NEW RECRUIT TEAM DRIVING FORCE PLAYBOOK Field Trainer: Contact Info: Mobile: Office: E-mail: FOR INTERNAL USE ONLY
Identify 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 quick start! If money weren t an issue, how would you live differently? Business Goals 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? Level 1-10 (choose) Personal Goals 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? Top 5 Financial Goals 1. Top 5 Personal Goals 1. 2. 2. 3. 3. 4. 4. 5. 5. Review these goals daily to make sure you are on the fast track to success!
OPENING A NEW RESTAURANT Plan: open a steakhouse Mission: quality food with a great atmosphere A. Location, tables & chairs, supplies B. Lic, Permit, FDA C. Build a Team D. Build Clients Orientation Primerica = Office Office = RVP RVP = Agents Licensed Agents FNA Capture all 7 areas of peoples finances 1. Retirement 2. Life insurance 3. Auto & home 4. College 5. Debt 6. Mortgage / housing 7. Taxes McDonalds = 1% Exxon Mobil = 7% Verizon = 2% 50% DIRECTLY / 75% INDIRECTLY 2 COMPETITIVE ADVANTAGES 1. More money per client 2. Provide total solution Allstate / Insurance Countrywide / Loans
Owner vs. Licensed Agent -More locations -Client, sale, lead The person that has the most licensed agents makes the most money. Man or Women with the most people win! Law Firm 30 attorneys vs. 3 attorneys Music Label 100 artist vs. 10 artist Remax 30 agents vs. 3 agents. Even though I m twice as good as you, YOU make 3x s more money. If you want to make $ it s not about learning how to sell houses its about learning how to hire and train others on how to sell a house. Money Owner of Bulls vs. Michael Jordon Exxon Mobil vs. Chevron Subway vs. Local Deli McDonald s vs. Fuddruckers Better Burger? Why? 4 POSTIONS 1. AGENT = 2 SALES 2. AGENT = 1 SALE 3. BROKER = 4 SALES + 10 TEAM SALES 4. BROKER = 2 SALES + 30 TEAM SALES Who makes the most money? Who has the most security? Who has the best chance of jumping their income? BIG SECURE INCOME WITH GROWTH POTENTIAL America business: YOU get pd the most to find the best!
B.T. B.C.B 1. Prospect who 1. Prospect Business Owner 2. Call what 2. Call Employee 3. Interview 3. Appointment Who 1. Referrals 2. Recruiting / 2birds 1 stone Salesman = builds clients Owner = builds a team and a client base / sales force All other financial companies want to teach you to sell for them, here we teach you how to be the Broker. Nobody is going to give you a business. We are going to teach you how to build and be the owner of the agency, that s what you want after all isn t it? RULES = BETTER WINS NO RULES = BIGGER WINS Miami Heat vs. 5 Miami Heat vs. 500 Boxing vs. Street Fight Kmart vs. Wal-Mart Tradition/Harvard vs. Bill Gates / Garage America Business 1. Make money 2. Help people Top business s last 100 years / masses SOLUTIONS FOR THE MASSES Financial Services / largest / most profitable Henry Ford Ray Kroc Sam Walton
Family Friends Co-Workers Associates
Contact List The 50% RULE Ma rried / Cou ple Ag e Chi ldren Ho me Own er Oc cupa tion 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 26 27 28 29 30 Name Number Job Title FOR INTERNAL USE ONLY
Contact List Ma rried / Cou ple Ag e Chi ldren Ho me Own er Oc cupa tion 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 Name Number Job Title Top 10 Qualified Appointments 1. 6. 2. 7. 3. 8. 4. 9. 5. 10.
Contact List
Text Messaging Scripts New Associate Text (Fast Start Recruiting) I just got started working with a brokerage office. They are expanding and looking for more sharp people and I thought you might qualify. I listed you as someone who may be interested. Lookout for a phone call from. New Associate Text (Fast Start Training) I just listed your name as a character reference for a financial firm I just started working with. Possibly be on the lookout for a phone call from. Say nice things! S.T.E.A.M. Text (Interviews/Prospecting) Hey, I just met with someone who runs a brokerage office. I was asked if I knew anyone that was hardworking and very ambitious and may be open to part-time or fulltime work and I thought of you. Be on the look out for a call from. Referral Text (Sent from Client(s) to Referrals) I sat down with a financial coach who enhanced the way I view my finances. As a personal favor to me, please take a 5 minute phone call from!
