EXECUTIVE TLDR
Success requires copying the system exactly
Ego prevents duplication and growth
If you don’t show up, you can’t win
Team attendance must become an obsession
Commitment is secured at the IBA
Leaders must reinforce attendance daily
Meet new recruits within 24 hours
Launch every recruit with their “Easy Three”
Minor adjustments create major results
VIDEO SUMMARY
In this practical and direct message, Paul Catanzarite outlines three simple but powerful steps for success at Primerica.
His central message is clear: Show up or miss out.
1. Copy The System Exactly
Paul emphasizes that new recruits know nothing about the business — and that’s okay. The solution is not creativity. It’s duplication.
He explains that if someone is making more money and getting better results, you copy exactly what they do.
Key areas people fail to copy:
Writing out a Top 25 list
Using the social media script
Setting appointments correctly
Inviting exactly as trained
Ego becomes the enemy. Leaders often adjust minor steps because they think they know better. But minor adjustments — even small ones — cost results.
The system works when followed precisely.
2. Get Obsessed With Team Attendance
Paul makes one statement crystal clear:
If I don’t show up, I can’t win.
Attendance is not optional. It is foundational.
He explains that:
Winners show up to everything
Vice presidents are VPs because they show up
The most inconvenient meeting is usually the most important
He teaches that commitment to Wednesday and Saturday trainings should be secured at the IBA (Independent Business Application). If someone cannot commit to training consistently, they cannot win — and leaders must address that early.
Attendance is reinforced daily through coaching and accountability.
3. Create Urgency: Meet Within 24 Hours
In today’s digital world, urgency has declined. Paul stresses that new recruits must be met with within 24 hours.
Delays kill momentum.
The immediate priority is setting up the “Easy Three”:
Identify three supportive people
Contact them immediately
Launch the recruit fast
Skipping this step leads to slow starts and lost momentum.
Core Message
Success is not complicated.
Copy exactly.
Show up consistently.
Create urgency immediately.
The little things determine everything.
At Primerica, winning is not about talent — it’s about duplication and attendance.
FAQS
What are the three steps Paul teaches?
Copy the system exactly, get obsessed with attendance, and meet recruits within 24 hours.
Why is attendance so important?
Without showing up to trainings and events, duplication and growth cannot happen.
What is the Top 25?
A written list of 25 contacts used to launch recruiting activity.
What is the Easy Three?
Three supportive contacts identified immediately after recruitment to create early momentum.
Why meet within 24 hours?
Momentum fades quickly. Immediate follow-up ensures urgency and faster duplication.
GLOSSARY
Copy Exactly – Following the proven system without altering scripts or steps.
Team Attendance – Consistent presence at trainings, meetings, and major events.
IBA – Independent Business Application; the onboarding process for new recruits.
Top 25 – A written list of 25 contacts used to begin recruiting activity.
Easy Three – The first three supportive contacts used to launch a new recruit.
Duplication – Replicating a system through others to create scalable growth.
Video Summary
00:00
All right, I’m going to give you some practical stuff today, so hopefully you take some notes. And by the way, if I say anything that contradicts anything your regional vice president normally says, don’t listen to me. Okay? So there’s my disclosure for you. But the things I’m going to speak about are pretty simple. So I’m going to talk about just three steps right now for success, right? Three simple things that you can do. So if you’re brand new with us, you need to make sure that you’re copying this, okay? If you’ve been around, you need to make sure that you get people to copy this. Does that make sense? So really, this is for everybody in the room. So let’s talk about. Right, Three simple things. The first is you gotta copy the system exactly.
00:47
You know, let me tell you what I knew about Primerica when I first joined the business. Nothing. Let me tell you what you know about Primerica if you just joined. Nothing. I know you think you know, just like I thought I knew. But I realize now that I knew nothing. So here’s what I did realize, though, quite quickly, that the guy that recruited me knew, and he was making more money than I was. And therefore, since I wanted to make more money than he did, I needed to at least copy up to that point. Is everyone with me? So here’s what I say, and this is so basic, guys, but the challenge is just like Joe Enser’s favorite quote, right? The minor adjustments a winner needs to make are so basic and simple that they appear ridiculous. But that’s why most people don’t adjust.
01:49
That’s why most people don’t win. We miss it on the little things like Joe talked about, right? So what do we copy exactly? I guarantee if went around the room, there are people that have been in the business for years that still have not put a top 25 on a piece of paper and you say, oh, well, I got it in my phone. Don’t make me embarrass you and see how many contacts you have on your phone and how many of them you haven’t called. Just so you know, don’t believe the lie of the enemy that there’s no more people to talk to. That’s an excuse that we make up in our own mind so we don’t have to go to work, or so that we have a reason of why we’re not winning.
02:28
You see, if you have not done your top 25, you need to do your top 25. Why? Because that’s the system and you need to copy it exactly. Does that make sense? Right? The social media script. How many people are on social media out branding your business, Right? Well, let me tell you, there are people out there that are recruiting 100 people a month personally through social media. Now, I’ve never recruited 100 people in a month. I’ve never recruited 100 people personally in a year. But if somebody’s doing it and I wanted to do that, guess what I would do? I would copy them exactly. See, the challenge is we don’t copy exactly. We’re all a little stubborn. Anyone here have an ego? Yeah, A lot of us that. A lot of our leaders, we have egos, don’t we?
