Executive TLDR
Big dreams start with small decisions — many leaders joined through simple social media posts.
Massive recruiting and high appointment volume drive base shop growth.
Month-end intensity requires scoreboard obsession and goal clarity.
Leadership multiplies when you build strong teammates, not just personal production.
Think beyond your base shop — compete at the highest level in the company.
Video Summary
From Social Media To Six Figures
This high-energy panel highlights real stories of leaders who joined Primerica through simple Facebook posts and small financial commitments.
What convinced them?
Low startup cost
Belief in leadership
A system already in place
A vision for freedom
Many didn’t fully understand the business at first — but they trusted the system and took action.
Betting On Timing And Vision
Several panelists shared pivotal decision moments:
Leaving traditional careers
Choosing Primerica over stable job offers
Committing fully instead of part-time hesitation
Signing up with limited funds but strong belief
The consistent message: the right people find a way.
Appointment Volume Creates Growth
When asked about daily activity, the numbers were clear:
15 to 30 appointments per day
Team members duplicating production
Leaders stepping back as new leaders step up
High activity drives momentum.
Massive recruiting fuels those appointments.
One leader shared recruiting over 1,300 people to find the true builders — proving volume matters.
Embrace The Chaos
Growth is messy in the beginning.
Chaos is normal
Momentum requires persistence
You must survive the early pressure
The panel emphasized that leaders who push through chaos create structure later.
Month-End Mentality
The final days of the month bring urgency and intensity.
Key principles shared:
Know your numbers daily
Track premium and recruiting obsessively
Don’t wait until the last week — but if you do, sprint hard
Strong coaching and accountability fuel performance
Month-end is treated like the final stretch of a race — full effort, no hesitation.
Build Leadership, Not Just Sales
The most powerful takeaway was leadership multiplication.
Strong leaders:
Develop teammates
Celebrate promotions
Push others toward goals
Stay plugged into coaching
When leaders step up, the base shop becomes a launching pad for bigger dreams.
Think Beyond Your Base Shop
Final advice:
Don’t compare yourself within your small circle.
Compete at the company level.
Think bigger.
Act bigger.
Dream bigger.
Limitless growth starts with limitless thinking.
FAQs
Q: How did most panelists join Primerica?
Through social media posts, primarily Facebook.
Q: What convinced them to sign up?
Low startup cost, strong leadership, and a proven system.
Q: Is prior financial experience required?
No. Many joined with little to no background in finance.
Q: How many appointments do successful base shops run daily?
Between 15 and 30 per day, often shared across team members.
Q: Why is high appointment volume important?
It creates momentum, production, and leadership development opportunities.
Q: How important is recruiting volume?
Extremely important. Large recruiting volume helps identify serious builders.
Q: What does early-stage growth feel like?
Chaotic and intense — but necessary for long-term stability.
Q: How should leaders approach month-end?
With urgency, scoreboard awareness, and aggressive goal pursuit.
Q: Why is knowing your numbers critical?
Tracking performance daily ensures goals are hit and adjustments are made quickly.
Q: Should leaders rely only on personal production?
No. Developing leaders creates scalable growth.
Q: How does coaching impact performance?
Strong coaching builds accountability, focus, and consistent momentum.
Q: What separates strong base shops from average ones?
High recruiting activity, leadership development, and aggressive goal tracking.
Q: Can someone succeed without full financial resources initially?
Yes. Many leaders started with limited funds but strong commitment.
Q: What mindset is required for big growth?
Limitless thinking and refusal to play small within your immediate circle.
Q: What is the biggest takeaway from the panel?
Take action early, track your numbers, recruit aggressively, and build leaders.
Glossary
Base Shop
An RVP’s primary office or organizational hub where recruiting and training occur.
IBA
Independent Business Application — the agreement signed to begin building a business.
Month-End Push
The final days of the month focused on hitting premium and recruiting goals.
Premium
The amount of insurance policy volume submitted within a given time period.
Recruit Meeting
An appointment focused on introducing a prospect to the business opportunity.
Duplication
Teaching team members to replicate systems and processes to scale growth.
Scoreboard
A tracking system for monitoring production, recruiting, and promotion progress.
Leadership Multiplication
The process of developing leaders who develop other leaders, creating exponential growth.
Transcript:
All right, thank you, guys. You guys can have a seat, man. Are you guys ready? Sam? Ready.
And a little waymaker.
The first questions I have for you guys, same questions for everyone. How did you join America? And what convinced you to sign up? Because most leaders in the room right now, they’re looking for the right people. And, man, guys, do you believe they are the right people that we could. Guys, we want to have these people on your.
