Transcript DYNASTY DOMINATION

DYNASTY DOMINATION
RVP FACTORY
TRAINING MANUAL
HOW TO BUILD A COMPANY,
WITHIN A COMPANY
KEYS TO BUILDING A
SUCCESSFUL BUSINESS
I. A MARKET….
II. A MARKETING PLAN
III. A SYSTEM ….
I. THE MARKET
The average credit card balance per household is $9,525. 15% carry over
$10,000 - $25,000 of credit card debt each month.*
About 1.4 million households face a jump of 50% or more in their
Monthly mortgage payments once the initial payment period runs out.
The Wall Street Journal, March 11, 2006
Bankruptcies are at record levels.*
It is estimated that the average family is underinsured by more than $300,000.
National Underwriter, April 24, 2006
Nearly 1/3 of Americans have no life insurance coverage at all.
LIMRA (Life Insurance Marketing Research Assoc.) 2006
Survey respondents cited procrastination and the difficulty of knowing how much to buy as
the top reasons for not actually buying life insurance coverage.
Wall Street Journal, April 2005
For the first time since the Great Depression, the National Savings rate fell
below zero.
USA Today, March 13, 2007
The average retirement savings for U.S. baby boomers is less than $25,000
And 60% don’t have an IRA.*
What’s the most practical way to accumulate several hundred thousand dollars? Win the
lottery, say 21% of Americans.
Kiplingers, March 2006
*Premier Business Magazine, Fall 2007 Issue
Average family income is down 2.3%.
USA Today, February 23, 2006
38% of employed U.S. adults say they work more than 40 hours a week.
www.expedia.com, 2006 Vacation Deprivation Survey
The #1 thing people can do to increase wealth is to start a part time business.
Robert Kiyosaki, Success Magazine April/May 2006
Demand for financial services professionals has never been greater. A career in this field
has become an appealing option, especially for those seeking an opportunity to help
people, while enjoying potentially high income and a flexible work schedule.
Monster Intelligence Financial Services Professionals Report, Fall 2006
Financial Advisor, why it’s great. There are nearly 300 college programs for financial
planning. As company pensions die out and Americans increasingly have to manage
their own retirement savings…..business will get better still.
Top 10 Best Jobs, Money on CNN Money.com May 2008
What are the best jobs to pursue for the next five years? #1 Personal Finance 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 May 2008
Ten Most Satisfying Jobs based on job growth, salary growth potential, freedom to be
innovative and creative. #1 Personal Finance Adviser
SixWise.com May 2008
II. MARKETING PLAN
 Most companies spend tens of thousands or millions of dollars on advertising
to sell their products or services.
 The best form of advertising …WORD OF MOUTH
The Marketing plan of PFS is a New Associates Natural Market, with two objectives in mind.
1. To help the new associate build a business with PFS starting part time, and when the timing is
right, make a career change.
2. To educate the consumer of our products and services through the FNA (Financial Needs
Analysis), to become 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, a FAST START AWARD, and qualified for DISTRICT LEADER in your 1st 30 days
The objective is to Build a Team, Identify and Develop People.
 Your Top 25 Training List
 Qualify your Top 10 – 4-6 Pointers
 Map out your schedule, starting part time
Results:
25 Training List
TOP 10
6 CLIENTS
3 New Recruits
Top 10 Each
18 Clients
9 Recruits
9 New Recruits
Top 10 Each
54 Clients
27 Recruits
27 New Recruits
Top 10 Each
162 Clients
81 Recruits
3 RECRUITS
 You get Field Trained One Time, Do It Right! See 10-15 KT’s Fast!
 Earn Your Fast Track Award.
(4 Life Clients and 3 Recruits in the first 30 days)
 Qualify for District Leader.
 Go to PFSU. Don’t Go Alone!
 Duplicate! Duplicate! Duplicate!
UNDERSTANDING OUR MARKET
The best qualification, those who most need our services,
and those who do the best in our business
1. Age 25-50
2. Married
3. Children
4. Own a home
5. Full time job $30,000+
6. Been in the area for 2 years or longer
o Working in the right market is critical to your success. If you work in the
right market, you will make money and build a solid business. If you work
in the wrong market, you can work very hard and get little results.
o Each one of the categories are worth one point: During your field training
make sure you see only 4-6 pointers. (If we train you right, you will do
the same).
o Are there exceptions? Yes . . .
o You can bring people 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.
The Prime of Lifers and Seniors
o Ages 50 and up
o Preparing for retirement or retired probably need help the most , parents,
aunts, uncles, etc… see during your training
o Need assets to be repositioned
o (CDs, 401K plans, pension funds, cash values, IRAs, etc.)
o Parents, grandparents that fit into this category could be seen during your
training .
TOP 25 / TRAINING LIST
•How your TOP 25 Multiplies…
•How To Learn Fast…
QUALIFY TOP 10-15 (See in 30-60 Days)
6-8 CLIENTS
= 20-40 REFERRALS
3 - 6 RECRUITS = 75-100+ NAMES (TOP 25’s)
I WILL TRAIN YOUR 3-4 RECRUITS TO START
BUILDING YOUR TEAM,
YOU SEE MORE PERSONAL CONTACTS AND THE REFERRALS
TO GET EXPERIENCE
THEN YOU TRAIN RECRUITS UNDER RECRUITS
BUILDERS MENTALITY
RECRUIT DIRECTS, BUILD TEAMS
SALES
RECRUITS
FOCUS ON RECRUITING
SALES ARE AUTOMATIC
The Process of the New Associate
•
•
HOW SOON DO YOU WANT TO GET PAID?
(EXPLAIN COMPENSATION REP, DISTRICT, DIVISION )
HOW SOON DO YOU WANT TO GET PROMOTED?
1. IBA (NEW ASSOCIATE MANUAL)
2. SET UP PFSU SCHOOL DATE (30 DAYS FROM NOW)
3. CALL 1-800-274-2609 TO SET UP TEST DATE
FOLLOWING COMPLETION OF SCHOOL
4. TOP 25 TRAINING LIST
5. QUALIFY BEST 10-15 (4-6 POINTERS)
6. START 30 DAYS OF FIELD TRAINING
7. SEE 10 IN FIRST 30 DAYS
8. FAST TRACK AWARD (3 RECRUITS, 4 LIFE CLIENTS = PALM TUNGSTEN)
9. GET SMART CERTIFIED
10. ATTEND PFSU
11. PASS EXAM (KEEP ALL TEST RESULTS FROM TESTING
CENTER AND TURN INTO OFFICE)
12. CONTINUE FIELD TRAINING APPOINTMENTS
13. GOAL TO BE PROMOTED TO DISTRICT LEADER
14. RECEIVE LICENSE FROM STATE
15. RECEIVE PFS WELCOME LETTER
16. START PERSONAL APPOINTMENTS
17. FIELD TRAIN WHEN READY (TEAM CAPTAIN OR RVP
APPROVAL)
18. GET SECURITIES LICENSED FOR INVESTMENTS
19. GOAL TO BE PROMOTED TO DIVISION LEADER
20. CONTINUE GOAL SETTING AND CLIMBING TO RVP!!
WHY YOU NEED TO GO IN THE FIELD ON
APPTS WITH YOUR FIELD TRAINER
(They have the knowledge – you have the credibility)
POSITIVES
1. You get Trained – You’re competent when
licensed
2. Build a Client Base – 8-10 people
3. Build a Referral Base – 50-75 families
4. Build a Team – 5-6 people
5. Promotion Day 1 of being licensed
6. Override your team – Day 1 of being licensed
7. Independent – Day 1 of being licensed
8. Recognition!!!
9. Fastest Way to RVP and Financial
Independence
50% Contract as a District Leader
NEGATIVES
1. Not Competent
2. Unable to get referrals
3. Not Confident
4. No Team
5. No Promotions at Time of License
6. Set the Example of how your team will
behave
7. Miss the FUN of recognition and
competition
-VS-
25% Contract as a Rep
Went on 10-15 Appointments
*Passed Life Exam
*3 Recruits
*$4,000 Life Sales (6 Life Sales)
No Appointments
*Passed Life Exam
*No Recruits
*No Life Sales Credit
*Split Commission w/ Field Trainer
EXAMPLE: ON YOUR OWN!!
$4,000 in life premium X 50% COMM.
= $2,000
1 Loan of $200,000 x .442% COMM.
= $884
EXAMPLE: ON YOUR OWN!!
$4,000 in life premium X 25% COMM.
= $1,000
Total = $2,884
Example: Not on your own (Split Sales)
$4,000 in life premium x 12.5% COMM.
= $500
1 Loan of $200,000 x .312% COMM
= $624
Example: Not on your own (Split Sales)
1 Loan split $100,00 x .312% COMM
= $312
Total = $812
* THE SUCCESS CYCLE *
WHY PEOPLE DON’T MAKE IT IN PFS … SOLUTION!
1.
2.
3.
4.
5.
6.
FEAR OF REJECTION…UNDERSTAND THE CRUSADE
FEAR OF FAILURE… PRODUCT KNOWLEDGE AND ACTIVITY SKILL
WORRIED ABOUT WHAT OTHERS THINK… FOCUS ON YOUR GOALS
NO WORK ETHIC…YOU DON’T HAVE BIG ENOUGH GOALS
DON’T STAY IN THE RIGHT MARKET…KT’S WITH 4-6 POINTERS
NO SPOUSAL SUPPORT…BUILD A TRACK RECORD OF SUCCESS
THE SUCCESS CYCLE
1.
2.
3.
4.
5.
6.
7.
8.
9.
BECOME A CRUSADER
SELL OUT TO RECRUITING & BUILDING
MASTER THE FUNDAMENTALS, PRODUCT KNOWLEDGE & SKILLS
COMPETENCE = CONFIDENCE
CONFIDENCE OVERCOMES FEAR
NO FEAR = ACTION (WORK)
ACTION + SKILL = RESULTS
RESULTS = BELIEF
RESULTS + BELIEF = SUCCESS
GOALS:
RVP / $100K / $200K / $500K / F.I.
