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DYNASTY DOMINATION

DYNASTY DOMINATION. RVP FACTORY TRAINING MANUAL. HOW TO BUILD A COMPANY, WITHIN A COMPANY. KEYS TO BUILDING A SUCCESSFUL BUSINESS. A MARKET…. A MARKETING PLAN III. A SYSTEM …. I. THE MARKET. The average credit card balance per household is $9,525. 15% carry over

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DYNASTY DOMINATION

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  1. DYNASTY DOMINATION RVP FACTORY TRAINING MANUAL HOW TO BUILD A COMPANY, WITHIN A COMPANY KEYS TO BUILDING A SUCCESSFUL BUSINESS • A MARKET…. • A MARKETING PLAN • III. A SYSTEM ….

  2. I.THE MARKET The average credit card balance per household is $9,525. 15% carry over $10,000 - $25,000 of credit card debt each month.* About 1.4 million households face a jump of 50% or more in their Monthly mortgage payments once the initial payment period runs out. The Wall Street Journal, March 11, 2006 Bankruptcies are at record levels.* It is estimated that the average family is underinsured by more than $300,000. National Underwriter, April 24, 2006 Nearly 1/3 of Americans have no life insurance coverage at all. LIMRA (Life Insurance Marketing Research Assoc.) 2006 Survey respondents cited procrastination and the difficulty of knowing how much to buy as the top reasons for not actually buying life insurance coverage. Wall Street Journal, April 2005 For the first time since the Great Depression, the National Savings rate fell below zero. USA Today, March 13, 2007 The average retirement savings for U.S. baby boomers is less than $25,000 And 60% don’t have an IRA.* What’s the most practical way to accumulate several hundred thousand dollars? Win the lottery, say 21% of Americans. Kiplingers, March 2006 *Premier Business Magazine, Fall 2007 Issue

  3. Average family income is down 2.3%. USA Today, February 23, 2006 38% of employed U.S. adults say they work more than 40 hours a week. www.expedia.com, 2006 Vacation Deprivation Survey The #1 thing people can do to increase wealth is to start a part time business. Robert Kiyosaki, Success Magazine April/May 2006 Demand for financial services professionals has never been greater. A career in this field has become an appealing option, especially for those seeking an opportunity to help people, while enjoying potentially high income and a flexible work schedule. Monster Intelligence Financial Services Professionals Report, Fall 2006 Financial Advisor, why it’s great. There are nearly 300 college programs for financial planning. As company pensions die out and Americans increasingly have to manage their own retirement savings…..business will get better still. Top 10 Best Jobs, Money on CNN Money.com May 2008 What are the best jobs to pursue for the next five years? #1 Personal Finance Adviser. Retirement is quickly approaching for many baby boomers, more and more people are taking a hard look at their nest egg to see if they can stop working sooner rather than later…..All of this adds up to very strong job growth…A personal financial advisor could earn millions. Fast Company.com May 2008 Ten Most Satisfying Jobs based on job growth, salary growth potential, freedom to be innovative and creative. #1 Personal Finance Adviser SixWise.com May 2008

  4. TOP 25 / TRAINING LIST How your TOP 25 Multiplies… How To Learn Fast… QUALIFY TOP 10-15 (See in 30-60 Days) 6-8 CLIENTS = 20-40 REFERRALS 3 - 6 RECRUITS = 75-100+ NAMES(TOP 25’s) I WILL TRAIN YOUR 3-4 RECRUITS TO START BUILDING YOUR TEAM, YOU SEE MORE PERSONAL CONTACTS AND THE REFERRALS TO GET EXPERIENCE THEN YOU TRAIN RECRUITS UNDER RECRUITS BUILDERS MENTALITY RECRUIT DIRECTS, BUILD TEAMS SALES RECRUITS FOCUS ON RECRUITING SALES ARE AUTOMATIC

  5. The Process of the New Associate • HOW SOON DO YOU WANT TO GET PAID? (EXPLAIN COMPENSATION REP, DISTRICT, DIVISION ) • HOW SOON DO YOU WANT TO GET PROMOTED? 1. IBA (NEW ASSOCIATE MANUAL) 2. SET UP PFSU SCHOOL DATE (30 DAYS FROM NOW) 3. CALL 1-800-274-2609 TO SET UP TEST DATE FOLLOWING COMPLETION OF SCHOOL 4. TOP 25 TRAINING LIST 5. QUALIFY BEST 10-15 (4-6 POINTERS) 6. START 30 DAYS OF FIELD TRAINING 7. SEE 10 IN FIRST 30 DAYS 8. FAST TRACK AWARD (3 RECRUITS, 4 LIFE CLIENTS = PALM TUNGSTEN) 9. GET SMART CERTIFIED 10. ATTEND PFSU 11. PASS EXAM (KEEP ALL TEST RESULTS FROM TESTING CENTER AND TURN INTO OFFICE) 12. CONTINUE FIELD TRAINING APPOINTMENTS 13. GOAL TO BE PROMOTED TO DISTRICT LEADER 14. RECEIVE LICENSE FROM STATE 15. RECEIVE PFS WELCOME LETTER 16. START PERSONAL APPOINTMENTS 17. FIELD TRAIN WHEN READY (TEAM CAPTAIN OR RVP APPROVAL) 18. GET SECURITIES LICENSED FOR INVESTMENTS 19. GOAL TO BE PROMOTED TO DIVISION LEADER 20. CONTINUE GOAL SETTING AND CLIMBING TO RVP!!

