Ever feel like you’re stuck in your head, overthinking every move in your Primerica journey? You’re not alone. Many reps find themselves trapped by limiting beliefs, unsure of how to break free and truly shine. But what if you could shift that mindset and unlock your full potential? That’s exactly what Patrick Friderich and his panel of superstars dive into in this powerful session. They tackle the mental blocks holding you back and share actionable insights to help you become the leader you aspire to be. This isn’t just another training; it’s a game-changer. Watch the video below and discover the breakthrough tips that can transform your business and your life. Don’t miss out on this opportunity to elevate your game and achieve the success you’ve been dreaming of.
Video Transcription:
This is a humbling experience, but I’m grateful to be here, excited to be here.
You know, I tell you, we come in this business and there’s some things that we don’t know, what we don’t even know.
And the belief limits our mind.
We’re in our head too much, you know what I’m saying? How many people procrastinate? Yeah.
The rest of you going to raise your hand later because you re in your head saying, ow, don’t need to write my hand, I’m good, man, your voice in your head just told you to chill.
And the reality is there’s a limiting belief.
See, we all want to be somebody, right? Are they coming up or do I need to call? They coming up.
Okay.
We all need to want to be somebody, right? But in order to be somebody, we got to be somebody to somebody.
And sometimes our beliefs in our head are limiting to hold us back.
So this little session here is superstars.
I’m just a moderator.
I just want to be somebody.
Trish going to have some conversations and maybe give some nuggets of some questions that can maybe help somebody, right? So we’re going to dig deep.
We’ll do our best here, man, look at these guys.
Yeah, have a seat, man, come on out.
So here’s what we’re going to do.
Because of time and we’re already two minutes into it and I’m glad I’m not, I stutter.
Hold on.
So the reality is that, Andy, you’re a superstar.
We appreciate you being here, man.
There’s some superstars here.
Not to take anything away from Rezzie, Edouard and Layton and of course his wife right there.
But I want to lean more.
We’re going to kind of rotate through here.
So Andy, you’re going to get the Glunt of it, if you don’t mind.
So let’s go.
So here’s a question.
So there’s a bunch of questions.
We had 40 questions that came from the field.
Like, what would you ask these guys? What you’d want to know? So we tallied it down and here we so is everything all right? Oh, here we go.
That’s better.
I feel like I’m an astronaut in Houston, up in space.
Houston.
We got problems.
Technicalities.
All right, you’re a genius.
All right, so Andy, we’re just going to have a one one talk.
Just have a little talk, have a conversation.
We’ll let everybody else just kind of listen ahead and you can rip it if you want, right? Yeah, just keep it clean.
It’s on you.
I’m just saying about ten words, you’re saying the rest.
So here’s a question.
How would you help a new person buy into the crusade? Field training.
If we go a little bit further with that, how many appointments or field training appointments does it take for someone to really see it in your experience? As many as it takes.
You see this? So there’s persistency rezzy.
So here, let me all jokes aside, we don’t stop until they get it.
And let me give it a nugget.
Is anybody a field trainer in the room? Field trainers, raise your hand.
There’s three of you out there.
Great.
Let’s work on that next time.
But even when you don’t close, here’s a very big nugget.
I’m going to give you guys a very practical nugget.
I didn’t even know I was speaking to, like, literally 30 seconds ago, I was like, I thought were just high five.
And he’s like, no, you’re coming.
I’m like what? So here we are.
But I’m going to give you guys from Gold right now.
So even if you don’t close, if you get in the field and you don’t close and you’re not closing, that is okay.
You need to make it okay, because if your new people see it’s not okay, they freak.
And if they don’t close, they’re secretly worried, like, oh, this thing doesn’t work.
So what I do this is something I do.
You can split me 53 PHP.
What I do is, even if I don’t close at the end of it, let’s say I sit with Assad and Lois Farage, okay? They’re a training appointment for John, and we’re on the appointment.
And when they’re not closing, assad’s good with his universal policy he’s had since whatever, great.
God bless him.
Okay, Assad, listen, dude, I know you got all set, but Assad, don’t you see value? Look at my head.
Don’t you see value in what John’s doing? Is this incredible? Assad, don’t you wish you were learned this a long time ago? Aren’t other people going to see value in this? And Asad, let me ask you a question, lois, are you going to refer him people in the future? Man, that’s incredible.
