Executive TLDR
Consistency is the superpower that separates average reps from promoted RVPs.
Recruiting daily and licensing agents drives long-term income growth.
Set an RVP date based on decision, not IBA or licensing date.
Go district every month and promote district leaders to grow a big base shop.
Lead by example — do it first before expecting your team to do it.
Video Summary
In Consistency Is The Superpower That Creates RVPs – RVP Panel, multiple Regional Vice Presidents share real-world strategies for building sustainable Primerica businesses regardless of background. From stay-at-home moms and teachers to student athletes and hourly workers, the panel reinforces that success in financial services is not about prior experience — it is about plugging into the system and staying consistent.
A central theme throughout the panel is that recruiting must remain the primary focus. Recruiting is compared to dollar-cost averaging — missing key recruiting days is like missing major market gains. Consistent daily recruiting ensures you do not miss the “doubling period” when a future leader joins your team. Licensing and coding new agents is equally critical, as licensed representatives create override income and expand earning potential.
The panel emphasizes setting an RVP date within six to nine months of making the decision, not from the IBA or licensing date. Acting like an RVP before promotion — taking initiative, leading meetings, requesting responsibility, and believing in the title before earning it — builds the mindset required for promotion.
To grow beyond 20×20 production and avoid “Primerica purgatory,” leaders must focus on structure: strong training systems, licensing meetings, PDRs, QBI meetings, and disciplined execution. The first 20×20 should be secured in the first 15 days of the month to ensure stable bonus income. Growth beyond 30×30 comes from duplication, letting new leaders perform at 70% competence, and building district leaders monthly.
The panel concludes that true leadership means leading from the front. RVPs must be the example — recruiting, writing personal production, showing income transparency, and modeling discipline. Consistency, belief, recruiting, and structure are the superpowers that create large base shops and lasting RVP businesses.
FAQs
1. What is the main message of the RVP Panel?
Consistency is the superpower that creates Regional Vice Presidents.
2. Why is recruiting compared to dollar-cost averaging?
Because daily recruiting ensures you do not miss key growth opportunities.
3. When should you set your RVP date?
Six to nine months from your decision to go RVP.
4. Why is licensing important?
Licensed agents generate override income and increase business scalability.
5. What does “go district every month” mean?
Operate at district production levels monthly to maintain momentum and duplication.
6. How do you break past 30×30 production?
Focus on structure, training systems, and promoting district leaders.
7. What is Primerica purgatory?
Staying below 30×30 production without scaling leadership.
8. Why must leaders let new reps make mistakes?
Duplication requires giving new leaders space to grow at 70% proficiency.
9. What role does belief play in promotion?
You must believe you are an RVP before earning the contract.
10. How do large base shops differ from smaller ones?
They have stronger structure, consistent training, and disciplined recruiting.
11. What does “recruiting solves all problems” mean?
Recruiting increases production, leadership development, and income growth.
12. Why focus on the first 15 days of the month?
Securing 20×20 early ensures bonus qualification and momentum.
13. What happens if an RVP stops leading by example?
Team members may bypass leadership and lose respect for direction.
14. How important is personal production?
It sets the tone and provides credibility for duplication.
15. What is the key to building a 100×100 base shop?
Belief, recruiting, structure, district promotions, and relentless consistency.
Glossary
RVP (Regional Vice President) – An independent business owner position earned through promotion and replacement.
30×30 – A base shop producing $30,000 in premium and 30 recruits in a month.
100×100 – A large base shop producing $100,000 in premium and 100 recruits monthly.
District Leader – A promoted leader responsible for a producing team.
Override Income – Earnings generated from team production.
Licensing & Coding – The process of getting agents licensed and fully active to generate income.
Duplication – Teaching others to replicate systems consistently.
Primerica Structure – The organized system of meetings, training, and activity that supports scalable growth.
Transcript:
All right, guys, so this is the RVP panel. So what I would love for each of you guys to do, if you could. If you could, start out by just letting us know what was your background, what were or what were you doing whenever you got started in Primerica? So.
All right, good morning. Are you guys excited? All right. My name is OVIP Pauline. I was a stay at home mom.
Stay at home mom. All right. Love it. What about Mr. J?
Good morning.
Guys. First, I want to start off by saying that this is one of my favorite events to plug into every time I leave here. We feel inspired. We feel great. Guys, give it up for ECBs. The best event. Right before coming to Primerica, I was a teacher. Prior to that, I was a student at University of Miami. Go you.
Where are my IU fans at? For my Indiana folks, we got IU fans.
See?
All right, next.
All right, good morning. My name is Janelle Lewis. Before PR America, I used to work at a bakery. My wife, Esther Lewis, used to be a KISS manager.
Love it. And then the brothers.
Awesome. How’s everybody doing today? Let’s go. Let’s go. So my name is Luis cjo. Before this, I was a full time student athlete. And on breaks, I used to work with my dad landscaping for free.
