Executive TLDR
Build people instead of focusing only on premium
Shift from producer mindset to builder mindset
Develop leaders who duplicate, not followers who depend
Track recruiting, licensing, and production consistently
Invest in people long-term like assets, not ATMs
Push through high-effort seasons quickly
Freedom comes from multiplication, not personal volume
Legacy is created by helping others win
Video Summary
Andy Onstead delivers a powerful message centered on a critical shift in thinking: stop building premium and start building people. Early in his career, he experienced rapid financial success, earning over six figures in his first year. While that success was exciting, it created a dangerous illusion that production alone was the key to winning. Over time, he realized that personal production generates income, but leadership development generates freedom.
He challenges leaders to move away from a self-focused mindset. Instead of asking how they personally can recruit hundreds or write massive production, they should focus on helping others hit their goals. True multiplication happens when leaders develop other leaders. Sales adds income, but duplication multiplies impact.
He emphasizes that every team must share a clear vision and a common target. People perform better when they know exactly what they are building toward. Tracking the score is essential—recruiting numbers, licensing progress, production results, and competition standings must be visible and measurable. Clarity eliminates confusion and fuels momentum.
Alignment is another major theme. Just like championship teams run coordinated plays, businesses must operate from a unified system. Leaders must model consistency, follow through on commitments, and focus their energy on coachable individuals. Trying to drag uncommitted people forward only drains momentum. Strong cultures are built by investing in those who move.
Andy also explains the effort curve in business. In the beginning, effort is extremely high while results are minimal. Many quit during this phase. However, those who persist and duplicate eventually experience the opposite—less effort producing greater results. Success loves speed. The faster leaders push through difficult seasons, the faster they reach momentum.
He speaks candidly about setbacks, chargebacks, and rebuilding. Challenges are not signals to stop; they are stepping stones to credibility. Leaders who endure hardship gain perspective and strength.
Ultimately, his message goes beyond income. Financial success provides the ability to give, serve, and create time freedom. That level of independence only comes through multiplication—building leaders who build leaders. The system works. The opportunity is proven. The only variable left is individual effort.
FAQs
What is the main message of this talk?
Building leaders creates long-term freedom, while chasing premium only creates short-term income.
Why is duplication more powerful than production?
Production adds income; duplication multiplies leadership and residual growth.
What role does tracking numbers play?
Tracking keeps the team focused, competitive, and accountable.
Why do many people fail early in business?
They quit during the high-effort, low-result phase instead of pushing through.
What creates lasting financial freedom?
Developing leaders who duplicate growth and build independent teams.
Glossary
Premium – Commission earned from insurance production.
Duplication – Teaching others to replicate systems and produce leaders.
Multiplication – Developing leaders who then develop additional leaders.
Builder Mindset – A leadership approach focused on long-term people development.
Effort Curve – The early stage of high effort that eventually leads to exponential results.
Transcript:
Only got 4 hours. I need to sit down and listen. I’m just kidding. But listen, I’m going to talk to you guys. I’m super excited. Y’all have heard from me enough. The best way you can repay us and Brittany and I and your leaders is go out and do something. Don’t be one of those people that goes, oh, man, so exhausted from learning all this stuff. Should probably take a week off, right? It’s crazy. But I want to talk to you guys about the most important I saved the best for last is about being a builder, not a salesman. So this is something that I struggle with in the beginning, and I’m going to help you guys not struggle with it. Is that okay? Good. So a couple of things you got to realize is we had awesome success. We came on our first month license.
We made seven grand part time driving from appointments. You all poor people don’t know about that back in our day. Stand up if you know what a dark house is. Dang give it up for these guys. They’re the real ones. Give it up for these guys, Dang. Back in our day, we used to call a dark house. You would have an appointment, you would show up, and they’d have all the lights off, but there’d always be the curtains be moving in the background. And they’re like, Do I really want to be that guy? Like, I know you’re in there. Come out, come out, wherever you are. Daddy needs some premium, right? I said it. Okay, but listen, it’s so wild what you’re able to do with the power of the contract. See, I told you guys a minute ago how that gentleman came to our house, saved us $100 a month, and were so broke, we needed that extra $100.
We did not open our investment at that time because were so broke, we couldn’t afford to give away that $100 we just saved. We needed it in our pocket. And I got blinded by the money in the beginning, and I think a lot of us actually do that. You get blinded by especially when you go RVP boy. You get that big boy contract, full advances. Listen, you can get blinded by that. We made 123 grand our first year in the business. We were always coachable. I remember in the beginning, we had been in the business for, like, two, three weeks, and nothing happened. Nothing, right? And our upline was doing everything they needed to do. And I went to a guy one time at that point in our office. He was like the big dog. He was making, like 200 grand. And I was like, Dude, what do I need to do?
