Executive TLDR
Stop chasing recognition and start building real leaders.
Comfort at $200K is the trap — push past it with vision and discipline.
Promote RVPs by building relationships, numbers, and vision.
Securities and QBI are leverage, not optional extras.
Million-dollar growth requires rest cycles, mental toughness, and intentional seasons of pressure.
Video Summary
This Is A Locker Room — Not A Presentation
Joe Ward opens by setting the tone: this is not a scripted speech. It is a locker room. It is about real questions, real answers, and no sugarcoating.
The goal is simple:
Leave with clarity about how to actually win the game.
Top performers treat Primerica like a sport. They compete. They track stats. They adjust strategy. They do not dabble.
Builder Versus Recruiter
A recruiter collects IBAs.
A builder develops Vice Presidents.
The difference is intent.
Recruiting just to move through someone’s market or collect recognition is short-term thinking. A true builder is looking for:
People who want financial services
People who will get licensed
People who can become leaders
People who can become RVPs
The target is Vice President — not district leader, not regional leader.
Mental Toughness Is A Daily Campaign
Joe makes it clear: the obstacles are not unique.
Cars get repossessed.
Homes get foreclosed.
People quit.
Leaders disappoint.
What separates winners is the coping system:
Daily self-improvement
Ten pages of reading every day
Meditation and prayer
Personal accountability meetings with yourself
Mental toughness is not motivational hype. It is daily discipline.
Going Vice President Requires Alignment
Before numbers even matter, relationship matters.
If you are fighting your RVP, you are blocking your own promotion.
Vice Presidents promote people they trust, like, and believe in.
Key principles:
Be an armor bearer to your RVP
Publicly support leadership
Double-digit recruiting is no longer enough
20×20 is stronger than 10×10
Personal production around 8,000 in premium builds stability
Securities licensing is leverage
Promotion is not just math. It is trust + production + alignment.
The Trap Income At 200K
Around $200,000 per year — roughly $20,000 per month — comfort sets in.
Life improves.
Stress drops.
Urgency fades.
This is the trap.
To push beyond it requires asking:
How dirty do you want to get?
Are you willing to prospect daily?
Are you willing to sacrifice convenience?
The breakthrough is not talent. It is sustained pressure without stopping.
Run Hard — But Rest Intentionally
Million-dollar growth came from two and a half years of intense focus.
But not burnout.
Joe emphasizes:
Daily rest buffers
Weekly resets
Monthly rewards
Quarterly trips
Seasonal breaks
The model mirrors creation itself: work, then rest.
Stop and you stall.
Rest strategically and you accelerate.
Vision Creates Vice Presidents
Most RVPs never promote an RVP.
Not because they cannot.
Because they never intended to.
If you equate Vice Presidents with freedom, you will hunt for them.
If you equate them with headaches, you will avoid building them.
Each Vice President increases leverage.
Each one increases optionality.
One big leg can change everything.
Vision precedes structure.
Zoom Versus In-Person
The decision is not emotional — it is statistical.
If 50 percent or more of your team is local, go in person.
If most are remote, stay on Zoom.
In-person builds faster development.
Zoom is more transactional.
Growth should match geography, not ego.
Money-Making Legs Come From Numbers
You cannot train talent into existence.
You must recruit enough people to find:
Competitive individuals
Strong work ethic
Credibility
People skills
Coachability
All-pros win championships.
You must find them.
Recognition Versus Sustainability
Fast growth is exciting.
But fast without quality is dangerous.
Shortcuts echo years later.
Joe challenges the obsession with raw premium and calls for emphasis on QBI.
Defense wins championships.
High premium with poor quality destroys momentum.
Partnership Roles Matter
Success in partnership does not mean copying another couple.
Joe builds.
His wife operationalizes.
Possible partnership strengths include:
Office management
Client handling
QBI monitoring
Administrative defense
Financial stability during early seasons
The working spouse often carries unseen pressure — and deserves recognition.
This Is The Best Game In Town
Joe emphasizes something critical:
The ability to go from zero to $200,000 in income is faster here than almost anywhere else.
Other ventures:
Trucking
Daycare ownership
Influencer marketing
Require more capital, more risk, and slower upside.
Primerica, when treated like a sport, offers unmatched leverage.
Core Themes Of The Million-Dollar Mindset
Compete seriously
Avoid comfort traps
Recruit intentionally
Build through numbers
Rest with strategy
Protect QBI
Promote Vice Presidents
Play your game, not someone else’s
FAQs
What is the biggest income trap discussed?
Comfort around $200,000 annually.
What separates a builder from a recruiter?
Intent to develop Vice Presidents versus collecting IBAs.
Why is mental toughness emphasized?
Because adversity is guaranteed.
Is 10×10 enough for promotion?
Not in most markets today.
Why is securities licensing important?
It increases leverage, income stability, and survivability.
What wins championships in business?
Defense — meaning Quality of Business.
Should every RVP promote RVPs?
No. Only if that aligns with their vision.
How should partnerships operate?
Based on strengths, not imitation.
Glossary
Builder
Someone recruiting with intent to develop Vice Presidents.
Trap Income
The comfort zone around $200,000 annually that stalls growth.
Armor Bearer
A leader who actively supports and strengthens their RVP.
QBI
Quality of Business — the persistency and sustainability of submitted premium.
All-Pro
High-level talent within an organization capable of carrying production.
Seasonal Pressure
Intense focus periods followed by structured rest.
This session reinforced one central message:
Winning is intentional.
Comfort is the enemy.
And greatness requires chasing what most people stop pursuing.
Transcript:
All right, how’s everybody doing? That is awesome. And John is very correct. My wife and I were going back and forth of when the last time I did a fast star school was, and I think that was about a year and a half ago that we did our fast star school. That we did. We did a fast start school. So it’s kind of like riding a bike. It should be okay. It’s going to be fine. I’m going to give you some thoughts about the weekend initially, but what I like to do, especially in these. And by the way, too, I see a lot of you came dressed for later. We’re going to change. We’ll be ready. We’ll look a whole lot better. It’s off the plane sort of thing. We like to in these locker rooms.
And is this what this is being described as? Okay. So from a locker room standpoint, as opposed to me just kind of get up here and do a presentation that’s prepared, which we’re going to do that tomorrow. This one is going to be question and answer. I like to do that because it’s kind of a spirit of what’s going on. So that you’ll be able to leave this session. We got about an hour for this. You’ll be able to leave this session saying, I got what I needed. Right. So it’s going to be kind of obviously dominated a bit by the rvps. What I suggest for you to do is to text your rvP. So if there’s something that you directly want, and then they can kind of be the filter. So we’re not doing questions like how do you recruit somebody?
