BHC 5/19/2025: Spotlighting MDE Miguel Illidge

All right, here we go. 5, 4, 3, 2, 1. As of today, there are 71 RVPs and above with 30 or more in recruits and 45 RVPs and above with 30, 000 or more in premium. There are 28 below RVP with 30 or more in recruits and 12 below RVP with 3, 000 or more in premium. Or, excuse me, with 30,000 or more in premium. The top five base shops as of this morning are 5 is SNOTS 69 by 72, the Warriors 70, 63 by 74, Linnae and Sarah with 22 by 79, the Edwards with 53 by 80 and the Martinez with 193 by 83. Welcome to our pre call recruiting segment this morning with regional leader Maria Isabel Sanchez. Maria is a professional pianist who used to be a piano teacher before joining Primerica. She has been with the company for four years and has already crossed the $50,000 mark. Good morning, Maria. What recruiting tips do you have for us this morning?

Hello. Good morning. Thank you for the opportunity. The first things to understand why we recruit. Sorry. From very early on in the business I understood that too have a business that work without my presentation. I have to recruit massively. Thanks to the Primerica distribution system, we can achieve it. Achieve that every month. Look for new direct recruit, license them, train them and promote them. That UFC achieved duplication and is no longer just you repeating the same system. Recruit at the much lower level that direct recruit and enter new markets that might not be the player, but they can introduce you to your replacement or your next rbp. Always attend recruiting appointments and spelling simple and clearly that this system we have obtained 230 license and 170 of which were new in 2024. Today my team recruitment doesn't depend solely on me. We are already 10 people repeating the same system and we're aiming for many more.

All right, Maria, where do you get most of your recruits from? Are you doing warm market referrals? Are you tap rooting these people you've already met? What? How do you do your recruiting?

War marker Refer or.

And what is some of the things you say to somebody when you're trying to recruit them? If you meet them out in the public with the OR with a warm market. Are you able to hear me?

I'm sorry, we have. Can you not hear us? Yes, you can hear us now.

Can you repeat please?

Go ahead. Adam.

Yes, ma'. Am. What are some things you say to a new recruit?

Think she did hear it.

Maria, can you hear me?

Yes, yes, sorry. Then you recruit. The world market is the best I think we have.

Are we having a language process? A language language issue?

I think so.

Go ahead and ask, go ahead and ask the question in Spanish, Adam.

Yeah.

All right.

All right.

Well, thank you, Maria. To download Maria's recruiting tips and more, check out the tabs directly under the big hitter tab inside the community. All right, thank you very much, Maria. We will get ready to switch over here in just a few minutes to the main call. We have Miguel Ellage on this morning. Good morning, Miguel.

I think he's going to swap out.

Oh, he's with her.

Okay.

Yeah, she's in his spot. That's who she's talking to off screen.

Oh, okay. Very good.

What, what are these gringos saying?

Yes, we clearly.

Why can't these, why can't these gringos learn how to speak Spanish like the rest of.

The.

Okay, okay. I don't think we're, we're, I don't think we've got your sound, Miguel. Yeah.

Wait, wait, wait. I was in mute, coach.

Okay, we, we got you. Yeah.

John, how are you?

Hey, buddy, how you doing?

Good.

I didn't see you in a while.

Good to see you. Good to see you.

Good to see you. To coach.

Great day.

We're gonna have a great, great, great morning. We're really glad you're on. Miguel, thanks for being on.

Thank you, coach. Thank you very much. Where are you?

I'm up in Philly. I'm up outside of Philly for the summer. It's too hot down there.

Oh, in Miami. Too hot. Yeah, we're used to it, but it's hot. It is hot.

Yeah.

My AC broke, so it is hot. So my AC works at night and very early in the morning. That's it.

Well, you're in for a treat. Larry and Adam have been running a great broadcast and we, I, I know they appreciate you being on, so I'm gonna, I, I got, I got a list of questions for you, but we'll let them start and then.

Yeah, Coach, we got John, our professional question asker and a lot of, you know, been on the call for years. A lot of people don't know it and I, I, I get credit for it. But a lot of times some of the questions I ask are what? John is texting me during the, during the big hitter call, so he'll text me a good question. So some people. Adam, Adam, you always ask the great questions. Sometimes. Those are John Lavin's questions. I'm a pull the veil back and expose the wizard back there. So we're glad to have him on. He is a master as far as it goes on. Great questions to ask and things like that. So we're looking forward to, you know, the further we get along in this new community with the big hitters and all that, we're kind of changing the format little by little to see what's going to work for best for us. So we're excited, you know, the more guys we get involved, the more exciting it is. And we're just looking forward to see how this thing is going to spin out in the long run. But it's been so far and exciting and fun and don't have the numbers yet, but they're coming, and we're just really excited to see where this thing is going to end up. But glad to have you on this morning, Miguel. Glad to have you on this morning, John.

Great to be a lot.

Thank you, Coach.

Foreign.

We're probably a minute or two early, but.

No, I would go.

Adam, I think we're gonna. Yeah, I was gonna say, but the. The winners are on, so we're gonna go ahead and start this thing off. All right, Here we go. 5, 4, 3, 2, 1. Good morning, Monday morning conference call crew. Welcome to the big hitter call. This is Adam Wydell. It is Monday, May 19, 2025. Let's say hello to our speakers this morning. Good morning, Miguel.

Morning, Adam. Morning, coaches.

Good morning to John Lavin.

Good morning.

Good morning.

And good morning to Larry.

Hello, everybody.

On today's call, we are spotlighting million dollar earner Miguel Elledge. McGill has been in the business for 11 years, is a $4.3 million earner, has 5,000 codes, and is a Circle of Champions member, also has $3 million earners in his hierarchy, including himself. Good morning, Miguel. Glad to have you on. Larry, I'm going to hand it over to you.

