Ever feel like you’re spinning your wheels trying to build momentum in your Primerica business? You’re not alone. Many reps struggle with finding their footing, especially when it comes to leveraging social media and reigniting their recruiting efforts. But what if you could change that? What if you could transform your approach and start seeing real results? That’s exactly what Carlos and Sara Salazar dive into in this powerful session. They share their journey, insights, and the strategies that have helped them and their team thrive. It’s raw, inspiring, and packed with actionable tips that can help you fuel your dreams through Primerica’s platform. Don’t miss this must-see moment that could be the breakthrough you’ve been waiting for. Watch the video below and get ready to take your business to the next level.
Video Transcription:
Good morning, everyone.
Thank you guys so much.
First, want to give God the glory, the honor, because without him, we are absolutely nothing.
It was because of this amazing company that we came to our faith.
So Primerica means so much more to us than just business and money.
It has changed our lives in every single way.
So to have our faith, to have our firm foundation first, we will forever be grateful for that because of this company, our amazing team.
Guys, we are nothing without you.
If we still look good to this day, it’s because of you guys.
I promise you that.
Okay? So I just want to say thank you, our RVP team.
Guys, we are absolutely so thankful to you.
Every single day I wake up, literally the first thing I do, my eyes open, I just start thanking God.
Thank you.
Thank you, Lord, for the people that you’ve placed in my life, the people that we have had the honor to impact, but they have impacted us so much more.
Guys, you are in a place of impact.
Do not forget that, okay? I know.
We’re so different, right? And it is good to be different.
This is what I teach my kids every day.
I’m like, you do not want to be the normal kid.
You want to be the one that stands out.
Be the weird.
Someone calls you weird, you thank them for that.
You do not want to be just the average person blended in the crowd.
You want to stand out because you were meant to stand out.
I think Primerica is a great place for us to be able to shine and shine in our differences, shine in what makes us weird and what makes us different from everyone else, guys.
So if that’s you, if you feel like you’ve never found a place to belong, well, you found it.
It is here.
Okay? We all belong here.
As different as we all are.
All right, guys, thank you to Keith and Danielle for this event.
I mean, this event, guys, just embrace the moment.
This is the last time we will be here at the Kalahari altogether.
It didn’t really hit me until I got here, to be honest with you, and I’m not going to start crying because I will.
But, guys, let’s get back to basics, okay? Keith mentioned it right now, the fundamentals this weekend, we could not be a better topic because that’s exactly what we have had to do.
I’m sure every single person here, really, no matter what stage or level that you’re at right now, if you need to grow your business, you’re going to have to go back to basics, back to the fundamentals that everybody’s been talking about this whole weekend.
Guys.
And this is just some couple of visuals of us, what we’re doing with our team meeting, spending that time with your teammates, making sure you’re following through, making sure that they’re coming through the system, doing those drill for skill sessions that we have all these famous pictures with Dave Kim and other teammates from the past.
We’re doing all of that again.
There is no secret sauce here.
This is the secret sauce.
Investing the time, putting it know, making sure that it’s no more convenience like we have to do.
Step out of our comfort zone.
And it’s a very different level of comfort zone at this point in time in our lives.
Right? But we want to grow.
We want to continue to do what we have to do.
This is just Carlos talking to some teammates.
These are guests after a super op that we had.
Carl’s is closing guests after the Op.
Right.
We have teammates that now stay who listen, if you have that going on in your office, don’t ever forget to embrace that moment, guys, because we know what it’s like to have that and then not have that and to have it again.
And then now to be in the social media, you can actually video record anything as everything is happening.
I wish I would have had more videos of us, more pictures, telegram, Groupme, all of that when we first started because I didn’t realize what were missing at that point.
I didn’t realize what we had.
And now doing that again, I’m like, I’m taking footage of everything because I want to create those brand new memories.
I want to be able, these leaders to look back one day and like, look, this is with you when you start, when you didn’t know how to say Primerica.
So we’re out there in colleges doing tables, doing career fairs.
Again, everything that we used to do in the past, we are now doing this again.
And all it is giving ourselves time for our efforts to compound.
Okay, we’re getting these guys out there, not just us, but them, our new leaders, our new teammates, talking.
How do we sit them? Okay, this is what you’re going to do.
This is what you’re going to say.
This is how you invite a guest.
This is how you collect the name and number.