And I’m like, don’t BS me. Very clearly, articulate exactly what I need to do. And he was like, well, yeah. Have you listened to the appointment, studying audio? I said, Well, I listen to it, but it’s like 45 minutes long, and it’s boring, and it’s about a script. I’m not really a script guy. Blah, blah. And the dude said, if I gave you one thing to do, and I guarantee you actually do it, I guarantee you make 100 G’s in your first year, would you do it? What do you think? I said yeah. He was wrong. We made 123 grand our first year in the business, right? And that was with no fast starts, right? No driving on appointments and no experience at all. And we continued on like that. And I’ll tell you guys, you can get where you want to go by yourself, but you can’t stay there, and you need to stop service level thinking, because it’s not about you.
And I think a lot of people are stuck in the business because I hear a lot of me II stuff, right, Brittany? That’s what I’m hearing out here. How am I going to get 53 people? How am I going to get 200 recruits? Well, you don’t have to. You need to help other people do that. See, I think people got lost, and everybody wants to hear about us making 93 G’s in a month. Well, I’ll tell you what happened. We literally got ownership on our own pen. Legitimately. Legitimately. Got it on our own pen, right? But what happens is, when you stop, the money stops. And were okay. I mean, our whole thing was when were so sold out of this business. When we started, we sold our house and moved back in with my mom, with three kids living in my mom’s basement. Because were so sold out to Primerica, we knew our goals and vision was so big that weren’t going to be in that house long enough anyways.
When we crossed over our second diamond, y’all are trying to come up with the perfect zoom setup and the Bougie office and all this stuff. You got to think. You got to look pretty. You got to have all this crap. When we crossed over our second diamond, were in the basement at my mom’s house on an unfinished basement. We had our kids twin bedsheet hanging behind me on Vice clamps like a green screen on a 14 year old Hpvillion laptop. The camera was so bad, I looked like I had a Jersey sword spray tan. And on top of that, I live with my mom. Y’all ever seen ma meatloaf? Ma, let me ask you, do you think my 75 year old mother cared? I was on an appointment. I would be on appointments, and my mom would come down, and I’d hear her coming. I’m like, oh, Lord, I’m trying to close this Max case.
Don’t do it, Ma. And she, I kid you not. Stop me if I’m lying. I kid you not. My mom, the way we had it set up, my mom had a shimmy behind the curtain to get to the washer and dryer and the curtains moving. I look like I was in San Francisco. The bridge is. Oh, Lord. I’m trying to play it cool, right? And y’all know, like, my mom you think my mom have a new washer and dryer? No. And of course, she’s watching six pairs of tennis shoes. And I’m like, I’m trying to play it off. Like, you hear that? Is that you? You got somebody over there doing laundry? They’re like, no. I’m like, I thought, is somebody on the zoom? What’s going on? Right? You don’t need all the magical things. You just need the drive, and you need a team.
So I’m going to tell you guys, we got to the point where were financially comfortable. We built this 6000 square foot house. It’s freaking awesome. I love it. But even when we’re building, it was supposed to be a four hour design meeting. It took 16 hours. And Brittany got to pick out everything she wanted on the whole entire house. We have five bathrooms. Everyone’s completely different. It’s so cool. Everything you could ever imagine is in this house. And I remember the lady was like, oh, my gosh. This must be your dream home. And we’re like, no, she’s your forever home. We’re like, oh, that’s what you said. This is your forever home. We’re like, no. And her face went white. I’m like, Girl, this is just and we actually when we decided to buy our house, were come down to Florida. We’d already been coming down here anyways.
We had come down to Florida, and everything was on zoom. And we’re just figuring out and we’re all like, I kind of want to go back to dusty old Michigan. Anyways, so we ended up putting 57 grand down cash because we had it on a piece of property. And they said, you got to come up with 57 more G’s. And how many months was it? Do you remember a couple of months? Like, you all ever hear the Joel? You know who Joel Osteen is? He’s my brother. Joel Osteen tells a story. You got to pour the foundation first, right? And we did this, and it’s so awesome. We put our house in the market on Michigan. We drove back the house. We literally threw out the house, all of it. Like, I don’t want this dusty old crap in our new house. We had so much cash in the bank.
Cash in the bank. When we came down, we timed the bill. We bought everything brand new, furnished the whole damn thing. I remember getting pissed at American Signature Furniture because does anybody find it funnier that it’s harder to use a debit card than it is a credit card? I’m like, what kind of a broken system is this? I have real money, but you won’t take it. You want my fake money? You don’t have a credit card? No, but I got 117 grand sitting there. You want some of that, right? And I’ll tell you, we took a break. And I know now we didn’t. Brittany never takes breaks. I took a break, and I was okay with that. And when you guys hear in the month of May last year we made $720 I want you to know weren’t struggling, but were comfortable. And I realized I had built financial freedom and I hadn’t built time freedom.
