Executive TLDR
You can’t hide behind your team—lead by example.
Master your skill set before trying to teach others.
Become a field trainer, not just a field seller.
Develop independent leaders through duplication.
Visibility and daily activity drive premium growth.
Video Summary
In “Field Training Masterclass: How To Lead Your Team To Victory,” Lovia Louis delivers a high-energy breakdown of how to grow base shop premium and build leadership inside Primerica. She emphasizes that production begins with personal example—leaders cannot “hide behind their team” and must maintain numbers worth duplicating. Lovia distinguishes between a field seller (working alone) and a field trainer (developing others on every appointment), teaching that true growth comes from duplication and independence, not solo production. She encourages mastering product knowledge, sharpening objection-handling skills, and always bringing teammates into appointments to accelerate learning. Additional strategies include consistent prospecting, securing referrals at every appointment, using the “two-by-two” system with new recruits, and maintaining visibility during power hours. Her central message: leadership equals duplication, and duplication drives premium victory.
FAQs
What is the difference between a field seller and a field trainer?
A field seller works alone, while a field trainer brings teammates to appointments to develop future leaders.
Why can’t leaders hide behind their team?
Because team production reflects leadership example and track record.
How do you grow base shop premium?
Through duplication, field training, prospecting, and consistent referrals.
What is the “two-by-two” strategy?
Meeting two close contacts and two qualified families with a new recruit to build momentum.
Why is visibility important for promotion?
Activity in power hours and team settings signals leadership readiness and momentum.
Glossary
Base Shop Premium
Total insurance production generated by a leader’s direct team.
Field Trainer
A leader who develops teammates during live client appointments.
Duplication
Teaching others to replicate systems for scalable growth.
Power Hour
A focused prospecting or activity session designed to generate appointments.
RNVP (Regional National Vice President)
A senior leadership level achieved through sustained team production and development.
Transcript: Let’s go. I’m excited. Y’all excited? Yeah! Y’all fired up? Yeah! Okay, let’s go, right? Oh man, how huh? Okay, haven’t this meeting been amazing so far? It’s been so good, right? Okay, good, right? Thank you so much, Chris, for putting this together, right? Um, this has been amazing, okay? Shout out to all the speakers.
You guys did such an amazing job, right? I ain’t gonna hold you guys back. Um, Carissa was saying that regional leader meeting over there was on fire! Okay? Like, we was talking about promotion, exchange, going to RNVP. Listen, it was a different kind of meeting, okay? So you gotta get to regional, right? To be in that meeting, right?
Um, but shout out to the Prom Time Empire, right? The baddest team, okay? Right, um, but, basically, right, so we’re gonna go over our premium. Who likes premium? You like money? Premium? Okay, good, good, right? Um, so, so we’re premium, right? So, I remember, like, um, they wanted me to do a base shop premium. And I was thinking, I remember when I couldn’t even do 10, 000 in a base shop.
Right now, if I don’t do 10, 000, I’m like, oh my God, what the hell happened? Right? Literally, okay? Um, but, but I’m excited, right? So, um, But before we come to like the Bay Shop, right, but it starts with you, okay, especially if you’re in a Bay Shop, right? Um, so it starts with you, right? We have a thing that we have in our Bay Shop called can’t hide behind your team, right?
And, um, so you have to be an example worth following. You want to be a track record, right? So you can tell your people, right, what to do, right? Um, so you have to be, um, your team, but your team has to be able to copy you, copy your numbers, right? So you have to lead your team and help them become independent, right?
Okay. Um, so the second thing is that you need to master your skill set, right? So you can’t teach someone what to do if you don’t know what to do, right? So one things that I do all the time, right, I’ll go and peel well, go to training development and just like getting that coaching, right? And just like going on YouTube, right?
And just just just learning certain stuff. Okay. So you, you gotta know how a whole life policy work better than a New York life agent, right? So when you sit down across that table, you know how to kill it, right? Um, so you gotta know, you gotta know yourself, right? And the next thing is you have to become a field trainer.
Right. So you can’t be a field selling. Okay. Um, so field sellers, right, they go on appointments by themselves. Okay. But field trainers, right, they go, they’re always on a point with somebody else, right? On a zoom call with somebody else, right? And that’s how you build that big shot premium, right? By developing leaders, right?
Independent leaders. Okay, so you gotta become a field trainer, right? And when you said when you have that person with you and you’re showing them what to do, When, when that, um, when, when the appointment is over, like you need to ask them, like, what did you learn, right? Making sure they’re taking notes, right?
What did you learn, right? What’d you get at the meeting? And even if you didn’t close, right, it’s not a bad presentation, right? That’s good, okay? Now they get to learn how to do, um, overcome the objections about what they should say. So all presentations are good, right? Um, so you should never go on an appointment by yourself, right?
You always gotta have somebody right next to you, okay? And, um, the next thing is, right, um, You have to learn how to let people be independent, right? And let them mess up and then you clean it. Okay. Like I remember I’m like Sheldon would say this story all the time. Like when I first started doing appointments by myself, I went to an appointment with Sheldon and I kind of just stopped taking notes.
Right. Because I felt like he said the same thing over and over again. Right. I got it. Right. I know what to say. Okay. And then what he did was the next appointment, I didn’t even know, right. I had to do it myself. Right. So we go to the, we go to the client’s house. Right. And we’re sitting down and he just, all right, go ahead.
Start. I’m like, huh? What do you mean? You want me to do it? You sure? And then he’s like, yeah, you start taking notes, right? That means you know what to do. So go ahead and do it, right? And listen, y’all, let me tell you, I done messed that appointment up, okay? I know I did, right? I can’t remember if we closed it or not, but I know I messed it up, but he cleaned it up, right?
And that’s the kind of mindset you gotta have. With your, um, brand new person as well. Right. And so, um, and you next thing is you gotta be visible as a team, right? I remember Wendy was doing this for, um, uh, training the other day, right? And then he said, like, she was saying, like, going to R. V. P., like, you gotta be visible to go to R.
V. P., right? So when, so you gotta be in power hour with your team, okay? So you gotta be posting in the chat, right, with your team in power hour and having the activity focused, right? And, um, so since, here’s some different ways to get some premium. Prospecting. Right, like who got business cards, right? If you’re licensed, you gotta make sure you have some business cards, right?
Like, you’re always prospecting. Every, every time I make eye contact with you, I need to tell you what I’m doing, right? I got you, right? Um, so you gotta have at least 10 to 15, right? I got 10 to 15 numbers, right? And the next thing is referral appointments, right? You, you do not want to leave that appointment without getting referrals, right?
We did not waste your time, okay? You need to get referrals, right? And the next thing is field training, right? Your appointment book gotta be filled with field training appointments, okay? Like, when you sit down with a new recruit, right? Even if they joined the business or not, right? You gotta do something called two by two with them, right?
Get, um, you know, they gotta give you your two closest, um, friends, right? And then you gotta meet with two people that have kids that are married with them, okay? And the last thing, right, is, um, Oh, that’s it. That’s it, right? But I hope I brought some gems for you guys, okay? So please help me welcome Ryan Harvey Garales.
