Ever feel like you’re spinning your wheels in the wrong market, wasting time and energy without seeing the profits you deserve? You’re not alone. Many reps find themselves stuck, trying to make it work with clients who just aren’t the right fit. But what if you could change that? What if you could focus your efforts on the right market and see your business thrive? That’s exactly what Jeannie Morezzi dives into in this powerful session. She breaks down the importance of targeting the middle-income market and how it can transform your business. It’s eye-opening and essential if you’re serious about maximizing your time and profits. Don’t miss this chance to learn from Jeannie and discover the strategies that can elevate your business to new heights. Watch the video now and take the first step towards a more profitable future.
Video Transcription:
Good afternoon, everybody.
Good afternoon.
Has today been on fire or what? I mean, seriously, I can’t take notes fast enough.
It’s been absolutely incredible.
So, um, one of the things, a lot of people have talked about recruiting, right? A lot of topics on recruiting and also doing business.
What about, what market should we be in, right?Like, let’s talk about, like, where should you be investing your time, I think is really critical for To your success in the business.
So let’s talk about this for a second and things to remember.
Okay.
First of all, you’re in business for yourself.
I think Albert Tony just said that really well.
This is your business.So, we’ve got to make sure that our business is profitable, right or wrong? Like, you don’t want to be spending time, we don’t have unlimited amounts of time to just do stuff.
Like, I remember when we first got our securities license, I would drive all the way into Staten Island from my house on Long Island to do a 25 money market that you don’t even get paid on, right?Okay, because I didn’t know any better.
But sooner or later, you’ve got to get profitable, okay? Um, you’re, oh, I should have taken my glasses.
Okay, so, Primerica is designed for the middle income market.
Let me talk to you about that for a second.
The middle income market, if we were, this is our designated market.So, if we were building a championship basketball team, let’s just say, right? Would you be recruiting people like me? and Albertoni and Vin Ragusa? Would you be recruiting people like us? No, right? You’d be recruiting really tall people like Rick and stuff like that.
So does that mean you’re prejudiced against somebody like me?No, it’s just that I don’t fit the demographic that you’re trying to accomplish.
Does that make sense? Okay.
So, uh, the demographic that fits with what we do at Primerica is the middle income market.
And we’re going to break that down in a second.
Because if you don’t do this, guys, if you go into, if you’re constantly in the wrong market, Here’s what’s gonna happen.You will do everything right, and you will not make any money, and you will not build a business.
And you’re doing everything right.
So it’s super, super frustrating.
So let’s take a look at the right and wrong clients.
Okay? The right client is somebody age 25 to 55.
They’re married.
They’ve got household income.This says, uh, 80, 000 and up for a couple or 40, 000 for a single parent.
Uh, stuff like that.
We have, uh, We have limits in our base shop also that we, we suggest that they, if you’re writing in that market, you should write to that limit.
They have other people depending on them.
They have goals, they’re mature, they’re, they have a monthly commitment.We don’t even take an FNA unless we’re getting a commitment of 100 a month or more.
I mean, think about this.
We’re putting together something that is for the family’s entire financial future.
And they’re not putting in more than a hundred dollars? How much is your cable bill? How much is your coffee habit? You know what I mean? You’re spending all this money on stupid crap, but you’re not going to put 100 into your family’s financial future.
Don’t even take the F& A.
You’re dealing with a serious person.
Whereas if you’re with the wrong client, it’s all the stuff on the right hand side, right? And so, low monthly budget, no goals, lax maturity.You don’t want to be in that market.
Now that’s not necessarily an age.
But again, you’ve got to build your business on the, the rules and not the exception.
Here’s the results.
If you’re in the right market, there’s a high need for insurance.
You’re going to be writing 80 a month apps.
You know what chaps my ass? A 15 a month life app.
What the, are we doing? What are we doing? Because when that falls off the book, It hurts your QBI just as much as a 100 life app.
So what are we doing? And what’s more likely to fall off the books? 15 life app.
Okay, so we’ve got to start being adult and mature about where are we writing business, okay?They give strong recommendations.
The business stays on the books.
If you’re writing bad, you know, also 20 25 and 30 year plans.
