BHC Crystal Cruz & Whitney Cooper 2024

Crystal Cruz, a successful Primerica representative, shares her recruiting tips in a pre-call segment. She emphasizes the importance of creating a recruiting environment and starting where you are. Crystal highlights the need to cast a vision for your team and move quickly with recruits to prevent doubt. She suggests using the buddy system to keep recruits engaged and motivated. Crystal emphasizes that recruiting is a mindset and requires creating activity, excitement, and showing the way for others. She stresses that recruiting is the key to building a successful business and that everything else falls into place once you have a strong team. Good morning, Adam. Good morning. Crystal is on. Good morning, Crystal. Good morning, Adam. How are you doing this morning? I'm doing amazing, fantastic. And what state are you in? The good old great state of Texas. Texas. Big Texas. Well, very good. We are glad to have you on this morning. We're excited to hear what your recruiting tips are and what you guys do to get those numbers. You all got some big numbers in your base shop, so we are looking forward to hearing any tips or ideas you have to help us out. And I'll count you down here in just a minute, do the intro, let you run for about 12 minutes with your recruiting tips. If I need to jump in with a question, I will. And then we will keep you on the main call as well to jump in with a couple questions for Wendy, hopefully at some point during the main call, if that sounds good to you. Sounds great. All right, fantastic. Well, we will go ahead. We're right here almost like 30 seconds before, but here we go. Five, four, three, two, one. Welcome to our pre-call recruiting tips segment with Crystal Cruz. Crystal came to Primerica as a single mom of four working as a medical assistant. She's averaging 120 by 55,000 every month and is on her way to running a 150 by 100 base shop in June. She will be promoting her second RVP. Crystal, good morning. What recruiting tips do you have for us today? Good morning, Adam. So excited to be speaking on the call this morning. What an honor to be able to speak. And this has always been a dream to, you know, one day to recruit big and be able to, you know, be honored to even be asked to speak on the call. And I remember, you know, first coming into Primerica, and I remember just being excited to double-digit recruit the first time. And, you know, it's crazy because when you're recruiting, you know, 10 people a month or, you know, even 15, 100 recruits, it just seems so far. But you've just got to start where you're at. And the main thing is you have to create a recruiting environment. And at 100%, it starts with you, and you have to do it first. And, you know, you have to – you're the catalyst to that. And, you know, it's about you promoting it and talking about it. And, you know, I remember, you know, we had made that decision, you know, that, you know what, we're going to be some of those people in the company that, you know, we recruit big, we do big numbers, we're going to run a big base shop and, you know, do 100 by 100 and, you know, just really do something big. And, you know, we made that decision. And then you've got to cast that vision to your team. And, you know, sometimes, you know, for people out there, you know, let's say, you know, recruiting, you know, has to be, you know, the message all the time. It's all that we talk about, and it's all that we talked about, you know, with our team and stuff. And we just figured if we can get recruiting going, we can figure everything else out. We can figure out how to close premium. We can figure out how to get people licensed. We can figure out how to, you know, duplicate ourselves. We can figure all that out. But we understood, you know, early on, if we didn't have recruiting going, then nothing else in the business was going to get going. And, you know, we figured, you know, we've got to move really, really, really, really fast with people. And, you know, one thing that we realized is that the faster you move with people, the less time they have to think. So the faster you move with people, you know, that keeps the doubt from seeping in. You know, that stops them from thinking. And, you know, we started focusing on, you know, before they leave the office, once we recruit them, we already, before they leave, you know, our site, you know, we want to have three of their best friends scheduled in. We already want to have appointments set for them to, you know, see how the business works so they can, you know, get out there and help some families and build up their, you know, training bonus. But the number one thing that we focus on is we know that we have to get somebody in, like their best friend. We have to use the buddy system. We have to get somebody in because, you know, nobody likes to do anything alone. It's kind of like, you know, the movie Castaway, okay? And, you know, he didn't have a buddy, but the buddy was the ball. And that's what kept him alive and that's what kept him going. And, you know, in this business, you know, your recruit, having a recruit, having a team, having people, that keeps them alive, that keeps them going. So we want them going to class to get their license with a recruit. We want them showing up to the meetings with recruits, with a team. And, you know, we realized really fast, you know, the people that we brought into the business and, you know, we got them out in the field really fast and, you know, maybe we closed $5,000 of premium with them and, you know, got them a little bonus. But eventually, if they didn't have a team, if they didn't have the people, they were quitting and they weren't really, like, sticking around. So we knew that, you know, we got to get these guys in and we got to get them a team fast and we got to get them to double digit recruit and really get them off on a fast start on doing that. And, you know, really recruiting, it's a mindset. It is not a skill set. It is a mindset. And you just have to create the activity for that to happen, whether it's, you know, going out and prospecting and, you know, scheduling a lot of people in. It really is just a mindset. And, you know, as a leader, you've got to be excited. And you're the one who 100% controls that and it's your excitement behind that and your team, they can feel, they can really feel when you're excited about something. If you're just talking about it but you're not, like, excited about it and casting the vision of what it's going to do, what it's going to be like, what it's going to do for them and really just have, you know, fun with it. And, you know, for the longest time, you know, it was basically just, like, me and my partner and we really didn't, you know, have a team. And, you know, eventually we just got tired of it. You know, we were 100%. We were tired of it. And we knew that we wanted to have a team. We wanted to have people. And, you know, we realized, you know, you can have almost like a food truck business, right, and it's just maybe you and your partner and, you know, maybe you're closing premium, getting a little recruits here and there, but it's just constantly you doing all the work. And that's what it was, you know, for us for a while. It was just constantly us doing all the work and, you know, doing everything. And eventually, you know, if you're constantly just doing everything, eventually you can get tired, you know. And then, you know, the second phase you go through, it's kind of like having like a little mom and pop shop. And, you know, you get some people, right, but it's just you and, like, you know, several people. But this means you're going into, you know, phase three, you know. Once you get to that spot, you know, you have some people, some other people kind of start doing what you're doing, and then eventually it starts duplicating itself to multiple outlets. And that's, you know, creating other RVPs and just, you know, eventually, you know, building a business to where you can be free, and that's like our number one focus right now, is just leading by example, leading it, being the example, and showing people. You've got to show people how to do it, not tell them how to do it, and we're just big believers in that. And it's just showing people the way, you know. It's kind of like a coach trying to teach someone basketball, you know. First, the coach is, like, dribbling the ball, like, hey, you dribble the ball like this. This is how you do it. Let me show you how to do it. Now, here's the ball. Now, you start dribbling. Okay, okay. You're doing pretty good. Okay, give me the ball back. Let me show you how to do it. Okay, do it, do it, right. And you're just duplicating yourself until eventually, you know, you duplicate and you have other people who become masters at it just like you. And that's exactly what happened for us. You know, I wish we were that good to where we recruited 100 people, right, and we did 50,000, but we're just not that good. And, you know, we just understood you're not going to get big and you're not going to do them. We're just not that great, you know, to where we're going to do everything by