PLAN:
BIG BASE SHOP / GET WIDE
RECRUIT & FIELD TRAIN DIRECTS, BUILD TEAMS
SCHEDULE:
9 - 12:00 PROSPECT (P/T WEEKENDS)
1 - 4:00 CALLS / INTERVIEWS
6 & 8:00 KT’S / FIELD TRAINING
SUNDAY NIGHT CALLS… SET 8 KT’S
III. THE SYSTEM
OUR PHILOSOPHY
ALL GOOD THINGS GO TO THOSE WHO BUILD A BIG BASE SHOP &
PRODUCE STRONG 1ST GENERATION RVPS
KEYS TO BUILD A BIG BASESHOP
•
•
•
•
•
•
•
•
•
•
•
•
RECRUIT, FIELD TRAIN & BUILD TEAMS
GET WIDE, DEVELOP INDEPENDENT DIRECT LEADERS
PERSONALLY TRAIN YOUR CORE PEOPLE
(1020 DIRECT LEADERS)
LEAD BY EXAMPLE
BUILD RELATIONSHIPS,FIELD TRAIN,SELL THE DREAM
BUILD CONFIDENCE, FIELDTRAINING / MEETINGS
PROMOTE BIG EVENTS
GOAL - PLAN - SCHEDULE (PART TIME & FULL TIME)
TEACH HOW TO SET GOALS
LEARN HOW TO WORK EFFECTIVELY
PROSPECTING - RECRUIT BY DAY, SELL BY NIGHT
MAX OUT SYSTEM
The Winning Game Plan
Recruit Directs, Build Teams,
Build a Big Base Shop, Promote Strong
1st Generation RVPs & $100,000 Earners
Personal Weekly Activity: 8 – 5 – 3 – 1 – 1
1. 30 Day Schedule (See 30 Day Schedule) / (See Max Out Plan)
2. Activity Plan
9:00 a.m. - 12:00 p.m. Prospect (Calls & One on One)
1:00 p.m. - 5:00 p.m.
Interviews & Setting Appointments
6:00 p.m. & 8:00 p.m. Field Training Appointments
3. Reward and Punishment:
Weekly 8 Presentations 5 FNA 3 Clients 1 SMART App 1 New Assoc.
Saturday Date Night Off ( Reward )
If Behind: (Cancellations, No Results, Etc.)
Work Saturday Afternoon (Push to Catch Up)
Work Sunday Afternoon ( Push to Catch Up )
IF YOU REALLY WANT TO WIN FOR YOU & YOUR FAMILY
(DO THE THING OTHERS WON’T , SO YOU CAN LIVE THE LIFE OTHERS DON’T)
SUCCESS IS NOT CONVENIENT ! ! !
4. Sunday Calls:
6:00 p.m. - 9:00 p.m. Set Personal & Field Training Appointments
9:00 p.m.
Team Conf. Call’s, MTD, Personal #’s
9:30 pm.
RVP & Team Conf. Call, MTD Team #’s
5. Every 60 - 90 Days
2 Day Honeymoon ( WORK HARD, PLAY HARD )
HAVE A PLAN FOR FINANCIAL INDEPENDENCE
FOR HOW EVER LONG IT TAKES TO WIN…
BECOME AN RVP
**6 DIRECT TEAMS**
AVERAGE $5,000 PREMIUM PER MONTH
5 RECRUITS
$200,000 SMART
$50,000 MUTUAL FUNDS
**RVP**
$30,000 PREMIUM
30 RECRUITS
$1,200,000 SMART
$300,000 MUTUAL FUNDS
$300,000
A YEAR INCOME
Money Management Principles
It’s not how much money you make that determines financial
independence – it’s how much you keep.
Everyone must make his or her own decisions about financial
management. Some common sense suggestions:
1)
Provide enough personal life insurance for your family until you
are financially independent – enough to cover several years of
lost income. Remember, you are trying to protect the loss of
income for the family for a period of years.
2)
Have a will and keep it current.
3)
Emphasize savings first, not spending.
- Pay yourself first
- Put savings where you can’t easily tap into it.
- Establish the mentality of two savings accounts:
- For you
- For taxes. Set aside a portion of your earnings to pay
taxes. Remember, as a Primerica representative, you are an
independent contractor and categorized as self-employed by
the tax authorities; therefore you must make your own tax
deposits.
Establish your emergency fund first (you can do it in three or
four months), then invest. You should diversify with
conservative investments and stay liquid with investments, in
this order:
- Emergency Fund, Savings Account or Money Market
- IRA / Keogh
- Mutual Funds
Be careful to avoid improper or shady tax shelters.
4)
Live below your means – not within your means.
- Watch nickels and dimes, dollars take care of themselves.
- Avoid buying durables until you can pay cash for them.
- Avoid using installment loans to pay for cars, appliances, furniture,
etc.
- Avoid using credit cards until you can pay them off monthly.
- Develop a budget and stick to it.
- Keep records and analyze them monthly
- Avoid carrying cash. It’s difficult to account for spending.
- Avoid allowances for household or any person.
- Avoid shopping without lists or window shopping.
5)
Don’t change your standard of living when your income moves up,
- Avoid making major changes for two years; reward yourself with
minor items.
- Put everything into savings and increase goals.
6)
Other ideas to consider.
- Keep your goals in front of you at all times.
- Include your spouse and children in working toward these goals.
- Buy your personal residence with the purpose of making money on
the investment.
- Buy, improve, and double your equity every two years.
- Don’t buy what you want, buy the best bargain.
- Buy “low” in the best neighborhood.
- Invest all your equity, keep your payments the same and
repeat until you reach your “dream home.”
- Save all part time income.
7)
Sample Goal:
Here’s how you might begin putting yourself on the road to financial
independence.
Divide monthly income:
- 50% for taxes and savings
- 50% for living and business expenses
- (No more than 20% should go toward business expenses.)
Example with $5,000 monthly income
$10,000 monthly income
$2,500 for taxes and savings:
$5,000 for taxes and savings
Savings
Taxes
Total
Savings
Taxes
Total
25% $1,250
25% $1,250
50% $2,500
$2,500 for living and business expenses:
Living
Business
Total
35% $1,875
15% $625
50% $2,500
25% $2,500
25% $2,500
50% $5,000
$5,000 for living and business:
Living
35% $3,750
Business
15% $1,250
Total
50% $5,000
Now, invest your savings:
The 1,250 you saved each month adds up to $15,642 in a year. Invest that
at 10%. With the “power of compound interest”, you can watch your money
grow!*
1 year:
2 years:
10 years:
$17,280
$55,459
$324,042
*Hypothetical examples are used only to illustrate the effects of the compound growth rate and are not indicative of a
guaranteed rate of return on any investment and not intended to demonstrate the performance of any actual investment
unlike actual investments, the illustrations use a constant rate of return of 8% without any fees or charges. Tax
deferred growth and tax-deductible contributions are taxed upon withdrawal. Assumptions are made about the
beginning of the compounding period and the rate of return.
During the first two years, when you’re working toward financial independence, remember:
- Work to increase your income.
- Don’t change your standard of living when your income grows.
- Put extra money into savings.
The Power of Partnership
Two people committed to a common goal can accomplish so much more than
one person.
If you want to build a big organization, don’t forget to include Partners
in your business. They can mean the difference between success and
failure.
Suggestions for including Partners in your business:
1) Make sure the Partner is at the kitchen table when you present
the concept and close the sale.
2) Get the Partner to the Opportunity Meeting, orientation meeting,
Fast Start School, and Partner’s meeting.
3) Recognize and reward the Partner and the Partner’s
organization.
Remember: The recruit’s Partner has more influence than anyone else.
The Partners in Primerica
Primerica, Partners are truly a part of the business. Their efforts are
recognized regardless of whether they are directly or indirectly involved.
Partnership at Primerica has two aspects:
1.
Personal Partnerships.
- A helpful, enthusiastic attitude is the foundation for a
successful partnership.
- Partners in Primerica strive to show this kind of attitude. They
try to:
- Give the licensed Partner the freedom to try the business.
- Set goals with the licensed Partner. Take care of things
on the “homefront”
- Give the licensed Partner moral support…be his or her
biggest cheerleader.
- Many partners who feel comfortable go a step further and do
whatever is needed to help the licensed Partner do his or
her job better.
- Help at the office of at home with administrative work.
- Help in the business and in some instances get licensed
(depending on the individual).
Every situation is different, and Partners must decide for themselves
what they feel comfortable with.
Working with New Partners
Be careful not to overwhelm new Partners.
Keep these points in mind when communicating with new Partners:
•
Some Partners need a period of time to learn and share their
concerns in a friendly, supportive atmosphere. Initially, just
concentrate on being a friend.
•
Don’t try to “sell” Partners who seem to have concerns about their
licensed Partner’s involvement with Primerica. Let them meet and
get to know you as a person. Let them ask questions. Be genuinely
concerned about them and their families.
•
Working in the office, organizing meetings, and doing things to help
the business can be intimidating initially. Commitment usually comes
with time.
•
Don’t tell Partners that they must become licensed and help recruit,
prospect, etc…
•
Stress to the new Partners that the role they take in Primerica is
entirely their own decision. Offer to help them determine their own
“comfort zone.”
SCHEDULE
ACTIVITY PLAN 8 5 3 1
•
•
•
•
9-12:00 PROSPECT(PART TIME WEEKENDS)
1-5:00 FOLLOW UP CALLS / INTERVIEWS
6-10:00 FIELD TRAINING
6-9:00 SUNDAY NIGHT CALLS
**Look at Events as an Investment.
Sell 10 tickets to each event.
10 Sold – 3 Show – 2 Clients – 1 Recruit
7 No Shows Follow up = 3 Appointments
Full Time
WEEKLY PLAN
Part Time
KITCHEN TABLES: 8 PER WEEK
CLIENTS: 3 PER WEEK
RECRUIT: 1 PER WEEK
INVITES : 5 PER WEEK
PROSPECT : 5 NAMES PER DAY
KITCHEN TABLES: 4 PER WEEK
CLIENTS:
2 PER WEEK
RECRUIT:
½ PER WEEK
INVITES:
3 PER WEEK
PROSPECT: 3 NAMES PER DAY
How To Max Out Your Week
Focus: 8 Presentations per week!!!
Sunday Night On the phone 6:00 p.m. - 9:00 p.m.
When Making Your Calls:
Priority #1.
Setup Field Training (Who Am I Training)
Goal 10 Unlicensed Rep’s
Work with the most ambitious
(The ones who show up to meetings)
Priority #2.
Personal Appointments
Confirmed 6:00 p.m. and 8:00 p.m.
Carry back Appointment during the day
or 8:00 p.m. last appointment of night
Overbook – (Goal is 4)
(Create a DROP BY LIST)
What time do they get home?
What’s the latest I can pop by?
Priority #3.
