Ever feel like you’re stuck in a recruiting rut, watching others soar while you struggle to gain momentum? You’re not alone. Many reps find themselves spinning their wheels, unsure how to break through and build a thriving team. But what if you could change that? What if you could transform your recruiting strategy and start seeing real results? That’s exactly what Joe Ensor dives into in this powerful session. He shares insights and strategies that can help you turn your recruiting efforts into a game-changing success. It’s not just about numbers; it’s about building a team that thrives and grows. This is your chance to learn from one of the best and take your business to the next level. Don’t miss out on this opportunity to revolutionize your recruiting approach. Watch the video below and discover the tips and techniques that can help you build a winning team and change your life.
Video Transcription:
It’s opportunity today with John Addison.
Thank you.
Thank you very much.
Thank you.
Thank you.
Welcome to the program, everyone.
Thank you.
All right.
All right.
Thank you.
Thank you very much.
Oh, I tell you what.
Thank you.
I tell you, we’ve got an absolutely incredible crowd here today.
I know we got a lot of people from Joe Enser’s organization.
And so we just.
I tell you, we’ve got an absolutely incredible program for you today.
And, you know, today, although it’s June 1, is actually the end of May as it relates to PF’s for our contest, you know, midnight tonight is the end of probably the most competitive, best contest that’s ever been run in the history of our company.
So I’m talking to you out there right now.
I’m just telling you, now, listen, you know, as much as I want you to watch the program, because you’re going to get some great stuff, all right? And you’re going to hear from Joe Enzo.
You’re going to hear from people that are.
I mean, they’ve got a lot of things going on.
But if I were you, and I was sitting on the bubble of this contest, I don’t know if it meant going and closing old Uncle Verne, that he really needed to income.
But I’m here to tell you better be pushing to the very end of this deal, because this is.
I mean, there are gonna be some people that, when we get all this stuff processed in the next few days, that are gonna be crying and they’re gonna be squalling.
Cause they didn’t get enough done in the month of May to get them over the top.
We’re working now on the plans for these trips and what we’re gonna do in San Francisco, what we’re gonna do in Hawaii, and it’s gonna be absolutely mind boggling what you’re gonna be able to participate in there.
You know, one of the great things about the timing of those trips is they’re going to be happening probably about the time that the final of the, you know, the Citicorp Travelers group merger is done.
So there’s going to be some exciting announcements and things done there.
So I’m telling you know, hey, this is like one of those things where, you know, there are people, those runners that you watch in the Olympics, the ones that sort of pull up before they get to the tape, and then the ones that sprint through the tape or lean forward through the tape are usually the ones that get the gold medal.
Well, I’m here to tell you better be sprinting through the tape at the end of this contest.
Are you going to be sitting at home crying the blues when this thing’s over with? So that’s one thing I want to make sure that.
Now, listen, I want to cover a lot of things with you here at the first.
Make sure you know what’s going on in the company.
Make sure you can plug in, because there’s great things happening in our company today.
And, you know, one of the things, you know, that we’re doing right now is, you know, we’re meeting.
We’re starting to really meet with the people from Citicorp.
And I can just tell you they’re very excited about PF’s.
They’re excited about what PF’s brings to the table.
See, I believe, and I’ll hit some of this in the close today, that I believe that in the future of financial services, and you got to understand this, that see, the person, the team that controls distribution is in control.
I mean, you understand that.
I mean, you know, there’s all the mega mergers going on.
There’s all these things happening in our industry, which is really phenomenal, if you think back.
I was telling some of my people the other day when I was talking to them, some of the people that work with me here in family headquarters that have been with the company, I mean, all of us have been basically 15 plus years, the people that were in this meeting.
And a lot of times when you’re in the middle of the battle, sometimes you don’t reflect and think about kind of what’s going on.
Cause every day, I believe if you’re a winner, you gotta get up every day and just try to get better.
And if you spend all your time thinking 20 years out or thinking 20 years in the past, you never get anything done.
You got to get up every day and go in and on that day, in that 24 hours period, try to get better.
So a lot of times you don’t reflect on things and you don’t, if you’re in the game now, a lot of times, a lot of people, losers, all they do is reflect.
And all they do is think about what woulda, what shoulda, what coulda, and winners go out every day and try to get better.
