Hector_LaMarque_-_7_Fundamentals_Part_1_-_02_The_7_Fundamentals_Of_Primerica

The speaker shares their epiphany about the seven fundamentals of Primerica. They have been training people in sales for many years and believe that mastery of these fundamentals is the key to success. They emphasize the importance of not just being good, but becoming great in order to earn big money. They give examples from sports to illustrate the difference between good and great. They stress the need for constant practice and repetition of the fundamentals. The speaker encourages teaching and training others in these fundamentals to increase the probability of success. I've been I've been thinking and thinking about this over and over I just got this epiphany I talked about this already at one of the meetings about the I call them the seven fundamentals of Primerica in the seven fundamentals I'll go over and I'm gonna I'm just gonna kind of read it to you and then I'll talk about it I wrote I've been training people in Primerica for 25 years now I've been training salespeople for since 1979 so almost 30 years I've been training recruiting and training sales because when I worked in the jewelry business like Rick I used to recruit people there too back then we would go out at lunch time when we're needed a new person I'd go to shopping like at all of the stores in the mall and if I ran across a sharp you know sales associate right I talked to them about coming to work with me at prime at that William Pitt I used to do that I that's what that's how we recruited people we would go into their stores and recruit people out of those stores into the jewelry business Rick used to do it I used to it that's what we used to do so I've been recruiting people for a long time right same thing right what did I sell them on you know because in the retail business you can't make any money in the jewelry business is the one retail business where you really you could you can't make some money I mean it's compared to the rest of them right if you're working at JCPenney's right in the jewelry department you're probably making 20 grand a year come work for us if you could do that you might make 35 or 40 grand a year right so we I would go recruit people so so I've been training and the one and then I wrote the one thing I see in everyone who makes six figures and above is mastery of these seven fundamentals every one of you in here has mastered these fundamentals or you wouldn't be an RVP if you're making over a hundred grand a year you will have definitely mastered these you're really really good some are probably a little better than others but you're all really good at these seven fundamentals or else you wouldn't be sitting in this room right now bottom line okay and so I wrote people who not only master them but this is the this is where the separation from people who make a hundred hundred fifty to people that make 500 in a million is those people who make 500 million master teaching the fundamentals so a lot of people are very good at them but they don't teach them and the reason that I got big so quickly is I was really good at teaching this stuff and I and that's what I focused on is teaching this stuff that I'm about to share with you right and you know but I think it'll make sense so that that allows you to make big money the key here is mastery I'm not just getting good but master them I wrote good is the enemy of great and if you think about this okay what do good professional athletes make they make a lot mess than the great ones like a rod or or you know you name the person right on Manny Ramirez who's chicken but here since he came to LA right I mean he's doing a really great job but these guys make their the great ones make huge money and the good ones make good money okay think about think about actors the good ones they're on TV they make a living the great ones right they make a fortune right like an Al Pacino or a De Niro or some of the you know people that are really great Leonardo right another great one there's some people that are really great right Hugh Jackman I mean some of these people make big money the good ones make a living but the great ones make big money right if you think about if you think about any sport right the difference between you know Tiger Woods and you know I just read this deal it was an interview with a Freddy couples Freddy couples is a was a really good golfer had a really good career one seventeen times I actually played played around with him about a month ago at Pelican Hill a guy then that manages some money for me arranged it so I got to play around with a really really nice guy and anyways he was being interviewed by this guy named Jeff Rude and Jeff Rude at was there talking about about work you know work ethic and stuff like that right and they asked him about Tiger and he says well you and and he works Freddy works with Butch Harmon Butch Harmon used to be Tigers Tigers you know coach for several years won a bunch of majors with himself and he asked him about he goes what he goes I don't even know what is you know what his practice routine is and Butch says you know what this is Tiger Tiger would work on a short game eight hours a day he goes eight hours a day he goes not just eight hours a day eight hours a day four days in a row eight hours a day he goes no way he goes yes eight hour I saw him do it eight hours a day four days in a row he goes I haven't worked 15 hours I haven't worked 32 hours in the last 15 years let alone eight hours a day four days in a row and so therein lies the difference you see right there is the difference the difference is okay is Tigers commitment is to be great and Freddy's was to be good so he had a really good career he made he made he made pretty big money in golf right because he was he was very very physically talented right and he did well won 17 times but Tiger has won you know if you include international events like 70 sometimes already in 14 majors and he's very very close they think by the year 2011 he'll go over a billion dollars in net worth okay so so what's the difference well the difference is his focus on the fundamentals which is short game is pitching chipping and putting he is the best ever at those things he's not the best driver of the ball but he's definitely the best at those things right so what the difference when he's in the heat of a you know a competition does he hope he's going to be able to make that putt or hope he's going to be able to chip chip that close or hope no