Ever feel like you’re stuck in a rut, grinding away without seeing the results you crave? You’re not alone. Many reps hit a wall, struggling to maintain momentum and wondering if their hard work will ever pay off. But what if you could break through that barrier and finally see the success you’ve been working towards? Joey Morales knows exactly what it takes to turn persistence into progress. In his powerful session, he shares the ups and downs of his journey, offering invaluable insights and strategies to help you push past obstacles and achieve your goals. This isn’t just another motivational talk; it’s a roadmap to real, tangible success. Don’t miss out on this must-see moment that could change the trajectory of your business. Watch the video below and get ready to transform your approach and results.
Video Transcription:
All right.
How you doing guys? Good morning.
All right.
All right.
So I’m gonna go really fast ’cause I don’t want to be the first REB to be like carted off, right? ’cause we go past it.
Past the time.
Am I moving too much? Alright, cool.
So, um, what, what I want to cover today is, um, our story and the reason why is, um, a lot of you can, especially the new people and the people that have been around for awhile, you guys can, can use this as an example of, of what to do and not to do, right?So, um, I remember, um, I was working in FedEx for 13 and a half years and, um, I actually invited myself to a meeting, um, My, my god sister dated Bernard for a few years.
They had a son together and then they split up.
Right.
But Bernard has been always a good friend of the family.
Right.
And my family would tell me if you, if you need help saving money, go to Bernard.
Right.
So he’s known me since I’m 18.
I got recruited when I was 30.
Right.
And the reason why is he said, if I were to try to recruit you at 18, you would have been serious.
So I just said, okay, no problem.
Right.
So I remember, um, I went to an op meeting in Chris A.
Chong’s office, put my IBN right away, um, got the pre licensing done within the first month.Um, I took him out on one appointment.
He recruited a person for me and then she left, but I didn’t really do much.
Right.
And then two months later, like the second week of January, he tells me, Ray and Carol are doing a super Saturday.
You got to buy a ticket to go to Phoenix, Arizona.
And I was like, Phoenix, Arizona.I was like, do I really have to go? And he tells me, yes, you really have to go.
I said, no, no, no, no, no.
Do I really have to go? And he says, yes, you really have to go.
He said, if you don’t go, it’s going to hurt you.
So I said, all right.
So I hung up the phone, bought my ticket 30 minutes later.
I said, listen, this is when my flight comes in.He said, don’t worry.
I’m gonna pick you up.
Okay, cool.
So I get there.
And I saw Chris H on get his hundred thousand dollar ring.
I saw three RVP promotions and I saw a bunch of people winning, getting recognized that were just like us.
Right.
And I met my beautiful wife, Andy Morales there.
Right.
So, um, I came back and I was fired up.So when I came back, we, we got licensed right away.
We recruited three, uh, two more teammates, actually three teammates.
And we got our senior rep promotion.
I remember Keith did a, a super Saturday.
I forgot where it was and I was the only one with a suit there.
Right.
So, um, so we got promoted and then, um, okay, this is us.Right.
So then, so that’s me behind my FedEx truck.
Right.
It was raining that day.
Right.
And then the second picture was actually the first Kalahari.
That’s in 2008 after we got, um, after we came back from that super Saturday.
Right.
So I was getting my district promotion there.
Right.
See how skinny I am.Right.
Right.
170 pounds.
Right.
And then a few months later, we got promoted to, um, division leader and that’s me and my mom.
Um, Keith was getting on my case cause I had jeans on that super Saturday.
Right.
I mean that, that empire builders leadership school.
So, and then we got to division and we had things rocking and then we go to regional leader.Right.
And the reason why I went to regional leader is because I didn’t have my investment license at the time.
But to hit the company trip, I had to get it.
So guess what I did? In three weeks, I passed my 663 and we qualified for that trip.
That was actually, um, BOCA in 2013, right? So, listen, just get your securities license because you need it, right?You need to get to RVP and you, you know, you need to do a full job at the kitchen table, right? Don’t do it to hit a trip, right? That’s the, that’s the story.
That’s the message, right? So that’s us, right? So then, you know, after that trip, We, we, we, we stopped focusing on recruiting.
And for the next, like, two years, we were struggling.
And, you know, and I was still making the same money, part time here that I was making at FedEx, but I wasn’t making more.
We all came here to what? To make more, be better, right? But I wasn’t.
So I remember December 2015, I said, Listen, enough is enough.
