RVP Locker Room: This Is What It Takes To Be An RVP

Executive TLDR

• Recruiting drives everything
• Double digit recruiting monthly
• 25% licensing ratio minimum
• Build 50×50 → 75×75 → 100×100 base shop
• Develop 15–20 full timers
• Build 10 direct IVPs
• Identify players vs bench players
• Work equals calls + presentations
• Commit to 3–5 years of discipline

Video Summary

This RVP Locker Room session breaks down the exact structure required to become a successful Regional Vice President. The message is direct: recruiting is the foundation of all growth. Leaders must create a massive recruiting environment, shift from recruiting to sell toward recruiting to build, and aggressively develop licensed agents through field training. The pathway includes maintaining a 25% licensing ratio, progressing base shop production from 50×50 to 75×75 and eventually 100×100, developing 15–20 strong full-time producers, and building 10 direct IVPs. Success requires identifying serious players, eliminating low-value activity, and committing to 3–5 years of focused discipline. Long-term freedom comes after building the machine, not before.

FAQs

Q: What is the most important factor in becoming an RVP?
A: Creating and maintaining a massive recruiting environment.

Q: How many recruits per month are required?
A: A minimum of double digit recruiting (10+ per month).

Q: Why is the 25% licensing ratio important?
A: Licensing converts recruits into productive agents and sustains base shop growth.

Q: What production level supports RVP promotion?
A: Sustained 75×75 to 100×100 base shop production.

Q: How many full timers should an RVP develop?
A: 15–20 consistent full-time producers.

Q: How long does it realistically take to build?
A: Typically 3–5 years of disciplined, focused effort.

Glossary

RVP (Regional Vice President)
A leadership position responsible for developing multiple IVPs and base shops.

IVP (Independent Vice President)
A leader building a base shop under an RVP.

Base Shop
The primary recruiting and production center of a leader’s organization.

50×50 / 75×75 / 100×100
Benchmarks measuring recruiting volume and premium production scale.

Double Digit Recruiting
Recruiting 10 or more individuals in a single month.

Licensing Ratio
The percentage of recruits who successfully become licensed agents.

Full Timer
An agent consistently producing a minimum of 10×10 monthly.

Field Training
Live client presentations used to develop recruits and build duplication.

Players vs Bench
A leadership framework separating serious builders from casual participants.

Video Summary

Transcription:

Welcome.

Great to have you here. My name’s John Lavin. I’m gonna be doing the. We’ll be doing the first 30 minutes. You’ve got a. This is gonna be an amazing afternoon. I don’t know what happened to this middle group. Someone just decided they either didn’t wanna show up or. You guys just like this section better. I don’t know what’s going on here, but I am. I’m really. I just. It’s been a crazy couple weeks. I. I flew home from my 50th high school reunion. Okay, yeah, I know I don’t look like I could possibly be that old, but I am. I am. None of you made any noises to agree with that. So went there, and then I went back home to West Palm beach and we packed up the house because it gets hot here. You all know, it gets really hot here.

Like right about now. Well, South Florida’s already hotter. And so went. We went north. So now I’ve been home for about a week. And I got on an airplane this morning and got back down here. And so it’s great to be here. Life is great. As Jimmy Meyer would say. I’ve never really experienced life this way. And what I want to talk to you all about today are the skill sets that we’ve used. And for a lot of you, this is just going to be very repetitive. Too bad you need to hear it again. Okay, I pretty much have stuck with the same conversation. I’m going to speak with you twice today, but this 30 minutes, I’m going to pack a lot. You’re going to want to take notes. Some of you are RVP’s.

If you’re an RVP, just raise your hand so I can see the RVP’s. Okay. And some of you qualified to be here, raise your hand if you did. And some of you snuck in, Raise your hand if you snuck in. So I want to. I want to really talk to you about the things that we’ve done that are time tested. They’re really, I would call them, the non negotiables of success in Primerica. They’re not systems oriented in any way, meaning it doesn’t pertain to what you all do in your base shops. It’s very generic, but it’s an outline. And I am a. When it comes to this business, I had to get everything in my head, what order should things be done so that I would have a way of judging whether I was moving forward or not.

There’s a lot of people in Primerica. And by the way, this is a meeting where we are just going to let it rip. If you’re brand new and you’re here, this meeting is not for you. So if, you know, if it doesn’t make sense, sorry. Okay, write down, what does that mean? What does that mean? What does that mean? And later, when we do a break, you’ll get a chance to do that. But I want you all to think about this weekend a little differently, and I’m going to set it up this way. I went for a lesson. I’ve got a long story on this, but just to make it real quick, right at the beginning of COVID I went for. I’m a golfer. I love golf. And I decided, okay, I’m get my.

You know when you got like 100 grand a month coming in passive, you just at some point go, okay, now what? Now what? Okay, I got that. That’s set. Now what? Let me do it. So let me get good at golf again. So Covid hit and I did an online. I got an online instructor, and I sent him my video. He said, send me the video. And were going to do Zoom meetings, one hour a week for five weeks, right? It was a 500. I was very inexpensive, high level coach, and I knew his reputation. He had taught guys on the tour. And so the first lesson that we come back in, he says, all right, are you wearing red? Now he sees me on the zoom, I’m not wearing red. He says, are you wearing red?

I said, well, you can see I’m not wearing red. I said, why does that matter? And he says, because when I’m done evaluating your swing, you’re gonna be bloody. I don’t want to embarrass you. And I immediately, I remember thinking to myself, this is awesome because I want to be great at something. How many of you want to be great at this? Okay, well, you’re not going to be great doing what you’ve been doing unless you’re always trying to get better. Always trying to get better, always evaluating what’s next. And then I went and had another lesson with a guy named Martin hall, where I live in West Palm, if any of you are golfers, you see him on the Golf Channel. He’s a famous guy. And I started working with him and he did a video of my swing.

In the video, he said, here’s the goal. The goal is to find the one thing. This is what I want all of you to think about this weekend. He said, the goal is to find out the one thing that if you fix it, that one thing that if we fix it first, it fixes the most things naturally. So what’s the one thing? So I was doing this video and my head was like this. And then when I get ready to swing, I would turn my head this way. See what I did here? Now, if you don’t play golf, that doesn’t mean anything to you. But if you play golf, if you move your head this way, when you try to take your, when you try to turn, your chin is in the way.

He said your head needs to swivel this way, not this way. It needs to swivel this way. He says if you do that one thing, it will fix so many things. And so I went to. So I said, okay, well how do I fix that? And he gave me some sort of gadget that I started working with that could self teach me how to knot, how to have my head. Actually it went on my hat you. And it was like I was looking through this little square thing. It was fluorescent around it. And if I did this with my head, I could see that my head was doing that so I could teach myself that way. Are you teaching yourself? Are you working on your fundamentals and getting better and evaluating your. And do you have a coach?

So do you have somebody who can actually critique you and work with you and share with you that you trust and like. Now here’s the hard thing about a coach. Both of these coaches that I had in golf were world renowned coaches. So when they said something to me, their credibility was already at max. It wasn’t like I could really question them. They had a track record of success. Are you all with me? So one of the challenges I find for a lot of you in your coachability is you’ve not bought in 100% to the track record of success of the person that’s coaching you or attempting to coach you. And so many times you’re being coached by people, you look at their track record, you’re all done getting their coaching.

You go on the leader’s bullet, you look up their numbers and you go, well, these numbers aren’t really worth following. And so you discount the information. Here’s my advice. Find out who trained them and find out who trained them and seek the highest level of excellence to coach you. Does that make sense? Here’s the problem. Unless you’re doing work, unless you’re showing up like here, like, look, all of you are here, you are instantly telling anybody that’s in your upline organization, all your leadership team, that you care or you wouldn’t be here. You wouldn’t have traveled, you wouldn’t have been here. Right at three when it started. There will be people that wander in. You’re here, that’s a sign. See, you have to earn. Earn. And John Conover talks about this all the time. He’s one of my directs.

I don’t know if he’s here yet. He just flew in this morning. They’re coming from the airport. But he said you’ve got to earn the respect of your coach. Where they want to coach you is everything that you’re being coached to do. If they have a track record of success. Look, here’s the reality. Anybody that can make 100 grand a year, let’s just. I’m going to start actually, I’m going to go down one level. Anybody who’s making 1,000 bucks a week here knows what they’re doing. You have a level of knowledge that’s now worthy. Now, I’m not saying if you’re making less than that, it’s not worthy. I’m just saying let’s get it up to 50, let’s get it to a thousand a week.

Can we all agree that in the money business, in the financial industry, we’re in with the needs the consumer has for what we do. We, we should be able to figure out at some point how to make $1,000 a week. Yes. Yeah. And so that ought to be like your initial goal is I gotta make 1000amonth part time and learning. And then once you’re doing that, you now start to develop the skills to go up. So I want to set the premise of what’s the one thing this weekend? That if you identify it fixes the most things. That’s your job this weekend to figure out what that one thing is. If nothing else happens, what’s the one thing? All right, y’ all with me on that? Okay, so let’s look at some basic fundamentals.

And once again, this is a whole, this is a eight hour talk that I’m gonna do in now 10, 21 minutes. Okay? So don’t try. You’re not gonna remember it all, but it’s all available. It’s all on poll. It’s all, it’s all on. It’s all so you can find every bit of it. It’s not like it’s a mystery. The material is there and you’ll have the videos to watch. So let me use this little clicker here, the green Forward should be it. So I call this becoming a qualified field trainer slash RVP in training. I don’t think anyone should go to RVP if they don’t have the ability to get somebody else to do the business without them.

I mean, at some point you should say, oh, I recruited this person, I met them, I prospected them, I booked the appointment, I presented, I got the iba, I did the orientation, I did their own plan, I helped them get licensed, I field trained them, I taught them how to present, I taught them how to recruit, I taught them how to do an interview. They actually know how to interview somebody and write business or on their own. I did it, I taught them. I don’t think we should have any RVP’s who can’t point to, like they say, a minimum of six districts. Right? The guidelines, most. I don’t know what guidelines usually doesn’t matter, but it’s always a minimum of six. Six direct districts. Do you understand that?

Six people that you got licensed direct to you who got at least three recruits and whatever other guidelines you have, I mean, it’s not like, I mean, if someone’s got any kind of credibility in a list, you should be able to go make three recruits happen. They may not know what’s going on, but you should be able to at least have that happen. The big problem is many of you are so good at making that happen that the people that you’re training haven’t learned anything. They’re not doing anything. When you’re done, when you’re done, they still don’t know how to do anything. You did it all. You made it happen. You made recruits happen. That’s good. You win trips, IBAs, licensing, that’s good. You need licenses, sales happen. That’s good. Clients got taken care of. That’s a good thing. You made money.

That’s a good thing. Your person saw that it works. That’s a good thing. Those are all good things. Yes. So I’m not saying it’s a bad thing that they don’t know what they’re doing when you’re done, but what’s your goal? Is your goal to do it all forever? How cool would it be to be at a point where you don’t have to write any business and 100 or 200 grand a year comes in. You said it. Or a month? How about let’s start with a year? Let’s start 100 grand, 200 grand a year, passive from, I’m going to say a team under management, assets under management, and I can’t say it because we’re at church. There’s fining. No, can’t say it. Can’t say it. We’re a church. People under management and assets. Money under management will generate passive income for you both.

Okay, so let’s take a look at what are some of these basic simple fundamentals. Well, I think the first thing we have to do is we have to figure out who are we going to work with, where are we going to spend our time? Time is limited. There’s too many of us that are. Andy’s going to do a talk on the color system and there’s a lot of you that are very people oriented. You love people and you want to help everybody and you spend a lot of time helping people that are nice people that you like that do not deserve your time and energy in business. This is business. So who are the people?

