BHC Donta Thomas & Peggy Hightower

Donta and Janine, experienced RVPs at Primerica, share their recruiting tips. They emphasize the importance of not being afraid to compete and challenge others. They also stress the need to talk to as many people as possible and suggest the opportunity to them. They discuss the orientation process for new recruits and the importance of referrals. They also highlight the importance of prospecting and making it a lifestyle, always looking for potential recruits in everyday situations. They share examples of recruiting success through building relationships and asking simple questions. Welcome to our Pre-Call Recruiting Tips segment with RVP Donta and Janine Thomas. Donta was a supervisor at McDonald's for 29 years, and Janine was a retail manager. They joined Primerica in 2015 and became RVPs in 2019. In April of 2020, they hit 100,000, and 10 months later, they hit 200,000. Donta and Janine, what recruiting tips do you have for us today? Hey, good morning, everybody. How do you feel? Thank you again, Adam. Good morning, Larry. We appreciate this opportunity coming on. And the recruiting tips that we have, first of all, for the day, we came in with the philosophy of, you know, making sure that recruiting is at the top of mind and the top of key for us. And I'll tell you this, before we began to double-digit recruit, we were, you know, afraid of five-by-five. So what happened is, one tip is don't be afraid to compete. You know, when people challenge you and, you know, tell you that they, you know, want to beat you in recruiting, that is the birthing of double-digit recruiting. So we had a – we were in the Bay Shop at this time, and we had a couple called the Grissoms, Troy and LeAnne the Grissoms, and they challenged us and said, we're going to beat the Thomases. You know, they busted our Bay Shop, we're going to beat the Thomases. They set a fire under me and Janine's feet because at that time we were afraid of five recruits. We were afraid of doing five recruits. But, you know, what turned it on, you know, was them challenging us, and they had put bullseyes on our truck, you know, at a meeting, hide behind bushes. And I knew I didn't get no ticket, but at the very end of the day, what happened is we came out, and once we got that challenge, since that day in 2015, we have not stopped double-digit recruiting. So one tip, don't be afraid to compete and go after, you know, the goals and dreams of, you know, recruiting. I think if you don't recruit, you're selfish because I would not be in this business if, you know, I wasn't recruited, and I got recruited at my church from Chris Gray. That's my upline. And at the end of the day, what he always talked about was making sure that we, you know, flood the pipeline with numbers. So that's how we became, you know, double-digit recruiters. And before I turn it over to my wife, what I'll also add is when I ran McDonald's, Adam, I had to interview everybody. So I opened up a restaurant, you know, in 1998, we opened up a restaurant, and I remember interviewing 104 people in one day. So when I got the opportunity to come over to Prime America and they shared with us, hey, you can go ahead and recruit as many people as you want, I said, oh, this is going to be a field day because, you know, don't be afraid to talk to people. You know, don't be afraid to talk to people. Don't be afraid to communicate because, you know, you can't say the wrong thing to the right person. So guess what? You know, make you guys laugh a little bit. At McDonald's, when somebody asks us, you know, do you want to get an apple pie when we ask that to the customer and they tell us no, right, all you did was suggest the sale. So when we meet people, guess what we're doing? We're suggesting that you take this opportunity on, but we understand that people are going to say no. So I would say talk to everybody, talk to the masses, and go get this thing done so that when you're filling up a pipeline of double-digit recruiting, you know, it's going to be phenomenal for you. From this point, I'm going to turn it over to my wife, and she'll give it back to me. Janine? All right, good morning, everyone. I will tell you that every person that you bring into the business, there is a shelf life. So we have an orientation set up to be done within 24 to 48 hours, and very rare. You know, it may take 72 hours for that person to get on orientation with Dante or myself because we do understand that shelf life. So what we have is a schedule for orientation, and some days that orientation may actually be done twice a day. And typically what we go over on the orientation with a new recruit is we talk to them about recruiting and referrals because we understand that that is going to be the lifeline to keep you in business. So when a recruit actually wants to talk to someone about getting recruited, we have four questions, three questions that we typically ask them to talk to the person. So, of course, the first question would be is do they keep their options open to make an additional income? That's that conversation. I know Dante is going to talk about prospecting, but when you're out and the person gives you a green light that, you know, they're friendly enough for you to talk to, the first question, you know, you want to talk to them about is, you know, do they keep their options open to make an additional income? And then from there, we ask them, can they pass a background check? We're not, you know, while we're in person, we talk about when we're doing a script on the call, right? But we ask them, you know, can they pass a background check because we do understand that we can't just recruit anybody because of the licenses that we're going to get. They've got to be able to pass a background check. And then from there, we ask them, do they have $120 on debit or credit card? We want the new recruit to know not to waste your time in making sure that this person is going to be able to fit the position, right? And then, of course, when we're talking about referrals, we want them to make sure they give us their top 25. Through that top 25, we know that they're going to be able to set six to eight appointments to be able to get done the training that they need to get done. So through those referrals, guess what? We tell them they need to know the market. And, of course, everybody on the line knows the market, but if you don't, they are about to break it down for you. We want to know if they're married. We want to know if they're age 25 to 45. We know everybody's market is going to differ, right? But that's our market. That's the market that we use. And then, of course, children. Do they have children under 15? Are they a homeowner? And then we want to know their occupation. And it's crazy because what we tell them is, and we say, don't say this out loud, but keep it in mind. This is how you're going to reference the market, is look at the first three letters in those five points, right? It spells out macho. So macho is a way that somebody can remember the market because it's the M for married, the A for age, the C for children, the H for homeowner, and then, of course, the O for occupation. So we're just super excited to be in business to be able to do that. And the crazy thing is, one Saturday training, I came up with an acronym. And the acronym that we use is called RARE. So the R stands for recruit. The A stands for attendant. And the R stands for retained. And the E is for everyone. First of all, we know that everybody's not going to go through with the process because they don't believe in themselves. But I would tell you, they got to have the trinity. And I would say, what's the trinity? They got to believe in themselves. They got to believe in their upline. And ultimately, they got to believe in God. And that's what Dante and I did when we came in this business. We didn't know anything about anything, but we kept our head down and we kept running. So I would tell you guys, get a system in place when you first recruit your person to get them off to a fast start. Tell them what you're looking for, right? And then, you know, make sure they stay rare. Make sure they show up to everything. Attendance is everything. And I would tell you to also make sure that E stands for environment because you got to put them in an environment that's going to allow them to know they can win here as well. Dante? Right. So now let's take it to prospecting. This is the fun part for me. And I know some people may say, well, I don't like talking to strangers. I don't like this or I don't like that. But how about reverting it and say this to yourself? Don't make prospecting an assignment. Make it a lifestyle. What does that mean by making prospecting a lifestyle? That means you have some people that say, you know what, I'm going out to prospect today. But if you're out every day, your antennas should always be up looking for that golden goose. And you never know who that is. So if you're out digging for gold, you want to make sure that you continue to keep digging because that person that could be standing next to you in a grocery line, in a shoe line, at the hairdresser, you know, at a baseball game, a basketball game, wherever they are, if you see something special about a person, right, and God tells you, oh, it's time to move, guess what? Say something to that individual