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Employee Benefits

Training Manual

&

To be the premier provider of quality products and services that help reduce risk and provide protection, security, and peace of

mind to individuals and companies in North America.

PROTECTING FAMILIES

We protect families by providing them affordable access to the legal system and from

the devastating effects of identity theft. We also believe in creating a business model that allows you to put your family ahead of your job and employment.

FINANCES

We are focused on providing an exceptional income opportunity for our agents,

which includes advanced commissions and long term renewal income. We are also committed to providing our agents with training on long-term financial success.

AND YOUR FUTURE

We believe that an individual is in charge of their future and should have a goal to

become financially independent. We are committed to helping each agent create the greatest future possible for themselves and their families.

HRMC MISSION STATEMENT

SECTION 1 Getting Started

Keys to Your Success Page 1

Setting Up Your HRMC Email

Quick Reference Guide Page 4

Product Summaries Pages 5 - 6

Types of Group Accounts Page 8

Processing Membership Applications Page 9

SECTION 2 The Group Sales System

Step 1: Obtaining Qualified Leads Pages 14 - 16

Group Contact Form Page 17

Step 2: Prospecting Companies Pages 18 - 19

Step 3: Meeting with the Decision Makers Pages 20 - 21

Step 4: Enrolling the Employees Pages 22 - 30

Step 5: Retention and Servicing Groups Page 31

SECTION 3 Presentation Scripts

LegalShield Plan Script Pages 33 - 34

IDShield Plan Script Pages 35 - 36

SECTION 4 Marketing Materials

Marketing Materials Available Page 39-42

Harvard Advantage Membership Details Page 43

SECTION 5 Income

Working the Numbers Page 45

Commission Chart Page 46

First Year Income Projections Page 47

Continuing Education Page 52

Developing an HRMC Agency Page 53

Daily Affirmations Page 54

TABLE OF CONTENTS

“Your success depends on what you settle for. Don’t settle for

table scraps when you can own the whole palace.”

—Mark Riches


SECTION ONE:

GETTING STARTED

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Page 1 Harvard Risk Management Corporation

KEYS TO YOUR SUCCESS Congratulations on making a decision to be a part of the HRMC team! We are excited to work with you and assist you in accomplishing your goals. There has never been a better time to market legal and identity theft protection plans as an employee benefit. The earning potential with these products is phenomenal!

There are many factors in a person’s success; some are tangible, such as how many companies you contact or your presentation skills, and others are intangible, like your attitude and level of belief. Much of this manual will focus on tangible factors and systems and numbers, but it is important to take a moment to look at the three biggest intan-gible ingredients to one’s success: 1. Belief. You've probably heard the phrase "If you believe it, you

can achieve it.” This statement demonstrates how important belief is in the success process. You must develop a strong belief in the company, the products, and your ability to excel. Guard your mind so that you don’t allow people or things to negatively affect your belief. Reading daily affirmations, participating in conference calls, and associating with individuals who have similar goals and interests are great ways to increase your level of belief.

2. Attitude. Attitude is everything! Maintaining a positive attitude is

such a big part of achieving success. Running your own business can be difficult and challenging, so it’s important to stay focused on the positive. “Two men look out through the same bars. One sees mud, and one the stars.” Learn to develop a winning attitude! Focus on the positive and stay away from the negative. Remem-ber, a positive attitude is the quickest way to a positive cash flow!

3. Discipline. Jim Rohn said, “A few simple disciplines practiced

everyday can begin to change your life.” A person can have the best products in the best marketplace with the best compensation plan and best training, but if they don’t have the personal disci-pline to get out and make things happen, none of those other things will even matter. Being your own boss can have many re-wards and be the key to financial independence; however, some-times you need to be a tough boss! Remember, affirmation with-out discipline is the beginning of delusion.

“A few simple disciplines practiced everyday will begin to change your life.”

—Jim Rohn

Every successful journey begins with just a few simple steps. Here are the steps to getting started

in your new group marketing business.

1. Access the HRMC New Agent Training area at www.harvardbenefits.com. Complete each of the two sections and then print out your HRMC certificate of completion.

2. Be sure that you are plugged into the communication system. Text “HRMC” to 41411 to receive FREE text alerts and call reminders.

3. Be sure to participate in the weekly training calls as outlined on the Quick Reference Guide (page 4). It is recommended that you set up reminders on your cell phone and calendar so that you can get in the habit of participating on these calls.

4. Complete the B2B Certification Training in your back office to learn all the details for marketing the LegalShield and IDShield plans as an employee benefit.

5. Order a Group Starter Kit from the supply store so that you have all the materials needed to start prospecting companies and enrol-ling employees.

6. Set up your HRMC email and signature using Microsoft Outlook or another business email service. Use the instructions on the fol-lowing page.

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Harvard Risk Management Corporation Page 2

GETTING STARTED

http://www.harvardbenefits.com.

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SETTING UP YOUR HRMC EMAIL

Your email and email signature say a lot about your professional-ism. To help you in looking your very best, we recommend that you use a business email software like Microsoft Outlook. Through Outlook you’re able to create an email signature like this: John Smith Certified Employee Benefits Specialist Office: (214) 555-1212 [email protected]

You can download the HRMC email logo in the Docs on Demand section at www.harvardbenefits.com in the Logo and Branding section.

HRMC Email Service:

An HRMC email account is available to all Harvard Advantage Members. With the Email service you can have a @harvardbenefits.com email address and also access your email via the internet anytime at www.HRMCMAIL.com. You can also download your email to your desktop, PDA, or cell phone. Once you order the Harvard Advantage Membership you will receive an email with the settings and instructions on setting your email up.


There is a training video available in the Advanced Group Train-ing section that explains how to set up your email through Microsoft Outlook.

http://www.HRMCMAIL.com


You can print a copy of this Quick Reference Guide from the Docs on Demand section at www.harvardbenefits.com. We suggest that you hang a copy of the guide up by your desk so that you can quickly reference important numbers and information.

Monday

9:00 AM CT Group Training Call

Thursday

7:00 PM CT Leadership Training Call

Dial in Number: 641-715-3640 Pin Number: 655673#

Weekly Training & Support Calls

http://www.harvardbenefits.com

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LEGALSHIELD PLAN SUMMARY

You are about to market one of the most powerful employ-ee benefits that has ever existed! Every day hundreds of thousands of people are accessing the legal system and paying full price. LegalShield offers affordable access to the legal system by using an insurance approach. Instead of an individual paying an average of $200 an hour to use the services of a law firm, LegalShield has well over a million families that pay a small monthly fee. These fees are com-bined and then a percentage of this amount is paid to a net-work of attorneys called the provider law firm network. Each individual law firm is paid a very substantial amount of monthly income (some over a million dollars a month) and thus they are motivated to provide exceptional service to LegalShield members. Every year the LegalShield pro-vider law firm network is collectively paid in excess of one hundred million dollars, making it the largest law firm net-work in the world.

The LegalShield membership is packed full of features and benefits that can save individuals and families thousands of dollars a year. The five most commonly used areas of the membership are:

1. Telephone consultation

2. Letters written on the member’s behalf 3. Review of contracts and documents

4. Preparation of the last will and testament 5. Moving traffic violations

When doing a membership presentation, it is important to focus your time in these areas since they are the most com-monly used features of the membership.

