BHC Andy Onstead & Bill Orender

This transcription is a conversation between individuals discussing a Primarica meeting that took place in a church. They talk about the benefits of using churches for meetings and the importance of cleaning up after themselves. They also mention the weather in Texas and North Carolina. The conversation then transitions to a recruiting tips segment with FVP Andy Armstead. Andy discusses the importance of building relationships and understanding different personality types when recruiting. He mentions a book called "The Four-Color Personality for MLM" and gives a brief overview of the different personality types. He emphasizes the need to listen to potential recruits and tailor the conversation to their specific interests and needs. He also mentions the importance of having a positive attitude and being authentic. That's the first Primarica meeting I've ever seen that was in a church, but it was a huge church. That's what we've been doing the last, I don't know, ten years, probably, in the churches that we've done. Oh, really? Yeah. Yeah, it was a great setup. They had food trucks set up outside, so they had their lunch break and nobody had to leave. So, yeah, it was a really good setup they had there. Churches are perfect. They've got plenty of room, they're cheap, and they've got all the audio, visual. They don't gouge you financially, so plenty of parking. It's really perfect. I think people are a little more apt to make sure they clean up after themselves. Yeah, yeah, yeah. Well, we'll give Andy another minute or two here, see if he's going to get on to these recruiting tips. If not, you and I will do it, and then we'll see if he wants to jump in on the main call. But everything is going good out there in Texas? It's kind of cold out there, isn't it? Well, yeah, we've got precipitation now, but it only lasted about, like, afternoon, and we've got windchill and all that stuff. But this is our – we get this once a year. Yeah, not too bad. Hey, Bill, how are you? Hey, North Carolina, did you have some bad stuff? Say that one more time, Bill. Did you have bad stuff in North Carolina? Well, I've been down here in Florida, so. But North Carolina, they haven't got anything, not yet. Hey, y'all. Cold weather. Hey, Andy, good morning. Want to go, cuz? All right, we're going to jump right into it. Andy, with your recruiting tips, talk to us now to get this thing started. Give us your best recruiting tips, and then we'll have you on the main call as well for questions for Bill, if you've got time for that. Here we go, five, four, three, two, one. Welcome to our pre-call recruiting tips segment with FVP Andy Armstead. Andy recently received his seventh diamond, had 328 base shop recruits in December, and continues to have phenomenal results with his recruiting efforts. Good morning, Andy. What recruiting tips do you have for us today? Hey, good morning, Adam. Super excited to be here. We're going to knock it out of the park. Yeah, so I was telling you guys, I'm actually going to do, you know, Adam, you know I'm allergic to reading, but a lot of other people don't know, but I'm going to bless everybody with a book today, Adam, if that's okay. It's a really good book. Yeah, whatever you want. It's called The Four-Color Personality for MLM by Tom Bigell Schroeder, The Four-Color Personality. Adam, it's a lot like the disk assessment. It's a lot like the star and stuff like that, except it's a lot simpler. Adam, you know me, I'm special, okay. I like it to be as simple as possible. And it's also on tape. It's on Audible. And they also have a workbook as well. But you got to – the biggest thing, Adam, I found is people forget, when you're recruiting people, people sitting in front of you, they already know that they're open to the opportunity, but they're always, always, always looking for the catch. Adam, we're always taught to judge a book by it's not, to judge a book by it's what? Cover. Cover. Hey, you got to be quicker than that, baby. Let's go. I had to get up. I had to get up. I'm messing with you. But listen, people are judging us immediately. They're always putting up a wall. You guys all know on the call right now, walking into an appointment, I don't care if it's a client or a recruit, people are always immediately judging you, and they're looking for what's the catch. They're putting up that wall of resistance. Your job is to break through that wall as fast as possible and get to know people and get through that wall of resistance and then get to the actual presentation. A lot of people don't realize, Larry and Adam, that your skill sets are more determined on people skills than any dumb presentation on the planet. You've got to realize that a lot of times what you're saying before you even get in your presentation and what you're doing is going to determine the outcome. With our hierarchy, what I always teach people, if you're not closing on the back half, what are you doing on the front? People always have their BS meter on, right? Your job is to be fearless and be yourself. Go in there and just be yourself. People can smell a phony a mile away. They can. Like I don't understand why people are always trying to be something they're not. But also understand, Adam, that the person sitting across from you is just simply a mirror and a reflection of the attitude you're giving off. I've got some ratchet people on our team. They've got RBF all the time, okay? And I always tell them that. They're always like, oh, my God, they have no personality. I say, cool, maybe you should check your pulse because people's attitudes are usually a reflection of you. And you've got to remember, you've got to have the type of energy that you want to attract, okay? And your job is really just to become best friends with somebody as fast as possible. And the better you get and the faster you get at understanding what type of language people speak from you across the kitchen table, the bigger and faster your business is going to be. So the four-color personalities, I'm going to break this down super quick, okay? And maybe I'll come back and I'll do a full-time call on this for Adam in the future, okay? Yeah. So the four-color personalities is the red is a driver. So a driver is somebody who's competitive. A red-type personality, they're purposeful. They like to take charge. They like challenges, okay? That's what would be like a dominant or an action in the other ones, right? A blue-type personality is somebody who's very expressive in their social and their dynamic, right? Green is analytical, engineer. You love my engineer mindset, okay? And the yellow, my favorite, are the helpers, the nurturer, the caring people, right? So you've got to really realize I sucked in the beginning, and I came from the restaurant background where I was always the drill sergeant with all my guys in the restaurant. In the restaurants, Adam, I could literally yell at somebody, and if you didn't like it, you need to pack your knife and go. Like that's what it was. So it took me time to realize you lead in primarily you lead a volunteer army, and you need to know how to talk to people. And not only that, but talk to people on the recruit very quickly and decipher what color they are, okay? So the blue-type personality, if I could sum it up in one word, it's excitement. Somebody that loves, they love doing fun things. They love being out with people. I just love my job because I love to, I get to meet new people all the time. I get to talk to all these different people. And then I would, when I'm explaining them the opportunity of Primerica, I'm not going to explain to them what I see. I'm going to explain to them what I know they want to get out of it. Most people, they suck at Primerica because they're always worried about trying to put their beliefs and what they want onto other people. One of the things Brittany and I teach our team is we teach people to sit down with people and listen to what they say. I would say God gave us two ears and one mouth for a reason. My job is to sit in front of you and find out why you're here, what you're looking to get out of it, and then help you get that out of this. So if you're a social dynamic enthusiastic type person that you love excitement, I'm going to talk to you about, you know, the trip, about we've got Napa coming up, about convention, about Hawaii, about all the stuff, about how excited it is to get to talk to new people, and how excited it is to help people win and make all that money. I mean, that's what they're going to do, right? Okay. The yellow type person is somebody that's caring and they're like a helper. I would think about help me help you. So if I'm speaking with a