03:22
But you got to learn to put your ego in your pocket and copy exactly. How about how to set appointments and invites? Guess what? I thought I knew how to invite people down to something when I first joined. Anyone else? Oh, it’s my brother, right? Here’s how I know we’re not doing it exactly. Because we’ll have new people come up and say, I’ll say, hey, how to go with your brother? And they’ll say, oh, coach, he’s not interested. He doesn’t need life insurance. See, I know they didn’t copy exactly because if they copied exactly, they would have got the result. Because our system works. You understand? You don’t have to come here with any knowledge. All you got to do is copy what people are doing. And you can apply this to anything we do in the business.
04:11
So what’s the thing you’re going to take from here today? You’re going to copy exactly. So you need to go to your coach and you need to say, how do I do this now? You say, well, I’m having success. You. If you haven’t success, you’d be up here speaking. Now, I’m coaching to you right now, right? I love you, but when you get up here and you give me a mic, I could be mean. That’s how it works, okay? You understand? So you got to copy exactly. Next thing you got to do, right? You got to get obsessed with team attendance. Obsessed. Obsessed is not a bad word. It’s a great word. Because if you want to win in anything, you got to become obsessed for a period of time, and you got to become obsessed with team attendance. Let me tell you this.
04:55
I want you to write this down. I know I’m being negative, Johnny. I apologize right now, okay? But here’s what I want you to write down. If I don’t show up I can’t win. I want you to write that down. If I don’t show up, I can’t win. I want you to circle it. I want you to borrow a highlighter from your neighborhood, and I want you to make it big. Because the reality is this. If you don’t show up, you can’t win. And you need to accept that, embrace it, and change it. And if you can’t get people to show up, then they can’t win. See, it’s for both the newest person, for the one showing up, and for the one trying to get people to show up. It is impossible to win in Primerica without plugging into events.
05:44
I say, well, I’m here for the leadership school. Where were you last Saturday? Where were you last Wednesday? Where were you at the last event? You see, you got to show up to everything. I mean, I could. I remember I talked about this the other day in the office. I remember the first time I tried to weenie out of a meeting. I remember where I was. I was driving up Kinnequot Avenue in my car. I called Mike Humanek, and I was explaining to him why I couldn’t make the meeting that night. And if you know Mike, here’s what he said to me. Hey, how’s it going with the house you wanted? That was his response. He was like, you stabbed me right in the heart. Guess what? I showed up to the meeting. That’s it. And I got the house. Do you understand?
06:36
There’s no accident? You say, well, you’re a vice president. That’s why you come. No, that’s why we’re the vice presidents, because we show up to everything. You know, when the ones are most important to when it’s most inconvenient for you to show up. That’s the one that you need to make sure you’re at, right? So why is this important? Because it happens at the point of iba. And I train this on our guys. Because, see, if I’m taking David Kim and I’m sitting down, right, And I get a stud like David, right? I’m going to sit down with David. Now, look, my commitment to you, David, is I’m going to be available whenever you need, and we’re going to build this business together. But what I need is I need an hour on Wednesday night and an hour on Saturday morning for training.
07:17
Is there any possible reason you can’t make a commitment to that for those two hours? No. And I’m going to get that commitment. Now, he might say, oh, I can’t do it on Saturday. I have work. And I might say, can you change your work schedule? And he says, I can’t. All right, Dave, listen, Let me ask you. We sometimes we have some big events. Is it possible that you might be able to at least get off if I need you to, and I can give you a few weeks advantage. Now, if he says no, I can never get off, I might not take his paperwork because here’s what I know. If I can’t get him to show up, he can’t win. So why would I even start the process of working with David? Guys, this is so important. You need to get commitments.
08:02
And you say, well, how do you do that? You’re the leader. You’re the coach. They do whatever you tell them because they want to get where you are. People don’t know what they don’t know. And you need to make sure that you’re coaching them. And then, of course, reinforcing them every single day. What does that mean? That means daily calling them and reinforcing their commitment to their goals and showing up. And then the last one is meeting with them within when? 24 hours. Notice it doesn’t say 72 now. We used to say 24 to 48. But in the digital world, let me tell you what’s happened with people’s sense of urgency. It’s just dwindled down, and, I don’t know, their time clock just seems to be going quicker. You got to meet with them within 24 hours.
08:50
Let me tell you the biggest goal that you need to get done. You need to set up their easy three. What’s that? Well, Dave, look, we all have a few people in our life that will just do anything for us, right? Who are those people? Let’s get on the phone with them right now. Let’s get together with them, and let’s share what you’re doing so that they could help you get started in business. Guys, how hard is that? But the problem is, you know what happens? We get lazy. We skip the ingredient, and we don’t get done what we need to get done. And it’s those little things that make the biggest difference in your business. Man, I hope that helped a little bit today. I hope you do it and you copy what exactly? Have an awesome day. See you at the top.
