1. EMCEE: Welcome participants. Overview the program
EMCEE: Welcome participants. Overview the program. Tell your story about how you joined WFG. Introduce the first speaker.
FIRST SPEAKER: Welcome the crowd. Introduce yourself. Tell a little bit about how you learned about the company, what you were doing before, how you joined WFG, how its made a difference in your life.
Overview for the group what you’re going to talk about in this section – Who is WFG? Who are we affiliated with? How we’re unique in the industry.
NOTE: The presentation and portions thereof are only permitted to be used for Fast Start Training.

2. World Financial Group, Inc.: Who We Are
At World Financial Group, Inc. (WFG or World Financial Group) – a financial services marketing company – you have the opportunity to:
Be in business for yourself but not by yourself.
Represent hundreds of companies, not just one to the consumer.
Learn from a leadership team with vast experience in the financial services industry.
At World Financial Group, Inc., you have the opportunity to be your own boss and run your own business with a wealth of resources and support at your disposal.
You are not limited to representing one product line to a consumer because WFG has selling agreements with many financial services and insurance companies with quality products for you and your team to market and sell.
Example of how WFG is different: An Allstate agent markets proprietary Allstate products. WFG does not have proprietary company-branded products. Instead, as a licensed WFG associate, you can help your client choose from a variety of product providers. You help them find the product that fits their needs, not fit them into a product.
With leaders with more than a century’s worth of combined experience, you don’t have to worry about getting the direction and support you need at WFG. You have the opportunity to learn how to build a business from some of the best business builders in the industry.

3. World Financial Group, Inc.: Who We Are
Made up of thousands of associates in the United States and Canada.
Helps middle income families and people from all walks of life move toward financial independence.
Has an exclusive broker-dealer, World Group Securities, Inc.
Among the Top 1% of broker-dealers in the United States based on number of registered representatives.*
WFG’s field force is comprised of thousands of people from all walks of life. WFG associates and leaders are living, working and building their very own WFG businesses all over North America.
Unlike many other companies, WFG focuses on serving the financial needs of middle-income individuals and families. Most financial services companies focus only on wealthy clients. Middle income individuals and families are often overlooked and they don’t know how to plan for the future and what options are available. At WFG, you have a great opportunity to build your business serving this market.
WGS is among the top 1 percent of the broker-dealers in the United States based on the number of active registered representatives.
* As of May 2007.

4. WFG – An AEGON Company Who is AEGON?
AEGON N.V. is one of the world’s leading life insurance and pension groups, and a provider of investment products.
AEGON N.V.’s major operations are in the United States, the Netherlands and the United Kingdom. In addition, it is present in a number of other countries, including Canada, Hungary, Slovakia, Spain and Taiwan.
AEGON N.V. was ranked one of the world’s top companies in 2008 by Forbes in its annual ranking of the world’s biggest and most powerful public companies.*
Introduce audience to AEGON, highlighting its size and impact on the insurance, pension and financial service industries. WFG associates have world-class support from a world-class company.
* The Forbes Global 2000 is a comprehensive list of the world’s biggest and most powerful companies based on a composite measure of sales, profits, assets and market value. Published April 12, 2008 on Forbes.com.

5. What is WFG? Some traditional marketing approaches:
Retail Marketing: Draws people into location.
Direct Marketing: Try to cold sell to people you don’t know.
WFG is a unique hybrid, employing many business principles into its system that have been successful in other companies. It’s a combination of business best practices.
Retail Marketing: Use an example of a local store (i.e. WalMart, etc.) and how people go to that location to do business.
Direct Marketing: Use an example of telemarketers or solicitations through the mail. Relate to your audience by asking them what they typically do with telemarketers or mail solicitations? They usually hang up or throw them out.

6. What is WFG?
WFG is a marketing company using relationship marketing principles.
Relationship Marketing:
Work with a system and warm market that refers you to other potential clients and/or associates.
Relationship Marketing: WFG is a marketing company using relationship marketing principles. (The illustration represents their natural warm market.) Ask the audience how they would feel if a family member or friend told them by word of mouth about a company or a movie. They typically would trust the source and the recommendation.
Word of mouth is the best form of advertising for reaching your market because it comes from someone you trust and respect. And so the chain continues as your friends and family tell other people about the great service they got from you. Show them how the illustration shows that. You help your warm market and then they refer you to others in their warm market, and so on.
WFG uses that principle to tell people about its business and relies on a warm market approach to get referrals.

7. What Makes WFG Unique? A proven, duplicable business system
Serving the under-served middle class
Training provided free of charge or at low cost
Leadership and promotions based on merit
In the business of building people and helping families
Use this slide to tell people more about what the WFG Opportunity has to offer them and how WFG is set up to help them build their businesses every step of the way.
Drive home the impact that people can have not only on their own lives and those of their family members but the lives of individuals and families throughout North America.

