Business Format System The StartUp For internal use

Business Format System The Start-Up For internal use only

The Fast Start Challenge • • • Your (or your new associate’s) beginning days with WFG are pivotal to your success. The first few days set the tone for your business career. You alone set the standards of excellence that will carry on for all of your future leaders. Golden Rule: A recruit is not a recruit until he/she has a recruit & both of them have gone through the Eight Speed Filters. For internal use only 2

The Fast Start Challenge • At this point you should have completed the Sign-Up Process (Filters 1 -4) & now must complete the Start-up Program (Filters 5 -8) to get off to a fast start. • Fast Start Program • Complete Speed Filters 5 – 8 in the first 10 days after submitting your AMA. For internal use only 3

How To Get Off To A Fast Start Program (Complete Filters 5 - 8 within the first 10 days) 5. DEVELOP A PROSPECT LIST. — Sit down with your Leader & spouse to develop a Prospect List & identify the Top 25 Target List. 6. CREATE A BUSINESS PLAN — Determine Immediate Goals. 7. MATCH-UP WITH YOUR LEADER & GET OFF TO A FAST START. — Immediately begin to invite people to the Corporate Overview or to do a field presentation to begin the recruiting process to build your team. 8. FINALIZE YOUR PERSONAL FNA. — Together with your leader & your spouse, complete the personal financial review, & determine which concepts & products might fit your individual needs. For internal use only 4

The Fast Start Checklist Chronological Order of Starting Your Business 1. Complete the Associate Membership Agreement & submit online. Upon approval, you will receive a code number. 2. Develop your personal business plan. 3. Identify your top three contacts, invite them to the next Corporate Overview. Master the invitation. Your ability to identify, invite & bring quality guests to Corporate Overviews will determine your level of success. 4. Complete the Fast Start Program. 5. Set time each week for contacting new prospects. For internal use only 5 5

The Fast Start Checklist Chronological Order of Starting Your Business 6. Prioritize start-up activity: Learn & follow the BFS, & consistently invite & bring highquality guests to the Corporate Overview. Attend all other special leadership events. 7. Submit your licensing paperwork, study the material, schedule & pass the tests. 8. Prepare your communication tools — Group Me, BSC Pro, e-mail address, business phone with call conferencing, computer, software, & Internet. 9. Follow the accountability program with your leader. For internal use only 6

WFG Field Training • • World Financial Group’s Associate Field Training program is one of most important ways for you to learn to be successful. Trained & effective leaders are willing to spend their valuable time helping you build your business. They will model for you & teach you compliant & successful methods in both recruiting & sales. For internal use only 7

WFG Field Training In what areas should an associate be field trained? The simple answer is – in all areas. Your Training should include, but not be limited to, the following areas: – The invitation – in person & via telephone – Setting the appointment – in person & via telephone – Recruiting presentations – The Sales Process For internal use only 8

WFG Field Training • • • Your leaders will provide field training at the point of contact so you can learn how to use the invitation script & set appointments. Your Field Trainer will help you identify the people on your list whose situation is likely to provide the best learning opportunities for you. You bring the relationship; the Field Trainer brings the credibility & the know-how. For internal use only 9

WFG Field Training • • • “How much field training will I receive? ” Field training will be provided while you are productively engaged in the process until you are able to get quality results on your own, or in some cases, until you are ready to field train other associates. Additional training will be provided by continuously attending Corporate Overviews & by doing One-on. One Corporate Overviews with your leader. For internal use only 10

WFG Field Training “When will I be prepared to field train? ” You will be ready to field train when you: – – – Understand how to comply with applicable insurance & securities laws & regulations. Have mastered the invitation & setting appointment scripts to the point where you can effectively get a prospect to a Corporate Overview meeting or set a solid appointment to meet. Articulate the basics of the fundamental recruiting story. For internal use only 11

WFG Field Training “When will I be prepared to field train? ” You will be ready to field train when you: – Give a fantastic “First Presentation. ” – Analyze client information & design a suitable proposal. – Give a fantastic “Closing Presentation” & consistently close the sale. – Overcome competition. – Know how to get referrals from 1) new associates’ target market lists, 2) clients, & 3) the FORM method by turning strangers into friends. – Are a believer in the mission. – Are capable of making a positive impression on a new associate & a prospect. For internal use only 12

