THE PFS SUCCESS SYSTEM NEW ASSOCIATE MANUAL

THE PFS SUCCESS SYSTEM NEW ASSOCIATE MANUAL For internal use only. Not to be used with or distributed to the public.

Weekly Meeting/Calls Agenda Tuesday Night OPP 7:00pm & Saturday Training 9:00am Business Overview & Training, Shows the Bigness of PFS, the financial concepts we teach, the crusade, the opportunity etc..(the meeting to help you build a team) Sunday Night Conference Call 9:30 p.m.- 10:30 p.m. Dial in number: 605-652-3140 Pin: 177231# Monday Morning Big Hitters Call 9:00 a.m.- 10:00 a.m. Dial in number: 605-562-3140 Pin: 856403# Hector s Weekly Training Call (on a loop) Updates every Tuesday, Dial in: 951-262-3702 Lavination Fulltimers Training Call Monday-Friday 9am (10am on Mondays after Big Hitters) Dial in: 209-647-1600 Pin: 129141#! Meetings, Trainings, and Big Events are crucial to your success and the success of your team. Make a commitment to attend. 1. Never Miss a Meeting 2. Bring People 3. Get Promoted KEYS TO SUCCESS:

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.

The 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 Associate s Natural Market, with two objectives in mind. 1. To help the new associate build a business with Primerica starting parttime, and when the timing is right, make a career change. 2. To educate the consumer of our products and concepts through our complimentary FNA (Financial Needs Analysis), become a client, start a Game Plan to become Properly Protected, 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 and qualify for a FAST START BONUS within your first 30 days. We are going to expand your market through Client Referrals and our Recruiting System! Results: 25 Training List TOP 10 6 CLIENTS 3 RECRUITS 3 New Recruits 30 18 Clients 9 Recruits 9 New Recruits 90 54 Clients 27 Recruits 27 New Recruits 270 162 Clients 81 Recruits

The Right 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 25-50 2.Married 3.Children 4.Own a home 5.Full time job earning $30,000+ 6.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 to 6 pointers. (If we train you right, you will train others right). Are there exceptions? Yes You can interview or bring those 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. THOSE IN THEIR PRIME OF LIFE & SENIORS Ages 50 and up, the ones you ll want to help the most Preparing for retirement or retired probably need help the most, parents, grand parents, brothers, sisters, aunts, uncles, etc See during your training they may need assets to be repositioned Cash Value Policies, CDs, 401K plans, Pension funds, IRAs, etc. THEY SHOULD BE THE ONES YOU WANT TO HELP THE MOST, JUST TO GIVE YOU THE PEACE THEY RE ON TRACK.

Sub ----- Starter ----- Superstar! Decide what level you want to play!! Agree on the price It will take! Qualified Appointments Committed FNA S Qualified Committed Closes Qualified Committed Recruit SUB: 1 CYCLE A MONTH ($1,050) STARTER: 2 CYCLES A MONTH ($2,100) SUPERSTAR: 1 CYCLE A WEEK! ($4,200) (Net Advance Compensation as a district)

Other Places to Look Cell Phone, Phone/Address Books, social media, Any Lists, Memory Jogger Co-worker Dentist Golf with Ushers Boss Doctor Fish with Groomsmen Partner Principal Tennis with Singers Janitor Teacher Ski with Plumber Security Guard Coach Soccer with Plays bridge Delivery person Gym Baseball with Plays bingo Administrative staff Therapist `Softball with Plays poker Customer Hairdresser Football with Church Parking attendant Carpenter Bike with Plays pool Landscaper Mechanic Racquetball with Carpool Coffee shop Car salesperson Swim with Yoga Personnel manager Gas station Jog with PTA Salespeople Police officer Firefighter Hometown Boss boss Painter Scout leader School reunion Lunch with Roofer Barber College annuals Competitor Book store Auctioneer Optimist Repair person Dept. store Photographer Eat out with Copier person Grocery store Guidance counselor Dancing with Complainers Convenience store Musician Daycare center Inspector Waitress/waiter Sister-in-law Park Credit Union/banker Chef Brother-in-law From out of state Fired-up-male Cashier Father-in-law Has a truck Fired-up-female Dishwasher Mother-in-law Plays instrument Federal Express Hardware Store Brother Lifts weights U.P.S. Truck driver Sister Beard Delivers mail Pharmacist Father Little League Lost job Flower shop Mother YMCA Will be laid off Health spa Cousin Apt. manager Job hunters Fast food rest. Aunt Ambitious Dislikes Job Toy store Uncle Outgoing Missed promotion Dry cleaner Nephew Enthusiastic Most likable Student Niece Trustworthy Needs part-time job Repair person Best friend Hard-worker Engineer Movie rental Farmer Chiropractor New employee Theater Military Nice smile Time keeper Realtor Babysitter Works nights Operator Office supplies Sitter s parents Quit smoking Payroll Pizza delivery Neighbors SCUBA diver Contractor Phone installer Best man College professor

