BHC Andy Onstead

Andy Onstead is giving recruiting tips in a pre-call segment. He emphasizes the importance of overcoming objections and staying confident. He highlights the advantages of joining Primerica, such as low startup costs compared to other franchises. He also shares his personal success in the business. Andy recommends three books for improving sales skills. He discusses the use of tie-downs in presentations and offers strategies for handling objections. He suggests isolating objections and finding solutions. He shares a pro tip for handling objections related to timing and payment. Oh, good morning, Andy. Hey, good morning. We're excited to have you on this morning, man. Good, yeah, we're going to let it rip. Let's see what happens. Let's get crazy. Yeah, you're leading the charge. So I know there's a bunch of people that want to hear you this morning, excited to hear what you have to say, and looking forward to a great kickoff for this Monday. And we're glad to have you on the recruiting tips as well. I know you've been killing it. And like I said, I know there's a lot of people around the country that are excited to hear what you have to say this morning. So we're glad you're able to get on with us. Good, yeah. I'm excited for it. I figured I'd do the recruiting tips, see if I want to try to help everybody as much as I can. OK, perfect. Welcome to our pre-call recruiting tips segment with SVP Andy Onstead. Andy has had over 200 recruits for the last year and over 400 recruits in three months straight. He has broken the all-time 12-month base shop recruiting record by having over 3,400 recruits in the last 12 months. Good morning, Andy. What recruiting tips do you have for us today? Well, I think that's a great question. I think the biggest thing is just learning how to overcome objections. One of the biggest things we're teaching our team is just how to overcome objections like a pro and staying in the close as much as possible. A lot of people, they kind of, we've got the best opportunity on the planet, but they get an objection or two, and they kind of freak out. They don't know what to do. So one of the biggest things we train our people on is just overcoming objections. And I really want to try to help everybody as much as possible. You've got to remember, we have the best. You just have to realize what you have. You have a Primerica franchise. For a one-time $124 licensing thing, you have the best opportunity in American business. Do you realize that people for a McDonald's franchise, and I think a franchise, I think about a McDonald's, right? You know McDonald's owners, they have to put up out-of-pocket anywhere from $1 to $2.2 million just to get into the franchise. And that includes an initial non-refundable franchise fee of $45,000 just to own a McDonald's, right? But the crazy thing is, most McDonald's owners, for the first several years, they only make 150 G's. And that's really in hopes of making 60. So you've got to think, these people come out of pocket $2.2 million and are looking for a $60,000 a year return on profit by the second year. That's crazy to me that people don't realize what you're able to do. I mean, last month, Adam, my wife and I, last month we made $108,000 last month alone, our fifth year in the business. And then our bonus to start the month this month was almost $60,000. We literally made, in 30 calendar days, this company paid us $170,000 in cash, which was more than what my wife and I used to make in like four years combined working full-time. It's nuts to me. So I think the biggest thing, before you go on any kind of a recruiting appointment, you need to remember the opportunity you have. And people need you, you don't need them. Most people, they're trying to sell a recruit. I never try to sell a recruit on the opportunity. I let them sell me on why they should be joining, right? And I think people's only limit to their income potential is their own learning. So here's three books. I guarantee you guys, if you guys get these three books, they're gonna change your business. Number one, my favorite book is How to Master the Art of Selling by Tom Hopkins. I used to listen to this book over and over and over again. And then I actually got to meet Hector Lamarck and he told me that that was his old book and it's a crazy thing, right? Another book is The Four Color Personalities for MLM. It's super important that you need to know how to understand people's language because you need to know how to communicate to them. And then my last paper is The Closer Survival Guide by Grant Cardell, and it's a great book. You understand, if people buy you the products, the numbers, everything is a direct reflection of your skills and sales skillset. Even though you're recruiting people, you've gotta get good at sales skills. And remember that sales is an everyday adventure. You need to wake up excited to go over these things and get these objections and learn how to crush them, right? And the fastest route to the highest earnings we teach our people is straight through the challenges you're gonna come across. So what's the best way to overcome an objection? Not to get one, okay? So the biggest thing we teach our people, at Atomos, we teach our people, it's all about tie downs, right? So you need to get at least 13 little yeses throughout the presentation equal to big yes at the end, okay? I actually had somebody go through, one of our people go through and count how many times I asked a yes or yes question on my presentation, and it was 64 times. That means every single recruit and every single client, I'm getting them to say yes at least 60 plus times to me before I even ask them about moving forward, right? So here's some tie downs, right? So you gotta understand, this is a great thing. So isn't it, don't you agree, am I right? That would make sense, right? So let's say I'm sitting across the table from somebody, I say, hey, you need to understand, you need to figure out why they're in front of you. Most people, all they do is they wanna talk at people. We ask, our presentations are very question-based, right? Because we wanna gather intel, right? Art said you wanna expose the nightmare and sell the dream. So when I sit in front of people, I'm asking, hey, why are you here? What are you looking to get out of this? God gave us two years and one mile for a reason. So I gather all these little information along the way, and I put it into one big tie down at the end, okay? So watch this. Let's say I'm sitting in front of somebody and they're a stay-at-home mom, and they just want some extra cash to be able to not have to go back to work and be able to have that freedom of time around their kids, right? So I would tie that into a tie down at the end of the presentation. I'd say, hey, let me ask you, Sarah, if we were able to give you that extra income, get you staying at home with the kids, get you licensed and stuff like that, will you be able to make some extra income from home? I mean, is that something you'd be open to taking a look at? Now, these are very easy questions, but you need to get them moving with you along the way. And then most people, when they get an objection, they freak out, right? So we always teach people, you wanna affirm, answer, close. I never, ever, ever, ever disagree with somebody. Even if they tell me whole life insurance is the best thing on the planet, I'm like, that's incredible, right? I don't care what you tell me, I'm never gonna agree with or disagree with you. So we always teach our people, when you get an objection, you have to be able to make an agreement statement, like, you're right, I agree, I'm with you, I understand, absolutely. Somebody's like, it sounds great, I'm just not sure I have the time. I'm with you, Adam, I totally understand. Let me ask you, if we were able to get you something that you were able to work around your schedule, I mean, is that something you'd be open to taking a look at, right? I, it sounds like a great idea, I just don't know enough people. I understand completely. Let me ask you, if we had a system where you had endless referrals, you didn't have to worry about chasing customers, I mean, would you be open to taking a look at it? You just have to understand, the best way to transition into the close is now to ask an ownership question. So one of the things I also teach people is this, let me ask you. Let's do this. I think the biggest objection I had to get, now, Adam, you gotta forgive me, normally I'm on Zoom, dude, so I can ask people, like, put stuff in the Zoom chat and I can read, but I'm just guessing. But normal people, I would say in Pioneerica, if they had the one biggest objection, is one, is I don't have the 124 bucks, and number two, is I don't know anybody. So let's do number