Ever feel like you’re grinding away at your Primerica business but not seeing the results you want? You’re not alone. Many reps struggle with building momentum and creating a lasting impact. But what if you could change that? What if you could transform your approach and start seeing real success? That’s exactly what Ron Schmidt dives into in this powerful session. It’s packed with insights and strategies that can help you break through barriers and elevate your business to new heights. Whether you’re just starting out or looking to take your success to the next level, this video is a must-watch. Get ready to be inspired and motivated to make a real difference. Watch it now and discover the keys to unlocking your potential and achieving greatness.
Video Transcription:
Good morning.
How we doing? Man, I gotta tell you what, I am so fired up.
Wow, what a crowd, man.
This, you know, I tell you guys, this is an unbelievable event.
And, you know, they say life changing decisions are made at the big events.
And then this is where you hear something or you decide something that changes your life forever.
And I want you to just today, take this all in.
Take everything in.
Take in what you hear, and listen to the speakers.
Look at the lineup of people that Henry and Viv have worked so hard to put together.
And first of all, if you’ve ever run a big event, you know, I know grid and Carlos and a lot of the people here, the million dollar, you guys have run big events.
You know, what it takes to run a big event.
And what Henry and Viv put together for all of us, for everybody here today is phenomenal.
So let’s give them a round of applause for all the effort it took to do this.
It’s unbelievable.
So, you know, guys, Viviana just talked about the crusade, and that’s part of what makes us unique.
If that doesn’t touch your heart when you hear that and you hear the difference that we make in families lives, then you may not be in the right place.
Because Primerica is about changing families lives, not just the people that work with us, but the clients that we serve every day.
I’ll never forget, I started.
I was 23 years old.
I made $4,000 my first year.
So I was just struggling and grinding.
I had a bartend to pay my bills and my upline, Andy Russos.
I came up in his base shop.
Andy was a great example.
And, you know, he felt sorry for me.
He chucked me some appointments.
They were never very good appointments, but he chucked him to me.
And one day he took me on point and he said, ron, I want you to come with me, because I wasn’t getting the crusade yet.
And went to see this woman in Stratford, Connecticut, and he went to deliver a $200,000 death claim check, and it blew me away.
I mean, she was in tears, you know, she was devastated.
She’s probably 38, 40 years old.
And she looked at Andy.
She had a $30,000 whole life, and he replaced it with 200 grand.
And she said, andy, if it wasn’t for you, my family would have been devastated.
And right then and there, I realized our crusade is something incredibly unique.
And I knew that I wanted to make a difference for families, but I also wanted to build a business.
I wanted to do something great and I was blessed to have an opportunity to hear art Williams right before he transitioned out.
And hearing him just several times changed my life.
It changed my perspective.
And right now, guys, we are.
I look at the company, we are at a unique time in the history of our company.
It’s never been and never may be as good as it is right now today.
Because what we have is we have a hybrid of the old and the new.
And when you put those together with the powerhouse company of Primerica that we have behind us, and if you combine what we can do now with technology and the old of face to face and relationships and believing in people in our crusade, we have a hybrid that we can now do things in times that have never been done before.
We can accelerate the process.
We got a brand new RVP.
They went to RVP just last year in 2023.
Fidel and Yennefer, where’s Fidelity? They just went over 300,000 income a little bit over twelve months after going to RVP.
But the legacy, guys, the legacy of that is from JC and Luisa, right? The legacy is their uplines is being part of this incredible partnership and being part of the power of ownership and how Luisa was able to take over the business, right, and double that income and double that hierarchy.
And now they’re in position.
She’s going to be one of our next million dollar earners either by the end of this year or in 2025.
That’s the power of what we do.
So you heard Gurpreet talk about 29 million people in New York.
You know, the northeast has 57 million people.
Florida has 22, and California has 39 million.
So we have twice as many as.
Almost twice as many as California and almost three times as many as Florida.
It’s time for a northeast explosion, right or wrong.
And so we’re primed.
I think Guprid or somebody said it earlier, we need more million dollar earners.
We need more rvps.
We need more 100, 200, $300,000 earners coming out of this area right here where we are today.
So what can we accomplish locally? Let me show you a slide.
And I think this slide can kind of give you a direction for whatever point you’re in your business right now.
And go back one first slide.
Said all the greatest rewards in Primerica will go to those who become a strong RVP.
You just heard.
You heard Vivian talk about becoming a strong RVP, right? And then what happened? After she became a strong RVP, she began to build a big base shop, make 100, 200, 300.
What happened with Fidel and Yennefer.
Right? Luisa, they followed.
They followed what you did.
They became a strong RVp.
Right? They got the ring before going to RVP.
They went to RVP, got the second diamond, the third diamond.
