Executive TLDR
Get excited about your contract and take it seriously.
Focus on double digit recruiting and licensing growth.
Track every appointment and activity consistently.
Use systems and tools to manage follow up.
Hold weekly meetings to duplicate standards.
Increase production by measuring everything.
Build for generational change, not short term wins.
Video Summary
Miriam Nascimento shares how excitement about earning a new contract shifted her team into higher focus and execution. After years of attending events and watching others succeed, sitting at the winners’ table created urgency to maintain and duplicate results.
Their foundation was mindset. Daily reading, positive input, and feeding the mind strengthened belief. From there, they committed to double digit recruiting, helping teammates get licensed, and driving consistent attendance at events.
The key difference-maker was tracking. They monitor every activity: appointments set, appointments completed, kitchen table presentations, Financial Needs Analyses, follow ups, policy deliveries, investments, and promotions. They use tools like Monday, Calendly, and Google Sheets to track prospects, reschedules, cancellations, and results. Measuring activity allowed them to increase monthly appointments to averages of 50 to 60 completed meetings.
They also hold weekly managers meetings to align the team and maintain accountability. Promotions and duplication are intentional, not accidental. By reviewing numbers consistently, they increased both life insurance and securities production year over year.
Beyond business metrics, their mission is generational impact. Immigrating from Brazil 25 years ago, coming from cleaning and construction backgrounds, they never imagined building a financial services organization. Now, as grandparents, their goal is to create a different future for their children and grandchildren while helping families in churches and communities.
Their message is clear: track everything, duplicate what works, promote leaders, and build with a long term vision that changes generations.
FAQs
Why is tracking so important?
Tracking reveals where activity is strong or weak and ensures consistent follow up and accountability.
What does double digit recruiting mean?
Consistently bringing in ten or more recruits within a defined period to drive growth.
How do they duplicate success?
By holding weekly meetings, tracking numbers publicly, and teaching teammates to follow the same system.
What tools help them stay organized?
They use digital platforms to schedule appointments, monitor follow ups, and measure production.
What motivates their growth?
A desire to change their family’s future and create generational impact.
Glossary
Double Digit Recruiting – Consistently recruiting ten or more people within a target period.
Duplication – Teaching teammates to replicate proven systems and standards.
Activity Tracking – Monitoring all appointments, follow ups, and production metrics.
Production – The measurable output of submitted business and issued policies.
Generational Vision – Building a business with long term impact for future family generations.
Transcription:
So coach, I want to ask you just talk a little bit about what you’re doing to take advantage of our contract that we just got it last November. And what are we actually doing is. Let’s see how this works. Oh work. Okay. So what we did to get there, we really got excited about the contract because we came to these meetings like for five years and we see everybody winning sitting on these tables, right. That’s our first time sitting there. So it’s really excited to be able to. We have to really feed our mind with good things with like reading every day and doing the daily and get better on our mind. So. Got it. So what we did was we double digit. So we are looking to double digit recruiting. We are growing our recruits, right?
Getting production, getting excited with the team, getting people licensed like coach said was hard for us to get that, but we did it. Got about 30 license and always bring people to the event. So attendance is a main thing for us. Doing all the system. We do the roadmap with our team, all our teammates and getting promotions so we are able to get our team promoted. We’re getting people growing too. So that’s what we did to get that done to get our contract. And now what we do is we are trying to duplicate our team to get new teammates to do the same thing. So we have some people coming up and getting promotion. So to do that we track everything that we do it. We think it’s very important for us to get that tracked. We use Monday.
It’s an app that’s really cool to follow up with everybody that we are calling to see where they are in the process. If I call them, if I have to call them again, then we use a lot. Calendly it’s app that you can schedule appointments, you can follow up with everybody and we have our Google sheet to see our activities because we do have a lot of things on the schedule and a lot of times people cancel reschedule. So I want to see how many people schedule and how many people went through and finished. Right. So we do that all the time with our team. We get that done and that’s it. Next. How do I go next? There you go. You got it. So this was our first quarter activities. So we got promoted in November. December was a little slow.
January we are trying to catch up now we are out. So we got a lot of appointments done. We have about an average of 50 to 60 appointments every month that went through. So that goes everything that we do it since occasion table presentation FNA carryback 101 roadmap. So we track all the activities. We track everything that we do it to be able that we accomplish all these steps, right? We track our job, deliver our policies that we can put together the mutual funds, the ira. So we go over and do all that all the time. And how we get the team, our teammates to follow what we are doing. We get together at the office. So we have our managers meeting every Monday. So we get our team together to be able to get things done and get them excited to do it.
So January we are able to get 72 appointments made. February 67th Marcia got nine appointments. And we work to get this really follow up with everybody that is working, right? That’s the main thing to get done. And this is still Don Gong. So we increased our production from last year to this year and on life and also insecurities. And we got things done because we are able to follow up with everybody from our community. So we go to churches, we have friends that invite us to church to speak there of the events that happened. We just had one few months ago and we are able to help them. We do missions a lot. So this is our mission that we do all the way in Guatemala. This is one of the reasons that we do Primerica.
Because we want to do something different for people and help people need. So we have mission trip every year. So we are going there like three or four weeks from now. And our family is another big project for us to have do something different for our next generation, right. So we can change our future like we did something to here. But we want to do something different for our next generation. We are brand new grandparents. We have a baby that turned one last week. We are flying tomorrow. So they live all the way in Texas. So we are flying there tomorrow to celebrate his birthday really early. But. But we want to change our kids future. We came all the way from Brazil 25 years ago with two little girls. Then we have our son that’s working there here in America.
And he got a grandkid now. But when we move over here we have no idea that we could be working in finances, changing people’s life. We had. I work with on the cleaning business in Naples. A lot of rich people here, right? So I had a business for 20 years. My work. My husband worked in construction for 20 years. And we never imagined that we’d be here helping other people change their future and change our future too. So we are doing this for our next generation. We are doing this to change lives, to help people get better, to help teammates come on board and change their future, to change their kids future. So that’s how we are building and going after to change our next generation. So I guess my presentation mess it up, but this is what we did it to.
We are taking advantage of our contract, getting people on board and get them duplicate while we did it. So we think they can do faster than that. We have like Sandra and Matthew, they are doing like they got their license in six months. Took me three years and a half. So I always tell her, it’s really good to get people better than you. That’s what Primerica does, right? You can get much better than you. So that’s it, coach. Thank you guys.
