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BIG HITTERS 2023Mar06 Pre recruiting tips with Glen Walden & BHC with Neil Gurfein
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In this transcription, Glen Walton shares some recruiting tips. He emphasizes the importance of spending time with successful earners and mentors in the business to develop the right mindset. He also highlights the significance of attending big events and creating a supportive environment. Glen shares personal experiences with mentors like Larry Waddell and John Lennon and how they helped shape his success in the business. He stresses the need to recruit a lot of people and avoid spending time with the wrong individuals. Glen concludes by mentioning Art Williams' three goals: becoming an RVP, achieving financial independence, and owning a business. He credits his family's involvement in the business and his dedication to these goals for his success. Glen also mentions Larry Waddell's four-point game plan for recruiting, which he followed and saw great results. All right, Glen, we'll count us down and then let you run for about 10, 12 minutes on the recruiting tips. If there's a pause or anything, I'll jump in with your questions. And then we're going to have Neal Gerfine on the main call and you on there as well asking some questions. You and I will be asking some questions, Neal, is that working for you? Okay. Okay, Adam, I just wanted to say hello. I'm on briefly. I'm not going to have a very good signal, but, Glen, excited to have you on this morning. Hey, Larry, how are you, man? Good to hear from you. Excellent. Excellent. Great to hear from you, too. Looking forward to this. But I'm going to be in the background. So, anyway, let her rip, buddy. Okay. All right, here we go. Five, four, three, two, one. Welcome to our free call recruiting tips segment with SVP Glen Walton. For over three decades, Glen has been one of the top leaders in the John Lennon hierarchy. And in the early 90s, set all kind of company recruiting records. Some of those records are still standing today. Good morning, Glen. What recruiting tips do you have for us today? All right. Good morning, Adam, Larry. I am honored to be on the recruiting tips this morning. And before I get into them, man, I just have to pay my respect. And I kind of like honor your parents. Your days will be longer. You've got to honor your upline. And I just want to let it be known that John and Angelina, they helped me so much early in my career. And then the great Larry Waddell, the time that he spent wasn't spent. It was invested. And, man, he did some amazing things for me. I guess one of my first tips I'm going to start out with is going to be what he always said, and that the secrets to the business was spending time around $100,000 earners. And early in my career, I got a chance to spend time with Larry. At one time, he was taking some people out to Ballhead Island. And you had to be a $100,000 earner to go. I had made $100,000. I was kind of new on the scene as an RVP. But I had made $25,000 in a quarter. And he allowed me to come. And I'll never forget because when we went there, there was no cars. It was just golf carts. And I'll never forget that night that when the meeting was over with, some kind of way I ended up in his room, and he allowed me to come. And I spent time to, I don't know, two or three in the morning. But he poured into me like you wouldn't believe. And I think one of the tips that people need to get is that, see, you need to come in and make yourself known to people that you want to be respected by, meaning that you've got to come in and you've got to do something. And there's mentors in our business that will help us develop our mindset because I came out of a shipyard blue-collar mindset making $20,000 a year. I'm not a business person. And so to be able to spend time with, at that time, John Lennon was only making about $400,000. But I spent a lot of time with him. I would drive to Greensboro and sit in his meetings. I was like the first one there, the last one to leave. And I just wanted to get everything that I could get. I knew that I didn't know. And I think too many times what people know isn't so. And that stops them from progressing. You know, we say recruiting is a mindset, and it is. And you've got to spend time with the people that have the right mindset. You know, like this past weekend they did Andy Young. Thank you so much, Andy. I just want to mention how much I appreciate you working with my son and my organization. You know, at Get Big or Go Home, and that is a recruiting environment. And this business is based on the environment that you can create two things. You need environment, and you've got to create momentum. And so you need those big events, and you need people that have affected you in the business to the point that, you know, it makes a difference. Larry doesn't know it, but again, early in my career, he invited me to Greensboro. And I know some of you all may say, what's this got to do with recruiting? It's got everything to do with it, because it has something to do with developing my mindset, which is what most people don't have. And I'll never forget, we were riding around in his Mercedes. Now, I'm broke. And I'll never forget, Larry Waddell said, well, I've got to get some money out of the bank. And I thought we were going to the bank to get the money. And I said, well, Larry, you're going back? He said, oh, no, I send other people to the bank to get my money. And I was dumbfounded. I'm like, wait a minute, you send people to the bank to get your money? I've never heard of something like that before. And then I was blessed to be able to be around and spend time with Bob Turd and fly out