And that’s when I got my shit together. I’m sorry I’ll say it. You got to realize what type of business they’re in, right? If you’re in sales every day, you wake up, you’re unemployed. If you’re constantly worrying about you being the one to go do everything you’re going to have to do it forever. Forever. You’re in a pushing up people business. Right? Art Williams loved the pyramid thing. He turned upside down, put on the COVID of his book. I remember when were in licensing class. You need to be a good person. I remember when I was in licensing class, they had pizza. I’m like, Dang pizza for everybody I know. Give it up for Ed Ortiz real quick. Give it up for Ed and Jason and everybody else. I said, Give it up for the Ortiz hang. My dude offered me pizza last night. I wanted to add thank you, but we wouldn’t do it in licensing class.
I remember I was a new guy. I’ve been in the business six days. There was pizza there. I thought it was for everybody. I went to take a piece of pizza. The girl closed the box on my hand. She said, that’s for my team. I said what? That’s just for my people. Stand up if you’re in here and I bought you a pizza a minute ago. Is my girl in here? Girl, have we ever talked before that? Did I ask you if I did? I did you do anything? Do I know your name? No. My girl’s behind me in wine. I’m getting water to say, hey, girl, you need a thing? She’s not going to get a pepperoni. I said, Girl, throw a pep on there. Because if you’re in this room, you’re on my team. You see the difference, right? It’s crazy. You’re in a pushing up people business.
Quit worrying about what’s in it for you. Start worrying about what’s in it for other people. The easiest way to get what you want is to help other people get what they want. Yes or yes? So why aren’t you doing it? Right? This is like our team cash is off the charts. We make pretty good money. We’re okay. I’m not on the Ortiz level yet, but we’re coming. Right? But our people are making money. We have two moving RVPs. We’re payrolling our people 171 G’s a month. That’s a $2 million year payroll. Right? Because I switched to how can I help them? And finding the right. Ones that want to move. Right. It’s about distribution. You got to stop service level thinking. We helped 376 families. Could I have done that by myself? No, it’s distribution. You need to know how to build a big team.
Okay. And now I’m going to teach you guys how to build a big team. And it literally is so simple. I made the slides in black and white so Dan Romai can actually read it. Okay. These are seven simple steps that will actually teach you how to explode your business. I guarantee it if you do it. Number one, you have to have a common vision and a common enemy. Back in the day, it was whole life insurance. Yes or yes? I don’t care what it is. Your team, you has to have a common vision and a common enemy. I heard Re talking about taking out the people in front of her. She’s number twelve, right? That’s the enemy. Does your team know it? Are you working together to go take them out? You have to have big goals and big vision. It’s got to be so big, it’s scary and so big that no one can do it alone.
And you got to be careful. Me and my best friend in real life, my brother from another mother, Edwar, were talking about this. You also, as a leader, you have to be careful not to dream too big and tell people about it because once you get in, we can see the power, this thing. And we want to tell people, you’re going to be a $2 million earner. And they’re like, what? I’m just trying to make two G’s this month. Right. And you could tell people that, but then you just need to understand that your job is to speak this over. It’s got to be so big that nobody can do it by themselves and then go eat the soul. The competition. Y’all go tear them up, baby. Ari, I’m so where’s my girl Ari at? Ari. Where’s Ari? With the hair? I see you, girl.
I’m so proud of you. Knowing where you’re at, number twelve. You’re going to go eat their soul, girl. I’m so proud of you. Come on, give it up for Ari. Rolling time. I heard her up here like, dang, I need with three Aries on our squad right now. Okay. All right. Number two is you have to know the score. That’s what I’m talking about with Re. That’s what I teach my people. I’m a maniacal madman about this. I’m calling you saying where are you at? What are your numbers right now? Where are you at? Where are you at in the competition? Where are you at with cash flow? Where are you at with twelve months? Where are you at with the recruits? Where are you at with a chargeback balance? Your people get a little baby balance of $400 in there. They ain’t trying to look at it.
They don’t know it went up to 900. They also don’t know it went down to 100. Where are you at? Where are you at with Life? Where are you at with your business? Listen, you’re never going to win if you don’t know what the score is. Your people, your team, they don’t know what the score is. Right now we have top newly life licensed category. We have three of the top four. In the diplomat are our people. We got a couple of other stragglers in the middle future regional leader category, future RVP category. And then we have two of the top three newly promoted RVPs because this is what we teach on. I literally do zoom calls and show people where it is. My PO L, all apps, company records, competition, scoreboard, contest leaders. This is where you’re at. This is how you find what it is.
The other thing is, your people, they’re in position 1997, and they automatically count themselves out before they even compete. But they don’t know, girl, if you do ten by ten, you rank, you qualify at your level, you play up. Plus you got a 10,000 points for the recruits, and you get three license in there. You’re up to position 40. But the problem is, you think your people know that, but they have no idea. You’ve got to get in there and you got to do it, and then you’ve got to have a plan. What’s my course of action now? Well, number one with our organization is recruiting. Because we know recruiting leads to everything else, right? Let me give you guys another nugget. If you want to make sure your people and we don’t say win in our hierarchy, we call it earn. We don’t win trips.
