Video Summary
00:00
Hey, who is here this afternoon? All right, awesome. And so part of what I want to do with you guys right now, first of all, tonight was excellent. Great fundamentals, right or wrong. I want to. I want to really talk to you. So this afternoon, I kind of addressed and put some time into some of the players that have been here for a long time. And what I want to do tonight is kind of gear towards some of you that are newer. How many of you have been here less than 38 years? All right, good. But I really want to gear it towards the newer people, I think. You know, when you look at Primerica, there’s so many different facets to our business. And it’s amazing to me how people look at our business.
00:39
It still amazes me 38 years later how people look at our business and they’re like, yeah, I’m good. And I go, I just looked at your finances. You’re actually not that good. Or sometimes you’ll talk to people like, oh, no, it’s not for me. And I always go, what? What part don’t you like? The fact that we help people, the fact that we make a lot of money. Like, which one pisses you off? Right? What they’re saying is there’s a lot of excuses. Hey, stop acting like a baby. There’s a lot of excuses. There’s a lot of excuses that people make. But the bottom line is there’s two legitimate reasons why people don’t take action. There’s two legitimate reasons why people. People don’t try Primerica. There’s two legitimate reasons why people don’t take their business to the next level.
01:24
A lot of excuses, but two legitimate reasons. One is people don’t take the time to full who we are and what we do. And I think what happens is people think they know what we do, but the bottom line is they don’t take the time. Whether you sit down for a 45 minute presentation, or you sit down in the business and you do a kitchen table, or you sit through a business briefing, or you watch a video about Primerica, you’re like, oh, yeah, you don’t have enough information not to be interested. And the reason I share that with you is there’s so many different facets to our business. I’m going to tell my story tonight. I was.
01:58
I was in the business four years part time, and I don’t have a lot of regrets, but I wish I would have had more confidence to do this full time quicker, because it offsets just like when you See compound interest. If you wait four years before you invest money, it affects the outcome. Does that make sense? You and I are investors. We’re investors of time and we’re investors of dollars. The challenge with investing dollars is everybody has a different amount of money in their pocket or their portfolio right now. So how your money compounds based upon what you invest, yes, the return, but also what you input. See, every one of us is equal at time. We all have 168 hours in our week, 1440 minutes in our day. How you and I invest our time and energy. So we are investors.
02:44
And what I want to talk to you about tonight is what you heard from a little bit this afternoon from people. What you hear for tomorrow is how you can become a better investor. Your time. Just like when we do the rule of 72, we say 12% is better than 3%. You don’t need a seminar to tell you that or a presentation. But most people don’t realize it’s millions better. Well, you got to get a better return on your time just like you get a better return on your investment. And so when we started part time and in 1987, I was a foreman of a plumbing company and I didn’t plan on being a plumber. That wasn’t something I always dreamed about doing a man someday I could get out of high school and change a toilet like.
03:26
And I looked out the window and pondered like it was one of those things where like a lot of us, what’s up, big boys? What’s up? These side boys are here. And it’s as a lot of us look at our business right now, a lot of us, when we join the business, we have different backgrounds. Most of you, if you have a full time job, most of us didn’t plan on doing whatever we’re doing for a living. But circumstance falls into that. And I’m going to talk about a little bit about fundamentals tonight. I’m going to talk about unbelievable lifestyle and the opportunity that Primerica can afford you to give more to your family, to give more to your community, to be able to impact people in a positive way. And that comes with doing more and becoming more.
04:05
But when I looked at Primerica, I was a selfish young kid and all I wanted to do is make money to pay my bills. And I didn’t want to make money when I was a kid. I needed to make money. I told this story this afternoon. My, my parents were divorced. My dad was in jail most of my life, in and out of jail. So were on public assistance. That’s what they call it now. That’s like politically correct. Back then. We were just broke and it was called welfare and food stamps. And I was not one of the kids. Like, I was embarrassed most of my life about not having enough. Like in going to school, like, I would go on the special line, you know, the special line for the special kids. So everybody who had to pay for money would pay.
04:42
And then we would get like the government cheese and crap, right? So we’d go on the special line and people would say. I would. People whisper. We moved one time when I was in fifth grade in California. I lived there for a few years because we lived in Jersey. Then we moved to Vermont. My dad got. And then we moved. Then he got caught again and we kept. And then finally he really got caught and we moved eight times in one year. I went eight different schools in one school year. And I share that because I was always a new kid and I was always the kid that, like, you know, the special programs. So I grew up with a poverty mentality. And I think all of us have a poverty mentality at some point.
05:17
We either have a poverty for money or poverty for time. So when I was a kid, I didn’t want to make money, man, I needed to make money. And so when we moved back to New Jersey, we moved in with my grandparents and then they sold their house eventually. And then my mom moved into a one bedroom apartment and we moved into a one bedroom apartment with three guys my size picture like the Ortiz boys, times 50% more. And so my mom got the bedroom and us three got the living room. I moved out of my house. Junior in high school, I got my own apartment. So I lived on my own since I was 17 years old. So I needed to make money. So I started teaching at my karate school. I was actually going to try out for the Olympic team.
