Basic Training. Qualification Guide

Transcription

1 LegalShield Basic Training Qualification Guide

2 Table of Contents A Brief History of LegalShield... 2 We are a Product Driven Company What to Expect From this Class Benefits of Attending Basic Training... 3 Why Are You Here? Who do you want to BE? What do you want to DO?... 4 What do you want to HAVE?... 4 The LegalShield Membership The LegalShield Family Plan and ID Theft Shield... 5 Licensing... 6 The Best Way to Market Memberships... 8 LegalShield Compensation The Compensation Plan Overview... 9 Your First Step Fast Start Qualify A shortcut to moving to the Associate level Fast Start Bonuses Overrides Override Example Residual Income...12 Player s Club In Business for Yourself Not by Yourself The System The List...15 Memory Jogger...19 Memory List Sort the List Contact and Invite Share the Plan...22 Leverage an Expert...23 Invite to an Event...23 Calendar of Events...25 Congratulations Appendix A: LegalShield Company Information Appendix B: Fast Start Qualification Chart

3 Section 1 A Brief History of LegalShield LegalShield is completely unique in all the world of networking companies. Read on to find out how! LegalShield was founded in 1972 with one idea: to provide equal justice under law. Company founder, Harland Stonecipher, conceived the idea by accident, quite literally. On July 11, 1969, he was involved in a headon collision which resulted in serious legal fees. He had auto insurance to cover the damage to his car, medical insurance to cover the cost of his hospital stay, and even life insurance had the accident been fatal. But he had no coverage or protection for the legal bills that accumulated. LegalShield became one of the first companies in the United States organized solely to design, underwrite and market legal expense plans. For a low monthly fee of $26 or less, the Company s membership plans offer a variety of legal services in a manner similar to medical reimbursement plans or HMOs. We are a Product Driven Company LegalShield offers unique and difficult to duplicate products. And our suite of products meets multiple needs. In addition to the Family Plan and the Identity Theft Shield membership, LegalShield offers a variety of other membership plans, such as: Group Plans to offer as an employee benefit Small Business Plans to protect business owners Commercial Driver s Plans for over-the-road truckers Specialty Plans for law enforcement officers, teachers and real estate professionals 2

4 ICON KEY Section to Complete Homework Hands-on Practice The purpose of this training is to help you get started in your new business! If you follow the instruction and advice of our hand-picked trainers, you will do well in this business. What to Expect From this Class This class is going to walk you through everything you need to know so you can get started properly in your new business. While some things may make sense immediately, and others may be new to you, these are the time-tested methods for getting started correctly in order to build a large business that will pay you well down the road. We wish you much success in your new business! Benefits of Attending Basic Training u You will be automatically enrolled in the Associate Benefits Plan and will have all the benefits available to you by simply attending this class and selling one membership. Some of the benefits include: AT&T and Sprint discounts for wireless phone bills Office Depot discounts for office supplies and print needs Prescription Discount Card program for savings of 10% to 85% u You will receive full advance commissions on all memberships you sell once you Fast Start qualify and achieve the Associate level. u By attending this class and meeting the Fast Start qualification requirements, you will participate in the training bonuses available every time someone on your team Fast Start qualifies. u Once you achieve the Associate level, you will be able to earn overrides on any memberships sold by new Jr. Associates who are part of your team. Why Are You Here? Before we start talking about what to do, we first need to make sure you know why you are doing it. The steps to getting started are simple, but that doesn t mean they are always easy. There will be difficulties along the way. What will make you continue to do the things you need to do in order to be successful? Knowing WHY you re in the business! How would success in this business help you to achieve your goals? How would time freedom and additional money, for instance, make a difference in your life? Who do you want to be? What you would do? What you do you want to have? Be as specific and as descriptive as you can when answering the following questions. 3