There are no contracts or long-term commitments for a LegalShield plan. Members can immediately access their provider law firm once their memberships are in the system. The members will receive a Membership Guide from LegalShield about ten days after they enroll.


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IDSHIELD PLAN SUMMARY

Identity theft is a major problem; in fact, for the past fifteen + years, identity theft has been the number one consumer complaint to the Federal Trade Commission (FTC). There is an average of 40,000 identity theft victims every day.

It’s important to understand that there are many different types of identity theft. In fact, only 17% of identity theft deals with credit cards, and many types of identity theft do not even affect your credit report. Let’s take a look at the five major types of identity theft:

1. Credit 2. Driver’s license 3. Employment 4. Medical 5. Minor children

The IDShield membership is offered exclusively by Kroll Fraud Solutions Group. Kroll is the world’s leading risk consulting company with over 2,800 employees. The com-pany was founded in 1972 by Jules Kroll, a former CIA ex-ecutive. Kroll currently operates in 52 cities and 29 coun-tries and is headquartered in New York.

The IDShield membership is the most comprehensive iden-tity theft plan on the market today. The plan offers four are-as of coverage:

1. Credit analysis 2. Daily credit monitoring 3. Identity restoration 4. Minor child coverage

The most important feature of IDShield is the identity resto-ration. This feature is what separates the plan from most of its competition. The plan provides restoration in all five types of identity theft.


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BASIC GROUP INFORMATION

Let’s start with some basics. Exactly what qualifies as a group ac-count? A group is a company that has five or more employees that participate in the benefit. If fewer than five employees purchase a membership then it cannot be set up as a group and the employees do not qualify for a group rate. Typically associations do not qualify for a group rate, however, some exceptions are made here. If the associa-tion has a common payroll, i.e., a Police Department Union or Associ-ation, then this can be set up as a group and the members can be of-fered a group rate. A church may also qualify for a group rate for the employees of a church, but not the members. What is the group rate? The most popular group rate is the $33.90 family plan, which is an $18.95 LegalShield plan and a $14.95 ID-Shield plan. The $19.95 legal plan is discounted to $18.95 for a group and the family IDShield plan is reduced to $14.95 when sold in com-bination with the LegalShield plan in a group. The $10.00 enrollment fee is also waived for group accounts. The individual plan combo rate is $25.90 which is $16.95 for the LegalShield plan and $8.95 for the IDShield plan. IDShield can also be sold in a group as a standalone product at the rate of $18.95 for families and $8.95 for individuals. The enrollment fee is always waived when selling the IDShield as a standalone plan.

500 Rule

In an effort to preserve the professional image and quality of the HRMC brand, we ask that you please adhere to the 500 rule, which states that you should not call on groups that have over 500 em-ployees unless you personally have over 500 membership sales OR you are with an agent that has over 500 personal sales. Please also note that some groups do not qualify for advance com-missions. These groups are listed on page 51.


Payroll Deduction

Members of the group have their membership fees deducted from their payroll. The company then sends a monthly check to LegalShield.

Bank Draft

Members of the group get the group rate, however, their monthly member-ship fee is deducted from their personal checking, savings, or credit card account.

Full or Partial Fringe Benefit

The company pays for a portion of the membership or for all of the member-ship. Please note: Commissions on fringe groups are paid as-earned and do not qualify for advanced commissions.

Whenever a company agrees to offer our benefit, the decision maker (DM) needs to fill out a Group Authorization Card. An authorization card must accompany each new group submitted to LegalShield. The Group Business Report Sheet must also accompany any group business you submit. When you re-service groups in the future you will not need to fill out a new authorization card, but you always need to fill out a Group Report Sheet whenever group memberships are submitted.

TYPES OF GROUP ACCOUNTS

There are three types of group accounts.


Once you have written membership applications you can upload them in your LegalShield back office. Login using your associate information and go to Tools and then click on the LegalShield Application Upload Program.

Follow the instructions on this page carefully and be sure that you have thoroughly reviewed the PDF applications before you upload them. You can also upload your Group Authorization Cards and Group Report Sheets using this site.

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UPLOADING APPLICATIONS

“Leave nothing to chance– plan out Everything and then plan against everything that could go wrong. The more prepared you are, the more sales you will write.”

—Scott Brooks


Harvard Risk Management has an exceptional Field Train-ing Program available to our agents. Be sure to follow these steps in setting up your field training.

1. Before contacting a field trainer you will need to be Fast Start Qualified and have completed the B2B Certification Training.

2. You can request a Certified Field Trainer in your back office.

3. You will need to set up a minimum of three DM meet-ings for your field training day. You will do a 50/50 split on any memberships written in the groups that you call on with your field trainer.

4. Take good notes on the things that you are seeing while with your field trainer. Pay special attention to the pos-ture that is used by the trainer and bring a tape recorder so you can record the training tips and presentations.

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FIELD TRAINING


“Whenever you go out-of-doors, draw the chin in, carry the crown of the head high, and fill the lungs to the utmost; drink in the sunshine; greet your friends with a smile, and put soul into every handclasp. Do not fear being misunderstood and do not waste a minute thinking about your enemies. Try to fix firmly in your mind what you would like to do; and then, without veering off direction, you will move straight to the goal. Keep your mind on the great and splendid things you would like to do, and then, as the days go gliding away, you will find yourself unconsciously seizing upon the opportunities that are re-quired for the fulfillment of your desire.”

—Dale Carnegie


SECTION TWO:

GROUP SALES SYSTEM

This five-step system has proven to be extremely effective in opening THOUSANDS of groups and enrolling hundreds of thousands of em-ployees. These five steps are fully explained in the pages that follow. Below is a brief outline:

Step 1 - Obtaining Qualified Leads

Step 2 - Prospecting Companies

Step 3 - Meeting with the Decision Makers

Step 4 - Enrolling the Employees

Step 5 - Retention & Servicing Groups

Your job is simply to move the prospect to the next step in the sales process. Knowing exactly where all of your prospects are in the sales process is key to good management and will help you prioritize your activities and schedule. Being able to identi-fy the companies that have the most potential for becoming a group and focusing your time and energy on them is critical. A great salesperson always has the ability to quickly identify and eliminate prospects that are not progressing through the sales cycle.

Remember that when you are working within a proven system, your success is simply mathematical. If you are using the right language and scripts, contacting the right types of companies, making the right amount of calls, and doing effective DM meet-ings and enrollments, you are going to get results!

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THE GROUP SALES SYSTEM


The first important step in contacting companies is to know which companies you are going to contact. “Leads” are available through several sources. It is always more effective to work with your “warm market” (people or companies you already know or are as-sociated with) than to contact new companies. So the first step in successfully getting qualified leads is to work your “Power List.” Be-cause you already have a relationship with them, these companies will be much more likely to approve our benefit than someone you don’t know.

Once you have contacted companies with which you are already as-sociated, begin thinking of other companies you can contact. If there is a particular industry with which you are already familiar, search for companies in that same industry on www.yellowpages.com. For example, if you have a background in construction and you feel com-fortable working in that niche, put the word construction in a search on www.yellowpages.com. It will produce a list of companies in that field. Now you have a list of leads!

In some larger cities, the public library subscribes to a service called Reference USA. You can call your local library to see if they have this access from your home through the library site. This is a business da-tabase that allows you to define and narrow your search for compa-nies. This service also provides you with a lot of information about each company, including the name of the Owner/President, number of employees, and contact information.