yellow type personality and they say they're a nurse, all I'm going to do is talk about Primerica, how we're helping people, how we can help you make some money, how I'm going to help you, and how we can help the team. And I'm going to literally use the word help as much as possible, right? And that's really the biggest thing I'm going to focus on all throughout my presentation is the word help. The green type personality, the engineer, right, the information, I always think about information. Now, one of the things about a green type personality or an engineer is you're supposedly not supposed to be able to close the green or an engineer. I think, Adam, that's false. Let me tell you why. Adam, what is the biggest thing you have to get with Primerica to be able to earn income? Recruits. Very good, and licensing, yes, and licensing. Right, right, right, right. Yeah, and that's good. That was a good answer. I love your answer, though. You won anyways. But the thing is, the engineer analytical, cautious, precise, deliberate, question, formal, they value logic, not facts. What are they going to do? Well, they're going to want that license. Hey, listen, I know you got a lot to think about, but let me ask you, Adam, best case scenario, you come over here, you make great money, blah, blah, blah. Worst case, Adam, you come over here, you get all that financial licensing, and you're able to have all that information and knowledge for your own self. That's a no-brainer. Am I right? Yes, sir. That's it. And I'm moving forward, right? What about the dominant-type personality, the driver, the red-type personality, or this is also an action for my star people, an action-type personality, or a D for dominant, right? You got to think about the dominant-type personality is it's like a pit bull. Adam, you ever had a pit bull, dude? I don't think we ever talked about it. You ever had a pit bull? No, but a bunch of buddies might have them. Good. So, Adam, what happens normally when you walk into the house, what happens to that pit bull, their dog? Anybody ever been to a house where you walk in and the dog wants to jump up on you, Adam? Right, right. So, Adam, what would happen if you were just to try to push that dog down away from you? What would happen? Jump back up. Yeah, it's going to keep coming back up at you, right? Right. But, Adam, what happens if you walk in the house, you sit down on the couch and pull the dog up on your lap and rub his belly for about 15 minutes, then what happens? He's going to stay there and let you rub his belly some more, probably. Yeah, and eventually he'll get bored and walk away, right? Yeah. Yeah, that's a red-type personality. Most people, they fail because they're trying to compete with a competitor on an appointment. I don't care if it's a life insurance sale, an investment, or a recruiting appointment. If I'm sitting in front of somebody who's a dominant-type personality, you need to understand you've got to let them take the wheel, let them drive the appointment. Okay? So here's three tips for a dominant-type personality, and you can use this for a client or for a recruit or for a new agent that's already in the business. If you always want to compliment, compliment, challenge. Okay? Compliment, compliment, challenge. Why? The driver red-type personality, they love a challenge. Okay? So the red-type personality, if I get on an appointment with them and I'm on a recruiting appointment and they're telling me about how amazing they are, they're doing a good job, blah, blah, blah, I'm going to say, wow, that's incredible. Adam, how long did it take you to work your way up like that at the restaurant? Wow, man, that's always – dude, how did you get to be so good at what you're doing over there? And I let them answer, and I say, wow, Adam, that's incredible. If you could do that over there, Adam, imagine what you could do over here with no limit on your income or your potential. Right. Great, Adam. Let me ask you, dude, if that – and I tie them down. Adam, let me ask you, if we could get you over here, start you off spare time, part time, but give you the opportunity where you can go win everything and have no limit to how big you can get, is that something you'd be open to taking a look at? Absolutely. Perfect. Now, here's a pro tip. I know we're running out of time, but I really want to over-deliver for my big hitters, okay? There's three magic questions on any recruiting appointment or interview that you can ask people to get to the root of what color and personality trait they are. The first question is what do you do for a living, okay? What do you do for a living is a great way to figure out what color they are, okay? Now, if they're a nurse, I know they're a yellow. If they're a race car driver, right, or they play competitive baseball all year, I know they're a red. If they're the guy that goes to the mall and wears a monkey suit and flips a banana sign around, he's probably a blue. And if he's an engineer or an accountant, I know he's probably a green. What you do for a living is a great way to tell that. Number two to the second question I ask is one is what do you do for a living, two is what do you do in your free time? Because a lot of times, Adam, people might be in a job that really doesn't go with what personality trait they are, and they don't want to be there. So what you do for in your free time is really going to allow you to figure out, okay, well, Adam, if you're an accountant by trade engineer, but on your free time, all you do is spend all your time going across the country donating and doing food drives and serving the homeless and taking care of needy kids, I know you're really a yellow type personality, you're a helper. And on your interview, now I'm going to talk about how we're going to help so many people over the place, okay? Number three, first question is what do you do for a living? Second question is what do you do in your free time? The third question, the end all, be all, is what do you like most about your job? Because they're going to tell me right there what they like most about it, okay? So I'll give you guys a couple breakdowns, and then I'll shut up, Adam. Number one, if I talk to somebody, I say, I ask them those questions, they say, I love it because I get to meet and talk to tons of new people every single day. I know they're a blue type personality. So on their recruiting appointment, I'm going to talk about being and getting to meet new people every day all over the world and talking to everybody all day long, got it? If I talk to somebody on an appointment, they say, I love it because I get a deep sense of contribution when I help people find their job and their dreams. I know they love helping people. I'm going to talk about how they're going to feel. Ask them how they're going to feel when they're able to help people save money, get out of debt faster, retire earlier, right? If I ask somebody, hey, what do you love most about it? I love playing travel league baseball because I get to compete with the best of the best all over the country, and I win. I'm talking about convention and crossing states at convention, right? If I talk to somebody, I say, hey, what do you love most about your job? They say, I love my job because when I work on my own with no supervision or distractions, all I have to do is provide a detailed report of every week going over all the important information. I know they're a green type personality. So I'm going to say, great, Adam, let me ask you, if you could come over here, you could be your own boss, you could get all that licensing and things like that, is that something you'd be open to taking a look at? And then I close them. So anyways, I know I came at you like a fire hose, but you guys just have to remember, it doesn't matter if you're sitting across the table from a client, a prospect, or a dadgum Santa Claus, people are people. Find out what language they speak, find out what they want, and then show them how they can get that through Primerica. That's it. All right, fantastic, Andy, great job. A lot of information there. I'm going to go back and listen to it again myself, actually. But to download Andy's recruiting tips and more, visit our website at ydellonwinning.com. Just click on the big hitter link at the top of the website and enter user name, P-R-I-U-S-E-R, and the password, go, go, go, votes, all, lower case. All right, we'll do our sound check with our speaker. We've got big Bill Arunder on. Good morning, Bill. Good morning, Adam. Good morning, everyone. Great job, Andy. Excellent. Thanks, Coach. Really good. So we'll have Bill and Andy on this morning. Dad has just flown into Colorado, so he'll be on. I'm