Executive TLDR

• Personal production is the foundation of leadership and duplication.

• Recruiting without premium is noise — profitability is the real scoreboard.

• Protect QBI relentlessly to prevent chargebacks and instability.

• Build width or depth depending on your season — never both at once.

• Growth must be intentional, structured, and sustained through standards.

Video Summary

Finish What You Started

Success is not about starting strong — it is about staying long enough to win. Everyone’s goal is different, but the principle is the same: stay until you get what you came for. Delays do not mean denial. Endurance separates participants from champions.

Personal Production Sets The Ceiling

Leadership begins with example. If you are not producing, you cannot expect duplication. Teams mirror their leaders, typically producing at a fraction of their output. Raise your personal numbers, and you raise the organization’s capacity. Lower them, and the organization contracts.

Recruiting Is Not The Business — Premium Is

Recognition does not equal revenue. Recruiting volume without submitted premium creates the illusion of growth. True business strength is measured by:

• Premium submitted

• Cash flow

• Net profitability

• Persistency

Plaques do not pay bills. Production does.

The Weekly Meeting Reflects Business Health

Attendance is a diagnostic tool. If recruiting rises but meeting attendance stays flat, retention is broken. New recruits must be personally connected to the system in their first 30 days. Culture is not assumed — it is reinforced weekly through standards and engagement.

Licensing Creates Leverage

There is no “unpassable” test — only persistence gaps. Licensing expands opportunity and income potential. Speed does not matter. Completion does. Every additional license increases your leverage and your long-term stability.

Promotions Must Be Earned

Promotion standards exist for sustainability. When production does not support a contract level, instability follows. Higher contracts require higher consistent output. Negotiating standards weakens the system and damages long-term credibility.

Width Versus Depth Requires Strategic Focus

Growth happens in seasons. When building toward leadership levels, width matters — new legs and fresh momentum. Once structure exists, depth strengthens existing legs and increases stability. Attempting both simultaneously splits focus and weakens results.

Double-Digit Recruiting Is The New Baseline

Ten recruits is no longer exceptional. However, recruiting must convert into producers. Volume without development creates churn. Momentum requires overlap — early recruits and later recruits growing within the same system and culture.

Protect Quality Of Business At All Costs

Quality of Business determines sustainability. Strong QBI requires:

• Proper underwriting discipline

• Accurate needs analysis

• Pre-authorized payments

• Appropriate product fit

• Client follow-up systems

You cannot out-produce poor quality. Chargebacks will erase momentum faster than recruiting can replace it.

Build By Design, Not Emotion

Referencing The Matrix, every contact is either the one — or the one who leads you to the one. Most people will not join. After clear objections, pivot to referrals. Growth becomes predictable when built intentionally rather than emotionally.

Work Is The Controllable Variable

Do not ask for outcomes you are unwilling to work toward. Effort is controllable. Activity is measurable. Results follow structure. Miracles are for what you cannot control — production is within your control.

FAQs

1. What is the main message of the training?
Stay in the business long enough to finish what you started, while building with structure and standards.

2. Why is personal production emphasized so heavily?
Because teams duplicate behavior. Leaders who produce create producers.

3. What is the danger of focusing only on recruiting?
Recruiting without premium leads to instability and false growth signals.

4. What does QBI stand for?
Quality of Business — the measure of how sustainable submitted business is over time.

5. Why are chargebacks so harmful?
They erase income and destabilize momentum faster than new production can replace it.

6. How can meeting attendance indicate business health?
Low engagement signals retention and duplication problems.

7. What is the importance of licensing?
Licensing expands leverage, product access, and income potential.

8. Should promotions ever be negotiated?
No. Promotions must reflect sustainable production levels.

9. What does building width mean?
Developing new legs or frontline leaders to expand structure.

10. What does building depth mean?
Strengthening production and leadership within existing legs.

11. Can width and depth be built at the same time?
Not effectively. Focus must align with your current season.

12. Why is double-digit recruiting no longer dominant?
Because market competition and scale have increased — higher volume is required.

13. What determines strong QBI?
Client need, health qualification, and financial suitability.

14. Why do some organizations stall despite recruiting?
Because development and retention systems are weak.

15. What does “build by design” mean?
Growth should be intentional and strategic, not emotional or reactive.

16. What role does accountability play in growth?
It ensures standards are upheld and production remains consistent.

Glossary

Personal Production
The direct business an individual submits themselves, forming the foundation of duplication and leadership credibility.

Premium
The dollar amount of submitted and issued business that generates revenue.

Quality Of Business QBI
A measurement of business sustainability based on persistency, client suitability, and retention.

Chargeback
The reversal of paid commission due to policy cancellation or lapse.

Width
Expansion through developing new frontline leaders or organizational legs.

Depth
Strengthening production and leadership inside existing organizational legs.

Duplication
The process by which team members replicate the systems and behaviors of leadership.

Persistency
The rate at which policies remain active over time, reflecting business quality.

Transcript:

Oh, I see. So I see. You guys like to turn up at the end. You know, a lot of energy here after lunch. First of all, kudos to all the regional vice presidents and obviously Dave and his family. You know, what you typically see after a break or a lunch is you see about 25% of the people end up leaving the event. So. So for each and every single one of your leadership, that’s a massive deal. And especially for each and every single one of you that have participated and stayed all the way to the end. Tessa, that was an incredible video. And it isn’t just about people quitting. It’s about people staying till the end. Right? All the way through, get the job done.

The theme of the event is about winning the game and being in the game or getting back in the game. All of those connotations all make complete sense. And that’s what you’ve got to do here in your business. You’ve got to make sure that you finish the race. And that’s going to be different for everybody. At the end of the day, when you’re at the conclusion of your primerica journey, just make sure you got what you came here for. Right? Whatever it was that you came here for, that’s going to be different for everybody. Everybody’s not supposed to be a million dollar earner. Everybody’s not supposed to make a half a million dollars. Some people, were talking about that with Dave and his family.

I mean, he makes 200 and 5300 thousand dollars is living a dream life for what he’s getting out of it. Does he want more? Yes. Is he going after more? Yes. But thus far, he’s living a life of his dreams. Don’t ever try to live your reality through the concepts or the thought process or the eyes of someone else. Get what you came here for. Whatever that’s going to take for you. 10,000 a month, $20,000 a month, 100 grand a month. I don’t know what that is, but get that done. See this, as we’re concluding this event, it’s about getting it done and getting it done in a timely manner. Now, some of you are going to move fast, right? Some of you are going to reach some you’re going to deal with some obstacles.

You’re going to have some adversity that might slow you down a bit, but it still doesn’t listen. It’s all about whatever it is that you’re supposed to get, right? It can be delayed, but it’s not denied. Oh, you didn’t miss that y’all are not praying with me. It can maybe take more than you intended in terms of time, but what was set aside is still set aside. Does that make sense? All right, so we are going to jump on in here and we’re going to talk principles now, right? So we really talked. The last one was more how to. These are some aspects of the business that you need to focus on so you can win the game and you can win it correctly. Right? See, sometimes you can win the game, but it was some sign stealing in there.