Hey, Miguel. Again, it's always fun and it's always great to tap into your energy, and you've had that all along. That, you know, there's one thing, Miguel, I want to point out to Primerica people and really people in the world is that be aware the, the 20 percenters out there look for 20%. Look for people that have got some personality, you know, that are people that are fun to be around, that are, you know, that that adds some energy to your life, too. You know, rather than you look at their, you know, some people, you look at their sad, sorry face and it's just like, oh, geez. But, you know, the thing is, even from the Beginning when you showed up. I remember back over, we had a gallery grand opening there in 2016 in Worth Avenue, Palm Beach. You know, you know, so much energy, you know, so much expectation. Now what we're at here now is what, nine years later and look what you've been able to do. But, you know, and I think that energy, that expectation, that forward, you know, why is this guy so positive? Why is this guy so friendly? You know, what does he have going? Well, you know, it was something in you. Some people have it and some people don't. And, you know, hopefully we'll help some people make the transition to where they can get a little bit more juice and positive. But there's a whole lot of people out there that are like Miguel, and they haven't found a primarik. They haven't found their dream, their opportunity yet. And hopefully we'll be able to help some of them along. But there's a lot of people that once they find this thing, they're just already set up for success with the way they look at things, the way they interpret things, the way they react to life. And you were that guy. And it has kind of showed. People would think with $4.3 million that you've never had a bad day. Okay, No, I do never. Never had anybody quit. Never had anyone, you know, argue with you or promise you this, that the other. Then they don't show up. You know, never had anybody not show up at an appointment. But they don't understand. I heard this. This is the greatest statistic I heard on a short video this over the weekend recently, Roger Federer said he was doing a commencement speech and he said, I won 80% of my 1500 matches. But he said, people know that that's in the record books. But when they don't in hall of Fame, okay, what they don't know is that of those 80% matches, I only won 54% of the points. And you know, because, you know, you know, you don't win 6060 every set. And you know, and he said, it's. It's that thing. But if you have the tendency to quit in tennis, oh, you'll never be. It's that thing, a fight where everything looks lost when you respond. That's what makes. How you fight back. That's what makes led to his hall of Fame career. But people think a winner. You know, Roger Federer never had. Never lost a game. You know, that's the way they look at him. They don't realize, like, every win was a fight. And so with you, they're gonna look at you and say, he's the Roger Federer of Primerica. This guy, hall of Famer, never had a bad day. But they don't understand every week what this is, is like nine. Fighting every week to make yourself give yourself a win. Fighting every month to make sure it's a growth month. And sometimes you only turn that month out, pull it out at the last hours of the month, but you're in there fighting, and then when you win and you do grow, then the next month you're set up for success all over again. And, you know, they don't understand the constant energy you have to put into it and, you know, bounce back and, you know, somehow you've been able to put that together. So I just want to thank you for that. And so you people are going to hear. Systems are going to hear how you do it. I see you got your cars. Oh.

Oh, yeah.

Oh, lost Larry. Larry, come back. Well, we may have to move forward without Larry. Larry.

Yeah, he's got that Walmart WI fi connection over there. He's trying to. Trying to get the. Trying to get the low end WI fi because you can't. Can't quite afford the.

All right, John, go ahead.

Yeah, let's. He's gone now.

He's back.

He's back.

Am I back?

Yeah, we're seeing your scissors and your pens.

They're nice.

Okay. I was, I was saying, you got.

Larry, we can't see you.

We can't see you.

Scissors and pens and it.

Huh.

Looks like some artwork.

Yeah.

You're not on camera any longer.

Okay. All right, take. Take it, Adam.

John, we can. You'll figure it out. There we go.

Hey, so, Miguel, great to have you on. You know, I want to set this.

Up a little different, you know, because you. What you and your team have done, the whole Narajo hierarchy has caught the company and inspired the company. And you know, we. For any of us that have been around for a while, we've heard two. I've heard. I'll say I've heard two primary keys that you guys, that you in particular have made your highest priority. And number one is licensing. And that whole concept of the number of licenses and, and, and we've been. And I think the company has made a change for the better in that we've accepted it. Understood. You guys are exactly dead on with that. So licensing, recruiting, and getting people licensed became one of the hot. The highest priority. My senses going to ask you really to dig in. And then your goal setting with the deserving jar and hitting goals every day and monitoring that and keeping people accountable to, you know, certain personal activity every single day. And you've, and you've literally, you know, when we hear from you, you challenge us and you always talk about those two things. But I want to go a cut deeper. Okay. And what I want to ask you to talk about today is what are, you know, Hector has his seven fundamentals. You know, Hector has seven fundamentals and he literally every time he talks he says, look, these are the fundamentals that you must learn. And over and over and over I am certain that you have a certain number. Maybe it's the seven and a few other things that you add. But I'm certain if there was an outline that Miguel Illage follows and says, okay, if I make sure our team is being accountable and they're getting people licensed, then these are the fundamentals that I make sure are being done by my leaders so that I can develop solid, strong, money earning RVP's who can reproduce themselves. And there are some basics to that. There are things you live by outside of the deserving jar and licensing. And so what I'd like you to do today is address Miguel's fundamentals. You know, what are those other things that we don't get to hear about? Maybe it's, you know, and if we took each fundamental, just broke it down from prospecting to appointment setting to presenting to you know, product knowledge, overcoming objections, recruiting, getting new recruits started. Those subjects are all, you know, Hector, seven. And, and I look at number seven, getting new recruits started. And my sense is that's one of your great talents that you've taught. But I wanted to dig in and just what are Miguel's fundamentals? You know, not what are Hector's, not what are John's, not what are, what are Miguel, like what are the ones that you are your go to today, the managers meeting or on training, you're going to make sure you're checking over and above licensing numbers and accountability.

Coach, thank you for, for that question. That's a great question actually. And I'm being honest. It's not just to say it's a great question. It's a great question because the licenses, of course the licenses are important because we, the more licenses you have, more people are going to produce, right? But you can have 100 licenses and nobody's producing. You can have 200 licenses. We have not seen that. You can have 200 licenses and there's very few people producing and very few people showing up. And you can understand the jar and still don't do it. Most people understand the jar, but they don't do it, even in my hierarchy, even in my B shop. So in. What happened is in 2018, I was making $500,000. I don't even remember if I called the jar in that moment, the jar. Maybe I. Maybe I did, maybe didn't. Because I knew what I was doing. I knew that I was doing one recruit, one policy, one representation, one license agent, one a day. And if I could do more, it was amazing. But I didn't call it the jar. The idea of calling it the jar was to make it visual for people, because I understood it here. So one day, I was looking up, I was living in a nice apartment, penthouse in Miami, in Brickell, overlooking the city. And I was making 500,000. I was thinking, is this it? Is this the happiness that I was pursuing and that the money was going to make me happy? And I already have the cars that I want, I want. I have the watches that I wanted. I have the clothes that I wanted. I live the life that I want to live. And I'm making 40 to $50,000 a month without doing anything on overrides. So I said to myself, is. Is this what happens to people like in. In Sweden and Denmark, that they have a high suicide rate because they have everything and they don't have to work for anything. They don't have, like, new goals? So I was thinking, yeah, but I have my goals. But what about Diana? She. She hasn't reached her goals. What about Juliana? What about money? What about Jared Elkis? Different RVPs that I had. And even regionals, they haven't reached the goals. And it's not only that I did it. I tell them, go license 150 people, and then you're gonna have the same life. Or go over license 200 people, and they're gonna do it. It's not just telling. You have to show how. And some people says, yeah, but I did it already, so it's now the turn. But I didn't see it working, so I thought, I. I think I have to show them how what I did. Exactly. Everything. Even the little things that you don't think are important. So I started thinking, okay, what was it that I was doing? What was it that I was doing? I work out since before Primerica. And remember I told you I was ripped before Primerica, I. I had apps and everything. Getting apps is harder than making a million dollars. You know, the possibility of getting apps is actually lower than making A million dollars. Oh, that's my human. I knew it. I was gonna give you something.