8. Why is WFG a Great Business Opportunity?
WFG’s business model/system works.
Innovative target market
Minimal advertising and initial overhead expenses
Twin-career approach
AEGON
Use this slide to convey why people should want to pursue a career with WFG.
Our business System works because it is systematic and easy-to-follow. It is a guide that anyone with the willingness and drive to follow can use to build a business.
People are always looking for ways to get the most out of their money. WFG addresses those needs and desires, especially for middle-income people who are traditionally overlooked by other companies in the financial services industry.
It typically takes lots of money to go into business for yourself. But at WFG, the door is wide open because there is such a low start up cost, minimal advertising or initial overhead expenses involved.
WFG offers people the opportunity to come aboard part-time if they choose. It is an option that allows them to try on our opportunity before deciding to make a full-time commitment.
As an AEGON company, World Financial Group, Inc. has numerous resources and efficiencies at its disposal to help the company – and in turn, its associates – maximize performance.
AEGON’s support is quiet and strong. Not many other companies have the same kind of support from one of the leading companies of its kind in the world. WFG does, thanks to AEGON.
SPEAKER 1 Wraps up, thanks crowd. Tosses to EMCEE or SPEAKER 2.

9. EMCEE: Introduces next speaker and tells a little bit about him or her.
SPEAKER 2: Introduce yourself. Tell a little bit about how you learned about the company, what you were doing before, how you joined WFG, how its made a difference in your life.
Overview for group what you’re going to talk about in this section – How does WFG help middle income families move toward financial independence? What concepts do we use to help show people how money works.
What We Do
What we do

10. What We Do The WFG Mission: How WFG Achieves its Mission:
To help families achieve financial independence.
How WFG Achieves its Mission:
Challenging people to change their habits of spending and save/invest more.
Every great company needs to have a great mission. WFG’s mission sets our sights high, far and wide, to make a difference for individuals and families everywhere.
Use this slide to convey WFG’s mission, which challenges people to think and act critically to change their financial futures.

11. Following the Script of Life
If we track the life of average educated people, the financial script often goes like this:
The child goes to school, graduates, finds a job and soon has some money to spend. The young adult now can afford to rent an apartment, buy a TV set, new clothes, some furniture and, of course, a car. And now the bills begin to come in.
One day, the adult meets someone special, sparks fly, they fall in love and get married. For a while, life is blissful because two can live as cheaply as one. They now have two incomes, only one rent to pay, and they can afford to set a few dollars aside to buy the dream of all young couples, their own home.
They find their dream home, pull the money from savings and use it for a down payment on the house, and they now have a mortgage. Because they have a new house, they need new furnishings, so they find a furniture store that advertises those magic words, “No money down, easy monthly payments.”
Introduce this slide as if you are telling a story (i.e. – "Now I am going to tell you a story that probably everyone in this room can relate to").
Read the headline and each line, emphasizing the highlighted words as you go along. This slide offers insight into the financial script that many people follow throughout various stages of life and why they eventually end up falling into the debt trap and failing financially.
Once you finish reading through this slide, move quickly to the next slide to keep the story flowing.
From The CASHFLOW Quadrant, Robert T. Kiyosaki and Sharon Lechter, April 2000.

12. Following the Script of Life (continued…)
Life is wonderful, and they throw a party to have all their friends over to see their new house, new car, new furniture and new toys. They are now deeply in debt for the rest of their lives. Then, the first child arrives.
The average, well-educated, hard-working couple, after drop-ping the child off at nursery school, must now put their nose to the grindstone and go to work. They become trapped by the need for job security simply because, on average, they are less than three months
months away from financial bankruptcy.
From these people, you often hear, “I can’t afford to quit. I have bills to pay,” or a modification from a song from Snow White and the Seven Dwarfs, “I owe, I owe, so it’s off to work I go.”
Continue reading the lines of this story, emphasizing the fact that "life is wonderful" until reality sets in. While this couple described has achieved a measure of success in their lives, the critical message here is that they are "deeply in debt" and are "trapped by job security simply because, on average, they are less than three months away from financial bankruptcy."
Although it is not a requirement because attribution is given on both slides, you may want to make reference where this story comes from: The CASHFLOW Quadrant by Robert Kiyosaki and Sharon Lechter, published in April 2000.
Emphasize how this is the script the majority of people follow that leads to them failing financially. At WFG, we try to teach people how to write a new script for their lives.
From The CASHFLOW Quadrant, Robert T. Kiyosaki and Sharon Lechter, April 2000.

