The Greatest Opportunity Of Our Lifetime

PRIMERICA The Greatest Opportunity Of Our Lifetime

Why is it important to get off to a Fast Start? The why is more important than the how. If the why is big enough, people will do whatever it takes to find out the how! Keys to Success: Earn 50,000 points on Builders Track and witness 4 Life Transactions (one can be your personal policy) in your first 30 days and qualify for the Fast Start Award Program

Keys to Success: • If you follow our system, every goal or dream you have, can and will be accomplished. • Within about 60 days from now you will be licensed and trained along with 1, 2, maybe even 3 or more licensed and trained people who are in our market, know a lot of people and have credibility. • Several others on your team will be on track to do the same. • You’ll have an unlimited number of appointments to go on because of all of the new recruits coming on to your team that need to be field trained and you will be in a position to earn $2,000 – 5,000 per month, be a top producer and win all the company trips. • You’ll be on track to be RVP within 6 months or so, however you may want to go RVP in 12-18 months, so you’re mature enough in the business to be a great leader. • You could earn $20k - $50k in income your first year, and $150k - $250k plus your second year in thebusiness.

So, on a scale of 1-10, what is your desire to make all of this happen? • Don’t let negative people destroy your positive attitude and desire to win. People usually are negative because they aren’t willing to win, they don’t believe they can win and they quit. • All you need to do while getting licensed is get me in front of 10 people that are in the right market, across the Kitchen Table in the next 30 days. • How many days/nights can you give to Primerica right now? ___ • Who have you been thinking of that you would like to share this with? Ex: Most Ambitious, Best People Person, Wants to Make More Money. (Find out if they are qualified, if not set up interview or invite to the opportunity meeting) • Great, let’s go over what to say and role play a couple of times then we will set up your first few appointments. After we set up some appointments, then we will go over your Fast Start

SETTING APPOINTMENTS Hello (prospect), this is (trainee), how are things going? (short conversation) Great, I was hoping you might be able to help me out? (3 second pause) I’m starting to train part time for a new career, and I need to do several training appointments within the next couple of weeks. Would you and your (husband-wife) be one of my training visits this week? I’m scheduled to work ___________and__________, which is better for you? Great, 6 or 8? And both of you will be there? (see red script below to confirm) OR Hello ______ This is _____________, how are you doing? (WFA) Great! The reason I’m calling is I just got started with a new company, and I need to get trained. Would you help me out and allow me to come and show it to you &_________? Ok, what day would be better ____or____? 6 or 8? I need you both there ok? Great, (see red script below toconfirm)

INVITING TO THE OVERVIEW Hi, (chitchat) Listen, I’m calling because I just started working with a new company, I’m really excited about it and I need your help. I have a business overview this Thursday night at 7, will you and ____ be my guests? Its important to me, can I pick you up or do you want to meet there? ANYTIME YOUR WARM MARKET HESITATES, say: “If nothing else, I’d like your feedback, would you do that for me? Listen, _____, we see each other (at work, church etc) / we’ve known each other a while, right? (WFA) You know I wouldn’t ask you to help me if it would waste your time. If nothing else, you might see something that’s perfect for someone else, that way when you run across someone that might be interested you can send them my way,-- fair enough?” Great! (red script) “I will be writing it down in my planner so I don’t forget. Do you have a piece of paper and a pen? Could you write down the time, the day and my name, and put it on your fridge? And will you both be there, it’s important that both of you are, ok? (give address/ directions) “I’m really looking forward to seeing you this____ to show you what I’m doing. See you at ___!” What to say: What not to say: I am excited… Life insurance… I am in training Mortgage… I need your help… Investments… (People tend to have different ideas about what those words might mean, so don’t use them) E.T.H.O.R: Excited, in Training, need Help, get Opinion, might Refer me to someone

POSSIBLE QUESTIONS/CONCERNS So what is it? /What do you do? I’m learning to fix broken finances and broken careers/ Have you heard of PFS/ It’s asset management/ but I’m just learning about it so it’s a little more than I can explain on the phone- the meeting will explain what the company does [OR] when we come by I’ll have my trainer with me and I’ll have her/him explain it to you, would that be ok? So when would be better ______or_____? Ok, 6 or 8? (confirm w/ red script) I don’t think I’m interested. That’s ok, I didn’t know if you would be, but if you see something you like great, if not no problem maybe you can point me in the direction of someone who would be. I’m also working on getting my name out there anyway so you just knowing what I’m doing will be a great help, ok? (wfa) So what day would be better to meet with (my trainer and) me, ______or_____? 6 or 8? Will you both be there? Great! (confirm w/ red script) “I will be writing it down in my planner so I don’t forget. Do you have a piece of paper and a pen? Could you write down the time, the day and my name, and put it on your fridge? And will you both be there, its important that both of you are ok? (give address/directions) “I’m really looking forward to seeing you this____ to show you what I’m doing. See you at ___!”

