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Jakirah Martin, a Division Leader at Primerica, shares her recruiting tips during a pre-call segment. She emphasizes the importance of recruiting for building a profitable business, as recruits bring in new premium and help grow the business. Jakirah suggests utilizing promotions and incentives offered by the company to attract recruits. She also highlights the effectiveness of social media in recruiting, sharing how she builds her online presence and adds people with similar interests to her network. Jakirah focuses on training and licensing new recruits, ensuring they have a strong start and setting them up for success. She believes that recruiting is the key to expanding her business and increasing the number of families she can serve. Jakirah closes by stating that she prioritizes recruiting over chasing premium or money. And we have, is it Jakirah? Yes. Good morning. Jakirah Martin. Am I pronouncing that correctly? Yes, you are. Okay. Glad to have you on this morning, Jakirah. Thank you. I'm glad to be here. I'm excited to hear what you have for us this morning. And then you'll also be on the main call. We might have you jump in and ask Ty and Prince some questions as we get rolling on that. We're excited to have a great call this morning with everybody and looking forward to kicking off the week with a bang. This year is flying by. It's already the end of March and quickly approaching the convention in the summer. But this year seems to be just flying by faster than usual. Absolutely. Good morning. Good morning. Good morning. All right, Jakirah, I will count you down. You give us your best recruiting tips, how you're getting your recruits, what you do with the new recruit right out of the gate, how you get them off to a fast start, and the best techniques that are working for you. And we'll run for about 12 minutes on that, and then we'll switch over to the main call and jump in with Ty and Prince. And then we'll, like I said, keep you on and get a chance to ask some questions on the main call as well. So I'll go ahead and count us down, and we'll kick this thing off this morning. All right, here we go. Five, four, three, two, one. Welcome to our pre-call recruiting tips segment with Division Leader Jakirah Martin. Jakirah was active duty soldier. After returning from Kuwait in July of 2022, she decided to start with Primerica. She broke her hierarchy's premium and recruiting record in January of this year. This month, Jakirah will also become a regional leader. Good morning, Jakirah. What recruiting tips do you have for us today? Good morning. I'm definitely honored to be a part of this big hitter's call representing Chosen to Conquer, following the prosperous dynasty of my amazing coaches, Coach Ty and Coach Prince. Just super honored. So, yeah, I joined the business at 22 years old during my transition from active duty military to becoming a reservist with a newborn baby. And so I knew that this was something that I didn't want to play around with if I wanted it to work for me. And if I want the kind of income that my coaches have. So it really took me to become a student of the game. And what I learned was that recruiting is one of the most important aspects of building a profitable business. You can't expect to get promoted or grow exponentially without recruiting. Even on the leader's board, you know, recruits are worth $1,000 and premium is dollar per dollar. And the company literally gives incentives to grow your recruits, to grow your business. So first tip I want to hit on is utilizing the promotions and incentives that the company puts on the table. Starting in November, November was a big recruiting month because there was a promotion for veterans. I reached out to a lot of my military contacts and gave them a chance to start a business for only $25. And then I took that same momentum and I had a great recruiting month in December because what did the company do but give another promotion? So, of course, I jumped on it as soon as it was announced. Primerica then ran it back and I was able to break the recruiting record of my hierarchy with 22 direct recruits, which in turn also gave me the ability to break the co-op premium record with $36,000 in personal premium because I had a lot of families to protect in field training. And with those recruiting numbers yielded nine licensed agents in January. Three districts came out of those licensed agents. Eight licensed agents in February with two districts. And that's super important to me because my coaches really instilled in me that no one overrides recruits but that we override licenses. And not only getting those recruits but getting them licensed and not even just licensed but independent. No recruit gets left on the shelf. You know, they get fast started within that first 24 to 48 hours. Then I'm instantly setting field training appointments with them. So when Primerica puts an incentive on the table, I just take advantage of it. And then secondly, social media has become my best recruiting tool. I didn't come into the business with a warm market. I had to create a market for myself. So I'm 23 and my family thinks this is just something that I'm jumping into so they're not really supporting me. My friends are 23 and I can't say that 23-year-olds don't see the value in what we do because I definitely do but my friends, they didn't. And Coach Cheyenne, she really drilled in me to build my social media presence. And while building it, I understood that it didn't really make sense for me not to have one. It's not an overnight thing. It was adding as many people as I could so that I could expose more people to my business daily but adding intentionally. The Facebook groups helped a lot, not necessarily posting in the groups but adding the people in the groups because they clearly have interest in the group topic. So I'm definitely getting into those business groups, entrepreneur groups. I'm a mom so I joined mom groups. I'm a soldier so I'm in military groups. I went to Women in Primerica so I joined a Women's Vegas business group. And constantly posting my business on my page so that when they add me, I want them to see that, yes, I'm a mom, I'm a soldier, and I have a successful business and I can have it all and you can have it all too. I show up to every event so that I can have content that's attractive to my social media friends. Coach Cheyenne and Coach Mika recently took the top performers to Atlanta. I was posting every second of the day and, of course, it sparked interest in people because now people want to know, what do you do? So 99% of my recruits are from social media and when someone accepts my friend request, I instantly send them a message introducing myself and asking them if they're keeping their options open for additional income. And if the numbers are 12, 8, 5, 3, 1 and setting appointments, I'm doing triple that amount in sending messages. Lastly, I decided to join the company because I wanted to build a business and any successful business woman knows that people are the key to having a successful business. Keeping recruiting first, in my opinion, is by far the most important tip I can give. Personally, I only have 24 hours in a day, but if I can recruit someone and I can train someone to do exactly what I can do, I now have 48 hours in a day. Three recruits will give me 72 hours. I would never neglect using my personal PIN. I'm always going to lead from the front, but imagine if I can show someone else how to use their personal PIN, how many families we could protect. And so opening up those distribution centers so that my business can service an unlimited amount of families, but that also brings me back to social media. Social media has allowed me to have licensed agents in Mississippi, Georgia, Arkansas, Indiana, Illinois, Texas. I'm able to create a distribution center in every state because that's what it's about. And then to close, sometimes people ask me advice on how to get premium or how to sell policies, and I don't chase premium. I recruit. I don't chase money. I recruit. You know, overrides come from