because you never know that, you know, individual needs to be rescued. Bill Lorenzo down at Get Big or Go Home, you know, taught us one thing. And one word that I took out of his conversation is rescue people. See, me and my wife have been rescued. Why? Because we got recruited. So when you make prospecting a lifestyle, that means wherever you go, you're looking for someone. So what do you say to a person when you're prospecting them? Okay, example. You know, I'll tell you this. I recruited a young lady from the red light. She was eating a sandwich, Adam, at the red light. I rolled down my window, made her laugh. We pulled over. I got her number. An hour later, she was recruited, right, all because of a smile, all because of building relationships. So what you say to a person when you're out prospecting them, first of all, ask them a question like this, hey, do you enjoy what you're doing? If they say, well, you know, they already gave you the blue license, you know, to go in with the next question. Well, listen, here's my card. Give me your number. You switch numbers. And you don't sit there all day trying to explain what you do to them because guess what? We should always be busy. We should always be working. So you call that person, ask them what's the best time to put it on their, you know, their card. And now, look, me, I'm married. So if I'm talking to a woman, first thing I'll say, we live in Baltimore, okay? First thing I'll say is, listen, I'm not trying to make a pass at you, but, you know, do you keep your options open to make it some extra income? And then when they get on and get on the call or what have you, they're married, invite your husband on because he or she needs to hear exactly what it is that we're saying. So don't be afraid to prospect people. And guess what? A prospect is a prospect. So what does that mean? You have some people get caught up on, oh, I got four people to call. These people are prospecting. Is that promising? No. That's cold market, right? But at the end of the day, you had great in this company that was prospecting, and now they're greater than what they were when they first were prospecting. So don't be afraid to get that done, and that's a very, very important piece, you know, about prospecting. I'm going to turn it back over to Janine, and then she'll give it back to me. All right. So I just want to elaborate a little bit about the team and what the team momentum is going on right now. We have people, shout out to Team Unexpected, but we have people in our base, just like Dante talked about, they're fighting for an attendance award. So typically at our op, we have about 40 to 55 people that show up on a weekly basis, and I would tell you that it didn't start out that way. So it doesn't matter how you start, but it's how you finish. We create an environment for our regional and our divisions and districts to come in and be able to say, I want to be able to win that attendance award, so I'm going to invite guests out. So I would tell you guys, create an environment that your people want to bring people to because they know that they're in, but they're not going to invite them into an environment that is not conducive for what's going on. And I tell everybody all the time, we are the environment. So you've got to stay pumped up, you've got to stay fired up, and invite the people and let the room sell it for you. And lastly, in our closing recruiting tip, you know, we've been presented to an environment, which is called Get Big or Go Home. You know, a big shout out to Andy Young. And when we're down there in that environment, all we hear is three to get three to get three. So we have adopted that system because at the end of the day when you look up and you think, oh, you've got to recruit ten people, be a double-digit recruiter, most people think that they have to do that by themselves. They don't look and focus on what the team, you know, can get done and how fast it can get done. So at the thought process of three to get three, if I have three individuals that I went to go recruit, my job is to help them get three individuals ASAP, right? And then those three individuals go and get three people ASAP. Do we understand the multiplication in the numbers when we're going to get three to go get three to go get three? When you look up, you'll have a lot of people that are ready to go get licensed with you, a lot of people that are ready to be productive in this business to make things happen. So that's another nugget that I'll have or share is have three people. You go get your three first because you always should lead from the front. I'll just close up with this, guys. Have belief in yourself. Have the faith, focus, and action and know that God is doing it for somebody else and for America and he can do it for you. We're turning it back over to you, Adam. All right. Thanks so much, Janine and Dante. Welcome to the Big Hitter Call. This is Adam Weidel. It is Monday, November 6, 2023. Let's say hello to our speaker this morning. Good morning, Peggy. Good morning, Adam. And good morning to Dante and Janine. Good morning. Good morning. And good morning to Larry. Hello, everybody. And Dante, great job on the recruiting tip. God be the glory. Thank you so much for having us on. God be the glory. Thank you. On today's call, we are spotlighting SNSD and million-dollar earner Peggy Hightower. Peggy is a former registered nursing supervisor. She has several RVPs from first to fourth generation, has $1,600,000 income earners, and is a Wall of Fame member. Let's get the call started. Larry, I'll turn it over to you. By the way, Peggy, welcome. Welcome and congratulations on your great career and still the momentum you guys still have. So congratulations on what you're doing and your new people on the way up. I've got a question for you, Peggy. Yes, Larry. Do a brief. I've got a two-part. Let people know what state you were in when you got recruited and you got started and what you had to go through, just kind of a brief thing for the people. We always have, you know, it's like fast start schools. You have at least a third of the people on have never been on before, and we always assume everybody knows everything, but they don't. And so just a quick thing of when you came in and what you put yourself through and the incredible support you got from your upline, and that's – I'm kidding there. I know. Give a quick preview of that, but I've got another follow-up question for that. Okay. All right. Larry, first of all, when I came working as a registered nurse, the only one out of the five children that my parents had, the only one that went to college, and so literally I was expecting so much more out of life because I felt I had put in so much more. Getting a job as a nurse and my father saying go in early and anybody else stay longer, work harder, you'll get promotions. He did not lie. I became a supervisor, not realizing then how crazy that position was because now that you're the supervisor, when other people don't come in, you do their job and you do your own job too. And so I was pretty frustrated at that point in my life with having to have done my best and going to the store, not being able to shop and buy what I wanted, going and shopping and looking at a dress or whatever and saying, ooh, and then after looking at the tag saying, I don't really like that one. So I was pretty frustrated when my neighbor came over and talked about my policy. And when they talked about Bank A, Bank B, and the Rule of 72, I was very excited about that. But literally, keep in mind, I'm the only one that went to college. And so I said, oh, nobody would buy this. And at that point he said, you know, like, go get your policy. Went in the closet, in the shoe box, and got my policy. And that policy said, mm-hmm, whole life. I was livid. But when he asked me about working, I said absolutely not. I don't like salespeople. I'm not good at numbers. I don't want to do this. But I had already prayed and asked the Lord to give me something else. I'm thankful for my position. But, Father, I need more money. At that time, Larry, I needed an extra $200 a month to just clear bills. It had nothing to do with savings or any of the other things. And so literally I had gone to one of the hospitals in the area to put in an application because if you worked weekends, they paid you for the whole week. So when he kept calling about come, come to the opportunity meeting, and then this one weekend he said, we're having a big celebration over in Virginia at one of the major hotels. I said, well, I don't have anything to do. And so a friend and I, we went over. I didn't understand what was going on, but the feeling of it was really, really good. And so the guy who had called, he said, how many other people did you recommend this kind of insurance to? And so literally I told him, gave him those names. He said, Peg, if you go with me, you'll be able to make some money. Thought about that $200. But, Larry, once signing on the dotted line, I drove an hour and a half to get to that RBP's office. When I would get there with people in the car, he wasn't there. The office wasn't open that night. His training to me was, young lady, when you come in on Saturday, you have two sales done. Well, I'm only used to a job, so I'm thinking that if I don't get two sales every week, at least I will be