TEAM FREEDOM TRAINING MANUAL

Transcription

1 TEAM FREEDOM TRAINING MANUAL HOW TO BUILD A COMPANY, WITHIN A COMPANY KEYS TO BUILDING A SUCCESSFUL BUSINESS I. A MARKET. II. A MARKETING PLAN III. A SYSTEM. For internal use only. Not to be used with, or distributed to, the public.

2 I. THE MARKET The average credit card balance per household is $9, % carry over $10,000 - $25,000 of credit card debt each month.* About 1.4 million households face a jump of 50% or more in their monthly mortgage payments once the initial payment period runs out. - The Wall Street Journal, March 11, 2006 Bankruptcies are at record levels.* It is estimated that the average family is underinsured by more than $300, National Underwriter, April 24, 2006 Nearly 1/3 of Americans have no life insurance coverage at all. - LIMRA (Life Insurance Marketing Research Assoc.) 2006 Survey respondents cited procrastination and the difficulty of knowing how much to buy as the top reasons for not actually buying life insurance coverage. - Wall Street Journal, April 2005 For the first time since the Great Depression, the National Savings rate fell below zero. - USA Today, March 13, 2007 The average retirement savings for U.S. baby boomers is less than $25,000 and 60% don t have an IRA.* What s the most practical way to accumulate several hundred thousand dollars? Win the lottery, say 21% of Americans. - Kiplingers, March 2006 *Premier Business Magazine, Fall 2007 Issue 1

3 I. THE MARKET (CONT.) Average family income is down 2.3%. - USA Today, February 23, % of employed U.S. adults say they work more than 40 hours a week Vacation Deprivation Survey The #1 thing people can do to increase wealth is to start a part time business. - Robert Kiyosaki, Success Magazine April/May 2006 Demand for financial services professionals has never been greater. A career in this field has become an appealing option, especially for those seeking an opportunity to help people, while enjoying potentially high income and a flexible work schedule. - Monster Intelligence Financial Services Professionals Report, Fall 2006 Financial Advisor, why it s great. There are nearly 300 college programs for financial planning. As company pensions die out and Americans increasingly have to manage their own retirement savings business will get better still. - Top 10 Best Jobs, Money on CNN Money.com May 2008 What are the best jobs to pursue for the next five years? #1 Personal Finance Adviser. Retirement is quickly approaching for many baby boomers, more and more people are taking a hard look at their nest egg to see if they can stop working sooner rather than later.. All of this adds up to very strong job growth A personal financial advisor could earn millions. - Fast Company.com May 2008 Ten Most Satisfying Jobs based on job growth, salary growth potential, freedom to be innovative and creative. #1 Personal Finance Adviser - SixWise.com May

4 I. THE MARKET (CONT.) The average American family carries $8,000 to $ in credit card debt. -CNNMoney.com, April 16, 2009 Overall, 61% (of survey responders) said they always or usually live paycheck to paycheck. -CNBC.com, September 16, 2009 U.S. foreclosure actions shattered all records in 2009 and will do so again this year. -Reuters.com, January 14, 2010 Nearly a third of U.S. households have no life insurance, the highest in more than four decades. - Source LIMRA Wall Street Journal. August 30, % of American workers say they have less than $10,000 in savings. - Money.com, March 9, % of workers feel that they will not have enough money to live comfortably through retirement. - Employee Benefit Research Institute 2010 Retirement Confidence Survey 3

5 II. MARKETING PLAN Most companies spend tens of thousands or millions of dollars on advertising to sell their products or services. The best form of advertising WORD OF MOUTH The Marketing plan of PFS is a New Associates Natural Market, with two objectives in mind. 1. To help the new associate build a business with PFS starting part time, and when the timing is right, make a career change. 2. To educate the consumer of our products and services through the FNA (Financial Needs Analysis), to become debt free, and financially independent. As a new associate you complete a Top 25 Training List. We qualify the top 10, together we see those 10 during your field training, our goal is to get you trained, a FAST START BONUS, and qualified for DISTRICT LEADER in your 1 st 30 days The objective is to Build a Team, Identify and Develop People. Your Top 25 Training List Qualify your Top Pointers Map out your schedule, starting part time Results: 25 Training List TOP 10 6 CLIENTS 3 RECRUITS 3 New Recruits Top 10 Each 18 Clients 9 Recruits 9 New Recruits Top 10 Each 54 Clients 27 Recruits 27 New Recruits Top 10 Each 162 Clients 81 Recruits You get Field Trained One Time, Do It Right! See KT s Fast! Earn Your Fast Start Bonus of $100 - $500 - $600 (your 1st 30, 60, 90 days see brochure) Qualify for Sr.Rep District Leader Go to PFSU. Don t Go Alone! Duplicate! Duplicate! Duplicate! 4

6 UNDERSTANDING OUR MARKET The best qualified, those who most need our services, and those who do the best in our business fall into the following categories: 1. Age Married 3. Children 4. Own a home 5. Full time job earning $30, Been in the area for 2 years or longer Working in the right market is critical to your success. If you work in the right market, you ll help people, make money and build a solid business. If you work in the wrong market, you can work hard and get little results. Each one of the categories are worth one point: During your field training make sure you see only 4-6 pointers. (If we train you right, you will train others right). Are there exceptions? Yes You can bring people who are interested but do not fit the market to the next business orientation, then if they are interested, we ll meet with them after. THE PRIME OF LIFERS AND SENIORS Ages 50 and up Preparing for retirement or retired probably need help the most, parents, aunts, uncles, etc see during your training Need assets to be repositioned Cash Value Policies, CDs, 401K plans, Pension funds, IRAs, etc. Parents, grandparents that fit into this category could be seen during your training. THEY SHOULD BE THE ONES YOU WANT TO HELP THE MOST, JUST TO GIVE YOU THE PEACE THEY RE ON TRACK. 5

7 TOP 25 / TRAINING LIST How Your TOP 25 Multiplies How To Learn Fast 1) QUALIFY TOP (See in Days) 6 to 8 CLIENTS = 20 to 40 REFERRALS 3 to 6 RECRUITS = 75 to 100+ NAMES (TOP 25 s) 2) I WILL TRAIN YOUR 3-4 RECRUITS TO START BUILDING YOUR TEAM, YOU SEE MORE PERSONAL CONTACTS AND THE REFERRALS TO GET EXPERIENCE 3) THEN YOU TRAIN RECRUITS UNDER RECRUITS BUILDERS MENTALITY RECRUIT DIRECTS, BUILD TEAMS SALES RECRUITS FOCUS ON RECRUITING SALES ARE AUTOMATIC 6

