Video Summary
00:00
You know, you got to remember, all of us, that you’re, you know, you’re one step away from an explosion of your business, and it really takes. We’re. We need this, yes, or yes, you need this energy. I don’t condone EV vehicles. I’m not here to sell you a Tesla, but I would always. We were all a Tesla. I would tell you that this is the charging station. Would you all agree with me on that? I’m so glad you guys are here, and we needed to be here. We’re. A lot of us are on zoom. We need to get here. I need to get yelled at by some people. We need to get back together. But we’re. I’m super excited. So I got, like, 500 slides, three minutes. I’m going to crush it. Okay? Speaking of which, you’re the driver, the passenger.
00:37
So this is how I always think about my business. You’re the driver, the passenger. Okay? At any point in your Primerica business, you’re the driver of the passenger. The question is, which seat are you in? Right? Because the best part about Primerica is you can go alone, right? The worst part is you can go alone. The best part is you can have an amazing team. The scariest part is you can have amazing teams. Right? You’ve got to make sure that you realize that you’re in control of your business at all times. We’ve got an amazing business where people bring us people. Would y’ all agree with me on that? Yeah. John and honey. Where’s John? John, stand up for a minute. Stand up, John, real quick. John and honey, you can stand up. Get over. John and Honey, look at how.
01:14
Look at how sharp they are. So proud of these guys. Lucasy was actually our first ever grandbaby in the business. This is gonna be Lucasy’s first ever baby. Our great. First ever great grandchild. This guy killing the. Killing the business actually earned the first ever Redline securities, right? Security stuff up here. Y’ all don’t have to be securities, period. This guy went out there, figured out mortgage license. He actually took a break at convention. He went and passed the 63 at convention. He’s not even from Georgia. Went to the Senate, passed, came back convention, didn’t miss a session. Y’ all give it up for John and Honey real quick. So you guys know. So proud of you guys, right? But I tell you, we are in a business. I didn’t recruit John. I didn’t recruit Lucasi.
01:53
I didn’t recruit all the people that came before them. But here you Are. Right? What a great business where other people hook them and we cook them. Would you all agree with me on that? That’s what I always tell my new. Even my newest recruits. You hook them and I’ll cook them, right? What? What did Keith say? Hey, just get them in front of me. It’s the magic trick, right? You hook him and I cook them. Right? You gotta remember that when you have people underneath you recruiting people, they’re hooking them for you. Makes sense, right? I love that Bobby Bun’s upline is now the company on Pol. Right? But Glenn Williams didn’t recruit Bobby Buisson. Primerica didn’t. Right? Somebody else did, and it cooked. Look at all the people of Lineage. Keith otto didn’t recruit 497 RVP’s. Isn’t that crazy?
02:35
It’s wild because it’s. It’s a system. It’s a business that keeps going forever. But you got to remember, it’s our job to get in the kitchen and cook them. This is one of my biggest things I’ve said for years. You don’t get what you expect. You get what you inspect. Right? You. I love you. You can expect your people to do a lot of things right? But what are they actually doing? One of the biggest things I’m always calling my people, like, where are your numbers at? What are you doing? Where are you at? Where you at on the scoreboard? Where you at with this? Where you at with this? Right? And I don’t mean geographically. I mean, like, where are you? Where are you at? What. Where are you at with your head? What’s going on? Right? Even.
03:06
I’m not even talking about numbers. Where are you at with your heart posture and how you’re feeling about the business? But where’s your spouse at? Are they in? Are they supportive of you? How many partners in the room? Yes or. Yes? Four of you? Okay. Okay, Jose. Okay. Right? If inspect that with your new people, I tell you, the quickest way out of Primerica is an unsupportive spouse. So I want to thank all the partners in here. Right? But you got to inspect your people. Where are they at with this? Right? I promise you, if you think it’s getting done, it’s not getting done in the restaurants. We’d never hire a. We never hire a cook in the restaurants. But bring him in his first day and be like, all right, figure it out and walk away, right?