And we went, we, we, we put a game plan together with Bernardo Lurte, our, our, our RVP, right?And for 15 months straight, I would wake up in the morning, take my daughter to school, go to Jamaica Avenue, prospect for an hour, hour and a half.
I would be back in the office by about 9.
30, 9.
45, and my first one on one interview would be at 10 o’clock, and I would do one every half hour.
Then my last one would be at one o’clock because I would have to pick up my daughter from school, right?Then I would have to take her to a doctor’s.
She used to get like treatment every three days a week So I would have to go to the Bronx then come back drop her off at dance and my first appointment would start at six O’clock.
So that’s Monday through Friday and We did that for 15 months straight Three of my replacements got recruited during that time in 2016 So, 15 months later, we got an RVP contract, right?And that’s us at the school, right, with my daughter, right? That’s when we got promoted.
And then, um, you know, we, we, we out, right out the gate, I think we did about, um, 10 by 12, 000 our first month as RVPs, right? And we had things going and the life happened again.
My, my in laws, my mom, my, my wife’s mother and father, you know, got cancer in 2018.
And we were about to cross over our ring.
We’re at like 92, 000 rolling 12 and, but we had to designate a lot of time, right? So that whole year we were really, you know, we were working, but we, you know, we were helping them, right? Then, you know, they, um, they recovered, thank God.
And then, um, that’s us at MIT, right?Which is pretty cool.
Right, with the great Willie and Lorena Leonardo, that was one of our, um, speakers, like, we can, you gotta go to, go to, go to MIT, right? So, so, right, so, so then, and two years later, cause after 2019, my, my in laws got better.
So we went back to work, and in October, November 2019, we finally went over the ring, right?And then, um, the middle picture is us all, and Marco Island, Annie and I, which is the last company trip we hit, and that is never gonna happen again.
Right? Because we’re going to go back to work.
And what we’re going to do, right, because we talked about what we did.
What we’re doing now is we’re getting back to work.We’re going to go back to, you know, recruiting for directs and doing, you know, because during that time when I was going to RVP, we averaged three directs and 7, 000 in personal premium and that was through field training.
So we’re going to get back to that, right? So we’re going to get back to doing four by 10, 000.We’re going to, you know, get the base over IBAs, right? So that we can do the production needed because to promote on RVP, if you’re not doing 50 by 50, you’re not going to promote a healthy RVP.
So we got to get back to that, right? And of course you got to increase your licensing, but how are you going to increase your licensing is by recruiting directs, field training them, promoting them, helping them hit their bonuses, and then they’re going to go out and get their license, right?So the more you do, right? So.
There’s a timer.
Okay, cool.
Right.
So, so, so, um, so that’s what we’re getting back to doing.
Right.
And I remember Grace Kim did a, um, a training for us.
Right.
And she was talking about like, you got to go to networking events.
I’ve been to more networking events in the last two months than I ever did in my life.I’ve been to like six of them.
And we’re, we’re, we’re getting, you know, things going, right? And the goal is that we’re going to promote three RVPs this year.
And it’s going to happen because we’re going to make it happen.
And the Army Empire is back there.
Stand up guys, right? Right? Um, we have, we have a, a direct division leader named Kevin Rowland.He’s been in the last 11 months, guys.
He’s recruited 58 directs in the last 11 months.
He’s averaging five a month, right? And he should be the first REP to go out.
So we’re saying in front of the room publicly, right? He should be right.
He has, he has five new teammates that are here for them or at their first, you know, first, uh, uh, big event, which is awesome.But guys, we are just fired up and we’ve never been the fastest out the gate.
But the one thing I can tell you is we never quit.
And when we first started, even when we didn’t have a lot going on, Fritz could tell you, I was at Chris A.
Chong’s office every Monday for training.
Right.
And, and thank God to our uplines, Bernard 19 alert day that never gave up on us, always encouraged us and always, he always told me you’re going to be a huge RVP, even when I didn’t believe it.
But thank God he kept telling me because then I kept working.
So, guys, let’s go out there and recruit, double digit recruit.
Go out there, get directs, let’s field train those directs.
And if you don’t know how to field train yet, make sure you’re putting them in front of your RVP.
Because Bernard helped us build our business when we didn’t know how to do it ourselves, until we were able to do it ourselves.So I hope that helped a lot of you guys.
So let me bring up the reason why I’m here, because if it wasn’t for Denise and Joe Cardino, we wouldn’t be here today.
We wouldn’t be in the business, okay? So let’s give it up for National Sales Director, Joan Cardino!