8 GETTING OFF TO A FAST START *See New Associate Fast Start Bonus Plan KEYS TO SUCCESS: If you follow our system, every goal or dream you have can and will be accomplished. Within about 60 days from now, you will be licensed and trained along with 1, 2, maybe even 3 or more licensed and trained people who are in our market, know a lot of people and have credibility. Several others on your team will be on track to do the same. You ll have an unlimited number of appointments to go on because of all the new recruits coming on to your team that need to be field trained. You will be in a position to earn $2,000 to $5,000 per month. Show 4 page presentation / A or B / Compensation You ll be on track to be an RVP within 9 to 12 months. However, you may want to go RVP in 18 to 24 months so you ll be mature enough in the business to run your own office. You could earn $30K to $50K in income your first year and $150K to $250K or more your second year in the business. So, on a scale of 1 to 10, what s your desire to make all this happen? 10, Great! All you need to do is get me in front of people in the next 30 days. So how many days are you able to commit? 7

9 ACTIVITY PLANNER NAME: SPOUSE ADDRESS: ZIP PHONE/HM WORK CELL RECRUITER MANAGER SCHEDULE 9:00 AM to MON TUE WED THU FRI SAT SUN 12:00 PM 1:00 PM to MON TUE WED THU FRI SAT SUN 5:00 PM 6:00 PM to 11:00 PM MON TUE WED THU FRI SAT SUN PLEASE CROSS OUT THE TIMES YOU CANNOT WORK THE BUSINESS Number of days I am committed to work My immediate goals I want to accomplish : 3 months: 6 months: 12 months: 8

10 The Art of Communication is Asking Questions Questions Guide a Conversation Questions Control a Conversation The person that asks the last question is in control of the conversation. Become a great communicator by asking questions; the #1 topic people like to talk about is themselves and their family. A Tie Down: is a question at the end of a sentence i.e. If you could earn an extra $1,500 to $2,000 per month part time would that interest you? Alternate of Choice: is a question with two choices i.e. I could meet with you on Monday or would Tuesday be better? A Porcupine: Answer their question with a question i.e. Is this sales? Do you have experience in sales or management? 12

11 New Associates Top 25 Training List Best Friends, Closest Family Members, Co Workers Option 1 Go See Them Now Hello, (Chit Chat) Are you and going to be home tonight? (Great) I have something I want to show you, and somebody I want you to meet. Would (time) or (time) be best? WHAT IS IT? I can t explain it over the phone. I need to show you some great information and I have someone I want you to meet. I m gonna stop by. Is 6:00 good or is about 8:00 better? -OR- I have some time available on (day) or would (day) be better? (WFA) OK. Would (time) or (time) work best? WHAT IS IT ABOUT? I m in training with a financial services company. I have to go through training and have some time available on or. Which would work best? (WFA) OK. So would (time) or (time) work best? Do me a favor, let (spouse) know and put it on your calendar so you don t forget. Okay, great! See you at. Bye! Option 2 - Friends or Relatives that you respect their opinion Hello. This is. How are things going? (Chit Chat) The reason I m calling is I am starting a new second career and I have to get a license through the state of Texas. I have to go through some training before I can go to school. Would you and (spouse) help me out and sit through a presentation with me and a friend that is training me? (WFA) Great! WHAT IS IT ABOUT? I m working with a financial services company. It s very exciting, I need a favor I have to go through some training, I would like to show you some things and get your opinion. I have some time available on or. Which would work best. (WFA) GREAT! So would (time) or (time) work best? Do me a favor, let (spouse) know and put it on your calendar so you don t forget. Okay, great! See you at. Bye! 13

12 Setting Appointments In a new recruits warm market, or referrals Hello, My name is. We have a mutual friend. (Mutual Friend) was telling me about you and said you d do great in my company. I don t know if you would be interested or not, but I d like to show you what we do and the money involved. Do you keep your options open? (on the phone) (yes) Great! I m available? (mon) or is (tues) better? Great! Is (6:00) ok, or would (8:00) be better? What do you do? We deal in financial services, Do you have a background or experience in finances? No That s ok, because we provide all the training. So how about we get together. I ll show you what we do and the money involved and we ll see if it peaks your interest. What day is best for you? (mon) or (tues)? Yes Great! Then you ll catch on real quick. So how about we get together. I ll show you what we do and the money involved and we ll see if it peaks your interest. What day is best for you? (mon) or (tues)? 14

13 CHARACTER REFERENCE (New Associate Calling Reference/Friend) Hello (friend), This is (New Associate), How are things going? ( Chit Chat ) The reason I m calling is, I m in training and working on a second career. I ve listed you as a character reference. You ll be receiving a phone call from ( ) who is training me. Say some good things about me ok? Great! Thanks, I really appreciate it. If they ask, What are you doing? or Why is he/ she calling me? I m going into Financial Services. This is for my character reference. 15

14 CHARACTER REFERENCE Training Appointments (Field Trainer Calling To Set An Appointment) Character Reference for: (New Associate) Field Trainer: Calling: Hello! Is there? (Wait For Answer) My name is and I m calling in regards to (New Assoc.), Do you know? (WFA) Great! (New Assoc.) is in the application process with our company and has listed you as a character reference. Do you have a couple of minutes? A) How long have you known? B) How do you know each other? C) We are in the financial services industry and may be handling large sums of money. Do you feel he/she has a high degree of integrity? D) is getting licensed through the state of Nevada and has to go through some training appointments before he/she can go to school. F) Would (new assoc) have enough credibility with you and (spouse s name) to where you d help him out with a training appointment? (WFA) Great! He/she s scheduled to work on and this week, which day would be better for you and (spouse)? Great. What time is better, 6:00 or 8:00pm? Do me a favor, let (spouse) know and put it on your calendar so you don t forget. Okay, great! See you at. Bye Why Do I Need My Spouse? There are questions for both of you, it will only take about minutes, unless you have a lot of questions. (Go back to F) What does it involve? He/She will be doing individual as well as company presentations this is just part of his training. (Go back to F) What s it about? We deal in financial services. (New Assoc..) is beginning his/her training process and will be learning to give group and individual presentations. Would you be willing to help with a training appointment? (Yes/Great) So what day would be better or Ok is 6:00 pm good or 8:00 pm better? (Great) Could you put that on your calendar and let (spouse) know, look forward to meeting you. Leaving a message (answering machine): This is. I m calling in regards to. has listed you as a character reference on an application with our company. I have just a couple of questions regarding. I can be reached at xxx-xxxx. 16

15 THE PROCESS OF THE NEW ASSOCIATE HOW SOON DO YOU WANT TO GET PAID? (EXPLAIN COMPENSATION REP, DISTRICT, DIVISION ) HOW SOON DO YOU WANT TO GET PROMOTED? 1. IBA (NEW ASSOCIATE MANUAL) 2. SET UP PFSU SCHOOL DATE (30 DAYS FROM NOW) 3. CALL TO SET UP TEST DATE AND FINGERPRINTS 4. TOP 25 TRAINING LIST 5. QUALIFY BEST (4-6 POINTERS) 6. START 30 DAYS OF FIELD TRAINING 7. SEE 10 IN FIRST 30 DAYS, 8. FAST START BONUS 3X3X1 9. ATTEND PFSU 10. PASS EXAM (TURN PASS NOTICES INTO THE OFFICE) 11. CONTINUE FIELD TRAINING APPOINTMENTS 12. GOAL TO BE PROMOTED TO DISTRICT LEADER 13. RECEIVE LICENSE FROM STATE 14. START PERSONAL APPOINTMENTS 15. FIELD TRAIN WHEN READY (TEAM CAPTAIN OR RVP APPROVAL) 16. GET SECURITIES LICENSED FOR INVESTMENTS 17. GOAL TO BE PROMOTED TO DIVISION LEADER 18. CONTINUE GOAL SETTING AND CLIMBING TO RVP!! 17