05:54
I used to fight on the national team and I was training for that. I fought in Korea the year before the Olympics. I got. I fought heavyweight and I got invited to go to Olympic Training Center. And I was so broke that I couldn’t go to the Olympic Training center for free. They said, well, pay for your room, we’ll pay for your board, we’ll put you up. I said, yeah, but how do I pay my expenses at home? They said. I said, I helped my mom out. So I blew that off because I couldn’t afford free. And when I looked at Primerica, I just came back from fighting in Korea. I was burnt out.
06:25
I was working 7 to 3:30 at my job and I was teaching my school at night, and I got a job doing plumbing only because my karate instructor, taekwondo instructor, is a Korean guy. And he called me, he said I was like his son. And he called me Kiss. Kiss, Kiss. That was my name. Kiss. I get you job. I said, all right, what do you want me to do? He goes, you plumb. I said, shoot, I plumb. So next door to our little karate school was a plumbing company. And I plumb. And I, and I share that because I started making 6 bucks an hour, 8 bucks an hour, 10 bucks an hour, 12 bucks an hour. And I was, I plumb, right?
07:02
And all my friends are going, you should go to school, you should get an education, you should go to college. And I go, I plummet. You went to college, you’re making 22,000. I plumb, I make 70, right? And so when I got introduced, which I know, plum no more, all right, When I got introduced to the business, someone invited me down who was a helper. I was a foreman of this little plumbing company. And he invited me down. And I share that. For those of you that are new, I don’t know, it’s primarily. Let me just give you some facts. In nineteen seven, in nineteen eighty seven, I was making seventy thousand dollars a year. That was a lot of money for a young kid. But I was broke. I had 20 something thousand in credit card.
07:42
I had not one penny saved, no money invested, but I had, I was making money, but I was spending more than I was making. Called all flash and no cash, and someone invited me down to a meeting and I met people like, oh, you make $70,000 a year and you didn’t go to college? And man, that’s a lot of money. How about this? It was a lot of money. In 87, it was a lot of money. In 97, it was a lot of money too. In 2025, it’s a lot of money. Everything’s gone up in price. I saw Assad’s presentation, which is awesome. I got to get that. And how. Everything’s gone up in price except people’s incomes in the real world, right or wrong? Fast forward now. So I needed to make money and I wasn’t going to quit my job.
08:24
I have people say, I don’t know if I have the time. I go, how much time don’t you have? No disrespect, I’m not hiring you full time anyway. I don’t want to have to look at you every day. You’re not even licensed yet. You don’t know. You. You haven’t learned the language yet. You got to come spare time first, then you got to come part time, then you come full time. And I’m of that camp. You go at your own pace. You don’t have to jump in with both feet, but you got to get your toes wet. And my thought was, I don’t know if this is for me, but what do I have to lose? So when I looked at Primerica, my first year part time, I got my.
08:58
I saw my business briefing in December, got licensed in April, the first full 12 months, were paid $18,000. And I share this with you because it changed my life. $18,000 a year changed my life. Today, 38 years later, if somebody put $1,500 into your checking account by accident, and then next month, another 1500, you’re not calling the bank. This is crap. Get this out of here. It was a game changer for me. And I’m sharing this with you because if you listen to my message when I do training for some of our guys on our team, all I talked about today, to this day, 38 years later, what would an extra thousand. Fifteen. Yes, these guys make millions of dollars. Yes, we make more than 100,000 a week right now, part time, but nothing changes in my life.
09:51
We made more money off our investments last year than we made in Primerica because we have a lot of money invested. Hold on, hold on. But nothing changed in our life. But what am I going to buy? Better socks? I don’t even wear socks. If we make 30 million, nothing changes. But when I made 70 and I made an extra 1500 dollars a month, it changed my life. We started saving money. 25 bucks a month, 50 bucks a month. Heard you say years ago, save yourself broke. We saved everything. We made 18 our first year, 26 our second year. Nothing. 75 our third year. We made 147,000 our fourth year part time, and we quit our job. Now, if you listen to what Gabby said, there’s a message, Ed, where you’re home watching this, laying naked in bed right now.
10:40
She said, gabby, they got together and their income went up. Same thing happened with me. I don’t lie, but I leave crap out if it’s not motivating. We made $147,000 part time. We came full time, Eric. And then went from 1 in 47 part time to 127 full time. You know why? I was single. And I was like, hey. I was like, no, don’t. Don’t. Right? And then all of a sudden, we kind of hung out. And you know why? We got comfortable. And I think a lot of people get comfortable. Some of you are comfortable being uncomfort. We plateaued out for five or six years, and I didn’t do that because I read the book how to stay average in ordinary in 60 short months. We did that because we started making 100,000 more than were used to making. And we got comfortable.
