Video Summary
00:00
Getting inside, man. I’m excited to be here. I want to take. I want to take a little bit of time and spend with you. I love the fact that you guys do an event like this, the way it’s set up. And we have some of our local teammates here, which is awesome. That plug in with us. But I’m going to just spend a few minutes. I’m going to talk to Everybody. Like your RVP’s, either your regional vice presidents or regional vice presidents in training. And I love the fork. The format today, it’s kind of nuts and bolts and fundamentals. What you just got there from the. From the last few speakers is absolutely incredible. So I’m going to try to add a little value. I’ve been doing this now 38 years. I started when I was 22. I’ll tell my story tonight.
00:34
But I started when I was 22. And I’m 60 now. And 38 years later. I have to tell you, man, I’m more freaking jacked up. I said freaking. I’m more freaking jacked up about the opportunity and what’s going on in the business right now. We do a lot of cool things and I don’t fly my plane around like he said it. But. But I. We do Brazilian Jiu jitsu. I play golf a little bit. I try to do that. We travel a little bit. I travel a bunch, actually, lately, and we do some cool stuff. But the coolest thing that I do, I think is the business. And. And if you get one thing for me in the next two days, I’m more jacked up about this opportunity. I’m excited to work with my son who’s full time with us in the business.
01:15
And I’m excited to still be able to do this and still play this game. I still train a few days a week when my knees are working good, which I haven’t trained in a few months. Cause I had some issues with my knees. But I still train. And it’s not the same as when I was in my 20s to still get up there and do this, but it doesn’t. There’s no age here. You. You and I could play this game forever. We don’t get out of bed every single day. We have an opportunity to go do this thing. And so I’m just going to spend a few minutes with you guys and kind of talk to you about the way I see this business. But I’m going to talk straight to you. Okay? And my question is, why did you join here?
01:50
Some of you join here to make part time income. Some of you join here because you wanted to get out of the job, you hated what you’re doing. Some of you join here because you wanted to own and operate your own business. Some of you, like me, I wanted to get friggin stone wealthy, right? And I didn’t understand that in the beginning. I just wanted to pay off some credit card debt at first. But whatever reason you join here, the opportunity is bigger and better than you think it is. And some of us aren’t playing at the potential we could be playing at. And I share that with you. Because how you view your opportunity is how you showed up today. Some of you showed up, you just had the best month you’ve ever had. Some of your income’s at an all time high.
02:29
Some of you maybe you dipped a little bit. Some of your recruiting is not where it needs to be. And how you show up to an event like this is how you view your opportunity. Primerica is an unbelievable business opportunity. If you, if you don’t. If you watched Yvonne talk earlier and you watch how she talks about her opportunity, right? And what you’re able to do, see, it’s the same opportunity, but people view it. Joe ENS used to talk all the time. He says our business is terminology and perception. Terminology is the words I’m using. Perception is what you think I’m saying. And I think what happens is our perception of the opportunity. It’s tough, It’s. Life is tough. Anything worth doing, who’s married, that’s frigging tough, right or wrong, who’s got kids, right?
03:11
I mean, trying to get in shape, trying to lose weight, everything worth doing is a pain in the rear end, right or wrong. But one of the things that I want to share with you, maybe if you didn’t accomplish your dreams yet, you didn’t hit your goals yet, and you’re not where you want to be financially. I’m here to share with you today that your dreams don’t have an expiration date. There is no expiration date. It’s not 30 days and out, 60 days and out. I remember having an RVP meeting one time with a bunch of guys and we’re sitting around, the guy says, if I don’t get to 200,000 by January, I’m out.
03:41
I said quit now because I know this as hard as I thought this was going to be, it’s 10 times harder, 10 times more uncomfortable speaking in front of the room like I’m doing now. I was in this business four and a half years and never spoke in front of a room. I was afraid to speak in front of people. Never did an OP meeting till I put on my hundred thousand dollar ring. To this day, I still get anxious and uncomfortable before I speak to the point where it takes me a few minutes. Because my peripheral vision to this day, right now, I have that going on. But you got to do what you’ve got to do anyways. Everything worth doing is a pain in the rear end, right or wrong.
04:18
But I, the opportunity is so much bigger and better than we ever dreamed about. I thought $100,000 a year was a ton of money. Now we average about 100,000 a week, 100% of our income, 100%, maybe more, is overrides. I haven’t f and A anybody in 25 years to make money. I know we’re in church, but I wanted to, Andy. Okay, I, I, I look at the opportunity that we have to build is incredible.