16 III. THE SYSTEM OUR PHILOSOPHY ALL GOOD THINGS GO TO THOSE WHO BUILD A BIG BASE SHOP & PRODUCE STRONG 1ST GENERATION RVPS KEYS TO BUILD A BIG BASESHOP RECRUIT, FIELD TRAIN & BUILD TEAMS GET WIDE, DEVELOP INDEPENDENT DIRECT LEADERS PERSONALLY TRAIN YOUR CORE PEOPLE (10-20 DIRECT LEADERS) LEAD BY EXAMPLE BUILD RELATIONSHIPS,FIELD TRAIN,SELL THE DREAM BUILD CONFIDENCE, FIELDTRAINING / MEETINGS PROMOTE BIG EVENTS GOAL - PLAN SCHEDULE (PART TIME & FULL TIME) TEACH HOW TO SET GOALS LEARN HOW TO WORK EFFECTIVELY PROSPECTING - RECRUIT BY DAY, SELL BY NIGHT MAX OUT SYSTEM 18

17 THE POWER OF PARTNERSHIP Two people committed to a common goal can accomplish so much more than one person. If you want to build a big organization, don t forget to include Partners in your business. They can mean the difference between success and failure. Suggestions for including Partners in your business: 1) Make sure the Partner is at the kitchen table when you present the concept and close the sale. 2) Get the Partner to the Opportunity Meeting, orientation meeting, Fast Start School, and Partner s meeting. 3) Recognize and reward the Partner and the Partner s organization. Remember: The recruit s Partner has more influence than anyone else. 19

18 THE PARTNERS IN PRIMERICA Primerica, Partners are truly a part of the business. Their efforts are recognized regardless of whether they are directly or indirectly involved. Partnership at Primerica has two aspects: 1. Personal Partnerships. - A helpful, enthusiastic attitude is the foundation for a successful partnership. - Partners in Primerica strive to show this kind of attitude. They try to: - Give the licensed Partner the freedom to try the business. - Set goals with the licensed Partner. Take care of things on the home front - Give the licensed Partner moral support be his or her biggest cheerleader. - Many partners who feel comfortable go a step further and do whatever is needed to help the licensed Partner do his or her job better. - Help at the office or at home with administrative work. - Help in the business and in some instances get licensed (depending on the individual). Every situation is different, and Partners must decide for themselves what they feel comfortable with. 20

19 WORKING WITH NEW PARTNERS Be careful not to overwhelm new Partners. Keep these points in mind when communicating with new Partners: Some Partners need a period of time to learn and share their concerns in a friendly, supportive atmosphere. Initially, just concentrate on being a friend. Don t try to sell Partners who seem to have concerns about their licensed Partner s involvement with Primerica. Let them meet and get to know you as a person. Let them ask questions. Be genuinely concerned about them and their families. Working in the office, organizing meetings, and doing things to help the business can be intimidating initially. Commitment usually comes with time. Don t tell Partners that they must become licensed and help recruit, prospect, etc Stress to the new Partners that the role they take in Primerica is entirely their own decision. Offer to help them determine their own comfort zone. 21

20 THE WINNING GAME PLAN Recruit Directs, Build Teams, Build a Big Base Shop, Promote Strong 1st Generation RVPs & $100,000 Earners Personal Weekly Activity: Day Schedule (See 30 Day Schedule) / (See Max Out Plan) 2. Activity Plan 9:00 a.m. 12:00 p.m. Prospect (Calls & One on One) 3. Reward and Punishment 1:00 p.m. 5:00 p.m. Interviews & Setting Appointments 6:00 p.m. & 8:00 p.m. Field Training Appointments Weekly: 8 Presentations - 5 FNA - 3 Clients - 1 SMART App - 1 New Assoc. Saturday: Date Night Off (Reward) If Behind: (Cancellations, No Results, Etc.) 4. Sunday Calls: Work Saturday Afternoon (Push to Catch Up) Work Sunday Afternoon ( Push to Catch Up ) IF YOU REALLY WANT TO WIN FOR YOU & YOUR FAMILY (DO THE THINGS OTHERS WON T, SO YOU CAN LIVE THE LIFE OTHERS DON T) SUCCESS IS NOT CONVENIENT!!! 6:00 p.m. - 9:00 p.m. Set Personal & Field Training Appointments 9:00 p.m. Team Conf. Call s, MTD, Personal # s 9:30 pm. RVP & Team Conf. Call, MTD Team # s 5. Every Days: 2 Day Honeymoon ( WORK HARD, PLAY HARD ) HAVE A PLAN FOR FINANCIAL INDEPENDENCE FOR HOW EVER LONG IT TAKES TO WIN 22

21 * THE SUCCESS CYCLE * WHY PEOPLE DON T MAKE IT IN PFS SOLUTION! 1. FEAR OF REJECTION UNDERSTAND THE CRUSADE 2. FEAR OF FAILURE PRODUCT KNOWLEDGE AND ACTIVITY SKILL 3. WORRIED ABOUT WHAT OTHERS THINK FOCUS ON YOUR GOALS 4. NO WORK ETHIC YOU DON T HAVE BIG ENOUGH GOALS 5. DON T STAY IN THE RIGHT MARKET KT S WITH 4-6 POINTERS 6. NO SPOUSAL SUPPORT BUILD A TRACK RECORD OF SUCCESS THE SUCCESS CYCLE 1. BECOME A CRUSADER 2. SELL OUT TO RECRUITING & BUILDING 3. MASTER THE FUNDAMENTALS, PRODUCT KNOWLEDGE & SKILLS 4. COMPETENCE = CONFIDENCE 5. CONFIDENCE OVERCOMES FEAR 6. NO FEAR = ACTION (WORK) 7. ACTION + SKILL = RESULTS 8. RESULTS = BELIEF 9. RESULTS + BELIEF = SUCCESS GOALS: RVP / $100K / $200K / $500K / F.I. PLAN: BIG BASE SHOP / GET WIDE RECRUIT & FIELD TRAIN DIRECTS, BUILD TEAMS SCHEDULE: 9 am 12 pm PROSPECT (P/T WEEKENDS) 1 pm 4 pm CALLS / INTERVIEWS 6 pm & 8 pm KT S / FIELD TRAINING SUNDAY NIGHT CALLS SET 8 KT S 23

