Ever feel like you’re stuck in a rut, trying to build your Primerica business but not seeing the results you want? You’re not alone. Many reps struggle with finding the right momentum and direction to truly succeed. But what if you could change that? What if you could learn from someone who’s been in your shoes and found a way to thrive? That’s exactly what Xiomara Li shares in this powerful session. It’s packed with real stories, practical tips, and the kind of motivation that can transform your approach to the business. If you’re ready to break through the barriers and take your Primerica journey to the next level, this is the video you can’t afford to miss. Watch it now and discover the insights that could be the game-changer you’ve been waiting for.
Video Transcription:
What’s up, guys? All right, so, I don’t know.
Let’s give it up for Keith, guys, right? Real quick.
Thank you, Keith.
I don’t know, but the energy seems to be, like, on this side of the room.
Am I right here? Does this side have energy? Let me hear you guys right? Or am I wrong? Could it be this side one more time? This side over here? You guys got energy over here more than these guys.
How about you guys? Over, right? Good.
All right, guys.
Thank you, Keith and Dee, for having this incredible event.
I’m going to jump into some pictures.
That just kind of tell a little bit of our story, if that’s okay with you guys.
As you can see here, Glenn has bifocals on.
This is like years ago.
That’s our Dragon mascot, right, George, you know Corey, right? And Glenn and I met in Primerica, which is crazy.
I started here at 18 years old, had no financial background.
Any 18 year olds in here? Anyone wish they were 18? Right? No financial background at all.
And Glenn started at 23 years old.
He was like a light and sound technician.
And what’s crazy is Glenn’s parents would drive him around.
True story.
Harvard, Yale, Princeton.
And they’d go, this is where you’re supposed to go.
This is where you’re going.
So imagine Glenn drops out of college and starts primerica, right? It was like, what are you doing? So I’ll kind of walk you through a little bit of our history.
And then we met in the business.
Glenn and I both met in the business.
And we had to learn really quick how to work together.
It took a little longer, but we had to learn how to kind of.
It was like two lions in a cage.
And Glenn’s a little.
Could be a little brutal in a nice way.
He’s got that Chinese chop you haya, right? So I had to learn really fast, right? I go, oh, my God.
So we had to learn how to work together.
But I had to also learn there’s a different kind of primerica.
There’s the primerica that people.
We high five each other.
Which is awesome.
And I love the locker room talk that Achung just did.
Because that’s also a different level of primerica.
It’s what it is that you want out of this business.
Does that make sense, guys? So this is us starting over here.
This is Carlos and Glenn.
You could see a young Carlos.
He does not age.
That was like eons ago, right? And I want to show you this picture.
Not because of the number one and the number five.
Okay? The top whatever, right? Because these guys competed.
These guys competed.
First of all, Carlos.
Like, Carlos and Sarah, to us, they’re just incredible friends, but you got to get around someone who’s not a whining buddy.
You got to get around a winning buddy.
Some of us get around, like, whining buddies that they start complaining and, oh, did you hear this? Did you hear that? We don’t have time for negativity.
We got one way to go, and that’s up, right? And so you got to get around people that sharpen you.
And I could tell you there’s so many stories that Glenn has where Carlos would make a call, invite three people, then Glenn would go invite four, then Carlos would invite five.
You need to be around people like that.
You need to surround yourself with people like that.
So thank you, Carlos and Sarah, for that.
Let’s give them a hand, right? Because they’re just incredible people, and it’s exciting to see what’s going on.
But this is Glenn.
We go to Glenn got to speak.
I believe this is Boca Raton.
And I was just a sideline, and Glenn, to me, was kind of that just.
We were just friends at that time, or sidelines.
But I remember sitting in the audience and going, oh, my God, that’s Glenn.
He’s up there because he gave us hope.
And Danielle tells a story of, she would walk by the mailroom, and he would say all the worst things, like, he couldn’t invite anyone.
So, to me, Glenn was that underdog.
He was the guy that proved if you work hard, good things happen, right? And so were just so proud to watch him up there.
This is me.
This is at a diplomat trip, winning on my own code, which was pretty awesome, actually.
I got the green jacket at the Boca Raton, which is today the equivalent of the future, and then this is us kind of having that little identity.
Right? Pushing for.
I’m going to show you guys some pictures.
I want to show you guys this quick, because at this trip, I remember I heard someone say, are you clapping for people, or are they clapping for you? And I sat down.
I’m like, oh, my God, we’re clapping, which, you want to clap.
You want to do all that? But it was crazy because I thought, we get no recognition when we go on these trips.
How do we change that? So, how do we go from the back of the room to the front of the room? Right? And those are questions you want to ask yourself and work towards that.
So Glenn and I, we sat down, and this is great for partners in here.
We sat down and we wrote, what do you like about the business? What do I love about the business? And, like.
And what don’t you.
