1. Field Training

2. Fundamentals Of Field Training Identify their Goals & Dreams Hot buttons Establish their Time Commitment Build & qualify their Prospect List

3. Fundamentals Of Field Training Drill for Skill on approach Develop an Accountability System Drive them to District Leader

4. The Purpose of Field Training To Prove to the New Rep that the Primerica System Works To Show the New Rep How to Recruit and Transact Business over the Kitchen Table To Prove to the New Rep that They Can do this Business To Prove to the New Rep that the Primerica System Works To Show the New Rep How to Recruit and Transact Business over the Kitchen Table To Prove to the New Rep that They Can do this Business

5. The Purpose of Field Training To Help the New Rep Build a Team and Make Money To Duplicate Yourself and Build a Business that works so someday you wont have to To Help the New Rep Build a Team and Make Money To Duplicate Yourself and Build a Business that works so someday you wont have to

6. The Basics of Field Training 1. Develop and Qualify the Top 25 List (keep a copy for yourself) 2. Control the Point of Contact Help the New Rep set their first 3 – 5 Appointments 1. Develop and Qualify the Top 25 List (keep a copy for yourself) 2. Control the Point of Contact Help the New Rep set their first 3 – 5 Appointments

7. The Basics of Field Training Work Smart Set 3 first time FNA Presentations between 5pm and 9pm Set your carry backs for 9pm Work Smart Set 3 first time FNA Presentations between 5pm and 9pm Set your carry backs for 9pm

8. The Basics of Field Training Drive with the New Rep to the appointment so you can build rapport and learn as much as possible about the prospect you are going to see Give the Lucky Night Speech Always do the Presentation at the Kitchen Table Drive with the New Rep to the appointment so you can build rapport and learn as much as possible about the prospect you are going to see Give the Lucky Night Speech Always do the Presentation at the Kitchen Table

9. The Basics of Field Training 7. Before the field trainer begins talking, the new Rep should set the stage by letting the prospect know that this isnt something they are thinking about doing, this is something they are doing, that they feel great about Primerica and that they believe the prospect will love the opportunity and services equally as much.

10. The Basics of Field Training Keep the FNA presentation SIMPLE! Keep the FNA presentation SIMPLE! Get a Great Commitment from the prospect to: Get a Great Commitment from the prospect to: Do business Do business Come to the Overview Come to the Overview Give 10 Referrals Give 10 Referrals Keep the FNA presentation SIMPLE! Keep the FNA presentation SIMPLE! Get a Great Commitment from the prospect to: Get a Great Commitment from the prospect to: Do business Do business Come to the Overview Come to the Overview Give 10 Referrals Give 10 Referrals

11. The Basics of Field Training Strive to give the Presentation and gather the FNA data in 1 hour Strive to give the Presentation and gather the FNA data in 1 hour After appointments are completed sit with the New Rep and recap the evenings events After appointments are completed sit with the New Rep and recap the evenings events Strive to give the Presentation and gather the FNA data in 1 hour Strive to give the Presentation and gather the FNA data in 1 hour After appointments are completed sit with the New Rep and recap the evenings events After appointments are completed sit with the New Rep and recap the evenings events