FUNDAMENTALS

“Learning the Business

Cycle of Success”

This entire document is for Education & Training only and is not to be used with or distributed to the Public!

REV Edition 1/2014

Product Concepts, Our Products,

the “8-step Cycle”, &

Business Building 101

1 2

3

4 5

6

7

8

Table of Contents CONGRATULATION LETTER 1 GETTING MY BUSINESS STARTED 67

General Information & Dialed Numbers 2 8 STEP PATTERN 68

RISK MANAGEMENT 3 1 Set Some Goals 69-72

Risk Management 4 2 Commitments 73-74

Types of Life Insurance 5 Explanation of Events 75

Cash Value Life Insurance 6 Primerica Personal Commitment 76

Protection Management 7 3 Make a List of Names 77

Bank A vs. Bank B 8 Memory Jogger 78

Insurance Types 9 Top 100 79

The Traditional Plan 10 Quantifying the List 80

Dividends 11 4 How to Set Appointments 81

US Treasury Decision 12 Helpful Hints in Appointment Setting 82

Universal Life & Example 13-14 How to CLOSE Appointments 83

Why Buy Term & Invest Difference 15 Appointment Setting System 84

How to Figure Rates 16 Law of Large Numbers 85

“Our Opposition’s Products 17 Reference Background Check 86

How to Destroy Cash Value Policies 18 Market Training Script 87-90

FNA Carryback Checklist 19 Contacting Your Natural Market 91

Life Insurance Closes 20-21 Making the Initial Contact 92

Policy Cancellation Letter Instructions 22 Close Friends, Brothers, Sisters, etc 93

Follow Thru after Life Transaction 23 Referral Letter 94-95

Life Insurance “Third Party” Article 24-26 New Associate Script & Objections 96-98

DEBT MANAGEMENT 27 Common Objections 99

Debt Free America 28 Contacting Referrals 100

Revolving Debt 29 Handling Concerns 101-104

Hidden Fees that Hike APR 30 Other Phone Scripts 105-106

US News & World Report 31 Daytime Activity & Script 107-112

Credit Card Statement Example 32 Procedures for Business Overview 113

Confusing Calculations 33 Ice Breakers 114

What You Need to Know About Rates 34 Great Curiosity Questions 115

Mortgage Terminology 35-37 5 Winning Presentation 116

Installment Debt 38 Preparation for KT Presentation 117

Interest vs. APR & Example 39-40 N.E.A.D.S 118

Credit Life & Example 41-42 Keys to a Successful Presentation 119

Balloon Loans & Example 43-44 6 Follow Through 120

ASSET MANAGEMENT 45 Post Scripts for Referral Letters 121

Mutual Funds 46 7 Progress Check 122

Mutual Fund Advantages 47 Progress Check Questions & Chart 123-124

Understanding Mutual Funds 48 8 Teach the Pattern 125

Who Owns Mutual Funds 49 COMMUNICATION SKILLS 126-130

Why Become Securities Licensed 50 RECRUITING SECTION 131

Mutual fund General Knowledge 51-52 Why Recruit 132

PAC & PAC PLUS 53 Primerica’s Uniqueness 133

Tips & Reminders about Submitting Trades 54 Who to Recruit 134

Sell Out to 1 Family of Funds 55 Identifying Ideal Recruits 135

Mutual Fund Closes 56 Psychology of Recruiting 136

How to work your AUM Report 57 How to Recruit 137-138

PROMOTIONS 58 Overcoming Recruiting Objections 139-141

Promotion Guidelines 59 Prospecting 142

COMPENSATION 60 Prospect List and the Invite System 143-144

Compensation Simplified 61 Face to Face 145

RVP Compensation 62 Three Phases to Prospecting 146-148

Compensation POL 63 Recruit 149

Recurrable, Predictable Income 64 BUSINESS BUILDING 101 SECTION 1-70

Several Ways RVP’s Earn Money 65

Tax Saving Ideas 66

Dear Friend and Business Associate:

Congratulations on making the decision to start your career with Primerica. By

this point, you have completed your Game-plan session and possibly some Pre-

licensing classes as well. Most people that get started with us have little or no

experience in the financial service field, thus it would be easy to get overwhelmed and

sidetracked with all of the intricacies of a new business. We have devised this manual

to help you get and stay on track from day one.

Our goal is to create the most successful business organization in the United

States. Therefore, we are looking to help a large group of ordinary individuals become

extraordinarily successful. The very best way to know, however, if the skills have

been learned is in the field. Field Training truly is the key to having a successful

career. Our hopes are that you become the best that you can be. With that in mind,

your success is our success!

Our goal for this manual is to help you become highly skilled in our business. All

your hopes and dreams for this business will not happen, unless you work at it.

Knowledge without application leads to failure! This manual only works if read

repeatedly, drilled and learned through field training, until you have the basics. The best

way to do that is through our regular education classes found in your office. These

classes include Drill for Skill as well as Group and Individual attention.

Lastly, this manual is a culmination of years and years of trial and error. It has

been put together with information gathered from all the successful leaders within the

company nationally and locally. Just like any new career, the material could be

overwhelming but within 6 months to a year, you’ll have all the basics down that you

need to become a superstar! Let's go to work!

See you at the top!

1

General Information

OFFICE BROKER: ___________________________________________ OFFICE INFO: ___________________________________________ ___________________________________________ ASSIGNED FIELD TRAINER: ___________________________________________ OFFICE PHONES: ___________________________________________

HOME PHONE: ___________________________________________ GO-SOLO #’S: ___________________________________________

Most Frequently Dialed Numbers

PFS Investments: (800) 665-8677 Tech Support: (888) 737-2255 Lincoln: Mike Gagala-external: (312) 465-0094 Lincoln: Dane Collins-internal: (484) 583-1786 Life Policy Status Line: (770) 381-5885 (24 hours) PFS Headquarters Switchboard: (770) 381-1000 Tom Berman: Regional Director (262) 242-3613 Legg Mason: Mark Everswick-external (913) 744-6963 Legg Mason: Marketing Desk: (800) 221-3627 Legg Mason: John Calendar-internal (203) 703-7051 Securities Testing (Prometric): (800) 578-6273 Securities Testing (Pearson View): (866) 396-6273 Ohio Regional Licensing Center (RLC) (614) 473-1150 Answer Financial (877) 855-8111

Websites www.primericaonline.com To register: Details on Home page www.primerica.com www.womeninprimerica.com www.primericaaalc.com www.primericafna.com www.primericabusinessopportunity.com www.shareholder.primerica.com www.primericafinancialsolutions.com www.primerica.com/jmartinson www.portfolio.primerica.com www.primericaworkshops.com myprimerica.com

2

RISK MANAGEMENT “Life Insurance”

(Income Protection)

Cash Value Life Insurance Whole Life

Universal Life

Variable Life

Dividends

Funny Banking Rules

How it’s sold

Term Life Insurance A.R.T.

Level Term

Decreasing Term

Buy Term and Invest the Difference The “Theory of Decreasing Responsibility”

3

4

TYPES OF LIFE INSURANCE

TERM INSURANCE

Term insurance is the purchase of life insurance for a particular point in time (in fact, whole life insurance can be viewed as a 100-year term policy plus a savings account). Term is pure life insurance – if you die during the period of time in which you are covered by term insurance, your beneficiaries will receive the face amount of the policy (remember, you get no cash value build up.... however a mutual life company may elect to give you dividend). If you live past that period of time, you will collect nothing on the policy and what you paid for the policy will be gone. (It did the job however, providing the necessary protection for your family at the lowest cost possible).1 A. Level Term If you own a $100,000 20-year level term policy, it provides $100,000 of protection if you die at any time during the 20-year period. Every penny of the $100,000 paid to your beneficiary comes out of the company’s pocket. It’s all insurance, all protection. There is no savings account involved here. 2 B. Decreasing Term If you own a $100,000 10-year decreasing term policy, the protection starts out at $100,000 and reduces approximately one-tenth each year. The premium doesn't reduce, but the company takes into account the fact that it has a reducing liability by selling this kind of term insurance to you at a significantly lesser rate than would apply if you bought level term.2

CASH VALUE INSURANCE A. Whole Life Nothing more than term insurance to age 100 combined with a cash value element. The advantages are life-time death protection, forced savings, the ability to borrow against the savings account or cash value. Disadvantages include the death protection cost is high, rate of return is low, does not offer inflation protection, and lacks the flexibility to meet your changing needs.3 B. Universal Life Combines term insurance with a cash value fund that accumulates tax-deferred interest. The insurance company deducts expenses and places the balance in a cash-value fund (usually government securities. Hopefully, high yielding). The major advantage is your flexibility to pay the premiums according to the schedule you desire, and you may even stop at intervals and resume later. However, there must be enough premium payments to pay for the next month's cost of term insurance protection. The major disadvantage is that if interest rates drop in future years, the policy's rate of' return will drop. Also, there is no forced savings account and Universal Life is not always the most competitive investment for you.3 C. Variable Life The investment risk is transferred to you. You should have some investment expertise and be willing to take risks for, even when the death benefit is guaranteed the cash value is not. The advantage is the potential for a highly competitive rate of return. The disadvantage is the risk is transferred to you, as you give up a stated cash value guarantee for the possibility of greater death benefit and cash value.3 D. Variable/Universal or Flexible Premium Variable Life A policy combining the flexibility of universal life with the investment philosophy of Variable Life (as stated above). You have the right to choose the premium and investment vehicle. Advantages include premium flexibility, you have investment control, and the potential of high rate of return. The disadvantages are the forced savings could be eliminated by the flexible premiums and you must be knowledgeable about investments.3

THE ALTERNATE PLAN: "BUY TERM AND INVEST THE DIFFERENCE" Means purchase term insurance and invest the difference between the price of a whole life insurance policy at your age and the price of term insurance at your age. The distinguishing characteristic between the "buy term and invest the difference" insurance philosophy and whole life insurance philosophy, is that you keep control of what you own, invest the difference in what you want -- mutual funds, stocks, bonds, real estate, or other investments (rather than the life insurance company taking part of your premium payment for their expenses and investing the difference for them and you). More important, your family will receive the face amount of the term policy in force at the time of death, and your family will keep the investment accumulations that you have made (rather than only receiving the face value of the whole life policy, and the life insurance company keeping your savings account). If you absolutely need your invested funds, they are available to you possibly without paying interest. If you do not die prematurely, your invested funds may he left to continue to appreciate in value or you may use them as you desire. In any event, the money legally belongs to you, not the insurance company!

1 John J. Peppin, PhD., The Games and Scams of Cash Value Life Insurance, 1988, Chapter 5, page 27

2 Norman F. Dacey. What’s Wrong with Your Life Insurance, 1989, Chapter 12, page 140 3 John J. Peppin, PhD., The Games and Scams of Cash Value Life Insurance, 1988, Chapter 5, page 29

5

CASH VALUE LIFE INSURANCE

Whole Life

Universal Life

Variable Life

4 Financially Devastating Rules

FUNNY BANKING

Insurance Savings

$100,000 Face Amount 1. 000 in Savings in 1 – 4 years $100./Mo. Premium

2. 2 – 4% return on Savings 3. 6 – 8% Loan Option (Borrow your own money!)

4. Die . . . Lose your Savings

6

PROTECTION MANAGMENT

If you had

$2,000,

which

refrigerator

would you

buy?

Refrigerator “A” $2,000 price tag

36 year guarantee

$4,000 double money

back

Refrigerator “B” $1,000 price tag

36 year guarantee

$0 money back

“Rule of 72”

The Compound Interest Rule

The most important concept in understanding the magic of compound interest is the

“Rule of 72.” Your money will “double” at an exact point by dividing 72 by the

percentage of interest.

Compounded monthly at various rates, the hypothetical illustration is intended to

demonstrate compounding at various rates and is not intended to illustrate the

performance of any actual program.

72 6% Interest = 72 9% Interest = 72 12% Interest =

12 Years 8 Years 6 Years

$1,000 $1,000 $1,000

12 years $2,000 12 years $3,000 12 years $4,000

24 years $4,000 24 years $8,000 24 years $16,000

36 years $8,000 36 years $16,000 36 years $64,000

7

Where would you prefer to Save

Your Money?

Would anyone knowingly save money in an

account like Plan “A”?

If your friends and family had money there,

would they want to know about it?

Plan “A” Keeps all money first two years

1% to 4% return on your money

6% to 8% to borrow your money

Keeps all cash if you die

Plan “B” Your money credited to you

immediately

Potential for higher return

No fee to withdraw your money

Family gets cash if you die

Notes: (1) Plan “A” describes some typical features of cash value life insurance. Cash value life insurance can be universal life, limited pay life, etc., and may contain benefits in addition to death protection such as

dividends or cash value upon surrender of the policy “Return” or cash build up will be determined by how long policy is maintained, etc. Average rate of return is 1.4% based on 1979 FTC staff report. Ask your agent what return you are actually receiving. Typically, cash value life insurance pays a death benefit only. It does not usually pay the cash surrender value in addition to the death benefit.

(2) Plan “B” describes a hypothetical account with no life insurance protection included. The actual growth of your account will depend upon your investment vehicle, rate of return, guarantees, etc.

(3) Subject to applicable Federal and State Taxes.

8

INSURANCE TYPES

Term Insurance ANNUAL RENEWABLE TERM (A.R.T.) Coverage is level, cost increases every year.

5 YR RENEWABLE TERM (10 yr...) Coverage is level, cost goes up every 5 years (10 yrs). May not be Guaranteed Insurable. Will it be available? Will they re-qualify? Convertibility only to "permanent policy” Wide variance between current and guaranteed rates.

DECREASING TERM Cost is level, coverage decreases

Cash Value Insurance There is only one type of insurance, TERM. Cash Value Insurance = Term bundled/Cash Value “Savings”

WHOLE LIFE = Term (decreasing) + Guaranteed Cash Values

UNIVERSAL LIFE = Term (decr. or level) + Cash Values (Flexible, No Guarantee,??!!)

VARIABLE (Whole or Universal) LIFE = Term bundled with Cash Values in a “Separate Account”

LIMITED PAYMENT LIFE (PAID UP POLICIES) Paid up at 65, 45,... Single Premium. Premiums paid for limited period of time. Policy is funded by cash values; It costs you what you could have gotten at better rate of return. The earlier it is paid up, the higher the cost (See “TRUE INS. COSTS”)

ENDOWMENT A policy endows when cash value = protection; the owner is paid this amount. Most whole life endows at age 100. “Endowment” policies do so earlier (very expensive and illegal in some states). A “Corridor Provision” pushes up the face amount so the company does not have to pay back the money

Level Premium Term Designed to:

1) Level out the premium (most people want this feature) 2) Give consumer a better rate. 3) Cover underwriter costs: The more volume, up-front costs are lowered -- costs can be lowered and commissions increased. 4) Pay a commission

Advantages

1. Guaranteed insurability to age 100 -- Never have to re-qualify 2. Level premium for 10-35 years 3. Can convert to A.R.T. or Decreasing Term after 5 years (see rate book) 4. One policy per family 5. Child Rider covers all children. At age 25 child is guaranteed 5 times coverage at standard rates without proof of insurability. 6. Legal Reserve Company: reserves $68/dollar written -- great surplus (other top 8 companies: $8/dollar) 7. Increasing Benefit Rider to keep up with inflation 8. Terminal Illness Benefit

An Ideal Product 1. At age 25 premium is $1.51/1,000. (Based on Custom 35, $150k) In 35 years, the cost will be the same. The competition has to lower their rates to compete. The longer it is in effect, the stronger the policy. Persistency is better 2. As volume continues to increase, the product can get cheaper and become even better.

$1,800

$200

Level Face

30 65

$100,000

$935/yr.

$45,114

$20,061

(Decreasing Term)

30 100

Cash Value

50 65

A.R.T. Premium

“Level Term” Premium

10-35 yrs

9

Term Insurance Invest the Difference

$250,000 $745/yr for first 30 years

Protection $569/yr next 10 years

$390/yr Premium

(30 Years)

(Custom 4 – 30 year) $50,000

$231,339. Protection

$566/yr Prem.

(10 years)

(Custom 4 – 10 year)

30 50 65 30 50 65

THE TRADITIONAL PLAN

Cash Value Life Insurance (Actual Top 10 Average)

1. Level Protection $45,114 2. Level Premium – 39,725 3. Cash Value 5,389 4. Borrow Money 5. Both FREE

OUR SOLUTION

Buy Term & Invest the Difference

Term Insurance Provides: Accumulation Outside Policy Provides:

• More than 2x the death benefit for lower • Opportunity for higher rate of return cost when you need it most. • Freedom to control your accumulation • Flexibility to adjust your coverage. • You get both protection and savings • Don’t have to pay to borrow your money • Opportunity for tax advantages of Roth

$100,000 Protection

$1135/yr Premium

$45,114

$20,061

30 50 65

0% 1-4% Borrow Keep

$775,137 (12%)

$576,723 (9%)

$428,922 (6%)

60 70 30 30 60 70

10

DIVIDENDS

U.S. Treasury Decision #1743

Dividends in a life insurance policy are… “nothing more than a deliberate premium overcharge returned to the client.”

Dividend Options

1) Receive in cash 2) Lower premiums 3) Accumulate with interest (usually 4.5 - 5.5%, the interest is taxable) 4) Buy paid-up additions (most used, they get to keep your money) 5) Buy 1 yr term (more recent)

Without Dividends With Dividends

Paid-up insurance has cash values in them that are used to buy very expensive insurance. SEE “TRUE INSURANCE COSTS”

They overcharge $200 and at the end of the year they may give part of the overcharge back “Divisible surplus, if any” -- Maybe they’ll give back $100.

The chart below compares the annual premium costs of two “Life Paid Up at 90” policies sold by the same company.

At Whole Life Whole Life Difference Issue With Without In Percentage Age Dividends Dividends Cost Difference

20 $ 14.96 $10.48 $ 4.48 43% 25 16.96 12.36 4.60 37% 30 19.53 14.75 4.78 32% 35 22.83 17.74 5.09 29% 40 27.14 21.60 5.54 26% 45 32.76 26.54 6.22 23% 50 40.17 32.73 7.44 22% 55 49.96 40.80 9.16 22%

“Tax Free Dividends”

They are not taxable because you’ve already paid taxes on them. A true dividend is taxable because it is a true profit. Not so with an insurance dividend.