13. A Fact of Life: How We Spend Our Money Matters
Most People:
Not Enough People:
Have no plans for achieving goals
Don’t understand how money works
Earn low rates of return
Pay too much tax
Work for somebody else
Live paycheck to paycheck
Spend, not save their money
Live on the edge
Are caught in a high-interest debt trap
Retire in poverty
Plan for the future
Put their money to work for them
Consult a financial profess-ional about their money
Save on taxes
Own their own businesses
Live a comfortable lifestyle
Save their money
Have an emergency fund
Live debt-free
Live their dreams
As the slide’s headline states, how we spend our money matters. Be sure to read the headline and refer back to how the Script of Life illustrates these points and highlight a few points under each list.
Then pose the question: What situation sounds familiar to you or most of the people you know? As a solution, place emphasis on tracking/listing financial habits and setting realistic financial goals to change the behavior. Stress the need that exists for clients to be shown how to become expert savers vs. chronic spenders. This is what we try to teach people at WFG, we try to show people how to do what too few people know how to do — make smart decisions about their money.

14. Developing a Financial Strategy
Developing a consistent, long-term financial strategy is important.
Here are three financial concepts WFG uses to help people move from dreaming to doing™:
The Law of Building Equity
The Rule of 72
Dollar Cost Averaging
Use this slide to talk about the importance of developing a strategy to achieve financial independence.
Introduce some of the most important concepts WFG uses to help people move from dreaming to doing and educate them about how money works. All of these concepts appear and are discussed in greater depth in the WFG Money Matters brochure.
The following three slides offer an overview of these basic concepts as well as graphics that help explain them. Be sure to add here that while these concepts cannot provide any guarantees of success, WFG believes that they can help people build a solid foundation for their financial futures.

15. The Law of Building Equity
A concept that theorizes a person’s responsibilities generally decrease and wealth generally increases over time.
Relate based on your field training experience.
Some possible points:
Read definition and explain the concept.
In their 20s, younger people have little income. But as they grow older, just like the "Script of Life" we saw a little while ago, people begin to add responsibilities to their life.
You must have enough protection to take care of your responsibilities, protection such as life insurance and other protection and investment vehicles. If there is a gap between responsibility and income, you should protect it for you and your family.
As you get older, your children grow up, your mortgage may be paid off and your responsibilities decrease. You won’t need as much protection through insurance, etc. but you should have protection for the wealth and retirement savings you’ve accumulated.
Keep in mind that you are introducing this concept to many people in your audience for the first time, so be sure to explain everything in the clearest of terms and to the best of your ability using the illustration provided.

16. Rule of 72: How Compound Interest Works
Objective: To help determine how many years it would take to double initial savings or investments, dividing 72 by the interest rate.
Goal: To outpace inflation and reduce taxation.
You must read the following disclaimer before or after you present this slide:
All figures are for illustrative purposes only and do not reflect an actual investment in any product. They do not reflect the performance risks, expenses or charges associated with any actual investment. Past performance is not an indication of future performances. The Rule of 72 is a mathematical concept that approximates the number of years it would take to double the principal at a constant rate of return. The performance of investments fluctuates over time, and as a result, the actual time it will take an investment to double in value cannot be predicted with any certainty. Additionally, there are no guarantees that any investment or savings program can outpace inflation.
Relate based on your field training experience.
Some possible points:
Read the objective and goal of the Rule of 72.
If you work hard for the money but the money doesn’t work hard for you, you will always work hard for the money. To end the pain, you need to make your money work harder for you.
The Rule of 72 shows you how your money can double at different interest rates, so you need to evaluate if you have your money in the right places to meet your objectives.
The speaker can take the audience through a typical example that when many people save money in a traditional savings account, they yield only about a 1 1/2% – 2%. They can make their money work harder for them by moving it to other products or investments that, while they do not necessarily guarantee a rate of return, may lose value and are not FDIC insured, the products and investments may give the customer an opportunity to yield a higher rate of return.
At WFG, we are in the business of helping people reach their financial goals.

17. Dollar Cost Averaging
Objective: A strategy to systematically purchase shares of a securities product to help offset investment risk in a fluctuating market.
You must read the following disclaimer before you present this slide:
Dollar cost averaging does not assure a profit or protect against loss in a declining market. Such a plan involves continuous investment regardless of fluctuating price levels. An individual should consider their financial ability to continue their purchases through periods of low price levels.
Relate based on your field and training experiences.
Take audience through the graphs.
How It Works: A constant dollar amount is invested into a single product at specific time intervals. As the price of the given product fluctuates, the same dollar amount invested will purchase more or less of the product.
* The investor outcome is a hypothetical example for illustrative purposes only and does not reflect the actual investment in any product. Therefore, the outcome does not reflect risks, expenses or charges associated with any actual investment.