04:49
So, so understand if you didn’t get your RVP contract yet and you thought you should have, or maybe you didn’t produce a first generation RVP yet and you thought you should have already, or you didn’t put your hundred thousand dollar ring on, or you didn’t add a diamond, or you didn’t get your SVP contract, or you didn’t get prom, or you didn’t save a million bucks yet, then what you got to do is put yourself in a position to realize, man, six months a year, two years, you got more experience now. Five years, 10 years, there’s no shelf life on success. I mean, you saw Assad Farage. His talk was phenomenal. Okay, you saw, right? Did he look like a superstar in the beginning?
05:31
You look at so many people, you look at players that maybe they didn’t explode their business early on and you can’t beat yourself up. The thing you can’t do is you can’t let up. And you got to stay pnc, which I call the time. Persistent and consistent. You’ve got to stay persistent and consistent. And I look at our business right now and the thing that changes is we threaten to do things sometimes and sometimes we don’t act on it and then we threaten to do something else. What did you threaten to do this year that you didn’t get accomplished with? Some of it’s double digit recruiting, some it’s maybe making $10,000 in a month, some of it’s recruiting some directs or growing. But you got to put yourself in a position. Understand, most people don’t accomplish their goals.
06:17
Five to 8% of people hit their goals at any given time. If you could pop up our first slide, I want to share something with you. I started out direct to a guy by the name of Joe Ensor. And Joe Enser was known as a recruiter and a builder. He wasn’t known as the mortgage guy, he wasn’t the managed account guy. He wasn’t the guy that focused on building assets under management. Joe Ensu was a pure recruiter. And early on I didn’t know any of this stuff it took. I saw my OP meeting and I’ll tell the story. I saw my OP meeting December 1987. I got my license in April. I failed my pretest three times and I cheated. True story. I cheated and I wasn’t good. I took the wrong answers. It’s true. It’s true.
06:59
I failed my 63, my 26, my urine. I failed every freaking test. Okay. I saw my OP meeting. You were talking about overcoming. Objection. You get licensed this week or next week or week, the first 30 days. I saw my op meeting, December, got licensed in April. Right. So for, and so when I look at that, I struggled with that side of the business. But to me, and I, I struggle with everything, the recruiting. I had a challenge with closing business early on. I had a challenge. I struggle with every part of this business except one thing I wasn’t good at. I wasn’t great at anything early on. But let me tell you what I was phenomenal at. I was phenomenal at understanding that this was my shot.
07:40
I think some of you, and this is no disrespect, I’m not talking down to you, although I am talking down because you’re lower than me right now. I think some of you think you have a lot of options. And I think one of the challenges so many young guys in here in age is they think, well, if this doesn’t, or this doesn’t work, I didn’t have a lot of options. I grew up, my parents were divorced, my dad was in jail most of my life. I moved out of my house when I was 17 years old. There wasn’t a lot of big corporations like Primerica offering me an opportunity to own and operate my own business and build a net worth of 100 million bucks. I mean, I didn’t have that opportunity to do that, folks.
08:18
I was doing a recruiting interview, a follow up with my son the other day. He was talking to somebody, he says, I have a couple questions for your dad. I said, put them on. So And I wasn’t trying to be a knucklehead, but I said, you’re asking me questions like you’re trying to. You want me to sell you on why you should work with me? I said, I’m rich. I said, sell. And I did it a little better than this, I think, a little more politically correct. But I said, I’m rich. Sell me on why I should work with you. What? You’re 20 something years old. What the hell are you offering me? See, I know when I joined Primerica, I was a plumber and I taught a karate school. I never finished college because I never started.
09:01
And I remember sitting in a meeting and Joe Enser got up. He was making 50,000amonth, $600,000 a year. Andy. I’m making $70,000 a year back then, which is a lot of money back then, taking home 50. And I’m like, this guy makes more money in a month than I make in a year. And he said, come watch me. I’ll train you. I’ll teach you. I’ll mentor you, I’ll coach you. I’ll teach you how to get successful, the more success you have. Success I have, it’s a win. Like, I looked at it like, that dude’s doing me a favor. What the hell did I bring to my market? My frigging tool belt? What did I bring? The only thing I brought to Primerica was the people I knew, my market and my time and energy.
