Ever feel like you’re spinning your wheels on social media, but nothing’s happening? You’re not alone. Many reps struggle with turning likes into leads, and it can be frustrating. But what if you could change that? What if your social media presence could become a powerhouse for recruiting and growth? That’s exactly what Andy Onstead dives into in this session. It’s packed with insights and strategies that can transform your approach and boost your recruiting game. Don’t miss out on this opportunity to learn from one of the best. Watch the video below and discover the breakthrough tips that can take your business to the next level.
Video Transcription:
Okay? I’m excited.
We got a bunch of stuff for you guys.
And I feel bad for some of the people that know me because I talk about the same things over and over and over again.
But that’s just all we do, right? It’s just the repetitive stuff over and over and over again.
So I’m super excited for all this stuff we got for you guys today.
I will tell you.
I will tell you.
I want to give a huge shout out to our upline and coaches, assad and Lois Farage.
Give it up for these guys.
Good job.
Okay.
Right, dang, we’re getting there.
But I want to talk to you guys today about the multiples, because everything I do is the multiples, okay? And that’s all I talk about.
There was an old audio I found a long time ago, and I can’t even find it anymore.
It’s called the Compound recruiting by Bill Render.
And I found this audio on SoundCloud.
I didn’t even know what I was like, what is this stupid app SoundCloud, right? When we started the business, but I started finding all these Primerica NUGS out there, you know, about the old nuggets.
And I’m like, Dang, this thing is so good.
Brittany and I listened to that audio so many times over and over and over again on the way to the grocery store with the kids in the car.
Our kids knew the sound of Bill Arenner’s voice, right? And that’s how everything we do, we’ve modeled after that.
Everything that Art built and Bill taught us is how we built our you know, I’m dead serious.
You guys see value in this? Do me a favor.
Follow me on the know.
Snap some pictures of me up here, post it on your thing and tag me in it and let me know if you guys saw value in this thing, because we’re going to blow this thing up, and it’s a team effort.
But I always use this slide.
It’s funny because you’re going to see my slide graphics have improved over the years.
I even had somebody DM me like, what do you use your slides, dude? Like, dude, I don’t freaking know.
But I made this slide when we first did our first builder school.
We were speaking five years ago.
It’s the same damn slide five years later.
I’m talking about the same Dang thing, right? I want you guys know you have to have a recruiting mindset, right? It’s got to be built in your DNA, okay? Like, if you’re not growing, you’re what? Oh, my God.
I know I’m the only thing between you and lunch, but please come with me today on this journey.
If you’re not growing your if you’re not recruiting, you’re dying, right? If you’re not recruiting, you’re dying.
If you’re not recruiting, like Assad said, your business is literally dying, right? We all want to have a giant, massive investment business.
That’s the only thing where your money is going to keep growing.
Your income is going to keep growing even without you doing anything.
But until you get there, how do you get the clients? You’ve got to be recruiting.
People tend to lean to in this business what they believe in.
I don’t care if you’re the token prepaid legal guy in your base shop.
God bless.
I don’t care if you’re into mortgages investments, medicare, right, life insurance, whatever you’re into.
People tend to lean to what they believe in, the business.
They do all of it.
I’m a shameless recruiter.
I do not freaking care.
Because you know what? I don’t want one product.
I want all the products John showed that Pinwheel, all that crap we do.
I don’t know how any of that stuff works.
But you know what? I can recruit a guy that can master one section of that thing, and he can go do it for me.
You know what? And then I’m going to go get me a Medicare guy, build me a whole Medicare team, right? I don’t need to know how to do that.
Recruiting is the one thing that leads to everything else that you want.
So why on God’s green earth would you ever spend one waking second doing anything outside of that? Isn’t that crazy? I recruit first, sell second.
Here’s why.
If I sit down with you and I sat down with John Lavin, I showed him every single one of those products on that Pinwheel he had, and he wasn’t interested in any of it.