ourselves. So we really started focusing on mastering duplicating ourselves and just leading by example and just really, really, really showing the way and just being really intentional, you know. And what I mean by intentional, you know, I think sometimes people can get caught up on, you know, focusing on just winning stuff, winning contests, winning the company trips and stuff and not really just be intentional about building a business. And so we, you know, made that decision that, you know, we want to be intentional and just, you know, build a business. And everything is just 100% starts with recruiting. I think, you know, if there's anything to master, you know, first in the business is definitely recruiting, you know. You can figure out how to do the presentation. You can, you know, figure out how to overcome objections. You can figure all that stuff out. However, if you don't have a team, if you don't have recruits, then none of that really means anything. And so recruiting is 100%, you know, it's everything. And, you know, since the beginning of the company, that's like the number one thing, you know, that even Art Williams talked about is recruiting, recruiting, recruiting, recruiting, recruiting. And everything else 100% takes care of itself. It's, you know, kind of like when, you know, you have kids and you're a parent for the first time. You know, when I had my first daughter, I did not know how to be a mom. I didn't know what to do or how to do anything. But, you know, after I had her, I figured it out, you know. I figured out how to take care of her and what to do and all that stuff. And, you know, everything, I think sometimes people just get so caught up on, you know, what they should do and stuff that they lose sight and focus on the main thing, which is, you know, recruiting. And it builds stability in your business. And, you know, last month, you know, we recruited 122 people. And we ended up getting 14 people licensed. I know the numbers aren't final yet. So by the time the numbers become final, we'll probably be closer to 16 to maybe 20 licenses for the month. And, you know, if we were only recruiting, you know, 10 people, we would not get that many licenses. And that's when this business can really start moving and you can start getting places faster. And, you know, I remember when we were recruiting 10 people, you know, it was hard just to get one person licensed. And it becomes so much fun. And we start recruiting big and just having so many people. And so we're excited. We're fired up. And thank you so much for having me on the call. And, Crystal, where are you all getting most of your recruits from? What are you saying to people out there when you're running into people out and about during the day? Talk about that for a couple minutes. Yeah, so we do a little bit of social media. And, of course, you know, face-to-face prospecting, you know, that's never going to go out of style. It's just 100% never going to go out of style. And I know when I'm prospecting, I don't ask people. I tell them what to do. And so I guess that's just years of confidence, you know. But, you know, if I see someone and, you know, I'm like I really like this person, they could be really awesome, you know, I just tell them, oh, my gosh, girl, like how long have you been working here? Oh, my goodness, like, girl, you need to come work with me, okay? You need to come work with me. What is your phone number? And if they ask me, you know, what is it, I tell them, hey, just trust me, it's a lot better than this. And it's going to be a lot better opportunity than what you're doing right now. Hey, I'm in a hurry. You're at work right now. Give me your number. Okay, I'm going to give you a call later, and then we'll set up a time to meet, and I'll go over all that information with you then. And so, again, prospecting, that's just never, ever, ever going to go out of style. All right, thank you so much, Crystal. Thank you so much, Crystal. To download Crystal's recruiting tips and more, visit our website at ydellonwinning.com. Just click on the Big Data link at the top of the website and enter username P-R-I-U-S-E-R and the password go, go, go, both, all, lower case. All right, let's do our sound check with our speakers. Good morning, Whitney. You may be on mute. Good morning, Larry. Can you hear me? I can hear you now, Whitney. I can hear you, Larry. All right. Good morning. I enjoyed the recruiting tips. Crystal killed it. Great job, Crystal. You know, Crystal, the thing about doing it first, you've got to do it first yourself. Yeah. It's like there's nobody else around in the beginning. Who else is going to do it, you know? And then if you don't do it, you're never going to learn how to do it, you know? And so some people, you know, they rebel. Oh, I've got to do it first myself. Yeah, how else are you going to get started, you know? But it seems to me that seems to be such a big hurdle for people to get over mentally. It's like, you know, if you like what we do, dive in, you know, and learn how you're going to do it, you know. You're going to take what all these other guys have to say and suggest and then see how you like to do it. And then go get some people, yourself, and then you're going to learn. There's certain things you can learn only by doing. And, you know, like you said, if you want to swim, you've got to get in the pool. And so, you know, we bring that up over and over again, but you can just feel the resistance. People say, oh, I've got to do it myself. Yeah, how else are you going to do it? How else are you going to do it? Right. But you learn so much. You learn so much, and it changes you, you know. So, anyway, I just wanted to mention that. All right. Well, Whitney, you've been on before, so you know the drill. We're going to count you down and then do the announcements, and we'll get this thing going. We'll keep Crystal on to jump in with a question or two at some point during the call. But we're excited to have you on, always glad to have you on. And we'll go ahead and kick this thing off here on Monday morning. Five, four, three, two, one. Good morning, Monday morning conference call crew. Welcome to the Big Hitter Call. This is Adam Weidel. It is Monday, May 6th, 2024. Let's say hello to our speakers. Good morning, Whitney. Sorry, I don't know why I muted myself again. Hey, how are you guys doing? Good, good. Good morning to Crystal. Good morning. And good morning, Larry. Hello, everybody. As of today, there are over 100 RVPs and above with 30 or more in recruits and over 100 RVPs and above with 30,000 or more in premium. There are over 100 below RVP with 30 or more in recruits and 63 below RVP with 30,000 or more in premium. The top five base shots are Deanna Macias and Maria Luna with 219 by 176. The Naranjos, 205 by 204. The Finals, 269 by 210. Miguel Elledge, 236 by 218. And number one, Lorenzo Carrion and Daniela Alvarez, 145 by 257. I'm going to have to call old Andy Onstead and ask him if he settled down some after he went over the million. We haven't seen his number name up here in the past couple weeks. On today's call, we are spotlighting SNSD Whitney Cooper. Whitney joined us in 2008 when she was still in college, became an RVP in 2009, and was a Virginia Carter winner in 2010. Whitney has 13 first-generation RVPs and just hit 900,000 on April 3rd. Congratulations there, Wendy. She will be a million-dollar earner at the end of June. All right, let's get the call started. Larry, I'll turn it over to you. Good morning, and congratulations to all our big hitters across the country leading the way in a tough, tough business showing it can be done and inspiring people to not only do it but to do it big. And what a great thing it is for us to have an opportunity to do something big with our lives, and we cannot be put off by the fact that it's tough, especially to get started. And you cannot let yourself think because it's tough to get started that you can't be done because let's face it, we all know fires are going on all over the world. People are starting fires. You know, they've got matches, they just have the other. But people are starting fires from scratch, rubbing sticks together. And if you ever have to do it that way, it can seem like it's never going to start, but all you've got to do is follow the program, get someone to show you how to do it, and, you know, you're not going to be able to rub sticks together for, you know, five or ten seconds and all of a sudden you've got a massive blaze. But if you do it and follow the thing, I mean, physics, law of nature, I mean, history, you will create fire if you rub these dry sticks together furiously long enough. And then you nurture, you know, that little blaze and all of that stuff. You can do it. I mean, you can start fires by yourself because so many people have done it. And so it will seem impossible in the beginning, but everything seems impossible in the beginning and seems overwhelming and all, but it's amazing how you can adapt and it's amazing how smart you'll figure out you can become once you get a little bit of this stuff under your belt. Every one of us, Whitney, have been in situations where we