BHC Rafael Alvarez & Jorge Finol

Raphael Alvarez, a successful RVT, shares his recruiting tips during a pre-call segment. He emphasizes the importance of prospecting and finding recruits who can become future leaders. He recommends focusing on the basics of recruiting, licensing, and promoting. By consistently promoting new district leaders and teaching them to do the same, teams can grow quickly. Raphael also highlights the importance of having a big mindset and presenting the opportunity to change lives. He shares his personal experience of starting the business at a young age and being motivated by the potential to make money and help others. He encourages others to do the same and emphasizes that hard work and coachability are key to success in this business. Good morning, good morning, hey good morning Adam, hey Raphael, Jorge, Jorge, good morning Jorge, good morning Raphael, how are you guys doing this morning, awesome, awesome buddy, awesome, happy, new week, new week, new fresh morning, fresh here in South Florida, amazing day, fantastic, fantastic, we're excited about the call today, excited to hear what you guys have for us and we'll start off with Raphael with his recruiting tips and then keep him on for the main call, jump in with me also asking Jorge some questions, you're in Florida too Raphael? Sorry? Are you in Florida as well? Yeah, I'm in Orlando, Florida. Okay, fantastic, well glad to have you on the call this morning Raphael, we're looking forward to hearing your recruiting tips, I'll count us down here in just a couple minutes and we will, you tell us what your best recruiting tips are, how you're getting your recruits, what you're doing with them right out of the gate to make sure they, those recruits are getting recruits, what the best luck you're having and the system you have in place to keep those numbers going month after month and then if I need to I'll jump in with a question or two but we'll run for about 12 minutes and then we'll switch over to the main call and then we'll keep you on there as well to, like I said, again to jump in with a few questions for Jorge and then Larry will be jumping in as well but it's gonna be an exciting call this morning, glad you guys are on and we'll go ahead and get started. Does that sound good to you? Yes. All right, here we go Raphael, five, four, three, two, one, welcome to our pre-call recruiting tips segment with RVT, Raphael Alvarez. Raphael started his business in 2018 at the age of 18, he was doing a hundred by a hundred and was promoted to RVT this past January. Good morning Raphael, what recruiting tips do you have for us today? Hello, hello, good morning, thank you to everybody who's listening and for the opportunity for us to be here. So as you say, I started the business in 2018 and I was 18 years old when I started and I was one of those guys who was scared to talk to other people, you know, I don't know if anyone here identified with that and but something that Jorge told me right away when I started is that we have to be always prospecting, right? That's basic, if you have to find a way to deal with that and understand that that's our business but you're not only prospecting to do an appointment and to be on activity, right? You're prospecting because you're looking for your next RVT. In my case, I was a regional leader but I was looking for my replacement, right? And that's how I treat prospecting and recruiting. When I recruit someone, I'm trying to get them to be my next regional leader, to be my next RVT, to help them, to train them, to teach them how the business works, right? Sometimes we don't realize, right, that we're getting someone involved and we are not teaching them. We're in, I call it like we're in automatic mode, right? And something that we learn from Jorge is that we have to recruit to deal, not to sell, right? Some people here in Primarica are used to recruiting to sell and that's not what we learn, right? We learn that everybody that comes in the business or focus with them is to promoting them to distributor, right? Right away, the first 15 days. We work in the first 30 days, right? We always think things, we decided to take this business seriously and work it seriously on 2021 and at that moment, we always focus on recruiting five to seven directs a month, right? And promoting two to three new distributors, right? We knew that if we only focus on that long enough, everything was going to go to where it has to go, right? And what I'm trying to tell you guys with this is that we have to focus on the basics, right? The basics are the basics. We say here in the company, recruiting, licensing, and promoting, that's it. If we became really, really, really good at that and that's what we focus on 2021, on becoming really, really good at that and two years later, as a regional leader, we were doing more than 100 by 100. We had four or five regional leaders on the base and we left our replacement of 130 coaches, right? But not because what we did last year, but what we learned that we have to focus on in 2021, right? That we have to focus on the basics of new directs, but not only new directs, so having those directs being promoted this year right away, that first month and promoting and teaching them how to promote people inside their team. I think that's the difference between the teams that grow faster and the teams that don't grow as fast. It's because the teams that grow faster, they are promoting people every month and that was a big concern for us when we started. If there was a month that we were not promoting new people, we realized that we were doing something wrong, right? And then we have to take action on the basics again. And I think that's the good thing about this business, that every month is a new month and every month we can make adjustments, right? We can start again. And for us, that's the main thing, right? When we were working in the Base Shop with Jorge and Maddie, it seemed unbelievable, right? We were the number one in the United States promoting new district leaders, right? And they have right now around 20-something regional leaders, right? But not because we were working on promoting regionals, we were working on promoting new districts and those districts were becoming division leaders. Those divisions, they were becoming regional leaders. And what happens if you have a Base Shop with 20-21 regional leaders that you want to be promoting a lot of RVPs, right? That's our DNA, right? That's where we learn, that's where we come from. That's what we have to keep doing now as RVPs, right? We're focusing on getting back to 100 by 100 by the convention and taking 300 people there. But what do we have to do? We have to start promoting new district leaders every month right now. Five to seven directs every month, two to three new district leaders, right? But not only promoting them but teaching them. How do you help your people also to promote yourself, right? How do you have those three recruits that you brought in your three-by-three to also go to district leaders so you can become a division leader quickly, right? And when you get in that mindset, something that really changed for us in 2023 that really helped us, right, is that we knew what we had to do, right? We were working on the right things but we didn't have the right mindset because we were not thinking big enough, right? And we were not sharing in the presentation. We were not talking big enough, right? We were not dreaming big enough. And sometimes we