Executive TLDR
Securities and indexed strategies are driving a major share of income growth across Primerica.
The path to massive expansion is duplication, licensing, and consistent field training.
Leadership is built through direct mentorship until reps can independently run appointments.
Discipline, daily execution, and personal development fuel long-term momentum.
The push to 150,000 life licenses and convention momentum marks a historic growth window.
Video Summary
The Power Of Investments In Building Wealth
Leaders emphasized that while life insurance remains foundational, securities and investment products now represent nearly half of company commissions. With significantly fewer securities-licensed reps compared to life-licensed reps, the income opportunity is substantial.
Products like buffered indexed annuities allow clients to participate in market gains with downside protection. The message was clear: expanding into investments isn’t optional for long-term growth — it’s essential.
Key themes included:
Complete Financial Needs Analysis before recommending solutions
Focus on solving client problems, not selling products
Leverage institutional partners for product positioning
Securities licensing can dramatically increase earning potential
Decade Of Dominance And The 150,000 License Push
Leadership shared explosive growth statistics over the past four years:
Record-breaking December results
Over $1 billion paid to the field for multiple consecutive years
Rapid growth in six-figure earners, million-dollar earners, and diamond-level leaders
Momentum toward 150,000 life licenses
The message: there has never been a better time to build.
The convention goal of 70,000 attendees reflects the company’s expansion mindset. Recruiting, licensing, and promoting RVPs remain the central drivers of long-term success.
Leadership Through Direct Mentorship And Duplication
A key operational shift discussed was keeping all recruits “direct to you” until they can confidently run appointments independently.
The philosophy:
Don’t let new reps train new reps without oversight
Protect talent by staying involved early
Duplicate communication, scripts, and systems
Train in group chats and three-way calls for exposure
Leaders emphasized that ego blocks duplication. Strong leaders prioritize development over territory protection.
When Is Someone Ready To Lead Independently
Reps are ready to “leave the nest” when:
They ask to run their own appointments
They’ve observed multiple field trainings
They can execute the simple, duplicatable system
They demonstrate consistency and confidence
The system is intentionally simple. Mastery often occurs within three to ten field appointments when proper tools are used.
Personal Development As The Growth Multiplier
A powerful theme was discipline and self-accountability.
Core practices included:
Daily “Power List” of 5 needle-moving tasks
Winning more days than losing
Replacing entertainment with training audios
Listening repeatedly to key recruiting and prospecting recordings
Recording yourself to self-correct and accelerate growth
References were made to the 75 Hard discipline framework and continuous mindset development inspired by creators like Andy Frisella and concepts from The Dream Giver by Bruce Wilkinson.
The overarching principle: You are either growing or dying. Stagnation is not neutral.
FAQs
1. Why is getting a securities license so important in Primerica?
Because securities commissions represent nearly half of total payouts while far fewer reps are licensed, creating outsized opportunity.
2. Is securities licensing more difficult than life insurance?
Many leaders say it’s more common-sense driven than memorization-heavy exams like life or mortgage licensing.
3. What is the Financial Needs Analysis and why does it matter?
It ensures clients receive proper coverage and investment strategies tailored to their full financial picture.
4. What kind of investment products were highlighted?
Buffered indexed annuities tied to the S&P 500 price return index with downside protection were emphasized.
5. How does downside protection work in indexed annuities?
A buffer absorbs a portion of losses within a set range, reducing or eliminating downside risk in most historical scenarios.
6. Should new reps immediately train their own recruits?
No. Leaders recommend keeping all recruits direct until they can confidently run appointments.
7. How many field appointments does it take to learn the system?
Many leaders believe mastery of the basics can happen within three to ten appointments.
8. What happens if an upline continues helping downline recruits?
It protects talent, ensures duplication, and increases retention when done collaboratively.
9. What is the 150,000 license goal?
A company-wide push to reach 150,000 life-licensed representatives, increasing scale and market penetration.
10. Why is convention attendance so heavily emphasized?
Large-scale events accelerate belief, duplication, and leadership development.
11. What is the “Power List” method?
A daily list of five core tasks that move business and personal development forward.
12. How important is repetition in training?
Listening to the same core audios repeatedly helps internalize scripts and mindset faster.
13. Should leaders record themselves?
Yes. Recording and reviewing helps identify weaknesses and accelerate skill improvement.
14. How does personal discipline affect business growth?
Consistency compounds. Winning more days than losing drives exponential momentum.
15. What separates fast promoters from others?
Focus, simplicity, duplication, and obsessive commitment to daily execution.
16. Is mindset more important than scripts?
Scripts matter, but mindset determines execution, consistency, and long-term sustainability.
Glossary
Financial Needs Analysis
A structured evaluation of a client’s insurance, debt, income, and investment needs to determine appropriate coverage and strategies.
Securities License
A certification allowing representatives to sell regulated investment products such as mutual funds and annuities.
Buffered Indexed Annuity
An investment product that links returns to a market index while providing partial downside protection.
RVP Regional Vice President
A leadership rank within Primerica representing a fully promoted business owner with a growing team.
Field Training Bonus
Incentives paid for helping new recruits complete initial production milestones.
Duplication System
A simple, repeatable business model that allows new represent
Transcript:
Jason Martin
Dan, thanks so much. I want to really thank you for taking some time away and meeting with me today.
Dan Romigh
Yeah, absolutely.
Jason Martin
Looking forward to kind of learning a little bit about you and the concept of the millionaire mindset and maybe just tell us a little bit about how you got to where you are today and what shifts in your mindset from the past versus how you think now you think kind of stand out for you.
Dan Romigh
Yeah, for sure. So, I mean, long story short, we used to own some gyms up in Michigan. So we’re in Tampa now. We used to own some gyms up in Michigan. Went really well, honestly. We had three gyms right before COVID hit. Just prior to Covid hitting maybe two or three months before, we basically pared down three gyms to one to make one really big awesome and really be able to pour everything into that one location. Things were going great. We were finally going to turn, like, a decent profit, be able to make a little bit of money, and then insert Covid. Right. So the COVID hit, we had a two or three month old baby and then a two year old little girl at the same time. So our son was just born.
Dan Romigh
And yeah, we got crushed by Covid, frankly, up in Michigan. So without getting political, like, we just couldn’t stay open. It was not awesome. Sure. And 18 months into that, we had drained everything that we had, saved all the money that we had put aside, which wasn’t a ton, but a decent amount for not making a bunch of money with the gym. So we ended up draining all that, keeping the gym open, paying payroll, rent, all that kind of stuff. Lots of trials and life lessons through that. 18 months for sure. Probably the toughest 18 months I’ve been through in my life. And then may hit of 2021, our anniversary, my wife and I’s anniversary is may eigth. And so on May 9, I asked her to get a job because I wanted to stay married. At least until that anniversary. I’m just kidding.
Dan Romigh
But for real, I didn’t want to hit her with that on our anniversary, but were five months behind on our mortgage. Wow. And so I asked her, I was like, hey, can you get a job? Just make a pay the mortgage. That’s it. And she reluctantly, but thankfully, was willing, and she got on Facebook, and she’ll tell you that she got on Facebook to procrastinate getting a job and saw a post on Facebook that I am a friend’s hiring part time, spare time, work from home type of thing and jumped on a call with Andy onsted. And I was, like, halfway through the interview that she was on, not me. It was her that was getting recruited. And halfway through that interview, I was, like, listening from the kitchen, like, making my breakfast, wrangling the kids.
