BIG HITTERS 2023-01-09 Pre-call Recruiting Tips with Brandon Reed & BHC with Mario Arrizon

The speaker, Brandon Reed, discusses the importance of recruiting in Primerica. He emphasizes that recruiting not only offers people an opportunity, but also allows access to new markets. He shares his own success story of tap rooting and how it helped him build his business. Brandon also highlights the benefits of using social media for prospecting, as it provides a comfortable and convenient way to reach a larger audience. He concludes by encouraging new recruits to take advantage of the company's incentives and utilize available resources for growth. How's it in Texas this morning, a little cooler than usual? Well, I'm actually in Las Vegas right now. Oh, you're where? Vegas? Vegas. Uh-huh. Oh, okay. It's early out here, but I'm up. I'm ready, fired up. Yes, it is. Fired up and ready early this morning. Fantastic, man. Well, thanks again for being on. I will count you down here, and then we will let you run for about 12 minutes on your recruiting tips. And if you have a break or whatever, I'll jump in with a question. But otherwise, we'll start this thing up, and then we'll keep you on for the main call if you can and have you jump in with a question or two during that as well. But here we go. Five, four, three, two, one. Welcome to our pre-call recruiting tips segment with SVP Brandon Reed. Brandon is one of the top SVPs in Texas. Good morning, Brandon. What recruiting tips do you have for us today? Good morning, Adam. Good morning, big hitters. Good morning, everybody. So excited to be on here this morning and talking about one of my favorite things to do, one of the things that's primarily the reason for the success that I've had in my business for my 13-year career. You know, it's crazy to think, you know, being an OG millennial in this game so long and came into this business at 18 years old. And the reason why recruiting was so powerful for me and the reason why I truly had to get great at doing it, because at 18, being a second generation, you know, my direct uplight is my dad, Rodney Reed, who is direct to Peggy Hightower. And I had, in my mind, a lack of a market because, of course, he reached all my friends and family. And that's the primary focus of prospecting in Primerica in your beginning, you know, is accessing that warm market. And for me, I understood why I had to recruit early on, Adam, is because it taught me how to be able to expand my limited market at that time. You know, once again, my friends or my family members were already clients, already know about Primerica, already been recruited. So, in my mind, it was limited. But when I put my recruiting cap on early in my career and I brought in individuals, what recruiting allowed me to do and what I want everybody to understand in recruiting, because if we just here go recruiting, we don't understand why. We don't understand the game plan. For many of our new people, we won't go do it because it's foreign language. You know, go do insurance? Yeah, because we understand I do that, I make money. But what does recruiting want to do? Well, this is what recruiting does for your business. Recruiting allows you, first off, for others, allows you to give people an opportunity. I tell people all the time, there are two things that we provide here in Primerica, and no, it's not life insurance and investment. The two things that we provide here in Primerica is education and opportunity. The education is designed to create us clients. Teach the Rule 72, the Theory of Decreased Responsibility, that's designed to create the interest to educate and to get people to move forward on the different services we do. But outside of education, the second thing we offer is opportunity, an opportunity to help people get what they want, an opportunity to help people get free, an opportunity to be able to help people build a legacy. You know, I talk about the four characteristics that we have, you know, in our income, that I feel everybody should be seeking, even whether they know it or not. It's an acronym. It's called Pure Income, Pure Income. The P is passive. U is unlimited. R is residual. E is equitable, an income you can own. So I understood early on I have to recruit to give people an opportunity, but I also have to recruit. The second reason to recruit is to be able to tap into markets, and that's where it allowed me to build the business we have today, is because recruiting allowed me to access different markets. I had a limited market when I came in this business, but because I stumbled across some superstars, I prospected and brought people in, now their market became my market. It's kind of like when we go on social media, we, you know, add somebody and they have some friends that we know. It's called they're our mutual friends. So if I go add them, I have a little bit more credibility because they say, okay, we know about 15 of the same people. Well, that's what we're prospecting and recruits more market does for us. It allows us to be able to connect with people that we have a mutual friend, a credibility source with, and I think that's a primary reason. And then from that, it allows you to get great at what I feel is a true secret of Primerica is tap rooting. So you see, when you get into somebody's market, that market's now your market. Now you're able to find some talent in their market. You're able to find some superstars. I'm going to give you a primary example. I just promoted my fifth regional vice president, Marvin White. I'm so excited about him. Went out, he did $40,000 last month, $15,000 cash. He has an $80,000 role in 12. But the crazy thing is Marvin came from tap rooting. You know, way back in 2013, Marvin came into business in 2021, but he really got introduced to me indirectly. I don't know who he was at the time, but indirectly in 2013, I brought in a guy named Anthony Sachs. Anthony didn't do anything at all, came in, didn't get licensed, but it allowed me to have access to his market so I could tap root. From there, I found a guy named Thaddeus. Thaddeus raced to district, did all the things, got access to a whole new market, and from that got into another connection, connected with a guy in real estate named Paul. I never recruited him, but I built a relationship. And because I built a relationship with Paul, he connected me with somebody in his market, still tap rooting, a guy named John Williams that did real estate. John connected me with a guy named Warren. Warren made one post his entire career in Prime America, one post. And on that post, he had 100 people that replied. And one of those people that replied to get on a Zoom and got recruited that night was a guy named Marvin White, who's now regional vice president, will get his ring this month. And just so excited about what he's about to do. But it all started in a decision I made in 2013 to prospect a guy named Anthony. See, for many of us, we're going to miss out on opportunities because we're not recruiting and tap rooting because we don't understand why to recruit, to help people get what they want but to get access to a new market. And that new market has allowed us to, you know, really multiply our business, grow exponentially, and I'm just so excited about what's about to happen. But I'm even more excited because every time we get recruits, it just opens up a whole new market. One person is really connecting me to 25 or more people and doing the list that allows me to expand my business, reach more people, and explode. And I think if we really, in our minds, understand the power of tap rooting, but first understanding why to recruit, that's really going to take our business to another level. The company's doing things to really allow us to do so with the $49 IVAs. The one recruited $3,000 to get an extra $500. I mean, we should be able to get that done for people in their first day of getting started with us. And a lot of people, because of the incentives that the company announced, this month it's going to set us up for an amazing 2023 if we take advantage. And I think the things that we've got to do to take advantage is utilize the resources that are accessible to us. One of my biggest successes is thanks to social media. Social media allowed me to build 70% of my business. See, I like to see social media as a prospecting supermarket. You're able to access millions of people from the comfort of your home. You're able to get into diversified markets. I have an Asian regional vice president. I have a Hispanic regional vice president. I'm diversified. And it's because of social media that allows me to access those markets. And for most people, the reason why prospecting is so great is because it allows you to be able to reach people in a more comfortable setting and a more convenient place. More comfortable because me going out in the beginning of my career could have been a little intimidating talking to strangers physically, right in front of them. But through social media, it's something, we have a level of courage sending a message over a computer screen knowing that that person can't see me, know who I am. They see a little default picture. So it allows you to be able to prospect more comfortably. So if we teach our new recruits who may be a little shy to make phone calls, who may be a little nervous after they run through their war market and we talk about, hey, we've got to go cold market