Ever feel like you’re stuck in a rut, struggling to crack the code of financial success? You’re not alone. Many reps find themselves overwhelmed by the complexities of recruiting and building a solid team. But what if you could change that? What if you could unlock the secrets to winning the money game and transform your Primerica business into a powerhouse of success? That’s exactly what Jon Lavin dives into in this electrifying session. It’s packed with insights and strategies that can help you break through the barriers holding you back. Watch it now and discover the game-changing tips that are propelling top reps to new heights.
Video Transcription:
All right.
Well, this is pretty amazing to me.
I was sitting next to Dick and were reminiscing when the beginning of the Tampa Bay Leadership School started, and it’s right at 20 years.
Many, many years.
How many of you were with us when were at Innisbrook? Right.
Stand up if you were part of the Innis Brook group.
Yeah.
That’s awesome, you guys.
Thank you.
Because you’re the ones who built this, right? So the rest of this room is all new from there, right? Like, to us, that was the Tampa Bay Leadership School.
And then we had the privilege of coming here and David, the Harris family.
It’s just been amazing what you’ve done with your whole team and Dustin back there and Jason and what they do.
I’ve got a lot of pride to watch all the success of all the young people coming across this stage just dominating and doing so great and to know that we’ve had a little bit to do with that.
I think that’s really what Primerica is about.
It’s about really giving back.
I mean, if it wasn’t for Dick Walker believing in me when I was a 23 year old who came into this place, I played golf at USF and wasn’t good enough to turn pro and make any money, and I wanted to make money.
And so I met Dick Walker.
I was literally a cold call.
I was the wrong guy.
They were looking for somebody else and they got me on the phone and I tried to quit, but in 1980, they didn’t have caller ID, and when the phone rang, you picked up the phone.
And it’s really scary to think that someone we bring into the business, some of you that are brand new here, you’re going to leave.
Some of this is really sad.
Some of you are brand new here, and you’re going to leave here fired up, and you’re going to get back into what we call the real world, and you’re going to mention how fired up you are, and someone’s going to say something or someone’s going to Google something, and you’re going to be out that fast gone.
And you know what? Someone could then call you or stop by your house and say, what are you doing? What are your questions? Ask.
Don’t just leave.
And all of a sudden, you’re back in.
And it was that fleeting moment.
Out to in, out to in.
Some of you deal with it by the moment today.
Still, some of you have learned to only think about getting out every once in a while.
Some of us are terminal.
We’re not going anywhere because they send the checks whether we feel good or not.
Because this is a place that was built to last, and it was built on a foundation of doing what’s right.
And when you see everybody crossing the stage and talking about recruiting and double digit recruiting and 100 recruits.
And you got to think about recruiting.
And the blue recruiting shirts and recruiting, recruiting.
Some of you could start to take that wrong.
Like this is some recruiting thing.
No, this is about getting a message to the consumer called financial independence is worth it.
This is about getting a message to people saying you can win the money game.
You just got to know the rules.
Look, if we could have figured out how to get the message out to the middle America about winning the money game, we could have figured out how to do it without recruiting.
Do you think we would have? Of course we would have.
Every other financial services firm has tried to figure that out.
Full time professional in the office, dress up.
No one’s doing what we’re doing.
And we’re doing this right now.
Have you all seen the stock? The same day some guy comes out with some crazy video in Canada, the stock hits 212.
Same day he’s calling us a pyramid scheme.
Same day that every analyst says buy, hold, accumulate.
Think the analysts know more than the goofball in Canada that’s anti MLMer that’s making his money, getting you to follow him.
And he’s got a whole other agenda.
He’s just trying to find people to stir up.
Guys, you got to understand what you’re part of.
It’s unbelievable.
It’s unbelievable.
And the one theme tonight that I’ve loved, and I’m actually going to talk about it with you now again, is this thing called being an RVP.
But you see, I don’t think we really understand actually.
Let’s see if my presentation here it is.
I’ll stand over this side.
If you could put my presentation on, I think I’ve learned how to use a clicker.
And by the way, on another note today, Mr.
