How to Build a Business Like Hector La Marque s 1. Always focus on personal recruiting and field-training: -Your personal example has a bigger impact than you imagine. -It s the best way to build personal relationships which is the glue that leads to retention. -It s the surest way to duplicate you which creates a solid business and ultimately to security. -Mentally you will feel in control of your business which makes you feel more confident, enabling you to attract a larger number of good people. -You ll make a lot more money, you ll need people less and ironically it causes your people to do more. People do more when you don t need to them it s an unwritten law in Primerica. -When you re totally in the game your people will feel compelled to help. The opposite is true when they feel like they are working for you while you re sitting back just watching. 2. Focus on teaching people how to overcome objections and close consistently in qualified markets. -In my experience people act in direct relation to their ability to overcome objections and close (get results). -Once you have confirmed that an agent can overcome all of the most common objections and they can close. There isn t much more you can or have to do, either they will work or they won t your primary job I over. -The MAIN THING which prevents people from having success is their inability to overcome objections, close sales and recruits. Once people can close it s all about the work. -Think about it, if you can close what can stop you from getting big except not working hard or not teaching the skills and knowledge you ve acquired clearly? We know we have been clear when our people have the same kind of results we do. 3. Maintain strict accountability with key people and emphasize results. -You must keep your best people, the top 20% highly accountable. -Daily communication is critical via telephone, go-solo, e-mail, and in person. Don t allow a day to go by that you aren t communicating with the top 20 percent. Find out what they ve done, what they are going to do and how many people they will have at the next meeting. -Remind them of the prospects they mentioned to you before and constantly ask what the status is, don t let up until they close them or exhaust all options. -Keep them accountable to their personal development goals. Do this by constantly reminding them to work on their skills. Make sure they are working to get better in all parts of the business constantly. Don t assume they are doing it! Believe me they won t do it without your persistent accountability. 4. Work constantly on increasing people s belief in them. -I have discovered that the more time I devote to increasing peoples belief the more they attempt and therefore the more they do.
-You must be diligent, repeating encouragement at every opportunity in order to overcome people s self-limiting thoughts and behavior. -You must realize and use the power you have to affect how people view themselves in a positive way. -It s critical that everything you say to them be constructive, empowering and positive when you re coaching them. -Be direct about what they need to do but temper it by telling them they have the ability to be great which is why you bother holding them accountable. 5. Become a Master of recognition. -Remember it isn t what you give a person it is THE WAY YOU GIVE IT to them. -Be super aware and recognize ANY BEHAVIOR that is moving them in the right direction. -Different ways to recognize people are; phone calls, go-solo, in small groups, in meetings, e- mail, letters, post-cards, and leader s bulletins highlighted and post-scripted, etc. 6. Have monthly contests rewarding the doers. -Match up contests where you match up individuals or teams that are at approximately the same level. -Steak and Beans, Car Wash, Breakfast and Pizza Party etc. loser pays. -Reward ideas; breakfast, lunch, dinner, sporting events, concerts, and a day at the beach, t- shirts, jackets, books and tapes etc. use your imagination. -Have a monthly get together to build team spirit and camaraderie, it gives you a chance to get to know people in a social setting plus it gets the partners involved. NO KIDS! -Contests allow you to discover who the competitive players are; you won t build a great team without competitive people, period! -Contests make the business more fun it turns it into a game, people love games they hate work so have fun. 7. Spend 80% of your time with the doers. -This could possibly be the most important thing you ever hear in your Primerica career. -Your frustration level will be almost zero if you do this consistently. -You can t get big without committing to this rule. -If you love your family you will do this, it will allow you to have more time for your family. You will become highly productive with less effort. -You must be willing to place a value on your time or people will treat your time carelessly and it will be your fault. Do the math figure what your time is worth now and demand a return on time invested. -Don t fall into the trap of spending time with people because they are all you have, go find others who will take action without you having to beg them. -When you honestly believe your time is highly valuable you will be amazed how much more productive you will be.