licenses, and you can't get any licenses without recruiting, and the premium comes from recruiting. So keep recruiting first, and that's all I got. All right. Very good. So you get to recruit a lot of most of our social media. What do you do right out of the gate with that recruit? You talked about the importance of licensing. So what's your process with a new recruit, getting the names, referrals from them, getting them into their licensing? What's your process with that as far as what's the next step after you get them in? So after I get them in, I'm giving them an orientation of how their next 30 days are going to go. I let them know that my job is to make sure that you get paid the most money that you can. So we're going to work to get you that district promotion, that 50% contract, and how we're going to do that is we're going to train you. We're going to train you in an environment that you're comfortable in, that's family, that's friends, that's your top supporters because we're not going to train you with strangers because strangers aren't going to be as patient with you as your family and friends, you know, when you make a mistake or when you forget something. But as far as licensing, as soon as we sign that, as soon as they sign that IBA, at the end of the IBA, I'm getting them registered for crash, and I'm letting them know this, you don't want to wait to get licensed. You need to get licensed as soon as possible because the quicker you get licensed, the quicker you're going to get paid. You don't want it to be something that you're worried about later on down the line. And then you get them registered for class. They get to class. I'm checking in with them. How was class? You know, at the end of their two-day or three-day class, I'm checking in with them. Okay, so schedule your exam because the licensing specialist let us know that you want to test within three to five days of completing pre-licensing class because that information is still fresh. You're going to a cram course, and usually when people cram it's because they're about to take a test right after. So schedule your exam, you know, take the practice exam, see how you do on that. But that's basically how I've been able to be successful in getting people licenses, just having them take that exam right off the bat, you know. Sometimes they don't feel too sure on their – they don't feel too confident that, you know, they could pass on the first try, but I just let them know, look, it's statistics, and this is coming from the licensing specialist, and you got this. You got all of that information, so go ahead and take that test, and they pass it. Okay, fantastic. At the – you get a license, what do you do about getting their referrals and getting them on their first appointment and things of that nature? So basically after they get licensed, I want them to go on some appointments, but I still want those appointments to be warm market appointments. And so what I would do is I would send them something that they could send to their people, like, hey, you know, I just got licensed and I need to complete X amount of independent appointments with people that I'm comfortable with, and I knew that I could count on you. I just need 30 minutes of your time, you know, hop on a quick Zoom. What works better for you? Now, I'm still going to be on that appointment, but I'm going to let them run that appointment independently, because one, it's with somebody that they're close to, so they can, you know, they can make a mistake. And I don't hop in unless I really feel the need to hop in. As far as their referrals, during the training process, when I'm running those appointments, I'm getting referrals from their people, so just in case they don't have a big market, you know, they don't have a lot of people that they can talk to, I'm getting referrals so that they have a list that they can use when it's time for them to be independent. So I say, well, hey, you know, can you think of anybody that you love, that you trust, and I don't want you to make a decision for them, but can you think of anybody that you love and that you trust, that you care for, that would benefit from hearing this information, because so-and-so is growing their business, and so anybody that you can send would really help out. I get those names, and I kind of put those names aside. And so when it's time for them to go independent, you know, they have a list of names that they can use and that they can get through and run appointments with. All right, Jakira, thank you very much. To download Jakira's recruiting tips and more, visit our website at ydellonwinning.com. Just click on the big clear link at the top of the website and enter user name P-R-I-U-S-E-R and the password go, go, go. All right. Great job on that, Jakira. Let's do our sound check with our speakers. Good morning to Tyann and Prince. Morning. Hey, good morning. How are you all doing this morning? Glad to have you on. Excited for the call. No complaints. It's Monday. And where are you guys this morning? We're in Chicago. We're in Illinois. Okay. I didn't know if you all might be traveling or if you were at home this week. We're at home this week. You never know where the studs are all throughout the year because anybody could be anywhere. Jumping on the call. But we are looking forward to have you on. Larry's also listening in from Athens. Good morning. Good morning, good morning, everybody. Good morning, Larry. Good morning. Good morning, Larry. And we are looking forward to a great call this morning. I'll do the announcements, or the intro, and then we will jump in. I'll turn it over to Larry to kick it off, but we're going to – looking forward to hear what you have for this morning, what you guys are most excited about right now, what you got going on rushing into the convention here coming up in a couple months, and your plans for 2024, and what you're most excited about in your business. So, we're looking forward to an exciting call this morning. Y'all always do a great job, so I'm looking forward to it as well. But we will kick off the call here in just a second, and if we get time, we'll have Jakira jump in with a question or two as well. But here we go. Thanks for being on. Let's get this thing started. Have a great call this 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, March 25, 2024. Let's say hello to our speakers. Good morning, Tyann. Good morning. Good morning. Good morning, Prince. Hey, good morning. Good morning to Larry. Hello, everyone. And good morning to Jakira, our recruiting tips speaker this morning. All right. 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 premiums. There are over 100 below RVPs with 30 or more in recruits and 23 below RVPs with 30,000 or more in premiums. The top five base shops are Tyann and Prince Coakley, 104 by 107, Angie Nicoletti, 106 by 119, the Finals with 187 by 128, Miguel Elledge, 188 by 142, and number one, Lorenzo and Danielle with 97 by 77. On today's call, we are spotlighting RVP Tyann and Prince Coakley. Tyann is a former CPA and law school grad, and Prince is an owner-contracted transportation services for Illinois District. In September of 2020, they became RVPs. They received the Virginia Carter Award and their fifth diamond in September of 2021 and are on track to become million-dollar earners this year. All right. Let's get the call started. Larry, I will – well, before I say that, a big congratulations to Mario Arizona. I don't know if him or any of his people are listening, but he has pretty much got his giant house and water park and resort park finished up. They had some sort of kickoff last night with the volcanoes and the winding river and all that, so that is – congratulations to Mario for getting that thing done. What a giant accomplishment and a – just a good dream-selling thing he's got there in his house for all his accomplishments and everything he's got going. He's got the largest residential water – or the largest residential water park in the United States, privately owned. So, congratulations to Mario for that. That's an exciting thing somebody else in the company has done, creating