get in that game that when you're doing a presentation to someone you want to play small, right? You want to offer a part-time opportunity. You want to offer a license, right? But here what we have to offer is an opportunity to change your life, right? And I think everybody out there is looking for one of those, right? Me, personally, I was looking for one. And I think everybody who comes into Guzman is just looking for an opportunity to change. And when you're doing that presentation, you have to show them something that's going to get them excited to join, right? And what is more exciting than the opportunity to change your life, to have a business, to make a lot of money, right? And to help a lot of people. And I think if you focus on that at the beginning, everything is going to fall into place, right? And everybody that has to come into the business is going to come into the business because you're showing them that there is enough room for everybody here and for everybody to win. And that's what really motivated me when I began in the business in 2018. When I began, I remember I was 18 years old and I was working at the airport cleaning cars. And I needed something to get out of where I was. And when they told me that I could come here and get a license, right, and build a business and have my own business and my own office, and I only had to pay $124 to join, and they were going to train me. And not only they were going to train me, they were making money and they wanted me to make money. I remember my first month Jorge made $20,000 and he told me that he could teach me how to make $20,000, right? And I was like, if he's going to teach me and I don't have to do anything, I don't even have to talk at the beginning, well, this is the opportunity that I want. And why am I sharing those kinds of opportunities with people, right? Why do we need small at the beginning? If we play small at the beginning, so our team is going to be small. So we should be talking to them. If you come into business, I can teach you how to build a business here, how to help your family, how to retire your clients, how to do all these things that everybody is doing. And if you do that, I think everybody is going to want to join. Right, guys? Everybody is going to want to come. Not only getting them to come in and to join, but making sure that this business works for them, if they do what they have to do, right? Jorge never told me that I didn't have to work or anything like that, right? This is hard work, but it saves a lot of money, right? And if you put the work in your coachable, you're going to have everything you want in life. And that's why that's what I bought, right, at that moment. That if I come here to the business and help a lot of people understand how to make money here, then I was going to make a lot of money. And that's our business. And we start in the small things. How do we start making or teaching people how to make a lot of money here? Well, the first thing that you have to do is you have to get your bonus, right? Your field training bonus. That's the basic. If you can teach someone to get money in his field training bonus, you can teach them how to become an RVP, right? Why? Because you have to do the same. Use more time. And then when you do the same, you're doing that thing, then you teach someone, and that someone is going to teach someone in their team. And then it's when your business starts to grow. We went from doing 30 by 30 in January of 2023 to doing 113,000 by 136,000 recruits in January of 2024. We didn't focus on anything else. We focused on the same things, but our mindset and what we share with our team was bigger, right? The vision was bigger, and then their vision got bigger, right? And that's the message that I can give you guys today is to recruit to build, all right, to focus on developing new districts, to only recruit five to seven direct every month, to be always perfecting because you're looking for your next RVP, and share a big vision with your team, right guys? So that's my experience for today. Thank you for listening to us, and I don't know if you have any questions. Jorge, I don't know if it's my phone or not, but I'm getting a lot of reverb, Posie. Is it just me hearing all that? Yeah, I think it's me. Okay. I'm going to jump off and call back in because something's bad. So I'm going to jump off. I'll call back. Okay. This is Larry, and I got off and got on too to make sure it wasn't me. I'm not hearing it anymore. Posie, are you? I am a little bit. I may jump off and call back in also. I'm hearing you a little bit far, but I hear you. Me too. Okay. Were you saying you hear me a little far away? Testing, testing, one, two, three, four, five. How's that? Yes. Still a little far away? Yes. Okay. I'll call in on another phone. All right. I'm back on. I don't know what the reverb is I got, but a little... Adam, I called back in, and they said they were hearing me very faint, so I'm going to try and call in a little louder. Okay. You said it loud and clear to me, but I don't know why we're having difficulties this morning. I'm going to mainly do the introduction because I'm traveling. George, how are you doing, George? How are you doing, George? Hey, how are you, coach? We are so good. We are grateful to be here. Thank you for inviting us. Well, we're privileged to have you. Thank you. Adam, you know, the recruiting tips are so great because it shows great ideas don't care who uses them. It shows that if you focus on just a few things, everything will take care of itself. You know, the recruiting, the training, the promotions, and it's like, you know, that's like the center of the wheel. You focus on the bullseye there, all the other good things will happen. Also, I like what he said where when things started going, stopped growing, he looked at himself and he said, you know, I've got to change. I've got to get better. I got off track. I'm going to get back on track and I'm going to start following through. I'm going to start selling it bigger and, you know, rather than blame other people and make excuses, you know, like the company lost their hiring tax and, you know, excuses like that. But really great stuff. I'm really impressed with the recruiting tip segment. Yeah, he knocked it out of the park for sure. All right, well. All right, very good. We are going to go ahead and get the call started. Here we go. Five, four, three, two, one. Welcome to our Monday morning conference call crew. Welcome to the big hitter call. This is Adam Weidel. It is Monday, March 18th, 2024. Let's say hello to our speakers. Good morning, Jorge. Hey, good morning, my man. How are you? How are you, everybody? Fantastic. And good morning to Rafael with our recruiting tips. Good morning, Rafael. Good morning, good morning. And good morning to Larry. Good morning, guys. Impressive start to the day with Rafael's recruiting tips. Another million-dollar earner on the way up the ladder, Adam. Definitely. As of today, there are over 100 RVPs and above with 30 or more in recruits and 53 RVPs and above with 30,000 or more in premium. There are 41 below RVP with 30 or more in recruits and five below RVP with 30,000 or more in premium. The top five base shops are five, the Coakleys with 74 by 80, four, Angie Nicoletti with 73 by 81, three, Miguel Elledge, 125 by 85, four, Andy and Brittany Onstead, 175 by 84, and number one, Lorenzo Carreon and Daniela Almaraz, 64 by 133. On today's call, we are spotlighting million-dollar earner Jorge