on his private jet. See, my vision got stretched, and it never went back to being the same again. And so this business is, you know, again, steal, shop, and steal. And if you can get around people that make a great income, and they can help you with your vision so that you try to change your thought process, because, you know, I was brought up in the world of go to school, get an education, get a job like most people, and now I'm trying to develop a business mindset. Well, it worked. I mean, so if you spend time around the right people, eventually you will catch it because the business is caught. It's not taught. And so here it is now 35 years later, and now, man, you know, I've got my sons in the business, Lyle, Bill, and Sean. They're both RVPs. My daughter works for me in the office. None of them work jobs now. We went out and created a family business, you know, and sometime, you know, when you look at the million-dollar earners, you know, I've never made a million in one year, but I've made millions. It might have took me three years to do it, but I did it. And so you can come in pro-American, you know, become financially independent, which I did about a year 2000. I was 12 years later because I did all the right things. So early in my career, and it hasn't changed. Number one, Art Williams said you want to be an RVP. So if you're not an RVP, man, you've got to put together some recruiting strategies so that you can become an RVP and then give up your promotion. He's changed. Number two, he said become financially independent. I was locked in and focused on becoming financially independent because I knew I needed to make money, get out of debt, and then start investing money in assets. I did that. And the third thing, which we didn't have then but we got now, is ownership. And so when you look at getting involved in our business and you're thinking about what it takes, you can't do this thing by yourself. It might have helped anything because I was taught this was a sales management company, not a sales company. Salespeople burn out every day, and I didn't want to be in sales. I wanted to be in an override company. I wanted to have an organization that I could override. And the only way you can do that is that you've got to recruit a lot of people, and anybody can say whatever they want. Nobody can be responsible for nobody's success, and nobody's responsible for nobody's failures. That's a personal choice. You know, and I just noticed over the years that, you know, when I look back on my career, I think the same. I've got the same issue as a lot of people, but, you know, I spent too much time with the wrong people. And that was because I had a big heart and I wanted to help people. But when you look at people, there's a, you know, I've got about five things, I think, when it comes to spending time with the wrong people. Number one, you know, when you find yourself calling them, you've got the wrong people. They should be calling you. All the people I did, well, they called me. Number two, you find people that's dependent. Well, you want to find some independent people instead of dependent people. You know, you sit around, I've got to tell you to go to class. Well, I want people to go to class and then tell me they went to class. You know, you've got to tell people to show up. I don't want to tell people to show up. I want people to show up and then tell me they show stuff. You know, again, the wrong people. The last thing is, man, you're out here trying to figure things out for your people. You want some people to figure things out and tell you about it. And it makes a major difference when we all run across the recruit that comes in. And does those five things that we understand. It makes a major difference. And so I came into business like people. So, you know, I didn't double-digit recruit right away. I joined in 88. I just started double-digit recruiting in 1991. And here I go again. I went to a meeting with Larry Waddell. It was an SVP and above meeting, and I wasn't supposed to be there. John Lennon snuck me in. I had to be back there at the back of the room. And, you know, I left out of there in 1991. My life has never been the same again. I just remember Larry Waddell saying things like, you know, the fastest way from the bottom to the top is recruiting. And I said, well, I'm at the bottom. So, yeah, that was covered. And he said, some of you all will have a regular gray old year. It's going to be the same old thing. And he said, things aren't going to change unless you change them. Well, I went back and left out of that meeting, which I wasn't supposed to be in. I don't even know whether Larry knew me at that point in time. But over the next four years, I put together a string of recruits. I mean, one year we did 22. We went to 335, to 750, to 1,100, to 1,500. Over the next four years, I went to a quarter-million-dollar income back in, you know, back in that era in 1992. And my life changed forever. I bought into recruiting. And how did we do that? We did that by working Larry's famous four-point game plan. I can give you so many sayings. I just remember, I just, whatever he said, that's what I said. And it absolutely worked. I mean, he would say the four-point game plan. Number one, recruit is everybody's number one priority. You know, if you come in, if you're not ready to help us grow, we don't have time for you right now. You know, recruiting is number one. And, you know, they go over the high law, the law of high numbers. It's the most important thing, grow or die. And I lived by that. And he said, everybody comes through the opportunity meeting. Everybody had to come through the opportunity meeting because we wanted everybody to see the same thing. And then guess