he's done it so much that he knows he has a supreme confidence that he can pull the shot off whereas whereas a Freddy couples might get nervous and hope that he pulls it off see the difference between hoping and knowing it's gigantic okay exactly because of the constant repetition of doing things over and over which is what nobody ever does that's the thing that allows you to be great right so when I'm talking about these seven fundamental I want you to think of them in terms of that and put it into context because the thing is you have a lot of people that are pretty good in your businesses but if you are objective and honest you can't you couldn't tell if I hope you do a light evictor test you probably don't have anybody it's great or maybe one if that okay so then how are these people supposed to be great RVPs when they're only good how's that supposed to happen by by magic it's not going to happen right you increase the probability of people winning big by making sure they know what the heck it is they're doing okay and they know how to do it really really well it's common sense if you've been an athlete you know what I'm saying is true okay this is not something I mean look look I mean just you know Rick talked about this the difference between Rick and I Rick doesn't ever practice golf I practice all the time I practiced yesterday had a great practice session yesterday right and so what's it what ends up happening I work on my short gum I probably spent an hour and a half working on chipping punching bunker shots yesterday just by myself put my radio headset on and I'm just practicing like I just practiced for probably an hour and a half just on that practice for about three hours yesterday right now Rick doesn't practice so when he gets on a chip his whole thing is oh man I hope I don't stop it I hope I don't hit it over the green I mean right that's what he's thinking about though really I'm just pointing that out so then what he ends up doing is he is using a putter off the green because it's safer as opposed to the right club only because he's afraid of messing up and and he's a good golfer okay so I'm not my I'm not making fun pointing something out the difference is when I get up I think I can hit the chip because I worked on this stuff or the pitch shot he doesn't and it's the difference is he doesn't work on it I do not I'm not bad I'm not physically better than him right he can be great too but he doesn't work on that stuff so people are in prime America hoping to recruit great people hoping to develop great people but they're not great you can't teach what you don't know you can't do it you cannot teach what you don't know the problem is we have a lot of people that don't know and they're trying to teach hello that doesn't make any sense okay think about it okay okay so the key here is mastering not just getting good but being great I wrote good is the enemy of great becoming great is what allows you to earn big money no one's going to pay you big money to be good but they will if you become great so basically you need to work on it so these are the seven and I have them like one two three and I what I did I've talked about this enough lately and I just said you know I'm going to sit down I'm going to really try to articulate what I mean by these things so that people have a better understanding so you can have a you can have a copy of this I would recommend alright that you actually have some sort of a training program where you actually teach these things you can't teach them all in one day right you can't do that but you teach two and then two and then two or something like that where you where you're constantly covering this stuff over and over and over again because like like you just saw he's in the last month he's had a hundred recruits basically right so you're always having all these new people coming in these fundamentals are constant they never go away you've got to be going over and over and over and over and over this stuff all the time the reason most people don't like to do it because it's boring it's boring for you that you've done it four million times since you've been in this the thing the only thing is if you do it you'll get really rich okay so you got to think about it like that so yeah it's boring to me too but I'll I equate teaching this stuff and talking about the same thing over and over with me becoming wealthy as opposed to getting bored with it right in Primerica and the problem too is if you're a type-a or whatever you get really bored with doing stuff that's repetitious except that by not doing this cost you a fortune because you've got a bunch of people that are okay or good at best but they're not great so they're not great how they gonna attract great people how they gonna recruit Rick Susie there's not very many people that could have a recruited Rick Susie but me right he didn't follow me because I was okay at the business right all right he fought because I was great at the business and the same thing's true with you guys that are recruiting you you know there's tons of people that when you when you if you would have recruited if you would have sat down and interviewed them you to recruit them although you're a person that did it couldn't right you know that's true right because you're better than they are right so the key is how you get them to be like you so that you have a bunch of use everywhere right that's the thing you have to think about when I got involved in the business right what I was good already because I had been I did the Hopkins thing which I'll talk about and stuff you know I was I had worked on myself like crazy which is abnormal I understand that but I was really good so I wasn't worried about making sales stuff I was just looking for people that were motivated that would listen to me that would follow my direction that I could coach that would be coachable and then I recruited the crap out of them and then I taught them what to do how to do it right what you want is a bunch of people that are out there you know that know what they're doing right like you like you do okay so let's take a first master prospecting guess what all of you in here are good at prospecting some of you are probably better than others most of you don't do it very much I know that it's obvious because you're not recruiting a lot of people but the most important thing that you guys should be doing all the time is prospecting that's what you should be doing so I wrote I said one common thing all the greats