FAST START BUSINESS PLAN

FAST START
BUSINESS PLAN
www.maritimefreedom.com
-1For internal use only. Not to be used with, or distributed to, the public.
Welcome to Primerica
By joining our team, you’ve shown that you’re committed to being a
SUCCESS and your success is EXTREMELY important to us. This booklet
has been specifically developed just for you – the new recruit. The concepts
and guidelines you’ll find throughout this booklet were designed to get your
new business and income off to a FAST START.
At Primerica, we believe that you can achieve your dreams. Our time-tested,
proven system has helped train thousands of new leaders get their businesses
started. We believe that to be successful all you need to do is follow these
simple steps:
DREAM IT. PLAN IT. DO IT!!!!
Visualize your goals
Write it down
Take Action
For more information about our incredible company, who we are, our
mission and history, visit www.primerica.com. As soon as you receive your
solution number you can access all the information to help build your
business on Primerica Online.
Don’t forget to sign-up for Primerica Online (POL) at
www.primericaonline.com
to access the On-line exam simulator, study guides, field training
material, and to set up your personalized website.
-2For internal use only. Not to be used with, or distributed to, the public.
Important Info and Numbers
Upline’s Name
Upline’s Phone #
Life Line
Red Light
Green Light
Keeper of the
KEYS
Call us! We are here
to help you.
Stop when issues
come up!
You will come to
locked doors, we have
the keys!
Important PFS Phone Numbers
PFS Agency Support line
Superintendent of Insurance – NS
AGF Investment
B2B Bank
Common Sense Funds
PFSL Investments
Technical Support/Call Atlanta
Exam One – Medical Company
Hooper Home – Medical Company
PFSU
New Business Processing
Policy Owner Services /Underwriting
Edge Products
905-812-3520
902-424-5528
902-424-7551
800-268-8583
800-263-8349
800-463-9997
800-510-7375
888-737-2255
888-771-2022
902-481-7272
FAX
905-813-5401
866-941-7711
866-877-9477
905-813-5313
905-813-5399
905-813-5311
905-813-5312
902-440-6183
-3-
For internal use only. Not to be used with, or distributed to, the public.
Indentify Your Goals and Dreams
The first step on the path to success is to DREAM IT. Creating goals – both business and
personal – are important. Take a moment to write down what you want to achieve, both in near
term and long term. This will help you get off to a fast start.
Business Goals (Short Term – 1st 90 Days)
1. What do you want to accomplish at Primerica? (I’ve always wanted to….)
2. When (in what time period) do you want to achieve those goals?
3. Will you allow your upline to hold you accountable?
Personal Goals (Long Term)
1. What do you want to achieve for yourself/your family? (Financial Independence, etc.)
2. When (in what time period) do you want to achieve those goals?
1.
2.
3.
4.
5.
Top 5 Financial Goals
1.
2.
3.
4.
5.
Top 5 Personal Goals
Review these goals often to make sure you are on the fast
track to success!
-4For internal use only. Not to be used with, or distributed to, the public.
$300 FAST START BONUS
30 Days from
PRIMERICA START
PART 1
1 x 1 in 30 Days from IBA date
_____________________
(Paid IBA Date)
Complete & Pass LLQP within 60 Days
(Receive $100 Bonus) ______________
(Course Date)
LIFE SALES
RECRUITS
PART 2
2 x 2 more in 30 Days from IBA date
Pass & Receive Prov. Lic. Within 120 Days
(Receive an additional $200)
RECOGNITION AT 3 X 3 (Dist. Leader)
BECOME PART OF THE TEAM
CONTROL YOUR
INCOME
CONTROL YOUR OWN
PROMOTIONS
Start at:
Compensation vs 25%
(Before License)
(Before License)
-5For internal use only. Not to be used with, or distributed to, the public.
(After License)
FIELD TRAINING (M.A.C.H.O.)
3 hrs
12 hrs
10 hrs
$1500
& 15 – 30 Referrals
$1200
25-50 Name
12 – 8 – 5 – 3 – 3 – 1
MACHO
Appointments
Booked
Initial KT
Appointments
(Field Training)
M.A.C.H.O. LIST
(FOR FIELD TRAINING)
1. Married or
Divorced
2. Age 25-55
3. Children - 18U
4. Home Owner
5. Occupation
Full-Time
2.5 hrs
Carry Back
FNA Appt.
Life Ins
Clients
Other Sales
Investments
Mortgage Referrals
Edge (Dis./Med.)
RECRUITING (C.H.A.M.P.)