what? The best people did the meeting, so you had your best people doing the recruiting. Most people think they got a great recruiting presentation, but it's not that good. They just think it is. Number three, you get paid to recruit. You know, we had a rule back then, you don't recruit singles and young people. You know, you stayed in the marketplace. And I think it's something about owning the product. When I came in, I'm a product of the product. I own all our products. And so many people join our company today and try to do the business, and they don't even own the product. It's like pulling teeth to get them to get their own income protection. How do you think you're going to come in and win, and you're going to tell other people that they need to buy something that you don't want to buy? That doesn't work. So we get paid to recruit and be excited about it. You know, I'm one of those people in the business, I tell people all the time, you think that, you know, I wrote hundreds of thousands of policies, you know, thinking that, you know, you need this insurance, and you're never thinking that, you know, I'd pay a death claim in my own house. I lost my wife in 2006 to breast cancer. And nobody never thinks that happens to us. But guess what? I have my own program in place, and I have my own investments in place. All of this is important when we're out there talking to people. See, you might not like Primerica. You can say what you want, but you can't disapprove a testimony. And I've got a testimony that, you know, right now lives right through my children. And the last thing was part-time management, move people up in districts. You know, people that come in and make districts are pretty fast, 30, 60 days. Chances are most of them are going to be the ones that succeed in the business. It didn't take me long to make districts. I came in and made regional leaders in 90 days and didn't have a cell phone, didn't have a computer, didn't bother. We just got out, man. We had one hell of a desire. And I just believe technology don't take the place of desiring just. I mean, it helps in your business, but it doesn't take the place of it. This is a business where, man, you've got to want to win. I used to say you've got to want to. Well, what do you do? You've just got to want to. Well, what makes you want to do it? Look in your bank account. If you're broke, that tells you what you need to do. You need to go to work. You need to become a prospector. You've got to get people coming to the meetings. I remember the great Joe Enson said ABCs, A, always bring people, B, be a student and C, cheerlead the direction that your upline is going in. And I think I've always tried to do that. I've always tried to be a coachable person and play the game. Why? Because I came here. I didn't know Primeric. I didn't know anything about finances, but people poured into me, and it still goes on today. I want to touch on another good friend of mine, Charles White, and the one thing that he taught us was something called the value of time. And life goes by. I mean, I wake up today and I've been here 35 years, and I'm sitting here thinking, 35 years, where did the time go? And all of us that's been here for a while, we say the same thing. And it reminds me when he says the value of time. You know, he said, well, the time is young and old. You've got male and female, wealthy and not wealthy. It don't matter. We all got 24 hours a day. And so how should you spend your time? If you're in Primeric right now, number one, you've got your religious beliefs. Number two, you've got your family and your friends. And number three, you generate income. See, we're in a capital-based society, and he says the income rules are this. Number one, all your business time should be spent building your business. That means nobody's job, build your business. That's what we should be doing, building a family legacy. Number two, make sure that you're building predictable and reoccurring income. See, that's what recruiting is all about. It works. If you keep recruiting enough people, sooner or later, somebody's going to come through and say, hey, I want to win. I want to do it. And I don't care how much we think that we can impact people. You can't impact people who don't want to be impacted. It doesn't matter how good you are. Number three, the ultimate payoff is to position yourself to be paid today and tomorrow for the work done yesterday. And I've got to say it, I want to get older, I want to work less, and I want to make more money. And that's the third rule. That's what we do. So Primerica makes that possible for all of us. I mean, it's one incredible business. And so you've got to learn some things. You've got to learn some prospecting questions. You know, when you're out there talking to people, some skills you have to learn. You know, I'm not the smartest guy in the world, so I just learn one or two things and say to different people, you know, a couple prospecting questions if this will help some people out. One, do you have a backup plan in case you lose your job? That's a good question to ask people. Number two, are you locked into what you're doing or do you want to keep your options open? Number three, are you married to your job? Number four, are you the kind of person that keeps your ear to the ground for an opportunity? Five, if things continue the next five or ten years, like they have the last five or ten, will you be any closer to making your dreams come true? See, this is not a complicated business. We've just got to keep it simple and ask the right questions. Hey, Glenn, I'm going to have to – We're going to have to jump off. Glenn, man, appreciate it. I wish we could let you go a little longer, but we're going to have