dreams for everyone and something that nobody's ever done before, is able to do that because of Pride America. But all right. I'm going to give it over to Larry to get the call started. Hey, thank you, Adam. And by the way, I guess the word hasn't got out, but that thing of being the largest residential is going to disappear quick because Mario's getting zoning permission to build a 1,000-room hotel so we could have – right next door so he can have company conventions right there. Disappear. The sky's the limit. Either that or he's going to wind up buying – either that or he's going to wind up buying all of the homes in the neighborhood and turn that into a big different kind of resort for Pride America. Yeah. Or just his hierarchy. Yeah. Unbelievable. Yeah, it kind of shows that you're – what you're capable of is only limited by your imagination and your resources. And I'd like to point out that when Mario did that, to do that, he not only had the financial – had the idea, had the financial resources to pull it off, and, you know, he's going to be able to use it in his business is the great thing, but he had the time. You know how much time it would take to put into something like that? And so that's the big luxury that Pride America offers us is the chance to create discretionary blocks of time and blocks of money to do other amazing things in our lives that come from our dreams that can not only benefit us, but could not only benefit other people, but inspire other people to great things. I remember, Adam, when we bought our – first of all, we bought our – it was like a – Diane and Princeton was a – the first big house that anybody had bought in A.O. Williams. You know, and I don't know if Art expected me to ask him for permission for that or whatever, but his mind was blown. Actually, my wife went over and wound up buying a much bigger house than I expected to get, but there we were. So we had Art and Angela up, and he went all over the country. Basically, it was a two-bedroom – I mean a two-floor, four-bedroom house in a nice side of town, nice subdivision that had, you know, stairs up to the attic on a crawl space. So Art went all over the country, Diane and Princeton, talking about Lidell's four-story house, because that's just the way he is, you know. And that launched the boom in big houses in primarily – I didn't – in A.O. Williams. I had nothing to do with it other than we did – we bought a big house for ourselves, and they came and stayed. And Art would use everything, you know, to kind of multiply and sell the dream and inspire others to greatness. But it was the same thing when we bought our farm. We had a 140-acre farm, and we used to have people come out there on Saturdays during the fast start school, and we would have all kind of games and, you know, line dancing and, you know, golf and fishing and all kind of sports activities. People would drive their buses out there, you know, on Saturday afternoons in fast start schools. A lot of times it can get a little tiring, so we would just take a break in the action and bring everybody out for the Saturday afternoon. One time we had 23 buses out there at the farm, and as every speaker came in, they got the vision. And there were – there's farms all over the United States right now, too many to keep up with, but from Ike Sharp to Mike Tunnell to everybody, everybody had a farm. And it's just a matter of the dream, you know, the idea of it, to do – you know, and, you know, when – I can only imagine what's going to happen now that Mario has raised it another level and built this – started building his own family theme park. And it's just fun to see this unfolding, but when you turn people loose, their imagination will take them to incredible places and, you know, more power to you, more power to you. And so you don't have to do things like that, but when you do things like that, it inspires you to greatness. Now, congratulations. I want to say Adam, Diane, and Prince are on the call. They're already at 100 by 100, and everybody keep your eyes on the leader sheets the next few days as we get into the countdown. I guess they'll probably be final around April 7 or 8 or 9, but you're going to see the explosion of those 100 by 100 base shops. It's a congratulations, Diane and Prince, for already being over 100. How do you think you guys are going to have – finish up with a fantastic month? And I'd like to ask you, because I do this on my podcast with people, you know, what do you think – you know, when you started out, you know, you're like all of us. You don't know if you're good enough to do it. You don't know how long it's going to take and all. But so far, you know, you haven't even been RVPs that long, but you've done amazing things. What are the achievements and records and numbers and breakthroughs that you personally are the most proud of at this point? I guess I'll take that first. This is Diane. I think definitely one of the greatest achievements we have achieved so far, honestly, is getting that first regional vice president out of the door, which was Erica and Willie Zell. Getting them out of the door where they can really be consistent with doing about, you know, 20 by 20, at least initially coming out. And I know that thing is going to grow extensively with Team Overdrive, because I think it's – you know, having a career as a certified public accountant, being a law school grad, and being, you know, what most people would say is successful in corporate America, I think you're very aware of what you can do for yourself, right? And you come in here, and obviously it's like, okay, I can be successful here. But the moment where you can show someone else how to be successful, I think that's – you know, I know what I can do, but can I transfer this? Can I duplicate this to someone else? Or to even have a person like Jakira, who's 23 years old, making an income in January of $10,000, making an income in February of $10,000, on track for her watch this month at $50,000 – you know, being at $50,000 in income, and a person not having a warm market. So getting a person who has a warm market out, but being able to work and develop and make sure that somebody that doesn't have a warm market per se is so successful, you know, that lets me know if you can do that once, I can do this thing 100 times over again. I think that may have been one of the biggest accomplishments thus far. Okay. How about Prince? I am in total agreeance with that, because that's the name of the business, right? You know, you're building distribution, and part of building distribution is being able to duplicate it and seeing people from all different walks of life, different backgrounds, different markets coming in, and just being able to duplicate the system, stick it to the system, putting the work into the system, trusting the system, and then seeing the system work. I think that's one of the most proud, because when you think about your mindset, I tell people all the time, we love recruiting winners. When you recruit a winner, all you got to do is teach them the business, right? So just understanding that this thing works, because we know we're going to work hard. You know the type of effort that you're going to put in. You know you're going to come in with a mindset where you refuse to lose, right? So you can almost make anything work in life. Being able to duplicate that, I think that is the most thing that I'm most proud of, so I am in total agreeance with what Tonya said. So how do you go about looking for, finding, and recruiting winners? Well, you know, I'll say no. You recruit everybody, right? You recruit everyone who can pass a background check. And the leaders and the winners, they're going to present themselves. I think it's our job to get to them quick enough and to do our part. We are, you know, my conversation is simple when it comes to recruiting, and that conversation is, you know, it's a win-win here. You know, either you walk away from here with a license and a bonus, and you still get to walk away with a license, or this conversation that I'm having with you changes your life forever. You know, which