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The transcription is a conversation between Adam, Larry, and Whitney about their conference call. Larry expresses pride and excitement for their $100,000 base shops and encourages everyone to keep pushing. Whitney talks about the importance of staying close to the source and maintaining intensity and energy. She mentions the need for constant self-improvement and the impact of small actions on success. They discuss the hot weather in Texas and the importance of mental toughness. Whitney appreciates the opportunity to speak on the call and praises Adam and Larry for their generosity. Good morning, Monday morning conference call crew. Welcome to the Big Hitter Call. This is Adam Weidel. It is Monday, September 25th, 2023. Let's say hello to our speakers this morning. Good morning, Whitney. Hey, Adam. Good morning. Excited to be on. Glad to have you on, and good morning to Crystal. Good morning, Adam. Excited to be on. And good morning to Larry. I'm already energized just hearing these ladies talk, Adam, so I'm looking forward to the call. On today's call, we are spotlighting S&SD Whitney Cooper. Whitney became S&SD in 2020, and she is a consistent base shop leader and will hit $1 million by January. All right, let's get this call started. Larry, I'll turn it over to you for a minute. Hey, thanks, Adam, and I'm so proud and excited about our $100,000 base shops, and it looks like we've got, what, three or so already, and it's going to be fun to see as we finish out the month, the numbers of the month, how many ring that bell and go over the $100,000 and also the $30,000 barrier, you know, to get into the big time significant thing to know that you count to become one of the 7% of the RVPs that actually produce RVPs and to go into that thing where you can start building significant override income. I'm so proud of you. So happy for you. It's worth the fight. Don't give up. Don't let people talk you out of it, and that's why we do this call because, you know, there's nobody who can inspire us and fire us up like the big base shop leaders inside Primerica. You know, we can tell by when we hear their voice, their energy, their excitement, that they know what they're doing and they've got firepower happening. They're learning new things. There's an excitement in the voice of someone who's learning new things and having new accomplishments and has got fresh confidence, and they can inspire you to greatness, and that's why we're so excited, you know, to even have the call and be able to do this on a weekly basis because the most important thing we have to do for ourselves is to keep ourselves always excited and fresh, and the exposure to the best is the best way to, you know, get yourself that way, keep yourself that way, and so we're so appreciative of Whitney taking time this morning to share the exposure, the growth, the energy, the new insights that's happening on her team, and, you know, the one thing I love about Whitney, she shows up ready to play, Adam. She's, you know, if you call Whitney's number, you know you're going to get full power, full blast, and that's the first thing for us as leaders to take, you know, people don't want a half- butted version of ourselves, you know, this business is hard. We don't, nobody knows if, you know, you may have been able to do it in the past, but nobody knows if you're going to be able to do it this week, nobody knows if you're going to be able to do it this, you know, month or this year, and so we all have to prove ourselves always, and so the first thing is show up with everything you got, you know, your best you, and you could, there's never a stage in your life, folks, where you can peddle your way to greatness. When you start taking things for granted, you start coasting, you start slowing down, and so that's why the big leaders and hearing from the big leaders are always so, is always so important for us because you can hear in your voice, you'll be able to tell if they've got an intensity level, they've got an energy level that you maybe have backed off from, and so the first thing to do is to show up with that, and, you know, I guess, Adam, the thing is, how in the world Whitney's keeping that energy going in that darn Dallas weather? That furnace they've got down there. So I'm inspired, I'm proud of you, and I wonder what's going to happen when the weather starts to cool down a little bit, and you guys get a little relief, you know, you're going to be like out of the box. So anyway, Whitney, excited to have you on this morning. What's going on in your world? What are you learning? What are you excited about? Awesome, thank you for that, and Larry and Adam, it's always just an honor to be asked to be on these calls, and it's so exciting that you guys do these, that you do them for the whole company, and you guys are just so giving and opening this up just to everybody. So we just, man, everyone around the country and in all prime America just appreciates you guys for running these, and then to be asked to speak on them because I listen to them so many times is just a huge honor, so just appreciate it, and yes, it is hot in Texas. We are very excited for a weather change, especially our kids love being outside, so we've been toughing it through, so mental toughness, we've been practicing it and teaching our kids that, hey, even when it's 110, we will be outside and not inside just dying away at TV or tablets or anything else that's stupid, and so we've been pushing through, but no, Larry, we're pumped. It's one of the things people do ask a lot about just the intensity and the energy level, and I think when you stay so close to the source, you got to stay close to the source, or man, it's easy just to kind of die out and rot out, and I've always kind of been one of those. I got to really feel my people and know my guys to want to kind of grind with them and fight with them and even encourage them. I really got to know them. I got to know their hearts. I got to know their families, and I just got to know who they are. I got to see them and not see them on anything. I want to see them in person. I want to see them live, and so I just think a lot of our business, even Crystal, you guys heard from earlier, she's just so present, and even a while back, they kind of experienced a little bit of a family emergency, but she was still so present. She never just completely, we just never just not see her again. It still just remained. You could feel her presence and feel her energy, and that's just the mental toughness of them and that couple and why they have what they have, and there's a beautiful home, probably, gosh, less than a mile from ours, and it's beautiful. Its backyard is beautiful. The pool is beautiful. But when these guys moved and no one bought the house, no one paid attention to the pool, and as pretty as it was and it looked, it went unmaintenance, unattended. No one was working on it. It wasn't getting its weekly fill of chemicals, and as beautiful as it was for so long, man, it just didn't take long for it to get green and moldy and mucky, and you