Executive TLDR
The Reality of Volatility: Business growth is not a straight line; even top earners experience periods where team numbers and cash flow drop while chargebacks rise.
Finding Your Center: During a crisis, it is essential to “pause and reset” by reconnecting with your spiritual foundation and seeking professional support or therapy to go “light” into the next phase.
Mindset as a Shield: When current results are low, you must rely on your past successes to feed your mind, reminding yourself of your capacity to recruit and produce at high levels.
Environmental Connection: You must stay plugged into the office environment especially when numbers are down; the environment sustains you during lows, and you sustain it during highs.
Purposeful Presence: Rebuilding requires walking like a winner before the results manifest; your attitude and smile must remain intact to attract new talent and lead effectively.
Video Summary Junon Fertil provides a transparent look at the emotional and operational challenges of rebuilding a Primerica organization after a significant downturn. After experiencing rapid success—becoming a top district leader and earning multiple diamonds and a ring—Fertil’s business faced a “Murphy’s Law” period where every metric declined except for chargebacks. She emphasizes that the key to surviving these “lows” is a combination of spiritual grounding, mental health awareness, and aggressive self-development. Fertil explains that she had to “shut out the noise” and protect her environment, refusing to let current circumstances dictate her identity as a winner. By staying connected to a high-performance environment and observing the success of her coaches and peers, she regained the fire necessary to work her business back up. Her message is one of unwavering persistence, encouraging leaders to stay plugged in and maintain a purposeful, positive presence regardless of their current production.
FAQs
What happened to Junon Fertil’s business after her initial success? After reaching high levels of cash flow and earning her rings, her team numbers dropped, her cash flow went down, and her chargebacks increased significantly.
How does Fertil describe the journey of a business? She explains that it is not a straight line and that every leader will eventually experience the highs and lows of the business.
What does she suggest doing when everything in life feels “off”? She recommends stopping to pause, reconnecting with God or a higher power, and finding your center through prayer or fasting.
Why does she mention therapy in a business training? She believes that to win, you have to “go light,” and talking to someone can help you process the traumas of life so you can remain centered.
What is “mindset protection”? It is the act of shutting out any noise or negativity that does not speak life into you and intentionally feeding your mind with your past achievements.
How should a leader view themselves when the numbers are currently down? They should tell themselves they are still the person who is capable of making $34,000 a month or recruiting 25 people, regardless of today’s results.
Why is it important to stay connected to meetings when you are failing? Because the environment provides the vision and fire you need to catch when your own pulse is low; seeing others win proves the opportunity still works.
What is the “test” she refers to? She views the down period as a test of character and a way for her maker to “put her back together again” for a larger purpose.
How did Fertil’s husband support her during the downturn? He worked extra hours to support the family, giving her the time and space to focus entirely on getting the business back up.
What should your attitude be in the office during a rebuild? You should show up on purpose with a smile, making sure people are happy to see you rather than walking around complaining about your situation.
What does she mean by “When numbers are up, the environment needs you”? It means when you are winning, you have the responsibility to show up and provide the fire and proof for those who are currently struggling.
How does she use her children as motivation? Her two autistic children serve as her “big why,” and their belief in their parents’ success drives her to keep going.
What proof does she offer that the company is still strong? She points to the stock price, the company’s 46-year history, and the fact that it has paid her family significant sums in a single month.
What is the danger of going back to family during a financial dip? In her community, she felt she couldn’t go back because people would question where the money went or why she was still driving a luxury car while struggling.
What is her final encouragement to those currently struggling? She tells them that because there is nothing wrong with the company, and because they have seen others win, they must simply refuse to quit.
Glossary
Chargeback: A situation where a representative must pay back a commission because a policy was cancelled shortly after it was issued.
Diamond: A recognition symbol within the company indicating a specific level of earned income or production.
Murphy’s Law: The adage that “anything that can go wrong, will go wrong,” used here to describe a business slump.
Centered: A state of emotional and spiritual stability that allows a leader to handle team departures or financial losses without breaking.
Environment: The collective culture, energy, and physical presence of the office and meetings.
Going Light: The process of resolving internal trauma or emotional baggage to move faster in business.
Blinders: A metaphor for staying focused only on the goal and ignoring distractions or negativity.
The Center: The emotional “anchor” found through faith or self-reflection that prevents a leader from being swayed by external results.
Transcript:
RVP. Merlene, my RVP. Give it up for my RVP. Merlene. Right. She invested in my husband and I in bringing us to this event as guests. She paid for our room. And we knew nothing about Primerica, but we just saw people winning. And we just know that’s where we needed to be. We started this business. We were doing really well. We were doing really well. First month license number one district in the state of Florida. We were going and then we started experiencing the highs and lows of Primerica, right? The highs and lows of Primerica. And then COVID hit. And I’m sorry for everyone who lost anyone doing COVID, but COVID hit. Our business took off. Our business took off. During COVID We got our watch. Julie below RVP. And then went RVP. Two months after RVP, we got our ring. And then six months later, we got our second diamond.
Life was great, right? And guess what? Everything that goes up must come down. That’s what they say, right? So before I continue with this, I want to pause right here to thank all of my coaches. Because as I get into this story, you will really see that the reason why we are still standing here in Prime America working our business back up is because we have amazing coaches in our life. Thank God for live and always providing the support. Whatever you need to grow, he’s going to help you. He’s going to get it. I Coach Hubert Lejune. I coach the person that brought me into business. The reason why our life has changed, our very own coach, Marlene Pascal. Right. So without them, we would not be here now because everything that could go wrong went wrong in our business. Our cash flow went down, our team went down, our numbers dropped.