18. Historical Performance of Investment Markets
This slide offers a historical view of different investment markets from 1925 to The chart shows how much $1 invested could have grown based on investment in stocks, bonds and treasury bills and how the investment compares to the rate of inflation during this same period.
Point out different eras in history and how they affected the market: 1920s- Great Depression. 1930s-40s: World War II. 1950s: Korean War. 1960s: Vietnam War. 1980s: Reagan became president. Iran Contra. Black Monday. 1990s: Gulf War. 2001: September 11.
The chart shows how, if you are interested in investing, you need to be in it for the long haul.
Emphasize that even during wars or trying times, people still need to buy basic items and services to live their lives. And that’s what many investments do; they put money in products or services that help people live their lives.
Be sure to mention that there are certain risks when investing, so past performance cannot guarantee future returns.
Stock, Bonds, Bills and Inflation Summary Statistics 1926–2007
©2008 Morningstar, Inc. All rights reserved. Used with permission.Note: This chart does not reflect past or future performance of any specific product (Data Jan.1,1926-Dec.31, 2007). Hypothetical value of $1 invested at the beginning of This chart is for illustrative purposes only and is not indicative of any investment. The data assumes reinvestment of all income and does not account for taxes or transaction costs. The average return represents a compound annual return. Government bonds and Treasury bills are guaranteed by the full faith and credit of the United States government as to the timely payment of principal and interest. Bonds in a portfolio are typically intended to provide income and/or diversification. U.S. government bonds may be exempt from state taxes and income is taxed as ordinary income in the year received. With government bonds, the investor is a creditor of the government. Stocks are not guaranteed and have been more volatile than the other asset classes. Large company stocks provide ownership in corporations that intend to provide growth and/or current income. Small company stocks provide ownership in corporations that intend to seek high levels of growth. Small stocks are more volatile than large stocks and are subject to significant price fluctuations, business risks, and are thinly traded. Capital gains and dividends received may be taxed in the year received. Underlying data is from the Stocks, Bonds, Bills, and Inflation® (SBBI®) Yearbook, by Roger G. Ibbotson and Rex Sinquefield updated annually. An investment cannot be made directly in an index. Past performance is no guarantee of future results.
Source: In this example, small stocks are represented by the fifth capitalization quintile of stocks on the New York Stock Exchange (NYSE) for and the performance of the Dimensional Fund Advisors, Inc. (DFA) U.S. Micro Cap Portfolio thereafter; large stocks are represented by the Standard & Poor’s (S&P) 500®, which is an unmanaged group of securities and considered to be representative of the stock market in general; government bonds are represented by the 20-year U.S. government bond, Treasury bills by the 30-day U.S. Treasury bill and inflation by the Consumer Price Index.

19. Historical Performance of Investment Markets After Taxes
Stocks, Bonds, and Bills after taxes 1925–2007
Taxes can have a dramatic effect on an investment portfolio. Stocks are one of the few asset classes that have provided significant after-tax growth over time. This image illustrates the hypothetical growth of inflation and a $1 investment in stocks, government bonds, municipal bonds, and Treasury bills, after taxes over the time period December 31, 1925 through December 31, Over the long run, the adverse effect of taxes on investment returns becomes especially pronounced. Stocks are the only asset class depicted that provided any significant long-term growth. After considering taxes, investors in government bonds barely outperformed inflation over this time period. Municipal bonds (for which income is exempt from federal income taxes) outperformed government bonds but significantly underperformed stocks. In a world with taxes, focusing on fixed-income assets alone has not provided investors with a substantial increase in wealth. If you desire substantial after-tax growth, you may want to consider a larger allocation to stocks. Another alternative, if you are able, is to consider tax-deferred investment vehicles.
Stock, Bonds, Bills and Inflation After Taxes Summary Statistics 1926–2007
©2008 Morningstar, Inc. All rights reserved. Used with permission.Note: This chart does not reflect past or future performance of any specific product (Data Jan.1,1926-Dec.31, 2007). Hypothetical value of $1 invested at the beginning of This chart is for illustrative purposes only and is not indicative of any investment. The data assumes reinvestment of all income and does not account for taxes or transaction costs. The average return represents a compound annual return. Government bonds and Treasury bills are guaranteed by the full faith and credit of the United States government as to the timely payment of principal and interest. Bonds in a portfolio are typically intended to provide income and/or diversification. U.S. government bonds may be exempt from state taxes and income is taxed as ordinary income in the year received. With government bonds, the investor is a creditor of the government. Stocks are not guaranteed and have been more volatile than the other asset classes. Large company stocks provide ownership in corporations that intend to provide growth and/or current income. Small company stocks provide ownership in corporations that intend to seek high levels of growth. Small stocks are more volatile than large stocks and are subject to significant price fluctuations, business risks, and are thinly traded. Capital gains and dividends received may be taxed in the year received. Underlying data is from the Stocks, Bonds, Bills, and Inflation® (SBBI®) Yearbook, by Roger G. Ibbotson and Rex Sinquefield updated annually. An investment cannot be made directly in an index. Past performance is no guarantee of future results.
Source: In this example, small stocks are represented by the fifth capitalization quintile of stocks on the New York Stock Exchange (NYSE) for and the performance of the Dimensional Fund Advisors, Inc. (DFA) U.S. Micro Cap Portfolio thereafter; large stocks are represented by the Standard & Poor’s (S&P) 500®, which is an unmanaged group of securities and considered to be representative of the stock market in general; government bonds are represented by the 20-year U.S. government bond, Treasury bills by the 30-day U.S. Treasury bill and inflation by the Consumer Price Index.