Well, you want people with people skills, obviously you should pretty well be able to determine pretty quickly does this person that I’m talking to have a likability about them? I’m just saying that’s people skills. Likable. Okay, next. Are they competitors? Now this is not required, but boy, do you want it. You want competitors. You want somebody that when there’s a leader’s bullet and they’re telling you about the leader’s bullet, like they’ve already checked out, they know who the top districts are in the state and the company. They’re competitors, right? They’re workers, they’ve got a work ethic. Is it pretty easy to determine quickly whether someone’s lazy or not? Yeah, I mean, how many people do you have on your team? How many of you are working a lot? On Zoom, raise your hand. Okay, so me too.

So on Zoom, it’s really easy to find out who to work with. Not on screen most of the time. I’m not working with you. Oh, you don’t understand. I do understand. I really do. You’re not gonna learn this business multitasking training, it’s just not gonna work. Am I gonna allow. In our world, we allow you to stay plugged in. Just not going to get a lot of my attention. I can’t. I can’t. I’ve got to invest in people that are investing. People that are on screen ready to go, have figured out, you know, how to have a decent looking background. They’re not moving around all the time. They got a notepad, they’re actually looking like they’re interested. They’re actually responding. They’re writing in the notes in the Zoom World. You have to learn how to identify who’s in the game and who isn’t.

Okay, how about this one? Coachable. Not chokeable. Coachable with a lot of chokeable recruits. Chokeable people. This is what chokeable people sound like. This is their favorite line. They don’t always say this, but it’s yeah, but, yeah, but yes, but, yes, but you don’t understand. Yes, yes, but. How many of you know a yes? Butter not gonna work with me. Can’t always have a reason that you can’t do what you said you were gonna do. There can’t always be an event. There can’t always be a catastrophe. These people, it’s like drama. Oh, my God. Drama after drama after. Can you just maybe wait for some drama for like a year? Can we get some momentum for a year and then you can have some drama? Your drama every other week is really not gonna work. Attendance.

They show up, they’re on time, they’re early, they’re ready to go. Like you all here. Have you ever met anybody who’s met somebody who successfully built an organization who didn’t show up to meetings? Can I see your hand? I don’t see any hands. No, you have seen them be successful and they didn’t show up to meetings. Now you might say, well, I have people who write business and they don’t show up to meetings. They write chargebacks. That’s what they write. Okay, any of your people that write a lot of business that don’t show up, that’s for the most part, I’m gonna say 98% chance. That’s just chargebacks waiting to come at you. Okay, so that’s a big one. And they get licenses. They get licenses, all the licenses, fast. Like they’re on it. Like you can’t over. I got into.

How many of you like the word override? Raise your hand if you’ve gotten an override. Overrides are good. Say that. How about this one? Overrides are great. Can you override somebody who isn’t life licensed? Oh, well, I could get plpp. I’m not talking about the non licensed products. Talking about our business that we’re in. We’re in the life insurance business. We’re in the investment business. We’re in the mortgage business. We’re in three amazing businesses. You may not be, but we are as a company. You don’t even have to be in all the businesses. But I’d recommend somebody in your base is. Why are you giving money away? Why are you giving money away? So they’re getting licensed. They’re getting licensed quickly. And you can identify that they’re getting licensed quickly.

And if they’re getting licensed quickly and you’re able to field train them simultaneously, pretty soon you’re going to have somebody that’s on their own writing business. Now, one of the things you’re going to hear that I’ve heard very clearly from Miguel Illich, I think it was a brilliant thing he said to me. And I. I think it’s important that I mention this. Cause when he said it, really, I was really like, I was happy to hear it. Because, look, on stage I’m like direct and straightforward with people. I’m much nicer. I’m much nicer. One one. People that know me. He’s never that direct one one. I’m really not. So, Miguel, I said, Miguel, what happens when you’re doing a fast start with somebody and they kind of putting the brakes on?

Like, you start talking about booking some appointments and they say, like the first thing they say is now. Yeah, now. Okay? And then they resist. Then, oh, I can’t now. And then there’s a reason. You can just see that if you push and you’re good at it and you push it and all you’re gonna do is push them away. And so they immediately shift to, oh, no, no problem, we’ll start you with licensing. That’s not a problem. We’ll start you with licensing. And he shifts right on to a licensing game plan. He says, you can’t override something that’s not licensed. Anyway. So, hey, either way, let’s get a lot of licenses. And I like that. That felt good to me. It gave me permission that everybody didn’t have to fit into the box of Go Fast because guess what?

They’re not all going to fit into the box of Go Fast. Go Fast is really, really good for you. A field trainer. If you know what you’re doing. Go Fast is a blast. Go Fast is great because you’ve got. All your appointments are made for you in a warm market, you got free leads. All your appointments are made for you in a warm market. Is that a good. How many of you would love a system where you have free unlimited leads in a warm market and all your appointments are made for you, raise your hand. That’s the system you’re in. That’s what we’ve got. If somebody wants to go fast, but they don’t all want to go fast, and you’ve got to learn how to identify that I think Andy’s going to give you that.

The colors talk will help a lot of you with that. A green personality or a T in the star system. These people need to know stuff first. They’re not just going to move. And some of them become the very best people you’ll ever have. Okay, so we now have. Oh, good. I’m moving along. All right, now, seven fundamentals. Not gonna spend a lot of time on this. Get this from Hector Lamarck. There’s no one that does it better. You can go on YouTube and look it up. You can go to his website and look it up. You can go, Primerica now has it on there. He’s done several videos recently on Primerica online on 7 Fundamentals. But I will just tell all of you, these aren’t negotiable. These seven. There’s no negotiating. You’ve either. You’re either.

And if you grade yourself on these, you should self. You should score yourself. As a matter of fact, I’d like all of you to do something this afternoon. Like right now. I want you to do this. I’m go through each of these, and I want you to give yourself a grade of one to ten on each of these fundamentals. One being. I’m not good at it at all. Ten. I’m really good at it. I’m an expert. Seven or eight. Pretty good, right? Y’ all with me? And then I want you to write them down on your. You can do it on your phone. Write it down and text the score of each of these to your trainer, your field trainer, or your rvp. Okay? How many of you are willing to do that? Raise your hand if you’re willing to do that.

Okay, so now you. And if you’re RVP or leaders sitting there, watch you raise your hand, they would expect to get a text. Let me give you an example who you don’t work with. Someone who raised their hand, sat here, and then doesn’t text it to you, doesn’t mean you’re mean to them. You might say to them, hey, where’s your text? What’s up? You can say that if they go, yeah, but now we got a new problem. Now we gotta yell butt on top of something they didn’t do. Y’ all, this is just a. This is like a tennis match. I hit the ball over the net, they hit it back. They don’t hit it back. There’s no one. I can’t keep playing the game if you can’t hit the ball back.

So this whole business is testing people to Find out where they are at this moment to move their business forward. So prospecting. There’s no greater prospecting system, in my opinion, than the one Art Williams created. Art Williams created a prospecting system that says recruit a part timer who has a warm market and have them introduce you to their warm market. That was the greatest system that ever could have been invented. Now, whether you’re meeting them for recruiting or you’re meeting them for the financial literacy that we provide, it doesn’t matter how you meet them because if you’re good at presenting, both get done anyway. So let’s look at the next piece that’s prospecting out and about prospecting, meeting people online, social media, prospecting at networking groups. Prospecting, prospecting.

As a matter of fact, when we’re done the weekend, for most of your number one thing that you’ll need to fix is this one. Promise? Promise. You fix this one, it fixes more of the rest. If you had more appointments, would you make more money? Yes, it’s appointments. How do you get an appointment? You got to meet somebody. I love meeting people in new recruits markets. I love meeting clients referrals. I don’t really like working clients referrals. But when I started working, I work client referrals and I work new recruits markets. And that kept me in the business long enough to stay here. I needed to make money eventually. Everything was about taprooting, everything was about building depth. Everything shifted from I need to find a leader who can run a leg without me and I got to build an army under him.

Andy’s probably done that as well as anybody I’ve seen here in the last two years in our company. We’ve watched him do it. I mean, some of the numbers are staggering, what he’s done, but that’s a focus. Depth charge is a focus, right? So prospecting, appointment setting. I like to set appointments by having somebody else set the appointment today. You could, you could do appointment setting with three way text messaging, for crying out loud. Appointments can be set. That’s not the best way to set an appointment. Best way to set an appointment is have a conversation with somebody. But if they’re, you know, if everybody’s scared and nervous and oh, then we might have to use texting. We didn’t even have that when I started the business. If you didn’t call them, the only other option was to go knock at their door.

Those are the two options. Go buys or calls. That was it. Presentation. This will be for all of you. The one thing that you can master. Every one of you can master your presentation. And I will say that if you can’t, if you haven’t mastered your presentation, this, you can utilize the credibility and knowledge of your upline for a period of time. But at some point you’ve got to be able to take over and be the show. You’ve got to be able to ask the questions. I recently I started, you know, our business is so different today because for me, life insurance is like an a Roth IRA is like, it’s not even buy term and invest the difference. It’s buy term and reduce the need for even needing to own life insurance. It’s like buy term and become self insured.

So you don’t need. So it’s not even bi term and invested difference anymore. It’s like. So asking somebody a question of presenting is questions. So if you meet somebody and you say, I’m curious, who’s your insurance? You meet them and you’re talking. By the way, I’m the insurance and investment. Who’s your insurance with? However you bring that, who’s your insurance with? I think I got this right from Ian. Who’s your insurance with? Great question. Should write that who’s your insurance with? And you’ll quickly find out whether they have any or not. Oh, mine’s with work now. I have a whole conversation about that. Okay. Oh, I don’t have it. You don’t have it? Let me ask you a question. Are there people dependent on your income? In other words, if you died, are there people that need your income? Is that a good question?

Is it a straightforward question? Well, it’s either a yes or no. They’re either dependent on your income or not. Now you go, oh, I don’t know if I could ask people that. Learn to ask it. You’re licensed, you’re allowed to ask that question to people. Right? So what would happen if you died? Let me ask you. How quickly would your income stop if you died? Immediately. And which of the bills would stop? So none of the bills stopped, but the income did. So what happens to your family, your loved ones, if the income stops but the bills don’t? What happens? What happens? Oh, no, no. Like really what would happen? Done. Listen, for pennies, how much would your family need a month? Like for 50 bucks a month you could take care of that. I’ll help you with that.

How about if you live, do you have a lot of money that you’re, I mean, you all see this. All right, how much are you saving monthly so that someday you don’t have to work. Good question. I don’t know what questions you want to ask. I don’t know which ones they teach in your office. But you’re going to have to learn to ask some questions. That’s presenting our entire presentation is theory of decreasing Responsibility. Okay. Really? And get out of debt and have an emergency fund and a will. If you really think about it. That’s what we do. Do we need long presentations to do that? We used to do long ones. Long ones to have people understand they need to protect their loved ones if they die. They need to save and accumulate money if they live. Right.

So there’s a presentation, by the way. Record your presentation. Record it now. If you’re doing zoom, do a zoom. Get permission from the people that you’re doing the presentation with that you are recording for training purposes. Would it be all right if you record? Make sure that you can get permission. Record the presentation. And you should go back and watch every kitchen table presentation, every interview, every closing appointment. We love the mobile F and a. We use the mobile F and A. You should go watch yourself do an interview. You should watch yourself do a client type oriented presentation. You should look at an interview. How to do a close a mobile F and A and record yourself and watch it. And just like my guy saw me move my head this way instead of this way. You’ll see things you do.

Famous talk once that I was doing at Bill Whittle School. I was doing a meeting like this. And all of a sudden I did this in the middle of the meeting. Just like. Just like in a big church. It was a big mega church. And all of a sudden I did. And it actually wasn’t. I was like. My hand came in from behind me and did this. And I remember watching the video after and go, what the heck is that? I was making. I was probably making 700 grand a year doing this crap. Okay. I don’t know what you all are doing. I have a bald spot there from doing it so much. Okay. Record yourself. I would give that to your trainer for them to take a look at. All right. You with me? You all hanging in? Okay, next one. Overcoming objections.