If I offered him the opportunity afterwards, would he see value in the opportunity? No.
Right? Now, let me ask you.
If I offered John the opportunity of the business and he’s not open to it right now, is there a chance he would still see value in the products? Come on, y’all.
Man, it’s rough out here.
I’m going to go in the hallway and zoom in on you guys, and you can let me know how it goes.
Put some love in the zoom chat, okay? Listen, wake the frick up, y’all.
Let’s go.
Dang rough.
Jesus, Mary and Joseph.
Listen, you can sell a million things.
Anything times zero equals what? That means you I was talking to a girl yesterday.
We had a dinner.
She’s like she on that investment crack rock.
She trying to make that next sale all the time.
I said, how many recruits did you get? She said zero.
You could sell a hundred things a month here, and if the next month you don’t sell anything, what do you have? You have a multiplication problem.
Would you agree? Assad Jesus.
Right.
I don’t care if you’re in Jesus, Colonel Sanders, Allah, whatever you’re into, he wants you to go forth and multiply.
This company went from 85 licensed agents.
God bless.
We’re going the wrong way.
Give me backwards.
Give me backwards.
It’s happening.
This company went from 85 licensed agents to 250,000 not recruits.
Licensed agents in 13 years with no cell phone, no social media, no zoom, doing paper ibas.
What happened? What happened? That’s why you got poor old Dick up here still trying to give it to you.
Dick’s got the flag like, come on, team, we can do this.
Please.
Come on.
Got your back.
I’m going to carry the torch for you, Dick.
I’m doing it right, because we’re going to build it Art’s way, not shitty’s way.
Izzy right? Art’s way.
Right? I’ll tell you what happened.
You got soft like a dag on pillsbury, dog boy.
And I can say that because I got extra pounds.
You got soft.
That’s what happened.
You started worrying about what people thought, right? Art Williams was a freaking thug.
You think he cared what other people thought about what he was doing? Hell, no.
So why do you? What are you doing? I don’t give two rips about what they’re doing.
You have to have a courage to be a wolf among sheep.
And that’s not just with your clients and your people.
That’s with the people in this room.
Don’t get circled in the wrong group.
I love this picture.
Everyone else laughing, having a joyous time.
I’m in the front row with my notepad, taking notes.
They didn’t know I’m coming, right? I remember being at the office in Auburn Hills.
People just be coming, hey, what’s going on? I’m like, I’m trying to work.
Get out of my office, bro.
They bothering me in the office all the time.
I start locking the door.
We had, you know, those real tall, slender windows on the office.
I locked the door.
They’re ripping to get in the door while I’m on a meeting.
I’m like, Bro, I’m on a meeting.
Brittany had to buy me little curtains.
I’m like, Get the frick away from me.
I’m trying to work, right? And they would be pressed up against the curtain, breathe fog in my glass.
I’m like, what are you doing? Get away from me.
I’m working.
Being in the office is not work.
If you’re not sitting or setting appointments, you are not working in Primerica.
I don’t give a crap what you’re telling yourself.
You ain’t working, baby.
What happened is people started worrying about this crap, the Dagum pyramid crap.
Let me squash this for everybody in this room, and let me give you some tools to squash it with.
Everybody you’ve ever talked to and will talk to for the rest of your life, right? Would you rather be a business owner or an employee? They’re all sleeping.
Would you rather be a business owner or employee? In five years, I’ve never had not one person, not now, not ever say employee.
What if I could teach you to open a business right now? What if you could come in from day one and you’re your own business owner, right? What about referrals? We’re in a referral business.
You guys know that.
But listen, we don’t want just any referrals.
We want the best referrals.
You guys agree with me on that? Would you guys agree with me on that? Yeah.
So who’s going to give you the best referrals? Random ratchet people off social media.
Your friends and family? Yeah.
I said this in the social media training.
Like, you could go on Facebook right now.
