Ever feel like you’re stuck in a rut, struggling to build momentum in your Primerica business? You’re not alone. Many reps find themselves spinning their wheels, unsure of how to break through to the next level. But what if you could change that? What if you could transform your approach and start seeing real growth and success? That’s exactly what Ed Ortiz and the Ortiz Generation Alliance dive into in this powerful training session. It’s packed with insights and strategies that can help you shift from being a good leader to a great one, capable of building a thriving team. This isn’t just about selling insurance; it’s about creating a legacy and multiplying your impact. If you’re ready to take your business to new heights, you can’t afford to miss this. Watch the video below and discover the breakthrough tips that could change everything for you.
Video Transcription:
Hey, Kepa.
Tomihete.
How you guys doing? How are ya? Good.
What an honor.
What an honor to be here and represent the aviator.
Aviators, are you in the house? All right, let me hear you.
Let me hear you.
You know who we are? We are awesome.
And also the Ortiz family, which is Yvonne, Jason, Jackie, Eric, Brin, Eric, and Brynn.
They just had their third little baby boy.
Man, we’re so excited.
Little miles, man and they’ll be here tomorrow.
But with that, let me show andy, you were absolutely phenomenal today.
You took it to the next level.
Okay, great thing is that we got these young guys out here.
They mastered this social media.
I know they’re going to take it to the next level.
High.
Okay, so listen a little bit about ourselves.
We started 31 years ago.
31 years ago, I walked into a Primerica office, and they showed me an opportunity to have and to own my own family business.
And this is where we’re at right now.
I see this, and I look at this, and I said, this is exactly what I saw.
I saw an opportunity where I could run a business with my sons, my wife, and run it as a business.
And, man, and it’s coming through.
These guys went to college.
After college, they went both got a corporate job.
I’m like, damn.
But at the same time, I was so excited because I said, yes, I need for them to take a look at what it is like working at corporate America.
And they got so beat up that when afterwards, after a year or so, not even a year, they came back and said, dad, we’re ready.
We’re ready to get this thing going.
And thank to Jackie and also to Brynn, who helped them bring it up to here, and basically, we’ve been running this thing, and the one thing that I let them know is that this is not guys, this is not about you becoming a personal producer.
This is not about you going out there and selling insurance and selling investment.
You make money there.
But this is not about that.
This is about duplicating yourself.
This is about growing a business.
If you’re a rep, your sole purpose, I got to give me another rep so you can become a district.
And once you’re a district, your job is to be, hey, produce another district.
But here, let me tell you something.
Once you become a district, guys, that is the time to start getting all your licenses.
I’m talking about not only your insurance license, investment license, all of that.
Get that thing out of the way, because once you start growing and you about ready to become RVP, that is not the time to take a break and start studying.
You with me? I got Natasha over here.
This young lady over here, by the time she was a rep, she already has security license.
So you could do this thing.
Everyone can do this thing.
And once you’re a district leader, once you’re district leader, hey, guys, all you got to do is duplicate yourself six times, six more district.
You already know how to become a district, help someone else become a district.
Once you have six districts, you’re an RVP.
As an RVP, your goal is to take this thing to 30 by 30.
Because if you 30 x 30, that’s $100,000 income for you.
And something else at Guida and Gita, and so he’ll they said something today that made so much sense.
They said once you got a 30 x 30 base shop, you got a superstar brewing in there.
He’s brewing out there.
Once you take this thing to 50 x 50, that superstar is going to pop out.
There’s another RVP, and their replacement is going to keep you at 30 x 30, and that’s going to be the next RVP coming out.
And if you keep that thing running like that, guys, you’re going to have a massive business as an RVP.
Your job is to promote another RVP, become an SVP and so forth and so on.
The ultimate goal is, hey, you want to become an SNSD, and you think that’s where it’s at.
But no, there’s another level, which is circle of champion.
And once your circle of champion, that’s where these young men are at right now.
Once you get there and you duplicate yourself and you produce another circle of champion, game over.
You’re done.
You’re done.
John Lavin.
Dick Walker.
I got to give it up.
Dick Walker.
Dick Walker.
Hey, he’s got John Lavin, who’s on his he’s a circle of champion, promoted John Lavin.
John Levin is a circle of champion.
John Lavin promoted Jenniston.
Jenniston is a circle of is that’s where it’s at? Same thing with Assad.
You with me, and that’s where we’re going.
That’s what this is this business all about.
So without any further ado, let me bring it up to the greatest, the most beautiful lady out there.
I mean, every time I see her, it just buckle my knees, okay? The great event.
Hey, as long as one thinks that of me, I’m okay.
Well, listen, guys, I want to just take a second in here and really give it up to Ed Ortiz.
