Business Format System The Follow-Up New Associate Training Series

2 THE FOLLOW-UP You had a guest to the corporate overview or you did a One-on-One presentation? Congratulations. What happens next? You had a guest to the corporate overview or you did a One-on-One presentation? Congratulations. What happens next?

3 THE FOLLOW-UP The Follow-up refers to the steps taken after a Corporate Overview or One-on-One to help the guest become a new Associate. There is also a follow-up process for clients, which is covered in the sales process, or Financial Format System (FFS). The Follow-up refers to the steps taken after a Corporate Overview or One-on-One to help the guest become a new Associate. There is also a follow-up process for clients, which is covered in the sales process, or Financial Format System (FFS).

4 THE FOLLOW-UP After your guest has attended a Corporate Overview, you take her to your QMD or trainer to schedule a follow-up interview. At any point, if the prospect / invitee decides not to pursue the business opportunity, you transition to a prospective client process. REMEMBER: If your guest later needs to reschedule her appointment, tell her to call the person with whom she set the appointment and to do so as soon as possible. Once you find out about a need for rescheduling, immediately call your leader and let him know your guest will be calling to reschedule. After your guest has attended a Corporate Overview, you take her to your QMD or trainer to schedule a follow-up interview. At any point, if the prospect / invitee decides not to pursue the business opportunity, you transition to a prospective client process. REMEMBER: If your guest later needs to reschedule her appointment, tell her to call the person with whom she set the appointment and to do so as soon as possible. Once you find out about a need for rescheduling, immediately call your leader and let him know your guest will be calling to reschedule.

5 BFS FOLLOW-UP Prospecting Start-up Follow-up Presentation Duplication Referrals Approach / Contact Financial Dream Map YES NO

6 THE FOLLOW-UP Just as controlling the point of contact is important on the front end, the follow-up is equally critical on the back end. The objective is always to move the prospect through the Eight Speed Filters as quickly as possible, and get her off to a fast start in the business. When these two components are properly executed, you will likely recruit a higher percentage of people and, at the same time, have a higher volume of sales — a by-product of running a relationship marketing business system. Just as controlling the point of contact is important on the front end, the follow-up is equally critical on the back end. The objective is always to move the prospect through the Eight Speed Filters as quickly as possible, and get her off to a fast start in the business. When these two components are properly executed, you will likely recruit a higher percentage of people and, at the same time, have a higher volume of sales — a by-product of running a relationship marketing business system.

7 The Eight Speed Filters Fast Start Program (Complete Filters within the first 10 days) 1. Stay After the Corporate Overview for MOZONE. 2. Pick up CORPORATE OVERVIEW INFORMATION KIT. 3. Commit to a FOLLOW-UP INTERVIEW during the day within 24 to 48 hours. 4.COMPLETE interview /sign up. During the Follow-Up Interview complete the Associate Membership Agreement. 1. Stay After the Corporate Overview for MOZONE. 2. Pick up CORPORATE OVERVIEW INFORMATION KIT. 3. Commit to a FOLLOW-UP INTERVIEW during the day within 24 to 48 hours. 4.COMPLETE interview /sign up. During the Follow-Up Interview complete the Associate Membership Agreement.

8 The Eight Speed Filters Fast Start Program (Complete Filters within the first 10 days) 5. DEVELOP A PROSPECT LIST. Sit down with your Leader and spouse to develop a Prospect List and identify the Top 25 Target List. 6. CREATE A BUSINESS PLAN / Determine Immediate Goals 7. MATCH-UP WITH YOUR LEADER AND GET OFF TO A FAST START. Immediately begin to invite people to the Corporate Overview or to do a field presentation to begin the recruiting process to build your team. 8. Finalize Your Personal WFG FINANCIAL DREAM MAP. Together with your leader and your spouse, complete the personal financial review, and determine which concepts and products might fit your individual needs. 5. DEVELOP A PROSPECT LIST. Sit down with your Leader and spouse to develop a Prospect List and identify the Top 25 Target List. 6. CREATE A BUSINESS PLAN / Determine Immediate Goals 7. MATCH-UP WITH YOUR LEADER AND GET OFF TO A FAST START. Immediately begin to invite people to the Corporate Overview or to do a field presentation to begin the recruiting process to build your team. 8. Finalize Your Personal WFG FINANCIAL DREAM MAP. Together with your leader and your spouse, complete the personal financial review, and determine which concepts and products might fit your individual needs.

9 The Follow Up Interview The main goals of a follow-up interview are to  Get a recruit decision  Get the WFG Associate Membership Agreement (AMA) filled out  Get a strong commitment  Cover the “7 Keys to a Fast Start”  Prepare the new recruit for opposition from friends and family members  Set an appointment for a Financial Dream Map review  Get the new recruit into the field within hours The main goals of a follow-up interview are to  Get a recruit decision  Get the WFG Associate Membership Agreement (AMA) filled out  Get a strong commitment  Cover the “7 Keys to a Fast Start”  Prepare the new recruit for opposition from friends and family members  Set an appointment for a Financial Dream Map review  Get the new recruit into the field within hours

10 Keys to a Successful Follow Up Interview  Make sure the Follow-Up Interview is conducted at the office during the daytime. Ideally the spouse will also attend.  The trainee (you) must be present and positively reinforce the leader. Watch and learn.  The first 5-10 minutes are for the Leader to build rapport with the new prospect.  Make sure the Follow-Up Interview is conducted at the office during the daytime. Ideally the spouse will also attend.  The trainee (you) must be present and positively reinforce the leader. Watch and learn.  The first 5-10 minutes are for the Leader to build rapport with the new prospect.

