7 Fundamentals Pp

Training

2. 1. MASTER PROSPECTING
•BE CLEAR ON WHAT WHO LOOKING FOR:
•1. MARRIED
•2. HOME OWNER
•3. BEST AGE 25-35 (not mandatory)
•4. KIDS
•5. COMBINED INCOME $40,000 plus per year
•6. LIVING IN THE AREA 2 YRS or LONGER
Consistent prospecting leads to appointments, recruits, sales,
income, and ultimately success. Just Do It, you don’t have to like it
but you must do it consistently. Turn prospecting into a game and
connect prospecting to the key of getting everything you want in
life because you will if you master it!

3. WHAT TO SAY PROSPECTING
WARM MARKET:
I know your not interested, and this is not for you but,
who is the best SALES PERSONyou know?
I know your not interested, and this is not for you but,
who is the best TEACHER you know?
I know your not interested, and this is not for you but,
who is the most ENTHUSIASTIC person you know?
I know your not interested, and this is not for you but,
who is the most AMBITIOUS person you know?
I know your not interested, and this is not for you but,
who is the most MOTIVATED you know?

4. OUT & ABOUT:
If they work there
◦?’s: do you like what you do?
◦Do you plan on staying here forever?
◦The reason I ask is because, our company is expanding
in the area, & were looking for sharp people. Do you
keep your options open? If yes
◦Great where’s a number I can get ahold of you outside
of work?
◦If no: you seem like a sharp person, do you know
anybody like yourself looking to make an extra 1-3k
part time or 100k plus full time?

5. Out and About
If they DON’T work there:
Can I ask you a question?
My company is growing, and I'm in charge of
expansion, do you know anyone looking for extra
income or possibly a career change if the money and
position were right? They say what do you do?
You know all this stuff going on in the financial
industry? We fix it. What do you do?
Do you plan on staying there forever? Do you keep
your options open?

6. •FOLLOW UP SAME DAY
•Call: this Is ____ I met you at_____ When’s a
time we can get together to see if we have a
mutual interest? Are days or evenings best for
you? Ive got wed or thurs what days best for
you?

7. WHAT TO SAY PROSPECTING
COLD MARKET
OUT & ABOUT:
If they work there
◦?’s: do you like what you do?
◦Do you plan on staying here forever?
◦The reason I ask is because, our company is expanding in the area, &
were looking for sharp people. Do you keep your options open? If yes
◦Great where’s a number I can get ahold of you outside of work?
◦If no: you seem like a sharp person, do you know anybody like yourself
looking to make an extra 1-3k part time or 100k plus full time?

8. 2. MASTER SETTING APPOINTMENTS

9. HOW TO SET AN APPOINTMENT
SETTING APPOINTMENTS IN A WARM MARKET:
•What to say:
•Hello ____________ This is _____________, how are you doing? (WFA) Great! The
reason I’m calling is I just got started with a new company that I’m very excited about.
Would you help me out and allow me to come and show it to you &_________? Great,
what day would be better_________or_________?
•Possible Questions/ Objections
•What is it?
•The name of the company is PFS, I’m just learning about it so I don’t want to try to explain it because I’ll
mess it up, when we come by I’ll let my trainer explain it to you, so when would be
better________or__________?
•I don’t think I’m interested.
•I thought you might say that, so if you see something you like great, if not no problem maybe you can point
me in the direction of someone who would be. I’m also working on getting my name out so you just
knowing what I’m doing will be a great help. So what day would be better to meet w/ my trainer and I for a
few munutes__________or____________?

10. HOW TO SET AN APPOINTMENT
SETTING APPOINTMENTS IN A WARM MARKET:
•I’ve heard of/ tried Primerica
•Oh really? How did it go? (if it went good) say: so are you already a client? (if so) say: That’s
wonderful, is your agent still in touch? (if they are let them know that you’re going to do some big
things here, ask for referrals, and tell them to keep you in mind for anyone they come across that
wants to make big money). If their agent isn’t in touch anymore ask if they’ll help you out and
allow you and your trainer to come over and give them a complimentary update.
•(If they didn’t have the best experience) say: I’m sorry to hear that it didn’t go well for you. I’m just
getting involved and from what I’ve seen so far it’s been absolutely incredible! I don’t know who
you talked to before, but you’ve got to meet my trainer and see what I’m talking about. Will you
help me out as a friend and allow me to come and introduce him/her to you and __________?
•You could also say: Man! How did you not get involved with this company?! It’s the most incredible
thing I’ve ever been involved with! As long as I choose to follow this system I’ll make between $20k
and $50k this year, and $100k to $200k next yr and be free. That’s way better than what you or I
will ever get doing what we do now. Hey man, you’ve got to take a look at it one more time, maybe
the last person that presented it wasn’t very good, my trainer is unbelievable, so when could I pop
by to meet with you and____________ for a bit?

11. HOW TO SET AN APPOINTMENT
SETTING APPOINTMENTS IN A COLD MARKET:
FROM REFERRAL:
Hello ______This is _____ did _____tell you I would be
calling? (WFA) Great! When is a time we can get together so I
can show you what we’re doing, I have ______ or ______
open which day would be better?
FROM PROSPECT OUT & ABOUT:
Call: this Is ____ I met you at_____ When’s a time we can get
together to see if we have a mutual interest? Are days or
evenings best for you? Ive got wed or thurs what days best
for you?

12. 3.MASTER PRESENTING
•1. SIMPLE, CLEAR, QUESTION ORIENTED
•2. NOT TOO COMPLEX
•- The point of the presentation is to motivate
the new recruit to want to join or at a
minimum learn more about our opportunity,
and for the client to want to do an FNA

13. 4. MASTER OVERCOMING OBJECTIONS
•1. HECTOR LAMARQUE SYSTEM
•2. OVERCOMING OBJECTIONS
(hectorlamarque.com) (powertoolsclub.com)
•3. TOM HOPKINS (how to master the art of
selling)
•4. Winwithme.com
•LISTEN TO THESE AT LEAST 100 TIMES!

