Ever feel like you’re stuck in a rut, struggling to find your footing in the Primerica world? You’re not alone. Many reps hit a wall, unsure of how to reignite their recruiting momentum or clarify their business strategy. But what if you could turn it all around, just like that? Keith Otto is here to show you how. In this high-energy session, Keith dives deep into the strategies that transformed his business, even when the odds seemed stacked against him. It’s not just about numbers; it’s about mindset, resilience, and seizing the right opportunities. This isn’t just another training—it’s a game-changer. So, if you’re ready to break through barriers and elevate your Primerica journey, you can’t afford to miss this. Watch the video below and discover the insights that could redefine your success.
Video Transcription:
Just excited.
Excited to be here with you guys today.
For those of you how many of you are not licensed with us, if you don’t know what I’m talking about, I’m talking to you.
All right, all right.
Awesome.
So one of the things that we do.
Excited to be with you guys today, we got an unbelievable day planned for you.
And normally what we do is I do events like this once or I used to do four a year with our leadership team that’s in the front row here.
We usually have 2,500 or 3,000 people up in the northeast.
And we started doing super Saturdays once a year.
Just like a little five hour event.
We’re not going to take a lunch, we’re going to just go right through.
A lot of us look like we need to fast anyway, so me included.
And so one of the things that we’re going to do is we’re going to get an opportunity to highlight some of the players in the area.
And the thing that’s pretty cool is we’ve got a bunch of bigwigs here.
When you look at the business and you look at the size of our company, you look at what’s happening in Primerica.
We share.
Hey, stop acting like a baby.
And you look at what’s happening in our business right now, in our company.
I’ve been here 38 years, starting our 38th year in Primerica.
I started when I was 22.
And I look at.
You don’t have to clap for that either.
I’m old, so.
But you look at the business side and you look at where we started and what the company is.
And my background is I was a plumber and I taught a karate school.
I had no financial interest, no financial experience.
And we took a look at a business opportunity and I use this example all the time.
When we looked at Primerica, which was Al Williams at the time, it looked nothing like the company looks today.
We weren’t a Wall street company.
We had some good concepts and the concepts today are still fundamentally solid.
And I look at what’s happening within Primerica and I look at the growth of our company.
And a lot of us were on that floor the day that we took the company public.
And you know, went from being a parent, our parent company being Primerica, to Primerica purchasing a little company called Travelers Insurance, which a lot of you have heard of Travelers Insurance.
And then Travelers Insurance became Travelers Group, which was our parent company.
And then Travelers Group merged.
They called it a merger, but it was A takeover of Citibank by Sandy Weil.
And they merged the two companies.
And there was co CEOs for about 26 hours until Sandy Wild took over.
And then Citigroup was the largest company in the world for a bunch of years up until 2008, Citigroup was the largest company in the world.
Not by a little, by a lot.
And Citigroup was big.
There was no Google, there was no Facebook, there was no Tesla.
I never heard of Elon Musk back then, okay? And there was no Amazon back then.
So when you look at 2008, Mark, you gotta help me here, buddy.
What happened was the world went upside down in 2008.
And when you look at that right now, that’s when AIG almost went out of business.
Ford Motor Company almost went out of business.
It was TARP funding.
And Citigroup was the number one company in the world in 2008.
And Citigroup overnight became Citigroup, okay? It went from $57 a share to under a dollar.
And the world went upside down.
Citibank lost money.
City Mortgage lost money.
How do you lose money when you’re charging 22% on credit cards? But they lost money.
Travel insurance lost money.
Smith Varney lost money.
Every company, every company under the Citigroup umbrella lost money.
Except one.
Us Primerica.
Because we take Wall street to Main street in our market.
I’ve been saying for years, I’ve had a house in Naples, Florida since 02 as a second home.
And then in 2011, my wife and I tapped out from the cold weather, we built a house in Naples.
And We’ve been there since 2, 2011, full time.
We got other properties and stuff.
But that’s our residence for tax purposes and.
No, that’s our residence.
And so since 2011, you look at the growth and what’s happening in the company.
And so in 2000, in 2010, April 1, 2010, the company went public because we, for two years, the company Citigroup was getting beat up.
