Executive TLDR
Big recruiting and event exposure change everything
Think like a builder, not a salesman
Work a strict, consistent recruiting schedule
Focus 70–80% of time on recruiting
Build double digit recruiting legs
Leaders pick themselves over time
Bring recruits in bunches to create momentum
Communication and people skills drive retention
Width creates profitability, depth creates stability
Promote events relentlessly and never let people off the hook
Video Summary
In Recruiting Secrets Unveiled: Inside The Mind Of A Primerica Builder, Whitney and Rob Cooper share the philosophy and systems that helped them build a massive organization inside Primerica.
They open by crediting a life-changing Fast Start School early in their career. When they first joined in their early twenties, they knew nothing about finance or business. But attending a major event exposed them to big recruiting, big licensing, and promoting Regional Vice Presidents. That single decision reshaped their vision. Instead of seeing Primerica as just a job, they saw competition, recognition, leadership, and the ability to build something meaningful.
Rob explains that new recruits only see their recruiter and small office. That is why large events are critical. Exposure expands belief. Their entire trajectory shifted because leadership refused to let them “off the hook” from attending a major event.
Whitney then shifts into tactical recruiting principles, beginning with mindset. She draws a sharp contrast between a “salesman” and a “builder.” A salesman focuses on transactions, product knowledge, and personal production. A builder focuses on transformation, promoting people, developing leaders, and growing size. Salesmen chase commissions. Builders chase team growth. Sales offices polish presentation. Builder offices prioritize momentum and recruiting.
The core of their system is extreme focus on recruiting. They emphasize that 70–80% of their time is dedicated to inviting, one-on-ones, and opening with the opportunity. They work a strict schedule and hold themselves accountable to activity. Whitney even describes checking a teammate’s phone call log to verify real prospecting effort. The message is clear: results follow disciplined activity.
They stress that recruiting is a numbers game. Double digit recruiting legs are the foundation. If three teammates are each recruiting 10 per month, momentum multiplies quickly. Width builds profitability, and depth builds stability. You must recruit wide before you can grow deep.
They caution leaders not to jump out of legs too soon. New leaders need oversight. Responsibility should increase gradually. Leaders also “pick themselves” through consistent activity and hunger. You do not create studs — you discover them.
Another major theme is bringing recruits in bunches. One new person surrounded by disengaged veterans will eventually slow down. But multiple new competitive recruits energize each other.
Whitney emphasizes people skills as a major competitive advantage. Likability, humility, and emotional intelligence matter. Leaders must focus on relationships, not ego. She also reinforces constant promotion of events and opportunity meetings. Meetings are not for veterans — they are for new guests. Energy changes when fresh prospects are present.
Throughout the session, the Coopers reinforce a singular philosophy: build people and their businesses will build yours. The fastest path to growth is massive, consistent recruiting paired with relentless event promotion and leadership development.
Their message is simple but powerful — stay focused, work the schedule, recruit big, and build builders.
FAQs
What is the difference between a salesman and a builder?
A salesman focuses on transactions and product knowledge. A builder focuses on recruiting, leadership development, and team growth.
Why are big events so important?
Events expand belief and vision. They help new recruits see the bigger opportunity beyond their local office.
What are double digit recruiting legs?
Team members consistently recruiting 10 or more people monthly, creating width and momentum.
How much time should be spent recruiting?
The Coopers suggest dedicating 70–80% of working time to recruiting activity.
Why bring recruits in bunches?
Multiple new recruits create energy and competition, increasing retention and growth.
Glossary
RVP
Regional Vice President, a leadership contract level within Primerica.
Double Digit Recruiting Leg
A team member personally recruiting 10 or more people in a month.
Builder Mindset
A focus on team size, leadership development, and long term growth over short term sales.
Width
Broad recruiting across multiple legs to create profitability.
Depth
Developing leaders deep in the organization to create stability.
Transcript:
Thank you guys so much, man. Y’all are awesome. And, you know, first off, I just want to thank God, you know, for waking us up this morning and giving us this amazing opportunity. And, of course, want to give a shout out to Keith and Danielle for having us come out in the RVP workshop when he, you know, mentioned that we’ve been in the business about almost 15 years now, and it’s definitely been on our bucket list to be asked to come speak at a school for them. And they’ve done so much for us over the years. That’s such a great example. And they’ve done schools for us. And like Ethers mentioned, he would come out to our base shop while Dominique was going to college and just surprise our base shop, and, man, we’d be so excited. The team would just be fired up. And this business is just so dang special, man.
