Welcome and Congratulations for partnering with us as you start your journey on the road to financial freedom.

Transcription

1 1 Introduction Welcome and Congratulations for partnering with us as you start your journey on the road to financial freedom. The aim of this 8 Simple Steps to Success Guide is to provide you, our new Independent Consultant, with the information to get started with the MULTISURE income opportunity. After working through this manual you will know all you need to know about the most important aspects of our business, ie the products and income / business opportunity so that you can go out there and with confidence recruit others as policy holders and / or Independent Consultants. This guide is written in plain language and set out in an easy to read and implement style so that, no matter what your level of education or wherever you find yourself, you can train yourself in your own time and at a location convenient to you. However, please feel free to contact us whenever the need arises. We are here to help you succeed that is our Number 1 priority. Never hesitate to contact us on or admin@multisure.co.za we love it when our members phone and want assistance with recruiting in fact, we can t wait for your call because it shows that you are serious about working with us. On the next few pages we will look at the 8 Steps to Success in MultiSure: 1 Positive Mental Attitude 2 The Products/Services 3 The Income Generating System 4 Getting Started Right! 5 How to Recruit 6 Handling Objections 7 Completion of Application Forms 8 Contact List/Database

2 2 Positive Mental Attitude A Positive Mental Attitude is the single most important ingredient to being successful. Without it you cannot become the best you possibly can. Your Mental Attitude is the only thing over which you, and only you, have complete control. Success vs Failure Success attracts Success and failure attracts failure. A Positive Mental Attitude attracts Opportunities for Success; a Negative Mental Attitude repels Opportunities. A Positive mind finds ways to make things happen. A negative mind finds excuses why it can t be done. The Secret Your mind is constantly busy turning your dominant thoughts into reality. Therefore, if negative thoughts dominate your mind you will get negative results and you will fail. Fortunately the opposite is also true. If Positive thoughts dominate your mind you will be Successful and Happy. The good news is that you control who you spend time with, what you listen to, what you tell yourself, what you read, etc and therefore you can ensure that Positive thoughts dominate your mind and by doing so ensure that you position yourself for Success. Your number one priority is to create and maintain a POSITIVE MENTAL ATTITUDE.

3 3 Before you start approaching others to introduce our products or income opportunity to them, it is important that you ensure that you understand the most important features and benefits of our products yourself. The Products/Services It is very important to learn more about the products / services that MULTISURE provides. The people you will be dealing with will be asking you to explain certain things to them about the cover and you ll be expected to know at least the basic answers. Now, initially you cannot be expected to know everything and if asked a question that you do not know the answer to, please tell the person/people that you have just started and that you ll have to get back to him / her / them or that you haven t come across such a situation and you ll find out what the answer is. They will in most cases appreciate your honesty. NEVER give an answer that you are not 100% sure of. 1 LEGALSURE Family Plan Why Legal Cover? a. Statistics show that you are 7 times more likely to need a lawyer today than end up in hospital. b. Lawyers are very expensive up to R800 per hour. This is more than a year s LS fees. c. People need lawyers all the time but don t make use of them because it is too expensive or they don t know who to approach. As a subscriber to our LEGALSURE Family Plan the member and his/her family will be entitled to the following benefits: Telephonic Advice and Consultations As a LEGALSURE member you are entitled to an unlimited number of telephone consultations on any personal legal matter with one of the legal advisors in our employ 24 hours per day and 7days a week. About 90% of all legal advice sought by members of the public can be provided telephonically. The legal advisor/s employed by us will answer your legal questions, advise you of your legal rights and assist you in reaching a solution to your legal problem. He / She may require you to undertake specific action or await changes in the status of your matter before any further legal advice is provided. Should the legal advisor believe the matter requires a personal meeting or further legal action by you, you will be advised to arrange a face-to-face consultation with an Attorney in your area.