We earn them. That’s what we call it. If you want to make sure your people earn the trips, tell them to do ten by ten every month. Ten by ten. Doesn’t matter what contract level you’re at. Ten by ten, you’re qualifying and playing up next level every single month. Out of ten people with a 20% licensing ratio, that’s two licenses a month, that’s 60 G’s and points every month. That’s 210,000 points every month. Just off. That right. God, so easy. You got to know what you want and know how to get it. And teach your people this stuff. This is the stuff we don’t train on. Yes, the fundamentals. But this as we teach our people how to win. Right, Britt? That’s what we’re doing. That’s the secret sauce. And then whatever the play is, everyone runs the play. You’ll never see a football team break huddle and everybody go out and start running in different directions on the field.
Would you ever see that in a million years? What about I know. I don’t know about the football, the soccer, whatever you want to call it, but would you ever see the team going in 45 different directions? No. When the ball is going down. They’re all moving. They’re running the play, right? Any championship team, everyone is on the same page. If I went to your team right now and say, what’s the play you guys are running this month, would they know? And then you got to deliver for your people. Keep your promises. I don’t care what it is. If you tell somebody you’re going to be on a zoom, be on the dang zoom, be on time. If you tell somebody you’re going to buy them a pepperoni pizza, buy them a dang pizza, baby, you got to deliver for them with us. I guarantee my people that they’re going to win.
I guarantee if you’re willing to be coachable and do the work. And what we do is we sprint the district, and then I train the division. Sprint the district, train the division, right? And then we repeat. And now I got a division that’s got a couple of districts in there or a couple of people popping, and I help them, and it just duplicates over and over again. Number six is you got to coach people, but coach people that want to be coached, right? I’m not trying to move a dead body. I love everyone, but when are you going to do something? Show me, right? You got to be the loudest voice in people’s lives and realize your team isn’t built in meetings and appointments, especially on zoom. It’s built in personal touches. Be a person. Hey, how are you? What’s going on? What I found is if I call through my team and I have zero agenda, the business organically always comes up, and they will just start spewing out to me every problem they’ve ever had, and I help address those problems one at a time.
The other thing is, let me just amputate a leg of your dead people right now. If someone reaches out to you, I have a three strike program. Number one, if you reach out to me and I give you some coaching and you tell me why it won’t work or that you’ve already done it, that’s strike one. If I reach out to you again and I tell you want my coaching, I tell you what to do and everything else, you say it’s not going to work. I tried that. Yes, yes, I know, I know. That’s strike two. Strike three. I’m out. I’m not trying to convince you to do something. If your coach is telling you to do something, you need to look in the mirror because you ain’t doing it. Otherwise he wouldn’t be telling you that. Would you guys agree with me on that?
You need to understand that. Be a person. The other thing is, when somebody reaches out to you as a sob story, if you’re an RVP, a regional leader, let me give you the best question that I came up with. You can thank me later. That really set me free of life is when someone reaches out to me with a problem, I don’t care what it is. We know their cat got herpes or whatever it is. Their best guy quit. I always ask them this question do you want my sympathy, or do you want my coaching? Right? I get to the root of the problem. Do you want me I’m sorry that happened. Yeah, I’m with you. Right? No, I want your coaching. Tell me what to do. Okay. You got to get them to open. And most importantly, y’all you need to be the person.
Put others first. Do what’s right by people. You guys have mega giants inside of your base shop right now, and it’s almost like they’re waiting for you to screw it up. People test it out in different water. Some people, like me, they just go run a hog wild. Other people, they put their toe in the water for two years, 2022. For 20 years. They’re waiting. They’re crockping. I love Guuprit Singh story. You all heard know my girl Gupreet Singh? Yeah. Guupri was in somebody’s bay shop. It was zero by zero since Christ left Chicago, right? But she was there, and she was learning, and somebody was being a person and being the right person to her all the time. And listen, I’m going to leave you guys with this mini thing before we get the good fun stuff, because you all act like you just saw a ghost.
If you chase the money, it runs. Quit chasing premium. It’s a byproduct of the system we have. Quit chasing investments. It’s a byproduct of the system we have. Right? Your people can smell that a million miles away. They can smell a phony on you, right? If they don’t want to move and don’t want to set appointments on the kitchen, on the orientation, that’s fine. I love you. Get your license. I don’t care. And I can’t tell you how many times once I’ve set that free, we’ve had people come in and do 1520 grand in premium license at a 25% contract. Do you think I was complaining overriding 85%? Do you think I was complaining overriding them 85% the whole time? Listen, your people are an investment, not an ATM. I heard people talk about this. I’m like, Dang, that’s all my slides. So many people.
You want to treat your people like they’re an ATM. You just want to take, but you never put a damn deposit in. You need to invest in your people. Pour belief in your people, love on your people. Actually be a person and care about somebody. It’s the craziest thing. You should try it, because that way, when you need a withdrawal, the return is unbelievable. When Brittany and I call Play, they’re like, what do we need to do? They’re all in because we’ve made you guys. Right now, what you’re seeing is some of the withdrawal. You’re not seeing the four years of investments we’ve been making. You’re not seeing the compounding all the time and the energy and the phone calls and the text and the people crying on my damn shoulder. All the crap we’ve taken for our team because we’re a freaking family. You don’t see that.