All of that.
Doing it again, guys.
And then these three right here at the last picture.
Carlos has been meeting with them on Monday morning, right, to do that drill for skills.
Just making phone calls with them, being there physically, because Zoom is awesome and I know it’s not going anywhere.
We need those live bodies.
Okay, these are a couple of things that we do with our new, brand new teammates.
Social media is there to spark interest, right? But the actual work is setting up the appointments, meeting with them face to face, recruiting one ones, FNAs, all of that.
But as brand new people, you have to remember, social media people are going to put their list together, top 25, top 50, but all those people are also on their social media.
So for those that are maybe a little afraid to call them, text them what they’re doing, okay, put this in your stories.
Let people know around you what that you’re doing something different.
And then those that, like, comment or reply back to your stories, those are the people we’re going to talk to.
Thank them for liking your flyer, whatever these things are called, your posts.
And then this is a way in for now us to contact them and talk to them.
Okay? So, again, this is not the only way.
This is just one of the ways that we do this with our teammates.
Again, it’s just to spark that interest.
Keith always says, spark that curiosity.
So these are just some tools.
And then for some people that don’t have social media, we send this to them and they text it out to their friends and family directly.
Okay? So if you don’t have social media, that’s not an excuse.
You can send it direct to them.
Hey, look, this is what I’m getting involved in.
I need a favor conversation, right? It’s basic and simple, guys.
It’s the same thing.
This is just a new, innovative way of how to just spark that interest.
We make sure, especially these people, especially in Florida, right? Not too many wear suits and stuff, but a lot of them are from New York and New Jersey, believe it or not, but we make them.
I’m like, listen, you come into the office next week, make sure you’re wearing a blazer, a suit.
I give them a full photo session from me.
I’m the official team photographer, social media content creator at the same time.
So I’m like, this is how I need you to come next week.
I take a bunch of pictures with them.
I create, like, leave them little videos, just something so they can put out there for them.
I’m not doing that forever, but just to start them off, okay? Because that’s what people do.
They look at what you’re doing, and I tell them, tag us in those posts.
Because then when they see or we reply in there, hey, we’re so proud of you.
We can’t wait to be working with you.
You’re going to be amazing on this team.
We put that in their comments and guess what? Their friends go to our page and then look at our content and look at our team content.
And that’s exactly why I have all those Instagrams for our team personal, because that’s what people do.
They stalk you.
They want to know more about you.
They go to your Instagram page to check what’s going on.
Okay? And we’ve been blessed to have an amazing team to show off.
That’s exactly what I want.
I want people to see that average, ordinary people are succeeding and they’ve changed their lives because of this amazing opportunity.
And if social media gives us a way to do that, why not? Guys, use that.
Use that to your advantage.
All right, guys.
And I’m going to have Carlos, me and him, we’ve gotten even closer than ever these last few weeks.
MoVing, transitioning, guys, that puts a stress on anything.
Okay? And people look at us.
We are not perfect in any shape, way or form.
But I feel because of what we’ve been through, we’ve only become closer.
Our marriages become stronger.
Things that are important to us have become more important to us.
But building this business is still the main goal because we have kids.
We have a 14 year old.
In four years, he will be putting his IBA in and he knows he’s going to be getting licensed.
Like, that’s crazy, but what will I give him? He’s not going to get it at 18, of course, but what are we getting ready to pass over? And that today, this weekend has got us thinking.
And I’m like, no, it cannot be what it is today.
It’s only going to be even better.
But you guys all have that opportunity for your families as well.
But please give it up to my amazing husband and partner, Carlos Salazar.
All right, let’s give Sarah did a great job.
Hey, how’s everybody feeling? All right, who’s excited so far? Hey, guys.
Again, we want to just give God all the glory and I want to thank our team for just an amazing job you’re doing.
Keith, Danielle, Wilma, everybody.
Just amazing.
Keith and Danielle, we thank you so much for your leadership, your mentorship through all these last 24 years.
You think about it, and not many companies can you work somewhere and have people that can pour into you in all different aspects of life for the last 24 years.
That’s just not normal.
Keith asked us to kind of share with you what are some things that are working for us, but just to kind of tie in when you speak the second day, a lot of things you’re going to say people already said, but I was talking to someone earlier today and I think Harvey did an amazing job.
But if you think about what we do, guys, if you are leaving here trying to figure out what’s the secret sauce? There’s really no secret sauce.