I could search up financial services and find 40 people in Lakeland that do it right this second, yes or yes.
But if my best friend’s doing it, who am I going to call? Would it matter what company my best friend worked for? I just explained to you with Primerica in 20 seconds, right? Also, let’s say this.
You give me some referrals anyways because we’re best friends, right? But if I gave you $500 a phone number, you’d probably give me a whole hell of a lot more of them.
Do you see why we recruit people? Not so hard.
What about this one? What about training? Y’all ever had a job before? Some of you heathens in the room still have one.
You can’t fix.
Stupid and dumbest forever, right? My mom used to say, you’re going to complain when you get hung with a new rope.
My mom, my mom says you’d screw up a free lunch, some of y’all in this room, part time, you’re screwing up your free lunch right now.
You all ever have a job before? You ever have to train someone at this job? Now, being honest, if they performed any better, did you get paid any better? And your boss is not here? Most of you.
But if you would have gotten paid better, had you have trained them better, being honest, between us, would you have trained them way better? What if I told you that I have an opportunity where you could not only be a business owner, you have no overhead? These old guys over here, they buy offices, I cluster.
I pay $200 a month for a mailbox.
That’s all of our overhead.
What if I told you for a one time refundable deposit of $124, you could have a business in a box where I’m going to have somebody else do all your payroll for you? You have no overhead, no expenses.
What if I told you I had a system that could bring you unlimited, endless referrals of the best possible hot market? Referrals? What if I had told you I had a business for you? That the better and more you pour it into your people, the more money you’re going to make forever? It’s $124, right? It’s crazy to me, people so worried about the damn pyramid scheme thing.
Oh, God.
Is it one of those pyramid schemes that no, you idiot.
Your job’s a pyramid scheme.
It’s the same thing as a snake farm building.
There’s one dude’s name on the building and 30 agents inside the room.
Would you rather be one of the employees or the guy that owns the building? Nobody else would you rather be one of the employees? The guy that owns the building.
I’m going to teach you guys how to open the offices all over the country.
See, John, the second they join our Redline organization, we’re talking from day one about getting massive, about recruiting, about distribution, about opening offices all over the country.
This is the culture we’ve built, right? Let me set some of you guys free right now.
Is any person and some of you guys are not on Zoom, I don’t care.
God bless America.
But is any person ever going to be upset with you for offering them an opportunity to make an extra couple thousand bucks a month? I’ll wait.
Even if they didn’t want it, would they be upset with you for thinking of him? So why are you not talking to every single person about this? Come on, girl.
You want to know the best recruiting people are like, what’s your recruiting presentation? I don’t need a damn presentation.
You’re in front of me because you want some money.
Can we get you paid? What do they say? It’s $124, right? God gave you two ears and one mouth for a reason.
Some of you guys try to over educate, right? Back in my day, we called it education.
I didn’t go to shule.
I didn’t.
But you know what I did? I learned how to listen to what people want and then show them how to get it through Primerica.
Because your version of what you want from them is not what they want from us.
So why don’t you sit down and shut up? Ask questions.
Tell me, people.
I told them.
I said, what the hell did you ask them? Right? I don’t care why you’re here.
Every single person in this room has a different reason for being here.
Right? But you need to show them how they’re going to get it through Primerica.
Skill up master tie downs.
Do a great question based presentation.
You guys should get the book how to Master the Art of Selling by Tom Hopkins.
It’s a great book.
Would you agree? Okay.
And once you understand that stuff and somebody was up here talking about everything, you can find everything for free on YouTube.
I remember were brand new in the business.
I heard this thing, like, Ian said something about tie down.
Like tie down.
What the hell’s a tie down? I don’t know, but I need to figure it out.
I went on YouTube.
What’s tie downs? There’s a guy talking about tie downs.
The guy plugs the book.
Tom Hopkins art of Selling.
I’m like Tom.
It’s a good book.
I should get the book.
I got the book.
I mastered the book.
