Executive TLDR
John was recruited for years before finally joining and getting licensed.
He gave up overtime side income (“clown suit” work) to invest time into the business.
Success came from plugging into the system and taking it seriously.
Everyone starts on the same level playing field.
Income grows when effort matches your commitment level.
Fully licensing yourself increases earning potential dramatically.
A six figure mindset produces six figure results.
Video Summary
John Picone shares his journey from working overtime and side gigs—including stadium “clown suit” security shifts—to building a six-figure income in Primerica. After being approached for years, he finally joined in the mid-2000s, started as a client, got licensed, and never looked back.
One of his biggest turning points was sacrificing guaranteed overtime income to invest time into the business. He stopped trading hours for dollars and committed to building something scalable. That shift in focus allowed steady growth over time.
Picone emphasizes plugging into the system—especially when connected to a strong hierarchy. He stresses that people must match effort to their declared level: spare-time players should hit spare-time numbers, part-timers must produce part-time results, and full-timers must give full-time effort.
He highlights the importance of full licensing, particularly securities licenses, explaining that higher licensing expands earning opportunities and positions teams at the top of production charts. He also shares excitement about teammates investing their own money to attend events, demonstrating commitment and belief.
His core message: anyone can earn six figures, but it requires serious commitment, sacrifice, belief, full licensing, and sustained effort. The mindset must grow before the income grows.
FAQs
What did John sacrifice to grow his income?
He gave up overtime and side income opportunities to invest time and focus into building his Primerica business.
Why does plugging into the system matter?
Following a proven system within a strong hierarchy accelerates learning, duplication, and income growth.
Why is full licensing important?
Obtaining securities and additional licenses increases earning potential and expands client service opportunities.
Can part-time agents earn significant income?
Yes, but income reflects effort. A part-time schedule must still produce consistent part-time numbers.
What is a six figure mindset?
It is a serious commitment to growth, higher standards, licensing, and consistent activity rather than treating the business casually.
Glossary
Full Licensing – Obtaining both life insurance and securities licenses to maximize product offerings and income potential.
Hierarchy – The leadership structure above you that provides training, accountability, and system guidance.
Rolling 12 – A measurement of production over the previous twelve months.
Regional Leader – A leadership promotion level within the organization.
Six Figure Mindset – A commitment level and standard of effort that aligns with earning $100,000 or more annually.
Transcript:
Thank you. Thank you. Primerica. Listen, excited. I’m gonna keep it short and sweet because I want him to have more time. So listen, just. Just dream big and follow up with activity, and I promise you’re gonna get everything that you want out of this company for your family and your community. On that note, this is a person that I love to death. Sometimes I want to kill him. But you know what?
That.
The bottom line is that he puts in the effort all the time. He’s a wonderful leader. The one and only. My love, John Pacon.
Thank you. Thank you. Thank you. Thank you. Minnie Shelly. I’ll take it. Mini Shelley, Minnie, Tony, whatever you want me to be, I’ll be right. Just keep the money coming. Good afternoon, everybody. Man, hope everyone’s having a tremendous day, right? You know, this is a tremendous. Super Sadie. Thank you. Keith and Danielle and, you know, everybody else who showed up here, man, we’re super excited, man. Always, all the time, right? We eat and drink, sleep. Primerica. That’s. That’s. That’s how it’s become, man. And you know what? That’s why we got things happening. Where’s Roy? Roy. Roy. Let me, you know, everybody, let me tell you what my version of, you know, highly educated, you know, the 4.0 in college, right? 2.0 in the fall semester, 2.0 in the spring semester. That’s 4 to me. That’s my 4 average.
I’m as dumb as a stump, but I know how to make money, that’s for sure. Let me tell you a little bit about myself, right? You know, a friend of mine, John Vincenzi, you know, chased me around probably for about six, seven, maybe eight years trying to get me into this company, you know, from, like, the late 90s, okay, all the way into the early 2000s. And, you know, I finally came in, like, right around the mid-2000s, like 2006, 2007. And, you know, came in and I was a client first, and, you know, just, you know, agreed, you know, to get licensed. And, you know, I got licensed, and you know what? I never looked back.
And, you know, I used to work, like, Yankee games, like, off duty, like, to make extra money and a few other things, you know, because I used to have that clown suit on, and, you know, they paid me, like, $35 an hour. But I tell you what, right when I got licensed, I never did that no more. I stopped that. You know, I had to make sacrifices and an investment of time into this business, and I used to make, like, an extra thousand dollars or maybe twelve hundred dollars a month doing that amongst all the other overtime I was doing with the city. So, you know, so that plus a few other sacrifices, you know, along the way is really what led us, you know, to what we’re doing now, right? You know, this is a family business, right?
