Executive TLDR
You either pay the price now or pay it later — success is worth it.
Stop trying to motivate unmotivated people; focus on the motivated.
Personal development builds confidence and leadership.
Turn your weaknesses into strengths through disciplined work.
Master sales — everything in Primerica is selling.
Competence creates confidence; confidence attracts followers.
Train people to make money so they stay and build.
Build massive passive income and become financially bulletproof.
Avoid lifestyle inflation before true financial independence.
Wealth creates freedom, experiences, and options.
Develop yourself until you deserve to be followed.
The only thing standing between you and an amazing life is you.
Video Summary
Hector Lamarque shares his journey from growing up in a small home with nine people and no financial role models to earning over $110 million through Primerica. As the first in his extended family to attend college and without a mentor, Hector relied heavily on personal development, reading over 1,500 books and investing heavily in seminars and training to overcome his natural shyness and lack of confidence.
Early in his career, Hector made the mistake of trying to motivate everyone. After three years, he realized most people are not motivated and shifted his focus exclusively to those who demonstrate commitment — those who attend meetings, read recommended books, and take action. That strategic shift caused his income to skyrocket.
He emphasizes that leadership requires becoming competent first. Confidence is earned, not faked. By mastering sales skills and becoming a professional, he made recruiting easier because people naturally follow confident, capable leaders. He stresses that everything in Primerica is selling — from recruiting to event attendance — and leaders must embrace that reality.
Hector teaches that retention is built through competence. People stay when they make money. Therefore, leaders must relentlessly train their teams to become skilled, confident professionals who can recruit and train others. Duplication and skill transfer create large, stable hierarchies.
Financial independence is a central theme. Hector explains how eliminating debt, building passive income, and investing wisely allowed him to go part-time while earning tens of millions of dollars. That freedom gave him the ability to spend meaningful time with his wife during her 20-year cancer journey and create extraordinary life experiences, including global travel, private jet expeditions, safaris, and living in vacation destinations year-round.
He concludes by reinforcing personal responsibility: no one else determines your success. You must relentlessly develop yourself, become competent, focus on the motivated, and build financial independence intentionally. Your weakness can become your greatest strength — if you choose to do the work.
FAQs
1. What is the core message of this talk?
Turn weaknesses into strengths through personal development and disciplined action.
2. Why did Hector stop trying to motivate everyone?
Most people are not motivated; focusing on motivated individuals accelerates growth.
3. How did Hector build confidence?
Through relentless personal development and mastering sales skills.
4. Why is sales mastery important in Primerica?
Everything in the business involves selling — recruiting, training, and leadership.
5. What causes people to quit?
Lack of income due to insufficient competence.
6. How do you retain team members?
Train them to become competent so they make money consistently.
7. What creates true confidence?
Competence and preparation.
8. Why is passive income important?
It creates freedom and financial security independent of daily activity.
9. What financial mistake should leaders avoid?
Lifestyle inflation before achieving financial independence.
10. How many books has Hector read on personal development?
Over 1,500 books across 40+ years.
11. What shift caused his income to explode?
Focusing exclusively on motivated people.
12. What does it mean to become financially bulletproof?
Having enough passive income and investments to maintain lifestyle regardless of circumstances.
13. Why must leaders develop themselves first?
You cannot teach what you don’t know.
14. What role does discipline play in success?
Discipline in training, selling, and personal growth drives long-term wealth.
15. What ultimately determines your success?
Your personal responsibility and willingness to do the work.
Glossary
Personal Development – Ongoing self-education through books, seminars, and skill-building to improve confidence and competence.
Motivated People Strategy – Focusing time and energy only on individuals who consistently take action.
Competence – Mastery of skills and knowledge required to perform effectively.
Confidence – Self-assurance earned through preparation and experience.
Passive Income – Earnings generated without active daily involvement.
Duplication – Teaching others to recruit, sell, and train effectively so growth multiplies.
Financial Independence – Having sufficient passive income and investments to sustain desired lifestyle.
Retention – Keeping team members active by ensuring they make money and grow.
Professional Salesperson – Someone who has mastered the art and science of selling through training and experience.
Hierarchy – A large, duplicating organization built through leadership development.