Getting leads is the easiest part of Group Marketing. As you drive down the street, there are leads all around you. It is always a great idea to keep a few blank Group Contact Forms in your car, and as you pass a business, jot down the name and contact information to add to your list of companies to contact.

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OBTAINING QUALIFIED LEADS


Qualified Leads

There is a training video available in the Employee Benefits Training section on using Reference USA.

http://www.yellowpages.com

http://www.yellowpages.com

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Once you have the names of the companies, it is important to qualify them to make sure it is worth your time to pursue them. There are three main steps in qualifying a group lead:

1. How many employees does the group have? Be careful to not waste your time with groups that have too few employees. Remember, it will take you about the same amount of time to open a group of forty employees as a group of four employees. Also be weary of spending all of your time solely pursuing only very large companies. There is so much low fruit to be picked that if you on-ly reach for the high fruit, you will starve. Usually groups of 15-100 employees are ideal.

2. Are decisions made locally? Some companies may have an office in your city, but their headquarters are far away. Usually all deci-sions about benefits are made at the corporate headquarters. Determine where the benefit decisions are made for that company.

3. Decision maker contact. You need to determine who the decision maker is for that group. You can ask “Who is the person in your company that handles employee benefits?” In larger groups this will be the HR department. In smaller companies it may be the owner or an office administrator. Obtain the name, title, and con-tact information for this person.

Once a lead has met all of the above criteria, it’s time to contact the company!

OBTAINING QUALIFIED LEADS

“When prospecting com-

panies remember.... It's the HR manager’s job to find the best benefits for the company to offer their employees.

You are not interrupting them.... You are assisting

them with their job.”

—Jim Tanner


Qualified Leads

One of the quickest ways to open a new group account is to develop a Power List. This is a list of companies that you’re already familiar with or individuals that may be a decision maker or an execu-tive in a company. Your Power List may contain family members, friends, colleagues, past employers, church members, etc.

YOUR POWER LIST

1. __________________________________________

2. __________________________________________

3. __________________________________________

4. __________________________________________

5. __________________________________________

6. __________________________________________

7. __________________________________________

8. __________________________________________

9. __________________________________________

10. __________________________________________

11. __________________________________________

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13. __________________________________________

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22. __________________________________________


POTENTIAL GROUP CONTACTS

WHO DO YOU KNOW... That owns a business? That is an executive of a company? Is in upper management of a compa-ny? That works in Human Resources (HR)? FOLLOW YOUR DOLLAR: Your doctor? Your dentist? Your mortgage company? Real estate professional? Dry cleaners? Your bank? Once you complete your Power List, create a Group Contact Form for each of the contacts listed and determine if the groups meet the qualification requirements of being local, etc.

Company Name: _______________________________ Telephone: (_________)_________________________ Company Website: ____________________________ Address: _____________________________________ City • State • Zip: ______________________________ DM Contact: _________________________________ Title: ________________________________________ Email: _______________________________________ Number of Employees: _____________

Number of Locations: ______________

Benefits Handled Locally: Yes No

GROUP CONTACT FORM

Staple Business Card Here

DATE NOTES


When you know a company meets all the criteria of a good group, it is time to contact that company and try to set up an appointment with the decision maker. Some prefer to do this in person and others on the telephone. It can definitely be advantageous to bring the decision maker a gift of some sort. HRMC ceramic mugs work very well in this situation. In most companies, the decision maker has a “gate-keeper” or secretary/receptionist who may try to stop you from seeing the decision maker, espe-cially if you are perceived as a solicitor. This is why bringing a mug or gift of some sort is so important. If the gate-keeper asks you why you are there, kindly tell her you have a small gift to drop off to (call them by name). This will usually break down any barrier that is there. You can also use a compli-ance approach. It is important here to note what is called your posture. This refers to the way you present yourself when you meet with others. The posture you have will determine how others look at you, how they react to what you say, and most importantly, whether they accept what you are offering. The way you act should reflect confidence in yourself and in what you are marketing. The way you walk, the way you speak, and the things you say will make up the posture you have. Listen to the difference between “I was wondering if I could talk to Mr. Smith for just a couple seconds,” and “Is Tom Smith in? I was assigned to contact him.” Carry yourself with confidence, speak with confidence, ACT with confidence! When you do get in front of the decision maker, you will only have a few sec-onds to get his/her attention and make a good impression. You want to es-tablish a relationship before jumping into our benefit. Ask about pictures on their wall, their family, how long they have lived in the area, anything to begin to establish a more personal relationship with the person. Remember group sales is 15% what you have and 85% who you are. Make people like you first, then they will always like what you offer. Your goal at this step is not to leave a proposal, but rather to schedule a time to meet with them regarding the benefits.

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You can order ceramic mugs online at

www.harvardbenefits.com

PROSPECTING COMPANIES

Remember, there are thousands of compa-nies looking for ex-actly what we have!

Nicole Dotson


Prospecting

Over-the-Phone Appointment Setting Script

Hello, my name is with Harvard Risk Management. I was calling to speak with the person in charge of employ-ee benefits. Hi, I’m with Harvard Risk Management; we special-ize in identity theft protection for businesses and employ-ees. Right now we have an identity theft workshop that we are doing free of charge for local companies. I wanted to see if you would have 15 minutes when I could stop by and give you some information about that. I am going to be in __________ on ___________. Would you have 15 minutes available on that day? My schedule is really full in the afternoon. Would you have a few minutes on __________ morning?

In Person Script

Hello, my name is with Harvard Risk Manage-ment. Is available for just a minute? No, I don't have an appointment. I wanted to drop off a small gift and just introduce myself.

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PROSPECTING COMPANIES


Prospecting

A DM appointment is when you sit down with the Decision Maker (called the DM) of a company and discuss how this plan will benefit his/her employees as well as the company itself. Below are tips to follow in meeting with DM’s. In order to not waste time, this appointment needs to be with the right person. This person should be the one who makes decisions or someone that the DM has designated to meet with you. For example, we go to ABC com-pany to see Mr. Smith, the owner (See Step 2- Prospecting Companies), at which time Mr. Smith tells us that Mrs. Jones is his Human Resources Direc-tor and the person with whom he would like us to speak. In this case we will meet with Mrs. Jones for the initial appointment, and when she likes the plan and takes it to Mr. Smith for approval, he will know who we are be-cause we have already established a good relationship with him, and he will be more likely to approve our benefit. Be sure and use a professional group proposal when meeting with the DM. You can order proposals online at www.harvardbenefits.com. It is vital during this appointment for the decision maker to develop a belief in our products. They must feel that it will truly benefit their employees and that it will be advantageous from the company’s point of view to offer it as well. On this issue, be flexible! The person may not be interested in the legal benefit but highly interested in the identity theft plan. Ask questions! Ultimately, the goal is to have the DM approve the benefit in one of three ways: 1. Fringe (full or partial) 2. Payroll Deduction or 3. Bank Draft. (See the LegalShield Group Training Manual for more information on these op-tions.) Most of the time we do not even ask the employer to pay for the ben-efit (Fringe) but simply request payroll deduction. It is always better to have Payroll Deduction rather than Bank Draft. You may tell the DM that most other companies simply set up the benefit on payroll deduction for the employees. Unless you are asked, don’t even mention the Bank Draft option. TIP—In order for the person to develop a strong belief in the product, obvi-ously the product must be presented to them. A good question to ask to introduce your presentation is “Would you mind if I did a presentation for you so you can see exactly what I’m going to tell your employees?” TIP—Be brief! The appointment should never last longer than the time designated, usually not more than 30 minutes. Remember posture—you are a busy person! The membership presentation should highlight the parts of our plan most interesting to the decision maker. Therefore, it won’t last as long as an actual presentation in an enrollment.