4hrs
25-50 Names
10 – 4 – 1
CHAMP
INTERVIEWS/
GUESTS
Booked
INTERVIEWS/
GUESTS
Show up
RECRUIT
RATIO
4:1
Recruit
Ratio
8:1
C.H.A.M.P. List
(FOR RECRUITING)
Competitive
Hardworking
Ambitious
Motivated
People Skills
“I feel it, too, Vinny…
It’s like we’re going in circles.”
-6For internal use only. Not to be used with, or distributed to, the public.
What Next?
The Question All Winners Ask
Begin Training
Process
Begin Licensing
Process
Field Training
*12-8-5-3-3-1
- Insurance:
Life Licensing Qualification
Program (LLQP)
1 weekend course
See Why Learning
Tutor
(min. 4 Complete KTs)
Interview/Guest
*10 – 4 – 1
Classroom Training
(Tues/Sun/Field Ready)
Personality Training
Business Overview (BOV)
District Leader
Starting to Build
-
Anti-Money Laundering
-
SMART Certification
- Independent Business App
IBA - $99 & $25/mo
www.martimefreedom.com
www.primericaonline.com (POL)
Trained
*Complete
1 Field Training Cycle
& 2 Recruiting Cycles
(3 T.S. + 3 Rec.)
-7For internal use only. Not to be used with, or distributed to, the public.
Licensed
Go Wide, Build A Business
RVP
______%
+
Bonuses
25 Total Direct Recruits
4 Active Division Leader
w/ proper business volume
(Regional Vice President)
REG
_____%
15
Total Direct Recruits
3
Direct District
(Regional Leader)
______%
DIV
(20/80 Rule)
5 Total Direct Recruits
(Division Leader)
_____%
DIST
(District Leader)
_____%
REP
1
Direct District
3
Training Sales
3
Direct Recruits
LICENSE
(Representative)
(See promotion guidelines for full promotion details)
-8For internal use only. Not to be used with, or distributed to, the public.
REASON WHY YOU WANT TO BE A
DISTRICT LEADER
In the first 30 days
Would you rather have:
Representative Contract
12.5% Commission (Split Sales)
$0 BONUS
UNTRAINED
Not Confident
0 Recruits
Decreasing Market
Personal Income
District Contract
50% Commission
$300 BONUS
TRAINED
Confident/Competent
3+ Personal Recruits
Increasing Market
Override Income
Expect Reasonable Results in Reasonable Time Frames
TIME
PROMOTION
INCOME
8 Weeks
District Leader
$1-3,000/month
3 Months
Division Leader
$2-4,000/month
6 Months
Regional Leader
$3-7,000/month
12 – 36 Months
RVP
$ 100,000 +
3 – 5 Years
SVP
$ 250,000 +
5 – 7 Years
NSD
$ 500,000 +
7 – 10 Years
SNSD
$ 1 Million +
-9For internal use only. Not to be used with, or distributed to, the public.
Regional Leader – The Power Of Distribution
Build Override Income Stability
Insurance
Overriding a District Leader on Insurance:
70% - 50% = 20%
Avg Insurance = $83/month
$83/mo x 12mo = $1,000 Premium
$1,000 x 2 clients/month = $2,000
$2,000/mo x 20% override = $400
Investments
Overriding a District Leader on Investments:
2.75% - 2% = .75%
Avg Investment = $20,000
$20,000 x 2 clients/month = $40,000
$40,000 x .75% override = $300
Create More Income / Stability
By recruiting & developing more District Leaders
1st District
Leader
2nd District
Leader
3rd District
Leader
4th District
Leader
5th District
Leader
2 Life
Insurance
&
2 Investment
Sales
2 Life
Insurance
&
2 Investment
Sales
2 Life
Insurance
&
2 Investment
Sales
2 Life
Insurance
&
2 Investment
Sales
2 Life
Insurance
&
2 Investment
Sales
$700
$1,400
$2,100
$2,800
- 10 For internal use only. Not to be used with, or distributed to, the public.
$3,500
Atlantic Canada
Leadership Council
No restriction
on territories
100 RVP’s
Average $110k per year
Recognition for your efforts
 Great Compensation
 Overrides
 40+ Cheques/
Month
 Residual Income
 Bonuses
 Primerica Stock
 Ownership
 Building a Legacy
- 11 For internal use only. Not to be used with, or distributed to, the public.