couldn't do the presentation, you know, we were nervous about it, then all of a sudden down the road we do it so many times that things come out of our mouth that are even better at explaining certain concepts that we've never even heard anybody else explain where you're saying, I need to write that down, I like that. But it just came from your subconscious, you know, you say, well, maybe I can do this thing. Right. But, you know, we all experience that. You're going to experience that. You're going to surprise yourself if you stay with this thing how good you can get. And you're going to go from, oh, I'll never be able to do it, to like, yeah, I think I can do it. And then you become magnetic and inspirational to other people because you become like a match and it's already on fire, able to get people, other people on fire quicker and start spreading the message and the excitement about what we're doing. And so I just want to encourage everybody, you know, when you're starting from scratch, it always seems impossible, seems like all these big shots and everything, but all the big shots started with no shot. But they had a dream and they went for it. And, Whitney, I just love the fact that you continue to compound because I know you're dealing with, you know, all the situations of life, which means, you know, I don't want to insult you, Whitney, but, you know, you're getting older, you know. And you're not the only one, you know. And we're all getting older. We all have health situations. We all have complexities in our life that are increasing. It's like, how are we going to deal with that? You know, and the kids and the relatives and the parents and the finances and the, you know, neighbors and the, you know, the houses and the cars and everything, you know, there's always something going on, much less the company and the licensing and all this stuff. And so in a world of endless complications and issues to deal with, you continue to stay in charge of your life, Whitney, and continue to move forward. And I want to salute you for that, and I want to congratulate and let you know how grateful I am because we don't need people to flame out. We don't need people to be a, we used to call it Disneyland of shooting stars, you know, somebody shoots up the stars, you know, and then they explode and make a big firework, and then they, where did they go? I don't know. You know, where did the fireworks display from last night go? I don't know, into the air. And the thing is that we don't need people to go up the charts and make a big explosion and disappear. We need people to compound year after year after year. You know, we had Frank Dillon on last week. You know, and for decades, you know, he's been a heroic example. You know, and Mike, you know, people like Mario Arizon, you know, a decade of doing the 100 by 100, you know, and continuing to compound. And so many others out there, that's what really builds a monster company and provides inspiration that causes you to build something, to overcome problems and stay on track. And so you are in that tradition. I'm proud of you, and especially the fact that we need, you know, we need an explosion in our female side of the business because the females are so many and also they're so stinking good, and we don't need any of the females to be held back because they think they, you know, they doubt they can do it big. I think we've got the females believing they can do it because we've got so many licensed. But I don't know how many of them believe they can do it big. And role models help convince them on that because I just am excited about the potential of this company as more and more of the female side of the business get a taste of big and a confidence of big because I know just, you know, we're going to become more and more unbeatable as that takes hold. And, you know, you're a key player in helping that dream to and that message to get out there, Whitney. And you're just doing it by, you know, living your life and doing your thing. So I want to congratulate you on it. I want to thank you for it. And I want to hear what you're learning, how you're staying on top of all the complexities that you have to deal with from success. You know, failure is great because you can make excuses. You can give up. You can go home. You can lock your doors. And you can find yourself. And life gets simpler and simpler because, you know, nothing else is happening in your life. But success brings complexities. It brings reward, but it brings complexities. And as it does, if you deal with those things, you find that it can bring even more success. And that's the track that you're on right now. And I'm so happy for you. And anxious to hear what's on your mind, what you're talking about, what you find more and more are the non-negotiables, and how you're becoming more and more razor sharp in how you use your time and avoiding being sidetracked and all the things like that, anything like that, that you want to talk about. And then I'm going to let Adam kind of run things, and then I'll come in later because I'm curious what, you know, I'm curious what he's curious about. And so let's roll, Whitney. Thanks so much for being on, and congratulations on the job you're doing. Larry, thanks so much. That means the world, and especially coming from you and just what you've paid and, like you said, just wanting to be one of the greats, you know. You've been here now for 16 years. And, Mike, it's crazy because, you know, I'm 37. And when you say we're getting older, these new guys coming in, you know, we're having dinner with some of the top recruiters, and I think we're sitting at the table and across from me I had three 18-year-olds. Beside me I had two 19-year-olds. And I was like, oh, my gosh, like I'm legit twice. And then we're talking about their parents being negative and their parents are only two years older than I am. And I'm thinking, oh, my gosh, like this is crazy. I don't feel that way. Just like I know you don't feel that way. We feel like, man, we're 21 years old just still just getting started in this business and just so excited, you know. And it's funny that you were talking about, you know, that at first, you know, it's just you've got to experience that. You've got to be the example, you know. You always hear, you know, why do you go to RVP? It's to promote RVPs. Like if you're not going to promote RVPs, then why even be an RVP? Like we were put on earth to reproduce, right? And it's like, you know, same with why would you go RVP and not promote RVPs? And believe me, we've just gotten started. We're not here going look at us, we're promoting all these RVPs. But I promise you we're going to look up and have 200, 300, you know, plus RVPs in our organization. And that's not even big compared to what I think is coming in from America. But then I was sitting with our recruiters and I said, why do you do it first? Like why do you double-digit recruit? Why do you do 30 recruits, 50 recruits, 100 recruits? You do it not just to show you did it, just like going RVP. You do it so you can show others how to do it. You double-digit recruit so you can build double-digit recruiting legs. You do 50 so you teach others to do 50. You do 100 plus in the base so you can teach others how to do 100 plus in the base. You know, it's all the same. You do it so you duplicate it and you build those, you know, legs of leaders. Like, you know, I think in March, you know, we did like 430 recruits. And it's just so obvious. You know, we had about 30 double-digit recruiting legs. You know, we came back in April, did another, you know, through first, like 400 recruits. Why? Because we had about three, again, 30 double-digit recruiting legs. You know, for every seven, about seven DDR legs, you'll do 100. Well, what do we need to do to double our recruits to go to 800 a month? Well, we've got to have 60 double-digit recruiting legs. So we're at 30. It's like just getting to that next level. So teaching our guys, like, the only reason, and Crystal and Julio, I mean, they're as good as they get. I mean, they're just so – I could go on and on about those two. But, you know, they led by example, and they still do, by the way. They have not let up on that. And they'll run 100 by 100 this month. You know, they'll do probably 150, 180 recruits. They'll do over 120, 130,000 in the Bay Shop. You watch, stamp it, fill it. They're going to do it on this month. But they've led for so long, and they keep doing it. But they led not just to lead. They did it to build and to duplicate. And you're seeing it happen. It didn't happen as fast as they wanted. Heck, our business hasn't happened as – none of us has moved, besides maybe a few in the company, as fast as they wanted. But I wouldn't trade it for anything because we may not be those shooting stars, but, man, we're like Army tanks, right? We're like tanks. And we may not move as fast, and it may not. But it's solid, and it's real, and it's good. And so I just – you know, and then one of the girls at our recruiting dinner last week asked me, she said, what book did you read to overcome adversity and to grow your mental toughness? And I was like, girl, there's