Because before there was a we and an aviator here, there was a him, somebody that came into this opportunity that decided and made a decision that I’m going to make something special, and I’m going to pave the way so that others can do it, too.
So thank you, Ed, for not quitting, for showing us what hard work, dedication is all about.
You know, that when David called me, maybe I think it was yesterday or the day before, and he says, well, you’re speaking on the culture of growth, because it is true.
There is something amazing happening in our hierarchy right now that is so many different RVPs winning so much, and we’re so proud of them.
And I said, what is really causing that? And I started thinking about that, and I said, you know, that one thing we understood from day one is that growing is such a natural thing for you to show up in here by yourself again, that is not natural.
If you want to grow in Primerica and you want to become an RVP, every time that we come along, we should have somebody else coming with us.
If you’re a district leader, the next time you come around, you should have one, two or three of them because it’s a natural thing.
We don’t plant something and not expect for that plant to grow.
We don’t have babies and expect the babies to be drinking milk forever and ever.
We expect them to grow.
So in this business, ever since we came in here, that was just a natural thing with us.
It was just how fast are we going to grow? The question that we ask ourselves, and I know that when I look at our path, the 31 years that we’ve been in here, I remember only one time that were so low that I kept thinking, OOH, I don’t know if we can get up from this one in here.
And I remember at the time, my sons were playing football in college, and they were ridiculously good.
They were doing so amazing.
And they were the ones who inspired me so much to keep fighting in here.
And I remember calling Eric one morning, and I said, Eric, how is it that all these kids come from all over the United States to this college, and they’re going to play football? And that person that coach can get those guys to move in one direction to win, to play the same game? How do they do that? And Eric was telling me, he says the first thing that they give us is a playbook.
And when they give us a playbook, the coaches expect us to learn the plays, and they expect us to play whatever they call in there.
And I thought, you know what? I got to go back because I had lost my true north in Primerica.
And I said, we got to go back to having a very strong playbook in our bay shop, something that anybody can come in, they can take a look at what we’re doing, the steps that we’re doing, things that they can follow that, and we expect for them to play and win.
And when the playbook is proven that works, it’s impossible for the team not to win.
You know what the job is then? We just got to go find some good players, people that want to play.
I think we spend way too much time motivating the people that are not ready to play.
I know you guys are ready to play.
Are you guys ready to play? That’s why you’re here right now.
That’s why you’re showing up.
Because you know that somebody is going to say something that is just that little one thing that you’re missing that’s going to help you really take it to the next level.
And the last thing that I know that we, ed and I did to create this culture of growth is we play the game to win.
I’m telling you guys, I never came in here with the I never had an option of not making money.
My little kids didn’t understand not making money.
My kids didn’t understand being gone and not producing results.
So when we came in here, we play hard, we follow the rules, we did the great things, but at the same time, we started attracting other people that wanted the same thing for themselves.
And that’s you.
Every single one of you.
Now, I know among the players that we found an amazing young lady.
Well, I didn’t find it, Jason did.
But I want you to hear from her because she has been an incredible part of this team in here and we’re so proud of her.
Jackie Ortiz.
Let’s go, Jack.
Thank you, Yvonne.
It’s great to love my mother in law.
She’s an awesome mother in law, right? So I just want to open up real quick.
The first time I came to a TBLs, jason brought me here.
I had no idea what was going on.
I told the story before.
I was mad because I was missing a Florida State tailgate because they were playing USF.
And I came in here and I’m like, yeah, I’ll come because I liked him, right? And I wanted to see what it was about.
And I walked in, everyone was excited and I’m like, what’s going on here? It’s like a party.
And I’m like, this is awesome because this will get me ready for the game, right? And I’m like, where’s the bar? I was a bartender, so that was naturally what I thought.
And now, Dave, there’s a bar outside.
So well done.
But anyway, listen, I just want to talk to you guys real quick about what makes a good know, because, man, I’m so proud of our hierarchy.
And I’m going to say a couple things that Ali and Lewis said.
I’m glad they went before us because it just solidifies the fact that in our office, we all speak the same language.
In our hierarchy, we speak the same language, the first thing is showing up no matter what.
Right.
Never missing anything.
And I’m not just talking about these events, these are the biggest ones, but I’m talking about everything.
You guys trainings in the office, conference calls, conventions.
You never miss a convention, right? You have to sacrifice, though.
You have to.
If you sacrifice now, though, that’s going to make your success later and it’s going to be tough sometimes.
Today my daughter was supposed to go to Universal.
I was supposed to Chaperone that trip.
We were talking about it for months.
I realized a couple weeks ago it was today.
So I told her naturally, three days ago, I waited that she couldn’t go to Universal, right? She’s six.
She was not happy.
But you know what? I knew if I wasn’t here, I was going to miss out on something I needed, right? And because of Primerica, though, I am taking her to Disney next weekend.
