FAST START PLANNERNo one plans to become mediocre. Rather, mediocrity is a result of no plan at all.

- Tommy Newberry, Success is Not an Accident

1. Understand We Help People

More than two-thirds in U.S. live paycheck to paycheck.www.reuters.com, January 23, 2013

The average American household with at least one credit card has nearly $15,950 in credit card debt (in 2012).”

CNNMoney.com, viewed July 18, 2012

More than half of Americans have no emergency savings.Time.com, August 11, 2011

1.46 million individuals filed for bankruptcy in 2011.CBSNews.com, September 11, 2012

95 million U.S. adults have no life insurance.LIMRA, “Facts About Life 2011,” September 2011

More than half of all workers have less than $25,000 in savings and investments for retirement.

Employee Benefit Research Institute 2012 Retirement Confidence Survey

How real and serious are these problems?

People need what we do….

2. Understand this is a Business not Job

Every Business needs 2 things:

• Staffs (Recruits)

• Customers

If you FOLLOW OUR SYSTEM you:

• You will be licensed within the next 30 days• May have 2-3 Licensed people with you on your team• Be in a position to earn $1,000 - $3,000 mo. once you are

licensed

• Our job is to help you build your team & client base

• Your job is to put us in front of people and we will do all the work

How Motivated are you to make this Happen?

Light Theory

“The books, trainings, CDs, and events will be the light to get you through the darkness”

3. Get Specific on your Goals

How Motivated are you to make this happen?

Top 3 Compelling Goalsi.e. pay off debt, new car, new home, savings, private school, college, vacation, Travel, new career, new business, get rid of job, etc

1. ___________________________

2. ___________________________

3. ____________________________

Minefield Theory

3. Work out a Schedule

How Motivated are you to make this happen?

Training

Training

Plug in Theory

Promotions & Compensation

Rep 25%$250

Income Protection (Life Insurance) – 100% of the 1st Years Premium: Example: $83.33 month X 12 months = $1,000 Take Contract Level X the amount of the yearly premium

Reprentative = 25%

$1,000 X 25% Contract = $250

Sr. Rep 35%$350

Rep 25%$250

Rep 25%$250

Rep 25%$250

Sr Representative = 35%

$1,000 X 35% Contract = $350Overide 1: $100 Overide 2: $100 Overide 3: $100

--------------------------------$650

Promotions & Compensation

District 50%$500

Rep 25%$250

Rep 25%$250

Sr. Rep 35%$350

Rep 25%$250

Rep 25%$250

Rep 25%$250

Income Protection (Life Insurance) – 100% of the 1st Years Premium: Example: $83.33 month X 12 months = $1,000 Take Contract Level X the amount of the yearly premium

District Leader = 50%

$1,000 X 50% Contract = $500Overide 1: $250 Overide 2: $250 Overide 3: $150 Overide 4: $150

Overide 5: $150 Overide 6: $150

--------------------------------$1,600

Promotional Goals

Milestone Deadline(Date)

Achieved(Date)

IBA Submitted

Representative (25%)

Sr. Representative (35%)

District Leader (50%)

Division Leader (60%)

Regional Leader (70%)

Regional Vice President (110%)

Coal Theory

“Stay around the other coals to stay on fire”

Fast Start Bonus

Licensing must complete in 60 days

Recruits and Field Training Observations must be complete from 30 days from IBA Date.

30 Day Activity from IBA Date

Recruits Field Training Observation (FTO)

or Personal Life Sales Requirement Payment

1 1 Complete PFSU $100

2 2 Pass Notice Received + $200

3 3 Total = $300

Become a Pace SetterThe secret of success is getting off to a fast start – and the new Fast Start Bonus system rewards you for doing just that.

Fast Start Bonus - Benefits

Become a Pace Setter (Deadline is 30 days)• 3 Recruits• Witness 3 Life Sales• Complete Class Exam

Benefit #1: Promotion & Experience• Move from Rep to Sr. Rep (40% Raise)• Gain Experience & Become Licensed

Benefit #2: Have a Team and begin overidesBenefit #3: Special Invitation to Dinner with the RVP(s)Benefit #4: Company Bonus of $300Benefit #5: You are accomplishing your goalsBenefit #6: Momentum

This is where you get started…

What is a HOT TEN list?

If your car broke down at 2 in the morning, besides AAA who would you call?

Who would you list on your resume if you were applying for a job? Who was the best man or maid of honor at your wedding? If you were to plan a destination wedding, who would you invite? Who are the 3 most motivated or ambitious people you know? Who do you typically go to lunch with? Who is your best friend or friends? Who do you know that has small children under 8? Who do you know that has children under 18? Whose is your closest family? (mother, father, sisters, brothers,

aunts, uncles) Who have you helped lately or who has helped you? Who do you know at work, church or kids schools that are married

with kids? Name 5 people you know that own a home? Who do you know that hates their job?Fill out your Top 20 form now so we can hire your first few teammates, help your first few families and receive your 3 X 3!

How to Schedule a Training Appointment

What to Say…..- I’m excited-I am in training-I need your Help- Can you help me with Training

What Not to Say…..We can help you with: - Your Insurance - Your debt - Your investments

"Hey, I need a favor. I just got started with a financial services company. I’m excited. I have to witness 6 Training appointments, and I put you down as someone that would be willing to help me out.

Can you please help me with my training? Thanks!“What to do with 4 & 5 Points: Training Appointment / Kitchen Table

Overcoming Objections

We’re in good shape. / Not interested / I have a planner.That’s fine.  You don’t have to buy anything.  This will really help me out for my training. So can you please HELP me out?    How long will it take?About 30 minutes. So can you please HELP me out?    What do I have to do?Listen to short presentation and ask a lot of questions. The more questions, the more I learn. Thank you so much for helping me.

Pipeline Theory

How to Schedule a Guest

“Hello John, I need some help. I just started working in a new business and I am excited about it.

I value your opinion and wanted to show you what I am doing. Can you take a look and let me know if you see the same potential I do? Thank you.

What to do with 1, 2 & 3 Points: Invite to Overview

Next Steps - Success Checklist

Complete in 30 days to become a PFS FAST Track Council & Pacesetter

1. Recruit 3 Representatives (High Priority) 2. Witness 3 Training Transactions (High Priority)

3. Register & Complete PFSU (High Priority)

4. Orientation - Promo Guidelines, Bonus & Top 25

5. Text Messages / Calls 6. Audio Training: Overcoming Objections / 1 on 1

7. Personal FNA / Wealth Builder Plan 8. Download Primerica App

3 Types of People

Let’s Go Get it Done!