on, Adam. I'm on, Adam. All right, fantastic. So very good. Well, we will count down over to the main call. We'll have Bill on there, Andy in there asking questions as well, and Larry and I. Here we go. Five, four, three, two, one. Good morning, Monday morning conference call crew. Welcome to the big hitter call. This is Adam Wydell. It is Monday, January 22nd, 2024. Let's say hello to our speakers this morning. Good morning, Bill. Good morning, everyone. Good morning, Andy. Good morning. And good morning, Larry. Hey, everybody, really exciting information, Andy, and appreciate your willingness and enthusiasm for sharing. As of today, there are over 100 RVPs and above with 30 or more in recruits and 72 RVPs and above with 30,000 or more in premiums. There are 91 below RVP with 30 or more in recruits and 18 below RVP with 30,000 or more in premiums. The top five base shots as of this morning are the Edwards, 67 by 109, the Gomez's with 69 by 110, Lorenzo, Cariana, Daniella, 119 by 110, Miguel Elledge, 198 by 119, and the Finals, 267 by 142. On today's call, we are spotlighting S&SD Bill Arender. Bill is one of the A.L. Williams legends and a Circle of Champions member. All right, we'll get the call started. Larry, I'll turn it over to you. Hey, thank you, Adam. And I just want to say what a privilege it is, after all these years, to be able to kick off the week and be around people who want to do something great with their lives and, you know, willing to pay the price and overcome problems to keep fighting and to prove that it can happen. And the company was started to give, you know, people who would otherwise be average and ordinary and not have an opportunity a chance to do something great with their lives. And that came from Art Williams. And, you know, what a thrill it is to have Bill Arender on, talking about something that just, you know, hundreds of hours of his time to put together something to be in writing forever, documenting the impact of Art Williams and helping the future generations to come dig into this thing and keep us on track. And when I talk about keeping us on track and the fundamentals is keep us on track is this is a company that gives you the chance to do something great with your life. And, you know, from time to time, I'll hear up through the grapevine, someone say, whoa, you know, how hard the business is. Oh, the Bay Shop, how hard it is. Well, I know it's hard, but it can't be impossible if we've got 100 people doing 30 by 30. We don't even know how many people. You know, when we started the call, there was like 13 in the company doing 30 by 30. And we had just kind of lost our way a little bit. You know, we raised the banner and people responded to it just like we did when the company got started. And people are looking for people who raise the banner and be relentless about talking, about giving the chance to do something great with your life, in spite of the licensing, in spite of this, in spite of that, in spite of whatever. This is a chance, you know, the opportunity is very real. And so, you know, those are the champions. Those are the people that we owe our debt of gratitude to because they continue to inspire the rest of us to greatness because it's a tough thing to go by yourself. And, you know, I'd like to say I want to give Adam and Andy the chance to dig in with Bill and Render early in the call and see what they are curious about with Bill and what he found out with Art and, you know, why this is a difference maker. But first of all, I want to say, you know, for everyone about who Bill and Render is, I've known Bill and Render since like 1975, okay, 1975. You can imagine how many times we have interacted. I've heard him speak. I've seen him think. Let me tell you, since 1975, Bill and Render has been relentless in his pursuit of greatness. He has always been inspiring to listen to. He's always been encouraging. He's always been locked in and positive and provoking. He's been generous. No more generous. You know, we appreciate Andy Olson's generosity in getting on and participating in the call a lot lately. You know, with Bill and Render is, you know, he set this thing in, this idea of giving back and helping others and ingrained that into our system with his relentless example. Nobody has given more to the company and done more to help more people than Bill. And then to perpetuate that by putting this book together, Bill, I just have so much respect and thanks for you. But I want everybody to know, Bill and Render is the real deal. He is A.L. Williams to the core. He is locked in on doing greatness to the core. And anytime you get a chance to be around him or to read anything that he's put together, take advantage of it or listen to a tape because he'll inspire you to greatness. And if the Bay Shop is hard for you today, you've allowed people into that Bay Shop, your Bay Shop, that are not locked in on doing something great with their lives. Your Bay Shop is going to be fun. It's going to be exciting if you've got people in there that are wanting to do something great with their life and you're working with them to pull that off. You can't let the wrong people in. Like Andy went through the thing, it's a matter of identifying who they are so you can help where they're coming from so you can help mold them, direct them into where they can become a powerful contributing member of our team as we chase greatness. And so thank you, Bill, for your example. Thank you for the impact you've made in my life and others. And so thanks for being on the call. And tell us about the book, Bill. Well, thank you, Larry. It's fun to be all these years. I consider you one of the guardians of the AOA and SCREAM. That's why you started the Big Hitter Call so long ago. And, you know, I've got a concern, like you do, that unless we keep art and SCREAM alive and the basics of what art created, his methods will be extinct. And I'm not talking about 30 years. I'm talking about five to ten years and you can all settle for getting corporate. And we want to become financial advisors. We forget about the reason art started the company. And one of our contributors to the book, the name of the book is A.L. Williams Changed My Whole Life. And if you remember, Larry, it's based on a bumper sticker that we all had on our bumpers, A.L. Williams Changed My Whole Life, meaning whole life life insurance and whole life. And that's been on my mind. You know, we had the first book that came out, and it's called Locker Room Notes. All these books are on Amazon. And then a year and a half ago, we came out with Art Williams' Phenomenon, which talks about the history of our company, Larry, and the history. And it's a book that Art said he wished he had written because the coach didn't do the full story, and we tried to do as good a job as we could, outlining the reasons why this company is a company of destiny and how many times Art Williams put his head on the pillow and thought it was over and then something good happened and got us to new levels. But there's always the inside of me saying there's more. A.L. Williams, Primerica brings more to the table than people understand. And I believe this, that if everybody had to come into Primerica, A.L. Williams, for six to eight months, 12 months, and stay here, this company would change America, maybe change the world because of everything they learned here, getting life lessons. Art talked, as you know, Larry, about our lives more than he did our businesses, and he taught us life principles and life lessons. And I use the example in the book. It's called A.L. Williams Changed My Whole Life, right on Amazon. And I start out by talking about a caterpillar was not born to be a caterpillar. A caterpillar was born to be a butterfly. But unless he enters into the cocoon, he can't become that butterfly. And so many people in America are caterpillars wanting to be butterflies, but they don't have a cocoon to get into. And A.L. Williams, Primerica, is our cocoon. All the things happening, the metamorphosis, the changing, the improving, the people skills that Andy was talking about, your life changed, Larry, changed from a hardcore construction manager and not handling people well, maybe. You didn't know anything about people. You didn't know anything about business. And now look at what you've become. And, again, where are you going to go to find a cocoon? And a lot of people say, well, you know, I had a coach that changed my life. I never had a coach that changed my life. I had a teacher that really changed my life. I never had a teacher that changed my life. Where do you go to find them? If you had a child and you said, I want them to win in every area of life. I want them to