in prime America have is they are relentless prospectors always looking for great people to add to their teams you know that's my logo right Hector Lamarck always looking for great people that's my thought always looking for great people right always looking for great people to add to their teams and developing them into independent leaders the absolute best way to prospect and I put this here is first your hot warm and cool market so if you're getting involved the best place to prospect right if I recruit you know Gary I want to get his list and go talk to his hot market then his warm market then his cool market that's the very best market for him if he's new to prospecting it doesn't make sense for him to start going to malls and you know Target and all that stuff that's retarded right he's got a market that's the best place for him to prospect in right in that market okay so the second best place is a warm and then cool and then the third best place is I wrote second best place is the hot market and then warm market and then cool market those are the three and then the third best is recruiting as you go that's prospecting which you guys know how to do that you know and you got to teach that too because your people need to know the proper way to approach people or to talk to people or ask questions they just need to know what to do the way that that works you guys all know how to do that I don't need to teach you how to do that but you need to teach them how to do that they need to know how to do that so that when they're not with you and they're out and they run into somebody they have a they have an approach they know what to say to people to get it gates that garner some interest and get people to give them their name and number and maybe meet with them I mean the more people that know how to do that like you if you had 20 or 30 or 40 people in your Bay shop that were great as good a prospecting as you were your numbers would go crazy because you'd have so many more appointments so many more recruits so you need to pay attention to that you gotta teach people how to prospect so there's no shortage of prospecting how-tos in Primerica the Lamarck system has them on and then there's a bunch of other CDs that you can get through Primerica online that on prospecting right there's no shortage of that if you have a certain way you like to do it that you teach will teach that but but the bottom line is teach something on how to do it so you've got you know if you're having 50 people show up to your meeting imagine having 50 people prospecting every day right as they're going about their day well there you go that's going to turn into something right something good is going to happen from that the other key is to be disciplined at prospecting making it part of the way you go through every day what happens to most people is that they do it when things start slowing down they go oh my god I better start prospecting instead of just doing it all the time it's something they do when they get in a panic about their income going down or their or something right instead of making it part of the way they operate on a daily basis it's like an afterthought it can't be an afterthought because it's the most important thing that you should be doing it's the number one thing that you have to teach people their warm market hot market their hot market warm market cool that's the first one but you've got to teach how do they talk to the people how do they call them how do they set those appointments right that's it then you have to have your antenna up right looking for people who'd be interested in making more money owning their business becoming free learning how to deal you mean how do they deal with the what's going on with the gas prices and all the stuff that Gary talked about earlier right I mean you know some approach to do that right so my focus every day is I decided that from the time I went to go what we decided to go full-time at that point right there all I thought about was finding the right people to build a business with and you have to be clear about what you're looking for so what I did and I as I you have all this information but you know it's worth repeating because I was talking to one of my guys you I talked to this one guy Jimmy you know from the he was doing the answer and he gave me that for affirmations what he's at affirming and one of them was he said I want to buy a new SUV for my wife so I call him back right I said what the hell is this mean I want to buy an SUV do you want a Hyundai you want a Mercedes what what model do you want you want one that seats six people or nine people or what I mean what do you want exactly and what what make and model and what color and how big is the engine and what what colors the interior and what extras are you going to have on it I mean this is too ambiguous you know so if you do this you know God's going to send you whatever right it's like going into a restaurant and sitting down because what would you like and you go I don't know well you know that's not going to work okay well if we go to a restaurant you say I like a you know a prime rib medium-rare more on the rare side I like a Caesar salad with light dressing and I would like a glass of your best Cabernet that's what I want now that's pretty damn specific right guess what I'm probably going to get prime rib that and that but if I say I'd like some steak well what do you want a buffalo steak an ostrich steak you know what kind of steak so what's prom for most people is they're so ambiguous about what they want they're not clear they keep getting all kinds of stuff that's not what they want because they don't know what they want right most people aren't afraid to even ask for what they want they think asking for things is negative they think if I want to get rich or I want to make a lot of money that it's a bad thing I was talking to this guy I played golf with is a professional golfer didn't quite make it but he's really good right and we're at bighorn everybody's wealthy at bighorn I said to I said Wayne why do you why do you think everybody's rich here because I don't know they probably born into her lucky I said wrong I said the reason that they're rich is because they all wanted to be rich you don't get rich on accidents okay I mean it doesn't work that way have you noticed that yet okay it's because they they wanted to be rich and then they put all their energy on becoming rich and that's why they're rich you know Daniel wants to be rich right