you on for the next portion as well with Neal. To download Glenn'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 P-R-I-U-S-E-R and the password go, go, go, both all lower cases. All right, let's do our sound check with Glenn. I mean, not Glenn, Neal Gerfine. You on this morning, Neal? Good morning, Adam. How are you doing, my man? Good, man. Glad to have you on. Glenn got us warmed up, man. He's on a roll. I hated to cut him off, but he's going to be on too. Any questions? Yeah, you know, I thought Glenn did a phenomenal job, you know, just kind of sharing lifestyle, kind of his testimony. You know, you can't mock the testimony of the heart of a champion, you know. People have different internal perceptions of P-R-I because they just don't understand that everything we talk about is the truth and third-party information, Adam. And Glenn, you did a phenomenal job. Yeah, fantastic. What we're going to do is, Neal, I'm going to count us down, get started. We're right here at 9 o'clock, and I'll do the announcements, and then I'll start the intro, and then we'll get going here. But here we go. Five, four, three, two, one. Good morning, Monday morning conference call crew. Welcome to the big hitter call. This is Adam Wiedel. Monday, March 6, 2023. Good morning, Neal. Good morning. Good morning, Glenn. Good morning. 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 86 below RVPs with 30 or more recruits and 47 below RVPs with 30,000 or more in premium. The top five base shops as of this morning are Diana Macias and Maria Luna, 140 by 131, Jorge and Maria Sinal, 119 by 133, Alvin and Danny Berragon, 91 by 139, Mario and Franny Arrizon, 115 by 139, and number one, Jamie and Janet Gomez with 127 by 147. On today's call, we're spotlighting SNSD Neal Gerfine. Neal is a million-dollar earner and circle of champions member. He ran a 100 by 100 base shop for years and produced many 100 by 100 RVPs that have developed into million-dollar earners as well, just like him. And he's always been a champion of doing it big. Good morning, Neal, man. Excited to have you on the call this morning. Tell us what you guys are doing now, what you're most excited about in your business for 2023. We're already almost in the first quarter, end of the first quarter, looking forward to going into the spring and summer. We're glad to have you on this morning. So I'm going to turn it over to you to talk to, you know, tell us what you're most excited about, what you guys are doing, getting ready for going into the spring and summer. You know, Adam, thank you. You know, I'm just excited to have the opportunity just to kind of represent greatness with the company of Primerica and, most importantly, the heavy hitter call like never before because opportunity is disguised in overalls, and we never identify it. It goes through a back door, through a front door, before we even knew it was for us. And when you look at the opportunity right now, we're coming out of a pandemic. That's a new normal. That's not normal. I'm in Southern California. It's been the most bizarre two weeks of weather, you know, pouring rain, snow in the low areas where even where I live. And, you know, it's crazy. You look at the world right now. When I said it's not normal, people are still working from home and they're not home. Gas over here is still $5 plus a gallon. You know, people aren't paid what they're worth. If you look at the common sense of, you know, too much month and not the money, if you take the 80s, you know, Glenn Walden was talking about starting Primerica A.L. Williams in 1988. I graduated high school in 1988. Thirty-five years later, I wanted a Benjamin Button plan because when you have goals, when you are focused, when you work on yourself, you know, you grow a little, mature a lot, you get on that positive vibe of as you get wiser, you get younger of attitude, you get younger of enthusiasm, you get younger of the opportunity. Ambivalently, it says a lack of vision, you'll perish. When you understand what's going on with the company, it's never been in better shape. When you look at the world right now, you're about to find out that Primerica is recession-proof. Everything we talk about through the truth and third-party information, this is what you have, this is what it's going to do, and this is what you're really entitled to receive as a benefit. So there's the benefit of value that whatever you do in the home and whatever I do in the home, the client wins. People need to understand that. Yes, we have more six-figure incomers than any company in the United States' history. Yes, we have the greatest opportunity in the world. Yes, you know, we have more millionaires and all these different dynamics, but to understand being a student of the business, understand how great the opportunity is. People out in the big world are never paid with their work, they're paid with the job's work. So in the 80s, a great job with degrees was $40,000, $50,000, $60,000. In the 90s, a great job with degrees was $40,000, $50,000, $60,000. 