Video Summary
00:00
Well, hey, listen, guys, what an honor to be up here representing toga. Toga is the Ortiz Generation alliance, okay? 1992. September of 1992. I walked into a Primerica office and the NSD looked at me and said, hey, are you here for an opportunity? You’re interested in making money being your own boss, having your own business, being set, being financially said, being wealthy. I said, man, what you got? And he put me into a daytime opportunity meeting, first time ever. And man, I’m telling you, I was fascinated with that rule of 72. Biterman bears the difference. Really got me upset because I had eight whole life policies. But the opportunity was what blew me out of the water. First thing I saw was, man, here I have a chart at building a family business. And here we are 33 years down the road.
00:59
Eric was 5 years old, Jason was 7 years old. And I looked at this thing and said we could build something here 33 years down the road. Jason and Eric run the base shop. They run that bay shop. Jason’s partner, Jackie, she runs licensing. She does all the licenses. Bryn, which is Eric’s partner, she does back office, all the qbi, all the keep your money, all that good stuff. This young lady right here, she runs investments. She’s our investment. And she does over a million dollars a month by herself on her own pen. That’s how tough she is. And me, I run the hierarchy. I run the aviator. Aviators. Where you at? All right, aviators, you all know who we are. We are. There you go. That’s what I’m talking about.
01:57
But hey, listen, tomorrow you’re going to be hearing from Jason and Eric as they explain how we run our base shop. Okay? But today you have the honor of listening to Yvonne. Yvonne’s going to share with you. Hey, this is how we built this hierarchy. This is how we’ve done it. So without any further ado, let me bring up the great, the love of my life. This lady is just getting pretty and prettier every day. Can’t wait till tomorrow because tomorrow she’ll be prettier than she is today. And all you guys out there, if you haven’t heard that one before, you can keep it and you can run with it. Okay? All right? So without any further ado, the great Yvonne Ortiz. Come on.
02:48
That’s what he does all the time. Okay? Thank you so much. I appreciate it. You know that I have to start this presentation here by thanking my Lord and savior, Jesus Christ, because without Him, I am nothing.
03:01
But with him, I get wisdom, I get Perseverance. I get guidance.
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And everything that we do in our family is to bring honor and glory to his name and to provide for our family. So let’s hear it for our Lord and Savior, right?
03:20
The topic of my.
03:21
Of my presentation today was an inspiration from my kids, from my grandbabies.
03:28
I’m telling you, this is such a.
03:29
Beautiful phase of our life. You know, we have five and unbelievable grandbabies, and I learned so much from them every single day. And, oh, I guess I have to do this in here. Let’s see here. So the topic of my presentation is, you know, the song, but do you understand the lyrics? I want to play a very short clip in here to show you how excited I get, you know, just to hang out my little guys in here. So, Rick, if we can play this.
04:03
I like dance like that. I want to dance like David.
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Staring.
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Down the prison wall I want space and fire God’s got my back I ride me shock up in the wall I want to walk my noses reson.
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Are they not cute? I mean, I’m telling you, those girls.
04:58
Are so bossy, you know, with the guys. They take it from the grandmother, I think, right?
05:03
But you know what? I was so inspired because these kids in here, they know the song, they can dance to it, they imitate, they do the whole thing. And I took that moment in there.
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For a learning opportunity with my grandbabies, right?
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So I sat down with Presley and.
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I asked her, presley, I know you know the song, but do you understand.
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What the song is all about? Do you understand what it means that David dance. Do you know what it means that Moses opened the seas, you know, type thing? And she did not know that part of the song. She could dance, she could sing it, but she did not understand the song. So I sat down with her, and now I do that with all my grandbabies. And I’m so glad that even my sons and their wife, you know, they’re sitting down and they’re explaining the song to them. They’re letting them know what happened that caused David to dance. What happened at that moment when that sea opened and people went through what happened at the lion’s den, what happened in that furnace in there?
06:10
And I’m telling you that ever since we took the time and taught them the meaning of each piece of that song, now they sing the song in a different way. Now they can sit with you and they can explain to you what happened. You know how that. That is transformation, guys. That’s not just singing a song. That’s not just, you know, doing things that is just being transformed by the story behind the song. So why did that inspire me so much, guys, is because we all sing.
06:40
A song in here.
06:42
We all sing the Primerica song. And you know it so well. How many times, you know, I go around and I ask people, you know, why you in Primerica rvp, I want to be.
06:54
Right.
06:55
Million dollar earner by convention. Do you know that there is 657 days to the next convention? And you know, you wrote some goals before you left that dome or whatever that part in Atlanta, right? How close are you now to those goals? Because we only have 657 days. So I’m asking you, do you understand what you said? Do you understand what the Primerica business is all about? What that song is all about? Because I tell you what, we already have the blueprint. This is something that you get. It’s called a success cycle. And this is something that the company provided for every single one of us. And it’s available to the brand new person that comes into the business. But I wonder how many of us have really taken the time to look at this. This is the locker room, guys.
