THE PFS SUCCESS SYSTEM NEW ASSOCIATE MANUAL

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

WEEKLY MEETING AGENDA Tuesday Night Training 7:00p.m. 9:30p.m. Business Overview & Training, Shows the Bigness of PFS, the financial concepts we teach, the crusade, the opportunity etc..(The meeting to help you build a team) Sunday Night Conference Call 9:30 p.m.- 10:30 p.m. Dial in number: 605-652-3140 Pin: 177231# Monday Morning Big Hitters Call 9:30 a.m.- 10:00 a.m. Dial in number: 605-562-3140 Hector’s Weekly Training Call (on a loop) Updates every Tuesday, Dial in: 951-262-3702 Lavination Full-Timers Training Call Monday-Friday 9am (10am on Mondays after Big Hitters) Dial in: 209-647-1600 Pin: 129141#

v Meetings, Trainings, and Big Events are crucial to your success and the success of your team. Make a commitment to attend.

KEYS TO SUCCESS:

1.  Never Miss a Meeting 2.  Bring People 3.  Get Promoted

HOW TO BUILD A COMPANY…

WITHIN A COMPANY

KEYS TO BUILDING A SUCCESSFUL BUSINESS

I.   A MARKET II.   A MARKETING PLAN III.   A SYSTEM

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

Today’s Financial Challenges “The average household’s credit card balance” … $6,802

Marketwatch.com, September 13 2014

“Roughly three-quarters (74 percent) of Americans are living paycheck to paycheck, with little to no emergency savings. CNNmoney.com, June 24, 2013

“95 million adult Americans have no life insurance.”

Lifehealthpro.com, July 8, 2013

“1.22 million individuals filed for bankruptcy in 2012.”

News.uscourts.gov, June 6, 2014

“Nearly half of Americans have less than $500 in savings.”

Huffingtonpost.com, June 6, 2014 “More than half of all workers have less than $25,000 in total savings and investments for retirement.”

Employee Benefit Research Institute 2014 Retirement Confidence Survey

“The typical American family makes less than it did in 1989.”

The Washington Post, September 17, 2013

How Serious are These Problems? We have the Solutions!

The Market

WITH TODAY’S FINANCIAL CHALLENGES, THE MIDDLE CLASS ARE DESPERATELY

UNDERSERVED…

CARRERS OF THE FUTURE: Financial Advisor, why … As company pensions die out and Americans increasingly have to manage their own retirement savings… Top 10 Best Jobs, Money on CNN Money.com What are the best jobs to pursue for the next five years? #1 Personal Financial Adviser. Retirement is quickly approaching for many baby boomers, more and more people are taking a hard look at their nest egg to see if they can stop working sooner rather than later…All of this adds up to very strong job growth… A personal financial advisor could earn millions.

Fast Company.com Ten Most Satisfying Jobs, based on job growth, salary growth potential, freedom to be innovative and creative… #1 Personal Finance Adviser. SixWise.com

As a potential Career, the financial advisory business looks alluring… The broker ranks are projected to increase by 30% through 2018… Financial Advisors earn medium compensation of about $90,000 well above average of college graduates.

9/13/2011 USA TODAY CareerBuilder.com

The Opportunity

Most companies spend tens of thousands or millions of dollars on advertising to sell their products or services.

The best form of advertising…WORD OF MOUTH The Marketing plan of PFS is a New Associate’s Natural Market, with two objectives in mind.

1. To help the new associate build a business with Primerica starting part-time, and when the timing is right, make a career change.

2. To educate the consumer of our products and concepts through our

complimentary FNA (Financial Needs Analysis), become a client, start a Game Plan to become Properly Protected, Debt Free, and Financially Independent.

As a new associate, you complete a Top 25 Training List. We qualify the top 10, together we see those 10 during your field training, our goal is to get you trained and qualify for a FAST START BONUS within your first 30 days,

Results:

25 Training List TOP 10 6 CLIENTS 3 RECRUITS

3 New Recruits 30 18 Clients 9 Recruits

9 New Recruits 90 54 Clients 27 Recruits

27 New Recruits 270 162 Clients 81 Recruits

• You should get Field Trained One Time, See 10 to 15 KT’s Fast! • Earn Your Fast Start Bonus of $1,000 (your 1st 30, 60, 120 days…see brochure)

• Go to PFSU. Don’t Go Alone… Get Licensed, Trained & Productive • Build a Team earn Promotions ! • Duplicate! Duplicate! Duplicate !