Transcript:
You know, the thing that a lot of people forgot to ask themselves, is it worth it? You know, is it worth it paying the price? Because you’re either pay it now or going to pay it later. All I know is I paid the price and it’s worth it a thousand times over. My life has been really magical compared to where I came from, right? I’m the fifth of seven children. My father is a Mexican immigrant, my mom and her family’s from Mexico. We grew up, I grew up in 1,000 square foot home with nine people in it and a little tiny bathroom about as big as this podium right here. And so nobody in my family was financially successful. Nobody had gone to college. I was the very first person in my huge extended family to go to college.
Nobody had ever gone to college in my family. Nobody had ever owned a business of their own. And so I didn’t have any examples of success, financial success. I had examples of people had great families and my parents were great and we had a really fabulous family and loving and all that sort of thing, but nobody that had done really well financially. So I didn’t have example of that. I didn’t have a coach, in fact, I never had somebody who mentored me, ever. But what I did do, which I highly recommend, I’ve read over 1500 books having to do with personal development over the last 40 plus years and books from people skills to sales to time management to, you name it, mental toughness. I’ve read so many different books over the years. And so what happened as a result of that?
It gave me a tremendous amount of confidence because I didn’t have a lot of confidence. I said earlier to the RVP’s, I was very shy growing up. I was a shy kid. I didn’t have this outgoing personality. I’m not a rah guy, if you hear me, I’m a teacher. That’s what I’ve always done. I teach. But I don’t really try to motivate people for talking, to motivate them because I think people are either motivated or they’re not motivated. And it’s too much damn work to try to motivate people. But if you have motivated people, it’s not work, it’s a joy, it’s fantastic, it’s inspiring. When you’re working with people that are motivated and get after it and actually do what you teach them to do, I mean, it’s just, it’s thrilling.
And so I, my first three years in the business, I was trying to motivate people. I was trying to help. I wanted everybody to win, you know, I want everybody to win. I felt like that, too. But, you know, I found out most people aren’t that motivated. They just aren’t. And they’re not going to be either. And so when I stopped trying to motivate people, the end of my third year in the business, and I only focused on motivated people, my business took off like a rocket. I just. All of a sudden, I went from making 80 or, you know, $80,000 to 409,000 to 855,000. A million, 2 million, 3 million, 4 million. It just took off. So I have not spent one, you know, minute, the last, I don’t know how many years, decades, trying to motivate people.
But what I do is I look for the motivated. I pay attention. I pay attention. How do you know if they’re motivated? They show up to all the meetings. They read all the books you recommend. They listen to all the audios you recommend. They show up to the, like, retreats. This is a retreat. You know, you got to get people to come to this thing. You know, there’s. There’s some empty seats, but most people aren’t motivated to wear those empty seats. They’re just not. Or else they would sit there. They would. I would. If I was coming to an event, there’s no way that I would ever leave. You know, I’d be here. I want to hear every speaker. I want to know what they’re doing. I want to learn something from them. And so focus on the motivated. Pay attention.
Pour your life into those people. They deserve it. You know, they really deserve it. If they’re really motivated, you should be paying a lot of attention to those people. I paid tons of attention to the right people, and the business took off, my income took off, and life got really good. So. So I built a business that’s paid me about $110 million since I’ve been here. So. And it’s going, and it’s still going. I mean, like, I talk about this a little bit, but my wife, Jan, she passed away almost two years ago. This January 4th, there’ll be two years. And, you know, we. We had an incredible life together. And I want all of you to have that life because you can have that life. You have a tool to make that life happen. It’s called Primerica.
All of you are in the same business. You’ll have the same opportunity. You have the same. Everything everybody has is starting from the same starting point. It’s the key is, what do you do with that starting point? What do you do? What do you focus on? What’s your energy? Like, what’s your dedication level? You know, so because we’re all starting from the same spot and anybody, any of you can do what I’ve done or what the autos have done, or anybody that’s succeeded in a significant way, all of you are capable of doing that. Thing that has to change is you have to change. You have to change. You have to turn yourself into a leader, into a person that has. Has the kind of skill sets and motivation and level of focus that people want to follow. They want to emulate you.
