Ever feel like your energy is just not where it needs to be to hit those big goals and dreams? You’re not alone. Many of us struggle with tapping into our full potential, and it can feel like we’re stuck in a rut. But what if you could change that? What if you could harness an unlimited source of energy to fuel your business and personal life? That’s exactly what Harvey Grajales dives into in this powerful session. He breaks down how to energize your goals and dreams, and why it’s crucial for building a successful business. This isn’t just about motivation; it’s about creating a sustainable energy source that propels you forward. If you’re ready to stop holding your happiness hostage and start living with purpose, this video is a must-watch. Get ready to transform your mindset and unleash the power within you. Watch it now and discover the breakthrough tips that can change everything.
Video Transcription:
One of the things that you want to, that you’re going to want to learn is about energy.
See, energy is very important for your business.
See, the only everybody have goals and dreams here, right or wrong, we all have goals and dreams.
And those goals and dreams need to be energized.
Now one thing you and I have unlimited amounts of is energy.
We just got to be resourceful.
The challenge is we have a lack of resourcefulness.
We don’t tap into that energy.
You see, the only place there is not any energy is in the cemetery.
You have goals and dreams, right? And if your goals and dreams don’t have energy, we’re all adults who’s going to come and give energy to your dreams, right? So it’s very important.
Now what we just did is I got your energy up.
Does that make sense? Now, that is a very big thing, especially when you’re trying to build a business because most people’s energy is down.
Now listen, let me tell you something.
Every business is a people business.
Without people, there wouldn’t be Apple, there wouldn’t be a Samsung, there wouldn’t be anybody interested in being in business in here, right? Hold on.
Are you guys sleeping? This is dialogue.
We’re going to get to work here, right? But I need some.
What? The more you give me, the more I’m going to give you.
Does that make sense? A little bit, right? And so check this out, right? I want to tell you something, right? When it comes to dealing with people FaceTime no, leave me alone.
When it comes to dealing with people, one of the biggest challenges is this, right? Think about this.
Think about a relationship, right? You have a relationship, a spouse, a partner, a girlfriend or boyfriend or whatever it is nowadays.
To each his own.
And you get two mental states that are both in high energy.
How does that relationship look? How does it look? It looks pretty good, right? It’s a beautiful state, right? We’re talking about traveling honeymoon phase.
Anybody like the honeymoon phase? Right? And so two relationships, two humans that have a high energy y’all create something very beautiful.
Does that make sense? Now how does this relationship look? You have one individual that’s optimistic and one individual that has very low energy.
How does that relationship look? Now you begin to have some issues.
Somebody’s optimistic, somebody isn’t.
Somebody wants to go after the world, the other one doesn’t give.
Does that make sense? A little bit, right? So things become difficult.
Now you start having arguments, you don’t believe in one another.
Does that make sense? A little bit, right? Now, what happens when you have a relationship and both of the energies are down? Horrible, horrible situation.
Right or wrong, domestic violence starts to happen.
Right or wrong, very bad things start to happen.
So when you’re bringing people onto the business, it’s very important that your energy is up, right? And when you’re selling them the dream you’re selling them on, they can conquer their goals.
You’re getting their energy up.
Now, if you don’t deliver, do you think their energy is going to stay up or it’s going to go down? It’s going to go down.
And now there’s a higher possibility of the person not staying around in your business.
Does that make sense to you guys? A little bit, right? And so energy is everything.
And so it’s very important when you bring somebody onto the business every time there’s a meeting, no matter what you’re dealing with.
See, when you get into Prime America, when you wake up, you got to have a checkup from your neck up.
Does that make sense? They say you got to have an attitude of what, gratitude? And say, well, what am I thankful for? Well, listen, you could be at a nine to five until you’re 75, at least be thankful that you’re in the race.
Does that make sense? Just find the smallest things, right? So 80%, most people stay stuck in a business because 80% of it is psychology.
That’s the biggest thing is the war that you have in between those two ears, right? What is the energy like in between those two ears now? We all have and I’ll get into a few other things.
We’re going to have some fun today.
There’s patterns.
There’s behavioral patterns that each of us deal with, right? Like, if I say a certain word, I’m going to get pissed off.
I’m light skinned, so I’m going to get all colorful.
You get what I’m saying? So I got to mind certain things.
Like when people tell me things now, right, because I’m dealing with people and everybody has different behavioral patterns.
They can say something.
And OOH, I get into South Side St.
