THE COMMON DENOMINATOR OF PRIMERICA SUCCESSSteve Stephens

Regional Vice President

Newark, DE

Bob Safford

• The common denominator of success- the secret of success of every person who has ever been successful---lies in the fact that they formed the habit of doing things that failures don’t like to do

• “This mean booking and going on APPOINTMENTS”

Original Bob Safford• Got STEAM Leads from clients

• Had his week fully booked and asked the prospect to meet him for coffee and “keep the evening free in case there is a mutual interest”

• He would show him his checks, explain a little about the business and…

• TAKE THE PERSON IN THE FIELD, IMMEDIATELY

• Two for one.. The client and the prospect..

• “ What’s your impression of what you just saw? “

• “It’s not for me but you need to talk to my…..”

Safford Builds

•Then he did interviews, then OPP Meetings.

•Because…he did not have enough time to meet everyone.

Real Estate Model• Broker- Sells his own houses • Broker-Makes commissions

• Agents-Sell their own houses• Agents-Make commissions

• Broker- Makes OVERRIDES!

The Client Approach

• THE BEST RECRUIT: THEY BELIEVE!!!!

• Out and About “ Do you have someone that helps you with your money?”

• Financial Wellness Workshops “ I want these people to help me with my money!”

• Quarterly Client Dinners “I am so glad this guy helps me with my money”

• Introductions “ We do need someone to help us with our money”

• Old Clients “I am so glad this guys helps me with my money” (Ellen*)

Introductions10-Minute Call

Hi is this_________________?

This is ____________ (Referrer) told me you’d be expecting my call.

Did (Referrer) tell you the purpose of my call?

I’m applying for the position of you and (Spouse’s name) financial coach.

Most financial planners would charge as much a $1500 to meet with you.

I don’t charge a monetary fee for what I do… so you’re probably wondering how I get paid….

There are two ways I get paid…

First- If we get together and

I educate you and

You like what you see

The companies you place your business with would pay me a fee.

Nothing would come out of your pocket at all.

The Second way I get paid is with –

Introductions Cont.• Qualified Warm Introductions and all my clients introduce me to just a few of their

friends, family and co-workers because obviously word of mouth is the best form of advertising-I’m sure you would agree.

• So… a Qualified Warm Introduction is: • Simply the name of someone who• Has given me permission to call• At a specific time • They recognize my name when I call and• Have agreed to speak to me on the phone for 10 minutes.• Does that make sense?• Okay I’d like to ask you few questions to see if there is a basis for us to get together:• What do you do now?• What does your spouse do?• How old are you?• How about your spouse?• Do you have any children?• How much do you make per year combined?

Introductions Cont.• The reason for the question is do you have a monthly budget and live within it?• Do you save every month for emergencies?• Are you comfortable with what you have saved?• Do you both save for retirement every month?• Do you know the exact amount of money you would need in retirement?• Are you comfortable with your debt situation?• Do you add money to your mortgage?• Do you pay off your credit cards every month?• Do you save money for your children’s college education?• If you or your spouse died prematurely would the remaining spouse and children be okay

financially?• Do you own life insurance?• Is it on your own or at work?• Do you have a will?• Do you usually get a tax refund?• What did you do with it?

Introductions Cont.• I’ll have my office manager send you a confirmation letter.• What’s your address?• Okay here is the way it will work…we’ll have two visits:• The first visit I’ll help you figure out you’re short term and long term goals • The second visit I’ll offer direction and solutions• Now between the first and second visit my homework will be to work on the plan

and your homework will be to work on those Qualified Warm Introductions-okay?• Great! I’ll see you on the _______________ at ____________________ and

your spouse will be there as • Well, right?• Okay- based on your answers I think there would be a basis for us to get

together:• What area of town do you live in?• I’ll be in your area on (day) would (time) or (time) be better?

• BOOK THE APPOINTMENT

Thank You for Your Time

Three Reasons we like to get together:

• Show you how we help and educate people about money. Obviously

we would like to help you with your money.

• Most financial planners would charge a fee, if you like what you see

we ask that you would introduce us to just a few people like yourself. i.e. married, homeowners with kids.

• We are in expanding and looking for some great people that would like

to develop another career part-time. You may know someone that

would love to get licensed with us.

A Few Questions

Based on what we’ve shown you,

is there any reason

we couldn’t help you with a plan?

A Few Questions

When we come back---

if we can show you a plan that’s better for you in every way,

and you’re the sole judge,

is there any reason you wouldn’t implement that plan?

And what I mean by that is….

A Few Questions

In addition to that,we ask that you introduce us to

10 couples just like yourselves, that could benefit from the company

and the concepts,

and of course, they would make up their own minds,

---fair enough?

Types of Introductions

• 5 Couples –Married, Homeowners with Kids @ Home or Grown

• 5 Individuals or Couples over 50 years old

Referral Card• Your Commitment… To call introductions

• I met with Steve Stephens• He’s a financial coach and we’re excited about what we

learned!• As a personal favor I’d like you to take his call• No Commitment on your part/on his part• Talk things through, see if there is a mutual interest• Give him 5 minutes• So he isn’t bugging you…What day and what time…can

he call?

Referral Card Side 2• 1._____________________________________• 2._____________________________________• 3._____________________________________• 4._____________________________________• 5._____________________________________

• 1._____________________________________• 2._____________________________________• 3._____________________________________• 4._____________________________________• 5.____________________________________

• (Steve will call ___________________)

Old Clients• Acres of Diamonds

• Joe Plumeri-200 Clients

• Birthday calls

• Call by month

• Have office staff call (Steve’s asked me to call you..)

• Quarterly Seminars- Invite the kids!

Old Clients• Book the appointment with no expectation.

• Build your brand: “There is no way I would ever let anyone else handle my money, Steve is the man!”

• Checklist: Life Insurance, Will, Emergency Funds, Rainy Day Account, 401(K), Roth, 529’s, Long Term Care, Budget, Debt.

• Have faith..you will be shocked by what happens

Weekly Goal Setter-Weekly Goal Hitter

• 5/8/4 $35,000 or more every month

• Weekly new appointment goal

• Weekly old client appointment goal

• Monthly direct recruit goal

• Monthly income goal