  6. WHY YOU NEED TO GO IN THE FIELD ON APPTS WITH YOUR FIELD TRAINER(They have the knowledge – you have the credibility) NEGATIVES 1. Not Competent 2. Unable to get referrals 3. Not Confident 4. No Team 5. No Promotions at Time of License 6. Set the Example of how your team will behave 7. Miss the FUN of recognition and competition POSITIVES 1. You get Trained – You’re competent when licensed 2. Build a Client Base – 8-10 people 3. Build a Referral Base – 50-75 families 4. Build a Team – 5-6 people 5. Promotion Day 1 of being licensed 6. Override your team – Day 1 of being licensed 7. Independent – Day 1 of being licensed 8. Recognition!!! 9. Fastest Way to RVP and Financial Independence 50% Contract as a District Leader -VS- 25% Contract as a Rep No Appointments *Passed Life Exam *No Recruits *No Life Sales Credit *Split Commission w/ Field Trainer EXAMPLE: ON YOUR OWN!! $4,000 in life premium X 25% COMM. = $1,000 Example: Not on your own (Split Sales) $4,000 in life premium x 12.5% COMM. = $500 1 Loan of $200,000 x .312% COMM = $624 Example: Not on your own (Split Sales) 1 Loan split $100,00 x .312% COMM = $312 Total = $812 Went on 10-15 Appointments *Passed Life Exam *3 Recruits *$4,000 Life Sales (6 Life Sales) EXAMPLE: ON YOUR OWN!! $4,000 in life premium X 50% COMM. = $2,000 1 Loan of $200,000 x .442% COMM. = $884 Total = $2,884

  7. * THE SUCCESS CYCLE * WHY PEOPLE DON’T MAKE IT IN PFS … SOLUTION! 1. FEAR OF REJECTION…UNDERSTAND THE CRUSADE 2. FEAR OF FAILURE… PRODUCT KNOWLEDGE AND ACTIVITY SKILL 3. WORRIED ABOUT WHAT OTHERS THINK… FOCUS ON YOUR GOALS 4. NO WORK ETHIC…YOU DON’T HAVE BIG ENOUGH GOALS 5. DON’T STAY IN THE RIGHT MARKET…KT’S WITH 4-6 POINTERS 6. NO SPOUSAL SUPPORT…BUILD A TRACK RECORD OF SUCCESS THE SUCCESS CYCLE 1. BECOME A CRUSADER 2. SELL OUT TO RECRUITING & BUILDING 3. MASTER THE FUNDAMENTALS, PRODUCT KNOWLEDGE & SKILLS 4. COMPETENCE = CONFIDENCE 5. CONFIDENCE OVERCOMES FEAR 6. NO FEAR = ACTION (WORK) 7. ACTION + SKILL = RESULTS 8. RESULTS = BELIEF 9. RESULTS + BELIEF = SUCCESS GOALS: RVP / $100K / $200K / $500K / F.I. PLAN: BIG BASE SHOP / GET WIDE RECRUIT & FIELD TRAIN DIRECTS, BUILD TEAMS SCHEDULE: 9 - 12:00 PROSPECT (P/T WEEKENDS) 1 - 4:00 CALLS / INTERVIEWS 6 & 8:00 KT’S / FIELD TRAINING SUNDAY NIGHT CALLS… SET 8 KT’S

  8. III. THE SYSTEMOUR PHILOSOPHYALL GOOD THINGS GO TO THOSE WHO BUILD A BIG BASE SHOP & PRODUCE STRONG 1ST GENERATION RVPS KEYS TO BUILD A BIG BASESHOP • RECRUIT, FIELD TRAIN & BUILD TEAMS • GET WIDE, DEVELOP INDEPENDENT DIRECT LEADERS • PERSONALLY TRAIN YOUR CORE PEOPLE (10-20 DIRECT LEADERS) • LEAD BY EXAMPLE • BUILD RELATIONSHIPS,FIELD TRAIN,SELL THE DREAM • BUILD CONFIDENCE, FIELDTRAINING / MEETINGS • PROMOTE BIG EVENTS • GOAL - PLAN - SCHEDULE (PART TIME & FULL TIME) • TEACH HOW TO SET GOALS • LEARN HOW TO WORK EFFECTIVELY • PROSPECTING - RECRUIT BY DAY, SELL BY NIGHT • MAX OUT SYSTEM

  9. The Winning Game PlanRecruit Directs, Build Teams, Build a Big Base Shop, Promote Strong 1st Generation RVPs & $100,000 EarnersPersonal Weekly Activity: 8 – 5 – 3 – 1 – 1 1. 30 Day Schedule (See 30 Day Schedule) / (See Max Out Plan) 2. Activity Plan 9:00 a.m. - 12:00 p.m. Prospect (Calls & One on One) 1:00 p.m. - 5:00 p.m. Interviews & Setting Appointments 6:00 p.m. & 8:00 p.m. Field Training Appointments 3. Reward and Punishment: Weekly 8 Presentations 5 FNA 3 Clients 1 SMART App 1 New Assoc. Saturday Date Night Off ( Reward ) If Behind: (Cancellations, No Results, Etc.) Work Saturday Afternoon (Push to Catch Up) Work Sunday Afternoon ( Push to Catch Up ) IF YOU REALLY WANT TO WIN FOR YOU & YOUR FAMILY (DO THE THING OTHERS WON’T , SO YOU CAN LIVE THE LIFE OTHERS DON’T) SUCCESS IS NOT CONVENIENT ! ! ! 4. Sunday Calls: 6:00 p.m. - 9:00 p.m. Set Personal & Field Training Appointments 9:00 p.m. Team Conf. Call’s, MTD, Personal #’s 9:30 pm. RVP & Team Conf. Call, MTD Team #’s 5. Every 60 - 90 Days 2 Day Honeymoon ( WORK HARD, PLAY HARD ) HAVE A PLAN FOR FINANCIAL INDEPENDENCE FOR HOW EVER LONG IT TAKES TO WIN…

  10. BECOME AN RVP **6 DIRECT TEAMS** AVERAGE $5,000 PREMIUM PER MONTH 5 RECRUITS $200,000 SMART $50,000 MUTUAL FUNDS **RVP** $30,000 PREMIUM 30 RECRUITS $1,200,000 SMART $300,000 MUTUAL FUNDS $300,000 A YEAR INCOME

  11. Money Management Principles It’s not how much money you make that determines financial independence – it’s how much you keep. Everyone must make his or her own decisions about financial management. Some common sense suggestions: • Provide enough personal life insurance for your family until you are financially independent – enough to cover several years of lost income. Remember, you are trying to protect the loss of income for the family for a period of years. • Have a will and keep it current. • Emphasize savings first, not spending. - Pay yourself first - Put savings where you can’t easily tap into it. - Establish the mentality of two savings accounts: - For you - For taxes. Set aside a portion of your earnings to pay taxes. Remember, as a Primerica representative, you are an independent contractor and categorized as self-employed by the tax authorities; therefore you must make your own tax deposits. Establish your emergency fund first (you can do it in three or four months), then invest. You should diversify with conservative investments and stay liquid with investments, in this order: - Emergency Fund, Savings Account or Money Market - IRA / Keogh - Mutual Funds Be careful to avoid improper or shady tax shelters.