09:41
And if you’re not introducing your market and your time and energy, what value do we bring to the table, Right? So I looked at it like, to me, this was my shot. And early on, I talked to everybody. I came to a meeting on a Wednesday night. I came back Saturday morning for a follow up. And then next week, I had nine people, 10 people back in the opportunity meeting. I see today, the challenge is people get recruited today, and they just hang out for like a week or two. And yeah, you want to get licensed, you need to get licensed to get paid, but you need to bring people to get promoted. You need to get licensed to get paid. You need to bring people to get promoted. There’s got to be the next step.
10:16
There’s got to be the next step for people today. And I was sold on coming back. And then I brought people to licensing school, went to life school, like eight or 10 people. Then when we got out, we started. When I got my license, I was a regional leader because we have 15, 20 people showing up. And I didn’t do that because I was A big recruiter. I was a big follower. I just followed the system, the expectations. Two things, expect and accept. Exp. What was. What’s the expectation for a new person? And then what are you willing to accept? See, I. I look at people right now, the only thing I brought to the table is my time and energy. So if I didn’t show up to a meeting once or twice a week. Listen, I’ve been doing this 38 years.
11:00
I’ve never missed a meeting. If I’m in town. I’m going to say this again. You asked my son, that’s my wife. I never, ever missed a meeting. If I’m in town now, if I’m not in town, I’m not there. I’ll hop on a zoom. But I’d never got up and go, I’m not going to the Saturday training today. But I was building my business. I got married on a Saturday, showed up in the office for, what are you doing? You. You’re getting married today? I said, yeah, I get married in four hours. What, I have to put makeup on? What the hell are you talking about? Like, I, you know how many times people go, I can’t make it to the meeting today. Saturday I’m getting married. I’m like, you’re getting married Saturday? They go, no, in 20, 27, I’m looking at halls.
11:40
I’m like. And you know, here you can make excuses, you can make money, you can’t make both. See a tendency. And so that’s why today I don’t accept when someone says they can’t show up. Now, we do one meeting a week, sometimes two meetings a week. It’s three hours a week. There’s 168 hours in a week. How do you miss a meeting? To me, that’s non negotiable. It’s non negotiable. It’s part time or spare time. I was part time for four years, and I’ll tell my story tonight. But when I got, when we got going in the business, all we knew is to bring people through the system. Kind of cheerlead the system, sell, not us, our success, the direction of our business. Joe answer says, borrow my confidence, borrow my experience, don’t borrow my money.
12:30
He said, borrow my experience, borrow my confidence, borrow my track record. And all I would do is I would cheerlead the fact that we had, oh, I gotta introduce you to this guy. I gotta introduce these people at the office I got. And we would rally to the next event. And I’m sharing This for a reason. We had a bunch of recruiting going on. I didn’t know what I was doing. See, you need a license to sell mutual funds. You need a license to sell life insurance. You need a license to sell managed accounts. You need a license to do mortgages in some states. Let me tell you what you don’t need a license for. To recruit. You filed an iba. You’re licensed and dangerous. And you don’t even have to recruit, by the way.
13:07
You got to invite and you got to introduce and you got to tell people. Go. Well, you make a lot of money, Keith. Oh, can you recruit this guy? All right, I’m going to get him. I had a recruit, so I’ve never recruited anybody. I’ve invited people to the office. I’ve told the Primerica story. One out of four people, you tell the Primerica story to join. Three out of four don’t join. Why? I don’t know. I believe in God. I’m here. I believe you. I believe in God. He didn’t get them all. Who the heck are we telling? I don’t understand. The guy’s sharp. He works in a bank. He’s not interested. All right, next. Yes, no, or next. It’s one in four. Our numbers have always been and they always will be one in four.
13:52
So if you want to recruit somebody, you got to tell the Primerica story four times. What’s the Primerica story? I say people bring people to come see us or bring us to come see people. Bring people to come see us in our business briefing, our opportunities, our corporate overviews, whatever you want to call it, or bring us to come see people. When Blake came on board a year and a half ago, year and three months ago, I said, blake, I’m going to do some appointments with you. We did like 50, 60 appointments. I had to dust off my presentation. I haven’t done it, said Al Williams on it. But I had to dust this off. And we started doing present. But you know what I realized? It’s the same story. It’s the same opportunity. There’s the same market. There’s a. And.
