Ever feel like you’re stuck in a rut, struggling to build momentum in your recruiting efforts? You’re not alone. Many reps find themselves overwhelmed by the challenges of building a thriving base shop, unsure of how to break through the barriers holding them back. But what if you could change that? What if you could tap into a powerful mindset and strategy that propels you to the next level? That’s exactly what Harvey Grajales dives into in this session. It’s packed with insights and practical tips that can transform your approach and energize your business. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the secrets to building a successful base shop that thrives on momentum and energy.
Video Transcription:
This, right? Before we get to Million Dollar Earner, you need million dollar energy.
That’s the mentality.
That’s the mindset behind it.
So you find yourself doubting yourself.
You want to kind of like Trigger, right? You want to program yourself to believe in you, right? And so that is like a trigger.
You remember back in the day, they had the bands that you would snap, what would Jesus do? Right? Don’t ever do nothing.
You want to drink Snap, what would Jesus do? You get what I’m saying? And so you kind of want to trigger yourself, right? So I was in the back.
You got to love Primerica, right behind the scenes, right? I was in the back.
And you got to get up here on stage, man, because this is one of the best experiences I’ve ever had, John, right? I was in the back.
And you won’t believe this, but I was getting some good old Dick I mean, Dick Walker.
I was in the back, right? And so Dick has been around for a while.
Dick has been around for a while.
And he can go long, right? And he was going so good that he almost put me to sleep, right? Gotta love it.
Gotta love it, right? Wherever.
Dick is in the room.
But let’s get to work.
Does anybody in here have fear at all just by raising hand? Let’s be honest.
I want you guys to see some.
Raise your hand if you have fear.
Fear of prospecting, fear of booking appointments, fear of building a big base shot.
Fear of success.
That’s real.
So look around.
Just keep your hands up.
I want you guys to take a mental snapshot.
Screenshot around.
Check this out, right? Look at this, right? Then put your hands down because this real quick is going to be fear versus faith, right? Well, check this out.
If I ask the same question, how many of us have faith that we’ll become a regional vice president? Right? So I want you to understand that both fear and faith are made up.
Are they real? Is faith real? It’s imaginary.
It’s very imaginary.
This is real.
You see? This is real.
Like in reality, imagination is something that you make up, right or wrong.
So a lot of us were grown and we still have little imaginary friends.
We call them fear and we call them faith.
Now, I’m not stepping on anyone’s toes if you have faith in whatever it is that you have faith in or whatnot.
But I do want you to understand the premises is that fear is imagination undirected.
Fear.
Think about what I’m telling you.
Fear is imagination undirected.
So you’re imagining a problem.
Anybody ever thought, oh my God, I’m about to get into an argument with somebody and you have this imagination of things going a thousand different ways.
Anybody ever been there before? And when you get into the ash argument, it doesn’t really happen, right? So that’s imagination undirected.
And now what faith is right, is imagination that’s directed.
They’re both imagination.
It’s just one is undirected.
So when you’re in faith, you’re in absolute certainty.
You understand, you know? You know what? You know when you’re in fear, you’re not.
And so it’s very important, right, as you’re beginning to build a business to use.
They’re both different energies is what I’m trying to teach you, right? They’re both different energies, right? And they both help.
But which one is going to help you get to the next level a lot faster? Does that make sense? A little bit.
But what do we usually carry around, right? And so when we meet with someone, what do you think is sitting right next to them? That’s invisible fear.
And so your job is to give them more what, at all times.
Because the second you start stumbling over your words, the second you don’t know how to use the application or describe whole life versus term, guess who comes in on the side, right? Fear starts talking to them.
See, I told you this wasn’t for you.
Does that make sense? A little bit, right? And so the next thing real quick before we get into teaching you some stuff is try to leave no backdoor open.
See, when we leave a mental backdoor open, it allows you to procrastinate, it allows you to escape, right? When you leave that backdoor open, I want you to understand this, right? Live in a world.
One of the things that helped me out tremendously is living in a mental state where I want to be extraordinary, nothing less.