It was some recording going on. It’s a little blemished. Didn’t have to be that way. Right? All right, so here are your championship principles. Principle number one, everything starts and ends with your personal production. I hear you. Oh, I’m a builder. This ain’t about me writing business, blah, blah. Cisco and Ba don’t want to hear it. At the end of the day. I thought that was also unbelievable that Tesla was saying, you are the team until you build one. Don’t have that philosophy. Don’t be that person. Oh, I’m a builder. I’m building a team. Don’t worry about my own personal. How are they going to learn how to write and you don’t write. How are you going to lead by that example? Right. If you want a team, by the way, let me give you a little insider on team building.

Your team leaders are going to do half in production of what you do. So you see the great Layton Brown, right, and all the great things happening in his base shop. It was easier for him to get to a big base shop because he started with high personal. Then when he started to find leaders, if he’s already writing 15 or 20, well, the leaders don’t feel comfortable writing five, they going to write ten aside. This is key. This is on you. Now. Again, there are all kinds of philosophies. In primerica, we talked about that in a block of, you know, people ask, oh, what’s your rvp promotion? What’s your district promotion? All this kind of stuff. That’s whatever’s going on in your hierarchy, whatever’s going on in your region, whatever’s going on in your state, right?

But the numbers I have up there are just kind of common. Now, you do understand that more is better, but this is kind of a baseline. Is everybody with me? All right, so this is a little bit, all of this one, because this is a lot of conceptual stuff with our time. I need you to engage with me so we can really get this going. Is that good? Okay, so I need you to pay attention. Wake up. We good? Okay. We need you to get directs. Right, but what’s in parentheses below that? Say it again, one more time. It is what it is, y’all. It is what it is, and it doesn’t matter. Let me emphasize to you again, it doesn’t matter who you are. It matters who you recruit. You could be a single. No kids, it doesn’t matter.

But who are you targeting? You see, it’s crucial I say at least three now somebody’s. Oh, well, you should get four. Okay. Four is better than three, but not less, because you can easily turn three directs into ten team recruits. And that’s entry level into the building game. Entry level. That is not winning. It used to be winning. It was winning five years ago. You just get double digit and you’re going to be fine. That’s a different slide. I’m just giving you a little bit of heads up on it. Work that into your brain. Twenty s the new ten. But let’s start with ten. If you don’t get three directs, you ain’t getting ten recruits. More than likely. Got it. Personal production. There’s a range there, isn’t it? There’s a range. You understand what a range is?

It’s like from one number to another number. Okay. Anybody secure his license? Okay. When somebody doesn’t understand, the numbers aside, I just say they’re not securities licensed from five to ten. Now I tell Layton 5000, and he’s like, oh, my God, five damn thousand. Well, maybe if we’re in a different state, in a different hierarchy. You speaking with 5000? I’m just keeping it real. That’s why there’s a range, right? You got your own personal management philosophy. I used a great example in the locker room. Write 5000 all day long. But you’re probably going to have to increase that last month number if you’re going to make it here. But that would be a business philosophy, right? Just like I spent a bunch of time with Dave and his team. Dave is going to have a hybrid business. Dave may never run $100,000 base shop.

He might run 50, 60,000, but he’s running 2 million in securities. You mad? I promise you Dave wife ain’t mad. So that’s why there’s a range. You can’t do less than five. Are y’all serious? See, what I wanted to do is, while were doing the rally contest, which I thought was awesome, how many y’all writing? What? Oh, you thought you were gonna get off on the last talk. Showing up is the beginning. Good stuff. We writing. What we doing here? Which I don’t know if they are or not. I’m just saying, does that make sense? We got to get the people that are showing up. We got to get them writing. You mean recruiting? No, I didn’t. I’m speaking English. No, I said writing. I don’t make a God blessed dime when somebody joins the business.

I only get paid when people are pressing submit. And that’s what some of y’all are confused by. That’s why you got so many recruits and not enough premium. You’re not understanding what business you’re in. I am in financial services. Oh, no, Joe. Not me. I’m in the distribution business. Really? How much does that pay? Financial services pays well. It’s semantics, right? It’s the things we’re taught to say. I don’t play those games. I’m recruiting people to get licensed to move the product so we can all get paid. Well. If I recruit enough, somebody going to write, I don’t like those ods. I’m recruiting them to write. Y’all see it for the longest. The most I ever averaged in my base shop in recruits was 50 a month, but we did 100 every month. During the pandemic, we averaged 30 recruits a month.

We still did 100. The key is the hundred, not the number of recruits. I’m really going left now. There’s no way you beat a base shop that recruited 125. They don’t know what business they’re in. They’re confused. They’re playing recognition. Primerica. I play get paid primerica. Oh, yeah. Because John Lavin texts me. That was a joke about the Mario thing. It was a joke. Ha. Get over it. Hey, guys, look. We got another slide on this, so I’m not going to delve on the securities. One. Every single one of you, regardless. Let me dispel a lie real quick. There’s no money in your community. That’s a lie. There’s a ton of money in your community, especially the ethnic community. Who do you think got that 5 trillion sitting outside of the bank? It’s not Caucasian America. It’s ethnic America. Does that make sense?

You just got to go do a little bit. You got to go get a license, and you got to do a little bit of educating, and they go move that money from out from under the mattress or in a CD. They got 150 grand in a CD at the bank getting 2%, and here you come and say, hey, listen, we can get you a guaranteed six. Don’t lose no money and still have upside. Right? This is a major game. Learn from your predecessors mistakes that didn’t really delve into the security side of the business early on. And it cost us tens of thousands of dollars. It goes right along with what you guys just did. That’s the game. I love that. That’s great. That’s something we should implement. I love that. That was incredible. Right? Butts in chairs.

Or as we do now, as a hybrid. Right? Faces on the screen. How many people do you have? But I’m also going to dispel another primerica lie. Ready? He or she with the largest team wins. That used to be true aside, it’s not necessarily true today. You never know what the next man or woman is doing to get their recruits. I’ve never even looked. I never look at the leaders bulletin based on recruits. I only look at the leader’s bulletin based on premium and cash. Over with. You are maybe not so smart to try to play that game knowing that everything’s not an equal playing field. You can’t really play the premium game fraudulently because any of us that know the business is just going to do something called math. And we’re going to say, you’re running 100 and you’re making ten.

You’re not competition. You’re playing recognition. Primerica, right? You haven’t learned how to run a business yet. Now, when you get to Hawaii, they’re going to give you a $15 plaque of which you cannot eat. I want you to try it next time. I used to tell them in my base shop all the time, you can’t eat a plaque. Let’s get paid. Let the next man or woman get number one. Who gives a shit? Now, if it’s equal, that goes back to the art of war. You ever saw the art of War? The book, the Art of War, sung tu? In battle, it says that if you are of weaker ability than your opponent, retreat. Right? If you are of same strength, go to war. If you are of superior strength, annihilate them. You see, I got a $35,000 base shop.