22 WHY YOU NEED TO GO IN THE FIELD ON APPTS WITH YOUR FIELD TRAINER (They have the knowledge you have the credibility) POSITIVES 1. You get Trained You re competent 2. Build a Client Base 5-10 clients 3. Build a Referral Base referrals 4. Build a Team 5-6 Team mates 5. Promotion - Day 1 of being licensed 6. Override your team Day 1 of licensed 7. Independent Day 1 of being licensed 8. Recognition!!! 9. Fastest Way to RVP -vs.- NEGATIVES 1. Not Competent 2. Unable to get referrals 3. Not Confident 4. No Team 5. No Promotions at Time of License 6. Set the Example of how not to do it 7. Miss the FUN of recognition and competition 50% Contract as a District Leader 25% Contract as a Rep Went on Appointments *Passed Life Exam *3 Recruits *$4,000 Life Sales (6 Life Sales) EXAMPLE: ON YOUR OWN!! $4,000 in life premium x 50% COMM. = $2,000 Total = $2,000 No Appointments *Passed Life Exam *No Recruits *No Life Sales Credit *Split Commission w/ Field Trainer EXAMPLE: ON YOUR OWN!! $4,000 in life premium x 25% COMM. = $1,000 Example: Not on your own (Split Sales) $4,000 in life premium x 12.5% COMM. = $500 Total = $500 24

23 MASTER & TEACH THE 7 FUNDAMENTAL SKILLS 1. PROSPECTING/MAKING CONTACTS 2. SETTING APPOINTMENTS 3. PRESENTATION 4. HANDLING OBJECTIONS 5. CLOSING 6. GETTING REFERRALS 7. RECRUITING & GETTING THE NEW RECRUIT OFF TO A FAST START RATE YOURSELF 1 10 IN EACH AREA THE KNOWLEDGE YOU HAVE, HAS GOTTEN YOU TO WHERE YOU RE AT TODAY LEARN MORE TO HAVE MORE MASTER & TEACH THE PRODUCT KNOWLEDGE 1. TERM & INVEST THE DIFFERENCE VS WHOLE LIFE, UNIVERSAL LIFE, VUL 2. SMART VS CONVENTIONAL MORTGAGES (ARM S, NEG. AM S) 3. MUTUAL FUNDS, IRA S, ANNUITIES 4. PRIMERICA LEGAL PROTECTION (PLPP) 5. AUTO & HOME RATE YOURSELF 1 10 IN EACH AREA FOR THINGS TO IMPROVE, YOU MUST IMPROVE 25

24 SCHEDULE ACTIVITY PLAN :00 PROSPECT(PART TIME WEEKENDS) 1-5:00 FOLLOW UP CALLS / INTERVIEWS 6 & 8:00 FIELD TRAINING / KT PRESENTATIONS 6-9:00 SUNDAY NIGHT CALLS **Look at Events as an Investment. Sell 10 tickets to each event. 10 Sold 3 Show 2 Clients 1 Recruit 7 No Shows, Follow up = Set 3 Appointments 1 Client 1 Recruit etc WEEKLY PLAN Full Time Part Time KITCHEN TABLES: 8 PER WEEK KITCHEN TABLES: 4 PER WEEK CLIENTS: 3 PER WEEK CLIENTS: 2 PER WEEK RECRUIT: 1 PER WEEK RECRUIT: ½ PER WEEK INVITES: 5 PER WEEK INVITES: 3 PER WEEK PROSPECT: 5 NAMES PER DAY PROSPECT: 3 NAMES PER DAY 26

25 HOW TO WORK EFFECTIVELY 30 DAYS PER MONTH 4 CLIENT / CAREER NIGHTS 4 DATE NIGHTS ( SATURDAY) 4 SUNDAY NIGHTS ( ON THE PHONE) = 12 NIGHTS OUT OF THE FIELD (30-12=18) 18 X 2 PRESENTATIONS = 36 OPPORTUNITIES 50% = 18 (50% FOR DARK HOUSE,NO SPOUSE,ETC ) 18 GOOD PRESENTATIONS = FULL TIME = 10 CLIENTS / 4 RECRUITS PART TIME = 5 CLIENTS / 2 RECRUITS PUSH YOURSELF TO STAY ON TRACK WORK SATURDAY & SUNDAY AFTERNOONS SUCCESS IS NOT CONVENIENT 27

26 HOW TO MAX OUT YOUR WEEK Focus: 8 Presentations per week!!! Sunday Night On the phone 6:00 p.m. - 9:00 p.m. When Making Your Calls: Priority #1. Setup Field Training (Who Am I Training) Goal 10 Unlicensed Rep s Work with the most ambitious (The ones who show up to meetings) Priority #2. Personal Appointments Confirmed 6:00 p.m. and 8:00 p.m. Carry back appointment during the day or 8:00 p.m. last appointment of night Overbook (Goal is 4) (Create a DROP BY LIST) What time do they get home? What s the latest I can pop by? Priority #3. Referral System Referrals on 3 x 5 cards Referral box divided by Geographical Areas Keep 15 or 20 Out, Drop By or Call DISCIPLINE: DO THE THINGS THAT OTHERS WON T SO YOU CAN LIVE THE LIFE OTHERS DON T 28

27 ACCOUNTABILITY SYSTEM RVP TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN SUNDAY: 6:00 PM - 9:00 PM 1) FIELD TRAINING APPTS. 2) SET PERSONAL APPTS. 3) CALL REFERRALS 9:00 PM TEAM CAPTAIN CONFERENCE CALL WITH DIRECTS (PASSCODE #) 9:30 PM RVP CONFERENCE CALL WITH TEAM CAPTAINS 29

28 BECOME AN RVP **6 DIRECT TEAMS** AVERAGE $5,000 PREMIUM PER MONTH 5 RECRUITS $50,000 MUTUAL FUNDS **RVP** $30,000 PREMIUM 30 RECRUITS $300,000 MUTUAL FUNDS $200,000+ YEARLY INCOME 30

29 $100,000+ YR ACTIVITY PLAN SUNDAY NIGHT 6:00 8:30 PM (YOU HAVE 6 KT S* SET FOR THE NEXT WEEK) *THE RIGHT MARKET 25-45, MARRIED, KIDS,HOME 6 KT S SET X 4 WEEKS = 24 KT S SET = 24 X 50% CANCEL OR RESCHEDULE = 12 CONDUCTED = 12 X 50% CLOSE RATIO / 25% RECRUIT RATIO = 6 & 3 = RESULTS MONTHLY 6 LIFE X $900 AVG. PREMIUM = $ 5,000 & 3 RECRUITS 1 OR 2 INVESTMENTS ROLLOVERS $3,000 TO $6,000 PERSONAL INCOME RVP: AFTER REPLACEMENT, EXCHANGE MULTIPLIED BY 5 FIELDTRAINERS (YOU & 5) $30,000 BASESHOP PREMIUM 15 RECRUITS $900,000 SMART (150K AVERAGE) $120,000 INVESTMENTS (20 K AVERAGE) $250,000 YR INCOME 6 = $30,000 / $250,000 yr income 12 = $60,000 / $500,000 yr income 18 = $90,000 / $750,000 yr income 24 = $120,000 / $1,000,000 yr income + 1 RECRUIT / TOP 25 / QUALIFY TOP / 6-8 SALES & 3-6 RECRUITS 31