$53,000 Face Value $53,000 Face Value

$600/yr

$800/yr

25 25 65 65

Face with Paid-up Additions

Dividend Cash Value

Guaranteed Cash Value

11

U.S. TREASURY DECISION NUMBER 1743

This question (Dividends) was argued at great length and in full detail before the Internal Revenue

Department and before Congress during the early months of 1911. The income tax clause of the

Tariff Bill of 1911 proposed an income tax on Life Insurance dividends. Representatives of

companies featuring participating insurance vigorously protested against this tax. The arguments

and contentions of these companies are clearly set forth in the following quotations from UNITED

STATES TREASURY DECISION NO. 1743:

“Reduced to final analysis the contentions of the various companies are…

“That dividends declared by participating companies are not dividends in a commercial sense of the

word, but are simply refunds to the policyholder of a portion of the overcharge collected, which

overcharge is merely held in trust by the company issuing the policy. Annually, or at stated periods, all,

or a portion thereof, is returned to the person holding the policy…

It was vigorously contended by counsel, representing certain of these companies that it was necessary

at the outset to disregard entirely the policy contracts, the published literature, the representatives of

officers and agents, the sworn returns of state authorities, and to consider the proposition only after

items had been eliminated; that owing to the urgent need of business and the competition of insurance

companies, it was necessary, in order to secure new business, to convince the prospective policyholder

of the desirability of the same, and that this commercial necessity had resulted in the companies making

misrepresentations of facts as to DIVIDENDS to prospective purchasers of insurance, and that names

and designations, having a single specific meaning in the commercial world and which were therefore

attractive to prospective policyholders, had been adopted to represent transactions which they now hold

are entirely different from what their name implies and represents, and from which the policyholder

himself believed he was receiving, and that business necessities had caused a continuance of these

misnomers. It was represented that, in fact, there were no dividends, but merely a refund of

overcharges, which, for reasons above stated, were usually referred to as dividends.”

In this connection, it is interesting to note how life insurance dividends are referred to in the present

Federal Income Tax Regulation 94. In Article 22, on Gross Income, Regulation 94, this statement

appears: “Amounts received as a return of premiums paid under life insurance, endowment, or annuity

contracts, and so-called DIVIDENDS of a mutual insurance company which may be credited against the

current premium, are not subject to tax.”

12

Normal Bank

Universal Bank

Rate of Return 6% 0%, 1-4%

Charge for withdrawal None 5-8%

Disposition on death Family KEEP

IRA? Yes No

UNIVERSAL LIFE

• 1972 TREND REPORT exposed 2 1/2 - 4% average rate of return on cash value policies. 6000 copies went public.

– The top executives of the insurance industry admitted the industry was on a self-destruct course.

• 1979 F.T.C. REPORT was the final nail in the coffin for cash value life insurance.

• Two months later, the CANNON ACT was passed

– The insurance industry can no longer be investigated by the Federal Government without an act of Congress.

• In response to the public’s new awareness of the pitfalls of Whole Life cash value insurance, the industry went to the

drawing board to develop new products - Resulting in the creation of Universal Life. – THE MOST DISHONEST PRODUCT EVER DESIGNED AND SOLD TO THE AMERICAN CONSUMER. The industry

was desperate to continue to control the 600 billion dollars of the consumers accumulated cash values.

C.V. Life Ins. Funny Banking

$100,000 Face Value $45,114

$1135/yr

Universal Life Buy Term &

Option A (FACE) Option B (BOTH) Invest Difference

Issued to Male Age 35 8.25%

Current

Guaranteed 8.25%

Current

Guaranteed

20 YR 12.00%

IRA

Protection $200,000 $ 0 $200,000 $ 0 $200,000

Cash Value at 65 128,165 0 93,978 0 $421,236

Death Benefit at 65 200,000 0 293,978 0 $421,236

Annual Cost 1,750 2,890 318 1,432

Currently $800 billion 5-7 years

Borrow 17-19% Interest Split Rate: Most pay only

4% on 1st $1,000 of CV

Cash Value

Charges 1. A.R.T. 2. 1st Year Load 3. Recurring Annual Fee 5-10% 4. Surrender Charge

5. Term Ins. On CV

A.R.T. 30 $ 211 35 230 45 439 55 1047

65 2604

Premium

$20,061

13

UNIVERSAL LIFE ILLUSTRATION

Horizon ILLUSTRATION Aid Association for Lutherans - Appleton, Wisconsin 54911

Certificate Number

Horizon (Adjustable Life) Certificate Issued Sep 23, 1983, to a male age 30. Nonsmoker discount applies. The current specified amount is $80,000.

Additional Benefit Riders – Disability Waiver (DW) Specified Amount Indexing – 4% Increase each Sep 23 through 2003

The above figures assume a $574.08 periodic premium. The figures assume the premium is paid annually beginning Sep 23, 1984.

The illustration shows when the certificate would be paid-up. No premiums are assumed during paid-up status. Withdrawals or increases in the specified amount may end the paid-up status.

Note A – Certificate will terminate on date shown unless higher premiums are paid. The current 11.00% total interest rate will change to 11.50% on Oct 1,1984.

* This Aug 19,1984, illustration is based on the assumptions shown. Columns marked with an * are neither guarantees nor estimates. Actual experience may be different.

Based on 11.50% Interest Based on 7.00% Interest Based on 4.00% Interest and Current Insurance Rates and Current Insurance Rates and Guaranteed Insurance Rates

Year Age Premiums Death Benefit* Cash Value* Premiums Death Benefit* Cash Value* Premiums Death Benefit* Cash Value

1 31 1504 80,000 1,134 1504 80,000 1,130 1504 80,000 1,127 2 32 574 83,200 1,691 574 83,200 1,616 574 83,200 1,523 3 33 574 83,200 2,325 574 83,200 2,147 574 83,200 1,937 4 34 574 83,200 3,030 574 83,200 2,714 574 83,200 2,360 5 35 574 83,200 3,812 574 83,200 3,317 574 83,200 2,800

6 36 574 83,200 4,680 574 83,200 3,957 574 83,200 3,248 7 37 574 83,200 5,641 574 83,200 4,635 574 83,200 3,695 8 38 574 83,200 6,705 574 83,200 5,352 574 83,200 4,151 9 39 574 83,200 7,883 574 83,200 6,110 574 83,200 4,606

10 40 574 83,200 9,186 574 83,200 6,908 574 83,200 5,060

15 45 574 83,200 18,119 574 83,200 11,587 574 83,200 7,198 20 50 574 83,200 33,262 574 83,200 17,722 574 83,200 8,801 21 51 574 83,729 37,414 574 83,200 19,170 574 83,200 8,995

Paid-up 08 / 23 / 2004 25 55 113,280 56,402 574 83,200 25,753 574 83,200 9,037 30 60 166,495 93,858 574 83,200 36,288 574 83,200 6,449

32 62 194,801 114,972 574 83,200 41,491 574 83,200 4,062 34 64 228,376 140,792 574 83,200 47,436 574 83,200 486 35 65 247,438 155,768 574 83,200 50,728 01 / 23 / 2008 See Note A 36 66 268,180 172,279 574 84,677 54,396

Paid-up 04 / 23 / 2019 40 70 370,928 256,603 99,326 68,712

50 80 830,228 664,300 147,252 117,822 60 90 1,800,837 1,588,272 211,557 186,585 68 98 3,291,935 3,164,283 278,147 267,362 69 99 3,561,763 3,472,697 288,800 281,578 70 100 3,842,476 3,842,476 298,987 298,987

Proposed Plan Separate Investment

Premium per Year $________________ Savings per Year $________________

Face Amount $________________

Age ________ ________ ________ Age ________ ________ ________

WHY “BUY TERM & INVEST THE DIFFERENCE”! Is This What You Really Wanted??? Existing Plan

What you may NOT have been told Where to find in policy

1. You lose 100% 1st to 3rd Year Payments Page # __________

2. Return on Investment is 1 to 5% Page # __________

3. Fee to Borrow Your Money is 5 to 8% Page # __________

4. If you Die they Keep the Savings (C.V.) Page # __________

5. May defer the C.V. for Up to 6 months Page # __________

6. Other Surprises Page # __________

1+1=1

or

1+1=2

Our Answer

Primerica Life Term Insurance Provides: Accumulation Outside Policy Provides:

• Proper death benefit when you need it most. • Opportunity for higher rate of return

• Flexibility to adjust your coverage • Freedom to control your accumulation

Face Amount $_______________

Premium $_______________ _________

At Risk: __________

__________ Cash Value

Age ________ ________ ________

True Insurance Cost

Premium ___________ ___________ __________

Lost % on Cash Value ___________ ___________ ___________

Total Cost ___________ ___________ ___________

Amount at Risk ___________ ___________ ___________

Cost Per Thousand ___________ ___________ ___________

12%

9%

6% (Savings per yr + CV)

14

• Inflation Rider • You get both protection and savings/Roth • Terminal Illness Benefit • Don’t have to pay to borrow your money

HOW TO FIGURE RATES Rules of thumb: Annual income x (7-17) = insurance needed. Primary/Spouse with income = $100,000 plus $50,000 per child. Spouse with no income = $50,000 per child (coverage on spouse) The Financial Needs Analysis will determine actual insurance needs.

INSURANCE NEEDED AGE CLASS Primary $ P NT T Spouse $ P NT T Children $ PRICING: Band 1: Face amounts up to $149,999 Band 2: Face amounts $150,000 to $249,999 Band 3: Face amounts $250,000 to $499,999 (MAJOR PRICE BREAK HERE!) Band 4: Face amounts $500,000 and up

# THOUSANDS COST/1000 TOTAL Primary X = Spouse X = Children (25k max) X 6.50 = Add policy fee = $75.00 Total annual premium =

X .095(monthly) 1(annual)

Monthly or Annual are acceptable. Monthly premium = Always Round All Answers Up To Nearest Penny. How to Calculate Bonusable Premium (Leaders Bulletin/Promotion Production) Annual premium or monthly premium multiplied by 12 ($1,500 maximum per transaction). PRIMERICA LIFE RATING TABLES Table Rating

2 1-½ times normal cost 3 1-¾ times normal cost 4 2 times normal cost 5 2-¼ times normal cost 6 2-½ times normal cost 7 2-¾ times normal cost 8 3 times normal cost

15

OUR OPPOSITION’S PRODUCTS

CASH VALUE TERM

1. WHOLE LIFE 1. ANNUAL RENEWABLE a. Fixed cost of insurance a. Level death benefit b. Fixed interest rate b. Increasing premium c. Fixed death benefit d. Fixed premium e. There are guarantees

2. UNIVERSAL LIFE 2. DECREASING TERM a. Flexible cost of insurance a. Decreasing death benefit b. Flexible interest rate b. Level premium c. Flexible death benefit d. Flexible premium e. There are guarantees

3. VARIABLE LIFE 3. LEVEL TERM a. Flexible cost of insurance a. Level death benefit b. Flexible interest rate b. Level premium c. Flexible death benefit d. Flexible premium e. There are no guarantees unless you pay for them f. Can use mutual funds

FLAWS OF CASH VALUE FLAWS OF TERM INSURANCE 1. No cash value for first 1-5 years 1. Increasing premiums 2. Low interest rate on cash values 2. Decreasing coverage 3. Charged to borrow cash value 3. Non-renewable 4. Lose cash value when you die 4. Short rate guarantees 5. Potential 6 month wait for cash

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HOW TO DESTROY CASH VALUE POLICIES What to Show in All Cases:

1. No cash value for the first 1-5 years

2. Low interest rate on cash values

3. Charged to borrow cash value

4. Lose cash value when you die

5. Potential 6 month wait for cash

If It Is A Universal Or Variable Policy:

6. Show cost of insurance increasing annually

If It Is A Participating Policy:

7. Dividends

If It Is A Fraternal Policy:

8. Show “maintenance of solvency”-“maintenance of reserves”

Other Items of Interest

9. Show any other surprises that the clients do not know about

10. Make sure that the client understands how their policy works and that they are not happy with it

Ask Client If There Is Any Way That They Would Consider Putting Any More Money Into A Plan That Works That Way?

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FNA Carryback CHECKLIST

1. Ask: Has anything changed since the last time we got together?

2. Review commitments: Do business if we have a better plan? Provide referrals (Letters of Introduction)? Monthly financial amount? Specific commitments to all applicable product lines

3. Kill Concepts:

3a. Life Insurance: (See Life Insurance section) Cash Value Insurance Flaws: Term Insurance Flaws: A) No cash value for first 1-5 years? A) Increasing premiums? B) Low interest rate on cash values? B) Decreasing coverage? C) Charged to borrow cash value? C) Non-renewable? D) Lose cash value when you die? D) No Increasing Benefit Rider? E) Potential 6 months wait for cash? E) No Terminal Illness Benefit Rider? F) Increasing insurance costs? F) How long is rate guaranteed?

Is there any way you would continue to put money into plans that work this way? Yes __ No __

* Review Ramsey or Orman video if needed.** Review other 3rd party information if needed.

3b. Investment: (See Investment Section) A) Fixed vs. Market Exposure B) Guaranteed vs. Non-Guaranteed C) Tax Deferred vs. Taxable accounts D) Professional Managed vs. Personally Managed E) Dollar Cost Averaging

4. Present FNA Solution: Present the Customized Life Insurance (Triplicate of choice). Have client pick the plan that best suits their needs, collect a check and a voided check if paying monthly, otherwise collect an annual check. (OR Preferred method-TURBO APP)

5. Provide the client with Referral list & Memory Jogger; begin/continue clients on referral list.

(You do your part of the application while they develop a referral list.) 6. Complete Turbo application

Email Primerica Life financial stability brochures. Review brochures outlining additional benefits if applicable.

7. Prepare for competing agent using Good Agent / Bad Agent & W.A.C.O. when necessary.

Get referrals Prepare client for phone call from their referrals… The “I” in insurance is like an Iron Gate and if the referrals think we are coming over to only sell them insurance we may lose the opportunity to help them with other programs like investments.

8. Schedule appointment for investments (with licensed rep) & invite them to our overview.

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LIFE INSURANCE TRANSACTIONS CLOSES

I WANT TO THINK IT OVER That’s fine _____. Obviously you wouldn’t take your time thinking this over unless you were seriously interested, would you? (WFA) I mean, I am sure you are not telling me this just to get rid of me, are you? (WFA) So, may I assume that you will give it very careful consideration? (WFA) Just to clarify my thinking, what is it about our program that you would like to think over? (Do not pause after the word” over”) Is it the quality of service that I will render? (WFA) Is it the stability of our company? (WFA) Is it the amount of coverage you will be applying for or that you will have more coverage at a better price? (WFA) Seriously _____, please level with me, could it be the money? (WFA)

IT COSTS TOO MUCH Today most things do. Tell me, about how much too much do you think it is? (WFA) So the real challenge is _____? (WFA) Is there anything other than that that would keep us from getting started? (WFA) _____, let’s put that in perspective . . . USE REDUCTION TO THE RIDICULOUS TO MOVE THE PROSPECT AHEAD This is putting the monthly amount they feel is to much into a daily amount, then compare that amount to something we spend money on – can of pop, candy bar, bag of chips, magazine, newspaper, cable TV. Then compare the importance of proper protection to the item and ask if they would allow a can of pop a day to stand between their family and financial security.

I WANT TO THINK IT OVER 2nd OPTION I am glad you would like to think it over because you must be interested, am I right? (WFA) ____, am I correct to say that the main reason you want to think it over is to make sure you make the right decision? (WFA) Great! How long would you need to take to think about it? (WFA) So then 30 days gives you plenty of time? (WFA) You do feel reasonably good about it, don’t you? (WFA) Great! Let me tell you what we will do. We will go ahead and get you qualified, which will take about 30 days. We guarantee your satisfaction. If, when we get your policy back, you are not 100% satisfied, we will give you a full refund. Bottom line, we do not want you as a customer unless you are absolutely satisfied. Fair enough? (WFA) Great, let’s get started.

I WANT TO TALK TO MY AGENT I understand. What do you want to talk to your agent about? (WFA) Let me ask you this: your agent cares about you right? (WFA) I mean, he is a good guy and stuff, so he has your best interest at heart, right? (WFA) So if he has your best interest at heart, he would obviously give you the absolute best product he could get you right? (WFA) So then if you know for a fact he had this option of “buy term and invest the difference” before he sold you this when he could have sold you that, then you would know he really truly didn’t have your best interest at heart, wouldn’t that be true? (WFA) Let me tell you that buy term and invest the difference has been around for 100 years. It is not a new concept, it’s been around and he had that available, so it’s obvious at this point he did not have your best interest at heart, so you

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would not want to continue doing business with someone who does not have your best interest at heart would you? (WFA) Great, let’s get started.

I NEVER GIVE REFERRALS I understand, occasionally people will say that, until they understand we are not talking about spending more money for soap, shoe polish, vitamin tablets, or things like that. Instead, we are just the opposite. You see, we help people save money, when that’s the case it works just in reverse. Think for a moment, what is the name of your best friend’s (SPOUSE)? (WFA) Let’s say that your best friend died and a few

weeks later _____ knocked on your door and told you that they had lost their house and she and the kids were moving back in with her parents. When you ask her why, she says that your friend did not have enough life insurance but it was all they could afford. That’s when you tell her that two years ago you learned about this incredible concept called “buy term and invest the difference” and that you had increased your coverage substantially at that time. Then you tell her that the representative from Primerica had asked for referrals but you did not give them their name because you didn’t feel comfortable giving out names. At that time _____ would say, “Well, thanks a lot; at least you could have let us make up our own minds.” You would not want that to happen, would you? (WFA) That’s why our company has made it very easy for you with our memory jogger, is that fair enough? (WFA) Great, let’s get started.

ANOTHER COMPANY WE TALKED WITH WILL CHARGE A LOT LESS I understand, you know I have learned something over the years. People look for three things when they spend money; they look for the finest quality, the best service, and of course the lowest price. I have also found that no company can offer all three. They cannot offer the finest quality and the best service for the lowest price, and I am curious, for your long-term happiness which of the three would you be most willing to give up? Fine quality? Excellent service? Or, the absolute lowest price? (WFA) Great, let me

assure you that we are very competitive. Let’s get started.