part of that win do you need to think about? And so the winners will present themselves. So all I need to do is give them the tools. They will make a decision on whether to use those tools and how often and how frequent they're going to use those tools. So I don't know if you can see people that's professional, they're doing well, and they're in their respective positions, but that doesn't necessarily translate all the time to a person who comes here and decides that's as big of a fault as they were in their previous life. And sometimes it's those people that maybe they haven't, like a Jakira who hasn't quite established a career, but I didn't write her off as, oh, she's only 23, you know, she doesn't have much experience, you know, elsewhere, but, you know, just simply taking the time to develop her and allowing her to explore in that development and do what's necessary to be successful here. Okay. And do you have anything to add there, Prince? Yeah, I think the system, just making sure that you're developing a system, and shout out to the Dyspossessor's Dynasty and Coach Mika for, you know, just having the system that we had was able to adopt coming into the business. So just stick it to that system because that system is going to expose the winners, is going to expose those who are not winners. But you just have to be very intentional on moving fast, running them through the system quickly because sometimes you will miss your winners. How quick do you pick up on whether you got somebody, you know, because we all have stories of people that hit the ground running, then you have stories of people that, you know, I remember one of the earliest people in Andy Young's hierarchy, I forget his name right now, but he was like a forerunner of Frank Dillon, you know, and, you know, he had a similar background and that type thing. But he came in, he did amazing things, but it took him like 15 times to get him to an opportunity meeting. And, you know, he was a slow starter. So we all have slow starters, we have fast starters, and winners can kind of emerge from different things. But usually there's some indications that this person is worth fooling with and got a spark in there. What are things that you notice that cause you to get excited about the potential of people once they get going and start operating inside your system? What excites me, it's actually not the production, it's actually not the production, it is those people that are consistently showing up to the big events, to the office events, to the meetings, right, whether it's on Zoom or whether it's in person. It's not necessarily production because anybody could have a great month. But it's when you are creating districts from that production. It's when you are creating production from recruiting or from field training that excites me because that lets me know when you're getting people licensed through the system, that lets me know that you know how to do this, that you know how to develop people, that you know how to create districts. And certainly when an agent, well, you won't be new at this point, but when an agent begins to create field trainers, field trainers who can also run their own team. So I have Tasha Strayhorn. She didn't necessarily get off to a fast start, but she has the most field trainers within her leg than any other person on the team. And so that lets me know. She knows how to do this. She's going to be solid and she's also going to be a solid RBP because if you do this in the Bay Shop, then you'll also be able to do this when you go regional vice president. Absolutely. Now I'm going to be turning this over to Adam here in a little bit, but as you get going in your career, what have you found? You know, we only have 24 hours in the day and we only get paid for insurance and security sales primarily. And so we've got to use that time to get that done. And we've got to be prospecting because if you're not prospecting in that 24 hours, your team's not going to get results and they're not going to get paychecks and they're going to quit on you. You know, if they're not doing the activity, the recruiting and prospecting activity, they're not going to be getting the recruiting and prospecting results, which turns into paychecks and promotions. And so you've got to set boundaries. You know, when we have time to talk to people, we've got to be disciplined about what we talk about, what we preach, what we push, what we train on, what we insist on, what are some non-negotiables that you guys have that kind of set the boundaries and keep the boundaries up to make sure your people are traveling on the right road and stay on the right road. And what things do you jump into action when you see them get off track, you know, and how do you go about doing that? Well, Larry, I think it's important that you know your people. I know we live in a world of text messages and, you know, indirect communication, whether it's social media, text messages, e-mails. But it's great to pick up the phone. We have about 20 field trainers, and that relationship with each and every one of them is very, very different because their needs are different. And I think the role of an IVP is to identify what each of your people need, because if they're off track, I need to be able to specifically talk to them in terms of what they need to do to get back on track. And that means I have to know who they are, otherwise the conversation won't resonate with them because I'm pinpointing the wrong issue for the wrong person. So we're really, really good at picking up the phone, having that communication, having our teammates here in Chicago or traveling to us, or we'll even travel to them, to make sure that we have that connection, that we have that communication. Easily business partners can quit. Very easily business partners can quit. But friends, you know, that's a more extensive timeline. Friends don't quit on you. People you have relationships with don't quit on you. And, I mean, it can happen, but the timeframe is so much more extended when you've actually built a relationship with your teammates, with your recruits, with your field trainers. Also, I think it's important to always identify the fight for your allies. What are they fighting for? We always talk about those short-term goals, those long-term goals, because if you have the goals and you're able to say, hey, what are we fighting for this month, or what are we fighting for in the next 90 days, then you're able to hold them accountable to what they're fighting for. And that's what keeps the production going. That's what keeps them in alignment with staying focused and not getting out of line. Because we know that. We know what needs to happen on a daily basis, on a weekly basis, to hit the goal that they're fighting for. So just making sure that you're identifying that and keeping them on track for that. Yeah, and the thing is, you know, it's easier to stay focused when you've got a goal and you're excited about, you know, you're convinced, you see how you can make it happen, and you're racing towards that goal. You know, it's like, you know, if there's a pot of gold down at the end of the street, you're going to be racing down there to get that pot of gold. When you guys came in, what got you excited? You know, what turned your button on that did not turn your button on when you were in the corporate world, the job world, and outside of the company? What turned you on, and how have you operated differently? And, you know, inside Primerica, you know, you're working for yourself, and, you know, the hard work and the busting the gut and putting in long hours pays off for you and your family in big ways now. How did you get that vision? What lit the fire underneath you, and what keeps the fire going? Oh, that's a – I think that's a complex question, because it changes throughout their career. But in the beginning, really funny, in the beginning, coming into Primerica with all that we had going on, I would – I worked in corporate America, of course, but on the side, I would do Instacart, kind of when Instacart first came out. I would do Instacart, and maybe 20, 