11:32
And then I got married. Screwed up my whole system. And then my true story. My wife’s from Staten Isle. She has this little how you doing? Accent. And then she comes to the op meeting. She sat in. Our first date was an OP meeting. So she comes to the meeting. She says, what do you do? I said, I’ll show you. What are you doing Tuesday or Saturday? Better. So she comes to the opportunity meeting. True story. She comes to the opportunity meeting. And after the meeting, she goes, I didn’t realize you were so smart. I go, I read the slides, right? But afterwards that month, I think I made, like, 16 grand for the month. And I said, I made 16,000 last month. She goes, what do you do with all that money? I was like, whatever I want, you know? True story.
12:16
Then all of a sudden, we get married. We’re plateaued out for a little bit, and she’s like, I don’t understand. Like, this person just made 30. This person made 40. This. Like, we only made 22,000. Like, I go, what happened to a little girl that thought 16 was a lot of money, right? People change. Your level of acceptance changes, right? All of a sudden, we saved ourselves, bro. We started saving. A thousand a month, 2,000amonth, 3,000amonth. Now I’m a freak about saving. We save anywhere from 225 to 10, 250,000 every month is what we pack. And now I’m a freak about saving money. So I said, listen, we never argued. We argue about everything else, but never about money. I curse too much. The argument about that with me. So she said to me one time. She goes, I said.
12:56
I said, babe, you got to pump the brakes a little bit. I want to save more money you’re spending. She goes, hold on a sec. I said, this is what I’m gonna do. I paid everything. I’m. So I’m gonna give you 10 or 15,000amonth. You could do whatever. I don’t care. Rub it all over, whatever you want to do. And then when she gets. She goes, how am I supposed to live on that I’m like, I go, I pay for everything. Whatever you shop, I pay for. This is just for you to do whatever you do. What do you do with the money? What do you do with the money? Now I know what she does because Amazon shows up every day, but I didn’t know what she did. And what’s crazy is your level of acceptance changes, right or wrong.
13:36
And so my message is, some of us don’t understand what we’re part of. I’m not, I’m not talking to you. Like we don’t take the time to learn more about who we are and what we do. So when we’re new in the business, we don’t realize the opportunity. And all of a sudden we start making 200 and 300. Because I got married and we worked together, went 5, 6, 7, 8. And it’s continued to grow. And I’m telling you this reason I’ve been saying for years, man, we’re recession proof, we’re depression proof. It doesn’t matter what’s happened. There is no seasons, there is no fads. That’s with a D. There’s no fads. I’m keeping it clean. There’s no fads. And what happens is when you look, there’s those. And I’m sharing this. And I’m not bragging, I’m just telling you like it is.
14:23
2019, our 1099 was of 4.53 million in 2000. 19. 4.3, which is a lot of money. 4.3 million. 2019, 2020 hits. Covid hits. I never saw people with masks on in the office, right? Well, was March, they shut 2019, we got 1099 for 24.3 million 2020 hits. We shut every office. Now live meetings went 100% Zoom. I never zoomed anyone 100% Zoom. And I was concerned. Not for me. We were wealthy. We already saved more money we ever could spend. Even my wife can’t spend it. And what, and what? And she’s trying, but she can’t. And, and I’m telling you. And all of a sudden 2020 hits went change our whole business. 20, 2019, we made 4.3. In 2020, our income went to over 5 million the last. No, no, don’t. I didn’t do. I didn’t do anything. And, and 2020-2021-2022-2023.
15:23
Between 5 and 6 million bucks. 100% of our business is override. People go, oh, I don’t know if this is for me. What part of that don’t you? Like, sometimes people look at our business, they go, oh, it sounds too good to be true. I go, I can make it sound crappy if you’d like. Like, is that a reason not to get involved? People go, oh, it’s one of those things. I go, yeah, where you make money off people. Yeah. Doesn’t your company make money off you? How about your company makes more money off of you than you make off of you and they can get rid of you anytime, but you have no shot to own and operate. I heard six different times today. And today, ownership. Some of you drove here. I don’t know if I want to work with Primer.
16:15
Don’t worry about it. We go to work for you until the company goes to work, and then you own your own business. We own our own business. We don’t work for Primerica. These guys, Primerica works for you guys. How awesome is that system? So we first look at our business, we think, well, it sounds too good to be true. And I go, no, it’s a legitimate business. We’re in a regulated industry. You got to get licensed to get paid. It’s a hard work. You got to bust your butt. It’s three to five years. And they go, they’re not interested because it sounds too good to be true. And then they realize it’s hard work. And then they’re not interested because it sounds like hard work. So I go, how about this? How about you’re not interested in our business?
16:51
How about if I took a thousand codes and put them under you and you start making a million bucks a year in overrides? Oh, then I’m interested. So we understand that you don’t know what you’re talking about and you’re lazy. See what happens when people look at our business? They ask questions. I’m talking to new. The new people tonight. We go, is this thing for real? It’s not for real. It’s freaking unreal. The more people you help, the more money you make. The more money you make, the more people you help. It’s a win. Win. Yes. What we do for clients. Yes. We take someone from A to B like you saw these guys talk about. A is awful and B is better. Yeah. We get more value. Yes. We show you want to impact someone’s life, recruit them.
