Executive TLDR
Wealth is built through multiple income streams and long-term persistence.
Keep dancing until it rains — success comes to those who don’t quit.
Fundamentals drive everything: prospect, book, present, close, and get referrals.
Full-time results require a full-time mentality.
Referrals and distribution create true financial leverage.
Video Summary
In this powerful leadership session inside Primerica, Tony and Shelly Narain deliver a bold and transparent look at what persistence, fundamentals, and long-term commitment can produce. Shelly opens by showcasing the multiple income streams available through Primerica — recruiting, field training, life insurance, investments, bonuses, and residual income — emphasizing that what may seem like a small commission today can turn into significant lifetime earnings. She highlights their growth from earning $3,000 in their first year to generating millions through team building, overrides, securities, and distribution. Their message is clear: leverage comes from building people, not chasing transactions.
She shares examples of financial freedom through assets and investments, from real estate holdings to rental income and personal lifestyle choices, reinforcing that success is a result of disciplined expansion and long-term vision. Their goal of accumulating $100 million underscores the importance of having a clear financial target. The Narains emphasize team independence, celebrating RVPs who run their own offices and generate strong recruiting momentum. Distribution growth, recruiting volume, and consistent activity are positioned as the drivers for reaching multi-million-dollar production levels.
Tony follows with a powerful persistence story about “dancing until it rains,” illustrating that success is not about immediate results but about refusing to stop. He reminds the audience that failure only exists if you quit before succeeding. Whether it’s failing a test, losing recruits, or facing rejection, the key is to keep moving forward. He challenges the concept of being “part-time,” explaining that mindset — not schedule — determines seriousness.
He then breaks down the core fundamentals of success: prospecting, appointment setting, overcoming objections, and getting referrals. Prospecting can happen through warm market, cold market, natural market, or referrals, but it must happen consistently. If you are not on an appointment, you should be setting one. Closing improves with volume — four qualified appointments daily dramatically increase success probability. Objections are reframed as requests for more information rather than rejection. Finally, referrals are the true multiplier. Without referrals, a sale ends with one household; with referrals, it expands exponentially.
Their combined message reinforces that wealth in Primerica is built through relentless activity, disciplined fundamentals, duplication, and the refusal to stop dancing until the rain comes.
FAQs
What is the main lesson from Tony’s rain dance story?
Success comes from persistence — you continue until results happen.
How did the Narains build significant wealth?
Through multiple income streams, recruiting, overrides, investments, and long-term distribution building.
Why are referrals critical?
Referrals multiply opportunities beyond a single client interaction.
What determines full-time success?
A full-time mentality, regardless of current schedule.
What are the core fundamentals emphasized?
Prospecting, booking appointments, presenting, overcoming objections, and collecting referrals.
Why is having a financial number important?
Clear targets create intentional action and long-term wealth strategy.
How does recruiting impact income growth?
Higher recruiting volume expands distribution, which increases overrides and production.
What is the biggest mistake new reps make?
Failing to consistently prospect and set enough appointments.
How should objections be viewed?
As opportunities to clarify and provide more information.
What creates lifestyle freedom in Primerica?
Leverage, duplication, asset ownership, and consistent fundamentals.
Glossary
Distribution
Building and expanding a team that generates production and overrides.
Override Income
Earnings from the production of team members.
Prospecting
Actively identifying and approaching potential clients or recruits.
Natural Market
People you regularly see but may not personally know well.
Referral System
A method of gaining new prospects through introductions from existing clients or contacts.
Full-Time Mentality
Operating with serious commitment and urgency regardless of employment status.
Transcript:
You all right. Good evening, guys. No, sincerely, you know, Keith and Daniel, they make over 500,000 a month, minimum. Not even invest. But I want to show you guys. Look at our first lady today. Could you stand up? My first lady. Look. Look at her today, guys. Give her hand. Look at that outfit. I mean, she walked in the room and you couldn’t see something more beautiful than that, right? But I’m going to run through this presentation that I made. When we did this with our estate planner. And this didn’t include our business. This is just with the money and all our properties we own. And I’m going to run through it. Wilma, would you help me? Oh, what do I do? Wilma, this way. Green button. Oh, green one. Okay, but guys, this is what get our income up.
Right now, everything me and Tony have is true. Everything. Look at all the ways you make money in Primerica. Recruiting, field trading, Vivint, auto, identity theft, prepare legal, life insurance, advance senior healthcare, life arms, IBR, child riders, spouse conversion, end of term. You know, last night they pay us over 10,000 and it’s most residual and securities, right? So all you, district leader, all those appointment you’re driving on, you might think you get a $30 app, but you get a 30,000 lifetime. Because those people are going to retire. Those people are going to become your recruit. Life insurance bonus. The company give me and Tony over $50,000 a year in bonuses. Mutual fund. It’s so crazy. Over 70 different products, right? That Primerica, you get paid every single night. I don’t know about your company, right? And guys, this is our history.
