Ever feel like you’re stuck in a rut, trying to build your Primerica business but not seeing the results you want? You’re not alone. Many reps struggle with finding the right approach to recruiting and building momentum. But what if you could change that? What if you could learn from someone who’s been in the trenches and come out on top? That’s exactly what Jim Meyer shares in this powerful session. He takes you through his 40-year journey in financial independence, offering insights and strategies that have helped him and countless others succeed. It’s not just about the numbers; it’s about the mindset and techniques that can transform your business. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the breakthrough tips that could change your Primerica journey forever.
Video Transcription:
What an amazing day.
That was unbelievable.
That was just.
I sat there and just was like, wow.
One after the other.
There’s a lot of people out there that obviously want to change their lives.
You’re looking at the luckiest guy that have ever joined this business.
When I joined, there was no social media, there was no cell phones, and we sent apps to Atlanta by pigeon.
The first two is true.
The third one’s bull.
But where this company’s at right now and what we are experiencing this weekend was unheard of.
$131 million earners.
When I got involved in 1984, there was no million dollar income earners.
I’m sure art was making a million dollars, but his income wasn’t disclosed.
And now to see what’s going on, and it brings me back to thinking about my first ever opportunity meeting, which was April 3, 1984.
Here is the notebook I took to the meeting.
Why did I take a notebook to the meeting? Because the person who prospected me, not through social media, by asking me a question at work one day, and he asked me this.
Are you from New Jersey? Ask people questions they know the answer to.
When he asked me if I was from New Jersey, I didn’t have to look at my license to see where I was from.
I knew where I was from.
I said, yeah, why do you ask? He said, oh, my vp.
I don’t remember exactly, but something.
My vp is expanding his business, looking for some sharp, hard working people.
Do you know anybody? I said, yeah, me.
Doing what? I don’t remember exactly what he said.
It was something like this.
Teach me about a make and save money for retirement.
There’s a need for that, isn’t there? I said, yeah, I know.
I’d like to make some money.
And he invited me to a meeting.
But he didn’t just invite me to a meeting.
He also told me to dress sharp and bring a notebook.
So what did I do? I wore the one suit I owned because I didn’t know I owned it.
My mom and dad bought it from when I graduated college, and I couldn’t find a notebook because I was out of college for a year.
There was not something that I was taking a lot of notes on.
So I found my notebook that my good friend Paul Sinosky gave me when he turned the paint business that I worked for him in.
And I took my notebook to the darn meeting.
And what’s amazing is I stand in front of you today, 40 years later, with the notes from that meeting, and at the top, I wrote the date.
April 3, 1984.
Those of you that are taking notes.
I know people don’t take notes no more.
That’s a mistake.
Take notes not only in your phone, because I don’t know the stats on taking something in a phone.
But I do know this.
When you’re working off your phone, a lot of crap pops up on it during the day, and you will get distracted.
When you write a notebook, there’s some stats, I’m not going to try to give them to you.
But when you write something out, you have a higher probability of remembering it than if you just don’t write it down or type it in a phone.
So I learned a great technique.
Write the date.
April 3, 1984.
Al Williams, Fortune 100 company.
They said what they did, iras, mutual funds, personal life insurance.
The phone number of the guy who invited me.
His name was guy.
He opened up the meeting.
Introduce me to other people that were doing the meeting.
That was part of our technique back then.
Even if you’re going to be doing things through virtual, you better familiarize yourself, get to know the people.
I heard the other day, and I think you did a great job putting aside about getting into conduct before the meeting, during the meeting, after the meeting.
Yeah, these are all wonderful things.
He went on to.
He started the meeting and said, good evening, welcome.
We help people.
I was like, good lord, I took a night off work for this.
You help people.
Come on.
He had a chain around his neck.
Oh, dad Gumit, those gold things are gone.
So he had a chain around his neck that said, success express.
Your upline is your lifeline.
But he introduced me to a meeting that changed my life forever.
Is he still here? No.
Bill said it earlier.
There were seven people between Joe Entscher and myself.
Not four, not five, not six, but seven.
Four was a common number there because four of them ended up in jail.
Your upline is your lifeline.
I’m glad I didn’t follow that routine.
Why did they end up in jail? That’s a whole nother story.
I’m not going to get it today, but praise God I didn’t get involved in a prior business those guys were involved in.
And I wrote on here the question of the night.
Where do you get your prospective customers? If you look at my notes, you’ll say, is that really the word perspective? I didn’t know how to spell it.