14:32
And yet there’s a bigger need. Oh, because of the Internet technology. We didn’t have Internet. We didn’t have cell phones. We couldn’t text people. Airdrop crap. We. We had like, actually, remember back in the day, I like, talk to people. And you know what I realized? There’s a bigger need today than ever before. Right. One of the things you should. Let me tell you what you should be having right now. Is a, is a tax problem. You’re like, I’m spending so much money on taxes, like I’m spe. Like that’s what you should be having right now. Because there’s so much opportunity in cash flow. So were recruiting big time. And let me tell you what happens. Most of us get off track. It’s so easy. If I take this water and I let it go, gravity will take it right to the ground.
15:17
If I stop talking about recruiting, gravity will take your business to no recruiting. You have to oversteer towards recruiting. If you’re, if you talk about recruiting, I talk about recruiting. The problem is you don’t talk about it enough. You’re not overemphasizing it because if you talk about it 70, 80, 90% of the time it’s non existent. You got to talk about it 100% of the time. What’s amazing to me is if you’re not recruiting right now, it’s a freaking selfish act. It is amazing. I see so many people in Primerica and God bless them. We’ve got 497 RVP’s and everybody builds their business a different way. And we have guys that make millions of dollars a year, hundreds of thousands of dollars a year. I want to build assets under management. I want to build. And God bless you.
15:59
But I was playing golf with somebody the other day who makes 3, 400,000. Just insecurities, has a small little team. He loves it, he’s got, doesn’t work out, great lifestyle. 30, 40, makes 60 grand this month. And they said how selfish it selfish is it that somebody recruited you and offered you an opportunity and then you stopped talking to people. See, forget about 400,000 a year, forget about 40,000amonth. Do you know what an extra thousand or fifteen hundred dollars a month does for the average person? It’s a freaking game changer. We made 18,000 our first year. $1,500 a month. It changed my life. And for 38 years. If I’m talking to you about primary, I’m not talking about 5.9 million bucks last year. I’m not talking about 50,000.
16:42
I’m talking about 1,000 to $1,500 a month part time in 2025 can change someone’s life and we forget about that. So who doesn’t need that? Everybody we talk to. So we stop recruiting. How selfish is. Oh, I want to recruit three and I’m going to try to double digit because my goal is to get to rvp. I’ve got to win a contest. Oh, now I won. I made some money. I’m rich. Screw it. I’m not doing that anymore. Like, why do we stop telling the Primerica story? Now, I’m not saying you have to work 100 hours a day, but it’s so simple to put a little bit of time into our business. And so we got off track because we all get to a certain point where we get comfortable. I saw my business in 1987. It got licensed in 1988.
17:28
And what happened was we got invited, which a lot of us got invited back in the day to the St. Louis convention, if you remember that. And we’re at the St. Louis convention. And back then, we didn’t have pol. We had like, ol. You know, there was no system. Like, if you want to. If there was a contest, like the Marco island contest or any contest of the Co Hawaii contest that the company runs all the time, you go on P and you see where you stack on it. There wasn’t that back then. You just. You. You got a letter in the mail. If you won, if they put it on the Monday show, is it my name on there? Damn it, my name’s not on there. That’s how you found out you won. So they announced the contest for this field cabinet jackets.
18:08
And you had to do this. You had to do this. You had to do this. You had. It’s like qualifications. Like the Circle of Champions, a little different, but qualifications. And I was like, oh, I’m going to win this thing. I’m going to win this thing. I’m going to. You know, we’re all excited, right? We get invited out to. We get invited out to St. Louis for the convention. And we got invited out a day early. And we’re trying to figure out why are we here a day early? We got invited out a day early because all the people there were all people that were on track for this field cabinet. My wife and I are like, we made the field cabinet. They didn’t announce it, right? All of a sudden, the next day.
18:42
Remember when Joe Palmeira was here, some of the old timers, he’s like, how you doing? He’s like a little mobster. Hey, hey. Oh, he kissed you. Hey, right? And so he calls. So we’re like, picture this section over here. All these people were all. Every one of us sat in the same section, and there was an empty section over here. Joe. Joe would call you up, your name Andy. And radio said, they come up, say, hey, don’t. Hey, who. Who. Right? And Then you would go, he’d hand you the jacket and you’d go sit in that section. Then the next couple. Couple would get up every this. True story. Ask my wife. She cried. I did too. Every person got called up except us. And I hated this company for like seven seconds. I’m like this, right?
