Executive TLDR
RVP requires a no-excuses commitment — nothing can be allowed to stop you.
Build 100 rolling contacts and protect your work schedule at all costs.
Toughen up emotionally — feelings are not facts.
Compete to be your RVP’s number one player.
Practice what you preach — financial integrity builds credibility.
Video Summary
In this high-energy and unfiltered talk inside Primerica, Jeannie Morezzi delivers a brutally honest look at what it really takes to win. Rather than presenting a polished highlight reel, she shares the messy, uncomfortable realities of her journey from litigation attorney earning over $100,000 per year to building a business from $18,000 part-time income to Regional Vice President. As a trial lawyer, her days were spent in courtrooms arguing cases, followed by nights and weekends running appointments. After three years part-time, she was challenged by her leader to go full-time. Without overanalyzing it, she quit her law career the following Monday, trusting mentorship over fear.
Her path to RVP was not glamorous. She recalls writing policies while sick, excusing herself to throw up in a client’s bathroom before finishing the appointment. She tells the story of a client’s dog chewing up her shoe mid-appointment, forcing her to leave with one shoe, buy another pair, and continue working. These stories are not for shock value — they illustrate her central point: you must decide there is nothing (legal or moral boundaries aside) that will stop you from becoming financially successful.
Jeannie emphasizes several key disciplines that separated her from those who stalled. First, maintain 100 rolling contacts. A business without a pipeline is a hobby. Contacts must constantly be added as others fall off. Second, work when you’re scheduled to work. If appointments cancel, you don’t relax — you make calls. Protecting your schedule protects your credibility, especially with your family watching your consistency. Third, influence your belief by doing what most people won’t. She shares a deeply personal story about losing her beloved dog hours before a leadership school and still attending despite emotional devastation. Her message is clear: emotional discomfort cannot dictate your commitment.
She also stresses competitive standards. If someone else is the number one person in your RVP’s base shop, adjustments must be made. She refused to be outworked or outperformed in activity, appointments, or production. Finally, she closes with a warning about integrity. There are people who “flash” success without financial substance. The worst outcome in Primerica, she argues, should be that even if you never earn big income, you apply the principles, eliminate debt, invest properly, and become financially independent. Leaders must practice what they preach because credibility is everything.
Her overarching message is simple but intense: toughness is a requirement. Feelings are not facts. Decide the job will get done — then execute relentlessly.
FAQs
What prompted Jeannie to leave her law career?
A trusted mentor advised her she was ready to go full-time, and she chose action over fear.
What are 100 rolling contacts?
A continuously refreshed list of at least 100 prospects to maintain a strong pipeline.
Why is working your scheduled hours critical?
It builds credibility with yourself and your family while sustaining business momentum.
What does “feelings are not facts” mean?
Emotional discomfort should not dictate business decisions or commitment levels.
Why compete to be your RVP’s number one?
Competitive standards drive higher activity, production, and leadership growth.
What does practicing what you preach involve?
Eliminating debt, investing wisely, and living the financial principles taught to clients.
How long did it take her to reach RVP after going full-time?
Approximately one year after committing full-time.
What is the biggest mistake reps make?
Allowing excuses, low activity, and weak pipelines to justify slow progress.
How do you build belief?
By consistently doing hard things that most people avoid.
What is her core leadership message?
Commit fully, toughen up emotionally, and refuse to let circumstances determine your outcome.
Glossary
RVP Regional Vice President
A senior leadership position responsible for building and leading a distribution organization.
100 Rolling Contacts
A constantly updated list of prospects to ensure ongoing appointment flow.
Full-Time Commitment
Operating with total focus and urgency toward business growth.
Pipeline
The flow of prospects, appointments, and recruits that fuels production.
Credibility
Trust earned through consistent action and financial integrity.
Transcript:
All right, all right. Oh, energy. Energy. Yeah, right? Dude. No, please. Listen. Got to get that pilates going. All right, so full disclaimer, paul Catanzerit and I did not sleep together last night, but I had the same voice in my head going, get up, get up, get up this morning. So five second rule. Count to five, jump out of bed. The other thing is interesting is Joe and I seem to always do the same. Just I don’t know if it’s a lawyer thing, but we’re always thinking the same. So I said, I’m going to just tell my story today. He told his story today. How many of you think his story is hilarious? I’ve heard it a thousand times. I think it’s so hilarious. But our story, when people tell you stories, it’s meant to inspire you and also motivate you to action. And hopefully this could do that, too, because we got some funny stories.