20. Investment Fundamentals
Apply the Rules for Investing:
Invest consistently.
Diversify/spread out the risk in your portfolio.
Invest long term.
You must read the following disclaimer:
Securities offered through World Group Securities, Inc. (WGS) member FINRA and SIPC. Headquarters: Johns Creek Parkway, Duluth, GA,
WFG and its associates work hard to help clients lay a foundation for financial independence. It all starts with the basics – empowering people with basic knowledge of investment fundamentals.
This slide tells the audience what WFG believes in and what its associates show clients to do to increase their chances of achieving financial independence.
Invest consistently. Because you can’t time the market. Use the Rule of 72 example.
Diversify portfolio/Spread out risk in Portfolio. Don’t put all of your eggs in one basket. Use example how in 2002, WorldCom and Enron employees who put all of their 401(k) money in company stock and now they have nothing. Diversify across asset classes to help reduce risk.
Invest Long Term. Refer back to Ibbotson chart.

21. EMCEE: Introduces next speaker and tells a little bit about him or her.
SPEAKER 3: Introduce yourself. Tell a little bit about how you learned about the company, what you were doing before, how you joined WFG, how its made a difference in your life.
Overview for the group what you’re going to talk about in this section – How do WFG associates build their businesses? How does WFG’s business system work? How can I use the business system to move toward success?
HOW WE DO IT

22. The Business Format System
“To build a big team, you need to have a system.”
The success of many of our leaders is directly related to mastering the BFS.
Stress that the system is the WFG Business System – a workable, predictable system that when followed can help you build a big business through duplication.

23. The Business Pipeline 2 4 6 7 9 11 1 3 5 8 10 Make Contact
• Schedule appointments
• Unscheduled drop-bys 2
Corporate Overview • Disturb & Intrigue 4
AMA 6
Associate Field Training Program 7
Sales 9
Lifestyle 11
Prospecting/
Referrals
• Your 100 name list
• Top 25 list from associates
• 10 referrals from each client 1
Invitation or
Presentation
• Schedule appointments
• Unscheduled drop-bys 3
QMD Interview
• Membership agreement
• Top 25 Prospect List
• Personal financial review
• Top three invited to next meeting 5
Licensed & Registered
Associates 8
Cash
Flow 10
Explain that The Business Pipeline is the core set of principles of the WFG turnkey marketing system that helps to guide an agent through the process of building a sales organization.
Explain the order of The Business Pipeline by reading through the steps an associate must take to reach their next goal.
Regarding, The Business Pipeline, “The more you do, the more you understand, the more you love it.”

24. The Business Pipeline Fundamentals of the System: Target Market List
Associate Field Training
Big Events
The purpose of this slide is to highlight three important parts of the Business System.
Each component of this list is defined and further explained in following slides.

25. What is a Prospect List?
According to The Business Format System training manual, the Prospect List is a list of people who may or may not join you. The Prospect List is where it all begins. The secret of a jumpstart lies in the Prospect List.
The Ultimate Goal of the Prospect List is to develop and open a new market for the new recruit.
Tell your audience that there should be no limits for your Prospect List. It is important to shoot for at least 100 names. Developing a Prospect List must become a part of your daily routine. And remember that everybody is a prospect.
Stress the importance of developing a Prospect List mentality.
The more people you have on your team, the bigger distribution network you build and the more sales you can achieve and families you can help.
"You can never build a big team unless every one of your team members has a Prospect List mentality."

