New Recruit Prospecting Guide

New Recruit Prospecting Guide Team Building Basics For internal use only. Not to be used with, or distributed to, the public.

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Preface The material and information contained in this program have been formulated using the knowledge and experience of some of the most successful leaders of the Primerica sales force. The result is material that we hope will be helpful to you in building a successful organization. This program is not a directive telling you how you must build your Primerica business. The only requirement that Primerica makes is that you operate your business within legal and regulatory limits. As an independent contractor, this is your business, and you decide how you will build your business within the regulatory and legal requirements. However, keep in mind that the material presented in this program may help you avoid common pitfalls of building a Primerica business, and enable you to achieve your dreams sooner. Finally, this material is not intended to be an all-inclusive guide to building your business. Other materials produced by Primerica will add to your knowledge of building a successful business. 3

Keys for Doing It Right Telephone Solicitation Policy Introduction Any solicitation over the telephone is always subject to state and federal Do Not Call laws. These laws are becoming increasingly popular, as consumers from coast to coast are demanding an end to unsolicited telemarketing calls. Millions of Americans have added their names to the Federal and State Do Not Call lists. In addition, more and more individuals are taking advantage of the federal law that requires each business to maintain internal Do Not Call lists of people who do not want to be contacted by that particular business. The following definitions are provided to help you understand these rules. Refer to them as you read the rules. Definitions Acquaintance: An acquaintance is someone who you know personally, who would recognize your voice or name, AND who would welcome your call. The person you call must agree with you that they are your acquaintance. Complete Do Not Call List: The complete Do Not Call list includes all telephone numbers listed on three separate Do Not Call lists: 1) The Federal Do Not Call registry 2) Any applicable state Do Not Call list 3) The Primerica Do Not Call list 4

You must check the complete Do Not Call list when placing any cold calls and for warm market calls in certain states. Federal Do Not Call Registry: The new Federal Do Not Call registry was created in 2003 when the Federal Trade Commission (FTC) and the Federal Communications Commission (FCC) joined together to create a single Do Not Call database. This list is intended to be one-stop shopping for consumers because it prohibits telemarketers throughout the country from contacting numbers included on the list. Keys for Doing It Right Gryphon Networks: The Gryphon Networks Do Not Call solution is available to Primerica Representatives at a reasonable cost to check all applicable Federal and State Do Not Call lists using a touch-tone telephone. Primerica-Specific Do Not Call List: An internal, Primerica-specific, list that federal law requires each business to maintain. This is the list that you must update whenever someone says to you Please place my number on the Primerica Do Not Call list or I don t want to be contacted by Primerica again. State Do Not Call Lists: State-specific lists that operate to protect state residents. Businesses calling residents in those states that have state lists are required to check them prior to making any call. 5

Keys for Doing It Right In order to protect your business while giving you the assurances you need to place business related calls without concerns of violating state and federal laws, we have carefully examined the requirements of each law that affects your business and are issuing the following policy that should govern every telephone call that you place for your Primerica business. A simple two-rule policy addresses everything you need to know to stay in compliance. 1. Calling Friends, Family & Acquaintances, Express OK and Existing Customers Primerica has historically believed that the best way to build your business is to stay within your warm market. More than 30 years of experience have taught us that a person has the most credibility with his or her family, friends and with people who they have actually met face to face. Happily, federal and most state lawmakers have recognized that calls to these types of people are entitled to special protection from the requirements of checking no calls lists. If you are placing a call to someone who has given you written consent, you may place the call after checking only the Primerica-specific list. You do not need to check either the federal or state lists. If you are placing a call to a member of your family, a friend or a person with whom you are personally acquainted and who would reasonably expect and welcome your call, you may place the call after checking only the Primericaspecific list. You do not need to check either the federal or the state lists UNLESS you are calling someone who lives in Alaska, Colorado, Connecticut, Florida, Indiana, Kansas, Kentucky, New Jersey, New Mexico, New York, Nevada, Oregon, Pennsylvania, Tennessee, Wisconsin or Wyoming. 6

Keys for Doing It Right If you are calling a family member, friend or personal acquaintance who lives in Alaska, Colorado, Connecticut, Florida, Indiana, Kansas, Kentucky, New Jersey, New Mexico, New York, Nevada, Oregon, Pennsylvania, Tennessee, Wisconsin or Wyoming, you must check the complete No Call list (includes the federal, any applicable state and the Primerica specific No Call lists) prior to making the call. * Representatives in the following five states MUST hold an insurance license in order to place the call: Arkansas, Illinois, Texas, Utah and Vermont. 2. Calling All Others Any business call that is not placed to either an existing Primerica customer, someone who has given you written permission, or someone who is a friend, family or personal acquaintance, falls under the second rule. This includes referrals from others who you do not know personally. If you are calling someone who has not given you express consent, is not an existing customer or is not a member of your family, a friend or a personal acquaintance, you must always check the combined state, federal and Primericaspecific No Call lists prior to making the call. 3. Calling Business Telephone Numbers Individuals who wish to place calls to business telephone numbers may do so under the terms of both state and federal law, but must first check the Primericaspecific No Call list prior to placing the call. Representatives are prohibited from calling any number on the Primerica-specific list, regardless of whether it is a private or business number, because individuals who have requested that their 7

