Cheryl Bartlett - Bartlett Network of Champions

Transcription

INTRODUCTION
W
elcome to Primerica Financial Services! Your decision to take advantage of
this opportunity is probably one of the best decisions that you can make to
better your future, as well as, the future of your family, friends and community.
We are more than just financial solutions. We offer a business opportunity that can give
you the freedom that you’ve been looking for. This is a company that was built by
helping families just like yours and showing them how they can build a better
financial future.
Your role as a Personal Financial Representative will be to help solve the fundamental
financial problems associated with today’s average household. This Playbook will help
teach you the proper steps to make your business grow. It is complete only when used
in conjunction with Tuesday and Saturday training sessions and one-on-one training
with a leader.
Primerica Financial Services is a tremendous opportunity. However, it is just that, an
opportunity. You will have the total support of your leaders. We are committed to your
success! But remember, it’s your commitment that will make the difference in how
well you do.
Take the time to study this Playbook carefully and always have it with you for
reference when you attend training sessions. Your success will depend greatly on your
commitment to this proven system.
Go! Go! Go!
Cheryl Bartlett
Senior National Sales Director
The co-authors of the Playbook,
Josh Payne, Marian & Dennis Almazan
Joshua Jordan, Ernel Cabanero
Lanette Carey, David Smith
Phillip Chatoff
THE BARTLETT NETWORK OF CHAMPIONS 06.09.10
3
Internal Use Only, For Training and Educational Purposes.
TABLE OF CONTENTS
INTRODUCTION ........................................................................................................ 3
KITCHEN TABLE PRESENTATION ........................................................................ 7
Client Survey ..................................................................................................... 9
2 Page ............................................................................................................... 11
Sample Trend Tracks........................................................................................ 13
Data Collection ................................................................................................. 21
Standard/Preferred/Preferred Plus Rate Guild .................................................. 37
Underwriting Requirements ............................................................................. 38
Fast Start Script ................................................................................................ 39
BNC Playbook Appointment Process .............................................................. 41
Sample FNA ..................................................................................................... 43
GAMEPLAN FOR GREATNESS ............................................................................... 61
“START” ..................................................................................................................... 69
Office Information ............................................................................................ 71
Guild To Success .............................................................................................. 76
Builders Track 30 Day Sprint ........................................................................... 77
OVERCOMING OBJECTIONS .................................................................................. 83
RESOURCES .............................................................................................................. 99
Field Compensation ........................................................................................ 101
Setting Appointments ..................................................................................... 105
“T-Square’s ..................................................................................................... 106
“The Stable Table” ......................................................................................... 111
Thank You Notes ............................................................................................ 112
PROMOTION SLIPS ................................................................................................ 113
BOOTCAMP ............................................................................................................. 123
Client Survey .................................................................................................. 125
Theory of Decreasing Responsibility ............................................................. 126
2 Page (sample) .............................................................................................. 127
Setting Appointments ..................................................................................... 143
FNA Carry Back ............................................................................................. 147
5
KITCHEN TABLE
PRESENTATION
Client Survey
3 Reasons Why We Are Here Tonight:
1. Expanding & Need Help
2. Referrals
3. Earn Your Business As A Client
Do you have someone right now who handles your current financial needs other than yourselves? □Y
□N
(If yes, are they open to make a change if we are able to improve and enhance their current situation?)
First Names
Last Name
Phone #
Client
Spouse
Current careers?
____________________
_____________________
What do you like about your current career?
____________________
_____________________
What would you change about it?
____________________
_____________________
If you could choose your ideal income, what would it be per year?
_______________/_______________
Our goal is to help you get on the Right Financial Track to accomplish your goals and dreams.
If Time and Money Were No Issue, What Would a Better Quality of Life Mean for You and Your Family?
To provide a better quality of life for those you love:
Spouse,
Children,
Parents
Enjoy the Freedom that Financial Independence offers
Freedom from the Worries and Stress of Financial Dependence
Travel - Entertainment - Hobbies - Events
Toys - Luxury's - Cars - Boats - Flat Screens TV's - Jewelry - Wardrobe
Dream Home - 2nd Home - Lake House - Beach House - Ski Cabin - Hunting/Fishing Cabin
Giving - Charities - Churches - Missions
Change your Family Tree - Create a Legacy
For most people, these things are just wishes. With PRIMERICA you can make these your reality!
When will your current career allow you to accomplish these things? ____________________
On a scale of 1-10, how badly do you want to accomplish these things? ____________________
If we can show you a way to help you reach your goals that would give you more money, security and freedom than
your current career, would you be open to exploring that option?
□Y
□N
Do you know at what age you’ll have saved enough money to Retire? C: _____ S: _____
Your Social Security age is between 65 to 67. If you could retire by age 60 would that be an Ideal Retirement Age?
□ Yes
□ No What age C: _____ S: _____
If we can put together a plan to hit that goal, would you follow it?
□Y □N
Why I decided to get involved with Primerica.
(1 minute or less)
As I go through my presentation I want you to ask yourself 3 things:
1. Is Primerica a credible company?
2. Do you believe what Primerica does for families is life changing?
3. Who do you care about that would benefit from meeting with us?
Maybe this will help: Lets play a little game. Who can you think of right now (first names only) that is:
Married with Young Kids and a Homeowner? (WFA)
Also, who comes to your mind first when I say:
Best Salesperson that’s not pushy - Best Teacher - Most Enthusiastic - Most Ambitious - Most Motivated
(Look down at the referral sheet and start writing names as they say them, ask for as many as they can think of then start your presentation.)
More than 100,000 Representatives
Over Six Million Clients in the United States, Canada, and Puerto Rico
In Business Since 1977
The Largest Mutual Fund Sales Force in North America
Our Mission: Help Families Become Properly Protected, Debt Free,
and Financially Independent
Today’s Financial Challenges
DEBT
Revolving debt – most of it on credit cards – is soaring, topping $970 billion in September 2008. The
average household now owes $10,678 in credit card debt, up 29% from 2000.
USA Today, November 10, 2008
The average household owes 20% more than it makes each year.
Newsweek, February 1, 2008
________________________________________________________________________________________
LIFE INSURANCE
68 million adult Americans have no life insurance at all.
National Underwriter Life & Health, October 8, 2007
Stick with term and do your investing elsewhere.
CNNMoney.com, viewed March 9, 2007
______________________________________________________________________________
SAVINGS
A quarter of all workers say they don’t put any money into savings and, of the ones who do, 34 percent set
aside less than $100 per month.
CNN.com, October 8, 2008
______________________________________________________________________________
JOBS/ CAREERS
Almost half of all workers live paycheck to paycheck just to make ends meet.
The nation’s median salary last year was $36,140. After inflation, that’s almost 0.5% below 2006.
Parade, April 15, 2008
______________________________________________________________________________
Devastated and Depressed
How real and serious are these problems?
We have the solution!
THE SOLUTIONS
Client Example: Bob & Susan Smith 35 & 34 Years Old with 2 Children
After a Financial Needs Analysis
with Primerica
Before Primerica
Debt:
RVP
$723
$1,446
$84
$127
$562
$1,069
$350
$620
$1,719
$3,262
Debt:
Consumer Debt:
$41,000 Consumer Debt:
$0
Mortgage Balance: $194,000 Mortgage Balance: $241,000
Mortgage Period:
29 years Mortgage Period:
16 years
Total Monthly Pmt:
$2,480 Total Monthly Pmt:
$1,980
Debt Freedom Age:
64 Debt Freedom Age: 51 13 yrs less
$500 in Savings per month
Auto & Home Insurance:
Auto:
Home:
District Leader
$152 Auto:
$106
$91 Home:
$72
Life Insurance:
Life Insurance:
Bob:
$100,000
$100,000
Susan:
Children:
$0
Total monthly cost:
$250
Bob:
$436,000
Susan:
$436,000
$10,000
Children:
Total monthly cost:
$100
Retirement:
Retirement:
IRA in bank 3%:
$20,000 IRA in Mutual Funds: $20,000
Monthly Contributions: $100 Monthly Contributions: $500
At Age 65 @ 3% = $107,410 Age 65 @ 10% = $1,536,410
$315 /month in their pocket for
cushion!
Over ride
$1,543 + Bonuses
Families Need and Want Our Help!
If you could potentially hit all of your goals and dreams doing what we do, with no risk of
having to leave your current career, do you see any reason why you wouldn’t at least get started
with us on a part time basis?
Keys for Success
1. Show up to ALL Opportunity Meetings and Trainings.
2. Go on 10-15 Training Appointments with a field trainer your first 30 days.
3. Submit IBA w/ $99 + $25/ mo. for Insurance Licensing Fees and Supercharged POL.
4. Complete a Financial Needs Analysis for your family’s financial future.
(See how our solutions can work for you)
What, if anything would keep you from getting started right now?
On a scale of 1-10, 10 being the highest, what is your desire to become
debt free and financially independent?
1. For illustrative purposes only. Each debt situation will vary. Amounts and monthly payments rounded to the nearest whole number. Monthly payment illustrations do not include payments for taxes and insurance. Weighted average APR of consolidated personal debt and mortgage not shown. 2. Using Primerica’s Custom Advantage 30
(form C530); Primary: male, age 35, non-tobacco user, Spouse: female, age 34, non-tobacco user. 3. This example is for illustrative purposes and does not represent an actual investment. This example shows a constant rate of return, unlike actual investments which will fluctuate in value. It does not include fees and taxes, which would lower
results. Distributions before 59 ½ may be subject to a 10% tax penalty. Consult your tax advisor with any questions. Rates of return used in the above illustration are hypothetical and do not represent the returns of an actual investment, which will fluctuate in value. The figure shows a 10% fixed nominal rate of return compounded monthly and
do not take into consideration taxes or other factors.
IBA/POL A recruit may cancel his or her contracts at any time. To receive a refund of the IBA fee (less a $30 processing fee), the recruit must cancel in writing with 120 days of the IBA submit date. Other conditions apply. Additionally, the recruit may cancel the monthly POL subscription fee at any time with 30 days notice to forestall future
POL billings. Any refund, limited to the initial POL fee, must be requested with 30 days of the date the recruit’s solution number issued. For complete details, see the Independent Business Application, available from a Primerica representative.
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INCOME AND RETIREMENT
FINANCIAL NEEDS ANALYSIS
How much monthly income would you like at retirement in today’s dollars,
would you say 80% or 100% of your current monthly gross income? _____
INCOME SOURCES
Monthly Gross (Pretax) Income
Other Monthly Income
Do you normally receive a tax refund?
□
Client
Spouse
$___________ $___________
$___________ $___________
□
Y
N IF YES: How much do you anticipate this year? $___________
(If yes, explain interest free loan to government, for every $600 they get back, adjust W-4 by 1 dependant)
RETIREMENT PLANS
Client
Y
N
Do either of you have a pension?
Spouse
Y
N
Monthly Benefit Amount
$___________ $___________
Age Benefits Begin
___________ ___________
Are you currently involved in any type of retirement plan 401k/IRA’s etc?
Y
N
Y
N
Current total balances 401K
$___________ $___________
How much do you contribute monthly?
$___________ $___________
Does your employer match your retirement contributions?
Y
N
Y
N
How much?
$___________ $___________
Current total balances in IRA’s
$___________ $___________
How much do you contribute monthly?
$___________ $___________
Client
Spouse
□Y □N □Y □N
FORMER RETIREMENT PLANS
Do you have assets from a previous employer?
What are the balances in these accounts?
□Y □N □Y □N
$___________ $___________
Bank Savings/Checking/Em. Fund
CD’s, Bonds
Stocks, Mutual Funds
Total Balance Mo. Savings
$___________ $___________
$___________ $___________
$___________ $___________
Have you rolled this over to a personal account yet?
NON-RETIREMENT ASSETS
Do you have any assets other than your home? (land, business, jewelry, etc.)
□Y □N
If YES: What
1.
Monthly
Invest
5.
Total
Balance
5.
Total
Balance
is the value? _________
If we put together a savings solution that improves your current program, would you be open to change? □Y □N
OTHER GOALS AND DREAMS
Goal 1
Goal 2
Goal 3
Goal 4
Goal 5
Goal 6
Major Purchases
___________ __________ ___________ ___________ ___________ ___________
Goal/Dream
Next 3 - 5 years
$__________ $_________ $__________ $__________ $__________ $__________
Current Cost
___________ __________ ___________ ___________ ___________ ___________
When do you want it?
EDUCATION DATA
Do you want to pay for your children’s education?
Would you like to send your children to a;
□Y □N
State College
If yes, how much of it?_________%
or
Private College?
(If private which college?) _________
How much saved so far? 1. _________ 2. __________ 3. __________ 4. __________ 5. ___________6. ___________
THE “PAY YOURSELF FIRST” FORMULA: Everyone’s life is different, but these examples should be used as a benchmark.
If you want “To Be”…
Pay yourself first 10 percent or more of your gross income.
Middle Class:
Pay yourself first 15 percent or more of your gross income.
Rich:
Pay yourself first, at least, 20 percent of your gross income.
Rich enough to Retire Early:
Which one would you like “To Be”? (Check one)
That’s approximately $ _________ per month.
1.
Commitment
This amount will be used for your game plan towards Protection, Debt Elimination and/or Retirement. Is this an amount
you feel completely comfortable committing to every month above what you’re currently doing?
□Y □N
If No Ask: How much of the $ ___________ could you commit to putting away each month starting today? ___________
DEBT MANAGEMENT DATA - HOME MORTGAGE 1st
Mortgage Company:___________
Current Mortgage Balance: $__________
When did you last refinance your mortgage?_____________
Fixed 15 / 30
or
3, 5 or 7 year ARM
Interest Rate (note) _________%
Home value now?_________________
Full Payment
Interest Only
Negative Amortization?
(Get Truth and Lending Statement from Client’s existing documents.)
PAYMENT DETAILS:
Principal & Interest Payment
Monthly Property Taxes
Monthly Home Owners Insurance
Private Mortgage Insurance (PMI/MIP)
Total Monthly Payment
$____________
$____________
$____________
$____________
$____________
Additional Principal Payment:
$ _________
Homeowners Insurance Company: _________
CONSUMER DEBT
Name
2nd Mortgage__________
Car #1________________
Car #2________________
Credit Card____________
Other_________________
Other_________________
Other_________________
Other_________________
Other_________________
Other_________________
Other_________________
Balance
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
______________
Min. Pmt.
___________
___________
___________
___________
___________
___________
___________
___________
___________
___________
___________
___________
___________
Actual Pmt. Fixed Rev.
____________
□
□
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
____________
□ □
If we can show you how to pay off your debt 5-10 years sooner, would you be interested?
Int. Rate
________%
________%
________%
________%
________%
________%
________%
________%
________%
________%
________%
________%
________%
□Y □N
INSURANCE/PROTECTION DATA
Do you have a current will?
□Y □N
If it was affordable, would you like to have one?
□Y □N
What are you paying monthly for other insurances? Auto $_________ Medical/Dental $_________ LTC $_________
CURRENT LIFE INSURANCE COVERAGE
Do you have any Group Life Insurance coverage at work?
How Much?
How much of the premium do you pay per month?
Client
□Y □N
Spouse
□Y □N
Children
□Y □N
$__________ $__________ $__________
$__________ $__________ $__________
What happens to your employer paid group coverage if or when you leave your employer? ________ (generally, you lose it)
Do you own personal life insurance other than through work?
□Y □N
1.
Life Ins. Prem.
IF NO: When
a responsible family like yours doesn’t have life insurance outside of work,
it’s usually because of one of the following reasons:
□A: Didn’t see the need for it.
□B: They didn’t think they could afford it.
IF YES: (Be sure to examine current policies)
What type?
Company Name?
What are your current monthly premiums?
What is the face amount?
How much cash value is in your policy?
When did you buy it?
What is your relationship with the agent who sold you this insurance?
□C: They never got around to it.
Client
Spouse
Children
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
__________
____________________________________
If we can put together a better program, would you be open to changing?
□Y □N
If you died prematurely, would you want your family’s standard of living to be:
□Better
□Worse
-or at least□Stay the same
If you were to die prematurely do you want your…
Mortgage/Consumer Debt/Children’s Education taken care of (paid off)?
□Y □N
Monthly living expenses? $1,000 - $2,000 - $3,000 - other ________ (Gas, Groceries, Utilities, No Debt)
Do either of you use Tobacco in any form?
Client: □Y □N
Spouse: □Y □N
If when we come back and put together an affordable Life Insurance program that adequately protects your family
and improves your current program, will you implement that program?
□Y □N
(Have Client Fill Out Personal
Data & Referrals Sheets / Handout Privacy Notice and Auto/Home Brochure / Explain Theory of Responsibility and Future Value of Money )
What is Your Most Valuable Asset?
If coverage $75,000 / Income $50,000 Yr. ? / $500,000 @ 10% = $50,000 Yr. Income Replacement.
Primary: __________________
2. Spouse: ___________________
Children: _________________
(Use 10 x Earnings)
6. Age 65:
c
of
3.
th
el
t
lo
at
er
In the early years, you need a
Today
Young Children
High Debt
House Mortgage
1.
Mo. Commitment
+ Cur. Mo. Invest
+ Cur. Life Prem.
Retirement income needed
7. You’re Now Self-Insured!!!
m
ha
ve
4.
Grown Children
Lower Debt
Mortgage Paid
on
ey
...
Loss of Income would
be devastating
years, you better have money.
At Retirement
In
e
ag
er
ov
Mo. Prem.
8%___________________
10%___________________
12%___________________
In the early years, you don’t
Invest the Diff.
That’s How
Life Works
In the later years, you may not.
5.
Current Retirement Savings
8. For the Life Insurance, how does that look for both the coverage and the monthly premium amount?
Is it: A. Too High
B. Too Low
C. Perfect
IF A or B:
What amount would you feel more comfortable committing to? $___________________
(Make necessary adjustments to get the premium to where they want it.)
C. Is this new solution something you can commit to for the next 20 to 30 years or
□Yes □No
until we can help you become Financial Independent?
D. Have you ever had an issue qualifying for life insurance coverage in the past?
□Yes □No
BUSINESS OVERVIEW INVITATION
We will be investing 5-6 hours putting your program together for you. We find that clients who invest 60-90 minutes of their
time and come to our Business Overview have a much greater success in hitting their goals. That’s what you want, isn’t it?
So which is better for you? __________ or ____________? Great! I’ll have __________ swing by and pick you up.
If you like what you see when we return with your FNA, we will be asking for 10-15 quality referrals. Is that OK? □Y □N
SCHEDULE RETURN APPOINTMENT:
So we can be sure we don’t waste each others time, if when I come back and I offer you a program that improves upon
your Current Savings, Debt Situation, and Insurance Needs, will you implement and follow that program? □Yes □No
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Time: ________
(set the 2nd appointment within 2-5 days)
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PERSONAL DATA
First Name
MI
Last Name
Birth Date
Social Security #
Sex
__________________________________________________________________________________________________________
Drivers License #
Issue Date
Exp. Date
Birthplace-State
Country
Mothers Maiden Name
High School Attended
__________________________________________________________________________________________________________
Print Spouse’s Data
First Name
MI
Last Name
Birth Date
Social Security #
Sex
__________________________________________________________________________________________________________
Drivers License #
Issue Date
Exp. Date
Birthplace-State
Country
Mothers Maiden Name
High School Attended
__________________________________________________________________________________________________________
Beneficiary Info
Contingent Beneficiary Name
Relationship
Phone
__________________________________________________________________________________________________________
Print Children’s Data (if applicable)
Last
First
MI
Sex
Relationship
Birth Date
Height Weight Social Security#
__________________________________________________________________________________________________________
Last
First
MI
Sex
Relationship
Birth Date
__________________________________________________________________________________________________________
Last
First
MI
Sex
Relationship
Birth Date
__________________________________________________________________________________________________________
Last
First
MI
Sex
Relationship
Birth Date
__________________________________________________________________________________________________________
Last
First
MI
Sex
Relationship
Birth Date
__________________________________________________________________________________________________________
Mailing Address & Contact Information
Address
City
State
Zip
Years at Address
__________________________________________________________________________________________________________
Home Phone
Work Phone
Fax
Cell
Spouse Work
(_____)________________(_____)_______________(_____)_______________(_____)_______________(_____)_____________
Client's Employer
Name of Employer
Position Held
Date Hired
__________________________________________________________________________________________________________
Address
City
State
Zip
__________________________________________________________________________________________________________
Spouse's Employer
Name of Employer
Position Held
Date Hired
__________________________________________________________________________________________________________
Address
City
27
State
Zip
The greatest compliment you can give is your referrals.
We will mention that we are helping you with your finances.
Date:
______________________
Introduced by: _______________________
For your Representative: ______________________
Phone #:
______________________
WHO DO YOU KNOW? - BEST FRIEND - FAMILY - CO-WORKERS
Ambitious
Golf - Bowl
Minister
Large family
Teacher
Recent death
Owns business
First Name
Financially successful
Who lives on your left, Right, Across
Recent job promotion
Recent job change
Closest friend
Young children, New baby
Most enthusiastic
Last Name
Doctor - Dentist
Manager
Brother, Sister
Other relatives in vicinity
Church
Works for you
You work with
Cell Phone
Working couple
Best salesman
Somebody that Sells something
Needs more money
Single working person
Homeowners
Someone recently downsized
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
Relationship/Comments
_________________________________________________________________________________________________________________________
□Age 22-55 □Married □Children □Homeowner □Employed $30K+ □Lived in area 2+ years
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
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The greatest compliment you can give is your referrals.
We will mention that we are helping you with your finances.
Date:
______________________
Introduced by: _______________________
For your Representative: ______________________
Phone #:
______________________
WHO DO YOU KNOW? - BEST FRIEND - FAMILY - CO-WORKERS
Ambitious
Golf - Bowl
Minister
Large family
Teacher
Recent death
Owns business
Financially successful
Who lives on your left, Right, Across
Recent job promotion
Recent job change
Closest friend
Young children, New baby
Most enthusiastic
First Name
Last Name
Doctor - Dentist
Manager
Brother, Sister
Other relatives in vicinity
Church
Works for you
You work with
Cell Phone
Working couple
Best salesman
Somebody that Sells something
Needs more money
Single working person
Homeowners
Someone recently downsized
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
First Name
Last Name
Cell Phone
Home Phone
______________________________________________________________________(______)__________________(______)___________________
Address
City
State
Zip
_________________________________________________________________________________________________________________________
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Budget Worksheet
(Where is my money going?)
Top Financial Priorities
Financial Independence Number (FIN) — Debt Freedom Date — Income Protection — Emergency Fund — College Fund — Will
Client Name(s): _____________________________________________________________
LIVING EXPENSES (PERMONTH)
HOUSING
Rent / Mortgage
Telephone
Utilities (gas, electric, water, etc.)
Maintenance & Repair (lawn care, water softener)
Furnishings
Improvements (landscaping, seasonal decor)
Household Help
other (cell phone, Internet, cable, etc.)
Total home-related expenses
FAMILY
Food & grocery (H&B, cleaning products, paper products)
Clothing
Medical & Dental Expenses (not covered by insurance, incl. prescriptions)
Laundry & Dry Cleaning
Child Care
Education Expenses (tuition, school lunch, supplies)
Legal Expenses
Pet Care (food, supplies, boarding, vet visits)
Hair Care (cuts, color, etc.)
Other (alimony, child support, etc.)
TRANSPORTATION
Gas & Oil
Maintenance & Repair
Other (lease vehicle, licensing & registration, etc.)
GIVING
Charitable (churches, charities, raffles, fund-raisers)
Non-charitable (Christmas, birthdays, anniversaries)
LEISURE
Vacations
Hobbies (club memberships, racing, crafts, etc.)
Entertainment (restaurants, fast food, movies, sporting events, parties)
Other (newspaper, magazines, cigarettes, soda, etc.)
Total non-home related expenses
TOTAL LIVING EXPENSES
(*In some cases, it may be easier to calculate an annual expense and convert to a monthly amount.)
Please Fax to this Number: _________________________ Attention:_________________________________
6 Step Process of Underwriting
Step 1. Submit application with 1st month’s premium