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MEETING WITH THE DECISION MAKERS

“A DM meeting has a lot of similarities to an indi-vidual presentation. In both cases, you need to sell the value of the ben-efit to the person you are meeting with. If your decision maker wants to enroll in the member-ship, you've just greatly increased your chances of gaining access to the

employees.”

— Nicole Dotson


DM Meetings

Many Harvard Risk Management agents are having success offering our Identity Theft Workshop to companies. This is an educational workshop that teaches employees of a company some ways to prevent identity theft and reduce their chances of becoming victims. A full Pow-er Point presentation is used, including several video clips. At the end of the workshop, we present the employee benefits and sign up those who are interested. This is a different but very effective alternative to opening groups. An IDT Workshop should normally take 30 minutes, including the benefit presentation. Some advantages of offering the Identity Theft Workshop are:

1. Companies love educational value. This softens the approach to the company as well. Some people may take time to listen if you are talking about educating/helping the employees versus just market-ing them a benefit. Also, many companies are required to offer some kind of safety training on a regular basis, and identity theft makes a great safety topic. So you may actually make less work for the em-ployer by planning and carrying out their next safety meeting for them!

2. All employees benefit from attending your presentation. Regardless of whether they are interested in the benefit or not, ALL employees will profit from the information you share on preventing identity theft and reducing their chances of becoming victims.

3. Presenting an IDT Workshop can help get access to more employees. When an employer sees the value of educating their employees on identity theft, they often will more strongly encourage their employ-ees to participate in your presentation. And when you do a safety meeting for a company, you will often have access to 100% of their employees, as these meetings require mandatory attendance.

4. Education is the BEST selling tool! There is no better way to help people see the value of identity theft protection than to educate them on the crime itself. One of the greatest advantages of offering the IDT workshop is that while you are truly educating employees on identity theft, you are also helping them see the value of our ben-efits.

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IDENTITY THEFT WORKSHOP APPROACH


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DM Meetings

The enrollment is the most exciting part of group marketing because it is where you get paid! This section will describe the enrollment pro-cess and is dedicated to making sure you have the best enrollment possible.

Before the Enrollment Make sure that your applications are prepared. Highlight the areas of the application that will need to be filled out. For Bank Draft groups, it is highly recommended that you use three different colors when highlighting. The top portion (Personal Information) can be highlight-ed in yellow. The Payment Information has two options: Option 1 (bank draft) you can highlight in pink and Option 2 (credit/debit card) you can highlight in green. This way when you are doing the enrollment, you can say “Everyone needs to fill out the yellow areas, and then if you’d like this to come out of your bank account, fill out the pink area, OR if you’d prefer it be drafted from a credit or debit card, fill out the green area.”

In most cases you can decide before the enrollment which plan you are going to offer. For lower-paid, hourly employees, it may be better to simply offer an $18.95 plan and use IDShield as an additional op-tion.

Controlling how the enrollment is set up is important, although it is not always in your control. If possible, meet in a location where employees can be seated with something to write on (a table, desk etc). If this is not possible, you may want to buy some clipboards for the employees to write on.

During the Enrollment

If possible, have someone introduce you and provide them the intro-duction in writing beforehand. Before you begin your presentation, pass out a membership application and a placemat brochure to each employee present. When the time arrives, begin your presentation. Follow the script! Always encourage participation! Ask questions to individuals within the group. Tell stories of how you and others have used this membership. Remember - Facts Tell and Stories Sell! No one wants to hear the features of your plan; they want to know how they can use it to benefit them and their families! You need to have your script memorized. Record yourself reading the script the way you would present it, and then play it back until you know it so well, you can say it in your sleep.

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ENROLLING THE EMPLOYEES


Enrollment

Closing the Sale When you have finished describing the benefit, ask each person to take their membership application and locate the line that says “A $10 non-refundable fee is required for individual enrollments.” Then ask them to take their pens and scratch that line out. Then ask them to fill out the highlighted portions of their application, starting with today’s date (give them the date to write), and let them know they are covered from today on. Then let them know you will be passing out their car decals and their temporary membership kits. Then immediately go to the first person and ask “How many vehicles do you have?” Give them the appropriate number of decals and a Will Question-naire and then go to the second person and do the same. NOTE: Do this to each person, regardless of whether they are filling out their application or not. This produces a feeling that everyone is signing up for the benefit and makes it easier for the employees to fill out their paperwork. After you are finished passing out decals and Temporary Membership Kits, return to the first person and begin picking up applications. At this point it is nice to have some kind of gift (travel mug, key chain, etc) to give in exchange for the completed application. When picking up the applications, take a second look to make sure they are completed correctly. It is much easier to get a signature, for example, right there than after they have already left the room.

After the Enrollment Remember “If you make a sale, you make a living. If you make an invest-ment of time and good service to a customer, you can make a fortune.” There are several things you can do after an enrollment to ensure that you maintain a strong relationship with the group. As you leave the enrollment, always leave some kind of poster/flyer in the employer’s break room, promoting the benefit with your contact infor-mation. There are flyers available through HRMC’s Docs on Demand. Remember you are in the business of building relationships. One of the most important relationships you will build is with the payroll representative of a company. This is the person who will enter in all the data from your enroll-ment. You must realize that when you have a successful enrollment it means more work for this person. You certainly would not want this person to com-plain to the DM because you are having too much success! Bringing this person a nice gift (quality chocolates, a bouquet of flowers, gift cards, etc) is always a good investment.

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ENROLLING THE EMPLOYEES


Always Be Closing

Enrollment

Plan Type

Monthly

Annual Amount ÷

12

Semi-Monthly

Annual Amount ÷

24

Bi-Weekly

Annual Amount ÷

26

Weekly

Annual Amount ÷

52

$33.90 $18.95 LS + $14.95 IDS

Annual: $406.80 $33.90 $16.95 $15.65 $7.82

$25.90 $16.95 LS + $8.95 IDS

Annual: $310.80 $25.90 $12.95 $11.95 $5.98

$18.95 LS Family Plan or IDS Family Plan

Annual: $227.40

$18.95 $9.48 $8.75 $4.37

$16.95 LS Individual Plan

Annual: $203.40 $16.95 $8.48 $7.82 $3.91

$8.95 IDS Individual Plan

Annual: $107.40 $8.95 $4.48 $4.13 $2.07

PAYROLL DEDUCTION

The following chart shows the payroll deduction amount for some of the main products based on the payroll frequency of the group. You can use this chart when com-municating the deduction amount to the employees and bookkeeper of a group.


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Enrollment

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“Be prepared. The day before your enrollment double check that all equip-ment is working and that you have all the supplies necessary. Always have an al-ternate plan ready. ”

—Judy Smith

ENROLLMENT CHECKLIST Use the following as a checklist to assure that you have everything that you will need for an effective enrollment. Essential:

Placemat brochures Prepared membership applications Contact cards on the Temporary Membership Kits Temporary Membership Kits Extra car decals (especially for smaller groups) Pens (ones that work!) Group Authorization Card Optional: Raffle drawing tickets Clipboards (if there are not tables available)

All of these items can be ordered online at

www.harvardbenefits.com

Enrollment


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ENROLLMENT CHECKLIST FOR IDT WORKSHOPS

Here are additional items that you may need if you are doing an IDT Workshop. Be sure that all of these items are in tubs or carrying cases.