I use it.
We explode our business.
Hector Lamarck comes out of hiding, does an event for us.
Guess what book Hector Lamarck is talking about? From stage how to Master the Art of Selling by Tom Hopkins.
I’m like dad gum.
Y’all, all the clues are out there.
I don’t care if you’re in this business because your cat got herpes and you love your job so much, you make $2,000 a month.
You drive an hour in each direction.
You only are allowed to work 4 hours a day.
So that point.
You’re working five days a week to work 30 hours, and you only make two G’s a month.
But you love your job so much, you would never want to hurt your boss’s feelings.
But you know what? With the cost of medicine, my cat’s out running the streets again.
She’s got herpes, and you know, that’s uncurable.
And with the cost of medicine right now, I just can’t afford this cream.
And I want to give my cat this herpes cream for kitties.
That’s incredible.
What do you mean? Well, let me ask you a question.
If I was able to offer you an opportunity where you could work around at a part time, make some part time money and earn and be able to provide the best possible care for your kitten, is that something you’d be open to take a look at today? What’s she gonna say? Come on, y’all.
I don’t care what you want.
Primerica is the answer.
I could talk more than Dick up here if you allow me to.
You know, dick Walker bleeds Primerica.
Is there any doubt that Dick Walker bleeds Primerica? Give it up for Dick Walker one more time.
The problem is, you guys are trying to manifest your feelings on top of somebody else.
You can’t do that.
Have anybody seen this before? I was waiting for one.
No.
I was going to make you guys just burn them at the stake.
But when you guys look at this, I want you to know this is what I see.
You’re in a product business.
Brittany and I were in a people business.
That’s the difference.
We could plug in dad Gum vacuum cleaners, and I’d sell 300 vacuum cleaners this week.
It’s distribution.
I was talking to John.
What did you call that thing used to have that folder, used to tell everybody, hold up your wealth builder.
Wealth builder? See, I was getting nuggets from you, too.
You don’t even realize.
So John talks about they used to have in person stuff, and they hold up your wealth builder plan or folder, whatever.
And all it was their life insurance and investments inside a folder.
But what John told me was do is make everybody in the room say, what is that? I need that.
So John like, you’re trying to get stuff from me.
I’m getting stuff from you.
You didn’t even realize.
So I said, how can I put this in zoom? You know what I did, John? You’re welcome.
I said, I’m on a meeting.
I’m like, watch this, britt.
We’re on a meeting.
I said, comment in the zoom chat.
If you got your own life insurance investment, set up a Roth IRA.
Well, there’s a whole group of people that didn’t.
I said, okay, do me a favor.
Comment if you want to look at opening up your own today.
30 people, boom, right? I have a list.
You all are running around trying to chase a freaking sale.
I built a system that brings the sales to me.
That’s the dirty little secret.
Y’all, like, look at the recruits.
And here’s the deal.
I love people, but I’m no math magician, Bob.
But if you’re recruiting three people a month and I’m recruiting 300, who’s going to be more successful? Did the opportunity change? What’s the difference? The numbers and the compounding? Okay, give it up for Dan and Taylor.
Oh, my.
So proud of these guys.
But I’m not gonna lie to you gotta let your people fail.
It’s okay to fail.
It’s not okay not to try.
That’s the culture we have in our organization.
It’s okay to go out there and get your face kicked in.
Just come on back once in a while.
We’ll pick you up, dust you off, and if it’s not working, what do they teach you to do in elementary school if your clothes ever get set on fire? That’s what we have in our organization.
If you out there and don’t run around on fire, if it’s not working, stop, drop, and roll your ass back to me and let’s fix it, right? So Dan and Taylor Romai, I’m going to beat him up a little bit because he can handle it.
Plus, he’s not in my base shop anymore, so I don’t care.
Dan and Taylor Romai, they went out pretty.
They’re like Jojo the idiot circus boy with his pretty new pet.