This first check will pay for the first 30 days of your policy once issued.
You WILL NOT have another premium due until your policy has been “In Force” for 30 days.
Step 2. Conditional Receipt
Your Primerica agent will give you a Conditional Receipt when you complete the application.
The Conditional Receipt states that no insurance will be in effect before a policy is issued
unless all of the requirements concerning insurability such as medical examinations or body
fluid studies, and attending physician statements are received.
 It is important that you complete all underwriting requirements as quickly as possible. We will
work closely with you to expedite this process. The underwriting process may take 4 – 12
weeks.


Step 3. Submit either a saliva or blood and urine sample.
The sample you are required to submit depends on your age and the amount of coverage for
which you are applying. It is very important that you complete this as quickly as possible.
 If your Primerica agent collected a saliva sample, you most likely do not need to submit a blood
sample, although there have been instances where saliva and blood samples are needed.
 If blood and urine sample is needed, the company that administers our paramedical work is
called EMSI. They will be calling you to set up a time to come out to your home in order to
collect the necessary requirements.
 If you need to contact EMSI for any reason, their number is 800.404.3926.

Step 4. Participate in phone interview.
A phone interview is usually required, and someone will call you at your home if necessary.
The purpose of the interview is to make sure the coverage is appropriate and that you are a real
and living person.
 If the company cannot reach you on the phone, your Primerica agent will need you to call and
take care of the quick 10-minute interview.
 The toll-free phone number is 866-609-1841.

Step 5. Acquiring medical information.
Primerica life will have to obtain your medical information and history from your doctor(s).
This can take a little or a lot of time depending on how much history you have and the
cooperation of your doctor.
 If Primerica Life discovers that your height and weight, driving and/or criminal record, or your
over-all health is different than first anticipated, your premium could increase from the
Primerica’s agent original quote.
 In the event your premium increases, we will make every attempt to adjust your policy so it
falls in an affordable range for you.
 If Primerica Life determines you are not eligible for coverage, they will mail your premium
back to you with a letter explaining the decision.

Step 6. Policy is issued.

Once all of the requirements have been met and Primerica accepts you as a good risk, your
policy will be mailed to your Primerica agent’s office. He/she will personally deliver your
policy to you and answer any questions you may still have.
35
PRIMERICA LIFE INSURANCE COMPANY
EXECUTIVE OFFICE: 3120 Breckinridge Boulevard • Duluth, Georgia 30099-0001 • (770) 381-1000
STANDARD/PREFERRED/PREFERRED PLUS
RATE GUIDE
FOR AGENT USE ONLY.
THIS IS NOT AN APPLICATION FOR INSURANCE.
If the answer to any question below is “Yes” it is unlikely your applicant would qualify for Preferred or Preferred Plus rates.
Blood and urine testing and physical measurements are required for all applicants applying for Preferred. Upon receipt and
underwriting evaluation, the applicant may not qualify for Preferred rates (i.e. if elevated cholesterol). Preferred Plus underwriting
criteria are more restrictive than Preferred criteria.
1. In the past five years, have you used tobacco in any form, including cigarettes, cigar or pipe smoking or
tobacco chewing?
2. Are you employed in any hazardous occupation such as: military services, structural steel work, oil refining, explosives handling, mining, or logging?
3. Is your weight under the minimum or over the maximum for height in the Preferred Build Table
(See Table Below)?
4. Have you ever been treated by a physician for or told by a physician that you had any indication of a
cardiovascular disorder, diabetes, cancer or any other significant medical history?
5. During the past five years, have you ever been treated by a physician or told by a physician that you had
any indication of high blood pressure; or, have you taken or been advised by a physician to take medication for high blood pressure?
6. Has either of your parents died as a result of cardiovascular illness or cancer prior to age 65?
7. In the past three years, have you flown as a pilot, student pilot, or crew member of any aircraft other than
commercial aircraft, or do you intend to do so?
8. In the past three years have you engaged in, or do you intend to engage in, any hazardous sports such as
skin or scuba diving: mountain climbing; hang gliding; parachuting; auto, motorcycle, snowmobile or boat
racing?
9. During the past three years, have you been convicted of two or more moving violations of any motor vehicle law, been convicted of a DUI or DWI, or had your driver’s license suspended or revoked?
HEIGHT AND WEIGHT LIMITS
The following table shows the ranges of weights, according to height, for which life insurance policies may
be
issued at Preferred or Preferred Plus rates if other underwriting conditions are favorSTANDARD
MALE/FEMALE
HEIGHT
PREFERRED
HEIGHT
84-177 4’10” 118-238 5’10”
86-181 4’11” 121-247 5’11”
90-185 5’0” 121-253 6’0”
93-189 5’1” 124-257 6’1”
95-193 5’2” 128-263 6’2”
95-198 5’3” 133-271 6’3”
99-204
100-210
104-215
109-220
112-226
115-231
5’4”
5’5”
5’6”
5’7”
5’8”
5’9”
137-275
143-282
148-290
6’4”
6’5”
6’6”
PREFERRED PLUS
PREFERRED
PREFERRED PLUS
MALE
FEMALE
HEIGHT
MALE
FEMALE
MALE
FEMALE
HEIGHT
MALE
FEMALE
89-125
93-130
96-134
99-138
102-143
106-148
85-120
88-123
91-125
94-128
97-133
100-137
4’8”
4’9”
4’10”
4’11”
5’0”
5’1”
98-125
102-130
105-129
109-133
112-138
116-143
89-111
93-115
96-119
99-124
102-128
106-132
131-184
135-189
139-195
143-200
147-206
151-212
125-171
128-176
132-181
136-186
140-191
144-197
5’8”
5’9”
5’10”
5’11”
6’0”
6’1”
144-177
149-182
153-188
157-193
162-199
166-204
131-164
135-169
139-174
143-179
147-184
151-189
109-153
113-158
116-163
120-168
124-173
127-178
104-142
107-146
110-151
114-156
118-161
121-166
5’2”
5’3”
5’4”
5’5”
5’6”
5’7”
120-147
124-152
128-157
132-162
136-167
140-172
109-136
113-141
116-145
120-150
124-155
127-159
155-218
160-224
164-230
168-236
172-242
178-249
148-202
152-208
156-213
160-218
164-224
169-230
6’2”
6’3”
6’4”
6’5”
6’6”
6’7”
171-210
176-216
180-221
185-227
190-234
194-240
155-194
160-200
164-205
169-210
173-216
178-221
37
Primerica Life Insurance Company (US)
National Benefit Life (NY)
Underwriting Requirements
For All Applications
0 - 40
41 - 45
46 - 50
51 - 60
61+
0
50,000
B
B
B
B
C
50,001
99,999
B
B
B
C
C
100,000
199,999
B
B
B
E
E
200,000
249,999
B
B
E
F
F
A = For Future Use
B = Agent Collected Saliva
C = TeleUnderwriting
Agent Collected Saliva
D = Blood, Urine and Vitals
250,000
300,000
D
D
E
F
F
300,001
499,999
D
E
E
F
F
500,000
E
E
E
F
F
500,001
750,000
E
E
F
F
G
750,001
1,000,000
E
F
F
F
G
1,000,001
1,500,000
F
F
F
G
G
1,500,001
2,000,000
F
F
G
G
G
G = TeleUnderwriting
Treadmill EKG
Blood, Urine and MD Exam
2,000,001
Up
G
G
G
G
G
H = For Future Use
E = TeleUnderwriting
Blood, Urine and Vitals
F = TeleUnderwriting
Resting EKG
Important Information
1. All Preferred & Preferred Plus Applicants will require Blood,
Urine, & Vitals in lieu of Saliva collection, regardless of the
requested face amount.
2. Paramedical Examiners have no role in securing
Teleunderwriting consultations (Home Office is responsible for
this requirement).
38
New Associate Fast Start Script

