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The Distribution Chain. PRIMERICA made a conscious decision to market its products to the MIDDLE class. Our office does a FINANCIAL NEEDS ANALYSIS for every client. From a business standpoint, the FNA allows us to market multiple products at one time.
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The Distribution Chain PRIMERICA made a conscious decision to market its products to the MIDDLE class. • Our office does a FINANCIAL NEEDS ANALYSIS for every client. • From a business standpoint, the FNA allows us to market multiple products at one time. • From a client standpoint, it offers a total financial solution. Offices Office RVP’s RVP Licensed Agents You cannot be on the team unless you are licensed to deal in finance, therefore it’s very important to get licensed as soon as possible!
Getting Off to a Fast Start Trainee Field Trainer Life and Annuities Securities (6 and 63) Licensing Sprint Wide Drive Deep Building a Team Developing Your Market • Referrals Referrals 90 Days Forever • Your ability to move all fronts forward (doing these three things simultaneously) is going to determine how fast you build a business! • What you do with your trainer is what new will people will do with you.
In our office, we get fully licensed… As quickly as possible. INSURANCE–SECURITIES This team is the fastest growing licensing force in the entire company. We Know How To Get Licensed. If you follow our instructions exactly, you will have no problem passing the exam. We will provide you with all the materials you need to pass the exam. Make the first cut when you pass the Insurance exam. Make the TEAM when you pass the Securities exams.
Understanding Distribution BASKETBALL 5 VS. 5 OR 5 VS. 50 What’s More Probable? 5 x 20 = 100 20 x 5 = 100 100 x 1 = 100 It’s a Mathematical Formula: 30 X 20% = 6 ? X 20% = 12 ATTRITION
If you opened a restaurant and needed a chef… How would you find one? The 5 Characteristics Earn More $$$/Part-Time Dislikes Current Position Wants to run their own business/Entrepreneur Financial Education Help Others Out of 100 people, how many possess at least one of the 5 Characteristics? • Don’t be a mind reader. • You never know who people know. • They can lead you to great quality people. • People take time to incubate, so don’t run • them off.
The Training Process 1. Licensing Self-Study 2. Classroom Training Thursday – 7:30pm to 9pm Saturday – 10am to 12pm 3. 1 – on – 1 Training Orientation Personal FNA Fast Start Planner Primerica Online Goal Setting Ladder of Leadership
Grand Opening 1 Hour in the Field = 20 Hours in the Classroom Target Market 25 to 55 years old Married Children Homeowner Employed Put the Odds in Your Favor x x x x x x x x Priorities of Field Training Training/Confidence Referrals Recruits Acquire Clients x x Goal: 10 qualified referrals for every field training appointment. Rules Husband and Wife are present Sit at the kitchen table 2 appointments in a row 4-5 pointers in the evening 3 pointers & below: Office Adequate training is a minimum of 10 appointments. The best people went on 20 and they are better trained than 95% of the company. You have to understand that field training is an investment. You will learn to effectively recruit, train, build a business, and become wealthy.
TRIANGLE OFFENSE • Phone Hand-off to trainer… • Hi, my name is __________, how are you? I run a financial brokerage in Herndon, VA. (Trainee) just started working with my company. I’m really excited to have him/her as part of our team! • (Trainee) is getting licensed through the state of Virginia and has to go through training before he/she can get certified. There are 3 types of training that (Trainee) will undergo: • First, there is licensing training through the state of Virginia. • The second is classroom training, which we provide here at our office. • The third is field training. This last method is the most important because it allows (Trainee) to see real life situations. We like to say 20 hours in the classroom is like 1 hour in field! • Would (Trainee) have enough credibility with you and your spouse to where you’d help out with a • field training appointment? • What that entails, and we’ll make it easy by coming to your house for about 30 minutes to share • some concepts and information. All we ask for, for (Trainee)’s best training, is that both of you are • available and that you ask a lot of questions. Fair enough? • (Trainee) is scheduled to work on (day) and (day). Which day works better for you and your • spouse? Ok, great, (time) or (time)?
Ladder of Leadership RVP – 95% + Bonus 6 District Leaders 20 x $20,000 – 2 Months in a Row REGIONAL LEADER – 70% 5 Direct Reps, 3 District Leaders 10 x $15,000 in 1 Month DIVISION LEADER – 60% 3 Direct Reps, 1 District Leader 5 x $7500 in 1 Month DISTRICT LEADER – 50% 5 Clients in a month, 1 Rep REP – 35% Pass Your State Exam, FNA Certification
Fast Start Bonus 3 Recruits x 3 Clients - 1st 30 Days District Leader Promotion $500 Bonus 6 Recruits x 6 Clients – 60 Days $600 Bonus
