We Understand that Everybody Wants to be Somebody.

1. • We Understand that Everybody Wants to be Somebody. • We Always Treat People Good. • We Always Build Personal Relationships. •We Remember to Praise and Recognize People. • We Stand for Helping Families Become Debt Free and Financially Independent. •We Have a Total Commitment About Our Cause. •We Are Crusaders. • We Are Mentally Tough. • We Are Always Positive. •We Have a Vision for Helping the World, Our Communities and Our Families. • We Will Become Financially Independent. •We Are Never Afraid of Failing, We Take Risks. •We Do it First. • We Always Do What We Say We’re Going to Do. •We Will Never Give Up.

2. For training purposes only - Not for distribution to the public

3. State Licensing Testing Site, Los Angeles - on the internet… WWW.mapblast.com www.insurance.ca.gov (800-967-9331-(check on test date) 300 S. Spring St. North Tower Suite 1000 Los Angeles, Ca Don’t forget to bring check or money order for $74.00 and drivers license. San Diego Testing Site Directions Don’t forget to bring check or money order for $74.00 and drivers license. Your trip's estimated travel time is 2 hours, 1 minutes for 119.21 miles of travel. Step 1 Take 10 Fwy towards San Bernardino (East). Step 2Turn right on I-15 and go South for 96.8 miles (elapsed distance: 102.4 mi) Step 3 Continue on CA-163,Cabrillo Fwy at sign reading "CA-163 South" and go South for 11.1 miles Step 4 Continue on ramp and go South for about 400 feet Step 5 Turn right on Ash St and go West for 0.5 miles Step 6 Turn left on Front St and go South for about 100 feet to 1350 Front St . (Right side of the street.) (elapsed distance: 114.1mi) Reschedule or Retake Your Insurance Exam IN PERSON!!!!! *** If you need to retake or reschedule your exam, it is highly, highly recommended that you DoNot send money to the Dept. of Insurance. You should drive to this office to reschedule in person!!! (Don’t forget to bring a check or money order for payment) It could mean the difference between months of taking the exam again!!!!! Your trip's estimated travel time is 37 minutes from Upland, Ca. for 35.22 miles of travel, total of 5 steps. Step 1 Take 10 fwy towards Los Angeles (West). Step 2 Continue on US-101, Santa Ana Fwy and go West for 0.5 miles. Step 3Continue on US-101, Santa Ana Fwy and go West for 0.5 miles Step 4 Continue on ramp at sign reading "Spring St." and make a right turn off freeway. Step 5 Continue for about 1 to 2 miles, on your left hand side you will see: 300 S. Spring St, Los Angeles, Ca 10th floor South Tower 213-897-8921 (elapsed distance: 35.2 mi) For training purposes only - Not for distribution to the public

4. SMART Loans (No License required) • APFA / PFA = .312% $100,000 X .382% = $312.00 • SPFA= .364% $100,000 X .446%= $364.00 • DISTRICT = .442% $100,000 X .542% = $442.00 • DIVISION = .573% $100,000 X .702% = $573.00 • REGIONAL = .827% $100,000 X 1.012% = $827.00 • RVP = 1.232% $100,000 X 1.507% = $1,232.00 • Auto Insurance (No License required) • APFA / PFA = $50.00 • SPFA= $52.50 • DISTRICT = $55.00 • DIVISION = $57.50 • REGIONAL = $60.00 • RVP = $85.00 • Pre-Paid Legal Program (No License required) • APFA/ PFA $50 • SPFA $60 • District Leader $80 • Division Leader $90 • Regional Leader $100 • Regional Vice-President $125 • Home Insurance (No License required) • APFA / PFA = $25.00 • SPFA= $27.50 • DISTRICT = $29.00 • DIVISION = $31.00 • REGIONAL = $33.00 • RVP = $42.50 • Life Insurance Compensation (based on annual premium) (Licensed) • PFA = 25% ( $1200 x .75 x .25 = $225 ) • SPFA = 35% ( $1200 x .75 x .35 = $315 ) • DISTRICT = 50% ( $1200 x .75 x .50 = $450 ) • DIVISION = 60% ( $1200 x .75 x .60 = $540 ) • REGIONAL = 70% ( $1200 x .75 x .70 = $630 ) • RVP = 95% ( $1200 x .75 x .95 = $855) Plus Possible Bonus 30% • Long Term Care Compensation (based on annual premium) (Licensed) • PFA = 10% ( $1500 x .10 = $150 ) • SPFA = 15.5% ( $1500 x .15.5 = $232 ) • DISTRICT = 20% ( $1500 x .20 = $300 ) • DIVISION = 25% ( $1500 x .25 = $375 ) • REGIONAL = 30% ( $1500 x .30 = $450 ) • RVP = 40% ( $1500 x .40 = $600) • Mutual Funds and Variable Annuities (Licensed) • PFA = 30.00% • SPFA = 32.50% • DISTRICT = 35.00% • DIVISION = 37.00% • REGIONAL = 42.50% • RVP = 62.00% For training purposes only - Not for distribution to the public Please see Primericaonline.com for complete compensation details.