I am very excited that you and your wife are getting involved with us.

I 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 and trained people with you, as well as several others that will be
on track to do the same.

Once licensed, you will have an unlimited number of appointments to go on because of the
new recruits coming on to your team that need to be trained.

You will be in a position to earn $2,000-$5,000 / month in income right out of the gate.

You’ll then be in a position to be promoted to RVP within 6 months or so, but you will
probably take the promotion in 12-18 months (so you’re mature enough in the business to
be an RVP). If you follow the system, you should make $30k-$50k in income your first
year and $150k-$250k plus your second year.
QUESTIONS:
1. So on a scale of 1-10, what is your desire to make all of this happen? (WFA)
All you need to do while getting licensed is get me in front of 15 people that are in the
right market, across the kitchen table, within the next 30 days.
So I’m guessing that’s something you can do, right? (WFA)
2. How many days/nights can you give to Primerica right now? (WFA) Great!
3. Who have you been thinking of that you would like to share this with?
(Find out if they are qualified. If not set up an interview or invite them to an opportunity
meeting. Remind them, if necessary, how much we are going to benefit those they take
you to see.)
4. Great, let’s go over what to say and give them a call to set up your first couple of
appointments.
39
Associate Appointment Script
 Hello __________, this is __________, how are you doing? (WFA) Great! The reason I’m calling is
I just got started with a new company that I’m very excited about. Would you help me out and allow
me to come and show it to you & ________? Great, what day would be better _______ or _______?
 Great, is 6:00PM or 8:00PM better?
 (Confirm with *** at the bottom of page)
Possible Questions/Objections
What is it?
 The name of the company is Primerica, but I’m just learning about it so I don’t want to try to explain
it because I’ll mess it up. When we come by I’ll let my trainer explain it to you, so when would be
better _______ or _______?
 Great, is 6:00PM or 8:00PM better?
 (Confirm with *** at the bottom of page)
I don’t think I’m interested.
 Listen __________, if it wasn’t for you, would you feel comfortable telling me no?
 Great, so would _______ or _______ be better?
 Is 6:00PM or 8:00PM better?
*** And _______, both of you will be there correct? It is important to me that you are.
I really look forward to seeing you this _______ to show you what I’m doing. See you at _______!
40
BNC Playbook Appointment Process
Appointment 1
 Client survey
 Get referrals
 2-page presentation
 IBA - IF RIGHT
 Collect FNA data
 Get a Commitment for the Life Sale
 (Explain Theory of Decreasing Responsibility and Show Future Value of Money)
 Invite client to the meeting
 Read the Commitment page
nd
 Set 2 appointment within 2-5 days
 Leave the budget worksheet and tell client to fax it to you the next day
 Set Auto/Home 3-way call for the next day
 Fast Start Script if IBA is completed; set 3 appointments.
Between Appointment 1 and Appointment 2
 3-way with client for Auto and Home insurance
 Get budget worksheet
 Input FNA
 Bring client to the meeting
Appointment 2
 Quick recap of 2-page presentation and client’s goals and dreams
 Carry back the FNA
 Recommendation PAGE
 Close the Life Sale
 Set the Investment appointment (have 2 possible appointment times for licensed
representative)
 Take the $MART and GOOD loan applications
 Get the IBA (if it’s right)
 Fast Start Script. Set 3 appointments
Appointment 3
 Close the $MART loan
Appointment 4
 Close the investments
41
42
6%
1.06
1.12
1.19
1.26
1.34
1.42
1.50
1.59
1.69
1.79
1.90
2.01
2.13
2.26
2.40
2.54
2.69
2.85
3.03
3.21
3.40
3.60
3.82
4.05
4.29
4.55
4.82
5.11
5.42
5.74
6.09
6.45
6.84
7.25
7.69
8.15
8.64
9.15
9.70
10.29
10.90
11.56
12.25
12.99
13.77
14.59
15.47
16.39
17.38
18.42
8%
1.08
1.17
1.26
1.36
1.47
1.59
1.71
1.85
2.00
2.16
2.33
2.52
2.72
2.94
3.17
3.43
3.70
4.00
4.32
4.66
5.03
5.44
5.87
6.34
6.85
7.40
7.99
8.63
9.32
10.06
10.87
11.74
12.68
13.69
14.79
15.97
17.25
18.63
20.12
21.73
23.46
25.34
27.37
29.56
31.92
34.47
37.23
40.21
43.43
46.90
10%
1.10
1.21
1.33
1.46
1.61
1.77
1.95
2.14
2.36
2.59
2.85
3.14
3.45
3.80
4.18
4.60
5.05
5.56
6.12
6.73
7.40
8.14
8.95
9.85
10.84
11.92
13.11
14.42
15.86
17.45
19.19
21.11
23.23
25.55
28.10
30.91
34.00
37.40
41.15
45.26
49.79
54.76
60.24
66.26
72.89
80.18
88.20
97.02
106.72
117.39
Yrs
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
* For hypothetical illustration only - Not a guarantee of future performance.
4%
1.04
1.08
1.13
1.17
1.22
1.27
1.32
1.37
1.42
1.48
1.54
1.60
1.67
1.73
1.80
1.87
1.95
2.03
2.11
2.19
2.28
2.37
2.47
2.56
2.67
2.77
2.88
3.00
3.12
3.24
3.37
3.51
3.65
3.79
3.95
4.10
4.27
4.44
4.62
4.80
4.99
5.19
5.40
5.62
5.84
6.08
6.32
6.57
6.83
7.11
2%
1.02
1.04
1.06
1.08
1.10
1.13
1.15
1.17
1.20
1.22
1.24
1.27
1.29
1.32
1.35
1.37
1.40
1.43
1.46
1.49
1.52
1.55
1.58
1.61
1.64
1.67
1.71
1.74
1.77
1.81
1.85
1.89
1.92
1.96
2.00
2.04
2.08
2.12
2.17
2.21
2.25
2.30
2.34
2.39
2.44
2.49
2.54
2.59
2.64
2.69
ONE DOLLAR LUMP SUM
1.12
1.25
1.41
1.57
1.76
1.97
2.21
2.48
2.77
3.11
3.48
3.90
4.36
4.89
5.47
6.13
6.87
7.69
8.61
9.65
10.80
12.10
13.55
15.18
17.00
19.04
21.33
23.88
26.75
29.96
33.56
37.58
42.09
47.14
52.80
59.14
66.23
74.18
83.08
93.05
104.22
116.72
130.73
146.42
163.99
183.67
205.71
230.39
258.04
289.00
12%
2%
12.13
24.51
37.13
50.01
63.15
76.56
90.23
104.19
118.42
132.94
147.75
162.87
178.29
194.02
210.06
226.43
243.13
260.17
277.56
295.29
313.38
331.84
350.66
369.87
389.47
409.46
429.86
450.66
471.89
493.55
515.64
538.18
561.17
584.63
608.56
632.97
657.88
683.29
709.21
735.66
762.64
790.16
818.24
846.89
876.11
905.93
936.35
967.38
999.03
1031.33
4%
12.26
25.03
38.31
52.13
66.52
81.49
97.08
113.29
130.17
147.74
166.02
185.05
204.85
225.46
246.91
269.23
292.47
316.64
341.81
368.00
395.25
423.62
453.14
483.87
515.84
549.12
583.76
619.80
657.32
696.36
737.00
779.29
823.30
869.10
916.78
966.39
1018.03
1071.77
1127.69
1185.90
1246.48
1309.53
1375.14
1443.43
1514.50
1588.47
1665.45
1745.56
1828.94
1915.72
12.40
25.56
39.53
54.37
70.12
86.84
104.59
123.44
143.45
164.70
187.25
211.20
236.62
263.62
292.27
322.70
355.00
389.29
425.70
464.35
505.39
548.96
595.21
644.32
696.46
751.81
810.58
872.97
939.21
1009.54
1084.20
1163.47
1247.63
1336.97
1431.83
1532.54
1639.46
1752.98
1873.50
2001.45
2137.29
2281.51
2434.63
2597.19
2769.77
2953.00
3147.54
3354.07
3573.33
3806.13
6%
12.53
26.11
40.81
56.73
73.97
92.64
112.86
134.76
158.48
184.17
211.98
242.11
274.74
310.08
348.35
389.79
434.68
483.29
535.93
592.95
654.69
721.57
793.99
872.42
957.37
1049.36
1148.99
1256.89
1373.74
1500.30
1637.35
1785.78
1946.54
2120.63
2309.18
2513.37
2734.51
2974.01
3233.38
3514.28
3818.50
4147.96
4504.78
4891.20
5309.70
5762.94
6253.79
6785.39
7361.10
7984.61
8%
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
28
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44
45
46
47
48
49
50
Yrs
ONE DOLLAR PER MONTH
THE MAGIC OF COMPOUND INTEREST*
12.67
26.67
42.13
59.21
78.08
98.93
121.96
147.40
175.50
206.55
240.85
278.74
320.60
366.84
417.92
474.36
536.70
605.57
681.65
765.70
858.55
961.12
1074.43
1199.61
1337.89
1490.66
1659.42
1845.85
2051.80
2279.33
2530.67
2808.34
3115.07
3453.93
3828.28
4241.82
4698.66
5203.34
5760.87
6376.78
7057.18
7808.83
8639.19
9556.50
10569.86
11689.33
12926.02
14292.22
15801.47
17468.76
10%
12%
12.81
27.24
43.51
61.83
82.49
105.76
131.98
161.53
194.82
232.34
274.61
322.25
375.93
436.42
504.58
581.38
667.92
765.44
875.33
999.15
1138.67
1295.90
1473.06
1672.69
1897.64
2151.11
2436.74
2758.58
3121.25
3529.91
3990.40
4509.30
5094.00
5752.85
6495.27
7331.84
8274.51
9336.74
10533.68
11882.42
13402.22
15114.76
17044.50
19218.98
21669.24
24430.25
27541.43
31047.18
34997.55
39448.92
SAMPLE FNA
45
GAME PLAN
63
8:00 KTA with__________________________
8:30 KTA with__________________________
TUESDAY
8:00 KTA with__________________________
8:30 KTA with__________________________
TUESDAY
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
THURSDAY
6:00 KTA with__________________________
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
FRIDAY
6:00 KTA with__________________________
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
SATURDAY
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
THURSDAY
6:00 KTA with__________________________
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
FRIDAY
6:00 KTA with__________________________
6:30 KTA with__________________________
8:00 KTA with__________________________
8:30 KTA with__________________________
SATURDAY
4:00 KTA with________________________
SUNDAY
4:00 KTA with________________________
SUNDAY
6:00pm PHONE BLITZ
2:00 KTA with________________________
2:00 KTA with________________________
6:00pm PHONE BLITZ
12:00 KTA with________________________
12:00 KTA with________________________
9:00am BUSINESS OVERVIEW
6:00 KTA with__________________________
6:00 KTA with__________________________
9:00am BUSINESS OVERVIEW
WEDNESDAY
WEDNESDAY
7:00pm BUSINESS OVERVIEW
6:30 KTA with__________________________
6:30 KTA with__________________________
7:00pm BUSINESS OVERVIEW
6:00 KTA with__________________________
MONDAY
6:00 KTA with__________________________
MONDAY
KITCHEN TABLE APPOINTMENTS SCHEDULE
___________________________
___________________________
FIELD TRAINER Ph. #
Completion Date
Completion Date
Benefits:
1. Qualify for Builders Bonus
2. 100,000 Builders Track Points - 20% Bonus
3. Additional $100 Scholarship Reimbursement
4. Recognition at Builders Schools/Conf Calls
5. First Step to RVP
3-6 Directs—Life Licensed– Team Licensed
FIRST 90 DAYS
QUALIFY FOR TEAM CAPTAIN
Benefits:
1. Sr. Rep Promotion
2. Qualify for $200 PDA Reimbursement
3. Pre-Qualify for Builders Bonus
4. $100 Scholarship Reimbursement
3 DIRECT & 4 LIFE TRAINING SALES
50,000 IN BUILDERS TRACK POINTS
FIRST 30 DAYS
WIN FAST START AWARD
See 3 & Bring 3
3-4 KT Appts
3 Recruits
Personal FNA
Register for PFSU
Builders Track Scoreboard
KT/IBA/Start Up CD
FIRST WEEK
Fast Start Award & Team Captain
___________________________
FIELD TRAINER
DATE IBA SUBMITTED ___________________________
ASSOCIATE
=BUS.
4 MINUTE GAME:
Invite to a Party
Cell Phone
 = MACHO2 + TOP 10
Family & Friends
People you've worked with
PARTNER
TOP 10 LIST
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone #____ ______________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
Name_________________________ Phone # __________________M A C H O 2
M=Married A= Age 22-55 C= Children H= Homeowner O= Occupation 2= Live 2+ yrs
(please cross out the times you can not work the business)
SUN
SUN
SAT
SUN
SAT
FRI
SAT
FRI
THU
FRI
THU
WED
THU
WED
TUE
WED
TUE
MON
TUE
MON
1 to 4
MON
9 to 12
6 to 11
Practice Script and Set Appointments
What to say
Hello _________ this is ___________, how are you doing? (WFA)
Great! The reason I’m calling is I just got started with a new
company that I’m very excited about. Would you help me out
and allow me to come and show it to you & ________? Great,
what day would be better?
(Alter. of choice) Monday or Wednesday _________?
Great! Is 6:00 or 8:00 better? ___________
(Confirm with *** at the bottom of the page.)
Possible Questions
What is it? / What do you do?
The name of the company is Primerica, I’m just learning about it
so I don’t want to try to explain it over the phone because I’ll
mess it up. When we come by I’ll let my trainer explain it to
you, so what day is better Monday or Wednesday?
Great is 6:00 pm or 8:00 pm better?
Possible Objections
I don’t think I’m interested.
Look ______ if your not interested and its not for you, would
you feel comfortable telling me no? (WFA) Yes.
Great! What day would be better: Monday or Wednesday?
Is 6:00 pm or 8:00pm better?
***And_____, both of you will be there correct? It is important
to me that you are. I really look forward to seing you this_____
to show you what I’m doing. See you at_____!
64
+
WHY SENIOR REP?
$85.00 a month premium = $1000 of business
Assoc
Your Contract
Compensation
On $1000 of
Business
Assoc
Get licensed
Rep
25%
$250
S.
Assoc
Get licensed
S Rep
35%
$350
Assoc
Assoc
Assoc
Assoc
Assoc
$100
Their Contract
25%
Compensation
On $1000 of
Business
Your Override
35%-25% = 10%
$450
$250
Which position would you rather have?
Rep Contract: 25%
Senior Rep: 35%
Field Training = Promotion
PDA
=$200
+ Reimbursement
=$200
Total Reimbursement =$400
Life Sales:
Contract:
$4000
x 25%
$1000
Split with Trainer: ÷
2
$500
Advance:
x 75%
$375
Compensation:
Life Sales: $4000
Contract: x 35%
$1400
Advance:
x 75%
$1050
GRAND TOTAL:
$1,450 Reimbursement
65
4 Minute Game
67
“START”
OFFICE INFORMATION
Office Address:
Fax Phone:
950 S. Bascom Ave Ste 1011
San Jose, CA 95128
(408)-294-9668
S.N.S.Director Cheryl Bartlett
Office Phone:
(408)-294-9592
Ext. 10 Gina
Life, Securities, PLPP, LTC
Ext. 11 Gene
Compliance & OSJ
Ext. 13 Tyler
Operations Officer
Ext. 16 Gina/Jessica Recruiting & Licensing
(408) 529-1911
Email: [email protected]
Register at www.primerica.com
To access all the tools available to us
Sign up for Primerica Online by going to:
www.primericaonline.com
Within the first 7 days:
Register @www.bartlettchampions.com
 To download the BNC Playbook and Securities Playbook
 For Webinar Training on Recruiting, Building, Presentation, Closing,
Marketing Skills, Self Improvement, and Product Basics
Pick up CDs and DVDs weekly when you come to office for Training
Weekly Agenda
Monday:
PFN 9am @ the office
Bartlett Team Conference Call 10:30am (218-844-0860) Passcode: 218828#
Hispanic Opportunity Meeting 7pm @ the office
Team Captain Call 9:35pm (218-844-0860) Passcode: 218828#
Tuesday:
Opportunity Meeting 7pm @ the office
Wednesday:
Basics Training 10:00am @ the office
Friday:
Webinar @ 6:50am (Go to bartlettchampions.com to get Invitation Link)
Saturday:
Opportunity Meeting 9:00am @ the office
Bootcamps 12:00 to 3:00 @ the office (check training calendar for schedule)
Sunday:
Bartlett Baseshop Call 7:45am (218-844-0860) Passcode: 218828#
71
Why People Fail/ Succeed

