Call with Conference Call (Rvp)

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S… Speaker 1 (Call with Conference Call (Rvp))

do you do RVP conference calls?

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S… Speaker 2 (Call with Conference Call (Rvp))

And I said, yeah.

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S… Speaker 2 (Call with Conference Call (Rvp))

And they asked me a question.

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S… Speaker 2 (Call with Conference Call (Rvp))

What's the purpose?

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S… Speaker 1 (Call with Conference Call (Rvp))

Like, why do you do an RVP conference call?

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S… Speaker 2 (Call with Conference Call (Rvp))

What's the purpose?

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S… Speaker 1 (Call with Conference Call (Rvp))

And I just wanted to go over what I

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S… Speaker 2 (Call with Conference Call (Rvp))

said to this leader that when they asked me at dinner,

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S… Speaker 2 (Call with Conference Call (Rvp))

one of the million -dollar earners,

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S… Speaker 1 (Call with Conference Call (Rvp))

why I do RVP conference calls.

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S… Speaker 1 (Call with Conference Call (Rvp))

And really,

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S… Speaker 1 (Call with Conference Call (Rvp))

I said, it's all about the A's.

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S… Speaker 2 (Call with Conference Call (Rvp))

And they said, about the A's?

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S… Speaker 2 (Call with Conference Call (Rvp))

I said, yeah, it's about accountability.

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S… Speaker 2 (Call with Conference Call (Rvp))

It's about activity.

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S… Speaker 1 (Call with Conference Call (Rvp))

helping people create activity.

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S… Speaker 1 (Call with Conference Call (Rvp))

It's about helping people take action.

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S… Speaker 1 (Call with Conference Call (Rvp))

And then the last thing is hopefully to add some value.

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S… Speaker 2 (Call with Conference Call (Rvp))

So let me kind of give a commercial.

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S… Speaker 1 (Call with Conference Call (Rvp))

for why we do an RVP conference call.

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S… Speaker 1 (Call with Conference Call (Rvp))

And if I'm not able to do them,

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S… Speaker 1 (Call with Conference Call (Rvp))

I always ask other leaders to kind of help out.

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S… Speaker 1 (Call with Conference Call (Rvp))

And then once a month or sometimes twice a month,

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S… Speaker 1 (Call with Conference Call (Rvp))

if somebody's got a hot hand or they've got some great stuff happening,

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S… Speaker 1 (Call with Conference Call (Rvp))

I think that can add some value for the teammates.

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S… Speaker 1 (Call with Conference Call (Rvp))

We'll throw some leaders in there and do that.

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S… Speaker 1 (Call with Conference Call (Rvp))

And that's why when I have an expectation and they say,

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S… Speaker 2 (Call with Conference Call (Rvp))

well, who plugs into that?

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S… Speaker 1 (Call with Conference Call (Rvp))

I said, whoever wants to.

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S… Speaker 1 (Call with Conference Call (Rvp))

It's never...

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S… Speaker 1 (Call with Conference Call (Rvp))

an opportunity every once in a while some of you guys don't plug in i'll send you a message hey i

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S… Speaker 1 (Call with Conference Call (Rvp))

saw you're missing a little missing in action but the other side of the

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S… Speaker 1 (Call with Conference Call (Rvp))

coin is if somebody doesn't want to plug into our conference call it's volunteer

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S… Speaker 1 (Call with Conference Call (Rvp))

we're all independent agents we're all we're all rvps we're all leaders we run and

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S… Speaker 1 (Call with Conference Call (Rvp))

operate our business any way we want um but

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S… Speaker 1 (Call with Conference Call (Rvp))

I think in order to build a team,

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S… Speaker 1 (Call with Conference Call (Rvp))

you've got to be part of a team.

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S… Speaker 1 (Call with Conference Call (Rvp))

In order to have accountability with your teammates,

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S… Speaker 1 (Call with Conference Call (Rvp))

then you've got to be accountable to someone or something,

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S… Speaker 1 (Call with Conference Call (Rvp))

and you're not going to ever build a business,

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S… Speaker 2 (Call with Conference Call (Rvp))

ever going to build a business.

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S… Speaker 1 (Call with Conference Call (Rvp))

unless you're following the direction of someone or something else.

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S… Speaker 1 (Call with Conference Call (Rvp))

It doesn't have to be this,

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S… Speaker 1 (Call with Conference Call (Rvp))

but it's got to be something that you're selling out to because none of us

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S… Speaker 1 (Call with Conference Call (Rvp))

are bigger than the team.

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S… Speaker 1 (Call with Conference Call (Rvp))

None of us are bigger than the direction that the company's going in.

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S… Speaker 1 (Call with Conference Call (Rvp))

And so it's amazing because I watched,

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S… Speaker 1 (Call with Conference Call (Rvp))

there was probably $10 million earners,

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S… Speaker 2 (Call with Conference Call (Rvp))

$8 million earners that spoke at this event.

