Have you ever felt stuck in your Primerica journey, wondering why your efforts aren’t translating into success? You’re not alone. Many reps struggle with maintaining momentum, building a strong team, and overcoming objections. But here’s the good news: Elijah Butts, Erika Newsome, Jose Polanco, and Martin Morales have come together to share their insights and strategies to help you break through those barriers. This isn’t just another training session; it’s a game-changer. They dive deep into the mindset shifts, recruiting techniques, and practical steps you need to take to elevate your business. Whether you’re aiming to become a top recruiter or simply want to boost your income, this video is packed with actionable advice that can transform your approach. Don’t miss out on this opportunity to learn from the best and take your Primerica business to the next level. Watch the video now and discover the breakthrough tips that could be the turning point in your career.
Video Transcription:
Let’s go.
You guys know I need the energy.
Come on, let’s make some noise.
Let’s go, let’s go.
Oh, man.
Awesome event.
Awesome event.
Just want to say thank you to the Cardinos for putting this thing together in the RVP team.
Also just want to say thank you for allowing the ThunderCats to crash over the past four months.
I appreciate you guys, for having us.
And honestly, I hope we’ve been an asset to the Crusaders.
Thank you.
Because we all need it.
We all need the team environment and to be together.
So before we get into our message today, I just want to preface this, but with this, you have everything you need to win in.
You know, I had this whole thing kind of put together, but then when I heard Ryan’s speech today, it just kind of brought me back to life.
And you got to really ask yourself, what’s your excuse? There really is no excuse for you not to go out there and win here.
And when we speak to you guys, we speak to you as know, we’re right here with you.
We’re sitting in those seats.
We’re talking to you.
Even the RVPs are here taking notes.
We’re all here to try to get better.
This is not the work in Primerica.
This is us showing you how to do the work in Primerica.
Right.
All right, man.
I’m getting excited.
I got to calm down.
You know how I get, man.
You know how I get.
So there’s a few decisions that you need to make in the biggest one of the biggest ones is you need to decide that you want to win here.
And winning means different things for different people.
I remember one of the first notes I wrote down in my first training was, like, I want to be the king of Primerica.
I didn’t know if they were kings or not, but I wanted to be one.
But some people in Primerica, they may not want to be a vice president.
$100,000 earner this and that.
Maybe they’re just a single mom, and they just want to make an extra thousand dollars a month just to pay the bills, put some food on the table.
And you have to make sure as a leader that you’re helping them get to that, because you might blow them out the business by saying, hey, you couldn’t be a million dollar earner.
Does that make sense? Let them make that decision for themselves.
Right.
So not only you have to make decision, you have to make that decision each and every know every single morning whether you feel like it or not.
And let’s talk about feelings.
Honestly, feelings will get you killed in Primerica.
Okay.
Oh, Elijah, that’s a little dramatic.
Is it? Really? Try doing anything in life when you feel like it.
Whether being a better parent, a father, a doctor, like a professional athlete.
Think about I’m sure when Joe was practicing law, I’m sure there was days that he didn’t feel like doing know when Jeannie was doing, I’m sure they didn’t feel like it.
So get your feelings out the way and make sure that you’re out there building your business for you and your family, because if you approach this thing casually, you’re going to end up, what, a casualty, right? So there’s about, oh, catch.
You didn’t hit me with the clock.
You killed me.
Three minutes.
All right, so to wrap up, there’s five commitments or recommitments, depending how long you’ve been here.
If you got a little salt and pepper on the top right, there’s five commitments that you want to write down.
Number one, recommit to your coach.
Okay? Recommit to your coach.
Oh, I don’t get along with my coach.
Grow up.
Grow up.
Recommit to your coach.
Because, listen, if you’re in this business, the people sitting in the first two rows, they have what you want.
They have the success, they have your experiences, they have your mistakes already.
So it makes no sense for you to go a different way when they already created the path for you.
Okay? So with that being said, number two, recommit to the environment, guys.
The environment.
Show up early.
You guys show up early, leave late.
Ask Coach Cardino.
Ask Coach Katz.
Hey, what do you need? Can I set up the clipboards? Can I set up the music? You want to be energy, and it’ll get infectious, right? Number three, recommit to your team.
Recommit to your team.
Again, some of you guys are worried about the guy or gal that didn’t show up, but focus about the people that did show up.
One of the last things I always talk to my teammates about it when I’m speaking to them on the phone is like, hey, listen, what do you need from me? How can I help you get to the next level? You have any questions? How can I help? How often are you making outgoing calls to your teammates? And if you’re a teammate, how many outgoing calls do you have to your coach? Right.
Number four, recommit to the work.
