1 - Building-Leaders.com

24-48 hours after IBA
Log onto www.Primericeonline.com
Register for PFSU class
Get on Field Training Appointments
List of 25 Qualified contacts
Enter your Goals
Complete your Own FNA w Trainer
3-14 Days Learn the Business
Attend and Bring guests to Opp Nights
Attend Saturday Training Meetings 9am
Attend Big Events
Set 10 Qualified Appointments w Trainer
Recruit 3 people & Witness 3 sales in your
Market.
 Do 1 Auto/Home or DebtWatchers Sale
 Get Senior Rep Promotion
Win Fast Start Award – $500.00 CASH
Watch 10 Online Videos
Start Studying for Life Insurance EXAM
14-21 Days
Complete Life Pre-Licensing Class
Attend and Bring guests to Opp Nights
Attend Saturday Training Meetings 9am
Continue your Field training
21-28 Days
Schedule your State Test
Complete Online Exam Guarantee
Pass State Test & Get Licensed
Qualify the Exam Simulator
Guarantee w Bonus Questions
Practice Exams 4,5,6 & 7
Continue to keep Recruiting and going on
field training appts to try to earn an
additional $1,500 in Bonus CASH!!
Other helpful websites…
www.Primerica.com
www.Primerica.gosolo.com
www.Building-Leaders.com
Fast
Start
Award
Name:
Cell:
Do you text? Y / N
Solution Number:
Upline:
IBA Start Date:
Complete these activities & results within 30 Days
Complete your Goals online
(www.primericaonline.com)
Complete your Top 25 list with your Trainer
Complete your Personal FNA with your trainer
Get 1 Personal Auto/Home or DebtWatchers Sale
Get 3 Personal Recruits
1.
2.
3.
Get 3 Life Sales with your Trainer
1.
2.
3.
$500.00 Cash
Promotion Guidelines to RVP
Associate Personal Financial Analyst (APFA)
•Complete Hiring Pak with $99 plus $25 per month.
Personal Financial Analyst (PFA) Trained Direct Person
•Witness 6 Qualified Appointments with Field Trainer
1._____________2._____________3.______________4.______________5.______________6._____________
•Four Life Transactions with your Trainer
1.____________________2.____________________3.____________________4.____________________
•Complete 32 Hour Course.
•SMART Loan Certification completed.
CONTRACT : 25%
Senior Personal Financial Analyst
•3 Direct Recruits
1.______________________2.______________________3.______________________
CONTRACT: 35%
District Manager (Trainer)
•3 TRAINED Directs
1.______________________2.______________________3.______________________
•MUST PASS LIFE EXAM.
•$5,000 LIFE TEAM PREMIUM IN ONE MONTH
•Or $20,000 Lifetime Personal Premium and 5 SMART apps
CONTRACT: 50%
Division Manager
•Another 3 TRAINED Directs
1.______________________2.______________________3.______________________
•1 DIRECT DISTRICT AND DO $10,000 IN TEAM PREMIUM IN ONE MONTH.
1.______________________
•Or $50,000 Lifetime Personal Premium and 10 SMART apps
•MUST OBTAIN SECURITIES LICENSE to Advance
CONTRACT: 60%
Regional Manager
•Another 3 TRAINED Directs
1.______________________2.______________________3.______________________
•1 DIRECT DIVISION or 2 DIRECT DISTRICTS.
1.______________________2.______________________
•DO $15,000 IN TEAM PREMIUM IN ONE MONTH.
•Or $100,000 Lifetime Personal Premium and 10 SMART apps
CONTRACT: 70%
Regional Vice President
•Another 3 TRAINED Directs (Total 12 Trained Directs)
1.______________________2.______________________3.______________________
•1 DIRECT REGIONAL MANAGER OR 2 DIRECT DIVISION MANAGERS.
1.______________________2.______________________
•6 LICENSED DIRECT DISTRICTS.
1._____________2._____________3.______________4.______________5.______________6._____________
•20 Recruits x $30,000 IN TEAM PREMIUM 1 month.