MY AGENT IS A VERY GOOD FRIEND, I’VE KNOWN HIM FOR A LONG TIME So, he is more like one of your best friends then? (WFA) And you probably would not want to hurt his feelings or anything like that? (WFA) _____, let me ask you this, do you ever go to the movies? (WFA)

Let’s say you, your wife and your child go down to the movie's tomorrow night and as you are standing in line and your insurance agent and banker are both there to see the same movie. You walk in the Movie Theater and you say hi to them. Then you are ten minutes into the movie and you realize you have left the lights on in your car. You tell your wife you have got to go check the lights. Once you get to the car, sure enough, the lights were already off. You did not even need to go out there. About then you start walking back to the Movie Theater and, you see that it’s engulfed in flames. The place is burning down to the ground and you have only got enough time to save two people. Who would you save, your insurance agent and banker or your wife and child? (WFA) So your family is more important to you than your insurance agent or banker? (WFA) So it does make sense that if you could do something that’s in the best economic interest for your family, you should put that in front of your insurance agent and banker, shouldn’t you? (WFA) Just to be sure let me ask you this, if your insurance agent and banker was in the same situation, who do you think they would save, their family or your family? (WFA) So if

your insurance agent and banker truly have your best interest at heart they certainly would not hold this against you as they would obviously do what’s best for their family also, doesn’t that make sense? (WFA) Great, let’s get started.

PAC OBJECTION I understand, have you had trouble in the past with a PAC? (WFA) Let me explain why we do PACs.

Our company develops over thirty thousand new clients per month, and has over six million clients already. Can you imagine the administrative cost of mailing out bills each month, and then processing the premiums once they are received? (WFA) Also with a PAC, there is no danger of your forgetting to

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mail in the premium or of it being lost in the mail. You would not want that to happen would you? (WFA) So is the beginning or end of the month better for you? (WFA)

POLICY CANCELLATION LETTER AND INSTRUCTIONS

Company: Date: Address: Sirs, Please cancel the following policy(s) with your company: Insured Policy # Make the cancellation effective immediately! Do not deduct any charges out of my cash values. Please mail all accrued values and dividends to: Clients Name Clients Address If your company needs my (our) signature on any forms, please mail to me (us) a.s.a.p! Sincerely, Signature: Printed name: Have the client put the letter in his or her own handwriting, do not provide client a copy of this letter. The client should mail the policies and the letter certified mail with a return receipt addressed to them. Have the client keep a copy of the letter, the receipt for certified mail, and the green card confirming that the insurance company received it. Follow-up with the client each 2-3 weeks until they receive the money, then help them with investing or paying off bills. Follow-up service is the key to keeping a happy, satisfied relationship!

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Life Insurance Follow thru “Process”

“Follow Thru”

_____ The night after a program is done, send a thank you note for referrals

and business. (see Hopkins Thank You’s)

_____ 2nd week, call back: “Business is being processed, everything looks good.”

_____ 3rd week: “Just called to let you know that all the information has been received by

the home office. Do you have any questions? We should know something in a few

days.”

_____ 4th week: “I wanted you to know that I’ve called some of your referrals and they

want to see me.”

_____ 5th week: “Just called to see if you have received your cash value check for

maximum loan.” (If that choice was made)

_____ “Just called to let you know that your policy is in and to find out the best time to

bring it to you – would this weekend about 5:00 or 6:00 pm be good, either Sat. or

Sun.?” – Set Appointment.

_____ Policy Delivery – Set up securities if have not already done.

_____ In 45 days, call back to see if bank draft is coming through the account OK.

_____ Keep in Touch: Do annual review, contact on birthdays & anniversary, inform of

new products, state of company & funds, etc.

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ASK YOURSELF WHY DO THEY SELL WHAT THEY SELL?

THIRD PARTY ARTICLES

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DEBT MANAGEMENT

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WE WANT A “DEBT FREE” AMERICA!

Many families are drowning in debt!

Household debt has soared to 93% of the annual disposable income.

Americans credit card debt has increased a staggering 14% in one year. They now owe more than $384 billion on credit cards alone.

The average card holder in 2002 carried a balance of $8,900.

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REVOLVING DEBT

An open ended loan (no set payoff date) with variable monthly payments, where-in the ratio of payment going to interest and principle never reverse.

Credit Cards

Home Equity Lines of Credit

Some Car Loans

4 FUNNY BANKING RULES OF REVOLVING DEBT

Hidden Fees

Confusing Interest Calculations

Rates

Credit Life

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HIDDEN FEES THAT HIKE A.P.R.

Annual Fee - $20 - $100

Cash Advance Fee - $2 - $20

Late Fee - $15 - $20

Over the Limit Fee - $15 - $20

Return Payment Fee - $10 - $15

Dishonored Line of Credit Check Fee - $15

Management Fee - $2 - $5

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US News & World Report, June 1, 2004

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CONFUSING CALCULATIONS (6 Different Methods)

Adjusted Balance

Average Daily Balance (excluding new purchases)

Previous Balance

Average Daily Balance (including New purchases)

2 cycle ADB (excluding new purchases)

2 cycle ADB (including new purchases)

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WHAT YOU NEED TO KNOW ABOUT RATES Tempting Introductory Rates

. . . only on transferred balances

. . . only for 3 – 6 months

Higher rates on new purchases!!!

Rate Shopping . . . Catch 22

Multiple inquiries = bad credit rating

Purchases -vs- Cash Advances

Convenience checks are cash advances

Balance transfers may be “advances”

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MORTGAGE TERMINOLOGY ABILITY TO PAY (ATP) - Calculation of percentage of obligations as compared to total gross income.

ACCELERATION -To prepay mortgage payments thus reducing the overall term of the mortgage.

ADJUSTABLE RATE MORTGAGE (ARM) - A mortgage who interest rate changes over time based on an index.

AMORTIZATION - The gradual repayment of a debt, with equal payments. at regular intervals. over a specific period of time.

ANNUAL PERCENTAGE RATE (APR) - A technical term under Truth In Lending that reflects the total yearly cost of a mortgage

stated as a percentage of the loan amount.

APPRAISAL - A professional opinion of the market value of a property.

BALLOON NOTE - A note calling for periodic payments which are insufficient to fully amortize the face amount of the note prior

to maturity so that a principal sum known as "balloon" is due at maturity.

BROKER - An agent who buys or sells for a principal. for a fee. without having the title to the property.

CLEAR TITLE - A title which is free of liens and legal questions as to ownership of the property.

CLOSING COSTS - Costs payable by the borrower. See "Settlement Costs".

COLLATERAL - Something of value pledged by or on behalf of a borrower to secure a loan. For example. the collateral on a

mortgage is the real estate.

CONTRACT - See Sales Agreement.

CREDIT REPORT - A report of an individual's credit history, prepared by a credit bureau. used by the lender to determine an

applicant's creditworthiness. DEBT TO INCOME RATIO - THE PERCENT OF TOTAL OBLIGATIONS. including debts, rent or mortgage,

Utilities, taxes…relative to GROSS INCOME. The absolute maximum is 65%.

DEED - A legal document conveying title to a property.

DEFAULT - Failure to make mortgage payments on a timely basis or to comply with conditions of a mortgage.

DELINQUENCY - A loan in which a payment is overdue.

DUE DATE - The date on which a loan payment is contractually due and after which it is considered past due.

EQUAL CREDIT OPPOTUNITY ACT (ECOA) - A federal law that prohibits lenders from denying mortgages on the basis of the

borrower's race, color, religion. national origin. age, sex. marital status, or receipt of income from public assistance programs.

ESCROW - An account held by the lender into which a borrower pays money for taxes and insurance: also. the holding of

documents and money by a neutral third party prior to closing.

FAIR MARKET VALUE (FMV) - What the property is valued at, verified by a personal appraisal.

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MORTGAGE TERMINOLOGY FEDERAL HOUSING ADMINISTRATION (FHA) – An agency of the federal government that insures mortgage

loans.

FIXED RATE MORTGAGE – A mortgage in which the interest rate does not change during the entire term of the

loan.

FLOOD INSURANCE – Insurance required when the property being purchased is located in a federally designated

flood area.

GOOD FAITH ESTIMATE – A disclosure required under the Real Estate Settlement Procedures Act (RESPA) that

is provided to the applicant within three days of the date of application. It provides estimates of the charges likely to

be incurred to obtain a mortgage.

GROSS MONTHLY INCOME – Monthly income before taxes are deducted.

HOME EQUITY LOAN – Loan on owner occupied. Residential property can be first mortgage (refinance existing mortgage or owned clear) or second mortgage.

LATE CHARGE – The penalty a borrower must pay when a payment is made after the due date.

LEGAL DESCRIPTION – The written description of the property that appears on the deed and includes the

boundary lines, township/borough and county.

LIEN – A legal claim against a property that must be paid when the property is sold.

LOAN TO VALUE (L TV) – THE PERCENT OF EQUITY available to use as security. Example: Home value is

$100,000; Present mortgage balance is $40,000;

L TV at 80%: ($100,000 x .80 - $80,000) would be $80,000 less $40,000 owed: CTB can then advance up to an

additional $40,000.

MONTHLY DEBTS – Ongoing credit obligations, i.e. car payments and child care, exclusive of living expenses. i.e.

food. Rent. Etc.

MORTGAGE – A legal document that pledges a property to the lender as security for payment of a debt.

MORTGAGEE – The lender. MORTGAGOR – The borrower.

NOTE – Legal agreement to repay a debt on specific terms.

PITI – Stands for principal interest. Taxes and insurance. The total of all four equals the monthly mortgage

payment.

PMI or MIP – Private Mortgage Insurance or Mortgage Insurance Premium. Insurance policy that protects lenders

against loss if a borrower defaults. Generally required on mortgages with less than a 20% down-payment. FHA has

it on for the life of the loan.

POINTS – Each point is one percent of the loan amount. The total points charged is the lender’s service charge.

PURCHASE MONEY LOAN – Loan to buy or build a home.

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MORTGAGE TERMINOLOGY RESPA Real Estate Settlement Procedures Act - The Real Estate Settlement Procedures Act is the result of

Federal legislation enacted in 1974. This act provides comprehensive guidelines for loan closing costs and

settlement practices. It requires that certain disclosures be supplied to the borrowers at the start of the application

process (and no later than 3 days after the application is taken).

These disclosures include:

. Good Faith Estimate of Settlement charges.

. Loan Servicing Disclosures.

. Controlled Affiliated Business Arrangement Disclosure.

In addition to the above, some states require state specific disclosures.

SECONDARY MORTGAGE MARKET - The buying and selling of existing mortgages.

SETTLEMENT COSTS - Costs paid by the Borrower for the mortgage.

TERM - Number of months the loan is scheduled for.

TITLE - A legal document establishing the right of ownership.

TITLE SEARCH - Check of public records to determine property ownership, liens and property tax status.

TITLE INSURANCE - Insurance to protect against loss arising from disputes over ownership of a property.

TRUTH IN LENDING - A federal law that requires lenders to fully disclose in writing the terms and conditions of a

mortgage, including the APR and other charges.

UNDERWRITING - The process of evaluating a loan application.

VETERANS' ADMINISTRATION (VA) - An agency of the federal government that guarantees loans.

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INSTALLMENT DEBT

A loan with a set payoff date and generally fixed monthly

payments, where-in the ratio of payment going to interest and principle eventually reverse.

Most Home Mortgages

Most Car Loans

5 FUNNY BANKING RULES OF INSTALLMENT DEBT

Interest -vs- APR

PMI, MIP

Escrow

Balloon Loans

Credit Life

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INTEREST VS. A.P.R.

Interest is JUST the rate on the loan APR = Actual cost of the money:

Points

Appraisals

Origination

Filing

Etc. . .

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Interest Rate VS APR Example

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CREDIT LIFE INSURANCE

Pays off the debt if you die.

Very expensive form of decreasing term.

- Everyone is insured at same rate.

Money goes to debtor, not your family.

Single premium figured into loan. - Paying interest on insurance premiums.

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Credit Life Example

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BALLOON LOANS

Loans with one large lump sum due at the end of the loan period.

Almost 100% of payment goes to interest.

Must refinance the balloon. - Pay all closing expenses again.

Typically 5 – 15 year loan.

BAD

NEWS!

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Balloon Loan Example

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ASSET MANAGEMENT

Mutual Funds

Compound Interest

How Money Works

Annuities

IRA’s, Roth IRA’s

Other Qualified Plans

Licensing

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WHO OWNS MUTUAL FUNDS?

Professional Assoc.

Corporations

Pension & Profit Sharing Plans

Clubs/Fraternal Organizations

Custodians for Minors

Hospitals & Medical Labs

Professional Athletes

Lodges & Benevolent Groups

Guardians and Executors

Individual/Corporate Trustees

Estates and Endowment Funds

Religious Organizations

Banks and Trust Companies

Colleges, Universities, Libraries

Charitable Organizations

Government Service Personnel

And of Course INDIVIDUALS

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WHY BECOME SECURITIES LICENSED?

To do what we say: “Buy Term and Invest the Difference”

Become more educated – personally and professionally

Long-lasting income potential (A.U.M.’s)

Increased Persistency

Building recurring, predictable income

Building another Income Stream

More opportunities to help clients

Increased Compensation

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MUTUAL FUND GENERAL KNOWLEDGE

BUY & HOLD = STAYING INVESTED VERSUS MARKET TIMING Many investors are tempted to sell when the market gets choppy, but riding out the market volatility can make a substantial difference in returns. In fact, the long-term investor has traditionally gained the advantage over the investor who seeks to jump into and out of the market. AVERAGE ANNUAL RETURNS OF THE S&P 500 INDEX FROM DECEMBER 31, 1985 TO DECEMBER 31, 2005

The numbers tell it all. Investors who were “out of the market” for the best 6 months – less than 3% of all trading days – your average return would have been cut over 26%! In other words, missing just 6 months worth of trading days would have cost you more than $50,000 on a $10,000 investment! Fully Invested 12.98% $114,855 Miss the best 3 months 11.08% $ 81,845 Miss the best 6 months 9.58% $ 62,305 Miss the best 12 months 7.04% $ 39,014 Miss the best 24 months 2.72% $ 17,088 SOURCE: Wiesenberger, a Thomson Financial Company ABANDONING STOCKS MAY MEAN MISSED OPPORTUNITIES By missing the 20 biggest positive sessions – less than 1% of all trading days – your average return would have been cut over 80%! AVERAGE ANNUAL RETURNS OF THE S & P 500 INDEX FROM DECEMBER 31, 1995 TO DECEMBER 31, 2005

The price of being out of the market: Fully Invested 11.06% Missed the best 10 days 5.92% Missed the best 20 days 2.05% Missed the best 30 days - 1.28% Missed the best 40 days - 4.05% SOURCE: Towers Data DON’T TIME THE MARKET – YOU MAY MISS OPPORTUNITIES It’s time in the market, not timing the market that counts when you’re investing for long term growth. AVERAGE ANNUAL RETURNS OF THE S & P 500 INDEX FROM DECEMBER 31, 1983 TO DECEMBER 31, 2003 Investing $5,000 Each Year For 20 Years = $100,000 Invested Buying At Stock Market Highs Buying At Stock Market Lows “Worst Time To Invest” “Best Time To Invest” Average Annual Return = 11.11% Average Annual Return = 12.66% Total Value = $332,399 Total Value = $424,467 SOURCE: Pioneer Investments Market timing adds a tremendous risk for very small potential rewards! Buy & hold ads safety and security to the investment, the statistics prove our point!

The solution: REMAIN FULLY INVESTED!

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SHOULD I INVEST IN MY PLAN AT WORK OR IN AN ROTH IRA?

Generally the order a client should invest in is as follows:

1. Matching Plans 2. Roth IRA 3. Non Matching Plans 4. Non Qualified Mutual Fund or Variable Annuity Non Matching vs Roth IRA Example: $100/month at 12% for 30 years. Tax Break $ 36,000 Principal Pay Taxes Pay Taxes $352,992 Total Value Tax FREE Which would you choose? HOW TO COMPETE & COMPARE WITH OTHER MUTUAL FUNDS 1. Asset Allocation 2. Manager Tenure 3. Fees & Expenses 4. Performance (must utilize same timeframes) 5. Service

ASSET ALLOCATION

For certain long-term goals, particularly retirement, you will probably want to put your savings into several different types of products, such as stocks, bonds, and cash. How you divide your money between these different asset classes is called an asset allocation plan. Deciding on the right asset allocation may be the most important investment decision you make. Studies show that more than 90% of the returns investors achieve depend on what types of products they choose, while less than 10% is determined by the specific products they choose and when they buy them. The time you have to reach your goal, your risk tolerance, and your financial goals will all affect how you allocate your assets. Also, your asset allocation may change as you get nearer to your goal.

What Determines Your Long Term Investment Return: 91.5% = Asset Allocation 4.6% = Security Selection 2.1% = Other Factors 1.8% = Market Timing SOURCE: Brinson, Hood & Beebower, Financial Analysts Journal 1988 Brinson, Singer & Beebower, Financial Analysts Journal 1991

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PAC & PAC PLUS The importance of PACs, PAC Plus, and their benefit to your clients over the long term can be seen in the following example: $100 per month with a 6% return, PAC Plus is 10% annually: YEARS Basic PAC PAC Plus

10 $ 15,600 $ 23,800

20 $ 44,100 $ 105,000

30 $ 95,900 $ 351,200

40 $190,100 $1,054,200

PAC & 10% PAC PLUS ANNUALLY EQUALS MANY MORE $$ FOR YOUR CLIENTS AND MANY MORE $$ FOR YOU!

UTILIZING DOLLARS SET ASIDE FOR ASSET MANAGEMENT When you are developing your strategy for your clients utilize the following rule of thumb for allocating their asset management dollars unless the FNA advises differently: 50% to Emergency Fund 35% to Retirement 15% to College (if this is not enough to invest put this into retirement)

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TIPS AND REMINDERS ABOUT SUBMITTING SECURITIES TRADES

The following important tips and reminders can help you make sure that your clients’ trades get processed quickly and accurately.