5 Who do you want to BE? First, think about the type of person you want to become. A leader? A great parent? An entrepreneur? Do you want to be more giving? More confident? What qualities do you desire? What do you want to DO? What do you really want to do with your life? What types of experiences would be exciting to you? Do you want to travel? Where? Is there something you want to learn how to do? Are there charities you want to support? What do you want to HAVE? What type of big purchases do you want to make? Where do you want to live? Do you want a larger home? A new car? Nicer clothes? Are there stores you d like to shop in without worry of the cost? What kinds of gifts do you buy for others? Let s talk about the service that is the backbone of our company and how it will help you to achieve some of your personal goals. 4

6 Section 2 The LegalShield Membership The LegalShield Family Plan and ID Theft Shield LegalShield promises its members access to quality legal services. Our membership covers everything from the trivial to the traumatic. When it comes to our product: Underpromise Undersell Undercommit Overdeliver! You do NOT have to oversell the product. It s that good! We offer plans to fit many different types of needs, but our Family Plan and Identity Theft Shield are by far our most popular offerings. Be sure to refer to the States/Provinces at a Glance before marketing any membership plans to make sure you are aware what plans are available in your state/province and if any sort of license is required. In LegalShield, Associates recruit to build their businesses but they sell memberships to make income. The entire business is centered around making a living while making a difference. For full details about the plans available in your state or province, please refer to your plan brochures and contracts. We work hard to find the right provider law firms which are well-established, credible and reputable that have the same customer service philosophy as we do. A careful monitoring system ensures that our provider law firms deliver quality service each and every call, to each and every member. 5

7 For a more detailed breakdown of the LegalShield Family Plan, visit your back office by going to and clicking on Associates Only and logging in. Licensing Some states require a license through the department of insurance to market legal plans in their state. While this helps lend credibility to the service and the company as a whole, it also means that in those states, you must be licensed to market our services there. The states which require a license are: The Canadian province of Manitoba also requires a license. If you live in a state that requires a license or if you have prospects in those states, you DO NOT have to wait until you are licensed to get started building your business. You can market the Identity Theft plan without a license, and you can recruit new Associates in those states without a license. The license is only required to enroll a new legal plan member. You can also market legal plans immediately in the other 37 states and provinces that do not require a license. However, the province of Manitoba requires you have your license before you make any sale or enroll any recruit. For detailed information on obtaining your license to market plans in the above listed states, visit login to the Associates Only area and click the Documents on Demand link. License applications and instructions for most states are listed there. If you have questions, call LegalShield Licensing at , Option 4. 6

8 LegalShield: Basic Training If you live in one of these licensed states or provinces, write down what you need to do to start the process to become licensed: 7

9 The Best Way to Market Memberships The best way to market memberships is to have personal experience using the membership. This will improve your confidence and your competence when talking about the membership. Write down one thing you could call the law firm about this week: Write down your law firm s phone number: When are you going to call them about the above issue? When is the law firm Open House usually held? When is the next Open House? 8

10 Section 3 LegalShield Compensation The LegalShield compensation plan allows you to get paid right away through advanced commissions as well as allowing you to build a long-term income through overrides and residual income. This section will give you a quick overview of how you will be paid, how to advance in the compensation plan and what it can mean to you as you build your business long term. The Compensation Plan Overview This chart shows what you get paid at each level on a $35.95 Family Plan with the Identity Theft Shield membership. Obviously, if you market a plan that costs more (like a business plan), you get paid more and if you market a plan that costs less (like the $26.95 Standard Plan), your commissions will be lower. New Jr. Associates will receive a 50% advance ($34.57) on memberships. Upon Fast Start qualification the additional 50% advance will be paid out. There are also two ways to move through the compensation plan. You can either advance through personal production (memberships you personally enroll) or through organizational production and structure (memberships enrolled by you and your team). 9

