Prospecting/Recruiting

1. Prospecting/Recruiting Art Says… You must Develop a Recruit Mentality and a Builder's Mindset!

2. $100,000 RVP — Revolutionary Opportunity Focus: Build Your 1st RVP RVP $10,000 Base / $2,500 Personal 50% Spread 60% Spread Direct Division $2,500 Direct Division $2,500 Direct District $2,500 • $3,641 from Securities and other/month – the company average for RVPs earning $100,000 per year. • Three Direct teams doing $2,500 each and $2,500 RVP Personal production • $700 from Bonuses/month • $4,227 from Commissions/month

3. $200,000 RVP — Builds an RVP Focus: Become an SVP RVP$15,000 Base / $5,000 Personal 15% 1st Override + 10% RVP Bonus 25% Total 50% Spread 60% Spread 1st Gen RVP $10,000 Division #1 $2,500 Division #2 $2,500 District #1 $2,500 District #2 $2,500 • Four Direct base shop teams doing $2,500 each and $5,000 RVP Personal production • One downline RVP doing $10,000 • $1,750 from Bonuses/month • $6,888 from Commissions/month • $7,225 from Securities and other/month – the company average for RVPs earning $200,000 per year. • See Important Notes on slide 46.

4. $300,000 SVP — The Ownership Position Focus: Build to Power Builder Level SVP$20,000 Base / $50,000 Thru 1st • 15% + 10% + 7% = 32% 1st Override RVP Bonus SVP Bonus Total RVP #1 $15,000 RVP #2 $7,500 RVP #3 $7,500 • $9,000 from Securities and other/month – the company average for SVPs earning $300,000 per year. • See Important Notes on slide 46. • Three 1st doing $30,000, $20,000 Base Shop $50,000 Total • $50,000 Thru 1st • $5,000 from Bonuses/month • $11,000 from Commissions/month

5. $750,000 NSD Focus: Build to SNSD NSD$15,000 Base / $210,000 thru 2nd • 15% + 10% + 7% + 4% = 36% 1st Override RVP Bonus SVP Bonus NSD Bonus Total 43.5%if Power Builder Bonus NSD at 1st SVP$20k RVP$30k RVP$12.5k RVP$10k RVP$10k RVP$5k 10% 2nd Override + 10% RVP Bonus + 7% SVP Bonus + 4% NSD Bonus 31% Total on 2nd • 10% + 4% = 14% 2nd Override NSD Bonus Total • 10% + 7% + 4% = 21% 2nd Override SVP Bonus NSD Bonus Total Today, NSD max on 2nd = 10.5%! (5.5% + 5% bonus) RVP$15k RVP$10k RVP$10k RVP$10k RVP$10k RVP$25k RVP$15k RVP$10k • $19,500 from Securities and other/month – the company average for NSDs making $750,000 per year. • See Important Notes on slide 46. • Six 1st doing $90,000 and Eight 2nds doing $105,000 • $22,500 Bonuses/month • $20,500 Commissions/month

6. $1,000,000 SNSD Focus: Build deep and wide to maximize compensation SNSD$300,000 thru 3rd / No Base Shop • 15% + 10% + 7% + 4% + 2% = 38% 1st Override RVP Bonus SVP Bonus NSD Bonus SNSD Bonus Total 45.5%if Power Builder Bonus SNSD at 1st RVP$7.5k RVP$7.5k SVP$30k SVP$20k RVP$10k RVP$15k RVP$15k RVP$15k RVP$15k • 10% + 4% + 2% = 16% 2nd Override NSD Bonus SNSD Bonus Total • 10% + 7% + 4% + 2% = 23% 2nd Override SVP Bonus NSD Bonus SNSD Bonus Total 10% 2nd Override + 10% RVP Bonus + 7% SVP Bonus + 4% NSD Bonus + 2% SNSD Bonus 33% Total on 2nd RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k RVP$10k Today, SNSD max on 2nd = 13%! (5.5% + 7.5% bonus) • $23,000 from Securities and other/month – the company average for SNSDs making $1,000,000 per year. • See Important Notes on slide 46. • Nine 1st doing $150,000 and Fifteen 2nds doing $150,000 • $37,000 Bonuses/month • $23,500 Commissions/month For internal use only. Not to be used with, or distributed to, the public.

