Executive TLDR
The highest earners invest in actions that don’t pay immediately.
Likability, trust, and value drive long-term client retention.
The Financial Needs Analysis builds grateful, loyal clients.
Strong CRM systems create repeat business and referrals.
Leaders must model action and eliminate excuses.
Mentorship and coaching compound team growth over time.
Transitioning reps from employee to entrepreneur is critical.
Helping others succeed accelerates your own success.
Video Summary
In this leadership-focused message at Primerica, Grace Kim explains that the highest earners are those who consistently invest in behaviors that don’t produce immediate income but generate massive long-term returns. She emphasizes that client retention begins with likability, trust, and delivering consistent value, particularly through conducting a thorough Financial Needs Analysis. Grace highlights that a grateful client becomes a loyal client who naturally provides high-quality referrals. She also stresses the importance of CRM systems to maintain ongoing relationships and uncover hidden opportunities. Beyond clients, she shifts focus to leadership—modeling action, solving problems, generating ideas, mentoring new reps, and coaching them through the transition from employee thinking to entrepreneurial ownership. Referencing the philosophy of Napoleon Hill, she reinforces that success comes quickest by helping others succeed. Her core message is clear: the invisible work of trust-building, mentoring, and consistent leadership habits creates exponential long-term payoff.
FAQs
Why does client retention matter more than immediate sales?
Because long-term relationships create repeat business, referrals, and residual income.
What role does the Financial Needs Analysis play?
It builds trust, uncovers deeper client needs, and positions you as a long-term advisor.
Why is CRM important?
It helps track life changes, follow-ups, and opportunities that might otherwise be missed.
What makes a strong leader in this business?
Bias toward action, mentorship, problem-solving ability, and consistent coaching.
Glossary
Client Retention – The ability to maintain long-term relationships with clients for repeat business and referrals.
Financial Needs Analysis (FNA) – A structured evaluation of a client’s financial situation to identify protection and growth strategies.
CRM (Customer Relationship Management) – A system used to track client interactions, follow-ups, and opportunities.
Mentorship – Guiding others through experience, support, and accountability.
Coaching – Helping individuals clarify goals, overcome obstacles, and commit to measurable action.
Transcript:
Speaker 1
Hey guys, super excited to be here. Congratulations to all those who’ve been recognized so far. There’s more coming. Really excited. But I just want to mention something here. You know, I genuinely feel I was really thinking about our talk today. Doesn’t look like you guys can see it, but I wanted to just talk about. I believe that the highest income earners in this room are the ones that invested the most energy in the behaviors and actions and the mindset that actually didn’t pay them right away.
Speaker 2
Right.
Speaker 1
Cause that’s really what entrepreneurship is about. It’s the whole you reap what you sow concept. But I wanna be a little bit concrete with you all today about what are those things that we don’t get paid for to do now that will overpay us later? Anyone in here interested in getting overpaid?
Speaker 2
Right?
Speaker 1
Just like what Carlo talked about. And I truly enjoyed this morning so far because as I’m hearing the wonderful speakers already so far, there is a common thread that I’m hearing from everyone. So I’m going to try to avoid like quoting every speaker because I genuinely think you will hear that common thread today without me even pointing it out. Okay, so first and foremost, let’s talk about the client side first for a minute. Okay. What are those things that really, again, don’t pay us right away? What, what’s the investment of our energy that will overpay us later? First and foremost, let me just go over a kind of a fundamental, okay. Clients must like you, true or not true, right. You have to be likable. They also have to trust you that you’re a reliable person and you must bring them value.
Speaker 1
So what are some of those intangibles? Okay. I believe that the financial needs analysis, which I’ve been doing since I’m a senior rep in this business, some people perceive it as an extra step, but I can honestly stand here and say that is the exact extra step that has paid us hundreds of thousands of dollars.
Speaker 2
Right.
Speaker 1
Because it’s the thing that didn’t pay us right away that has led us to so many quality results. Because I believe a grateful client, right, write that down. A grateful client is a forever loyal client of and the best quality referrals. And you don’t even have to ask for referrals. That’s how you know that you’ve really done your intangibles. Right. Client retention and relationship skills. One of the best qualities you can exhibit is being a great listener, checking in with clients and being there for them throughout different changes in life. And we mentioned CRM several times already this morning, which I’m really happy about, because now the manual labor part of it is eliminated.
Speaker 2
Right.