That’s what you’ve got to do. You got to become that person, whoever that person is. So what made it possible for me coming for. I came from. Like I said, I didn’t have any examples of success, but what I did is I had a total commitment to personal development. I worked on myself like crazy because I was very shy. I was. I told this morning. This is a true story. I was that person. When I was, you know, a teenager and young adult, I would walk down the. In a mall. I’m in our local mall, it’s called the Montclair Plaza. And I’d be walking down the mall and I’d see somebody that I knew that was, you know, in my classmates or somebody that I knew. And I would. I would duck into the nearest store before they saw me.
So I didn’t have to talk to them. That. Because I didn’t know what the hell to say. So I just. I just didn’t want to talk to anybody. So I knew that’s how I started. That’s. That’s who I was when I. Before I started Primerica. So you think, well, you know, he’s up here speaking and moving people and all that. But that didn’t, just. That didn’t happen, you know, by accident. It took a lot of work to get to that place. You’ve got to get yourself to the point, you got to work on yourself so hard that you feel like you deserve to be followed. You know what I mean? That you deserve it because you’ve done the work and you’re prepared and you’re ready to help people.
I wanted to help people and I knew the only way I could help people is if I first help myself and first develop me. And so you know what your strengths and your weaknesses are. You’ve got to make a commitment that you’re going to work your Tail off to shore up those weaknesses that you have. We all have weaknesses. Nobody comes in here without weaknesses. Like I said, I was shy, I was an introvert. So that was a weakness of mine, but I turned it into a strength, and that’s what you got to do. So whatever. Like, if you’re not a good recruiter right now, well, then do the work to become one. You know, do the work so that not only that you can recruit people, but that you deserve to recruit people that you.
I felt like people are crazy not to get into business with me because they’re never going to have find somebody that’s as committed and as focused and as, you know, disciplined as me. And so I felt like, you’re nuts if you don’t get in business with me. You’re making one of the biggest mistakes of your life, not joining me in my business. And you want to get your skill set and your knowledge and all the things that it takes to that point, that level that you expect that not enough. Not in an arrogant way. I don’t mean that in an arrogant way, but just that you have confidence. Because people follow confidence. That’s what they want. They want a confident person. It’s like, you know, if you had, you know, I shouldn’t say that. But anyways, you know, some.
Some people are born into families where there’s not a lot of confidence in that family, you know what I’m talking about? So they never develop the strength to want to go out, go pursue something exceptional. But you want to be that person for your teammates. You want everybody to feel like I wanted everybody to emulate me. I wanted them to want to be like me because I did all the right things, you know, and I. And I made it happen. I want. That’s what I wanted. And so I did the work to get to the point where I was able to do that. And I, And I never had a problem recruiting people. I tell people all the time, Primerica was not difficult for me. The truth is, it was. It was pretty damn easy.
And the reason is because I was so prepared before I got here, before I even got in Prime America, I was a professional salesperson. You know, I wasn’t. Okay, I was great at sales. And so it was not difficult for me. And I think most people, they come in and they don’t have any skill sets or they don’t have any self confidence and they haven’t done the work to deserve self confidence. What you need to do that, all of you got to make a decision. You know what? When I leave here, I’m going to work on me so hard that people are going to be dying to get into business with me and follow me. That’s the way you need to approach this thing. That’s the way I approached it. Okay. You know, I’m a voracious reader.
Over the last 40 odd years, whatever, I’ve read over 1500 books on personal development. I invested thousands of dollars in audios and seminars. And I spent a lot. I think I spent $150,000 on personal developments since I’ve been in Primerica to go into seminars, books, tapes, all that kind of stuff. And my wife used to think I was crazy because we didn’t have any money when I first got started, really. And so she was always like, why are you spending this money on this seminar? Why are you buying all these books? Why are you buying all these audios? Why are you buying all these programs? I said, because I don’t want to stay where I’m at right now. I don’t want that life. I want a different life.