I’m telling you, it’s so know. Anytime I get on stage, I always want to thank our team back home. Team Triple C and Kick says in today’s time on social media, they’ll see this. You didn’t thank us, but we thank you guys. And we know anytime we’re asked to speak, it’s just because we’ve had some amazing, committed people that have decided to go out there, work hard and change their life. We’re just up here representing them. And it’s crazy looking at how much our life has changed since we joined Primerica. We were just babies when we joined this business. We were 21 and 23 years old. And I’m going to give kind of a quick little story today, and we’ll get into more of our story tonight. I’m going to bring Whitney up in a few minutes to cover some recruiting stuff with you. But were like a lot of people.
We were sold in the American dream of going to high school, going to college, you’ll get a good job, you’ll live happily ever after. And we have both done those things. We went to college, we got our degrees, and found out really quick that things weren’t panning out the way that we thought they would. And then thank God for Primerica, and it found us at such a young age. And we knew nothing about money, nothing about financial services, nothing about running a business. But the system is so dang good, it took us from 21 and 23 years old, knowing nothing, to eleven months later qualified to become regional vice presidents, opened up our first office, and the rest is history, Keith said. Now we have 16 regional vice presidents out over 800,000 income on our way to a million. It’s crazy to think about the last two months.
We made over $95,000 the last two months in a row. And if that’s not life changing, guys, man, I don’t know what is. And everything we have today, and we’re just getting started. We’re not satisfied, man. We’re hungry to go to a million, 2 million, 3 million. But I want you guys to understand that everything that we have today comes from one thing. It’s because were blessed to come into a big event like this right after we started the business. And all they talked about was big recruiting, big licensing, building, and promoting RVPs. And almost everybody who’s gotten on this stage today, that’s all they’ve been talking about. Right? Because you have to think about it as a new person coming to the business. Me and Winnie, we didn’t realize it, but Primerica to new people, they don’t understand the big picture. All they know about Primerica is you their recruiter and the office that they’re in.
Right?
So me and Winnie, we didn’t know it, but we joined up into a very small office. It was like averaging probably four x four, five x five as an office, a very small office, 1015 people at meetings. So it was a very small atmosphere. But thank God. That’s why I love anytime we get a chance to come speak at an event like this. It’s such a blessing. Because it was because of a big event like this that me and Winnie are even in this business right now and living the life that we’re living. Because we got invited to our first big fast start school. We’d only been in the business a few months. Neither one of us were licensed. We had made no money yet. We had nobody on our team, and were in Texas, and most of our upline leadership was in Colorado at the time.
So the event was in Beaver Creek, Colorado. It was a three day event, so were going to have to buy plane tickets. And the hotels in Beaver Creek were expensive. It was going to cost us two, three grand to go to this event. And we had made no money. We had no one on our team counting on us. And so did it really make any sense for us to go to the event? It didn’t make any sense. And so I remember when he told our upline, brady Mann said, hey, we’re going to try to go to the event coming up. And he’s like, well, you don’t just kind of like try to go to Colorado. You just accidentally end up either he’s like, you’re either serious about this and you want to win, you’re going to go or you’re not. And that was a pretty bold statement to tell brand new people who have had no success and seen no success in the business yet.
Right? But I thank God every day that he did that. Because when went to that big event, it changed everything. Because before went to that event, I really thought Primerica was just a business, another place to make money, earn a paycheck. And I knew there was some people making big money. I knew it was a real credible company. But I didn’t realize what it was. But then I went to an event like this. They didn’t have quite this many people, but there’s probably 1000 people there or so. And I grew up playing sports. I’m crazy competitive. And I remember showing up, and there was all these people, and there was people going up on stage, and they were handing out trophies, and y’all are getting some awesome swords and stuff. They were handing out trophies, and they were putting medals around people’s necks. They had tiered boxes, one, two, and three.
And I just remember me and Whitney were sitting in the back. We’re just like, they’re going to call our name. We’re going to be up there, I know it. And we had done absolutely nothing. They never did call our name. But I remember seeing people get to become regional vice president, and then people were telling me what that meant. And then I remember I seen three people, I think there was like nine or so that are qualified at this event that put on their, what I call Super Bowl ring at the time, right? There was three people that qualified to get their Super Bowl rings. And I remember seeing this, and I was like, dude, this is crazy. And the ones running the event were Mark and Kathy. Mark Asani, if you don’t know the million dollar earners in the company. And I remember Mark got up on stage and he played college ball.
And so I like that about him having a sports background. And the first thing he said, he got up, he goes, man, this is a company where we put God first, we put family second, and we put work third. And I never heard anybody talk about that in a professional atmosphere that spoke to me. And I saw all these people winning. And because of that event, man, I found out that this company was so much more than just a business or a place to make money. But, man, this was a place I could compete, a place I could win, a place I could be somebody. And it’s sad to say, most of us, by the time we graduate college, I was 23 when I joined. Most of us, by our early 20s, we’ve given up on every goal and every dream we’ve ever had in our life, haven’t we?