How They Handle Rejection

Right vs. Wrong Market

Coachable

Involved Spouse

Work Ethic

Have Character

Set Goals
Are You a Champion?

Get off to a fast start

Attend all meetings

Get others to meetings

Set up own appointments/ Have Credibility

Ask the right ?’s

Do self-study

Handle Rejection (fired up vs. discouraged)

Handle Change (excited vs. upset)

Want to compete early

Want to go out on their own early
73
2. APPROACH
3. PRESENTATION
YOU
5. START UP
FIRST 7 DAYS
FIRST 30 DAYS
FIRST 60 DAYS
6-8 WEEKS TO
GET LICENSED
ACTIVITY
PRODUCES
KNOWLEDGE
FOLLOW SIMPLE
INSTRUCTIONS
COACHABILITY
8 X 4 = 32
MULTIPLICATION
1+8=9
ADDITION
COLLAPSE
TIME FRAMES
DUPLICATION
32 X 2 = 64
GEOMETRIC
PROGRESSION
GAMEPLAN FOR
GREATNESS
FINANCIAL NEEDS
ANALYSIS
INDEPENDENT
BUSINESS
APPLICATION
4. FOLLOW-UP
SIMPLE BUSINESS
1. TRAINING LIST
ENTHUSIASM
TC
*REFERRALS
CLIENT
RECRUIT
#’S
INTRODUCE GUEST
TO LEADER AND
SPEAKER
MAKE NAME TAG
SIGN GUEST IN
ORIENTATION
MEETING
INTERVIEW
25 NAMES
ASK QUESTIONS
YOU ANSWER
QUESTIONS
JUMP TO
CONCLUSIONS
NOT INFO
CURIOSITY
PURPOSE OF
APPROACH IS
TO MAKE AN
APPOINTMENT
TC
PROSPECT CURIOUS
KITCHEN TABLE
APPOINTMENT
MARRIED
AGE 22-55
CHILDREN
HOMEOWNER
OCCUPATION
LIVE 2+ YEARS
FAMILY FRIENDS
WORK SOCIAL
NEIGHBORS
CHURCH
SCHOOL
DO BUSINESS
DON’T PREJUDGE
WRITE LIST
IMMEDIATELY
TC
A RECRUIT ISN’T A RECRUIT UNTIL THEY GET A RECRUIT!!!
74
UNDERSTANDING OUR MARKET
Those who most need our services and those who do the best in our business, meet these
qualifications:
1. Married
2. Age 22 - 55
3. Children
4. Homeowner
5. Occupation $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 will
make money and build a solid business. If you work in the wrong market, you can work very
hard and get little results.

Each one of the categories is 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.)

Are there exceptions? Yes…
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 afterwards.
MARKETING PLAN
Most companies spend thousands to millions of dollars on advertising to sell their products or
services. The best form of advertising is 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 to 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 properly protected, debt free, and financially independent.
As a new associate, you complete a Top 25 Training List. We qualify the top 10, and together
we see those 10 during your field training.
Our goal is to get you trained, qualify for the FAST START AWARD in your 1st 30 days of
being in the business and qualify for Team Captain in your 1st 90 days of being in the business.
The System
The objective is to BUILD A TEAM by identifying and developing people.
We do this by:
 Generating your Top 25 Training List
 Qualifying your Top 10 (4-6 pointers)
 Mapping out your schedule, starting part time
The Results
25 Training List
Top 10
6 Clients
3 Recruits
3 New Recruits
Top 10
18 Clients
9 Recruits
9 New Recruits
Top 10
54 Clients
27 Recruits
27 New Recruits
Top 10
162 Clients
81 Recruits
75
Guide to Success
STEP 1 PRIMERICAONLINE (POL) REGISTRATION
www.primericaonline.com (POL) is Primerica’s Business Website. A full-service subscription to POL includes a personalized website with
your picture and biographical information, and links to such places as Primerica’s public website, www.primerica.com, a map and
directions to your RVP office, and a place for prospective clients to leave you an e-mail request or comment.
To access the POL website at www.primericaonline.com, you must be a full-service subscriber to POL (included with the $99/$25 IBA
option), and have been issued a Primerica Solution # (which means you have been approved by the company).
Then take the following steps:
Go to www.primericaonline.com and click the option “New User? Register Now” in the upper right hand corner of the window.
 Enter your birthday and SSN.
 Read and agree to the Online Subscription Agreement.
 Select your Primerica e-mail address; we recommend using your first initial with your last name.
Enter your non-Primerica e-mail address. (You should create a new gmail account for your non-Primerica e-mail address. Ex: [email protected])
 It is recommended that you do NOT enter a Customized User ID. Your User ID will default to your Solution #.
 Enter your desired password. Passwords must be changed every 30 days so we recommend you use an easy-to-remember word
such as a pet’s name followed by the current month. Ex: buster04.
Pick a security question and provide the answer. Submit.
STEP 2 GET DEBT CERTIFIED





Please reserve approximately 45 minutes to complete the Debt Certification.
Log on to POL (under your own solution #).
On your Builders Track Score Board Home Page and under the Achievements column chose Debt Approved link.
From the pop up box, select Debt Certification Course.
Answer the career conflict question below and click submit. When your answer has been processed, the course will automatically
begin. You must review the entire course to receive credit for completion.
Use the EXIT button to exit the Debt Certification course.
STEP 3 HOW TO LICENSED AND APPOINTED