4 4 Face-to-Face Consultations Should it be advisable that you consult with an attorney in your area personally, you will be able to do so at no extra costs to you. Review of Legal Documents You may have legal documents pertaining to personal matters totalling up to six pages in length per document reviewed at no additional cost by the legal advisors in our employ and they will advise you on the contents of such legal documents. Letters and phone calls on your behalf If the attorney appointed by us finds it necessary, he or she will also write letters or make phone calls on your behalf to assist in resolving your legal matters. Simple Wills Everyone should have an up-to-date will. The simplest of Wills can save you and your family an enormous amount of money and time. The legal advisor in our employ will assist you in either preparing a new Will or updating your existing Will. This will be done telephonically and a proposed Will posted or faxed to you. Small Claims Court The Small Claim Courts in South Africa are becoming increasingly popular. While people are not allowed to be represented by attorneys in these courts, your legal advisor can discuss the matter with you telephonically and advise you on the procedures of the Small Claim Court in your area and also help you with a strategy to use in your case. A Small Claims Court Kit is also available. Miscellaneous matters Ante-nuptial contracts Application for late registration of birth Application for change of name Application to restore credit rating Advice, negotiating settlement and representation before any maintenance court hearing Legal Expenses Cover In addition to the above, members are also covered for civil, criminal and labour related matters up to an amount of R per year for legal representation / lawyers fees.

5 5 When does your cover start? There is a one-month waiting period for telephonic advice and services commencing on the first day of the month succeeding the month during which the first payment was received by us. Commencement of risk cover (physical representation) is 5 months after the first premium was received from the member commencing on the first day of the month succeeding the month during which the first payment was received by us. How does one make use of the service? A 24-hour Call Centre is available to all LEGALSURE members. The number to dial for legal assistance only is Please have your membership number or identity number ready when phoning. There are 8 qualified attorneys on duty at any time of the day providing the service in 9 of South Africa s official languages. For all other queries with regards to administration you should call the office on Who is covered? The member, spouse / partner, dependent minor children (biological, adoptive or step-child and any foster-child placed in the member s care by way of a court order), dependent parents provided that all such persons are ordinarily resident with the member. What happens if I lose my employment and can t pay my premiums? If the member is retrenched or becomes temporarily totally disabled due to an accident after the policy has been in force for not less than 12 consecutive months, we will waive premiums for a period not exceeding three months provided that the member gives us written notice of the retrenchment or disability together with such proof as we may require, prior to non-payment. Is the LEGALSURE policy underwritten? Yes, the policy is underwritten by SA Eagle (Pty) Ltd. Can I get a copy of the list of attorneys on the LEGALSURE panel? Neither we nor our underwriters and service providers provide a list of the attorneys on our panel as we want to prevent members contacting these attorneys directly rather than follow the correct procedure which is to contact our Call Centre first. If the Call Centre attorneys cannot assist the member then the latter will be referred to an attorney in his/her area.

6 6 2 FUNiSURE Funeral Plan As a subscriber to our funeral cover plan, the member will enjoy the amount of cover set out in the brochure in exchange for the premium indicated thereon. When does your cover start? All new members are subject to a six (6) months waiting period before cover commences but should a member die as a result of an accident then a one month (1) waiting period will apply. Who is covered? The member, spouse / partner and unmarried children up to but not including the age of 21. Cover is extended up to but not including the age of 26 if the child is unmarried and a full-time student. Cover for physically or mentally disabled children who are dependent on their parents will be included under this plan, irrespective of age, provided that they do not receive a disability grant. Provision is also made for extended family members to be included as indicated on the application form. What are the main features of our funeral plan? Minimum administration No medical examinations Lowest possible premiums Claims attended to within 24 hours Complete peace of mind to members How does one lodge a claim in the case of death? The number to dial for lodging a claim in the case of death is (office number). We will need the membership number or identity number of the policy holder. We will also need a copy of the deceased person s identity document and death certificate. What happens if I lose my employment and cant pay my premiums? All premiums in the case of FUNISURE have to be paid in advance and there is no provision for payments not being made whilst the cover remains in place as is the case with LEGALSURE. If two consecutive premiums are not received then the policy is cancelled.