Referral System
Referrals on 3 x 5 cards
Referral box divided by Geographical Areas
Keep 15 or 20 Out, Drop By or Call
DISCIPLINE: DO THE THINGS THAT OTHERS WON’T
YOU CAN LIVE THE LIFE OTHERS DON’T
SO
HOW TO WORK EFFECTIVELY
30 DAYS PER MONTH
•
4 CLIENT / CAREER NIGHTS
•
4 DATE NIGHTS ( SATURDAY)
•
4 SUNDAY NIGHTS ( ON THE PHONE)
= 12 NIGHTS OUT OF THE FIELD (30 - 12=18)
18 X 2 PRESENTATIONS = 36 OPPORTUNITIES
36 @ 50% = 18 (50% FOR DARK HOUSE,NO SPOUSE,ETC…)
18 GOOD PRESENTATIONS =
FULL TIME = 10 CLIENTS / 4 RECRUITS
PART TIME = 5 CLIENTS / 2 RECRUITS
PUSH YOURSELF TO STAY ON TRACK
WORK SATURDAY & SUNDAY
AFTERNOONS
SUCCESS IS NOT CONVENIENT
KT PROCESS
RECRUIT PROCESS
STEPS OF QUALIFICATION
SHOW COMPENSATION
4 PAGE PRESENTATION
DVD / ULTIMATE OPP DVD / TICKET TO
FREEDOM
FNA INPUT
IBA / SCHEDULE / FAST START AWARD
CLOSE LIFE / SMART APP
OR GET COMMITMENTS
TOP 25 / Q-10-15 / 6-8 CLIENTS / 3-6 REC
SET RETURN APPOINTMENT
4 MINUTE DRILL… FAMILY/BEST FRIENDS
CO WORKERS / HOBBIES / CHURCH
CELL PHONE LIST
NEW ASSOCIATES MANUAL,SCRIPTS
CLIENT: 8-10 REFERRALS
SET 3
INVITE 3
SET THEIR PFSU DATE IN 30 DAYS
BUILDING PROCESS
BUILD DIRECT TEAMS
6 WIDE / 3 - 4 DEEP OF LICENSED FIELD TRAINERS
RVP
YOU
3 STEP
APPOINTMENT PROCESS
1ST APPOINTMENT
•
•
•
•
•
•
•
•
•
INTRO QUESTIONS
PRESENTATION / (VIDEO)
FNA INPUT SHEET
CLOSE LIFE OR GET COMMITMENTS FOR 2ND APPT,
COMPLETE SMART APP.
COMPLETE 10 REFERRALS
GET THE FACTS BROCHURE
BRING TO NEXT MEETING
SET 2ND APPT (DURING DAY IF POSSIBLE) OR 8:00 APPOINTMENT
(SEND THANKYOU CARD & NEXT APPT DATE)
• 2ND APPOINTMENT
•
•
•
•
DELIVER FNA
CLOSE SMART
CLOSE IRA / M.F. / EMERGENCY ACC.
MORE REFERRALS
(HAVE THEM CALL 3 / GET LETTERS SIGNED )
• 3RD APPOINTMENT
•
•
DELIVER POLICY
UPDATE ABOUT REFERRALS
5 KEYS TO BUILDING
A BIG BASESHOP
1. GET WIDE (Personally)
- Recruit Directs - Build Teams
2. DO IT FIRST (Lead by Example)
- Recognize Others Who Do It
3. BUILD RELATIONSHIPS
- People Quit on a Boss, Not a Friend
4. BUILD CONFIDENCE
- By Your Example Field Training
- Teaching the Fundamentals
5. BIG EVENTS
- Bigger Vision
- Emotional Experience
$100,000+ YR ACTIVITY PLAN
SUNDAY NIGHT 6:00 – 8:30 PM
(YOU HAVE 6 KT’S* SET FOR THE NEXT WEEK)
*THE RIGHT MARKET 25-45, MARRIED, KIDS,HOME
6 KT’S SET X 4 WEEKS = 24 KT’S SET
=
24 X 50% CANCEL OR RESCHEDULE = 12 CONDUCTED
=
12 X 50% CLOSE RATIO / 25% RECRUIT RATIO = 6 & 3
=
RESULTS MONTHLY
6 LIFE X $900 AVG. PREMIUM = $ 5,000 & 3 RECRUITS
1 OR 2 LOANS & 1OR 2 INVESTMENTS ROLLOVERS
$3,000 TO $6,000 PERSONAL INCOME
RVP: AFTER REPLACEMENT, EXCHANGE…
MULTIPLIED BY 5 FIELDTRAINERS (YOU & 5)
$30,000 BASESHOP PREMIUM
15 RECRUITS
$900,000 SMART (150K AVERAGE)
$120,000 INVESTMENTS (20 K AVERAGE)
$250,000 YR INCOME
6 = $30,000 / $250,000 yr income
12 = $60,000 / $500,000 yr income
18 = $90,000 / $750,000 yr income
24 = $120,000 / $1,000,000 yr income +
1 RECRUIT / TOP 25 / QUALIFY TOP 10-15 / 6-8 SALES & 3-6 RECRUITS
WEEKLY ACTIVITY MANAGER
GOAL
WEEKLY
PROSPECTS
20
CALLS
100
INTERVIEWS
10
INVITES
10
KT'S
8
IBA'S
1
PREMIUM
2,000
S-SUBM
$200K
S-CLSD
$100K
FUNDS
$10K
MON
TUE
WED
WEEK OF: _________
THURS
FRI
SAT
SUN
KT'S
MTD #'S
IBA'S
PREM S- SUBM S-CLSD FUNDS 1
PERSONAL
2
TEAM
3
4
INTERVIEWS
5
1
6
2
7
3
8
PROSPECTS
4
5
1
6
2
7
3
8
4
9
5
10
6
7
INVITES TO MEETING
8
1
9
2
10
3
11
4
12
5
13
6
14
7
15
TOTALS
ACTIVITY PLANNER
NAME: __________________________________SPOUSE __________________________________
ADDRESS: ___________________________________________________ZIP___________________
PHONE/HM____________________ WORK__________________ CELL_______________________
RECRUITER_______________________________MANAGER_______________________________
SCHEDULE
9:00 AM
to
12:00 PM
1:00 PM
to
5:00 PM
6:00 PM
to
11:00 PM
MON
TUE
WED
THU
FRI
SAT
SUN
MON
TUE
WED
THU
FRI
SAT
SUN
MON
TUE
WED
THU
FRI
SAT
SUN
PLEASE CROSS OUT THE TIMES YOU CANNOT WORK THE BUSINESS
Top Ten Referrals
Name
Address
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
Phone
Numbers
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
C:
H:
W:
Married
Kids
Owns
Home
25 to 50
+ $30,000
BUILDING A BIG BASESHOP
YOU
TEAM BUILDER
UNLICENSED
LICENSED
TEAM CAPTAINS
FIELD TRAIN
TRAIN / COACH
COACH/ ACCOUNTABLE
(90 DAYS OR LESS ONLY)
1ST GENERATION RVPS
LEADERSHIP TEAM
ACCOUNTABILITY SYSTEM
RVP
TEAM CAPTAIN
TEAM CAPTAIN
TEAM CAPTAIN
TEAM CAPTAIN
TEAM CAPTAIN
SUNDAY:
•6:00 P.M. - 9:00 P.M.
1) FIELD TRAINING APPTS.
2) SET PERSONAL APPTS.
3) CALL REFERRALS
•9:00 P.M.
TEAM CAPTAIN CONFERENCE
CALL WITH DIRECTS
1-646-519-5800
(ENTER PASSCODE)
•9:30 PM.
RVP CONFERENCE CALL WITH
TEAM CAPTAINS
UPDATE GOOGLE SPREADSHEET DAILY
TEAM CAPTAINS
WEEKLY TEAM CAPTAIN CONFERENCE CALLS:
THURSDAYS 9:30 PM PST.
•
•
CALLS WILL BE IN HIERARCHY’S OF $500,000+ EARNERS…
CHRIS HOWARD / BRENDAN MURTON / BRANDON NEIL…
HOSTED BY THEM AND TOP RVP’S
( YES… WE NEED MORE $500,000 EARNERS !!! )
•
EVERYONE IS WELCOME TO LISTEN IN ON THE CALLS,
PLEASE PLUG INTO YOUR CALL, CHECK WITH YOUR RVP FOR
YOUR CALL IN NUMBER AND PASS CODE
•
THE 3RD THURSDAY OF EACH MONTH WE WILL COMBINE THE
CALLS AND HAVE ALL HIERARCHY TEAM CAPTAINS
TOGETHER, TEAM CAPTAINS PLEASE UPDATE YOUR #’S ON
THE SPREADSHEET BEFORE THE CALL…
•
THE TOP TEAM CAPTAINS MTD. WILL BE THE SPEAKERS
PLEASE GIVE TIPS AND SUCCESS STORIES ON THE CALL FOR
OTHERS LISTENING IN…
•
HOW DO I QUALIFY TO BE A TEAM CAPTAIN? GLAD YOU
ASKED… $100,000 BUILDERS PREMIUM IN A 3 MONTH PERIOD
(BUILDERS PREMIUM IS LIFE PREMIUM X RECRUITS)
(10,000 OF LIFE PREMIUM X 10 RECRUITS = $100,000 OF BUILDERS PREMIUM)
•
EXAMPLE: THIS IS YOUR TEAMS BASESHOP PRODUCTION
AVG $4000 X 3 RECRUITS PER MO FOR 3 MONTHS =
$12,000 X 9 RECRUITS = $108,000 BUILDERS PREMIUM
MAINTAIN MOMENTUM
TEAM DYNASTY SCHEDULE
THE YEAR OF LEADERSHIP
AND DEVELOPING LEADERS
BUILDING FROM EVENT TO EVENT
**JAN – KICKOFF NEW YEAR**
**JAN – CITY WIDE OPP. NIGHT ( 2 WEEKS LATER)**
JAN - FEB CONTEST
MAR- APRIL CONTEST
MARCH FSS
MAY FSS
**APRIL – WEST COAST CONVENTION LA**
MAY – JUNE – JULY
CONTEST
SEPT - OCT CONTEST
FSS
AUG RETREAT/CONVENTION
NOV.
SUPER MONDAY’S 3RD MONDAY OF THE MONTH
BUILD YOUR TEAM FROM EVENT TO EVENT!!!
PROMOTIONS! RECOGNITION! COMPETITION!