Yeah, There are. There are less people with ads in America than there are million dollar earners that.

Million dollar earners. True. So I remember that running, running and working out. I used to work out. Let's say I go to the gym on Monday, I run on Tuesday, gym Wednesday, running on Thursday, and things like that and running. I started realizing that I could do more and more and more that was capable of doing more. So when I was working on my body, I was using the thinking that I got from running. And I was thinking, if I was able to run five miles before I was running three miles before I was running one mile, I can get leaner and leaner and leaner. That was what I was thinking. I started doing it, and I did it. I accomplished that. And then one day, I'm in a meeting here in the office called Navy seals that Willie used to call it like that. And Willie said, do you know who's the most disciplined person in the office? And everybody was like. And he said, miguel. I was a division. I was like, really? Me? And he said, to have that body that he has, it takes a lot of discipline and work. His only issue is that he uses that discipline for working out and not for working in the business. That's what he's broke. And I was like. Everybody was like, laughing, but for me was like, oh, wow. He. He has a point. I am disciplined, but I'm not applying that discipline to my business. I'm playing it to my body. So what if I move that discipline to my work? And that's when I started doing what Recruit one policy. I said, I said, okay, I need to do, like, in my workouts. I have my workout for Monday for Tuesday, for Wednesday, for Thursday. So I say I'm gonna have my activities for every day for Monday, for Tuesday, for Wednesday. So Monday, one recruit, one policy representation, one license agent. Tuesday, repeat, repeat every two weeks. The licensing system in the office. So I started doing every day, every day, every day, like it was a workout. And I didn't miss workouts. So I say if I didn't miss workouts, I'm not gonna miss this. Because I understood that the workout works by not missing one day and being consistent. The same thing applied to Primerica. So in that moment, I decided to come back to the office and I said, I'm gonna model what I did before with the team so they can understand how it works. And guess what we started doing. We started running we started like a, like a run club, but it wasn't a run club. It was just started running every Sunday with the Bay Shop first and Some are the RVPs and then other RVP started joining and even people that didn't run were going and they told me, I, I came, but I can't run. I said, like, can you walk? Yes, but not that fast. It's okay. Can you walk? Just walk around the park. One, one, one, one. And then one lap and then if you can do another lap, just do another lap. I was jogging and people jogging and then the next Sunday, and then the next Sunday. So what started happening is that the people that for example, couldn't really walk that long started walking more. Then after a couple of weeks they started jogging a little bit and they were like in tears, like, oh my God, I have never done this. I thought I wasn't able to do this. I thought I only could walk. I asked the world of some other people saying I never thought I could do a lab and I'm doing two and I'm doing three. And that's what I wanted to, for them to happen. Because in Navy SEALs, in the Navy SEALs, real Navy SEALs, running is part of their training. They run from day one to the last of the days. The first day they start running on themselves, like themselves at the end of the training, they're running with light post in her, in her shoulders. Because Ronnie shows you to your brain that you can do a little bit more and a little bit more and a little bit more besides that. I started doing something called rb. Now it's called RBP Training University. But in that moment I was like looking for a way to have people in the office. So, okay, my goal is I'm going to bring coffee and I'm going to tell them to come and they're going to have coffee. I did, I brought coffee and they came. The second day, they came. Third day, they didn't go come. I said, okay, coffee is not enough. Maybe I'm going to bring some empanadas. They came and then they come. But then I realized there's nothing important enough for them to come and stay and keep coming. Except for personal development. When I started doing like personal development videos and trainings every day, every day. I started with like nine people and we finished the first, the first round was called a 30 day challenge. I wanted to do 90, but I knew that most people wasn't going to stay for 90. So I said, I'm going to do a 30 day challenge. It's easy steady day. So can you tell today? Yes, yes, yes, yes. We did 30 days from the nine people that we started doing that. We finished like with three. But I kept coming even when there was nobody there, because what Willie told me, I said, Willie told me one day, if people knew how good is for them to be at the office early every day, they will never be late or they will never be skipping days on coming to the office. I was like, okay, how do I, how do I bring them to the office? I said, willie, I have an idea. I think I'm gonna do a training every day from 9 to 10. And he said, I don't think it's a good idea. I said, really? I. That's what I did with me. And he said, whatever you're gonna do, you have to keep it in time. You can't start things and then change things and start another thing and change things. And I said, okay, I'll keep it in time. I'm gonna say stay doing it even if they don't come. So there were days that I didn't have people in the office and I still did the 30 day challenge. And it started in my little office. It wasn't, this is my office and personal office, but this wasn't this big. It was a lot smaller. I put some chairs and I played on the TV some videos for learning something, whatever about business prospecting or maybe how to talk to people or maybe how to dress well or maybe what kind of food to eat to better, to feel better and things like that. After 30 days, I did another 30 day challenge, but now there were instead of nine, we were like 14. And from those, I think we finished like eight, finished that. And some people were getting promoted, people that were never doing many things or mostly to say barely doing things. They got promoted. They promote to this, to division, to districts. And there was a girl, a lady, in one day, she got promoted to regional. In the day of closing, we have to do 10 by 10 to get promoted to regional. Those are the basic numbers. And in one day she did 10 by 10. And she didn't do it in the last two years. So we were like, what happened there? So when people saw that, people around in my hierarchy, they saw that that happened. They asked me, can I send my agents to your training? And I said, absolutely, absolutely. If you send them to my training and you're not in the training, they, they can't get into the training. I'm not gonna let them in. But you send them to the training and you are in the training. Oh, they're welcome. Everybody's welcome. So if you want to be your. Your agents there, you have to be there. So Diana joined with her team with her, with her bishop, and Juliana joined with her bishop. And then instead of having 14 people, they started hiring 40. 40 and growing and then 60. And then all the IVP's that I had in that moment probably were like five or six IVP's started joining. We call it the 90 day challenge. 90 day challenge. Then we checked 200, the challenge. So it was personal production, personal growth every day, and accountability. Doing the job was part of it. So the people that were doing the jar, that were getting paid every day, that were during production, they were sitting on the front line in the front row, and the people in the back start seeing how the guys that were doing the jar, they were closing more and they were making more money and they were getting promoted from those trainings we had. I have people that are making now half a million dollars that they were in that training making probably, I don't know, $20,000 a year. So.