So where are my aviators at? Let’s go. My name is Alejandro Comjo. Before this, I played college soccer, dropped out of school, and then started parking cars at Tampa General Hospital.
Love it. So, guys, so obviously, clearly they all had careers. That said, these guys are gonna kill it in financial services, building a business, right? Stay at home, mom, teacher, students, right? So cleaning pools, doing stuff. So the point is, right, like, it doesn’t matter what your background is. Like, you can come here and win if you plug into the system. Okay. And so the next question I’d love for each of you kind of go through, and why don’t we start with the brothers first? Is what would you. For all the future RVs in the room? Do we got any future RVs in here? All right, so for the people that are, like, serious about going rvp, what would be your biggest tips for someone below RVP to, like, get go and take that contract for themselves?
Yeah, definitely. Definitely. That’s a great question, guys. The biggest thing that I would suggest is no matter what, we have to keep going, right? No matter if we get a good batch, a bad batch, recruiting still has to be the major focus, and you got to continuously do it repeatedly, Right? I was looking back, and the S&P. Right, there is like eight major dates that if you didn’t invest on those dates, your gains would have not been as much, right? So how I’ve always seen it and related to that, to recruiting in the business is if we are not consistently recruiting, if every day we’re not focused on recruiting, if one day you’re focused on the wrong thing, you might miss that doubling period, right? You might miss that stud, you might miss that champion.
And once that, when and if you don’t do that, if that stud comes in and you are not prepared, you’re not the right leader, you’re not in the right mindset, you’re not in the right head space, you might lose that opportunity, and you don’t know what you’re doing when the next doubling period will come, right? So it’s just like dollar cost averaging on our investments. We got to do it every single month, repeatedly. You guys with me? Let’s do it.
Yeah, that was. That was good, Louis. So what I would do, honestly, is, you know, we all. We all say, you know, show me your four friends, and I’ll show your future. So I feel like we just got to lock in arms with our mentor. At the end of the day, they have what we have, what we want, so we got to listen to them, and. And we got to separate to elevate. You know, that’s something that at the beginning, we all have a hard time doing. We. We try to go back and hang out with the people that are telling us that this is not the right business for us to do. And how I look at it is like, you know, you’re. You gotta. You gotta look at those people and the life that they’re living.
If you don’t want that life, then you shouldn’t listen to them. So that’s what I would do, honestly, guys, and just go out there and crush it. Guys, this business has changed my life, and it can change yours.
All right, Janelle?
Well, what I would say is to stay consistent. One thing we see that killing people in the business is that one Monday in and the other six month day out, right? So. And that one thing is really killing a lot of great people. People that can be regional vice president, 100, 200, $300,000 in the business, but because they’re not consistent at it, right? Sometimes when. When. When. When I talk to some people, they’re like, man, I’ve been in primary care in three years and some. Nothing happened. I’m like, hold on a second. Wait, wait. Do you Count the year that you were down. Like, no, for some people, if you were to count all the time that you’ve been in Primerica, you will see that you’ve been. Yeah, you’ve been in the business for five years or three years or six years, you.
But if you were to count, you will see you’ve probably been in the business for three months because you. You never been consistent. So I would say stay consistent.
So good. So good, Jay.
Awesome. So I was listening to coach Charlie Munt just now, and he was talking about believing you’re an RVP even before you’re an rvp. And I remember sitting in the car, driving to work, 5:00am saying, I’m going to be an RVP. I’m going to be an rvp. I didn’t even know how to be an RVP, but I knew that’s what I wanted, right? I didn’t know what it took, but I started believing it. And at some point, I went to my upline shout out to Coach Fritz and Yasmin. Those are my uplines. And I said, I want to be an rvp. What do I got to do?
Right?
Can I start taking parts in the meeting? Can I take this? I didn’t wait for them to come to me. I went to them. So if you want to be an rvp, go to your coach. Let them know you want to be an rvp. Let them know what kind of task can I do, what can I do to help the team?
Right?
Because that’s what RVPs do. They lead from the front.
Love it. Love it. So good.
All right, my advice is the first thing to do is have your RVP date. Write it down. When we started the business, we always hear RVP just six to nine months from your decision. Not IBA date, not licensing date, but from decision. So some people make their decision in the beginning of their journey. Some people made a decision six to three to six months after they joined the business. So you have your RVP date, first date. The good thing is it is just the beginning of the year. So six months, nine months from now, you’re still in 2026. And then after that, you go work at it. You work like an rvp. You take ownership of your business, and you’ll just be an rvp.