  12. Live below your means – not within your means. - Watch nickels and dimes, dollars take care of themselves. - Avoid buying durables until you can pay cash for them. - Avoid using installment loans to pay for cars, appliances, furniture, etc. - Avoid using credit cards until you can pay them off monthly. - Develop a budget and stick to it. - Keep records and analyze them monthly - Avoid carrying cash. It’s difficult to account for spending. - Avoid allowances for household or any person. - Avoid shopping without lists or window shopping. • Don’t change your standard of living when your income moves up, - Avoid making major changes for two years; reward yourself with minor items. - Put everything into savings and increase goals. • Other ideas to consider. - Keep your goals in front of you at all times. - Include your spouse and children in working toward these goals. - Buy your personal residence with the purpose of making money on the investment. - Buy, improve, and double your equity every two years. - Don’t buy what you want, buy the best bargain. - Buy “low” in the best neighborhood. - Invest all your equity, keep your payments the same and repeat until you reach your “dream home.” - Save all part time income. • Sample Goal: Here’s how you might begin putting yourself on the road to financial independence. Divide monthly income: - 50% for taxes and savings - 50% for living and business expenses - (No more than 20% should go toward business expenses.)

  13. Example with $5,000 monthly income $10,000 monthly income $2,500 for taxes and savings: $5,000 for taxes and savings Savings 25% $1,250 Savings 25% $2,500 Taxes 25% $1,250 Taxes 25% $2,500 Total 50% $2,500 Total 50% $5,000 $2,500 for living and business expenses: $5,000 for living and business: Living 35% $1,875 Living 35% $3,750 Business 15% $625 Business 15% $1,250 Total 50% $2,500 Total 50% $5,000 Now, invest your savings: The 1,250 you saved each month adds up to $15,642 in a year. Invest that at 10%. With the “power of compound interest”, you can watch your money grow!* 1 year: $17,280 2 years: $55,459 10 years: $324,042 *Hypothetical examples are used only to illustrate the effects of the compound growth rate and are not indicative of a guaranteed rate of return on any investment and not intended to demonstrate the performance of any actual investment unlike actual investments, the illustrations use a constant rate of return of 8% without any fees or charges. Tax deferred growth and tax-deductible contributions are taxed upon withdrawal. Assumptions are made about the beginning of the compounding period and the rate of return. During the first two years, when you’re working toward financial independence, remember: - Work to increase your income. - Don’t change your standard of living when your income grows. - Put extra money into savings.

  14. The Power of Partnership Two people committed to a common goal can accomplish so much more than one person. If you want to build a big organization, don’t forget to include Partners in your business. They can mean the difference between success and failure. Suggestions for including Partners in your business: 1) Make sure the Partner is at the kitchen table when you present the concept and close the sale. 2) Get the Partner to the Opportunity Meeting, orientation meeting, Fast Start School, and Partner’s meeting. 3) Recognize and reward the Partner and the Partner’s organization. Remember: The recruit’s Partner has more influence than anyone else.

  15. The Partners in Primerica Primerica, Partners are truly a part of the business. Their efforts are recognized regardless of whether they are directly or indirectly involved. Partnership at Primerica has two aspects: • Personal Partnerships. - A helpful, enthusiastic attitude is the foundation for a successful partnership. - Partners in Primerica strive to show this kind of attitude. They try to: - Give the licensed Partner the freedom to try the business. - Set goals with the licensed Partner. Take care of things on the “homefront” - Give the licensed Partner moral support…be his or her biggest cheerleader. - Many partners who feel comfortable go a step further and do whatever is needed to help the licensed Partner do his or her job better. - Help at the office of at home with administrative work. - Help in the business and in some instances get licensed (depending on the individual). Every situation is different, and Partners must decide for themselves what they feel comfortable with.

  16. Working with New Partners Be careful not to overwhelm new Partners. Keep these points in mind when communicating with new Partners: • Some Partners need a period of time to learn and share their concerns in a friendly, supportive atmosphere. Initially, just concentrate on being a friend. • Don’t try to “sell” Partners who seem to have concerns about their licensed Partner’s involvement with Primerica. Let them meet and get to know you as a person. Let them ask questions. Be genuinely concerned about them and their families. • Working in the office, organizing meetings, and doing things to help the business can be intimidating initially. Commitment usually comes with time. • Don’t tell Partners that they must become licensed and help recruit, prospect, etc… • Stress to the new Partners that the role they take in Primerica is entirely their own decision. Offer to help them determine their own “comfort zone.”

  17. SCHEDULEACTIVITY PLAN 8 5 3 1 • 9-12:00 PROSPECT(PART TIME WEEKENDS) • 1-5:00 FOLLOW UP CALLS / INTERVIEWS • 6-10:00 FIELD TRAINING • 6-9:00 SUNDAY NIGHT CALLS **Look at Events as an Investment. Sell 10 tickets to each event. 10 Sold – 3 Show – 2 Clients – 1 Recruit 7 No Shows Follow up = 3 Appointments WEEKLY PLAN Full TimePart Time KITCHEN TABLES: 8 PER WEEK KITCHEN TABLES: 4 PER WEEK CLIENTS: 3 PER WEEK CLIENTS: 2 PER WEEK RECRUIT: 1 PER WEEK RECRUIT: ½ PER WEEK INVITES : 5 PER WEEK INVITES: 3 PER WEEK PROSPECT : 5 NAMES PER DAY PROSPECT: 3 NAMES PER DAY

  18. How To Max Out Your Week Focus: 8 Presentations per week!!! Sunday Night On the phone 6:00 p.m. - 9:00 p.m. When Making Your Calls: Priority #1. Setup Field Training (Who Am I Training) Goal 10 Unlicensed Rep’s Work with the most ambitious (The ones who show up to meetings) Priority #2. Personal Appointments Confirmed 6:00 p.m. and 8:00 p.m. Carry back Appointment during the day or 8:00 p.m. last appointment of night Overbook – (Goal is 4) (Create a DROP BY LIST) What time do they get home? What’s the latest I can pop by? Priority #3. Referral System Referrals on 3 x 5 cards Referral box divided by Geographical Areas Keep 15 or 20 Out, Drop By or Call DISCIPLINE: DO THE THINGS THAT OTHERS WON’T SO YOU CAN LIVE THE LIFE OTHERS DON’T