Daniel and are you like you think about it every fourth month no every damn day you think about it right you watch your income you track what you're doing you're on top of that man you leaving messages man I know that you're on top of it right you're you have a very clear definition of what rich is and you are focused on doing it you don't give a crap what anybody thinks about it right that was me I I've always wanted to be wealthy right I I knew exactly where I wanted to live I knew exactly the kind of lifestyle I wanted to lead I knew exactly it wasn't like I'd like to have a nice house at the beach where at the beach what beach right I mean there's a lot of different beaches right so where exactly the point I'm making is most people are totally ambiguous about what they want so it's hard for you get what you're not clear about you've got to be clear all right really really clear so when you're looking for people in prime America you got to be clear about that too right you got to be clear if you if you think of it I have my wall of in all you guys are on that hundred thousand dollar earners you know and if you know Rick has his fifty five hundred thousand earned wall right what's what is what is really obvious about that wall when you look at that wall if you've seen not been in my office you've seen it what it was a one thing that strikes you it's like very very common amongst the group there they're like 98% couples I mean there are a couple of single like you know Debbie Trujillo and who else I can't think of anybody else right I mean everybody is married with with a spouse right so duh what do you think you should be focusing on couples okay now that means single people can't do primary of course not they can do it a lots of them have okay but that shouldn't be your focus I think I think I've always kind of known what I want so like when I want something I have this thing about me that when I want something I've really zero in on it and I kind of block everything out I did it in sports I did it and I've always done that yeah it's I'm sure it's a gift but it's something that you can learn how to do the point is if you're not aware of it right what I'm trying to do right is make you aware of it okay no yeah absolutely I've refined it yes yes exactly I have worked on it yeah no there's not about it I've really really worked on I mean I've read so much stuff I mean I've literally read twelve thirteen hundred books on stuff like this over the last 30 years okay so it's not like I just kind of casually did this I mean I've really put a lot of effort in this and then I've been learning about how to set goals every how many books I've read about goal setting I don't know like 100 I don't know something like that right so right but they don't know how but they don't know about how to go about getting that yeah yeah well I think there's a lot of people that do that but most people truthfully don't think that's possible for them okay they that sounds good but nobody really thinks that's possible right is that they don't they don't think they can get what it is that they want so that they're really there's a lot of doubt and fear about now you know it's good for it's good for Neil Neil can speak or Neil's not a whatever they you know people are using you know like a lot of you go you know yeah if I was as good of a speaker as Gary Corning and I could do that too but they haven't used that kind of thought process you may not say it verbalize it but you probably think things like that right so what you with a key for us is to get people to start believing that it's possible for them to have those kinds of nobody's ever going to attempt something they don't think they can do it doesn't make sense to attempt anything that you don't think you have the potential to have success at you know I don't play cards you know I know you're great at cards right you know I don't play cards because I'm not any good at it and and and I don't want to lose money and look stupid you know what I'm saying but you want to play golf let's go right you know again I'll get people like that you live in Vegas you gamble I said I don't gamble in casinos but I gamble on a golf course every day I gamble every day playing golf I always you know I never played off without gambling right that's been I love that that is that's a great thought process right very good so let me guess I got this right you're born great but the world makes you average teaches you to be average so everything you focus on with being great you're going to become great right is that basically I agree with that totally totally agree with that and it doesn't matter oh they keep all the way up so what they're doing is they they basically indoctrinate you into thinking the right way so that you can have potentially have more success right because look you know I look at my situation how I grew up and you know my story fifth of seven kids thousand square foot house my father was a Mexican immigrant you know blah blah blah all that stuff right but the truth is for me to have the kind of results I've had doesn't make any sense makes no sense it's totally irrational for me to come where I came from and to have built the business I built and to accumulate the wealth that I'm looking at all it doesn't make any sense whatsoever the only explanation folks is I completely transformed my thought process relative to everybody else that I grew up around my way I think I'm not better than my brothers or sisters I'm not better than my cousins and aunts and uncles I'm not except I think way differently than them every time we get around for holidays and I hear people talk I'm going if they only knew you know I if they only knew that what they're saying is why they're struggling and why they don't do better they don't even know it they're not aware of that they're that they're creating it with the way that they're because when you hear people speak you can instantly know what they're thinking that's the way you know what people are thinking so when I hear people speak I can pretty much in a live in 10-15 minutes figure out why you're doing what you're doing because of the questions you ask and the things you talk about I go and no wonder that it's easy for me to see that because most people have such a low level of awareness they're constantly getting in their own way they don't even know it they don't know that they're doing that okay so our job as a leader is to raise people's awareness that's what your job is because when you come into