We should really do a training class called all the Things That Went Wrong while I was going to RVP. It would be freaking hilarious. Okay? Like, I remember I threw up in a client’s house. Fortunately, I didn’t do it at their kitchen table, but I was at their kitchen table writing a policy, and all of a sudden, I started getting sick, and I was like, excuse me a second. I just got to go to the bathroom. Went to the bathroom, threw up quietly, stole their toothpaste, cleaned up my mouth, came back out, finished writing the policies, and then went on to other appointments. Like, you know what I mean? I didn’t go. I got to go home now. We just finished up and did what we had to do. I was at another client’s house. I kicked off my shoes under their table, and I was sitting kind of like Indian style at their table, right?
Then when it comes time to leave, I put my foot down. I’m looking for my shoe. I’m like, where’s my shoe? Their dog took my shoe, ate the shoe, right? So now I’m kind of like, I got a cop to this, right? So I’m like, yeah, I don’t have a shoe. So I walked out of there like this, right? No shoe. Went to payless, got another pair of shoes, continued doing appointments. I mean, you got to decide that you’re just going to do whatever it takes to win. Let me ask you guys a question. And some of you know this, so it’s not a trick or anything, but can you think of anything that you wouldn’t do? Forget immoral and illegal, because I would expect all of you to not do that. Okay? But can you think of something that would prevent you from becoming financially successful here?
Whatever it might be, time constraints, family not willing to make the phone calls. If there’s something in your mind that you could think of that would make you not pursue this to RVP and get a ring. You’re not ready for RVP, because it’s really got to be at some point, you got to say, I don’t care what this will take. I don’t care how many hours. There was a lady at the Women in Primerica. She said, if you want to buy things without looking at the price tag, then you better work without looking at the clock. We’ve got to just get to a point where we say, no matter what happens, amina I’m doing this and doing this and doing this until the job gets done, and nothing should stop you. So on our trip to RVP, we got in the business in 1996, was our first full year with a license.
I was an attorney at the time, and I was a litigation attorney. So that means were always in court yelling and stuff. So that is not a nine to five job, okay? That’s nine to whenever the job gets done. And then at night, we would go out on appointments and on the weekends. So were three years part time. And then I realized, Gina Penn actually said to me, I think you should go full time. And I was like, I’m only making, like, $18,000 a year. I’m going to give up my $100,000 a year job as a lawyer to come full time. She’s like, yeah, you’re ready? So I went in on Monday, and I quit my job. I didn’t think about it. She’s got a financial interest in my success. If she’s telling me it’s time to quit my job, then she knows something more than I do.
Vito and it was like, all right, I’m going to go quit my job. Then I quit my job. And Joe did do our Op meeting. In fact, I’m sitting in the Op meeting going joe Cardino. That’s weird. I have a case against a lawyer named Joe Cardino. I wonder if it’s the same. So we quit our job after one year full time. We got our vice president promotion, and then probably for the next five to seven years, we really worked. Like, there was no physical possible way I could have worked harder. And I can honestly say that it was all day, every day, weekends, nights, late into the night, stuff like that. So there was a bunch of things that we did wrong, and then there was a couple of things we did right. And this thing isn’t, oh, I’m flipping it the wrong way.
Okay? So I just want to punctuate this story with a couple of small things that I think we did right. Listen, every time you do something, you should ask yourself, what did I do right? And then, what could I have done better? And that’s how you’re going to grow, okay? So here’s what I think we did right. Number one, you have to have 100 rolling contacts to call guys. You got to have people to call. You can’t have two or three freaking numbers that are crumpled up on a piece of paper on your dresser somewhere, and you keep calling the same dead three numbers, and you’re wondering, well, why don’t I have any appointments? Why isn’t anybody coming? This guy told me he was coming. He’s not coming. He’s not coming. Okay? You’ve got to have a ton of numbers to call so that as you’re calling those numbers, they’re falling off.
