Ever feel like you’re spinning your wheels trying to build your Primerica business, but nothing seems to stick? You’re not alone. Many reps struggle with recruiting momentum, and it can feel like you’re shouting into the void. But what if you could change that? What if you could turn recruiting into the powerhouse that drives your entire business forward? That’s exactly what Andy Onstead dives into in this electrifying session. He breaks down the art of recruiting, showing you how it can solve every problem you’re facing. It’s not just about numbers; it’s about creating a vision, knowing the score, and running the play with your team. Andy’s insights are a game-changer, and if you’re ready to take your business to the next level, this is the must-see moment you’ve been waiting for. Watch the video below and discover the breakthrough tips that can transform your recruiting strategy and, ultimately, your success.
Video Transcription:
Listen, fired up.
Are you guys having a good time or what? You guys having a good time or what? Good.
So listen, we got a bunch of fun stuff to go over.
The biggest thing I want to teach you guys is how to build a big bay shop.
Say bay shop.
Say baby shop.
Listen, I give the same talk all the time, but it’s super important.
You got to build a big team, right? And you got to keep the main thing.
The main thing.
I remember I saw this slide about 15 billion years ago.
Just kidding.
We’ve only been in the business for six years.
Can you all believe that in six years, eight regional vice presidents, over a thousand licensed agents, eight offices all over the country and making over a million dollars a year.
It’s crazy what you can do here, isn’t it? But I remember I saw this graphic and I’m not the sharpest knife in the drawer, but what’s the first thing on the graphic? Recruiting.
If I’m going to focus on something, what is the one thing that’s going to bring you everything else? Recruiting.
Right.
We updated this graphic a little bit.
Also, please notice for you fuel trainers and RVP’s down there at the bottom is licensing is on its own thing.
Licensing is on your people, not on you.
I love you.
Your only job in this business is to find a player and introduce them to the game.
You cannot make them get licensed, but you can help them build a field training bonus because are they more or less likely to quit if they’ve got a $850 licensing bonus? Very good.
I don’t care what they say about you.
Right? But the biggest thing you got to remember these seven simple steps is how you are going to explode your business.
I promise you guys, if you do this, it’s going to happen.
Number one is you have to have a common vision.
So many people, they’re so worried to speak that out to your people.
If your people don’t know where they’re going to go or where they’re going to end up there every single time.
And when you have that vision, you can’t be afraid to think bigger.
You have to think so big that it’s scary to you, but it cannot be done alone.
Because one day you’re going to bring on somebody in your business and your own small thinking is going to wash them out.
Well, if they’re only talking about this, where am I going to fit in? What’s my piece of the pie? You have to be committed enough to think that big and think outside the Box.
Right? The other thing is know the score, you guys.
You got to know the score.
I call my people all the time and say, what are your numbers? Where are your numbers at? Right? Because if you don’t know the score, you’re gonna.
You’re gonna hit that every time.
You’ll never see a sport, a professional sporting.
Right.
Event where they’re.
The guys are just running out there, they don’t know what the score of the game is.
Would you even watch that if they played basketball but there was no score being kept and no time, Would you watch that game? So why are people going to join your business? Right? You listen.
You can’t expect your team to win if they don’t know what the score is.
You have to be constantly talking about that.
I was just Talking to Melissa McQueen about this is we, Brittany and I always said the scoreboard is your accountability.
God bless Primerica and giving us a scoreboard because it’s a great measurement of where we’re at.
Because everybody has crappy days, weeks, months.
Yes, yes or yes.
Yeah, but if everybody has that, it doesn’t matter.
Where are you at with the scoreboard? How many of you guys weren’t on stage yet? And you’re like, dag, I’m.
I should have been up there.
I should have been higher.
Right, because that’s your accountability.
No, I hate accountability.
Right, but that’s your accountability.
Where are you.
Where are you measuring up that.
The other thing is you’ve got to have a plan now you know where you want to go.
You never see somebody.
What’s the first thing you do with a gps? What’s the first thing you do? You input the information of where you’re headed.
Yes.
Now you know where you’re headed.
