Executive TLDR

• Life insurance is not a product — it’s protection during life and after loss.

• Personal tragedy revealed the real impact of coverage.

• Change requires evolving behavior and mindset.

• Recruiting and licensing growth demand intentional adjustment.

• Legacy is built through preparation, not hope.

Video Summary

From Loss To Legacy: When Protection Becomes Personal

In this emotional and powerful message within Primerica, Bernard and Aleen Alerte move beyond sales and speak from lived experience.

This isn’t theory.
This is family.

When “No” Becomes Regret

Aleen shares the story of presenting life insurance to her sister years ago.

The premium was affordable.
The protection was available.

But the answer was no.

A few years later, her sister passed from a brain tumor — without coverage.

The lesson was painful:

Life insurance is never about today.
It’s about the unexpected tomorrow.

Protection During Life

Bernard’s father applied for coverage.

During the medical exam, dangerously high blood pressure was discovered.

That exam led to a hospital visit and a triple bypass surgery.

He lived another 15 years.

Life insurance didn’t just pay a death claim —
It extended life.

When Illness Hits Home

Aleen was diagnosed with breast cancer in 2013.

Today, she stands 10 years in remission.

Because of policy riders and increased benefit coverage:

• Her children have expanded financial protection

• The family’s future remained secure

Life insurance became peace of mind during treatment.

Legacy After Loss

Recently, their children lost their father to colon cancer.

It was devastating.

But because he had coverage:

• College funding was secured

• A wedding fund was protected

• A grandchild’s future remained stable

In the middle of grief, financial stability existed.

That is the true impact of what they do.

The Bigger Business Message

Bernard transitions the story into leadership principles for growth:

The World Ahead Is Different

Change is constant.

Resisting change leads to obsolescence.

To grow, you must adapt.

What Got You Here Won’t Take You There

Growth requires:

• Learning

• Unlearning

• Relearning

The same habits and the same team may not carry you to the next level.

Expansion requires evolution.

Nothing Changes Without Behavioral Change

Recruiting improves when behavior improves.

Licensing increases when accountability increases.

Production grows when standards rise.

Success is not accidental.
It is behavioral.

Stop Operating In Offense

Coaching is correction with care.

Instead of being defensive:

• Accept guidance

• Trust leadership

• Grow through adjustment

Offense blocks growth.
Humility accelerates it.

Gratitude And Legacy

They close with a reflective moment:

Every person is shaped by those who believed in them.

Some are present.
Some are far away.
Some are no longer here.

Legacy is built through impact.

And life insurance ensures that impact continues — even after loss.

Core Message

This business is not just about income.

It is about:

• Protection

• Dignity

• Preparedness

• Generational security

From loss comes legacy —
If protection is in place.

FAQs

What is the core message of this speech?
Life insurance transforms families before and after tragedy.

Why is life insurance important for young people?
Because illness and death are unpredictable.

How did insurance impact Bernard’s father?
A medical exam uncovered a serious condition that saved his life.

What is an increased benefit rider?
An add-on that expands policy benefits in certain situations.

How did coverage protect their children?
It secured college funds, weddings, and financial stability after loss.

Why is behavior change emphasized?
Growth in business and life requires intentional adjustment.

What does “what got you here won’t take you there” mean?
Past strategies may not sustain future growth.

Why is adapting to change important?
The world evolves quickly; leaders must evolve too.

What is the danger of operating in offense?
Defensiveness blocks learning and improvement.

How does life insurance create legacy?
It provides financial stability that impacts future generations.

What role does gratitude play in leadership?
Recognizing mentors strengthens purpose and perspective.

Is this message only about sales?
No — it’s about impact and responsibility.

Why is conviction important in presenting life insurance?
Personal belief increases authenticity and influence.

What is the long-term takeaway?
Preparation today determines the strength of tomorrow’s legacy.

Glossary

Life Insurance
A financial contract that provides money to beneficiaries upon death or qualifying illness.

Increased Benefit Rider
An optional feature that increases coverage under specific conditions.

Terminal Illness Rider
A policy feature allowing access to benefits if diagnosed with a terminal illness.

Behavioral Change
Adjusting habits and actions to produce improved results.

Legacy Planning
Preparing financially to protect and support future generations.

Coachability
The willingness to accept guidance and adjust behavior for growth.

Transcript:

Hello, familia. How’s everyone doing? All right, let’s see if I could get through this. I’m going to be obedient, because when I came up here, I was going to talk about something else, and then as I was sitting there, God was like, no, you’re going to talk about this. We do this business for a lot of reasons, but I’m going to share and be transparent or vulnerable with you. How it impacted our family. My sister passed away about 15 years ago, and I sat with her and I said she was like, my first client. Let me test my presentation right on my sister, she was only, like, 20 something, and the policy was going to come out to, like, $28, and she was like, no, I don’t need that. I’m on the dad. I don’t need that. I was like, okay.

