Ever feel like you’re stuck in a rut, unable to break through to the next level in your Primerica business? You’re not alone. Many reps struggle with maintaining high energy and focus, which can stall growth and momentum. But what if you could transform your environment into a powerhouse of motivation and success? That’s exactly what Mervyn Boone and Andrew Clarke dive into in this electrifying session. They share the secrets to creating a high-energy atmosphere that fuels growth and inspires action. It’s not just about working harder; it’s about working smarter and creating an environment that attracts success. This video is packed with insights and strategies that can help you elevate your game and achieve the results you’ve been dreaming of. Don’t miss out on this must-see moment that could be the breakthrough you’ve been waiting for. Watch it now and get ready to take your business to new heights!
Video Transcription:
Good morning.
All right, so before we have an opportunity to speak, I want, you know, if you guys could hear from newly promoted regional Vice President Andrew Clark.
How y’all doing? Let’s go.
All right.
All right.
So I’m gonna keep it 100 with y’all.
I tell my the team this all the time.
I’m a little flow in terms of how I process information.
It takes me a little bit longer to get things because I’d be sitting in meetings all the time, and I’d hear things like, you need to believe in yourself.
And I’d be like, kind of loser.
Don’t believe in himself.
And I’d be like, oh, shoot, I’m the loser.
I don’t believe in myself, right? And a lot of the information I’d missed.
And Mervyn took us one of the trips.
And anyone ever been stuck mentally, like, you just felt like you couldn’t? And I remember I wanted to speak to Joe Ward, and I had a chance to sit down with him, and he was giving me some great tips.
I was recording, writing things down.
And it wasn’t until Cedric Thomas, he’s a national sales director, he came over to him and he said, hey, Joe, don’t waste your time, because if this boy don’t get his mind right, it don’t matter what you tell him.
And I said, oh, shoot.
And it wasn’t until that conversation I took it to heart, and I said, man, I got to start guarding what I think about.
And I wasn’t really guarding my thoughts the way I needed to guard my thoughts.
I wasn’t really protecting what I put in my brain.
You all follow what I’m saying, right? And the same soil that could grow a beautiful flowers, beautiful garden, could also grow weeds.
And I had a lot of negative thoughts that I let go into my brain, and it kept me from doing the things that we needed to do.
And it took some time.
It doesn’t happen overnight, but incrementally, we started making changes, started making adjustments into things that we talked about, how we saw ourselves, the thoughts that we let into our brain.
And as you can see, that’s what happened.
We got our regional vice president promotion from those changes, and we’re going to continue.
And during that time, man, you have to practice principle number four have a merger with your upline.
And my prayer for you guys is that you guys don’t become too familiar with your regional vice president or your upline, that their words can no longer help you.
And we had to get right back into alignment with, you know, that’s why were able to help them get their SVP contract, right? And we’re going to take them to the top.
But I’d like to bring back up senior Vice President Mervyn Boone.
Andrew Clark.
All right, so they asked us to talk about growing your base shop.
And as I was doing this talk, I was like, oh, Keith did it to me again.
Because I’m doing like right.
We got to get back on this on a more consistent so I’m going to go through because you guys pretty much got all this right, I think, this weekend from a bunch of speakers.
But I wanted to hit on this right, because this is everything right here.
Glenn Williams four point play.
It doesn’t matter if you’re remodeling, like Omar said, if you’re future RVP, if you follow this play, right? If you follow this play with every other damn, how many plays? I got to follow all the plays, right? But this is the play that’s going to grow your business, okay? And the first one that Glenn Williams talks about, of course, is recruiting.
Oh, I already heard that this weekend.
Well, you’re going to hear it again and again, because recruiting is the lifeblood of our business.
Does that make sense? But here’s the thing, okay? Yes, we got to recruit directs, but you got to be intent on the directs that you’re recruiting.
See, there’s rules to this.
And when we follow the rules, the business works for us, and when we don’t, it doesn’t.
And the first rule is a recruit is not a recruit today have a recruit.
A recruit is not a recruit.
Today have a recruit.
And anytime we’ve adapted to that and we’ve applied that, okay? Right.
Things happen for us.
So you start, you got to get direct, and of course, then you got to double digit recruit.
Now, Roy Lipson always tells us the business starts when you double digit recruit twelve months in a row.
But we got to pay attention to what the company recognizes, okay? The company recognizes future RVPs when you do 20 x 20 RVPs, the company gives us bonus when we do, what, 20 by 20.
And I heard hHONG say one time, long time ago, your business really doesn’t explode till you start doing 20 recruits a month.
20 recruits a month.
Then, of course, 30, 51 hundred.
And we’re going to get there.
Okay? But the reason why it starts at 20, you want to pay attention to that because you start licensing four or five people a month, and four or five people a month will get you to RVP sooner, okay? Right.
Then after that, you got to field train.
So you got to recruit, then you got to field train.
And sometimes we got caught up in this, okay? Whitney Cooper talked about it.
When do you stop field training somebody? You’ll figure it out, okay? But you want to stay in that leg.