a lot of books to read, but if you're not working hard while you're reading it and you're not actually going through it and you're not applying the things you're learning, you don't just read a book and get tough. Like, you don't just read a book on your couch while eating candy or a bag of Cheetos and just go, oh, I'm tough now. No, you're not. You're still a freaking wimp. You've got to get out there. You've got to go through adversity. You've got to go through all the knocks and the hits and the nose. And you've got to keep doing it, you know, and it doesn't ever go away. Like, Larry, you know, no one cares where we live and what we drive. Like, I tell my guys all the time, my guy – like I said, one of my directs quit, but I had another four of my new ones that didn't, you know, so you always got to look at the better side. But my director just quit. He didn't walk outside and go, oh, you drive a Jag? Yeah, okay, I won't quit now. Oh, yeah, I forgot, you live in that nice house? Yeah, I'm not going to quit. Like, they quit anyways. It's like, so no book, nothing you're going to read is going to get you to – even though you've got to read, I'm not telling you not to, but you've got to do both. You know, we always hear you've got to work as hard on yourself as you do in the business and making sure that you're obviously doing both. And, you know, one of the things, me and Rob, you know, when you read, it just – man, and you all know, I mean, hopefully most of you guys on the call, but it warns you of things. You know, we all know the things that could – I love Maxwell. He talks about the four warnings, the four A's that he's seen that has hurt everybody when either they've been at the top on their way to success, they're starting to make it, they're starting to get a name for themselves. He says there's four A's that he's seen every time knock a leader off the top. And, you know, when you read, you've got the warnings. You know, the four A's are, are they arrogance? Right, is A arrogance? Adventure-seeking, right, where you just – you've all got one here. What else can I start doing? You know, adventure-seeking. Number three is aloneness, right? So when we're alone, we can start doing some stupid crap, right? We start doing some stuff or getting on some stuff that we don't need to be doing, right, aloneness, because isolation is the devil's playground. And then number four is adultery, you know. And he said the four A's that you've got to be so cautious of. And it's like, man, you know, it's like a parent warning their kids. It's like a leader warning their guys, you know. Like I get on Whittle's calls, you know, and he has an RVP call every week. And he's just – it's constantly good stuff about growth, but he's also giving his guys heads up, like, hey, be aware of these things. And I think great leadership, man, they're great communicators. They let their people know, like me and Rob, you know, even the little things, like we haven't let TV come in our lives still. You know, maybe a little bit of TV, but we're not – we don't sit around and watch TV because we know that could kill our momentum. It could kill our sharpness, like you're talking about. You know, we just – we want to be aware of, you know, we have fun and we take trips, but we're not doing too many. You know, we're not just going nuts with it. You know, I still want to make sure, even if I don't know what I have going on that day, I want to make sure I walk in my office, you know, four or five days a week because I'm walking in the doors, you know, and I'm staying close to my guys and close to our business. And, you know, I want to stay relevant. I want to stay – have an influence. And you can't have influence on your guys if there's not no relationship or some kind of relationship with your people. You know, your influence, you know, starts drifting, and all of a sudden you don't kind of have a hold on that. So I think just so many things stay in tune to. And then just how Primerica is, I mean, I just – to me it's like how could any of us, especially me, especially us, I'll just speak for myself, ever feel like comfortable or like we've arrived or like we've done anything when you look at what's going on in the company right now. I mean, the Narajos to hit the six million, you know, Diana Macias, you know, on our way to 1.5 to 2 million. You know, Miguel, I know over, you know, over 3 million. I mean, you just look at what's going on and then how not only the bigness but also the fastness of some, the bigness of others, the mix of both. I just – man, we're in – for anybody to be in our business right now and not think that we're at the right place at the right time with the right company with, I think, the majority of just the right examples and leadership. I mean, we'd have to be out of our minds. So there's so much – man, if people aren't humble and working, just look at the scoreboard, man. I mean, that alone should humble you to go, man, we've done nothing yet. There's so much more to do. So I think we're just in the greatest time ever, and it's exciting. Adam, do you want to jump in now and I'll come in later? Yeah, that's fine. Let me – Whitney, talk about – you're making the run to a million. Talk about what you guys are focused on, your team's focused on, now at the convention to make sure that happens. Honestly, just, man, playing our game and not playing everybody else's. You know, we're not – I told our guys, we're not just going to just go do something that takes everything that we stand for, believe in. You know, my office manager called, and she goes, hey, Whitney, I was talking to so-and-so, and they said that usually they wouldn't want to put an app like this in. You know, pretty much people that have cancer and are dying, right? They usually wouldn't want to put an app in, but y'all are about to go over a million. So I told them I don't think we do that kind of stuff, but I'd call you. I go, no, no, we're not doing that. And I had a talk with my guys at a pool, and then I go, I don't know what y'all are thinking if we've lost our minds. We're going to do this thing real. We're going to do it right, and we're not going to start playing a different game because we're losing our minds here. We've built a solid real business for 16 years, and we're not going to fudge right now. We're not going to just give it all up because we're losing our minds for a moment. We're going to do it the right way. And I tell my guys, like, we are not playing. When we were in Hawaii, we had a leader take our guys aside, and he was absolutely right. And he said, y'all are so good, and he gave us a lot of love, but then he said, but y'all are not playing to your full potential. And some of our guys got mad. Like, how could he, you know, we're going to post this. We'll show him. I go, guys, the war is not with the guy who said it. The war is with ourselves. And if we're really being honest, he's absolutely right. We're not. We are so much better than what we've been doing, so much better than we're not playing to our potential. For us, it's been about pulling out just bigger and better, people realizing that small isn't big. You know, our guys that were running 20,000, 30,000 and thinking that was pretty good, you know, now they've been hitting 50,000, 60,000, and they're going, oh, wow, okay. And nothing really changed, even though, yes, growth is happening, all those kind of things, but there's really nothing new they learned from February to March and April that they didn't already know. Just expectations were higher. So it's just playing our game, but a higher level game. It's playing our game, but a more intense that we're more, to pull out more. You know, it's – and I'll tell you one thing that we've been pretty nuts about, and we – man, it's crazy how you do things, Adam and Larry, and you all know this, and we've all done it, and I know I'll probably do it again because we're all human, you know, we just mess up all the time. And then you look back and go, man, why did I quit doing that? But I don't know if anybody else on the call can relate or those of you guys out listening, but you just stop doing things that you did or stop, you know, you just stop – like you look at marriages, right, why do marriages start going down? You stop wooing your honey, right? You stop cutting your hair and putting on the cologne and, you know, ironing your clothes and taking them to nice dinners. All of a sudden, man, you know, you're eating at, I don't know, some kind of drive-thru. You're in your basketball shorts. You haven't took a shower in two days. And you stop doing the things that you did to woo, right, woo your honey. Well, sometimes we stop ruling our business. And, you know, one of the things that we've been a nut on, like just total nuts, is listening to Mike Sharpe's ranch, old school ranch audios from SoundCloud. And it's a three-hour, yep, it's three hours. And for like two months straight, all we listened to was Mike Sharpe's ranch because it's all about full-timers, you know. And jobs suck. They just do. And there really is three times in your business. You know, the day you join Primerica, and Mike Sharpe says