three pointer, but he’s better at layups. Why? Because they’re easier than they’re understanding that warm referrals, hot referrals in your market, not just because of the numbers, but you get better every single time you do it. Like I just touched on, get in the reps. You don’t just improve by watching. You improve by doing, hey, so get fully licensed. I’m a fanatic about getting fully licensed.
And my dad talked about he didn’t get fully licensed for 4 and a half years in Primerica. You got to get licensed before that. Okay? Understand that you’re fighting with one arm behind your back, just with an insurance license and yeah, there’s a place, plenty of successful people that just have an insurance license and no securities license. But what you’re doing here is, first of all, we talk about where’s the money? And asking the right questions. The people that ask the right questions. And the most questions are asking them because they’re licensed to do so. Right? If you have a securities license or an insurance license, you’re asking people for what you’re licensed in, Right? I know a lot of you are withholding some investments here for people you have because you’re not licensed yet. And same with insurance.
You’ve got to get those licenses down. Kitchen table appointments, prospecting, mastery. Study the film. This is a sport, okay? Primerica is a sport. And you heard Hogan say before we came in as a team, it’s the best. When you’re coming there, you’re leaving there. We’re communicating as a team, building relationships. Just like in a sport, you gotta study your film. You gotta understand that game time is not practice time. When you’re playing football, when you’re playing basketball, when you play a team sport, you play during those peak hours. Our business hours are peak hours. What is your business schedule look like? Your morning routine, your night routine, after hours and working. You got to understand that’s the time where you’re studying. You are not studying in the middle of the day. You’re not practicing and watching your presentation in the middle of the day.
You’re working this like a job. You know, obviously, if you’re full time, if you’re part time, you’re building a schedule there and you got to get licensed and everything. Again, it lets you. Allows you. You’re not Allowed to ask the questions without a license. Am I right? You’ve got to have the license to be able to ask the right questions. More licenses equals more referrals. Equals more questions, equals more wins. Again. This is kind of what I just hit on you. Don’t practice during the game. In sports, you’ve got to practice before and after you rehearse outside of the game. You, you practice your presentation before the game time. Understand that, not during it. Athletes who get this thrive in our business. We love recruiting athletes because they understand this. They understand the competition and the team aspect of this. Play your game.
Prime working hours is game time. We play 12 games a year. How many games do we play? 12. 12, 12 A year. Every month is a new opportunity to start your game over. And you’ve got to do that before and after hours and work it during the month. Stop pointing the fingers, okay? It’s very easy to oh, I’m not where I want to be in five years of being here because my upline sucks. My trainings aren’t educational enough. My field trainer isn’t doing enough for me. Guys, we’re in 2026. All the information we need to get good at what we’re doing is out there. It’s on the website, it’s on Pol, it’s on Auto Empire Builders. If you guys are on tapped into that, your upline, your RVP’s, have something that you can be watching and studying and getting better.
Do you understand that you can’t improve in this business unless you’re trying to improve. You’re not just going to stumble through success. People have been here 20, 30 years. They’ve gotten it down by now. You have to understand that getting after it is going to bring it to you, right? Seek the knowledge, don’t wait for it to come to you and watch the successful business. Successful people in our business actively study before and during hours and after, right? Efficiency, not shortcuts. And outside, what are you doing outside of the business? And this is overlooked. Very, very overlooked. A lot of people in Primerica are not focusing on the befores and afters. But you have to be feeding your mind and you’re feeding your body the right stuff. Okay? Before prim. Are you working out? Are you reading? Are you feeding your mind with pos?
Are you surrounding yourself with good people? Remembering your why? Remember we talk about making your mind sharper is going to allow you to better during game time, right? When you practice before the game, when you study at night, when you’re learning how to Ask the right questions. When you’re studying to get licensed, you are feeding your mind and getting better at your craft. So when you’re during game time, when you’re playing the game, you are as sharp as you can be. Own your schedule. Put your schedule together. What does your routine look like? Would you want somebody on your team right now who you just recruited from following your same routine? Is that going to lead them to success? Right. You got to own your schedule. Remember your why put a lot of people in Primerica, they don’t remember their why.
They want to throw everything in their life away to get stone wealthy, which is, you know you want to do that. Of course you want to be wealthy in this business, but what’s the point of wealth if you can’t enjoy it with the people who you built it for? Stay healthy. Keep feeding your mind. Good things stay around the positive people. Hogan and I live together. It is the most positive and environment. Tony. We live together and we feed good energy to each other. We’re always around people who are supportive of our business and not energy vampires. Taking it away from your business. Keep your mind sharp and stay around the people who are going to keep it sharp for you. And with you guys, I’m pleasure to be in business with you. Love you guys. See you at the top. Let’s go.