one. If somebody tells me I don't have $124, you need to isolate the objection. So what does that mean? I wanna take the objection, I wanna put it off on the island and make sure that's the only objection. I want to get to the core of the real objection. So if somebody tells me I don't have 124 bucks, I'm like, that's incredible, perfect, right? Besides not having the $124, is there any other reason you wouldn't wanna move forward right away? And I'm gonna make sure that's the real objection, okay? And then I'm gonna say, all right, great, so let me ask you, when would that 124 not be an issue for you, okay? And here, let me give you guys a pro tip. This is a big hitter call pro tip, okay? You ready for this, Adam? If somebody tells me, let's say it's Monday, and somebody tells me they're not gonna have the money till Friday, this is a pro tip, big hitter call. You ready for this? And I say, great. Besides not having the money till Friday, is there any other reason you wouldn't wanna get started right away? What do you think they're gonna say? No. Okay, awesome. And how do you wanna get paid? Direct deposit, is that okay? They say yes. I'm gonna go ahead and fill out the application anyways, the IBA, and when it gets to the payment page, I'm gonna put in banking info. And then I'm gonna have them sign it, and then when it goes to the big green button that says submit IBA, I'm just gonna close it out and save it in here. Here's why, big hitters, is because that's gonna save the IBA locked and loaded in my Turbo Apps, but not submit it until Thursday because they want the money to come out till Friday. That's a great way to get your people locked in. Most people, they don't follow back up with you, not because of the lack of opportunity, it's because by the time the week goes by, they've forgotten how good the opportunity is, and the only thing they're thinking about is the $125 bill they don't wanna pay. So a lot of times what I do is if I see somebody, if they're like one, two, three, four days away from being able to fund the 124 licensing, what I say is, great, besides that, is there any other reason you wanna get started right away? And they say no. And I say, great, let me ask you, how do you wanna get paid, direct deposit? And they say yes. Now I know they have an actual bank account, right, and I'm gonna sign them up for direct deposit and pull it out that way. The other thing is people are worried they don't have the time or they don't know anybody. Well, you guys, this is a recruiting call, right? We recruit 400 people a month in the base shop. We don't have an activity problem and we don't have a client problem because the recruiting is the lead generation system. Most people forgot how Art Williams built the company. It's a recruiting business, right? You need to sell out to massive recruiting and understand that the recruiting is the lead generation system. So if you're running a base shop with massive recruiting numbers, we never run out of people. I tell people all the time, if you can come on, get licensed, follow my system and you're available, I'll help you build a business because I have so much activity coming through my pipeline, I can't keep up with it. And the last thing I think the biggest objection people generally have is I don't have the time. That's the best part about Primerica and the worst part, let's be honest, because you have complete time freedom. So I always use that as an advantage that I don't have the time. Perfect, I'm glad you don't have the time. What are you talking about? Let me ask you, if I could get you licensed, if you could just get paid to send me referrals, is that something you'd be open to taking a look at? Because anyone and everyone, it can be recruited. If they're sitting in front of you, they're already in the business. And the last thing would be, Adam, I'll go back to you after this, is you have to end with an ownership question, right? It's the same thing with life insurance. If I'm gonna fill out a life insurance or do a quote, I never ask them, like, oh, are you doing this or what? I'm gonna say, who do you want as your beneficiary, right? Because then they forget about the escrow, the first payment, and all the thinking about it, and they're remembering why they do it. It's the same thing in recruiting. Guys, when you get to the end of your recruiting presentation, I don't care what kind of presentation you run, you're in a great system already, don't change anything. But when you get to the end of it, if you don't know how to transition from the actual conversation to filling out the IBA, here's a great ownership question I teach our team. At the end of it, I do one big old fat hairy tie-down, and then I transition with an ownership question, which is this, what are you most excited about? Because what that does is that allows your new recruit and your prospect to stop thinking about paying the $124, and they start verbally selling themselves and telling you on why they're joining the business. They start selling themselves on the opportunity. So it goes like this. Let's say I sit in front of Adam Wiedel, and he's a beast, and he's like, hey dude, I'm pretty good on money right now, I just need some extra income because I gotta afford all these supplements to get ripped in the gym. The supplements are getting really expensive, right? And I just don't have a lot of time. My tie-down would be this. Adam, dude, I completely get it, man. Dude, you're already too buff. I don't know why you wanna get more buff, but here we go. But Adam, let me ask you a question, okay? Adam, if I was able to get you a business that you could make as much money as you wanted, but have the freedom to work around the gym schedule, and you'd have enough income to buy the best possible supplements in the planet, Adam, is that something you'd be open to taking a look at? Yeah. Great, what are you most excited about? Dude, at that point, I'm not even gonna ask you, hey, are we gonna do this? I'm just moving forward. And that exact question, Adam, I pull up the IBA, I teach our team, they start filling it out, and then now the prospect, Adam in this case, he starts telling me all the reasons he's excited about while I'm filling out the IBA. That make sense, Adam? That's all I got. Hopefully that was good. Yeah, that was perfect, and we went right to the end, but yeah, keep this thing going. Let's get the call started with Big Andy. Larry, you wanna jump in here real quick? Yeah, I just wanna say hello, Andy, and so proud of what you are doing. The company is driven by the big hitters. Make no mistake about it. And right now, you know, again, folks, if you wanna aspire to anything exciting in Primerica, you wanna do it, but you want excitement, you want sizzle, you want wow, well, take a look at the building side of Primerica, not just learning and doing, but duplicating yourself, passing on the opportunity, and building RBPs. If you're, find out if you're good enough to do that. You know, find out if you can develop the, if you say, I haven't done it yet, well, maybe you need to develop some people skills, you know, and maybe you need to be a more fun person, and maybe you need to start thinking about other people more than yourself, but there's nothing as rewarding as passing this on to other people, and guess what? It pays pretty well, too. And so the fun side, there's only 7%, historically, seven out of 100 RBPs that are built, that are in the building category that produce RBPs, and that's where the excitement, the energy, the pop, you know, the electricity, and those are the guys, the 7% drive the company, and so to be in that group, and then to be dominating that group, what a rare thing that is, and so, Andy, I want you to know how important you are to all of us, to the company, and for our future, because the groundwork for the future is being laid right now, and it's not the people in Atlanta, it's not the regulators, it's the people in the field that are gonna drive our future, so congratulations, Andy, on setting the record and doing it big, and people are gonna listen to you, they're gonna hear, this is not an accident, it's on purpose, there are, you know, you don't do it this big if you're not solid in all the categories, so congratulations, Andy, proud of you, and looking forward to hearing what you can share with us that can hopefully provoke people to get in the game you're in, which is doing it big, setting records, having an electric vibe about everything you do, and so, it's gonna be fun to see what happens this morning and what happens as a result of it, so Andy, thanks for getting on, man, proud of you. Yeah, thanks, man. Andy, I know a lot of people know your story, but give us a quick background, how you got into business, I think