Pre-Paid Legal Sales & Recruiting Training 101

2. Pre-Paid Legal Sales & Recruiting Training 101 • In order to make you money with Pre-Paid Legal you’ve got to provide your prospect with VALUE! • Value in the membership or value in the business opportunity proposition. • Or value in both! • This training will give you valuable insight on how to provide more value so you can make more money with Pre-Paid Legal Services!

3. MATTHEW 7:7 • How do I get people to buy the Pre-Paid Legal/Identity Theft Shield services from me? • The Bible provides the answer! • Ask, and it shall be given you, seek, and ye shall find; knock, and it shall be opened unto you! • The answer? Ask for an appointment?

4. Why do we buy anything? • We need it! - Necessity, provides better quality of life. • We want it! - Emotion! Fear of loss!

5. The Selling Process • Asking Questions! • Telling Stories! • Closing Deals!

6. Questions To Help In Your Appointments! • When was the last time you updated your last will and testament? • Have you ever gotten a moving traffic ticket? • Did you have an attorney help you with it? • Would you have used an attorney if it didn’t cost you anything? • Have you ever been treated unfairly before? • What did you do about it? • Have you ever signed a contract? • Who prepares the contracts we sign? • If you had an attorney review every contract for free would you use them from time to time?

7. Questions To Help In Your Appointments! • Do you have teenage drivers? • Are you ever concerned about them running over a child or getting into a car accident where they or someone else is injured? • What would you do if your child was charged with manslaughter? • Have you ever just wanted to get advice on a legal matter but swept it under the rug because you knew what it cost too much! • Ever had problems with an insurance company? Cell phone company? Medical practitioner? Did you use an attorney to help? If you could have used an attorney without paying their hourly rate, would you have? If I could show you a way to access top quality attorneys who can help in all these areas and provide more peace of mind for you and your family would you give me 15 minutes of your time?

8. Tools For The Appointment All Of These Supplies Can Be Purchased Through Pre-Paid Legal Marketing Supplies: 580.436.7424 Black Presentation Folder: 51021 Universal Membership Application: 50994 Associate Application: 51008 Life Events Family Plan Brochure: 50976 Legal Shield Brochure: 52514 Identity Theft Brochure: 52896 Law Firm Brochure: # Variable by state Business Card: Order Cards @ www.jfaonline.com It’s To Your Benefit Handout: www.directorteam.com under Resources Comp Plan Sheet www.directorteam.com under Comp Plan

13. FREE LETTERS!!

15. The 9¢ PPL Brochure Will Make You Big $$ The Main Value Of Our Service

17. Recruiting Steps from Initial Approach to Recruiting A New Associate!

18. INITIAL APPROACH STEP 1 - ASK A LEADING QUESTION

19. Uncovering A Need! • If you can uncover a need through casual conversation, by asking pointed questions or by someone simply volunteering a need, you can use that need as the “hot button” as you move forward with your prospect. • If they bring up an objection or even a question that you can’t answer you can brush it off by saying, “I really don’t know about that but I really do think it’s a way for you to address (the hot button.) I think you should really see for yourself! It’s pretty exciting! If you don’t think it’s a way to help out with (the hot button), no harm, no foul!

20. Examples of this type of question might include: • "Are you open to making additional income around what you're currently doing?" • "Are you open to creating additional streams of income?" • "Have you considered doing something in your retirement to supplement your income?" If no, "Are you open to it?"

21. Other Examples • "Have you ever considered doing something on the side to earn some extra income?" If no, "Would you open to it?" • "Have you ever considered working from home so that you can spend more time with your kids?" • "Do you keep your financial options open?"

22. STEP 2 - 15 SECOND COMMERCIAL • You are going to basically say something like: "Well, I just got started working with a company that has found a solution to the problem with identity theft. People are making some awesome money working from home even in their spare time." • Pause - let that settle in a little bit then move on to step 3

23. STEP 3 - ASK FOR PERMISSION • Keep it simple and just ask them: "If I got you some more information would you like to take a further look?" If they say yes then they are qualified and you move on to the exposure. If they say no, don't try and convince. Possibly ask for referrals and move on.

24. Using The Tools • If you give your prospect a PBR DVD be sure to create value by asking your prospect for a commitment to watch it within 24 hours. • Explain that you are okay to give it to them if they’ll take a look in the next day or two but if not, you’ve 4 or 5 other folks who you need to share it with.

25. Other Exposure Tools To Use • Brochures • Websites • www.GREATCAREERPLAN.com - Free • www.GREATWORKPLAN.com - Free • www.buildlastingsuccess.com - Free • www.buildblastoffsuccess.com - Free • Pre-Recorded opportunity calls • 512.404.2330 Four Minute Recording • Briefings, Luncheons, P.B.R.’s, etc.

26. Fortune Is In The FOLLOW UP! • Follow up with your prospect with urgency! • Use 3-way calling to answer your prospects questions if they have any. • Invite them to a LIVE event if they haven’t been to one yet. • Get them enrolled if they are ready to go!

27. Follow Up Protocol • You really want to find out if they reviewed the information so you can take them to the next step. • If they did you want to get them on a 3 way call ASAP or if they are ready to sign up, sign them up and then use a 3 way call to have the team leaders welcome them to the team. • If they haven’t reviewed the information, create a sense of urgency. Say something like, “Oh, well I know you’re busy. We all are but I sure would like to get your feedback on the information I gave you. Do you think you’ll be able to review that by tonight?

28. Handling Objections • Is this a pyramid? • Is this like Amway? • I don’t have any money? • I don’t have any time? • Is this MLM? • I need to talk it over with my spouse. • I’ve tried this before and it didn’t work. • I don’t like meetings. • I saw some bad stuff on the web about you.

29. Is this a pyramid? • Is this a pyramid? What do you mean? • Is this a pyramid? • You mean where the people make at the top make all the money? Yes. Oh, no, it’s nothing like corporate America! We have unlimited income potential even when we’re just starting off! • Is this like Amway? • Is this like Amway? What do you mean by that? • I don’t have any money? • Perfect! We can fix that problem! • I don’t have any time? • Awesome! You have the contacts, I have the time! This business is perfect for you! • Is this MLM? • Why, do you like MLM? • I need to talk it over with my spouse. • When will you see her/him next? How long will you need to talk it over? Great! Be sure to watch this DVD together then! If he doesn’t give you permission you can just give me the DVD back the next time you see me. Is that fair? • I’ve tried this before and it didn’t work. • What do you mean? What didn’t work? • I don’t like meetings. • If meetings made you money would you like them more?

30. Feel, Felt, Found &A Question For A Question • Oh, I don’t think I have enough time for this right now. • John, I know exactly how you FEEL! I FELT the same way when I first looked at this opportunity but what I FOUND is that I can make a lot of extra income simply weaving this around my current lifestyle! • I have the time! You can use me and the time I have to help you build your business! It’s all about TEAM WORK!

31. Use Your “Upline” or Team Support Personnel • You should ALWAYS try and use your team support leadership when your prospect is asking questions! • You should not say ANYTHING until you can say EVERYTHING or you’re just going to get yourself into trouble and lose your prospect! • Corporate America folks always seem to struggle with this because they aren’t used to using “the team” for assistance! Use the team!