But anyway, were sitting in there talking, and sometimes I don’t think we think about this enough, particularly those of us that have been blessed have been around this company a long time, that in the 1980s, were a part of the happening in the financial services industry.
I mean, the happening, I mean, Al Williams in that timeframe was the thing that shook the insurance industry.
And I believe a lot of the reforms, a lot of the things that had gone on in the last few years, and a lot of the things you’ve seen happen to our competition happened because a group of 85 people went out and shook an industry in the decade of the eighties.
Well, in the decade of the nineties, we’ve been a part of Travelers group, which you can, I mean, is, you can’t.
Art is the company that has shaped financial services, you know, in North America mainly during that time frame.
Well, see, if you look at what’s happening now to position us for the next ten years, that in the new millennium, as we go into that with Citigroup and travelers, you know, Citicorp and travelers forming Citigroup, that we’re going to be positioned where we’re going to be a part of the global financial services happening that’s ever occurred.
And there’s going to be a lot of people who don’t have enough of a vision to see that happening.
So I’m just telling you, things are going, things are happening.
I mean, we’re going to have more ways to make income in this company than you can possibly imagine.
And so listen, you need to, hey, you need to be.
You need to.
Be, you need to be plugged into what’s going on in the company.
And so for all you rvps, we’ve got the RVP regional meetings going on across the country and across, in Canada and everywhere.
We were just up in Toronto recently.
Boston, June 3.
I mean, Joe gets into a lot of detail on what’s going to happen in the future of your business.
And if you’re out there selling the dream, you need to know what’s going on.
Dallas, June 8, Los Angeles the 24th.
Chicago, July 7.
New York, July 9.
So you need to make sure that you are, as an RVP, okay, as a head coach running your own business, that you’re plugged into those things.
Also, do you have the FNA academies? I want to talk to you a little bit about this.
Steve Barger and Tom Hopkins have put together something that’s absolutely phenomenal.
Probably the single, bring the camera back to me real quick and then we’ll go to the dates.
Okay.
Probably the single biggest thing that people I believe have the greatest challenge with of implementing all the new things going on because there’s been a lot of change in the last few years.
There’s been a lot of things happening.
Probably the single biggest thing that I see people stumble on is two things.
Number one, they take their eye off recruiting and they forget that we’re in the distribution business and they get themselves in the product business.
But number two is the ability to go out with the FNA and not just be, you know, you do not get paid to be an educator.
I mean, you understand what I’m saying? You are not going to get paid based upon the number of fnas you run.
I mean, you are not in the.
Let me go help people get a good education here business.
You are in the business of educating people, but closing business, getting someone to, like, implement the program, and this, these academies are purely focused on that.
What Steve and Tom have done is put something together totally customized to our business that is going to help you go out and make money immediately.
Walk away from there able to make money.
So bring up the graphic in Atlanta, June 5 through 7th.
Go to the next one.
Fort Lauderdale, June 26 through 27th.
Dearburn, Michigan, the 10th, the 12 July, Seattle, August 21 through 23, go to the next.
New Jersey, the 25th through 27.
September, Dallas, Texas, October 2 through fourth, and then Boston.
They’re determining the date and time for that location in Boston.
So I’m telling you need to make sure that if you want to get paid more, you get plugged into these things.
Let me hit just a couple other things for you real quick.
And I want to hold this up.
You hold this up to this camera.
See, I’m getting good at this stuff.
See, now I’m holding it up and you ain’t got.
Okay, what can you.
I feel like that guy, you know, on tv, that ought to do 199, 99, what can you get? What I mean, inform or you too, can make a fortune in the mo, in the fastest growing industry.
What I want to is going out in your blue bag is a special offer.
I mean, one of the things that we’ve done at PF’s is we got, I mean, hey, you got to make sure when you got something that’s moving fast, when you got something that’s changing daily, when you got something that’s dynamic, you better be plugged into communication.
And we’ve got a special offer going out now where you can get plugged into EPN, where you can get, I mean, you know, professionally installed the satellite dish at your office or home or whatever for $199 and be totally plugged in and up and going.
And let me just tell you as someone, I had these, that dish thing before we ever had it.
At PF’s and I can tell you know, and I was like the chimpanzee that said, hey, I can go install it myself.
I promise you, it’s worth one night.
Just have somebody come out and install that sucker for you because I got all mad and wound up breaking a bunch of stuff and then I finally paid somebody to come do it.
