1. PROSPECTING
From the 7 fundamentals

2. PROSPECTING
Is the most valuable skill and task one will do to improve and grow.
Consistent prospecting will lead to appointments, recruits & sales, income & ultimately success.
Just Do It, you don’t have to like it but you must do it consistently.

3. THE KEY
Be disciplined- make it part of the way you go through every day
Antennae- up at all times looking for people who would be interested in making more money, owning their own business, becoming free

4. WHO TO LOOK FOR PEOPLE THAT ARE MARRIED HOME OWNER
AGE (NOT MANDATORY)
KIDS
INCOME $40,000 PLUS PER YEAR
LIVING IN AREA 2+ YEARS

5. Obviously everyone you meet won’t meet these criteria, this is the ideal and you should shoot for the ideal 80 plus percent of the time if you want to accelerate your success and have less frustration building your business.

6. WHERE TO LOOK YOUR HOT/WARM MARKET (TOP 25/100)
YOUR RECRUIT’S WARM MARKET (TOP 25 LIST)
REFERALS (PAST CLIENTS, FAMILY, FRIENDS)
OUT AND ABOUT (COLD CONTACTS)

7. WHY PROSPECTING???
For only one reason………..
SET THE APPOINTMENT

8. APPOINTMENT SETTING
If you don’t master setting appointments you will constantly be frustrated because w/o appointments you can’t recruit anyone or close any sales.
No recruits or sales = no growth/ $$$

9. HOW TO Practice, practice, practice,
The better you, your new recruit, and anyone who appears to be serious are about setting appointments the more likely you/they will actually set them.
Always use 2 choice close. Would it be best to meet During the week or are weekends better?

10. BUT HOW….. Your new recruit manual….follow the scripts.
Countless CD’s – Primerica online
Pfsmedia.com
La Marque System (winwithme.com)
Brandon Neil CD’s (neilteamfreedom.com)
Mypfstraining.com password: Pricafe

11. BUT HOW DO I DO IT???
By asking moving, motivating, life stirring questions.
By getting to the point. Don’t dance around the subject. If you don’t have faith in what you bring to families, how are they to believe you?
By giving them a choice….

12. BUT WHAT ?’S DO I ASK…
How do you feel about your opportunity to create the life you really want through your current career?
Is what you are doing what you thought you would be doing when you were a teenager and still dreaming about a great life?
Do you plan on doing your current job until your 65 or until you retire?
If not, what is your plan to change careers and do what you really want?

13. If you could be your own boss, determine your income, have complete control of your time, and help other people in a significant way doing it, would that be attractive to you?
What kind of income would you have to potentially earn to consider making a career change?
If you could earn 2 to 3 times that amount would you be open to finding out how?
How would you feel about making $100k a year or more by helping people get debt free, and financially independent
Is your current career w/ it’s pay scale ever going to pay you what you are worth or provide for your family the way u intended to?

14. What dreams and goals do you have that you thought you would have accomplished by now but you haven’t and they’re still important to you?
What’s your current plan
If I could show you how to earn $500-$2000 per month part time with a flexible schedule would you be open to exploring that opportunity?

15. Winning Presentation
You must master your Kitchen Table Presentation! Master and Memorize
It’s showtime!
Audio and Videos
Study and drill for skill!
Audio yourself
Learn and use Referrals!
Success System

16. Master your Products Life (ratebooks) Mutual Funds
Variable and Fixed Annuities
Auto and Home
PPLP
Long Term Care
Debt Watchers, Freedom Financial, Enrich
FNA

17. Overcoming Objections
Keith Otto
Jeff Fieldsted
Hector Lamarque
Review every presentation for a debrief

18. Recruit Your Client
Learn to recruit at the KT
Shortfall or upfront

19. Recruit Fast Start Fast Start Bonus Build a list Contact the list
Solves the prospecting problem
Builds a business instead of being self employed.
80% of your appointments should come from new recruits markets.

20. Rally to Big Events Shows the big picture Does the work for you
Work from event to event!
Learn to sell…. don’t tell

21. 4 Point Game Plan Recruiting is the #1 priority
Everybody attends the Opp meeting
FNA for every new recruit
Race new teammates to District