You come to your first Primerica meeting, you’ve given up on every goal and every dream you’ve ever had, and here I was. I was seeing, man, maybe it’s still possible for me to do something special with my life, because all the people getting up on stage talking, that were making hundreds of thousands or millions of dollars a year, they all came from ordinary, average backgrounds, just like I did, and just like my family did. And so it gave me hope for the first time in a long time. And I remember me and Winnie that night went back to our hotel, and it was just us and the whole theme of that event. Like I said, the beginning was all about big recruiting. So that’s all we knew was, like, we got to go back, we got to start recruiting. And we said, man, we’re going to be the number one recruiters in our base shop, and then we’re going to be the number one recruiters in the state of Texas this and then we’re going to be the number one recruiters in the entire company.
And we’ve recruited nobody. But since then, we’ve been the number one recruiters in the state of Texas for 10, 12, 15 years. Been blessed to be number one, the company, several times over the years, and it’s absolutely changed our lives. And so, guys, man, that’s why these events are so dang important. And you got to feel so blessed that you have leaders in your life that put on events like these. Because of our upline leadership being so far away. Me and Winnie, we started running our own fast start schools. Like our 18 month in the business, we started running our own schools, and a lot of work goes into doing these types of things. And so you got to feel so blessed that you have leaders that care enough to put on these events, and you got to sell out to getting people here. And you can’t let people off the hook.
Like I said at the beginning, regional vice president would have been so easy to let us off the hook and say, hey, guys, I know you’re new. I know you’ve made no money. Rob, you just started your full time job at the hospital, and it’s probably hard to get time off. Don’t worry about it. Y’all could catch the next one. Would have been so easy for him to do that, but he didn’t let us off the hook, and I thank God every day for that, because this company has absolutely changed our lives. And so you have to understand, man, you can’t let people off the hook when it comes to coming to these events. They’re so powerful. And here’s the thing. A lot of us who’ve been here a while, and you know, this is a life changing opportunity for you. And if you decide to go to work and that event changed our life forever.
But also, man, even if you think, man, I don’t know if I’m willing to work that hard to go make that much money. Like, a lot of these guys are getting up on stage talking about doing it’s a lot of work, and it is a lot of work, but, hey, you could get lucky by just bringing people, right? And so, like, our RVPs, once they promoted us to RVP, they shut down their base shop. They’ve never recruited another soul. They were, like, 28 years old when we joined. By the time they were 30, they shut down their base shop. And to this day, they make 25,000 a month just overriding our organization by recruiting one people by one person and bringing them to a meeting. And that’s their dream. That’s their financial dream. About three hundred K a year without working. They’ve started having kids, traveling the world, and they live an amazing life just because they didn’t let anybody off the hook from coming to an event like this.
And so, guys, man, it’s all about big recruiting, big building, promoting, RVPs. That’s our whole philosophy in this business. So I’m going to bring up my amazing wife. She’s going to cover some recruiting and building tips with y’all. We’ll share with y’all some more tonight. Love y’all. Thank you.
Give it up for the amazing Whitney Cooper. Awesome job, babe. Isn’t Rob awesome? The green makes it go. I got it. Hey. It’s funny that I always think it’s funny talking about recruiting. And again, my disclaimer is we have not figured anything out that you guys, I don’t think that you all probably don’t know. And this is the room, what I heard, this is the full timers or you snuck in to be full time or you want to be full time. These are the players. Is that correct? Yes. Okay, good. Yeah, I was making sure, but I love it. And you guys, I just think there’s so many just awesome leaders and so many just everything. And I think whatever you did to recruit ten, you can get 100. And whatever you’ve done to get 100, you can get 400. And whatever you can do to get 400, you can get 1000.
And then 2000, we just need more people doing it. Is that correct? I always think it’s funny, too, if I can give some of you all some hope. A real quick story is well, one, I just think it’s funny that we’re talking about recruiting, because when I go back 15 years ago and I go back to Whitney and Robin, we started Primerica. Yes. We heard recruiting. We heard build. We were excited. We were ready to run just through a wall. Right. We came up with triple C and what that was going to stand for. Being coachable, committed, consistent. We came up with our colors and what it was going to look like, and then we got home to reality, right? Anybody ever run a conference call, you got to raise your hand. No one’s got to know. But back then, I would have been screwed if I was on Zoom.
And here’s why. I would run a conference call and no one at least knew there was no one on there. Okay. I could hide it. It was secretive, right? And you’ll ever send out a message and say things like, emergency conference call. Five minutes, right? Two minutes, get on. It’s going to be big. And no one’s jumping on the call. Anybody ever been there again, you don’t got to raise your hand. We used to do team events, and no one would show, right? Everyone’s going to meet at the bowling alley. Nobody came to the bowling alley, right? And so we’d get strangers and pictures with us and take pictures and send it out and be like, man, we had amazing event. Next time you got to be there. And no one was on our team. They’re complete strangers, right? We’re like, Get over here. We like your shirt.