There’s only so many of them. You could listen. There’s so much information that Primerica provides you with the overcoming objections. But if I were you, at some point you gotta shift all the music in your car off. All the Netflix. Just cancel all the Netflix and the Amazon Primes and all the things that you all like to do at night when you’re all done working and go to work on your craft for a period of time. You’ll be able to do all that stuff again later and you’ll be rich. It’s really a lot of fun to watch Netflix when you have no financial worries. It’s really a cool. It’s a cool concept, but you need to overcome objections and you need to listen to it over and over. You need to listen to pros overcome them. Product knowledge.

Product knowledge to me is life insurance. You need to be a pro at our life insurance. If I went around the room right now and you’ve been here for any period of time, who’s got a license? Okay, there are some of you right now. If I gave you a quiz on our life insurance product, you would not do well on the test. How quickly can you change that? Life insurance Hub on Pol is amazing. There is an amazing series of videos that explain everything about our product. There are brochures that explain everything about our product. And if you’re going to be licensed in life insurance, you’re going to be a pro, and you want people to follow and listen to you and you want to create a track record that’s worth you worth listening to your coaching.

I would recommend you be a pro at least at our product. From there, we can move on to iul and the company’s doing all sorts of stuff on that all the time. Product knowledge. I’d be a Roth IRA wizard. I’d be a Roth IRA. People need Roth IRAs. Our clients need Roth IRAs. You need to know everything about Roth IRAs. So I’m not a securities license yet. Doesn’t matter. You can still talk about a Roth ira and anything that’s in the book, How Money Works, you could talk about. You don’t have to have a license. If you’re worried that someone thinks you’re licensed, then you’re not. You know how you handle that? I’m not licensed yet, but. And then you explain it. All right? And then getting a new recruiting, recruiting interviews, recruiting clients, the best recruits ever and getting new recruits started.

And that subject number seven is the one that will make you millions of dollars. Number seven, your ability to connect with people, develop trust with people, have them like you. Trust you, believe you feel good enough to introduce you to their market. More importantly, feel good enough about you to introduce you to their market again after they’ve introduced you. Once there’s your sign. You want to know whether you’re a good field trainer or not. They book Appointments and they. And at the end they god, you made that so simple. And I was really nervous, but, boy, that was really great. I’ve got more people I need to introduce you to. When that starts to happen, you’re on your way. How does that happen? All this other stuff? All this other stuff, how’s that happen? You plug into everything. How’s that happen?

You become a gym rat. You like you all are, you’re here, you’re learning, you’re wanting to learn. You’re wanting to pick up one or two ideas. This is a hard business for teaching, and it’s a hard business for learning because we’ve got kindergarten and nursery school children in with graduate students in one room. So understand, if you’re brand new and in nursery, like just getting started, you’re a little infant here. Keep coming around and eventually you actually know what we’re talking about. Okay? And understand this is the way it’s been at Primerica from the beginning. Cause here’s what’s amazing about our business, is once you master it, I’ve been doing this 45 years. Once you master it, 45 years later, I’m still talking about the exact same stuff I was talking that I mastered when I was 24. Same stuff.

How cool is it that you can actually become an expert at something and it’s actually valid years into the future, like, you know, we talk. You know, because as you get older, a lot of people, as they get older, they become irrelevant, they can’t relate, they can’t commit. In our business, it’s pretty easy to stay relevant. Okay. If you’re really good at what you do. So has this been helpful? What’s the one thing? Do it all weekend. Look at the one thing. And please text your score 1 to 10 on each of these fundamentals to the person who invited you here. So I hope that is helpful. You are in for a treat. You’re going to hear from Tesla today. You’re going to hear from Charlemagne today. And going to hear from Andy today on the colors.

You’re going to hear from, you know, $4 million earners. And by the way, the three I just mentioned, they are unbelievable people. Unbelievable skill. Big base shops, big organizations lead by example. You could not have high, highest of integrity. You just couldn’t have a better group of leaders leading you all. So thank you all. I hope this was helpful. I’ll see you a little later tonight.

My feet go boom, boom, boom, boom.

Are you guys Excited or what? Do you believe that you learned something? Guys, if you are excited, stand up and give it up for our great coach Jovin. Man, man. Guys, we are so special. We are RVP’s. This is, this is where the business really start. We gotta be excited guys to be here. We are special and we got four special people going to train you, give you some great nuggets. Are you guys excited? One more time. This is what I’m talking about. Now the next speaker that we’re going to call this guy doesn’t need introduction. And this is the reason why we are here this afternoon, right? And million dollar earner, a coach of all coaches, Andy and Britney out there. Can you stand up and clap for him? This is what I’m talking about.

So good. So good. How good was John Lavin, huh? Give it up for John Lavin, everybody. Man, you better text some of your people and tell them to get their butts in here. This is super crazy. And this, we’ve never done this before. Are you guys seeing value already in high level boot camp training? So if you guys can really give it up for the next two speakers after me. We’re going to keep doing this stuff. But it’s even funny, Brady. We talk about mastering the one thing. Luckily, I think my only blessing in life is I’m not smart enough to focus on anything outside one thing at a time. But I really honed in on that and I’ve John’s point. I’ve literally used that to grow our business.

What is the one thing that I can focus on that’s going to elevate our business at all times? That’s all we’ve ever focused on. So I’m going to give a talk I’ve given a whole bunch of times. I feel bad for all of our people that are on our team because they’ve heard it a bunch of times. But I would tell you they haven’t mastered it yet. You guys hear him ending with the fundamentals talking about mastery? Yes or yes. Three people. You guys hear about mastery at the end of it? Yeah. So it’s funny because I was gonna talk about that too. Here’s a good quote for you on mastery. Mastery is not a function of genius or talent. I’m living proof of that. You all agree with me on that? Yes or. Yes. Mastery is not a function of genius or talent.

It is a function of time and intense focus applied to a particular field of knowledge. And that’s what this is. I’m so proud of you guys. For being here. It’s not a lot of hoopla right now because I really want to give it to you guys. But this is the one thing in the beginning of our business that really shifted everything. Even when John was talking about the seven fundamentals. You can apply knowing how to read people and talk to people to every area of your business. Even when someone’s trying to call and cancel a life insurance policy or that new recruit’s thinking about quitting or whatever, you got to know how to talk to people and communicate with people. And once you master that, it’s crazy. Okay, so you’re always taught, never judge a book by its. What? Who can tell me?

Never judge a book by its cover, Right? Well, I’ll tell you, people are constantly judging you every single second. Every. Would you all agree with me on that? Especially like on Zoom. Anybody ever got a recruit off social media before? They’re literally, the second that Zoom or that meeting goes on, they’re looking at you up and down. And back in our day, we used to have to drive to appointments. We used to have come in like John, wearing a suit and tie. We used to have to meet people in the office. They’d walk into an office, right, Jason, and it’d be, say, primericon. And they’d get greeted by people. Now, if you’re running, how many guys are primarily on Zoom? Anybody? You got it hard. And you need to understand that people are judging you in the way you carry yourself.

The second that camera goes on, what your lighting looks like, what’s your background? Are you professional? Is this someone that I want to trust with my business and my money? Okay. And your job is really to break through that as fast as possible, not only with your potential prospects or clients, but also with your recruits and building relationships over Zoom. You can build relationships over Zoom. You can. All right, the question is, are you willing to do what it takes to get there? And you have to know how to talk to people and understand people, and more importantly, how people are looking at you and how you’re being perceived. And realize that people always. They have their BS meter on all the time.

People can smell a phony, and that’s why it’s important for you to know how to communicate to people, because you can be you. Does that make sense? Everybody, if you like, a lot of you guys, how many of you guys are, like, structured type people? Engineer, mindset? Okay? One of you and the three of you, right? I love you guys. If you try to talk to people like I talk to people, your People look like you’re freaking crazy. Would you all agree with me on that? So, but these are the fundamentals of people skills. Like you guys have ever seen or heard the book Dale Carnegie, how to Win Friends and influence People. Yes. This is stuff that you don’t need to listen to, you need to master. You need to master how to talk to people.

And you need to be fearless, but also be you. And I want to be very clear on this. Like, I used to train on this stuff years ago, and. And people thought that I was trying to teach people to be, you know, misleading or something like that. Like, no, use this. But be yourself in the process. That makes sense. Everybody. And understand that people can smell a phony a mile away. Okay, now we’re getting some hard truth. You guys ready for this? How many of you guys have ever sat with a prospect and they just weren’t that engaged to you? Anybody ever had that before with a client? They weren’t that engaged to you. Or you. You’ve got a new recruiter.

Or.

How many of you guys have those people on your team that, like, they take everyone they sit with, Nobody has the money to move forward or everyone they sit with magically is mean and nasty towards them. Anybody ever got that before? I’m like, I love you, but you need to look in the mirror because people are always going to be mirroring the exact energy you give off. Does anybody know what RBF is? Okay. Right. I used to have asked Brittany when we first went on Zoom, I used to have a STicker above my camera. It said smile because I have a raging RBF like you’ve never seen before. Right. Your job is to literally make friends with people as fast as possible. You all get that. Like, that’s literally. You’re a professional friend maker. I love you. You’re in the people business. And you.

The good news, if you’re not good with people, you need to get good with people long enough that you can recruit people and train them to be good with people and you don’t have to do it anymore. Makes sense. Three people make sense. Four people make sense. Five people make sense. Okay? And the better and faster you get at that, the quicker and bigger your business is going to go. Now you need to realize it’s just like speaking a foreign language. You can have the best thing on the planet. But if you got dropped off in China and you didn’t speak Chinese, would you be able to communicate effectively to people? No. Okay, if you. If you got dropped off in. In Mexico somewhere. You don’t speak Spanish, but you’ve got the cure for cancer. Is anyone going to care? No.

So we found this book a long time ago, Brittany and I did. And it’s so funny too that this is my go to book because I’m also colorblind. 100% real. Like I’m colorblind as a wolf. Okay? But this is the easiest breakdown of personality traits in my opinion. Also, I happen to know on Audible, this book is less than 2 hours at 1.5 speed. I’ve listened this book probably 300 times. It’s so simple, okay? It breaks down. It’s also very quick and easy. Now here’s where you get it. You can get on Audible, Google it. Craziest thing, new Internet, Jason never came out. Came out what’s called the Google, Okay? But it’s on Amazon, it’s on Audible, it’s on Kindle, it’s on mobile. There’s also for you people that don’t have a big base shop yet, there is a free PDF out there, okay.

If you can’t afford the $6 paperback, God bless your heart. All right. You all know you got people on your team like that. Yes? Yes. Okay. Also, this is out there as well. I’ve never used this because I don’t need to. But for some of you guys that don’t, that lack sales skills, there’s a literal book that’s called Mini Scripts for people that tell you no. Would you all see value in that? Two people. Okay, great. Now I’m going to go over the four color personality, because this, Brittany, you would agree this is the biggest thing that I change on how I talk to people because I’m highly aggressive and always ready to go. And I had to learn most people are not like that. And we have a joke in our team that when they join Havan, I’m everyone’s favorite.

After 90 days, everyone knows I’m the jerk. And all they want to do is talk to Brittany. Because if you’re not talking to me about your numbers, I love you. You’re gonna have to go somewhere else. And I had to learn how to deal with people. You can ask Dana Gallagher. I unfriended Dana Gallagher on Facebook for literally seven years. We just had our seven year anniversary in the business. Dana’s been trying to be my friends for seven years. She finally broke me down. Okay. But you need to know how to talk to people. Now there’s colors, okay? Now the red type is a driver type personality, okay? That’s somebody that’s competitive. We’ll come back to that in a second. The green is analytical. Now, just like star disc assessment, all that stuff. Green is analytical. There’s somebody that’s cautious to very precise, deliberate.

