Develop a Business Mindset Your business will be a reflection of your thinking!
Integrity Technical Proficiency Uniqueness Essentials For A Successful Business
What Makes Lions Share Unique? The Selling System Opportunity to Represent the Entire Industry You Can Become Your Own Agency Customized Agency Packages Commission Level & Selling Agreement Full Strategy Approach Learn from Top Performers in the Industry No Quotas You Own Your Clients Unparalleled Training Programs Back-Office Support Opportunity to Serve People
CASH FLOW… Kiyosaki, Cash Flow Quadrant, 1999
Business vs. Hobby –Make money –Written Business Plan – Strategic Objective –Part time vs. Spare Time –Long Term Perspective Self-Employed vs. Employee –Paid for results not time –Law of the Farm Business Owner vs. Self-Employed –Parable of the Pipeline Business Mindset
Business Overview Lions Share Paperwork Marketing Mortgage Certification Insurance Certification Allianz Product Training Orientation Personal Financial Review Top 25 Prospect List Training Sales TEN STEPS TO A FAST START
People dont plan to fail, they fail to plan Set Weekly Objectives Set Specific Goals Attend all Trainings Complete Fast Start Within 60 Days Set Up Accountability Systems Partner with the Masters Match Up to Move Up Review Progress Frequently Build Your Team During Training
O UR S TRATEGIC A PPROACH
The Goal is to Turn Every… Contact Into a Prospect … Prospect Into a Customer … Customer Into a Client
Identify the needs, determine the best approach, then… Develop a Strategy Be Proactive vs. Reactive
The Client Presentation –Power Point –Flip Chart –Brochure The Data Gathering –Snapshot Pads –Mortgage Brochures –Property and Casualty Brochures The Strategic Action Plan The Illustrations The Blueprint Notebook The Quadrant Selling System
Financial Calculators Insurance Quotes PublicTrade.com Long Term Care Mortgage Virtual Back Office
Building a financial strategy is like building a house... The right blueprint is essential for success Copyright 2001 Lions Share Financial Corporation
Mortgages Mortgage is a Cornerstone of a solid Financial Strategy A new person does not need a license to make money with mortgages
$100,000 Purchase Price $ 20,000 Down Payment For… 30 Years $ 80,000 Mortgage $100,000 $ 90,000 $ 10,000 $ 80,000 $ 10,000 A savings of over $100,000 in interest Paid up in 16.5 years… M ORTGAGE E XAMPLE Results vary depending on interest rate
Floor 0% Goal:To have some potential for market gain without risk of principal Ceiling 10% Cap Use of index like Standard and Poors 500 and NASDAQ 100 Principal protected against loss* No asset fees* E QUITY I NDEX A NNUITY * Surrender charges for early withdrawal are product dependent.
Floor $100,000 10% $99,000 10% 5% $115,500 17% Keep in mind… If you received the 5% as shown in this example on the $99,000 you would have a total of $103,950. That is a $12,000 difference because of the protected floor. Cap Use of index like Standard and Poors 500 and NASDAQ 100 Principal protected against loss No asset fees* $110,000$110,000 Benefits and results may vary by state or index account. You are not investing directly in an index. * Surrender charges for early withdrawal are product dependent.
Todays Insured Reality The following illustration shows the breakdown of what the monthly premium buys in a typical individual or company funded health insurance policy with $2,000,000 lifetime coverage. Average cost $750 per month. $0 $2,500$2,000,000 Lifetime coverage $300 $450 Percentage breakdown: $300 buys 99.9% of total coverage! $450 buys 0.1% of total coverage! The above numbers are approximations only. Actual cost may vary. $750
New Philosophy in Healthcare $2,000,000 lifetime coverage Consumer Driven Plan $300 $0 Care Entrée access to PPO rates on all medical expenses from $0 to your deductible. Cost $69.95 $2,500 $750 mo. standard plan - $300 mo. consumer-driven plan - $ 70 mo. Care Entrée Access to PPO pricing $380 monthly savings! Thats $4,560 per year in your pocket!
Death of spouse $50,000 EVENTS YOU WILL SURVIVE Critical illness $250,000 Death of child $10,000 Lump-sum benefit $500, yr. payout additional bonus $50,000 Disability $60,000 per year Chronic illness $50,000 per year $500,000 Life Policy Peace of mind for the new century! EARLY DEATH
Retirement Income* $681,502 ($4,293/mo.) LONG LIFE Death of spouse $50,000 EVENTS YOU WILL SURVIVE Critical illness $250,000 Death of child $10,000 Lump-sum benefit $500, yr. payout additional bonus $50,000 Disability $60,000 per year Chronic illness $50,000 per year EARLY DEATH * Example: male age 35 NS, life & 20-year certain elected at age 65. $500,000 Life Policy
$1,000,000 $500,000 Age 50 $2,000,000 Age 60 Age 62 #2 Look Back Provision Look Back EXAMPLE A.Annuitize One Million 10 $100k Per Year B. $500K Cash left in account #1 Cash Value V ARIABLE E XAMPLE Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC. Lions Share Financial is independent of ProEquities, Inc.
