Executive TLDR

• Financial services have created more millionaires than any other industry
• Primerica operates in trillion dollar markets
• Distribution through leadership is the real business
• Regional Vice Presidents create outlets and scale
• Low startup cost with high earning potential
• Multiple streams of income are no longer optional
• Independent producing agents create multiplication
• Critical mass leads to explosive growth
• Ownership beats employment for freedom
• Build a legacy, not just an income

Video Summary

Jason and Jackie Ortiz explain why financial services have created more millionaires than any other industry and why Primerica’s distribution model positions leaders for explosive growth. Jackie shares her personal journey from student loan debt and multiple jobs to financial freedom through licensing and ownership, emphasizing the importance of choosing the right vehicle and being present at opportunity moments. Jason expands on the scale of the financial industry, illustrating trillion dollar markets and the massive demand for financial products. He clarifies that Primerica is not simply in insurance or investments but in distribution, where leadership and Regional Vice Presidents create scalable outlets. Through a funnel system of prospecting, appointments, field training, independent producing agents, and duplication, businesses move from linear growth to multiplication. The concept of critical mass shows that once market penetration accelerates, growth becomes exponential. The message is clear: build distribution, develop leaders, create multiple income streams, and position yourself for long term wealth and legacy.

FAQs

Q: Why does financial services create the most millionaires?
Because it manages and distributes money across trillion dollar markets, creating scalable opportunities for ownership and leadership.

Q: What business is Primerica really in?
Primerica is in distribution — developing leaders and Regional Vice Presidents who build outlets that move financial products.

Q: Why are multiple streams of income important today?
Inflation continues rising while salaries often remain fixed, making additional income streams essential for financial stability.

Q: What is an Independent Producing Agent (IPA)?
An agent who produces consistently and begins generating income independent of direct supervision, allowing business multiplication.

Q: What is critical mass in business?
The tipping point where growth accelerates exponentially after reaching a certain level of market penetration.

Q: Why is ownership better than employment?
Ownership offers scalability, time flexibility, and income potential that employment typically limits.

Q: How does distribution create freedom?
More outlets and leaders mean more production without being personally tied to every transaction, creating time and financial leverage.

Glossary

Distribution Model
A business structure focused on building leaders and outlets that distribute products at scale.

Regional Vice President (RVP)
A leadership position responsible for building and overseeing multiple outlets and teams.

Independent Producing Agent (IPA)
An agent generating consistent production who contributes to business multiplication.

Critical Mass
The growth threshold where expansion accelerates rapidly due to momentum and market penetration.

Base Shop
The foundational team or organization within a hierarchy that drives production and recruitment.

Multiple Streams of Income
Earning income from several sources rather than relying on a single paycheck.

Market Penetration
The percentage of potential customers reached within a target market.

Duplication
Teaching others to replicate a system to scale production and leadership.

Linear Growth
Growth dependent solely on personal effort.

Multiplication Growth
Growth achieved through developing leaders who produce independently.

Video Summary

00:00
I want to give you guys some hope today, okay? Who in the room has been here for, like, less than six months? So maybe this is your first event. My first event was ECBs. It used to be called Tampa Bay Leadership School, but this is the first time I saw Primerica. And I made a decision to come on board, and it changed my life 12 years ago. And, you know, my question is, why not you? You know, I know we have a lot of doubts. Probably, maybe some of you are still sitting here wondering, like, what am I doing here, right? Is this, for me, feeling maybe some people got in your head or whatever? Let me tell you guys something. 

00:34
This opportunity is bigger than you know, right now for many reasons, and it has changed our life, and it can change your life. So don’t listen to anybody but yourself. Listen to your teammates, the people that are positive around you, okay? And listen to everybody up here today, because it’ll change your life. But this is me. If I could give you any hope, okay, I. I graduated from Florida State. I was the first one in my family to graduate from college. Go, Knowles. 

01:00
Woo. 