And now they’re in the process of doing what? Building a big base shop.
A big base shop.
Because from that base shop are going to come strong first generation rvps.
And if you look at almost every one of the million dollar earners who’s built a hierarchy, that’s how they did it.
It started with a big base up.
They got to RVP.
You know, there’s two positions in primerica, guys.
There’s an RVP in training and there’s RVP.
And so right now, if you’re not yet an RVP, you’re an RVP in training.
Right? You are getting ready to prepare.
You are.
You are doing the work to get the greatest contract in the financial services industry today, maybe the greatest entrepreneurial contract in North America today, being a regional vice president with Primerica.
And I want to challenge you to go out and do something great.
You know, our average, we’ve been blessed in our organization.
Our average RVP makes almost $200,000 a year now.
I remember were in California.
I was telling Felicia, I don’t know how long ago it was before went.
You know, were probably at 200, 300 grand income.
And Hector pulled out the sheet and he gave the list of his top RVP’s and were probably making 1718 grand at the time.
And he did a roll call of like 30 rvps that were making over ten grand a month.
And I was like, oh, my God.
Could you imagine, hun, if one day we had something like that, we had a business like that and now we have all these, we have an incredible organization.
And I think somebody said earlier, right, the best thing in Primerica and the number one thing is you start winning.
Even better than that is when you help other people win.
So let me just give you a quick example, okay? And these are rvps that all made over ten grand last month from this.
Listen, this is from the seed of a 23 year old who failed the life insurance test, took six months to go to district and made four grand my first year full time.
Okay? And now we got an organization of 65 something RVP’s.
But just last month, again, just going to give you a quick roll call.
David and David and Maya went over ten grand income.
This is for April, right? He’s here today.
Good job.
David Maribel Pena over ten grand income.
Kathy and Miguel, over ten grand income.
Surya.
Eleven five.
Rosa and Jose Aguilar.
Rosa’s here today.
Where’s Rosa? Raise your hand.
12,000 income.
Karen Karina Maldonado.
Here today.
Raise your hand.
12,000 income.
Roberto Morrell.
Twelve three income.
Raise your hand.
Roberto’s here today.
Karina and Chris, 13,000.
Christy, 13,000.
Diane, 14,000.
Jose and Rosa Cortez.
They’re here today income last month.
Yomi.
Louis Zuniga.
Where’s Louie? I saw Louie.
18,000 income.
Nice job.
Louie.
Jani and Jalitsa, 20 grand.
Alex Franke, 20 grand.
Priscilla.
Where’s Priscilla? 24,000 in cash flow.
Great job, Priscilla.
Doctor Chris.
Where’s Doctor Chris? He’s here today.
Almost.
Almost 30,000 in cash flow last month.
Where’s Jesse and Millie? These guys are tearing it up.
Jesse and Millie, almost 30 grand in cash flow last month.
Way to go, Jesse and millie.
Rena.
29 grand.
Mark, 30 grand.
Wesfidel and Yennefer, 30 foot.
$41,000 in cash flow last month.
I mean, it’s unbelievable, right? Inez and Eduardo, 45,000.
Where’s Luisa? Luisa and Javier, is that right? Luisa, is that a misprint? $56,000 in cash flow last month.
Unfriend, believable.
Henry and Viv, almost $80,000 in cash flow last month.
On track.
See, we’re talking about a million.
I’m going to tell you something right now.
If Henry and Viv and the hierarchy guys, they didn’t do.
Look around.
They didn’t do what they did last month because they closed the big va.
They did what they did last month because they’re building a team.
Look around the arena, look around the auditorium.
It takes people, it takes a team.
And they’re not on track for a million guys.
If you keep doing what you’re doing as a hierarchy, you’re going to go to two and three and four and five and six and seven.
You guys have the potential to be a $10 million hierarchy.
And I know sometimes that seems crazy, but Willie and Lorena, they’ve ripped the top off of what’s possible in Primerica, and we all got to take that.
A rising tide raises all boats, and it’s time to go the next level.
Joe and Martin made 100 grand.
Listen to this.
Frank and Maria and Allen last month.
$175,000 in cash flow.
So we’re on track as a hierarchy to do things that we’ve never done before.
So how are we going to get there? We’re going to get there by some of these regional leaders that you saw on stage taking the next step and making that decision to be strong.
RVPs.
Jonathan Castillo, Raquel Mateo, Oscar de la Cruz, Catherine Ortega and Adam.
And then these next three are just about to get the watch.
I want to challenge you guys all to get the watch before the convention and be stronger than ever.
Damaris Gloder, Noemi Medina and Anna Pereira.
So proud of you guys.
So, you know, when you look at our best RVP’s, you look at the Tansies and the Dylan’s and the Hernandez’s, right? And you look at the Ramiros and the pimentos.
