Ever feel like you’re stuck in a rut, unsure how to build a business that truly lasts? You’re not alone. Many reps find themselves spinning their wheels, unsure how to create a sustainable, thriving business. But what if you could change that? What if you could learn the secrets to long-term success from someone who’s been there and done that? That’s exactly what Willy Naranjo shares in this powerful session. It’s packed with insights and strategies that can transform your approach and set you on the path to lasting success. Don’t miss this opportunity to learn from one of the best. Watch the video below and discover the breakthrough tips that can elevate your business to new heights.
Video Transcription:
Okay, how are you? How’s everybody doing today? Can, can you believe, um, immigrant, no speak English, making a million dollars a year? That’s, you know, um, when we started, my wife and I really, well, right now we cannot believe where we are.
Because we are no different, we are no special, we just work hard, very hard, and I just very focus in one thing.
It’s licensing.Licensing.
And the result, because every, what happened in our, in our business, in our lives is because of Primerica.
That’s why the only money we invest is in Primerica, into the business.
We just, we bought homes and all of that, a lot of cars.
Um, but, Peers and a lot of things that my wife like it, but uh, you know when we invest money We only invest in Primerica.
We don’t buy restaurants, franchises, whatever.
We put the money in Primerica into the business or mutual fund, annuity, something like that.
But today, thank you, Kid and Daniel, because Um, you know, when, when we know them because they are so humble and, uh, one day because they are very good friend, Omar, we became friend of them.Um, And one day he invited us to their home in Naples and they sold the dream and also for our team.
And always he’s very, very nice with us.
And, uh, this year we invite him to, to, to our school and we’re so excited to, to go there.
And normally I don’t do a schools, uh, because we put all our time on the hierarchy.But, uh, when he asked me to come, I say immediately, yes.
And my wife cannot come because we travel a lot.
And, uh, we just arrived last weekend from one month travel around the world.
Um, we have also a two, uh, 200 by 200 be, and we need a lot of things to do there because Sunday we travel again with the, with the millions, uh, dollar earn from the hierarchy.And we have a lot of things to do and we like to be busy.
You know, we don’t, we don’t start Primerica to retire, you know, we have never think about retirement because we are young, very young, and we live in front of the beach and we don’t picture ourselves, we don’t have the picture of ourselves on the beach looking young.Nothing and doing nothing last we we that’s know what we are.
That’s we my father is entrepreneur He’s successful and successful and rich guy in colombia And he’s 75 years old.
He is still open business doing business working doing that and I I I never see a retirement like something I We don’t plan to retire.We enjoy our life, but we are still working hard because We want to be billionaires and for sure Primerica is going to give us this opportunity.
I don’t plan to do anything different than other than Primerica.
That’s why in the first slide, Uh, we, we start with this, with this.
I did this, this part in, uh, in the RBP meeting, but, uh, we are not done here.We are going to keep working because we intend to take advantage of everything Primerica offers and have a lot of families in the process.
We’re sitting high record, um, record in recruiting a license and we just keep our production and increase the number of life we can impact.
We are so excited for the future.Uh, the, the presentation, please.
Exactly.
Okay.
Um, because, you know, it’s, we never, we never, the, the system that we have right now is no looking for income.
We know we’re going to make more money.
We, we had never planned to be number one.
We never planned to, to five, six, seven, eight million.
We just planned to make money, have a good business, solid business, be very profitable.But the system in Primerica, because Primerica, we don’t do anything different.
We just keep doing the same thing for a long time, like a mutual fund.
But the results are amazing.
We are, right now, we don’t believe where we are and what’s keeping us going is because really, It’s like we don’t know what will happen next year.Somebody tell her, okay, what do you plan for next year and two year? And I don’t know, we, we, we plan to keep doing the same thing and let’s see what happened.
It’s exciting because this is a new war in Primerica, uh, before when we get to the million, uh, we have, we, we, we never see ourself in 5 million, you know, my child was the first one to get to 5 million and we never see ourself in 5 million.
Um, because normally, uh, Eh, eh, um, uh, Bobby Wilson, uh, my chap, all of that, people who made million, they are legends.
And we are not legends.
And we say, okay, to be legend, you need to have more age.