Accurate and Readable Information PFS Investments relies on the information on the applications to properly and accurately process the accounts you submit. If the information is missing, inaccurate or can’t be read, the trade may be returned to you for corrections and processing will be delayed. Please make sure of the following when filling out and submitting applications: Please print clearly. Please make sure the application is complete. Please make sure the information on the application is as accurate as possible. Please make sure that client initials any changes or cross-outs.

Use of the Most Current Material

PFS Investments will update applications and materials on a constant basis. The NASD requires certain material such as prospectuses to be updated at least once a year. Also, PFS Investments is constantly seeking to make all their materials as useful and easy to use as possible. Therefore, you must make sure the forms and materials you are using are the current versions. You should contact your RVP to obtain current sales materials. When you receive new materials you should THROW AWAY old outdated materials. Using old materials may seem thrifty and economical, but it can result in delays in processing your client’s trade because of missing or inaccurate information that is requested and required on newer materials.

What if the Client wants me to Wait before I send in the Trade? In some situations, a client may request that you wait before mailing in a trade. It is very important to understand that you should not hold a client’s trade once it has been completed (applications signed, dated and investment received by you). If a client wants to delay a trade from being submitted you should do the following: Fill out the applications, but do not have the client sign or date them. When the client is ready to submit the trade, have the client sign and date it as of the current date. You should not accept any checks from the client until he or she is ready to sign the applications and date

them. You should never submit a post-dated check from a client. PFS Investments and all mutual fund families

must process a client’s investment when it is received or else return it.

Tax Advice

There are certain transactions that a client requests that may leave the client with tax consequences. It is important to make sure that you advise clients to contact their tax advisor if they have any questions about a transaction before they process the transaction. Some possible transactions that can leave a client with a tax consequence are: Redemption’s (from both voluntary accounts, retirement accounts and annuities), Exchanges between voluntary accounts, Contributions to retirement plan accounts, Rollovers and Direct Rollovers between retirement plan accounts, Moving an investment from one mutual fund family to another, Dividends and Capital Gains earned on a voluntary account, even if they are reinvested into the account.

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SELL OUT TO ONE FAMILY OF FUNDS 1. Legg Mason manages over 100 funds – we meet our client’s needs. 2. Assets exceeding $608 billion as of 12/31/2003 – one of the top 5 Mutual Fund Companies in

the World. 3. Experience – Legg Mason Fund Managers have on average over 25 years of experience, 15

of those years have been with Legg Mason. 4. Performance – Strict and disciplined approach to money management offering a track record

of above average performance with below average risk. 5. Deals with Middle America – Funds are cost efficient. 6. Keeps it simple by using simple concepts, mutual funds & variable annuities. Does not go

with the flow and sell the latest hot investment. Uses time tested & proven concepts! 7. Welcomes small investors and also help them to identify goals, setting up a plan and putting

the plan to work. (FNA) 8. Teaches dollar cost averaging, a proven winner.

It is good for:

a. The Client b. The Mutual Fund Companies c. The Fund Managers d. The Representative

9. Offers low minimum contributions. 10. Has a steady cash flow / PAC – PAC PLUS. 11. Offers excellent service.

55

MUTUAL FUND CLOSES MONTHLY PAC CLOSE -- WHAT’S THE MINIMUM? We like to see most people get started with about $200 a month, those that are more fortunate and few will work with 3,4 even $500 a month while those of us on a more limited or fixed of budget will only work with about $100 a month, where do you think you fit in? (WFA) Oh, so you feel you can work with dollar amount a month? (WFA) Great, let’s get started. (* If they ask, “what is your minimum to start?”) We try to work with people to the best of our abilities, what dollar amount were you thinking about? (WFA) So you feel comfortable with dollar amount a month? (WFA) Fortunately our company will allow you to start with

dollar amount, let’s get started.

PAC PLUS CLOSE _____ & _____, your funds automatically come with a plan to help you avoid procrastination and fight inflation. It is called our PAC PLUS plan. Next January you will receive a letter asking you if you would like to increase your investments by 10%, _____ & _____ it is an option not a requirement, but you would like to save more money in the future wouldn’t you? (WFA) This is an easy and simple way to do it!

YOUR SALES CHARGE SEEMS TOO HIGH I understand _____; let me ask you a question. Do you ever go out to eat? (WFA) When you have a good meal and receive good service, do you leave the waitress a tip? (WFA) How big is the tip you usually leave? (WFA) Oh, so I guess what you are telling me is that you feel it is more important to pay a waitress a higher percentage to bring you a meal than it is to pay me a lower percentage to help you become financially independent, is that how you really feel? (WFA) Great, let’s get started.

ISN’T IT BETTER TO HAVE A NO-LOAD MUTUAL FUND? That’s an important question _____ and I will be happy to explain the differences so you can make a knowledgeable decision for yourself. The obvious difference between the two types of funds is an up-front sales charge or load. All funds have other types of administrative charges such as annual fees, redemption fees, etc. These are typically higher in no-load funds. Often the investor does not fully understand these charges and how they can add up. When you buy a loaded fund, you know what you are paying for my services and what those services are. I can help you identify your investment goals and objectives, point out ways to save taxes, and explain the various services a mutual fund provides. I am there when you’re needs change to help you move in the right direction. Therefore _____ if both funds have charges, and I can provide you additional service regarding other ways to improve your financial situation, wouldn’t you want to take advantage of my services? (WFA) Great, let’s get started.

IS IT GUARANTEED? _____, are you more concerned with guarantees or actual performance? (WFA) That’s great because the

performance of common stocks over every 20-year period since 1920 has been better than any guaranteed vehicle that has been available over the same period. So may I assume that you want to have at least a portion of your long-term savings in what is proven to be the finest investment for Middle American’s? (WFA) Great, let’s get started.

THE BANK DOESN’T HAVE A SALES CHARGE _____, do you usually receive something for nothing? (WFA) Of course not, for us to assume receiving great performance that has historically been 3 - 5 times greater than bank savings vehicles with no sales charge for free is not realistic is it? (WFA) What is most important is that the performance you receive warrants the charge, if it does it makes sense to go ahead, wouldn’t you agree? (WFA) Let’s look at our performance; over

the last 10 years many of our investments have averaged more than 12% return. Remembering the rule of 72 that means that your money would double approximately every 6 years. So _____, with that kind of performance the sales charge becomes negligible, wouldn’t you agree? (WFA) Great, let’s get started.

56

HOW TO WORK YOUR ASSETS UNDER MANAGEMENT REPORT (RL’s & above get 12 b 1’s) 1. Look for accounts with no PAC’s 2. Look for accounts with even PAC’s 3. Look for under performing funds 4. Look for proper asset allocation 5. Look for allocation changes based on current age of clients Why drive all over the Tri-State area for a $50 PAC when you can sit in your office or be at home and create $500 of PAC’s with your current clients?

KEY TIMES TO CALL YOUR CLIENTS Call your clients when the market is struggling, they need to hear that all is OK and it is a GREAT TIME to increase their PAC’s or lump sum additional money! This gives your client’s confidence that you are watching their money and it reassures them that you were a good choice for their financial professional!

KEY ADVICE FOR YOUR CLIENTS Always advise your clients to call you when things change in their life!

57

PROMOTIONS

What Does It Take?

What Should I Focus On?

Game-plan to $100,000

Promotion Guidelines Sheet

58

PROMOTION GUIDELINES

Team Tenacious Promotion Guidelines

PROMOTION BLITZ FOR DECEMBER 2014!!!

Promotion Guidelines Equity Awards to RVP

Promotion Level

One-month Gross Bonusable

Premium Requirement for

Promoted Rep

(Team Production)

Minimum

Team Size

(Life Licensed)

Gross

Award

Value

Net Equity Award Value

(Assuming RVP's

QBI = 70%)

Fast Start Bonus (see chart below)

3 Personal Recruits X 3 FTO’s = $300. - - -

Sr. Rep 3 Personal Recruits X 3 FTO’s

(FSB qualifies!) - - -

District Leader $2,500 ($1,000. Must be Personal)

- $1,250 $875

*Division

Leader $5,000 2 $3,000 $2,100

*Regional

Leader $7,500 4 $4,000 $2,800

**RVP $10,000 6 $15,000 $10,500

WOW!!! $15,000 Equity Award to New RVP as well! (same details as above)

*No more than 50% credit in any leg (including self). ** #’s are AFTER Promotion exchange. Minimum 70% QBI. Must be

series 6 & 63 licensed at Regional and series 26 at RVP. Must have a minimum of 6 Direct Districts for RVP Promotion.

30-Day Activity From

IBA Date

Recruits

Field Training

Observations

(FTOs) or

Personal Life

Sales

Requirement Time

Frame Payment

1 x 1 Complete PFSU 60 days $100

2 x 2 Pass Notice Received 90 days + $200

3 x 3 Total = $300

See POL for details related to Bonus.

59

COMPENSATION

How Do I Get Paid?

The Override System

Compensation for VP’s

A.U.M.’s (Predictable – Recurring Income Streams)

Ownership

60

61

62

COMPENSATION (See POL Compensation tab for current Comp & details)

63

Developing RECURRABLE, PREDICTABLE INCOME through A.U.M.’s

64

COMPENSATION

Several Ways RVP’s Earn Money

1. RVP Personal Sales 2. Base Shop Overrides 3. Generational Overrides (Override RVP’s) 4. Bonuses

5. Stock Equity 6. Diversification

Life Insurance Legal Protection Mutual Funds and Annuities Managed accounts Auto and Home Long Term Care Debt Elimination Anything else Primerica decides to do!

65

TAX SAVING IDEAS TO REDUCE YOUR TAXES, GO INTO BUSINESS

FOR YOURSELF WITH PRIMERICA

As a self-employed person, you can deduct many expenses that are non-deductible personal expenses to an

employee.

Common Deductible Expenses Include: Home Office Expenses

Utilities and Insurance

Repairs

Interest and Taxes

Depreciation (or a portion of your rent)

Office Furniture

Telephone Expenses

Cellular Phone

Pager

Answering Machine

Business–related Long Distance

Special Features (call waiting/forwarding)

Travel Away from Home

Airfare

Hotels, Taxi’s, Etc.

Meals at 50%

Computer Expenses

Business-related Software

Meals for yourself at 50%

Entertainment Clients/Teammates (50%)

Hire Spouse and children, deduct wages, and

set up IRA’s for them

Car Expenses – Standard Mileage Rate (.55

in 2014) or actual expenses

Gas, oil, repairs, parking, etc.

Insurance

Interest and Taxes

Depreciation (or portion of lease)

Tools and Supplies

Camcorders

Calculators

Cassette Recorders

Calendars and organizers

Notebooks, pens, markers, files, etc.

Business Gifts to Clients and Associates (up

to $25/person)

Subscriptions, books, audio tapes and videos

Business cards

Presentation Material

Tax advice

Licensing Fees

Retirement Plans (IRA’s and SEP’s)

Training and Education Expenses

Office Rents

USE DEDUCTR PROGRAM!

These expenses are just the tip of the iceberg. There are hundreds of business/related expenses you can deduct.

Prepared by Randy Gardner, LLM, CPA, and Julie Runtz, CPA - Co-Authors of 101 Tax Saving Ideas

ALWAYS CHECK WITH YOUR TAX ADVISOR FIRST!

66

STEPS TO GETTING MY BUSINESS

STARTED

The 8 Step Pattern

Follow the 8 Steps in Order

(Use the 8 Step Pattern in duplicating the Success of Each of your individual Associates)

“Never skip a Step and Always follow

the 8 Step Pattern for Success”

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8 STEP PATTERN – STEPS TO SUCCESS

1. SET SOME GOALS A. What do you want out of this business?

B. How much money do you want to make per month?

C. How big do you see yourself in this business?

2. MAKE SOME COMMITMENTS

A. Own the Product

B. Attend Education Classes - Weekly Training - Business Training Schools – Big Events

3. MAKE A LIST OF NAMES A. Use the Memory Jogger

B. Qualify the list (5 points)

4. HOW TO SET APPOINTMENTS

A. Initial Reference Checks with Manager

B. Market Training List – Point of Contact controlled by Manager

C. Clear the Night

D. Referral Letter

E. Scripts

F. Lunch Appointment

5. DO A WINNING PRESENTATION (K.I.S.S.) A. Recruiting introduction (F.O.R.M) “My Primary responsibility”

B. 4 C’s – Credibility, Concepts, Compensation, Commitment

6. FOLLOW THROUGH

A. Set next appointment

B. Leave Third Party Materials

C. Get Referrals

7. PROGRESS CHECK A. Where are you at?/ Where are you going?

B. Become Accountable for Activity/Production/Recruiting

C. Draw out the organization (How do you get to your next goal?)

8. TEACH THE PATTERN

A. Be a student

B. Be a teacher

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8 Step Pattern

STEP #1

SET SOME GOALS

69

GOALS: GAME PLANNING

Plan

Monthly Income

Personal Activity

(KT’s/wk.)

# of

Management Legs

A

$200 - $1,000

1 – 3

0

B

$2,000 - $4,000

4 – 6

4 – 6

C

$4,000 - $8,000+

7 – 9

7 – 9

D

(RVP)

$10,000 +

10+

10+

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GOALS What income do you plan to make in the next 12 months because of Primerica?

What are the top 3 goals/dreams you want to achieve in building your Primerica business?

1. _____________________________________________ 2. _____________________________________________ 3. _____________________________________________ How big do you see yourself in this business? __________________________________________________ __________________________________________________ Do you view this business as a possible career change at this point? __________________________________________________ What is the most important thing you want to achieve from this business immediately? ________________________________________________

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MONTHLY GOALS

“See current Monthly

Goal setting handout! ”

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8 Step Pattern

STEP #2

MAKE SOME

COMMITMENTS

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COMMITMENTS

How many days are you willing to set aside on a weekly basis to reach your goals? ______________________________ Which days? (Circle all that apply) Sun. Mon. Tue. Wed. Thu. Fri. Sat.

FIELD TRAINING COMMITMENTS (Circle the track you want to take)

Track Minimum # of KT’s Income Objective Fast 8 $50,000+

Medium 4 $15,000 - $30,000 Slow 2 $5,000 - $10,000

UPCOMING EVENTS (See your current office calendar for all upcoming events)

Next Education Classes: ____________________________

Dates for First Field Training Appointments: ____________

________________________________________________

Life Pre-Licensing Class: ___________________________

Business Training School: ___________________________

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EXPLANATION OF EVENTS . . .

Business Overviews: This event is held weekly, at the Office. The goal of this meeting is to expand your business rapidly by collapsing time frames. You can impact several people at once vs. one-on-one. You should attend this meeting each week with your new guests. The dress code is business professional. The best way to utilize this function is to have done a kitchen table or a one-on-one interview prior to inviting to a Business Overview. Everyone should always be in attendance. This should be part of your weekly regimen. It’s always been said you should measure your business by the total number of people at the next meeting. This means new guests and current teammates. The number should always grow.

Monday Morning PFN-TV: (Live Broadcast from Atlanta – 11:00 am CST) Everyone is invited to this very special program that always gives you the latest and greatest of what’s going on in Primerica. There is a monthly rotation of programs. One week are highlights from the previous month, another week is a “hot” organizational leader and their teammates talking about tips to the top. These programs generally last until noon or 12:30 at the latest and are very fast paced and highly charged. Everyone is encouraged to attend as regularly as possible. We tape this program so if you want to make-up or view it during the week, just let us know.

Leader Sessions: This session’s about accountability, leadership and special help with certain areas of the business. It’s really about dedication to teamwork and working on our businesses not just in our businesses. Leaders only should attend.

Financial Seminars These programs are designed with your client and you, as an associate, in mind. It’s totally about reaching financial independence. The why to’s and how to’s of developing a financial plan. Every person serious about reaching financial independence should be at this meeting. We will also discuss the benefits of becoming an associate in our business.

Securities Training Securities Training is about helping you expand your securities business and Assets under Management (AUM). We will work specifically on paperwork, IRA’s, UGMA’s, rollovers, Variable Annuities and all aspects of the securities business. There will also be approximately an hour of Q & A time with every session. A very personalized session for you on securities. You must be securities licensed or have at least passed your Securities exam.

Business Training School This school is designed with everybody in mind. Every teammate, every associate, every leader should always be in attendance at big events. This is considered one of the most important push points of your business as it will highlight speakers and topics from the best of the best in the business. Dress: business casual. Again, EVERYONE should attend!

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Primerica Personal Commitment

Trainee: ___________________________ Trainer: _____________________

Personal goals in the first five years: (car, clothes, things . . .)

Family goals in the first five years: (Vacations, education, home debt elimination,

Emergency fund, retirement savings,

College funding . . .)

Are you willing to commit to achieving your goals? Yes No

Do you want my commitment to help you achieve them? Yes No

Do I have permission to give additional assignments or suggestions for

improvement in any weak areas to keep you from straying from your goals? Yes No

Responsibilities you are expected to fulfill as part of this commitment:

Participation in Training & Education programs Keeping a positive attitude

Attendance at all company meetings Practicing sound financial principles

Proper use of company tools and materials

Trainer’s Commitment

I hereby agree to do everything necessary to help _________________________ achieve the goals Trainee’s Name

we have mutually agreed upon this day and entered into his/her permanent file.

Approved: __________________________

Trainee’s Commitment Trainer’s Approval

I hereby agree to let _________________________ do what is necessary to help me achieve these Trainer’s Name

agreed upon goals. I realize that my production is dependent upon activities that have proven to work.

