Professional Documents
Culture Documents
The why is more important than the how. If the why is big enough people will do whatever it takes to find out the how. So when getting a new person off to a fast start, you must explain WHY they must get you in front of 30 people within their first 30 days. 2 Things every Business Needs: STAFF (Recruits) & Customers (Clients): Our job is to help them build these two things, Their job is to put people in front of us to do that. THIS GAMEPLAN IS SET UP TO GET YOUR RECRUITS OFF TO A FAST START!!! How to explain why: Hey _______, Im very excited that you (& your wife) are getting involved with us. I want you to know that if you follow our system, every goal or dream you have can and will be accomplished. Within about 60 days from now you will be licensed and trained along with 1, 2, maybe even 3 or more trained licensed teammates, as well as several others that will be on track to do the same. Youll have an unlimited number of appointments to go on because of all of the new recruits coming on to your team that need to be field trained, and be in a position to earn $2,000-$3,000 a month in income once you are licensed. Youll be in a position to be RVP within 6 -8 months or so & probably go RVP 12-18 months (so youre mature enough in the business to be one) make $30k -$50k in income your first year, and $150k-$250 plus your second year. So, on a scale of 1-10, what is your desire to make all of this happen? All you need to do while getting licensed is get me in front of 10 people that are in the right market, across the KT in the next 30 days as well as have 10 guests to the Business Overview. This will put you in a Position to be promoted to a District Leader your first Month. 1) How many days/ nights can you give to Primerica right now? Go through the weekly Primerica Game-Plan. 2) Identify their Goals & find out what is important to them. Set deadlines on when they should be promoted. Set the expectation that no one stays at the same contract more than 90-Days. 3) Go Through Levels of Leadership & show them how to get promoted. - Go through Compensation & how they get paid on Life & overrides - Explain Team Captain & the Builders Bonus - Go through 8/5/3/1/1 Cycle to show them the income possibilities & the activity needed to reach them 4) Go through C.H.A.M.P to help them identify people they want to work with. Invite these people to the Overview 5) Put together their Business Plan (Top 25) & help them identify their Qualified Market. Set KTs with the people that are the most qualified & influential to them. Invite the rest to the Business Overview. Who have you been thinking of that you would like to share this with? (Remind them if necessary how much we are going to benefit those they take you to see)
6) Great, lets go over what to say and give them a call to set up your first couple appointments.
BIG KEY- (role play what to say and help them get on the phone then and there) MAKE THE CALLS!!!
Unstoppable CREW
Mark out all of your non-negotiable times. (Job, church, family time) Mark out Tuesday 7pm 9pm & Saturday 9am-11am for Training How many hours a week can you invest in your Primerica Business? What days/ nights can you give to Primerica right now? Days/Nights
1. 2. 3. 4. __________________________________ __________________________________ __________________________________ __________________________________
Times
________________ ________________ ________________ ________________ ________________
5. __________________________________
Get Specific
When establishing goals, it is important to be specific in identifying what you want to achieve and when you want to achieve it. Not only will you accomplish your goals in a timely manner, you will also feel an even greater sense of success as you check them off your list!
1. 2. 3.
1. 2. 3.
Promotions
IBA Submitted Senior Representative District Leader Promotion Division Leader Promotion Regional Leader Promotion Regional Vice President (30) (30-45) (90) (90) (90)
Goals
Achieved
Review these goals every day to make sure that you are on the Fast Track to Success!
Become a District in 30 Days = SPRINT TEAM & $500 bonus 60% Contract 70% Contract 95% -125% Contract Promote 1 Direct Team Captain (U4 App in) Promote 2 Direct Team Captains (Sec. Lic) Promote 3 Direct Team Captains (Series 26)
Team Captain
100,000 Builders premium over 90-Days Builders Premium = Team Recruits x Premium Example: 10 Team Recruits x $10,000 = 100,000 or 20 Team Recruits x $5,000 = 100,000 Average 3-4 Team Recruits x 3-5 Team Clients a month
Compensation
Income Protection:
Representative District Leader 100% of the 1st Years Premium EX: $100 mo x 12 mo = $1,200 Take Contract Level x the amount of total annual premium to get Compensation $1,200 x 25% Contract = $300 $1,200 x 50% Contract = $600 75% Advanced = $225 75% Advance = $450
Note: For compensation on other lines of products, check your POL Support System under compensation
Override System:
Example: Rep. 25% - District Leader 50% = 25% Override for the District Leader
8/5/3/1/ Cycle
8 Qualified Appointments, 5 Financial Needs Analysis, 3 Life Clients, 1 New Associate
Average Life Policy of $80/mo $960/yr 2 KTs / Week
3 Life Clients/mo
4 KTs / Week
6 Life Clients/mo
6 KTs / Week
9 Life Clients/mo
8 KTs / Week
12 LifeClients/mo
$2,880 Premium
$5,760Premium
$8,640Premium
$11,520 Premium
Sr. Rep
35% Contract
$1,008
$2,016
$3,024
$4,032
District
50% Contract
$1,440
$2,880
$4,320
$5,760
Division
60% Contract
$1,728
$3,456
$5,184
$6,912
Regional
70% Contract
$2,016
$4,032
$6,048
$8,064
RVP
95% Contract
$2,736
$5,472
$8,208
$10,944
This is Just Personal Production. Over-rides from your Team Not Included
Our Market:
Cycle once a month: 2 Appointments/week Cycle twice a month 4 Appointments / week Cycle once a week 8 Appointments / week
On a scale of 1-10, how motivated are you to make this happen? ____________
For Education and Training Purposes Only
C.H.A.M.P
Another great way to create a prospect list is by using C.H.A.M.P.. Take a look at the following adjectives and write down who comes to mind.
C.ompetitive
1. 2. 3.
Tel.#
Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.#
H.ardworking
1. 2. 3.
A.mbitious
1. 2. 3.
M.otivated
1. 2. 3.
P.eople Skills
1. 2. 3.
Married
Name
Spouse
Telephone
Relationship / Characteristics
22-55 Years Old, Married, Employed, Owns a Home, Has Children What to Do
4 & 5 points: Kitchen Table Presentation & Field Training
2pm 12pm & 7pm 12pm & 7pm 12pm & 7pm 2pm 12:30pm
PTS
Let them know why you are getting started, what days you are going to work this week, and that you were thinking of them. If they are hesitant to meet with you, let them know how important it is to you & if they were asking you that you would do the same for them.
What is It? It is a financial company that helps people make & save money & It is giving me the opportunity to ____________, and I am sure that you will see the same things I did when I first started.