03:45
At the restaurant, I bring you in. I teach you how to dice up some onions. I take the young in first. I Put on the cutting board. I show you how I want it cut. I show you where I want to be. Right. And then I’d let you do it. And then I come back in a couple minutes to make sure you’re doing it correctly. That makes sense, everybody. So when people start going independent, you got to keep inspecting them. I always say this. A license doesn’t make a leader. And I’m so. I’m not going to cry, but I’m so proud of my RVPs. Our RVPs. It’s like the reason it got so big so fast is because I treated everybody as if they were my direct recruit at all times. Right? Because there’s a system where people bring us people.
04:20
Your people are not going to be here for a lifetime. Some are here for a reason. A season or lifetime. Would you all agree with me on that? Four people. Would you all agree with me on that? The rest of you, great. Don’t worry about those other four. Okay. Right. What are your lead? Just because people can recruit somebody does not make them a leader. Just because they have a license to override doesn’t mean they deserve it or they are leader. Yes. Or yes. How many of you guys have people that should have been here and they’re not here right now? Right. And that’s not. I know some people have conditions. They couldn’t be here. But let’s be honest, people ask me all the time, who’s here, who’s coming? I’m like, the right people are going to be here. Right.
04:52
And we’ve got to get back in the kitchen. Right. You got to get back in there to figuring it out. Getting back in there with them. We all have the winning recipe, right? The question is, whose recipe are you following? Whether you’re brand new or whether your people. You have the recipe. Someone above you has got the recipe. Yes. Yes. You guys realize you’re in a business? I ask my team this all the time. You’re in a business where the more money you make, the more money your upline makes. Yes or yes. The more money you make, the more money your upline makes? Yes or yes? Yeah. So do you think your upline wants you to make money? You think Charlemagne wants Tesla to cross 5 million a year income? Yes.
05:30
So would your upline ever tell you to do something that’s not going to make you copious amounts of money? So why aren’t we following the recipe? I just don’t understand that. Whose recipe are you allowing your people to follow? You got some ragamuffin out here that could fill out an iba. You’re letting them train them. Good Lord, y’, all, it’s. You got a system where people hook them, we gotta cook them, right? And I’ll tell you, real leadership doesn’t come through text. You know, our people are all over the country. We’re very blessed, grateful for that. But I’m telling you gotta get on the phone with people, you gotta hear their heart, hear their words, look them in the eye, right? You gotta figure out where people are at.
06:06
I’m telling you, especially I think today’s day and age on zoom and on, you know, with TikTok and reels and shorts. They had a shortened egg on YouTube. They made shorts now, right? Our 15 year old sits over a bowl of ramen and just grinds on shorts, right? Because that’s how attention spans are. But we need to make sure that we’re making time for the people that deserve it. Does that make sense, y’? All? And you gotta get back in the kitchen and start figuring out who are those people? Who are those people around you that are deserving of your time. Remember that. Everybody wants to be somebody. You ever heard that before? Nobody? Oh, my God, I’m in the wrong room. Anybody else heard that?
06:40
Yeah, our great upline, Bill Arender, the godfather of Massive and recruiting Compound Recruiting, was writing a book called Everybody Wants to be somebody, right? You should read Every piece of flesh Wants to be somebody. And he asked if he could interview me. And I was like, yeah, whatever. I don’t know, we’ll just do it. I don’t know what he’s talking. Bill’s always talking about some crazy stuff. And he asked me the question, actually caught me off guard. He said, what does being somebody mean to you? And I’m like, oh, my God. I didn’t know I was gonna have to think on this, Bill. Like, you’re like, asking, like, I have to stop and, like, calm my caffeine for a second, okay?
07:14
And all I could think about, I told him, I said, I guess, Bill, to me, being something, being somebody means being something to someone else. That’s all I could think about. Would you all agree if you wanna be somebody, the only way to really do that is to make an impact and be something to someone other than you. Would you all agree with me on that? And to do that, sometimes you got to remember where you come from. I love when Keith was showing the before and after pictures, right? Because everybody wants the outcome, but they don’t want the inputs Right. But you got to remember you have the raw materials inside your recruit tracker right now. They’re in there. Your future million dollar earners are in there. Right. The question is, you know, we. I really. Not the question.
