Executive TLDR
Income grows when your reach expands — recruiting multiplies your time.
The “Rule of Four” creates duplication and long-term business stability.
Recruiting must be consistent, not occasional, to build momentum.
Most recruits will try; a few will transform your business — understand the numbers.
Freedom and long-term growth come from building leaders, not chasing sales.
Video Summary
In Why Recruiting Is The Real Currency Of Success, Ortiz Generations Alliance delivers a powerful message to Primerica representatives: recruiting is not just a part of the business — it is the business. Leadership in 2026 is about thinking bigger, doing bigger, and expanding your reach through consistent recruiting and duplication.
The central concept is simple but transformational: income is not the true goal — time is. Everyone has the same 24 hours in a day, but when you recruit and train others, your effective hours multiply. One person working 24 hours is limited. Ten people working creates 240 hours of production. Recruiting expands your time, your reach, and your impact.
The presentation reinforces that most people fail not because they lack ability, but because they think too small. Prospecting and recruiting are not about convincing others; they are about expanding limitations. Success in Primerica is built on duplication, not creativity. The system works when leaders focus on getting four recruits, getting licensed, and teaching their team to get four — the “Rule of Four.” This simple structure allows representatives to stop carrying the business alone and start building a true organization.
Recruiting must be scheduled and prioritized. If it is not scheduled, it does not happen. Momentum is created through consistent recruiting — not 100% sometimes, but 100% all the time. The message is clear: slowing down is what slows a business, not setbacks or “duds.” Understanding the numbers removes emotion from the process.
A powerful breakdown of recruiting numbers reveals that out of 120 recruits in a year (double-digit recruiting monthly), approximately 100 will try the business casually, 17 will contribute part-time, and about 3 will emerge as serious leaders. This perspective eliminates frustration and reinforces the importance of staying consistent. Quantity finds quality over time.
The organization eventually transforms from a group of individuals into an “organism” — a self-sustaining team that grows, responds, duplicates, and builds momentum together. Leaders are separated at this stage because they build teams that increase odds and leverage. Teams outperform individuals every time.
The talk concludes by emphasizing possibility over pressure. Recruiting is not about convincing people — it is about offering opportunity. Long-term success is built through consistent action, duplication, leadership development, and never stopping the recruiting process.
The message for Primerica representatives is clear: get four, help them get four, teach duplication, understand the math, and maintain momentum. Recruiting is the real currency of success because it creates time, leverage, leadership, and long-term freedom.
FAQs
1. Why is recruiting considered the real currency of success in Primerica?
Recruiting expands your reach and multiplies your time, allowing your business to grow beyond your individual effort.
2. What does it mean that income is not the goal, but time is?
Income grows when your reach expands. By recruiting and training others, you multiply your effective working hours.
3. What is the “Rule of Four”?
Get four recruits, get licensed, and help each of them get four. This creates duplication and stability.
4. Why is duplication more important than creativity?
The business rewards repeatable systems. Duplication allows predictable growth.
5. How often should recruiting happen?
Recruiting must be consistent and ongoing — not occasional.
6. What happens if someone slows down recruiting?
Momentum decreases. Consistency is key to sustained growth.
7. What percentage of recruits become serious contributors?
A small percentage typically emerge as long-term leaders, which is why volume matters.
8. Why is understanding recruiting numbers important?
It removes emotion and frustration from the process and keeps leaders focused on consistency.
9. How does recruiting build leadership?
Training new recruits develops leadership skills and creates future leaders within the organization.
10. What separates strong leaders from others?
Strong leaders build teams that operate independently and duplicate the system.
11. Why do most people fail in the business?
Many think too small or stop after facing rejection.
12. What is meant by turning an organization into an organism?
It refers to building a self-sustaining team that grows, responds, and duplicates naturally.
13. How do teams outperform individuals?
Teams multiply effort, increase odds of success, and create leverage.
14. What is the importance of scheduling recruiting?
If recruiting is not scheduled, it often does not happen consistently.
15. What is the long-term benefit of consistent recruiting?
It builds momentum, leadership depth, and long-term business stability.
Glossary
Recruiting Mindset – A consistent focus on prospecting and bringing new people into the business.
Duplication – Repeating a proven system through team members to create scalable growth.
Rule of Four – A strategy of recruiting four people and helping them do the same.
Momentum – Sustained growth created through consistent recruiting and activity.
Leverage – Multiplying effort by building and training a team rather than working alone.
Hierarchy – A developed leadership structure built through consistent duplication and recruiting.