26. The Psychology Behind The Prospect List
When developing a Prospect List, focus your attention on:
Gaining spousal support.
Meeting with clients and spouses in their home, instead of the office.
Gathering as many names as possible, of at least 100 people to start, then qualify the Top 25 prospects.
To help your audience understand why the Prospect List is so important, this slide offers insight into the psychology behind it.
Gaining spousal support is important because you want to immediately build a rapport that reaches everyone in the household. With the spouse present and fully engaged in your presentation, you are more likely to recruit the spouse, double your market or gather twice as many names for your Prospect List, create a shared market and fast start the couple into the business.
Meeting in the home as opposed to the office is the best way to prospect. It shows that you made the extra effort to meet with potential associates/clients in an environment where they are most comfortable. It also allows you to build a rapport with your future business partners.
The ongoing process of gathering at least 100 names and then qualifying the Top 25 is the lifeline of your business. It can ultimately determine how well you do, how big you are able to build your business.
For more information refer to the Business Format System training manual.

27. Qualifying Your Prospect List
years old
2. Married
3. Dependent children
4. Homeowner
5. Solid business/career background
6. $40,000+ household income
7. Dissatisfied with their current situation
8. Entrepreneurial minded
Recruiting a quality market of people into the business requires that you have a clear understanding of what you are looking for: the qualities of a good prospect. Keep in mind that there are always exceptions to the rule and not everyone will fall into these categories. These qualities only offer a basic foundation of things to consider.
Read each of the eight recommended qualities of a good prospect found here.
In the BFS, it stresses: your list should have a minimum of 100 names to start and grow to as many as 300 or even 500. But once you develop your list, you need to quickly identify the “Top 25” and begin contacting them immediately with your leader and following the rules for federal, state, and company “Do Not Call” list regulations and requirements. The general qualifications listed in this slide are suggested guidelines for the people on your “Top 25 List.”

28. Fast Start with Associate Field Training
Field Training helps get a new associate off to a fast start and spurs duplication. When a new associate is trained properly, that person will duplicate what you do.
Field Training helps new associates become:
Field friendly from the outset
Knowledgeable about the WFG Opportunity immediately
Confident about field work once they are licensed and registered
Ready to produce by learning and observing presentations during the Field Training Program*
One of the keys to a fast start in this business lies in the Associate field training program.
Field training helps new associates develop a love for being out in the field, feel more comfortable about the business and our company in general and get ready to hit the ground running when they become licensed and registered.
Before a non-registered individual can observe a securities product sales presentation, he or she must comply with company policies and certify for the ASAP program.
To begin your financial field training, you must sign on to WFG-Online.com and complete the online ASAP (Associate Startup Acceleration Program) Statement of Intent and the ASAP Online Training Class.
To begin:
Log on to WFG-Online.com
Mouse over the “Education” tab and select “ASAP Program” from the navigation menu
Click on the ASAP Statement of Intent link to complete the online form
After you complete the form, click on “ASAP Course” to complete your online training
For more information about Associate Field Training (BMP/BPM), refer to the BFS manual.
* Some client/product presentations/situations require licensing even to attend/observe — make sure to follow all regulatory guidelines and company policies.

29. “BFS Builder” The Business Pipeline Builder
Mindset Behind the Business Pipeline
Recruiting Mentality
Prospecting
Builder’s Mindset
Business Pipeline
Meeting Mentality
Director of Motivation
As a builder, double-digit recruits in the base is the focus. A true builder maintains good recruiting numbers in the base. He should prospect, invite, and do presentations consistently to cultivate the habits of a recruiting mentality.
The BFS systematizes the building process. While running the recruiting machine, the Fast Start Training, and the Business Format Schools, the new recruit is on track to develop a builder’s mindset.
Every two months, the Business Format Schools build a new wave of leaders to become big baseshop builders. Builders bring new builders to the Business Format Schools. Thus, through the BFS school, the builder achieves the meeting mentality, which is the backbone of our business.
Leading by example: Manage activities, but focus on results. A builder is a do-it-first leader. He runs the system, recruits, builds, and motivates. The builder is the recruiting fireball of the business.
Leading by Example
Manage Activities/ Focus on Results

30. EMCEE: Introduces next speaker and tells a little bit about him or her.
SPEAKER 4: Introduce yourself. Tell a little bit about how you learned about the company, what you were doing before, how you joined WFG, how its made a difference in your life.
Overview for group what you’re going to talk about in this section – How can you build a big business at WFG? What are your next steps to building your WFG business?

