Ever feel like you’re spinning your wheels trying to prospect, but nothing seems to stick? You’re not alone. Many reps struggle with finding the right balance between old-school methods and new-age social media tactics. It can be overwhelming, right? But what if you could master both and finally see the results you’ve been dreaming of? That’s exactly what Joe Ward dives into in this powerful session. He breaks down the essentials of prospecting, product knowledge, and presentation in a way that’s both practical and inspiring. If you’re ready to transform your approach and build a business that lasts, this is the video you can’t afford to miss. Watch it now and discover the strategies that are helping top reps thrive in today’s competitive market.
Video Transcription:
How about now? Can y’all hear me? Yes.
In the back.
All right.
We want to get right to it because we got a lot to kind of try to unpack with you, first of all, and I think I’m saying this right, that the previous speaker was Chloe Risa.
Did I say that right? Unbelievable.
If y’all went to sleep on that, you really missed a tutorial.
And I can do a little less on the whole thing about prospecting through social media.
Just an incredible job and incredible details.
Give it up to her one more time.
What we’re going to do right now is a bit more nuts and bolts than what we’ve done previously.
As you can see, the actual title to this is back to the basics, which is the seven fundamentals.
What I really believe, guys, is that we’ve got to learn to do a hybrid of what has already worked for decades and enhance that with some things that are available to us today.
But to live in one of the two worlds without the other one is foolish at best.
So if you are strictly a social media person, building your business through social media only, everything is cold market of a bunch of strangers.
Listen, y’all, there is a result that comes from building your business one way.
And the result from building your business in social media only is a very cold business that you must run through hundreds and thousands of people.
Now, the good news is you have access to people.
As long as you don’t abuse that.
But you still need to do the old school.
Every time I hear someone talk about social media, a statement is made.
I was just on the broadcast talking about, I think it was a next gen live show or how money works.
I don’t know.
These things get confusing.
But a statement was made by the couple that I was on the show with.
And it’s always this, I don’t want to talk to people.
So I do social media.
Hi.
Grow up.
We’re in the people business.
Talking to people is what we do.
You’ve just chosen to do it anonymously through your phone, which is okay, but it requires so many people.
Don’t run because you don’t.
Do you think any of us that built a business prospecting face to face wanted to do that? You don’t think we got nervous? You don’t think we don’t like rejection? You don’t think were afraid, but we did it anyway.
Does that make sense? We’ll get to that.
I’m just kind of starting us off.
That makes sense.
So again, these are the seven fundamentals that have not changed.
They’ve not changed at all.
We just going to think of it from a standpoint of cooking.
We’re just putting a little spices on it.
We’re putting a little hot sauce on it.
Right? But let’s let the meal be the meal.
It ain’t about the hot sauce.
Who missed it? I could tell you guys are kind of like, what’s he going to say? How’s he going to destroy my business model? Hey, guys, we didn’t do this yesterday, but we probably need to do it today.
These opinions are the opinions of the speaker and the speaker alone.
These are not the opinions of Primerica.
It’s not of the Tampa Bay builder school.
You’re upline.
These are just opinions and thoughts.
I’m just one guy that has done primerica at a decent level.
But what you need to do is you need to figure out your own personal management philosophy.
And also, just for fun, how do you want to be perceived as to the way you’ve built your business? You’re making those decisions every single day.
Right? Have you all ever heard the statement, all money ain’t good money, and all money is also not long money.
I want to encourage you to play the long game here.
Can you do some business practices that’ll run you to 200, 300,000? Yep.
But where will you be five years from now? Right? We went over a million now six years ago.
Right? All of our businesses are down a bit.
Let’s just be real.
I’m still at 950,000.
I don’t write a personal sale at all.
I built it for real.
When you build it for real, you ain’t got to worry about it.
It’s going to perpetuate.
Does that make sense? And that’s what we want to talk to you about today.
We’re just giving you principles that will give you a solid foundation.
So again, let’s go ahead and start off with prospecting.
It’s the seven fundamentals.
It comes first.
I’m not trying to beat a dead horse here.
