2016 New Associate

Manual

Your Goals

The first step on the path to success is to DREAM IT. Creating goals is important. Take a moment to write down what you want to achieve, both in the near-term and long-term. This will help you get off to a quick start. What do you want to accomplish at Primerica? (e.g. I’ve always wanted to…)

1) _______________________________________________________________________

___________________________________________________

2) _______________________________________________________________________

___________________________________________________

3) _______________________________________________________________________

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Why? (Why are these goals important to you?)

1) _______________________________________________________________________

___________________________________________________

2) _______________________________________________________________________

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3) _______________________________________________________________________

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When (in what time period) do you want to achieve these goals?

1) _______________________________________________________________________

___________________________________________________

2) _______________________________________________________________________

___________________________________________________

3) _______________________________________________________________________

___________________________________________________

My Solution Number: ____________

How to Get Started (First 30 Days)

1. Observe 10 Appointments (with field trainer) □

2. Recruit 3 Direct Associates □

3. Observe 3 Life Sales □

4. Receive Compensation ($300 Bonus) □

5. Register and Attend Class for Life Licensing (Under POL) □

6. Schedule and Pass Life Exam(www.pearsonvue.com or call (888)754-7667) □

7. Personal Growth Program (Gameplan with RVP) □

8. Attend ALL team meetings (Tuesday @ 7pm) □

9. Become Life/Investment Client □

10. Qualify for your Sr. Rep Promotion □

GET OFF TO A FAST START Observe 10 Appointments in your First 30 Days

Appointment Name Date Appointment Name Date

1. 6.

2. 7.

3. 8.

4. 9.

5. 10.

Tracking Your $300 Bonus!

(3 x 3)

Sr. Rep Promotion: __________________

(3) LIFE SALES (3) NEW ASSOCIATES

1. Name________________________ 1. Name___________________________

2. Name________________________ 2. Name___________________________

3. Name________________________ 3. Name___________________________

Promotion Deadline: __________________

PROMOTION REQUIREMENTS

Step 1: Become an Associate

Submit Independent Business Application

Become a Client

Attend All Meetings

Step 2: Become a Representative

Attend Weekly Meetings

Get your life license

Complete own FNA

Step 2: Become a Sr. Representative

Recruit 3 Direct Recruits

Observe 3 Life Training Transactions

Receive Compensation on 1 Non-Life Product Step 3: Become a District Leader

Recruit 6 Team Recruits

Observe 6 Life Training Transactions

Receive Compensation on 2 Non-Life Products OR

Submit $2,500 in premium in one month

Produce 1 Sr. Rep

Step 4: Become a Division Leader

Recruit 9 Team Recruits

Observe 9 Life Training Transactions

Receive Compensation on 3 Non-Life Products OR

Submit $5,000 in premium in one month

Produce 1 District Leaders

Step 5: Become a Regional Leader

Earn a 70% commission including overrides!

Submit $7,500 in premium in one month

Produce 3 District Leaders

Submit U4 Form (Securities License)

Step 6: Become a Regional Vice President***

Earn a 95% commission, including overrides, plus bonuses

Submit $10,000 in premium* during two consecutive months

Have at least 6 District Leaders (or above)

Be full time in the business

* Maximum premium $1,500 per sale. ** Requirements for District if not pre-qualified in first 45 days. ***RVP premium: only 50% from any 1 leg, min $8,000 each month ($20,000 total in 2 consecutive months); Must give Promotion Exchange to promoting RVP.

S-T-A-R PROGRAM

In order to tailor your training to your individual personality, it helps us to better understand you. Each grouping represents a general personality. Usually you will have traits in each grouping, but typically you are dominant in one or two areas. Please rank from 1-4 each of the general listings, with 1 being the most like you, & 4 being the least like you. There are no right or wrong answers. I EXPECT EVERYONE TO FOLLOW THE RULES AND REGULATIONS.