07:53
Okay, I understand that the people in here are the ones that didn’t come here to get motivated. You came in here because you want the tools to get you going to the next level. Am I right or am I wrong? There you go. So I’m telling you, it all starts with the blueprint. It’s given to you. It’s already there. The lyrics are right there. But do you understand what each piece of that incredible success system is all about? So let’s break it down, guys, because it’s extremely important. We need to understand it. And it says that right at the top. And I highlighted it because I know we go right through it. And it says in there, your success will depend. Your success will depend on learning the success cycle.
08:42
Understanding it, using it yourself, not your people, yourself, and then teaching it to others. That is the secret, guys. It says it in there. But I wonder, because right in the middle of the success cycle, it says to be successful, how many parts, all parts of the cycle must be completed. How many times? Every time. Guys, this is not a complicated business. If it was complicated, Ed and I would not be here. We are the most simple people in the world. If you try to complicate anything to us, we freeze and we don’t move. But because it’s so simple, we have been able to build an incredible business that is going to last not Only for us, but for the next generation. There’s three areas of this presentation, this success cycle, that I want to just.
09:43
Kind of like, you know, focus on.
09:45
Because I feel that during COVID okay, right before COVID were all building our businesses using this cycle 100% of the time. I was raised on this cycle. I was going around the cycle so many times I went around at one time. And then we make sure that everybody that came in the business that wanted to succeed understood how to go around it and was able to walk it with our help so that then later on they could teach somebody else.
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Right?
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So what happens in here? Let’s focus on every single one of.
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These pieces in here.
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The first one we’re going to focus.
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On is that it has to be you first. You first, guys.
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This is not a business of telling people what to do. This is a business of showing people what to do. You know, I can stand in here right now, guys, and speak to you guys with confidence because I am still in the field. You know why I’m still in the field? It’s not a nightmare, guys, because I know we all want one day not have to do anything at all. It just happened that I believe that the Lord has empowered me with knowledge and with some energy that I cannot explain it, and I cannot use it to sit around my house watching tv. I gotta use that energy. And what I love to do is sit down in front of people and pour into them knowing that maybe if they’re listening, if their hearts are ready, they will change their life forever.
11:25
Because were changed forever. That’s how I feel about this thing in here. So you got to go through it yourself first. And let’s focus on the first one, because that is, you know, that is the fundamental building block in the business recruiting. The day you stop recruiting guys, the day that you know, that you know, your business is not going to explode. The business is not going to go to the next level. The business is not going to last as a legacy to your children, most likely. That’s why you have to continue to recruit. And I tell you one thing, if you’re getting great results, I mean, in our hierarchy, it’s Nothing to have 100.
12:09
Recruits in a bay shop.
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They do that. Congratulations, aviators, because you show us that.
12:14
It can be done all the time, right?
12:17
So if you’re getting great results, continue doing what you’re doing, that’s fine. We don’t want to change anything. Keep recruiting a whole bunch of people. What I do say Is you got.
12:28
To get off your comfort zone before.
12:30
COVID You know, like I was saying before, we’re building this amazing business, and some of the things that we’re doing is we’re getting out there, we’re driving. How many of you remember driving an.
12:42
Hour and a half, two hours to an appointment?
12:45
Amen.
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Right?
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How many of you remember getting there and having a dark house? Like people are not there?
12:51
Amen.
12:52
You know what? It’s half the room. That means that the new people have not experienced the things that kept us going, that made us strong. But I tell you one thing.
13:04
It’s time that when you examine your business, where are you right now if you’re not where you want to be.
13:11
Or the vision is not going to where you want to go? You got to get off your comfort zone. Whatever you do right now. I’m not saying change it. I’m saying modify. You got to add new things to it. There’s nothing wrong with networking groups. I personally don’t care for that. But Ed loves them. He goes in there, he thinks he’s the king of the place. He walks in there, and I’m telling you, it’s like people bow to him. It’s like, what in the world? I can’t do that.
13:42
I’m shy, you know? But I can go to a Bible study and I can listen to the people.
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And there’s not a single woman in my group that is not going to hear about the goodness of Primerica sooner.
13:54
Or later, because I’m passionate about that.
13:59
I’m going to reach out to people. I’m going to call, you know, that. One thing that I know is so.
14:05
Incredibly awesome is that everywhere we go, I may have an opportunity to, you know, to prospect somebody. Right?
