Primerica
2013
Leadership Game Plan
Sr. Rep
District Leader
Divisional Leader
Regional Leader
Regional Vice President
Welcome To Primerica
Now that you have been accepted by our team & our Company, you have shown that you are committed to being a SUCCESS and your success is important to us. This booklet has been specifically developed just for you. The concepts and guidelines you will find throughout this booklet were designed to get your business 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 and 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!
Are you ready to do something special? Let’s get started!
GETTING OFF TO A FAST START
Keys to Success:
· 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 who are in our market, know a lot of people and have credibility.
· Several others on your team will be on track to do the same.
· You’ll have an unlimited number of appointments to go on because of all of the new recruits coming on to your team that need to be field trained and you will be in a position to earn $2,000 – 5,000 per month
· You’ll be on track to be RVP within 6 months or so, however you may want to go RVP in 12-18 months, so you’re mature enough in the business to run your own office.
· You could earn $30k - $50k in income your first year, and $150k - $250k plus your second year in the business.
So, on a scale of 1-10, what is your desire to make all of this happen?
· All you need to do while getting licensed is get me in front of 10 people that are in the right market, across the Kitchen Table in the next 30 days.
· How many days/nights can you give to Primerica right now? ___
· Who have you been thinking of that you would like to share this with?
Ex: Most Ambitious, Best People Person, Wants to Make More Money.
(Find out if they are qualified, if not set up interview or invite to the opportunity meeting)
· Great, let’s go over what to say and role play a couple of times then we will set up your first few appointments.
After we set up some appointments, then we will go over your Game Plan Manual in more detail.
For Educational and Training purposes only! Updated 1/2013
Get Specific
When establishing goals, it is important to be specific in identifying what you want to achieve and when you want to achieve it. Not only will you accomplish your goals in a timely manner, you will also feel an even greater sense of success as you “check them off” your list!
Top 5 Financial Goals / Top 5 Personal Goals1. / 1.
2. / 2.
3. / 3.
4. / 4.
5. / 5.
Promotions / Deadline (date) / Achieved (date)
Sr. Rep designation
District Leader designation
Division Leader designation
Regional Leader designation
RVP designation
What lies behind us and
What lies before us are
Small matters compared
To what lies within us
- Ralph Waldo Emerson
Commit to Success
By making a commitment to succeed, you are making a statement to yourself and others. At Primerica, we are here to help you achieve your goals. All we ask is that you commit to helping us ensure that success.
Our Commitment to YOU
1. We will teach you a proven system for building a successful Primerica business.
2. We will provide a positive, winning environment.
3. We will expose you to the best leadership in Primerica.
4. We will teach you the fundamentals and proper use of:
· Financial Needs Analysis (FNA)
· Income Protection
· Securities (Mutual Funds, VA’s and Indexed Annuities)
· Debt Management / Debt Elimination
· Promotion / Recognition / Compensation
· How to get off to a FAST Start
5. We will show you exactly how to get promoted to the TOP positions in Primerica.
6. We will do what we say we are going to do.
Your Commitment to US
1. I will commit to my field training schedule.
2. I will attend licensing class.
3. I will attend Business Training Schools.
4. I will attend Super Saturday Schools.
5. I will attend all training classes.
6. I will have one guest per week.
7. I will do what I say I am going to do.
Prospect List and the Invite System
How Do We Develop Our Client Base?
Question…What is the most VALUABLE Asset we bring to the Business?
Answer…Our past relationships…It’s not only them but who we can meet through them…
So, how do we develop our client base at Primerica? We develop our client base several ways: 1/1, 1/10, and 1/100.
1/1. An Associate might think of people they know that deserve a Financial Needs Analysis (FNA) – people the Associate cares about and you know would benefit from this process OR…Looking for a Career Change Part-time or Full-time or maybe just extra income. However, family members (or close friends) often do not see other family members as financial experts or experts in this field.
The challenge is if someone tried to call those people, let’s say, at 6pm in the evening during dinner in a cold calling effort (WITHOUT YOUR RELATIONSHIP) (which we don’t do) what would their response be? We have solved this challenge…
For the last 30+ years, Primerica has found that combining the New Associate’s credibility with our field trainers expertise is the most successful business building / team training technique.
1/10. Our office is constantly having expansion/financial seminars. We have seminars on Debt Management, Women and Financial Strategies, Investing, Marriage and Money, as well as WEEKLY expansion programs, etc. An Associate can invite as many guests as he/she would like. Not only are the guests pleased they came, they also often ask for a Financial Needs Analysis (FNA). In this manner, Associates can position themselves to do 20-30 FNA’s very fast.
1/100. We also have ways in which we work with companies/organizations. For instance, we ask Mr. And Mrs. Decision Maker, “If we could show you a way to improve your employees’ quality of life that doesn’t cost you a dime and makes you look like a hero, would that be of any interest?” When the answer is yes, we provide FNA’s for all of the employees. An Associate gets one or two mid-sized company “accounts” and that leads them to huge potential.