prospect, and that's new to them. Well, they're used to being able to get on a computer and sending out messages, especially in this era. They're used to being able to use social media. Now we're just teaching them how to use it to grow a business. But there's comfort and convenience there. And I tell people all the time, Adam, that cold market prospecting will actually give you more efficient results. But social media prospecting allows you to play the law of large numbers. So if I go message 20 people on social media, I may get only two or three to turn into an interview on a recruit, less numbers, but I'm able to do a lot more in less time. But if I go out in the cold and I talk to 10 people because they physically see me, they hear me, I can form credibility instantly, my probability of me getting a recruit in the cold market prospecting is actually higher than social media. But social media is just a level of comfort. Because if I get rejected on social media, oh, well, it was a message. Back in the day, I may have been nervous to talk to the girl in person, but I'm going Facebook and message her because I have a little bit more comfort doing that versus in person I may be a little nervous. I think if we really take advantage of social media, it will allow our business to go to another level. I built 70% of my business for it. My five vice presidents came from social media. I think one thing it allowed me to do was reconnect with people. It allowed me to expand my market, but it also allows me to be able to teach others and really get prospecting multiplying my business, recruiting multiplying in my business, and the growth multiplying in my business because of social media. So I really challenge everybody to take advantage of the tools, take advantage of the initiatives Primerica throws out there. Everything comes from recruiting. Recruiting solves all problems. If you're having a money-making issue in Primerica, you just got to recruit directs. I think if you're recruiting four or five directs a month, that should lead you to $10,000 premium. If you want to play at a higher level, go get eight to ten directs. You'll start writing $20,000 to $25,000 of personal premium. Over the past five years, I've averaged $10,000 personal, but it all came because I averaged four directs, and it's all from a simple tool, going out there and asking people, do you keep your options open to make more money? A simple message, and that can allow you to drive directs, which is going to allow you to drive premium, which is going to allow you to drive promotions, which is going to drive you to RDP and beyond. So I hope that helps somebody on this call. Adam, I'll throw it back to you maybe for a question if we're ready to kick things off. Yeah, Brandon, go ahead and talk to us a little bit about what you say to a person when you're out there recruiting. What kind of things do you say to them? And then once you get the recruit, what do you do with them right off the bat to get them in the right direction? Absolutely. My thing is you can't say the wrong thing to the right person, but to an extent you can. So I think we've got to master some simple scripts, and it's simple, such as out and about. I always start off with an icebreaker, a complimentary approach. Maybe you have some nice shoes, or maybe you're dressed very short. What do you do? You must run your own company. I always compliment people, make them feel good, make them see that you see more in them than they see in themselves. So I may say, man, you look very short. What do you do for work? They tell me what they do, and I say, okay. Well, let me ask you this. Do you keep your options open to make additional income at the time the money will arrive? Do you keep your options open to make an extra $2,000 to $3,000 part-time with a six-figure potential? Half words to attract people. Six-figure potential, $2,000 to $3,000 part-time. That's going to draw people in. Well, hey, I'm in a hurry right now, but let's exchange information. I'll give you a call today. What time do you think works best? Lock in the call time right now, and then call them up to set up an appointment. I think that's the most simple thing. But it starts with we have to have a regimen. You've got to make the decision, in order for this to work in my favor, I've got to create a regimen. I need to get 10 names a day. I need to get 15, 20 names a day. I'm going to diversify it. I'm going to get some on social media, some out and about, some through referrals, calling up clients and getting more connections, taprooting still. And then as soon as I get a new recruit in the business, expectations are everything. You've got to understand, at the job, we have expectations. We have standards. When we get hired on, they say, I need you to do this, this, and that. We've got to set the same expectations and standards for our new recruits, and you can't be scared to scare them away. You can't be scared to feel like, man, I don't want them to think that this is going to be too hard. They're not hard enough for this business then. Don't be afraid to scare somebody off by, you know, getting them to have a regimen, getting them to have standards, because you might not turn on the right person, because strong people want to be led by strong people. So I set expectations. Hey, after I do the IVA, hey, Adam, this is what we need to do next. You know, the most important thing I've got to get done for you is I've got to, of course, we're going to get you licensed. Well, you know, in all businesses, the most important thing is you've got to have licenses and certifications. But outside of that, I'm going to build the foundation of your business. I'm going to help you build a team, and then I explain why to build a team, and I'm going to help you build a client base. But the game plan in the next three days is I'm going to drive you to become a district leader. This is how we're going to do it. You're going to get this, a $650 minimum bonus. You're going to be able to expand your market. You provide me 25 names. I'm going to turn that to 250. But most importantly, you're going to start off on a higher contract and have a wealth of knowledge and experience about the Primerica and my business system. How fast do you want to make all these things happen? Immediately. Great. This is what we need to do. The ones that get to district the fastest, they do this. They do their list right away. We set up our first 800 appointments, and we start running. And if we do things correctly, we can drive you to district today. Let's make that happen. Hey, Brandon, I'm going to have to cut you off right there. We're about to run out of time. But thanks so much, man. Great job. To download Brandon's recruiting tips and more, visit our website at ydellonwinning.com. Just click on the big hitter link at the top of the website and enter username T-R-I-U-S-E-R and the password GOGOGO, both all lower case. Thanks a lot, Brandon, and we'll keep you on for some questions and things. Sorry I had to cut you off there. Let's do our sound check with our speakers. We've got Mario on. Mario on? Not yet. I will check with him. Yeah, we should have already checked with him. Yeah, check with him. And is Larry on? Yes, sir. Yes, sir. Good morning, good morning. Yeah, good morning, Brandon. Good morning, Larry. Brandon doing a good job with our recruiting tips there this morning. Fired up. I've enjoyed that. And we'll kick off with Brandon if Mario, we have a delay with Mario, and just have him let us know when he gets back on. But I'm always surprised anybody out in California can get up this early. You ready to go at 6 a.m.? Yeah. It's hard enough for me to get going at 7 a.m. out at Aspen. Yeah. Oh, man. But anyway, we'll give her another minute. Brandon, you excited about the new year? I am fired up. You know, I'm big into sports, so 2023, I'm calling it the GOAT year, the greatest year for all of us, the greatest year of all time. So I'm fired up. Well, I'll be happy to get going here on a few things. If it looks like Mario is not going to be on for a while, and if you've got any questions for me that you're curious about, you can throw those out there, too. So we can just go back and forth. Absolutely. Absolutely. I'm ready when you are. Make yourself at home. Hey, I'm in the hierarchy, so I'm already at home. Right. Mario, we get going with Mario, hang around, and we'll probably give you a shot at asking some questions for him, too. Okay, that works. Looks like she's not able to get him right now, so we'll see if he calls in. Otherwise, we'll go ahead and kick it off and see what happens. All right, here we go. Five, four, three, two, one. Good morning, Monday morning conference call crew. Welcome to the Big Hitter Call. This is Adam Wydell. It is Monday, January 9th, 2022. And we'll say good morning to our speakers. We have good morning, Brandon. Good morning, Adam. Good morning, Larry. Good morning, Larry. Good morning, good morning. And we are waiting on Mario as well. As of today, there are over 100 RVPs and above with 30 or more in recruits and over 100 RVPs and above with 30,000 or more in premium. There are 92 below RVPs with 30 or more recruits and 29 below RVPs with 30,000 or more in premium. The top five base shops are five, Andy and Brittany Onstead with 229 by 117, four, Alba and Danny Baragon at 250 by 126, three, Jorge and Marenius Fennell at 180 by 161, two, Jamie