I want the best in life, I want the best for myself, the best for my family.
So I want to invite you into a world forget about the outside issues, right? I want to invite you into a world where anything that you want to accomplish, you can live in that extraordinary state of mind.
Does that make sense to you guys? A little bit, right? That’s what’s going to need that kind of energy you’re going to need, right? And so you got to be careful sometimes we’re so right all the time about everything.
Each and every one of us is right all the time about everything.
But we have to be careful about being right all the time because you can be right about the wrong things.
Does that make sense? And that can stop us, that can hinder us from growing, right? And so what’s being important, what I want you to understand, is be authentic, right? If you want RVP, if you want the extraordinary world, you have to cause it.
No one else has to.
You’re the one that’s in charge of that.
So if you want to be RVP, you want to be a million dollar earner financially free, we must cause that to happen, right? And so the question is, well, what will you create for yourself in this land of extraordinary.
What is it that you are going to create for yourself? Why we’re still here, why we still can? And whatever the answer is to that, well, you have to cause it not no one else, not your upline, not your sideline, not your downline.
It’s what you have to cause, right? And so the more that you connect with showing up to this conversation in the land of extraordinary, you show up to this conversation as a person that’s authentic, right? And when I say communication, I don’t mean communication with other people.
I mean communication with yourself.
If you show up as an individual, that’s authentic, that you can rely on yourself.
You speak to yourself with integrity, it’s just a matter of time before you become a success.
Does that make sense to you? Right? It’s not one of those individuals that says, hey, you know what, I’m going to do something and you never do it.
That’s procrastination.
That’s what I mean by leaving the back door open.
You cannot leave the back door open.
If what you want to do is become successful, it’s very difficult to get there, right? And so there goes in the difference, I’m going to teach some stuff, right? But a lot of this stuff, I discovered it.
You’re going to be learning it.
There’s a difference in discovery and learning.
See, I can give a man a fish, right? I can give them a fish.
And so if I give them a fish, they don’t know how to fish, right? And so when you discover, you figure out how to fish, you can always eat.
Does that make sense? All right, so this is good, right? The last day and a half has been really cool, right? We’ve learned some stuff.
But what you have to do is discover.
You have to go out on a journey and begin to discover.
You see, when you discover something now you have it.
You own it.
You discovered how to prospect.
You own that.
You discovered how to motivate yourself.
You own that.
You discovered how to live in a land of extraordinary.
You own that.
That’s yours forever, right? And so the moment you discover it, we have access forever.
You can take anything away from any one of the leaders.
But they’ve discovered how to build a business.
They discovered how to stay motivated.
They discovered how to stay in a high energy state.
They have access to that for the rest of their life.
Does that make sense? It wasn’t like they just watched the video and all of a sudden they can click it on and off.
No, that’s not the way it works, right? And so again, that can get a little bit deep, but on surface just wanted to give you that because that’s one of the things that we talk about.
So the next thing that I wanted to speak to you guys about is the one one interview.
One one interview.
W two, verse 1099.
And if I have enough time, we’ll get into some things here, right? And so hopefully you guys can see that.
Is there a TV right here that you guys can see? Awesome.
All right, Bet, so I’m going to be sharing some stuff with you.
Now, this stuff right here first, I learned it by watching Hector Lamarck, right? If you haven’t gone to Hectorlamarck.com, maybe you want to, right? I don’t know.
If you don’t.
I don’t care.
Well, you should, right? That’s where know did a lot of my learning.
I learned it there, but I discovered it, John, when I sat in front of a lot of people.
That’s when I discovered how it works, but I learned it initially from the video.
All right, so knowledge is not power is the application of it.
Does that make sense? That’s when I discovered how to fish.
Now I have access to it forever.
Does that make sense to you guys? A little bit, right? All right, perfect.
And so there’s questions.
Remember, we have questions.
So anytime I meet with someone and I do a one one interview with them, I don’t jump into this whole Primerica spiel, right.
As a matter of fact, I’ve gone through numerous amounts of presentations that I’ve never mentioned Primerica until the end of it.