MASTER THE FUNDAMENTALS
ACTIVITY
PROSPECTING
SETTING APPOINTMENTS
RECRUITING
PRESENTATIONS
OVERCOMING OBJECTIONS
CLOSING FNAS
REFERRALS
FIELD TRAINING
PRODUCTS
SMART
INSURANCE
INVESTMENTS
LEGAL PROTECTION
FNA
AUTO & HOME
BALANCE BOTH OF THESE. DON’T FOCUS ON ONE
MORE THAN THE OTHER. IF YOU FOCUS ON
BUILDING FIRST, THE SALES (CLIENTS) WILL BE
AUTOMATIC.
MEETINGS / BIG EVENTS/ OPP NIGHTS
ARE THE KEY TO BUILDING A TEAM!
Smart Loan Process
1.
Complete FNA Input Sheet and Smart
Application.
2.
Turn Smart Application Into Office for Review
and Faxing to Solution Center.
3.
Receive Conditional Loan Worksheet from
Solution Center.
4.
Call Client, Verify Information is correct on
loan worksheet Key Points: amount over
minimum credit card payment & % of income
to budget from FNA.
5. Set Return Appointment.
6.
Prepare TOTAL SOLUTION WORKSHEET
(POL-SUPPORT SYS-DEBT MGMT-US-TOTAL SOL. WKSHT)
7. At appointment, explain Smart Presentation,
present Proposal / Solution
8. Call Solution Center with Client to order
Appraisal 1-800-737-6011.
9. Appraisals confirmed, Set Closing Date.
10. Client Approves Loan Documents, Enroll in
Equity Builder Program, (confirm acceleration
amount ) Agent Sets Up Money Market
Account for Taxes and Insurance,
11. Complete all Other Products.
Investment Process
1. Explain Asset Management Brochure to client.
2. Complete Investment Profile Questionnaire.
3. Set up the three fundamental accounts.
(Emergency, Short term, Retirement)
4. Review Goals, Dreams & Objectives from
FNA. (College, Retirement, Home, etc.)
5. Present Investment Portfolio Options.
6. Complete Fund Applications
(Must be turned into office within 24 hours.)
7. Leave Prospectus with Client.
8. Invite to Client/Business Orientation.
9. Send Congratulations and Thank you note
to client.
PRODUCT COMPENSATION
LOAN OF $200,000
RANK
RVP
REGIONAL
DIVISION
DISTRICT
SR REP
REP
%
1.232%
.827%
.573%
.442%
.364%
.312%
$ COMP AMOUNT
$2,464
$1,654
$1,146
$884
$728
$624
LIFE $1000 ANNUAL PREMIUM ($83/MONTH)
RANK
RVP
REGIONAL
DIVISION
DISTRICT
SR REP
REP
%
95%
70%
60%
50%
35%
25%
$ COMP AMOUNT
$950
$700
$600
$500
$350
$250
(If monthly 75% advanced)
MUTUAL FUNDS $30,000 + (RESIDUALS*)
RANK
RVP
REGIONAL
DIVISION
DISTRICT
SR REP
REP
($ X SALES CHG X %)
57%
38%
27%
21.75%
18.6%
16.5%
$ COMP AMOUNT
$855
$570
$405
$326
$279
$247
ANNUITY OF $30,000 + (RESIDUALS*)
RANK
RVP
REGIONAL
DIVISION
DISTRICT
SR REP
REP
* SEE DETAILS IN PROSPECTUS
%
54%
36.3%
26%
20.8%
17.68%
15.6%
$ COMP AMOUNT
$1,053
$708
$507
$405
$344
$300
Smart Compensation
Commission Paid on $200,000 Solution
•
•
•
•
•
•
REP
.312% = $624
Sr. REP
.364% = $728
District
.442% = $884
Division
.573% = $1,146
Regional .827% = $1,654
RVP
1.232% = $2,464
($200,000 Average Loan)
Regional Leader : 2 personal loans
$400,000 x .827% = $3,308
Personal Bonus ( $400. mo. / $4,800. yr )
Override 3 Direct District x 1 loan each
$600,000 x .385% = $2,310
$3,308+ $2,310 + $400 = $6,018 per month
$72,216 Per Year
Compensation Example
Life Client $83.mo. / $1,000 Annual
District mgr.
50% = $500 / $375
( 75% Advanced 25% yr. end )
Regional mgr. 70% = $700 / $525
75% Advanced 25% yr. end )
Smart Loan $200,000 Restructure
District mgr
Regional mgr
.442% = $884
.827% = $1,654
District mgr
Personal :
5 Life Clients / 1 Smart / 3 IRA Rollovers = $3,809
Regional mgr
Personal :
5 Life Clients / 1 Smart / 3 IRA Rollovers = $5,554
Over ride : 2 District mgr’s
6 Life Clients / 3 Smart / 3 IRA Rollovers = $3,435
Total $8,989 Income
(
RVP Compensation Example
Life Client $83.mo. / $1,000 Annual
District mgr. 50% = $500 / $375
( 75% Advanced 25% yr. end )
Regional mgr. 70% = $700 / $525
( 75% Advanced 25% yr. end )
RVP 95% = $950 Plus Bonus
Smart Loan $200,000 Restructure
District mgr
.442% = $884
Regional mgr
.827% = $1,654
RVP
1.232% = $2,464
Regional Vice President
Personal :
5 Life Clients / 2 Smart / 3 IRA Rollovers =
Personal Income $10,350
Over ride :
6-8 District Managers:
25 Life Clients / 6 Smart / 10 IRA Rollovers=
Override Income $19,828
Life Bonus $6,750
SMART Bonus $3,000
Total Income $39,928
Appointment
Setting
2 Things You Can Control:
1. Your Attitude
2. Your Activity
--Art Williams
“The Art of Communication
is Asking Questions”
•
•
Questions Guide a Conversation
Questions Control a Conversation
•
The person that asks the last question is in control
of the conversation.
•
Become a great communicator by asking questions;
the #1 topic people like to talk about is themselves
and their family ….
•
A Tie Down: is a question at the end of a sentence
i.e.…If you could earn an extra $1,500 to $2,000 per
month part time would that interest you?
•
Alternate of Choice: is a question with two
choices
i.e.…I could meet with you on
Monday or would Tuesday be better?
•
A Porcupine: Answer their question with a question
i.e.…Is this sales? Do you have experience in sales
or management?
Drop by face to face
Warm market or Referrals
Very Effective: Have a new recruit introduce
you to their top 5 contacts
Stop by their house or work, don’t take anything to
the door…
(New Assoc.) Hello_________,
I want you to meet someone, this is __________.
(Mgr.) Hi_________, I’m training (New Associate) in my
company, and_________ was telling me about you
and said you’d do very well in my company…
I don’t know if you would be interested or not, but I’d
like to show you what we do and the money
involved.
(If at their house)
Do you have a few minutes?
(Get your info. If the spouse is available do a KT, if
not show them a little or video & set a KT)
(If they’re at work or the timing’s not good –
Set an appt)
I’m available (mon) or is (tues) better? Great! Is
(6:00) ok, or would
(8:00) be better?
“What do you do?”
We deal in financial services; we are the marketing
division for Citigroup.
Character Reference
(New Associate Calling Reference/Friend)
Hello (friend) , This is (New Associate)
How are things going? ( Chit Chat )
,
The reason I’m calling is, I’m in training and working
on a second career. I’ve listed you as a
character reference.
You’ll be receiving a phone call from
( ___________ ) who is training me.
Say some good things about me ok?
Great ! Thanks, I really appreciate it.
If they ask, what are you doing or Why is he/she
calling me?
I’m going into Financial Services.
This is for my character reference ….
Character Reference
Training Appointments
(Field Trainer Calling To Set An Appointment)
Character Reference for:_____(New Associate)____________
Field Trainer:___________________________________________
Calling:
Hello! Is _______ there? (Wait For Answer) My name is ________ and I’m calling
in regards to (New Assoc.), Do you know ______? (WFA) Great!
(New Assoc.) is in the application process with our company and has listed you as a
character reference. Do you have a couple of minutes?
A) How long have you known _______?
B) How do you know each other?
C) We are in the financial services industry and _____ may be handling large
sums of money. Do you feel he/she has a high degree of integrity?
D) _______ is getting licensed through the state of Nevada and has to go through
some training appointments before he/she can go to school.
F) Would (new assoc) have enough credibility with you and (spouse’s name) to
where you’d help him out with a training appointment? (WFA) Great!
He/she’s scheduled to work on ______ and ______ this week, which day would be
better for you and (spouse)? Great. What time is better, 6:00 or 8:00pm?
Do me a favor, let (spouse) know and put it on your calendar so you don’t forget.
Okay, great! See you ______ at _______. Bye
Why Do I Need My Spouse?
There are questions for both of you, it will only take about 20-30 minutes,
unless you have a lot of questions . (Go back to F)
What does it involve?
He/She will be doing individual as well as company presentations this is just part of
his training. (Go back to F)
What’s it about?
We deal in financial services. We’re the marketing division of Citigroup. They own
companies like Citibank and Smith Barney. (New Assoc..) is beginning his/her
training process and will be learning how to give group and individual
presentations. Would you be willing to help ______ with a training
appointment? (Yes/Great)
So what day would be better ______ or
______ Ok is 6:00 pm good or 8:00 pm better? (Great) Could you put that on
your calendar and let (spouse) know, look forward to meeting you.
Leaving a message (answering machine):
This is _______. I’m calling in regards to _______. _________ has listed you as a
character reference on an application with our company. I have just a couple
of questions regarding ______. I can be reached at xxx-xxxx.
New Associates Top 25 Training
List
Best Friends, Closest Family Members, Co
Option 1Workers
– Go See Them Now
Hello _________, (Chit Chat) Are you and _________ going to be home _________ (night)?
Great! I have something I want to show you, and somebody I want you to meet. Would
(time) or (time) be best?
WHAT IS IT?
I can’t explain it over the phone. I need to show you some information and I have
someone I want you to meet. I’m gona stop by. Is 6:00 good or is about 8:00 better?
-ORI have some time available on
(day)
or would (day) be better? (WFA) OK.
Would (time) or (time) work best?
WHAT IS IT ABOUT?
I’m in training with a financial services company. They are the marketing division for
CITIGROUP. They own companies like Citibank and Smith Barney. I would like
to show you some things and get your opinion. Grab your calendar. I have
some time available on _________ or __________. Which would work best? (WFA)
OK.
So would (time) or (time) work best?
Do me a favor, let (spouse)
know and put it on your calendar so you don’t forget.
Okay, great! See you _______ at _______. Bye!
Option 2 - Friends or Relatives that you respect their opinion
Hello ____________. This is _________________.
How are things going? (Chit Chat)
The reason I’m calling is I am starting a new second career and I have to get a
license through the state of Nevada. 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) Great!