I EXPECT YOU TO DO WHAT YOU SAY YOU WILL DO

I SET UP & IMPLEMENT PREDICTABLE SYSTEMS

I TRUST PROVEN AUTHORITY

I TEND TO SEE THE WORLD IN BLACK AND WHITE

I ACCEPT A TIME-TESTED & PROVEN ESTABLISHMENT

I LEARN BEST THROUGH MEMORIZATION, RECALL AND DRILL

I RUN EFFICIENT MEETINGS WITH AN AGENDA & ON TIME

I VALUE ROOTS & HOME

I DISLIKE PEOPLE WHO QUESTION AUTHORITY OR DO NOT OBEY

I MAY INSIST ON PROCEDURE FOR PROCEDURES SAKE AND NOT BE RESPONSIVE TO NEEDS

I USE THE PAST TO GUIDE ME INTO THE FUTURE

I TRUST LOGIC & REASON ABOVE ALL

I CAN MAP OUT A STRATEGY & OVERALL PLAN

I AM PRECISE IN MY SPEECH & NOTICE CONTRADICTIONS

I DESIRE WILLPOWER

I WANT POWER OVER NATURE & AM ATTRACTED TO THE SCIENCES

I FOCUS ON LONG-TERM RESULTS & CAN PROJECT FAR INTO THE FUTURE

I EASILY LEARN ABSTRACT IDEAS AND DISLIKE MEMORIZING WITHOUT UNDERSTANDING

I CAN KEEP SEVERAL ISSUES IN MIND AT THE SAME TIME

I RESOLVE CONFLICT LOGICALLY, RATIONALLY, AND AVOID EMOTIONALISM

I USE DIAGRAMS & MODELS TO COMMUNICATE ABSTRACTIONS

I AM SELF CRITICAL AND USUALLY SPOT MY ERRORS BEFORE ANYONE ELSE

I DISLIKE CHIT-CHAT & SMALL TALK AND SEEK CONVERSATIONS WITH SUBSTANCE

I AM A SKILLFUL NEGOTIATOR

I AM AN OPTIMIST AND SOMETIMES PROCEED ON BLIND FAITH (EVERYTHING WILL BE OKAY)

I AM GRACEFUL AND HAVE DEXTERITY WITH TOOLS, BASEBALL BATS AND DANCING SHOES

I LOVE BEAUTY AND THE AESTHETICALLY PLEASING

I RECOGI\NIZE AND GO AFTER OPPORTUNITY

I TRY TO FIND A BETTER WAY TO DO IT

I SOMETIMES REBEL AGAINST RULES, ROUTINE & STRUCTURE

I TAKE RISKS TO GET THINGS DONE

I AM A NATURAL ENTREPRENEUR

I LEARN BEST THROUGH HANDS-ON METHODS--SHOW ME, DON'T TELL ME

I DISLIKE BOREDOM OR WAITING

I DISLIKE ABSTRACT IDEAS & USELESS THEORY--GET REAL!!!

I AM POTENTIAL ORIENTED ABOVE ALL

I SHOW APPRECIATION EASILY--IN MANY WAYS

I SEEK A DEEPER MEANING THAN MATERIAL POSSESSIONS ALONE

I AM ENTHUSIATIC AND INTENSE

I AM ON A QUEST FOR SELF-ACTUALIZATION AND WANT TO HELP OTHERS DO THE SAME

I LEARN BEST IF THE SUBJECT INCLUDES PEOPLE…I NEED TO RELATE TO THE TEACHER

I NEED PEOPLE INTERACTION

I DISLIKE INAUTHENTIC OR FAKE PEOPLE

I AM A SUPPORTER AND CONFIDANT. EMPOWERING OTHERS TO BE THEIR BEST

WHEN CHANGE IS CONSIDERED, THE #1 QUESTION IS: WHAT WILL IT DO FOR THE PEOPLE?

IN BUSINESS, I STAND OUT IN RECRUITING, TRAINING, MOTIVATING AND COUNSELING

I WILL DISCUSS IDEAS, BUT IF ANGER SURFACES, I MAY LEAVE

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Start Your Training

Before licensing, you MUST concentrate on these important activities:

Bring guests to meeting (put your people in front of a trainer).

Go with manager to begin field training (put trainer in front of your people). The most successful way to start your business is by contacting your warm market. These are the people you would want to help and who would want to help you. Your warm market is generally made up of close friends and family who are willing to meet with you as part of your training. As you’re not yet licensed when you start, your trainer will go with you to interview your warm market. Since we’re licensed to help them, we’ll help them now, and you’ll benefit from the training and their referrals. If they are interested in joining Primerica, they become part of your Primerica business. Build Your Contact List

Write down everybody you know (don’t leave anyone out; give them a chance to learn about the Primerica Opportunity).

Look through your address book and cell phone for names.

Use the memory jogger to trigger names of people you may have overlooked.

Ask for names from your friends and relatives – people who are supportive of you and your business.

The Right Market Working in the right market is critical to your success. The right market will help you make money and build a solid business.

Your Target Market Each of these categories is worth 1 point. During your field training (across the kitchen table), you’ll only see 4-5 pointers. Three pointers or below will be invited directly to a meeting or to a one-on-one interview by your trainer.