Dan Romigh
And about halfway through that, I was like, this sounds, like, interesting. I don’t know what it is. It sounds like it could be a scam. Maybe it’s not, honestly. And we decided. I jumped into the call, started talking with him, and were asking him all the questions, and I was like, I’ve been thinking about insurance. One of my best friends owned a farm bureau agency. He was trying to get me to come do life insurance specifically for a long time, probably three or four years. And I was like, I just don’t have interest in it. I love the me. I love the gym. And I just decided to. Well, I told her, I was like, yeah, go ahead and do it. I told Taylor, I was like, yeah, you do it. I’ll support you.
Dan Romigh
And then were driving to a doctor’s appointment and talking, and she’s like, you should do this, too. And so I decided to get started as well. And we immediately were our own clients. We saved money right off the bat, and it was great. And so I don’t know if that really answers your question, but it’s a little bit about that. Two or three years prior, we had a young kid. I had gotten my gym kind of stolen from me, from my dad. That’s a whole fun story. And we just went through a lot, and we learned a lot. We grew a ton. And the biggest difference, I would say, to answer your question, the biggest difference from when I first started my businesses when I was 19 to now is really just seeing how consistency pays off.
Dan Romigh
But it is such, like, an exponential amount of payoff right in the beginning, it doesn’t feel like you’re getting anywhere. It feels like you’re just banging your head against the wall, making zero progress. And then all of a sudden, it clicks, and then you’re like, okay, cool. And then you kind of maintain that for a little bit, but then the clicks start happening faster, and the gears start to turn quicker, and then you start to see this massive growth happen. You’re like, what’s going on? And that’s kind of where I feel like we’re at right now. Honestly, it’s like, I can’t believe this is happening. But really, I can, because we’ve put the work in, we’ve laid the foundation. We’ve worked really hard. And so to see kind of where we’re at right now is like, I can’t believe we’re there.
Dan Romigh
But I’m also like, okay, it makes sense. We’ve done some work.
Jason Martin
Absolutely. So if we back up a little bit and we think about, you have your own financial services business. You used to be a gym owner. Have you always had that entrepreneurial spirit? What kind of brought you about in.
Dan Romigh
Your, you know, honestly, I grew up, I wouldn’t say, like, dirt poor, but I grew up with not a lot of money. I grew up in a trailer park in Lansing, Michigan, is where, you know, there were times that we would be know. I wouldn’t say without food, but it was very little, very tight around the house. Both my parents worked really hard, and they did the best to support us, but we just weren’t making a lot of money. And it was being spent where maybe it shouldn’t have been spent. And I don’t necessarily have a whole lot to speak on that, but it was tough. I grew up in an environment where money was at least seemingly scarce, right. We didn’t really have a lot of money.
Dan Romigh
I was told no, to do things all the time, and not because they didn’t want us to, but we just didn’t have the funds. And so when I was growing through that process, I had to make money to do stuff. If I wanted to do anything, I kind of had to pay for it myself, but I’d say, hey, I have some money for it. Or if I wanted to buy anything at the corner store down the road or whatever. I was just thinking about this. We were just back home last weekend, and I drove past Rich’s country store, which is what it was called, and it’s right down the street. And I would mow lawns in the trailer park and then go buy, like, this chocolate malt ice cream with a little wooden spoon.
Dan Romigh
And I remember doing that almost every day over the summer. But I was the oldest of three, and so I’d always done whatever I needed to do to make sure my sisters and I were good. And there were times that I’d have to go out and work as I got older, where I would make money doing things. I doorknocked for my dad’s lawn care business and my dad’s painting business as I got older, right? Not when I was ten, but 1314 years old. I’m this little junior high kid knocking on their door, selling them paint estimates, right? And so I just learned the value of working hard early. And I did get paid for doing that stuff, too. So I started making money when I was younger, and I’ve always had that itch to do something different.
Dan Romigh
Consistency in one field for me is, like, I had the gym, and then I had this and this and this. Right? I had other things going on with this. I’ve been focused for two and a half years, and we’re seeing it really start to pay off. But that entrepreneurial thought process and mindset for me has definitely been there. I mean, as far back as I can remember, just buying and selling things, knocking on doors, mowing lawns, random little things like that when I was growing up. And then as I got older, it turned into actual businesses and stuff like that.
Jason Martin
It sounds like you may have also gotten a little bit from your father with the painting and the landscaping business.
Dan Romigh
Yeah. And I love my dad, and I don’t know if he’ll ever watch this or not, but the reality is, I watched my dad start, and almost art Williams does it all the time. Almost everybody does. Almost enough. Right? And I watched my dad almost do enough to make these businesses be big multiple times. And so, for me, running a business, running my gym, were right there for a long time, and then it happened, and then Covid hit right. And I was like, dang. And so being here, knowing that I am able to really, if I focus, if we lock in, right, I say I, but when I say I, I mean my wife.
Dan Romigh
And, like, if we’re focused and we’re really growing and we’re doing what we need to, like, there is no limit and very little things that would be able to derail us from getting to where we want to be here. If Covid hits. Honestly, I think that would help our business. I’m definitely not wishing something like that happened, but I think that everybody kind of looking for online work again would be a plus side for us. Right? For sure. I don’t know if that exactly answers the question, but, yeah, man, I just definitely got some of that from my dad. But I also saw a lot of what it looks like to not see something all the way through, and that was probably a more valuable lesson than I realized growing up. Gotcha.
Jason Martin
I mean, it almost sounds like that, Covid, in your particular case, was almost a blessing for your business because it forced you out of one business and made you start to look for something else. And I’m assuming you’re 100% focused on your financial services business now.
Dan Romigh
Yeah, 100%. It was a blessing in disguise, and I never would have. I mean, I literally have a hand tatoo. I’ll never forget my mom’s like, you can’t get a hand tatoo. What if you have to get, like, a real job sometime? And I was like, I’ll run the gym forever. It’s fine. So I never planned on doing anything else. I thought I would be yelling at people in cold buildings for the rest of my life. And I loved it. I still do love it when I get a chance to give little coaching things here and there. I love doing that. But, yeah. Covid forced us to look elsewhere for income, and the push to look somewhere else opened a window or a door, I guess you could say that just made sense to step through.
Dan Romigh
And the impact we have here is so much greater than we had at the gym, too. That’s another big thing. I loved the impact that we had. Literally, people told us that we’ve saved their life, we saved their marriage, we saved their spirituality. We brought them back to God at the church from the gym. And so seeing that same type of stuff happen in our business here is awesome. And the biggest thing that I like about it is it’s not geographical. Like, the gym, it is 10 miles. Right. You’re not going to drive 18 hours to go to a gym. Sure. So it’s very much limited on your geography, whereas with this. Yeah, we have an in person office here, but we also run all, most of our appointments on Zoom, so you can literally be anywhere.