You’re adding more numbers to it. How do you get 100 rolling contacts? Well, you could pick up ten numbers a day for the next ten days. Isn’t that 100? Okay? And there’s your hundred. So it doesn’t take. Wow, I’m going to spend the next year getting 100 contacts. No, man. Get it done really fast so that now, as you’re making your calls, people are coming off because they either buy or die. And then people are coming on because you’re picking up the numbers. Does that make sense? The second thing is work. When you’re scheduled to work you’ve heard that, right? Somebody said that today. But here’s what that means. How many of you have ever had your night booked with appointments and they all blow out? Anybody ever have that before? Right? We’ve all had that. Isn’t it tempting to just be like, oh, awesome.
I could catch up on Netflix right now. Maybe I could take a shower. I could go see my mom, whatever, okay? You cannot allow that to happen. If you were scheduled to work, your butt needs to get on the phone and make appointments. You have to work when you say you’re going to work, especially if your family is watching, because here’s what they say. He said he was supposed to work tonight, and he’s not working. So I guess this work thing isn’t really important. You’re killing your credibility with yourself, Dave, and with your family. You can’t do that if you’re supposed to work. So that’s really important. I really feel like that was one of the little tiny things we did that kept our business going. So that when I came full time and gave up my $114,000 a year job, were able to turn 18 into 50 to 100 and then keep going.
Number three, influence your belief by doing what most people won’t, okay? Like continuing appointments after you threw up, losing your shoe, driving to I remember. I do pit bull rescue. Also, I love dogs, and I really love pit bulls, and I’m always doing something with pit bulls. My first pit bull was given to me by a client. This is how it all started. I’m at their house. This cute little puppy is running around. I’m like, this is an adorable dog. He’s like, yeah, you want it? Somebody left him in my cab. I was like, I’m taking the dog, right? So I come home. I’m like, hey, babe, we got a dog. I’m all happy and I love that dog. He was like my boy. He died from cancer. He had this huge tumor in his jaw. It was horrendous. The tumor burst. He bled all night.
My house looked like a murder scene because I was trying to keep it from bleeding. Finally, around four in the morning, I realized, this is it. I knew the end was near. This was it. I took him to the all night vet. They put him down. And then we had a leadership school that day. And I called my friend Shannon Gut and I said, Shannon, I can’t drive. I’m covered in blood. I’m flipping out. You’re going to drive and I’m going to sleep in your car. And she drove me to a leadership school. Now, I could have said, I’m not going to that freaking leadership school. And you don’t have to clap. No, please don’t clap. What I’m trying to illustrate to you guys, you got to get a lot freaking tougher. Like, a lot freaking tougher. You can’t let every little thing that happens to you blow you out.
You can’t believe your feelings. Your feelings are just feelings. They’re not facts, right? They’re just your feelings. So you’ve got to just put it somewhere, get the job done, and then you can go and have your feelings, right? Shannon I cried the whole way. I slept. I cried. We did the school cried on the way home and then dealt with having him cremated and whatever. And then the last thing is well, not the last thing be your RVP’s number one player. Guys, let me ask you something. Think in your head. Who’s the number one person in your RVP’s base shop? If you thought of any name other than your own, you need to make an adjustment, okay? You need to make an adjustment. It would have killed me if I thought I wasn’t Jimmy’s number one person. It would have killed me when we would go to his full timer meeting, all these other full timers.
I got six appointments, Jimmy. I did eight appointments, Jimmy. I did three appointments, Jimmy. I’m like, I did 25 appointments, Jimmy. Because it was just like, there’s no way I’m going to let somebody else come in and be like, yeah, I beat her. No, that’s not how this works. And then the last thing is, you got to practice what you preach, guys. There’s a lot of broke Primericans. There’s a lot of people that are all flashing, no cash. You better knock it off. The worst thing that should happen to you at Primerica, the worst thing is that you get licensed. You never make a penny here, but you save your money, you become wealthy, you do what you’re telling everybody else to do, and you get it done. You become financially independent. That’s the worst thing that should happen to you here. You can’t walk around Primerica with a bunch of credit card debt and you don’t know what you’re doing.
Practice what you preach. Nobody likes a phony. Fair enough. Fair enough. We’re ready toughen it up a little bit because our last speaker is as tough as it gets. So strap it in. Okay. Good job.