win financially, personally. I want them to have better marriage. I want them to have great spiritual life. I want them to be around people and mentors. Where would you send them? There's only one place, our Primerica cocoon. It's a cocoon where the changes can occur, where the mentors are here. Even it's called once a week, it's a cocoon. Our meetings, Andy just talked about Anna, but Andy went to an Andy meeting with 2,000 people, changed lives. So, Larry, you know, I really wanted to get into the nitty-gritty of how many lives were changed, the stories. I interviewed 28 people in the book. It's all in the book. We have special contributors. They outlined or changed lives and how they came here for one reason, like Tony Alexander, one of our contributors, said, you know, Art Williams came here to change lives and a company popped out. Because much like a football coach, and Art and I have talked about this, and I've got a third book coming out in about a year. It's going to be called Wish You Were There. I've interviewed Art 30 times for that book. And how do you build a football team? You've got to build character in people. You've got to build people up in areas of recognition and seeing the positives in people and building relationships with people. You can't find this anywhere, Larry. You can't even make it up. We had one contributor, David Lifton, as you know. David was a paraplegic from football injury, and he talked about the power of hope. And Art Williams said we felt hope. We had talked about this. We felt hope, a dream, and the opportunity. But we felt hope first, and where's the hope out there? And, again, Art also taught us how to dream and dream big. And you've got to have a dream. It's got to be big, and it's got to be important to you. You've heard all these, Larry. But these are life lessons that marriages are better. We did a whole section in the book about the spiritual aspects. I know, Larry, this is very important to you, that people get here. And every one of these people that I interviewed, not all of them, but about 90% of them said they came here and they changed their spiritual life. They went to church for the first time. They went to a Sunday morning worship service for the first time. They met spiritual people in front of a room and talked about their faith. And so the resources that we have inside the company, like Vanda Brothers, is one, and Hearts of Beauty is another, where, you know, men and women can come in here, and they've got resources that improve their spiritual lives. So, Larry, these life lessons, if you don't get them here, they're not available any place else. And without that, we can't become the company we want to. Art Williams said you went with your heart, not your head. Where have you ever heard that before? Well, only on a football field, maybe, if you play football. But, you know, how many times have we kind of went, and Andy just basically talked about that, with the X's and the O's. And we've got to become hardcore financial advisors and get people into a business. When we were in the business, Larry, this was a crusade for us. This wasn't a business. This wasn't a company. This was a happening. This was a movement. And we've got a special contributor, Glenn Place, that talked about how this is a movement and how movements don't die. Another part of it I talked about is a Benjamin Franklin quote I love. In war, government tells you who the enemy is. In a revolution, you decide for yourself. And Art Williams built a crusade. It was a movement, and a company popped out. And so we had another special contributor. She's a doctor, a neuroscientist that was in the company for 20 years, went through a divorce, blah, blah, blah, was making over $200,000, and then decided to go in a different direction and became a neuroscientist, a Ph.D. And her special chapter is Art didn't know what he was doing, but from a research scientist standpoint, everything he did was perfectly right. And how you build people. And one of the things she said I love in the book, the more you recruit, the younger your brain gets. You know what that's something? That's scientific research and how recruiting makes you younger. You never get old. Your brain can get younger as your body ages. And how Art Williams hit every conceivable scientific measure for what it takes to make a human being better. And he did this with his principles, his lessons, the way he and Angela modeled their marriage, his faith. And you know what's also talked about in there? Bob Turley. And, you know, the chapter is how in the living dog crap, because that's one of Art's phrases, how in the living dog crap. And, Larry, you know this intimately, and I want you to comment on it. One of the things that happened to our company is when Bob Turley came in, Bob Turley is a legend in baseball, blah, blah, blah. And to get somebody like Bob Turley, young people don't know who he was now, but back then we all knew who Bob Turley was. And Art, we attracted someone like him. And we thought if we can get him, we can get anybody. So there's a little thing that Andy Young, I interviewed him in the book. But how in the world living dog crap can a guy like Bob Turley of all people come to our company and treasure his A.L. Williams ring more so than he did his World Series ring? Larry, those are some of the highlights of the book and, you know, the passion for it. And, again, it's guardians of Art's system. We can't let this die, Larry. Absolutely. And, of course, Bob Turley, for people who don't know, he was with the Yankees during the 50s, and he went to eight World Series where they won most of them. And he's a Kickoff Belt Award winner. He was very prominent. He was the first player rep when they started the Players Association. All of the Yankees in 58 voted him to be their representative to the Players Association. He's a very prominent guy. Ex-Yankees, like Mickey Mantle, call in our office all the time when I was, you know, Bob trained me. But the thing is, when Bob got out of baseball, he found out he lost his team. And he went out there and started to create his own company. And he was good. He was dynamic. He had up to like 15, I think, 15, maybe 17 different businesses that he owned. He had a furniture company. He had a bunch of restaurants. He actually had a brokerage house. And he was a whirlwind. But he was out there by himself. And all of a sudden, the rug got pulled out from him economically. There was one little hiccup in the market, and overnight, one weekend, it all crumbled down on him. And he didn't have a team. And then he got involved and tried to rebuild his way back, you know, with his bad reputation and his bankruptcy that, you know, when you go bankrupt and you're a famous person, you got shamed. He was on the front page of the Atlanta Journal. And, you know, he crawled his way back with the idea of buy a term and invest the difference. But he couldn't find a company. You know, all he could find was companies that were given a general agency contract. You know, when Bob Turley got with Art, we had like four or five different term insurance company contracts and paperwork in our supply room. You know, it's just a matter of who we're going to sell this week, you know, and you're out there all by yourself. And what Art offered was the opportunity to be a part of a team with a vision and to do something great again. And, you know, that was right up Turley's alley. And with all of his greatness, like, you can have greatness in your past, what are you going to do in your future? And, you know, if you taste winning like Bob had tasted winning at the highest levels, you want to taste it again. And, you know, at the end of his life, I interviewed Bob Turley and I couldn't get him to talk about the Yankees. I wanted to get some nice, you know, insights about the Yankees. And, you know, when I was in there, we were working on Prime America. We were working on A.L. Williams. We were working on the business. Now Andy Young came along and he was like a grandson. You know, he was my main guy. But when he would give a Bob, they would talk about the – he could get Bob to talk about the Yankees. I could never get Bob to talk about the Yankees ever. You know why? It's because after 18 years of pro baseball, he had a pension of $800. And he had millions of dollars of income with Prime America. So he didn't want to talk about baseball. But, you know, what happened was the hope, the vision, the chance to do something great in this and not just maybe in a controlled environment like a baseball season to win a World Series, but to go out there every year, every month to win a championship, to do something great, to break barriers, you