2014

1. 2014

2. ACCOMPLISHMENTS • 3,000 Recruits in our 1st year • Company Base Shop Record Holder • 575 Recruits in 1 year • $1,004,352 Premium in 1 Year – 1982 • Million Dollar Earner • Senior National Sales Director • Master Builder, PFS Field Cabinet • Company MVP - 6 Times • 580 Offices Nationwide & Canada & Growing • Over 16,000 PFAs • $1.9 Billion of Revenue in 2012 • Top 5 earners averaged $1,562,367 in 2012 • Top 10 earners averaged $1,257,655 in 2012 • Top 50 earners averaged $ 428,118 in 2012 • Top 100 earners averaged $ 246,172 in 2012

3. This booklet contains the KEYS to my Family’s Financial Freedom!

4. The greatest asset a person can possess is the _______ for __________ and the ___________ to ______ it and ______ it. desire knowledge willingness earn apply

5. WHATEVER your Mind can YOU CAN Achieve!! Conceive and Believe C + B = A

6. HOW TO BELIEVE IN YOURSELF ANDBE ALL YOU CAN BE The Formula: 1. Belief is an ABILITY 2. ABILITIES are ACQUIRED 3. The ingredients of BELIEF are: a. TRUTH, b. FAITH,and c. KNOWLEDGE i. Without Knowledge, you have FEAR ii. With Knowledge, you have CONFIDENCE, feel good about yourself, and believe in yourself.

7. How the Mind Works Conscious Mind (Master/Boss) Master Can Think Forms Thoughts (Commands) Gives Orders Can Not Think It Servant Sub Conscious Mind (Servant/ Employee) Reacts 100% Obedient NO Thoughts No Goals or Fuzzy Goals Negative Thinking See the Problem? YES Thoughts Dreams & Goals: Your CCMP Positive Thinking IT Looks for & Finds Solutions

8. All _______ and all __________ Things that ____ Acquires through _________ Begin in the Form of a _____ _______ ______ ______ of the thing one ______. Riches Material One Self-Effort Clear Concise Mental Picture Seeks

9. The 5 Steps to Goal Setting • You must have a Clear Concise Mental Picture (CCMP) of what you want (Goals & Dreams). • You must have a “Red Hot Burning Desire” for you to achieve your CCMP. • Find Pictures of YOUR CCMP and put yourself in the pictures • You must write down what YOUR CCMP is. • Each step to your CCMP must be Stretchingly Realistic • You must break down your CCMP into little steps; ”The Plan” required to complete the CCMP. • Determine Daily and Weekly steps, “Mini Goals”. • Determine what personal habits need to be changed. • Determine what disciplines are to be required of you, and • Recognize and Choose what personal sacrifices your willing to (must) give up in order to achieve your CCMP.

10. The 5 Steps to Goal Setting • You must Set a Deadline for Your CCMP to be completed. • This creates a sense of urgency to succeed • This date must also be flexible to meet unforeseen changes in personal situations. • Repetition – You must develop an advertising campaign to condition and motivate yourself to achieve your CCMPs. • Read: “Psycho-Cybernetics” By Maxwell Maltz • Remember your subconscious doesn’t know the difference between a “Real” and “Imaginative” commands. • See where you’re going and picture yourself there.

11. The Law of Compensation “The _________ one _________ in the __________ DEPENDS on the _________ and __________ of the __________ they render PLUS the ________ ________ in which they ________ to others.” Position Occupies World Quantity Quality Service Mental Attitude Relate Quantity: How well you use the “Law of large numbers” determines the number of Referrals, Invitees, Attendees, Presentations & Appointments Quality: How well have you developed your craft in the Quantity Areas

12. Living A Balanced Lifewith the 9 Fs 168 Hours in a week - 56 Hrs for sleep (7 days x 8 Hrs) 112 - 32 Hrs Family (1) Time (7 days x 4 Hrs + 4 Flex Hrs) 80 - 8 Hrs Faith (2) (Church) 72 - 6 Hrs Friends (3) or For (4) others (Community Service) 66 - 12 Hrs Fun (5) (Recreation, Hobby, Entertainment) 54 - 4 Hrs Fitness (6) (1 Hr every other day) 50 Hrs of work with your Firm (7) (JOB and/or Primerica) for Financial Independence (8) and Financial Impact (9) NOTHING GREAT EVER COMES WITHOUT DISCIPLINE

13. SAFFORD SUPERSTARSMASTER THE FUNDAMENTALS “A building is only as strong as the foundation on which it is built. These fundamentals are you success foundation for Financial Independence.” Bob Safford, Sr. SNSD

14. SAFFORD SUPERSTARSMaster the Fundamentals • I must be a WEEKLY Goal Setter and a WEEKLY Goal Hitter. • I must BRING a minimum of1guest to every Opportunity Meeting. I must INVITEa minimum of 4guests to guarantee1 show to every Opportunity Meeting. • I must make District Leader (3 recruits & $2,500 in premium) in the 1st60 days.