Projector (the facility may have a projector or TV)

Laptop with cords for projector Power cord Remote control IDT Tips Brochures Be sure the facility has a screen

Lunch & Learn Checklist

Food (pizza or sub sandwiches) Paper plates Condiments Water and ice Napkins

Enrollment


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Grade

Group Type

Example

A

Payroll Deduction with Mandatory Meetings

Employee meetings, roll calls, safety meetings (i.e. fire de-partments, correc-tional facilities & schools)

B

Bank Draft with Mandatory Meetings

Volunteer fire depart-ments, real-estate offices, benefit fairs

C

Payroll Deduction with Voluntary Meetings

In a hallway or a ben-efits fair, or at an em-ployee lunch

D

Payroll Deduction in a Room

Email, flyers, or in a room

F

Bank Draft in a Room

Email, flyers, or in a room

GROUP GRADING SCALE


Enrollment

At the end of every enrollment you should always give each member a temporary membership kit. Here are the contents of the kit available through HRMC.

An introduction page in full color (see the following page)

Two window decals

Two Will Questionnaires

How to Use Your LegalShield Membership Guide

All in a printed 9 x 12 envelope

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TEMPORARY MEMBERSHIP KITS

CONTACT CARDS A contact card is attached to the front of the Tem-porary Membership Kit with a glue stick. You can order contact cards at www.harvardbenefits.com


Enrollment

You can use Glue Dots to stick the contact card onto the Temporary Membership Kit..

TEMPORARY MEMBERSHIP KIT INSERT

The following document is included in the Temporary Membership Kit that is given out at the end of a group enrollment. The document contains helpful information to assist the member in using their LegalShield and Identity Theft Shield plan.

One of the biggest factors in increasing retention of a member is to get them to use their membership right away. Members that get their Last Will and Testament completed are very likely to keep their membership because they have received value from the benefit. Many agents also include a self ad-dressed envelope in the Temporary Membership Kit that is addressed to the provider law firm. This saves the member another step and helps encourage use of the benefit.


One of the most exciting tools available to an HRMC agent is a group exposure website. This website gives a 14 minute overview of the LegalShield and IDShield membership at the employee benefit rate. At the end of the presentation the pro-spect can fill out a form and request to enroll in the benefit. The forms are then emailed directly to the agent of whom the website belongs. The website domain is:

www.seeyourbenefits.com/YourAgentID Be sure and print your website on your group contact cards so that the member can review the benefits at a later time or share the benefit details with their spouse. The website can also be used in promotion information or posters left at the group. Please note that you can also request up to three custom websites at no additional charge. A custom website has a custom URL like www.seeyourbenefits.com/Disney and also contains the company logo on the site.

This website is included as part of the Harvard Advantage Membership.

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GROUP EXPOSURE WEBSITE

Enrollment


Retention is the key to building a long term passive residual income with Harvard Risk Management Corporation. There are many agents that earn over $100,000 a year in residual income alone. The member-ships that you write and the group accounts that you open are valua-ble assets and could potentially produce a substantial amount of resid-ual income. Your annual residuals are paid based on your personal re-tention rate. Here are some tips to increase retention:

Membership Retention Tips: 1. Never use the word cancel or promote this feature during your

membership presentation.

2. Be sure that YOU have a strong belief in our membership. Sales is simply a transfer of belief.

3. Check your LegalShield Pre-Cancel Report every week. This activi-ty alone will substantially increase your retention.

4. When problems arise, be sure to address them promptly and com-pletely.

Servicing Your Groups: It is important to stay in regular contact with your group accounts. At least once a year you should schedule a time to re-service the group and report it to Group Marketing. The report, called a Conservation Report, can be done online under the group section. DO NOT FORGET to service your groups and fill out a Conservation Report annually, or they may be reassigned. You have the responsibil-ity to return to each group you open at least once a year to conduct business. Not only is this a requirement by LegalShield, but it is a great opportunity to write new business. Sometimes you may write more applications in re-servicing than you did at the first enrollment. The employees are more familiar with you, they have had a chance to hear good stories from their co-workers who have used the benefit, and some people just have to hear something more than once to realize the value of it. Regardless of the reason, re-servicing can be very profitable for you.

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STEP FIVE RETENTION & SERVICING

“Ask everyone to print legibly and check over their applications to make sure you can read everything clearly.”

—Scott Brooks

Retention



SECTION THREE:

PRESENTATION SCRIPTS

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GROUP PRESENTATION SCRIPT Hello everyone, my name is _________ I’m an Employee Benefits Specialist with Harvard Risk Management, and I’m happy to be here with you today to talk about your new benefits, your Group Legal Plan, and Identity Theft coverage. I think you'll see why a lot of employees are taking this benefit out. It’s something you can actually use right away, and it’s really affordable as well. I think you’ll really enjoy it!

Your legal plan is provided by a company called LegalShield. I know when some peo-ple hear about a group legal plan, they think, I don’t know if I need that because I don’t really use attorneys. What I’ve learned, however, is that the reason most of us are not in the habit of using attorneys is because they’re too expensive! The average cost of an attor-ney in this area is about $300 an hour, which is just unaffordable for most people, would you agree? But the truth is, having a good attorney can be helpful for all of us in a lot of different situations, from the trivial to the traumatic. And that's exactly what this plan gives you. As a member, you will have unlimited access to one of the best law firms in our state at a price that everyone can afford. My job today is to simply show you what’s covered under this membership, and what it can do for you and your family.

One of our most commonly used benefits is legal advice on an unlimited number of matters. Do you see that in your brochure? What that means is anytime you have any kind of legal question, you can pick up your phone and get advice from a qualified attorney. I love that part of the plan for a few reasons. First of all, it’s unlimited consul-tation, so you can call as much as you want, and talk for as long as you want, and there's never a clock ticking because it's covered under your membership. You can ask any legal question, whether it’s about taxes, real estate transactions, immigration, inheritance, creditor harassment, foreclosure, divorce, or just a simple question you want some advice on. Another thing I like about this feature is it’s always an attorney you speak with, not a paralegal or legal secretary, and the attorney specializes in the area where you have a question. We have some members who have a friend or a rela-tive who is an attorney, but they still sign up for this plan because they realize their friend or relative only specializes in one or two areas of law, while we have attorneys who specialize in ALL areas of law, so you can always get the best and most qualified advice. In today’s world, we ALL can benefit from receiving sound legal counsel on the issues we face. ** You may want to spend 15 seconds on how great the law firm is (AV Rated, attor-

neys that specialize in how many areas of law, monthly retainer, etc. ).**

Another great feature of the plan is letters and phone calls on your behalf. What that means is any time you are treated unfairly, you can have your law firm write a letter or make a phone call on your behalf. So whether it’s a warranty issue, an issue with your cell phone company, or any other issue where you just need a little extra muscle, it is AMAZING what a letter or a phone call from an attorney can do to help get the situation resolved quickly! **Insert a story about you or someone else who has used this benefit and ask:

Now who do you think they took more seriously, me or my attorney? My attorney! It was like using a muscle that I never knew I had!