Final. Jorge started in 2015 and recently became a million-dollar earner. He is focused on promoting RVPs this year and already has 20 regional leaders in his base shop that are working towards that goal. All right, let's get it started. Larry, I'll turn it over to you. Adam, so happy to have these stars on this morning. Really encourage everybody who did not get a chance to listen to the recruiting tips to go into the website, pull that up, really condensed information on exactly what can power you to the top and proof that great ideas don't care who uses them. But first of all, you got to get the great ideas in your head. I hope everybody notices that the power that's staking up in the company right now towards an incredible month, which with how many 30 by 30s and everything across the board, that this is a sign of power heading into the convention. In March, April, May, June, it's going to be really a time where you see all kinds of amazing success stories. And why not you? Why can't it be you to talk about these success stories, grab these success stories, let your people know that this is happening to the company right now and say, why not us? Why not now? So congratulations to all of our leaders and again, how grateful I am and I know many of you are to be, to have been brought to a company that has so much energy, has so much, such a big market, has such big potential, has such a track record, has so many inspirational leaders to follow and get answers from, you know, as you want to put things together in your own program. All you got to do is ask, but make sure you ask from people that are doing it big. And so that's what we like to do on this call is take the mystery out of, in the guesswork, out of greatness. You know, what makes the difference between the average, the good, and the great. And so what a thrill it is to have Jorge, you know, on doing great things and duplicating himself by passing on principles. He's not just a charismatic leader out there. He's building with solid principles, passing this on so people can duplicate his success on and on and on. Because, you know, you have to know the fundamentals if you're going to last. And so congratulations. And Rafael mentioned the DNA. You know, you are going to have a DNA to your team. It's either a sales DNA or it's going to be a growth and building DNA. And what a great thing to produce RVPs that have that special DNA. They're hungry for growth. They're hungry for doing it big. And they've got the fundamentals. They've been drilled in the fundamentals. And they've got experience and knowledge to be able to go out as RVPs and to do it on their own. So congratulations on all of y'all that are on the builder track, inspiring your people to greatness because that's where we are. We're in a company that allows us to do that. And so why not you? And so it's going to be great to hear Jorge talk about, you know, what he sees is the difference between the average and the great people, what they do to make sure they stay on the side of greatness. And so Jorge, congratulations, Jorge, on breaking through to the million. I know the race is on to the two million and the three million. And the faster you get there, the faster the people underneath you are going to be able to break through the million themselves. So congratulations. And it's going to be fun to hear from you what's in your mind at this great point in your career, what you've learned, what you're focusing on. So take it away, Jorge. I thank you. Thank you very much. Yes, definitely, definitely nothing happens, nothing happens to us if we don't have the right environment. Okay. And thank God we arrived, we get recruited by the Naranjo Hierarchy. We were a replacement of Miguel Illich. So everything starts when you have the good trainer. When the trainer, when the coach, when the person who is training somebody has the vision, has the mentality, has the empowerment, has, you know, the hungry, has that, definitely you're going to find more people like you, okay, with the same hungry, with the same or the same vision one does. Everyone, everyone, everybody wants to be somebody. Everyone wants to have a nice life, a beautiful life, and have options, okay. And in that time when we started, we were looking for something, something to get a minimum, okay, a minimum $50,000 a month. And then when I get recruited for Miguel Illich, okay, you hear me, right? You hear me now? Yes, yes. Hello? You hear me, right? Okay, I'm there? Yeah. Okay, awesome. Okay, so in that moment when I get recruited for Miguel, he told me, hey, George, last month I get paid $8,000, and this month I'm going to get paid $50,000. I'm going to end the year more than $150,000 a year. Do you repeat that again? You're going to get paid $50,000 a year. Fifteen, and I was looking at that, I say, okay, I can't get paid that money, $50,000 to me, that's going to happen to me? Yes. You're going to train me? Yes. The next question was what I have to do. That's it. That's it. You don't, okay, but it's too hard, but how is that? Give me more information. No, no, no, no. You, as a trainer, you have to recruit people, a lot of people, a lot of people, a lot of people, okay, and then you're going to find that third. You're going to find that diamond. You're going to find that player. You're going to find other people, you know, crazy people like you, and then in that moment it started, and what do I have to do? Two by $3,000. Three by $3,000. That's it. Okay, let's go now. Call Mary. Mary, yes, George, give me your social security. For what? Forget about it. Just give me the number. I have to do something. I get recruited by my wife. I get recruited by another person. I do my two policies, and then I find another one, so I started, okay, with the same hunger. I saw Miguel working like crazy, okay, working fast, getting results, and then we get, in the four months, okay, working with Miguel, he got promoted to RVP, and then we were part of the replacement of Miguel. We started working with William Lorena, so we have now the big vision, the experience, and the mentoring of William Lorena, so every time they were selling the vision, they were earning in that moment $500,000 a year. I was broke because I was working on construction, and, you know, at the end of the 17 years, I was in the same place, but I was looking for something different, something different, something different, so we find that, so in the beginning, they teach us the power of the license, the power of promoting, the power of recruiting, the power of, you know, build a business, which is giving to you tomorrow the independence that you want, so we see on them the independence. They were traveling. They were building a nice, strong hierarchy. They were, you know, have a nice family, so we copied that greatness. We copied that model for us. Everything, everything that they do in the moment they did, we copied, everything, you know, the work ethic, the appointments, the speech, everything, because we don't know, so we started copying a model, a system, which is they have results already doing that system. Miguel copied that model, okay, that system, and then started getting results, and then why not me? I just, I don't know, you know, you don't have to think. You don't have to say nothing. Just you have to copy, copy the same system that they are teaching you, so we copied the same model, recruiting a lot of people to license, a lot of people to license, a lot of people to come to the office and get