Executive TLDR
- Recruiting compounds your results because people expand your time and energy beyond what you can do alone.
- Double-digit recruiting for 12 months is “takeoff speed” and creates the pipeline for a bay shop and hierarchy.
- Most recruits will not produce, that is normal, the goal is to find the 2 to 3 go-getters each year.
- Knowing the numbers prevents emotional ups and downs and keeps you consistent long enough to win.
- A simple activity system, set weekly appointments, expect cancellations, track close and recruit ratios, creates predictable income.
- Primerica’s long game is legacy, even part-time consistency can compound into life-changing wealth.
Video Summary
Jason Ortiz frames Primerica growth as a math-and-mentality game: you compound results by recruiting because recruiting multiplies your output beyond your own limited hours and energy. He shares the Ortiz family story, growing up in the business, returning to Primerica after a career detour, and the moment in 2020 when a health scare made the family rethink building separately. They merged their businesses to build something durable across generations, and the merged team later crossed $1.3 million in income.
The teaching focus is “compound recruiting.” Consistent double-digit recruiting is presented as “takeoff speed,” because 120 recruits in a year creates the pipeline to form a bay shop and eventually a hierarchy. He breaks down what typically happens inside those 120 recruits: roughly 100 will do little or nothing, 17 may become licensed part-timers who contribute inconsistently, and 2 to 3 will be true go-getters, the “two percenters,” who drive major production and long-term overrides. The point is simple, you cannot predict which recruit is which early on, so you must stay consistent long enough for the math to work.
He uses a month-by-month visual to show why people quit too early. You can recruit 10 in a month and “strike out,” then recruit again and find a licensed person, then strike out again, then later find a go-getter. If you do not know the numbers, you assume something is wrong with you or your system. If you do know the numbers, you stay steady, move quickly past non-players, and keep recruiting until the right people appear. His core line is essentially, you will not beat the numbers, but the numbers also cannot beat you.
He closes with two practical application tracks. For part-timers, he walks through a simple wealth-building concept: earn an extra $1,500 a month, enjoy $500, invest $1,000 monthly for 10 years, then let it compound, illustrating how time and compounding can create a major long-term outcome. For full-timers, he lays out a straightforward weekly appointment-setting system. Set six KTs by Sunday night, anticipate a 50% cancellation rate, and rely on strong close and recruit ratios to predict monthly outcomes. Scale that same system by adding a small number of committed players, and the business becomes predictable, duplicatable, and capable of producing six-figure to seven-figure income levels, driven by culture and daily activity.
What you’ll learn
- Why recruiting is the multiplier that breaks your personal time and energy ceiling
- Why double-digit recruiting is “takeoff speed” and how it builds a bay shop pipeline
- What to expect from 120 recruits, most will not produce, a few will change everything
- How understanding the numbers keeps you consistent and emotionally stable
- A part-time framework that ties activity to long-term wealth building
- A full-time weekly appointment system that scales with a handful of key players
- How culture and a daily environment make compounding inevitable
1) The recruiting multiplier
Your personal output is capped by time and energy. Recruiting removes the cap by multiplying producers.
2) Takeoff speed is double-digit recruiting
Double-digit recruiting for 12 straight months creates the volume needed to uncover the rare go-getters.
3) The 120-recruit reality check
- Many recruits try it briefly and stop.
- A smaller group becomes licensed and contributes inconsistently.
- A tiny group becomes go-getters who drive growth and overrides.
4) The numbers will not change, but your consistency can
If you quit early, you never reach the part of the cycle where the go-getters appear.
5) Part-time compounding concept
A simple routine, a small monthly surplus, and time can produce outsized long-term outcomes.
6) Full-time activity system
- Set weekly KTs
- Expect cancellations
- Track close and recruit ratios
- Scale by adding committed players doing the same weekly plan
7) The key player principle
Develop seven to ten key people over time. Scale is a function of how many committed players are duplicating the system.
Action steps
- Commit to double-digit recruiting for 90 days without renegotiating the goal.
- Track recruits monthly and remove emotion, your job is volume and consistency.
- Teach the “120 recruits” expectation upfront so people stop getting discouraged.