These include:

Punctuality and attendance at all company meetings

Using tools the company has created to insure my success

Keeping a champion attitude and radiating enthusiasm

If I am not living up to these commitments, I expect ________________________ to help me re-commit to

my goals. Trainer’s Name

Authorized _________________________ Trainee’s Authorization

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8 Step Pattern

STEP #3

MAKE A LIST OF NAMES

“Creating your Initial Market”

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QUALIFIED REFERRALS 1. AGE 20 - 45 2. MARRIED 3. CHILDREN 4. FAMILY ANNUAL INCOME OF $25,000 OR MORE 5. OWNS A HOME

MEMORY JOGGER FRIENDS

BEST 2ND BEST

NEIGHBORS

ON LEFT ON RIGHT ACROSS THE STREET ON THE CORNER WHO MOVED AWAY OLD NEIGHBORHOOD WHERE YOU GREW UP APT. COMM. MANAGER APT. MAINTENANCE STAFF EDUCATION HIGH SCHOOL FRIENDS HIGH SCHOOL REUNION COLLEGE FRATERNITY OR SORORITY TEACHERS MOST LIKELY TO SUCCEED MOST CONGENIAL MOST POPULAR CHURCH MINISTER DEACON PRESENT CHURCH MEMBERS FORMER CHURCH MEMBERS CHOIR MEMBERS ATTENDED CHURCH SOCIAL FUND RAISING COMMITTEE RELATIVES UNCLES PARENTS IN-LAWS FRIENDS OF PARENTS COUSINS BROTHERS AND SISTERS FRIENDS OF BROTHERS FRIENDS OF SISTERS

RECREATION SKI WITH GOLF WITH BOWL WITH PLAY BRIDGE WITH PLAYS BASKETBALL PLAYS SOFTBALL WORK OUT WITH LITTLE LEAGUE COACH LITTLE LEAGUE PARENTS PILOT SCUBA DIVER COMMUNITY SERVICE LIONS CLUB OPTIMIST CLUB BIG BROTHERS/BIG SISTERS VOLUNTEERS AT HOSPITAL PARENT/TEACHER ORG. GIRL SCOUTS DEN MOTHER BOY SCOUTS WORK YOUR CO-WORKERS SUPERVISORS SALES STAFF BOSS BOSS’ SECRETARY EX-EMPLOYEES SHIPPING/RECEIVING DEPT. TRANSFERRED IN RIDES THE BUS TO WORK CARPOOLS UPS DELIVERY PERSON PHOTOCOPIER SERVICE TECH WORKS NIGHT SHIFT WORKS SWING SHIFT UNEMPLOYED AT THIS TIME SELF-EMPLOYED YARD MAINTENANCE CARPENTER PLUMBER SELLS AMWAY SELLS MARY KAY MULTI-LEVEL MARKETING POST MAN

YOUR DOCTOR SOMEONE WHO’S A DOCTOR CHIROPRACTOR PRE-SCHOOL TEACHER PARENTS OF PRE-SCHOOLERS SOLD YOU A STEREO SOLD YOU A NEW REFRIGERATOR CASHIER AT GROCERY STORE MISCELLANEOUS OVER 60,STILL WORKS FULL-TIME HAS WHOLE LIFE INSURANCE NEEDS LIFE INSURANCE JUST HAD A SON MARRIED DAUGHTER MARRIED MOST ENTHUSIASTIC MOST ATTRACTIVE MOST ENERGETIC HAS RED HAIR & FRECKLES JUST QUIT SMOKING SOUTHERN ACCENT SPANISH ACCENT HAS A PICKUP RECENTLY QUIT SMOKING HAS A MOUSTACHE HAS A BEARD GOT UNFORWARDED MAIL AT YOUR NEW ADDRESS GREAT JOKE TELLER IS ON CRUTCHES MOVED FROM NEW YORK MOVED FROM HAWAII JUST GOT OUT OF THE MILITARY ACTIVE DUTY MILITARY WORKS IN RESTAURANT WORKS 2 JOBS

78

A “GOOD” TRAINING LIST WILL HAVE AT LEAST 100 NAMES AT ALL TIMES. IT’S NOT WHO YOU KNOW THAT WILL

MAKE YOU SUCCESSFUL. IT’S WHO THEY KNOW. HAVE THESE SEND YOU TO 200 – 300 OTHERS! WHEN YOU

HAVE NAMES, YOU ARE ALWAYS IN BUSINESS!

NATURAL MARKET LIST – INFORMATION ACTIVITY

PHONE NUMBERS #1 #2 #3 #4 NO. NAME HOME WORK MARRIED KIDS HOME 25+ JOB TOTAL APPT FNA TERM # REF’S. GUESTS REC

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.

PROMPTER – WHO DO YOU KNOW?

BEST SALESMAN MOST ENTHUSIASTIC BEST LEADER

BEST SALESWOMAN MOST AMBITIOUS MONEY MOTIVATED

BEST TEACHER BEST MANAGER HAS P/T JOB

TRAINING LIST

TOP 100 PFA: _________________

Trainer: _________________

Date: ___________________

4 – 5 Pointers

Make up Your Primary Market

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Quantifying the Market List:

1. Have you known them for a year or longer?

2. Partner’s 1st name?

3. Ever been invited to their home?

4. Have you visited them in their home in last 6

months?

5. Have they ever helped you out? ie: Pet,

children, house, etc.

Use these 5 questions to quantify the market list

after qualifying it, to further your chances.

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8 Step Pattern

STEP #4

HOW TO SET

APPOINTMENTS

Note: Follow the system in the order it is laid out in this section. REMEMBER:

We are teaching a transferable and duplicable system!

81

HELPFUL HINTS TO SET APPOINTMENTS

Along with working in the right market, your ability to effectively set appointments will determine how successful you’ll be. Obviously, if you can’t get an appointment, you never have the opportunity to make a transaction or recruit anyone. Because this is such an important topic, make sure you practice several times before you attempt to make any calls. Please stick to the phone scripts provided. We have found that these are the scripts that work the best. Giving someone information over the phone will not help you get the appointment. It will only give them the opportunity to say no. Never say the word insurance. People will think you want to sell them more insurance, and nobody is interested in spending more money. It is a good idea to have your manager with you the first few times you make calls. They can give you pointers to help you out if you get into a bind. Once you set the appointment, get off the phone.

Set up your appointments 2 to 3 days in advance. Let your manager know at least 24 hours in advance what appointments you have so they can fill in the vacancies. If prospects are married, have both husband and wife there during the presentation. Most people give too much information over the phone: The key is, if they’re not going to be home, don’t bring it up (the business). For example if Monday night is no good say: I was going to be in the neighborhood and I was going to stop by, I’ll catch you next week. Schedule appointments 90 minutes apart, and double book.

Example: 6:00 p.m. KT (schedule 2) 7:30 p.m. KT (schedule 2) 9:00 p.m. Close

Learn the “ish” principle when setting times. Example “I'll see you at 7ish or 7:30ish:” This way if one of the appointments cancel you may be able to come early and if one of the appointments run long, you can show up a little late. Make sure you communicate with client though, if you're going to be more than 15 min. different than the time set!

82

How to Close Appointments

The key to appointment setting is to ask the right questions and remain in control of the

conversation.

-Close the Appointment with alternate of choice.

Weekdays or Weekends

Which would be better?

Early in the week Saturday or Sunday

or Later in the week?

Early - Mon. or Tues.?

Later - Wed. or Fri.?

Which would be better?

Afternoon or Evening Which would be better?

Early around 2:00 or Early around 6:00 or

later around 4:00? later around 7:30? Which would be better?

Confirm time and date and send thank you note to tie down appointment.

KEYS:

*Only give a choice of two (2) appointment times.

*Use “pencil in” approach to avoid put-offs.

*Know the answer to “What is it?”

“We’re a financial services company that shows people how to save money and cut

taxes, so would or be better?

*Your job is to set a definite appointment time NOT to sell over the phone.

*Don’t be afraid to ask for an immediate appointment.

83

THE APPOINTMENT SETTING SYSTEM

PURPOSE: To get the prospect interested in your presentation.

TIPS:

The approach is the most difficult step.

When understood and done with care the approach will open the prospect’s mind

and cause him/her to want to hear your story.

The approach should always be directed at the recruit/dream side of the prospect.

Your excitement and enthusiasm determines the level of interest that you will

generate in your approach to the prospect.

When you expect to get the interest of the prospect - YOU WILL!!

Every prospect is interested in "Making and Saving Money." Nobody is interested

in selling insurance. For that matter, they're not interested in buying insurance or

even talking about insurance. So don't talk about insurance.

People are always curious about things. Your approach had better generate their

curiosity so they will set the appointment for you to come and tell them the rest of

your story.

People want you to be direct, sincere, and honest in your approach. They like for you

to come right out with the purpose of your call (not a lot of small talk).

Example: " Joe, I know you're interested in making money. You may or may not be

interested in our business, but I know that you'd like to hear about it. I'd like to take

20-30 minutes to share it with you."

This is Direct and Honest. Now, you should have generated enough curiosity to get

the prospect to take time to hear the Primerica story.

84

THE LAW OF LARGE NUMBERS The key to recruiting and making transactions is to see the people. You get paid to be

in front of people. You need to consistently see at least 5 to 8 people each week, but it

takes work! (Husband & Wife at K.T.)

50 PHONE CALLS

25 ANSWERS

12 APPOINTMENTS

8 APPOINTMENTS KEPT

3 TRANSACTIONS

1 ASSOCIATE

85

New Representative: _________________________

We are considering hiring _____________ for a position with our company. We would

appreciate your taking a few minutes to answer the following questions.

How long have you known ___? ____________ years Yes No

Would you consider ____ to be a hard worker?

Would you consider ____ to be a person of integrity?

Is ____ the type of person people would listen to?

If ____ called you up to come see you, would he have enough

credibility with you that you would say "O.K." and listen to what he would have to say?

If we hire ____ we will be making several training presentations: if necessary and

as a favor to him would you allow us to make a presentation to you with

____ observing?

The best days? ___ M ___ T ___ W ___ TH ___ F ___S

Best time? 8:00 ___ 9:30 ___ 11:00 ___ Noon ___ A.M. 4:30 ___ 6:00 ___ 7:15 ___ 8:30 ____ P.M.

If you were an employer, would you hire ____ to work for you?

PRIMERICA is opening offices through out Wisconsin and looking for some key people

to qualify for some of our part-time and full-time management positions.

Do you know anybody that would consider a career change if the money were right? Or, do you

know anyone that would be interested in making $1,000 - $2,000 / month part-time? (Please list below)

Name City Phone #

To the best of my knowledge and belief, I know the above person to be an honest, trustworthy, responsible person

of good moral character and reputation. I recommend your approval of _______ ’s request to represent Primerica.

Name _______________________________________ Address: __________________________________

Signature: ____________________________________ Phone: ______________________ Date: ________

If you would like additional information about our company, we would encourage you to attend a Business Overview in

your area. Thank you for completing this referral questionnaire. We appreciate your help.

PRIMERICA Manager Approval: _____________________________________ Date: ___________

86

MARKET TRAINING PHONE SCRIPT (AFTER REFERENCE CALLS):

HELLO IS ___________ IN? YES, THIS IS __________. THIS IS _____________.

I KNOW YOU DON’T KNOW ME, BUT WE KNOW EACH OTHER THROUGH ____________. YOU KNOW

____________ THROUGH ____________. LET ME TELL YOU WHY I’M CALLING. I’M A MANAGER

IN CHARGE OF EXPANSION FOR THE __________ AREA FOR OUR COMPANY AND IT’S MY JOB TO

LOCATE AND TRAIN PEOPLE FOR UPPER MGT. POSITIONS. NOW, I DON’T KNOW IF YOU’RE MARRIED

TO YOUR JOB OR NOT, OR EVEN IF YOU QUALIFY FOR A POSITION WITH US; BUT WHAT I WAS

WANTING TO KNOW IS, WOULD YOU BE INTERESTED IN A CAREER CHANGE IF THE MONEY WAS

RIGHT?

WHAT IS IT?

WE HANDLE PUBLIC RELATIONS, ADVERTISING, PERSONNEL, MANAGEMENT, MARKETING,

DISTRIBUTION, TRAINING AND EDUCATION FOR THE PRIMERICA COMPANIES. DO YOU HAVE

EXPERIENCE IN ANY OF THESE AREAS?

NO, I SURE DON’T.

GREAT, THEN _____________ REFERRED ME TO THE RIGHT PERSON.

THERE’S BEEN REVOLUTIONARY CHANGES IN THE FINANCIAL BUSINESS OVER THE LAST 10 – 15

YEARS SO WE WOULDN’T HAVE TO UNTRAIN YOU BEFORE WE TRAINED YOU, SO WOULD YOU BE

INTERESTED IN A CAREER CHANGE IF THE MONEY WAS RIGHT?

YES

GREAT YOU ARE DEFINITELY THE KIND OF PERSON I AM LOOKING FOR THEN. YOU ALREADY KNOW

ABOUT FINANCE, I WOULD NOT HAVE TO TRAIN YOU A WHOLE LOT. BASICALLY WHAT I WOULD

LIKE TO KNOW WOULD YOU BE INTERESTED IN CAREER CHANGE IF THE MONEY WAS RIGHT?

87

GIVE ME MORE INFO. . . . . . .

WELL, ___________ YOU’RE IN MANAGEMENT, SO I’M SURE YOU’VE HEARD THE PHRASE TIME IS

MONEY. HAVE YOU HEARD THAT PHRASE BEFORE?

SURE HAVE

WELL, YOU KNOW TIME IS MONEY AND MY TIME IS VERY, VERY VALUABLE AS I’M SURE YOURS IS.

ALSO IF I COULD GATHER THE INFO OVER THE PHONE THAT I NEEDED TO AND IF I COULD GET THE

INFO TO YOU IN YOUR HANDS OVER THE PHONE LIKE I NEEDED TO, OBVIOUSLY I’D DO IT SO I

WOULDN’T HAVE TO WASTE EITHER ONE OF OUR TIME GETTING TOGETHER – IT CAN’T BE DONE

OVER THE PHONE. WE HAVE TO GET TOGETHER FACE-TO-FACE, TO GO OVER THE POSSIBILITIES

THAT EXIST BETWEEN US. SO, IS TUESDAY OR WEDNESDAY BETTER TO GET TOGETHER?

NO . . .

SO YOU ARE COMFORTABLE WITH WHERE YOU ARE AT. BOY, YOU SHOULD FEEL REAL FORTUNATE.

MOST PEOPLE THAT YOU TALK TO TODAY ARE OT HAPPY WITH WHERE THEY’RE AT, THEY’RE

USUALLY PEAKED OR DON’T SEE ANY FUTURE WITH WHERE THEY’RE AT, SO THEY ARE ALWAYS

INTERESTED IN LOOKING AT SOMETHING ELSE, SO I ENVY YOU . . . THERE AREN’T MANY PEOPLE IN

YOUR SITUATION, YOU’RE A LUCKY PERSON, BUT I WAS WONDERING. COULD YOU DO ME A

FAVOR?

SURE

AS YOU COME ACROSS SOMEBODY – BECAUSE I’M IN A MAJOR EXPANSION PHASE RIGHT NOW, IF

YOU COME ACROSS A QUALITY PERSON THAT IS MAYBE LOOKING OR WOULD BE INTERESTED IN

LOOKING, WOULD YOU MIND SENDING HIM (HER) MY WAY.

SURE

DO YOU HAVE A PEN AND PAPER HANDY. I NEED YOU TO TAKE THIS DOWN. MY NAME IS

____________ (SPELL NAME) AND MY NUMBER IS _____________. MR. _________ I TALK KIND

OF FAST SO I DON’T KNOW IF YOU GOT THAT SO WOULD YOU WANT TO REPEAT IT BACK TO ME SO

YOU MAKE SURE THAT YOU GOT THAT.

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FINISH . . .

PLEASE DON’T SEND ME ANYBODY YOU WOULDN’T HIRE YOURSELF. CAN YOU DO THAT FOR ME?

THANKS . . .I APPRECIATE YOUR TIME, HAVE A GREAT DAY.

IF NOT THERE . . .

GREAT . . . HE’S NOT IN? WOULD YOU LEAVE A MESSAGE FOR HIM? TELL HIM TO GET A HOLD OF

___________ (SPELL THE NAME) ASAP. MY NUMBER IS _________.

WHAT’S THIS CONCERNING?

PERSONAL MATTER. TELL HIM TO GET A HOLD OF ME ASAP.

YES . . .

GREAT, I’M DOING INTERVIEWS ON TUESDAY. ARE DAYTIMES OR EVENINGS BETTER TO GET

TOGETHER?

EVENINGS WOULD BE BETTER FOR ME.

EVENINGS ARE BETTER TO GET TOGETHER? OK, I GUESS I CAN ARRANGE MY SCHEDULE FOR AN

EVENING APPOINTMENT; EARLY OR LATE EVENING?

EARLY

6:00 TUESDAY – WOULD THAT WORK?

OK, HERE ARE THE DIRECTIONS TO MY OFFICE.

I KNOW YOU’RE BEING A BUSINESSPERSON YOURSELF, YOU KNOW THAT TIME IS MONEY. MY TIME

IS VERY VALUABLE AS I’M SURE YOURS IS ALSO. IF YOU CANNOT MAKE IT FOR SURE, LET ME KNOW

SO I CAN FILL THAT TIME SLOT. MY NUMBER IS ________________.

OK, I’LL BE THERE

YOU’RE NOT THE KIND OF PERSON THAT SAYS THEY’LL BE THERE, THEN NOT DO IT.

THAT’S RIGHT, I’LL BE THERE.

89

ANSWERING MACHINE: (RECRUITING)

HELLO, THIS MESSAGE IS FOR ________________. MY NAME IS ______________.WE HAVE A

MUTUAL FRIEND IN_________. THE COMPANY I WORK WITH IS EXPANDING IN THE AREA AND

WE’RE LOOKING FOR SHARP, AMBITIOUS PEOPLE TO FILL SOME PART-TIME AND FULL-TIME

POSITIONS THAT ARE AVAILABLE. IF I HAVE REACHED THE RIGHT PERSON AND YOU ARE

INTERESTED IN A POSSIBLE CAREER CHANGE FOR THE RIGHT MONEY, YOU CAN REACH ME AT

________________. THANK YOU.

90

CONTACTING YOUR NATURAL MARKET

1. There's one key to contacting your natural market effectively. That key is to have

someone helping you when you contact it! Never make calls until you have first

had your manager help you!

2. Your ability to set appointments will determine your success. If you can't set an

appointment, you'll never help or recruit anyone. Your field trainer will be with

you when you first start to give you pointers and help you. Learn and know what

to say, practice it, anticipate responses, practice your response and just Do It!

3. It is crucial that you get off to a good start on the first night. Have your Top 100

list with addresses and phone numbers. Your manager will help you qualify this

list and identify which ones you should call first. Your goal is to set a minimum of

10 appointments for your first week. This will allow you to get off to a fast start.

4. Because this is such an important topic, make sure you practice several times

before you attempt to make any calls.