I wrote down what are the traits of these 300, 400, 500,000 million dollar RVP’s? And I’d write these down because if you could possess these traits, you know, Art Williams used to say, you got to walk like, talk like, think like and act like an RVP.
I would say the same thing.
Now you want to walk, talk, think and act like.
These people here, number one, these RVP’s, they got a great attitude.
Every day starts with a great attitude.
They’re positive, they’re big thinkers, they’re competitors.
They’re coachable.
You know, Henry and Viv Pimentel, Frank will tell you and I’ll tell you, and Joey will tell you.
They’re one of the most coachable couples we’ve ever worked with.
And sometimes I tell people this, Frank will tell you Joe Tanzi and Martine Tanzi are the most coachable couple he’s ever worked with.
And sometimes you guys know Frank.
Everybody know Frank, right? People say Frank wasn’t coachable.
Are you kidding me? Frank is to this day, the most coachable leader that I’ve ever worked with in my hierarchy.
People say, yeah, but Frank’s got his own opinions and Frank’s got an ego.
Yeah, I know.
I understand.
That’s how leaders work.
Leaders think, big leaders got their own ideas.
But everything I ever asked Frank to do, he didn’t just do it.
He did it in spades.
He did it and then some.
If Frank said he was going to have 30 at a meeting at 35, if he said he was going to make dollar 20,000, he did 23.
If he said he was going to get eleven licenses, he got 14.
And you know who’s doing the same thing? Henry and Viv Pimentel.
Same thing.
Luisa, you see that with Jennifer Yennefer.
And you see that with Fidel, right? They’re leaders.
Right? So leaders are coachable.
They’re accountable.
They check in.
You don’t have to find the successful RVP’s.
They find you.
They’re looking for you.
They’re looking for input.
They’re team players.
Guys, you got.
Listen, I agree 100% with what Kuprit said.
Your responsibility is from you down.
It’s to you and your team.
But at the same time, you want to be a good peer, you want to be a good teammate.
You want to root for your teammates.
Don’t compete against your teammates, root for them.
Noemi and Anna, you guys are teammates.
You want to root for each other to go to RVP and then kick each other’s butt all the way to 100, 200, 300, 500, and a million dollars in cash flow.
That’s how we do this.
Listen, listen.
Excuse my language, but there’s enough negative shit out there that we got to deal with.
We don’t want to keep it in here.
Right? We got to love each other, we got to care about each other.
We got to want each other to win.
And when somebody’s down, we got to pick them up.
And when somebody’s up, we got a clap for them.
And when you start kicking butt, don’t forget who helped you kick butt.
Right or wrong.
Yes.
So you gotta have a great attitude, number two.
You gotta have a work ethic.
You gotta work hard, guys.
You know, you see Henry, he’s working.
He’s blowing and going.
He’s doing.
Not me.
And he’s doing a recruiting interview.
He’s doing investment.
He’s doing a field training.
He’s coaching the team.
He’s doing right.
He’s got a ton going on because he’s getting after it.
So you gotta have that work hard, super hard work ethic.
You know, one of my mentors was the great angel.
Where’s Angel? Richie Falcone.
Right.
We love Richie, you know, and one of the things that.
And we lost him.
I’m not gonna tell the Richie story cause I’ll start crying.
But we lost him in October.
And one of the things that Richie used to say, and angel remembers this is he used to say, you gotta do the work for a period of time like nobody else is willing to do.
He said, you don’t have to do it forever, but you gotta do it for a period of time.
He used to say, you gotta work your ass off.
That’s what he said.
For a period of time.
Till you get over that hump.
Till you get to where it is.
You gotta go.
And he said on the other guys on the other side of that are all the greatest rewards.
And man, he was so right about that because most people aren’t willing to do the work and do the right things.
What are the right things? Qualified appointments, getting an IBA, closing life, closing investments, fast start planners.
That’s the right work.
It ain’t complicated, guys.
It really isn’t.
So the last couple points on this, number three is all of those RVP’s were strong at the fundamentals.
Listen, you’re only as good as your weakest link.
What are the fundamentals? I’m not going to go through them all today, but I’ll give them to you.
Simply prospecting, setting appointments, overcoming objections, presentation, closing product knowledge and then recruiting and referrals.
And recruiting is also in closing.
But those are the seven fundamentals.
And you got to be at a seven, an eight or a nine in all those areas.
And then duplicate yourself, then teach people what it is that you learned from your RVP and duplicate yourself.
The key is you want to build seven to ten people.
You want to get competent and get good and make money.
And then develop seven to ten people that are doing what you’re doing.
And you’ll be amazed at how your business starts to compound.
Number four is you got to have great people skills.
Too.
Many times in our business we’re trying to tell people, right, and we’re not inspiring people and we’re not listening.