- Build a weekly appointment target and track set vs done, cancellations, closes, recruits.
- Identify your current “players,” get them duplicating the weekly system immediately.
- Create daytime activity culture, even a small daily environment accelerates compounding.
- Reinforce gratitude, the right attitude keeps leaders stable through the numbers.
FAQs
- Why does double-digit recruiting matter so much?
Because it creates the volume needed to find the rare go-getters that drive exponential growth. - Is it normal that most recruits do not produce?
Yes. The presentation teaches that attrition is expected, consistency is the solution. - What is a “go-getter” in this context?
A recruit who commits, produces consistently, and generates meaningful long-term overrides and leadership growth. - Why do people get discouraged early?
They expect every recruit to be a winner, instead of understanding recruiting as a numbers game. - What is the weekly system for full-timers?
Set a weekly appointment target, anticipate cancellations, and rely on consistent ratios to predict production. - How do you scale from 100k to 200k and beyond?
Add committed players duplicating the weekly system, growth becomes additive, then exponential through replacements. - What role does culture play?
A daily environment increases activity, belief, and duplication, which makes compounding more reliable. - Why did the Ortiz family merge?
To build a business that continues across generations even if one person cannot operate for a season.
Glossary
- Compound recruiting: The effect of consistent recruiting creating exponential growth through multiplied activity.
- Double-digit recruiting: 10 or more recruits per month, framed as takeoff speed.
- Bay shop: A base of licensed, producing agents and leaders.
- Hierarchy: Multiple levels of leaders and teams producing across a structure.
- Go-getter / two percenter: The small group that drives major production and leadership growth.
- KTs: Appointments set for business presentations or initial meetings.
- Cancel ratio: The percentage of set appointments that reschedule or cancel.
- Close ratio: The percentage of completed appointments that result in a sale.
- Recruit ratio: The percentage of completed appointments that result in a recruit.
Transcription:
Man, our story, I feel like, you know, I think destiny doesn’t make mistakes. You know, I think were destined to do something like this. I’ve only ever seen my parents do two things in their entire life, which was serve in our military and coming to Primerica in 1992. Yeah, go ahead. Give it up for everybody in the military. And so when my parents started in 1992, I was seven, Eric was five. We started as child writers in the business. And, man, it’s been absolutely incredible, right? We got licensed in 2000. I got licensed in 2003 at 18. This will be my 23rd year license with the company, man. So it’s incredible. Eric got licensed in 2005. And, you know, we built a. We started building a business together, man, and it’s been absolutely incredible.
You know, kind of, you know, when we graduated college, Eric and I got a chance to play football together. It’s been amazing. We got. We played football in college, we graduated. We pretty much done everything, our whole lives together. And, you know, when he. When, When. When we graduated college, Eric got a chance. He’ll share a story a little bit. Got a chance to go into play professional sports. And because I was so used to doing everything with him, you know, I got a job at the place Wadley, where he used to. Where he was an athlete. I got a place. I got a job there selling tickets to put fans in the stands to see my baby brother play, right? And it was really amazing. What was crazy, Eric got injured. He hurt his shoulder about three, four years into his career.
He retired at the ripe age of 24. And when he retired, or when the team let him go, ironically enough, the staff fired me, right? They let me go. And they said, we don’t need you anymore. You guys are. You’re good. And, man, I said, you know, this is a chance where I could really come back into this thing, really get after it. And Eric and I, we built a business to senior vice president. We built a couple of RV, three RVP’s, each of us. We got to 300,000. And what happened was kind of reiterate, what Keith was mentioning was that in 2020, around Covid, we had started building a regional vice president. I built our third regional vice president completely through zoom. The first time that we ever met her was celebrating her regional vice president promotion in person, which was pretty wild.
And, man, it was wild because around that era, around 2020, we made a trip to New York. She lived in Rochester, New York. We’re visiting her. Myself, Jackie My wife and my dad went up to visit her to celebrate her grand opening at her office. And the whole time there, dad was complaining about a arm injury. He was like, man, my shoulder is kind of hurting. I have heartburn. We thought he was just eating too many Buffalo Wild Wings up in Rochester, right? So. And turns out when we got back, Bernard, the whole time he was going through, he was having a minor heart attack the entire time, and we didn’t know anything about that. We realized that, and, man, something for us, for the family, clicked at that point. We said, listen, up to this point, right?