And were the only company in 2008 that made a profit.
We made $750 million net profit after taxes.
And I’m sharing that for a lot of you new people, because what happens is you take a look at Primerica and then you speak to your friends and then you speak to some crackhead who’s watching, sitting on Google in their underwear at 3:03:00 in the morning after they hop off YouPorn.
And they’re sitting around and they’re looking, oh, Primera, go my cousin’s brother’s aunt did their suffering.
And you don’t take the time to fully understand who we are and what we do.
And what’s crazy is I see so many great people that we offer this opportunity to, and then they talk to someone who has no clue who we are and what we do, and they lose their opportunity because they don’t take the time to find out more about it.
When you look at our company went public, there was billions and billions of dollars thrown at Primerica when we did our ipo, which is our initial public offering.
And the company had to turn companies away, like Blackstone, blackrock, Morgan Stanley, all these companies wanted to put billions of dollars into our company.
We had to turn money away because there was too much money being thrown at us.
And were supposed to open at $10 a share.
And were at the Waldorf Astoria the night before, having drinks or 30, and were excited, man, the stock’s Gonna Open at $10.
We’re a publicly traded company.
No one ever heard of our company before.
And all of a sudden, now we’re gonna be this big NASDAQ S&P company down the road.
And we’re thinking it’s Gonna open at $10 a share.
It opened at 17 or $19.
That share closed that day, closed at $23 a share.
Hit over $300 in the last 90 days.
It dropped down a little bit yesterday, by the way, the market got beat up yesterday.
It’s supposed to get beat up like that.
It’s okay.
People go, oh.
If you look at the history, it’s always the same.
It’s never different.
I just spoke to someone yesterday.
My wife and I just dumped a bunch more money into the market.
Now is when you’re investing and those of you that are dollar cost averaging, you want the fluctuations in the market.
If you’re 83 years old and you’re living off your investments, then you don’t have all your money in the market like that anyway.
So take advantage of what’s in place right now.
And I just want to share something with you.
Can you put my screen up for me? And I just want to share something.
If you look at my screen, that’s not up there.
Thank you.
If you look at this right here, you know, when you look at Primerica, for those of you that are new, Primerica is not an insurance company.
It’s not an investment company, it’s not a mortgage company, it’s not an auto company, it’s not a mutual fund company.
Annuity company.
It’s a financial distribution hub.
You know, you look at what Amazon has created, which is distribution.
And every time you get a box delivered to your door, it’s not an Amazon product, it’s an Amazon distribution.
And we’re that company that takes Wall street to Main Street.
And most companies can do what we do, they just don’t.
And what’s amazing is when you look at above, it says Primerica Life.
Above, right here, you look at Primerica Life and nbl.
This is where we do all of our insurance through.
Right? When I started in the business, there was 2,000 life insurance companies.
Up until about eight years ago, there was 900.
Now there’s less than 700, 600 plus life insurance companies.
Every single company markets term insurance and whole life insurance.
Now for those of you who are new, when I was 22 years old, I didn’t care what kind of insurance it was.
I didn’t understand, I didn’t realize that people get ripped off and taken advantage of.
Primerica Life.
NBL is the only company that markets term insurance 100% of the time.
I’ve never ever, Never ever in 38 years.
In our business, we do probably 8,000 transactions a month altogether between securities and insurance.
I’ve never sat down with a client and not been able to show them a better program ever.
So what you and I do is a noble cause, right? So when you look at this, but we’re not an insurance company, but we own this company.
This company here has been in business since 1927 or 1926.
And then we’re not a mutual fund company, but these are all the investment companies.
Some of these companies have been around for over 100 years.
And what’s crazy is when were part of Citigroup, we started selling mutual funds for Smith Barney.
We sold more mutual funds for Smith Barney, then Smith Barney sold for Smith Barney.
And then when we merged with Travelers, we started marketing their annuity.
So we don’t want Primerica marketing annuity because we deal with the upper income and these guys deal with the middle income.
Well, 99% of the population makes less than $500,000 a year.
That’s our market.
Now.
We can help people that make millions of dollars.
There’s only 1% and you got all these Wall street companies chasing that 1%.
So think about business for a second.
And if you look at that right here, we said we want to start marketing annuities.