Our first year in Primerica, we made $3,000, right? And I think so far it’s about 1.7 with Primerica, with all the codes. And guys, this RVP team. This RVP team had their best recruiting month. And once we start going back to 300 in recruits, we’re going to do a million in premium, right? I am so proud of this RVP team. Every one of them is independent, have their own office. So proud of NaneTTE and Bobby over there. Override. Guada never make less than 10,000 every month on overrides. Give them a hand. Right? But let me tell you about this team. Last 60 days, Frankie made over 46,000. Have over double digit teammates. Pintipanchaya. Right. Have over double digit teammates. With the RVP, with Tim. Tim, I’m so proud of you. Going to put on the ring. She was an investment banker. Guadalan, Raul.
Have the biggest bay shop right now, right? She always do securities, but now she’s going to go revenge her entire business. Guys, in the last 60 days, Primerica paid us over 300,000 in checks, right, because of the tree codes. And we map 100% of the two codes because we don’t need the money. Plus we map 10% of our code because we still don’t need the money. And this is all the statement that we showed last night, right? But guys, tomorrow at 05:00 right? This is my beach house that we’re going to with our chef. And I don’t know about you guys, but I am different, Chris. When I wake up, my teeth have to be brushed, my hair have to be combed. I have to have the most sexiest outfit before I go on that beach with my coffee. That’s me. Okay, guys.
And this is my Manhattan. I love to be dressed up. I don’t know about you guys, right? But that’s me and Tony in our Manhattan apartment. You wake up, you see the Freedom Tower. You walk across. We have the Hudson River. And I just love being there, right? And this is our house in Madison, Connecticut. We host home office. We had the entire home office. We did a five gourmet just to show appreciation. And I love this kitchen because it’s 2000 square foot. And that’s my two grandkids that I adore, that I give close to half a million to gift of minor and they don’t even know. But my goal is to have 100 million saved. That’s my number. You have to have a number, right? And this is the mall that we own. And we move our office there.
Now, could you imagine my office? And then we have a tenant who have a marijuana store. He have four office. Every time I want to recruit, I go outside, I come back and I recruit. We have our Westchester office. We have a beach house in Milford, Connecticut. And we collect 30 to 40,000 in rent. And we have no mortgage. No mortgage. We’re not in the rent business. But I ain’t going to ever have a landlord. Are you kidding me? Shelley Narrain landlord. Kiss my ass. No. And this is my favorite picture with Keaton, Tony, because I tell you, Keaton’s like he’s the most classiest human being on earth you would ever find. And he’s so patient and he’s so kind and he has such a good heart. And I so appreciate you, Keith. You’re such a man of integrity and honesty.
But I do want to recognize our bay shop. We have Marlene and Howard. Coke, we have my get five licensing so far this month. We have Zona, we have Destiny Vega, we have Big Rudy and Chris here. And I’m just so extremely proud of all the RVP team. Zach, who is here with teammates and every one of our RVP have teammates here. And we have the biggest school ever in history, a two day school, February 9 and 10th, which we’re going to promote a lot of RVP and just massive going for that ring and just get people doubling recruiting and start building this business again. And we would not go to 2 million. As soon as we hit that 400, 500 recruits, we’re going to go to four or 5 million because our team have the greatest work ethic.
They have the greatest work ethic. I could not have done this without my Tony. We are the happiest couple. We have four children. We have two grandkids. And of course, everybody have their cross to carry. But let me tell you, when you have money, you have no cross to carry. The unbelievable Tony Narain.
Says right here, plus the big green button. All right, how are we doing today? Yeah, what a weekend. Unbelievable. What a weekend. I can’t even imagine how many of these schools we’ve been to. And it just never gets old. It just gets better and better. It doesn’t matter how long you’ve been around here, you learn something new every time, right? And let me tell your mind is going to work better like a parachute if you leave it open. And you don’t have to believe everything you’re hearing. You just have to go try, right? Just a short story. A long time ago, back in the Old west, there was this small, rural western town. And every time that they had a drought, they would go up to the Indian reservations and they would ask the Indian chief if they could do a rain dance, right?
And invariably, every time they went up there and they asked them, it would rain, right? So the sheriff was so amazed that this went on for years and years. So one day he went up there and he asked the Indian chief, he said, chief, how is it possible that your people would dance and it would rain, right? And the chief looked at him and said, sheriff, it’s easy. We just dance until it rains, right? So it doesn’t matter how many times you fail the test. All that matters is that you pass it. So keep dancing. It doesn’t matter if anybody doesn’t show up. Just keep dancing. It doesn’t matter if your family don’t listen to you. And Ray, we got tons of families too. And you know how many of them are clients? One. I finally got one in January.
Right?
Listen to us. And I think I had to. Well, I wouldn’t mention that, but I had to do some special stuff just so she would be a. So, guys, you know, it doesn’t matter if it’s not working for you, right? We just got to keep dancing. We got to keep trying. Because eventually Joenser, he always used to say, things started working for me because I ran out of things that could go wrong.
Right.
If it’s not working, you probably still haven’t run out of things that can go wrong.
Right.
If you’re part time here, you’re only part time because you think you’re part time.
Right.