You just want the withdrawal. You ain’t putting no money in the bank, girl. You want the money, why don’t you go invest in your people, right? Dang, y’all, it’s crazy to me realize we crossed over our fifth time and I’m so excited, but we ain’t done nothing yet. But it’s bananas. I’ve been in this thing for five years. I got a good enough degree. I got kicked out of high school because two high schools because I did not give a rip about attendance. I was that guy that was seven minutes late because I was in the hallway talking to my friends. I was that guy that would take a BNC lunch because obviously I like to eat. I would go to first hour because I like the teacher skip second because they were an idiot. Go back for third, catch lunch on the way out, right?
It’s wild to me. And now I get paid a crap load of money to talk to people all day. We’ve been able to work from anywhere in the country at any time and more. I love the money so much, I will literally roll around like Scrooge McDuck. I will. But what’s more important than that is the time and the freedom we have with our family. Nobody’s got their thumb on me. And it’s not about the money. It’s about what you’re able to do with it. I can’t tell you how many times and it’s not just a pepperoni pizza, girlfriend, you got lucky today. And everybody’s like, Damn, I need to follow him to dinner, right? We give and fundraise and donate so much. You all don’t see it because I’m not celebrating that. We don’t not give to anything, right? It’s wild to me. I remember when all the COVID stuff was happening.
I was on a power walk talking to my people, and I got home and my neighbor was in our front yard crying. And I’m like, what in the hell? Let me call you back. And she was crying because she’s been out of work, and they closed the doors for three months because of COVID She also was not able to get unemployment. She was waiting for unemployment, right? Her phones had been shut off, and her teenage son, who had been having seizures the week prior, was out with the car, and she couldn’t get a hold of him. We took her in, and we paid her phone bill for six months. Didn’t even think about it. We had somebody on our team. Great person. Not all of us get out to a rocket ship start. Somebody had a great team. They came to us crying. It’s the middle of summer.
The electric got cut off. They got no AC. They got three kids. Brittany paid her electric bill for three months, got her current, and gave her a couple months ahead. You don’t see me talk about that on social media, because that’s not what it’s about, right? It’s not about we sponsor kids all over the country. You all don’t hear about that because I don’t blast it all over social media, because that’s none of your business. It’s not about us. It’s about the people who are receiving it, right? It’s not about the money. It’s about what you do with it, y’all. But this puts you in a position to be my job isn’t my goal, isn’t the money. It’s to be in a position to help anyone, anywhere, at any time. Come on. I’ll wait. Right? That’s what you got here, y’all. You got to realize that’s almost 250 grand a year, that’s over 20 grand a month.
$5,000 a week since the day we signed our IBA. Isn’t that wild? Now, do you think I was making $5,000 a week the day we joined? You fell back asleep. I’m going to go back. Do you think we’re making $5,000 a week the day we joined? Some of you guys are already making that money. You just don’t see it yet, right? Come on, now. That dude’s getting rich. I receive it today, right? That’s what it looks like. Our May income, we made 92 G’s our first month as SVP. In the month of May, 92 racks. I heard somebody say 91. I had to correct them in the back. I was like, it’s 92. But we kept it clean. Okay? Right? But it’s wild to me, because that’s what happens when you start putting other people first. Now, I showed you all the slides about our people making money.
That is a byproduct of helping others. That’s the difference. This month, our income is actually down. We’re at a measly 60,000. I’ll clean it up, but I’ve been kind of coasting this month. I’m not going to lie to you. But the difference is our team’s making money. Right? That’s the power you got here. If you’re an SVP and you’re not getting a power builder or you’re an RVP, you’re not a recruit until you get a Jason. I might need Jason up here to yell at some people. You’re not a recruit until you get a recruit. You’re not an RVP until you get a Y’all. If y’all ain’t getting that SVP power builder bonus, you have not lived. Oh, my God. I feel my plums. I was getting so excited. I knew it was coming. That’s really the bonus I’ve been looking for a long time.
Baby boy, let me tell you about the power builder bonus. First of all, your SVP, you should never not get it. SVP as a power builder. As SVP, if you’re doing 75,000 in premium a month through first, you get a 24.5% bonus off. Your people. Did you all know that? Did you all know that? Come on now. Off their production, you bonus more off your RVPs business than you do off your own. You think I want my RVPs to be successful? You damn right. Our RVP, our SVP Power Builder Bonus 47 racks after that month of production. 47 G’s, day one of the month. I know that I always feel weird talking to like NRTs about on the side about the stuff because like that’s cute. For us little people, that’s a big deal. Okay? Would anybody like to have 47 G’s in a day?