11 Your First Step Fast Start Qualify Your first step in LegalShield is to Fast Start qualify. This is a huge advantage to help you get started quickly. As a new recruit, you have 30 days to FSTS qualify but by attending this Basic Training class you can extend your qualification period! When you complete your Basic Training class within 30 days from the date your application is processed, you then have 30 days from your class date to FSTS qualify. How do you qualify? Achieve one of the following scenarios in your first 30 days: See Appendix C in this workbook for a chart to use to help you keep track of your qualification! A SHORTCUT TO MOVING TO THE ASSOCIATE LEVEL Fast Start qualifying is a shortcut to moving to the Associate level. There are several benefits to Fast Start qualifying: u Rank advance: Jr. Associate ($69.14/membership) g Associate ($103.71/membership) u Position yourself to start earning overrides on memberships marketed by new Jr. Associates on your team u Earn advance commissions on all memberships Prior to Fast Start qualifying, you will receive 50% advance commissions, which means you will earn $34.57/membership advanced and the rest will be paid as-earned until you Fast Start qualify. u Participate in Training Bonuses at all levels Training bonuses are paid out each time someone Fast Start qualifies. You can earn between $15 and $140 each time someone on your team qualifies. However, if you do not Fast Start qualify yourself, you will not be eligible for the bonuses until you reach the level of Director. Fast Start Bonuses See back office for additional details on bonus compensation. 10

12 Overrides Overrides are what you earn by helping support and train your team. LegalShield pays a cumulative differential override, which means that you earn the difference between the commissions at your rank and the rank of the next person in that leg of business. OVERRIDE EXAMPLE The following example is of a Manager using $35.95 memberships. As you see in the chart above, a Manager makes $ in personal commissions when he/ she markets a membership. They also earn up to $ in overrides. This means that a Manager who personally markets three memberships and who builds a team [like that one outlined below] that markets an additional 19 memberships can earn over $1,700/month part time! 11

13 Residual Income The compensation plan is a one-year advanced commission structure, so what happens when a membership stays on the books year after year? You continue to get paid! Residual income is the money you receive for the life of the membership once the advance commision is paid out. So as long as the member keeps the plan, you earn residual income. Based on you and your organization s one-year retention, you can earn a 1% to 18% lifetime residual on the membership (based on the level you were when the membership was originally sold). For example, if you were paid a $150 one-year advance on a membership, and qualified to receive a 15% residual, you would continue to earn $22.50 every year the membership stays active (paid monthly). The same would be true for any overrides you received. You would continue to get paid a residual on your override income as well. Player s Club Player s Club is a bonus program that rewards consistency. Simply earn five Player s Club points per month, and you will be a member of the Player s Club. You must have a 75% rolling retention rate during the month to receive a bonus check that month, so focus on writing good business! Here is how you earn Player s Club points: Extra Player s Club points earned during a month can be carried over to the next month (up to five extra points). This means if you earned eight points in January, three points will be carried over for February! 12

14 PLAYER S CLUB REWARDS Once you have qualified for 12 consecutive months, you become eligible for Player s Club bonuses! Being a Player s Club member also helps qualify you for annual trips paid for by the company! 13

15 Section 4 In Business for Yourself Not by Yourself In LegalShield, you are in business for yourself, but not by yourself. You will find that any challenge you face has been faced before and any question you ask has been asked before. There are time-tested methods of building this business that work, and we know that if you will trust these systems, they will work for you too! The System Having a system in place allows your business to grow long distance and indepenently of you. If your business is dependent on you (your charisma, your sales ability, your past experience or success, etc.), then it will limit your success. However, if you trust in a system and keep it simple, it allows anyone to recruit a superstar from 300 miles away. During the online First Step Training, you: 1. Created your list 2. Sorted your list 3. Learned how to contact and invite From there, you have some options on how you contact and invite people and what you will invite them to do. 14

16 The List Your list IS your business. The bigger your list, the bigger your business. It is a common tendency for people to pre-judge others though. Just remember, when you pre-judge someone, you are taking away their right to make their own decision. Our job is not to convince anyone to do anything. Our job is to simply expose them to our membership or opportunity to share the plan and let them make their own decision. Write down the names and numbers of as many people as you can. If you get stuck, look at the memory joggers on page 19 to help you think of more people you know. Remember, a big list means a big business. How big do you want your business to be? Tracking Name (and background) Phone Number Contact/Invite Flipbook/DVD 3-Way/Expert Event 15