2023, a great job with degrees is still $40,000, $50,000, $60,000. See, in 1985, over here, gas was about probably $0.76 a gallon, $0.83 a gallon. Today, it's $5.83 a gallon. So understand that either we need to make more money or give up on our goals and dreams. So when you understand that you can overcome your fear, you can like what you see in the mirror, that you can start and finish something for the first time, how could you not get excited? If you can make more money part-time here than doing full-time at a job, going somewhere you want to go, saying hi to people you want to say hi to, and taking up the kazoo, why wouldn't you want to get excited? If you can make sure that your past doesn't have to be your future, not saying you had a bad past, not saying you had a good past, but if you can become the person you always dreamed about and spend more time with your family, you know, gain control of all the areas you like and don't like, get the last laugh at life tech basically by, in order to become more, you need to, you know, in order to get more, you need to become more, and understand the process, that we're going to crawl before we walk, we're going to walk before we run, you're going to wear a sock on a shoe and you need to change that sock 30 days later with common sense here, or you're going to smell like popcorn. And you just got to realize right now, that's the most ingredient part of success, is being that up, up, up in the downtown world. And just understand the process, like, you know, the fun of fundamentals. And you look at March Madness right now, Art Williams said it takes 90 days for momentum. Art Williams said that more importantly that people are going to quit in the first, you know, essence of, you know, an hour, a day, a week, a month. The reality is the winner is going to, you know, stay excited as long as it takes to win. And winning is a choice. Winning is free will and choice that God gives us. Winning starts not with premium, not with recruits, but a decision in the internal inception that I am sick and tired of being sick and tired. I'm tired of the situation I'm in. Not that I'm a bad person. Not that I don't do my best to give ties. But most importantly, I'm sick and tired of my situation of just not, you know, the choices I've made, I want to do more in life. And I realize what's going to light that ignition, what's going to light that pilot light inside your grit of gut, of core, that I internally, like, I don't care what people think anymore. They don't pay my bills. I don't care, you know, what I started and didn't finish before. I'm around winners now. See, attitudes contagious is yours worth catching. I'm around winners, people that believe in me more than I believe in myself. I have an environment. And when you have that responsibility, I don't want to miss it. Do I got to come to all the meetings? Well, most importantly, every meeting is like a 6,000-piece puzzle. You're going to get a different piece every single time. Do I got to come to all the meetings? Do I got to go to work every day? So we understand that, like you hear, work harder on yourself than you do your job. Working harder on yourself is burning that midnight oil when no one else is, learning what to say, how to say, when to say. See, if we woke you up right now at 3 in the morning, booyah, you know exactly what to do at your job. See, when you get that confidence here subconsciously, it's over, it's lights out because you're the total beneficiary of everything that you do. Folks, we have 365 people, as I checked in this morning, that want to do more, that just want the edge. Just tell me that it's worth it. Tell me you're never going to quit on me. Tell me that if I can recruit this person, they're going to be underneath me. Tell me that you're going to treat me fair and be honest. And that's at the end of the day that every human being with a heart in the right place, that's what they want, at least subconsciously. If I can be in an environment where I can show up early and leave late, I'm in. If I can be in an environment where, you know, my name's called first because I'm working harder than most, I'm in. You mean that I get promoted because, you know, I'm inspired and I want to do something? See, the person that brought us in, Primerica, Adam, we passed up in literally three days. Every speaker that night, we passed up in six months. What we found out and we heard every other day in Primerica is that you're one recruit away from an explosion. Well, that one recruit was Neal and Victoria Gerfine. We came into an environment where it was doing about $8,000 to $12,000 in premium. Booyah, blew that up. We didn't understand all that. We just knew that we were hungry. My parents filed bankruptcy twice. Lost $125,000 of retirement income with a bad business partnership. My father started over at $48,000 selling cars and passed away of a massive heart attack at $55,000. Why are you so passionate, Neal? Why are you so after it all the time? Why are you so enthusiastic? Because you ain't Morris the Cat. You ain't got nine lives to live. I ain't going out like that. I'm sorry. You got to realize that I found out right there in 1996 that people don't care how much you know and so much you care. This is my story. I used to hear people go, well, my parents are still alive. I mean, I'm telling you my story. I'm telling you that I'm going to go after it. I'm telling you that I'm never going to quit on you. I'm going to tell you right now that I'm never going to have you do anything I haven't done or continue to do. It's that simple. That's when you realize I'm in. I'm in the creation stage. I'm in the attraction stage. Not on the outside, in the inside. Vibrations. A dog don't speak English, but why does it know that you're scared of it? Vibration. The look in the eye. Understand the eyes are the window of the soul. I'm going to get after this thing. I made a decision by 25 that I was going to help middle class America and just in general, every human being under the sun become debt-free and financially independent and fight that crusade. You don't understand that crusade of an industry that doesn't care about families' needs, keeps your money for the first two years, 1% to 4% return on your money, sticks it up to borrow on your money, could hold your money for six months by law, and when you die, they keep the savings. Yeah, that industry. That industry has the single largest investment