Do you guys know that we get paid significantly less on 10s and 15s than we do on 20s, Do you guys know that? You may not know that.
Why do we get paid significantly less?Because they’re, that’s not our demographic market.
That’s not the demographic market.
Let’s take a look at recruiting, for example.
In the recruiting market, you’ve got people that are, you want to look for people that are employed, they’ve got goals, they’re coachable, they’re ready to go to work, they’re open to changing their schedule.I can’t tell you how many teammates we had that were like, I had to work today.
What? Like, we’ve been talking about this leadership school for two months! You couldn’t change your schedule? You just didn’t want to change your schedule.
You didn’t think it was going to be worth it.
And in my opinion, you’ve missed the best leadership school I’ve been to in a really long time.In a really long time.
I mean, nothing big is going to happen in your kitchen right now.
Where big things happen are at big events.
But you’ve got to be in it to win it.
It’s just like the lottery.
A recruit you may want to bypass.
Like, have you ever had a recruit, you’re inviting them to the Saturday morning op meeting and they go, Well can you just call me and make sure I wake up?Have you ever had that one before? Are you freaking kidding me? I gotta call you to wake you up? No, that’s not happening.
I am not your mama.
I am not your alarm clock.
If you’re not mature enough to set an alarm and actually wake up for it, you’re not who I’m looking for.
You know what I mean? Like, I forget who was talking today, I forget, um They were saying that, oh, David, it was you, right?So David’s out partying on Friday nights and then he shows up to, to training on Saturday looking like a ghost, right? And, but he was mature enough to realize, I gotta change stuff like that.
Guys, you wanna look for people who are willing to change.
Uh, here’s what will happen if you’re not, if you don’t stay in the right market.If you do stay, they show up to everything.
They allow you to train them.
Doesn’t that blow your mind when you’re like, Okay, here’s what we need to do to get you started, and then the person’s like, Mm, yeah, um, can I go on your appointments with you? No, you can’t go on my appointments with me.
Why would you want to go on my appointments with me?My market is not your market.
So you know what you’re going to see? Everything you’re not going to be doing when you’re in your market.
That’s what you’re going to see.
What’s the point? We’re wasting time.
Let people train you.
You know, when I was a lawyer, I was in litigation.
We had to shadow another litigation attorney, which means we had to go into court, and I would second chair them and stuff.I watched very carefully what that lawyer did because I knew that one day, I’m doing this too.
You want somebody that has that feeling that they’re doing that with you.
They get all their licenses quickly.
You know, get your licenses guys.
Let me, let me say this about this, the uh, the securities license.Cause I think there’s a narrative in Primerica that the securities license is supposed to take forever.
And we need to crush that, okay? First of all, the securities test is a lot easier than the life test.
So if you took the life test, you should, you should blow away the securities test.
The second thing is, it doesn’t take months.If you’re taking months, I’m here to tell you, you’re doing it wrong.
It should take like three weeks.
But it’s three weeks of you being serious and committed.
The last thing I want to say is this, okay? You deserve to be in the right market, but you’re going to have to raise your level of mental toughness.Albertoni shouted out, Denise and Joe, I’m here to tell you, these are, this is One of the most mentally tough couples I’ve ever met in my life.
If it wasn’t for Joe, and I am not over exaggerating this, none of us would be sitting in this room right now.
You have to realize that.
Because if it wasn’t for Joe Enser, New York would have never gotten opened.And if it wasn’t for Joe and Denise, Joe Enser would have never been able to do what he did here.
Because they were the first people he recruited that had credibility.
And then everybody else wanted to stay, okay? So focus on the right market, do it the right way.
I’m telling you guys, if you do it the right way, we have a teammate that’s in his income was at 78, 000.It’s now down to 21, 000.
You know why? Because he’s addicted to the wrong market.
And I told him, If you keep doing this, I’m telling you, you’re gonna blow yourself out of the business.
You’re blowing yourself out of the business in the wrong market.
Won’t listen, and now, you know, income at, at a quarter of what it used to be.So please don’t let that happen to you.
Stay profitable, stay in the world market, right market.
We love you guys.
Have a great weekend.