They’re always questioning, right? And they’re focused on facts and logic. Okay, this is an engineer. Y’ all ever had those before? Anybody else? Y’ all sound like you need some appointments. Not this training. I’m just gonna say if you haven’t had that, okay? That’s my wife, okay? My wife. I don’t care what’s going on in life. Like, she just. She’s just. She’s in the zone. She don’t care. Okay? It’s gotta make sense. If it doesn’t make sense, we’re not doing it. There’s a yellow type personality. Yellow type personality there. I always think about, like a nurse or someone like that, or a preschool teacher. They’re always helping someone or not to be funny.

Is anybody known anybody that’s gotten in multiple abusive relationships over and over and over again, and even if they leave that guy and go back to him seven times and they finally leave him for good, they’re going to go find another abusive relationship somewhere else? Anybody ever know someone like that you would read these names on there? That is a yellow type personality, right? They’re very caring and nurturing and they’re always worried about putting other people first. Okay, There’s a blue type personality. What is a blue type personality? That is somebody that you can ask them what they had for breakfast and 15 minutes later they’ll be telling you what their Aunt Linda did in Wyoming last week. You all know those people, okay? Now, the crazy thing is, I was telling my wife is I.

I’ve been talking about this talk for literally six years. I’ve never even noticed those arrows inside those boxes, Jason. I’ve never even seen those. That’s how red I am. I’m a red type personality. But it’s 100% true. If you look at the top, the blue and the red, they’re the ones that are always telling you, telling you, telling you all see that on the left side, the red and the green type, they always like to control the situation. You all see that? Okay? On the bottom, the green and the yellow are the ones that are always asking questions. Yes, yes. And the yellow and blue are very emotional. Okay? It’s funny because I had to learn this the hard way from getting my teeth kicked in, but also if you understand that, you know how to control every situation you’re in.

Because if I’m sitting with someone who’s a green type personality that likes to ask questions and control the situation, if I’m trying to control their situation and give them no information, are they going to want to move forward with anything? No, Right? If I’m a logical person and I’m trying to talk to someone who’s blue and all they want to tell me is how emotional they are. If I don’t care and all I want to control the situation, ask them about me, do they care? Anything to do with that? No. You gotta realize who you’re dealing with. Now, the blue type personality is. I’m so simple, I need to think of one word. I think about excitement. Make sense, everybody? Someone’s excited. They’re fired up, they’re ready to go. Right? Michael, Come on. It’s like, who’s that blue type personality. Social, dynamic, enthusiastic, persuasive.

Right? Now, these are great people to have on your team, but know that they’re not going to be able to be wrangled very often, right? They’re going to talk to 5 million people a day and turn in zero pieces of paperwork, zero IBAs. But that’s great, right? So what excitement you want to park up? Remember, people mirror what you’re giving. If I come across a blue type personality, I’m saying things like, isn’t that nuts? Can you believe this? If we’re going on a recruiting appointment, I’m talking to a blue type personality. What am I going to talk about? Am I going to talk about the 17 page, I, you know, 70 page F and A that they’ll be doing? No, I’m going to talk about trips and cash. Can you believe we got a Gulf coast getaway?

Can you believe they take thousands of people to pay for the airport? Can you believe every night, Jason, there’s room drops, you leave, you come back and there’s a new. Like what? Yes. Y’ all see that? What about this life insurance? Not too sexy. Y’ all agree with me on that? But you gotta, you gotta stank it up sometimes, y’ all. What am I gonna talk about? The living benefit? People don’t wanna think about dying, Especially a death benefit to a blue type personality. Would y’ all agree with me on that? Great. Do you know our life insurance policy we have actually called a terminal illness? It’s like a living benefit where you can pull the up 70% of your policy out in cash while you’re still living. Isn’t that crazy? Do you currently have access to $400,000 in cash? Would that help?

Also, did you know with our company, most companies have that, but you have to jump through their hoops and spend the money on what they want you spending on. Did you guys know with Primerica you could take that money, go rent a fricking helicopter, take your kids to Disney World. It’s like that them JG Wentworth commercial. It’s my one and I want it now. You see how that over. That overrides a blue type personality. Moving forward with a life insurance policy, you guys got to know how to communicate with people. Yellow type personality, Somebody’s a helper, right? I just. One word I always think is help. On appointment with them. All I’m talking about is help me help you. How can I help you get what you want while we’re helping other people?

That make sense, everybody, y’ all are not helping me very much right now. Okay? Okay, I’m on an appointment. I’m talking about how does Primerica help families? Talking about the crusade, what we do for people. If you’re. If we’re on a recruiting appointment, I’m talking about how we’ve got an infrastructure of all these people that want to help each other. Make sense, everybody. I’m talking about make sure you don’t miss the next east coast builder school September, because we’re going to have another millionaires in training like this. And we’re going to help you become a millionaire. Make sense? Okay, the green type personality is super informational. That’s all I think about. Informational person. Okay, you can. Here, let me bless you guys right now. You cannot close a green type personality. You cannot. All you can do is give them all the information.

Okay, so what do I always talk about? Knowledge is power, right? What information do you need for me now it’s so funny, Brittany, because I made this slideshow and I’d never noticed those arrows before, but check this out. What do they do? They like to control and ask. So if I’m on an appointment from them and I literally say, what information do you need from me? And I give them control and allow them to ask. Do you think the chances of them moving forward with something are more or less. You think they’re more or less. And I had to learn this stuff over time. You have to be like the bumpers on a bowling alley. Right?

Right.

You’re still controlling the narrative, but you’re giving them some control. Okay? State licensing. What do green people like Information. Do you know with Primerica, they pretty much pay for all your licensing if you. I know you’re not really sure on doing the business isn’t something you want to do. But let’s be honest. If you can come over here, get a life insurance license, SIE series 6632665 and a mortgage license, we pretty much pay for all of it. Wouldn’t it make sense at least get the free licensing? You see that? The informational and this stuff too. Shame on me. I want to talk about this more. Is what if you’ve got people that are ready to quit the business, people that aren’t moving forward, People that I’ve been thinking, right What. What a great way to keep them locked in with the business.

That makes sense. Are you sure, man? I’m just so excited to see. We’re having a huge event. We’re gonna have all the people there. We’re gonna be doing a barbecue and everything else. You gotta be there. Or what if you’ve got great people that are not plugging in anymore and they’re a blue type personality. Hey, David, I know it’s been four years since I’ve seen you, man. I was just thinking about you. We’re gonna have a huge barbecue around east coast builder school. I really love you to come out. We’re having a great time. You think they’d want to show up? Hey, David, listen man, I know it’s been like six years since you’ve been out to an event, but I just really need your help, man. We’re trying to get the business back together. I just need some friends, friendly face.

Can you come help me out for the weekend? Right? What about the information? Like, hey, David, these people don’t know what they’re doing. They need some help, right? Same thing with the green. With the green type personality. What about life insurance specifically? All of those people? You ever had somebody that want to know how a decreasing term works at the end of their policy before they move forward? You all know those people. Well, that’s a great question. I definitely want to get you that information. But just so you know, every single person has their own specific policy with their specific numbers in it. And I’m going to give you the information. But let me ask you a question. Do you want the right information or do you want the accurate information? Do you want the wrong information? Do you want your information? Your information.

Great. So what we’re going to do is we’re going to apply for this today. I’m going to get it all filled out. It’s going to have all your information in it. When the policy comes back, we’ll go over it together with the correct information. Sound good? What about somebody that’s on the fence thinking about signing up, paying the 124. I got to talk to my husband. Everybody got that before. These guys are not working redline. I appreciate y’ all on appointments. These guys, y’ all never got. I gotta talk to my husband before, Right? Great. I definitely want you to talk to your husband. And just out of curiosity, when you talk to him, do you want all the information or just some of the information? Great. So what we’re gonna do today is we’re gonna get you all signed up.

You’re gonna get ready to rock your chose secret agent ID number like double O7. You’re going to get your own website. We’re going to sign up for licensing all the information. That way when you show them all the information, you’ll be good to go. And if he doesn’t want you getting rich and making his extra money, you can just let me know. Sound good? Great. What are you most excited about? Right, all this stuff is all in there for you. What about somebody like this? They’re paying $1,600 a month for a whole life policy and they’re secretly thinking, I don’t know if I’m just simply getting ripped off again by this person. Right. So let me breathe some relief into this room. Do you ever want someone to cancel an existing life insurance policy before a Primerica policy is in force? No.

So use that to your advantage, especially with a green type personality. Hey, listen, I definitely want to make sure we’ve got all the information or people that don’t have their current policy available to review on Zoom. Hey, great. No worries. Just so you know, Yvonne, I’d never ask you to cancel that policy. Anyways, what we’ll do today is we’ll apply for this policy. We’ll see what it comes back at. Can you do me a favor though, and not cancel your other policy? And they’re thinking, wow, he’s telling me not to cancel my other policy. Yeah, don’t cancel the other policy. What we’ll do, Ivan, is we’ll get them together and we’ll put them side by side, and then I’ll let you make the best decision for your family. Sound good? Great. Who do you want as your beneficiary? Thank you. Two people. That’s okay.

No applause needed. I got money. I’m just trying to get you Some money, right? I’m trying to get you some Ortiz money over here, Yvonne. Okay? The red type personality, that’s a dominant personality. So the red type personality, I always joke when I’m a million percent serious about this, okay? It’s like a pit bull, okay? Or an excited dog. Have you ever gone to somebody’s house before and their dog is jumping up on you like crazy? Ever happened to anybody before? Okay, what happens to said dog when you push him down and try to get him away from you? Comes right back. Now, the same dog, same energy, same you. If you were to embrace him for a minute, let him think he’s in control, rub his belly, what happens? Five minutes later, he’s gone. That’s a red type personality. They’re your pit bull.

You gotta let them think they’re in charge. Also, fun fact, I made this 15 years ago, and I never knew those arrows were in there because I don’t read things right. They tell and they control. Why are you and also red type personalities, they make the best people in your Primerica business. Don’t you want people that are competitive, demanding, and determined? Strong willed. So why would you get on an initial appointment with those people and try to hold them down like that? Pit bull, right? You need to let them control the situation. That’s fine. I, I, I, I’ve realized this, Jason, that like a great closer is somebody that can let someone else take control and still get the job done. Because you’re literally like bumpers on a bowling alley lane. I remember our RVP told us that when were brand new, right?

He’s like, and that’s the best thing Nate Braley ever did for us because he knew I was a raging red type personality. And the last thing you want to do is try to box those people in, right? You want to let them run free. Red type person is a dominant. You need, they’re a driver. You got to let them drive, baby. Right? And I always think of the 3C’s compliment challenge. I’ve been talking about this ask Noah for 100 years. How do you recruit a red compliment challenge? Hey, Noah, listen, man, I know you’ve been in the military for 21 years. You, Lieutenant Colonel, you’ve been on such amazing things. We got people over here making 300, $400,000 a year. Imagine what you could do here. Hey, man, I know you’re the CEO over there at five Guys burgers and fries, right?

It doesn’t matter what people are, especially red type personality, because if you compliment Challenger. It’s like Inception. Y’ all seen Inception with my boy Leo, right? You plant a seed. We weren’t recruited in the business. We, Brittany and I recruited ourselves. You know why? Because our upline, our rvp, our direct recruiter planning to see that I could do this and we could crush it. And I’m so red. I went home and I was like, yeah, we would freaking crush that. I’m walking around Jay’s like, I was slang some damn life. Did I say? I said we’re gonna start slanging life insurance. She’s like, do you slang life insurance? I’m like, don’t worry about it. We got it. But it was my idea, right? We were one of those people that were unclosable, right? Brittany? We made them come back here.

He literally had to come back four times. I made our RVP give me four orientations before I even signed my iba. Four of them, right? We got our life insurance. We didn’t move forward right away. Even though were getting ripped off with a whole life policy because it didn’t work for us. We made him come back again. But the smartest thing he did was, hey, I know you don’t want to do this, but just so you know, I just made $2,000 off saving you guys a hundred bucks a month and giving you four times the coverage. But I know you’re all set. Y’ all think he’s happy he made that choice? I don’t know Nathan’s income too much, but I’m Pretty sure makes 3 to 500 grand a year off us. Probably a good thing he didn’t try to box in a pit bull.