training, a lot of people to come here to copy the same system and then build the same model of business that I was doing in the moment, okay, so I started looking more people. We find more people, good people with hungry, with the same work ethic, and then copy the model. In that moment, Will and Lorena, 2017, when they crossed in the million dollar, they were doing 200 by 200, with 20 regional leaders, so that's why our goal was have a minimum 20 regional leaders, because we want that kind of business, because if you don't have, okay, enough, at least, as an RVP, at least you want to have maintained in your ratio at least 10 regional leaders, because 10 regional leaders represents 100 by 100 every single freaking month, so I want that model. I want 100 by 100 minimum, but I don't want that. I don't want the minimum. I don't want to be average. I want to be great. I want to be awesome. I want to be the best. I want to be, you know, number one. I want to be doing something different. I want to more, because if it wasn't Lorena in the past doing 20 regional leaders, why I don't have today 50 regional leaders, because I know the model. I'm going to stop, so now we crossed the 20 regional leaders last year having 20 regional leaders. That's why we're doing 300 by 300, 200 by 200, almost 200 by 200 last month on February, on a short month, okay, and then like 10 days in Hawaii, everybody's traveling, everybody's sick, everybody, and then we're doing almost 200,000 in premium. Why? Because we have leaders, and then when you have that kind of quantity of leaders, that kind of quality of leaders, it's definitely, you're going to have more RVPs, and then we came here to develop RVPs. We don't come here to start just Maria and I working, you know, along with two division leaders or four, that's just a leader. No, we came here to copy the same system, follow the direction that William and Lorena are teaching us, and then that's why we have that kind of result, okay. I remember when we was in the first MIT, and I don't remember that the million-dollar earner who is speech at the moment said, okay, that the average of the 80, 85% of the RVPs never promote another RVP, so that's not going to happen to me, never in the life. No, no, no, no, no, no. I need to run. I need to go faster because I don't want to be part of the average person, average RVPs. I want to be a real RVP, a real leader, a real. I want to be a legend. I want to be a legend on this company because I see legends. I see R. William, Bobby Wilson, all the leaders who is leading right now, the company. I want to be part of that guy, that club. I want to be part of that club. I love being a member of the 1% club, but just here in Pramerica, you have that opportunity, just here, so Maria and I identify, okay, that opportunity, and that's why we never stop. We are freaking fear. We have fear, physical fear to putting away our foot of the accelerator. I don't want to move any single millimeter of the accelerator. That's why I bought a Ferrari because I want the speed. I want to go faster. I want to be an example because I see right now the example here in the hierarchy. Miguel crossing, I think this month, the next month, is crossing $3 million, okay? William Lorena crossing next month $6 million income in a year, so that is crazy. We're in the, I don't know, close to us or where we have that kind of opportunity, okay, in the U.S. Everybody here on the call, everybody who is listening has the same opportunity, has the same system, has the same company, has the same everything, has the same, but nobody, not too much, who is listening right now has the same work ethic, the same vision, the same hunger, or the same, you know, spirit to willing to work, okay, have the drive, because I don't know, they come for us, or they don't have, they just appointed, you know, the coach, oh, my coach is not working, or my RVP, no, do your job, buddy. Do your job, okay, and be part of the greatness, because I just see that example, William Lorena, nobody recruit them. They called, okay, they called an office of ProMedica to get recruits, so somebody probably, they are waiting for another person to move, or help them to, you know, have the great life of they want. Nobody call you, nobody is going to push you, nobody, you have to do it, so William Lorena just teaching us how the way, oh, Maria and I do the job, okay, do everything, we expose them, we go out to find that person who is waiting for us, waiting for get recruit, waiting for the opportunity, praying for the opportunity, like we are, okay, praying for our opportunity, and then today the result is because we are working together with the same vision, we are not working, you know, plugged into the hierarchy, okay, and then the result right now is because everybody in the hierarchy is a teacher of the other one, okay, whatever Miguel is doing, whatever Diana is doing, whatever Juliana is doing, whatever Juan Hernandez is doing, whatever Lorenzo is doing, okay, is help also at the same time our hierarchy, and whatever Maria and I are doing right now is helping them, okay, as well, so our vision right now is have 50 regional leaders in the Bayshore, okay, we have right now four RVPs, we just got the new RVP, Rafael and Adelina, they get promoted in January, okay, living a 130 license, doing for almost three years, almost three years, personal 15,000 premium, three direct development, that person, okay, helping them in growing, and then that's why they get the promotion, because he works in the fundamentals, it's our fourth RVP, we're looking for this year to promote two more RVPs at least, why? Because we have 20 regional leaders, okay, that's why we are waiting for more promotion, because we have leaders, we are always looking how many leaders we have, okay, if we don't have, I'm looking for this, I'm thinking on this, okay, we have three RVPs right now, four RVPs right now, okay, how many, how many, how is looking the future of my Bayshore, my business, I have more regional leaders to promote, yes, okay, I'm doing well, but I'm going, I have regional leaders, yes, now, what happens with those regional leaders if they get promoted? I have enough division leaders to replace that regional leader, okay, the question is, oh, I have the basis strong, I have division leaders enough, okay, if you have 20 regional leaders, you're going to have at least 60 division leaders, 80 division leaders, because if you have that quantity of division leaders, for sure, you're going to have the next month, two or three new regional leaders, okay, and I hope those regional leaders are direct to you, don't wait as an RVP or leader, don't wait all the person, they are developing, no, you have to develop direct person, direct division, direct regional leaders, and then you're going to have direct RVPs, okay, so that's our philosophy, and then if you have divisions, okay, 40, 60, you're going to have, okay, what is the replacement of those divisions? More districts, you're going to have more districts, okay, if you have 80, 60, 80 divisions, you're going to have 100, 150 district leaders in your Bayshore, that's looking at big Bayshore, that is the view, or the big picture of the big Bayshore, okay, you're going to have, or you want a big Bayshore, start with your example, start recruiting direct, direct district, another direct division, another direct RVP, regional leader, and then you're starting improving, pushing your Bayshore, you know, showing how you build this