We’re building a business, but each one of us are building it separately, selfishly. We’re building something for my family. Eric’s building something for his family. Mom and dad were building it for them. And at that point, we realized, man, if something happens to one of us, what happens to the entire business? And we decided, you know what? Let’s run this thing together. Let’s run this thing so that if anything were to ever happen to any of the six of us, the business would continue to run for generations to come for our kids, our grandkids, because that’s what it was built for us. So in about 2020, we merged our businesses. Mom and dad were about 6, 700,000 of income. And, man, we really took it upon us to have a pride about that thing and take it to the next level.
And right now, man, this is a pretty big milestone for us. This last week, we’re at $1.3 million, right? Double that income. And so, man, it’s just been an absolute, incredible ride. And I want to show you guys and share with you all kind of what we’ve been focusing in on the last couple of years to really explode this thing, right? There we go. There we go. Perfect, right? So check this out, y’all. We got to have a recruiting mindset. I think everything in business comes with a recruiting mindset, right? And so if we look at this, why is it that we want to recruit? See, if this is us right here, we got our goals, our dreams, our visions, and we want to come in the business and build something big, right?
We only have a limited amount of time for our own personal activity and energy. We only have 24 hours in a day that we can exert maximum energy to build something for ourselves, right? It’s only when we start prospecting, we start training, developing, recruiting other people is when our limitations start expanding. And when compounding occurs, that’s when the true explosion occurs, okay? And so that is the one thing that if you ask anybody in the Aviator Ortiz hierarchy, that is the one thing we’ve all sold out to is big recruiting, right? Because it’s a big thing when it comes down to numbers, right. When it comes down to consistency, right. If you stay consistent, what is going to lead to is double digit recruiting. We hear this all the time. Double digit recruiting. Double digit recruiting. Well, why is this so important?
Because first of all, many experts and business leaders believe that large teams and hierarchies that double digit recruit for 12 consecutive months, which is 120 recruits, a key element necessary to building a bay shop, and then eventually a hierarchy. Okay? And if you look at this, y’all, this is something that’s crazy. What’s double digit recruiting is actually considered takeoff speed. If you look at 120 recruits, I’m a very statistical, numbers oriented type person, right? If we look at 120 recruits, 100 of them, okay, they’re gonna be the ones that try the business, that they’re the ones like Wadley, they try the gym in January, but February, they gone, right? They’re the ones that try it. They always, you know, they were somewhat committed to, but they were never really serious about it, right?
And then they just kind of use the experience to enrich their lives, better handle their money, become happy clients, right? 17 of them are going to be the ones that get licensed, that try the business, at least on a part time business basis. Most will make some part time income and they’ll contribute monthly. A sale or two, a recruit or two. Some will produce every now and then and some won’t do it at all. Okay? But two or three of them are going to be what are called your go getters, okay? They’re the ones that want to make big money in Primerica, right? The ones that want to get after is Art Williams called them the two percenters. These are the ones that are going to generate on annual basis anywhere between 25 to 40 to 50,000 in overrides.
Those are the ones we’re looking at. And so if we look at something like this, y’all, this is kind of how the business operates, right? If we look at a monthly basis, right? So I like to call this presentation, Blake, the blue ball presentation, right? So blue balls represents the hundred people that don’t do anything, okay? That don’t do anything, right? Those are the recruits that come in. They try it. We double digit month, number one, they don’t really do anything. But we find a happy part timer that Goes out and gets licensed. Month number two, we stay consistent, we go out and do another 10 recruits. What happens is most of them are duds. You got one person that gets licensed. Month number three comes along, man, you’re like, oh, I got this thing. I think I know what’s happening.
