1. MEMORIZE THIS OPEN
When you walk into the home, ask them about their family, home, and quickly get to the table!
When you sit at the kitchen table, thank them for having you there..
Before we dive in, let me ask you, what is one area of your finances that you feel you are doing a great job at?
Is there an area of your finances that you feel concerned about?
What are some goals and dreams that you thought you would have accomplished by now, but haven't, yet they are still VERY important to you. (WFA)
Okay, Great...
One of three things generally happen when we meet with families, sometimes all three.
#1. Once you see the value of what we teach and fall in love with it, you'll automatically want to refer us to your friends and family that would benefit from the same information. Those referrals will be for __________ to help him/her to build his/her business, does that make sense?
#2. If you see that what we do can benefit you directly, we'd love to earn your business, and put you on a better track financially.
...and finally #3 The company is expanding and we want to open up 10 new offices in Polk county alone. So you or someone you know might be looking to make an extra $500-$1500 a month working a few hours a week, or someone looking for a career change and a chance to earn a six figure income. Do you keep your options open when it comes to making more money? (WFA)
Great,
There are 5 different groups of people that are drawn to our company...

2. Referrals/Earn Your Business/Expansion
MEMORIZE THIS OPEN
When you walk into the home, ask them about their family, home, and quickly get to the table!
When you sit at the kitchen table, thank them for having you there..
Before we dive in, let me ask you, what is one area of your finances that you feel you are doing a great job at?
Is there an area of your finances that you feel concerned about?
What are some goals and dreams that you thought you would have accomplished by now, but haven't, yet they are still VERY important to you. (WFA)
Okay, Great...
One of three things generally happen when we meet with families, sometimes all three.
#1. Once you see the value of what we teach and fall in love with it, you'll automatically want to refer us to your friends and family that would benefit from the same information. Those referrals will be for __________ to help him/her to build his/her business, does that make sense?
#2. If you see that what we do can benefit you directly, we'd love to earn your business, and put you on a better track financially.
...and finally, we're drastically expanding at the company wants to open up 4,000 new offices in the next 10 years. So you or someone you know might be looking to make an extra $500-$1500 a month working a few hours a week, or someone looking for a career change and a shot to earn a six figure income. Do you keep your options open when it comes to making more money? (WFA)
Great,
There are 5 different groups of people that are drawn to our company...
Referrals/Earn Your Business/Expansion

3. The 5 Reasons People Get Involved!
Don’t like current job
Looking for career change
Better income potential
4. Love Helping People and making a difference.
2. Love what they do, BUT
Earning extra part-time Income would make a positive difference.
5. Dream of having their own business.
Can you see where most people would be interested in at least one of these areas?
3. Want a Financial Education
Learn how to win the Money Game.

4. The Financial Services Company For the 21st Century
Founded in 1977 with 85 people
Approximately 100,000 licensed representatives
6 million clients in the United States, Canada and Puerto Rico
Largest Financial Services marketing organization in North America
(PRI) Listed on NYSE
All accomplished without any national TV or radio advertising!

5. Is there a need for what we do? Well the headlines tell the story…
Our Mission: To help families earn more income and become properly protected, debt free and financially independent.
Is there a need for what we do? Well the headlines tell the story…
More than two-thirds in U.S. live paycheck to paycheck. reuters.com, 2013
The average American household with at least one credit card has nearly$15,950 in credit card debt. CNNMoney.com, 2012
More than half of all Americans have no emergency savings. Time.com, 2011
95 million U.S. adults have no life insurance. -Lifehealthpro.com, 2013
More than half of all workers have less than $25,000 in savings and investments for retirement. -Employee Benefit Research Institute 2013 Retirement Confidence Survey
The typical American family makes less than it did in 1989.–Washington Post, 2013
Who is helping families solve these problems?
How real and serious are these problems?

6. “People Don’t Plan to Fail, They Fail to Plan!”
Wouldn’t You Agree?
“People Don’t Plan to Fail, They Fail to Plan!”
The Solution:
Working with a financial coach that educates and provides you with a complementary plan for you to become financially independent.
The Problem:
1. No Education
2. No Coach
3. No Plan
4. Insufficient
Income
Who would benefit from a written financial plan?
The Financial Needs Analysis answers many important questions...

