Ever feel like you’re just working and not building your Primerica business? You’re not alone. Many reps struggle with shifting from a worker mindset to a builder mindset, and it can be frustrating. But what if you could change that? What if you could adopt the RVP mindset that transforms your approach and skyrockets your success? Eric Ortiz is here to guide you through this powerful shift. In his motivational video training, Eric shares his personal journey and the strategies that helped him and his family achieve incredible success. From understanding the importance of attendance to mastering momentum, Eric’s insights are game-changing. This isn’t just about working harder; it’s about building smarter. Ready to take your business to the next level? Watch the video below and discover the mindset and tactics that can make all the difference. Don’t miss this opportunity to learn from one of the best and start building your Primerica business with purpose and passion.
Video Transcription:
Hey, guys.
My job today is just to show you guys about being an rvp.
Who here wants to be an RVP or promote out RVP’s? Should be everybody, right? And so it all starts with mentality, right? I think every day that we walk around, we should be walking around as if we’re.
This picture right here.
You don’t know if this plane, whether it be an F15, F35, whatever the case, something F, right? You don’t know if it’s taking off or if it’s landing, right? You don’t know what it’s doing.
But it looks intense, right? It looks ready to go, right? So you have to stay ready so you don’t have to get ready, right? And so in our business, the same thing.
I’m gonna show you guys how we do it, but a little story, a little backstory on my life, you know, and what Primerica has done for us.
This is just the beginning, right? This is.
I always go back to this picture right here because it was a similar event back in the early 90s.
It was a Larry Wydell school, right? And my dad, who is my hero, he’s my heroes in this picture.
My older brother Jason, and my dad, right? And his job as a hero, or as your dad or as a dad, is to provide vision, right? To provide vision for your kids.
Provide vision.
Provide vision, you know? And this Larry Wydell school, he gets on stage and as he’s closing the meeting, and Joe Ensor was the guest speaker there.
Man, what a great experience.
I got to meet Joe Ensor.
I got to talk to Joe Inzer.
I didn’t know who he was.
I just knew he was just a massive human being, right? And so the dad gets on stage and he goes, hey, listen, I’m gonna bring out my.
My top first generation RVP’s.
And he brought us out on stage.
And that right there has never left my mindset.
And I was like, man, listen, that is something that’s gonna be tattooed in my brain forever, right? And no matter what career path I took, I knew I could always come back and become an RVP with my dad and my brother, right? And then the second thing as a parent that you gotta provide is lifestyle, right? This is my mom.
This is the first time that went on a Primerica trip, the first time they won a Primerica trip.
We didn’t see the struggles at all, right? We didn’t see the chargebacks.
We didn’t see the hurt, we didn’t see the neglect.
We didn’t see any of that stuff.
We thought they were just.
It was just an easy business, right? And this is the first trip that they won’t.
And that showed Jason and I that this business was incredible, right? I’m talking about who here went to Orlando for the trip.
Incredible experience, no lines.
It was all you can eat, all you can drink.
It’s the first time I saw people running down the streets with two turkey legs, screaming, right? I’ve never seen that.
And people taking a bite of a turkey leg and throwing it away and grabbing another turkey leg.
Nah, man.
When were raised, you eat the whole bone, right? All the way to the end.
So that was an incredible experience that taught us lifestyle, right? And through this time period, you can actually see that the person next to me on every picture was always my older brother.
And he was always telling me vision.
He was always inspiring me.
He was always growing with me.
And with that, you know, I had the blessing to get drafted or not drafted, get picked up as a free agent at a college, a small college in Mississippi called Belhaven College.
And I got picked up by The Saints in 2009.
I got released by the Saints in 2009 and picked up by the Vikings in 2010.
You know, and then after I got released by the Vikings, I played arena football for four years.
But what was incredible about that experience is that with the Saints, the next year, they won the super bowl, right? That was when Drew Brees was there, Reggie Bush.
I mean, they had a squad there, right? I got released from there.