Onsted you killed it, my friend.
You absolutely killed it.
I’m going to be done soon.
Some of you weren’t here.
How many of you were here? Was that not like classic current like that’s like the A.
L.
Williams in the current modern era? That’s what we saw today.
It was a prospecting clinic.
Y’all.
You’re about ready to hear from him again and Brittany to hear their story.
And tomorrow he’s going to give you more.
I’m telling you, we’re just getting started.
This room, by the way, there’s a stadium in this place that’ll hold 5000 people.
And I really feel in my heart right now that there’s a bunch of people in this room that are serious about getting big.
Am I right? Well, we have a lot of work to do.
We have a lot of work to do.
And I think we can all band together and go do something so special that no one’s even going to understand what is going on in Florida.
So what do you want that you do not have, that you will not get unless you change something? Have you ever heard me say that.
Have any of you ever said that to somebody? Yeah.
What do you want? You don’t have to say it that way, but I’m going to tell you whatever it is that you want that you don’t have, that you won’t get unless you change something you can get.
It a lot easier with the RVP contract.
And I want all of you to understand, in Dick Walker’s office, as a 23 year old man, it was a humming place.
It was this kind of environment, had this kind of energy.
And there was one thing he was talking about, and it was John Lavin.
You could be a regional vice president.
As a matter of fact, if you keep doing what you’re doing, you will be a regional vice president.
Not only will you be a regional vice president, you’ll be a big vice president.
Not will you only be a big vice president, you will produce big vice presidents.
And then Tesla and Garrett go over 800,000.
I sit back and I remember when I heard about this guy.
I don’t even know how he I think he took a bus to the Keys, and he did, like, 15,000 in premium, walking from house to house in the Keys because he didn’t have a car.
So he get his, like, division promotion at Tesla’s tonight.
You’re going to hear tomorrow they go over 800,000.
How good does that feel for Charlemagne and Marlene? How good does that feel for Hubert Lejune? I know how good it makes me feel.
When you have people in your business that are vice presidents with vice presidents, owners who have owners, you’ve got something solid that as long as there’s American business and there’s a stock called PRI, the money is going to continue to flow to your family.
When you have that.
So you have to make a decision that you’re here planting, you’re flagging that you’re going to be an RVP.
Now, I don’t have time to do this whole compensation, so I want to just do one little part of it.
Let me see if I can push this button and make this happen.
I think I’m pushing the wrong one.
Here we go.
Do I do this here? There we go.
I’m not going to hit that.
I want to show you one thing.
Can you guys help me? Because this ain’t working.
Okay, stop.
Go back.
Maybe it is working.
Okay, you probably can’t see all that, but do you see that thing there? You all know what that is.
How many of you know that? That’s the Primarical circle of products, right? We all have different names for it.
I want you just to look at all of those products for a moment.
We had a product clinic earlier today.
The only product that’s not on there doesn’t have a circle.
It’s called the business opportunity product.
As a matter of fact, that’s really our product.
All you’re looking at there are the services see, if you bought a McDonald’s franchise.
In the early days of McDonald’s, they were focused one thing.
What was that? Locations, outlets, distribution.
And people always came to Ray Crock and said, ray, man, we’re doing great with the burgers and the fries and the coke and the shakes and all, but, man, what if we added some chicken? What if we added some eggs? What if we added some ribs? We would sell a lot of them.
What if we had breakfast and coffee? We’d sell a lot.
And Ray Crock always said the same thing to them.
Not yet.
Slow down.
We’re not in that phase yet.
We’re in the growth phase.
We’re in the outlet phase.
We’re in the business of getting the outlets in place.
When we’re ready for chicken and we turn on chicken, we’ll sell more chicken than they can grow chickens.
Someone once told me that the reason McDonald’s doesn’t have onion rings.
And if you like burger King onion rings like I do, many of you does anybody else like a Burger King onion ring? That’s the only thing I like at Burger King.
Why doesn’t McDonald’s have onion rings? The answer was they can’t grow enough onions.
They have distribution.