For Educational and Training purposes only! Updated 1/2013
Training in Your Warm Market
“YOUR MOST VALUABLE ASSET”
· Your warm market is generally made up of close friends and family who are willing to meet with you as part of your training. As you are not yet licensed when you start, your trainer will go with you. This will help you get your referral system started.
· Any referrals they provide us are yours to use in your business.
· If any of your warm market referrals become a client, they are yours once you become licensed.
· If they are interested in working with Primerica, they become part of your business.
Keep your appointments no matter what! Be persistent. Look for ways to meet new people. You are building your business, and your success story helps attract people!
Keys to Finding Referrals
· Enter names & phone #’s everybody you know (don’t leave anyone out; give them a chance to learn about what you are doing and the Primerica opportunity). (This is done on the “Market List” form.
· Look through your cell phone for names.
· Use the questions to trigger names of people you may have overlooked.
· Ask for names from your friends and relatives – people who are supportive of you and your business. (S.T.E.A.M.)
Breaking Your Buddy List Down
1. Your Buddy List
People you know who can refer people to you who are looking to make more money, are frustrated with their current job, want to go into business for themselves, and/or are great people (i.e., competitive, personable, leader/coach, caring, positive, happy, outgoing).
2. Your Market
People who are married, have children are making a house payment (3-5 pointers)
For Educational and Training purposes only! Updated 1/2013
Work the Right Market
Working in the right market is critical to the success of any business, including the success of your business. The right market will help you make money and build a solid business. Each of the following five categories is worth one point. During your field training, you will only see 4-5 pointers. Three pointers and below will be invited directly to an Overview by your trainer.
Your Target Market
Age 25-55Married
Children at Home
Homeowner
Employed full-time
Become a Master Inviter
These questions are helpful when inviting a prospect to an Overview:
· Would you be open to learning something new and earning more money?
· Would you be interested in earning extra money if you could do it part-time?
· Would you be interested in a career change if the money was right?
· Would you like to own your own business?
· If I could show you a way to significantly increase your income and reduce your taxes, you’d want to look into the possibility, right?
Once you receive a positive response, say: “the company I’m working with has an Overview scheduled on (selected date and time) for interested and qualified candidates. I’d like you to join me as my special guest, okay?” Get their commitment and finalize details. Offer to pick them up for the appointment.
S.T.E.A.M.
In addition to the memory jogger, another great way to create a prospect list is by using “S.T.E.A.M.”. Take a look at the following adjectives and write down who comes to mind…
S.alesperson / 1.2.
3.
T.eacher / 1.
2.
3.
E.thusiastic Person / 1.
2.
3.
A.mbitious Person / 1.
2.
3.
M.ost Competitive Person / 1.
2.
3.
THE RIGHT MARKET
Staying in the right market is critical to your success. If you work in the right market, you will get results and build a solid business. If you don’t - you won’t, it’s that simple! (There are some exceptions, but they are rare, so spend most of your time working in the right market).
Client – one point each Business – one point each
Married Credible
Age 22-55 Motivated
Young children (under 16) People Skills
Homeowner Competitive
Employed Desire to Make a Great Income
MARKET LIST
Name Phone Number Address Client Business
12
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
PROSPECT LIST AND THE INVITE SYSTEM
Field Training Presentation Scheduling
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 ______?
Possible Questions/ Objections
What is it?
The name of the company is Primerica, I’m sure you’ve heard of us before right? 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 ______?
I don’t think we are interested or We’ve already heard of that etc?
Look______if you’re not interested and it’s not for you, would you feel comfortable telling me no? (WFA) Yes.
GREAT THEN WHAT DAY WOULD BE BETTER I HAVE MON OR WOULD TUESDAY BE BETTER? 6 or 8 o’clock?
I need to talk with my husband or wife first
That’s fine; I’m booking my schedule right now. What’s usually the best time for the both of you? We’ll just set up a tentative appointment and if it doesn’t work you can call me and we’ll move it another time okay? (WFA) Okay.
GREAT THEN WHAT DAY WOULD BE BETTER I HAVE MON OR WOULD TUESDAY BE BETTER? 6 or 8 o’clock?
MAKE SURE THEY WRITE IT DOWN!
NOTE: No confirming phone calls after 1st contact.
If they ask you to call and remind them, say “You know what...I’m going to be pretty busy and don’t want to forget or just miss you. I tell you what; I’ve got it written down. If an emergency comes up, give me a call. If I don’t hear from you, I’ll know that we’re still on and we’ll see you then. Would that be okay with you?
E.T.H.O.R. Excited. Training. Help. Opinion. Referrals.
Mark Your Calendar (your 1st 120 Days!)
Now that you have set your goals…it’s time to set your training schedule. You should plan on attending ALL meetings during training. Keeping a schedule will help you and your trainer keep track of when you’ll be working together each week.
Month: ______
Sunday / Monday / Tuesday / Wednesday / Thursday / Friday / SaturdayMonth: ______
Sunday / Monday / Tuesday / Wednesday / Thursday / Friday / SaturdayMonth: ______