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S… Speaker 2 (Call with Conference Call (Rvp))

Anyone,

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S… Speaker 1 (Call with Conference Call (Rvp))

the only people who spoke were million -dollar earners at this Pastor Lamarck RVP

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S… Speaker 1 (Call with Conference Call (Rvp))

retreat that I was,

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S… Speaker 1 (Call with Conference Call (Rvp))

i was the guest speaker at and what's amazing is they're learning

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S… Speaker 1 (Call with Conference Call (Rvp))

about earners that maybe their business is a little flat or their business they're making money they're

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S… Speaker 1 (Call with Conference Call (Rvp))

doing well but they didn't plug in and then some of their guys didn't plug in and

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S… Speaker 1 (Call with Conference Call (Rvp))

i had some people on the west coast that sent me a message on social media and said to me

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S… Speaker 1 (Call with Conference Call (Rvp))

hey man i didn't know you were going to be i didn't know hector was doing an

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S… Speaker 2 (Call with Conference Call (Rvp))

event and they said and i said uh you

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S… Speaker 1 (Call with Conference Call (Rvp))

and hector hierarchy

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S… Speaker 1 (Call with Conference Call (Rvp))

No, I didn't hear about it because some of the leaders don't plug in.

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S… Speaker 1 (Call with Conference Call (Rvp))

And so it doesn't matter to me what somebody plugs into,

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S… Speaker 1 (Call with Conference Call (Rvp))

but you've got to be plugged into something bigger than you.

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S… Speaker 1 (Call with Conference Call (Rvp))

You've got to be able to cheerlead the direction that you're

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S… Speaker 2 (Call with Conference Call (Rvp))

going in.

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S… Speaker 1 (Call with Conference Call (Rvp))

And as great as Joe Ensor was and as great as Bob Saffer was,

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S… Speaker 1 (Call with Conference Call (Rvp))

they were always selling the next level.

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S… Speaker 1 (Call with Conference Call (Rvp))

They were always selling.

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S… Speaker 1 (Call with Conference Call (Rvp))

uh the direction that the company was going in that was the strongest forte

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S… Speaker 1 (Call with Conference Call (Rvp))

in my opinion the strong point that they had in building their business working

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S… Speaker 1 (Call with Conference Call (Rvp))

the front end of the business and selling the direction of the company so i'm going to cover some stuff

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S… Speaker 1 (Call with Conference Call (Rvp))

with you today but i wanted to share with you one is accountability i think

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S… Speaker 1 (Call with Conference Call (Rvp))

getting on a call for 15 20 minutes sometimes 30 minutes and if there's some more training

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S… Speaker 1 (Call with Conference Call (Rvp))

we'll sometimes we'll go 45 minutes okay um i think

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S… Speaker 1 (Call with Conference Call (Rvp))

i think having having an accountability and

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S… Speaker 1 (Call with Conference Call (Rvp))

helping you so that when you get off a call like this,

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S… Speaker 1 (Call with Conference Call (Rvp))

hopefully there's something that someone says or something that someone talks

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S… Speaker 1 (Call with Conference Call (Rvp))

about that's going to help you create activity.

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S… Speaker 1 (Call with Conference Call (Rvp))

Sometimes it's competition.

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S… Speaker 1 (Call with Conference Call (Rvp))

Sometimes it's looking to the left and looking to the right and taking excuses

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S… Speaker 1 (Call with Conference Call (Rvp))

away from ourselves because you get on a call like this and you look at what some of your

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S… Speaker 1 (Call with Conference Call (Rvp))

other leaders are doing or some of your peers are doing,

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S… Speaker 1 (Call with Conference Call (Rvp))

and it eliminates our excuses.

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S… Speaker 1 (Call with Conference Call (Rvp))

excuses for why all recruiting stuff or sometimes we're not where we want

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S… Speaker 1 (Call with Conference Call (Rvp))

to be or sometimes it's the same old same old and yet other people are

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S… Speaker 1 (Call with Conference Call (Rvp))

are or are creating activity two is for when you get off a call like

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S… Speaker 1 (Call with Conference Call (Rvp))

this hopefully it instills and creates action for you to go out there

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S… Speaker 1 (Call with Conference Call (Rvp))

and build your business and then the last thing is adding value and

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S… Speaker 1 (Call with Conference Call (Rvp))

let me give you an example whenever i get on here like today

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S… Speaker 1 (Call with Conference Call (Rvp))

What I like to do is do a little bit of training.

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S… Speaker 1 (Call with Conference Call (Rvp))

When I say training,

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S… Speaker 1 (Call with Conference Call (Rvp))

maybe cover some things I covered with our teammates last night in the

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S… Speaker 1 (Call with Conference Call (Rvp))

office, or maybe cover things from a Monday manager's meeting I did the day

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S… Speaker 2 (Call with Conference Call (Rvp))

before, the week before.