So on the jar, let me just. Let's just. So, because there may be somebody newer, they don't know what that is about. This idea of what was expected today for you to be able to put a slip of paper in the jar and that if you didn't do it, you had to take a slip out. And it started basic. Then I know it got to advance. We've talked about that. But so talk. Tell everybody what those things were.

When I started working, I remember I was doing part time in February of 2015. I was doing a presentation in Starbucks in my lunch, my lunchtime, I was working, selling LED lights. The guy that I used to work for, he called me nine times within 15 minutes. Nine times. And I was pissed. I was. I was angry. When I left, I was like, who does he think he is? Calling nine times within 50 minutes? And then I thought, because remember, I always remember that when he used to tell me, you're basically a slave for that company because they had a GPS tracker on me. They knew where I was at the time. They asked me, why are you taking so long in that place? So I got mad and I called and I quit. I said, I quit. I quit. But are you okay? No, I quit. I'm okay. And I quit. And then as soon as I hang up the phone, I call Willie. I said, hey, Willie, how are you? He said, amigaso. I said, willie, I just quit my job. I said, congratulations. I messed.

I Don't know.

Willy.

Willy, no. Congratulations. I need to work, buddy. I need to work. Tell me exactly what to do. And he said, you just keep doing what you're doing right now, but now you're gonna do it full time. Then I ask him, willie, tell me another thing and be honest, please. Do you have another job? He said, no, no, I'm full time. Okay. And then I said, willie, can I meet with you after, like in the afternoon? I said, yeah, let's meet in Kiwis Kane, where he lived. Where he was wanted to live. And then I went to Kiwis Cane and then went with a note without paper and path. And I said, okay, will you tell me exactly what to do? And he said, you need to do a lot of activity. Okay, well, a lot of activity. What does that mean? You're not. You need to do a lot of appointments. Okay, how many is a lot? And he said, minimum of three appointments a day. I'll say, okay, three appointments. I said, willie, what if I don't do the three appointments, but I call someone and I close a policy because I've done that before. Does it count towards activity? I say, yes, because you're closing premium. You're going to get paid on that. Okay, one policy. What if I'm doing the first appointment and the person wants to work with me and I recruit them? That one recruit counts towards activities? Yes. You're. You're building a team. I'll say, okay, one recruit. And I say, wait, what if I help one of those people get licensed? Because you're all and Lauren are always talking about licensing people. What if I help them get licensed? Does it counterweight activity? Say, yes, you're building a bay shop. Okay, one license. And I said, william, tell me if I do one recruit or one policy, one licensed agent or three presentations a day, can I live off of what America gives me? I said, if you do that, you become number one in the company. I said, no, no, no, Julie. I don't care about number one. I want to make money. I want to eat. Does this work for eating? He says, yeah, it works for eating. That's it. Thank you. So I left. I left. And I thought I was like, okay, I need to do every day, one review, 1 policy, 3 presentations, 1 license agent. Whatever happens is good, but I need to do one a day. So I started doing it maybe, I don't know, three days went by. And on day three, I was walk, driving back home, 11:30. And I hadn't done them. I had done only two presentations. And I couldn't get third. I got a cancellation or two cancellations.

You only had to do one of them. If I. If you did one of those, it was a win.

It was good. Yeah, it wasn't.

But at this point, you had done any. And it's 11:30.

Exactly. It's 11:30. And I'm driving home, and I say, well, I tried. It's 11:30. There's nobody to see. Well, tomorrow will be another day. And then, like, another Miguel kicking. I was like, no, no, no, no, no, no, no, no, no, no, no, no. I hit my head. I was like, no, this is the same. I'm gonna say some bad words. I said, this is the same that you have always done. I was talking to myself. You can miss one day. If you miss one day, you're gonna miss two, and you're gonna miss three, and you're gonna be four, and then you will. You have to go back to work at Santa Fresca. Do you want to work? I said, no. Okay, you find someone to do a presentation now. And I drove into Ki's game. Everything closed. The only thing open was a gas station. And then I went to the gas station, and I said, actually, I. I was gonna. I made like I was gonna buy this. So I grabbed one of those. I talked to the clerk, and so, yeah, can I have one of these? Blah, blah, blah. I said, my friend, what did you do besides working here? I said, nothing. I'm studying for. I don't know what he said. And he said, why? He said, I'm asking because I have a financial service financial services office, and I train agents. When is your day off? I said, you can explain me now. I'm here. I run to the car. I grabbed my iPad. I came back. I did the presentation right there on the counter of the gas station. I said, okay, so you want to work with me? I say, yes. He said, yes. He gave me the debit card to recruit him. The car got declined. But you know why I didn't care? I didn't care because I wasn't looking. I was getting my third appointment, and I was able to go back home and sleep. So in that moment, I realized I needed something like a consequence. If I don't have a consequence, I'm gonna. I'm gonna make the mistake. It's like if you don't. If you put your. Your. Your finger into an electric port and you don't get a shock, you're gonna put it all the time. So you don't put it There because you know something bad is gonna happen. So in that moment, I said, okay, I need a consequence. The consequence is sleeping outside of my home. I can't miss one day without doing the jar. No one day. So I started doing the next day and the next day in that. What I learned from that is that I can't leave the jar to the end of the day. I have to start doing it early in the morning so I can have my paper to secure my sleeping at home. I did like that for two and a half years. And I went from zero to number one future in the company. Then number one new RVP I went to from zero to $300,000 in income. 300 license agents. Then Diana copied me. Diana started making a lot of money too. Angie, Juliana. And that's what changed. They all work every day.

That is a foundational piece right there.

Okay.

So thank you for clarifying. That's massive, the way you describe that. So now let's go to. Now let's go to the next. Obviously, licensing became big, but so now let's go back to your trainings that you did, because it sounds to me like that became. And what those are those foundational trainings that you all do. And I know now you all share it, and you have a lot of people, like every day. It's crazy. Tell us about how it's evolved and what you're teaching. What. Because I. What I appreciate you saying today is about working out and about physical fitness and what you're eating and adding that in as those are fundamentals. You know, sometimes people forget about that in Primerica.

