Ever feel like you’re spinning your wheels trying to build your Primerica team, but nothing seems to stick? You’re not alone. Many reps struggle with finding the right recruits and building a strong hierarchy. It can be frustrating when you know you have the potential, but the results just aren’t showing up. But what if you could change that? What if you could learn the secrets to building a super hierarchy that thrives and grows? That’s exactly what Diana Macias dives into in this powerful session. She shares her personal journey and the strategies that have helped her build a successful team from the ground up. It’s packed with insights and practical tips that can transform your recruiting game. Don’t miss this must-see moment where Diana reveals the breakthrough tips that can help you turn your recruiting challenges into triumphs. Watch the video below and get ready to take your business to the next level!
Video Transcription:
ԬӬAll right, all right.
Exciting.
Very exciting.
Thank you so much, everyone.
I really had a great time.
It was fun.
So as they were guiding me about what to talk, because, you know, I’ve talked a couple times, but I never telling Omar, when he said, you gotta talk four times, I’m like, what? Like, why don’t I talk about four times? You know? But they say talk like, what were your fundamentals? Like, how do you did it? How do you do it? How did you start it? And I just feel like I just started, like just yesterday, you know, I just.
I feel like I’m still starting, like, I’m still always going.
And some of the things that I implemented, I’m going to show you to you guys here.
I don’t know if any of you guys have seen that picture before.
”¨”¨Okay, you guys all should see that, because that’s a book that’s free in the Primerica Online website that’s called Building a Super Hierarchy.
And when I was brand new, I got that book because I was excited about the business and I learned some of the concepts that literally helped me so much building our business.
So let’s talk about some of the things that it says in there, right? So it says having a builder mindset.
When I was outside, some people were talking to me about, how do you close the sale? How do you do? I’ve never thought about, how am I going to close the sale? I’ve always thought that the key is to build, is how many people can I recruit in my team? ”¨”¨So you first want, if you’re brand new, if you’re in the middle, wherever you are, you always want to be building direct legs.
That’s why they were recognizing all the direct recruiters, because the direct is the one that’s always going to win.
So you always want to think about, who can I build? There’s no time that I’m out there thinking about who can I sell the product? I’m always thinking, who can I recruit? Even if I’m prospecting, even they bring it to a house and they say like, oh, yeah, I love the financial house.
I’d love to get life insurance.
I say, absolutely.
Let me tell you the rest of my presentation and then we’ll talk about the services because I want to make sure I don’t miss on that recruit, right? So we get one direct leg.
So one direct recruiter.
”¨”¨What’s a leg? It’s from there we’re going to try to get people below them.
And so when you.
If you look at some of the Numbers yesterday, like I never have done.
And I admire some of the personal recruiters that came here that have done five, 10, eight direct recruits.
I’ve always done like two, three.
I mean, the ones that I really wanted to do, great job.
I did four, you know, so I’ve never been a great direct recruiter, but I’ve been always very good at taking me to who’s your closest person, who’s your best friend, who’s your husband, who’s your take me to the closest person.
So I can build from there and then I can have three, four people within the next two, three days for that person.
And he says in there, recruit people that want the business.
”¨”¨And even right now, we’re having that great breakfast that we had.
Congratulations to all the qualifiers to the breakfast.
That was some of the questions too.
They have is, I’m not looking for who am I going to save? Even though we save people, Because I got saved by being here.
I’m not mean religiously, but right from.
From being broke, I’m saying we.
I’m looking for people that want an opportunity.
And it’s usually not the broke one that wants the opportunity.
It’s a person that’s doing something great, that wants greater.
So stop looking for the people that are like, you know, and with all due respect, unemployed for the last six months, living outright.
Those people don’t want to really do anything.
And you’re not going to change them even if you show them the opportunity a thousand times.
ӬӬLook for the people that are looking for opportunities.
So see that? How do you look for them? You sit down with all the people, a lot of people.
Some people are going to say, well, let me think about it.
Great.
Think about it.
I’m not a fighting objections person.
You want to think about it? Great.
Come to the office.
You want to come.
Great too.
I’m looking for people that want opportunities and I want to always get more people into trainings.
It is key that we’re talking yesterday about training.
You got to have your people in the ambience because not even me, Glenn and Lee, like, no one’s good enough to replace this.
You’re not good enough out there in the field to replace what it is to be around other people, other stories, right? ”¨”¨So you got to work on always bringing the new people and the old people with you, right? So how do we maximize earning potential? So we all came to make money.