I want a life that’s amazing, that’s magical, that my kids are proud of, that you’re proud of. That’s what I want. And so I’m going to work on me until I get to the point where I deserve that. And so that’s what I did. That’s all I ever did. I’m not a genius. Anybody can do what I did. There’s no doubt in my mind. Now, you may not have the discipline to do it, but you can do it. You just got to get disciplined on your personal development, whatever that happens to because you want people to want to be in business with you. You want people to be proud to be in business with you. I mean, I’m sure all of you got to be really proud of the autos and to be in business.
They’re incredible people and they deserve your, you know, you following them and it’s going to pay off for you to do that. You can’t teach what you don’t know either. This is a big deal. I think a lot of people are trying to teach what they don’t know. That’s why you have to work so hard on yourself and develop the skills and the knowledge, because it’s sure, it’s the surest way to have people follow you. And it’s also the surest way to become wealthy. You want to get wealthy, right? I mean, I’ve been broke and I’ve been wealthy and Making a lot of money is freaking awesome, okay? It just is. It’s isn’t incredible. It’s. It’s awesome. It is so great and it’s so much fun. And you know what happens too?
You start meeting a different kind of people when you get to that place. You know, people that are, you know, that are really exceptional in their own right. And, and then you feel comfortable being with those people. I don’t, you know, like, I’ve been with a lot of super wealthy people. I’ve met, you know, known multiple billionaires and played golf with them and all that, you know, and I feel comfortable with them, Totally comfortable. I never felt uncomfortable with them because I know I’m good at what I do, you know, and so you need to get to that place so you feel comfortable being in that crowd, if you will. Okay? Do the work to get so good that you feel totally comfortable. Why is it important to really give it all you got? Okay?
My wife, Jan Lamarck was diagnosed with breast cancer a little over 20 years ago. And by that time I was already financially independent. I have no debt. I don’t, I haven’t had a house payment in 30 plus years. I have three homes are all paid cash for all of them. So I don’t have any credit. I just don’t. I do. Everything is, I’ve always done is. I’m really big on being debt free. I don’t want to have owe anybody anything and have anybody hold that over me. I just, I didn’t want to have that. I mean, it’s, because it’s. You don’t have to do that. You can have it all. So I was already earning a lot of money, making, you know, $3 million a year and whatnot. A lot of passive income.
And so for the last 20 years before Jan passed away, I basically went part time in Primerica. You guys know that they’ve been around. You didn’t see me at any meetings. I didn’t go to anything for a long time. The first thing I’ve been to in like over 15 to 20 years was the Hawaii trip that we had recently. That’s the first thing I’ve been to. And that was after, you know, Jan had been gone for over a year. And during that time where I basically went part time, made somewhere between 60 and 70 million dollars, didn’t go to any meetings, no Primerica meetings, no office meetings. I didn’t do anything for that time. And I spent all that time with my family, with Jan, you know, my wife Jan. We traveled, you know, so. We.
Because I didn’t want to miss a beat, you know, I wanted to make sure we had that. I, you know, made her last time on Earth. Amazing. So went to, we traveled to, traveled a lot, Traveled everywhere. We traveled to. Was it. How many countries? 70 countries. I’ve been to 70 countries in the last 20 odd years. All over did safaris and just all kinds of cool stuff that I did. They’re just. That you can’t do if you don’t have money and you don’t have, you know, a big income. Because everything takes money as, you know, right? Even coming here, you guys, some of you probably. It’s been a little tight, tough to make a, you know, meeting like this. But the money is important because it allows you freedom.
And that’s what you, I mean, I’m assuming if you’re smart, that’s what you want here at Primerica, to be free at some point, right? Where you’re totally free and you can do what you want. I always used to say, I want to be able to do what I want, when I want, where I want, in the manner I want. I want that kind of life. I want to have no limitations on what I can do. I’m a big foodie, right? I love food. I love good food. And good food is expensive. And some people say, well, you know, my wife or my husband or my mom, they make their food just as good. No, it’s not. There’s nobody, there’s nobody that can match kind of El Molino or places like that. They just, they just can’t.
I, you know, and I wanted to have that. In fact, when I first time I get to a town, like, if I was. It wasn’t doing this thing, I would go straight to the concierge. What are the three best restaurants where money’s not an issue? The, the best ones, that’s what I want to know. Everywhere I went in the last, you know, 40 years, that’s what I would ask. Where’s the best? Because I love good food and I’ve had some just crazy good meals over the years that I, you know, and somebody tells me, well, my wife’s a great cook. Well, she ain’t that great a cook. I’m telling you that, okay? And because there’s a different level of food when people are pros and they really know what they’re doing, right?