5. Most people give too much information over the phone: The key is, if they are not

going to be home, don’t bring it up (the business). For example, if Monday night is

no good say: “I was going to be in the area and I was going to stop by, I’ll catch

you next week”.

6. If married, don’t forget to have both husband & wife there during the presentation.

91

Making the Initial Contact

3 reasons to contact someone: 3 ways to do it: 1. Associate in Business 1. Business Overview

2. FNA – Client Transaction 2. Kitchen Table

3. Get Referrals 3. Interview at the office

SECOND BASE

I’ve always respected your opinion …

THIRD BASE FIRST BASE

I need your help, Clear the

night ... Can you help me out?

HOME RUN

Set the Appointment!

Hi Sue, this is Bob. How are you doing? Great! How are John and the kids? Hey listen,

are you and Bob going to be home tonight? (Monday? Wednesday?)

Great, the reason for the call is – I started a new position with a local firm, I’ve always

respected your opinion, and I need your help.

I must do several training presentations on who we are, what we do. Can you help me out?

Great, I’ll need about 30-45 minutes of your time…[so I’ll stop by tonight (Monday,

Wednesday)…would 6:00 or 8:00 be better? Now, you both will be there, won’t you?

THANKS for helping me out, I REALLY appreciate it.

92

Close Friends, Brothers, Sisters etc.:

"Hello ________, This is _______. Are you and _____(spouse) going to be home

tonight? Great, I want to come by and get your opinion on something. How would

_____ o'clock be?"

Acquaintances:

"Hello _________. This is ______. It's been long time, how have you been? The

reason I'm calling is I've got something I want you to see and get your opinion on.

When is the best time to get together, weekdays or weekends?" Great! See you then.

Warm and Cool Market

Hello _______. This is _________. How's it going? (small talk) Listen, I've recently

joined a financial services firm that's expanding very rapidly in this area. (Manager),

one of the managers with our company is doing the recruiting and he told me today that

they have some additional positions opening up. I thought you might want to Look into

it. I think you'd do great with our company and it never hurts to check out the

possibilities does it?

OKAY - I can get you an interview. Their offices are located at ___________When

can you get free for about 45 minutes? (Wait for answer) OKAY, I'll check with

(Manager’s) secretary to be sure there's no conflict and then I'll get back with you,

Okay? Great. Bye.

What is it? - Well, the company's primary focus is on helping middle income families

get out of debt and plan for retirement. I'm just now learning about it myself and it's

really too involved to get into over the phone. (Manager) will go over it with you in the

interview. Fair enough?

Tips:

Double book appointments. You need a minimum of 4 appointments set to have 2

appointments actually keep.

Set up your entire week on Sunday night. Coordinate with your field trainer as to

which times you will work and schedule your appointments only during those times.

Do not book appointments during any scheduled office education sessions.

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Referral Letter Hello may I speak to _(referral)__? This is _(you)_ --- I’m calling regarding the letter

that (referrer’s name) sent you, ---did you receive it? Great, (referrer’s names) were

so impressed by what I did for them they asked me if I would call you to set a time to

meet with you. I have (days) open, -- which works better for you guys?

Already have someone who handles my finances.

That’s great _(referral) a lot of our current clients had someone before they met with us but once they allowed themselves to see the difference in our financial needs

analysis they were disturbed by how much they were limiting their personal financial

success.

(referral) can I ask you a couple of questions?

Does your current plan include the tools to pay off all your debt including your home by

a definite date? (WFA)

Are you positive (referral) that your investments are allocated exactly as they should

be based on your specific needs right now, are absolutely certain of that?

Does the company that your working with right now update your plan as often as you

like free of charge? Is that part of the service they offer? (WFA)

Can they offer you the resources of the #1 financial services company in the World, do

they have those resources to offer you? (WFA)

So (referral) if you don’t enjoy all these benefits that could limit your results couldn’t

it? _(referral) you know better than me-- your family deserves every advantage you can

offer them don’t they?

Doesn’t it make sense to meet with me for a few minutes to make sure you have all

your bases covered then?

So what day is better for you (days)

I’m so busy.

I know what you mean life is hectic isn’t it? (WFA) But isn’t the reason you’re so busy is that you’re working so hard to get ahead? (WFA)

Can I just ask you a couple of questions _(referral) ? If I can help you get ahead by

1. helping you eliminate your debt quicker

2. make sure your investments perform better and

3. help you retire a lot sooner than you are on track for right now --doesn’t it make

sense to meet with me for 20 or 30 minutes so I can help you do that?

94

Still fighting you; (referral) usually when someone is hesitant to meet with me it is because they feel like I’m

going to try to sell them something they don’t want or need or I’m going to waste their

time, is that kind of how you’re feeling right now? (WFA)

(referral) since I work strictly on a referral basis it doesn’t benefit me to ever waste

anyone’s time. Think about this--if I wasted (referrer’s names) time would they have

referred me to you? And (referral) if I waste your time will you feel comfortable referring

people to me? And obviously (referral) you know it’s not in my best interest to waste your

time is it? So let’s get together for 20 or 30 min and see how I can help you, I have (days)

open this week which works better for you?

95

New Associate: Hello _____, how are you and (spouse) doing. Great, hey listen _________ the

reason

I ‘m calling is I’m getting involved in a new business that I’m really excited about,--

in fact I’m so impressed with what they do I’m considering making a career change.

But______ before I make such an important decision I’m calling a few people who I

trust and respect to give me their feedback. And I’m working with this great

guy/girl (field trainer name) he/she is teaching me how to build my business. We

have (Wed. Or Thurs.) open which one works better for you. What is it?

_____ it has to do with planning our financial future, (spouse and I) were so

impressed with what (field trainer) was able to do for us that I decided to get

involved. One of the reasons I want to meet with you guys is to have you feel

comfortable referring people to me and obviously _____ you know you wouldn’t feel

comfortable doing that unless you were as impressed as I was,-- right? Look I know you are going to be as blown away as I/we were so which day is better for

you (days)?

We already have someone who handles our finances / we don’t want to

buy anything.

_____ obviously you know I would never use our relationship to try to get you to

buy something you didn’t want or need, I really want you to see what I’m doing so

you’ll feel comfortable referring me to people like you. You and I both know you

would never be comfortable unless you were totally impressed--- right? (WFA)

Look _____ if you see something you want it’s up to you ok so which day works for

you I have (days) open?

I’m too busy

Obviously you and (spouse) are super busy that is one of the reasons I want you to

see what I’m doing --because you guys have so much credibility and you’re

successful I want you to refer people like you. Of course you know you wouldn’t

feel comfortable doing that unless you were really impressed – right? Great so

which day is better for you (Mon or Wed.)? (WFA) I’m looking for a referral source

if you see something you like --great the last thing I’m going to do is ask you to

buy something, ok.

96

New Associate:

Hello _____, how are you and (spouse) doing. Great, hey listen _________ the reason I

‘m calling is I’m getting involved in a new business that I’m really excited about -- in fact

I’m so impressed with what they do I’m considering making a career change. But______

before I make such an important decision I’m calling a few people who I trust and respect

to give me their feedback. And I’m working with this great guy/girl (field trainer name)

he/she is teaching me how to build my business. We have (Wed. Or Thurs.) open which

one works better for you.

What is it? What do you do? The company is Primerica.

Have you heard of us? (WFA)

My responsibility will be to locate, train, and develop people

to open new branch offices. To do that I need to learn a presentation. Will you help me

with that? (WFA)

What do you need? What do I have to do? I need 30-45 min. of you and your spouse’s time. Can you

help me with my training

What is it? What do you do?

The company is Primerica.

Have you heard of us? (WFA)

I need help with my training will you help me out? (WFA)

What do you need? What do I have to do?

I need 30-45 min. of you and your spouse’s time.

97

New Associate:

Hello _____, how are you and (spouse) doing. Great, hey listen _________ the reason

I ‘m calling is I’m getting involved in a new business that I’m really excited about,-- in fact I’m so

impressed with what they do I’m considering making a career change. But______ before I make such an

important decision I’m calling a few people who I trust and respect to give me their feedback. And I’m

working with this great guy/girl (field trainer name) he/she is teaching me how to build my business. We

have (Wed. Or Thurs.) open which one works better for you.

What is it?

_____ it has to do with planning our financial future, (spouse and I) were so impressed with what (field

trainer) was able to do for us that I decided to get involved. One of the reasons I want to meet with you

guys is to have you feel comfortable referring people to me and obviously _____ you know you wouldn’t

feel comfortable doing that unless you were as impressed as I was,-- right? Look I know you are going to

be as blown away as I/we were so which day is better for you (days)?

We already have someone who handles our finances / we don’t want to buy anything.

_____ obviously you know I would never use our relationship to try to get you to buy something you

didn’t want or need, I really want you to see what I’m doing so you’ll feel comfortable referring me to

people like you. You and I both know you would never be comfortable unless you were totally

impressed--- right? (WFA) Look _____ if you see something you want it’s up to you ok so which day

works for you I have (days) open?

I’m too busy

Obviously you and (spouse) are super busy that is one of the reasons I want you to see what I’m doing --

because you guys have so much credibility and you’re successful I want you to refer people like you. Of

course you know you wouldn’t feel comfortable doing that unless you were really impressed – right?

Great so which day is better for you (Mon or Wed.)? (WFA) I’m looking for a referral source if you see

something you like --great the last thing I’m going to do is ask you to buy something, ok.

98

COMMON OBJECTIONS

What is it? What's it all about?:

It's helping people fix broken finances and broken careers. Like I said I'm learning and I

would appreciate your help.

It's really too much to go into over the phone. I'll just show you _____ evening. OKAY?

Like I said before, I can't explain it over the phone. I'll need to show you some things on

paper so that you can understand it and then give me your honest opinion. Fair enough?

I'm Not Interested:

I understand you might not be interested, but this is to help me with my education and I

would appreciate your help. You'll help me won't you? Would _______ or _________ be

better for you? (WFA) Great! Is 6:00 or 8:00 better (WFA). Great! See you then.

I'm Too Busy, I Don't Have Time:

I realize that you're busy, that is why I'm calling to schedule a time with you. This is really

important to me and I would appreciate your giving me a few minutes of your time, O.K.?

Would _________ or ________ be better for you? Great! Is 6:00 or 8:00 better (WFA)

Great! See you then.

I Don't Want to Buy Anything. What Are You Selling?

I understand how you feel _________. I'm not going to ask you to buy anything. I just need

your help with my training program. Would __________ or ________ be better for you?

(WFA) Great! Is 6:00 or 8:00 better (WFA) Great! See you then.

99

CONTACTING REFERRALS

You should set approximately 1/3 - 1/2 of all the referrals that you call, if you

follow the script.

KEYS:

1. Follow the script word for word. Don’t reinvent the wheel!

2. Develop influence by using the referrer’s name several times.

3. Have the referrer contact the prospective client for you.

4. Always give a choice of two times.

5. Answer objections and ask for the appointment.

REFERRAL PHONE SCRIPT

“Hello, can I speak to ? This is (your name) and we’ve never met but

(referrer’s name) asked me to call you. You know (referrer’s name) don’t you?

The reason I’m calling is because I would like to set a time to discuss some

information that (referrer’s name) said you would be interested in. When is the

easiest time to meet, weekdays or weekends? (Close for appointment).

What is it? - “It involves saving money and making money and it’s different than

anything (referrer’s name) had seen. That’s why they wanted me to meet with you,

so would weekdays or weekends be better?”

REMEMBER

*You can’t sell over the phone.

*Information doesn’t work.

*Call...call...call! It’s your future.

100

HANDLING CONCERNS

Can you mail me some Information?

I sure could, but let me ask you a question. Are you basically concerned that I may ask you

to get involved, in something you really don't want to, or that I may waste your time? Well,

Yes. Let me assure you that if I can't show you how to save several hundred, if not

thousands of dollars, I won't even ask you to do business with me. Would that be fair

enough? I guess so. Great. I know you will be excited about our company. By the way,

which day is better for you, Monday or Wednesday?

I really don't have the time.

I know how you feel _____. We're so busy we don't want to spend any time wasted on

something we feel will not really benefit us in any way, isn't that true? Absolutely. But if

it was something that could really impact our lives in a big way, we would obviously be

silly not to at least investigate it, wouldn't you agree? I mean, if there were the opportunity

to put an additional $50,000 to $100,000 in your pocket over the next say 10 to 20 years, it

would be almost irresponsible not to invest 30-45 minutes exploring that, right? So, if after

20 minutes you don't see that possibility for you, I'll be happy to leave. But ______, I know

that after you see some of the techniques we have for improving your current and future

financial situation you'll be very excited about your future as were the 30,000 new clients

we welcomed to our company last month. So what day is better for you, Wednesday or

Thursday? 6:00 or 8:00 PM.?

I'm happy with my current company

That's fine _________. I understand. Let me ask you a question. Is this your first program

or have you made a change from a previous product? I made a change. And are you happy

with that change? Oh, Yes. So _______, if after making a change and receiving more

value why would you deny yourself that opportunity again? Well, I'm just pretty satisfied

right now. That's understandable ______, but if there were an opportunity to substantially,

and ________, I mean making a difference to you and your family of tens of thousands of

dollars possibly even hundreds of thousands of dollars both short term and long term, it'd

be in your best interest to at least explore the potential wouldn't it? I am not sure.

__________, I give you my word that I'll never ask you to do business with me unless I can

make a difference of thousands of dollars, is that fair enough? Yes. Great. So which day is

better for you, Wednesday or Thursday? 6:00 or 8:00 PM.

101

Handling Concerns (Con’t)

I've already spoken with one of your representatives

Then you're already a client? Well, no. I apologize then. They must not have shown you

we have the finest products in the industry and the best investment of middle America. In

addition, were you aware of our recent dramatic reduction in the price of our program? As

good as we were before, we're substantially better now. You're interested in improving

your financial situation aren't you? Well, yes. Great. What day is better for you,

Wednesday or Thursday.

I have a financial planner

Obviously you feel you're doing as well as you possibly could is that right? Yes. But if

you weren't you would like to improve wouldn't you? I guess. Well, ________, all I'm

requesting is to explore the possibility. All I need to do is look at your current program,

compare it and if I can make a substantial difference, you agreed you would want to

improve, if not, you've not invested a thing. Is that fair? Yes. Great, what I'll do is drop by

and pick up your current program, leave you a receipt and see if there might be a basis for

going ahead. I'll be in your area Wednesday or Thursday, which is better for you.

I've got all the insurance I need

That's great. Then you don't want anymore do you? No. Well, you're going to love talking

to me then. Let me ask you this, if you could pay 50% less for the same amount of

insurance it'd be silly not to do that, wouldn't you agree? I guess. Well that's what I do;

show people like you, how to do just that. What day is better for you, Monday or

Wednesday? I'm just not interested. Are you saying that you just don't believe I can make

a big enough difference and you don't want me to waste your time? Well, Yes. Let me

assure you if I can't make a substantial difference in your current program, I won't ask you

to do business with me, is that fair enough? Sure. Great. What day is better Monday or

Wednesday?

102

Handling Concerns (Con’t)

I've too much invested in my policy to change

________, that's a common statement I hear. But, if I could show you how, by repositioning

your cash value and having lower cost protection, you'll not only have more protection, but

tens of thousands of additional savings dollars, it'd be almost silly not to at least explore the

possibility of a change, wouldn't you agree? Well, I don't know. If I can't make a

tremendous difference, I won't even ask for your business, is that fair enough? Yes. Great.

_______, I have an opening Wednesday or Thursday, which is better for you?

My insurance is paid up or going to be paid up

___________, you're aware that there's no such thing as an actual paid up policy, aren't

you? Well, No, my agent showed me how mine is. Well _________, what your company

has done is overcharged you substantially for the life insurance protection, taken the

surplus, and is using the interest it generates to keep paying the insurance premium. So

you’re still paying premiums except it's coming from the interest income on your cash

value, which by the way is between 2-6% at best. If I could show you how you could get

more coverage and a 2-3 times better return on your savings by simply restructuring, it'd

be in your best interest - to at least explore the possibility, wouldn't it? I guess. Great. I

have an opening Monday and Wednesday, which is better for your?

103

OTHER PHONE SCRIPTS

CALLING A FRIEND

Hi John, this is ____________, how are things going? (Short chat). John, the reason I am calling is

I am starting a new business, I am even thinking about making a career change. But John, before I

make that decision I want to get some feedback from people I respect. Would you help me out by

taking a look at our company and product and asking a lot of questions?

Well, I am really not interested in buying anything.

Oh, I know John, that’s the last thing I’ll ask you to do. At this point I only need your opinion. If

you see something that can benefit you and you’d like to take advantage, that’s fine. I just need

your help making a big decision. You’ll help me, won’t you?

Sure

Great. I have Monday or Wednesday open, which day is better for you? Monday

Fine, is 6:00 p.m. okay or would 8:00 be better? 8:00 p.m.

Great. John, do me a favor. I have my calendar, would you get yours and make a note about my

visit? I’ll hold on while you get it. (Repeat day, date and time). I am excited to see you. Good-

bye.

104

OTHER PHONE SCRIPTS

REFERRAL SCRIPT

Hi, my name is _________, we have a mutual friend in _________ that referred

me to you. I own my own financial services business with Primerica.

__________ & __________ were excited and thought you might be interested in

hearing how I was able to show them how to save money and to potentially earn extra part time

income – would that interest you?

Basically there are two opportunities. First is I’m expanding my business and I am

looking for some key people who would be interested in a great opportunity earning extra part-time

income. Second thing we can do for you is to show you how to save money in areas which you are

already spending. Basically putting money back into your pocket, like we did for ________ &

________. Which would you rather hear about? The business opportunity to earn extra income or

the strategies to save money? (WFA)

Great, which day would be better for you? Monday or Wednesday for me to pop

by and show you the opportunity?

105

Handling Concerns (con’t)

WHAT DO YOU DO FOR A LIVING?

I’m a local trainer on creating wealth.

I show people ways to make and save money.

I locate and train people for Vice President roles with my company.

I work with the person who locates and places people for leadership positions with my

company.

If they ask for clarification, “I’m having a fun time here and don’t like to mix business with

pleasure. If you’re truly interested, give me your number and I’ll be happy to spend some

time with you later in the week to explain it to you.”

RECRUITING

--We’re all looking for opportunities to reach our financial goals, aren’t we?

