Executive TLDR
Winning the game means building freedom through people, not just production.
Time, money, and options freedom are the real goals.
Growth requires discipline, comparison to champions, and massive action.
Build both distribution and assets under management.
The time to win is now — everything you want is on the other side of what you’re avoiding.
Video Summary
Play The Game To Win
At a Fast Start School event, Joe Ward challenges attendees to stop treating Primerica casually and start playing to win.
This is not about hype.
This is about understanding the rules of the game — and committing to excellence.
Joe structures the message around three questions:
Why win?
How win?
When win?
Why Win The Game — Freedom
The purpose of winning is not applause or recognition.
It is freedom.
Joe defines three types:
Time Freedom
The ability to be wherever you want, whenever you want, for as long as you want — without asking permission.
Unlike traditional employment, where the company owns your time, entrepreneurship creates schedule control. Leaders describe working from Paris, from vacation, from anywhere — because the business is portable.
Money Freedom
Time without money is still limitation.
Money freedom means:
Funding your lifestyle without stress
Investing heavily for your children’s future
Supporting family members
Choosing premium experiences without hesitation
Joe shares how increasing savings for his daughters’ education to thousands per month became possible only after building significant income.
Options Freedom
The highest level of freedom.
Options freedom is when:
Income continues whether you personally produce or not
You can choose projects, travel, and schedule intentionally
You have leverage through people and assets
This level only comes through building distribution — not just personal production.
How To Win The Game
Grow Or Die
Both your distribution business and your client base must grow.
Joe emphasizes the importance of:
Building leaders
Promoting RVPs
Creating depth in the hierarchy
Developing long-term residual income
He also stresses building assets under management — referencing how leaders generate hundreds of thousands annually in recurring income from investments.
Compete — But Play Your Game
Comparison is not insecurity. It is strategy.
Championship teams study champions.
If you want to win, you must measure yourself against the best.
However, Joe cautions:
Do not copy blindly
Do not chase fraudulent numbers
Build within your strengths
Execute at the highest level in your system
Play your game — but dominate it.
Do More Of Everything
Winning requires volume.
More calls
More appointments
More follow-up
More training
More events
More exposure
You cannot shortcut production.
Work ethic closes the gap between talent levels.
Build Through People
True freedom comes from income generated through others.
Joe shares that once an organization has multiple generations of RVPs, income flows from production you may not personally know.
That is leverage.
That is ownership.
That is how million-dollar income sustains.
Production Standards Matter
Joe challenges attendees to:
Offer higher coverage amounts
Stop defaulting to small policies
Present million-dollar options confidently
Improve client value perception
Higher standards create higher results.
The Personal Journey
Joe joined Primerica in 1997.
Took five years to become RVP
Took nine years to exceed $100,000 income
Took nine more years to become a Million Dollar Earner
His message:
Your timeline is your timeline.
The journey builds the leader.
Fast success is possible — but persistence is essential.
When To Win The Game
Now.
Everything you want is on the other side of what you are currently avoiding:
The uncomfortable call
The bigger ask
The harder work
The higher standard
No one is coming to rescue you.
No one owes you success.
The opportunity is better than ever — licensing support, field bonuses, Next Gen products, scalable tools.
But tools do not replace discipline.
FAQs
Who is Joe Ward?
Joe Ward is a Million Dollar Earner and long-time Primerica leader known for emphasizing discipline, leverage, and mindset.
What does “winning the game” mean?
Building sustainable freedom through leadership, assets, and long-term income.
What are the three types of freedom?
Time freedom, money freedom, and options freedom.
Is production alone enough to win?
No. Production creates income, but leadership creates leverage.
What is options freedom?
Income that flows through distribution and assets, allowing lifestyle flexibility.
Why is comparison important?
Studying top performers reveals what is required to win championships.
Should you build both distribution and investments?
Yes. A balanced approach creates stability and long-term wealth.
Is fast success required?
No. Persistence and development matter more than speed.
What role does work ethic play?
Outworking competitors often outweighs talent differences.
Why promote RVPs?
RVP depth creates generational leverage and scalable income.
Why offer larger policies?
Higher coverage often better matches client needs and increases impact.
When should you start pushing harder?
Immediately. Delayed effort delays freedom.
Glossary
RVP Regional Vice President
A leadership rank in Primerica representing business ownership and organizational responsibility.
Assets Under Management AUM
Client investment funds managed that generate recurring compensation.
Residual Income
Ongoing earnings from policies or investments without repeated effort.
Distribution
The organizational structure of agents and leaders generating production.
Leverage
Earning income through the efforts of a team rather than solely personal effort.
Million Dollar Earner
A Primerica leader earning one million dollars or more annually through their organization.
Transcript:
Love you, bro. All right. How are we doing? Sound wise? We good? Yes. Can you hear me? Excellent. How’s everybody going? Y’all good? This is awesome. You guys look great. Listen, first and foremost, man, we’re excited to be here. We talked about this in the locker room a little bit earlier. It’s been, like, a year and a half since we did a fast start school. Not because we haven’t been asked to do it, but because we don’t want to do it. Right. We’re in a point in our lives where when you build your business, initially, it’s very important you go do schools and you want people to hear you and stuff. At this point, you just want to kind of kick it. Right? But I have such a tremendous relationship with so many of the leaders that are here that it goes nameless.
