Executive TLDR
Accountability is the highest form of leadership in business.
Recruiting must be the primary focus to build long-term income.
The law of averages only works with large numbers in short timeframes.
Fundamentals and coaching drive sustainable success.
Never skip a presentation—every exposure creates opportunity.
Short-term intensity creates long-term financial freedom.
Income growth is the real solution to financial problems.
Discipline and duplication build generational wealth.
Video Summary
In Why Accountability Is The Greatest Gift In Business, Tony and Shelly Narain deliver a powerful message about discipline, recruiting, fundamentals, and the responsibility leaders have to their teams.
Shelly opens by sharing how they chose to rebuild aggressively, creating the “Super 6” and “Super 10” teams—leaders committed to high recruiting and premium production standards. She emphasizes daily accountability, texting leaders each morning and challenging them directly: “Are you making the team better or worse?” Her philosophy is simple—when you are part of a team, your performance affects everyone.
She highlights the importance of being coachable and staying connected to mentorship. Long-term income, she explains, always ties back to recruiting and duplication. Even after significant financial success, she continues to track production, investments, and growth daily—proving that elite performance requires consistent attention to fundamentals.
Tony reinforces the message by referencing Larry Wydell’s four-point game plan, emphasizing that recruiting must remain the primary focus. Many people justify why they cannot recruit at high levels, but rarely create reasons why they can. The law of averages only works when you run large numbers in short timeframes. Going “crazy” for 90 days or six months can change a financial future permanently.
He stresses that no client or appointment should leave without seeing the business presentation. Even when tired or busy, the opportunity must be shown. One exposure could lead to the next key leader. Skipping the presentation due to laziness or inconvenience could cost generational wealth.
They both emphasize that financial freedom is not about working forever—it’s about working intensely for a season to create options later. With no debt, no mortgage, and significant investments, they now operate by choice, not necessity. Their lifestyle—splitting time between multiple homes—reflects the rewards of disciplined execution over decades.
Their core message is clear: income solves financial problems. Accountability, recruiting, and fundamentals create that income. Leadership requires doing the small things consistently, even when inconvenient. When executed with urgency, duplication and discipline build lasting generational wealth.
FAQs
1. Why is accountability important in business?
Accountability ensures consistent performance and strengthens team standards.
2. What is the “Super 6” concept?
A leadership accountability group focused on high recruiting and premium production.
3. Why must recruiting be the main focus?
Recruiting drives duplication and long-term leveraged income.
4. What is the law of averages in recruiting?
Results increase when large numbers of presentations are done in short periods.
5. Why should every client see the business presentation?
Each exposure creates potential future leadership or referrals.
6. What are fundamentals in Primerica?
Consistent recruiting, training, coaching, and client service.
7. How does duplication create wealth?
By developing leaders who replicate systems and generate residual income.
8. Why is coaching critical?
Coaching provides correction, direction, and accountability.
9. Can financial freedom be achieved without intensity?
Short-term intensity accelerates results and creates long-term options.
10. What solves most financial problems?
Increasing income through skill development and opportunity exposure.
11. Why run large numbers quickly?
Speed increases momentum and activates the law of averages.
12. Does success require family participation?
No, success depends on execution and exposure, not family involvement.
13. What creates generational wealth?
Consistent recruiting, investment growth, and disciplined duplication.
14. What is the biggest mistake leaders make?
Skipping presentations and neglecting small daily fundamentals.
Glossary
Accountability – Personal responsibility for production and team standards.
Super 6 – A high-performance leadership accountability group.
Double Digit Recruiting – Recruiting 10+ new representatives in a month.
Law of Averages – Statistical principle that larger activity levels increase results.
Fundamentals – Core daily activities like recruiting, training, and presenting.
Duplication – Replicating systems through developed leaders.
Long-Term Income – Residual, leveraged income built through team growth.
Base Shop – A leader’s immediate organization and training platform.