One of my techniques back then still lives to this day.
If you don’t know how to spell a darn word, just scribble it.
There’s another word on here.
You’re not going to be able to read.
It’s Joe entry in the media talked about we build distribution.
Bill Lorenz did a magnificent job talking about building distribution.
Also did a magnificent job on talking about having a money consciousness that was just unbelievable what we got a chance to experience before lunch.
And here I am trying to write the word distribution.
It’s on my second page, where I wrote a bunch of names during the meeting, because the meeting I went to on April 3, 1984, was an opportunity meeting.
They talked to me about an opportunity that could change my life, not a product meeting.
And answer talked about distribution.
So if you look closely here, I struggle with distribution.
I actually wrote it twice.
I got distribute and distribution.
I don’t know what the ending there is, but I think it’s coincidental that 40 years ago, I wrote names on a piece of paper.
Names like mom, Mike and Kathy and their friends Cody, who was my high school basketball coach, Ack.
I’m gonna talk about Ack a little later.
I’m a multimillionaire today because of one person named Ack, who led me to Frank, who led me to Ira, who led me to a guy named Jim Penn.
Four people down.
Jim Penn has made a million, $200,000 a year for the last 20 years.
We’ve got about 40% at four or 500,000 a year because of my name on a piece of paper called Ack.
Steve Ackeway.
I’ve talked about him for years.
Some of the guys were in New Jersey with me, and we drove by my old house, and sure enough, there’s Steve Acklay’s parents house.
Young kid comes out.
I’m like, are you? In a way? He goes, yes.
You guys were there.
Yes, I am.
I go, is your dad Steve? Yes, he is.
I reconnected with Steve.
I’m like, steve, how you been? He goes, oh, Jimmy.
He calls me stick.
That’s been stick, how you doing? Great, Steve.
He goes, I hear you talk about me.
I said, it’s all good, bro.
It’s all good.
Appreciate you tremendously.
By the way, do you know one other person? Boy, if you know another Ira, who knows another Frank, who could get me another Jimmy Penn? Oh, baby.
And we laughed.
See? Names on a piece of paper.
But just like in 1984, a lot of those names that are on there said to me, I don’t want to talk to my friends.
I don’t want to talk to my family.
That’s for only one reason.
You don’t believe in what we do.
I don’t know why the good Lord put it on my heart very quickly.
I believed in what this company did.
Why? Because they taught me some stuff I did not know.
I did not know the rule of 72 that, as Bill said yesterday, blew my butt out of the water.
Time and consistency.
They showed me example.
A 22 year old young man fully funding, not a Roth IRA.
There was no such thing as a Roth IrA.
It was called a traditional IRA or a non traditional.
I was able to take the money off my taxes, then pay taxes later on.
That’s the one I voted for.
Because they showed me a 22 year old person saving $2,000 a month for seven years.
And for those of you that are slow, 2000 for seven years is $14,000.
His friend at 22 didn’t do it for seven years.
He’d have to save it from 29 to 65 because that was the number back then for retirement.
I know it’s 67 now.
They’d put all that money in all those years.
And the one person who put 14,000 in had more than the person who put 100,000 in.
As I was looking through the how money works book the other day, the numbers are different now.
They’re more powerful.
Are you kidding me? Look at this.
The 22 year old person doesn’t put 2000 in anymore.
They put 6500 in, if they can, a year.
Where the heck is it here anyway? Go.
As a matter of fact.
Oh, no, here it is.
I will say it.
One guy put in 52,000.
The other guy has to put in 243,000.
The guy who put in 52 ends up with 195,000 more than the guy who put in.
Or gal who put in 247,000.
Are you kidding me? How would you not want to share that with somebody? I want to tell every young person I know, and I do.
You need to start a Roth Ira.
And they all say the same thing.
I will when I got some money.
When do you think you’re gonna have some money? I don’t know.
Well, the good news for you is I could teach you how to have some money after watching those incredible ladies.
I gotta get better at the social media.
But I’ll tell you what I’m pretty darn good at, is meeting people face to face.
We were out last night at some darn restaurant.
I’m getting phone numbers from people.
Why? Cause I gotta get my skillset better.
All right? I don’t believe we’re ever gonna build, by the way.
Listen to me loud and clear.
You better hope this business can never get built without human interaction with another human being.
Because if that happens, they’re not gonna pay us $100,000 to build 15 clients a month.