15. SAFFORD SUPERSTARSMaster the Fundamentals • I must master the Third Party Referral System • Using the Drop-In system with recruit present; 90% appointment ratio • Go-By with no recruit but with letter: 75% appointment ratio • Use the Phone with a letter: 50% appointment ratio • I must FNA 90% of all 1st Appointments and close a minimum of 50% of my FNA Carry Backs.

16. SAFFORD SUPERSTARSMaster the Fundamentals • I must average 10Referrals per client and have 100+ referrals in my inventory Book of Future Business at all times. • I must maintain an average premium of $800 and an average face amount of $227,000 per client. • I must TRAVEL DOUBLE on all appointments

17. SAFFORD SUPERSTARSMaster the Fundamentals • I must average, as a: Full-Timer, 1Recruit a week and develop a habit of 2 clients and 2 recruits each week Part-Timer, 1Recruit every 2 weeks and develop a habit of 1 client and half a recruit each week. 10. I must getSecurities Licensed so my clients can benefit from the “Buy Term and Invest the Difference” crusade 100% of the time.

18. SAFFORD SUPERSTARSMaster the Fundamentals 11. I must take a Secure, PLPP, Debt Watchers or Auto/ Home Application a minimum of 75% of the time (good = 95%) 12. I must harness the power of REPETITION to ensure the achievement of MY DREAMS; in order to do that I must REPEAT my affirmations and see pictures of MY GOALS, MANY TIMES EVERY DAY.

19. SAFFORD SUPERSTARSAdditional Thoughts • I must choose to spend my time wisely, focusing on my own growth and on those business associates who are recruiting and producing new business. • I must REMEMBER that if “I can’t change my people”, then I must “CHANGE My People.”

20. PLAN “A” Year12% ÷ 72 = 6 Yrs 0 $ 10,000 6 $ 20,000 12 $ 40,000 18 $ 80,000 24 $ 160,000 30 $ 320,000 36 $ 640,000 40 $ 1,280,000 Plan “A” Your Millionaire Age:_____ Doubling Periods? ______ How to have a minimum Net Worth of $1,000,000 Step 1: Save a Minimum of $10,000 your first year in Primerica ($833.33/month = 2 Clients x 12 months) Step 2: Let the Rule of 72 work for you! 24/7/365 (Watch Your Money Double!) Your Age Today: ______ PLAN “B” Year18% ÷ 72 = 4 Yrs 0 $ 10,000 4 $ 20,000 8 $ 40,000 12 $ 80,000 16 $ 160,000 20 $ 320,000 24 $ 640,000 28 $ 1,280,000 Plan “B” Your Millionaire Age:_____ Doubling Periods? ______ IT’S NOT WHAT YOU MAKE THAT COUNTS, IT’S WHAT YOU SAVE AND INVEST THAT COUNTS!

21. The POWER of 2(Got To, Get Two, in TOO: 2-2-2) Watch the MAGIC that happens when you COMMITT to TEACHING Everyone in your hierarchy – HOW to get 2 recruits in their 1st 2 weeks! YOU Month #1 Month #2 Now Teach these 2 to Get 2 and keep teaching and watch the EXPLOSION!

22. The POWER of 2(Got To, Get Two, in TWO: 2-2-2)(Continued) Month # 3 YOUR 2 Get 2 = 4 Recruits + 2 = 6 (District Leader) Month # 4 YOUR 4 Get 2 = 8 Recruits + 6 = 14 (Division Leader) Month # 5 YOUR 8 Get 2 = 16 Recruits + 14 = 30 (Regional Leader) Month # 6 YOUR 16 Get 2 = 32 Recruits + 30 = 62 (RVP @ 115%) Month # 7 YOUR 32 Get 2 = 64 Recruits + 62 = 126 (SVP soon) NOTE:YOU’VE NEVER RECRUITED MORE THAN 2 PEOPLE AND NEVER MAKE MORE THAN 2 SALES (TO NEW RECRUITS) After 1 year you will have 4,096 recruits in YOUR HIERARCHY! The biggest difference between EVOLVING and EXPLODING Is understanding and using this POWER!! How quickly do you want YOUR SUCCE$$ to HAPPEN? Answer: When You Decide for IT to Happen!

23. Duplicate the System Again and Again Break the Chain Start Again!!