So that’s what I had to do, right, but you got to show up to these things.
Second is practice.
You got to master your craft.
If you don’t show up to practice and you’re on a team, you’re not getting in the game.
Is that right? You have to practice.
And how do you practice here? You get out on the field with your field trainer, right? That’s how you’re going to practice.
PDR.
We already talked about it.
Practice drill, rehearse.
The licensing class is going to teach you how to get your license.
It’s going to teach you how to be legal.
How you’re going to learn this business is by doing.
You have to go out and you have to see this.
It’s just like when you have a kid.
If you read a book on how to be parent, which we did.
We watched these videos, too.
Somebody gave them to us.
They were like 80s videos.
They were hilarious, hysterical.
But didn’t teach me how to be a mom, right? What taught me was being a mom.
You got to do that.
You got to go out.
And if you don’t have anybody to help you around, you go on Pol, the trading tab, type in whatever you want.
You’re going to find what you need.
But you got to practice your craft, right? You got to play hurt.
There’s been plenty of times where Jason and I were going through the crap.
Crap, but nobody knew.
Getting paid as divisions while were supposed to be getting paid as RVPs because weren’t minding our business and our QBI went down, right? We showed up every day, though, and we smiled.
Ed and Yvonne, they didn’t even know.
Just because they’re our parent, they had no idea.
We were embarrassed, right? But I tell you what, we never make that mistake again.
But at that time, we had to listen.
We had to change our perspective.
What’s God trying to teach us right now.
There was a lesson in there, right? We were in the Valley, but there was a lesson and we learned from it, right? So when you’re going through that, you just got to play hurt and it’s going to get better.
Fourth is attitude, right? You got to have a good attitude.
You have to in this business, if you’re feeling like down, you got to show up.
Because I heard this a long time ago.
Ed told me this.
When you’re down, you need the meeting, and when you’re up, the meeting needs you.
What does that mean? Well, when you’re not feeling like going and you just want to sit in the ball and you’re having a bad day, you got to go to the office.
You got to go to that meeting because that’s going to pick you back up.
It’s going to remind you, why did you do this business? And when you’re up, you’ve got to be at that meeting because the people need that energy, right? They need to be around you.
So you got to fix your attitude.
And how do you do it? Self improving.
You know, when I graduated from Florida State, I thought I never had to read a book again.
I was like, oh, thank God, I don’t have to read again.
I don’t have to take a test.
Oh, great.
No, that’s not the case, right? So I said, Dang, I got to read again.
Right? But you do.
You have to get better.
And people used to say that on the stage all the time, and I thought it was stage talk.
And then I wasn’t getting any better.
My attitude wasn’t getting any better, our business wasn’t getting any better, and then I started reading.
People always ask you, well, what should I read? You read.
My advice is, whatever you’re going through at that moment, find a book on it and read that.
There’s tons of books out there that you could find that are going to help you through your situation.
But that’s how you’re going to get better.
You have to self improve every day.
And six is have healthy competition.
We have great competition in our office.
And I freaking love it.
I love it.
I love it when we’re losing because I know that we have examples to look for.
If we’re not the best, then we got to be in an environment where we have better people and we do, right? And then we’re going to win.
Okay? But we all compete with each other.
And some of us are down, some of us are up.
We’re like pistons.
But we’re all there for each other.
We all encourage each other.
We’re a big family, right? Seven is be coachable.
You got to adjust quickly when your coach calls a play.
Anything that Ed and Yvonne say, we may not agree with it all the time, but we’re going to do it.
And I’ll tell you what, eleven years later, our life has grown and become tremendously better because we’ve listened to everything that they say, right? Your coach has your best interest in mind because if you don’t win, they’re not going to win.
So listen to them.
And then the last thing is be accountable.
We have accountability.
Every morning, every morning, Ed gets all of the RVPs on a call, and we go over who moved the needle yesterday, and the person that moved the most has the most greens.
And then he starts a call on that.
You go.
If you had the most greens, I’ll tell you what, if you’re like 10th or 11th, you’re like, dang, I’ve been sitting here forever, I almost fell asleep, right? I got to get better.
So tomorrow I can go first.
But you got to be accountable, all right? Because if you don’t have anyone else holding you accountable, it’s going to be hard to win here.
So now I’m going to introduce my amazing husband, the hardest worker I have seen in every consistent for eleven years.
This guy has always worked hard and I thank him for it.
Jason Ortiz.
Babe, thank you.
I had to write down my notes because I knew I was going to come after Jackie and I was just going to forget everything I was going to say, right? She did so good, babe.
Way to go.
Right? So listen, I don’t know if you guys can see, and you will see as we go through this weekend, that the common theme here.