See, what phase are you in? Are you all plugged into all these products and services? And you’re a wizard on all that, by the way.
God bless you.
We’re happy you are.
That is the last thing in the world I want to do, is be an expert master at all of those things.
If I don’t have distribution built, how about this? Why don’t you go get big and then get good at all? That two things you need to be good at right now insurance and investments.
This is my opinion.
Insurance and investments.
You need to be good enough so that the recruits stay.
See, if you’re a bumbling fool and you don’t know anything about anything, you’re just recruiting.
Nothing happens.
You got to get good at the basics of what we deliver to the consumer.
That’s what I loved about what Rob Smith did today.
I know it was about mortgages, but it wasn’t.
It was about making a difference in somebody’s life.
That’s what we do every day.
Now, until you have that in your heart, it’s hard to have one of your teammates have it in their heart.
Are y’all with me? See, R.
Williams said, to win big here, you must sell the dream and the crusade simultaneously at the same time, over and over.
He says as soon as you’re doing too much dream selling, you got to go back to what it is we do for people.
And once you get into the what we do for people, you got to get back to the dream selling.
See, the bottom line for most people that we meet in America today is they need more money.
See, Andy said something today, and I heard him say this before, and it made all the sense in the world to me.
And the reason I invited Andy to be here is I was watching these numbers come up, and I’d heard his name, and then I heard him speak, and then I watched him on a video where he did a training in the office on Dale Mabry.
And I said, oh, my goodness, this guy has unlocked some things.
You can’t just do these numbers from your poolside office with low overhead, moving to a new state where you don’t know anybody unless you know some things that I don’t know.
I knew I didn’t know.
I said, I don’t know how to do what he’s doing, but I had a poolside house, but I didn’t have the results you had.
And I knew I had people that knew what they could do, but they didn’t have what he had.
And then I met Dan Taylor, and I got confidence.
I found out.
Oh, my God.
That’s Andy’s replacement.
And I saw them doing in two and a half years, two years goes from owning a gym to getting ready to cross over 300 grand income, promote their first RVP tonight in two years, right.
Then I go up to Michigan.
I go up to Michigan.
I meet this young lady.
She picks me up.
We’re going to have breakfast, and he sends Abby Schauffner to come pick me up.
I don’t know how many of you have ever heard this young lady speak, but she’s a very nice, very polite, very driven, very hardworking young lady who lives in some little town somewhere in New Mexico near nowhere.
She’s a cowgirl.
She’s literally a rodeo.
That’s her sport, is rodeo.
And she’s, like, getting ready to cross over 100,000.
She’s been here seven months, I guess, what, her 8th month? She’ll go over 100,000.
Is that true? Eight months, she’ll go over 100,000 income with an insurance license, with lots of recruiting and learning how to do it in the zoom world.
And so now we have zoom.
We have all 50 states.
We’ve got locations and offices where you could work out of.
You get to build this the way you want to build it.
But I’m going to tell you something I want you all to understand.
Don’t look at that and get caught.
You can get caught up with it.
You can take it on a little by little, but what you really need to focus on right now is new relationships with new people that want to change their life so that you could develop some RVPs, because this is really what we have here.
I’m going to just show you this.
Let’s see.
Here we go.
Okay, I’ve got seven minutes to do exactly what I need to do, and I’m going to show you a demonstration.
I’ve do this a lot.
A lot of you are going to go, oh, he’s going to do that thing where he has the people stand up again.
And I’ve seen him do that seven times.
And I don’t really know if I want to see him do that again.
It okay.
Well, I’m not talking to you.
I’m really not.
I’m talking about all the new people that some of you brought here that have never seen it.
See, most of you are so busy trying to entertain the old people, you forgot that the game is the new people.
Because here’s the bottom line.
Art said it, and he wasn’t kidding and he wasn’t trying to be mean.
He said winners win and losers.
That’s what he said.
Now we could either try to figure out that he meant something like, I know that’s not socially correct today.
Everybody’s supposed to get an award.
Not in the big leagues, not in American business, not when you’re fighting for financial freedom.
Doesn’t work that way.