you were a chef before, do us that rundown real quickly. Yeah, so super quick, you know, because I'm sick of hearing about other people's stories, it's time to go write their own story, but I was an executive chef, my wife had decided to be a stay-at-home mom, and I was working 70 to 100 hours a week, and we were trying to save money, I knew my buddy of mine, I knew off Facebook and from my local town, was doing Prime America, and we wanted to see about saving some money, so my wife was like, hey, why don't you call that guy, he came over, and I'm not gonna say what company it was, but I was paying over $250 a month through a snake farm life insurance policy, I had $300,000 in coverage on me, and nothing on my wife, and nothing on the kids, and he goes, why don't you have anything on your wife and kids, and it's fricking 250 bucks a month, that's why, and he goes, well, you guys know the rest, instead of, you know, 300,000 gives you 500,000 on a 35-year term, your wife 500,000 on a 35-year term, 10,000 on all the kids, and it's only 150 bucks for a month for the whole family, and to be honest with you, Adam, we were so tight, too, I mean, we know about buy term and invest the difference, but we were so tight that we actually had to take that $100 a month and put it back in our pocket for a minute, and luckily, you know, he was smart enough, you always wanna make sure you leave the door open for the opportunity, I'm so grateful for Nate and Melanie Braley, because he was smart enough to say, hey, look, I know you don't wanna do this, but just so you know, I just made 2,000 bucks, and I was like, what? I was like, I called you, you came to my house, you saved me $100 a month, you gave my family four or five times the coverage, and you made two Gs in 20 minutes. I told my wife, as long as we're not selling crack cocaine to kids, sign me up, what do I gotta do here? So we went and got licensed right away. The right people, I'll tell you, Adam and Larry, the right people, they're just gonna do it. So we got licensed right away, we signed up on a Tuesday, I was in a licensing class that weekend, and I was licensed Wednesday, and a week I got licensed, I called the state, Primerica, and RLC every day to make sure I got appointed, I got appointed within a week after that. Our first month in the business, we made 7,000 bucks part-time, which is more than my wife used to make in two months full-time, and it was crazy, five months in, we were on pace to make the watch, and I was like, this is nuts, so we ended up quitting everything else, we went all in, and we got our RVP contract seven months in the business, and then our first year, we made over $120,000 cash, our first year in the business, this is with no Fast Start, and no Zoom and driving to appointments, so it's been pretty crazy, and then the last several years it's exploded, so we've only been in the business for a little over five years now, but it's been pretty awesome. Yeah, man, you're an absolute monster, and I've talked to Mario some, you, but you know, the thing you're doing, Andy, that people don't understand, or they do understand, or whatever it is, you are running through the numbers at the rate that nobody else is, and that's not on accident, you know, you're setting the appointment, I mean, I don't know what's true and what's not, but I hear that you're setting 50 appointments a week doing that, and so how are you doing that, how are you getting those referrals, and how quick are you going through those appointments if they are or aren't interested, how long are you spending with people right off the bat, and what you decide you're going to work with or not? Yeah, that's a great question, so we kind of want to stop, and I'll tell you too, big shout out to you and Larry, I appreciate you guys so much, we love and respect you guys and look up to you, and just so everybody on the call knows, and if you've reached out to me and I haven't done a call for you or whatever, I haven't got back to you, don't get butt hurt, I love you, but Adam, everybody, you know, everybody and their mother is hitting me up right now trying to get in the business and figure out what we're doing and I want to help everybody. So, you know, I will tell you guys all too, we're going to have this January, I'm super excited, January 12th and 13th, we're hosting our own events now live in person this January 12th and 13th, we're going to have $7 million earners, super excited, we're going to have Mario and Franny Arizon, Jimmy Meyer, Asad and Lois Faraj, John Lavin, Patty, super excited, Jerry and Rhonda Breyer, Addy Vaughn-Ortiz and Charlemont Merling-Gernson, so excited for these guys. So if you guys want to know more too, Adam, I encourage everybody to plug into that event, it's open to everybody, we're going to do high level leadership. You can text events, you text the word events to 248-290-6073, or you can also just hit me up on Instagram at Andy Onstead and I'll send you a link, but Adam, yeah, that's the thing, everybody's trying to get in there and yeah, we do have that much activity and that's how we're able to pop out so many people so fast and we're pushing up people. Like Larry, you had said, I'll be very transparent with you guys, we were kicking, I'll say, we were kicking ass for a long time, but it was all 100% personal on our own pen. I kind of got jaded to people and I just figured nobody was ever going to do it like me, nobody is going to work like me and I don't really need anybody else. We actually got ownership about two and a half years ago on our own pen, but what happened was I realized when you stop, the money stops and that's not what Art built, right? So about two and a half years ago, I switched to being a builder. So we actually, it's funny because last May, we made $730 in a month, Adam. This May, we made $98,000 in a month. It's crazy, last month we made 108 grand, but it's just crazy. So what I did, Larry, to your point, if Larry didn't know what I was going to talk about, is I switched my mindset for being a salesman to being a builder. And once I started finding a couple of people, one after one, I'm like, there are other people out there that are going to do this. And Art Williams, the A.L. Williams way was pushing up people, right? And what I found is like, if you're in sales every single day, you wake up, you're an employee, but the easiest way to get what you want is to go help other people get what they want. So last month, yeah, we made 108 grand last month, but you know what? Our team without us, our little mini freak show over here, they made 196,000, almost 200 grand last month, not including us. And that's just with three little baby RVPs. And what happens is when you have that much activity, Adam, you cannot run it all. Most people, I think, Larry and Adam, their biggest mistake is they're trying to figure out a way to control the uncontrollable. If I would tell you the question I get asked most is, how do you deal with 400 recruits a month? How do you do this? How do you get your people moving? If one more person asked me how I get my people moving, I'm gonna lose my crap. Because you don't, you can't control it. Art literally said, Art Williams, if you don't know what it is, you should read a book. Art Williams literally said, if you do this thing the right way, it's gonna look like you're throwing people against the wall just to see you stick. Because when you have that much activity coming through the pipeline, I don't have time to babysit people and try to ride my people like a rented mule to make them do something. What it does is it weeds out all the people that are just around here for a good time. And I find the people that are gonna go do something really fast, like, you know, we promoted out two RVPs in two months last year, got our SVP contract. I'm like, oh crap, the base is gonna go back to nothing. Adam, I had to get back in here and work my buns off to make sure that our base shop has never once gone down after promoting out an RVP. We've gone up every time. So I went out and I personally recruited a gaggle of people and I had 80 people in one leg. I tap-rooted all through three people, myself personally. But I wasn't doing that for a long time. I knew all I had to do was find the right person. And I found one person from Oklahoma named Danielle Chapel and she helped me run that leg. And guess what? She was all in from the get-go. She's got five kids, two kids under the age of three, stay-at-home mom, she's a cheer coach, and she shows pigs at the Oklahoma State Fair. Adam, would you know she made $18,000 her first month license? Another thing, with that much activity, she, listen, our team has broken every Oklahoma record below RVP now. Recruiting, personal recruiting, our girl Janie from Oklahoma, she