couldn't even see the bottom, and it went from this beautiful pool in this backyard of just greatness to, man, it just didn't take long for it to just look like a wreck, you know, because it just went months of no one, you know, no one paying attention. No one was working on it. They weren't, you know, because we don't go, we don't ever just stand still, you know. We either go, it's like, you know, you hear Ziglar talk about life is like an elevator. You're either going up or down. It doesn't ever just stay there, you know. It's either going up or going down. We're getting better or getting worse, and if we're not working on ourselves constantly, I mean, I'm constantly non-stop, you know, reading onto something new, listening to something. I never idle. You know, I always tell my guys that, you know, as great as I think I am, and again, I have a lot of growing to do, but I've been self-improving now for almost 16 years, but I still, to this day, if I'm getting ready, or I'm putting on my makeup, or doing my hair, and I don't have an audio playing, I don't have a, either I'm listening to a pastor, I'm listening to Primerica audio, like I just listen to the, it's like four or five sets of Safford. It's just amazing on SoundCloud, you know, or listening to some kind of just self-improvement, anything, you know, my mind, again, 16 years I've self-improved, and a lot of y'all have more time on me than that, but if I'm ever sitting there and I'm not listening to something that has my hands on the steering wheel, getting me to go in a direction of positivity and learning and growing, I start, my mind, it's like if you're driving a car and you take the hands off the wheel, the ones that don't drive themselves, your car will just fly off the road. I mean, if you take your hands off the wheel, it's a matter of time before, it doesn't matter how good of a car you have, it's going to go off the road, and it's going to hit a ditch. You're going to start, you're going to wreck, you know, distractions equal destruction, and I'll be getting ready, and if I'm not listening to something, my mind, again, I think I'm a positive human, but it starts, it could, I could start, it could start going anywhere. I start worrying about something, maybe with the kids, or someone might get hurt, or I start worrying about something with my family, or this and that, or my parents, and I go, oh my God, I got to put on an audio because it's just so easy for your mind. I mean, it will constantly veer off the road if you don't keep both hands on the wheel. So I just think being involved, you know, staying present, and then just staying on it with self-improving, I can't believe people will go through life and not self-improve and work on themselves in all areas. I think it's reading. I think it's definitely working out. It's shocking that people could ever just not work out, and they think their minds are going to be sharp and on it and healthy, and so I just think it's the little things that we stay on more than anything. It's just the little things, you know? So Crystal and Julio, you just heard from earlier. I mean, I've seen these guys grow for over 10 years now. They have mastered the little things. It's not the big things they do. Even y'all heard Crystal talk, she did an amazing job, but if you were really close to them, you just see there's so many minor, small things that they do that make them pros, that they just do consistently, and they do it every single day, and I see it. And so many people just, I don't think, do it, or they do it for a week, or they do it for months, and then they let off, or they think that they're there, so they stop doing what it is they always did, and somehow they think that it's going to remain, you know, the same. Yeah, I think you see relationships and marriages, you know, when you're courting each other, you're wooing one another, man, we look good, we dress good, we smell good, when they talk, you know, we never look at our phones, we pay full attention, and after we've been with someone for maybe a year, or two, or five, or 10, or 20, all of a sudden, our spouse is talking to us, and we're half listening, but half on our phone, you know, you stop sharing what you look like, smell like, you put on 50 pounds, and you wonder why you don't have that spark anymore, you think you fell out of love, and really just fell out of doing the little things, the disciplines, the wooing, the loving, the tending to, and I think just, if you can be like that in life, and in your business, and with your family, and your spouse, and spiritually, I just, it all connects, and it just, it just doesn't make it that difficult, because you never get so off your game, that you ever have to start over again, if that makes sense. Yeah, 100%, like you said with the pool, if you go out there, if all you have to do is go out there once a week, and blow it with the blower, and drop some chemicals in it, no big deal, but if you let it go for two, three, four, five years, then you got to get out there with a pressure washer, you got to scoop crap out, you got to get probably dead animals out of it, it's just miserable. Yeah, like you said with the pool, you know, once a week, you go out there, and do the chemicals, blow it off with a blower, takes a few minutes, that's it, but you know, if you let that thing go for one, two, three, four, five years, then you have to go out there with a pressure washer, get leaves out, probably drain the whole pool, scrape the pool out, refill, but you're, I mean, exactly right, Whitney, it's the same thing with, same thing with anything, same thing with the business, that's, you know, my dad stays involved, you know, obviously, he doesn't have to do anything at this stage of the game, but just to keep himself sharp, and to keep himself in the mix with, still continuing to learn, you know, what people are doing with, you know, the whole business has changed a lot, not, on one hand, it hasn't, on one hand, I don't know with Zoom and all this, the technology and everything else, but yeah, it's just constantly learning and growing, and you're right, a lot of people think that once they get out of high school or college, there's really no more learning to be done, other than maybe how do you figure out the next job you work out for a little while and do the minimum, but talk about what you guys do in your office, because you say you'd like to stay close with you guys, I know you run contests and things like that, but talk about the things you do to create the energy, to create the environment, and to make sure everybody's on the same page, because you create a lot of energy yourself with anybody you're around and you create that same energy in the office, so talk a little bit about what you do to keep that excitement, because that's the way to make any business grow, any part of your life, so talk about those things for a few minutes. Right, yeah, well one, you know, we do a lot of things, you know, we do a lot of, like today, you know, we have our full-timers Monday morning managers meeting, you know, we all, and a lot of things we do, we really do, you