Business Format System

1. New Associate Training Series Business Format System • The Start-Up

2. The Fast Start Challenge • Your (or your new associate’s) beginning days with WFG are pivotal to your success. The first few days set the tone for your business career. • You alone set the standards of excellence that will carry on for all of your future leaders. • Golden Rule: A recruit is not a recruit until he/she has a recruit and both of them have gone through the Eight Speed Filters.

3. The Fast Start Challenge • At this point you should have completed the Sign-Up Process (Filters 1-4) and now must complete the Start-up Program (Filters 5-8) to get off to a fast start. • Fast Start/Upstart Program: • Complete Speed Filters 5 – 8 in the first 10 days after submitting your AMA.

4. How To Get Off To A Fast StartFast Start Program(Complete Filters 5 - 8 within the first 10 days) • 5.DEVELOP A PROSPECT LIST.— Sit down with your Leader and spouse to develop a Prospect List and identify the Top 25 Target List. • 6.CREATE A BUSINESS PLAN — Determine Immediate Goals. • 7.MATCH-UP WITH YOUR LEADER AND GETOFF TO A FAST START.—Immediately begin to invite people to the Corporate Overview or to do a field presentation to begin the recruiting process to build your team. • 8.FINALIZE YOUR PERSONAL FINANCIAL DREAM MAP.—Together with your leader and your spouse, complete the personal financial review, and determine which concepts and products might fit your individual needs.

5. The Fast Start ChecklistChronological Order of Starting Your Business • Complete the Associate Membership Agreement and submit a money order or credit card online. Upon approval, you will receive a code number. • Review the six steps in the BFS with your leader and develop your personal business plan. • Identify your top three contacts, invite them to the next Corporate Overview. Master the invitation. Your ability to identify, invite and bring quality guests to Corporate Overviews will determine your level of success. • Complete the Fast Start/Upstart Program. • Set time each week for contacting new prospects. 5

6. The Fast Start ChecklistChronological Order of Starting Your Business • Prioritize start-up activity: Learn and follow the BFS, and consistently invite and bring high-quality guests to the Corporate Overview. Attend all other special leadership events. • Submit your licensing paperwork, study the material, schedule and pass the tests. • Prepare your communication tools — Team Link voice mail; e-mail address; business phone with call conferencing; computer, software, and Internet Service Provider. • Follow the accountability program with your leader.

7. Seven Keys to a Fast Start • During the follow-up interview, take in the following important points: • 1. Attend all meetings. • Learn and perfect the Business Format System. • Set an example for your team. • 2. Develop a complete prospect list. • Add names to the list, don’t eliminate them. • Always carry your list with you, work it and constantly update it. • 3. Master the invitation. • Avoid the Scenario of Disaster. • Sell the dream and show enthusiasm.

8. Seven Keys to a Fast Start • 4. Set goals. • Decide exactly what you want to accomplish. • Write down your goals and read them aloud twice a day. • 5. Begin field training immediately. • Follow the Associate Field Training program. • Learn the business firsthand from experienced leaders. • 6. Remain positive. • Have a positive mental attitude at all times. • Don’t let negative people kill your dreams. • 7. Be coachable. • Follow the system. • Align yourself with your team leader and WFG.

9. WFG Field Training • World Financial Group’s Associate Field Training program is one of most important ways for you to learn to be successful. • Trained and effective leaders are willing to spend their valuable time helping you build your business. They will model for you and teach you compliant and successful methods in both recruiting and sales.

10. WFG Field Training • In what areas should an associate be field trained? • The simple answer is – in all areas. • Your Training should include, but not be limited to, the following areas: • The invitation – in person and via telephone • Setting the appointment – in person and via telephone • Recruiting presentations • The Sales Process

11. WFG Field Training • Your leaders will provide field training at the point of contact so you can learn how to use the invitation script and set appointments. • Your Field Trainer will help you identify the people on your list whose situation is likely to provide the best learning opportunities for you. • You bring the relationship; the Field Trainer brings the credibility and the know-how.

12. WFG Field Training • “How much field training will I receive?” • Field training will be provided while you are productively engaged in the process until you are able to get quality results on your own, or in some cases, until you are ready to field train other associates. • Additional training will be provided by continuously attending Corporate Overviews and by doing One-on-One Corporate Overviews with your leader.

13. WFG Field Training • “When will I be prepared to field train?” • You will be ready to field train when you: • Understand how to comply with applicable insurance and securities laws and regulations. • Have mastered the invitation and setting appointment scripts to the point where you can effectively get a prospect to a Corporate Overview meeting or set a solid appointment to meet. • Articulate the basics of the fundamental recruiting story. • Give a fantastic “First Presentation.” • Analyze client information and design a suitable proposal. • Give a fantastic “Closing Presentation” and consistently close the sale. • Overcome competition. • Know how to get referrals from 1) new associates’ target market lists,2) clients, and 3) the FORM method by turning strangers into friends. • Are a believer in the mission. • Are capable of making a positive impression on a new associateand a prospect.