Just like John Lavin was. We. It seems like we’re on a committee or board or special group. Every three weeks, I spend more time with John Lavin on a zoom. It’s the craziest thing in the world. Charlemagne Janeston is one of my absolute best friends in the business. I would not be a million dollar earner today without the business relationship that we have. We have so much in common in this business. And he got to a million one month before me. I just love him and Marlene. They’re just unbelievable couple. Alan, William. I mean, just so many people in this. The Ortiz’s so excited. New million dollar earning family man. I’ve been knowing them on trips, and we played volleyball one time, and I messed my knee up. That’s neither here nor there. Trying to be with the young folks.
So, man, it was just easy to do this event, and I really do. I want to echo the sentiments that was said earlier for what Dave and his wife have done. We haven’t been here in the past, but we know when we come to a quality event. I would want to tell y’all this. If you see Dave out in the hallway, he’s still going to be at the event. He’s just not gonna be running it. Right. But if you see him, just give him a word of encouragement and appreciation. This sort of thing just doesn’t put on itself. Right. And I was looking at the recognition he was showing me. The recognition aside, I was blown away. I told him, I said, this is national convention level. I’m going to take it a step further.
You’re not going to get it this good at the national convention. Now go ahead and get whatever they’re giving out. Right. But it ain’t going to be like that. I’m just letting you all know. Right? Look at this display. Please give it up today for all. Get out of your seat. Out of your seat. You got to give a person his flowers while he’s still living. Does that make sense? So that is awesome. So we’re very excited to be here. So what we’re going to do, just this evening, we did some stuff in the locker room. Anybody excited about the locker room? We have a good time there. Okay. So we did some things in the locker room. We did some question answer. Tomorrow’s all the teaching stuff. And I know John was kind of privy. We are going to do the seven fundamentals.
And then now half the people don’t want to come back. You’re going to talk about setting employments and all, how you make money here. Yes, we’re going to talk about that. Right? So we’re going to do all that tomorrow. But today is just a little bit, or this evening is a little bit on our personal story. And what I really want to do is delve into theme a little bit about this game thing. So I’m going to tell you my personal story. Keep that as short as possible so I can tell you how to win the game. Right. Why you should win the game and when you should win the game. So that’s what we’re going to do with you this evening. So, starting off my personal story, I actually got recruited into primerica. I grew up in Tennessee, Chattanooga, Tennessee.
I went to school in Clarksville, Tennessee, at a place called Austin P State University. In 1997, by the way, I’m going to give you a little bit of how to do primerica in the midst of the talk. Is that okay? A little tough for us at this level to talk about anything and not really be telling you what you should be doing or how you should be doing to win this game. So in 1997, my actual fraternity brother, my lion brother in my fraternity, he was also my roommate. He got prospected. Now, the thing is, and I know you guys aren’t familiar with this, but prospecting is when you would go and talk to a person face to face, offer them something, whether it be a product or an opportunity, and then they said, yes or no, we’ll talk about that tomorrow.
Because that’s become a little foreign to you guys with these cell phones, all right? That’s what happened, right? So he got prospected. Now, here’s the thing. The guy that prospected, MSAd, was a part time country music writer. Now, what makes him part time is nothing was on the radio, right? Okay. So nothing was published. Nobody was singing this stuff. And so this gentleman went to my fraternity brother’s job. My fraternity brother at the time worked at a place called Blockbuster Video. Now, again, we’ll go ahead and explain that, okay? Blockbuster video was a place where you would go and see movies, but the movies were like, on these plastic things about this size. And you would take that movie, sir, I have to explain that to the younger folks in here.
So you would take that and go put it inside another larger plastic thing. You would watch that for a day or two, and then you would take it back. So my fraternity brother managed that facility, right? And so what ended up happening is. Now, here’s the thing I want to share with you, that if you are in this room today, you’re in Primerica, in whomever’s base shop, in whoever’s hierarchy, God intended you to be here. Now, it’s not by happen chance. See, sometimes you think that, well, if this person didn’t recruit me, somebody else would have recruited me eventually. Is that right? See, I grew up in Chattanooga, Tennessee. Now, most of you, because of your time in the business, wouldn’t know that we had about a $5 million earner whose business was in Chattanooga, Tennessee. That gentleman’s name was Ronnie Barnes.
Is Ronnie Barnes. Is Ronnie Barnes, right. Ronnie Barnes office base shop was about 15 minutes. Chattanooga is not that big, right? About 15 minutes from where I grew up. Now, my dad was a banker. We owned a florist business as well as he taught driver’s ed. Right? So he had three pretty much full time jobs. Do you think if someone would have ever prospected him and said, are you keeping your options open to make additional money, that he might have been interested? Well, nobody from Ronnie’s organization ever showed up. So if you’re thinking that you got here because it just is what it is, and I don’t even know why am I in this person’s base shop? I’d rather be in that. You’re exactly where you’re supposed to be.