Makes sense. Y’ all wonder why you go home and your fricking arms ripped off? Because you’re trying to control the uncontrollable. Okay? It’s the same thing with somebody who’s quitting the business or whatever or getting a red to recognition to an east coast builder school, right? Look at man. I’m so proud of you, man. You’ve been showing up. You’ve been doing everything you’re doing, Danielle. But you’re going to let these people keep coming in here and taking your lunch. I’m so proud of you. Worked your butt off this year, but can you believe that guy got number one? Man, no. Imagine what you could do if you got that base shop rocking again. Jessica Powers, you’re the best of the best. When you’re on your game, nobody can beat you.

Jessica, can you believe all these people came in here you didn’t even get top five. Compliment compliment challenge. Y’ all see it? All right, so here’s three questions. Ready? Three magic questions. These are things that you have to realize, a great way to enter. Think about who you’re sitting across from, especially with a prospect. Number one, what do you do for a living? So if someone’s a nurse, what do you think? What color do you think they are? Yellow. Preschool teacher, Race car driver? I don’t. The guy that twirls the sign for the oil change place. I don’t know. I don’t know what that would be. Right, but that’s a good one. What do you do for a living? Generally, people tend to fall in line with what they are. Right.

But there are those circumstances where people aren’t where they want to be or should be. Right. I think John was just saying in the back room how his son used to think he was a different type of personality. But once he figured out he was a green type personality and he went all in with it, his whole life changed. So what’s a good follow up question for that? What do you like to do with your free time? Because if I talk to somebody that say I’m a preschool teacher and I say, what do you like to do with your free time? They say, well, I play travel, competitive baseball and I’m a race car driver. I love taking people’s souls on a basketball court. What color do you think they are? Yeah, that’s Danielle Chappell.

Danielle Chappell’s a frickin nurse and all this other crap, but she loves winning the scoreboard. She’s a yellow red. And you just get to know this stuff. Okay, here’s the third one. What do you like most about your job or hobby? These are the way to funnel, to make sure you’re a million percent doing the right thing and talking to the right person, communicating effectively. Okay, what do I mean by that? You guys know what form is? What is form? Family, occupation, recreation, motivation. It’s the small talk before every appointment. Yes. These are my trigger points I’m going through on every presentation, whether it’s a client or a prospect. Why? Because I want to know who I’m talking to. More importantly, I want to know how to effectively communicate to that person. Makes sense. There is something in Primerica for everyone.

The question is, are you trying to cram your vision of what they’re supposed to look like down their throat? Or are you listening to what they want and showing them how to get it through Primerica. Right? So what do you do for a living? What do you like to do with your free time when you’re not doing that? And what do you like most about it? Make sense? Everybody. You guys think you got that? Okay, now redline. You can’t answer too much of this because you all be cheating. It’s quiz time. You guys ready for a little pop quiz? Free people. Anybody else? You guys? Okay. What’s your favorite color?

Red. Blue. Red.

I heard a mother of pearl back there in the back. Okay. That’s okay. Ready? Oh, I love it because I get to meet and talk tons of new people every day. What color? Blue. Very good. I don’t care what your upline says about you’re okay with me. Look at this. I love it because I get a deep sense of contribution. I feel like I help people find the job of their dreams. Yes, Very good. What about this one? I love playing travel league baseball because I get to compete with the best of the best all over the world. Red. And this process elimination. You got us 25% chance. I love my job because I can work on my own. Super on my own with no supervision or distractions.

And all I have to do is provide a detailed report every day, every week going over the important information. God bless those people. But you know how to communicate. The trick is really understanding what other people want. Makes sense. Everybody. And that’s. And I want to talk to you specifically. I got two minutes left about understanding. I’m not just talking about a recruit or a client. The people in your business, what do they want? What are they telling you? Like John said, are they showing up? Is there a camera on? Are they engaged? Right. Also, are they just here to be a part of something? That’s okay. People are here for a reason. A season or a lifetime. Everyone’s here for a different reason.

And I used to ask Brittany, I used to burn people out of the business so fast because I was like John said, if you weren’t moving, I was like f you get out of my way. And I had to change that. And you got to realize it doesn’t matter if you. If somebody’s a prospect, a client, an agent, or dagum Santa Claus. People are just people. It doesn’t matter if they’re a high priced CEO of a company. Quit putting people up on a pedestal. I’m going to talk about this later. You. You’ve got the one thing that everyone, no one else can offer. What is it? Time? Freedom. I don’t care if somebody makes $700,000 a year at their desk job, we have a better opportunity for you. Start at 70 grand a year if you’re lucky. But it’s worth it.

And if I could help you help a bunch of people. You see what I’m saying? It doesn’t matter what language you speak, you would all agree what’s right is right and what’s wrong is wrong. Yes or yes? Yes or yes. And just remember, we’ve got a great weekend coming up, but your job is to get in the hearts and minds of people, not into their wallets. Okay? I love you guys.

Give it up one more time for MDM stuff. Are you guys excited or what? Are you learning something? Guys?

Man.

Man, I’m so excited, guys. For those who don’t know my name is RVP Savi Sinal. I’m in business with Marlen Sinal. So the next speaker we’re going to call. Guys, I’m so excited for this guy. This guy used to be, you know, doing any kind of job. Valet, security, any kind of job. So now, not only is the MDE is on his way to produce another MDE. And listen to this. He’s the second HMDE, that’s to say, second Haitian, making $1 million a year. And it’s not like this, let’s say 1.1, 1.2, and guess what? By the convention, it is claiming it’s going to be at $2 million. Can you clap for the greatest Senate in the House?

Yes. Dignit.

Hello.

Hello, hello. Hey, how you all doing?

All right.

So we are so excited to be. To be here. Would I give a. A big shout out to the organizers? They organized this beautiful event. Obviously didn’t override me, but they let my team keep on coming. David Harris, right here. Thank you, buddy. Thank you so much for everything. I’m gonna go right through it. This is the locker room. I want you guys to know we don’t take this thing for granted. The opportunity to really come to America and be part of this great elite group of people who are going somewhere. And I always tell people, if you give us a shot to be in this country, we will do something big with it. And that’s what we’re doing right now. So we know small is small and big is big.

So we titled our little talk here today, Build It Big with the Fundamentals. And I know John Livercom did a good job. He’s known for a guy who really the teacher in the business. And I know he covered seven of Them, obviously, I’m not gonna try to replace what he said. They’re all great, but I know they all start with recruiting. Let’s go with the first one. With the first slide, if you will. I mean, to me, this is where we’re going right now. Our goal, our next goal is totally about 200. So our team is the Warriors. Warriors super team. But we believe so much in these four fundamentals. The first one is recruiting. Second one is field training. Second one is getting people code, get licensed and promote. And we’re gonna keep it so simple here today. On the next slide.

Oh, I have my clicker here. All right, so how do I move this one here? Like this? Okay. Yeah, that’s good. So on this one here, I believe many people right now, they came to the business and they tried to figure things out. They tried to reinvent the wheel. And when I came, Coach Sharmwood made it simple for me. He said, if you follow my footstep, if you listen to me, if you listen to my coaching, I made all the mistakes before. If only you submit to my system, I promise you, I will save you so much time. And I think, you know, it took Kushomo about almost 20 years or more to go over a million dollars. Because we follow his system, we avoid those mistakes he made. So we get it. Put him at half time.

Now, somebody has said the slowest way to go through life is to learn from your own mistake. If you wait until you make mistake, learn from it. And that’s the reason why most business owners go out of business within the next five years. Because they have to go learn every single thing in the business from scratch. As you guys, you all know it, there are pretty much three ways to basically own a business. It’s either, you know, somebody die and pass it on to you, or your parents get inheritance, or you have money to go buy a franchise. When you buy a franchise, you buy a system. Somebody already went through all the process, and they pull up a concept. They do everything they have to do.

But when you come, they have you pay for all those research and all those things they do. You buy a franchise. And the third way is really to build it from scratch. So us in power America, I mean, at some point, we didn’t have money to buy a franchise. I mean, I didn’t have a parent would die and leave me anything. So the only option is to build it from scratch. So for America, when you decide you’re gonna sell your code, you sell your franchise, but you bought it for free. Plus, they have a system set up for you. So to me, system is simple, and I have a name for it here. We keep it simple. Save yourself stress, time, energy, and money. There is no simplest way to put system. So the first thing you have to do here is to recruit.

Okay, the first one is to recruit. Guys, I’m going to summarize this thing for you a little bit. In 2024, in January 2024, my income was about $600,000, just a little bit over close to $700,000. And I made a decision that I was gonna go over a million dollars by the time we go to the convention. And I realized for me to do, I went to my coach, and I asked coach Sharmont, what do you think I need to do? And he said, you need to go get yourself 1, 100 requests a month. He didn’t talk about the premium. He didn’t talk about doing $300,000. Look, first, because he knew all that would come if I made a decision.

When I made a decision myself, I am going to go do 100 recruit a month and make sure put them in a system where I process those, recruit, and get this thing going. So in other words, he told me to go mind my business. And I have the world say, everybody, can everybody go buy your business? Mind your business. You know, I make my license plate, my T shirt, my everything. Mind your business. Because at some point, I realized there was not much I could control. The team gave me whatever they could. People get a little bit old in the system. We have people being there for years and not being original vice president. So I realized I need new blood. So then we go. We filter those people.

And I always tell people, if you are a good field trainer, what you basically do, though, in every single orientation, you have one or two cells in every single orientation. And many of you make a mistake. You go do orientation with a married couple. The guy has a wife, he has kids, and you doing orientation with him, and you ask him for his wife. Wife is at work. You don’t do orientation with husband without a wife being there with a wife. Because that’s where really you can really sell them the opportunity. That’s where you can really, I mean, get your, you know, get paid immediately for the time you spend with those people. Now, if you. The way we close our business ourself, sometimes we do the sale first, then we could do a couple with the money we make.

You know, this is our system, obviously, but you can do it the other way around, and it always work. So we filter those people. We make sure we filter them, and it works perfectly fine. Now, as a leader, at some point you’re gonna have to pick up some people where they are and then kind of help them. You say, I’m gonna coach you. If you identify some great people, many of you know, you have a bunch of people, you pick up IBAs. And I know Ivan always says something, Nobody pays you $124 to leave them alone. They, they sign up for something, I mean, they might not make it, but you as a leader, you have to make sure you help get them licensed. I have a system for recruit, assist them to filtering.

I have that and I have signed some field trainers, a system for licensing and a system to promote. Now let’s go. Let’s start with the recruiting first. To me, what you basically have to do here, you have to take off growth. Now when you see growth, you see discomfort, you see somebody who is uncomfortable. Guys, comfort is the enemy of growth. And I always tell people comfort is a pretty decent, nice place to be comfort. But nothing big grows in the midst of comfort. So at some point you got to be uncomfortable going out there and recruiting people. So myself, I always keep it simple. You know, you want to grow recruiting, you want to grow recruiters, you want to make sure you have people who start double digit recruiting and you make sure you have double digit recruiting teams.

So I mean, the way we keep it now we’ve been doing 100 by 100 right now, going on 15 months. 15 months, doing 100 by 100. We couldn’t do that without recruiting. So everything start with you doing 100 recruit every single month. But what basically do though, every single person, even the newest recruit, he or she knows the best thing to do is to go get him or herself. 10 recruit personal every single month. Now do all them do it? No, not everybody will do it. But somebody will understand the message, will go out there and get that 10 week rule. And I always tell people it is 10 to maintain. You guys get that? All right, now field training, you know, we make sure, I mean, you know, we grow field training appointments.

We make sure we do, you know, we, I mean, look, one of the main reason most people quit our business is because they do not have people to go see. Nobody quit the business, you know, right after they hit 10 by 10 and get paid for it. Or 20 by 20 or 100 by 100. So what we basically do though, I mean, we grow our field training appointment. Okay? I mean, you Know with double digit training we make sure we have double digit trainer, field trainer. I know Dick Walker is a big fan of having full timers full time people who are field trainer. And that will help you grow your premium, it will help you grow your computer. Now we have a minimum standard in my organization.