07:58
I think we forgot what it was like when were nothing. We forgot what it was like when were brand new. We forgot what it’s like when we didn’t know how to set an appointment, when we had doubts and fears and things like that. Yes or yes, everybody. And if you’re new, you still have them. Remember that because your people are going to have those too. But you got to remember, you have to go through a growth period. Any form of growth, whether it’s working out, financial, marriage counseling, whatever. Any form of growth comes discomfort. Would you all agree with me on that? Right. You got to go through it too, to get to it or grow. Whatever you want to say, I don’t care. We’re getting uncomfortable together, right? But comfort zones make more prisoners than all the world’s jail sales combined.
08:36
That’s all I think about all the time. If you’re. If you’re comfortable, you are dead in the water, period. Noah had a great thing on our meeting the other day. I told him I’d steal it, right? He said if. If you’re coasting or you’re. You’re coasting, you’re going downhill. Okay? That’s how I feel. If you’re not growing, you’re dying. Would y’ all agree with me on that? If you’re not. If you don’t come back in January with more butts and seats, you are guaranteed to be complacent. You’re guaranteed. Right? The question is, whose dreams are willing to die because we’re unwilling to get comfortable one more uncomfortable one more time, or to get back in the field one more time or to go back to work one more time or. Or to get out of. Maybe you’re new. Who.
09:14
Whose dreams lineage from years from now are not going to be here because you were unwilling to do the work to go get it. That’s how I feel all the time. Look at all those rv. Those were not names and list Keith showed you. Those were RVP’s that were here. So part of our team, we just opened up our first orphanage india for 25 homeless kids. Right? Yeah. Yeah. Give it up. So incredible. And you know what? Those kids, we sit on the team all the time. They’ll never know who Brittany and I are. And I would rather have it no other way. It says red line on the dagum plaque because all they’re going to know is red line, what are you at? Whose dreams are going to die because you’re unwilling to go back to work?
09:53
And so the impact goes further than you. Yes. The question is, are you ever going to be something to anyone else? What do you. You had a great weekend. This is fun. La dee da. Well, now what right to continue to be somebody. You got to be something to someone else all the time. That starts with leaders. Building leaders. You got to go three by three. Yes or yes? You got to drive deep on people. You got to build them teams, you got to help them out. Sprint it. I call it sprint the district trained division, repeat. I always say this. Leaders are found not made. Most people fail in Primerica because they’ve been all their time trying to make someone be something they never wanted to be in the first place.
10:34
And I think that’s so hard because everyone tells you they want it, but you’re gonna learn from their actions, what you can expect of them. Okay? It’s so funny. I’ve been saying the same thing for years. You know, quit trying to drag a dead body. And I told Keith that. Yes. And you cannot make this up, Keith. Hand to God, without skipping a beat, I said, keith, Yeah. I always say you never want to drag a dead body. And he goes, yeah. It’s the hardest thing to get rid of him. All right? That’s how you know he’s really from Jersey. Some of y’ all will get that later. Okay? But you gotta surround yourself with hungry people, right? That’s what people like. Who’s. Who’s here? I said the right ones, the hungry ones. The ones who wanted are here.
11:12
You want to know who wants it? Look around, look at the scoreboard. Look who’s asking you for help, who’s reaching out to you, right? You got to tap route down through people, sprint the district, train division and repeat. Right? You have. People have to learn their way to rvp. Yes. And when they get there, they got to remember how they got there. There’s producers and processors, all of us in the room that had took the RVP contract. At some point, you had to produce yes or yes. Yes or yes. Right. There’s producers. And the question is, are you producing more RVP’s, or are you just processing what you got? And that’s how I feel about myself. That’s not a shot at y’. All. That’s a shot at me. Because this is my self talk coming through right now. Right?