What is life insurance, all that kind of stuff. Right? How do I go district, all this kind of stuff. We want to kind of keep this at a higher level. Does that make sense? Okay. So I would suggest in preparation, you text your RVP and then RVPs will kind of let you know there’s a mic over here and you can just go and bring your question in preparing for that now. I understand your RVPs, and I’m an RVP. Don’t tell me what to do and all this kind of jazz. Okay, rvps, no stories. And we don’t need a 35 minutes question, right? I’m a pretty intelligent guy. I pretty much know once you get started where you’re going with this, I don’t know a lot about a lot, but I do know a lot about primerica.
So if I kind of understand where we’re going, I’m okay. Okay, great. Because we want to try to get as many of these in as possible. Is that fair? Now, if you all slow down, we’ll just leave. This is your opportunity. And the thing I will tell you is I’m not going to bullshit you. We can start that right off the top. So if you got some real questions about what’s going on in Primerica, how can I move my business? What do you think? What’s up, bro? What do you think about these things? Right? I’ll tell you. I promise you I will. I’m not going to sugarcoat it for you. I’m not going to spit on you and tell you that it’s raining. We’ll keep it real. Is that fair?
We’re going to get some work done this weekend, and it’s not going to be one of no disrespect, I don’t know who you’ve ever had before and who will come after me, but you come to a whole weekend, and you still don’t know what the hell they do in Primerica. That will not happen this weekend. Is that fair? Are y’all excited about that? Okay, so before we get the rvps, actually, y’all can probably start lining up rvps. Don’t forget, text your RVP. If you didn’t send anything to your RVP, we can’t answer the question. Makes sense. Okay, so y’all can start lining up over there. But I was really excited in talking to David, our host, who’s just been unbelievable and making sure everything has been in order for us. Got us here. We’re all set up. I love this.
Winning the game, being in the game, thought process. I’m a really big sports guy. I’m just all things sports. It was just funny. We recently watched something on Instagram where it says, especially men. Men will watch an entire sports event. Then after that, they’ll listen to other men talk about what happened. Then the next day, they’ll watch other men talk for another few hours about the whole game you just watched, right? Everything. Sports is me. All sports. All of it. What’s so unique about this, David, is I can promise y’all something. People at the top of primerica play it like a sport. People at the top. You got me here. People at the top of primerica approach it like a sport. We’re not talking about people that make a couple of dollars and then they got a ring or a couple of diamonds.
We’re talking half a million dollar earners. Million dollar earners. We’re playing this for keeps. We take competition seriously. We take the game of the business. Seriously, I can remember. You’ll probably get some of these references along the way. And this was an african philosopher. I’ll be quoting a lot of african philosophers probably over the weekend. An african philosopher named Little Wayne said, I could not play basketball. I wasn’t tall. I couldn’t play football. I was too small. I couldn’t play baseball at all. But every single day, I ball. See, when all of these guys that end up playing in the NFL or they play, and that’s unbelievable, that’d be great. I’d have done it if it was in the cards, right? But when their knee blows out or they can’t play anymore, my business is still rolling.
We’ve been over a million now, six years, right. With something we built back in 2008. That’s what the game is about. That’s what we’re going to be talking about. Not just what to do, but we’re going to talk about some pitfalls, too, because I think Primerica needs to hear a lot about the pitfalls so you can avoid them, which are happening all up and down. The leader’s bulletin that we need to fix is too early for that, but we’re going to talk about all those things. Fair? Awesome. Let’s go to the first question. I’m ready. All right.
Hey, Joe.
Hey.
Laurie Ruckman, SVP under the Scott Pinkard hierarchy.
Awesome.
All right, give us your definition of a true builder versus a recruiter.
Okay, well, a true builder versus a recruiter, that’s really good because that’s one of the pitfalls going on in primerica right now. A bunch of IbA collecting with no intent on building. We call that at our level, we call that recognition Primerica. And we understand doing that for a season, I guess. But it’s all about intent. What is the reason you are trying to bring this person into the business now? There’s a lot of things that people do, right? And what happens is when people think about when they’re bringing people into the business, a lot of people are really just trying to go through somebody’s market. It’s a way to move sales. Does that make sense? And, I mean, the sales are available. It’s a part of the process. But the intent is to find people that want.
This is really simple today, especially with all the competition we have and trying to get people get their attention, trying to get them to take a look, trying to get them to slow down. They’ve got a lot of options. What you may not think is, does it make it less true? Which is we are looking for people that want to do financial services. Maybe that wasn’t the case in the 80s or the 90s or the 2000s. But if you think you’re going to get people involved today and they’re going to build a career and business here and they have no interest in financial services, this ain’t going to happen. So we’re looking to find people to get licensed, stay, learn the business, and eventually become a vice president. See, you’re not looking for district leaders, but you got to start there.
You’re not looking for all of you that are long term regional leaders. It’s not the goal. The goal is to get out of the base shop that you are in and go vice president, because until then, you ain’t got a shot, not at real financial independence and wealth. So the builder is completely thinking about that. So we understand I got to get a small group of leaders that become a larger group. And out of that, I should be able to find vice presidents, and then I can promote as many vice presidents I possibly can. And listen, you never have enough vice presidents, right, John? Never. As soon as you say, oh, well, Joe, you got 47 vice presidents, I’d sell you 20 of them. God bless every rvp in here that’s got four, five, six rvps would say the same thing.
Does that make sense? I need more. So I said that would be the difference. Question number two, is this the line? What are we doing? Well, hold on. What are we doing? I live in Houston, Texas. I don’t live in Florida. This is your shot. Rvps. Get it together. We’ll just open it up to the rest of the crowd. Go ahead. Great, Joe, thank you for being here. What I want you to speak about is more in the mental toughness vein of things. Okay. Because I heard your story before in Maryland and actually your story and how you sound like a story, buddy. Okay, so what are some of the challenges that you faced in the business even after you became an RPP, and what exactly did you do to overcome? What challenges did we not experience with them? It’s all of them.