  19. HOW TO WORK EFFECTIVELY 30 DAYS PER MONTH • 4 CLIENT / CAREER NIGHTS • 4 DATE NIGHTS ( SATURDAY) • 4 SUNDAY NIGHTS ( ON THE PHONE) = 12 NIGHTS OUT OF THE FIELD (30 - 12=18) 18 X 2 PRESENTATIONS = 36 OPPORTUNITIES 36 @ 50% = 18 (50% FOR DARK HOUSE,NO SPOUSE,ETC…) 18 GOOD PRESENTATIONS = FULL TIME = 10 CLIENTS / 4 RECRUITS PART TIME = 5 CLIENTS / 2 RECRUITS PUSH YOURSELF TO STAY ON TRACK WORK SATURDAY & SUNDAY AFTERNOONS SUCCESS IS NOT CONVENIENT

  20. KT PROCESS RECRUIT PROCESS STEPS OF QUALIFICATION 4 PAGE PRESENTATION FNA INPUT CLOSE LIFE / SMART APP OR GET COMMITMENTS SET RETURN APPOINTMENT CLIENT: 8-10 REFERRALS SHOW COMPENSATION DVD / ULTIMATE OPP DVD / TICKET TO FREEDOM IBA / SCHEDULE / FAST START AWARD TOP 25 / Q-10-15 / 6-8 CLIENTS / 3-6 REC 4 MINUTE DRILL… FAMILY/BEST FRIENDS CO WORKERS / HOBBIES / CHURCH CELL PHONE LIST NEW ASSOCIATES MANUAL,SCRIPTS SET 3 INVITE 3 SET THEIR PFSU DATE IN 30 DAYS BUILDING PROCESS • BUILD DIRECT TEAMS • 6 WIDE / 3 - 4 DEEP OF LICENSED FIELD TRAINERS • RVP YOU

  21. 3 STEP APPOINTMENT PROCESS 1ST APPOINTMENT • INTRO QUESTIONS • PRESENTATION / (VIDEO) • FNA INPUT SHEET • CLOSE LIFE OR GET COMMITMENTS FOR 2ND APPT, COMPLETE SMART APP. • COMPLETE 10 REFERRALS • GET THE FACTS BROCHURE • BRING TO NEXT MEETING • SET 2ND APPT (DURING DAY IF POSSIBLE) OR 8:00 APPOINTMENT • (SEND THANKYOU CARD & NEXT APPT DATE) • 2ND APPOINTMENT • DELIVER FNA • CLOSE SMART • CLOSE IRA / M.F. / EMERGENCY ACC. • MORE REFERRALS (HAVE THEM CALL 3 / GET LETTERS SIGNED ) • 3RD APPOINTMENT • DELIVER POLICY • UPDATE ABOUT REFERRALS

  22. 5 KEYS TO BUILDING A BIG BASESHOP 1. GET WIDE (Personally) - Recruit Directs - Build Teams • DO IT FIRST (Lead by Example) - Recognize Others Who Do It 3. BUILD RELATIONSHIPS - People Quit on a Boss, Not a Friend 4. BUILD CONFIDENCE - By Your Example Field Training - Teaching the Fundamentals 5. BIG EVENTS - Bigger Vision - Emotional Experience

  23. $100,000+ YR ACTIVITY PLAN SUNDAY NIGHT 6:00 – 8:30 PM (YOU HAVE 6 KT’S* SET FOR THE NEXT WEEK) *THE RIGHT MARKET 25-45, MARRIED, KIDS,HOME 6 KT’S SET X 4 WEEKS = 24 KT’S SET = 24 X 50% CANCEL OR RESCHEDULE = 12 CONDUCTED = 12 X 50% CLOSE RATIO / 25% RECRUIT RATIO = 6 & 3 = RESULTS MONTHLY 6 LIFE X $900 AVG. PREMIUM = $ 5,000 & 3 RECRUITS 1 OR 2 LOANS & 1OR 2 INVESTMENTS ROLLOVERS $3,000 TO $6,000 PERSONAL INCOME RVP: AFTER REPLACEMENT, EXCHANGE… MULTIPLIED BY 5 FIELDTRAINERS (YOU & 5) $30,000 BASESHOP PREMIUM 15 RECRUITS $900,000 SMART (150K AVERAGE) $120,000 INVESTMENTS (20 K AVERAGE) $250,000 YR INCOME 6 = $30,000 / $250,000 yr income 12 = $60,000 / $500,000 yr income 18 = $90,000 / $750,000 yr income 24 = $120,000 / $1,000,000 yr income + 1 RECRUIT / TOP 25 / QUALIFY TOP 10-15 / 6-8 SALES & 3-6 RECRUITS

  24. WEEKLY ACTIVITY MANAGER WEEK OF: _________

  25. BUILDING A BIG BASESHOP

  26. ACCOUNTABILITY SYSTEM RVP TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN TEAM CAPTAIN • SUNDAY: • 6:00 P.M. - 9:00 P.M. 1) FIELD TRAINING APPTS. • 2) SET PERSONAL APPTS. • 3) CALL REFERRALS • 9:00 P.M. TEAM CAPTAIN CONFERENCE CALL WITH DIRECTS 1-646-519-5800 (ENTER PASSCODE) • 9:30 PM. RVP CONFERENCE CALL WITH TEAM CAPTAINS • UPDATE GOOGLE SPREADSHEET DAILY

  27. TEAM CAPTAINS WEEKLY TEAM CAPTAIN CONFERENCE CALLS: THURSDAYS 9:30 PM PST. • CALLS WILL BE IN HIERARCHY’S OF $500,000+ EARNERS… • CHRIS HOWARD / BRENDAN MURTON / BRANDON NEIL… HOSTED BY THEM AND TOP RVP’S ( YES… WE NEED MORE $500,000 EARNERS !!! ) • EVERYONE IS WELCOME TO LISTEN IN ON THE CALLS, PLEASE PLUG INTO YOUR CALL, CHECK WITH YOUR RVP FOR YOUR CALL IN NUMBER AND PASS CODE • THE 3RD THURSDAY OF EACH MONTH WE WILL COMBINE THE CALLS AND HAVE ALL HIERARCHY TEAM CAPTAINS TOGETHER, TEAM CAPTAINS PLEASE UPDATE YOUR #’S ON THE SPREADSHEET BEFORE THE CALL… • THE TOP TEAM CAPTAINS MTD. WILL BE THE SPEAKERS PLEASE GIVE TIPS AND SUCCESS STORIES ON THE CALL FOR OTHERS LISTENING IN… • HOW DO I QUALIFY TO BE A TEAM CAPTAIN? GLAD YOU ASKED… $100,000 BUILDERS PREMIUM IN A 3 MONTH PERIOD (BUILDERS PREMIUM IS LIFE PREMIUM X RECRUITS) (10,000 OF LIFE PREMIUM X 10 RECRUITS = $100,000 OF BUILDERS PREMIUM) • EXAMPLE: THIS IS YOUR TEAMS BASESHOP PRODUCTION AVG $4000 X 3 RECRUITS PER MO FOR 3 MONTHS = $12,000 X 9 RECRUITS = $108,000 BUILDERS PREMIUM