Month number three comes along, and, man, you got nothing. You strike out. You got a bunch of people that before they even hit the parking lot, they’re sending in big text messages saying, hey, I just thought about it. Somebody was thinking about it. You guys know people like that, too, right? Okay, right? Month number four comes along, we get a couple recruits. Month number five comes along, right? Month number six comes along, and you find your go getter. You find your wadley, right? Month number seven comes along, you’re like, man, I got my widely. This thing is going to be awesome. We crank it. Month number seven comes along, 10 recruits strike out again, right? Month eight, month nine, month 10, month 11, and then month 12.
If we consistently recruit on a monthly basis, in one year, this is what the business looks like. And so it’s important to know the numbers because watch this. If you didn’t know the numbers and these were your first 15 recruits, how would you feel? Man, what I’m saying is not working. The presentation I’m doing is not working. Ray, what kind of presentation are y’all doing? I need to do what y’all do, right? But what if these were your first 15? See, what I’m trying to prove here is they all fall in the same spectrum of 120 recruits for the year, okay? And this is very important, because when you understand the numbers, it’s such a freeing feeling because you finally understand, listen, if that person wasn’t the one, thank you. Get out of the way quicker so I can find the others, okay?
And so that’s powerful. Here’s some. Some concepts, right? The facts about the numbers. Dad always taught us this. He said, man, most likely, you will never beat the numbers. And also, you need to know the numbers can never beat you. And so, man, I want to talk to you, and I want to finish off here with some focus. The mindset and the focus for a part timer and the focus for a full timer, okay? The power of Primerica, y’all, is so incredible. Okay? This absolutely blows my mind every time I share something like this, right? The average person in our office, right, we have a young hierarchy, young bay shop. The average person in our Hierarchy is about 25 years old, okay? This is a focus that we teach people right off the bat.
We say, look, man, if you’re 25 years old, let’s just focus in on trying to make a fifteen hundred dollars. If you got a job, keep what you’re doing. Come, let’s make $1,500. If you’re working, okay? Of the 1500, take 500 and enjoy it. Do what you want to do. Live life right, get some new clothes, whatever you want to do, but take 1000 of it and implement what it is that we’re about. Okay? Let’s invest this in a mutual fund. If they did that, y’all, for 10 years. 10 years. At 35 years old, they took that thousand dollars a month, and in 10 years, their account has now grown to 279,000. You can see it right here, right? This is an actual investment for Morningstar, right? 279,000 are 35 years old.
I don’t know about you guys, but I don’t know many 35 year olds walking around with a net worth of $280,000, right? So that’s something that’s powerful. But it goes even further because look at 10 years later, they’re 35 years old, and for some strange reason, they say, you know what? I got the job I was looking for. And they say, primerica. I appreciate everything, the concepts that I learned from you guys. Thank you so much. But I’m just going to leave that 279,000 in that account and let it ride for the next 20 years. So I turn 55, not adding anything into it at age 55, y’all, that account has now grown to $2.79 million at 55 years old. Not adding anything into it. Not adding anything into it. You see it right here, 279, $2.7 million, right?
And then look, going next to it, right? At 55 years old, they say, you know what? I’m done. I’m going to retire. I have $2.7 million invested. Let me go ahead and take $150,000 a year. I’m on average about 12,500amonth to live until life gets better. Until life gets better for the next 30 years. Taking her to age 85, are there any guesses as what you guys might think what the account would be at 85? You see, here’s an issue. Most people say, dude, like 150,000 for 30 years, that’s $4.5 million. There’s only $2.7 million in there. That should be in the Negative. Julio, this account, man, at 85, 9,700,000 to leave to an estate to their family. Now listen, y’all, the question is this worth 10 years of part time work? Come on, man, right? We got to get serious.
A lot of people think, man, we’re going after this thing to get a little promotion, which is important. A little thing to get a contest. Yes, that is important. But at the end of the day, y’all, we are impacting and changing people’s lives in a huge way, okay? And for 10 years of part time work, y’all, that is totally worth it to leave in a state to your family of almost $10 million. I think it’s 100% worth the effort, right? And then finally from a full time perspective, right, if we’re looking at making $100,000 a year or more, $100,000, show of hands, $100,000 a year or more, right? This would be the activity plan. This is what we focus in. We keep it very simple, right? Obviously you should listen to your vice president. Your uplines, don’t argue with them, challenge them.