30 WEEKLY ACTIVITY MANAGER / WEEK OF: INT E R VIE W S 10 INVIT E S 10 KT'S 8 IB A'S 1 PREMIUM 2,000 FUNDS $20K A&H 2 PLPP 2 OTHER KT'S MTD #'S IB A'S PREM FUNDS 1 PERSONAL 2 TEAM 3 4 INTE R VIE WS PROSPECTS INVITE S TO ME E TING

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32 BUILDING A BIG BASESHOP YOU TE AM BUILDE R UNLICE NS E D FIELD TRAIN LICENSED TRAIN / COACH TE AM CAPTAINS COACH/ ACCOUNTABLE (90 DAY S OR LESS ONLY ) 1S T GE NE RATION RVPS LEADERSHIP TEAM 34

33 3 STEP APPOINTMENT PROCESS KT PROCESS / HAVE BOTH HUSBAND & WIFE AT KITCHEN TABLE 1 ST TIME APPOINTMENT INTRO Thank You for your time, this is helpful for (New Assoc s Name) training. What do you do now? / How long? What do you like the most? / What don t you like or what would you change? Are they paying you the kind of money you d like to make? Flip Chart Presentation at Kitchen Table / Company Video C.V. Ins. Page (If they have CV Ins. Show Dave Ramsey or Susie Orman) End of Presentation, Question, Scale of 1-10?...10, Let me give you an example l FNA Input Sheet Complete their numbers Read bottom questions..underwriting days? Complete application / Turbo or get commitments business & referrals Set Return Appointment / Invite to Opportunity Change to Business Opportunity Show Company Video Compensation Success Profiles Video IBA or Invite to the next Opportunity Night Meeting 2ND APPOINTMENT Review Flipchart Presentation & Concepts (Don t assume they remember) Review Commitments Show FNA Proposal Complete Application or Turbo App / Get Referrals / Letters 3RD APPOINTMENT Deliver Policy Update about Referrals, Get more Send Thank You Card RECRUITING SUCCESS Profile Videos Show Compensation New Assoc Bonus 4 Qualified Appts First week = $100 1st 30 Days = $500-1 st 60 Days = $600 Complete IBA / Schedule / Top 25 / Top 10 Best Qualified Set Appointments Top 3 / Scripts Option 1 or Option 2 Invite Top 3 / Invite Script 35

34 5 KEYS TO BUILDING A BIG BASESHOP 1. GET WIDE (Personally) - Recruit Directs - Build Teams 2. DO IT FIRST (Lead by Example) - Recognize Others Who Do It 3. BUILD RELATIONSHIPS - People Quit on a Boss, Not a Friend 4. BUILD CONFIDENCE - By Your Example Field Training - Teaching the Fundamentals 5. BIG EVENTS - Bigger Vision - Emotional Experience 36

35 KT PROCESS STEPS OF QUALIFICATION 4 PAGE PRESENTATION FNA INPUT CLOSE LIFE / SMART APP OR GET COMMITMENTS SET RETURN APPOINTMENT CLIENT: 8-10 REFERRALS RECRUIT PROCESS SHOW COMPENSATION DVD / ULTIMATE OPP DVD / TICKET TO FREEDOM IBA / SCHEDULE / FAST START AWARD TOP 25 / Q / 6-8 CLIENTS / 3-6 REC 4 MINUTE DRILL FAMILY/BEST FRIENDS CO WORKERS / HOBBIES / CHURCH CELL PHONE LIST NEW ASSOCIATES MANUAL, SCRIPTS SET 3 INVITE 3 SET THEIR PFSU DATE IN 30 DAYS BUILDING PROCESS BUILD DIRECT TEAMS 6 WIDE / 3-4 DEEP OF LICENSED FIELD TRAINERS RVP YOU 37

36 TEAM CAPTAINS WEEKLY TEAM CAPTAIN CONFERENCE CALLS: Wednesdays 9:30 PM CST. CALLS WILL BE IN HIERARCHY S OF $100,000+ EARNERS Kelly Case/James Torian HOSTED BY THEM AND TOP RVP S ( YES WE NEED MORE $100,000 EARNERS!!! ) EVERYONE IS WELCOME TO LISTEN IN ON THE CALLS, PLEASE PLUG INTO YOUR CALL, CHECK WITH YOUR RVP FOR YOUR CALL IN NUMBER AND PASS CODE THE 3 RD WEDNESDAY OF EACH MONTH WE WILL COMBINE THE CALLS AND HAVE ALL HIERARCHY TEAM CAPTAINS TOGETHER THE TOP TEAM CAPTAINS MTD. WILL BE THE SPEAKERS PLEASE GIVE TIPS AND SUCCESS STORIES ON THE CALL FOR OTHERS LISTENING IN HOW DO I QUALIFY TO BE A TEAM CAPTAIN? GLAD YOU ASKED $100,000 BUILDERS PREMIUM IN A 3 MONTH PERIOD (BUILDERS PREMIUM IS LIFE PREMIUM X RECRUITS) (10,000 OF LIFE PREMIUM X 10 RECRUITS = $100,000 OF BUILDERS PREMIUM) EXAMPLE: THIS IS YOUR TEAMS BASESHOP PRODUCTION AVG $4000 X 3 RECRUITS PER MO FOR 3 MONTHS = $12,000 X 9 RECRUITS = $108,000 BUILDERS PREMIUM 38

37 INVESTMENT PROCESS 1. Explain Asset Management Brochure to client. 2. Complete Investment Profile Questionnaire. 3. Set up the three fundamental accounts. (Emergency, Short term, Retirement) 4. Review Goals, Dreams & Objectives from FNA. (College, Retirement, Home, etc.) 5. Present Investment Portfolio Options. 6. Complete Fund Applications (Must be turned into office within 24 hours.) 7. Leave Prospectus with Client. 8. Invite to Client/Business Orientation. 9. Send Congratulations and Thank you note to client. 40

38 PRODUCT COMPENSATION LIFE $1000 ANNUAL PREMIUM ($83/MONTH) RANK % $ COMP AMOUNT RVP 95% $950 REGIONAL 70% $700 DIVISION 60% $600 DISTRICT 50% $500 SR REP 35% $350 REP 25% $250 (If monthly 75% advanced) MUTUAL FUNDS $30,000 + (RESIDUALS*) RANK ($ X SALES CHARGE (5%) X %) $ COMP AMOUNT RVP 62.0% $930 REGIONAL 42.5% $638 DIVISION 37.5% $563 DISTRICT 35.0% $525 SR REP 32.5% $488 REP 30.0% $45 ANNUITY OF $30,000 + (RESIDUALS*) RANK ($ X DLR (5.7%) X %) $ COMP AMOUNT RVP 62.0% $1,060 REGIONAL 42.5% $727 DIVISION 37.5% $641 DISTRICT 35.0% $599 SR REP 32.5% $556 REP 30.0% $513 *SEE DETAILS IN PROSPECTUS PRE-PAID LEGAL DEBT WATCHERS RANK $ COMP AMOUNT RANK $ COMP AMOUNT RVP $125 REP RVP $50 REGIONAL $100 DIVISION $90 DISTRICT $80 SR REP $60 REP $50 AUTO RANK $ COMP AMOUNT RVP $85.00 REGIONAL $62.50 DIVISION $60.00 DISTRICT $55.00 SR REP $52.50 REP $

