new associates manual - younger generation€¦ · younger & associates 25061 w. avenue...

Mark & Sue Younger

Senior National Sales Directors

Younger & Associates

25061 W. Avenue Stanford Suite #30

Valencia, Ca. 91355

(818) 788-7926

Associates Name: _________________________________

Solution #: ________________

Trainers Name: ___________________________________

Solution #: ________________

For internal use only. Not to be used or distributed to, the public.

New Associates Manual

Step 1: Leaders & Winners Attend All Trainings,

Meetings & Big Events!!! “Lombardi Time” Choices, Chances, Changes.

“You must make a Choice to take a Chance or your life will never Change!”

Important days to remember:

Tuesday Opportunity Night 7:30 p.m. ~ 8:30 p.m.

This is a meeting where we focus on building our business by bringing new people so we can introduce who we are and what we do.

Saturday Training 9:00 a.m ~ 11:00 a.m.

This meeting is for you to come and learn every area of your business and to improve your skills.

Super Saturday 10:00 a.m ~ 1:00 p.m.

This is a meeting where we recognize the Hierarchy’s top performers from the previous month. It is held the 3rd Saturday of every month. Our team color is black so

if you do not have a team shirt wear a black shirt.

Keep in mind that this is unlike anything else you have done, so every meeting you attend is crucial to your success! The more training you attend the faster your life will move in the direction you want. All trainings and Opportunity Nights are important!

Being Prepared

1. Dress in business attire: Look like someone who is poised for success . . . a Winner!!!! Interview appropriate on Opportunity Nights and Training Appointments.

2. Please no children, these are business meetings. 3. Bring a notebook and a pen to all meetings and events.

We always have people speaking on their success and how they did it ~ you’ll want to take notes!!!

4. Positive attitude! ~ A positive attitude gives you power over your circumstances instead of your circumstances having power over you.

For internal use only. Not to be used with or distributed to, the public.

Step 2: Obtain your Licenses

Become Life Licensed

Helping families with Life Insurance (The Crusade of our Company!)

1. Fill out your State Application 2. Register for School

a. 32 hr Classroom Course (This is with an instructor at a location closest to you…ongoing classes available)

OR b. 32 hr Online Course (This is at your convenience at home or the office . . .

www.ucanpass.com 3. Give your Pass Notice to your trainer. 4. Score 80%+ on your Online Simulator 5. Score 80%+ on All three Practice Exams (A,B&C) 6. Call office to help you Schedule Exam at location closest to you. 7. Make sure once you pass get fingerprints done and give them code for payment,

CAB00I009.

Become Debt Certified

Help others get out of debt and make more money at the same time!

1. Log on to your POL (www.primericaonline.com ) 2. Click on the Products tab and select Debt Resolution 3. Under Certification, select your language (English or Spanish)

If your pop up blocker is enabled, it will not allow you to open this page. 4. Watch the video and answer all questions

You have to watch the whole video. The questionnaire will not come up if you fast forward the video or if you stop watching before it is finished.

5. Repeat the process above Go to DebtWatchers, then complete DebtWatchers Certification.

Become Securities Licensed

Helping families with Investments (Roth IRA’s, College Savings, etc.)

1. Life Licensed & 2,500 in Life Premium with an active POL ($25 monthly online account.

2. Register by calling (770) 381-5885 (Option #2, Option #1, Option #3) 3. Submit your U-4 Form electronically 4. Study and schedule your exam


http://www.ucanpass.com/

http://www.primericaonline.com/

Licensing Process Checklist

1. Register For PFSU

2. State App. Completed

3. Attended PFSU

4. Completed PFSU

5. Schedule State Exam

6. Pass State Exam

7. License Issued

Session A

Session B

Session C

Session D

Session F

Session G

Session E

Session H

District Leader Promotion Timeline (30 days)

50% Commission ~ 3 Direct Recruits (all must attend at least one life class) $2500 in Bonusable Premium in promotion month