Transcript:
We wanted to go back and build our business. We didn’t bitch, we didn’t complain. We wanted to go back and build this business because we’re not done, okay? If I’m done. But I wasn’t done. I love this business. And I wanted to go back and rebuild some forests on recruits. Premium licensing and investment, right? That’s what I wanted. So what I did, I create the Super 6. The Super 6. If you could come here, right? And I create a Super 10. The Super 10. You guys could come here, right? The Super 6 is the RVP team that’s going to do over 100 recruits and 200,000 in premium through force. Now, I am very tough with my Super 6. I text them every morning and. And my beautiful Tim. Where’s Tim? Where’s Tim, right? She have 100,000 plaque.
And Tim, she made over $20,000 the month before, but the last week her production wasn’t there. And I text her and I called her and I said, tim, are you going to make the team better or worse? And Tim, submit 10 IBA and 10,000 in premium in two days, right? Because she have a responsibility to the team. Now we’re going to induct to the Super 7. We’re going to induct Rudy. So, Rudy, you come on this side right here. Tim, your ring. Tim. Tim, you have your $100,000, right? And these are my regionals, right? You have Zona, big investment, right? We have. Where’s my Punjabi brother? I told you get to recruit and do premium. You want to get promoted, you got to get promoted to rvp. You don’t listen to me. Anyway, my Punjabi brothers get into RVP. The Koch, 10 by 10.
Danny and his beautiful wife, 10 by Dr. Angie. Ms. Rivera. G. Karen. Karen is a more beautiful soul. Don’t cry. Don’t cry. And Jennifer. They’re all from different states. All from different states. And these are my next rvp. We’re going to promote in March. In March. And I am very, very tough with these leaders. I have training appointments with them, make sure they’re fundamental sound, and they’re going to be more fundamental sound after this event because I found out I’m not doing such a great job in getting them more fundamental sound. So we’re gonna rock. God bless you guys. And go. You can sit if you want to. Okay. Yesterday, as were driving here, the code number in our tongue is 2, 4, 5. So I saw 2, oh, 3, 2, 4, 5.
And I pick up the phone and this guy goes to me, Shelly Narain, I love you to the moon and back. And I’m like, okay, but who is this? He goes, it’s your grandson, Elijah Graham. And I said, wait, when you get home, I’m gonna bust you behind. You took your friend phone to call me, but I still hear his voice in my ear, right? And those are the things that I am so in love with. Like every Saturday night I gotta pay Monopoly with my oldest grandson. I and I am very talented when it comes to the money. But that son of a bitch beat me every time. So he calls me, I’m on my trip here. He goes, grandma, are you practicing to lose? Anyway, that’s going to be a whole different situation when I go back tonight.
I have a plan to beat him though. I have a plan to beat him, right? And guys, me and Tony, we build this bay shop living in three homes every month. I’m greedy. I have three homes, I live in three homes every single month. There’s no excuse, you could ask the team. I build this base, I build this new team from living in three homes every single month. Okay, every month. Florida, three weeks, Connecticut, two days, Manhattan, three days, okay? Because I love to be away from, I’m not gonna say, but I love to be by myself, you know, with Tony and have a good time, right? And guys, and stuff like this is gonna happen to you if you’re willing to get fundamental sound, learn your craft. You see Hasif he learned his craft. He learned his craft at 3:00 in the morning.
He already text me what his bonus was, 9,000, his QBI 81%, right? But he don’t know I beat him to it. I get up to pee at 2 and I already saw that. And I was so excited to see I made 100 grand last night. And then he comes in the room and he goes, mama, Shelly, that’s not all of it. They didn’t give you the extra 20. I was like, holy crap. Imagine when you work, all these good things come to you. And guys, I made an appointment to see our lawyer for trust. We have the Narain family trust and we accumulate so much that the trust already have that I have to go and put double digit millions in my trust party. And that’s no talk because I love to text Keith.
I said, keith, look, Last month over 20 million in these mutual funds. What happened with the market? Everybody said the market sucks, but not for us, right? So guys, you gotta work hard, you gotta get fundamental song. You have to be connected with your coach. Don’t go text key, don’t go call him. It’s only for me. So none of you don’t start that crap because then you’re gonna want to grow. And don’t do that, please. It’s only for me. I do it seven days a week, 365 days a year. And I never miss. Because I wanted to be coached. And there’s one thing that Keith instill in my brain, Shelly. Long term income. No matter what you do, who are you recruiting? And I told him last month, I said, Keith, I’m going to do 10 recruits, 150,000 in premium, 2 million investment.