got 34 direct recruits. We got the number one team recruiting in almost in every state. It's crazy, but watch this. The other thing, the mistake, Larry, we used to make is I used to try to force people out to go full-time. This was two or three years ago. I was like, ah, these people, if they would just, you know, Adam, how many times have people been like, if they could just, if he would just, if she would just, if they could just. And I would try to force people to go full-time, thinking the reason they didn't have activity is because they weren't full-time. And what happened was as many full-timers as we would get, Adam, they would all quit. And I realized it's not from lack of, it's not from lack of activity, it's because they're not full-time because they don't have activity. And if they don't have activity, they're never gonna go full-time. So we switched to have so much activity, we don't even talk about going full-time. I'll give you an idea. We have a girl, another one from Oklahoma, Suzanne Stacy. She came in the business and in, I think it was May, she popped up and wanted to do something. She's like, I really don't, I'm making, she's a teacher. I'm making $3,500 a month. I really don't like the frame of time. I want something more. I said, girl, if you sell off the massive activity, we go hard this summer while you're off, I guarantee you're gonna be all in. So what happened was she went all in. She made 10 grand her first month. Five months in the business, she's just crossed her watch. She made over $50,000 in five months, brand new in the business. Do you think, Adam, she went back to work in the fall? No, and this is how we get all of our full-time. Our people are making money. I got another one. I think she's, I don't even remember, I think she's in Idaho, Maudie Boer. She's got a four-month-old. She runs appointments literally with her four-month-old strapped to her chest in a carrier on Zoom. Her first week and a half in the business, she made $9,000 her first week and a half. And it's not from some magical presentation or potion or whatever. It's the activity, Adam, because we've got so much activity coming through the pipeline that not everybody, but the right ones, they love it and they get it and they go after it. And those are the ones I look for. And when people ask me, how do I know who to work with? The right people pop up. The people that are willing to go all in and give 120% and just get after it for a season, those are the ones I lock arms with and I run. And now we've just created a culture where our people are just duplicating that. I mean, my girl, Abby Shopner, she's getting ready to go on as an RVP. She's a regional leader in my base shop last month. She did 184 recruits by 102,000 in premium as an RL. She's only been in the business for seven months. She's made 140 grand in seven months, dude. But the crazy thing is, because of the size of our base shop, last month we did 430 recruits by 230,000 in premium. So I don't care how big they get, Adam, they can never look at me and say, well, they're not working and they stopped the numbers. So it's just, it's kind of like we've just hit this sweet spot right now with massive activity and massive numbers and the culture that people are coming up in in our organization. They don't know any better. Like our people, like if you're not doing like, if you're not doing like 30 by 30 or 40 by 40, you don't even get recognized on our weekly team calls. Does that make sense, Adam? A hundred percent. And I, touching on that too, running through those numbers, we had Miguel on a while back and he said, he only spends about, he does basically a 15 minute presentation. And if they start asking too many questions, they're not immediately excited about it. He moves on to the next person, you know, let somebody else mess with it, whatever, but doesn't waste any time. What kind of system do you have like that? Or what's your, you know, to run through the numbers you run through, talk about what you do, how much time you spend with somebody initially on the phone to get a feel for them. And if you even feel like working with them off the bat. Yeah. And that's, and that's the thing too, Adam. And I know you asked him the first time, I just went off on a tangent, I forgot. But yeah, but that's, that's the thing. Like, because we have so much activity, I don't have time to sit around and convince people. So I would say like, I, you know, I've timed it. My actual presentation from start to finish is 16 minutes. Okay. And then like, if I, I usually form people, you know, in the beginning, I talk to them and figure out what's going on, but I'm the same way. Like I don't have, I don't have time for that crap. Like if you're either gonna, you're gonna, pardon my French, Larry, I'm an old dog. You're either gonna crap or get off the pop. You know what I mean? And I'm, and the thing is, if you, I teach our team this, if you have to convince them now, you'll have to convince them forever. It's the same thing when people ask me like, oh, they're thinking about quitting. What do I do? I'm like, God bless. They're not the one. So I would say our presentation is usually like the whole thing. If they end up joining, it's usually 45 minutes, you know, or so. But I'm not, I'm not sitting around trying to convince people. Like I said, like they, they need us. We don't need them. Like the cost of groceries is getting really gunkulous. Like, you know, a full, a full shopping cart, what used to be a full shopping cart is more like three bags now. And there's never been an opportunity. And it's crazy because the worse the economy gets, the better it gets in Primerica. I'm just being honest with you. So like, I'm not trying to convince people. I'm like, Larry said, Art said, you got to sell the sizzle, baby. Like if that doesn't get you going, God bless. So I combine that with, I ask questions of what they're looking for. And I ask them if I can help you get that, wouldn't that make sense? And the other thing is, I'm not trying to, I'm just not, I don't, I mean, I just don't care. Like, like I said, it's weird to say that loud, but I just don't care. Like, I'm not going to convince you to do this. I didn't have to be convinced. Does that make sense? Absolutely. I mean, like you said, it's not, you're the one with the life-changing opportunity. You know, you're not going to grovel and beg to try to get somebody to listen to you. If they don't see it, they don't see it. On to the next one, which is basically, you know, you, Miguel, any of these top guys that are going through the numbers. Same thing is, you know, why would you sit around and try to convince somebody it's the best thing in the world when you already know that's the cake, you know? And somebody jumped in with a question here that says, how do you guys generate so much activity? And to me, that's an obvious answer. If you're running through those many people and those many numbers and those many warm markets, it's almost impossible not to generate that much activity with, you know, just referrals, referrals, warm market referrals, going through the numbers. But I'll let you jump in on that as far as if there's any different, and answer how much, how y'all generate so much activity. Yeah, it's a, you know, it's kind of a, it's a weird thing to talk about because I kind of get like, what's the word I'm looking for? I kind of get like kissy, because I just feel like people got away from the original art William system. Like you're in a people who get people who get people building that business. My mentor and spirit animal is Bill Arender. And I had never, I mean, I had met Bill, but he didn't remember me. We were brand new and we won something to get around him for a couple minutes. And Bill used to talk about crock potting people. And people are gonna come out when they're ready, right? And just let them sit in there. Most people, they're trying to convince people. And the other thing that Bill used to talk about is the multiples. I built and modeled our business around from what I learned from audio from Bill Arender. And Bill used to talk about compounding people and compounding activity, right? It's three who get three, who get three, who get three. It's taprooting people. Some reason, I don't know why, and if I had to guess, I'm a baby in primary care. I've been a woman for like less than six years, okay? But if I had to guess, I would say people started giving a crap what other people thought of them and started getting nervous around the word recruiting. And they started feeling like the pyramid scheme thing was an actual objection. And they got nervous, so they stopped talking much. I do not care. We're not selling miracle drinks, lotions, potions, snake oils, or sex toys. I'm