7. $1,000,000 Income YOU ME McCloudConstruction GillsStudent CowgillPharm. Sales AlexanderSales BootyCoach CTIIIStudent/NBA • Yvette Henderson • (Engineer) • SolangeVanCamp • (Teacher/Tutor) • Rayland Johnson • (Student) • Hugh McKnight • (Engineer) • Sean Wallace • (Car Sales) • Marlon Antoine • (Car Sales Manager) • Malcolm Babin • (Student) • Brandon Powell • (Waiter) • James Holloway • (Lab Tech) • Roshawn Mathews • (Car Sales) • Jeremy Deshotel • (Student/Ins. Agent) • Zac Turner • (Oil Field Worker) • Brad Turner • (Warehouse) • Carlos Ratcliff • (State) • Mark Miller • (Coach) • Matt Ponder • (Coach) • Doug Annison • (Real Estate / Car sales) • Mike Puckett • (Engineer) • Wes Roan • (Hospital Admin.) • Rusty Foster • (Pastor) • Phil McGill • (Engineer)

8. The Cash Flow Quadrant No Control of TIME. No Control of MONEY. Control of TIME. Control of MONEY. Employee Has a job.Income based on position, not the person. Business Owner Owns a system.Has others working for him/her. Unlimited income potential via manufacturing, marketing, etc. Self-Employed Owns a job.Dentist, doctor, lawyer, hair stylist, real estate agent, salesperson. Investor Has money working for them.Enjoys complete freedom and lives the dream. Limited control of TIME. Limited control of MONEY. Control of TIME. Control of MONEY. The Cash Flow Quadrant, CASH FLOW Technologies, used with permission. The Cash Flow Quadrant and ESBI are trademarks of CASH FLOW Technologies Inc. For information purposes only. Not for any product solicitation.

9. The Transition Do not CONFORM to this world, but be TRANSFORMED by the RENEWING of your MIND.

10. Prospecting/Recruiting Art Says… Spend 50% of your time Prospecting & Spend 50% of your time across the KT! The best way to prospect is to prospect for Recruits vs. sales! The best recruits always come from the KT! You must develop a System where RecruitingNever Ends! Whatever problem you may be having in Primerica; Recruiting is the Answer! The Top Recruiters are always the top income earners, top producers, biggest builders, and company heroes!

11. Prospecting/Recruiting Art Says… Recruiting must become a Way of Life! (It must become Natural / Habitual) Recruiting is the Life Blood of your business! You must become a Master Prospector! You get Paid to Prospect! Look at Everyone as a prospect until they disqualify themselves. Don’t say “No!” for them. Recruiting is nothing more than a Sales Process! Remember: You are always Onerecruit away from an Explosion! Always assume, “This is the One!”

12. Prospecting/Recruiting You must be a COMPULSIVE BELIEVER! “You never know when the next person you talk to/recruit will be the next Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks!”

13. Prospecting/Recruiting Art said: “You are only 1 recruit away from an explosion.”

14. Prospecting/Recruiting Art said: “You are only 1 recruit away from an explosion.” Always assume that your next recruit will create the explosion!

15. Prospecting/Recruiting • Ask yourself…Where is the next • Mike Sharpe • Sam Shepard • Tonia Poe • Brett Burks • …at this moment? Wherever they are, you need to be there, ready to offer them the greatest opportunity in American business!

16. Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks.” So at every KT, assume your next SNSD is in that house!

17. Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks.” So on every 30-name list, assume your next SNSD is somewhere on that list!

18. Prospecting/Recruiting Art said: “You never know when your next recruit will be Mike Sharpe, Sam Shepard, Tonia Poe, or Brett Burks.” So on every referral list, assume your next SNSD is somewhere on the list!

20. Prospecting/Recruiting Where did they come from? Why did they join? How many of them do you want on your team?

21. Prospecting/Recruiting Recruiter Prospects People always give their commitment to those with the deepest rooted conviction. You will only testify to the level of your convictions!

22. Prospecting/Recruiting Dr. Phil on Recruiting • Target-Rich Environment • Change Your Routine Become a Rabbit Recruiter! The 3 Foot Rule!

23. Prospecting/Recruiting

24. Prospecting/Recruiting Remember: People are going to give their commitment to someone or to something. Assume it will be to You and to the PFS Opportunity! Winners are Chasers! (Bass vs. Carp) You can’t control who bites, only the amount of lures you cast and the attempts you make. Remember the Sermon on the Mountain. VS.