terminated. So I went through all of that. Or he said things like, how long did it take you to do this sale? And I would tell him, and he said, how much did you make? So if I told him I made $250, he would say, well, when was this? This was Wednesday night. His response to me was, well, I was watching the game or whatever, and I made $400. And so I was like, hmm. So how did that happen? And he said because he was a regional vice president. I said, well, what do I have to do in order to go to regional vice president? So at that point, I was like, well, if I'm going to work, why don't I get all the money that's due to me? Why does he have to have some of my money? And so literally, I did the things that was necessary according to premium, and that's what Charlie talked to me about, guys. And I did that. I probably did it for three different months before he allowed me to actually get the contract. And once I got the contract, I was like, oh, my God, I had never done an opportunity meeting before in my life. During that time, we did, you know, like you had to make these forms out and send them out, and you got paid like every seven to ten days a check came back in the mail to you. And so during that time, I was like, oh, my God. But as far as building a business, Larry, I never thought about that. All I knew is, and people that I talked to about it, they were like, don't you know that's a pyramid? Don't you know that's multilevel marketing? Don't you understand that they're going to close down in another six months? All it did was make me increase my people that I would see because I was getting the money. I was going to get my money and put my money in the bank, right, so that when they closed down, I'll be okay. So by doing that, Larry, but in 90 days, I was making more money part-time than I was full-time as a nursing supervisor. And so once I realized that if I did those numbers, the premium numbers that he said, I would get the contract. And so he did. And when I got that contract after six months, then I got a call from this guy, Andy Young. Okay, who is this? And so they said, well, this is the guy that's above the guy. That's your RVP. I was like, oh, God. So this is the white man that's coming now, right? Okay, all right. So I knew it was too good. So now they're going to stop me from making my money, give me another territory or something. So ultimately, when Andy came, called and asked me about going to lunch, and sat down and talked with me, and he said, as good as you are, with all of the things that you're doing with closing, how would you like to learn? Keep in mind, I was 40 when I came here. I wasn't in my 20s or wasn't in my 30s. I was 40. You know, I was a single parent. You know, those kids, the responsibility was on me. The family was saying, your girl's going to end up pregnant. They're going to end up on drugs or whatever. You'd have left the church. You don't love the Lord no more because instead of, you know, like cooking with them every Wednesday, which is what I did, going to work with the kids, singing on the choir, doing the usher board. Instead of doing all of that, I'm out now trying to save my family's life. But ultimately, they're telling me that I've given up the Lord. That scared me, man. But what I knew in my heart of hearts that I wanted my children to have the kind of lifestyle. Larry, I never knew about a Rolls Royce, a Mercedes. I wasn't from that kind of environment. But just to be able to get, you know, like the basic things, to go to the giant, the grocery store, and be able to buy sirloin instead of chuck. To be able to, you know, like get Hanes stockings instead of no nonsense. Those are the things that I was, you know, like climbing for. So as Andy Young sat down and talked with me, he said, well, you know, you're doing a great job. And I said, well, maybe you need to because I've never done an opportunity meeting. I don't know all the ins and outs about this business. So if it's possible that I need to take a demotion. And he said, well, how about if you learn as an RDP with doing the right things. And then he said to me, as good as you are, it's only one of you. If you had 10 people and they got, if you had 20 people, Peggy, and they were all doing one or two sales a month, and you were doing one or two sales a month, and he showed me the diagram and he said, you'd be making more money with a team than you would by yourself. And they don't have to be as good as you. I had a passion for insurance. I had a passion to realize that if I kept that policy, guys, literally if I had died, my girls would not have had enough coverage. If I had lived and it was time for them to go to school, their education would not have been paid for. So it was a bald-faced lie, but I didn't understand it. So I thought about that, and I was like, oh, my God, I could leave a legacy. This is what he's telling me. And he said, if you start, you know, like tell people your story. We had a flip chart then. I will go through the flip chart, y'all, but I was so excited about having an opportunity to make, you know, like that kind of money, to be able to make $2,000 a month, and then to be able to make $5,000 a month. And, of course, my kids still call me the day-type, anyway. And so I've saved my money. You know, like I believed in saving my money. And so literally I was like, oh, my God. And here's the other thing that I heard, that one of the guys said, well, if you're just working part-time, make $1,000 and save it. I'm 40 years old, guys. Save it. Put it in an investment, 12% return. In 15 years, you'll have a million dollars. I was like, oh, my God, this is really the trail, right, that I am on. So literally after, you know, like sitting down with Andy, he introduced me to Fast Start Schools, never done that before, took us to North Carolina where we had the opportunity to visit you in your home and like literally holding my arms together because I don't want to touch anything, I don't want to break anything, actually going out to your farm, seeing that, you know, these are people that own horses and things of that nature. So it was all kind of different levels. And so it just opened up my mind as to, you know, like what could happen at that point. And so when I look back over, I don't know, man, I may have done 16 or 20 sales like with my RVP within training. And I hear people talking about that, Larry, but that does not matter. Whatever I did, I'd go do it over and over again in order to get where I am now. But I missed Christmases. You know, like I missed holidays. I missed all of those things. And people were saying you were missing it then. But, Larry, I can call out a Christmas whenever I get ready. I just got back in town this week because, you know, like we went on, we wanted to go because the weather was colder than I wanted it up here. You know, like so we just took a tour to go where the weather was warm or where we could see a different kind of sunset. I didn't realize all of that at that point. By getting into the schools, by getting around people, by getting my, the RVP that recruited me, I don't know. Andy could tell me, of course. I don't know if it was a year after or two years or whatever. All I know is that he disappeared, period. He wasn't even here. You know, anymore. And so I was just so thankful to get into a hierarchy where doors were open for everybody and still until 2023 Andy Young opens his doors. And I'm sure that he's learned that from you, Larry. You are still at this point, and you don't even have to be doing this, but ultimately you are still doing for all of us. I was listening this morning. It's like almost 400 people that are on this call. All of them are not in your hierarchy. But the bottom line is that you don't close it down to if it's not somebody in your hierarchy. You're working because the organization keeps running that's called Primerica. Then that means that's a door open for my children and for my children's children as well as yours. And so, you know, like I'm probably jumping off more than what you told me because I didn't realize all of that just coming in. But I had a desire to have a different kind of life. And I believe with all that's in me, you have no idea how I felt this morning listening to Dante and Janine talk about building their business and rescuing people and helping folks in order to change their life. I never thought I'd make a million dollars when I came in here. I never even thought about that. As a matter of fact, I was making $32,000 a year as a registered nurse supervisor, and then ultimately I can remember praying, Oh, Father God, I'm so happy. Father God, if you just allow me to make $50,000, I won't ask for anymore. I'm so glad that he understands about fools and babies, you know, like it didn't go there. But if they talked about a million, man, I couldn't think about that. $100,000 was something. Nobody in my family ever made that kind of money. Hard workers now, but never understood or nobody talked about it. Still today in 2022, people don't want to talk about money and people don't want to talk about Jesus. And both of those things, and that's my belief, and whatever they believe in, God bless them. But whatever's going to get you over, that's it. But mine is Jesus and the Holy Spirit. And so ultimately then I had time to sit down and pray, Larry, because I didn't have to worry about