01:01
Hopefully we’ll have a better year this year, right, Dave? I know, but I left with a degree in Financial Services. Or I left with a degree in Recreation and Leisure Services Administration. So wait, how do I go back? Okay, so if there was any degree that would be called, like, a lazy degree. Recreation and Leisure Services Administration. I partied through school. I majored in keg stands, right? That was it. But it was really event planning. I didn’t know what I wanted to do. And one night, I remember specifically at Chili’s, because that’s where I started bartending. I was drinking a margarita, and my friend said to me, jackie, you should do event planning. Like, you’d be great at it. And I’m like, what? She’s like, yeah, party planning. I’m like, that’s a degree. She’s like, yes. I’m like, that sounds awesome. 

01:42
All right, so I changed my degree. $50,000 later, student loan debt. I had a degree in party planning, right? And event planning. But, you know, honestly, I look at it now, and I’m like, man, I took all these business classes, entrepreneur classes, finance classes. None of my classes were taught by business owners. They were taught by teachers, which we loved. I thank God for teachers, but I’m like, no one taught me how to stay out of debt. They just kept giving me a piece of paper to sign, right? And then I came out. But thankfully, because of Primerica, now that’s gone. But listen, I Had all the financial skills in the world. I was a bartender. This was my last night at AJ Sports Bar. Dave, you know what I’m talking about. But it was. It was literally. Wait, this is not the right. 

02:25
Okay. I. Literally, nobody would listen to me about finance. So if you think, like, I was living shift to shift. Okay. Shift to shift. And I had made a lot of money bartending, but I wasn’t. I didn’t know what to do with it. And then I retired from bartending. Okay. I continued to use my degree. I felt like I had no direction, right? And then I entered the real world. I was a recruiter, so recruiting is normal. I was recruiting for military contracting companies. So you’re either going to get recruited in life to build someone else’s dreams, guys, which is why what I was doing, or you can recruit for yourself to build your dreams, okay? But I knew there was more to life. I just didn’t know what it was. 

03:01
And then I met this awesome guy right here, and he invited me to an event like this, and it was on a Saturday. And I’m gonna tell you right now, I didn’t wanna go. It was Florida State versus usf, and it was in Tampa, which never happened, okay? And all my friends were coming in to see it at the stadium. And Jason wanted me to go to this event for work. And I’m like, who has an event for work on Saturday? Like, what is wrong with these people? Is FSU’s playing today. That was my priority. But I’m so glad I came because it changed my life, you guys. And when I came, this is the thing. I was present. And, you know, you heard it earlier from Jordan. I was present because if I wasn’t, I would have missed it. 

03:42
See, your life can change like that from a decision, and it could change the trajectory of your life. But if I wasn’t listening, who was on stage and I was on my phone looking at Instagram, looking at Facebook, looking at other people’s lives, looking at their cars, looking at the houses they want to make or have. You’re here in an event where people are telling you what to do to get those things. So pay attention, because there was people on the stage just like me, from every background, every age, you know, making 8,000, 10,000, 30,000amonth. And I’m over here two to three jobs, busting my butt, barely getting by, right? Just because you’re working two, three jobs doesn’t mean you’re getting ahead, right? And that’s what I was doing. And I was Hired. But what I realized I was in the wrong vehicle. 

04:23
Rezi talked about yesterday and John did a great job talking about the business last night. But it doesn’t matter. If you are a race car driver and you’re in a Toyota, you can be next to somebody that’s not a great driver in a Lamborghini. Who’s going to get to the finish line first? Lamborghini. It’s the vehicle. And I was in the wrong one. So I said I’m going to come back, I’m going to get licensed, I’m going to be on stage. And that’s what I did. I got my bonus, I got license, I got like 900 bucks, I got an iPad. We went our first trip on my code to Boca and you know, it changed my life. But the reality today is like you don’t have a choice. Multiple streams of income, you have to have them. 

04:57
Inflation keeps going up, but our salaries aren’t. And what are multiple streams of income here? Multiple streams of income are licensed agents, right? And if not, what’s the other alternative? You take on a full time job, you make someone else wealthy. Or you can get licensed in an industry where there’s always going to be a need, right? And you can have freedom of time and financial freedom. But why not get licensed in this industry? If you look up the industries that make the most millionaires today, financial services is number one. Financial service industry has created the most number of millionaires since modern times. According to the Wealth Report. In the business of money, people make a lot of money. Beyond the most ventures in the world are people and organizations skilled in deploying and growing money. Think about it. 

