New Associates Manual

New Associates Manual
Mark & Sue Younger
Senior National Sales Directors
Younger & Associates
25061 W. Avenue Stanford Suite #30
Valencia, Ca. 91355
(818) 788-7926
Associates Name: _________________________________
Solution #: ________________
Trainers Name: ___________________________________
Solution #: ________________
For internal use only. Not to be used or distributed to, the public.
Step 1:
Leaders & Winners Attend All Trainings,
Meetings & Big Events!!! “Lombardi Time”
Choices, Chances, Changes.
“You must make a Choice to take a Chance or your life will never Change!”
Important days to remember:
Tuesday Opportunity Night
7:30 p.m. ~ 8:30 p.m.
This is a meeting where we focus on building our business by bringing new people
so we can introduce who we are and what we do.
Saturday Training
9:00 a.m ~ 11:00 a.m.
This meeting is for you to come and learn every area of your business and to improve
your skills.
Super Saturday
10:00 a.m ~ 1:00 p.m.
This is a meeting where we recognize the Hierarchy’s top performers from the
previous month. It is held the 3rd Saturday of every month. Our team color is black so
if you do not have a team shirt wear a black shirt. 
Keep in mind that this is unlike anything else you have done, so every meeting you
attend is crucial to your success! The more training you attend the faster your life will
move in the direction you want. All trainings and Opportunity Nights are
important!
Being Prepared
1. Dress in business attire: Look like someone who is poised for success . . . a
Winner!!!!
Interview appropriate on Opportunity Nights and Training Appointments.
2. Please no children, these are business meetings.
3. Bring a notebook and a pen to all meetings and events.
We always have people speaking on their success and how they did it ~ you’ll want
to take notes!!!
4. Positive attitude! ~ A positive attitude gives you power over your circumstances
instead of your circumstances having power over you.
For internal use only. Not to be used with or distributed to, the public.
Step 2:
Obtain your Licenses
Become Life Licensed
Helping families with Life Insurance (The Crusade of our Company!)
1. Fill out your State Application
2. Register for School
a. 32 hr Classroom Course (This is with an instructor at a location closest to
you…ongoing classes available)
OR
b. 32 hr Online Course (This is at your convenience at home or the office . . .
www.ucanpass.com
3. Give your Pass Notice to your trainer.
4. Score 80%+ on your Online Simulator
5. Score 80%+ on All three Practice Exams (A,B&C)
6. Call office to help you Schedule Exam at location closest to you.
7. Make sure once you pass get fingerprints done and give them code for payment,
CAB00I009.
Become Debt Certified
Help others get out of debt and make more money at the same time!
1. Log on to your POL (www.primericaonline.com )
2. Click on the Products tab and select Debt Resolution
3. Under Certification, select your language (English or Spanish)
If your pop up blocker is enabled, it will not allow you to open this page.
4. Watch the video and answer all questions
You have to watch the whole video. The questionnaire will not come up if
you fast forward the video or if you stop watching before it is finished.
5. Repeat the process above Go to DebtWatchers, then complete DebtWatchers
Certification.
Become Securities Licensed
Helping families with Investments (Roth IRA’s, College Savings, etc.)
1. Life Licensed & 2,500 in Life Premium with an active POL ($25 monthly online
account.
2. Register by calling (770) 381-5885 (Option #2, Option #1, Option #3)
3. Submit your U-4 Form electronically
4. Study and schedule your exam
For internal use only. Not to be used with or distributed to, the public.
Licensing Process Checklist
1. Register For PFSU
Session A
2. State App. Completed
Session B
3. Attended PFSU
Session C
4. Completed PFSU
Session D
5. Schedule State Exam
Session E
6. Pass State Exam
Session F
7. License Issued
Session G
Session H
District Leader Promotion Timeline (30 days)
50% Commission ~ 3 Direct Recruits (all must attend at least one life class)
$2500 in Bonusable Premium in promotion month
Recruits: __________________
___________________
__________________
IBA Date: __________________
___________________
__________________
Life Transactions
Client: _____________ Premium: ______ Client: ______________ Premium: ______
Client: _____________ Premium: ______ Client: ______________ Premium: ______
Client: _____________ Premium: ______ Client: ______________ Premium: ______
$2500 Premium Points Completed
Date: ______________________
Life State Exam Passed
Date: ______________________
For internal use only. Not to be used with or distributed to, the public.