I lived through today, Citigroup went to nothing.
I lived through the fears that this company was going to become a runoff business.
What that meant was Citigroup was just going to get rid of all of us and just take the premiums and the twelve v one s and keep the money.
Oh, could that ever happen again? I don’t know.
I don’t think so, because we’re not part of anything.
We’re now primerica.
We’re now rocking our own company.
But I like living with that fear that one day they might come out and say, congratulations to all of you that have built your teams and recruited a big business.
But we’re shutting recruiting down.
Oh, that will never happen.
I believe it will never happen.
But so many people play the game.
If I don’t recruit this month, I’ll recruit next month.
Two years ago at that convention, we decided to start again.
Find out what blows your butt out of the water.
Art Williams always taught us it takes 18 to 24 months to develop a management philosophy.
18 to 24 months.
I had a management philosophy.
I was here for 38 years at that time.
I got a manager philosophy.
At that time, we had 300 rvps.
I got a management philosophy.
I’m good.
No, I didn’t.
When it came to building a base shop, I had a management philosophy, a leadership philosophy of running a company, and I did fairly well at that.
I was telling Hogan this the other day, man, old man, I haven’t had a bay shop in eight years.
He goes, you haven’t done it for eight years.
I go, Hogan, the facts are I haven’t done it for at least 28 years, maybe 30 years.
He goes, what do you mean? I go, I had a base shop for all those years, promoted some wonderful RVP’s, which I’ll talk about in a few minutes in Florida.
But we had leaders that were trained and knew what to do, and they had a leader that knew how to create an environment that massaged them.
But they were doing the training.
All of a sudden, 1819 months ago, when I started this journey, I realized very quickly, I got to get a leadership philosophy.
I don’t have a clue what I’m doing.
That’s a tough thing to accept.
I heard one of the ladies say earlier, tremendous talk she gave about, you got to always be growing.
Well, I stopped growing.
I didn’t mentally one day say, I’m going to stop growing, but if you play golf five times a week, and hang out with a bunch of other people that ain’t talking about growing.
You just stop growing.
Not purposely.
And all of a sudden I said, oh, my God, I had to get books.
Those when she pulled up.
All those things she listens to.
That’s the same stuff.
I know that page.
All right.
I’m too cheap to pay for the guy, so.
I still hear that guy.
Come on.
Hi, I’m Evan, or whatever the guy’s name is.
Free quickbooks.
What is it? Free reading books.
How can I get rid of this guy? Okay, but he’s not on for long.
But he pops up on a consistent basis.
But those things are amazing.
Amazing.
See, our leadership for our base shop.
Now, our leadership philosophy is we’re going to recruit people.
We’re going to train people.
What do we train them to do? Number one, they’re going to understand what we do.
We teach people how to make and save money for retirement.
That’s what we do.
We teach people how money works.
You come up, whatever your phrase is, we judge a successful day by how many people ask you what you do.
If you go a full day and nobody asks you what you do, you haven’t created any interest.
We’re in the business of creating interest, then overcoming objections, and then closing.
So we’re training people with the goal to develop qualified district leaders.
Front row.
The whole place stood up.
Bay shop.
And you guys, I get you a front row.
See, that’s the problem right now.
You’re too damn soft.
I saved your friggin seats.
The rest of you stay seated.
Bay shop, you get your butt up right now.
We’re developing qualified district leaders.
You forgot to give me a punch.
We’re developing qualified district leaders.
A little better.
It’s still like a d.
Okay, no one ever said it was going to be easy, but we’ve made the first step.
How are we going to do this? Listen to me.
After we recruit people, train people, and develop qualified district leaders, we have to get people to introduce us, watch us, so they get paid.
When I started 18 months ago, and I’m so embarrassed by this, but when I started 18 months ago, I said that field training partners.
I ain’t doing that.
I’m not doing a field trainer bonus.
Most people don’t get licensed.
I’m not going to lie to people.
Why would I talk about a field trainer bonus when only x amount of people get a license? So I’m holier than now.
I’m not going to do that.
What a darn loser.
I actually feel like I’m on my first ever kitchen table right now.
Reason being, I know I’m sweating like a pig on this arm.
So I’m very conscious of trying to keep this arm down.
But let me just get it out in the open so we can just get over this shit, okay? And I don’t know what happened, babe, but I must have missed this side this morning, okay? Get me up for a damn tailgate at in the morning.
I must have been putting a deodorant in the wrong place or something.
