Executive TLDR
Before you can be great, you must be willing to start and grow
Complaining delays progress; coachability accelerates it
Follow your coach and trust the system
Master your craft by reading and understanding policies
Submit applications consistently — daily if possible
Book appointments from every appointment
Follow up with every client and policy issued
Use systems and calendar integration to stay organized
Success requires commitment: “I can, I will, I must”
Video Summary
Asif Mobin opens with an Art Williams quote emphasizing growth through stages — you must try before you can improve, and improvement precedes greatness. He candidly shares how he initially complained about everything in Primerica, from fees and chargebacks to meetings and prospecting. The turning point came when he began listening to his coaches and consistently attending training. As he gained perspective — especially after hearing leaders share their larger challenges — he stopped focusing on small obstacles and started focusing on growth.
Asif stresses the importance of mastering your craft, challenging representatives to ask themselves how often they submit applications, read policies, and truly understand products. He explains that success comes from skill development, including breaking down whole life and IUL policies line by line to educate clients thoroughly. He shares stories of spending hours with clients, building trust, and earning large premium production because he prioritized service over quick commissions.
He reinforces the importance of appointments, follow-ups, booking the next meeting before leaving the current one, and integrating systems like calendar tools with Primerica’s platform to stay organized. He highlights closing PLPP and consistently looking for ways to better serve families. Ultimately, Asif emphasizes that there is no shortcut beyond following the system and following your coach. Discipline, coachability, and commitment — summed up in his declaration “I can, I will, I must” — create sustainable success.
FAQs
What is the real shortcut to success in Primerica?
Following the system consistently and listening to your coach.
Why did Asif stop complaining about fees and chargebacks?
He gained perspective from leadership and realized challenges are part of business growth.
How important is mastering your craft?
It is critical. Understanding products and policies builds credibility and client trust.
Why should representatives read policies carefully?
Reading policies line by line allows you to educate clients clearly and serve them properly.
How often should applications be submitted?
Consistent daily submissions build momentum and skill development.
What is the importance of follow-ups?
Follow-ups strengthen client relationships and create opportunities for additional service.
How can you generate more referrals?
By booking the next appointment during your current appointment instead of waiting later.
What is PLPP?
A service option that helps families put important financial protections in place.
Why is coachability important?
Coachability accelerates growth and prevents unnecessary mistakes.
How should representatives treat their calendar?
Like a business owner — schedule appointments intentionally and integrate systems.
What mindset shift improved Asif’s results?
Moving from complaining to committing fully to learning and execution.
What does “I can, I will, I must” represent?
A declaration of commitment, discipline, and personal responsibility.
Glossary
Chargeback
When a previously issued policy does not remain active, affecting prior compensation.
Policy Fee (POL Fee)
A business-related fee associated with maintaining representative status.
PLPP
A service-focused offering designed to help families organize and protect important documents.
Personal Production
Business written directly by the representative to lead by example.
Coachability
The willingness to listen, learn, and apply guidance from leadership.
Mastering Your Craft
Developing deep knowledge of products, systems, and client service skills.
Appointment Booking System
The discipline of scheduling the next meeting before leaving the current one to maintain momentum.
Transcript:
But I want to start off with something. I want to start off with this quote from. Why am I not seeing it? There it is. This quote from Art Williams. Remember, before you could be great, you got to be good. Before you could be good, you got to be bad. Before you can even be bad, you got to try. How much time have we had? And watch a child try to walk. But what do they have to do? First? They gotta creep. They gotta crawl. So we gotta take that into consideration, right? Okay. I’m gonna tell you guys this one thing. I complained about every single thing in Primerica. I complain about the $25. I complain about the first chargeback. I complain about traveling to a meeting, joining the Zoom. It’s the same thing over and over and over again.