God puts you in that position, see, because that part time country music singer, all I can see it because I’ve experienced it. I can see him sitting in his car and he’s agonizing, going back and forth. John, should I go in? Should I not go in? What if they say this? What if they say that? What if they have this objection? What if they. And all he had to do is turn that car around and leave, and me and my entire hierarchy are not here. So if you think that God didn’t do it, well, how’d you think it happened? So he finally goes in, right? And now here’s a little teaching. Now, he started to do some things, right. The first thing he did was when he went in, was he asked, let me speak to the manager.
Now, again, you guys know only of a certain age, but there used to be Sci-Fi movies that were out and back in the Sci-Fi movie, well, let’s say James T. Kirk would end up on another planet. And the first thing that would be said is, take me to your. Take me to your. See, this is called call and response. So I give a call and then you respond, right? It’s like I say something that makes sense and you go, amen. Makes sense. Good. So take me to your. That was the first thing he did, right? Now you’ll have some primerica leaders that’ll tell you, just recruit any and everybody. Give everybody a shot. And I believe in that. Anybody that wants to jump on my webinar, I could care less.
We’re going to do the presentation, but if I personally or one of my leaders personally are going to prospect somebody or make a telephone call, we want to increase our odds by making sure we’re talking to the right type of person. Now, you can sit here and keep spinning your wheels, and I’m just going to give everybody a shot. Or instead of going to the grocery store and talking to the checkout person, talk to the assistant manager. I know you disagree with that, but my numbers don’t lie. So he asked to talk to the manager. My frat brother was the manager. Then he said something magical. He says something foolproof. An unbelievable recruiting statement that I still have not heard a better one ever said. You gonna write it down? Are you ready?
It was so good charlemagne, that if you asked Jay Z and Beyonce, they would give you the same response. If you ask Bezos, if you ask Zuckerberg, if you ask any of these major billionaires, they say the same thing. Here’s the statement. Because I’m sure if you ask Pookie and sine, they are going to be in alignment as well in my community. It’s pookie and Sinead. Okay, are you ready? You’re ready for a letdown? Because you’re like, oh, it’s just going to be some old canned prime. Why don’t you go try it and see? Are you keeping your options open to make additional income? Oh, no. I’m going to give you a preview tomorrow. Oh, no, Joe, I’d rather just inbox 100 random people and say God knows what in their inbox than ask a specific person in the street.
Are they keeping their options open? You give me ten people that will ask one or two people a day, are you keeping your options open? Make additional income, and you can have 100 people doing 100 inboxes, and we’ll destroy you. Not on the leader’s bulletin at the bank. Oh, I didn’t say they wouldn’t have more recruits. They have a bunch of empty ass recruits. Oh, that’s tomorrow’s talk. I’m sorry. Let me. I digress. And of course he said yes. I’m keeping my options open. Now he’s in primerica. They ask him to put together a what. They ask him to put together a what. I’m gonna teach you how to do that tomorrow because y’all out there. Give me a hundred names out of your phone. You know what? Don’t even actually give me any names. Just put a post on Facebook.
And let’s let 100,000 nobodies respond. I’m interested. Before they even know what it’s about. I think you should do that too, though. But it’s not going to better than their top ten, the hot market. So guess who was on the list? Why was I on the list? Because I fit the criteria. See, you just say, hey, anybody you think maybe we can get to get in the business? That’s not going to build you a business. I’m going to teach you this tomorrow. Right. We used to always do steam, right? What we did was now is we got taught kind of a 2020, some version of it, which is champ. So who’s competitive, who’s hardworking, who’s ambitious, who’s money motivated, who’s got great people skills? Give me that. And before, let me clean something up, because I’m already getting some of the looks from you.
Inboxers. I’m already getting the looks. I feel you. Well, we recruit more people than you, Joe. Okay. All right. I didn’t say don’t inbox. I’m going to teach you how to responsibly inbox. So we can all have an opportunity ten years from now, 15 years from now, 20 years from now. That’s what I’m concerned about. So if I get on a primerica stage and I’m on that soapbot, it’s because I care, because I really do want to have the opportunity that some of these primericans have to pass this on to my children. But if we don’t fix this, there’s not going to be a business to pass on to the children because our reputation is going to be destroyed. Will some people have become millionaires in the process? Yes, they would have. At the expense of the rest of us.
We’ll talk about that tomorrow. No, we’ll talk about that tomorrow. Okay. Responsible inboxing. So I fit all those criteria. And this is one of my best friends. Listen, african american fraternities and sororities, you get beat up to get in. That’s just how it works. So we’re close? Close. We’re in a line by height. I’m a four. This guy’s a five. This is my dude. It still took him six months to get me out to the meeting. There’s a lesson in that. All he had to do was just get pissed off, frustrated, or call it a day, and generations of people would have been affected. But God didn’t have us here. That’s all that happened, Chance. Yeah. That’s all he had to do. Six months. Every Tuesday night I’m going. Every Tuesday night for six months, I’m going to be at the office.