It’s just not the same as what, you know, grandma used to cook. Anyways, we. So what we did. We did four of these. Have you ever seen those around the world in a private jet things? Okay, well, I don’t have a private jet. Right. I don’t want to spend the money on that. But I, I do fly private often, but I don’t want to own a plane. So anyways, you know, the planes are big planes. I don’t know what they’re called. But the bigger ones, right, they’re outfitted with 50 first class seats. So every seat in the whole airplane is a first class seat. Reclining and all the things, right? And. And then they have. Even on those. They had great food on the plane and everything. But went to all these really amazing places and we did. You could travel these.
But when you’re with a group like that, you’re able to do things that you can’t do by yourself. It’s just you and your husband or wife. You can’t do it. So we had some just crazy, exciting meals and you know, things that we did on that, on those trips. One. One of them, one of the things we did is, you know, Mount Everest is. It’s in Nepal. Is that what it’s called? Yeah, I think it’s Nepal. So were there and so we did something that was just really incredible. We took helicopters up to base camp. And then when we got there in the morning, they had this big spread of breakfast on the, on right on base Camp. And you’re looking at Mount Everest right in front of you right here. I mean, it was like, that’s. That’s pretty cool, right?
I mean, you can’t do that without money. Okay. So I’ve had so many experiences like this. I don’t know if you’ve ever been on a. One of the best things I’ve ever done is. Is an African safari. How many of you have been on African safari? Of course you have. Okay, so I. African safari. I did a two. Two. Mikado is the number one African safari, you know, outfit in Africa. If you ever a chance to go do it that way. But it’s not cheap to go that way, right? And so it’s an amazing thing to see all those animals. And it’s gorgeous there. It’s like it was a thousand years ago and it’s in it and it’s just so cool, man. That’s one of the top three things I’ve ever done, is do that safari.
If you have a chance at some point in the future, right? They’re amazing, really amazing. The food’s great, the wine’s great. Everything’s great about that. And they treat you like a king, you know, it’s really cool. So. And don’t. If you ever go on one, make sure you. Because they do. They take you out in the morning to go see animals and then you come back and you take, you know, have lunch and maybe have a nap or something. And then they go back out like around 5 or 5:30, and you go to another, you know, another round of looking at animals.
And so one of these, we, this, I. I went with a couple of friends and their two kids and they got tired so they didn’t go on the evening one, you know, and so they took us out and then we sat. They set up a incredible spread right on the, you know, on the edge of a river where there was crocodiles and hippopotamus and all. It was, it was everything right there. You saw that. There’s just. Wild, isn’t it? They’re right there. And so it was magical. It was a magical evening. Great dinner, watching the animals and all those. And we’re safe. We weren’t that close to them, but anyways, those are the kinds of things that you can do, you can experience that you can’t experience if you’re fricking broke, okay? You can’t do it.
And there’s so many wonderful experiences that you have the ability to experience if you do the right things. Everything costs money. There’s no thing that doesn’t cost money. It’s all. It just is expensive. Everything’s expensive, right? So. But it’s worth it if you. To have the experience. Because in the end, I’m not. I’m not so fascinated with things so much anymore. I have nice houses and nice cars and all that, but what I want is. I want to have one awesome experience after the next. That’s what I want. I want more great experiences like that. And you never forget that. You’ll forget the car you got 20 years ago or you’ll forget a lot of this stuff. But when you have those kinds of personal experiences, travel experiences where you’re able to do really amazing things. Look, it’s worth fighting for. I know.
You know, prospecting and doing all the work to get good at the business is work, okay, but it’s worth it. I promise you it’s going to be worth it for you when you pay that price. You know, I’M so glad I did the work to get financially independent. I recommend that you all have a goal to do the same. And I promise you’ll be glad. You, you should really have a plan to get financially independent. Not just. I think I see a lot of people make the mistake. They start making, you know, good money, significant money. They buy super expensive cars, they buy expensive houses. They buy all kinds of stuff that are fine if you have that kind of money, but to do it before you’re ready, it’s dumb, okay? You need to get yourself where you’re bulletproof, right?