17:34
You, I got $17 million of the term insurance, hoping my wife never gets it. You sell me a 17 million dollar term policy. It’s a nice little commission. We save 250amonth. Almost 100 million bucks assets under your mask. You make a couple dollars, you recruit me. You love me. See? You recruit somebody, you change your life and their life forever. It’s a huge impact. So it’s unreal. People go, is it credible? I could do an hour talk on, is this thing credible? These knuckleheads that sit around in our underwear on the Internet, right? About Primerica. Are we credible? We’re not credible. We’re freaking incredible. You look at what our stock has done, what our company’s done. How many people. When we took our company public, when we did an ipo, how many people invested billions and billions of dollars?
18:32
You think we need your 99 bucks, Spanky? Well, I don’t have the money. Well, then you better freaking pay attention, people. Is it good for people? It’s great for people. Listen, I’ve got a belief, and I’m not pushing it, but I have a belief, okay? And I think that’s important. Very, very. Especially this time. It’s very important. Now, you gotta have a belief. But I’m not pushing anyone’s belief on you. But you have to have a belief. I think health is important. You only come down this road once, right? You got to stay healthy. You got to stay healthy. That’s. That’s the second thing that’s important. Number three is money, by the way, statistically, the more money you make, the healthier you are. Statistically, I don’t know if you could prove this, but the more money you make, the more you can give.
19:23
I don’t know if you figured that one out yet, but you can. The more you can impact. What you and I do is a noble cause. What you and I do is incredible. It’s not. Credit’s incredible. And the last thing. Is it good for people? It’s great for people. What do we do? We show people how to get out of debt sooner and cheaper. Retiring. Dignity versus poverty. We’re supposed to be the richest, most educated country in the world. We got more people retiring broke. Something’s wrong. I mean, you could siri anything. You could Google anything. You could chatgpt. Remember years ago, they go, how old was John Wayne when he died? I go, I don’t know. Let’s figure it out. Now you’re like, how old is 2 seconds? Information’s on tap right now. And yet we still got more people retiring broke.
20:07
We still have 59% of people have no life insurance. 15% of people, damn it, don’t have an IRA maxed out, by the way. 15% of you don’t have an IRA maxed Out. It’s the only money that government allows us to do legally tax free. And 95% of people qualify for Roth. And almost nobody has one. People don’t need to be sold, they need to be told. It’s not a sales process, it’s an education process. But the last thing is, can I do it? See, I said, people don’t take the time to understand fully what we do. That’s the first reason. But the second reason is they don’t think that they can do it. And because they don’t think that they can do it, they don’t try. They don’t put the effort. I don’t know. See, I didn’t know if I could do this thing.
20:51
Four years. Never spoke in front of a room. Four years before I quit my job. Four years. We have almost 10 billion of assets under management in our business right now. I was in a business four and a half years without a securities license because my upline lied to me. He said, just pass your test. You failed it. Just pass it and you never have to take another test again. All of a sudden he goes, you got to get your security’s license. I said, wait a second, you lied to me? He goes, no, I didn’t lie to you. You don’t have to get a license, but if you want to get paid, you see, time flies. I heard this years ago. Time flies whether you’re working hard or not, right or wrong. Think about when you. When you hear these little kids crawling around.
21:36
When you kids. When you’re little kids. Time crawls. I want to get older. I want to get hair on my face. I want to be. Time crawls. And then all of a sudden you’re in high school and it kind of walks a little bit. I want to get my driver’s license. I want to get out. I want to be able to drink. Not that I condone it, I’m just saying. And then you’re in college and time kind of runs a little bit. And then all of a sudden you get older, like me. And it races and you feel like, man, I know it’s mathematically not possible, but it feels. Because of our history, it feels it. And I heard years ago, time is like toilet paper. As it continues to roll, it goes quicker. Catch that later.
22:23
And so I look at our business right now and I am so excited. One of the things I’m most excited about is my kids. I love what you guys are. A lot of the examples in here of their children. I’m so pumped. My daughter just sent me a text. She’s doing an investment right now. She goes, dad, could I look at the allocation? I go, dominique, she keeps you not returning my calls. I’m putting together an allocation. I go, dom, I’m getting ready to speak. She said, dad, you got to help me. You’re my trainer, right? Like, so my daughter’s in the business. So my daughter. My daughter graduated from tcu Texas Christian, three years ago. And I said, listen, when you get out of school, you’re going to. I want you to get it. I don’t work with you.
22:57
I said, no, no, you’re going to get a job first. You’re going to work for two years. I’ll help you support it. $375,000 for a four year education at TCU, and I have to pay her bills living in New York City. I said, I’ll do it for two years. Two years later was August last year. I said, time’s up, dad. Well, if you don’t pay my rent, I can’t live in New York. I said, you know why I didn’t live in New York City when I was your age? Because I couldn’t pay my rent either. So I said, she, what am I gonna do? You’re gonna stop helping me. I go, yeah, I’m gonna stop. But if you come to the office, then I’ll show you how to. And she started working part time, started making thousand, two thousand.