  28. MAINTAIN MOMENTUMTEAM DYNASTY SCHEDULETHE YEAR OF LEADERSHIP AND DEVELOPING LEADERS **JAN – KICKOFF NEW YEAR** **JAN – CITY WIDE OPP. NIGHT ( 2 WEEKS LATER)** JAN - FEB CONTEST MARCH FSS MAR- APRIL CONTEST MAY FSS **APRIL – WEST COAST CONVENTION LA** MAY – JUNE – JULY CONTEST AUG RETREAT/CONVENTION SEPT - OCT CONTEST NOV. FSS SUPER MONDAY’S 3RD MONDAY OF THE MONTH BUILDING FROM EVENT TO EVENT BUILD YOUR TEAM FROM EVENT TO EVENT!!! PROMOTIONS! RECOGNITION! COMPETITION!

  29. MASTER THE FUNDAMENTALS ACTIVITYPRODUCTS PROSPECTING SMART SETTING APPOINTMENTS INSURANCE RECRUITING INVESTMENTS PRESENTATIONS LEGAL PROTECTION OVERCOMING OBJECTIONS FNA CLOSING FNAS AUTO & HOME REFERRALS FIELD TRAINING BALANCE BOTH OF THESE. DON’T FOCUS ON ONE MORE THAN THE OTHER. IF YOU FOCUS ON BUILDING FIRST, THE SALES (CLIENTS) WILL BE AUTOMATIC. MEETINGS / BIG EVENTS/ OPP NIGHTS ARE THE KEY TO BUILDING A TEAM!

  30. Smart Loan Process • Complete FNA Input Sheet and Smart Application. • Turn Smart Application Into Office for Review and Faxing to Solution Center. 3. Receive Conditional Loan Worksheet from Solution Center. • Call Client, Verify Information is correct on loan worksheet Key Points: amount over minimum credit card payment & % of income to budget from FNA. 5. Set Return Appointment. • Prepare TOTAL SOLUTION WORKSHEET (POL-SUPPORT SYS-DEBT MGMT-US-TOTAL SOL. WKSHT) 7. At appointment, explain Smart Presentation, present Proposal / Solution 8. Call Solution Center with Client to order Appraisal 1-800-737-6011. 9. Appraisals confirmed, Set Closing Date. 10. Client Approves Loan Documents, Enroll in Equity Builder Program, (confirm acceleration amount ) Agent Sets Up Money Market Account for Taxes and Insurance, 11. Complete all Other Products.

  31. Investment Process 1. Explain Asset Management Brochure to client. 2. Complete Investment Profile Questionnaire. 3. Set up the three fundamental accounts. (Emergency, Short term, Retirement) 4. Review Goals, Dreams & Objectives from FNA. (College, Retirement, Home, etc.) 5. Present Investment Portfolio Options. 6. Complete Fund Applications (Must be turned into office within 24 hours.) 7. Leave Prospectus with Client. 8. Invite to Client/Business Orientation. 9. Send Congratulations and Thank you note to client.

  32. PRODUCT COMPENSATION LOAN OF $200,000 RANK % $ COMP AMOUNT RVP 1.232% $2,464 REGIONAL .827% $1,654 DIVISION .573% $1,146 DISTRICT .442% $884 SR REP .364% $728 REP .312% $624 LIFE $1000 ANNUAL PREMIUM ($83/MONTH) RANK % $ COMP AMOUNT RVP 95% $950 REGIONAL 70% $700 DIVISION 60% $600 DISTRICT 50% $500 SR REP 35% $350 REP 25% $250 (If monthly 75% advanced) MUTUAL FUNDS $30,000 + (RESIDUALS*) RANK ($ X SALES CHG X %) $ COMP AMOUNT RVP 57% $855 REGIONAL 38% $570 DIVISION 27% $405 DISTRICT 21.75% $326 SR REP 18.6% $279 REP 16.5% $247 ANNUITY OF $30,000 + (RESIDUALS*) RANK % $ COMP AMOUNT RVP 54% $1,053 REGIONAL 36.3% $708 DIVISION 26% $507 DISTRICT 20.8% $405 SR REP 17.68% $344 REP 15.6% $300 * SEE DETAILS IN PROSPECTUS

  33. Smart Compensation Commission Paid on $200,000 Solution • REP .312% = $624 • Sr. REP .364% = $728 • District .442% = $884 • Division .573% = $1,146 • Regional .827% = $1,654 • RVP 1.232% = $2,464 ($200,000 Average Loan) Regional Leader: 2 personal loans $400,000 x .827% = $3,308 Personal Bonus ( $400. mo. / $4,800. yr ) Override 3 Direct District x 1 loan each $600,000 x .385% = $2,310 $3,308+ $2,310 + $400 = $6,018 per month $72,216 Per Year

  34. Compensation Example Life Client $83.mo. / $1,000 Annual District mgr. 50% = $500 / $375 ( 75% Advanced 25% yr. end ) Regional mgr. 70% = $700 / $525 ( 75% Advanced 25% yr. end ) Smart Loan $200,000 Restructure District mgr .442% = $884 Regional mgr .827% = $1,654 District mgr Personal : 5 Life Clients / 1 Smart / 3 IRA Rollovers = $3,809 Regional mgr Personal : 5 Life Clients / 1 Smart / 3 IRA Rollovers = $5,554 Over ride : 2 District mgr’s 6 Life Clients / 3 Smart / 3 IRA Rollovers = $3,435 Total $8,989 Income