It’s the first thing.
Now, I don’t care how you do it.
You got two choices, though.
And I’m going to add a little bit of my philosophy to what Clarissa was saying.
But take everything she said everything was 100% on point, right? You could just take that.
And by the way, too, not just because of myself, but some of these other leaders.
I have heard, if you don’t get this recording, you’ve made a serious mistake.
You’re not catching 30% of what’s being shared.
You’re not.
So when this is available to you, video, whatever the case may be, you better get it and study it.
Does that make sense? That’s just a piece of advice.
Okay, so there’s only two ways to prospect.
There are not 19 ways to prospect.
There are only two.
Now don’t get into semantics with me.
When you start talking about, oh, I can get a top 25 list.
That’s prospecting.
I can get referrals.
That’s prospect.
No, those have their own category.
When you’re talking about talking to someone about what it is you do or your business opportunity, and you don’t know them, you’ve not been led to them.
This is prospecting, and it can only be face to face or through social media.
It’s the only two.
If you do a seminar or you do up, these things are not prospecting.
These are things that you should incorporate in your business, but that’s not prospecting.
If you do not prospect, you do not have a business.
I’ve got a bunch of people in my base shop.
Assad has people in his base shop.
Charlemagne, John Lavin, that are unbelievable at the business.
They’re just never in front of anybody.
If you put, I’ve got people in my, got five or six people in my base shop.
If you put them in front of a qualified client, they’re going to close the sale.
They’re going to get the people that are supposed to be interested.
The problem is they have no activity.
You must be an activity creator.
Now what I would emphasize to you is just don’t do one.
What are we talking about here? To pass out your business card when you’re out and about, and do that a couple of times a day.
But I think you should also inbox and not or.
And not or.
Now, I got a different spin on this for you to think about, and it sounds very similar to what Clarissa was saying.
When you hear us kind of caution you against inboxing.
It’s not about doing the practice of looking for people through social media.
That makes sense.
Y’all with me, that makes complete sense.
But not complete strangers.
I keep telling you, it takes too many.
So I use the word right, and it was great.
Like hunting, fishing, blah, blah.
I think that’s great.
I call it cultivating.
I’m going to tell you exactly what you need to do, and it’s going to work for you.
It’s going to be a better experience for the person that you inboxed.
And it’s going to protect Primerica’s reputation, which is of utmost importance.
So if it feels like I’m on a bit of a soapbox about this, I am.
We’ve got to protect our future.
We work too hard to get here.
Household name, great reputation.
Fortune 500.
You see what I’m saying? New York stock Exchange.
We’ve got an incredible reputation that we are, little by little, eroding against.
Here’s what cultivation is.
It’s exactly what you’re doing with just like, two more steps here.
But those two steps are crucial.
They’re crucial.
All right.
So the first thing is you’re looking for people, right? Okay.
So go and find whoever it is you’re looking for in whatever way.
I love your idea about groups there, right? They’re sitting right there, you know, kind of.
They’ve got some commonality there, right? So you do something like, just if I didn’t have a business in Tampa, and I said, you know what? I’m going to put Tampa, and then I’m going to put hairstylists.
Here they come.
Will you please maybe go look at their page before you get in their inbox? I know that sounds a little obvious, but if they’re smoking weed on their cover page, and I’m not knocking, but that’s probably not the public Persona you want to be putting out there.
If you’re looking like sexy red on your page, don’t worry about it.
Older primericans, not a good representation of our business.
Maybe I should not inbox you.
So now I’ve found somebody that is a quality candidate.
Does that make sense? Watch this, y’all.
Now, I love.
I’m telling you, I’m going to reference a lot that she talked about.
Yeah.
Pick a platform, get really great at that platform.
Pick a platform, get really great.
I don’t do the TikTok thing.
I’m 50 years old, man.
I’m not on here.
I just turned 50.
If that’s the age you’re in, cat videos and dancing and stuff, I got time for all that.
Okay.
But if that’s your platform, works for me.
No big there.
It.
We like.
We like Facebook and we like Instagram.
They do two totally different things.