The Marketing Plan

In order to have the most success in your business, or any business for that matter, you must

surround yourself with good people. If you are going to open a restaurant you will need to hire a

good cook, a hostess, and great waiters & waitresses. Without them your restaurant will not succeed. If you are going to start a basketball team and win games, you must recruit great players

to win championships. You must have a great forward, a center, a guard etc.… And if you want to continue to win games, you must continue to add great players to your team. The difference

between a business that succeeds, and a business that fails is the team that surrounds them. See

Bill Gates had and continues to have success because he has hired great talent. If you are going to have success, your number one goal should be to surround yourself with great people fast.

We’re very excited that you are getting involved with us. We want you to know that if you follow our system, every goal or dream you have can and will be accomplished. •  Within about 60 days from now you will be licensed and trained along with 1, 2,

maybe even 3 or more licensed trained people with you, as well as several others that will be on track to do the same.

•  You’ll have an unlimited number of appointments to go on because of all of the new

recruits coming on to your team that need to be field trained, and be in a position to earn $2,000-$5,000/mo. in income out of the gate.

•  You’ll be in a position to be RVP within 6 months or so, probably go RVP 12-18

months (so you’re mature enough in the business to be one) make $30k-$50k in income your first year, and $150k-$250 plus your second year.

•  So, on a scale of 1-10, what is your desire to make all of this happen? •  All you need to do while getting licensed is get us in front of 15 people that are in the

right market, across the KT in the next 30 days. So I’m guessing that’s something you can do right?

•  How many days/ nights can you give to Primerica right now?

Fast Start

These names are your inventory, our goal is to grow the amount of names you have available for you to call. Just think, if you got 10 referrals from 100 people you now have 1,000 names. The more names you have to start with the better. Without names it would be like having a McDonalds without French fries, or a Starbucks without coffee. It wouldn't work. The more names you have on your top 100 list the more success you will have most likely. Remember don't pre-qualify them. If you were going to open a restaurant you would talk to everyone about coming down to see the restaurant. You want to make sure everyone you know has SEEN the presentation. We are looking for managers, leaders, people who are responsible and trying to achieve success. Any successful team or company is only as successful as its people. Don’t pre-judge, write down everybody you know. These are the people you will see during your training and then on your own after you are trained. Don’t make the mistake of leaving somebody off your list because you don’t think they would be interested. Show everybody the opportunity and let them make up their own mind, just as you did. If nothing else, they will probably become your client or refer you to someone. If you leave someone off your list, don’t be surprised if someone else brings him/her into the business. Give a copy of your list to your training manager. This will help you and your manager communicate about who you are seeing during your field training. Keep it simple…stick to the scripts. Get out in the field with your manager within 24-72 hours. Most people are looking for a chance to improve their life, just as you and I are. They just haven’t found the right vehicle yet.

Completing Your Training List

The best qualified, those who most need our services, and those who do the best in our business fall into the following categories:

1. Age 25-50 2. Married 3. Children 4. Own a home 5. Full time job earning $30,000+ 6. Been in the area for 2 years or longer • Working in the right market is critical to your success. If you work in the right market, you’ll help people, make money and build a solid business. If you work in the wrong market, you can work hard and get little results.

• Each one of the categories are worth one point: During your field training make sure you see only 4 to 6 pointers. (If we train you right, you will train others right).

• Are there exceptions? Yes You can interview or bring those who are interested but do not fit the market to the next business orientation, then if they are interested, we’ll meet with them after. THOSE IN THEIR PRIME OF LIFE & SENIORS • Ages 50 and up, the ones you’ll want to help the most

• Preparing for retirement or retired probably need help the most, parents, grand parents, brothers, sisters, aunts, uncles, etc…

• See during your training… they may need assets to be repositioned

• Cash Value Policies, CDs, 401K plans, Pension funds, IRAs, etc.

THEY SHOULD BE THE ONES YOU WANT TO HELP THE MOST,

JUST TO GIVE YOU THE PEACE THEY’RE ON TRACK.

The Right Market

Memory Jogger

MACHO Married-Age-Children-Homeowners-Occupation

•  Best Friends •  Families with Children •  Single Parent •  Neighbors / Former •  Where you grew up •  School Reunions •  Church Members •  Relatives/Siblings •  Parents’ Friends •  Wife's/Husband’s

Friends •  Sports •  People you work out

with •  Boy Scouts •  Girl Scouts •  Needs More Money

•  Best Sales Man •  Doctor •  Owns Business •  In Management •  Does odd jobs •  Works 2nd job •  Unemployed •  In or was multi-level •  Recent Promotion •  Has whole life policy •  Grocery Store •  Pharmacist •  Address Book •  Cell Phone •  Postman

Qualified Best 4-6 Pointers

Best Friends, Closest Family Members, Co Workers

Your Hot Market

Hello _________, (Chit Chat) Are you and _________ going to be home _______ ? IF YES (Great) I have something I want to show you, and somebody I want you to meet. I’m going to stop by. Would (time) or (time) be best?

