Ever feel like you’re stuck in a rut, doing the same things over and over without seeing the results you want? You’re not alone. Many reps struggle with making those small, yet crucial, adjustments that can lead to big wins. It’s easy to overlook the minor tweaks that could transform your business and life. But what if I told you that these seemingly insignificant changes are the key to unlocking your full potential? Paul Catanzarite dives deep into this concept, offering insights that are both practical and powerful. He shares how minor adjustments in your daily routine, mindset, and approach can lead to major victories in your Primerica journey. This isn’t just another training; it’s a game-changer. Ready to discover the secrets to success that top reps swear by? Watch the video below and start making those winning adjustments today!
Video Transcription:
Good morning.
All right.
Hey, Joe.
I’m so thankful.
TC Nation over there.
My wonderful wife, my greatest cheerleader and Joe, I appreciate you going with our colors for the wristbands.
Thank you.
That was it.
Awesome.
So listen, you guys learned something so far.
All right.
I hope so.
You know, normally I’m up here.I kind of give you some of the mental stuff, but I want to kind of give you some technical stuff.
So I want to talk to the newest people in the room.
And then I want to also talk to the veterans, which means it’s all of us, including myself.
Right.
And, uh, you just heard his name mentioned, by the way, it was the first time I heard Joe answer his name until Jeannie Moretzi got up there.And I think that might be the longest in an event that it took to mention Joe answer.
So I figured, Hey, let me throw a quote in, but this is one of my favorite quotes.
And I use this probably almost every time I speak.
Uh, even when I preach at church, the people at church are probably sick of this quote, but let me tell you the problem.The people that don’t like this, or you say, I’ve heard that before, are the ones that aren’t making the minor adjustments.
Okay.
And here’s what he says.
The minor adjustments a winner needs to make are so basic and simple that they appear ridiculous, but that’s why most people don’t adjust.
And that’s why most people don’t win.And the challenge is what’s holding you back from the success and freedom that you want in business.
is probably something very minor that you think it’s not going to make a big difference.
Right? The self development.
I’m going to go through a few things.
So I want you to open your minds right now.
So if you’re new, I want you to look, and you got to accept this, that we have a financial interest in your success, so that everything we’re telling you right now is to help you win.You see why? Because we only make money when you make money.
And I realized when Mike Humaneck recruited me that he was going to teach me everything I needed to know to make money, even if he was a selfish human being, because you have to be selfishly selfless in order to win here.
So let’s kind of get into it, right?So what are some minor things? Well, the first is doing something every day, right? Daily activity.
How many people have heard that? Absolutely.
Every day, you know, try, why is that important? Because your mind is also a muscle and this business is mental.
Really you win and lose between the two ears.
And what happens is we don’t do things on a daily basis.So, you know, try brushing your teeth once a week.
Some of you need to brush them a few little bit more, right? Try taking a shower once a week, try going to the gym once a week, try eating once a week, everything you do, you need to do consistently.
And you heard that word.
Throughout the day.
You need to do it daily, every single day.Here’s what I realized early on, that I was not actually working Primerica.
I was thinking about working Primerica, and in the very beginning when you’re excited, right, Marissa? You got a promotion, another one on the way.
What, what happens? You’re so excited.
You’re thinking about working, but you’re not actually working.See, what’s working Primerica? setting an appointment or an invite or being on an appointment, right? That’s what we got to focus on.
So that’s a minor adjustment.
Try doing a little bit every day.
The second thing is have a schedule.
One of the events we got to do early on was the great Bob Safford, who we got to see speak.And the thing that he said that changed my life.
Was he said, you need to schedule every hour of your life, rich.
And man, I heard that and I said, you know what? That makes sense.
And here I look, I came to the business.
I was finishing up my master’s degree.
I was a full time, you know, uh, varsity soccer coach, full time teacher, husband, two young kids at the time leading worship at our church.Like I didn’t have a lot of time, but what happened is when I started scheduling every hour of my life, meaning every hour, the hours you sleep, your leisure time, your time with your spouse.
I realized, man, I had a lot more time in my life than I really thought.
And it changed our life.
You see, that’s a minor adjustment, but how many people can make that adjustment?Absolutely.
See if you stick to a schedule, if you make a schedule and stick to a schedule, you can win in primerica.
Number three, self developing.
Now you’ve heard this before, but I’m going to let you know that I think this might be the single most important thing that you need to make as an adjustment in your life.Let me tell you what’s never going to happen.
You’re never going to be hurt by reading a book.
You’re never going to be hurt by listening to David Kim on PFS Media.
Do you understand? You see, here’s the challenge.
Like I came to the business and I thought I was a fairly self developed person.
And when you think that, you realize how undeveloped you really are, okay?But understand, here’s what happens.
See, my life was pretty good.
Anyone else’s life pretty good? See, let me tell you when it’s important self development comes in.
When crap happens in your life.
Anyone have crap happen in their life? Absolutely.
See, and the challenge is that if you’re not developing and growing as a human, you then become the thermometer.See, what’s a thermometer do? They measure the temperature.
But when you self develop and you become a leader like you talked about before, what happens is you become the thermostat, then you set.
And there is a big difference between, right, regulating the temperature and just going with the flow.
See, that’s what happens, like David said, you do things only when you feel like it.Instead, you gotta create it.
You gotta be the leader.
