RVP

1. Timothy and Lindsey Barley RVP York, Pennsylvania

2. Introduction • Thank you to Jim and Julie for the opportunity • Supportive people in our life • Excited for the best contract in American business today • Proud of the process and the accomplishments thus far • Feel a tremendous amount of responsibility to do something big for our family, our community, and our company • In retrospect, it’s amazing how much our life has changed in the past four years

3. Background • 28 years old • In business for 4 years • Former Construction Estimator, $68k • Degree in Engineering Management • Wife Lindsey was a 4th grade teacher

4. Background • Grew up in a small town • Parents influence • Played football • Decided not to play in college • Worked since I was 14 • Met Lindsey Freshmen year of college

5. Through College • Worked full-time while a full-time student • Always had a fun car • Got engaged sophomore year • Bought a house junior year • Married after senior year • Never could stop

6. Life Continues • Decided to Build Our Dream Home • Both of us were working full time and part time • Primerica Introduction • Co-worker gave Lindsey a Primerica Secure Brochure • Knew we needed life insurance • Ended up recruiting myself

7. Primerica Snapshot Earned the Watch ($50,000) 2/2012 Crossed over $250,000 11/2013 Earned the Ring ($100,000) Securities Licensed Millennial Working Group 9/2012 11/9/2010 4/2014 2010 2011 2012 2013 2014 2014 Senior Leadership Meeting Life Licensed Promoted to RVP 5/4/2010 4/28/2012 1/2014 Submitted IBA Went Full Time Earned the 2nd Diamond ($200,000) 3/22/2010 10/18/2011 5/2013

8. First Few Months • Got licensed – off to a quick start • Fighting the system • Wanted to quit • Half of department was let go • Decided to get securities licensed – build a team • Never looked back

9. December 2011 • 2nd month full-time • Division Leader pushing for Regional Leader • Worked hard, but it did not show • 1 Team Recruit x $3,321 in Life Premium • $2,890 in income • Rolling 12 was at $36,930 • After what seemed like a failure of a month… • 12 Team Recruits x $18,071 in Life Premium • Over $900,000 in securities apps • $10,642 in income • Promoted to Regional Leader 2/1/2012

10. End of December 2012 • Regional Vice President for 8 months • Team starting to explode • 12 Team Recruits x $16,191 in Life Premium • $13,769 in income • Rolling 12 was at $134,561 • We still had so much to learn • We spent much of 2012 focusing on the wrong things • Finally getting back to the basics

11. Goals Change • Part-time $500-1,000/month • Part-time $4-5,000/month • Career change • Full-time $100,000/year • Building a family business and getting ownership • Helping others reach their goals along the way • Putting yourself in a position to give significantly

12. Quality Part Time Schedule • March 2011

13. Transition To Full-Time • Have a full-time, business owners mindset before you are actually full-time • Build an emergency fund • Ask your RVP to hold you accountable • Make the transition when you feel like your JOB is getting in the way of your business • Work your business like a job for a period of time after making the transition • How I made my decision

14. Initial Challenges • After averaging 4k part-time for 9 months, our last month part-time we only made $800 • My first month full-time, I spent 150+ hours studying for mortgage license, and the SMART Program ended the day I passed my final exam • There were a lot of reasons in November and December to doubt the decision to go full-time, but we had an overwhelming sense that we had done the right thing

15. Quality Full Time Schedule • January 2012

16. Hard Work Pays Off • After pushing through a tough first 2 months, our hard work paid off and we earned 43k of income as a Division/Regional Leader in the first 4 months of 2012! • Earned our RVP promotion within 6 months of making the decision to do so

17. What a Week Looks Like Today

18. Winning the Trips

19. Attendance • Personal and team • It’s a momentum business • Business is built by pushing from meeting to meeting • The meeting you don’t want to go to is the one you need the most • Make a personal commitment to growth • Big decisions are made at big events

20. Flipchart (Success System) • Duplicable system • Makes both the trainee and the client feel they can do it • Shows client concepts on the first appointment, creates a lot of value • Leads to many more referrals and independent field trainers • Ask the right questions at the end • Commitment • Fee for Service • The Opportunity

21. Four Objectives of the Kitchen Table Recruit the prospect Train the trainee (always travel double) Get referrals Make the sale

22. Partnership • A partner can take many forms • Spouse, parent, sibling, or teammate • Partners can take on different roles • Emotional support • Help with family and tasks around the home • Eventually may get involved with your business • Lindsey’s role changed drastically over three years, offering emotional support initially, growing to the point where now she is on appointments when needed • She recently officially retired from Teaching to join me full time in the business

23. Multiple Solutions • Buy term AND invest the difference • Do the whole job for the client • Life • Auto and home • Long-term care insurance • Investments • Other products • How can you help a client without properly identifying the need? (FNA) • Maximize your income opportunity • Construct a checklist for every client

24. Client Checklist • Areas of Excellence • Highlight areas they are doing well in • Build them up • Areas of Concern • Either areas they pointed out, or that you have identified through the FNA • Implementation • What steps should they take from here? • It’s our job to offer them hope, then give them a plan to reach their goals