•MUST BE FULL TIME AND BE FULLY LICENSED IN ALL AREAS.
•Full-time
Series 6,63,26 Securities licensed
LTC licensed
Variable Annuity licensed
•GIVE A REPLACEMENT OF PROMOTING RVP’S CHOICE. (Minimum 10 x 15K Monthly Production)
Replacement:
1._________________________Average Recruit & Premium monthly_____________________
2._________________________Average Recruit & Premium monthly_____________________
3._________________________Average Recruit & Premium monthly_____________________
CONTRACT: 95% PLUS Possible 30% BONUS!!
*UPDATED September 2008 **IF YOU ARE #1 IN THE NATION IN LIFE PREMIUM, OR DO THE FOLLOWING TEAM PRODUCTION: SPFA/APFA $8,000. DISTRICT $14,000. DIVISION $17,000.
YOU WILL RECEIVE AUTOMATIC PROMOTION. (PLEASE NOTE THAT TO MOVE THROUGH THE SYSTEM, YOU MUST STILL RECRUIT YOUR DIRECTS AND BECOME SECURITIES
LICENSED) (EXCLUDING RM TO RVP.)
SMART Loans (Licensed)
APFA / PFA =
SPFA=
DISTRICT =
DIVISION =
REGIONAL =
RVP =
.312% $100,000 X .382% = $312.00
.364%
$100,000 X .446%= $364.00
.442% $100,000 X .542% = $442.00
.573% $100,000 X .702% = $573.00
.827% $100,000 X 1.012% = $827.00
1.232% $100,000 X 1.507% = $1,232.00
Auto Insurance (No License required)
APFA / PFA =
$50.00
SPFA=
$52.50
DISTRICT =
$55.00
DIVISION =
$57.50
REGIONAL =
$60.00
RVP =
$85.00
Debt Watchers (No License required)
APFA / PFA =
$50.00
SPFA=
$50.00
DISTRICT =
$50.00
DIVISION =
$50.00
REGIONAL =
$50.00
RVP =
$50.00
Home Insurance (No License required)
APFA / PFA =
$25.00
SPFA=
$27.50
DISTRICT =
$29.00
DIVISION =
$31.00
REGIONAL =
$33.00
RVP =
$42.50
Pre-Paid Legal Program (No License required)
APFA/ PFA
$50
SPFA
$60
District Leader
$80
Division Leader
$90
Regional Leader
$100
Regional Vice-President
$125
Life Insurance Compensation (based on annual premium) (Licensed)
PFA =
SPFA =
DISTRICT =
DIVISION =
REGIONAL =
RVP =
25%
35%
50%
60%
70%
95%
( $1200 x .75 x .25 = $225 )
( $1200 x .75 x .35 = $315 )
( $1200 x .75 x .50 = $450 )
( $1200 x .75 x .60 = $540 )
( $1200 x .75 x .70 = $630 )
( $1200 x .75 x .95 = $855)
Plus Possible Bonus 30%
Long Term Care Compensation (based on annual premium) (Licensed)
PFA =
SPFA =
DISTRICT =
DIVISION =
REGIONAL =
RVP =
10%
15.5%
20%
25%
30%
40%
( $1500 x .10 = $150 )
( $1500 x .15.5 = $232 )
( $1500 x .20 = $300 )
( $1500 x .25 = $375 )
( $1500 x .30 = $450 )
( $1500 x .40 = $600)
Mutual Funds and Variable Annuities (Licensed)
PFA =
30.00%
SPFA =
32.50%
DISTRICT =
35.00%
DIVISION =
37.00%
REGIONAL =
42.50%
RVP =
62.00%
For training purposes only - Not for distribution to the public
Please see www.Primericaonline.com for complete compensation details.
Along with working in the right market, your ability to effectively set appointments will determine how successful you will be.
Obviously, if you cannot get an appointment, you will never have the opportunity to make a sale or hire anybody.
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
Name___________________City___________
Phone__________________Relation________
M K H J 25kNotes_____________________
M = Married K = Kids H = Home
J = Job 25K = 25K income
For training purposes only - Not for distribution to the public
Why You Need to GO in the Field on Tons of
Appointments with your Field Trainer!