and Janet Gomez, 156 by 183, and number one, Lakeisha Edwards at 161 by 209. On today's call, we are spotlighting multimillion-dollar earner Mario Arizon, kicking off the new year of success. Waiting for him to get on the call now. Mario is number 12 in recruiting in December with 142 recruits and number eight year-to-date recruiting with 1,454 recruits. He's also number nine in premium in December with over 90,000 and number 10 year-to-date in premium with over 1.2 million. We also have Brandon Reid on, one of the top SVPs in Texas, and glad to have him on this morning as well. So while we're waiting on Mario, Larry, I'll turn it over to you and get some things rolling with Brandon. Okay, thank you, Adam. Brandon, this is going to be fun. You've got a lot of momentum, and you're a whole lot more developed as a leader and prepared to lead some big-time breakthrough growth because of what you've been through the last couple of years. And I know that kind of gives you a confidence and an excitement, but also you've got a team you can run with. What do you think are the main things that you have in place, that you have developed that's going to allow you to move quicker, faster, better as we go into the new year and as we race through 2023? Awesome. Great question, Larry. And I think what's going to position us to really have a, you know, last year I'd definitely say was a breakout year, but even to a higher level, taking the momentum and carrying it over, I think it's a simple thing is, first off, we stand on the shoulders of giants, being able to have access to these calls that truly give us everybody no excuse not to get big because all you do is have people telling you how to get big, and we just got to make the decision that we want to get big. First off, that's the first thing is just constant growth, constant ability to just learn and succeed, but also I think the most important thing is we have a system. We have a system in place that's designed for us to have growth, from the way we track things, the way that we train. I train really every single day. I was on the call last month or so, and I talked about how we have a training regimen that's designed to develop polished leaders. Mark says it all the time. You have to build a business which sells professionals, professional people. They come through here part-timers. They come through here with an employee mindset. They come through here with a lot of flaws and weaknesses, and we've got to take them through an assembly line to position them to become a professional, and we have a system and a training regimen that makes that happen in the business. In that case, all I have to do is fill up the little runway that you put the products on when it comes to an assembly line. My team's focus is just to put more people on it, and if I put more people on it, more people will be processed. More people will be polished. More people will become professionals, and then once again we have the system in place from how to take a new recruit, get them off to a fast start, how to build districts, how to be able to do all these necessary things. It's already in place. So all I have to do is keep people going through. I'm curious, what are the checkpoints, what are the keys in moving people through and developing them as polished leaders, but not only for their train, but they work and they grow, and they've got their focus on moving forward and taking that kind of responsibility. So what are some of the key things that you've put in place that you're excited about that you see gives you the biggest results in developing polished leaders? Absolutely. Absolutely, and I think the biggest thing is we've got to understand it's all a numbers game, and we've just got to allow the law of large numbers and the law of averages play its course. So we don't know on the outside who's going to be our next big person. We've just got to go out there and give people an opportunity. So the thing is I just teach large prospecting, prospecting in large numbers, and then allowing the system and, you know, Primerica and the people we bring in to either clean themselves up or fall off, you know. So I have expectations. You've got to set big expectations for people and let them know what it's going to look like, what the process is. We're going to do this. We need to do your list. We need to set up this amount of appointments while we're still on the line today. We've got to tell them in game the results and why we want to get them there, why they want to become a district for a higher contract, more bonus money to get them excited. So I think the most important thing is we've got to make sure we bring people in, we move them with a sense of speed, urgency, and accuracy, and through that we make sure we have a system that's designed to develop and become a district, develop and become licensed quickly, and then just keep running that play over and over and over again. And then after that you teach people how to do that. You teach people. You duplicate yourself, and then that's where multiplication kicks in and really gets your business kicked off. So the thing I do to help. I would imagine the way you – a big piece of that is you have a series of weekly and monthly meetings that are kind of like the buckets that you pour people in, because you know if they get there they're going to get the information, they're going to get motivated to run to the next one, and, you know, because you can't cover all of this stuff individually with every individual person. You've got to – part of the thing about a system is having the series and cycle of meetings that have the important information and the training information, but also activity triggers, activity recognizes, like Adam's always wondered about the competition. It's like, you know, the meetings that trigger the competition, you know, that trigger the activity, that recognize the people who do, you know, have just come into that meeting with the most recent excitement, you know, from success. And so what are your cycle of meetings that you have on a weekly basis that, you know, because it's really easy to have meetings all day long, but what are the critical few things, if you only had to do these, these are the ones you'd do? Absolutely, and I think that's so key to have meetings constantly because people have short-term motivation. We can't be the ones to motivate people because when they're away from the environment, they lose that motivation. But if we are going to be the ones to motivate people, we might as well make sure we have a current series of events to keep them motivated enough to really learn, gain the skills, and be successful. So, of course, it kicks off, you know, I feel the most important meeting, especially for brand-new people, I tell people all the time, is the Sunday team calls, where people get to get on a call, and it's nothing but positive excitement. It really gets people to see the environment, the family-oriented environment allows people to get the necessary motivation, encouragement. So I think that's a very important meeting where I make sure, hey, when I'm doing the orientation, can you commit to showing up to a Sunday call at 8 p.m. every Sunday, no matter how you feel, because it's really going to be poised to help you go to the next level. It's going to get you in a position to be successful. So that's one meeting. Another thing that really has been, we're not doing anything really in person. We do some kickoff meetings every quarter, but primarily everything is done through Zoom right now. We're going to, you know, make some adjustments in 2023. But the next most important thing I feel that's taken my business to another level, it's doubled our numbers from 2021 over 2022, is when I made the decision January of 2022 is I'm going to start running my own meetings called Six Figures in Training, and I need to get like trademarks in them. I tried to use Mr. Dunn's plan. But Six Figures in Training is every Tuesday through Friday at 8 a.m., and each day we train specifically in an area. Tuesday is a product training. There will be some times I'll have some home office product experts, somebody in life offers, somebody to come on and just get people, you know, game in that area of products. Wednesday we'll do a competition and compensation. We'll train on the money. You know, this Wednesday I'm going to train on equity so people understand how equity operates in our company. I train people on how to look at the competition scoreboard and attract people's business to see exactly what you've got to do to win. If I want to build a business like Mario, let me look at Mario's numbers, recruits, premium, team cash, cash flow codes. Let me look at his through first if I want to look on a large scale. So I teach people how to do those things. Thursday is recruiting and building. We're talking about, you know, how to build distribution, building district leaders, systems, processes. And then Friday we do prospecting and presentation. And lately we've been calling it Freedom Friday, so we're really training on becoming free, training on how to make the amount of money, which I feel $25,000 a month is where life starts, exactly what you've got to do to make that type of money to get free in maybe the next five to ten years. So those are my series of trainings. And when new people, even though it's not for them, when they get on that meeting, they