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7 Fundamentals Pp

  1. 2. 1. MASTER PROSPECTING <ul><li>BE CLEAR ON WHAT WHO LOOKING FOR: </li></ul><ul><li>1. MARRIED </li></ul><ul><li>2. HOME OWNER </li></ul><ul><li>3. BEST AGE 25-35 (not mandatory) </li></ul><ul><li>4. KIDS </li></ul><ul><li>5. COMBINED INCOME $40,000 plus per year </li></ul><ul><li>6. LIVING IN THE AREA 2 YRS or LONGER </li></ul><ul><li>Consistent prospecting leads to appointments, recruits, sales, income, and ultimately success. Just Do It, you don’t have to like it but you must do it consistently. Turn prospecting into a game and connect prospecting to the key of getting everything you want in life because you will if you master it! </li></ul>
  2. 3. WHAT TO SAY PROSPECTING <ul><li>WARM MARKET: </li></ul>I know your not interested, and this is not for you but, who is the best SALES PERSON you know? I know your not interested, and this is not for you but, who is the best TEACHER you know? I know your not interested, and this is not for you but, who is the most ENTHUSIASTIC person you know? I know your not interested, and this is not for you but, who is the most AMBITIOUS person you know? I know your not interested, and this is not for you but, who is the most MOTIVATED you know?
  3. 4. <ul><li>OUT & ABOUT: </li></ul><ul><li>If they work there </li></ul><ul><ul><li>?’s: do you like what you do? </li></ul></ul><ul><ul><li>Do you plan on staying here forever? </li></ul></ul><ul><ul><li>The reason I ask is because, our company is expanding in the area, & were looking for sharp people. Do you keep your options open? If yes </li></ul></ul><ul><ul><li>Great where’s a number I can get ahold of you outside of work? </li></ul></ul><ul><ul><li>If no: you seem like a sharp person, do you know anybody like yourself looking to make an extra 1-3k part time or 100k plus full time? </li></ul></ul>
  4. 5. <ul><li>Out and About </li></ul><ul><li>If they DON’T work there: </li></ul><ul><li>Can I ask you a question? </li></ul><ul><li>My company is growing, and I'm in charge of expansion, do you know anyone looking for extra income or possibly a career change if the money and position were right? They say what do you do? </li></ul><ul><li>You know all this stuff going on in the financial industry? We fix it. What do you do? </li></ul><ul><li>Do you plan on staying there forever? Do you keep your options open? </li></ul>
  5. 6. <ul><li>FOLLOW UP SAME DAY </li></ul><ul><li>Call: this Is ____ I met you at_____ When’s a time we can get together to see if we have a mutual interest? Are days or evenings best for you? Ive got wed or thurs what days best for you? </li></ul>
  6. 7. WHAT TO SAY PROSPECTING <ul><li>COLD MARKET </li></ul><ul><li>OUT & ABOUT: </li></ul><ul><li>If they work there </li></ul><ul><ul><li>?’s: do you like what you do? </li></ul></ul><ul><ul><li>Do you plan on staying here forever? </li></ul></ul><ul><ul><li>The reason I ask is because, our company is expanding in the area, & were looking for sharp people. Do you keep your options open? If yes </li></ul></ul><ul><ul><li>Great where’s a number I can get ahold of you outside of work? </li></ul></ul><ul><ul><li>If no: you seem like a sharp person, do you know anybody like yourself looking to make an extra 1-3k part time or 100k plus full time? </li></ul></ul>
  7. 8. 2. MASTER SETTING APPOINTMENTS
  8. 9. HOW TO SET AN APPOINTMENT <ul><li>SETTING APPOINTMENTS IN A WARM MARKET: </li></ul><ul><li>What to say: </li></ul><ul><li>Hello ____________ This is _____________, how are you doing? (WFA) Great! The reason I’m calling is I just got started with a new company that I’m very excited about. Would you help me out and allow me to come and show it to you &_________? Great, what day would be better_________or_________? </li></ul><ul><li>Possible Questions/ Objections </li></ul><ul><li>What is it? </li></ul><ul><li>The name of the company is PFS, I’m just learning about it so I don’t want to try to explain it because I’ll mess it up, when we come by I’ll let my trainer explain it to you, so when would be better________or__________? </li></ul><ul><li>I don’t think I’m interested. </li></ul><ul><li>I thought you might say that, so if you see something you like great, if not no problem maybe you can point me in the direction of someone who would be. I’m also working on getting my name out so you just knowing what I’m doing will be a great help. So what day would be better to meet w/ my trainer and I for a few munutes__________or____________? </li></ul>