31. How to Get Licensed First Priority:
Submit insurance licensing paperwork and U4
Take insurance licensing and securities registration exams while building your team.
Here is where you want to drive home the importance of getting licensed and registered right away and how to do it in general terms.
Emphasize U4 submission as the first priority as well as the necessary securities registration and insurance licensing exams to pass, according to your state requirements. Feel free to elaborate with overheads/transparencies to review specific requirements for your state.
Discuss the importance of taking your exams while building your team.
Discuss how this helps prepare you for a big start.

32. What it Means to be a “BFS Builder”
Purpose: To make a difference for families.
Goal: To have a Builder’s mindset.
Let people know that they will be part of a supportive team. This isn’t business as usual. It’s a family.
Emphasize the importance of team building and the difference this attitude can make personally and professionally.

33. The “BFS” Mindset & Training
Ultimate Goal: Become the leader of thousands
Be part of a winning team by building bigger together
The bigger you are the more coachable you should be
Your ultimate goal should be to become the leader of thousands. The BFS program is an attempt to provide future builders a breeding ground for growth. For you to grow, you need to align yourself with someone bigger than you.
Be part of a winning team. When you’re a team of great builders, your chances of winning increase exponentially. The Business Pipeline’s goal is to help builders be in business for themselves but not build by themselves.
Builders build bigger together. The network of BFS leaders provides sideline motivation and cooperation to build long distance. It’s a great way to build multiple baseshops in multiple locations and serves as a perfect example of TEAMWORK on a high level.
The bigger you are the more coachable you should be.

34. The “BFS” Builder
Last but not least, to become a BFS Builder, you need:
An excellent grasp and understanding of The Business Pipeline. 2
Make Contact
• Schedule appointments
• Unscheduled drop-bys 4
Corporate Overview • Disturb & Intrigue 6
AMA 7
Associate Field Training Program 9
Sales 11
Lifestyle
Reinforce the fact that to build a large team, one must build it through the System. It may be hard to set up a system at first, but once it is done, a team can grow bigger, faster.
One must master the system and follow it. If you want your team to copy you, you must follow the system all the time.
If your first generation duplicates you, your second generation will duplicate your first, and your third will duplicate your second, and on and on. That is duplication and multiplication.
Stress that the System shows you step-by-step exactly what one needs to do to arrive at a desired destination. Without the System, an atmosphere for confusion, frustration, chaos and discouragement are created.
The System is the product of thousands of people’s efforts. It has consistently been proven to be effective and has produced great success for many builders. It is not perfect. But don’t try to change the System until you have mastered it.
Everything done in the System has a reason behind it. Be a student of the business. 1
Prospecting/
Referrals
• Your 100 name list
• Top 25 list from associates
• 10 referrals from each client 3
Invitation or
Presentation
• Schedule appointments
• Unscheduled drop-bys 5
QMD Interview
• Membership agreement
• Top 25 Prospect List
• Personal financial review
• Top three invited to next meeting 8
Licensed & Registered
Associates 10
Cash
Flow

35. WFG Compensation Per Month Per Year
The following example shows how helping one family results in $1,968 of commission paid to the field.1,2 For this example, the commission amount is based on an average Indexed Universal Life (IUL) insurance policy3 sale to a 40-year-old male who is contributing $200 per month to the IUL.
Per Month Per Year
Associate4,5 (Helps four families per month) $2,755 $33,060
Qualified Marketing Director4,5 (Helps four families per month) $5,116 $61,392
Cite the elements of a Builder’s Mind: 1. System Duplication Large Numbers 4. Monitoring
First, and foremost, a builder needs a system, a roadmap, a blueprint. Without it, there is nothing to build on, nothing to follow.
Second, the application of the system is duplication. You build this business by copying it, being coachable, and following the leader. Imitate, don’t create.
Third, this is a numbers business. The builder must have a large numbers mentality. You don’t build one or two people. You build hundreds and thousands of people to reach and help more families.
Finally, accountability and responsibility are key. You must monitor, check up and follow up. Anything that you build in life requires that you check up on it carefully and regularly or it will break down. This business is no different. You must demand that your builders build it right, build it strong and build it on time.
Walk audience through the compensation example.
1 Opportunities to build other income may be achieved by qualifying for additional compensation and by qualifying for bonus pools.
2 Commission amount may vary based on product type and size of purchase.
3 Please be aware that insurance products are sold by prospectuses, which contain more information about the product’s fees, charges and limitations. Be certain to perform a thorough review of the entire prospectus. Historical performance does not guarantee future investment results.
4 This is a hypothetical scenario for illustrative purposes only. There is no assurance that these results can or will be achieved. Income is earned from sales of World Financial Group authorized products and services. No income is earned for recruiting. See the current World Financial Group Field Manual for compensation percentages on all diversified product lines. All compensation plans subject to change. Promotional criteria/designations are determined and offered by or through World Financial Group. Personal percentages earned on products may vary based on promotional level with WFG. As of Jan, 1, 2007, WFG Associate contract level of 35%, Qualified Marketing Director contract level of 65%, Qualified Marketing Director override level of 30%.
5 Associates of World Financial Group are independent contractors, regardless of field title/designation.