We do about 15 recruits. That’s what I got. I’m not calling out the big base shops. That’s just all respect. Got you. Hey, great. Hey. The guy that won the. Who won the record had the most people here. Was that you, sir? Where is it? Where yet? Where he gone? Why is it so hard? There he is. Okay, great. He got more people than I have. In my base shop, he got more people than I got in my base shop, similar. I mean, we got about 30, 35. You know what I mean? In the base, what’s the production? You see? So you just look. That’s a competition. Similar size. Right. So the key is you’ve got to get people showing up. Right now, we’re talking weekly meetings here. We’ve got another slide talking about big events. We’re talking the weekly meeting.

The true barometer of your business, right? The true thermostat of what’s going on in your business is how many people are showing up, period. Don’t fool yourself. Here’s another way to look at it. It is foolish, Jason, for us to look at our recruit number and say, that is how our business is going. Look, we’re growing. Wait a minute. Last month on Zoom, you averaged 40 people on the meeting. This month on Zoom, 40 people on the meeting, but you just turned in 48 ibas. This is not going well. Your business has cancer. Few more months of this and it’s a problem. And guess who’s getting infected? The people. Because they said, they’re not saying it to you, RVP. They’re saying it to each other. We recruiting all these people. We ain’t grown none. Fix it. What’s going on?

How are we getting all these people coming in the door? That’s a good problem to have. Got a lot of people coming in the door. Why are they going out as quickly as they’re coming in? What’s going on in our system? I got to evaluate it. I must inspect what I expect. What is being said in your orientation that causes people to feel like they have a choice about whether or not they get on training. It’s weak field trainers. One of my rvps called me the other day and he said, coach, I still tell these people the same thing in the orientation. If you’re not going to show up on the weekly training, keep your money. You are not going to make it here. But see, you trying to win a contest and you want IbA credit. I don’t want IBA credit.

I want my business to grow. So when you give people options and choices, they will choose the wrong one. They will choose the path of least resistance. Here’s how most of you as field trainers talk about the weekly training. Well, we’ve got this training, and you literally talk like this. You have this training and it’s really good. We got great information. We got it a few times. A know, I don’t want to mess with your schedule or anything. You don’t have to be on all of them. But whenever you can get on, it’s really going to help you. John, they think they’re not talking like this. This is how you’re talking as opposed to we have training on XYZ. Boom, boom, boom, boom.

If you’re serious about the business and you want to succeed and make the $2,000 a month you said that you wanted to make, you must be on those now. I understand every now and then something comes up, but it should be pretty serious. And by the way, always text me if you’re not going to be on for the first 30 days that somebody’s in the business, you must text them before 1520 minutes before every training. Hey, training is about to start. Here’s the link. Hey, make sure you’re going to be on. Make sure you got your camera on 1st. 30 days in their business. After 30 days, they’re either locked in or they’re not staying here. Let’s look at some etiquette, shall we arrive early. This is even on Zoom. Let’s make this about Zoom. Just for fun. Let’s make it about Zoom.

Lombardi time. Vince Lombardi, football coach, Green Bay Packers Lombardi says 15 minutes early is on time. On time is late. Does that make sense? So we start playing, whether it’s zoom or back. When we do the in the office, the music starts playing. We do two morning sessions, we do one at night at 815. The music already playing. The winners should already be on. You should be in the waiting room as soon as you come in. Music always already going. When we did the office thing, by 630, we are cranking for a 07:00 meeting. How are you, for those of you that are in the office, how are you going to be a regional vice president? Meeting starts at seven. You show up at seven. Who set up the chairs? Who emptied the trash? Who made sure there’s toilet paper in the bathroom?

Who ran the vacuum? I ain’t got to do all that. They should pay somebody to do it. They are you. You are RVP in training. You got to act like this is your house right now. Guess who did all that stuff? John Levin and Mike Evans, bay shop. I’m at the office, 530. What do we need? Where do we need it? If some of you that are in the office, right, I’m giving you some examples here. Okay. Let’s say you’re in Eric and Jason’s office, right? I want one of their teammates to holler this out. If Jason had a preference during a meeting, what would he drink? Go. What about what about Eric preference. Oh, wait a minute. We got some. Wait, somebody said Bud light winner. But you got to go to his office. Okay. Take that to his office. What was it?

What was your drink? No, they didn’t say water. No, they didn’t say water. Somebody said a couple of people said coke, blah, blah. How do y’all not let. No, that’s the coach. How do y’all not know that? Let me tell you. And Dave is so unbelievable, I don’t know where he is. Probably setting up, finishing up or whatever. He called me like last week and he said, joe, what would you want to drink? I said, I don’t. No, no. What would you like? You choose. Well, I mean, give me a Red Bull and Red Bulls don’t do anything for me. It’s just like it’s in my head and I did it since I built my original bay shop, there would be cases of it at the office. Oh, you think this doesn’t matter, don’t you?

You don’t think this has anything to do with getting big? Remember we armor Bell was going with somebody in the spirit. See? Somebody in the spirit. You want to get out. You want to become an RVP and get out of the base shop. And you are not caring for the individual, the only person on God’s green earth that can get you out. They can’t even get their favorite drink. Wait, but you want them to get up there. You want Eric and you want Jason. Get up in front, pump my people up. Get them excited, have them. Let me tell you who I was in the base shop, I would intently aside be watching Mike Evans, and Mike Evans couldn’t even get a puzzled look on his face. And here I come. So you, Mike Evans aside, I’m looking.

And you know how you have that kind of thing. Mike, what’s up, coach? What you need, coach, what’s up? What you need? That didn’t make me very liked in the base shop. But who makes the most money? Who got the biggest organization? Who is 75% of Mike Evans organization? He that will lead must first be a servant. See, you ain’t no servant. Regional leader. You’re trying to overcome sometimes backbite, criticize, second guess everything your RVP is trying to do. My Rvp ain’t like me. Hell no, he don’t like you. Okay, let’s handle this. But I’m going to give you all see that second one. I’m going to give you a different perspective on it. You ready? You ready? You get on your regional vice president’s training with your camera off. It’s like you’re saying, f them. There’s no ifs, ands, or buts about it.

You would never do that on your job. You right there with the curlers out of your hair. The bonnet is off, the eyelashes are on, your blouse is pressed, and you are intent the entire time. You won’t even go to the bathroom, and they gave you a 2% raise last year. The regional vice president trying to lead you to riches and wealth. Camera off. We call on you, and you are not even around you watching Grey’s anatomy at the same time that the meeting is going on. It is disrespectful to have your camera off during the meeting. But maybe you didn’t know you can repent. You didn’t know. I wasn’t trying to be disrespectful. And by the way, I get text messages every morning. Coach, I’m doing XYZ. My camera will be off. I’m right. I got a fair.