NOTE: No confirming phone calls after 1st contact. If they ask you to call and remind them, say “You know what...I’m going to be pretty busy and don’t want to forget or just miss you. I tell you what, I’ve got it written down. If an emergency comes up, give me a call. If I don’t hear from you, I’ll know that we’re still on and we’ll see you then. Would that be okay with you? I’ve heard of/ tried Primerica: Oh really? How did it go? (if it went good) say: so are you already a client? (if so) say: That’s wonderful, is your agent still in touch? (if they are let them know that you’re going to do some big things here, ask for referrals, and tell them to keep you in mind for anyone they come across that wants to make big money). If their agent isn’t in touch anymore ask if they’ll help you out and allow you and your trainer to come over and give them a complimentary update.

(If they didn’t have the best experience) say: I’m sorry to hear that it didn’t go well for you. I’m just getting involved and from what I’ve seen so far it’s been absolutely incredible! I don’t know who you talked to before, but you’ve got to meet my trainer and see what I’m talking about. Will you help me out as a friend and allow me to come and introduce him/her to you and __________? You could also say: Man! How did you not get involved with this company?! It’s the most incredible thing I’ve ever been involved with! As long as I choose to follow this system I’ll make between $20k and $50k this year, and $100k to $200k next yr and be free. That’s way better than what you or I will ever get doing what we do now. Hey man, you’ve got to take a look at it one more time, maybe the last person that presented it wasn’t very good, my trainer is unbelievable, so when could I pop by to meet with you and____________ for a bit?

THE RIGHT MARKET Staying in the right market is critical to your success. If you work in the right market, you will get results and build a solid business. If you don’t - you won’t, it’s that simple! (There are some exceptions, but they are rare, so spend most of your time working in the right market). Client – one point each Business – one point each Married Credible Age 22-55 Motivated Children (under 16) People Skills Homeowner Competitive Occupation Desire to Make a Great Income

Pre-Qualifying District / Division or maybe even Regional Leader The reason you want to pre-qualify for District / Division / Regional Leader is because you will start out with several people to field train and be at a 50%, 60%, 70% contract vs. a 25% contract once you’re licensed along with others on your team that could do it as well. So your job is to introduce your field trainer to as many people as possible that you would like to have in your business as you’re going through the licensing process. YOUR PART Make Top 25 List Qualify 15 to go see in 60 days (2/week) Get Fast Start Award (50,000 Builders Track points including 4 life transactions within 30 days) You watch, learn, practice & see success. SHOW UP to meeting and trainings, listen to CD’s. WHAT THE TRAINER DOES FOR YOU We recruit 6+ Directs for you, 2 or more go to class with you, Do business with 8-12 families, You get promoted to District as soon as you’re licensed and You will have an Unlimited number of appointments to go on!

Guide to Success STEP 1 • Activate Primerica Online (POL) as soon as you get your Solution # ___ • Go to www.primericaonline.com • Click GO • Register using your Birth Date and • your Solution # or Social Security #

STEP 2 • Please reserve approximately 45 minutes to complete the Debt Certification • Log on to POL (under your own solution #) • Go to Support System • Select Debt Management • From the left menu, select Debt Certification • Use the menu on the left of the screen to watch the video and complete the test • You must answer each question correctly to pass • You may use the Back Button to re-answer a question • When you see “Congratulations” on the top of the screen you have completed the certification process. • Use the EXIT button to exit the Debt Certification training site.

STEP 3 Have your Trainer go through the Warriors 90 Days Blitz with you (if not completed already). Get off to a Fast Start and qualify for the Fast Start Award! Make your Top 25 List, help your trainer qualify them and schedule at least 6-10 appointments even as you go through the licensing process. Field training is one of the most important activities in your business. Watch, learn and see success! A Winning Attitude Always Be Positive—The single most important thing you can develop in your lifetime is a positive attitude. Commitment—Success at anything requires total commitment. You can’t win until you begin. Impatient for Success—True leaders are never satisfied. They always want to do more, accomplish more and become more. Expect to Win—If you think you can or if you think you can’t,, you’re right. Don’t Let Fear Stop You!—99% of the things you fear never happen. Don’t waste time worrying about what “might” go wrong. “Do It”- The winners “do it” and “do it” and keep on “doing it” until they win. If you follow our training and the system, you will succeed at Primerica!