--Not to be assumptive, but if you qualify to work with Primerica what goals do you think

you’d like to achieve with the income you’ll generate?

--Not to be assumptive, but what would you use the extra $1,500 per month for?

APPROACHING SOMEONE

If there were a way to improve your financial future, you’d want to know about it, wouldn’t

you? I’m involved with some affluent people in the area and they have changed my life

financially for the better, perhaps they could help you? Would you be interested? Do you

have an hour for me to show you how they have helped me? Let me get your name and

number so we can set up a time.

RECRUIT SCRIPT

Hi __________ my name is ________and I work with Primerica. We are

expanding in the ________ area. My job is to find quality people currently in

management/sales positions that may be interested in managing of our offices-

and possibly owning one. Now, I don't know if you're married to your job or not,

but our company has had success hiring people from the industry before. If you'd

like, I'd be willing to sit down with you for 30 minutes and explain how our

business works. Do you have any flexibility in your day time schedule?

106

DAYTIME ACTIVITY

A. YOUR VOICE CREATES AN IMAGE

B. YOU MUST BE HONEST C. YOU MUST UNDERSTAND YOUR GOAL PRIORITES Priority #1: Create a marketing list of people that have a positive impression of you.

Priority #2: Develop headhunters that will send you people and pass your name along. Priority #3: Set an appointment with people that the timing is right.

D. GET LISTS -Top 25 lists from recruits -Referrals -Business cards -List Company’s

-References from background checks * MAKE SURE TO FOLLOW DO NOT CALL LAWS!!!!!!!!!!!!!! E. HAVE A PROFESSIONAL MESSAGE FOR RETURNED CALLS. G. HAVE ANSWERS TO THE BIG 5 QUESTIONS.

H. MUST HAVE A PROFESSIONAL ENVIRONMENT ON INTERVIEW DAY.

107

WHEN LEAVING A MESSAGE

Hello _____________ (potential recruit), my name is______________

and _________ gave me your name and number. Please give me call at

_______________.

WHEN MAKING A LIVE CONTACT

Hello ___________(potential recruit), my name is _______________ with

Primerica. Have I caught you at a good time (WFA)?

The purpose of my call is I am a _____________ (title) in charge of expansion and

OR

Hello _____________ (potential recruit), my name is______________ with

Primerica. The purpose of my call is I work with _________(name) who is in charge

of expansion and;

I was in your establishment and you impressed me:

OR Your name was referred to me by _____________:

OR

Your business card came across my desk:

As someone that might qualify for and be interested in interviewing

for a either part-time position or even making a total career change for the

right money. Does that sound like something you would be interested in?

Yes, go to Yes Close! No, go to No Close!

108

WHO ARE YOU?

The name of our company is Primerica. We are the largest financial services

marketing company in the world.

So do you think you might be interested in making a possible career move or

training for something on a part - time basis?

YES: Go to Yes Close

NO: Go to No Close

HOW DID YOU GET MY NAME?

Well, our company uses a variety of sources for referrals and gathering data.

All I know the people that come across my desk are suppose to both be able to potentially qualify for and also be interested in the opportunities that we

have available at this point.

So do you think you might be interested in making a possible career move

or training for something on a part-time basis?

YES: Are your hours your own or do you report to someone else?

YES: Go to the Yes Close

NO: Go to the Close

WHAT IS IT THAT YOU DO?

Finance and Asset management - we deal with everything from

Debt Elimination to Investments. Do you have a background in

finance (WFA)?

No - Great, you are the type person we are looking for. There have been

revolutionary changes in the industry and we wouldn't have to un-train you before

we then trained you.

So do you think you might be interested in making a possible career move or training for something on a part-time basis if the money was right?

YES –

Great, you already have some working knowledge to start from.

So do you think you might be interested in making a possible career move

or training for something on a part-time basis if the money was right?

YES: Go to Yes Close

NO: Go to No Close

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CAN YOU GIVE ME MORE INFORMATION?

Well sure, but let me ask you. Are you asking that because you

are interested or because the timing is not right for you to look at

doing something different at this point?

No I am interested. Well, like I said we are Primerica and the best way for you to

get more information is to come in for an interview. Can you make yourself

available on _________? (Monday-Thursday 1pm – 4pm (WFA)

YES: Go to Yes Close

NO: Go to No Close

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YES CLOSE

Great. Let me tell you how our interviewing process works. Our initial interview is

about 30 minutes and is done in a very small group or one on one format. It’s

designed to cover who we are, what we do from a services stand point, what your responsibilities would be and the kind of money we are talking about.

We also have you complete a screening questionnaire to disclose any criminal

history and to provide personal character references. If, after the initial interview,

there is mutual interest we schedule a time to follow up.

We are conducting interviews Monday-Thursday 1pm – 4pm. Would early in the

week or later in the week work better for you? Would early in the afternoon or late

afternoon work better for you?

WFA

(Brookfield)

Are you familiar with the Brookfield Square area? We are located in the Office Tower connected to the Brookfield Best Western Midway Hotel. The address is:

1025 S Moorland Rd Suite #600. Come inside the office tower building and look for

the elevators on the left. Go to the 6th floor.

You will be interviewing with one of our managers. Mr./Mrs._________ our time is

extremely valuable as I’m sure yours is. Could you quickly grab your calendar and

confirm that you have that time available next ________? If for any reason you

can’t make it at your scheduled time, please call me at ___ ___ ____. Remember

to bring 6 local unrelated personal references with you. We look forward to meeting

to you on ________.

Thank you.

(Wausau)

Are you familiar with the Kentucky Fried Chicken on Stewart Ave? Come two blocks

north on third and we are on the same side of the street as the Labor Temple. The

address is 216 S. 3rd Ave in Wausau. It is a big brown brick building. Our Primerica

sign is on it.

You will be interviewing with one of our managers. Mr./Mrs._________ our time is

extremely valuable as I’m sure yours is. Could you quickly grab your calendar and

confirm that you have that time available next ________? If for any reason you

can’t make it at your scheduled time, please call me at ___ ___ ____. Remember

to bring 6 local unrelated personal references with you. We look forward to meeting

to you on ________.

Thank you.

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NO CLOSE

Well great. You are in the lucky minority of people that are truly satisfied with their

current career. But let me ask you, can you think of anyone off- the- top- of- your-

head that might be interested or looking for something bigger or better or maybe

not as satisfied as you are right now? Maybe someone who has been downsized or is worried they may be in the near future?

Yes: Get there name and number!

No: Can you do me a favor (WFA)? Well yea! Can you take down my name and

number? My name is --------- and my number is -------- --? Sometimes I talk a

little to fast. You might want to repeat it back to me to make sure you got it. If you

come across somebody that isn't satisfied where they're at and they may be

interested in interviewing to make a career move either part-time or full-time - you

might pass my name and number to them or have them give me a call. But PLEASE

don't send me somebody you wouldn't hire yourself. I appreciate your time.

Thanks.

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Procedures for Business Overview:

1. Pick up your guest: at home or meet them at a neutral place. Don’t meet them at the site. Plan to arrive at the site 15 – 20 min. early. Be enthusiastic and excited to set the mood for the meeting.

2. At the Meeting: Sign your guest and their spouse in and get them a name tag. (if being used) Introduce your guests to the RVP Team and the person doing the meeting. Mingle until meeting time. Seat your guests on the front rows of the meeting room. Seat yourself next to your guests and plan on staying for the entire program. 3. At the Conclusion of the Meeting: Be ready to follow-up with your guests at the meeting conclusion. Be Positive! Ask for “Follow-up form”. Say something like “what impressed you the most about what you just saw?” “So, I see you checked______. “Let’s go ahead and set a time to follow-up, we do that either tomorrow or the next day. Get a firm commitment for a follow-up appointment. 4. Follow-up: Follow-up and be sure to talk to your guests between the meetings and the next appointment, whether that appointment is one-on-one, at the office or in the home. Be sure to arrange to pick them up for the next appointment if at all possible. Pick up their FNA information for analysis immediately. 5. Game Plan: Help your new recruits to understand the compensation and promotion system. Help them to develop their Market Training List and map out a game plan to set aside consistent time to build their business.

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ICE BREAKERS

1. Are you doing anything ________________ night? Great . . . 2. Are you making all the money you want? 3. If the money were right, would you consider a career change? 4. How would you like to double your income? 5. If an hour of your time would change your financial picture, how long

would it take to set aside that hour? 6. If I knew there was someone stealing money from you, would you want

me to tell you about it or keep it a secret? 7. Are you the type of person that keeps your ear to the ground for an

opportunity? 8. If you found a way to become financially independent, would you tell me

about it? Yes. If I found a way to become financially independent, would you want me to tell you about it?

9. If you saw a way to increase your income $20 - $30,000 a year

without any overhead, would that interest you? 10. I've got something to run by you & get your opinion on, are you free

____? 11. Have you ever looked at ways to increase your annual income? 12. Are you getting paid what you're worth? Would you like to be? 13. I need your help . . . 14. Are you in a position right now, that you could come up with an extra 8 -

12 hours/wk. if it meant an extra $1,000 or more a month? 15. If you could predict the future, could you become wealthy? If I found out

something that was a sure thing, would you want me to let you in on it or keep it a secret?

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GREAT CURIOSITY QUESTIONS

1. I am curious, what caused you to meet with me today? 2. Not to be assumptive, but if you could succeed with us, what would you

do with the income that’s generated? 3. What kind of work do you do now? 4. How do you like it? 5. How long do you see yourself there? 6. If you could change something about your work, what would it be? 7. What would an extra $500 - $1,000 a month mean to your family? 8. Are you the type of person that keeps an eye open to the other

opportunities. 9. Have you ever thought about running your own business?

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8 Step Pattern

STEP #5

WINNING PRESENTATION

(K.I.S.S.)

“In-Home Kitchen Table”

What Materials to be used:

Presentation

Blank pad of Paper

F.I.C. Book

Brief Compensation Page

Your Story

Other Support

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Getting ready for the Kitchen Table Presentation A.) THE PURPOSE OF THE KITCHEN TABLE PRESENTATION IS:

1. Your number one goal is to get the prospect to share their financial data with you & invite to Overview.

2. To create curiosity 3. To create a sense of urgency 4. Invite to Overview

B.) GET INTRODUCED PROPERLY AND GET TO THE KITCHEN TABLE: It is vital that you get introduced correctly at the front door.

1. You must practice, drill, rehearse with your recruit. 2. They must give YOU credibility at the front door.

You never get a second chance for a good first impression. Within the first two minutes of meeting someone, they will make judgments about you and what you represent, that will last a life-time. It may not be fair, but that’s the way it is. So getting introduced properly at the front door is very important! Make sure you have prepared your greenie on what to do and say. You need to tell them to show commitment. This isn’t something they are “trying”. This is something they’re doing. If they are not committed, why should the prospect be? Example: “I’m planning on leaving my current job and doing this full-time.” OR “I’m seriously considering leaving ______________ and make this a career.” Have them build your credibility. Example: “I’m very fortunate to be working with ________. He’s one of the top people at his position. In fact, he’s one of the main reasons I’m seriously considering changing careers. __________ definitely knows what he’s talking about. He dramatically helped us and I knew it was something you should hear about.”

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C.) (N.E.A.D.S.) STEPS TO QUALIFICATION Using the steps to qualification will do two very important things for you: #1 Get the client to like and trust you by establishing rapport. Because you will

know people (maybe even yourself) who do what they do, it establishes common ground.

#2 It identifies their two hot buttons before you even start the presentation. You

will use this information to close them on coming to work. WHAT DO THEY DO (N.)NOW? 1- What Job or career do they have now? 2- How long have they been there? WHAT DO THEY (E.)ENJOY OR LIKE MOST ABOUT WHAT THEY DO NOW? WHAT WOULD THEY (A.)ALTER or CHANGE ABOUT WHAT THEY DO NOW?

WHO ARE THE (D.)DECISION MAKERS THAT WOULD BE INVOLVED IN MAKING A CAREER-CHANGE DECISION? OFFER THE (S.)SOLUTION

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THE PRESENTATION KEYS TO A SUCCESSFUL PRESENTATION:

1. Know the presentation word for word (practice, practice, practice). The

first few years in Primerica your priority is to give presentations. So view

the presentation AS your business.

2. Give yourself permission up-front to give it rather quickly. Let the

prospect know:

- You have another appointment to get to, so you won't take

their entire evening.

- You will be getting together again, so any questions that don't

get answered tonight you'll answer when you get back together.

- The presentation is designed to bring up questions and then answer them on the next page.

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8 Step Pattern

STEP #6

FOLLOW THROUGH

Proper Follow Through and Follow-Up WILL Determine Your “Success”

Always Set Next Appointment

- Client Follow-up

- New Associate Follow-up

Leave Third Party Materials

Always Get Referrals

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Referral Letter PS’s

Optional hand-written postscripts:

P.S. We learned a lot from ______ and it didn’t cost us anything!

Or

P.S. Definitely take the time to listen to _______!

Or

P.S. The 25 minutes it took to hear ________ out was worth it!

Or

P.S. You really have to sit down with _________. He saved us $________ on our loans and it

looks like we will have an extra $_________ at age 65 to retire on. I'm confident you will feel

your time with _________ is well spent. He also has some positions you might be interest in.

IMPORTANT!!!

Remember that there are several letter options that you can run as part of the FNA that is

personalized with each client!

Just input the referrals from the input selection form from the back of the FNA input form.

Each letter will be personalized from the client and then you have the ability to PS them with the

client.

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8 Step Pattern

STEP #7

PROGRESS CHECK

Where Are You At?

Where Are You Going?

Become Accountable for Activity/Production/Recruiting

Draw Out Your Organization

How Do You Get to Your Next Goal?

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PROGRESS CHECK In order to get where you want to go; you must first determine where you are. 1. What are your top 3 goals that you want to achieve in Primerica?

____________________________________________________

____________________________________________________

____________________________________________________

2. What is your income goal for the next 12 months? $_________________

3. How many recruits do you personally have? _______________________

4. How many are players? (A player is at training each week and consistently

earns $1,000 or more monthly). ______________________________

5. How many recruits are you personally committed to, over the next 30 days?

_______ 60 days? _________ 90 days? ___________

6. How many Districts or above do you personally have? ___________________

How many total Districts or above are on your team? ____________________

How many Districts do you plan to produce in the next 90 days? ___________

In the next 12 months? ______________

7. When are your consistent phone call times?

Day: _______ Time: _______ Day: _______ Time: _______

8. What is your commitment for 1st time presentations over the next 30 days?

Goal: ____________ Min. Standard of Performance: ______________

9. Do you own all the products that you qualify for? Yes ________ No

________

10. Are you licensed in all areas? Yes _________ No __________

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PROGRESS CHECK

Work Smart!

YOU

No team? What Next? What if #1 doesn’t have

meetings or attend functions?

What is wrong with this team?

Find the leader! 5 FNA’s – What’s wrong? After 6 mos. What’s wrong?

Where can you excite the

most people?

If this is your team,

now what? Why is this team strong?

#1

YOU

YOU

YOU

YOU

YOU

YOU

YOU

YOU

#1

#2

#3

#4

#5

#1

#2

#3

#4

#5

#6

#8

#9

#10

#1

#2

#3

#4

#7

#6

#5

#11

#12

#13

#14

#13

#11

#12

#10

#4

#1

#2

#3

#1

#2

#11

#3

#4

#10

#5

#6

#7

#9

#8

#1

#2

#3

#4

#5

#1

#2

#3

#4

#8

#9

#5

#6

#7

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8 Step Pattern

STEP #8

Teach the Pattern

Be A Student

Be A Teacher

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Communication Skills Training

“The goal of effective communication should be for the listener to say, “Me, too!” versus “So what?”

“Learn to express, not impress!”

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Success and Failure in Primerica The 3 Top reasons people fail in PFS:

1. They don’t prospect enough! 2. They are afraid of objections! 3. They are not disciplined enough to do the same thing day after day.

BASIC PRINCIPLES FOR WORKING WITH AND GETTING RESULTS FROM THE PEOPLE AROUND YOU!

6 WAYS TO MAKE PEOPLE LIKE YOU. PRINCIPLE 1: Become genuinely interested in other people.

PRINCIPLE 2: Smile.

PRINCIPLE 3: Remember that the person’s name is to that

person the sweetest and most important sound in any language.

PRINCIPLE 4: Be a good listener. Encourage others to talk

about themselves.

PRINCIPLE 5: Talk in terms of the other person’s interests.

PRINCIPLE 6: Make the other person feel important – and do

it sincerely.

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FUNDAMENTAL TECHNIQUES IN HANDLING PEOPLE PRINCIPLE 1: Don’t criticize, condemn or complain. PRINCIPLE 2: Give honest, sincere appreciation. PRINCIPLE 3: Arouse in the other person an eager want.

WIN PEOPLE TO YOUR WAY OF THINKING

-“HOW TO WIN FRIENDS AND INFLUENCE PEOPLE”-- BY: DALE CARNEGIE

PRINCIPLE 1: The only way to get the best of an argument is

to avoid it. PRINCIPLE 2: Show respect for the other person’s opinions.

Never say, “You’re wrong.” PRINCIPLE 3: If you are wrong, admit it quickly and

emphatically. PRINCIPLE 4: Begin in a friendly way. PRINCIPLE 5: Get the other person saying “yes, yes”

immediately. PRINCIPLE 6: Let the other person do most of the talking. PRINCIPLE 7: Let the other person feel that the idea is his. PRINCIPLE 8: Try honestly to see things from the other

person’s point of view. PRINCIPLE 9: Be sympathetic with the other person’s ideas

and desires.

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WHAT PEOPLE GET FROM YOUR MESSAGE:

55% - Body Language.

38% - Tone of Voice.

7% - Content.

SOURCE: UNLIMITED POWER BY TONY ROBBINS

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Handling Objections (Concerns):

You must overcome an objection 4-5 times before people will see things your way, if you only know 1-2 answers you will fail the majority of the time! The two most important words in overcoming objections are: “I understand”. TIPS: Practice overcoming objections and memorizing the closes with your spouse & teammates. The best way to show your prospect that their concerns are nothing to worry about is to act & look excited when they bring up areas of concern.

Objections are your friend as people only have questions when they are interested in what you have to offer!