19:25
And then they had this next tier jacket, the powder blue ones. I said, I don’t want a powder blue one. I want the blue one. I don’t want the powder blue one. I didn’t even get the powder blue. And I’m like, I’ll take the powder blue one, right? I think. And all of a sudden. So I was so pissed. I get home and I’m like, this is crazy. I look at the qualifications. I was fuming, right? And I look at the thing and it said, you had to do this in premium. This and this and this. I said, I did all this. And then it said, you have to recruit 100 people for the year in your base shop. I didn’t even look at that. Who doesn’t recruit 100 people?
20:03
We were doing 20, 30 recruits when I was part time as a regional leader. And Joe enters bay shop. I pulled up the numbers and the numbers that year. This is our Bay shop. 1998, we did 99 recruits. That’s not true. If you look on pol, it’s 99.25. 99 and a midget. I’m just kidding. We’re in church, a small person. We did 99 recruits in our base, 273 recruits. That’s not a hierarchy. That’s a low, Archie. And the worst part is not that I didn’t do 100 recruits, which is not even 10amonth. Because 10amonth would be 12, right? The 12 months times 10 is 120. I didn’t do 100 recruits in our base. We didn’t even know. We didn’t do 100 recruits in our base because we got so off track from recruiting and talk. Why?
21:04
Because they had bonuses in the base shop as an RVP. Now, if we hit 10,000, we did this. If we hit 20,000, we did this. And securities income and all this. I got so caught up in making 10,000 and 12,000 and 15,000 that I started focusing on income and not outcome. I started running my base shop to make money and pay my bills versus to produce RVPs and build distribution, which is why we joined here. Folks, I’m going to say this tonight. I did not look around at Primerica, my op meeting go man, this is a great place to sell term. You guys have a level term product. Always wanted to do that. Mutual funds love it. I mean, all I heard in my op meetings, they were like, we help people. I’m like, come on, how goofy is this?
21:55
Everybody talks about, I didn’t care about it. I was a plumber and I taught a karate school. I changed the toilet and I kick in the teeth. I didn’t care about helping anybody. The only person I wanted to help was me. I didn’t want to help people. And then all of a sudden, I joined for the distribution and the RVP contract and building a company within a company, and then I turn into a financial planner. Hi, Keith Otto. We sell term insurance mutual funds. Love the schedule. Start, get together. See? You ask a recruiter and a builder, like he was talking about earlier. Hey, how many referrals did you get? A recruiter builder? Man, I got seven appointments set up from that. We’re doing recruiting interviews, referral. You ask a person how many referrals you get.
22:35
They always talk about referrals for sales because they’re in the sales mode. You talk to someone. You talk to someone, hey, where are you at for the month? Just listen to it. I was conditioned by insert. Where are you at for the month? I always say our recruits first and our premium second. You know how many times I ask people, where are you at for the month? 26,000. You have 26,000 recruits in. Oh, no. 26,000. No, no. Where are you at for recruiting? See, what happened is every single one of us was recruited. And so whether we start chasing premium or chasing securities or we get off track. And I’m sharing this for a reason. I came back from that convention, I was so pissed off, and I said, I’m done. What I started doing is I started trying to for 10 years.
23:21
That was my 10th year in a business. I started trying to teach people all the stuff that nobody taught me. And by the way, most of you do that same crap. See, no disrespect. You listen to John Lavin’s presentations. Phenomenal. But I guarantee you, John Lavin didn’t teach anybody how to close. And nobody taught John Lavin how to close. He had to learn it. People go, oh, you trained your son? I didn’t train anything. My son learned the business. He goes, we’re doing presentations, right? He goes, dad. He goes, I listen to your audios. I have audios on our website. He goes, I listened to him a hundred times. I said, blake, a hundred times. He Goes at least a hundred times. But I listened to David Kim. I listened to this person. I listened to this person.
24:02
He goes, dad, some of the stuff you say I can’t relate to. I listen to this person, not so much you, right? And he learned what to say. And what happens is, Joe ENS used to bust my chops all the time. One time he calls my office and I’m doing a training and I’m doing securities training. And I said, joe, I’m in the middle of something. I said, hold on. He goes, let me talk to you. He goes, what are you training people on? I go, I’m teaching them security. Says, joe, you never taught me crap about this. He goes, I didn’t teach you crap about it. He goes, keith, at the time, it was. I was direct to Joe Ensert, Joe Enser was direct to Dennis Schechter. Dennis Schecter was direct to Bob Safford. And Bob Safford’s whole hierarchy.