Within six months, we sold more annuities through Travelers than Travelers did, which was crazy.
And so when you think about all the things that we do and the Wall street to maintain.
So why are you guys here today? Because one of the things that we are.
What do we do for the company? We’re the distribution hub for Primerica.
Instead of Primerica spending millions and billions of dollars on advertising since 1977, they take the compensation and they put it back into the sales force.
A lot of people go, is this multi level marketing, which we’re not.
Is this network marketing, which we’re not.
I have nothing against it just now.
We’re leverage marketing.
And what the company does instead of spending billions of dollars on advertising since 1977, they take that and they put that into the field force and they allow us to build a company within a company.
And what you’re going to see today is you’re going to see people that have built family businesses here, which is incredible.
And so I’m excited about today because we probably have four or five hundred people here today.
And if you look at what we have, which is crazy, these are the speakers that are the million dollar earners.
Now this is RVP up here.
But These guys are SNSD’s and Million Dollar earners.
So I’m.
You’re gonna hear, you’re gonna hear these guys speak today.
Jason and Eric, I asked them.
They’re not in our hierarchy in that part, but they’re part of our America team.
And I asked them if they could speak because these guys are a perfect example of family business.
Mother and father work together.
Them and their spouses work together.
They built a.
I think you guys won over 1.3 million if I’m not mistaken.
Played professional football just like me.
I told them I don’t like to brag.
I played, I played football in seventh grade.
I don’t like to brag about it.
I know you played for the Saints and the Bucks.
I played for the West Covina Raiders.
Throw it out there.
And then, and then you look at, we got the Costello’s in the house million dollar earners, all right.
And Glenn and Co are pregnant.
Actually, I think Co is the one pregnant.
So she could.
The doctor said the other day she’s not able to fly, but they have some of their teammates here.
And then, and then we got the reigns.
The reigns are going over 1.7 plus they have two other codes.
That’s 2 million we got and got.
My skinny guinea wife is here too.
Danielle.
All right.
I wanted to share something about a family Business, which is crazy.
You know, when I looked at.
When I was a plumber, I never wanted to run a plumbing company and then pass it on to my children.
And I was talking about.
One of the things that we talk about with ownership in this business is you take the resources that we talked about here and you take the resources.
And what we’re able to do is we’re able to put ourself in a position to truly build a company within a company.
We have people.
If you want to get license and show people how to save money on your insurance, you could do that.
If you want to get license and help people with their property and cows, you want to set up retirement plans, college funding, show people how to get out of debt, you can build a company, spare time, part time, whatever.
I was part time.
I made 150,000 my fourth year.
Part time before I quit my job.
We have other guys in here.
They come full time, right away and they’re kicking butt.
I didn’t realize the system that Primerica has today is completely different than the business that we joined years ago.
But the coolest part about it is for me now, as I’m getting older, most guys at my age and my level tap out.
In Primerica, I’m still doing the business because I enjoy the fact that we’re building a family business.
My daughter’s not here today.
She had an event she had to attend, but she works in the office a couple days a week.
My son Blake is full time since he graduated college in May.
And what’s crazy is if you.
When I saw, I just did this to make some extra income and to get out of credit card debt when I was a 22 year old knucklehead, okay? Living in New Jersey.
But I want to share this with you because when you look at our business, right, this is when we got our million dollar rings.
That’s my son who’s 65 right now, and which is crazy.
And so they’ve been exposed to the business since the day they were born, right? And so the difference between people that have been around for a while is their belief levels higher.
Are you with me? So this is when we got our million dollar ring.
I won’t tell you what we used to call them.
And then every convention, these guys would come to the convention.
This is when I was taller than Blake, right? And I don’t know how my daughter’s boyfriend got in this, but that’s bullshit.
All right? And so these are all the conventions that the kids have always been.
Part of.
Which is pretty cool.
And.
And this is us a couple conventions ago.
I’m still.
Still taller than a bastard here.
And.
And now he’s got me.
Son of a.
All right, I’m actually standing on my tippy toes now.
He goes, dad, that’s.
You can’t do that.
But that’s what we’re doing.
And so I want to share that with you.
But.
But for those of you that are new, we throw in the slides.