5. Keys To Success - Everybody Wants to be Somebody • Always Treat People Good Always Build Personal Relationships • Remember Praise and Recognition Stand for Something • Have a Total Commitment • Be a Crusader Always be Positive • Have a Vision • Never be Afraid to Fail • Do it First Always Do What You Say Your Going to Do • Never Give Up! Required reading list: 1. How to Win Friends and Influence PeopleBy Dale Carnegie 2. Think and Grow Rich - By Napoleon Hill 3. Cash Flow Quadrant - By Robert Kuyosaki 4. How to Master The Art of SellingBy Tom Hopkins 5. Aladdin FactorBy Jack Canfield and Mark Victor Hansen 6. The 21 Irrefutable Laws of Leadership By John Maxwell • Unless you change how you are, you’ll always have what you got. • Formal education will make you a living. • Self-education will make you a fortune. For training purposes only - Not for distribution to the public

6. Qualified FNA Appointment: • Each one of these categories • are worth one point. During • your training, make sure you • only see 3-6 pointers. • Appointment must be done at the clients home. • Appointment must be qualified. (must have young kid(s) and have full-time job.) • FNA must be completed. • If there is ever a question on setting up an appointment • please ASK. 1. Age 25-55 2. Married 3. Children* (Must have) 4. Homeowner 5. Full-Time Job* (Must have) 6. $25,000 + Household Income Working in the right market is critical to your Success. If you work in the right market, you will make money and build a solid business. If you work in the wrong market, you can work your rear-end off and never make money. Opportunity Meetings Tuesday’s - Please arrive -7:15pm to 9:00pm Training Meetings Saturday’s Please arrive – 9am to 11am Monday / Wednesday Full-timer Meetings Monday’s - 9:00am to 10:00am (optional for part timers) “In my 20 years in PFS I have NEVER seen anyone be successful that missed meetings.” - Hector La Marque For training purposes only - Not for distribution to the public

7. I’m scheduled for training on _______ and _______. Which day would be better for you and (spouse)? Wait For Answer(WFA). Great! Is 6 p.m. or 8 p.m. better? WFA Now ______, could you please put this on your calendar because I’ll be bringing my trainer with me and it’s important that you and (spouse) are both there. My credibility with my trainer is really important, please don’t stand me up. Thank you for helping me and I’ll see you ______ at ______. Common Objections: What is it?… It is Financial Services and it is really too involved to go into over the phone. I’ll just show you ____ evening, okay? By the way, all I want is your honest opinion. You will help me, won’t you? (Don’t pause) Because if you asked me for my help, I’d help you. WFA Thanks again and I’ll see you and (spouse) on _____ at ______. Training Excited Help Me Opinion or “I’m too Busy” OK, I understand - I was wondering if you could help me? I am in school learning about finances and we are studying different kinds of insurance's. I would really appreciate it if I could take your Auto and Life polices to class and learn how they work. If I learn anything that you should know about it, I will definitely let you know. I will be in your area later to pick it up. Thanks. For training purposes only - Not for distribution to the public