And we don’t, we don’t want that.
And, and, and, you know, and, and, but when the right now we are, um, we are like a take advantage of the compound interest.Of the licensing in this case, and the Primerica what offer.
Um, Keith told me that today, uh, this afternoon is the, the, the players, the people who are full time.
Um, I want to congratulations because you decide to be here early than everybody else.
And, uh, that’s why, why I gonna tell you is completely different what we gonna talk tonight or, or, or tomorrow.Um, I remember when I sit back in the first meeting, I always want to be at front.
I, you know, every, every meeting I try to be closer to the front, closer to the front, closer to the front, because here it is completely different.
You see, they are relaxed, taking notes.
Maybe you are some guy right here, but in the front you have the table, um, water, you know, it’s completely different.It’s like, uh, First class, economy.
Something like that.
But, but, the good thing about Primerica is everybody of you can be up front.
Like us.
Because Primerica really give us that opportunity.
Primerica is for everybody.
We are no different.
We don’t speak English.
Our training is 99.
9 percent in Spanish.
Um, And, and we keep that, why we decide to do everything in Spanish in our hurricane? Because we don’t have any other option, because I only speak Spanish and I’m like a But I learned, I learned something in my life.
I need to be good in what I’m good, or better in what I’m good, not try to change what I’m not good.
I’m not good in English.
I’m sorry for my English.
Maybe you don’t, you don’t understand a lot of things, but that’s why I have a presentation because you don’t understand me.You have a presentation there.
And also during the time I learned when you don’t speak very well in English, the people, uh, put more attention because they try to say what, what he said, like a work, work very well.
You know, uh, I gonna tell you, um, because all, all of you want to be RVPs and all of that.
Um, but I’m most important to be an RVP is to make money and have a good business.And today I want to share a presentation about be professional or be amateur or semi pro and pitch yourself or look what you need to change to be a professional.
Because if you become a professional and be in this business, you’re going to be a millionaire.
Um, the rest is, is history.
First of all.
Look how is a professional amateur or semi professional.This is a soccer team who play Sundays.
Look that way, okay? Picture yourself how you look in your business.
You, you do some transaction during the month, you do something, you go to, to the office once a week or twice a week.
This is like this, okay? You make money, you, in, in soccer you have fun, maybe you Maybe you don’t lose weight, but maybe you feel like you lose weight or something like that.
Okay, or you want to be like a professional team.
Okay, this is the Real Madrid.
I put the Real Madrid because I’m not a fan of them, but they, they, they are the, the, the biggest team of who, who win, who won more champion leagues in Europe.
This is how we look at professional team, you know, be yourself.
Amateur? Professional.
Amateur? Professional.
Okay, let’s see which, where you are.
Here? Or here? Okay, in our hierarchy, the RVPs are the professional.
We, we respect the RVPs.
Why? Because they do something that most people never do.
They do something to become RVPs.
Okay.
Um, we have 41 RVPs in our hierarchy, but in the last 20 years we recruited, I don’t know, over 100, 000 people.
And it’s only 41 RVPs.
That’s why they are the professionals.
They keep working, they get the license, they do the production, the replacement and all of that.
That’s the professionals, okay? Then, we have the advisory team.
That’s the This is, we call the dream team, the people who made over 300, 000 in Inquin in our, in our hierarchy.Um, because that the ownership, that’s why we call the dream team, because I remember when I met Omar the first time 20 years ago, he has, and a teacher said, the life start at 300, 000.
And he explained, a hundred for the business, a hundred for, for taxes and savings, a hundred for your life.
Right now we’re gonna change this in January to 500, 000 because 300, 000 is not enough, really.
But that’s the varsity team.
Then we have the captains, the team captains of the hierarchy.
That’s the million dollar earners.
We call them millionaire philosophy.
Each one of these couples, they have a war.
That war identifies them.
Okay, when we, they became a million dollar earner, they decide which work, whether we approve or disapprove, but they decide the work, um, because when we, when we read the, the work, it’s like we pitch them in that work.For example, Miguel, he talk about the yard all the time.
Diana, discipline.
Yeah.
Um, me appointments, I, I use appointment because that’s the answer that I have for everything in my hurricane, that nobody ask me anything because they know already the answer.
appointments.