It’s just more people.
And I know we don’t like to hear that.
And I remember I used to always hear Joe and Ray and all these guys just say, more People when you’re brand new.
I know more people.
But what else? Right? You’re always trying to figure out what else.
Joe, can you give me something else? Great.
Besides more people? And the answer is no, right? I was watching a video that day.
So think about this.
Harvey talked about outlets.
There’s a guy that was trying to tell you on how you could make money off ATM machines, the portable ones.
Right? Think about how this works.
He’s like, for you to make an extra $4,000 profit, you need to go buy ten of those.
They average about 3000 each, which is $30,000.
First of all, you got to make sure they’re all stacked with cash.
All that stuff.
Put them in different areas.
And when it’s all said and done per each of them, it was something like 500, $600 per ATM profit.
So you’re making maybe $3,000, but you got to put up 30,000.
Yet the start was ten.
Well, what if we have ten direct licensed district leaders direct to us, and they’re making one life app each? The profit is bigger than the damn ATM machine.
And you don’t got to put up 30 grand.
But if I could get that one slide or the next slide, I’m going to click it.
Did I press the right one? There you go.
And so, guys, hold on.
I am.
I pressed it.
I see it.
Here we go.
All right, so guys, what’s the main.
I got this from Primerica Online.
And at the end of the day, this is all we got to do.
If you heard everything today, we got to just fuel the machine.
I remember Keith always telling us, you just got to have more people through the pipeline.
You got to have more people through the pipeline.
And so I saw this on PO.
It’s five steps of marketing.
And if you think about it, how do we recruit? Where do we recruit? Right? It says here, natural market, warm market, social media, friendship farming, referral market.
Which one do I do? I get that question all the time from all our people.
And the reality is you do them all.
And which system does work? Does it work? Social media only does old school, top 25 lists.
Think about it.
They all work.
So if you look at the natural market, right, those are some examples of what you could tap into your warm market, your social media.
Watch this.
If you were recruited by a family friend or a relative, whatever, stand up.
Just stand up.
Do me a favor, guys.
Come on, quick.
So, all right, this is warm market, right? They were recruited through a warm market, right? Now, if you were recruited.
Sit down.
If you were recruited through a cold prospect, they met you on the street or whatever, stand up.
All right, so a bunch of people stood up.
All right? Now sit down.
If you were recruited from a social media post or social media, stand up, right? Some are standing, actually, that’s a lot less than I thought.
Wow.
Okay.
The reality is, they all work now.
Carlos, how should I recruit them? Does the op meeting work? Right.
Keith said, go back to op meetings.
We’re doing app meetings again, right.
Keith said, go know, make sure you’re doing the fundamental.
If you were recruited from an op meeting, right, that was your first initial thing.
Stand up.
It.
We got a bunch of op meetings, right? Look at that.
Look at the front row.
How many were from an op meeting? Right? Sit down.
If you were recruited across the kitchen table.
Stand up.
Okay.
There’s a few of you, right? All right.
If you were recruited from a one one interview, first initial contact.
Stand up.
All right.
Some of you didn’t stand up for neither one of them.
How the hell did you get recruited? All right.
Zoom, maybe.
Zoom, right? If you recruited Zoom, stand up.
All right.
We got some other ones that stood up on Zoom.
All right.
Why am I sharing this with you? Because as we walk through the hallways, people are saying, should I do Zoom? Should I do live? Should I do warm market? Should I do friggin everything? Fall in love with one of them and make it happen? But you got to fuel the machine constantly, right? Constantly.
Hopefully, that helps out.
Take a picture of that.
There’s a whole presentation on Primerica Lamb trying to find the audio.
The guy did an amazing job with these slides, but if you think about it, we all got to filter all of these and have enough teammates doing them.
It’s like the ATM machines, right? Some guys, Chris told me yesterday, find guys that want to do it virtually only he goes, then you want the guys that want to do it live.
Chris said, I want them all, and then I want them in all different states, right? Because sometimes, maybe we’ve been here for a little bit, we’re fighting back and forth with the virtual and the live.
I like live better but you know what? I cannot neglect the Zoom world and I want to end up with this and kind of wrap up in the next few minutes.
Maybe you’re sitting here right now, right? And you’re a part of the power source, right? The power source is this.
I mean, think about the things we heard this weekend.