05:35
The financial system manages all the money people make worldwide. It could be a commercial bank, investment bank, hedge fund, insurance or a wealth portfolio. And when people transact their money, it’s usually through some financial institution. The foundation of the entire world’s economy is built on the finance industry. That’s the industry we’re in, you guys. So how much if you were Primerica versus another business? John talked about it last night. Startup funding, it depends on factors. But listen guys, the cheapest businesses to start may cost as little as 12,000 initially. But other businesses like restaurants, 400,000 or more. More. And you’re going to be in that place all the time. It takes an average of two to three years to even profit payroll hr, you got to worry about all that in Primerica. You don’t $124 investment potential, earn bonuses from day one. 

06:20
You close, you get paid $25 overhead, you know, our CRM that costs, like $1500. Jason used to work for a company, per use, per computer, and then home office. We have all their support. But listen, guys, the biggest thing is the last one. Opportunity to build a legacy. There’s ripple effects in your life, and they’re either positive or they’re negative. And what you do today with your money, as a person, morally, ethically, with your kids, with your family, it’s going to ripple. And you’re either going to leave a good one or you’re going to leave a negative one. This is my dad. What? I can see it. Oh, sorry. Is that what you kept saying to me? Oh, I thought you were rushing me. When we got off stage, I was about to take that Thor thing. You kept saying, next slide. 

07:06
And I was like, so, thanks, babe. Thanks. All right, so ripple effect, guys. My dad got licensed, like, 10 years ago. He was 59. Sat through the class. Okay. Never even finished high school. And he was so fired up, he called me. Bad back, bad hip. Sat through the whole class in South Florida. He’s like, jackie, do you know what they’re doing to these people with whole life insurance? I can’t believe this. He’s like, this is messed up. And I’m like, dad, I know. He’s from New York. He’s a gangster. He’s Italian. He’s like, I’m like, dad, I know. That’s why you gotta get your license, right? So he did. But what Primerica did for us the last couple years, see, the last three years was really hard. My dad and my mom were taking care of both of them. 

07:50
They lived in South Florida. And I had to drive back and forth. I was driving back and forth about four hours down there. And they were in hospitals, two separate hospitals an hour apart. And I was dealing with directors of nursing. I mean, you guys, I can’t even. But I was by both their sides, like, every other week because we have a family business. I didn’t have to worry because we built this business. First of all, we’re all fully licensed, so if I wasn’t doing licensing, someone could help me. I wasn’t worried about having gas to put in my car to get down there. I was by their side. And the nurses would say to me, man, they’re so lucky to have you. You know, we see people come to these places and their family never comes, and they just die here. 

08:29
And I’m like, yeah, well, they’re my parents, you know? But if I had a job, I couldn’t do that, and two years ago, we decided to move them up here. And I’m so thankful we did. But they had to move to an assisted living. Does anybody know how much that cost? $6,100 a month. Right. But they were here for two years, and they got to spend time with our girls. And my mom’s still here, but my dad passed away a month ago, and I was there. But the crazy thing is, guys, if we didn’t move them up here two years ago, I really feel like they would have passed away, both of them, two years ago. And we moved them up here, and that was a lot, but we got to see them all the time. 

09:12
And I was by my dad’s side the last two years when all this was going on. And if it wasn’t for Primerica, I couldn’t do that. I couldn’t do it with a job. But listen, take this seriously, guys. This isn’t about, who cares what people say to you. When you take this seriously, people will take you seriously. This business will change your life. Don’t listen to anybody. It’s changed our life. Okay? So I hope you get a lot out of today. Now I’m gonna bring up. I’m gonna skip through these to bring in my awesome husband, Jason Ortiz. 

09:45
Awesome. You did amazing. Awesome. Hey, so before I get started, I wanted to see if you guys could help me out with something. Like, we’ve always been a family that. Don’t take any excuses. Today is my daughter’s fourth birthday. Okay? So if you could do me a favor. Right. I know. Obviously, we’re not there. We’re gonna have a good party tomorrow. But if you guys could do me a favor, Jackie’s just gonna do a video. If y’ all could just say, happy Birthday, Stella, that would mean the world to me. Can you guys do that for me real quick? Awesome. I got you right here. Hold on. Hey. Hey, baby. So, I know we can’t be with you right now, but we’re so proud of you, and we’re gonna celebrate like crazy tomorrow. 