I got people driving Uber, right? I’m going to have my camera off. I got a client in here, coach. I’m under the weather today, man. I’ve been throwing up all night. I’m going to have my camera off. It’s called respect. See? Start respecting your RVP. See, you don’t like to hear it this way, but your RVP has been given dominion and authority over you, and you are out of alignment and out of order. What’s a big deal? I’m telling you, it’s a big deal. Interact with the dad gum presenter. You ain’t got to say nothing. You ain’t got to come off mute unless they ask you to do so. But can we get a God blessed emoji? Is that too much to ask? Can I get a fire? Can I get a heart? Give me something. Because we’re.

Listen, we got to work three times harder on Zoom to move you than in the office. And we can’t get no feedback. Can’t get no amen. Can’t get no hallelujah. We can’t get nothing. We have no idea. There’s no feedback. Is this making sense or not? This is what we’re thinking. Give them something however they like to do that, you do them more. How about just the chat feature? I hate to get on zooms and the chat ain’t on fire. We’re the guests, right, asad? And we see the little messages coming through. It’s encouraging to us. You ain’t got nothing to say just sitting there. I mean, we on fire. We know we on fire. We know we do. We know when we own and when we ain’t on. And you just deaf mute. Why we ain’t growing?

See, when the people come in, the new people, they’re going to do likewise of what they see you doing. Does that make sense? Get your licenses. All of them guys. No test is unpassable. They cannot hide the information from. This is one thing we hear all the time. This is what we hear. John Lavin, man, I don’t know where that stuff was, man. That wasn’t in the book. So they sent you a book with a whole chapter of information missing. Every single exam we do is something called multiple choice. The actual answer is staring you in the face. If you studied at all, two are absolutely wrong. The sky is blue. Orange. Cat, dog. Now you think I’m being funny? You didn’t study these two concepts. These two securities concepts have nothing whatsoever to do.

You’re not going to have questions about margins and puts and calls to go along with mutual funds. Now, you may not understand all the stuff you need to know about margins, puts and calls, but you know it ain’t got nothing to do with mutual funds. So it’s got to be one of these other two. Your ods are pretty good. Get these daggum licenses. It’s crazy watching all this tv, listening to all this music and stuff, and you’re not listening to these recordings. You could get you some headphones, man, and listen to the terms. Do you understand how powerful the subconscious mind is? It never stops working. They have it set up that way aside where you can just listen to the terms as you go off to sleep. Your mind’s still hearing them. Now, when you get into the exam, you didn’t get blessed.

It came back to your remembrance because it was already there. Go get your life license. Of course. Then go get your securities license. And I do believe were talking about this, Laban and I, guys, the mortgage business going to be big. Now, don’t worry about it right now because you ain’t got no security license. You can’t get the mortgage license if you are not securities license. Right. It’s an order. Right. It’s going to be big. Now, I think we’re going to look up 24 months from now, and people’s income is going to be up 30% just on mortgages. So if you’re making 200,000 right now, you’re going to make 325 just with mortgages. But you got to go get the license, man. I heard that exam was hard, okay? We’re not all the same. Let me fight another battle real quick. I want rvps.

I want y’all to stop doing this. Stop selling your team on what the brainiac in your hierarchy did. Listen, Ulysses passed all three exams in 15 days. What’s the big deal, guys? Well, Ulysses is an electrical engineer with five patents out here, dad. Gummy grant Bradley graduated high school. Stop doing that. It is a true thing. We don’t all have the same level of intelligence. That’s not a negative for some people. You go out and take the six two, three times. But no one has ever asked me in my entire career in doing securities how long. How many times it take you to pass? It ain’t going to never happen. They just want to know, are you licensed? So it’s okay that maybe it might take you a little longer than somebody else. Don’t compare yourself to someone else. Just get it done.

Oh, by the way, too. And invest in the process. We believe in Jeff Thorpe and his organization, the securities guys. They’re unbelievable, man. Take those courses. It’s going to help. Don’t try to do this stuff on your own. You know you’re not a good test taker. It’s okay. You need a tutor. You need an expert. You need somebody that’s just a shameless plug for Jeff Thorpe. He’s anointed to teach it. One of the 13 spiritual gifts is a teaching gift. Certain people have the ability to make something that’s difficult more understandable for you. That’s what he’s got. Get in the courses and quit whining. Qualified promotions. You’re going to love this. Senior leaders. I got one for you. Because I want to talk to the rvps, too. Normally, when I talk about this, I’m talking about district, division, regional leader.

I want to talk about SVP, NSD, and SNSD as well. You ready? Hard toes. Hard toe shoes. Amen. Stop negotiating with promotions and get the job done by the guidelines. No hookups, no manipulating them. See, there is answer for that. Oh, it’s all good. Now there’s answer for that. Your guidelines should be in writing. True or false. Make it happen. Period. I came up $1,500 short of my original lead promotion. You’re not going to make me do it all again. I didn’t make you do a God blessed thing. The month started. The month ended, and you came up short. You get Snada, but some great experience on how to close out a month and get the job done. Don’t come to your. Listen, I’m going to help you rvps. Don’t worry. I got you.

If you ever feel like you got to come into your RVP’s office, talk to them and close the door. This ain’t no. You about to negotiate. We’ll negotiate with terrorists. We’ll negotiate. Let’s just pull up the leaders bulletin. Let’s let the leaders bulletin talk. Where’d you finish? Well, you know, I was supposed to have two more licenses. Understand that, but so and so came up a little bit short, and they’re going to be taking tests again next week. So you can go ahead and just go and get promotion right now. Open the door, walk out the door and have a nice day. Don’t steal promotions. Right? And here’s the other side. Let’s go back to district division, regional leader, right before we go to senior leadership for a second, guys, whatever your requirements were, a kind of common district is three by three.

A lot of people do three by three at the district level. Whatever was required for you to get that promotion is your new standard of excellence. It’s your new minimum. It’s your new floor. All this pushing and manipulating and getting some false sales and some fake recruits and all this kind of stuff to hit the numbers. You’re not a real district. You’re not a real division. Now, you can’t live up to the standard. See, when we give you a higher contract, it is in exchange that we should be receiving higher production. If that does not happen, you stole it. If you’re a regional leader, do regional leader numbers or give it back. See, I don’t believe in that. And I’m a businessman. I’m a businessman. This is not good. Feelings and hugs and kisses, some of that stuff happens and you develop friendships.

But at the end of the day, this is a business. In any sales business, where you achieved a certain production level and then you got a certain contract, you’ll get that for your whole life. That only happens here at Primerica, not in my organization. You get 90 days of not bringing those numbers. Now you’ve got 60 days to do them, or you’re going to get a contract reduction. Why am I paying you? Because I am paying you. Oh, no, Primerica is paying. Not true. Primerica took a percentage of my money by my wishes, took a percentage of my money to give it to you. I said, no problem, because they did three by three. And they’re going to keep doing three by three minimum. So they can have this 10%. But if you don’t do that you’re stealing my money.