Keys for Doing It Right number be placed on Primerica s No Call list have actively indicated their wish not to be contacted by Primerica representatives. Any call made to a number on the Primerica-specific No Call list, therefore, will be unwelcome by the recipient, more likely to generate a complaint, and a violation of Primerica s telephone solicitation policy. How to Comply Primerica is offering you two powerful tools to assure that every business call you place complies with the state, federal and Primerica-specific lists. Each of these tools combines all the different types of lists based on the type of call you are making so that it is not necessary for you to check more than a single list. You are not required to purchase, subscribe or register for any list. Regardless of which of the following tools you use to check the Do Not Call lists, you will not be required to guess which list needs to be checked or which numbers you can or cannot call. You need only know the area code you want to call and if the call is a call to a family, friend or personal acquaintance. It s that simple. Here s how it works: 1. Using POL Simply log onto Primerica Online and access the No Call list. You will be asked to select your activity type. The choices are Pull a list by area code, Check a phone number or numbers, or Add a number. If you choose to check a single telephone number or a list of numbers, the computer will check the No Call list for those number and will provide instructions on whether you may place those 8

Keys for Doing It Right calls or not, depending on whether you are calling a family, friend or personal acquaintance. If you choose to access a list by area code or exchange, the computer will determine which list(s) to pull, based on the area code you select. You need only know that you cannot call any number that is on the list that is generated. It s that easy! ** OR ** 2. Using Gryphon Networks Primerica has partnered with Gryphon Networks to provide you with a state-ofthe-art real time Do Not Call compliance tool. Using Gryphon, you won t have to be near a computer to check your phone numbers against the right No Call list. All you ll need to use the system is your telephone. If you subscribe to Gryphon (monthly charges apply), you just dial the telephone number you wish to call and the Gryphon system will check the No Call list for you in real time and either block the number if it is on the No Call list or place the call if it is not. Access the Gryphon Networks at http://primerica.gryphonnetworks.com web site for more information on subscribing to and using the Gryphon system. Complying with No Call laws does not have to be confusing or difficult if you follow the rules set forth in this policy. By following these rules, you will be complying with all applicable laws and can continue to focus on growing your business. If you have any questions about the new policy, please call the Marketing Advisory Department of the Office of the General Counsel at (770) 564-7623. 9

Keys for Doing It Right Additional Rules In addition to the preceding guidelines, you must also follow the rules listed below before placing ANY telephone calls for your Primerica business. You should always try to stay within your warm market when prospecting over the telephone. Your warm market is more receptive and less likely to take offense. You must still, however, screen these calls against the No Call list. You may never make cold market solicitation calls on behalf of Primerica off a list pulled from a telephone book, any commercially prepared list or any arbitrary series of telephone numbers unless you have a pre-existing basis of personal association with each of the people called. You must always check the complete Do Not Call list when making calls to referrals or when making recruiting calls. You may never make solicitation calls on behalf of Primerica using an auto dialer, a prerecorded message or any electronic means of sending multiple or prerecorded messages. You may never block your phone number from caller ID. You may never engage in a plan of telephone solicitation that involves consistently leaving messages on answering machines requesting return calls. You may never misrepresent the Primerica opportunity in any manner, including implying that it is a salaried position, implying any guarantee of earnings, or implying that it is a corporate position. 10

Keys for Doing It Right You may never misrepresent the true purpose of your call, the true nature of the opportunity, how you obtained the person s name or number, fail to identify your self or Primerica, or call at an inappropriate time. (See Section 7.5. in the Advertising Handbook). You may never call or e-mail someone who has posted his or her resume on any electronic job site or bulletin board unless you have been pre-approved by the Home Office to participate in the OSJ Resume Pilot Program. You must always use a pre-approved script. Federal law requires all Representatives to update the No Call list upon request. If an individual asks to be placed on the No Call list, you MUST add his or her name and telephone number to the POL list. Adding Phone Numbers to the No Call Lists It s simple to add a name to POL: 1. Go to the My POL tab. 2. Click on the Client Info link. 3. Click on the No Call List link. 4. Click the radio button that says Add Someone to the No Call list. 5. Type the person s name and complete phone number. 6. Click the Update button to submit the information. Fines for calling an individual whose name is on the No Call list can be quite substantial, so make sure you log onto POL before making any call. 11