You know, we got, you know, my son in the business, right? We got our kid, right? You know, and you know what? He’s working the business. He’s go through his frustrations like everybody else does, right? Like, you know, we still do, right? You know, you wouldn’t be, it wouldn’t be normal if he didn’t go through some type of frustration, right? Because the way we see, we should have been millionaires already. But you know what? Hey, you know what we’re working to get there, right? You know, one of the biggest things I could tell you is, right, you need to plug in, okay? You need to plug in, you know, to a system, to whatever your base shop is doing, whatever your hierarchy is doing, right? Especially if you got a hierarchy that’s a million dollar hierarchy. You got to plug into that.
You know, you gotta, you know, you gotta take this serious. You can’t take this like, you know, like it’s something, hey, you know what? I’m in Primerica. Yeah, you gotta be more than happy to be in it, right? You gotta, you know, just be more than happy to be around excited people. You gotta actually want to do this because, you know, anybody could make, you know, six figures. You know, we’re all on a level playing field. We all started, you know, John Pacone didn’t come in here, you know, making 60, 70, you know, we’re over 80,000, me and Sandy this month. We didn’t come in here making it. We came in here like, all right, we could make an extra 500amonth, 1,000amonth. You know, we could help some people. That’s how we came in. Like everybody else comes in on an even playing field.
And you got to believe, you know, that you can kick this thing up in gear and really make this thing work for yourselves, right? What you got to do is you got to find out and you got to slide into, like, you know, where you are, like where you’re playing right now, you know, like what time you’re putting into it, you know, if you’re a spare time player, right? You know, put. Jesus Christ, put, you know, you got to have Jesus Christ, Bernard, pray for me, right? You got to have Jesus Christ in your life, right? But Jesus Christ, man, play it, you know, go out and if your spare time, go put in spare time numbers. Whatever your bay shop talks about or whatever, like, you know, your RVP might talk about. Here’s what you could, you know, play, right?
You know, you know, to whatever level. If you’re part time, it’s more than spare time. If you’re full time, if you’re so called full time, put full time effort into this, right? You know, what are you doing? I mean, you know, I’m going to give you an example, right? Okay. You know, we got a part timer, like, really like he’s a part time contract. He puts, but he puts full time work into it. Makes almost 200,000 with the police department, okay? He just got promoted to regional leader a few days ago and was happy as a pig in shit because he got promoted to regional leader. His rolling, his rolling 12 here as a division was about 170,000 as a division leader, okay?
He’s been talking to me over the last couple of days about, I’m thinking of leaving, I’m talking to my wife, I think I want to leave. And we’ve been having those conversations back and forth, right, about that, you know, if, see, if you’re talking about it and thinking about it, that means you’re probably going to do it, right? So, I mean, it just, it’s really, it’s, you know, it’s really crazy what he’s got going on. We’re going to talk a little bit more about him and his team, right? We’re super excited. We got about 11 teammates here from New York. From New York, right, that came down here to meet us down here. We got no one here from Florida. And I don’t care. Okay? I’m going to be honest with you, right? But we got two teammates, right? Joy and Tristan, okay?
They, they stand up. Joy and Tristan, stand up, right? Listen to this, listen to this, right? They live out in Long island by the Hamptons, right? Like all the way out to Suffolk county, if anybody knows where that is, right? They just joined the business a couple of weeks ago. They were on Chanel and Tariq Bailey’s team just a couple of weeks ago. They’re staying in this hotel for two nights. They paid over $1,000. They invested over $1,000 to come down here. You think they’re excited, right? Tremendous man. Love them, Love them. And you know, really tremendous, right? I mean, that’s people who want to win. This is people who want to Win, right? You know, Chanel and Tariq, right? You know, Keith talked about it. You know, they got a mortgage business.
You know, they make, if not seven figures, close to seven figures in another business, right? Why are they here? Right? You know? You know, because they love the primerical way, right? You know what I’m saying? You know, things don’t always go right like Mike spoke about, right, in real estate, you know, I mean, you know, shit happens, right? I mean, look what’s going on the last couple of days, right? You think people are going to run out there to buy homes, freaking. No, people get scared. They get nervous, right? What do Primericans do, right? We invest more money into our mutual funds. That’s what small. That’s how, that’s what makes millionaires billionaires, right? But you know what? So people, right? It’s their way of thinking right now. Shinola, Tariq, smart people, right? You know, building the team. Super excited about them, right?
You know, they’re close. They’re close to going to regional vice president, right? They got a growing team, right? We’re going to talk about Pete Kandenoff, right? I just spoke about him, right? You know, they got. Him and. Him and his wife have six securities licenses on their team. Six, Six. You want to know why? Like, you know, we’re up at the top of the charts, right? Like in securities, right? I mean, it’s, you know, it’s crazy, right? I mean, I mean, people, you know, you got to get fully licensed, man. You have to get fully, like, think about what you could do with this business when you get fully licensed, right? Think about what you could do with this business, right? When you’re willing to put more time into it. I mean, everybody wants to make six figures, right?
But you got to have a six figure mindset. See, once you get a six figure mindset, you get a seven figure mindset automatically because you’re around this man. Love everybody. Let’s see everybody get to the top, man. Proud of everybody.
