EXECUTIVE TLDR

• Loving Primerica means doing the full job — not half

• Buy term and truly invest the difference

• Never leave a client without investments set up

• Service your clients consistently — it’s not one and done

• Use FNA and CRM to uncover opportunities

• Don’t wait for your license to do the right thing

• Protect clients from misinformation about IULs and retirement accounts

• Conviction attracts clients — belief sells

VIDEO SUMMARY

In this high-energy message, Maggie Padilla challenges representatives at Primerica to raise their standards and stop doing half the job.

She opens by expressing gratitude for being part of both the VIP and Crusaders teams and emphasizes that when you are poured into by great leadership, you have a responsibility to win. Loving Primerica, she explains, is not just about enjoying the culture — it’s about doing the right thing 100% of the time.

Her central message revolves around the core philosophy of Buy Term and Invest the Difference. Maggie shares her frustration that many clients she visits only have life insurance policies but never had the difference invested. No mutual funds. No IRAs. No emergency accounts. That, she argues, is incomplete service.

“If we say we love Primerica, why don’t we do the whole thing for the client?”

She explains that failing to invest the difference leaves clients vulnerable to misinformation — particularly around IULs and whole life policies heavily promoted on social media. She shares a real example of a former Primerica client who was never serviced, later purchased an expensive IUL policy, and believed Primerica “didn’t offer investments.” Proper follow-up could have prevented that.

Maggie emphasizes several key systems:

• Set up investment accounts immediately after life insurance approval

• Always separate the difference — even if you’re not yet licensed

• Ensure clients have emergency funds, IRAs, and accounts for children

• Use ECN and back-office systems — Primerica is structured to prevent mistakes

• Automatically set up 5–10% increases for investments

• Always complete a full FNA (Financial Needs Analysis)

Drawing from her nursing background, she compares skipping the FNA to a doctor treating a patient without reviewing medical records. Without full information, you cannot properly help the client.

She also stresses customer service and ongoing follow-up. “It’s not one and done.” Clients must be contacted, serviced, and educated consistently. CRM tools and company updates provide ongoing opportunities — if reps choose to plug in.

Her closing challenge is clear:

Stop being selfish.
Stop waiting for licenses.
Stop doing half the job.

Be convicted.
Be plugged in.
Be the standard.

FAQS

What does “doing the whole job” mean?
Setting up both term life insurance and properly investing the difference through mutual funds, IRAs, and emergency accounts.

Why is investing the difference critical?
Without investments, clients are left incomplete and vulnerable to expensive alternatives like IULs or whole life.

What is the FNA and why is it important?
The Financial Needs Analysis uncovers financial gaps and opportunities. Skipping it limits your ability to serve properly.

Can you help clients invest before being licensed?
Yes. You gather commitments and ensure the plan is structured so investments are opened properly once licensing is complete.

Why is follow-up essential?
Lack of service leads clients to seek advice elsewhere, often resulting in poor financial decisions.

GLOSSARY

Buy Term Invest the Difference (BTID) – The strategy of purchasing affordable term life insurance and investing the savings into growth accounts.

FNA (Financial Needs Analysis) – A structured review of a client’s financial situation to identify protection and investment needs.

CRM – Customer Relationship Management system used for tracking client service and follow-up.

IUL (Indexed Universal Life) – A permanent life insurance product often marketed as an investment alternative.

Emergency Fund – Liquid savings set aside for unexpected expenses before investing long term.

Conviction – Deep belief in the mission and products, which drives authentic client conversations.

Video Summary

00:00
Good morning, everyone. Good morning. Awesome. Awesome. I just want to thank God, first of all, for having us here. And I am blessed. I am so blessed. I don’t know who else has this uniqueness to be in two awesome teams. I am part of the VIP team and also the Crusaders team, right? And both team have poured so much into me. How can I not win, right? And what I do is I say, well, I gotta win, because then I’m doing a disservice, right? And number two, I love Primerica. Who loves Primerica? But why do you love Primerica? Is it because it’s fun when we’re here? It feels like family when we’re here, or is it because we do the right thing 100% of the time? All of the above. 