39 MONEY MANAGEMENT PRINCIPLES It s not how much money you make that determines financial independence it s how much you keep. Everyone must make his or her own decisions about financial management. Some common sense suggestions: 1) Provide enough personal life insurance for your family until you are financially independent enough to cover several years of lost income. Remember, you are trying to protect the loss of income for the family for a period of years. 2) Have a will and keep it current. 3) Emphasize savings first, not spending. - Pay yourself first - Put savings where you can t easily tap into it. - Establish the mentality of two savings accounts: P For you P For taxes. Set aside a portion of your earnings to pay taxes. Remember, as a Primerica representative, you are an independent contractor and categorized as self-employed by the tax authorities; therefore you must make your own tax deposits. Establish your emergency fund first (you can do it in three or four months), then invest. You should diversify with conservative investments and stay liquid with investments, in this order: - Emergency Fund, Savings Account or Money Market - IRA / Keogh - Mutual Funds Be careful to avoid improper or shady tax shelters. 42

40 4) Live below your means not within your means. - Watch nickels and dimes, dollars take care of themselves. - Avoid buying durables until you can pay cash for them. - Avoid using installment loans to pay for cars, appliances, furniture, etc. - Avoid using credit cards until you can pay them off monthly. - Develop a budget and stick to it. P Keep records and analyze them monthly P Avoid carrying cash. It s difficult to account for spending. P Avoid allowances for household or any person. P Avoid shopping without lists or window shopping. 5) Don t change your standard of living when your income moves up, - Avoid making major changes for two years; reward yourself with minor items. - Put everything into savings and increase goals. 6) Other ideas to consider. - Keep your goals in front of you at all times. - Include your spouse and children in working toward these goals. - Buy your personal residence with the purpose of making money on the investment. P Buy, improve, and double your equity every two years. P Don t buy what you want, buy the best bargain. P Buy low in the best neighborhood. P Invest all your equity, keep your payments the same and repeat until you reach your dream home. P Save all part time income. 7) Sample Goal: Here s how you might begin putting yourself on the road to financial independence. Divide monthly income: - 50% for taxes and savings - 50% for living and business expenses - (No more than 20% should go toward business expenses.) 43

41 Example with: $5,000 monthly income $10,000 monthly income $2,500 for taxes and savings: $5,000 for taxes and savings Savings 25% $1,250 Savings 25% $2,500 Taxes 25% $1,250 Taxes 25% $2,500 Total 50% $2,500 Total 50% $5,000 $2,500 for living and business expenses: $5,000 for living and business: Living 35% $1,875 Living 35% $3,750 Business 15% $625 Business 15% $1,250 Total 50% $2,500 Total 50% $5,000 Now, invest your savings: The 1,250 you saved each month adds up to $15,642 in a year. Invest that at 10%. With the power of compound interest, you can watch your money grow!* 1 year: $17,280 2 years: $55, years: $324,042 *Hypothetical examples are used only to illustrate the effects of the compound growth rate and are not indicative of a guaranteed rate of return on any investment and not intended to demonstrate the performance of any actual investment unlike actual investments, the illustrations use a constant rate of return of 8% without any fees or charges. Tax deferred growth and tax-deductible contributions are taxed upon withdrawal. Assumptions are made about the beginning of the compounding period and the rate of return. During the first two years, when you re working toward financial independence, remember: - Work to increase your income. - Don t change your standard of living when your income grows. - Put extra money into savings. 44

42 APPOINTMENT SETTING 2 THINGS YOU CAN CONTROL: 1) YOUR ATTITUDE 2) YOUR ACTIVITY -- Art Williams

43 DROP BY FACE TO FACE Warm Market or Referrals Very Effective: Have a new recruit introduce you to their top 5 contacts Stop by their house or work, don t take anything to the door (New Assoc.) Hello, I want you to meet someone, this is. (Mgr.) Hi, I m training (New Associate) in my company, and was telling me about you and said you d do very well in my company I don t know if you would be interested or not, but I d like to show you what we do and the money involved Do you keep your options open? (If at their house) Do you have a few minutes? (Get your info. If the spouse is available do a KT, if not show them a little or video & set a KT) (If they re at work or the timing s not good Set an appt) I m available (mon) or is (tues) better? Great! Is (6:00) ok, or would (8:00) be better? What do you do? We deal in financial services, do you have some time you could make some money on the side? 46

44 Business Cards/Directories/Cold Contacts Setting Appointments for Interviews/Presentation INTERVIEW SCRIPT: Hello, is there? Hi, my name is how are you doing today? I m in charge of expansion for my company in the (city you live), I don t know your current job situation, but I d like to know if you keep your options open? (Wait for answer) I d like to meet with you and show you our business plans and the money involved. Do you have some time tomorrow or would later in the week be better? IF YOU GET AN ANSWERING MACHINE: I m looking for. my name is. My phone number is. The reason I m calling is that I m in charge of expansion with my company and your name was referred to me as someone who might be interested in looking at a career change if the position and money were right. If so, call me at. Thank you. HOW TO HANDLE OBJECTIONS: #1 How did you get my name? Are you familiar with the methods corporate recruiters use in order to obtain top quality prospects? Well, we use those same methods. Would you be interested in looking at a career change if the money was right? #2 Well, what is it? We deal in financial services, do you have a background or a degree in finance? No, Great! That s ok, we provide all the training. So how about we get together, I ll show you what we do & the money involved and we ll see if it peaks your interest. What day is best for you (mon) or (tues)? Yes, Great! Then you ll catch on real quick! So how about we get together, I ll show you what we do & the money involved and we ll see if it peaks your interest, what day is best for you (mon) or (tues)? 47

45 #3 I want more information, can you get me more information? Are you in management? Have you been in management before? Well I m sure you ve heard the phrase, time is money. If I could get the information to you over the phone, and if I could get the information that I need to gather from you over the phone, I would do it so we wouldn t have to waste time for either of us to get together. But it can t be done over the phone. How about we get together, I ll show you what we do & the money involved and we ll see if it peaks your interest. What day is best for you (mon) or (tues)? #4 NO So you re comfortable where you are at. Well, you should feel very fortunate, because most people are really frustrated and not satisfied with where they are at, so if you could earn 20 to 30,000 part time or make a career change for potentially more money, would that interest you? (If not) I wonder if you could do me a favor. Do you have a pen and paper handy? Please take this down. My name is Gary, G-a-r-y, Smith, S-m-i-t-h and my number is. Would you repeat that back to me? Great. What I d like for you to do is, if you run into somebody that s not as satisfied as you are - if they ve peaked in their career and they re looking for something $100,000+ you might give them my name and number and send them my way. But please, don t send me anybody that you wouldn t hire yourself. Thanks for your time. I appreciate it. That would be great. #5 YES Great! I m available on Tuesday, or is Wednesday better? Here are the directions to my office. (Give directions) My time is very valuable, so I hope you re not the kind of person who says you ll do something and not do it, are you? If for some reason you can t make it, would you call me and let me know, and I ll do the same for you. It s just common courtesy. Do you agree? (If they sound like they might not show up) Look, my time is very valuable and I can t afford to schedule the time if you aren t interested. I d prefer you letting me know now. 48