Make sure you learn at least 3-5 objections in each category of our business and you will have greatly increased your chances of success!

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Every successful organization in the World became great by recruiting key individuals that lead them to greatness. All major companies have ongoing recruiting machines (they call it a personnel department). They know they are going to lose people to other companies through career changes, illness or even death, so in order to fulfill their objectives they must keep those talented people coming through the front door faster than they are leaving or they will experience a crisis. You are all heads of your own company and you have the same challenge. It may be on a smaller scale but nevertheless the exact same challenge. Our goal is to increase our business size and the only way to do that is to add more competent associate’s to our business. The way I have always looked at Primerica is that I have my own financial services agency. I am free to develop it into as big an agency as I can by getting people excited about the prospect of having their own agency with no limitations as to its size or profitability. I believe the key is for people to see clearly that the business is theirs, and only they limit themselves. There are no restraints and your future is entirely in your hands. Commit to building a huge agency, and we will help you build it.

RECRUITING: THE KEY TO FREEDOM and WEALTH

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1. It’s a better way to prospect and set appointments. 2. It’s a better way to sell.

Recruiting approach = client 65% recruit 26% of the time Sales approach = client 46% recruit 16% of the time

3. It’s the best way to get referrals. 4. You’re always in a warm market. 5. It gives you greater business persistency. 6. It provides unlimited income. 7. It provides security. 8. You’re building a company within a company. 9. The #1 recruiter is always the #1 producer long term – the #1 producer is

the #1 money earner. 10. So you don’t have to anymore.

WHY RECRUIT?

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Traditional sales management – Recruit to Teach to Sell Problems: 1. Broker only one who receives overrides. 2. Agents can only sell, never recruit. 3. Broker loses best producers. 4. Production is never multiplied. 5. Agents have to leave agency to become a broker.

Primerica sales management – Recruit to Teach to Build Solutions: 1. Agents can receive overrides. 2. Agents can sell and recruit. 3. Broker retains best producers. 4. Broker and agents can multiply production. 5. Agent doesn’t have to leave agency to become a broker.

PRIMERICA UNIQUENESS

133

1. Recruit in the right market.

Age 25 – 45 Homeowners

Married Employed

Children $25,000+ income 2. Recruit “greenies”. 3. Recruit people who have excelled elsewhere. 4. Recruit people who are dissatisfied with current situation – this is a must. 5. Recruit both husband and wife. 6. Recruit the selective masses. -recruit everyone and hire the ones who qualify 7. Recruit people you can relate to: teachers recruit teachers, coaches

recruit coaches, etc….

WHO TO RECRUIT

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In order of importance:

1. Do they have a market?

2. Do they have credibility?

3. How much time are they willing to work?

4. What are their talents and abilities?

IDENTIFYING IDEAL GOOD RECRUITS

135

1. Know job description: “I locate and develop people for Vice President positions.”

2. Accept the #’s: out of 100 recruits 83 inactive after 2 years 15 produce for life

2 Become R.V.P.’s 3. Understand and fully believe we’ve got the greatest business opportunity

going. 4. Every human being would benefit by working with Primerica. 5. Assume everyone wants in, but just doesn’t know it yet. 6. Show commitment. 7. Be excited. 8. Become a person others want to follow. 9. Look through the prospect into their market.

PSYCHOLOGY OF RECRUITING

136

1. Recruit through a warm market. 2. Make a good first impression.

get introduced properly smile firm hand shake

good eye contact nice appearance

3. Know the steps to qualification.

a) What career or job do they have now? b) What do they like most about what they have now? c) What would they change about what they have now?

4. Give a winning presentation. 5. Recruit (not invite) to the meeting. 6. Use manager’s credibility. 7. How to use the business overview: Before: Meet at neutral location Never meet at office No meeting before the meeting Sell the speakers The answer to all questions is:

“I’m glad you asked that because that will be covered at the meeting.

Sit in front row: 80% - 20% rule Introduce prospect to the

speaker and people with common backgrounds

HOW TO RECRUIT

During: Be alert and answer

questions once in, stay in prospects are recruited

by the environment

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HOW TO RECRUIT (Cont’d.) After:

“Now you can see why I’m so excited. What did you like most, helping people or making money?” “So, would you like to see if you could qualify for a position?”

Introduce prospect to someone like them. Introduce prospect to your manager with steps to qualification

information. Team recruiting. Set follow-up or confirm it. Go to restaurant with them.

8. Always be thinking recruiting- (the follow-up) 9. Use involvement questions.

a) Not to be assumptive, but if you were making an extra $1,000 month part-time with Primerica what would you use it for?

b) Not to be assumptive, but if you became a vice president making $100,000 per year would your wife continue to work out side of the home or stay home with the children?

c) Build a picture.

10. Use their short fall: Why? Fact: if they don’t make up their shortfall they can’t have their goals and dreams come true! It is mathematically impossible: hope is dead in their lives!

How? Using questions to build pictures and emotions.

1. If you had the choice would you rather get an extra $1,833 or give up on

some of your goals and dreams? 2. If you can’t get $1,833, what goals and dreams would you want to give up? 3. Used to hope; now you can’t even hope unless you get the extra money. 4. Could you get an $1,833 raise from your boss? What would he say? 5. Could you switch companies with your career and make more money? How

would you go about doing it? 6. How would you feel if I could help you make up the short fall without the

stress of completely changing careers or having to ask your boss for a raise?

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1. Attitude – remember, assume they want in – they just don’t know it yet. 2. An objection is nothing more than a request for more information. 3. Expect objection – but do not create them. 4. Isolate the final objection:

“Other than that, is there any other reason you wouldn’t go ahead?” 5. Steps to handling the final objections.

1. ____(Hear)______ them out.

2. ______(Feed)____ it back.

3. Question its importance.

4. Answer it:

5. _____(Confirm)_____ the answer.

6. “By the way…”

6. The importance of asking why. A. What they use as an objection will be the reason they will go to

work. 7. Common recruiting objections: “I don’t have time” Other than that, is there any other reason why you wouldn’t go ahead and give this thing a try? No. Well, Primerica was designed for people like you because you’re the kind of people we want. You don’t have time because you are motivated and you’re out working hard because you care about your family. Your time is very valuable. This is the kind of people we want to get in the business. We designed the business so if you free up one hour of your time, and you introduce me to somebody you know, I’ll give them the recruiting presentation. Chances are, I’ll recruit them. They will be working for you and will be in your business. They may not be like you, they may be able to work seven nights a week. That means your business will be open seven nights a week. So, now that time is not a problem, let’s go ahead and knock out this IBA and get things started. Fair enough?

OVERCOMING RECRUITING OBJECTIONS

139

“I’m not really a salesperson.” That’s why you’d be great because we are more in the business of educating consumers on how to get more value for their money. You’d like to help people wouldn’t you? Besides the whole sales concept is about learning responses to certain concerns that people have that prevent them from going ahead with something that is truly good for them. If you could help them make a good decision for themselves and their families, that would be good wouldn’t it? You can learn that and I’ll help you; I’ll be right there for every step until you tell me you don’t need me anymore. Is that fair enough? Yes. Great. Let’s get started right away. “Isn’t Primerica like a pyramid?” Let me ask you a question. Does the company you work for have different levels of management? Yes. And do those managers at the various levels get compensated according to their ability to get lower level employees to do their jobs? Well, yes. And do the higher level employees get paid more than the lower? Yes. What is the probability of you becoming the CEO of your organization? Pretty slim. So, from what you told me it sounds like you work for a pyramid because our company works the same way yours does except with us you have a clear cut way to get promoted and that’s more attractive, isn’t it? Yes. That settles that, doesn’t it? Big mistake/little mistake ______________, I just don’t know… well, _________, let us look at it this way. If you were going to make a mistake in life, would you rather make a little mistake or a big mistake? (WFA) a little mistake? Great, let us look at this two different ways. You go to work with our company, go through a little bit of effort to get legal with me and you work with me a little bit, go out and find out if it’s for you, but you don’t have enough time, and it never gets off the ground, you never make a dime, you blow the $99 it costs you to get a license, and you never make a sale. At least you found out it wasn’t for you. Look at it another way. You do not give it a try and 3 years down the road, 4 or 5 people you know are in my business making $100,000 a year. These are people that could have been in your business. Each one of those people is worth a minimum to you of $20,000 a year (x 5 = $100,000 a year mistake – every year for the rest of your life). $100,000 mistake vs. $99. __________, as you agreed, you’d rather make a small mistake than a big mistake. Let’s knock out this set of hiring papers and get started. Fair enough?

140

"How are you doing at it?" Unbelievable. But what's more important is how you'll do at it. And from talking to you and getting to know you, I know you have all the skills you need to be a success if you choose to. So the only question is, do you choose to."

“I don’t know anything about insurance, investments, etc” Boy, are you lucky, because we don’t need to retain you, and you’ll be able to move much more quickly. The less you know, the better. We can teach you the correct way. We’ve found that people with no prior experience have worked out far better than people with industry experience. By the way, did you know everything about every job you had before you started? No. I’ll make sure you receive everything you need to learn to be successful. Is that fair enough? I am excited to work with you. Let’s get your paperwork started. “If it’s so good, why isn’t everyone doing it?" Let me ask you this, if being thin is healthier, then why isn't everyone thin? I don't know. Because it requires some discipline to be thin just like it requires discipline to be successful and not everyone has it. With our training program we’ll be Able to help you develop some self-discipline. So let's go ahead and fill out this screening application. Fair enough? Lot of info

You know, after meeting with you over coffee, I can tell you have a lot of business sense and if you were going to make a decision, would you like to have a lot of information or a little information? It just so happens that this ___________ night, there will be a Regional Vice President in town. He is going through everything in detail. He knows a little more than I do. It is a lot easier to understand the second time around. There are going to be a lot of other people leaving their full time jobs, changing careers. Basically, it will be a place for you to get more information. Whether you go to work for us or not and whether you buy any of our products or not, this is going to be one of the biggest decisions you've ever made in your life and as you agreed, you would like to have a lot of information to base that decision on instead of a little. I’ll tell you what, I will go ahead and save you a seat. Now, I’ve got a lot of people that want to fill those seats, so if you don't show up, you are bumping somebody else that could be there. You're not the kind of person that would stand me up, are you? No. Great, I'll save you a seat.

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Prospecting is simply the art of finding people to give your presentation to.

The best way to prospect is through the recruits natural warm market (Top 100 list)

1. New Associate sets them up

2. You help the greenie set them up

3. You set them up for the greenie

4. Recruiting them inactive

5. Referrals from a satisfied client

6. Referrals from centers of influence

a. Doctors, coaches, teachers, successful business people

7. Referrals from family and friends

8. Out and about face to face

PROSPECTING

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Prospect List and the Invite System

Invite & Introduce

The Original Contact Summary

After completing your list and qualifying it with your manager, the original contact begins. Your #1

responsibility is to become an “INVITER and INTRODUCER”- to invite (bring) to our Business Overview and

introduce to your manager qualified prospects.

Follow the proven approach tips because they work. Don’t reinvent the wheel. Because this is such as important

skill, make sure you practice several times before you attempt to make any calls. It is important to have your

manager with you the first few times. He/she can give you pointers and help you if you get in a bind. Your

manager has a financial interest in you, so let him or her help you.

Hints:

Be Excited, Be Positive, and Sell the Dream!

Bring, don’t just invite.

Look for Motivators: extra income, career change, college, want business, financial independence.

Use Key Words; “Help me out,” “I value your opinion,” “I want your input,” “Come with me.”

The objective of a phone call is to GET and APPOINTMENT!! Don’t sell or try to recruit over the phone.

Giving information will not help you get an appointment; it will only give them an opportunity to say NO.

DOUBLE book. In this busy world people change their schedules. Set 4 to have 2 actually

kept.

DO not set appointments more than a week in advance. People will forget.

Do not book any appointments, during any scheduled office training sessions.

If they say they aren’t going to be home, don’t bring business up, call back later.

Once you set the appointment, get OFF the phone so they can’t ask more questions.

If prospects are married, have both husband and wife present during in-home presentations.

When setting appointment times:

Set appointments a minimum of 90 minutes apart (e.g. 6:00, 7:30)

Expand your time by asking, “What’s the earliest we can get together? In other words, when

do you get off work?” and “What’s the latest we could come by? That is, when do you go to

bed?”

Use the ‘”ISH” principle. Don’t set appointments for 7:00, but at “7-ish” or “around 7.”

NEVER say the word INSURANCE. People will think you want to sell them more insurance, and no one is

interested in spending more money.

The Appointment Summary Your initial appointments will be done with an experienced trainer. Your job is to introduce the trainer and

listen and learn from them. Be attentive and excited, but let the trainer do the talking. Wear business attire

and carry yourself in a professional manner.

Take a note pad on appointments. This is your field training. Write down questions and get the answers

after the appointment. If an interview cancels, be prepared to work during that time. Have names,

addresses, and phone numbers ready so you can set other appointments.

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Prospect List and the Invite System

PROSPECTING IN NATURAL TRAFFIC PATTERN

QUESTIONS TO PIQUE INTEREST

Ask a Friend

"If I could show you how to make an extra $ 1,000 to $1,500 per month part time would

that be of interest to you?"

"Do you have plans for ____________ night?"

“Great, our office has a business briefing __________ night at 7:00 p.m. sharp to

teach how you can do that. However, we need you there a little early so you

can meet some of our staff, so I’ll pick you up ___________ at ______.”

Ask Anyone

“Do you know anyone who would be interested in making a $ 100,000-a-year

income?"

3 Questions

1. "May I ask you a question?" Yes

2. "Do you plan on doing this till you retire?" No

3. "Do you have a plan to do something else?" No

Close for the appointment

“I am working with a friend who is expanding his/her business and asked me to

keep my eyes open for some sharp people with good people skills. You seem to

have those skills. Would you mind if I passed your name and number on to

him/her and had him/her give you a call?”

Common Questions:

What does he/she do?

“He/she works in finance and asset management helping people make, save,

and accumulate money.'

How does he/she do that?

“It would be better if I had him/her explain it to you; I'm still learning myself,

but it is exciting. What is your name, and at what number can, he/she reach you before or

after work hours?”

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Keys to Success: Smile, be genuinely excited, enthusiastic, upbeat, full of energy! Always maintain eye contact! Don't give too much information/business card!

Strike up a conversation: Look for something topical to talk about: weather, current events Pay them a compliment (it must be genuine)

Find out if they are the kind of person you are looking for by asking questions: Are you from around here? Steps to qualification? Are you the type of person that keeps your ear to the ground for an

opportunity? Are you making all the money you can spend? Are you looking for bigger and better? Are you the owner? Would you like to be?

FACE TO FACE

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3 Phases of Successful Prospecting: Phraseology Phase #1 - For new recruits and/or when you don't want to disclose any information. "I have a friend who is in charge of expansion for a local company. He/she is trying to locate some key people to fill management positions. I am helping him/her open up several offices. I told him/her that if I ran across any sharp people that I would pass along their name and phone number. I don't know if you'd be interested or even if you'd qualify, but I think you are the type of person that he/she is looking for (sharp, credibility, people skills). He/she is conducting interviews right now and I'd suggest getting in touch with him/her. Let me jot down his/her name and number." (write down name and number of trainer, tear the paper in half and hand both slips of paper with pen to the person and say,) “Why don’t you jot down your name and number too, because he/she is extremely busy and hard to get a hold of.” (after receiving the number say) “what is the best time to reach you at this number? The next time I talk to him/her I’ll pass along your name and number.”

What does he/she do / What is it all about? “He/she teaches people how to make and save money, I’m really not qualified to talk about it, it’s best if you speak directly with the (trainer).” 146

Phase #2 - For new recruit with limited knowledge and confidence. “I’m in a management training program with a local company that is expanding rapidly in the area. They are looking for some key people to fill part-time and full-time management positions and help them open up several offices. You seem like a very sharp person, have you ever given any thought to doing something in addition to or instead of what you’re already doing? W.F.A. I don’t know if you’d be interested or even if you’d qualify, however, I know the person in charge of interviewing, if I could get you an interview would you be interested?” What’s it all about? What does your company do? “It’s really very simple, but hard to explain in a matter of a few minutes. Basically, we are an educational company that teaches middle income families and small business owners how to make, save, and accumulate money. I’m not certified to talk about it yet, but does that sound like something you’d be interested in learning more about?” W.F.A. “Let me jot down his/her name and number.” (write down name and number of trainer, tear the paper in half and hand both slips of paper with pen to the person and say). “Why don’t you jot down you’re name and number too, because he/she is extremely busy and hard to get a hold of.” (after receiving the number say), “What’s the best time to reach you at this number? The next time I talk to him I’ll pass along your name and number.”

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Phase #3 – For licensed, confident people (District and above) must be competent and able to field most all recruiting questions/objections! “I’m expanding my business / in charge of expansion in this area. I’m looking to locate 7 to 10 key people to fill management positions and help open several offices. You seem like a very sharp person, have you ever given any thought to doing something in addition to or instead of what you’re already doing? W.F.A. I don’t know if you’d be interested or even if you’d qualify, but let me give you my name and number.” (write down your name and number, tear the paper in half and hand both slips of paper with pen to the person and say), “What’s the best time to reach you at this number? I am super busy for the next couple of days, but I will touch base with you within 2 to 3 days and set a time so that we can get together briefly to discuss the possibilities that exist between us. If it’s not something that interests you or you don’t qualify maybe you can refer me to the type of person I’m looking for.” Phrases to get you out of giving more information:

a. I don’t like to mix business with pleasure b. Tap your watch-I need to get going. Since you’re interested give me

your name and number and I’ll get back with you in the next couple of weeks.

THE KEY TO WINNING AT ANYTHING IN LIFE IS:

BE WILLING TO BE ___________________ AT SOMETHING FOR AWHILE SO YOU CAN GET

___________________ FOREVER.

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RECRUIT

The purpose of an appointment is to: - Recruit - Do Business - Get Referrals

(Listed in order of Importance) Focus on 2 – 4 personal recruits a month and 10 plus

recruits for your teammates that you personally close.

You must decide to be the recruiter / builder.

It all begins and ends with you.

Your complete attention is focused on getting people

involved in your business.

Assume they would be real clients because what we do

makes too much sense and is good for them.

The real sale is selling them on them – that they could be

successful.

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