know, to go around the world, but go around the world with friends, you know, and celebrate together and to always have a new, you know, a barrier, a new mountain to break through. That's what Art brought to Bob Curley, and that's why, you know, Bob was always so grateful for the chance to be a part of something like this. And so the idea of looking to have hope and a dream, the sizzle, this is where the sizzle is. You know, if you're not talking about these things, a chance to have, you know, recruit, get override income, you know, become financially independent and go past financial, run through the finish line of financial independence to becoming stone wealthy, you know, if you're not talking about compounding and how that works, you know, you can duplicate in your business, you go by two or you multiply, grow by three. And it's as simple as growing by, you know, everybody gets two, everybody gets three rather than everybody just sells. And you just, you know, you're rocking to your activity. You work hard, but you never go anywhere. And so that's what he brought to the table. The sizzle was a chance to be able to do something great and be a part of something great in your life. And the hope of that, even if you hadn't had it happen yet, you looked around, you had so many people around you that it was happening to, and they're all sharing ideas. It's just a matter of keeping, keep on improving until you break out and good things start happening to you. Anyway, Bill, that's my take on why Bob was interested in, was so excited about, you know, he came and he came to stay. And so many of us, they don't just come, you know, don't come, the vast majority of the great people don't just come to American A&W, they come to stay. And they come to stay and to do great things and keep on doing great things. So let's look at Adam and Andy. Bill, you want to make a comment on that? Then we maybe have Adam do the announcements and then let them get into their, any questions, the things they're curious about. Well, yes, Larry, I know you know Bob so well. But, you know, everybody wants to be somebody. And Art Williams built a company on those 13 words, I want to be somebody so bad it borders on being an obsession. And Bob Turley is no different. All of us have this gene in us where we want to belong to something, we want to be part of something, we want to have our life matter. And when Art Williams started talking about doing something special with your life and on your tombstone it's going to be dud or stud, that hit a nerve for all the right kind of people. Every piece of flesh, Art said, wants to be somebody. Every piece of flesh wants to have a purpose and meaning in their life and have their lives matter and have their lives count. And this is the kind of message Art gave us, Andy, over and over again. So that when the times got tough and it did, you had no place to go. This was it. Where else can you go? What job can you go to that will change your life, that gives you hope for a better tomorrow? And so that's one of the things that we have to put in, and that's why I tell people in a recruiting interview, sometimes just put the presentation down and Andy, just talk to people. Let your heart talk. You win with your heart, not your head. And we're trying to be a head business, financial advisors, Wall Street to Main Street, X's and the O's. And, Larry, you're here today because this fills a need in your life. There's a hole in your heart that needed to be filled, and Art Williams and his life lessons brought everything, all that to the table. And so, Larry, that's the message I think we've got to go with, is that people are hungering for our system, for A.L. Williams' system, not the Primerica system. That's where we get our money. That's where we get our products. That's where we get our – but we've got to go back to our original roots of A.L. Williams and how it changed our lives, and that's our torch for the future. Absolutely. Adam, you want to take it? All right. There's a fine line between mediocrity and greatness. Here are three tools to give you that extra boost this week. First, check out Larry's latest blog, Success, a Learned T42. Check out Larry's podcast this week's episode, feature a Peabody Award-winning author who is the co-founder and co-host of the number one podcast business, Planet Money. Listen to this week's call on our replay line or download the call on ydellonwinning.com. Click on the big hitter link at the top of the page and enter username PRIUSER in the password go, go, go, both, all, lower case. The replay number for this call is 667-771-7907, and the PIN is 982-755-POUND, 982-755-POUND. To stay in touch with Larry, follow on Instagram, Twitter, and Facebook, and be sure to follow at Big Hitter Club on Twitter for all your big hitter updates, and be sure to leave your thoughts and comments on this week's call. Ed, do you want to jump in with a question? No, I'd like to just thank Bill and Carol again. It's funny, Bill, because I started cracking into that book and I didn't know you sent me a copy, but I would venture to say it's A.L. Williams and Bill and Carol, a writer who changed my whole life. And we're very grateful for you, and I think you're 100% right. So many people, they're all about the X's and O's, and they miss the heart of Primerica and what Art Williams built. You can't try to, if you're presenting something to people, you are presenting one way of doing it. You never know what people are going to want out of this thing, but the answer is they will always find what they want here. Your job is to get them in the door, and like Bill said, let Primerica be that cocoon and let them grow into whatever kind of butterfly they want to be. Some people, they might not want to be a quadrillion-dollar-a-year earner, but you know what? It doesn't matter what people want and are looking for. I guarantee you you can find it in this company. The problem is too many people, like Bill said, are out there trying to present the X's and O's to people and missing the whole thing of what Art really built. Go ahead, Bill. Here you are, Andy. I remember whenever my business was sucking, and Larry saw a lot of times when it was, I had to get in touch with why I was here. I had to get back and start talking with my heart. When was the last time anybody on this call heard or interrupted by a prospect by saying, well, excuse me, excuse me, yeah, you really believe in this, don't you? Unless you're hearing that on occasion, you're not talking with your heart. You're not talking with sincerity. One of the things that Art Williams brought to my life, he was sincere. He was honest. He was authentic. He could be rough at times, but he brought to me caring and having a heart for people. Again, he was a football coach, and it had to be a football coach once you understand how football coaches operate. They want to change kids' lives. They know that when the game is over and their uniform is put away, what's going to happen for the rest of their lives? And see, that's it. Art Williams changed lives, changed my whole life, not just financially, not just from a financial freedom standpoint. Own my own company. Ownership. Yes, that all came, but, man, my marriage is better. I met Jesus Christ here. I learned how to be a good dad here. I learned how to be a good citizen here. I learned how to handle people here. And I feel good about one of the biggest things, all these interviews, I ask people, what are you most proud of? Virtually every one of them said, my first thing, I'm proud of me. Isn't that something? I feel sorry for people with jobs because where are they going to go? What are they going to do? Who's going to nurture them? Who's going to help them? Who's going to mentor them? Who's going to walk them through life? Friendships like Larry and I have had for over 50 years. A mentor to me. I've learned more from Larry from a recruiting building standpoint and a fun standpoint. He's one of the most fun people I'm around. Again, that's because of the cocoon. This is not a business. It's the cocoons that change lives. Adam? Yeah. Bill, it seems to me, and you give me your take on this, but like you talked about before, there does seem to be a corporate aspect to Crymerica over the past several years, and you hear the, you always hear the, everybody wants to be a gangster until it's time to do gangster stuff. Then you have guys like Andy that come in that are doing the gangster stuff, the recruiting and the building. There seems to be a resurgence of these guys that are hardcore. They're newer guys, but they're hardcore, A.L. Williams thinking, underlying, that are building these big companies. Are you