WHAT IS IT ABOUT?
I’m working with a financial services company. They are the marketing division of
CITIGROUP. They own companies like Citibank and Smith Barney. It’s very
exciting. I would like to show you some things and get your opinion. I have
some time available on __________ or __________. Which would work best. (WFA)
GREAT! So would (time) or (time) work best?
So me a favor, let (spouse) know and put it on your calendar so you don’t forget.
Okay, great! See you ___________ at __________. Bye!
Setting appointments
in a new recruits warm market, or referrals
Hello_________,
My name is _________. We have a mutual friend
__________.
__(Mutual Friend)____ was telling me about you and said you’d do
great in my company. I don’t know if you would be
interested or not, but I’d like to show you what we do
and the money involved.
Do you keep your options open?
(on the phone) (yes) Great! I’m available
(mon) or is (tues)
better? Great! Is (6:00) ok, or would (8:00) be
better?
“What do you do?” We deal in financial services; we
are the marketing division for Citigroup.
Do you have a background or experience in finances?
“No” That’s ok, because we provide all the training.
So how about we get together. I’ll show you what we
do and the money involved and we’ll see if it peaks
your interest. What day is best for you? (mon) or
___(tues)______?
“Yes” Great! Than you’ll catch on real quick. So how
about we get together. I’ll show you what we do and
the money involved and we’ll see if it peaks your
interest. What day is best for you? ___(mon)______ or
___(tues)______?
Business Cards / Directories/ Cold Contacts
Setting Appointments for Interviews / Presentation
INTERVIEW SCRIPT:
HELLO, IS ___________THERE?
HI, MY NAME IS _______________HOW ARE YOU DOING TODAY?
I’M IN CHARGE OF EXPANSION FOR MY COMPANY IN THE (city you live), I
DON’T KNOW YOUR CURRENT JOB SITUATION, BUT I’D LIKE TO KNOW
IF YOU KEEP YOUR OPTIONS OPEN?
(WAIT FOR ANSWER)
I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR BUSINESS PLANS AND
THE MONEY INVOLVED. DO YOU HAVE SOME TIME TOMORROW OR
WOULD LATER IN THE WEEK BE BETTER?
IF YOU GET AN ANSWERING MACHINE:
I’M LOOKING FOR ___________. MY NAME IS___________.
MY PHONE NUMBER IS ____________. THE REASON I’M CALLING IS THAT I
AM IN CHARGE OF EXPANSION WITH MY COMPANY AND YOUR NAME
WAS REFERRED TO ME AS SOMEONE WHO MIGHT BE INTERESTED IN
LOOKING AT A CAREER CHANGE IF THE POSITION AND MONEY WERE
RIGHT. IF SO, CALL ME AT _______________. THANK YOU.
HOW TO HANDLE OBJECTIONS:
#1 HOW DID YOU GET MY NAME?
ARE YOU FAMILIAR WITH THE METHODS CORPORATE RECRUITERS
USE IN ORDER TO OBTAIN TOP QUALITY PROPECTS
WELL, WE USE THOSE SAME METHODS. WOULD YOU BE INTERESTED
IN A CAREER CHANGE IF THE MONEY WAS RIGHT?
#2 WELL, WHAT IS IT?
WE DEAL IN FINANCIAL SERVICES, DO YOU HAVE A BACKGROUND OR
A DEGREE IN FINANCE?
NO, GREAT! THAT’S OK, WE PROVIDE ALL THE TRAINING. SO HOW
ABOUT WE GET TOGETHER, I’LL SHOW YOU WHAT WE DO & THE
MONEY INVOLVED AND WE’LL SEE IF IT PEAKS YOUR INTEREST. WHAT
DAY IS BEST FOR YOU ___(mon)______ or ___(tues)______?
YES, GREAT! THEN YOU’LL CATCH ON REAL QUICK! SO HOW ABOUT
WE GET TOGETHER, I’LL SHOW YOU WHAT WE DO & THE MONEY
INVOLVED AND WE’LL SEE IF IT PEAKS YOUR INTEREST. WHAT DAY IS
BEST FOR YOU ___(mon)______ or ___(tues)______?
#3 I WANT MORE INFORMATION.
CAN YOU GET ME MORE INFORMATION?
YOU’RE IN MANAGEMENT?
HAVE YOU BEEN IN MANAGEMENT BEFORE?
WELL I’M SURE YOU’VE HEARD THE PHRASE, “TIME IS MONEY” HAVE
YOU HEARD THAT PHRASE BEFORE? WELL, YOU KNOW THAT TIME IS MONEY AND
MY TIME IS VERY VALUABLE AND I’M SURE THAT YOUR IS ALSO. IF I COULD GET THE
INFORMATION TO YOU OVER THE PHONE, AND IF I COULD GET THE INFORMATION
THAT I NEED TO GATHER FROM YOU OVER THE PHONE, OBVIOUSLY, I WOULD DO IT
SO WE WOULDN’T HAVE TO WASTE TIME FOR EITHER OF US TO GET TOGETHER.
BUT IS CAN’T BE DONE OVER THE PHONE. HOW ABOUT WE GET TOGETHER, I’LL
SHOW YOU WHAT WE DO & THE MONEY INVOLVED AND WE’LL SEE IF IT PEAKS YOUR
INTEREST. WHAT DAY IS BEST FOR YOU ___(mon)______ or ___(tues)______?
SO YOU’RE COMFORTABLE WHERE YOU ARE AT.
WELL, YOU SHOULD FEEL VERY FORTUNATE TO HAVE OBTAINED THE
POSITION THAT YOU HAVE, BECAUSE MOST PEOPLE ARE REALLY FRUSTRATED AND
NOT SATISFIED WITH WHERE THEY ARE AT, SO THAT’S A TRIBUTE TO YOU. I
WONDER IF YOU COULD DO ME A FAVOR.
DO YOU HAVE A PEN AND PAPER HANDY? PLEASE TAKE THIS DOWN.
MY NAME IS GARY, G-A-R-Y, SMITH, S-M-I-T-H AND MY NUMBER IS __________.
WOULD YOU REPEAT THAT BACK TO ME? GREAT. WHAT I’D LIKE FOR YOU TO DO IS,
IF YOU RUN INTO SOMEBODY THAT’S NOT AS SATISFIED AS YOU ARE-IF THEY’VE
PEAKED IN THEIR CAREER AND THEY’RE LOOKING FOR SOMETHING BETTER, YOU
MIGHT GIVE THEM MY NAME AND NUMBER AND SEND THEM MY WAY. BUT PLEASE,
________DON’T SEND ME ANYBODY THAT YOU WOULDN’T HIRE YOURSELF. THANKS
FOR YOUR TIME. I APPRECIATE IT. IF YOU WOULD DO THAT FOR ME, THAT WOULD
BE GREAT.
#4
NO
#5 YES
GREAT! I’M AVAILABLE ON TUESDAY, OR IS WEDNESDAY BETTER? HERE
ARE THE DIRECTIONS TO MY OFFICE. (GIVE DIRECTIONS) MY TIME IS VERY
VALUABLE, SO I HOPE YOU’RE NOT THE KIND OF PERSON WHO SAYS YOU’LL DO
SOMETHING AND NOT DO IT, ARE YOU? IF FOR SOME REASON YOU CAN’T MAKE IT,
YOU NEED TO CALL ME AND LET ME KNOW, AND I’LL DO THE SAME FOR YOU. IT’S
JUST COMMON COURTESY. DO YOU AGREE?
(IF THEY SOUND LIKE THEY MIGHT NOT SHOW UP) LOOK, MY TIME IS VERY
VALUABLE AND I CAN’T AFFORD TO SCHEDULE THE TIME IF YOU AREN’T
INTERESTED. I’D PREFER YOU LETTING ME KNOW NOW.
Scripts for the Field Trainer to Follow
3 Categories (New Associates Warm Market)
INTERVIEW SCRIPT
HELLO, IS __________THERE? HI, ________MY NAME IS __________HOW ARE YOU
DOING TODAY? WE HAVE A MUTUAL FRIEND ________ HE/SHE WAS TELLING ME
ABOUT YOU AND SAID YOU WERE VERY AMBITIOUS AND SAID YOU COULD DO WELL
IN MY COMPANY. (WFA) HOW LONG HAVE YOU BEEN _________? HOW LONG HAVE
YOU LIVED IN __(CITY)___? I’M IN CHARGE OF EXPANSION IN THE AREA, I DON’T
KNOW IF YOU’D BE INTERESTED OR NOT BUT I’D LIKE TO SHOW YOU WHAT WE DO
AND THE MONEY INVOLVED…DO YOU HAVE SOME TIME TOMORROW OR WOULD
LATER IN WEEK BE BETTER? (WFA) GREAT, HOW ABOUT 11:30 OR WOULD LATER IN
THE AFTERNOON BE BETTER?
FNA APPOINTMENT SCRIPT
HELLO IS __________THERE? HI ________MY NAME IS _________HOW ARE YOU
TODAY? WE HAVE A MUTUAL FRIEND _________, HE/SHE WAS TELLING ME ABOUT
YOU AND SAID YOU COULD DO WELL IN MY COMPANY. HE/SHE SAID YOU WERE
VERY AMBITIOUS, IS THAT RIGHT? (WFA) I’M IN CHARGE OF EXPANSION IN THE
AREA. WE ARE THE MARKETING DIVISION FOR CITIGROUP AND PLAN TO OPEN
SOME OFFICES IN THE AREA. I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR
BUSINESS PLANS AND THE MONEY INVOLVED, WHAT TIME DO YOU USUALLY GET
HOME FROM WORK? OK, I COULD STOP BY MONDAY OR WOULD TUESDAY BE
BETTER? GREAT, WOULD ABOUT 6:00 BE OK, OR WOULD 8:00 BE BETTER? GREAT,
IF YOU WERE TO MAKE A CAREER CHANGE OR GET INVOLVED WITH ME ON A PART
TIME BASIS WOULD YOU WANT YOUR WIFE/HUSBAND TO KNOW ABOUT IT? YES,
COULD HE/SHE BE THERE ALSO? YES, GREAT IF YOU WOULD JOT DOWN
WEDNESDAY 6:00 ON YOUR CALENDAR, I”LL SEE YOU THEN.