Positives
1.
2.
3.
4.
5.
6.
7.
8.
9.
10.
11.
12.
13.
You get trained – You will be
competent when you get licensed.
Build a Client Base– 10-15 clients
Build a referral Base– 50-75 families
Build a Team Now!
Recognition!
Feel Excited!!!
Make Money on Auto/Home Ins.
Make money on DebtWatchers
Make money on Pre-Paid Legal
Earn New Recruit Bonuses!
Get Promoted – Day 1
Override your Team –Day 1 Licensed.
Independent – Day 1 Licensed.
Negatives
1.
2.
You lose a little money on Life
insurance sales.
You lose a little money on Mutual
Funds sales.
(change of Rep form will fix that when you get your
securities license)
WARNING: You have
60-90 Days to get licensed.
Once you get licensed, Field Trainers
DO NOT go out on appointments with Life
licensed agents, as they have unlicensed
recruits to train. It is YOUR responsibility to
get as much training as possible BEFORE
you pass your exam.
50% Contract as a District Manager
• You went on 15-20 Appointments.
•Passed Life Exam
•$3,000 in life premium credit.
•3 Recruits
•Competent and Independent
25% Contract as a PFA
• No Appointments.
•Passed Life Exam
•$0 in life premium credit.
•0 Recruits
•Not Competent
Example: on your own…
$4,000 Premium x 50% Comm = $2,000
Example: on your own…
$4,000 Premium x 25% Comm = $1,000
How much did you INVEST in your business by going on appointments?
Number of appointments with Trainer = ____
Number of Life Sales = ____
Total Premium $_______ x 25%= __________
Total “loss” on Life Sales = ___________
I’m really excited about my new career.
I’m going through training right now.
I value your opinion so I’d like to visit with you.
In order to get my certification, I need your help.
You might know someone that I can help.
Weekends
▼
Saturday or Sunday?
▼
Afternoon or Evening?
▼
2pm or 4pm / 6pm or 8pm?
Weeknights
▼
Mon or Wed? / Wed or Fri?
▼
Afternoon or evening?
▼
2pm or 4pm / 6pm or 8pm?
Now ______, could you please put this on your calendar because I’ll be bringing my trainer with me
My credibility with my
trainer is really important, please don’t stand me up. Thank you for
and it’s important that you and (spouse) are both there.
helping me and I’ll see you ______ at ______.
Common Objections:
What is it?… It is Financial Services and it is really too involved to go into over the phone.
I’ll just show you ____ evening, okay? By the way, all I want is your honest opinion. You will help
me, won’t you? (Don’t pause) Because if you asked me for my help, I’d help you. WFA Thanks
again and I’ll see you and
(spouse) on _____ at ______.
For training purposes only - Not for distribution to the public
What WE Do…
Auto Insurance & Home Owners Insurance – PrimericaSecure.com – (877)-855-8111
Compensation - $50 Auto / $25 Home
DebtWatchers Program - Compensation - $50
Prepaid Legal Program (800) 426-9239– Compensation $50
S.M.A.R.T. Loans – Citicorp Trust Bank 800-PFS-6011
Refinance Loans / 2nd Mortgage’s / G.O.O.D. Signature loans (People without homes)
Life Insurance (Foundation) 770-381-5885 home office
Level Term Insurance
-Brief History of Art Williams -In 1977 85 proud people decided to change the financial
services industry forever.
In 1977, Primerica Financial Services (Primerica) revolutionized the traditional life insurance
industry with the philosophy of "Buy Term and Invest the Difference." This philosophy is
based on the following key beliefs: 1. We believe that the primary purpose of life insurance,
for most people, is income replacement of the breadwinner. 2. We believe people need life
insurance only temporarily; most commonly when they have dependent children. This is
usually the time that families can least afford to spend a lot. Term insurance allows a family
to obtain the greatest amount of coverage for only the time they need it, unlike other,
permanent insurance that may require payment for the person’s whole life, or until the policy
is paid up. 3. We believe in keeping life insurance separate from investments. By not
bundling the protection with investments, consumers generally are able to obtain the most
coverage at the most affordable price. Income protection is just that, income replacement. It
is not savings for the children’s college education, your retirement or your dream house. 4.