14. Exchange Principles • Some of the great building catalysts that create and accelerate the multiplication power of the System are the Exchange Principles. All five are required or the system breaks down. • Personal Sale Exchange • One thing that makes us unique is the Personal Sale Exchange. Most companies in our industry allow their agents to sell products to themselves. This is a very limited one-time benefit. With World Financial Group you exchange the chance to make your own personal sale for the opportunity to make the suitable personal sale to those you personally recruit after you are licensed.

15. Exchange Principles • Field Training Exchange — Generate Activity and Learn • This is an important part of the learning processfor the new associate to receive invaluable field experience. • Trainers are compensated for training you through the business they write in training situations as they help you learn how to do this business. • You give up the sales from your warm market to your field trainer one time for the privilege to earn for the rest of your career through training your new recruits.

16. Exchange Principles • Promotion Qualification Exchange • The Promotion Guidelines have been created to help you develop the skills and knowledge required to become a QMD and run your own business. Obviously your upline QMD will earn an override for teaching you the finer points of our business. As your skills, knowledge and production rise, your commission level increases with the promotion levels from Associate to Senior Associate to the QMD level. • You go through this learning curve one time in the Base Shop of your QMD. In exchange, all of your future QMDs will go through the same learning curve by completing the promotion guidelines in your base shop.

17. Exchange Principles • Builder’s Exchange - The Key toWidth and Profitability • One of the biggest challenges facing businesses today is the ability for an individual to move up in the company based on her efforts or performance. Most employees end up in a situation where advancement is hindered because promoting her would be a detriment to the manager or senior leader. It’s a Catch-22: If the person moves up, it’s at the expense of the leader, and if she is held back, it’s at the expense of her own family and personal income. • WFG has solved this issue with the Builder’s Exchange. Upon your promotion to QMD, you make a one-time “exchange” of one of your fully qualified Senior Associate legs or two fully qualified Associates to the promoting QMD. The promoting QMD chooses the exchange leg.

18. Exchange Principles • Nobility Exchange • Lead by example with the Nobility Exchange. Putting forth some extra time and effort to help your leader receive his next promotion is a noble and generous professional move. By doing this, you display your dedication and willingness to help other team members reach their goals. And in turn, your team members take note and are empowered to do the same when it comes time for your next promotion.

19. Three Keys To Constant Momentum • Become a student of the BFS. • Fight for your next promotion. • Qualify for the next big company trip.

20. Compress Activity /Collapse Time Frames • Time management is one of the most important skills that an associate must hone, develop and employ in his day-to-day activities. Although everyone has 24 hours in a day, not everyone uses them in the same way. Even if two people have the same abilities and opportunities they can get different outcomes. • The end result of your efforts is directly related to the time frames in which you work. This holds especially true when you are building your WFG business.

21. SPEED CALENDAR • You can build your business through the power of focus. By collapsing time frames you can accomplish in a week what others might accomplish in a month, or longer. • If you are not yet full time, simply fill in the time slots during which you are available to devote time to building your business.

22. Keys To Success • Being in a people-oriented business can be emotionally difficult at times and there is no way to get to the No. 1 spot by coasting. Sometimes when you’re playing on a team you have to “play hurt.” • As a new WFG associate you must: • Come to work. • Start field training (inviting, recruiting, selling). • Obtain your licenses and registrations. • Be a student of the business and learn it inside and out. • Learn the system. • Learn the products available through WFG and how to sell them. • Study, learn and believe in what WFG does. • Attend all WFG events – Corporate Overviews, training, workshops, special events, convention, etc.

23. Keys To Success • Encourage your spouse to participate and attend the events whenever possible. • Work, work, work. • It is okay to be scared sometimes, frustrated sometimes, discouraged sometimes as long as you keep going. • It is not okay to quit. • Know that you are not in it alone – you will receive field training as long as it takes for you to master the business.

24. Keys To Success • Understand you have to tough it out through the discomfort, awkwardness, uneasiness and the fear if you want to win. • Remember people who want to be comfortable – who want to have it easy most of the time – will probably not have their dreams come true. • Be a crusader to survive the tough times. • Remember why you came here. Remind yourself continually of your compelling “why.” • Trust that you can do it.

25. The Fast Start Challenge • Challenge yourself to get off to a fast start! • Set a winning tradition. • 30-Day Fast Start Challenge: • Slow start 3 recruits in 30 days • Fast start 5 recruits in 30 days • Super Start 10 recruits in 30 days Expect success. Accept no less.