Right? And I know this will be a little different for you in terms of thought process, and this will be a little different because it’s the same way as it pertains to.
Don’t worry, the other ones don’t take it as long.
Meaning the seven fundamentals.
This one’s pretty big, right? We kind of need to understand this when you want to pull it, we probably need to understand that.
Give me those five minutes back or I’m not going to get through this.
Okay.
All right.
Let me just give you this one and then I’ll come back.
Okay, to the platforms.
Ever since I built my original base shop, I have never trained my people to lead in the street with the business opportunity.
Never.
I’m not telling you.
We’re talking the street here, right? We’re talking you out at Walmart or out at the gas station, at the post office.
Just doing your life.
If you lead with the opportunity, your success ratio and success in prospecting, John is getting a name and number.
It’s not.
I want to do it.
I’m going to do an appointment.
I want to buy.
It’s none of that.
Step number one is get the number.
It’s also step number one on social media.
Get off.
I’m jumping around.
Get off of social media as quickly as you can.
You may have met them and got in their DM, but we immediately got to get on the phone.
That’s a tip right there.
But we’ll come back to cultivation.
My success ratio.
Talking about, do you want to make extra money? Are you keeping your options open? All that kind of stuff is about 10%.
I’m telling you what I know, not what somebody told me.
If you’re asking them about their life insurance and investment, 50% success ratio.
Another reason why you may want to consider face to face is you can size up your prospect.
They’re standing right in front of you.
They’re right in front of you.
Some of you don’t want to prospect people.
You go to Applebee’s, you’re there with your family.
The entire life insurance policy is sitting at the table.
See, you’re looking at it wrong.
The husband there, the wife’s there, the kids are there.
They’re qualified.
Dad gummet.
Well, what do I say, Joe? I’m scared.
You’re not going to overcome that by thinking about doing it.
You will overcome it by doing it.
You don’t lose weight by thinking about going to the gym, planning on going to the gym, creating goal cards about going to the gym, watching another YouTube video about going to the gym.
You’ll lose weight when you ask it in the gym.
Well, how do I get over the fear of talking to people? By talking to people.
Eventually you’re going to get what’s called.
Do you understand? We don’t need to wear shoes.
There is nothing that is needed to wear shoes.
If you didn’t wear them.
Eventually you’re going to get a hard callus on the bottom of your feet.
You don’t need shoes now.
Don’t do that.
It’s probably not.
Your spouse isn’t going to like that.
I’m using analogy.
So what you’re going to get in prospecting is you’re going to get that hard exterior to where you don’t care.
You don’t care if it’s yes or no.
You’re just running through the numbers, you see.
So you get better at prospecting.
Listen, go prospect 25 people as quickly as you can.
Not in one day.
That’s like going to the gym for 5 hours in one day.
That’s not helping.
You just exhausted yourself.
Go 1 hour, five straight days.
So go out over seven days and attempt to talk to three or four people.
At the end of that, you’ll feel a lot better about the process, and you will have encountered almost everything that could possibly be said to you.
Back to prospecting.
Back to inboxing.
Right? Here’s the thing.
Cultivation.
So I found the right person, did I not? All right.
Now we’re going to use Instagram.
Because if you want recruits, it’s Instagram.
If you want sales, it’s Facebook.
And yes, we do.
Inbox about life insurance.
Oh, by the way, the ortiz will tell you that I talked to their team about prospecting for life insurance.
Kind of worked out for them million dollar earners.
They were going to get there anyway.
We just kind of made it a little quicker.
And some other stuff that we’re going to talk about here in a second.
Got it.
But leading with life insurance works.
I promise to God it does.
You ain’t tried it.
I want to go the path of least resistance, not the path of resistance.
So now that I’ve got that, and I inboxed them.
So let’s make this about recruits.
So let’s go over to Instagram.
Okay, now the first thing.
What’s your name, sir? Alex.
So I see.
Alex.
Alex.
He’s got at least a girlfriend.
I don’t know if he’s married, but he’s got a girlfriend.
He’s got a child.
I can see that in his profile.