What’s the plan? You gotta be overly communicating that with your team.
Right? And you gotta know.
You must know where it’s gonna end up.
You gotta know where you’re going before the how.
So many people are trying to figure out, how am I gonna find that person? I don’t know what’s gonna.
How’s it gonna.
How’s it gonna happen? How am I gonna get better? It doesn’t matter where you going.
You’ve gotta know that first.
Number four is you’ve gotta run the play with people.
Every championship team, everyone is on the same page every single time.
Yes or yes? Yeah, come on.
I know.
I’m the last speaker.
Yes.
Yes.
Jesus, Mary, Joseph, Lord, save me.
Okay, listen.
You would never see a professional football team break a huddle and start running in different directions on the field, would you? So do your people know where you’re going? Does your team know what the play is? Look at all these empty seats in this place.
Maybe, maybe we didn’t do a good enough job as leaders communicating that the play is get your butts here.
Yes or yes? Come on, guys.
And then you got to deliver for your people.
I mean, you heard it with a couple of our new regional vice presidents over on stage, right? I promise my people that it’s going to work.
And I promise them, I told Noah and Melissa McQueen, if you do exactly what I say, I promise you’ll make so much daggum money you’ll never want to do anything else.
Noah and Melissa made $256,000 their first year part time are people that want it, that are hungry.
They’re making 10, 15, 20 grand with no background.
What an opportunity for the right people.
For the right people.
Because they’ve got to do the work.
And then you’ve got to coach your people.
You got to find your players and then coach them up and realize that, yes, thank God Bill left.
And if he saw me, don’t call me later, Bill Whittle.
But you can build a relationship and a team on zoom.
You can do it.
I’m.
And Brittany and I are living proof of that.
But you need to understand that your relationship isn’t built on appointments and on meetings.
It’s on ones.
It’s on the personal touches.
It’s on the follow up.
It’s on the phone call.
Call your people.
With no agenda.
When was the last time you called your team just to see how they were doing? With no agenda.
I have.
People have washed out of business.
How do I do that? Be a person.
It’s a crazy.
Hey, how are you? What’s going on? Right? It’s the dumbest thing, y’all.
My only saving grace is I’m too stupid to overthink this thing.
And I feel bad for all you smart people out there.
Maybe one day you’ll get.
You’ll dumb it down a level, okay? And then the most important thing is you’ve got to do it first.
You can’t expect your people to run if you’re walking now.
I’ve been talking about this for years, right? Brittany and I, we crossed a million dollars.
Fastest in company history to cross a million dollars five years to the million, right? It’s so crazy crossing the million.
Last February, we made 180 grand in February.
The next day our Bonus for that month was $105,000.
In 30 days, we made 285 grand.
It would have taken my wife 15 years to make that at her full time retail job in 30 days while were.
Oh, by the way, we’re in Hawaii for the month, right? And I’ll tell you guys, shame on me.
It was the first time in five years I took my foot off the gas.
I felt a sense of entitlement, like I made it.
And for the last year, it’s been like, okay, do this, do this.
But what are you doing, Andy? What are you doing? Right? And then, you know what? Sometimes I don’t care if you’ve been zero by zero since Christ left Chicago.
I don’t care where you at or you just got it going.
If you need to get a spark going, what should you be doing? What should you be doing? Recruiting is the one thing that’s always going to bring you everything else.
You’ve got to remember that.
Okay? I don’t know.
I got extra slides.
They’re not on there.
Okay, but listen, success loves speed, right? You got to get after it and do this.
Business is built off short spurts of maximum effort.
Short spurts.
I promise you guys, that’s how it’s built.
Because you can do the same thing and fart around this thing, but you’re going to have the same dadgum results over and over again.
Quit trying to worry about skilling up in sales, right? Because if you have no activity, you can do all the sales training you want.
Would you agree with me on that? What’s going to happen? Nothing, right? But if you took 10 times the activity with your same skill set, what would happen? 10 times the results, right? You got to realize it got to be like a catapult on an aircraft carrier.