But I’m telling you need to make sure you’re plugged into that.
The final thing, I want to talk to you a little bit about that.
This brochure is going to be going out to the top 400 and stuff.
It’s our CASa golf tournament that Joe is sponsoring that’s being put on also by PF’s and the partners organization.
Barbara King and that group and the partners board with Sean Vayan and the Bobby and red we sign all that.
Great group is really putting this thing together.
It is going to be a phenomenal event.
We’re going to be sending the packets out, they are in the next couple of weeks to the top 400 in the organization.
But if you want to get one of those packets, you can call 775 6170 so that you can be a part of that.
It’s going to be a phenomenal event.
It really helps a great cause of, again, another way that PF’s is changing what’s going on in our society.
You know, one of the biggest ways though, that we change people’s lives is that we create new heroes.
I’m going to talk to you a little bit about this in the close today that PF’s is in the business of changing people’s lives, changing the direction of their lives, giving them an opportunity.
And we attract people from all walks of life and we’re going to start on our programs.
You know, we had recently Joe had new goal and, you know, every month.
Now this is something I want to, boy, I almost forgot to talk about this, but I want to make sure, you know, to compete for this.
If you’re somebody that’s on that bubble of making a hundred, you need to go get it done and get over the hundred thousand dollar level.
Because every month on Joe’s program on straight talk, we’re going to fly in at our expense, bring in and put up in Atlanta, and then you get tour family headquarters, get treated like a king or queen, all the new hundred thousand dollar earners that qualify.
So another reason to go for it and get the ring, get over the top of that.
But, you know, we had some in recently and we filmed some segments and we’re going to keep filming these and stuff so that we can highlight some of the new heroes that are coming up in PF’s.
So let’s go to that segment and see one of the new heroes of PF’s.
When I was introduced to Primerica, I got a really good feeling when I got in front of people and started to talk to people and relate to other people.
So that is the reason I changed.
I thought it was a great opportunity.
He had always liked figures.
He’d always liked handling money, managing money and things like that.
And I thought it was, at the time, we thought it was a possible career for retirement for him to go into.
Because tool and die is a very physical, very hard on you and things like that, too.
So it was.
Thought it was wonderful.
I was a very shy individual up to about three years ago.
I wouldn’t look at someone’s face in case they gave me sneered at me.
I just.
That was the type of person I was.
But I think the problem was, is I wasn’t forcing myself to go out and interact with people.
And I was finding because everyone at PF’s that I spoke to was out to help each other, I thought, this sounds, this looks really good.
If somebody’s going to be successful in the PF’s, and if you can encourage the partners, if you can recognize the value of partners.
And I know in some of the things we’ve been to, even if your partner’s role is staying at home and keeping the family organized, not necessarily as much in the business, it’s still a very important part so that the other person, the person who’s active, can go out and do the job to the best of their ability.
I like the idea of helping people and allowing them to get in a piece of my life that I’d never realized was there.
And it’s just wonderful.
I’m having fun, which is, that’s what life’s all about.
And I think that’s one of the reasons for my success.
I think a hero is someone who sort of has integrity, is someone who can be the best that they can.
Be and respect their position and respect them, even follow them as a hero.
A lot of people, they’re heroes.
They would like to be like them.
To work with other people and help other people, if you can, to improve their lives and things like that is sort of a goal.
If you can do something that you enjoy doing and it’s a benefit to others and you’re, quote, being paid for it, obviously, we all need to earn money.
That’s.
You’ve made it.
You’ve made it.
And I’m doing that now.
You know.
You know, it isn’t.
We’re going to.
And like I said, we’re going to be over the next few months, we’ll probably film a lot in Hawaii, in San Francisco, and we’re going to be getting these stories of new heroes now, you know.
Now, Brian, I’m sure was watching that.
And, man, congratulations going over the $100,000 ring.
And, you know, one of the things is great is to see that happen.
But now, like I said, I’ve been studying.
I always study these folks numbers.
Now, Brian, I want you to look me.
Okay.
I’m looking at you right through the camera now.
All right, now, you’re doing great.
You’re doing.
But see, Brian has done his business, does a ton of mutual funds, but Brian needs to figure out how to recruit and get some premium done and do all those kind of things, too.