“Speak slowly and naturally. The more relaxed you are, the more likely they are to buy from you.”

—Maria Edwards


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GROUP PRESENTATION SCRIPT The next area of coverage is Contract and Document Review. Our attorneys will actually review your documents and contracts up to 15 pages, before you sign them. **Pick someone and ask him/her: “Do you mind if I ask you question? Why would you want an attorney to review a contract before you sign it?” Let them answer, then say: That’s exactly right! The fact is if you don’t have an attorney review your contracts, how can you be sure they’re in your best interest? Your provider law firm will also prepare your mortgage documentation for you, if you buy a new home. This one benefit can save $500-$600 at closing! Next we have Will Preparation and Updates. By a show of hands, how many of you know that it’s important to protect your family with a last will and testament, especially in this state? This is actually one of the worst states to die in without a will. First of all, your estate—any assets that you have—are in danger if you have not protected them with a will. But more importantly your family is in danger. How many of you have chil-dren under the age of 18? I was surprised to learn that if you die without a will, the state will be able to determine who raises your children! One of the main reasons most people don’t have a will is it’s expensive! On average you’re going to pay $700 to $1,000 to get a full comprehensive will drawn up! But as a member of this plan, your law firm will prepare your last will and testament, along with your living will, and healthcare power of attorney, at no charge! And the best part is you can use this benefit immediately! Many of you are going to enroll today, and save over $1,000 your first month of being a member! The next area of coverage is Motor Vehicle Services, which is available 15 days after enrollment. This area covers things like speeding tickets. Do any of you have teenage drivers? Do any of you have a spouse who drives like a teenager? Well, anytime you or any covered member of your family gets a moving traffic violation anywhere in the United States, our law firm will provide you a defense, and they’re very good at getting those tickets off your record. Pick someone and ask: Why would you want a ticket taken off of your record? Let them answer. That’s exactly right! And today if you or a member of your family gets a speeding ticket, you can bet your insurance rates are going to skyrocket. Having this plan in place can literally save you hundreds if not thousands of dollars! You are also covered in some motor vehicle-related criminal cases as well.

Family Law is also covered under your membership. If you go through a divorce, adoption, or name change, if it is uncontested, it is covered 100% under your member-ship, after you have been a member for 90 days. Some of our members are saving thousands of dollars in this particular area. This plan also covers Trial Defense, which gives you important protection if you are

ever sued. It also provides access to a tax attorney if you are ever audited by the IRS,

and finally as a member, you also receive at least a 25% discount on anything that is

not otherwise covered under the membership, like bankruptcy, DUI’s, or contested

divorce.

“Remember—the number one reason that a membership is not sold is that a membership presentation is never made.”

—Kris Evans


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GROUP PRESENTATION SCRIPT It is sometimes best to start with Identity Theft. In this case, you would say, Let’s start with the identity theft protection. The other part of our benefit is our identity theft protection. How many of you know that identity theft is a serious problem, that it’s something worth talking about? Have any of you ever known someone who has been a victim of identity theft? If you have known someone, you know how much of a nightmare it can be to clean up the mess that comes from this crime. Here are three things you want to know about identity theft, number one- it’s the biggest crime in America. Every year there are over 10 million people in the United States who become victims of identity theft, which is more than any other crime. Number two– it’s more than just a financial crime. A lot of us, when we hear identity theft, we think of our bank ac-counts, credit cards, things like that. But the truth is, identity theft can affect you in a lot more ways than just financially. Today we’re seeing a lot of vic-tims of other types of identity theft, like criminal identity theft. That’s when someone steals your identity and instead of using your credit or anything fi-nancial, they go out and commit a crime in your name! It’s one thing to get a call from a credit card company about an account that you didn’t know you had… it’s another thing to get arrested for a crime that you didn’t commit! That is happening to millions of victims!

**Insert a quick story of a non-financial case of identity theft.

The third thing you need to know about identity theft, is that it takes a long time to clean up the mess. Reports show the average victim can spend hundreds of hours to restore their identity, or in other words, to get their identity back to the way it was, before it was stolen. And I think you can see where that would be the case, especially when you start dealing with cleaning up warrants and things like that, let alone if it’s medical identity theft, where someone is getting medical treatment in your name, or employment identity theft, where people are getting jobs in your name, and now the IRS is coming after you. These are things that just take a lot of time, and that’s why having a good protection plan is so important because none of us like cleaning up a mess that we didn’t make! Let me take you through what your benefit offers for you, if you would, take out the brochure that says IDShield on it, and open it up all the way. IDShield is the most comprehensive identity theft protection plan available today.

As an IDShield member, you have access to many powerful benefits. First of all your identity will be monitored 24/7. There are a lot of programs out there that offer credit monitoring, but IDShield’s monitoring is so much more ro-bust! With IDShield, your entire identity is monitored, including your name, social security number, date of birth, medical ID numbers, email addresses, passport numbers etc. Every day, IDShield is monitoring court records, your credit report, along with millions of black market websites, looking for any signs of fraud, and if there is any sign of fraudulent use, you will be notified immediately!


“Put passion in your presentation and you’ll succeed!”

—Dave Paperno Top Producer

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GROUP PRESENTATION SCRIPT By far, the most important benefit of IDShield is the feature called Identity Restoration. What that means is if you or a covered member of your family ever becomes a victim of identity theft, Kroll’s licensed investigators actually do all the work on your behalf to restore your identity. I want to be clear on this- this is not a deal where they just coach you on the phone on what you need to do. With Kroll, they actually do the work for you- they make all the phone calls, they do all the legwork, all the paperwork, all the affidavits- everything, so you don’t have to spend all those hours restoring your good name. It’s all done on your behalf! Of course, if you ever have a question or a concern about identity theft, you can call our licensed fraud investigators and receive unlimited consul-tation. Best of all, they are available 24 hours a day.

Closing When you look at everything you receive with these benefits, and especially the peace of mind of knowing you and your family are covered in case something traumatic does occur, it really makes it worth having this plan. To cover your entire family with these benefits is only 7.82 per week, and that covers both the legal and the identity theft plans. That price covers you and your spouse or sig-nificant other, and your children up to the age of 26, as long as they are living at home, or are full time college students. If you are single with no kids, the indi-vidual rate is only $5.98 per week. If I could have you take out your member-ship form, there are a couple things I need to have you do. First of all, at the top, right above where it says Member Information, there is a little line that says a ten dollar fee is required… Please take your pen and scratch that line out, and write your company’s name below; that fee does not apply to your group. Then to enroll in the plan, all you need to do is fill out what's highlighted in yellow…

Take the group through the membership form and have them complete it..


“Timid salespeople have skinny kids.”

—Zig Ziglar


SECTION FOUR:

MARKETING MATERIALS

You can order all of these materials online at www.harvardbenefits.com or by phone at 931-537-2230.

GROUP MARKETING MATERIALS

LegalShield & IDShield Group Proposal. The group proposal is used when presenting the benefits to Decision Makers and is normally used in the white presentation folder.

The Employee Benefit Membership Application is used for pay-roll deduction and fringe benefit groups only. Use a Universal Membership Application for bank draft groups

HRMC stationary works great inside a white presentation folder. State references can also be printed onto the stationary and it makes a very professional presentation.

