TT NEW ASSOCIATE PACKET

TT NEW ASSOCIATE PACKET
CHECKLIST
24-48 hours WITH IBA
Register for www.Primericaonline.com
Register for PFSU class
Log onto expansionsystems.biz - “New Associate tab”
Get a New Recruit CD from Trainer
Get Art Williams “Do it” CD
Download “Primerica App” & use “Contact Builder to Build List or Build List of 25 Qualified contacts.
Set up 5 Appointments Immediately
Complete your Own FNA w/Trainer
Go over Meeting & Training Schedule- Use “Google Calendar”
Fill out Questions/Commitment for New Associate – Goals
Start Competing on “Engage for 90”on POL
3-21 Days Learn the Business
Attend & Bring New guests to Overview Nights
Attend Saturday Training Meetings
Attend Big Events
Continue setting Qualified Appointments w/your Trainer (KT’s & Interviews)
Recruit 3 people & Witness 3 Life sales with your Trainer to WIN Primerica $300 Fast Start Bonus! (30 Days)
Complete PFSU classes
Watch 10 Online Videos on POL/PFN T.V.
Start Studying for Life Insurance EXAM
Continue your Field training
Continue to Attend Meetings & Training
Schedule your State Test
Qualify with “GREEN LIGHT” on the Exam Simulator
Guarantee w/Bonus Questions
Practice Exams
Complete Online Exam Guarantee
Pass State Test & Get Licensed!!!
Get appointed & Make Money!!!
Understand Compensation
Go over Required Reading list
Become a Certified Field Trainer
Name:
Cell:
Can you receive Texts? (unlimited) Y / N
Solution #
Trainer:
IBA Start Date:
FAST START BONUS - Complete these ACTIVITES and RESULTS in the Next 30 days
Complete your “Goals & Commitments” Sheet
Go to expansionsystems.biz Daily
Complete your Top 25 List WITH Trainer
Complete your PERSONAL FNA WITH Trainer
Set Appointments & Get 3 Personal Recruits
1.
2.
3.
Set Appointments & Get 3 Personal Life Sales WITH Trainer (FTS)
1.
2.
3.
Complete your 24hr. WI LIFE PRE-LICENSING CLASS (PFSU)
Pass your State Test in 60 Days (Max)
YOU EARN $300.00!
Fast Start Bonus Paid by Company!
The Licensing System Summary
New Associate Name: ___________________ Solution # _______ Cell #_____________
1. Submit Turbo IBA with $99.
2. Immediately Register for PFSU and POL – (Primerica Online)
3. Watch Recruit Manager on POL for “Licensing Status”
4. Qualify for all available bonuses as soon as possible – Make sure New Associate brings
guests to all Overview and Training Meetings
5. Remind New Associate about PFSU the Week of, and Night Before class. Meet before
1st class begins. Call them Everyday of class. Lunch during the week after class.
6. Copy of “completion” to office for record keeping.
7. Study tests on POL. Attend Office Study Group. Complete PassNow Simulator Online.
8. Schedule Test and Fingerprints (Follow Instructions on POL)
9. Drive New Associate to Test so they don’t get lost and show support
10. Submit Pass Notice to office
11. Follow up with Dept. of Insurance Daily until issued-Submit copy to office and RLC.
Ohio Regional Licensing Center (RLC)
Brookfield Primerica Office
Julie Martinson
(614) 473-1150
(262) 789-7767
(414) 587-6665
Schedule LIFE Test…
Testing Center (Pearson Vue-www.pearsonvue.com)
(800) 274-8979
Brookfield Location: 12700 W. Bluemound Rd. Suite 204/206
Wausau Location: 2620 Stewart Ave Suite 118
Top 25
Along with working in the right market, your ability to effectively set appointments will determine how successful you
will be. Obviously, if you cannot get an appointment, you’ll never have the opportunity to make a sale or hire anyone.
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Relation
M K H J 25kNotes: _____________________
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Why You Need to GO in the Field on Tons of
Appointments with your Field Trainer!