Because one of the challenges we got and one of the things I want everybody to hear me loud and clear as I study the numbers and I study our business.
There are so many ways to make money today in PF’s.
The income opportunity is phenomenal, but you got to make sure that you build a balanced deal.
So, Brian, I am proud of you.
But see, what I want to do is see you heading up the recruiting leaders bulletin see you heading up the premium leaders bulletin and get all that stuff done in your business because people don’t want to be kind of a one trick pony in this thing.
There’s too many ways to make income and stuff in it.
And I’m sitting here right now with Dick Walker, senior national sales director.
Now, Dick, you know, Dick is very close to going over to a million dollars right now.
I mean, I’m talking about.
So, hey, now, I can’t.
I mean, what, last month, what, 107,000 cash flow and you’re at 965, be 985 this month.
So Dick is like, right there.
So I am very proud of you.
I mean, what I see happening in your team, but the great thing for a lot of people that don’t know is you were in the banking business for what, like nine years before you came with Al Williams at that time, then PF’s.
And so you’ve been in the financial services industry for a lot of years.
And, you know, Dick, there really is a huge change going on in our industry out there.
And I think we’re positioned to, like, do something phenomenal with PF’s.
How do you, I mean, how do you see what’s going on out there? And what do you see the opportunity as for a company like PF’s? Well, you know, John, it’s when you look, when I look back to the number of years I spent in banking, and I look at how the banking industry is structured, and I’m so happy and proud to be able to say, I’m an ex banker.
Right, believe me.
But, John, I looked at how banks approached people in the way they marketed their products, and they’ve been kind of stoic.
And if you went to a bank and you really needed to borrow some money, they put you through the hoops.
And I look now at what we’ve done for people, and I look at what has happened in the financial services sector.
As you were mentioning earlier about the life insurance business, there’s a group of us and some in the room today that really bought into the dream of changing the largest industry in the world.
And we did that.
And, you know, insurance industry will never be the same as a result of these people and their passion and belief.
And I believe that we are positioned to do the same thing to the banking industry.
And I believe in years to come.
And my son and I have a team of people from my base shop up here, these young people that are coming into the business are going to experience a total evolution in the banking industry, the likes of which we saw and witnessed and participated in the insurance industry.
So, you know, banks, savings and loans, credit unions, credit card companies, even Uncle Sam, have been putting it to people for a long time.
We really have a chance to go out and literally change the face of the way people look at their finances from every aspect.
And I believe that we’re poised to do something that even we, Joe, may understand it, but I think the rest of us, even Joe Enser, who’s a great big thinker, and Bob Safard and sharp and all these guys, we think we understand what’s going to happen, but I don’t believe we totally grasp what’s going to happen to this industry.
Let me ask you one other question, Dick.
You know, you.
When did you join, when did you join the company? The company? Yep.
I looked at it in November of 1978.
And I was so smart, I decided I didn’t need to do this right.
So the guy that recruited me kept calling me and he said, come back up.
And I looked at it again.
I come back and saw Buisan two days after Christmas in 78.
And I actually filled out my hiring papers in January of 1979.
So I’ve been around a lot.
So you’ve been around a long time.
As you look for young people coming into this business today.
I mean, one of the things that I see is back then it took a long time.
You had to build a lot of people.
You had to build a huge team to make $100,000 a year.
I mean, I can remember when it was.
You could count the number of hundred thousand dollar earners in the company on two hands.
I mean, it was, you had to really be in this thing.
And as I look today, I see people coming in and within a year or two, I mean, making $100,000 a year.
And I believe our opportunity to do that is so much better today.
I mean, what would you say to new people? I mean, how much better do you think our opportunity is today to make big income and do big things quick than it was back then? Well, John, I had a, with the help of a lot of great people, Bill Olive, a lot of people that came on board, we had a hundred thousand dollar base shop for three years.
And that’s about what you had to do in order to make the big incomes.
I believe beyond a shadow of a doubt that the income opportunity today is at least ten, maybe 20 times better.
It was probably ten times better before we had all the products.
I believe that a person can come on board right now and realistically when they go to RVP, they ought to be looking at minimum the first twelve months out, in their second twelve months as a full time person in this business with the RVP contract, if they don’t cash flow $100,000, it’s because they’re not in the game.
They’re not in the game.
They’re just not in the game.