Ceramic mugs make wonderful gifts to Decision Makers of groups. Fill the mugs with Hershey Nuggets for a great presen-tation! Ceramic mugs can be ordered in cases of 12.

The white presentation folders are a great leave-behind handout for Decision Makers. Your business card can be put in the slot and the group proposals, reference list, and an IDT Workshop flyer can be placed in the pockets.



Business cards are available in several different styles. It is highly recommended that you have a business card when calling on group accounts. You can order your business cards as part of the Standard or Premium Agent Startup Packages or separately in the HRMC Supply Store.

A Group Authorization Card is used to set up a new group account with LegalShield. These cards are only used to set the initial group account.

The Group Report Sheet is used as a transmittal form for all group membership applications sent to LegalShield. All new members are listed on this form.

You can order all of these materials online at www.harvardbenefits.com or by phone at 931-537-2230.

Identity Theft Workshop Flyers are printed in full color on a heavy card stock glassy paper. They can be re-run through a printer to add your personal contact information. They are a great piece to include in a white folder or as a leave-behind handout for a group.

The Identity Theft Tips brochure is a great handout during an Identity Theft Workshop. It is a bi-fold brochure which includes 12 prevention tips and an explanation of the common types of identity theft.



HRMC Note Cards make a great thank you note. They come with non-printed envelopes.

Law firm contact cards are used during the enrollment process and attached to the front of a Will Questionnaire or Temporary Membership Kit.

LegalShield window decals can be used at the end of a group enrollment to get employees to fill out their membership appli-cations. Two of these decals are included in each Temporary Membership Kit.

You can order all of these materials online at www.shop.harvardbenefits.com

Temporary Membership Kits– these are an essential item for all enrollments. The 9 x 12 envelope is professionally printed and the kit includes two Will Questionnaires, two car decals, and a How To Use Your Membership insert. There is an area on the front of the envelope to attach your law firm contact card.

Placemat Brochures– this is the most common brochure used in a group enrollment.


PERSONAL DEVELOPMENT & SALES TRAINING WEBSITE


Over 100 Books and Videos on Sales, Personal Development, and Leadership

The Personal Development and Sales Training website can be accessed from the home page at www.harvardbenefits.com once you have logged in. This is a free resource to all of our agents and includes hundreds of video links and book recommendations on sales, personal development, and leadership. Check it out today!

http://www.harvardbenefits.com/personal_development/

Harvard Risk Management Corporation

The Harvard Advantage Membership includes access to the following tools and services for only $19.95 a month.

Contact Management System (CMS) Agent Management System (AMS) Exposure Websites for Groups Membership Exposure Websites for Individuals Online Enrollment Websites Premium Email Service

The HRMC Contact Management System is a cloud-based contact manager that allows you to access your prospects from any internet connection. There is no software to download and all of your contact information is protected and backed up every hour. You can also manage your memberships and active groups using the Contact Management System. The Pipeline View allows you to see the total number of contacts in each stage. The Templates area gives you access to prospecting and follow-up emails specific to group marketing.

The Agent Management System allows you to track your prospects, agents, and team progress. Much like the CMS, it is an HRMC custom-built, cloud-based system with over twenty five reports, email templates, and dozens of features to help you manage and support your team.

Harvard Advantage members have access to the following exposure websites:

www.theperfectbenefit.com This website is for HR professionals and explains the compelling reason why companies are offering legal and identity theft protection plans to their employees.

www.seeyourbenefits.com This personalized website provides a 15 minute presenta-tion on the LegalShield and IDShield products at the group rates.

www.apply.seeyourbenefits.com This websites allows you to enroll memberships from your payroll deduction groups.

www.apply.overview.seeyourbenefits.com This website allows you to enroll memberships from bank draft groups.

www.hrmcplans.com This personalized website provides a 15 minute presentation on the LegalShield and IDShield products at the personal rates and also has a PDF enrollment feature for online enrollments.


SECTION FIVE:

INCOME

Now that you better understand the sales cycle and the HRMC group sales system, let’s focus on the numbers that are required in order to earn a six figure income.

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WORKING THE NUMBERS

If you are not having all the success you desire, you are either not doing something enough or you are not doing something right. Always be looking for ways to improve how you are doing things, and make sure that you are doing enough of the right activity.

250 Calls a Week

50 Calls a Day

Initially you will need to call at least 50 businesses every day (M-F). This takes approximately 3.5 hours. Out of 50 calls you will speak to 5 DM’s.

5 DM MEETINGS EVERY WEEK

You need to have a minimum of five decision-maker meetings every week.

1 ENROLLMENT EVERY WEEK

You need to have at least one enrollment every week with an average of 25 employees at each enrollment.

IN FRONT OF 100 EMPLOYEES EVERY

MONTH

You need to get in front of at least 100 employees every month.

50 MEMBERSHIPS EVERY MONTH

You need to write at least 50 ($33.90) memberships every month.

Minimum Activity Requirements for Earning $100,000 a Year

“To have the dreams desired you must sow the seeds required. If wishes were fishes we’d all have a fry.”

—Mark Riches



Notes: The individual rate does not cover a spouse, significant other, or dependents. The Individual LegalShield plan does not cover family matters or residential loan document assistance. The $10.00 enrollment fee is waived on all group memberships. Lower group rates are available for groups with over 2,000 employees. This is a compensation plan summary. Please see details of renewals, etc. at www.legalshield.com

Family Individual Family Individual Family Individual

Commission Level

$33.90

$18.95 LS $14.95 IDShield

$25.90

$16.95 LS $8.95 IDShield

$16.95

$18.95

$18.95

$8.95

%

EXECUTIVE

DIRECTOR 50 Sales a Month

$237.89 $181.76 $118.95 $132.98 $132.98 $62.81 58%

SR. DIRECTOR

25 Sales a Month

48% $195.41 $149.30 $109.24 $97.71 $109.24 $51.59

DIRECTOR

100 Membership Sales

$161.43 $123.33 $80.71 $90.24 $90.24 $42.62 40%

SR. MANAGER

50 Membership Sales

$135.94 $103.86 $67.97 $75.99 $75.99 $35.89 33%

MANAGER

15 Membership Sales

$118.95 $90.87 $59.47 $66.49 $66.49 $31.40 29%

SR. ASSOCIATE Fast Start Qualify

within 20 days

$101.95 $77.90 $50.98 $56.99 $56.99 $26.92 25%

ASSOCIATE Welcome to the Team!

$50.98 $38.95 $25.49 $28.50 $28.50 $13.46

Combo Plans IDShield Only LegalShield Only

GROUP PLAN COMMISSIONS

Note: If you have a reserve balance account set up, actual income may be reduced by 15% because LegalShield holds 15% in your reserve account. This is a sample of income only. Your actual income is based on many factors including activity, skills, and membership retention.

FIRST YEAR INCOME PROJECTIONS


Month Number of Sales

Level Commission Monthly

Income

15 SR. ASSOCIATE $101.95 $1,529

35 MANAGER $118.95 $4,164

2 50 SR. MANAGER $135.94 $6,797

3 50 DIRECTOR $161.43 $8,071

4 50 EXEC. DIRECTOR $237.89 $11,895

5 50 EXEC. DIRECTOR $237.89 $11,895

6 50 EXEC. DIRECTOR $237.89 $11,895

7 50 EXEC. DIRECTOR $237.89 $11,895

8 50 EXEC. DIRECTOR $237.89 $11,895

9 50 EXEC. DIRECTOR $237.89 $11,895

10 50 EXEC. DIRECTOR $237.89 $11,895

11 50 EXEC. DIRECTOR $237.89 $11,895

12 50 EXEC. DIRECTOR $237.89 $11,895

$127,616

This is based on starting at the Associate level, selling only 50 ($33.90) LegalShield and IDShield plans a month at the group rate. At the end of the first year this associate would have also qualified for Performance Club and would start receiving an additional $300 a month on month 13.