Yes. So good. So good. So again, guys, right, what was it number one? Consistency, right? Consistency is your superpower in this business, right? You got to act like it’s the dollar cost averaging, right? You’re not compounding money, you’re compounding people. And then if you kind of look at like what Jay and Pauline said, acting as if, right? It’s taking ownership. You got to walk, talk, think, act like an RVP before you’re an rvp. Okay. All right, my next question for you guys is if you were going to go back and give advice to your brand new self, right. Whenever you first got in the business, what would be like one piece of advice you’d give yourself if you were. If you could go back in time to the day you signed your iba. So, Pauline, why don’t we start with you?
Pauline, you don’t have time. Time is working against you. The longer you delay the process, the longer it’ll take you to take to your goals and dream. So you got to start working right now because you don’t have time.
Love it, Jay.
Mine will be to go faster.
Right.
I’m the kind of person who tries to figure it out first, right. Who likes to figure it out first. Don’t figure it out, just do it. You’ll figure it out as you go. And then believe in yourself.
Right?
That’s the biggest one. Believe in yourself you can do.
Would be selling big on recruiting, like recruiting a lot of people and make sure that you can go fast with them on getting them licensed. Because the company is actually, I mean, the license agent that you have on your team. The more license, the bigger your, your business can be.
Yep.
Yeah. And just to piggyback on that, because that’s a great topic. As you guys see, we are part of an event right now, guys, that recruiting. If you guys are not seeing the explosion that’s happening in recruiting in this building, you guys must be blind, right? But there is a massive focus. We’ve always been very big on recruiting. One thing that I would look back and I’d be like, man, Alan Lewis, if you guys would have gotten this from day one, would be not only to recruit the people but. But to license, encode the person as well. You guys can’t override IBAs, right? We can override, though. Licensed people. That’s my biggest focus this year, is our goal. We sat down. If you guys don’t know who Laura Armstrong is, you guys got to make friends with her.
All of you guys, RVs and the ones who want to become RVs. She showed us a metric last year and she said every code that you guys got was equivalent to almost $800. So how I see that, I was like, man, if we would have added 100 new codes last year instead of the 440 that we did. Where would our income be? That would be an extra 80, 100,000. So for all of you guys this year, you guys should be excited about Primerica, right? All you guys understand recruiting. You guys should be fired up at this event, because if we just change that little metric, man, what could our business look like in 2026? You guys with me?
Yeah, guys. So what I would do is save your money, guys, because one day it’ll save you. You know, I think we talk a lot about making a lot of money, but I don’t know if you guys are like me, especially the young people. Whenever you start making 5, 10, 15, $20,000 a month, that’s money I’ve never seen before. So when I see that money in my account, I’m like, okay, Gucci or Louis Vuitton? I’m like, all right, Rolex or what else? What other? Watch out there, you know? So at the end of the day, you got to save your money, guys. And. And at the end of day, like I mentioned, save your money, because one day it’ll save you so good.
All right, next one. We got a lot of RVPs in the room. We got a lot of people that want to do it big. All of you guys have done like over 30 by 30 in your shop. And bigger. I know some of you done way bigger than that. What would you say is some advice from getting from, like, you know, there’s RVPs, they kind of get stuck in that, you know, below 30,000 to then getting over the hump. Because, like, you hear people like legends like Mike Sharp say that, like, below 30,000, it’s like primerica Purgatory, right? And then, like, you get above it. And that’s where the real fun starts as an rvp. So what are some tips on getting your base shop above 30 and then on to bigger numbers? So we’ll start down at the.
Yeah, for sure, guys. My biggest thing would be you have to be willing to let your new people, your new person mess up. I see a lot of the times, right, in smaller rvp, smaller bay shops, they feel like, man, like, I can’t afford to not get that sale. I can’t afford to not recruit that person. And you got to understand, if your new teammate, they could do the job 70% as good as you delegate it, right? So if they can do and interview 70% as good as you and share the opportunity, let them do it. Why? Because what that does it allows for duplication? And at least for me, I’m a competitor. Any of you guys else competitors? Any other competitors in here? All right, all six of you guys. Awesome.
So, guys, we gotta make sure that at all points in times, if I mess up, I’m gonna go out there and I’m gonna get better. Cause no one’s gonna tell me no three to four times I’m gonna get better. Right. So you guys gotta be willing not only to license the person, but give them the opportunity, show them how it gets done and let them go. Right. That’s what I feel like makes a big base shop big, is that they. There’s room for the newest person in there to fit in that team as well.
I think, is the lack of structure. You know, when you look at a 20 by 20 base shop, and you look at a 50 by 50 base shop, 100 by 100 base shop, and you look at the differences in training, how are they running their trainings? You know, are they preparing 30 minutes before, are they preparing the day before? You know, are they running PDRs? Are they doing licensing meetings? Are they doing QBI meetings?
Right.
So at the end of the day, we just got to focus on structure, you know, and being that leader for our team. Right. I think it’s not that it’s easy, but there’s a lot of people in the business that could do 20 by 20 personal. But now we got to teach people how to go out there and develop a team so that we could take that to 50 by 50.