We throw in the slides.
You can make an extra thousand dollars a month.
You can make an extra fifteen hundred dollars a month.
We made eighteen thousand dollars our first year part time.
And I say this all the time.
It changed our life.
I’m going up to Tampa this week with Carlos and myself.
We’re going to do a little op meeting.
I’m going to tell my story there.
We made $18,000 our first year.
It was a game changer because for the first time in our life, we saw an opportunity.
I could pay out some credit card debt, start saving some money, start investing some money.
I set up my first mutual fund.
25 bucks.
And then 50 bucks and 100 bucks a month.
We started investing, and then it compounded out.
Fast forward now.
We went 20 people.
I’m not good at sales.
Well, what you got to do is you got to learn the process so you could teach and show others how to do it.
And we haven’t written a personal sale to make income in 25 years.
And my son came on board full time last June, and I did a bunch of appointments, I literally did for four or five months.
I just did a couple zooms the other day with them.
I’ve done more appointments in the last 10 months than I have in 25 years combined.
And I’m not doing it to pay my bills.
I’m doing it to help and show them, and then I’m done.
Okay? And I will never do this shit again.
No.
So, no.
I just.
Because these guys are so much better than we are at it.
And I share this with you.
And I was.
And I’m showing this.
I’m not showing this bragging tea.
I showed this.
I.
I went over this in training the other night, but I met with my tax attorney the other day.
And as people are all doom and gloom, what’s crazy is this is our 1099.
Please don’t post this if you take a picture of it, but this is our 1099.
Babe, you’re not on this.
So last year.
And this doesn’t include our this is part time too.
All right? Last year our income was 5.373.
But that’s not true because it does.
Hold on, hold on, hold on.
I didn’t write any sales.
It doesn’t include, it doesn’t include our Canadian cash.
We make about 100 something thousand in Canadian overrides.
That’s separate.
And I don’t think our stock is in this too.
But in the beginning, if you would have told me I was going to make almost $6 million about last year, and yet last year we made more than that off our investments.
If you would have told me I’m gonna make a million a month and not have to work, I would have been like really? A million a month? Wow.
I mean, it sounded crazy.
Think about this for a second.
And the reason you guys are here isn’t because we’re trying to pedal something.
The reason you guys are here is because the opportunity, and I promise you this, the opportunity to make income is a hundred times better today than it was just five years ago.
Hell of a lot better than when we started.
And when you look at what’s happening within the framework of Primerica right now, there’s guys that we used to be the top income earner for the last five years, if you add our codes together.
And yet guys like William Aranjo blew right past us in 12 months.
And he’s been in the business 20 years.
There’s people in the business seven to 10 years are making a million bucks.
People in the business, five years making.
It took us 20 years to make a million dollars.
It’s taking people four or five years right now.
Some people are going to do it in three years.
And so all I’m sharing with you, this is what we do.
When people look at Primerica, they go, is it credible? I always say it’s friggin incredible.
Is it good for people? It’s phenomenal.
It’s great for people, right? And so when you look at what we do is.
And the opportunity to make income is phenomenal.
And so the question we always ask is, man, can I do this thing? And reason we put together things like this, right? Once a, once a quarter in different areas is because we try to highlight some of the players.
And as I go through this today, I introduce some of the players.
What I want you to think about is you might not relate to me because I’m a goofball, okay? But you might relate to different people.
And as people are going to get up and speak today, you’re going to hear what they used to do for a living.
If they could just mention that particular seconds.
And then what you’ll see is what they’re doing to build their business and how they took advantage of this unbelievable system.
So to kick off this meeting, we got a regional leader who’s doing a phenomenal job, works with us in the Bonita office.
And I’m highlighting him for a couple reasons.
One is his business is starting to take off.
But I pulled up your numbers and you did zero recruits in the month of October.
Zero recruits.
So why are you highlighting them? Because he took some time off for whatever reason.
Shit gets in the way.
Life gets in the way.
He did zero recruits in the month of October or in the month of November.
And last month recruited 14 directs.
Hold on, hold on.
27 recruits in his bay shop.
And he’s killing it right now.
All I’m sharing with you is you could turn your business around anytime.
Wadley.
Pierre.