business, that has been, okay, my work ethic, that has been my day-to-day, my week-to-week, month-to-month, and year-to-year in this last almost, almost nine years in the business, and this, that's my way to teach my people, to train my people, I don't know, I'm very. Jorge, talk about, I mean, you've got the mindset of a champion, without a doubt, and that doesn't happen on its own, what else doesn't happen on its own is to make sure the team has the same mindset as you, and the same vision as you, so talk, talk a little bit about what you do to ensure that everybody on the team is on the same page, and has the same, the same mindset as you, as far as building the Bayshop, getting the next district leaders, the next regional leader, talk about what you, and how you get to make sure the new people get that same vision that you have, so everybody's on the same page. Yeah, it's easy for us, I don't, you know, I just telling, you know, easy as telling what kind of a life or life you want, okay, what kind, because I don't have, I can't show you something different that I'm, that I did, and I'm doing right now, so if you want, and you started working with me, I just have one way to train you, okay, and the one way to train you is, okay, is to have these results, what are, what are the results are you looking for, okay, if you are looking results, okay, to have, I don't know, a regular life, or that's not my way, okay, if you want to train you, if I want to train you, you have to follow this, okay, I follow the Miguel at the beginning, then I get a replacement, I get a replacement, I follow the direction, and I have the results, okay, if you want those results, you have to follow what I'm teaching you right now, the way is, I did, okay, I did the philosophy of recruit a lot of persons to training, and developing, and licensing, okay, I have this, we can promote, and then we go out as a new RVP with more than a hundred licenses, okay, and I start doing 30 by 30, 30 by 30, and the next, the next month, okay, as a new RVP, that's our, that's our, our history, our, our track record, and then that's the, that's the only way, okay, I have to teach you, okay, you want that life, we show them the results, we show them the income, we show them, you know, the way what we're doing, and then we're still doing, we are, I'm right now, I'm here in the office, okay, every single morning, I train them, hey, that's the way we build this business, stay at the office, okay, early in the morning, get training, and then when we finish the training that we have in the morning, go out to start looking new person, recruiting person, okay, a new person direct to you, okay, and then come to the Saturday, come to the Saturday to help them to the license, okay, and then do like personal production every single month, that's it, okay, and then we sell the vision, we show the results, we show the results, okay, and then that's, that's why we recruit a lot of person, because nobody, not everybody is going to do the, you know, that, and you're teaching, you're telling them, okay, not everybody, but if you have enough recruitment, okay, recruiting every single month, you're going to find those key persons, those crazy people like you, like me, who is looking for this kind of opportunity, so I don't, I don't fight, I don't fight with the people, I don't fight with the numbers, I just recognize at the beginning that everything is numbers, everything is statistics, okay, so we have a lot of recruitment, put it in the state system, and then we have a lot of districts, we have average 15, 18 to 20 district leader average monthly, that's why we are number one district leader producer, because we recruit a lot of person, and then put it in the system, the system is with intention, okay, we are intentional, intentional to find people to train, to train them to licensing, and bring to here, okay, we don't, we don't do too much, we don't do too much, just speech, our speech is the same one, me, the same speech with me and the regional leaders, so me, the new RBPs, and the regional leader, we have the same speech, everybody is coming, everybody person new, okay, they don't have another option, they just follow our system. All right, fantastic, Jorge, I'm going to jump in here real quick with the mid-call announcements, and then we will keep it going, see if maybe Rafael wants to jump in with a question, but here we are with the mid-call announcements, check out Larry's podcast, this week's episode feature Bill Arrender, who is a renowned leader in financial services, and the author of several books, to listen to this week's call on our replay line, or download the call on wydellonwinning.com, click on the big hitter link at the top of the page, and enter username P-R-I-U-S-E-R, and the password go, go, go, both all lowercase. The replay number for this line is 667-771-7907, and the PIN is 982755-POUND. To stay in touch with Larry, follow on Instagram, Twitter, and Facebook, and be sure to follow at Big Hitter Club on Twitter for all your Big Hitter updates, and be sure to leave your thoughts and comments on this week's call. Rafael, do you want to jump in with a question for Jorge? Yeah, yeah, sure. I have a question here. Coach, can you hear me? Yes, I hear you. Okay, so what do you think is the most important thing or the two most important things when you're building a big team, right, a big day shop? But in terms of the people, I don't know if you remember, we were talking the other day when we left Junior Colombia, that people sometimes they don't want to spend time with their team, right, but you are making more than a million dollars a year, and since you come all the way here to Orlando and share that extra time after the training with us, why do you think people don't want to do that, and does that make a difference in building a team? Yeah, I remember that. That's a good question. Yes, the important thing is when you recognize, okay, that you have people and then you spend time in your team. I'm seeing it that way. I'm seeing it that way. I'm investing, not spend. I'm investing time, okay, showing what I'm doing, okay, getting, you know, creating relationships with that person who is trusting in you, okay? That person is trusting in you and what you say and what you are doing in your philosophy, in your office, in your school, in your system, okay, in your team. So important is, first of all, that you have, okay, the commitment, that you have the passion, that you have the energy, you have important, you have that, because if you don't have it, you can't show it. You cannot show it. You cannot, you know, give it to nobody. First of all, you have to get it. You have to get the passion, the vision, okay? You have to have the mentality. You have to have the drive. You have to have the willingness. You have to have, you know, that in your heart, okay, and in your head, okay? You have to have it, and then when you have it, and then you want to transfer. I want to transfer to you what I know. I want to transfer to, you know, every single person who is following me, okay, just in the office, okay, and two or three layers, two or three agents or two or three persons, you know, approach to me because they recognize if they are close to me, they are getting, you know, that empowerment, that vision, because probably they don't have it right now, okay? So important that you have the belief. You have, you know, that kind of vision, and then you can transfer to them. So for me, it's