Dan Romigh
And so our impact is, I guess, limited to the US, I guess. But, yeah, it’s a much broader audience, if you will, where we can take the message that we want to share and that we’re trying to help people through and what we’re trying to do with our business and our family and how we’re trying to inspire other people. We can take that anywhere in the country. Got you.
Jason Martin
You mentioned kind of being all in, just focusing one thing. I couldn’t agree with you more. I mean, myself as an entrepreneur, I’ve had many businesses throughout my life, and I find that once I’ve narrowed it down and really went all in one thing, great things can happen. What might you say to someone that is doing a couple of different things and they want to be in business for themselves and what might you say to them?
Dan Romigh
Yeah, I think it’s good to try a few things to figure out what you like and what you’re good at and what works. Right. So there’s kind of three components to that. And I heard this quote from Alex Hormozi, like, you don’t have to do what you love, you need to do what works. So that’s a big component of, like, I did not love insurance and investments when I started, to be honest with you. I was like, this is just a good way for me to make money at this point because it worked, right? So it worked. I had no desire to get rid of the gym. Like I said, I thought I would do that forever.
Dan Romigh
Even when we first started primerica, I was like, oh, man, if I just were to lock in and just do this at half, 50%, right, and do the gym at 40%, were going to sell 30% to two other coaches. That was the initial thought. And I was like, yeah, that’s good. We can do that. And then went to a big event. My wife’s like, sell all the gyms. So we did. And I was grateful she did that because I still would be there right now if it wasn’t for her giving me the more or less a blessing. Like, yes, let’s go do this all in. But anyway, I think it’s good to try some stuff out. And I’m super young. I’m 30 still in a grand sense of business. I’m a baby still. I still got a lot to learn.
Dan Romigh
And I’m not going to claim that I know everything, but I had the gym. I had an online fitness business. We ran a competition business together. I tried to take over my dad’s apparel company again. That kind of almost made it in all of those businesses. I learned what worked and what didn’t work. I learned that I didn’t like any of them other than the gym, but I learned scaling systems and customer retention systems. And so through the process of that, I found what I loved, which was coaching, right? I thought it was coaching fitness, but it’s just coaching in general, like helping people with their thought process, their mindset, stuff like that. I love that. I’m good at it, and it works if you’re in the right vehicle and if you’re coaching.
Dan Romigh
What I found in the fitness space was that it’s tough where we lived, at least to charge what you need to charge to make a living. Frankly, as a single income family, especially now, the stars kind of all aligned at a perfect timing during COVID where people not only needed to work from home, but they wanted freedom, they wanted flexibility, too, in their schedule. And then what were doing was helping people have peace of mind during that season of what was going on in the country, right? And so throughout that process, I learned that I could still coach people I liked it. And it was a way better vehicle. Right? So there are times that you have to kind of lay down the sword, if you will, and say, hey, this, though, this is a good fight, is not my fight anymore.
Dan Romigh
And that’s really what it felt like with the gym. We got to a point where it was like all said, we literally said, we’re going to die on this hill. We will be the gym in Michigan that shows that you can do this safely. Shows that. And we literally said, we’re going to die here. I was literally ready to get arrested and go to jail for it because it was happening around the country in gyms, and so I was ready for it. But then we found this business kind of, I would say found us. It kind of interrupted our plans. Like, God kind of dropped it on us at the perfect time. And we’re like, yeah, we should do this. And so there’s times, as a business owner, that you’re like, hey, I have to make an adjustment.
Dan Romigh
But in the beginning, like I said, I tried all these different things, and I was like, that works. That doesn’t. But at any time that you would see big success in any of those things, were very focused. Maybe not 100%, but 90% or more on that thing. And so our competition business, we had. I was really locked in on that for a while, and Taylor took over a lot of the coaching at the gym with our other coaches. And so we booked out a bunch of events, and it grew. And then I went back to focus on the gym, and that kind of died down a little bit, and the gym picked up, and so you can only give 100% of your attention to one. So, like, I hate the quote.
Dan Romigh
The average millionaire has seven streams of income because it makes people that aren’t millionaires, which I’m not, but it makes people that aren’t millionaires think that, oh, well, I should have a drop shipping business, and I should doordash, and I should do Uber, and I should do turo, and I should do all these different things where you should just find one thing that you like, it works, and you can scale it and go all in on that. And that’s really why we decided to go all in on Primerica. And we haven’t diversified at all because we don’t need to. Like, our diversification is in the products that we sell. Right. So it’s one stream of income, I guess you could say, across 18 product lines or whatever it is that we have the availability to sell.
Jason Martin
Absolutely. So you mentioned coaching that you just really enjoy it. And you were able to be a coach at the gym, and now you’re able to be a coach here in Primerica. What do you take away from it? What’s the joy that you get from being a coach?
Dan Romigh
Oh, that’s a loaded question. I could talk about that for the rest of the time, but I think if I had to narrow down to one or two things, I think first off for me is seeing somebody go to another level in their life, and that might not be in where they are. So maybe they’re coming to you. When I was a trainer, they might be coming to us for weight loss, but they come to us to lose weight. And they do lose weight, but their relationship gets better, their marriage gets better. They develop a relationship with their kids. It’s almost like I get more joy out of the other areas that their life changes over. Why they initially came to us in our business, now we are a younger business. We don’t have a lot of people making tons of money yet.
Dan Romigh
They’re making money, but not like, oh, my gosh, they’re amazing. And so it’s cool to watch these people come in and we see people come back to Christ, or come to Christ the first time, and then their spiritual journey. That’s big. That’s awesome. We’ve seen people quit vaping or quit smoking. We’ve seen people quit drinking. We’ve seen people start eating healthier, all because they came to be a part of our team and our business. That’s really cool. Really. And so coaching is not, in my opinion, it’s not your only coaching here. You got to look at everything else because it’s all related. There’s a bunch of quotes. But how you do one thing is how you do everything, right. So if you want to win in business, you need to be winning in your family.
Dan Romigh
You should be winning in your finances and in your faith in your fitness. You should be having wins in all of those places. I’m not saying you need to be a millionaire bodybuilder with smoking hot wife and all these other things that are awesome, but you should be feeling like you’re winning in those areas. And I think we all can objectively know what that feels like, right? You shouldn’t be stressed when you walk in your house. You shouldn’t hate what you see in the mirror, like that type of stuff. And it’s big when you start getting little wins in all those places. It’s amazing how when you start losing, when you lose 20 pounds, you’re more confident so you close more. You close more deals, right? Like, you make more sales. It’s easier to prospect because you feel good about yourself.
Dan Romigh
So you’re talking to people, right? Like, all these things are connected. And so I love kind of helping people connect the dots. And Jason, you come to me, you’re like, oh, Dan, I just closed my first deal. And I also noticed that, hey, you’re getting to bed earlier. You’re self developing. It’s like, dude, that’s awesome. I think it’s because you’ve been going to bed earlier and you’ve been reading your books, like, helping them. See, that’s the link, right? And for me, Alex Hormosi calls it talent stacking. And so when you’re talent stacking, what’s happening is you take one thing. So let’s say you’re really bad at sales right now. You’re bad at prospecting. Say you started primerica, right? And just what I’m familiar with. So say you start primerica, and you’re just terrible at everything, right? That’s the reality.