Go to Builder’s Track Scoreboard on POL to register for the Life Licensing class
Attend 32 hours and get Certificate of Completion.
Fax Certificate to Regional Licensing Center (626.462.0399). Call and make sure they get the faxed Certificate
RVP Office will get your Attestation Paperwork in approximately 5 days.
Go to www.bartlettchampions.com, Members Area, Bartlett Baseshop, click link ”Schedule Your Life Test”. Register for
“ Life Only Agent”.
Take Attestation paperwork, Dr Lic, Court Docs if necessary, check/credit card for $61.00 fingerprint fee.
PFS will reimburse this fee.
Fax Pass Notice ASAP to Regional Licensing Center (626.462.0399). Call to make sure that they receive it
It takes approximately 5-7 days to complete the Background Check and get your Appointment from Primerica
STEP 4 CALLATLANTA SOFTWARE INSTALLATION
CallAtlanta is the software component of www.primericaonline.com (POL) that resides on your Personal Computer (PC). It includes the
Financial Needs Analysis (FNA) software, Quick Quotes, Savings and Loan Financial Calculators and other useful programs.
To download and install the CallAtlanta software onto your PC you must first be a full-service subscriber to POL (included with the $99/
$25 IBA option) and have been issued a Primerica Solution # (which means you have been approved by the company). You also must be
registered online for POL usage.
Then take the following steps:
 Go to www.primericaonline.com and login using your Solution # and password.
 Select the HOME Tab.
 Select the DOWNLOAD CENTER Sub-Tab.
 Select the SOFTWARE UPDATES on the left hand side.
 Click on the first selection, CALLATLANTA SALES TOOLS INSTALLATION, in the middle and follow the instructions.
If you have general challenges, call your Field Trainer or Upline.
If you have technical challenges contact:
CallAtlanta Tech Support Line at (888) 737-2255
Hours:
Mon-Fri 4:00 AM to 7:00 PM Pacific Time
Sat-Sun 6:00 AM to 4:00 PM Pacific Time
76
BUILDERS TRACK 30 DAY SPRINT
10% to 20% Monthly Bonuses / Bonuses start @ 50,000 points
You can bonus for up to 6 production months following your starting month.
Bonuses range from 10% for 50,000 points, up to 20% at 100,000 points. Watch your score
increase as your activity, production and achievements are documented. Most of the activities
on the Builders Track Scoreboard will update automatically as they are completed.
As a guide you should be at 50,000 points within 30 days, and 100,000 points within 60 days.
Things You Should Do On Your Own To Increase BONUSES!
Log on to primericaonline.com
Complete your Debt Certification and earn
10 Video’s Online Orientation each video you watch adds 100 points
Set your Top 10 Goals and increase your score by
Enter your Top 25 contacts and get 100 points for each one
Register for, attend and complete PFSU
Builders Track
Points
1,000
1,000
1,000
2,500
9,000
Things To Do Immediately w/ Field Trainer To Increase Your BONUSES!
Complete and implement your personal FNA and understand our crusade
Set 10 Qualified Appointments w/ field trainer and get up to 5,000 points
Recruit 3 Directs - no maximum score potential in this category
Witness 6 Life Sales In Your Market—no maximum score potential
Sr. Rep. Promotion 35% vs 25% Increase your score with every advancement
District Promotion 50% vs 35%
1,000
5,000
7,500
15,000
5,000
5,000
Get Licensed
Pass State Exam and Get Licensed
5,000
Plug Into The System
Your First 60 Days
Attend All 10 Opportunity / Training Meetings
BRING NEW PEOPLE / 6 New Guests =
That’s a
13%
5,000 Bonus!
Achieve 50,000 points & start qualifying for bonuses!
3,000
Total 66,000
Get To 100,000 POINTS To Max Out Your BONUS!!!
(The following must have appropriate licenses. Each with no maximum score potential.)
Help 3 Friends Save Money on Auto Insurance
Help 3 Friends Save Money on Home Owners Insurance
Help 3 Friends Save Money with $MART Loan
Help 3 Friends Save Money with GOOD Loan
Help 3 Friends with Primerica Legal Protection Plan
3 extra life applications
3 extra Recruits
4 extra (All other applications)
77
3,000
3,000
3,000
3,000
3,000 That’s a
7,500 20%
Bonus!
7,500
4,000
Total 100,000
1-2 YEAR GAMEPLAN
8-5-3-1
4 First KTA/Week
RVP
4 KTA/wk
4 KTA/wk
4 KTA/wk
4 KTA/wk
20 KTA/wk x 4 weeks = 80 - 50 - 30 - 10
KTA
20K-25K/Month= $250,000 plus a year
FNA’s
Sales
Recruits
HOW TO BECOME AN RVP
YOU
T.C.
T.C.
T.C.
HOW TO BECOME A TEAM CAPTAIN
YOU 1 X 1
1X1
1X1
1X1
Become a Team Captain and develop other Team Captains
What is a Team Captain?
A Team Captain is someone that does a minimum of 100,000 Team Builder Premium over the
previous 3 months.
Ex: 3.3 Recruits x 3,300 in Life Premium for 3 months as a team = 100,000 Builders Premium.
Ex: Team Life Premium over the last 3 months is $10,000 and Team Recruits over the last 3 months is 10
10,000 X 10 = 100,000 in Builder Premium.
A Team Captain must re-qualify monthly to remain a Team Captain.
What is the significance of a Team Captain?
A Team Captain is someone that shows stability and consistency. We have found that those who:
1. Have 1 Direct Team Captain average approximately $10,000 in premium production per month.
2. Have 2 Direct Team Captains average approximately $20,000 in premium production per month.
…. and become strong RVP’s!
78
Definitions
Showing Up
Field Trained
Licensed
Direct
Builders Premium
Team Captain
7 of the last 8 Opportunity/Training Meetings
Witnessing 4 Life Sales in your market
Life Licensed
A Person that is directly associated to you in the business
(excluding spouse/partner)
Annual Premium (life app) x Recruits = Builders Premium
A Minimum of 100,000 Team Builders Premium over past 3 months.
PROMOTIONS
*Please see Promotion Slips for specifics
Senior Representative
 2 Directs
 Showing Up
District Leader
 2 Directs
 Field Trained, Licensed and Showing Up
Division Leader
 3 Directs
 1 is a Direct Current Team Captain
 U4 Submitted
Regional Leader
 4 Directs
 2 are Direct Current Team Captains
 Series 6, 63 & 26 Licensed
Regional Vice President
 6 Directs
 QBI 70%
 Give Replacement (promoting RVP’s choice)
previous 3 months.
Ex: 10 Team Recruits over the last 3 months X $10,000 Team Life Premium over the last 3 months.
10 X 10,000 = 100,000 in Builder Premium.
79
BNC Playbook Appointment Process
Appointment 1
 Client survey
 2-page presentation
 IBA - IF RIGHT
 Collect FNA data
 Get a Commitment for the Life Sale
 (Explain Theory of Decreasing Responsibility and Show Future Value of Money)
 Invite client to the meeting
 Read the Commitment page
nd
 Set 2 appointment within 2-5 days
 Leave the budget worksheet and tell client to fax it to you the next day
 Set Auto/Home 3-way call for the next day
 Fast Start Script if IBA is completed; Set 3 appointments.
Between Appointment 1 and Appointment 2
 3-way with client for Auto and Home insurance
 Get budget worksheet
 Input FNA
 Bring client to the meeting
Appointment 2
 Carry back the FNA
 Recommendation PAGE
 Close the Life Sale
 Set the Investment appointment (have 2 possible appointment times for licensed
representative)
 Take the $MART and GOOD loan applications
Appointment 3
 Close the $MART loan
Appointment 4
 Close the investments
80
Some people may try to drag you down or steal your dreams because they are not
totally clear on how our business works. Here are reasons “Why People Join”
Why People Join
Education
Earn extra income
So spouse can be a Stay at Home Parent
Career change
Start a family business with your children
Supplement retirement income
Tax advantages of being self-employed
To get the thumb off their back
Be part of something special
Override 24 hours a day
Open unlimited # of outlets
Have an International Business
Live where you want to live
Flexibility of time
Be your own boss
Have fun
Have bigger toys
Competition
Recognition
Travel the world
New friends
Helping other people
Unlimited income potential
Financial Independence
“Real” Ownership of business
Change your family tree forever
Improve your quality of life
Self-improvement program with a
high compensation package
Become a dreamer again
What You Will Learn
How to bypass the middleman
The 5 major financial mistakes:
 Lack of understanding of how
Rule of 72
money works
About Mutual Funds and other investments
 No financial coach
vehicles
 No financial plan
How credit cards and mortgages work
 Overpaying for basic items
How to take control of debt
 Procrastination
The life insurance industry
How to potentially make more money
Primerica’s Compensation
How to build a business
 We get paid by vendors, not clients
How to become financially independent
 How to control your promotions
Where to invest
 You get paid three ways
Understand the tax laws
1. Personal sales
How much to invest
2. Overrides
When you will become financially
3. Bonuses
independent
81
Overcoming
Objections
Steps to Overcoming Objections
A. Before you are hit with an objection, you are telling. After the objection, you
are selling.
1. Objections are the steps to the sale. If they don't object, challenge or fight,
most often they won’t buy.
2. Objections define their main areas of interest and give you the feedback you
need to structure your strategy toward the final close.
3. Objections are nothing more than a request for more information. Our job is
to help a client obtain the facts to make a decision that improves their financial
situation.
Some people have a tough time making changes. We need to make them
feel good about a making a change that’s good for them.
It’s human nature to procrastinate. Keeping a cash value insurance policy,
an adjustable rate mortgage (A.R.M.) or a low interest savings account is
not wise to procrastinate over.
4. You must qualify to isolate conditions versus objections.
a. A condition is a valid reason for not going ahead. Commit to accepting
only two: no money or poor health.
b. An objection is an invalid condition used as a defense mechanism to
slow down the buying pace or stall a final decision.
5. Treat a condition like an objection. If it doesn’t break down, go for referrals.
6. When isolating the objection never argue or fight. Do ask the right questions to
lead the customer to answer their own objections.
85
B. Steps To Handling The Final Objection
Hear them out.
Develop the discipline of waiting until you’re sure you’re hearing the
real area of concern. (Don’t interrupt them.)
Always try to bypass the concern until the end of your presentation.
Example: “I understand John, and with your permission,
can I note that as an area of concern and cover it at the
end of my presentation? Would that be okay?”
Remember: If they bring the same concern up twice, it’s
real and must be handled.
Feed it back.
Restate their concern in the form of a question thus making them
elaborate, explain, defend, and clarify their concern.
Question the importance.
Ask them how important this area of concern really is.
“John, is this area of concern really critical in arriving at
your final decision?”
Answer the concern.
Now you must choose from your menu of concern-handling
and closing strategies which one is most applicable at this point.
Confirm the answer.
After you answer the concern, you must always confirm
the fact you have answered the concern or the buyer will
bring it up again later. Example: “Now that settles that
concern, doesn’t it?”
Change gears.
You must now mentally take them elsewhere by using
the mind neutralizing words for changing to a new
subject: by the way.
86
Product Objections
C. Phraseology to Address and Overcome Objections
1. The History Readback - Use this to open the prospect’s mind to hearing your
presentation.
“John and Mary, what type of insurance do you have now?”
“How long have you had those policies?”
“What did you have previously?”
“Since you’re obviously an intelligent couple, I assume you did a lot of research
before making the decision to go with that program?”
“Do you feel the benefits you received from making the change are much better
for you?”
“If you received all these benefits from making a previous change, why would you
deny yourself the opportunity of receiving potentially more benefits from making
another change?”
2. Put the Shoe on Their Foot - To be used when they’ve had a bad past
experience with another representative from Primerica.
“I’m sorry to hear that you weren’t happy with your last contact with an associate
with Primerica. Tell me, John, if you were the leader of my company and found
out that a representative treated a client as you were treated, what
would you do?”
Listen. Let them tell you everything and get it off their chests.
“Well, that’s what we did and why I’m here now--to show you how professional
our company can be.”
87
3. “I want to think it over.” “I want to sleep on it.”
Use the Weigh the Facts Close.
“In my experience, John and Mary, when people tell me they want to ‘think it
over’ or ‘sleep on it,’ what they’re really saying is that they want to be certain
they have all the facts and know they’re making the right decision. Is
that how you feel? If, after reviewing the facts, you see that it makes sense in
every way, am I correct in assuming you will go ahead?”
Wait for answer.
“Great. Then let me help you while I’m still here and answer any questions or
concerns you might have.”Take a clean sheet of paper. Draw a line down the middle. Put a plus sign (+) on the left side and a minus sign (-) on the right side.
+ = Go Ahead
- = Keep What You Have
Doubled coverage
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?”
88
4. “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?”
“I think so.”
“John you have seen our new proposal compared to your old program and you
agreed that it’s substantially better, didn’t you?”
“Yes, it looks that way.”
“John, your agent would have proposed our concept if he truly had your best
interest at heart, don’t you think?”
“Maybe he didn’t have it then, but does now.”
“John, the concept ‘buy term and invest the difference’ is over 60 years old.
Your agent chose not to give you the option between that and what you have
now. You told me 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
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?”
“Yes, it’s time.”
“Great. What’s your social security number?”
89
5. “I want to shop or compare.”
“That makes sense, John. Would two to three weeks give you enough time?”
“Oh, yes.”
“If after you shop and compare, you find our program is the best value, can I
assume you’ll go with Primerica?”
“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 paper work started. All I need is a check for
one month’s premium.”
6. “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. You see, companies do not receive any tax incentives for
coverage above $50,000. And with your current income and obligations $50,000
would leave you drastically underinsured, wouldn’t it?”
“Probably.”
“In addition, the probability of you changing companies or jobs at some point is
almost certain. When you change, you can’t take your benefits with you. So, it
make sense to own your own insurance policy and have a retirement program
you can take with you wherever you go, wouldn’t you agree? John, 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?”
“No.”
“Great. Let’s find out.”
90
7. “I have too much invested in my policy to change.”
“John, that is a common statement I hear. But, John, if I could show you that
by repositioning your cash values and investing in low cost term insurance,
you would probably have twice the coverage and five to ten times the cash at
retirement, you would like to at least explore the possibility, wouldn’t you?”
“Well, I just don’t know.”
“John, if I can’t make a substantial difference, I won’t even ask for your
business. Is that fair enough?”
“I just feel that if I change now, I’ll lose money.”
“John, I wouldn’t ask you to change unless we were certain you would improve your current situation substantially. And if I could do that, John, can I
assume you would seriously consider making a change?”
“Yes, I would consider it.”
“Great, John. That’s all I ask. What day is better, Monday or Wednesday?”
91
8. PAC Objection
“Have you had a challenge in the past with PACs?”
“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 it saves
Primerica a tremendous amount of money by not having to bill 2 million clients
each month. And, it’s why we’re able to offer you such a competitive
product. You are excited about the savings, aren’t you?”
“Yes.”
“By the way, isn’t your primary concern that the protection you receive stays in
force?”
“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?”
“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?”
“Okay.”
92
9. “I already have a financial advisor/financial planner.”
“John, then you are serious about your future being set when you retire, right?
“Yes.”
“So if you want to be certain it’s set, you wouldn't mind a second opinion about
your current plan, would you?”
“I guess not.”
“Great. I can meet with you Monday or would Wednesday be better? 6:00 pm or
8:00 pm.”
10. “I don’t need life insurance.” “I don’t believe in life insurance.”
“John, how much do you pay for car insurance? $______.
“Wouldn’t you agree that $____ is worth the piece of mind to know if something
happened to you that your wife and kids wouldn’t have to struggle?” WFA
“That just makes sense, doesn’t it? Okay. What’s your social security number?”
93
RECRUITING OBJECTIONS
1. “I can’t take time away from my family.”
“I see. What family obligations do you currently have?” WFA
“From what I hear you saying, your main concern is the quality of time you spend
with your family, isn’t it? Most of us get home from work after 5:00 pm, eat dinner
between 6:00 pm and 7:00 pm then proceed to watch TV with the family until 10
or 11 pm. Let’s be honest. There’s not a whole lot of family interaction when the
TV is on. Many people just like you have found that it’s easy to invest one or
two evenings a week in something that will help build a brighter future for our
families. And, once they begin to see the results of your commitment to improving
that future image, they are very supportive and encouraging. By the way, which
evening are your least favorite shows on?”
2. “Is this a pyramid/multi-level marketing?”
“John, do you like the idea of multi-level marketing?”
“No.”
“Great. You’ll love our company then. We’re really nothing like them. You see,
with us you must get licensed to market our products. We have a very comprehensive training pro gram. We market only financial services products like term life
insurance, investments and debt consolidation programs.
In addition, our income opportunity is far better than that type of company. So in
every way, other than the opportunity to build your own sales force, we are different. By the way, the only way to get financially independent is to get others to cooperate with you, wouldn't you agree? Then you don’t see anything wrong with
giving others the same opportunity you have, do you? Great! How soon can we
get started?”
94
3. “I could never sell anything.”
“John, obviously you have a reason for saying that. Would you mind sharing it
with me?” Listen.
“I understand your feelings, John. You would like helping other people, wouldn’t
you? That’s the bottom line of what we’re all about--helping people save money.”
4. “I don't know anything about insurance, investments, etc.”
“We have found that people with no prior experience often do the best in our business. Let me ask you this:
You didn’t know everything about your current job before you took the position,
did you?”
5. “If it’s so good, why isn’t everyone doing it?”
“Would you agree with me that there are a lot of things in life that are good for us
that we don't do? Things like exercise and eating the right kinds of food. They
require discipline, don't they, John?
Well, the opportunity I’m offering you tonight with Primerica is a lot like that. It
requires a certain amount of discipline to succeed. However, you aren’t alone. We
have an incredible training system.”
95
6. “I don’t have the $99.”
Let me ask you a question, if I told you that I had a brand new BMW M5 and I
would sell it to you for $99, but you had to have the money today, how would you
come up with it? (WFA).
A) (If they would ask someone) Great let’s go see _______ because if they would be
willing to give you $99 for a car I’m sure they would be more than willing to help
you get started in a million dollar business.
B) (If they have the $99 at this point) Let me ask you, which makes more sense to
you to invest money into, a car which will cost more money, or a business which will
generate an income? So it’s not the $99 it’s just that you don’t see the value in what
your $99 will get you right now.
7. “Not interested:”
"What aren't you interested in, helping people or making a lot of money, which
one didn't you like?" What I mean is it's not for me..
"What's not for you, helping people or making money?
See, you don't have enough information not to be interested. We only got you enough
information to see if it's for you.
“So what I'd like to do is take some time with you and show you what were doing."
96
“We want to see if our loan frees up any money first before we do the insurance”
I understand, however if something happened to you tomorrow what would happen to
your family financially? WFA (They’d be in trouble)
So wouldn’t you agree that the coverage is needed whether the loan closes or not? WFA
(“Makes Sense”)
Since we know that your family needs the coverage either way, we’ll see if we can medically qualify you for the new plan, and if you need to make any changes later depending
on what does happen with the loan, we can make them accordingly, fair enough?
“We have some other things we need to take care of first, like health insurance”
I understand, all of those other things are important to your family. However, what
actually pays for those things like health insurance? WFA (My income)
So what would you say is more important to protect “those other things” or your income
which actually pays for those other things? WFA (“My income”)
So if we can put together an affordable plan that protects your income, so you can
provide those things for your family no matter what happens, will you implement it?
WFA (sure) Great, lets see if we can get you qualified for the coverage.
“My agent is a close friend or family member”
I’m sure you would never do anything to hurt your relationship with your friend or family
member would you? WFA
What's more important to you your relationship with your friend/ family member or your
Spouse & Kids? WFA
Great, so if we could do a better job for your family, wouldn’t it make the most financial
sense to take advantage of it? WFA
Great, and if your current agent really loves and cares about your family, wouldn’t he/she
want you to do what’s truly best for your family? WFA
Great, so let me see if we can improve your current situation, and if we can we'll see if we
can get you qualified for the coverage. Okay?
97
RESOURCES
Contract
Level
Auto Ins
1 case
Home Ins
1 case
Debt
Watchers
1 case
P.L.P.P.
$350,000
SMART
Loan
$15,000
GOOD Loan
Field Compensation
1 case
TermLife
Ins
$20,000
Variable
Annuity
Mutual
Funds
$1,000
annual
premium $20,000
Sr. Rep
$55.00 $29.00 $ 50 $ 80 $1,050 $ 66.30 $500 $315 $399
$52.50 $27.00 $ 50 $ 60 $1,050 $ 54.60 $350 $293 $371
$50.00 $25.00 $ 50 $ 50 $1,050 $ 46.80 $250 $270 $342
District
$57.50 $31.00 $ 50 $ 90 $1,050 $ 85.95 $600 $383 $485
Rep
Division
TC
TC
YOU
TC
TC
TC
$85.00 $42.50 $ 50 $ 125 $2,100 $186.75 $950 $558 $707
Regional $60.00 $33.00 $ 50 $ 100 $1,050 $124.05 $700 $428 $542
RVP
TC
ARECRUIT ISN’T ARECRUIT UNTILTHEYGET ARECRUIT!!!
101
PAYCHECK CYCLES
Sunday
1
Monday
2
Tuesday
3
GOOD $
$MART $
8
9
10
GOOD $
$MART $
15
16
17
GOOD $
$MART $
22
23
24
GOOD $
$MART $
29
Wednesday
4
Thursday
5
Life Ins. $
PLPP $
LTC $
GOOD $
$MART $
11
12
Life Ins. $
PLPP $
LTC $
18
GOOD $
$MART $
19
Life Ins. $
PLPP $
LTC $
25
GOOD $
$MART $
26
Life Ins. $
PLPP $
LTC $
GOOD $
$MART $
Friday
6
Life Ins. $
PLPP $
Sec./Ann $
LTC $
A&H$
13
Life Ins. $
PLPP $
Sec./Ann $
LTC $
A&H$
20
Life Ins. $
PLPP $
Sec./Ann $
LTC $
A&H$
27
Life Ins. $
PLPP $
Sec./Ann $
LTC $
A&H$
Saturday
7
14
21
28
30
$MART & GOOD Loan Paychecks
Life Insurance Paychecks
Auto & Homeowners Referral Paychecks
Long Term Care Insurance Paychecks
Primerica Legal Protection Paychecks
Securities & Variable Annuity Paychecks
As-Earned Paychecks
=
=
=
=
=
=
=
8 each month
8 each month
4 each month
8 each month
8 each month
4 each month
1 each month
TOTAL PAYCHECKS = 41 EVERY MONTH
Building a team positions you to get a paycheck every time they are cut!
102
Primerica Life Insurance Company (US)
National Benefit Life (NY)
Underwriting Requirements
For All Applications
0 - 40
41 - 45
46 - 50
51 - 60
61+
0
50,000
B
B
B
B
C
50,001
99,999
B
B
B
C
C
100,000
199,999
B
B
B
E
E
200,000
249,999
B
B
E
F
F
A = For Future Use
B = Agent Collected Saliva
C = TeleUnderwriting
Agent Collected Saliva
D = Blood, Urine and Vitals
250,000
300,000
D
D
E
F
F
300,001
499,999
D
E
E
F
F
500,000
E
E
E
F
F
500,001
750,000
E
E
F
F
G
750,001
1,000,000
E
F
F
F
G
1,000,001
1,500,000
F
F
F
G
G
1,500,001
2,000,000
F
F
G
G
G
G = TeleUnderwriting
Treadmill EKG
Blood, Urine and MD Exam
2,000,001
Up
G
G
G
G
G
H = For Future Use
E = TeleUnderwriting
F = TeleUnderwriting
Resting EKG
Important Information
1. All Preferred & Preferred Plus Applicants will require Blood,
Urine, & Vitals in lieu of Saliva collection, regardless of the
requested face amount.
2. Paramedical Examiners have no role in securing
Teleunderwriting consultations (Home Office is responsible for
this requirement).
THE BARTLETT NETWORK OF CHAMPIONS 04-10
103
New Associate Fast Start Script