seeing that yourself with a kind of like this underlying group, kind of like the black ops guys of Crymerica that are coming up, doing the recruiting and building, personally getting out there and putting the work in, and that's where these big numbers are coming from? It's almost like with fashion, things come back around after so many years. To me it seems like it's finally coming back around bigger with these guys coming in, like I said, like Andy, that are putting in the time and the effort personally, getting the recruiting numbers, building the team, and not doing it through securities and sales and things like that. What do you think about that? I think you're absolutely right. Glenn Williams in La Jolla several years ago said, don't look to the company on how to build a business. You know how to build a business. We're the ones that administer the business. We're the ones that get the policies out. We pay you compensation. We keep you legal. We give you products. We're administration. We tend to look at the company too much for direction as to where we're going and what we're doing. We have to look at them as an administration group of people. But, you know, the leaders that are emerging, like Andy, like a lot of the guys we talked about and gals we talked about, there's a hard core in us that when we hear Art Williams' principles, something stirs in us, and that's that gangsta stuff you're talking about. There's a culture. It's our esprit de corps. And we want to be part of that. And the company is never going to give it to you. Glenn Williams, God bless him, I don't want him for that. We've got our own people. We've got Larry Weidel. We've got our own people that we don't need to be taught any of that. We know it. As long as we stick closely to the principles that Art Williams, and that's what these people are finding out. Maybe they're doing it haphazardly, but you're right. They want to be part of something. They want to be known for something. Recruiting is an overflow of gratitude for having been recruited yourself. So people that don't recruit are not grateful for what was done for them. So that's why double-digit recruiting is a perfect number, because that says I'm prime. I get it. My life got changed. I want to change lives. But once we get out of the caring for people business and into the raw numbers, I've got to get ten recruits to get recognized, we lose something. But you're right. And that gangsta stuff is caring for people and getting into the messes of their lives. And all the stuff that comes when you have people in your life and all the different shapes and sizes and the blues and the reds and the greens and the yellows. Those are messes. But Art Williams taught us that the real true wealth starts with people. We're in a people-getting business, and we get a high-compensation package like Randy Godfrey said. Our business is a personal growth business with a high-compensation package. You get compensated highly for growing personally and connecting with people, and that's what this book is about. You know, Bill, when I came in, I got excited about the idea of Buy Term and Invest the Difference. We weren't even saying the word crusade that much at that time, but the idea of going in there. I've always been against the status quo. I had a rebellious streak, and I wanted to be one of the sheep that followed the herd. And the idea of going out there and exposing the life insurance industry for the fraud, the deception that's in there, and turning people on to where they could get multiple times of protection for their family and have multiple times of payoff at retirement. You know, I like the idea of being a truth teller, going out there and educating people. And, you know, it was only later that overrides came into the picture. You know, the funny thing, Bill, is this whole thing started in the beginning like we were general agents, you know, because we were all salespeople. But the moment they figured out overrides. In fact, Bob Turley and I used to laugh at you guys. You know, we'd go over to the ARC meeting, and ARC would say, you know, recruit and crap like that. Turley and I would just giggle. And we'd look across the table at each other. Why in the world would you recruit? You know, I think there was a 10% override, and then there's nothing after that, you know, like for the first salesman you make 10%, we're like, you've got to be out of your frigging mind to recruit. You know, and we were sales, sales, sales. But then when he put the overrides in it, the game changed. And so now you can go beyond just, you know, educating the masses to giving them a chance. You know, there was hope and a new dream of being financially independent with products early on. But when you have the thing of building careers and building businesses inside of a business, that's a whole new dynamic. And that's where the original 100 by 100 plus base shops exploded out of. And to see that message out there today, there's always going to be people out there that want to do something great with their life. Unfortunately, you can't recruit one or two people a month and find them. You've got to recruit hundreds. You've got to have hundreds of people try out. You know, like I'll tell Andy this. Andy, you know, you had a school, and you had all those people out there. You had, like, all these million-dollar earners, and I was talking with Adam about it. The place you could take it is, like, 3,000 people. You know, when I had my first fast start school, we had, because Art shut the one down in Atlanta in July of 80, that's where I got promoted to RVP. He shut it down, and for whatever reason, I don't know. But by the way, the star of that school was always Bob Billerender. He would fly in from Dallas, and he would be the main speaker. But Art shut that down, and so I started in September my own fast start school, and we were recruiting. I think we recruited in August 260 people. I only got 170 people, Andy Onstead, to come to my school. Now, a couple of weeks later, we had Art Williams come in, and we promoted our first RVP, and we had 800. So they can grow faster. Then it got up into the 3,000s of people coming. But when you start these things, it starts humble beginnings, and, you know, humble beginnings. And so when, you know, back, Billerender, by the way, was the speaker, the main speaker at the first fast start schools in Atlanta, and I remember going out of the parking lot and seeing his Chevy. What was that thing? Nova, Chevy Nova. And the back window, what do you call that little layer there in the back by the back glass, you know, behind your head, if you sit in the back seat, you know, back there, it was all peeled and cracked. It looked like the Mojave Desert, you know. And I said, Bill, what the crap, you know, why don't you get a decent car? And Bill said, no, that's a depreciating asset, I'm not wasting money on time. He was locked in on becoming financially independent right from the beginning. And, you know, Art drove some kind of Toyota, and he would come over and Turley would go, what, you're the president of the company, why are you trying a Toyota? And Art would say, the gas, the gas. And I remember hearing Turley say, shut up about the gas, get a car. We got an image to maintain here, you know. And so the humble beginnings, we all had humble beginnings as we started this thing, Bill, and people should not feel bad about coming in with humble beginnings today, right? Well, Larry, we got a lot to be humble about, too, and everyone does. You know, you're right, Art was not fancy. He never drove fancy cars. He never sold the glitz and the glamour and the shiny objects. But, man, there's something about the vibration when Art talked about being somebody. And one day they're going to be planting your face with a shovel on Tombstone Dud or Stud. See, Larry, that's the thing that sustained us. All the trials, tribulations, and the frustrations, and you can't go anyplace else. You know, like people say, you know, that people work for a paycheck, but they'll die for a cause. And so we found our cause, Larry, in heartfelt, earnest caring for other people. But, yeah, we made money, because if you don't make money, then all our heartfelt stuff is meaningless. Larry? Absolutely. Ed, do we have any other comments? I'm curious, you know, when Bill came in, it's hard to recruit people. And when Bill came in, I'm sure there's some truth to this, that, you know, he was busy. He was successful. He had all things going on. But, you know, in his career, he's doing well. But for something, there must have been some discontent there, Bill, because Carol met with Virginia Carter, and they had a talk, and before long, you