8. Create competition. -It may mean you have to find a rabbit and personally do all the work to turn them into your rabbit. Make your rabbit your new base-shop hero. -As you talk to your players keep them informed of whom doing the best, this will get the competitive people to do more. -Publicly recognize the doers in meetings or in any small group look for reasons to recognize achievers it will motivate the competitive to get after it. -You should only allow the producers to talk at meetings. People need to know the only way they can talk at meetings is if they produce. 9. Get big numbers of people to big events. -You judge your growth by meeting attendance if your meetings aren t growing then your business isn t growing. -Hold people accountable to growing their meeting attendance; every time you talk to an agent ask how many people they will have at the next meeting! -You must decide to promote all events and meetings because you don t know who is going to bring a winner and you don t know who is going to be affected by the meeting and decide to really do it. -It s a numbers game the more people you expose to our business the greater the probability of finding a Rick Susie. -A retreat is put me over the edge compelling me to leave my job. What if my up line chose not to sell that event to me? Where might I be today or where might you be? -Accept that part of the Primerica success track requires you to always be selling one event or another to grow your business so you might as well decide to be great at it, don t you agree? 10. Make a decision to become wealthy. -Every person that I know that makes over $1 million per year had a desire to become wealthy and more important decided to become wealthy. Mike Sharpe, Rick Susie, Mark Younger, Chris Howard etc. -You must overcome any hang-ups you have regarding money or you will consistently sabotage yourself. -Focus on the GOOD YOU WILL DO when you create abundance. -Focus on your people that will become successful and financially independent in your quest to become wealthy. You can t do it alone in Primerica. Rick & Michelle, Chris & Susan, Gary & Linda, Greg & Rhonda etc. -Focus on all the clients that will inevitably realize their goal of financial independence because of your goals. -Focus on all the taxes that will be paid throughout your organization that ultimately helps others less fortunate. -Focus on all the jobs you will create. You will create two jobs every time a person decides to go full time in Primerica, the job they left and the one created by the Primerica opportunity. -Focus on all the staff both yours and Primerica s that must be employed to support your business. -Are you getting the picture it of how good it is for society that you do well?
Your decision to become wealthy will benefit many people in many ways. 11. Become consistent with your effort. -My greatest secret isn t how hard I worked but how consistent I have been. I simply focused on getting better daily and growing my business. I never lost sight not even for one day that my consistent effort is what would create a powerful business. -The longer you are consistent the more incredible the compounding affect becomes. Now any little action I take results in significant growth and income increases. -Everyone and I mean everyone gets tired. Being consistent will allow you to pass up anyone in Primerica including me given enough time. Example: Bill Whittle s income was over $800,000 and he was an NSD when I got started, today I do 3 times the production and earn 2 times his income. -People feel secure following you when you are consistent. -It s a habit that virtually guarantees wealth. 12. Always focus on teaching what makes you successful. -If you are always teaching you re always duplicating. Imagine you had hundreds of people like you busy everyday building Primerica businesses that you override? -People need to hear things approximately 200 times before they internalize it and only 150 times if they are geniuses and how many geniuses have you recruited? -Don t get bored repeating yourself, your talking to a completely new group almost every six months so gear everything to the new excited people. The old people if they are doing it right should be excited that you gear your training to new people because they should have a bunch of new people if they don t you definitely shouldn t listen to them. The key to success is calling the same play over and over again and not getting bored doing it. Lou Holtz 13. You can never spend too much time preparing your team to win. -Having well trained people will lead to consistent growth, high closing ratios and people that make money which results in very few people problems. -The more prepared your people are the more money they will make this illegitimatizes your business. The purpose of being in business to realize a profit, isn t it? -Increasing people s confidence is the way to increase their activity which in turn increases their results; nothing improves a person s confidence like preparing them. -Since people act in direct proportion to their belief that they will have success, increasing their self confidence becomes your most important job. Confidence moves people to act which leads to results which leads to growth which leads to promotions which leads to increased income which is what it s all about, right? 14. Master time management. -Time is your ally if you treat it with respect. Never allow anyone waste your time when you re in the building mode. -Figure out your value by determining how many hours per week you actually work and dividing it by you average weekly income. Example; $75,000 per week divided by 20 hours =
$3,750 per hour. For me to invest an hour with someone I first determine if there is a probability of a payoff at some point equal to or greater than $3,750 in order for me to spend that time with them. -You may think that is too calculating but when your in the building mode if you don t believe your time is valuable you will be working for free too much and your family will suffer because you could spend the time you chose to waste with them, couldn t you? -Be accountable to yourself hourly check to see if you were productive, this habit allowed me to become free and wealthy. -When you start making every hour of you day productive automatically you ll start having outstanding results which is what you want isn t it?