2. Company LOGO Successful Field Training

3. Agenda 1. Learning Process 2. Prospecting 3. Field Training Mindset 4. Purpose of the Kitchen Table

4. Learning Process Confidence comes through constant learning and doing. Confidence reproduces itself and furthers success Confidence comes through constant learning and doing. Confidence reproduces itself and furthers success Learning by doing is the best way to gain confidence. Action = Results Learning by doing is the best way to gain confidence. Action = Results Knowledge is only the beginning of power. Knowledge is only the beginning of power. Knowledge Competence Confidence

5. Learning Process IRU R IMPACT Consciously hearing, writing, reading, and saying the techniques REPITITION You must hear, write, read, and say the techniques six times to get 62% retention. UTILIZATION Consciously making myself use the techniques INTERNAL- IZATION When the techniques and strategies become a natural part of me. REINFORCE- MENT Going back to the basics every year. I

6. Prospecting Always Prospect with the Opportunity First impressions last Always Prospect with the Opportunity Anyone would benefit from working with Primerica Easier to set appointment & get referrals Can always back it down to an FNA

7. Field Training Mindset IBA PFSU Licensed Field Training District Wait Field Training

8. Field Training Mindset IBA Field Training PFSU District Licensed Do It Now Field Training

9. Field Training Mindset  Isn’t is better to wait until I’m licensed to get field trained?  Let’s take a look:  Assuming each life app is $70/month.  And you are competent to go by yourself after 3 training transactions.

10. Field Training Mindset After LicensedBefore Licensed CompLevelCompLevel Life App 1 $105REP w/trainer Life App 2 $105 Life App 3 $105 Life App 4 DIST Life App 5 Life App 6 Total $$$

11. Field Training Mindset After LicensedBefore Licensed CompLevelCompLevel Life App 1 $105REP w/trainer Life App 2 $105 Life App 3 $105 Life App 4 $420DIST solo Life App 5 $420 Life App 6 $420 Total $$$$1575

12. Field Training Mindset After LicensedBefore Licensed CompLevelCompLevel Life App 1 $105REP w/trainer $0AREP Life App 2 $105$0 Scholarship ($200) Fast track Life App 3 $105DIST Life App 4 $420DIST solo Life App 5 $420 Life App 6 $420 Total $$$$1575

13. Field Training Mindset After LicensedBefore Licensed CompLevelCompLevel Life App 1 $105REP w/trainer $0AREP Life App 2 $105$0 Life App 3 $105$420DIST Life App 4 $420DIST solo $420 Life App 5 $420 Life App 6 $420 Total $$$$1575$1680

14. Purpose of the Kitchen Table A. B. C. D. What is the purpose of a doing a Kitchen Table Presentation?

15. Question: 1. How do you put a giraffe into a refrigerator?

16. Answer: Open the refrigerator and put in the giraffe, and close the door. This question tests whether you tend to do simple things in an overly complicated way.

17. Question: 2. How do you put an elephant into a refrigerator?

18. Answer: Did you say, “open the refrigerator, put in the elephant, and close the refrigerator?” WRONG!!!! Correct answer: Open the refrigerator, take out the giraffe, put in the elephant and close the door. This tests your ability to think through the repercussions of you previous actions

19. Question: 3. The Lion King is hosting an animal conference. All the animals attend except one. Which animal does not attend?

20. Answer: The Elephant. The elephant is in the refrigerator. You just put him there. This tests your memory. OK, even if you did not answer the first three questions correctly, you still have one more chance to show your true abilities.

21. Question: 4. There is a river you must cross but it is inhabited by crocodiles. How do you manage it?

22. Answer: You swim across. All the crocodiles are attending the animal meeting. This tests whether your learn quickly from you mistakes.

23. Purpose of the Kitchen Table A. To show someone what we do. B. To help them with their own FNA. C. To educate families on how money works. D. To refinance their house…replace insurance… What is the purpose of a doing a Kitchen Table Presentation?

24. Purpose of the Kitchen Table A. To lead to more people. B. To train a new associate how Primerica works. C. To recruit one or both of them. D. To create an advocate for Primerica. What is the purpose of a doing a Kitchen Table Presentation? To show them how I can help them get what they want by helping them become a recruit or a client!

25. Purpose of the Kitchen Table To show them how I can help them get what they want by helping them become a recruit or a client!

26. What is going to help someone more? Decreasing expenses or Increasing Income? Current Situation Decrease Expenses Increase Income Expenses Quality of Life Expenses Quality of Life Improves Even More Quality of Life Improves Expenses Income Purpose of the Kitchen Table

27. At the Kitchen Table  Field Training is not Field Watching.  Dress Appropriately.  Bring Paper and Pen.  Show commitment. This is not something you’re trying; it is something you’re doing!  Build Trainer's Credibility.  Takes Notes and Be Quiet.  Be prepared to give quick 2 minute comments about what we were able to do for you.  Try to ask the field trainer 10 questions afterwards.

28. The Primerica Opportunity Compensation Services Products System Credibility FREEDOM!

29. Be a RVP & use the PFS SYSTEM You Do It $50,000 a year! Only 4% of U.S. makes $50,000! The Primerica Opportunity

30. You & Two Others Do It $100,000 a year! Only 1% of U.S. makes $100,000! The Primerica Opportunity Be a RVP & use the PFS SYSTEM

31. You & 10 Others Do It $300,000 a year! The Primerica Opportunity Be a RVP & use the PFS SYSTEM

32. You & 20 Others Do It $600,000 a year! That’s more per month than 96% make in an entire year! The Primerica Opportunity Be a RVP & use the PFS SYSTEM

33. The Primerica Opportunity Why Recruit to Build? Do you want to work for PFS? or PFS work for you?

34. 20 YEARS 5-10 YEARS 40 YEARS + 20 YEARS 10-15 YEARS 50 YEARS The Primerica Opportunity