Recruits: __________________ ___________________ __________________

IBA Date: __________________ ___________________ __________________

Life Transactions Client: _____________ Premium: ______ Client: ______________ Premium: ______

Client: _____________ Premium: ______ Client: ______________ Premium: ______

Client: _____________ Premium: ______ Client: ______________ Premium: ______

$2500 Premium Points Completed Date: ______________________

Life State Exam Passed Date: ______________________


Business List Married ~ Ages 25-55 ~ Children ~ Homeowners ~ Occupation/Working

Name Phone # Relationship M A C H O


Booking Appointments ~ Warm Market Phone Script

When calling someone you know

Hi _____, this is _____. How are you? (WFR) I’m calling to ask for your help.

(WFR) I’m currently getting my state license and part of my requirement is to

take my trainer to 10 presentations in the next week. I really value your opinion so

that you can tell me what you think about it.

This is very important to me and I really need your help!

After they respond, ask...

What’s better for you, weekdays or weekends?

Mon. or Wed. / Thurs. or Fri. (Or Saturday or Sunday, based on their response) Do

you prefer afternoon or evening?

2pm or 4pm/6pm or 8pm Ok, perfect! Thank you. Could you mark your calendar so that we both remember? Please make sure that (spouse) is there as well. I know where you live but could you please give me your address so I can give it to my trainer?

Do I have to buy anything? No. All you have to do is listen to my trainer explain what I’ll be doing.

How long will it take?

About 30 minutes...unless you have a lot of questions.

Does (spouse) need to be there?

Yes, otherwise the training does not count.

What is it about?

I’m still very new, that’s why my business partner/coach is coming with me. He/She will explain everything. (but what is it about?) To be honest, I’m still very new and I really do not want to give you the wrong information. (Just give me an idea of what it’s about) I am learning how to help people make and save money. What day are you off this week?

Set the appointment.


Our Mission:

Going on Qualified Appointments

Ages 25~55 ~ Married ~ Homeowner ~ Children ~ Working

10 Appointments x 10 Referrals = 100 Referrals!!!

Help families Earn Extra Income, become Properly Protected, Debt Free, and Financially Independent!

Why would you want to go on appointments now? Letting everyone know about your new business is the Best way to get off to a fast start. We will go on 10-20 appointments Asap! Which is an amazing way to get referrals. We will get you approximately 10 referrals per appointment, which will give you at least 100 people to go visit once you get licensed. The appointments will count ward your promotions and you will have more confidence when you get licensed after sitting with actual clients during your training. If we go on a minimum of 10 appointments it will look something like this:

You want to book 3-5 appointments, each one of these areas counts for a point.

As you can see, you’ll never run out of clients if you follow the system. If you are not ready to be a trainer by the time you get licensed, we will go the extra mile for you to help and train your team!


Get off to a Fast Start:

District Leader ~ 50%

10 ~ 20 Appointments, Asap, before you are licensed!

8 ~ 5 ~ 3 ~ 1

Appointment

Referral Referral

Referral

Referral

Referral

Referral Referral

Referral

Referral

Referral

Promotions & Bonuses

This is a company that you can get excited about! Unlike most places, you promote yourself here! How fast your first promotion comes is entirely up to you. We lay out guidelines and when you complete them, you’re promoted!