17 Tracking Name (and background) Phone Number Contact/Invite Flipbook/DVD 3-Way/Expert Event 16

18 Tracking Name (and background) Phone Number Contact/Invite Flipbook/DVD 3-Way/Expert Event 17

19 Tracking Name (and background) Phone Number Contact/Invite Flipbook/DVD 3-Way/Expert Event 18

20 MEMORY JOGGERS The members of your own family u Father and Mother u Father-In-Law and Mother-In-Law u Grandparents u Children u Brothers and Sisters u Aunts and Uncles u Nieces and Nephews u Cousins Those who are your closest friends with whom you associate regularly u Friends and neighbors u People you work with u Church members u Sunday school class members Those you meet in organizations or clubs u Civic groups, Rotary, Exchange, Jaycees u Political clubs u Lodge, Elks, Moose, etc. u Missionary societies, brotherhood groups u Merchants or farm organizations u School groups, boosters, alumni, PTA, etc. Those you have been associated with in the past u Schoolmates u Former co-workers u People in your home town u Military cohorts Those you do business with u Doctor, lawyer, barber, merchants, grocer u Gas station attendant, dry cleaner, postal worker u Beauticians, jewelers, waiters/waitresses List of acquaintances already available u Christmas card list u Address book u Daytimer, planner u List of fellow employees u Church directory People you know who are in direct sales u Business/office machine salespeople u Insurance salespeople u Car salespeople People you know who are decisionmakers u Business owners u Human Resources Directors u Office Managers MEMORY LIST Ask yourself if you know anyone who is associated with any of the following areas: Accounting Acting Advertising Aerobics Air Force Airline Alarm Systems Animal Health/Vet Antiques Apartment Architect Army Art Artificial Nails Asphalt Athletics Auctioneer Automobile Baby-sitters Badminton Banking Barber Baseball Basketball Beauty Salon Bible School Bicycles Blinds Boats Bonds/Stocks Books Bookkeeping STATES: Alabama Alaska Arizona Arkansas California Colorado Connecticut Delaware 19

21 Boys Clubs Broadcasting Brokers Builders Buses Cable TV Cameras Camping Crafts Credit Union Day Care Delivery Dentists Dermatologists Designers Detectives Diet Industry Direct Mail Disc Jockey Doctors Driving Range Dry Cleaners Dry Wall Education Electrician Engineering Entertainment Eye Care Fax Equipment Farming Film Industry Firemen Fishermen Florists Food Service Furniture Gardens Gift Shops Girls Clubs Golfing Government Graphic Arts Grocery Stores Gymnastics Hair Care Handicapped Handyman Hardware Health Clubs Health Insurance Hearing Aids Helicopters Hiking Horses Hospitals Hotels Hunting Ice Cream Ice Skating Income Tax Insurance Investments Janitor Jewelry Judo Karate Kindergarten Laundries Lawn Care Leather Leasing Libraries Lighting Livestock Loans Luggage Lumber Mail Management Manufacturing Mathematics Mechanics Mental Health Miniature Golf Mobile Homes Mortgages Motels Motion Pictures Movie Theatres Museums Music Mutual Funds Navy Newspapers Nurses Nutrition Office Machines Office Furniture Oil Changes Optometrists Orthodontist Pagers Painting Parking Parties Pediatricians Pedicures Pensions Perfume Personnel Pest Control Pets Pharmacies Phones Photography Physician Pianos Pizza Plastics Plumbing Podiatrist Police Pollution Pools Preschools Printing Property Mgmt. Psychiatrists Psychologists Publishers Racing Radio Railroad Real Estate Rehabilitation Religion Rental Agencies Reporters Resorts Rest Homes Restaurants Roller Blading Roofing Safety Sales Sandblasting Satellites School Screen Printing Scuba Diving Secretaries Security Self Defense Sewing Sheetrock Shoe Repair Siding Signs Singing Skating Skeet Shooting Skiing Skin Care Soccer Social Services Softball Software Spas Sporting Goods Steam Cleaning Stereos Stocks Surgeons Surveyors T-Shirts Tailors Tanning Salons Taxes Teachers Telecommunications Telemarketing Television Tennis Theatres Therapists Tile Layers Tires Title Companies Tools Towing Townhouses Training Transmissions Trucking Typesetting Unions Universities Upholstery Used Cars Vacuum Cleaners Vending Veterans Video Volunteers Wallpaper Waste Watches Water Skiing Weddings Wine Woodworking Writing Zoos Florida Georgia Hawaii Idaho Illinois Indiana Iowa Kansas Kentucky Louisiana Maine Maryland Massachusetts Michigan Minnesota Mississippi Missouri Montana Nebraska Nevada New Hampshire New Jersey New Mexico New York North Carolina North Dakota Ohio Oklahoma Oregon Pennsylvania Rhode Island South Carolina South Dakota Tennessee Texas Utah Vermont Virginia Washington West Virginia Wisconsin Wyoming Provinces*: Alberta British Columbia Manitoba New Brunswick Newfoundland Northwest Territories Nova Scotia Nunavut Territory Ontario Prince Edward Island Quebec Saskatchewan Yukon Territory * Our membership is not available in all Provinces. Please see the Provinces-at-a- Glance for details. 20