I’m going to.
I’m telling y’all, this is huge.
I’m gonna follow him.
A hundred damn people.
You’re not even following.
How does this make.
Just make it make sense for me.
If you can make it make sense for me, I’ll change my mind.
But you can’t.
So I’m going to follow him.
That was step number one.
That’s not happening.
You must follow them.
Now, it’s a little different on Facebook, right? Because they got to accept you.
Makes sense.
Now, some people have to accept you on Instagram, but not many.
Some people have private pages and stuff, but not many.
Everybody wants more followers.
Makes sense.
That’s step number one.
Step number two.
Step number two is now I need to like and comment on at least three or four of your posts.
It is crucial that you comment.
Crucial.
Nobody looks at how many people liked.
Not they look at the number, but they don’t click it and say, these people liked.
You have no choice but to notice your comments because there’s less of them.
Typically, for the typical person, any person, right.
You’re going to get about 10% of the people to comment, right.
On a particular post that you got that liked it.
So if 100 people liked it, only ten are going to comment.
You saw all ten.
And if you now see me repetitively do it.
You’ve already been to my page.
Now clean up your page.
Your page got to be right now.
All that stuff you used to do and stuff.
You need to delete some pictures.
You need to stay away.
Hey, listen, y’all, John lab and I were talking about this.
I’m going to plug this in real quick because primerica’s really been violating on this lately.
Stay away from politics, religion and all of that on your page.
It’s a business.
I understand.
Oh, yeah? Well, you know what? I’m in the business because I’m.
Listen, I’m a believer, too.
I’m with you.
But you want to recruit all kinds of people.
I want to recruit non believers.
This is money.
And maybe if they get in the environment, maybe I could introduce them to some of my beliefs once they’re here.
But if I’m over the top about my beliefs and they don’t come in, I can’t influence them.
Just watch how far you go on that on your page in your life.
Now, they’re in your business and you want to witness to them.
They’re in your business.
But I want to attract.
I don’t want to repel.
Just watch it.
Now, as a company, we’re going a little far.
I’m just telling you, as a company, we’re going a little far.
This ain’t church, y’all.
I have a spiritual life.
I have a church.
I got all that.
That’s over here.
Now, as a part of my organization, we do a lot of these things every single year.
My leadership team does a ten day fast.
We’ve been doing that now for four straight years.
That’s my leadership team.
That’s not new recruits.
That’s not on my social media page.
Does that make sense? I know that might have offended you, but I’m just telling you there’s a way to do things.
Decency and in order.
Okay.
All right.
So clean your page up.
Don’t.
Oh, this is big.
I’m going to run out of time.
It’s a lot.
Stay with me.
Listen, do not over promote your business on your page.
It’s a horrible thing to do.
Do not do shame marketing on your page.
Horrible.
And I watch some of you culprits are in the room and you share this crap from other primericans, right? Shaming people.
Oh, you bought two tickets, to be honest.
But your ass ain’t got no life insurance.
That’s not attracting guys.
We’re in the attraction business.
Stop shaming people.
Every other post you do, buy some life insurance.
Join my business.
That’s not what attracts people.
People want to see what’s going on in your life, what’s going on with your kids, what’s going on with your partner.
See, they want to see that.
They want to see some funny little videos and things.
They want to see some engagement sort of things.
I believe that about twice a week maximum.
You should talk about what you do.
You’re doing more than that.
You’re pushing people away.
Got it? I’m just telling you.
Okay, so you liked and you commented on at least three, maybe four of the posts.
Then go ahead and get in your dm of what you would normally do.
Go from there.
Nothing.
Whatever you want to say, whatever script, doesn’t matter.
They know you.
They see you coming.
Does that make sense? So are we okay on prospecting? Get you one or two names a day and cultivate maybe ten new people every day.
If you’re going to get, let’s say you’re going to get six directs.
We’ll just make up a number.
Three of them come from the street, three from come from social media.
You’re going to be rocking and rolling.
And the reason also, you want to do both.
Listen, and we’ll get off of this one.