14. 5.MASTER PRODUCTS
•1. LIFE INSURANCE
–OUR TERM, CASH VALUE, OTHER TERM
•2. MUTUAL FUNDS
–GET YOUR SECURITIES LICENSE
•3. SMART
–OUR LOAN VS. INDUSTRY

15. 5. MASTERING PRODUCTS
•The better you know our products the more
confident you will be when presenting them.
People buy your self confidence about what your
doing and what your offering more than anything
else.
•The right people, the people we should and want to
recruit. Want to feel that the products we are offering
people they care about will change their life and help
them in a significant way. If you don’t master the
product you will miss countless sales and recruits

16. CASH VALUE VS. PRIMERICA TERM
CASH VALUE PRIMERICA TERM

17. TERM VS. PRIMERICA TERM
TERM PRIMERICA TERM

18. MUTUAL FUNDS
•1- GOOD FUNDS
•2- GOOD MONEY MANAGERS
•3- MORNING STAR
•4- HELP DESKS AT HOME OFFICE
•5- WHY SOMEONE SHOULD INVEST W/ US

19. LOANS
KIND OF LOANS
•VARIABLE RATE
•FIXED RATE
•BALLOONS
•A.R.M
SMART LOANS
•DAILY SIMPLE INTEREST
•.25 PRINCIPLE BUYDOWN
•FLEXIBLE PAYMENTS

20. 6. MASTER RECRUITING ACROSS THE KT

21. 7. MASTER GETTING NEW REC OFF TO
A FAST START

22. OVERCOMING THE MOST
COMMON OBJECTIONS

23. “We don’t do anything on the first night/ I
want to shop around first/ I want to think
about it”
•“I understand, I'm sure the reason you don’t like to
do anything on the first night is because you want to
think it over to be sure you don’t make a mistake, is
that correct?” WFA
•“How much time do you need to think it over to feel
completely comfortable with going ahead?” WFA
•“Great would you agree that what I've shown you so
far is an improvement upon your current situation?”
WFA

24. “We don’t do anything on the first night/ I
want to shop around first/ I want to think
about it”
•“Great so while your thinking it over, what makes most
financial sense to the both of you, being properly protected
while your thinking about it, or not being protected, if there's
no obligation either way?” WFA
•“Great, we’ll get the underwriting process started tonight to
see if we can get you qualified for the coverage as your
thinking about it/ shopping around. That way your family has
coverage vs. no coverage Okay?”
•By the way as your shopping around, if you find something
that looks better on the surface be sure to get something on
paper, we’ll take a look at it when we come back and make
sure you get the best possible coverage with the best possible
value for your family okay?

25. “I JUST DON’T SEE THE NEED FOR LIFE
INSURANCE”
•“I understand that nobody likes to invest in something they
don’t think they need. But let me ask you a question. If I had a
toaster that popped up $3,000 a mo. Every month, would
you insure that toaster in case it breaks?”WFA
•“Even if it cost you $500 mo. To insure the toaster would you
still do it?” WFA
•Guess who acts as the toaster in your household? WFA
•“So if you can insure your income like you would insure the
toaster for a lot less than $500 mo. Wouldn’t it make
financial sense to see if we could do that?” WFA
•“Great so we’ll see if we can get you medically qualified for
the coverage”

26. “We want to see if our loan frees up any
money first before we do the insurance”
•“I understand, however if something happened to you
tomorrow what would happen to your family
financially?”WFA (They’d be in trouble)
•“So wouldn’t you agree that the coverage is needed whether
the loan closes or not?” WFA (“Makes Sense”)
•“Since we know that your family needs the coverage either
way, we’ll see if we can medically qualify you for the new
plan, and if you need to make any changes later depending on
what does happen with the loan, we can make them
accordingly, fair enough?”

27. “We have some other things we need to take
care of first, like health insurance”
•“I understand, all of those other things are important to your
family. However, what actually pays for those things like
health insurance?”WFA (My income)
•“So what would you say is more important to protect “those
other things” or your income which actually pays for those
other things?” WFA (“My income”)
•“So if we can put together an affordable plan that protects
your income, so you can provide those things for your family
no matter what happens, will you implement it?” WFA (sure)
•“ Great, lets see if we can get you qualified for the coverage”

28. “My agent is a close friend or family member””
•“I’m sure you would never do anything to hurt your
relationship with your friend or family member would
you?”WFA
•“What's more important to you your relationship with your
friend/ family member or your Spouse & Kids?” WFA
•“Great, so if we could do a better job for your family, wouldn’t
it make the most financial sense to take advantage of it?” WFA
•“ Great, and if your current agent really loves and cares about
your family, wouldn’t he/she want you to do whats truly best
for your family?” WFA
•“Great, so let me see if we can improve your current situation,
and if we can we'll see if we can get you qualified for the
coverage. Okay?”

29. DR. PHIL CLOSE/ bills more than income
•Can I teach you something real quick? WFA
•Have you guys ever seen DR. Phil on T.V. before or at least
know who he is? WFA
•Great, The reason I ask is I wanna be Dr. Phil for a second, is
that ok?
•When I walked into your house, I noticed a few things. I
notice you have cable Sat T.V is that right? I also noticed as I
went through your FNA that you have Auto/ Heath insurance
as well. Is that correct?
•So let me ask you john & Mary which one of those things is
more important than protecting your family? WFA
•So my question to you John & Mary is why do you have all of
“those things” but you don’t have protection for your family?
WFA (no one ever taught us)