**PREFACE** “The Secrets to Building a Super Hierarchy” is intended to focus attention on the core, fundamental activity necessary to build your Primerica business — recruiting. By way of examples drawn from past success stories, it illustrates the essential difference between a hierarchy and a super hierarchy — size! Size is the direct result of understanding and employing simple, proven approaches to recruiting and motivating new and existing associates. This book will help you set the right plan in motion and show you how to stick with it! Recruiting is the lifeblood of your Primerica business. These messages will not only help direct your efforts to grow your business.
They will help you help others see the vision of our unique opportunity, and to see that they too are capable of achieving the same success. However, there IS more to managing a successful business, especially when that business is as highly regulated as the financial services business. The Primerica system is designed to provide you with the material and guidance you need to build a solid foundation and structure, as you grow your business. Remember, recruiting a person is only the beginning of your responsibilities. You must also see that each new recruit is trained, becomes properly licensed and is adequately supervised. Information about training, licensing and supervision is pro- vided to you through our head office support systems. Primerica works with you to ensure that your business activity is in keeping with regulatory requirements and essential management controls.
Ongoing supervisory and training requirements for recruits, licensees and registrants and office openings are monitored by both Primerica head office support and by you as a field manager and your upline field leaders. Our Primerica infrastructure also provides other business monitoring tools such as online information libraries and business activity reports. Our customer service and compliance units will assist you in meeting the high standard of client service and care set by Primerica companies and regulatory agencies. To expand, you must take into account the differences in requirements that can exist among different state, provincial and/or federal jurisdictions. Not all jurisdictions permit part-time licensing. You’ll receive help to adjust your business plan accordingly.
These support functions are the activities that make for a solid foundation and structure and your business. On the contrary, they too are essential conditions for growth. Primerica is also about people. You will meet many, many, many new people on your road to success. Take care that those that you bring to your business will embrace and reflect our Primerica standard of conduct and business practices. Not everyone will be eligible to be licensed.
The wrong people will erode the solid foundation and framework that you have worked hard to build. Most importantly, you will want to instill in your downline team a profound respect for all who take the step of coming to an Opportunity Meeting or completing an Independent Business Application. Even though “The Secrets to Building a Super Hierarchy” is intended to illustrate that growth is about CHOICE, we don’t get to choose which regulatory requirements we will meet. The choice RVPs may make is between having a hierarchy and having a SUPER hierarchy. Make the choice today to put a plan in motion to achieve total financial independence. YOU CAN BUILD A SUPER HIERARCHY!
**INTRODUCTION**
**WHAT’S YOUR DREAM?**
Most people have a dream of becoming “somebody.” They want to be respected and admired by their families, their friends and their communities. Some people long to build their dream home or buy a luxury car. Others dream of sending their children to the college or university of their choice or traveling the world. No matter what your dreams are, Primerica can help you make them come true. Our free enterprise system allows people who come from humble backgrounds to work hard and live the life of their dreams. Everyone in North America has the opportu- nity to make a better life for themselves. There are many business legends in other industries who overcame obstacles and pursued their dreams, eventually enjoying success beyond measure: The founder of Stokely canned foods started out as the widow of a farmer with nine children.
After only six years, Anna Stokely and her family were selling 50,000 cases of canned produce annually. Today, Stokely USA Inc. (owned by Chiquita) is a leading processor of pri- vate label canned vegetables in the United States. Despite several years of verbal harassment, physical assault, hatred from teammates and death threats from fans, Jackie Robinson broke the color barrier in baseball and became the first African-American to be inducted into the Hall of Fame. In fulfilling his own dream, Robinson also helped to bridge the gap from racial inequality to equality. A boy who grew up impoverished — both eco- nomically and emotionally — fled his abusive father at age 16, vowing to make something of his life. Though he struggled with depression and endured several profes- sional setbacks along the way, Walt Disney achieved magnificent success and the endearment of millions worldwide. The world is on a first-name basis with this media mogul.
Oprah Winfrey escaped a lonely, and at times traumatic, childhood to become one of Forbes maga- zine’s top ten most powerful celebrities and Newsweek’s Woman of the Century. Oprah’s influence is felt beyond the world of television in areas such as publish- ing, film, philanthropy and social awareness. But if everyone has the power change their lives and make their dreams come true, why don’t they do it? Because most people are afraid! They are scared to try. They are afraid of failing and they fear the thought of what people will say if they do fail. So they never take the risk to go into business for themselves. Unfortunately for most ordinary people, the only way to achieve real wealth is through entre- preneurship — to go into business for themselves! Rarely do people fulfill their goals and dreams by working for some- one else.