Y’all seen Tommy boy, right? He’s got his own base shop now.
He’s out of ours.
Like, nobody’s watching him.
I’m gonna start doing my own thing, right? Start doing this.
And then Mario got Ian’s code.
He’s like, oh, this is something shinier.
This is shiny and new over here.
What’s this? Let me change this.
Let me do this.
What do you think happens to Dan and Taylor’s numbers, right? What happened was he took his money out of the market.
He stopped compounding people, right? It’s the same thing with people.
Do not stop.
It will happen.
Just keep recruiting people.
I’m so proud of you.
Dan back on track.
He had a little hiccup there, but guess what? This guy’s gonna still in under three years.
He’s gonna cross ownership in Primerica.
How incredible is that? Dude, I could set up a Dag Unfolding table at the Walmart right now and recruit three people today.
Would you guys agree with me on that? Then what are you doing? Don’t say anything, because I want people to yell at you, but how many people had less than three recruits last month? Don’t say anything.
But, you know, if you’re the one, right? I would double dog you to get somebody in front of me like Dick talked about.
I do the same thing Dick talks about, like, the closer, right? Right? I tell my team all the time.
I say, you hook them and I’ll cook them.
Just get them in front of me.
Because there’s nothing you could say to me that’s going to I’m like, Ask Brittany.
I’m a freight train, right? Britt, you cannot get me away from this thing.
It’s the dumbest thing ever.
Some of you guys haven’t sold out to the business yet, and you guys sold out to the multiples.
It’s three.
Who get three? Who get three, right? Some of you guys are so worried about, well, how am I going to find 300 people a month? You don’t have to.
You need three, and then you help them go get three.
Dick literally gave you the nuggets, and some of you all missed it.
It’s districts three and three, and then you help them go do it, right? And then you help your nine people go get three.
And you’re at 27.
And I’m not going to lie to you.
How many of you guys are on zoom? Raise your hand.
This should be a week.
This should be a week.
And the next thing you know, you got 81 recruits in your base shop.
What happens is, then you start multiplying.
You start getting big, old fat numbers.
And the crazy thing is, I’m talking about this in a second, is once you start thinking like this, you can’t unthink it.
I think we’re at 226 recruits in the base shop right now and 154,000 in premium.
And I’m pissed.
Like, where is everybody? What’s happening? Right? That’s how I think.
And you need to understand the multiples, right? I’m a Star Wars guy, okay? I’m a Ninja Turtles number one, star wars number two, okay? You got to understand the multiples.
Like the Dagum x wing, right? Look, and the multiples are your secret weapon of the business.
Premium, recruits, momentum, cash is all a byproduct of the multiples.
You all understand that.
And I don’t care if you want cash referrals, recruits, premium and trips.
That is all secondary a byproduct of a multiple of your activity.
Because you guys know this.
If you do what you’ve always done, you’ll get what you’ve always so why are you running the same amount of appointments every week? We double, triple, quadruple book our appointments.
Some of you guys are real technical people and structured.
That is not me.
I do not care.
I’m going so fast, Mr.
Ortiz, I don’t even confirm them, bro.
They confirm with me, right? And the fun thing is, when you start, like, what do you do if they all confirm? You know what I teach our team? It’s called take the best and shop out the rest.
I take the best of the best appointments.
I give the other ones away for my people to train on.
Here you go.
I have a system where my people I can promise them if you come in, you’re coachable, you get your license, you show up, you do what you need to do, and you follow my system.
I will help you with appointments.
I’ll give you appointments to run.
If I say somebody’s got a recruiting appointment and it’s set through social media, and I go in and they’re both confirmed, and I go one dude, he’s got one front tooth, he’s sitting on a milk crate, smoking a cigarette in his profile picture.
I thought Jason tried to recruit that guy.
No.
You got one dude that’s got a Snapchat filter with, like, the devil horns, and then the other person has got a nice picture of their family.
What appointment are you going to go on? Yeah.