Position Percentage Requirements Compensation

Representative

25%

Life Licensed

$250

District Leader

50%

3 Direct Recruits (all must attend at least one life class)

$2500 in Bonusable Premium in Promotion month

$500

Division Leader

60%


$5000 in Bonusable Team Premium in Promotion month

$600

Regional Leader

70%


$7500 in Bonusable Team Premium in Promotion Month

$700

Regional Vice President

110% + Bonuses

12 Direct recruits (all must attend at least one life class)

$15,000 in Bonusable Team Premium for 4 consecutive months

Or $25,000 for 2 consecutive months. Base Shop QBI of 70% or higher

Must have Series 6 & 63 Securities Licenses

Give up replacement at your Promoting RVP’s discretion

Be Full-Time

$1,100 +

Bonus

30-Day Activity From IBA Date

Recruits Field Training Observations (FTO’s) or

Personal Sales

Requirement Time Frame

Payment

1 x 1 Completed PFSU 60 Days $100

2 x 2 Pass Notice Received 90 Days +$200

3 x 3 Total $300


Promotions & Bonuses

Mark & Sue Younger’s Office 25061 W. Avenue Stanford Suite #30

Valencia, Ca. 91355

Danielle Poorman (818) 788-7926 ext. 2 Stacy Jensen (818) 788-7926 ext. 3 [email protected] [email protected]

Office Fax (818) 788-7926

Important Primerica Information

Agents: (770) 381-5885

Clients: (800) 257-4725

Home Office Address: 1 Primerica Parkway, Duluth, Ga. 30099

New Recruit Status

Regional Licensing Center (Solution #, Licensing, Refunds, etc.)

Switchboard Line: (770) 381-1000

CA Office #: (626) 462-0393 Fax #: (866) 317-9473

Email: [email protected]

POL Cancellation Email: [email protected]

RLC Address: P.O. Box 60050, Arcadia, Ca. 91066

Home Office SRR # (470) 381-1000 Fax # (470) 564-6180

PFSU Registration (Course, Location & Schedule Information)

PFSU# (800) 624-5275

Email: www.primericaonline.com (Under Licensing & Education Tab)

Online Registration Course

www.ucanpass.com

Department of Insurance

Phone # (800) 967-9331 Fax # (916) 327-6907/Attn: Flash Applications www.insurance.ca.gov

Schedule Licensing Exam

PSI Exam # (800) 733-9267 (Check license status at www.psiexams.com)


mailto:[email protected]




http://www.primericaonline.com/

http://www.ucanpass.com/

http://www.insurance.ca.gov/

http://www.psiexams.com/

Self ~ Improvement

It is crucial to self-improve daily to grow yourself as you grow your business. We recommended reading the following books:

□ “Who Moved My Cheese” by Spencer Johnson

□ “Coach” by Art Williams

□ “Skills with People” by Les Giblin

□ “Pushing Up People” by Art Williams

□ “One Small Step Can Change Your Life” by Robert Maurer

□ “Beyond Positive Thinking” by Robert Anthony

□ “177 Mental Toughness Secrets of the World Class” by Steve Siebold

□ “Secrets of the Millionaire Mind” by T. Harv Eker

□ “How I Raised Myself From Failure to Success” by Frank Bettger

□ “Rich Dad, Poor Dad” by Robert T. Kiyosaki

□ “The Laws of Thinking” by Bernard Jordan

□ “How to Win Friends and Influence People” by Dale Carnegie

□ “The Law of Success” by Napoleon Hill

□ “The 10x Rule” by Grant Cardone

□ Any book by Tom Hopkins

□ Any book by John C. Maxwell


Solo . . . or with an Army???

Decide if you want to be a Salesperson or a Builder! What’s the difference? A salesperson has to sell to make money. A builder follows our system and this allows income to grow and come in on its own!

Average Life Policy = $90 x 12 (months) = $1000 x 25% = $250 (1-2 hours)

Salesperson

1. By Yourself . . . OR . . . You

25%

District Leader ~ Become A Builder!!! Get Life Licensed ~ 3 Recruits ~ $2500 Premium Points in 1 month

Average Life Policy = $90 x 12 (months) = $1000 x 50% = $500 (1-2 hours)

2. With a Team!!!!

You

50%

John

25%

Mary

25%

Joe

25%

Overrides! $250 $250 $250 = $750

How Many People Do You Want To Train ? ? ?


1. Prospecting Trainer: ______________ Date: _________

Mastering the 7 Fundamentals

Sign Off Sheet

Become a Trainer by . . .