stick around longer, they go district, they see themselves as this is full-time. Even though I have a job, I'm going to treat this as full-time because they're constantly in an environment. And I think the most important thing, we've got to make sure people are showing up. It's important to raise them in the district, get them licensed, but if they're not showing up, none of that stuff matters. They're going to fall off and be a silent agent. If you want to get people more active, you want to get more full-timers in your business, you've got to get people showing up. In December we had seven people that went full-time, but it's the seven people that show up to every single meeting. Thanks so much, Brandon. That's fantastic. And we'll dig into this more later. I think it's time to roll. We've got Mario on now. Yeah, he's on. So, Adam, just reintroduce Mario. All right. Mario, good morning. Good morning. Number 12 in recruiting in December, 142 recruits, man. Good job. Thank you so much, man. We're rocking this month. Our base is almost at 50,000 just to start off the first week. Fantastic. And that's with you being up there with us in Texas for a couple days. That's right. It's all the team. It's amazing. Fantastic. You know, Adam, Mario knows 142 recruits, especially in December. There were decades where that would put you at number one in the company. And, you know, he has led the charge for forever, and it's exciting to have him on. It's a tradition to kick off the year with Mario and set the pace for greatness. And I know a lot of people look forward to this call, Mario. Appreciate you getting on. And, Adam, what I'm curious about with Mario is what he has dialed in, what he's doing to dial in and stay focused for growth. Because, you know, when you do well, everybody wants to be in your team, and we're in a company that we've been around 40 or 50 years, and, you know, people are aging out and selling their business and leaving for one reason or another, you know, a few of those. And everybody wants to be a Mario. And I told the company, I said, it looks like everybody wants to be on Mario's team. But when you do well, you become very attractive. And so he's got multiple hierarchies. He's got his own hierarchy growing and continues to lead. Usually it's a mistake to buy a hierarchy unless you just want more disasters, because usually they go in a slump and they waste your time and they drag you down too. You know, it's like carrying a bunch of dead sacks of 50-pound weights around with you. But Mario's been able to energize everybody everywhere he goes. I'm real curious, Mario, about how you're keeping yourself focused, what you do and what you don't do and what you're talking about. So anything you want to talk about along those lines or other, take it away. Thank you so much, Uncle Larry. You know, I love you so much and have much respect for you and Adam. And, guys, this big hitter call changed my life. I remember plugging in for the very first time in 2011, the beginning of 2011, and it's crazy because I remember jumping in here. I was a brand-new RBT. And for me, it was my – I was just frustrated. I felt like a loser because I was making $100,000 a year. And I was like, man, what is wrong with me? And I got around winners that changed my mindset. I let Larry extend, like, expand my thinking. And before you know it, that same year I started doing $100,000 in our base shop. Our income went from $100,000 to the following year $400,000. We quadrupled our income. Why? Because you are who you hang around with. Guys, this is super important. You hang around deadbeats. You hang around people that have settled. I don't care if they're in the business. You're going to settle. But you hang around people that are killing it, that are stretching you. They're showing you by their example, like, man, you can be more. You can do more. Game over. This thing can change your life. We have a young lady in our team, and this is the beautiful thing about this business, that just 90 days ago she was struggling, Larry, to pay her mortgage. And now last month she made $22,000. The month prior to that made almost $20,000, $42,000 in two months. We have the greatest opportunity in the world. If you want it bad enough, if you're hungry, it's not going to be handed to you. This is not welfare. And talking about welfare, look, my mom had me at 15 years of age. I want you guys to understand this. She got help. I know, Larry, your story is part of that. But you know what? She planted that seed. That's not going to be you, son. That's not going to be you. And she got out of that as soon as possible. Larry, there's six and seven generations right now of families that have been through welfare, and they live off the government. You know why? Because that's what's talked about in the kitchen table, that, man, someone else is going to take care of us. And, see, what's being talked about in your kitchen table? And our kitchen table is greatness. It's what it takes. See, and we're an influencer team that no victim's here. You are where you are because of you. Man, the hardest pill I had to swallow, guys, is the pill of responsibility. Once I did that, everything changed. So guess what? When these new teams jump on our team, they're part of us. Our brothers and sisters, my kids in the business that I've raised, they're like, hey, we're no stepbrothers, we're no stepsisters, we're one. And there's no victims here. We're going to step up, and it's all of us. And you know what? Not only do we help them, but they help us. We're a team. We're a family. See, I was raised with my brother, Johnny, and myself that are from the same biological parents. But everybody else, I'm the oldest of nine siblings. Everybody else is either from my mom or from my dad and my stepparents. But that word was not allowed in our household. No stepbrother, no stepparents, that was not allowed. Like, literally, we would get hit if we said that. I was prepared my whole life for this moment, Larry, that I never make our people feel like they're a stepchild. So, look, I own seven businesses now. And you know what? Almost every single one of them, Larry, like literally in 90 days or less, has broken a recruiting record, a premium record, an income milestone, every single one of them. The first month or like 90 days, the latest, they've broken records. How is that a championship environment, a championship coach that you helped develop, Larry? And that's why I don't even consider you my friend. I consider you family. That's why I call you Uncle Larry. And I truly love you, Larry. You changed not only my life, but generations to come. My kids' kids' life will be changed because you, man, you got in my thinking. I remember the first time I hit 100,000, I'm like, Larry, I did 100,000. I was so fired up. And I'm like, okay, I'm going to go back to my numbers. Like, I did. I just wanted to have the pride that I hit 100,000 in my days. And you're like, great. Next year, in 2012, that's going to be a way of life. I was like, what? But, yes, like your highest month will be your normal. That's what you're going to do. You want to be great? Do that. You know what's the most common thing that you do, young people do, inconsistency? You do that. You're like, Mario, I know you jump on sometimes and I'm like, oh, man, I thought you were going to be great. But, man, you know, it's common. I knew you were going to do that, inconsistent. That's what all young people do. They're very inconsistent. And I was like, oh, hell no. That's not going to be me. I knew what you were doing, but I loved it. And you called me out. And you called me out like, you think someone like Mario Arizon, you know, can do 100,000? And I was like, not only do I believe, I'm going to do it. And you challenged me. And it changed my life. Now, Larry, over 10 years, our base has been averaging over 100 by 100. Oh, it's because you have this person on your team promoting them out, still 100 by 100, sometimes 200,000 in the base. This month looks like we're going to kick off the year hitting 200,000 in our base. How? We're on so many RVTs. Now, Larry, you have 137 RVTs in our hierarchy. 