The reason why you want to do both is I don’t know what the people I recruit want to do.
So I need a system that allows them to flourish regardless.
See, I got all kinds of stuff in my system that I personally may not do, but it’s in effect, it’s available, John, because somebody might take to it now you’re saying, I hate talking to people face to face, but you might recruit somebody that is just a social butterfly, talk to the whole daggum world.
But then they come in and all you talking about is social media.
I got people like that in my base shop.
Can’t stand social media.
Barely got any followers, barely got any engagement.
But we’ll go out and get three or four names.
I need something for both of them.
Are we good? All right.
Y’all mad? Just trying to help.
Setting appointments.
The rest of them listen, are not that long, okay? Setting appointments.
I’m going to make this so simple.
This is super simple.
But the field trainers are violating this like crazy.
When Assad or John Levin joined the business and they started field training people, Assad, your presentation, your orientation will go something like this.
Okay, here’s the script.
Let’s go over back and, okay.
There’s only maybe one or two things they can say.
Let’s go over that.
Okay, cool.
So on Tuesday evening and Wednesday evening, I’m available from six to nine.
Set up at least two to three appointments on each one.
Tell me when they are.
And guess what they used to do, Assad, they’d set up two or three appointments.
Try that in 23, you ain’t going to have no appointments.
People today are not used to and avoid making telephone calls in their regular life.
Why would they do it? In our business, it’s not what they do.
So you ask them to get in the business and call people that they normally only text or know through social media or talk to through social media.
You have got to develop the list.
We’ll get to that.
You got to develop the list.
You have them send some sort of text message.
There are no magical text messages.
There are no magical presentations.
Now we all have ownership of our presentations.
If right now you say, Assad, what do you think about your presentation? This is probably the best presentation I have ever had.
It is the most effective presentation I have ever had.
But he would have said the same thing five years ago about a different presentation.
We like it.
And the key, as a leader, rvps, there’s only one key to presentations.
Well, I’ll put it as two.
It’s short.
And number two, the other thing about your presentation is your entire team is doing the same one.
That’s all that matters.
I promise you.
So it’s duplicatable short.
Everybody’s on the same page, right? So there’s no magical script or text.
Oh, I heard.
I got so and so.
Primerica leaders, magical text message.
You’re not going to get no more effectiveness out of it.
Right.
And they’re not winning because of that, by the way.
Every single time you think it’s something.
It ain’t that.
Okay? I’m just kind of helping you.
Right? And most of them ain’t going to tell you what they’re doing anyway.
That’s the new primerica.
I had a breakfast with John Lavin today.
It was worth the flight.
I got my fast start.
School.
I’m good.
John has always been like that.
Whatever he’s doing, whatever he’s on, whatever he’s found, he’ll share it with you.
I wish we’d get back to that as a company.
I wish we’d get back to as a company.
You can’t speak if you’re not going to talk about what you’re doing.
If not, I don’t want to hear about your house, your cars, your spiritual life.
What are you doing? Okay, so here’s the thing.
We should just walk out of meetings when these people get up there.
Hawai, let’s try that.
John.
Let’s just walk out of the meeting.
If they’re not going to give no content bathroom break, they ain’t going to talk about shit.
Let’s just be real.
Stop bullshitting each other.
Right? Just saying.
Okay, here’s the key to setting appointments.
Have them set up a text message and they’re done.
You can either do a three way call in 2024.
When you recruit people that are local, get back in front of them face to face and do the orientation.
I know you all want to sit at home behind your computers and think you’re about to build a business.
You are going to continue to move transactions, but you’re not going to develop people and you’re also not going to develop relationships.
So get back in front of them face to face.
Stop being lazy.
If you could get in front of them in 30 minutes, you need to not the kitchen table appointment the person that joined.
Keep doing.
Listen, your client doesn’t want you to come over to the house.
You don’t want to come over to the house.
This works.
But if you’re going to join me in business, we’re in business together.
The reason why it’s going to be more effective, right.
And we’ve got a slide on the orientation, right.
Of the 48, what we call the 48 hours interview.
