Executive TLDR
Fall back in love with the process — not just the vision.
Record and improve your presentations.
Think outside the box to expand your reach.
Borrow audiences through wellness seminars.
Target business owners for referral networks.
Build on rock fundamentals, not hype.
Keep a growing Top 25 (and beyond) list.
Build urgency — time kills deals.
Prioritize orientation, field training, and licensing.
Relationships are the cement of duplication.
Video Summary
Eric Ortiz begins with a powerful reminder: many people fall in love with the idea of success but only “like” the process. True growth in Primerica requires falling back in love with prospecting, setting appointments, giving presentations, and refining skills.
He challenges leaders to record their presentations and send them to their upline for correction. Self-awareness and feedback create mastery. When leaders feel stuck, it’s often because they’ve fallen out of love with daily fundamentals.
Eric then pivots to outside-the-box thinking. The “box” represents comfort — calling the same teammates, waiting for leads, hoping for rollovers. Growth requires intentional expansion.
One strategy he highlights is hosting wellness seminars — a form of “borrowing audiences.” Instead of fishing for one client at a time, seminars cast nets to reach many prospects simultaneously. By partnering with business owners (barbers, pastors, real estate brokers, employers), leaders can provide value to staff through breakfast or lunch presentations. This builds referral pipelines without recruiting directly inside the business setting, preserving relationships.
He emphasizes initiative over waiting for leads. Leads aren’t rain; they’re wells you dig intentionally.
Jason Ortiz closes by reinforcing that creativity must rest on solid foundations. A spark without structure fades quickly. Building on “sand” represents shortcuts, hype, and skipped fundamentals. Building on “rock” represents recruiting, licensing, field training, appointments, client service, and leadership duplication.
Primerica itself is described as a rock — a 45-year company that has survived recessions, inflation, pandemics, and market crashes because it stands on timeless principles.
Jason outlines four foundational stones:
First, a constantly expanding Top 25 list — not just once, but weekly, growing toward hundreds and thousands of names.
Second, urgency — time kills deals.
Third, strong orientation and immediate field training to promote and license new recruits quickly.
Fourth, doing the full job — fully licensed representatives delivering complete solutions to clients.
The cement binding these stones is relationships. Strong relationships with teammates, clients, and prospects create lasting duplication and legacy.
The message is clear: combine creative expansion strategies with unshakable fundamentals, build on rock, strengthen relationships, and create a business that withstands any storm.
FAQs
What does “falling back in love” mean?
Recommitting emotionally and practically to the daily fundamentals of the business.
What is outside-the-box thinking in Primerica?
Expanding prospecting beyond traditional office calls through strategies like seminars and referral partnerships.
What are wellness seminars?
Group presentations hosted for business owners’ employees to provide financial education and generate referrals.
What does “borrowing audiences” mean?
Leveraging someone else’s established group to present services to multiple prospects at once.
What is building on sand vs rock?
Sand represents shortcuts and hype; rock represents recruiting, licensing, training, and service fundamentals.
Why is the Top 25 list important?
It ensures a constantly growing pipeline of prospects and recruits.
Why does urgency matter?
Delays reduce momentum and close rates — time kills deals.
What is the “full job”?
Becoming fully licensed and providing comprehensive financial solutions.
Why are relationships called cement?
They bind the business structure together and enable duplication.
Glossary
Success Cycle – The process of prospecting, setting appointments, presenting, and following up.
Borrowing Audiences – Leveraging existing groups to present to many prospects at once.
Wellness Seminar – Educational presentation hosted for employees or community groups.
Top 25 List – Core prospecting list that should continuously expand.
Rock Foundation – Business built on consistent fundamentals.
Sand Foundation – Business built on hype or shortcuts.
Field Training – Hands-on coaching with new recruits in live appointments.
Full Licensing – Obtaining all necessary licenses to serve clients completely.
Urgency Building – Moving prospects and recruits quickly to action.
Duplication System – A repeatable structure that develops new leaders.
Video Summary
00:00
Hey, guys, listen. Two things I want to talk to you guys about. And then I’m gonna pass it over to my. My big brother, man. I’m gonna talk to you guys about falling back in love with Primerica. I want to also wanna talk to you guys about thinking outside the box, okay? So falling back in love, man. Listen, everybody heard Keith yesterday. How awesome was Keith yesterday doing his thing, right? I don’t know if you heard him say, but he had. He said it very nonchalant. He said, yeah, we have about 450 something RVP’s. Did y’ all hear that? 450 something. When y’ all fall in love with that. See, we fall in love with the idea. We fall in love with the vision, right? But we’re still in like with the process. We like prospecting. We like.