23:30
She made seven thousand two months ago. Right? Blake, on the other hand, my son, he goes, dad, I’m not to you. And I wanted him to get a job because I wanted him to get beat up, pay taxes, and realize your gross pay is freaking gross. That’s why they call it gross. And your take home pay is called take home because that’s the only place you can go is freaking home with it. And then you got to pay taxes and parking and clothes and get abused and have to work overtime. Welcome to the real world. And I wanted her to get beat up a little bit. Not physically, but I wanted to get beat up a little bit so she could appreciate. Appreciate. Because I think whatever you appreciates. My son, on the other hand, didn’t listen.
24:12
He goes, dad, you started us out with a little bit of money. We compounded out some money. We got a lot of money saved. I don’t. I don’t need your help. He played football at University of Connecticut. Come on out here, Blakester. He played football. I want to introduce him. My son, he played football at University of Connecticut. He goes, he gets graduation. He goes, dad. He goes, I’m going to do this. I’m going to do this full time. I said, no, you don’t. You don’t qualify to be full time. You’re going to be part time. You’re going to get a job. He goes, no, Dad, I don’t need your help. I said, well, I’m not going to help you then. He goes, I don’t need your help. He goes, I’m moving to Tampa. I’m opening an office.
24:40
I’m going to buy a house, and I’m going to do this thing full time. I’m going to do it with or without your help. I was like, all right. And I wanted him to take a minute. See, I have friends that I talk to, runs a huge firm. One guy just sold his company for a ton of money. And I said, how cool is it? I was in a city with this guy, one of the largest construction companies in the world. And I said, I met your son, was here. And I go, how cool is that? Your son? He goes, I don’t want my son working with me. He goes, I don’t want my son doing what I do. I go, why not? I have another friend who’s a big attorney. He goes, I don’t want my son doing what I do.
25:13
I go, I would love for my son to do what I do. You want to see if what we do is real? Would I bring my kids? Would these guys bring their children? I would love for my kids to work with me, but people ask me all the time. Somebody just asked me backstage, how did you recruit your kids? I never recruited. He recruited me. I tried to talk about. I think it over. Take your time. I want him to do Primerica, but I wanted to see the old terms. So I wanted you to hear from a 22 when he started 23. Now he’s been full time. He’s got 21 codes. He’s a regional leader. Let her it, brother. Let’s go. Hey.
25:52
Every time, every time you bring me up or introduce me in any meeting, any single time ever, he makes me sound like this rebel that doesn’t want to work and I don’t want a job and all this stuff, I just know. I just know that I don’t want to waste my time working for somebody else, right? Working for their goals, their dreams and stuff, when I could build my own business. Because I know I see a lot of people get caught up, right? And I don’t want to go the next four Years working a job and then regret not having started sooner to build my Primerica business. Obviously, I know this business works, right? That’s why I wanted to get started full time, immediately, right out of the gate. I know this business works. I’ve seen it work for him.
26:31
I’ve seen it work for tons of people. Just growing up in the company, seeing success, right? Coming to all the trips, seeing all the winners just win over time.
26:39
It’s.
26:41
You can’t not want to do it right as a kid. And a lot of people say, oh, you know, that’s why you’re doing Primerica. It’s because Keith’s your dad, you know, Danielle and all that stuff. And there’s a lot of people, guys, there’s a lot of people whose parents make a lot of money outside of Primerica, and they still don’t want to do what their parents do, right? Just like he talked about, parents don’t want their kids doing what they do. Well, a lot of my friends didn’t want to do what their parents do, and their parents made a lot of money. Matter of fact, a lot of people in Primerica make a lot of money and their kids still don’t want to work with them. Why? Why? Well, it’s because they haven’t realized the alternative sucks.
27:16
Okay?
27:16
The alternative to Primerica sucks.
27:20
Sorry.
27:20
It does, okay? And understand that most people don’t realize that for a long time. And I realized that early on that the alternative isn’t good. Yeah, that’s what we, our business all about. Comparison, right? Comparing buy term and invested difference to trash value, comparing our investments to other. Right? We compare Primerica business opportunity to any other business opportunity or company or working for somebody else. And you’ll never want to do anything else besides Primerica. So pretty good, right? So listen, my dad for 38 years has been over the moon about what he does. That’s been rubbing off on me since I was a little kid. And you’ll notice, right, when I was a kid, I thought everybody’s parents loved what they do. I thought they all loved working and all this stuff. I was just like a little naive kid.
28:12
And I realized that as I grew older, like I said, like he keeps talking about, nobody wants to do what their parents do. And I realized that this whole time, like, he’s so happy about what he does. Show me. Show me somebody who’s working 38 years in any business, any job, and loves it more their 38th year than when they first got started. It doesn’t happen anywhere else. It’s impossible. And so I’m not, you know, I’m not here today or in this business. So I could sit in the crowd and take notes and wait till this big business is handed to me. I, I want to build my own business. I want to build something that I can be proud of, where I want to work, just like everybody else.