I have standard and I told you guys, I mean I always make sure I set the standard and I have people raise themselves to my standard. So if you really, really come and you know, you try to tell me stuff, I’m gonna ask you, did you really, you know, get your 10 appointment day? Now you guys are full timers and you know, don’t think I’m a fool. I’m a very fair guy. Not Everybody will do 10. Okay, many of you probably don’t have enough time to run 10 appointment a day. But what if you could want those 10 appointments a day? Would you still need that job? That’s J O B. Still working at this place where you like nobody, they like you, they don’t like you either. If you could do that.

Now if you just imagine, even if you take your any guys and the newest guy, you put him on 10 appointments a day, how will that change your business? Let’s think about it. So to me it’s 10 appointments a day for leaders. And we make sure me, I have a simple system or where people, the field trainers, at least they have, they use currently where you know, you just put the appointment on their agenda. And the best way to do it really is to have people fight to put appointment in your agenda where you as a head field trainer, the head coach, you do not have to go sit down with somebody and make phone call, you do not have to do that. So you make sure you have this thing going.

If you really want to get that 100 by 100 license, we have a system. I have at least two people in my office who they only do the working licensing. My sister, she came from Haiti, not long speak no English, but passed the life exam. So can you think she, do you think she can teach people how to pass it? Yes, she does a pretty good job. I have my blood as well. I have my secretary, I have three people working in this area. You put in a system this morning, within an hour you get a phone call. Somebody already set you up for orientation. Somebody already gets the ball warning, have you scheduled for class and stuff like that and see what they do.

So we grow our new license, we average 10 new code every second single month for the past three months. So I mean we getting there and we’re gonna get to a point where, I mean we gonna get 20 per month. And when we get there, guys, it will be a great deal. So with double digit licensing, with double digit, you know, licensing team, we have Renault, we have other leaders, you know, pushing right now to double digit their own team. And you know, we have about like a good six leaders in our organization. Some are better than others when it comes to production, but when you put all together, it gives us something. So we grow our licensing team size.

And I think if you’re full time and you really want to get this thing going, this is an area that you really have to focus on. So our minimum standard is every single leader has to have at least 10 past notices every single month. And that’s what we focus on promote in my organization. I don’t want to promote people with no premium. Okay? I mean, you got to focus with whatever your leaders ask you to do. Please understand that I’m not trying to replace what you’re already doing, but I just want to encourage you to really kind of understand, to stick to the system that you have if it works for you. So what we basically do though, we make sure, I mean, if you do your fiber five, you get your thousand dollars bonus.

Thousand dollars plus 50 bucks for the app that you downloaded. But you know, whether you get this or not, it doesn’t matter to me. You get your license as soon as you write your $2,500 in premium, which is I get my stock from the company, I promote you to district leader. You guys get that? So some, a really bad month will promote three to five new district in our bay shop. And the goal really is really to get to at least 5, 10 and 15 every single month. And that will happen when we hit the 200 by 200. So I mean, you know, I mean the goal is to promote new district, promote WGT, promote new regional vice president, promote third generation RVP’s.

Of course, you know, we have a few more to go slsd, you grow your premium and really you grow your comp. And trust me, guys, somebody said, you know, the men or the women with the most licensed agent make the most money, you know, and look at the phenomena. I think some of them are the same thing. I mean, you got from John prospecting, inviting people become a. I have something in our office. I call it become a master inviter. Some of you do not master, you know, inviting people well enough. Some of you, I mean, you have to go prospect I have Renault. I’m going to talk about Renault in a few minutes here. Reynolds never went a day looking for people. He never been out there trying to prospect because he knows how to multiply.

He knows when he has one lead, how to squeeze that lead, I mean a good way squeeze that lead and get the most you can get and get this thing going. Set up appointment. We could do presentation, live presentation, investment, you know, product knowledge, all kind of same thing. You know, I mean John just mentioned there. But I’m gonna show you something we do. This is my office in Orlando. And this is, this is back, this is way back. 2013, 14, 15, 2015 and 16. So this is our office. So this is a real Saturday training drill force year. So we train the trainers, we make sure we don’t just you know, make sure they stick, make sure they figure it out. That’s not what we do. We make sure we train the trainers, we make sure they know what they’re doing.

Because I mean if you don’t do that at some point their broke uncle will train them for you and next thing you know they will be gone. So we don’t, I mean we do that every Single Monday night, 9pm we have a meeting with the trainers. You have to be division leader and above to be part of this meeting. And what we talk about in this meeting is a high level training where we train you as a trainer. How to be an effective field trainer. If you see here, you see Boto Arnold Bottomano at that time was a regional leader right now. You know he’s on his way right now to get his third diamond. He promoted his first rvp. So I mean you can see many. We see Janal here. Janal right now is on his own way to the third diamond.

At that time General was probably district or division leader. So. So guys, you know we don’t play here, we just get this thing going. Look at Job. Job is my original leader right now with the ring. You guys don’t hear what I just said. Is a revolutional leader with that, with the power builder ring. And, and you know, I mean this is the first time that happened in my organization. Below rvp he get the watch as a division leader because all we do guys, we make sure we have more hours in a day, add more value in a day. We make sure. So I mean you know to me the key ingredient is how you master every single of this fundamental leaders, the path, follow up measurement and recognition.

Now my secretary will know My sister, I mean, my best thing ever is follow up. I would be so upset. You send something to home office, you don’t call to follow up on it. You spoke to this agent. You do not follow up. Guys, follow up to me is a key, is extremely important. When you’re running a system, many of you, what we do, you try to manage people.

People.

And when you try to manage people, it creates problem because as you see, Andy just explained, everybody is different. But when you have a system and you let the system manage people, it makes things a lot easier, a lot smoother. In your business, I mean, you have a promotion guideline. It’s the same for everybody. You have a, you know, you have a. I mean, you put a contest out there. It’s the same for everybody. So it is a standard. It is a system that you have. Everybody has to abide to this system. So this is another superstar here in my business. I mean, I have to stop a little bit to talk about this. You know, people said, you know, you are one week away from a major explosion.

But if Koshalmo was any recruit, he will not be able to bring me on board because I was not anybody. I was going to be one of the best. So he has to be the best to recruit me. Well, this young man, I have a school in Haiti. I also have a radio station. So he used to work at a place where they received transfer from the US and then me, I usually send a lot of money every single month for the school I was building. I started this school in 2016. We opened the school three years later, 2019. So he get to. So he got to see so much money under my name. So at some point, Western union asked him to go investigate my school. Why this guy is doing sending so much money in Haiti?

They’re about to shut down my account now he went investigate. He saw I was building a school and stuff like that. When the school was opening on that day, I invited Reynold to come to. To come, you know, to the integration. So he came. And then at that point, you know, I mean, you know, we shook hands and I had a radio station. So I mean, I called him later on to come work for us in the radio. And that’s him on the mic right here. This is the training we had. And that’s Reno right there. You don’t get to see. Oh, he’s there, all right. So that’s Raino. So. And it gets to a point where, you know, we develop some good relationship and. And I became A good friend. Boom.

Ueno happened to be in US so I pick him out at the airport, make sure everything’s okay for him. He has a place to stay. But the next morning, I brought Weno to the office. He came on Monday. On a Monday night. On Tuesday morning, I took him to my office. I have Ueno sat down. He has his desk. He knows what to do. I kind of teach him. I said, well, in Haiti, they said, this guy building that big home is either. It seems like he’s a drug dealer or something. There’s no way somebody can build such a big building. I said, man, sit down here. That’s the jog I’ve been selling. So let’s do this thing here. So, you know, he sat down and learned the business. Knew the business before even he got licensed. Got licensed in March 2024.

Right now, as we speak. Reynold, that’s Reynolds right there. Is that close to the. To the ring right now. Is emotional leader. He will get his ring being in us right now. For about now, close to 15 months. Yeah, for the 15 months in the country. Speak no English. You’re gonna see him tomorrow on the panel, so don’t. Don’t laugh, okay? The guys speak no English, but they put him on the English panel, I promise you he will fire it up. So that’s Ueno right here. And you know, at some point, guys, in this business, you have to find your ally. You have to fight your squad. Ueno has the key, the code for my home. You know, we live in a pretty nice place. Pretty nice penthouse on the beach. Pretty nice stuff. But they know Ueno.

Ueno can just pass the front desk. Go to my room, go lay down, do whatever he has to do. Leave Leto on, Go to the gym, Go. Go to the beach, do whatever he has to. You know, my best time on the beach, on the boat, is with Renault job and my team. Because, guys, they are my investment. But I make sure. But one thing about Renault, one thing about us guys, we consistent. So it’s not what you do once. It’s not what you do every time you want. It’s what you do with consistency. So you have to be clear on what is it that you want to do. You have to repeat the step. You have to be committed. Many of you guys come to America. You are entrusted, but you are not committed. Okay? Some of you really, you know, you’re interested.

You know, you kind of see the business, but you’re not. You’re not committed. I am committed. When Ueno came He saw my level of commitment to the business, and he has pretty much no choice but to follow. So consistency is the key. You may know those fundamentals. Yeah, they’re great. They sound good, but, you know, how consistent are you? You know, I mean, we train our people, you know, every single day. We coach our people every single morning from Monday to Friday. You got to be reporting with me, to me. And you know, right now, the big is getting big. We started with just us five people. Right now we have over 30 people every single morning join this team. And all we talk about every day is 50. Minimum 50 call a day. 10 appointments a day, every day.

With 10 appointments, you expect to do three by three a day. You guys get that? Now when you want three by three a day, you will make ten. Ten grand, regardless your level. Does that make sense? Ten grand will keep the poverty away. Ten grand, you will recruit your friends, your family, your broke people, you know, in your neighborhood, because you’re gonna move to that neighborhood anyways, move out. And there’s no better way to recruit somebody. When they realize you’ve made it. When they realize, look, if any of the don’t join, but they know you are hard working individual. And what you do work, many of you right now, you know, I mean, you contribute to the negative stock.

I mean, they’ve been saying about Paul America out there, because you come, you join the business, you talk about a big game, but when it comes to execution, you do not execute in a very proper way. So, I mean, keeping your team accountable is extremely important. Important. And they know that. They can’t speak about anything but big number. Now moving on. Here on this picture, you guys, we see three generations. Right here, you see myself, $1.2 million. Raisey. I’m not sure if Razzie is in the room. Raisey right now is that close to a million dollars right now. Second generation, but we have. What’s that? You know, I’m Jude. Jude and Nikki. Tranquil. Right now, this guy is going over half, close to half a million dollars right now. And you see savvy up here. This is part of our hierarchy, guys.

We have a big, big team coming. And all started with my why I always wanted to be somebody. You know, on my way here, I was driving with my, you know, my siblings Reynolds. And I was driving about my dad. How, you know, growing up, my dad treated me as a slave. Slave, like real slave, where you have no freedom. You can’t say you have headache. You can’t go to. You can go. You cannot go to the farm today. You cannot say, hey, you know, today you can take it, but you can’t say that you go to the farm. You don’t feel good, but you must go. So what he taught me was a work ethic. And I remember one thing that I read.

I mean, I mean, this guy, you know, he spoke about a big game, John Dewa Cafeller, he said something very powerful that hit me hard. He said, I want to be the wealthiest guy ever. And if you guys looking up, you can have. The guy died over 70 years ago. He’s still the wealthiest guy ever as we speak right now. And he said, I want to make sure I live up to age, you know, 100. He lived 97 years old. But he followed what a system. He has a big why. And many of you right now, you have one problem. You do not mind your business. You have one problem. You mind everybody else business, but not yours. And I think it’s time right now for us to go out there and start making some money. This is my license plate.

