ProspectingRecruiting Art Says You must Develop a Recruit

Prospecting/Recruiting Art Says… You must Develop a Recruit Mentality and a Builder's Mindset!

$100, 000 RVP — Revolutionary Opportunity Focus: Build Your 1 st RVP $10, 000 Base / $2, 500 Personal 50% Spread Direct Division $2, 500 • Three Direct teams doing $2, 500 each and $2, 500 RVP Personal production • $700 from Bonuses/month • $4, 227 from Commissions/month 2 Direct Division $2, 500 60% Spread Direct District $2, 500 • $3, 641 from Securities and other/month – the company average for RVPs earning $100, 000 per year.

$200, 000 RVP — Builds an RVP Focus: Become an SVP RVP $15, 000 Base / $5, 000 Personal 15% 1 st Override + 10% RVP Bonus 25% Total 1 st Gen RVP $10, 000 Division #1 $2, 500 • Four Direct base shop teams doing $2, 500 each and $5, 000 RVP Personal production • One downline RVP doing $10, 000 • $1, 750 from Bonuses/month 3 50% Spread Division #2 $2, 500 60% Spread District #1 $2, 500 • $6, 888 from Commissions/month • $7, 225 from Securities and other/month – the company average for RVPs earning $200, 000 per year. • See Important Notes on slide 46. District #2 $2, 500

$300, 000 SVP — The Ownership Position Focus: Build to Power Builder Level SVP $20, 000 Base / $50, 000 Thru 1 st 15% Override + 10% + RVP Bonus RVP #1 $15, 000 • • 4 Three 1 st doing $30, 000, $20, 000 Base Shop $50, 000 Total $50, 000 Thru 1 st $5, 000 from Bonuses/month $11, 000 from Commissions/month 7% SVP Bonus = 32% Total RVP #2 $7, 500 • $9, 000 from Securities and other/month – the company average for SVPs earning $300, 000 per year. • See Important Notes on slide 46. RVP #3 $7, 500

$750, 000 NSD Focus: Build to SNSD $15, 000 Base / $210, 000 thru 2 nd 15% 1 st Override SVP 10% Override RVP $15 k 5 + 4% $15 k RVP Bonus + 7% SVP Bonus RVP = 14% Total 10% 2 nd Override RVP $10 k • Six 1 st doing $90, 000 and Eight 2 nds doing $105, 000 • $22, 500 Bonuses/month • $20, 500 Commissions/month RVP $10 k + 4% NSD Bonus = 7% + $10 k RVP $5 k $10 k 4% = SVP Bonus NSD Bonus RVP if Power Builder Bonus NSD at 1 st Total $12. 5 k + 43. 5% 36% RVP $30 k $10 k NSD Bonus RVP 10% RVP $20 k 2 nd + RVP $10 k 21% Total RVP $10 k 10% + 7% + 4% 2 nd Override RVP Bonus SVP Bonus NSD Bonus 31% Total on 2 nd RVP • $19, 500 from Securities and other/month – the company average for NSDs making $750, 000 per year. • See Important Notes on slide 46. $25 k Today, NSD max on 2 nd = 10. 5%! (5. 5% + 5% bonus)

$1, 000 SNSD Focus: Build deep and wide to maximize compensation SNSD $300, 000 thru 3 rd / No Base Shop 1 st SVP $30 k 15% Override $10 k RVP Bonus = 16% + SVP Bonus 4% NSD Bonus RVP + 2 nd Override $10 k RVP $10 k SNSD Bonus $15 k + NSD Bonus RVP $10 k = RVP $15 k SVP Bonus RVP 2% RVP $15 k 10% + 7% + 4% Total $10 k 7% $10 k RVP RVP $10 k + RVP $20 k NSD Bonus SNSD Bonus RVP RVP 10% SVP 10% + 4% + 2% 2 nd Override + 2% SNSD Bonus RVP $10 k 38% Total RVP $15 k = 23% RVP $10 k Total RVP $10 k 45. 5% if Power Builder Bonus SNSD at 1 st RVP $7. 5 k 10% 2 nd Override + 10% RVP Bonus + 7% SVP Bonus + 4% NSD Bonus + 2% SNSD Bonus 33% Total on 2 RVP $10 k nd RVP $10 k Today, SNSD max on 2 nd = 13%! (5. 5% + 7. 5% bonus) 6 • Nine 1 st doing $150, 000 and Fifteen 2 nds doing $150, 000 • $37, 000 Bonuses/month • $23, 500 Commissions/month • $23, 000 from Securities and other/month – the company average for SNSDs making $1, 000 per year. • See Important Notes on slide 46. For internal use only. Not to be used with, or distributed to, the public.