I was in the same locker room as all those people go to the Vikings.
That’s when they had Brett Favre, right? Brad Childress was his last year there, had Adrian Peterson, just in his prime.
I was in the same locker room as them, right? And then as I went to the arena football team, right, Our gm, a good friend of mine, right now, he is, right? Derrick Brooks.
Derrick Brooks was the one that he was mentoring me or talking to me, you know, encouraging me, you know? But what was really crazy is that I never had that stardom feeling, like, oh, man, I’m with these stars.
You know, I never felt that, you know, until Keith Otto texted me.
And I’m like, oh, my God, it’s Keith Otto, man.
Dude, this is crazy.
I rose up in this business, and anytime Keith spoke, it was a natural thing in the whole company that was not a time for you to use the restroom, right? You stayed in the room and you listened to whatever he had to say, right? And so from that experience in football, I realized that, man, listen, football wasn’t for me anymore, right? I had to cast my own vision.
I have to cast my own lifestyle for my kids, right? And I grew up in the business and I decided to get my RVP contract.
I went out strong, right? I went out with a 40 by 40 replacement, you know, and that guy right there is killing it right now.
He’s at 500,000 income, you know, my replacement, Eduard Fernandez, doing an incredible job, right? So went out strong, we became regional vice presidents, you know, and then next thing you know, guys, listen, we decided to cast a vision and lifestyle to our spouses.
You know, we said, listen, we gotta come together as a family, right? And this right here was the grand opening of our home office.
And that was the first time that Bryn and Jackie saw the bigness of this company, right? And now as a family, right, Jackie, Jason’s wife, is in charge of our licensing department.
Bryn, my wife, is in charge of all the life business, right? Making sure that clients get their medical exams.
No, ntos, everything like that.
My mom is in charge of all the investments.
Dad is in charge of overseeing everything.
And Jason and I are in charge of premium and recruiting.
That’s how we do our business, right? That’s a corporation.
And as cool as that is now, our focus is to show the company our vision and lifestyle, right? We want to make sure that when it’s due time, when it’s good time and you guys are ready, right? Hey, listen, there’s a proper time to merge businesses, not immediately, right? You got to have individual codes built up, right? You got to make sure you do it at the right time.
And that’s what we’re doing right now, man.
And we just crossed over 1.3 as a family, right? Which is incredible.
We’re going after that 3 million at a minimum.
So each family has a million dollars.
So the vision is there.
The vision is there.
Right now my job is to show you guys how we talk to our team as far as promoting our RVP’s.
You guys are good with that.
It’s very simple, right? It’s a very simple process.
The first thing is you got to understand where your team is at right now.
This is our hierarchy.
We would not be anywhere without our hierarchy, right? We have from there we have some scientists in our hierarchy, we have some accountants.
We have one of our guys, Brennan, he couldn’t pay for his IBA, so he donated plasma, right, to pay for his IBA, which was incredible.
Now he’s at 28,000 for the month income, right? You have Ryan.
Asia is the last RVP we promoted.
He got promoted at 18 years old.
He’s now 21 years old, right? Jay, 21 years old.
He’s over 100,000 in cash.
These are all of our RVPs in our hierarchy right? Now you can see it’s not just one person, one occupation, right? They’re from all over.
So you never know when that RVP is going to pop its head up, right? You got a prospect, wherever, talk to whoever you know if they quit.
Just like Jason gave you that presentation, if they quit.
Guys, people quit because they’re supposed to quit.
This is not an easy business.
We’re looking for the people that are going to stay with us long term, right? And so look, this is a simple step.
Six simple steps to go.
Rvp, who here is not an rvp, wants to be an rvp.
Okay, perfect.
So you have to understand that we don’t work.
Everything that we do is we build, right? We don’t work, we build.
There’s a purpose for us to do this, right? The first thing, when it comes to building a Primerica business, going rvp, the most important thing, get ready is you gotta focus in on attendance.
Attendance.
Attendance is everything I’m talking about in person.