my rent no more. So literally it wasn't like I was falling on my knees and going to sleep the way that I did before. It wasn't like I was going to. So people say I'm depressed, and I look at them and I was like, God, their situation is they need an extra maybe $500,000, maybe $1,000,000 coming in a month. For most situations, I don't care if it's their marriage, I don't care if it's problems with their children, but the bottom line is that if they get more money in there, here's what Peggy believed with all this in me. Peggy believes that if life is all about growing spiritually and financially, I believe that should happen until the day that you die. If the Lord allows, by February coming up, I will have been here like 40 years, man, 40 years. Also, I will be like 80 years old. I talk to people that are 25 or 30. They have no vision. They have no gumption. They don't understand about you've got to go. Everything that grows up has to go down. You've got to go down. When Jesus walked the earth, he just went around. I don't believe with all this in me that he went around and just said, follow me, follow me, follow me. First of all, he had to get the mic. The first mic that he got was turning that water into wine, whatever reason. I guess he thought they would, whatever. But the bottom line was turning that water into wine, and then somebody who saw him actually do it, see, they knew he was coming all the time, but that saw him who actually do it, they literally went and said, guess what? He's here. You know, the guy we've been reading about, you know, the scroll of everything they've been talking about. I actually saw him turn water into wine. He's a miracle worker. And so then this other guy, big guy, says, oh, God, I don't think I'm worthy to get next to him, but can you please let him know that my daughter's sick? You know, would he come, right, to heal my daughter? So the bottom line is that once he started doing it, but you've got to put yourself in position in order to get it done. I don't believe primarily the business that's designed for individuals. I think it is a business that's designed, and the more I look at it, I'm still, like, fired up from listening to Art Williams last weekend. It took me back to a whole nother, it's a whole nother, you've got to have something in you that you enjoy giving a gift more than you enjoy receiving it. He built this business. He said the only regret that he had in his life is that, you know, like he's not still in position with A.L. Williams, although I say he's a billionaire and all the other things, but I'm just saying when you're doing something that you're passionate about, Larry Wydell, I don't believe you're doing this call because you don't need, you travel all over the world. You put so many people in place. There's no state that you can't go to, that a door is not open for you. People like you, people like Bill Arenda, who comes down to get big or go home, why in God's name and pour into us, see what the stuff that you guys are giving us, the people that are in position right now in order to go to R.V.P. or become an R.V.P., and they have, it's kind of like I feel, if you could meet somebody that was in World War II, you know, like those guys and you sit down and hear the history of this country, it's a whole nother deal. So when you can put yourself in position that you can get close to a Bill Arenda, a Larry Wydell, Andy Young, that's a whole nother deal altogether. I listen to, and I'm so proud about all of these women and the things that they've done, but when I listen to a Frances Abrams, that's a whole nother deal. What I hear is courage. What I hear is faith. What I see is commitment. When I find out about people, you and your family that left Georgia but went to North Carolina, you didn't go with any money. You didn't go with any house already built. Bill Arenda that picks up, go to Texas. Andy Young that comes to Maryland, set up a map and say, this is what I'm going to do. Those are goals and dreams. If you don't, without a vision, the people perish. So the one, and the numbers are, people got to get the numbers. You got to, but here's the deal. People are giving you the numbers. They write those numbers out of what you need to do. People are still recruiting people and then taking them immediately to get a license. People don't want to take no more tests. They know that they have to, but the bottom line is, I don't know what the 60s are, but I believe people leave quicker when they have to go take a class than they would if you had taken them to their best friend's house or their family's house in order to get three or more people for them. I believe just thinking about, well, suppose my sister stays, and so I'm going to hang on because of that. So all of the things that you need to do, the plan is laid out. It's clear as day. You tell them that plan, and then the other thing is you put them in an environment that all they hear about is that plan over and over and over and over again, repetition. The key to this business is repetition, but you've got to be in an environment in order to do it. You've got to know what big numbers are, the numbers that your son called out before the beginning, you know what I'm saying, of this call. You've got to fall in love with the numbers, but here's the deal. You've got to realize that even though you're falling in love with the numbers and that you're going to get a no, you've got to realize you've got to get a number of no's before you get a yes. You've got to go through something. You're going to have a baby. You've got to go through nine months. You can adopt. Absolutely you can, but the bottom line is that God has made all your apparatus to work in a different kind, a certain kind of way. You've got nine months to do, but then after you do the nine months, guess what? Then you've got to go through, God dog it, they can't clean their own butt. They go pee on your stuff. They go mess around, but the bottom line is that you put it into them. Now, listen to this. The more people like folks are talking about now, like with limited children, how many do you have? Like I'm trying to get my son, Sean, that they already got two, but I keep telling him, when is the third one coming? He's like, you just don't understand. But the bottom line is that I believe the more we have, the bigger we'll get. I think that's the same thing in recruiting. I'm so excited about these guys, like what they're doing. The Chris and Tasha Graves, right? You know, like Marquis, Sean, I'm so excited about it. The Thomas is breaking the loop. You know, like Nakia Bynum, Tajay. The newer ones that's coming out, the Sabrina's, right? All of the new that's coming out that's fighting for something. But the bottom line is that if you don't have passion and if you're not willing to take a hit, then you can't win. Everything goes down before it goes up. I started reading about people who had become successful. I started looking because when I came in, it wasn't a lot of women. There was Jenny Carter. You know, there was Frances Averitt. Barbara King ran out, you know, like the women's meeting. I think that that whole women's deal is probably only about 25 or so years old. But the bottom line, I can remember walking behind Jenny Carter and saying, oh, my God, you know, just to touch the hip of her. I took a picture standing by her. She didn't even know it was me. We talked about that like later on. But you've got to, man, listen, you've got to eat with it. You've got to sleep with it. But keep in mind, too much is given, much is required. So I can't expect to have the freedom in my life financially. I can't expect to have the freedom spiritually, and I ain't never opened my Bible. And every time that I get on my knees and say, no, Peggy, I pray, I say, yeah. Normally when we pray, you're asking Him for something. But do you ever take the time to open up the Word to see what is He saying to you? Because that's how He talked to me is through His Word. So I've got to show Him that I'm interested in Him. So I've got to allocate time for Him. Before we wake up and get our physical man dressed, sharp as a tack, looking good, hair straight, nails together or whatever, go out and get hit and can't take it. But if you start dressing up your spirit man, we are spirit and physical. I'm going to stop in a minute. We are spirit and we are physical. So ultimately if you do that, then when you go out and get hit, your physical man gets hit, your spirit man is going to take over and heal that wound and say, it's all right, you can still get to the next level. So I'm a little excited about Proud America coming up for 40 years. I'm a little excited about the opportunity, right, in order to save folks' lives in this crazy, crazy time that we are living in now. Fantastic. And I've got a lot of follow-up things. I want to jump in on that, but that was really great. One thing I will say, the thing about getting your cash flow solved, I heard this thing all along that financial problems will crush iron. You know what I'm saying? I don't care how big, how special, whatever, and it doesn't mean that you have to have a million-dollar financial problem. If you've got $100 and you ain't got it, that's like a million dollars, you know. And you've got to be unapologetic about working to push back those financial problems and take care of