in American business. We can't get away where we come from. You guys got to understand that that's the reality. That's the impact that we have, and that's what I love about Primerica. You understand that? Do you realize we're the only company under the sun that never markets those five rules? You understand that my parents were devastated back in 1983 of a company called The Rock, promised 150 grand. Those five rules kicked in. My mom got 20 grand that lasted her literally, like, I don't know, two months after a funeral, and that was then. Today a funeral costs that much. And you got to understand that I'm not going to just be average and ordinary anymore. You know what I mean? I'm telling you right now, you got to realize you take your five best friends in income, booyah, that's exactly what you make. Show me your friends. I'm going to show you who you are. So as we got into Primerica, those who change the most win the biggest. Those who struggle the most teach it the best. That's Neil Vittoria Gerfine. Had a lot of changing to do. Favorite word was ass. And I had a Pat Sajak, you know, vow called you. And I realized the dot word is not going to work in American business, definitely with a voluntary army. Had a lot of changing to do. But my heart was in the right place, like I said earlier. And when your heart's right, you can fix your thinking. But if your heart ain't right, your thinking don't matter. And I realized right there, like, there was just something about, you know, coming back to op night. There was just something about coming back to Saturday training. There was just something about, man, man, I got this. Like, man, this is big. Like, every time I come to a meeting, I feel awesome. Every time I go back to my job, I feel like crap. I can't wait to quit my job. And I realized right there, quit your job and your mind. See, we do like, we do 110% at a job. But if we just did 100% at a job and took that other 10% into your Primerica business, you're going to be freaking bigger than Jack the Beanstalk. You're going to be bigger than a dinosaur. You're going to be huge. You're going to be a giant. And see, that enthusiasm, that intensity, that moment, I've never lost that fire. I've never forgot where I came from. I never let the income get to my head. I remember just being brand new. I have a beautiful memory. I can tell you what I was wearing the first night at op night, what song we were listening to in the car on the way there, the conversation that Victoria and I were having. You got to keep it real. That's why, you know, we're still after it like never before. We're still reveling with the opportunity. I'm on the cutting edge of greatness with this company. It's insane. There's more wins if you stick around and understand. Then realize that, you know, you could do something great in your life. And I just want you to understand, like, that empowerment, that dynamic is so ready for everybody. You know what I mean? Like, so we were coming to the op nights and I realized, man, you know, there's just something about the environment. And then as we started going, I got this, it became a habit. It takes 21 to 30 days to make a bad habit a good habit. And I started realizing that every decision was we can't miss that meeting. You know what I'm saying? And then we started to learn, you know, how to get on the phone and how to set that kitchen table, KT. We started learning how to get now in the door. And then we got good to be inside the door. And then we learned how to close that sale. You know, we weren't just professional visitors anymore. And then once we got that transaction and transaction, then we had to get good at getting that client on a four-step process to the op night. And then we got so good at getting the op night that they got in the front row, they were fired up, they were a client already. We realized this is a value business. If we can get them to the op night right there, we have a higher percentage of a client that's going to stick on the books. Value, they're going to see how we run our business, how we get paid for every fee of service. Recap all the decisions they made short and long term. Meet the regional vice president. Then we got good when the lights turned on, how to get that IVA. Then we got really good with an urgency of 24 to 40 hours, get back in their home. And we started to revolutionize two words called a fast start, not a pop tart. Started learning why they joined Prime America, why they needed to get out in the field, why we became builders subconsciously. I always said that I felt like I was Daniel LaRusso learning, you know, karate of Miyagi in two weeks to beat John Lawrence and the Cobra Kai, the real karate kid. And I'm telling you right now, it's the same thing here as we never miss meetings and kept seeing the fear and increased responsibility and the rule 72. Then we started mastering our personal story, what we used to do and why we're doing this, what we used to do and why we're doing this. Then we got this consumer's report book with Gilbert and Schultz that no one knew about. That was our lightsaber talking about whole life, ripping people off, right? Talking most important, like most deceiving product in the industry and more ways of persuasion to confuse the consumer. Boo. Yeah. Truth and third party. Then we started sharing. I used to be a supervisor at UPS for three and a half years. I got hired on the county sheriff in July of 92. They wanted to hire freeze. I ended up getting a job at WWE ranger and dropped to the wholesale warehouse making $13, eight cents an hour, three 91 every Friday, employee number four, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, seven, 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