We believe that most clients have the potential to get a better return on their money through
pure investment products, such as mutual funds, than they could receive through cash value
policies. 5. We believe in always doing what is right for the client by providing them with life
coverage that helps meet their families needs.
Our Beliefs Have Been Validated
Various consumer advocates, industry organizations, business magazines, newspapers, and business and
consumer web sites now realize what we have known since 1977. Here are some recent examples:
1. "Insurance agents don’t like to talk about Term Life because there’s very little profit in it for the agent.
Agents like to sell Universal Life and Variable Universal Life. Variable Universal Life is a product that
packages mutual funds and life insurance as one. Sales people claim you get a tax benefit if you buy both
together. The problem is there are massive sales commissions and ongoing costs included that may more
than wipe out any tax advantage. For most people it is a bad deal." -Clark Howard
2. "Life Insurance was never meant to be a permanent need. It’s original purpose was to protect people while
they were younger, before they had a chance to build up a nest egg, in case the family breadwinner died
early and unexpectedly."
-Suze Orman, Certified Financial Planner and author of New York Times best seller The Nine Steps to
Financial Freedom, Three Rivers Press, 2000.
Mutual Funds
What is a Mutual Fund?
A Mutual Fund is a company that “pools” together the money of many people (investors) to
buy the stocks and bonds of a wide range of companies or fixed income securities: • The
stocks and bonds that the fund buys are known as Securities and they make up the Assets of
the fund. All of the assets are known as the fund’s Portfolio. • Each investor is called a
Shareholder.
How Does a Mutual Fund Work?
• When you invest in a mutual fund you are actually buying Shares of the fund.
• The price of new shares is based on the fund’s Net Asset Value.
• The actual price that the investor pays per share is the Public Offering Price (POP).
• The Public Offering Price is the Net Asset Value plus any Sales Charge.
Remember ...Mutual funds are not guaranteed.
Why Mutual Funds?
• Affordability • Diversification • Professional Money Management • Accessibility /
Liquidity • Flexibility
How Does a Mutual Fund Make Money?
Appreciation • Dividends • Capital Gains
What kind of Mutual Fund Accounts does Primerica offer?
401K plans / ROTH IRA’s / Traditional IRA’s / TSA’s / Variable Annuities / SEP IRA’s /
Educational IRA’s / Money market accts
Do I need a License do Securities? – Yes. Ask your trainer for securities packet.
Long Term Care Insurance
Genworth Financial - Genworth LTCI Sales Desk - (877) 969-0923
"Many Americans assume that health insurance or Medicare will pay for nursing home care or home health
aides. But, Medicare, the federal health insurance program for the elderly, does not pay for long-term
nursing home stays. Neither do most private health insurance plans." USA Today, December 13,
2000"Purchasing long term care insurance with the right benefits means that you can decide where you will
receive care while protecting your savings." - Kiplinger's Retirement Guide 2000
Meetings
Alonzo Baseshop - Tuesday’s - Please arrive - 7:15pm - 9:00pm
(Optional…We go to eat afterwards to spend time with new recruits)
Training Meetings - Saturday’s - Please arrive – (Licensed agents 8am) 9AM - 11:00AM
Required Self Improvement reading list:
1. How to Win Friends and Influence People By Dale Carnegie
2. Think & Grow Rich By Napoleon Hill
3. Cash Flow Quadrant By Robert Kuyosaki
4. How to Master The Art of Selling By Tom Hopkins
5. Aladdin Factor By Jack Canfield and Mark Victor Hansen
6. The 21 Irrefutable Laws of Leadership By John Maxwell
Understanding your Market
1. Age 25-55 / 2. Married / 3. Children* (Must have) / 4. Homeowner / 5. Full-Time Job* (Must have)
6. $25,000 + Household Income
“Working in the right market is critical to your Success. If you work in the right market, you will make money
and build a solid business. If you work in the wrong market, you can work your rear-end off and never make
money.” –Daniel Alonzo
Qualified FNA Appointment:
Each one of these categories are worth one point. During your training, make sure you only see 3-6 pointers.