I am very excited that you and your wife are getting involved with us.

I 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 and trained people with you, as well as several others that will be
on track to do the same.

Once licensed, you will have an unlimited number of appointments to go on because of the
new recruits coming on to your team that need to be trained.

You will be in a position to earn $2,000-$5,000 / month in income right out of the gate.

You’ll then be in a position to be promoted to RVP within 6 months or so, but you will
probably take the promotion in 12-18 months (so you’re mature enough in the business to
be an RVP). If you follow the system, you should make $30k-$50k in income your first
year and $150k-$250k plus your second year.
QUESTIONS:
1. So on a scale of 1-10, what is your desire to make all of this happen? (WFA)
All you need to do while getting licensed is get me in front of 15 people that are in the
right market, across the kitchen table, within the next 30 days.
So I’m guessing that’s something you can do, right? (WFA)
2. How many days/nights can you give to Primerica right now? (WFA) Great!
3. Who have you been thinking of that you would like to share this with?
(Find out if they are qualified. If not set up an interview or invite them to an opportunity
meeting. Remind them, if necessary, how much we are going to benefit those they take
you to see.)
4. Great, let’s go over what to say and give them a call to set up your first couple of
appointments.
104
SETTING APPOINTMENTS
What to say:
Hello ____________ this is _____________, how are you doing? (WFA)
Great! The reason I’m calling is I just got started with a new company that I’m very excited
about. Would you help me out and allow me to come and show it to you & ______? Great,
(Alter. Of choice) Monday or Wednesday ________?
Great! Is 6:00 or 8:00 better?__________
Possible Questions
The name of the company is Primerica, I’m just learning about it so I don’t want to try to explain it over the phone because I’ll mess it up. When we come by I’ll let my trainer explain it
to you, so what day is better Monday or Wednesday?
Possible Objections
Look _____if your not interested and its not for you, would you feel comfortable telling me
no? (WFA) Yes.
Is 6:00 pm or 8:00 pm better?
really look forward to seeing you this _______ to show you what I’m doing. See you at
_______!
105
I
What _________ gave you
At _____ years old:
Insured
What you could have had
At _____ years old:
Coverage
$
Monthly Premium
Insured
$
Coverage
$
Monthly Premium
$
________ coverage for $________ less per month!
1.
2.
3.
4.
Term Life
Buy Term & Invest the Difference
How does my insurance work?
Coverage adjusts every ____
Premium adjusts every ____
Term to age ____
Is there cash value? ____***
1.
2.
3.
4.
What’s the total cost of my policy?
Guaranteed level coverage for ____
Guaranteed level premium for ____
Term to age ____
Is there savings? ____***
What’s the total cost of my policy?
1. $___________over length of term
1. $___________over length of term
What happens at the end of term?
What happens at the end of term?
1. Evidence of insurability? ____
2. What does policy convert to? ____
3. Is rate class guaranteed? ____
1. Guaranteed insurability
2. Guaranteed renewability
3. Guaranteed rate class: ____
Riders
Riders
1. Terminal illness? ____
2. Increasing benefit? ____
1. Terminal Illness Benefit included
2. Increasing Benefit ____%
***How much will my cash value be?
***How much will my savings be?
After ____ years = $
At 65 years old = $
At 65 years old = $
At ____ % rate of return
At ____ % rate of return
106
At _____ years old:
Insured
At _____ years old:
Coverage
$
Monthly Premium
$
Insured
Coverage
$
Monthly Premium
$
Whole Life
What do I get if I die?
What do I get if I die?
1. If you die, your beneficiary gets only
the insurance
2. They don’t get the cash value
3. But you are paying for both
1. If you die, your beneficiary gets the
insurance plus savings
How can I get my savings?
How can I get my cash value?
1. Surrender policy
Terminate your insurance
or
2. Borrow cash value
Pay it back with _____ interest
Reduces your insurance
1. Withdraw savings
Your insurance is still active
You may have to wait up to 6 months to
get your cash value
You can get your savings anytime
Don’t have to pay it back
Insurance stays the same
How much will my cash value be?
How much will my savings be?
After _____ years = $
At 65 years old
At 65 years old
=$
=$
At _____% rate of return
107
At _____ years old in _________:
Insured
Coverage
$
At _____ years old in _________:
Monthly Premium
$
Insured
Coverage
$
Monthly Premium
$
__________ coverage for $________ less per month!
Universal Life
1. Adjustable coverage
2. Monthly cost of insurance increases
every year
1. Guaranteed level coverage
2. Level Premium, does not increase for
_____ years
How do you get your savings?
How do you get the cash value?
1. Surrender policy
Pay a surrender charge
Terminates your insurance
or
Pay it back with _____% interest
1. Withdraw savings
No charge
At 65 years old
At 65 years old = $
=$
108
At _____ years old in _________:
Insured
Coverage
$
At _____ years old in _________:
Monthly Premium
Insured
$
Coverage
$
Monthly Premium
$
Variable Universal Life
1. Variable coverage
every year
2. Level premium, does not increase for
_____ years
Who is the owner of the cash value?



Who is the owner of the savings?
Cash Value = Separate account
Owner of separate account? =
Who is paying for this policy? =


You save outside of your insurance
You are the owner
1. Surrender policy
or
Pay it back with _____% interest
1. Withdraw savings
No charge
At 65 years old
At 65 years old
=$
=$
109
At _____ years old:
Insured
At _____ years old:
Coverage
$
Monthly Premium
Insured
$
Coverage
$
Monthly Premium
$
Variable Universal Life
W/ Equity Index
2. Level premium, does not increase for
_____ years
1. Variable Coverage
every year
1. Surrender policy
or
Pay it back with ___% interest
1. Withdraw savings
No charge
At 65 years old
At 65 years old
=$
At _______% rate of return
=$
110
111
Investment Recommendation:

$ _________/mo.
Coverdell, Scholars Choice, VK 529
Time Frame: 0-18 years

3
Gameplan:
Education
(non-qualified funds, 529 plans,
Ed. IRA, UTMA)

Educational Accounts
3.
$ _________/mo.
_________________
Monthly Amount
Available
_________________
RolloverAmount
Available
4
“The Stable Table”
1
Gameplan:
Wealth Building / Retirement Accounts
(IRA, Roth IRA, SEP-IRA, Variable Annuity)
 Time Frame: Long Term (8+ years)
 Investment Recommendation:
LMP Lifestyles, VK Asset Allocation, 3 Funds

1.
$ __________/mo.
Gameplan:
Spending Account Short Term +
Goals & Dreams
 Time Frame: 3-5 years
 Investment Recommendation:
LMP CA Municipal Bond Fund,
LMP Managed Municipal Bond Fund
VK ……

2 4.
* Accumulate at least 6 months income
$ __________/mo.
Gameplan:
Emergency Account
 Time Frame: Accumulate 3-6 months income;
Purchases 0-2 years
 Investment Recommendation: Money Market

2.
Client _________________ Date _______ Rep. _________________
FINANCIAL GAMEPLAN
Your Roadmap to Becoming Financially Independent
THANK YOU NOTES
1. Thank you after telephone contact:
Thank you for talking with me on the phone.
In today’s fast paced world, time is precious.
You can rest assured that I will always be
respectful of the time we share as we discuss
the possibilities for increasing your financial
security.
7. Thank you after they don’t get involved, but
offer to give you referrals:
Thank you for your gracious offer to give me
referrals. As we discussed, I am enclosing three
of my business cards, and I thank you in advance
for placing them in the hands of three of your
friends, acquaintances, or relatives that I might
serve. I will keep in touch and be willing to
render my services as needed.
2. Thank you after in-person contact:
Thank you, it was a pleasure meeting you,
and my “thank you” is for the time we
shared. We have been fortunate to serve
many happy clients, and it is my wish to
someday be able to serve you. If you have
any questions, please don’t hesitate to call.
8. Thank you to anyone who gives you service:
Thank you, it’s gratifying to meet someone
dedicated to doing a good job. Your efforts are
sincerely appreciated. If my company or I can
serve you in any way, please don’t hesitate to
call.
3. Thank you after presentation and policy or
mortgage pick up:
Thank you for giving me the opportunity to
discuss with you our concept. We believe
that quality, blended with excellent service,
is the foundation for a successful business.
9. Thank you for attending an Business
Overview meeting:
Thank you for the time you invested in attending
our meeting. It is always exciting for me to be
able to share our exciting opportunity with others
who have a desire to help people and earn extra
income. I hope you enjoyed the meeting. If you
have any further questions about the Primerica
opportunity, please give me a call.
4. Thank you after purchase:
Thank you for giving me the opportunity to
offer you our finest service. We are confident
that you will be happy with the financial
game plan we provide. My goal now is to
offer excellent follow up service so you will
have no reservations about referring others to
me who have similar needs as yours.
10. Thank you to new recruit:
Thank you for joining our team and trusting me
with your future in Primerica. I am looking
forward to helping you accomplish all of your
career goals. My number one priority is to help
you build your Primerica business. Don’t
hesitate to call for help; your success is our
success.
5. Thank you for a referral:
Thank you for your kind referral. You can
rest assured that anyone you refer to me will
receive the highest degree of professional
service possible.
6. Thank you after final refusal:
Thank you for taking the time to consider
letting me serve you. It is with sincere regret
that your immediate plans do not include
getting involved at this time. However, if you
need further information or have any
question, please feel free to call. I will keep
you posted on new developments and
changes that may benefit you.
112
PROMOTION
SLIPS
Definitions
Showing Up
Field Trained
Licensed
Direct
Builders Premium
Team Captain
7 of the last 8 Opportunity/Training Meetings
Witnessing 4 Life Sales in your market
Life Licensed
A Person that is directly associated to you in the business
(excluding spouse/partner)
Annual Premium (life app) x Recruits = Builders Premium
A Minimum of 100,000 Team Builders Premium over past 3 months.
PROMOTIONS
*Please see Promotion Slips for specifics
Senior Representative
 2 Directs
 Showing Up
District Leader
 2 Directs
Division Leader
 3 Directs
 1 is a Direct Current Team Captain
 U4 Submitted
Regional Leader
 4 Directs
 Series 6, 63 & 26 Licensed
Regional Vice President
 6 Directs
 QBI 70%
 Give Replacement (promoting RVP’s choice)
previous 3 months.
Ex: 10 Team Recruits over the last 3 months X $10,000 Team Life Premium over the last 3 months.
10 X 10,000 = 100,000 in Builder Premium.
115
Name: __________________________ Solution #: _________
Fast Start Award
$200 PDA REIMBURSEMENT
$100 SCHOLARSHIP REIMBURSEMENT

FIRST 30 DAYS
3 Direct Recruits & 4 Life Sales ($50 Min. per sale)
50,000 in Builders Track Points

You must be Life Licensed within 60 days of IBA Date.