Pete Harvey, and I’m like, oh, my God.
I can’t say that to these guys, right? And it takes me at least about two days to recover because you leave it to me.
I mean, I would have finished the whole family, right? And so I had to learn how to stop that from happening because again, it’s self imposed limitation is a bad behavioral pattern that’s not conducive to building an environment where people are friendly, loving.
We’re all optimistic here.
Does that make sense? Now, that type of attitude would allow me to survive across the bridge, right? That would have been good over there.
But that type of attitude, that type of behavior does not allow me to build an organization in Primerica.
Does that make sense to you guys? A little bit, right? And so in Primerica, there’s a different code that in the hood where I was at, you got to have a G code, right? You can’t have that.
That won’t help you survive in this business.
As a matter of fact, that’s the number one way to kill your business, not treat people good.
Does that make sense? To you.
All right, so understanding that part, right? There’s a different optimism that you have to download.
Oh, well, that’s not me.
Well, then is being broke you? Is that what you’re trying to say? Does that make sense? So we have to make some changes, right or wrong? So we have to throw that away, because that behavioral pattern does not serve you.
So there’s behaviors that serve you, and then there’s behaviors that destroy you.
Does that make sense? So what we need to learn is to allow these behaviors to drive us don’t get pissed off.
Do pissed off.
Does that make sense? The disappointment can destroy your goals and dreams.
It can destroy your energy.
How many of us get pissed off, right? And our energy is just completely off for the rest of the day.
Don’t talk to me.
Don’t call me.
I don’t want to speak to nobody, right? They did this to me.
So do you allow your disappointments to destroy your goals and dreams, or do you allow them to drive you? Does that resonate with you? Right? So understanding that level of awareness would allow you to start disciplining, if that’s a word, right? One of you college people can know disciplining.
Is that a word? All right, so you want to discipline your disappointment.
You want to learn how to discipline your disappointment, because if you don’t, it could just be running a wild, right? And you think, oh, well, that’s the way that I am.
Well, when are you going to become better? You see, I have a little child, and he runs around like that, and I’m hoping he gets better, because that’s not acceptable as an adult.
Okay? Right.
Message, right? Oh, I would double digit recruit.
But you don’t understand.
No, I understand.
You blew the shit off what you had to do.
You didn’t do what you needed to do.
I understand it.
You see what I’m saying? I understand.
Oh, well, it’s been 30 days.
You don’t understand my situation.
No, I understand because I’m in the same business.
I have the same license, the same opportunity, and I deal with people, too.
You deal with people? Right again.
Okay, we got that part out of the way.
The next thing is this.
Don’t hold your happiness hostage.
Don’t say, oh.
When I recruit somebody, then I’ll get excited when somebody shows up to the training, then I’ll be excited when I make that dollar.
Then I’ll believe more.
You’re holding happiness hostage.
When I lose weight, then I’ll start working out and eating better.
When I feel good, I’ll tell her I love her.
You’re holding your happiness hostage.
You see, that never works.
That’s not a solution.
That’s not a formula for the way this operation works on this Earth.
Now, when you get your own Earth, you make your own rules.
But here, as long as you’re a visitor here, we got to go.
Abide.
By the way, the land of the late.
Listen, I would love to control it, but I can’t.
I’ve tried so many different ways, lost so many different people.
And I’m telling you, don’t hold your happiness hostage.
What I am telling you is try to train yourself to be happy before you make a money.
Try to give yourself to be energetic before you start double digit recruiting.
See, if I asked everybody in here, and I said, hey, guys, regardless of how you feel, if I say, hey, how’s business today? What is your answer to me? Some people say, good.
Some people say, great.
See? Some people say, never better.
I want to teach you this one word.
Think I heard it over here by the vets, right? The vets said, unbelievable.
Unbelievable.
I want to train you how to use that one word, unbelievable.
See whether you’re having the worst day on earth, your dog ate your homework, so to speak, right? You’re having the worst day on earth, and somebody asks you, hey, how’s business? I made mistakes and said, man, this shit, man, you won’t believe, man, I got a damn charge back.
You won’t believe, and I’ve seen it.
That person went into prime america protective custody.
I feel like the Primerica sniper got his bomb.
I never seen him again, right? There was a memorial for him somewhere.
Heard somebody did a eulogy there, he was gone, right? And so when someone asks you how business is going, what do we say? See, guys, because that covers it all.
Whether you’re having an unbelievable bad day or an unbelievable good one, right? It’s just unbelievable.