137. When I jumped on this big hitter's call, it was just me. It was just me. Now we have 137 regional vice presidents. How? Wow. Great myth to be talked about. Wow. And how do you keep yourself, you know, we run you have a big company because you have a lot of smaller companies inside the bigger company. And those companies, they may be small, medium, large, but they're all incredibly important to themselves, and they have to be talked to in an individual way. And that's why it's important for you to control your schedule so you have time to spend with the leader. So how are you staying on track? I'm sure, you know, you've got to keep up with the numbers, but you've got to stay in touch with these people and have your finger on the pulse of what's happening to them to be able to say the right thing at the right time. Talk about that. You know, I had an opportunity to become really good friends with John Maxwell. We actually wrote a book together. And when I was with him, I was blown away. And, by the way, like I didn't know him and Art Williams are really close. Like Art Williams is his hero. And it was so cool because he quoted Art Williams all the time. And at that time is when I started becoming really close with Art Williams also. And it was pretty darn awesome because when I was there, he said something that impacted me so much. There was this young lady that had a lot of success there, and she's like, John, like when am I going to be able not to be doing what we do, like doing this anymore? Like do I have to still be like sometimes like in the field or like running my initial team? So like when? Like when am I just going to be able to be successful and just not do anything? And he said, now. You can do that now. And she's like, I can? He's like, yes, but be prepared to be irrelevant. Be prepared to be forgotten. See, the reason I'm still on it right now is because I'm not ready to be irrelevant. I'm not ready to just let go and be forgotten. And that hit me. So for me, Larry, I'm young, man. I feel better today. I'm in better physical shape than I've ever been in my entire life. I got wisdom. I got an amazing wife that is on it like never before. Honestly, Frannie is my secret weapon, Larry, my wife. She's all in like never before. She inspires me to be a better leader, a better man, a better husband. How can I not? Like to me, I'm like it would be the biggest slap in the face to God that has blessed me with so much. And just because I have success, I'm going to stop? Like really? Now I have a platform that I can impact more people. Now I got credibility. Before, I had to convince people, trust me, I know I'm not there yet, but follow me. I'm going to go somewhere. But now I have it. I have a proven track record. I'm financially independent. I have helped other people in our organization become financially independent. And not just in our organization, around the company, I've impacted so many people's lives. Why would I let up when I'm in this platform? I think that would be the most selfish thing. It's like my people helped me become free. And they're like, all right, guys, thank you. Bye. You guys figure it out. Not me. That's not my heart. That's not what God created me for. There's no way. I feel the happiest. I feel the most fulfilled. One of my guys told me this, Larry, they're like, Mario, don't you get tired? I see you on Zoom all the time. I'm like, you must be tired, huh? I'm like, how do you get tired on your purpose? How do you retire on a purpose? You can't. See, this is my purpose. This is what it is. And it's not Prime America, okay? It's my people. And I love Prime America. Don't get me wrong. I believe little symbols. You cut me open, little Prime America symbols come out of me. I love this thing. But it's because of the people, because of Larry Weidell, because of the people that paved the way. Like, Larry, it is easier now. It is way better now to build a business now, Larry, than it ever has before, because of men like you that paved the way. How dare I? How dare I let up? That's how I see it. I'm blessed beyond measure. Like, it's my job to take the baton and take this company to a whole other level of what's possible. And honestly, Larry, there's so much more in me. There's so much more in me. And there's so much more in our team. And if I let up, they let up. And there's no way. They're not there yet. And the greatest days are not behind me. They're ahead of me. They're right now. We're living them. Okay, well, you said the main thing, the thing that matters more than anything else, Mario, and that is, if you let up, they let up. And the thing is, if they take their key, you know, you go ahead and start cooling out and everything, and guess what? Your people start cooling out. And, you know, it will be subconscious. But the thing is, there's a fine line between winning and losing, Mario. And what they do is they don't think they're cooling out. They don't, you know, they don't think they are. They think they're just working just as hard and everything. But they've taken their cue from you. And if they just cool off one degree, you know, that's, you know, it's just like boiling. You know, it's like water boiling at 212. Goes to 211, it doesn't boil. And so, when your intensity drops, Mario, you know, like, you know the story about Bobby Gleason of, like, 1988? He said, came in one Monday to Art and said, hey, Art, you know, I've been thinking about things. I got a new perspective on life. And he said, I'm going to start spending. My kids are getting up. He said, I'm going to take a step back and start spending more time with my kids and, you know, on and on and on. You know, have quality of life. And Art said to him, Bobby, that's fantastic. He said, I'm so proud of you. That's an amazing, mature decision and everything. You're going to have a lot of fun with the kids. You're going to learn so many things. But you've got to know, we're going to miss you. Nice. We're going to miss you, Bobby. Because Art knew he could not have a right-hand man that was out cooling it. Because if you're going to start doing that, that's what Bobby would be spending time talking about that. You know, it would come into his talks. It would come into his text. And people would start to follow that example. Art knew he could not have that kind of a person around with kind of a half-hearted commitment with him. Had to be not that you don't take time and you don't do these other things, but your intent has got to be balls to the wall and no apologies, you know, for bad results type thing, you know. But, Laurie, the main thing is you've got to show your kids. What do you want to show your kids, Larry? Imagine, like, my kids come home and Dad's not doing nothing, Mom's not doing it. Like, dude, that's just what you do? Like, you just don't do nothing because we're financially independent? Like, no, we show our kids to this day hard work pays off. I'm like, dude, you see this mansion we have? Because we work our butts off. You see these cars we have? All your friends are looking like, wow, look at those cars. You know why? Because we work our butt off. And if you want to have this one day, son, guess what? You've got to work your butt off. And how does Daddy treat people? How does Daddy treat people? He treats them so good. Like, that's how you do it. Because guess what? Daddy was so poor one day. They used to make fun of him. If you ever, if you ever make fun of somebody that has less than you, guess what? You're making fun of a version of your dad. And how would you feel that kids were making fun of your dad and teasing him? Like, man, Dad, like, you never do that. God has blessed you beyond measure. I'm teaching my children how to be and what it takes. What am I going to teach these guys? Even in my business, oh, guys, once you hit a million, you let up. That's what you do. Hell no. No. I show my guys, you're here for more than just money. You're here for impact. Because guess what, Larry? You're going to get money. And guess what? Your impact is going to go away. You're like, you'll lose purpose, Larry. You'll be one of these people, like, yeah, I make money. But, like, what do I do? Because you joined for the wrong reason. I'm serious. You're chasing a million wrong. Money is amazing. Man, with money I got to retire my mama. With money I got to retire my mother-in-law and my father-in-law. Man, don't think you're wrong. I get to bless my siblings and be the go-to person in my family. Okay? Like, I love it. Man, I don't have to worry about it. I don't wake up or go to sleep thinking about money. I'm like, oh, man, how am I going to pay this? That is an amazing feeling. Why? Because we didn't let up. And I'm going to show as many people that want to run with me how to do the exact same thing because I am a money magnet. I am a people magnet. I am. Man, great things always happen to me, Larry, because that's how I think. I'm always looking out for, like, man, what is the next blessing? That's one of my gifts, by the way, Larry. When crap hits the fan, you know what Franny and I do? We look at each other like, man, here comes another blessing. Here comes another blessing. Because everything, everything in life doesn't happen to you. It happens for you. It's your response. It's the way either you react and you make things worse out of, like, emotion and you pick something that was a test into a tragedy because you failed, or if you pass that test, it becomes a testimony. Well, guess what? Because you responded the right way, something that was supposed to be a, you know, a stone in the way that was going to make you fall, now it's a stepping stone for you? How is that? With maturity, you learn how to respond and not react. The old Mario Arizona, my goodness, I would react to everything. Everything happens to me. I had a victim-like mentality, and that's why I kept on getting victim results. When I started realizing, like, I ain't no freaking victim. I am where I am because of me. And how can I turn this into a positive? Where's the next blessing? Man, blessings will come. When something bad would happen and you're like, oh, what else is next? When it rains, it pours. And more crap would happen to me because that's what I was looking for, for more crap to happen to me. I was attracting that to my life. And, man, you know, there's this very wise man that was over, Larry, I don't know, I got in a very bad car accident, and there's a wise man that came visit me that I love so much. And he said, Mario, where does greatness come from? I'm like, I don't know. He's like, from God. That's greatness. And I was like, damn, that was good, Uncle Larry. And that was you. And I appreciate that to this