14:13
And I talk out of passion because I know at the end, I always get the same feeling that people tell me. I don’t know what you’re saying, but I know you love it. I’m telling you guys, that is contagious. Have you ever been attracted to somebody? It’s like, I don’t even know what they’re saying. I don’t even know what they follow. But it’s so awesome. It’s exciting. That’s how I feel because I’m so passionate about what we do. We gotta get creative. Stop being in a box. Get out. Go see the people. You know, I was talking to an army recruiter not too long ago, which.
14:54
I ended up recruiting him to, right?
14:56
And this person was telling me that his success was because he did not Just rely on campaigns and stuff. He went out and he saw the people. I’m telling you, the office is awesome. We all have incredibly beautiful offices. But if that office is not full of brand new people or full of people that you’re going to tell them about the goodness of America, something needs to be modified. Because that’s what those offices are for. It’s not for you to feel good. It’s not for you to drink coffee and hang around the people that are already in the business. Because although that is a great thing.
15:35
To do, you’re not going to grow your business anymore.
15:39
Is this too tough, guys? Do we need to hear these things? Thank you very much.
15:45
That’s important, right?
15:47
The second thing, the second area of.
15:50
The success cycle is that orientation. I know you guys do a great job with orientation, but maybe we need to modify something. I know and I see it a lot, guys, that the way we do the orientation is we’re just telling people, go ahead and fill out a list. Do you understand that in this orientation.
16:15
The most important thing is this in here, the trainer’s responsibility to ensure that every new recruit has an exceptional experience. That is the trainer’s responsibility. You are the one responsible to make sure that brand new person comes into the business, experiences something out of the ordinary. And they’re just out there saying, oh my goodness, this thing works. People want to hear about what you do. And the bonus to that is we.
16:48
Get paid good money during the training too.
16:52
Is that not what you experienced that kept you here? Is it? I’m telling you, if right now, my field trainer, during the time that Ed and I came in the business, we had no jobs, we had two small children. We had nothing going except were living off the savings, thank you Jesus, that we save our money and that prepared us to just be in this business without being stressed out. But I’m telling you one thing, guys. It was the trainer responsibility that we fell in love with Primerica.
17:31
And when he sat down and he showed us that we have eight whole life policies and he could give us way more coverage with just a fraction of what were paying for those eight whole life policies and he was going to give us just one and were going to be able to invest the difference and were going to be able to send our kids to college and were going to be able to retire with dignity and were going to be able to pay off our house. I’m telling you guys, I got fired up over that. No one, because Ed and I were.
18:05
Just not so smart starting in the business. And when we started, we didn’t have a market.
18:11
So what we did is we started.
18:13
Talking to whole life agents because we thought if it was a good thing for us, maybe a whole life agent, if they understand the truth about what they’re selling, they’re going to turn and they’re going to come to Primerica and they’re going to kiss the place where we stand. Because we saved them. Exactly.
18:35
It wasn’t like that.
18:36
We got slapped many times right in the middle of our faces. Right.
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But you know what?
18:41
Because I knew where we stood, were grounded in truth. We saw our policies, we saw our savings.
18:51
And because were so rooted, it didn’t matter what they said, how they say it, or how many times they said it, were standing strong. Now our ego got hurt every now and then.
19:04
I’m telling you, it hurts when you get rejected. But they didn’t take us away from this in here.
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Why?
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Because our field trainer made sure we had a great experience during that time.
19:16
You know what it did? It just broke. Build confidence and reinforce that this opportunity.
19:22
Is both real and rewarding. Are we doing that? That is awesome. When we do the list, guys, let’s go the old fashioned way. Let’s not give it to people and say, write down, send a text. Let’s take a minute and really ask people, who are the people that love and care about you? That would give you an opportunity for you to get trained. That’s not hard to be learned, guys.
19:50
But you know, if I say that if my sons were given that opportunity, you know who they would put on that list? Somebody that loves and care about you. I hope and I pray that every single parent here would be the number one person on the list. And if they’re not, it’s okay.
20:09
Show them that you could do it.
20:11
But parents, brothers, I know Jason would call on my other son, Eric, and Eric will not even ask, what is this all about? He would say, come over, I’m cooking some dinner. So you have a great time. That’s the kind of environment that you want to take that brand new person to, especially during those first few days in the business so that they fall in love. But if all we’re doing is sending.
20:39
A text and they’re getting rejection and.
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They’Re pouring their hearts, you know, and then they’re getting nothing after that, and that’s the only way that you’re doing.
20:49
The list, Most likely they might not be around for a long time.
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See what I’m Saying, guys, it’s not hard.
20:57
This is what were told. And I’m not saying don’t send text messages because they work.
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And right now I’m learning how to do that too.
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Because people, I’m telling you, I’m too old. I still read emails, but I’m realizing.
21:12
That the young generation, they don’t touch emails. You got to be texting them, whatever.
21:17
But it has to be modified, guys. It has to be modified. Not the only thing.
