Executive TLDR
Workers treat Primerica like a job; players treat it like ownership.
Players focus on double digit recruiting, growth, and daily discipline.
Mental strength and self-development determine long-term success.
Environment, urgency, and big goals separate average from elite.
Success requires intentional growth, connection, and competitive standards.
Video Summary
Worker Or Player: Defining Your Role In Primerica Success
Fritz and Tiki Squire deliver a powerful mindset shift for anyone building inside Primerica:
Are you a worker — or are you a player?
That single question defines your ceiling.
Worker Vs Player Mentality
Workers:
Treat Primerica like a job
Do just enough to pay bills
Miss meetings and trainings
Focus on clocking out
Avoid double digit recruiting
Players:
Show up early and run meetings
Focus on beating their best
Bring guests weekly
Fight for recognition and trips
Lock in on double digit recruiting
Workers look for comfort.
Players look for growth.
Ownership Changes Everything
Players operate like owners.
They:
Build teams
Compete daily
Improve constantly
Take responsibility for results
Workers ask when it ends.
Players ask how far they can take it.
Mental Strength Matters
Tiki shifts the conversation to mental health and awareness.
Questions she challenges the audience with:
Are you mentally strong?
Are you growing daily?
Are you reading books?
Are you plugged into meetings?
Are you becoming the person you want to be?
You cannot build a million-dollar income with a weak internal foundation.
Big Goals Create Big Behavior
Small goals produce average effort.
Big goals produce urgency.
They set:
$600,000 income targets
Multiple RVP promotions
Expansion-focused recruiting
When your goal is domination, your work ethic shifts automatically.
Daily Focus: Who Are You Inspiring?
This business is connection-driven.
On a daily basis:
Who are you motivating?
Who are you calling?
Who are you prospecting?
Who are you helping grow?
Prospecting is simple.
Consistency is the separator.
Environment Is A Multiplier
They opened a new office built on belief and prayer.
Their environment includes:
100+ at opportunity meetings
90% recruiting-focused training
Energy centered on growth
Office culture determines results.
Life Lessons That Shift Perspective
Fritz emphasizes key truths:
Nobody is perfect.
Stop caring what others think.
Success requires adversity.
Change your circle if needed.
Everything happens for a reason.
You are not in the room by accident.
You were recruited intentionally.
Urgency Is Real
Life is short.
Watching clients pass away reinforces:
You do not have forever.
Players operate with urgency.
Workers delay.
Final Commitment
They declared publicly:
Increase income targets
Promote multiple RVPs
Dominate their market
Not casually.
Intentionally.
The message is clear:
Choose your role.
Worker — or player?
FAQs
Who are the speakers?
Fritz and Tiki Squire.
What company is the message centered on?
Primerica.
What is the main theme of their talk?
The difference between operating as a worker versus a player.
What defines a worker mindset?
Minimal effort, inconsistent training attendance, and paycheck-focused thinking.
What defines a player mindset?
Ownership mentality, growth focus, recruiting intensity, and competitive drive.
Why is double digit recruiting emphasized?
It creates momentum and long-term business expansion.
How important is mental strength?
Critical—without mental resilience, growth is limited.
What role does personal development play?
Reading, learning, and self-improvement fuel leadership growth.
Why is environment important?
Energy and culture directly influence productivity and belief.
What is their view on big goals?
Big goals change behavior and create urgency.
Why mention RVP promotions?
Promoting leaders expands distribution and leverage.
How should you handle criticism from others?
Ignore limiting opinions and focus on your mission.
Is prospecting complicated?
No—consistency is the challenge, not complexity.
Why operate with urgency?
Life is limited; delay kills opportunity.
What final question do they leave the audience with?
Are you a worker — or a player?
Glossary
Worker Mindset
Operating as an employee focused only on short-term income and minimal effort.
Player Mindset
An ownership mentality focused on growth, recruiting, competition, and long-term expansion.
Double Digit Recruiting
Bringing in ten or more recruits in a single month to drive momentum.
RVP Regional Vice President
A leadership rank within Primerica achieved by building distribution.
Opportunity Meeting Op Meeting
A presentation designed to introduce prospects to the Primerica opportunity.
Distribution
The expansion of business through recruiting and production across a team structure.