7 7 Is the FUNISURE policy underwritten? Yes, the policy is underwritten by KGA (Pty) Ltd, a national company with offices in all the major cities and over policies on their books. 3 General Admin FAQ s How can payment be made? Payment can either be made via debit order, internet transfer or direct deposit into our bank account. The bank account details are as follows and also appear on the application forms: Bank: ABSA Account Name: MULTISURE Account Number: Branch Code: Reference: (Membership Number) Is there an admin fee payable? A once-off admin fee of R80 is payable with the first premium in respect of any policy taken out. If a member takes out two policies (LEGALSURE and FUNISURE) then there are two R80 admin fees payable as the products are totally different, have separate underwriters and different policy documents will be issued. Will there be a yearly increase in premiums? It is not foreseen that the premiums for LEGALSURE and FUNISURE will increase until at least FREE legal and funeral cover In both cases (legal and funeral cover) it is possible to enjoy FREE cover. By FREE we mean that soon after starting to recruit others, the member s commission from us could be equal to or exceed his / her monthly premium.

8 8 Income Generating System MULTISURE offers an Income Opportunity to anyone wanting to make use of it, whether you do it part-or-fulltime. How does the Income Generating System (IGS) work? When you become a MULTISURE member you receive a membership number. This membership number will link you with our systems. When you tell people about MULTISURE and they realise the excellent services / products being offered to them for a minimal amount of money, most of them will subscribe to at least one of our products and you will IMMEDIATELY become a Success Builder and start earning commission after signing up your very first member. All that you have to do is ensure that your membership number is inserted on the new member s application form and that you regularly pay your membership fees. On the 25 th of each month MULTISURE will pay all commission due to you for the previous month directly into your bank account and we ll also forward a statement to you explaining how your commission was calculated. You earn commission every month from those members recruited by yourself and / or your organization for as long as they pay their membership fees. Simply put: The more members you and your team / organization recruit the more money you earn. What are the different levels of the IGS? The IGS has seven levels. They are: Success Builder, Bronze Associate, Silver Associate, Gold Team member, Platinum Team member, Diamond Team member, Master Associate. How does the commission structure work and how much do I get paid? 1. Downline and Override commission: Level 1 - R5 ; Level 2 - R7 ; Level 3 - R9; Level 4 - R3 (The above is for the LEGALSURE product. For FS it will be half the above amounts. Please note that, in order to earn commission on Levels 2-4, you have to achieve 80 new Level 1 points per month. Points are explained under 2 below.) You will also receive a R50 signup BONUS for every new application form we receive (LEGALSURE or FUNISURE) provided that we receive the first premium and once-off admin fee.

9 9 2. You earn extra money over and above monthly commissions through once-off and monthly rewards program bonuses (point 3 below). Achieve these levels and earn the once-off bonuses indicated: Start-up Bonus (500 points) = R250 Bronze IC (1000 points) = R500 Silver IC (2000 points) = R750 Gold Team (4000 points) = R1000 Points explained Any LEGALSURE membership in your team = 40 points and any FUNISURE membership in your team = 20 points (on first 4 levels) 3. Over and above the commission and once-off bonuses, MULTISURE also offers a Rewards Program for those individuals who support their team members and who help their downline members take their businesses to the next level: Platinum Team = additional R1 Diamond Team = additional R2 Master IC = additional R3 per member per month on all 4 levels These Rewards Program Bonuses are paid over and above your monthly commission. Status levels explained: Platinum Team - must have 5 Gold Team members; Diamond Team - must have 4 Platinum Team members; Master IC - must have 3 Diamond Team members. The above qualifying members must be on first 4 levels Example of possible income: Level 1 = 10 members > R50 pm Level 2 = 100 members > R700 pm Level 3 = 1000 members > R9 000 pm Level 4 = members > R pm Total earnings per month: R (excluding sign-up bonuses) Could you explain the term downline organisation? "Downline organisation" refers to all the members whom you have personally recruited as well as to those whom they recruit.

