Ever feel like you’re stuck in a rut, trying to climb the Primerica ladder but not quite making it? You’re not alone. Many reps struggle with the same issues: lack of momentum, confusion about the path to Regional Vice President, and the overwhelming feeling of not knowing where to start. But what if you could change that? What if you could follow a clear, actionable plan to reach your goals by the end of the year? That’s exactly what Joseph Catanzarite dives into in this powerful session. He breaks down the steps you need to take, the mindset shifts required, and the common pitfalls to avoid. It’s not just about working harder; it’s about working smarter and staying focused on the long-term gains. This is your chance to learn from someone who’s been in your shoes and succeeded. Don’t miss out on this must-see moment that could transform your business and your life. Watch the video below and get ready to take your Primerica career to the next level!
Video Transcription:
All right, awesome.
Great to see everybody.
Thank you, Joe and Denisa, as always, for putting this together.
And let’s see which way I am.
Not the best tech, as everybody knows, so we’re going to make sure.
All right, perfect.
So if you didn’t catch it, my name is Joe Catanzarit, and I thought it was a good opportunity to kind of teach a little bit how to get to regional vice president.
So raise your hand if you’re not a regional vice president.
Raise your hand if you have no idea what a regional vice president is yet.
Okay? All right.
There’s a few of us here, and that’s okay, right? Because we all started in the same exact position, right? Which is why there’s some people up here teaching.
Just like when I was sitting in the same seat, I said, I remember years ago, there was people in here and they were teaching about how they not the regional vice president, right? When they’re like, hey, this is what I did.
This is what I did.
I’m like, all right, well, that was, like, 20 years ago.
I don’t give a crap what you did 20 years ago.
What did you do now? I need to hear from somebody that just did it now, right? Because I was like, oh, well, it’s different, right? There’s social media, right? And there wasn’t that 20 years ago.
And people still use their home phones 20 years ago, right? Now there’s cell phones, right? And there’s different ways to get in touch with people.
And I remember I always wanted to hear from someone that was like, all right, they just did it now.
And then when we finally got there, you know what I realized? All the crap that they were talking about that they did 20 years ago, it’s the same crap that you need to do now to get there, right? So why do I tell you that? Because the excuses you’re putting in your head, it’s your excuse.
It’s not what is keeping you from getting there, okay? Because it’s the same stuff.
Everybody got to the position they needed to, and they had to go through the same stuff.
Maybe it was just a text instead of a phone call.
That’s the difference.
Okay, so how to get to RVP in 2023, maybe you’re a month or two behind and a little bit beyond, right? But I want to put you here because if you’re not there yet and that’s what you’re looking to do, I just want to outline it out for you, how you can get, no matter what position you’re at right now, how you can get the regional vice president by the end of the year.
Now, you do have to be fully licensed, okay? So you’ve heard people talk about that.
You got to get your licenses, but if you’re a rep or senior rep or don’t even have your license yet, you can still get promoted to District leader by September is over.
Then the next month.
What do you got to do from there? Get promoted again and you get promoted to divisional leader, right? In October.
Then November regional leader.
December, regional vice president.
There is no reason we don’t have more than two rows of regional vice presidents here the next time we do a school, right? Because now everybody knows that you can get there, but how do we get there? Okay, so how do we get to that position? This is my talk.
Wasn’t just all yelling, right? That’s what happens when you hand an Italian a microphone, right, Anthony? Right? You just start yelling, right? So short term gain equals long term pain.
I didn’t type it wrong.
Maybe I sent it to Joe and he typed it wrong, right? Now, we all know the saying, right? But this is short term gain equals long term pain.
What is short term gain? Short term gain is every single hour.
We go to work for an hour.
You go to your job, right? Who has a job on Monday? Show up there, you get salary Allary rage, right? You go for an hour.
That’s a short term and you get a dollar or a few dollars or whatever your dollarly pay is.
That’s a gain.
And then you do it the next hour and then the next hour and the next day and the next week and the next month and the next year and the next decade.
And then all of a sudden, you’re 65, 70 years old.
You turn around, you’re like, where did my life go? That’s the long term pain that every single person that we walk by every single day is living.
And we can change that.
We can change that for people, right? Because, listen, nobody wants to go to work every single day, no matter what they’re making, no matter how much they, oh, I love my job, right, guys? That is the short term gain.
What they love is knowing that if they show up for an hour, they’re going to get a dollar, but then they got to do it again and again and again until they’re miserable, complaining on Facebook, right? Like everybody is, and they’re looking for something to get them out of it.
What’s the short term gain in Primerica? The short term gain in Primerica is focusing on the sale, not focusing on the recruit, right? In Primerica, right? We’ve all heard this.
If you’ve been around the business for like, three months, aim for the recruit miss with the sale, right? What does that mean? Listen, every person you sit down with, you want to help, and it’s great when you could sit down with a client and you sit down with them for like an hour and you make like $1,000.