Look, and again, early on in my career, you know, it was really funny, sir, when I first built my first, let’s say, $80 to $100,000 bay shop, so we ran an $80 to $100,000 bay shop for three straight years. My hierarchy came out of that. And as I was doing schools like this, at that point in my career, they were really therapy sessions for me. No, they were. Of all of the things that I had to endure to build a business. And if you think that’s going to be otherwise for you are fooling yourself. When’s the last time you read a biography of a successful person and the things you’ve got to deal with. So it’s not really about my challenges or issues, because I had them all. I couldn’t even imagine cars repossessed, houses foreclosed on.
I mean, I’d been at the depths of what I thought at the time was, like, the very bottom. But the end of the story was I always understood too many people won for it not to be me, too. There were just too many examples of people that made it and too many people that have said similar things. Right. So that’s why it’s so important. It’s not really about the things I went through, but it’s about how I coped. Right. Which is the same thing you got to do, which is why you got to be a self improvement fanatic. Just a Fanatic. Like, this is not something you do every now and then. This is your everyday life. What are you reading? Who are you listening to? What are you listening to? Right. What type of campaign are you putting forth on yourself?
You’re supposed to be doing an op meeting for yourself daily, not your team or your spouse. You. You. Because at the end of the day, you’re the one that’s got to go do it. I have this conversation with my wife all the know, because now, John, you know how it is. We’ve talked about this, too. I know. I got to build some more rvps. I got to build a big base shop again. And she just. Before. This never stops. Before we came down here. So you ready to go back to work yet? Because actually, John said something that was not true. I am not in the field. I have not written a life insurance policy in eight months. I’ve done securities. That was a great presentation. Lincoln guy. I’m going to find my Lincoln guy. Like, hey, what’s this?
Why haven’t you called me yet? But nonetheless. But here’s the thing. And all thing I tell her is, you ain’t got to go do it. You don’t have to go do it. So what am I doing? It’s a campaign. Even right now, campaign on myself. John and I had a conversation maybe about a month ago. We were just talking about this very thing. It’s a campaign. Do you want to do it? What’s the advantages? What’s the disadvantage? What do you got to give up? Do you see? You guys have got to be doing the same thing, but it should be a whole lot easier sell for you, like the going to work, getting it done. Your bank account should say, if John and I don’t want to go to work, the bank account says more John than me. Does that make sense?
Your bank account should be saying, why are we you wasting time? It’s like, good. You waste time talking to me. You need to be on an appointment. You need to be calling somebody. So just make sure. One of my recommendations. Oh, good. We’re getting there. One of my recommendations is ten pages of something constructive every single day. That’s a book a month. You do that for a year. That’s a master’s level equivalent of whatever it was you were reading about. Right. Whatever you’re doing spiritually, right. Start off your day with meditation and prayer. You’re not going to be able to make it. I’m telling you. Well, I don’t believe. Okay, well, that’s something different. I mean, that’s on you however you want to cope. But if you’re a believer, let’s start with some meditation and some prayer. Aren’t those two things the same?
Absolutely not. Meditation is a conversation with yourself. Prayer is a conversation with whomever it is you worship. I’m not making this church. I’m just telling you that these are components that answer his question. Because when it gets dark, you’re going to need somebody to be like, somebody a whole lot bigger than you to be like, it’s going to be. Okay, I got you. I’m telling you. Next one. Going. Vice president out of the bay shop. What’s the main focus? You were talking about promoting rvps, but if you’re not an RVP yet, what’s the main focus of getting. All right, now we’re getting there. I mean, not. Those other questions weren’t good, but let’s go. Going RVP. I’m supposed to be repeating the questions. I’m doing the best I can. Going RVP, coming out of the bay shop. What should it look like?
What should they be doing? Yes, absolutely. Okay. And we’re going to do some of this. There’ll be some repetitive stuff over the weekend because how many of these things are different? It’s not a whole lot we do here. Does that make sense? All right, so here’s what I believe. You got to show up to everything. You got to be plugged into everything, and it’s got to be animalistic. Okay, we may or may not get to this, so I’ll talk about it now. Are you an armor bearer? To your current RVP. Now, if you’re not familiar with what the term armor bearer means, it’s a spiritual term where literally, back in biblical times, if there was a battle, there was an actual king, and armor is pretty heavy. And this was the person that job was to actually carry the armor. Right.
More specifically, you hear about it talked about a lot in reference to Moses and the nation of Israel. They were out going into battle, and what seemed to happen was because Moses had a staff that God had anointed, and when that staff was up, they went in the victory. Right. But some wise people finally started to notice, well, as his arms got tired, the victory was they were losing. So some real brainiacs said, well, why don’t we hold his arms up? You ain’t getting the vice president without holding your vice president’s arms up. Well, I don’t like my. Don’t start. I don’t like my vice president. That’s also why you’re not an RVP. Because if you don’t like your RVP, the chances are your RVP doesn’t like you, and there’s no way you’re getting out of the base. And that came from Art Williams.
Well, I don’t like how Joe said that. Well, Art Williams said he looked for people that he likes, that like him, that he trusts that trust him. So the first thing I would tell you’re not getting out of the bay shop with a wounded relationship with your RVP. It’s just you’re battling your RVP, and your promotion is on the line. That makes no sense. Do we have to agree? No, we just have to be respectful. So you want to hear about the numbers? We’ll get to that. The numbers aren’t that big a deal. The problem is there’s a breakdown in the relationship between you and the RVP. See, there’s only one person that has your future financial life in their hands, and that’s the one you’re fighting. It ain’t you. No, it ain’t. It’s your RVP. See, they said you. It ain’t you.
You can’t promote yourself to Vice President John Lavin. Got to put his name on a piece of paper and say, I approve this person. They’re worthy. They did the numbers. So that’s the first one. Why can’t get out of the base shop. Well, maybe that’s because you’re behind the RVP’s back, talking about every play they’re calling instead of coming to the RVP personally. Say, coach I don’t know about this, man. Team kind off on this one, man. I don’t know. But then when he’s in front or she is in front of the team, it’s go, coach. See, you see what Alan’s doing with my good budy Alan. See, you supposed to be regional leaders. You’re supposed to be doing what Alan doing right now. When your RVP don’t matter if it’s on zoom, put the damn clapping emoji or damn heart emoji.