Dan Romigh
Like, most people come in and they’re not very good at a lot of things. That’s okay. But they come in and they say, hey, you know what? I got to get good at all these things. Well, hey, let’s get really good at prospecting, right? Because if you’re good at prospecting, then you’ve got all these people now you can talk to. So now your talent is, I can prospect, but I’m terrible at getting on appointments. So now you get better at setting appointments, right? So now you stack that talent on top of the other one, and then you just kind of keep stacking different talents. And so eventually it comes the point that you’re learning how to lead people, you’re learning how to manage people, and you’re helping people motivate other people, which is. I mean, it’s just John Maxwell’s five levels of leadership.
Dan Romigh
Like, you get duplication, and there’s just so much that comes through that. And I think to pair it all the way back, I just love seeing people step outside of their comfort zone and really break out of the mold that we’ve kind of been forced into through various sources, I guess.
Jason Martin
I love that. If you don’t mind, I want to circle back to talent stacking.
Dan Romigh
Yeah, go ahead.
Jason Martin
If we can dive a little bit deeper. What area? So if you’re coaching me, right. Yeah, I’m new in the business. And where would you start? How would you start to communicate with me what was maybe some of the questions that you would ask, what things would you find out? Would you almost like make a plan for me in your mind or would you share that with me?
Dan Romigh
Kind of.
Jason Martin
How does that work?
Dan Romigh
Yeah, that’s a great question. Honestly, I’m going to say it depends person to person because it really does. But obviously we have a framework that we walk everybody through and I’m really intentional with the order that we go through when we bring a new person on, and that’s for scaling purposes. We want the system to be the same for everybody so when someone comes in, they can move through that. But for you, first of all, I want to know your goals. Tell me a little bit of your background. Like you asked, when did you start making money or entrepreneur? I want to learn that type of stuff early because I’ve just seen that people that are business minded, money motivated that type of person, they’re a lot easier to coach. So I can kind of skip some stuff.
Dan Romigh
But anyway, I’m looking at like, okay, are you willing to and able to be coached? Right? Are you willing to, hey, watch this video. Put this post up on Facebook. Do that. Make a list of people to contact. Give me your hot three. Get the district leader or whatever it might be. I’m trying to figure out are they willing to even do those things? Because if they’re not, there’s not really much more I can do outside of that. If I’m coaching you and you’re willing to do those things, I am looking for in terms of talent stacking, the first thing we’re going to learn is how to prospect people because you need people to talk to, right? And I explain this to my people.
Dan Romigh
I don’t tell them we’re talent stacking, but hey, we’re going to field train you on prospecting, on setting appointments, on running appointments, on leading people, on scaling a business. Like we’re going to field train you on all those different things. And you really can’t have a powerful any business. I don’t care what your business is. It could be real estate, it could be selling ice cream cones. It doesn’t matter. If you don’t have a base foundation of talking to people and getting people interested in whatever it is that you’re selling, you’re going to have a hard time selling anything. And at the end of the day, every business needs customers. So that’s going to pose a problem. So the best place you can spend your time in the beginning is talking to people.
Dan Romigh
Skill with people by Les Gobin is a great book when I first started, our coach at the time, he was like, you should read that book or listen to that book every day for a month. It’s short, it’s like that big. It’s literally like that tall. It’s really small, 30 pages. I mean, it’s like a postcard size. Sure. And it’s a couple of sentences per page. Like, you could take ten minutes and read that thing every day, and you’re going to learn a lot about how to interact with people. But then on top of that, how to win friends and influence people is a book that I listen do at least twice a year, because it’s just super important that you understand how to relate to people. And I’m like a type a.
Dan Romigh
If you’re a color personality person, like a red person, I’m going to just action oriented to the star system. I’m just going to go after it. So for me, slowing down and listening to people tell me about their life problems, like, oh, my gosh, it’s terrible. But I’ve developed a skill to be able to listen at least for a few minutes to them, and I need to get better at it. I do. This is like my bottleneck in my life is my ability to listen to someone complain about everything in their life and not be willing to take action on it.
Dan Romigh
So it’s tough for me, but the better I get at doing that, the better I’m able to poke at the buttons that need to be pressed and kind of figure out, like, oh, you just saw, like, oh, your parents got divorced when you were seven and you lived with mom, and so there was no dad figure or whatever it might be, right? And then I’m like, got you. You need a strong male leadership in your life, right? Dude, you’d be surprised how many people that’s the case where they just want somebody that they can say, dude, that’s my guy. You know what I mean? And so you see that all over the company with leaders, you could think of almost any million dollar earner, and it’s them.
Dan Romigh
And then they’ve got the one guy, they’ve got their one biggest guy, and that biggest guy is like their biggest cheerleader. And if you listen to the story of a lot of those people, it’s like they didn’t have somebody that believed in them, and someone came along and finally started to believe in them, and that turned them into this giant. Right into somebody that was really doing something big. And so that’s a general statement, and I understand that, but for me, I just love helping people go from I’m really bad at all things in business to like, hey, I can set appointments. Hey, I’m running my own appointments. Hey, I’m closing business and I’m duplicating myself. I have people on my team that are now doing that as well.
Dan Romigh
And that’s really awesome to see because now you’re duplicating yourself, and that’s a really clear sign of being at least a moderately effective leader. So, yeah, I. Hopefully that answers the question at least a little bit. Sure does.
Jason Martin
Yeah. It’s got to be really nice to see people kind of grow and develop and on their own. You talked about personality types. Right? So some of the systems out there’s essentially four different personality types. And throughout your business, you’re going to run across all those types of personalities, and some of them will, some of them won’t. How do you kind of identify who are the people that are going to be your go getters versus or whatever term you may have for them versus the people that are just here for community and things of that nature?
Dan Romigh
Yeah. So it’s tough to go based on personality on that, just to be, at least in my brain, maybe it’s not for you, maybe it’s not for other people, but for me, I can’t be like, oh, yeah, this person’s the color personality. They’re red or they’re blue or whatever. They’re going to be awesome for me. I’ve always heard that there’s three types of people in every business. So you got very nice people, like vnps. You got could be players, and you’ve got your players. Right. And so I’m looking for people that are the players. My very nice people. You need them. You need them in the chairs. They clap. You need somebody to high five when they run around the room for recognition. Right. And so they’re there. They take up the seats. And that’s most of your people.
Dan Romigh
Most of the people that you bring on, most of the people that you have in your business or in your organization are going to be very nice people. And you can count on them to do, like, one or two things every couple of months. Right. And they’re very low, generally very low producers. They don’t do a lot, but they’re amazing for the environment, and you have to have them. They’re the glue. The lady at every training, she’s always there, right. But she never does anything. And you’re like, if you would just do something. Right, right. But you can’t shake those people because you’ll scare them away and you just kind of got to let them be a part of the environment and just know that they’re going to tell you every month I’m going to go five by five.
Dan Romigh
And probably not maybe, but you can if you decide to, but probably not sure. And those are your very nice people. They’re amazing. You need them. Your could be players, you know, these are your could be players when there’s like an incentive that they want to win and they turn it on, right? And they’re focused for 30 days or six weeks or a week. You’re like appointment setting contest, it’s $50. And they’re like, dang, I’m broke. And they go set of 100 appointments and they win the money. But then none of the appointments fall through or do anything. Or they recruit a couple of people or they sell a couple of policies and then they disappear for three months again. But they’re pretty much always there.