Yeah.

So what are those things? What are those self improvement? What are those basic fundamentals of Primerica that you're teaching? And how do you guys talk about that?

So coach, in. In that training, going from that moment, that was like nine people. Starting now, we have in the RBP training university, over a thousand people. Over a thousand in Miami, Orlando, Tampa, Tex, everybody that is on zoom. And what happened is that we started having so much success. My. My team, which became a hierarchy little by little, that one day, because it was only for us, so it was close for us. And I saw people from Willy's hierarchy, like other RVPs opening their door from the office to be able to see a little bit and taking notes. And I felt bad for them. I was like, you know what? Why don't we open this for everybody? I talked to my RVP's and said, why don't we open this for everybody? We. We know how to make Money we can share with them. It's, it's. It makes me sad to see people not making money and we can help them. So I, I talked to William Lorena and I said, why do you think if we open the IBB training university for the entire hierarchy, we are willing to do it? Willie said, no, Lauren. I said yes, yes, yes, yes. Open it, open it. So I opened the entire, the RVP training and it became the new training for the hierarchy from Monday to Friday, 9 to 10am and I was doing it myself every day. My doing it, doing it, doing. Everybody started changing their mindset. Income started growing. Everything changed because it really works. So people, the, the energy in the office changed. We started growing, mobilize and more production people doing 2030,000 in personal opinion. That never happened before. Never. So.

I gotta make sure we get that. I don't want to miss this one. You said, okay, they weren't making money. You knew how to make money. You felt bad for them. You knew you could help them. So I want you to dig into what is the making money stuff you were teaching.

Okay, so that's what I was telling you. You can understand, you can be taught the jar, how the jar works, but it's another totally different thing that you go and do something. So there's knowing and then doing is something different. So I wanted them to get a little more confidence in themselves. And personal growth or self development helps you get more confidence in you. It's a little baby steps. Baby steps. So the people that are starting doing and learning in the, in the 98 challenge of our personal growth, they were trying different things that they weren't willing to try before, like go and talk to people. They were afraid to talk to people. They wanted to smile because they read that they use you smile, you feel better. They wanted to try different things. And they're starting doing the job. So not everybody did it. But with one example, and then another example and then another example, that's what happened, that people said, well, oh, he did it. Miguel is very good with people. But then they saw Diana. Oh, but Diana is beautiful. And then they saw Juliana. Ah, but Juliana was good with teachers before. And then they saw another one, another one, and they run out of excuses. That's what happened that you started seeing people from different countries, different backgrounds, all kind of things, all kind of issues in their lives advancing.

So let's look at this personal development piece. It sounds to me like you're talking about dress, how to dress, how to smile, how to speak to People how to open up a conversation, talk a little bit about like. Because that became a primary skill that you obviously had but others didn't. And now you were actually taking people who didn't have that skill and you were working with them in the personal development area. Was there, were there books you were using? Were there courses they were taking? Were there videos they were watching? Was that one day was personal development and that was that day. I think that's how it is now. So talk about that.

He was everyday coach. Every day was personal development. And I started using, for example, a book Success is not an Accident. I was reading the book and then I was teaching them. Then I was using another book, the Slight Edge. I was reading the book and then teaching on the book. And there was also the recommended book of the month. Recommended book of the month. So people that had a recommendation to read a book. But there were also videos. I found videos. I bought training from John Maxwell from every worry, the guy from network marketing. I bought training from whatever I could find, whatever I could put my hands on.

The things you were interested in that you enjoyed learning, you, you said, oh, I'll use these things, I like them, I'll have everybody read them or watch the videos, right? So like even Eric, do the activities.

Do the exercises in the books? Yeah. No, not only in the books. In the videos they have exercises. You have to do this. And they were working on their exercises, like writing a letter for your future successful person in five years nobody had done that. And they learned to do that. And I remember them reading the letter and crying because it gets you emotional and different things, little by little. How to dress, why to be on time, why to be early, why to read, why to work out why, to listen to audios while you listen. So it became like a personal development thing in the office. What happened later that changed is what it was that we started having testimonials, right? And then people crossing 50, 100 and then diamonds or millions speaking on those days for X amount of time. We had so many people having success that the trainings became only that, only people talking testimonies every day, every day, every day, every day. Different hours every day, every day. And then it was boring for me, it was boring. And I said, this is not what I created this. It wasn't a testimony thing only. And then I said, you know what? We're going back to how it was before. No testimonies. We're going to see a testimonials on the graduation. And this is only training. We're going to go back to the basics that we started. We started running, we started on trainings and we started doing personal development and working together. And that's what we started doing again probably like a month and a half or two months ago. Two months ago it became again the same thing that we built before. And people were clapping, excited because the new guy didn't what wasn't able to leave when we started doing on learning how to do those things. Now when they see it, they're like oh wow, my God, thank you. We didn't know this was like this. We only thought it was people talking about how they made money, how they made money, how they made money. They were so good. They will say where the testimonies. Now we're going getting people again to training, to learning things that we don't know how to learn. So I share programs and then people ask me what program say whatever you can find, brother. You just find something. Try a hundred thousand, a hundred thousand programs and you find whatever you like and whatever works for you or done. There's no really the program that works for making people make money all their lives. There's different problems. You have to be trying. And the one who benefit the most from that was me. Because I had to learn to teach it. Learn to teach, learn to teach it. But not only teach it as a, as a professor, as a teacher, I had to apply and make it work. So they were encouraged to do it too. That's how my income went higher than everybody, anybody's income in the office. And now again we're doing the same thing. We have the RBP training university from 9 to 10, Monday to Friday. Before it was me running it every day. Then I asked for help from the top income earners. If you were a million dollar earner, you have one day, then another million dollar, you have another day. For example, Diana, Jorge, Pinol, then Lorenzo and Daniela. But now we have so many. We have Rocio and Hot Stone, Fatima and what's the name of the other guy? Felix. We have another one coming. Pazus and Nancy. There are a hundred thousand, they're across a million in the next 60, 90 days. And we don't have room for all those people. And I said, you know what? I remember that he helped me to be in charge of the training to get to my million and help others. So let's give it room to the guys that are the top income earners. RVP's below 1 million are in charge of those trainings. And a million dollar earner closes Every day on those closes, closes, like makes a conclusion. This is what we learned today. This is what we're going to do. And we've been doing that for maybe one month now.

