Executive TLDR
Primerica recruits heart, not resumes.
Prospect everyone and work the numbers.
Call your numbers immediately and double-book guests.
Partners should build together for maximum leverage.
Obsession and full commitment drive success.
Video Summary
In “From Prospects To Partners: How To Build A Winning Team,” Anthony McKenzie and Nicole McKenzie explain how to transform raw prospects into committed business partners within Primerica. Nicole emphasizes that Primerica looks at heart, dreams, and desire—not resumes—and teaches that recruiting is a numbers game fueled by consistent prospecting and curiosity-driven invitations. She stresses calling leads immediately, double and triple booking appointments, and inspecting what you expect. Anthony reinforces the power of partnership, encouraging couples to build together both privately and publicly, leveraging shared goals for accelerated growth. He also highlights operating in focused 90-day cycles, exceeding minimum standards, and adopting an obsessive commitment level to outperform the average. Their core message: consistent recruiting, disciplined booking, and united partnership turn prospects into long-term leaders.
FAQs
Why does Primerica focus on heart instead of resumes?
Because attitude, desire, and coachability matter more than past job experience.
What does “don’t let numbers go stale” mean?
Call prospects immediately after collecting their contact information.
Why double and triple book appointments?
To protect your schedule from no-shows and maximize productivity.
How can couples build success together?
By aligning goals, sharing responsibilities, and building as business partners.
What is the 90-day cycle strategy?
A focused production period designed to create accelerated results in a short time frame.
Glossary
Prospecting
Actively meeting and inviting new people to learn about the opportunity.
Raw Materials
In Primerica, people—potential recruits and clients.
Inventory
Booked appointments with guests and prospects.
Inspect What You Expect
Holding yourself and your team accountable to measurable standards.
Part-Time With A Full-Time Mindset
Approaching the business with full commitment regardless of schedule.
Transcript: So just a little back story about me, for those of you who don’t know, I’m Nicole. I work in a partnership with my husband Anthony. I am part time in the business with a full time mindset, right? Right? So, I just want to talk to you guys a little bit about building an empire. So, you know, we’re in the greatest opportunity out there, right?
Here in Primerica, we get to look at people’s hearts. Normally you go to a job, you come with what? A resume, right? All your skills, all your past work experience. Here in Primerica, we don’t care. We look at your heart. Who you are as a person. What are your dreams? What are your goals? What are your desires?
You know, it’s so amazing that we’re able to do that here in Primerica. But in any business, you have to have, you know, raw materials, right? And here in Primerica, our raw materials is People, right? So how do we get people? Prospect, right? Talk to everyone. Guys, even the people that may not look like they got it all together, they know somebody that got it all together.
Every dud knows a stud, and every stud knows a dud, so we got to find those studs. Have the mindset that everyone that you talk to is going to be your next RVP. Remember, it’s a numbers game, so work the numbers. And the best thing is, you know, you ever heard of curiosity killed the cat, right? Don’t give away too much information.
When you’re here prospecting these people, just give them enough that they want to come and find out what it is. But don’t tell them the whole Primerica story. Give them enough curiosity killed the cat. So next thing, after we have our raw materials, we have to take inventory. Our inventory in Primerica is booking appointments.
Don’t let your numbers go stale. How many people here have numbers and they don’t call them right away? Call your numbers right away. You didn’t put that much time to go on the street, to go prospect, to go talk to these people, to get the number, to not call them? Come on, call your numbers guys. Be sure to double and triple book your appointments.
Your time is valuable. You can’t be going to the office, sitting, waiting for one guest to show up. They’re not coming guys. That one guy you count on, they’re not coming. So double and triple book your guest invites. Guys, keep the call simple, practice what you say, and you’ll do the same thing every time.
Primerica is very simple. Keep it simple. That’s all you got to do. And lastly, inspect what you expect. Primerica can give you everything and more, but you got to give it all you got. If you’re not giving it all you got, you can’t get what we got here. You can’t get what the RVPs got, what the 200, 000 earners got.
You have to give it your whole shot, whether you’re part time or not. That’s why I said part time with a full time mindset. Because you gotta give it everything. So I hope you guys got something out of that. That’s all I got for you. Proud to be your teammate. Let’s keep rocking and rolling, guys. See you at the top.
Okay.
Guys, are we excited? So my first district. So let me, let me break this down. So if you guys in this business and you have a partner, remember you guys sleep on the same pillow, you have dinner together, guys, you got to get your partner in the business. I couldn’t see all the success I’m getting is because of her.
You guys see me most of the time, but she’s full time. All the success we’re getting. So what we focus on, we focus on building. So just like when you are partners together in private, be a partner in business. In public. You guys can make this thing work, but you just gotta give it everything you got. Focus on getting more than what’s expected.
Ten was the norm, not anymore. Taji, blow that all the way out of the park, right? Double digit used to be ten. I’m pretty sure I’d blow that out of the park, myself. So guess what? Focus on getting a lot. More is merry. The short term, long term goals that you have, that’s good. Go on a 90 day cycle where you can maximize your time and get more result in than the average person.
Obsession, oh the bum is going out. Obsession, will give you success. Passionate people falter by the way. That’s all I got for you guys. Time.
