1. Tell me a little about yourself. Are you from the area originally?
Before you start – Tell them it is your role to identify the candidates who Primerica will invest a substantial amount of assets in licensing and training and it is your responsibility to identify those individuals for the company.
Tell me a little about yourself. Are you from the area originally?
Brothers? Sisters? Married? Any kids?  
Tell me about your accomplishments, but do me a favor, please put your modesty card in your pocket.
Walk me through your career since leaving school.
 What qualities should a successful leader possess?
How do you go about continuing to develop your professional skills and knowledge?
Tell me what motivates you?
What frustrates you about your current job?
What are your financial goals?
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”

2. The Five Reasons People Desire A Change1
Don’t like current job – looking for a career change, better income potential 2
Love what they do, but earning extra part- time income would make a difference 3
Want financial education – learn how to win the money game 4
Love helping people and making a difference 5
Dream of having their own business
Can you see where most people would be interested in at least one of these areas? 2

3. What Side Do You Want To Be On?
Employee
Has a job.
Income based on position, not the person.
Income is fixed.
Boss controls your lifestyle.
Business Owner
Owns a system.
Has others working with them.
Unlimited income potential via franchising, inventions, manufacturing.
Self-Employed
Owns a job.
Examples: baker, lawyer, dentist, real estate agent, blogger.
Must be personally involved to increase income and grow.
Investor
Has money working for them.
Enjoys complete freedom.
Lives the dream.
Adapted from 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. 3

4. Which Plan Do You Prefer?
20 years years years
Education 90% work at a job Freedom — retirement
20 years 5-10 years years
Education 10% build FREEDOM
a business 4

5. On a Scale of 1-10, How Important Are Your Goals?
If your income isn’t enough to achieve your current goals and dreams, you have three choices:
Give up on your goals and dreams.
Ask your boss for a major raise.
Do something in addition to your current career. 5

6. 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.

7. Today’s Financial Challenges
Nearly half of Americans have less than $500 in savings. — HuffingtonPost.com, viewed July 11, 2014
The typical American household made less money last year
than the typical household made a full decade ago. – New York Times (2014)
95 million U.S. adults have no life insurance. — Lifehealthpro.com, July 8, 2013
The average American household with at least one credit card has nearly $15,950 in credit card debt (in 2012). — CNNMoney.com, viewed July 11, 2014
76% of Americans live paycheck-to-paycheck. Money.CNN.com, June 24, 2013
How real and Serious are These Problems? 7

8. 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.

9. Some of the Well-known Companies We Do Business With
6 question 9

10. The Rule of 72
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%
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?
$2,000 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 10

11. The First Step to Financial Success is Pay Yourself First
When you don’t, there’s a high cost of waiting. $100 Monthly 9% for 40 Years (Age 27-67)
27 $471,640
Wait 1 year ($1,200)
28 $430,040 (-$41,600)
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.

13. Start Part-Time
District Leader 13

14. Employee vs Business Owner
Broker
General Contractor
Salon Owner
Franchise Owner
RVP
Real Estate Agent
Plumber/Electrician
Hairstylist
Sandwich Artist
Representative
Which would you rather be an employee or a business owner?

15. Regional Vice President: Full Time
Personally help one family.
Team : 7 District leaders
Each helping one family each month. 15

16. Build a Business at Primerica
WHEN
You Want
Set your own hours and keep your own schedule.
When you work is up to you.
Start part-time with no risk to your current career.
WHERE
You Want
Have unrestricted territory, move and live where you want.
HOW
You Want
You have the opportunity to earn as much as you want with no caps on what you make.
WITH
People You Want
Work with a Partner.*
They can be a spouse, family member or friend.
It’s more fun to do meaningful work with people you care about.
Keep a healthy work/life balance. 16

17. Pain of Change OR Pain of Regret
What’s Worse?
Pain of Change OR Pain of Regret 17

18. Next Steps 1
Fill out your application and qualify to work with Primerica. 2
Book a time to review your own financial game plan. 3
Get your business plan set up, start field training and get on the road to financial freedom. 18

19. Why Should Primerica Invest in Your Future?
Is there any logical reason preventing you from getting started, at least part-time?
Final Questions:
Why should Primerica invest over a $1,000 in getting you started?
What are the three most important attributes or skills that you believe you
would bring to our company if we hired you?
Would you consider yourself coachable? – Everyone says yes
Give me an example of when you didn’t listen to coaching and what was the negative result? After they struggle through that – ask them the opposite.
What is your greatest failure, and what have you learned from it?
You are in debt, have nothing saved, you living check to check, you job has 0 opportunity do you want the night mare to end? What other real options do you have?
STEAM THEM NOW!
Whoever you are interviewing does not see this page.
Our Next Step…