You all, if you’re taking notes, right? I want you guys to write down the word leadership.
It comes down to leadership, right? In our organization, what we’ve witnessed or what we’ve been able to be a part of and what we’ve seen as of recently is that, wow, that got super loud, right? Is that everything rises and falls on leadership.
In order to have explosive growth, we have to have leaders.
Listen, if you’re taking notes, what we’ve realized is leaders who develop leaders multiply.
Leaders who develop leaders multiply, right? So in order to add growth, check this out.
In order to have growth, you got to have followers.
But if you are going to multiply growth, you got to have leaders.
So we have to get on the aspect, the side of leadership.
We have to get good with leadership and following that playbook that mom talked about and how to have that explosive growth.
See, there’s a difference between followers math and then there’s a difference between leaders math.
See, followers math equals addition.
Leaders math equals multiplication.
And you guys have heard this and seen this before, but it’s so true, right? When you think of exponential growth in the business and you think what’s the difference between two and three? Most people would say it’s one, but compounded a couple of levels deep, it becomes thousands, okay? It becomes thousands.
And so if you want to multiply, you have to get on the leadership side.
And we started thinking as we’re going through this is why is it that some leaders develop leaders and why is it that some leaders develop followers? And it comes down to a couple of different things.
There’s some main differences and the reasons why people develop leaders versus followers, right? And the first thing is desire, right? Leaders who develop followers need to be needed.
Leaders that develop followers need to be needed.
They want people to need them.
They need people to say that to them, right? Leaders that develop leaders want to be succeeded.
I think one of the biggest joys to our heart, right, is seeing during these recognition phases is not necessarily seeing the Ortiz Generations Alliance name on these.
Leaderboards is seeing everybody on the leaderboard that come from the Ortiz Generations Alliance and from legacy and from intensity.
Leaders who develop leaders, right? Leaders who develop leaders get their ego satisfaction.
It’s very ego satisfying to hear them saying that, man, I need you.
Having followers that say, I need you.
Right? Leaders that develop leaders get their ego satisfaction from watching the people that they developed pour into mentor, surpass them.
Surpass them, okay? And actually, by the way, that’s the reason why leaders develop more followers than they do leaders, if you think about it, okay? And so number two is focus.
See, the focus is difference.
Leaders who develop followers focus on the weaknesses of people.
Leaders who develop leaders focus on the strengths of people.
There’s a major difference on there.
We’ve been so taught through our lives growing up, man, that we got to focus in on our weaknesses.
We got to improve our weaknesses.
See, leaders who develop leaders, they equip.
They find these strengths in their people, and they quit them so that they could get to the next level, right? And so number three is priorities.
Leaders who develop followers devote attention to the bottom 20%.
Leaders who develop leaders devote attention to the top 20%.
Number four is abilities, right? Number four is about flying through these things, right? Number four is leaders who develop followers are good leaders, but leaders who develop leaders are great leaders, right? Leaders who develop followers are good leaders, but because perhaps that’s all they can attract, that’s how good they are.
So if they’re at a three or four as far as ability wise go, they’re only going to attract people that up to that standard.
People that are great leaders, they’re going to attract sevens, eight, nines.
They’re going to attract an Eduard and a Gabrielle.
They’re going to attract the Layton Brown.
They’re going to attract the Brittany moreau.
They’re going to track Orion Asias.
They’re going to track solid people.
They’re going to track Tesla sonat.
Okay.
They attract the top attitudes.
Leaders who develop followers lift up themselves and love to hear people who lift them up, you know, leaders like this.
Wow.
Andy.
You guys alive? You guys awake in here? Holy smokes.
Now I know what you’re feeling earlier today.
Yeah, you guys awake in here? Hey.
When I say you want some more.
Y’all say feed me.
You want some more? When I say hard work, y’all say, feels good.
Hard work.
All right, I got three more.
Six is time.
Leaders who develop followers spend time with people.
Leaders who develop leaders invest time with people expectations.
Leaders who develop followers ask for little commitment.
But leaders who develop leaders ask for much.
And that’s a fact, y’all.
And even come down to leadership.
Number eight is leadership.
The leadership traits are even different.
Leaders who develop followers lead everybody the same.
But leaders who develop leaders, right, they lead everybody differently because they realize not everybody is motivated by the same things, the same values.
And they understand that in order to lead people accordingly to who they are, they cannot have the same plan for everybody.
And then finally, impact, which is what we’re really focused in on right now, impact.
A good leader develops.
A leader who develops followers impacts this generation.
But a leader who develop leaders impact the next generation.
When we talk about a playbook a game plan, the last two words in game are what? The last two letters in game is what is me.
So in order to start the path to becoming a good leader, it all has to start with us.
Man, I appreciate y’all.
Let’s have a great weekend.
