Pennsylvania TEAM LAVINATION FAST START PLANNER. A step by step guide to getting your business and income off to a fast start.

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1 TEAM Pennsylvania LAVINATION FAST START PLANNER A step by step guide to getting your business and income off to a fast start.

3 Welcome to Primerica By joining our team, you ve shown that you re committed to being a SUCCESS and your success is important to us. This booklet has been specifically developed just for you the new recruit. The concepts and guidelines you ll find throughout this booklet were designed to get your new business off to a FAST START. At Primerica, we believe that you can achieve your dreams. Our time-tested, proven system has helped train thousands of new leaders get their businesses started. We believe that to be successful all you need to do is follow these simple steps. DREAM IT. PLAN IT. DO IT!!!! Visualize your Goals Write it Down Take Action For more information about our incredible company, who we are, our mission and history, visit As soon as you receive your solution number you can access all the information to help build your business on Primerica Online. Don t forget to sign-up for Primerica Online (POL) at to access the On-line exam simulator, study guides, field training material, and to set up your personalized website.

Important Info and Numbers Upline s Name Upline s Phone # RVP/SNSD-Jon Lavin 610-453-2331 Serious /Major?

tracking & questions Life Line Call us! We are here to help you. Red light Green light Stop when issues Come up! Keeper of the KEYS You will come to locked Doors, we have the keys!

4 Important Info and Numbers Upline s Name Upline s Phone # RVP/SNSD-Jon Lavin Serious /Major? s such as training, insurance or recruiting ) most questions most questions Office Manager-Packard Lavin Licensing Specialist- Lil Nowak Operations/most questions licensing tracking & questions Life Line Call us! We are here to help you. Red light Green light Stop when issues Come up! Keeper of the KEYS You will come to locked Doors, we have the keys! Lavin Office Address: 100 West Elm Street, Suite 400, Conshohocken, PA Primerica REP HELPLINE: Regional Licensing (RLC): *** If out of town: All trainings can be watched streaming at Monday Night Team Training 7:30pm - 9:30pm Saturday Afternoon Team Training 11:30am-1:15pm Weekly company updates & recognition! Weekly Opportunity Meetings to build your team! The Information that is presented will teach you and your team the financial and business concepts for success. The atmosphere is fun, energetic, and professional. Monday Morning Big Hitters Call 9:00am - 10:00am Dial in number: Pin: # Replay: Pin: same Lavination Base Shop Accountability Call 10 am on Mondays after Big Hitters call, Wednesday, Thursday and Friday 9am. Dial in: Pin: # Big-timers Meeting Tuesday at 10:00 live or on: new.livestream.com/lavination

5 What Next? The Question All Winners Ask Begin Training Process Field Training * Begin Licensing Process u u IBA - $99 & $25/m Insurance-24hrs or online Classroom Training Seminars Trained District Leader *Complete 2 Cycles Team is Built (4 Associates + 5 T.S.) Watch Videos to get certifications Investments Self Study Licensed Qualified Committed Appointments Qualified Committed FNAs Qualified Committed Clients Qualified Committed Recruit Learn it. Live it. Love it. DO more appts : Make More Money

6 Contracts & Guidelines 110% + 10% RVP 6 Active Dist. w/ proper volume $1000 x 110% = $1100 Plus $110!!! 70% $1000 x 70% = $700 60% $1000 x 60% = $600 REG DIV 9 Total Direct Associates 3 Personal Dist. $10,000 premium + u4 submitted 6 Total Direct Associates 1 Personal Dist. $5000 in premium (five clients) 50% $1000 x 50% = $500 LICENSE 25% $1000 x 25% = $250 DIST REP 4 TEAMMATES 5 TRAINING SALES $2500=QUALIFIED DIST. LEADER 3 Recruits & 3 Training Sales in 30 days = $300 1 Training Sale 1 Recruit & Prelicensed Get $100 Bonus in first 30 Days! An example of how to calculate your commissions and where the percentages come from: If you sit down with a client and their current plan costs $200 a month and you offer them the same plan for $83 a month, you will get paid a percentage of the annual cost. So $83 x 12 is $1000. This is where your percentage comes from.