Transcript:
All right, all right, so listen, man. The. The topic of this conversation here, man, is having a recruiting mindset. I think in business so often we think, why? Why is recruiting the main topic? Why is recruiting, you know, the catalyst to making the business grow? And we look at, you know, this graph right here, you know, this leadership school moving forward in 2026. Leadership is not about this. Leadership school is not about thinking differently. It’s about doing bigger and thinking bigger, okay? And you look at this slide here. This represents us. We have our goals, our dreams, our visions. We only have a limited amount of time in our days to make sure that we can produce personal activity, right? And contrary to popular belief, a lot of people think man in business, in Primerica, income is the goal.
And to be honest with you, income is not really the goal. The goal is time. Time is the goal, right? Because income doesn’t grow because you work harder. Income grows because your reach expands. Does that make sense? See, if we’re consistently. We all have the same 24 hours, but if we focus in on consistently prospecting, consistently recruiting, our time throughout the day grows, right? If we have one 24 hour in a day, if we got 10 people doing the same thing, or like Tesla, who’s got 18 right now, we have 240 hours in a day. And that’s when things really start to grow. When we all focus in on training new recruits, field training, prospecting, recruiting. That’s when those limitations really start to expand. And maximum energy applied to prospecting, recruiting, that’s when the explosion happens. That’s how we get big, okay?
Most people don’t fail in Primerica because they’re bad, to be honest with you. They fail because they think too small. They think too small. Prospecting is not about convincing people. It’s about expanding those limitations, y’. All. And if we look at this slide right here, right? This is very. Primerica is very simple, okay? It’s simple on purpose. The system does not change, but the standards do. Our Williams talked about the power of three. For the aviators, the core has always been four. Okay? And when we look at this, it’s very simple. You get four, you get licensed, and you help your team to get four. Not 40, not superheroes, not perfect people. Stand, just four. And when you do this, you stop carrying the business and you actually start building a business. If you’re in phase one through this is the mindset, right?
We have a couple points here. Recruiting has to be your number one focus. If it is not scheduled, it is not happening. George, the purpose of recruiting is growth. It’s not perfection. It’s growth. Growth gives you options, and options give you freedom. Prepare to win with confidence. See, people don’t follow titles. They follow belief. And when you have confidence, you have activity. When you have activity, that’s where everything begins. It’s not rank, y’, all, but go for a big goal. Big goals create big sense of urgency. Small goals, you know what they create small urgency. They create small teams. It’s not about perfection. It’s all about prospects. You don’t need to know everything. You don’t need to know everything. You just need to be able to talk to more people and don’t reinvent the system. This is huge right here.
The business rewards duplication, not really creativity. Duplication wins while ego loses. See, phase one is about identity. It’s about you changing first, because change people. When this occurs, we start getting into phase two. Four. You get your four. You teach your teammates to get four. I don’t know if you guys see this, but I see a pretty good division right across the board. Right, right. Nipping at the heels as a regional leader right there. And so I think this is where most people stop. They get some serious momentum built up at the beginning. And a lot of people stop because this is what happens. They get some nos and they slow down. See y’ all in 2026. Stopping because people say no is no longer an option. It’s no longer an option. Recruiting is not a sometimes thing.
It has to be an all the time thing. Larry Wydell talked about recruiting 100. You talk about recruiting 100% of the time. Recruiting grows. You talk recruiting 99% of the time. Recruiting drops in half. You talk about recruiting 98% of the time. And what does it do? Stops. And so, look, duds don’t actually slow you down. Don’t let duds slow you down. You know what slows down? Slowing down slows down. Duds are all a part of the math, and you’ll see that in a little bit. It’s not a signal to slow down. And the best recruiters don’t actually talk more. They ask better questions. Tesla did an amazing job yesterday with how to, you know, some things to say when you’re prospecting in different avenues. Right. They don’t convince people they qualify better with better questions.
And if we continue to progress and we continue to move four, who get four, this is what the business starts looking like. You move from having an organization to having an organism and an Organism, a definition. Any individual living thing that can carry out processes on its own, such as growing, using energy, responding to its environment, maintaining balance and reproducing. 124 reps is what you see right there. All moving as one. See, this is where leaders are separated. Lee. This is where leaders are separated. Because at this stage you’re working as a team to increase your odds. This is where that leverage shows up. Teams outperform individuals every single time. You guys agree with me on that? Okay? Quantity always finds quality, but there should be a little dot, dot. Quality always finds quantity only if you keep moving.