business. That's the big thing to start off with. And people are very, with all of us, people are very happy to stick their nose in our business, tell us, well, we shouldn't do this, you shouldn't do that. And they don't realize they're interfering, but they're not going to offer any money while we're trying to, you know, sculpt our lives according to their plan. And, you know, at some point you've got to figure it out. You've got to figure out a way that works for you, and that's what you did early on. But, Adam, I want to point this out to you. The thing about people of color, it's a thing where imagined or real, you know, a lot that's real, a lot of that's imagined, there's a lot of mentality out there. But Peggy came in not only as a female, but we didn't have many female role models in the company. We had a few, you know, Virginia Carter and Frances, but not many, Mary Walker. But I don't remember any females of color. And then you came in, plus you had an RVP. We won't say his name, Sid. I will say that part. I think it was by the grace of God that you were recruited under the sorriest RVP we've ever had. Amen. That seemed to be the perfect training for you, you know. Peggy and I would talk about it. It's like, can you believe that, Sid? But he seemed to be the perfect guy. We knew he was not going to last because he never worked, you know. I don't even know how. You know what Sid did. You know what Sid did? In his first six weeks, he recruited like 70 people. Wow. You know, he was really amazing for a few weeks, and he probably recruited one or two people and recruited all 70, and he got credit for it, knowing Sid. But anyway, he had such a splash of people that he wound up going to RVP and surviving for a couple years in spite of himself, you know. And he served his purpose because he brought us Peggy Hightower. But the thing is that you came in, and the thing you said, okay, you know, here comes Andy Young, here comes the white man. Yeah. Adam, you know, I went in the last 18 months, something like that or so, I went and had lunch up in North Carolina with John Lennon, and we met over at Ruby Tuesdays. And his driver, he has, you know, a driver that drives him around, and his driver said, where are you going, you know, who are you going to meet in here, because there weren't many people. It was an off-schedule time. There weren't many people in the restaurant. And he said, that guy over there, that white man, you're going to get, you know. You're going to eat lunch with that white man? He said, yeah, I've been in business with him for 35 years. But it's just ingrained, I don't know, in the DNA down to the marrow of the bone. But, I mean, there's, you know, and even John talks about it. You know, in the church and in his family, it's like, what are you raising yourself up? You think you're better than other people? Now, everybody, I mean, we all, from all walks of life, you have that, your family's never done anything big, and, you know, they all think you're getting uppity too big for them. But, you know, it's more severe when you've got color. But you just put your head down and charge forward. Adam, that was what was so amazing in the moment in time that you did that. But, I mean, you really have been a pioneer in that arena, unapologetically moving up. But I'm curious, Peggy, with all your education, were you the oldest in your family? Youngest. You were the youngest, huh? Yeah. You were the baby, and you got the education. And how was it? How many kids did you have? You know, you had a great job, but, you know, we're never told, but, I mean, our families don't know these things either, you know, that how much, you know, they think that's a great job because of the title, but they don't know the responsibilities. A lot of times you move up in management, you know, the bigger, bigger supervisor thing, they give you hundreds of dollars more of responsibility, and they give you dimes more in income, you know. So it's really not proportional on your income. But, you know, it sounds so much better. I'm a supervisor. So how, you know, how bad, you know, what did you, what were you making, and what was your obligations, you know, as your family? And, you know, up there around, was it Maryland or D.C.? Maryland. And not a cheap place to live up there, right? That's true. And so how was that, how was it that you got, because I know you're, you know, you're smart, but how did you get to the point where you're just behind the eight ball coming into this thing? Well, literally when you say behind the eight ball, but I didn't realize, 33%, whatever you say, Uncle Sam, you don't, I'm getting feedback. Peggy, you break it up like you weren't earlier. Yeah, that's what I was saying. I'm getting feedback. I'm hearing me. You know why? Okay. Is that any better? Yeah. Yeah, I can hear you. But, you know, that's what people say now. But, Larry, keep in mind that this area is expensive, much, much more expensive than North Carolina. I can remember Ivan came up with Sharon, and she was saying, oh, my goodness, I love it up here. We need to buy a house up here, these or whatever. And he said, no, indeed. For what little bit they get, they pay too much money. And that's, we do pay up, but you choose the lips, kind of like California. I think the first time I went out, I believe it was Lawrence Walker that invited me to come out and do a school. Went out there, we went to his house, and this was years ago, and that house was like $750,000. It was a little teeny house. But it's according to where you live, I guess. But here, it was even about $30,000 a year, if you looked at 33% of that, taken away. So that means that I was bringing home $1,800 a month. And then that $1,800 a month, well, the rent is running like $1,000, which was like the mortgage at that time. But I chose Larry because the guy that I married, this is a lot, but maybe it will help somebody, hopefully. But, you know, I didn't know I was a competitor, but I always knew that I had goals and dreams. I always knew there were certain things I wouldn't do. I had a line of what I wouldn't cross. And so Daddy always said if you work, you know, and you be a good person, right, that God will provide, you know, what you ask for. So literally, and I really thought that great guy to this day, nice guy, but failure to thrive, no want to go do anything, want to get whatever. So I was like, you know, like you'll help me or you'll hurt me. And so once I looked and saw that, I said, okay, he's hurt me. He's hurt me, he's hurt my kids. I talked about my kids going to college, and, you know, like he was like, who do you think you are? You know, you want them to go to college? You want to do this? You ever want to buy a car? I wanted to get, this was a lecture 225, but he wanted to get a Skylark or whatever they were doing. But the bottom line is that I just felt that if we worked hard enough, if you wanted to work hard enough, you'd get it. Anyway, so I ended up with me and my two daughters, and I ended up with, you know, like I said, $200 a month. I was short after paying the bills. Didn't know about Mercedes. Didn't know about Rolls Royce. Didn't know about, what do I drive now? Porsches. Didn't know about any of that stuff. You with me? So the bottom line is that I just, I don't know, and it's just something in me to the day. Larry, I believe I fought before. Okay, let me back up a little bit. Here's what I believe. I think everything is spiritual. I think white, black, Chinese, Oriental, Latino, all of that. I think all of that is spiritual. I think God is over, I think everybody bleeds red. I think people have a choice as to if I want to succeed or not. I don't think anything that you have going on hinders you, no matter where you came from. I think sometimes the people that came out of the worst situations that work and stay focused, you know, like on knowing who they are, growing spiritually and getting in position to, you know, like get financially up, I think that happens for them. But so many people settle. Okay, Peggy, don't go off. So many people just settle, Larry. And what I see now is that so many people want something for nothing. I was brought up that you needed to work hard. When my father would have us like washing the woodworks, I'm the baby. I'm supposed to be the one that's loved. They still say I was the one that, you know, got more attention or whatever, whatever. But the bottom line is that my daddy worked 4 to 12, but my daddy also was an entrepreneur. My daddy had a truck. We sold fruits and vegetables during the winter. You know, we went down to Waldorf, which was probably, it seemed like 100 miles then, was probably 50 miles or whatever. We cut down wood and sold wood. We went through D.C. selling wood and baskets. It was 25 cents a basket. When daddy went, we sold greens. Daddy would go to the market and buy 100 watermelons, and he would pay, say, 25 cents for the watermelon, but then he would sell it for 50 cents. But if Sister Green didn't have the money to pay for it, my mother was an accountant, so she had a book that she would put down. Sister Green got $2 worth of vegetables this week or whatever. So the bottom line, but he worked a job, but he was also an entrepreneur. So once he realized he was making more money as an entrepreneur, he couldn't spell that word, but once he realized that he was that, I've