So how do you go about it? We first go white and you always have to think about who can I recruit? Like Right now that I’m moving diamonds, I’m not going to say I’m trying because I’m moving diamonds, what do I think about? I don’t think about how can I work my people more, how can I run more incentives so they do more.
I think about how many more people direct I can recruit so I can develop new leaders.
So I’m always thinking I need to recruit more directs so I can develop new.
So I’m always going to go white.
First a couple directs, and then I’m going to go deep.
ӬӬWhat does deep means? You go down on people.
So you get one that gets one that gets one like the picture was showing.
So for the new people, if you don’t understand that, you still take pictures and write that down, you first want to go.
So when they ask, when you think, oh, I just don’t know enough people.
Trust me, everyone knows enough people.
The majority of our hierarchy is built with people that just been in the country for a year or two.
Like someone told me the other day, call me, and he said, oh, I need some help.
I need some guidance.
I could download from a download from.
I say, okay, I just couldn’t find the right people.
I’m trying to look for the perfect prospect.
I’m going to events.
I’m like, wait, how long have you been in the States? ”¨”¨Oh, I was born and raised here.
You have no business trying to look for people in events.
You have a whole list of people that you know.
So even if you’ve been a year, two years here, you know people that know people.
Right.
So wide and deep.
And I’m going to go fast over some of these concepts.
But I love this picture because this is what I understood from the beginning.
Some of the people want to just get two or three and make them.
And I have a lot of growing to do when it comes to knowing all the services and becoming great.
But you want to get people that are like the gray area.
Those are people that you want them to just be great and squeeze them out.
I hope they’re great recruiters, great at investments.
”¨”¨I’m going to teach them everything about every single product.
And what I realized is like, okay, well, I don’t have all that knowledge yet, but I can get a bunch of people if we go to war together.
Okay, if we go to war.
And again, half this room and here, they just get the front two tables, but half this room.
You guys are really bad shooters.
You guys have never used a gun, but we just gave you A couple guns, a couple trainings, and you guys still suck, right? But we go to war, and they go here, and these are just like 10 snipers right here.
And you guys go out of war, and you guys get your gun out and start shooting.
Who do you think is going to win this team right here? Trust me.
ӬӬIf you guys, we all get the 300 each side, we get gun, and we start shooting, boom, boom.
We’re going to win.
Compared to the five snipers, that’s for sure.
Even though they’re great, there’s so much they can do at a certain time.
And so that’s what I saw in that picture.
I said I first had to get bunch of people that they can all do clothes, one seller close.
And then little by little, I’m gonna get the snipers, and those snipers are the RVPs, right? Little by little.
But I still want to build that army first.
Right? So the building principle, I always think this.
There’s only one thing you can control in the business.
And we get frustrated because we.
We can’t control what the plant’s gonna do.
We can only control how much we’re planting.
So what does this mean? ӬӬOkay, you go out there, you request three, and then you call frustrated.
You’re like, it doesn’t work.
They’re not doing the job.
They’re not right.
You don’t know what’s gonna happen with the plant.
I know I put the seed, and depending on how many seeds, some seeds are gonna grow.
Little trees, medium trees, big trees.
I don’t know which one’s gonna be.
So all I have to do is what? What do I have to do every day? I got a plant, I got a plant.
I got a plant.
I got a plant, I got a plant.
I cannot ask for a fruit for a small tree to give me a bunch of tomatoes.
It’s not going to do it.
That’s why there’s some people that, like, they were saying with your presentation was amazing.
Like, right, if they.
”¨”¨They only want to do three by three, you’re going to have some of those that say, what’s the minimum I can do? That’s all they want to give me.
That’s the small tree with small tomatoes.
That’s fine.
I love you too.
Give me one tomato a month.
That’s all I need.
Right? That’s one up.
That’s all I need.
That’s fine.
Because I have other trees that after planting a lot are going to tell me, yeah, I want to do 50 by 50.
Great.
Right? So that’s so all I can control.
Don’t get frustrated when your numbers are.
The only reason if your numbers are not where they are to be is because you’re not planting enough seeds.
Because if you plant, you always gonna harvest, right? It doesn’t matter.
I mean, you’re always gonna harvest.
Especially this hierarchy, right? ”¨”¨So what are the things that people get into panic mode where they’re in the business? What are the things.
What are the things that get people out of the business? Lack of money.
It doesn’t matter how much you love for America, and it’s running through your veins, and I just love it.
And right.
If you don’t have money, if you cannot pay your bills, if you cannot bring milk to your kids home, you’re gonna be in panic mode.
