PROSPECTINGPROSPECTING

From the 7 fundamentalsFrom the 7 fundamentals

PROSPECTINGPROSPECTINGIs the most valuable skill and task one Is the most valuable skill and task one

will do to improve and grow.will do to improve and grow.

Consistent prospecting will lead to Consistent prospecting will lead to appointments, recruits & sales, appointments, recruits & sales, income & ultimately success. income & ultimately success.

Just Do It, you donJust Do It, you don’’t have to like it but t have to like it but you must do it consistently.you must do it consistently.

THE KEYTHE KEY

Be disciplined- make it part of the way Be disciplined- make it part of the way you go through every dayyou go through every day

Antennae- up at all times looking for Antennae- up at all times looking for people who would be interested in people who would be interested in making more money, owning their making more money, owning their own business, becoming freeown business, becoming free

WHO TO LOOK FORWHO TO LOOK FOR

PEOPLE THAT AREPEOPLE THAT ARE MARRIEDMARRIED HOME OWNERHOME OWNER AGE 25-35 (NOT MANDATORY)AGE 25-35 (NOT MANDATORY) KIDSKIDS INCOME $40,000 PLUS PER YEAR INCOME $40,000 PLUS PER YEAR LIVING IN AREA 2+ YEARSLIVING IN AREA 2+ YEARS

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

WHERE TO LOOKWHERE TO LOOK

YOUR HOT/WARM MARKET (TOP YOUR HOT/WARM MARKET (TOP 25/100)25/100)

YOUR RECRUITYOUR RECRUIT’’S WARM MARKET S WARM MARKET (TOP 25 LIST)(TOP 25 LIST)

REFERALS (PAST CLIENTS, FAMILY, REFERALS (PAST CLIENTS, FAMILY, FRIENDS)FRIENDS)

OUT AND ABOUT (COLD CONTACTS) OUT AND ABOUT (COLD CONTACTS)

WHY PROSPECTING???WHY PROSPECTING???

For only one reason………..For only one reason………..

SET THE SET THE APPOINTMENTAPPOINTMENT

APPOINTMENT SETTINGAPPOINTMENT SETTING

If you donIf you don’’t master setting t master setting appointments you will constantly be appointments you will constantly be frustrated because w/o appointments frustrated because w/o appointments you canyou can’’t recruit anyone or close any t recruit anyone or close any sales.sales.

No recruits or sales = no growth/ $$$No recruits or sales = no growth/ $$$

HOW TO HOW TO

Practice, practice, practice, Practice, practice, practice,

The better you, your new recruit, and The better you, your new recruit, and anyone who appears to be serious are anyone who appears to be serious are about setting appointments the more about setting appointments the more likely you/they will actually set them.likely you/they will actually set them.

Always use 2 choice close. Would it be Always use 2 choice close. Would it be best to meet During the week or are best to meet During the week or are weekends better?weekends better?

BUT HOW…..BUT HOW…..

Your new recruit manual….follow the Your new recruit manual….follow the scripts. scripts.

Countless CDCountless CD’’s – Primerica online s – Primerica online Pfsmedia.comPfsmedia.com La Marque System (winwithme.com)La Marque System (winwithme.com) Brandon Neil CDBrandon Neil CD’’s s

(neilteamfreedom.com)(neilteamfreedom.com) Mypfstraining.com password: PricafeMypfstraining.com password: Pricafe

BUT HOW DO I DO IT???BUT HOW DO I DO IT???

By asking moving, motivating, life By asking moving, motivating, life stirring questions. stirring questions.

By getting to the point. DonBy getting to the point. Don’’t dance t dance around the subject. If you donaround the subject. If you don’’t have t have faith in what you bring to families, faith in what you bring to families, how are they to believe you?how are they to believe you?

By giving them a choice….By giving them a choice….

BUT WHAT ?BUT WHAT ?’’S DO I ASK…S DO I ASK…

How do you feel about your opportunity to How do you feel about your opportunity to create the life you really want through create the life you really want through your current career?your current career?

Is what you are doing what you thought Is what you are doing what you thought you would be doing when you were a you would be doing when you were a teenager and still dreaming about a great teenager and still dreaming about a great life?life?

Do you plan on doing your current job until Do you plan on doing your current job until your 65 or until you retire?your 65 or until you retire?

If not, what is your plan to change careers If not, what is your plan to change careers and do what you really want?and do what you really want?

If you could be your own boss, determine If you could be your own boss, determine your income, have complete control of your your income, have complete control of your time, and help other people in a significant time, and help other people in a significant way doing it, would that be attractive to way doing it, would that be attractive to you?you?

What kind of income would you have to What kind of income would you have to potentially earn to consider making a career potentially earn to consider making a career change?change?

If you could earn 2 to 3 times that amount If you could earn 2 to 3 times that amount would you be open to finding out how?would you be open to finding out how?

How would you feel about making $100k a How would you feel about making $100k a year or more by helping people get debt year or more by helping people get debt free, and financially independentfree, and financially independent

Is your current career w/ itIs your current career w/ it’’s pay scale ever s pay scale ever going to pay you what you are worth or going to pay you what you are worth or provide for your family the way u intended provide for your family the way u intended to? to?

What dreams and goals do you have What dreams and goals do you have that you thought you would have that you thought you would have accomplished by now but you haven’t accomplished by now but you haven’t and they’re still important to you?and they’re still important to you?

What’s your current planWhat’s your current plan If I could show you how to earn $500-If I could show you how to earn $500-

$2000 per month part time with a $2000 per month part time with a flexible schedule would you be open flexible schedule would you be open to exploring that opportunity?to exploring that opportunity?

Winning PresentationWinning Presentation

You must master your Kitchen Table You must master your Kitchen Table Presentation! Master and MemorizePresentation! Master and Memorize

It’s showtime!It’s showtime! Audio and Videos Audio and Videos Study and drill for skill!Study and drill for skill! Audio yourselfAudio yourself Learn and use Referrals! Learn and use Referrals!

Success SystemSuccess System

Master your ProductsMaster your Products

Life (ratebooks)Life (ratebooks) Mutual FundsMutual Funds Variable and Fixed AnnuitiesVariable and Fixed Annuities Auto and HomeAuto and Home PPLPPPLP Long Term CareLong Term Care Debt Watchers, Freedom Financial, EnrichDebt Watchers, Freedom Financial, Enrich FNAFNA

Overcoming ObjectionsOvercoming Objections

Keith OttoKeith Otto Jeff FieldstedJeff Fieldsted Hector LamarqueHector Lamarque

Review every presentation for a Review every presentation for a debriefdebrief

Recruit Your ClientRecruit Your Client

Learn to recruit at the KTLearn to recruit at the KT Shortfall or upfrontShortfall or upfront

Recruit Fast StartRecruit Fast Start

Fast Start BonusFast Start Bonus Build a listBuild a list Contact the listContact the list Solves the prospecting problemSolves the prospecting problem Builds a business instead of being Builds a business instead of being

self employed.self employed. 80% of your appointments should 80% of your appointments should

come from new recruits markets.come from new recruits markets.

Rally to Big EventsRally to Big Events

Shows the big pictureShows the big picture Does the work for youDoes the work for you Work from event to event!Work from event to event! Learn to sell…. don’t tellLearn to sell…. don’t tell

4 Point Game Plan4 Point Game Plan

1.1. Recruiting is the #1 priorityRecruiting is the #1 priority

2.2. Everybody attends the Opp meetingEverybody attends the Opp meeting

3.3. FNA for every new recruitFNA for every new recruit

4.4. Race new teammates to DistrictRace new teammates to District