seen my daddy go into stores. I saw my daddy when I was 8 years old buy a car cash in his BF Overhauls. He was a very, very humble man. I took my, what you call them, from my mother, my spirit in this. But daddy was, like, very humble, very meek, strong, but not vocal. You know what I'm saying? But whatever he wanted. My daddy paid for three houses in his lifetime, and he never did 30 years to do it. Because he said, if you got a credit card, if you get something and you ain't got the money for it, then that means somebody owns you. Nobody ever is supposed to own you but God. And so I got a credit card when I went to college because my friends were like, you know, like, I got math, I got blah, blah, blah. So I'm trying to be in the crowd with doing that. But my daddy, you know, like, daddy didn't leave me a million dollars, but daddy left me with character and integrity and a work effort about, you know, like, what to do. And I think people now that keep saying, you know, like, what do I need to do in primary. I haven't met anybody that haven't given you the road map to what to do, but people want to take a shortcut. You can't take a shortcut and live a long life. When I look at and I listen and I saw that, I saw Andy Young that he wouldn't just take his daughter to the movie. She could take four or five of her friends to the movie. And then he let them go buy all the candy popcorn that they wanted. Larry, that impressed me. When we were going to the movie, we did the jiffy pop, you know, on the stove to pop it, hide that in your, right? Go by the grocery store, you know, and buy candy. I still do that sometimes today. Peggy, you can pay for the popcorn now. But anyway, but the thing is is that it's got to be in you. You've got to find why am I here. And so by doing that, you give me the mic. And when you give me the mic, then I can tell somebody what you're going through now, you're supposed to go through it. Guys, I've been through foreclosures. I've been through repossession of cars because I was overspending. I remember telling Andy one time when I started making a couple of dollars, I think I'm going to buy this bedroom. So he said, how much is it? I said $7,000. He said, hmm, hmm. So what he did was sit down and show me that if I took that money, the rule of 72, what would happen? He said, so what's that bedroom suit going to be to you or whatever? So, you know, I just think, too, God has blessed me with, and I call it my covering, that he's put folks in my life, that's my covering that I can see and look when I see what you do. When you opened up for us to go to Mar-a-Lago, you're teaching me. You understand what I'm saying? I have your picture in one of my houses in Florida on the wall, that painting that you see. And when I look at it and I see the strength and the inspiration, so you guys became something. So I want to become something. I want to leave some people that will say, because you stuck it out when it was best. Larry, I had a $30,000 charge back that I did not make. This little cutie, that's why today I don't take nobody's people. If you say, I want to come, they treat me bad, can I come to you? The answer is absolutely not. Get it together. Ain't nobody been treating no more bad than I was with Sia Jackson, but I went to RDP in order to say, let me open my own door and go to work. But the bottom line is that you've got to go to work. I promise you if you go to work, America's a place, but you've got to have a vision, a reason why you're working, and it's got to be real. Larry, I saw an ad on TV over 42 years ago of a woman with gray hair eating cat food out of the trash can. I was sitting there then with who was my husband now, Raymond, and I was like, oh, my God, it scared me. And I said, I don't want to be old and broke. I don't want to be old and broke. And so you've got to have something that you move in order to – and then you've got to get around somebody that's moving. Stop hanging around them people that ain't doing nothing that's getting nine when they know they need to be getting ten recruits. You understand what I'm saying? Go with those people that's going to pull you up. Go with those people that do whatever's necessary to make you win. Go with those people. I remember when Andy walked through the office and he said, oh, my goodness, you heard about that girl over there in Baltimore, Stewart was her last name. He said, yep, she did over 48 recruits last month, but I know that's something you couldn't do, and walked right out the office. Well, I was offended. I was like, why would he think – I'm not able to do that. And so what I immediately did, I said, what did she do? So the next month – and I went from like eight to ten recruits, but I went to like 50 recruits. So the bottom line is that whatever you want, you can do it. But the bottom line is that you've got to always want something higher than where you are. I believe it with all this in me. I believe – people say about my age, about my gender, about my culture, about my race, about whatever. Know what you want and then work until you get it. So you can have the pieces of passive understanding every day of your life. Folks say, how you doing? Say, I'm doing fine since 1984 because that's when I came in here. I need freedom in order to do what I need to do. I don't know if I answered your question. Absolutely fantastic. I love it. And let's see if Adam wants to jump in with a question. Well, I will in a minute. I want to see if – yes, we are. Okay, Dante. Dante, you know, all y'all gave me goosebumps. You know I got tears in my eyes. You know how emotional I get. I was so awesome. I just thank God. Thank you, Chris and Tasha, for putting in what you have, right? They are where they are. Yes, they're great. They're great. I do have a question for you, and you already alluded to my first question because we will always have questions ready. So here's my question for you, Ms. Peggy. Can you talk about – we're going back to recruiting. Can you talk about the mindset? Because earlier you said, you know, I know you were, you know, vicious in writing life insurance, and you was like, you know, Johnny by the door. If you ain't ready to go with me, I'm gone because I'm going to go make my money. But can you talk about the mindset when you realized that recruiting worked? Here's what I want. I had that conversation with Andy, and what he did was brought out there again the competitiveness in me because he ran – he took us everywhere. But you could not get on it, which is like what you and Janine are doing right now with your people about attendance. You couldn't do – everything that he did was centered around recruiting. You know, like we went to the games. We went to fights. We went to – but it was around recruiting. So we kept the recruiting going. Well, guess what I realized? The more recruiting that we did, my income started coming up. Everything started to do a whole other deal with recruiting. Here's what I believe. If your total focus is not on recruiting, and sometimes it's scary to let go, and I know that because I see it. It's scary to let go the money part because we got ourselves in a bind with buying things that we didn't need to buy by the deal, right? And so I looked at, you know, like – so you've got to realize that we – and that's what I say with me, like even with the foreclosure on the house and all of that, it wasn't time for it, even though it looked like it because it was more money than I'd ever made in my life, but it wasn't time for that. It was time to build up some more. How you do that? With recruiting. I just believe that, and what you gave about that recruiting, if you start doing whatever your contest has everything to do with how many recruits because the backdrop – money is going to come anyway, and this is what – I don't think that's not true. It's not going to come anyway, but the bottom line is that if you're recruiting in that rare, you know, the rare market that Janine was talking about, and if you're recruiting there, automatically the sale is going to be done because you want to make sure that you're saving folks' lives. But if you don't have the people there in order to get it done is when your business goes bad. And so people who are not ready to do – if you go get a job and they say, this is what you have to do, job description, and so if there's something on there that you can't do, they don't hire you. So you have to do that in a loving way. You know, like when people come in, they've got to be able to put you so that you can get those three recruits for them, and they've got to put themselves in a big environment because no matter how good you are, you're not as good as the environment. And so when you do that is when people start to – the onion peels start to come off because you see people like you in different situations. That's the same thing with this call. People here – Larry lets all kind of folks get on this call. Are you with me? There's some of you that have – you know, like they don't have BS degrees, masters or whatever, or came from all kind of whatever. But then there are people like Peggy who's picked cotton, who's lived in Georgia, who's – you know what I'm saying? But the bottom line is that you've got to sell out. As the leader, you've got to sell out to I have to work with the recruiters. Don't send nobody away because maybe