being honest with you, or Tupperware. I don't care. So if you've got that type of a feeling from the beginning, and then you're actually taprooting through people and getting into their hot market of people, everyone's got three to five people. Like it's crazy that we're recruiting 400 people a month in the base shop, and I'm not even happy at all because we should be recruiting 800 people. But I'm waiting for that next compounding period. It's so crazy. People are overcomplicating. If you've been in the business for so long, stop overcomplicating it. Everybody wants to make more money, and everyone has a hot market. Why would I spend time trying to prospect my people and run my shopping cart into people at Walmart saying, hey, you look sharp. Andy, this is Larry. Let me help you, Andy. Let me help you. OK. And again, the clear everybody is on this is the reason when your business is frustrated and unpredictable is because you're dealing with individuals, which means you're in sale, OK? You're in sale. If you don't have activity, you're trying to prospect yourself because you ain't got anybody else to help you. And so you have to prospect yourself. You don't like prospecting, and so you don't have activity. But the people who understand sales management, override, and building people. And the reason that you recruit is to be able to build and multiply and get someone where you can play bird dog, hunter, and you can get them to just go out and point out some people for you. And then you can go in and close the deal. Now you can multiply. And so where that comes from, that used to be sold. Art Williams was the first one I know that made a huge deal out of selling sales management versus sales, which is overrides. And it's very simple. This needs to be, you know, you get pissy, I get pissy. Because to me, this needs to be in every friggin' opportunity meeting. Sales is great, like you say, if they want to be. And sales, great. We need millions. Because you can go out there, you don't have anybody to worry about, and you can go out and make yourself a big income. And all you have is yourself to fool with. And that appealed to me, Andy, when I came in, because I came out of construction, where I deal with 11 crews of idiots every day, and we build 25 houses. And you know, it was just like managing monkeys, you know, subcontractors. And so I like the idea. Hey, you know, when I get out of bed, my feet hit the ground, my whole organization is rolling. Then it dawned on me, like Art would say, it's great, but sooner or later you're going to realize you're going to reach the limit of what you can do, because there's only 24 hours in the day. And so if you want to. And I think, Larry, too, I think people need that, because I went through this. That's why exactly, like I said, because you make so much, you can make so much off your own personal pen that you become, it's like a drug. You become addicted to that quick comp. And you can lose sight of the actual vision and the actual reality of what we're supposed to be doing here. And that's what happened to me for three years. I mean, we've been in the business for five years. For the first three years, I was like a drug addict. I wanted that quick hit. You know what I mean? And if you're not going to do it, screw you. I'll just go do it myself. But like you said, Larry, is you get burnt when your activity goes down, your money goes down, and then you get burnt on the business. And what happens is, like I hate prospecting. I feel like I'm going to puke all over the place. I hate it, but you got to do it. I mean, I've done the BNI thing. I've done the Chambers. I've done all that crap, but I will tell you there is no bigger, better, faster, easier way than the multiples and compounding people and selling out to massive recruiting. And I think we all, at some level, Larry, we need to get burnt on that because it instills a sense of urgency in you to make sure when you bring on that new person, you drive them and you get them three people as fast as possible. And then you get them three people as fast, and then you just keep duplicating that. And that's what our team is doing right now. We're going so fast that the multiples, it's just getting massive. And then through the influx of that, like Bill O'Renner used to say, people get caught up in the products, Larry, the life insurance, the prepaid legal, the investments, the mortgages, senior health care. Bill O'Renner used to say, you could plug in daggum vacuum cleaners into this thing and you're going to sell some vacuum cleaners, but you're losing the actual site. It's compounding people. And most people, I think they're unwilling to do the work it takes, and they're unrealistic in their expectations. And I think about the theory of decreasing responsibility, right? It's like the green line represents your need for life insurance, the orange line represents your investments. Well, you've got to build that. And then in 30 years, you've got grown kids, you've got lower debt, you don't have your need for life insurance at the bottom. It's the same thing when I teach our team, Larry, I call it a theory of decreasing effort. In the beginning, your efforts are through the fricking roof. You're working your buns off, you're underpaid, you're eight year old, and you've got next to no results. But if you can keep that up long enough and start building and driving through people, eventually, like you said, you get into the sales management and the override. And that's when it gets crazy. So like even my personal talk track, Larry, on appointments and when I talk to people has changed from like, I'm not in the business of recruiting people anymore, I'm in the business of RVPs. And it's so wild to me that even like, I tell people like when I bring them on, I'm looking for you to open up a new branch office. That's what I'm looking for. Who's it gonna be? Who's gonna be the RVP? Because it's even your, I've never heard somebody, Larry, describe it as better as you just did because it's the same thing. I'm looking for RVPs, not recruit. And I know my job is to bring them on and then build them a team as fast as possible because if you quit, God love you, I get all the people. If you don't, I wanna have you such a solid foundation that you're gonna be able to go through it and build it on your own. But in the meantime, you can make some money while you're learning. Does that make sense? Absolutely. And the thing is sales versus sales management. Like sales is great, but it is limited and it's insecure. It can, at any time, you go on vacation. You know, we used to do things, all kinds of things in our meetings to explain this to people. And when you have it in your meeting, you teach your people eventually take over your meeting. And when they're teaching it, they're reminded of this crap. What happens is people forget about sales is insecure, you know, and limited. But then you say, if you want to go beyond that, you want security and you want unlimited, well, we have something for that. That's sales management. And that's why we get excited about that. And that's why we put everybody on a race to district, you know, race to management game plan as soon as they come in, because the first promotion is the hardest. And from there on, you can make money three ways. And anyway, but when you have that early on, people constantly are repeating it to the new recruits. And your management team is constantly reminded sales versus sales management. And, you know, man at the masses is totally unpredictable. You know, it's totally predictable. And man as an individual is totally unpredictable. And, you know, things like that just need to be a mantra because you have to build your business. If you've got to build a building business, there is foundational truths that you have to keep. And it's easy to fall back into sales. That's what people don't understand, Andy. It's easy to fall back into sales. The whole organization to slide back down the hill and they're just selling. And you got, yeah, go ahead. That's what we're teaching people, Larry, is we teach our organization about we're just building. And it gets so fun and I kind of like, I mean, I understood it, but I really, I saw the value, you know what I saw the most value in is? I saw value, like you said, I saw value in people bringing me people. Because in the beginning, yes, it was all me. But if I could get people to get people to me without me having to go find more activity and more recruits and more clients, that's what I started with. And I think that's really the biggest first pillar of building a big base shop. Is you getting a couple people that are willing to go out there and find you people. It's like hunting and gathering, right? You're the hunter. If you're