Ever feel like you’re stuck in the middle of the pack, wondering how to break through and really make your mark in Primerica? You’re not alone. Many reps find themselves spinning their wheels, unsure of how to build momentum and create lasting success. But what if you could change that? What if you could transform your approach and start seeing real results? That’s exactly what Harvey Grajales dives into in this powerful session. It’s packed with insights and strategies that can help you elevate your game and exceed your goals. If you’re ready to take your business to the next level, this is a must-watch. Don’t miss out on the chance to learn from one of the best and start your journey toward empowerment and excellence. Watch the video below and discover the breakthrough tips that can propel you to new heights.
Video Transcription:
How you guys doing? Yes, I’m fired up to be here.
Give yourselves a round of applause, but let’s get to work.
First and foremost, thank God, right, for waking us up this morning.
I’ve been on that journey.
Thanks to everybody in the room that’s been helping me with that journey, right? Some of us was raised in that environment.
Some of us was raised in an environment where they taught you how to go to work for money, right? And so when we grew up, that’s all that we knew.
Some of us was raised in an environment where all they did was speak to us, Mervyn, about fate.
And so that’s all that we knew.
But it’s another thing when you become an adult and you begin to seek.
See, it’s another thing when you become an adult and you realize the crap that they taught you out there in society doesn’t work for a lot of us in this room.
That’s what we’re dealing with.
So thank you guys for the help.
Thanks so much for my upline, Chris Haechung, and all the way up from Roy to Ray and Carol, all the way up to Otto.
Give a round of applause to Raquel, Wilma, or Linda, right? Thank you guys so much for everything that you do.
Maggie.
Thank you guys so much for helping us out.
We have this new office, and, girl, if it wasn’t for you, Lord knows.
But let’s get to work, guys.
I got 20 minutes.
Such a good thing to be able to close on the speak on the second day, right, for you guys that are there, right? Just remember, I remember being a face in the crowd, and if you’re sitting here and you hear the speakers in front of the room and you’re not sitting there, like, I wish.
I got to get back home.
I got to do work.
If these voices aren’t in your head, if you’re not sitting up there like that light skinned mother, oh, I’m going to take his ass out.
How dare he go take number one, right? If you’re not sitting there with that type of energy, you need to check your pulse.
Right? You need to check your freaking pulse.
Right? You need more energy with that, guys.
Life will pass you by.
Right? April 1, 2010.
Right? Primerica had a declaration of independence.
Right? And check this out, right? It says a bunch of stuff here.
I can’t read it, all right, but it says, we’re committed to helping everybody win.
What type of company would do that for you? Primerica will, right? And that’s the declaration, right.
But I’m here to talk to us about what our main mission is.
See, if you’re sitting in the crowd and you’re still wondering, from left to right, what is it that, where’s my place in this business? I’m hearing a lot of verbiage, but I don’t really understand.
This is what our mission is, right? It’s to bring ownership back to middle class America.
That’s exactly.
Can anybody crusade behind that? Yes or no? So you’re going to have a problem with me talking to you about making more money because I want to help you get out of middle class.
Absolutely not.
I’m going to continue to crusade that.
Right? So bring ownership back to the middle class.
How many of us would have had a different lifestyle if we started life off with something that our family owned? Things would be a lot different today, wouldn’t they? Let’s keep it moving.
We’re looking to open twelve locations in the next 24 months.
This system is so replicatable.
I remember sitting in a crowd, not being a regional vice president up there, like, oh, I’m going to take their ass out just one day.
I’m going to be number one, I promise.
Listen, I remember telling our team we had to slay the Dragons meeting.
Why are you guys laughing? Listen, are you in business to be number one or what? And listen, everybody needs someone to point to.
Every team has to say, hey, that’s the team with the wrong jersey.
Go get them.
It was just two of us, right? We’re going to slay the Dragons, right? I remember Ray Costello saying, we’re going to promote 24 regional vice presidents in twelve months.
I said, man, he has a vision so big that all of us could fit in it.
I’m going to go out there and become a regional vice president.
Well, the replication has started, Ray.
Maldives mindset.
A lot of people ask me, how do you get 300 plus recruits? I don’t.
The team does.
So I don’t know how to do 300 and plus recruits, but I’ll tell you where I started, right? And I think when you’re lost in Primerica and you don’t know to go to left or right, always go back to the basics.
Always go back to the basics.
So, Harvey, how did you.
Listen, pay attention to the recognition.
The recognition on the first day is usually for personal.