Okay? I remember the conference call. I legit. I still have an email from this day that proves it. I ran a 20 1 minute conference call by myself. By myself. There was no one on. And I thought it was back in the day when they’d email you like it was, I think, FreeConferenceCall.com, and they’d email you the next day of everyone that got on. And I remember thinking, surely I didn’t just really run a call by myself. Surely there was someone on. But they weren’t letting me know they were because we turned off all the dings, right? And no email next day, just me. Nobody got on. It was just Whitney Cooper for 21 minutes. And some of you all go, Why would you run it? I just kept thinking, if someone gets on, I told everyone, which was my seven guys, right? I told everyone were doing a call.
So what if someone got on ten minutes late, and then I didn’t do what I said I was going to do, and if anything, it fired me up, okay? I was pumped after the call, right? Anybody ever run a call and you don’t know if anyone else got it, but you did, right? You’re like, Heck, if I’m fired up, that’s all that matters. Man, I used to look at people like the Glenn and Zio Lee’s, like Harvey, these guys that are recruiting. I thought Sheldon did an amazing job with his speech about recruiting. I used to look at these guys and just go, how are they doing it? I couldn’t even wrap my mind around 100 recruits. I swore they were giving away cars or trips. There was no way they were doing the same meeting I was doing. And somehow, 100 people I mean, I felt like it took everything in me to get ten to say, yes, I would do it.
And then when the month would start over, I was, like, depressed. I thought, I got to do this all over again, because it was just me. I used to have a dream. I thought, man, Martin Luther King, he had a better dream. But I had a dream, and I had a dream that anybody else besides Whitney Cooper would do anything. I mean, anything, right? Get a recruit, a cell, just something. I just remember thinking, I couldn’t imagine a day of that, right? And I think about last month and the month before that, what our organization did, and Rob’s absolutely right? We are not near up here because of anything. We’ve not get asked to speak anywhere. If it’s what were doing personally, it’s because of this great, incredible team and we’re just so proud of our team and so proud to represent. And so I’m going to go ahead and jump in, but I love, hey, before I jump in recruiting, let’s get our mindset right.
Because it really is. It’s a mindset, it’s not a skill set. And I’m not saying you can be some blubbering idiot, but you gotta get your mind right on it, right? You gotta think about it. You gotta know. Thank God. Our first event, like Rob said that we came to, they talked about recruiting and building and that’s all they spoke. Let me I want to get y’all’s minds right. Listen to this. A salesman does a KT and says, look how great I am. A builder does a KT and says, look how easy that I want you to grade yourself today, man. What are we thinking? Which side are we going? A salesman listens and trains on Tom Hopkins. A builder listens to and trains on Art Williams. A sales office is fully stocked and always clean. A builder’s office is dirty and out of everything.
A salesman says, wow, I have so much flexibility. A builder says, wow, I have so much freedom. A salesman focuses on people for transactions. A builder focuses on people for transformations. A salesman says, this business has changed my life. A builder says, this business has changed me and my people’s lives. A salesman shows up late and leaves early and sits in the back. A builder shows up early and leaves late. A salesman chases money and a builder chases size. A salesman improves on their products and a builder self improves on themselves. A salesman trains only on products and sales skills. And a builder trains on promoting and people skills. A salesman goes out looking for people to sell them a product and a builder goes out for people looking to sell them the opportunity and the dream. A salesman says, why go to op night?
There’s nothing new. A builder says, I can’t wait for op night because I have a lot of guests that are new. A salesman talks up brands like vivint, Franklin, Templeton, invesco and. A builder talks up their leaders and their uplines and the vision and their goals and the dreams. That’s where they focus on. A salesman thinks and says, me. Me. And a builder speaks French. We say we. I’m so weird. I’m sorry. A salesman says, do this appointment on zoom. A salesman says, I’m going to do this appointment on zoom. Driving. What a waste of time. And a builder says, let’s meet in person. I’ll drive to you. That’s a great investment of my time. So let’s get into some basics. I think we’re ready to rock and roll. Are we ready to rock? Y’all good? Yeah. I do. I get people we’ll get to the slide.
I think I’m doing this. If not, babe, you come up. Will you click for me? Can you do that? Okay, we’ll get there. Hey, before we get to that, one of the things with Opman, because you get it all the time as people, eventually these slides will come, but until then, I’ll tell a story. But I think with two Op nights and we get it all the time, you have people that say things like, man, Op, is it just the same? And even an event like this, oh, what’s this meeting going to be about? What will you be covering? Right? Things like this? What will you be going over? And I get people that go, man, Op, is there anything different? Is it just the same? Right? And guys, you got to remember, even a meeting like this, man, yes, it’s for you, absolutely. But, man, our meetings, our weekly meetings, it’s for the newest person.