Somehow, some reason, right? You got to follow up. We never talk about it. You got to follow up if they’re worth it. Does that make sense? They struck you. This is somebody that you sat down with. You did a zoom with them. They struck you as somebody that really could do this. You can’t follow up too much. And so finally, he got away from all the primrica scripts and said the right things, not all the scripts. And overcome. Can we just say this asad? If I’ve got to prepare you for 15 objections they might say, and what you’ve got to say, you are calling the wrong person. I need your help. Is the script doing what? Wrong question. I need your help. This is my brother, this is my sister, these are my parents. These are my best friends. These are my cousins.
I’m showing you how to put together a list right now. You ain’t wrote down a damn thing. All these random people on Instagram. How about your parents and some random people on Instagram, right? How about your brothers and sisters? How about your cousins, who are like brothers and sisters to you? What about your favorite auntie? Your favorite uncle? Right? Who are your best friends? How many people were in your wedding? Well, I had five people on my side, and my husband had five people. Okay, write down those ten damn people. They all bought tuxes and bought dresses, spent money, maybe flew somewhere. And we can’t get an appointment I’m just trying to make this things. I’m just trying to make it make sense. Does that make sense? So, at that point, right? I’m on the list, right? I’m the person you’re looking for.
So I finally show up because he kind of pretty much cursed me out. That was the script. Some of y’all need to use it. I don’t understand that your mama ain’t no client. I don’t understand your brothers and sisters got State Farm in Allstate. I don’t understand that you are out here in the streets spending money with other people and don’t expect them to spend money with you. You’ve been using the same dry cleaner for the last five years. They’ve never even received a quote. Wouldn’t he let you do one? Well, you’re no longer my dry cleaner. I don’t understand. So I’m just trying to make it make sense. We can stop doing all this cold market stuff if we start holding people accountable in our lives. You, you’ve been going to same church since you were five years old. Been tithing.
You owned the pastoral prayer. You in the choir, you and all that. Then you go to the pastor and ask to do a Wednesday night seminar, and he said, no, I’m going to a new church. I’m sorry. I’m sorry. Oh, I would never do make it make sense now. I didn’t say nobody had to buy nothing. I didn’t say you had to be a client, pastor. But let me deliver to the people. These are my people, too. I want to make sure we set them free. I just need 15 minutes in the Bible study. My grandmama went here, my mama went here, I go here. I’m raising my kids here. I can’t get 15 minutes in the Bible study. Just trying to make it make sense. Isn’t this how we build a business, John Lavin? I don’t understand.
So let’s get to the story thing, right? About me, that was kind of getting up to the thing. Okay, so I get involved. We’ll make this fast. So I get started. I interview on a Wednesday. I’m in class Friday, Saturday and Sunday. I tested on Tuesday and got my license on. Also that Tuesday night, I had six people at the op meeting. Do you know why I had six people? Because that’s how many they told me to have. That was a mistake, wasn’t it? See, if they told me had ten, I’m a competitor. We’re going to talk about that. I’d have had ten, right? But they told me have six, because they said, you say you got a lot of credibility. Your yes is yes or your no is no.
See, I want to recruit some people aside whose yes is yes and no is no. Not somebody willing to give me 124. That’s why we can’t get nobody licensed. It’s not because the test is difficult. It’s because you recruited somebody whose yes is not yes and their no is not no. Are you joining the bit? Why would you join Primerica to come here and not get a license? Now, I don’t know if you’re going to be productive. You’re going to be an RVP and all this, but damn, get a license. So I got in. So they told me, listen, Joe, you say you got credibility? Yep. Right. And listen, by the way, of my six people, four of them tried to cancel on me the day of, and they got cussed out. Can I say what I said without using the curse words?
I told these white folks I was going to have six people at the office. Charlemagne. I’m trying to be real with them. You are not going to embarrass me in front of this white guy. Marvie P. Was a white guy. I said, listen, you’re not going to embarrass me for this white guy. I told this white guy, I’m a sick guy. You’re going to be that. And then throw the cuss words in there. They all showed up, see, because I was the kind that would say, if you don’t do what you said you were going to do with me, lose my number. See, y’all too soft with people.
Listen, they say if you allow a man to slap you one time, he going to slap you one time, you allow him slap you two time, he slap you two times, he’s going to keep slapping you until you say stop. Does that make sense? So I had the six people. They said, if you get six and you got all this credibility, you said three of them going to join. Now, that’s not the company numbers, it’s not the 25%. But I had credibility. Guess how many joined? Three. Four of them became clients. I wrote six sales my first week. Now brand new people who been in business less than a year. All right, y’all are soft now. Check me something. It’s okay, it’s okay. There’s nothing wrong with that, right? That’s how we can get better. It cost me $199.