24:38
Two years in a row, were the number one personal producers. And he said, keith, you were the number one personal producer in Safford’s hierarchy last year. I said, yeah, not because of you. I had to learn this crap. He goes, oh, so you had to learn it. No one taught you. You learned it. So now you’re trying to teach people all the stuff that nobody taught you. It’s like, our kids shouldn’t smoke, don’t smoke. See, what happens is you don’t want trained people. You want learned people. Now, I know I’m fundamental. I love the fundamentals in our business, but I’m not naive enough to believe that. I’m going to get up and teach training, and I’m going to train you. I’m going to provide all the information for you to learn. But I say this all the time with no disrespect.
25:34
Bob Safford didn’t teach me anything. Dennis Schechter didn’t teach me anything. I was on the phone with Hector Lamarck this morning for a little bit of time, and a lot of times people go, oh, Hector taught me a lot. Hector didn’t teach me crap. Jo Ensor didn’t teach me crap. And I learned a lot from each one of them, but they didn’t teach me. Because if they taught me how to make millions of dollars, why didn’t they teach everybody? See, you and I have to go learn. So I don’t want trained people. We want learns people. So what I was doing here and the reason went to 99 recruits is. We got so caught up with trying to teach people how to train people. We had training meetings for training meetings. And then we would do training meetings to prepare for the training meetings.
26:16
We’d have our training meeting before the training meeting so we could prepare for the training meetings. And then we do meetings every day. And everybody was so well trained. They knew what to do. They just didn’t do anything. And they stopped recruiting because there’s a finite amount of time. And so if you look at the numbers, this was our numbers. We came back and I go, I’m done. All I’m going to focus on is recruiting and licensing. All I’m going to focus on is attendance. All I’m going to focus on is getting wise. I’m going to get 30 wide. And we focused on getting 30 wide. And we got 30 wide, 30 licensed directs. You and I aren’t gonna go take on the world with our two key guys. We’re not gonna go take on. We need more boots on the ground.
26:57
Does that make sense? And I’m showing these, I’m not showing. These aren’t even impressive numbers. I’m showing you what happened in our business. What happened in 2000. We did 449, 925, 2001, we did 729. Because in 2001, we promoted out three RVPs, three first generations out of our base shop. Glenn Lee, Carlos Salazar, Mike Vicario. Those three guys were number one, number two, number three in the entire company. They were direct to us in our base shop. And I trained him. I didn’t train crap. They learned the business. You know where they came from. They came from large numbers. And what happened is our base started growing. We did 1300 recruits went from 99 recruits a year to 99 recruits a month. Why? Because we got int. That was our intent, that was our expectation.
27:42
And that from those numbers are how people started popping out. That’s how we started growing. Listen, we have six codes. I had the code that we built, our original code that I grew up in, and then I bought my uplines code 23 years ago. And I’m not, by the way, I’m not in a code buying business. I have six codes. Five of them I bought because people died. They’re all in our hierarchy. I don’t own one in California, two in Wisconsin and one in Miami. They’re all guys who passed away. And we. So it’s part of our code. The only reason Enter asked me a year before he died to Buy his business, which I said no at first. For 12 months, I said no, I didn’t want it. I didn’t want to screw up where he started making 60, $70,000 a month.
28:24
I didn’t want to mess up what we had going on. The reason he asked me is we started recruiting 100 people a month and 150 recruits a month, and then 200 recruits a month. And it started growing, which is what he wanted to focus on. Does that make sense? So, which is why we join the opportunity. And when we focused on premium, our life insurance went, listen, you go focus on annuities, your annuities business goes up, you go focus on loans. This month, your loan business goes up, you focus on life insurance, your mutual. It goes up. You focus on recruiting and run a system, Everything goes up. I’m not talking about building a personality system. I’m talking about building a system. You can’t copy someone’s personality, but you could copy their system. And what happened was I came back and these numbers grew.
29:11
And then Bill Arender used to remember, go solo and voice tell where you heard those. You start quirking. Back in the day, I was driving down the New Jersey Turnpike when I lived in New Jersey, and Bill Orrender popped up on my go solo or voice tell whatever it was, and I listened to it and I said, oh, my gosh, that’s exactly what we did. Now, I didn’t follow the system. And this I decided I just tried crap that didn’t work, then started focusing on things when we started getting results and started making some adjustments. And he did this talk about the 5 percenters and the 95 percenters. And when he did that talk about the 5 percenters and the 905 percenters, I said, man, that’s what we did. And so I pulled over the side of the road, I started writing it down.