1. Age 25-45

2. Married

3. Children

4. Home owner

5. Employed full-time

Partnership

You can link your name with your partner through POL following the next steps:

1. Sign in to POL

2. Click on Field Support tab

3. Click Partnership

4. Click on Partnership Empowerment Program

5. Enroll Online

6. Put in your SSI

7. Click on “I understand…”

8. On Partnership (PEP) Name: choose the name you wish for you and partner

(Example: John & Mary Smith, John Smith & Mary Johnson)

9. Enter Partner B Solution Number (If Applicable)

10. Submit

Steps to Life License

1. Log in to POL > Register

Solution #

DOB/SSI

RVP Solution: 20902

2. Licensing & Education > Register for pre-licensing (under SucessNow)

Schedule class (2 day class)

Prepare > Pass Now > Study by Topic

Complete sections 1-6 quizzes

Take Practice Exam (70%)

3. Schedule Test: Call (888) 754-7667

Tips:

Show up 30 minutes early

2 forms of ID (DL, ID, SSI, Debit card)

Steps to Securities License

1. Call & Set up SLIC account. Call 770.381.5885

Opt 2 > Opt 1 > Opt 3 (takes 24 hours)

2. Schedule fingerprints at www.fieldprint.com Code FPPrimerica1 Amount $17.50

Register for Electronic Fingerprints ($29.50)

3. Click on Licensing & Education Tab > Steps to Licensing

4. Click on Securities (gray Tab)

5. Choose Kaplan or TesTeachers as online exam prep (get at least a 65%)

6. Enroll/Register (home office gives access to training material)

7. Half way through study plan, call to open window

8. Submit U4

9. Fill out Securities Licensing Pak

10. Call 866.396.6273 to take test

The 4 Minute (Name-Game) Drill

NAME Day Time Phone Night Time Phone Marrie

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MARKET

WHO DO YOU WANT TO HELP FIRST? When thinking about you Family, Friends, Church, Work, Neighbors

Think S-T-E-A-M

Sales, Teacher, Enthusiastic, Ambitious, Money

Memory Jogger

Remember, the people who need your help the most will be… Married Have Kids Homeowners Age 25-55 Employed (25K+)

Best friend 2nd Best friend Family with 4 kids Family with 5 kids Neighbors On the right On the left Across the street On the corner Former neighbor Old neighborhood Where you grew up Your education School reunion College annual Former church Minister Deacon Relatives Uncles Parents Parent’s friends Cousins Brothers/sisters Ski with Golf with Work out with Bald Works nights Clothing store Sent you a Christmas card Appliances Spa/Health Club Tells jokes/stories Postman Work Everyone at past job Loaned you a book Eat lunch with Wedding party Has a pickup truck

Church directory In hospital New baby In engineering In sales Soccer league Bobby sox Little league PTA YMCA Apartment manager Ambitious Wife’s friend Cub scouts Boy scouts Campfire girls Girl scouts Needs more money New car Best salesman Most integrity Most trustworthy Most noble Most likable Best personality Doctor Dentist Best smile Eat out with Lions club Church choir Stereo Home address book Quit smoking Post office Day care center Everyone at current job Bought a car from you Last person you see Wedding photographer Former teacher

Grocery store Unemployed Over 40 w/ young kids Single parent Owns business Works in restaurant Drives a truck In management Carpenter Do odd jobs Works two jobs Most successful Thrifty Recent promotion Over 60 works full time Hobbies Bowling league Most enthusiastic Most attractive Just had a son married Just had a daughter married Who you buy from Gas station you frequent Car repair Tires Pharmacist Chiropractor Barber Dry Cleaner Optimist Automobile School Principal Diet center Southern accent On crutches Who to call if help needed First person you see People in other department Boss High school sports team

SETTING APPOINTMENTS

In your hot/warm market, use ETHOR:

EXCITED

“I’m really excited about my new career.” TRAINING

“I’m going through training right now.”

HELP

“In order to get my certification, I need your help.”

OBSERVE

“I need to observe the appointment process.”

REFERRALS

“I need to show you what I’ll be doing so you can become a referral source for me”

“Are weekends or weeknights better for you (and spouse)?” (“Don’t worry; we won’t try to sell you anything you don’t want.”)

WHAT IS IT?

“We show families how to get debt free and financially independent.

We also train and develop people to own their own business.” INVITE DIRECTLY TO THE BUSINESS OVERVIEW

Hi _______ this is _________, how’s it going? (Short conversation) ________, I need your help. What are you doing Tuesday night? (WFA) I’ve just gotten involved in a business I’m very excited about. I’d like you and (spouse) to come and look at the business to see if you see the same potential I do. We have a one-hour Business Overview scheduled for Tuesday, ___________ at 7:00 p.m. I’d like you to join me as my special guest, okay? I’ll pick you up at ________ p.m.