So no matter what happens, you know, you want massive passive income. Like in my business right now, I haven’t seen a client in 35 years. I don’t. The last time I saw a client, okay? And I, and I make significant income and I make a lot of money off the money I’ve invested over the years too. It’s not just Primerica. I make as much on my investments as I do in Primerica. So, you know, so Primerica is basically spending money for me. So. You know what I’m talking about, Patty, right? It’s. It’s a big diff. It’s a, it’s a different way of living, okay? You have really incredible experiences like that. And I recommend that you do the work, save your. Invest your money, become an investor. Not just a saver, but an investor and learn how to invest.
We’re in the investment business, right? And for you not to be investing significant part, you know, parts of your income is stupid. You got us. You got to make sure you do that, make sure that you have so much money invested. No matter what happens in Primerica, you have a great income and you have a great lifestyle and it doesn’t affect you. That’s, that’s the, you could do that here. That’s what’s beautiful about Primerica, in my opinion. Anyways, I have a house in Las Vegas. I live in Las Vegas because it saves me about 8 or 9 million dollars over the last 20 some years because there’s no tax. State tax. And there’s state tax here right where we’re at right now. But in Vegas, there’s no state tax and they don’t care where you are. So I’m not there that much.
But I’m from California. I grew up in Canada. California, I love California. But the politics of California are completely. These people are nuts, okay? They, they’ve taken. I think it’s probably one of the top 1, 2, 3 states in the country. It’s beautiful. There’s the ocean, there’s the mountains, there’s the desert. There’s. I mean, it’s. The weather’s fantastic. There’s no mosquito. Mosquitoes and drugs and there’s no humidity, and it’s. It’s awesome there. I love it. And. And I like being there, but I can only be there for five months and. And a couple of weeks because then they come after me for my. For taxes, and I’m not gonna do it. I’m not paying it. So I. I live in Las Vegas part of the year, and then I live in Newport beach, you know, five months or so.
And then I live in Cabo San Lucas for. For five or six months. So I live in Cabo. I live in this amazing resort. It’s 18,000, you know, square feet of. I mean, of beauty. Beautiful. We have two great golf courses. You have a beach club that’s on the ocean. We have, like six or seven restaurants on the property. And you never have to leave there. You can see. Stay there and have a great time and have great food and all that, and it’s a great place. And it’s beautiful there. It’s absolutely gorgeous. So I’m a weather snob. I’ll admit it, a big weather snob. I like, great weather, you know, really? 75 to 80, you know, no humidity, no wind. Yeah, is. Is perfect for me. I. What’s that? No rain? Yeah, there’s no rain. Yeah. Yeah.
I’ve been going to cabo for over 30 years. I think it’s rained three times in 30 years that I’ve been there. It’s a desert, you know, but it’s great. And then Newport Beach, Cabo, Las Vegas, they’re vacation places is what they are. And so I love the fact that I’m able to live in. Like, I made a goal when I first got started in the business that I wanted to develop a life that would allow me to live as if I was on vacation all the time. And I’ve been doing that for decades. Okay? And so I love that. I love the fact that I live like I’m on vacation. It’s fabulous to do that. You know how you. When you go on vacation, you. You go to great restaurants, you do what you want to do, you have fun. You.
We go to the movies, I play golf, whatever. And I love the fact that I live as if I’m on vacation, even coming here, you know, I played golf for two days before we got here and I’m staying at a nice resort. Food’s fantastic, great people. It’s, it’s a. Like right now, you’re not working. Really. Okay? You might think you’re working, but you’re not working. You’re getting ready to work is what this meeting’s about. Okay? That’s the way you need to approach this. Okay? Okay. The only thing standing in the way of an amazing life is you. You’re the, you’re the problem or you’re the solution. But the only reason your life doesn’t turn out fantastic is because of you. You can’t blame your mommy or your daddy or your husband or your wife or your children. It’s all on you.
