Executive TLDR
Growth starts with leading from the front and producing personally.
Get to the office and out of the Zoom-only mindset.
Build full distribution: recruit, sell life insurance, open securities accounts, and promote saving.
Compete with your top players to raise performance standards.
Constant communication and event exposure accelerate team growth.
Personal bonding (meals, trips, recognition) strengthens loyalty and culture.
Fully licensed reps can make a 90-day run to RVP and change their financial future.
Professional growth is driven by personal connections and consistent fundamentals.
Video Summary
In this high-energy leadership message, John Sendy Picone emphasizes that professional growth in the Primerica opportunity is built on strong personal connections, consistent fundamentals, and leading by example. He teaches that growing a base shop requires showing up physically to the office, competing with top players, building full distribution across recruiting, life insurance, and securities, and constantly communicating vision. By bonding with teammates through shared experiences, mentoring new recruits in the field, and reinforcing culture through events and recognition, leaders create momentum. Licensing, especially obtaining securities credentials, opens the door to accelerated income and RVP promotion, ultimately allowing individuals to transition full time and build financial independence through empire building.
FAQs
1. How do personal connections create professional growth in the Primerica opportunity?
Personal connections build trust, culture, and loyalty. By spending time in the office, prospecting together, bonding over meals, and mentoring in the field, leaders strengthen relationships. These connections increase accountability, production, retention, and long-term growth.
2. Why is leading by example critical for team building?
When leaders produce personally—writing business, recruiting, and opening accounts—they set the performance standard. Team members are more likely to follow someone actively in the field rather than someone managing from the sidelines.
3. What does “building full distribution” mean in this context?
It means doing everything: recruiting new reps, writing life insurance, opening securities accounts, and helping clients consistently save and invest money. Balanced production strengthens both income and team credibility.
4. How does competition within a team improve performance?
Healthy competition between leaders and top players raises standards. When teammates push each other to outperform, production increases and momentum builds throughout the organization.
5. Why are events and constant communication so important?
Events reinforce culture and belief. Frequent communication ensures new recruits stay engaged, understand expectations, and feel supported as they grow through licensing and production.
6. How does getting fully licensed accelerate success?
Obtaining securities licenses (such as Series 6 and 63) expands income opportunities. Fully licensed representatives can make aggressive 90-day runs toward RVP promotion and significantly increase earning potential.
7. What role does bonding play in retention?
Sharing meals, celebrating birthdays, recognizing wins, and taking trips together builds emotional connection. Strong bonds create loyalty and long-term commitment to the team vision.
Glossary
Base Shop – A local Primerica office or team unit where recruiting, training, and production activities take place.
Distribution – The combination of recruiting, life insurance sales, and securities production within a team.
RVP (Regional Vice President) – A leadership level in Primerica where individuals build and lead their own organization with higher earning potential.
Fully Licensed – Holding required state and federal licenses to sell life insurance and securities products.
Leading from the Front – A leadership philosophy where the leader actively produces business and sets the standard for the team.
90-Day Run – An intense production period aimed at achieving rapid promotion, often toward RVP.
Financial Independence Mindset – A commitment to building residual income and ownership rather than relying solely on traditional employment.
Empire Building – Scaling a large organization by developing leaders who duplicate systems and grow their own teams.
Transcript:
Speaker 1
Let’s go, let’s go. That’s what I’m talking about. So I’m gonna ask you really quickly, how many of you in here are passionate? How many, how many of you take this with urgency? How many of you have no excuses and how many of you are consistent? You know what that stands for? Punk. And that’s my husband. But it’s a punk in a really good way. Because you know what? He makes things move. And I constantly call him that with a nicer tone. But I’m going to take this moment to introduce to you the one and only my punk. I love him to death. John Pacone. Woo.