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S… Speaker 1 (Call with Conference Call (Rvp))

And let me tell you why I do that.

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S… Speaker 1 (Call with Conference Call (Rvp))

My suggestion is when you get on a conference call like this,

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S… Speaker 1 (Call with Conference Call (Rvp))

You have a pen and a paper.

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S… Speaker 1 (Call with Conference Call (Rvp))

And I would take notes if I'm going to do training or

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S… Speaker 2 (Call with Conference Call (Rvp))

the last speaker we had,

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S… Speaker 1 (Call with Conference Call (Rvp))

we had Sheldon Baptiste do it or sometimes Roy will just speak or we

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S… Speaker 1 (Call with Conference Call (Rvp))

had Ray Costello or David Kim or whenever we have a guest speaker that

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S… Speaker 2 (Call with Conference Call (Rvp))

pops on,

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S… Speaker 1 (Call with Conference Call (Rvp))

what I would suggest doing or if I'm going to cover some fundamentals with

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S… Speaker 2 (Call with Conference Call (Rvp))

you like I'm going to do.

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S… Speaker 2 (Call with Conference Call (Rvp))

today i would write it down why because what i'm going to cover

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S… Speaker 2 (Call with Conference Call (Rvp))

with you is something you can utilize in training it's something you can talk to your teammates

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S… Speaker 2 (Call with Conference Call (Rvp))

about it's something that you can use as a tool to

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S… Speaker 2 (Call with Conference Call (Rvp))

go out there and help you build your business as an example i did the meeting

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S… Speaker 2 (Call with Conference Call (Rvp))

last night for about 40 minutes in my office in venita springs last night

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S… Speaker 2 (Call with Conference Call (Rvp))

in florida i flew back to florida for a couple days and flying back to new

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S… Speaker 2 (Call with Conference Call (Rvp))

york on the way back from palm springs and

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S… Speaker 2 (Call with Conference Call (Rvp))

you know i stopped and did the meeting so as every time i do a meeting like last

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S… Speaker 2 (Call with Conference Call (Rvp))

night i put together hey man what could i talk about today that's going to add value but

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S… Speaker 2 (Call with Conference Call (Rvp))

you know as well as i do and we're doing meetings and we're going oh it's the same old same old some of us

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S… Speaker 2 (Call with Conference Call (Rvp))

do two three meetings a week some of us do daily meetings which we've

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S… Speaker 2 (Call with Conference Call (Rvp))

done hundreds and hundreds of meetings what can i do so every time i go to do a meeting i

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S… Speaker 2 (Call with Conference Call (Rvp))

say just like today's conference call what can i talk about today that i think could add

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S… Speaker 2 (Call with Conference Call (Rvp))

value what can i talk about

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S… Speaker 2 (Call with Conference Call (Rvp))

in the office last night that can add value for the new players could add value for the

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S… Speaker 2 (Call with Conference Call (Rvp))

rvps can add value for people that are focused on building their business so

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S… Speaker 2 (Call with Conference Call (Rvp))

there's always going to be something to add value so i want to talk about uh

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S… Speaker 1 (Call with Conference Call (Rvp))

i'm going to share some things with you today but i would if it was me what i would

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S… Speaker 2 (Call with Conference Call (Rvp))

do is i would take notes just like if i was out there at the school which i was this weekend

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S… Speaker 2 (Call with Conference Call (Rvp))

and i saw eight different million dollar earners ten different million dollar earners

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S… Speaker 2 (Call with Conference Call (Rvp))

speak for 45 minutes i got a

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S… Speaker 2 (Call with Conference Call (Rvp))

ton of information that I could add and that doesn't I didn't learn

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S… Speaker 2 (Call with Conference Call (Rvp))

one thing new but it reminded me of

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S… Speaker 2 (Call with Conference Call (Rvp))

other things that we already knew just like there's never going to be something I'm going to say on a call

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S… Speaker 2 (Call with Conference Call (Rvp))

like this or you're going to say on a Saturday training with your leaders that

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S… Speaker 2 (Call with Conference Call (Rvp))

have been here more than two or three years that they don't already know right that's

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S… Speaker 2 (Call with Conference Call (Rvp))

why I say it's not knowing what to do it's doing what you know I went out there with Hector's

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S… Speaker 2 (Call with Conference Call (Rvp))

team and I said man I'm not here to teach anybody anything

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S… Speaker 2 (Call with Conference Call (Rvp))

I'm not here to teach you shit.

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S… Speaker 2 (Call with Conference Call (Rvp))

What I'm here to do is remind you of stuff that you already know

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S… Speaker 2 (Call with Conference Call (Rvp))

that most of you aren't currently doing or most of you

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S… Speaker 1 (Call with Conference Call (Rvp))

stop doing.