Thank you so much.
And I called John after the appointment because we’re on Zoom.
John, that was incredible because your people, they don’t close, and they’re secretly nervous.
It didn’t work, and something is not happening.
It didn’t work.
No.
Our goal is to get on the appointment, not close the appointment, to get on it.
And I called John after going, john, that was so incredible, bro.
Can you believe it? He’s like, what? I’m like, did you hear them say how much value they saw in this? John, did you hear him say yeah.
Yeah, I did.
John, did you hear they said they wish they would have known this when they were yeah.
Yeah, I did hear that.
John, did you hear them say that they were going to give you all the referrals moving forward? Yeah, dude, that’s the best appointment ever.
Who else can you get me in front of? Awesome.
Now, did you get it? Some of the underlying points in there.
How many questions did he ask? Did he talk, or did he ask? Key point, passion.
Can you believe it? Aren’t you glad we came over? If you’re talking and not asking questions, little shift, right? I’m going to just go to the next one.
You nailed it, dude.
And I’ll tell you how about run out of yeah.
Layton, what are some of the things that you say or do to help retain recruits long enough for them to have a chance to succeed? Here one of the biggest things that we do in our office that people, everybody come into Primerica to make money, right? Nobody ain’t coming here for charity.
Nobody in come here for money.
Everybody come in to make money.
So I always talk to them about the bonus.
I always keep things in front of them.
So I always talk about them.
Hey, every agent, every client you do, you make $200.
Hey, the goal is to get your bonus to $1,000.
Hey, the goal is to you license this week.
The goal is your first check to be $1,000.
I talk to them about money because everybody signs an IBA for money.
I always keep the next thing in front of them.
I find a lot of times in Primerica you’re going to offices and people don’t know what the next promotion is.
Their district, they don’t know division exists.
Their division, they don’t know about regional.
They don’t have a date.
They don’t have a time on when to get that.
So I always talk to them about money and what’s going forward.
I teach my team.
You got to say what people are thinking.
People are thinking that you’re taking them into a market to just train them to make money.
No, this is for you to learn this, for you to take notes, for you to do this on your own, for you to make money, et cetera.
So that’s what I do.
Perfect.
Where did you learn when did you learn to have those conversations? How early in your career did it take you to learn those conversations and who’d you learn them from? Honestly, about two years into the business because in the beginning I didn’t really understand thanks to Coach Eduard, I didn’t understand really like building.
I wanted to be a builder.
I talked about being a builder, but I was a field seller.
The goal was, hey, I know how to close.
I’m going to take you out there.
We’re going to make some money.
But when I learned that people wasn’t sticking around and the secret of Primerica is a retention business, the person that can keep the most people around long enough was going to win.
So what conversation? Like I said earlier, you’re not one environment.
You’re not one or crew.
You’re one conversation.
What conversations can we have to have someone stay around long enough so they can see it? And the real secret of Primerica is get someone to see the business for themselves.
If someone feel like Primerica, oh, I’m only here because of resi.
If resident gets sick or leaves or whatever, they’re going to leave with them.
But in this room, everybody can quit, I’ll still be here.
Got it.
So you learned that from your yep.
Through conversations? Yes, sir.
So we come in thinking, I want to make some money.
We do it our way.
Being coachable, shifting, changing.
Do you see that? Oh, I know it.
He learned.
Now look at a superstar.
Man, that’s awesome.
Right? Rezzy, what are some challenges? This guy’s a superstar, man, that’s awesome, man.
What are some challenges of building a large team and how do you overcome them? Because you got an awesome team.
Everybody loves you, bro.
Yeah.
The challenge, the biggest challenge is coaching the Wong people.
I don’t mean Wong people in a bad way.
I mean everybody’s good.
But there are three mental stages that people need to get to be successful in a business.
And my goal is to get them to the third stage and then I can coach them.
So the first stage is the liking stage.
When people like the business, when they like the business, I mean, they don’t mind recruiting people.
They don’t mind selling.
They don’t mind but if they don’t have it’s okay.
It’s like they’re looking for a miracle, right? They don’t mind doing the business.
They don’t mind showing up.
The second stage is the loving stage when they start loving the business.
So when they love the business, they’re going to start making some sacrifices for the business.
They’re going to make sacrifice to show up to big events, but they’re not ready yet to be coach.
Then the third stage is when they got it, the got it stage.
So when people got it, I mean, you don’t have to tell them to quit the job.
To quit the job.
They don’t have problem to show up.
They don’t have problem to put the camera on.
They’re ready to be coached.
So now when people get to that stage, that’s when they’re ready to coach them.
A lot of time, we spend time as leaders, coach people who are not seeking for coaching awesome.
But you got to what do you.
Do if you could? A couple of quick points to coach them to those stages? Like, let’s say you recruit me.
I’m a stud, I’m a win here.
Might not be fast, but what would be like a couple of things, like a couple of tangibles like I said.
They’Re not ready to be coached yet.
But I spend time or investing time on teaching the value of the business.
Because until people understand the value of becoming Ocean vice president, the value of what we do for families, they will not give their best.
I’ve seen people give their best to get a career for four or five years in school, give their very best and pay a lot of money to make $50,000 a year.
But why would I force the same guy to make $50,000 a month? But if I teach them, spend time explaining how this thing can change their life.
The difference is going to make in their family lives.
I think that mindset part will get them to the third stage.
Awesome.
Do you see? Jude talked about it as well, like investing, like dividends.
Investing in your team pays dividends.
He showed that on the slide.
Do you see a similarity? Do you see a similarity? What this superstar said on the end? I stuttered, dude.
And he said, right.
He talked about how I take him out of the field and I would show him, man, do you see this? Investing investing your time.
I do stutter.
I know the guy’s name.
I’m just tripping over letters.
Edward.
I do stutter my whole life.
So sometimes if there’s silence, just hang tight.
You can pause the recording.
We’ll save some film.
Yeah, true story.
This is interesting.
This is a great I thought this was good.
What do you do, Eduar, on a daily basis to maintain the mindset needed to be successful? Did you know there’s distractions in the.
You know, above all else, the motivation will fade, but the discipline shouldn’t.
And one of the things that you can attach to your discipline to make yourself better is you have to systemize every area in your life, right? So whether that might be your fitness, whether that might be the business, whatever the case might be.
So one of the things that I do, I read ten pages of a book daily.
I do my best to do it, and I don’t do it often, but I do it more than I don’t.
So you’re going to win in life and in business if you can do things more than you don’t, right? Like, if you guys if the week has seven days and you read five, you won, right? If maybe your goal is to work out five days a week and you work out three, you won.
Right? If you can do we want you guys.
I’ve realized, Patrick, not everybody’s going to be the big, explosive people.
It’s just not you know what I’m saying? And I could relate a lot to what Andy says because I get so mind blown how people get so hurt when they’re like, oh, my God, what if two people show up to my zoom? Who cares? Just boot the other one out.
Do you write them? If I have time.
You know what I’m saying? How many times don’t you guys get blown off of appointments and people cancel? They don’t say nothing, you know what I’m saying? You’re in the position of power.
So man, I work on my mind.
I read daily, I read often.
I’m habitual reader.
Everybody on my team knows that when I wake up in the morning, I wake up, we have a group chat, I say good morning, and I send a motivational audio, and I listen to that on the way to where I go exercise.
I wake up, I find one on YouTube, I watch it and I send it to a team, or I send it to a team, and then I watch it.
And then when I come on my way back from the gym, I usually have an audiobook playing for the most part.
You know what saying, like, you guys are not going to be perfect.
You’re not going to read every day, you’re not going to listen to an audiobook every day.
That’s just not going to happen.
Right? You might be able to do it for years, but every street comes to then you just have to do it more than you don’t.
So, again, my system, I wake up, I type in a motivational video on YouTube, and I hear it and watch it on the way to the gym.
I do my best to read ten pages of a day, every single day.
And if you do that, Patrick, I mean, ten pages a day is 300 a month, right? And if you do that on a yearly basis, that’s over 3000 pages.
If you do that for ten years, that’s over 30,000 pages.
So this is a pretty cool statistic.
The average author is 52 years old.
So every book that you read, think about it.
How long does it take somebody to put a book together? 52 years.
So if you read one book in 30 days, how many years of wisdom did you pick up? Right? So if you read ten books, that’s 520 years of wisdom.
So people tell me you don’t walk, you don’t look, you don’t talk your age.
It’s because the wisdom that I get brought in, right? And the best book to read, by the way, is the Bible.
So you guys know, right? The bestseller? Yep.
Awesome.
Now, you didn’t come here because I’ve known you back in the day.
We were in Colorado at the retreat, right? When did you get that discipline? Where did it come from? Why did you take it on and from who? It just doesn’t happen in a day.
It happens one day at a time.
So since that right, I was regional leader, I was still working on the same the I wanted to work on the discipline of every day to go to the gym.
Like Jason.
Jason goes to the gym every single day.
Right? And my goal is like, okay, now I’m getting to the point where I’m going every day.
So back then, Miguel illeg always told me, like, you write to read ten pages of book a day.
Ten pages of book a day.
Ten pages of book a day.
Ten pages of book a day.
So even back then, when I was a regional leader not killing it, right? Patrick was his maniac.
We went to this Christian retreat.
The guy had beer in his backpack.
I mean, savage.
I’m just kidding.
Or maybe I’m not.
No, I’m kidding.
The jokes are free, right? But yeah, man.
So it didn’t happen it, even if it does happen for me on year seven and year eight, that’s just the day that it showed up.
Right.
It’s like watering the chinese bamboo tree.
Like she was saying.
Like andy was saying, you water it.
Maybe I wasn’t disciplined then, but I was still working on it.
You know what I’m saying? So you guys might not be disciplined now, but you got to work on it every single day.
Every single day.
Wow.
Awesome.
So what’d you get there, coachability? I heard higgue Illidge’s name.
Seek somebody greater than not greater than you, but at a greater position than you, and be humble and seek to learn and follow.
See, a lot of us don’t have we have too much of an ego.
Yeah.
We have too much in our own head thinking, oh, I know.
If you think, you know, you can’t grow, the two words I know ought to be scratched from your vocabulary because none of these people I tell you, every one of these people will be willing to learn something.
Right.
Even as knowledgeable and as successful as they are, they’ll probably be the first to listen and first to take notes, right? Awesome.
So, andy, if this happened to you, what’s the most important no, I was going to ask six.
I’m going to skip that.
No, this one better.
What are the most important lessons you have learned about leadership, you or your wife? You can share if you want.
Yeah, I mean, there’s a lot we always tell people you can’t lead them if you need them.
Right.
I said you can’t lead them if you need them.
Right.
You guys have the power.
We were talking about that at lunch.
You are responsible for your fate, and you have to be the runner.
Right.
If your people can feel that you need them and you’re trying to suck them dry on field training appointments and make them do things, it’s not going to work.
Right.
So you got to love people where they’re at and find the runners.
But, yeah, there’s a lot about leadership that we’ve developed over the last five years.
You see people up here, and a lot of times you’re like, man, I could never be like that.
And look at andy talking, right? That’s what I say.
But we didn’t start like this.
Right.
We were pretty sucky when we started.
I had to stop andy from yelling at yeah.
I mean, he was in the kitchens, so it was funny before we had our own business and he was working in the kitchens.
I walked in on him once on a phone conversation on the phone.
Not nothing nasty.
Yeah, it was a phone conversation, but I can’t even repeat to you on stage right now what he said.
That’s how bad it was.
And I was like, you’re lucky there’s no HR because you’d have no job.
And so when we started this, I was like, this is a volunteer army.
You can’t make people do things.
You can’t be screaming at them when you can’t fire them either.
You got to chill a little bit, right? So we’ve developed reading and just getting better and being coachable is a big thing.
A lot of times in society, people want to help you, but you’re too defensive to take their coaching, right? So we’ve just always been open on what we can get better at and done what were told.
Like you said, we found somebody better than us or at the level we want to be at.
And whatever they told us to do, we just had faith that’s what we should be doing and working on.
That’s good.
I was allowing you guys a second to clap for my beautiful, smart wife up here.
Give it one more time.
So good.
Yeah.
I would tell you guys, I’m blacking out.
It’s coming back.
Okay.
I would tell you guys, yeah.
Leadership.
I would tell you.
The other thing is there’s people out there that are going to do this thing.
Whether they do it or not is not up to you.
You lead a volunteer army, all you can do is lead by your example, right? And instead of contradicting and talking down to the people that aren’t doing the way you want your business to be run, I don’t care what it is, whatever you’re into, do that, but do lots of it, right? And then find the people that are willing to duplicate what you’re doing and highlight them and celebrate that.
What you’ll find is people are more gravitated to move towards that than they are to be motivated to move upon demeaning stuff and putting them down.
Everything else.
Craziest thing, we’ll have a lull of people setting appointments and something like that.
And I’ll have somebody, a new person that set, like, two kitchen table appointments.
And I’ll go into our chats and our telegram like, oh, my God, can you believe adwar set two kitchen table what? And then I’ll reach out to all my leaders and say, go in there and hype it up like, he just won the Super Bowl.
And all my leaders Edwar what? People are like, what? And people are like and then I’m not going to say it, I kid you not, 30 minutes later, you have a new person.
Like I said, one.
And we’re like, what? John Lavin, you set an appointment? Oh, my God.
I could do one direct a month.
Coach assad.
People are like, oh, my God.
You need to find the ones who want the recognition, right? That’s what Art Williams built this company on T shirts, y’all find the ones who want to win and show them how.
I’m going to step out and ask a follow up because, you know brand new people.
We got our close friends and we don’t want to lose them and we don’t want them to say no.
And I need them.
And all this when did you change? You didn’t come to the business with that mindset, did you? No.
Okay.
How long did it take you to shift to that mindset of, like, you can’t eat them if you need them? A while.
And I knew that were always aware of it, and I would say, we got to stop doing it, but then I would keep doing it a lot.
Do you remember the defining moment that you went through to have that shift? You know, it’s just finding the right people and selling out to that.
And I’ll tell you, it was when Dan and Taylor Romai came in our business.
I was talking to some dude in the hallway about it as they came on, and they’re like dan was like me.
Dan would call me for the nugget.
See, people always want to be the coach.
I’m a coach.
You ain’t got nobody to coach.
You ain’t got nobody on the field, baby.
You ain’t no coach.
Right? People always want to coach somebody.
I tell my people, if you want me to coach you need to give me something to coach.
Right? And quit trying to coach people that don’t want to be coached.
Find the ones that want to be coached and then help them.
And Dan would call me and reach out to me and say, what do I need to do? And I would tell him, and he would literally hang up the phone on me and go apply it and come back for more.
And that’s what I used to do to our RVP.
I would say, this isn’t working.
What do I need to do? I’d get my nugget.
I’d hang up.
I’d go apply it.
I come up with the next problem, figure it out, get my nugget, hang up, go apply it.
Right? And what happened was these got my holy crap, this is fun.
Let me forget about all these people.
People want to ride their people like they’re a rented mule.
You’re suckling on the production teeth.
Stop it.
You’ll be okay.
Go find more people.
And then you find people like that, and then you run with them.
That’s when it gets fun.
I’m like, shoot, this guy’s going to do something.
Let’s go together.
Let’s lock arms.
Let’s do this together, bro.
And what happens is went from a 50 recruit base shop to a 200 recruit base shop, right? And they went out, and I’m like, holy crap.
It changed my whole belief system.
There’s people that are actually going to do this.
It’s real.
And I will tell you, when Dan went out, I’m not going to cry in front of all these people.
Like, Ortiz is waiting for me to cry.
I can see him.
I’m probably going to cry.
When Dan went out as replacement, it’s hard because you finally find that rabbit and that runner and that person, and you pour into them.
And giving out replacement is a blessing, not a curse.
But I will tell you, it was hard.
And when Dan went out, I kept finding myself talking to him every morning and doing all this stuff and finally I had to have a come to Jesus and break up with him.
I dumped him.
I love you, but I dumped you.
And I said, dude, I love you so much.
I’m so proud of you.
I’m so grateful for you and Taylor for being on our lives.
But you know what? I need to take this time and energy and I need to go find new people and I had to bless and release them.
And you know what happened? Including them, we promoted out four regional vice presidents in 13 months after that.
Awesome.
Is there a keyword you received out of that message or two? Coachability, again, you see that there’s a common similarities in success.