Dan Romigh
So there are people that you know and you see a lot of potential in and you got to love on them where they are. These people tend to be like, from the color personality, these people are usually like yellow. They’re the helpers. They’re very compassionate, relationship driven. From my experience, at least they want people to win, but they don’t want to make them mad, so they’re not going to push them. But when they need to, they will and they can’t because they’re good with people, right? So then you got the players and this is where 80% of your business is going to come from, two or three or four people. And these are the people. They’re your players, your leadership team when you need help and you’re like, hey, we’re pushing.
Dan Romigh
After this goal, you call the three or four or five guys that you got and you know you can count on, hey, what are you doing? Hey, I’m going to do ten x ten or five x ten personal or whatever it is. You’re like, cool, I need 15. They’re like, I got you. Every organization has a few of them. And I always wanted to be a player for my coach, right? I’ve always wanted to be somebody that my coach could say, hey, Dan, I need this. This is what we need to push us over. And I’ll say, hey, I’m going to do this and our team is going to do this and we’re going to break our back to get it done because that’s just the type of person that I want in my business.
Dan Romigh
And so I got to be that for somebody else. I got to be that go to guy because that’s where a lot of the production comes from, your go to people. And so I don’t know if that exactly answers what you’re asking, but from a color personality or whatever, it’s hard for me to pigeonhole who those people are exactly. But a lot of times the players will come in and they’re generally pretty competitive, action driven people. And then you’ll notice if they stick around or not is kind of based on if they’re developed. And if they’re not, they’re like me, like freaking bull in the China shop. And you got to learn how to rein them in and put some styrofoam pads up so they don’t break everything but let them do their thing because they do need to develop.
Dan Romigh
And if they develop, you got a double stud, right? Like they would say, you got somebody that’s just going to be a monster, but you have to be willing to put up with the punches. You don’t get to deal with a massive fire without a little bit of backlash. Got you. And so you’ve got to be willing to let them do a little bit of running and they will make some people upset because they’re showing them what they could be doing. And that’s when I came into the business. The hierarchy that I was in below RVP, I mean, nobody was really doing more than 15 x 15 in their base shop before they got promoted out. And if you’re 15 x 15, it’s like, yes, we’re going to promote you. We’ll do whatever we can. We came in the first month I was licensed.
Dan Romigh
We did 106 recruits, I think by 20 something in premium, not a lot. And I definitely needed to get better at the premium side. Sure. But we came in and they’re like, whoa, what just happened? It just totally lit a blaze in the organization. And then from that, all the below RVP people were like, oh, if this new guy can do it, so can we. And so you kind of raised the level of everybody around you. And again, that’s the player, though, right? I came in and I was like, I’m going to do it. I’m going to figure it out. But we have a lot of people on our team that just, for whatever reason, they just kick the can and next month we’ll do it. Next month, I’ll do it next month, I’ll do it. Oh, my goodness.
Dan Romigh
If you would just do it, you’d be awesome. Right?
Jason Martin
So those are your very nice people, they keep showing up.
Dan Romigh
Yeah. And again, you love.
Jason Martin
Yeah, absolutely. What would you attribute when you joined the new organization? What would you attribute the massive recruiting numbers out of the gate?
Dan Romigh
How’d you pull that off? Yeah, very simple system. Right. So I was recruited by Andy Onsted. Taylor and I were recruited by Andy onsted. And we learned his system right off the bat and we ran it and it worked. And we did that for about a then, you know, you can look like our code got. I was Andy’s replacement, so I got kicked out of the nest, like, off all the trainings. I get it. I get why he did it, but he more or less stopped talking to me and he had to go find some other people to work with because I wasn’t in his business at all. And I completely understand why. But when that happened, I kind of stopped doing that to the capacity that I was before. And you look, our recruiting numbers went way down.
Dan Romigh
And then December of 2022, we made a decision to go get after it. We started doing it again. And January, our numbers went up and they kept going up and up and up. And we’ve been over 75 recruits for the last four months now. We’ll probably finish the month around 100, if not over 100. And so it’s just like seeing the growth of, like, okay, this works. Don’t not change it. But at the end of the day, you need a system, and it doesn’t matter what system is. And if you call me and like, dan, what’s your system? My system is just freaking talk to more people. I don’t care how you get in front of them. There’s no magic Facebook posts. There’s no magic panera that you get your prospects at.
Dan Romigh
It’s just a matter of getting your message in front of other people. And it can be through prospecting or through calling or through a phone book or through Facebook, through a hot market list would probably be your best bet. But some people don’t want to do that. I can’t figure out why. But wherever the path of least resistance is where you should be right now. I’m going to say that with a caveat of, like, you bring somebody on and you don’t field train them, you might as well have not brought them on again. That’s for any business. I know we’re primarily talking about what we do now, but in the gym, if I hire a trainer and never teach him how to train anybody, what’s the purpose? Right? And I wouldn’t do that. And so why do we do that in our business?
Dan Romigh
I couldn’t tell you. And part of it’s the skill of learning it too.
Jason Martin
So the nature of the business, it’s possible to recruit someone and then within a day or two that person recruits someone that recruits, but that person you recruited first doesn’t really know anything yet. So as a leader, as somebody that’s building and growing, how do you ensure that 2nd, 3rd, 4th generation person is getting the training that they need? Because the two or three people directly above them haven’t been seasoned yet.
Dan Romigh
Yeah, that’s a really interesting question because people, I think we have a tendency in the business we’re in to only want to work with our directs. Right. And there’s this weird facade of like, well, that’s your team, so you got to help them, but you’re brand new, so that doesn’t make any sense. And when I started, that was kind of my mentality. I would just recruit 1000 people and not really do a whole lot of training anyone but you. And I’d help you recruit a bunch of people, but I wouldn’t really train or, sorry, I wouldn’t really train them. I would say you got to make sure they get on meetings, but you didn’t know what you were doing.
Jason Martin
Don’t have a skill set.
Dan Romigh
Yeah. So recently, actually probably within the last like six to eight months, we’ve really figured out that everyone is direct to you until they’re able to run their own appointments, even if they’re licensed. And that might be contrary to some of the systems that people watching would say, but the reality is if I recruit you and then we go recruit Bob and Bob recruits Sally. Right? None of you know what you’re doing. Not you, Bob, or Sally. But if Sally’s a stud and I don’t help her, I’m going to lose her. And so my job is to train you and train Bob and train Sally. And through that process, maybe you get licensed. Bob doesn’t, Sally does. You still don’t really know what you’re doing.
Dan Romigh
So she’s probably still going to come to me because you got brought on within a week of each other and she knows that and that’s fine. The other side of that though is newer people coming in sometimes like once you get licensed, I’ve seen this go both ways where you’re like, yes, help my people, keep helping them. The other side is like, let’s my team, let me help them. But you don’t even know what you’re doing yet. And I’ve seen both of those things. And so the way I approach that, I’m like, hey, Jason, that’s awesome. I’m going to keep working with them. If you’re like, yeah, help them. Sweet. I’m going to keep working with them.