How can I help you? What can I do so we can take this thing to the next level? And we really started to work on our strengths, right? This was a picture.
I had to take it out for partnership dissolvement purposes.
I just zoomed in.
Okay.
But anyhow, this here.
I don’t know if you remember this, Keith.
It was way back when someone got their SNSD plaque.
And were like, we need a picture with that.
And you got to have your goals and dreams up whatever it is that you want to get.
You got to make sure you have that up.
So this was just picture of Keith and Glenn taking that picture.
You see Shelley over here, right? Shelley? And then this is us getting, I think, our first MVP.
We still have that.
So thank you, Keith.
This is my father in law.
My father in law, Glenn’s appointment.
Glenn talked about it earlier where they helped them save 700, $800 a month.
My father in law literally said to Glenn, Keith can do Primerica, but you can’t.
Like, you shouldn’t do Primerica.
He can, but you can’t.
Can you believe that? Right? And Glenn goes, I’m doing this.
And today, my father in law, guys, he’s fully retired.
He has a checkbook.
True story.
And we retired him years ago.
But he went to.
In our wedding, he came over to Keith and he goes crying.
He goes, thank you for not giving up on my son.
Thank you for showing my son.
Because think about it.
Today, it’s not anyone else.
The job didn’t retire.
My father in law, my in laws.
It was primerica, guys.
So that’s him, by the way.
He prospects.
He does all that stuff, right? This is our wedding.
We paid for our wedding cash, which was awesome.
I have a lot of friends.
They got into debt.
But to me, that was just awesome.
And I wanted to get married by God.
That was important to me.
Socials, I think socials.
You want to have an environment.
I love this part of our business where it’s issue free drama.
Free.
Issue free drama fiend.
You want to be an issue free, drama free person.
And it’s important not to hold on to things.
Crap is going to happen, but let it go.
You can’t hold on to that stuff.
So we have parties, socials, and anytime Glenn can get on the floor after a few drinks, everyone’s, like, having some fun, right? I want to show you this picture because Keith and Z, they moved to Florida.
And I’m not kidding you, there were times, many times, for us to go stay close to the power source.
We flew to be with them and we will go, hey, when are you guys around? When are you guys.
I could tell you that Glenn will call Keith for everything.
What car should I get? What about this? What about we? And especially while were, because, guys, don’t forget, in the beginning, you’re a glass.
You’re a glass maybe filled up, but you need to be a pitcher.
You need to make sure that you’re pouring into other people.
Right? That you’re that.
But in the beginning, were just a glass.
We needed to be poured into.
We need to become a pitcher.
So not a picture, but a picture of something, right? So this is us with Keith and Danielle just picking their brain.
Always, I gotta say, and I know I have a lot of pictures of them because this is really a tribute to their leadership.
We wouldn’t be who we are without them.
And I don’t know what it is that he’s got like antenna where he knows where to be, when to be there for us.
And maybe he looks at the numbers.
I don’t know, because he’s been there and done that.
But I think that’s important with our teammates, right? Know where they are and help them.
Right.
Guide them through that process.
So Keev has always been cheering us on, and we appreciate that.
When I personally felt that, I understood this business was when I figured out it is a numbers business.
It’s not personal.
It is.
None of that matters, right? It doesn’t matter who’s to the left, who’s to the right.
It’s a numbers business.
Ten, four, one.
Right? You hear that all the time.
Eight, five, three.
You hear all these numbers, right? You hear the jar, you hear this? But it’s all in the big numbers, right? The law of large numbers in the shortest amount of time.
And we have a thing.
We say this, you could say empire Builders, you could use it for you.
But we go, dragons sell out everywhere we go.
And that’s the truth.
Like, everywhere we go, every op meeting, you’re not going to find zero guests.
Like, if there’s zero guests, we’re breaking into a power hour.
We’re going prospecting.
We’re doing something.
There’s got to be guests in the guys.
And so.
So we make sure we pack it out.
The convention’s coming up, guys.
The convention’s coming up.
Who’s excited about that a little bit, right? Right.
The convention’s coming up.
And this is a game changer.
We’re going to be at the Mercedesbenz Stadium, guys.
This is a game changer.
Right? So this event is a huge push point.
This is us getting MVP.
We got to spend a little time with Art and Angela, which was a huge dream.
This picture is an LV bag.
It’s not the LV bag.
We didn’t buy any of that crap until we had over a million dollars saved.
And I think that’s important.
Like Keith always says, save yourself broke.
You got to make sure you’re investing your money.
Save your money now.
Have fun, but invest your money, right? This lady is probably still a client.
She is.
But we also recruited her.
And I’m going to show you there’S a little bit more, guys.
It’s meeting with people over and over.
Some will, some won’t.
So what? You got to move on, right? And so we did this over and over.
And then it got to the point where Glenn and I did everything together.