Because, let me explain you why.
If you have a hundred appointment a month, do you think you’re gonna do something? Yes.
Okay.
If you do 10, you going, you gonna do something? Yes.
Maybe yes, maybe no.
But if you do a hundred guarantee, you gonna do something.
If you came, you came to me, I say, no, my business is not working.
You know, I don’t make money, whatever.
How many appointment do you have? 10.
I tell you, I, I cannot help you when you have a hundred.I can help you if you have a hundred, you never meet, uh, you never ask me anything because you wanna have results.
For me, the appointment is the most important thing.
Um, my wife, obviously licensing.
Uh, George, uh, uh, uh, and Mary, work ethic.
This is one of the person that, that I, I, I recognize that the most work ethic person in, in, in the world.And, Daniele faith, faith in action.
Now I gonna explain what is the difference between be amateur or be a professional, okay? I gonna put example of, of our hierarchy.
Be an amateur.
First of all, have a goal, okay? In soccer is to play every weekend and have fun with the, with the friends, okay? As a professional, you have a system, you, you have something that you repeat every time to get results.
Then we have the amateurs, they start when they achieve something, and the professional understand that the initial achievement is just a launch pad for the next step.
That’s why for us, be a million dollar earner was the end.
It was part of the process, is something coming, is part of the achievement, um, part of the next step.We are looking for the next step.
Then we have the amateur want to get even, the professional want to get better.
Amateur reactive, professional proactive.
Amateur want to win the moment, uh, professional want to win the decade of dominance.
In our hockey we decide the decade of dominance, we’re going to change our life and our business, our income, um, really we are doing it.Pandemic for us was the best thing that happened, uh, instead of business because we decide because everything is a decision.
We decide that what happened was gonna be the best thing that happened.
When everything was closed, you have two options.
Cry and say, oh my god, this business is one on one, what we’re gonna do, the team, the meetings, and all of that.
What we decide is to move everything through soon, right away.
And we have trainings like every day because the, and, and at that time was more easy to do appointment because everybody at home doing nothing, they, they looking for appointment to do something.
And that was so easy.
And, uh, we grow, we triple our production in, in that six months.Okay.
That was, that’s a decision that we have.
Okay.
At that moment, and was the beginning of the day kind of dominance.
Okay.
They are mature.
Uh, can I, or the professional all in, no days off.
One of the philosophy that we have in our life is we never have day off in our business.
We travel a lot, but we still work in the business every day.My wife and I, we travel around the world and we decide every day to invest minimum one hour or two hours of our time in the business.
No matter where we are.
We don’t, when we travel new, we don’t disappear of the business.
Okay, we just have fun, but also be concentrated what happened.
We know what happened in all, all part of our business.Focus on the outcome and the professional focus in the process.
Then we have the, the, the amateur.
See feedback and caution as someone criticize who they are.
They’re professional, no, they have a blind spot and seek out truthful criticism.
We are looking, as a professional, we are looking somebody to tell us, hey, you need to change it, you need to get a budget, a, a advantage in that.We have a, in our hierarchy, the, the millionaire philosophy, we have meetings minimum every once a month or, or twice a month, talking about what we need to.
What we, what we are doing well.
We do our analysis of our business all the time and we do change it.
We do some, some, some adjustment all the time.Okay.
Um, the pro the amateur value doing once the professional value doing consistently amateur blame others and the professional accept responsibility is funny because because when you No RVP, most of you, no RVP.
You blame your RVP for everything.
Everything happened in your life is because you RVP, when you became an RVP, you cannot blame anybody.You say, okay, ’cause you’re an RVP, you are alone.
And you, that’s, that’s the funniest thing, you know, that’s why when you became an RVP, you, you normally, you became a good friend with, you are blind, but as a regional or senior, regional, normally you, you, you don’t, like, you are blind, normal.
Okay, uh, amateurs, wait until they feel like it.
Professionals do it when they don’t feel like it.
When you don’t want to go to the office, that’s when you need to go to the office.
When you don’t want to do production, that’s when you need to do production.
That’s, that’s so important because that’s what your people look at you.
.
I remember one time when I, I be an RVP and I, I, I’m training Miguel.