25. THE COACH APPROACH Focus On Growing “Ourselves”: Leadership Skills People Skills Sales Skills

26. THE COACH APPROACH Focus On Growing “Ourselves”: Leadership Skills People Skills PEOPLE SKILLS People Skills Sales Skills

27. THE COACH APPROACH Leadership Skills Sales Skills People Skills

28. PEOPLE SKILLS 1. Smile 2. EyeContact 3. BodyLanguage (Posture, up-right, upbeat, Energetic) 4. Professional & Pleasant Greeting 5. InterestedExtrovert A. Keep Conversation moving (Carousel / Tennis) 1. Make a Statement/ Ask a Question/ Go in that Direction 2. Non-Confrontational / Non-Controversial B. Keep Spotlight on them C. Listen 1. with your ears (squinted) 2. with your eyes 3. with your face 4. with your mind (Seek 1st to be understand)

29. Prospecting/Recruiting Be Friendly, but not a Phony Be Bold, but not Overbearing Entice, don’t Insult Be Persistent, but don’t Beg Be Excited, but not Eccentric

30. Prospecting/Recruiting Engage “Irritating” Annoying “Scary” Obnoxious “Lazy” Apathetic

31. Prospecting/Recruiting Engage Guide & Protect Like/Trust

32. Prospecting/Recruiting Engage

33. Prospecting/Recruiting Others Run FROM You Others Run TO You

34. Prospecting/Recruiting • Crap Magnet • Success Magnet You attract what you ARE, not what you WANT! So if you want to attract a more attractive TEAM, you must become a more attractive PERSON!

35. Prospecting/Recruiting Objective: Leave with a name & a person who wants to talk to you again! Leave with a name & a friend (like & trust) Get in “Verbiage” Get out Make a Statement Ask a Question Go in that Direction Make a Connection FORM STEAM NEADS

36. Prospecting/Recruiting Family Occupation Recreation Money Sales Teacher Enthusiastic Ambitious Money Motivated Now Enjoy Alter/Change Decision Maker Solution F O R M S T E A M N E A D S

37. Remember: Recruiting is Nothing More Than a Sales Process • Assume: • They Love Their Family • They’re Responsible • They’re not Stupid • 1. Educate • Disturb • Create a Friendship

38. Prospecting/Recruiting RATT Recruiting Recruiting At The Table

39. Prospecting/Recruiting • Recruit to the Shortfall • Bag / Give up on Goals. • Compromise Goals • Pay the Price to Accomplish Goals!

40. Prospecting/Recruiting One-on-One Recruiting

41. Prospecting/Recruiting • Closing the Recruit • On a Scale of 1-10, • You want me to shut up because your not interested. • (10) You want me to shut up because your ready to get started. • Before you answer, let me tell you what some people say:

42. Reasons People Don’t Join Primerica: 1. No Time 2. No Money 3. No Confidence/Belief Pride 4. Ego Fear 5. No Desire or Ambition to have a better quality of life.

43. Remember: Recruiting is Nothing More Than a Sales Process YOU + PFS Where they are NOW! Where they want to go!

44. Prospecting/Recruiting New Associate Sees: weakness, instability, lack of focus, lack of confidence, flaky New Associate Sees: strength, focus, stability, confidence

45. THE COACH APPROACH Great Teams are made up of Great Playersand Great Coaches! How do you recruit great players? What do great players look for in a coach? Lou Holtz: Can They Trust You? Do you have Integrity?= Do you do what you say you are going to do?

46. THE COACH APPROACH 2. Do you Care about Them? • Say and Show • Communication • Relationships • 3. Are you committed to excellence? • Skills (Total Humility) :Do you know how to get where you say you want to go, and if they decide to go there, can you teach them how to get there? • Will (Resolute Will) :Will you go the distance, and continue to the price for greatness? 4. Do you have a Positive Winning Attitude-HOPE • Do you believe tomorrow will be better than today? • Do you know and believe in where your going? • Are you constantly casting and selling your VISION?

47. 25 65 PICK A PLAN To have $1 million at age 65, would you rather save: $1,000,000 $100/month from 25-65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce returns.

48. 35 PICK A PLAN To have $1 million at age 65, would you rather save: $1,000,000 $335/month for 30 Years 25 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce returns.

49. 45 PICK A PLAN To have $1 million at age 65, would you rather save: $1,000,000 $1,000/month for 20 Years 25 35 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce returns.

50. 55 PICK A PLAN To have $1 million at age 65, would you rather save: $1,000,000 $4,250/month for 10 Years 25 35 45 65 This hypothetical assumes a constant nominal 10% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees which would reduce returns.