I kind of hide it a little bit, but this is my license plate. Every single key leaders in my organization, they have a, you do numbers, you have a, you know, a licensing license plate frame just like this one. It says mind your business in the back. Mind your business. Because when you mind your business, you’re gonna get to a point where you recruit, you filtering, you develop people. You don’t have time for anything for anybody. You know, Reno will come, go to the office at 7 o’ clock and leave at 2, 3am now, is that what you have to do? No, you don’t have to. But if you want to win at the pace that Reynolds won, you know, you have to basically go out and do whatever it takes for you to go build a giant business.

You guys have no other choice. My friend, you are a regional vice president or a near term original vice president. You cannot afford not to make money. You cannot, you cannot go back to your friends and family and say, I made a mistake and this thing is for me. Now you are too far in the process to back down. Too far in the process for you to basically say, man, this is it. I’m a toilet towel. I sat down here and I see this thing behind my seat here and it says, join my team. So if that church is recruiting like crazy, they sending invitation for people to join their team, I think you should do the same if you want to build a giant team. Do you think so, guys? So it’s time for us to go mind our business.

Let’s go make some money. Guys, I love you like a family. This is my time. Let’s go in.

This is what I’m talking about. Are you guys excited or what, man? Are you guys reading something so far? When I say so far, you say so good. Let’s try this.

So far.

So far.

I don’t hear you guys. You are RVPs. You’re making money so far. Yes. The next speaker that I’m going to call. Guys, man, this guy doesn’t need introduction. He used to be a cab driver. Maybe you got a ride with him back in days. That was a long time ago. Over 20 years. 30 years ago. He’s the first HMDE Haitian million dollar earner. Not only this, he said that you cannot dare say that you are a MDE if you don’t produce another mde. He already produced one. He’s about to produce the second one. And guys, I would like you to help me to count. Not only is a million dollar earner, he’s a white now. Can you help me out guys? Guys, are you excited for this? Come to the stage, our great coach, Shadman Jennison. That’s my coach.

Thank you, thank you, thank you. Are you guys excited? Thank you. Thank you guys.

Thank you.

I’m excited to be here. Listen, I’m really excited to be a teammate. Listen, I was sitting down here. I hope you guys really understand the power of this thing here. No, seriously, you know, I hope you understand. Andy was talking about, you know, the four types of people. If you are here, you have a problem closing business making money. After this meeting, you should be able to make money without any problems. Would you guys agree? I mean like, you know, seriously Andy, what you just did. Well, there’s a guy, he’s not in Primerica, but he’s charging people to learn about the different types of people and people pay tons of money monthly program. So you guys came here, you Learned it in 30 minutes for free.

John, the master of the fundamental give you the seven fundamentals for you to go learn how to make money. And send attached give you the formula for you to have 100 by $100,000 based shop. The only thing that missing, I don’t think we have enough RVP’s, enough full timers, enough serious people to learn these things here. I’m gonna ask you to do me a Favor. If you’re an RVP right now. So I know this is RVP, meaning if you’re an RVP, stand up. All the RVP, stand up. Let me see you RVP’s. Thank you. RVP. Stay. Stand up. Stay. Stand up. If you’re an RVP, you. You have one RVP, you produce one RVP. Stay. Stand Up. Stay one. If you put us at least one. Okay, so look at the room, if you notice. So most RVP’s don’t have what RVP’s. Thank you.

You guys can have a seat now. This is exactly that. My conversation is going to be with you. As an RVP, it’s great to become RVP. But as an RVP, it’s not enough to be an RVP. They’re talking about, like, you know, RVP’s empire America. I don’t produce RVPs. 90% of you guys don’t produce any RVPs. That’s a big problem. Would you guys agree? And then the only reason you’re not promoting RVP is because you don’t have a big bay shop. Yes or no? Because if you build a big bay shop, you will promote rvp, yes or no? So you are here to learn how to build a big bay shop so you can produce what RVP’s. The reason I’m telling this because I joined parameter in 1996 myself.

It took me nine years to become a vice president or four years to become a vice president. It took me nine years to make $100,000 a year. Twelve years after, I still don’t promote any RVP’s. I have no hope. But once I understand the game, once I make a decision, nine years later, we become SNSD or a million dollars. What changed? I’m going to tell you exactly what changed. It’s up to you what you’re going to do. But let’s see what happened. So if you can see, it says like, you know, if you really want, like, you know, say, you know what? I’m sick and tired being just an IVP without no IVPs under me today. I want you to know you got to make a decision saying that I’m sick and died of it. Nobody gonna change it for. Except you.

You know, one of the questions most people ask is Shaman. After 12 years, you do in America. You’re making only $100,000. What changed? Well, I was getting tired of seeing me go out there selling insurance and go home and do my dance. And I realized I don’t have Any business. Because the day I stopped writing business, my income will stop. Most of you guys right now in that same situation right now, that’s what I ask you. If you have an IVP on the you stay stand up. If you don’t have any RVP’s you’re a salesman. Every day you go out there chasing life insurance. There’s nothing wrong with that. You so you do some investment, that’s great, you make some money. But I want you to know to me there is no business there.

And I don’t think this is the purpose of this company. You gotta make a decision and that decision start with you. Once you make that decision yourself, you know you’re gonna see you commit a little bit more. You’re gonna be more consistency, you’re gonna work harder, you’re gonna have a more discipline. These four things work together. Once you make that decision and once you make that decision, I’m telling Parameka become easy for you. I’m gonna show you the mistake that I made on my first 12 years in Primerica as an RVP and the decision that we make to fix it. Hopefully you can see my mistake. You learn from it. You say you’re not going to make that mistake anymore.

If you look at this one here, which I well when I was an IVP with the IVP’s all my focus every day I wake up, you see here I was focused on paramedic financial services which is I got my life insurance license, I got my investment license at that time I got my mortgage. And then when I go out there I’m more focused on making some sales. It took me 12 years still making about $100,000 a year. Once we made a decision to switch from financial services to paramedica distribution system, this is the conversation that we have. We start prospecting people daily. We’re bringing guests to the app meetings, we start talking about recruiting, we’re talking about duplicate yourself.

We talk about licensing, talking about promotions, we’re talking about RVP’s, we’re talking about opening more offices and we talk about you’re gonna have a true freedom. I don’t know about you guys listen, when I start talking about those things, everything change. People get more attracted to me. It’s like, you know, it’s amazing. People say shalom man, I love this. But for 12 years I was on the other side. Now if you look at this one here, we come up with a system says well a massive recruiting environment, teammates. I don’t care how good you Are if you don’t have an environment where people focus on recruiting, you’re not going to go too far in this business. And you probably say, shama, I don’t have the environment right now. Create it yourself. Create the environment.

Well, if you’re 100% focused on recruiting, guess what your people are gonna do? They’re gonna focus 100% also on recruiting. Then Sena mentioned it. It’s not just recruiting people because nobody’s paying you the IPA for no reason. You gotta filtering them, you gotta licensing them, going to talk about their promotions, premium cash flow and freedom. Well, you know, if you don’t have a big team right now, I’m telling you so when you start talking to your people, they can smell it. What you want as an rvp, you set the tone yourself. Let me tell you why I used to do it. I said, people, let’s go with a good people. We excited, that’s okay, no problem. And then by the end of the month, when I see the month is about to be end, Eric, guess what I say, where’s the premium?

Where’s the premium? Where’s the premium? They quickly realized that I said something, but my action is different. But when we focus on recruiting, we said, we don’t talk about recruiting. We don’t talk about. I said, where you at in recruiting? Where you at? Who do you filtering today? Who’s going to get licensed today? Who’s going to get promoted today? But this is what I know. If I talk about those things here, the premium will follow. Yes or no. We have a high standard in the office. Sinai was talking about it. If you put standards for your people, they’re going to follow weekly recognition for those who have more guests. And I know today we have like, you know, zoom. But you can really make people feel good if they have people on the zoom with them. Because you are in a people business.

I don’t care how smart you think you are. I don’t care like you know, how smart you think you understand the business. If you are by yourself, you have nobody. You’re not going anywhere in America. But the minute you start having people, they could call you dummy if you want to, but you’re going to close business type 2 recruiters recruit most always win. Every time I go to the Florida bolton myself, I said, listen, I want to know who is leading in the recruiting because I know one thing, those who recruiting more people, they’re gonna have more license, more premium, more cash flow. This is what I used to make as a mistake. I used to recruit people to sell. We change it. We could to build, not to sell. What’s the difference? Well, I quit Eric and the business.

I said, let’s put your list together. I’m gonna train you. Eric says, no problem, coach. 25 names. And guess what? I start making phone calls without Eric with me across these people make some sales. I’m good. That was how we could to sell, we switch it. We’re not going to do that presentation without Eric on. Because I’m not interested about the clients. The most I’m interested about for Eric to learn what I’m doing first. And I tell listen, two things going to happen today. If the client say yes for everything, you lose because you learn nothing. But if the client asks a bunch of questions, maybe probably not going to close you still you win because you’re going to learn so much today. How a client can give a lot of objections.

You’re going to learn so much stuff, you’re going to close business once you get your license now again. So we says, you know, you got to keep your light off. We could even all the time. So we have a T shirt. We come up with a t shirt in 2009. We designed this. Keep your light of recording on. Don’t turn it off. And turn it on, turn it off, turn it on. Because you’re not going to go anywhere. We were focused on record first and sell it. So we said like, you know, it was a big problem for me because when we started talking about recording, if these people don’t have any market and we can close insurance, I said, forget ya. I will quit you. But nothing happens. So I go focus on my old clients, give me referrals so I make money.

One day John called me. John said, what’s the problem? I said, john, listen, man, we’re not doing very well. He says, listen, what do you do? I said, well, I record a bunch of people. They don’t have any market. I leave them alone. So I focus on a premium. He said, shaman, you got two business going at the same time. It’s not going to work. Can you merge them? I said, how do I do that? I said, well, focus on filtering them. That little tip changed our business. So we call husband and wife some. You know, the mistake that I make in the past. If I go to the house, I call the wife or the husband. Most of the time I’m attracted more to the men.

I said, I’m going to talk, I’m going to walk Which I’m going to do this, I want to do that. But I find out most of the time the female, the women are more stronger than the men in the house. I said, I’m not going to make that mistake anymore. So when I get in the house, I need to quit both. Because this is what I know. I quit. The man, he get licensed, he get excited. He went a business chargeback show up. Guess what, he goes home, he start complaining. His wife said, I told you this thing is not working. Get out. Get out of it. Because she’s not in the business. But guess what? If you put the wife in the business, she understand the business. And guess what? He came home, he got start complaining.

The wife’s going to say, honey, that’s okay. I. I was in the meeting. Joe got three charge back. He’s still winning. You can win here. So his wife’s going to give him a leverage in the house. Yes or no. So don’t make a mistake to equal only one. We could both. The gambling. The gambling to be the big bishop teammate. So right now, I mean, a lot of people don’t want to talk about it. If you do not have a big bishop, you’re not going to promote RVPs. End the story. Listen, listen. I know in your heart you want to promote RVP, but you cannot promote RVP and 10,000 adventure. People sometimes say, sh, man, you are not afraid. Talking about, why should I afford talk about it? Because I was suffering myself when I have a $10,000 OB. Talk about big Ben shop.

Become an expert and praise your conditions. Always look for positive in people. Tim. Listen, I don’t care. Listen, I don’t care who you. As soon as you come in my business, I call you a superstar. Everybody’s a superstar. Let me tell you why I know about the superstars. Because, listen, you’re probably not in position to win today, but one day something’s gonna happen. Because it took me about nine years to become a vice. Four years to become a vice president, nine years to make 100,000. I was a superstar. But nobody can see it yet. But I know deep inside I was what A superstar. But I had a lot of, you know, a lot of stuff to overcome. What if John says, well, you are nothing. You are nothing. I will get discouraged.