10 10 Will I receive training on the MULTISURE services? Training is extremely important for the success of this business. The training takes various forms including: 8 Steps to Success Self-Study Guide, Fast Start to Success training, Group School, Ultimate Success training, General Information Sessions, MULTISURE NEWS, Competent and Helpful personnel and other Successful Independent Consultants. If a person whom I have recruited has a problem/query, do they come to me or contact MULTISURE? It will depend on the problem/query. If it is general in nature, concerns something you have been taught during the various training sessions and you are confident in your ability to handle the query, then you are best suited to resolve the matter. If however you do not feel confident, consult your upline or contact the office. Never give someone an answer you are not 100% sure of. If you were unable to handle a general query then it is imperative that you update your knowledge as to be able to handle a similar query in the future. Who takes care of all the administration? Another of the added benefits of the MULTISURE IGS is that all administration is taken care of by the office staff. The only admin you are involved with is the completion of application forms and keeping a file for your commission statements, MULTISURE NEWS and any other correspondence/important notes. All of these will automatically be sent to you on a regular basis. What it means is that all admin is handled by MULTISURE on your behalf so that you can concentrate on building your business. Our cutting edge computer system tracks all your business activities and that of your downline and furthermore ensures that you are paid all commission due to you. What happens to my income if I pass away? You can pass on your income to your beneficiaries who can opt to take over your business by giving us notice within 30 days of your death. RECRUITING Getting Started Right! It is one thing to spot a great opportunity, get excited and jump in but what is equally important is how you get started. What is the next all important step? This is the number 1 Income opportunity in South Africa but it will not work for you if you don t work at it and don t get

11 11 started in a way that will maximize your income potential. We would like nothing more than to see you becoming our next success story and therefore we would like you to start out on the right path. We are here to show you what works and what doesn t. We ve been in the game for 6 years and have used hundreds of ads, flyers, telephone scripts and marketing methods and no, we don t know it all, but what we do know can be of great benefit to you and we are too eager to provide you with all the information we have and assist you wherever we can. As simple as it may sound, the very first step after joining is to set a GOAL for yourself. How much money would I like to earn in the next 30 days using the MULTISURE Income Generating System? or better still How much would I like to earn by (date)? Your goal should be realistic, taking into consideration our commission structure and other important factors like what methods you will be using [internet, one-on-one (personal) recruiting, groups], how much time you have at your disposal, who your target market will be, what marketing methods you will use, etc. Many members who join want to know what a good goal is and how long it should take them to reach that goal. Well, as stated above, this will depend on your circumstances, motivation, etc but whatever you decide, the first magic number of new sign ups should be 5. 5 Independent Consultants in your team should be your immediate goal and please note that this does not include normal policy holders the ones who are not interested in the Business Opportunity. You should regard those members as bonuses. You should be doing everything in your power to get at least 5 people as soon as possible who are also interested in doing the business, who are also interested in earning an income or supplementing their income and who are willing to spend at least R298 to set up their own home business. [Please remember that in order to earn commission from the start, any new Independent Consultant must make his / her first premium and once-off admin fee payment during the same calendar month as his / her first recruit.] A good way of doing the business is to get a working team together as soon as possible. People whom you can meet with, plan with, set targets with, learn from and build a support team. It is good to know that there are others in your area with similar goals than yours.

12 12 How to Recruit How will I get 5 people to become IC s? It all depends on how you will be doing the business but generally it will either come from your contact list (database) or from people who are showing interest in response to flyers you handed out, adverts you placed, s you sent out, etc. How do I approach people? The approach you will be taking in getting people signed up is going to depend on whether you contact them to introduce the company, products and / or income opportunity or whether they contact you. People whom you are going to contact from your database / contact list. The general view is that the people on your contact list will be ones whom you know or have been referred to. A lot will thus depend on your relationship with the person you are about to contact but the general message that you want to get across is: That you are a consultant for MULTISURE The company offers legal and funeral cover packages The company offers and income opportunity (be careful as to how you convey this as people might think of it as just being another scam. Unless you are absolutely sure that the person will be interested in the income opportunity, don t mention it until the person has signed the application or indicated that he / she is not interested in the products only. That you would like 15 minutes of the person s time to show him / her the products and great benefits which can be enjoyed at a low monthly fee. People who contact you from ads, flyers, etc or who are asking you about our Income Opportunity Ideally you want to set up an appointment with this person and ask the 7 key questions below in person or over the telephone, alternatively send the person a brochure or DVD. The 7 key questions is a logical way to go about things and getting the person to sign-up and make use of the income opportunity.