11 The Follow Up Interview The Follow-Up Interview will address the following questions with the new Prospect: 1. What aspects of WFG intrigue you the most? 2. Describe your initial feelings about WFG’s vision and mission. 3. Tell me about yourself, where you’re from, upbringing, school, business background, etc. The Follow-Up Interview will address the following questions with the new Prospect: 1. What aspects of WFG intrigue you the most? 2. Describe your initial feelings about WFG’s vision and mission. 3. Tell me about yourself, where you’re from, upbringing, school, business background, etc.

12 The Follow Up Interview 4. How do you feel about your success in life up to now? 5. What are your long-term goals and objectives? 6. If you were going to give this business a try, why would you do it? 7. Do you have any questions about any particular aspect of the company or business? 4. How do you feel about your success in life up to now? 5. What are your long-term goals and objectives? 6. If you were going to give this business a try, why would you do it? 7. Do you have any questions about any particular aspect of the company or business?

13 The Follow Up Interview 8. Can you think of any reasons for not giving this business a try? 9. Do you want strong leadership? A strong leader is someone who will walk the recruit through each step and leave nothing to chance. 8. Can you think of any reasons for not giving this business a try? 9. Do you want strong leadership? A strong leader is someone who will walk the recruit through each step and leave nothing to chance.

14 The Follow Up The Follow-Up interview should result in a recruit decision. If the Interviewee decides not to pursue the business, the Leader will transition to the prospective client process and set an appointment for a Financial Dream Map review. The Follow-Up interview should result in a recruit decision. If the Interviewee decides not to pursue the business, the Leader will transition to the prospective client process and set an appointment for a Financial Dream Map review.

15 BFS FOLLOW-UP Prospecting Start-up Follow-up Presentation Duplication Referrals Approach / Contact Financial Dream Map YES NO

16 THE FOLLOW-UP When the Interviewee decides to affiliate with WFG, the Follow-Up merges right into the Start-Up, and the first steps occur during the Follow-Up interview:  Complete the WFG AMA.  Compile the Recruit’s prospect list.  Identify three close friends of the recruit to be invited to the next Corporate Overview.  Set a time to meet with the recruit and her spouse to develop the business plan and the Financial Dream map.  Review the BFS 6 Steps with her, with special emphasis on the Invitation.  Review the 7 Keys to a Fast Start.  Prepare the new recruit for opposition, as well as for the regulatory expectations and expenses associated with working at WFG. When the Interviewee decides to affiliate with WFG, the Follow-Up merges right into the Start-Up, and the first steps occur during the Follow-Up interview:  Complete the WFG AMA.  Compile the Recruit’s prospect list.  Identify three close friends of the recruit to be invited to the next Corporate Overview.  Set a time to meet with the recruit and her spouse to develop the business plan and the Financial Dream map.  Review the BFS 6 Steps with her, with special emphasis on the Invitation.  Review the 7 Keys to a Fast Start.  Prepare the new recruit for opposition, as well as for the regulatory expectations and expenses associated with working at WFG.

17 Seven Keys to a Fast Start During the follow-up interview, cover the following important points : 1. Attend all meetings.  Learn and perfect the Business Format System.  Set an example for your team. 2. Develop a complete prospect list.  Add names to the list, don’t eliminate them.  Always carry your list with you, work it and constantly update it. 3. Master the invitation.  Avoid the Scenario of Disaster.  Sell the dream and show enthusiasm. During the follow-up interview, cover the following important points : 1. Attend all meetings.  Learn and perfect the Business Format System.  Set an example for your team. 2. Develop a complete prospect list.  Add names to the list, don’t eliminate them.  Always carry your list with you, work it and constantly update it. 3. Master the invitation.  Avoid the Scenario of Disaster.  Sell the dream and show enthusiasm.

18 Seven Keys to a Fast Start 4.Set goals.  Decide exactly what you want to accomplish.  Write down your goals and read them aloud twice a day. 5.Begin field training immediately.  Follow the Associate Field Training program.  Learn the business firsthand from experienced leaders. 6.Remain positive.  Have a positive mental attitude at all times.  Don’t let negative people kill your dreams. 7.Be coachable.  Follow the system.  Align yourself with your team leader and WFG. 4.Set goals.  Decide exactly what you want to accomplish.  Write down your goals and read them aloud twice a day. 5.Begin field training immediately.  Follow the Associate Field Training program.  Learn the business firsthand from experienced leaders. 6.Remain positive.  Have a positive mental attitude at all times.  Don’t let negative people kill your dreams. 7.Be coachable.  Follow the system.  Align yourself with your team leader and WFG.

19 THE FOLLOW-UP The Leader may assign / introduce a qualified match-up Field Trainer at this point and hand over the new Recruit to him to begin the Start-Up process immediately. Time is of the essence. Start-up should not be delayed for any reason. The Leader may assign / introduce a qualified match-up Field Trainer at this point and hand over the new Recruit to him to begin the Start-Up process immediately. Time is of the essence. Start-up should not be delayed for any reason.

20 Congratulations! You are on the way to building your successful business at WFG. The moment you have a recruit, you become a Leader, and you give up the right to fail. Even if you are not yet licensed and not a Qualified Trainer, you still have leadership responsibilities. You are on the way to building your successful business at WFG. The moment you have a recruit, you become a Leader, and you give up the right to fail. Even if you are not yet licensed and not a Qualified Trainer, you still have leadership responsibilities.