also good to invest, you know, continue going to the office, Orlando, here in the office in Miami, because I want to invest in your mind. I want to get closer to you, okay, as a new RVP or as a new regional leader or as a new agent in my base shop, okay, because I know if I'm close, I'm, you know, available. I'm available for the new person. Get connected to this kind of vision, mentality, focus, work ethic, discipline, everything. If they are exposed to me, the enough time as possible that I can, for sure, I'm going to transfer that person in a new person. I have probably, you know, the ability to help that person because I'm available. Probably the muscle leaders, you know, the mistake is because they are making money, they are traveling, they are at home. Now I did the job. Now then they have to do it by themselves, okay, and they don't have any clue how the leader thinks, how the leader resolves the situation, how the leader probably has the ability to, you know, to talk to them or transfer the vision. So the important thing is if you want to build a big base shop, you have to be available to your person, to your guys, to your players, to your RVPs available and create, you know, honest, you know, power, strong relationship with them because they are trusting you, okay? They are trusting you. And then you have to show them that you are here for them also because I know this kind of, the life is, you know, it's not easy, you know, has a lot of challenge, you know. When you are here and then helping them in those challenge as a, you know, as a friend, you know, as a mentor, as your upline or coach, okay, you get they admire to you, okay, and you don't follow a person who you don't admire, okay? We admire Will and Lorena. That's why we follow them. That's why we call coach because we admire a person who was, you know, honest, humble, you know, workaholic and a good person, good family, good friends. And then you want person like that close to you. So for me it's important, okay, giving that kind of time, okay, to my ratio and also my hierarchy and even the person who was not, you know, part of my business. But I know when we are starting, you know, putting that seat in the floor, everybody is approaching that floor. That's for me an important thing. Jorge, what do you do to, what things do you have in place to keep your guys accountable every week? What kind of scoreboard do you keep or what kind of contest do you run, inter-office competition and scoreboards, just to make sure everybody is kept accountable week to week to make sure those numbers are growing? Yeah. Honestly, I'm not the person who is behind my guys week to week, no. I never do that. I never do that. I never do that because Willie never do it with me. I constantly review, okay, to see if I'm doing well, doing a good job, okay, as a coach. You know, going and then I'm going back in those years and then Willie was calling me every single week to see if I was doing something. No, POL. POL for me, I just open my POL and see my guys doing something, okay. Every single week, no, I don't call them because for me, I'm thinking I'm the person who is, everybody has to do their job, okay. If they are not doing their job, it's my fault. I need to find more people, okay, because I have no, for me, I don't make sense, okay, to start, you know, behind them, hey, you have to do recruit for this month. You have to do one recruit for this week. For me, I'm not a person for that because I came to here to independent life, no dependent life. So if I have to do that, probably I don't in this business. But we just do, we do incentives, okay, incentives in the month, okay. Probably it's a lunch with one of the leaders. Probably a lunch with Willie and Lorena. Probably it's an electronic, an iMac, an iPad, an iPhone, okay. We, yes, every single month we do something as an incentive, okay, and then the player will win, okay. And then we find the player and then we tell them, hey, I hope you're going to win this, you know, lunch or this incentive that, okay, if you are running a real running for RVP, you're going to get, you're going to, you know, win this contest, win this incentive, okay. I hope that. I hope that. I'm telling them, you know, in the office or, you know, a message by phone, I'm telling them, you know, by the players, just the players, just the leaders, I send a message. But I know that kind of contact was never, never, I did that. Even today, I don't call every single person as a contact. Hey, hey, you're missing one recruit or you're missing that. No. I just call them then probably twice a month, okay, and talking to them about the numbers. And, yes, we do every single quarter. Every quarter we close the quarter and say, okay, how you do the quarter, last quarter, and then how you have to fix for the next three months, okay. Closing the year, starting the year, we review the goals, we review the business, QBI, license, average, you know, and then the income, okay. Yes, we do that kind of accountability, okay. But also, at the closing of the month, we are, we do at the office, we put in like two or three tables and then we sit those two days or three days closing the month, and then we start, we are there working with them, okay, on those two or three days closing the month. We have years doing that, okay, and helping them in those days in the closing. Because I want to be there when they are closing, I'm there closing with them, okay. As a new agent, as a regional leader, I'm here in the office closing with you. I'm calling in person, show me what I'm doing, okay, why you are, you know, no appointment today. I'm calling in person, you have to call in person also. So that's my kind of accountability. All right, very good. So you don't waste any time with the guys that aren't working. Set the contests up, see who's going to go for them, and if you're not getting the, you just keep getting new people, because the new people, the new guys that are self-motivated are the ones you want, so you're not going to waste a lot of time trying to goose people along, get them going, this, that, and the other. If they're not going to do it on their own, you're not going to waste time, you're just going to go out there and get more people. Is that right? Yes, yes, yes. That's my message with the guys. If you have people and they are the same system, you are teaching them, okay, as a group, as a team, and then some do, some don't, okay, I work with who is doing something. The other ones just are giving time, just treating, you know, well as well, but I have to find, as a leader, you have to identify if you don't have, you know, enough leaders. You have to find more. And as a leader, when you get another person and put it in your vision and tell them, hey, I have a new person here, and develop new person, new district, new division, a new regional, okay, your people, what they say, what they think, oh, shoot, man, this guy is not tough, okay, why this guy is doing that? I'm not doing this. So then you start, you know, that fire inside them and start working, and then by themselves. That's, for me, the best example than a screen day, hey, doing meetings, why you don't have the number, blah, blah, blah. No, no, I'm going out, recruit another person direct, okay, and develop a license, and then that's my way to train my people. Jorge, talk a little bit about what you were doing before Primerica, how you got involved, what your mindset was, what your vision, what the possibilities of visions for