Dan Romigh
And if I’m going to close a policy and you’re licensed that state, I’m going to give you a call, you’re going to jump on and I’ll let you take care of it for you, or we’ll split it or something like that, depending on the situation. And that’s just how I do it again. Maybe talk to your coach about it. But the other side of that, if you’re all mad about me working with that person, well, Jason, why’d you bring them on? Right? And I brought them on to help them so they can make more money. Okay, well, if you can help them or I can help them, who’s probably going to be able to help them a little bit better right now?
Dan Romigh
Not saying you won’t be able to in the future, but who’s going to give them the best guidance right now, do you think? And generally they’re like, well, probably you. I’m like, okay, cool. So why don’t we do this? I’ll help them and I’ll kind of tag you along. We’ll put us to a three way group chat. And you can hear it. Watch how I do it. Because at the end of the day, I want to duplicate you. I want to duplicate myself into you. Right? So you run the same system and you talk like me. You sound like me. Because the system that we have is very simple, but it’s not a personality driven system like some of them are. This is not, it’s very easy. And I just want you to see how I communicate with.
Dan Romigh
Let’s, let’s meet with her on a meeting with her at three. Can you hop on? Sure. Well, no, I can’t. I’m at my job. Okay, well, that’s Jason. That’s why I need to work with her, because you got a job and I don’t. So let me train her. He’s like, yeah, I can. I’m like, cool, let’s jump on. We’ll do this together and you become a team. And I’m going to eventually, every once in a while. Not eventually, every once in a while. I do have people that are like, don’t talk to my people. And at the end of the day, I’m going to talk to those people because that mindset is not going to stick around. Right. Generally, they’re not going to do super great here.
Dan Romigh
Sure, because it’s a people business and I’m going to love on them, but I’m still going to talk to them. I’m still going to send them the links for the zooms. I’m still going to invite them to the big events and the convention and stuff like that. But I’m not going to ask for your permission to talk to somebody that you don’t even know that you recruited through somebody else. Right. I want you to win, but I also want them to win. And that doesn’t need to be mutually. They don’t both have to happen for Susan. You don’t have to win for Susan to win.
Dan Romigh
And I’m not saying I’m trying to step over my direct toes or squash them or take their chance of winning, but I also know that Susan knows people that you don’t know that if I can get through there might be an RVP down in there. Right. Selfishly for my business. But it’s also. That’s helping you, too, at the end of the day. Absolutely. I’ve had people come around. That one guy, one of my best friends, actually, he didn’t join right away after we crossed the $50,000 watch. He joined after like five months or whatever. He’s like, okay, I should probably try this. Last time you talked to me, you weren’t making any money. Now you made 50 grand. Like, what is this? Right? And then he was here with it for a year, on and off, really good at the business, but very inconsistent.
Dan Romigh
And he quit in January because, like I said, we kind of switched systems up. It wasn’t working all that great. Everybody’s income was down. It was a tougher presentation. Lots of reasons. Anyway, in December, were at 106 in our rolling twelve. So, like, over twelve months we had 106,000 and we made a choice and we just decided to go get after it. Right. And there’s a reason I’m talking about this, because he watched for eight months or really seven months, and he watched us go from 100 to 150 to 100 and 8185, 190, and came down, moved down from Michigan. And now he’s one of our top guys in our base shop after watching. But he came back and he’s like, oh, this is the same thing were doing before. And I was like, yeah, why would I change it? Right, right.
Dan Romigh
And he came back, and when he came back, he had two or three people that were still here. I mean, granted, not doing a lot, but still here, plugging in a couple of recruits every month. Couple policy here and there. Again, not a lot. But he came back and he’s like, oh, they’re still around. Like, yeah, dude, they’re still around. He’s like, oh, okay. And then it kind of clicked. Like, oh, that’s why you’re helping my people, because I dipped out and then came back and now I got something to show for it. So if someone’s leading, don’t be afraid to talk to your people’s people. They got them into the business because they wanted them to win in some capacity. So sometimes you’re better at leading than they are. It’s just the reality.
Jason Martin
I mean, that’s an amazing lesson there. And I think if the right people hear this, that’s going to help them tremendously. It’s all about teamwork as people are kind of growing within the business and maybe they’re a period of time down the road. How do you know that they’re kind of ready to leave the nest?
Dan Romigh
That was a loaded question. Yeah, it is. Again, individual basis, right. Each person is a little bit different, but big telltale sign for me is when they’re like, they’ll tell me, I want to go, let me run my own appointment, or they’ll run them and not tell me. That happens a lot, too. There’s times I’m double booked a lot of the day, a lot of the time. Not always, but most of the time I’m double booked during peak hours at least. And so if you and I have an appointment together, and I have an appointment with a new unlicensed person that hasn’t seen anything yet, hey, you got this. I’m going to run this appointment, right. And if you want help, you can give it to somebody else and split a sale, or you can figure it out later, but you can do it.
Dan Romigh
You’ve seen ten appointments. Like, you got it. Again, our system is very simple and duplicatable, so I really only got to take people on three or four appointments before they’ve got the gist of it. And then it’s just a matter of them watching or, sorry, not watching them doing it and practicing. And then from a leadership standpoint, one of the things that I’ve done to help people in that scenario is I’ve created YouTube videos of, like, a recruiting boot camp, a kitchen table boot camp and stuff like that for our team. And so I’ll give it to our. I’ll watch this. I lay out everything I do and everything I say right here. Just watch the video and then do that and you’ll be fine. And the other thing I’ll tell them, too, is you got to be bad before you’re good.
Dan Romigh
Generally, you’re not going to be the most polished on your first appointment. I closed my first appointment, but it was a train wreck. I put them in the wrong state like it was a mess. But we fixed it and I learned, and guess what I haven’t done again. That. Right. Same thing with life apps, like fill out a practice application one time, you’re like, oh, my gosh, right. And so then you’ll never do it again, though. And so you just kind of got to go through those. If you’re a field trainer, you got to let your people fail forward. Right. Or fall on their face. It’s in their best interest that they fall on their face when they’re still close to you. Got it. Right.
Jason Martin
It’s really refreshing to hear that you believe in about three appointments or so.
Dan Romigh
Right.
Jason Martin
So you want most new trainees to book, what about ten appointments?
Dan Romigh
I try to get them on ten, but I think it’s duplicatable within three or four, for sure.
Jason Martin
That’s amazing to think that quickly. You basically have the tools and skills that you need, especially if they’re using the tools and watching the videos, showing up to the weekly training.
Dan Romigh
And that’s the big thing, right. If they’re using the resources, you don’t need to go on any appointments. I mean, the reality is you could join Primerica, never get trained by anyone. Go to YouTube, find a presentation, learn it, and go give it and need. There’s a motivational video that Andy used to send me all the time. It said, you don’t need an upline or a sideline. You need a downline. Right.