You wouldn’t even whoa.
You got to understand how to communicate like that very important to understand that in this business, all right? I’m telling you, it’s very important.
All right? So let’s fast forward.
Let’s get into some other things real quick.
Let’s talk about some things about getting you in a big base shop.
I have to go into a PowerPoint in a minute, but tomorrow, right? We want to work for today, focused on tomorrow.
I believe you should make decisions today based on long term decisions.
You get what I’m saying? I was like, I want to hang out today, but for what? You’re going to be broke.
Why are you going to hang out today? Why don’t you try helping out a bunch of families, making an impact in the community, right? And then come back with a pocket full of money and hang out.
Do broke people fun with money in your pocket.
Don’t just do broke people fun without no money in your pocket.
Primerica is giving you a lifetime opportunity.
Does that make sense? Anyway, this is just my understand look.
Understand, right? You don’t want to be at a job, but in order for your business to pay you got to work it like a job until it’s built like a business.
Let’s just understand that’s work ethic.
If you don’t do the work here.
Somebody going to recruit you or hire you, if that’s what you prefer, going to the human resources department and filling out your w two, and you’ll be working for them, all right? Never get too low on yourself, all right? Understand that.
Never get too low on yourself.
As long as you can look up, you can go up.
You guys learned that from our story yesterday.
And never get too high.
Never get too high.
Don’t get too high, right? It’s horrible.
Horrible.
You got to understand that habits create your routine, right? And your routines create your life.
It creates your business.
Does that make sense? So if you’re in a habit of getting too low all the time, it may take you too long to bounce back.
Two or three or four years later, you’re still in the same position, all right? Very important, right? Understand that Rome wasn’t built in a day, all right? Your base shop isn’t going to be built in a day, but also understand that you don’t have 20 years to go become a millionaire.
You don’t have 20 years to go become a regional vice president.
Does that make sense? A little bit, right? It wasn’t built in a day.
So there’s a sense of urgency that you have to apply on a daily basis to build your organization before you end up in a state of emergency.
Very important.
It must have that sense of urgency, right? Understand that part.
Now, self development, right? Yourself.
Can’t change yourself, so there needs to be a self improvement routine going on.
That’s why you keep saying, well, this is the way I am, because you’re not self developing, all right? You have to grow, guys.
We all feel great when we’re making progress, even if it’s just one page.
Now, I was the type of person to pick up a book, and I fall asleep in the first paragraph, but I still figured out a way to get through the book, right? I tried sleep on it, right? Put it under my pillow.
It didn’t work like that.
I tried everything, right.
Understand that what’s in your mind is in your wallet.
Understand that part, please.
What’s in your mind is in your wallet.
When’s the last time you picked up a book? You wrote your goals down.
You wrote them in the morning, in the nighttime, all right? Because I’m telling you, it’s very key.
When I didn’t self develop, what was in my mind was in my wallet.
Funny enough, our energy is transferable.
We recruit who we are, not who we want.
Why do my people think like this? Well, who recruited? Well, why aren’t they going after it? Well, we recruit who we are, right? And that’s like, I’m telling you what has happened to me, right? So I had to make that change really quick, right? Hire a lot of directs over and over.
Directs, directs.
It doesn’t stop.
It does not stop.
Continue.
All right, you need to give listen, everybody in this room was born at some point.
That’s why you’re here.
Some of you are going to go on and become great successes.
Some of you are going to do whatever you want to do with your life.
But you all got an opportunity to live.
See, just keep it that simple.
Give everyone an opportunity.
Does that make sense? Everybody an opportunity.
You are not responsible for what they do now.
You are responsible for providing an environment for them to believe so that they can borrow a vision from you.
But you’re not responsible for their results.
They are.
Your goal should be, well, I need to give everybody an opportunity because corporate America just isn’t doing it.
We are doing it here in Primerica.
Does that make sense? That’s all.
Now, if you jump off the bridge, I’m sorry, that’s your ass postman.
I’m not jumping with you.
You get what I’m saying? I’m staying here.
That’s it.
Oh, I don’t want I gave you an opportunity.
That’s all I can do.
I can lead you to the water.
I can’t force you to drink it.
Does that make sense, that type of mentality? Because sometimes we get too caught up in that.
Does that make sense to you guys? A little bit, right? And so let’s switch gears a little bit.
So I want to share this PowerPoint.
I think it’s going to help you.
The things that I’ve learned in building My business is divided into three categories.