7. Financial Independence Number
Your financial independence number is the amount of money you need to accumulate so that when you retire you won’t run out of money and have to go back to work!
You want $2,500 per month to retire today…
30 years from now, after 3% inflation… you will need $6,083 per month to buy what $2,500 buys today!
“$30,000 today is $73,000 in 30 years!”
Your FIN is $1,080,000
To get there, invest $585 per month for 30 years at 9% = $1,080,000
How important is it to know your Financial Independence Number?
This hypothetical example assumes 20 years of retirement income needed, at a 6% post-retirement rate of return and 3% inflation. Hypothetical investment rates assume a nominal 9% rate of return, compounded monthly, and is not indicative of any specific investment. Any actual investment may be subject to taxes and fees, which would lower performance. This example shows a constant rate of return, unlike actual investments, which may fluctuate in value. It is unlikely an investment would grow 9% on a consistent basis, given current market conditions.

8. The Rule of 72… Sometimes called the Bankers Rule
Divide your interest rate into 72 to find the approximate number of years it takes for money to double!
Years 1% 6% 12% 1% 6%
12%
$2,000
How do you win a game if you don’t know the rules?
Do banks or insurance companies have any incentive to teach us this rule?
Who would benefit from learning this rule?
Shouldn’t we have learned this rule in school? 6 12 18 24 30 36 42 48 54 60
$4,000
$8,000
$16,000
$32,000
$64,000
$128,000
$256,000
$512,000
$1,024,000
$2,048,000
$4,000
$8,000
$16,000
$32,000
$64,000
$3,634
Without introducing us to family and friends, how would they learn the “Rule of 72?”
This table serves as a demonstration of how the Rule of 72 concept works from a mathematical standpoint. It is not intended to represent an investment. The chart uses constant rates of return, unlike actual investments which will fluctuate in value. It does not include fees or taxes, which would lower performance. It is unlikely that an investment would grow 10% or more on a consistent basis, given current market conditions.

9. The First Step to Financial Success is Pay Yourself First
When you don’t, there’s a high cost of waiting. $100 Monthly 9% for 40 Years (Age 27-67)
27 $471,640
28 $430,040 (-$41,600)
Wait 1 year ($1,200)
Wait 5 years ($6,000)
32 $296,380 (-$175,260)
Wait 15 years ($18,000)
42 $112,950 (-$358,690)
Who are people hurting if they wait?
Rates of return are constant and nominal rates, compounded monthly. Contributions are assumed to be made at the beginning of the month. The chart above is not indicative of any particular investment or savings vehicle where rates of return fluctuate. It does not take into consideration taxes or other applicable deductions, which would lower results.

10. The Theory of Decreasing Responsibility
How Life Works
Today
1. Young children
2. High debt
3. House mortgage
Loss of income would be devastating
At Retirement
1. Grown children
2. Lower debt
3. Mortgage paid
Retirement income needed
What life insurance company do you know of that teaches people how to
eliminate the need for life insurance?

11. Economic impact of Protecting your Income?
Economic Impact of an Unexpected Death
Economic impact of Protecting your Income?
35,000
45,000
Mortgage Paid
165,000
Renting
Auto Loan
Auto Loans Paid
Auto Loans
300,000 in savings
10,000 in savings
25,000 in savings
0 in savings
Immediate Impact
House hold income cut by 55%
Income
replaced
15,000 in funeral costs
Funeral paid
Year 1
Forced to sell car at a loss
Read slide.
Savings are gone
Can not afford house –
have to move school districts
Year 2
Can not afford repairs on car
Year 3-5
Have to move again

12. Solution: Build Your Financial House
Other Goals and Dreams
College Savings
Debt Elimination & Retirement
Emergency & Short term Savings
On a scale of 1-10, 10 being the highest, how would you
rate your desire to become properly protected, debt free and financially independent?
Term Life Insurance & Will
“A good rule of thumb is that you need between eight to ten times your annual salary in life insurance coverage.”
— The Wall Street Journal, April 12, 2006
* Primerica Legal Protection program. Exclusions and limitations may apply. See plan for details. Primerica representatives do not provide legal, tax or estate planning advice.