13 13 The Top 7 Key Questions To Ask In A Recruiting Presentation Okay, so you're at the table with your prospects to give a formal presentation hoping to enroll them into your team. Here are the key questions that will give you control of your presentation while completely honouring your prospects. 1. The Permission Question You need to ask several key questions throughout your presentation. If you start asking powerful questions without their permission, it will sound as though you're interrogating them... not a good idea. You can easily get them to give you permission to ask your questions by simply asking permission to do so. Just ask: "It would be helpful to me if I could understand a little more about your situation. May I ask you some questions?" They always say Yes. 2. Motivation Question You need to know why your prospects decided to look at an income opportunity in the first place. You need to know what their hot buttons are and you need to know something about your prospect's world before you can present our opportunity to them. Although the Motivation Question does not usually reveal the TRUE motivations of your prospects, it is a good starting point for finding out what their real needs are. Here's the key question: "I'm just a little curious, why did you decide to take a look at our income/home-business opportunity?" Listen very carefully to their answer because you're going to repeat it back to them in just a minute.

14 14 3. The Exploratory Question Prospects seldom reveal their true hot buttons when you ask them a simple Motivation Question. However, if you can get them to elaborate on their answer, in the process they will usually describe their true motivations for looking at our program. A simple Exploratory Question like this will usually do the trick: "You said that the reason you decided to look at an income / business opportunity was because... (repeat what they told you). What did you mean by that?" Tip: Listen for them to reveal (and elaborate on) their dissatisfactions regarding their finances, their freedom and their jobs. It will fall into one of the latter three categories. 3.1 The Financial Problem Question Financial problems are one of the big three reasons why people get into network marketing. To find out if this is a concern (motivation) of your prospect, ask this question: "Are you completely satisfied with the amount of money you're making right now?" If they say no, ask them another Exploratory Question to get them to elaborate. Try: "Why do you say that?" 3.2 The Freedom Problem Question Another reason people get into network marketing is because they don't have enough freedom. To uncover this motivation, ask this question: "How do you feel about the amount of free time you have to do the things you'd like to do with your family?" If they are dissatisfied, get them to elaborate by asking another Exploratory Question. Try: "Would you explain what you mean by that please?"

15 The Job Dissatisfaction Question The third major reason people get into network marketing is because they hate their jobs. If it's a concern of theirs, here's the question that will bring it to the surface: "Are you totally happy with the kind of work you're doing now?" If they say no, (well, you know what to do.) Try: "Would you give me an example of what you mean?" 4. The Solution Question You can get your prospects selling themselves on our business opportunity by getting them to tell you the benefits of having solutions to the problems they told you about. Playback (summarize) to your prospects the specific problems they told you about regarding their financial, freedom and/or job dissatisfactions and then ask this question: "What would it mean to you and your family if you found a home-business opportunity that would solve all of those problems for you?" Stand back and let them tell you about all of the wonderful things our business will do for them: Unlimited income, work whenever they want to, be their own boss (set own hours), market indemand, affordable, simple products, etc. 5. The Basic Qualifying Question This is the most important of all the questions. A YES to this question and your deal is practically done. You need to ask this question just before you demonstrate our products, services and marketing plan (Business Kit, etc): "If I can demonstrate to you that my company's business opportunity will solve all of the issues you have expressed to me today, are you ready to make a serious commitment and get started?" The odds of them saying yes to this question are extremely high and if they do, the odds of them joining your team (if you want them) are extremely high too.