Speaker 2
Thank you. Beautiful. Thank you, thank you. Thank you, man. Hope everyone’s getting is having an exciteful event, man, I’ll tell you know, this is tremendous, right? You know, we got about 3,4000 people here this weekend. There’ll be more people here tonight, there’ll be more people here tomorrow, man. So you know what, put your seatbelts on, button it down, and you know what? Just enjoy the ride, right? You know what I want to do is guys, you know, I want to talk to you guys about, you know, basically fundamentals on growing a base. And while you’re growing a base, you know, you can make income too, with your own pen, right? You know, you gotta be the example. I’m a firm believer of being the example, right? And you’re gonna find some people are gonna follow you.
Speaker 2
You know, William Naranjo, you know, was talking about, you know, in the RVP meeting, right? He was talking, he was talking about, you know, everybody, you know, writing 8, 10, 15,000 in life insurance premium. Everybody, whether you’re a rep or you’re an RVP or senior vice president, Everybody, all levels, right? And you know, basically, right, you got to go in the field and you got to go in hard, right? So here’s just some fundamentals, right? We can’t get it. Okay, here it is. Number one, right? You got to get to your office. You got to get to your office, right? You know, you got to get out of the zoom world, you know, for the most part, right? At least get to your office once, twice a week, at least, okay?
Speaker 2
You know, especially if you got teammates that are in the area, you know, that are local to you know, like when any area to me is like within an hour and a half away, right? You know, you got to get to the office. All right? So that’s number one. Number two, all right, you got to be in the game personal and Leading from the front. Lead by example and complete. You know, you got to compete with your top players, right? If you see, you know, they just did recognition, you know, one of my players took number one and under rvp, all right? Pete Kandanoff, you know, and you know, his upline, you know, me and Cindy, we took number one in rvp, okay?
Speaker 2
Me and him will compete with each other, you know, I happen to beat him this time around, you know, and I let him know about it just right now, you know, See, that’s. I want him to beat me. I want him to beat me. I want my teammates to beat me. If they beat me, I know they’re working hard because I know I work hard, you know, so that’s the name of the game, right? You got to build distribution. You got to do everything, right? Not just recruiting, not just life insurance, not just securities, right? You got to do everything. You got to recruit, you got it. You got to help people. Life insurance, you got to do securities. You got to do packs for people. You got to get people saving money, all right?
Speaker 2
You got to get people are supplemented to whatever they’re doing somewhere else, whether it’s their job or their bullshit Chop Swallow account or their ACORN or, you know, their TD Waterhouse, whatever the hell, okay? Or their bitcoin nonsense, right? You got to get them on saving money per month, right? You got to sell them, show the value of them doing that, all right? Number four, okay? You got to constantly keep talking about what you’re doing. You got to constantly keep talking about what’s going on in a base shop, all right? You have to do that, okay? You got to constantly reinforce, all right? You know what you’re trying to sell to your teammates and what you’re trying to sell to your clients, okay? You got to constantly keep talking about that and sharing that, you know, that value. You got it?
Speaker 2
You got to show your leaders that you’re working, right? You know, once a week, you know, we post in our group, me, you know, what everybody’s been doing for the month so far, right? So you got to show post to the leaders every week. They need to see proof that you’re working, okay? They need to see that you’re in the game, all right? And you’re playing in the game, you know, not just trying to manage the game, you know, from the dugout, right? You have to show them even a game, okay? You got to get new people to buy into what’s going on. You know what you’re doing in your base shop, right? Especially if you have a lot of positivity. Like, there’s a lot of strong leaders in this group, right?
Speaker 2
And I know they talk about, you know, to new people, you know, what the team has going on, what the base shop has going on. That’s what you got to do. You got to keep constantly. Constantly being the loudest voice and someone new here, okay? So that. This way, you know what? Maybe, just maybe, okay? You know, you got a recruit that wants to get licensed, and after they get licensed, you know what? You know, they actually want to go out and work this business. Number seven, right? You got to communicate with everyone, especially the top players, right? You got to talk to all your teammates, right? You got to call them, if not every day, at least every other day, right? You got to ask them what they. You know, what they have going on.