29:53
And what he said was, you got to pull your head out of your right. And that’s me. You can’t tell it’s me, but that’s my tie, right? And when he talked about with the 5 percenters and the 95% is. He said, the 5 percenters and the 95 percenters are in the same company, same system, yet they run their business completely different. The 5 percenters makes up, if you have five people that make about 4 million bucks this year in Primerica, it’s about $20 million. It’s equal to having 400 people make $50,000 the same. What’s the difference between a 5 percenters and a 95 percenters in the same company says the 5 percenters have a mission to build RVP’s, making 100,000 through recruiting, distribution and outlets. You talk to someone who’s a builder. That’s what they talk about.
30:42
You speak to someone who’s a 95%. Like, we help people. Listen, you go recruit more people, you’re going to help more people. We use the financial needs. I love the F and A. We use the F and A. Not everyone in our hierarchy does. We use the fna. I train my son, field train with the fa. I like the fna. We use the fna, but the FNA doesn’t sexually arouse me. And I don’t recruit people because we do an fna. People go, oh, I recruit with the fna. Or if this was an fna, watch this. Be careful. There’s a lot of people going to be running here. Hold on. No, no, a lot of people are going to get recruited with this. Hold on. Nobody gets recruited because of the fna.
31:21
No, you didn’t sit there and go, wow, this looks like a great place to do F. And as you heard, the opportunity. Right or wrong in the opportunity meeting. How about this? When I’m on these committees, sometimes with the opportunity I go, hey, guys, just for like, it’s a goof. How about we add opportunity in the opportunity meeting? It’s amazing. It’s not about all the products. So you let me tell you. Power of overrides, promotions, unlimited income potential. They talk about freedom. 95% as they thought. We’re a big company. Nobody cares. We’re a big company. I love the fact that we’re a big company. We have credibility, but what’s. What’s in it for us, right? They talk about, we got great products, education, helping people, personal sales commissions, which is awesome. Same opportunity meeting. How is it presented?
32:10
The 5 percenters start talking about the same things over and over with new people. When people come to my meetings, they go, I don’t have to hear this again. I’m like, Brennan, I always kid around. I said, I teach first grade math. You know what I do every I teach. You know what that is? Getting someone to district? First grade math. And then next year those guys go to second grade, which is now division. And then the new class comes in and I teach first grade math. I teach the same things over and over. P and C. Persistent and consistent. Some of us get up and we want to entertain people. Oh, look at this. Hey, look at this one. I could spin It. Oh, I got to put some stuff to training I pulled out of the Wall Street Journal. Look at it.
32:45
You’re going to love these numbers. And we’re trying to motivate the guy that’s been there for nine years going, teach me something. Can I get a witness? Right? 20%, product training. Why? I always tell people. I said it last night at dinner. We give people what they think they need, and then we give them what they need. What they need is they need recruiting and training and building mentality. The boring repetitiveness. They need new people, unlicensed. You do a meeting and there’s 99.9% of people already securities license, 2665 licensed. It’s time to punt. You need new, unlicensed players. Now, the 95% is new things to old people. All product training. Best and most knowledgeable. Never talk about recruiting. Never recognize recruiting, Never lice. Talk about licensing.
33:28
How many times I’ve done meetings with people that do a lot of securities, and they go like this to me, Keith, could you. Could you do me a favor? You’re coming in to do my school. I did one years ago out west, and they go, could you just, like, just see what it is? And at the end, just tell me why we’re not recruiting. I said, all right, no worries, man. Just. I’ll just be like a fly on the wall. The meeting was over. I said, you guys didn’t even mention the word recruiting once. You didn’t give out one plaque for recruiting. You didn’t mention the word recruiting. You didn’t recognize the double digitors. You didn’t have people work for Rapam Ripm Recognition, appreciation, praise and money. Recognition grown men die for babies cry for. Everybody wants to feel stuff.
34:08
Listen, I’ve got a couple Patek watches that are a little overpriced, right? If my gold paddock watch was. Is 350,000. If I told you it was worth 35 bucks, I don’t want it. You take your car, you’re driving. If your car. If you take a brand new car that’s worth 500 grand, you say you can get it for 200. People want to feel special. I’m not saying you should spend money on a stupid watch. I’m saying people want to feel special. And what you and I’ve got to do is we got to make people feel special. It’s like Art Williams said. There’s a. There’s a flashing sign on people’s heads, on their chest, Right or wrong.