Oh, yeah, by the way, it is Primerica.
Most of the times, I don’t have to say the word Primerica because I can provide a lot of value.
If you can provide value for the individual, they’re not even thinking about the company, okay? It’s just when you’re kind of new and you need crutches, you use the presentation.
I’m not saying don’t use the presentation, but I am telling you is you can get really good at this, and you could just kind of do napkin presentations.
So I ask a series of questions, and the questions are in place to kind of help the individual start thinking.
And again, you can go on Hector Lamarck thing.
He has a whole DVD, and you can watch the video over and again.
Don’t judge me on writing.
I don’t get paid to write, so chances are very high this writing is not going to be nice, but it is what it is, right.
So the first question I have for an individual and let me see.
Perfect.
The first question I’d have for an individual, right? I’ll ask them.
I’ll say, hey, after I have their briefing sheet, I’ll ask them real quick.
A first question is, hey, if I was to call some of these people on the list, what do you think are some of the things they’ll tell me about you? Now, what I’m doing is I’m allowing them to sell themselves, right? They’re going to, oh, well, I’m a great person to work with.
And what I’m doing is I’m writing it down, and I’m going to tell them I’m going to say, listen, I’m just going to take notes.
There’s no right or wrong answer.
This is about you, all right? It’s completely about you.
So you can tell me whatever it is that you want to tell me.
You think, man? I’m motivated, right? I’m a great person.
I’m ambitious.
I’m determined.
Whatever it tells me, I’m agreeing with it.
Yep.
Absolutely right.
So I put self there because that’s the way I take notes, right? The next thing that I might ask them is, you know, I want you to think about something really quick.
Edward, what are some of the goals that you would like to accomplish in the next five years? Let’s say if money wasn’t an issue, if you didn’t have to worry about how much anything cost, what are some of the things that you would really like to accomplish? Right.
Start saying, Man, I want to drive a car.
I’m going to write that down.
Car.
He’s going to tell me everything.
He wants to tell me a home, maybe a business, travel.
All these things he’s going to mention, and I’m going to write them down in front of me, right? The next thing, I’m going to go ahead and ask him, say, hey, listen, if money wasn’t an issue, where would you travel? What type of places would you go? Right.
Why? Because travel is a big thing for people.
When’s the last time people even got to dream about their goals? Right? Because you understand when you get a job, your goals and your dreams shrink to the salary that you make on a yearly basis.
So now I’m asking them about their goals.
I’m getting their mind to start working and start dreaming again.
All right? I’m asking them about traveling.
You know how many people don’t travel? I have, like, a 50 year old lady on my team.
She’s coming with me to Jamaica on Sunday.
What’s today? Sunday.
Oh, shit.
Tomorrow.
Right? And she’s never had a passport before.
I’m like, you never had a passport? How? Anyway, but the majority of people have never traveled outside of the country, all right? And so now I’m asking, if money wasn’t an issue, where would you go? Where would you travel to? Right? Let’s just feel free to dream, entertain yourself for a little bit, right? And I’ll say, man, paris.
You’ll hear everything, right? Paris, right? You’ll hear anything that they write down, right? Let’s just put Jamaica right there, right? Let’s say, is France Paris? Or what is all that? I don’t know.
It’s a different place.
One of these smart people know.
Anyway, I’ll put it all down as a point.
If money wasn’t an issue, another question that I would ask them, where would you live? What kind of house would you have? Right.
Now, the ladies are going to give you different answers than the guys are, right? But you have to help them in the system, right? If money wasn’t an issue, what kind of home would you have? Would you have the big man cave in the back? Would you have the pool in the back, the basketball yard in the back? And allow them to begin to know? The ladies are usually going to say something about a garden, right? They’re usually going to say about the nice driveway, the nice fountain in the front, big ass kitchen, right? They’re going to say things like that, right? And guess what? I’m going to be, wow, that’s nice.
Would you stay in if I’m in New York, would you stay in Brooklyn? Or would you leave? Right.
Where would you want to live if money wasn’t an issue? You get what I’m saying? And now they’re starting get what? They start dreaming again.