know, we huddle together, we meet together three, four times a week, you know, as a hierarchy, we do call blitz, and we do, we come together, and a lot of teams, they do them outside of that, they do it on their own, but, you know, three times, Tuesdays, Thursdays, Fridays, for sure, the entire hierarchy meets up in one spot, and we do an hour, you know, call blitz, and we make it fun, we change it up a little, it might be a game or a point system, and different leaders, RVPs will run it, so one RVP will run it, we have regionals, you know, like Crystal just spoke, you know, she has some top regionals, like Alex and Jesus Legendary, you know, and they're doing about, you know, gosh, I mean, I think right now, you know, Mariana and Cruz AAA, they're over 60 recruits, Legendary, those guys are on their team, so they're at about, you know, over 80 recruits, so these guys, you know, we have some of our top regionals run it too, which they're on Crystal and Julio's team, leading the way, but we, you know, top leaders run it, and it's an hour where we all come together and do a blitz, and I know sometimes people hear that, and they go, you know, my, you know, our guys, you know, they gotta learn to do stuff on their own, and this and that, well, all the pro sports, all I know, is if you look at, like, you look at the Mavericks, you know, or you look at my husband's favorite team, you know, the 49ers, you know, and you got Purdy and Kittle, and you got McCaffrey, these guys, they're all pros too, so our guys are pros, but the coach doesn't just, like, text out, like, what they should do that day at practice, and they just do it on their own somewhere, you know, they meet up as a team, and these guys are pros, they're paid millions and millions, and by the way, they don't just meet up as a team, they have a coach, a leader, right, there watching them, and also telling them what they're gonna do next, what drill they're gonna do, and these guys are grown men, right, and they're adults, but you know what, they still show up together as a team to get done, and it's not just on the field to run plays, they do it in their workouts, you know, if a coach could just email all the players what to do that week, and they were just all gonna do it, well, they would do it, and if that won games, if that doesn't win games, they are a team, they come together because as much as it is them getting the job done, it's them being together, building those relationships, camaraderie, calling each other out, pushing each other, telling each other they could do better, so all I know is in any sports team that wins, which is, you know, they meet up as a team, and they do things together, and they have a coach that's leading it, and you know, so we do the same thing, so you know, a lot of teams do it all throughout the week, but we believe it's healthy as a hierarchy to come together, again, Tuesdays, Thursdays, and Fridays, and you know, for an hour, you know, we get after it because we understand that without sets, without scheduling something in, you know, very few people just are walking into offices asking if there's an opportunity. You know, a lot of you guys on the call today, you don't just go to the mall or walk along the street, and someone taps you on the shoulder and says, I don't know what it is, but I feel like you have an opportunity for me. It just doesn't happen. I mean, you've got to get yourself out there. You've got to reach out. You've got to set appointments. You've got to set interviews and one-on-ones. You've got to schedule. You've got to do the little things, so I think we've created a really good environment with just creating activity and doing it as a team and making it fun. We do the same thing. I mean, I preach the same thing now for almost 16 years. I've never done anything different. I've always believed in working a schedule. I've always believed that you should have eight to 10 set today. It's scheduled in, and I've never, my guy's Crystal's on this phone. She's heard me for over a decade. I've never changed that message. It's always been the same, and you know, obviously we come together for hierarchy night, which is mainly just recognition, recognizing what people got done that week. We call that our game day, you know, and then on Saturdays, we have mastery classes, which our licensed agents come to, and they have to master the fundamentals of Primerica. They get to graduate. It's about a five- to six-week course, and they have to graduate to move on to the next. So once they master, let's say, recruiting or a fast start, then they get to move on to the next mastery class, whether it's a KT, closing, whatever it is, you know, so then we have mastery classes. So we're working on creating activity and then obviously mastering our craft, but, you know, our guys will tell you that we just keep things fun. You know, we do the same thing, but we're always adding something in there, and it could be the smallest thing, but it's the same thing, like getting sets, making calls, but we'll throw a twist in there, like something as goofy as, if you don't get X, Y, Z set in this hour, or we'll put people into teams, you know, then you have to do 100 push-ups or you have to do lunges around the building, you know? I mean, we'll do stuff, and I know that sounds like, oh, that's, but you know what? It makes it fun. It makes it where people go, oh, we're not losing, or, you know, we'll have the winning team and the losing team and someone has to, we just, so it's the same thing to get done, but you've got to be creative and constantly create, you know, something. I think every month or every op, you know, we have something that's a little creative, that's a little different, you know? Like our last op, it was pretty cool. I got to, you know, announce that we had these, you know, signed basketballs, you know, from Art Williams, and the top recruiters are going to get those, you know? But it was a surprise. It was something random, but it's based off recruiting, like we talked about for 16 years, but, you know, I randomly had something that we got done. I could throw that out at my guys, you know? It's just anything constantly to keep something in the air, and that's what leaders, if you're involved and creative, we do the same thing with our kids. Me and Rob do it with each other, just constantly staying fresh, you know? I just think if you just are constantly that creative in how to make things constantly fun and exciting, but keeping it the same, not changing your, you can't be Catholic one week and Baptist the next, and then, I don't know, an atheist the next, you know? You got to remain consistent, whatever that it is, and so I think we've done just a good job at remaining consistent for so long, creating a really fun environment where these guys, you know, they're friends, and they compete against each other, but they have respect for one another, but they all want to beat each other, but if we weren't ever around, and no one really knew each other, I mean, I don't know how many guys on the call today, have you ever gone to, I don't know, a gathering or a party