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Published byByron Joseph Modified over 8 years ago
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Fundamental #1
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Almost everyone that quits Primerica, quits because they do not have enough places to go.
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Ian Prukner Brett Burks Mario Arrizon Bill Whittle Tom Hopkins Hector Lamarque Big Hitters Call!!!!!!!!!!!!! (breakfast) Everyone Communicates, Few Connect, John Maxwell Skill with People, Les Giblin Serial Winner, Larry Weidel 177 mental toughness secrets of the world class, Steve Siebold Sound cloud YouTube Audible Amazon
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My success became a possibility, not a probability ( know the numbers and respect the numbers) 10-4-1 (if I want a new recruit, I need 10 scheduled interviews) 25% licensing (if I want 1 licensed agent, I need 4 recruits) 8-5-3-1 (if I want 3 sales, I need 8 new KTs) Most people never over-do the work (thief, gambler, champion) I leaned to heavy on field training new recruits and never developed my prospecting and marketing and referral skills. Therefore I had no way to teach my team how to stay busy other than recruiting This led to inconsistent personal numbers and people quitting who had potential
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Warm market (top 100 name list) (family, friends, church, school, work) Professional Networking (BNI, Chamber, PRE, PAK, MEN, mom’s groups) Hobbies (Golf tournaments, gym) Living life- out and about (kids events, shopping, community events, parties, going out) Social Media (linked in, facebook, Instagram) Existing clients- repeat business Referrals (steam, Kts) Field Training new recruits (my goal is 80%+ of Appointments from field training) Cold market (job fairs, resumes) Part timers should touch all 5 monthly Full timers should touch all 5 weekly
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Stop saying “I don’t know anyone” or “I already talked to everyone” Build a massive list from social media, phone, family, church/work directory Don’t have the number, ask for the number using some other kind of communication Call the list Voicemails: “Hey Bob, it’s Jon Conover. Hope you are doing well. Give me a call back when you get a chance!” They pick up: small talk, “Listen, the reason for my call. I could use your help with something. I started my own business and I am trying to get my name out there. I help people with their money- mostly in insurance and investments. I’m sure you are already set in that area, but I’d love 30 minutes to show you what I do.” Stronger approach. “Would you give a chance to compete for your business?” or “would you give me a shot to earn your business?”
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“Hey bob, I know you gotta be pretty content with your financial adviser at this point, but I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I’d love to show you what I do and have you point me in the direction of some people that I could help. Could you free up 20 minutes for me Tuesday or Wednesday morning?” “Hey bob, I know you gotta be pretty content with your career at this point but I am looking to expand my business and open a new office. I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I need 20 minutes to show you what I do and the kind of person I am looking for. Maybe you can point me to a few qualified prospects who need a career change!” Could you free up 20 minutes for me Tuesday or Wednesday morning? “Hey bob, can I buy you lunch this week and show you what I do? Not sure if its something you will be into, but that’s why lunch is on me. (Sure). Great what time do you take lunch and is there a day this week that works best for you?”
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BNI, Chamber, PRE, MEN, PAK, Toastmasters, BCNA, GRYP, Real Estate Investors Meeting The goal/mindset: be the most likeable person in the group Bring plenty of qualified referrals to the group Ask people questions and let them talk about themselves Invite people to 1 to 1s and buy the coffee Invite them to join you at other community events Publish positive testimonials for them on social media Ask for permission to have shot to earn their business (no pressure) Treat them like your best client Be an example to the members (representing yourself and Primerica)
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Hi, I’m Jon, what’s your name? Aaron, nice to meet you. What do you do? That’s great, have you done that long? Awesome. You must love it/Do you love it? If you do not know how to carry a conversation in normal life, this is not the venue to teach you… but at this point the conversation is started and its your job to make a friends. FAMILY<OCCUPATION<RECREATION<MOTIVATION (FORM) Closing the conversation: Aaron, are you completely satisfied with where you are at? Not really. I don’t know. Why? I think you would be great at what I do. Could I get your info and maybe I can call you next week and we can talk more over coffee. What’s your cell?
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BNI party (Wii Happy Hour) Poker night NBA Finals Hosting business owners Friday night as speakers Dinners and seminars (pizza and PAC night, investment seminars) Real Estate event
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Take appointments with anything that breaths Knee cap to knee cap is the only work to do Seminars, 1 to 1’s (Coffee, lunch), Interviews, Guests, KTs, FNAs Story of Ernie 300 clients in 18 months Long nights, early mornings, Knee cap to knee cap Tracks daily revenue ($2,000- $3,000- $4,000) Its not about paying your bills, its about being knee cap to knee cap until the passive income can’t stop, won’t stop. Stashing $1,000/day in savings Would you be an attractive adviser to a guy like Ernie? (Drive, influence, work ethic, network, knowledge, mindset, beliefs)
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Knee cap to knee cap until ownership Personally lead the team in production month in month out Set office records and keep breaking them Show and tell, don’t just tell and don’t just show Calendar stays booked out every 5-7 days. Raise your standards before you raise your income Be the person you want to attract Grow/change myself and serve/invest in teammates (not the other way around) Every problem is a width problem Production, licensing, recruiting, income, turnover, promotions,
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Field training a new recruit New recruit’s own sale New licensed agent writing first sale Promotions in motion Serious part timers trying to go full time Full timers who have to eat Company trips RVP runs
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20 x $20,000 consistently by year end 3 legs of 5 x 5 + my personal production 1-2 other full timers 2 nd diamond by convention Current income $8,000/mo January Income $20,000 April, May income $25,000 3 rd diamond by January 2018 $25,000 average monthly income for 2017
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