So it’s like I’m giving it to them Tesla, but then I’m going to take it, you know what I’m saying? I’m going to show you what’s going like, this is accessible to you, but then I’m going to kind of, like, take it in a few minutes, right? If you say no to this opportunity, it is what it is, right? So what kind of home would you have? Right? Travel car.
The next one is car.
That’s a big one.
Hey, listen, what kind of car do you drive right now? Are you driving your dream car? If I say no, do you have a dream car? Yeah.
If money wasn’t an issue, what kind of car would you have? Anybody have a dream car in here? Right? A lot of people are into stuff like that, right.
Layton makes fun of me because I make 450,000.
I still have a 2011 Toyota, right? Don’t mean much to me.
I jump out real quick on you, Layton.
What up? One day I’ll drive something nice like Edward, right? Edward has like, a Bugatti or something, but I’ll ask him, and I’ll say something’s very easy like, what kind of car? What year is it going to be? Are you into speed? Do you like nice fast cars? What’s the interior like? All right.
You like trucks? Wow, that’s a nice truck.
What kind of truck would it be? Is it the year truck? Right? The inside interior, would you have music on it? Would you be rolling down on your friends banging music on it? You can see that, right? Awesome.
And I’m taking all that stuff down, right? The next thing that I’m going to put down, I’m going to say, hey, let me ask you this question, right? What’s the most amount of money you’ve ever made in a year? Income.
What’s the most income you’ve ever made in a year? And I’ll get whatever number, and I’ll say, hey, listen, in order for you to live your dream lifestyle, how much money would you need to make on a yearly basis? So say, for example, they say, hey, about 30,000, 50,000 is what I’ve made and I need to make in order for you to live your dream lifestyle, for you to travel, have the car, live in the place that you want to live in.
How much money would you need to make on a yearly basis in order to have that right? They’ll say somewhere around, let’s say, a quarter million dollars a year.
And I say, okay.
Great.
Does it make sense in order to go from 30 to about $250,000 a year, you’re going to have to learn a few skill bills? As long as it’s legal, ethnical, you’re not hurting anybody, is there any reason you wouldn’t want to learn how to do that? Right.
They’re going to be like, yeah, absolutely right.
Is there anyone next thing is charity, right? Is there anyone that’s important in your life that you would want to help if you were making this kind of money? Do you have a mom or something like that you would buy a home for? I’m getting into the emotions, but not only that, I’m also getting a referral base from them, right.
They’ll say, oh, you know, my kids church, I would love to be able to give more back to the church.
Okay, great.
I’m sure the church will love that too.
And so I’m writing all these things down and at the end of know, those are probably the main questions.
We’ll have a good conversation about it.
And what I’ll say is like, look, Edward, the reason I ask you these questions is not to barge into your business.
There’s no right or wrong answer here.
Oh, the next one that I would ask them is retirement.
So I’ll leave that there.
Right.
At what age would you like to retire? Right.
And what do you think? Most people’s answer is 65, 70.
A very few people say tomorrow or the day yesterday, but most people are going to say 65 or 70.
And what I’ll have with Edward, I will say, hey, listen, Edward, what I found is retirement is not an age, it’s a certain amount of income.
So if were able to position you in the next five or ten years where you can have a business that’s currently paying you a quarter million dollars in passive income, could you retire at that point? Yes or no? Absolutely right.
And so I’m getting him to start thinking, right.
It’s not necessarily an age.
Right.
And so what I ask him at this point the reason I ask you these questions is because we find nine times out of eleven, if you’re the right individual, you’re goal oriented, you’re ambitious, our company will be able to help you get to where you want to be.
And the challenge is, most people know Edward, where they want to go, but they’re stuck one side of the railroad track.
And if you’re the right type of individual that we’re looking for, I’ll be able to help you get from one side of the railroad track to another.
Let me introduce you to Primerica and what we do.
You guys got that? I always have those questions before I jump into the interview, before I say anything.
I’m trying to get that out the way, right? The next thing that I’m going to speak to you guys about really quick is I believe everyone’s recruitable.