or, you know, and you didn't really know anybody there, maybe you knew one person, all you wanted to do is get out of there. All you could think of is, okay, we're going to tell them we have something else, so we can only stay for 30 minutes, you know? But when you go somewhere that you actually know everyone, and they're your friend, and you love them, it's almost like the night goes by so fast. I have people tell me all the time, they're like, two hours, three hours have already gone by, you know, they'll be at our house, and it just flies because you're with people that you love and that you're having fun with, and gosh, you just don't see as many create that anymore, but I tell my guys, you know, if they can just create an environment, a haven of just winning and competition and getting better and people with character and trustworthiness and partnership and, you know, competition, you know, then you just, how could you lose that, you know? But it's got to be created. It doesn't just happen magically. It 100% has to be created by the leader, and I think that's our job as leaders, is to create environment. Like Art Williams said, he said, you owe people two things. One, you owe them an example of success. So you've got to win. You've got to make money. You've got to recruit. You've got to license people. You've got to close. You know, you have to have the most guests. You have to have the biggest team. You've got to do it first while along, creating a healthy, great, positive environment, and anybody that's going to test that or could ruin that, you either get them going the right direction and they've got to make changes, or you get them going out the door because your environment is everything, and with it, people can grow, and without it, people will die. It's like an incubator. If I put 100 eggs in an incubator, and that incubator's not hot hot, well, all those 100 eggs are dying, but if I put it in an incubator that works and it's the right temperature and it's the right environment, then my gosh, they all may not hatch, but we're going to get some ducks or some chickens, whatever it is you put in there. It's going to happen regardless, but that incubator better be turned on. So I think that's just our job as leaders is to create environment, and again, it's never just going to happen. So any of you guys that just think it's going to happen, that's madness. You create it. You are the creator of it, and you've got to decide what environment you want, and then it's your job, not your upline's. It's not your upline's job to create it. Some of y'all are hearing this, and you're going, well, gosh, my upline needs to get on it. They don't create call blitz. You freaking go do it. You know, I didn't come from an environment. No one created anything for me and Rob, you know, and we love our leaders. Our uplines are amazing, and they gave us what they owed us. They joined Primerica, and they didn't quit long enough where we could get recruited in this business. That's all they ever owed us. We decided what we wanted to create. We came from a small office. I was recruited at a one-person op night. You know, we really had no environment. There was a lot of times we never even saw our RVPs throughout the week. We came from a very small environment, small op night. No team events. No one did anything, but you know what? That wasn't on our leaders. That's not the environment they thought of. We thought of what we wanted, and we created it, and we started creating it as senior reps. We had our triple C, you know, symbol. We bought shirts. We put it all over our shirts. We started having team events, you know, when we were like districts. You know, we started creating people coming to our house and running, we ran contests. Our leaders never ran contests. We ran them, you know? So I think sometimes people hear these things and go, yeah, if I was a part of that team, and that's, you know, that's why I have no tolerance for someone that tries to show up at my office acting like if they had a different base or a different leader, everything would be different, man. I just, we don't take people to jump ship. I just, whatever reason you didn't like that person, you'll probably find a reason not to like us either. And I just think people just gotta take ownership, you know, and you gotta be the creator. Yeah, Whitney, that is such a great, great point, and I'm glad you addressed that because I would have to agree too that a lot of people are gonna listen and go, yeah, I don't have that environment. I don't have that with my office. Yeah, you gotta create that for yourself because this is, you joined the company to build your own business. So you have to build it how you want to. You didn't join the company to be a part of somebody else's business. You didn't join the company so you could be an employee. You know, well, my, you know, our boss isn't running these big parties. Our boss isn't doing this for his, no, this is your own thing. So you're exactly right. And yeah, I'm really glad you said that because I'm sure there's a lot of people that are gonna, well, I don't have that. If I had that, I would blah, blah, blah, blah, blah. Everybody's got an excuse. You know, well, if I had somebody to prepare my meals every week like The Rock, then I would be in shape too. You know, if I had a trainer every morning, I'd be in shape too. No, you wouldn't. No, you wouldn't. But hey, I'm just curious, and I'm sure some other people are too. You say your whole hierarchy meets three times a week. How many people is that, just out of curiosity, that meet three times a week, about? Like how many people do we have doing the Blitz? Well, you said the hierarchy meets three days a week and everybody comes. Right. About how many people come? Yeah. About 100. Yeah, we have about 100. On our Mondays, we've gotten to probably about 120 to 130. And then, because we also have, I'm sure, a few old part-timers that sneak in there. When you really look at actually legit full-timers that we have, we're at 71. They're actually full-time. And obviously, some are single, some have partners, so that makes a little bit more. And then some come to those and some don't. You know, we all have leaders and RVPs that plug in, and then we have some that just don't plug in. So the ones that actually plug in and come in, and it's pretty awesome. Like, gosh, I don't have, I have it written down, but like on Friday, you know, we just did a quick, it was like a 45-minute blitz. And it was something like 146 interviews were set, over 50 KTs were set. And it was like some BEC appointments or something else were set. An X amount of messages on social media were sent out. But all that done in 45 minutes. And when I started Primerica, I used to get 50 sets a week. So all month, I'd get 200. And now we're doing that in 45 minutes during a blitz, what it used to take me all month when I started off, you know, just at 21 by myself in an office alone, calling, right? And that's what I tell my guys all the time. I go, you know, because I was willing to do that for so long alone, you know, now what used to take me all