Ever feel like you’re stuck in a recruiting rut, no matter how hard you try? You’re not alone. Many reps struggle to build momentum, feeling like they’re spinning their wheels without gaining traction. But what if you could change that? What if you could master the art of recruiting and watch your business explode with growth? That’s exactly what Carl & Joniel Browns dive into in this powerful training session. They break down the 10 essential steps to mastering recruitment, offering practical tips and real-life examples that can transform your approach. It’s not just about numbers; it’s about building genuine connections and leveraging your story to inspire others. This isn’t just another training; it’s a game-changer for anyone serious about taking their business to the next level. So, if you’re ready to break free from the cycle and ignite your recruiting efforts, this video is a must-watch. Dive in now and discover the strategies that top reps are using to turn potential into performance.
Video Transcription:
”Now listen, if you’re going to run through this because of time, all right, but I want to make sure you understand this.
You can’t go to RMP without recruiting.
Period.
Right.
I could just end it right there.
Okay.
But I’m going to give you some how tos on how to recruit.
You need personal recruiting, right, has been our statement.We said if anything else fails, we’re going to personally recruit.
That means if our business is crap, we’re going to be recruiting.
Because all it takes is one for an explosion, all right? So we understood that, right? All those fellows recruit.
But I’m going to show you how to master recruiting over the, uh, the kitchen table or Zoom, right?Um, so I’m going to do this in ten steps, all right? So I’m going to go rapid fire, all right? Just get the steps and I’m going to give you some examples of it, right? So building rapport, number one important thing, all right? Rapport is a harmonious relationship between two people, between people who have established a mutual trust, all right?Building rapport is how humans connect, all right? All right.
Identify shared feelings, two way communication.
If you’re not building rapport, you have no chance.
All right.
And it develops out of meaningful conversations and a willingness to embrace different point of view.
So it’s not, you have to learn to listen, right?God gave you two ears, one mouth, use it in what? Direct proportion.
Step two, tell your story.
All right.
Right.
You don’t want to just go in and talk about Pride America.
Pride America is great, but they need to know who, who you are.
All right.
So thank you for having me in your home.
Right? I really appreciate making time to sit with me, things like that, how those small talk, tell your story, who you are.You heard, you know, talk about what? Our story.
We didn’t just go in like that, right? That’s a, that’s a very, uh, key thing, right? Incorporate relatable things.
Right.
I like your shirt.
I like your, Oh, I did this.
I did this.
I did that.
Relate to them.
All right, everybody understand? All right.
Your story does it what it does.It gives context, right? And it makes you relatable.
Everybody likes people that are relatable, right? Things like you could say, I’ve been working X amount of years.
I will also live paycheck to paycheck, man.
You know people like that.
Examples like that.
I worked, I hated this.
I did, I wanted something different.Anybody heard that when they got recruited? Relatable phrases.
Okay.
And I, you know, I needed more time to do quality things.
Step three, you got to learn to ask questions.
Stop information over people.
Okay.
They get paralyzed.
It’s just, it’s an actual true thing.
People get paralyzed with a lot of information, right?I had that problem.
So I learned to ask questions, questions that help you transition to your presentation, right? We know we have the six page presentation.
If you’re talking to standard one.
All right.
I’m curious.
Here come questions.
What are your three most important goals? Let them talk and listen and write notes.Alright? I see that you work very hard.
What’s your endgame? Alright? What’s your plan to reach these goals? How long will it take? How long do you want it to take? Okay? What would you need financially to get it done? Things like that.
Alright? Develop questions as a skill.
Right? I made it a practice to come up with different questions.Alright? Step four.
Questions that aid into introducing Primerica.
You know the slide, Primerica is the biggest and longest organization since John F.
Kennedy.
1977 all that right ask a question after each point.
I learned to do that right so that I can spark more conversation All right.
Have you heard of our company that sparks conversation, right?That’s great.
And then you go along with that All right other things, right? How do you feel about being part of the largest company? Right step five questions that aid you talking about credibility All right, we know that prime america is credible, right? Right.
Not everybody knows that.
So don’t get into defense mode, right?Be excited about talking about credibility and use it as your strength.