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ATTEND ALL MEETINGS

MEETINGS 1. BUSINESS OVERVIEW (Tuesdays @ 7pm) 2. TRAINING CLASSES (Saturdays @ 9am) 3. FAST START SCHOOLS (Quarterly) 4. PHONE BLITZES (To be announced)

MEETING PROTOCAL 1. Come to the meetings EARLY! 2. Sit on the FRONT ROWS! 3. Your conduct before, during & after the meeting is more important than the meeting

itself! 4. Don’t stand in the lobby!

FAST START SCHOOLS People make big commitments and life changing decisions at BIG EVENTS. This is key to building a huge, successful business. Be at every BIG EVENT and get your team there too. Builders are great promoters. Bring your PARTNER!

Weekly Calendar SUN MON TUE WED THURS FRI SAT

Fulltimers Meeting 9:00am

PFN-TV 11:00am

Opportunity Meeting 7:00pm

Bible Study

7:00pm

Training

9:00am-11:00am

PERSONAL GROWTH PROGRAM (First 90 Days)

John Maxwell Failing Forward Book (3rd Month)

COMPENSATION Representative 25% Sr. Rep 35%

District 50% Division 60% Regional 70% R.V.P. 95% + Bonus

Dealer Re-Allowance: A Shares = .0450 B Shares = .04

Representative 16.5% District 22.0% Division 27.0% Regional 38.0% R.V.P. 57.0%

$5,000 Personal Production = $4,750

$10,000 Team Production (35% Override) = $3,500

$Securities Compensation (Mutual Funds) = $2,000

Bonus (20%) = $3,000 Potential Monthly Income = $13,250

Potential Yearly Income = $159,000

Not Including: Mutual Fund PACs, Variable Annuities, Long Term Care, Debtwatchers, Auto and Home, and PLPP.

COMPENSATION TABLE

CONTRACT LEVEL

TERM LIFE

$1,000 PREM.

PLPP G.O.O.D $25,000 LOAN

LONG TERM CARE $1500

MUTUAL FUNDS

$10,000 FUND

MORT LOAN

Auto INS.

Home INS.

Debt Watchers

ASSOCIATE REP. Sr. REP. DISTRICT DIVISION REGIONAL RVP

-

25%

35%

50%

60%

70%

95%

-

$250

$350

$500

$600

$700

$950

$ 50

$ 50

$ 60

$ 80

$ 90

$100

$125

0.312%

0.312%

0.364%

0.442%

0.573%

0.827%

1.245%

$78.00

$78.00

$91.00

$110.50

$143.25

$206.75

$311.25

-

10%

15.5%

20%

25%

30%

40%

- $150 $232 $300 $375 $450 $600

-

16.5%

16.5%

22.0%

27.0%

38.0%

57.0%

- $135.00 $146.25 $157.50 $168.75 $191.25 $279.00

*

$300

$300

$300

$300

$300

$600

$50

$50

$52.50

$55

$57.50

$60

$85

$25

$25

$27

$29

$31

$33

$42.50

$50

$50

$50

$50

$50

$50

$50

*Note: Hypothetical example of solving one client’s financial problems based on Primerica Life Insurance $1,000 annual premium on a monthly draft, Mutual Fund compensation based on a 4 ½ % dealer allowance, $MART based on a $100,000 mortgage loan (Associates – 2

nd mortgages only), Long Term Care is based on

$1,500 annual premium, PLPP is a fixed amount based on membership, G.O.O.D. personal loan based on maximum $25,000 loan, Auto & Home Insurance is a fixed amount, Debtwatchers is a fixed amount based on membership. Actual commissions will vary from client to client.

TERM LIFE INSURANCE

INVESTMENTS

RVP (Compensation Example)

Income from Day One Primerica Secure

(Auto and Homeowner’s Insurance)

In the state of Texas, you DO NOT need a license to make money! The referring rep’s upline can get paid without a license. (Sr. Rep or Above) However, you must have a license to personally sell Auto and Home. And, there are currently 39 other states that do not have any licensing requirement. If you know anyone who lives in the light colored states (no license required), you can call them up TODAY, give them your last name and your Solution Number, and if they save money and switch, you get paid $50/per transaction!! When your friends and family call, be sure and let them know they will need to give your solution number and your last name for you to receive credit.

Toll-Free Number 1(877)855-8111 Solution Number: _________________

Fast Start Award

In first 30 days:

Do 3 Recruits

Do 3 Life Sales

Register for your Licensing Class/Pass exam Get $300 Bonus and Promotion to Sr. Rep. IBA Date: __________ Fast Start Award Deadline: _____________