When the RVP done says something that was on fire, see who’s holding the arms up. That’s why y’all, tomorrow or Sunday, it’s gonna be football games on. Now you in church for 4 hours. You know why? Because you ain’t holding the pastor’s arms up. You ain’t got no amen. You ain’t got no hallelujah. You ain’t got no thank you, Jesus. And they just keep preaching harder and harder and longer. Oh, man. It’s kickoff, man, about 15 minutes. Well, if you say something, you all get up out of here. If you say something in support of the RVP, you can get out of the base and you all think it’s, oh, did I double digit? Did I not double digit? Come on. But you need to do that. You need to double digit. Actually, the number is not. I don’t know.
I said I was going to be truthful, right? It’s one of the slides. The number is not ten anymore. We can stop doing that. We can stop talking about that. Ten is not going to build you a business. It’s not. It’s 20. I’m sorry. Things change. This ain’t 1980. You need more people. It takes more people than it ever did. Come on. It’s okay. We make more money than we ever did, too. See, wherever there is a disadvantage, there is an equivalent and exceeding advantage. You’re just looking at it wrong. I believe you should be writing about 8000 in personal life insurance premium. Well, the apps are smaller now with next gen life. Write more of them, you still got to write ten. It’s a better situation for the client, so you should get more referrals, a better deal for the client.
They’re excited about it. So it used to be $80, now it’s $55. They should be calling somebody for you. Does that make sense? Get your dagum securities license. And I’m so glad that the gentleman came before me because I’m going to talk about this, too. Right. Here’s why. You’re not security license because you keep trying to get security license because you want to be an RVP instead of getting a securities license so you can do securities. We need to start talking about the money you’re missing out on. And I’m a recovering life insurance addict. I’m only about seven or eight years in this securities game. Alan’s one of my securities mentors. He literally, I got. Just get on the phone with him. I just call him Alan.
I got a client and they brought up something, and I didn’t know what they were talking about. And what do I do, Alan? It doesn’t matter as long as I look right in front of the client. Does that make sense? Go get your securities license so you can play the securities game. These are the things keeping you in the base. So that was a long one on the RBP thing. Next.
Thank you. What type of training do you run with your base shop to create real momentum? Like, what are the key elements to running a successful training, and what type of meetings do you hope for your organization?
All right, well, I can really go. Would you like for me to answer your question and a question like it or just your question?
Whatever you want.
Well, don’t say whatever I want. Did you hear what she said? She said whatever I want. I don’t even know her. No, I’m with you. I’m sorry. It’s going to be like that with my wife, too. All right, now, that’s a great question. The reason why. Just make sure I do this. Okay, I’m going to answer your question, but I’m going to answer a question. The RVP. Where’s the rvps? I know there’s a lot of rvps that come to this school. All right, I got the real question. You all are asking that we need to handle. We’ll just handle it here, which is Zoom versus in person, right? Yes or no? I don’t have to do it now. Okay, so let’s answer her question. All right, so I’m still primarily on Zoom. I don’t have an office.
We got an audit this week, so I’m primarily on Zoom. Right. I’ve done it all during. Since the pandemic. We used to do the. I know, Izzy, you were talking about doing a meeting every single day. We used to do that. I’m rich now. I’m just being real. I’m not willing to make that commitment if I’m building like he’s building. I think that’s great. I’m not doing that no more because that was a lot of work. Yes. My base shop was bigger. So if you guys are trying to determine where are you, the more contact, the more production. There you go. That is a true statement. So if I’m an RVP with one or two rvps, or I just got a base shop, and you might want to do something every single morning, makes sense it’s going to work, right?
So I do two mornings out of the week. So I do Monday mornings and Friday mornings, and then I do a Wednesday night training. You might have noticed I don’t do Saturdays. I haven’t done Saturdays for 15 years. The reason I don’t do Saturdays is nobody could explain to me why we did Saturdays. The second reason I don’t do Saturdays is I don’t want to. For the last, you might have noticed, I also said I don’t do a Sunday night anything. We stopped doing that about five years ago. You said, well, why’d you stop doing that? I didn’t like doing them. I wanted my Sunday night back. I’m in business for myself. It’s my business now. I wasn’t going to ever run a business doing anything that I didn’t know why I was doing it.
And if I have a choice, well, I chose not to. None of those things are bad. Does that make sense? None of them make them good or bad. So that is my training schedule. Now, what is a training? I’m different though, right? I never come into a training knowing what I’m going to talk about. You know why? Because my business is run by spirit. Stay with me. No, not the way you all think. We ain’t talking about tithe and offering. I’m talking about I am tied in to everything going on in my business. I can feel it. Does that make sense? So my training is on what’s broken. It’s on what’s broken. So one week, maybe the webinar is down. What we used to call op meetings, we call webinars. Okay, so maybe my webinar attendance is down. We need to talk about that.
Maybe prospecting is not at the level. We need to talk about that. Referrals are not where they need to be. We need to talk about that. We’re not doing a good job at processing. And you say, well, that’s negative. No, it’s fixing what’s broken. Now, along the way, we’re going to talk about the positives, too. Like many times in a training, I’ll talk about, hey, these are things that are working. And then we’ve got some people that example of, okay, this one did this one did that. But otherwise my system doesn’t change. And then sometimes we won’t talk about primerica at all. That was probably the strength of my original business, back when I was face to face, when I would come in and I’d be like, what y’all want to talk about tonight?
You want to talk about the way we get names and numbers, which we’ve been talking about for the last 18 straight meetings? You want to talk about the referrals that you’re not getting, that I keep talking to you about how to get. You want to talk about that? I don’t want to talk about none of that. That’s not the reason you’re not winning. And then we’ll talk for 3 hours about life and commitment and focus and discipline and I’m a coach. You know how everybody runs around calling each other coach, but very few people are coaches. Come on now. An actual coach, if you allow me. And I’ll get an attitude from time to time and tell you, stop calling me coach. I’m not that role in your life. Just call me joe. Unless somebody that I am coaching call me coach. All right.
So that was your. Yes. Yes. Kind of. Gotcha. Okay. All right. But let’s handle this in person versus zoom thing, shall we? Y’all are not interested in that. I thought that was going to be a big bang. All right, I’m going to make this so super simple for you, okay? You do rvps, right? You do not have a decision to make. The team makes the decision. I know without a shadow of a doubt, I am three times more effective face to face. Zoom is a lot of work. It’s a lot of energy trying to move people through a computer screen. Now, there are a lot of positives to Zoom. We’re not talking about that right now. We’re talking about how you should be building your business for the future. Does that make sense?