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S… Speaker 2 (Call with Conference Call (Rvp))

And so the thing that I want to share with you today is kind of

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S… Speaker 2 (Call with Conference Call (Rvp))

just a mindset focus of what should our expectations

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S… Speaker 1 (Call with Conference Call (Rvp))

be.

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Before we do that,

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S… Speaker 2 (Call with Conference Call (Rvp))

our expectation is we should be growing.

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S… Speaker 2 (Call with Conference Call (Rvp))

Our expectation is if we want to build a hierarchy,

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S… Speaker 2 (Call with Conference Call (Rvp))

then we've got to build first -generation RVPs.

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S… Speaker 2 (Call with Conference Call (Rvp))

And if we want to build first -generation RVPs,

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S… Speaker 2 (Call with Conference Call (Rvp))

then we've got to build a base shop.

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S… Speaker 2 (Call with Conference Call (Rvp))

And if we want to build a base shop,

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S… Speaker 2 (Call with Conference Call (Rvp))

then we personally have to be engaged for a

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S… Speaker 2 (Call with Conference Call (Rvp))

period of time.

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Now, if you don't personally want to build a base shop right now and you want to maintain and just chill

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S… Speaker 1 (Call with Conference Call (Rvp))

out, then that's fine.

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S… Speaker 2 (Call with Conference Call (Rvp))

Then you don't have to do some of the things that we talk about on a weekly basis.

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S… Speaker 2 (Call with Conference Call (Rvp))

But if you want,

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S… Speaker 2 (Call with Conference Call (Rvp))

then I wouldn't even be on this call,

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S… Speaker 1 (Call with Conference Call (Rvp))

to be honest with you,

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S… Speaker 2 (Call with Conference Call (Rvp))

if I didn't plan on building a base or building a business,

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S… Speaker 2 (Call with Conference Call (Rvp))

I would just be chilling out,

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S… Speaker 1 (Call with Conference Call (Rvp))

right?

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S… Speaker 2 (Call with Conference Call (Rvp))

But if I want to constantly focus on growing and getting to the next level and

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S… Speaker 2 (Call with Conference Call (Rvp))

adding diamonds and growing my business and building my distribution and building

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S… Speaker 1 (Call with Conference Call (Rvp))

my outcome,

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S… Speaker 2 (Call with Conference Call (Rvp))

then I would be focused on the fundamentals.

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S… Speaker 2 (Call with Conference Call (Rvp))

And so the fundamentals are right now we are at the 17th of

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S… Speaker 2 (Call with Conference Call (Rvp))

the month and we're more than halfway through the month.

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You should be halfway through your goals.

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S… Speaker 1 (Call with Conference Call (Rvp))

Well,

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S… Speaker 2 (Call with Conference Call (Rvp))

I said it last week to go to RVP,

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S… Speaker 2 (Call with Conference Call (Rvp))

you need to do 10 by 10 ,000,

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S… Speaker 2 (Call with Conference Call (Rvp))

right? And that's the minimum expectation.

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S… Speaker 2 (Call with Conference Call (Rvp))

But so if you're going to max out your base shop

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S… Speaker 2 (Call with Conference Call (Rvp))

bonus, which max out your compensation,

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S… Speaker 2 (Call with Conference Call (Rvp))

then you should be doing 20 by 20 ,000.

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S… Speaker 2 (Call with Conference Call (Rvp))

which means you should be doing at least 20 security transactions.

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S… Speaker 1 (Call with Conference Call (Rvp))

So at the end of this month,

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S… Speaker 2 (Call with Conference Call (Rvp))

damn it, you should have 20 recruits in for your base shop.

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S… Speaker 2 (Call with Conference Call (Rvp))

20 ,000 a premium with a minimum of 20 life apps.

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S… Speaker 2 (Call with Conference Call (Rvp))

And then you should be doing 20 security transactions and you should be doing

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S… Speaker 2 (Call with Conference Call (Rvp))

four or five life insurance,

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S… Speaker 2 (Call with Conference Call (Rvp))

new life codes,

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S… Speaker 2 (Call with Conference Call (Rvp))

new life insurance licenses added to your base shop.

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S… Speaker 2 (Call with Conference Call (Rvp))

Now, if your business is not there yet,

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S… Speaker 2 (Call with Conference Call (Rvp))

now some of you don't do that because that means you'll drop back.

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S… Speaker 2 (Call with Conference Call (Rvp))

That means you'll do less than you're doing.

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S… Speaker 2 (Call with Conference Call (Rvp))

That means you'll lower your expectations.