Transcript:
Oh, my gosh. Really quick, guys. I want to give a shout out to Keith and Danielle. Empire Builders. Our uplines. Roy Ray, Carol, Chris H. Hung and most of all, give it up for the Rose team. What’s up, Rose? I’m super excited. Really quick. I want to give all honor to God, Jesus Christ and our Savior. But really quick, I just got a message I want to share with you guys really quick. It’s called workers versus the players, right? Are you a worker or you’re a player? The worker treat Primerica like a job. The player treat Primerica like they’re the owner. The worker wants to know what time the meeting is over and missed trainings. From time to time, you know, they call out sick. The player is there early to set up their meetings and run the meetings right.
The workers do just enough to get paid for their bills because, you know, it’s work as usual. The players, they ask themselves, how can I beat my best? How can I do more focusing on a number daily, the workers go in the field by themselves and show up alone. Week after week, the players make sure someone is next to them in the field and always have a new guest at Opnite and new teammates. In training, the workers never play up, never win trips, never. No recognition. But it’s okay because they’re only there for a paycheck. The players fight like crazy to win trips and wants to be recognized. The workers has the mindset, I’m done today, I’ll do it tomorrow because I’m off. The players don’t stop playing until the job gets done. The workers do the minimum to self improve or grow themselves.
The players crave self growth. They are always improving. The workers don’t worry about double digit recruiting. The players know that’s what have to get done. That’s what has to get done. The question I want to ask you guys in the audience, are you a worker or are you a player? I want to hand the mic over to my awesome partner, fish girl Squire.
Man, oh, man. Let’s give TK a began right? Who’s excited, man, we so fired up and so excited, man. Just thinking back just a few years ago, just being at the Kalahari and just coming and just being a part of this room and we have learned so much just to be in the environment and these different leaders that sit into the front and I remember, I think when we first started coming here, I probably was like a district leader or something like that. And just to be here last month, it was not such a good month. We made 20 grand. I just feel like we just got started. I think the RVP meeting just put everything in perspective. Thanks to Ray and Carol and Keith just putting that together, and I think it was like a report card, right?
This is where you at, and this is where you’re going. So we’re excited about that. And I want to thank Joe. He had access to speak at Alicia School. We appreciate that, and I hope we brought value to your team. But I’m just grateful, man. Just know. Grateful to have a coach like Chris, man. Let’s give our coach, Chris Hing, a big hand. Forever grateful for that, for having him in our life. It’s been a blessing. But Keith asked us to put together a couple of things that’s working for us. I think the biggest thing for us, we had a place in our life where I guess life has a way to humble you. And I think you could be going through life and not be aware.
I think Sheldon did an amazing job talking to being awareness, and we realized that were just, like, going and not realizing certain things, and we’re just operating and not even thanking God. And I think we’re at a place where we just give God thanks for all the things that you have done for us in our life. And it’s just amazing that you can live a life and not even realize not being aware. And I have a question for you. How is your mental health? Are you mentally strong? Because Sheldon did an amazing job in talking about the stuff you got to do, but are you strong enough to even do it? Are you able to function a daily basis? How are you developing yourself? Are you growing as a person? See, what books are you reading? How are you getting better?
Are you plugged in? Are you engaged? Are you in the meetings? Do you miss meetings? Do you miss training?
Right?
Are you talking and walking like the person you wish to become? You see, if we want to be a million dollar earner, right, we got to walk and talk like that person that we wish to become way before we become that person.
Right?
See, our number one focus on daily basis is who can you inspire? See, who can you motivate? You see, this whole business is about connecting. See, it’s about you connecting to people. So on a daily basis, how are you connecting to people? Who are you motivating? Who are you in contact with on a daily basis?
Right?
See, if you look at this business, it’s a very simple business. See, prospecting is easy. It’s not that hard. You could prospect, you meet somebody, but is that something that you focus on doing on a daily basis.
Right?
How is your goal? Do you have big goals? Or you have just a goal just to get by, or you have a goal that says, man, I want to take over. I want to dominate.
Right?
See, when you have a goal that’s as big, see, the work ethic is a little different. You see, you talk to any one of the leaders that’s in the front because the goal is so big. You see, they show up a little different. They take notes a little bit different. Right? What they’re listening, what they’re hearing in the meaning is a little different. It take a whole nother meaning towards winning.
Right?
See, what’s your work ethic like? What time do you get up in the morning? See, what is that looking like on a daily basis? I don’t know if it’s a different generation now where people just like, straight up lazy. It’s like, bro, you haven’t wake up. Do you understand that? Life is getting by, and it’s just like, going. It’s going, it’s going. You don’t get another chance, you know? You know, one of my clients, she passed away the other day, and, you know, I had to deal with death claim, and I’m doing the paperwork and I’m like, damn, is this what life is all about? You just live and you’re going to die at some point, right? It’s crazy how that is, right?