Dan Romigh
And so if you’re not getting coached, if you’re not getting trained, if you feel, know, I’m just wandering around all the soundclouds and the pod beans and this and that and all these different places of all this information, first of all, check with yourself, can I go to my coach and then go, if you can, and humble yourself if you haven’t, and say, okay, I need help, and go talk to them because they probably have a system and a reason as to why they do what they do and you’re here. So it probably works at least a little bit. Sure. The other side, though, is just put the ego to the side and say, okay, I’m going to learn one thing.
Dan Romigh
I’m going to get really good at that one thing and then make adjustments because it’s so much easier to steer a moving vehicle than a parked vehicle. I could turn the steering wheel all day, but I’m not going to know if I am actually going to go in a different direction. But I got to be moving. If I go like this on a steering wheel and I’m moving, I can see like, oh, crap, I’m going to run into the wall. But if I’m sitting in the parking lot and all I’m doing is this all the time. I’m changing my slides. I’m doing this on my presentation, I’m changing my orientation. I’m doing all this up, but I never have any movement in my business. I can’t tell what’s working and what’s not. I’m just going off of like, oh, that looks good.
Dan Romigh
And I think so many people in business in general, they’re like, I’m not going to start it until it’s perfect. You’re not going to know if it’s good until you put 150 people through it.
Jason Martin
Right.
Dan Romigh
Because that’s when you’re going to get to start to see, like, okay, this works. This doesn’t. That’s good. Not so good, like making adjustments through that way.
Jason Martin
Absolutely. You mentioned earlier, you mentioned some books, you mentioned watching videos over and over again, self development. What did that kind of look like for you early on when you first got started with the company? And then how has it evolved over time?
Dan Romigh
Yeah, so I want to go back to before the company, if that’s cool, because my personal development really started probably like six or seven years ago when I found one day just was scrolling through Facebook or something, and I saw the MFCEO podcast by Andy Frasella. And so I’ve listened to every single episode that he’s put out. One of the episodes in particular, the 75 hard episode. It’s episode 208 on Spotify. It’s under real af now. Episode 208 talks about it’s a personal development program. Like, people think it’s a fitness challenge. It’s not. I’m a huge proponent to this. I do it every year, and it’s 75 days straight of two workouts a day. One’s outside a gallon of water, ten pages of reading and following a diet. And it’s just being disciplined.
Dan Romigh
That has been my biggest secret in my life, is like, I just do what I say I’m going to do. And that’s something I’ve always, ever since finding that podcast and doing that program, I’ve learned. That said, he has another episode, like shortly after that 208, where he talks about the power list. And I talk to my team about doing this all the time, where you take five to eight things every day, start with five. Like, if you’re not good at moving the needle every day, start with three or five. I would say five is fair. And do five things every day that move the needle in your life and your business and your health. It doesn’t have to just be about Primerica for me. What I do every day, I send messages, I make calls. I set five appointments. I issue two policies.
Dan Romigh
Like, I set up two issued appointments, and then the other one moves every day. And I just do those five things. And if I do those five things every single day, I know that my business is going to move forward. And so for me, that was the biggest thing that changed my life, was that powerless of, like, I’m going to do five things or I’m going to do eight things every day. And then you try to win more days than you lose in the week, right? And then you try to win more weeks than you lose in the month. And then you try to win more months than you lose in the year, right? And so if you win the week, you moved forward, right? If you lose the week, you probably didn’t move forward, but you probably stopped yourself from backsliding a lot.
Dan Romigh
I don’t believe you can stay stagnant in personal development. I believe you’re either going forward or you’re either growing or you’re dying. Like, that’s what we say all the time. You’re either growing or you’re dying. And so in a personal development world, what that looks like is like, I’m doing my five tasks every day, and if I do four of the seven days I won the week, I got better, I did good. Now, my favorite game to play is how many days in a row can I get all five tasks done right? And it’s tough because you could have, like, wash the dishes, read five pages of a book, make three phone calls, and, like, two other basic tasks. And you’d be surprised how much freaking time that we just waste through the day.
Dan Romigh
When you get to the end of the day and you’re like, dang, I didn’t make my three calls, but it’s 1030, who am I going to call? And you’re like, crap, I lost a day, right? And so it focuses your attention on things that need to get done rather than things that probably should get done, but maybe not as important.
Jason Martin
Absolutely. So these five things that you do a day, do you have, like, an accountability partner? Do you write them down somewhere? How do you keep track?
Dan Romigh
So I do write them down. You have the wins. So I literally have notebooks in my office. I go grab them if you want me to. I’ve got notebooks full of lists of five to eight things. And again, I definitely don’t cross them all off every day, but you’ll see, like, and every day I’ll cross off all five or all eight for the day and I’ll put a big w through it and I’ll put whatever number it was. It was number three, number four, number five. And so I can see you get momentum, right. You get momentum there, too. And so I will. I do write it down. I don’t have an accountability partner, and I think it’s counterproductive to do any sort of 75 hard or something like that where you’re really trying to develop yourself with a partner. Okay.
Dan Romigh
Because it’s self development. Right. It’s not partner development. Sure. Is it beneficial to have somebody that’s also moving in the same direction? Absolutely. And somebody that’s going to call you out on your crap and make it harder for you to quit? Yeah, that’s definitely helpful. But it’s not, in my opinion. Like, if you and me are like, hey, we’re going to both do 75 hard together, I’m just picking on that because it’s something I’ve done. And if you’re like, I’m not going to go to the gym. And I’m like, well, if he’s not going to go, I’m not going to go like that. I’m not developing much there. It’s like, I don’t want you to be somebody that’s like, hey, do you want to go to the gym?
Dan Romigh
And I go, just because you say we should go, it, I want to be able to say, hey, I’m reading. Because two months ago I said I would. Right? Last night, actually. So this perfect example of this. Last night we got home from a builder school up in Michigan late last night, like, 1030. I still had to do my second workout, and so I was doing some stretching and some push ups and squats in my living room. My son, he’s three, he slept on the plane, so he’s wide awake downstairs. He’s like, dad, why are you working out right now? I told him, I was like, well, because two months ago, I made a commitment that I was going to do 75 days, and I need to work out. One of the things I said I was going to do is do two workouts.
Dan Romigh
I did one earlier, buddy. Like, I walked before church, but I didn’t do my other one yet. And I have to. And he’s like, well, you could watch this with me. And I was like, you can put it on and I’ll keep doing my thing and you can do yours. And he sat there, and it’s just those little life lessons that a. I’m teaching myself. Like, I can still do stuff and be productive and hang out with him, but it’s also teaching him. I’m hopeful that this is what he picks up on that over time, is like, hey, the reason that our family is successful is because mom and dad do what they say. Because mom and dad have the mental toughness to say, hey, it’s 1030 and it’s hot in the house, and I’d rather be in my bed sleeping. Sure.
Dan Romigh
But I’m going to do this first because I committed to it. And that’s the biggest thing to come full circle on your question. I think that prior to Primerica, I had already laid that foundation. And I think it’s really important that people understand that when you look at somebody that comes in like we did and exploded in the business, to not say, like, oh, well, if they’re doing it that fast, and I’m not doing it that fast, I must be bad at the business or whatever, or maybe it’s not for me. I can’t tell you how many people were like, I just can’t do it like that, dude, for nine years, I got my butt kicked in the gym, right? For nine years, I had clients call and cancel and tell the bank. They never gave me permission to charge their card.
