Ever feel like you’re stuck in a comfort zone, watching others soar while you stay grounded? You’re not alone. Many reps find themselves caught in a cycle of complacency, unsure how to break free and chase greatness. But what if you could shift your mindset and unlock the potential for a million-dollar business?
That’s exactly what Joe Ward dives into in this powerful session. It’s all about overcoming comfort, embracing challenges, and setting your sights on true success. Joe’s insights are raw, real, and exactly what you need to hear if you’re ready to elevate your game and achieve financial independence.
Don’t miss this must-see moment. Watch the video below and discover the mindset shifts and strategies that are propelling top reps to new heights.
Video Transcription:
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