22 Sort the List Now that you have a list, the next process is to sort your list. You can start by simply dividing your list into five categories: Top 10 - Who are the ten people on your list that are the warmest? Who can you get in front of this week? Business - Who are business owners, HR Directors, or business leaders? Opportunity - Who do you know that is looking for an opportunity to earn additional income right now? Membership - Who do you know that is going through a life events situation right now? Everyone Else - It is important to approach EVERYONE on your list with the membership or opportunity The most important thing is know what category your prospect falls into. If they are a business owner for example, you may want an experienced Associate in your support team to go with you to explain all of the products that can benefit a Small Business owner. If they are in your Top 10, you ll want to book an appointment with them this week and use a tool to explain the membership and opportunity. Contact and Invite Now that you have your list and it is sorted, it s time to get to work! You will contact and invite people in one of three ways: a) Share the Plan b) Leverage an Expert c) Invite to an Event We ll talk about the best way to do each of these in the following sections. 21

23 SHARE THE PLAN When you share the plan, you will do that in one of two ways: setting an appointment to do a flipbook presentation or sharing a DVD/CD or web presentation. Practice setting an appointment using one of the two scripts below: The Help Script Hey <their name>, I just started a business/career and wanted to know if you could help me out. I need to practice my presentation 10 times. Would you be willing to let me practice my presentation with you? You may not be interested in the service, but I would greatly appreciate your feedback. I would love for you to know what I am doing anyway. Would Wednesday or Thursday work better for you? <Set a time for the appointment.> Dave Savula: Three-Part Appointment Set This script can be recited in any order. Just remember to include all three lines! I have something I d like to show you. It will only take about 15 minutes. You may or may not be interested. Your interpretation might go something like this: Hi <their name>, how are you? Great! Look, I have something I d like to show you, and you may or may not be interested, but it will only take about 15 minutes. Can I swing by your house on my way home? <Or set another time for the appointment.> Flipbook Presentation Once you have booked your appointment, practice your flipbook presentation at least once before you go to your appointment. Using the flipbook is easy just read and turn the page. Or have your prospect read along with you. Not comfortable speaking in front of prospects yet? Use the prerecorded presentation message. The number is located on the flipbook. If your prospect asks a question you do not know the answer to, it is okay! Just let them know I m new, but that is a great question. Let me get an expert on the phone to answer that when we finish. This lets your prospect know that you care enough to give them correct information and lets them know that you don t have to be an expert to do this business because there is a support system in place! 22

24 LEVERAGE AN EXPERT You can leverage an expert s knowledge in two scenarios. Either as a first exposure to the business or as a second exposure after the prospect has reviewed some information. Either way, your job as a new Associate is to set up the interaction properly. This process is called edification. Edification simply means to speak highly of someone. When you get your expert on the phone, make sure your prospect is in the right frame of mind to listen to your expert by properly introducing them. Then your only job is to remain silent until you are asked to be part of the conversation. Again, it s important to let your expert be the expert. INVITE TO AN EVENT Events are the most effective way to share the business. There are numerous benefits, but the best is that you know your prospect saw the whole presentation and that it was given by someone who really knows how to properly conduct the presentation. 23