Number of Sales a Month

Level Commission ($33.90 Plan)

Annual Income

25 SR DIRECTOR $195.41 $58,623

75 BRONZE ED $248.09 $223,281

100 SILVER ED $254.89 $305,868

Other Monthly Sales and Income Projections

50 1

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Active Memberships

Annual Renewal

Annual Income

1,000 $60.96 $60,960

2,000 $60.96 $121,920

3,000 $60.96 $182,880

5,000 $60.96 $304,800

10,000 $60.96 $609,600

Plans Per Month

Commission Per Membership

($33.90)

Monthly

Income

Annual Income

100 Silver Exec. Director $254 $25,400 $304,800

75 Bronze Exec. Director $248 $18,600 $223,200

50 Exec. Director $237 $11,850 $142,200

25 Sr. Director $195 $4,875 $58,500

Advance Commission

Residual Income

Example income is based on a specific commission level, and residual income is based on an 76%+ persistency rate at the Executive Director level. Residual income is paid on active memberships only and is based on your persistency rate at the 15th month.

INCOME POTENTIAL

“1000 active members can pay you over $60,000 a year in residual in-come. Remember, a member that stays is a member that pays.”

—Linda Pitt


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Plans Per Month

$33.90 $18.95 Level

150

$270.18 $151.03

Platinum

125

$261.68 $146.28

Gold

100

$254.89 $142.48

Silver

75

$248.09 $138.68

Bronze

50

$237.89 $132.98

Exec. Director

Bonuses are only paid to agents at the Director Level or above. Listed below is the commission amount per membership which would be paid on the FOLLOWING month’s memberships following the volume qualification. For example, if you wrote 150 memberships in December you would then earn $270.18 on each $33.90 membership that you write in January. In other words, you earn the bonus one month and then are paid the bonus on the next month’s production.

VOLUME BONUSES


If you are also building a sales team with HRMC and you personally write at least 50 memberships in a month you can count yourself as one of your Executive Director lines. So if you write 50 plans and have another agent on your team that qualifies for Executive Director you would advance to a Silver Executive Director for the next month’s production.

LEVEL ADVANCES

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MAXIMIZING THE COMPENSATION PLAN

A key to maximizing your income potential is understand-ing how the compensation plan works and knowing how to get the maximum commission amount per sale. For example, an agent writing 50 memberships per month makes $21,000 more per year than an agent writing 49 sales per month. Here are a few key things to understand:

A membership is a new member that gets any type of plan. Upgrades and most reinstatements do not count as a membership.

It takes 100 sales to get to the Director Level (40%). This is cumulative and does not need to be done in a single month.

It takes 25 team memberships to qualify for the Senior Director Level (48%) monthly.

Once you obtain any level through the Director level you cannot lose that level as long as you maintain your personal membership.

Non-Taken Fees If the first month’s payment is not received by LegalShield for a member they can charge the agent a non-taken fee of $35.00. Be sure that any member applications you send to LegalShield absolutely want the membership.

Reserve Balance Once you have set up your first group with LegalShield they will automatically create a reserve balance account for you. This account holds 15% of your commission amount in a reserve account. Future chargebacks are taken from this account first, thus protecting your cash flow. You can increase the percentage amount that is withheld but it is always a minimum of 15% up to $10,000.

“Thousands of salespeople are pounding the pave-ments today, tired, discour-aged and underpaid. Why? Because they are always thinking only of what they want. They don't realize that neither you nor I want to buy anything. If we did, we would go out and buy it. But both of us are eternally interested in solving our problems. And if salespeo-ple can show us how their services or merchandise will help us solve our problems, they won't need to sell us. We'll buy. And customers like to feel that they are buying - not being sold.”

—Dale Carnegie


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PAYMENT EARNINGS Not all groups qualify for advance commissions. You can receive Payment Earnings commissions on a group if the group does not qualify for full advance commissions. If a group is set up on Payment Earnings then you will receive commissions each month as payments from the group are received and applied. Payment Earnings can be determined by dividing the advanced commission by 12. For example, if you are selling a $25.90 plan at the Senior Associate (25%) commission level, the one year ad-vanced amount would be $77.90. If the group is set up as payment earnings, the monthly amount you would receive would be $6.49 ($77.90 divided by 12).

Because of poor membership retention, the following groups are always paid through Payment Earnings:

Liquor stores

Barber shops

Lounges and bars

Casinos

Hotels

Beauty schools

Beauty salons & suppliers

Private clubs

Nursing homes and assisted living centers

Auto-related groups with fewer than ten employees

Food service employees (fast food)

Any group which is reinstated but was originally cancelled for delinquency

It is best to avoid these types of groups because the membership persistency is significantly less than other types of groups.


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CONTINUING EDUCATION

If you want to continue to grow your income be sure to stay plugged into the ongoing training and support that is available. Here are just a few things that you can do to ensure that you stay at the top of your game:

1. Participate in the weekly training calls.

2. Attend local training events and national conventions.

3. Review the online training videos several times.

4. Listen to the audios in the Audio Training Library and the Personal Development & Sales Training area.

5. Look for opportunities to spend time with field trainers or other successful agents.

6. Read books like How To Win Friends and Influence People and Selling to Vito or other sales training books.

7. Always look for ways to improve your membership presentation.

8. Look for ways to increase your sales goals and increase the number of employees that you have access to.

9. Above all, be sure that you are having a great time working your HRMC business! Smile and enjoy your journey to financial independence!

“If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us.”

—Jim Rohn


DEVELOPING AN AGNECY WITH HRMC It is highly recommended that you begin building an HRMC agency so that you can earn additional income and so that you can consistently qualify for the Executive Director level. Recruiting other agents is as easy as 1, 2, 3...


You can use your career website www.hrmccareers.com/YourAgentID

to provide information to your prospect about a career with the company.

Have your prospect go to www.harvardbenefits.com and select “Agent Access” in the upper right hand corner.

On the agent login page have them select the “Create Agent Account” button and enter your agent ID as their access code. You will receive an email notification once they enroll.

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DAILY AFFIRMATIONS I am a six figure income earner with HRMC. I am an expert in identity theft solutions. I am professional in everything I do and say. I submit an activity report every week. I attract success because I am success! People like working with me because I am friendly and I

care about them. I get in front of at least 100 employees every month. I write a minimum of 50 memberships every month. I understand the numbers required to have success. I am building residual income through every membership

that I write. I am a professional; I always look great! I walk with determination and confidence. Today is my day; there is no person, no thing, no event or

activity that can destroy this day for me. I believe my thoughts control my future. I will find success today! I am destined for greatness. I am the best I can be. I am always on time. I am always in the right place. I am a winner! I am a top producer! I have set my goals and know where I am going. What I imagine, I achieve. I am honest and sincere in all my dealings. I love to learn. I am an expert in my field. My customers keep their service. I have great retention. I do everything required to reach my highest potential.


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