You cannot be delusional in Primerica.
There’s work that needs to be done.
What’s the work? RZA said it’s scheduling appointments, scheduling invites.
That is the only work in Primerica.
Everything is fluff.
If you’re not doing out there, you’re not prospecting, not getting new contacts, talking to people about the business, you’re delusional.
Right.
You want to make sure that you’re talking to those people.
So you want to eliminate the distractions with good work habits.
And the last one is recommit to you.
All right.
You have to find out what made you fall in love with Primerica, because there’s been times, and if you’ve been here at any time or frame, there’s a time where you’re sitting in the room or you’re sitting in the leadership school or you’re in your car and just like, man, this is it.
Fall in love with that hope and hold on to it, and I promise you, put that work in, and I promise your life is going to change forever.
Thank you for having my time.
Thank you, guys.
Kill it, man.
Let’s go.
Good morning.
I’m going to keep it short.
So basically the other day, right, I was watching a class, and social media now is very popular, right? And they say, what is the difference between people that is growing on social media and the people that is not right? Some people doing content, but they don’t do the call to action.
And I think that’s applied to Primerica because at the end of the day, you can go somewhere, do a presentation, but if you don’t do the call to action, how are you going to get the results? So I’ve been applying that after I finish a presentation, whether I close or not, I tell them, listen, if I close them and I know they’re happy, listen, I mentioned that also we need to get referrals.
And sometimes that can be the difference between you getting an additional client.
That can be the difference between getting a recruiting referrals and the call to action is very important.
Talk about a then or an appointment that you’re looking for fire timers, people that they want extra income.
And also, like, for example, when I encounter myself doing a presentation, as Elia mentioned before, sometimes you have to make people realize that an additional $500 an additional $1,000 can be a lifestyle difference.
Because some people, if they want to make a million.
Half a million? No, but you got to understand that an additional $1,000 can be the difference between in a smaller apartment.
A bigger apartment? That can be the difference between you buying a car and pay for the insurance.
That is really expensive.
That’s something that I share when I joined Primerica, even though I was working, right, two jobs, I want to buy a car and I want to pay for the car insurance that I used to live in the Bronx.
It’s very expensive.
It was like 400, $500.
And that can be your recruiting tool because we need to bring people perspective.
Sometimes they’re not thinking because they visit with entertainment.
Another thing is you got to disturb people, right? Sometimes I know I’m not going to close them in the first appointment, but you need to do a good enough presentation.
That when something happened in their life.
And then you go back and follow up with them, they remember about what you say in that first appointment.
That’s something really important to do.
And sometime also, if you’re in the business and you’ve been doing, I don’t know, 20 presentation and you already know that, they give you the same objection, just overcome digestion before it happens.
Okay? How you do that? Train yourself.
There’s a lot of audio.
Overcome digestion before it happens.
Okay? If the objection that you get is this is a pyramid scheme, I don’t get it anymore.
Why? Because I train myself about doing a great job at explaining the credibility of the company.
Okay? And also you need to show people what is the worst thing that can happen to them by they enjoying us and what is the best thing that can happen to them by day? Staying.
And also brings perspective.
You got to say this is a 90 days training program.
So that way if they decide to quit, they know that they quit on them, not on you.
Okay? And one of the things is also when somebody joined Primerica, right, I believe you got to understand that this is your business.
You got to take ownership, right? And you got to put Primerica in the center, Primerica and God.
And then you got to let your family know if they want to do something with you, they need to know that you have a priority because now you’re going to get a lot of distraction.
Okay.
And I feel like that you need to make that clear and eventually that’s going to help you to have everything organized.
I think you can do everything that you need to do in this business.
You can be in compliance with your family and compliance with your business and compliance with everything, but you really need to have an schedule that’s going to help you and made them clear.
And you even going to have more fun because they know that maybe they’re not going to see you until two months.
So they’re going to make sure that they have a good time when they see you, okay? So you become exclusive and much better.
And that’s the little things that the changes that I’m doing.
And also when you comes to this event, you’re going to hear a lot of stories.
Those are your stories.
Maybe you don’t have enough clients yet.
Maybe you haven’t been to enough appointments.
But when somebody like me or the other speakers come to you, come here, right.
They’re sharing a story that you can apply those stories in your appointment.
And I believe sometimes don’t focus on a perfect presentation.
Just focus on sharing a story.
I think that’s something that people love and do that and keep it simple.
This is a business about keeping the business simple and things going to happen.
Sometimes it’s not going to be too easy, sometimes it’s not.
But you just have to be consistent, having discipline.
And if before you didn’t used to have an Eschew, you need to have an Eschew.
And I think that’s what’s going to make you successful and let’s win all together.