I always say you need to grow a pair, you know? Well, women can’t do that anyways. The number one thing I did was to do the work first to become a professional salesperson. I, I, I’m a professional salesperson. That’s what I am. I, I know a lot of people over years prior, they’re anti sale being a salesperson. But that’s stupid because everything about Primerica is selling. You had to sell people on coming to this event. You gotta, you gotta sell people on meeting with you just to have them so you can show them your business you got. Everything is about selling. There’s no part of Primerica that’s not selling. And so the better salesperson you become, the more fun, the more easy it is to build something great, to have a great life. So don’t, you know, do the work. Do the work.
The, you know, the key, because you want to build to. I have, like I told you, I have 16 or 17,000 code numbers. And the key to that, the key to doing that was teaching people how to sell. Because people don’t quit when they make money, and they quit when they don’t make money. And if you want to grow your organization, your biz, you got to retain people. You can’t have people going like a revolving door where they’re coming, they’re going, they’re coming and going. People have to stay. The only way that people can stay is because they got to make money. So my focus is always teaching people how to make money in the business so that they stay. And that’s what you all need to do if you want to really grow your organization and develop something significant.
I focused on training people so well that they were super confident and they knew how to recruit and train people consistently because you know, as I said, people quit because they’re not able to do that. And with your people skills and confidence, when your people skills, your confidence are high, they will work harder to recruit and train their people, allowing them to build a big base shop, eventually a big hierarchy. So I want you to imagine yourself building a team of super competent, super confident people. That’s what’s going to lead to growth. You got to get your people super confident. No, first you got to give people super competent so that they become very super confident. That’s the key. The more competent your people are, the more confident they’re gonna be.
And the likelihood of them staying in the business and building something is gonna grow up exponentially. So make sure you’re getting people super competent and super confident. Super focus on training, developing people like crazy. Be relentless about having every motivated person be trained to be pros and you’ll build a big base and you’ll build a super hierarchy. That’s, that’s all I did. That’s all I’ve taught over the years. The people within my organization and I’ve helped a lot of people that aren’t in my organization just with that focus as well. Every one of you is capable to build a great business. What you got to do though, is you got to stay focused and you got to be relentless. You got to be relentless.
You got to be like the drip, you know that drip when that leaky faucet, it’s like that and it just doesn’t let up and doesn’t. That’s not bugging you. That’s got to be you. You got to do. You got to be that person. Okay? And if you are willing to do that and you then you teach people what you’ve done, you actually transfer your knowledge and your skill sets and your know how to the people that are motivated within your organization. That’s how you’re going to build something great. And all of you are capable of doing that. There’s nobody here that’s not capable of that. So you make sure you focus on that. You know, the future for the future for this group of people is crazy good. It’s crazy good. And you need to, you just sell that. You got to be.
You got to be. You know, I’m, you know, I’m super proud of being a Primerican in Primerica. I am. I don’t care if some people think it’s goofy or whatever. Shoot, my life changed with Primerica. Yeah, I mean, that’s what you are. You’re in that business like that, you gotta. You gotta see yourself as, you know, becoming great. You gotta. You gotta do the work so that people want to be you in a way. Not nest, not. Not exactly, but they want it. They want what you have. They want your lifestyle. They want your, you know, your family. Like my. My two kids. My. My. You know, but they didn’t do the business. But my son went to Wharton Business School. He’s. He’s a. He has his own hedge fund now. My daughter went to Stanford and then to the American Film Institute.
She became a screenwriter and a director, and she’s made two movies. One sold to Sony, one to Netflix, and she’s done a bunch of TV work. And they built great lives on their own independently of me. I talk to them relentlessly about becoming an entrepreneur. I says, you know, us. Us Lamarcks, we don’t work for people. We. We don’t work for people. We. We. We don’t work for people, okay? We run our own thing. And I wanted them to have a business where they. It’s their baby, you know, they own it and they have freedom. And that’s, you know, that’s. That’s the best gift you can give your kids is to get. Teach them to be independent and to be successful on their own.
Not only is it great for them, but it makes me proud, really proud of them and who they are and who they’ve become. So are we ready for questions? I’m going to take some questions so tomorrow. Okay. All right. Good. Awesome. Thank you.