You have the upcoming leaders that are going to a million, maybe half million dollars or just skyrocketing. They're running. They've been assigned to do what you had to do. Yeah, they're now getting that. And then the million dollar earners just kind of covering at the end review, sending people off. And it's one hour, right? It's just one hour.

It's only one hour. It might take an hour and 15 minutes. And it's okay. It's okay. And they, the RVPS, they have to qualify because there's only eight spots because it's two for Monday, Tuesday, Wednesday, Thursday, Friday is every hierarchy, they do their own training.

Okay.

So since there are eight spots available and we are like 45 RVPs is going to be the top eight RVPs in income for the last month that are going to be in charge of all this. Now they're competing.

Competing to be able to be one of this. The trainers for the month.

Yeah. And exactly the thing that they see is that when you're a trainer, your income goes up. So they want to be a trainer. They want to be.

This is, this is like, this is pretty much the foundation really between the jar and licensing and personal development. I think it would be interesting maybe if you give us an idea of what each person who leads like, what do those data is. Why is. Is Tuesday different than Monday?

Yes, yes, that's true.

What's like. So what's the foundation now, by the way? You could tell us this. Most people aren't going to do any of this. Okay, sounds, sounds nice. And, and it's a good idea. But, but, but there's some that will. And so for those that are like ready to change their life and are ready to make a move in their life. This is so valuable, Miguel. So valuable. So what? Because we don't normally get this, you know, we get other stuff. So what is. Tell us the days, like what happens each day.

So Monday is vision. We sell. I'm in charge of Mondays. We sell division. Since we're coming from a Sunday, people are disconnected. Doing other things on Monday is like, okay, this is where we're going. This is why we are doing this. Mondays we sell division. It's about thinking mindset. Tuesday is almost the same. But it's not only that. There is also, also product involvement like product knowledge. This is how we use this. You see how we use this product. This is how we use this. You see how I explain it is how I close on this product. That's Tuesday.

This would be a little presentation and then closing Life. Let's use that as probably.

Yeah. Let's say that you're good at closing. If you're good at personal production, you're on Tuesday, and you're on Tuesday. You explain it, how you do it, how many.

How many of these leaders are basically doing the same thing? So the format's been set because you did it, you taught it, they learned from you. But now you're getting some. The extra little. But they're teaching how they're closing, how they're making a recommendation, how they're getting the dollar commitment, how they're getting that thing on.

Exactly.

Issued and. Right. Yes.

How they interact with the client and how they interact with the agents. That's what happens at their train.

Yeah.

So it's in that training, not only.

How the client is receiving, making a decision, but really they're talking about, how am I training my new agent to learn.

Exactly. That's exactly what happens.

How much of that is there? How much conversation is there about, hey, it's great that you produced. Who do you have producing, like, how much? Who have you trained and developed that's doing it without you? I mean, is that a big conversation?

If you're an RVP and you're making money, you qualify for those days. And I know that your strength is on personal production or personal recruiting. You're gonna speak on that day, but you also can bring the top recruiters or top. Whatever is your strength from the hierarchy and make a panel or. Or you can discuss with them in front of everybody. They can do an example of how they do it. We're teaching each other like I'm telling you. Actually, the whole thing is we have to share. When we share, everybody grows. And when we share, is that how you really. The best way that I feel that this was a good thing for me and for everybody around me was sharing what I knew. So I encourage people to share, share, share what? If you're good at this, you share it. You talk to the RVP that is in charge of that, but your results show us you are good or not.

Because that's a little more profitable.

Tuesday.

Yeah.

Wednesday is licensing. So from those eight RVPs, the number one and two in licenses for the last month are in charge of the Tuesday. And they explain everything, how they do it, how they work with the teams, how they, I don't know, teach them or how was the mindset in their team about licensing? What's the. What they talk to the agent so they can go and take the license several times, whatever. How do you get your results?

So I want to, I want to just. So with all these ideas, some people would say, well, there's a lot of ideas. But then people get confused because there's a new idea and it's not aligned with the way we do it. Would you say like what percentage is very aligned? Where the conversation doesn't sound awkward at all. It sounds aligned. It's just all supporting the direction that you created when you created this.

No, most of the people are aligned. But let's say that you came and you spoke and your regional came with an idea that he think is great, but we don't think is that great. You as an rvp, you still talk to your team, but the millionaire earner at the end remember that a million dollar earning is the makes the conclusion. He comes and he says that they were going somewhere different. He comes like put it again to log. Okay, this sounds cool, but this is what works for the hierarchy.

Okay, so it is a hierarchy direction.

Yes. The million dollar earners.

But there's.

Yes, okay, got it. Okay. I want to make sure. Because that's, that's, that's massively important. Otherwise people get confused. Obviously there's no confusion with what you guys are doing. So my. I figured there was very high alignment. Very high.

It is. We are million dollar earners are sitting in the back together and sharing on how this day is going to close based on what's going on. And if you're a millionaire and you see something that you don't like, you say hey, who's in charge? Jorge. Jorge, look at this. When you're closing, pay attention to this and that and say yeah, I'm already writing that to go and close about.

Correcting what he said or make Wednesday, Wednesday big deal. The whole day on what is about licensing people.

Yes.

Okay.

Yes. Let me see on the schedule. I have it here. RBP training Lonis Merculis Angie Claudia the Thursday is not like it's not mindset, it's not product and it's not life insurance. But it's how to take advantage of for example the iPad. We give them an iPad when they do 3500 in premium.

Right.

How to take advantage of the bonus. So the top the people that had the more district leaders last month rvps they are on Thursday.

So that's going to be talking about triggering the activities that field trainers.

That makes them.

That causes production and recruiting. And you have, you, you have a few triggers built in that causes automatic production. One is the 3,500 dollar in pre premium. Once they do their what, from what I understand, once they get their license, they have 30 days. Yes, they do 3, 500. Get an iPad, right?

They get an iPad. Yeah.

And, and that. How big is like, okay, so how big is that? How many people do it? And, and it means to me that they better be trained by the time they get a license or they won't know how to do it. Well, and what do you do with those that aren't yet trained?

If you're not trained and you're licensed, you're going to split. Okay, you have to split. Yeah. But if our goal is to get you to do three by three before you get license. All right, if you don't get the license, you still have the iPad with the new people. Not everybody does three by three. There is a lot of people who doesn't. But they can do 3500 in premium and get the iPad. We measure that at the end of the month and the graduation based on how many iPads you're giving. So if you're in graduation, you have three iPads, you had a bad month in your graduation, you have 20 iPads, 14 iPads. You're carrying iPads like crazy. You had a great month and you can see that in your numbers. So we paying attention. Okay, who needs an iPad? Who's missing the iPad? Who else do you have that is missing a thousand dollars in premium? So he can get the iPad. So we're selling that.