There are 7 Fundamentals that you will need to Master in order to become a Field Trainer.

Increase your market by speaking to people who are looking for an opportunity . . . just like you were!

2. Setting Appointments Trainer: ______________ Date: _________

Self ~ Explanatory

3. Presenting Trainer: ______________ Date: _________

Learn how to explain simple financial concepts that will help everyone!

4. Overcoming Objections Trainer: ______________ Date: _________

Learn what to say when people have questions or concerns.

5. Products Trainer: ______________ Date: _________

Knowing the features and benefits of our products (and everyone else’s) inside and out.

6. Recruiting Trainer: ______________ Date: _________

Help people see that Primerica can help them achieve their goals and dreams!

7. Closing Trainer: ______________ Date: _________

Someone is always closing . . . is it you or them?

To become a trainer, you have to get signed off in these 7 areas. Make sure you attend our weekly trainings to get signed off as quickly as possible!

The only limit you have here is the one you put on yourself !


Overcoming Objections ~ (Recruiting)

Objection #1 I don’t have the money…

Objection #2 It sounds like a pyramid…

Objection #3 Is this commission/sales???

Tips that will help:

The person asking the questions leads the conversation. Questions are the key.

When you ask a question, genuinely listen and wait for their response (WFR).

People respond best to positive words (PW), so use them as often as possible.

We are here to help them, not sell them. Do not act like a salesperson!

Keep in mind, the right people do not need convincing.

Answer: (PW) Is the money the only thing stopping you? (WFR)

What’s your favorite type of car? (WFR) What color? (WFR) If that car was available for you right now and all you had to do was pay $99 for the title and you had to have the money by 8 p.m. tonight...could you find the money? (WFR) So then money really isn’t the issue, is it? (WFR) Let’s find that money and get you started so that $99 will never be an issue again!

OR...

Answer: (PW) Is the money the only thing stopping you? (WFR) Ok, I know you have 10

friends, so ask each one of them to let you borrow $10...that’s like asking for lunch money.

Let’s get you started so that $99 will never be an issue again!

You must show them the value of investing the $99!!!

Answer: (PW) Let me ask you, what is a “Pyramid” to you? (WFR) Where do you work right

now? (WFR) What do you do there? (WFR) You have a boss there, right? (WFR) Your boss

has a boss…and it keeps on going until you get to the owner, right? (WFR) Who does all the

work? (WFR) And who makes all the money? (WFR) Doesn’t that sound like a pyramid?

(WFR) Pyramids are illegal...There are 20 million companies in the U.S. and only 3,200 are

on the N.Y.S.E (New York Stock Exchange), that’s less than 1%...and we are one of them!

You can buy our Primerica Stock. If we were a pyramid, would we be on the N.Y.S.E.?

(WFR) Of course not, let me see your I.D. to start the process for you.

Every company has a structure. It makes it a business. Not a pyramid.

Answer: (PW) Do you like commissions/sales?

If Yes: Great! You will love our pay structure! Let me show it to you...

If No: Do you get paid if you don’t go to work? (WFR) Let’s say its Sunday night and you’re at

home watching a movie and you get a text that you just made $750! How would you feel?

(WFR) That’s exactly what happens with us! Let me show you how it works...

Everything involves sales. Profits are always better than wages!!


Objection #4 My friend tried it & didn’t make any money…

Objection #5 I just don’t have the time …

Objection #6 I like to spend my extra time with my family …

Answer: (PW) Did your friend finish school? (WFR) Did your friend get licensed? (WFR) Did

your friend complete their training? (WFR) Did your friend give it 5 years? (WFR) Listen,

there are only two reasons why someone wouldn’t make any money in our business...