on the big hitters call right now, you're a hunter. Maybe you don't, maybe you haven't bagged anything and brought anything home in a while, but you're a hunter. You're here for a reason. And I saw value in finding and developing a system where people brought me people. And I always say, Larry, I tell them like, you hook them and I'll cook them. Just get them in front of me. It's the same thing with a training appointment. Like I don't care what you tell somebody. I really don't. I'm not signing appointments for my people. You just get them in front of me and let me do my job and you watch. That's what we do. And now the duplication of that has gone and grown so much. Like we have our weekly new people and weekly leaders and things like that speaking on our team calls. I'll get on a call. I remember this happened two weeks, three weeks ago. I get on a call and there's two, three new people speaking I've never talked to in my life. I've never seen them. I have no idea who they are, but they're number one for the week and they're speaking. And I'm like, these girls are RVPs. They don't even know it yet. And that's, but that's when it gets fun as me because you know what? Now I know I've reached out and that's who I know who to connect with. Most people, they're wasting all their time trying to make the wrong people into the right people. And it will never work like that. One of my famous sayings that I say is most people, it's been, they try to find the right people and then build a big base shop. That's not how it works. First, you've got to build a giant base shop and then the right people find you. Does that make sense, Larry? Absolutely. Andy, talk about some of the things you do for competency. I know everybody's running these big numbers. You're getting the mindset right. Talk about what you do to ensure the mindset of your people coming in and talk about what you guys do, encouraging the numbers by different competitions within the base shop to drive those numbers. Yeah, well, it's kind of, you know, it'll take time to get up there where we're at right now. I'm gonna be honest with everybody. But one of the biggest things I think I as a leader do is I never let people be satisfied with small victories. Like, you know, one of my favorite quotes is by Babe Ruth. He says, yesterday's home runs don't win today's ball game. Nobody cares what you did last month, last year or two days ago. The biggest accountability anybody can have is a scoreboard. So one of the things we teach our people is we're always, when we teach stuff, we teach competition. Like, we teach like where the scoreboard is. In POL, where the company records are. We encourage people to go break company records right from the get-go. We show them on the app, on POL, where the competition scoreboard is. We encourage them to go fight to be number one in the state. And you know what the thing is, Adam, I think the biggest separator is the second year number one state below, and we always do below RVP, not a category. Most people, what they do is they try to minimize the amount of effort it takes to really win big. And what they'll do is they'll look at like, I'm the number one senior rep in Idaho. Like, well, nobody cares. Why don't you go be the number one below RVP in Idaho? And then once they are, we encourage them, like the day you're like, hey, coach, listen, look, I'm number one in Idaho, and you know what I would do, Adam? I would send you a picture and show you where you're at in the national leaderboard. Because we have a higher standard of what success looks like, and we're constantly pushing each other to get great. I love telling this story. We have one of our girls, Danielle Chappell, she got her $50,000 watch. She'd been in the business for five months, brand new. She got her watch, and I sent her the PDF on how to fill out the watch, Adam. It was so funny. She was all like disappointed. I was on the phone with her. I'm like, what's wrong with you? Like, your cast eye, what's going on? She's like, well, I'm just bummed out. I'm like, what's wrong? She goes, well, I didn't get the, she goes, I didn't get the Power Builder watch. I only recruited 80 people last month. And I said, what? She goes, I didn't get the Power Builder watch. I only recruited 80 people last month. I said, first of all, that's for the ring. Second of all, that's in a year. And she goes, people don't recruit 100 people in a year? But Adam, that's the amount of size of our people is you got 80 recruits in a month, you got your watch five months in, you're bummed out because you don't think you got the Power Builder watch. So like, we're always expanding everybody's vision and teaching them why would you worry about being number one on the team when you could be number one in the state? Why would you care about being number one in the state when you could be number one in the country? Why would you care about being number one in the country when you could be the biggest of all time? Yeah, I like that. Those can be, like you said, those can be small starter goals, but not the end goal. They can be stepping stones. And I think Larry had another question he wanted to jump in with. I know we're gonna get questions on this. So Andy, to clear things up, on your 16-minute presentation, could you clarify the bouncing ball of topics you like to hit this, this, this, this, this in the 16 minutes, you know, follow the bouncing ball through your presentation. When you're talking to them, I guess you're talking to some on Zoom, some in person. No, we're 100% on Zoom. Okay, 100% on Zoom. You're looking at them, you got their face in front of you. Hey, how you doing? Boom, boom, boom, boom, boom, boom. And now, what are you looking for to cover and what kind of responses are you looking for? It, cause you know, you gotta be organized. You gotta be specific to be dynamic. You wanna be duplicatable. You know, you wanna make sure your people are doing the right thing. And so, I'm sure as you, you know, you refine this thing because you, when you do something 50,000 times, you refine it down to the exact what needs to be covered. So, what have you found exactly needs to be covered, the point to walk them through, to get them to, and do they sign up? You said it was a 45 minute to get them completely signed up. What happens after the 16 minutes? Just, I just, I don't wanna get questions on that, so I figured I would ask. Yeah, so, and then, too, Larry, that's a very good question. And I think, too, that people need to realize that the 16 minutes is like really the brass tacks of everything. So, like, don't think you gotta be like yelling at people and talking a million miles a minute, but one of the biggest things we did is when we transitioned, Brittany and I, when we transitioned to being 100% remote on Zoom, I realized that there was a disconnect. And what it was was, you know, in the past, like when I would run an interview appointment, either A, I was showing up at a Panera, right, but I would get out of my Cadillac and I'd have a suit on. So, like, there's a level of credibility, right, and edification there. Or if they would come into my office, they would be greeted by a receptionist, right, and there was a ward that says Primerica on the building, and there's all this stuff, and there's people there. They would come sit in my office, sit on a presentation. The biggest thing I would challenge everybody to realize is when you're on Zoom, people have no, you're just some dude off the internet, right? It's just, so, the thing I realized a couple years ago was I needed to give and almost express a mini-op night to my newest and new people, right, so on their recruiting presentation. So when I sit down on their recruiting presentation, some of the biggest things that I, the most important thing is I ask them if they've ever heard of Primerica before. And generally, they, 99% of the time, Larry, what do you think they always say? Probably no. No, and then when they say that, I say, like a good neighbor, and they say what, Larry? Well, this is Adam, but State Farm is there. There you go, stay over there, right? Like a good neighbor, stay over there. And I say, well, the good thing about Primerica is that we've been around since 1977. The only difference is we don't spend a billion dollars a year in marketing and advertising. And I ask them, Adam, let me ask you a question. Is a company that spends a billion dollars in advertising, do you think they're more concerned about you, Adam, or their own bottom line? Yeah, that's a good question. Come on, I know, I got all kinds of them, brother, right? And that's what I do is I explain to people, hey, look, we went public on the New York Stock Exchange in 2010, you know, our stock price is at X today, right? We've got