But every time John see me says, man, something special about you. I don’t know, he said that to a lot of people. But I take it personal. I said, john said, I’m special. I’m special. And I start saying to myself, I’m special. Well, Sharmo that you see today snsd millionaires a year. I was not like this at the beginning. I keep working on myself right now in your bishop. You have a million dollars earner in your bishop right now. Start treat them as a million dollars earner. When you’re talking to them. Make them feel special. Let them know they’re special to you. Build personal relationship with your people. Listen, you heard sin are talking about it. Listen, my guys, listen. I say if you have a problem, don’t call your wife, don’t call your family, call me first.

I need to know what’s going on. Because this is what I know. If I put you in the business, Andy, and then all of a sudden, right now at midnight, you have a flat tire on the highway. You call your brother. You don’t call me. Guess what your brother say where you at while I’m on the highway. I got a flat tire, man, my car break down. Blah, blah. He said, okay, I come help you out. Guess what he’s gonna tell you when he come. Brother, you need to get yourself a job. This thing doesn’t work. I know Sharma being pop you up, make you feel good. But this thing work for Sharmo. It’s not gonna work for you. I don’t care how strong you are. At that time, you question Primerica. But guess what?

If you call me and I come, I said, andy, your car back down. Yeah, yeah. You don’t have any money. Listen, I had the same problem before. I’m a multi millionaire right now. You know what’s happening, you’re on your way. That’s a different conversation. That’s the reason you need to build a personal relationship with them. Because when they’re downside here they are down. They call you pump them up. You know, most people become a multi millionaire making in Primeka. They made it Wednesday. Something happened to them. They get to the bottom. They say, enough is enough. Are you going to be there for them? The next thing. Do you know their dreams? Do you know their goals? Do you know their hope? What excited about? Listen, send our test Every time I want to get them excited, I know which button to press.

Because then he’s a guy says, listen, man, I love my country. I want to come in and build a mega business so I can go back home and enjoy my life. All I have to tell him, the money is not waiting yet. You need to make more money. The lifestyle that you describe that you need to have in Haiti, you don’t make enough money for it yet. You don’t build the business for it yet. Let’s keep working. But if you don’t know their goals and their dreams, you cannot lead them. See man, this thing I’m going to show right now almost kill me in this business. Identify your players. You know, sometimes as an RVP or as a leader, you say, man, what’s your goal for this one?

Everybody, every license, people, part time or full time, telling you big numbers, I want to do five by five. Of course I’m going to 10 by 10. You calculate, you take your. You say, okay, okay. I got 20 people license. Everybody says 500. That’s a 200 by 200. You start saying to yourself, you’re going to have a 200 by $200,000 bishop this month. But the money is over. You don’t even do 20. You go back to them and say, man, you’re lying to me. You told me you’re going to do this. Where is it? You see, this is what I learned from Ivan Earl. He said sharma instead of. You get mad with these people. These people are not players, they are bench players. You know what you do with the bench players?

Ask them questions about how is your mom, how is your daddy, how is your dog, how is your kids? Don’t talk to them about Paramerica Premium and Sukuz because you’re going to want them away. But he says your players get them in the womb. Talk to them about the numbers. If the team is down, ask them questions, what the heck are you doing? Why we don’t make any money? You told me you want to become a vice president. Yes. You say you want to make money. Yes. How many appointments do you have? How many sales you close, how many could you do? Have a conversation with them like this? They can afford it because they are full time, they are players. But the part timers leave them alone. That alone save me a bunch of time myself.

I don’t spend too much time with people that say shaman, I came here to make a $500. It’s okay. That’s great. Congratulations. Come on, the environment, do it. But listen, I’m focused on my full timers. I am responsible for those who said I’m full timers and I want to make money. Work ethic, work ethic. This is one thing that I know and for America. If you don’t have this, you’re not going to go too far. Sina mention it. These people listen, they came here, they can work. You got to decide to go to work. And let me make it clear. So I mean, like, in a lot of confusion these days in Primaria when it comes to work, people say, what’s work? In Primerica, I don’t have a bus shot. I don’t. What’s work? Well, let me tell you, it’s two things.

Either making phone calls, set up appointments like John mentioned it, or you’re doing presentation. Anything else you’re doing is not work right now. Let’s say, for example, you check pol, that’s not work. You check your cash flow, that’s not work. Make phone calls and do not call people that already ended business with you. That’s not work either. Motivating them. You’re not motivating nobody. By zero. By zero yourself. Some of you probably right now say, shamay, listen, man, I love that lifestyle. Give me your lifestyle. So that’s why people say, man, tell me what you do right now. Don’t ask me what I do right now. I’m not working right now. No, no, seriously, ask me what I used to do when I tried to build this business. John.

Because right now, let me tell John, if I give you my schedule right now, you apply my schedule, you’re going to be broke. No, I’m serious. I go to the office only three weeks, three days a week. And when I got there, I do my little training here, blah, blah, stuff like that. And I told, guess what? 12 o’ clock, I go to lunch, John, I eat for one hour and a half and I come back again, check the beer, guess what? By 5:00, I said, honey, wait, what? She said, I’m home. I said, we’re gonna go to dinner two hours again. I have a restaurant close to my house. This is my second house. Dad know me. I said, Mr. Charles, Mr. Charles come here every day. And you know, you say, shao Memmi, you’re not supposed to go to work.

They say, listen, I know, but don’t worry, they still paid me last month, 162,000, while I’m doing nothing yet. Listen, no, seriously, listen, listen. You can build this business for three to five years, then you enjoy your life forever. You know, sometimes, you know, join people, try to make me feel bad. Shall we? Men are supposed to do this. And listen, I tell you so, you can do whatever you want. But listen, I work hard, nice time for me to enjoy. I’m still working, but not the same way. Before I will be lying to you if I’m going to tell right now, I’m going to spend 12 hours a day in the office. Like, you know, send us people after 29 years in Primerica. So if that’s the case, there is no life though. Because he said, my RVP station.

I want to have your lifestyle. What do I sell? I sell them my lifestyle. Andy. I say if you work hard, you build this, you have some RVP’s direct to you. You coach them well, they’re making money. Guess what? You can live forever. I’m a personal trainer. I said, listen, I’m paying my money to impress me. You’re not taking me muscle like Eric. Okay, I see the picture. I see somebody like him like this. He said, I work with you. But again, if you work, you build a business for three to five years, you can enjoy your life. We’re still going to go over $2 million. No, we will go over $2 million. You know what I found out? Let me tell you. I found a secret. Let me just say the secret.

All I have to do, get my IVP’s to 100 by 100, include my bishop. You know what? Now my bishop is cranking up. We excited. People say, I want your lifestyle. I want to be like you. I said, let’s go focus. We heard about it before. Double digit should you quit every month. Yes or no? Yes or no. But it starts with you. You see what it says? You get four personal quit yourself. And then guess what? One of them gonna quit right away. Recruit three people for them, each which in 72 hours, that’s a six pixel of four equal two. It got 10. So once you double digit quote a month. You started. You started. This is that. This is the month. For example, let’s say this month here. This is the month of May. This is the month of May. Six months.

You can change your life here in Primerica. As an rvp. As an rvp. If you right now say shamay. I’m not happy with the numbers. You can change it. May, we could 10, June, we could 15th, July 20th. I’m not talking about Andy. Numbers. Andy is a number is crazy. But you know where you at right now? This is where you start. You got nothing going on. You make a decision today. Six months later, you’re going to quit. 135 people. 25% licensing ratio. 20, 33 new codes in six months you produce 33 licensed agent. If you do good job with them, let’s say that 50% of them go produce. Which about 50 license bring you three by two. That’s a 45 by 45 bishop. You’re on your way.

Can you imagine you start doing 50 by 50 bishop but six months ago you were doing about 10 by 10. And if you keep on doing this, you’re gonna take yourself to 75 by 75 bishop. 100 by 100 bishop a month. Let me tell you what I know. Once an IVP start doing a 75 by 75 that IVPs is going to put on some IVPs. One of the question people ask me all the time when do you know you will make over a million dollars a year? That was on September 2010 my Bishop, first time ever even we close over 110,000 sub premium we are number one in the company.

My belief level go up and I said to myself and I studied the numbers every million dollars earned in a company if you really your bay shop costs over 100,000 premium one month you have a chance for you to go over a million dollars. And in September 2011 we did over 162 equals in a bishop. We knew the million dollars will come. Anybody can do that. This is the formula here. This is the formula that we have for us. We said listen, if you want to build a million dollars business, you can have it. But let me tell you start with a decision yourself. You make a decision, you’re going to go to work. You made a decision right now. You’re going to commit to this. You made a decision right now. Listen, you’re going to put discipline on you.

You’re not going to work when you feel like when things good. You’re going to work every single day until you build this business. And by the way, you should never go to the restaurant. You pack your lunch, 12 o’ clock, you eat something fast. 20 minutes, 15 minutes, you’re done. You go back on the field again. The schedule is very simple. You wake up early in the morning. You do not come back home until 11pm every day. You tell your wife you’re not going to see me for three to five years. But after three to five years we’re going to be together forever. You go to work when like saying I mentioned it before, you mind your own business. You focus on making phone calls and appointments, working with people every single day. Making money, train people, develop people.

Let me tell you five years later, mtl, you’re gonna be so happy to build these things. You listed the formula here. You need to have about 61 in six months yourself. Step two, start developing digital good every single month, double digit right now in our organization every Tuesday night of the month. The first Tuesday of the month we have a call. A million dollars call is for below IVP’s. For you to speak in that call, you have to do that 10 equals in a month or 10 by 10. Last time we had. We have 47 below IVPs and that call. Thank you. Let me tell you the top five, they’re doing a 60 by 67,000 sub. We have division, they’re doing 50 by 50. We have district doing 40 by 40 in that car.

Let me tell you what you see right now is nothing. We come in with full force. This is what we say here. This is why we say we don’t hide it. We say this is our time. We’ve been waiting, we’ve been working hard, but this is our time. I don’t know how long it’s going to last, John, but this is our time. This is our moment. Everybody in my organization knows about it. We brag about it, we talk about it. We’re gonna take over the Florida. You guys not clap, it’s okay. We’re gonna take over. I’m telling you, we’re gonna clap. We’re gonna take over. This is our moment. 15 to 20 direct, full timers in your bay shop. Solve all your problems. When I say full timers, we’re talking about minimum 10 by 10amonth. And the last part here, 10 diacal VPs.

I have 10 diacal VPs. Nine of them making over $100,000 a year. Only one is not making 100,000 yet. Now we have 32 RVPs, 24 of them making between 100,000 to $1.2 million. Listen, listen. I’m thinking about this. I said my goodness, it took me about 12 years to figure these things out. But the day we figure these things out, our lives change forever. Say Matthew, are here for a treat, you are blessed. I’m telling you don’t know how much you’re blessing to be here. Let me tell you because people that’s making mistakes before come to you right now telling you do not make that mistake. This is the way I would follow it. You don’t need to be a wacky scientist or genius or super intelligent. All you have to do is say I’m not gonna make that mistakes.

And you listen, you follow. I promise you, I promise your next three to five years gonna be different than the last three to five years. And I can’t leave this stage without saying thank you to my great friend like, you know, Dave. Honestly when I came to the Tampa school, we didn’t have any RVP’s. I remember my first RVP’s I promoted, that was David Weatherlies. And the second one, it was like Immanuel’s event. The third one was Senate. And you know all these RVP’s they were promoted in that school that you put together for us. And I know how hard it is seriously to put a school together because I tried once, okay? No, seriously, I tried once. This is a hard work here behind the scene. You guys don’t know.

The only thing that I see missing right now, Andy, to be honest, I don’t think enough IVP’s plug in. I don’t think enough IVP understand what you guys doing right now for them. Because there is no other school like this here in Florida. This is the only one. If every single one of you right now go back home and say, listen, you know what, it’s my time. I’m gonna go to work, I’m gonna spread this news, I’m gonna let everybody knows about this. I promise you the next school we have here, we can fill these things here. And I promise you now you’re gonna change your life. Going to change so many other people lives. Guys, I’m excited. Thanks you for having me. So I guess we’re going to do some big thank you.

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