If you’re not getting recognized and personal, I would recommend.
That’s where you start.
Right? That’s where you want to put your North Star.
So how did we get 380 plus recruits? It wasn’t Harvey.
I started off and Keith says, give yourself enough time for your efforts to compound.
And so we began doing that over and over.
And everything that we hear from in front of the room, we’re students, right? So we go back and we practice and drill and rehearse with our team.
Builders mindset.
Opportunity.
I don’t believe we lack opportunity in Primerica.
Guys, think about it.
Do people still need to make money? Yes or no? Right? Do people want to retire with money? Yes or no? Okay.
When people die, do they still need life insurance? Yes or no? See, when I look at it, we have opportunity.
We don’t lack opportunity.
I once heard we lack innovation.
The opportunity is there for each and every one of us.
But are you using all your resources? So the opportunity is there.
Right? Builders mindset open outlets into financial services.
Number three, overrides.
Anybody like overrides? I like overrides.
Right.
And ownership.
So let’s look at this right? Opportunity.
People still need hope.
They need freedom.
Right or wrong, people still need more time.
Right or wrong, as people still need more money.
When you talk about a builder’s mindset, I learned that the fastest way to become a regional vice president is to double digit recruit.
I learned that being in Primerica, the only way to capitalize is either through more distribution of products or services.
Does that make sense? Not to get too complicated with you.
Right.
And so if you’re in Primerica, which we are, and you want to make more money, you either have to get more time, if you’re only an employee, or you have to open up more locations where you have a financial interest in that.
If a product is distributed through there, you’re going to get what? Some money.
Primerica allows us to do that, in other words.
Right.
So open up more outlets.
And what we talk about, we say building, distribution.
And would you rather want 1% of 100 or 100% of one? You see, and so, for me, what I looked at doing, Bryce, is I don’t want one person that can do 10,000.
I run ten people that can do 1000.
And then I’ll go find another group of people that can do you.
And then one of those people will end up becoming an Adorimi.
One of them will end up becoming a Cami.
One of them end up becoming a Hannah and Sherwin.
Another one will be a Bryce and Lexi.
Great message yesterday.
Right.
And this is what begins to happen, right, when you start thinking about opening up outlets.
I’ve never been in Pittsburgh, but we have a regional leader team that’s about to go to regional vice president in Pittsburgh.
That’s the power of distribution.
Right.
Overrides recurring income and then ownership.
Right.
Override a company, not a sales company.
Right.
One thing that I’ve learned is our product sells itself.
If you’re sitting in a crowd and you haven’t sold a life insurance, haven’t experienced making $500 in an hour, don’t worry about that.
You just need to tell your story to more people because the product sells itself.
It’s just that simple.
I can teach miles.
My nine year old knows how to close a life app.
It’s just that simple.
Don’t overcomplicate it, guys.
You just got to get in front of more people.
As a matter of fact, he’s closed the life app.
Right.
The nine year old is just that simple.
Right? Anyway, you guys didn’t hear that, right? Anyway, ownership.
Because he has other people that goes to school with, he has little friends.
And he said, my dad does life insurance.
Anyway, let’s get to it, right? Our goal for 2024 is to run into the convention.
Not only Harvey Grahal is jumping diamonds, but to have a few other people on the team, like a Remy put on the ring.
Right? Like Bryson Lexi to put on the ring.
So we won.
Six ring wearers by the convention.
Right? Builders mindset.
One one.
Our ultimate goal is to build the distribution system.
I don’t want to distribute my hour.
The problem with most people is they want to distribute their hours for money.
I don’t want to distribute my time.
Money should not be that important that you have to take a two year game plan and stretch it out through a career.
You need to do this crap in the matter of 24 months, sit your behind down, pick up the phone, prospect, and build distribution through multiple people.
Does that make sense? Right.
Says, we’ll help you build a company within a company.
Right.
We must forget about the products and build the organization first.
When I look at our Primerica history, right, Primerica has a bunch of products on the menu right now, right or wrong.
But when I read pushing up people or coach, all they spoke about was, hey, recruit people in term, and maybe, God willing, we’ll be able to do something with the rest.
And then Primerica had over 250,000 representatives.
They become appealing to shareholders and they say, hey, go push Coronado.
But does Coronado get you the regional vice president? Now, I’m not saying don’t push it, but are we trying to build distribution or are we trying to sell products? I’m not interested in trading my time for money.
Let’s go.
All right.
Phase one.