it, the day you decide to come full-time, and the day you go RVP. And, you know, we've just been crazy about playing our game, but we've got to quit being okay. Like I told my guys one time, I was like, why do you think you have all these just, you kind of have all these people, but you don't. You think you should be doing more with all these guys, but you really don't. Like how many of them are really committed? Like, I mean, how often do we hear the word today, side hustle. Oh, I'm looking for a little side hustle, work from home, a side gig. I go, you're getting what you're promoting. Like our guys send out messages saying, and even I had a guy working on my social media sending out messages. I was like, I don't even like that verbiage because it was all about, hey, you know, just a little bit, work from home, side hustle. You've been looking for something just extra on the side, and that's exactly what you're getting. You're getting people that don't want to commit. So we've been also nuts about doing full-timers, full-time alter calls, getting people to come full-time. Jobs suck. Just it is what it is, not trying to be too nice about it, you know, about coming full-time. So that's been, it's playing our game, but a higher level. It's playing our game, but being loud and noisy because it's an energy, and everybody speaks it. Like we're teaching our team that everybody speaks full-time. Everybody speaks being fully committed. So it's just an energy. It's a voice. It's everyone on the same page and message. And it's us playing the best version of us. It's us rising to that next level and really playing to our potential because, and I'll give it back to you after this, Adam. So in February, we're on that trip. The month of February, we ran 215,000. Okay. The guy tells us, really cool, really awesome guy, great message, not mad at him at all over it. Because, again, you've got to learn to take things that people say to you guys when they talk to you on the call. You've got to take it professionally, not personally. See, a lot of y'all's issues, you take everything so personal. We're so weak today, man. We're just such a bunch of pansies and babies, and everyone gets offended. Dude, you've got to check yourself. If every little thing you get offended, that's weakness. Take it professionally, not personally. And so we took it the right way. We took it. Now, what if we would have taken it personal? We'd just be the same. But we came back from Hawaii when they said you're not, you guys are not playing at your full potential. And then we came back in March and did 433 by 300 and over 20,000 of production. And so we added an extra 120,000. And not because we added all these codes, even though we're going to keep coding people. We're about to break 1,000 codes. We're at 960 codes in our organization. Imagine that. We're at 923,000 of income. We're at 960 codes. Your codes usually are your income, right, when it's dang solid. And so we came back and did that all because we just played to our actual potential of what we knew we were capable of. I mean, that's crazy, right? And so what's going to happen when we're at 1,200 codes, 1,500 codes, 2,000 codes, which I know we're all heading that direction. So that's what we're doing. That's what we're talking about. All right. I'm going to jump in here real quick with a mid-call analysis, and then we will get back to Whitney. Check out Larry's podcast. This week's episode features a former vice chairman and CEO who achieved a $42.5 million in revenue and $9 million surplus over a decade at a financial planning standards board. To check it, listen to this week's call on our replay line or download the call on YDEL on Whitney, just click on the big hitter link at the top of the page and enter username PRIUSER and the password GOGOGO, both all lowercase. The replay number for this call is 667-771-7907, and the PIN is 982755-POUND. Crystal, you want to jump in with a question? She may be on mute. Oh, hey, I'm on mute. I'm sorry. Okay. Yes, I would love to ask a question. And, Coach, one of the things that, you know, you're just amazing and incredible at is just, you know, staying focused, and you always, always, always talk to us about staying focused on the right things and, you know, as a coach, Coach, I've noticed that, you know, if you ever see, you know, people not focus on the right things, you know, you're so great at, you know, seeing that and catching it immediately and, you know, having conversations with people. And so what are some of the key things, Coach, that you believe that are tangible that you just must stay focused on if you really want to, you know, win big here? No, that's awesome, Crystal. And, one, you know, you know this because you and Julio, y'all are great at it. Your leaders are great at it. That's what they've seen from you guys is, you know, you can't catch something if you're not around to catch it, right? Like if you're not – like you can feel this – there's intuition, right, that you can – you have this gut feeling with your guys, your team. You can feel, you know, you can just feel things, you know, and that's what trying to be around your guys or – and if you live, you know, if you have people all over the country, if you're not able to be with them a lot in person, you know, it's reaching out and communicating. It's talking to them a bunch. It's calling them a bunch. It's just staying in tune with your business, your people, you know, so you can catch these things. But I think just staying really close to doing the main things. I think people get in the management stage way too fast. We start wanting to manage versus stay in the creative stage, and I think you start seeing people get in the management, you know, like I remember one time, gosh, I felt like our – you know, we had an RVP that just kept remodeling their office, kept having these paint parties, decorating, just constantly, almost like they wanted to do everything but work, you know. They kept wanting to have all these projects. We're going to do – I mean, it was just constant, and I just – they were just trying to keep themselves busy because leaders, we all have obsessive personalities, right? And so if we're not obsessing over recruiting, building, field training, you know, double-digit recruiting, out there getting people to district, getting people licensed, we'll obsess over something else, right? I don't know if it's plugging into your kid's school too much, starting to work out too much. Leaders and people that are big, we are obsessed human beings. We have obsessive personalities. So if we're not being obsessive, I think, in our business, that obsession is still there. It doesn't go away. It's just going to something else, right? And so paying attention with my leaders, when they're not having the month of day month, I go, okay, where is that obsession going? Is it going into – because it's going somewhere because you don't just ever bottle it up. It doesn't leave. It just goes somewhere else. So I think just staying, you know, true on your business and just staying sharp. You know, obviously, there's two reasons that we don't grow in Primerica. And so I think with all my leaders, I watch those two things. If I was going to keep it simple for the call because there's so many different ways to go, Crystal, we're talking about focus. And not really, but, I mean, whenever I catch people or we have these conversations of what they need to be doing. But if I were to think of the two things, and I got this, again, from Coach Whittle. You know, we are not so great that we've come up with all this stuff. Primerica really is a copycat business. You've got to copy the right cat. And, unfortunately, too many people copy kitty cats, and I look for the lions. You know, Bill Whittle is a lion. And Bill Whittle says, and I believe this with everything in me, and this we got to watch out for yourself, number one, okay, and then your guys. The only two ways that you will not grow in Primerica, the only two things that if you stop doing both of them, because doing one of them isn't good enough, okay, but if you stop doing both these things, your business will shrink. It absolutely will. So one of them is you're not personally growing directs. Now, some of you all are really big on the column. It doesn't even mean you have to be out there training these directs. But if you personally stop growing directs and stop getting wide personally, and then number two, if you stop self-improving and you stop listening to audios, reading, going to seminars, if you stop personally growing on yourself and you stop personally growing wide, your business will not explode or grow anymore. Now, you could maybe, you know, stay around your same income level, and eventually more of your income might come from securities, just not actual life premium recruiting growth. It may come from a different kind of growth. But any of those two things that stop. So when I see my guys, they're all about building just for their guys, and they stop personally direct growing, and then on top of that, they stop personally growing so they can roll it up to the office, right, and they got their loud