Appointment must be done at the clients home. Appointment must be qualified. (must have young kid(s)
and have full-time job.) FNA must be completed. If there is ever a question on setting up an appointment,
please ASK.
How do I get my 1st promotion?
Recruit & Train 3 Direct People. You must be life licensed for the promotion to take effect.
What the Secret?
Show up to all meetings and Big Events. Bring new guests to
Opportunity nights. Set appointments w your trainer in your
Market. Become a Client. Get your Spouse involved. Get your new
recruits to show up. Be excited. Self Improve. Be Coachable. Be a
Team Player. Have Fun!
Keys To Success
Everybody Wants to be Somebody • Always Treat People Good • Always Build Personal Relationships •
Remember Praise and Recognition • Stand for Something • Have a Total Commitment • Be a Crusader
Always be Positive • Have a Vision • Never be Afraid to Fail • Do it First • Always Do What You Say
Your Going to Do • Never Give Up!
More Keys to Winning
Get 6 appointments done FAST(to set the example for your future team)
Keep setting up appointments • Get in School • Get licensed FAST • Develop a positive attitude
Get focused on activity • Give your efforts time to compound -focus on WIDTH (25 licensed directs fast) this is a business of delayed gratification - you see the results from the work you’re doing today 90 days
from now • Never, ever, ever, give up.
Have Discipline: Do The Things That Others Won’t So You Can Live The Life Others Can’t.
What are you looking for?
People like you, who are… Money Motivated • Have extra time • Would like to increase their income in
their off-hours • People that Like people • Dreaming of a better life • Successful, but not wealthy
• People that are are coachable.
What are you selling?
Yourself • Your interest in your new recruits • Belief in what you do • Your conviction • Your
vision • The money • Your dream • Their dream
It’s Your Choice
“You only know what you know because of what you know.”
-Daniel Alonzo
Education
Education
WORK
Work
Freedom
Freedom
Questions to complete with IBA.
New Recruit Name_________________________Spouse Name _______________________
Phone( )________________________________ Date_____________________________
Recruiter name____________________________ Phone( )________________________
1. What do you want from PFS? ________________________________________________
___________________________________________________________________________
2. What is your monthly income goal?____________________________________________
3. When do you want it? Specific date.____________________________________________
4. Will you allow me to hold you accountable to accomplish your Goals and Dreams? Will
you be coachable?___________________________________________________________
5. If not taken care of yet, will you fully implement the financial plan I put together for
you?_______________________________________________________________________
Get properly insured, Fund investment goals, Become debt -free.
Date:(______) Time:(______)__________________________________________________
6. Will you promptly put together your top 25 referral list?____________________________
7. Will you follow our system completely?________________________________________
8. Will you commit to attending all meetings?
(Tuesday’s 7:15pm to 9pm and Saturday’s 9am to 11am) your first six months in PFS to learn
this business?___________________________________________________________
If no, how many per month will you commit to?____________________________________
9. Do you realize that being on appointments is the best way to learn and become successful
in this company?_____________________________________________________________
10. What are some of your Hobbies?_____________________________________________
11. Did you play sports growing up?_____________________________________________
12. On a scale from 1-10 How Competitive are You?________________________________
13. When you were young, what did you want to be when you grew up?_________________
14. Where did you grow up?____________________________________________________
15. Do you enjoy helping others?________________________________________________
16. Do you volunteer?_________________________________________________________
17. Is your spouse going to support your business?__________________________________
18. What are your kids names___________________________________________________
19. Wedding anniversary date___________________________________________________
20. Birthday: You______________________________Spouse________________________
21. Do you have any questions or comments?______________________________________
___________________________________________________________________________
____________________________________________________
____________________________________________________
Alonzohierarchycd/PPT/1newrecruit1/extrastuff/aquestionstoasknewrecruit