prime America I mean you knew about architecture right but what did you know about recruiting training and building salespeople not a damn thing nothing your level of awareness relative to building a sales force was like this right and your awareness about being architect was really high so you had to go from not knowing to knowing you know which is allowed you to hear like what a half a million a year I don't what your income is but it's around there right I mean so so with potential to make a lot more but the bottom line is is because you raise your awareness relative to prime America you have a now you have a very high level awareness right relative to a person that's coming in right now what caused that you caused that you made it you made a focused attention to learn about how this thing works and how to talk about it and how to explain it and how to teach it and all that right yeah because if I was talking to you I would I would say I mean if you could be if you could learn how to be an architect and pass the exams because I know they're not easy right but they're they're really challenging to be an architect or an engineer or whatever I mean that's a lot of schooling and pass those exams to be able to get your license of practice is not an easy thing I would if you could do that America's a piece of cake this is a really really simple business relative to that and let me show you what I mean and then I would go through detail why this is simple and why this makes sense and how it's easy and how somebody is as bright as you could dominate in this thing if you get focused and you do this thing but I would make sure they saw and they understood how simple it was that's how I would recruit you right and I would say and I ask you the question now all these other people who don't have near the the the skill level or education or background that you have are now making 300 500 million dollars a year more what why couldn't you do it I'd ask that question why couldn't you do it just ask the question and it'd have to go well I guess I could well if you apply yourself you can't the good news is I mean you're doing well and making six figures what you're doing but you're worth ten times that you kidding me for you to settle for a hundred grand when you can make ten times that month to me makes no sense does it make any sense to you can you think of any reason why you wouldn't go ahead and get involved and let me help you do this I mean that's how I would talk to a person like that I wouldn't let him tell me no I wouldn't be intimidated because he has a engineering background or some stupid that's ridiculous because all those businesses you can't make any real money at them right because they because you get paid on your personal little efforts and you can't do that much by yourself right okay so let's look at what they are right right this is the perfect person right they're married right they're a homeowner their age I think optimum is 25 to 35 does that mean we don't recruit 22 year olds or 46 year olds of course not I'm just saying if I'm focusing and I'm trying to recruit the optimum person right you got to know what the optimum person is right the optimum person is a 25 to 35 year old right why is that why that age because those people are still really motivated and they're not tainted yet right they haven't given up when they start getting in their late 30s and 40s they start thinking you know pretty much my life's over this is what I'm going to do now they don't say that but that's what they're feeling subconsciously they resign themselves to their station in life and to get them to make changes is not easy to get a 26 to 7 year old to make changes is piece of cake they're totally coachable they'll do whatever you tell them to do I was just talking to this kid in my base of Jose Daniels this kid is the most coachable kid I've I can ever remember recruiting and bringing is incredible he does freaking everything I tell him to do man and and you know what every time I talked to him I said Jose man you are gonna be a freaking superstar dude I am gonna I'm telling you I'm gonna commit to you I'm gonna help you every step of the way I mean whenever you need me just call me I mean because I believe in you you do everything I tell you to do because you do that you're gonna be a superstar there's no doubt in my mind look how much better you've gotten just in the last six months it's been amazing the progress you've made every time I talk to you sound better and better and sharper and sharper and more professional and you're closing sales that then the I would have a tough time closing man I am so impressed by you you are an amazing young man and I can't wait to help you make you a multimillionaire so I told him this morning that's the way I talk to people like that right what is he what do you think he does now he gets depressed and goes in his crows up in his closet no he can't wait to go talk to somebody now right he's excited right so you got to infuse that and people like crazy talk to them that way you you have a person that's coachable that has a potential superstar you got to tell them constantly how good they are constantly what's right with them every little progress they make you got to make it a deal you got to make them feel so special you got to make them you want people to come back and want to be around you that's the way you get them to want to come around you that's the way you want they can't wait to be around you right because you make them feel so damn good about themselves whenever they talk to you whenever they are around you they can't wait to be around you that is a that is a gigantic part of building people up and building a team and getting getting him to do more and I'll say to him I say look man look at look just I want you to just pay attention how good you've gotten here in the last year and a half since you've been here and I want you to I want you to visualize another year and a half or two years or three years how good you're going to be and what your life's going to be like and what your income is going to be like because you're going to be really huge I want you to think about that all this work you're doing is it perfect right now of course not bad but you're making so much progress it's amazing you you're a you're a one in a million dude I'm saying stuff like this to them all the time right so you get what I'm trying to do is inspire him to do more and more of that personal development and work on himself that he's doing