Speaker 2
You got to ask them if they need help, right? You got to communicate. You have to. Okay? You know what I’m saying? You know, new people are not going to just move, okay? You know, without a little bit of help, especially in the beginning. You got it? You got to invite people to events. You got to invite people to leadership school super Saturdays, events like this, right? Conventions, okay? You know. You know, you. They. You have to get them to events, right? You got to go out prospecting together. You got to go out and spend time together in the field, right? You got to show them, okay? Especially a new person, right? You know what you’re doing out there. You know, you’re shaking of hands, you’re meeting people, okay? You gotta. You know, they got to borrow your confidence, all right?
Speaker 2
You know, I’m huge at talking with people. I love to talk to people, right? I’m great at shaking hands with people. I love introducing myself to people, right? You know, you get out there and do that, you know, with your new teammates, you’re gonna see how your business moves. Number nine, okay? Breakfast, lunch, or dinner, you know? You know, you know, with your teammates, right? To bond, right? You know? You know, you gotta do that once in a while, no matter what it is, okay? You know? You know, we just took out, you know, one of our teammates, right? It was, you know, Chanel. Chanel’s birthday a couple of weeks ago, right? Chanel Bailey, right? You know, Tariq, right? There are a couple of the top players that we have in our base shop, right?
Speaker 2
You know, so we broke bread with them a couple of Saturday nights ago, right? You know, you know, to show our love for them, to show them how much we love them and how much we care for them. You know, you gotta do that, right? You know, maybe it’s not. Maybe, maybe not a dinner, but maybe sometimes a lunch, maybe sometimes a breakfast, right? You got to do that. You got to have that bond, you know, with your teammates and your players, right? And we even do trips sometimes, you know? You know, together, right? You know what I’m saying? There’s, you know, there’s a way that you could do things right, that you can create excitement, keep excitement, all right, and build a big business. You know, I want to give a shot, a shout out, right?
Speaker 2
You know, they’re saying to, you know, one of the new plays that we have in the base shop, okay, guys, you know, he’s actually on Chanel and Tariq’s team, you know, a gentleman by the name of Manny Depas, okay? You know, he just got, listen to this, right, guys, six months into business. He got fully licensed. Fully licensed, right, with a 6 in 63, right? He’s securities license, right? And I think his first. His first week out of the gate, all right, with the securities license, he did like seven or eight new accounts, okay? So, you know, there’s an example, right? You know, what you talk about happens, right? And what you show people, you know, it grows, right? So, you know, that’s because of, you know, they’re talking about what we do.
Speaker 2
You know, we’re excited about him, you know, right now he’s a full time. He’s a full time nurse, right? You know, just getting away. He’s getting ready to, you know, you know, to walk away from that, I think, over the next couple of months, right? And, you know, we’re getting him ready so that this way he can go full time in Primerica and not think about any freaking job ever again, okay? Because that’s the idea, right? Because, you know, you heard the real estate agent story, right? And Tony and Shelley’s team, right? You know, he comes into business and, you know what I’m saying, all of a sudden, him and his wife, right, Six figures, you know, going to RVP tonight, right? I mean, you know, you got to give people an opportunity and a chance, you know, you have to, right?
Speaker 2
So we’re excited about him. And, you know, listen, you know, we’re going to work with him even though, like, he’s not direct us, right? But we’re going to work with him like he’s direct us, right? Because we wanted to succeed. And you know, what the idea is, you know, just like a lot of other people in the base shop. The idea is for him, okay, to go to RVP as soon as possible. As soon as possible, okay? Because you know what? When you’re fully licensed, you can make a 90 day run, okay? If you’re willing to go out there and work hard and you can go to rvp, all right? And that’s when this business really starts. That’s when the big money starts coming, and that’s when you start building empire. So, guys, listen, man, super excited weekend.
Speaker 2
Proud to be business with everyone, man. Love you guys. Can’t wait to see everybody at the top, man.