10:24
But we got so many people here that want to say something amazing to you. Here they go. Happy birthday, Stell. Thank you guys so much. She’s gonna flip, y’ all. I appreciate that. All right, so listen, man, you know, I have to admit, it’s. We’re at the. We’re at the right place at the right time. I’m so proud of Jackie for getting up here and mentioning and sharing her heart and her story about that. But listen, you know, just, like, she showed her dad that got licensed. No, I don’t even. He didn’t even graduate high school. No high school diploma, no college degree. But he saw where we’re at right now in our time, right in the industry. And we’re at the right place at the right time. We just gotta be the right kind of people, okay? 

11:12
And I don’t know if you guys know about this, but listen, we participate in three trillion dollar industries. You guys know that? Trillion dollar industries. And if you guys can see this. Let me show you guys real quick what I mean. You guys hear a trillion dollars, you’re like, oh, that’s pretty cool, whatever the case is. But listen, this is what a trillion is. This is a stack. This is $10,000, right? For most people in Primerica, this is like the starting point, right? Some people work 160 hours a month and they never get an opportunity to make this in one month. This is just $10,000, okay? This right here, this is a million dollars. This is a million dollars. You think of the concept of a million dollars like, holy smokes, that is a ton of. Of money. Yeah, it is. 

11:59
For our clients, right? With consistent discipline, like Charlemagne was saying, 20 to 30 years of consistent discipline, you can accumulate this by retirement, right? That’s just a million dollars. Isn’t that crazy? You think that a million dollars is so much bigger, right? You look at this. This is 100 million. This is 100 million. It fits on a pallet, okay? That’s 100 million. This right here is a billion dollars. That’s 10 pallets, okay? So you think, okay, you know, 100 million is one pallet. A billion is 10 pallets, right? When we think of a trillion dollars, y’ all, this is what a trillion dollars looks like. This is what a trillion dollars looks like. Double stacked. Double stacked. I don’t know if you can see that guy right there. This is double stacked. 

12:50
You’re going to need a warehouse to kind of fit all of that, y’ all, okay? And so look, I will tell you, listen, it says right there, it’s a million. Charlema. It’s 1000 billion. It’s 1 followed by 12 zeros. That is insane. That is insane, y’ all. And so listen, it doesn’t matter how big your bay shop is, because, listen, we participate in three of these. You look at the market right now. Consumer debt is 12.5 million. Life insurance cash values, right? There’s 3 trillion in cash values. You look at the total need of life insurance unmet is 12 trillion. And then there’s $50 trillion in banks, right? So again, it doesn’t matter how big your base shop is, right? This is the battleground that we fight on, y’ all. This is the battleground that we fight on. And the demand is massive. 

13:49
The need is undeniable. We just got to go get after our peace, y’ all. And so listen to this. The real question is, what business are we in? Right? I love that description or that visual that Charlemagne showed, where you have Primerica Financial Services versus Primerica Distribution Services. And that’s really the business that we are in. For those that really understand where we’re at as a company, that is what you need to know. We are in distribution. We are in distribution. Not investments, not insurance, not debt, not mortgages. That’s all nice, but we are in distribution. And what that means, right, distribution for us is regional vice presidents, y’ all. How many of y’ all want to get a regional vice president? Okay? And so listen, the formula is simple. It’s not just codes. It’s leaders. Codes don’t produce. It’s leaders that produce. 

14:43
And this is the formula. Offices create distribution. Distribution creates freedom. Okay? And there are many industries that understood this. Let’s take Primerica out of the equation for a minute. But you look at this right here. Who sells the most soft drinks in the world? It’s Coca Cola. Because you are within five minutes anywhere you are at in the world, right? Anywhere in the world, you’re within five minutes reach of a Coca Cola. How about this one? Who sells the most food in the world? Isn’t that crazy? Y’ all probably never even did that research, but you guys know that the company that sells the Most food is McDonald’s. I don’t know if you guys knew about this, but last year, McDonald’s was number one in potato sales. They were number one in soft drink sales. 