And I remind my people all the time, I go, look, this is not a sitcom, right? My job every week isn’t to have a new performance for you, right? It’s a movie, right? We’ll always offer the opportunity. Yes. We’re going to show the cash flow quadrant. Yes. We’re going to talk about getting big. All the things are going to be the same thing over and over. So it’s all about new guests, but how great is it when your guy comes with their new person, right, for the first time in months? Because I get people, they go, Whitney, it’s the same thing every week. I go, yeah, and your face is the same every week, all lonely by yourself, looking miserable, right? Not taking notes, rolling your eyes, looking at your watch. You’re sick of it. I’m sick of looking at you, right? Same dull face every week, right?
Get some new guests, get some babies. Yeah. And all of a sudden, they got new guests. All of a sudden, they sit up front, they laugh, they think you’re funny. They say, it’s the best meeting ever, right? They come up, they want to introduce you. They’re new people to you. No one comes up and introduces the old person to you. They introduce the new person. I remember my neighbor had a baby, and they finally came home, and we saw him outside, and went, oh, my God, you all had the baby? And he goes, yeah, you all need to come see the baby. We go, oh. We go in the house, we’re all tiptoeing, and we look in the crib, and we saw this sweet little baby. We were going, oh, my God, what a sweet child. As were walking out, I said, babe, could you imagine how that would have gone if were outside and the neighbor came to us and said, hey, do you want to see my old grandpa?
We went, what? Yeah, he’s inside. He’s on a monitor. You want to come take a look at him? No, we’re good, right? No, come see him. He’s, like, all wired up. We don’t know if he’s going to make it. Come look at him. Everybody wants to see the baby, the puppies. Yes. No one wants to see so even you. Why do some of y’all rush out of the room when I meet because you don’t have new babies. You don’t have anybody to introduce or show. Right? And so, again, it’s time for us, man, to just get some new babies. And I know a lot of you all are booming, and you all are cranking it, and that’s awesome, and that’s so good for you and for us. I know my message for my guys, and this is my talk I’m having. We just need more people doing it.
Yes. All right. Very good. So we stay 100% focused. Thank you on you all. Been great, by the way, man. Give everyone I know that these guys work so hard. You guys, man, it is not easy to run an event. You all are amazing. I know most of the time it’s me. I’m the one messing up. Okay? So happens a lot. So triple C basics. One, we just stay focused on recruiting. We don’t look left, we don’t look right, and we really don’t know that many other things. We just don’t I mean, I get people. They go, all y’all do is recruit, and y’all haven’t figured this out? I go, I know. Do you have any tips? Like, we’re still trying to get better, right? They go, yeah, all the recruits. But Keith was talking about this today at the RVP meeting. Right? All the recruits, but yeah, none of them do anything or all these recruits.
Why not? More lights. If I had your team, I’d have more premium, right. All that. And anytime someone calls me, I go, yeah, and you got any tips? We’re just trying to get better here, right? So always looking to get better, but we stay focused on the main thing, which is recruiting, man. You heard it talked about, man. A lot of us, we got to work a schedule. I think if there’s been anything we’ve been good at, anything, I’d say the one thing we’ve been really great at is we’ve consistently worked a schedule. We are fanatical about his schedule. Right. And I used to put my guys on his schedule. I learned that doesn’t work, but I do have my guys put themselves one and come show me what their schedule and so because the fact is, when people aren’t winning in Primerica, right? When people aren’t winning, they’re not making money, which does go hand to hand.
Right. I hear it all the time. Are you into recognition Primerica or get rich? I’m like, what about both? Right? I like, both. That sounds fantastic. Right. By the way, the ones making all the money, they’re usually getting all the recognition, so I usually see them getting both. Yes. Okay. So I don’t understand. There’s no difference. To me, it’s all the same. And when I see somebody, they’re not winning and they’re not making money, it’s for two reasons, right? And it’s a conversation. They’re either lazy, which I don’t think they’re lazy. I think they just don’t maybe have goals or dreams, right? And so it’s either that they’re lazy, or they don’t know what they’re doing, right? So I can help them if they don’t know what they’re doing. I cannot help you if you’re just not doing it. Does that make sense? I always ask.
But you got to work a schedule. So many of these guys, they just don’t work a schedule. And for us, we are nuts. We are fanatical. We are crazy about it. The other day, we always go eat after the op night. So we had about 100 people across the street at this restaurant, and this guy, he goes, Coach, I need to meet. I go, Absolutely. And he said, yeah, I got to go over. He’s like, I’m just not getting results. I’m just not winning. I’m working hard. And I said, that’s awesome. I go, Are you working a schedule? Oh, yeah. I go, awesome. What’s your schedule? He goes, Just like we taught. Nine to noon. I’m on the phones. I’m this and that. I go, every day. He goes every day. I go, awesome. Let me see your phone. He goes, what? I go, Let me see your phone.
