1. Fundamental #1

2.  Almost everyone that quits Primerica, quits because they do not have enough places to go.

3.  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

4.  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

5.  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

7.  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?”

8.  “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?”

9.  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)

10.  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?

11.  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

12.  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)

13.  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,

14.  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

16.  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