36. WFG Compensation Per Month Per Year
The following example shows how helping one family results in $1,968 of commission paid to the field.1,2 For this example, the commission amount is based on an average Indexed Universal Life (IUL) insurance policy3 sale to a 40-year-old male who is contributing $200 per month to the IUL.
Qualified Marketing Director with a five-person team4,5,6
Per Month Per Year
Only Qualified Marketing Director’s team members5 (Helps four families per month) $11,808 $141,696
Qualified Marketing Director and each team member5 (Helps four families per month) $16,924 $203,088
1 Opportunities to build other income may be achieved by qualifying for additional compensation and by qualifying for bonus pools.
2 Commission amount may vary based on product type and size of purchase.
3 Please be aware that insurance products are sold by prospectuses, which contain more information about the product’s fees, charges and limitations. Be certain to perform a thorough review of the entire prospectus. Historical performance does not guarantee future investment results.
4 This is a hypothetical scenario for illustrative purposes only. There is no assurance that these results can or will be achieved. Income is earned from sales of World Financial Group authorized products and services. No income is earned for recruiting. See the current World Financial Group Field Manual for compensation percentages on all diversified product lines. All compensation plans subject to change. Promotional criteria/designations are determined and offered by or through World Financial Group. Personal percentages earned on products may vary based on promotional level with WFG. As of Jan, 1, 2007, WFG Associate contract level of 35%, Qualified Marketing Director contract level of 65%, Qualified Marketing Director override level of 30%.
5 Associates of World Financial Group are independent contractors, regardless of field title/designation.
6 Example assumes all Qualified Marketing Director痴 team members are at the Associate level.
* Many people have experienced different levels of success with World Financial Group. However, individual member experiences may vary. This statement is not intended to, nor does it, represent that any current member's individual results are representative of what all participants achieve when following the World Financial Group system.

37. The Next Big Event
The WFG environment allows ordinary people to achieve extraordinary things.
WFG believes in the power of big events. For that reason, WFG has several big events throughout the year, including the annual Convention of Champions.
Big events fuel personal and team growth. Most people need to get outside of their routine in order to see and make the changes necessary to take their business to the next level. You can never build a big team unless you understand the importance of the big event.
Emphasize the next big event for them, and how important it is for them to qualify and attend BFS School. Like other big events that they may attend throughout their career with WFG, BFS School is designed to help them, to provide them with the information and motivation they need to move forward.
In order to qualify for participation in contests, and to receive prizes and awards, an individual must be in good standing with World Financial Group and its affiliated companies.Many people have experienced various levels of success with World Financial Group. However, individual member experiences may vary. This statement is not intended to nor does it represent that any current member’s. individual results are representative of what all participants achieve when following the World Financial Group system.

38. Next Steps 2. Get Ready for Next Business Format School
In closing, this slide relays the next steps one would take to launch a WFG career.
Your first priority is to submit a Form U4 to begin the securities registration process and get licensed early, preferably within the first 30 days of attending FastStart Training. Stress that the longer you wait, the longer it will take to get started. Without a securities registration and/or insurance license, you can’t talk about products and make sales, and you have limited money-making opportunities.
Lastly, a new associate should focus on getting ready for BFS School and the next big training event.
Close and make them feel good about the WFG opportunity and the path they have chosen.
2. Get Ready for Next Business Format School
1. Submit Licensing Paperwork and Qualify for Next Big Training Event

39. ©2008 World Financial Group, Inc. 0889-1m/8.08
In order to qualify for participation in contests, and to receive prizes and awards, an individual must be in good standing with World Financial Group and its affiliated companies.
Many people have experienced various levels of success with World Financial Group. However, individual member experiences may vary. This statement is not intended to nor does it represent that any current member’s individual results are representative of what all participants achieve when following the World Financial Group system.
World Financial Group, Inc. (WFG) is a financial services marketing company whose affiliates offer life insurance and a broad array of financial products and services.
Securities are offered through World Group Securities, Inc. (WGS), Member FINRA/SIPC.
Insurance products are offered through World Financial Group Insurance Agency, Inc. (WFGIA) or its subsidiaries.
WFG, WGS, WFGIA are affiliated companies.
Headquarters: Johns Creek Parkway, Duluth, GA , PO Box , Duluth, GA
Phone: WorldFinancialGroup.com
©2008 World Financial Group, Inc m/8.08