day. When I got in a really bad car accident, you were there. You were hugging my boys. It just came back in one of my memories. I'm like, wow, what a great man. You were there with us. Little Max and little Mario were hugging you. And you're just a great man. And that's what you represent. Why does someone like Larry Weidel still run these calls? Because this doesn't pay you back. It's impact. How many more Mario Arizons can you impact? These are going to change their whole generation. You just change everything for them. That's why I think, Larry, that you are doing it. And I don't know if you realize the ripple effect. You're changing thousands, hundreds of thousands, possibly millions of people's lives. Because I'm going to do something big, and it's because, man, that little seed you planted in my head. I'm telling you, I'm super grateful. And you know what, I'm grateful for my leaders, my leaders in my team that are just like, they're diehards with me, and those guys are going to be so darn big when they're getting there. I'm grateful for my leaders above me that mentor me and put up with my crap when I wasn't the best person, to be honest with you. I'm so grateful for my up lights. You know, I'm super grateful for them. And, man, that's what this is all about. It's just them paying it forward. And I, man, I'm just so grateful. Larry, it seems to get in my head once in a while, man, this kid is the most grateful person in the world. Honestly, I don't take this opportunity for granted. I don't take you for granted, my up lights for granted, my team for granted, my wife for granted, my life for granted. That's what keeps me going. I have, like, man, I get to do this business. I used to be a kid that used to sell flowers and teddy bears and street corners. As a kid, when they used to tease me, Larry, I felt like this. I didn't feel like a human. I felt lower than that. That's how people made me feel. And now people want to be around me. People want to listen to me. This company is so cool. They make you feel like rock stars when they meet me. They want to get my autographs and take pictures with me. Like, are you kidding me? Dude, how can I take this for granted? I know there's someone here that needed to hear this message that's getting inspired by me. He said, man, I want to be like that guy. Just like when I heard you, Larry. I'm like, man, I want to be like Larry. It's just a ripple effect. It's so unbelievable. Fantastic, Mario. Hey, I'm going to jump in real quick with these mid-call announcements. There's a fine line between mediocrity and greatness. Here are three tools to give you that extra boost this week. First, check out Larry's latest blog. It's not the plan, it's the adjustments on ydellonwinning.com. Second, check out Larry's podcast, four new episodes with Ari Miesel, released this week on Million Dollar Mastermind podcast. If you're wondering if you should listen, we have over 1.1 million downloads. Don't get left behind. Third, listen to this week's call on our replay line or download the call on ydellonwinning.com. Click on the big hitter link at the top of the page and enter username P-R-I-U-S-E-R and the password GOGOGO, both all lowercase. The replay number for this call is 667-771-7907, and the PIN is 982755-POUND. Mario, I'm going to jump in with a question here in a minute, but before I do, I'll let Brandon jump in if he's off mute. Brandon, do you want to jump in and ask Mario a question here? Absolutely, Adam. Mario, man, I appreciate you so much, not just from the power and the nuggets you're dropping on this call, but just from your extended leadership for well over a decade now and helping me as a millennial grow my business. You inspired me to know that, hey, you can win in your early 20s and make a significant income and impact, and I learned so much from you on leadership. But my question is you talked about how this call changed your business. Not a problem at all. It changed your business when you first tuned in, and there's somebody on this call, it's 2023, they're ready for their business to go to another level, and maybe they just need to know, okay, if Mario went from $100,000 to $400,000 from this call, this could be my year, this could be my season for change. But my question is what did you accept, implement, or change in order for your business to take off from this call? Everything falls and lands on leadership. Definitely it's our leadership, our vision for our people, our expectations for our people, that changed. So when you expect more from them, but they see you like all in, Brandon, and they're like, oh, God, you can do this, and you're the same old you. Like, dude, you're fighting for it. The right team will fight with you. Like, man, Coach really wants to run a $100,000 based shop. Look what they're doing. I'm going to help. I call emergency meetings just to see who show up. I'm like, all right, these are the guys that we're going to run with. These are the guys. And the ones that didn't show up, they're not showing up. They're telling you, I'm not the one. They can talk a good game, but their actions speak otherwise. So with those people, those are the ones that we ran. And the first time we did $100,000 was only with 13 licensed agents. Was that a solid $100,000 based shop? Absolutely not. We had to grow our licenses to have a consistent 100-by-100 based shop. And that is super important. We started growing our licenses. I love what you were saying. Brandon, where are you from? What state are you from? Texas. Texas. So, Brandon, I love what you were saying. Like, studying the leader's bulletins, we started doing that. We started teaching them how to track that, do that. So you're on track, man. You're definitely on track to do that. That's what I did. And you gave some great nuggets, man. Really, really good job. I doubt that you're going to be dominating in 2023, but here's the deal. Here's the difference. When you get success really, really fast, you start getting arrogant. You start thinking that it's you. I'm so grateful that I got my butt kicked in the beginning because I would have been very arrogant also. See, anyone can get to the top, but it takes true character to stay at the top. And I'm grateful for people like Larry Middell, my uplines, that kept my butt humbled. And, like, hey, stay humble. And that's just my personality anyways. I can be a freaking vicious competitor, don't get me wrong, and still be humble, not step on people or think that I'm all that and I'm pounding my chest. But your own team doesn't want to fight for you no more because it's all about you and you think you're all that. So make sure, Brandon, because you have what it takes, my brother, you get there, but you stay humble. And if you notice, I'm not on here pounding my chest saying, oh, I'm the man, I'm this, I'm this and that. That's just ugly. That doesn't glorify nobody, just yourself. As a matter of fact, it makes you look bad because you think you're all that. Your numbers do. Honestly, someone will beat your numbers eventually. They will. Like, you can't think you're all that. Man, it's all about when things go right. When things are going right, it's your team's fault. It's your spouse's fault. It's your upline's fault. It's the system's fault. Like, man, they get all the credit. When things don't go right, it's your fault. Learning that, learning to take responsibility, learning to give credit when credit is due. And, man, you'll stay at the top. That's something very, very important. Thanks, Mario, awesome. Mario, talk about, I've been out there to your office, obviously. I've been to, you know, a meeting or two out there with your guys, and it is, you know, they're blowing the top off of it during the thing like you walk into the club. Excitement level and energy level. Talk about, you know, that doesn't happen on accident. So talk about a little bit about the things you do to create that type of environment in the office that people are excited to come into. They're excited to compete. You know, and it's not like a regular situation in a workforce. People come in. They have to come into a meeting on, you know, Friday night or Tuesday night later, whatever. But they're coming in there like they're anxious to get over there and get things going. So just talk about how you create that environment with your team. That is awesome. What a great question, Adam. And look, for me, environment is everything, right? You can put this is why, guys. You can put someone that's a superstar in a mediocre environment, and guess what? They become mediocre. They get pulled down. But you can put someone that is average, but you put them around a championship environment, they start having a championship mindset. And that's what starts happening. The problem is when some people don't want to play. And that's okay. You've got to be okay with, like, hey, they don't want to play. I'm such a R. I'm such, like, relationship-wise, like, I want everyone to play. But you know what? They don't. Hey, you figure it out. Let's run with the ones that want to do it. And what happens when they see that, they get FOMO, like, man, fear of missing out. Like, man, I want that. That's what you've got to create. You've got to create an environment that it's better there than at their job. It's better there than at their house. And I know sometimes I'm like, what? Like, yes, it's a safe haven. Like, man, here you're