And this is our last big one together, right? And from here we’re going to grow.
That’s the reality.
The reality is in the next six to twelve months, there’ll probably be four or five or six rooms like this.
Because Keith, that made that call, right? That’s what’s going to happen.
We’ll have a Florida location like this.
We have another location where it’s packed, but how many are going to be yours? But maybe you’re sitting there and either you’re new or maybe you’ve been around and you’re wondering, is this going to really work for you? Well, hopefully this weekend you got hope.
I think I’m going to give you four ingredients.
And I talked to this with our New York guys.
What should you get out of this school and then what you should leave with to go take action? Well, the first thing is, hopefully this weekend you got some hope.
You saw some people up here that kind of shared their story with you.
Just like we came in, were college students.
We weren’t born in this country.
We came to the country, we got kicked out of the country, came back to the country.
Right? Nobody’s from immigration, right? Okay.
And so if you think about it, right, weren’t supposed to make it.
And I remember Keith Oto, the first op meeting when I first went, he said, carlos, if you stick to me, it’s a two to four year game plan for you to become a regional vice president and make a six figure income.
That’s exactly what happened.
The reality is Keith also said that to a bunch of people, and we’re saying it to a bunch of you right now, but the difference is going to be who takes action, who kind of has a little hope, believes and takes the action.
We started at 22, 26.
We were making 123 grand as regional vice president.
Exactly what he told us.
Right? But we took action, right? We had the leadership, he called the play and then we took.
So have hope that you can do it.
I mean, you see people up here and you’re like, man, their story is amazing.
If they can do it, why can’t I? And then hopefully this weekend, it expanded your mind.
Hopefully this weekend you came here thinking smaller.
We were thinking smaller.
And now we think bigger.
Why? Because you get around guys like Chris, guys like Joe and Ray, Keith, Oto, Glenn Lee, and they make you think bigger.
Harvey.
Right.
He just expanded our mind right now with his message.
Hopefully you all are.
And if you’re newer, you’re hopefully getting your mind expanded.
That there’s more to life than the stuff that we had.
There’s more to life than the one bedroom apartment I grew up in when I saw Primerica.
There is more to life than buying used cars and having to change the oil every friggin three months yourself, right.
Instead of paying $30 to get it changed.
There is more to life than that.
Right? When I got to hang out with the Costells, remember, brand new in the business.
We got to hang out with them in Hawaii, right? We kind of became adopted kids.
They expanded our mind to what life is like with how you treat your kids and how you could do different things for your kids.
When you get around in an environment like this, your mind’s got to expand.
And then for some of us that have been here, hopefully it’s going to revive us.
It’s going to revive us to take action again.
It’s going to revive us, like Danielle said, to do it one more time, right, to go after it again.
So write that down.
You got to get revived.
What are you fighting for? But then it comes down to this.
This weekend, you got to decide, this cannot be a great meeting, and it can be.
I was part of the last Big Empire Builders meeting.
I was part of history, and that was it.
You got to be part of history and go make history with what’s about to happen with the Empire Builders.
You got to realize that’s the decision we all got to make, including ourselves.
We didn’t go to Florida to retire.
We went to Florida to go build.
And that’s what’s going to happen.
And so I want you to write this down, right, just to kind of wrap.
I want you to write down in your notebook or wherever you’re taking notes.
I deserve more.
See, the reality is we all deserve more.
But a lot of times we don’t believe we deserve more.
And so you got to realize that as you deserve more, there’s three things right now that’s stopping you from getting more.
So you need to figure that out this weekend.
What are three things that are stopping me from deserving more? And then you got to put down on the other side.
What are three things that you want, that you need to do to go deserve more? What are the three changes that I got to go make to go deserve more.
And then I want you to think of at least three people.
If you go after this today, this weekend, and we go after this in the last 90 days of the year or less than 90 days, who are three people we’re going to impact in a different way and change their lives.
Some of us have more than three.
But, guys, you’re part of a company.
In the last 24 years, again, thanking Keith and Danielle and all the leaders here, this has changed our life and our kids lives forever.
I don’t know any other place that would take us.
They don’t care where we come from, how we look, nothing.
If you want this, you could do it.
So I want you to stand up for a second and just wrap up with this.
When I say you do, you say what? Deserve more, right? One, two, three, you.
Let’s go get it, guys.
See you at the top.