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But if you're not doing 20 recruits a month in your base and

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S… Speaker 2 (Call with Conference Call (Rvp))

you're not doing 20 ,000 a premium,

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S… Speaker 2 (Call with Conference Call (Rvp))

you're not doing 20 security transactions then

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S… Speaker 1 (Call with Conference Call (Rvp))

something's missing in your team something is

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flawed something is broken something needs to be adjusted

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S… Speaker 1 (Call with Conference Call (Rvp))

And as a leader,

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we got to take total responsibility for where we're at.

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We got to take care,

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control,

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and custody of where we're at.

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S… Speaker 2 (Call with Conference Call (Rvp))

It doesn't matter whether you've been here 20 years,

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25 years,

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S… Speaker 1 (Call with Conference Call (Rvp))

or 30 years.

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S… Speaker 2 (Call with Conference Call (Rvp))

Now, I'm only talking to you if you want to grow.

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And if you don't want to grow,

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S… Speaker 2 (Call with Conference Call (Rvp))

then you don't have to do the things that we're talking about.

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But if you want to grow,

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S… Speaker 1 (Call with Conference Call (Rvp))

then,

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S… Speaker 2 (Call with Conference Call (Rvp))

damn it, you've got to start.

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S… Speaker 2 (Call with Conference Call (Rvp))

It's got to start.

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S… Speaker 1 (Call with Conference Call (Rvp))

Yeah, I want to go 50 by 50 keys.

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S… Speaker 1 (Call with Conference Call (Rvp))

I want to go 80 by,

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S… Speaker 1 (Call with Conference Call (Rvp))

I want to go to $100 ,000.

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S… Speaker 2 (Call with Conference Call (Rvp))

Oh, that's great.

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S… Speaker 2 (Call with Conference Call (Rvp))

But you're not building a $100 ,000 base shop if you don't build 20.

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You're not building 50.

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recruits if you don't get 20.

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S… Speaker 2 (Call with Conference Call (Rvp))

You're not going to build AUMs if you're

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S… Speaker 2 (Call with Conference Call (Rvp))

not doing 20 transactions because let me explain to you in

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S… Speaker 2 (Call with Conference Call (Rvp))

our business, in my opinion,

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S… Speaker 1 (Call with Conference Call (Rvp))

right?

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S… Speaker 2 (Call with Conference Call (Rvp))

There's three types of business in the securities business.

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There's three types of business in a life business.

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And I'll give you an analogy.

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There's the Neiman Marcus business.

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There's the Costco business.

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And then there's the Dollar Tree business.

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S… Speaker 2 (Call with Conference Call (Rvp))

Let me say it again for those two of you that are probably writing this down.

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There's the Neiman Marcus business.

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S… Speaker 2 (Call with Conference Call (Rvp))

There's the Costco business.

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S… Speaker 2 (Call with Conference Call (Rvp))

And then there's the Dollar Tree business.

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S… Speaker 1 (Call with Conference Call (Rvp))

Right?

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S… Speaker 2 (Call with Conference Call (Rvp))

We're not in the Neiman Marcus business.

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S… Speaker 2 (Call with Conference Call (Rvp))

I don't want to sit down with people that have $10 million,

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S… Speaker 2 (Call with Conference Call (Rvp))

$20 million and move their money.

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S… Speaker 2 (Call with Conference Call (Rvp))

Now, you could say,

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S… Speaker 2 (Call with Conference Call (Rvp))

oh, I want to do that.

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S… Speaker 2 (Call with Conference Call (Rvp))

Now, it's okay if their clients of mine are ready and they come into some money,

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S… Speaker 2 (Call with Conference Call (Rvp))

whatever. But when you normally think about that's not our market,

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can we help those people?

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S… Speaker 1 (Call with Conference Call (Rvp))

Yes.

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Do I personally,

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does our team personally have clients that have millions of dollars?

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Yes, we do.

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But that's not our target.

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S… Speaker 2 (Call with Conference Call (Rvp))

That's not what I want to focus on.

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S… Speaker 1 (Call with Conference Call (Rvp))

Why?

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S… Speaker 2 (Call with Conference Call (Rvp))

Because the people that have $10 and $15 and $20 million,

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they've got accountants and tax attorneys and trusts set up,

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and they've got too many people looking at it.

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They think they're doing us a favor.

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S… Speaker 2 (Call with Conference Call (Rvp))

So that's not my market.

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S… Speaker 2 (Call with Conference Call (Rvp))

By the way,

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that's not Primerica's market.

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S… Speaker 2 (Call with Conference Call (Rvp))

And if you want to build something huge,

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S… Speaker 2 (Call with Conference Call (Rvp))

that shouldn't be your market.

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Well, I'm focused on AUMs.

11:29

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I'm focused on AUMs,

11:30

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too. We have about $13 billion of assets under management that we have a financial

11:34

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interest in.

11:35

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How did that happen?

11:36

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That happened by building a Costco business.

