1. Referrals 2. Earn your business as clients 3. We are expanding & need help

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1 3 Reasons Why We Are Here Tonight: 1. Referrals 2. Earn your business as clients 3. We are expanding & need help Do you have someone right now who handles your current financial needs other than yourselves? Yes (If yes, are they open to make a change if we are able to improve and enhance their current situation?) No First Names Last Name Client Spouse Current careers? What do you like about your current career? What Would You Change About it? What are some things that you and your family would do differently if time and money were no issue? For example: What do you dream about? What s Important to you? GOALS: (Homes, Cars, Travel, Charities, Hobbies, Toys, Education, ect.) How much annual income would you need to hit those goals? / yr. When will your current career allow you to accomplish this? If we can show you a way to help you reach your goals that would give you more money, security and freedom than your current career, would you be open to exploring that option? Y N What age are you on track for to be able to retire? What is your ideal retirement age? If we can put together a plan to hit that goal, would you follow it? Y N Why I decided to get involved with Primerica. (2 minutes or less) As I go through my presentation I want you to ask yourself 3 questions: 1. Is Primerica a credible company? 2. Is what Primerica does for families life changing? 3. Who do you know that would benefit from meeting with us? - Place Referral Sheet on table (think of people as I go through the presentation and write them down) STEAM AFTER THE KT: Will you play a little game with me? Who can you think of right now (first names only) that is Married- Has kids- and a Homeowner? Also, who comes to your mind first when I say: Best Salesperson that s not pushy- Best Teacher- Most Enthusiastic- Most Ambitious- Most Motivated (Look down at the referral sheet and start writing names as they say them, ask for as many as they can think of then start your presentation)

2 FNA QUESTIONNAIRE 1. L Monthly :. Monthly Retirement Income Goal:. Age at Retirement:.. Checking: Y / N Savings: Y / N Emergency Fund: Life Insurance: Spouse: Kids: Mo. Premium: Spouse: Kids:. Retirement: 401(k) / IRA / CD / Other: Current Value: Company Match: Monthly Contribution:. Consumer Debt:. Home Market Value:. Mortgage Balance: Payment: Years Remaining: If you could pay off your debt - Spouse Retirement: Current Value: years sooner, would that interest you? Y / N 401(k) / IRA / CD / Other: Monthly Contribution: Company Match: What do you think is your most valuable asset? An asset is something that puts money in your pocket. So based on that, your INCOME is your greatest asset! INCOME PROTECTION Experts recommend having 8-10 times the amount of your income in life insurance. If you need 50,000 per year income replacement, you should have 500,000 of Income Protection. When a family doesn t have any life insurance outside of work, or is underinsured,it s usually due to one of the following reasons: A. They didn t understand the need for it. B. They didn t think they could afford it. C. They never got around to it.. Gross Monthly Income: Spouse s Gross Monthly Income: 1. DOB: / / Age: Tobacco? Y / N Spouse DOB: / / Age: Tobacco? Y / N 1. Kids? Y / N College Plans: Y / N College Savings Accumulated to Date: Name DOB / / / / / / / / / / 1. Do you have a will? Y / N If it were affordable, would you like to have one? Y / N 1. Do you usually receive a tax refund? Y / N How much? (Explain tax-free loan to the government/adjust your W-4 at work) Savings: You ARE currently budgeting a month to your financial game plan. (Combine current monthly life premiums and monthly savings contributions) Experts say we should budget 15% of our gross income to our financial program. If on a tight budget, 10%. If low overhead, 20%. What best describes your saving? (circle) 10%, 15%, or 20% Is that in addition to what you are currently doing? or including what you are currently doing? Total monthly commitment If we find savings in any other area of your budget, would you allow us to add that you your plan? Did you find this information educational and valuable? (WFA) Would you agree that your family and friends would benefit for this same information!? (WFA) Would you say that I ve changed or (enhanced) the way you view your finances? What I want you to do is grab your cell phone. Here s a pen and referral form. Go through your phone and write down all the couples with children or single parents with children, who are working. I m going to forward you a text message that reads as follows: I sat down with a financial coach and he/she totally changed the way I view my finances so as a personal favor to me take a 5 minute phone call from. The text message accomplishes 3 things: 1. Protects your credibility because you re giving them advanced notice that I ll be calling. 2. Because most people don t have an inbox full of unread text messages, It allows them to text back immediately if they re not interested and then we would cross their name off the list. 3. It saves you time from having to call them all! So when you receive that text message from me I want you to forward it to every referral that you write down. The record is 80 names but everybody gives at least 15. You re welcome to breaking the record while we work on the # s. 3. Primary: Spouse: Kids: 4. Monthly Premium 1. Monthly Total 5. Monthly Savings 6. In the early years, you mayneed a THEORY OF DECREASING RESPONSIBILITY lot ofcoverage 7. Hypothetical Savings 9%) later years, you better have money. the In Today At Retirement: Grown Children Young Children 2. Lower Debt 2. High Debt 3. Mortgage Paid 3. House Mortgage Loss of Income Would be Devastating In the early years, you don t have money HOW LIFE WORKS In the later ye ars, you may not. Lump Sum or Current Retirement Savings Unfortunately, life insurance is not something you can just buy. It s something you have to qualify for medically Is there anything on tuesday night at 7pm that you can t get out of? Great.