Keys for Doing It Right RVPs are ultimately responsible for ensuring their downlines are always complying with Primerica s telephone solicitation policy. Frequently Asked Questions 1. Where can I find the Primerica No Call list? You can click on any of the hyperlinked references to the No Call List on POL and they all hyperlink to the Primerica No Call list. Follow the steps below to directly access the list from anywhere on POL: A. Log onto POL B. Click on the My POL tab C. Click on the Client Info link D. Click on the No Call list 2. I ve accessed the list. Now what do I do? Once you have accessed the No Call list, there are various search functions you can perform. You can do one of the following: A. Check a single phone number You can check individual phone numbers if you do not intend to place more than a few calls or if you are attempting to call a list of referrals that you have received. Insert the phone number you intend to call, and click the View button. The program will perform a search of the list and will inform you whether you may place the call (depending on whether you are calling a family, friend or personal acquaintance). 12

Keys for Doing It Right B. Run a No Call list for part or all of an area code If you intend to access or print out a copy of the No Call list for telephone numbers in your area, you can use this function to access numbers by area code and exchange. You can either access or print all telephone numbers in your area code or only those numbers in the exchanges that you specify. Remember that if you are attempting to access a list for your entire area code, it may take several minutes, up to an hour or more, for the information to be downloaded. Many of these lists are comprised of millions of phone numbers and it can take a considerable amount of time to access those lists. Depending on which area code you select, the No Call system will provide you with all applicable lists, regardless of who you intend to call. C. Add someone to the No Call list If you contact an individual who was not on the No Call list when you phoned them, but now would like to be added to the list, you must add that individual s phone number to the No Call list using this function. The phone number will be added to the list in real time so that the number will be accessible by any other agent within 24 hours after you have added it. 3. If I print out a list, how long can I use it for? The No Call List is updated immediately, in real time, whenever there is an addition to the list. However, if you print out a list of telephone numbers from the No Call list, the printed copy will obviously not be updated. In an effort to make the list accessible to you in printed format (while addressing the need to maintain current lists), we have added an expiration date to each page of the list of telephone 13

Keys for Doing It Right numbers that you can access from the No Call list. Each list will expire on the last day of the month that you print the list. If you print the list on November 1, 2008 or November 30, 2008, both lists will expire on the last day of the month (one list will be good for thirty days and one list will only be good for one day). 4. When can I leave a message on an answering machine? You may leave a voicemail or an answering machine message to individuals NOT on the No Call list on POL in the following instances: You are calling an individual in your warm market You are calling an individual who has requested you to contact them You are returning a phone call or You are contacting an existing client 5. What are some ways that I can represent the true nature of the Opportunity? Obviously, when you introduce the Primerica Opportunity you must present it clearly and truthfully. Do not mislead individuals in either your cold or your warm markets. When you are requesting a meeting with individuals so that they can learn about your work with Primerica, do not try to trick them into believing that you are asking to meet with them so they can give you an opinion about whether you should join. You may ask them to meet with you so that they can give you an opinion about the services that Primerica offers. Also, when you invite individuals to an Opportunity Night meeting, do not mislead them into believing that you are inviting them to a personal interview. Make it clear to them that they will be attending a group meeting and they will have the oppor- 14

tunity to meet with you individually after the meeting. Keys for Doing It Right For more information or if you have questions on ways in which you can introduce the Primerica Opportunity, please contact the Marketing Advisory Department of the OGC at (770) 564-7623. 6. I hear the Gryphon Networks system is a great Do Not Call compliance tool. How can I learn more about Gryphon? You can learn more about Gryphon by accessing the Gryphon Networks web site at http://primerica.gryphonnetworks.com or by calling the help desk at (866) DONOTCALL (1-866-366-6822) When you make a prospecting call: 1. Identify yourself as a Primerica Representative and get the prospect s interest 2. Stress the benefit of joining the Primerica team 3. Secure a commitment to attend a meeting, interview, etc.; and 4. Provide the prospect with your business address and phone number. Be courteous and professional throughout the call, regardless of the prospect s reaction. If you re professional and courteous, even if a contact requests to be placed on the No Call list, hopefully you ll be able to avoid complaints. However, if a client sends you a written complaint, forward it to the Home Office, Office of the General Counsel, Marketing Advisory. 15

Keys for Doing It Right Remember to follow these guidelines before you use any approved phone script: 1. Representatives must be appropriately licensed in order to use these scripts. 2. Pursuant to state and federal regulations, you may only place telephone calls between 9:00 a.m. and 8:00 p.m., Monday though Saturday. 3. You must immediately, WITHIN THE FIRST 30 SECONDS, identify yourself (first and last name) and state that you represent Primerica. 4. You must state WHY you are calling; e.g. to discuss the Primerica Opportunity. 5. Before you end the call, you must give the person your complete business address or telephone number. 6. You MUST NEVER block your number from caller ID. 7. You CANNOT use automated dialing devices. See additional reference information (on POL) in The Advertising Handbook - Telephone Solicitation, Section 7.5 - Recruiting Phone Scripts and Product Sales Phone Scripts. 16