11:38

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See,

11:39

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you build a Costco business.

11:41

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What does that mean?

11:43

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That's middle -income market.

11:44

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That's distribution.

11:47

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That's setting up PACs,

11:48

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50, 100,

11:49

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200. That's doing some rollovers.

11:50

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That's when people retire.

11:51

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That's helping these clients that have big money move them,

11:55

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but it starts with smaller money.

11:56

S… Speaker 2 (Call with Conference Call (Rvp))

I just had a conversation with my daughter.

11:58

S… Speaker 2 (Call with Conference Call (Rvp))

I just did a life insurance policy for someone.

12:01

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I'm doing a little investment for them.

12:03

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I said,

12:04

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listen, you're turning chicken shit into chicken salad,

12:07

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but down the road,

12:08

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she goes,

12:09

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I didn't make a lot of money.

12:10

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It was just kind of I was helping the client.

12:12

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I said, I understand that,

12:13

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Dominique.

12:14

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I said, but what's going to happen is,

12:16

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And make sure you have their numbers updated.

12:19

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Make sure they're on CRM.

12:20

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And now what happens is once every six months,

12:22

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you follow up with them.

12:23

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You update their F &A.

12:24

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And now you be the bearer of good news.

12:26

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And then once a quarter,

12:28

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you send out the little campaign from Primerica that says,

12:31

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from Primerica Financial Services,

12:32

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Dominic Gatto,

12:33

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Primerica Financial Services,

12:34

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Dominic Gatto.

12:35

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And all of a sudden,

12:36

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a year or two years or five years or 10 years,

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they retire and they've got $200 ,000,

12:40

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$500 ,000.

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That's where those big trades are going to come.

12:43

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That's where your Costco can turn into a Neiman Marcus.

12:46

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The other type of business that we're not is we're not a Dollar Tree.

12:51

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That's not our market.

12:54

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Lower income,

12:55

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right?

12:56

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Poverty,

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people on public assistance.

12:58

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That's not our freaking market.

12:59

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Now, do we have people that we can help?

13:01

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Yes.

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But that's not our focus.

13:04

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So the mentality is it's not Nordstrom's,

13:07

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it's not Dollar Tree,

13:08

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it's that Costco mentality.

13:09

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But if we're going to focus on that,

13:11

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that's okay.

13:12

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But what we've got to do now is we've got to focus on one

13:16

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thing, distribution.

13:17

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And I'm just sharing with you,

13:20

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if you're not doing 20 recruits a month right now in your base,

13:23

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and you're not doing $20 ,000 in premium,

13:27

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and you're not doing 20 transactions,

13:29

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you're leaving stuff on the table.

13:31

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You're not leveraging your time.

13:34

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You're not leveraging your business.

13:36

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You're not focused on distribution.

13:41

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You're not focused on growing.

13:43

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You're focused on maintaining.

13:45

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And if that's what you want to do,

13:47

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then that's awesome.

13:48

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But if you want to grow and you want to explode,

13:51

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then it's got to start minimum.

13:55

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with 20 by 20 by 20.

13:57

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And that will put you in a position where you'll be making a minimum of

14:01

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20 ,000 of income heading towards ownership.

14:05

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But head towards ownership with something that you own.

14:10

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And the only thing when it's all said and done is

14:14

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the license codes and vice presidents and assets under management,

14:18

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and that's going to come by you and I building distribution.

14:21

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So let me recognize we're over halfway through the month right now,

14:25

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but let me recognize the people that are halfway through the goals.

14:28

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Asif's at 10 recruits.

14:30

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Glenn and CEO are at 12 recruits in a month in a base.

14:32

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David and Joyce,

14:33

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12.

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Costello's 12.

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Agalice,

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12.

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Tavares, 13.

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Aichung,

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13.

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Morales,

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Joey Morales has 14 recruits in.

14:43

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Fritz and Tiki,

14:44

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17 recruits.

14:45

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Harvey Grijal is 18.

14:47

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Tadji has 19 recruits.

14:48

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And Sheldon Baptiste is leading the Empire Builders with 25 recruits

14:54

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through the month.

14:54

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That's halfway through the month.

14:56

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When you look at the players that have premium in for the month over 10 ,000.

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Pony's got $10 ,000.

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Chayette and Pintip,

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$10 ,000.

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Marquise has $11 ,000.

15:06

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Tavares, $11 ,000.

15:08

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Cordell Bryan's got $12 ,000.

15:11

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Aichung, $12 ,000.

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David Kim,

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$17 ,000.

15:14

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Taji,

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$17 ,000.

15:15

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Asif, $19 ,000.

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Costello,

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$20 ,000.

15:19

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Fritz and Tiki,

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$21 ,000.

15:21

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Harvey Grahalis,

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$21 ,000.

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Glenn and CEO.

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33 ,000.