Business List
Married ~ Ages 25-55 ~ Children ~ Homeowners ~ Occupation/Working
Name
Phone #
Relationship
M
For internal use only. Not to be used or distributed to, the public.
A
C
H
O
Booking Appointments ~ Warm Market Phone Script
When calling someone you know
Hi _____, this is _____. How are you? (WFR) I’m calling to ask for your help.
(WFR) I’m currently getting my state license and part of my requirement is to
take my trainer to 10 presentations in the next week. I really value your opinion so
that you can tell me what you think about it.
This is very important to me and I really need your help!
After they respond, ask...
What’s better for you, weekdays or weekends?
Mon. or Wed. / Thurs. or Fri. (Or Saturday or Sunday, based on their response) Do
you prefer afternoon or evening?
2pm or 4pm/6pm or 8pm Ok, perfect! Thank you. Could you mark your
calendar so that we both remember? Please make sure that (spouse) is there as
well. I know where you live but could you please give me your address so I can
give it to my trainer?
 Do I have to buy anything?
No. All you have to do is listen to my trainer explain what I’ll be doing.
 How long will it take?
About 30 minutes...unless you have a lot of questions.
 Does (spouse) need to be there?
Yes, otherwise the training does not count.
 What is it about?
I’m still very new, that’s why my business partner/coach is coming with
me. He/She will explain everything. (but what is it about?) To be
honest, I’m still very new and I really do not want to give you the wrong
information. (Just give me an idea of what it’s about) I am learning
how to help people make and save money. What day are you off this week?
Set the appointment. 
For internal use only. Not to be used or distributed to, the public.
Our Mission:
Help families Earn Extra Income, become Properly Protected, Debt Free,
and Financially Independent!
Going on Qualified Appointments
Why would you want to go on appointments now? Letting everyone know about your
new business is the Best way to get off to a fast start. We will go on 10-20
appointments Asap! Which is an amazing way to get referrals. We will get you
approximately 10 referrals per appointment, which will give you at least 100 people
to go visit once you get licensed. The appointments will count ward your
promotions and you will have more confidence when you get licensed after sitting
with actual clients during your training. If we go on a minimum of 10 appointments
it will look something like this:
You want to book 3-5 appointments, each one of these areas counts for a point.
Ages 25~55 ~ Married ~ Homeowner ~ Children ~ Working
Get off to a Fast Start:
 District Leader ~ 50%
 10 ~ 20 Appointments,
Asap, before you are
licensed!
Referral
Referral
Referral
Referral
Referral
Appointment
8~5~3~1
Referral
Referral
Referral
Referral
Referral
10 Appointments x 10 Referrals = 100 Referrals!!!
As you can see, you’ll never run out of clients if you follow the system. If you
are not ready to be a trainer by the time you get licensed, we will go the extra
mile for you to help and train your team!
For internal use only. Not to be used or distributed to, the public.
Promotions & Bonuses
This is a company that you can get excited about! Unlike most places, you promote yourself here!
How fast your first promotion comes is entirely up to you. We lay out guidelines and when you
complete them, you’re promoted!
Position
Percentage
Representative
25%
District Leader
50%
Requirements
60%



Regional Leader
70%




Regional Vice
President
110% +
Bonuses
$250
 Life Licensed

Division Leader
Compensation




3 Direct Recruits (all must attend at
least one life class)
$2500 in Bonusable Premium in
Promotion month
6 Direct Recruits (all must attend at
least one life class)
$5000 in Bonusable Team Premium in
Promotion month
9 Direct Recruits (all must attend at
least one life class)
$7500 in Bonusable Team Premium in
Promotion Month
12 Direct recruits (all must attend at
least one life class)
$15,000 in Bonusable Team Premium
for 4 consecutive months
Or $25,000 for 2 consecutive months.