Harvey, how do you get 300 and plus recruits? Well, phase one, understand the law of large numbers, right? And become comfortable with the idea some of you are trying to cheat the system.
Just because you can Google something and get an instant answer doesn’t mean you’re going to get an instant district, all right? It doesn’t work like that, right? You got to do the work.
So understand you need a law of large numbers in a short period of time.
I was trippiNg.
We’re having.
I think were hanging out at the bar, and I’m sitting, Chris, I can’t get it over.
I got to find out, how can we make the new norm, Fritz.
Right.
That every week we should be doing five by 5000.
That should be the new norm.
And there has to be a way where we understand that the law of large numbers in a short period of time.
That boy on fire.
Y’all see me sweating up here? Phase two, right? Recruit selective masses.
Are they married? Do they have kids? Right? Are they healthy? Right? Are they employed? And I say that because I remember.
Anybody ever recruit a lot of people in the cold market before? And it’s like, you recruit people and they come in, and before the ink dries, they’re already out.
I’m like, damn, I can recruit a lot of people, but no one’s sticking around.
What’s going on? What do I have to do? And I heard Ray and Carol get recognized for doing FNAs.
I said, oh, there it is.
I got to start doing financial needs analysis.
I got to provide more value at the kitchen table so that I can recruit the individual across the kitchen table.
And I started recruiting people that work.
Sanitation, nurses, police officers, correction officers.
Whereas before, I was only interested in recruiting the person that worked at the register, maybe at Applebee’s or McDonald’s.
Do you guys hear what I’m saying? Right? Very important.
So that’s phase two.
Learn how to recruit selective masses, right? And number three is this, right? By doing that, the product gets sold accidentally.
I remember doing double digit recruiting with no premium.
Anybody ever been that before? That’s what happens in the cold market, right? You get your ass whipped there.
I mean, you get your behind handed to you there.
And I was recruiting Chris, but no, it was like, where’s the premium? And I heard Ray say, I always remember.
Ray says, right, Ray said, recruit in the premium of follow.
For every recruit that you get, you should get 3000 in premium, Harvey.
Oh, okay.
So I’m not doing all the job.
I’m just recruiting people, But I’m not following through with them.
That’s a big key for you right there.
You want to know how we got up here? This is exactly what we did.
So everyone that we recruit, every presentation that I did, there was 510 extra minutes to do the FNA.
And that FNA will reveal to the individual in front of you what they need to do versus me telling them.
Because Keith says, if I tell a person against their will, they’re of the same mind still, right? You got to be a student.
So let’s move.
It says Builders mindset, right? If we focus on selling products, recruiting will not be done accidentally.
I was so afraid in building a base shop to focus on other products.
I said, if I’m going to mess up Primerica, I want to be in an overriding position.
You get what I’m saying? I don’t want to wake up ten years later and be like, dang, I sold all those products, but I ain’t got no team.
Dang, I made a lot of money, man.
Look at my ring.
But I ain’t got no team.
No, I want a really big team.
That’s all I want.
Right? And so we’re going to mess this thing up with recruiting, right? We must understand what causes sales to come to our business.
And it’s new recruits.
See, if you have an op meeting and there’s nobody in there.
If I have a McDonald’s and nobody comes in there, then there’s no new recruits coming into my McDonald’s.
If I have a Walmart, Applebee’s, any business.
You need people.
You have a business here in Primerica, but nobody walks in because we’re not doing what the activity that’s required.
And so understand that when you get new recruits.
Remy has a mother.
His mother has a sister.
His sister has a lot.
That whole story.
I can get 3000 from that.
Does that make sense? We do the digging.
And so as we study great organization.
Understand that not many people sell anything without recruiting someone first.
Right? Builders, DDR consistently shout out, give a round of applause to everybody.
I got recognized him for double digit recruiting four months in a row.
That’s how.
Listen, Harvey, how do you get to 300 plus? Everybody was asking me, all right, just pay attention.
Right? Phase one, DDR, ASAP.
Double digit recruit.
Well, I don’t have a team.
Well, wonderful.
Now you get to go and find one.
It’s great, right? Phase two.
Now you get others on your team.
Well, coach, I.
Double digit recruit.
Great.
That was elementary.
Let’s go to middle school now.
All right.
Middle school is where we teach someone else how to double digit recruit.
Does that make sense? Right? And so now you start doing that, and you start building a full timer’s environment.
An environment is everything in our business, right? Consistent message of large numbers.
See, we don’t speak to them.
You know how easily we get distracted.