8. Promotion Guidelines to RVP • Associate Personal Financial Analyst (APFA) • Complete Hiring Pak with $99 plus $25 per month. • Personal Financial Analyst (PFA) Trained Direct Person • Witness 6 Qualified Appointments with Field Trainer • Four Life Transactions • Complete 32 Hour Course • SMART Loan Certification completed • CONTRACT : 25% • Senior Personal Financial Analyst • 3 Direct Recruits • CONTRACT: 35% • District Manager (Trainer) • 3 TRAINED Directs • MUST PASS LIFE EXAM. • $5,000 LIFE TEAM PREMIUM IN ONE MONTH • Or $20,000 Lifetime Personal Premium and 5 SMART apps • CONTRACT: 50% • Division Manager • Another 3 TRAINED Directs • 1 DIRECT DISTRICT AND DO $10,000 IN TEAM PREMIUM IN ONE MONTH. • Or $50,000 Lifetime Personal Premium and 10 SMART apps • Still MUST OBTAIN SECURITIES LICENSE to Advance • CONTRACT: 60% • Regional Manager • Another 3 TRAINED Directs • 1 DIRECT DIVISION or 2 DIRECT DISTRICTS. • DO $15,000 IN TEAM PREMIUM IN ONE MONTH. • Or $100,000 Lifetime Personal Premium and 10 SMART apps • CONTRACT: 70% • Regional Vice President • Another 3 TRAINED Directs (Total 12 Trained Directs) • 1 DIRECT REGIONAL MANAGER OR 2 DIRECT DIVISION MANAGERS. • 6 LICENSED DIRECT DISTRICTS. • 20 Recruits x $30,000 IN TEAM PREMIUM 1 month. • MUST BE FULL TIME AND BE FULLY LICENSED IN ALL AREAS. • GIVE A REPLACEMENT OF PROMOTING RVP’S CHOICE. • (Minimum 10 x 15K Monthly Production) • CONTRACT: 95%PLUS Possible 30% BONUS!! • *UPDATED September 2008 **IF YOU ARE #1 IN THE NATION IN LIFE PREMIUM, OR DO THE FOLLOWING TEAM PRODUCTION: SPFA/APFA $8,000. DISTRICT $14,000. DIVISION $17,000. YOU WILL RECEIVE AUTOMATIC PROMOTION. (PLEASE NOTE THAT TO MOVE THROUGH THE SYSTEM, YOU MUST STILL RECRUIT YOUR DIRECTS AND BECOME SECURITIES LICENSED) (EXCLUDING RM TO RVP.)

9. Promotion Guidelines to RVP • Associate Personal Financial Analyst (APFA) • Complete Hiring Pak with $99 plus $25 per month. • Personal Financial Analyst (PFA) Trained Direct Person • Witness 6 Qualified Appointments with Field Trainer • 1._____________2._____________3.______________4.______________5.______________6._____________ • Four Life Transactions with your Trainer • 1.____________________2.____________________3.____________________4.____________________ • Complete 32 Hour Course. • SMART Loan Certification completed. • CONTRACT : 25% • Senior Personal Financial Analyst • 3 Direct Recruits • 1.______________________2.______________________3.______________________ • CONTRACT: 35% • District Manager (Trainer) • 3 TRAINED Directs • 1.______________________2.______________________3.______________________ • MUST PASS LIFE EXAM. • $5,000 LIFE TEAM PREMIUM IN ONE MONTH • Or $20,000 Lifetime Personal Premium and 5 SMART apps • CONTRACT: 50% • Division Manager • Another 3 TRAINED Directs • 1.______________________2.______________________3.______________________ • 1 DIRECT DISTRICT AND DO $10,000 IN TEAM PREMIUM IN ONE MONTH. • 1.______________________ • Or $50,000 Lifetime Personal Premium and 10 SMART apps • MUST OBTAIN SECURITIES LICENSE to Advance • CONTRACT: 60% • Regional Manager • Another 3 TRAINED Directs • 1.______________________2.______________________3.______________________ • 1 DIRECT DIVISION or 2 DIRECT DISTRICTS. • 1.______________________2.______________________ • DO $15,000 IN TEAM PREMIUM IN ONE MONTH. • Or $100,000 Lifetime Personal Premium and 10 SMART apps • CONTRACT: 70% • Regional Vice President • Another 3 TRAINED Directs (Total 12 Trained Directs) • 1.______________________2.______________________3.______________________ • 1 DIRECT REGIONAL MANAGER OR 2 DIRECT DIVISION MANAGERS. • 1.______________________2.______________________ • 6 LICENSED DIRECT DISTRICTS. • 1._____________2._____________3.______________4.______________5.______________6._____________ • 20 Recruits x $30,000 IN TEAM PREMIUM 1 month. • MUST BE FULL TIME AND BE FULLY LICENSED IN ALL AREAS. • Full-time Series 6,63,26 Securities licensed LTC licensed Variable Annuity licensed • GIVE A REPLACEMENT OF PROMOTING RVP’S CHOICE. (Minimum 10 x 15K Monthly Production) • Replacement: • 1._________________________Average Recruit & Premium monthly_____________________ • 2._________________________Average Recruit & Premium monthly_____________________ • 3._________________________Average Recruit & Premium monthly_____________________ • CONTRACT: 95%PLUS Possible 30% BONUS!! • *UPDATED September 2008 **IF YOU ARE #1 IN THE NATION IN LIFE PREMIUM, OR DO THE FOLLOWING TEAM PRODUCTION: SPFA/APFA $8,000. DISTRICT $14,000. DIVISION $17,000. YOU WILL RECEIVE AUTOMATIC PROMOTION. (PLEASE NOTE THAT TO MOVE THROUGH THE SYSTEM, YOU MUST STILL RECRUIT YOUR DIRECTS AND BECOME SECURITIES LICENSED) (EXCLUDING RM TO RVP.)