Every appointment, whether I’m going in a KT, he waits for me in the car.
I run into a KT, or he runs into a KT, or we both go into the KT.
It didn’t matter.
We do this business 100% together.
And I like it that way.
That’s just our partnership, right? This is us throwing socials, barbecues, whatever you got to do to make it fun, right? We do Primerica idol, right? You could do, I don’t know, just create things that make it fun, where people learn, right? This is Keith again.
And this was cool.
Like, guys, it didn’t matter if Keith wasn’t going to be in New York, New Jersey, for three months.
Like, Keith, we need to run a contest.
And we used our upline, right? We made sure that’s our lifeline, right? And so Keith would come in and he’d be like, okay, I’m not going to get there till, like a month later or whatever.
We’re like, that’s okay, right? We’ll plan it in advance.
But he was always there, right? You got Wilma.
You see yourself Wilma up there, right? Oops, what did I do here? Sending it to somewhere.
This is Jimmy.
Where’s Jimmy? Jimmy? Somewhere in here, right? Jimmy, you got signing.
This is signing their RVP and SVP contract.
And this is Emma, guys.
Emma’s.
I think she’s my.
But Emma, you look at this.
She wrote this gold thing, which I don’t have.
This is so cool.
She goes, I want to be famous.
Like my mom and my dad and I want to go to Alliti’s events because I want to take all the recognition.
I like the recognition that Titi, which means, like, Keith and all the events that she comes to.
But think about how awesome that is that this business.
She’s a primerica child, right? And so, Jimmy, we’re super proud of you.
Super proud of what you’re doing now.
This is a grand opening we had.
And I’m walking you through this a little bit, guys.
If I could tell you, I didn’t even know what to do, like a grand opening.
I was so scared of everything, guys, that Keith had to help us with our grand opening.
Twice.
Keith lies down and he’s the one going, okay, because we’re frozen.
We’re like, what do we do? What do we do? And Keith is like, no, go this way.
Okay, do this.
Stand over here, right? And so, Keith, I’m showing these pictures, guys, because if it wasn’t, we can’t take the credit.
I know we did work, but we can’t take the credit because someone poured into us and some of us are pissed off at an upline that maybe wasn’t experienced at the time.
You got to be thankful.
You got to be thankful that someone invited you to an office, that someone invited you down to an opportunity that’s going to change your life.
Right? Don’t always feel so.
Not that anyone here feels entitled, but you’re going to make sure you turn entitlement and turn it into being grateful.
So it’s a great grand opening.
Pain is temporary.
Quitting lasts forever.
I don’t know.
This is me trying to get my Chinese in laws.
I love them to pieces, but they don’t hug.
I had to teach, learn how to hug, right? So I have them sit together, right? Because we do a lot of things with our family, but I have them sit together in Chinese New Year.
I’m like, you got to sit.
You guys want to hug? They’re like, no, we’re good right here, right? But my mother in law, she comes down to the office and she go, hey, yu, you don’t have the wing.
Where’s your wing at? Right? She knows what the ring is.
The primerica ring is, right.
I know that’s not that funny, but it’s funny to some people.
Glenn’s.
But they don’t say ring.
They say wing, right? But anyway, she knows.
She knows.
They come down to the office, guys, and people know.
They put their hand in their pocket because she’s going to say something to them.
My father in law will go in and he’ll say, oh, are you an RVP yet, George? He’s been asking me about you, too, by the way.
I just want you to know, right.
So are you an RVP? But I just love my in laws.
They’re the best in Laws on the planet to me, anyway.
I just love them.
Keith talked about this before we got a chance to spend time with Julie, Patty, who is like Patty and Dee, right.
Just hanging out.
I mean, I just had such a great time with these guys and being able to travel.
This is us at the, you know, taking pictures there.
This is where we hit our ruby ring.
And I don’t know, I just got to give a shout out to our team.
I know some of them are here.
Some of them are back in New York, New Jersey.
But I just want to say, we are so thankful for our team.
Right, guys? And you got to have that.
Chris, you said something earlier.
You don’t want to be the type of person that holds on to grudges, even with your team.
Let it go.
It’s not a big deal.
Let it go.
Right? That’s that.
This is some of the guys.
They take selfies.
That’s my Chihuahua, Lucy, in the background.
I take her everywhere.
This is us, guys.
You understand? We would sit all the way in the back of the Plains, and I’d be like, dang, what do those guys do? Like, they’re sitting in the front and they’re serving them food, and Glenn will be like, that’s not a big deal, CEO.
I’m like, it is to me, right? What do I have to do to sit in the front? Right? And this is so cool.
This is flying into Greece first class and just having fun.
I mean, just living life, right? You know that Dolce Gabbana commercial? Dolce Gabbana, no.
Yeah.
Where they have the rocks in the background.
This is at the Malfi Coast.
These are my pups.