The Prospecting Guide for New Recruits Now that you are ready to start prospecting, we want you to have everything you need for SUCCESS. This prospecting manual has been specifically developed for you using the methods and techniques our Field Leaders have perfected over the years. Get ready to win! Team Name: Name: Home Phone: Work Phone: Base Shop Address: Upline s Name: Upline s GoSolo Phone: Upline s Work Phone: Field Trainer s Name: Field Trainer s Work Phone: RVP s Name: RVP s Work Phone: 17

Introduction What is prospecting? Prospecting is an activity in which you look for people. Prospecting is not a thought process. It is not typically done sitting around at home or in the office. It really involves getting out-and-about and meeting people. Prospecting is the continuous process of gathering names and qualifying them. Who is a prospect? Everyone who has an interest or who knows someone who may have an interest in our products, services or business opportunity. Some Characteristics of a Good Prospect Someone who is approachable Someone with a need for our products and our services Someone with a need for our business opportunity Someone who can afford to pay for our products and services How do you prospect? You begin by talking to people. If you talk with enough people you are going to sell and recruit some people. Prospecting involves the skill of being able to talk easily and naturally. We all do this best if we are working with people we know the best. 18

Introduction Where do you prospect? Prospecting opportunities are presented to you each and every day as you go through your normal activities. It is usually a good idea to prospect close to home. Everywhere you go. Don t miss an opportunity that may be walking by you right now. When do you prospect? All the time. It needs to become a mindset. Prospecting needs to be like eating. It is part of your daily routine. 19

Are You Ready to Prospect? You must have the right mental attitude to be successful in prospecting. Get your mental attitude right before you try to prospect anyone! Get a Check Up from the Neck Up Ask Yourself These Questions and Conquer any Pre-Prospecting Fear: What is the worst that can happen? Are 10 NOs worth a YES? What are the only two types of prospecting contacts? 1. the ones that lead to an appointment 2. the ones you learn from Which is worse someone saying no or a lifetime of having no financial freedom? How do you overcome the fear of heights? Go higher! Remember, stop thinking about what could go wrong and start thinking about what will go right. You choose between fear and courage. 20

Are You Ready to Prospect? Tips for Adjusting Your Mental Attitude Just do it. The more you do it the better you become. Prospecting takes practice. The best way to overcome your fear is to face it. Go out and do it and soon your fears will vanish. Remember the people you talk to are lucky. You have something very important to share with them. What you have to offer people can positively change their financial lives forever. If you believe it and are enthusiastic, others will be too. Necessary Tools for Prospecting Enthusiasm Persistency Total belief in our concept and what we do Positive attitude Preparedness An absolute desire to succeed 21

Following the Right Steps Step 1. - Identification of Your Market To get started you will identify and write down the names of prospects. (You may want to use the Teambuilding Fast Start Planner.) The best prospects are people in your Natural Market that you consider to have the Right Stuff. In other words, these are people with whom you interact on a regular basis and with whom you have shared characteristics. Step 2. - Qualifying Your Market In qualifying your market you are evaluating the names you have listed and you are determining the type of relationship you have with the names on your list. Rate Your Target Market For each person on your list give them one point for each of the following categories. During your field training you will see only 4 5 pointers. Three pointers and below will be invited to an Opportunity Meeting or to a one-on-one interview. Your 5 Point Target Market Age 25-55 Married Children Home owner Employed full-time The greater the point value, the more likely they are to benefit from our products and services. 22

Following the Right Steps Step 2. - Qualifying Your Market (continued) Rate Your Market Categories For each name on your list, which market category fits best? Select only one: Hot or Warm Hot Market: People you know that you feel comfortable enough to walk into their homes without knocking on the door. These are people with whom you have strong credibility and influence. Warm Market: People you know by name and they also know you by name. These are people with whom you have moderate to neutral credibility and influence. Determine Who to See for a Field Training Appointment. With your Field Trainer/Upline, determine who to go see first. This will begin Field Training in the prospect s home. These prospects will be: Hot and Warm Market Rated 4-5 pointers 23

Following the Right Steps Step 3. - Learning Approaches and Techniques Your approach is how you get a prospect interested in what we have to say. Your technique is how you plan to communicate with potential prospects. Are you going to see them in person face to face? Will you be sending them a letter? Will you be calling them on the phone? Your RVP will select the approach or technique you will need to learn and practice. Write Down the Technique(s) Selected By Your RVP Technique Selected: Technique Selected: Technique Selected: 24

Following the Right Steps Step 4. - Learning What to Say It is very important to your credibility and reputation, as well as the company s image and reputation, that you are always honest and truthful when prospecting. With all the great things that Primerica has done for families over the years, there is never a need to exaggerate or misrepresent our opportunity. We always do what s right and we never want to say things that could be interpreted as being deceptive. For this reason your RVP will select the scripts you need to learn from the 14 samples provided in this guide. These are approved scripts and are designed for various methods of contact in hot and warm markets including telephone and face to face. It is very important that you learn to say these scripts as they are written. Do not improvise or make up phrases as you go. This is not the time for creativity this is the time for being exact. Always using these scripts gives you the assurance that your words are both compliant with applicable law and have been tried and true. Practice saying the scripts in front of the mirror and with a partner until you master the words and feel confident. Record the Script Number(s) selected by your RVP Script # Selected: Date Mastered Script # Selected: Date Mastered Script # Selected: Date Mastered Script # Selected: Date Mastered Script # Selected: Date Mastered Script # Selected: Date Mastered Script # Selected: Date Mastered 25