Contact List 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 28 29 30 Name Number Relationship Married/Couple Age 25-55 Children Under 16 Home Owner Occupation (30+) FOR INTERNAL USE ONLY

Contact List 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 Name Number Relationship Married/Couple Age 25-55 Children Under 16 Home Owner Occupation (30K+) Top 10 Qualified Appointments 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. FOR INTERNAL USE ONLY

T.E.A.M.S. Lets play a quick game. Lets say you were responsible for a new business.. Name the first person that comes to mind when I say.. Who is the best TEACHER?/COACH? You would need someone to train your people. 1 2 3 Name Cell Occupation/Notes The most ENTHUSIASTIC person? Who has the best attitude? 1 2 3 Name Cell Occupation/Notes The most AMBITIOUS/ Money motivated person? Who wants it all? To make more money? 1 2 3 Name Cell Occupation/Notes The MOST COMPETITIVE person? Who loves to compete more than anybody? 1 2 3 Name Cell Occupation/Notes Who is the best SALES person? You would need someone to market your product. 1 2 3 Name Cell Occupation/Notes

New Recruit Asking For Help Identify yourself Ask for 30-50 seconds of their time/ see if they re busy Then ask them if they have anything going on, on or at 6pm or 8pm? (Two days you plan on working) If they say nothing then proceed to next step, if they say they are busy, they say I will give you a call next week and get off they phone. Ask for their HELP The reason is, is that I need your help, would you HELP ME OUT? I ve just started WORKING WITH A COMPANY & I m really excited about what I can accomplish with them. I am going through MANAGEMENT TRAINING. And I have to observe some presentations in the field, and the reason I called you is because I knew I could count on you to help me out. I would like to POP BY with my manager and VISIT with YOU AND YOUR SPOUSE and show you what I m doing. Would (day)_ or (day)_ be better for you and spouse. Would earlier like (time) or (time) be better. Thank them Get strong commitment (3 times different ways), (ask them to mark it on their calendar, remind them that your manager is coming, and tell them your integrity is on the line.) Keys to Appointment Setting! Practice with your manager or someone that knows the script!!! Be Excited! Use Script. Keep it in front of you while making calls.! Be prepared to overcome objections! 2 minutes or you are talking TOO much! Do NOT confirm appointments! (don t set for more than 7 days out)! Don t stop making calls until you have your minimum number of appointments set for that week.! If you get 2 No s in a row, stop calling and immediately contact your leader (Red Light)! Set appointments 24 / 7 but give your leader 24 hrs notice! Appointments never cancel, they just reschedule!!

What company? Who is it? The name of the company is PFS, we represent companies like MetLife, Lincoln Financial, AXA, Invesco, Legg Masson and many others. I m just learning about it, so I don t want to try to explain it because I ll mess it up, when we come by I ll let my trainer explain it to you, so when would be better or? What s it all about? We re in the financial business. We help people make and save money; but really, I just need your help with training, and I knew I could count on you. Does spouse need to be there? Yes, I really need them to be there in order to get full credit, plus, I d really like them to see what I m doing also. So will you help me out? Get back to me. I have to check with spouse. NO PROBLEM.But my schedule gets very busy so let s set a tentative appointment right now. If there were a day that normally is good what day would be best? What time is better or? We re really busy. I completely understand; we all have a lot going on, but I really need your help. Why don t we just go ahead and set up a time to get together, and if for some crazy reason something comes up, call me and we can reschedule. (If they still stall) You re too busy to help me out? I only need 30-45 minutes of your time unless you have further questions. We have all our finances in order. I figured you and (spouse) would have everything in order. I just need your help to satisfy some training. I already have a financial planner. I understand, I figured you already did that s why you would be perfect for my training. But let me ask you this. If you were told tomorrow that you needed to have open heart surgery right away, would you at least get a second opinion before going into surgery? (WFA) Well,, your financial future is just as serious, and wouldn t you want a free second opinion to make sure you were on the right track

Send out this text message to your TEAMS List! Hey I just got started with a new company expanding in the Lakeland area. They re looking for a few more people and I thought of you. Not sure if you re open but look for a call from my manager,. If they respond, let this be your response until the trainer calls them: It s a large financial firm. I m tied up right now but can answer your questions. LEADING WITH RECRUITING SCRIPT Audio Training on This Script: bit.ly/omarscript Hey, this is. How are you doing? Hey listen, I need your help, I started a new career and in the next 12 months I m going to move up and own my own office. I need to meet with you and your wife for about 20 minutes, I need to explain to you who we are and what we do because I know that you know other good quality individuals who I don't know and I m looking for reps. Anybody that 1, hates their job and needs a career change, or anybody that loves their job and needs to make more money and you might know a few of those. So I need your help, I need to drop in and I need your help this week. Will you help me? (I don't need your money, I just need your time..)