Positives
Negatives
1. You get Trained! You will be competent
when you get licensed.
2. Build a Client Base – 10 – 15 Clients
3. Build a Referral Base – 50 – 75 Families
4. Build a TEAM NOW!
5. Recognition
6. Feel Excited!!!
7. Make Money




$300.00 Bonus!!!
Auto & Home
Debt Watchers
Long Term Care
8. Get Promoted – Day 1
9. Override your Team – Day 1 Licensed
10. INDEPENDENT! - Day 1 Licensed
1. You lose a little $ on Life sales
2. You lose a little $ on MF sales
o
3. NO “FAST START” BONUS!
W A R N I N G:
You have 60 – 90 Days to get Licensed!
Once you get licensed, Field Trainers DO NOT go
out on appointments with Life licensed agents, as
they have unlicensed recruits to train. It’s YOUR
responsibility to get as much training as possible
BEFORE you Pass your Exam!
50% Contract as a DISTRICT
-
You’ve been on Many Appointments
3 Direct Associates
Passed Life Exam
$2,500 Team BP ($1,000.BP must be Personal)
Competent & Independent
We do Change of Rep form when you get your
securities license. All clients are YOURS!
25% Contract as a REP
-
-
NO APPOINTMENTS
0 Recruits
Passed Life Exam
$0 Team BP
NOT Competent
Example on your OWN…
Example on your OWN…
$4,000 Premium (BP) X 50% = $2,000.00
$4,000 Premium (BP) X 25% = $1,000.00
How much did you INVEST in YOUR business by going on appointments?
Number of Appointments with Trainer = _____
Number of Life sales = _____
Total Premium _____ X 25% = $ ________
Total “Loss” on Life sales = ________
How to Set Appointments
EXCITED
I’m really excited about my new career.
TRAINING
I’m going through training right now.
OPINION
I value your opinion so I’d like to visit with you.
HELP ME
In order to get my certification, I need your help.
REFERRALS
You might know someone that I can help.
Are the Weekends or Weeknights Better for You?
WeekNights
▼
Mon. Wed. or Fri.?
▼
Afternoon or Evening?
▼
2pm or 4pm
OR
Weekends?
▼
Saturday or Sunday?
▼
Afternoon or Evening?
▼
6pm or 8pm?
Now
, could you please put this on your calendar because I’ll be bringing my trainer with me and
it’s important that you and (spouse) are both there. My credibility with my trainer is really important,
please don’t stand me up. Thank you for helping me and I’ll see you
at
.
Common Objections:
What is it?
It is Financial Services and it is really too involved to go into over the phone. I’ll just show you
evening, okay? By the way, all I want is your honest opinion. You will help me, won’t you? (Don’t pause)
Because if you asked me for my help, I’d help you. WFA Thanks again and I’ll see you and
(spouse) on
at
.
What WE Do…
Auto Insurance & Home Owners Insurance (through Answer Financial) (877)-855-8111 Compensation - $50 Auto / $25 Home
Debt-Watchers Program - Compensation - $50
Prepaid Legal Program (800) 426-9239 - Compensation $50
Life Insurance (Foundation) 770-381-1000 Home office
Mutual Funds, Annuities & Managed Accounts
Long Term Care Insurance
Pre-Paid Legal – Wills, Trusts & Powers of Attorney
Level Term Insurance
Brief History of Art Williams - In 1977 85 proud people decided to change the financial services industry forever!
In 1977, Primerica revolutionized the traditional life insurance industry with the philosophy of "Buy Term
and Invest the Difference." This philosophy is based on the following key beliefs:
1. We believe that the primary purpose of life insurance, for most people, is income replacement of the
breadwinner.
2. We believe people need life insurance only temporarily; most commonly when they have dependent
children. This is usually the time that families can least afford to spend a lot. Term insurance allows a family
to obtain the greatest amount of coverage for only the time they need it, unlike other, permanent insurance
that may require payment for the person’s whole life, or until the policy is paid up.