Huh?
Man, I want you guys to tell us, how did you join America and what convinced you to join?
So, first, I want to say thanks for having us here. We wouldn’t be here without our number one lord and Savior andy and Brittany onstead. So, anyways, same as most, I saw a Facebook post. But the funny thing is, the Facebook post I saw was someone who has sold every single product you could ever dream of. Makeup, diet pills, miracle shakes. You name it, she sold it. And I thought, no way. Scroll by. But then it kept popping up, and I thought, okay, lord. I was a physical therapist assistant, never saw myself out of healthcare, was asked to do some unethical documentation, and said, I’m gone. I’m out. I sat home, and we got our oldest three year old at 28 hours old. And in two months later, after I walked away from that, got my next one. God has a sense of humor.
Eight months later at five days old. Okay, God, what’s your plan? And this post kept coming up, and I thought, okay. So I responded to it, andy messaged me, and I was like, can’t be real. Can’t be real. He would message me again, and I was like, it can’t be real. It has to be fake. He called me, and I’m like, it’s probably fake, but whatever. And so he says, hey, you want to meet? And I was like, okay, so listen to him. He told me, and it was last January, it was $74. And I thought, I waste more than that at Walmart. What do I got to lose? Don’t tell my husband. I did. I signed up, and it has been life changing, to say the least.
Question?
Yeah.
Okay.
Hi, guys. How’s everybody doing? Like Daniel said, same thing with me. I saw a post on social media. It was a friend of mine that shared it, and I thought, well, that’s probably a real thing, because I don’t think that she would share anything. That’s a scam. So I reached out, they scheduled my appointment, went on the interview, and they were telling me all about what they were doing, and I liked everything I was hearing. Unlike some I was already a licensed agent. I had property casualty, my life insurance license. I’d had it since 2013. This interview was in March of last year, and they told me it was $25, and I was like, sign me up. Like, where do I start, right? For $25, I could take that risk and see where it led me. So I wasn’t working with an insurance agent.
I had started in 2013 and didn’t stick with them. I did my continuing education classes every two years to keep my license current. I told my husband, I’m going to keep this license because I don’t want to have to take those exams again. So from 2013, I just kept it current, and I took that risk, and I scheduled the appointment, signed up, and that’s what led me here.
Okay.
Hello, everybody. Want to give a huge shout out to the waymakers Josh and Sarah christian. So there’s a trend here that’s happening. I also saw a Facebook post, so, yay, Facebook works great, obviously. And then I sat down and there was Josh, and I really had no idea what was going on at all. Can anyone relate to that? You’re like, I’m going to go to this thing. I think it’s maybe, like financial. I don’t know what that means, but Josh was a lot of fun, and that’s why I’m here. He was fun, and I just liked his energy, and he was telling me he’s like, money and helping people. Great, sign me up. So I signed my IBA and I told my husband, hey, I’m doing this thing. He was like, what thing?
And I said, I don’t know, but I think it’s going to be awesome. And it is. And it was right, but then it was know. So Josh convinced me to join, but then I saw really quickly that there’s a system here, and that’s what convinced me to stay. We have good leadership, and it’s like a business in a box. And I was like, oh, there’s systems. I can build something here. So, yeah, that’s it.
Wow. She tells her husband after.
What an event, you guys. I mean, let’s give a hand.
Come on.
Round of applause. So I’ve been in the business a year and a few days, and I actually saw her Facebook post, and it was probably the worst interview in primary history. My camera kept going on and off. I was actually at my job. It was like a boutique or store, and I’m like, oh, man, a customer just walked in. They never walk in. They never come in. They had to come in at that time. So I’m like, okay, hold on. I’m like, I have her on the phone. I’m like, yeah. And then I’m like, okay, that’s 1099. Okay, yeah, I’m listening. And Abby’s like, all right, what’s your info? And I’m just like, yeah, I’m in. Let’s do it. All right, we’ll try it. And at that time, I was really looking for anything besides what I was doing.
I was making maybe 1200 a month working full time hours and I had just graduated. I was looking for something like the big girl job, everybody says. And I was like, yeah, we’ll try it. Finances. That sounds like big girl, right? And really, I just kind of saw Abby. She was recruiting the world and I was like, you know what? She’s doing that. That’s what I’m going to do. So I went out and Jessica Powers, these two ladies, I’m so grateful for them. And the start was really what happened for me because I saw the momentum and I actually had lined up with the USDA. I was going to be a loan officer and they had waited for six months to offer me that job. So I was in kind of the waiting period, kind of the end of it. And I called Andy.