Recruits
Sales
Premium
________________
________________
________________
____________
____________
____________
____________
________
________
________
________
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
116
Name: __________________________ Solution #: _________
All American Award
First 30 days from Life Appointment with Primerica
you and your team submit 10 Team Recruits and
$10,000 in Life Premium.
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
117
Name: __________________________ Solution #: _________
Senior Representative Promotion
2 Directs, Showing Up.
1. _______________________________
2. _______________________________
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
118
Name: __________________________ Solution #: _________
District Leader Promotion
I’m Life Licensed
2 Directs, Field Trained, Licensed, and Showing Up.
My QBI is 70% or better
(Name and Sol. #)
1. _______________________________
2. _______________________________
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
119
Name: __________________________ Solution #: _________
Division Leader Promotion
1 is a Direct Current Team Captain
(Name and Sol. #)
1. _______________________________ (Direct Team Captain)
2. _______________________________
3. _______________________________
My U-4 is submitted ______ (Check)
My QBI is 70% or better __________ (Check)
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
120
Name: __________________________ Solution #: _________
Regional Leader Promotion
2 are Direct Current Team Captains:
(Name and Sol. #)
3. _______________________________
4. _______________________________
I am Series 6, 63 & 26 Licensed ____ (Check)
My QBI is 70% or better ______ (Check)
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
121
Name: __________________________ Solution #: _________
Regional Vice President Promotion
6 Directs, Field Trained, 6 Licensed, and Showing Up.
3 are Current Direct Team Captains
(Name and Sol. #)
1. _________________________ (Direct Team Captain)
4. _________________________
5. _________________________
6. _________________________
I am Series 6, 63 & 26 Licensed ____ (Check)
My QBI is 70% or better __________ (Check)
Give a replacement (promoting RVP’s choice).
Signature: _______________________
Date: _________________
RVP Signature: ___________________
Date: _________________
122
BOOTCAMP
Client Survey
3 Reasons Why We Are Here Tonight:
1. Expanding & Need Help
2. Referrals
3. Earn Your Business As A Client
Do you have someone right now who handles your current financial needs other than yourselves? □Y
□N
(If yes, are they open to make a change if we are able to improve and enhance their current situation?)
First Names
Last Name
Phone #
Client
Spouse
Current careers?
____________________
_____________________
What do you like about your current career?
____________________
_____________________
What would you change about it?
____________________
_____________________
If you could choose your ideal income, what would it be per year?
_______________/_______________
Our goal is to help you get on the Right Financial Track to accomplish your goals and dreams.
If Time and Money Were No Issue, What Would a Better Quality of Life Mean for You and Your Family?
To provide a better quality of life for those you love:
Spouse,
Children,
Parents
Enjoy the Freedom that Financial Independence offers
Freedom from the Worries and Stress of Financial Dependence
Travel - Entertainment - Hobbies - Events
Toys - Luxury's - Cars - Boats - Flat Screens TV's - Jewelry - Wardrobe
Dream Home - 2nd Home - Lake House - Beach House - Ski Cabin - Hunting/Fishing Cabin
Giving - Charities - Churches - Missions
Change your Family Tree - Create a Legacy
For most people, these things are just wishes. With PRIMERICA you can make these your reality!
When will your current career allow you to accomplish these things? ____________________
On a scale of 1-10, how badly do you want to accomplish these things? ____________________
If we can show you a way to help you reach your goals that would give you more money, security and freedom than
your current career, would you be open to exploring that option?
□Y
□N
Do you know at what age you’ll have saved enough money to Retire? C: _____ S: _____
Your Social Security age is between 65 to 67. If you could retire by age 60 would that be an Ideal Retirement Age?
□ Yes
□ No What age C: _____ S: _____
If we can put together a plan to hit that goal, would you follow it?
□Y □N
Why I decided to get involved with Primerica.
(1 minute or less)
As I go through my presentation I want you to ask yourself 3 things:
1. Is Primerica a credible company?
2. Do you believe what Primerica does for families is life changing?
3. Who do you care about that would benefit from meeting with us?
Maybe this will help: Lets play a little game. Who can you think of right now (first names only) that is:
Married with Young Kids and a Homeowner? (WFA)
Also, who comes to your mind first when I say:
Best Salesperson that’s not pushy - Best Teacher - Most Enthusiastic - Most Ambitious - Most Motivated
(Look down at the referral sheet and start writing names as they say them, ask for as many as they can think of then start your presentation.)
If you died prematurely, would you want your family’s standard of living to be:
□Better
□Worse
-or at least□Stay the same
If you were to die prematurely do you want your…
Mortgage/Consumer Debt/Children’s Education taken care of (paid off)?
□Y □N
Monthly living expenses? $1,000 - $2,000 - $3,000 - other ________ (Gas, Groceries, Utilities, No Debt)
Do either of you use Tobacco in any form?
Client: □Y □N
Spouse: □Y □N
If when we come back and put together an affordable Life Insurance program that adequately protects your family
and improves your current program, will you implement that program?
□Y □N
(Have Client Fill Out Personal
Data & Referrals Sheets / Handout Privacy Notice and Auto/Home Brochure / Explain Theory of Responsibility and Future Value of Money )
What is Your Most Valuable Asset?
If coverage $75,000 / Income $50,000 Yr. ? / $500,000 @ 10% = $50,000 Yr. Income Replacement.
Primary: ____________
2. Spouse: ____________
(Use 10 x Earnings)
Children: _____________
6. Age 65:
t
lo
DR.
4.
Loss of Income would
be devastating
$650
Retirement income needed
7. You’re Now Self-Insured!!!
on
ey
...
$200
$400
$150
ha
ve
Mo. Commitment
+ Cur. Mo. Invest
+ Cur. Life Prem.
Grown Children
Lower Debt
Mortgage Paid
m
$750
Young Children
High Debt
House Mortgage
years, you better have money.
At Retirement
In
Today
.
1.
..
ge
ra
ve
co
Mo. Prem.
th
el
of
3.
at
er
In the early years, you need a
8% $1,283,000
10% $2,012,000
12% $3,208,000
In the early years, you don’t
Invest the Diff.
That’s How
Life Works
In the later years, you may not.
5. $50,000
Current Retirement Savings
8. For the Life Insurance, how does that look for both the coverage and the monthly premium amount?
Is it: A. Too High
B. Too Low
C. Perfect
IF A or B:
What amount would you feel more comfortable committing to? $___________________
(Make necessary adjustments to get the premium to where they want it.)
C. Is this new solution something you can commit to for the next 20 to 30 years or
□Yes □No
until we can help you become Financial Independent?
D. Have you ever had an issue qualifying for life insurance coverage in the past?
□Yes □No
(Begin Life Application/Turbo Apps. Life Leave behinds )
BUSINESS OVERVIEW INVITATION
We will be investing 5-6 hours putting your program together for you. We find that clients who invest 60-90 minutes of their
time and come to our Business Overview have a much greater success in hitting their goals. That’s what you want, isn’t it?
So which is better for you? __________ or ____________? Great! I’ll have __________ swing by and pick you up.
If you like what you see when we return with your FNA, we will be asking for 10-15 quality referrals. Is that OK? □Y □N
SCHEDULE RETURN APPOINTMENT:
So we can be sure we don’t waste each others time, if when I come back and I offer you a program that improves upon
your Current Savings, Debt Situation, and Insurance Needs, will you implement and follow that program? □Yes □No
Monday
Tuesday
Wednesday
Thursday
Friday
Saturday
Time: ________
(set the 2nd appointment within 2-5 days)
126
Over Six Million Clients in the United States, Canada, and Puerto Rico
In Business Since 1977
Our Mission: Help Families Become Properly Protected, Debt Free,
and Financially Independent
Today’s Financial Challenges
DEBT
________________________________________________________________________________________
LIFE INSURANCE
68 million adult Americans have no life insurance at all.
National Underwriter Life & Health, October 8, 2007
Stick with term and do your investing elsewhere.
______________________________________________________________________________
SAVINGS
A quarter of all workers say they don’t put any money into savings and, of the ones who do, 34 percent set
______________________________________________________________________________
JOBS/ CAREERS
Almost half of all workers live paycheck to paycheck just to make ends meet.
______________________________________________________________________________
Devastated and Depressed
THE SOLUTIONS
After a Financial Needs Analysis
with Primerica
Before Primerica
Debt:
RVP
$723
$1,446
$84
$127
$562
$1,069
$350
$620
$1,719
$3,262
Debt:
Consumer Debt:
$41,000 Consumer Debt:
$0
Mortgage Balance: $194,000 Mortgage Balance: $241,000
Mortgage Period:
29 years Mortgage Period:
16 years
Total Monthly Pmt:
$2,480 Total Monthly Pmt:
$1,980
Debt Freedom Age:
64 Debt Freedom Age: 51 13 yrs less
Auto:
Home:
District Leader
$152 Auto:
$106
$91 Home:
$72
Life Insurance:
Life Insurance:
Bob:
$100,000
$100,000
Susan:
Children:
$0
Total monthly cost:
$250
Bob:
$436,000
Susan:
$436,000
$10,000
Children:
Total monthly cost:
$100
Retirement:
Retirement:
IRA in bank 3%:
$20,000 IRA in Mutual Funds: $20,000
Monthly Contributions: $100 Monthly Contributions: $500
At Age 65 @ 3% = $107,410 Age 65 @ 10% = $1,536,410
cushion!
Over ride
$1,543 + Bonuses
Keys for Success
2. Go on 10-15 Training Appointments with a field trainer your first 30 days.
3. Submit IBA w/ $99 + $25/ mo. for Insurance Licensing Fees and Supercharged POL.
What, if anything would keep you from getting started right now?
On a scale of 1-10, 10 being the highest, what is your desire to become
debt free and financially independent?
1. For illustrative purposes only. Each debt situation will vary. Amounts and monthly payments rounded to the nearest whole number. Monthly payment illustrations do not include payments for taxes and insurance. Weighted average APR of consolidated personal debt and mortgage not shown. 2. Using Primerica’s Custom Advantage 30
(form C530); Primary: male, age 35, non-tobacco user, Spouse: female, age 34, non-tobacco user. 3. This example is for illustrative purposes and does not represent an actual investment. This example shows a constant rate of return, unlike actual investments which will fluctuate in value. It does not include fees and taxes, which would lower
results. Distributions before 59 ½ may be subject to a 10% tax penalty. Consult your tax advisor with any questions. Rates of return used in the above illustration are hypothetical and do not represent the returns of an actual investment, which will fluctuate in value. The figure shows a 10% fixed nominal rate of return compounded monthly and
do not take into consideration taxes or other factors.
Begin presentation with the Client Survey…
1ST PAGE
PRIMERICA
____ & ____, Have you ever heard of Primerica before? WFA
A lot of people haven’t heard of us, we don’t do any first party advertising. But what the
company pays us big money to do is to hire and train people to open up independently
owned offices or franchises. A little bit about us ____ & ____, we have