So I’m paying you more money to do less. See, you guys are looking at this wrong. It is a business. I understand. Good feelings, Kumbaya, all this kind of jazz. This is about dollars and cents. It is. Now, are there going to be some of my best friends? Are my rvps? Absolutely. The rest of them, this business. What are we doing here? So you say. Well, I never really thought about it like that, Joe. I didn’t know that. I was kind of stealing from my promotion. I don’t want to steal my promotion. I can feel that you’re sincere. So you didn’t know it before. So we’re going to start afresh. You don’t have to give back your promotion. Right? So here’s the thing. We do still want you to repent.

So for all of you that have stolen a promotion in the last 90 days, and you want to kind of just reconcile that, will you come? Will you come? Take me to the water. Is there anybody? Take me to the wall. There’s got to be one. Take me to the wall. Well, I see there are none, but yet there is still room. Let’s get serious about that, though, right? Let’s go start playing. Hey, Primerica tells you it’s important, too, right? You get all kinds of points in the contest. Just do what you’re supposed to be doing. Just do your qualified numbers. All kinds of points, right? You just hit your qualified numbers every single month. You’d be going to Hawai. It’s that simple. The company’s telling you what’s got to be done here. Right? With versus death. I always like doing this.

We don’t talk about this stuff enough anymore. It’s so old school. Okay. All right. Let me explain. What with versus death is okay with is when you get a person in the business yourself, you prospected them, you got a referral and got them in the business. This is your direct iba, your solution. Numbers going on it. Depth is when you recruit someone for someone else. So, for example, I get Charlemagne in the business. And then actually we recruit Tesla. That’s going deep. Is everybody? Yes. I thought were going to interact here in this last. Y’all ain’t got to say nothing. I’m the one doing all the work. Okay, so here’s the question, and you have to choose. You have to choose. The answer is not both. Okay? Again. The answer is not both. You got to choose now.

So here’s what I want you to do. If you believe that width is more important, raise your hand. Raise your hand, please. This is the width. Keep it up. All right. Put your hands down. If you believe that depth is more important, raise your hand. Okay. Raise your hand if you don’t have any arms. So it looked like to me, Dave, that most people believe it’s Depth, right? Okay. The answer is both. What? But listen to me. This is good. I’m going to eat five minutes extra, okay? Because this is good. You’ve seen me do this, right? Have you seen me do this? Okay, here’s what I need. You know what? No. Layton. Layton. Layton. Come here real quick. Here’s what I want from you. I need who’s next to come out of the base as an RVP in your base shop.

I need them to come quick. Quick. Come on, come on, come on. Oh, yeah, there was up. There’s some studs there, man. Goodness gracious. Y’all can stay down here. Y’all can stay out here, but come on down. Come on down. All right, now, we’re going to use them as an example. It’s okay, right? We good. We good. What kind of shoes you got on? You good? Oh, yeah. Oh, she got on sandals. Oh, I’m gonna get her. Okay, now stay with me, y’all. The reason it’s both. I said, but you said, joe, it’s not both. It’s not, but it is. This is a business of contradictions. You must learn to manage them. Are you ready? Are you ready? I’m telling you, it’s about to. Bless y’all, man. Mario ain’t gonna do this. Okay, so check. Here we go. No, we’re ready.

It’s just too late. Watch this. Watch. It’s both, but it depends on where you’re standing in the business at the moment. It’s never both simultaneously in the same season. It depends on where you are in the business. And you’ve got to understand that and navigate that for yourself. Now, your name? You guys? Javaris. Tasia. Tasia. Okay, now, you guys are, y’all regional leaders, okay? Y’all are averaging what, again? I need one. I need one. I need one. I need one. Hey, I don’t want them. I said I need one. See? Competitor. Good. Don’t touch my damn people. Damn, man. Give me some more people up here, man. Okay. All right. Here’s the question. Y’all, y’all have to answer. In their current business, they’re doing 30. By 30. I’m assuming you’re just working on securities. Okay? You heard everything I was saying.

You all watching Netflix, ain’t you? What are you all watching on Netflix? What series are you watching right now? Don’t lie to the God is listening. What series are you watching on Netflix, Emma? I’m watching Lupin. Have you ever seen Lupin? You saw this season? You see third. So you see the season. Hey, man, stay out of this, man. Go over there, man. Listen, man. Go over there, man. Go over there, man. Good God. You can’t even talk to his people. Goodness gracious. He act like I’m Deion Sanders trying to take his whole team. So you’re on the third season of. Did you see the second one? I seen the first one. You ain’t seen the second one? Two. Three year old lie. Okay. In their business, what’s more important, with or depth? I’m hearing quite a bit.

I’m hearing quite a bit of with. Okay, I’m hearing that. I’m hearing with. Okay, hold on. Hold on. Okay. Who down here said with, sir? You said it. You had a bunch of people. You said depth. You said with, sir. Okay, tell me why you say with. I can hear you. Go there it is you RVP? Yeah. He said they need more legs because they still have to leave their replacement. That is 100% correct. That’s 100% correct. One of the biggest mistakes they could be making right now is still working depth in their existing legs. They should have already mentally turned them over to Layton or that’s a mistake. I see regional leaders do it all the time. The best thing a regional leader can do six months before they get out is start getting four to five directs every month.

Because he’s not taking them. They’re too new. That’s the team you’re taking. Anything you got good now here. Which is awesome. Why? Because when you develop these new legs and they’re ready to go, vice president, you’re going to get the exchange. So that’s for them now. Let’s try him now. You got Layton’s business. 8000, right? Big bay shop. What should he be focused on with their depth? Both did not tell you? You can’t do the exact two things in the same season. Listen, you cannot serve two masters. You will either love the one or hate the other. It’s not both. So which is it? In his business, a lot of you are saying depth. I heard it over here. Ma’am, why would you say it’s depth? Finding leaders. I got you finding leaders. What now? Okay. The answer is depth. It is.

It really is. He won’t have to focus on width again until John Lavin, the replacements get weaker. As long as the replacements are strong, no reason for him to go get a direct. Let me tell you all something now. He can. I mean, he’s going to trip and fall over. He’s in the game. He going to trip and fall over, directs. But it’s not really building his business because why would you take a greenie? As art would say that you got to train up from the dirt when you’ve got seasoned people inside the base shop. Let me help y’all with something about Layton’s business. And it’s the same for any thriving RVP, right? Anytime he goes and recruits a person direct to him, your business has less significance in his business. He has less time, energy and effort to help promote you.

You guys should. Where’s your bay shop? Back somewhere. Where’s your bay shop? Okay. If you guys want to be rvps, you should be putting people in front of Layton. He should never prospect. No, I’m just telling you now, if they don’t put people in front of him, he got to go do what he got to go do. Do y’all understand width versus depth now? Thank you. Give it up for these people here. You said you wanted to learn how to do Primerica, right? Is that what you came for? Building with today’s numbers? We touched on it, so we’ll just make it quick. Like we said, the new DDR double digit recruiting is double digit recruiting. Did somebody get lost there? It’s like DD. Got it. You got to get 20. You have to. And guess who’s proving it? You. You’ve been recruiting ten.