Following the Right Steps Step 5. - Complying with No Call Laws If you are planning on using the telephone, you must always comply with No Call laws. Complying with No Call laws requires you to always check every number you prepare to call against the No Call list available on Primerica Online. See also page 4 of this prospecting guide. 26

The Warm Market Model Example Your Relationship: Neighbors, co-workers, acquaintances from religious, recreational or civic activities. Your Credibility: Good/Neutral Your Warm Market Approach/Technique: You may already share certain interests and values with people in your warm market. Emphasize what you both have in common. Share what you personally have found to be of interest and see if they share in this. Tone: Friendly but more formal than with your hot market Activity: Call to set appointment to visit their home Sample Warm Market Script Telephone Recruit: Hello, Jeff, this is Tom, Paul s dad from soccer. Listen. I want to share with you something that I am doing. I have recently started working with Primerica. Have you heard of them? (WFA): Yes Great then you probably know that we show families like ours, how to improve our financial situations. You know they were able to help me arrange my financial program so that I ve already got college funding started for Paul. I d really like you to hear about it because I know your son will be starting college the same time as Paul and it s not that far off. What I d like to do is stop by sometime this week and have you meet my Regional Vice President and see if you and Jan have interest in what Primerica has to offer. Would Tuesday at 7:00 p.m. be good, or would Wednesday at 6:00 p.m. be better? (WFA) Great. I ll see you and Jan on Tuesday at 7:00 p.m. 27

Successful Prospecting Techniques Here is an overview of some of the most popular prospecting techniques used by Primerica Representatives. These techniques involve contacting prospects in a number of ways: face to face, written, and telephone. Recruit Referral Letters Activity: The new recruit writes handwritten letters introducing his/her Field Trainer/Upline to the people in his/her natural warm market. Purpose: This warms up an otherwise cold market so when the Field Trainer/Upline calls to schedule the Field Training appointment there is already some type of relationship established. Recruit/Client Referral Calls Activity: The representative asks recruits/clients to call their friends and associates and tell them that the representative will be contacting them. Purpose: This provides credibility in the cold market by using a third-party referral. Special requirements: Requires checking No Call list on Primerica Online. 28

Successful Prospecting Techniques Business Card Swap Activity: The representative continually collects and swaps business cards as he/she meets new people. The representative makes a follow-up file and calls these individuals. Purpose: This helps turn strangers into friends and always keeps a stream of potential prospects flowing. Friendship Farming Activity: The representative purposely introduces himself/herself to people seen on a day-to-day basis. For example: the cashier at the grocery store, the waitress at the local diner, the attendant at the dry cleaners, etc. Purpose: Over time, as conversations extend and a relationship develops a potential new warm market emerges. F.O.R.M. Activity: The representative initiates conversations with almost everyone he or she meets by asking questions that most everyone can answer. These questions relate to Family, Occupation, Recreation, and Money. Purpose: Besides warming up a cold market by establishing some type of relationship, F.O.R.M. helps qualify the prospect. The answers to the questions can tell the representative if the person is a 1-5 pointer. This helps the representative decide whether to set up an in-home appointment, invite a person to an opportunity meeting or interview them in the office. This helps the representative better approach the prospect. 29

Successful Prospecting Techniques The Go By Activity: The Field Trainer/Upline and new recruit stop by a prospect s home in the recruit s hot market and meet the prospect. Purpose: There are many variations of the Go By but the purpose is generally the same to establish a relationship, set an appointment and in some situations, the Field Trainer/Upline may even make a presentation. Sometimes the Field Trainer/Upline drops off approved Primerica advertising literature to help create interest and they may be asked to do the complete presentation. The Center of Influence Activity: The representative purposely seeks and meets a leader within the community who can provide referrals and influence people toward looking at the Primerica Opportunity. The Centers of Influence are typically in positions of leadership in religious, civic, educational and business organizations where they come in contact with people who may need our services. Purpose: This creates a third-party referral stream of prospects to the representative. 30

Successful Prospecting Techniques The Great Inviter Activity: The representative invites people to take a look at our opportunity by getting their attention in a number of ways. He/she arouses interest by asking questions. 1. Additional Income: Would you be interested in earning extra money every month if you could do it in just 8 to 10 hours per week, part-time? (Bring them to the next meeting.) 2. Curiosity I ve just found the most exciting business opportunity. I may have the potential to earn extra money and work the hours that I choose. Interested? 3. Friendship John, you re a friend of mine, right? I ve just got involved with a business that I m very excited about and I respect you and Mary very much. I d like you to come take a look at the business and tell me if you see the same potential that I do. Purpose: This is a good approach to find out what might interest the prospect. 31