were, you know, I think, I don't know if Carol even filled out the paperwork, but before long, you were in there. You were doing well, Bill, before you came in. I mean, you were on track to go through and be a corporate, you know, success in the corporate system. What was the discontent you were facing that kind of set you up to be receptive as such a long-term leader here? You know, Art fills the company also, Larry, and I don't want anybody's thumb on me. And I had a thumb on me. You know, I was locked into corporate America. I worked for a steel company, and my income was controlled by the Steelworkers Union and their labor, their ability to negotiate a pay raise. Whatever their pay raise was, that was my pay raise. And I hated bosses. I could not stand walking in and being judged by a boss. So there was a lot of discontent there, and there was a lot of yearning and hoping and praying, saying, I remember praying out loud, dear God, don't let this be my life. And so that was the big one. But, you know, when you're locked in, you know, it's like that pit bull that you're talking about. I was locked in on what I had, and I didn't keep looking around. So Carol saw it before I did because Virginia kept talking to her about it. But when the timing came right, when I finally had a break, it was available to me, and thank God it was. But I was blessed by the fact, Larry, that I've always been concerned about how my life was going to turn out. Ever since I was a young kid, I was concerned. I had one life to live. I didn't want to wake up and say, well, that one didn't work, and I'm 65 years old then. And so all the messages that I got, and by and large, that's the difference, was changing lives, changing whole lives, paying death claims, and seeing what people had and being appalled by how this could be happening out there and wanting that better life that this system promised. And I had been highly money motivated ever since I can remember. I kept this paper out since I was 11 years old, making money. I would get pop bottles and bring them in for money. Back then, we had deposits on pop bottles. And so I thought, if I'm going to make money, I'm going to make all I can. And when I came here, I didn't want a thumb on me. I didn't want to be told what to do. I didn't want to be told when to start, when to quit, and I wanted to make money. And I found out the best way to make money is caring for people. And Art Williams, he became a billionaire because he built something, he built people, and a company popped out. So we can never forget that who you are speaks louder than what you're saying. That's what Andy was saying earlier. And so this became our platform. And we started making money. It just put fuel in the fire. And we really started getting going when the money started rolling in. You're right, though, about the early days of overriding. It's in the first book, Art Williams' Phenomena. Interesting story how Art Williams at ITT never got overrides. He just sold. He recruited people to get their market. He got a call one day from the president of Waddell & Reed. He had never heard of the company. And he was happy at ITT, but, you know, what did he know? He went up, first time he got on an airplane, went to Kansas City, visited Waddell & Reed, he saw one thing. They had another level on the computer. Now he could override people, not just be a salesman, and he could recruit people. And now so he could override them. And they decided to move to Waddell & Reed. Bobby Buisson was there and Randall Walker and such and, of course, Rusty. And within six months after he left to go with Waddell & Reed, ITT went under. So if he hadn't got that call, if he hadn't decided to move to get that extra override, we wouldn't have a company today. This thing would have been disbanded. And then, again, it grew from there because why? People couldn't go RVP at Waddell & Reed. So he had to start an RVP company. So that's how that whole company of destiny came out, Larry. But you're right. Hey, Bill, this is Adam. Hey, Bill, this is Adam. Talking about the humble beginnings, the car with the raggedy backseat and all that in the beginning is a start. But talk a little bit about what, you know, you talk about that was a depreciating asset that saved you money. All these years later, you've got all kind of savings. You're completely financial free. Talk about the type of things you have in your life now, the things you're able to do, the freedom you have, you know, where you live, what kind of trips you take, what you do with your life. Talk about that and tell us the dream on that a little bit, the payoff for, you know, saving and putting money in the right places all those many years ago. Well, thank you, Adam. You know, one of our joys is our family. Our best friends are our children. We've got four children, ten grandchildren. And my wife's got sisters that are her best friends. And as an example, two years ago, we had a company trip to Hawaii, Maui. We called her four sisters, three sisters and her favorite cousin and said, why don't you join us? We're going to get a condo. We're going to pay for your hotel, condo. We're going to pay for your airfare, all your meals. Go with us. And the joy of making that phone call, and I don't even know to this day what that cost. And as an example, we're going to Hawaii in three weeks, and we're taking all our adult children with us, got a condo, paid all their expenses, hotel. You know, we put our kids through this, grandkids through this Christian summer camp called Kennecook. We pay their ways to it. This August, we're going on our third. I mean, June, we're going on our third. Disney Cruise, where 19 of us, 20 of us are going to be for one week at Disney Cruise, all expenses paid. Carol and I are taking care of that. That, to us, is the joy. We've been to Hawaii 18, 20 times. We go to Europe. We've gone to the Holy Land. Oh, that was a great trip. And anyone who's not gone to the Holy Land better get over there. Your life will change forever. Your faith will just explode. And doing things, you know, we do a lot for the last 25 years. We pay for scholarships at a certain Christian high school that's a favorite of mine. And so we've probably had about 30 kids. We've paid their tuition for four years, a Christian high school, helping kids with their tuition and books once they go to college after that. And those are the kind of things, Adam, where you're looking for places to make a difference with people. And then, of course, you know, the houses that we had that we're now downsizing. We live on a lake and we have zero debt. I probably still drive a raggedy old car compared to some people, but it is a depreciating asset. And, you know, you look back on your life and you want to hear well done, good and faithful servant when we pass on. And to think how my life has been affected by people like Larry, by Art Williams, Ritchie Falcone who just passed away, Hector Lamarck that, you know, you feel sorry for these folks that are going through life's journey. He's lost his wife, Jan. And you start realizing that life is just a flicker. And on your tombstone is going to be dud or stud. And every day you can do what it takes to become a stud and take so many people with you. Change lives, change lives. Until my life got changed, I couldn't change anybody's life. So, Adam, those are some of the things from a material standpoint that we've enjoyed. And there's nothing like going on a Disney cruise with all your kids and grandkids and watch. And I sit at a curtain table by the pool, drink my Diet Coke, and the kids come all day long. And we visit and talk. We have meals. We visit. And I see the smiles on their faces and how they giggle with laughter. It was worth every phone call. It was worth every recruit. It was worth every dark house. I never had any dark houses, but I'm not dumb enough to have a dark house. But to realize it was all worth it. Everything Art asked us to do, we did. And look how it turned out. And the biggest thing is you have to have pride. You have to have pride in what you do and the legacy you can leave behind. And that's because of the cocoon. And I'm forever grateful. The cocoon wasn't fun at times. It was hurting at times, and I didn't like the change. But, boy, I understand everybody's in that cocoon. But when you come out the other end, that butterfly, it is so worth it. Like Art said, you know, you're somebody when your children tell you they're proud to have your blood. When your wife and children look at you with amazement and awe because you weren't just another nobody. Those are all the benefits of the cocoon and becoming that butterfly that you're supposed to be. When you