25 hours a week, and that would merit maybe $350, $300, you know, maybe on average. And I went to a wine and wealth at our office, and I looked at the compensation structure, and it's like, oh, a district leader, one contract, that, you know, that would pay what I was doing on the side. You know, that one hour of my time would be more than the compensation that I'm giving 20 to 25 hours a week for, which is minus that time. That's tremendous. And so the day that I went to wine and wealth, I never did Instacart again. And I literally said, I'm just going to replace what I'm doing on the side with my Primerica income. And my goal was to really just make an extra $2,500 a month. That would pay the life insurance for the household. That allowed me to put a minimum of $700 into my investment, and then the rest was just extra on top of, you know, a six-figure salary. So that was the beginning. However, as I'm coming to big events in which, you know, the Dynasty, you know, the co-op, and Evans Extreme Dreams, they're really good at getting you to the big events because they know that they need to stretch your vision. And going to those, I was a weak license in conventions, you know, like literally to myself, like, why am I here? And so that changed because my perspective began to change. You're here for an extra $2,500, and there are people making double, triple your salary. And they not only have the financial freedom, and I know they're going for more, but they also have time freedom. So initially it was a time freedom of, oh, I can, you know, avoid that extra 20, 25 hours that I'm doing, you know, at Instacart, you know, so I love talking to the DoorDashes. I love talking to the Uber riders. I love talking to people who do Instacart because I'm able to give them my story and relate to them that, hey, I was, you know, much so what people would think, successful but still doing Instacart, right? And so just over time and with the vision stretch, I mean, we come from, you know, Mike Evans, who's a million-dollar earner, Coach Mallett, who's a million-dollar earner, and then our own Coach Mika, who's a million-dollar earner. And so really having my vision stretch, now that changes it for me, and I know I'll be there. Now today my goal, our purpose is we will be there. Now we've got to get our people there. Now we have goals and dreams, and we have goals and dreams that we need to achieve or help our downline also achieve because somebody showed me that it was so very much, very much so possible if I had the right focus and if I had the work ethic. Unbelievable. Prince? Hey, just really quick because she said a mouthful, but I think when it clicked to me, first of all, just the value that, you know, with the concepts that we teach as far as buying, terming and investment difference, that was so valuable to me because I've seen so many people and my family pass away. Nobody ever left money, and when you do the math, opposed to leaving behind that $7,500 whole life policy, you know, once I learned these concepts I was able to do the math and see that my grandmother would have left behind a minimum of $3 million. So that value in itself gave me this urge to say, man, I just need to get this to my people. But what a click really happened is when I identified how the system worked with field training. When we would see Dame and Demir, it was still kneecap to kneecap, and they would go all over the place. It seemed like they were always readily available to do a field training appointment, and then when it really clicked what was going on, I was like, oh, it's time to go field training because we have a valuable system. We have valuable information to give people, but if we go field training, that is what feeds the machine. So just once that concept of multiplication that Art Williams talked about, once that clicked and it clicked early, once we figured that thing out, it was just like, oh, it's time to go field training and just sell out to recruiting three to five directs every single month and running them through the system that we have. You know, Adam, what this has reminded me in hearing Adam Prince talk this morning is that it's not good enough to just recruit people and tell them about all of these things, about the principle of the compounding and the chance that you can make unlimited money in short periods of time and you can compress timeframes and the multiplication and all that. We've got to be thinking about getting it across to them in a way where it will click in their mind, and I think that's why Art Williams used success stories so much, and I think that's what's so powerful about going to schools, being on the big hitter call, these kind of things where you're exposed to success stories. I know I would have never thought about the Instagram, I mean Instagram, Instacart drivers being a future million-dollar earner in Prime America, because the thing is that you look at anybody and you say, you know, could they do it or not? No. You know, it's impossible. I mean it's impossible for all of us when we come in, but when we look at people like, you know, if you're an Instacart driver, you're Uber, you're Lyft, you know, any of those things, you know, you've got to be self-motivated. You know, you've learned the thing about, you know, compressing timeframes and trying to make money and work for yourself and stuff. You know, they're learning skills, but I would have never really thought about it so much until I'd heard Diane talking this morning, and so you get inspired. Go on when you hear success stories, and we need to challenge ourselves to tell as many of these success stories as possible, not just to keep our people excited, but to get these concepts to click in their mind, you know, to click about how important it is to go to big events. It's not enough for them to go to big events. It's got to click in their mind how important it is for them and their team and how I can, you know, compress timeframes and building their, racing them to financial independence by getting people to big events so that on their own they're going to be pushing themselves to go. And, you know, the idea of multiplication and the reason why they should be training other, not only field training themselves, but be training field trainers because they can multiply their income, you know. And so that's what I'm picking up, Adam, from this, the importance of working with our people and staying with them until these concepts click in their mind because then those concepts will drive them like they're driving us. But the people that are slogging along and you've got to remind them and they never seem to do much, those are the people where all the power, all the powerful concepts available in Primerica have not clicked yet. And so we've got to stay on them with success stories and competition and, you know, internal competition, outside the office competition, talking about the leadership, talking about these 100 by 100 day shops, you know, all of that to where it clicks. And I'm going to last question them, say, Adam. How big a deal was it for you guys when you went over 100-100 for the first time in terms of convincing you that, you know, you had unlimited potential here and also your team being convinced that they could play with the biggest and best people in the company? How big was that? That was a game changer because at the time I was in law school and I was working and I was doing on a part-time basis. So if I could do this on a time basis, you know, imagine when I'm able to do this on a full-time basis, what that is going to translate to. So from $500 being the goal to make that additional income figure, and even though like we got the $100,000, but, again, at that point the vision was so stretched that $100,000 was great. So much more, I know, that can be done in terms of income, in terms of impact. And so crossing over $100,000, that was a big deal because we're still on a part-time basis primarily. And it was also during the pandemic when, you know, people were suffering, you know, financially. And to have pretty much a bulletproof business, a recession-proof business, I