You should be coachable, not chokeable, right? Take the best, leave the rest. Okay? But first of all, man, when you think about this, just to have this conversation, where else are you going to go to earn an extra $250,000 a year? Like what other opportunity can we even have those types of conversations, right? But this is very simple. Listen, man, we’re on Saturday, by tomorrow night, 8pm At a minimum, just have six in the right market, KT’s appointment set, just have six of them set. Because look what happens, y’all, if you have 6kt set and if you do that for four weeks, that’s 24 appointments for the month. We have a 50% cancel ratio. As good as we are, right, Making over a million dollars a year, we still have 50% of the people that need to cancel or reschedule.
So actually 12 of them get done. And our ratios, we’re very good at ratios, right? We have a 50% close ratio for life insurance, 25% close ratio for recruits. Okay? So if we’re doing 12 appointments, we should be closing on three by 6,000 all day long. Three by 6,000, right, three by 6,000. You’re going to roll over a couple investments, open up some IRAs. You’re making 2,000 to $4,000 a month, part time income all day long. And what happens is you’re an example, you’re a leader, you’re an Inspiration to your team and the entire company. If you want to make 100,000, it’s very simple. It’s just you and three others doing six kts by Sunday night. What happens is, now there’s four of y’all. You have six appointments. That’s 24 appointments done.
If you do that for four weeks, that’s 96 appointment sets, 50% cancel ratio, that’s 48 appointments that are actually done. And if we have that 50% close ratio, 25% recruit ratio, we’re doing 12 by 24,000. Any vice presidency here that do 24,000 in their base shop, they’re making $100,000 a year all day long. All day long. And what happens is you’re going to roll over into some investments. That’s $100,000 a year, you’re happy, and your spouse is even happier. Okay? Your spouse is even happier. Game plan is, man, I’m telling you, it’s you and five others having those appointments. That’s 144 appointments set, 72 with the cancel ratios, that’s 36. That’s 18 by 36,000. With some investments, man, you are rolling. You were making $200,000 a year all day long, you’re happy, your spouse is even happier.
And if you don’t have one, you soon will, okay? Art Williams said total financial independence could be achieved by developing seven to 10 key people, y’all. Seven to 10 key people. And for us, when went from 300,000 to $1.3 million a year, this is what we understood. If we had six people play, we’re making $200,000 a year. If we have 12 people playing, that’s $400,000 a year. If we Have 18 people playing, 600,000, 24 is 830 people playing. That’s a million dollars a year. You go to our office on any given day of the week, wildly, every single day. We have daytime, activity, environment, culture. There is anywhere between 40 to 50 people in the office daily focused on this every day, okay? The key is consistency and following the system. This is the greatest opportunity in the world, y’all.
And I want to close out with this. It all comes down to being great, man. Eric and I are so grateful. Keith, Danielle, and to the empire builders to be here. A lot of you guys, we, you know, a lot of people call most of the leaders in Primerica. Coaches, Eric and I, we call most of our leaders uncles and aunts, because were raised in the business, okay? We were raised in the business and we are so grateful to every single one of them. And, man, I’d encourage you guys to be thankful, right? I’d encourage you guys to be thankful. Listen, if you have food in your refrigerator, clothes on your back, a roof over your head and a place to sleep, you’re richer than 75% of the world.
If you have money in the bank in your wallet and spare change in a dish Someplace, you’re among 8% of the world’s wealthy. If you woke up this morning with more health and illness, you’re more blessed than 1 million people that will not survive this week. And if you have never experienced the danger of battle, the loneliness of imprisonment, the agony of torture, or the pain of starvation, you’re more fortunate than 500 million people in this world. If you can attend a church meeting without the fear of harassment, arrest, torture or death, you’re more blessed than 3 million people in this world. If you’re reading this with me, you’re more fortunate than over 2 billion people in this world that can’t even read.
If you hold your head up with a smile on your face and have an attitude of gratitude, you’re blessed because majority can, but most won’t. God bless. Thank you, guys.