Uh, I have an a, a pain, um, and uh, we have an a securities, uh, seminar with Omar.
And, uh, I beat there and he, he saw me like during the seminar in the, in the, in the, in the floor, like, uh, with a lot of pain, but I still there almost the whole day.
The, the, that night they, they do a surgery.
Um, but what he remembered, it doesn’t matter what happen with you, you are there.
Doesn’t matter you don’t want to go, you go.
Because that’s the responsibility that, that, that we have.
Okay? Believe the world should work the way, um, sorry, the amateurs, believe the world should work the way they want it.
The professional realize that they, what they have to work with the world.
This is what we, as an immigrant, we don’t can change anything about the country.We need to work as the country is.
Um, thank God we are in Miami because we can talk in Spanish all the time, but, but we are in the United States.
We do the exam in English.
We do everything in English.
We do presentation in English and all of that.
But, that’s the, that’s the word.
We don’t try to change anything, okay? Focus on identifying their weakness and improving them.
The amateur looking for, for improve their weaknesses.The professional focus on their strength and partnering with people who are strong where they are weak.
That’s one thing I learned.
I’ve been in the, uh, Colombia National, uh, um for roller hockey, travel around the world, uh, play hockey.
One of the thing I, I, I, I learned when I play hockey was if you are goaler, that your position, you are, um, uh, you are, uh, defense that your position, you don’t need to be good in everything.You need to be good in your position.
In that, in this business, we are like that.
For example, I am, I am no motivator.
You don’t cry with my things, but we have people in our team that are very good motivators.
I don’t, I don’t need to change.
I need to find people who are better than me in different ways.I’m very good in a lot of things, but I’m not good in a lot of things.
But that’s, that’s the importance to work as a team.
In our hierarchy, we work as a team.
We do everything together.
All the RBP, the 41 RBP, we do the same training all together.
We do the same school.
We do the.
Everything, the trainings every week we do at the same time, doesn’t matter.We have an office in, uh, with RVPs in, uh, Georgia, Orlando, and, and Miami.
And the, we run the training at the same time, the same topic, um, using Zoom for example.
We have a, at the same, I start, for example, Miguel start doing some presentation.
When he finished, we move to Orlando, somebody do presentation there, then we move to Atlanta presentation.And, uh, at the same time, we, we work the same thing in all, all the, the offices that, that, that we have.
Um, this is the, the power to have a team to work as a team.
Okay.
Then we have the amateur, um, focus on the short term, the professional focus.
In the long term, my wife and I, we focus in.
The long term, always.All the decisions we make in the business is in life.
It’s always about the long term.
All the decisions to do the, the, the licensing.
When we decide to do the licensing, we, we decide, okay, we’re going to start it.
We don’t know how long it’s going to take, but one day that’s, that’s going to work.
I’m going to show you.
The, the compounding interest of our license in 2007, 2007, I I, I’ve been promoting in 2007 as a regional leader, I, I already make over a hundred thousand in income because you don’t need to be an RVP to make money.
You don’t need to be SND to be a million dollar earner.
I get to to to million as a million dollar earner as a NSD.Miguel is crossing this month, $4 million as a NSD.
Because the title really doesn’t matter.
That’s why as RBP, as a regional, senior regional, you can make money.
You don’t need to, you don’t need to, to, to rush the, the, the promotion.
Okay? In 2007, we made 150, 000.
We only have 17 people licensed.
Okay? 2009, that the, the, the, uh, recession that we have in this country, our income go down for 110, 000.
Um, and we have 60 license that year at the end of the year, we look around our business, the team that we have, uh, we don’t have team, what are the team? We don’t have any team.
And we say, okay, we need to change this.
And we start listing Omar because Omar is talking for years about licensing.
Um, but we’ve been in his team, but we never like, uh, really believe in what he says.But at that year, we said, okay, let’s be expert in licensing.
And we start doing the licensing process and all that.
But we promote our first RBP in 2013 and we only grow from 60 license to 145.
Okay.
And we start the system in 2010.
That took us three years to promote our first RVP.
And, you know, there’s not a lot of difference between 60 and 145 licenses, but the compound interest works in that way.
When you put an investment, 100 per month, you need to wait a lot of years, like 20 years to really look at the graphic.
goes up.