46 Scripts for the Field Trainer to Follow 3 Categories (New Associates Warm Market) INTERVIEW SCRIPT Hello, is there? Hi, my name is how are you doing today? We have a mutual friend he/she was telling me about you and said you were ambitious and said you would do well in my company, how long have you worked at? How long have you lived in (city)? I m in charge of expansion in the area, I don t know if you d be interested or not but I'd like to show you what we do and the money involved do you have some time tomorrow or would (day) be better? (WFA) great, is daytime or evenings better? (If evenings set up a KT) INVITE TO OPP SCRIPT Hello is there? Hi my name is how are you today? We have a mutual friend, he/she was telling me about you and said you could do well in my company. He/she said you were very ambitious, is that right? (WFA) I m in charge of expansion in the area I d like to meet with you and show you our business plans and the money involved. This week we have a business overview Thursday at 7:30pm and Saturday at 9:00am which would be better for you? I d like to meet with you beforehand, could you be about 20 minutes early? Great! Do you have a pencil and paper and I will give you directions to my office. WHAT DO YOU DO? We deal in financial services, do you have a background or a degree in finance? No. Great! That s ok, we provide all the training. So how about we get together, I'll show you what we do & the money involved and we ll see if it peaks your interest. What day is best for you _ (mon) or (tues)? Yes. Great! Then you ll catch on real quick! So how about we get together, I ll show you what we do & the money involved and we ll see if it peaks your interest, what day is best for you (mon) or (tues)? 49

47 CALLING A REFERRAL Hello, is (referral s name) home? Hi (referrals name), this is (representative). You were referred to me by (referrals name) Well, (person who referred) said that you were the type of person that given the opportunity to make more money and significantly improve your financial situation, that you would definitely be motivated to take advantage of that opportunity, is that true? What s it about? We deal in financial services. (People who referred) were very excited about what we did for them and they asked me to share with you how we were able to help their family. (referrals name), I d like to put your mind at ease, I don t charge a fee. I m compensated by the companies I represent, and (referrals name), if I m not able to significantly improve your current situation, I wouldn t ask for your business, and since I work on a referral basis and because (people who referred) trusted me enough to refer me to you and (spouse) you can be assured I will not waste your valuable time. Does that work for you? (WFA) Great I could meet with you (day) or would (day) be better? 50

48 You sense that they are trying to put you off / Have someone else / Don t have time Listen, (referrals name), generally when someone tells me that, what I really find is that usually they are feeling like I m going to come over and try to sell them something they don t want or need and that I m going to waste their time, is that kind of how you are feeling? Look (referrals name), (people who referred) trusted me enough to call you. Of course you know I work off of a referral basis and if I were to see you and waste your time or tried to get you involved in something you didn t want or need, is there any chance of you giving me any referrals? You see, it s not in my best interest to do that. There is no doubt in my mind based on what we did for (people who referred) that this will be very positive, can save you money and cut your retirement years, but we won t know that unless we get together. So what I d like to do is set up a time where we could meet for 20 to 30 minutes to show you what we do. I know you re going to be very impressed and I promised (people who referred) that I would do that. I also promised them that I wouldn t do anything to lose or violate the trust they have in me. So I want you to feel comfortable that I m not going to waste your time and I m not going to get you involved in something you don t want or need. And, unless I can substantially improve your situation, we are not going to do anything, fair enough? (CLOSE FOR APPOINTMENT) 51

49 PLAN FOR PROSPECTING 9:00am to 12:00pm Mon 3-10 New Contacts Tues 3-10 New Contacts Wed 3-10 New Contacts Thurs 3-10 New Contacts Friday 3-10 New Contacts Sat (BEST FOR PART TIMERS) Sun In 48 hrs call Mon names on Wed In 48 hrs call Tues names on Thurs In 48 hrs call Wed names on Fri In 48 hrs call Thurs names on Sat In 48 hrs call Fri names on Sun Follow up, Follow up, Follow up! Repeat Steps Beginning of the Week Another good plan is, 2 days of contacts, one day of follow up calls 52

50 FACE TO FACE PROSPECTING SCRIPT FIRST BREAK THE ICE, START A CONVERSATION OR ASK FOR HELP (MAKE SMALL TALK) HOW LONG HAVE YOU WORKED HERE? HOW DO YOU LIKE IT? HOW LONG HAVE YOU LIVED IN THE AREA? WHAT DOES YOUR HUSBAND/WIFE DO? DO YOU HAVE KIDS? ASK QUESTIONS = GOOD CONVERSATION MY COMPANY IS EXPANDING, WE RE TRAINING PEOPLE IN MANAGEMENT. DO YOU KEEP YOUR OPTIONS OPEN? DO YOU HAVE SOME TIME YOU COULD MAKE SOME MONEY ON THE SIDE? (SURE) GREAT! GIMMIE YOUR NAME AND NUMBER AND I LL GET YOU SOME INFORMATION (SURE) BUT WHAT DO YOU DO? WE DEAL IN A BROAD RANGE OF FINANCIAL SERVICES, I DON T HAVE A LOT OF TIME RIGHT NOW, BUT GIMMIE YOUR NAME AND NUMBER I LL GET YOU SOME INFORMATION. (GET THEIR NAME AND NUMBER) GREAT, I LL CALL YOU IN THE NEXT FEW DAYS! 53

51 PROSPECTING FOLLOW UP CALLING BACK TO SET AN APPOINTMENT HELLO, THIS IS. I MET YOU THE OTHER DAY AT. HOW ARE THINGS GOIN? ARE YOU KEEPING BUSY? (MAKE SMALL TALK) WHEN WE TALKED I TOLD YOU I D GET YOU SOME INFORMATION I WANT TO SEE HOW YOUR SCHEDULE IS, WHAT TIME DO YOU USUALLY GET HOME FROM WORK? (WAIT FOR ANSWER) I WANTED TO DROP BY SOME INFORMATION TO YA, WHAT AREA OF TOWN DO YOU LIVE IN? (WAIT FOR ANSWER) WHAT S YOUR ADDRESS? (WAIT FOR ANSWER) DOES YOU HUSBAND/WIFE WORK? IF I COULD I D LIKE TO GET WITH BOTH OF YOU, BECAUSE IF YOU DECIDE TO COME TO WORK WITH ME PART TIME OR CONSIDER A CAREER CHANGE, YOU D WANT (HIM/HER) TO KNOW ABOUT IT WOULDN T YOU? I COULD STOP BY (MONDAY) OR WOULD (WEDNESDAY) BE BETTER? OKAY IS (6:00) GOOD OR (8:00) BETTER? GREAT, COULD WRITE THAT DOWN IN YOUR CALENDAR SO YA DON T FORGET, LET YOUR (WIFE/HUSBAND) KNOW AND I LOOK FORWARD TO MEETING WITH YOU 54