Regional Vice President – The Power Of Distribution
Build Override Income Stability
Insurance
Overriding a Division Leader on Insurance:
110% - 60% = 50%
Avg Insurance = $83/month
$83/mo x 12mo = $1,000 Premium
$1,000 x 4 clients/month = $4,000
$4,000/mo x 50% override = $2,000
Investments
Overriding a Division Leader on Investments:
3.25% - 2.25% = 1%
Avg Investment = $20,000
$20,000 x 4 clients/month = $80,000
$80,000 x 1% override = $800
Gain Ownership and Build a Legacy by Promoting other RVPs
Senior Vice President
National Sales Director
Senior National Sales Director
- 12 For internal use only. Not to be used with, or distributed to, the public.
The VALUE of PRIMERICA
Personal Growth
Leadership Development
Public Speaking
Relationship Building
Goal Setting
Financial Education
Time Management
Personal Mentorship
Sales Training
Business Planning
Certification
NS Provincial Life License
Mutual Fund License
SMART Debt Certification
Disability Certification
*
*
*
*
*
*
*
*
*
*
*
*
*
*
Education
* Investments
- RRSP’s
- TFSA’s
- RESP’s
- Non-Reg. Accts.
* Debt Management
- Tax Strategies
- Debt Stacking
- Consolidations
* Protection Management
- Life Insurance
- Health & Dental Insurance
- Disability Insurance
What Does Primerica Pay For?
LLQP Course
NS Insurance License
Mutual Fund Course
Mutual Fund License
Processing Fee
$1,100
369
400
400
30
$2,299
Primerica Subsidizes
$2,200
$99 +5% GST = $103.95
$28/ month Primerica Online Back Office
Billing/Technical Support 888-737-2255
Entire suite of tools specifically designed to help you succeed at your business
Personalized Professional Website
Business email
Access to business mentorship videos, motivational videos
Innovative Sale Tools
Turbo Apps
Track business production numbers
Compensation tracking
- 13 For internal use only. Not to be used with, or distributed to, the public.
Keys to Success
1. Most important: BE COACHABLE!!
2. Always have a positive attitude
3. Have a plan of action
4. Maintain constant activity and work your plan.
Pipeline Theory
The more you put in, the more comes out!
5. Keep these dates
a. Opportunity Night
Tuesday – 7:00pm
Sunday – 5:00pm
b. Base shop Training
Tuesday – 8:30pm
Sunday – 6:00pm
c. Potlucks, Fast Start Schools
Plug In Theory
Plug in to the system
Charcoal Theory
Push Point Theory
Seek the Heat and stay
Near the source
GROW your business by
pushing from meeting to
Meeting
- 14 For internal use only. Not to be used with, or distributed to, the public.
Our Proven Success System
Once you have made your Natural Warm Market List, work with your trainer to schedule
appointments with people to start spreading the word about your business and about helping
people get out of debt and become financially independent.
Through this practical exercise you will learn the most important aspects of our business...
•
•
•
•
•
Scheduling appointments
Conducting interviews & inviting guests/KT Initial appointments
Conducting a business plan for a new trainees
Implementing an FNA
Getting referrals
Our goal is to help you to learn and build a business at the same time because it is in our best
interest for you to build a successful business. We believe that a successful business must have
a WIN-WIN situation.
- 15 For internal use only. Not to be used with, or distributed to, the public.
Tracking Your Progress
1st Qualified FT Appointment
2nd Qualified FT Appointment
3rd Qualified FT Appointment
4th Qualified FT Appointment
Registered for
Life License Qualification Program __________________________
Personal Recruit #1
Personal Recruit #2
Personal Recruit #3
Senior Representative Promotion - 35% & 2%
Personal Life Sale #1
Personal Life Sale #2
Personal Life Sale #3
District Leader Promotion - 50% & 2%
SEE Why Learning – Exam Guarantee
Pass Pre-Licensing Certification
Pass Provincial Exam
Get Life Licensed
Become EDGE Certified
Anti-Money Laundering Certification
Register for Mutual Fund Course
$2,500 in Personal BP (in 1 cal month)
Become Field Trainer (w/ RVP consent)
Produce Life Licensed District Leader
$5,000 BP in Base* (in 1 cal month)
Division Leader Promotion - 60% & 2.25%
Produce 3 Direct D/L’s
$7,500 BP in Base* (in 1 cal month) No more than 50% Personal or 40% of $7500 from 1 leg
Regional Leader Promotion - 70% & 2.75%
Produce 4 Direct Division Leader
Mutual Fund Licensed
$30,000 BP in Base* (over 2 cal months) – Minimum $10,000 each month
Provide Replacement Leg(s) – 1 Regional or 2 Division
Regional Vice President Promotion – 110% & 3.25%
*No more than 50% Personal & 40% from 1 leg
- 16 For internal use only. Not to be used with, or distributed to, the public.