Anybody? Not one person. That’s okay. But the crazy thing is, it’s not about the money. See, I’m always talking about the multiples. The multiples. The multiples. The multiples. Right? What I’m really doing is I’m dividing. See that bonus? That one day of cash is more than what my wife used to make it. Two years working full time. I saved my wife two years of her life in one day. Who. I’m getting the feels up here. My nipples are hard. Don’t look. I’m getting all the feels. I’m sorry. I’m a crier. I’m a crier and I swear so it’s a weird combo, I know, but it’s real. It’s real life, man. This is why we built this. We knew it was coming for five years. Yeah, we knew was coming. We never quit. Never quit. Never quit. You’re going to have ups and downs, you’re going to have chargebacks, you’re going to have people quit.
Who cares? It’s worth it. It is worth it. I guarantee you it is worth it. Y’all, man. Is it worth it. You think I remember the 6000 people that quit on us? No. I don’t know. Who cares, right? Who cares? It’s so wild. Me. All this from a guy who didn’t think he could do it. I almost quit multiple times. Multiple times. Brittany and I talked about it, right? We never told each other, but both of us thought about going and getting a job. But we never did. And I had a leader. Our leader. Might not be the number one biggest producer on the planet, but he was brave enough not to cower to me. I remember texting him one day and said, well, how about I just quit? You want to know what he did? He sent me the peace emoji. Bye, Felicia. I was like this, mother.
But you know what that did? That told me he didn’t need me. Right? I remember him and I were like two bucking bulls, man. And you don’t have to best friends with your upline, but you do have to respect them. Let me say that again for some of you heathens in the back. You don’t have to best friends with your upline, but you do need to respect them, okay? And he was strong enough to be that person. To hang in there and be the bumpers on my lane. Just let us run fast. Let us go. Right. You all have seen this 15 million times, but this is what it looks like, right? And you know that, but yet you still get butthurt. When it doesn’t run all smooth, it’s going to be ups, downs, left and right. We got ownership on our own pen. What happened was we dropped all the way back down to 160,000 in rolling twelve.
All the way back down, right? But you all don’t see that in the papers. What you see is that we crossed our fourth and fifth diamond in 30 days. But what you don’t realize is that we actually jumped four diamonds. Four. That’s the compounding effect, you guys. You see it. But we would never not doing this. This was never not going to work. Okay? Listen, nobody cares what you’re going through. Buttercup. You all ever heard that expression, 80% of the people don’t care about your problems. 20% are glad you have them. Same thing with the business. Nobody cares what you’re going through until you’ve been through it. And once you’ve been through it, guess what? It’s a story for you to tell your downline forever. I failed my test three times. That’s cute. Hold my beer. Let me tell you about what I went through, right?
I was a mess. We got our ring our first year in the business. Everybody’s like, oh, my God, you guys made $23,000 in a month, and here’s your first year in the business, blah, blah. Yeah. What you don’t see was ten months of me screwing it up. We had a $20,000 chargeback balance that month to start. We were sitting in the negative 20. So I had to write 43 to get the 23 to get the ring. But they don’t want to hear about that, do they? No. Because we must know the secret, right? Give it up for Asad and Lois Barrage. One more time. Man, you know what’s crazy is Assad is such an engineer. I know he knows the numbers, and he can see everything, but he also knows the trajectory on. And you know what? Your opline, they know what you’re going through, too.
And that’s okay, but nobody cares. You got to get through it. And remember, in the testimony, there is no testimony without first a test. Come on, let me say that again. Let me preach today, baby. There is no testimony without at first. Eh, dang y’all, why are you so worried about it then? Right? It’s part of the deal. It’s called the bounce back factor. That’s actually dan Romaya. That’s a live picture of Dan Romaya on a pogo stick. I’m serious. Just before he had his beard. Okay? It’s a bounce back to you guys want to get really good at the business. It’s all up here. You got to get good at the bounce back factor, okay? Now, understand that you’re your only competition. You all ever heard that well, I would tell you, it’s a lot easier to go beat up on somebody else. Go find somebody on the scoreboard ahead of you and go beat their ass.
I’m sorry, I’m sorry. I got to stop swearing. But you all ready for it and I’m never going to come back anyways. You’ll be okay. Just kidding, right? And go do it. Right. You all have seen this last time we talked about the rule of 72. You’ve seen this one before, I hope. Yes or yes? This is what I see. The theory of decreasing effort. See, we always talk about this. We talk about the green lines, your need for life insurance. And the orange line represents your need for investments. Well, when you’re young, you’ve got younger kids, you’re working all the time, right? Their need for your income and your need for life insurance is through the roof. But you got to start off with your investments. That’s going to take time to build, but eventually, in 30 years, the kids are out of the house, kids are all growing and stuff like that.