Over Six Million Clients in the United States, Canada, Spain and Puerto Rico
In Business Since 1977 (so we are going on 33 years now)
We are actually the largest financial marketing organization in our country; most people
just don’t know that because we don’t advertise it at all.
Our Mission: Help Families Become Properly Protected, Debt
Free, and Financially Independent
Which I’m sure you guys would agree more people need that in our country today than
ever before, right? WFA
Obviously there are some huge financial challenges going on today in our country...
The first one is
DEBT.
So ____ & ____, if debts up 30% in the last 9 years, what do you think it’s going to do
in the next 9 years? Pretty scary, right? WFA
And obviously things are not getting much better, are they? WFA
And then you look at the
LIFE INSURANCE industry;
National Life Underwritersaid said that…
68 Million Americans have no life insurance at all
National Life Underwriter Life & Health, October 8,2007
Pretty scary isn’t it? WFA
129
Pretty scary isn’t it? WFA
And CNN Money recommends that we…
Stick with term insurance and do your investing elsewhere.
Then you look at
SAVINGS.
Do you know...
A quarter of workers say they don’t put any money into savings and, of the ones who do, 34 percent set
Which is obviously why people aren’t retiring today, because no one is saving enough to
retire on, right? WFA
The reason, in our opinion, that all of this stuff is happening today in our country is
because of jobs & careers…
JOBS & CAREERS have changed!
Almost half of workers live paycheck to paycheck just to make ends meet.
This is obviously why nobody is saving money for retirement.
So ____, what’s happening to the cost of living in America today? WFA It’s going up
right? WFA But incomes are dropping so people are trying to live the same standard
of living on less income which is not working, right? WFA
So as you can see ____ & ____, families are,
Devastated and depressed I mean
So____ & ____, I’m sure you guys would agree that these are all major problems in our
country today. Everybody knows what’s going on in America today, right? WFA So let
me ask you, if you had a business, ____ & ____ that could solve every single one of
these problems for an average middle class family out there…Really, what would you
have your hands on if you could solve all of those problems?
That would be an incredible business, wouldn’t you agree? WFA
Not only could you get wealthy but you could help a lot of people along the way and the
exciting thing is____ & ____,
130
2nd PAGE
THE SOLUTIONS
So this is an actual client that we helped, obviously we changed their names.
Debt:
So before we sat down with them they had $41,000
Consumer Debt:
$41,000
in consumer debt which was very low, because a couple
Mortgage Balance: $194,000
of cars today total about 40 grand; so that is cars, credit Mortgage Period:
29 years
cards, student loans, medical debt. They had a mortgage Total Monthly Pmt:
$2,480
balance of $194,000 with 29 years left. They were paying Debt Freedom Age:
64
$2,480 towards their debts and they were going to be out of debt by age 64. Just like
your typical situation, right? WFA
So after we sit down and do what is called a Financial Needs Analysis; which is basically
we ask them some simple questions to see if there’s any areas we can help them in.
What we did is we combined their debt for $241,000 with
a new mortgage period of 16 years and a new monthly
payment of $1,980. So now they will be out of debt at
age 51 vs. 64 which is 13 years less, AND saving $500
per month, which is incredible, right? WFA
Debt:
Consumer Debt:
$0
Mortgage Balance: $241,000
Mortgage Period:
16 years
Total Monthly Pmt:
$1,980
Debt Freedom Age: 51 13 yrs less
____ & ____, I don’t know your current debt situation, but I’m guessing if we could help
you pay off your current debt faster…that’s something you’d be interested in, right?
WFA Ok, great…
Another area that we helped them to save money was with their Auto and Homeowners
insurance. Before we came in to help them they were spending…
$152 a month on auto insurance and $91 a month
on home insurance.
Auto & Home Insurance
Auto:
Home:
$152
$91
Auto & Home Insurance
They took advantage of our Primerica Secure Program
and their new cost was $108 a month on auto insurance
and $72 a month on home insurance
Auto:
$108
Home:
$72
$65 in savings per month
They simply made a toll free call to our Primerica Secure hot line that resulted in a total
of another $65 per month in savings. Isn’t that amazing that they could have that kind
of savings in just a few short minutes. WFA I’ll make sure you have that information
before we leave. Fair enough? WFA
131
Now in life insurance…
Do you guys have any personal life insurance outside of work? WFA
Have you ever thought about getting it? WFA
Ok great! So a lot of times when we sit down with someone who has had, or does have
personal life insurance, we see what they own is something called cash value life
insurance; whole life; universal life; variable life…A bunch of different names for it, but it
all pretty much works the same.
Now Bob & Susan each had $100,000 of coverage.
and they were paying $250 a month
Life Insurance:
Bob:
$100,000
Susan:
$100,000
Children:
$0
Total monthly cost: $250/Month
Well if Bob dies, Susan is in trouble, because $100,000 doesn’t even pay off the debts,
and they didn’t get more coverage because they couldn’t afford it. So the reason they
bought it is because the agent told them they were going to have life insurance and a
savings program attached. But the agent forgot to tell Bob & Susan that if Bob dies
Susan only gets the face amount of $100,000. The company keeps the savings. So
____ & ____, if I told you guys you were going to buy a product that you paid for two
things, but in the end you only get one, what do you call that? WFA Like legal robbery,
right? And that’s what we believe too! We don’t believe that’s the best thing for the
consumer…
So we sit down and we put $436,000 on Bob, $436,000
on Susan, $10,000 on the kids. So now if something
happens to Bob, Susan will be ok because $436,000 will
pay off the debt plus she’ll have a couple hundred
thousand left over to raise the kids. We do that for
$100 a month which now frees up another $150.
Life Insurance:
Bob:
$436,000
Susan:
$436,000
Children:
$10,000
Total monthly cost: $100/Month
So they are pretty excited because we have freed up about $715 a month total now,
right? WFA
In retirement they’ve got $20,000 in an IRA at the bank
earning 3%, they are saving $100 a month and at 65
they will have $107,000 saved.
Retirement:
IRA in Bank 3%:
$20,000
Monthly Contributions:
$100
At Age 65 @ 3% =
$107,410
____ & ____, are they ever going to retire on $107,000? WFA Never, right? WFA
Retirement:
So what we do is take their IRA and we roll it to mutual
funds. And mutual funds have averaged 10-12% for like
30+ years. The problem is most middle class Americans
have no idea where to get their hands on a good rate of
return. So we just help them do that.
132
IRA in Mutual Funds: $20,000
Monthly Contributions:
$500
Age 65 @ 10% = $1,536,410
cushion!
We increased their monthly contributions to $500 since we just freed up all this money
and we don’t want them to just go spend it because they are already paying towards
debt and insurance, right? WFA
But we do leave $315 a month in their pockets for cushion, which is this $715 we freed up
here and the $100 they were saving here less the $500 so now they can go use that to help
them with the rising cost of living so they won’t go back into debt.
Now at 65, they are going to have $1.5 million dollars vs. $107,000 with less money out of
their pocket. Is that incredible or what? WFA
Awesome! ____, so let me ask you…If you sat down with 10 people that were in this
situation and you could put all 10 in this situation how many out of 10 would do it? WFA
All 10 if they had half a brain, right? WFA
So here’s another thing, ____, if you sat down with someone and they were in this situation
and you were able to put them in this situation, how would they feel about you, do you
think? WFA They would love you right?! And how would you feel about doing that for
somebody? You’d feel pretty good, wouldn’t it?! WFA It would, right?! What if you made
money at the same time? How about that? WFA
And so I don’t know about your situation…but we’re going to look in a second and see how
we could help you…
But before I do that ____, I want to show you exactly how it is that we get paid.
District Leader
$723
So ____, we teach people to start part time as
what’s called a District Leader with our company,
and if you were a District Leader with our company $84
and helped a family in those three areas, they would
pay you about $1,700; that takes about 5 hours to $562
do. So if you were to make about $1,700 in 5 hours,
that’s incredible money, wouldn’t you agree? WFA $350
It is, right?!
$1,719
RVP
$1,446
$127
$1,069
$620
$3,262
Over ride
$1,543+Bonuses
So if you were to make $1,700 in 5 hours, how many families do you think you would help
in a month? WFA As much as you can, right?!
Now, let’s say you just helped one a week, that’s 4 a month. What’s 4 times $1,700? WFA
That’s $6,800! So if you started making $6,800 a month on a consistent basis part time,
you’re probably thinking about making a career change, right? WFA
So you make a career change, you become a Regional Vice President, and this is where our
company gives you ownership. Now that you own it, obviously you’re going to get a higher
contract level, so now you’d make $3,200 to help the same one family instead of the
$1,700. So now if you help those same 4 families in a month, 4 times $3,200 is over
$12,000 per month which is incredible income, right?! WFA
_____, I always tell everybody, you could come here to make a ton of money if you wanted
to but that isn’t why I came here, because I believe time is something you can never buy
back but you can buy forward. Would you agree with that? WFA
133
You would, so the thing is ____, let’s say that you were an owner! You are a Regional Vice
President, you owned an office, and you hired and trained me as a District Leader, a part
time guy in your office, would you deserve to be paid for training me? WFA
Absolutely, right?! So you hire and trained me as a District Leader in your office, and I get
good and I go out and help this family and I make $1,700!
Am I excited ____? WFA I’m like fired up, right?!
It probably took me all month to make that at my job, so who’s the first person I call when I
leave there? I call you for training me, right? WFA I call you up, I say ____, man I’m so
excited I just helped this family get out of debt 13 years sooner, I properly protected them,
I put millions extra in their retirement, and I made $1,700! I’m so excited I’m not going to
sleep for like a week! You say, ‘Great job, buddy! If you did it once you can do it a million
times!” So you hang up the phone and the company pays you the difference of the
contracts which is $1,500 bucks + Bonuses for training me, and now you didn’t even have
to be there.
So ____, if you made $1,500 every time you trained a guy like me and I helped a family,
how many of me would you train? WFA
As many as you could! But, let's be very
conservative ____. Do you think you could hire & train just 6 people in the next 12–24
months, just 6?! WFA Without a doubt, that would be simple, right?! So with those 6
agents, let’s say they just helped one family a month, not one a week, like we were talking
before, so it would be very conservative. What’s 6 times $1,500? WFA
It’s $9,000 a
month! It’s over $100,000 a year! And how many families did you have to help personally
now? WFA None! So now you have a business and freedom with a good income!
So ____, you’re probably wondering how realistic this can happen to you, because that’s
exactly what I was thinking when I first sat down and saw this.
(Now show track records of income).
____ & ____, I’m serious about this question…
WFA No?! Ok, great! Let me show you a few things you’re going to have to do to be
successful here…
Keys for Success
____ and ____, the first thing you’re going to have to do is show up at all Opportunity
Meetings and Trainings, which for us is just twice a week on Tuesday evening and
Saturday morning. Is that something you can do, or at least re-arrange your schedule
in the future, to be able to do? WFA OK, great!
2. Go on 10-15 Training Appointments with a field trainer.
The second thing you’re going to have to do is get me in front of 10 – 20 people so I can
train you how to do this, because I’m not just going to send you out there and hope you
figure it out. I’m going to take you out and train you how to do it. So I’m guessing you
can get me in front of at least 10 people so I can train you how to do this, is that right?
WFA Ok, great!
134
3. Submit IBA w/ $99 +$25/ mo. for Insurance Licensing Fees and Supercharged POL.
The third thing you’re going to have to do is, submit an Independent Business
Application with $99 for a background check because we can’t hire people with a felony
background into our business, and it also pays for all of your licensing costs. A lot of
people ask “what’s the $25 a month for?” Well, it gives you electronic access and all the
tools you need to be able to build your business from home and to be able to do
electronic applications and everything like that. If you don’t want it, honestly ____, you
can cancel it. It doesn’t really matter to me…but you’re probably going to want it
because our company gives you bonuses as well when you have this.
But is that $99 something you can commit to? WFA Ok, great!
The fourth thing you’re going to have to do is, complete a Financial Needs Analysis for
you and your family’s future to see how our solutions work for you.
Kind of practice what you preach kind of thing…
So ____ & ____, let me ask you…
What, if anything, would keep you from getting started right now?
WFA
Ok, great!
Then here’s what’s going to happen…
The first thing is I’m going to get your application started.
I’m going to ask you some background questions and then we’re going to get your
background check started, OK? WFA
Great! Do me a favor and grab your driver’s license…
Fill out ½ page information sheet. When done write $99 on top right hand corner, circle
it and then ask.
How would you like to take care of the $99 master card or visa? WFA
**If they are not ready to get started or give you their fees then ASK:
**Of course I’m sure you would want to see how the FNA would work for you before you
make a final decision to move forward. Is that how you are feeling? WFA Well great,
that's perfect, because our next step is to do exactly that. In order to complete your
Financial Needs Analysis I need to ask you a few questions
If you get the $99 you simply say:
Now that you are a part of our company you probably would like to see how our FNA
would work for you and your family wouldn't you? In order to complete your Financial
Needs Analysis I need to ask you a few questions.
Do Fast Start Script.
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136
137
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139
Bootcamp Scripts
SETTING APPOINTMENTS
What to say:
Hello ____________ this is _____________, how are you doing? (WFA)
Great! The reason I’m calling is I just got started with a new company that I’m very excited
about. Would you help me out and allow me to come and show it to you & ______? Great,
(Alter. Of choice) Monday or Wednesday ________?
Great! Is 6:00 or 8:00 better?__________
Possible Questions
The name of the company is Primerica, I’m just learning about it so I don’t want to try to explain it over the phone because I’ll mess it up. When we come by I’ll let my trainer explain it
to you, so what day is better Monday or Wednesday?
Possible Objections
Look _____if your not interested and its not for you, would you feel comfortable telling me
no? (WFA) Yes.
Is 6:00 pm or 8:00 pm better?
really look forward to seeing you this _______ to show you what I’m doing. See you at
_______!
143
I
INVITE TO THE OVERVIEW: PERSONAL WARM MARKET
Hey ______, this is _______, how are you doing? (WFA)
Great! Let me ask you, is there anything you cannot get out of ______ night
at 7pm? (WFA) Great! Since there’s nothing you can’t get out of I need you
to be at my office at 7pm on ____. Now I’m going to go ahead and put your
name on a list and save you a seat. So ______, can you promise me you’ll be
there? (WFA) Great! Now, you are a man/woman of your word right? It will
really mess me up if you’re not there, so you promise you will be there right?
(WFA) Great, I’ll see you _____ at7pm.
Here is the address:
950 S. Bascom Ave #1011
San Jose, CA 95128
144
Referral Script:
Hi this is _________(your name) is _________(referral) there please. (WFA)
_________ (Referral), how are you doing? (WFA) Great, you may not know me but I
was referred to you by _________ (Referrer), you know _________ (Referrer) right?
(WFA)
Good, well the reason I’m calling is I’m actually in charge of expansion with our company and when I was talking with _________ (Referrer) the other day he/she said I
have to give you a call. He/she said you’re motivated, ambitious and hardworking, is
that the case? (WFA)
Great, well what I’d love to do then is get together with you for about 20 - 30 minutes to
share with you a little about our company and what we do. I understand you and your
spouse are both working currently, correct? (WFA)
What time do you usually get both get done working? (WFA) So then you are usually
free about ___am/pm or ___am/pm right? (WFA) O.K. I actually have a little time on
____day or ____day this week, which would be a better day to catch up with you and
share some more info? (WFA)
____day. Now would ___am/pm or ___am/pm be better for you? ___am/pm. Now
you live in _________ (City) right? (WFA) What part of town? (WFA) O.K. well what
I can do to make it easier for you is I can swing by there am/pm on ____day to get you
some more info. What’s the address there? (WFA)
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ROLE PLAY: “_____ and _____, what I just went through with you is your Financial Needs
Analysis. This is a summary of that information and my professional recommendations. On
the left hand side is your information from the FNA and on the right hand side are my PROFESSIONAL RECOMMENDATIONS.”
“According to the FNA the amounts needed to be on track… (Read top to bottom, left to right.)
The amount needed to be on track according to the FNA comes to a total of $2,096.”
“Now if we look at your budget we have a total monthly amount needed of $2,096 but we have
a total amount available of $673. This leaves us a shortfall of $1,423. Now we will come back
to his number in a minute but first let’s look at how we came up with our amount available.
(Read Amounts Available on the bottom right of the page.)”
“Before I get into your amounts available I just want you to make note of the order in which
these are arranged. We have the income protection and the retirement at the top because these
two are NON NEGOTIABLE. See one of two things is guaranteed to happen in life, you’ll either die to soon in which case your family needs the income protection, or you’ll make it to retirement in which case you’ll need an income during retirement.”
“So if we look at the amounts available I am going to recommend… (Read top to bottom right
to left.)”
“Is there anything _____and _____you would like to change?” (WFA) “Great I have just a few
medical questions for you to see if we can qualify for the life insurance.” (Do the turbo app.)
“Also _____and _____the investment portion of the business is a little beyond my scope of licensing so we will set up a time for an expert from my office to come back and help us with
that, what day this upcoming week would work better for you, Wednesday or Friday?” (WFA)
“___day, great and is lunch time or 4pm better for you guys?”
“O.K. _____and _____, now, lets come back to your budget. As we discussed we have a shortfall and this came from having a total amount needed of $2,096 and having a monthly amount
available of $673, which leaves us with a shortfall of $1,423. I know you guys called in on
your auto and home insurance, which is a great way to free up money. Another way we can
attempt to sure this up is to see what we can do in terms of your debt situation. I will just need
you to endorse these.” (Have them sign the SMART and GOOD.)
“Now this may free up a few hundred dollars but our analysis identified a short fall of ... So
_____and _____you have really only two options. You can (A) give up on your goals and
dreams. And _____and _____, is that even an option? Or (B) Make additional income?
Which one of these sounds better to you? (WFA) Make additional income, of course. Great, I
will just need you to grab out your drivers license so we can get you started working with us
on a part time basis to make some additional income.” (Fill out the IBA and go to the fast
start script where you will set up 3 to 5 appointments.)
162

Cheryl Bartlett - Bartlett Network of Champions

Transcription

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