But I don’t have enough people in Houston to be running an in office system. I’d be cutting off my nose despite my, you know, that statement, are you with me? And I have tried to do it. Meaning? I mean, I have tried to make the wrong decision because what I want is to get back in front of the people. Makes sense, but the people don’t want that. So what would happen is I would end up signing a lease. We were within. It was straight God. But God really helps us. Well, I say us. Me against me, right? He does that with me a lot. I’m a little hard headed. So you have to know thyself, right? And were days from signing a $5,000 a month lease, 4000 square foot office, beautiful building in Houston, blase blah days.
The only reason we hadn’t closed was the office building. We had done everything, sent them everything, all the financials, everything. We’re sitting around like, what’s the problem? Why? It was God. Because if I had done that, it had set me back a year. Easy. Because what? Nobody coming? Nobody coming. So here’s a very easy rule for you rvps. If 50% of your base shop or more is local, meaning they could get in your office in 2030 minutes. Not yet. 2030 minutes. Big major cities, right? 2030 minutes to your office, 50% of your team, you should be in the office. You can grow it from there. Oh, you’re going to grow fast too, by the way. You get back in the office, you’re going to grow fast. But if you got 65% of your team on the computer, well, who coming to the office?
And then what’s going to happen to your production? Have you all ever attended a party on Zoom? Meaning there’s a party there’s a party happening and you sit back and watch that party on Zoom. That’s what you think is going to happen with your people that are already on Zoom. I’m going to still live stream it from the office. No, you’re going to lose those people eventually, so you don’t have a decision to make. But do know that if you can get back in the office, you’re going to grow faster, you’re going to be more solid, you’re going to get bigger, but you can’t force it. So if you rvps, if this is your game plan, you say, no, I want to get big, I got it. So you got to start getting directs in your area.
You got to shut off the rest of the country. And I know what you’re saying. Oh, I could have people in Ohio and I could have people in California and I could have. But are you okay? Downside to zoom people, development and relationship, it’s extremely transactional, which is awesome. Awesome. That’ll never change. I don’t know if we will ever, John, be a eight to ten kitchen appointment or table at somebody. I don’t think that’s ever going to happen again. Does that make sense? But I think people will eventually get back into offices. So that was bonus coverage. It wasn’t asked for. Go ahead. Where are we at? Oh, about the zoom thing. Look at God.
Is how to successfully build new, solid, producing money making legs for builders. But what is the data? Focus and intensity. But I want to add something to that.
Whoa, wait a minute. I didn’t understand what you already said, so I was going to add something to what I did not understand. Good. Okay. So she said, developing money, making leg things. When you find that out, let me know now. I’m just kidding. Don’t go to your second one. But we can handle it. Oh, go.
How do you set the tone from the very beginning? I’m not just talking about how to do that with regionals, but how do you set the tone and build successful legs like that?
Okay. The truth is you can’t do any of that. It comes through numbers. It is. You can’t. I’m a great trainer. I got an unbelievable system. But I need players. I’m always telling my base, they hate this, but it’s a frame of reference for them. I’m always talking about the original base shop. The original base shop. The original base shop. Just like Dick Walker is always talking about you and Scotty and all these people that were in his original base just. They were just cut from a different cloth. Does that make nothing? I just found the right people, put them in my environment, and I set a tone that way. But if you don’t have the players, see, at the end of the day, you say, well, who’s going to win the national championship in football this year?
And before y’all start talking about all these. Yeah, the Florida state, huh? Okay. Well, I can tell you who ain’t going to the team that ain’t got three or four all Americans on it. See, Bill Parcel said, if you’re going to win the Super bowl, you must have at least four all pros on your roster. Now, you tell me who won the Super bowl in the last decade that didn’t have it. And I can tell you whoever’s going to be in the Super bowl this year, they’re going to have it. And let me tell you what you ain’t got. You ain’t got no all pros. Now, here’s the thing you got to do. You got to get the most out of the team. You have until the all pros come.
I don’t know how long that’s going to be, but you can make a kajillion dollars in the process. This is what people don’t understand about primerica. We all want a team we can override and not have to work and make all this money. But the experience for most people in Primerica is not going to be that. But these same people make 300, 400, a half a million dollars. They’re saving their money. They’re living an unbelievable life. So the end of the story is that you got to run through the numbers. Now, the thing that would help is having a system that encourages people to recruit so that you get introduced to more talent. You got to create a system where people, and we’ll talk about this tomorrow. People prospect. How are we going to build a business, right. An organization of people.
And you don’t have a solid group of people that are prospecting every day. And I’ll give you a sneak peek on that. We’re going to talk about inboxing and social media responsibility. And I do understand. I know where I am. I know what state I’m in. I know you’re the number one culprits in the entire country. Maybe not all in this room. I am definitely hating because I’m a stockholder and I have children that I would like this business to go to. And if we keep irresponsibly inboxing hundreds and hundreds of random people a day, there will not be an opportunity ten years from now. This is not a joke. Can we get. See, I was going to say that a different way. I haven’t been at a school in a while.
I would like for you to get some courage and start prospecting face to face again. Because one or two names and numbers in the street is better than 100 random inboxes. Well, I’m afraid. I’m afraid, too. I’m afraid there’s not going to be an opportunity because you’re just out there. Want to make some money? Next. Want to make some money? Next. Want to make some money? Next. And they know it’s primerica because we’re all connected. This country isn’t that big you think it is. It’s not. So the same person has been hit in the inbox twelve times. You’ll think any of those twelve times, right? They turn around and say, and what is this all about again? You know, it’s going to be a new rep. Oh, it’s primerica, New York. Soccer shades. I love it.
Oh, man, now you don’t gave our name out, too. Now, when somebody tries to legitimately come along and sit down with their own cousin to talk to them about this business, they’ve been hit 15 times in their inbox by random strangers. If you’re going to grow your business, let’s grow it. Just walk up to them. Hey, excuse me, sir. I don’t mean to bother you. Just want to give you my business card. I specialize in life insurance and investments. Who handles your life insurance outside of your job? Nobody. Oh, my God. You got kids? One. You have a child? Yes. Are you married? Yes. My God. If something were to happen to you, what’s going to happen to them? Probably not a good situation. Yeah. You know what? We should exchange numbers. At least run you some numbers.
By the way, you’re keeping your options up and making additional income. We’re kind of looking for a few people. I’d like to hear more about it. Why don’t we do that three or four times a day? Wait a minute. Whoa. Why don’t we do that three or four times a day? Let me do that at the national convention. How about that, John? Prospecting 101 in the street. I don’t know if that answered your question, but okay, we’re good. Did you have your part two? No, that was her. Got it. Go ahead, ma’am. Yeah.