And the reason I believe that is because in this country, we’re all in a capitalistic society, right? And the way we correct me if I’m wrong, the way you capitalize here is you capitalize through a distribution, right or wrong.
The person that can distribute the most makes the most money in America or in business per se, right? And so what do you distribute? You distribute either products or you distribute services.
Either or.
You’re either going to be on either or the spectrum, are you what I’m saying? All right, now, the person that can distribute the most products or services is going to make the most money.
You can take a mom and pop shop and compare it to an Amazon.
Obviously, Amazon has more distribution.
They’re going to make more money.
Does that make sense? You can take a local medical store and compare it to one of the big firms, one of the big hospitals, right? Which one’s going to make more money? The one that distributes more what? Services and products, right? And so in capitalism, that’s the way that it works.
And guess what? You’re in capitalism.
Does that make sense? Now, the biggest challenge this is what I say.
The biggest challenge with whatever industry they’re in, the biggest challenge with if you’re a nurse, the biggest challenge.
If you’re in sanitation, the biggest challenge if you have an MBA or a Master’s is the only thing that you can distribute is your time, because it’s just based on you.
And do you want to be wealthy? What do you think they say? Yes, I want to be wealthy.
Well, if you want to be wealthy, the biggest challenge is that you break rule number one when all you do is get paid based on the distribution of your time.
See, it doesn’t matter if you have an MBA, a bachelor’s, it doesn’t matter how smart you have or how long you’ve gone to school.
If you only have 24 hours in a day, you broken rule number one, because now you’re only getting paid limited because you have what? Limited amount of what time.
I want you to think about something really quick.
Who lives in the house that you want to live in? The employee or the business owner? Who drives the car that you want to drive? Employee or business owner, right.
Who takes the vacations that you want to take? Employee or business owner? This is what I’m doing when I’m talking to them, right? Who makes the money that you want to make? Employee or business owner? You have children, right? Do your children go to the school you want them to go to, right.
Or do the business owners have their kids going to the schools? You want your kids to go to the businesses? I never thought about that.
So very clearly, you know exactly where you want to be.
You just don’t have a way to get there.
Is that right or wrong? Right.
And so now I start talking to them a little bit more about W Two and 1099.
Right.
I often ask them, well, who works harder, the employee or the business owner? The employee, right.
And so very clearly, I know where you want to be is you want to be a business owner.
Right.
Why haven’t you start a business? You hear that conversation come out, and then we’ll dissect that.
Right.
Now, in this part, what I start talking to them about is this, right? In becoming a Primerica rep or an independent business application, right? I’ll say there’s two ways that we get paid, and there’s two ways that when it comes to this country, there’s two ways that you get paid, right? You can either get paid on a W Two, you can get paid on a 1099.
Have you heard of both of them? Right.
And this was what I do.
I always use my hand gestures.
I say the challenge is this, right? When you work with a 1099, you have no deductions.
I always use 1099 over here, a W Two, you have no deductions.
When you have a 1099, everything is deductible.
All right, you guys following me with this, right? Okay, good.
And so the challenge is, if you make $50,000 on the W Two, the biggest challenge is you’re going to have to pay what the first thing is you’re going to have to pay what? Taxes.
And if I made 50,000 on my 1099, I’m not paying taxes right away.
So let me show you how this works, right? With your W Two, you can deduct your kids, right? And if they have older kids, I’m like, you can’t do that no more because they’re already grown.
Unless you know some people who know some people, it happens, right? And the other thing you can deduct sometimes is your 401K.
Your 401, right? Now, let me ask you a question, right? Do you have any bills? What do you think they’re going to say? Yes.
All right.
Do you pay for your phone? They’re going to say yes.
All right.
Do you pay for your Internet? Yes.
Do you pay for your car note? Yes.
Do you pay for gas? Yes.
Do you pay for your car insurance? Right.
They’re going to say yes.
Do you pay rent? I do.
What else do they have? You have electricity here, right? You have water that you got to pay for, right? All of these things, right? Now, you made $50,000 a year, and you have to pay for all of these.