Base Shop QBI of 70% or higher
Must have Series 6 & 63 Securities
Licenses
Give up replacement at your Promoting
RVP’s discretion
Be Full-Time
$500
$600
$700
$1,100
+
Bonus
Promotions & Bonuses
30-Day Activity From IBA Date
Recruits
Field Training
Observations (FTO’s) or
Personal Sales
1x1
2x2
3x3
Requirement
Completed PFSU
Pass Notice Received
Total
Time
Frame
60 Days
90 Days
For internal use only. Not to be used or distributed to, the public.
Payment
$100
+$200
$300
Mark & Sue Younger’s Office
25061 W. Avenue Stanford Suite #30
Valencia, Ca. 91355
Danielle Poorman (818) 788-7926 ext. 2 Stacy Jensen (818) 788-7926 ext. 3
[email protected]
[email protected]
Office Fax (818) 788-7926
Important Primerica Information
Agents: (770) 381-5885
Clients: (800) 257-4725
Home Office Address: 1 Primerica Parkway, Duluth, Ga. 30099
New Recruit Status
Regional Licensing Center (Solution #, Licensing, Refunds, etc.)
Switchboard Line: (770) 381-1000
CA Office #: (626) 462-0393 Fax #: (866) 317-9473
Email: [email protected]
POL Cancellation Email: [email protected]
RLC Address: P.O. Box 60050, Arcadia, Ca. 91066
Home Office SRR # (470) 381-1000
Fax # (470) 564-6180
PFSU Registration (Course, Location & Schedule Information)
PFSU# (800) 624-5275
Email: www.primericaonline.com (Under Licensing & Education Tab)
Online Registration Course
www.ucanpass.com
Department of Insurance
Phone # (800) 967-9331 Fax # (916) 327-6907/Attn: Flash Applications
www.insurance.ca.gov
Schedule Licensing Exam
PSI Exam # (800) 733-9267 (Check license status at www.psiexams.com)
For internal use only. Not to be used or distributed to, the public.
Self ~ Improvement
It is crucial to self-improve daily to grow yourself as you grow your
business. We recommended reading the following books:
□ “Who Moved My Cheese” by Spencer Johnson
□ “Coach” by Art Williams
□ “Skills with People” by Les Giblin
□ “Pushing Up People” by Art Williams
□ “One Small Step Can Change Your Life” by Robert Maurer
□ “Beyond Positive Thinking” by Robert Anthony
□ “177 Mental Toughness Secrets of the World Class” by SteveSiebold
□ “Secrets of the Millionaire Mind” by T. Harv Eker
□ “How I Raised Myself From Failure to Success” by Frank Bettger
□ “Rich Dad, Poor Dad” by Robert T. Kiyosaki
□ “The Laws of Thinking” by Bernard Jordan
□ “How to Win Friends and Influence People” by Dale Carnegie
□ “The Law of Success” by Napoleon Hill
□ “The 10x Rule” by Grant Cardone
□ Any book by Tom Hopkins
□ Any book by John C. Maxwell
For internal use only. Not to be used or distributed to, the public.
Solo . . . or with an Army???
Decide if you want to be a Salesperson or a Builder! What’s the difference? A
salesperson has to sell to make money. A builder follows our system and this
allows income to grow and come in on its own!
Average Life Policy = $90 x 12 (months) = $1000 x 25% = $250 (1-2 hours)
Salesperson
1. By Yourself . . .
OR . . .
You
25%
District Leader ~ Become A Builder!!!
Get Life Licensed ~ 3 Recruits ~ $2500 Premium Points in 1 month
Average Life Policy = $90 x 12 (months) = $1000 x 50% = $500 (1-2 hours)
2. With a Team!!!!
You
50%
John
25%
Overrides!
$250
Mary
25%
Joe
25%
$250
$250 =
$750
How Many People Do You Want To Train ? ? ?
For internal use only. Not to be used or distributed to, the public.
Sign Off Sheet
Become a Trainer by . . .
