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The Framework is Guardian’s Financial Representative (FR)

Development System, designed through the experience of

some of our top agencies. It represents a collection of best

practices from the field and for the field.

Whether you are new or experienced, our unique

development program will give you the tools and resources

you need to succeed — and position you as an

industry leader.

Access is easy

What you need, when you need it,

a click away. Content is organized

to follow a step-by-step sequence

and is provided via Guardian U, our

state-of-the-art learning portal.

Only the best will do

Our training materials for online,

local, and off-site learning have

been gleaned from the best training

and tools available from the field,

the Home Office, and industry

thought leaders.

Get a fast start

The Framework prioritizes your

learning to drive mastery of

income-producing activities that will

help you grow your business: setting

appointments, meeting with potential

clients, and leveraging our unique

Living Balance Sheet® (LBS) process.

THE FRAMEWORK

WORK SMART

THE FRAMEWORKStructure your success

An Overview for Financial Representatives

GUARDIAN UDeveloping Successful Careers

Follow a proven path to success, created by top agencies

Take advantage of new resources from industry leaders

For Internal Use Only. Not For Distribution to the General Public.The Living Balance Sheet® and the Living Balance Sheet® Logo are registered service marks of The Guardian Life Insurance Company of America (Guardian), New York, NY.©Copyright 2005-2016 Guardian

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The Guardian Life Insurance Company of America 7 Hanover Square New York, NY 10004-4025 www.GuardianLife.com

GET STARTED

This is the path that powers The Guardian Network® to success. As a Financial Representative

with Guardian, you can put The Framework content to work immediately — so you start,

and stay, on the right track.

Learn with Guardian U resources online

industry leader.

Access is easy

thought leaders.

Get a fast start

THE FRAMEWORK

WORK SMART

PUB7531 (03/16) 2016-19972 (Exp. 03/18)

GET STARTED

FOUNDATIONCareer Sampling

START-UP The First Six Months

BUILDINGThe First Year

GROWINGPast Year One

MARKET DEVELOPMENT

• Compile and contact natural market• Set appointments: phoning, networking, LinkedIn• Gather referrals• Start on a Marketing Plan

• Complete Marketing Plan• Define target market(s) • Establish online presence• Attend networking events• Refine prospecting and referrals

• Expand Marketing Plan to include existing clients• Establish target market• Expand online presence/investment• Network more strategically• Refine prospecting and referrals

• Evaluate/refine marketing strategy• Achieve influence in target market• Invest in client/prospect events• Refine prospecting and referrals

CLIENT PROCESS AND COMMUNICATION

• Conduct an effective Philosophy Meeting • Gather Quick Facts and soft data • Conduct an effective Protection Analysis Meeting• Apply presentation skills in client meetings

• Refine Philosophy and Protection Meetings• Conduct an effective Cash Flow Analysis Meeting• Conduct an effective Implementation Meeting• Apply effective client communication skills

• Conduct an effective Distribution Strategy Meeting

• Conduct an effective Client Review/Cross-Sell Meeting

• Improve communication skills

• Conduct an effective Tactical Retirement Income Planning Meeting

• Conduct effective Advanced Planning: Business and Estate Meeting

• Refine communication skills

PRACTICE DEVELOPMENT

• Set goals • Track activity• Understand FR Contract requirements• Start with a Client Relationship Management (CRM) system• Complete a basic application package

• Manage activity to achieve goals• Understand FR Contract fundamentals• Apply basic financial management principles• Commit to CRM system• Apply New Business/Underwriting procedures

• Maintain a business pipeline• Manage FR Contract status • Manage cash flow and expenses• Define additional team support• Develop client service/review process

• Implement business planning • Identify practice expansion opportunities• Leverage full CRM capabilities • Implement New Business/Underwriting

for complex cases

PROFESSIONAL DEVELOPMENT

• Embrace our philosophy — the “Why”• Complete recommended local training• Use LBS for personal financial decision-making• Obtain initial licensing

• Complete onboarding requirements • Complete recommended local, virtual, and

off-site training• Participate in a study group• Begin work on Securities License