25 Live events include: u Weekly Business Briefing This presentation is at the core of our business model and is not only a great presentation for the guest but it keeps your team close to the fire. This will help them keep the vision of why they got started in the first place. My weekly briefing is on <day of week> at <time>. u Luncheons This is one of the simplest events to invite to and a very effective presentation. Invite your guest to lunch, you pick up the tab and they get a great overview. My local luncheons are held on <day of week> at <time>. u Regional Events Regional events give both you and your prospects an opportunity to get a bigger picture. Also, you typically get to hear from one of the top money earners in the company and have an opportunity to get some of the best training available. Regional events are not to be missed! The next regional event is on <date> at <time>. u Private Business Reception (PBR) and Private Conference Call (PCC) A PBR is simply your grand opening. All businesses have grand openings so should your new business! Your PBR allows you to have several people witness the start of your business at the same time and for you to leverage the expertise of your support team. The purpose is to let people know that you have a new business some of them may purchase a legal plan, some may become Associates, and some may simply become a source of referrals because they now know what you do. The more people you have at your grand opening, the more fun and the more effective it will be! A PCC is essentially the same as a PBR except it is done over the phone using a conference line. This allows you to invite people who either were unable to make the date of your PBR or live too far away to come to it. My PBR will be on <date> at <time>. My Guest Expert will be My PCC will be on <date> at <time>. My Guest Expert will be 24

26 CALENDAR OF EVENTS This Month Sunday Monday Tuesday Wednesday Thursday Friday Saturday Next Month Sunday Monday Tuesday Wednesday Thursday Friday Saturday Congratulations You now have everything you need to begin your career as a LegalShield Independent Associate! There will be additional trainings for you as you advance with the company, but at this point, you have the basic knowledge you need to get started. 25

27 u u u u u u u u u u u u u u You now know that you are with a solid company with a proven track record of success. You know that you can make money and have some idea of why you want to put the effort into this business. You know the details of the LegalShield membership. You know how to use your own membership and have something to call about on the next business day written down. You know that there is an entire back office support system for you at You know how the compensation plan works and how to advance through it. You know the most important first steps of how to Fast Start qualify. You know that following the proven systems will lead to your success. You know how to create and sort a list. You know how to contact and invite. You know how to share the plan. You know how to leverage an expert to get yourself out of the way of the message. You know the different live events available to you. You have scheduled your Private Business Reception and your Private Conference Call. You are all set. Now it s time to go to work! Remember, if you ever get stuck, contact your support team and ask questions. They are there to help you succeed! Seven-Day Check List: q Attend your local business briefing q Meet with your sponsor (if long distance, by phone) and schedule your PBR and PCC q Set a definite goal (date) to be Fast Start qualified q Put your TOP 10 in play do at least five personal presentations with the flipbook 26

28 Appendix A: LegalShield Company Information LegalShield 1 Pre-Paid Way Ada, OK For questions about your business, commission statements, supplies, and website, call Associate Services: (580) Associate Services FAX: (580) Marketing Administration FAX: (580) (for supply orders, event and training registration, and Associate address changes) Marketing Communications FAX (580) (for ad and website approvals): marketingservices@pplsi.com Customer Care (for members only): (800) (U.S.) (800) (Canada) Customer Care FAX (for members only: bank and address changes): (580) Emergency Legal Help Line (in case of arrest, questioning or detainment): (877) (toll-free) 27

29 Appendix B: Fast Start Qualification Chart Use the chart below to track your progress toward Fast Start qualification. Put your name in the center and as you market memberships or help other people start their own LegalShield business, fill their names in the chart also. Five Membership Sales: Member Member Member Member Member You OR One New Recruit and Three Membership Sales: Member Recruit/Member Member You 28

30 29

31 30

32 31

33 32

34 Marketed by: Pre-Paid Legal Services, Inc. and subsidiaries Pre-Paid Legal Casualty SM, Inc. In FL: Pre-Paid Legal Services, Inc. of Florida In VA: Legal Service Plans of Virginia PPL Legal Care of Canada Corporation (09/11) WRKBK.BT