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So take the time. Mark in there, who are four and five pointers, and make them pick up the phone and call mom and dad. Make them pick up the phone and call the brother and the sister and tell them I need help. I found this amazing company, I’m being trained and I have to observe some presentations before I get my license in the state of Florida or whatever stage you’re in. That is not hard, guys. That is going back to the way that were taught to build this in here so it lasts the next place.
22:00
Actually, on this orientation, it’s not for.
22:02
You to download the app.
22:04
It’s not for you to just talk about the bonus. It’s for you to set some appointments. That’s what we do in that orientation.
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So I’m telling you guys right now.
22:13
I know you’re doing the business and you’re doing it good.
22:16
You know the song. Do you understand the lyrics?
22:23
Last area that I wanted to cover is that field training. Still, there’s a lot of people not doing fnas. I know that you’re missing so many amazing opportunities, guys, to impact your life and impact somebody else’s life. You need to get back to doing FNAs.
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You know what an FNA would do.
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It takes somebody that comes into the business, young, unexperienced, no experience whatsoever, not.
22:54
Knowing anything about anything, with no financial background. And it makes that person look professional and it makes that person look smart. And if you train them well on how to navigate that in there, I’m telling you, there is no smart person out there. There’s no adult out there that is not going to say yes to what.
23:13
They have to say.
23:16
That’s the way were able to get our bay shops back in 1992 to start producing 30 by 30, when.
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Nobody was doing 30 by 30. Because we focus on that.
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And I’m telling you can be.
23:32
The youngest person, you can be an 18 year old and you walk into my house and you show me a blueprint of my life and you show.
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Me that I don’t have a chance at Getting to retirement unless I follow that plan that I may be struggling and my husband dies. Because all the insurance I have is 100,000, but I need a half a million. You bring that and you bring it with power. And all you have to do is just read and follow along and get good at it. You are experts at following scripts. You are experts at doing exactly what you’re told to do. Because I listen to you guys all the time. Let’s do it the right way. And you watch how just like me.
24:19
People are gonna say, that was powerful. I need that. They’re not thinking about your age. Take that myth off your mind, guys. You’re young. You are the salt of this earth.
24:33
Guys, you’re gonna change the way the world thinks.
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But it starts with you doing things and doing them right.
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Isn’t that amazing? Do you guys believe that.
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It starts with you doing it first. So if you have never gone around the success cycle, pretend that you’re starting in Primerica today.
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Give yourself an opportunity.
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Pick one person and go around the success cycle one time. You, you know that I noticed with this success cycle, after you go through it a couple of times, it’s such an easy thing to do, such a rewarding thing to do, you’re going to want to do it more. I tell you one thing, you’re going to become addicted to it.
25:23
Addicted in a way that if it’s.
25:25
Not happening that way, you’re going to be wondering, what in the world am I doing? I gotta get back to it. I gotta get back to it. I hope you guys are listening to this in here. Because what’s speaking to you right now, guys, it’s not pride.
25:42
It’s a heart. It’s my heart, my humble heart that wants every person in here to succeed the way we have succeeded in this business. I want you guys to understand that we come from such humble backgrounds. We come from a place of no opportunities. And because we found this in here, our life has changed right now. But not just my life. My sons, their wives, their children are changed because of this. See what I’m saying, guys? I don’t know, Rick, do we have.
26:20
The video in here to share or. No.
26:22
As of today, there are new mission parameters.
26:24
Listen to these guys.
26:25
Time to target is now four minutes. You’ll be entering the valley level at reduced speed not to exceed 420 knots.
26:33
Sir, won’t we be giving their planes time to intercept?
26:36
Well, Lieutenant, you have a fighting chance against enemy aircraft. What are the odds of surviving a head on collision with a mountain. You’ll be attacking the target from a higher altitude level with the north wall. It’s gonna be a little harder to keep your laser on target, but you will avoid the high G. Climb out.
26:51
Be sating ducks for enemy missiles.
26:58
What’s that?
27:01
Maverick to Range Control. Entering point Alpha. Confirm green range. Maverick Range Control. Green range is confirmed. I don’t see an event scheduled for you, sir. Well, I’m going anyway.
27:16
Nice setting.
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Time to target, 2 minutes, 15 seconds.
27:21
2:15. That’s impossible.
27:23
File attack point. Maverick’s inbound. Pumping in 3, 2, 1.
29:51
Bullseyes.
29:58
I just wonder, guys, I end up with this. I wonder, after this amazing event in here, are you going to be the one going back home? That your family and your friends are going to say, who is that? Who is that? Because it all starts with believe. If you don’t believe it yourself. That you can take this business to another level. That it can be the source of income for your family.
30:26
That you can be the one that.
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Changes the lives of so many other people. You can’t get your people to believe it either. But if you do stand, I promise you guys, you will also see success.
30:38
God bless you. Let’s have a great event.