We’re not understanding where they’re coming from.
And if we could get on their wavelength, if we could put ourselves in their shoes and we can understand what it is that they want to accomplish, then you’re going to find yourself connecting with people.
People don’t care what you know till they know that you care.
So if you want to connect with somebody’s hand, right, if you want them to connect with their hand, you first got to connect with their heart.
You got to know what’s important to them.
And then, number five, you got to know how to make money, right? The purpose of a business is to make a profit.
So if you’re here in Primerica, right, you want to make a.
You want to build a profitable business.
Why? Because then with that, everything that you want to do, you can accomplish.
Your church, your organization, your volunteer services, whatever it is, your parents, your grandparents, your kids, whoever it is you want to help, you can then make a difference for.
And you know, guys, it’s.
I mean, Felicia’s here with me.
And, you know, I think the missing ingredient to a great organization is partnership.
I think whenever my partnership hasn’t been strong, I haven’t been strong.
Whenever my partnership’s been strong, I’ve been strong.
We’ve been strong together, because together we can accomplish anything.
And I’ll never forget, her dad had a.
He came over from Italy, a fourth grade education, and, you know, were.
One of Felicia’s goals was to, you know, just get him a new truck.
He never had a new car in his whole life.
He always bought used stuff.
And so one day, we bought a Dodge Dakota or something.
We pulled it up in the driveway, and we came out.
Her father’s like a little five foot two italian badass.
He comes out in his t shirt, you know, and walking out there, and he’s like, it’s a nicer truck.
You know, he didn’t speak English.
That’s a nicer truck, right? And Felicia’s like, you like it, Poppy? He goes, yeah.
And.
And she goes, it’s yours, Poppy.
And he looks at her, and he had these big blue eyes, and he tears.
This is like a bad.
You know, just a mason hand, you know, just.
And tears start coming down his eyes and down his cheeks.
And Felicia starts crying, and the kids start crying.
Wake up.
You know.
I mean, I don’t know what that truck was.
I don’t know how much it cost.
I know if it was 1520, I don’t even remember.
But what’s that worth? I mean, right? Those are the little things and the big things that we want to be able to do.
We want to be the go to people.
Because, listen, if you’re not the go to person in your family, who’s going to be.
So.
So that’s why I took this saying from Rick.
Susie.
It’s one of my favorite sayings.
And I teach this to all our rbps.
Nothing else matters unless you and your family get totally financially independent.
Nothing else matters.
And that’s where it all starts.
And from there, you could do all the things you want to do for all the people you want to do.
But you know what’s the most powerful thing about that? You don’t need people anymore.
And when you don’t need people, you can lead people.
There’s no.
You don’t have anything.
You don’t have any skin in the game of the sense that you need them.
No, you don’t need them.
So you can lead them because you’re financially independent.
Let me show you a quick chart.
This is Henry and Viv.
This is.
Okay, so, 2023, they had 90 base shop reps, eight rvps, 249 total reps.
Next piece of this, go to 2024.
This is what they’ve done in the last year.
Go ahead.
Click that, Charlie.
Okay, now, their base shop has 201 reps.
Their hierarchy has 415.
Hierarchy’s up almost 70%.
Their base shop has gone up 112% in one year.
So, Henry and Viv, I don’t know where you guys are.
That’s fantastic.
So, just based on that trajectory, just based on what we shared.
There he is.
Henry, come here one sec.
So, based on what we shared, and if the RLS that we mentioned before go to RVP in the next three, six, nine months, this is what 2025 is going to look like for you guys.
You guys will have the fastest growing hierarchy in the company by the end.
I mean, listen, you’re exploding now.
It could be a triple explosion then.
So a couple more points I’m going to wrap up.
Listen, listen.
Greatness.
Write this down.
Greatness is intentional.
Henry and Viv are intentional about the direction they’re going.
It’s time to dream again.
It’s time to recharge and refuel your dream.
It’s time to get that connection again.
If you dream.
Listen, maybe the dream you started with isn’t the same dream you need right now.
Maybe you need to refresh your dream, and you need to dig in and don’t be afraid to dream.
This is a company, and this is a hierarchy that you can count on.
I promise you that.
And the day that you decide that you and your family deserve more, and the day that you decide that you and your family deserve better, and the day that you decide that you’re going to control your destiny and never, ever let anybody else put their thumb on and determine, that is the day that your life changes.
And I want to challenge you to make that decision today to change your life.
Felicia and I are proud to be your teammates.
We love everybody here, team and guests that are here today, anything we do to help you.
We’re just looking forward to doing something great through the convention, through 2024, and for the rest of this decade.
It’s going to be unbelievable.
$10 million earners in the hierarchy by the end of 25.
Love you guys.
