Executive TLDR

• Success is built on seven simple, repeatable steps.

• Speed and follow-up create momentum.

• Simplicity makes duplication possible.

• Referrals sustain long-term growth.

• Mindset mastery determines who becomes a champion.

Video Summary

At an Empire Builders event inside Primerica, Joshua and Kerissa Crawford deliver a dual-layer message that combines execution systems with emotional resilience. Kerissa opens with clarity and structure, outlining seven essential steps required to build a strong and duplicatable business. She emphasizes mastering the one-on-one interview and confidently picking up the IBA, ensuring that every interaction moves toward growth. Whether an individual joins or not, she insists on always securing a Top 25 list to maintain pipeline control. Speed is critical, so a 24 to 48 hour follow-up must be scheduled immediately, with at least five qualified field training appointments booked to create early activity. She warns against avoiding appointments, reminding the audience that when you run from appointments, money runs from you. Simplicity in the closing presentation is non-negotiable; if a system is complicated, it cannot duplicate. Every appointment should be treated as both a sales presentation and a recruiting interview, and no meeting should end without asking for referrals, since referrals fuel a sustainable warm market business. Her framework is rooted in repetition: small, consistent efforts performed daily produce explosive results over time.

Joshua then shifts into the emotional and psychological battlefield of entrepreneurship. He recalls attending his first leadership school filled with excitement and ambition, inspired by speakers and determined to win big. But reality struck quickly — unanswered calls, dark houses, cancelled appointments, and teammates who slowly disappeared. One particular recruit who promised loyalty eventually avoided him entirely. That betrayal hurt, but instead of quitting, Joshua doubled down on training and self-development. He began studying the internal barriers that sabotage growth.

He identifies limited self-belief as the first major obstacle. Thoughts influence actions, actions influence belief, and belief ultimately shapes results. Low self-esteem can silently limit performance, especially for someone like him who entered the country with no warm market and had to prospect strangers despite fear. He shares how terrified he felt approaching people, fingers crossed and heart racing, yet he survived — and that survival built confidence. He also addresses laziness disguised as busyness, such as making a few calls and then escaping into social media. Addictions to gossip, drama, negativity, and constant problems weaken focus. Distractions like relationship issues and emotional instability quietly drain productivity.

The combined message is powerful and complete: master the fundamentals externally while conquering weaknesses internally. Systems create structure, but mindset sustains momentum. Champions are not defined by the absence of obstacles but by the decision to push through them daily. In Primerica, growth belongs to those who execute the seven steps consistently and refuse to let rejection, fear, or distraction define their future.

FAQs

What are the seven steps Kerissa teaches?
Master the one-on-one interview, secure a Top 25 list, schedule a 24 to 48 hour follow-up, book five field trainings, show up to appointments, keep the presentation simple and duplicatable, and always ask for referrals.

Why is simplicity important in the presentation?
If the system is complicated, new recruits will believe they cannot duplicate it.

What is the Top 25 list used for?
It creates immediate activity and a pipeline of prospects.

Why book five field training appointments quickly?
Speed builds momentum and prevents discouragement.

What internal obstacle does Joshua emphasize most?
Limited self-belief and low self-esteem.

How did Joshua overcome fear of prospecting?
By doing it despite fear and building confidence through repetition.

What distractions hurt productivity most?
Social media scrolling, gossip, relationship drama, and negative habits.

Why are referrals critical?
They sustain and expand a warm market business.

What lesson comes from teammates quitting?
Do not anchor your belief to others’ commitment.

What defines a champion in this message?
Daily execution combined with mental resilience.

Glossary

IBA (Independent Business Application)
The enrollment application for becoming an independent agent.

Top 25 List
A written list of personal contacts used to generate early activity.

Field Training Appointment
A supervised appointment used for training and closing.

Duplicatable System
A simple process that new agents can easily repeat.

Warm Market
Personal network contacts used for prospecting and referrals.

Transcript:

Empire Builders, how we feeling? Good afternoon, everyone. All right, I want to start off by saying, thank you, Keith, for allowing us to speak. Thank you so much, Chris A. Chong, for your awesome leadership. We want to recognize the A unit. Baishang, let give it up for the A unit hierarchy. All right, so I want to give you guys seven steps to master to have major success in your business. The first one is that you have to master doing a one one interview.

Okay.

And picking up the IB. Number two is that you want to always get a top 25 list, whether you pick up the IBA or not.

Okay?

Number three, set up a 24 to 48 hours follow up, whether you pick up the IBA or not. So in this follow up, you want to make sure that you book a minimum of five qualified field training appointments.

Okay?

Number four, show up for the appointments. Guys, don’t run away from the appointments. If you run away from the appointments, success and money is going to run away from you as well. Number five, have a clear and duplicatable closing presentation. If it is complicated, it’s not duplicated.

Okay?

Make sure that your presentation is simple. So simple that the new client or the potential client and the new recruit could believe that they could do it, because we’re in this building business, right? So if it’s complicated, they’re going to believe that they can’t do it. Number six, every appointment is an interview. Everyone that you sit with, present the opportunity to them to work.

Okay?

Number seven, never leave an appointment without getting referrals. Referrals is the source of running a warm market business. Teammates, remember, success is a sum of small efforts repeated day in and day out. Practice these seven steps every day and watch your business explode. Let’s give it up for Joshua Crawford.

Let’s go. How y’all doing?

Anyone excited?

Man, oh, man, I’m excited. Okay, listen, I remember one of my first leadership schools, okay? I was all the way to back came with this guy that just got licensed, and I was excited, okay? I was fired up, okay? Some of these speakers, like Ric Costello, who’s about to hit a million. When he speak, you feel like you could fly, right? And I’m jacked up. And went back home and we started planning, and we got to take over the world, and we got to be a six figure earner in the next couple of months. And then we start making calls, we start booking appointments, then we start getting dark houses, right? Then people just start. People start avoiding us.

Then all of a sudden, that guy that I came with, he gradually starts showing up to training, I will call him, stop, pick up, went to his workplace, start hiding from me, right? And we all go through all these things. That’s the same guy that told me that we go win big together. But then he quit on me. I got my feelings hurt, right? I felt it inside. It hurt so bad. But you know what? I went to training. I keep going to training. Then I start getting better. But you know what really important, I start studying things. What are some of the things that hold us back, right? And one of the things that hold us back as individual is limited self belief, right? That’s very important. So your thoughts influence your actions, and your actions influence your belief.

And your belief influence your results, right? And we’re going to learn all about that in these training. The next thing is that low self esteem. And that can change. Like me, I had a very low self esteem, right? I came to this country, the only person I knew was my dad. Okay? I had no warm market. It was where to go prospecting someone that I didn’t know, right? I remember stepping up the prospect people and my toes was crossed and my finger was crossed and I put it in my pants and I was scared of death. But I survived though, right? I survived, which is interesting. I love it. So check this out. The next thing that’s hold us back is laziness. Every now and again we go to the office and people start making one call, two call.

Then they go on Facebook, Instagram and they start scrolling. Okay? They start scrolling and they avoiding doing the real work. Okay, wow. I got a couple seconds left. Next thing, right, is that addictions, a lot of us are addicted to a lot of things. Addicted to gossiping, addicted to problems, right? Have you ever met people and they got problem off of one problem, right? These are some of the things that hold us back, right? The next thing is distractions, girlfriend issues, boyfriend issues, right? These are some of the things that sold us back in business. Listen, thank you guys for your time. My time’s up. Back to you, Keith. Great job, guys.