millions of investment accounts. We've got, you know, all our life, and I give them along with the mini-op night, and I'm just talking about all the stuff we're doing, you know, and we teach families how to be proper protected, how to be completely debt-free and financially independent, you know, and I just show them like this, and I just explain to them this is what we're doing. Isn't this incredible? And they're like, yeah, that's it. You know, it's so simple. Like I said, Larry and Adam, I think so many people, Adam, they try to, they just over-complicate everything. I had this one time, I remember, I was sitting on a Panera, and I remember I was in there, as anybody, I saw somebody else in Primerica giving like a presentation to somebody, okay? And I'm like, it was like 17 pages. I'm like, what? Because what happens is the more we complicate things, you have to realize what people are thinking when they're sitting across from you. When I talk to people, I'm looking at how to communicate to them and what are they thinking. And every single person that sits across from you when you're running an appointment, they're secretly, one, is they're sizing you up, they're judging you by your cover, okay? And they're wondering, can I do this? And the further you go into all these crazy details, as much as we love them and we know them all, the more and extensive that gets, the more and more of a chance they have to say, you know what, I can't do all this. My presentation, our organization's presentation is very simple. It's just explaining to the company what we're doing and how we're helping families. And whatever they've told me, like Adam says he wants all that extra supplements for to get all swollen in the gym. I was like, Adam, let me ask you a question. If you could help families do all this stuff, but earn that extra income, be able to buy the best supplements on the planet, is that something you'd be open to taking a look at today? And Adam, what would you say? Absolutely. Great, what are you most excited about? And then I just start filling out the application. That's it, dude. Yeah, it is so important to keep things simple. I remember I had a guy years ago, they sent me out with, I won't mention any names, not even really around anymore, but he took me out to a kitchen table. And the first one I'd gone out to, I was sitting there, I got completely bored out of my mind listening to him. So I just ended up taking over and doing it real quick because I got the attention span of a two year old. And we ended up, we left the presentation or whatever, the meeting with a client, and he goes, man, you did a really good job. I was like, well, you were boring the crap out of me, man. Just sitting there for 20 minutes, I'm falling asleep. Get in, get out, because the world has everybody programmed for about a 60 to 90 second attention span on everything, with social media, Instagram, this video, that video. You know, they're just like, they're little blips, little blips. And that's how much time you have to capture their interest or attention. And like you said, as soon as it starts, as soon as they have to really start thinking about it, you lose them. Yeah, and that's why it's too handy. Andy, by the way, Andy, by the way, I wasn't the one training him that night. All right, good. I was just texting him in the background to make sure it wasn't. It's so funny too, because even the littlest things, like people don't realize, like that's why it's so important to use people's names, Adam and Larry, and to ask questions. Wouldn't you guys agree? To keep them engaged of what's going on. Because it's so simple. Like we teach the most simplest things on the planet to our people, because that's what it is. But like Larry, like you said, when it's that simple, it's easily duplicatable. And when it works, people see results. And then they buy into it. And what do they do? They don't overcomplicate it. They just do more of it. So that's what you're seeing right now. It's bananas to me, like what we're doing right now. But I know there's so much more, and it's so fun. Like don't get me wrong, like I love the money. I will literally roll around like Scrooge McDuck. I love it that much. But it's to see our people winning, and our people making the income, and our people's lives changing, and being able to do the things with their families, and be able to take that time off, and the messages I get, and people thanking me. And it's just, it's so fun, really. Because like we said, Larry, when it's all about you, you're not going anywhere. I mean, our income, we got ownership, and I'm gonna be very transparent with the big hitters. We got ownership, and we built our dream house. We built a 6,000 square foot house here in Tampa. You know, it's incredible. You know, it's got every upgrade you could ever get on the dang thing. But I took like four or five months off. And what happened to our income? It dropped like a rocket. So we literally went from 300,000 income down to 170,000 enrolling 12. So it's crazy, Adam. Everybody sees the diamonds. We jumped on paper. But what you don't see in January of this year, we were only at 170,000 enrolling 12. And we sold out the massive recruiting. And I said, I'm not doing this anymore. I need to go help other people. Yes, I can do it for me. I need to find other people that are willing to put in the work, and willing to do it. And those are the people I wanna help. We sold out the massive recruiting. And we actually went from 170,000 enrolling 12 that we just crossed our seventh diamond in a little over eight months. It's crazy. And what I tell my people on every call I personally do is this. I say, I'm gonna pay you so much damn money. You're never gonna wanna do anything else. And that's the truth. Like my neighbor, Noah McQueen, this guy's a beast. He's been in the business for 13 months licensed. And six months in, he got his RVP fully licensed, got his RVP contract part-time or working in the military. As a Lieutenant Colonel in US Army Station out here in Tampa. Six months in, he got his RVP contract. Eight months in, he got his ring. He's been in the business for 13 months. He just crossed his second diamond and promoted his first RVP in 13 months. But that's what I get excited. That's the building. And I love when I talked about Bill O'Render. He giggles on the phone when I talk to him. He says, like, you can't stop it at this point. It's just going. Because once you sell out to the multiples and building it art's way, it'll go forever. And it's so blissful to watch all the, and rescue and all these people and being able to watch them redo their houses and buy new computers. And yes, it's not about materialistic things, but it's so fun to watch other people's lives be blessed from the opportunity and the income through Primerica. And that's when it gets crazy. That's when I'm like, dang, I wanna do more of this. I wanna go find more people. I wanna go help more people. And it just gets so fun, dude. I'm just crazy. Andy, talk to us a little bit about, you touched on it real quick, but I wanna try to make a bigger, even bigger deal about it. But talk about the things you're excited about for the January school coming up. Talk about why you guys decided to do that. I mean, some of the reasons are obvious. Talk about why you decided to do it, what you're most excited about, and all the benefits it'll be for people to show up. Yeah, no, we're super excited for January event. It's like a culmination of a bunch of giant leaders here. Like I said, we got the great John and Patty Lavin, Gary and Rhonda Byer, Ed Navano, Ortiz, Charlotte Mott, Merlin Gibson. And then we got Mario and Frannie Arizon as guest speakers, Jimmy Meyer coming in, myself and Brittany. But I'm gonna be honest with you. If you're on the West Coast, don't take this the wrong way. It really grinds my gears that there's a West Coast convention and not an East Coast convention. Now, I know that normal convention is supposed to be like the East Coast convention or whatever, but we're getting so big that I don't think we need to be pigeonholed in the little territories anymore. And Larry and Adam, like, I wanna help the company get big because guess what? When you're an RVP, you're an owner. And when you own stock in the company, it's in my benefit to try to get everybody to blow this thing up, right? Because I want nothing more than the stock to go to $15 billion a share. So, like, we wanted something where we could put everybody together and then teach the very basics on how to get really big and how to get big fast and stay big and build a foundation of a super strong, strong organization. So, yeah, I'm super excited to have all these crazy big leaders. It's like nuts to me when I look at the lineup. And we also