We’re going to have some fun with this part right here.
It’s divided into three categories.
So please look, Coach Whittle says the dullest pencil is I know nowadays, people don’t even know what the hell a pencil is.
There are some things called pencils that you can write, and they have lead and you use a piece of paper, not a screen.
But the dullest pencil is better than the sharpest mind.
Oh, I remember everything.
Bullshit.
You don’t remember everything.
You can’t remember everything.
That’s no problem.
Everybody remember this commercial where it was like Verizon and you’re in the dark zone and somebody comes out with the phone, it’s like, Ha.
And there’s like, how do you have reception? Verizon.
Anybody remember that commercial? Right? It was like Verizon in the dark zone.
See, your notes are like verizon in your dark zones.
Sometimes you get into the dark mentally and you can’t recall what was said or one of those impact statements that the speaker may have talked about, right? And you want to recall, but your mind just doesn’t get it.
And you thought, man, I’m sharp.
I can remember everything.
Right? So just help yourself out in this one because, man, there’s so many things people have said that I have not I still don’t remember to this day, right? But anyway, in building my business, let’s get some things really quick here.
First thing is accountability, right? Very important when it comes to accountability, because accountability glues that goal, that dream, that commitment to the results that you want.
I want to become successful.
I need to be accountable to my goals, to my dreams.
Does that make sense? A little bit to you? Right? So the next thing is this accountability allows you to see, did you do what was required of the day? See, I want to go double digit recruit personally, so did I do what was required of me based on my skill level and my ratio? Maybe I speak to ten people and I don’t recruit anybody, but every time I speak to eleven I get one.
That’s my ratio.
One out of eleven I think something if that’s how they do it in school.
But did you do what was required of you? Did you read the books? Right.
Were you on the correct diet? Accountability allows you to see where can you improve in your day to day operation? See primarily I believe is very formulated.
If you want a John Lavin type business, Aquita if you want that type of business, I guarantee you it’s very formulated.
Accountability allows you to see, did you do your best? Listen, I’m not the best at it, but I’m very consistent at it, right? Accountability is like also having that partner in crime.
All right? Now this isn’t the teaching part, but you’ll learn some stuff from this, right? But it takes courage to be accountable.
The reason most people don’t hold themselves accountable is because it gets them uncomfortable.
One of the things that I learned in this business is that all the success that you want lives outside of your comfort zone.
Your couch is comfortable, that’s why you’re not successful there.
Does that make sense? That’s why you didn’t lose those pounds.
The gym is uncomfortable.
That’s where success lives.
Does that make sense? A little bit, right? So understand that, right? Not talking to anybody is very comfortable.
Duh.
But you still don’t build a business.
Name one business that doesn’t advertise market, they don’t exist.
Message, right? Let’s keep it moving, right? Next thing is be yourself starter, right? You got to be the one to take the first step.
You see, we want our business to be great.
You have to be the greatest asset, point blank, period in every aspect of it.
Your business needs certain departments, all right? They may not tell you, but every business needs departments.
Right now you have to play every department until you get more people.
You get somebody that can double digit recruit.
You get two or three people that can do that.
Somebody can work on licensing, somebody can work on inspiration, somebody can work on field training.
But right now you have to do it all.
And you say, Well, Harvey is too much.
I wouldn’t sign up for that class if I were you.
All right? Too much might look like 65, 75, retiring with nothing to show for it.
Feeling like you’re on that deathbed saying, oh, man, I wish I should have, man, I’ve never traveled, right? That might be too much, right? Make your numbers very visible.
Very visible.
Meaning on the scoreboard, not in your head all the time.
Like, yeah, I’m going to get after it.
And then we don’t see you.
You’re invisible.
I’ve never seen an invisible regional vice president cross the stage, right? It just doesn’t happen.
You got to have your numbers be very visible out here.
You do control that push to be number one.
Keep your word to your RVP.
Now, sales skills, this is the elementary part of Primerica sales skills, right? Very elementary.
You can recruit someone, you can hire.
You can do a life insurance.
You could do a pack.
Very elementary, guys.
Everybody can sell.
As a matter of fact, we’re all selling every single day.
And I’m going to teach you something in a second, right? But when it comes to the sales topic, you got to begin with the end in mind.
And the cool thing about it is that it says skills.
So once it says skills, that means you’re not born with it.
We develop it.
Does that make sense? You develop that skill, and that’s the beautiful thing about it.
I’m no different than you are.