And then you can’t close because you can tell, like, you’re in the kitchen table and they’re like, well, I just need to think about it.
But please just come with me.
I promise I’m gonna change your life.
I pay for your iba.
I hear it all the time.
I’m like, whoa, would you do that? It makes absolutely no sense, right? ”¨”¨That’s why, because you’re in panic mode.
You lack of money, lack of activity.
So you’re thinking all day long.
I mean, every time you have no activity, like, there’s like room for the devil.
Like, there, he’s just telling you, like, you suck.
You’re not good at it.
You’re not doing what you’re supposed to do.
You’re never going to be successful.
So if you’re full of activity, even if you don’t close anything, you come home feeling like a champion.
I did 10 appointments, didn’t work.
But tomorrow is going to work.
So lack of activity will also make you right.
And lack of definite business philosophy.
What do I mean by that? Just, just follow your leadership.
Like, follow your leaders.
Don’t change it.
Like, one day you’re like, oh, I’m gonna do the presentation this way.
Oh, no, I should just focus on closing.
ӬӬOh, no, I should just focus on this.
Oh, no, let me change the presentation.
I heard this one from Pol.
Just have one way.
My way is building.
I’m always gonna be a builder.
I’m always gonna recruit people so I can train them.
That’s right, our business philosophy.
And then obviously, what do we want? Do we want a lot of people doing a little or few people doing a lot? I want a lot of people doing a little bit.
That’s our business is distribution.
It’s a simple Process.
If I would have gone trained by someone absolutely technical, that would have taught me all the ins and outs about everything, investments, F and A stuff like that, I would not been here, I promise you.
Because I wouldn’t say there’s nothing, no way I can do that.
ӬӬI have to admit, when I was studying for my Series 6, when I was starting for my life insurance test, I freaked out.
For my series six, I freaked out even more.
Says I don’t understand anything that’s on this book.
I don’t get it.
Do I really have to get licensed? Because it was for me.
It sound like Chinese.
Like it just so if you make it so hard for you people to think that this is an impossible business, people are not going to do it.
But if you make it simple.
I went on a couple presentations with Miguel and I heard the presentation.
I say, I can’t believe that this is what he does all day long.
And it’s the same presentation, the same joke, the same laugh at the same place.
ӬӬI can definitely do that and make more money like he does.
That’s what I thought.
I didn’t know he was going to be so fast.
But I’m still working on it.
I’m kidding.
I’m not competing with him anyhow.
But.
But it makes sense.
And so, and so.
And this is a true story.
Years later, Cherry Ballot took us to a school.
When Miguel and I.
This is after I was probably over 300 and we had done.
We haven’t done appointments together for like four years since he trained me.
She was very smart.
She took us for a dinner.
And then she says, after the dinner is done, she says, okay, I want you to do the presentation for me.
So Miguel, first he did the presentation, then I did it.
ӬӬI swear I was laughing because it was the same exact presentation that we had.
The same one.
We have the same jokes, the same.
Everything was the same.
And that’s what you need to do so you can have a lot of people doing a few things.
You need to make it simple, easy, fun.
Don’t change and don’t.
Don’t try to be too smart.
Don’t try to show you know everything about investments.
Actually, people like more when you are you.
What people love when you just make like the real jokes when you go into their house.
When you’re honest about like, hey, sometimes there are questions.
I say, hey, that’s a great question, man.
You know, no one had ever asked me that.
Let me ask and I’ll get back to you.
”¨”¨Like, there’s no problem with saying that is worse if you try to be who you’re not.
Right.
So we want to make sure that we have a lot of people doing the same thing so everyone can recruit a few people.
And how do we give people, everyone the opportunity? We sit down with everyone.
The second thing we are to do for people is bring them into the meetings.
When you don’t tell people to go to the meeting because you think, oh, the going to tell me no, because they’re very busy, I know them, I have to go slow because maybe they’re going to take it wrong or you’re actually harming them.
Because what’s going to captivate people heart? It’s not you, it’s the environment.
So bring everyone to the environment and let the environment do the job, you know? ”¨”¨So like that’s why I was telling the people from here in New York, New Jersey that I have here come.
Because what you guys are doing for me, when the leadership’s here, when people winning, you’re doing the job that I cannot do by myself.
Right.
And give everyone an example of success.
There’s.
It’s impossible to build a team if you’re not an example of success.
Even if your upline is the best upline in the world, they’re following you.
Oh, Diana.
But I’m brand new.
I don’t make $10,000.
I used to recruit when I had.