3. We believe in keeping life insurance separate from investments. By not bundling the protection with
investments, consumers generally are able to obtain the most coverage at the most affordable price. Income
protection is just that, income replacement. It is not savings for the children’s college education, your
retirement or your dream house.
4. We believe that most clients have the potential to get a better return on their money through pure
investment products, such as mutual funds, than they could receive through cash value policies.
5. We believe in always doing what is right for the client by providing them with life coverage that helps
meet their family’s needs.
Our Beliefs Have Been Validated
Various consumer advocates, industry organizations, business magazines, newspapers, and business and
consumer web sites now realize what we have known since 1977. Here are some recent examples:
1. "Insurance agents don’t like to talk about Term Life because there’s very little profit in it for the agent.
Agents like to sell Universal Life and Variable Universal Life. Variable Universal Life is a product that
packages mutual funds and life insurance as one. Sales people claim you get a tax benefit if you buy both
together. The problem is there are massive sales commissions and ongoing costs included that may more
than wipe out any tax advantage. For most people it is a bad deal." -Clark Howard, Consumer Advocate
2. "Life Insurance was never meant to be a permanent need. It’s original purpose was to protect people
while they were younger, before they had a chance to build up a nest egg, in case the family breadwinner
died early and unexpectedly."
-Suze Orman, Certified Financial Planner and author of New York Times best seller The Nine Steps to
Financial Freedom, Three Rivers Press, 2000.
Mutual Funds
A Mutual Fund is a company that “pools” together the money of many people (investors) to buy the stocks
and bonds of a wide range of companies or fixed income securities:
• The stocks and bonds that the fund buys are known as Securities and they make up the Assets of the
fund. All of the assets are known as the fund’s Portfolio.
• Each investor is called a Shareholder.
How Does a Mutual Fund Work?
• When you invest in a mutual fund you are actually buying Shares of the fund.
• The price of new shares is based on the fund’s Net Asset Value. (NAV)
• The actual price that the investor pays per share is the Public Offering Price (POP).
• The Public Offering Price is the Net Asset Value plus any Sales Charge.
Remember ...Mutual funds are not guaranteed.
Why Mutual Funds?
Affordability • Diversification • Professional Money Management • Accessibility / Liquidity • Flexibility
How Does a Mutual Fund Make Money?
Appreciation • Dividends • Capital Gains
What kind of Mutual Fund Accounts does Primerica offer?
401K plans / ROTH IRA’s / Traditional IRA’s / TSA’s / Variable Annuities / SEP IRA’s / Educational IRA’s /
Money market accts & More
Do I need a License do Securities? – Yes. (Ask your trainer for Licensing Process on POL)
Long Term Care Insurance – Referral based- NO License Required!
"Many Americans assume that health insurance or Medicare will pay for nursing home care or home health
aides. But, Medicare, the federal health insurance program for the elderly, does not pay for long-term
nursing home stays. Neither do most private health insurance plans. "USA Today, December 13, 2013"
Purchasing long term care insurance with the right benefits means that you can decide where you will
receive care while protecting your savings. "Kiplinger's Retirement Guide 2014”
Meetings (see google calendar on expansionsystems.biz for latest updates)
Martinson Base-shop - Tuesday’s - Please arrive - 5:45pm - 8:00pm (Brookfield & Wausau)
(Optional…Often we go to eat afterwards to spend time & build relationships with new recruits)
Training Meetings - Saturday’s - Please arrive – (Licensed agents 8am) 9AM - 11:00AM Required when called.
Self-Improvement reading list:
1. How to Win Friends and Influence People By Dale Carnegie
2. Think & Grow Rich By Napoleon Hill
3. How to Master The Art of Selling By Tom Hopkins
4. Aladdin Factor By Jack Canfield and Mark Victor Hansen
5. The 21 Irrefutable Laws of Leadership By John Maxwell
More on… www.expansionsystems.biz
Understanding your Market
1. Age 25-55
2. Married
3. Young Children* (Must have)
4. Homeowner
5. Full-Time Job* (Must have)
6. $25,000 + Household Income
“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 your rear-end off and never make money.”