How many of us had goals this year? In the beginning of the year? And if were to keep our hands up, if I ask how many of us are still on those same goals, everybody’s hands will go down.
We deviate away naturally.
So environment is important.
And inside of that environment, the message is consistent law of large numbers.
We need more people.
See, if I sat down with Keats and I said, Keats, you want to make how much? Do you want to make it personal on overrides? She’s probably going to say overrides.
Do you understand? We need to build distribution.
You’re probably going to need about ten to 15 outlets that are producing maybe one or two transactions a day to make $10,000 on overrides a month.
Are you willing to do the work? You are.
Great.
Let’s keep it moving.
Does that make sense to you guys a little bit? Phase four, move masses to big events, right? I look at this, right? Art did it, Oto did it.
Obviously, Ray and Carol did it.
Every event that I go to, they have a crazy amount of people.
I’ve seen Chris do it, seen Roy do it.
Do you guys get it? You got to move people to events.
Shout out to Carl and Janeiro, our regional vice president, have about close to 20 people here.
That’s how you do it.
I can’t teach all those 20 people what we just learned here in the last two days.
See what I’m saying? So you move People to big events, and then exponential growth is beginning to happen.
Right? And phase five is RVPs, SVPs, NSDs.
SNSDs, right? You build around that overriding environment.
Now, in closing this thing up, right? I think you got to raise your lid a little bit.
I think today’s price has gone up.
Right? I don’t think what we did 510 years ago is sufficient to get you to where you want to be.
I think we got to raise the bar.
Anybody with me? I think we got to leave here and raise the bar.
Marching into the convention and say, hey, no longer should we focus on 20 x 20.
Remy came up to me and said, coach, I have 100 licenses, but I never gave you 50 x 50.
He’s doing what raising the bar.
Said before you promote me.
Do fit, right? Remy.
Yeah, I’m going to hold you to that.
I’m going to do 50 by 50.
So you got that, Chris, right.
Future strong regional vice presidents, over 50 recruits a month.
Right.
Strong SVP.
If you’re a regional vice president and you want to go to SVP, I learned that when we started getting over 100 plus recruits, we started building plus a hierarchy here.
Right? Consistently now, right.
And future strong SNSDs.
We got to get this thing up to 250 plus recruits a month by 250.
Builders.
Environment.
Cheerlead the system.
Always, always cheerlead the system.
The one thing I found about cheerleading that made a lot of sense to me was that every business cheerleads.
Why the hell don’t you.
Every business markets, every business advertise.
Why don’t we, anyway, surrender to the system, become the system, succeed in the system.
Right.
At every level, separate.
That’s what winners do.
Right? I’ve seen Chris go to regional vice president.
He wasn’t just a regional vice president.
He was like SNSD walking in regional vice.
He separated himself from everybody else.
I seen him get in front of the room and separate himself from everybody.
I’m going to be number one in the nation.
He was separating himself.
Everybody comes up here and speaks without glasses.
He puts on glasses, everything to separate himself.
All the little details make a big difference, right.
At every level, you dominate.
At every level, you make a name for yourself.
Right? That’s what winners do.
Right? Take the work out of work by competing.
Endure the repetition, enjoy the process.
Right? And I think in order to grow team, we have to be intentional about stretching.
And in my closing message, I had 20 minutes today, Chris.
Wow.
That’s crazy.
That’s nuts, man.
I like it.
Thanks so much.
But I wanted to let you guys leave you with this, right.
A good leader keeps moving regardless of whether times are good or bad.
That’s what good leaders do.
I don’t know what you’re dealing with right now in your business.
I don’t know what you’re dealing with in your personal life, but you got to continue to move.
Right? I believe the answer, and you guys going to help me out with the answer is just keep charging.
Keep charging.
No matter what happens, keep charging.
Right? And so when things going great, what do we do? Charge, right.
You guys say charge when you don’t feel like doing it.
What do we do when you feel good? What do you do when you feel bad? What do you do when you don’t feel like it? What do you do every single day, regardless of the circumstances, what do we do? We got to keep charging.
And in order to charge, we got to keep activity up.
You got to get mad at something, right? You got to believe in yourself and win.
You got to expect to win.
Guys, what we expect to do is go into the convention, right? Taking our upline, being the biggest part of it, and taking them to 2.5 million.
Say, hey, man, you only have a few months left.
Some people have sight, others have vision.
We have a vision to get this thing done.
Guys, we’re at the top.
The bombs don’t place for power, but the guys, thank you so much.