A couple of years went by. 2008, she passed away from a brain tumor. She did not have the policy, but if she did, it would have helped because she had a terminal illness, and it would have helped the family take care of her while she was going to the hospital, if you know what that is. Bernard’s father applied for insurance with us, and during the medical, they found his blood pressure super high. Went to the hospital, wound up with a triple bypass. We had him for another 15 years. These are the impacts. Right? Myself diagnosed 2013, ten years in remission, breast cancer. Amen. Right. I have increased benefit rider. So my children don’t have just 100,000, but they have a lot more. A couple of weeks ago, my children lost their father to colon cancer.

The hardest thing that I had to watch my children go through. But you know what? Actually, he was involved in the business. He was Wendy’s PFS youth instructor, and I could get through this. It’s amazing how our company impacts. So, yeah, we talk about the money, we talk about building mentors, but you got to know how we impact. So personally, we’ve been impacted in many ways. And I just want to let you know that be passionate and be convicted, that what we do saves and change lives. All right? So their father left their children, our children. Okay, how many of you can say that? My oldest is getting married. The other one has. We have a grandchild. The other one’s in college. That’s $100,000 at the end of his education. But his father took care of that.

And I want to thank Ray and Carol because from leading from the front and always taking care, not only recruiting, building, but making sure that we had coverage. And now I thank you, because my children are taken care of.

Awesome. How are you guys doing? Awesome. Listen, I just want to go real quick. I just want to give God all the glory for everything he’s done for us. We are totally blessed, team. Totally blessed. Our family just so excited. Just want to recognize, so grateful for our coaches that we have from Keith and Danielle, thanks for giving us an opportunity to share with the team today. To our coach Roy Lipson, Ray and Cal Costello, Coach Chris, HR and so many leaders that impact us so much. When I think back, I love our army empire. Thank you so much for what you do, what you sacrifice every day. Our RVP team, they’re about to go to 100, 200,000 income. Tim Net, Anhelpalanco, Joey andy Morales.

And I think back right now, and I think back, theme of today is today begins the first day of the rest of your life. If you think about there’s three things you want to do for us to grow as we close out 2023, kicking off 2024, there’s three things we have to accept. Number one is the world in front of you is nothing like the world behind you. And I think back that a man or woman that resists change becomes obsolete. So we have to learn to adjust. We have to learn to grow. We have to learn to accept. Things are changing all the time. Everything’s evolving at a fast rate. We got to evolve, too, right? I think back, the second thing is, what got us here won’t take us there. What got us here won’t take us there.

What does that actually mean? Some things we have to learn, some things we have to unlearn and we have to relearn some things for us to get better.

Right.

If you think about all sort of different things we have to learn, the same team won’t take us to the promised land. We have to grow. We have to get new people. We have to personally involve making that happen.

Right.

And third thing I want to share with you guys is nothing changes unless there’s a change in behavior. Nothing changed unless a change in behavior. What behavior is it going to change the next 90 days for us to grow our business?

Right.

See, you have to change your behavior towards recruiting our recruiting numbers in direct proportion, how we feel about ourselves and how we feel about the opportunity. So you have to change our behavior. See, think about everybody wants what we do. Everybody wants a limited income and control their time, but we just don’t know how to convey that message across to them. And we have to change that. We have to change our view of our business. For example, things are not just going to happen. They happen justly. When I think about our recruiter, it’s not going to happen.

Right?

We had a challenge in our business is were recruiting but guess what happened and weren’t getting enough people licensed. We fixed that and we’re fixing that. We had a challenge where we’re doing business but quality crew, Bibian needs to be where it needs to go. We’re fixing that and we’re going to explore. We’re going to get this Thing Cranking. We have changed our perception of coaching and being coach. Right? Stop operating in the spirit offense. Stop getting offended. Every time our coach accepted. They will love us.

Right?

And see, listen, I believe God is good. I just want to share something with you guys real quick as we end. See, there’s so many people that help you and I get us to where we are today. Some of you guys are here, some you guys are far away. And some, you are even in heaven. See, all of us have special Ones who loved us into Being. Can you please take 5 seconds right? And think of the people that Helped you become who you are today. Those who have cared about you, wanted what was best for you in life. Just 5 seconds.

You.

Whoever you’ve been thinking of how pleased they must be to feel the difference they made in your life. I just want our coach to know you made difference in our lives. We love you, appreciate you. We love our army, Empire. We love Eric, Lizzie, Sammy. Proud of you guys. Let’s go do something big. Thanks so much, coach.