• Complete recommended local, virtual, and off-site training

• Obtain FINRA Securities Registration• Start on a professional designation • Join an industry association

• Complete professional designation• Identify practice specialization opportunities • Explore leadership opportunities• Expand industry participation

MEASURES OF SUCCESS

• Earn FR Contract• Achieve production goals• Meet weekly progress indicators• Successfully complete performance evaluations• Contact natural market

• Achieve production goals• Meet weekly progress indicators• Successfully complete performance evaluations• Attain marketing milestones• Work toward optimal LBS Scorecard• Achieve Client Builder Award

• Achieve production goals• Meet weekly progress indicators• Successfully complete performance evaluations• Attain marketing milestones• Work toward optimal LBS Scorecard• Achieve Client Builder Year1

• Achieve production goals• Meet weekly progress indicators• Successfully complete performance evaluations• Attain marketing milestones• Work toward optimal LBS Scorecard• Achieve Client Builder Year 2• Achieve Leaders Club status• Achieve Million Dollar Round Table (MDRT) membership

Meet your professional goals — at every stage THE FRAMEWORKStructure your success

This chart illustrates a progression of skills and knowledge that will drive early success for new

Financial Representatives — and sustain success for the experienced. Based on the expertise of some of

our top-performing agencies, this overview calibrates your personal development with a proven strategy

for advancement.

Success and recognitionThe Framework includes defined measures of success and recognition milestones that enable you to track your progress.

Consistent metrics correlate learning outcomes to business results. Your agency will customize the measures of success for you

by setting targets in each category that are appropriate for your market.

EASY ACCESS

Training and resources

are organized to

follow a step-by-step

learning sequence and

are provided via

a state-of-the-art

learning portal.

Structure your success

MARKET DEVELOPMENT

• ______________________• ______________________• ______________________

The Foundation Phase helps you get off to a fast start by getting in front of prospective clients to start generating sales.

The Start-Up Phase is all about acquiring habits of success: setting appointments, conducting effective client meetings, and managing activity.

In the Building Phase, you will refine skills and processes to expand your client base and sales opportunities.

The Growing Phase sets the stage for continued expansion: acquiring more specialized knowledge and running an efficient business.

MARKET DEVELOPMENT

Market Development is a constant process of refining strategy, messages, and skills to drive activity and get in front of prospective clients.

When you begin your career as a Guardian Financial Representative, you’ll learn everything through the lens of the client process, applying our uncommon approach to financial decision-making.

It’s not just a career — you are also building a business. We equip you with systems and processes to run efficient and professional practices.

To remain competitive and current, you need to continue to develop yourself through continuing education, study group participation, and industry involvement.

For getting started: the Four PhasesThe vertical columns of The Framework map out a sequence for four learning phases. These

phases identify the key knowledge and skills you need at each stage of your career — from

Career Sampling through your first few years on the job.

For advancing your career: the Four ThreadsThe horizontal rows of The Framework map out four content threads. These threads identify the key areas of learning that you

must master to build a successful career. Whether new or experienced, you can use the content in a thread to improve an area

of your practice.

LAUNCH YOUR SUCCESS TODAY

The Framework is a platform for long-term success as a Financial Representative.

By gaining the skills and knowledge outlined by The Framework, with the

support of The Guardian Network® behind you, you’ll be well on your way

to a lucrative, rewarding career.

MARKET DEVELOPMENT

for complex cases

MEASURES OF SUCCESS

for advancement.

EASY ACCESS

are organized to

are provided via

a state-of-the-art

learning portal.

MARKET DEVELOPMENT

• ______________________• ______________________• ______________________

MARKET DEVELOPMENT

of your practice.

MARKET DEVELOPMENT

for complex cases

MEASURES OF SUCCESS

for advancement.

EASY ACCESS

are organized to

are provided via

a state-of-the-art

learning portal.

MARKET DEVELOPMENT

• ______________________• ______________________• ______________________

MARKET DEVELOPMENT

of your practice.

industry leader.

Access is easy

thought leaders.

Get a fast start

THE FRAMEWORK

WORK SMART

PUB7531 (03/16) 2016-19972 (Exp. 03/18)

GET STARTED

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