your life might be before Primerica, and then now that you've been here and had great success, talk about life after Primerica as far as where your life was, where your direction you're headed or your mindset and all that, but where were you before the company? Well, my days before I grew up, you know, I was in construction. I know everybody knows that. Working on construction since I came here to Miami in 1999. I have 22 years old at the moment, so I came here to the country of opportunity. So I find an opportunity to have a job. And then I start that opportunity, start working in construction, doing public works, water, sewer, drainage, roads, bridges, sidewalks, asphalt, everything new on the ground here in Miami. So I start working, learning. So I learn as a laborer, as a helper here with a shovel, with a pick, doing something in the floor. But I see something then. What I'm doing here? I have 22 years old. What I'm doing here? I don't want to be here, okay? I want to go out and have a better job. But that's what I have at the moment. So I was there and thinking, oh, that person in the equipment on the caterpillar, track horse, that guy, he doesn't get, you know, dirt. I have to learn that, okay? So in that time, I learned how to operate the machine. So I get operator. And then after that, man, that guy on the truck never gets dirt also because that guy needs, you know, reading the blueprints and doing that, get direction on that thing, and then I have to learn that. So I learn how to be a foreman, how to be a superintendent, and then I was the new superintendent of the company. And then after that, I say, man, I can do this job, okay? I can do this job. So in 2008, I opened my own company and I started doing the public work by myself. So I know that I came to here to don't stop in the same place for years. No, I came here to grow, to, you know, to earn money, to be better. And I now have the opportunity. So it's my ñ I just recognize my own work ethic and I know I can do it. So I start learning, learning, learning. But at one moment, doing the jobs and doing, you know, a lot of jobs for the county, I realize I say, man, every single contract is the same. They are frustrated. They are struggling. They are doing this and that. I don't want this for the rest of my life. I need to get out of here. I need to get out of here. But for where? I was earning, in that moment, 2013, 2014, around $250,000 a year. $250,000, $260,000 a year. But I don't want that kind of life. So I tell Maria, hey, Maria, we have to do something different. We have to do something different. I'm tired of this. A lot of years in construction. And Maria, you know, Maria, okay, George, but what? Because we have a nice income, blah, blah, blah. Just relax. Don't worry about it. You know, wait for ñ no, no, no, no. I need to do something. So I closed the company in 2014. I closed the company and then I lost everything. We, you know, we're wasting all the savings. I sell the machines, everything. And then we start looking for something, okay, looking for something, looking for something different. And then that moment came a friend of mine and tell, hey, George, I have something to show you. I have something to maybe probably ñ I see you here doing this because I know you, you're liking, you know, you are so work heady and then you're looking for better. You are a businessman. So I see you doing this business. Okay, come to my house. And then that guy, his name is Pedro, comes to my house with William Laranjo. But in that moment, nothing happened. I didn't get recruited in that moment. So I really do the presentation and tell him, okay, okay, I'll let you know tomorrow. I'll call Pedro tomorrow. And then William Laranjo really closed the iPad and then left. So this guy was doing the, you know, the following with me, the follow-up. And then one day I go to the office and then that day in the office I met Miguel Illich. And I start working with Miguel Illich and start doing the business. So I tell a friend in the construction, I tell them who is my recruit, by the way, I tell them, hey, give me five names. Give me five names in the construction environment, okay, that you know who is making money. And that guy give me five names, okay. And then the next question I ask him, okay, and now tell me of those five names, if you want the life of those five people. And the answer is, no, no, no, no, no, I don't want the life. That's why I get out of the construction, because now I have a new life. Now I have the opportunity to dream. Now I have the opportunity to have options. Now I have the vision of the future of my life. Now I have peace of mind of my present and the present of the future for my family. Now I have control of my finances. Now I know what I'm doing with my money. Now I'm investing every single minute of my life in my life. Now I enjoy every single day, okay, for me, I remember you, Larry, when you and Mar-a-Lago say every single day is Christmas, every single day is Thanksgiving. So I remember that every single day saying, wow, today is Christmas, today is Thanksgiving. I remember that. I never forgot. And that is, I don't know, six, seven years ago. And I remember that. Man, I want that. I want to enjoy seeing the tree and say, oh, look at that beard, because I don't have nothing worrying my head, because everybody is worrying. I was worried. I was almost dying. I was so stressed and frustrated, you know, in the construction area. Mar-a-Lago also as well. So come here to America, it's giving back to me the ability to dream, to dream, real dream, dream to putting everything what I want in my mind, because I know it's going to be real. It's going to be my life in the future, because never in my life, Larry and Adam and everybody, never I was dreaming in the past buying a Ferrari. Never, never, never. And I'm in Miami. I go to Miami Beach, ski, you know, downtown, and you saw those kind of cars, but never you have that chapter open to you. Never. Never. It's for another people. It's for the rich people. It's for another guy. Not for me. I never dream in that, okay? Just you drive your Corolla, your Ford, and your Chevrolet. Don't sit like that. Don't sit there. No, no, no, no, no, no. Now, okay, I have, I know, and everybody can do it if they build a nice, big, and strong passion. When I, Willie and Lorena, bought the first Ferrari, my first question, Willie, when you was ready to buy this Ferrari? Five years ago. And why you don't buy five years ago? Because I need to have minimum $1 million income annually, and then have a million-dollar lease savings. So when they close the million-dollar in income, okay, in the company, then right after they bought a Ferrari. So I'm going to do the same thing because I want that example. I want that life. I want that business. I want that. So I have to copy that. I have the ability and I have the money to pay this car five, six, a year ago. But why I wait? Because I follow the direction of my coach. I'm a coachable guy. I'm a coachable athlete because I was doing fencing. I'm a fencer many, many, many years ago. I stopped doing fencing because I start my new life, building my new life, and I stopped when I started doing Pre-America. I stopped everything, everything, everything, everything, just one thing. Pre-America was in my head. That's it. I don't want to invest in any other area of my life until I get to succeed. When I get to succeed, okay, now I'm going to buy a Ferrari. Now I'm going to the beach. Now I get