Here comes a story of how I walked 5 miles uphill in the snow, barefoot across glass. We’ve all got them. Aside’s got it. Lavin’s got it. Charlemagne’s got it. We all got it. Okay. Cost me $199 to get started. I had to pay to go to class, $50 money order to the RVP whose office I went to just happened to be Roy Matlock. So I had to give Roy Matlock $50 money order his name on it. Then after I paid that $50, now I got to go take the test. That was like $60. So I paid the state of Tennessee for that. Then once I passed the test, I had to pay for my license. That was about $105. I’m out about $500 almost before I made a God blessed dime. Wrote six sales in my first seven days.
Guess how much my field training bonus was. They have no damn field training bonus. Guess how much training reimbursement do I get? I didn’t get none. And I basically closed most of the sales just through my credibility because the country music singer was my field trainer. His name was Ted. So he’s bumbling and fumbling and rumbling and fumbling. Hold on, Ted. What Ted is trying to say is, you got the wrong type of insurance. Now, listen, Sally, you go get the policies over there. Now. Jimmy, you go and get the check. Y’all getting insurance tonight. Oh, you want to field train me? I’m going to help you. I ain’t going to sit back and I wasn’t getting a nickel. But guess what? I did get trained, and I was pumped up about it.
And here’s how they sold me on this aside, this is how they sold me to give all my business away, right? Not make a dime, pay out 500, they say. Okay, listen, Joe, at the end of this process, you’re going to be trained, okay? And you see these people that you have recruited? Yes. Well, we’re going to go and get them to go get license, and then you’re going to train them. And guess what? You ain’t got to do? What? You ain’t got to get them nothing. Let’s go. I’m a division in 30 days after that. And then you know what happened? I ran out of my market. I didn’t learn how to get referrals yet. Now I’m out here trying to prospect and cold, and it wasn’t good at all. And I wasn’t making no money, and it was a struggle.
Join in 1997. You heard Charlemagne, and our story is almost identical. I joined in 1997. I spent the first two and a half years in Nashville. Wasn’t working out things wasn’t working. So I moved to Chicago. Didn’t know anybody. Spent another three and a half years inside Mike Evans Bay shop trying to figure this thing out. I didn’t know anybody there. Now I’m an RVP. Five and a half years later. See, the thing is, all I ever hear about today in Primerica is fast. This, fast that. And that’s cool because we have the type of opportunity that will allow for that. But it ain’t going to be the majority of your story. See, you hear Charlemagne and I say 910 years before we go out of our first hundred. Now listen, there’s a bunch of people. There’s people in the room.
Like, what was wrong with you? What was your problem? I don’t know, man. My story is not your story, right? And your story is not mine. I just know I wouldn’t trade any of it. It made me the man I am today. The mistakes, the ups, the downs, the right moves, the wrong moves, all of that stuff. Seeing a scriptural reference, they would say it was a trying of the faith to perfect your faith. Right? The trials and the tribulations are part of it. Now, I’m not talking about the ones that are self imposed. That’s different. But we’re not here to talk about that. So the end of the story is we finally figured it out, right? And so what happened? Oh, the turnaround. Well, listen, we learned how to become self disciplined. We learned how to be focused.
We learned how to have drive. We learned how to lead other people. We learned how to self improve. We learned all these things. Where’d you learn them? Events like this. From leaders like this. That you have two at this school. Two of the foremost experts in the life insurance business we’ve ever seen. That’s not up for debate. That is a statement of fact. And you ain’t running a profitable life insurance business. And you got two of the preeminent leaders in the life insurance area. All of the things. I had Assad’s tape. I didn’t even know that I did say tape. I didn’t even know how the terminal illness writer worked until I heard his tape. And I damn sure didn’t know I could sell it as an advantage. So it doesn’t make any sense. Listen, study to show thyself approved.
That’s how this thing, that’s how you win the game. Study. Get the stuff from PFS media. Get the stuff on Soundcloud. It’s out there. Oh, that’s all old school. It kind of worked. These guys are rich, what, is life insurance different today? Couple little bells and whistles, but at the end of the day, you put lipstick and perfume on a pig, it’s still a pig. That’s all IUl is. It’s just a sweeter smelling, better looking pig. I was going to say that on the broadcast and they cut it. So if you didn’t see it live, we’re going to have to cut that part out about the pig, Joe, we don’t care. Call a spade. So for the brand new people that are like, why is this guy here? The second part of the story. Okay. All right, so we get to RVP.
We don’t get to the ring for another four years. We already told you that. Right. But four months after went over 100,000, went over 200,000. We finished that year at 250,000. Right. We ran a $80 to $100,000 base shop. Good business, strong QBI. You know, we throw numbers about big base shops around. But I’d like to see the QBI to go along with it. We’ll talk about that tomorrow. Some of you really aren’t coming tomorrow. Like, it’s a lot of stuff. I don’t want to hear tomorrow. Just wear hard toed shoes tomorrow and everybody’s going to be good, okay? Hard toed, no tennis shoes, no sandals. So we learned how to run a real business, and then we started to promote vice Presidents, right? So the same guy that it took five years to go, RvP took nine years to go over 100,000.