I am expanding on the question she asked. What are the top three characteristics that you look for in a quality person that you want to work with personally?
It’s not three, but that’s good. This goes back. Well, no. I mean, this goes back to Hector. Right? You’re looking for somebody that’s competitive work ethic, people skills. I’m missing one, John. Credibility. That ain’t change. It ain’t gonna change. And every single one of those are crucial. Any one of those, they lose. Yeah. Credibility. Competitive work ethic, people skills. They’re going to fall short in their primerica journey, by the way. I like it. I like it. Yes. Coachable. Yes. I like it. I like it. I like it. Throw coachable in there for sure. Absolutely. The key is understanding that if you looked at the rvps in the room, I’m telling you, they are above average on all of those five. We threw coachable in there. Above average on all of those five.
I think that you can work on probably all of them except credibility. Because if you didn’t come with credibility, there’s a reason why. This is a side note for you, recruiting and field training people. If you can’t get an appointment with your mama, I don’t think maybe this is for you. There’s a credibility issue there. If you can’t get your mama to buy. I ain’t told me she had health issues. I mean, she just said, I don’t want it. Your mama said that. I don’t think we need to be working together. Your best friend is not a client, your actual best friend, your maid of honor at your wedding has state farm. It was $5 cheaper. Are you serious? I can’t do nothing about that. Credibility. People say, well, you can’t teach somebody to be competitive. Yes, you can.
You apply enough pressure, put them in the right situations, and I’m a master at that. Are we going to see how competitive you are? I got a guy who’s my next vice president in my base shop, and there was another guy in another one of my rvps. Both of their names are Justin. Both of their names are Justin. And so they were speaking one of our super Saturdays, and I said, I’m not going to sit here and keep calling both of y’all Justin. So the one with the most numbers is going to be Justin. You don’t get to have a name anymore because it’s confusing. I’m saying Justin, both of y’all trying to answer. So we gotta go with who got the top numbers. So the next month, my guy had less numbers and I called him by his middle name.
What’s your middle name? We can’t call you. And his middle name was actually Ramon, but I was calling him ramen. He said, no, coach, it’s Ramon. No, it’s ramen because the numbers is low, just like the ramen. But I want to see how do you respond? And he came with the. Yeah, you see, I’m Justin again. Yeah, you Justin again now. So that’s what you’re looking for. You’re looking for those things. Yes.
Joe, in the process of becoming a million dollar earner, was there an income level that you were comfortable at and.
What did you do to push yourself beyond it? It’s not unique to me. And some of the RBPs income level before a million that you kind of get stuck or comfortable at was the question. It’s not unique to me. I call it the trap income in primerica. And it’s 200. It is common. Just 200,000. I know. I know where you all are. So some of you brand new people like that sound good to me. I was at 200,000 for about twelve years. And there’s a reason why, Alan, the reason why is 200, not 100. Especially today. 200 is where life changes. We’ll just call it 20 grand a month. It’s easier to think of it in terms of a month. You get to $20,000 a month and it’s solid. Your life about to change, you about to be driving different.
You’re going to get a different house, right? You’re going to travel more, you’re going to save more money. I’m just telling you, life is good. And at that point, ma’am, who asked the question at that point, you got some decisions to make about how dirty do you want to get from what? That’s what the john and I struggle with, charlemagnet and whatnot. Because we go now, would we both like to make 2 million? Absolutely. Okay. But do you want to get three, four names, numbers every day, make maybe 10, 15, 20 calls a day? Do you want to do eight to ten appointment? I don’t know. That’s something we got to answer. But that is the trap. So the thing is now, the good thing is, I used to tell the base shop this all the time. A smart man learns from his mistakes.
A wise man learns from the mistakes of others. So if I’m telling you’re in somebody base shop right now, you about to go RVP in next six months. You’re going RVP before the convention. I told you where the trap was. Keep going. Like, don’t even consider slowing down because to get it going again, see, the biggest thing for those of you that are going to make a run, it’s all good as long as you keep running. If you just stop for a moment and be like, you’re going to stay stuck there two years. Keep going. Now, what you learn to do, let me help you. What you must learn to do is rest periodically. Slow down, don’t stop. So during our million dollar run, went from 250 to a million in two and a half years. Legit.
By the way, people do things real fast nowadays and it’s kind of legit. Grew codes grew, rvps grew, people, all that kind of stuff, right? But that was pretty much primerica morning, noon and night for two and a half years, like hardcore. But what we did was that we would rest periodically, right? It’s just like the bible tells you what to do. When God created the world, he created in how many days? And on the 7th day he did what? Rest. God don’t need no rest. Wait a minute now. Okay, wait. Okay. So he created the world how many days and on the 7th day, he who needs the rest? You got to operate your business that way. So you’re running for a big base shop goal, right? You’re going after, man. We’re trying to get to a $50,000 base shop, right?
When you get there, take a four day trip. You said seven day trip. No, I said four days. You said go to Europe for ten days. I said four days. And it’s planned. See, when we built a business, Alan, we only traveled when Primerica traveled. I see all these folks building a business today. And they’re in all the places we at and they regional leaders. We see them at the resort with us. What are you doing here? I’m in Primerica. What level are you? You SVP? Oh, I’m a racial leader. What are you doing here? We just wait for Primerica to say where we was going. Where are we going? We going to Bahamas? We going up Miami. Woo. Because that’s when we was going to travel. But it needs to be planned. But there is none of this.
Oh, I’m just going to run. I’m just going to grind time. No, you’re going to run yourself into the ground. Correct? So you got to be periodic about it. Right? You got to learn to rest in your year, in your month, in your week, and in your day. See, I learned that during the pandemic. See, we ran $100,000 base shop, right, for 18 months. During the pandemic, I was working my ass off. And I had to learn to put 30 minutes buffers in between my appointments. I was doing them back to back. I wouldn’t have seen the light of day. I would literally just walk out of my home, just be like, you got to learn how to do that. Right? At the end of the month, right? You hit your numbers, reward yourself, go have a spa day or do whatever.