But I kid you not, my first ever kitchen table 40 years ago.
Not 40, 39 and a half, whatever.
Years ago.
I’ll never forget I had my blazer on, right? The guy’s like, why don’t you loosen up about.
Take your jacket off.
Okay.
So I take my jacket, I’m like, oh, crap, it must be this left side.
We gotta get this checked out.
I might have a long term problem here, I swear to God.
And I used to wear shirts with pockets, okay? I don’t wear shirts with pockets no more.
When you get your shirts made, you pick how you want them made.
Don’t give me a stupid pocket.
I’m not going to put a pocket protector in there or something, but I had a pocket.
And the more conscious I got when I was giving the presentation.
Why am I here? To show you how to realign your acids.
I was more and more coming.
Before you know it, man, that sweat stain was starting to come all the way across.
Isn’t it great to know it doesn’t matter where we start.
What matters is where we darn finish.
And all of a sudden, my dumb butts, I ain’t doing no field training bonus.
It ain’t my fault they don’t get a license.
Some will, some won’t.
So what? Back in the day, we had a field trainer bonus.
As my friends who’ve been here a while know, the field trainer bonus was as a district leader, I had to give somebody 50 or $100 from the 150 I made.
That’s how we incented people to get their training done.
Now the company has this in place, so it’s taken a while to learn the curve because I want people to get paid.
By the way, biggest fallacy in Primerica is people quit if they don’t make money.
That’s not true.
Heard earlier, my man, that young man, Edouard, man, what a superstar he is.
He’s so fired up doing his rvps quit.
Let me tell you the next phase.
You have a guy that makes 100 grand, quit the highest person I’ve ever had quit was making 300 grand.
I’ve had two of them.
Two of them.
Why would you leave when you make 300 grand? Why would you ask me that? I didn’t leave when I made 300 grand.
I thank God that I was making 300 grand.
But people forget where they come from.
They think they’re bigger than the team.
I don’t know.
I didn’t leave.
So as we look at this, it’s important to understand we got to develop transferable techniques.
Transferable techniques.
Always be positive.
Not even when it’s always being excited.
Happy people attract others like them.
I was talking to somebody earlier.
They go, you know, a couple guys on my team, they’re really negative, coach.
What should I do about them? I said, maybe you need to get more positive.
Are you saying I’m negative? I’m not saying you’re negative.
I’m just telling you I don’t have a lot of negative people around me because I get rid of them.
I don’t want them around, not going to play.
This is a volunteer army.
If you’re going to look for what’s wrong, you’re going to find it.
The guy’s got sweat stains under his arm.
Get over it.
Okay.
The bottom line is this.
They got to get tough.
We’re going to duplicate ourselves.
You win, they win.
They win.
You win.
You lose, they lose.
It’s about winning here.
You watch that basketball game last night? Dagum, man.
I tell you right now, this girls basketball stuff is unbelievable.
If you’re a fundamentalist when it comes to basketball, girls, that high level college girls basketball is the best basketball out there.
Last night, man, that game, UConn against Daggum, Iowa, and came down to the final play, and they called a foul.
Everyone’s saying it shouldn’t have been a foul.
It should be a foul.
Blah, blah, man.
The girl from Connecticut, the superstar, she comes down and says, listen, one play don’t decide the game.
One play does not decide the game.
There’s a winner, there’s a loser.
The good news here is you can start over again anytime you want.
Speed of the coach is the speed of the team.
But you better understand what a VDP is.
You don’t want VD.
We’re not going to talk about VD.
We’re in church today.
But the bottom line is this.
A VDP is a very draining person.
Very draining.
Got no time for him.
I want to go find some vtps.
I know it’s not on there.
VT.
Very teachable person.
That’s what I was, man, I was teachable.
I wanted to learn.
You have a financial interest in my success.
Joe entra told me, he said, jimmy, you make money, I make money.
You don’t make any money.
I don’t make any money.
Which one of those two you think I’d rather do? Kim and I had a deal this week with somebody.
Oh, yeah? You know, this isn’t really working.
I’m like, I just want to let you know, like, I get the feel from you like that, like you think we’re making a lot of money because of the relationship we’ve had with you for the last year.
Do you understand? You made no money.
We’ve made no money in this relationship.
We’ve actually lost a lot of money in this relationship.
We’ve invested in you guys, which I’m going to keep doing.
I want to invest in people.
But there comes a point.
If you’re not going to be teachable, bam.