Wow. The only thing that was up in our business was our chargeback. The only thing that was up in our business was our chargeback. So just imagine going from the type of success that we experienced our first month here. We were crossing the stage before we sat down. Our name was being called and went through a period where we didn’t even know what the stage looked like. We were all the way in the know because Murphy was having its way with us. But I want to thank God for my husband, right? My husband, my true partner. That’s why if you are married, you have a partner, make sure you involve them in the business. Right. Because he knew what was going on. He went and the same man that I promised that I’ll retire as soon as we had 300,000 in about four months after going over 200,000, had to work more hours to support us because, like I said, everything but chargeback was up.
Right. So I’m so grateful for you, baby. Thank you so much for being the partner that gave me the time to really focus, to get the business back up, right? So like I said, Murphy was having its way with us. It wasn’t just the business. Everything was just off in our life. So what do you do when you find yourself in a place where everything is off? What keeps you going? What keeps you going? For us, it was our why, right? I have big wives. My why is to retire my husband. I have two autistic children that can do the Primerica presentation for you, right? And when they talk about us, they tell people how rich their parents are, right? I took my son to karate. He just want me to buy everything. It’s okay. All the money you tell people you make on the zoom, you could buy it.
Just buy it. My wife, my parents, I have so many responsibilities. I had to find a way to make this work. So what do you do when life’s just not the same anymore? Because in my community, making the money that were making, and now you’re not making that money. You can’t go back to your family because they’re going to tell you where all the money you were making. You’re driving a Mercedes. Don’t come to us. Right? So just like SNSD Yvonne said, we had to figure it out, right? So what did we do? We stopped and paused. It’s okay to stop and pause, right? So the first thing we did, I didn’t create myself. So I went back to my maker. I went back and spent some time with God. I went into fasting and praying, right? God, what’s going on? This is not what you promised me, all right?
You told me that I was more than a conqueror. You told me everything I touch will turn to gold. You told me I was like a tree planted by the rivers of what? You told me all of this. What’s going on? What’s going on? Right? So you know your maker know how to put you back together again, right? He started breathing belief, telling me who I was before I was born. He knew me. He knew that I was this person, that I was this friend. This is just a test, right? This is just a test. Okay. So after spending time with my maker, I had to find my center. Sometimes the traumas of life are so tough that you have to sit down and talk to somebody. It’s okay to go to therapy, right? Because to win in prime America, you have to go light.
So I had to go try to figure something out, right? So I went and find my center. Let me tell you what happened. When you find your center, it doesn’t matter what’s coming at you. You’ll be able to handle it because you firmly centered, right? Chargeback, You can handle it. Team Quit, you can handle it. It doesn’t matter what’s going on. You can handle it because you are centered. So we spend some time with God. We find our center, and then we immerse ourselves into self development. I’m telling you guys, there’s no way you’ll be able to do Primerica if you’re not working on this. You have to be working on your mindset. Mindset is everything. So when my cash flow wasn’t happening, my mind tell me, you are still that person that make $34,000 in one month. When the team wasn’t there, my mind would tell you were still that person that recruited 25 people in one month.
When the premium wasn’t coming, my mind was telling me, you still that person that did almost $50,000 below RVP, right? So I stayed away from anything that wasn’t feeding into that. I put my blinders on. I shut out the noise. If the noise was not speaking life into me, I shut it out. So you got to protect your environment. That’s why you got to stay connected to this environment. You got to stay connected to your meeting. Don’t just show up when the numbers are up. Don’t just show up when the numbers are up. When the numbers are down, that’s when you really need to show up. Because I was in the environment, right, I saw RVP resi promote $200,000 earner in my environment, right? $100,000 earner in my environment. I saw Coach Dasha going over $700,000 in my environment. I saw my Coach Merlin, month after month, 100 by 100 with a regional leader doing over 100.
If you don’t catch fire from an environment like that, check your pulse. So I had no choice but to work myself back up. So I’m here to tell you, yes, you can. Yeah, sometimes you come here, you hear all the winning. I won here. I did this and that. But let me tell you, Primerica is not a straight line. You are going to experience the up and downs of Primerica. But what I want to encourage you to do, I want to encourage you to not quit. Because there’s nothing wrong with our company. Our company is our company. Stocks two months ago is about $194,000. This is our company where we have one of best deal. When Glenn talks to you, just catch on fire. This is a company that’s been here for 46 years. This is a company that pays my family 34 grand in one month.
I’ve had time in my life where I made that in a year. There’s nothing wrong with the company. So what I want to tell you as you go to the up and down of the company, just stay plugged in. Continue to show up here. When you see the sea of RVP today, all these people making $100,000 and more, it’s not just for us. It’s not just for us. It’s for you too. This is just to expand your vision when things are going down. When things are going up, stay plugged in. When they down, you need the environment. When they up, the environment needs you. Right. So I just want to encourage everyone and keep that attitude thing going. Just because your numbers are down, don’t walk around like, who did it and got away with it. Keep your smile on. Take care of yourself. Take care of your mind.
When you show up in the environment, show up on purpose. Make sure people are happy to see you. It should not be about the money, right. Because how are you going to rebuild if you’re walking around like, oh, my God, I don’t know what happened to me? You got to walk around like the person that you know you are the winner that you know you are. So I’m here to tell you, doesn’t matter where you are right now in your business. Guess what? Yes, you can.
