I don’t want to waste your time, I really don’t want to waste my time. Name, I'm sure you will have some questions for me, I have some questions for you, is it ok if I ask you a few questions?  If at any point while we are talking today, Name you feel like this isn't for you, will you stop me? I don’t want to waste your time, I really don’t want to waste my time. Conversely, Name if at any time while we are talking today if I feel this is not going to be a good fit for you, I will stop and let you know. Ok?  From – Family – Area - Occupation : What do you love about what you do? What do you do that makes you great? What do you dislike about working there? Have you ever trained anyone? – Did you get paid extra for training them? Have you ever asked yourself is this all there is? Recreation : What do you like to do for fun? Are you doing that as much as you like doing it? What usually stands in the way of you doing that? Motivation - Management What qualities should a successful leader possess? – Mirror question How do you go about continuing to develop your professional skills and knowledge? On the scale of 1-10 - 1 being not helpful 10 being very helpful how helpful would an extra would 1 to 2 thousand dollars a month be to you?  What would you do with that money?   Listen to every answer fully. Ask tons of questions. Try to make them laugh to break the tension. I always use their last name in addressing them until “Our Mission statement”

No Time - referral position - you get your license - and you come across people who need what we do, you refer them to me - we split the money and I will do all the work, I will go on the appointments and I will follow up and you can make about 500 to 800 a month Spare Time - go on the appointments with us - 5 to 8 hours a week - 1000 to 1500 a month. Part Time leadership track - 10 hours plus a week going on appointments 1000 to 3000 a month it could be more.   Based on what you have going on right now, which of those tracks would be the best fit for you right now? Listen to every answer fully. Ask tons of questions. Try to make them laugh to break the tension. I always use their last name in addressing them until “Our Mission statement”

5 Reasons People Desire a Change… They don’t like their current job and are looking for a career change & better income potential. They love what they do… but earning extra part-time income each month would make a positive difference. They want to get a financial education so they can learn how to win the money game. They love helping people and making a difference. They dream of having their own business. 3 things you need to have – 100k earner book – Paper FNA – HMW book. Through the questions so far you should identify their hot button. IF they are money motivated –100k book. IF they are wanting to help people – FNA IF they want an financial education – HMW book. Wait until the right moment to introduce those aids to the closing process. NOT NOW. Listen – ask questions. Can you see how most people would be interested in at least one of these areas?

Four Ways to Earn Income The Cash Flow Quadrant* Employee Has a job. Income based on position, not the person. Business Owns a system. Has others working for him/her. Unlimited income potential via manufacturing, marketing, etc. Self-Employed Owns a job. Dentist, doctor, lawyer, hair stylist, real estate agent, salesperson. Investor Has money working for him/her. Enjoys complete freedom and lives the dream. Which two ways to earn income appeal to you most? *The Cash Flow Quadrant, CASH FLOW Technologies, Inc.; used with permission. The Cash Flow Quadrant and ESBI are trademarks of CASH FLOW Technologies, Inc. For informational purposes only.

Have you heard of us? If no, say I am not surprised, we do not advertise – 3 circles – we pour our advertising money into our product to keep it low so that it is extremely affordable, we pour it into our agents commissions offering the highest in the industry, and we pour it into our clients providing a free financial needs analysis. - if yes say great, I was wondering if you knew that we were…and be ready to answer any objections.

Three circles – Blue – We protect families income – Red – we build wealth for families over 30 years through mutual funds – ask question – do you know of any company out there that helps families get wealthy? White – We also provide people the opportunity to get wealthy over the course of 5-7 years through the opportunity of becoming a business owner.

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 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.

The First Step to Financial Success is Pay Yourself First When you don’t, there’s a high cost of waiting. $100 Monthly Savings @ 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.

District Leader: Part-Time If you showed the A and B example to 10 families, how many out of 10 would switch from A to B? Personal: 4 clients in one month (one per week) 4 life sales 2 IRA rollovers 1 Primerica DebtWatchers™ 1 A&H 1 PLPP Total cash for the month: $3,680 And even if you did about half of that, you could still earn $1,932! If you could potentially earn $20,000 to $40,000 a year part-time without jeopardizing your job, would that interest you? Product sales and amounts based on prior “Bob and Susan Smith” slide. From January 1 through December 31, 2013, Primerica paid a total of $536,506,140 in compensation to its sales force, at an average of $5,614 per life licensed representative.

6% Broker Fee $100,000 House = $6,000 Fee The Real Estate Model 6% Broker Fee $100,000 House = $6,000 Fee A Broker with 5 agents Earning $3,000/mo Earns $15,000/mo The Broker 50% Overrides $3,000 The Agent Agent 50% $3,000 Agent 50% $3,000 Agent 50% $3,000 Agent 50% $3,000 50% Commission $3,000

Regional Leader: Part-Time Personal: 4 clients in one month 4 life sales 2 IRA rollovers 1 Primerica DebtWatchers™ 1 A&H 1 PLPP Equals: $4,978 Override: 2 District Leaders 6 clients in one month 6 life sales 2 IRA rollovers 2 Primerica DebtWatchers™ 2 A&H 2 PLPP Equals: $1,886 Total cash for the month: $6,864 Once you reach $50,000 to $80,000 a year in income, would you consider making a career change? Product sales and amounts based on prior “Bob and Susan Smith” slide. From January 1 through December 31, 2013, Primerica paid a total of $536,506,140 in compensation to its sales force, at an average of $5,614 per life licensed representative.

Regional Vice President: Full Time Personal: 3 clients in one month 3 life sales 2 IRA rollovers 1 Primerica DebtWatchers™ 1 A&H 1 PLPP Equals: $6,136 Override: 2 Regional Leaders 10 clients combined 10 life sales 4 IRA rollovers 2 Primerica DebtWatchers™ 2 A&H 2 PLPP Equals: $6,494 Bonus: $1,326 Total cash for the month: $13,956 Product sales and amounts based on prior “Bob and Susan Smith” slide. Life bonus is based on 69% QBI and 10% Base Shop Bonus rate, assuming average premium per policy of $1,498. From January 1 through December 31, 2013, Primerica paid a total of $536,506,140 in compensation to its sales force, at an average of $5,614 per life licensed representative.

No Brainer Close Let me ask you 2 last questions… So when I went through my interview I ask the guy that hired me. So let me get this straight – I get to hire as many people as I want? And the company pays for all of the licenses? And the company handles the legal aspects of owning a business and pays the fees for errors and omissions? And it is 1099 so I can write off everything? – (Mileage – cell phone – rent – internet) And let me make sure I got this part straight. – every single person that I hire, train and develop the company pays me for all of them? Where do I sign… (this entire thing needs to be said with passion and in the first person voice and awe) Whoever you are interviewing does not see this page. Let me ask you 2 last questions… Is there any logical reason preventing you from getting started, at least part-time? Why should Primerica invest over a $1,000 in getting you started? Get 3 names of people you would recommend for this job?

Getting Started