accepted, you're loved, and we're going to freaking win. We're going to have fun. It's going to be exciting. Man, you're walking into a building that's going to give you, like, man, I have hope here. There's people that join our business, and they don't even know what it is. Just because they're jumping into the environment, like, dude, what is this? Everyone's so positive. Everyone treats you so good. That's not by accident. We train on that. We help people. Like, hey, it's super important, guys, that you have name tags, especially for new people and for existing agents. There's so many people that that's how your agents – guys, let's be real. You forget people's names. How are you going to remember people that are not even in your team's names? So it's super important. It's super important. That's how you build that team chemistry that they know each other's names. They start getting to know each other, get a name tag. Those little things make all the difference in the world. So that's what we do, bringing people, making sure – I know it sounds kind of silly, but I would even teach on – back then, now with Zoom, it's a little bit different, but I would even teach on how to shake people's hands and how to look people in the eyes. Guys, someone never taught them that. Their parents never taught them. They don't even know how to do that. They'll shake hands like – they don't even look people in the eyes and say, dude, what's wrong with this person? Things like that, you know, posture, dressing up, being good, like, man, having good hygiene. I know it sounds kind of silly, but like even that, like, man, make sure you have a mitt in your mouth or something. Brush your teeth before the meeting. Make sure you look sharp. I know it's kind of silly, but I recruited a lot of young people, and even guys, think about this, even people that were in their 30s, 40s, they just didn't – no one ever taught them. No one ever told them, well, that's kind of rude to tell them, like, dude, I'm your coach. I'm your coach. I'm not here for you to like me all the time. I'm going to tell you what you need to hear. I'm your medicine. You might not like me, but at the end of the day, I'm better for you. Someone needs to tell you how to win, and you need to look the part. If you don't, man, you're going to get left behind. Little things make all the difference in the world. And, Mario, a lot of times when you have people on the call, just to kind of sell the dream, let people, you know, learn a little bit more about you, and you talked about it minimally a couple times during the call, but talk about real quickly, you know, again, how you grew up, the path that you could potentially have been headed down, and then the changes that have come because of Primerica and your success here. Yeah, well, guys, just for you to know, like, my mom had me when she was 15 years of age. She was being pressured left and right, you know, to like, man, Mario, you're going to make the worst mistake of your life giving your kid, giving birth to a kid. And I'm super grateful that my mom fought for my life, and it's kind of crazy that she did have the choice to say, you know what? This guy's life is not worth it. I'm just super, and I'm not being political or anything. I'm talking about my life, and I'm super grateful, and I've impacted so many people's lives because my, see, there's your plan, and then there's a God plan. See, your plan can give you good results. A God plan can give you godly results, and this son that she gave birth to has blessed her beyond measure, and I've been blessed because I have an amazing mother, and not just them, but other people's lives. It's just unreal the ripple effect that you can have. I think people get in God's way too much because, you know what? God gave them free will, and honestly, what we do is we self-salvatize ourselves. I did. I had a victim mentality. I thought, you know, growing up, like, man, all rich people, man, we get taught that. We get taught to vote a certain way. We get taught to think a certain way. I remember that. Like, man, the government should take care of us. You know what? Because that was being talked about in our family. It's crazy. You know, the rich are bad. Well, guess what? I was never going to be rich because I was taught that if you're rich, you can never go to heaven, that all the people that are rich go to hell. I'm like, man, but I hate being poor, and if there's just a level right below being rich, I want to be there because I don't want to go to hell, but I don't want to be poor anymore. Man, so many things that we interpret that I didn't know until I started hanging around great men, great women that love God and say, no, we have an abundant God. You can have it all. That was told to you. That was to control you. I'm like, whoa. It changed my life. It really did. I'm like, wait a minute. And, guys, I realized that me thinking that way, I was not going to be able to even help myself. How can I help my parents? How can I help my brothers and sisters? That I felt that responsibility that I was like a second parent because I'm the oldest of nine siblings. Guys, we grew up so darn poor. I used to fight in school because kids used to tease me about my clothes and my shoes and my hair and where I lived. I got tired of it. And I used to sell anything I can sell. There was a thing called Paws back in the day. I used to buy Paws and sell them at school. There was Lasers. I used to have Lasers and sell them at school. There was, I remember, anything, when yo-yos were hot back in the day, I used to buy yo-yos and sell yo-yos at school, candy, whatever it took. I just wanted to be successful. I wanted to buy my own clothes, my own shoes so I don't have to be bugging my mom all the time or my dad all the time. And, honestly, I'm super grateful I went through that because it pushed me in a direction to prepare me for this company, to be in a leadership position. And, guys, if I'm offending you, maybe the shoe fits. Maybe you're thinking like I was thinking and maybe that's why you're stuck. Maybe you've got to hang around people you want to be like. Like, whoa, there's a different perspective in life. There's a whole different world. And that's what happened to me. Like, I was willing to learn. I was willing to get better. And some people, man, they'll go to the grave. They'll go to the grave before they start changing things because their belief level, that's who they are. That's their religion. And they're not going to change it for anything. Even if it's hurting their family, even if it's hurting their future, they're just stuck in their thinking. And that's what? That's why. Man, what happens to water that doesn't move, that's just stuck? Guess what? It eventually, it starts smelling, right, because it doesn't move. It's just that's who it is. And guess what? Those people are thinking, thinking. And that's why they never build a team. That's why they never become great. And you know what? That's how the government wants them, right? Because when you have no power, I hate to say it, guys, but people that are frigging dependent on the government, they have no power. They don't. Man, I love being free. I love that. And I love setting people free on their mindset. Like, hey, you can be more. Don't buy into this crap. I was you. I love that. So, guys, look, I come from that victim mentality. I felt like a victim. I was a victim because that's what I thought. And, man, I started hanging around big tours. Just because you were born poor, just because you're in that environment, guess what? It doesn't mean you have to die that way. You can get out of that. And here's the greatest opportunity ever to do that. And I'm so grateful for this company. And I challenge you guys to get out of that mindset. Be the one. And you know what? My brothers and sisters started changing. My teammates started changing. My wife changed. Everybody, because we grew up in that way. But, man, it took one person to be the one that changed, that breaks those chains of poverty that we thought we were going to be stuck in for the rest of our lives. Because for generations, that's what our family did. We struggled. That's who we are. But it took one person to be the one. And I'm super grateful that God selected me to be that one. And now I'm helping my brothers and sisters, not only in my blood, but in my family, that I get to lead to do the exact same thing for their family. And it's beautiful. And the Masoud family, just to let you know, they're one of my – Tony Masoud is one of my first regional vice presidents. He helped me get my investment license, my securities license. We studied together. He helped me go to RIT. Now he's doing the same thing for his family. His entire family, dude, it's crazy. They're so supportive. They're jumping in and visiting. His family was telling him, like, dude, you're crazy following that kid. You're crazy. How did you close down your mechanic shop? Like, dude, you lost your house because of him. They would blame that. Like, he didn't know he had a bad world and he was already losing it. But everything was blamed on me. Like, dude, that kid has brainwashed you. Like, my goodness, they would blame me for everything. They were super nice to me when they see me, but they would tell me that. He told me that. And now, oh, my goodness, his uncles, his aunts, his parents, when they see me, like, oh, my God, Mario, you changed