15:28

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Sheldon Baptiste,

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34 ,000 and number one in the Empire Builders halfway through the month

15:33

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with 59 ,000 of premium.

15:34

S… Speaker 2 (Call with Conference Call (Rvp))

Look at securities.

15:36

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Now,

15:37

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securities is a huge part of Primerica right now.

15:41

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It's about 50 % of the business.

15:43

S… Speaker 2 (Call with Conference Call (Rvp))

If you look at the securities in Primerica,

15:45

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the big money comes from starting with packs.

15:49

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The big money comes with transactions.

15:51

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And then the big ticket trades are awesome.

15:55

S… Speaker 1 (Call with Conference Call (Rvp))

But what I look at,

15:56

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the big ticket trades are awesome and they pay very well.

15:59

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But how many transactions are you doing right now,

16:02

S… Speaker 1 (Call with Conference Call (Rvp))

right?

16:02

S… Speaker 1 (Call with Conference Call (Rvp))

Dwayne Miller,

16:04

S… Speaker 2 (Call with Conference Call (Rvp))

10 security transactions.

16:06

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Fritz and Tiki,

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10.

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Bajakian,

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10. Diane Triola,

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10.

16:10

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Ed Conway has 11 transactions in for the month so far.

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David and Joyce,

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13.

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Ted and Tracy,

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14.

16:16

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Glenn and CEO,

16:17

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21.

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Paul Cantandri,

16:19

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25.

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And number one in the Empire Builders with 38 security transactions

16:24

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in for the month so far is John

16:28

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Baconi.

16:29

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So my message for today is,

16:32

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you know,

16:34

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when you look at your business,

16:36

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if Primerica closed today,

16:38

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If Primerica made an announcement today that they're going to shut down,

16:42

S… Speaker 2 (Call with Conference Call (Rvp))

you know, I got an email today from somebody.

16:44

S… Speaker 2 (Call with Conference Call (Rvp))

There's a restaurant in Naples that shut down or someone,

16:47

S… Speaker 2 (Call with Conference Call (Rvp))

one of my buddies invested in this restaurant and they had a club and like a

16:51

S… Speaker 2 (Call with Conference Call (Rvp))

social club that they involved.

16:53

S… Speaker 2 (Call with Conference Call (Rvp))

People invested a bunch of money in this that I know.

16:55

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And they just shut this restaurant down after these people put millions of dollars.

16:59

S… Speaker 1 (Call with Conference Call (Rvp))

And I thought, shut down.

17:00

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All those people are out of work.

17:02

S… Speaker 2 (Call with Conference Call (Rvp))

This is crazy that people lost minds.

17:04

S… Speaker 2 (Call with Conference Call (Rvp))

And I thought about,

17:05

S… Speaker 2 (Call with Conference Call (Rvp))

man, if Primerica closed today.

17:08

S… Speaker 1 (Call with Conference Call (Rvp))

Would you be okay?

17:09

S… Speaker 1 (Call with Conference Call (Rvp))

See,

17:10

S… Speaker 2 (Call with Conference Call (Rvp))

if Primerica closed today,

17:12

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I would feel bad for some of our teammates.

17:15

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I would feel bad for some of our clients maybe that aren't going to get the value in

17:19

S… Speaker 1 (Call with Conference Call (Rvp))

the future.

17:20

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But let me tell you one thing I would not feel bad.

17:22

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I wouldn't feel bad for myself,

17:23

S… Speaker 2 (Call with Conference Call (Rvp))

my wife, and my family.

17:24

S… Speaker 1 (Call with Conference Call (Rvp))

I wouldn't say, oh,

17:25

S… Speaker 2 (Call with Conference Call (Rvp))

my God, Primerica didn't deliver.

17:27

S… Speaker 2 (Call with Conference Call (Rvp))

Primerica over -delivered.

17:28

S… Speaker 1 (Call with Conference Call (Rvp))

We're set.

17:29

S… Speaker 1 (Call with Conference Call (Rvp))

We're done.

17:30

S… Speaker 2 (Call with Conference Call (Rvp))

Generations to come,

17:32

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our family's done,

17:34

S… Speaker 1 (Call with Conference Call (Rvp))

okay?

17:34

S… Speaker 2 (Call with Conference Call (Rvp))

But the question is,

17:38

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if Primerica shut down today,

17:40

S… Speaker 2 (Call with Conference Call (Rvp))

would you be okay?

17:43

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And if the answer is you would not be okay,

17:46

S… Speaker 2 (Call with Conference Call (Rvp))

then the focus that we have to do is we got to get back

17:50

S… Speaker 2 (Call with Conference Call (Rvp))

focusing on us reloading and building our business.