You don’t really need the life insurance anymore. You need the investments. Yes or yes? It’s the same thing with your business. See, when you start the business, when you’re brand new, your effort is going to be through the roof with very little results. That’s what it is. Are you willing to do it right as you go further in the business? I usually say about the middle section here is your RVP contract. When you’re an RVP, you’re actually getting paid to play at that point, right? And then when you get down to into some of these leaders, these legends that you hear about and you see, you would agree their efforts are really pretty minimal outside engagement. But the results are through the roof. Yes, but everybody wants the results. They don’t want the effort. You need to understand that’s the process it’s like ripping a bandaid off, though.
See, our hierarchy is called the redline hierarchy because we say success loves speed. Jackie, you did such a good job with the Pistons girl. I talk about that all the time with our team. People are going to be up, people are going to be down. You could have the same vehicle. We all have the same vehicle. It’s Primerica. Would you guys agree with me on that? But if you got a three cylinder and I got a 300 cylinder, who’s going to go faster? So quit comparing your gelappy to what I got. You’re driving around in a Ferrari in first gear. What the frick are you doing? It’s like ripping a bandit off. If you’re going to rip a bandit off, would you rather do it fast or slow? Yeah, it’s like quicksand. If you had to walk across quicksand, would you like, go halfway out there and chill, check your TikTok reels, maybe send out a master?
Would you run through that sucker as fast as possible. Thank you, God. What about a flood? This is my favorite thing. Y’all ever been in, like, a flooded area before? And you gotta go through it? Would you rather, like, go halfway out, start a little bit, put it in reverse, maybe make a left, make a right? Or would you rather put the frickin’pedal down and blast through that sucker ass, right? And then you got Jason Ortiz standing outside of the road going, no, I’m just kidding, right? Look at this. What about you? Ever go out to get in your car? We love me some Florida. You go in the store, it sounds like you’re like, what the hell is happening right now in Florida? It’s raining outside. That’s what it sounds like. It sounds like a dag on bomb shelter in that place. And you got to get to your car.
It’s pouring rain, and you got to get there. What are you going to do? Are you going to walk to your car? What are you going to do? You got to run, baby. That’s the same thing. You got to change the got tos the get tos, right? You got to go through it to get to it. So why are you chilling in the rain? Why are you going in the freaking flood and putting it in neutral and getting out of the car? It’s like a downhill escalator. If you got to walk up that thing and you walk up halfway and you stop, what’s going to happen? Go back down now. I’m going to try again. I go up three quarters away, I stop. What’s going to happen? Go back down. Eventually, you’re going to get tired. Are you going to want to keep trying? No.
So why not run up that sucker as fast as possible and then turn around and grab somebody behind you and help them come up with you? That’s Primerica, y’all. You got to run through it. You got to go through it. You are where you are for a reason, but you’re only there for a season. Buttercup. Who cares? Lock it up and do more, right? Quit running from opportunity to. I heard my best friend in real life, my grandpa, he didn’t know I’m actually one of his grandchild, too. Dick Walker. Talk about planting your flag here. You got to quit running from thing to thing and plant your freaking flag here. You got to let them know who your daddy is. Who’s your daddy? Right? Y’all ever seen Kindergarten Cop? Who is your daddy and what does he do? You gotta let him who know your daddy is.
Now, these guys never heard us talk. Brittany like, what in the hell is he talking about? Nobody knows, but it’s provocative. Gets the people going, right? What am I talking about? I’m talking about, y’all ever had an incident, like, on the playground as a kid or whatever? My dad could beat up your dad. Y’all ever had that happen before? My dad’s cooler than your dad, right? What you’re really saying is you want to be proud of where you came from. Yes or yes. So why are you disgraced to let people know you’re doing Primerica? You need to shock them with your success. You want to shut them up, go win big all the time. I got people inboxing. Me and Brittany, we knew you could do it. No, you didn’t, you idiot. I knew it. We should have got in the beginning. It’s too late for us now.
I’m like, yeah, it is. You got to shock them with your success. Knowledge is power, right? But self knowledge is self empowerment. You got to know yourself. You got to know your habits and your traits and what you’re going to get into and then get out of it. You got to understand that people are always going to be testing you. They’re always going to be testing you, sizing you up in your bay shop, out of your bay shop. Clients, they’re always testing you. You need to make shock statements, right? I think of it like a check. I’m going to check you and push you back in your place, sucker. Right? What do you do? I make people rich. When people ask you what you do, remember, they’re not asking what you do. They’re saying, what can you do for me? I make people rich. Right?
I was saying that in a social media training. I’m not going to kill madam with a 57 chart slide of Primerica and give him Art Williams Social Security number and bill of Renner’s blood type. I make people rich. People trying to cancel on you, reschedule on you want to bless and release those people? This is what I say. Hey, listen. If you knew I was going to come to your house and save you thousands of dollars and have you extra couple of hundred thousand dollars at retirement, you’re telling me you wouldn’t give 20 minutes if they say no to that? Bless and release. Bless and release. This isn’t for me. Y’all ever heard that one? I love those people. This isn’t for me. What’s not for you? Helping families, making incredible money from home or complete freedom of time and money. Which part of those is not for you?