28:51
I want to be like everybody else, working my tail off to make it happen for myself or my own family in the future and eventually, you know, merging into a family business altogether. I know my sister’s working with us right now. I’m so stoked about it. It’s just a well oiled machine right now. We love it. And so that’s what we’ve got. And there’s a lot of family Primerica businesses. And I like to, you know, see how they’re operating and kind of model our game, you know, alongside of theirs, which is super cool. I think it’s the coolest, most unique business you could get involved in. And if you have kids, guys, and you want them to work with you guys, you can’t force it on them. And he said he didn’t force Primerica on us ever, ever.
29:27
He always, there was always alternatives. Hey, I could get you a job doing this, you could do this and this. He wanted it in the back of his. I always knew that. But he didn’t force it on. You can’t force it on your kids to do Primerica. Just show them success. Show them that you love doing this business, that you absolutely love it, and it’s going to be contagious for them. And the last thing I wanted to show you was, okay, when you get started, when your dad had success or any of your uplines have success, we think that, you know, we’re immune to people quitting on us. And we’re going to get started and all of our friends are going to stick around. We’re different. Our friends are never going to quit on us. Guys.
30:03
I have friends I grew up with, I have family friends grew up with us, Naples, all back home in Jersey. They grew up with us. They lived in our house basically for all my high school years, middle school years, and they still quit. They got started with me convention. A lot of you guys saw them. There was like eight of us there. All of them quit except one. Okay, People quit on you, no matter what. It’s going to happen to me, it’s going to happen to him, it’s going to happen to all you guys. It’s a numbers business. That’s why I love it. It’s because I can’t fail doing the numbers. Neither can you guys. So that’s all I got. Appreciate he said.
30:35
He said 45 minutes was too long for him, so he had to call up the big guns to help him out with it, with the time.
30:44
Lake St. If you could put this first slide up, I wanted to share this with you. You know, I’m a perfect example of how you start is not how you finish. Okay. And I. I went through some numbers earlier, and I talked about our. This was our lower key back then. And this is when we had eight or nine or 10 people. And everyone in here. The guy all the way to the left is my brother Kenny, who passed away of pancreatic cancer at age 41. That was 20 years ago. And. And then the guy behind him, behind me with his hands on my shoulders, which I don’t really like that, but he’s got his hands on my shoulders. And the one to the right with the blonde hair, Everybody in that picture quit or became an rvp.
31:34
So there is no fail or pass. Succeed or not succeed, you either win or you quit. You quit or you win. And a lot of us have people here right now that you don’t realize. It’s not how fast you get out of the gate. It’s not how you start, it’s how you finish. And I think what happens is a lot of times in our business, we have guests to the opportunity meeting. We don’t follow up. We have an interview. You picked up a name and number, and you don’t realize how valuable. It’s not who you know, it’s who you knows. People lead you to people that lead you to people. If you drew an a circle around my apartment in Manhattan, which I was at yesterday, around my building, there’s 46 million people within 90 miles.
32:13
And people go, well, who do I talk to? Any of them? I got up yesterday, buck naked with a cup of coffee, and I looked out and I go, there’s 8 million people. Somebody wants to do something. So what happens is, when you look at this right here, they said, you got to help your friends and your family. I’ll give you an example. My first meeting, we brought nine people back, and most of them weenied out. But my on the left was my brother Kenny, and on the right was my best friend at the time, Nick Sirico, who fought middleweight when I fought heavyweight. We used to train together, and I invited them both down, and they both Quit. And then they came back and they quit again. And then they quit for good. Okay?
32:56
But what they did is my brother Kenny led me to Bill Baja Kin, Val Tenagli, who’s an RVP. Matt Damasowitz, Billy Baja makes about 400. Matt Damasowitz makes about 3, 400,000. All those other guys are still licensed in the business. He also left me Danny Kindergan, who left me John Jamison, Pat Jameson, Brian Jameson, Kevin Jameson, Steve, the whole Jameson clan. And then those guys all quit and left me Glenn Lee. I got stuck with Glen Lee. And Glenn Lee was in my bay shop. All the RVPs under there. You got a feist sitting. I saw her right there. She’s on that list. All Those people are RVP’s. Dwayne and Anita here. All those people on that list are from RVP’s, from my brother, who quit, then he came back. He quit in licensing school.
33:40
He went to a strip club and licensed school, which I don’t condone, for lunch. And he never came back. And he quit. Then I started making money. He joined again, then he quit again. He just joined again to quit again. And then all those people, if you look to the right, Chris Johnson, Dave Sanchez, Bill Sanchez, Joe De George, Bill o’. Connell. Joe to George. Joe to George recruited Bill o’. Connell. And then I said, you got to recruit somebody. He went and recruited the guy that recruited him and then quit. And I said, who do you know that’s good sales? He goes, this guy used to sell weed in high school. I go, that’s not what we need, okay? But he had sales experience and then went all the way down. And then if you look at Mervyn Boone. Now watch this.