Watch this, though. Nine years after going over 100,009 years after that, were million dollar earners, by the way, a built million. A built million. Well, you don’t see a lot of people, man, shooting to a million, but can you stay? And the way you do that is building through other people. Through other people. Right. Building leaders. So this win in the game thing, where am I? Where am I? My girl get up for my wife. All right, what did I tell you were going to do? Why? To win the game, how to win the game and then when to win the game. We good? You still with me? You’re a little touchy about some of the things I said already. No, we’re good because we got like a whole day of this tomorrow.
So if you’re a little sensitive now, it’s going to be bad tomorrow. It’s going to be bad. But listen, this is something that my dad used to say right before you about to get beat. It’s tight, but it’s right. Some of you all have heard that it’s tight, but it’s going to hurt me more. It’s going to hurt. No, it is not going to hurt me at all. But it is gonna hurt you. Why? To win the game. Why? To win the game has to do with freedom. Freedom. We are not the only game in town. Primerica is not the only place where an individual can make significant money. It’s not. I personally believe that it is the best, most viable option for regular, average, and ordinary people. I just don’t know what the regular average.
Ordinary, average intelligence, average attractiveness, average personality, average speaking ability, whatever the case may be, Primerica can allow you to go to exponential levels. And I just don’t know what else you’re going to do like that. Does that make sense to you? And the end of the story of what you’re looking for. The key to the game is freedom. And it gets thrown around so loosely, so it kind of loses significance. We’re going to talk about three kinds of freedom. Time, freedom, money, freedom, and option. Freedom, time, freedom. And it was so great. See, Asad was talking about this. Once you build your business, you can be wherever you want to be, whenever you want to be, for as long as you want to be. And that freedom is deeper than you could ever imagine.
You just heard a multimillionaire complain about two vacations a month. And he’s not really complaining, because the wonderful thing. Can we talk about Primerica for a second? The wonderful thing about today’s primerica is you can work while you’re on vacation. It’s just in a better place. So when that Zoom is over, and he rolled over that $250,000, right, his wife’s already by the pool. There’s already his favorite liration. He don’t drink, so it’ll be something pg. Mine going to be, let it, but whatever. And he’s already in his swim shorts. He just had a nice shirt on. Guys, I’m telling you, the game we’re playing, this is unbelievable. But the freedom to do it from wherever. I was on a conference call with John Lab in one of our millions of conference calls we do. And he was in Paris.
He’s like, oh, I’ll be in Paris, but I’ll go ahead and jump on and stay on for maybe an hour or so. And then we’ve got a few things we’re doing. We’re going to be on the shops. De Lisa, you don’t want that. The challenge is the probabilities that your job will ever provide time. Freedom is slim and none it can’t. The job must own your time. That was a great letter. That was unbelievable. That’s an op meeting letter that resonated with everybody in the room. You’ve been in that scenario where the company must come first. See, primerica. Ain’t never told me that Primerica must come first. Never. Glenn Williams would never say, don’t do something that is significant for you and your family because we have a primerica event. He would never do it. Isn’t that a beautiful thing?
We don’t have to choose ever, Edgar. Never. You will never have to choose. That’s worth more money than you could ever make. Well, what about money? Freedom. See, a lot of you are full time, and you do have time, freedom. But you ain’t got no money. Freedom. Because you ain’t got no money. You want to win the game. So not only do you have time, but you can fill that time with whatever you desire and you have the money to do it. I don’t play golf. John plays golf. John enjoys playing golf. We enjoy going to concerts. That is our thing. We sit 100 level. Why don’t you get on the floor? Because I’m 50 and I don’t want to stand up for 3 hours. Does that make sense? I’m going to be 100 level, right? So we go see Beyonce, we’re 100 level.
We’re watching the show. I’m not going to stand up the whole time. We enjoy that. You want to make the money. See, when we talk about the things we enjoy doing, you should be in your mind going, when it’s my money, I’m going to do x and then go do the work. Because there’s one of the things as a part of winning this game, you got to be a dreamer again. For real. That’s all art ever talked about, Eric. Be a dreamer again. Be a dreamer again. The dream is still alive. The dream this, the dream that. How much do we hear about that? Now it’s okay to talk about production, and you got to write this much, and you got to recruit this much. But what about the dream? What are you doing it for?
One of the things, listen, on the whole money freedom thing, this doesn’t excite you, right? But one of my mentors, he passed away, Keith Phillips, told me about six years ago, were at an Alc retreat and he asked me, he said, how much money are you saving for your girls college? So we got a ten year old and a twelve year old girls. And he said, how much are you saving. And I think at the time, 200, $300 or something a month apiece, right? And he was like, are you crazy? He said, do you know what college is going to be for them? And he started talking about what he had to pay for his daughters right at that time. And I was like, oh, my God. And we started immediately doing $1,000 a month. Now we do $2,000 a month each child.