10. Along with working in the right market, your ability to effectively set appointments will determine how successful you will be. Obviously, if you cannot get an appointment, you will never have the opportunity to make a sale or hire anybody. Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ M = Married K = Kids H = Home J = Job 25K = 25K income Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ Name___________________City___________ Phone__________________Relation________ M K H J 25kNotes_____________________ For training purposes only - Not for distribution to the public

11. Your First 4 Minutes to Financial Freedom (Record: 102 names) 1st minute – Every family member or family related, richest family member, most involved member. _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ 2nd minute – Every person you work with at your job or spouses job, boss, old boss, new/old HR person. _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ 3rd minute – Every person you know in your community organizations (church, boy scouts, golf, softball, soccer, coaches, teachers, smartest, etc…) _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ __________________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ 4th minute – Every neighbor now, ex-neighbor, old friends, doctor, dentist, sales person, person with credibility. _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ _________ NEXT STEP: underline - married square - people that have young kids circle - sharpest, coaches, teachers, in sales, people with credibility * - needs help financially # - needs opportunity Do you want to become a… sometime person part-time person full-time person teamalonzocd/microsoftword/newrecruitprocess1/9-03yourfirst4minutestofinancialfreedom

12. Why You Need to GO in the Field on Tons of Appointments with your Field Trainer! • Positives • You get trained – You will be competent when you get licensed. • Build a Client Base– 10-15 clients • Build a referral Base– 50-75 families • Build a Team Now! • Recognition! • Feel Excited!!! • Make $ on H.O.M.E. Purchase Loans. • Make $ on Refinance S.M.A.R.T. Loans. • Promotion – Day 1 Licensed. • Override your Team – Day 1 Licensed. • Independent – Day 1 Licensed. • Negatives • You lose a little money on Life insurance sales. • You lose a little money on Mutual Funds sales. • (change of Rep form will fix that when you get your • securities license) WARNING: You have 60-90 Days to get licensed. Once you get licensed, Field Trainers DO NOT go out on appointments with Life licensed agents, as they have unlicensed recruits to train. It is YOUR responsibility to get as much training as possible BEFORE you pass your exam. • 25% Contract as a PFA • No Appointments. • Passed Life Exam • $0 in life premium credit. • 0 Recruits • Not Competent • Example: on your own… • $4,000 Premium x 50% Comm = $1,000 • 50% Contract as a District Manager • You went on 15-20 Appointments. • Passed Life Exam • $3,000 in life premium credit. • 3 Recruits • Competent and Independent • Example: on your own… • $4,000 Premium x 50% Comm = $2,000 How much did you INVEST in your business by going on appointments? Number of appointments with Trainer = ____ Number of Life Sales = ____ Total Premium $_______ x 25% = __________ Total “loss” on Life Sales = ___________

