Ever feel like you’re just spinning your wheels, trying to make every interaction count but not seeing the results? You’re not alone. Many reps struggle with turning everyday conversations into opportunities for growth and success. But what if you could change that? What if every single interaction could be a stepping stone to your next big win? That’s exactly what Mike Kash dives into in this powerful session. He shares the mindset and strategies that can transform your approach, making every conversation a chance to explode your business. It’s not just about talking to people; it’s about having the conviction and confidence to turn those talks into tangible results. Mike’s insights are a game-changer for anyone serious about maximizing their potential and making a real impact. Don’t miss out on this must-see moment. Watch the video below and discover how to turn every interaction into a victory.
Video Transcription:
All right.
Good afternoon, Primerica teammates.
First of all, I want to say thanks to Joe and Denise Cardina for putting on this school, man.
I know it’s not easy to do something this size, so thank you and thank you for including us.
I want to congratulate everybody in this room right now because you’re here working on making yourself better.So you should be proud of that and give yourselves a hand.
And to my teammates, the mighty cavalrymen, we’re just getting started, man.
This is our year.
We’re gonna explode.
We’re gonna make it happen.
We’re gonna recruit the world.
So let me talk to you about how Primerica changed my life.
I want to talk about the difference between a job and being in Primerica.Because here your dreams can come true.
You can change your life.
You know, I was making about 45, 000 as a CPA.
I’ve been over 300, 000.
I have ownership.
Never could do that where I was.
Raises.
Limited.
Here, it’s unlimited.
If you want to get a raise this month, in March, if you want to get a raise, you can do it.You know who’s in charge of that? Go to the restroom and look in the mirror.
It’s up to you.
You want to make more money, you can do it, right? Vacation time, I had three weeks, was never going to get any more.
Now whenever I want, time off, had to ask permission whenever I want.
You know what I hated? When I had to walk into the partner’s office and ask him, Can I get next Tuesday off?And you know what I hated even more? When they said no.
Right? And that happened many times.
Right here, you got to choose, right? Flexibility of time.
Promotions, up to them, up to me.
You want to get prom If you’re below RVP, you can get promoted.
This month, next When you make the choice, it’s up to you.
Right?Cog in the wheel.
When I was working as an accountant, during this time period, I would hear one of two things.
That’s all I’m getting back? Well, what do you mean I owe money? How could that be? Right? That’s all you hear when you’re, when you’re doing taxes.
Right? But here, this past week, I had a distraught husband call me up, his 38 year old wife passed away.But we’re going to deliver a death claim because we did life insurance.
I sat with another client of mine who has 1.
3 million dollars invested with me.
When I met him in 1997, he had zero.
We change people’s lives, we make a difference, right? The potential is limited versus unlimited.
Ownership.
When I left my job after 10 years, I didn’t take anything with me except my knowledge.Here, I have ownership, and so can you! Everybody in this room, man, there are millions of Americans out right now, living lives of quiet desperation, but you know what? If you’re in this room, you have the ability to change your life the minute you leave this room.
So I want to share with you what we need to do to do that.Five concepts.
Let me, let me wrap up with this.
Our system is broken.
Ninety five percent, people ask me all the time, how many people really make it in Primerica? You know what I say? How many people really make it in life? Ninety five percent of the people after working for forty years, usually at jobs they hate and despise, just to survive, can’t even retire.What is that? Right? Our system is broken.
Primerica is the answer.
We have all the answers to change people’s lives.
Right? But what do we need to do to go to the next level? For Number one, we gotta be rock solid on our conviction.
To be believed, we must believe, right? You have to have total conviction when you’re out there.When you sit in front of a family, either you’re selling them on why they can come in this business, make money and change their life, or they’re selling you on why they don’t believe they can.
You’re either selling them on why they need to find the money to properly protect their family, or they’re selling you on why they can’t afford it.You’re either selling them on why they need to invest for their future so they can retire with dignity, or they’re, uh, you know, telling you on issues of why they can’t.
Whatever it is, the one with the most convictions will win.
But I want to tell you, if you don’t have conviction, you’re toast.
But I’m going to tell you, you still won’t win every battle.But if you have conviction, you’ll win a lot of them.
But you know what? Here’s, here’s what I see.
