Ever feel like you’re stuck in a recruiting rut, unsure how to spark growth in your Primerica business? You’re not alone. Many reps struggle with finding the right words, the right mindset, and the right strategies to build momentum. But what if you could change that? What if you could transform your approach and start seeing real results? That’s exactly what Ray and Carol Costello dive into in this powerful session. They share the secrets to mastering the art of recruiting and growth, offering insights that are both practical and inspiring. It’s not just about learning new techniques; it’s about transforming your mindset and taking action. This is your chance to break through the barriers holding you back and start building the business you’ve always dreamed of. Don’t miss this opportunity to learn from the best and take your recruiting game to the next level. Watch the video below and discover the tips and strategies that can change everything for you.
Video Transcription:
Good afternoon, everybody.
We are just so excited to represent the Savage hierarchy.
We’re just so excited for everybody that had the opportunity to come across this stage.
Congratulations to all of you guys that got promoted.
To all of you guys that got recognized, I just want to give yourselves a hand, but, you know, obviously thank you, Keith, Danielle and the whole everybody that’s here for helping us up this event or has set up this event for us.
We appreciate you guys.
Guys, we sit here and you’ve listened to that.
We all need to recruit.
We all need to build.
We need to grow something special.
Everybody had a tremendous message, but one of the important things as we grow our business is a couple of factors.
First thing is you got to get excited again.
You got to get fired up with your opportunity of what the vision of this opportunity could be for you.
It doesn’t matter when you started.
It doesn’t wish you got started today.
Realize today is the first day of your business, okay? Today is the day that you’re going to make the change.
You’re going to make a difference for you and your family.
And I hope everything that you learned here today, you said, this is my shot.
This is my opportunity to make a difference for me and my family.
When we got started years ago, we just didn’t see this as an opportunity just to make some extra money.
We saw the possibility of being free to do what we want when we want with whoever the heck we wanted.
And we also realized that it was going to give us were just hoping it would work.
How many people said to us, I hope this work.
I hope this is real right now.
If you’re not raising your hand, I don’t know.
You’re lying to yourself.
Okay.
The rest of you said, yeah, I knew it was going to work.
Okay.
Then you’d be up here, too, and you’d be talking today.
But I say this because this is something that we have to come to realization is when you’re getting started, you’re doubting yourself.
Your inner thoughts tell you that maybe you can’t make it.
Maybe this isn’t meant for you.
Maybe you can’t be as big as the person that actually you heard from today and the leaders that you heard that came before you today.
But at the same time, you got to say to yourself, if it is to be, it’s up to me.
You got to take a personal role in the action that’s needed to actually become the leader you want to become and build the team that’s needed.
You want to be close to your coaches.
You got to follow the direction.
I mean, if your coach doesn’t have you bump into them, I don’t know where you’re be.
I tell you, when we first got started, all were thinking about, we’d ask Roy what do we need to do? And he said, you got to go get some people.
And I said, how many? He says lots of people.
And I am so thankful that’s one thing that he was great at as being a tremendous cheerleader of the direction of the system.
He was tremendous in teaching us and telling us, you got to go out there and get some people.
I said, what are we going to do with all these people? He says, you’ll make 100,000 a year.
I said, that works.
Let’s do this, okay? And believe it as simple as it is.
It was that simple.
Sometimes we overthink the opportunity.
We think we got to get real technical.
We need to know the products.
You show me the man or woman that has the most people, I’ll show you the man or woman’s going to make the most money.
Okay? Imagine overriding this whole dang room.
The only one that overrides this whole room is Keith Oto, okay? So understand, he obviously is the one that makes the most money.
So get a clue there.
But all I could say is right now, guys, we’ve been here for a little bit, and we are so appreciative what this opportunity has done for us and the freedom that we have to do what we want, when we want with whoever the heck we want.
Our kids grew up in this business.
I mean, when we got started, our kids were four, three and 18 months, and one was coming.
And believe it or not, the one that was coming, he’s going to be one of our next vice president.
I’m so proud of him, man.
He’s developed tremendously.
And not only that, you have the opportunity to recruit different people in your mean, you know, you’ve seen some of the great vice president came before you, like the Grahalis’s, the H ongs.
Then obviously, you got the different leaders, like the Myra Vasquez, the Donna Fikes, the Colby’s, the visionary team, which is awesome.
You got the know, you got the Carl and Janil that are actually getting after know.
There’s so many people that want this opportunity, and they’re just fighting, and they realize the front end of the business is everything.
The Cordells, the alertes, the you know, there’s a lot to come.
There’s such an opportunity here for every single one of us that are here.
And if we didn’t call your name, it’s not because we don’t love you.
We love you to death.
Maybe I just didn’t forget.
Ray will cover that one.
Okay? So let’s get out.
Could all I could say is, right now, we’re just so proud to be part of this team.
We are so proud of what this opportunity has done for us, but, you know, we haven’t seen nothing yet.