And we did, we did five recruits, right? And Tony, he did. This guy was referred tony for a huge investment. And Tony did it. And he get off the zoom and he goes, babe, Mike Cohen gonna be perfect for the business. So I called Mike Cohen the next day, I said, Mike, could you give me 20 minutes on your lunch break? He goes, for what? I said, I want to show you prima girls. I did that five times, Shell. I said, Mike, come on. 20 minutes now. Primerica change seven days a week, 50 states on a zoom on your time. And we got Mike. And Mike joined and he hired his wife. He did his policy. He did his wife policy last week, did seven policy. You won that.
But you don’t want to do the recruiting presentation, you gotta do the recruiting presentation, right? Tuesday night, Wednesday night, were in the office. Tony sit with a client, a million dollar rollover. And it was like nine o’ clock. And I’m sitting. Oh my God, oh my God. Tony. I know he’s going to talk about the recruiting presentation. That’s going to take 10 minutes. Then he’s going to take 30 seconds to hire her. And I got to stay. And then he hit her. Why don’t I show you the business? Oh, no, I could never do that. I’m too old. And he’s like, why don’t I show you the. And he show her the business. And, and the most excited day wasn’t that 10,000 in premium, wasn’t that million dollar was. I got a shot to recruit a key to my Hulk, 40 years of marriage.
I tell you, this guy is unbelievable. I stopped telling him my dreams and goals because everything I want, he does. I can’t open my mouth no more before I open my mouth. I love Pilates. He got pilates machine and all the house setting it up. So I just got keep my mouth shut and I wish every woman could have a husband like Tony Narain.
Team Hope. All right. She actually left me more than two minutes. All right. She’s always leaving me two minutes. Right. Anyway, what an awesome year it was. I mean, 2020. Well, it’s not over yet, but a lot of good things happened this year. And just like David talked about, you know, when you decide to do something, you know, it’s just a matter of keep attacking it and going after it, not forgetting while you. While what you decided to do. And I think that’s what happens to a lot of people. You know, they get excited about Primerica. They’re gonna do this, they’re gonna do that, and then as soon as they run into a little trouble, you know what happens?
You know, they weenie out and they run away, but they forget what it is they were fighting for, you know, and, you know, the things that we do, I don’t. Sometimes I really don’t understand because we have no debt, we have no mortgage, we have no bills, no car loans, right? So most of the money we make, I mean, we’re out to dinner a lot, especially in Manhattan when we go there. Most of the money we make, we end up saving. And I don’t know what we’re saving it for, but we’re saving it, right? It’s adding up, right? I mean, one day somebody’s gonna enjoy it, right? But we’re enjoying it right now. And, guys, let me you tell. You know, when you do the work, all good things happen.
And I think what happens to a lot of people is that traditionally we work 9 to 5 till we die now, because you can’t stop working no more, right? And I think when people join Primerica, they think they have to put in those 15 hours that somebody was talking about for the rest of their life. But you don’t have to, right? You do it by choice now, right? We’re doing it by choice now. We don’t have to go do the things that we do, right? And we don’t work 15 hours. You know, people say that we work hard, yeah, we do a shitload of business.
But when you got people calling you every day to give you business, and all you got to do is do it, you know, I mean, it’s not hard, you know, and, you know, I want to share a few things with you and with, you know, Larry Wydell’s four point game plan, right? And I think, you know, Shelley said it, you know, a lot of people get lazy to do the little things, and it’s the little things that add up to the big results that we’re gonna get, right? So we’re all looking to hit the lotto and get the millions, right? But we could save four or five hundred hours a month and end up with millions, right? And it does take time. But his four point game plan, you know, he said the focus has got to be the recruiting, right?
And people give me a lot of reasons why they can’t double digit recruit. And you know, to them it’s valid, right? And my question to them after they give me all these reasons is well, do you have any reasons why you can double digit recruit, right? Because if we have all these reasons why we can’t do things, we’re never going to get it done, right? Mentally our head is going to be blocked, we’re never going to be able to recruit anybody. And we can’t recruit two or three or four people a month and expect to build a big team, right? We’ll have to get friggin lucky for that to happen, right? We got to go through the numbers. You see, the law of averages only works with large numbers, right? And large numbers in a short period of time, right?