Thanks a lot, Michelle.
Thank you, team.
Welcome.
My name is Martin Morales.
I’ve been here a very long time.
I think I mastered regional leader by some time now.
It’s time to go to vice President.
But I do want to share a little bit about my story.
And I think sometimes I may be someone that you may want to listen to those that are part time and are still thinking about it or don’t know how they didn’t get to vice president.
And I don’t mean that to impress you, but oppress upon outside of Primerica last year, I made 350 grand.
And it sounds oh my God.
Yeah.
But it was not here.
I did it through corporate America and other investments.
And what I realized that other business is only active income.
It’s not passive.
In Primerica allows you to do both.
You could build this by yourself with a pen and paper, right.
And go out to help families.
Well, now digital, right? And you can help our clients on your own, or you could build an army and do it passively.
Allows you to do it both ways, right.
In other businesses, like people talk about real estate as a landlord, that’s not really truly passive because when the toilet breaks, it’s active because you took that one phone call, am I right? Or you took that phone call four or in the morning, right? And then it’s not active because you can’t charge your Tenant X amount of rent every single month just because that kind of went up.
You got to give them a 60 day notice.
So now you got to wait 60 days to increase their rent.
It’s not active in Primerica, where you could recruit and things are not working on that aspect.
You can actually go out to help our families and make that money, right? So I’m going to break a little bit of math for you, those that maybe are not as smart as me, but if you bought a home, an investment property at $100,000 and you got to put 20% down, that’s 20 grand, is that correct? 20 grand.
And then you got to fix the place up and you rent it out for 1000 a month, right? Maybe 1100, depending on the area where you live nationally.
So now the income that you got on this property you’re making about because now you have a debt on it.
You got debt, so you got a mortgage on it.
You’re only going to cash flow $300 a month for a headache.
And if it’s an old home, it has deferred maintenance on it, roof, plumbing.
Oh, but I could fix it myself.
I could do DIY.
I wouldn’t want to risk electricity or plumbing on your own, right? So now you’re making $400 a month for investment that you spend $100,000 on, not deterring you from that business.
But in Primerica, you actually invite somebody down here, you get them licensed, you build the business, you make 1020, 30, 40, 50,000 a month.
And you don’t got a deferred maintenance.
And you could sell your business, unlike a portfolio with deferred maintenance on old properties, eventually that’s going to depreciate because it’s depending on the class ABC neighborhood you’re investing in.
Don’t always think that route is an easy route.
Primerica allows you to go out there and do noble cause and help people.
It allows you to do those things.
So when people tell me, oh, Morin, I’m thinking of quitting and doing something else, what really do you want to do? Oh, I heard about this business.
I heard about that business.
Guys, you’re registered representative, licensed to go out there and help families do what’s right.
And Coach, I’m going to be honest with you.
Last I would say eight weeks, I’ve been consistent appointments every Tuesday, every Thursday.
Polanco said about creating a schedule.
Naturally, it felt Tuesday and Thursdays were my comfortable days, that my kids are sleeping, my wife is not bothering me, that I could do an appointment.
I went in a crapload of appointments.
Things didn’t close.
I closed a couple of apps here, I got stuff pending.
But naturally you create a schedule.
And guess what my wife would say, man, you’re so excited when you’re on that phone or you’re making on the zoom calls with those clients because you enjoy what you do.
Why? Because when it’s active income, you help our clients out.
You don’t know, because a client may say they want to servicing 10,000, all of a sudden you do what’s right.
It was really 100.
You’re like, man, I helped that client out.
Because you help the client out.
Get what they want, you get what you want.
You can’t beat that.
You can’t do it in any other business.
I found out something at work.
They told me, hey, there’s layoffs coming.
Really? It’s not going to impact me.
Just found out it may impact me because a little birdie told me that’s a quarter million dollars that I may not be able to see next year.
And someone told me, but you’re not nervous? No, because I got Primerica.
I know if I go out there, bust my rear end, build this business, I could do that.
And thank you, Amale, who talked about generational wealth in the beginning, right? I’d make sure, guys, when you become a VP, by the way, one thing I learned, joe Cardino said you need to save money because you might have good months, you might have rough months, you might have phenomenal months.
But are you sucking money away? Are you putting money away in case you had a bad month? Right? Because when you become RP, you want to get your own office, right? Why? That comes with responsibility.
That comes with paying rent, too.
Are you putting yourself in a position where you have you making 1020 30,000 a month that operating expense is taken care of your first week.
That’s why you got to make 3000, 400,000 a year.
You got to make that kind of money.
Guys, we got to win big, guys.
I love you.
Say the top.
Take care.