And I can go down the deductions of what it is now let’s say at the end of the year, let’s call it maybe you’re paying 30% here.
So let’s say you’re left behind with 40,000, right? That’s a good day, especially here in Florida.
You ain’t got state taxes here, right? It’s like come to Florida, harvey hear that all the time.
And let’s add up all of these, and let’s say these add up to about $15,000 by the end of the year.
The challenge with this is you cannot what? There is no deduction.
Deduction, right? However you spell that.
Right? And so correct me if I’m wrong, you’re still going to have to do this regardless.
I’m not telling you to jeopardize your career or anything right now, but what happens is when you put in the 124 to work with Primerica, now you get paid on the 1099 and what the IRS allows you to do for the next five years, right? Even you have to make some sort of money, because if you don’t make no money, they’re going to tell you can’t do it after five years, right? So for the next five years, what’s going to happen is this.
When you meet with your and guys, get this.
This is why I tell them when you meet with your tax guy, what’s going to happen is now you tell them you made $50,000 on your W two.
But let’s just say this was 15,000, right? But you lost $15,000 on your home based business.
You bought a computer.
You guys following all that other stuff you lost.
That right.
So now what good old Uncle Sam is going to say is instead of you paying taxes on this $50,000, now you’re going to deduct that from that.
Now you only pay taxes on $35,000.
And your job, really, and financially, is to learn how to get your taxes down to the legal minimum.
Do you have anyone that’s showing you how to do that? Not at all.
All right.
And I guarantee you, if you work with us, you’ll be able to take advantage of that tax law.
Does that make sense? Can you see how everybody’s recruitable? You see that? And so learning how to have these conversations with individuals, it doesn’t matter if they have if they’re a lawyer.
Well, you’re good at being a lawyer.
That doesn’t mean you’re good at your finances.
Guys, I’m telling you, it’s amazing what we’re allowed to do.
If you learn the basics, if you learn how in debt, we can go with helping somebody when it comes to their financial game plan, right? And this right here allows me to recruit anybody.
I don’t care if they’re a business owner.
And it doesn’t matter.
This right here, I’m fu proof, I really am.
You’re a doc, you’re a surgeon, man.
That must mean you make money, but you probably pay even more in taxes, right? Let me show you how to get that down, because you’re good at being a surgeon.
But that doesn’t.
Mean you’re good at having money work for you.
Does that make sense? A little bit.
So you guys got that already, right? Now, I usually do a deeper training with a PowerPoint and all that, but for today’s time’s sake, we’ll get into some other fun stuff really quick.
All right.
And so that’s my recruiting part, either which way, I’m going to find a way.
There’s nobody that should be telling you nobody that should be telling you.
Like John said, there’s no such thing as a good job.
Right.
And that’s really the truth, right.
The way the taxes are broken up, there is no such thing as a good job.
Now let’s get into this really quick, which would be the last thing that we cover for.
We got to get up out of here, and it’s going to be this one of my faves.
So from the start, building a big base shop, right? Now, we talked about this earlier.
Start off with optimistic energy, and you want to stay there as you go through the business.
Guys, it’s important that you stay coachable a coachable student.
No matter how much income you make here, you’re always a student.
Where I’m at, I’m learning.
I’m still learning more and more every single day.
But if I wasn’t, the second you stop learning is the second your income stops growing.
Understand that.
So always be a student.
Be a coachable student.
Now, in the same token, I want to be a teacher as well, right? The next thing there is have extreme work ethic.
You want to build a big bay shop.
It’s about extreme work ethic, being able to work behind the scenes.
See, when you leave here, do you go jump into bed and cuddle up and get in a fetal position and say, well, you know what, that was a good know that was a good day or two.
Or do you find a way to know, throw yourself out somewhere or make a phone bliss with you and your team? Do you work when no one’s watching? That’s the most important time, right? So Coach Whittle talks about keeping the pipeline filled.
Your business needs to have people going all the time, right.
You have to be a proactive person to build a big base shop.
Not a reactive individual, but a proactive individual.
Ri