Winners win.
Losers lose.
Winners find a way to win.
You know how they find a way to win? They find someone winning and they don’t stop asking them questions till they get it figured out.
Winners don’t have to be called every day to be reminded to wake up and go to work.
Please.
Winners jump out of bed with a driven goal to change their family tree to get something that’s important to them.
And here’s what I know.
You got 190% contract staring at you.
How much of it are you using? So let’s take a look at this for a minute.
This 190% payout, that’s how much the company pays on our basic term products.
Now these numbers are not exact.
So for any of you that are like technicians and you’re going to go get your calculator out and go check on Pol to find out if these numbers are exact, they’re not exact.
We don’t pay commissions on policy fees.
And I didn’t extract the policy fee from the example.
Are you all with me? Now, why do I have to say that? Because some of you would come up to me later going, now those numbers, I was running them and they’re not quite exact.
They’re not exact.
I’m telling you in advance.
I just want you to get the sense of what’s going on.
We have a computer in Atlanta and the computer how many of you have a solution number? That would be everybody that’s already been approved to work here.
So the computer has your number in it.
And when you submit business, the computer pays you whatever level it’s supposed to pay you.
What you need to understand is how do I get to a higher level of pay? Because the computer doesn’t know your education, doesn’t know your background.
Some of you have SRR issues.
The computer doesn’t know anything about anything other than the business you submit.
And the computer also knows when you submit bad business because it takes the money away.
That’s all the computer does.
But the computer does that to 13 pay slots.
There’s 13 pay slots in the computer.
So I want to help give you a visual of that and I’m going to ask you all to help me.
So you’re going to stand up, you’re going to be an RVP, okay? I’ve just made you one.
All right, you’re going to stand up, you’re going to be a senior regional leader.
You’re going to stand up, you’re going to be a regional leader, you’re going to stand up and you’re please, it’s got this look like I’m going to stand up? Yes, please.
You’re going to stand up and you are going to be division, and you’re going to stand up, please.
You’re going to be a district.
And if you’ll stand up, please, you’re a senior rep and you are a rep.
All right, so we got this now you got that? So what happens is if a sale gets made by our rep, raise your hand.
And the sale is $1,000 in premium, which, by the way, it might only be $83 a month that you sent, but the computer acts as if it’s 1000.
When that sale gets made, the computer looks to see who is supposed to get paid on it.
Oh, by the way, we have another group of people, the six of you.
Count yourselves.
Don’t get up yet, but you will be standing also on this line, okay? You’re RVPs also.
I made you all RVPs, so the sale gets made for $1,000.
And if you’re a 25% rep, how much would you get? And if you are a 35% rep and you wrote the sale, how much would you have gotten? But you’re not you didn’t write it.
You recruited the person who wrote it.
So since you’re at 35 and the rep was at 25, what’s the override 25? This is heavy math.
35 -25 is 10%, so you would have gotten $100.
10% of 1000 is 100.
Are you all with me? And it’s going to go there.
And you’re at 50, so you’re going to get 150.
And you’re at 60, you’re going to get another 100.
And you’re at 70, you’re getting another 100.
And you’re at 80, you’re going to get another 100.
You’re an RVP and you’re going to get what? You’re at 110.
So you’re getting 300, right? There we go.
See how I did that? No, it is actually 300.
-80 what is that.
Oh, I don’t have it there.
Sorry.
Oh, my slides off.
You guys were watching the slide.
No, I put a senior regional leader in just for the heck of it to make sure I was accurate with that.
All right, there is a slot and you are at 80 and you’re at 110.
So if you wrote the sale, what would you get? Okay, now I just want for a second, if everyone would sit down, other than the rep and the RVP, you guys got it down.
All right, now, brand new rep, so excited, goes out, writes a sale, 250, and you’re at 110.
So what did you get? Because there’s no one in between.
The computer looked to see and there was no one there.
You recruited her direct.
You’re an RVP working I think we heard about that today, didn’t we? An RVP recruiting and training their own people.
What an idea.
And the mass of something called spread massive override.
All right, so you got 110.