because he really is making that kind of program I'm not I'm not I'm not bull bull crap and I'm right I'm totally telling him this is the truth I'm telling him the truth but I'm not just thinking it I'm telling him see a lot of you see people doing you think oh that's pretty good but you don't tell them you have to tell them all the time kind of like your wife you ever does she ever asked you do you love me honey that ever happened any of you am I the only one that happens to you right how many times my wife asked me that ten times a day right I mean of course I do I love you you're the best thing ever right I mean because they can't hear it enough right there's no women are my right and saying that can you hear that enough you cannot hear that enough right karma I mean you you know you love it right I mean it's got to be at least 50 right but the point I'm making that's not just women that's men too that's all of us that's that's a that's the human condition is the need the need to feel important and worthy and that you know I mean because people are going to do more when they start feeling good about themselves and when they're not feeling good about themselves I feel I feel fantastic it makes me feel good to do that my I'm always looking for what people are doing right I'm looking for any excuse to make them feel good about themselves that's been my way of operating since I started this thing I look for any excuse to make them feel good about themselves right that's what I do because it's easy to find what's wrong with people every any idiot can do that right I mean that's that's easy to do right but to find things that you like about people and you like what they're doing that's a little more challenging and the reality is in this in this world very few people are are encouraging and tell you what's right with you it doesn't happen very often right it's a it's rare you mean just look just think of when was the last time you got a really fantastic thank-you card it doesn't happen that often unless you're really helping a lot of people right I mean you don't get stuff like that it's unusual right and people just do more when you do that I mean you know I have people moved into a new place and we have workers in there every day and trying to iron out the little details of what you know in and so the guys that come in are really there's a few guys that come in are doing work on our play they're really great guys and one guy Scott I said Scott you know what you are awesome at what you do man I like the fact that you just get things done and and and your attitude about it's fantastic and I just you know I just think you you're you're focused on doing things correctly just really impresses me and I just want to let you know I think you know I could see why you're working you have a lot of work because you're really really good at what you do so what what's he going to do now in my house okay no no I didn't make that up that's the truth I was just telling him I was articulating the truth about him but does that that inclines him to want to do a better job in my house right so if you just ignore me treat him like the help right which is what most people do that's stupid right what you do is you make people feel special that's got to be your number one thing if you're going to build a huge team a big team that wants to be around you you've got to do that constantly you got to be all the time in so looking for the optimum age 25 to 35 in competitiveness is something that I really really look at if I'm trying to recruit somebody I want to know that this person is competitive right yes questions have you ever are you consider yourself a competitive person yeah you have any examples of you being competitive great I'm if you're competitive and you get involved in Prime America you are going to be incredible because the competitive people just dominate our company man they just they just get things done man and you you you know one of the things I always told people is you know why what I liked about Prime America so I like about it so much is I was an athlete I played sports I'd high school and college and I always was competing I I'm a competitor right and and I and after I graduated from college right there was no more competition there's nothing to do anymore I didn't have any competition I went to work and you know there's some competition but when I got back in Prime America you know what I liked about it the leaders bulletin the leaders bulletin is for somebody like me is phenomenal right because I'd look at the leaders bowl and I just see who am I going to beat next who am I going to beat next oh I got him scratch him off next one got him got him got him got him right I'm just now I don't say anything but believe me you're with me and you could watch me I'm a competitive okay I don't know I don't like losing now if I lose I don't say anything I just go back to work again but I am competitive and anybody who does well here you guys that are doing well here you are competitive people right my right Neil you competitive hell yeah you're competitive right you can bet you know you're competitive you know you're competitive right you you know you guys are competitive there you no doubt about that I know Daniels competitive right anybody Rick Susie is the ultimate competitor right he can't stand losing 10 cents to anybody right I mean he is you know he'll start talking crap and everything to not lose right but the but he's but that's why he's done so well right because he can't stand losing and if you're competitive you have a gigantic edge on everybody right why is that because competent when you're a competitor you will do stuff that other people won't do just so you don't lose you'll you'll make more calls you'll do more of everything and when you don't care about when you're losing those extra things that you need to do to win you won't do them you won't you just won't do them oh absolutely even when you lose competitors go that ain't happening again and then they go back to the drawing board they figure out where they're where they have a weakness what they got to shore up and they'll get back on it and go trick you know the bit I was talking to somebody on the way in I said you know the awesome thing about Primerica is every month you get to reinvent yourself even if you had the worst month ever last month you just totally sucked guess what August is a new month and you get to start over again and reinvent yourself and doesn't matter what happened last