month, now we get more than that done in 45 minutes in a quick call blitz. And it's crazy how things can compound. But I would say, yeah, I'd say it's close. Some call blitzes are smaller than others. I think on the smallest side, we have probably 60 to 65. But I'd say on a more pretty consistent, I'd say we have close to about 100. Well, I just wanted people to hear those numbers to say, well, we're, you know, my group's meeting three days a week. And I think a lot of people have in their mind that that's, you know, 15, 20 people that come together three days a week. No, it's 100 that come together three days a week. And that's a whole, like you said, that's a whole different environment, exactly what you're talking about with the parties. Because when you have 100 people that know each other and go somewhere, you take over. And I don't know how your college and high school was, but my college and high school, like high school, spring break, everybody from high school went to the same beach for the spring break. So you go down there, and you feel like your group feels like you take over the whole beach. It's not like you're, like, trying to meet people down there. And you get in a different environment away, and it's just, man, it's a whole other world as opposed to, you know, spring break, the whole senior class school. There's, like, a few hundred people going down to whatever beach you're going to or your college you've been at. You know, we're going to Mexico, this and that. That is completely different from you and a couple of your girlfriends going to Mexico for the weekend. You know, it's a totally different, go ahead. Yeah, no, you're right, you know, and it's that confidence. You know, like, I always say, like, you get told no, you're alone, you're by yourself, you're in your office, you're already feeling semi-depressed because it's just you, and then you call someone and they say no. You just take a second before maybe you make the next call, you're like, well, that sucks, that didn't feel good. But when you're around, like, when you're on a team and there's six of y'all and y'all are competing, someone says no, you just hang up and go next, okay? Oh, shoot, okay, next, we just got to get this point in. So your confidence level is, like you said, when you go somewhere with your crew, with your guys, you're just walking on that beach a little different than if you're by yourself figuring, oh my God, I gotta make some friends this week, you know? And I think that whole drive, you know, same as when you go out prospecting. You know, if you're by yourself, it's different. Like, I used to, you know, my confidence, I'd be with Rob and I'd go, hey, babe, do you think I can get that girl or that guy's number? And he's like, and Rob's so sweet, he's like, yeah. And I'm like, babe, say no, and he's like, no. And I'm like, okay, watch this, you know? And it's like this, you know, I don't know, it's like this slag, it's just something better. We're better together. Like, we are created, like, literally, it's biblical. Like, man was not supposed to be alone, we are not supposed to be alone. So people are listening in today that you're trying to do Primerica by yourself, I just encourage you, don't do it. You know, and you can find someone to work with. It starts with, you know, anybody and somebody. And then all of a sudden, people start seeing what you and somebody are doing and they go, I want it, because you're making it fun. And all of a sudden, it's four of you guys, and then it's six of you guys, and all of a sudden, when you start recruiting people on your team, they see that y'all have fun, that y'all are a team, that it's an environment, and it just gets them to believe that, man, maybe I could do this. You know, I run group workouts, and we do things, these guys would never, and a lot of them are in shape, but they would never do the things we do by themselves. You know, like, jumping lunges, like, by yourself, like, 100 burpees, who's just doing that by themselves, besides really maybe someone like you, Adam? But other than maybe you, nobody just sits there and just goes, you know what I'm gonna do today alone at my house is 100 burpees. But you know what, we do it as a group, and we struggle through it, everyone's sweating, they're dying, but, and we're all going, come on, let's go, we're not stopping. If you don't go, it doesn't count. You know, we're all pushing each other, and by the end, everyone's dying, but they feel better than ever, because they go, man, that hurt, but I'm glad I did it. They would have never done that by themselves. And I think if so many people would just get out of the, trying to hover away and isolate in an office, or especially the people that are working at home, oh, come on, guys, like, I'm working at home this week, okay, that's a good, you know, you're probably sitting at home watching friends eating Cheetos, and eating a whole tub of ice cream, and yeah, you're working at home this week, sounds fantastic, right? I mean, I just don't buy into any of that. You have to be out there, you have to, you know, there is no, you gotta be in an environment of winning to go win big. I've never met a big, rocking leader with a huge hierarchy, and he spoke on stage, and said, yeah, I just built it all from home, I just work there every day. I mean, come on, guys, like, play the odds a little, you know, so get around greatness, and you'll be great. Get around winners, and you'll win. Get around people that are on fire, and they're electric, and you'll get on fire, like, you just gotta get in the environment, you know? See, I think it's, I definitely think it's huge, and not enough people are probably doing it. Yeah, these are all just really fantastic points, but Whitney, those are just fantastic examples of, you know, I loved it, working at home, or working out at home. There's never been a single workout record, weightlifting record, world record of any kind, where it was somebody by themselves, at their house, with a video camera, videoing it. It's always with a huge, it's a huge group of people, because, you know, I've competed at the highest levels in strongman, weightlifting, bodybuilding, but, well, bodybuilding's different, but strongman, like, you can go be at the gym, with your boys, and have the most weight you've ever done, and you could go to a competition, with the hype, and the excitement, and knowing, all these people are waiting on, are watching, and lift more weight than you've ever even lifted at the gym, because, number one, you've built your body up to where you can know what you can do, but like you said, the atmosphere, the adrenaline, the fact that you know people got their eye on you, the confidence, to have the people around you that know you want, that you know that they want you to win. It's just, like you said, sitting there like, I do my workouts from home. Well, I mean, that's fine every once in a while, but nobody's at home setting any personal best records on anything, you know, because when you set a personal best record, where it's business, or working out, or anything in your life, when