$1, 000 Income YOU ME CTIII Student/NBA • Yvette Henderson (Engineer) • Solange Van. Camp (Teacher/Tutor) • Rayland Johnson (Student) • Hugh Mc. Knight (Engineer) • Sean Wallace (Car Sales) • Marlon Antoine (Car Sales Manager) • Malcolm Babin (Student) • Brandon Powell (Waiter) • James Holloway (Lab Tech) • Roshawn Mathews (Car Sales) Alexander Sales • Jeremy Deshotel (Student/Ins. Agent) Booty Coach Gills Student • Zac Turner • Mike Puckett (Oil Field Worker) (Engineer) • Brad Turner • Wes Roan (Warehouse) (Hospital Admin. ) • Carlos Ratcliff • Rusty Foster (State) (Pastor) • Mark Miller • Phil Mc. Gill (Coach) (Engineer) • Matt Ponder (Coach) • Doug Annison (Real Estate / Car sales) Mc. Cloud Cowgill Construction Pharm. Sales

The Cash Flow Quadrant No Control of TIME. No Control of MONEY. Control of TIME. Control of MONEY. Employee Business Owner Income based on position, not the person. Has others working for him/her. Unlimited income potential via manufacturing, marketing, etc. Has a job. Owns a system. Self-Employed Investor Dentist, doctor, lawyer, hair stylist, real estate agent, salesperson. Enjoys complete freedom and lives the dream. Owns a job. Limited control of TIME. Limited control of MONEY. Has money working for them. Control of TIME. Control of MONEY. The Cash Flow Quadrant, CASH FLOW Technologies, used with permission. The Cash Flow Quadrant and ESBI are trademarks of CASH FLOW Technologies Inc. For information purposes only. Not for any product solicitation.

The Transition Do not CONFORM to this world, but be TRANSFORMED by the RENEWING of your MIND.

Prospecting/Recruiting Art Says… • Spend 50% of your time Prospecting & Spend 50% of your time across the KT! • The best way to prospect is to prospect for Recruits vs. sales! • The best recruits always come from the KT! • You must develop a System where Recruiting Never Ends! • Whatever problem you may be having in Primerica; Recruiting is the Answer! • The Top Recruiters are always the top income earners, top producers, biggest builders, and company heroes!

Prospecting/Recruiting Art Says… • Recruiting must become a Way of Life! (It must become Natural / Habitual) • Recruiting is the Life Blood of your business! • You must become a Master Prospector! • You get Paid to Prospect! • Look at Everyone as a prospect until they disqualify themselves. • Don’t say “No!” for them. • Recruiting is nothing more than a Sales Process! • Remember: You are always One recruit away from an Explosion! • Always assume, “This is the One!”

Prospecting/Recruiting You must be a COMPULSIVE BELIEVER! “You never know when the next person you talk to/recruit will be the next Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks!”

Prospecting/Recruiting Art said: “You are only 1 recruit away from an explosion. ”

Prospecting/Recruiting Art said: “You are only 1 recruit away from an explosion. ” Always assume that your next recruit will create the explosion!

Prospecting/Recruiting Ask yourself…Where is the next • Mike Sharpe • Sam Shepard • Tonia Poe • Brett Burks …at this moment? Wherever they are, you need to be there, ready to offer them the greatest opportunity in American business!

Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks. ” So at every KT, assume your next SNSD is in that house!

Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks. ” So on every 30 -name list, assume your next SNSD is somewhere on that list!

Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks. ” So on every referral list, assume your next SNSD is somewhere on the list!

Prospecting/Recruiting Where did they come from? Why did they join? How many of them do you want on your team? 20

Prospecting/Recruiting Recruiter You will only testify to the level of your convictions! Prospects People always give their commitment to those with the deepest rooted conviction.

Prospecting/Recruiting Dr. Phil on Recruiting • Target-Rich Environment • Change Your Routine Become a Rabbit Recruiter! The 3 Foot Rule!

Prospecting/Recruiting

Prospecting/Recruiting Remember: People are going to give their commitment to someone or to something. Assume it will be to You and to the PFS Opportunity! Winners are Chasers! (Bass vs. Carp) VS. You can’t control who bites, only the amount of lures you cast and the attempts you make. Remember the Sermon on the Mountain.

THE COACH APPROACH Focus On Growing “Ourselves”: Leadership Skills People Skills Sales Skills 25

THE COACH APPROACH Focus On Growing “Ourselves”: Leadership Skills PEOPLE People SKILLS Skills Sales Skills 26

THE COACH APPROACH Leadership Skills Sales Skills 27 People Skills

PEOPLE SKILLS 1. Smile 2. Eye Contact 3. Body Language (Posture, up-right, upbeat, Energetic) 4. Professional & Pleasant Greeting 5. Interested Extrovert A. Keep Conversation moving (Carousel / Tennis) 1. Make a Statement/ Ask a Question/ Go in that Direction 2. Non-Confrontational / Non-Controversial B. Keep Spotlight on them C. Listen 1. with your ears (squinted) 2. with your eyes 3. with your face 4. with your mind (Seek 1 st to be understand)