month or six months ago or a year ago it just doesn't matter because this month gives you a chance to start over again and reinvent yourself there's a lot of people that have done that I mean look at look at what what Whittle's done Whittle to me is one of the I mean look at he's like in his late 50s he's like 58 years old or something I don't know he is but he's he's in great shape he is a competitor you think he's a competitor absolutely but what he's done I look at the numbers do you know that he only his whole hierarchy does about a third of what my hierarchy does do you guys know that I mean I if I do you know like this month we probably did close to two like two million he did about about six or seven hundred six hundred thousand in his hierarchy and whole hierarchy and I did like two million and and the beautiful thing about Primerica is that all the money that basin first and he's number one in the in through first and he's got a solid base shop and his incomes right you're catching up to what mine is I think he I think he might might have beat me this month and income wise even though I do three times the production he does right you know what how awesome that is about Primerica I'm not complaining about that it just shows you where do you where are you supposed to pay attention you're based in your first because you could be doing a third of what somebody else's do and still beat them if you're based in first are kicking butt that's where all the money's at God bless him you know God I think that's awesome that he's doing that but that shows you how awesome Primerica is and when you're a competitor it doesn't matter what your age is right your age doesn't matter if you're competitive and then the next thing is they have kids why kids because when people have kids they're much more motivated to get things done because they have little rugrats that they want to take care of right and they want to you know you guys that have kids you want them to have a better life than you absolutely if you have grandkids like me I I'm so glad I did what I did on my little Frankie Jane is gonna be the most spoiled little girl in the history of the planet okay I can't wait to do that we're taking her to Puerto Vallarta for you know a week and took her to Hawaii and you know and there you know she's gonna have the most incredible you know her little summer jaunts are going to be you know Europe and in Hawaii and all that right there you know she's not going to the plunge right for little vacation she's gonna you know I'm saying she's gonna have everything that's just the way it is bottom line right and I can't wait to do that it's exciting to do that she's gonna go to private schools because I'm paying for it I don't care if my I'm gonna pay for it I'm gonna make sure she's got the best education she's gonna have everything right I that's that's awesome and you guys have things like people in your life that you want to do that to as well right don't you want to you have two beautiful children you want them to have the best right you don't you want to grow up in South Central like you did no of course not right you want more so kids are important they motivate us and then five income 40,000 plus per year or more combined income people that make no money don't do primary doesn't mean you can't recruit I'm not saying that I'm just saying if the optimum is people that are doing semi okay when they get started if they're struggling when they get started the chances of them doing something and the chances of them having any credibility to even put you in front of anybody it's so low it's a waste of time in most cases okay I don't want to say don't recruit them but I'm just saying pay attention okay same thing is true that pipe high income people don't do well here either okay they're making 200 300,000 a year chances of them doing this it happens every now and then but it's not very good odds okay so that middle income is the people that end up doing the best okay and then living in the area two years or longer you want people to live here so that they have a warm market they could take you go see somebody right if I recruit you and you have no warm market what the hell do I need you for right I mean what I need you for you can't put me in front of anybody I'm gonna go prospect and find you people if I'm gonna do that I'm gonna find them for myself why would I find them for you that's idiotic right I'm not gonna do that right so they've got to have a warm market somebody they know people they've been around the area a while or longer right so I wrote obviously everyone you meet won't meet these criteria this is the ideal and you should shoot for the ideal 80 plus percent of the time I'm not saying that those aren't exceptions there are I'm just saying 80% of your energy should be in that direction okay and you've got to leave some room for some from exceptions from time to time but you shouldn't be focused in that area okay if you want to accelerate your success and have less frustration bill your business you'll focus 80% of your energy in that area you're going to have a lot less frustration okay and then consistent prospecting leads to appointments recruits and sales income and ultimately success just do it you don't have to like it right and but you should learn to like it and have it be a game prospecting should be a game for you should be something you just do as a game and you don't take it too serious but you do it all the time because all you're doing is looking for people that are looking for you which you've heard that a million times but it's really true right you're looking for people that you say the right things they go wow that's what I've been thinking about I've been wanting to do something like that or I've been looking for a business opportunity I've been right that's what you all you're doing is fishing right for that right turn into a game connect this is important is what I did you need to connect prospecting to the key of getting everything you want in life because if you master it you will okay you have to connect prospecting all those things you want that's why getting clear about you want so important if you connect prospecting with getting what you want you're much more apt to prospect than not prospect it's that simple you've got to connect those two things okay all right master number two master setting appointments look prospecting is number one because now once you prospect you got names and numbers or people go see that a list from a