They had offered me the job. All I had to do was get fingerprints. I called them and I said, I don’t know what to do. I could do this part time. What do you think? And I knew the answer. I really didn’t know the answer, but I just called him anyways and he said, imagine what your life could look like. You see it, you see us doing it, you see everybody doing it. Imagine what your life could look like if you gave 120% into this versus if you gave 120% into that job. I mean, imagine it. Is anything going to happen if you give that much into your job? And I’m like, no. So here I am and I’m just super grateful. But you guys, you have to realize it’s all about timing.
The timing is right if you’re sitting in one of those chairs right now. So anyways, that’s all I had to say.
Wow.
So I’m the other Abby. So I brought. Yes, Abby Schaufner in. So I am Abby Williams. I got into this business about twelve months ago, started October 31. And I’m a mom. So I have an 18 month old and I have a three month old. So I came into the business because I wanted, obviously, financial freedom, but I wanted freedom from not seeing my kids. So I decided to, again, Facebook. Right? Love Facebook. We decided that this was going to be something that was good for our family. And just being completely honest with you all, I didn’t even have $124 in my account when I signed my IBA. So don’t think that this isn’t for you or that your people can’t pay for it. The ones find a way. Okay.
Wow.
So I got my license in December, immediately started making money. When I signed my IBA, I told myself I wanted 90 days, full blown effort into this to see what I could do, and I was giving full blown effort into this job, into my family, into. I was still training horses. I come from a rodeo background, if any of you are rodeo fans.
Wow.
And so I was doing this full time as well, and I made $20,000 in my first 90 days. So don’t say you can’t do it. Don’t say you can’t.
Man. Now, the next questions I have for you guys. How many appointments do you guys run a day, you and your team, how many appointments do you guys run on a day basis? 32nd, everybody. Okay.
So on what I feel like is a good week, I’m running 20 to 30 a day. I’m usually running about 15 to 18 of those. And then I have newly independent people who are running the other ones.
1520 appointments a day. Next. Same question?
Yeah, kind of the same. About 15 to 20 is probably what we run a day. Some of those do get shopped out with team members who have trained people that can take those appointments for us.
Okay. Are you guys still fired up? Are you guys learning or something? Okay, next.
All right, so, with me and my team. Yeah, 15 to 30 a day just depends. And I’m running some of those, and they’re running some of those. And I’ve got some teammates that are full time. And, of course, if you’re full time, you’re supposed to do at least three to five a day. We try to exceed that.
Okay, makes sense.
So, I mean, pretty much same as these ladies on my calendar, probably about 20 or 20. Big day. Like 25 or so between my team. My teammates have really stepped up. It’s kind of crazy. I looked at it today. So we have recruited. I call my team. I say we’re limitless. That’s my team. But we’ve recruited 1300 people, and there’s two of them here. And those are the ones. Right? So those are the girls. Right.
Wow.
But I just want to tell you, that’s what it looks like. It is so chaotic in the beginning, but that’s what it needs to be. And you need to be okay with the chaos. You need to just, I mean, hit the punches like Mario says, right. You’re going to get knocked up.
Right?
Knocked down, whatever. But you just got to go with the chaos. And it is a little chaotic in the beginning, and it might be just you, but you just got to keep going with it no matter what you got.
Wow.
I got knocked up.
We’re not getting knocked up down here either.
I’m super blessed. Speaking of knocked up, I have a three month old, so my family were chaotic. So I am super blessed with a very big team of leaders. JC Milligan, Chandra Stoddard, Cindy Wall, Jen White, Luke Casey Johnson, Katie Jansen. The list goes on and on. And so those ladies are running double number recruit meetings every single day. Even on the weekends, when they’re at rodeos, when they’re at basketball games, they’re doing the work. I personally am running meetings as well, but I am staying more of a few recruit meetings, but reaching out to the team, making sure that they can do the things that they’re trying to do, accomplishing the goals that they’re trying to accomplish. Running orientations, running personal meetings, that’s kind of what my day is looking like. But I’m super blessed because Jessica Powers instilled leadership into my team.
I can’t take complete credit for the leadership because she built these leaders underneath me. And I am so blessed because it has forced me to be the leader that I need to be for my team.
Wow, man. Before the last question, what is your mentality and attitude in the last two to five days of month end? Because a lot of people, sometimes they get discouraged at the last three to five days. So what is your mentality and attitude in the last three to five days of month end?