You got to get after this thing, right? Catapults on aircraft, have you all ever seen that where it shoots off that boat? What’s the point of that catapult for the aircraft carriers to get that because there’s this much distance, you’ve got to come up to full speed.
And that’s your Primerica business, right? I promise you guys, for a certain point in your business, you’re gonna have to try to outwork and outwork everyone around you.
High intensity spurts.
How do you start? Well, you don’t start by going home, being so exhausted from learning all weekend.
Christy, I’ve seen that happen for years in this business.
I never understand why people pay good money.
They come here, you leave Your kids at home.
You come to this event and then you go home.
I’m so exhausted from bettering my life.
I’ll see you in four months.
No, right, you start with an evening or an afternoon.
Tonight, right? Take four hours and set it aside.
Put it on your dadgum calendar.
My Uncle G.
Grant Cardone said white space on a calendar is the devil.
You got to fill it up.
Take four hours with no distractions.
Make a hundred phone calls, send out without caring about the outcome.
What would your business look like if you took four hours, made 100 phone calls, set out 100 messages, got 100 people on the meeting without even caring what they say up next? Next.
Next it would explode.
And then next week, you know what you do? Start with a day.
Put 12 hours in your calendar and take 12 hours with no distraction.
All you do is talk to as many people as you can.
What would your business look like? It would look like our business.
Then you do it for a week.
And I’m not talking about a poor man’s week, Monday through Friday, I’m talking about Primerica Week, right? Sunday through Sunday, that’s eight.
Figure it out.
Right.
Seven to eight days straight.
12, 16 hour days.
And if you’re not sitting on 100 appointments a week, you are not working.
I teach my team.
If you’re not sitting or setting, what are you doing? You’re not working.
I just say something to some of you.
What are you doing? You hanging out in the office with all your other buddies talking about how much money you don’t make.
Stop it.
Right? And then you get, and then you got the train rolling right now.
You get a little momentum.
I promise you do that for 30 days, your bank account is going to fundamentally shift.
More important than money, this is going to shift.
Your belief is going to be through the roof and you’re going to be an attracting and magnet for people with success in this business.
And then it starts getting fun.
Most people, they won’t do those 30 days.
And here’s the deal.
30 days will change your business.
90 days will change your life.
90 days all out, maximum activity.
I swear to you it’ll change.
And listen, what is the one thing you can never spend and get back anybody time.
Why is it that we’ll think twice in him and haul about spending a extra $8 on a sandwich or a 30 lobster roll the dag on food truck out here, but you’ll waste 31 minutes waiting for that appointment to show up, Right? You’ll you’ll wait? Oh, you know, I’ll start tomorrow.
Yeah, it ran three minutes over.
I’m gonna start on Monday.
Why? Why? Why would you spend one waking minute doing anything outside of building a perpetual money machine? I always talk about the same thing.
Because I don’t know, Josh, what else to say.
That’s all I think about.
That’s all I think about.
I remember were brand new.
You’re doing the talking to Dagum Church, bro.
It’s all I think about.
You know, the more you put into this, the more you get out of it.
Yes.
Okay.
They don’t know.
You know, the more you put into this, the more you get out of this.
Yes.
Then why are you not giving this everything? I don’t understand those people.
I don’t get it.
Listen, y’all, we got an aircraft team.
It’s time to take off out of here.
You got to have.
You’ve got to have something inside you that.
That feeling.
It’s time to move fast, right? Y’all ever been in an airplane getting ready to take off, and you feel that? You can feel the wheels get off the ground a little bit? Yes or yes? Yes or yes? How many of you guys think, oh, geez, I hope they slow down? Or if we’re being honest, how many guys are like, dad gum, it’s happening.
We’re close.
Now we gotta hit the throttle, right? You’re like, dad gum, you better get this sucker up off the ground.
You better lift off, baby.
How many of you guys have ever seen a rocket ship take off and they cut off the throttle halfway through? Then why are you doing this with your business? Stop.
Stopping.
I love you guys.
All.
I want to know who ready to get out of this place and go take off and do something extraordinary? No, they’re not ready.
You guys ready? You guys ready? All right.
I love you guys.