INVITE TO OPP SCRIPT
HELLO IS __________THERE? HI ________MY NAME IS _________HOW ARE YOU
TODAY? WE HAVE A MUTUAL FRIEND _________, HE/SHE WAS TELLING ME ABOUT
YOU AND SAID YOU COULD DO WELL IN MY COMPANY. HE/SHE SAID YOU WERE
VERY AMBITIOUS, IS THAT RIGHT? (WFA) I’M IN CHARGE OF EXPANSION IN THE
AREA. WE ARE THE MARKETING DIVISION FOR CITIGROUP AND PLAN TO OPEN
SOME OFFICES IN THE AREA. I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR
BUSINESS PLANS AND THE MONEY INVOLVED. THIS WEEK WE HAVE A BUSINESS
OVERVIEW THURSDAY AT 7:30PM AND SATURDAY AT 9:00AM WHICH WOULD BE
BETTER FOR YOU? I’D LIKE TO MEET WITH YOU BEFOREHAND COULD YOU BE
ABOUT 20 MINUTES EARLY? GREAT, DO YOU HAVE A PENCIL AND PAPER AND I
WILL GIVE YOU DIRECTIONS TO MY OFFICE.
Plan for Prospecting
9:00am to 12:00pm
Mon
3-10
New
Contacts
Tues
3-10
New
Contacts
Wed
3-10
New
Contacts
Thurs
3-10
Friday
3-10
New
Contacts
New
Contacts
Sat
(BEST FOR
PART
TIMERS)
Sun
In 48 hrs call Mon names on Wed
In 48 hrs call Tues names on Thurs
In 48 hrs call Wed names on Fri
In 48 hrs call Thurs names on Sat
In 48 hrs call Fri names on Sun
• Follow up, Follow up, Follow up!
• Repeat Steps Beginning of the Week
Another good plan is, 2 days of contacts,
one day of follow up calls…
FACE TO FACE
PROSPECTING SCRIPT
FIRST BREAK THE ICE
START A CONVERSATION OR ASK FOR HELP
(MAKE SMALL TALK)
HOW LONG HAVE YOU WORKED HERE?
HOW DO YOU LIKE IT?
HOW LONG HAVE YOU LIVED IN THE AREA?
WHAT DOES YOUR HUSBAND/WIFE DO?
DO YOU HAVE KIDS?
ASK QUESTIONS = GOOD CONVERSATION
“MY COMPANY IS EXPANDING, WE’RE TRAINING PEOPLE IN
MANGEMENT.”
DO YOU KEEP YOUR OPTIONS OPEN?
DO YOU HAVE SOME TIME YOU COULD MAKE SOME MONEY ON
THE SIDE
(SURE) GREAT, GIMMIE YOUR NAME AND NUMBER AND I’LL GET
YOU SOME INFORMATION
(SURE) BUT WHAT DO YOU DO?
“WE DEAL IN A BROAD RANGE OF FINANCIAL SERVICES,
WE
ARE THE MARKETING DIVISION FOR CITIGROUP,
I
DON’T HAVE A LOT OF TIME RIGHT NOW, BUT GIMMIE YOUR
NAME AND NUMBER I’LL GET YOU SOME INFORMATION.”
(GET THEIR NAME AND NUMBER)
GREAT, I’LL CALL YA IN THE NEXT FEW DAYS!”
PROSPECTING FOLLOW UP
CALLING BACK TO SET
AN APPOINTMENT
“HELLO________________, THIS IS ______________. I MET YOU
THE OTHER DAY AT ______________. HOW ARE THINGS
GOIN? ARE YOU KEEPING BUSY? (MAKE SMALL TALK)
“ I WANT TO SEE HOW YOUR SCHEDULE IS, WHAT TIME DO YOU
USUALLY GET HOME FROM WORK?”
(WAIT FOR ANSWER)
“I WANTED TO DROP BY SOME INFORMATION TO YA,
WHAT AREA OF TOWN DO YOU LIVE IN?”
(WAIT FOR ANSWER)
“WHAT’S YOUR ADDRESS?”
(WAIT FOR ANSWER)
“DOES YOU HUSBAND/WIFE WORK? IF I COULD I’D LIKE TO GET
WITH BOTH OF YOU, BECAUSE IF YOU DECIDE TO COME TO
WORK WITH US PART TIME OR CONSIDER A CAREER
CHANGE, YOU’D WANT (HIM/HER) TO KNOW ABOUT IT
WOULDN’T YOU?”
“I COULD STOP BY (MONDAY) OR WOULD (WEDNESDAY) BE
BETTER? OKAY IS (6:00) GOOD OR (8:00) BETTER ?
“GREAT, COULD WRITE THAT DOWN IN YOUR CALENDAR SO YA
DON’T FORGET, AND I LOOK FORWARD TO MEETING WITH
YOU !”
SUCCESS IN PRIMERICA
It’s a Business of Activity…
You can only control how many people you see
It’s a Numbers Game…
You can’t control who does business with you, you can’t
control who comes to work with you…
•
•
Always add to your Referral & Prospecting Bank.
You always need places to be & people to see
SUCCESS FORMULA: 8 – 5 – 3 – 1 – 1 WEEKLY
8 KT’S / 5 FNA’S / 3 LIFE & MF CLIENTS /
1 SMART CLIENT / 1 RECRUIT
MASTER GETTING REFERRALS
THE STEAM METHOD
• SALESPERSON
• TEACHER
• ENTHUSIASTIC
• AMBITIOUS
• MONE MOTIVATED
(WHO DO YOU KNOW)
My business is expanding, I am looking for a few sharp
salespeople… Who do you know in sales? Etc….
HOW TO GET REFERRALS
AT THE KITCHEN TABLE
•
•
•
•
•
•
•
•
•
•
•
•
JOHN AND MARY, MOST COMPANIES CHARGE
$500 TO $1500 FOR A FINANCIAL ANALYSIS
OUR FNA IS COMPLIMENTARY, BUT WE DO
REQUEST 10 TO12 REFERRALS
SO I WANT EACH OF YOU TO THINK OF 5 OR 6
COUPLES, WHO COULD BENEFIT FROM
HAVING AN FNA
AND DON’T WORRY ON THE REFERRAL
SHEET, THERE IS A MEMORY JOGGER TO
HELP YOU THINK OF PEOPLE
SO LETS SEE IF EACH OF YOU CAN THINK OF
5 OR 6 COUPLES
AFTER YOU GET THE NAMES ,QUALIFY THEM
SALESMAN
TEACHER / (GOOD WITH PEOPLE)
ENTHUSIASTIC
AMBITIOUS
MOTIVATED (LOOKING TO MAKE MORE MONEY)
MARY WOULD YOU DO ME A FAVOR AND GRAB
YOUR ADDRESS BOOK ?
Prospecting
Why master the referral system?
Here’s what one serious business person can do
Personally using the referral system:
# Sales
1
5
25
125 1,250
# Referrals*
Close
(10 per Sale)
(50 percent Ratio)
10
50
250
5
25
125
625
*The referrals from the client are more valuable to you than the
commission on the sale.
DIRECT CONTACT REFERRAL
SYSTEM
THIS CAN BE USED WITH BOTH CLIENTS & RECRUITS
1.
HAVE NEW RECRUIT OR CLIENT PERSONALIZE AND SIGN A
LETTER.
2.
KEEP A LOG OF EVERY REFERRAL LETTER SENT, WHERE IT
WAS SENT, WHO SENT IT, AND THE DATE IT WAS SENT.
3.
TRANSFER CLIENT REFERRALS TO 3X5 CARDS. USE A BOX
AND DIVIDE INTO GEOGRAPHICAL AREAS. CLIENT REFERRALS
ARE TO FILL IN THE GAPS BETWEEN FIELD TRAINING.
4.
MAKE SURE YOU, THE MANAGER, MAIL THE LETTERS.
5.
YOU CAN CONTACT THE PROSPECT EITHER BY PHONE OR IN
PERSON. IN PERSON WILL GET THE BEST RESULTS.
6.
THIS SYSTEM WILL HELP YOU TO GET THE NEW RECRUIT OUT
IN THE FIELD QUICKLY AND HELP THEM GET OFF TO A FAST
START.
7.
IF THEY DON’T EVER GET AROUND TO GETTING STARTED, YOU
NOW HAVE A LARGE REFERRAL LIST AND QUALIFIED PEOPLE
TO SEE.
8.
WITH THIS SYSTEM, IF YOU’RE ALWAYS RECRUITING IN A
QUALIFIED MARKET, YOU SHOULD ALWAYS HAVE SOMEONE TO
SEE. GOAL SHOULD BE TO GET 10 REFERRALS FROM CLIENTS
AND 20 OR MORE FOR RECRUITS.
9.
REFERRALS ARE THE KEY TO OUR BUSINESS. YOU MUST STAY
IN BUSINESS LONG ENOUGH TO BUILD A BUSINESS.
Calling a referral after you sent a letter
Hello, is this (referral’s name)? Hi (referrals name), this is (representative). I’m calling in
regards to the letter that (people who referred) sent you. Did you read the letter? YES/NO
Well, (people who referred) said that you were the type of person that given the opportunity to
make more money and significantly improve your financial situation, that you would definitely
be motivated to take advantage of that opportunity, is that true? (people who referred) were
very excited about what we did for them and they asked me to share with you how we were
able to help their family. (referrals name), I’d like to put your mind at ease, I don’t charge a
fee. I’m compensated by the companies I represent, and (referrals name), if I’m not able to
significantly improve your current situation, I won’t even ask for your business, and since I
work on a referral basis and because (people who referred) trusted me enough to refer me to
you and (spouse), you can be assured I will not waste your valuable time. Does that work for
you?
CLOSE
Great, (referrals name), I’m going to be in your area on (day) or would (day) be better? I could
pop by at (time) or would (time) be better? OR What’s the earliest I could pop by? WFA
What’s the latest I could stop by? And (spouse) will be there too, right? Let me get good
directions. I’m really looking forward to seeing you both, I think you’re going to be incredibly
excited about it. In talking to (people who referred) they said you were really fantastic people
and I’m looking forward to meeting you. I’ve got that in my calendar AND one last thing, I
know your time is valuable, as is mine, so if something comes up, an emergency, I would
appreciate the courtesy of a call, fair enough? My number is (your number). Super, I’ll look
forward to seeing you and (spouse) on (day) at (time).
What is it?
In a nutshell what I’ll do is help you and (spouse) develop a plan to accomplish any and all of
your financial goals. We’ll focus on areas you are already spending , maybe look for ways to
drastically reduce your costs and redirect money to other areas in the budget to get more
value for the money you’re already spending. So what I’d like to do is set a time to get
together with you and (spouse) to share the same information I shared with (people who
referred). Okay (GO TO CLOSE).