Now, if all of six more people, you guys can all stand back up and six behind.
Stand up, 123456.
Okay? Now, I just want you all to want no, you’re out.
Thank you.
No, computer doesn’t have that.
Here’s what the computer has.
Computer has six, seven spots here and then six more spots.
So you’re all RVPs.
You’re an RVP.
And you know what, when that sale got made down there and you’re the RVP of this person, then you will get 15%, that’s $150.
And you get what, 10%.
That’s another $100.
And what do you get? And then what’s the next one? Gee, is it two and a half percent? I have to look, I get confused anymore.
It goes all the way down to 1.75.7 by the 6th generation, all the way down there, that 6th generation down at the end when she made a sale, you got $7.50.
Now, do you think you had anything to do with it? Did you have anything to do with it? Of course you did.
You promoted that RVP.
You promoted that RVP.
Who promoted that RVP? Who promoted that RVP? Who promoted that RVP? Who got that RVP? Who got that regional? Who got that regional? Do y’all get it? Of course you did.
Now, did you have anything to do with it recently? No.
Thank you all.
You all could sit down, see what you all need to understand by the way, I didn’t even have time.
Now listen, just remember this.
Those are the hard points.
I think it says there are 143.25%.
So when you write $1,000 sale, the company pays out 1432 dollarsfifty cents every time.
And then there’s what you I thought you said it was 190.
Well, the difference is what bonuses and bonuses is what change your life, like, instantly.
Like Andy, I think Annie and Brittany have now been making like 90,000 a month.
How much of it was a bonus last month? 40 grand was bonus.
Now, by the way, if you’re a district leader, you know what the bonuses are? Zero.
If you’re a regional leader, you know what the bonuses are? Zero.
We’re not trying to insult you.
We’re just trying to give you the message that if you want all the money, you got to become an RVP.
And if you want all the money, you got to develop RVPs.
And if you want all the money, you got to develop lots of RVPs.
And if you keep doing recruiting and training in a base shop that produces RVPs.
Your bonuses just keep getting bigger and bigger.
Like Willie and Lorena Narejo, who just went over $5 million.
They are making 400,000 a month.
Their bonus, I don’t know.
You probably know, I think it was 250 grand, right? Assad they started the month with a bonus, a monthly bonus of 250 grand.
Now, how many of you are gone? Right now? They’re not sending me any of it.
I don’t really care.
I mean no, the attitude should be, if they could do it, somebody you could recruit, somebody who goes and does that, you could be overriding them.
How would you like to recruit somebody who recruited somebody that you really had nothing to do with? And now they’re making a million dollars a year, and as a result, you’re making 250,000 a year in overrides.
The overrides don’t stop you.
All you got to understand, there’s overrides and there’s bonuses and there’s stock, and the compensation is really amazing for RVPs.
And I’m only talking about life insurance so far.
We really want to blow your mind.
We’d go into all that whole big wheel that you saw.
The same system works for almost all those products.
So someone sells a PLPP and you get $0.82.
Hey, that’s eighty two cents I didn’t have.
Folks, you are involved in a magical system that was designed for you to come in, learn everything you can from the leaders in your office, from the owners in your office, from the regional vice presidents in your office, and become one of them with their goal that you’re better than them.
In most businesses, if you’re better than the owner, what do you do? They either have fired you already, or you leave and do what you don’t need to leave.
The system is already designed for you to have our contract.
You may not understand all this.
I’m going to tell you, most of us have been I’m going to close, Dave.
Most of us have been here a long time.
Don’t understand the compensation.
As a matter of fact, I have to keep looking at it to understand it.
It was not designed with the idea of being simple.
But I will tell you, it works really well.
And if you remember, your goal is to become a vice president who produces vice presidents.
Who produce vice presidents.
That when you recruit somebody, your job isn’t to recruit them to have them become great salespeople.
It’s to recruit them to teach.
To teach, to teach, to duplicate and multiply.
Like what’s happening for the Ortiz right now before our eyes.
It’s multiplication on steroids.
Thank you.
I hope this was helpful.