Speaker 1
I even hired. Shout out to Vanessa Norton. I even hired a CRM manager because I need someone to have their eyes on this at all times because there’s gold in that CRM as far as client skills, increasing your own personal skill set and knowledge base so you can consistently bring more value to the marketplace and your existing clients. Right. Being able to cover all bases for your clients. When I see this, I’m proud of myself for once because I actually am licensed in everything, including mortgage now, and I want to be able to bring more value to my clients. So here’s a little hint. How do you know if you’re doing some of this? The question that you have to ask yourself is, would you want to be your client? Because if the answer is yes, you’re really doing something, right.
Speaker 1
And if you’re kind of like, I’d rather do business with some of the other people here, then we have room for improvement. All right, let’s talk about building your team and your agency. Leading your team and building your agency. First and foremost, we have to be a role model. Okay? I know it sounds so simplistic, but really and truly, even the way your body language is right now, your aura, which is an intangible, what is it speaking that when someone, if a little kid saw you right now, what would they be getting off of you? Right. Have a bias toward action. See, here’s another hint for today. You will never be able to overcome any teammates excuses that you are living in yourself. Okay? You have to rise above it, because that’s the only way you can lead.
Speaker 1
You can’t be a shoulda, woulda, coulda. You must have. You must be a do person. You have to have a bias toward action. I call that action inertia. See, when somebody’s around you, do you cause them to take action, or do you cause them to just chit chat with you? And it’s an empty calorie conversation, right? You have to move them towards action. That’s our occupation in this business. If we want to build a business, you got to be a very good idea generator. Okay? Even though, see, here’s the thing. Primerica is so interesting, right? Because we have an open ended marketing program. We can do so many different ways to market. I can name, like, ten right off the top of my head. But at the same time, again, see the slide before.
Speaker 1
If you’re not biased toward action, you’re never gonna master any of those things.
Speaker 2
Right?
Speaker 1
I love Nalita’s talk. Everything wraps into one thing here today, right? Are you the kind of person that’s always gonna create new sparks of life and energy and ideas? A lot of us get stuck. All of us are subject to a slump in your business. The question is how long you’re gonna stay there. Because if you are an idea generator, if you are a leader to someone who’s in that so called slump, are you going to create the action and the idea to get them out of it? Today? Today, not tomorrow.
Speaker 2
Right?
Speaker 1
Are you a problem solver? See, these are all roles and qualities that we don’t get paid for now, per se. We don’t get paid to be a therapist like we kind of have to be sometimes for our people. But are you the type of person that always finds a solution? And that’s what I appreciate about my upline so much, right. Because I’ve been here about 14 years, I’ve had my fair share of problems, but especially my upline, Joyce, she’s always solution. Right. Everything solution driven. There’s no time to stay down.
Speaker 2
Right?
Speaker 1
Last, last part. I’m doing well on time. Okay. These are the jobs in primerica, jobs, right? That we don’t get paid for but has the greatest return in our business. It’s the teaching, Randy. Each one teach one, right? It’s instructing, directing, providing answers when to use this skill all times. But particularly transitioning newly licensed reps into IPA. IPA stands for independent producing agents. You know, one off scenarios I love, you know, during month end, my favorite way to answer the call to my associates is millionaires in training or RVP hotline, right. Because I know there’s going to be scenarios where I have to provide a solution or some sort of direction, right. I love the more calls like that I get, the more I know my business is growing, right. Urgent and straightforward and drill for skills.
Speaker 1
Mentoring, another job we don’t get paid for now, but we’ll get overpaid for later. Providing ideas, being accessible and available. That’s huge, guys, right? Offering guidance from your experience and also providing reassurance when to use this acclimating. Guys, this is huge for me, right? I understand that when someone comes into primerica, there’s an acclimation process. They got to transition from being an employee to an entrepreneur. It’s a journey. I understand they’re not going to get it right away, so I have to mentor them through that process, right? Overcoming mental barriers and challenges and building relationship is all part of mentoring and coaching, asking powerful questions about what’s next, what’s our next move, what’s our next milestone. Listening to understand truly where they’re at and what they truly want, reflecting, paraphrasing, summarizing, just helping them understand themselves more sometimes is all part of coaching.
Speaker 1
When to use building on what the agent already knows, enhancing behavior and gaining commitment for action, addressing future goals and measuring results is definitely the key aspect of coaching. Guys. All right, so I hope this helped you guys. There’s just one last quote. It is literally true that you can succeed best and quickest by helping others to succeed. Napoleon Hill thank you guys so much. Love.