their life. Why? Because Tony and Manal made a decision. I'm going to buy into these kids' vision at the time with Mario and Franny. And they did the same thing. And now he has his brothers, little brothers, and he's half a million dollars a year in the business with them. And he has his daughter that won number one newly licensed, his sister, number one future RVP license that she will be speaking at the next company as the number one promoter RVP. Are you kidding me? Like, they have, like, 20 people going to the company trip. Crazy. The ripple effect. And I'm just telling you, you never know the ripples, like, the ripple effect you're going to have in families' lives. And then when me and Tony talk together, like, he's thinking me and I'm thinking him. Like, dude, he's like, well, Coach, you changed my life. I'm like, dude, you changed my life because he believed in me. He was that person of credibility in the beginning because I was just a kid. And then he was an adult, a young adult that said, man, I'm going to follow this kid, and you're crazy not to follow him. And look at that. Like, we proved everyone right when everyone was saying we are wrong and we're going to fail. And then it feels good not to give up. It feels good to fight for your goals and dreams. And I challenge you, when things get tough, don't quit. Recommit. Go for greatness. You're here for a bigger purpose. But you giving up, you serve no purpose. You are not going to impact nobody. When things get tough, what are you showing your kids? What are you showing your team? Throw in the towel. No. When things get tough, how can I get better? What can I learn from this? And this next time I build it, you know, what nugget can I pick up from the last time that I did not do this well? And then if you – Larry, you know this, Larry. When we need somebody that is – that just has grit, that is just relentless, that they just don't give up, they get better every time, me and Larry will look at each other and, oh, this person got this. They're going to be big because they're unstoppable. And that's the mentality you need to have. Mario, we've got about five more minutes left. But I want you to sell them the dream a little bit. Talk about the things that you've been able to do with your family, the trips, the houses, the cars, things you've been – people you've been able to take care of, help out, and just, you know, you went from standing on the side of the road selling whatever you could sell to now talk about what, you know, how your life is and how your lifestyle is. It is – you can't talk to my father and he doesn't mention my name. You can't. He has a big sign on his chest, I'm serious, like Mario Arizona Jr. is my son. That alone beats the Lamborghinis, the Rolls Royce, the mansion that I bought off the Little Caesars franchise king. I live in his mansion. All that's unbelievable. Man. Hey, hey, hey, hey, don't pass right by that. Tell them about your house. Tell them about your house real quick. I'm not going to talk about that, Mario. No, no, just tell them real quick about that and where you got it from, where you're at. The mansion that I have here, this guy's from Detroit. That's where – well, from Michigan. This is where Little Caesars franchise started. And he was the first to start expanding in California. He had 159 franchises in all of California. If you ate the Little Caesars in California, you ate from this guy's franchise. Like, he's the biggest guy. He grew so big that the corporation bought him out. When he built that, he built this crazy mansion, the biggest mansion in all of the Inland Empire at the time. He built it here. Like, he picked the biggest, the best and most beautiful neighborhood in a mountain and said, hey, he paid the city of Riverside. Like, I'm going to build my mansion there. And it's crazy because Susan and Art used to drive Granny and I up this neighborhood, and we would dream to ourselves, like, man, one day we're going to live in this neighborhood. One day. And I'm like, yes. Like, we would look at this house because it was on the hill. I'm like, is that a house? But it has another house down there. Like, there's no way. Like, that's – oh, maybe two properties. No, it's one house. And I'm like, whoa, who lives there? And you know what? That's too big of a house. Like, man, you would get lost there. A couple of years later, I own this frigging house. And look, it is the craziest thing. In my front yard, I'm building a resort in my front yard. It's going to be a $2.5 million, $3 million resort. It has the biggest lazy river in all of California, 500 linear square feet, okay, that it's going to be a lazy river. It has a beach entrance. It has a pool there. I mean, water slides, a grotto that fits 25-plus people. I mean, it's going to be un-frigging-real in our front yard. Dude, I just wanted to have enough money to pay my bills. One day I want to not be renting anymore and own my own. And now we live in the most amazing neighborhood, live in the coolest frigging house. It's just unreal. We get to bless our parents. Our siblings are inspired. You should see the messages I get from my siblings, from my parents. Like, dude, it is unreal, the ripple effect. I love Susan and Art so much. Like, they're my second parents, to be honest with you. And the way she feels about me, the way he feels about me, it is priceless. Like, man, they deserve to have Mario and Franny Arizona on their team because for a long time they struggled, but they were ready for their moment. They were ready for their moment. And, man, they poured a lot into us. They helped us become the leaders that we are right now, and they deserve every single penny they get from us. And I want to help them get more. And it's just the greatest feeling, guys. Man, Franny and I got to travel to Dubai. Oh, my goodness, it was so cool. You know what, I got in cars on my – Dubai is like a big deal, but, man, I have better cars than those guys over there. I'm like, that is so freaking cool. I can't describe it. Those little toy cars that one day I just, like, wish I had a collectible car of it, like a little toy. Like, I own those. They're in my garage. It is so darn worth it. I can't even describe it. I used to be ducking down in school, Adam, sometimes in the vehicles I had to get dropped off on because kids would tease me so bad. Now to be dropping off my kids and the whole school stops when I pull up, it's the coolest freaking feeling. My kids walk out like, yeah, that's my dad. That is the coolest feeling. It is the greatest feeling in the world. It's so darn worth it. Yeah, it's – I mean, like you said, it's indescribable. And I got to tell you, as being a kid growing up in this, Mario, and even now, at my age now, with all the success and things that my dad has had and still doing, I still have that – that's still how I feel when I talk about driving. Like, yeah, that's my dad. You know what I mean? People hear about him. I'm like, yeah, that's my dad right there. And that's something your kids will carry with them forever and all your family members. And, man, what a great, great call for you being on this morning. We really appreciate it. I know it's early out there in California. Leave us – well, we're going to wrap up here, giving our final words. So if I can get a – Brandon, leave us your final word for the call this morning, and then we'll get Mario to leave his final word. Absolutely. Real quick, I mean, what I'm hearing, the biggest change we need to make, what we need to do to really jumpstart or keep our business momentum growing in 2023, it all starts with mentality, mental toughness, thinking like a businessman, having business acumen, and then gaining the skills and characteristics to build a business and lead an army. That's what Mario has. That's why he has the empire that he has that's going to continue to grow and dominate this company. And I'm just so excited about being able to be in a company that's represented by great leaders such as Larry, such as Mario, and many, many others. So that's it for me. Let's go get big. All right. Mario, your final word. You have everything it takes to be big, but if you keep on stopping and going, stopping and going, because adversity hits you, you'll never be big. You've got to make a decision like there's nothing or anything that's going to get in my way this year. I'm going for greatness, and you will be challenged. And it's how you respond to that adversity that's going to make you mediocre or make you great. So learn to not react to everything. Get your feelings out of the way and respond like greatness. Every time adversity hits you, ask yourself, what would Mario do in this situation? What would Larry do in this situation? Someone that you really admire, what would he do in this situation? Okay. And respond that way. And, man, your life will change. Thank you so much for the honor. Uncle Larry, I love you. Adam, you're my brother. You know I'm here for you. And what an honor to inspire the next generation to come dominate with us. All right, guys. Thank you so much for being on. Great call this morning. Go ahead, Larry. Great job. Great job. I appreciate you guys. I think we've got the year kicked off and rolling, Adam. Yeah, great first call. Thanks a lot, guys. Have a great rest of your week, and we'll talk to you soon. See you, guys. Thank you very much. Bye-bye. See you. Thank you, Mario. Thank you, Brandon. Bye-bye.