And I don’t want to talk to people. I don’t want to talk to people. All right? But what did I do different after that? I started listening to my coaches. I attended a meeting here and there because you know what? Coach Shelley was calling me. Are you coming on? Are you coming on? Are you coming on? I’m on. So I listened. I listened to my leaders when they’re training me, and then everything started going away. I think Bob Stafford is here, right? Tom Stafford, right? You did a meeting for us. I stopped complaining about my chargeback when he said he had over $500,000 chargebacks. I never said a word ever again. Never. I stopped complaining about the pol fee when I got $150 for RVP contract. Never complain about it again. But that’s growth, right?
That’s when you learn that I have a business, okay? The one thing that we have to understand in this business, we gotta learn our craft. If I ask every one of you, don’t stand up, because a lot of you. But if I ask any one of you right now, how much of you submitted an app in the last 12 hours? Don’t raise your hand. It’s embarrassing. How much of you submit an app this morning? You know what? I submit six this morning. How much of you did that? No. If I’m going somewhere, my business goes with me, because what did I do differently? I learned how to master my business. I learned how to pull off a $50,000 premium on a month. I learned how to prospect. I learned how to sit with my clients.
So when they call me when I’m away, hey, I need an increase, I can go ahead and submit it. You see, I got a text this week that I told a client, listen, your policy is submitted, it issued, ready to go. He replied, me and my wife want a million dollars. I didn’t say anything else. I didn’t offer them. He replied to me because he remembered how I sit with him, how I guided him. I read the policies that I got to replace. How much of you read whole life policies? How much of you read Iuls? People cry when I sit with them because I tell them it’s not me, it’s the policy that’s saying it right here. And how much of you do that when you sit with a client? Or how much of you go in and say, I gotta make $1,000.
I gotta get out of here. I spent five hours with a client one time. This is the night before I hit my $200,000 ring, and it was the night before I went to mit. I sit with that client for five hours. No one could have convinced her husband over the past 20 years to get a policy from any company. He signed up with me. He signed up with me. They had whole life policies. I broke down the policy word after word. Because you know what I told them? If I was in the same situation, I want someone just like me to do what I’m doing right now. I want to be told what to do and how to do it. They look for us for answer. But that didn’t happen overnight. That happened because I have appointments. I win with my appointments.
I’m supposed to have a slide. It’s okay. But I win with my appointments because you know what? Somebody’s meeting me and asked me, how am I doing it? How am I doing it? Because I’m doing it. I’m doing exactly what my coaches are telling me. You know how many times Coach Shelley would call me and say, what you got today? Before I even could have said, I’m not feeling my. The phone is gone. The line is cut. It’s not about you. It’s about how you’re building your business. It’s about how you’re treating your calendar. If you have a restaurant that you open in front of somewhere that never had a restaurant, are you gonna sit behind the kitchen and say, oh, I’m hoping a customer come in? Or are you gonna go out with samples? What are you doing for your business?
Are you making that phone calls? Are you making that appointments? Are you doing follow up? I bet you right here, half of us don’t do follow ups. We put in that policy, don’t even call the client to follow up when they receive the packet and they call you, oh, I got a packet. Okay. Your policy issued. How much of you actually look at how much better product and how much more stuff they can get. How much of you close a PLPP? My regional closed 17 PLPP last month. 17. That’s 17 families that’s going to get a will done. How much? Are you booking an appointment before you leave? Everybody’s asking me how did you get referrals? I don’t get referrals. I get appointments from an appointment. I go and they book an appointment for me for the next appointment. That’s what I do.
And I teach my team to do the same thing. This is my calendar for the past week. I am here and I have stuff booked up. I am here and I’m ready. How much have you put yourself to get stuff done? Make your life easy use systems are out there. I use calendar integrated to my schedule. Integrate with Primerica website. Everyone was asking me how did you get this done? It’s through Primerica. Our little pol fee is what get us where we gotta be. We gotta stay committed. We gotta stay coachable. All of you say this with me. I can, I will. I must. One more time. I can, I will, I must. Team Hawk. See you on top.