Not large numbers over 30 years, right? So go ahead and go crazy for six months, go crazy for 90 days, go crazy for a year, right? Well try for one week and see what happens, right? I guarantee you’re gonna love the results that you get and the number. You know, we sell a lot of friggin life insurance. I think I wrote 100 and it was 130 cases last month, right? And you know, my mom died last month and I was with her for three weeks in the hospital in hospice, right? We didn’t do any business for three weeks and we wrote 130 cases, right? So it can be done, we can do it, all right? And you know, it was one of the worst things went through to watch her later and just waiting for her to die.
And that’s what hospice is, you know, and there was hundreds, there was hundreds of family members there. And you know, how many of them are clients? None. You know how many of them are on our team? None. See, you don’t need your frickin family to win here, right? You don’t need them at all, right? And you know, and you know, and they’re talking because you know Shelly farts and she puts it on Facebook, you know, so they see everything that we do and they’re on Facebook, right? And they see us at the beach house. Every morning she’s on the deck, it’s time to have my coffee, you know, in the beach, right? And then we’re in a country home in Cadillac, and she’s got all the turkeys in the backyard. You know, come Thanksgiving, they’re all gonna disappear, right?
And every day there’s 10, 12, 15 turkeys in the backyard and deer and all this other. And then we’re in Manhattan and we do this every single month, right? You know, I took my grandson to his physical before school started and at the doctor. And the doctor was asking all these questions, right? And one of the questions that he asked him was, who do you live with, right? So I’m listening. And he said, well, I live with Denise, the housekeeper, right? Denise been with us 26 years, right? And I live with my Aunt Kate, right? And I live with my brother Eli. And then he stops and I’m like, sigh. You live with Grandma and Grandpa? He goes, no, you don’t. You’re never there. I’m like, that’s my house. I have a room there. My name’s on the mailbox, right?
And it made me realize that in our home, we spend four or five days in our country home in Connecticut. That’s because we spend more time down in Florida. And then we spend four or five days. Four or five days in Manhattan’s enough, right? But it’s what we like to do. We like to move around. You know, we act like we don’t have any children. You know, we got three wonderful daughters and another one, right? And. But everybody I sit with, right? Everybody I get on Zoom. Nobody leaves without seeing the presentation, right? And it doesn’t take long because we don’t know what’s going to happen, right? If we’re lazy to do it, right? And we can’t be lazy to do it. You know, the other night we go to the New York office like once a month, right?
That’s when we go down to the state, Manhattan, and we’re in the office late, and this lady came in for an investment that she won a lawsuit. And it wasn’t 9 o’, clock. It was like 9:30, 10 o’ clock at night, you know, And I was tired. It’s been a long day. I want to go home, right? And I said, well, let me show you what we do, because we don’t know the results from that, right? And maybe it’s not her. Maybe it’s not her that’s going to be the person. But you know what she Might introduce you to the one that becomes your million dollar earner. And just because I was lazy to do the presentation, I’m going to lose all that, right, for generations and generations to come, right? So guys, we got to take it to heart.
You know, we got to do the little things. We got to go to the extra mile, right? We got to take time to make sure we do what it takes for us to be successful. A lot of people are going to struggle. A lot of people are going to struggle. They’re going to be here for 10 years and be a district leader. That’s because we’re not doing the little things right? And it’s got to be the number one focus for us, right? That we got to get everybody involved in the business. See, they could have came to us and they could have gave us an insurance, a little mutual fund and sure, a plan to get out of debt and it would have been fine, right? But chances are, right, we’d still be in trouble financially if we didn’t make more money.
Our life would not change. None of us, Our lives are going to change unless we make more income. That’s always going to be the answer, right? How cruel is it, right, that you have the cure that to all their financial problems and because we’re so tired and so lazy. Well, maybe not necessarily lazy, but we put it off and we don’t want to show it to them. It’s the thing that could change their lives forever and it’s going to drag you along with it. So guys, let’s do it. Let’s get it done and it can happen for all of us. See you at the top.