Exchange Principles Some of the great building catalysts that create & accelerate the multiplication power of the System are the Exchange Principles. All five are required or the system breaks down. 1. Personal Sale Exchange One thing that makes us unique is the Personal Sale Exchange. Most companies in our industry allow their agents to sell products to themselves. This is a very limited one-time benefit. With World Financial Group you exchange the chance to make your own personal sale for the opportunity to make the suitable personal sale to those you personally recruit after you are licensed. For internal use only 13

Exchange Principles 2. Field Training Exchange — Generate Activity & Learn • This is an important part of the learning process for the new associate to receive invaluable field experience. • Trainers are compensated for training you through the business they write in training situations as they help you learn how to do this business. • You give up the sales from your warm market to your field trainer one time for the internalthe use onlyrest of your career privilege to earn. Forfor 14

Exchange Principles 3. Promotion Qualification Exchange • • The Promotion Guidelines have been created to help you develop the skills & knowledge required to become a SMD & run your own business. Obviously your upline SMD will earn an override for teaching you the finer points of our business. As your skills, knowledge & production rise, your commission level increases with the promotion levels from Associate to Senior Associate to the SMD level. You go through this learning curve one time in the Base Shop of your SMD. In exchange, all of your future SMDs internal use only learning curve by will go through. Forthe same 15

Exchange Principles 4. Builder’s Exchange - The Key to Width & Profitability • • One of the biggest challenges facing businesses today is the ability for an individual to move up in the company based on her efforts or performance. Most employees end up in a situation where advancement is hindered because promoting her would be a detriment to the manager or senior leader. It’s a Catch -22: If the person moves up, it’s at the expense of the leader, & if she is held back, it’s at the expense of her own family & personal income. WFG has solved this issue with the Builder’s Exchange. Upon your promotion to SMD, you make a one-time “exchange” of one of your fully qualified Senior internal use only Associate legs or For two fully qualified Associates to the 16

Exchange Principles 5. Nobility Exchange Lead by example with the Nobility Exchange. Putting forth some extra time & effort to help your leader receive his next promotion is a noble & generous professional move. By doing this, you display your dedication & willingness to help other team members reach their goals & in turn, your team members take note & are empowered to do the same when it comes time for your next promotion. For internal use only 17

Three Keys To Constant Momentum 1. Become a student of the BFS. 2. Fight for your next promotion. 3. Qualify for the next big company trip. For internal use only 18

Compress Activity / Collapse Time Frames • • Time management is one of the most important skills that an associate must hone, develop & employ in his day-to-day activities. Although everyone has 24 hours in a day, not everyone uses them in the same way. Even if two people have the same abilities & opportunities they can get different outcomes. The end result of your efforts is directly related to the time frames in which you work. This holds especially true when you are building your WFG business. For internal use only 19

SPEED CALENDAR You can build your business through the power of focus. By collapsing time frames you can accomplish in a week what others might accomplish in a month, or longer. If you are not yet full time, simply fill in the time slots during which you are available to devote time to building your business. For internal use only 20

Keys To Success Being in a people-oriented business can be emotionally difficult at times & there is no way to get to the No. 1 spot by coasting. Sometimes when you’re playing on a team you have to “play hurt. ” – – – – As a new WFG associate you must: Come to work. Start field training (inviting, recruiting, selling). Obtain your licenses & registrations. Be a student of the business & learn it inside & out. Learn the system. Learn the products available through WFG & how to sell them. Study, learn & believe in what WFG does. Attend all WFG events – Corporate Overviews, training, workshops, special events, convention, etc. For internal use only 21

Keys To Success – Encourage your spouse to participate & attend the events whenever possible. – Work, work. – It is okay to be scared sometimes, frustrated sometimes, discouraged sometimes as long as you keep going. – It is NOT OKAY TO QUIT. – Know that you are not in it alone – you will receive field training as long as it takes for you to master the business. For internal use only 22

Keys To Success – Understand you have to tough it out through the discomfort, awkwardness, uneasiness & the fear if you want to win. – Remember people who want to be comfortable – who want to have it easy most of the time – will probably not have their dreams come true. – Be a crusader to survive the tough times. – Remember why you came here. Remind yourself continually of your compelling “why. ” – Trust that you can do it. For internal use only 23

The Fast Start Challenge 1. Challenge yourself to get off to a fast start! 2. Set a winning tradition. 3. 30 -Day Fast Start Challenge: • Slow start 3 recruits in 30 days • Fast start 5 recruits in 30 days • Super Start 10 recruits in 30 days Expect success. Accept no less. For internal use only 24

NEXT WEEKS CHALLENGE FAST START a new recruit or sit in on one of your recruits FAST START Your name goes in for the Monthly Raffle! For internal use only 25