A lot of greatness is about to come before us.
I’m proud to be your teammate.
Let’s give it up to the awesome Ray Costello.
Man, it.
See, some of you are acting excited.
You can’t act excited.
Excited comes from within, deep inside, when you know that you’re part of something that’s going to change your life.
Now, I used to get this feeling.
You ever get this laugh that’s not like it’s like because it’s inside and it’s so that you know something.
Now, that used to happen to me once in a while in math class.
Only once in a while, okay? When I would actually do the problem that the teacher was doing on the board, and I’d get it right at my desk, and I’d go, I got the right answer, and I’d surprise myself.
Well, some of you, as you build and grow in this business and learn stuff, you’re going to surprise yourself.
You see, I’ve heard so many times what people say, oh, training sounds the same.
Do I have to keep going to training? You ever think like that? You ever say that? You ever hear somebody say that? Sure.
Right.
And then all of a sudden, you go and your prospect, you talk to somebody and you say some of the stuff that you heard in training, and you turn around and say, that was really me.
I said that it sounded good.
You ever do that? Well, let me tell you something.
When you get started in this business, there’s a lot of stuff you got to learn.
It don’t come easy.
Making millions of dollars doesn’t come easy.
Not in Primerica, not in no business, not in nothing in your life will it ever come easy.
You got to apply yourself.
You got to take the time it takes to fix it.
You see, some people have come to me when they’re brand new and they say, wait a minute, I don’t know how to prospect.
If you’ve ever said that, you need to fix that, you need to fix it, how do you fix it? You talk to your RVP and you ask them the question, what do I say when they say this? What do I say when I say that? And you write it down, print it out, get it on a computer and memorize it.
I can’t tell you how many times I’ve said to myself the scripts that I’ve learned just to myself in the car, saying them over and over again, listening to a tape and saying, man, that’s good.
And then play it back and rewind it and listen to it again and again and again until I could say it the same way it was on the tape.
I say tape because some of you don’t even know what that is.
A recording device that you could listen to over and over again is a tape, okay? Some of you have all these different technology nowadays that I remember buying a car and it didn’t have a cassette player.
I told the dealer, I said, if I can’t have a cassette player, I don’t want this car.
They said they don’t make cassette players.
I said no.
I want the car.
He says, we’ll get one put installed.
See, because we used to have tapes, cassette tapes.
That’s what we grew up on, and that’s how we fixed it.
That’s how we fixed what we needed to understand, what we needed to be able to say.
Some of you might say I have trouble being positive.
Well, then you got to fix it.
You got to figure what it is that you need to do to be positive about your business, about your life, about you being free.
See, because freedom is not free.
It takes work, it takes diligence, it takes perseverance, it takes sometimes it’ll crumble you and make you get to your knees because you want it so bad.
Because you want it so bad like a John Paconi.
Or you want it so bad like a Sheldon that it rocks you to your knees.
And you sometimes lay in bed and you a tear and you get choked up and you think about it.
Oh, but please, God, when if you haven’t said that to yourself, then you don’t want it bad enough.
If you haven’t thought to yourself, why does everything happen to me? Why is every guest I have a felon? What? Some of you have said that.
Why is it the guy that’s interested, I can’t hire.
But you could hire their spouse.
You got to be positive with every hire.
Their mom hired their dad.
Stop throwing your book down when you get a felon or somebody you can’t hire and say, oh, everybody I bring can’t join.
Why, their cousin could join.
Find somebody that could join.
That’s how you remain positive.
That’s how you get positive.
That’s how you fix that.
I don’t know how to recruit.
Talk to your rep.
They’ll help you learn how to recruit and you fix it.
You can’t go another day saying to yourself, I’m not sure how to do this.
I’m not sure how to do a presentation.
Fix it.
You’re a dag.
I’m adult.
You’re not seven years old in school no more.
You’re not working to get a B on your exam.
How many of you ever remember the spelling test? Remember the spelling test you used to get on Fridays in school? You used to have to write your word.
Used to fold the page four times and write the word, write the word.
And then I think, I got it.
You’d study on Thursday night.
Friday morning, the teacher would say, all right, spelling test time.
Bring out a piece of paper.
Start with this lower.
And you’d I don’t know about you, but as soon as I used to unfold my book and I used to put up leaflet, I used to write the words down on the side because I had already remembered them.
We’re not talking about just for the test.
This is something for much more important than a Dagham test.
This is for your lives.
Some of you don’t understand because you’re not sure yet.
You’re not convinced yet.
You must fix it.
You must fix it.
You must become convinced, because somebody that’s convinced will be convincing.
If you think that the guy that you just spoke to yesterday, that didn’t come up to the leadership school this weekend, oh my God, I can’t even get a guy to come to and they’re talking about districts and proponent RVPs, and SVPs and Joe Cardinals talking about millions of assets.
How’s it ever going to cut that shit out? Fix it.