17:54

S… Speaker 1 (Call with Conference Call (Rvp))

Us focusing on,

17:56

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man, what can I do to grow my business and take

18:00

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the fundamentals that we know how to do and get it rocking and

18:04

S… Speaker 1 (Call with Conference Call (Rvp))

rolling?

18:05

S… Speaker 1 (Call with Conference Call (Rvp))

See,

18:05

S… Speaker 1 (Call with Conference Call (Rvp))

I know this.

18:06

S… Speaker 1 (Call with Conference Call (Rvp))

Everybody gets tired.

18:09

S… Speaker 2 (Call with Conference Call (Rvp))

So either you're tired right now or you're fixing to

18:13

S… Speaker 2 (Call with Conference Call (Rvp))

get tired.

18:13

S… Speaker 2 (Call with Conference Call (Rvp))

You're tired right now or you're going to get tired,

18:16

S… Speaker 2 (Call with Conference Call (Rvp))

and that's okay.

18:17

S… Speaker 2 (Call with Conference Call (Rvp))

Everybody gets tired,

18:19

S… Speaker 1 (Call with Conference Call (Rvp))

right?

18:20

S… Speaker 1 (Call with Conference Call (Rvp))

Now,

18:20

S… Speaker 2 (Call with Conference Call (Rvp))

I'm doing this 39 years right now.

18:22

S… Speaker 2 (Call with Conference Call (Rvp))

I'm not tired yet,

18:23

S… Speaker 2 (Call with Conference Call (Rvp))

but I know eventually I'm going to get tired.

18:26

S… Speaker 2 (Call with Conference Call (Rvp))

I know everything has a shelf life.

18:30

S… Speaker 2 (Call with Conference Call (Rvp))

All of our energy has a shelf life.

18:33

S… Speaker 1 (Call with Conference Call (Rvp))

But I just challenge you,

18:35

S… Speaker 2 (Call with Conference Call (Rvp))

and I pray that when you get tired,

18:38

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Your business is where you want it to be.

18:40

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And if your business is not where you want it to be,

18:44

S… Speaker 1 (Call with Conference Call (Rvp))

then we got to get reengaged,

18:47

S… Speaker 1 (Call with Conference Call (Rvp))

right?

18:47

S… Speaker 1 (Call with Conference Call (Rvp))

The question I have is this.

18:49

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What if you had 10 people that do

18:54

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exactly what you do every single day?

18:58

S… Speaker 2 (Call with Conference Call (Rvp))

What if you had your top 10 people do exactly what you

19:02

S… Speaker 2 (Call with Conference Call (Rvp))

do every single day?

19:04

S… Speaker 1 (Call with Conference Call (Rvp))

Now, some of you'd be like,

19:05

S… Speaker 2 (Call with Conference Call (Rvp))

holy shit, I would build a huge company.

19:07

S… Speaker 1 (Call with Conference Call (Rvp))

Some of you'd be like,

19:08

S… Speaker 2 (Call with Conference Call (Rvp))

oh, I'd have 10 people getting tans.

19:10

S… Speaker 2 (Call with Conference Call (Rvp))

Or I'd have 10 people recreating.

19:12

S… Speaker 2 (Call with Conference Call (Rvp))

Or I'd have 10 people relaxing.

19:13

S… Speaker 2 (Call with Conference Call (Rvp))

Or I'd have 10 people killing it.

19:15

S… Speaker 2 (Call with Conference Call (Rvp))

Or I'd have 10 people exploding their business,

19:17

S… Speaker 1 (Call with Conference Call (Rvp))

right?

19:18

S… Speaker 2 (Call with Conference Call (Rvp))

So you either have to get,

19:19

S… Speaker 2 (Call with Conference Call (Rvp))

what if the top 10 people in your business

19:23

S… Speaker 2 (Call with Conference Call (Rvp))

right now are doing what you're doing today?

19:27

S… Speaker 2 (Call with Conference Call (Rvp))

or what you did to get your business going if your business is

19:31

S… Speaker 2 (Call with Conference Call (Rvp))

growing right it's got to be going and growing and so the thing

19:35

S… Speaker 2 (Call with Conference Call (Rvp))

we got to look at is we all want to get paid we

19:39

S… Speaker 2 (Call with Conference Call (Rvp))

all want to get paid like a doctor and i

19:43

S… Speaker 2 (Call with Conference Call (Rvp))

said this last night in our office we all want to get paid like

19:47

S… Speaker 2 (Call with Conference Call (Rvp))

a professional we all want to get paid like a like a top doctor

19:52

S… Speaker 1 (Call with Conference Call (Rvp))

but

19:54

S… Speaker 2 (Call with Conference Call (Rvp))

We want to get paid like a doctor,

19:56

S… Speaker 2 (Call with Conference Call (Rvp))

but are we willing to go through the residency?

19:59

S… Speaker 1 (Call with Conference Call (Rvp))

You know,

Call with Conference Call (Rvp)

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