16 16 6. The Specific Benefits Question Can I ask you, do you have medical aid, car insurance, household insurance, etc or do you realise the need for it? Answer is always, YES. Now some time ago I needed a lawyer and believe me it cost me a lot of money. Did you ever make use of a lawyer or wanted to but didn t have the money or didn t know who to turn to? (If the prospect did then the battle is halfway won.) Shortly after my experience I discovered a great product which, if I had subscribed to it, would have saved me thousands of rands in legal fees. Do you agree with me? They have to say yes. MULTISURE offers LS and FS. Tell about LS - show flyer and point out Benefits. The best thing about our company is that less than 2% of South Africans have legal cover so the market is wide open for you and I and there is lots of money to be made out there. Statistics show you are 7 times more likely to need a lawyer today than end up in hospital - did you know that? Also, funeral cover - explain FS and Benefits. MS and I will help you set up your own home-based business marketing easy to sell, in-demand and affordable products that will enable you to earn an unlimited income, working at your own pace, part or full-time. Point out the Company s specs: 5 years in business Registered with the Dept of Trade & Industry Member of Direct Selling Association Authorised Financial Services Provider Over 3000 members to date Products underwritten Full training and support provided Internet or one-on-one option Uniqueness

17 How to become part of this opportunity? Explain the R270 start-up costs. (Business Kit, Once-off admin fee and own policy) 17 Change the above to suit your style but as you demonstrate the benefits of MULTISURE s products, services and income opportunity, be sure you show them how our business will solve the problems they expressed to you earlier. Then ask this question to make sure you met their needs: "Now that I have explained our business to you, do you see how it will meet your needs to your satisfaction?" 7. The Test Question Close Don't change a single word in this question. Look the prospect directly in the eyes and with a big smile on your face ask: (Name), do you see how you will benefit by being a part of our opportunity. If you have asked the other six questions the way I showed you above, they will say YES to this question too and when they do, you simply ask: Now which of our products would you like to subscribe to yourself? Get ready to fill out the applicable form (LS or FS, or both if you are lucky J) and sign them up. Another way of getting the message across to the prospect is to invite him/her to a MULTISURE presentation in his/her area or to have your up-line do the first one or two presentations to your prospects with you being present. How long should it take to get 5 IC s? As a general rule and if you do the business part-time the it should take you 2-3 weeks but definitely not longer than 1 month. If you do the business full-time then it should take you 1 week and definitely not longer than 2 weeks. If you are not achieving these goals then there is a possibility that something is wrong with your marketing, approach, etc and I want to advise you to contact us so that we can assist you with your recruiting.

18 18 How do I market the MULTISURE cover and IGS? As with the marketing of other products and services there are endless ways of promoting this service. We have identified the following as being critical activities/tools to successfully promote the MULTISURE legal/funeral cover and/or the IGS. They are: Flyers, Faxes, s, One-on-one sessions, Brochures, Adverts in newspapers/magazines, Business cards, Art of Promotion material, Phone, Desktop training, Follow-up on old contacts, Fast Start to Success training, General Info sessions, Recruiting (Gateway) sites on the internet. Handling Objections No matter what you do or what you sell in this world, you can be sure that there will be objections even if you sell the best product in the world at the lowest price. Top salespeople know this and they prepare for it so that they are ready to counter any objection anyone might have. The majority of objections are not an outright NO but rather a way in which to find out more about the product(s) you offer or the income opportunity. Let s look at a few and provide the suggested answers to the objections mostly encountered: 1. I don t need legal cover as I am not a trouble maker. Answer: But do you realize that bad things happen to good people all the time. Someone bumps into your car, your dog bites the neighbours child, etc. People will use lawyers all the time if they are more affordable for Wills, contracts, etc. 2. It is too expensive. I can t afford it. Answer: Too expensive? Compared to what? Do you have medical aid, car / household insurance? How much do you pay for that? With this business you get the opportunity to earn more money per money so that you can afford to spend it on you and your family. 3. I can get a cheaper product elsewhere. Answer: The cheapest product is not always the best as you know. Our legal and funeral cover might not be the cheapest around but we ll rather provide a quality product at a few rands extra per month that you will appreciate more. 4. I have funeral cover already. Answer: Many people have funeral cover but often find that one policy is not enough to cover expensive funerals. We pay out a cash amount so you can do with the money what you want.