34:19
My brother joined Primerica and quit. Fast forward now, 38 years later. There’s people that joined our business today. Today that weren’t even born when my brother joined. I love kids. I love my kids more, but I love kids. Quiet kids. But I love kids. But now I see kids, I’m like, oh, look at that little Senior National Sales Director. How you doing? You, dad. Because you. You understand. You and I, if you don’t weenie out, are going to override people that aren’t even born yet. See, residual income, people go, renewal income. Renewal income is income based off the business that you’ve done. Residual income is based off the business of people that haven’t even joined yet. Yes. Bring your friends. Nick Sirico quit, left me, Eddie Austin, $100,000 earners. All them are RVPs. Or regional leaders in our bay shop today.
35:23
And I’m sharing this with you. Last year, last year were paid almost $800,000 in overrides from two people that quit. That we need out the opportunity to grow and build a business is incredible. If you could put the next slide up, I want to share this with you and this is the perfect example. And please do this. Okay. You watch John Lavin get up here. He’s all suave and Assad. They go to they kind of just confidence. Don’t recruit those guys today. No, I’m being serious. No. I got custom clothes. I tuck me T shirt into my underwear. Now I drive a Rolls Royce. Oh, it’s all bull crap. Go recruit me on what I look like on the way in. That’s why I show those pictures.
36:19
I have a website that I put the before and after of people that start making 100 and 200, $300,000 a year. And they all want to recruit all the people that are all suave. And you got to look at how did they look on the way in. So I went to my class reunion. This is my 40 year class reunion. And I know you’re thinking you look too young. I know, stop. It’s uncomfortable. I went to my 40 year class reunion. People call me up, messaging me on Facebook, are you going to class reunion? I said, am I going to my class reunion? I’ve been waiting 40 years for this. 40 years to be. I was so excited. I was so excited. My wife goes, I don’t want to go with you. This is your thing.
37:05
I rented a hotel where they’re having a facility. I flew up to New Jersey from Naples. I got chills. I was so excited. I was like, I was like ready to walk in like Jim Meyer, right? So I go walk in. I was so jacked. I walked in. It was, it was disgusting. I felt I got physically depressed. I’m being dead serious. And I’m not just saying because people gave up physically, which they did, but they gave up mentally. I saw people that we had patches and I don’t look like that, right? But we had patches. And they’re like, hey, how you doing? I’m like, big guy. I was like, you look like your father. He goes, oh, you don’t recognize me? I was like, oh, you look good. He’s like, you look good. I go, of course I look good compared to you.
38:00
What happened to you? I’m not kidding. I’m like, what happened to you? You were like the star football player. He’s like missing teeth. I’m like, you know, you could get those fixed. And I’m telling you, I literally, physically. I’m not kidding. Thirty minutes later, I went upstairs to my. I call my wife. I go. She goes, what are you doing? I go, hey, babe, what are you doing? She goes, what are you doing? I go, I’m up in the room. She goes, you just got there. And I go, I know, I just left. I go, I. I waited 40 years. I. Guys coming up to me going, hey, I follow you on Facebook. You’re a billionaire. I go, I’m. I’m not a billionaire. I said, I do. All right. He goes, I should have stuck with you. Stuck with me doing what?
38:42
He goes, you. You. You recruited me. I go, I recruited you? And I wasn’t trying to be funny. They go, yeah, you try to sell me on that. I should have listened. I go, wait, I recruited you? He goes, yeah, you used to bring me down to Sea Caucus, New Jersey. And I go, really? You brought me to a fast start school. I like 10 people that told me I recruited them. I don’t remember recruiting them because I’m not trying to be like a tough. I forgot where I come from. I promise you, I don’t forget where I come from. But I stopped worrying about people that we need out. And I think some of you carry the baggage of the history, but it was so crazy. And they go, keith, if we would have known. I didn’t know either.
39:22
But take it on faith. Hey, has anyone seen $10,000 in a mutual fund at 12% grow to 2.5 over the last. Really? How long you been here? See, you see it on paper, but have you seen it? See, why do you believe that even though it didn’t come true yet? I’m leaving tomorrow night on a plane. I’m heading back to New York City, and then Monday, my wife and I are going to Paris and then Munich for Oktoberfest. He got here freaking. Anyway, so we’re going. And the plane that I’m flying on is not even there yet. But I could tell you that I’m leaving tomorrow at 6 o’ clock at a Tampa airport. And you go, I don’t believe you. Plane’s not even there yet. Why can you and I talk about where we’re going when we haven’t got there yet?
40:07
But you can’t talk about where you’re going when you haven’t got here yet. So look at this. If you. If you look at this right here, Fritz and tiki over 300,000. Look at, look at before and after on these guys, right? Anthony Brown, before and after. He had hair. Jimmy Lai. He looks like a Chinese gang banger. Look at this, 300,000. Look at this. As Harvey Grihalis on Monday, show Harvey’s. We do what’s right, how money works. Harvey, look at him, right? David enjoys. Kim, you know, Dave messaged me today. He’s in Punta Cana on vacation for a couple days with his 500,000. Look at him before. He looks like a little Korean rock star, right? Joe and Denise Cardin. He was an attorney, right? John Picone. That’s outdated. It’s outdated. John Piconi’s at 780,000, was a cop in the Bronx.
40:59
Ray and Carol Costello. Over a million dollars, right? Look at this. Glenn and Seal. Look at Glenn on the right. You know, he’s carrying a calculator. You just know it, right? Chris A. Chung. It’s Boyz n the Hood. Look at this, he’s at 1.6 million right now. Look at Tony and shelly. They’re at 2.1 million right now. Tony looks like a Bollywood star. Look at him. And that’s my wife and I. My wife’s from Staten Island. How you doing? Right? Look at that. So I’m sharing this with you. This is where I lived when I was 17 years old. I shared a one bedroom apartment with one of my guys that I trained at my karate school. I hear him say, I’m getting an apartment, it’s 450amonth. I said, hey, would you want to split it with me?
41:48
He looks at me like, kid, what do you mean split it with you? I said, I’ll split it with you. And we had a one bedroom apartment and we had two beds in there. I have some jokes, but I won’t even say it in here. Anyway, we had two, two beds in there anyway, and so. Never mind. So. And I shared an apartment with a guy who was like five or six years older than me because I could pay 225amonth. And then I saved up a little bit of money and then I started making money here. And I got a three bedroom apartment and I recruited two other guys. We got a three bedroom apartment. It was the first time I joined Al Williams. It was the first time I had my own bedroom. Not my own place, my own bedroom.
42:25
Because I always shared a bedroom with somebody, right? And then I bought my first condos. 800 square feet in Fort Lee, New Jersey. Paid $80,000, but I had to lock in the mortgage because it was 10. It was a great rate back then. And then I started, I became an SVP and I bought this little house in New Milford for a few hundred thousand dollars. And that was my SVP house. Then I became an NSD and I lived in Alpine, New Jersey. This, this Stevie Wonder lived on the end of my block.
42:50
Everyone goes, have you ever seen him?
42:51
I go, he hadn’t seen him either. So. But Stevie Wonder lived on the end of my right. And so I, I lived when I was an NSD in this house and then became an snsd. And then I bought a second home in Naples. This is our second home. So I would go from Alpine and back and forth and we started growing. I’m. I’m showing you a progression, is it takes a little bit of time, but it doesn’t have to take a long time. And so, and then all of a sudden here, then this was the last house. I just. So this is my house in Naples. It was an Architectural Digest. It was in Naples, Florida. Home and design or whatever, a little setup. So this house was this.
43:28
When I sold this house in Collier county, it was the highest sale home in the county for 60 days. Was crazy. Anyway, so that was my house that we just moved out of. My kids were out. That’s the one where Blake, you know, he used to say to me, the elevator slow. And then this is my apartment. These are my. This from some of our leaders, million dollar earners from my apartment in Manhattan. This is the view from our city view, which is unbelievable. We have a little apartment that we just stay when we’re in town. And then this is my lake house. I’m not bragging to you. I’m just saying, save your money, save yourself broke. And then create memories for people. It’s not about the things, it’s about the memories and a lifestyle that we can afford.
44:07
The reason my kids want to do Primerica is we showed them why it works and we showed them how many people we can impact and how many people in our family we could take care of. That’s our lake house. We are on Lake Norman right there at Trump Charlotte. And then that’s the back of it. It’s pretty cool. My brother’s an architect, designed it. That was my first car. My karate instructor gave me that car when I turned 17. It was before the Karate Kid, by the way, because I told him I have to quit. He goes, no, you fight. I said, I Have to get a job. I don’t have any money. I need to. He goes, I buy you car. That was his car he gave me. And for 60 days he used to take a bus, which I didn’t know.
44:44
He was like a father to me growing up. He’s the one that kept me out of trouble. And then this was the first car I bought. 600 hours slant six. I’ll keep this. But in high school, this was contraception. Okay? I had a little car like the first. It was like the first Mini Cooper. Now I’m six three. Imagine me coming out of this thing. Like. Then I bought this car dual. Dual it had. It was a truck in the front, a truck in the back for plumbing. And this is my. I used to drive this and I’d go on a date and all of a sudden I’d go. My acetylene tank was hitting the sides. My going a real winner with the women, right? And then I saw every. All these cars were used cars until we had millions of dollars saved.
45:31
I bought this first new nice car was this Bentley. When we had millions and millions. I see people post crap on social media and they’re broke. Ass broke. Excuse me, they’re broke. And, and they’re. And they’re posted. You save yourself broke. First start buying toys, right? And then I bought this little Rolls and a Maserati for my wife. And then these are some of our extra cars that we keep at that house back in the day. Then this was our little sports car. I spoil myself. We have 10 cars right now and I’m not going to go through this video. But I have two rolls. It doesn’t matter. This was back in the day. How do I go to the next one? See, that’s the before and that’s the after. Every one of us. Every one of us.
46:11
It’s not how you start, it’s how you finish. Everybody wants to get to the finish line, but you gotta get to the starting line first. Here’s my first apartment. That was my last house we just sold. Now we’re building a farmhouse. But we are perfect examples. All these leaders up here are perfect examples of it’s not how you start, it’s how you finish. Love you guys. See you tomorrow.