IF NOT TONIGHT

Will you be home (day) or would (day) be better? (WFA) OK. Would (time) or (time) work best?

WHAT IS IT ABOUT? I am starting a second career and I have to get a license through the state. I have to go through some training before I can go to school. Would you and (spouse) help me out and sit through a presentation with me and a friend that is training me? (WFA) I’m available_______ or is_______ better ? What Time: Is 6 ok - or - 8pm better?

Do me a favor, let (spouse) know and put it on your calendar so you don’t forget. Okay, great! See you _______ at _______. Bye!

Qualified 4-6 Pointers

Option 2

Best Friends, Closest Family Members & Co-workers that you respect their opinion

Hey _______, (small talk). I’m calling because I need a FAVOR. I just started a new second career and I’m really EXCITED about it. I’m in TRAINING to get my financial licenses with the state of Florida and part of my training is to see some practice appointments with my trainer before I can go out on my own. Would you HELP and sit through a presentation with me and a friend that is training me?

IF YES: Great! (If married): It’s really important for my training that I meet with both spouses. I’m training on ______ and ______ evenings, which night is better for you and (spouse)? What time is better, 6:00 or 8:00? Great, I’ll see you and (spouse) on (day) at (time). I really appreciate you helping me out.

CLOSING: Please do me a favor and write our appointment down on your calendar. If something comes up and you need to reschedule, please let me know a few days in advance because my trainer is really busy and if you cancelled at the last minute would make me look bad. Is that fair? Thanks, I’ll see you on (day) at _______.

WHAT IS IT ABOUT?

It’s just a requirement for my training. All you have to do is sit, listen, and ask a lot of questions. The more questions you ask the better training I get, and if you fell really good about what I’m doing, you might be able to REFER me to people who could benefit from what we do. You’d help me with that, right?

Hey ______, this is _________. How are you doing? Hey listen, I need your help, I started a new career and in the next 12 months I’m going to move up and own my own office. I need to meet with you and your wife for about 20 minutes, I need to explain to you who we are and what we do because I know that you know other good quality individuals who I don't know and I’m looking for reps. Anybody that 1, hates their job and needs a career change, or anybody that loves their job and needs to make more money and you might know a few of those. So I need your help, I need to drop in and I need your help this week. Will you help me? (I don't need your money, I just need your time..) Remember, the people you are contacting are helping YOU in YOUR business, don’t worry if they are not interested for themselves (YET), the purpose of training appointments is to #1 train you, #2 build your referrals, while providing tremendous value and education for people. You are the one getting help from them, so ask for their help and be serious about it. You’d help them if they called you for help, right?

Omar’s Builder Script

Audio Training on This Script: bit.ly/omarscript

Option 3

Option 4 Text out & have your trainer set the appointments Hey I just got started with a company and I’m really excited about it! I listed you as a reference so my trainer is going to call you. It’s very important to me for you to take the call. Thanks for your help!

NOTE: Sent text to all 4-5 pointers before you leave.

Fingerprint Information The state of Florida Division of Insurance requires that all applicants complete an FBI Background Check prior to issuing a life insurance license. To speed up the process follow the steps below: 1.  Schedule your Live Scan Fingerprinting appointment: 2.  Register online at www.L1enrollment.com/FLinsurance.

–  Enter Applicant's Name –  Agency Name: Insurance - Agent –  Enter your Zip Code for locations nearest you; then –  Choose closest location, date and time –  Enter applicant information: –  Online Reservations: For payment type, choose BILLING, and

then enter FLB00I009 –  Print the confirmation page as proof of payment and take with you

to the fingerprinting appointment/exam site. –  OR... Register by calling IdentoGo (formerly MorphoTrust USA/

L-1 Enrollment) at (800) 528-1358. –  Phone Reservations: When asked for payment, ask them to bill

account FLB00I009

3. Print the e-mail confirmation as proof of payment and take with you to the fingerprinting appointment. Bring two forms of signature ID, one with a photo with you.

Sprint District AwardGet 3 personal recruits and witness 6 training life insurance sales in your market

in the first 30 days…and you’ll receive the bonus when you get licensedReceive an iPad mini (or $300) & promotion to District (50%)

Personal Recruits & Date:

1. 2.3.

Witnessed Life Sales, Production Amount, & Date:

1.2.3.4.5.6.

Signature:

Rvp Signature:

IBA Date:

Passed State exam/ Completion Date:

Premium is Annual life insurance Premium. Max Annual Credit is 1500 per life insurance application. Your personal sale counts as one of the 6 sales.

-Sales must amount to $3,500 in premium*iPad will be awarded when your license is posted with Primerica