sit down with a person, understand they're a caterpillar, and you can make them into a butterfly if you get them in this system. And they will stay a caterpillar if they don't. There is no other cocoons to go to, none. Yeah, and if people would just realize, if they would just, like you said, completely sell out to going as hard as they can for three to five years and build something that will last forever, it's a lifestyle like you're talking about where you do what you want to do when you want to do it, where you want to do it. Not you do what you do where you can afford it, when you can afford it, or if you can afford it. You know, there's so many people that go out to eat, and they order off the venue by looking at the prices before the food. You know, it seems like a taste of joy out of going to get something to eat when you've got to start on the right side of the venue and see what things cost first. That kind of payoff, like you said, it's unexplainable. It's out there for everybody to go get if they're put to work in. Most of them won't. As long as we can get that option in front of as many people as possible and see who wants to take advantage of it. Go ahead, Larry. Yeah, the thing, Adam, you know, the thing to realize, like Art Nick took his first flight on, you know, going. This is Art Williams. He took his first flight once he was inside this business. You know, there's people out there that have never been to a really nice restaurant. You know, you can open up so many doors, especially if you've been to a really nice hotel, stayed at a really nice hotel. I mean, these things that we just take for granted, you know, people are, you know, everybody has. In fact, most people have never had even a taste of the better life. And so when we talk about we're giving them hope, we're really giving them hope. And I am curious if Andy Onstead. Andy, are you on still? Come on. I'm sitting back here getting these nuggets from Bill, man. I'm ready to go. Andy, would you mind telling me what, how Bill Arunder, you know, you said early on, you know, Bill and Carol Arunder. You know, what about them and what about their message really grabbed you? Well, first of all, it's all of it. Nice try, Larry. But, yeah, I will tell you, it's kind of funny because, you know, as you're in the suck, in the grind of doing it and going through it, you kind of, you really don't know what you're doing right or wrong. But some crazy old guy one time, he told me all you can do is all you can do, but all you can do is enough. So you're just doing all you can do. And when I hear, you know, our mega upline and mentor and coach Bill talk, I hear the biggest thing is, you know, just showing people what they can get to this thing, understanding that you have to have these sold out in faith, knowing that they cannot get this anywhere else. What we offer with this company and what we're doing, it's not just about the compensation. It's about every aspect of everything. And you can't get it anywhere else. And it's funny, Bill, because Bill and I, I think we talked about it on the phone one time. When Brittany and I were brand new in the business, Larry, we used to try to, like, force people to go full time because we feel like, you know, I felt like that was the only way they would really get it. Maybe if I cut off every other string they have to any kind of income, they would finally get it. And everybody quit. And what I've realized is you have to find the ones that are hungry enough that want it and show them how to win. It's not the problem when you talk about recruiting one or three people a month. It's not the problem that your three people quit. The problem is you only had three people. And when you start getting that mass amount of people and the right people in there and you start finding the right people, and then, Bill, to your point, let's be honest, you start showing them the greatness of the company and the team camaraderie and the unit and the way we make people feel and the crusade and what we're doing for people and the compensation, they're not going to want to ever do anything else. And I always tell everybody, Larry, my goal, when I sit across from you on a recruiting appointment, I say my goal is to pay you so much damn money that you never want to do anything else. And I've worked like hell to make that happen. And what I found is if you get the right people in here that are hungry enough, that are willing to put their face down and be a gangster like Adam's talking about for long enough, it's going to happen. It's going to happen. And you've got to just keep going until you find those people. And the crazy thing is, Larry and Bill, when you find those people, when you finally strike gold and you find someone hungry and like you said, Bill, it makes you feel younger, it gives you that renewed spirit. It brings it back. Like I'm doing it selfishly. When I find a runner out there and I start working with the one, I get excited. I'm like hungrier. I go harder. I'm less tired. I'm ready to go. And the thing is, this whole thing is just bananas right now. And you've got to understand, we have such a great opportunity. The question is, what are you doing with it? So, Bill and Carol, Brittany and I are so grateful. Love your new book. I've got all three of them. You know that Locked in Notes is my Bible. But I'm going to tell you one last time, Bill, we love you and appreciate you and Carol so much. And A.L. Williams and Bill and Carol Renner changed our whole life. Thank you, Andy. Bill, Andy just said something that reminds me of what you do in that book, and that is show people the greatness. And great phrase, Andy. It's our job to show the new people the greatness. Now, even if you're a small RVP, you've got to show them. It's not good enough to just recruit people in and talk them about this. You've got to show them the greatness. You've got to show them big numbers. And until you get big numbers, you've got to be driving for big numbers. But every chance you get, you've got to get them around big people, big events. Show them greatness. You know, get your car, go over to where events are happening, great events are happening, until with the idea we're going to be doing that here. And keep greatness in their mind. And if you keep showering them and showing them greatness, you're going to start to see greatness start happening in your life. And it's not going to happen with one or two recruits a month and piddling and this, that, and the other. You've got to unapologetically go for greatness. And what I love with what Bill's doing is showing that the history of the company goes all the way back with people locking in on the idea of doing something great with their life. And that's the hope that brings the sizzle that differentiates us from a corporation, from all the other insurance and investment industry companies out there. That's what makes us special. Thank you, guys. I mean, you're really on the money today. And so, Adam, I'm going to let you wrap it up with the final word. That's my final word. All right, yeah. Andy, leave us with your final word, and then Bill, your final word, and we'll wrap it up. I would never take Bill around his time. So my final word is I can't wait to hear what Bill's going to say. Well, thank you, Andy. And thank you, everyone, for caring about Art's message and sustaining it and not letting it die. And I think Big Hitter Call is the first step that's been going on for a long time, and Larry carries that torch. And now the torch is being passed to everybody on this call. You know, I want to clarify one thing. You know, Adam talked about you've got to work hard. You've got to work. You've got to do the work. Doing the work is recruiting a double-digit and promoting an RVP. The work is not getting clients. As I said the other day as senior leadership, I buried a lot of RVPs, and I talked to their widows, and no widow wants to inherit clients. They want to inherit RVPs. So that's why we've got to sustain Art's message because it's pure. And thank you very much, everyone. Again, A.L. Williams changed my whole life on Amazon. There's also the Art Williams phenomenon on Amazon and, of course, Locker Room Notes. Thank you very much, everyone. All right. Thanks so much, Bill. Thanks so much, Andy. Great job, you guys, this morning. Two powerhouses in the company. An original gangster and a young gangster coming up. So fantastic calls this morning. I will re-listen to this one myself. It was such a great job. I did a good job with the recruiting tips, Andy, as well. So thank you so much, guys. Have a great rest of your day, everybody, and we will talk to you soon. Thank you so much. Thanks, guys. Bye.