Diversity is our strength, right? Have you been in part of a company that’s very diverse? Things like that.
Sparse conversation.
How do you feel about being part of the largest company, helping people solve financial problems? Those are questions aiding talking about credibility, right?Uh, step six, talk about the challenges, questions that aid in that.
Do you, do you happen to be one of those people that live check to check? That’s an easy question.
Everybody’s basically check to check.
All right, right.
Do you feel like getting help or goals will improve your situation? Those questions will help step seven Things that haven’t talked about the mission statement.Anybody know the mission statement? Don’t say it, but you need to know it All right, but questions when you ask those, uh, when you go into it, these are questions What does financial independence mean to you? That’s an example All right, and a things that aid when talking about what we do, right? You can talk about how you how you rate their situation.You can talk about uh, Getting a financial needs analysis, which i’ll go in the last part All right step nine questions that lead to breaking down the the concepts the rule of 72 top by term investor difference Create questions, guys.
That’s the point.
And last but not least, guys, use the FNA.
Proud America made it for a reason, alright?This is my, our biggest tool.
If you want to know the secret, we FNA’d everybody, right? Hey, it is what it is, man, alright? It is what it, hey man, we recruited for a reason, right? Y’all want to know the secret, right? Financial needs analysis, right? For, for better terminology, right? The shortfall helps, right? I always, anybody on my team knows their shortfall because they know what they need to make in order to, or they know what they need to hit and what their shortfall is that opens the door to a recruiter.
So with that said guys, my wife is going to show a quick example of why we’re going to wrap this thing up.
Awesome, give it up for Carl, y’all! Y’all see why I married him, right? Alright, awesome.
Alright, so put this down.
So I don’t have a board, so Carl’s just gonna hold this up.
So everybody wanna get to R.V.
P.? Yes? Yes! Alright, so it’s time for us to stop talking R.
V.
P.
and actually do what? Get to R.
V.
P., right? You guys ever heard about the circles? Yes.
Alright, so if you never heard about it, you’re gonna hear about it again, right? So we’re gonna talk about the circles.
Get a clean sheet of paper, real quick, rapid fire.Everybody, blank sheet, blank sheet, blank sheet.
If you have your phone, pull up a notepad or something.
Right? So you’re gonna get a circle.
You’re gonna put yourself in the middle.
Alright? So Carlyn, that’s your name, right? The goal is every single month, you need to get yourself six people in your circle.
Not six recruits, Anne.
We need six licensed agents in your circles.
Right? So January started, make your six circles.
Am I telling you that every month you’re gonna get six licensed people? No.
But guess what? Every month when you keep practicing to get your six, at some point, what will happen? You’ll need exchanges to go to R.V.
P.
Right? Your, uh, apply will talk to you about that.
But every time you get your first, your first person that go get license, Anita, yes, I got my first person, Sherwin.
Right? And then the next month come, you realize, oh, February, I only have one person in my circle.
Don’t be discouraged, Shamel.
Keep going in February.Does that make sense? February rolls around.
You got two more.
Awesome, right? You got Anne and then you got Cammy, right? Now it’s June and you’re like, man, I only got three licenses.
What do we do? We quit? We keep going? All right, Cordell, let’s do this thing, right? So you sit down with Karleen, you look in the mirror like, listen, I just wasted the first six months, I only got three codes.These next six months, I need to redraw my circles.
This one quit, so what? This one quit, we don’t care.
We only have N, we working with N.
Go back and get your fresh six circles, and what you doing now? You getting six more licensed people.
When you fill your six circles.
Keep your six license and start branching off.
Now for every circle you have, guess what you’re teaching them to do.
All right.
Y’all get it.
We done.
Right? Hey, one last thing.
One last thing.
You got 30 seconds.
I want to use a quick example, right? Shout out to Curlin, the house division leader.
She’s not in the business.
About 20 seconds.
So her Lynn, right?Didn’t really understand this concept.
She hasn’t doubled as a recruit yet, but she started the concept already has 10 licensed people on her team and 15 people showing up for dream life events.
So that’s an example.
I want to show you that.
