Fundamental 1 Almost everyone that quits Primerica quits

Fundamental #1

§ Almost everyone that quits Primerica, quits because they do not have enough places to go.

§ Ian Prukner § Brett Burks § Mario Arrizon § Bill Whittle § Tom Hopkins Sound cloud § Hector Lamarque You. Tube § Big Hitters Call!!!!!!! (breakfast) Audible § Everyone Communicates, Few Connect, John Maxwell Amazon § Skill with People, Les Giblin § Serial Winner, Larry Weidel § 177 mental toughness secrets of the world class, Steve Siebold

§ My success became a possibility, not a probability ( know the numbers and respect the numbers) § 10 -4 -1 (if I want a new recruit, I need 10 scheduled interviews) § 25% licensing (if I want 1 licensed agent, I need 4 recruits) § 8 -5 -3 -1 (if I want 3 sales, I need 8 new KTs) § Most people never over-do the work (thief, gambler, champion) § I leaned to heavy on field training new recruits and never developed my prospecting and marketing and referral skills. § Therefore I had no way to teach my team how to stay busy other than recruiting § This led to inconsistent personal numbers and people quitting who had potential

§ Warm market (top 100 name list) (family, friends, church, school, work) § Professional Networking (BNI, Chamber, PRE, PAK, MEN, mom’s groups) § Hobbies (Golf tournaments, gym) § Living life- out and about (kids events, shopping, community events, parties, going out) § Social Media (linked in, facebook, Instagram) § Existing clients- repeat business § Referrals (steam, Kts) § Field Training new recruits (my goal is 80%+ of Appointments from field training) § Cold market (job fairs, resumes) § Part timers should touch all 5 monthly § Full timers should touch all 5 weekly

§ Stop saying “I don’t know anyone” or “I already talked to everyone” § Build a massive list from social media, phone, family, church/work directory § Don’t have the number, ask for the number using some other kind of communication § Call the list § Voicemails: “Hey Bob, it’s Jon Conover. Hope you are doing well. Give me a call back when you get a chance!” § They pick up: small talk, “Listen, the reason for my call. I could use your help with something. I started my own business and I am trying to get my name out there. I help people with their money- mostly in insurance and investments. I’m sure you are already set in that area, but I’d love 30 minutes to show you what I do. ” § Stronger approach. “Would you give a chance to compete for your business? ” or “would you give me a shot to earn your business? ”

§ “Hey bob, I know you gotta be pretty content with your financial adviser at this point, but I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I’d love to show you what I do and have you point me in the direction of some people that I could help. Could you free up 20 minutes for me Tuesday or Wednesday morning? ” § “Hey bob, I know you gotta be pretty content with your career at this point but I am looking to expand my business and open a new office. I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I need 20 minutes to show you what I do and the kind of person I am looking for. Maybe you can point me to a few qualified prospects who need a career change!” Could you free up 20 minutes for me Tuesday or Wednesday morning? § “Hey bob, can I buy you lunch this week and show you what I do? Not sure if its something you will be into, but that’s why lunch is on me. (Sure). Great what time do you take lunch and is there a day this week that works best for you? ”

§ BNI, Chamber, PRE, MEN, PAK, Toastmasters, BCNA, GRYP, Real Estate Investors Meeting § The goal/mindset: be the most likeable person in the group § Bring plenty of qualified referrals to the group § Ask people questions and let them talk about themselves § Invite people to 1 s and buy the coffee § Invite them to join you at other community events § Publish positive testimonials for them on social media § Ask for permission to have shot to earn their business (no pressure) § Treat them like your best client § Be an example to the members (representing yourself and Primerica)

§ Hi, I’m Jon, what’s your name? Aaron, nice to meet you. What do you do? § That’s great, have you done that long? § Awesome. You must love it/Do you love it? § If you do not know how to carry a conversation in normal life, this is not the venue to teach you… but at this point the conversation is started and its your job to make a friends. FAMILY<OCCUPATION<RECREATION<MOTIVATION (FORM) § Closing the conversation: Aaron, are you completely satisfied with where you are at? Not really. I don’t know. Why? § I think you would be great at what I do. § Could I get your info and maybe I can call you next week and we can talk more over coffee. What’s your cell?

§ BNI party (Wii Happy Hour) § Poker night § NBA Finals § Hosting business owners Friday night as speakers § Dinners and seminars (pizza and PAC night, investment seminars) § Real Estate event

§ Take appointments with anything that breaths § Knee cap to knee cap is the only work to do § Seminars, 1 to 1’s (Coffee, lunch), Interviews, Guests, KTs, FNAs § Story of Ernie § 300 clients in 18 months § Long nights, early mornings, Knee cap to knee cap § Tracks daily revenue ($2, 000 - $3, 000 - $4, 000) § Its not about paying your bills, its about being knee cap to knee cap until the passive income can’t stop, won’t stop. § Stashing $1, 000/day in savings § Would you be an attractive adviser to a guy like Ernie? (Drive, influence, work ethic, network, knowledge, mindset, beliefs)

§ Knee cap to knee cap until ownership § Personally lead the team in production month in month out § Set office records and keep breaking them § Show and tell, don’t just tell and don’t just show § Calendar stays booked out every 5 -7 days. § Raise your standards before you raise your income § Be the person you want to attract § Grow/change myself and serve/invest in teammates (not the other way around) § Every problem is a width problem § Production, licensing, recruiting, income, turnover, promotions,

§ Field training a new recruit § New recruit’s own sale § New licensed agent writing first sale § Promotions in motion § Serious part timers trying to go full time § Full timers who have to eat § Company trips § RVP runs

§ 20 x $20, 000 consistently by year end § 3 legs of 5 x 5 + my personal production § 1 -2 other full timers § 2 nd diamond by convention § Current income $8, 000/mo § January Income $20, 000 § April, May income $25, 000 § 3 rd diamond by January 2018 § $25, 000 average monthly income for 2017