Primerica
Indianapolis,#2UPDATE Employee
Sat, June 25, 2005
I am reminiscing the views of Alan Watts, a eastern philosopher who was quite popular in the 1960s & 70s. Actually, several of his books are still easily available on Amazon.com. Alan Watts expressed this: A person is said to experience eternal bliss when a person goes to heaven. But, that does not make sense. If a person is maintained in a heightened sense of ecstasy, that heightened state would eventually become one's normal sensation. Normality eventually becomes the mundane. And, monotony becomes tedious. Eventually, a soul would become so bored with bliss that it would begin to desire pain and agony. [Alan Watts' views heavily influence the movie industry. Hellraiser was premised on this current concept.] I would agree with the assessment of my former colleague in Wilmington, Delaware that people seek a sense of importance. An easy read that explores this concept is: Status Anxiety, by Alan de Botton [Pantheon Books, 2004]. And, I would tend to agree with the assessment of another commentator that Primerica oftentimes takes on cultic appearances [Danielle - in San Diego, CA]. We know that religion evolved out of primitive magic, which was used to give a sense of control over a person's destiny. It is also a well acknowledged fact that religious resurgence occurs in times of crisis when people lose their sense of control. Another well established fact is that people feel a loss of autonomy when they are compelled, by financial necessity, to accept low paying jobs that do not offer any real hope for advancement. Thus, it is natural for the hardworking, low paid segment of society to do two things: This segment is overwhelmingly religious because religion promises the heightened social esteem that is effectively denied to them in reality; and this segment searches for jobs that offer access to the social esteem that their current positions effectively deny. So, those who want the Primerica opportunity the most tend to be American-brand religious zealots, commonly known as Fundamentalist Christians. So, yes! A person will often hear Amen and Halleluiah at Primerica meetings by new associates. Eventually, however, these new associates do learn how to control their emotional impulses and to moderate their actions in a professional manner. This seems similar to the play: My Fair Lady, in which professor Higgins must teach Eliza to act within the new environment that she now finds herself in. Primerica, too, spends lots of time teaching recruits proper social graces that the public expects from financial representatives. Often time the new sense of importance is so overwhelming to the recruit that the recruit will do just as our former colleague in Wilmington, Delaware did; some Primerica associates harass friends and neighbors to convert to Primerica similar to how zealots try to convert what they perceive as souls lost from God. Zealous new recruits tend to be confused, which is the importance of working with a qualified rep that can temper the recruit's ambition. Simply because the Primerica opportunity is open and available to everyone, it does not follow that Primerica is right for everyone. Similar to the way that public universities offer open enrollment to everyone who meets the minimum qualifications, Primerica has open enrollment too. Many people who start college never finish their education. But, we do not close the doors to those who are statistically likely to fail. Simply because one person in my category fails at something does not mean that I will too. So, Primerica accepts everyone that meets a state's defined minimum standard. Many people are lured to Primerica for a sense of importance; but many of these people do not have the ambition to put in the necessary work to succeed. If a person started a lawn service, that person would be out all day mowing yards. This young up-start would be soliciting new customers whenever possible. Owners of start-up businesses often put in many more hours per week then the 40 hours one can put in working for someone else. Yet, those who fail at Primerica do not put in the many hours that other entrepreneurs work. There tends to be a perception among the complainants at this site that when they came to work through Primerica that they could makes lots of money simply sitting at a phone, waiting for people to call. Those company that do work that way hire low-paid telemarketers to answer the phones. The reality of insurance and finance is sociability. Affluent sales reps join the American Legion, the Jaycees, the Lions, their local country club, and so forth. Professional sales is interaction with people in social settings; not to push product - but to be available for when someone needs a product. People will call your office and request your products after they know who you are and they realize a need. Successful reps act professionally in social situations. Harassing people in malls is equivalent to using the lawn service's marketing techniques. There are publicly held social expectation that the financial professional must conform to. Offending a potential