Listen, that doesn’t get old, right? That’s not a bad thing.
But if you’re focused on the sale, which is the short term gain, you’re not going to have the long term gains.
The only way to get to the long term gains is if you’re focused on the recruit so you can have the long term gains in the future, right? So now what is the saying? What is the real saying? Short term pain equals long term gain, right? That is what we’ve all heard.
So what is the short term pain in Primerica? It’s getting the recruit, then it’s getting the next recruit and they both quit, right? It’s getting another recruit and they quit.
And then you call your upline and you’re like, oh, my goodness, I just don’t know if I could do it, right? And you’re like, they were the best person in the world.
They were meant for this business.
No, they weren’t meant for this business.
If they were, they wouldn’t have quit.
You were meant for it because what you did is you called your upline and said, hey, this person quit, what do I do now? Right? That quitting.
Them quitting is that pain that you go through.
But you’re always going to have the long term gains after that.
Because if you get through it, what’s going to happen is you’re going to get that one recruit that sticks around and breathes a little bit of fresh air back into your life, back into your business, right? And we’ve all had times in our business when that was right.
Like Mike, I remember we had a time I was frustrated in the business.
All of a sudden you came along, right? And then there’s another time when you’re frustrated in the business and the next person comes along, right? And all of a sudden you’re like, this business is so easy, right? But what happens sometimes is we become a shoulda coulda woulda.
What’s a shoulda, coulda woulda.
Now listen, some people in the business get very lucky.
Maybe it’s their first recruit that comes aboard.
That person like skyrockets their business.
They get the regional vice president.
Then there’s the other people in the business, right? You recruit 100 people, but you called your upline every single time.
And then the 101st person becomes your regional vice president that you promote and build a residual income for the rest of your life with.
And then there’s the other person.
This is the shoulda coulda woulda.
They recruit 100 people.
They quit.
They leave their office that day, they walk down with the head down, and as they’re walking around with the head down, a person walks by them that they usually would have had their head up, maybe talk to that person.
And that person that walked by them would have been their 101st recruit.
That person would have been their next regional vice president.
But because they quit, they missed out on and then they go, I should have stuck around.
I could have, I would have.
But they didn’t.
Don’t be that.
So this is what you need to do.
Regional vice president.
This is the crap I was talking about that worked 20 years ago.
That worked 30 years ago, that works today.
You got to make a schedule.
Listen, if you are trying to build the business and you do not have a schedule, you are not going to build the business.
It’s as easy as that.
If you do not have a schedule to what? To everything.
I remember being in the business and trying, like, brand new and I’m like, Paul, how did you juggle all this stuff? Right? Having a wife, having kids, having a business, having church, all these which, having a job.
He’s like, Listen, schedule everything.
Yes.
He’s like, Schedule even time with Amanda when you’re going to hang out and just have your time, right? Because you want to schedule it.
So then when you’re working, you’re only working.
Then what do you got to do? You got to market the opportunity.
What’s the opportunity? It’s the IBA Independent Business Application.
You got to invite people to what we do and how we help families.
Then you got to market the services because that is the only way we get paid, right? And then I know the big dreaded thing.
Make the calls, guys.
That is the business we’re in, right? If you were in the restaurant business, you would have to make the food.
We are in the phone calling business.
You got to make the calls.
Now, thankfully, 20 years ago, they didn’t have social media.
We could use social media like Andy Orstead who 600 grand in five years, right? All through social media, as you saw up there with Jason Had on Psf media.
But we got to make the call.
So do me a favor, everybody grab your phone real quick.
You grab your phone.
Now, if you have a Samsung, I don’t know who you are, but if you have an iPhone, right on the bottom left, I think there’s a little icon with the phone.
And if you click on that, there’s the recent calls, right? You see your recent calls.
Click that.
And if you scroll through there, you can see how many recent calls you’ve made.
You know, one thing I could guarantee you in this business is the people that have the most recent calls were the people that came across the stage earlier today.
So if you want to guarantee yourself that you’re going to go across the stage at Kalahari in October 13 and 14th, you know what you need to do? Make the most calls.
That’s it.
This business is so simple if we do that.
So I ask you, what changes are you going to make? What changes are you going to make in your business? What changes are you going to make in your life to get there? And I’m going to leave you with two quotes great leaders.
Great leaders don’t lead with bitterness of past mistakes.
They lead with hope and knowledge of the past, of information, greater decision making in the future.
What does that mean? It means that every person up here has gone through mistakes and they’re going to teach you what not.
You don’t have to go through.
Every person that you’ve had is here to help you get you to that next level.
And then the last one is the quality of your life is based on the quality of your decisions.
You hold your decision.
It’s up to you if you want to make it happen.
It’s up to you if you want to invite more people.
It’s up to you if you want to get to the next motion.
It’s up to you if you want to change your life.
So, guys, let’s get there.
Let’s get to the top.
Thank you for your time.