All right.
I know Coach Rezzy always say that every single month, the first 20 by 20, you need to focus on it as an RVP. Like the first 15 of the month, you need to make sure that you make sure you call all of your people, make sure that all of your leaders, everybody on the line for you to get that done the first 15 of the month. Because you know for a fact that will pay you over 20%. And we know the bonus in the business that’s non charged applicable.
Right.
So you don’t get charged back on that. So by focusing on your first 50, 20 by 20 and the first 15 of the month, you know for a fact that by the rest of the month you gotta get your 30, you’re gonna get the 50, but it’s a focus on the first 15 of the month together. 20.
So good.
My advice is keep your eye on the target. Just like I would tell myself, you’re an RVP. You’re an RVP. I tell myself, you’re going to do 100 by 100. 100 by 100. Even though we haven’t done it yet, I talk about it all the time, right? Team, they know the target, they know where we’re going for. And I keep my eye on the prize. And this year, guys, this year we will do 100 by 100. And I want to shout out the team right here who is going to make it happen, right? But it’s about belief. Keep the eye on the prize, keep the focus. Even when you never done it before, right? You’re thinking to yourself, man, I’ve never done that. You’re going to do it. Just tell yourself that.
All right? My advice is do it first. If you don’t have a team, you are the team. Whatever competition you throw out for your team, you go do it first. You go hit the numbers. I always tell my team, if I do, if I’m throwing one by 1,000 for a prize, I’m gonna get my one by 1,000. If the company’s doing three by 3,000, I’m gonna get my three by 3,000. You gotta do it first before you can show somebody to do it. And another thing is sell out to recruiting. Yesterday, RVP Charlemagne said recruiting, solve all problems. You wanna make the money, go recruit. You wanna build a team, go recruit. You wanna promote RVPs, start with recruiting. So you sell out to recruiting, you go do it first. And every single month, go district.
Because we made it to RVP by being a district first and by promoting other district leaders. So go back to district, Go back being a district, and then you promote district. That’s how you’re gonna have a big bishop.
Love it. Love it. All right, and then in the last couple minutes, real quick, what would you guys say is the importance of kind of what you’re talking about? Pauline? But just like, leading by the. Leading by example and like setting the standard for your bay shop and for your team versus a lot of rvp, they can fall into like a management mode really quickly, right? So how important is that to, like, you know, be like the Michael Jordan of your team in the base shop?
You cannot see something that you are not willing to do. The good thing is every morning we on a call with Coach Stashler. We get the beating every morning by not doing the numbers. As an rvp, you guys don’t have a team. We have to hear every morning, you don’t have a team. You don’t have a team. You Gotta do it first. So then again, you cannot teach something that you are not willing to do yourself.
Yep.
So good, Jay.
Yep. So, same idea. It’s about my team will tell you just this morning, example, I’m the first one up, the first one in the car, the first one to stand in line, just showing. Remember, we’re duplicating ourselves, so everything you do, people are going to follow. And it’s the little things, showing up to the office first, being on time. One of my leaders said yesterday, he said, coach J takes away all excuses because he’s doing it right. I show my income. I’m saying, hey, I do this right. I’m doing the same thing I’m asking you to do and more. So leading from the front is definitely important.
I will continue on the same. Same thing. A boss tell you what to do or coach show you how it’s done. So it’s just leading by example. And that’s. That’s. I think that’s. That’s. That’s it.
Yeah. That’s good. So, guys, like, I. I don’t know. I’ve always been as. I played college soccer before this. Like, I’ve always wanted to be the player on the team, right? Because. Because I know if I’m a player on the team, then I could dictate the plays and the results of the game to the best of my abilities. Last month, Ale and I, we did three by 16,000 personal, right? So I want to not only be a person, a leader, doesn’t only know the way, show the way, but he also goes the way as well, right? So I want to make sure that if a teammate comes in, if they do half as good as us, if your team did half as good as what you did last month personally, how would your team look like? Would it be a winning team?
Would it be a losing team? What would it look like? Right? So for us, like, I know that’s super crucial that I want to make sure, hey, if someone comes in, they’re looking at us and like, man, okay, like, those are people, those are brothers that I want to follow, right? Like, I want to be just like them.
Yeah, guys, you got to. You got to be the team before you can build a team. Okay. You know, sometimes we think that, you know, let’s talk about what happens if we don’t do that, right? Sometimes the players will start going around you, right?
They won’t stop.
They won’t listen to you anymore. And instead of going to the regional vice president, they’ll go to the one above the Senior Vice president. Then you’re wondering, why isn’t my team listening to me?
Right?
And we don’t need a new team, guys. Your team needs a new leader. Okay?
So good. All right, guys, give these RVPs a huge round of applause.