Successful Prospecting Scripts The following approved scripts were developed by successful Field Leaders and need to be followed exactly as written. In this section you will see face to face scripts as well as telephone scripts. Hot Market Face to Face Scripts for A New Recruit Script 1 Recruit: I have a friend who is expanding his business in the area. He/she is trying to locate some key people. I told him/her that if I ran across any sharp people that I would pass along their name and phone number. I don t know if you d be interested or even if you d qualify, but I think you are the type of person that he/she is looking for (you re sharp, have credibility and people skills). He/she is conducting interviews right now and I d suggest getting in touch with him/her. Let me jot down his/her name and number. (Write down the name and number of trainer, tear the paper in half and hand both slips of paper with pen to the person and say:) Why don t you jot down your name and number too, because he/she is extremely busy and hard to get a hold of. (Then after receiving number say:) What s the best time to reach you at this number? The next time I talk to him/her I ll pass along your name and number. Prospect: What does he/she do? What is it all about? Recruit : He/she is in the financial services business and teaches people how to make and save money, but it s best if you speak directly with him/ her. 32

Successful Prospecting Scripts Hot Market Face to Face Scripts for a New Recruit with Limited Knowledge and Confidence Script 2 Recruit: I m in a sales management training program with a company that is looking to expand rapidly in the area. You seem like a very sharp person. Have you ever given any thought to doing something in addition to, or instead of, what you re already doing? (WFA) I don t know if you d be interested, or even if you d qualify. However, I know the person conducting interviews. If I could get you an interview, would you be interested? Hot Market Telephone Script for Setting a Field Training Appointment Script 3 Recruit: Hello, this is, how are things going? (short conversation) Are you and (spouse) going to be home night? Great, I was hoping you might be able to help me out. I m starting to train part-time for a new career and I need to get some on the job experience with my trainer. It would really help me out if you would let us come on night and show you what I will be doing. You would give me 45 minutes of your time, wouldn t you? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 33

Successful Prospecting Scripts Script 3 (continued) Prospect: What company is it? What do you do? Recruit: It s Primerica. We are in the financial services business. We basically teach people how to reduce their debt and rearrange their money so they can save money. Don t worry. We won t try to sell you anything you don t want. We will just show you what we do, and if nothing else, it will help me get some good experience. Will 6:00 p.m. or 8:00 p.m. work best for you? Will that time definitely work for (spouse) as well? It would be important that (spouse) hear about this too. (WFA) Now, since I m just getting started with them, my credibility is really on the line, so can I definitely count on you both to be there when we come by on night? Great, we will see you on night at o clock. Bye. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 34

Successful Prospecting Scripts Hot Market Telephone Script for Setting a Field Training Appointment with Best Friends or Close Family Script 4 Recruit: Hello, (chit chat) Are you and going to be home night? Great! I have something to show you, and some body I want you to meet. Would (time) or (time) be best? Prospect: What is it? Recruit: I cannot explain it over the phone. I need to show you some information and I have someone I want you to meet I have some time available on (day). Or would (day) be better. (WFA) O.K. Would (time) or (time) work best? Prospect: What is it about? Recruit: I m working for Primerica, a financial services company that s expanding in the area. I would like to show you what we do and see what you think. Grab your calendar. I have some time available on or. Which would work best?(wfa) O.K. So would (time) or (time) work best? Do me a favor, let (spouse) know and put it on your calendar so you don t forget. Okay, great! See you at. Bye. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 35

Successful Prospecting Scripts Hot Market Telephone Script for Setting a Field Training Appointment with Close Friends and Family Script 5 Recruit: Hello. This is. How are things going? (chit chat) The reason I m calling is I am starting a new second career and I have to get a license through the state. I have to go through some field training and I wanted to know if you and (spouse) would help me out and sit through a presentation with me and a friend who is training me. (WFA) Great! I am scheduled to work on and. Which day would work better for you and (spouse)? (WFA) Great. What is a better time for you, 6:00 p.m. or 8:00 p.m.? Prospect: What is it about? Recruit: I m working with Primerica. We would like to show you what we do and see what you think. I have some time available on or. Which would work best? (WFA) GREAT! So would (time) or (time) work best? Do me a favor, let (spouse) know and put it on your calendar so you don t forget. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 36

Successful Prospecting Scripts Hot Market Telephone Script for Setting an Appointment with Close Friends and Family Script 6 Recruit: Hello,. This is. Are you and (spouse name) going to be home on Tuesday night? (WFA) Prospect: Yes, we will be home. Recruit: Great, I ve got something I want to show you and someone I want you to meet. Is 6 o clock good or is 7 o clock better? (WFA) Prospect: No we won t be home Tuesday night. Recruit: Oh, are you going out? How s then? Prospect: Sure, what is it? Recruit: I found a way to earn extra money and I want you to see what I ll be doing. Prospect: Give me more information. Recruit: The company provides solutions to people s financial problems. And everyone has financial problems today, don t they? (WFA) They help families in many different ways too many to get into right now. You ll get all the details on. Which do you prefer, 6:00 p.m. or 7:00 p.m.? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 37