7 Overrides = Difference Between Contracts $83/mth or $1000/yr 110% $400 70% $100 60% $100 50% $500 Total payout is $1,100

8 Reasons why you want to be a DISTRICT LEADER In first 45 days Would you RATHER 12.5% UNTRAINED 0 Recruits 30 Names REP Contract 50% + $300 Bonus TRAINED 3 + Recruits 75+ Names DIS Contract Expect Reasonable Results in Reasonable Time Frames Time Promotion Income 6 Weeks (30 days makes you a sprint district. Office record is 7 days.) 3 Months (60 days makes you a rising star. Office record is 40 days.) District Leader Division Leader $1 3,000/month $2 5,000/month 6 Months (record 92 days) Regional Leader $3 10,000/month Months RVP $ 150, Years SVP (3 RVPS) $ 350, Years NSD (6 RVPS) $ 650, Years SNSD (9 RVPS) $ 1 Million +

9 Field Train Me to District(50%) in 30 to 45 Days! Name: IBA Date: q 4 New Directs q 5 Training Sales 4 x 5 to Stay Alive! Name Annual Premium 1. $ 2. $ 3. $ 4. $ 5. $ Sprint District (Days) Get District in First 30 Days Promotion Goal Date: Solution Number: Complete Personal FNA: Date: Complete Fast Start Planner: Date: Schedule PFSU: Date: Name of Rec #1 Name of Rec #2 You Watch All Non Life Certification Video s qauto & Home qplpp qlong Term Care Name of Rec #3 Complete 2 Cycles of Promote Me to DIVISION LEADER (60%) Name of Rec #4 Name: Promotion Goal Date: Achieved Date: Solution Number: q 2 New Directs q $5,000 in Team Premium q 1 Active District My Team Production in my Promotion Month is: MY ACTIVE DISTRICT LEADER You Recruits: --AND Premium: RVP Name: Date New Team Member # 1 New Team Member # 2

10 Promote Me to REGIONAL LEADER (70%) Name: Achieved Date: Promotion Goal Date: Solution Number: q 10 Team Recruits x $10,000 in Team Premium in 1 Calendar Month q 3 Active Districts q 3 New Direct Agents You ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER New Team Member # 1 New Team Member # 2 New Team Member # 3 My Team Production in my Promotion Month is: Recruits: --AND-- Premium. Date q Must Have U4 Submitted RVP Signature: Promote Me to REGIONAL VICE PRESIDENT (110% + 10%) q q q Name: Promotion Goal Date: Achieved Date: Solution Number: 20 Team Recruits x $20,000 in Team Premium 2 months in a row. Must be fully Investment Licensed Give up minimum of $10,000 Replacement You ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER ACTIVE DISTRICT LEADER My Team Production in my Promotion Month is: Recruits: --AND-- Premium. Date RVP Signature:

11 Learn the Business in the FIELD One hour in the field = TEN hours in the class Three types of people 1. Sissy-scared of everything( you, change, their agent, family etc.) NO CLOSE. 2. Communist- don t think they will retire don t want to protect family. NO CLOSE 3. All-American- loves what we do for them and wants to help others as well. DEF CLOSE Appts. Sunday Monday Tuesday Wednesday Thursday Friday Saturday Sales Recruits Week 1 Week 2 Week 3 Week 4 Week 5 Opp/TR 730-9pm Opp/TR 730-9pm Opp/TR 730-9pm Opp/TR 730-9pm Opp/TR 730-9pm BTM 10am BTM 10am BTM 10am BTM 10am BTM 10am Opp/TR 11:30-1:30 Opp/TR 11:30-1:30 Opp/TR 11:30-1:30 Opp/TR 11:30-1:30 Opp/TR 11:30-1: CONGRATULATIONS!!!! DISTRICT LEADER!!!!!! 5 recruits setting 3 appts a wk=15 to train them on. Get trained to train and you will never worry about income, as well as be able to build a business! BUILD THE BUSINESS IN THE MEETINGS Opportunity Meeting Trainings Big Timer s Meetings PAL Schools