You can’t help families and make money until you earn the required licenses to offer our products. The Life Licensing Process STEP 4 • Log into POL (under your own Solution #) • Select Licensing and Education • Select Education • Select Primerica U.S. Courses • From the drop down box select Washington, Primerica Pre Licensing Course will automatically fill in. • Click Next • Enter all the required information on the following pages until your registration is complete. • Remember that PFSU will reserve a seat for you in the class. Please show up on both days and be on time! Class Date _________________and __________________ Address _____________________ Time _________to__________ and _________to __________ _______________________

STEP 5 After you’ve completed PFSU Prelicensing Course • Log into POL • Select Licensing and Education-- Select Education • On the left hand menu, select Life Online Exam Simulator • A new window will come up, select simulate your exam. • When you score a 80% on the Life Online Exam Simulator you can access the bonus questions. • WWW.PROMETRIC.COM and schedule your test no more than 3-5 days out • Then Answer Bonus Questions. This will give you a really good idea of the actual test. • Take the “Final Exam Online” on POL and if your score is above 80% you are ready to take your state exam. • The cost for scheduling is approx. $60.00 and an additional approx. $60.00 when you pass. (Depending on which state you’re in). Please take the Pass Notice and Fingerprints to your RVP. He/she will fill out your application and submit your application to the Regional Licensing Center for the final step in the life licensing process which is also referred to as “CODED”. • DO NOT CONTACT THE STATE LICENSING BOARD FOR INFORMATION, THIS ONLY COMPLICATES AND PROLONGS THE PROCESS. Please call RVP or your trainer for updates if necessary. • Once you are coded, Primerica will reimburse you for the entire licensing cost. This process may take 2-3 weeks.

The Builders Track Scoreboard and Bonus Watch your score increase as your activity, production and achievements are documented. You can bonus for up to 6 production months following your starting month. Bonuses range from 10% for 50,000 points, up to 20% at 100,000 points. Most of the activities on the Builders Track Scoreboard will update automatically as they are completed. As a guide you should be at 50,000 points within 30 days, and 100,000 points within 60 days. To update the category, just click on the title, update then refresh the screen

Butch Pacheco

Goals: Set your goals and increase your score by 1,000 points. Attend Meetings: Office Manager will document meeting attendance. Personal FNA: Complete your personal FNA, increase your score by 1,000 points and understand our crusade. Online Orientation: Each video you watch adds 100 points to your score! Life Pre-Licensing: Register, attend and complete either PFSU and increase your score by up to 9,000 points. Life Exam Guarantee: Learn how to qualify for the life exam guarantee and earn 2,500 points. Contact List: Enter your Top 25 contacts and get 100 points for each one, up to 2,500 points. Appointments: Log and confirm your qualified appointments and get up to 5,000 points. Bring Guests: Office Manager will document attendance. Recruits: Receive personal recruit credit with no maximum score potential in this category. Life Apps: Qualified Field Training Appt. and Life Apps earn 2,500 points toward your score with no maximum score potential in this category. ** Must inform Office Manger who the “trainee” is for tracking ** Other Apps: Increase your score by 1,000 points each for Auto & Home Completed Apps., Booked Loans, PLPP Cases and Securities Initial Accounts (must have appropriate licenses) with no maximum score potential in this category. Debt Approved: Complete your Debt Certification and earn an additional 1,000 points. Life Licensed: Increase your score by 5,000 when you become Life Licensed! Sr. Rep/District/Division: Increase your score with every advancement. • Use the scoreboard “thermometer” to track bonus level progress • Once licensed, scoreboard tracks month to date premium and bonus

BUILDERS TRACK 30 DAY SPRINT 10% to 20% Monthly Bonuses Bonuses start @ 50,000 points •  Things you can do on your own to increase BONUSES! • Log on to primericaonline.com • ◊ Confess Your Goals 1,000 • ◊ Learn: 10 Video’s Online Orientation 1,000 • ◊ Debt Certification / Loan License 1,000 • ◊ Register For PFSU Licensing Class 2,000 • ◊ Enter First 25 Qualified Contacts 2,500 •  Things to do w/ Field Trainer to increase your BONUSES! • Learn the business to teach the business • ◊ Complete & Implement your FNA 1,000 • ◊ Set 10 Qualified Appointments w/ FT 5,000 • ◊ Recruit 3 Directs – Start The Fast Track 7,500 • ◊ Witness 4 Life Sales In Your Market 4,000 • ◊ Sr. Rep. Promotion 35% Vs 25% 5,000 Builders Track Points Points in RedBOLD should be earned within your first 48 hrs!

 Get Licensed With Your Team • Builders Track Points • ◊ Complete Life Pre-Licensing Class 10,000 • ◊ Schedule Your State Test – Team Study 5,000 • ◊ Online Exam Simulator – Get Guarantee 7,000 • ◊ Pass State Exam and GetLicensed 2,500 • ◊ Help Your Team Do The Same 5,000 •  Plug Into The System Your First 4 Weeks • ◊ Attend All 4 Opportunity Nights 2,000 • ◊ Attend All 4 Trainings 2,000 • ◊ BRING NEW PEOPLE / 4 New Guests 2,000 Achieve 50,000 points & start qualifying for bonuses! 56,500

The Greatest Opportunity Of Our Lifetime