music on, right, and they're just, you know, starting to play music more. And I ask them what they're reading, and they still say how to win friends and influence people. They still say think and grow rich. They still say the energy bus by John Gordon, right, beyond positive thinking, 177 rules of mental toughness, right, the power of thinking. They just say all these books that not being, like, we've known, they've read the same book, like, you've been saying the same book for, like, ten years. Like, you're just, that's a cop out. You're just trying to hurry up and say a book where if I ask you a question, you know all the answers because you read that book. And, by the way, you should keep reading them. I reread books all the time. But there should be something new and fresh you're excited about. Like, I'm always reading something new and fresh, always. There's never a time I'm just reading old books that I read. You know, I'm always in this. Now I'll reread those along with something new and fresh because I want to stay new and fresh. I want to stay on it. I'm always listening to something fresh. I just, I don't want to. And so, Chris, I think, hopefully that answers your question, but those are the two areas. When you see people not getting wide and they're not personally developing themselves, they're going backwards. They're going backwards. I promise you that. It may not show up that month. It may not show up that second month. But give it, they start doing that over 90 days, they're going to start going backwards. I promise you that. So those are the big things. And then along with that, they just kind of stop disappearing a lot, right, which, again, when you're not growing direct, why would you be at the office a lot, you know, or why would you be working a lot, right? And when you're not self-improving, it's easy to just kind of start missing days. You're not really there. And you just start really getting kind of out of tune and unplugged with your business and your team, and people do that way too quick. Now, I love what Omar posted. He posted a long time. Omar posts a lot of good stuff, but one of the things he posted, I can't remember when he posted, it was something like, I'm not going to get this, I'm not going to nail this perfect, but he said at 100 codes, when you have 100 codes in your business, it was like you better keep working and you feel like you're doing everything, 100 codes. 300 codes, you're still worried, right, but, you know, a little bit, but you've got to keep working, right? And he said at 500 codes, you're starting to feel some freedom and you worry a little less. And then he said 1,000 plus codes, you start really having, like, actual freedom and you worry a lot less. And I think people just stop, man, way, way too soon. Like, I know even us, like, we stopped being on our game, we stopped, you know, I got, it's funny, I have two directs testing this week only because last week those two directs failed their tests, but I have two directs testing this week and they will pass this week and I know it's the only way that we're going to continue to grow and get big is by licensing directs, getting wide, but we're going to keep doing it, you know, we're going to keep, I'm getting another new direct today or tomorrow and she'll be, like, official, but she's already in, that's what matters. And, you know, it's just, that's what it's all about. So I think staying focused on that, you can't, you know, you couldn't go wrong just staying focused on the little things. Wendy, talk about, real quick, you're talking about the beginning of 100 and Omar, but talk about one or two things in the beginning, looking back, what are something you could tell somebody getting started, the biggest mistakes you think you made in the beginning to save some people some headache? Gosh, a lot of things. Which one? Do we have another hour? No, I'm just kidding. Do you all want to know how I messed up yesterday? No, we just constantly, this is just a business of just constantly screwing things up and you're just going, holy, I tell my guys, I'm like, isn't it crazy, you could be over $900,000 a year and it's really just going around just screwing everything up and you figure out a few things and you go, what was I thinking on this? I mean, it's really crazy. It really is our business that you can get to $900,000 a year and really we've only figured out one thing, guys. I mean, that's what bogged my mind out of all of it. We're at $900,000 and we've really, and not even arrived at it, but we've somewhat figured out recruiting. Other than that, we still got to figure out this whole licensing thing. We have a lot to figure out, but my gosh, you can get to $900,000 because you figured out some stuff on recruiting. I mean, I think that's what an unbelievable opportunity, right? So I think early on probably what we messed up the most was we were such, and I can just speak for myself. Rob was kind of with me, too, but Rob's like super nice. I was such a drill sergeant, my way or the highway, just, man, I was just kind of so mean to people. And we were really like that, or I was my first probably five to six years in the business, super intense, drill sergeant, helicopter parent, helicopter leader personality, always hovering my guys, never edified them, never really empowered them. Looking back, it was just insecure leadership. I wouldn't have admitted that at the time, nor I don't think I would have seen that, but I was a young woman, I think, in the business, and I think I was trying, you know, just my way or the highway, listen to me. Oh, you think you're better? You think you're somewhere else? You know, this is how we do things here. You know, I mean, it was just, to me, I ran off so many people that how big could we have been if I would have actually done. It was crazy. I read all the books and still did it. I read the How to Win Friends, Influence People, Think and Grow Rich, People Skills, and did none of it. And it's crazy. I heard leaders talk about believe in your people. I believed in some of them, the ones that did it the way I wanted them to do it, but everyone else I didn't believe in. And so looking back, I'd say those were my personal biggest mistakes. I always remember Jimmy saying, you know, because your one guy did one by 1,000, don't be mad or mean to him because you didn't find the other, you know, 29 people to do another one by 1,000. And that resonates with me so much because that's what I was. I was mad. I was mean to everybody because I just really wanted everyone to do, you know, 10 by 10. And if you did one by one or, you know, two by 2,000, and that's not the principle that Prime Miracle was built on. Art Williams said this about a lot who do a little and a few that do a lot. And, unfortunately, I was mean to the lot who did a little. I mean, I wouldn't have – if you would have – I mean, that's what's so hard about this. I knew not to be mean and not to, you know – to me, if you would have asked me back then, I would have said I was coaching. I was being a hard coach. I wanted to rise them to higher expectations. But, you know, really that's not what I was doing. I was ignoring, belittling, oh, you know, you don't care about your family. I mean, just constant – and how many of these good people that just I didn't give them time to grow or even give them a chance because I was so quick at the tongue to just kind of destroy. So I think if anything we could have done differently, my biggest mistake was just that, and a pretty big one. And, you know, we've definitely learned a lot. Now, I've learned so much. We're at 900, but I probably still mess up there, which is why we're probably not at 4, 5, 6 million. So I don't think it's completely gone away, but I think it's a million times better than it used to be. Whitney, this is Larry. The thing is I have found the bigger you get, the easier it is to have a light touch with your people because you've got so many of them to keep up with and you wind up having so many good ones. You know, so many good ones actually doing stuff to occupy your attention that where, you know, you wind up with a soft focus on the people that are just going through a slower developmental stage, you know, and it doesn't drive you as much. You know, go ahead. No, you're so right. Right when you said that, I was just having a conversation with one of my leaders, and I was explaining to them that I'm a horrible, small, like, you know, I'm a horrible, small base shop leader because I get so mean. Like, if I ever ran a 20 by 20 or a 30 by 30, I'm so bad there. That's, like, such a bad spot for me to be in because I almost revert back. It's so crazy that you say that. I almost revert back when I'm running. If I were to be, like, a 30 by 30, I would go back to being the hovering all over my guys. What do you got going on? How do you not have more? I operate better, bigger, and it's the same with my kids. Like, I'd be a really bad one-child parent. Like, if all I had was Kennedy, my one daughter, I feel like I'd be all over her. Like, I'd be, like, all over her, like, watching her every move. But because I have three and they're all young, I'm