wanted something, Adam, that was open to everybody. You know, I feel bad. I love helping people more than anything on the planet. And I'm getting bombarded with calls and stuff like that. And people asking me for help and things like that. So, I wanted to make sure that we did an event that it was gonna be open to the entire country. Like, I don't care who you are or what team you're on. You're more than welcome to come and plug in. And we're not gonna change systems and we're not gonna do any of that stuff. But what we are gonna do is teach the fundamentals of how to build big because it doesn't matter, Larry, what system, what presentation, what you use, because the fundamentals of the business and the fundamentals of Primerica will never change. And one of the best things I love about when I talk to Bill Arunder, he started telling his people and he's 100% right. Where everyone is right now, I don't care if you're brand new or what you're kind of crap and struggle you're going through right now. Brittany and I have been. And where Brittany and I are right now, everyone will be. And we wanted to have a platform that would raise everyone's game up. And we need to be, Glenn and Steve Madison and these guys from Home Office, they're not even talking about, but we're in a championship right now. We're on the verge of going to Dome and be the biggest we've ever been at licensing in a long time. And then we're gonna go back and take back the number one spot. And I don't think there's any reason. I mean, this company went from 85 licensed agents to over 250,000 licensed agents in 13 years with no fast start, no internet, no social media, no Zoom and doing paper IDA. What the hell are we doing? I honestly believe that we can get a big enough group of people on the trajectory that our organization's on and blow this thing up. There's no reason that we couldn't be like 500,000 licensed agents in the next three years and go into our 50th anniversary of Primerica and being the biggest company in the history of the country. And that's the kind of where I'm at right now. Like I think so big sometimes, Adam, I don't like to talk about it because I'm gonna scare people a little bit, but I just wanna try to lock arms with as many key leaders as possible, like you and Larry, and just run big and wide open and help everybody elevate their game to the next level and help everyone's income grow and just get super massive together. I'm really excited. Well, Andy, as you know, the biggest mistake anybody can ever make in life is not thinking big enough. So, you know, the fact that you're thinking that big, thinking those numbers, yeah, let's scare off everybody that's worried about thinking that big. We don't want them around anyway. You know, I don't need that kind of negative energy. Talk about, I'm trying to get some of you guys to hit on this, but tell us, I know you were, you know, you were the chef, you know, unbelievable chef working all over. Talk about your life and what you thought was possible before Primerica, and then talk about your life a little bit now and what you, you know, how your visions opened up to the possibility. It's a totally different, it's like living in a completely and totally on a different planet, you know, the options that you can even think about. And I'll tell you, Adam, that is the, you know, when the cameras are off and the Zoom lights are down and my wife and I are having heart-to-heart conversations that just we have inside our own home, that's what we talk about, how blessed we are to be a part of this. And I'm not gonna start crying on a daycare's call, but how grateful we are for the Primerica opportunity. It's nuts to me. Like we're not only going to Hawaii in February, but we're taking 14 people with us, paying for a month in Hawaii and paying for all their airfare and our family to bless them and give back. And it's nuts to me because when, it's almost wild. It's like, you know, when you're, I feel like when you don't have money, it's all you think about. But I feel like when you got it, you don't even think about it. And that's the biggest blessing, is not even have to think about it or worry about it ever. Like, I don't, it's so wild to me, what we do, even like when we built our home, we literally got every option you could on the day thing. And I remember Noah, our neighbor, who's now our RDP community SVP and owner, he told me, he's literally our neighbor, Adam, and he said, you know, they used to walk through our house when it was being built and they would try to figure out who was building this giant house with all these options on it. They must be like a doctor with 17 practices and do all this stuff. And like, no, it's a kid that's been doing this for five years that got kicked out of two high schools and I have a GED. And it's so crazy to me because it's like, when we're building it, all the options, I remember like crazy, the design team, they looked at us and they were like, this must be your forever home. And I looked at them, I'm like, probably not. And Adam, their face just went white because I'm like, this is just to get us through to the next step. And it's so crazy to be able to do all this stuff and be able to bless all these people and do crazy things. And it's not because anything, literally anything is possible. I mean, a hundred grand a month is cute, but soon we'll be making a million dollars a month. And that's what I look forward to is because I know, like Larry said, when we get, not if, when we get to the point where we're making a million dollars of cash flow a month, it's not about us, it's about how many thousands and tens of thousands of people we're rescuing and helping them follow their dreams as well. That's when it gets magical, dude. Well, Andy, I've also been kicked out of a school and expelled a couple of times, so that makes me like you even more hearing that. Yeah. That makes me like you even more. Some point I'll have to hear those stories, but man, this has been a mind blowing call. We are super glad and excited you took time out to get on here this morning. I want you to leave us with what's your, leave us with your final word here on the call this morning and then one more time, if you don't mind, give that website information for the school in January here at the end. Yeah, yeah, yeah, absolutely. I'll tell you, you know, if you guys, like I said, the dates are January 12th and 13th, it's gonna be in Tampa. You can go to redlineevents.reg, R-E-G fox.com or just shoot me a message on Instagram at Andy Onsen, or you can text the word events to 248-290-6073. Super excited, we're gonna have $7 million earners there, but I'll tell you, I'll leave you with one last thing, Adam. I think a lot of people, if I could give them one area for improvement, it would be quit letting your why become your excuse. I know a lot of people talk about that all the time, but most people, they're never where they're supposed to be. One of my favorite things is this guy I went to high school with, his name was Jim Rohn, okay? He used to have a saying, I love Adam, it was called never bring your briefcase to the beach. And what that means is most people, when they're supposed to be working, all they're doing is thinking about being at home with their family. And most people, when they're supposed to be present with their family, all they're doing is thinking about where they're supposed to be with their business. And they end up never being anywhere at all. So one of the things I wanna teach the big hitters before I leave is we teach our team what's called solid yellow lines. It's like driving down the road. You know when you see two solid yellow lines, you're never supposed to cross them. So it literally goes God, family, Primerica, in that order. So you need to schedule those things first. So what Adam, what we do is we teach our people, schedule your time with your faith. Schedule your time with your family. Do that first, schedule that first, that's most important. But then you know what? Fill up the rest of it with the business. Most people, they're so worried about being with their family, they never schedule time with them. And then they never end up building a business and getting their family that dream life. And you've gotta be able to schedule that time first and then fill up all the white space on your calendar with activity. And realize if you wanna be able to shop without looking at the price, first you've gotta be able to work without looking at the clock. And I'm telling you right now, if you ask God to move mountains, you better be prepared to wake up next to a shovel. That's it, Adam. So good. Well, thanks, Andy Mann. We appreciate you taking time out to be on the call. It was a fantastic call. Thanks everybody for being on.