  9. 10. HOW TO SET AN APPOINTMENT <ul><li>SETTING APPOINTMENTS IN A WARM MARKET: </li></ul><ul><li>I’ve heard of/ tried Primerica </li></ul><ul><li>Oh really? How did it go? (if it went good) say: so are you already a client? (if so) say: That’s wonderful, is your agent still in touch? (if they are let them know that you’re going to do some big things here, ask for referrals, and tell them to keep you in mind for anyone they come across that wants to make big money). If their agent isn’t in touch anymore ask if they’ll help you out and allow you and your trainer to come over and give them a complimentary update. </li></ul><ul><li>(If they didn’t have the best experience) say: I’m sorry to hear that it didn’t go well for you. I’m just getting involved and from what I’ve seen so far it’s been absolutely incredible! I don’t know who you talked to before, but you’ve got to meet my trainer and see what I’m talking about. Will you help me out as a friend and allow me to come and introduce him/her to you and __________? </li></ul><ul><li>You could also say: Man! How did you not get involved with this company?! It’s the most incredible thing I’ve ever been involved with! As long as I choose to follow this system I’ll make between $20k and $50k this year, and $100k to $200k next yr and be free. That’s way better than what you or I will ever get doing what we do now. Hey man, you’ve got to take a look at it one more time, maybe the last person that presented it wasn’t very good, my trainer is unbelievable, so when could I pop by to meet with you and____________ for a bit? </li></ul>
  10. 11. HOW TO SET AN APPOINTMENT <ul><li>SETTING APPOINTMENTS IN A COLD MARKET: </li></ul><ul><li>FROM REFERRAL: </li></ul><ul><li>Hello ______This is _____ did _____tell you I would be calling? (WFA) Great! When is a time we can get together so I can show you what we’re doing, I have ______ or ______ open which day would be better? </li></ul><ul><li>FROM PROSPECT OUT & ABOUT: </li></ul><ul><li>Call: this Is ____ I met you at_____ When’s a time we can get together to see if we have a mutual interest? Are days or evenings best for you? Ive got wed or thurs what days best for you? </li></ul>
  11. 12. 3.MASTER PRESENTING <ul><li>1. SIMPLE, CLEAR, QUESTION ORIENTED </li></ul><ul><li>2. NOT TOO COMPLEX </li></ul><ul><li>- The point of the presentation is to motivate the new recruit to want to join or at a minimum learn more about our opportunity, and for the client to want to do an FNA </li></ul>
  12. 13. 4. MASTER OVERCOMING OBJECTIONS <ul><li>1. HECTOR LAMARQUE SYSTEM </li></ul><ul><li>2. OVERCOMING OBJECTIONS (hectorlamarque.com) (powertoolsclub.com) </li></ul><ul><li>3. TOM HOPKINS (how to master the art of selling) </li></ul><ul><li>4. Winwithme.com </li></ul><ul><li>LISTEN TO THESE AT LEAST 100 TIMES! </li></ul>
  13. 14. 5.MASTER PRODUCTS <ul><li>1. LIFE INSURANCE </li></ul><ul><ul><li>OUR TERM, CASH VALUE, OTHER TERM </li></ul></ul><ul><li>2. MUTUAL FUNDS </li></ul><ul><ul><li>GET YOUR SECURITIES LICENSE </li></ul></ul><ul><li>3. SMART </li></ul><ul><ul><li>OUR LOAN VS. INDUSTRY </li></ul></ul>
  14. 15. 5. MASTERING PRODUCTS <ul><li>The better you know our products the more confident you will be when presenting them. People buy your self confidence about what your doing and what your offering more than anything else. </li></ul><ul><li>The right people, the people we should and want to recruit. Want to feel that the products we are offering people they care about will change their life and help them in a significant way. If you don’t master the product you will miss countless sales and recruits </li></ul>
  15. 16. CASH VALUE VS. PRIMERICA TERM <ul><li>CASH VALUE </li></ul><ul><li>PRIMERICA TERM </li></ul>
  16. 17. TERM VS. PRIMERICA TERM <ul><li>TERM </li></ul><ul><li>PRIMERICA TERM </li></ul>
  17. 18. MUTUAL FUNDS <ul><li>1- GOOD FUNDS </li></ul><ul><li>2- GOOD MONEY MANAGERS </li></ul><ul><li>3- MORNING STAR </li></ul><ul><li>4- HELP DESKS AT HOME OFFICE </li></ul><ul><li>5- WHY SOMEONE SHOULD INVEST W/ US </li></ul>
  18. 19. LOANS <ul><li>KIND OF LOANS </li></ul><ul><li>VARIABLE RATE </li></ul><ul><li>FIXED RATE </li></ul><ul><li>BALLOONS </li></ul><ul><li>A.R.M </li></ul><ul><li>SMART LOANS </li></ul><ul><li>DAILY SIMPLE INTEREST </li></ul><ul><li>.25 PRINCIPLE BUYDOWN </li></ul><ul><li>FLEXIBLE PAYMENTS </li></ul>
  19. 20. 6. MASTER RECRUITING ACROSS THE KT
  20. 21. 7. MASTER GETTING NEW REC OFF TO A FAST START
  21. 22. OVERCOMING THE MOST COMMON OBJECTIONS
  22. 23. “ We don’t do anything on the first night/ I want to shop around first/ I want to think about it” <ul><li>“ I understand, I'm sure the reason you don’t like to do anything on the first night is because you want to think it over to be sure you don’t make a mistake, is that correct?” WFA </li></ul><ul><li>“ How much time do you need to think it over to feel completely comfortable with going ahead?” WFA </li></ul><ul><li>“ Great would you agree that what I've shown you so far is an improvement upon your current situation?” WFA </li></ul>