just happy at the end of the day they're all alive. And I'm just – they all do and try these crazy things, and they almost try it before I can even catch them doing it. And so they almost have more freedom and more chance to try things because I can't be the hovering nut mom that I want to be, and I can't be – and so you're absolutely right. My business is so much bigger now that I can't be that nut – there's so many people doing things, and every day recruiting is happening. Every day closing is happening. Every day people are getting licensed that I'm not the crazy – so you're right. Some of us, you'll just feel better when you're bigger. What are some of your – what are some – you know, the great thing about being bigger is you have more success stories. What are some recent success stories that really grabbed your imagination and really, you know, jumped into your mind that was really exciting? Like within our business? Right, on your team. Oh, my gosh. I mean, there's so many. You know, one, you all just heard from Crystal and Julio. You know, Crystal was literally a single mom of four kids, making like $1,800 a month, and, you know, and last month made about $30,000. This month will make about $33,000 to $35,000. This month, you know, her husband Julio, he was working at like a Panda Express. You know, when I met Julio, her husband now, he didn't even have a social. He had to wait three years, three years just to get a shot, just to have a chance at something like this. You know, three years this kid waited so that he could have a fighting chance in America to do something with his life, and he took it, and these two together, I mean, they were meant for each other. I mean, what Crystal has, Julio doesn't. What Julio has, Crystal doesn't. And now to watch these guys, and then again, you're going to see them. They'll make $50,000 this month. They'll make another $50,000, $60,000 the month of June, and, you know, be walking as $300,000 earners, and these guys are still, I mean, they're just still, I mean, really just young, hungry. I feel like it's just gotten started for them. Also, another couple of ours, Jonathan and Bernice, they're NWO. What's crazy is she just had, you know, they've been in less than right at, I don't know, four years, and when they came in, you know, she was like a facial girl. She did, like, wax and pills and stuff on your face, making probably about $2,000 a month. Jonathan came in for his first interview. He was late. He was supposed to meet with me, and so then didn't come back, and then I called him and said, hey, you didn't meet with me, so come meet with me, and then tell me you don't want to do Primerica, and now here they are, right, four years later. Long story short, Bernice, they're about to have their first little boy, and she got submitted in the hospital early out of nowhere. They said, hey, you've got to go to the hospital, and you can't leave. Well, get this. They're sitting there in this hospital, right, high, they're worried about the baby and worried about him coming early, and so they told her, they go, you can't leave this hospital. The whole month, she didn't even get to leave the hospital. She's sitting in a hospital, doesn't get to leave. They don't have a choice. They have to literally sit there in the hospital. We're not big Zoom people, so it's not like, thank God, we're not, you know, we do a little bit of it, but we're face to face. We're kneecap to kneecap still, and get this. They make $22,000, like over $20,000 in a month that they have to sit at the hospital. Anywhere else they would have been working. They would have both been fired, gotten their last paycheck was like $2,000, and good luck. There's no way any of their companies they work for would have kept them on and paid them, you know, and so they got to sit in a hospital, and because they built a team, because they built a business, you know, they made over $20,000 in overrides, and they're in their 20s sitting in a hospital. I mean, I just don't know where else. Another one, Claudia and CJ, they also met in the business, got married in America. You know, he came in, he went to his first convention at like 16, 17 years old because his parents were going on a cruise, and they were actually in the business, and they didn't know where to send their son, so they sent him, like, as a babysitter at a convention. They're like, hey, we can't go to a convention, but we'll send our son. I'm like, he's 16, and they're like, yeah, but we don't have anywhere else for him to go, so a convention will be good for him. So on his 18th birthday, he comes and turns in his IBA. They're the youngest brokers. He's like 20 years old. And, you know, last month made $13,000, $15,000 of income. This month, once numbers are final, they'll be at about $16,000 to $20,000 of income. You know, he came in as a kid. You know, I mean, his wife, she was just a server, you know, making like $1,000 a month, just serving part-time while going to college, and CJ was just kind of a punk kid out of high school, you know. He used to come in and would just rap all day. I was like, dude, what is this kid doing? He wouldn't even work, like for six months. He would just sit in our meeting room, and I was like, okay, this kid, I don't know what he's doing, but I got to be patient. I got to have love, and he grew. And now these guys are making, you know, they'll make over $20,000 this month of income. You know, I just go back and think. I mean, there's so many. Claudia and Eddie, you know, they were, what do you call it, working at a Chili's. They were our server whenever I was pregnant, and, you know, watch these guys. Last month made over $10,000. They're still a new crush in the business. You know, they've barely been here, and this month they'll come back and make over $15,000, $20,000. I mean, I love what Bill O'Render, Larry, I don't know if you have Bill O'Render's new book. It's called A.L. Williams Changed My Life. But everywhere in that book, I mean, it's just so constant that, you know, when I tell those stories, I was talking to my guys, I got it from Bill O'Render's book. We truly, we're not out there recruiting people. We're rescuing people. Like, where would these guys go? We literally, we're not, the mistake everyone makes and why they don't recruit a lot is they think they're trying to recruit or like they're trying to get people. And the fact is, Primerica, we attract good human beings, and none of us want to go get people. We don't want to just recruit people. We came here to change our own lives. Well, you have to understand that's what we're doing. We are changing people's lives. Primerica changed my life. A.L. Williams changed my life. Like, it rescued me. We're not here to recruit people. We're here to rescue people. Well, all those stories, and I got more. Sidney and Alma, man, used to work at a Sonic, and these guys will go over $250,000 this year. I mean, you know, even just their values, their beliefs they used to stand for, everything changed because of coming in this company. I just, we rescue people. I just, I can't get that out of my head. And, again, I got it from Bill Render's book, and I just keep telling our guys, like, we're out there rescuing. And all those stories I just told you, so if no one talked to them, because they didn't come in our office looking for opportunity. Most of us didn't drive by Primerica and go, hey, is there opportunity around here? No, it found us, because we, it is a company of destiny. So where would everyone be if Primerica didn't rescue them? I just, where would it be, Larry, if it didn't rescue you? Where would I be if it didn't rescue me? Like, what would our, what would Adam be doing right now? Like, if you never came into Primerica, what's Adam's life look like? You know, what's our kids, what does anything look like? The people on this call, what would your life look like if Primerica didn't rescue you? And when you really think about that, then shame on any of us to go around and we're not talking to people, we're not getting names and numbers, we're not recruiting the world. I mean, my goodness, it's just, the stories are just unbelievable. Whitney, talk about that a little bit more as far as rescuing people, change your life. Talk about where your life was, because I've heard the story before, a lot of people have, some people haven't, but where you were before in your outlook, and then all the things you're able to do now in life, and things probably that you never even thought might be possible that you would be able to do in your lifetime that your, you know, your goals and dreams have expanded at this stage, getting ready to go over the million. Right. You know, I, again, I was serving tables and bartending. I was a student at UNT. I was in my final year. I was actually shadowing an attorney. I shadowed Stephanie Berry. She's a district out in Denton, and I shadowed her for about eight, nine months, almost a year, because I thought I wanted to be an attorney. You know, I come from, you know, my parents, my dad was very, he didn't believe women should work. He believed women should cook and clean and be taken care of, and he'd always say