Because people have two full time jobs now, right? I know people that have three jobs.
Right.
And that’s just crazy, right? So if you’re part time, it’s really a mentality thing. We got to have a full time mentality, right. But you want to get rid of that other job, you don’t want to be Going there, right. And you don’t want your dream business, which is what Primerica is, to become your nightmare.
Right.
So we got to be fundamentally sound.
Right?
You heard a lot about the fundamentals over the weekend. And for us to be fundamentally sound, we got to practice, we got to keep singing, we got to keep dancing.
Right.
And what are the things that we need to get fundamentally sound at? Right. Well, you heard it from probably every single speaker, right. Well, you got to get good at prospecting. There’s a lot of ways to prospect. If they told me when I joined, I had to go to Walmart and talk to strangers, they would probably never see me again. I would never answer my phone, and I would be one of those four out of ten IBAs that joined a witness protection program, right? So that’s one of the things that I would not do. I hated talking. But if you referred me to somebody and you introduced me to somebody, it was very easy and I could talk to them forever, right? So we all have a warm market that we work on, right?
And our warm market is our friends and our families that we know, the people that come over to our house, the people that give us rides to the airport, all those things. Then we have the cold market, right? And the cold market is easy for Shelley. We moved to Daytona Beach. We knew nobody there except one person, right? And so every day she says, well, I got to go. Said, no, you’re not going prospect. You’re going shopping. And you’re going to prospect on the side. I know you. So prospecting does cost a lot, right, when you’re Shelley. Okay, so that’s our cold market. Then we have referrals, right? So once you meet one person, right. Bob Safford used to say, introduce me to one person and I’ll meet the world, right. Because everybody knows somebody that knows somebody, right.
Nobody lives under the rocks, right. Then there’s their natural market, right. Your natural market are those people that you don’t necessarily. You might not even know their name, but you might go to the same place and buy coffee every day and you see the same young lady serving coffee, or you go to the same gas station and you see the same Indian guy every single day. Right, in the gas station, right? So these are your natural market people that know you, but you don’t necessarily know a whole lot about them. And then there’s your recruits market, which brings you right back into a warm market, right. And brings you right back into another natural went process. When Carolyn and Shelley used to go prospecting all the time, there was only for a certain amount of time.
We never had to do it again once we learned the referral system, right. So prospecting is the one activity that’s going to get you out of that nightmare job. It’s the one activity that’s going to get you full time here, right. So I always tell people, there’s two ways you could tell if you can be full time here right away. Number one is if you’re a good recruiter. If you could recruit and prospect and recruit, you could make it here. Or if you can sell, because you can make money a lot. There’s 70 something different ways to make money. It’s almost, you got to really try not to get paid every night because they’re willing to pay us every night, right. The next thing you got to do is appointment setting.
Right.
Always tell people, if you’re not on an appointment, your ass better be in the office making an appointment.
Right.
Unless you want to stay at that job and work Primerica part time the rest of your life, right. So you better be in there, make an appointment, right. And people always ask me, go, how do you write so much business? First of all, I don’t do it alone, right? And I said, well, let me ask you something. If you had four qualified appointments, would you close one? And everybody says, yes, of course, I close three. I’ll close two, but I would absolutely close one. Well, the challenge is not that you can’t do the business. The challenges is that you don’t have four appointments every day.
Right.
So if we know what this problem is, we know what the solution is.
Right.
So stop focusing on the problem and focus on the solution, which is getting in front of four people every day and doing that appointment. And, and then there’s overcoming objections.
Right.
Because not everybody’s going to say yes. It surprised me when people say okay right away because you expect to overcome objections.
Right.
And objections are just another cry for more information.
Right.
So when you’re getting objections, it’s not necessarily a bad thing.
Right.
It’s really a good thing that’s going to take you in the right direction. I mean, you could stand out front, you could hand out $20 bills, and somebody’s going to say, whoa, wait a minute, what’s wrong here? Why are you doing this?
Right.
They’re going to give you objections even though you’re giving away free money.
Right.
And last but not least, on getting referrals.
Right.
You see, we haven’t won.
Right.
If we go out and we do that appointment, we sit with somebody, we get an IBA, we don’t get that top 25, and we make that sale of that life insurance, mutual fund, prepaid, whatever it is, one of those 70 things, right. And it lives and dies right there if we don’t have another place to go.
Right.
You’re never going to make all the money or get as much business from the one person. You’re going to get a lot more from the referrals that you get. So make sure you don’t just get happy that you had success there. And you run out, you sit there and you drill them. And people always say, well, I don’t know anybody. Well, give me your cell phone. Let me see all the people you don’t know.
Right?
And then they start looking at their cell phone, they start scrolling to see who will be good to give you, right? And you say, wait a minute, wait. How do you know who would be good, right? One’s doing good. He’s got a nice house. He’s got a big car. But you know what? The bigger the house, the bigger the cars, the bigger the bills.
Right?
So guys, if you’re not an appointment, get an appointment.
Right.
And get in the office and make an appointment.
Right.
See you guys at the top.