Successful Prospecting Scripts Hot Market Telephone Script for an Invitation to an Opportunity Meeting Script 7 Recruit: Hello. This is. How are things going? (short conversation) What are you doing night? Great, I ve got something that I really want to talk to you about and somebody I want you to meet! Prospect: What is it? What are you doing? Recruit: I ve started to train part-time with Primerica. They re giving me the opportunity to train to eventually run my own office. Anyway, the reason I called, our Regional Vice President and some of the other managers are going to be here for an orientation to explain what the company is doing, so I recommended you to (field trainer s name) and he/she said I could have you come with me. This is something you definitely need to check out. I ll swing by and pick you and (spouse) up at about 6:30 p.m. Fair enough? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 38

Successful Prospecting Scripts Script 7 (continued): Prospect: What company is it? What do you do? Recruit: It s Primerica. We basically teach people how to reduce their debt and rearrange their money so they can save more money by doing a Financial Needs Analysis. We will cover everything in detail on. Don t worry, we won t try to sell you anything you don t want, and I promise you that you ll learn one or two things that could save you lots of money. Now, since I m just getting started with them, my credibility is really on the line, so can I definitely count on you both to be there on? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 39

Successful Prospecting Scripts Hot Market Telephone Script for an Invitation to an Opportunity Meeting for Close Friends and Family Script 8 Recruit: Hello,. This is. Are you going to be free on night? (WFA) Prospect: Yes Recruit: Great, I ve got something I want to show you and someone I want you to meet, so dress sharp. I ll pick you up at 6:30 p.m. See you then. Bye. (If Prospect has questions, continue) Prospect: Sure, what is it? Recruit: I found a way to earn extra income, and I want you to see what I ll be doing. Prospect: Okay, what s the name of your company? Recruit: Primerica. Prospect: What kind of business? Recruit: Financial services. We help people find solutions to their financial problems... That s great. I knew you d help me. So I ll pick you up Tuesday at 6:30p.m. and we ll go over it then. Bye. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 40

Successful Prospecting Scripts Hot Market Telephone Script for Setting an Appointment Script 9 Recruit: Hi,. I ve joined Primerica and I am already in the training phase! I don t know if they mentioned it to you, but I have to observe at least six business presentations as part of my training process. I m trying to get it accomplished this week. Would you and (spouse) be willing to help me with my training on (Day 1) or (Day 2) evening? (WFA) Would 6:00 p.m. or 8:00 p.m. work best? (WFA) Thanks a lot. I ll be with my field trainer on (day) at p.m. I m really excited about the career potential, and you ll get the opportunity to see what we do. Oh yeah, don t worry, he/she won t try to sell you anything you don t want, and I promise you that you ll learn one or two things that could save you a ton of money. I look forward to seeing you both then. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 41

Successful Prospecting Scripts Hot Market Telephone Script for Re-Approaching a Close Friend or Family Member for the Opportunity Meeting Script 10 Recruit: Hey, this is. If you knew of a way to make a lot of money, would you tell me about it? Prospect: Sure! Recruit: But suppose I resisted you, would you still tell me about it? Prospect: Sure! Recruit: Suppose I really fought you on it, but you knew I could do it and it would mean all the difference in the world for my family s future, would you still insist I look at it? Prospect: Yes! Recruit: That s what I m thinking about with you. I ve seen something that I know you would be great at. I ll pick you up Tuesday at 6:45 p.m. We ll go over it then. Bye! Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 42

Successful Prospecting Scripts Hot Market Telephone Script for Someone You Know Who Wants a Better Career/Life Script 11 Recruit: Hi! This is. How s it going? (Make brief small talk.) Listen, I ve come across a company that has an incredible opportunity for growth right now, and they are looking for some key people to expand their business. I thought of you right away and want to give you a chance to be considered by them. What night is better for you for me to drop by? I ve got or open right now. What time is better 6 p.m. or 8 p.m.? (WFA) And (spouse s name) will be there too, right? Great! See you then. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 43

Successful Prospecting Scripts Warm Market Telephone Script for Setting an Appointment for an Opportunity Meeting Script 12 Recruit: Hi. This is. (Make brief small talk.) I ve run into a company and an opportunity that really has my interest. It s giving me a chance to achieve some things that have always been very important to me. Things like: (Pick out a few of these below) Better provide for my family Be recognized for my accomplishments Work with positive, quality people Do something that really helps people Provide a better education for my children Do something special with my life Own my own business Become debt free Be independent Get a new home Really get ahead Call my own shots I would like to set a time for us to get together and share this information, and I have some time on or. Which day would be best for you? Is o clock or better? (WFA) GREAT. We will see you then. BY THE WAY, the purpose of the presentation is simply to provide you with an introduction to Primerica. If you want to look into it further, I ll arrange for that. I promise we will not try to sell you anything that you are not interested in. The worst thing that will happen is you may learn something valuable. Fair enough? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 44