You see what I’m saying? That’s going to allow you to run harder, longer every quarter, take you about a four day trip. And it gives your family something to look forward too, right? It ain’t going to be all this work makes sense. Okay. Go. Where we at? Conversation that you’re having with your team to eliminate the distraction of recognition. Primerica, I don’t want to go broke. I don’t want to get fired. I don’t want to destroy my reputation. All money ain’t good money. And I know you’re saying, oh, yeah, it is. We got some examples and we about to have some more. It’s just not necessary. You know what? I have a challenge. I did a talk when went over a million, and were in Hawaii. So it was where we did our speech. And it was about fast ain’t always good.
It just seems like that’s all we ever talk about, is fast. Even though 95% of you will never experience fast. Nothing here. And there’s nothing wrong with that. Rome was not built in a day. And neither will your business be if it’s going to be real and solid? The truth is, slow and steady wins the race. Now, if you are capable, right, Mika Saunders is in my downline. Fast, fast. That’s awesome. She’s capable of that. But don’t you look at her ride and say, this is what I’m supposed to play. I tell my leaders this all the time. You got to play your game. See, when we talk about that over this weekend, right, you got to play. Now, are there some common rules? There’s certain things we all got to do.
Yes, but you got to play your game and I’m promising you these shortcuts. It ain’t what you want. I promise you it isn’t. There are rvps in this room that make 200, 250,000. They have three times the business of your last person you emulate. That went over 600, 700,000 because they got a real business that’s solid. That will be here long term. I’m not saying don’t try to maximize time frames. You should be doing that. But there are always going to be these scenarios. You’re going to be in these situations where you got a choice and the decision you make there is not going to echo in the next month. It’s going to echo ten years from now. Does that make sense?
And by the way, if you bring an Organization in and you’re doing a bunch of sideways things to get recruits, sideways things to get premium, what are you teaching them? Come on now. It becomes a generational problem. I’d avoid it at all cost. I’m telling you. I would rather do less. I’m trying to get the company right now, John. We are. I am trying to get the company right now to recognize premium only by QBI. Oh, yeah. Let’s see that. Let’s see who’s number one then. The one that’s doing 40,000 is in the top ten. They’re not going to do that anytime soon. Steve Madison might have heard that. I don’t know if he’s still here, but I did say that. I’m just like. Because I’m tired of the lies.
Because it’s got some of you that are running a good, solid, strong business that’s headed in the right direction and you’re like, well, I can’t compete with these guys. Well, you ain’t supposed to. Longer answer. Go ahead. We got about twelve minutes here, guys.
Quick question. My son is a regional leader from the time that you had gotten promoted to RVP, to all the rvps that you had promoted. What is it that, what are your promotional guidelines that you feel that you’ve learned and maybe adjusted to?
I think that promotional guidelines are subjective. Let’s just say this. Promotional guidelines for RVP are regionally based and state based. So a person in. We’ll just use John’s. He has business in Pennsylvania. A person in Pennsylvania and what they may need to do to go RVP is not the same as Florida or California. Does that make sense? I’ll give you the numbers, but it’s important. As a regional vice president, you are playing your game, right? Listen, if I’m in the SEC and I don’t play smash mouth football, this is going to be a problem. But I can go out here and go out to the West coast and we’re just going to sling that ball around and see who scores the most, right? And if I don’t have a team that can do that, I’m going to get killed out in the West Coast.
I know some of you are going sports analogies. Sports analogies. The point is, you got to play your game right. The company says ten by ten. Now, I’m not opposed to that. I’m not going to promote somebody doing ten by ten. Ours has always been 20 by 20, right? That has always been my thought process. Because here’s the bottom line on this, and it’s not anti company, right? If you can’t write, and we’re talking about promote people right now, right. If you can’t write eight to ten, you’re not going to survive as a new RVP unless you got a very strong securities business, which I’m good with that, too. So if you’re not going to write eight to ten, you got a half million securities coming in. Okay?
So if you got a half a million securities coming in every month, you can do 4000 in life insurance premium. I’m not mad at you at all. That person making 15 grand a month. You see? So if I’m promoting out of a hierarchy that has a real strong securities business, right, maybe I can run the ten x ten play, right? So it all depends on what’s going on in your particular hierarchy and what kind of region that you’re in. See, because if I was to say this in a meeting in California, they just asked me to leave. Well, thank you for coming, Joe. We don’t believe we’re telling our people 80 by 80, no proofs in the pudding. I mean, it works for them. But if I was in Chicago talking about you can’t get out until you’re doing 80 by 80.
Where are you networking to? They’re like, I got to go. Is somebody else. Did that answer your question, though? And let’s get an exchange in there, too.
Okay, Mr. Ward, my question. As you know, most of the rvps in primerica don’t ever promote rvps.
That is a statement of fact.
And it’s unfortunate. And I know all the rvps that are in that boat.
I am not going to say that’s unfortunate. I believe that those rvps. I would have said that. Young Joe would have said that. Man, let’s get out of primerica. What you came here for? There’s a lot of people, man, don’t want to deal with no organization. I mean, it’s a lot. Y’all, like, this money ain’t free. Do you know we got to go through. Do you know how many personalities and people we got to go through? This money ain’t free, Tess. So there are some people that say, you know what? Financial services. More $100,000 earners. Not primerica. The industry. More million dollar earners have come out of financial services. We’re going to come back to your question. Are going to come out of financial services. I can raise a family, run my own schedule. I make $250,000. Man. These people need to be celebrated.
There’s more than one way to skin a cat. We got to get out of primerica. Some people just love the clients. They love dealing with the clients. They love helping the clients. They love giving them solutions. They love all that stuff. Well, what’s wrong with that? Now, maybe Primerica don’t give them a banner and parade them across the national convention, but they don’t care. They’re living a great life. So I just wanted to. It is an option to promote vice president. That’s a different pathway. But it doesn’t make it right or wrong or good or bad. As long as you are living your dream life based on what you’re doing. Now, if being a personal securities producer is not getting you to the level of life you want to, you might want to get some people, but go ahead.
The people that do want to change.
Yes.
What do you recommend? That they change different in their base so they can start promoting RVP.
The vision. Vision. Where there is no vision, the people perish. See, it is very true, guys, that in building my business, I saw everyone as an RVP. Now, I knew that everyone was not an RVP. I knew everybody wasn’t going to do it. But I was on a hunt for vice presidents because I equated vice presidents to freedom. See, I’m not like some of your leaders here, great, strong leaders and whatnot. They’re hardworking. I am naturally lazy. I enjoy downtime, not working, not being engaged. I built my business to have the life I have today, options. So if I go back and build a business, it’s because I want to. Does that make sense? And don’t get it twisted, I still run a $35,000 base shop. I mean, I’m in the game, right? But I ain’t dealing with clients and stuff.