11:56
Look at I talked about Luke Casey, right? You got to lock in people by building them a team of people underneath them. The right people. They won’t leave their people behind. And allows them time to skill up in the process, right? I teach my team all the best, all the time. Take the best and shop out the rest. You’re not looking. Like he said, you’re not looking for the jokers in the deck. But some of you guys aren’t playing with a full deck. And you wonder why it’s not working, right? You’re trying to convince the joker to go be somebody, God bless him. Stay in the hallway. That’s where you belong, right? You know what? I. How do you find them? How do you find them, Andy? Well, I’ll tell you. Three strikes and you’re out. You all heard that before.
12:37
This is how I feel about people. I love everyone. Three strikes and you’re out. If I tell you what to do and you say no, it’s not going to work, Andy. I tried that before. You just don’t understand. But yeah, but yeah, but yeah, but strike one. If I reach out to you, hey, coach, what do I do? Try this. Run this play. Use this script. Call these people. Call these people. Yeah, but, yeah, but, yeah, but I tried that. You just don’t know. You don’t get it. Yeah. Strike two. Strike three. I’m out. I love you. I’ll be here when you winning, when you get back, right? You gotta. Then you gotta feed your people. Leaders eat last.
13:10
I thought it was so crazy to me, Keith Otter was in the dagum speaker launch, purposely standing in the back waiting for everyone else to eat. Nobody even noticed it. Leaders eat last. You got to feed your people first, right? You got to give them activity. You got to help them out, right? Everybody wants to eat. Everybody wants to eat, but very few will in hunt. Those of you in this room, you’re the hunters. We’ve got to get activity going with them and for them and show them how to do that. Does that make sense? Everybody? And then also remember, those people are going to show you who they really are. There’s two types of people. I’m almost done. Don’t worry. Rick here, I know Rick, is in the back freaking out. Okay, there’s two types of people. There’s players and there’s positions.
13:49
Okay, who can tell me a sporting person, right? Like an athlete. Anybody know an athlete that makes a bunch of money? Go ahead. Okay, so who can. What’s the highest paid athlete you can think of? Right? Now, anybody? Ronaldo. How much does Ronaldo make? How much? 200 a year. 200 million a year. Ronaldo makes 200 million a year. How many? All got Chick Fil a for lunch. If Ronaldo went to Chick Fil a. Not on Sunday. They’re close. If Ronaldo went to Chick Fil a, he got a job behind the counter slanging them dagum Chick Fil a sauce sandwiches. How much would they pay Cristiano Ronaldo behind the counter? How much? 15 bucks an hour. You see the difference? That’s a position job. This is a player. Primerica is a player job. You understand that? You get paid to play y’. All.
14:39
What a great business we’re in. You can. You can take the player out of the field and put them in position, and they’re stuck in a box. It doesn’t matter how good they are. Isn’t that wild to you? What the question is, how are you treating this thing? Are you treating this like a. Like a job? Like an hourly thing? Does that make sense? You guys have the greatest opportunity in the history of America. What are you doing with it? And this is not. I’m not trying to be funny. There’s no doubt to me why people from other countries can come here and murder this thing because they understand the opportunity. I think the rest of us got fricking fat and soft like a dagum Pillsbury Doughboy. You forgot what it’s looked like. The struggle. Maybe you got Primerica broke, Right?
15:23
Maybe the hardest thing was you were making $26,000 a year. Now you make $26,000 a month, and you forgot what it was like to be broke. I love when I heard save yourself broke, y’. All. The question is, what are you gonna do? Are you gonna sit back and stay in the position you’re in? Are you gonna go be a player? Are you gonna go. Get out there and go do it. How many of you guys in here want to be an employee? Raise your hand. Employee. Okay. How many guys in here want to be a player? Yeah. How many guys want to go be a leader on your team? Be a team captain? Anybody? Nobody in the room. How many of you guys want to go get on the field and show your people what it looks like to win?
16:02
Where are my players at? Where are my players at? Where are my players at, y’? All? Where are they at? Listen, I love you guys. It’s time to get back on the field. I’m out.