some traveling out of the Pre-America trips. Now, not before, now. So now the life is amazing. My family call me right now, a friend call me, hey, George, where of the war, what part of the war are you right now? Because you are traveling every single now, yeah. But before they call me, hey, you're working too much. Hey, you don't come to the party. You don't go to my birthday. You don't come to this family. You don't enjoy your life. You're going to die. Now they tell me, hey, man, what a life. Wow. Congratulations. I know you can do that. I know. Yeah. Bullshit. BS. Because in the beginning, nobody wants and nobody sees the future. But if you are close enough with your coach, close enough with your mentor, close enough with that philosophy or that kind of result that you want, sooner or later you're going to get it. But you have to do your job. A hundred percent commitment. A hundred percent commitment. A hundred percent commitment, and you're going to have the kind of result. Fantastic, man. What a great story. What a great success story. And, you know, you're just getting started. You're going to keep exploding. It's exciting to watch you explode. And we've got a couple more minutes left, but we have another five minutes. Real quick, talk about what your vision is going into the convention for your team. Well, first of all, I want to, for my team, always is selling the vision because for our first convention, we were so frustrated just starting the business. Marie was a licensed guest. Me, I was a business leader. We don't have money in the bank. We was, you know, no money, out of the money. And then we started. We follow our directions, and then we don't stop on the struggling in the moment. So we see the challenge, and then we knew we have to be better of that challenge. And, you know, coming back with that vision, coming back with that kind of experience that we lived in that convention 2015, and then coming back with a vision, with a plan, okay, to put it in place and start working. We not stop until we get the result. So we return in 2017 as a number one regional leader in the whole company. So we sell, okay, that kind of history or result because we always said, Jorge, do your job, don't stop, continue working, because everything you're doing right now, that's going to be your story. You're going to talk the rest of your life on what you did. So I'm freaking fear to don't do, you know, something bigger, because if I have to talk tomorrow what I did, I want to talk something big to inspire you to do something big as well. So for me, it's so embarrassing to tell, okay, yes, I didn't go to the convention because I don't have money. No, I went there. I remember I was crying, crying, with my, you know, getting the hand to my wife and tell, you know what, we're going to pass through this. This is for something. We're going to do this. Just work together. And then we come together, okay, and revert everything on our lives in that moment. So just passing through that situation. It's not a problem, it's a situation. So I always tell the team, if you are really committed to you, not with me, to you to change your life, you need to be there. You must be there. You need to change your life. I changed mine already, but I'm, you know, trying to tell you, you have to invest in your life. Buy the tickets. Get registered, okay, and then you don't go alone. You don't go alone. My team right now, okay, is every single day get a registration with ABI people. Every single day. Right now we're selling the convention every single day. Every single day. We just bring another teacher. We're giving the person who gets the license a teacher with a facial and impress, okay, impress in the arm, okay, march to the convention, march to the convention. Every single training every week we talk about the convention. We congratulate the person who was registered already. We make a video. We talk about that, okay, because for us it was before and after our life. The convention, it was that moment, that epic moment that we buy the vision. And then, by the way, you have, just you have, guys, you have March, April, and May to change your life, to start selling the vision and start doing something bigger enough to pass through the, you know, another milestone, another diamond, to get a contract, to get a license, to get recognized there in the convention. But if you're missing those three months of work, you know, a lot of work, if you're missing those three months until convention, you miss this year. You're going to miss this year. If you miss this year, you miss the next three years until the next convention. So watch out what you are doing right now. Watch out what you are doing day by day. Because if you are not investing those three months with no sleeping, no stuff, nothing, you know, work like crazy, those three months, for sure, you're going to be something different. You're going to be another person, and your business is going to look different from here to the end of the year, for sure, guaranteed. Thank you. All right, fantastic. Great call this morning. Rafael, leave us your final word, and then Jorge, you leave us your final word, and we'll put a wrap on the call this morning. Yes, as the coach said, this is the final run to the convention, right? And we are focused on that, and I think everybody has to be focused on that, where we will be at the convention, right? How much, what milestone are we going to receive, and how much people are we going to bring there? I think that's the focus now. Everybody that we recruit in these months, March, April, and May are the people that are going to go with us to the convention, and after that, right, after we take those people there, that's the people that's going to explode in our business, right? That's the people that share that moment, that excitement over there, and that's my final word for you guys. Focus on the basics and focus on how much people are we going to bring there so we change our life when we get back from there. So thank you, guys. All right. George, you want to leave your final word? Yes. Just think on this. How are going to look your base job right now, even if you are regional and if you are RVP right now? How are going to look your base job if you have 10, 20 people, 20 regional leaders right now? How are going to look that? How much is going to be your income? How much is going to be your bonus if you are RVP? And if you are a regional leader, imagine how are going to be that contract sign, that moment, if you are 20 regional leaders in your team. How are going to look your first month as an RVP if you have 10 to 20 regional leaders in your base job? Imagine that. And if you want that, start working right now. Recruiting direct and start doing, you know, the freaking monster in license. Help them know your system in each state to start licensing people and start developing direct regional leaders and direct RVPs with license. Thank you, O'Leary. Thank you, Alan, for inviting us. All right. Thanks so much, guys. Great call this morning. Fantastic job. Thanks for being on. Another exciting call this morning. Appreciate it so much. You guys have a great rest of your week. We will talk to you soon. Thank you. Thank you very much. Great job. You guys did great. And don't forget Bill Rinder is going to be out this week on the Million Dollar Mastermind. He did a fantastic job as well. So let's do it then, guys. Talk to you later. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye. Bye.