Butts and chairs, right? That is everything in this business.
I would much rather a 50 by 50 RVP who has 100 people showing up than a 100 by 100 Zoom RVP, right? Because I know it’s gonna keep going.
Now, when you look attendance, you gotta know that the next meeting is the most important meeting.
You cannot miss a meeting.
And we gotta stay in the meeting the entire time, right? Not only that, listen, you got to show up ready.
Because when you come out of a meeting, right? And if you’re not dressed well and you go out of it, I think my biggest fear was me dressing like a bum to a meeting, comfortable going out, seeing a professional person, me being all fired up trying to talk to that person.
Just my outfit alone doesn’t look right? So I got to show up dressed right.
And when you dress right, you play, right? And when you play right, you get paid.
Right? Right.
And so look, you got to make sure you have something to write on and write with, right? Make it a habit to try to learn something new, no matter who the speakers are, right? And finally, man, you got to be ready to receive.
Here’s how you track attendance.
If you are a rep, senior rep or district, you should have in the room minimum at least five to seven people with you.
If you’re a division, you should have at least 8 to 15 people in the room with you.
If you’re regional, you should have 16 to 20.
If you’re a senior regional, 21 plus.
That’s it, right? If you want to do more, that’s more.
If you do less, hey, that’s great.
But just know that you’re not on track to go RVP anytime soon, right? So you got to make sure that you have your attendance in line, right? That’s number one.
Number two is you got to get mentally prepared.
Guys, Jason Martin came up here and gave you one heck of a deal.
You got to be self improving all the time.
The reason that we’re not improving is because we’re teach or telling ourselves not to improve, right? So we got to make sure that we’re always getting mentally tough.
We always got to be reading books, listening to audios, right? The music on the artists that you’re listening to on the radio already made their money, right? They already made their money.
So it’s time for us to make ours.
You know, it’s not only what you listen to, but what you put into work after you listen to it, right? I think Blake said it as well too, man.
Another great activity that you should be doing is recording your presentation.
There should be.
Everyone in this room should have their presentation recorded.
Right? Listening to it.
Because I think, honestly, the biggest critic that we have is ourselves, Bella.
Right? If we sit down and you listen to your own and you watch yourself do your own presentation, you’re always gonna fine tune something.
You know? For me, I remember going through my presentation, and before I sent it to Jason, I was like, man, I’m awesome on these presentations, but I’m not closing.
I don’t know why I’m not closing, Juliana.
And what I realized is that through my presentation, I kept scratching the back of my head.
It was so weird, man.
I don’t have hair, so I’m like, what am I scratching? Right? I was just, like, massaging my head in the middle of my presentation, and I was like, that is super distracting.
That’s probably why I’m not closing, right? And so that helps you realize what are your downfalls and how you can make them pros, right? So I have a thirst for knowledge.
Here’s something that my coach has always told me, man, listen, what you do when nobody’s watching you is what’s gonna define you, right? What you do in the dark one day is gonna come to light, right? So you have to make sure that if nobody’s around, are you giving a presentation? Here’s how it helped me.
My dad told me one time, I was like, dad, I.
I need help with the presentation.
He’s like, you just gotta get more excited about the presentation.
I said, how do you do it? He’s like, all right, man.
If I was you, Eric, what I would do is I would get in front of your dog, right? And your dog is probably the most, you know, he’s gonna be the most honest with you, right? And if you give a presentation and that dog sits down and starts yawning or goes somewhere else, your presentation’s too boring.
Too boring.
It’s too boring.
When that dog’s tail is waggling and he’s there, that’s when you know you’re on point, right? And so let that, you help that.
Use that, you know, late night activity, it’s crazy, man.
It’s easy.
Get caught up in the Netflix of the world, right? At 7:07:00, 8:08:00 at night, you get on Netflix and you’re like, man, this is a good show.
Let me just continue, Let me just keep going, right? But you can also get on Pol.
