Executive TLDR
The business fundamentals never change: recruit consistently.
Your inventory is people, not products.
Minimum standard is three to five directs per month.
Double digit recruiting fuels double digit attendance.
Your job is exposure, not forcing outcomes.
Duplication happens when you lead by example.
Time moves fast, so stop waiting and start building now.
Video Summary
Miguel Aponte delivers a straightforward message: stop overcomplicating the business and focus on recruiting. The formula has never changed and never will. Growth starts with consistently adding three to five personal recruits every single month.
He compares the business to a steakhouse. A restaurant’s inventory is steak. In this business, the inventory is people. Without people to talk to, skills and knowledge mean very little. Even the best presentation cannot compensate for an empty pipeline.
Miguel emphasizes that recruiting is simple in concept — talk to people and share your story. The more people you expose to the opportunity, the greater your chances of adding quality directs. You cannot control who stays, who gets licensed, or who succeeds. Your responsibility is exposure and training. Their success is their decision.
He highlights the importance of double digit recruiting. While not every recruit will stick, bringing in volume creates momentum. Double digit recruiting leads to double digit attendance, which builds synergy, energy, and culture inside the office. Without enough new people entering the system, attendance and excitement decline.
Duplication is the long term driver. People watch what you do more than what you say. When you consistently recruit and show up, someone will eventually model your behavior. That modeling multiplies your effort and fuels team growth.
Miguel closes with perspective. Time moves quickly. Years pass faster than expected. The next four years will arrive whether you build intentionally or not. The secret is simple: stop waiting for perfect conditions and start recruiting now. Let the system work, but only after you do the work.
FAQs
Why is recruiting so important?
Because people are the inventory of the business. Without new recruits, growth stops.
How many directs should someone recruit monthly?
Three to five directs per month is the minimum target for steady growth.
What is double digit recruiting?
Recruiting ten or more people in a month to create momentum and attendance growth.
Can you control who succeeds?
No. You can provide exposure and training, but each individual chooses their level of commitment.
Why does time urgency matter?
Years pass quickly, and consistent activity today determines long term results.
Glossary
Direct – A personally recruited team member.
Double Digit Recruiting – Bringing in ten or more recruits in a single month.
Duplication – When team members copy productive behaviors modeled by leadership.
Inventory – The core asset that drives business growth; in this case, people.
Exposure – Sharing the opportunity or story with potential recruits.
Transcription:
I’ll be brief, right. Keith asked us to talk about, like what we got going on or. I mean, the business never changes. If you’re here for a while, you know that the business is never going to change. You got to recruit directs and you should know that. And that’s never going to end unless you’re going to retire or you just want to coast, right? So one thing that we’re doing right now, right, that we’ve always done is never going to change, right? You got to recruit. You always hear you gotta recruit three to four directs, five directs every month, and that’s a minimum, right? And until we don’t get that fixed, then it’s gonna be hard to get this business going.
Because our business, if you own a steakhouse, right, your inventory will be steak and food and all that in Primerica, our inventory is people. And that’s never gonna change. You could be really good at everything you do. You could do the best presentation you could possibly make. You could know the business inside and out. But if you have no one to talk to, then it really doesn’t matter. So then having someone to talk to consistently all the time is the important thing. So you gotta recruit four to five directs per month. And how do you recruit people? Just talk to people. That’s how a lot of people say, well, how do you do it? Where do I go? How do I get the people? The people are everywhere. You get them whichever way you can.
You just gotta open your mouth and talk to people, right? What Keith Harold always says, you always have to be telling somebody your story. The more people you tell your story to, the more chances you give yourself at recruiting a direct and getting someone in the business. So you gotta recruit four or five directs, right? You have to double digit recruit, right? So getting these four or five directs will help you. It will make it easier for you to double digit recruit. Jason did a great job showing if you double digit recruit every month, how this business gets going, right, it’s never gonna be perfect. You’re never gonna bring 10 people and all of them are gonna get licensed. You’re never gonna recruit 10 people and all of them are gonna stick. But your job is not to worry about that.
Your job is just to put people in room. Your job is just to get people in the company, whatever they choose to do, that’s all they’re doing. That is their choice. If they don’t ever want to become a success in their life, then you can’t change that. So my job is to give you the opportunity show you how it works, train you, and hopefully you’ll see it in your state. If not, then we keep going, right? So double digit recruiting will lead you to double digit attendance. It’ll be very tough also to build a team and to build commodity and to build synergy in an office. Unless you have double digit attendance, you cannot get double digit attendance. Unless you’re bringing enough people into the office, unless you’re recruiting enough people, it’s just going to be impossible for that to happen.
So the fact that you need to double D recruit is because you want to double digit your attendance. And lastly through that process, duplication happens, which is what you want, right? I don’t know who said it. Many people said it. Right? But people need to see you do right what, what you’re supposed to do, right? You got to be the example to your people. So by you doing what you need to do, someone. Who is it? We don’t know, but someone is watching you. Someone will copy you. And if you just keep going, more people will copy. And that’s how you get this business going. Honestly, I mean, we’ve been here now. We moved from New York. It’s crazy. In June will be eight years since we moved to Florida. And I still feel like I’m new here.
I still don’t feel like I’m a Floridian. That makes sense. But I still tell people I just moved here. But then I say, I got to stop saying that because it’s been seven years. I didn’t just move here, I’ve been here seven years. But time goes by so fast. I did a grand opening on our office four years ago, and in September our lease is due. And I’m thinking, my God, four years already happened and our lease is already due. Like, that’s it. Four years went by so fast. And so will be the next four years, man. So for all of us here, man, we come to these events, right? The people that drove here, the people that flew here. You come to these events with the intentions of doing something, with the intentions of getting Primerica going. Just do the work, right?
And the work starts by you yourself, recruiting three to four to five directs per month. And then let the process of primary care of the system happen for you and work for you. All right, thank you so much, guys.