13. Cash Value Life Insurance vs. Buy Term and Invest the Difference
Investment at 70
$518,673
Cash Value Life Insurance Whole Life, Universal Life, Variable Life
Buy Term and Invest the Difference
SAME $298
Savings
$300,000
John age 35
Cash Value
? ? ?
$300,000
Mary age 33
$175 @9%
$150,000
John age 35
$150,000
Mary age 33
$25,000
Kids to age 25
$298
Monthly Premium
$123
Monthly Premium
(35-year Level Term; Guaranteed Renewable to age 95)
Which program would you want?
Monthly premium for cash value policies is an average of whole life policies from three major North American life insurance companies for male, age 35, standard risk and female, age 33, standard risk. Cash value life insurance can be universal life, whole life or variable life, and may contain benefits in addition to a death benefit, such as dividends, interest, or cash value available for a loan or upon surrender of the policy. Whole life usually has a level premium for the life of the policy. Primerica monthly premium for age 35, non-tobacco use for 35-year Custom Advantage policy (C535) and spouse age 33, non-tobacco use for 35-year Custom Advantage rider (C5SR), both with rates guaranteed for 20 years, plus a child rider of $25,000 each on two children, underwritten by Primerica Life Insurance Company, Executive Offices: Duluth, GA. Term insurance provides a death benefit only and its premiums increase at certain ages. The accumulation figure reflects continued investment at the same rate over 35 years at a 10% nominal rate of return compounded monthly and does not take into consideration taxes or other factors, which would lower results. This example uses a constant rate of return, unlike actual investments, which will fluctuate in value. This is hypothetical and does not represent an actual investment. It is unlikely an investment would grow 10% on a consistent basis, given current market conditions.

14. Solution: Debt Stacking
Age 35
Retail Card 1
Credit Card 2
Car Loan Credit Card 1
Mortgage
Total
$220
$353
$551
$303
$1,293
$2,720
$353
$551
$303
$1,293
$2,720
$551
$303
$1,293
$2,720
$220
+ $220
As each debt is paid off, you apply the amount you were paying to that debt to the payment that you were making on the next target account.
$303
$1,293
$2,720
$573
+ $573
$1,293
$2,720
$1,124
+ $1,124
$1,427
+ $1,427
$2,720
23 years to pay off debt and $214,442 in interest paid
Paid off in 9 years, Age 44 (14 years sooner) Interest saved $130,643
(Age 44) Once debts are paid off, invest $2,720 each month at Retirement … Age 67 = $2.4 million
Do Financial Companies Want You To Know This?
If the idea of paying off your debt seems overwhelming, consider debt stacking. They say you can eat an elephant – one bite at a time. Well, the same concept works with paying off your debt! By taking into account the interest rate and amount of debt, debt stacking identifies an ideal order for you to pay off your debts.
You begin by making consistent payments on all of your debts.
When you pay off your first debt account, you roll that payment into the payment that you were making on the next account. These extra dollars help you reduce the effect of compound interest working against you. As each debt is paid off, you apply the amount you were paying to that debt to the payment that you were making on the next account.
The above example is for illustrative purposes only. The Debt Stacking concept assumes that: (1) you make consistent payments on all of your debts, (2) when you pay off the first debt in your plan, you add the payment you were making toward that debt to your existing payment on the next debt in your plan (therefore you make the same total monthly payment each month toward your debts) (3) you continue this process until you have eliminated all of the debts in your plan. In the example above, when the retail card is paid off, the $220 is applied to credit card 2, accelerating its payment to $573. After credit card 2 is paid off, the $573 is applied to the ca r loan for a total payment of $1,124. The process is then continued until all debts are paid off. Note that the total payment per month remains constant. The hypothetical assumes a constant nominal 9% rate of return compounded monthly, unlike actual investments which will fluctuate in value, and does not include taxes or fees, which would reduce returns. Investing begins once debts have been paid off (at age 44). 14

15. The “Time Value” of Money
Investor A
Age Annual End of Year
Payment Accumulation
Investor B
Age Annual End of Year
Payment Accumulation
Individual A:
Started contributing
At Age 22
22 $5,500 $5,470
22 0 0
23 0 0
24 0 0
25 0 0
26 0 0
27 0 0
28 0 0
29 0 0
23 5, ,600
24 5, ,790
25 5, ,670
26 5, ,280
27 5, ,700
28 5, ,000
29 5, ,270
When is $44,000 more than $209,000?
Individual A:
Stopped contributing
At Age 29
Individual B:
Started contributing
At Age 30
,580
,480
,030
,290
,320
,200
,010
,830
,760
,900
,370
,290
,790
,040
,180
,400
,890
,870
,560
,230
,150
,620
,990
,610
,890
,260
,200
,230
,920
,900
,083,860
,185,530
,296,740
,418,380
,551,440
,696,970
,856,160
,030,280
$44,000
$2,030,280
30 $5,500 $6,020
31 5, ,600
32 5, ,790
33 5, ,670
34 5, ,280
35 5, ,700
36 5, ,000
37 5, ,270
38 5, ,590
39 5, ,080
40 5, ,820
41 5, ,950
42 5, ,600
43 5, ,900
44 5, ,010
45 5, ,100
46 5, ,350
47 5, ,980
48 5, ,190
49 5, ,240
50 5, ,390
51 5, ,930
52 5, ,190
53 5, ,490
54 5, ,240
55 5, ,840
56 5, ,750
57 5, ,470
58 5, ,540
59 5, ,560
60 5, ,170
61 5, ,066,110
62 5, ,172,130
63 5, ,288,100
64 5, ,414,950
65 5, ,553,700
66 5, ,705,460
67 5, ,871,460
The hypothetical 9% nominal rate of return, compounded monthly, and tax-deferred accumulation shown for both IRA accounts are not guaranteed or intended to demonstrate the performance of any actual investment. Unlike actual investments, the accounts show a constant rate of return without any fees or charges. Any tax-deductible contributions are taxed and tax-deferred growth may be taxed upon withdrawal. Withdrawals prior to age 59 1/2 may be subject to a 10% penalty tax. Assumes payments are made at the beginning of each year. Investing entails risk, including loss of principal. Shares, when redeemed, may be worth more or less than their original value.
It can’t be stressed enough: the sooner you start to save, the less you will have to put away. Look at how opening an IRA today can help you secure a comfortable retirement.
Individual B:
Stopped contributing
At Age 67
Total
Contributions
$209,000
$1,871,460
Total Contributions
Total Accumulation
At Age 67 15