  23. 24. “ We don’t do anything on the first night/ I want to shop around first/ I want to think about it” <ul><li>“ Great so while your thinking it over, what makes most financial sense to the both of you, being properly protected while your thinking about it, or not being protected, if there's no obligation either way?” WFA </li></ul><ul><li>“ Great, we’ll get the underwriting process started tonight to see if we can get you qualified for the coverage as your thinking about it/ shopping around. That way your family has coverage vs. no coverage Okay?” </li></ul><ul><li>By the way as your shopping around, if you find something that looks better on the surface be sure to get something on paper, we’ll take a look at it when we come back and make sure you get the best possible coverage with the best possible value for your family okay? </li></ul>
  24. 25. “ I JUST DON’T SEE THE NEED FOR LIFE INSURANCE” <ul><li>“ I understand that nobody likes to invest in something they don’t think they need. But let me ask you a question. If I had a toaster that popped up $3,000 a mo. Every month, would you insure that toaster in case it breaks?”WFA </li></ul><ul><li>“ Even if it cost you $500 mo. To insure the toaster would you still do it?” WFA </li></ul><ul><li>Guess who acts as the toaster in your household? WFA </li></ul><ul><li>“ So if you can insure your income like you would insure the toaster for a lot less than $500 mo. Wouldn’t it make financial sense to see if we could do that?” WFA </li></ul><ul><li>“ Great so we’ll see if we can get you medically qualified for the coverage” </li></ul>
  25. 26. “ We want to see if our loan frees up any money first before we do the insurance” <ul><li>“ I understand, however if something happened to you tomorrow what would happen to your family financially?”WFA (They’d be in trouble) </li></ul><ul><li>“ So wouldn’t you agree that the coverage is needed whether the loan closes or not?” WFA (“Makes Sense”) </li></ul><ul><li>“ Since we know that your family needs the coverage either way, we’ll see if we can medically qualify you for the new plan, and if you need to make any changes later depending on what does happen with the loan, we can make them accordingly, fair enough?” </li></ul>
  26. 27. “ We have some other things we need to take care of first, like health insurance” <ul><li>“ I understand, all of those other things are important to your family. However, what actually pays for those things like health insurance?”WFA (My income) </li></ul><ul><li>“ So what would you say is more important to protect “those other things” or your income which actually pays for those other things?” WFA (“My income”) </li></ul><ul><li>“ So if we can put together an affordable plan that protects your income, so you can provide those things for your family no matter what happens, will you implement it?” WFA (sure) </li></ul><ul><li>“ Great, lets see if we can get you qualified for the coverage” </li></ul>
  27. 28. “ My agent is a close friend or family member”” <ul><li>“ I’m sure you would never do anything to hurt your relationship with your friend or family member would you?”WFA </li></ul><ul><li>“ What's more important to you your relationship with your friend/ family member or your Spouse & Kids?” WFA </li></ul><ul><li>“ Great, so if we could do a better job for your family, wouldn’t it make the most financial sense to take advantage of it?” WFA </li></ul><ul><li>“ Great, and if your current agent really loves and cares about your family, wouldn’t he/she want you to do whats truly best for your family?” WFA </li></ul><ul><li>“ Great, so let me see if we can improve your current situation, and if we can we'll see if we can get you qualified for the coverage. Okay?” </li></ul>
  28. 29. DR. PHIL CLOSE/ bills more than income <ul><li>Can I teach you something real quick? WFA </li></ul><ul><li>Have you guys ever seen DR. Phil on T.V. before or at least know who he is? WFA </li></ul><ul><li>Great, The reason I ask is I wanna be Dr. Phil for a second, is that ok? </li></ul><ul><li>When I walked into your house, I noticed a few things. I notice you have cable Sat T.V is that right? I also noticed as I went through your FNA that you have Auto/ Heath insurance as well. Is that correct? </li></ul><ul><li>So let me ask you john & Mary which one of those things is more important than protecting your family? WFA </li></ul><ul><li>So my question to you John & Mary is why do you have all of “those things” but you don’t have protection for your family? WFA (no one ever taught us) </li></ul>

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