You sense that they are trying to put you off / Have someone else / Don’t
have time
Listen, (referrals name), generally when someone tells me that, what I really find is that usually
they are feeling like I’m going to come over and try to sell them something they don’t want or
need and that I’m going to waste their time, is that kind of how you are feeling?
Look (referrals name), (people who referred) trusted me enough to call you. Of course you
know I work off of a referral basis and if I were to see you and waste your time or tried to get
you involved in something you didn’t want or need, is there any chance of you giving me any
referrals? You see, it’s not in my best interest to do that. There is no doubt in my mind based
on what we did for (people who referred) that this will be very positive, can save you money
and cut your retirement years, but we won’t know that unless we get together. So what I’d like
to do is set up a time where we could meet for 20-30 minutes to show you what we do. I know
you’re going to be very impressed and I promised (people who referred) that I would do that. I
also promised them that I wouldn’t do anything to lose or violate the trust they have in me. So
I want you to feel comfortable that I’m not going to waste your time and I’m not going to get
you involved in something you don’t want or need. And, unless I can substantially improve
your situation, we are not going to do anything, fair enough? (GO TO CLOSE)
Calling a referral when you don’t have an address to send a letter
Hello, is this (referral’s name)? Hi (referrals name), this is (representative). You were referred
to me by (people who referred). I was going to send you a letter, however, (people who
referred) didn’t have your address. Well, (people who referred) said that you were the type of
person that given the opportunity to make more money and significantly improve your financial
situation, that you would definitely be motivated to take advantage that opportunity, is that
true? (people who referred) were very excited about what we did for them and they asked me
to share with you how we were able to help their family. (referrals name), I’d like to put your
mind at ease, I don’t charge a fee. I’m compensated by the companies I represent, and
(referrals name), if I’m not able to significantly improve your current situation, I won’t even ask
for your business, and since I work on a referral basis and because (people who referred)
trusted me enough to refer me to you and (spouse), you can be assured I will not waste your
valuable time. Does that work for you?
AT THE DOOR / DROP BY
AT THE DOOR, SEEING A REFERRAL FROM A CLIENT:
HI JOHN, I’M ___________. THE OTHER DAY YOU RECEIVED A
LETTER FROM _______, DIDN’T YOU? WELL, THAT’S WHAT I’M
HERE TO DISCUSS. DO YOU HAVE A FEW MINUTES?
THE ANSWER TO: I DIDN’T RECEIVE YOUR LETTER
I’M GLAD I STOPPED BY THEN ____________ASKED ME TO SEE
YOU PERSONALLY, DO YOU HAVE A FEW MINUTES? (GO IN AND
DO PRESENTATION, OR SET A RETURN APPOINTMENT WHEN BOTH
HUSBAND AND WIFE ARE HOME.)
*THE ANSWER TO: “I NEVER GIVE REFERRALS.”
I CAN UNDERSTAND YOU SAYING THAT, _________. AS A
MATTER OF FACT, ________DID, UNTIL HE REALIZED THAT
WE’RE NOT TALKING ABOUT SPENDING MORE MONEY.
WE’RE TALKING ABOUT JUST THE OPPOSITE. THAT IS,
GETTING MORE FOR THE MONEY THAT YOU’RE ALREADY
SPENDING, GET A BETTER RETURN ON THEIR MONEY, AND A
PLAN TO GET OUT OF DEBT. YOU CAN SEE HOW THE FNA
WILL DO THAT.
BUT DON’T WORRY ABOUT IT, WHEN WE GET TO THAT POINT,
MY COMPANY HAS A MEMORY JOGGER THAT MAKES IT
VERY EASY. FAIR ENOUGH?
Dear ________________
Recently, I had an experience that really made a difference to my family
and me. A friend, ________________ asked me to review some financial
concepts. When I was first approached about this, I really was not
interested. However, after taking a few minutes to examine the program, I
realized that it was incredibly worthwhile and valuable.
Because of what I’ve learned from______________, I’ll never view my
financial situation the same way again. I have started to take control of my
financial strategies. The techniques and fundamentals I learned have
changed the way I look at my future.
I feel great about their concepts and dedication to helping families solve
fundamental financial challenges.
I was very impressed with what I was shown. Obviously, you can make up
your own mind. But I think any time you spend with ________________ will be
worthwhile.
Sincerely,
Give ------------- 30 minutes it made a big difference for us.
Dear ________________,
You and I haven’t met, but we have a mutual acquaintance
_________________, who just became a part of our company, Primerica (a
subsidiary of the financial giant, Citigroup). _______________ knows that we
are going through a major expansion effort here in (CITY) and are looking
for a few ambitious people who are looking to better their careers. I asked
_________________ if he knew any sharp, ambitious people who would be
interested in an opportunity to increasing their income and improving their
careers and he spoke highly of you. _______________ didn’t know if you
were happy with your job, but thought you were the kind of person that
keeps their options open.
I’ll be contacting you in the next few days to see if we share mutual
interests. _________________, if you have any questions before we get
together, feel free to contact me.
Sincerely,
373-####
COMMON
OBJECTIONS
Objections are normally a
request for more information
• Our job is to help a client obtain the
facts to make a decision that improves
their financial position.
• Sometimes people have a tough time
making changes, we need to make
them feel good about a change that’s
better for them.
• Sometimes it’s human nature to
procrastinate…Keeping A Cash Value
Insurance Policy, an A.R.M., or a low
interest savings is not good to
procrastinate over.
• MASTER OBJECTIONS!
WEIGHING THE FACTS
I JUST DON’T MAKE DECISIONS RIGHT AWAY
I WANT TO THINK IT OVER
I UNDERSTAND, MR. SMITH, I AM CONCERNED ABOUT MAKING
CORRECT DECISIONS ALSO. BUT, IF AFTER REVIEWING ALL THE
FACTS AND YOU SEE IT MAKES SENSE IN EVERY WAY, AM I
CORRECT IN ASSUMING YOU WILL GO AHEAD?”
(WAIT FOR ANSWER)
GREAT. LET ME HELP YOU REVIEW THE FACTS.
(TAKE A CLEAN SHEET OF PAPER, DRAW A LINE DOWN THE MIDDLE,
AND PUT + ON THE LEFT SIDE AND - ON THE RIGHT)
GO AHEAD +
DOUBLED COVERAGE
KEEP WHAT YOU HAVE HAVE TO CANCEL CURRENT
INSURANCE
SAVED 50%
IMPROVED RETURN %
TAX FREE, ROTH IRA
DON’T BORROW $
#1 COMPANY
CONTROL OF YOUR MONEY
IT’S AN EASY DECISION GIVEN ALL THE FACTS, ISN’T IT? BY THE WAY,
WHAT IS YOUR SOCIAL SECURITY NUMBER?
I WANT TO TALK TO MY AGENT BEFORE I GO AHEAD
THAT’S FINE JOHN. MAY I ASK YOU A QUESTION? YOUR AGENT ALWAYS
HAS YOUR BEST INTEREST AT HEART, DOESN’T HE?
(W.F.A.) I THINK SO
JOHN, YOU HAVE SEEN OUR NEW PROPOSAL COMPARED TO YOUR OLD
PROGRAM AND YOU AGREED THAT IT IS SUBSTANTIALLY BETTER,
DIDN’T YOU?
(W.F.A.) YES, IT LOOKS THAT WAY
JOHN, YOUR AGENT WOULD HAVE PROPOSED OUR CONCEPT IF HE
TRULY HAD YOUR BEST INTEREST AT HEART, WOULDN’T HE?
(W.F.A.) MAYBE HE DIDN’T HAVE IT THEN BUT DOES NOW.
JOHN, BUY TERM AND INVEST THE DIFFERENCE IS OVER 60 YEARS OLD,
YOUR AGENT CHOSE NOT TO GIVE YOU THE OPTION BETWEEN THE
TWO AND YOU SAID THAT IF YOU WERE GIVEN THE CHOICE YOU
WOULD HAVE CHOSEN BUY TERM AND INVEST THE DIFFERENCE. SO
NOW IF YOU TALK TO YOUR AGENT HE WILL TELL YOU THAT HE CAN
DO WHAT WE DO. JOHN, HE HAD THE OPPORTUNITY BEFORE AND
HE KNEW IT WAS BETTER FOR YOU THEN BUT HE CHOSE THE
HIGHER COMMISSION VERSUS WHAT IS BETTER FOR YOU. JOHN
WOULDN’T YOU AGREE IT’S TIME TO DO WHAT’S RIGHT FOR YOU
NOW?
(W.F.A.)
YES, IT’S TIME
GREAT, WHAT IS YOUR SOCIAL SECURITY NUMBER?
I WANT TO SHOP OR COMPARE
THAT MAKES SENSE, MR. SMITH. WOULD 2 TO 3 WEEKS BE ENOUGH?
W.F.A.
OH, YES
IF AFTER YOU SHOP AND COMPARE, YOU FIND OUR PROGRAM IS THE BEST VALUE,
CAN I ASSUME YOU’LL GO WITH PRIMERICA
W.F.A
OF COURSE.
GREAT, BECAUSE THAT’S ABOUT HOW LONG THE UNDERWRITING PERIOD TAKES TO
SEE IF YOU QUALIFY. SO WHAT WE’LL DO IS GET THIS PAPERWORK STARTED.
ALL I NEED IS A CHECK FOR ONE MONTHS PREMIUM. IF YOU WERE TO FIND A
MORE COMPETITIVE PRODUCT, WHICH I HAVE NOT EXPERIENCED, YOU ARE
ENTITLED TO A FULL REFUND UP TO 20 DAYS AFTER YOU RECEIVE YOUR POLICY
AND EXAMINE IT. ACTUALLY, YOU’LL HAVE 4 TO 6 WEEKS TO SHOP AND YOU
AGREED 2 TO 3 WEEKS WAS ENOUGH, DIDN’T YOU?
W.F.A.
YES
SO LET’S GET THE PAPERWORK STARTED TO GET YOU APPROVED.
I AM COVERED UNDER A GROUP PLAN
THAT’S GREAT, BUT BASED ON MY EXPERIENCE THE MAXIMUM COVERAGE YOUR
COMPANY WILL PROVIDE IS $50,000 BECAUSE COMPANIES DO NOT RECEIVE ANY
TAX INCENTIVES FOR COVERAGE ABOVE $50,000. AND WITH YOU CURRENT
INCOME AND OBLIGATIONS, $50,000 WOULD LEAVE YOU DRASTICALLY
UNDERINSURED, WOULDN’T IT?