mean, that was opening, you know, in terms of what we really had our hands on. Well, I was actually talking about when you broke a 100-by-100 base shop. $100,000 premium, $100,000. So what I'll say is, you know, it started in a base shop. You know, with Coach Mika, we were regional leaders. We were fighting to become the number one regional leaders in the company. So that fight for being the best of the best started in a base shop, and we were very close to going 100-by-100 in a base shop. So when we became RVPs, that was still a goal. And the most important thing about going 100-by-100, it established identity for the team because what it was is that once we say we're going to do 100-by-100, that became the identity. And then now that's the floor. For a year, 18 months, we preached to the team, we are a minimum of 100-by-100 teams, so they fought to make sure that we kept our identity in that. And then when you create a winning environment, a winning system, a winning brand, then your people begin to win because it becomes a part of their business DNA. And then now you push that thing, and then now we're setting that new baseline of 200-by-200. But it does establish that identity. I think that was the most important part and the most important piece of crossing over 100-by-100 base shop. Fantastic. Adam, take it away. All right. I'll jump in here with the mid-call announcement. Check out Larry's podcast. This week's episode features Faris Atul. He built a huge tech company in Silicon Valley and partnered with Google to sell their services to many Fortune 500 companies. Second, listen to this week's call on our replay line or download the call on ydellonwinning.com, click on the big hitter link to the top of the page, and enter username T-R-I-U-S-E-R and the password GoGoGo. Both all lowercase. The replay number for this call is 667-771-7907, and the PIN is 982755-POUND. To stay in touch with Larry, follow on Instagram, Twitter, 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. Tyann, talk about when you were doing the deliveries with the car and everything, or whatever it was, the DoorDash, your mindset at that stage of the game on what you thought was possible for your life and where it was going at that time. Talk about your vision for your life then and what possibilities you had and things you thought you could see in your future, and then talk about now what you see, the difference, now that you've become successful in Primerica. Oh, that's such a great question. Okay, so then, you know, obviously working and doing Instacart just for that additional income, and that's kind of the norm, right? That's like American life, right? You know, but what's so key about that is just really being careful of the standards that people place on your life in terms of what is significant, what is great. Because what's significant or great in the minds of, I believe, most Americans is six figures. Like, that's the goal, get to six figures. But even at six figures, still making additional income in Instacart. So that six figures still wasn't allowing us to live the life that we desired. It still wasn't allowing us to live the life that I thought I should be living, so I made up for it, right? So I did things like Instacart. And coming into Primerica, I'm just thinking, like, why wasn't I on somebody else's list? Like, why is this the third time that I'm hearing about this? And so as I come into Primerica, it being changes that, you know, additional income could look way different with a sense of time freedom. And so my role in, you know, I did not, you know, we think about being wealthy, we think about being well-off, but what is it really like to make $30,000 a month? What does it really look like to make $30,000 a month? You know, putting that into perspective, like, I think so many people think about it, but actually having it, sometimes we don't really believe that we can have that. And so to Primerica, it changed the belief that, no, I'm obviously willing to work hard. Because I work a full-time job, I'm in school, and I'm doing Instacart, so I'm willing to work hard. That's not the issue. But being able to be in a place and an organization that would allow me to collapse frames and work smarter, not harder. So that's a change in what I saw for myself. I saw myself living the life that I wanted to live, which is why I went to law school. In my mind, I was going to be Olivia Pope, of course, without all the scandals. That's what I was going to be. However, even graduating from law school, the highest offer, the average offer is really about anywhere between $65,000 to $100,000 coming out of law school. And I know people may think it's a lot more. The highest offer out of that class was about $200,000, $200,000 salary. And she already had a Ph.D. She worked in patents. She worked with patents. She already had a Ph.D., and it was because of her experience that she got offered $200,000, but that's not the norm. I was already, I believe, making $100,000, on my way to $400,000 coming out of law school. So none of that was attractive to me. And then just knowing that I would have to be back in an office, it takes a while to build that legal career. And you are at work all day. You know, everybody knows this. You know, because you're at work all day, you know, attorneys have one of the highest addiction rates because the requirement and the stress and the pressure is so high. It's just not a life that I'm no longer interested in that. I think that's how it changed coming from Instacart, where I saw myself being Olivia Pope, right, to coming into here and now where I see myself. And then also knowing the type of offers that went out of the door when it came to, you know, when it came to, you know, the new graduates coming out of law school. Chris, why don't you attack the same question there. You're before and after Primerica. Mindset, vision, goals, things like that. Yeah, so prior to Primerica I was, you know, doing music and doing work for IR Radio, did scoring for the Discovery Networks as well as Disney. And so I tasted what most people would say was a win, right, and went from there to that the business part of the music industry, the entertainment industry was really not, it really didn't put people in a position to actually win or become financially free because a lot of the entertainers that we see are dead broke and they're so famous that they can't even take on an opportunity because of embarrassment, because of perception. So they were dead broke and I've seen it, and I never wanted to go down that path. But being in the entertainment industry, I would network with people and I would build relationships with people. And then I came to the conclusion is that I just needed some money. If I could get the money and put the money toward, you know, what I was wanting to do in the entertainment industry, then I could be successful. I could be an owner of entertainment, an owner of my position or my situation in an entertainment game. So that's where the entrepreneurship really kicked to the next level. I would produce concerts, promote concerts, and then got into the transportation, and that thing seemed to be the consistent, the constant income. But it began to consume me. It began to consume my time. So I see myself not doing music, you know, just on hiatuses for music was what I really wanted to do. And the thing about it is that even with that, I over-excelled in the transportation industry. I over-excelled relatively to what others was doing. So it was a thing that what we just, what we seen primarily, when you look at it, think about Tyann's story. She's making $140,000 a year as a certified public accountant and still going out doing Instacart. So it was a craving and a thirst there for the next level. And even with that, just figuring out systems on how to make even Instacart easy, right, it was just one of those things. So when we seen the system in Primerica, it really clicked that, hey, this is the way. Reason being, we've seen Coach Mika. We've seen Coach Mallard and Coach Evans. We've seen all these examples, even what the boulders were doing, even