new recruit then you've got a master process setting appointments because having a list or having prospects and you and you're not any good at setting appointments doesn't do you any good you've got your people will have many more appointments if they're really good at setting appointments and if they're not does that make sense okay so that doesn't make sense you would teach that right you'd make sure they do it because pretty much if you could get your base up where you're having a hundred appointments set every week I mean kitchen table appointments a week you're gonna have a hundred grand base shop you're gonna have a hundred grand base shop so does it make sense that if the more you train on everybody how to set appointments and you grow the appointments you grow everything else with that it just comes with that it's just part of the territory you got it but you've got to pay attention to it it's not something you do every fourth quarter right it's you can do it constantly so the better you get at setting appointments assuming you master the remaining fundamentals the faster you'll become successful it's critical you thoroughly teach every new recruit to set appointments in their hot warm and cool market and what you do you sit down with them and when I see a lot of recruits and then not a lot of production what I know for sure that's happening is there's no method of sitting down with the new recruits and teaching them how to set appointments get into their warm market that there's no it's it's hodgepodge it's not a system and you've got to have a system to do that so everybody does the same thing when they recruit people they sit down they get the list they go through their whatever however you teach setting appointments you teach them how to do that you get the new recruit comfortable with the process because if the new recruits not comfortable with the appointment setting process guess what guess what they won't do they won't set them they're not setting them why do not why do you not set appointments because they don't feel comfortable doing it they're afraid of being rejected and they don't want to appear like they're trying to just to sell things and use their friends to sell things and make money that's what that's why people don't do it okay so what you've got to do is you've got to make sure they know how to do it and you explain what's going to happen on the appointment what's going to happen when you get there you got to make sure the client know the new recruit knows what's going to happen if they think in any way shape or form they might be embarrassed or you might come across pushy or something negative is going to happen guess they're going to avoid setting those appointments they're going to come up with excuses right which you already have experienced multiple times I'm sure in your careers all right okay so the better you get at setting appointments you assume you know the better you your new recruits at setting appointments the more likely they will actually set them fear of not knowing how to set appointments inhibits new recruits from setting them if they feel prepared and feel they know what they're doing regarding setting appointments the more likely they will set them people avoid anything they feel inept at so the better you train them how to do it the more likely they'll do it's that simple right if I asked you guys that do you who doesn't play golf here okay most of you don't play golf if I said to you hey listen I need you to be my partner in this best ball tournament and we're going to be playing a bunch of bunch of scratch players how would you feel about doing that you'd be going I can't do that I can't do that why can't you do it because you don't know how to do it that's why and you don't want to get embarrassed you don't want to look stupid you don't want to whatever right all these thoughts of better in your it would enter your head about why you want to avoid doing that same thing on setting appointments it's exactly the same thing that happens okay all right if you want your numbers to really take off make sure not only your new recruits are great at setting appointments but everyone who appears to be serious about better business so you've got a bunch of people you're better showing up to your meetings right now that you think know how to set appointments that they don't know how to set appointments guarantees okay so don't assume they know what they're doing even if they're setting appointments every now and then people you know it's kind of like a even a blind pig finds an acorn every now and then that's what happens to these people right but if they get good they could they could do a lot more right they could do much much more number three master presenting all right you got a master presenting the presentation look everybody in here has a different presentation I guarantee if I sat all of you down and we had a big table and put you along I would look at your presenting materials every one of you would have a different thing going on I guarantee it all right and that's not a problem it's not a problem except that the presentation that you do have has to be really simple and clear all right whatever it is that you do have it's got to be simple and clear the more information you have the worse it is okay the worse it is for a new person and you just scare people right so the presentation that has to be a tie-down oriented president where you ask questions like if we could you know like if you're showing the smart let me ask you a question mark if we sit down with you mark and sue if we were on this loan situation I just showed you right now if we were to look at your situation and it resembled this and we were able to to approximate this kind of result with your current loan situation is there any reason why you wouldn't go ahead and submit a loan and see if we can do that for you here tonight okay good so that's a tie-down you tie them down all the way through the presentation on everything so that at the end it's just a matter of going forward so but you know what your new recruits don't know how to do that they got to teach them how to do that right so that their presentation looks like your presentation I don't know what your closing ratio is but I guarantee you it's got to be in the 80 to 100% range what if everybody in your base actually did it like you what would happen what happened with those hundred recruits you had in the last 60 days craziness would happen right kind of stuff would happen right