When I closed actually my 3×3 because Miguel was traveling.
So I wasn’t making money yet.
But I was an example of success because I was recruiting already.
And then you make your first 500 or your bonus 600.
You’re already an example of success.
ӬӬThe next month you make a thousand, two thousand.
You’re an example of success.
Right? Okay, so I’m just going to show this just because it’s on the book.
But I’m going to go over this.
But he always says out of 100 people.
And this has always impressed me.
So why am I good on licenses? First? Because I come from a hierarchy of licenses, obviously.
But I saw this book, I say sometimes we drop the ball.
Because he says out of 100 people, you should have 50 license reps.
That’s a 50% rate of licensing.
And our average in the company is what, like 18% or more? So we really kind of dropped the ball compared to that time where they were really building.
But if we get at least to get 18%, 20%, your team will explode.
So there’s.
You got to go prospect people.
”¨”¨It’s A and out of 25 rupees, you have one strong.
Out of 50 reps, out of 50 license reps, you have one RVP.
And I love what they were doing here about the auction, about who wants to go RVP, 20 licenses, 25 license.
I thought that was great.
Because if they will ask me, I’ll say I give you 100 licenses.
Right? Which is what I did.
I came out of 100 license when I was a regional leader.
I have 100 license.
I gave 75.
I came out with 25 licenses.
Right.
Thank you.
Now, compression activity, like collapse your time if you do it slow.
And I put a picture of a plane and I’m far from being an engineer, right? ”¨”¨But if you look at a plane, when we all got into the plane, the reason why we feel all that pressure when it’s taken off and probably, you know, Keith knows a lot more about this than I do, but it’s because it’s all the effort and the activity, all the effort of the plane, it’s being placed as we’re taking off.
So it feels horrible.
You feel like you’re tied up to the chair, your ears pop, everything.
It’s uncomfortable.
But once he takes off and he goes to a certain altitude, then it kind of relaxes us.
And you see, they take off the thing for the seat belt.
You actually see the pilots going to the bathroom and stuff like that.
It’s the same on the business as you take it off.
You have to put all your energy into the business.
”¨”¨What’s all your energy? All your energy.
What, what do you mean by all my energy? All my energy? What does that mean? No days off? No days off.
What does that mean? Talking on the phone with people, not important for the business, not leaving your family aside for a little bit.
So you have to put all your energy initially.
But if you collapse it and you do it during a period of time that doesn’t have to even be that long.
I really think like two, three years of really, at least that was my story for three years.
I put everything I had into the business.
Time wise, family wise.
My mom was offended because it was my brother’s first.
And she says, what do you mean you’re not coming? I said, how old is my brother? Okay.
I’ve been in 41 birthdays.
”¨”¨If I miss one, I don’t think it’ll be a big deal.
Right? And that’s just because I was in the building stages.
Actually, it was less because I’m less older.
Than 41.
So don’t start making numbers during your.
Right.
So it just compress the time.
Because otherwise, right, if you’re on that plane, you wonder, I wonder why I never have a team.
Because then you just put all the pressure, right? And I’m not a good actress.
But if you are in a plane and you’re sitting there and you get all that pressure when the plane’s coming and then your head does this because he stops, right? You’re like, oh, my God.
The pilot is like, not good.
Something’s wrong, something’s wrong with the plane.
They do it again.
ӬӬTaking off, you get nervous, you give, you know, hold Mary, all that stuff and then taking off, and then he stops again.
By the third time you get off that plane, you say, you know what? I don’t think the pilot knows what he’s doing.
That’s what happens on sometimes in our business, to just get it done fast.
In that way you can, right? You can be an altitude and be easy.
So go wide and go fast.
One man every month for 12 years.
Some people say, yeah, I’m going to recruit one.
When you look at the one that you recruit in March, if you’re in March and you recruit in January, he’s dead already.
But if you get in, you just get those 12 recruits in just one month.
That’s all you need.
You get 12 or you get 3 recruits directly.
4 recruits.
ӬӬ4 recruits.
4 recruits.
Four recruits in three month period.
I promise you can build from there.
You don’t need to go get 30 on your first month.
You get four and you get those four, get three and you get those right? And that’s how you can build.
And I’m going to show in the next picture.
I’m going quick.
So these are my fundamentals, okay? This is what I’ve learned.
This is how I use it.
This is kind of how I implement it, because that’s all right.
So I use primary card resources.
What do I mean by primary care sources? We have a freaking bonus.
I mean, Omar shorted yesterday.
Like, you get paid for all those licenses plus bonuses.