Successful Prospecting Scripts Warm Market Telephone Script for Setting an Appointment for an Opportunity Meeting Script 13 Recruit: Hi,. This is. Are you doing anything night? (WFA) Great! I m working for Primerica, and we re looking for talented people who might be interested in a career change if the money is right. It s a great opportunity, and something I think you might be interested in. We re having an information seminar night and I d like you to attend. As a matter of fact, you can ride with me. I ll pick you up around p.m. Fair enough? Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 45

Successful Prospecting Scripts Warm Market Telephone Script for Setting a Recruiting Appointment Script 14 Recruit: Hi! This is! How s it going? (Make brief small talk.) I am going into business for myself in the financial services industry have you heard? (WFA) I m with Primerica. I have the opportunity to eventually open my own office, and I am really excited about it. I want to get together with you guys and fill you in. When can we get together? I want to drop by one night this week. Prospect: That s fine. Recruit: What night is better for you guys or? (WFA) What time is better, 6 p.m. or 8 p.m.? (WFA) Will (spouses name) be there too, right? (WFA) Great! See you both then! Prospect: (Asks more questions) Recruit: You know, these questions are great. Why don t we just get together and we can discuss this some more face to face. This is exactly what I need right now people helping me find out how valuable this company really is. You can ask all the questions you want when we get together. Note: You must always adhere to the Primerica No Call policy when using the telephone to prospect. 46

Notes 47

Common Questions and Answers As you begin prospecting you will be asked many questions about what you are doing. It is very important to your credibility and image that you learn to answer these questions truthfully and with confidence. In the following section you will be provided with a collection of some of the most commonly asked questions and acceptable, approved responses. Your RVP will select the responses to the questions that you are to learn. Again, do not improvise or change the responses listed in this section. 48

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 1. Prospect Question: What does your company do? Potential Responses: Basically we do two things. First we teach families how to become debt free and retire financially independent. The second thing we do is we recruit, train, and develop people to run and eventually own their own business. We help families with their finances. We help them get out of debt, start saving for retirement and their children s education. We also help people make sure they are getting a good value for what they are paying for their insurance premiums. We help people understand their finances. We teach families how to get out of debt and save money. We are a marketing organization called Primerica, and we show people how to save and accumulate money. We show people how to take money they are already spending and reallocate a portion of that money back into their own pocket to make taxes and inflation work for them rather than against them. We help people save more money and pay off debt faster. We teach people about money how to get out of debt and accumulate wealth. 49

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 1. Prospect Question: What does your company do? (continued) Potential Responses: Asset management and we help people get out of debt and save more for retirement. We work with middle income families helping them make, save and accumulate money. We work with our clients both small businesses and families teaching them about their finances, really showing them how to make, save and accumulate money. We help families get out of debt and retire financially secure. We help people become debt-free and financially independent. Financial services. We help people find solutions to their financial problems. 50

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 2. Prospect Question: Is this sales? Potential Responses: Yes, it falls in that category. Yes, but not in the traditional sense. A part of what we do is sales. We take an educational approach and teach people how to make smart choices with their money. Yes, sales and marketing are involved. The delivery of products, recruiting and training all is done through an educational approach. 51

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 3. Prospect Question: What would I be doing? Potential Responses: Working with families teaching them how to get out of debt and save money. When you are licensed, you will meet with clients, put together a financial program for them, then help them implement that program. Putting together financial programs for families and small business owners. You would be sitting down with families and helping them get on track financially. You would put together programs such as mortgages, insurance, mutual funds, etc. Working directly with middle income families helping them out with their finances. Working with families, helping them get out of debt and get on track with retirement. Working directly with families, teaching them the rules of the money game. Marketing financial products and concepts through a Financial Needs Analysis. Helping in the recruiting, developing and training of new independent representatives for our company. 52

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 4. Prospect Question: Will there be fees involved? Potential Responses: You are responsible for paying for your licenses. Yes, licensing fees. There are fees to get licensed by the state, because the field we are in is a heavily regulated field, so it does require a license. There are fees involved to get licensed in our industry. 5. Prospect Question: How do you get your clients? Potential Responses: We get new clients through referrals from current clients. Referrals Primarily from referrals. One satisfied client refers us to several other potential clients and so on. We work mostly on a referral basis. 53

Common Questions and Answers Ask your RVP to highlight the responses you need to learn. 6. Prospect Question: What do you do? Potential Responses: I work directly with families teaching them the rules of the money game, and I recruit people to expand my business. I recruit, train and develop leaders for my business. I teach people how to make and save money. 54

Notes 55

www.primerica.com www.primericacanada.ca For internal use only. Not to be used with, or distributed to, the public. 2004-2010 Primerica A8942 / 41274 / 02REC26-21 / 8.10