customer's sense of etiquette will not develop a customer base. No one can build a successful financial service business in just 3-6 months. Nor does Primerica promise that. Primerica promises promotions in the short term in title and recognition; but one has to be persistent over several years to build a successfully stable business. People move from job to job looking for a sense of importance, as well as better income. In an exclusive society like ours, however, very few can move to the top of any business hierarchy. Out of a group of 10-20 employees, only one can be promoted to supervisor; they all cannot be in charge. Of the supervisors, only one can move up to manager. One can settle for the position that one finds oneself in, or you can move on in search of an opportunity for promotion. Unlike other companies where the promotion is an exclusive decision by a superior, Primerica's promotions are based wholly on individual efforts. You, in effect, promote yourself by your own effots. Yes, anyone who wants a chance to succeed in the financial industry is given their chance at Primerica. These recruits are excited. They are happy. They have finally experienced that true sense of liberty that is often exclusively reserved for only the upper segments of society. And, they want to share that freedom with their friends and family. But, the excitement does wear off. This new heightened state of well-being becomes the norm. And, one is left with similar feelings of monotony that one experienced before joining Primerica. This is the time when the rubber hit's the road. The person can wander away in search of his next euphoric fix; or the person can build the business, the dream that gave him so much euphoria originally. Sadly, most people want the euphoria without responsibility. They are unwilling to put in the many hours of hard work that is required to achieve their dreams. All they really want is a drug of sorts, a short escape from their reality. Marx said: Religion is the opiate of the masses. So, yes! In a world where religion is no longer valid, people will use opportunities like Primerica as a pseudo-religion. Primerica is not a structured master/servant relationship that most businesses are based upon. Furthermore, the most lucrative sales positions with the highest earning potential are positions that are 100% commissionable. Primerica successfully blends earning potential with self-autonomy. It, therefore, takes great self-discipline to remain focused on building one's own business. It is true that statistically a person will not succeed at Primerica. Less than 6% of Primerica's reps earn over $50,000. Most reps consider Primerica a part-time income, like selling Avon. A few thousand dollars a year for a few hours a week is a nice suppliment to their regular careers. Consider: Some 85% of all new businesses fail within their first two years. And, most businesses are heavily invested, which inspires the owner to work hard. Primerica's only investment is $199. Primerica recruits are not destined to the financial ruin that most entrepreneurs face if they do not succeed; so, it is true, most recruits do not work too hard. Many of them are in search of a get-rich-quick scheme. Most people do use Primerica as their source of euphoria for a few months before they move on. For those people, Primerica is still a better deal than what the expected weekly donation to a church would be. Every financial service business has some form of financial assessment. The Primerica FNA is not unique. And, all business contracts protect the company that rights them. Rental agreements are written to protect the landlord, not the tenant. College applications and the subsequent student handbooks are contracts written by the college to protect the college, not the student. Most people have only worked in free-will shops; they have never signed an employment contract. They do not really know what a contract contains. Of course Primerica's IBA will protect Primerica; this is not unusual. What is unusual is the expectation that the contract would not protect Primerica. I was unable to find the book: ABCs of Financial Planning. I only found: The ABCs of Personal Financial Planning, which was written by M. Aboobaker [not by two authors]. And, this book only has 183 pages, which makes the reference to p.212 an error. Publisher: Creative Services; 1st ed edition [July 1, 1994]. It is true that entrepreneurial ambition is rare. Nor should anyone feel humiliated when they find that Primerica was not right for them. Perseverance is key. There is a business out there for everyone. It is simply a matter of searching for it. People leave jobs all of the time simply because the job was something other than what they had hoped for. Too often these people have a need to assign blame for their lack of success. This need is created by the emotional defenses set up by being entrapped within the master/servant relationship. Often, however, there is no need for blame. Leaving Primerica does not mean that one was wronged by Primerica. It simply means the two were not as compatible as either had hoped for.