00:49
But if we do the right thing 100% of the time, we go and we believe that we came in here for that, why don’t we do the whole thing for the client? Why do I say that? I say that because since I came into this business, I bought into get all your licenses, learn the crusade, become the crusade, protect your family. Invest the difference, and really invest the difference. Because of Primerica, I was able to purchase with me and my husband. I want to also shout out to my husband, who’s my support. My support. Let me tell you. Let me tell you. The other day, I did have done a challenge. I said to David Kim that I was gonna work more in the office and that I was gonna get another car. And I did. And everything came with challenges. 

01:34
The three cars had issues. Would you believe that? And I’m like, I can’t believe I even had to walk when my car got stuck. I’m like, how does that happen? Right? And then I said to my husband, you don’t have to come with me on Monday, because I’m gonna do it. I’m going to be more time in the office. And then when I got to the office, I’m like, I have to park the car. I have to get my own lunch. So I was like, oh, my God. I do all this stuff, right? I got to carry everything. I’m like, he really plays a big role here. And I had to put gas in the car. All right? So that was how that went. But I’m still a trooper, right? 

02:05
But when I want to talk to you, one of the things that they call me, Pac woman, right? Because I believe in the crusade, right? But I’m going to tell you, a lot of time, I’m a little bit disappointed because a lot of time I go and visit and I meet clients and they only have life insurance with Primerica, and the difference is not invested. And the person never spoke to them about the difference. And then we’re not doing the full job and we say that we love Primerica. That’s why I’m going to show you about, by term investor difference, but in a different way, right? I always have challenges with the clicker. So is the middle one, I suppose. Oh, my God, that’s so beautiful. Right? So we help families, right? 

02:47
But what I want to get to, we understand that we protect families to make sure that if something happens to them, they’re good, right? But we’re not betting that they’re going to die, right? We’re all going to live. So we got to make sure. And I want to shout out to my team, because one of the things that we do, they all, even though they’re going to the licensing process, they all make sure that the difference is invested. For these clients, they do an appointment and they already know to separate the difference. I love that. Because that’s what we’re here for, right? Because otherwise, when you don’t do that, you leave the door open for people to be taken advantage by the IUL and the whole life. And we, when we see a whole life, we want it. 

03:26
We like, okay, we’re ready to kill it. But then you don’t help them completely. Don’t be selfish. Make sure we do the right thing for the client, right? And so I’m showing you why it’s affordable. Life insurance is. Life insurance is not. You know, because of that, now we really have to really be more on the crusade because there is a lot of social media out there saying the wrong thing to people. Last night I was on an appointment on a zoom with this guy that he is convinced that 401ks and IRAs and all these things, and they brainwashed him like I couldn’t. You can’t believe. And I said, you know, you gotta come to our office. I said, listen, I can’t help you if you just believe everything without having the facts, right? 

04:09
But if you come to our office, we’re gonna show you the difference, right? And making sure that we protect them. And we also want to make sure that they become the owner, right? Because life insurance, something bad has to happen, right? And so I’m just gonna go through here quickly because I want to show you why this is what we do when we go help a family, right? I just want to show you this part over Here. Where? Where? When you do a life insurance, right? Especially if you’re new, right, and you just got your license. Don’t worry, Primerica got your back. Primerica is dummy proof where you cannot make a mistake and give someone the wrong investment. You don’t have to worry that the market, they’re gonna lose. That’s not gonna happen because Primerica got your back. 

04:54
But if you don’t believe that and you don’t know that, you know, how come you don’t know that? Because. Because you are not a crusader. You probably don’t own the product. Because yesterday I was sitting with a client and she says, no one wants to get life insurance. I said, you don’t have life insurance. You don’t believe in what you do. If you don’t believe, how can someone believe? You want to have people do stuff that you’re not willing to do. So, no, you’re not going to sell anything that you do not believe. When you believe, people will come to you. How do they come to me? Because I believe in the crusade. They come in when I talk to them. So as soon as you do your life insurance, right, and your license, it’s gonna say, let’s open the account, right? 