12 Keys to Success 1. Most important: BE COACHABLE 2. Constant communication 3. Always have a positive attitude 4. Have a plan of action (3 appts a week) 5. Maintain constant activity and work your plan Pipeline Theory The more you put in, the more comes out! Plug In Theory Charcoal Theory Push Point Theory Plug in to the system Seek the Heat and stay near the source GROW your business by pushing from meeting to meeting

13 Incentives Licensed- Flip Chart Presentation Securities License- $ CASH 1 Personal Recruit x 3 Sales SPECIAL RECOGNITION,GOLF SHIRT 2 Personal Recruits x 6 Sales DINNER WITH RVP, WINDBREAKER JACKET Double Digit (10 team recruits)- SPECIAL GOLF SHIRT, $ CASH 10 Team Recruits x 10,000 Personal Premium Club - SHIRT & TROPHY, DINNER WITH RVP & NIGHT OUT IN LIMO Sprint District (30 days)- GIFTCARD & PERSONALIZED SHIRT, NAME ON PLAQUE Rising Star (60 days)- Become a district and promote a District. IPAD OR $400 CASH, NAME ON PLAQUE Top Personal Recruiter (Min. 4)- $100 CASH Top Personal Producer (Min. $5000 prem.)- $100 CASH Highest Attendance Team (Min. 15)- $50 CASH

14 Why People Succeed/Fail 1. Rejection 2. Market 3. COACHABLE 4. Support/ Partner (Influence) 5. WORK ETHIC Character Goals There are three types of people Thief Gambler Champion Which one are you? Success is inevitable, if you do the RIGHT THINGS, LONG ENOUGH, WITH THE RIGHT INTENSITY!

15 CHAMPION DETECTOR This is what Champions do: 1. GET OFF TO A FAST START (On appts within the first 30 days, promoted to district in 30 days, licensed in 30 days, training others within 90 days) 2. SET THEIR OWN APPOINTMENTS AND HAVE CREDIBILITY ON APPOINTMENTS 3. ATTEND ALL MEETINGS POSSIBLE 4. WANT TO COMPETE EARLY 5. GO ON THEIR OWN EARLY 6. DO A SELF STUDY 7. HANDLE REJECTION MAD VS. DOWN 8. HANDLE CHANGE EXCITED VS. UPSET 9. ASK THE RIGHT QUESTIONS 10. GET OTHERS TO THE MEETING

Setting Appointments Working in the right market is critical to your success. If you work in the right market, you will make money and build a solid business.

16 Setting Appointments Working in the right market is critical to your success. If you work in the right market, you will make money and build a solid business. If you work in the wrong market, you can work long hours and never make any money. TARGET MARKET 1.Married ( Living with Spouse) 2.Age (25-55) 3.Children (Living at Home) 4.Homeowners (Renters) 5.Occupation (Full time job earning $30,000+) *Bonus=Lived in the area for 2 years or longer* X X X X X X X X X Put the odds in your favor X Prime Time for KT: 5:30, 7:45 and 9:00 6:00 and 8:00 These are the times most people are off of work. We can set anytime all the rules apply. Rules 1.Husband & Wife both 2.At the K.T. 3.3 appts a week 4.At least 2 in a row pointers in evening 6.Let manager know 24 to 48 hours ahead of time 7.3 & below: Interview, coffee, lunch, weekend, opp meetings

17 C.H.A.M.P. Another great way to create a prospect list is by using C.H.A.M.P.. Take a look at the following adjectives and write down who comes to mind. C.OMPETITIVE 1 TEL # 2 TEL # 3 TEL # H.ARDWORKING 4 TEL # 5 TEL # 6 TEL # A.MBITIOUS 7 TEL # 8 TEL # 9 TEL # M.OTIVATED 10 TEL # 11 TEL # 12 TEL # P.EOPLE SKILLS 13 TEL # 14 TEL # 15 TEL #

18 C.H.A.M.P. Another great way to create a prospect list is by using C.H.A.M.P.. Take a look at the following adjectives and write down who comes to mind. C.OMPETITIVE 1 TEL # 2 TEL # 3 TEL # H.ARDWORKING 4 TEL # 5 TEL # 6 TEL # A.MBITIOUS 7 TEL # 8 TEL # 9 TEL # M.OTIVATED 10 TEL # 11 TEL # 12 TEL # P.EOPLE SKILLS 13 TEL # 14 TEL # 15 TEL # We want/need to get in front of these people as soon as possible.