He goes, Why? I want to see your phone. I’m curious. He goes, Well, I think it’s over there. I go, awesome. I’ll wait, go over there. So he goes over there and brings it back, hands it to me. I go, Unlock the dang phone, right? Okay. So then he gives it back. Like, what do you think? So he gives it back. I literally went to the call log, and I did my thumb. I just did one scroll. I just won. Now my op is on Thursday. I did one poo. All I did is one, and I was already on Sunday. I did one. I go, dude, I’m on Sunday. You called your mom five times, mama. He goes, oh, yeah, a lot of my stuff. I’m online now. I go? Yeah. Okay. But you still get the number, and you call them Sunday. There shouldn’t be ten calls between Sunday and Thursday.
We can’t be kidding ourselves that we’re actually working. So you got to work a schedule. And for us, it doesn’t have to be your schedule. The point I’m making is, 70% to 80% of our time, we focus on recruiting. And some of you all hearing that, you go, well, man, your recruiting should be so instead of averaging 350 a month, how are you all not doing 600? Right? And it’s 70, 80%. Because let me ask you a question. If you met somebody. And they worked out think about a twelve hour just work day. If they worked out over 12 hours a day, would you expect them to be in shape? Yes. And if they weren’t, you’d question that? Yes. So from nine to noon, we focus on our invites. From noon to four, we’re doing one ones, and from five on, we’re across the kitchen table and we open it up with the opportunity, with recruiting.
I’m not saying it needs to be your schedule. That’s not what I’m telling you. I’m just saying whatever it is you want, just look at your schedule. You’re getting out of your life and everything. And that’s your spiritual life, your marriage life, your health life, whatever it is that you want. If it’s not scheduled, it doesn’t just magically happen, right? I’m very big on daily goals. After the last convention, everyone came to me and wanted to tell me where they were going to be at in 2030, right? In 2030. I love all that and I think that’s fantastic, but let’s win the day. I want to know, what are you going to do today? Right? Let’s win the day. So daily goals, we’re fanatical, right? All meetings, trainings, calls, we want motivation information. Motivation information, right? We want to train and we want to motivate, to use, right?
Our op hits the heart. And just like you guys, man, never forget your story. So many people, their opportunity, it’s all finance, it’s all products, and that’s not guys, you got to hit the heart, right? Tell your story. Never ever stop telling your testimony. When you listen to Art Williams, he’s always telling right? He always told his testimony, right? Whatever. Don’t ever stop telling your story and hitting the heart, man. We train on building skills, right? People skills, relationship skills. When people ask me what’s one of the most important skills they can learn, I tell them people skills. Right. Because you could know everything about everything. But if people don’t like you, then they ain’t doing nothing with you. You need to be likable. Not necessarily. But you don’t need to tell your opinion about everything, of everything. Just be quiet. Just shut your mouth.
Like, just stop talking. You don’t need to post every opinion you got about this world on social. You don’t need to, man. Just leave it. Leave some things for curiosity, right? They don’t got to know what you think about every little thing and say every little thing. Yes. Don’t be a one upper. People don’t like that, right? A lot of you guys, we got to work on our people skills. And so we work on that, right? We train on it. I get microphones every week and I say, hey, promote Op. And they get in front of the room. We train on promoting Op. We train on promoting faster at schools. We train on promoting the next event. If it’s convention or whatever that it is, we train on all that, right? We focus on the numbers and the predictability Primerica just makes sense. It’s a flat out numbers game.
I took the auto’s code. I’ve taken Glenn’s. I’ve taken everybody’s codes. And when you do the formula, they run what they run because of what they have. But why do they have the codes that they have? Because of the giant recruiting. Some of us, we’re not asking bad questions. We’re just asking the wrong ones. They’re not bad. They’re just wrong. Like, we did a lunch the other day, and this girl goes, I’ve already mastered recruiting, so I just need to learn about licensing. I go, you mastered what? She goes, I’ve already licensed recruiting, so I just need to learn more about the licensing side. I go, you mastered recruiting? Because I’ve not even mastered recruiting. I’m still trying to master this thing. I looked up her numbers. She’s like, at 50 for the year. 50 for the year. And she’s telling me she’s mastered recruiting.
And I actually told I go, your licensing your percentage is better than ours. You just got to have more people. You don’t need a licensing system, even though you do hear me right on that, right? But you need to recruit the masses system, right? And I think she still didn’t get it. Okay, but that’s okay. Number eight run contests and monthly incentives. Y’all are great and build great friendships, man. And we do life with our people, just like so many of you guys do. I got with some of my leaders the other day, and I said, man, some of you all been here a really long time, and it’s sad. I’ve never seen anybody ever just as they’re talking about you, cry about you, or say you’ve changed your life. Why is that? How are you in this business 910 years, and nobody feels like you’ve changed your life or done something for them?