So if life is going to be like that, wouldn’t it make sense to have some type of sense of urgency, like, you don’t have forever? What’s the office environment like? See that? We just opened a new office, which is 100% God. We was looking for an office, and we just couldn’t find the right office. Our lease end that we like, we need a brand new location. And we found this office after looking about probably like a third different location, and we prayed on the office that we liked, and it was probably about ten different things that was wrong with the office. And I called the Realtor. I’m like, we get these office under one condition. If you could fix all these ten things, then we’ll do it. And the realtor called back and said, all these ten things that you asked for.
She called us a week later. The landlord is willing to do it 100%. And I said, I look at Tiki, and I’m like, Tiki, you sure we should do this? And Tika, look at me like, come on, you idiot. That’s all, God. You know what I’m saying? And that was 100% God, man, we’re grateful for that. So new office, new environment we have in an environment where Op meeting, cohort 100 plus. Our training room. Cohort over 100 plus.
Right.
90% of our training is focused on recruiting and building. Anyone excited in this room? All right, just checking, right? Here’s a couple of life lessons I’ve learned in my years of being here.
Right?
Everyone got things in their life and no one is perfect. You see, you got to understand that. And I think when you get to the point where you’re at peace with that part of it, where you understand your upline is not going to be perfect. Your sideline is not going to be perfect. The people you’re going to be recruiting is not going to be perfect. It just make you live a better life.
Right.
You can’t live your life caring about what other people think. I think so many people live the life where they’re so caught up into everybody thing and their opinion and whatever it is. I mean, Primerica does an amazing job. You could get affected. Like, you’re going to see so many different players and people are going to be coming in front of the room that’ll make. Because you didn’t get recognized state, I don’t make you a loser. We’re all human in this room, right?
Wrong.
Last time I checked, right?
Wrong. Right.
So at the end of the day, don’t feel less than because you’re not winning at the level that you need to be winning at. Makes sense, right? So you can’t live your life, Kino, what other people think, your mama going to think something, your papa going to think something. Your uncle, your siblings, whoever, the people around you, they’re going to think maybe you can’t make it. But that don’t mean that’s the story. First of all, that’s a story that’s not even real. If you speak to any of the leaders that’s in front of this room, everyone ever made anything or become successful, you understand? They had to go through those type of adversity and people told them they wasn’t going to make it. And regardless, they make it, right or wrong.
Right?
Here’s another one.
Right?
You got to do what makes you happy. Check your energy. Is the people around you, what is that like? Does that make you feel excited? Does that make you fired up or they don’t. And you got to change your circle. You can’t be like, I got to be in a position where I want to be around people that’s genuine people that’s real people that want me to win. Does it make sense?
Right?
See, everything in life happens for a reason. Ain’t nothing just happened. How you think you got here? You think you’re supposed to be here for no reason. You’re here for a specific reason. Just think about how you got recruited. Now think about how you really got here. Do you understand the process and how you really made it right? Just that whole process alone. And just think about how you got recruited. You’re here for a specific reason. You’re not just here just to be here. There’s always a lesson learned in every situation. Every situation and Everything that ever happened to your life. You got to say, what do I learn from this situation? What are you going to learn from this whole meeting and being here? Are you going to come back with something?
I was watching Joe as he was taking notes in RVP meetings, and he had, like, ten pages of notes. And he’s a national sales director, makes a lot of money, and been in primary. How many years? Do you understand how great that. How crazy that is? And there are some people that’s walking in the back, just hanging out, going to the bathroom. What are you going to learn from this event? Are you going to take something of value that could take your life to a whole nother level? You see, I’m grateful for these meetings. We’re sitting here as a student, but, you know, we’re going to do something great. I heard Sheldon say he’s going to be 500,000, but we’re going to bump our goal up to get 600,000 before the convention. And you know what? We’re going to promote three RVPs.
I know Matthew Sheriff is going to be an RVP. Kim’s going to be an RVP. Patrice is going to be an RVP. But more important, man, we got some guys like Jamal and Doug and Xavier and Ramire and Cynthia and Sandra and Jackson. A bunch of these guys right now that they’re getting ready to go to RVP as well. And, man, we’re ready to dominate, ready to take over, do something special. Thank for all the leaders in the front, man, call us, man. You guys been great to us. Glenn and Zeal, Mervyn, I mean, everyone. I mean, thank you, guys.
Thank you, Keith.