And you don’t have to have the kind of numbers that we used to have.
But John, I think that we are now in a position where we can sit down with people and talk to them about their goals and dreams.
We don’t have to talk to them about going out and recruiting the whole world.
Although recruiting is something that we absolutely need to concentrate on.
But you just saw a young fellow who made $100,000 and isn’t even in the recruiting business when he figures out the game.
I mean, he’s going to get a.
Quarter million dollars overnight.
That’s absolutely right.
So, you know, my son is here, my son in law and my nephew and some people from the bay shop.
And my goal is to have every one of these people that get in the game to $100,000 income in the calendar year 1999.
And we’re going to make that happen.
Well, see, and the great thing, Dick, is, see, because what you said there is very important that a challenge we got.
I mean, with every.
I firmly believe with every really good thing comes an equal challenge.
I mean, you get something really good.
I mean, it’s kind of like, you know me, my big challenge is I like food a lot.
Okay? And so when I seafood, I eat food, okay? And so then I’ll go, well, God, I need to lose.
But I mean, you know, so you can have the curse of plenty sometimes, you know, in your life.
And I believe that our biggest challenge is back then you had no choice but to recruit huge numbers and do huge things to make a good income, okay? You had to do it if you want to do it.
I think now our challenge is for people that you can make a strong income by nothing doing huge numbers.
And so therefore, a lot of people will do that.
But see, what we need to have happen is people to think big, people to take the rubber bands off.
$100,000 a year is good, but they got to go to that next level.
And I think what we really need is if we can get people running the big numbers, recruiting big numbers.
With the income opportunity we got today, it is lights out.
And the thing is, I mean, I totally believe that with our income opportunity today, we ought to be.
I mean, we ought to be recruiting everybody.
I mean, because there is no better place to make $100,000 a year.
Control your own destiny, run your own thing in PF’s.
John, I totally agree, but, you know, we really do have a challenge regarding the recruiting.
And I think it’s a mindset with our people.
We’ve got to spend, I think, a little more time convincing people individually so that they totally buy in to the idea that they are capable of earning $100,000 once they buy into that.
Personally, I think it’s a lot easier for them to go out with a conviction and the real passion that is necessary.
And Dick, they need to understand that in our business, like were talking about, that the financial services industry, we’re revolutionizing.
There is no doubt about it.
Anyone that wants to argue that is crazy.
Okay, we’re revolutionizing.
But the reason we’re revolutionizing is distribution.
And if you want to revolutionize it and build your own deal, you got to go out and create distribution.
And you do that by recruiting.
Well, absolutely.
The young fellow you just alluded to earlier, I mean, he’s out selling mutual funds, doing a great job, creating a great client base, getting twelve v one fees and so on and so forth.
But in order for him and the other people that are in the sales business to really build themselves a business that they can pass on for generations to come, like I keep telling my son and the rest of these people, you’ve got to build a company.
You don’t have anything to sell.
If you’re in a sales.
If you’re in the sales business, you’re.
Out there beating your brains in day in and day out.
That’s not real exciting long term, because you’ll get burned to, boy, you go find seven to ten people that really want to make it happen and you can do something special, something incredible with your lives.
And that’s the dream that I bought into.
That’s a dream that Joe Ensford bought into.
And that’s why some of us, that’s.
What we’re going to make happen, partner.
Absolutely.
Hey, listen, everybody.
Thanks, Dick, for spending some time with us here.
Hey, hey.
We got.
We got some other.
We got some other information you need to know about.
Let’s go to that and then come back and you’re going to hear from the dynamic Joe Enser.
In 1997, Primerica Financial Services reported record operating earnings of $335 million, up 25%.
Revenues increased to a record $1.5 billion.
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Thank you.
Thank you very much.
You know, before we go to Joe Enser, I got a couple of things I want to cover for you real quick.
You know, one of the things, the travel schedule, I mean, we are flat on the road this summer.
And so one of the things that we decided we would do for a lot of the programs is to pick great partnerships in PF’s people off the partnership board of directors, which is such a cornerstone of our company and a cornerstone of our business to have them host a program.
And next week’s program is going to be hosted by Mark and Sandy Yasupovic.
And Mark and Sandy, you guys on the phone? Mark, you there? I’m here, big guy.
How you doing, John? All right.
Yes.
So you psyched, man? First I want to see how