I don’t know how to follow up.
Fix it.
Learn what you got to say to follow.
I don’t know how to follow up with somebody out of the outbeat.
Fix that.
Oh, I got a guest that came to PFSU.
I don’t know what to say.
What should I say? Fix it.
Write the words down.
Learn the words.
Some of you know the words to some songs.
My neck, my back.
You know the words to songs.
Back it up.
Slap my face.
You could learn words like that for nothing.
And you don’t put the time to learn the words that’ll change your life.
Something’s wrong.
There something’s wrong with that.
I don’t know how to go to district.
Grab all of your upline RVP, have an emergency meeting and fix it.
Get your tail to district, and then do it again and again.
And then you get the contract.
You become a vice president making ten plus thousand dollars a month.
Then you come up on stage and you promote three RVPs because you taught them how to do what you learned how to do, how to get the district.
It’s not complicated.
It’s not rocket science.
Any one of us can do what I’m saying to do.
You don’t have to be a genius here, thank God.
Because if you did, I would not qualify.
I was a New York City cop.
I had a construction company.
I had more bad words in my lingo on a daily basis that I had to correct myself.
And I had to fix not saying the F bomb while I was talking to somebody to prospect.
See, when you’re a cop, you’re used to saying, hey, you, stop right there.
That’s how I used to prospect in the early days.
Then I’d catch myself sometimes because I wasn’t in uniform.
I say, hey, stop.
Hey, I got to talk to you.
Hey, yo, I’m talking to you.
Come here.
So then I realized I had to smile more.
I had to be more friendly.
I had to fix me the same way some of you have to fix you.
You see Robert ransom fixed.
Robert ranson.
My son Matthew fixed himself to become a potential vice president, which he will be probably before the end of the year.
Pastor SIE really excited about that.
When I think about Renee, she told me, she says, Man, I remember when you used to tell me to do certain things and I thought it was crazy to do them.
I thought that didn’t make sense, but now that I do them, it’s really working.
What did you think I would tell you to do something that don’t work.
That’s what RVPs tell you to do.
We tell you and share with you things that work, things that will help you, fix you.
You cannot be the same person that you came into Primerica as and leave a millionaire.
It doesn’t happen that way.
You have to go through a metamorphosis.
You got to go, like, from a caterpillar to a butterfly.
You got to go into a cocoon.
The cocoon is the base shop.
When you’re in the base shop, you get all the vitamin, nutrients you need.
You get all the tutelage by the RVP telling you and sharing with you what to do and how to do it, how to fix you.
You must fix you.
If you’re not making all the money you like to make, you need to fix that.
And how do you fix that? You grab hold of your RVP, the leaders at the tables, the RVPs that are so powerful and so strong, that are sitting in the back, they’re not even going to get a chance to speak because of the amount of time we don’t have.
But all of them, if they got to RVP, they know what to do to fix you.
You must be the student and show up and say, coach, I want to learn.
I need help with this.
I need help with this.
Because some of you think that we’re psychic and we know what you don’t know.
I’ve had people in the bay shop say, I went prospecting all day.
How many names, numbers? You get? Three.
All day? Yeah, all day.
You got three names, numbers, all day? Yeah.
Okay, great.
Instead of them coming, how do other people get 40 names and numbers a day and I only could get three? There’s obviously something wrong with me.
I need help.
Help me.
Fix me.
Because I want to win.
I want to be somebody.
See, Jessica wants to be somebody.
Larry Pena wants to be somebody, and they’re eating up with winning.
It’s not a part time, one time, if I have time kind of thing.
It’s an all time thing.
See, if you put time and energy into your people, you know what happens? Things like a Dave Lamb happen, who sit around for a year or two years and do nothing.
But then all of a sudden, they’re three by five, they’re six by six.
They start understanding.
They start realizing that they are starting to understand how this thing goes.
Or you get a tibby who is willing to do whatever it takes to win.
And be somebody that they could be proud of.
You think Lizzie and Sammy studied how to prospect? You think Lizzie and Sammy sat down and wrote down what had to be said to get a guest? Do you think Tori sits down and wrote down word for word what to say, when to say it, how to say it so they get it right? Absolutely.
It doesn’t come lightly.
It doesn’t come by chance.
You must realize you cannot be the same person you were when you walked in the door this weekend.
When you leave here, you must be a changed person when you get to work on Monday.
For those of you that work at your job, people must see it without you explaining it.
They should see it in your eyes.
They should see it in your actions.
I’m sure most of you, when you go to work on a Monday and people say, how was your weekend? You’re used to saying, too short, not long enough.
I wish I had more time on the weekends.
But starting this Monday, start saying the weekend was unbelievable.
My life changed.
It’s going to be awesome.
And you could come along.
What are you doing on so and so night? I could introduce you to a company.
Will change your life like it’s changing moderate.
We love you all.
Let’s go win and be RVPs and promote RVPs.