Where are your new producers at? Producers. Not Ibas producers. And a producer is a person doing at least. Oh, my God. Oh, my God. Three by three? Hell no. Five to ten. Thank you. So you recruited 40 people last month, two months ago. Do you have a new person that just wrote five? Now, the truth of the matter is, it take them about 90 days to get up and going. So the turnaround is not that quick for most. Right. They got to get in the trainings. They got to get the license. They got to get comfortable doing the presentation. Right. That don’t mean they’re a trainer. It just means they can go out and get five. It didn’t happen. You got ten. I got ten. I got ten. And it’s got to be in the same month. I’m sorry.

I don’t know why it’s like that. The number one recruit, Dave, must meet number 20, all things being equal, if the third, because of course, a third quits immediately. Right. But if all things are equal, whether it’s on Zoom or in the office, the first person you recruited in a month need to see the 20th person on Zoom, or all bets are off. You got to go get another 20. Sorry. It’s called synergy, y’all. See? Okay. I thought y’all were excited. Now you’re not excited? You really not gonna be excited now? Now, speaking to Tesla Shanat in the cambodian market. Let me tell you how it works. I’m just joking. But that was something that Dave said out loud. I agree with him 100%. Remember, we said, play your game.

I have no clue what it takes to build a business in the haitian market. None. So his organization. See, didn’t I tell you, Jason? Didn’t I tell y’all? I said, man, y’all go on and do your talk after the talk. So Tessa’s people and Charlemagne. Hey, man, we gonna keep doing these. First appointment closes, man, I thought that was great. I thought that was phenomenal. What do you say? If I don’t get it today, it’s done. I missed it. It’s done. It’s over. I was like, damn, it’s like that. So go with what works in your market, right? That totally makes sense. But listen, y’all, because now we’re going to talk about QBI. Anybody need to take a bathroom break? Anybody want to come up here and we can pull up your QBI.

Anybody that’s doing 30,000 base or more, and we can pull up your QBI on the computer. We’re ready to do it. Anybody ready? You pull mine up, it’s 33, 73%. 35,000 base. That means if I wrote business like most of the company, that’s a $60,000 base. But my people don’t drown in chargebacks. Ready to quit the business? $1,000 chargeback. 1500 chargeback. $3,000 chargeback. Because there are no standards and rules to how life insurance is administered. If you play life insurance lightly, it will run you out of the business. This is serious, y’all. Now, listen to me. The first one, carry backs. I’m not telling you that in my base shop, every appointment is a carryback. That’s not what I’m telling you. But how do you have none outside of what Tesla told you? Go with what he said in his organization, his market.

I believe him. They’re doing very well in the haitian market. Go with what? You ain’t in the haitian market. So you might want to listen to what I’m telling you, if you do ten appointments, how is three or four of them not a carryback? You don’t do any. I’m telling you, that is oblivion in your business. And what are we talking about here? I do the appointment on Tuesday, I close the business on Thursday. So they actually understand what they’re investing in. You can get people to catch the Holy Ghost, but that ain’t good in life insurance. I don’t want you to get the Holy Ghost. I want you to know this makes sense for you and your family. It works in your budget.

You’re going to do an investment and I don’t have to follow up on you every 60 days trying to get a damn reinstatement form done. I would rather you say not interested. So here are some other tips. So carrybacks are one, right? Just kind of work it in. Help me with. They got an iul a vul, a universal life. They got a flexible, premium adjusted life program. You talk to them for 20 minutes in your presentation, they understand they were investing 200, $300 a month into it. Now they just want to determine a mutual fund. Stop it. Stop. Yes. Especially in the african american and hispanic community. You do have to get them emotionally involved, but then you’ve got to justify it logically. We got to paint a picture of loss and what’s going to happen and blah, blah, and now you’re emotionally tied.

But this also needs to make sense because it’s about to come out of your account every month. And I ain’t trying to keep having this conversation with you. My clients don’t charge back. I’m telling you they don’t. And I promise you. Don’t get it twisted. Ain’t nobody in this room other than this guy and this guy that unwote more life insurance premium than me. Tess has probably. There’s no way. For 18 months during the pandemic, I wrote 15 to 20. Every month, 75% of my clients get a pack a monthly investment. They’re Roth Ira. I’m not telling you what somebody told me. This is how it works. If you give a person a day or so for something called buyer’s remorse, it’s a good thing, not a bad thing. Just mix it in some right.

If you ain’t doing none, maybe do half look and see what’s going to happen to your QBI, though. I’m telling you, it’s going to go through the roof. What else can you do to help your quality of business? Pack pre authorized checking. Pre authorized checking. Add a mutual fund more specifically, a Roth IRA. I’m not investment licensed. Yo, nobody in your office is investment license. You sell them on the concept. You go over whatever little short mutual fund presentation that your RVP has approved, because the investment specialist at your office shouldn’t have to explain anything. Bless you. You shouldn’t have to explain a thing to you, to the client. You’ve already done that. How a mutual fund works, the rule of $72, cost averaging, maybe rise and fall of the market. We’re done. It doesn’t even take you five minutes. They understand.

Tell them we’ve got some great investments. Some are averaging ten to 12% rate of return. But the investment specialist will go over that with you. Then you set up the follow up appointment with the investment specialist. You should do it right then. 85% persistency, company wide. All ethnicities, all backgrounds, all economic levels. If a pack is attached to the life Insurance, you don’t want a charge back. Put the pack on. There it is. The gatekeeper and the protector of your policy. You just made 500, 600, $700 on the policy. Don’t you want to keep that money? Then make sure they do. $100 or even $50. Do something. Does that make sense? I believe in an evaluation of your client with what’s called need health money. Need health money.

Isn’t it amazing that people doing 150,000, 200,000, they don’t talk to you all about none of this stuff? Isn’t it amazing? Asai has been doing it for years. John lab been doing it for years. No question about what John Lavin do at the kitchen table or Asa’s. What’s the big secret? It means you’re doing something you don’t want us to know about. I’m just saying. See, grandmama said you never have to remember what you said. If you always tell the truth, if these three things happen or are in place, you should have written the policy. If it didn’t happen, it was on you, not the client. These three things must be in place. So this is in your head as you’re doing your presentation, you’re asking them questions. The need must be there, the health must be there. The money must be there. Need?

Need is not about husbands and wives. Needs is about children. No children, no policy. Write it if you want to. It’s a chargeback waiting to happen. If you do a policy. Husband, wife, even though they’re separate now, separate policies, they’re still connected to the other one. They get a divorce, especially the one the husband did canceled, which is insane. I’ve been in the business a long time. I’m a real person with a real life. My ex wife got a policy on me. My baby mama got a policy on me. My current wife got a policy on me. They ain’t dropping them policies for nothing in this world. When I moved on to the next one, that policy is staying in place. And that is something called wisdom. That’s why. Now, this used to be a tip.