16. Protection & Asset Management
Bob & Mary Smith 35 & 33 years old with 2 children.
Whole Life Insurance
Bob’s Coverage $150,000
Mary’s Coverage $150,000
Children’s Coverage $0
Monthly Premium $298
Retirement
Bank 1.5% Interest
$25,000 + $100/mo
Savings at 65 = $94,800
Before
Primerica
$398 per Month
Term Life Insurance
Bob’s Coverage $300,000
Mary’s Coverage $300,000
Children’s Coverage $25,000
Monthly Premium $123
Retirement
Rollover IRA – Investment
$25,000+$100+$175/mo
Savings at age 9% $1,230,000
Same $398 per Month!
After
Primerica
Monthly premium for cash value policies is an average of whole life policies from three major North American life insurance companies for male, age 35, standard risk and female, age 33, standard risk. Cash value life insurance can be universal life, whole life or variable life, and may contain benefits in addition to a death benefit, such as dividends, interest, or cash value available for a loan or upon surrender of the policy. Whole life usually has a level premium for the life of the policy. Primerica monthly premium for age 35, non-tobacco use for 35-year Custom Advantage policy (C535) and spouse age 33, non-tobacco use for 35-year Custom Advantage rider (C5SR), both with rates guaranteed for 20 years, plus a child rider of $25,000 each on two children, underwritten by Primerica Life Insurance Company, Executive Offices: Duluth, GA. Term insurance provides a death benefit only and its premiums increase at certain ages. The accumulation figure reflects continued investment at the same rate over 34 years at a 9% nominal rate of return compounded monthly and does not take into consideration taxes or other factors, which would lower results. This example uses a constant rate of return, unlike actual investments, which will fluctuate in value. This is hypothetical and does not represent an actual investment. It is unlikely an investment would grow 9% on a consistent basis, given current market conditions.

17. OR BOTH? What You Would Earn Product District RVP Overrides
Life Insurance
Investments
Total
$700
$438
$1,138
$1541
$775
$2,316
$841
$338
$1,178
** Override 10 Districts as above: $11,780/m or $141,360/yr
+ ( bonuses $17,710, trips, stock and ownership potential )
What would interest you more?
Starting your own part-time business, a complimentary financial game plan
OR BOTH?
These estimated earnings are based on the following assumptions: Life — Custom Advantage 35 policy for primary insured, totaling $300,000 (C535) at 35-year-old non-tobacco rates and spouse, totaling $300,000 (C535) at 33-year-old non-tobacco rates, plus a child rider at $25,000 each on two children. Investment — Lump sum of $50,000 and $175 monthly saving from the life insurance example into an Equity Mutual Fund for 12 months. ** This is an example client. An actual client may result in higher or lower commissions and overrides.

18. Getting Started
1. Fill out your Independent Business Application (IBA) — $99
Value includes: State license fee Exam fee Fingerprint/background check PFSU pre-licensing Total: worth approximately — $ Total fees vary for each state
2. Optional $25/month for your — Online Business Support System
Value includes: Cell phone discount $100-$250/year Your own website and business reports $ Access to live and on-demand video training $ Qualify to have securities license paid for $ Morningstar financial analysis software* $4,000/year Total: worth approximately — $6,000
3. Get off to a fast start! Qualify for a $300 bonus + iPad when you get trained, licensed and producing.
4. Keys to success
• Schedule an Orientation with a trainer
• Show up to all training meetings
• Attend pre-licensing and get insurance licensed
• Go on Field Training Observations in your first 30 days
• Complete a Financial Needs Analysis to get your family’s financial game plan started