you know you're going to set a personal best, I don't care who you are, you want somebody to see it. Even if you're in a gym full of people that are strangers, you know you're lifting a certain amount of weight, and you know it's a lot, you want to know somebody's watching. Right. You know. It's just human nature. But I'm going to, we're rolling along here, this is great, I'm going to let Crystal jump in with a question right here. She's off mute, or on mute, she can jump off mute, but Crystal, you want to jump in and ask a question for Whitney? Yes, absolutely, thank you so much. And, you know, one thing I want to say is, you know, one thing that, and I definitely have a question for her, but, you know, I just wanted to reiterate, you know, as a leader, you know, Whitney has always taught us you've got to be on, you've always got to be on, and you've got to be excited and controlling your emotions and stuff, and, you know, since I've known Whitney, like, for the past 10 years, I've always just 100%, you know, I've never seen her play hurt, I've never seen her play scared, she's always just been on it and excited, and, you know, one great thing she does is, you know, just steering the team in the right direction, and, you know, what you reward people is what they're going to focus on, so what you want people to focus on, that's where your rewards are, and that's been 100% the focus, and, you know, one of the things that, you know, Whitney always talks about is going wide and going deep, and she's always told us, you know, going deep, you find the gold, like, you find, like, the studs and stuff, and so I just wanted to have, you know, Whitney kind of talk about that and kind of, like, the mindset behind that. Awesome, yeah, Crystal, and I think, and it's just so awesome because I'm watching, again, I can't, again, Crystal, I know, kicked off the call, and watching their explosion and their team and kind of where a lot of these main studs came from because no gold just sits, like, you don't just go for a walk in your neighborhood, there's just gold, you know, just sitting on top of the ground, you know, it's all deep, you know, oil doesn't just, you know, kind of, you don't just walk by a pond of oil, you know, it's all deep, and so all the greatness is found, you know, deep within the leg and just know, and then when you understand that, like, I think we all love the, you know, we love the random stories of, you know, like Gus being at his office late and Willie Naranjo calls him wanting opportunity, that's a great story, but that's such a rare, you know, most of the time, you're gonna be recruiting directs, getting wide, and you're gonna be building, that's why building relationships, people skills, you gotta keep people around long enough, yes, we want them to win, again, like Bill Whittle always talks about, and one eye, these guys are your next superstars, RVPs, and then the other eye, you know, they could quit tomorrow, so you gotta be kind of a crazy person, you gotta be kind of a nut and go and do, this is my next step that's gonna be here forever, I gotta build them a massive team so they can go RVP because there's two positions, right, there's building to be an RVP and then there's RVP, promote RVPs, that's it, right, so in one eye, that's gonna be your next RVP and they've gotta get a team of people so they can even go, and then the other side is they're quitting tomorrow, so we better build them you know, a team and build them something quick, regardless, you gotta build, and I always tell my guys that people are leaving, like they're going somewhere, they're either, they're gonna leave, so they're either leaving your base to go RVP, they're gonna leave to go get a job, they're gonna leave, you know, because maybe they're moving or they're gonna, maybe they died or they're gonna leave, right, no matter what, people are leaving, so what are they gonna leave behind? Well, that's on you, you know, and most of us as leaders are honest, you know, we kind of built people's teams, you know, the big studs we had go out or the RVPs we promoted out, we kind of built that big leg they had or we kind of built the exchange and so when people come in, that's why our team were really big on, you know, at least 10, we call them pickups, but it's really recruiting 10 people a month and I don't even like the idea, and it's not that I don't like it, it's a good goal of recruiting 10 directs, but if someone, you know, recruited 10 people and they're all directs, well, what that told me is that you didn't build anything, you're like a super shallow water, you're a bridge with no pillars holding it up. What I like to hear is maybe you recruited three or four directs and then you got two to three of those legs, three to four people recruited on each one of them. That's more of like an actual builder's mindset versus just getting 10 directs, you went out and closed a bunch with them and then the next month you get another new 10 directs. Now, if you're getting 10 directs along with maybe recruiting four or five on each one of their teams or at least five of them, then maybe you picked up 20 or 30 IPAs that month and that's great, but just going out and going wide without going deep, nothing's being built and you couldn't prove to me otherwise. There is no, to me a leg starts at like 20 to 30 codes, you have an actual leg there until a direct of yours, you know, and they come full-time usually around 10 to 15 codes in one leg, but once they have 20 to 30, that's like a legit direct leg. And so I think, you know, we talk so much about that, that it drives recruiting because people are recruiting people that they understand that they got to get someone on their team quick. And Crystal, it's awesome because we just see you guys do, I mean, that's what you guys do. I mean, it wasn't something you just heard me talk about a lot, you got great at it and you guys do it. And that's why, you know, you guys are over 100 recruits this month and y'all are on track and I really believe, I know some of it may sound crazy, but with these guys' momentum and the direction they're going, I mean, they could really in this month get over 200 recruits, 100%. So great question, Crystal. Whitney, talk a little bit about, for the people that don't know, how you got started in the business and what you were doing before that. Yeah, so I was a college student, so I was going to University of North Texas, was really thought I actually wanted to be an attorney. I thought I was going to go more on the corporate law finance side. I honestly didn't like finance. I didn't like my accounting classes. I didn't like my finance classes. So what's funny is whenever I got approached at a gym, I was running on a treadmill and a guy just, he said, I think I've seen you before in some of my classes. I was in some business classes and I was also in a sorority and he was in a fraternity. And I said, yeah. And he goes, hey, I have a guy, he's expanding and he's in Fort Worth, which was like 45 minutes away from my college. He goes, hey, he's doing a seminar this upcoming Wednesday. I'd love for you to come check