things, like, I remember I wanted a job. I remember we were grocery shopping. I was, like, only 14 years old, and I was with my parents, and I saw next door they were hiring. I go, oh, I want to go see if I can get hired. And I remember my dad, he looked at me and goes, I didn't have three girls because I couldn't support y'all. He's like, my girls don't work. You know, I take care of you ladies, and that's what a man should do one day, too, is, like, take care of you. You know, so I was just really raised on, like, you don't, women don't work. You marry, you know, your husband should make so much. You know, my dad's a business owner, entrepreneur. He became a millionaire in his 30s. And, again, just women, you do what you need to do at home. And so I kind of had this trip of, like, okay, I'm going to go be an attorney. I'm going to be, I'm never going to get married. I never want to get married. And I think I would have made money not near what we make today, but I don't think I'd be near the person, have near the life. I would not be near who I am today if it wasn't for this company. I think I absolutely, I mean, I could have gone a whole different path, I think. I think I would have made a little bit of money, not, again, nothing what America has paid us, but I would not have been near as happy, fulfilled, and been the person. And I would never have owned anything. I would have had a life of flexibility, but not a life of freedom. And there's a big difference. You know, when you make a lot of money because of a profession you do, you may have a life of flexibility, but you don't own nothing. You are the something. And you don't own nothing. You have a life of flexibility, not freedom. And so to think about the path, I was talking to Rob last night. We were talking about our church service that day. And, again, I think almost every day we, yes, we give thanks to God, but we always say, man, can you believe how close we were to one, meeting each other because we met each other in Mexico on spring break. And I go, we were so close to not meeting each other. We were so close to not coming to Primerica. Like how great is this? How great is God and his plans of lining all this up? And, I mean, I just, this company, any time I think, again, like I legit feel sorry for people that don't get introduced to Primerica or have Primerica in their life. I hate this. I mean, I really do because I think Primerica just solves so many issues. Like if you hear your friends or family talk about different things, don't you kind of just go, how do you not know that? Or how do you not, like don't you just kind of wish they could be in Primerica so they could have the mental toughness or the understanding that you have of life because of what you've learned in this phenomenal business? And so there was no way I was on track to do anything like Primerica. You know, I honestly, we started making, here's what's crazy, and I'll get it back to you after this, but I would have, let's say I would have, I talk about this all the time to my guys. Okay, let's say I would have gone to law school. Let's say I would have graduated law school, you know, because I graduated college at 21. So let's say in the next five to eight years was law school. Let's say I would have graduated law school at like 28, 29. I would have had a ton of debt, probably $300,000, right? And, you know, no one trusts a new attorney. I would have probably spent a good 10 to 15 years just earning my name, trying to pay off some debt. I'd be a workaholic, right? Unfortunately, most attorneys I shadowed were other aholics, other things as well, right? So I would have been a workaholic, paying off debt, maybe finally would have made my name, maybe at 40 or 45, and then worked hard another 20, 30 years, because that's when I finally got things going. But think about Primerica. So get this, by the time me and Rob were 26 years old, so we came in at 21, by the time we were 26 years old, again, I would have just been starting law or I would have been in the middle of law school or almost done, I guess. By the time we were 26 years old in Primerica, we were making $20,000 to $25,000 a month in overrides, okay, not on our pen, in overrides, $20,000 to $25,000 a month by the time we were 26. We saved our first million at 29 years old. I've not worked to pay a bill, because when we were making even $25,000 a month, we were driving paid-off cars. They were old cars. One was five years old, the other one was 10 years old. We were driving paid-off cars. Our house was a little 1,300-square-foot home. Our mortgage payment on it was only $780 a month, and we were making $20,000 to $25,000 a month. I've not worked to pay a bill, like work, because, oh, my God, I've got to pay a bill since I was 26 years old. I'm 37 now. We've not done that for 11 years. And there's no way that would have been my life if I wouldn't have been in this amazing company. I mean, I love this company. I don't like it. I love it. And people can talk about all day long how much they love it, but those who recruit the most, man, they love it the most. And, man, we're insanely grateful for this business opportunity. And so who are we to ever take that or not give that to anybody else? Our whole life. When I was reading Bill Render's book, and it's so good. I mean, it's not good, it's great. To me, it's his best one he's ever wrote. It's his newest one. I couldn't put it down. I mean, I legit couldn't put it down. It's so good. Everything they were talking about, all the A.L. Williams people, man, I could feel it. I felt everything they talked about, everything they said. And with us coming on to convention, I don't think there was a leader in that book that didn't talk about that without the environment, without the big events, how there's no way they'd be at where they're at and have what they have. And I'm telling you guys, we have the biggest event coming up this summer, and you are, man, you are double dumb, right, to not be at something like that when I'm telling you it's going to be explosive. So Adam and Larry, thank you all for having me on. Crystal, you crushed it this morning. I can't wait to see you guys make over 50 grand this month and run over 100 by 100. Y'all deserve everything that's coming. And, man, we're so proud of you guys. There's so many other triple CR teams. Man, we just love our team. And nothing without what these guys have done. So we're just so grateful for what they've done and what we're going to continue to do. So thank you, Larry and Adam, for having us on this morning. Thank you, Whitney. Great job as always. You always do a great job on the call with excitement and information. Very enjoyable to listen to and learn from. Crystal, I'm going to let you give your final word on the call. Let Whitney give her final word and we'll wrap this thing up. Great call this morning. Adam, by the way, let me insert something. You can get the Bill Arenda book and all his books on Amazon, probably other places. But if you haven't heard about the book and you want to get the book, Amazon. All right. Back to you. All right. Very good. Crystal, you want to leave your final word? Yes. Thank you guys so much. We're just in incredible, incredible times in the company. And this is really the moment just to get out there and do it. And as long as you, like Coach was talking about earlier, you stay focused on building directs, building double-digit recruiting teams, and building recruiting teams, man, you're really going to do something here. And that's our focus right now is just building directs, building double-digit recruiting teams, and then building recruiting teams. Thank you guys so much for having us on the call. All right. Thank you. Whitney, final word. Yeah, guys. Hey, kind of the same. It's just, man, if you're questioning if now is the time or is this really it or is this as good or maybe I'll wait it out. I'm telling you guys, there just couldn't be. We're in the right place, right time, and as good as things have been, I promise you the best is yet to come. So time to get on it, time to kill it. And, again, Larry and Adam, thank you all for just doing calls like this because, man, there's so many just, I think, young, hungry. When I say young, I mean a youthful spirit, a youthful heart, people that I think are just ready to get to the next level. And to some people, man, without these calls, this is all they got. And if you didn't run these, so many people give so much credit, as they should, and just total love, respect, and keeping them going to these calls. So thank you all for just continuing to do these and never growing weary, never growing tired of them, of you all to keep on doing them. So thank you all for these. And, again, it was just a huge honor to be on this morning. Thank you, guys. Well, thank you, Whitney, for being on. Again, great call this morning with both of you and Crystal. We appreciate you taking time out of your schedule to be here. And we will see you soon. If we don't see you until then, we'll see you at the convention. Great call, again, this morning, everybody. Have a great rest of your day. We'll talk to you soon. Thank you. Bye-bye.