  35. Regional Vice President Personal : 5 Life Clients / 2 Smart / 3 IRA Rollovers = Personal Income $10,350 Over ride : 6-8 District Managers: 25 Life Clients / 6 Smart / 10 IRA Rollovers= Override Income $19,828 Life Bonus $6,750 SMART Bonus $3,000 Total Income $39,928 RVP Compensation ExampleLife Client $83.mo. / $1,000 AnnualDistrict mgr. 50% = $500 / $375 ( 75% Advanced 25% yr. end )Regional mgr. 70% = $700 / $525 ( 75% Advanced 25% yr. end )RVP 95% = $950 Plus BonusSmart Loan $200,000 RestructureDistrict mgr .442% = $884 Regional mgr .827% = $1,654 RVP 1.232% = $2,464

  36. Appointment Setting • 2 Things You Can Control: • Your Attitude • Your Activity • --Art Williams

  37. “The Art of Communication is Asking Questions” • Questions Guide a Conversation • Questions Control a Conversation • The person that asks the last question is in control of the conversation. • Become a great communicator by asking questions; the #1 topic people like to talk about is themselves and their family …. • A Tie Down: is a question at the end of a sentence i.e.…If you could earn an extra $1,500 to $2,000 per month part time would that interest you? • Alternate of Choice: is a question with two choices i.e.…I could meet with you on Monday or would Tuesday be better? • A Porcupine: Answer their question with a question i.e.…Is this sales? Do you have experience in sales or management?

  38. Drop by face to faceWarm market or ReferralsVery Effective: Have a new recruit introduce you to their top 5 contacts Stop by their house or work, don’t take anything to the door… (New Assoc.) Hello_________, I want you to meet someone, this is __________. (Mgr.) Hi_________, I’m training (New Associate) in my company, and_________ was telling me about you and said you’d do very well in my company… I don’t know if you would be interested or not, but I’d like to show you what we do and the money involved. (If at their house) Do you have a few minutes? (Get your info. If the spouse is available do a KT, if not show them a little or video & set a KT) (If they’re at work or the timing’s not good – Set an appt) I’m available (mon) or is (tues) better? Great! Is(6:00) ok, or would(8:00) be better? “What do you do?” We deal in financial services; we are the marketing division for Citigroup.

  39. Character Reference (New Associate Calling Reference/Friend) Hello (friend) , This is (New Associate) , How are things going? ( Chit Chat ) The reason I’m calling is, I’m in training and working on a second career. I’ve listed you as a character reference. You’ll be receiving a phone call from ( ___________ ) who is training me. Say some good things about me ok? Great ! Thanks, I really appreciate it. If they ask, what are you doing or Why is he/she calling me? I’m going into Financial Services. This is for my character reference ….

  40. Character ReferenceTraining Appointments(Field Trainer Calling To Set An Appointment) Character Reference for:_____(New Associate)____________ Field Trainer:___________________________________________ Calling: Hello! Is _______ there? (Wait For Answer) My name is ________ and I’m calling in regards to (New Assoc.), Do you know ______? (WFA) Great! (New Assoc.) is in the application process with our company and has listed you as a character reference. Do you have a couple of minutes? A) How long have you known _______? B) How do you know each other? C) We are in the financial services industry and _____ may be handling large sums of money. Do you feel he/she has a high degree of integrity? D) _______ is getting licensed through the state of Nevada and has to go through some training appointments before he/she can go to school. F) Would (new assoc) have enough credibility with you and (spouse’s name) to where you’d help him out with a training appointment? (WFA) Great! He/she’s scheduled to work on ______ and ______ this week, which day would be better for you and (spouse)? Great. What time is better, 6:00 or 8:00pm? Do me a favor, let (spouse) know and put it on your calendar so you don’t forget. Okay, great! See you ______ at _______. Bye Why Do I Need My Spouse? There are questions for both of you, it will only take about 20-30 minutes, unless you have a lot of questions . (Go back to F) What does it involve? He/She will be doing individual as well as company presentations this is just part of his training. (Go back to F) What’s it about? We deal in financial services. We’re the marketing division of Citigroup. They own companies like Citibank and Smith Barney. (New Assoc..) is beginning his/her training process and will be learning how to give group and individual presentations. Would you be willing to help ______ with a training appointment? (Yes/Great) So what day would be better ______ or ______ Ok is 6:00 pm good or 8:00 pm better? (Great) Could you put that on your calendar and let (spouse) know, look forward to meeting you. Leaving a message (answering machine): This is _______. I’m calling in regards to _______. _________ has listed you as a character reference on an application with our company. I have just a couple of questions regarding ______. I can be reached at xxx-xxxx.

  41. New Associates Top 25 Training ListBest Friends, Closest Family Members, Co Workers Option 1 – Go See Them Now Hello _________, (Chit Chat) Are you and _________ going to be home _________ (night)? Great! I have something I want to show you, and somebody I want you to meet. Would (time) or (time) be best? WHAT IS IT? I can’t explain it over the phone. I need to show you some information and I have someone I want you to meet. I’m gona stop by. Is 6:00 good or is about 8:00 better? -OR- I have some time available on (day) or would (day) be better? (WFA) OK. Would (time) or (time) work best? WHAT IS IT ABOUT? I’m in training with a financial services company. They are the marketing division for CITIGROUP. They own companies like Citibank and Smith Barney. I would like to show you some things and get your opinion. Grab your calendar. I have some time available on _________ or __________. Which would work best? (WFA) OK. So would (time) or (time) work best? Do me a favor, let (spouse) know and put it on your calendar so you don’t forget. Okay, great! See you _______ at _______. Bye! Option 2 - Friends or Relatives that you respect their opinion Hello ____________. This is _________________. How are things going? (Chit Chat) The reason I’m calling is I am starting a new second career and I have to get a license through the state of Nevada. I have to go through some training before I can go to school. Would you and (spouse) help me out and sit through a presentation with me and a friend that is training me? (WFA) Great! WHAT IS IT ABOUT? I’m working with a financial services company. They are the marketing division of CITIGROUP. They own companies like Citibank and Smith Barney. It’s very exciting. I would like to show you some things and get your opinion. I have some time available on __________ or __________. Which would work best. (WFA) GREAT! So would (time) or (time) work best? So me a favor, let (spouse) know and put it on your calendar so you don’t forget. Okay, great! See you ___________ at __________. Bye!

