PROSPECTING. Is the most valuable skill and task one will do to improve and grow.

Transcription

1 7 fundamentals +

2 PROSPECTING Is the most valuable skill and task one will do to improve and grow. Consistent prospecting will lead to appointments, recruits & sales, income & ultimately success. Just Do It, you don t have to like it but you must do it consistently.

3 THE KEY Be disciplined- make it part of the way you go through every day Antennae- up at all times looking for people who would be interested in making more money, owning their own business, becoming free

4 WHO TO LOOK FOR PEOPLE THAT ARE MARRIED HOME OWNER AGE (NOT MANDATORY) KIDS INCOME $40,000 PLUS PER YEAR LIVING IN AREA 2+ YEARS

5 Obviously everyone you meet won t meet these criteria, this is the ideal and you should shoot for the ideal 80 plus percent of the time if you want to accelerate your success and have less frustration building your business.

6 WHERE TO LOOK YOUR HOT/WARM MARKET (TOP 25/100) YOUR RECRUIT S WARM MARKET (TOP 25 LIST) REFERALS (PAST CLIENTS, FAMILY, FRIENDS) OUT AND ABOUT (COLD CONTACTS)

7 WHY PROSPECTING??? For only one reason.. SET THE APPOINTMENT

8 APPOINTMENT SETTING If you don t master setting appointments you will constantly be frustrated because w/o appointments you can t recruit anyone or close any sales. No recruits or sales = no growth/ $$$

9 HOW TO Practice, practice, practice, The better you, your new recruit, and anyone who appears to be serious are about setting appointments the more likely you/they will actually set them. Always use 2 choice close. Would it be best to meet During the week or are weekends better?

10 BUT HOW.. Your new recruit manual.follow the scripts. Countless CD s Primerica online Pfsmedia.com La Marque System (winwithme.com) Brandon Neil CD s (neilteamfreedom.com) Mypfstraining.com password: Pricafe

11 BUT HOW DO I DO IT??? By asking moving, motivating, life stirring questions. By getting to the point. Don t dance around the subject. If you don t have faith in what you bring to families, how are they to believe you? By giving them a choice.

12 BUT WHAT? S DO I ASK How do you feel about your opportunity to create the life you really want through your current career? Is what you are doing what you thought you would be doing when you were a teenager and still dreaming about a great life? Do you plan on doing your current job until your 65 or until you retire? If not, what is your plan to change careers and do what you really want?

13 If you could be your own boss, determine your income, have complete control of your time, and help other people in a significant way doing it, would that be attractive to you? What kind of income would you have to potentially earn to consider making a career change? If you could earn 2 to 3 times that amount would you be open to finding out how? How would you feel about making $100k a year or more by helping people get debt free, and financially independent Is your current career w/ it s pay scale ever going to pay you what you are worth or provide for your family the way u intended to?

14 What dreams and goals do you have that you thought you would have accomplished by now but you haven t and they re still important to you? What s your current plan If I could show you how to earn $500- $2000 per month part time with a flexible schedule would you be open to exploring that opportunity?

15 Winning Presentation You must master your Kitchen Table Presentation! Master and Memorize It s showtime! Audio and Videos Study and drill for skill! Audio yourself Learn and use Referrals! Success System

16 Master your Products Life (ratebooks) Mutual Funds Variable and Fixed Annuities Auto and Home PPLP Long Term Care Debt Watchers, Freedom Financial, Enrich FNA

17 Overcoming Objections Keith Otto Jeff Fieldsted Hector Lamarque Review every presentation for a debrief

18 Recruit Your Client Learn to recruit at the KT Shortfall or upfront

19 Recruit Fast Start Fast Start Bonus Build a list Contact the list Solves the prospecting problem Builds a business instead of being self employed. 80% of your appointments should come from new recruits markets.

20 Rally to Big Events Shows the big picture Does the work for you Work from event to event! Learn to sell. don t tell

21 4 Point Game Plan 1. Recruiting is the #1 priority 2. Everybody attends the Opp meeting 3. FNA for every new recruit 4. Race new teammates to District