You want to stay with that person, okay? I said last night how we met Andrew.
Shannon got started the first 30 days.
She got off to a fast start.
She hit her sprint district.
We met Andrew, we did a one one.
The next day, we told him, bring back some guests.
He brought back a guest.
He recruited Graciella.
Graciella we did a field training appointment.
She recruited some people who recruited some people.
And a part of his team that went to RP was Graciella and Rosie and Ellie.
Give them a handwriter.
Doing a great job.
Natalia Sanchez.
Okay.
So you got to stay in that team.
Yes, I want producers, but I want a team of people.
I repeat, I want producers, but I want a team of people, okay.
Because producers, things can happen.
Right? So I want a team of people.
And then from field training, you want to get people licensed, and there’s some things you want to pay attention to in terms of licensing.
Okay? The first thing is, yes, you got to get fully licensed, but the main thing is you want a double digit license.
All right, there we go.
You want to get to ten licenses as soon as possible on your team.
Ten licenses.
Then you want to get it to 25.
Okay.
I remember early on, Mark Marchesani says, all the work is getting to 25, and then going from 25 to 100 is easier because now you got 25 people working with you.
Are you guys with me? Right.
So from ten to 25, and then you want to get to 50, then you want to get to 100, and then now this is the part we really get excited, because I see what the power builder team I see what the VIP team is doing.
Right.
Okay.
Thank you all for selling the dream.
Right.
We woke up.
Okay.
We got to get to a 300 hierarchy.
Right? Okay.
So you want to have steps.
So you’re growing your business.
That’s your distribution.
Licensing.
Licensing.
Okay.
And can I have a disclaimer, though? Real talk.
Can I be transparent with you all? We need to grow licensing, but you need to grow licensed leaders.
Yes, I want to grow codes, but I want to grow codes that are productive in teams, but I want to get people licensed, but I also want to get people licensed who show up.
I’m just saying.
Right, okay.
And then from there, you want to promote people, want to get people in promotions.
So that’s Glenn Williams four point play, and that’s what we’re doing in that regards.
Now, how do you develop leaders? Listen, in our environment, one of the things that we’re very big on and we learned this early on, is that you got to have an environment that has high energy.
High energy.
Right.
Okay.
Music going.
Right? I’m sorry.
Sometimes I have some teammates, the music’s too loud.
Okay.
To enclose your ears.
Right.
Okay.
Sometimes it’s ratchet, but hey, that gets the energy going.
Okay.
High energy, high talking.
I know sometimes when you all see me in the hallway, I’m very reserved, but when I get this microphone, I am fired up.
Okay? Right.
So you got to have high energy.
High energy.
Environment attracts people, gets people coming around right? Then from there, you want to have self improvement.
Self improvement? What kind of self improvement? Primerica self improvement.
And then you want to have reading books, audibles, whatever you got to do.
You got to work on your brain.
Self improvement.
Self improvement is everything.
Listen, I came to Primerica making 38,000 a year, right? Well, Zulia’s mind, he was making 35.
She was making more, right? So she’s competitive, okay? But I had to work on my brain, so we had to change the chip.
So, yes, I got to get great at the fundamentals, but I got to get great at elevating my mind so I could attract the right people into our brain, right onto our team.
Excuse me.
And then you got to shift responsibility.
Listen, we’re all leaders, and when we’re leaders, we’re control freaks, okay? So sometimes we want to do everything, but you got to shift.
This has been the chain.
We’re shifting responsibilities.
Like the other day, we sent a message, I congratulated Rosie or Suna.
She’s now going to be setting up trainings for Tuesday night.
Give her a.
Right.
So so you want to start shifting responsibilities to other people because when people have responsibilities, they get excited about that.
They just want to be a part of the team.
Even if they’re doing zero by zero, they just feel like they’re contributing some way, somehow.
Does that make sense? Right? Then it’s coaching.
Okay? Listen, this is a lot of times our upline said things to us that I had to go in the corner and say some words.
But then I turn back around, I smile, and some of us need to grow up.
Last school, we was in an RVP meeting.
Omar had some words in regards to feelings, if y’all remember that.
But a lot of us need to get our feelings together, okay? Because they don’t pay us for our feelings.
Okay? Leaders need leadership.
So we got to have the ability to coach people, but we got to be willing to be coached.
And then when you’re developing coaches, okay, then you got to let them go.
Guys, guess what? You got to let them go.
And then give them some mentorship, right? Give them poor belief in them.
Talk to them.
Tell them that they can do it.
Tell how awesome they are, how great they are going to be in this company, okay? Does that make sense? Right? I just want to recognize our team of destiny hierarchy right there in the front, okay? Also our RVPs.
Jazz and Warner platinum Divas and Don shannon chris and Green Dynasty Team elevation in.
Listen, this is the beginning.
That senior vice president contract.
Y’all ain’t seen nothing yet, all right? Okay.
And I’m going to say this.
I’m going to say this boldly.
Tod is back, okay? Right.
I’ll see you guys at the top.