I just spent more time developing my skill.
So sales skills is the elementary part of what we do, all right? And so when you’re selling someone, you begin with the end in mind.
I know you need this insurance, girl.
I know you need to be in this opportunity.
I know you need this investment.
I’m beginning with the end in mind, and my job is to help you get there.
My job is to help you make the decisions that you need to make.
And without me, you wouldn’t make them.
That is how selling begins.
Does that make sense? Understanding that part, right? So in selling, you are the key.
Not in building.
In building the other person is the key, but in selling, you’re the key.
I’m selling you the dream, right? That’s mine.
I own that.
Right? And so if they make the right decision in selling, it’s your fault.
If they make the wrong decision in selling, it’s your fault.
Now, you may not like it, because Primerica, it’s like that scale you jump on, you want to be 150 pounds, but that scale going to tell you the truth.
Primerica ain’t going to lie to you, bro.
It’s going to tell you exactly who you are.
You procrastinator, right? It’s like, oh, I weigh 200 pounds.
Yeah, get that procrastination off.
You know what I’m saying? It’s getting a little heavy, right? In selling, is this too tough for you guys? Or fluff it up a little more? Because if you’re going to throw anything at me, just hundreds, please.
No coins at all, please.
I don’t take coins.
You can cash app zelle as well.
Nothing less than a hundred, right? So this is in selling.
We’re going to make this decision.
We can we say that we are going to make this decision.
Not, oh, you need to buy this or you need to be recruited, you need to start this business.
No, say we, what we’re going to do is get your organization started.
What we’re going to do is I’m on the same side in selling.
I’m on the same side as the client.
I’m not across the table from them.
I’m on the same side as you in selling.
Does that make sense? So in the selling skills part, the mindset has to be all the time what we’re going to do.
Does that make sense? A little bit, right? And so the next thing is this.
My job is to tell you not what you want to hear, but what you need to hear.
That is it.
My job is to tell you what you need to hear.
See, my kids, when they come home, they don’t want to have dinner.
They want snacks.
Miles wants cookies all the time.
No, Miles, you can’t have cookies.
I know that’s what you want to hear, but you need to go eat this food before you have cookies.
Humans, we always want to have snacks.
They want to lower their like.
No, they need to hear this.
Right.
Without Primerica, what are you going to do? Number two in sales skills, right? Establish rapport.
Learn how to connect.
Right? So this is what I’ve learned.
Make a statement, ask a question, make a connection.
Go in that direction.
Man, those are some nice shoes you got on.
Make a statement.
Where did you get them from? Make a connection, right? I mean, I make a statement, ask a question, and now I go in that direction.
Did you get them for sale? This isn’t sell skills.
You guys follow me now.
I made a connection and I’m going in that direction.
Man how long have you had them? And give them time to speak about themselves.
Because people’s most important topic that they want to talk about is themselves.
So here I am.
I made a statement, I asked a question, right? And now I’m going to go in that direction right now.
As soon as the conversation is over, I already know again, the seller’s mindset.
I began with the end in mind.
I know I want to recruit this person, layton so guess what I’m going to say.
Do you keep your income options open? How much did they cost? If I could show you how to get three or four or five of them without affecting your salary, is there any reason you wouldn’t want know explore that? Oh, does that make sense? So now is a productive conversation.
I’ve made a statement.
I ask a question, I make a connection and I go in that direction.
Man where are you from? You’re from Michigan, man.
I’ve never been to Michigan.
How is it over there? What’s the weather like? It sucks.
What do you mean? Is it too cold over there? Is it too hot? It’s always too hot or too cold.
It’s always damn, man.
So I should probably never go there.
But if I did go there, what would be some cool places to be? Not Lance, not Lansing.
But now I got him smiling.
He’s cheesing.
I’m building rapport.
That makes sense.
And I can easily say is, hey, if I can show you a way where you can what state would you want to live in if money wasn’t an issue? Bruh, you’re lucky you already recruited.
I would have got him.
I would have got him.
You see how easy that is, right? And that’s the way everyone operates.
Understanding, selling skills.
We can all learn this, right? What you’re trying to do is break the ice because we’re all tough, we’re all skeptical, right? And so nobody wants to speak to nobody in America, right? It’s just the way it is.
And so you build rapport by breaking ice.
These are called icebreakers, right? Everybody has a wall up.
You ask questions.
The wall starts to come down.
Are you talking to me? Thank you.
No one’s ever said that, right? That’s what you’re doing in sales skills, right? Ask them something simple.