Reason #1: (Training) A great trainer is very important! We are in the top 5 offices in the nation, and I am hands down the best trainer in my office, so training will not be an issue for us... Reason #2: (Work Ethic) Now, do you think your friend was not properly trained or was a little lazy and didn’t complete their training. Do you consider yourself a hard worker (WFR) So, with my training and your work ethic, do you see any reason why you would not be successful in this business? All I need to do is see your I.D.

It takes hard work and dedication to succeed !!!

Answer: (PW) Is time the only thing that is stopping you? (WFR) Are you busy “getting by”

or “getting ahead” in life right now? (WFR) Where do you work right now? (WFR) If

your boss asked you to work 3 hours overtime every day this week and he would pay you

triple time for every O.T. hour you worked, would you do it? (WFR)Then it isn’t really a

time issue. It is more of a money issue would you agree? (WFR) Let me show you how

we get paid and then you can tell me if you have enough time to make some money!

People will make the time if you can show them what’s in it for them!!

Answer: (PW) How much time are you spending with your kids/family right now?

(WFR) Is that enough time for you? (WFR) So if I can show you a way to work half as

many hours as you do now and earn the same amount of money that you are making

today, wouldn’t it be worth your time to at least try it? (WFR) So let’s get you started!

Show how our opportunity can provide the money & freedom that their current career/situation won’t!!!

These are the most common objections you will hear, but they won’t be

the only ones. Write down any objections you have heard and were not

sure how to overcome:

1.________________ 2._________________ 3._________________


Life Insurance

APPS (Paramed Exam Testing) ~ Policy # and/or D.OB. Required Office # (800) 727-2999

Underwriting (470) 564-5270

Telephone Underwriting Interview ~ Client # for over the phone interview (866) 609-1841 (Policy # ending in 01-49) (877) 672-6761 (Policy # ending in 50-99)

Agent Line for Follow Up ~ Policy # and/or D.O.B. required (800) 872-3674

Attending Physician Statements (APS) ~ Check on Medical Records Exam One (877) 933-9261

Primerica Secure

Rate Quotes (Auto/Homeowners & Renters Insurance)

English (877) 855-8111 Spanish (877) 788-8111

www.primericasecure.com (recommend clients to call)

Prepaid Legal Services

Primerica Legal Protection Program

Agents: (800) 654-7757 Clients: (800) 426-9239

DebtWatchers

Customer Service: (866) 493-9791

How to Enroll

1. Go to www.my.primerica.com click on “Register for an account” link to set up a new account with Primerica.

2. Click on “Activate my product” link in the Primerica DebtWatchers/Score Power section.

3. Select “Activate DebtWatchers for the first time” option click to continue.

4. Enter your Primerica Representative’s Solution #

5. Read the agreements and then enter your payment information.

6. Click “Go to my product” now and you are on your way!

Debt Resolution

Freedom Financial Network Debt Consultation

English: (800) 998-4249 Spanish: (800) 988-3558


http://www.primericasecure.com/

http://www.my.primerica.com/

Which Plan Makes More Sense?

Plan A

Or . . .Plan B

Your money is credited to you Immediately.

Earn 7% - 12%,potential return on your money

NO FEE.to withdraw your own money

You receive your money within 7 days - By Law.

Your family receives ALL your savings if you die

Term Life Insurance with a SEPARATE Savings Investment


They keep ALL your money for at least the First Year

Earn only 1% - 4% “Return” on your own money

Charged 6% - 8% to “Borrow” your own money

May withhold your “Loan” request for up to 6 Months

They keep ALL your savings if you die

Cash Value Life Insurance (Whole Life, Universal Life, Variable Life) Life Insurance & Savings bundled together

#1

#3

WHY IS THERE NO SAVINGS ???

#1

#3

#5 WHAT ABOUT THE CASH VALUE???#5

WHICH PROGRAM IS BETTER?

BEFORE PRIMERICA AFTER PRIMERICA

THE DIFFERENCE WE MADE FOR THIS FAMILY...

new associates manual - younger generation€¦ · younger & associates 25061 w. avenue...

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