Now, that means by the time they’re 24, they’ll both have a half a million dollars. And I hope they don’t spend a nickel of it on college. Now, if they do, fine. Well, I’m not knocking college. I mean, I did that, but in retrospect, I’d rather got in the business. I had fun in college, but I’d rather got in the business and be on this trajectory like Eggers on at that age. Does that make sense? But it’s exciting to me that money, freedom, is that money accumulating for them. It’s the whole adage that we talk about this all the time. We can’t wait for whoever this great young man is going to be in their lives. But we don’t need him. We want him. We praying for him. We go pray over him, but we don’t need him. She going to be straight.
This matters to us. See, you got to start in this dialogue. You’re supposed to be going, what matters to me? What’s important to me? What impact do we have? My father has been on my payroll now for three years. $1,500 a month every month. When the bonus hits 1500 a month. 1500 a month. 1500 a month. Because I found out he was struggling financially with one of my family members that told me, and he wasn’t telling me. He was making choices. Now your son’s rich, and he’s making choices. Medicine, food. All right, the great thing is he’s got a nonprofit, so I can write it off, too. Do you want that? Are these the things you want? Do you want to fly first class? Listen, the experience of your life the first time you do it, you will not. We had a trip.
We were somewhere short, Assad. I don’t know, maybe down here in Florida or something. It was very short trip, maybe an hour and a half. And she had booked us back there, and I didn’t know it till we got there. So I’m like, okay, so we’re about to go. Oh, hold on. We didn’t do first class on this. We didn’t. Oh, my God, I don’t ever want to go back there anymore. I’m joking. We didn’t fly first class here this time. We’re flying back first class. But the point is, experiences that change your life, right? That’s the money freedom. Now, what is the options? Freedom. The options freedom. The options. Freedom is the options because of the time, freedom because of the money, freedom to decide what you’re going to do. See, every single.
Listen, every single 24 hours, my wife and I have options as to what to do with that time and with that money. The money’s going to keep coming. See, that’s why we’re going to say, win the game, but win the game through building. Win the game through building. If you want true freedom now, if you just want the money, freedom and maybe a little bit of time, you can be a really strong producer, build assets under management. Life is still going to be great, but if you want the whole deal, your income must come through other people. Other people. I can remember hearing on a tape once, John, that this Jimmy Myers said that Joe Inser said, if you know every single one of your rvps by name personally, you’re not big enough.
And I said, there is no way that I’m going to have a regional vice president. Right? That I don’t know. I’ve got probably 15 of them now. I know their name. I don’t know them, I don’t know their wives. I don’t know their husbands. I don’t know their kids. I don’t. And a little bit of that’s by choice. Maybe me and their upline aren’t close or whatever the case may be, but it don’t change the money none. We got fourth generation rvps now. I can remember trying to get out my first one. We got fourth generation rvps that go out and write a sale. Somebody in their base shop write a sale, and I make like $50. I wouldn’t know that person. Every convention we go to the convention and meet producers.
No, I’m talking about people that write 50 00, 10,000 personal people that. And they’re just, hey, Gray, whose hierarchy are you in? I’m in your hierarchy. Oh, well, great to meet you. That provides the options. Do we want to go to breakfast here? Do we want to go to the movies in the middle of the day? Can I get risque with you? No. If you don’t want me to, I won’t. Oh, there’s a clock. I was like, okay, great. I didn’t know. I see it now. I’m good. Now. I’m good on time. I’m trying to get you go full time, build a business, have options. Daytime sex is better. It. I’m trying to help you. Are y’all grown or not? You got to be 18 to do the business. So if this is too much for you. See, the problem is, gentlemen, it’s eleven.
It’s 1130. She had to cook, she had to get the kids ready, they had to do homework, she had to get your food ready, she had to do all this stuff. And here you come, talking about sexy times. Got it. During the day, when she’s still fresh. These are called options. Oh, you’ve not had a fast start. School speaker that talked to you about your sex life. Who you guys been having come in options? We’re being funny. Tongue in cheek, but I’m not. Okay, how to win? How to win. Rules to the game. Rules to the game. Y’all grow or die. Grow or die. But I am not only talking about your distribution business, I’m talking about your client base, too. Your client base will take care of you just like your hierarchy if you build it right.
I told them I was talking to Dave, some of Dave’s leaders. And when you spoke in the john, when you spoke in the locker room, it went completely over their heads. You were like, yeah, I make like 300,000. Just assets under management. Just every year, that money just comes in. That didn’t resonate with you all. You all should have been studying for the sie during the break, just on what he said. That’s 25,000. That’s just going to come in and guess what? Five years from now, six years from now, it’ll be 50,000. If he doesn’t add another client. Five years from now, if you all don’t kill our opportunity on social media. Five years from now, five years from then, it’ll be 100 grand a month. He’ll be 75 years old, just making 100 grand a month to do nothing. Grow or die.