You can also listen to Keith Otto’s Overcoming Objection audio, the product knowledge from some Tony Seaman, you know, success stories, and like I said, recording your presentation and send it to your field trainer.
That’s number two, becoming mentally tough, right? Number three, becoming an rvp.
You got to play up.
You got to play up.
If you’re a district leader, you cannot expect to be a district leader for you got to always promote out another district leader, right? So if I’m a district leader, I’m not looking at the scoreboard as who’s the best district leader.
I’m looking at division leader.
If I’m a division leader, I’m not looking at division leader.
I’m looking at what.
I’m looking at what.
And if I’m a regional, what am I looking at? Rvp.
And if I’m rvp, who am I looking at? An svp, an nsd.
That’s it, man.
You always got to play up.
And you got to know exactly where you are and how to do that, right? And now you gotta track your numbers.
You gotta figure out how many recruits I need to be have, how much appointments do I need to be on, how much a premium do I need to submit or observe, right? And not only that, how many districts do I gotta promote or double promote? It’s very simple.
This business Is very simple.
It’s just not easy, right? And you gotta submit good, long lasting business.
If we’re just submitting crap, right, eventually that’s gonna come back.
It’s going to come back.
QBI is going to drop, chargebacks are going to happen.
And this business from the enjoyable business that it’s supposed to be now becomes a nightmare, right? So let’s make sure that we’re following up with our clients, right? With good communication.
Number one reason why people leave us is lack of communication, right? Trust me.
The way that we are trying to communicate and get new business, our competitors are trying to do that with our company, our clients, right? So we got to communicate consistently with our new recruits and our new clients as well, too, right? Make sure that you’re building long lasting business.
Guys, I’m flying through this, but you gotta, if you need, if you need this to send to you, I’ll send it to Keith and make sure he sends it to you guys, man.
But you either on an appointment or you’re booking an appointment.
Number one, number one, if you’re in the game or if you’re at practice, we’re practicing.
And practice is you setting appointments.
Game is you’re actually on the appointment, right? That is it.
I like that.
Right? And every single day, listen, you gotta be five to eight appointments a day.
Now, there are some days that you might get Ls, right? There are some days that you’re like, man, I have some reschedules.
But at the end of the month, if you track your L’s and your W’s and you have more L’s than W, something is wrong, right? You gotta make sure that every single day you have a list of wins and your losses, right? Number four, right? We got to get it fully licensed.
Get your series 6.
Get your life license.
Get your sie, right? And the way I saw it, Kylo, the way I saw it, man, is like, if Primerica is paying for it and all we have to do is go get it and it’s gonna provide me more income.
Why is it taking me so long to get it? All I gotta do is study two to three hours, you know, a day and go knock that thing out.
And in fact, I’ll tell you the secret.
You know how to get licensed? You want me to show you how to.
It’s very simple.
Y’all ready for this? You want me to give you a clue? Who here is having trouble with their license? I know it’s kind of hard to raise your hand.
All right, here’s an easy way.
How to get license.
You got to figure it out.
I’m sorry.
You got to figure it out.
You got to figure it out, right? The way I did it is I found the last person who passed and I was like, you know, hey, David, how did you do it? How’d you do it? Okay, you got that? Okay, you did that.
You went through with teacher.
Okay, perfect.
And then all I did is I just copied what he did and I taught my team on how to pass the test.
That’s it, Right? There’s no need to go, you know, google.com, how do you pass the series six? You know, who’s the last person in your office that passed a series six? What did you do? That’s it, right? That’s number four.
Number five is you got to take ownership.
The best thing an RVP sees in his business is another leader taking ownership in their business.
Right? What does that mean? Treat your office like your home.
And taking initiative.
Cleaning up at the office, chipping in.
Right.
Becoming resourceful.
That’s the number of the home office.
There’s thousands of employees there waiting for your call to give you the answer that you need.
But somehow we think that the upline is always available.
Right.
To answer all the questions 24 7, call home office first.
Develop a relationship with home office.