It doesn’t matter now because we do separate policies. We would never write the policy in the husband’s name first as the primary. That was stupid. He’s going to drop the policy. She ain’t never dropping that policy. I don’t even ask him, I just ask her. Oh, okay, Sally. Now what’s your Social Security number? And I write it right down under primary. Don’t worry, you ain’t got to do all that now. I’m just telling you game we used to play, so we keep the QBI high. Okay. So need has to do with kids, y’all. If they got them kids, this policy is strong. Y’all hear me? The single mother policy that’s got a decent income is a very strong policy. Today didn’t used to be back in the day. Today it is.

Just make sure she got that money coming in and she going to keep that policy. Y’all good. That’s need health, guys. Why do y’all keep bypassing or trying to bypass when the company tells you take the damn policy. Cod, we’re going to walk this out. It’s a wall set up to protect you, from you. Otherwise you just going to press submit so you get paid. Let me give you some. I’m just feeling charitable. All diabetes, whether they make you do it cod or not, is Cod. We lose 50% of them, which means we get 50% of them. It’s kind of like Christmas, right? Oh, that policy got approved. Damn. No harm, no foul. You ain’t lost no money. Does that make sense? Okay, what else are you supposed to be taking? Cod.

If you’ve got to Google what the medication is, if the medication has more than ten letters in it, if the ailment or condition they have has more than ten letters in it, Melio Messio form of. I have no clue what this is. Cod or. You google it and they’re like, yes, at any time your lungs, heart and throat could close up, but it’s only maybe 1015 minutes. Most people make it. Oh, sounds good to me. Submit. I’m trying to win. Hawai. That’s health. Two or more medical conditions whether Primerica told you CoD or not cod, two or more, I don’t care what they are. You guys are the experts. Am I good? Man, your QBI gonna go through the roof.

I know you want to write it, but go prospect some more people and have some more people that you can put instead of putting in bad business. Bad business gonna catch you, man. It is. Ain’t nobody ever outran the chargeback, man. He. You seen you saying bolt out here, man. I’m just telling you. I wish I had a witness. Somebody done come through some chargebacks. Doing it wrong. Money. Which big RVP wants to take this one on? The money. You all want to do it? Yeah. Okay. All right, so you’re in the Ortiz Bay shop. Okay, where y’all at? Ortiz Bay shop. In the bay shop. Okay, ma’am, you there with the red hair. What’s your name? You ready? You ready? Are you ready? Okay. What’s your name? Gabby. Don’t you help her. Don’t you help her. I know y’all. Pardon?

Don’t you do it. Gabby. Ready? What is the minimum amount of money acceptable inside your base shop to be able to write a policy? Go. Stop. What is the minimum amount of money that the client must make income to be acceptable to write a policy? Go. You don’t know. Where are we at? Where’s the bay shop? Where’s the bay shop? Oh, now y’all ain’t got arms. It was y’all. The Ortiz Bay shop. How do I say Ortiz Bay shop in Spanish? The Ortiz beshop. Where? I swear to God, they not doing nothing. What’s going on here? Where is she? Where? Who? You. They gave you the answer. What’s the minimum amount of money acceptable inside the Ortiz Bay shop to be able to write a policy per income? Go. Is it 2000? The answer is there’s not one’s.

And they’ve done unbelievable without having one. Can I ask you something aside and wrote more life insurance, man. Probably everybody in the room. Do you have a minimum amount of money that the client has to make for you to make them a client of yours? You have no minimum. You don’t care. All right, I’m in the african american market. He’s being honest with you. It’s 2500 in my base shop has always been that you don’t make $2,500, you can’t be a client. Now here’s what you’re saying. Oh, they need coverage. That’s not good. I know the probabilities in my market and in the city that I built my business in Chicago, that if they don’t make 2500 hours in Chicago, the rent is 1500. They got bad credit card? No, 600. We out of money already. Rvps.

I suggest you come up with a number. My base shop knows don’t turn in no business where they ain’t got 2500. And the bigger your city is, the more metropolitan your city is. You might need to go to three if you in Miami, if you in LA, if you in New York. Just do the math. Where you at? Now if I’m in a rural Midwest city and they make 2000 and the rent’s only 800 and the car note is 350. Okay, but it better be something. Are you all there? Most base shops don’t have a minimum. There’s nothing wrong with that. But let’s get better. It will help you, I promise you. Let me tell you what the home office taught me about QBI. If you’re running a $30,000 base shop back when it was pretty much one sale per thousand, right.

It’s not the 30 apps that are going to kill you. It’s three inside the 30 that gave you poor QBI. You’ve got to find those three. Oh, I don’t have this on here, but rbps. Of course. You never let any business get submitted directly to the company. Never. Never. For nobody. Oh, this is my big regional leader. They know what to do. No. And that leads to survey in clients. You don’t have to call every single one, but there are people in your bay shop need to know that periodically you do call. And then what you’re really looking for is you’re looking for a sacrificial lamb. And when that sacrificial lamb shows up, you butcher them head toe in the meeting in front of everybody else for the deterrent. And they deserve it because they was trying to get away with one.

They know the rules. Or if you want to feel better about it, don’t use their name, I don’t care. Jason Ortiz wrote a policy where they made one $400 and it charged back on all of us. And the QBI is now in the shitter. And that would be in the meeting. It’s not about Jason. It’s about everybody else. Well, that seems a little hardcore. Sounds like somebody running a business. I know. I’m over. Come on, we’re almost done. We’re almost done. One of them done. Inventory. I’m going to go fast. Inventory guys. Man, I spent too much time doing other things. Listen to me. Let’s do the social media we did get a take right between Clarissa and between myself. We gave you some responsible ways to do it right. I’m all for it. There’s no comparison between that and getting qualified referrals.

No comparison. I’m going to reference you back. I don’t know, Jason. I don’t know if you’ve got. Billa renders one interview away from the explosion in your wheelhouse, in your stuff. Do you know if you do or not? You say, what? Yes. Guys, y’all need to listen to that. I don’t have the time. Listen to it. Every single person. Oh, I gotta walk this out. I’m gonna bless you right now. Are you ready? I’m going to bless you. Oh, this is going to be a blessing. Watch this. Mario ain’t going to tell you all this, man. Look, look, listen. Every person you meet, y’all remember the Matrix. Every person you meet is either Morpheus or Neo. Every person you meet is either John the Baptist or Jesus. Your job is to figure it out. Now, here’s what I mean.

Morpheus’s job was to find Neo and let Neo know that he’s the one. That was Morpheus’s only job. John the Baptist had one job. There’s a dude coming and he gonna be off the chain. Wait till he get here. He gonna be doing this and he gonna be doing that. That was his only job. The person you are sitting down with, the probability is extremely low that they are either Neo or Jesus, the one. They are the one that leads to the one. You should look at every single person. That way. The person you’re looking for the person you’re sitting down with knows. Well, you just didn’t ask them for them. Listen, y’all, and you’ll hear other people say something different.