Ain’t you told me? Hey, Meyer, you don’t get your mind right, bam.
I get rid of you.
I get somebody else here.
I know one thing, we got 14 people here.
It’s pathetic.
But we got more than a lot of our RVP’s have here and they’ve never shut down their base shop.
You gotta ask yourself why that is.
I know why we’re beginning to grow.
Because I hate losing.
I hate losing more than I love winning.
And by the way, it ain’t about me against somebody else.
It’s about me against me.
Am I doing all I can do? Am I being the best I can be? All you can do is all you can do, and all you can do is enough.
I know.
I’ve listened to Art Williams as much as most people.
Not Bill, but Bill gets the live version of it all the time.
But I listen to him to this day.
I read pushing up people to this day, the Al Williams way that I use in Hawaii.
Peter Schneider took a picture of it.
He goes, oh, my God.
The thing is taped together.
You’re darn right.
Yeah.
Peter, this book means everything to me.
I love that book.
So I understand the sentence, but the question is, what’s your b’s factor on all you could do? Because most people, they just.
They lie to themselves.
You don’t understand what I’m going through, Jim.
You’re right, I don’t.
But you don’t understand what I’m going through.
Vip’s not very important, people.
No one’s any better than anyone else in this room.
Not one of us.
Some of us do a lot more with our lives.
Not because we’re better, but because we’re more intense, more focused.
And I don’t mean tense.
Tense is like when you’re constipated and you’re.
No one wants to be around somebody like that.
Intense, focused.
And learn to tell your story.
Where I was, where I am, where I’m going.
If it’s broke, fix it.
Swallow your pride.
It ain’t fun me having to come out in front of our teammates.
I didn’t even know what I was doing.
But I know when I send that message out there, more people will be willing to help me because one thing I’m good at, man, is I’ll copy my way to success.
I ain’t afraid to copy.
I ain’t afraid to put my head.
I need help.
But a lot of people won’t do that because I’m a VP now.
I’m an SVP now.
I’m a darn division.
I’m going to RVP.
Very fortunate, have an amazing business.
As I wrap up, building off of what Bill talked about tremendously, you look at being a leader.
Leaders don’t show hurt.
They don’t show doubt.
They don’t show fear.
See, you look at a couple examples.
The first one I’m going to give you is I talked about my buddy Steve.
He lived two houses away from me.
Leads me to Frank, leads me to Ira, leads me to Jim Penn.
Steve and I went to high school together.
He was on my list, the list that’s in that book.
Frank and I also went to high school together, but Steve was closer to him.
So Steve invited Frank.
Frank was not on my list.
Frank worked with Ira.
Ira was best friends with Jim Penn.
Four deep.
Another one, I had a couple people.
I can’t remember their names, but one, I got a guy named Glenn from one of those people.
Glenn became an assistant of mine, started working around the office.
He had a guy named Dave.
Dave had a guy named Aaron.
Aaron went into a golf store in Jacksonville and met a.
How old were you then, Jason? A 20 year old young man named Jason Cueva.
Jason Cueva came to a meeting and got started.
Jason and Jen, stand up if you would.
Jason and Jen started building a nice business.
They were young, 20 years old.
They were high school sweethearts.
They were a king and queen at the prom, all that kind of stuff.
Cool, fun people.
I really enjoyed their company.
They started learning, they started getting better.
They brought in.
They had a guy.
We don’t know exactly where it came from, but Joe, you would stand up.
Jehovah’s and Zamora.
Okay, Jehovah.
Zamara were Jason and Jen’s replacement.
Leg.
Djovic came in from his brother, Jorvich.
Jorvich knew somebody in New York.
Clara.
Okay, knew her.
Clara knew Niberto.
And Niberto, was Niberto direct to you, Jase? No, about four away.
So it’s even.
Four more down, becomes the replacement.
Jason and Jen are over 200 grand.
Joven’s the mayor, over 200 grand.
And then Jason was working on prospecting, so he wasn’t good at getting names that time.
So he would just give people cards.
I’d go out and do something.
Sure enough, he’s out in some furniture store.
Diane is a receptionist at a furniture store.
Diane and Asley stand up in a furniture store.
And Jason in a sheepless manner.
Hey, if you know anybody that might, here’s my card.
Okay.
Well, Ashley was like the stay at home undad and not working, which isn’t true.
I’m teasing, Asley.
But Danny goes, I met this guy.
Here’s his card.
Call him.