it out. He's looking for people. And at this point, you know, I'm bartending out in Dallas. I'm shadowing an attorney. I'm tutoring and I'm taking 21 hours of school and I'm super busy. But I told him I would come and obviously I'm a person of my word and I wanted to cancel a million times, but I just, I already told this guy I was going, so I decided to check it out. And so I go to this meeting. I was the only person to show up. My RVP actually left. And so the one that was supposed to run the meeting, he told his guys it was kind of a waste of his time. They only got one person there. So he got in his car and left and told them to practice on me. And they said, hey, he said, just practice. This will be good practice for y'all because there's only one person. And he just told his new guy or his team to practice on me. And there was like three to four of them. I can't remember exactly how many. And yeah, they came up and, you know, did a flat out night. It was like an hour and a half. It was like a long meeting for just me. I was the only person in the audience. I remember thinking like, my gosh, I mean, can't we just talk one-on-one or over coffee? This is a pretty big production for one person, you know? And at the end, you know, that's what's so crazy. We always talk about you can say everything wrong, but if it's to the right person, it will be right, you know? They told me that they were really impressed and told me I made it to the second round, which obviously I was the only person to show up. So of course I made the team, you know? And so that wasn't, and they had me come back a week later. They said, hey, next Wednesday, come back and we're gonna have you meet with the regional vice president. And so I just said, okay. And honestly, I really meant to cancel that meeting, but the week went by so fast. I just didn't have, I just didn't, it just almost came up again out of nowhere. And I didn't want to be disrespectful and just cancel last minute. And honestly, I found a lot of things that of why I wasn't gonna do Primerica. And I did what the normal new person does. I did my research, which wasn't real research. And really I came back to tell my RBP all the things I found online and why I wasn't gonna do Primerica. And this is where Brady was so good because, you know, that's my RBP that recruited me. I came back, I had a notebook of 13 kind of points of why I didn't think this was real and why I wasn't gonna do Primerica. And I wanted to tell him, you know, I wanted to tell him to his face. I wanted to tell him in person. And, you know, because obviously I'm not a punk, you know, I don't just send out a text or go online and write something stupid or send an email. You know, I actually wanted to tell him in person. I just wasn't gonna do it. And that's where his people skills were so great. You know, he said, are you just, I go, let me tell you the reason I'm not gonna do Primerica. And I went through my first three to four. And he goes, so are you here today just to tell me why you're not gonna do it or what you think that we are? Or are you here to actually hear facts? And I go, no, I'd like to hear some facts. And he said, okay. He goes, so he goes, you know, and so then he went and actually showed me what it was and he overcame all my objections. And an hour and a half later, I walk out Miss Primerica. You know, I just, you know, just couldn't believe it. I just fell in love and thought it was what we wanted to do. And, you know, we didn't have a great start, you know. But I'm always thankful for that. I think it's built a lot of what we are today. You know, I set my 10 training appointments because I come from a big family and my dad, he's a business owner, really successful. And so I set it with my, you know, my mom's, half my family, my mom's either, you know, from Mexico and Spain. So, you know, she had like eight brothers and sisters, you know, so we set, I set like 10 appointments with, you know, my mom's side of the family and my dad and some of his business partners. And my parents were so mad I was doing this that they canceled every single one of them. They called their family. They called, my dad called his business partners and said, you know, he's lost her mind. She's wanting to do this thing we've never heard of and they've tricked her. And they canceled every single one of them. And so it's kind of a blessing in disguise because I had to learn how to recruit and that was the only way I was gonna get on an appointment. You know, I, all my other appointments were canceled and what was always good about Brady, my RVP, is he called a play and he said, you know, really you get on appointments because you're training your new people. And I was like, well, I don't have new people. And he's like, well, we gotta start finding them. So I focused 100% on recruiting because without that I was never gonna get across the kitchen table, you know. So it's just good for everyone to know there's always a way. There's always, there's always a play to call, you know, great coaches are great at calm plays. You know, no matter what happens, they're always thinking about not, not the problem. They're not thinking about the situation. You know, great coaches think about solutions. And I think that's where Brady, you know, my leader, and I think we're leaders in my organization that do really well. And even like my leader in Uplines, like, you know, we're part of the Jimmy Meyer maniacs, you know, but they're so good at just always thinking about what's next. Let's not think about what happened. Let's think about our response and how do we respond to this and what's the next play? Because there's always, there's always a, like, there's always a way. Like, there's always, you're never just done. It's never the end. It's like there's always a play to be called. And I think that's our job as leaders and coaches. And that's our job is to constantly think about, okay, this didn't work, so what's next? This didn't go according to plan, so what's the next idea, you know? So, yeah, that's kind of how we got started. And, you know, we went RVP. We came in in 2008. We went RVP in 2009. And, you know, about 11 to 12 months later, and, yeah, I mean, we started, you know, just, you know, started kind of building a business. And still to this day, you know, Adam and Larry, we have so much to figure out, you know. We've done a lot of things wrong. We've done a few things right. You know, I always tell people that, you know, we're so good at our people skills, recruiting, closing, licensing, that it's got us to $850,000 a year. But we're so bad at it, we're not at $3,000,000, $4,000,000, $5,000,000 a year. So there's just constant areas that we have to grow and get better at. And, you know, we've mastered nothing at this point. I think we've gotten better. So I say things like we've gotten better at recruiting, we've gotten better at our people skills, and we've gotten better at closing. But, gosh, we have a lot of work to do, you know. And so I just think that's just one of the beauties of Primerican, if you look at it right, is that we get to be in an environment