34:42
A lot of people showing up, very little Activity person focused on the front end of the business income and outcome side of our business income and outcome side. Building a base shop to promote RVPs. The 95 percenters, they have a few people showing up. They get a lot of activity person. When you start saying, we got a lot of people showing up, no one’s doing anything, God bless you. We got a lot of people licensed. But the numbers, that’s the numbers. 20% of the people do 80% of the work and 80% do 20. You know why that is? Because it’s called the 8020 rule. And by the way, that’s where they came up with it. When Art Williams ran the company, when Pete Dawkins ran the company, when Joe Pomayer ran the company, John addison, Glenn Williams, 2.2 sales per license.
35:26
One out of four people that we talk to gets recruited anywhere from 10 to 20% of the people get licensed in the company. It’s never going to change. It’s never going to be a hundred percent. As great as what we do is and as great as this fricking opportunity is, it’s never going to be a hundred percent. That’s why you got to understand the numbers. You got to accept the numbers. But most of us won’t work the numbers. And you’re not where you want to be if you’re not working the numbers. You understand them, you accept them. Those are. I accept them. But are you working them? And so just wrapping up, what happens is, if you look at the focus, what’s the focus of a 5 percenter? A focus of a 5 percenter is 3 to 4 to directs.
36:07
This is my personal opinion. You want to build a hierarchy, you got to build first generations. Listen, I have two children. One of my daughter just got engaged. My son’s not. He has a girlfriend right now. But God willing, they get married right, and have children and I’ll have grandkids. I was involved in them having kids, my wife and I, I was involved there. I will not be involved in the grandkids situation. And then they will hopefully have grandchildren, will have great grand. You understand? Exponentially. I can’t control building a hierarchy. I can control building first generation RVPs. Someone wants, everyone wants to run a hierarchy. I don’t know how to build a hierarchy. I know how to build a base shop. How do you build a base shop? You do by personally producing, not writing 87 sales one month and taking three.
36:57
By recruiting training and developing directs. Getting out of the way. Recruiting training, develop, get it out of the way and stop thinking you’re going to teach them anything. Recruiting, training developed and get out of their way. You want to build a huge hierarchy? Go build some first generation RVPs. You want to build a first generation, go build a base shop. You want to build a bay shop? Go get some freaking directs and go produce one recruit a week is 50 in a year. How do we let a whole week go by that we don’t recruit a direct. Oh, I’ve been really busy. Did you eat? Obviously. Look at us, right? We ate. We fed our body. We got to feed our business. The same way. We can’t let a whole week go by that we don’t tell the Primerica story four times.
37:41
If I sit down with a husband and a wife and a husband and a wife, a husband and a husband, four. One out of four is going to join if you tell the Primerica story. I’m going to wrap up with this. What time you got? 5:47. I asked him what time it is and he goes like this. And he looks at 5:47. Now why? Why a minute ago, did he not just say 5:46, two minutes ago? 5:45. I’m like, he’s got Tourette’s. I play golf with him. He wasn’t doing that. Right. He’s got Tourette’s now. The reason he said 5:47 is I said what time is it? And he went like this and said 5:47. See, who did you ask? What time is it this week? I’m not talking about what time is it. I’m telling who did you tell the Primerica story?
38:31
The reason were. Well, I did. Seven closes Coach, I rolled over this. Did you recruit the person? Did you invite him down? Did you? Oh, yeah, I got so late. The reason it got late is because you didn’t ask about time is it? And I’m asked, why didn’t you tell the Primerica story? We get so caught up. Three to four directs a month training 20 percenters, internal consumption very wide. Aiming to recruit miss with a sale. That’s what a 5 percenter does. The 95 percenters aiming to sell. And if there’s time in the back end, which there’s never time in the back end, they made money and they don’t close the IBA. Watch this. If I submit a $99 IBA same night or a $99 Life app. 99 Life app. I get paid tonight. $99 IBA. I get lied tonight. What time tomorrow?
39:15
I’ll be there. I’ll bring 10 people. This place ain’t big enough. Licensing school. I’ll call you back, Coach. And we get that verbal boom, and eventually people stop. Understand? It’s a numbers game, right? One out of four people are going to do it. Three out of four aren’t aiming to sell. Missing a recruit, they’re not wide enough. They have a short term mentality. Their referrals are for sales, not for recruiting. Folks, that’s our business. And we got to focus on why we joined here. And we have to have a game plan to tie that in. I’m going to bring Dave Harris back up. I look forward to speaking to you guys tonight.