Are you getting ready for the holidays? Oh, my God.
Yes.
People love to talk about stuff like that, right? They love to talk about their country.
So begin.
Keep the end in mind, right? I could tell you this, right? You can get almost anything out of anybody that you want if you learn how to ask the right questions.
Let me get two volunteers up here real quick.
Can I get two people? Layton, come up here.
Let me get come on, somebody bring your ass.
Just two people.
Hurry up, queen.
You got all day.
Right? So I got two people already.
It’s too late, right? So we got Layton, and we go what’s your name? My guy, Dan the man.
All right, stand right here, Dan.
You guys know Layton? Make some noise for Layton.
Don’t make noise for Dan.
No, I’m just playing.
Dan, check this out, right? I want you to do something.
Everybody knows cards, right? There’s cards here.
We’re talking about sales skills.
There’s cards here.
Yeah, absolutely.
So there’s cards here.
Thanks so much.
Right? Hey, Dan, have you ever played cards before? Yeah.
All right.
So you’re familiar there’s about 52 decks in the card.
There’s about four different books in the card, right? Right.
You understand it? Right? So what I want you to do, Dan, is I want you to don’t tell him.
This guy can’t know.
Watch this.
I need you to pick one of these cards.
Put it in your pocket.
Now, I’m going to come on your side and let me see.
Okay? Cool.
Now.
You guys know that he doesn’t know what card this is.
You guys understand that, right? Let me show you something in scale, because everything in sales is leading them with questions.
Hey, Layton, are you familiar with cards? You are, right? Let me get this microphone.
You’re familiar with cards, Layton? And so check this out.
Layton, in cards, you would agree that there’s about four different suits in cards.
Is that right or wrong? Yes.
There’s a club, there’s a spade, there’s a heart, there’s a diamond.
Right? There’s black, and there’s red.
Can you point me to the black or the red? No.
Can you choose either black or red? Yes.
Which one? Black.
Black.
All right.
So we’re left with black, right? In black, you have the face cards and you have the number cards, don’t you? Can you lead me to either the numbers or the face cards? No.
Can you pick one? Yes.
Which one? King.
No.
Can you pick either the face cards or the numbers? I’ll pick the face cards.
You pick the face cards, right? And so in the cards, right? In the black ones, you either have the clubs or you have the spades, right? Can you lead me to either the club or the spades? King of spades.
I just want you to know right.
Can you turn that card around real quick? Thank you so much for your operation there, guys.
And so the card here is the king of spades.
Did you know that before you came up here? No.
Are you still lost on how you find I’m still confused.
That was it.
Thank you so much for your help.
I explained to you a little bit later you guys are still lost.
What I did is this.
I knew the answer.
I knew the answer.
I knew what I wanted Layton to pick.
I began with the end in mind.
All I did was a sequence of questions to lead him to the answer.
That’s all that I did.
I broke it down very little.
Very little.
I know you need life insurance, bro.
I know you need to make more money.
I just need to know what’s important to you.
I just need to know, is it your kids? Your wife, your house, your retirement plan? And then I’m just going to break it down in questions, right? Wouldn’t it make more sense to make an extra $500 or $1,000 a month to help you retire? Or pay that mortgage off if you didn’t have to sacrifice 40 plus hours? You see how this works? This is in sales skills, and each and every one of us can learn this aspect.
It’s very simple.
I wasn’t born with this, right? Well, maybe I was born with this.
But anyway, in sales skills, you got to have some kind of confidence, and if you don’t have it, borrow it from somebody, right? Knowing it’s the best option for the individual to be in the business knowing it’s the best insurance, knowing it’s the best investment, knowing that what we do is the best for them is going to help you out, because that’s going to give you more confidence in this area.
Right? Now, the other side to it is being you got to be willing to ask the question, right? I wasn’t going to sit there and be like, it wasn’t going to work like that, right.
I had to ask the questions.
I began with the end in mind.
Right.
So the other thing in selling is the fortune is in the follow up.
We do prospect a lot, right? But the challenge is in sales, that most people in sales, at least 48% of people in sales, they never follow up.
You get a number and you never follow up with them.
Right? Studies say that 25% of the people, they never make a second attempt.
So you get a number, you make a phone call, and most people don’t even make a second attempt.
John, look at that.
The fortune is in the what? Good God.
And 10% of the other people in sales, right, they never make an attempt past three times.
Look at that.
That hurts us