00:45
Yvonne Ortiz talked about the success cycle. Y’ all remember that yesterday? What an incredible job she did. We fall in like with the success cycle, do we? The first part of the success cycle, we gotta prosper. We gotta fall in love. We’re prospecting again. Anybody who smiles to you needs to know that you’re in business and that you’re open for business, right? We gotta fall in love with the orientation. We gotta fall in love with setting appointments. We gotta fall in love with having a winning presentation. Tesser said something incredible. Are you recording your presentation? Right? You are your biggest critic. And it seems as though that we don’t criticize our own faults, but we criticize other people’s faults, right? So how do we do better? Record yourself. Record yourself giving an interview. Presentation. Record yourself giving a KT presentation.
01:37
And here’s the second part. Send it to your upline. Send it to your trainer and have him or her correct you and become better in that area. See, that’s how you fall in love with things. You fall in love by showing yourself the little things each and every day, right? When you’re stuck in this business, which a lot of RVP’s, SNSDs, everybody in this business has gotten stuck in this business before. The only reason we get stuck is because we still are in the like of business. We gotta fall back in the love of this business, right? I don’t love my wife. I don’t like my wife. I love my wife. Right? I don’t love. This is so hard to say without it, right? I don’t like my family. I love my family. I don’t like Primerica. I love Primerica, right?
02:27
I don’t like my God. I love my God, right? So if you’re looking at becoming successful in whatever it is that you do, fall back in love, all right? Fall back in love. The second thing I want to talk to you guys about, man, is thinking outside of the box. Thinking outside of. See, the box is incredibly comfortable. The office calling the same people over and over again, calling the same teammates over and over again. That’s the box, right? And hopefully they’ll do their policy. Hopefully they’ll do their investments. Hopefully they’ll do their district promotion. That’s the box. That’s comfort. How do you become uncomfortable, man? You gotta talk to people. You gotta talk to people. You didn’t. You gotta talk to people who has a huge chance of doing something big in our business, but never have been approached by somebody like us.
03:17
So you got to talk to those people, right? Another thing that I’ve been help working on is what we call wellness seminars. Who here has heard of a wellness seminar before? This right here is what we call borrowing audiences, right? Borrowing audiences. I want to make sure if I’m sitting down with somebody, I would much rather sit down. I’ll sit down with everybody. But I’m focusing these last couple of months with business owners. Now you ask yourself, who’s a business owner? Anybody who has employees that work for them. Barbers, pastors, real estate brokers. Right? You can go on and on. Those are the people I want to talk with. And I’m not trying to acquire business yet with them. I just want them to know what I do, right?
04:06
And I want to know what they do and how we can pass referrals to each other. And after that initial conversation with them, my secondary conversation is, hey, you know, how about I provide breakfast? Or how about I provide lunch for your staff? It makes them look good, right? If you had a boss that provides you lunch, are you excited about it for your boss? You happy with your boss? Right? So it makes them feel good, makes them look good. But also you have a room full of people who are listening to what Primerica can do for them. And those are all referrals, right? That right there, one appointment, One one appointment. That’s you fishing. I’m fishing. And when you fish, you can only catch one fish, right? Wellness seminars. You’re throwing nets. You’re throwing nets, right?
04:53
And that one seminar you can get 5, 6, 7, 8. There’s never been a seminar that I did not get business from because this business is too good to pass up on right now. That is not a time for you to go recruiting those people, right? Imagine you know, you’re a boss, right? And you have employees and somebody comes in and tries to recruit all your people. That doesn’t look good, right? But you set it. You set a one one appointment with them. And at the one one appointment, that is a good time to talk to them about coming on board. Spare time, part time, full time, right? So utilize these. Thinking outside. See, a lot of people treat leads like rain, right? I hope it rains. I hope I’ll get this lead.
05:29
I’m going to come to the office and somebody’s going to call the office and I’m going to get a. A rollover. Something like. That’s not how it works, right? Leads, when you do it this way, is that you are going out there with buckets, you’re finding wells, you’re digging deep, and you’re finding the right things, right? And so, guys, let’s get better in that aspect, man. Let’s get better at throwing nets. Let’s get better at getting with a whole bunch of people in one meeting. Fair enough. All right, guys, so that’s my portion for today. Let me bring up, listen, I got a lot of cousins, I got a lot of brothers, I got a lot of teammates, but I only got one brother, right? And this is my older brother, Jason Ortiz. Let’s go, bro. Let’s go, let’s go.