Dan Romigh
And I get chargebacks there, and it’s like, it exists everywhere, right? And so I already went through a lot of that. And most people come into the business and they’re, like, brand new. In the entrepreneurial world, I think most of the people that you bring on. But when I got started, I stopped listening to music. I stopped listening to podcasts other than primerica, specific things, and then the relay f one. And so that’s just. It was all Primerica all the time. It drives me nuts when people are like, what’s your schedule? Can I see your calendar? Dude, my calendar is always like, maybe it’s not always appointments, but Taylor and I are going to go to the gym later, and I’ll prospect somebody while we’re there.
Dan Romigh
I’ll be looking for somebody that just carries themselves a little bit different and I’ll go talk to them. Right. Because you attract people like that when you are like that also, I show up and I just know that I carry a presence where I’m at. And so people will just naturally kind of come talk to you if you’re open to it. If you’re walking around like you’re open to it. But if you’re, like, head down in your phone all the time, no one’s ever. Well, there’s nobody around me. Yeah, because you’re like this all the time. There’s no one to talk to. You’re right, because you’re unapproachable. And so I learned all of that through a lot of the prospecting audios and stuff like that. But I learned all of that early on in the business in primerica. I learned how to prospect.
Dan Romigh
I learned how to run appointments. I learned all of that stuff through replacing my drive time and my workout time music with how to set appointments, how to run appointments. Seven months to RVP. Like Joe Ward’s big bass shop audio. Like Jimmy Meyer’s RVP. I think it’s RVP factory. I think it’s actually Mike Kessler’s, but Jimmy redid it. It’s on media. Like, listening to those mean I could recite some of that stuff to literally, like, you would sing the lyrics of a song. I could list off all the names on Ian Pruckner’s seven months to RVP of all the guys that he recruited and when he recruited them and what they were doing and their nicknames. Because I’ve just listened to it so much.
Dan Romigh
And we fill our mind with all this other stuff, like, where if we just remove the things that don’t help you grow for a season, you can condense your learning to such a short period of time just by having it in your ears while you’re walking or while you’re washing the dishes or while you’re folding laundry. It’s crazy. My daughter, she’s five. She prospects. Like, she’ll ask the question. I’m there to finish it, right? But she’s like, you should work with my dad. It’s not the Primerica prospecting audio, right? It’s not. Shane Rudman’s, like, nine levels of prospecting or whatever, but it is her listening to someone talk about talking to people, and she’s like, oh, but she’s learning things at four and five that I’m learning at 29 and 30. Dude, she’s going to be so far ahead.
Jason Martin
Absolutely.
Dan Romigh
I know, that’s not directly what you were asking, but if you have kids or you have a partner and you want them to be successful, put them around you when you’re learning, or put yourself around them when you’re learning as much as you can and don’t force them to do. I’m not going to come over here and shove an earbud in your ear, but I am going to listen to it while I’m doing whatever, right? Because a lot of times it’s just noise anyway. But if they might hear something, right, they might hear a one liner and they’re like, whoa, that’s different. And then what happens is, over time, people start to change and they start to grow and they start to develop. Got it.
Jason Martin
Obviously, everybody’s a little bit different. But for you, when it came to listening to the same thing again and again, approximately how many times would you say before you’re like, okay, I’ve got that. And. Or either a move on to the next thing, or I’m assuming you’re listening to multiple things at the same time in I.
Dan Romigh
That’s kind of a tough question for me because I will just kind of listen to stuff randomly. Like, I’ll just go pick whatever. But before I was on RVP, I was listening every. Andy sent me seven months to RVP, I think when I was a month in the business. And so I listened to that every single night until we got to RVP, which took us seven months. And it’s like I’m listening to somebody talk about seven months to RVP. Seven months. That’s just in my head. I’m like, that’s how long it’s going to take. And so that was what I listened. I listened to that every single day. One of my favorite ones. There’s an audio on Soundcloud about it, but I actually like the book better. It’s John a blank right now. Oh, my gosh. The dream giver by Bruce Wilkinson. Amazing book.
Dan Romigh
But I listen to that a lot. It’s just about, like, when you’re going to the next level, when you have a dream and you want to chase something down, like, there’s adversity. And he does such a great job telling a story about that. But the appointment setting, I still listen to that. I still listen to out and about prospecting. I still listen to fast starts. I still listen to these things because when we’re not reminded of what works, we tend to do what we think works, and we fall off the script. We fall off of what was working and we try to make our own tweaks and it’s like, dude, I’m not going to buy a Lamborghini and then change everything about the Lamborghini. It already works. Our system already works. Right now.
Dan Romigh
I’m not saying it can’t get better, but I’m not going to not constantly be in tune with what it is and make adjustments and then not come back and course correct. Right. I’m not going to do this and then not make sure it’s better results. Right. If it gets better results, then cool. I’m not dumb. Like, I’m going to run with a better result, sure. But all of those things come from different audios. And so my biggest ones for anyone, if you’re not running a big team, if you’re still helping people set appointments, the appointment setting audio is a big one. Prospecting is a big one. The fast start recruit presentations, like all these things that you think you got down. Like if you go back and you record yourself and you listen to, it’s like, where did I learn that’s bad?
Dan Romigh
It’s not at all what I learned. And so just I would encourage people to find five or six or talk to your coach and find a few that work for you, that match your system and your philosophy and just put those on rotation. And there’s always new things that I’ll listen to as well. But it’s more about the mindset than the actual audio. Right. Some of them are specific scripts, but outside of the few specific scripts, I just want to listen to people that think, like, I want to think.
Jason Martin
Absolutely. And I love the concept of record yourself. Listen to it back and over time you’ll get to hear the progression or you can realize how good or not good you are.
Dan Romigh
Right.
Jason Martin
And realize where you need work. Right.
Dan Romigh
Yeah. That’s one of my favorite ways to train a new person is like, okay, record yourself and then listen to the baseline, right. The recruiting audio that I gave them, and then listen to yourself and scale grade yourself. Sure. And almost every time they do it the first time, it’s like a three or a four out of ten. And they’re like, crap, that was bad. I’m like, yeah, that’s okay, you did it. Like, great job. And I always give them praise. Like, you did amazing, awesome job. So proud of you. But then I want them to come back and do it again, right. And I want them to record it again. And what happens is it only takes two or three or four times for them to record themselves and listen to it. Before, they’re like, dude, I got it. I’m down.
Dan Romigh
And then they crush it and they do really well. And that’s super exciting to like, that’s where it gets fun because now they’re doing it, and then you have them doing that with their team, and so now it starts to spread faster.
Jason Martin
Got it. Well, dan, I got to tell you, I could sit here all day and talk to you. I just love the knowledge that you’re bringing out, and I can’t thank you enough for your time.
Dan Romigh
Absolutely.
Jason Martin
Energy. I appreciate you stepping away from your family for a little bit and your business to join us here. And I know that what you had to say is going to help a lot of people. So again, thank you so much.
Dan Romigh
Yeah, for sure. Thank you.
Jason Martin
Appreciate it.
Dan Romigh
Appreciate it.
Jason Martin
Thanks.
Dan Romigh
That was fun.