What if you got one person? That’s like saying the F word.
I can swear better than anyone in your room, meet me outside, we’ll talk about that.
Right? But I don’t post that crap all over my social media.
If I go on someone’s page and they’re screaming the F word all over Facebook and stuff like that, I got somebody else that’s nice and respectful.
What appointment am I going to go on? The other thing is, when you have that much activity going, you’re allowed to be picky.
And when people cancel on you, I don’t care.
I talked about that yesterday.
We are going so fast that I don’t care when they cancel.
Thank God I couldn’t do it anyways.
And it also sets the standard for my people in the business.
They’re like, God, I got to get in there and help.
We have more stuff coming in right now.
We are actually capped on where we’re at, and we’re working on getting more people independent, closers on the client side, because we have recruiters that can recruit the world.
But we got a bottleneck right now.
Your business is like a pipeline, right? Like, anybody ever had a bike tire get a hole in it or something like that? Or like maybe a dryer that you got, like, a gas leak.
How do they find the hole? Does anybody know? Soapy water.
And then what happens? I don’t care if it’s a bike tire, whatever, a pipe.
What happens when you put the soapy water on the thing? What happens? Bubbles up.
What would happen if there was no pressure in that tire? Would you ever find the leak? What would happen if there was no gas coming through that pipe? Would you ever find the leak? No.
That’s what the activity does.
You got so much crap coming through that pipeline, all Brittany and I are doing it.
Plugging holes.
Right? Laura licensing, boop hole.
Right? Recruiting process, boop hole orientation.
Boop hole plug.
Right? Because you could be running around like an idiot, like a chicken with your head cut off because you don’t know where the hole is coming from.
Why don’t you go get a bunch of activity and figure it out? Am I being too savage right now? Okay.
Quit adding people, right? You got to quit adding people all the time.
I always think about, like, books on a bookshelf.
If I have a bookshelf that holds 15 books and I have 15 up there and there is just no ends on it, what happens if I keep putting books on? What’s going to happen? You need more shelves.
You need more leaders to be able to maintain this, the field training and fast start.
You got to put them on your back and take them in the field, right? You need to understand that this is so important to me.
The only thing that really pisses me off is IBA collectors.
Some of you are like, thank God we are not in his organization right now, and that’s okay.
But you all know what an IBA collector is.
Running around collecting ibas.
What you’re doing is you’re just running around stealing people’s $124.
We have a thing in our team.
If you’re not going to get them moving, I’d rather you tell them not to join and join with some other team, because all you’re doing is you’re doing them a disservice.
You’re a crook.
You’re robbing them of a multimillion dollar opportunity.
Right? Shoot.
What are you doing? Right? Get them going.
If they quit, that’s on them.
Your job when you now you’ve got a new recruit.
Now what? Your job is to turn your new recruit into a crusader.
If you don’t get them in the field, are they ever going to know what the hell this thing actually is? No.
Your job is to go get them in front of their mom and find out their mom’s had a whole life policy, been getting frick, written, ripped off for 38 years.
You think that’s going to piss them off? You think that’s going to piss them off, and you think you’re going to want to talk to more people or less people after that? So what are you doing not getting your people moving? They’re not sticking around because they don’t know what the hell this thing is yet.
Your job is to be the loudest voice in your new people’s life.
I tell my people all the time, you’re either going to quit on me or you’re going to get rich.
The choice is yours, and I hope it’s the latter.
Come on, girl.
Whoo right? I do not care.
People are like, what time do you text people? I don’t freaking care.
I asked Dan, and I text Dan at in the morning when he’s up in the bay shop.
I don’t care.
When he wakes up, he’ll see it.
You know why? Because I’m going to wake you up, and I’m going to put you to bed, because you’re all I think about.
Dan was just thinking about this all the time, wasn’t he? Look at this.
Because that’s all I was on his mind, right? And look what happens.
Look at the bonuses our people make.