Most of the time, in a business transaction, in our presentation or webinar within five minutes, seven minutes, max, they know whether or not they’re joining or not. John Lavin, what do you think? Five to seven minutes. The rest of the time you presented was either confirming that as a good reason they shouldn’t or not. There will be no changing their mind. There’s nothing left in the presentation that’s going to change their mind. So you and your own mind need to be going, you’re not the one. You’re not the one. You’re not the one. You’re not the one. You’re not the one. So you can say, I know you know the one. But if you keep saying you could be the one. I think you’re the one. You should get started. Or you could do this. What’s the big deal?

I ain’t overcoming a bunch of business objections. You know what the max is? Two. Anything that goes to the products, too, by the way. Anything past two are excuses, and I ain’t got time for that. Let’s just make you a client. I’m not going to sit here trying to convince you to do the business. Now, you give me two legitimate objections. I can handle that. After that, I have already mentally switched gears and I need. Who’s the most competitive person you know? Who’s the hardest person you know. Who is the most ambitious person you know. Who’s the most money motivated person you know. Who’s got the best people skills? Morpheus. Who is the most competitive person you know? Morpheus. Tell me, who’s the most hardest person you know? You are not Neo. Just give them to me. And I only need you past that.

I don’t need you to call them. I don’t need you to text message them. I just need you to lead me to them. Or you can inbox 500 people in the next two days and hope one of them might see. You got no Morpheus. You got no john the Baptist. You’re just out here trying to figure it out. Hoping. Getting lucky. Building a hierarchy ain’t about getting lucky. Building a hierarchy is about building by design. There’s nothing I have. There’s nothing we put in place. We got lucky. We were blessed. Well, yeah, I was blessed. He gave me the opportunity. He gave me the ability. Now it’s on me. I know you want God to build your business for it. He’s not going to. He’ll bless what you put your hand unto.

Any man that put his hand to the plow is going to be blessed. You don’t put your hand to the plow you ain’t going to build a damn thing. God bless my business. God bless my business. God, man, quit all that. Get off your knees and get on the phone. Whatever. The work will not be done for you. Work being done for you are things called miracles. I like for my miracles to be reserved for things I can’t control. I don’t want God to give me ten recruits. Heal me from some ailment that some doctor said I got. Keep me. I’m in a head on collision. I want to get out of that now. You good? I don’t bother God with stuff that I’m supposed to do. Hey. We did this earlier so I don’t have to do it. Top 25.

Really more top ten list. Really the top five securities. Focus. We did this right, man. Move your securities business, man. Move your securities business. Move your securities business. Go get the license. While you’re working on getting the license, still go find money, lead it to the securities licensed persons in your office. When you get license, we’ll roll that back over into your assets under management. Why don’t you get a million, 2 million, 3 million in assets under management before you even have a license? When Cam Cooper was in my base shop, he invested. We found a million dollars, right? And the day they went RVP, they already had the papers. It’s like four different clients. Hey, you can go ahead and sign these, man. This broker. Change. Broker. Yeah, broker. Just put your signal right there. We’ll send it in, coach.

Don’t even worry about it. We’ll send it in. All good, right? Here’s our last one. Number ten big events. Man, this is an unbelievable meeting, man. This is impressive. You know what’s so impressive? I wish we could do this in Houston. I really wish we could, but I just don’t know if the people want to play nice. It is a testament to the leaders, obviously, David, but all of these rvps that you come together without pride and ego and put something together because none of you could individually do something this big, man. Give it up for your regional vice presidents. It’s huge. Huge. Hey, listen, y’all, you’re in capable hands. I know Rick very well. I’ve spoken at the Midwest school a couple of times. He gonna be off the chain with you. Don’t lose this. Don’t think you so.

You know, we the biggest now. We don’t need the meeting anymore. I’m telling you, keep this, man. Make them put you out. Make John Lavin and them say, hey, look, now, look, man, you got a thousand people. You have a thousand people. You might have to kind of do your own event and you should just be kicking and screaming, oh, man, come on, John. Let me do one more school because this is hard. This is hard. And you’re trying to build a business. That’s why David’s got to step down. He doesn’t want to step down. He does not want to. This is like his baby. He don’t want to step down. But he knows he’s not going to be able to build his business. He got to start working on this event.

If he was going to do the one in January, it would have started tomorrow. This event just ending, and he got to start working on the next one, we ain’t going to be able to give his base. He’s really doing this for his rvps and his base shop. He’s giving himself back to you all. So don’t make him regret that. Show up. How many people you all going to have at the next 175? We put y’all on notice. Manny, listen. Y’all better come with more than 75 or you ain’t winning that rally award. I’m telling you, man. We’ve been dealing with his team all this week. I’m telling you, they didn’t got the extra. Now they don’t got the hot sauce. You better have more. You all better have more than 75. Y’all got it plug into everything big. They’re all great, right?

Regular fast star schools, ma’am. Anything with a c on it. ALC, HALC, the APLC. Come on, man. All of them great meetings. Women in Primerica, man. My women went to women in Primerica. In Vegas. They was on fire. I ain’t got no pride and ego. Whatever pumps you up. The number is coming back here. Plug them in to all of this stuff. We got the national convention coming up, y’all. You got to have your plan. We talk about winning the game, right? That’s the game. The national convention is the game. That is the game. That is our Super bowl. You all pumped up? Who gonna be in the Super bowl this year? I hope my team. Your team is in primerica. Y’all crying because a team that you got nothing to do with lost.

I was just looking at the game and my team lost. What? Or my team won? We won the Super bowl. Really? What size ring did you get? It’s okay to waste a little bit of time, isn’t it? Just watching some stuff, losing yourself in something else. But you crying. You’re emotional. You’re not even functional. The next day, see the way us, we as champions, we look at this like this is our sport. And I say, look. And even my little jabs at Mario, he’s a competitor of mine. It’s just little jabs. It’s all good. You know what I’m saying? No big deal. I’m a competitor. Willie’s a competitor of mine. Man, I’m frustrated. I want. Man, I want that Willie money. Right? Don’t you, Ort. I’m just saying, we’re competitors. That’s a game we’re playing. What game are you playing?

Did you get recognized at this event? But you said you’re in the game. Are you going to get recognized at the next one I’m kind of already behind, man. The holiday. Look, November is a holidays month. Some of these people are going to be chilling. You can swoop down on them and they definitely not going to work in December. You got plenty of time to get on that stay. That’s what it’s about in the game. I don’t care if you’re number ten, just get in. You weren’t one, two or three. I got you. You were number ten. You just got double digit recruiting. Okay, great. It’s got to start somewhere. Does that make sense? Guys, I promise you, this weekend, I got as much out of being here with you as I hope you got from me. Don’t take anything personal.

Take it with a grain of salt. Right? We want to see other people win. We’re all shareholders here. We want to see Primerica prosper as a whole. So we want to see you do so when we come in as speakers at fast start schools, is because we want to see our people, primericans, move forward. So the greatest testament to how a school was is the numbers go up. Is that fair? Is that fair? Appreciate your time.