52 SUCCESS IN PRIMERICA It s a Business of Activity You can only control how many people you see It s a Numbers Game You can t control who does business with you, you can t control who comes to work with you ALL YOU CAN CONTROL IS YOUR ATTITUDE & ACTIVITY Always add to your Referrals & Prospecting Bank. You always need places to be & people to see SUCCESS FORMULA: WEEKLY 8 KT S / 5 FNA S / 3 LIFE & MF CLIENTS / 1 RECRUIT MASTER GETTING REFERRALS THE STEAM METHOD (WHO DO YOU KNOW) SALESPERSON TEACHER ENTHUSIASTIC AMBITIOUS MONEY MOTIVATED My business is expanding, I am looking for a few sharp Salespeople Who do you know in sales? etc Teachers... 55

53 HOW TO GET REFERRALS AT THE KITCHEN TABLE JOHN AND MARY, MOST COMPANIES CHARGE $500 TO $1500 FOR A FINANCIAL ANALYSIS OUR FNA IS COMPLIMENTARY, BUT WE DO REQUEST 10 TO 12 REFERRALS LIKE YOURSELF, MARRIED, KIDS WHO COULD BENEFIT FROM HAVING AN FNA AND DON T WORRY ON THE REFERRAL SHEET, THERE IS A MEMORY JOGGER TO HELP YOU THINK OF PEOPLE SO LETS SEE IF EACH OF YOU CAN THINK OF 5 OR 6 COUPLES AFTER YOU GET THE NAMES, QUALIFY THEM SALESMAN TEACHER (GOOD WITH PEOPLE) ENTHUSIASTIC AMBITIOUS MOTIVATED (LOOKING TO MAKE MORE MONEY) MARY WOULD YOU DO ME A FAVOR AND GRAB YOUR ADDRESS BOOK? MAYBE LOOK IN YOUR PHONE 56

54 PROSPECTING Why master the referral system? Here s what one serious business person can do personally using the referral system: # Referrals* Close # Sales (10 per Sale) (50% Ratio) , *The referrals from the client are more valuable to you than the commission on the sale. 57

55 TOP 25 REFERRAL SYSTEM TOP 25 Qualify & See the TOP 5 (Hot Market) = 2 Sales & 1 Recruit Minimum 20 LETTERS OF INTRODUCTION 50% Set Appointments = 10 Appointments 50% Close Ratio = 5 Sales (8 Referrals per sale) 20% Recruit Ratio of Appts. = 2 Recruits One Top 25 1 Top 5 = 2 Sales & 1 Recruit (8 Referrals) 20 Letters = 5 Sales & 2 Recruits (40 Referrals) RESULTS = 7 Sales & 3 Recruits (48 Referrals) Three Top 25 s 3 Top 5 = 6 Sales & 3 Recruits 116 Letters = 26 Sales & 10 Recruits RESULTS = 32 Sales & 13 Recruits Thirteen Top 25 s 13 Top 5 = 26 Sales & 13 Recruits 516 Letters = 129 Sales & 51 Recruits RESULTS = 155 Sales & 64 Recruits 58

56 DIRECT CONTACT REFERRAL SYSTEM THIS CAN BE USED WITH BOTH CLIENTS & RECRUITS 1. HAVE NEW RECRUIT OR CLIENT PERSONALIZE AND SIGN A LETTER. 2. KEEP A LOG OF EVERY REFERRAL LETTER SENT, WHERE IT WAS SENT, WHO SENT IT, AND THE DATE IT WAS SENT. 3. TRANSFER CLIENT REFERRALS TO 3X5 CARDS. USE A BOX AND DIVIDE INTO GEOGRAPHICAL AREAS. CLIENT REFERRALS ARE TO FILL IN THE GAPS BETWEEN FIELD TRAINING. 4. MAKE SURE YOU, THE MANAGER MAILS THE LETTERS. 5. YOU CAN CONTACT THE PROSPECT EITHER BY PHONE OR IN PERSON. IN PERSON WILL GET THE BEST RESULTS. 6. THIS SYSTEM WILL HELP YOU TO GET THE NEW RECRUIT OUT IN THE FIELD QUICKLY AND HELP THEM GET OFF TO A FAST START. 7. IF THEY DON T EVER GET AROUND TO GETTING STARTED, YOU NOW HAVE A LARGE REFERRAL LIST AND QUALIFIED PEOPLE TO SEE. 8. WITH THIS SYSTEM, IF YOU RE ALWAYS RECRUITING IN A QUALIFIED MARKET, YOU SHOULD ALWAYS HAVE SOMEONE TO SEE. GOAL SHOULD BE TO GET 10 REFERRALS FROM CLIENTS AND 20 OR MORE FOR RECRUITS. 9. REFERRALS ARE THE KEY TO OUR BUSINESS. YOU MUST STAY IN BUSINESS LONG ENOUGH TO BUILD A BUSINESS. 59

57 Calling a referral after you sent a letter Hello, is this (referral s name)? Hi (referrals name), this is (representative). I m calling in regards to the letter that (people who referred) sent you. Did you read the letter? YES/NO Well, (people who referred) said that you were the type of person that given the opportunity to make more money and significantly improve your financial situation, that you would definitely be motivated to take advantage of that opportunity, is that true? (people who referred) were very excited about what we did for them and they asked me to share with you how we were able to help their family. (referrals name), I d like to put your mind at ease, I don t charge a fee. I m compensated by the companies I represent, and (referrals name), if I m not able to significantly improve your current situation, I won t even ask for your business, and since I work on a referral basis and because (people who referred) trusted me enough to refer me to you and (spouse), you can be assured I will not waste your valuable time. Does that work for you? CLOSE Great, (referrals name), I m going to be in your area on (day) or would (day) be better? I could pop by at (time) or would (time) be better? OR What s the earliest I could pop by? WFA What s the latest I could stop by? And (spouse) will be there too, right? Let me get good directions. I m really looking forward to seeing you both, I think you re going to be incredibly excited about it. In talking to (people who referred) they said you were really fantastic people and I m looking forward to meeting you. I ve got that in my calendar AND one last thing, I know your time is valuable, as is mine, so if something comes up, an emergency, I would appreciate the courtesy of a call, fair enough? My number is (your number). Super, I ll look forward to seeing you and (spouse) on (day) at (time). What is it? In a nutshell what I ll do is help you and (spouse) develop a plan to accomplish any and all of your financial goals. We ll focus on areas you are already spending, maybe look for ways to drastically reduce your costs and redirect money to other areas in the budget to get more value for the money you re already spending. So what I d like to do is set a time to get together with you and (spouse) to share the same information I shared with (people who referred). Okay (GO TO CLOSE). 60