in the base shop. We've seen that. So every time they hit a milestone, it showed us a possibility of what Primerica can do because if they run in the same system and they're willing to teach us that same system, there was no way in the world that our minds were going to tell us that we couldn't do it because we have this non-negotiable mindset to getting it done. So it was very liberating to finally find something that can give you the financial freedom, and we were willing to do the work. We were willing to put in the work that it took. And just being in an environment that was stretching our mindset, stretching the vision to say, hey, if they can do it, we definitely can do it. So I think that was the click, and I'm so grateful each and every day, not only Primerica, but landing in the dynasty, landing in the hierarchy of the dynasty, of the co-op, and of the ever-extreme dream team. Yeah, I mean, what a game changer it is indeed. And I'll let either one of you or both of you tack this question, but what do you think was one of the – if you could go back and tell your former self when you got going, what – out of the gate with Primerica, what is maybe one or two of the things – I won't say mistakes, but things you wish you'd have known sooner or done a little different in the beginning to give some advice for some of these new people getting started or some people that are trying to get themselves re-motivated again. What are some of the mistakes you made in the beginning maybe you wish you'd have known or realized that would have saved you some time? Good question, Adam. My IBA is March 2018. I disappeared for 13 months. I didn't get licensed until 2019. So – and that was because information, it was delivered. But because of everything that I had going on, I just didn't see myself really having the time. And I think what I would say to my former self is talk to people who are just as busy as you in the business because they can really help you navigate your current schedule. And because I didn't see how I could navigate through what I was already doing, that cost me 13 months. I'm still grateful because I believe that timing is everything, but had I known what I know now, I would have definitely did what was necessary to get licensed, talked to a person like Coach Niko who was, you know, obviously a nurse when she came in. She was pregnant. She worked overnight, did her appointments during the day. I think it would have been really helpful to have that conversation, but I didn't know any better. So for the new person that just needs to get started or they feel like they have an overwhelming schedule, talk to somebody who's successful in the business who's also had a schedule that's been overwhelming, right? And then I do believe, you know, just that little bit of fear. You know, and I come from this background, you know, much of my career in, you know, we as people, we are creatures of habit. And so anything that disrupts that habit isn't comfortable, right? And so if I would say anything, you know, not allowing fear to crush your dreams, fear kills more dreams than failure. It kills more dreams than failure. Most people who are successful have failed. And being able to get comfortable with failing forward, right? You're going to fail your way there, and that's okay. What have you learned from that? It's only a fail if you don't get back up. So I think if I could have talked to my previous self, it would have been reach out to a person who was just as busy, who's successful in the business, and really finding out how did you navigate your personal life, your business life, school, and whatever else you had going on. Brent, how about you? I think she said it all with that. And, you know, and if I could, you know, just add to that, you know, just making sure that the fast start is everything, taking advantage of that fast start, getting to your people before someone else gets to them, and, you know, really, really focusing in on what's necessary to equip you as far as, you know, just getting the license before the pressure comes, you know, making sure that we get a security license, that your goal is to get to RVP. Knock that out early, right? You're in test mode because once you pass a life test, you know, which is an easy test, all you've got to do is get a D. Just going into that, why you still field training, why you still building your team before it gets way too big, and then it becomes overwhelming, just knocking that out early. But other than that, you know, like Tyann said, just the procrastination. Don't procrastinate with this thing because this thing is real. Just moving with a sense of urgency, especially with those who are busy because, you know, Coach Meeker says it all the time, you may have a full plate, but it's time to reevaluate what's on the plate because if your full plate is not getting you to the place where you want to be, the place that's afforded you the life that you feel you deserve, it's time to reevaluate that plate because that plate can be broken. Okay. So just pushing that sense of urgency when you get this opportunity. Adam, I think you might be on mute. Yeah, I was talking away. Talk about now where you are with the company. You're having great success. You're on a freight train moving forward to the next mountain that you're going to climb over and conquer. But talk about with that success, talk about your frame of mind, just about life in general, the things you're able to do, if you're able to help. Talk about what a game changer that has been in your personal lives and talk about just tell us the dream a little bit on, you know, the eye-opening experiences of making that kind of money, having the time, having the resources, and how much that's been a change in your life. You know, the income, you know, all of that is great. You know, I was checking my account yesterday, and I realized like my account, see what's in it. Like I don't check my account to see if I have it or not. And that is so different. It's such a different life to the extent that I flew a couple of our team members out to Atlanta Home Office. They had never been there. They were our top producers of the month. And I realized that I had to charge me three times for the same ticket. And I wouldn't even recognize it except that I was doing expenses. And that's a totally different life because I know previously I would recognize probably immediately that they charged me three times for the same ticket. But in terms of who we're able to help, being able to, you know, help my grandmother pay her home off is significant. Being able to help my parents is significant. And being that first generation that is going to build and amass a significant amount of wealth from one decision, from one conversation, and that's what I mean by that one conversation literally changing your life. I live in Chicago. I hated to walk blocks to the metro, you know, in the snow. I literally hated it. And when winter comes, you know, I'm not in dread. There were days where I would wake up and see sunlight and say to myself that, gosh, like I'm going to have to go to work in a little bit. It's almost time to get up. And if you are on this side of the grass, there is no day that you should ever wake up in dread that the new day has come. And so that small thing I'm excited about every time I see daylight, every time I see the next morning come. I'm even more excited about winter because I make a decision on whether I want to go out in the winter or not. So I think all of those things, you know, accounts for our passion. It accounts for, you know, why we do what we do. And just wanting to, you know, have other people experience this life, which is why we, you know, took some of our teammates to Atlanta, just to get that vision and experience, you know, this life on the other side. And, yes, you're going to have to work for it. You're going to have to work for it. The only thing you don't have to work for is poverty. That's the only thing you don't have to work for. It comes for free. But if you want this side of life, there is some work you're going to have to do, but this is for