Setting Appointments Favor Excited Training Help Opinion Referrals (FETHOR) Hey,, how are you? (short chat) I need a favor. I was wondering if you would help me out? (WFA) I ve just accepted a position with a brokerage office here in Grand Rapids. I will be trained to help with training because the company is expanding right now. I have to learn how to communicate certain details about the company. I would feel more comfortable learning with someone I already know that could give me their feedback and play devil s advocate. I value your opinion. Once you see what we are doing and what we are looking for, you may know someone who might be a good fit. That would be a great help to me. Do you think you could help me out? Great! What day would be better, or? (WFA) What time would be better, or? (WFA) (If married) Can you make sure that (spouse) will be there too? Men and women ask different questions and that would be great training for me! Great, I ll see you and (spouse) on (day) at (time)! Thank you so much! COMMON OBJECTIONS What is it OR What s it about? What s the name of the Company? I don t want to buy anything! I don t have time! Can you tell me more about it? I m not interested! They market and distribute financial products with emphasis on financial education, basically they help people make and save more money without spending any additional dollars, everyone needs that kind of help, don t they? But really, it s just for my training and you learning what we do. Will you help me out? Primerica! Will you help me out with my training? That s fine. I just want your help. Put your checkbook away. It s for my training. Will you help me? All I need is 30-45 minutes of your time. I d really appreciate your help. This is very important to me, and I need to get this training done in the next 2 weeks. Will you help me? Listen, I m new at this and I want to learn more before I give you the wrong information; so please ask all the questions you want to my trainer, that way I learn how to answer them. Will you help me? Well look, whether you re interested or not, that s fine. I just want you to see the presentation so you can recommend me to people who might need our help.
Marketing Plan First of all we would like to congratulate you on launching your own business and deciding to move towards your goals and dreams. Most companies spend tens of thousands or millions of dollars advertising to sell their products and services. The cost of advertising is built into the price of their products. Therefore, their existing clients are paying for the company to generate new clients and more profits. Who is that system good for? We know that the most efficient and powerful form of advertising is one happy client referring us to another or WORD OF MOUTH ADVERTISING! Have you ever shared a good movie or restaurant with somebody? What was your purpose? Most people involved in any marketing get their start by massive amounts of cold calling or knocking on doors. We believe in a warm market system! Our Marketing plan is to work with a new associate and their warm market, with two objectives in mind:! To get you fully trained and help you develop a client base through an educational process, utilizing the FNA as the cornerstone.! To build you your own financial services brokerage/agency; a distribution system! THE SYSTEM "Build your inventory list "Qualify /Categorize your list "Contact the list "See the list TARGET MARKET "25 to 55 years old "Married/Couples "Children "Homeowners "Employed Here s what can happen in 30 days: 25 Training List 3 New Recruits Top 10 = Top 10 = 10 Appointments 30 Appointments 9 New Recruits Top 10 = 90 Appointments 27 New Recruits Top 10 = 270 Appointments PURPOSE OF FIELD TRAINING " Training/Confidence "Referrals "Recruits "Acquire Clients 6 Clients 18 Clients 54 Clients 162 Clients Goal: 10 qualified referrals for every field training appointment. 3 Recruits 9 Recruits 27 Recruits 81 Recruits Can you see how, by following this system, you ll always have places to go?