19 19 5. I don t need funeral cover as I have enough life cover. Answer: Most people think that because they have life cover, they do not need funeral cover. Life cover can take months and even years to pay out after death. You or your family needs immediate cash in case of death. 6. Your income opportunity looks like one of those pyramid schemes and I know of people who have lost money with that. Answer: Pyramid schemes are illegal and we are registered with the Department of Trade and Industry as well as the Financial Services Board. People operating illegal schemes might use something similar to our plans but they are not legal and people always lose money with those schemes. 7. I cant afford the Business / Starter Kit. Answer: For R150 you can start your own business. Get only 3 people to just take out one policy and your business kit is paid for. It is that easy and I will even help you. 8. I wont be able to do the business because I cant sell. Answer: This business is perfect for anyone as it is a telling business rather than a selling business. We have so many tools available that will make it very easy for you to get the message across to others. Completing the Application Forms Please take note of the following when completing application forms: FUNISURE forms 1. In case of a couple/family: 1.1 The oldest of the couple must always be the main member. The younger spouse and children are listed as dependants. 1.2 The premium amount depends on main member s age and the amount of cover applied for. 2. Only biological & legal children under age of 21 (or 26 if full-time student), can be listed as dependants. Upon the death of adopted children, proof of adoption has to be provided. If the dependent dies and is a child over the age of 21 but a full-time student then proof of that will be required before the policy is paid out.

20 20 3. Extended family members eg mother, father-in-law, sister, etc must be added when applying for cover and cannot be added to the policy later. Children/another spouse may be added later. 4. Main member or any of dependants who tick yes to any health question and have deaththreatening disease/illness will be excluded from cover. If the disease is contracted after the policy was taken out then the cover will remain. 5. Honesty is very important when ticking health questions, because if wrong answers are provided it can lead to policy not paying out after person passes away. LEGALSURE forms 1. In case couple joins, husband or wife can be main member, but only one policy per couple is allowed. 2. Same applies as per FuniSure (2 above) for dependant children. 3. Dependants also include parents living with the member and who is dependant on member. FUNISURE and LEGALSURE forms 1. Don t forget to insert date, IC name and all signatures after checking that bank details, premiums and debit order dates are inserted. 2. Don t need spouse s signature on the FS application form if the main member is the payer of the policy. 3. If the payer is different to main member, please insert account name on form under bank details and let all initial next to it. 4. If the wife is the eldest and doesn t work and husband is paying then insert the latter s employment details on form. 5. Remember to fill in Dependant s relation to main member or spouse.

21 21 6. Always try to arrange debit order instead of payer depositing or transferring premium each month and try to arrange debit order for end of present month instead of 1 st of following month wherever possible to ensure that you start earning commission the following month. However, do not insist on the last day of the month just because of this reason as you want to ensure that the premium is deducted and not unpaid due to insufficient funds. 7. Don t guess or lie if asked a question you don t know or is unsure of what the answer is. Rather seek assistance from another member or the office and get back to member. You don t want members to cancel their policies and lose your commission just because they find out later that you gave them wrong information! 8. Always tell / inform members of when cover starts as explained earlier. 9. Never give legal or financial advice to prospects. You are only there to show them the plan and let them make the decision whether they want to make use of our opportunity or subscribe to our products. Other than that you should assist them with completion of the forms. Always check the form again with applicant before signing and leaving to save yourself/member time and unnecessary hassles. Also, it is a contract entered into between the new member and MULTISURE so please keep the form neat and tidy and as far as possible, prevent corrections. Next step is your contact list. This is the stage where you will be preparing to contact people you know or you might have been referred to.

22 22 Contact List This is where you start compiling a database that you will use to market your business. Choose a time and place to fill in your contact list at a time and place that you are least likely to be interrupted. Begin by writing down every single person you know. You might be thinking: What am I going to tell them? or Will they be interested? You need not be concerned about that now; first concentrate on completing your list. Information is available on how to go about recruiting. The key here is not to overlook ANYONE because you are of the opinion that they will not be interested. Remember just about everyone needs legal/funeral cover and an income opportunity. Use the You know more people than you think list and the memory jogger to get you started. You will be amazed at how many people you know. A recent study found that the average person knows about 700 people by name. Difficult to believe but true. We re only asking you for 50 names. Completing this list is one of the Keys to your Success with our System. Please don t overlook the importance of it.