Listen, the reason it’s the most effective is you’re going to get a better list.
You can ensure Eric that the text messages went out.
You know, your people are lying to you, right? Hey, did you send out your text messages? Oh, yeah, I sent them out.
I ain’t heard back from nobody.
You sent out 25 text messages and you ain’t hear back from nobody? They never sent them.
Hey, did you call your list? Oh, yeah.
I call every single one of them.
None of them want to get on the webinar.
Your whole list.
Nobody want to get on? No.
You called one person.
You got rejection.
Now you’re depressed.
You didn’t call another one.
Field trainer, you must make the call.
I got to call people.
I didn’t know that was a part of the primerica journey.
I thought I could just inbox people and then all of a sudden I’ll have a hierarchy call.
What is the script, Joe? When I call, you’re going to say the exact words that were on the text.
Ours goes a little something like this.
I’m not that guy.
I’m not that guy.
I can’t wait till Mario Arizona comes.
Let’s see what he tells y’all.
You’ll be excited.
You won’t know what he does.
Whatever.
Tell the truth.
Shame the devil.
Get your people here.
They’re going to be pumped up.
You’re going to be pumped up.
They didn’t like that, but they know I’m telling the truth.
Here’s what it sounds like.
Hey, I just got started in financial services.
I’m in the process of getting my license.
I need to witness six presentations with my manager for me to get promoted.
What is better for you later on today or is tomorrow better? So if I’m the field trainer? Hey, Assad.
This is Joe Ward.
Did you get the text message from your buddy John? Great.
As the text message said, john is getting started in financial services.
He’s in the process of getting his license.
For him to get promoted, he’s got to witness six presentations being done right.
We like for him to do it with people that he’s comfortable with.
He said that you would help him out.
Is that right? Great.
I got some time later on today or would tomorrow better? So, by the way, anytime you set an appointment with any person about anything, they got two options.
Later on today or tomorrow.
You’re hoping they say tomorrow, right? They’re not going to say later on today.
More times than not, it’s called alternative of choice.
Either way, I’m good.
Does that make sense? That is how you set appointments.
Got it.
If you don’t make the call, that’s why you got to go through so many people, because you’re putting your business.
Can you imagine how many y’all got? Like maybe a ten or eleven year old? Yeah, ten, 1112? Yeah.
What kind of driver are they? They’re pretty good.
Keep it between the lines.
Not too fast.
You don’t let your ten, 1112 year old drive.
Why not? That’s not true.
He can.
Yes, he can.
He can put his foot on a pedal.
Wait a minute.
Now, you don’t let them drive because they are incapable of mentally operating that machinery.
But you let them do that in Primerica, you’ve got a multi million dollar business.
The challenge is you don’t see it that way.
And you would stop putting your business in the hands of novices because you are avoiding the work.
Somebody has to make those calls.
The ones that make it is the ones that are going to make the most money.
Let me tell you one of the worst thing that could have ever happened to you, and it’s going to happen to you in advance, okay? I’m just telling you in advance.
If it hadn’t happened to you already, recruit a person with credibility, it’s the worst thing could ever happen to you, because now all of a sudden, it changes your perspective about what’s going to happen with the next recruit.
So you tell them to get ten people on the webinar, John, and they got ten people on the webinar.
You didn’t call a soul.
Now, the next five people you try to get, hey, get ten people on a webinar and they don’t get any because they’re the norm, not the leader.
Got it? Okay, let’s keep going.
Getting anything thus far? This is what you pay for.
All right, let’s go.
Overcoming objections.
I agree with John.
We’re not even going to spend any time here.
Pfs, media, Soundcloud, all of this stuff.
Most famous is Hector’s overcoming objections.
But if on the life insurance side, I would say a size material.
Right.
You just need to inundate yourself with that.
John said it.
It was very true.
There’s only about 15 objections for the whole business.
We’re not talking about one business line.
That includes the life insurance objections.
It includes the business objections.
There are no securities objections.
Let’s just be real.
It’s just ours is better than yours.
The key is just letting them, allowing us to take a look at what they got.