Mastering the 7 Fundamentals
There are 7 Fundamentals that you will need to
Master in order to become a Field Trainer.
1. Prospecting
Trainer: ______________ Date: _________
Increase your market by speaking to
people who are looking for an opportunity . . . just like you were!
2. Setting Appointments
Trainer: ______________ Date: _________
Self ~ Explanatory
3. Presenting
Trainer: ______________ Date: _________
Learn how to explain simple financial concepts that will help everyone!
4. Overcoming Objections Trainer: ______________ Date: _________
Learn what to say when people have questions or concerns.
5. Products
Trainer: ______________ Date: _________
Knowing the features and benefits of our products
(and everyone else’s) inside and out.
6. Recruiting
Trainer: ______________ Date: _________
Help people see that Primerica can help them achieve
their goals and dreams!
7. Closing
Trainer: ______________ Date: _________
Someone is always closing . . . is it you or them?
To become a trainer, you have to get signed off in these 7 areas. Make sure
you attend our weekly trainings to get signed off as quickly as possible!
The only limit you have here is the one you put on yourself !
For internal use only. Not to be used or distributed to, the public.
Overcoming Objections ~ (Recruiting)
Tips that will help:





The person asking the questions leads the conversation. Questions are the key.
When you ask a question, genuinely listen and wait for their response (WFR).
People respond best to positive words (PW), so use them as often as possible.
We are here to help them, not sell them. Do not act like a salesperson!
Keep in mind, the right people do not need convincing.
Objection #1
I don’t have the money…
Answer: (PW) Is the money the only thing stopping you? (WFR)
What’s your favorite type of car? (WFR) What color? (WFR) If that car was available for you
right now and all you had to do was pay $99 for the title and you had to have the money by
8 p.m. tonight...could you find the money? (WFR) So then money really isn’t the issue, is it?
(WFR) Let’s find that money and get you started so that $99 will never be an issue again!
OR...
Answer: (PW) Is the money the only thing stopping you? (WFR) Ok, I know you have 10
friends, so ask each one of them to let you borrow $10...that’s like asking for lunch money.
Let’s get you started so that $99 will never be an issue again!
You must show them the value of investing the $99!!!
Objection #2
It sounds like a pyramid…
Answer: (PW) Let me ask you, what is a “Pyramid” to you? (WFR) Where do you work right
now? (WFR) What do you do there? (WFR) You have a boss there, right? (WFR) Your boss
has a boss…and it keeps on going until you get to the owner, right? (WFR) Who does all the
work? (WFR) And who makes all the money? (WFR) Doesn’t that sound like a pyramid?
(WFR) Pyramids are illegal...There are 20 million companies in the U.S. and only 3,200 are
on the N.Y.S.E (New York Stock Exchange), that’s less than 1%...and we are one of them!
You can buy our Primerica Stock. If we were a pyramid, would we be on the N.Y.S.E.?
(WFR) Of course not, let me see your I.D. to start the process for you.
Every company has a structure. It makes it a business. Not a pyramid.
Objection #3
Is this commission/sales???
Answer: (PW) Do you like commissions/sales?
If Yes: Great! You will love our pay structure! Let me show it to you...
If No: Do you get paid if you don’t go to work? (WFR) Let’s say its Sunday night and you’re at
home watching a movie and you get a text that you just made $750! How would you feel?
(WFR) That’s exactly what happens with us! Let me show you how it works...
Everything involves sales. Profits are always better than wages!!
For internal use only. Not to be used or distributed to, the public.
Objection #4
My friend tried it & didn’t make any money…
Answer: (PW) Did your friend finish school? (WFR) Did your friend get licensed? (WFR) Did
your friend complete their training? (WFR) Did your friend give it 5 years? (WFR) Listen,
there are only two reasons why someone wouldn’t make any money in our business...
Reason #1: (Training) A great trainer is very important! We are in the top 5 offices in the
nation, and I am hands down the best trainer in my office, so training will not be an issue for
us...