I’ll wait. You got to shock them with success. You need to go win without them. See, here’s the real secret. You need to talk to your team like, you can’t win without them, but in the back of your mind, you ain’t got no team. I’m talking to you like, listen, it’s me and you, Jason. We’re doing this thing together, brother. I love you. As soon as I get off the phone with you, I’m like, Shah, I got jason ain’t gonna do nothing. I gotta go, right? You need to go in without them and let them watch all the time. In year one, they laugh at you. And year five, they ask you how you did it. Keep going. Right? It’s wild to me like, y’all I was doing one of those things a long time ago. Now you’re trying to come stay in the guest room.
That was one of those things, eh? God bless you. You’re an idiot, right? It’s so wild to me listen, Primerica, you need to be proud of the name on the front of your jersey. Now, I don’t mean go blast it all over social media and let Google do the work for you. I mean, when you get in front of clients and teammates, be proud of what we got here, right? You need to be proud of the name on the front of your jersey. It’s a big deal who you’re playing for, right? But you need to go win for the name on the back. You got such amazing opportunity here. What are you going to do with it? What are you going to do with it? Right? It’s so wild to me quit letting your why become your excuse our family, we do it all together.
Brittany told you about we change our kids mindset from Daddy, don’t leave to the cash box. You heard about that? It went from Daddy, don’t leave till I would come home. And they’re like, you putting $20 in the box. They’re like, you closing our oldest. Like, Would you close today? What are your numbers at our kids? Now, here’s the thing. I’m not going to cry again. You all got me once. Our kids like to watch YouTube. Does anyone else’s kids watch YouTube? Is that just ours? Thank you, Jesus. I said, you know what? Disney’s the goal. That’s where we’re going. But you can watch YouTube. But you’re not allowed to watch anything that’s not Disney related on YouTube. That’s all they did. Watch videos of the parks and the lines and everything else when we got there, because we won. We always get there when we got there.
Our three year old knew the entire layout of Hollywood Studios. Toy Story Land. Y’all know about Toy Storyland? He knew the whole layout. What ride? The buz ride, right? The slinky dog ride, where the concession was, what he wanted to get. Right? He knew it all. And I started crying like A-B-I-T-C-H. Because you know why? There you go. I had taught and Brittany and I had taught our three year old how to visualize it and watch his dreams become a reality. Dude, y’all missing it. Our kids know when we win, the family wins. We do something. It would make assad roll over if he knew some of the money we blow on stuff, right? We went to comics and collectibles. Our kids are big into comics and collectibles and figures these things are crazy expensive. We went out and we dropped one $300 in one stop at one shop.
We won the broadmoor. Listen, for two years, we’ve had one car. We have a suburban. That’s it. We got seven of us in the house. My wife, myself, four kids. I lost one. Four kids and my mom. We moved my mom in with us. We’ve only had to have one vehicle for two years because we’re always together. We’re moving as a unit. When went to the Broadmoor, people thought were crazy. Said Primerica. Keep the airfare. We’re going to pack up the whole family, drive across the country. And Brittany wanted to make it special for him. You think our kids were excited about going to Colorado? No. Brittany said, Why don’t we do this? Why don’t we map it out, and we’ll find every cool comics and collectible shop on the whole way there and the whole way back, and we’ll stop at every single one of them across the country.
You think they were excited? They had a trip of a lifetime because they know when mom and dad are working, we’re working, but we’re working for them. We’re working for a legacy. And when we win, the family wins. That’s wild, man. Listen, you need to understand, like, if you want it’s so crazy, if you want to stop looking at the price when you shop, you need to stop looking at the clock when you’re working, people all the time, what’s your calendar look like? What does your day look like? I don’t know. I’m not doing it. I’m not doing it. Jim Rohn, the guy who taught Tony Robbins and a famous thing I love, he said, don’t take your briefcase to the beach. Most people, when they’re on a vacation, all they’re doing is thinking about work. And when they’re with their family, all they’re doing is thinking about work.
Or when they’re at work, all they’re doing is about thinking about being with their family, and they end up never being anywhere at all. It’s God family business. Yes or yes? Schedule it. Schedule your time with God, schedule your time with your family, and then fill the rest of it up. Put them first. Yes, but schedule it and work your buns off. Right. Let me ask you guys, does your family deserve a dream life? Six people. Does your family deserve a dream life? Then why aren’t they living it yet? If you want to ask God to move a mountain, you better be prepared to wake up next to a shovel. I’m going to ask you guys, I’m going to close with this. I know I’m kind of thuggish ruggish, so tell your leader if you lock me back. But I’m going to ask you guys have been up here.
You guys have seen this stuff. It’s not your first rodeo. You’ve seen the promotions and the money and the diamonds and the glitz and the glam catching waves, all this stuff. You’ve seen all this stuff. Isn’t this crazy? You let me ask you guys, does Primerica work? Does Primerica work? Does Primerica work? Then why don’t you it’s time to go to work.