they'll catch it later. But you've got to work with the recruiters. And when I say work with them, not tell them to go get. Tell them to go get three people. You take them. You don't tell the baby. The baby just came here. The baby can't even walk. Go over there and sit on the pot. Don't mess on yourself. Change it out. You don't tell the baby that. You've got to make sure that you – you've got to train the baby to do that. So that means you take the baby to do that. So if they give you the – or you take the phone. Hey, Paul, this is Dante. I'm sitting here right now with your brother, Billy. He's so excited about what's going down, but he respects you so much, man. Can we run by there and talk to you 15, 20 minutes? And I believe Facebook – and I know people are doing a whole lot of stuff over Zoom. God bless you. I do more Zooms too than I need to. But I believe. But the bottom line is that people need to look at your face. People need to feel you. People need to see your smile. You said that about the lady at the stoplight. You smiled at people. So I believe the more people you can be in front of. So the bottom line, is that tougher? Yep, yep, yep. But guess what? Will you grow more from it? Yep, yep, yep. Yep. Thank you, Ms. Peggy. And that is so true with, you know, exactly what you said, because we've got people that if they would never have been recruited, they rescued some family members and they lost them. They lost family members in this process, and they got recruited. But guess what they did, Ms. Peggy? They got recruited, and through them going after their promotions, they broke policies on their family members. You know, unfortunately, they reached their timely demise. But guess what? They learned different because they had a death claim in place. That's the key. I'm going to hop in real quick, Ms. Peggy. First, I want to say thank you for the opportunity to even, you know, be the recruiting highlighter for this. Thank you so much for that. You talked about a lot, because I wanted to talk about you, you know, not having an upline who really did much for you, because, you know, people said that. This is a self-improvement business with a high compensation. Can you talk about some self-improvement things that you did that allowed you to be able to stay focused on what you needed to get done? I started reading. I never liked reading, even when I was in college I didn't. But literally I started reading. The first book that I started reading here was Against All Odds, and it was about John Johnson. And Andy gave me that book. He said, read this book. And he said, cut your TV off. And so I started to self-develop. I picked up Think and Grow Rich. I picked up Napoleon Hill. And so I started reading, and I started the things that I was doing, I stopped. You know, I unplugged my TV. I got up earlier. You know, and so all of those things. If you don't start self-development, see, a lot of stuff that's happening that we think is outside of us is inside. It's an inside job. And the only thing is the inside job is that we are, as a man, think it, so he is. So if I started thinking about I've got to get better, you know, in that area, you become it. And so self-improvement for me was critical. And it's for everybody who wants to change. In order to change, you have to change. And so you can't be poor and rich at the same time. You can't stay in a poor environment and say that I want to be rich. There were family members I couldn't be around. There were people who had labeled, you know, like as friends of mine, I couldn't be around them because they didn't ever want to get out. They wanted to stay there. They were thanking God for that little bit. Well, I believe God intended for me to have enough that I could give somebody else something. And so I had to read to learn that not only do I need to be in a position to buy a house, I need to be in a position to buy houses for other people, that not only do I need to be in a position to get a car or whatever that I want, but I need to be able to help other people with doing that. And so that doesn't come if the only person you listen to is yourself. That's why this call is so great, and that's why Get Big or Get Home every other month is so great, because ultimately you've got like minds and like minds. You become a part of your environment. Show me the five people you spend the closest time to right now, the most time to. I can show you about how your life is going to end up. You bet off by yourself, according to the Word, if it's you around people and they're not going nowhere. Wow. Wow. Adam, you ready or we got time for one more? Yeah, go ahead. All right. This is going to be a fun question for you, because God worked things out, you know, so perfectly that you lined it right up for this question that I wrote down. What does it feel like? You talked about repossession of the cars. You talked about foreclosure of the home. When did you know that you were financially free, and how does it feel to be able to be a blessing to other people? Oh, my God. Oh, my God. Dante, I still cry about that. I don't – I was telling people about, you know, like losing the house, the cars, having to move into the townhouse that I had bought for my daughters. The people that said, I know you wouldn't make it. This is after I'd gone from $300,000 back down to $100,000, you know, my best guy doing the wrong thing that was making the same amount of money that I was. I praise God for him today. He's gone on to heaven now. But he worked hard in order that, you know, like we – off each other. But the bottom line is that – and so I'll be telling people that. And, Dante, I don't know, maybe it's been a couple of months ago, whatever, around 430 or 5, because that's normally when the Holy Spirit and I have our conversation. And he said, you keep telling people about all the things you lost, Peggy, but you never tell them about what I gave you back. You don't tell them about you lost the one house for how many you got now. You don't tell them about being able to buy houses for your relatives. You don't tell them about because you saw Bob Turley put a car on a credit card that you were able to do that. You don't tell them about Andy Young wanted you to come down during the COVID, right, and you went and, you know, like to get a plane. You don't tell them about that because I don't – I guess, Dante, because I know when all that other stuff left, what I know – and I grew in the Holy Spirit, y'all. I knew that God was there, and I knew I was going to come back. I knew I was going to come back when I was looking in my pockets in order to find money to get gas to go on appointment. I knew it was going to come back, although I didn't have it then. But the bottom line is that now it ain't no big – it don't mean the same when it's there. It ain't nothing that I hold on to like that other than the most precious thing to me, you know, like in my life, of course, is my salvation, but then the other is to have the opportunity to see people to grow spiritually and financially to realize they can have freedom abundance here on earth even before what he's loosed in heaven he's loosed on earth as well. And so when you say what it feels like, people be clapping or whatever. I don't – I'm grateful, but it – I don't – I'm grateful, but I'm not – I don't know, Dante. To God be the glory. To God be the glory. To God be the glory. Thank you. Well, Peggy, go – this is Adam. Go ahead and – for the people that don't know, go ahead and talk about some of the things you got, the houses, the planes, the cars. Go ahead and talk about that because people want to hear it, sell that dream a little bit. Ooh. I'm telling you, when I think about it, I'm like, oh, my Lord, oh, my Lord. You know, like I was going to buy a house in Destin, Florida, and then a friend of mine said, you don't want to go to Destin because in the winter it's really cold. You want to get heat, right? I was like, yeah. So I walked in on there again all before the grace of God and being in a position. So he says, come down here because this – in this neighborhood, they are – and I think old people just talk a lot because – anyway. But they were changing houses like you could buy trailers or whatever, whatever, and so you spent 500, whatever. But the houses they were putting up was like 1.3 mil or whatever. So I came in on that time of something like as magnificent as that was because of grace and mercy of this covering of someone else that God had put in my life to give me that information. And so at this point now, we've got like one, two, three, four, five, six, seven, several houses like in that area. My niece, who was renting at 1800, and I said, look in the area, find something between 250 and 300. I'm going to buy it. Then you can rent from me. And I did that with saying if she paid on time for five years, I'd just turn it over to her. And my daughter, the house that we – in Davidsonville where Honey and I, after ten years here, I met one of the greatest men in my life, which was Eric Dwight Hightower. And Eric loved his swimming pool and his movie room and on three acres over there. But when we got that house, he said, we'll stay here for five years, and we'll give this house, you know, like to our daughter and her husband and the kids and all, but, you know, as the Lord would have it, you know, things. But