–Jim Martinson
Qualified FNA Appointment:
Each one of these categories are worth one point. During your training, make sure you only see 3-6 pointers.
Appointment must be done at the client’s home. Appointment must be qualified. (must have young kid(s) and have
full-time job.) FNA must be completed. If there is ever a question on setting up an appointment, please ASK.
How do I get my 1st & 2nd Promotions?
1.
SR REP (35%)
Recruit 3 Direct People & Make 3 Life sales in 1st 30 days - while Field Training (FTS) - Your Field Trainer signs the sales!
- Your Personal Life case WILL count. = SR REP (35%) - $300. FS Bonus paid when licensed within 60 days.
2.
DISTRICT (50%)
Do $2,500bp on your TEAM ($1,000. Must be Personal) be life licensed and you get promoted to DISTRICT (50%)!
What’s the SECRET?
Show up to all meetings and Big Events. Bring new guests to Opportunity nights. Set appointments w your
trainer in your Market. Become a Client. Get your Spouse involved. Get your new recruits to show up. Be
excited. Self-Improve. Be Coachable. Be a Team Player. Have Fun!
Keys to Success
Everybody Wants to be Somebody • Always Treat People Good • Always Build Personal Relationships •
Remember Praise and Recognition • Stand for Something • Have a Total Commitment • Be a Crusader Always be
Positive • Have a Vision • Never be Afraid to Fail • Do it First • Always Do What You Say your going to Do •
Never Give Up!
More Keys to Winning
Get 6 appointments done FAST (to set the example for your future team)
Keep setting up appointments •Get in School • Get licensed FAST • Develop a positive attitude
Get focused on activity • Give your efforts time to compound -focus on WIDTH (25 licensed directs fast) - this is a
business of delayed gratification - you see the results from the work you’re doing today 90 days from now • Never,
ever, ever, give up.
Have Discipline: Do The Things That Others Won’t So You Can Live The Life Others Can’t.
What are you looking for?
People like you, who are… Money Motivated • Have extra time • Would like to increase their income in their offhours • People that Like people • Dreaming of a better life • Successful, but not wealthy
• People that are coachable.
What are you selling?
Yourself • Your interest in your new recruits
• Belief in what you do •
vision • The money • Your dream
• Their dream
Your conviction • Your
It’s Your Choice
“It’s up to you which path you take and how long it takes to FREEDOM!”
“Choose Wisely!”
-Jim Martinson
Education
Education
WORK
WORK
FREEDOM
FREEDOM
NEW REP Goals & Commitments
Please submit copy to RVP
New Associate Name
Cell Phone ( )
Recruiter name
1.
2.
3.
4.
Spouse Name
Date
Phone (
)
What do you want from Primerica? ________________________________________
What is your monthly income goal? ______________________________________
When do you want it? Specific date. _____________________________________
Will you allow me to hold you accountable to accomplish your Goals and Dreams? Will
you be coachable?
5. If not taken care of yet, will you fully implement the financial plan I put together for you?
Get properly insured, Fund investment goals, Become debt -free. __________
Date: (_________) Time: (__________)
6. Will you promptly put together your top 25 referral list?
7. Will you follow our system completely?
8. Will you commit to attending all meetings?
9. (Tuesday’s 5:45pm to 8pm and Called-Saturday’s 9am to 11am) your first six months in
PFS to learn this business?
If no, how many per month will you commit to?
10. Do you realize that being on appointments is the best way to learn and become
successful in this company?
11. What are some of your Hobbies?
12. Did you play sports growing up?
13. On a scale from 1-10 How Competitive are you?
14. When you were young, what did you want to be when you grew up?
15. Where did you grow up?
16. Do you enjoy helping others?
17. Do you volunteer?
18. Is your spouse going to support your business
19. What are your kids names
20. Wedding anniversary date? ________________
21. Birthday: You
Spouse _________________________
22. Do you have any questions or comments?
________________________________________________________________________
________________________________________________________________________