Now, a wise person would say, I want distribution and a client base. It doesn’t have to be, or it should be. And now, listen, that’s one of the big business mistakes I had. I just got into securities business about eight years ago. I make about 6000 in residual. But we are collecting assets. We are collecting assets. I got a celebrity client, $5 million that I’m going to see in a couple of weeks. This ain’t no zoom. I got to show up. Joe is coming himself, right? Oh, there’s money out there. Both are going to work for you. The agents and the clients do both. That’s one of the rules to win in the game, compete and compare. I think that’s a mistake. I’m not trying to compare. I’m not trying to compare. Well, wait a minute. We’re trying to win a championship here.
And if you aren’t going to compare yourself to last year’s champion, how are you going to win? Here’s what all the NBA is saying right now. How are we going to stop Jokic? Because we can’t stop Jokic. We’re going to lose again. So that’s what they’re doing. They’re not saying, well, they’re this and they’re that, or they have this advantage or that advantage. Compete and compare. But that don’t mean beat yourself up. Understand something. We used to talk like this in Primerica all the time. Everybody can be caught. Everybody can be caught. And that may not be your goal, right? You don’t ever have to be number one in anything here and live the greatest life you could have ever imagined. But if that’s in you, go get it. I agree 100% with Charlemagne. Go after one, two, and three in your state.
Hey, and if your state’s a little fraudulent, like Florida, not the whole state, but then be the best you can be and don’t compare because you never know what the next man or woman is doing to get those numbers. I’m trying to help you because you’re beating yourself up and they ain’t playing fair. You just go play your. You’re going to hear me say this a lot over the weekend. Play your game. Your game. I was talking to Dave about that, right? He’s got some great goals, some great people coming together. Play your game. There’s no reason for him to try to be this person or that person. He needs to play his game at the highest level that he can play within his system. You need to do the same, but be the best at it. Don’t be mediocre for no reason.
Don’t run from the competition. Does that make sense? You got to do more of what? Everything. Everything. You got to make more calls, set more appointments, see more people, get more people in the webinar, get more people plugging into your trainings, whether that’s office zoom, whatever the case may be, you got to do more of everything. You got to get going. This is the convention coming up. This is our super bowl that’s coming up. What are you going to do to get on that stage? What one thing can you do to get across that stage? Can you go RVP? Can you go over 100,000, add a diamond. What are you going to go SVP? What are you going to do that is under your control. It is completely under your control. You got to do more if you’re going to win.
I love it was being said earlier by Izzy. He was talking about Kobe Bryant. And if you don’t have his book, the mama Mentality, it’s unbelievable. Just the level of work ethic, that’s all you gotta do is outwork them and you win. When do you need to win the game? In conclusion, write dad gum effing now. What are you waiting on? Everything you ever wanted in this life is on the other side of what you do not want to do. What you are avoiding, the very things you are avoiding are keeping you from every dream you ever imagined. There is nothing that you could conceptualize in your mind that you can’t go put concertive effort towards. And it happened. If it hasn’t happened yet, you have got a mentality or a work ethic issue, and both of those can be solved by you.
No one is coming to the rescue. No one’s going to save you. And by the way, new generation, no one owes you a God blessed thing. The scripture says that the righteous taketh by force. This is not a time to be sitting back and not giving this thing everything you’ve got. This thing is only getting better. It really, truly is. Now, I know we always say that. Never seen it as good like this. It’s a true statement. The opportunities. And we’ll be jabbing you. Young and up and coming leaders. We’ll be jabbing you all weekend long. But boy, are we envious of the opportunity you have. This thing is like. It’s just like magic. What? We have everything the company does. Field training, bonus, paying for all the licenses. We didn’t have these things to build a business.
The next gen life is just insane. If you’re not moving these policies, it don’t make no sense. And stop moving these little ass policies, too. We’ll talk about that tomorrow. Just because it costs less doesn’t mean that’s what’s best for them. That’s why none of the million dollar earners are driving Hondas. God bless Hondas. There’s just better things to drive dad Gummet. Now, it might cost us more, but it’s worth it. Does that make sense? $42 app. Will you please start offering people half a million and million dollar policies? They want a million dollar policy. Every single person I know. I digress a little bit. And we’ll do this tomorrow. Every single person you sit down with should at least see what it would be. Hey, just for fun, Asad, why don’t we see what a million is?
Watch to see how many more million dollar policies you do. Right? We just did that with a single hispanic business owner. Right? And the agent had me get on because I don’t be doing them policies had me get on just to help business owner. And he was kind of sold on half a million. And I said, zachary, your business is a multimillion dollar business. They have us construction business. It’s a multimillion dollar business. And you got 500,000 in coverage. Tell me, does that kind of make sense to you? You’re right, Jo. Let’s just see what a million is. See, that’s people ain’t writing no business. See, those of you didn’t get excited about that, you ain’t writing no business. That pay my agent like $700 and still pay me 1000. How you like it? I’ve been practicing. Ready, Jay?
Listen, guys, we’re excited about sharing with you tomorrow. Listen, we had a little fun. We’ll have some fun tomorrow, too, but we won’t get to work tomorrow. We got a couple of talks. We are going to do those seven fundamentals. We are going to give you the real unadulterated truth on how to build a business here. And you can make a decision about what you want to do that so you can win the game. See you tomorrow. Close.