  42. Setting appointments in a new recruits warm market, or referrals Hello_________, My name is _________. We have a mutual friend __________. __(Mutual Friend)____ was telling me about you and said you’d do great in my company. I don’t know if you would be interested or not, but I’d like to show you what we do and the money involved. Do you keep your options open? (on the phone) (yes) Great! I’m available (mon) oris(tues) better? Great! Is(6:00) ok, or would(8:00) be better? “What do you do?” We deal in financial services; we are the marketing division for Citigroup. Do you have a background or experience in finances? “No” That’s ok, because we provide all the training. So how about we get together. I’ll show you what we do and the money involved and we’ll see if it peaks your interest. What day is best for you? (mon) or ___(tues)______? “Yes” Great! Than you’ll catch on real quick. So how about we get together. I’ll show you what we do and the money involved and we’ll see if it peaks your interest. What day is best for you? ___(mon)______ or ___(tues)______?

  43. Business Cards / Directories/ Cold ContactsSetting Appointments for Interviews / Presentation INTERVIEW SCRIPT: HELLO, IS ___________THERE? HI, MY NAME IS _______________HOW ARE YOU DOING TODAY? I’M IN CHARGE OF EXPANSION FOR MY COMPANY IN THE (city you live), I DON’T KNOW YOUR CURRENT JOB SITUATION, BUT I’D LIKE TO KNOW IF YOU KEEP YOUR OPTIONS OPEN? (WAIT FOR ANSWER) I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR BUSINESS PLANS AND THE MONEY INVOLVED. DO YOU HAVE SOME TIME TOMORROW OR WOULD LATER IN THE WEEK BE BETTER? IF YOU GET AN ANSWERING MACHINE: I’M LOOKING FOR ___________. MY NAME IS___________. MY PHONE NUMBER IS ____________. THE REASON I’M CALLING IS THAT I AM IN CHARGE OF EXPANSION WITH MY COMPANY AND YOUR NAME WAS REFERRED TO ME AS SOMEONE WHO MIGHT BE INTERESTED IN LOOKING AT A CAREER CHANGE IF THE POSITION AND MONEY WERE RIGHT. IF SO, CALL ME AT _______________. THANK YOU. HOW TO HANDLE OBJECTIONS: #1 HOW DID YOU GET MY NAME? ARE YOU FAMILIAR WITH THE METHODS CORPORATE RECRUITERS USE IN ORDER TO OBTAIN TOP QUALITY PROPECTS WELL, WE USE THOSE SAME METHODS. WOULD YOU BE INTERESTED IN A CAREER CHANGE IF THE MONEY WAS RIGHT? #2 WELL, WHAT IS IT? WE DEAL IN FINANCIAL SERVICES, DO YOU HAVE A BACKGROUND OR A DEGREE IN FINANCE? NO, GREAT! THAT’S OK, WE PROVIDE ALL THE TRAINING. SO HOW ABOUT WE GET TOGETHER, I’LL SHOW YOU WHAT WE DO & THE MONEY INVOLVED AND WE’LL SEE IF IT PEAKS YOUR INTEREST. WHAT DAY IS BEST FOR YOU ___(mon)______ or ___(tues)______? YES, GREAT! THEN YOU’LL CATCH ON REAL QUICK! SO HOW ABOUT WE GET TOGETHER, I’LL SHOW YOU WHAT WE DO & THE MONEY INVOLVED AND WE’LL SEE IF IT PEAKS YOUR INTEREST. WHAT DAY IS BEST FOR YOU ___(mon)______ or ___(tues)______?

  44. #3 I WANT MORE INFORMATION. CAN YOU GET ME MORE INFORMATION? YOU’RE IN MANAGEMENT? HAVE YOU BEEN IN MANAGEMENT BEFORE? WELL I’M SURE YOU’VE HEARD THE PHRASE, “TIME IS MONEY” HAVE YOU HEARD THAT PHRASE BEFORE? WELL, YOU KNOW THAT TIME IS MONEY AND MY TIME IS VERY VALUABLE AND I’M SURE THAT YOUR IS ALSO. IF I COULD GET THE INFORMATION TO YOU OVER THE PHONE, AND IF I COULD GET THE INFORMATION THAT I NEED TO GATHER FROM YOU OVER THE PHONE, OBVIOUSLY, I WOULD DO IT SO WE WOULDN’T HAVE TO WASTE TIME FOR EITHER OF US TO GET TOGETHER. BUT IS CAN’T BE DONE OVER THE PHONE. HOW ABOUT WE GET TOGETHER, I’LL SHOW YOU WHAT WE DO & THE MONEY INVOLVED AND WE’LL SEE IF IT PEAKS YOUR INTEREST. WHAT DAY IS BEST FOR YOU ___(mon)______ or ___(tues)______? #4 NO SO YOU’RE COMFORTABLE WHERE YOU ARE AT. WELL, YOU SHOULD FEEL VERY FORTUNATE TO HAVE OBTAINED THE POSITION THAT YOU HAVE, BECAUSE MOST PEOPLE ARE REALLY FRUSTRATED AND NOT SATISFIED WITH WHERE THEY ARE AT, SO THAT’S A TRIBUTE TO YOU. I WONDER IF YOU COULD DO ME A FAVOR. DO YOU HAVE A PEN AND PAPER HANDY? PLEASE TAKE THIS DOWN. MY NAME IS GARY, G-A-R-Y, SMITH, S-M-I-T-H AND MY NUMBER IS __________. WOULD YOU REPEAT THAT BACK TO ME? GREAT. WHAT I’D LIKE FOR YOU TO DO IS, IF YOU RUN INTO SOMEBODY THAT’S NOT AS SATISFIED AS YOU ARE-IF THEY’VE PEAKED IN THEIR CAREER AND THEY’RE LOOKING FOR SOMETHING BETTER, YOU MIGHT GIVE THEM MY NAME AND NUMBER AND SEND THEM MY WAY. BUT PLEASE, ________DON’T SEND ME ANYBODY THAT YOU WOULDN’T HIRE YOURSELF. THANKS FOR YOUR TIME. I APPRECIATE IT. IF YOU WOULD DO THAT FOR ME, THAT WOULD BE GREAT. #5 YES GREAT! I’M AVAILABLE ON TUESDAY, OR IS WEDNESDAY BETTER? HERE ARE THE DIRECTIONS TO MY OFFICE. (GIVE DIRECTIONS) MY TIME IS VERY VALUABLE, SO I HOPE YOU’RE NOT THE KIND OF PERSON WHO SAYS YOU’LL DO SOMETHING AND NOT DO IT, ARE YOU? IF FOR SOME REASON YOU CAN’T MAKE IT, YOU NEED TO CALL ME AND LET ME KNOW, AND I’LL DO THE SAME FOR YOU. IT’S JUST COMMON COURTESY. DO YOU AGREE? (IF THEY SOUND LIKE THEY MIGHT NOT SHOW UP) LOOK, MY TIME IS VERY VALUABLE AND I CAN’T AFFORD TO SCHEDULE THE TIME IF YOU AREN’T INTERESTED. I’D PREFER YOU LETTING ME KNOW NOW.