So we’re blessed that we have a coach that you know that month end is coming about the first weekend of the month. He’s honest. Okay. And he’s saying, don’t wait, don’t wait. And I’m a procrastinator. I have five kids. I have twelve high school cheerleaders. I am crazy busy juggling. I kind of sometimes do wait till the end, and then I kick it in gear. And everybody in my family knows, hey, it’s end of month. My two teenagers that don’t even speak to me on most days, like, they’re like, okay, it’s the end of the month. We better help with the three year olds. She’s serious and every month. Every month. I just keep telling myself, like, next month, I’m probably not going to wait till the last week. I’m going to do better. I’m going to do better. I’m probably not.
I kind of like the intensity I think that Andy gives me and he reminds me every month, hey, what would your business look like if you did this, that you’re doing the last week of the month? What would it look like if you did this the whole month? And I’m like, I know I’m going to do it next month. I just like our intense fellowship, I think. But it is great that we have a coach that starts us the first week, hey, don’t wait till the end. Don’t wait till the end. And that’s kind of what I try to tell myself, like, hey, keep it going. Don’t have a rush at the end. Oh, I’m going to have a rush.
I don’t know that Alex sent by you. Kind of the same question. So I would say panic, stress. We have a messenger group that we’re all in and you know it’s the end of the month because Andy is blowing up messages in the messenger.
Oh, my gosh.
Who are you talking to? How many appointments do you have? Do you guys know we have to hit this goal? And doing the scoreboard, knowing where we are, our team is as far as premium and recruits. We have this goal. We’re so close to hitting it. Like, who’s going to help me? Who are you talking to? Those kinds of things. Specifically in October, I was trying to study for my securities exam and stupidly I scheduled it like on the 1 November and I was trying to study and I had my phone sitting there. It would be on vibrate and it was like literally going off like every 3 seconds blowing up from messenger that I finally had to turn it off. I was like, oh, my gosh, I can’t do this.
And I texted him the next week and I was like, if you do that again at the end of the month, I’m not real sure that I can handle this. I may have to all go away because so nerve wracking. But I love that he is constantly trying to get us to perform at the highest level and giving us those constant challenges and goals to meet and surpass them.
Wow, great. Now five second for all of you. Let’s go. Five second.
Yeah, you’re okay. So there’s always a goal and something we’re heading towards and something we’re fighting for, right? It’s such a cool business. Because Josh and Sarah have goals that we’re helping them reach. We have our own goals and our team has goals. So we’re always looking at it from, okay, who’s going to get promoted next? Who’s going to do this next? And then we just kind of run with those goals. And you work through your team like, they know. You help people get their promotions. You are helping Josh and Sarah reach their goals that they lay out for us. And we’re reaching our own goals. So it’s kind of just a fight at the end to do that.
Wow.
So we all know what the month end character is like. It’s kind of like the end of the race. You got your, oh, face on. You’re like, right. So we all know that. But I think one of the biggest things that Andy has taught me is knowing what your goals are, knowing what the scoreboard is. You have to be obsessed with that thing. You got to be like, oh, how much premium? How much premium do you get this hour? This hour? This hour?
Right.
That’s kind of my biggest. I know we’re in a rush. So, Abby, what’s your biggest?
My 5 seconds. Procrastination is key and really run after it the last of the month? No, I’m just know really put in your numbers at the beginning of the month. You kind of get lost in, you know, towards the end of the month. We’re really just running after our goals that we’ve been setting for the whole month. Jessica Powers, my RVP, keeps me and my team in the loop of what goals we want to hit. And she’s constantly asking us every day, every other day, what are our numbers? Where are they at? Know your numbers. You have to know your numbers if you want to hit month end goals.
Wow. And lastly, I think I’ll be going to close this out. Okay. And speak for everyone here. Okay. So if somebody in the womb wants to repent doing small numbers and within the base, I mean, what would be the best advice for that person?
So you’re asking. Yeah, don’t even think about numbers. Have all of it be limitless. Right. Even if you’re in the base shop, you’re not fighting against your teammates, you’re not fighting. It’s below RVP. You’re in the entire company, you guys. So go into the next level and look at the rvps. Say, where am I at on the all titles? Where am I at? Don’t even look at your base shop. What do you mean you got your own base shop? Make that the biggest one, you guys.
Man. Everyone, let’s stand up and give it up for these incredible leaders. Man, they are awesome. Come on, give it up for them, guys. Wow.