W.F.A.
PROBABLY
IN ADDITION, THE PROBABILITY OF YOU CHANGING COMPANIES OR JOBS AT SOME
POINT IS ALMOST CERTAIN AND WHEN YOU CHANGE, YOU CAN’T TAKE YOUR
BENEFITS WITH YOU. SO IT MAKES SENSE TO OWN YOUR OWN INSURANCE AND
A RETIREMENT PROGRAM THAT YOU CAN TAKE WITH YOU WHEREVER YOU GO,
WOULDN’T YOU AGREE? BILL, IF I CAN SHOW YOU HOW OUR PROGRAM IS MORE
COST EFFECTIVE THAN YOUR WORK PROGRAM AND OUR INVESTMENT
PERFORMANCE IS BETTER, IS THERE ANY REASON WHY YOU WOULDN’T MAKE A
CHANGE?
W.F.A.
NO
GREAT, LET’S FIND OUT.
I HAVE TOO MUCH INVESTED IN MY POLICY TO CHANGE
BOB, THAT IS A COMMON STATEMENT I HEAR. BUT BOB, IF I COULD
SHOW AND PROVE TO YOU THAT BY REPOSITIONING YOUR CASH
VALUES AND INVESTING IN LOW COST TERM INSURANCE YOU
WOULD PROBABLY HAVE TWICE THE COVERAGE AND 5 TO 10 TIMES
THE CASH AT RETIREMENT, YOU WOULD AT LEAST EXPLORE THE
POSSIBILITY, WOULDN’T YOU?
W.F.A.
WELL, I JUST DON’T KNOW
BOB, IF I CAN’T MAKE A SUBSTANTIAL DIFFERENCE, I WON’T EVEN ASK
FOR YOUR BUSINESS, IS THAT FAIR ENOUGH?
W.F.A
I JUST FEEL THAT IF I CHANGE NOW, I’LL LOSE MONEY
BOB, I WOULDN’T ASK YOU TO CHANGE UNLESS WE WERE CERTAIN YOU
WOULD IMPROVE YOUR CURRENT SITUATION SUBSTANTIALLY. AND
IF I COULD DO THAT BOB, CAN I ASSUME THAT YOU WOULD
SERIOUSLY CONSIDER MAKING A CHANGE?
W.F.A.
I WOULD CONSIDER IT.
GREAT BOB, THAT IS ALL I ASK, WHAT DAY IS BETTER MONDAY OR
WEDNESDAY?
PAC OBJECTION
HAVE YOU HAD A PROBLEM IN THE PAST WITH THE PACS?
W.F.A.
I JUST DON’T LIKE ANYONE GETTING INTO MY
ACCOUNTS
I CAN UNDERSTAND THAT. BUT THE REASON WE SET IT UP
THAT WAY IS THAT IS SAVES PRIMERICA A TREMENDOUS
AMOUNT OF MONEY BY NOT HAVING TO BILL 2 MILLION
CLIENTS EACH MONTH, WHICH IS WHY WE’RE ABLE TO
OFFER YOU SUCH A COMPETITIVE PRODUCT, AND YOU ARE
EXCITED ABOUT THE SAVINGS, AREN’T YOU?
W.F.A.
YES
BY THE WAY, ISN’T YOUR PRIMARY CONCERN IS THAT THE
PROTECTION YOU RECEIVE STAY IN FORCE?
W.F.A.
I GUESS SO.
WELL, THE SUREST WAY OF KEEPING YOUR PROGRAM IN
FORCE IS TO HAVE IT AUTOMATICALLY DRAFTED SO YOU
WON’T FORGET TO MAKE YOUR MONTHLY INVESTMENT.
SHALL WE GO AHEAD?
W.F.A.
I STILL DON’T FEEL COMFORTABLE WITH IT.
WELL, LET’S DO THIS. WE’LL SET IT UP ON A MONTHLY PAC AND
IF YOU’RE NOT TOTALLY SATISFIED WITH IT WE CAN
CONVERT IT TO AN ANNUAL INVESTMENT AT ANY TIME, IS
THAT FAIR ENOUGH?
W.F.A
OKAY
I ALREADY HAVE A FINANCIAL ADVISOR/FINANCIAL PLANNER
JOE, THEN YOU ARE SERIOUS ABOUT YOUR FUTURE BEING SET WHEN
YOU RETIRE, RIGHT?
W.F.A.
YES
SO IF YOU WANT TO BE SURE ITS SET, YOU WOULDN’T MIND A SECOND
OPINION WOULD YOU?
W.F.A.
GREAT. I CAN MEET WITH YOU MONDAY OR WOULD WEDNESDAY BE
BETTER? 6:00 P.M OR 8:00P.M.
I REALLY DON’T HAVE TIME, I’M TOO BUSY
I KNOW HOW YOU FEEL JOE. WE USUALLY ARE SO BUSY WE DON’T
WANT TO SPEND ANY TIME THAT WE FEEL WON’T BENEFIT US, DO
WE?
W.F.A.
THAT’S RIGHT
BUT ON THE OTHER HAND IF THE TIME SPENT WOULD BENEFIT US IN A
BIG WAY, ESPECIALLY FINANCIALLY, WE WOULD CERTAINLY WANT TO
INVEST THE TIME, WOULDN’T YOU AGREE?
W.F.A.
I GUESS SO
I MEAN, IF YOU HAD THE OPPORTUNITY TO PUT AN EXTRA $50,000 TO
$100,000 IN YOUR POCKET OVER THE NEXT 10 TO 20 YEARS, IT
WOULD BE WORTH INVESTING 30 TO 45 MINUTES TO FIND OUT HOW
YOU COULD DO THAT RIGHT?
W.F.A.
PROBABLY
GREAT. WOULD MONDAY OR WEDNESDAY BE BETTER?
SMART OBJECTIONS
HOW TO ASK FOR THE SMART APPLICATION:
AFTER THE FNA INPUT SHEET IS COMPLETED, YOU SAY:
LOOKING AT YOUR MARKET VALUE, DEBT, AND EQUITY POSITION (FLIP BACK TO THE SMART
EXAMPLE) IF YOU COULD DO SOMETHING LIKE THIS…CONSOLIDATE DEBT, FREE UP MONEY,
OR PAY YOUR HOME OFF SOONER IS THERE ANY REASON YOU WOULDN’T EXPLORE THAT
POSSIBILITY? THIS DOES NOT OBLIGATE YOU TO ANYTHING IT JUST ALLOWS US TO EXPLORE
WHICH DEBT ELIMINATION PROGRAM WILL WORK BEST FOR YOU.
WHAT TO SAY AFTER YOU TAKE THE APPLICATION:
YOU WILL BE RECEIVING A LETTER FROM CITICORP TRUST BANK WITHIN THE NEXT WEEK.
THIS LETTER WILL EITHER TELL YOU THAT WE CAN DO A LOAN FOR YOU OR THAT WE CAN’T.
PLEASE KEEP IN MIND THAT THE LETTER THEY SEND IS THEIR INITIAL ACCEPTANCE NOT
THE FINAL PROPOSAL I WILL BRING BACK TO YOU. MY JOB AS YOUR REPRESENTATIVE IS TO
PUT TOGETHER THE BEST POSSIBLE PROGRAM TO FIT YOUR NEEDS.
I DON’T WANT TO PAY OFF MY CAR OR THAT CREDIT CARD, ETC
IS YOUR GOAL TO PAYOFF YOUR CAR AS FAST AS POSSIBLE? (WFA) SO, IF I COULD SHOW
YOU HOW TO PAY IT OFF INSIDE THE LOAN FASTER THAN OUTSIDE THE LOAN THEN I ASSUME
THAT‘S THE ROUTE YOU WOULD WANT TO TAKE RIGHT? PAY IT OFF AS FAST AS
POSSIBLE.
HOW TO OVERCOME THE INTEREST RATE OBJECTION:
TELL THIS STORY TO EACH CLIENT PREVENTING THEM FROM THINKING IT OR USING IT AS AN
OBJECTION.
I ONCE HAD A CLIENT WHO TOLD ME THAT HE HAD DONE SOME RESEARCH ON THE
INTERNET AND FOUND AN INTEREST RATE OF 5%. HE TOLD ME THAT IF I WANTED TO DO
BUSINESS WITH HIM I WOULD HAVE TO BEAT THAT INTEREST RATE.
MY ANSWER TO HIM WAS THAT I DIDN’T KNOW WHAT HIS INTEREST RATE WOULD BE SINCE
THAT IS DETERMINED BY THE BANK, BUT I ASKED HIM THAT IF I COULD COME BACK WITH
AN INTEREST RATE LOWER THAN 5% HE’LL DO BUSINESS WITH ME? IS THAT RIGHT?
OF COURSE HE SAID YES. THEN I ASKED, WELL EVEN IF MY PAYMENT IS A LOT HIGHER, AND IT
TAKES YOU A LOT LONGER TO GET OUT OF DEBT AND YOU’RE GOING TO SPEND A LOT
MORE MONEY IN INTEREST! YOU’LL DO BUSINESS WITH ME JUST BECAUSE MY RATE IS
LOWER? IS THAT WHAT YOU’RE SAYING? OF COURSE, HE SAID NO.
SO LET ME GET THIS STRAIGHT, WHAT YOU’RE SAYING IS IF I COME BACK WITH A PLAN THAT
WILL GET YOU OUT OF DEBT A LOT FASTER, AND YOU’RE ABLE TO SAVE THOUSANDS OF
DOLLARS, EVEN TENS OF THOUSANDS, EVEN LOWER YOUR PAYMENT, EVEN IF MY
INTEREST RATE IS A LITTLE HIGHER, YOU’LL DO BUSINESS WITH ME BECAUSE SAVING
MONEY IS REALLY WHAT YOU ARE INTERESED IN DOING…SAVE MONEY AND GET OUT OF
DEBT FASTER, RIGHT? AND THAT’S WHAT YOU’RE ALSO INTERESTED IN DOING?
SO I’M GOING TO GO BACK AND DEVELOP A PLAN & IF CONSOLIDATING THE DEBT IS THE BEST,
THAT WILL REDUCE YOUR TOTAL INTEREST DRASTICALLY, GET YOU OUT OF DEBT MUCH
FASTER, POSSIBL,Y EVEN REDUCE YOUR MONTHLY PAYMENTS..IF WE CAN DO THOSE
THINGS FOR YOU, THAT’S WHAT YOU’RE CONCERNED ABOUT? IS THAT RIGHT? GREAT,
(CLOSE FOR RETURN VISIT)