  45. Scripts for the Field Trainer to Follow3 Categories (New Associates Warm Market) INTERVIEW SCRIPT HELLO, IS __________THERE? HI, ________MY NAME IS __________HOW ARE YOU DOING TODAY? WE HAVE A MUTUAL FRIEND ________ HE/SHE WAS TELLING ME ABOUT YOU AND SAID YOU WERE VERY AMBITIOUS AND SAID YOU COULD DO WELL IN MY COMPANY. (WFA) HOW LONG HAVE YOU BEEN _________? HOW LONG HAVE YOU LIVED IN __(CITY)___? I’M IN CHARGE OF EXPANSION IN THE AREA, I DON’T KNOW IF YOU’D BE INTERESTED OR NOT BUT I’D LIKE TO SHOW YOU WHAT WE DO AND THE MONEY INVOLVED…DO YOU HAVE SOME TIME TOMORROW OR WOULD LATER IN WEEK BE BETTER? (WFA) GREAT, HOW ABOUT 11:30 OR WOULD LATER IN THE AFTERNOON BE BETTER? FNA APPOINTMENT SCRIPT HELLO IS __________THERE? HI ________MY NAME IS _________HOW ARE YOU TODAY? WE HAVE A MUTUAL FRIEND _________, HE/SHE WAS TELLING ME ABOUT YOU AND SAID YOU COULD DO WELL IN MY COMPANY. HE/SHE SAID YOU WERE VERY AMBITIOUS, IS THAT RIGHT? (WFA) I’M IN CHARGE OF EXPANSION IN THE AREA. WE ARE THE MARKETING DIVISION FOR CITIGROUP AND PLAN TO OPEN SOME OFFICES IN THE AREA. I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR BUSINESS PLANS AND THE MONEY INVOLVED, WHAT TIME DO YOU USUALLY GET HOME FROM WORK? OK, I COULD STOP BY MONDAY OR WOULD TUESDAY BE BETTER? GREAT, WOULD ABOUT 6:00 BE OK, OR WOULD 8:00 BE BETTER? GREAT, IF YOU WERE TO MAKE A CAREER CHANGE OR GET INVOLVED WITH ME ON A PART TIME BASIS WOULD YOU WANT YOUR WIFE/HUSBAND TO KNOW ABOUT IT? YES, COULD HE/SHE BE THERE ALSO? YES, GREAT IF YOU WOULD JOT DOWN WEDNESDAY 6:00 ON YOUR CALENDAR, I”LL SEE YOU THEN. INVITE TO OPP SCRIPT HELLO IS __________THERE? HI ________MY NAME IS _________HOW ARE YOU TODAY? WE HAVE A MUTUAL FRIEND _________, HE/SHE WAS TELLING ME ABOUT YOU AND SAID YOU COULD DO WELL IN MY COMPANY. HE/SHE SAID YOU WERE VERY AMBITIOUS, IS THAT RIGHT? (WFA) I’M IN CHARGE OF EXPANSION IN THE AREA. WE ARE THE MARKETING DIVISION FOR CITIGROUP AND PLAN TO OPEN SOME OFFICES IN THE AREA. I’D LIKE TO MEET WITH YOU AND SHOW YOU OUR BUSINESS PLANS AND THE MONEY INVOLVED. THIS WEEK WE HAVE A BUSINESS OVERVIEW THURSDAY AT 7:30PM AND SATURDAY AT 9:00AM WHICH WOULD BE BETTER FOR YOU? I’D LIKE TO MEET WITH YOU BEFOREHAND COULD YOU BE ABOUT 20 MINUTES EARLY? GREAT, DO YOU HAVE A PENCIL AND PAPER AND I WILL GIVE YOU DIRECTIONS TO MY OFFICE.

  46. Plan for Prospecting 9:00am to 12:00pm Mon 3-10 New Contacts Tues 3-10 New Contacts Wed 3-10 New Contacts Thurs 3-10 New Contacts Friday 3-10 New Contacts Sat (BEST FOR PART TIMERS) Sun In 48 hrs call Mon names on Wed In 48 hrs call Tues names on Thurs In 48 hrs call Wed names on Fri In 48 hrs call Thurs names on Sat In 48 hrs call Fri names on Sun • Follow up, Follow up, Follow up! • Repeat Steps Beginning of the Week Another good plan is, 2 days of contacts, one day of follow up calls…

  47. FACE TO FACE PROSPECTING SCRIPT FIRST BREAK THE ICE START A CONVERSATION OR ASK FOR HELP (MAKE SMALL TALK) HOW LONG HAVE YOU WORKED HERE? HOW DO YOU LIKE IT? HOW LONG HAVE YOU LIVED IN THE AREA? WHAT DOES YOUR HUSBAND/WIFE DO? DO YOU HAVE KIDS? ASK QUESTIONS = GOOD CONVERSATION “MY COMPANY IS EXPANDING, WE’RE TRAINING PEOPLE IN MANGEMENT.” DO YOU KEEP YOUR OPTIONS OPEN? DO YOU HAVE SOME TIME YOU COULD MAKE SOME MONEY ON THE SIDE (SURE) GREAT, GIMMIE YOUR NAME AND NUMBER AND I’LL GET YOU SOME INFORMATION (SURE) BUT WHAT DO YOU DO? “WE DEAL IN A BROAD RANGE OF FINANCIAL SERVICES, WE ARE THE MARKETING DIVISION FOR CITIGROUP, I DON’T HAVE A LOT OF TIME RIGHT NOW, BUT GIMMIE YOUR NAME AND NUMBER I’LL GET YOU SOME INFORMATION.” (GET THEIR NAME AND NUMBER) GREAT, I’LL CALL YA IN THE NEXT FEW DAYS!”

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