25. Lead By Example • Personal production • 2-4 direct associates per month • $4-6k in personal life premium • $2-400k in personal securities • There are things about your business that you don’t need to talk about • Stop focusing on survival and stay uncomfortable

26. Prospecting • Warm market • Referrals from existing clients • Potential clients • Potential associates • Success Now System • Community events • Cold prospecting • Whatever it takes • Always have massive numbers of people to call

27. Cold Prospecting • This is an unbelievable tool for the right person and a skill worth pursuing • However, the Law of the Field • Most people will not do this, therefore it is not duplicable • Will intimidate most people • Easy Primerica vs. Hard Primerica • Art Williams built the company to be a warm market company

28. Tips on Prospecting The goal of prospecting is simply to create a contact It does not have to be overwhelming Whooty the Owl – “Who do you know?” “I’m a local business owner as well, and I was hoping we could get together for a few minutes so I could introduce myself”

29. Small Business Opportunity • The key to maximizing your opportunity with Primerica is your ability to create activity • Team building • Client building • Small business owners present an unbelievable opportunity to create activity, especially for someone who is full-time or looking to transition to full-time

30. Creating a Contact • Warm market • Cold calls from phone book • FNA’s/existing client base • Networking groups • Prospecting business owners you come in contact with

32. Making an RVP Run • Focus on Attendance – personal and team • Set goals with definitive size and timeframes • Be coachable and put a plan in action • Be confident and practice self-affirmation • Do not quit on yourself • Focus on building and developing a team, through recruiting and field training

33. Benefits of RVP • Create your own culture • Privilege of leading a team • RVP compensation • Unlimited income potential • Freedom • Ownership opportunity

34. Behave Yourself Into A Good Attitude • Strawberry Festival in Summer 2011 • The lesson is that you need to practice behaviors (doing) even if it seems to have no immediate impact on your business • Look at the difference that had for someone else’s life! • How many other families will be impacted over the next 20+ years?

35. The Law of Averages • Company #’s: 8x5x3x1 • 8 – Qualified KT’s set • 5 – FNA’s completed • 3 – Life closes • 1 – New associate • How many times do you have to work the cycle to hit your goals?

36. My Averages - 2012 • Personal FNA’s = 114 (9.5 per month) • Life cases / FNA = 75 / 114 = 66% • Life premium / FNA = • $89,954 / 114 = $789 • Securities / FNA = • $3,482,022 / 114 = $30,544 • QBI = 85.58% • Average income per FNA = $1,180.36

37. By the Numbers

39. All Because of Hard Work • The person who gets in front of the most people is going to be rewarded

40. How I Approach a Week • Know what schedule needs to look like • Carry backs from previous week • Reschedules from previous week • Call leads during free time • Typically know what the next week will look like by Wednesday • Sunday evening, make calls with a purpose • Fill open time slots with other business essentials – study, prospect, paperwork • Other things will fill in as week progresses

41. What a Difference a Year Makes • November 2011 • $68,000 at a full-time JOB • $35,000 in part-time business • Division Leader • It was time to make a decision • December 2012 • All my efforts went into building OUR family business as an RVP • Still learning, making a lot of mistakes • Cash flowed $134,561 in first year full-time • Added over $100,000 in income again in our second year full time

42. How Primerica Has Changed Our Life • Person you become • People • Places • Things • Options

43. Person You Become • You have to become the person you want to be • Must keep a world class schedule • Personal, spiritual, and physical growth • Time with family • Daily devotional • Daily goals and affirmations • Books • CDs

44. People • Baseshop Team • Wolfpack Family • Band of Brothers • Other relationships across Primerica • Clients • Even have attracted friends outside of the business that are the type of people who you need in your life • Power of Association

45. Places Past Trips • August 2010 - San Diego – went as a guest • June 2011- First Convention Atlanta • February 2012 - Orlando- Universal Trip • June 2012 - Arizona – Biltmore Securities Trip • August - 2012 Colorado – Broadmoor Trip • October 2012 – MIT in Georgia • February 2013 - Boca – Florida • June 2013 - Convention Atlanta • July 2013 - Florida – Breakers Securities Trip • January 2014 – Atlanta – Senior Leadership Meeting • February 2014 - Hawaii - Hilton Hawaiian Village • April 2014 – Atlanta – Millennial Working Group • May 2014 – New York – Legg Mason Event • July 2014 – West Virginia – Greenbrier Securities Trip • August 2014 – California – La Costa Trip

46. Where We Have Gone/Are Going

47. Things Date Car!

48. Options • Unrestricted time with significant other • “Go-to” person for friends/family • “Nobody can put their thumb on you” • Stop making every decision based around money • The ability to give to others

49. (Blind) Faith • 4 years ago I was brand new, in the back of the room at our Leadership School • Look at all of the examples in the room • The only way to fail is to not put the work in • We made the commitment to put our heads down and go for it, be ALL IN! • It often felt like we were making no progress • It only took 3 years to change our lives forever • This business compounds out • This year accomplish 2x as much with same effort

50. Closing • We all have the same opportunity, and it’s all about a personal choice to win big • Don’t ever forget that we are paid in direct relationship to the impact we have on families in our community • Proud to be in business with you!