So graduations once a month.

Once a month, yeah.

What's recognized at graduation?

People that got licensed, people that got the securities license. Divisions, new, new industries in divisions, regionals, senior regions, new diamonds, watches, maybe bonus.

Who got big bonuses?

No, no.

Okay, but the iPad, so it's promotions and iPad promotions.

Income, income, top producers. So the top pro, the top income earners for the month are these, these, these, the top 10.

And you do that in the office and then broadcast everywhere with that.

We do that in a hotel every Tuesday. We rent a Roman hotel in Miami. But in Tampa, Orlando, we use the office.

Beautiful.

John? Yeah, can you all hear me? Can you hear me?

Yeah.

I can't see you, but we can hear you.

Yeah, I'm. I'm not trusting my video. So fortunately the audio is working. John, congratulations. You do it. A fantastic job, man. Good, good digging, John. And the question is on.

At the.

End of the month, I'll tell everybody what you want to do, John. And this is the way I operate. You want to make sure that nothing good happens that you don't recognize. And see, that's what you recognize. You know, who got three recruits, who's never had three recruits before? Who's got three people who had three recruits, who had 10 recruits. You know, I used to have a massive checklist because I don't know about you, Miguel, even doing this stuff at the end of the month, I always was incredibly depressed because no matter how much, I mean, you can do a million dollars in your bay shop. I think eventually you'll do a million dollars in the bay shop. But when you do, let me just tell you about that, you're going to be super pissed because you cop probably could have done 10 million because of all the people that were hanging around, it didn't do what they were supposed to do. But what the great thing, John, about this end of the month recognition is it puts you back in a frame of mind and it forces you to realize o all the great things are happening. Because when you're running this big mega mob like this, you the what. What works their way to the top is not so much the success stories is the depression type thing. And the main thing is, if you're going to be Miguel is to keep yourself in a happy frame of mind so you can be inspired. You know, you can teach this stuff, but do it in the right kind of way. And the one thing you want to be unified on, John, is attitude and activity and results. That's where you want to have unity, you know, like every. And that's what these rewards at the end of the month does. Like, okay, we're recognizing the guys have great attitude, they've been working, they got results. That's where our unity is, you know, and we'll have pretty much follow the same pattern, but we're unified in that now. Miguel, I heard, correct me on this if I'm wrong that you guys are like, it seemed like you guys are better than anybody else in the company in using the own company's incentives. Is that. Am I using that?

Yeah, we use them.

Talk about that, how you use that, how you use the contest, how you use the individual incentives. Like they squeeze everything the company offers, like a massive orange and get every drop of juice out of it, John. And so they leave no stone unturned in terms of making the company pay to help them build their organization. So would you Talk about that.

Yeah. Larry. Coach. We use money, the money that the company give us. If you do three by three, they give you this bonus. You finish your, you can pass. I think they give you another bonus. If you sign into the primary cap, they give you this bonus. We use that. We don't pay attention to too much to the T shirts and sunglasses. We don't pay attention to that. We want them people to make money. So whenever there is a new thing, if you do this ten by ten or one by one or you get a. Another $100, we're using that paying attention to get them as much as we can us and the same as well as the, the travels, the trips, whatever Primerica trip is coming, we're paying attention who's qualified, who's about to qualify, who's getting out of the contest. So it's like every day running for that. And what we know that help us the most is the licenses, because the license are the, the most what give us the most points to qualify for a trip. So people know that they have probably 50 recruits around their hanging and then can go talk to them and maybe license five, they'll probably have, I don't know, 75, 000 points or something like that, which is about a point to qualify. And then that makes them move. Also we run incentives of our own. Like, I don't know, maybe we're gonna go with a boat or we're gonna go bowling for you. You have a leader. You have to be creative on how to move your team and how actually to be present with them and work with them. I remember last month on the day of closing day, we were at bay show was at a hundred thousand, which is low. It was at a hundred thousand on closing day. And then I came to the office and I was like, I'm. I'm gonna do something to close them on a little better. And I brought a roulette, like a, like a thing from a casino. So I said, okay, anybody that closes a thousand dollars in premium has a chance to, to make the wheel turn and get whatever the price is there. Maybe it's a $25 gift card, maybe it's a 0, maybe it's a $7 gift card, whatever comes there. And if you do a max printing, you have two turns and every time you get if. I don't remember exactly how it was, but it was like an roulette. And people were closing policies and turning the roulette and winning gift cards. And they were like, I want this one. And then I was like, oh, I didn't want the big one. I just want to be the slow one. But I'm gonna go and close another one. You'll see, I'll come back, I'll come back. And they went king. They were going and coming. And in that day, we closed 40,000, 40,000 in premium.

Wow.

By doing that, my other RVPs, when they saw that, I told them, hey, I, I'm doing this in case you want to do it. They said, in case, Are you crazy? We're all doing it. Everybody started doing it. And now you know what happens? Our agents are mostly Latino, but not American born Latino. So they have papers, right? Immigration things. And when our president came and started holding on the papers from some people and deporting, a lot of agents got scared a lot. Our numbers were like, they slowed down a lot. And then we said, okay, it happens and that happens to us. That's our market. Let's figure it out. And now we're gonna start working today together. All of the 19 RVPs from my hierarchy, we're sitting in the whole floor, big floor with all the agents. Are we going to close the month? We're going to close them on today and we're going to close them on tomorrow. Are we going to close them on the next day? Are we not close the month till the end of the month to see what happens? And we have a, a trip coming at the end of the year for the IVP is the qualify. We're going to Dubai. So we're, we're aiming to qualify as many people as we can that are regionals. So when, by the end of the year they get promoted to RBP, they cannot choose Y2. So you have to be creative and also you have to be present. Being there. The million dollar earners, RBP is all working together with the regionals, with the districts and showing this can be done, this can be done, this can be done. Energy and synergy at the same time. We're going to close the month strong. We know that. And I'm telling you guys, whoever is listening to this, you have to be present. And your attitude, like Larry said, is important. Your energy is important. You as a leader, you are the energy of the team. You are the visionary of the team. And they're looking at you. It's like in your, when you're in a plane, there's turbulence. What do you look at? If you look at other passengers, you're gonna think that you're going down. When I'm on a plane and I'm, I'm in a plane like every two weeks or every week, I'm on a plane. Whenever it's turbulence, I look at the flight attendant. If they're smiling, I say, ah, it's okay, it's good, it's good, everything's good. Because that's, they know what's going on. Say the same thing in the, in the hierarchy, when you're having issues, they're looking at you, they're looking at my head like, is he here? Is he showing up? Is he smiling? Is he happy? Is he positive about this? It was the same thing with tariffs. Tariffs, tariffs are going destroy the country. Thais are bringing everything down. The cars are going 35% up. I'm like, I'm going to look at Donald Trump. He's my outline. I'm going to look at that, his face, Donald Trump, he's happy. He said, yeah, everything's going to be amazing. We're going to have the greatest team of our times. America's going to be great again. Don't worry. Everything is fine. Everything is fine. Because I'm looking at him. He knows better than I know that my job is to follow him and his job is to give me encouragement. His job is to show me that we're going in the right track. He's saying the hierarchy the same. The bishop, when you, you see that and you having issues, we have to bring the spirit up of the team. We have to bring them tools, be creative, create on other things, meetings, be close to them. So they realize, okay, this is just a temporary setback. Like on every business, everything works like that. Not everything goes like this, but you have to stay there. So that's not important thing. Coach. But most people start making money and they don't go to the office anymore.