anyway, but my daughter is in, you know, like a $1.4 million house. That's hers now. But the bottom line is that I just – oh, and then with the plane, because I had flown in Bob Charlie's plane, Andy, we went somewhere, and then he was saying, can you get somebody to drive your car back? I was like, yeah. That's another thing. Until today, I don't ask why. I don't – you ask me to do something, you know, or Larry or Bill or Andy Young. You ask me to do something. I'm not going to ask why. Guess what? You're in a position that I want to be in. I'm not leaving my family the kind of stuff that y'all leaving. I would love to do it. So how am I going to do it if I don't listen to you and then do the things, right, that's necessary? So ultimately, I ended up getting a plane and Chris and Sean and Tracy and all, and, you know, like surprised them. We got on the plane, and they were like, oh, my God. And then I think Dante and all of them, you know, like the guys that were doing maybe 20 versus 40 at that time, had a chance to come, you know, like and view the plane or whatever. Just, you know, like it's just amazing. But it ain't as big of a deal when you're doing it for me as it is when you're going for it. But the thing of it is that you want to be able to pass it on, you know, like to see other people, you know, like doing it. Talk about when you went down there to get the plane, Peggy. How did all that come about? Oh, my God. Okay. When I went to get the plane, I didn't tell. That was during COVID, right? Yeah, it was during COVID because when Andy called and said, can you come down, Labor Day, he called. Sean and we're over at the house cooking out. And so Andy said, I'm going to have a session with just a few people. And he gave me, you know, and I was like, okay, so if you'll fly in on Friday, whatever. I said, okay, all right, okay. And bring Chris and Tasha, you know, Sean and Markita. And so I said, okay, okay. So I got off the phone because I'm coachable. Here's the thing. I don't believe he'd ask me to do nothing that's going to hurt me. I don't believe it. And so I told Trace, I said, Trace, I need you to set up, get my flight. And so he said, you're not going to know dad going. Let somebody else get them people fired up. Now you're going to jeopardize yourself, get on a plane, it's closed in, yada, yada, yada. I said, okay, well, I'm not setting up your whatever. I said, okay, okay. Well, she knew I didn't know what to do. Anyway, so when I'm going to bed that night, I said, well, Father God, can you just please direct me because I just believe if he asks me to be there, right, that I should be there. Can you just guide me on that? And so that morning there again, 4, 3 to 5 o'clock, he said, you always wanted your own plane. See, I said that when I was in Bob's plane the first time. When I got out of that plane, I called my daddy when I got home. I said, daddy, guess what? I was just in a private plane. Daddy, it was only eight seats, and I sat up front with the guy that was flying the plane. So, daddy, if I get a plane, would you ride with me? He said, oh, yeah, girl, I'll ride with you. He, he, there's another thing too, see, you're making me go even over, over. Here's the other thing. You've got to have somebody you want to do something for. Hey, hey, my, as soon as, because my daddy was so disappointed in me, my daddy said nobody would make me believe out of all my five children you would end up being a fool. My daddy was hurt when I came in. He said, you and that Al Wilms thing, nobody ever heard about it. What is wrong with you? But the bottom line was as soon as, I guess I was what you called it then, sales leader or whatever, $500, my first sale went to my daddy. My daddy got $500 every month before anything. When I sat down for my rent, you know, my card note, my food or whatever, my daddy was on there. Didn't take but six to seven months before my daddy was saying, that's the greatest company in the world. Eric Cole, person in America ought to be in it. So that's why when I say it, people, you make money, right? So, but anyway, when God took daddy home, I kind of went down, y'all, for I'd never been down. I kind of went down for a minute. And what I realized I was down because I was doing all of this for daddy. I was doing it so that daddy would say you okay. And so when we got on the plane and Chris, when we pulled up to the airport, he's like, this airport? So I think Sean was like, oh, no, it's a private airport. And they were like, no, you didn't. No, you didn't. But it was wonderful. And then the next time that we went, I told Chris and Tasha to bring their children. Because I know once the kids see something, then you've got the parents. So literally they said, daddy, don't you have the same contract as Miss Peggy? And he said, yeah. Well, when we get in our plane. So I was like, great, that's it. But the bottom line is that you do all of this because you've got to show people. And people close enough to you, they need to see you doing, you know, like good things. But those things have got to be open to them. You've got a chance to live in it, be in it, and all the other stuff. But it's got to be so that they'll want that, that they're going to get something, you know, like they have the opportunity to come and feel it so that they can want it for themselves. I just want people to understand what happened exactly. Okay. All right. Okay. Okay. But we're over time now. You know what I'm saying? Peggy wanted you to come down. You didn't want to risk getting COVID, so you just decided to buy your own plane and not worry about it. I won't worry about getting COVID. I'll just buy my own plane and we'll come down. I won't have to worry about it. Right. That is a straight-up gangster move if I've ever heard one. So if it wasn't for COVID, you wouldn't have got that plane. Nobody, how will you say you don't want to be under the thumb of nobody or nothing? Yeah. If it hadn't been for COVID, Peggy, you might not have got that plane. Who knows? I'm sure, Adam. You're absolutely right. COVID and Andy. All right. Well, I'm going to let you, everybody, let's leave your final word. Dante, you all want to leave your final word, and Peggy will leave her final word and we'll wrap it up real quick. Okay. Thank you. Thank you. Well, first of all, we want to, again, say thank you for allowing us to be on this call. What a privilege, and God gives all the glory. My final word and my final take on this is we must do whatever it takes to rescue our citizens. My final take on this is we must do whatever it takes to rescue ourselves. The same thing that they say on the airplane, before you save somebody else, save yourself first. So our goal is to make sure we save the Thomas family, save every leader that's in our base shop, you know, for those that want to be saved, and go out and rescue more people that's interested in being saved, and go conquer all our goals and dreams, and lastly, make our vision big enough so that other people can fit inside the vision. Janine? I will tell everybody on here to go pick up a recruit and go rescue your family, and the reason why you need to do that is because you don't want to be the one doing it forever. Your final words, Peggy? Just powerful, guys, just powerful. They said, hey, guys, get your spiritual self straight. Think about the day who created you, why you're here, what's the reason. If you don't know it, you know, get your English Bible. I don't do the King right now, so I can do him now, understand him a little bit more. Get a Bible and start reading. I know you're praying. Get a devotional. Start with that every day. Give him five minutes in the morning, then ten, and then after a while you'll get so addicted you'll want to give him more. But start realizing that you are worthy. If God showed you Primerica, he intended for you to be the one in your family. He could trust you with the money. Some people he can't trust with the money because, you know, like they'll put it over anything else. He can trust you. You're the one that's supposed to lead that family, but you can't lead them until you get in position, just like Dante said about you've got to put the oxygen mask on yourself first, so you've got to go out and do what's necessary. It ain't easy, man. There's no doubt it's not easy, but it's not as difficult as nails in your hand or in your feet, you understand, as whips on your back, as to what the ancestors have gone through in order to be where they are now. Just make sure that you want to do something to leave a legacy, so that when they patting that dirt in your face, you understand what I'm saying, and you meet your maker, you can say, well done. I did all I could do in order for others to be successful. So I love you guys so much. Primerica, greatest company in the world right now. We've got to become the greatest people in the world, so that for the people that are coming behind us, they will have a platform. Don't think selfishly about it. So make sure that you grow in your spirit, man, and I promise you your financial picture will get larger, and you'll move in a different space. God bless you. I love you. Adam, thank you. I love you. Thank you, Larry Waddell, so much for giving me the opportunity. Thank you, Peggy and Dinah. Everybody, great job this morning. Everybody, have a great rest of your day. Thank you. Bye-bye.