You see, you need to do that.
Number four, you need to plug into a power hour.
Now, what’s a power hour? Well, that’s when we get together for more than an hour.
Can I tell you the secret? It’s usually more than an hour.
So I kind of lie right there.
But we get together as a team every Monday night and we make phone calls.Why? Because what’s the work in Primerica? Setting an appointment, right? Or being on an appointment.
Well, guess what? We need to set appointments.
So if you don’t have all the appointments that you could possibly need in your life, guess what you need to plug into? Now, all I need to, all I can tell you is how we were able to build a business.I don’t know how to build a business without making phone calls.
I don’t know how to build a business without reaching out to people.
I don’t know how to build a business without a power hour.
But let me tell you, see, here’s the thinking sometimes, and I want to overcome this objection.
Sometimes you think, well, I’m disciplined enough, right, Colby?I could go make the calls on my own.
But here’s the problem.
It’s not for you.
It’s for your team.
You see, the only way you get free here is to duplicate yourself.
I don’t want to work.
I want to override a team of workers.
Do you understand? I don’t want to even override a team of workers.
I want to override a team of builders.I want to override regional vice presidents.
So we don’t plug into a power hour.
If you see me on power hour, I run around and hand out candy to people who set appointments.
Why? Because I want to duplicate.
Understand it’s important that you do that, right? Number six, or number five.
I got two and a half minutes.Have a written, organized list and a follow up system.
Can I tell you your follow up game, it needs to be stellar.
You know, sometimes what happens, we get disheartened.
We’re reaching out to somebody, right Ryan, for a period of time.
And then they don’t, I don’t know, respond.
They ghost you, right? I know that’s the new term today, right?That’s the common, you get ghosted.
Anyone ever get ghosted? Anyone ever do the ghosting? Liars.
Alright.
Suddenly the phone that’s attached to your face was lost for three days, or three years, right? So, understand, right? So you gotta have a written, you gotta follow up.
I mean, you look at my brother, right?He’s, next cycle, he’s gonna click over his watch, which is awesome, congratulations.
Now look, he was stuck with me, but let me tell you, he looked at the business at 17, but he didn’t join until when, Joe? When was it? 27.
Oh, I’m only 25.
How are you 27? That’s 10 years later! That’s follow up.
I think of Elijah Butts.You know, he was recruited by somebody who actually joined the business with me twice.
Isn’t that crazy? And they’re still not here.
And he’s going to be the next regional vice president.
Number 6.
We’re going to go through this right here, right? meeting with your teammates and completing the one on one within the first 24 hours.I’m going to tell you, this is so important.
Do you know that if Mike Humanek did not meet with me the next day, I would not be in the business.
And I’ll tell you how important it was.
He knew how important it was.
I don’t know if he even really knew how important it was.
I was involved in my church.
It was a Saturday.I came down as excited, right fits.
And the next day, somehow Mike Humanek weaseled his way into my house on a Sunday afternoon.
And I don’t know how, cause I don’t do anything on Sundays, but church.
But somehow Mike Kumanek was sitting across the kitchen table doing my F& A, taking my IBA, and doing my life insurance policy on a Sunday afternoon.Well, thank God, because between Saturday’s excitement and Sunday afternoon, I’d already talked myself out of the business.
And he needed to be there.
And he knew he needed to be there.
Right? So you need to make sure you do that.
You need to stay in touch with your teammates.
Remember, KIT over the summer?Right? Signing the yearbook.
I’m dating again.
They don’t even have yearbooks anymore, do they? I don’t even.
Anyone here graduate? Alright, awesome.
There you go.
Right? Keep in touch! Notice, what does it say? Daily! And I’m going to tell you, in the virtual world, I need, I think it needs to be three times that.
In the virtual world, you need three touches to every single one.
Number eight, staying active on Telegram.
Oh, why is that important? Why? Because until you’re cheerleading others when you don’t have stuff going on, you’ll never have stuff going on.
Until you’re willing to serve other people and get excited for them They’re never going to get excited for you, and you will never look at yourself the way you need to in order to go win.Number nine, daily accountability.
Man, how important is that one? Daily accountability.
You know, every single day, you know, I just mentioned Elijah and Joe, every single day they reach out.
Every single day I’m in touch with them.
Why? Because they want to be accountable and real accountability.
Let me tell you what happens when you got things going on.You don’t really need the accountability and it’s easy for you to be accountable.
When you don’t have it going on is when you really need to be accountable.
That’s what the winners do.
And then finally, you’ve heard this numerous times.
A recruit is not a recruit until they got a recruit.
And I believe it’s day one.Let me tell you what we do, right? If I recruit David Kim, here’s what I say, Dave, listen, most people get me in front of 10 people in the first couple of days.
Do you think you can commit to that? Guess what? Dave doesn’t know what he doesn’t know.
Dave doesn’t know what he doesn’t know.
Whatever he says doesn’t matter.
Great.
You listen, Dave, we all got two or three people that will do anything for us.
Who can we reach out to right now so we could share what we’re doing and what you’re doing for the next 15 minutes.
So we can kind of get you started in your business, man, every single day, first day you could go two, three, four deep.You talked about the four deep, you can go four deep in an hour with a brand new person.
If you as the leader dictate the thermostat, amen.
Hey guys, appreciate you guys.
Love you.
See you at the top.
