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How to do a New Person Fast Start Planner

The why is more important than the how. If the why is big enough people will do whatever it takes to find out the how. So when getting a new person off to a fast start, you must explain WHY they must get you in front of 30 people within their first 30 days. 2 Things every Business Needs: STAFF (Recruits) & Customers (Clients): Our job is to help them build these two things, Their job is to put people in front of us to do that. THIS GAMEPLAN IS SET UP TO GET YOUR RECRUITS OFF TO A FAST START!!! How to explain why: Hey _______, Im very excited that you (& your wife) are getting involved with us. I want you to know that if you follow our system, every goal or dream you have can and will be accomplished. Within about 60 days from now you will be licensed and trained along with 1, 2, maybe even 3 or more trained licensed teammates, as well as several others that will be on track to do the same. Youll have an unlimited number of appointments to go on because of all of the new recruits coming on to your team that need to be field trained, and be in a position to earn $2,000-$3,000 a month in income once you are licensed. Youll be in a position to be RVP within 6 -8 months or so & probably go RVP 12-18 months (so youre mature enough in the business to be one) make $30k -$50k in income your first year, and $150k-$250 plus your second year. So, on a scale of 1-10, what is your desire to make all of this happen? All you need to do while getting licensed is get me in front of 10 people that are in the right market, across the KT in the next 30 days as well as have 10 guests to the Business Overview. This will put you in a Position to be promoted to a District Leader your first Month. 1) How many days/ nights can you give to Primerica right now? Go through the weekly Primerica Game-Plan. 2) Identify their Goals & find out what is important to them. Set deadlines on when they should be promoted. Set the expectation that no one stays at the same contract more than 90-Days. 3) Go Through Levels of Leadership & show them how to get promoted. - Go through Compensation & how they get paid on Life & overrides - Explain Team Captain & the Builders Bonus - Go through 8/5/3/1/1 Cycle to show them the income possibilities & the activity needed to reach them 4) Go through C.H.A.M.P to help them identify people they want to work with. Invite these people to the Overview 5) Put together their Business Plan (Top 25) & help them identify their Qualified Market. Set KTs with the people that are the most qualified & influential to them. Invite the rest to the Business Overview. Who have you been thinking of that you would like to share this with? (Remind them if necessary how much we are going to benefit those they take you to see)

6) Great, lets go over what to say and give them a call to set up your first couple appointments.
BIG KEY- (role play what to say and help them get on the phone then and there) MAKE THE CALLS!!!

Become a Team Captain and develop other Team Captains:

What is a Team Captain? A Team Captain is someone that does $100,000 in builders premium over the previous 3 months as a team. For example: 10 recruits x $10,000 in premium= $100,000 points. A Team Captain must re-qualify monthly to remain a Team Captain. What is the significance of a Team Captain? A Team Captain is someone that shows stability and consistency. We have found that those who develop 1 direct Team Captain average approx $10,000 in premium production per month. Those with 2 direct Team Captains average approx $20,000 in premium production per month. Those with 3 direct Team Captains average approx $30,000 in premium production per month and become strong RVPs. You need 3 Direct Team Captains to become a RVP.

Unstoppable CREW

Fast Start Planner

Weekly Primerica Game-Plan

HOURS 8am 9am 10am 11am 12pm 1pm 2pm 3pm 4pm 5pm 6pm 7pm 8pm 9pm 10pm MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY SUNDAY

Mark out all of your non-negotiable times. (Job, church, family time) Mark out Tuesday 7pm 9pm & Saturday 9am-11am for Training How many hours a week can you invest in your Primerica Business? What days/ nights can you give to Primerica right now? Days/Nights
1. 2. 3. 4. __________________________________ __________________________________ __________________________________ __________________________________

________________ ________________ ________________ ________________ ________________

5. __________________________________

For Education and Training Purposes Only

Get Specific
When establishing goals, it is important to be specific in identifying what you want to achieve and when you want to achieve it. Not only will you accomplish your goals in a timely manner, you will also feel an even greater sense of success as you check them off your list!

Top 3 Financial Goals

Top 3 Personal Goals

1. 2. 3.

1. 2. 3.

IBA Submitted Senior Representative District Leader Promotion Division Leader Promotion Regional Leader Promotion Regional Vice President (30) (30-45) (90) (90) (90)



Review these goals every day to make sure that you are on the Fast Track to Success!

For Education and Training Purposes Only

Primerica Levels of Leadership

Representative Sr. Representative District Leader Sprint District Division Leader Regional Leader Regional Vice President Senior Vice President 25% Contract 35% Contract 50% Contract Submit Background Check & Licensed 3 Direct Associates 3 Direct Associates & 3 Life Clients

Become a District in 30 Days = SPRINT TEAM & $500 bonus 60% Contract 70% Contract 95% -125% Contract Promote 1 Direct Team Captain (U4 App in) Promote 2 Direct Team Captains (Sec. Lic) Promote 3 Direct Team Captains (Series 26)

$350,000 - $400,000 yr Promote 3 Direct RVPs

Team Captain
100,000 Builders premium over 90-Days Builders Premium = Team Recruits x Premium Example: 10 Team Recruits x $10,000 = 100,000 or 20 Team Recruits x $5,000 = 100,000 Average 3-4 Team Recruits x 3-5 Team Clients a month

Income Protection:
Representative District Leader 100% of the 1st Years Premium EX: $100 mo x 12 mo = $1,200 Take Contract Level x the amount of total annual premium to get Compensation $1,200 x 25% Contract = $300 $1,200 x 50% Contract = $600 75% Advanced = $225 75% Advance = $450

Note: For compensation on other lines of products, check your POL Support System under compensation

Override System:

Overrides are the spread between the contract levels:

Example: Rep. 25% - District Leader 50% = 25% Override for the District Leader

8/5/3/1/ Cycle
8 Qualified Appointments, 5 Financial Needs Analysis, 3 Life Clients, 1 New Associate
Average Life Policy of $80/mo $960/yr 2 KTs / Week
3 Life Clients/mo

4 KTs / Week
6 Life Clients/mo

6 KTs / Week
9 Life Clients/mo

8 KTs / Week
12 LifeClients/mo

$2,880 Premium



$11,520 Premium

Sr. Rep
35% Contract





50% Contract





60% Contract





70% Contract





95% Contract





This is Just Personal Production. Over-rides from your Team Not Included

Our Market:

25-55 Years Old, Married, Employed, Owns a Home, Has Children

Cycle once a month: 2 Appointments/week Cycle twice a month 4 Appointments / week Cycle once a week 8 Appointments / week

8 10 Hours a Week 15 20 Hours a Week 30 40 Hours a Week

On a scale of 1-10, how motivated are you to make this happen? ____________
For Education and Training Purposes Only

Another great way to create a prospect list is by using C.H.A.M.P.. Take a look at the following adjectives and write down who comes to mind.


1. 2. 3.


Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.# Tel.#


1. 2. 3.


1. 2. 3.


1. 2. 3.

P.eople Skills

1. 2. 3.

Invite these people to one of the Business Overviews.

For Education and Training Purposes Only

Build Your Business Plan

Check if Applicable
Kids under 18 Homeowner Age 22-55 Employed Field Train or Corporate Overview





Relationship / Characteristics

Our Market: Overview Times

Monday Tuesday Wednesday Thursday Friday Saturday

22-55 Years Old, Married, Employed, Owns a Home, Has Children What to Do
4 & 5 points: Kitchen Table Presentation & Field Training

2pm 12pm & 7pm 12pm & 7pm 12pm & 7pm 2pm 12:30pm

1, 2, & 3 Points: Invite to an Overview

For Education and Training Purposes Only


How to Schedule a Kitchen Table Appointment

1. 2. Why are you starting with Primerica? __________________________________ What Nights are you going to Field Train this Week? ______________________

Let them know why you are getting started, what days you are going to work this week, and that you were thinking of them. If they are hesitant to meet with you, let them know how important it is to you & if they were asking you that you would do the same for them.

How to Schedule a Guest To the overview

Hey ____________, this is ____________, do you have any plans on ____________? The reason I ask is that I am working with a company that is expanding and opening up new offices in the area. They are looking for some sharp people for some part-time & full-time roles and you were one of the first people I thought of. I want you come with me on ____________ to find out more.

What is It? It is a financial company that helps people make & save money & It is giving me the opportunity to ____________, and I am sure that you will see the same things I did when I first started.

Get off to a Fast-Start

SPRINT TEAM: 1st 30-Days: Advance to District & Get Licensed in your 1st 30 days 10 KT Appointments & 10 Overview Guests = Sprint District