Prospecting/Recruiting Be Friendly, but not a Phony Be Bold, but not Overbearing Entice, don’t Insult Be Persistent, but don’t Beg Be Excited, but not Eccentric

Prospecting/Recruiting Engage “Scary” Obnoxious “Lazy” Apathetic “Irritating” Annoying

Prospecting/Recruiting Engage Guide & Protect Like/Trust

Prospecting/Recruiting Engage

Prospecting/Recruiting Others Run FROM You Others Run TO You

Prospecting/Recruiting A. Crap Magnet B. Success Magnet You attract what you ARE, not what you WANT! So if you want to attract a more attractive TEAM, you must become a more attractive PERSON!

Prospecting/Recruiting Objective: Leave with a name & a person who wants to talk to you again! Leave with a name & a friend (like & trust) Get in “Verbiage” Make a Statement FORM Ask a Question Make a Connection STEAM Get out Go in that Direction NEADS

Prospecting/Recruiting Family F Sales S Now N Occupation O Teacher T Enjoy E Recreation R Enthusiastic E Alter/Change A Money M Ambitious A Decision Maker D Money Motivated M Solution S

Remember: Recruiting is Nothing More Than a Sales Process 1. 2. 3. Educate Disturb Create a Friendship Assume: 1. They Love Their Family 2. They’re Responsible 3. They’re not Stupid 37

Prospecting/Recruiting RATT Recruiting At The Table

Prospecting/Recruiting Recruit to the Shortfall 1. Bag / Give up on Goals. 2. Compromise Goals 3. Pay the Price to Accomplish Goals!

Prospecting/Recruiting One-on-One Recruiting

Prospecting/Recruiting Closing the Recruit On a Scale of 1 -10, (1) You want me to shut up because your not interested. (10) You want me to shut up because your ready to get started. Before you answer, let me tell you what some people say:

Reasons People Don’t Join Primerica: 1. No Time 2. No Money 3. No Confidence/Belief 4. Ego Pride Fear 5. No Desire or Ambition to have a better quality of life.

Remember: Recruiting is Nothing More Than a Sales Process Where they are NOW! YOU + PFS Where they want to go! 43

Prospecting/Recruiting New Associate Sees: weakness, instability, lack of focus, lack of confidence, flaky New Associate Sees: strength, focus, stability, confidence

THE COACH APPROACH Great Teams are made up of Great Players and Great Coaches! How do you recruit great players? What do great players look for in a coach? Lou Holtz: 1. Can They Trust You? Do you have Integrity? = Do you do what you say you are going to do?

THE COACH APPROACH 2. Do you Care about Them? • Say and Show • Communication • Relationships 3. Are you committed to excellence? • Skills (Total Humility) : Do you know how to get where you say you want to go, and if they decide to go there, can you teach them how to get there? • Will (Resolute Will) : Will you go the distance, and continue to the price for greatness? 4. Do you have a Positive Winning Attitude-HOPE Do you believe tomorrow will be better than today? Do you know and believe in where your going? Are you constantly casting and selling your VISION?

PICK A PLAN To have $1 million at age 65, would you rather save: $100/month from 25 -65 25 $1, 000 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce

PICK A PLAN To have $1 million at age 65, would you rather save: $335/month for 30 Years 25 35 $1, 000 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce

PICK A PLAN To have $1 million at age 65, would you rather save: $1, 000/month for 20 Years 25 35 45 $1, 000 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce

PICK A PLAN To have $1 million at age 65, would you rather save: $1, 000 $4, 250/month for 10 Years 25 35 45 55 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce

PICK A PLAN To have $1 million at age 65, would you rather save: $1, 000 $12, 500/month for 5 Years 25 35 45 55 60 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce

If you save $100/month for 40 years: $1, 176, 472 Rate of Return 12% 9% 6% 3% $468, 144 $199, 149 $100 $92, 610 40 years Rates of return used in the above illustration are hypothetical and do not represent the returns of an actual investment, which will fluctuate in value. The figures show a nominal rate of return compounded monthly and do not take into consideration taxes or other factors which would lower performance.

GOALS PRICEGOES IS LOW! UP! PADDLES ARE GO DOWN! HIGH!

PICK A PLAN Remember: When you PICK A PLAN. . . You PICK A PRICE! SO If you don’t reach your goal: 1. You really didn’t want IT bad enough! 2. You tried to negotiate the price for IT!

Prospecting/Recruiting KNOWLEDGE & SKILLS DESIRE & GOALS ATTITUDE ATTEMPTS

Selective Masses (Our Target Market) PFS/WIN Success System Massive Amount of Part-timers REP DIST DIV RL RVP - $100 K SVP - $300 K NSD - $750 K SNSD - $1 Mil. 56

YOU ARE THE LEAD JET