$500,000 Age 50 #2 Look Back Provision #3 5% Guarantee #1 Cash Value $250,000 Approximately $800,000 Age 60 Age 62 5% Approximately $898,000 5% Age 60 V ARIABLE E XAMPLE Securities offered through ProEquities, Inc., a registered broker-dealer, member NASD & SIPC. Lions Share Financial is independent of ProEquities, Inc.
Understanding the Sales Process
The Cycle of a Sale Close Sale Present Strategy Data Gathering Contact
The Cycle of Success Close Sale Present Strategy Data Gathering Contact
Top 25 Prospect List Friends Family Acquaintances Referrals Friendship Farming –FORM –STEAM –Simulated Shopping
Traditional Prospecting Spread the word Referrals Pass out Cards Cold Calling Pay for Leads/Advertising/Flyers Financial Seminars
Take Advantage of Being New Policy Review Presentation Contest I Want Your Opinion Work with a Master Practice Books Look at This Opportunity for Me AVOID THE SCENARIO OF DISASTER!
A GENCY O VERVIEW
GA - General Agency Manager Builds And Manages A Completely Diversified Financial Services Company Note: Can Specialize In A Particular Area If Desired e.g. Small Business FS - Financial Strategist Has Gained the Expertise To Determine And Implement A Strategy To Help Clients Reach Their Financial Objectives MS - Marketing Specialist Contacts & Invites, Makes 1st Exposure Presentations; Main Objective Is To Guide People To Appointments COI - Center Of Influence Generally Works By Referring People To One Of Our Financial Strategists Or Marketing Specialists For Further Evaluation Client - Personal, Small Business Works With One Of Our Consultants To Design, Establish And Implement A Strategy For Reaching Financial Security… NO MATTER WHAT! The Path to Becoming An Agency
LevelOverhead*IncomeTime Frame 50Training Sales are Split Sales 60$15$15,000Rolling 3 months 65$50$50,000Rolling 12 months 70$75$100,000Rolling 12 months 75$150$175,000Rolling 12 months 80$500$250,000Rolling 12 months Production Criteria for Promotion *Includes access to
Income is from combination of all Lions Share affiliate companies only. Representative entering above Level 50 must verify they met the above criteria above with previous company. Each Representative is responsible for tracking/presenting their income for promotion. No more than 40% of income can come from any one client or leg. Personal strategy income does not count …You dont get paid on your own life insurance/mortgage but you can get paid on retirement/investment strategies. Promotion to Contract Level 60 is total team income. Promotion above 60 is individual income only. To earn promotion to Contract Level 60 you must have qualified for a permanent license and have E&O insurance. Overhead is via direct withdrawal and includes LSF web access. Overhead, except for LSF web access, is eliminated once you fully run an independent agency. Promotional Criteria
$100,000 Annuity/$10,000 Life Annual Premium/$100,000 Mortgage LevelMaster Dex Immediate Annuity AIG Term Life Fund Mortgage Trainee$3,000 $750$2,875$2,500$500 50$6,000$1,500$5,750$5,000$500 60$7,000 $2,000$6,900$6,000$500 65$7,500 $2,250$7,475$6,500$500 70$8,000 $2,500$8,050$7,000$500 75$8,500 $2,750$8,625$7,500$500 Top GA$9,000 $3,000 $9,200$8,000$500
Split Sales Sales are signed by each fully licensed agent Customary split is 50/50. Other arrangements can be worked out but should be agreed upon in advance. Commission is based on half of the sale to be paid at each respective agents contract level Both agents must have Errors and Omissions insurance to sign Did you ever wish you could be in two places at the same time???
Temporary Licensed Sales Sales are signed by the fully licensed agent who is the trainer ALL sales while on temporary license are split sales Temporary licensed individual receives half of the level 50 commission – NOT half of the writing agents commission Trainer is responsible for paying the trainee Fully licensed agent will 1099 the temporary licensed agent Upon receiving a permanent license, the agents of record can be changed to include the agent who was temporary licensed.
$100,000 Master Dex Training Sale Trainee - $3,000 70* $8,000 - $3,000 = $5, $1,000 *Field Trainer
Level 50 – All Personal Production $100,000 Mortgage $50,000 Annuity $50/month Term Life Insurance $100/month Permanent Life Insurance $52, Year One Income
Level 65 with Team of Three Personal Production Income $65,040 $101, Annual Income Team Production Override Income $36,720
$100,000 Master Dex Split Sale with Override $50, $3, $1,50080 $4,500 Agency Manager Receives $6,000 total Commission
Level 70 With Team and Personal Recruits Personal Production Income $69,120 $175, Annual Income New Apprentice Training Income $48,960 Team Production Override Income $48,960 Referral Income $8,500
Level 75 $251, Annual Income New Apprentice Overrides $61,200 Personal Production Income $73,200 Split Sale Referral Income $19,000 Team Production Overrides $97,920
Dare to dream again. Increase your will to win. Take Control. Align yourself with our process. Become passionate about leading people to financial security no matter what! F IVE K EYS TO B UILDING A S UCCESSFUL C AREER
The choice is up to you… You can learn and then go or learn (and EARN) as you go