Your best recruits come from a current recruit. Most sales are a byproduct of looking and training new recruits. You tap root four deep to find the superstars because the superstars don’t show up on the surface. That recruit is not a recruit until they have a recruit. Let that sit for a minute. Sales become byproduct of building leaders. See, momentum is maintained when recruiting is your number one goal. We heard John Lavin talk, we heard all these legends. Charlemagne Tesla, Olivier Rezi. The main topic that they talked about is recruiting. Recruiting always grows. See. Now let’s talk about numbers without emotions. Let’s talk about numbers without emotions. Every major hierarchy out there, many experts believe in the business that double digit recruiting for 12 months, 120 recruits in a year is a key element necessary to building a strong base, shop and eventually a hierarchy.
They hit double digit recruiting, 10amonth of the 120. This solves so much for me. This solves so much frustration for me. Because of the 120, 100 are gonna try the business like try Primerica, like they try a gym or a diet. They never were serious about it. They show up. Some will become clients for life. Some others will help you recruit just one person. Some you use this experience to enrich their lives and better handle their own money. But they’re just going to try the business. Seventeen of them are going to get licensed and try the business at least on a part time business. Most will just do it on a part time basis, make some part time income, contribute monthly a seller to a new recruiter to some will produce every now and then and some others not at all. And then three.
Those are your go getters. Those are your go getters. Art Williams called those the two percenters. At the end of the day most people are going to try, some will contribute and a few, just a few, is going to change your life. And so to go in depth a little bit More, right? What does this look like on a yearly basis, Right? We look at 12 months, the 120 of the 120, the hundred that. Try it. I labeled them blue balls, you know, because they show interest, they show up once or twice, they mean well, but they eventually lose interest. You know what I’m saying? Right? You know, it’s so crazy because this right here, the numbers always pan out. And if you know the numbers, you never get frustrated with the hundred that just try the business.
Because imagine this, if you didn’t know the numbers, what if these were your first 15 recruits? Man, I don’t know if I’m good at the business. Every single one of them didn’t do anything. But what if these were your first 15? See, at the end of the day, the numbers are the same. For me, this was amazing because once I figured this out, man, I was like, let me try to get through to the hundred as quick as possible to get to these 20, okay? To get to those 20. And you know some facts about the numbers. If you understand this, you’ll never, most likely will never beat the numbers. And the numbers can never beat you. The numbers can never beat you. I want to finish off with this story right here. This is why recruiting matters, y’. All.
This is why recruiting matters. There’s a person who builds part time, invests consistently and lets it compound over time. There’s a 25 year old, this person starts making $1500 a month with Primerica on a part time basis because they got a job. They decide to invest $1,000 a month of it into an equity mutual fund. At 35 years old, that thousand dollars, any guess of what you think it would have there? At 35 years old, they have $610,000, $610,000, $1,000 a month because they decided to recruit some people, implement the strategies and harness the power of what Primerica does for them. But it goes a little bit more. At 35, they say, you know what, I got 610,000 in there. I’m just gonna let it ride. I’m gonna let compounding do its work.
And they say, from 35 to 55, I’m just gonna leave it in that mutual fund, let it ride out for the next 20 years. At 55, that $610,000 now turns into $16.3 million, y’. All, $16.3 million. At 55, they say, I got $16 million. I think I’m good. I’m gonna go ahead and retire, right? I’M gonna live an incredible life. What’s an incredible life? Let me see. I’m gonna live $10,000 a week, $40,000 a month. I’m gonna live on half a million dollars a year.
See, the problem with that is if we start off with 16.3 over a next 30 year period, we take out 15 million, I’m leaving a million and change to my kids or my state if they decide to let that thing move over into a more conservative fund and just start taking $500,000 a year from 55 to 85, y’. All. Now remember we started with 16.3, took out $15 million over that 30 year period of time and they still end up with about $81 million, y’. All. Now my question to you, is that worth 10 years of part time work? See, most of us here, we’re going for, man, I’m going to get my name on the leaderboard, which is important. Most people say, man, I’m trying to win a contest, that’s important. I’m trying to be the number one dog at the office.
That’s important. But at the end of the day, man, what it’s all about, it’s about changing life. What looks small monthly becomes massive long term. See y’ all at the end of the day, recruiting is not about pressure, it’s about possibility. Somebody out there is praying for an opportunity. You’re standing right in front of them in 20, 26, y’. All. I want y’ all to know this. I don’t want you to stop. I want you to stop waiting for the perfect time and I want you to start creating some momentum. The system works if you work consistently. And it’s all down to get four, help them get four, teach others to do the same and never stop recruiting. God bless y’. All. See ya all the time. Let’s go.