Hey, Miguel, I'm here.

Go ahead.

Sorry, sorry. Adam, go ahead. Sorry.

The. We'll put a wrapper on it after this and give a, Let John give a final word and you get a final word. But I'm just curious, when you guys do your big Dubai trip, when they qualify for that. They qualify once they qualify and win because that's a giant deal. Who pays for that trip or how much do you pay for all that? The RVP's get a, are they qualified to go and then they, they get to pay a certain amount or how does that work? Because that's a huge, that's a huge deal.

Everybody has to pay. I mean, for example, I pay for my direct RVP, Diana pays for her direct RVPs. And if you're an RVP and one of your regionals did the numbers and he got promoted before the trip. You pay for your IBPS trip, you for your new IBP's trip to Dubai. But we also do different things. Like the numbers before used to be. I mean, not before last year. 100 by 100 to qualify this year we said let's do something that we hadn't done before. Let's do it very easy to reach. Easy, easy, easy. So we can bring a lot of people. And then we say it's going to cost a lot of money because then it won't cover the cost. And we say, who cares, let's bring them, let's, let's spend that money on that. Let's open their minds. Let's get as many people to Dubai as we can. New RVPs, they will never be small again. There will never be small again after doo doo. 30 by 30. 30 by 30. 50 by 50. 50 by 50. Four months in a row, they get promoted to RBP. They get to hang out with us in Dubai. They will never want to miss a trip again in their lives. And they're gonna fight for that. And I think it's a bet that is worth doing it. And then the other million dollar says, yes, do it, let's do it, let's do it. And we open it for, for everybody. But we pay for airplane tickets. Before used to pay for everything until I remember people calling me, coach, I'm hungry. I was like, what do you mean I'm hungry. Yeah, I'm hungry. You say you pay for everything. I'm hungry. No, no. Then I say, willie, no, no, no, that thing doesn't work. We pay for the airplane tickets and hotel and everything else inside is paid for by everybody, but by each person pays for unfair. But we don't really do expensive things when it's like that. The million dollar earners do expensive things, but the others, we tend to go to things that everybody is comfortable paying. But it's not really that expensive, is it? Most expensive things or tail and ticket. But everything else we learn, we hang out, we eat in restaurants. It's not every day in the big restaurants. We probably come eating chipotle one day because we're walking in a street. And then we keep learning. But it's the whole idea of being together. And that's what creates the relationships that we have in the hierarchy. We have people that are friends with silence, but very close friends. And we, we compete, but it's super healthy, super healthy competition. We want to win. Everybody wants to win. You winning is amazing. I want to win too, so I'm gonna work harder. It's not to. I'm gonna see how I knock you down. No, no, not at all.

How long do you go?

It depends on the place. But for example, to Dubai. Now it's gonna be 10 days. Because only is 10 days, right? Coming and going is like three days, right? Yeah. This far. Yeah, but it's cool. But it's cool. And when they came back, their, their mindset is. Even my mindset was different when I came back, I was like, I need to make more money. And actually next time I want to stay with a million dollar earners and I want to do this and I want to be able to do that. And you can see people that go to the first trip, they go like very short on money. And then the second trip they're a little better. Second trip, that a little better. And you see how their life start evolving. It's amazing. We know that it's worth it and we're going to keep doing it.

All right, John, you want to give a final word and then we'll let Miguel give a final word.

Well, I just, I, you know, this has been brilliant, wonderful. This has been really a classic meeting. Here's what I'm hearing is it all started with you, Miguel. It all started with you quitting your job, making the decision and I've got to make money. How do I do that? And then actually doing it. That deserving jar, that, that, that daily activity, the discipline. Then I heard, and then I heard a lot about self improvement and personal growth. And then I heard ultimately leadership is everything. It's all about somebody making a decision to lead a group of people and to take the ball and run with it and make sure they're leading and being an example. And so thank you for being that. This has been. Been great.

Thank you, coach. Final word, Miguel, the final word is that we be. We behave like what we see. And that's what I saw Willie and Lorena doing. They've been showing up leadership from the beginning. And even at their income, they're showing up leadership. Willie arrived first, then I arrived today at the office. And it's like that every day. We're always sitting, we're always present and we're always being modeling for the, for the RVPs, modeling for the new agents. So the, the business is amazing. The reason is amazing. I'm going to make more money. I just, I'm. I want to make more money and I'm going to make more money. So if I want to make more money, I have to deserve that money. It's not just to say I did it five years ago. No, I have to do something today. Because what you did five years ago worked for the last two, probably three years after that or two years. But I had to do now that work for the next five years and then keep improving and keep implementing new things in the office and everybody can do it. I know that most people are not going to do it. You said coach. But dedicate one year. They're doing one year to see what happens. What's one year of your life? Nothing. Maybe you double your income. Thank you for the invitation. Coaches is an. It's a great opportunity.

Thank you. Miguel, man, what a fantastic call. Remember, you can download this or go to through the big hitter community and not only listen to it again but you can get all the transcripts from that too. So you don't have to go through and take notes. You can highlight. But John, thanks for being on this morning. Fantastic job. Unbelievable. Glad for both of you guys to be on this morning and we're looking forward to what's coming in the future with both of you guys as well as the community. But a great call this morning. Great start off to the week. Hope everybody has a great rest of your day and we will talk to you soon. Everybody keep filling up those jars.

Awesome.

Thank you. Have a great day.

Thank you.

Thank you.