- 17 For internal use only. Not to be used with, or distributed to, the public.
Setting Field Training Appointments
M.A.C.H.O. Market
Working in the right market in 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 long hours and never
make any money.
1.
2.
3.
4.
Target Market
Married or Divorced
Age 25-55
Children – 18U
Homeowner or Lived in
the area 3+ years
5. Occupation - $35K+
PRIMETIME:
5:30PM, 7:15PM, 9:00PM
WEEKEND:
12:00PM - UNTIL
Rules for Appointments:
1. 4-5 Pointers (Target Market)
2. Both Mom & Dad (Married Couples)
3. At their Kitchen Table
4. At Least 2 per Night
5. At Least 4 per Week
6. Take Notes on ALL APPTS.
7. Write 10 Questions on EVERY
APPT.
- 18 For internal use only. Not to be used with, or distributed to, the public.
C.H.A.M.P. LIST
Competitive Hardworking
-
Ambitious Motivated
People Skills
Had or has a business
Mary Kay / Avon / QuickStar / Body Bi Vi / Team
Sports / Athletes / Captain or Assistant Captain / Coaches
Who won all the fundraising drives when you were in school
Entrepreneur at young age
Who knows everybody?
Competitive people (Loves to win or being #1)
Want recognition, recognition, recognition
Extreme sports people
Exciting or enthusiastic people
Likes energy drinks, coffee or espresso
Story tellers or public speakers
Owns a speed boat or motorcycle
Sharp dresser with flashy jewelry
Life of the party
Loves to have fun
Drives a tricked out car
Loves helping people
Conversationalist
Coaching & mentoring
Making a difference
Team player
Great encourager
People problem solvers
- 19 For internal use only. Not to be used with, or distributed to, the public.
Competitive
Name
C.H.A.M.P. LIST
Hardworking
Telephone
Ambitious
Occupation
Motivated
Personality
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
- 20 For internal use only. Not to be used with, or distributed to, the public.
People Skills
Top 2 Qualities
M.A.C.H.O. LIST
Military
Post Office
Government
Fire Fighter
Police Officer
Paramedic
Doctor
Chiropractor
Pharmacist
Dentist
Registered Nurse
Teacher
Principal
Guidance Counselor
Metro Transit
Engineer
In Management
Accountant
Aircraft Mechanic
Lawyer
Plumber
Electrician
Oil Patch Workers
Carpenter
Truck Driver
Therapist
University Employees
Rail Worker
Long Shoreman
Pastor
Truck Delivery
Frito Lay
Pepsi
Coke
Big family
Realtor
Dockyard Worker
IMP
- 21 For internal use only. Not to be used with, or distributed to, the public.
M.A.C.H.O. LIST
Target Market: Married, Age 25-55, Children, Homeowner, Occupation $35K+
Name
1
Telephone
Age
25-55
Mar.
or Div.
Child
U18
Home
Owner
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
- 22 For internal use only. Not to be used with, or distributed to, the public.
Occupation
City
BOV INVITATION – BEST FRIENDS
Hey, _______ what are you up to this week? (Wait for Answer)
So you’re free Tuesday evening, right? (WFA) (If not, Book for Sunday)
(If you are trying to book for Sunday) What are you up to this weekend? (WFA)
Great, There’s something I want to show you, dress sharp, I will pick you up at _______ pm.
Well, what is it?
(Be Excited!!!! PEOPLE ARE ATTRACTED TO THAT… IT WORKS FOR VINNY)
I’m really pumped about the company I’m working with part-time. They’re opening new offices in the area
and are looking for some reps that want to make an extra $1,000 - $3,000/month around their own schedule.
Trust me, I’ll pick you up ok?
What would I be doing?
The company helps families save money and make money. Everyone needs to know how to do that, right?
Trust me, I’ll pick you up ok?
What’s the name of the company?
It’s PFSL in Halifax, Have you heard of us? Yes/No
Great. I’ll pick you up at _______ and fill you in then. Ok?
I’m going to tell my manager about you. By the way, wear something sharp.
**(if too many questions are being asked, it’s okay to say: “Listen, I just started and I’m really new. My
manager will answer all of your questions a lot better than I can. How’s that sound?”
- 23 For internal use only. Not to be used with, or distributed to, the public.