You see what I’m saying? And see, I knew that vice president. See, the reason a person does not promote vice presidents, it was not their intention to do so. It wasn’t their vision. They couldn’t see it. See, because each vice president brings you closer and closer to freedom. See, when you see it that way. And here’s the wonderful thing, man like you don’t like you. Friends, enemies, whatever the case may be, it don’t matter. They’re a vice president. You’ll override them for life. When your vice presidents don’t like you, they produce more. John Lavin. John Lavin. Just say amen. See, you just want a bunch of them, right? See, and the more of them you have, it works just like a bay shop. The more of them you have, the greater opportunity you’ll have. A big one.
And, boy, listen, there’s not a million dollar earner out there. Few of the personal producers, that one, man or woman, is not half their income. That’s a big one. Does that make sense? Okay, last question. Yes, I asked for permission for your.
Wife if I could ask any questions.
Oh, her. Oh, okay. Come on. You’re not going to clap.
It up as a partner. Realistically, what did you do to support Joe that made the biggest difference? To get y’all over the hump. He probably would have been better at answering everything, literally everything, except Bill and I will be transparent with this. I am not good with people. I’m tremendous with clients. That’s the person. I am the client person. But I don’t have a lot of patience. I’m pretty hardcore. He sings hardcore, but I’m really hardcore. So Joe doesn’t do anything outside of building. That is his strength. So he needs to operate in that. Anything and everything else in life. In business, I handle with the staff, of course. He just focuses on building. He’s the visionary. I’m just the person to make sure this vision comes to fruition, if that makes sense.
I’m going to add to that. I think it’s good. That’s a great question. I’m glad somebody asked a partnership question. That’s another really big thing. And that’s another thing too. She talked about me going back to work and stuff. She used to do events and all this kind of stuff and do training and stuff. I can’t get her do nothing now, but she’s rich now. But in your partnership, first of all, your partnership has nothing to do with another man or woman’s partnership or two other people’s partnership. Does that make sense? Don’t try to do that. Don’t try to make your partner into some other primary partner, a partnership. And one of the things you see on that is you’re trying to get your partner to do the business. God didn’t call them to do the business. They called you to do the business.
You’re trying to run away from what you’ve been called to do. So you’re trying to get some help in prospecting and some help in closing business that wasn’t in the structure of your household. That person, you the one now they are supposed to support you in that. Now one of the things that doesn’t get talked about enough is the working spouse. Man, I am always saying this like Kevin Durant said, you are the real MVP. Listen to me. I’m telling you ain’t gonna get no recognition. They ain’t gonna talk about you on none of the calls. But your ability to take some actual financial stress for a season off of your partner is massive. It’s huge. And you shouldn’t be expected to do nothing else but that.
But with that being said, don’t let them off the hook either because it’s supposed to be temporary. You’re supposed to go get the job done so that now I ain’t got to work. So if the numbers ain’t coming to the table, you got to do a little bit of coaching there too. Like what the hell does that make sense? And you got to know your partnership as to when to do that. But she’s done it all. She’s done office manager stuff. She used to write a kajillion dollars of business. She loved dealing with clients. She was excellent at that. Getting referrals and all that. And there were seasons where we needed that little five, 6000 of production. Does that make sense? So sometimes they are a writing agent, right?
I’ll tell you another big area that you can take on that will be huge impact as a partner. Learn QBI. I’m going to talk about this tomorrow. Learn QBI. Get somebody else’s office manager to train your partner on QBI. No one is going to watch the money more than your significant other. No, I’m just telling you, they gonna be calling the agents and it’s gonna be something real like, hey, no, this contract is getting reduced. What are we doing here? I asked you about these three lapses two weeks ago, and I still ain’t see she or he going to talk different. That is. Now, again, it doesn’t seem glamorous, but if you’re going to sports analogy, what wins championships? Defense. Defense. So if y’all didn’t understand, defense wins championships. That’s QBI. Offense is. Oh, I got a sale. I got a client.
Oh, yeah, it’s $100 a month. Oh, look at this premium. But if it’s going out the door as quickly as it’s coming in, we got an issue. Somebody’s got to be on top of that. So when you talk about partnership, those are some things and some roles and things to play right before I turn it back over to David. You all get anything of the day. That was a waste of time. Hey, now remember, you’ve seen that in the movies. Do not try this at home. Now, don’t listen, don’t have your next speaker doing question and answer. I’m telling you, it’s not going to work. Well, so I’m joking. I’m just throwing jabs at my competition. Don’t do it, though. But listen, I love our theme. We going to be ready for tomorrow. Nuts and bolts. Like, this was nice.
And we just kind of went over a whole bunch of little areas and stuff. But do this, don’t do this. Say this, don’t say this. Go here, don’t go here, do that. All of that. We’ll get all of that in later on today, actually, this evening. And we’re excited, man. This is a packed locker room, man. Great job on that. And congratulations for all of you of being here, but we kind of got the whole personal story thing later. But we’re going to kind of delve a little deeper into the game side of it, of really how we feel, like we made this happen. So when you get to my part tonight, it isn’t like, okay, I got started at this time and then this happened, and that happened. No, these are things that I did to make it happen. Does that make sense?
Because I will promise you all one thing. Listen, because that’s going to be the whole theme of the weekend is winning this game. Right? Yes. Ups, downs, in the business market challenges people joining, people not joining. Recruiting market, non recruiting market. Primerica is by far the best game in guys. No, I study these things. This isn’t like I study business. One of the things that happens, the more money and I’m about to be done, the more money you make, the more money you’re trying to make. That’s just a part of it. And so we build a Primerica business. But then you start saying, well, if I throw a little money over here, or I throw a little money over there, if I do a little business like this or get this going. Guys, you don’t understand.
Your ability to go from zero to a couple of hundred thousand dollars is five times faster here than anything else you could get. I got buddies going into trucking and I got buddies opening daycares. Right? I got friends that are going into this business. That business. Oh, I’m going to be a social media influencer. This is it. But you all got to plant your flat. You got to say that because your movements are not reflecting that. You know, this is it. And it’s just a matter of time. I just got to keep doing the right things, and it’s a matter of time. That’s what we’re going to emphasize over the weekend. Appreciate the time.