We’ve got so many weapons at our arsenal.
We were just talking about that with Dave’s group.
Right.
And were talking about mutual funds.
Right? So if a person’s got mutual funds, if I can’t beat them, I’ll just do american funds and I beat them.
I’m avoiding doing american funds.
I don’t want to do all that paperwork and crap.
Right.
I want to do platform funds.
But if you make me, I’ll pull out the big guns and this will be over with.
Am I right, John Lavin, there are no objections to the investment business.
I encourage y’all, man, we’re going to talk about that this afternoon.
I encourage y’all to get in the investment business, man.
It’s a beautiful business.
John and I were talking about that.
You’d never retire from the investment business.
Now, you might get out of the field.
When I tell y’all, I’m not in the field.
I’m not in the field.
Field training new people.
I do investment appointments every, oh, I’ll do it quick, fast, in a hurry.
These people don’t reschedule.
They got all their paperwork together.
If what you said makes sense, they move the money.
But you all just all hung up on life insurance.
Wait a minute now.
There’s a whole nother game going on out there that you might want to get in.
Overcoming objections, part of it, right? Oh, sorry.
Hold on.
Was it winning presentation? I moved forward.
Did I skip? I told you, I ain’t done no fast start schools.
Winning presentation.
Right.
So we’d already did overcome objection.
Let me finish.
Overcoming objections.
There’s only about 15 guys.
It’s like being an actor or an actress.
All you got to do is learn your lines.
Your clients know their lines very well.
I want to think about it.
Right? I can get it cheaper.
I can get term insurance cheaper.
Man, yours ain’t got no savings.
Term runs out.
I’m too busy to do the business.
I’m not a salesperson.
I don’t like talking to people.
Guys, we know our lines.
That’s why we make more money than you.
You ain’t took the time because you watching 19 seasons of God knows what on Netflix instead of some of these materials and things we’re telling you about.
Learn your daggum lines.
How are you doing that? I had somebody tell me the other day, they just finished from the beginning Grey’s anatomy.
It’s like 15 damn seasons or something.
And the same person ain’t securities license.
Let me say that one more time.
You watch 15 Dagum seasons of Gray’s Anatomy.
You know I’m talking to you now, right? You know I’m talking specifically to you.
Oh, the Sie is hard, but six seasons of God knows what ain’t hard.
If that was on the computer or in the dag on book, you’d be licensed already.
Well, I just need to be taking a break and I just need a little time off.
From what you’re broker? I got securities licensed in the year of our Lord 2002.
Ain’t never taking them tests again.
As soon as they send that renewal handle that.
I ain’t never showing up nowhere again.
Taking nobody’s test.
I’m going to get mortgage license.
I’m going to get mortgage license.
I am.
But securities, we ain’t got to do it but one dad gum time.
That’s a slide for later.
See, I’d be more on point if I was actually doing pride star school.
So we did overcome an objection.
Product knowledge.
Product knowledge.
It works the exact same way.
Look, we did a series at the beginning of the year.
John Labin, Chris Howard did a show together on iuls me and one of my top vice presidents, Cam Cooper.
He writes 30,000 personal.
We did a show on life insurance.
Right.
There’s so much out there for you need to study again to show yourself approved.
What you don’t understand.
Google it.
Somebody comes out with.
You know how.
I figured out how flexible premium adjustable life works, John? I googled disadvantages of flexible premium adjustable life.
I read three or four articles.
I’m good.
See, I don’t have to know it in front of the client right now.
See, if they show me the.
So they give me the policy, right.
Or they take some screenshots of the policy.
I’m not familiar with it.
I’d say, john, what I want to do is go ahead and analyze what you have going on here.
I can see a few of the gotchas kind of familiar with the process.
But I want to make sure I analyze your particular program so that I can then come back and give you some recommendations.
Does that sound good, John? Then I’m going to go figure out what the hell it is I’m looking at on the security side.
Just like Alan Williams said, I had some great mentors, Lester Jones, people that do Alan Brazirio, people that I could just call.
Right.
But I just get the docs.
Can I help y’all with something? Get th