And I saw that when I started because I had paid for all my license as a nurse practitioner.
So use the resources.
”¨”¨What does that mean? How many agents on your team are getting that bonus? If they’re not, you’re not using primary care resources.
I love to build with their money, not my money.
If they were to say, every agent that you have to give him 600 out of your pocket, I’d Be like not sure.
But if they tell me you can give whatever you want to your agents and bonus wise while you train him.
So I use that.
I recruit with the only purpose of licensing.
What do I do first? Ask me what do you do first? You get them to three by three.
You get him licenses.
I do them at the same time.
Now if he’s not putting appointments, come to the licensing class, right? ”¨”¨But I’m always going to talk about license because that’s the only reason why I recruit a lot of people.
I don’t recruit a lot of people so I can get what you premium.
I get premium through the recruiting.
But I don’t do it without purpose.
I do it so I can get them licensed, so I can train, so they can make money.
So I can make money, right? So I don’t see the recruit as a dollar sign, right.
I mean I do on the long run though, but I don’t see the recruit like I’m gonna recruit.
I’m gonna get 10,000 tomorrow from that guy.
Okay, now three by three in 30 days.
Okay? And I really believe 30 days is more than enough time to do that.
I own the players are going to do it in two, three days.
”¨”¨The players say, who’s your mom? The players like me.
It was whose policy? Okay, well my brother, my mom, my sister in law, my brother said, no, I don’t need it.
Yeah, you need it.
Give me your social, give me your credit card.
You need it like you get it done in two, three days, right? We do 3,500 in premium in the first month with the license.
Why? Because we want an active agent right away.
I want people to learn to close with a license and division leader in the next two months.
So you get recruited you right away.
Those have been the ways that I have built the business right, Little by little.
So building a team.
I know I don’t probably you guys can see this, but I put this text because it’s not as hard as we think.
ӬӬOh, send me a speech.
Why do I tell them why? This is someone that I used to work with for years at the hospital.
I haven’t seen this guy in probably, I don’t know, years.
I quit the hospital a long time and I was looking for people and I went over my phone, I did my list, I can I say, oh, let me text Aiden, right? He’s a physician assistant and I text him and I heard his boss died.
So I say, perfect time to text him.
So I say, hey, I know.
Rah, rah.
So he said she thought it’s very cute.
Lucy McCallis is what, the physician that died? Oh, I can imagine that was tough right away.
Hey, let’s meet up.
I want to show you what I’m doing and also catch up with coffee.
Okay, sounds good.
That’s all.
”¨”¨How do you perspect? That’s all you need to say.
Hey, what are you doing? Let’s go have coffee.
Like it doesn’t have to be end from there.
I got bunch of nurse practitioners and physicians assistants.
I got these people all the way to regional and they’re like right there.
They’re not, but it doesn’t matter.
I develop another leg.
Right? So it’s not as hard as you think it is.
Oh, my time’s up.
Okay.
Anyhow, your recruit is not a recruit until you don’t have a recruit below them.
And you want to always go down and get at least four people.
I always think, now I’m direct to Miguel, so it doesn’t work all the time.
”¨”¨But the average number says that only the fourth person is the one that’s going to do so when I recruit you, like if I recruit Chris, I’m in a hurry to get him someone right away and get another one.
And get another one because tomorrow he’s already gonna quit.
So I have to hurry because I know he’s gonna quit.
So I need to get another one.
So I need to get another fast.
So in that way I don’t lose what I did because my time is precious.
I don’t want to be there two hours in the house.
Oh, he quit.
I want to get at least four new recruits in there.
So at least it was worth.
Right? I’m gonna go quick through here because my time is up.
And this is the power of that.
Three by three.
”¨”¨And we think it’s just one recruit more.
But look at the difference between if you recruit two and you go by two and then two, you have 32 people.
But if you just think about helping bunch of people doing three, you have 343 people, right? We’re gonna go through here quick because I my time went on, but this is where I went.
So I’m gonna finish right here.
So you believe level runs in direct proportion with your success.
If you don’t believe in yourself, if you don’t believe that you can do it’s going to be very hard to be successful.
But from all the people that you heard here today, that you’re going to hear still everyone that comes from different industries, different backgrounds, different family, different ages, because we heard young people, older people, everything.
ӬӬYou have to believe somehow that you can do it.
You can go get three that do three.
And it’s really not that hard.
And this is how I believe I am.
So with that being said, guys, thank you so much.
It was really my honor to be here, and I thank you, Keith and Danielle, for the opportunity.