where we get to constantly grow. Like, the greats constantly want to be going for something. And when I meet people in this business, like, I mean, gosh, last week, I mean, I was talking to, you know, Jimmy Meyer, and I talked to Andy Young, and Coach Little, you know, these guys are constantly just, it's always about next and going for something great. It just doesn't matter your age. It doesn't matter that you, you constantly have another level to go for. So you constantly stay sharp, just like you, Larry, you and Adam, I mean, you constantly just stay on it. I just, there's no business, there's no sport. There's nothing that allows you to do that, you know, in what we, in the industry, besides Primerica. So anyways, I know it's a long, a different route of maybe just my story, but I probably tell my husband at least every day, several times a day, every day, I can't believe anybody does anything besides Primerica. Like, we are insanely blessed. And there's not always the best days, but like you always hear, you know, your worst day in Primerica is your best day anywhere else. And I just think we're all so blessed and fortunate. And if we can count that and constantly focus on that versus anything going wrong or on, man, we just, we'd have a better outlook and a better day and a better business, you know. So we still have a lot of learning, a lot of growing to do, you know. Yeah, Whitney, that's, I mean, fantastic. And it's been a fantastic call this morning. You just, you and Crystal both just killed it. Really exciting. But I'm going to let Crystal jump in with her last word, and then I'm going to let you jump in with your last word, and then I'll give the replay number one more time. But Crystal, you want to leave us with your last word here, final word? Yes, 100%. Thank you so much again for having us on the call. We're so excited. And, you know, the last thing I want to say and leave everyone with is just, you know, you've got to have expectations. And, you know, that's something that we've always been taught is, you know, you've got to have expectations of yourself before you can have expectations of others. And you as the coach and the leader, you set the expectations, you set the tone, you set the environment. It's you, you, you, you, you, you. You're the one who calls the play. You're the one who sets the expectations. And so, you know, that's like our main focus. You know, something we've always been, you know, taught by our great coach Whitney is just mastering yourself, mastering leading yourself. And when you can master leading yourself, you can master leading other people. All right. Thank you so much, Crystal. Whitney, final word? Yeah, I just think if people leave even this call with the simplicity of just what I call the three Ds. And really it's four, but we'll talk about three. But, you know, just the little things, you know, the self-discipline. You know, I think people get on this call on Monday and I think they're looking for something. They're going, something's got to change. You know, I've got to get better. I've got to get this going. And it's like a diet, right? We go, on Monday I'm going to start eating better. Well, a lot of y'all this last week, maybe last week, you didn't have the, maybe you're not having the week that you want, the month that you want. Maybe you're not having the year that you want. And you go, that's it. Monday I'm going to wake up, work out, and I'm going to get on this big hitter's call. And everything's changing. Everything's going to be different. You know, I've got to get this thing going. We're desperate and dying for change, right? And I just think if you could leave this call with what I call the three D's and just leave it with, man, they talk so much about these little things. Because you know all those things. You have little things. Like, we know eating a salad is better than a donut. I mean, you don't got to study and read books and go to health class to understand that. We know working out has got to be better than just laying in bed until 8 o'clock. But you know, we don't got to go years of learning or go to a seminar to learn that. So I think that the three D's, it's discipline, right? The little things, your self-discipline, the private victories lead to you feeling deserving. And I think when you look at people that win in Primerica, they feel like they deserve it. They're pretty confident. And they feel deserving of success. They feel deserving. When you see someone making $100,000 a year, they feel deserving of that. When you see someone make $300,000, $500,000, they feel deserving. And I'll tell you, you know, 15 years ago, there's no way I felt deserving of making a million. But we're going to do it. You know, we're going to go over. And at this point in my career, I feel deserving of that. I feel deserving of more. And that's why I know we'll have more and be more. And I guarantee you, you know, our leaders that are going to be going over two and three and half a million, they're going to work so much at the little things that they feel deserving. And really, it's not even once you feel deserving. It's once you feel deserving, you start demanding, right? It leads to the third D. You start demanding that it happens. You know, if you ate salad every day for every meal, you'd demand to lose weight. You'd demand to be in shape. And if it wasn't happening and you'd eaten salad for breakfast, lunch, and dinner and only drank water and you ate salad for every meal and after six months or a year, you hadn't lost weight that you had only gained weight, you'd go to a doctor. You'd run in a hospital. And you'd be yelling your lungs out, help, I'm dying, something's wrong. Because you know you've done everything right. You've done the little things and you feel deserving of being in shape. And if you weren't, you'd go, you'd reach out and you'd scream your lungs out and you'd get help. I don't see that people doing that in America. You know, I see people in my own business, and they don't win and they don't make money and they're struggling and they're dying and they don't ever talk to us. If anybody reaches out, I'm the one reaching out at them but they don't come in my office, they don't knock on my door. You know why? It's because deep inside they don't feel deserving and why don't they feel deserving? Because they're not doing the little things. So if you can just get off this call today and get a partner, get a buddy in crime and start focusing on hitting daily goals, I promise you this will all start working out for you and you'll eventually feel deserving and you'll demand success. You won't wish for it. You won't hope for it. You'll start demanding that you win here. And I think all the great leaders would agree to that, that they're not at where they're at because it just happened. They did the little things, they felt deserving, and they demanded. It was not a question. So I think it would be a good lead with that today. Let's go win the little things and win the daily goals and you'll win the big ones. Hey, thank you so much Whitney and Crystal. Great, fantastic call this morning.