Like, are we in the again transactions business? Are we in the transformation business? We do life with our guys. We want our guys life to better, and I know you do too. I’m going to fly through this because you all are the studs. You all know all this stuff, but people buy you. They don’t buy Primerica. They don’t buy that our colors are red, white, and blue. They don’t buy that we’re in finance. They don’t buy that were started in 1977. People meet with people, and they go, whitney, they just weren’t interested. I go, no, you were not interesting. You were very boring. Right? People, they didn’t join you. Correct. So, again, you got to realize and take that to heart and go, man, I got to get better with my presentation, right? Dress to impress. Don’t eat big meals throughout the day. I think you got to stay light.
My guys I have a Denny’s right beside my office. They get these big stack pancakes. I walk in their office, I go, what do you think you’re about to accomplish after eating five pancakes? Coach, I’m just hungry. I’m about to get on it. I go, you’re about to do nothing besides take a nap. I’ve eaten pancakes before. You know what we did after we slept? I’m not some robot. I’ve been there before. I don’t want to eat pancakes. You’re not about to accomplish anything big after eating a stack of pancakes, right? So dress improves. Keep your interview short. Y’all got this, right? Three sales. You sell them on them that they can do this, you and them against the world. You couldn’t lose, and how great this opportunity is. Most of us, we go opposite. We sell them. Primerica, Primerica. Look at me. Look at me.
Look at me. My story, my story. Oh, by the way, you might could be good at this, right? Okay. And so it’s actually opposite. We took a while for us to learn this. We talk about their business, building them there, their RVP, their team, them being a broker. It’s all them. It’s all their business, right? You don’t build your business. You recruit people and build up people, and the people build their businesses, and in return, it builds your business, right? And so we’re in the people business, right? Be relatable. Sometimes we forget that we think we’re Mr. And Miss Primerica, but we forget about our fears and our doubts and how we came in and how scared were and how things didn’t go the way that we wanted it to. I get people all the time. They go, this just seems too good to be true.
I go, I know. I thought the same thing. And they do. I don’t want to sell life insurance. I go, oh, I never wanted to sell life insurance either. I agree with you, buddy. I’m on the same page. Thank God it’s not what we do. Well, it looks exactly like what you do, right? I go, Ray Crock didn’t get excited about McDonald’s because of the French fries. He was excited about the franchise. Hey, guys, can I talk to you all for a second? I almost quit Primerica three times because I thought this was life insurance. I’d drive my car, and the life insurance book would sit beside me, and right across it says, what life insurance? I was 21 years old. I go, I don’t want to do life insurance. I’d give Brady the book. I’d go, Brady, y’all are nice people, but I’m out.
He goes, Why are you out? I go, I don’t want to sell life insurance. He goes, that’s not what we do. I go. The book says life insurance. I can read. He goes, that’s not what we do. And he’d go, Ray Crock didn’t go to sell the French fries about the franchise. He’d fire me up, and I’d be back in, and then I’d be pissed off again, like, five days later, right? And so, again, be relatable normalize, right? Sometimes we talk about primarily normalize. It talk business, right? And don’t beg. Don’t be desperate. We have the goodies. We hold the cookies. Right? I don’t beg anybody to do Primerica. Right? And so we have the goodies. I don’t end with, hey, I hope you like it. I don’t do all that. I just assume. Steve, I ran out of gas at two in the morning.
I’m assuming Rob Cooper’s coming to get me. Not going to ask if it would be okay or if he wouldn’t mind. I just want to know how fast he’s going to be there, right? So a few basics. Y’all know this and a lot of y’all do a lot bigger numbers than this, but, man, it starts with three double digit recruiting legs. See, you’re about building double digit recruiting legs, and that’s what we want to get in the business of building double digit recruiting legs. See, if right now it’s just you, it needs to be you and your two guys. Once that starts happening, you’ll start hitting 56 to seven. That’s 100, right? And 21 to 23 is over 300. Last month, it wasn’t a big recruiting month for us, but we did 321 and we had right at 23 double digit recruiting legs. 23 of them, right?
I mean, guys, the numbers are the numbers whether we like it or not, right? We did over 400. It’s because we had 31 double digit recruiting legs. I mean, the proof isn’t it just is what it is, some of us. That’s why we got to work on our people skills. Are our people able to stick around you long enough to learn the business? Are you running them out because of your horrible people skills? Right? How do we make people feel when they’re around you? Do they feel good? Do they feel like they’re going somewhere? Right? Are you there for I mean, you all know all this. You all have great leaders. Just watch your leaders. Watch the examples that you have. Because they do it. I know they do it because they wouldn’t be big without it, right? Leadership is caught, not taught. You just catch it.