19 Top 25 Training List People you would want to help, and would help you! Market Credibility Name Phone Number Married Age Children Home Earn 30k Known 1 yr Spouse name Home Invite Visit 6 mos. Helped You Market Credibility Total

20 Top 25 Training List Market Credibility Name Phone Number Married Age Children Home Earn 30k The value of your training list could be $25K, $50K, $100K or even $250K+! Known 1 yr Spouse name Home Invite Visit 6 mos. Helped You Market Credibility Total

21 Other Places to Look Cell Phone, Phone/Address Books, Social Media, Any Lists, Memory Jogger

22 Steps to getting your Biz off to a FAST START Make sure you check off as you go and you will do great! q Finish all of your name lists (2 champ & 2 name lists) q Send the name lists by picture text to your upline. q Set up time to practice phone script immediately. With upline or appointment setting trainer. Call and practice. q As soon as the training is complete start setting appts for the week or weekend of your choice. Minimum of 3 ASAP!!! q Receive champ text from trainer and send to your top ten of your champ list and start building a team. q Schedule time to come in and learn how to set up and use ucanpass.com study website or refer to last page after appts are set and call licensing coordinator for help. APPS to download to help you build your business: 1.) Groupme- as soon as downloaded let trainer know 2.) Primerica app-will help you win the ipad and build business faster.

23 Fast Break Setting a Training Appointment (Them) Hello? (You) Hey this is, what you up to? (Them) Oh nothing much, just at the house. (You) Oh great! (Small talk with them. I.E. Ask them how they have been? How are the kids? How is the relationship?) When they answer, say that s good to hear and continue. (You) Well look, what are you and your (girlfriend, fiancé, wife) doing _Thurs or Friday around 6 or 8 p.m.? (Use the two days that you re free and give out all options so they can pick one.) You want to find out if they are free even before you ask. (Them) Oh nothing much, just going to be at the house. You know relaxing. (You) Oh that sounds great. Well look, I need your help. Can you help me out?? They will either say no, have an excuse, yes, or ask with what. (Them) Of course what do you need help with? (You) Well I just started with a financial education company and I am in training. For my training I have to observe some training appointments in the field so I know what to do. I ll come by with my trainer and show you the presentation and all you have to do is ask a bunch of questions and I ll see how it s done by watching my trainer answer them. It s going to be great! You re going to help me right? If they say yes, skip next paragraph. (Them) Well sure, what do you do? (You) Basically I will be teaching families how money works in different areas such as, banks and insurance companies taking advantage of people, how to retire earlier, and get out of debt faster. It s awesome, but you re going to help me out right? (Them) Sure.

24 (You) Okay great! Well just in case my trainer has to meet me there, let me get your address? (Them) Yes, It is 123 please help me avenue! (You) Okay great! Well I will be there (Appointment day and time). I can t wait to see you and your (wife, girlfriend, fiancé). THANK YOU SO MUCH FOR HELPING ME and like I said this is very important so do not forget (Appointment day and time). See you then! **If asked anything about the company you work for, Use Primerica, We basically represent companies like MetLife, Lincoln Financial, and Invesco. It s AWESOME! Most people haven t heard of Primerica BC WE DON T ADVERTISE Or unfortunately someone who wasn t trained properly gave them a bad impression. So when you state the other companies, these are companies they are familiar with and will be an easier transition. Overcoming Objections Oh I m not interested, sorry. Well that s great you do not need to be interested. I just need your help to get my training but I promise you will learn something new but like I said I just need you to sit there so I can get trained. So, (Appointment day and time). Oh I don t have time. You just said you were free (Day of Appointment)? Oh I know, something must have come up. Okay that s fine, so is (the next day) better? Like I said, I REALLY need to get this done. I know I can count on you. Thanks man! So, (Appointment day and time). Oh I heard about Primerica, no thank you. Great you re lucky, I wish I would have heard about them. But like I said, you don t have to do anything. I just need to come sit with you so they will pay for my licensing. So (appointment day and time)? Well let me talk to my wife and I ll let you know. Okay great! How long do you need? I ll call you then. But please find out ASAP, it s very important. So, (Appointment day and time). Let me check my schedule and I ll see. Okay how long do you need? I ll wait. Okay great, well. So, (Appointment day and time). I don t want to buy anything. Do you really think I would come over and try to sell you something? That s the last thing I m trying to do. I just need your help. That s all! So, (Appointment day and time).

25 Setting an Interview Yourself First Call (2 nd Call on back) (Them) Hello? (You) Hey! What s up, what you doing? (Them) Oh, nothing much. What s up? (You) Nothing much. How you been? (small talk etc.) (Them) I ve been good, and you? (You) Awesome! Well look, the reason I m calling is because I just started working with a financial education company part-time and they re looking for some sharp, motivated people that want to make $2000-$3000 a month two nights a week and you re the first person I thought of. Is that something you d be interested in? I can put in a good word for you and try to get you an interview. (Them) I mean yeah, but what do you do? (You) Basically, we teach families how money works in different areas such as banks and insurance companies taking advantage of people, how to retire earlier, and get out of debt faster. It s awesome! But I just started and don t want to explain too much because I might mess it up and say the wrong thing, so I can set an interview for you so you can come in and my regional manager can explain everything to you. Do you want me to get you an interview? (Them) Well, yeah! I d love to hear more about it! (You) Okay, great! What s your availability for the next 7 days? I need to talk to my manager to see when we can get you in for an interview because he is extremely busy. (Them) I m off Thursday and I can come in Friday or Monday after 12. (You) Awesome! Well look, I m going to call you asap once I talk to him and let you know what day you can come in! Like I said, he s very busy, so it might take some time for him to get back to me. Talk to you soon! You then send your leader a text with name, number and availability: Ex. Jon Lavin Available Monday and Tuesday after 12 and Friday before 3 pm Your leader will then look at their schedule and see when it matches up and reply with a time and date. Send (name) in Tuesday at 1.

26 Setting an Interview Yourself Second Call (You) Hey I got you the interview for at. My manager is so excited to meet you! I told him a lot about you so make sure you re there on time. I m going to meet you there! It s going to be great! And do not cancel on me because that s going to make me look bad after I talked so well about you. Are you sure that time is good? (Them) Yeah! That s awesome. Where at? (You) I will either pick you up or text you the address the day before so you don t lose the message, ok? Make sure you wear business casual clothes like slacks a polo or a button down for example because it s a big business. (Them) Alright that s fine. Thanks so much. (You) No problem! You re going to be great! I m so excited. See you soon. If they ask any questions such as pay or what you do in detail, or anything like that, tell them you just started so your manager can explain everything when they come or you can have your manager give them a call and explain the details. GREAT JOB YOU RE ON THE WAY TO BUILDING A BIG BUSINESS! DO NOT STOP AND REMEMBER THAT N.O. JUST MEANS NEXT ONE OR NUMEROUS OPPORTUNITIES FOR THE NEXT PERSON TO SAY YES!! YOU CAN ONLY OFFER THEM AN OPPORTUNITY. IF THEY DO NOT WANT IT, IT S THEIR LOSS!!! Overcoming Objections 1.) No thanks I m not really interested: Well you haven t even seen what we do. How can you not be interested? But, okay. Do you know anyone who would be interested in $3000 a month part time? 2.) Is this a pyramid scheme: A pyramid? What s that? (Wait for answer) No, that s illegal. It s a financial brokerage, just like any other business. So when do you want to come for an interview? 3.) I don t have time: You set your own hours, so you can work around your schedule. Besides, why not have one job that pays more than both of your other part time jobs, or make another thousand or two thousand while you keep your full time job? I m only talking about 8-10 hours a week, if that. 4.) My friend already tried that: Oh, for real? Who was it? (Wait for answer) Oh, I don t think he works here anymore. But I mean are you going to judge your success off of someone else s failure? That s like not going to college just because your friend dropped out ha-ha. Come on man, I m telling you, you would be great. At least come see it for yourself.

27 Primerica Online Your Ultimate Business Building Resource This Website is AWESOME! You re not just getting access to P.O.L, you re getting a full suite of resources and support to take you straight to the top! This is how you Run your business. With a Full Service POL, you can get paid in 2 days, recruit a team, track your clients and business reports, get cell phone discounts up to 27%, follow competition reports, training tools, and savings on securities license fees). Once you subscribe to POL, you are only moments away from your own professional business website with free hosting and your address For just $25 per month! Limited POL is also available. Ask your RVP for details. Register now, when choosing your address your best option is to go with the full name. Solution Number: Password: Step One Open New Rep Scoreboard Track Your 3x3- $300 Fast Start Bonus Opportunity- Start Fast & Grow BIG! Step Two Watch the Get Ready for Primerica videos, located in your Scoreboard under Prepare & Produce. These videos will give you the knowledge and information you need to understanding your business and getting off to a Fast Start! ****** Step Three Prepare to Earn $$$ Now It s easy to get started, Just educate yourself on how to use the program and earn money now! Certify by watching videos on Auto & Homeowners Insurance, Debt Watchers, Prepaid Legal Services, Long Term Care Insurance and you are certified to Earn Money Now! Located on the homepage or in your Scoreboard.

28 End of Chapter Quiz: as you take the quiz, you are provided with the Correct Answer, along with an Explanation. After all 15 questions are answered, Review Quiz you are again provided with the questions you answered wrong, along with the Right answers *Study this Review***** p.s- you will most likely fail 5-7 times before you make a 70%, just keep taking the quiz over & over then go back to the Chapter and read the information provided (if needed) Move on to the next quiz and do the same process for the remaining quizzes Formula: 1 hour/day = 2 quizzes passed 2 Simulate Your Exam: This is a combination of the quizzes in 100 questions. You are timed Two Hours and will be provided the right answers once all questions are completed. Study this review*** Take the simulator over & over until you pass with a 70%. 3 In order to receive your Pre-Licensing Certificate from the state, you must complete the Certificate Exam with a 70%. Keep studying! 4 Guarantee Your Exam: Take this test & pass with a 75% *10* days BEFORE taking your test (this ensures that if perhaps you fail your first attempt, your second attempt will be paid for by the company). U CAN PASS Classroom Pre-Licensing is Available and recommended 99% of the time! Register To Study Online Pre-Licensing (or through POL, Steps to Licensing, Register for Online Pre-Licensing) Click New Users Primerica You will receive an in your Primerica Mail (access through POL) that includes a link to finish your UCanPass Registration Information Needed To Complete Registration: State to Receive License- Pennsylvania RVP Name- Jon Lavin RVP Solution Number- ASM58 Password Decided By You Select Security Questions and Answers. Click Continue to complete Registration! Login To Study 1 Click Returning Users 2 Enter Address and Password Login, then verify your info & click continue Launch Course (top left) Click here to launch your course Click next until you get to. MAIN MENU 1 Study by Topic: 7 quizzes with 15 questions each (unlimited chances)

New York TEAM LAVINATION FAST START PLANNER. A step by step guide to getting your business and income off to a fast start.

New York TEAM LAVINATION FAST START PLANNER. A step by step guide to getting your business and income off to a fast start. TEAM New York LAVINATION FAST START PLANNER A step by step guide to getting your business and income off to a fast start. Welcome to Primerica By joining our team, you ve shown that you re committed to