Sprint District AWARD Get 3 personal recruits and witness 6 training life insurance sales in your market in the first 30 days.and you ll receive the bonus when you get licensed Receive an ipad mini (or $300) & promotion to District (50%) Personal Recruits & Date: 1. 2. 3. Witnessed Life Sales, Production Amount, & Date: 1. 2. 3. 4. 5. 6. Signature: Rvp Signature: IBA Date: " Passed State exam/ Completion Date: Premium is Annual life insurance Premium. Max Annual Credit is 1500 per life insurance application. Your personal sale counts as one of the 6 sales. -Sales must amount to $3500 in bonusable premium *ipad will be awarded when your license is posted with Primerica

www.mypfstraining.com password: pricafe Solution # 30 Day Fast Start Today s Date: Name: PLUG-IN FIELD TRAIN/BUILD STUDY Day 1: Business Application Orientation (3x6) Day 1: Engage for 90 APP List Teams List & Text Out Trainer Set 3 Interviews Day 1: Signup for Class www.ucanpass.com Week 1: MYPFS Orientation: Week 1 Attend Training Tuesday 7pm Complete your FNA Week 1: View 3 Appointments Bring a guest to Tuesday Night Week 1: Licensing Tab: Video #1 and #2 Complete Chapter 1 Complete Chapter 2 Week 2: MYPFS Orientation: Week 2 Attend Training Tuesday 7pm Complete your FNA Week 3: MYPFS Orientation: Week 3 Attend Training Tuesday 7pm Schedule Finger Prints Week 2: View 3 Appointments Bring a guest to Tuesday Night Week 3: View 3 Appointments Bring a guest to Tuesday Night Week 2: Complete Chapter 3 Complete Chapter 4 Complete Chapter 5 Complete Chapter 6 Week 3: Pass Simulate Exam (70%) Pass Guaranteed Exam (80%) Register for Exam Week 4: MYPFS Orientation: Week 4 Attend Training Tuesday 7pm Register for Exam Week 4: View 3 Appointments Bring a guest to Tuesday Night Earn the $300 Bonus & ipad Week 4: Cram Course PASS YOUR TEST! Fill out Paperwork company website: www.primericaonline.com (user id is your solution #)

30 Day Game Plan (Sprint District) The Activity (50% Rule) Results New Team Mates Week 1: Activity: Set 6KT s, so that you can see 3 KT s Week 1 Results: Week 2: Activity: Set 6KT s, so that you can see 3 KT s Week 2 Results: Week 3: Activity: Set 6KT s, so that you can see 3 KT s Week 3 Results: Week 4: Activity: Set 6KT s, so that you can see 3 KT s Week 4 Results: Clients

Promotion Guidelines ***Attendance to meetings/trainings is REQUIRED for all Promotions*** Become a Rep 25%! Get your life insurance license Senior Rep 35%! 3 Personal Recruits! Complete your personal FNA District Leader 50%! Produce 1 Senior Rep or 6 direct recruits! $2500 Bonusable Premium in 1 month (If you have not done $1000 Bonusable Premium in a previous month then you must do $3500 in qualifying month) Division Leader 60%! Produce 1 active District Leader! Submit $5000 in Bonusable Premium (in qualifying month)! 3 team life licenses (your license counts as 1)! Submit U4 Regional Leader 70%! $7500 in Bonusable Premium! Produce 2 more active District Leaders (total of 3)! 5 team life licenses (your license counts as 1)! Series 6 & 63 Licensed SPRINT DISTRICT AWARD 1 ST 30 days of submitting IBA 3 Direct Recruits & 6 FTO s ~Personal Sale Counts~ Reward Prequalify for District Leader 50% ipad Mini or Cash Equivalent! (Received once life cases are issued and life license is active) COMPANY FAST START AWARD 3 recruits and 3 FTOs in your 1 st 30 days earns you Sr. Rep Promotion and a $300 bonus once licensed! KEY FACTS "FTOs - A field training observation is a training appointment that results in a bonusable life sale -$1500 bonusable premium max per life insurance transaction -All personal life sales are bought from your Recruiter! -All new associates must witness 3 life sales written by trainer before they can go solo! RVP 110% + potential Bonuses! $10,000+ for 2 consecutive months! 3 X $5,000 Personal production in qualifying months (Recommended for personal momentum)! Have 6 direct active District Leaders (or above) currently in place! Total team Codes 30 (7 minimum after Promotion exchange)! Series 26 licensed (Registered Principle)! Acceptable QBI (70% Min)! $30,000 in income in the previous 12 months! Provide upline RVP with replacement leg(s)- RVP s choice: 1 Regional Leader or 2 Division Leaders or 3 District Leaders