Y’all.
This is crazy.
Some of you guys look at this crap and you think, oh, you’re just recruiting people to get all their premium.
No, you idiot.
I’m recruiting them so they can show them what the hell the business is and show them that it works.
And I’m going to build them a team.
Now, you’re a district contract.
You got a little cash in your pocket.
You’ve seen it.
Now you get out and go do it.
Right? That’s it, baby.
You got to keep repeating what happens.
You start popping out RVPs.
Look at this.
Let me go back one.
Bottom left corner.
Jessica Powers, $4,300 in training premium, regional vice president.
Jessica Powers, $50,000 in a base shop.
Y’all, that’s crazy.
Noah and Melissa McQueen, our neighbors.
We got them off social media, our neighbors, right? Six months, fully licensed, part time, regional vice president.
Got the Washington RVP contract two months later.
Eight months, got the ring.
It’s crazy, these two.
We got the text on the email on the way here.
Not only are we number one in the diplomat phase two, right? Number one, RVP, we beat second place by two and a half million points.
How do I know that? You think I’m watching the numbers? Yeah.
And how do I do that? I heard my girl Ari talking about that.
This is what we train our people on.
Noah and Jessica brand new regional VA’s presence will be the number one and two speaking RVP on stage as a diplomat.
This is crazy.
It’s not a matter of, can you do it? It’s a matter of Will you do it? Dang y’all, a recruit is not a recruit until they go three by three.
Some of y’all cheated.
Three by three.
That’s my whole goal.
Three by three.
We sprint the district, and then we train a division, and then you duplicate to multiply, right? I’m not trying to mother hen you forever, bro.
You need to get your ass out there and go do it right.
And there’s no wrong way to eat a Reese’s.
Y’all.
Quit trying to figure it out.
Some of you inside the bake shop still right? Trying to diagnose the makeup molecules of a Reese’s peanut butter cup.
Because you don’t realize wrong way to eat.
That you can’t say the wrong thing to the right person.
When I was brand new, I’m like, I don’t know what this is.
We’re selling life insurance.
And half of what this idiot is true is telling me it’s true.
We’re going to get rich.
It’s $125.
Half of my friends are like, I’m in, right? If you’re training and your people are training, your person could call their mom and say, mom, I think I joined a pyramid scheme, and they want me to do some training.
Can you help me out for a couple of minutes? Just take a look at this.
If you can use it, great.
If not, it would just help me out.
What would that person’s mom say? That’s the hot market.
Why would we ever get out of that hot market? Never.
We don’t do anything.
You need to then tap root down through people.
This is what I do.
So if you’re a regional vice president, you are a tap router.
This is what ask for.
I believe this is probably my calling is I’m just like, I go through them.
You need to tap through down through people.
You’re the driver, not the passenger.
Ricky Bobby, you got to get in there and drive that deal.
Okay, so this is when we popped out.
So I’ll give you an idea.
Noah and Jessica both promoted our RVP within two months of each other.
Side note, every time Brittany and I promote our RVPs, our base shot numbers have gone up every time because I know what’s coming and I gotta get my booty back to work.
So I brought on somebody from Oklahoma, right? I tapered it down.
Look at the right side of that.
This is from March.
Look at the right side of that.
These are all personal, brand new people, personal recruits.
John, that’s called tap rooting.
That’s personal.
And there’s layers of that.
Layers, right? And then you find a couple of people that do it and they want to go after.
I’m not trying to recruit people.
I’m recruiting RVPs.
I tell all my people, listen, I don’t need you to go chase people forever.
I need you to come in, be coachable, be available and run my system.
Right? So we got Danielle Chapel, right? Danielle is super proud of her.
But I was telling somebody the other day, I don’t want to deal with 80 people.
I brought one person.
I tap rooted 80 people down from that one person in one month.
80, right.
I did all the work.
This is what comes to Bobby Joe Johnson.
She was one of th