23 23 You know more People than You Think The members of your own family Those You Do Business with * Father and Mother * Doctor, lawyer, banker, barber, * Father-In-Law and Mother-In-Law business people * Grandparents * Service station attendant, * Children dry cleaner, postman * Brothers and Sisters * Beauticians, jewelers, waiters/ * Aunts and Uncles waitresses * Nieces, Nephews and Cousins * Anybody you do business with With Whom You Associate Regularly List of Acquaintances Already Available * Friends and neighbours * Christmas card list * People you work with * Address book * Members of your church * Diary * List of fellow employees * Church directory Those You Meet In Organisations Or Clubs People You Know Who Are In Direct Sales * Civic groups, Rotary, etc. * Business/ office machine * Political organisations salespeople * School groups, alumni, PTA, etc. * Insurance salespeople * Car salespeople That You Have Been Associated With People You Know Who are In the Past Decision Makers * Schoolmates * Business owners * Former co-workers * Human Resources Directors * People in your home town * Office managers

24 24 Memory Jogger: Ask yourself if you know anyone who is associated with any of the following areas: Accounting Boats Education Acting Bonds Engineering Aerobics Bookkeeping Entertainment Air Force Books Eye Care Accounting Boats Education Acting Bonds Engineering Aerobics Bookkeeping Entertainment Air Force Books Eye Care Airline Boys Clubs Farming Alarm Systems Broadcasting Fax Equipment Animal Health/Vet Brokers Film Industry Antiques Builders Fishermen Apartment Buses Florists Architect Cable TV Food Service Army Cameras Furniture Art Camping Gardens Artificial Nails Card games Gift Shops Asphalt/ Roads Credit Union Girls Clubs Athletics Cricket Golfing Auctioneer Day Care Government Automobile Delivery Graphic Arts Babysitters Dentists Grocery Stores Banking Dermatologists Gymnastics Barber Designers Handicapped Baseball Detectives Hardware Basketball Diet Industry Health Clubs Beauty Salon Disc Jockey Health Insurance Beepers Doctors Hearing Aids Bible School Driving Range Helicopters Bicycles Dry Cleaners Hiking Blinds Dry Wall Horses Hotels Motion Pictures Pollution Hunting Museums Pools

25 25 Ice Cream Music Pre-schools Ice Skating Mutual Funds Printing Income Tax Navy Property Mgmt. Insurance Newspapers Psychiatrists Investments Nurses Psychologists Janitor Nutrition Publishers Jewellers Office Furniture Racing Judo Office Machines Radio Karate Office cleaning Railroad Kinder garden Optometrists Real Estate Laundries Orthodontist Rehabilitation Lawn Care Painting Religion Leasing Parking Rental Agencies Leather Parties Reporters Libraries Pediatricians Resorts Lighting Pedicures Rest Homes Livestock Pensions Restaurants Loans Perfume Roller Blading Luggage Personnel Roofing Lumber Pest Control Rugby Mail Pets Safety Management Pharmacies Sales Manufacturing Phones Sandblasting Mathematics Photography Satellites Mechanics Physician School Mental Health Pianos Screen Printing Miniature Golf Pizza Scuba Diving Mobile Homes Plastics Secretaries Mortgages Podiatrist Security Motels Police Self Defence Sewing Tyres Shooting Shoe Repair Tile Companies Tools Scouts Towing Tents Signs Townhouses Notes: Singing Training Skating Training Salons Skiing Transmissions

26 26 Skin Care Slimming Soccer Sailing Social Workers Softball Software Spas Sporting Goods Steam Cleaning Stereos Stocks Surgeons Surveyors Tailors Taxes Teachers Telecommunications Telemarketing Television Tennis Trucking T-Shirts Typesetting Unions Universities Upholstery Used Cars Vacuum Cleaners Vending Veterans Video Volley ball Volunteers Wallpaper Waste Water Skiing Watches Weddings Wine Woodworking Writing

27 Name. 1. Phone Number Initial Contact Follow Up Remarks Notes:

28 Name 26. Phone Number Initial Contact Follow Up Remarks Notes: