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This is what I would do; focus on connecting with people who are already in sales like mortgage agents/ Real Estate/ CPA etc. These people are usually in the right market, they make money, and they know people like themselves.
Your purpose in sitting down with these people is not to recruit them directly, but to show them how special Primerica is and to have them connect you with their acquaintances who would need your help financially.
From there I would recommend you recruit and fast start your client and, just like that, you will average $4,000/5,000 income per month. I would go with Life first and Securities second, that way they learn that we are legitimate and we do good for people.
I believe that if you recruit first and sell later, then you would have some difficulty getting them on the field within the first 48 hrs. If am in front of the real estate agent and I show him about Primerica I ask him:
“If I could provide you with a couple of qualified referrals over the next couple of days, would you have a problem referring me to someone who deserves to know this information?” They make their own decision when they say yes to that question. Then you ask:
1. Married and home with no kids
2. Married and home with kids
3. Someone close to retirement
4. Someone already in retirement
5. Someone else that would deserve to know what I do. Someone who can work with mature people, who understand recruiting, otherwise they will ask if this is a pyramid/ MLM/ commission etc. I don’t like dealing with those types of objections so that’s why I don’t deal with those people.
LinkedIn is great to connect with business owners and Facebook is good to connect with families. Meetup is awesome for face to face type of networking. My rule of thumb is to set 20 appointments per week yourself. That means 3 to 4 appointments per day.
1. Add them to my network on LinkedIn or Facebook.
2. Once they accept, thank them for accepting your connection.
3. Tell them that you noticed they have been in business for a while - is it something they do full-time, or just as a side business?
4. You say the reason you ask is because you run a financial office in the area and you are looking for people in their industry to personally network with. Ask if they happen to know anyone in their industry who is open to do more business by referral.
5. Usually, they will either refer you to someone or they say they are
6. You answer “Great! Perhaps we could either do a zoom call or have a quick coffee appointment, which would you prefer?”
And then take it from there. I only set appointments within 24/48 hrs and once the appointment is set I don’t follow-up until I see them.
If they don’t have time within 24/48 hrs., then I set a reminder to get in touch with them again. Yes, 3 to 4 set appointments daily will lead you to 3,000-5,000 in personal premium monthly and 3 to 4 personal recruits in the right market. That means about 60k in personal premium per year, as a district pays you $30k. Focus on presenting Primerica well and ask for referrals in the beginning and once you have more practice, do both!
Goal is 60 directs in 6 months
Face to Face Prospecting, 15-20 #’s a day
Can I ask you a question? Are you from around here? The reason I ask, is I have a business and I’m looking for some sharp people. What do you do for work? WFA. Really do you plan on doing that for the rest of your life? (Or if the money was right do you keep your options open?)
Two options. Yeah I keep my options open or what do you do? You know all the financial stuff happening in America today we help fix it, obviously you can see why were growing so fast. So what was your name? Introduce myself & change direction in the conversation. Hey where’s a number I can get a hold of you in the next 15-20 mins we can set up a time. I’ll get in front of my schedule well get together and see if we have a mutual interest.
I’ll get the name and the number and I’ll get 15-20 names or whatever. “Hey John, this is Jeff, how’s it going? I met you wherever earlier today
real quick. I have Tuesday or would Wednesday be better. And I just set up a time. Hey John let me ask you, who
other than yourself would be involved in making a career decision? Myself or my spouse and me or nobody. Great do you have a pen to take down the address to my office, If you say my wife would be involved. Id say great what area of town do you live in? Awesome I’ll be in that area Wednesday what’s your address?
Go get 15-20 a day. In the first 2 weeks nothing happened.
Then I recruited 1 direct a day for 7 straight days. I wrote 10k in last 2 weeks of the month.
RI What do you do? What do you like about it? What don’t you like about it? What would you change? What are your goals and dreams? What’s your dream life? What’s your dream income? Where’s your dream home? What do you want to give to? Highlight Primerica has what you want and not what you don’t want. Quick presentation. Before and after. A & B example. Compensation from that example Track records in our organization. 1st year P/T then 2nd year F/T.
Hey as you see all of this stuff,
I just wanted to set up
a time to get together with you to sit down and show you what I’m doing
if you could hit all of your goals and dreams, doing what we do
with no risk of leaving your career is there any reason you wouldn’t get started PT?
Great then here’s what’s going to happen. I’m going to get your application started, ask you some background questions. Well get you background started today OK?
RIs are all questions. It’s not about you talking them into submission.
I came to Primerica because... I was frustrated, I had my pay cut and I wanted something different. I didn’t come here for the Rule of 72 or BTID, now that’s all good.
We don’t learn the crusade for a while.
Tony Narain Appointment Setting in the Warm Market
Pull out your cell phone and go from A-Z. Our inventory here is names and numbers. If you owned a shoe store its shoes, If you owned a restaurant its food, if you owned a Starbucks its coffee.
Without shoes are you going to have a successful shoe store? Without food are you going to have a successful restaurant? Without coffee are you going to have a successful Starbucks?
Just like you can’t have a successful Shoe store, Restaurant or Starbucks without inventory our inventory is names and numbers. We have to have the most names for the most success. So let’s say you get 100 on your list my goal is to get 10 referrals from each one so if I did that how many people would you have to call? 1000. So I’m going to turn that 100 name list into a 1000 people. So John you’re going to have an unlimited number of people to call. The more names you have on that list originally the more success you’re going to have.
I don’t want you to leave anybody off, because that person might give us referrals, that person might want to join us they may want our services. I don’t want you to leave anybody off because they can’t help you then. I start qualifying the list. I put stars next to the ones we want to go see the 5 Pters. They don’t know why I’m putting the stars. So now I want you to rate the ones I’ve starred for credibility. Put a 1 next to the one we’re you can walk into the house and help yourself to the drinks in the fridge and are totally at home. Rank it down 1 you know the best and the last one you know the least.
People see this as
a vehicle that can achieve their goals and dreams. What keeps people here is what we do for
the consumer.
You send them the text that they will forward out to everybody.
company, I’m really excited about it, I put you down as a reference, Jeff Fieldstad is going to be
“Hey I just got started with a
giving you a call, please take his call it’s very important to me. Thanks.”
Text goes out.
Reference Check Script!
Hey Christian this is Jeff how are you doing. John has come to work with my company and he has to get a license with the state of PA, but before he can get that license, he has to do 3 training presentations. He told me he had enough credibility with you that you would give him 30mins of your time to help him with one of these training presentations. Does he have credibility with you that you would give him 30mins of your time? Ok great I have Mon or would Tue be better?
(98% of the time they set the apt)
Teach the new recruit this script so that when their friends call to ask questions they can answer!
” Hey I just got started I have to get my license with the state, I have to do 3 training presentations, so I can get my license, there’s no obligation, we’ll come by for 30mins and we’ll explain it when we get there. Thanks.”
If they’re ready to go I recruit them right then.
3 commitments I get from everybody I recruit! There’s a few things you’re going to have to commit to, too be successful here. First thing you’re going to have to show up to all trainings. Our trainings are Thursday night 7:30-9 and Sat morning 9-11:30. Is that something you can do or at least re-arrange your schedule to do in the near future. The 2nd thing I need you to do is get me in front of 10-15 people that are married with kids and have a job. Is that something you can do no problem right? The third thing I’m going to need you to do is submit an independent business application with $99 for your background check and your licensing.
Is that $99 something you can do? Great so I’m guessing there would be nothing to prevent you from getting started today? Great so here’s what’s going to happen. I’m going to get your application started; ask you some background questions and start your background check today.
Here comes an objection 50% of the time. Let’s say they want to think about it. What is it you want to think about making more money in less time? Is it helping people?
It looks great I just want more information. Great is there anything you can’t get out of Thursday night at 7:30 for about an hour?
Master Getting the New Recruits Hot, Warm and Cool Market List and Motivate Them to Go on 15 or More Appointments: The number one most important thing you must do with a new recruit is obtain their Hot, Warm and Cool List, without that list there is no way to properly field train them and there is no good reason to recruit them and take their $99. Their Prospect list is who you are going to go Set Appointments with, do a Presentation with, Overcome Objections with, explain Life Insurance, Mutual Funds and SMART with, Recruit Across the Kitchen Table with, and Get their Hot, Warm and Cool market List with, in other words it’s how you will teach them to effectively do Primerica so they can develop the ability to do it on their own and have a legitimate chance to build their own Primerica business. Since the new recruit is making such a small financial investment ($99) with the opportunity to make a Million Dollars a year or more (See Presidents Council 60 Million Dollar earners) a list 25 or more people is a miniscule requirement for the potential to earn a Million Dollars a year or more wouldn’t you agree? Considering it takes 1600 hours to get a license to practice cosmetology in California, which allows you to cut, color and style hair, with an income potential of between $20,000 and $50,000 a year, coming up with a Top 25 list and going on 15 appointments with the potential to earn a Million Dollars a year or more is pretty reasonable don’t you agree? Use a memory jogger or the 4 minute drill or whatever method you need to help people think of their market. In order to really learn our business 15 appointments in the right market will allow you to see enough different people with different needs with different objections and concerns. This will allow you to be properly trained so when you get licensed you will be able see clients on your own and close sales and recruits. With the added benefit of being confident enough to begin training your new recruits and helping them to succeed as well. I always told people I recruited that my number one goal in field training them was to get them independent of me so they could confidently go and build their own business without being slowed down by my schedule. In addition during their field training I was going to recruit 3 to 10 people that I intended for them to train at least some of them assuming they were committed to being trained properly themselves i.e.: 15 training appointments with me. This last fundamental is where most people drop the ball in Primerica they don’t proactively get the new recruits Top 25 list and they don’t get the new recruit to see the value of getting properly field trained. As a result they don’t retain many people and more importantly they don’t develop very many competent field trainers with the ability to grow into successful RVP’s. If you’re disciplined and focus intently on getting a new recruits Hot, Warm and Cool list and you explain the advantage of them of getting on 15 appointments during their field training you will see a dramatic increase in the ratio of recruits to closed business. Plus your field trainers will begin to make real money and they will grow allowing more and more of them believe they can become RVP’s. If you want to retain a higher percentage of recruits, if you want your people to make more money, if you want to have tons of freedom then you need to relentlessly focus on making sure every motivated person in you base shop has mastered Primericas 7 Fundamentals. I have no doubt if you personally master these 7 fundamentals and if you then help your recruits master them you will build a hugely successful Primerica business. If you are objective you must see how anyone who masters these fundamentals and actually works i.e. prospects, sets appointments and presents can’t possibly fail in Primerica. If I were you I would be working overtime to make sure every motivate person in my base shop masters each and every one of these 7 Fundamentals.
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