That’s what happened right now in our business.
2019, before the pandemic, our income was 1 million, 1.
8 million, and we have already 2, 600 licenses.
In 2021, we have 4, 000 licenses and we made 3.3 million.
Last year, in December, we finished in 5 million.
We, uh, 7, 500 license, and this year, in this month, we’re going to cross a million.
In this year alone, we’re going to cross 3 million, from 5 million to 8 million.
In our last, um, our last million we crossed in August.
That means in three months, we are crossing 1 million.From seven to eight.
And why? Because we have more people license.
Okay? This, I show this this morning, um, this is the formula, uh, Omar show us.
And that says, how many code do you have? You can do, uh, when you get home.
How many code do you have? You, you multiply that for 50%.
That’s the percentage of people gonna do production over that license you have.Okay? Okay? Okay.
Um, the average rep that produces every month.
You don’t know who, but 50 percent is going to do it.
In this kind of business.
I’m going to explain, I’m going to explain to you why.
Because the people who work here are, um, what happened? The people who work here are independent.
They do whatever they want, when they want.Okay? If you have employees, it’s completely different.
Because you can ask them to do something.
Here is, do whatever you want, when you want.
Come to the meeting, wherever.
Stay here, sit, you know, work.
You do whatever you want.
Okay? That’s why it’s 15%.
Okay? Okay.
That 15% gonna produce 1.9 to 2.2 apps per month in our, in average 850.That’s one in 2010, I believe now is a thousand or $1,200 per app.
Let’s, let’s mind 10.
This in our business, this is the numbers.
We have 10,000 license, um, through third, um, 15% of that is, uh, 1500 people doing transaction per month.
I know.
We have 1, 500 people doing something every month.
We wanted 10, 000, but we know it’s 15%.
That means they produce 1, 300 transactions.
We close around 3, 000 to 4, 000 life insurance per month.
And I remember when I closed 10 transactions per month, when I just started and, uh, thinking about 4, 000 transaction, I’m already like, Impossible, but in Primerica it’s possible.
If we multiply that for, uh, 1200, that mean we produce four million per month.I know this month was very good month, four million, uh, four million, 400.
But I know we’re going to produce between around four, four million every month.
That’s why our inco is growing all the time.
No, because we are betting.
Than you.
We just use the Primea system.
You know, it’s crazy not to get advantage to get people license who pay for the license.
Primea is free money for us.
Really.
They, they pay for the class, they pay for, they recruit, pay for, for register.
They pay primerica, pay for the cloud, the, the, the, the fingerprints, the registration, the for everything.
And we take and, and they get license.
They produce, we may overwrite.
That’s, you know, the perfect business.But, we decide to take advantage of that.
And everybody can do.
This is the Grow Award, uh, diamonds.
Uh, the million diamonds.
We’ve been number, uh, in May 2017, we crossed a million dollars.
We had the number, uh, 82 million in the company.
Then we crossed in April 2020, in the middle of pandemic, we crossed two millions.We’ve been the number 20.
Uh, I love this because I always, okay, who’s next, who’s next, who’s next? Um, three million in November 2020, uh, number seven, four million, uh, number five in July, 2023.
Five million in December last year, okay, six million April this year, uh, seven million August, and eight million in the next two, three months, three weeks.Okay, it’s gonna be.
When they, I, I, I have the six million ring, uh, I believe when they, when I get the seven and eight, I already be in nine.
I don’t know.
But, uh, this is crazy, why? Yes.
Because we are licensed.
More people.
The result is not because we are different, okay? It’s because we have more people licensed.We licensed, last month we licensed 700 people in our hierarchy.
And we are growing.
The next one is going to be 800, 900, 1, 000.
Imagine 1, 000 new people in your business.
Unbelievable.
That happened to us, but it starts with every month.
One license, five licenses, ten licenses.
Our, our, the most important thing is you need to have in your business.Doesn’t matter if you are a VP or regional or whatever.
Double digit licensing, that’s explode your business, that minimum 10, 10 license per month.
Okay.
And to finish, competing in the highest level is not about winning, it’s about preparation, courage, understanding, and natural your people and here winning is a result, it’s not a goal, it’s a result.Thank you so much.