And if you know Diana, when Diana tells Asriel to do something, he’s learned to say, yes, dear.
So he calls Jason.
They hook up.
Now, watch this.
From God knows how many generations away.
Jason and Jen, over 200.
Jehovah and Zemera, over 200.
Ezra and Diana, over $300,000.
I knew none of them when I joined the business.
Give them a big hand.
Last but not least, as I leave you, Alan Abner, stand up.
Somebody I knew prospected Allen.
Allen was working in a.
Hold on.
Alan was working in a sporting goods store.
Somebody prospected him.
Got a name? Excuse me.
You keep your arms open.
Alan says, yeah, he’s a college kid.
Comes to the meeting.
He loves statistics.
I remember doing his interview, he goes, I’m a statistics major.
I love math.
I’m like, oh, good lord.
I’ve never seen anybody.
I took statistics.
I hate it.
I’m like, but guess what? You learn to relate with people.
Oh, really? Well, if you love math, you’re gonna love this.
Guess what? If he said he hates math.
I said, oh, if you hate math, you’re gonna love this.
Allen gets rocking and rolling.
Look at this here.
Alan had a guy named AJ direct to him.
AJ, okay, AJ.
He didn’t do nothing, but we had him answer the phones.
AJ, you got no job.
Sit in the office and answer the phones.
Lawan comes walking in the office one day.
We tell people, if you help us answer the phones and people call in, it’d be your business.
If you help us answer the phones and somebody walks in, it’s your recruitment.
Oh, Lawan comes in.
Being Lawan in.
Jess, please.
Okay? They come in and just.
Hey, I’m looking to get started.
My brother’s in the business.
Atlanta.
Right.
So next thing you know, Alan’s meeting with him.
Bam.
200 plus thousand dollar commander well underway to making $200,000.
Stay standing.
Alan also had a guy that worked with him.
He used to work with me.
When I shut my base shop down, I transferred him to Allen.
A guy named Mike.
Mike.
Mike was out giving out his cards.
Okay.
I’m so embarrassed that my guys are so wimpy that he had to give out a card.
Okay? I’ve never even had a card in my career.
Okay? These guys are here.
Call me, please.
Oh, maybe they’ll call me.
Maybe they’ll call me.
Maybe they’ll call me.
Talk to somebody.
But anyway, even giving out cards is better than doing nothing, right? Sure enough, Mike gives his card to somebody that ends up in a garbage can.
Some real estate agent picks it up.
A prospect for real estate picks it up.
That prospect gives it to Cindy Burch.
Cindy, stand up, please.
Gives it to Cindy Burch.
Okay.
Cindy Birch was this person’s real estate agent.
Cindy Burch calls Alan Abner.
Rvp.
SVP.
Rvp.
Give them all big hand now.
Let’s wrap up as I get out of here.
Watch this.
I’m out here.
Let me get my stuff.
Do what you say you’re gonna do.
What a better world we would live in if more people did what they say they’re gonna do.
And if it’s not going the way you want, don’t beat yourself up.
Just make an adjustment.
Stop caring what everyone thinks about what you’re trying to accomplish.
They can’t possibly know or care how you feel.
You must make a decision based on what you want first.
Everyone else has their own agenda.
Why not you? The Ortiz team.
Congratulations.
Those young men you got coming up.
My God.
And I know your sons for a while, man, but the next generation of these guys.
It’s wonderful to see what’s going on.
Assad, thank you for the job you did today.
It’s my privilege and pleasure to be in business with you guys.
Johnny, we go way back.
Oh, Johnny gets cocked up here before because they’re all beating me in every category, you know, nothing against my securities, friends, but when you’re a recruiter and you start getting recognized for securities, it’s the kiss of death.
It’s just like I cannot believe I am getting.
I’ve not got one award here.
Now I’m getting security awards, vice, and I hope they do an income award.
I know I got to get an income award in this darn place.
And Lavin was four.
So I go boasting up to Johnny goes, well, you only beat me because you did that big variable annuity.
I go, John, I’ve been beating you like a drum for 35 years.
Variable annuity.
And I’m also now beating you in your base shop.
Yeah.
Equate not staying focused with massive pain and discomfort.
Create strong visual images of what will happen to your life if you don’t do what’s most productive at every given moment.
If we don’t feel discomfort, we’ll get lazy and stop doing what we know we must do.
What must we all do? Recruit, train and develop qualified district leaders.
God bless you and thanks so much for having me.