19. Primerica representatives market term life insurance underwritten by the following companies in these respective jurisdictions: National Benefit Life Insurance Company, Home Office: Long Island City, NY, In New York State: Primerica Life Insurance Company, Home Office: Duluth, GA, in all other US Jurisdiction. Primerica Life Insurance Company of Canada, Home Office: Mississauga, Ontario, in Canada. Primerica Secure: A personal lines insurance referral program in which representatives may refer individuals to Answer Financial Inc. which offers insurance products and services through its licensed affiliates. Primerica, its representatives and the Secure Program™ do not represent any of the insurers in the program. Primerica Legal Protection Program: a legal services contract from PrePaid Legal Services, Inc. Securities: In the United States, securities are offered by PFS Investments Inc., 3120 Breckinridge Blvd., Duluth, Georgia Using Primerica’s Custom Advantage 35 (form CS35); Primary: male, age 30, preferred plus, Spouse: female, age 30, preferred plus. This example is for illustrative purposes and does not represent an actual investment. This example shows a constant rate of return, unlike actual investments which will fluctuate in value. It does not include fees and taxes, which would lower results. Distributions before 59 ½ may be subject to a 10% tax penalty. Consult your tax advisor with any questions. Rates of return used in the above illustration are hypothetical and do not represent the returns of an actual investment, which will fluctuate in value. The figures show a 10% nominal rate of return compounded monthly and do not take into consideration taxes or other factors.$25.00 per month. Compensation examples are based on 2‑year advances in full‑benefit states for the PLPP product. Representatives of Primerica are independent contractors and are paid commissions on sale of products. Life commissions are based on a 75% advance. Life Bonus is based on 67% QBI. Primerica Life Insurance: 1. Monthly premium is an average of whole life policies from three major North American life insurance companies for male, age 35, standard risk and female, age 33, standard risk. Cash value life insurance can be universal life, etc., and may contain benefits in addition to a death benefit, such as dividends, interest, whole life, or cash value available for a loan or upon surrender of the policy. Whole life usually has a level premium for the life of the policy Primerica monthly premium for age 35, non-tobacco use for 35 year Custom Advantage policy (C535) and spouse age 33, non-tobacco use for year Custom Advantage rider (C5SR), both with rates guaranteed for 20 years, plus a child rider of $25,000 each on two children, underwritten by Primerica Life Insurance Company, Home Office, Duluth, GA. Term insurance provides a death benefit only and its premiums increase at certain ages. The accumulation figure reflects continued investment at the same rate over 35 years at a 10% nominal rate of return compounded monthly and does not take into consideration taxes or other factors, which would lower results. This example uses a constant rate of return, unlike actual investments, which will fluctuate in value This is hypothetical and does not represent an actual investment.
11. Term insurance provides a death benefit and its premiums can increase at certain ages. Cash value life insurance can be universal life, whole life,
etc., and may contain certain features in addition to death protection, such as dividends, interest, or cash value available for a loan or upon surrender
of the policy. Cash value insurance usually has level premiums for the life of the policy; term insurance premiums increase after initial premium
periods. This example is for illustrative purposes and does not represent an actual investment. This example shows a constant rate of return, unlike
actual investments which will fluctuate in value. It does not include fees and taxes, which would lower results. Distributions before 59 ½ may be
subject to a 10% tax penalty. Consult your tax advisor with any questions. Rates of return used in the above illustration are hypothetical and do not
represent the returns of an actual investment, which will fluctuate in value. The figures show a 10% nominal rate of return compounded monthly and
do not take into consideration taxes or other factors. Primerica Legal Protection Program. Exclusions and limitations may apply. See plan for details.
These figures represent 12-month rolling cash flow levels, including advances, which have been achieved by Primerica representatives, past and present, at some point during their affiliation with a Primerica Company, beginning in The representatives are not necessarily achieving those levels at this time. Further, the numbers reflected in the “Cumulative Number of Earners” column are cumulative from level to level and, therefore, include all representatives who have ever achieved the stated cash flow figures. The cash flow categories are not intended to demonstrate earnings of typical representatives. From January 1 through December 31, 2012, Primerica paid a total of $509,277,049 in compensation to its sales force, at an average of $5,513 per life licensed representative. Acual gross cash flow is, among other factors, dependent upon the size and scale of a representative’s organization, the number of sales and the override spread on each sale, and the ability and efforts of a representative and their downlines. Having said this, Primerica provides an opportunity for individuals who work hard to develop a business with unlimited income potential.