15:31
They were number one in toy sales, because they’re not fast food. They are in distribution. You guys understand that? You guys, what about this one? Who sells the most coffee in the world? Isn’t that crazy? So the real question is, who’s gonna sell the most financial products in the world? It’s Primerica, y’ all. It’s primerica. It’s absolutely 100% prime America. See, they won by having outlets. We have to have outlets. We. We work in a very simple. You’re going to see a bunch of different strategies in the. In, you know, this weekend. And they all work, if you choose to work as well. Okay? This is the. This is a funnel that Most people in business go through, right? It starts with a never ending names list, right? Like always putting names on a paper and taking them off. We look at. 

16:30
You know, I carry this everywhere I go. I’m a prospecting machine. And everywhere I go, every single week, I’m always printing out a new top 25 list. And I’m always adding people onto the list, taking people off of the list, right? It’s always. It’s a never ending names list. They have to continually be on there. The next is, once we have raw material, we have to make sure that we progress them through of getting appointments. If we have a whole bunch of raw material and we don’t have any appointments, that your funnel doesn’t look like that. Nice, you know, nice funnel right there. It starts to look like that oil pan, right? Like it’s real thin on the top and has a real long neck, right? 

17:11
Because there’s a bottleneck as we go through is your ability to get yeses, not just get people on appointments, but to persuade them to move forward with you. Get yeses, right? Then it goes on to orientation. The whole objective of orientation is to have a great conversation, but the objective of orientation is to set some freaking appointments, y’ all. Set some appointments, get on some field training, focus on attendance, develop IPAs. Y’ all know what IPAs are? Income producing activity or independent producing agents. Right. From steps one through 1, 2, 3, 4, 5. So from steps one through six, your business is linear. It’s all dependent on you. The minute you start producing independent producing agents, your business starts to grow through multiplication and you start developing IPAs. It’s only a matter of time between those people. 

18:05
It’s only a matter of time before they go full time. Because what they make in Primerica part time is more than what they do full time at their jobs. And then we produce full timers and then regional vice presidents. See, here’s what you could do to kick your business off into massive growth right now is you could choose today to put more names on the paper, because that’s something you could do today, right? And then I focus in on opening the bottom of that funnel by enhancing your skill sets, by showing up to trainings, getting better, practicing when nobody’s looking, right? You could do. The key is to do both. And then I want to finish off with this right here. I love this slide. Okay? This slide represents critical mass. Every business goes through three phases. 

18:49
They go through the innovative stage, the growth stage, and then the secure, mature, established phase. What critical mass states is it Takes a company. It takes a company the same time to go from 0% growth, from 10% growth once they hit critical mass. Now, that same time frame is what takes that company from 10% to. To 90% growth. Okay? Do you guys see that bottom right here? Down here at the bottom, 10% growth is that same time frame. It takes them to go from 10 to 90%. You guys see that? Okay? And so you look at all these different companies, you take Primerica out of the equation. Cell phones back in the day, in the 1980s and 90s, they were considered a luxury item. Nobody had them. They were super expensive, right? 2007, iPhone took off. They hit critical mass and it exploded. 

19:43
Watch this. Raise your hand if you’re in this room and you do not have a cell phone. You think we missed that wave? Another industry was TVs. Back in 1940s, wealthy people had them. You’re very lucky to own one if you did. By 1960s, right? 90% of the economy had them. And even my broke friends now today have three and four TVs in their houses. When you look at Primerica, right? Been in business since 1977, we have more millionaires. We have more millionaires than any other company in America. We have over $160 million earners, right? Over 4,500 of them are regional vice president make over 100,000. Right? We’ve only penetrated the market 2%. So what does that mean? When we hit 10% market share, the business is going to explode. The question is not a matter of if. It’s a matter of when. 

20:40
And most importantly, what’s that? 

20:42
You’re done. 

20:43
Okay? It’s a matter of when. It’s a matter of when. So. So let’s go hit critical mass. Let’s go get our distribution and let’s go win together at the top. Appreciate y’ all. See y’ all.