13. Monthly Income Goal_______________________ Date of First Promotion______________________ Six FNA’s Millions of people want to get rich, and yet not one out of a hundred takes the time to outline the route he intends to take to reach that goal. Be different, set up your plan. Think about and read your goals daily. Then let your subconscious take over. Don’t be too cautious. THINK BIG. STRETCH YOURSELF. Life gives us exactly what you we expect from it. No more. No less. We tend to forget that life is generally ready to give us much more than we realize. Your primary goal should be Financial Independence. Whatever it would take for you to live comfortably at your present lifestyle. $50,000 annual income would take $350,000 to $500,000 in cash at 10% to 15% return. The goal should be something you talk about daily. The goal is what will help keep you focused during the tough times. Imagine how great you’ll feel when you know everyday that you awake, you can choose exactly how you’ll spend your day regardless of what some people might want you to do. Goal Setting. -Hector La Marque Invite 3 new people to Meeting Hire 3 People 32 Hour Pre-Licensing Pass Test District Leader Promotion Fast Start Award For training purposes only - Not for distribution to the public

14. Questions to complete with IBA. New Recruit Name_________________________Spouse Name _______________________ Phone( )________________________________ Date_____________________________ Recruiter name____________________________ Phone( )________________________ 1. What do you want from PFS? ________________________________________________ ___________________________________________________________________________ 2. What is your monthly income goal?____________________________________________ 3. When do you want it? Specific date.____________________________________________ 4. Will you allow me to hold you accountable to accomplish your Goals and Dreams? Will you be coachable?___________________________________________________________ 5. If not taken care of yet, will you fully implement the financial plan I put together for you?_______________________________________________________________________ Get properly insured, Fund investment goals, Become debt -free. Date:(______) Time:(______)__________________________________________________ 6. Will you promptly put together your top 25 referral list?____________________________ 7. Will you follow our system completely?________________________________________ 8. Will you commit to attending all meetings? (Wednesday’s 7:15pm to 9pm and Saturday’s 8am to 10pm) your first six months in PFS to learn this business?___________________________________________________________ If no, how many per month will you commit to?____________________________________ 9. Do you realize that being on appointments is the best way to learn and become successful in this company?_____________________________________________________________ 10. What are some of your Hobbies?_____________________________________________ 11. Did you play sports growing up?_____________________________________________ 12. On a scale from 1-10 How Competitive are You?________________________________ 13. When you were young, what did you want to be when you grew up?_________________ 14. Where did you grow up?____________________________________________________ 15. Do you enjoy helping others?________________________________________________ 16. Do you volunteer?_________________________________________________________ 17. Is your spouse going to support your business?__________________________________ 18. What are your kids names___________________________________________________ 19. Wedding anniversary date___________________________________________________ 20. Birthday: You______________________________Spouse________________________ 21. Do you have any questions or comments?______________________________________ ___________________________________________________________________________ ____________________________________________________ ____________________________________________________ Alonzohierarchycd/PPT/1newrecruit1/extrastuff/aquestionstoasknewrecruit

15. Appointments 2. Complete List of possible appointments with manager. (Within 24-48 hours) 50 names / 100 names / 200 names (Referral Letters or Reference Questionnaire) 3. Field Training Begins. Start attending training meetings. (Tuesday’s 7:15pm-9pm and Saturdays 9AM-1130AM.) Set up training appointments. 4. Observe 6 Qualified FNA appointments 5. Submit California Field Licensing Pak - $168.00 6. Start attending state required 32 hour pre-licensing course. - $175.00 7. You pass the State Licensing Examination. - $74.00 New Recruit Packet New Recruit Packet 1. 4. 2. 5. 3. 6. Recruits 30 Day Cycle 1. 9. 2. 10. 3. 11. 4. 12. Month 5. 13. 6. 14. 7. 15. 1. (Must submit before attending Submit Business Acceleration $99.00/$25 mo. Pre-Licensing Course) Temp. Code Number will be issued, so compensation can be paid. PFSU - 800-624-5275 For training purposes only - Not for distribution to the public