Just watch them and do what they do. I’m going to go through this one at a time. So don’t worry about this slide because I put it up here, but then we’re going to jump into it anyways, okay? I got five minutes. I’m going to roll through it really fast, okay? So watch this, okay? Real quick. Never forget, width builds profitability, debt builds stability. Guys, have you all ever noticed gold isn’t just like when they went searching for gold. It wasn’t just lying on top of the ground they had to dig to find the gold. You ever go out of town and you don’t have a safe yet, so you just want to hide something real quick. You don’t just throw it on top of the drawer. You hide it deep in the drawer because it means something to you. All the goodies man are deep, but you got to be able to keep people around long enough, right?
So you can go depth, but you got to get wide. Does that make sense? Okay. And you all get that this group of y’all are studs, mistakes you will make when building legs. Number one, and this isn’t in any particular order, but I’m going to go through these pretty fast. Number one, they jump out of the lake too soon, we assume, because we recruited so and so, we just assume they’re the leader, right? And so once we get a couple of people, we just kind of go, okay, that’s your team, and we kind of give over our business. And my question always is, would you let a one year old just completely parent and take over total responsibility of a one month old? We wouldn’t do that, would we? Because we’d come back to a dead baby, right? And so again, you gotta stay in it.
Give responsibility, right? Give some responsibility. But you’ve always got to be kind of overseeing, right? The older they get, they can watch a little bit. Like Kennedy is five. I now feel good. I can at least do a quick shower. And I think she can watch her brother and sister for like three minutes. Okay. I say, KK, I’m going to be in here, watch this. I’ll be right and I set the alarm so no doors open up. But I go, I’ll be in, I’ll be out. Just make sure and I’m in, I’m out. She has very little, but she’s five. Does that make again? But they jump out too soon, and then the whole thing crashes and burns where we should have just stayed in a little bit longer, right? Again, this goes right with it. We pick the leader too soon. Leaders pick themselves.
Art Williams said it. You don’t develop suds. You find them your suds on your team as much credit as you want to give yourself. They found themselves. They showed up every day. They wanted to take over. They wouldn’t leave you alone. They called you every second they were at the office. You’re like. Whoa. You’re here. They’re like, yes, right. They pick themselves. So just man cream always rises to the top. And please understand that, right? They don’t build multiple legs at once, so they have no one to play with. If you put a puppy around a bunch of old dogs, they’ll get the old dogs moving for a little bit, but eventually the old dogs rest and what does the puppy start doing? It lies down by the old dogs, right? And so you got to bring them in bunches. You can’t just have one new upcoming stud and then you got a bunch of old dogs.
And what I mean by old dogs in Primerica is they’re just too cool. They don’t really want to compete anymore. They’re like, I’ve been there, done that. They’re just too cool for everything. They’re too cool for team events. They’re too cool to take notes. They don’t care about nothing, right? They’re just too cool. They don’t post. They don’t comment, right? All this stuff. They don’t do any of that, right? So you got to bring them in bunches, right? They have one leg. So, again, some of my guys come on stage and just had them stand one leg for a while, right, and just hop around one leg. I just had them stand there. Well, eventually, right, it gets exhausting and it’s ridiculous, right? So you can’t just be one legged. If your team’s doing 50 recruits and somebody’s 41 of the 50, that’s dangerous zone to be in, right?
If you’re doing 100 and you got a regional doing 89, that’s a dangerous zone to be in, right? I’d be cautious of that. I get people that come to me. They go so and so, just tries to run everything, and they forget that I’m the leader. I go, have you seen the numbers? You earn that. You don’t demand that’s your fault. That’s not your guy’s fault. You go get big. You make sure you’re not one legged, right? And then I got 50 seconds. I’ll be really quick. I’ll touch on this another time later. But, man, they don’t communicate. An overlapping leadership, you got to communicate. You got to communicate within the leg. You got to communicate. If I’m training someone of Glenn or ZEO’s on their team afterwards, I’m always calling them. I’m letting them know how it went, how big their team’s going to be, how big they’re going to get, how awesome that they are.
And I’m calling everyone within the league and telling them how awesome they’re going to because of one stud that’s deep in the leg. Does that make sense? I don’t try to make them all compete against each other, hate each other, become rivals. I let them know, man, together, they’re going to take over and get so big, so massive. It’s going to be insane, guys. Every one of us, for us, too, man. We’re looking to create double digit recruiters. I promise you, those who have no goals and dreams just work for those who do, right? And know you guys in here, you have goals, you have dreams. So do we. And it’s time I’m talking to myself that we all go get a lot bigger than what we are. Thank you, guys. I’ll see you all later on this evening.