a season. I was looking at another 30 years or so in corporate America. The manner in which I collect time frames at really such a young age, you know, that's not the typical American story, but it is the story in Primerica. So that's my response to that. Yes, same thing, man. Just being in a position not to have to actually account for permission. Anything we want to do in life, we can do it. And then sometimes once you get in a position where you can do anything, that urge leads to want to do it after a while because I think you just crave the things that you can't do. But, you know, whatever we want to do in life, being able to do it, and that's the place where you want to be. Life is meant to be enjoyed. But more importantly, you know, just, you know, we love to spoil our team. You know, we love to spoil our team. We take them on retreats, all-expense-paid retreats, and we just kind of get to bond with the leaders and the up-and-coming leaders and just showing them the vision, showing them the dreams, showing them what is possible in Primerica. Just being able to, you know, because like Tyann said, you know, you're going to work, you're going to work, right? I remember the first year we went regional vice presidents was my first year anniversary of being married. We got married in September 2019 of September, and we went RVP the very next year in September of 2020. My birthday was seven days later, right? People were like, what are y'all going to do for your anniversary? And this is our first anniversary. What are y'all going to do for your anniversary? What are you going to do for your birthday? And then the next year, 2021, we were fighting to go over half a million dollars in income. So we sacrificed the birthdays. We sacrificed the anniversaries. But now today I can honestly say if we want to celebrate an anniversary, we can do that every day. If we want to celebrate a birthday, we can do that every day, because financially we are in a position to do that. So that's just the changes, having the freedom to get up. I remember when Tanya went down to Vegas one day, one time she went down with her best friend, and they were gearing up for a wedding, and the bridal shower and all of that. And she said, I'm not ready to come home yet. Why don't you just jump on a flight and come to Vegas, and we can work from Vegas? So we were able to get a presidential suite and just work from Vegas. And then, you know, we went on the shopping spree because we had never had a chance to celebrate any milestones that we had made up for America. And we were able to go on the shopping spree, go to all the nice stores that we wanted to go to. But the great thing about that is that we were able to make that money back that we spent before we left Vegas. So just that type of freedom, just that type of access, man, it's just a life to live. So I encourage everybody to put in the work. Put in the work. Put in the effort. Like Diane said, you do not have to. The only thing you don't have to work for is poverty. And if you put the work here in Prime America, put it in here, it will reward you. It's almost a fail-proof business because what we're doing is that we're putting people in a better position. It's just our job is to get in front of the people working for America, setting appointments and going on appointments. Here, either win. It's possible to be here, work, develop people, create distribution and fail. Either quit or win. Those are your two options. It is not black and white. There's no gray area. It is black and white. You quit or you win. Yeah, I'll tell you. I was at the just to actually have control over your life, time, options, money, not answering to anybody. I mean, it's mind-blowing to me. Well, everybody needs to see the opportunity because the people that haven't seen the opportunity and don't know that it's out there and they're not getting the chance, it's sad. And the people that have seen the opportunity and not taken advantage of it, just as sad as well. I was at the dermatologist the other day and he came in, checked me out, made sure I didn't have any little odd-looking moles or anything anywhere. I was getting ready to leave. He walked out. I put my shirt back on. I was getting ready to leave. And on the side of the door, in big letters, it said, let the front desk know if you need a doctor's note for work. And I just thought, man, man, there are grown adults that are having to get a note from their doctor so they can have their day approved that they took off work. You know what I mean? It's like your school, you've got to get your note from your parents. But I thought, man, how much control does somebody have over you that you've got to bring a note from the doctor to prove that that's why you were out of work that day? That just, for some reason, just blew my mind. And it shows the lack of freedom some people have over their lives because they haven't seen the opportunity. Or they're just in the position they're in. But everybody needs to see the opportunity. Everybody needs at least a chance to know that there's something like that out there that's available to them. And it has been a fantastic call this morning. Appreciate your time. Unfortunately, we weren't able to get Jakira to jump in with a question. But I will have her jump in now. Jakira, you want to leave your final word on the call this morning? Then we'll have Prince and Diane leave their final word. Honestly, I think my questions did. I want to thank you again. But just to reiterate my last point, that recruiting is everything. Recruiting is the answer to everything. You know, cash flow is low. Premium is low. You know, recruiting is going to be the answer to that problem. But also, you know, going field training, just like Coach P said, Coach Prince, you know, going field training, once you go field training, you have unlimited access to a warm market. So I think that's super key. Go on field training and keep on recruiting first. That's all I got. All right. Thank you so much. Prince and Diane, your final word? Word is the big event. We know we have convention coming. We got to get there. That was life-changing for me in terms of what I could do. And get the license. Get that first license, get that. Get the license. Get that first license, get that. And then continue on with the other licenses. And stay focused on the crusade. The income will come. If you stay focused on freeing families, the income will come. You know, it is impossible to sow and not reap. And that's not always, you know, most people say that, you know, on the negative. That's also the good end, too. If you continue to sow, that shall you also reap. So stay focused on the main thing, and that's freeing families. Everything else is going to follow. And we don't change our philosophy. We are not confused about our philosophy. Our philosophy is recruiting first. Give somebody an opportunity at a life-changing experience and a life-changing income. You know, progression over time. So that's all I got. Coach P? Yes, and I'll leave you with this, with the same thing. I love that time because the more people that you can get to submit on the application, the more lives you change and the more income that you make. If you made a decision to be here at Primerica, you stick to that decision. I don't care what your schedule looks like or what your life looks like, because just know you are not a product of your circumstances. You are a product of your decisions. You step into circumstances, but you live in the results and ramifications of your decisions. So let's make the decision to be great. Today I decided to do Primerica, and I am ecstatic that I gave you the mentality to do that. So that's all I got. I love y'all, Primerica. Hey, thanks so much, you guys. Great job this morning on the call. Fantastic. We're so honored to have you on and did a great job for us this morning. We appreciate it. Have a great rest of your week, and good luck racing into the convention. We'll talk to you soon. Thanks so much, everybody. Have a great rest of the day, great rest of the week. Great rest of the week. Go, go, go. Bye-bye. Bye-bye.