06:06
Awesome, man. Awesome. You know, Eric talks about thinking outside the box, you know, and it’s the spark or the ignition to get the engine moving, and I think that’s important. But, you know, if all you have is a spark and it’s not in a solid fireplace, that spark is not gonna cause an explosion, it’s not gonna cause a fire, and it’s not gonna spread. Does that make sense? And when we think about that, you know, you can have a great spark, but if you are not building on a solid foundational business, it’s not going to go anywhere, right? And so I want to close out with just talking about building on a foundation. And honestly, it starts with the fundamental truth, you know, that, you know, the world is changing around us. You know, we see politics, news, social media, all these different things.
07:00
But the core principles of building a solid life and building a solid business, they never change. They never change over time. And when you build something like that, it’s gonna last for a very long time. You know, In Matthew chapter 7, Jesus gives us the picture of two builders, right? The one that builds a house on sand, it looks good at first, but when the rain and the storms comes. What happens to collapses? And on the other hand, you have one that builds a house on rock. It’s solid, it’s unshakable. And when storms hit, that house stands. Now think about our business. Every single one of you guys are building your business on a daily basis. The question is, are you building on sand or are you building on rock? Right? Sand is shortcuts. It’s hype, it’s cutting corners, it’s skipping fundamentals.
07:55
Rock building is recruiting, it’s licensing, it’s field training, it’s appointments, it’s serving clients, it’s doing FNAs, it’s building leaders. And that’s what’s always going to stand the test of time. I mean, you take our parents, for example, or Primerica in general. Primerica. You guys, we’re so blessed to be in this business. Primerica is a rock itself, right? Primerica’s a rock itself. You know, for 45 years, this company stood the test of recessions, of inflation, of pandemics, of market crashes. And still here, while other companies came and went. Primerica’s still standing, y’.
08:31
All.
08:32
Primerica’s still standing. And you know, the mission for clients is to help families earn more income, become properly protected, debt free and financially independent. But the mission for the representatives is very simple. It’s to help families and build a system that duplicates leaders. And you look at, you know, you look at our family is living proof of this. Edn Yvonne started, you know, 1992, pioneered an expansion in 2000, moved back to Tampa in 2004, got the boys license in 2004. And here, three decades later, we’re still building second generation, still multiplying, still growing. Because as that’s not sand, that’s rock. That’s legacy. Does that make sense, y’? All? Okay? And if you’re building on a rock, you gotta have some fundamental stones. You know, there’s four stones I’m gonna give you real quick that’s gonna help out.
09:21
Four stones is a top 25 list, okay? Is urgency building. With urgency is an orientation and a field training. A really great orientation, field training and doing the full job, right? Top 25 list is every single day, obviously when somebody comes in, new recruits, they’re getting top 25, but it should not stop at just top 25. It should be every week getting top 25 and then another 25 and then 100 and essentially it’s 1000 and it becomes a never ending names list. It should always be growing urgency. Every great leader Knows that time kills deals. Andy did an incredible training last week or yesterday, man. And time definitely kills deals, orientation and field training, man. Leaders don’t let other people sit around. It’s getting them in the field as soon as possible, getting them promoted, licensed, and then finally doing the full job.
10:14
Y’ all doing the full job, sitting down with them. We’re so grateful in this hierarchy, right? Getting the full license, getting all the licenses is not something that’s optional. It’s expected. It’s expected. That’s why so many of our clients come from referrals, they come from all these different word of mouth recommendations because they see the full value in what we do. And even with that being said, if you got stone that you put it on a foundation, if you don’t have anything to tie it together, those stones are not going to come. They’re not going to bind, right? In our business, the cement is relationships. Cement is relationships, man. You got to constantly be building with people, not just with your teammates, but with clients with prospects. And that’s when the real business happens. Look, I want to close with this right here.
11:02
I want to challenge you guys not to just build a business, but to build a rock solid foundation that lasts through storms, setbacks, anything like that. There’s a great book, a great song by Maverick City Music. It’s called Firm Foundation. In that song, there’s a verse or a line that says, rain came, wind blew, but my house was built on you. Right? And if you continue to do that, keep Christ forward, keep the fundamentals of the business out there. You know, just like Matthew 7 says, a wise man builds a house on the rock and it stood firm. Let’s go be those leaders. God bless you guys. God bless Primerica. Let’s get it.