You could hear the four for five different messages, but you’ll see a common thread of success.
You’re going to hear from Bob Safford, what’s the thread of success in the fabric that makes up your life? Well, that thread of success leaves clues.
You’ll see coachability out of coachability comes.
Be willing to give yourself up to ask for help.
Right? Man, it’s amazing.
Shoot.
Shucks.
I’m going to ask you again.
Andy, we’ll go to you and then we’ll come back.
Yeah, you’re getting a Glunt right here.
That’s all right.
That’s a whole bunch of words.
I’m just there.
Edwar is texting right now.
I’m looking at his phone, seeing who he’s sliding his DMs.
Gabrielle.
I’m watching out girl.
Making sure he’s not texting anybody on the side.
Were there any key mentors or role models who influenced your journey to success here? Like key people? Oh, my God.
So many.
So many starts at the top with Art Williams.
Like people you’ve met that you’re able to forge relationships with that get like early in your career because there’s people here.
I’m not going to lie to you.
A lot of them I haven’t met.
But you don’t need to meet people.
It’s all out there in the cloud somewhere.
You got to find it, right.
All these crazy things out here, like relation with Assad and Lois and Bill Arender and Art.
I’ve read like this guy’s talking about reading.
I’m allergic to reading.
I like breakout in hives.
But there is out of five books I’ve read cover to cover.
I will tell you.
One of them is the Locker room notes by Bill arunder because that dude took 30 years of copious notes from Art Williams, the guy who built the business.
Why would I ever try to go reinvent the wheel? Some of y’all want people to be coachable to you, but you’re not being coachable to Art.
You changed it.
You’re wondering why your people aren’t following you.
You’re not following the guy who started it.
All.
You’re.
Trying to reinvent the wheel, and you’re wondering why it’s broken, right? Everything I do is a carbon copy of Art Williams and Bill Arendor in 2023 with Zoom and social media.
That is it.
Wow.
Nailed it, man.
That’s awesome.
How do you I mean, are you kidding me? Do you see the passion? See, there’s three things I’ve learned is a passion you need to have.
You need to have the belief, and you need to be convinced.
Do you have any question of their passion, their belief, or their conviction? Well, what’s it take to get that? See, massive field training coachability reading books, right? Always talking about the bonus up front, right? Always finding the three keys to go through the stages of finding people who want to be coached.
So you could write pages of notes on these five messages right here and just dig deep, right? I tell you, we got a few minutes left.
How did you get recruited into the business, Layton? Actually, I was tricked to go to a primary office.
Anybody had got tricked to go to primary office? Anybody? Or tricked to get on Zoom? Anybody? No.
Okay, cool.
So I was tricked.
I remember in May 15, 2013, me and my I then upline my four uplines quit the business.
By the way, don’t feel bad for them, right? My four uplines quit the business, and were playing Madden.
He said, hey, bro, we’re going somewhere.
So, okay.
And I get in the car and go to a primark office.
Awesome.
Rezzi, how did you get recruited in the business? I mean, the great destroyer Sinat came to my church.
He was on it, and he’s still on it, and he prospected me with a passion, and I bought his passion to change our lives.
He said, Rezzy, he said, man, I like the way you lead the service.
I was that worship team leader that morning, and the guy found a way to get my number, and we sat down, and the guy sold me a dream.
He said, Resy, I’m looking for people that want to be where my coach is at.
My coach is making 350 grand a year.
That’s where I’m heading to, so I’m looking for a few people like that.
Do you keep your options open to get there? So that’s how I got recruited.
Awesome.
Eduard, how’d you get recruited? I was at a gym, actually, and this guy that I grew up playing baseball with, which I thanked on the way, like, a few hours ago, and you guys should all thank your uplines to be here, because it wasn’t for them, you wouldn’t be here.
But, yeah, I was at a gym, and then he came up to me, and I was lifting like, almost 400 pounds with one hand at the time.
So why, you all don’t believe that part? No, but just kidding, it was 250.
But anyway, so, yeah, I was there, and he came up.
I know.
Come on.
Can I see a John Lavin impression.
Before I get off? Absolutely.
Come on.
Come on, come on.
That’s not true.
No details, no pat.
But I was at a gym, and he came up to me, and he prospected me.