People in primerica, they go into a home, the people have no life insurance with kids, right? They have, they’re not saving for retirement, they’re broke in debt, right? And then, and then they, they say, no, I’m good.And we walk out with our tail between our legs.
That should never ever happen, man.
That’s their issue, not ours.
We have total conviction, what we do is right, and all we can do is share it with people, right? To be a great recruiter and salesperson, you gotta sell yourself first.
Secondly, uh, you know, assume the sale.If I could give you one thing about sales, you want to be a great salesperson? Assume the sale, the law of assumption.
When I go in, I just ask myself, if I were that family, would I do what I’m asking them to do? And if the answer’s yes, I assume they’re going to do it, right? If yes, go in with that conviction.So here’s what we need to do next.
Here’s how we’re going to get you started on retirement.
I don’t ask them, do you want to get started? Here’s what we need to do next.
When I’m talking about somebody about setting an appointment, hey, can we set up a time? No.
When can we set up a time? I’m going to show you something awesome, right?You gotta have that.
They are buying your belief, your body language, your tonality, your words.
Don’t blink.
This is the greatest thing.
People are in so much stress right now, and we have all the answers.
Every interaction has potential.
Every time you’re talking to someone, there was limitless potential to explode your business.Every interaction, we have the ability, can change your life.
I remember I had a FedEx guy come to my home one time, delivering a package.
And um, I asked him, he wasn’t interested, I said, here’s some cards, right? And he threw them in his, in his, uh, he, he took them, took the cards, and he gave it to one of his co workers.And that co worker threw it in his drawer, and about a year later, he calls me up.
I asked him, how’d you get my name? And he told him from that guy.
And he ended up being instrumental in me getting to regional vice president.
And that, you know what, if I didn’t talk, how many times do we not at least talk to somebody about that?Right? And going out there.
So, never leave an interaction.
Ask, ask, ask.
Ask him to join your business.
How many times do I go into a, A home where somebody in primerica was there.
They have life insurance.
Like, I can really join your business.
Like, they never even talked about the opportunity, right? To, to, to add a product line.For sharp, ambitious people looking to make more money.
For families who need life insurance.
For people who don’t want, never leave without at least asking, right? Go for no.
You know, Bill Whittle, I heard this on a Bill Whittle tape, there’s a book about it.
Guy goes into a store, um, there’s a salesman in the store, guy goes into that store, and he bought, he’s, he’s selling him everything.Suits, shirts, ties, everything, right? And he goes back, he makes all this money, goes back to his manager.
And he goes, man, this is unbelievable, I just had the best day ever, look at all the commis And his manager goes, what did he say no to? And the guy goes, he didn’t say no to anything.
And the manager goes, well why’d you stop asking?Why didn’t you sell more, right? We go in and we’ll do a life insurance sale or whatever.
We don’t talk about all the other products that we have.
We have the, the possibilities in which we can help people are really limitless.
You know what’s exciting? Every single person that we see today, and I mean every single one, needs something that we do right now.The question is whether they’re gonna do it with us or not.
And maybe their brother’s in the business, maybe they’re broken out of a job and they can’t, but they all need it.
What an unbelievable market we have.
Right? So, you know, we can help people make more money.
We can educate them, do their financial needs analysis, give them their FIN number.Financial education, protect their family, invest for retirement, college, blah, blah, blah.
Senior healthcare, vivin, legal protection, id, theft on and on and on, and this is my last point to win.
You gotta go all in.
Anytime I’ve ever done anything, when I went for my RVP promotion, when I went for my first diamond, my second diamond, I was committed to getting it.And I did whatever I had to do to get that right.
You gotta have 100% commitment.
You know? You don’t wanna have what they call.
Uh, you know, you don’t want to be going back and forth on decisions.
When you’re 100 percent committed, you make it happen.
You know, when I, like a year ago, I went on a diet.Alright, I’m going on a diet.
You know what happens the first day you go on a diet? Somebody out, oh, it’s Tamsen.
So this client of mine is from North Carolina, decides to come up to New York, doesn’t tell me she’s coming up here, and walks into my office with a bunch of cookies.
Right? And that’s what always happens.And if you’re not 100 percent committed, you are toast.
So, you want to be 100 percent committed on where you’re going.
I see only my objective, the obstacle must give way.
Man, I am proud to be your teammate.
Let’s go change the world.