Reason #2: (Work Ethic) Now, do you think your friend was not properly trained or was a
little lazy and didn’t complete their training. Do you consider yourself a hard worker (WFR) So,
with my training and your work ethic, do you see any reason why you would not be successful in
this business? All I need to do is see your I.D.
It takes hard work and dedication to succeed !!!
Objection #5
I just don’t have the time …
Answer: ( PW) Is time the only thing that is stopping you? (WFR) Are you busy “getting by”
or “getting ahead” in life right now? (WFR) Where do you work right now? (WFR) If
your boss asked you to work 3 hours overtime every day this week and he would pay you
triple time for every O.T. hour you worked, would you do it? (WFR)Then it isn’t really a
time issue. It is more of a money issue would you agree? (WFR) Let me show you how
we get paid and then you can tell me if you have enough time to make some money!
People will make the time if you can show them what’s in it for them!!
Objection #6
I like to spend my extra time with my family …
Answer: ( PW) How much time are you spending with your kids/family right now?
(WFR) Is that enough time for you? (WFR) So if I can show you a way to work half as
many hours as you do now and earn the same amount of money that you are making
today, wouldn’t it be worth your time to at least try it? (WFR) So let’s get you started!
Show how our opportunity can provide the money & freedom that
their current career/situation won’t!!!
These are the most common objections you will hear, but they won’t be
the only ones. Write down any objections you have heard and were not
sure how to overcome:
1.________________ 2._________________ 3._________________
For internal use only. Not to be used or distributed to, the public.
Life Insurance
APPS (Paramed Exam Testing) ~ Policy # and/or D.OB. Required
Office # (800) 727-2999
Underwriting
(470) 564-5270
Telephone Underwriting Interview ~ Client # for over the phone interview
(866) 609-1841 (Policy # ending in 01-49)
(877) 672-6761 (Policy # ending in 50-99)
Agent Line for Follow Up ~ Policy # and/or D.O.B. required
(800) 872-3674
Attending Physician Statements (APS) ~ Check on Medical Records
Exam One (877) 933-9261
Primerica Secure
Rate Quotes (Auto/Homeowners & Renters Insurance)
English (877) 855-8111 Spanish (877) 788-8111
www.primericasecure.com (recommend clients to call)
Prepaid Legal Services
Primerica Legal Protection Program
Agents: (800) 654-7757 Clients: (800) 426-9239
DebtWatchers
Customer Service: (866) 493-9791
How to Enroll
1. Go to www.my.primerica.com click on “Register for an account” link to set up a new account with Primerica.
2. Click on “Activate my product” link in the Primerica DebtWatchers/Score Power section.
3. Select “Activate DebtWatchers for the first time” option click to continue.
4. Enter your Primerica Representative’s Solution #
5. Read the agreements and then enter your payment information.
6. Click “Go to my product” now and you are on your way!
Debt Resolution
Freedom Financial Network Debt Consultation
English: (800) 998-4249 Spanish: (800) 988-3558
For internal use only. Not to be used or distributed to, the public.
Which Plan Makes More Sense?
Plan A
 They keep ALL your money for at least the First Year
 Earn only 1% - 4% “Return” on your own money
 Charged 6% - 8% to “Borrow” your own money
 May withhold your “Loan” request for up to 6 Months
 They keep ALL your savings if you die
Cash Value Life Insurance (Whole Life, Universal Life, Variable Life) Life Insurance & Savings bundled together
Or . . .Plan B
 Your money is credited to you Immediately.
 Earn 7% - 12%,potential return on your money
 NO FEE.to withdraw your own money
 You receive your money within 7 days - By Law.
 Your family receives ALL your savings if you die
Term Life Insurance with a SEPARATE Savings Investment
For internal use only. Not to be used or distributed to, the public.
#1
#1
WHY IS THERE NO SAVINGS ???
#3
#5
WHAT ABOUT THE
CASH VALUE???
#2
#2
#4
#4
THE DIFFERENCE WE MADE FOR THIS FAMILY...
BEFORE PRIMERICA
AFTER PRIMERICA
WHICH PROGRAM IS BETTER?