Any rescuers in here? Right? My puppy rescuers, my animal rescuers.
I’m one of those.
And this is where we live now.
This is my Chihuahua, Lucy.
She knows as soon as she comes out of the car, the little diva comes out of the car and goes right into the building.
The concierge kind of knows her.
We bought a place in Manhattan.
One of the reasons that we felt like, my God, we can do this is because we saw our uplines do it.
We saw them have a house in Florida.
We saw them have an apartment in New York City.
I mean, guys.
And I’ll show you a picture of.
WelL, anyway, we just got to spend time with them at their lake house.
And this is free.
That’s freedom.
Not freedom.
Right? That’s freedom.
They have freedom.
We bought an apartment, guys.
I grew up in East Harlem, so this picture the place we live now.
I used to walk down from Harlem all the way down, and I’d go down Fifth Avenue, and I’d go, man, who lives in these places? Like, who lives in these buildings? This is crazy.
What do they do now? I could say we live there and they do Primerica, right? And then we grew up from the uptown, like, 70 blocks up, guys.
And it’s a little different.
Definitely a little different.
Right? This is our apartment.
Oh, guys, the City bank building.
I just told you where I live now.
The Citibank building is right across the street from us.
We used to go to those meetings for leg Mason or whatever investment specials that they used to do, or not specials, but meetings.
We just bought a place in Puerto Rico, and this is kind of the layout.
It’s being built as we speak.
This is the place of what it’s supposed to look like when it’s all said and done, but it’s primerica, and it’s the system.
It’s not us.
This is my bucket list.
Okay? This is on my bucket list.
So you got to turn whatever wish list you have into a checklist.
So me, this is what I want.
I want to be able to get on a plane and not stand on lines.
Anyone with me on that? Right? And I don’t know.
Lines make me twitch.
But you got to work hard for that.
But this is that next level, right, Keith? I mean, guys, before, were driving, I think, a Mercedes at this time.
The Mercedes are awesome.
We have one now, but at this time, Keith took us to.
This was in Florida.
I don’t know if you remember this.
And Glenn lost, like, a half a person in this.
No, you guys are us.
Keith took us to a dealership to look at cars, and one of the cars.
I don’t have that picture here was a Porsche.
So Keith goes, get in front, and, guys, do this with your teammates.
Keith goes, get in front.
Keith and Daniel get in front of the car.
And we took a picture in front of that Porsche, and we put it up.
Glenn, I think later that year, that next year, got a yellow Porsche that he liked, his 911 Turbo S.
I don’t really know too much about cars, but he got that guy.
So this is Keith and Danielle.
And every conversation, guys, is just the next level.
What do we need to do? We don’t tell them what we’re going to do.
We ask them.
What do you guys think about this? What do you guys think if we did this move, why? They’ve been there and done that, right? This is freedom to me.
We got to go hang out.
We got a funny story about Bailey.
We can’t tell that now, but we got to go to their place, guys.
And to me, I watched, I saw, like, freedom.
I saw where they’re not, I mean, guys, I’m not kidding.
They’re not worried about anything.
Their life is awesome.
Classy.
I wish you could see because you get them up here and you see, but, guys, that’s the end result to me.
To me, that’s the end result.
That’s what I want to be like, you guys with me on that, right? And so thank you, Keith and Danielle, I want to tell you, thank you both for everything that you’ve done for us.
The love, the support pouring into us.
And I know this is, we’re talking to you guys, but I hope you’re thankful for your upline.
Don’t always look at the negative.
Find the positives, right.
And to me, I mean, there are no negatives.
I feel like we have the most perfect uplines on the planet.
I really mean that, guys.
So give Keith and Danielle big hand for doing this.
And as I start to wind down, everything’s perspective, baby.
Mosquito came back after first time flying.
His dad asked him, how do you feel? He replied, it was wonderful.
Everyone was clapping for me.
That’s a positive attitude.
Everything is perspective, guys.
And lastly, don’t stop when you’re tired.
Stop when you’re done.
If it wasn’t for Primerica, guys, we wouldn’t be where we are.
But the equation, tomorrow, you’re going to get some more stuff.
But, guys, it is a mathematical equation.
The rest of it here, 90% is going to be mental.
It is going to be mental.
You got to make sure, we got to make sure that the information we take from here, that we go out there and we light this thing up tomorrow, all of the recognition is going to be gone.
Tonight you’re going to hear promotions, but at the next event, are you going to walk across the stage, right.
Are you going to be the one to take this thing to the next level for you and your family? I know for us, we are the it for our family, we are the go to person, but you gotta work hard to get there and this is not that hard to do, guys.
So with that being said, I’m thankful to be here with you guys.
I’m thankful that we get amazing teammates in here.
Thankful for you and for Keith and Danielle.
Love you guys to pieces.
So I’m going to turn it over to you guys.