Keys To Success 1. Get off to a fast start! 2. Show up to ALL Meetings and Trainings (show up early & stay late)! 3. Bring new guests with you to opportunity meetings! 4. Listen to audios and read books! 5. Study EVERYTHING on www.drivingforcerpm.com password: 6. Register on www.primericaonline.com. 7. Get licensed WHILE getting trained (Register for online pre-licensing) 8. Follow our system - plug in - HIT YOUR GOALS AND DREAMS! ***REMINDER*** Business Expansion and Training Tuesday from 7:00pm 9:30pm Business Expansion and Training Saturday from 10:00am 11:30am Larry Weidel s Big Hitter Call Monday @ 9:00am & Wednesday @ 5:00pm 559-726-1300 581560# Replay line 559-726-1399 581560# Hector La Marque s Hierarchy Call *On a loop; starting Tuesday @ 11:00am (951) 262-3702 FAST START School Tr aining Soloist Field Trainer Licensing/ Education Life Pre- Licensing Course Pass the Test Securities Cram Course Pass The test Pass Health, 65 & 26 Recruiting/ Distribution Recruit Field Training Split Sales Recruit Full Sales Get Promoted Train New Assoc. Recruit for Assoc. Split Sales w/ Assoc. Get more Promotions Developing Yo ur Market Referrals Referrals Referral
Promotion Guidelines ***Attendance to meetings/trainings is REQUIRED for all Promotions*** Senior Rep 35% - 1 Personal Recruits $1000 personal premium in one month District Leader 50% 3 DIRECT Recruits (cumulative) $2500 Team Premium in 1 month Division Leader 60% (Producers) $5000 team or personal premium in 1 month 5 Direct Recruits Submitted U4 3 team licensed (your license counts as 1) 1 personal recruit and $1000 personal prem in promotion mo. Acceptable QBI (70% Min) SPRINT DISTRICT 1 St 30 days of submitting IBA - 3 direct recruits & 6 FTO s (personal sale counts) Reward Prequalify for District 50% (promoted when life licensed) ipad Mini or similar ($320 value)! Regional Leader 70% (Reproducers) Company Fast Start Award $7,500+ in qualifying month 3 Licensed Direct producing Districts 3 recruits and 3 FTO s 1 personal recruit and $1000 personal premium in promotion mo. in your first 30 days earns you 5 licensed team (your license counts as 1) $300 once licensed Series 6 & 63 Licensed Acceptable QBI (70% Min) RVP 110% + potential Bonuses $10,000+ for 2 Consecutive months 3 X $5,000 Personal production in qualifying months (for personal momentum) 6 Direct District Leaders or 2 Division leaders or 1 Regional leader Total team Codes 30 ( 7 minimum after Promotion exchange) Series 26 licensed (registered Principle) Acceptable QBI (70% Min) $30,000 income in the previous 12 months Replacement/Promotion Exchange 15 codes, RVP s choice (7,500-$10,000 per month/last 90 days) $1500 bonusable premium max per life insurance transaction Flanked agents get credit for promotion A Level 1 Field trainer is someone who can get a new recruit and help them build a list and set appointments. A Level 2 Field trainer is a proven producer and recruiter who splits sales with Level 1 Trainers if set by level 1 trainer All personal life sales are bought from your Recruiter! All new associates must Witness 2 life sales written by trainer before they can go solo! Financial independence comes by producing qualified field trainers. FOR INTERNAL USE ONLY
Commission Schedule! $83/mo x 12 months! Level = RVP $1,000 Annual Premium Overrides REP 25.00% $250 $850 SREP 35.00% $350 $750 DIV 50.00% $500 $600 DIS 60.00% $600 $500 REG 70.00% $700 $400 RVP 110.00% $1,100 $0.00 1 15.00% $150 2 10.00% $100 3 5.00% $50 4 1.75% $17.50 5 0.75% $7.50 6 0.75% $7.50 Total: 143.25%* *Does not include Potential Bonuses FOR INTERNAL USE ONLY
Accountability Sub Starter Star Decide what level you want to play! Agree on the price It will take!! Thief_ Gambler Champion Proven Cycle: 8 5 3 1 Qualified Appointments Committed FNA S Qualified Committed Closes Qualified Committed Recruit SUB: 1 CYCLE A MONTH STARTER: 2 CYCLES A MONTH STAR: 1 CYCLE A WEEK! (30:30) o Let s agree on a level of accountability! o If I am not giving everything you need, you get on me! o Can I keep you accountable o If it get a little hard, we can always back it down. FOR INTERNAL USE ONLY
Coach s Oath Your success will be directly correlated to how disciplined you are in preparing yourself. Success if found where opportunity and preparation meet. Through Preparation, success is inevitable. My goal is to help you accomplish your goals and dreams, regardless of their size and scope. I am fully committed to you and your success. I will invest my time in those of you who are serious about your success. I will judge your seriousness based on your actions. You and you alone control your actions. And, you and you alone control your success. I will coach and guide you to any level of success you desire. Ultimately I can t and won t do it for you. But, I can help you if you submit to my coaching, mentoring and accountability. This, of course, is, 100% voluntary. I only work with willing participants. I will not hound or chase you. I realize people have different goals and dreams and levels of self-confidence. I won t push you any more than you want to be pushed. I am not your boss, nor do I want to be your boss. I am your mentor, coach and leader. I simply want you to have what you desire for you and your family. Be clear about what you want, and I will coach you on how to accomplish it with Primerica. I can t wait to help you. Sincerely, FOR INTERNAL USE ONLY