05:34
Just like that. And it brings you right in. And all the information is like copy and paste. How simple is that? And if you don’t have your license and the client gave you a commitment of $400 or $300, your job is not to use the whole $300 for the insurance. Your job is to make sure you have an emergency account, mutual funds, IRAs for that client. And if they have kids, then the kids. When I go to a client’s house, in average, I do four to five account. What I say is, no client left behind. Because there’s no way that a client is going to call me later and they’re going to tell me what happens when the term ends and when they call me and they say that I’m there and please do me a favor, do service for your client. 

06:15
It’s not one and done, and I’ll see you never. Because every time I visit. Yesterday Giusette replaced the policy from a Primerican. It was the client had Primerica before. Never heard from the agent again. So she went on social media and she saw something sounded good. She goes, this Primerica doesn’t have anything. And she bought an IUL paying $400 a month because she thought she had investment. And when she gets in, she’s like, oh, my God, now I have to Come. Does she have Primerica before? And I got to talk to her. How else in Primerica is. And she was able to do that because we learned to call the company. She did that. And she already set up the appointment for me to invest the difference for the client. You see the difference? She said, what time are you available next Saturday? 

06:58
No problem. Right away. Set up. This is what’s going in. The client already knows that this is what’s happening. Don’t leave it and say, oh, when I get licensed, I’m going to do it. No, you’re not. Don’t do that. Because it’s like a virus. We protect our computers, but we don’t protect our client. Your clients are going to be your referrals. They’re going to refer you. Client. Customer service is the key, right? You always got to make sure you’re doing customer service. So it goes this simple, right? Simple step to set it up. Easy key is so simple, right? Pick a fund, whichever your office is using. Learn that. And what I used to do was just. I used to use Franklin or Legg Mason when it was the three approach, right? That. That’s all I did. And always do me a favor. 

07:39
Make sure you set up the 10. The 10 increase on the client or 5, whatever, but set it up always because you want their money to. Also for them to have more money. Just like we do with the life insurance. It’s automatically right. And this is how you do it. In case you don’t know how you do it, right? In case you. You are already licensed, right? Or you already did the life insurance and you’re like, how do I find my car? You go on EC keys and you. They have a policy. Everybody should have a policy, right? And it shows you what to do, how many funds you could have there. Like do your little homework, do your justice and say, well, I didn’t help the client. Go back CRM, right? And utilize Primerica does so great for us. 

08:16
And you know what? Primerica. Don’t you get those messages from Primerica? They have this on investment. They have that, right? You get that I. Every time if I’m. I click on it, even if I go on for 10 minutes or whatever, I learn something. I just. I’m doing a rollover for about $300,000 because of something that Primerica. Even if I’m doing the dishes, I’m going to listen to something CRM. We don’t have time for it all. But you do have a minute. And I went and. Because something also MIP and Jeannie Moresky does a great job as well. And I went into the fna, something like I do. I’m an FNA freak. I love FNA because I was a nurse. And I tell you this. 

08:57
If you go to the doctor and the doctor says to you, I’m sorry, I do not have your records. Do you remember what happened the last time? Would you go to the doctor? No. So why do you do that to your clients? Why do you do that to your client? You don’t do the fna. How are you supposed to find money? So we did this rollover because the things that I learned, little questions, little things that were like, oh, I didn’t even realize that, right? Primerica is awesome. But if you want Primerica to be awesome and pay you the big money, you got to plug in and you got to believe and you got to be convicted and you got to do the whole job. Stop doing thing half. 

09:34
Don’t be that person and don’t be selfish and think because you don’t have the license, you got to wait. Don’t let that. They don’t have to wait for you. Do it and later you get your rewards. Okay, thank you very much.