Right? And figure out those answers as well too.
Right? That’s number one.
Right.
You gotta make sure you do that.
Daily Blast competition.
Everybody here wants to win a competition, but a lot of people don’t know where they are in the competition.
Right.
Every single day we need to figure out where we’re at in the competition.
And what drives you even more is tracking your team in the competition.
Right? That’s awesome.
So that’s number five, right? Number six, guys.
And the final one is building strong replacements.
You got to build a strong replacement.
Start thinking about that replacement now.
And a little hint.
What is a replacement leg? Somebody that you cannot live without.
Somebody who you might think, oh man, they’re doing everything for me.
They’re great.
They’re the great co captain of my ship.
They’re doing great.
Right? But it’s somebody that is the biggest gift for the rvp promoting you out, saying, here’s a one time gift.
I’m never going to give you a gift again other than this.
Right? And I’m going to go build my own business.
Now you ask yourself, what is a replacement leg? A replacement is somebody who can do something Very simple.
Who can do this? They can close, they can recruit, they can train, they can promote and they can license.
If they have all five of those things and they can do all five, that’s a good replacement.
That’s a good replacement.
Because I know they can do 10 by 10, 15 by 15, 20 by 20, if they have all of those intangibles, right? And so the bigger the replacement, the bigger the gift.
And finally, guys, listen, I’m gonna give you guys some dessert.
You gotta master momentum.
You gotta master momentum.
You always gotta feed your horses.
If you have somebody on your team that’s stepping up and doing good things, talk to them daily.
Talk to them on a daily basis, right? Take them out to lunch.
The way that you spell love or the way that you spell time or.
Excuse me, let me go back.
The way that you spell time in primeric is L, O, V, E.
You gotta show them love, right? You gotta show them love.
Track your business and activity daily.
And this right here got me, guys, a deserving jar obviously is good, but this right here having a written calendar.
I heard something the other day from Bill Whittle, which was incredible.
He said you should be a slave to your calendar and your calendar should be a slave to your goals.
It’s very powerful.
And there’s always devil.
The devil lives in the blood of your calendar.
There’s nothing wrong with taking a nap, right? Everybody needs a rest now and then.
But if you have it on your calendar, it’s good.
If you have no nap time in your calendar, you’re taking a four hour nap, right? It’s crazy.
Ten teammates and every single morning, man, when you wake up, you should have a list of people you’re already going to call.
10 clients, 10 teammates and 10 prospects.
Once you get those 30 calls done, listen, that day is good.
It’s awesome, right? Write it down twice a day.
Write down your goals twice a day.
When you wake up and when you go to sleep.
When you wake up.
When you go to sleep, your goal should wake up in the morning and the goals should be putting you to sleep.
What a beautiful business this is, guys, listen, you know, Keith showed me his pictures of traveling first, extra class on Emirates.
Emirates.
And a beautiful picture of him in the pool, right? This is our family.
This is our family.
This business can provide you a lifestyle that’s incredible, right? If they would have told me when I was woke, when I was first starting this business at 5 years old and Jason at 7, that we’re going to have an incredible life, travel the world, not only myself, but your wife and your kids.
And when you come back, you’re going to have even more money than when you left.
It’s like, what did he say? No way.
No way, Right? It’s incredible business.
Like, you see, like this is in Thailand, right? Colorado, Dominican Republic.
That’s an actual tiger that Jason’s sitting next to.
Elephants, right? I mean, this business takes you on experiences that most people only dream of, and it surrounds you with people that push the limit.
Right? So let’s get after it, man.
Last thing I’m going to sum up with this.
Listen, we don’t hike a mountain so that the world can see you.
Oh, man, I got all these nicks, I got all these scrapes.
I got all these bumps.
I got a twisted ankle.
We hike mountains because we want to see the world.
We want the lifestyle that only people can dream of.
Right? And they can’t relate because they didn’t go through the hike with you.
Right? Love you guys, man.
Let’s take it to the next level.
Thank you, guys.