3 Pension: Complete this section only if you have a pension. Monthly benefit: You Spouse COLA: You % Spouse % Age benefits begin: You Spouse Survivor %: You Spouse DEBT FREEDOM PLAN Type of Mortgage 30-year Fixed 15-year Fixed Adjustable/ARM Interest-only Negative Amortization Mortgage Company Current Balance Interest Rate (note rate) Year Home Purchased Purchase Amount Current Home Value PAYMENT DETAILS Principal & Interest Payment Additional Principal Payment Monthly Property Taxes + Auto Insurance Monthly Premium Monthly Homeowners Insurance + Private Mortgage Insurance + Total Monthly Mortgage Payment = CONSUMER DEBT Enter the current balance, payments and interest rate for each of your consumer debts, including credit and charge cards, car loans, educational loans and personal loans. If you pay more than the Minimum Required Payment, then list both the Minimum Required Payment and the Actual Payment below. Current Minimum Actual Interest Balance Required Payment Payment Rate 2nd Mortgage The Financial Needs Analysis (FNA) is designed to assist you in identifying your financial needs and goals so that you can make more informed decisions in managing your money. It has been developed based on the information you provide in this Questionnaire regarding your current financial situation and on certain generally accepted assumptions and reasonable estimates. As circumstances change, you should consider updating your FNA. The FNA is provided to you as a complimentary, no obligation service by Primerica Financial Services. Representatives may represent the following affiliated companies: (a) as insurance agents in these respective jurisdictions: National Benefit Life Insurance Company, Home Office, New York, NY, in New York; and Primerica Life Insurance Company, Home Office, Boston, MA in all other U.S. jurisdictions; (b) in connection with loan applications, Primerica Financial Services Home Mortgages, Inc. (c) and, if securities licensed, PFS Investments Inc. 3

4 Budget Worksheet Where is your money going? The first step in managing your finances is knowing where you are spending. Use the Budget Worksheet to get a handle on where you spend your money and identify areas you could cut your expenses. Housing Giving Transportation Now Rent Home Phone Mobile Phone Cable / Satellite Electricity / Gas Water / Waste Mgmt. Maintenance & Repair Home Improvements Household Help Lawn Service Association Dues Other Family Charitable Non-Charitable Gifts (birthday, holiday, etc.) Other Food & Grocery Clothing Medical / Dental / Prescriptions (not covered by insurance) Laundry & Dry Cleaning Child Care Educational Expenses Legal Expenses Alimony / Child Support Baby Sitters Other Sub-Total (a) Sub-Total (b) Sub-Total (c) Gas & Oil Maintenance & Repairs Other (travel, etc.) Sub-Total (d) Future Leisure Now Vacations Hobbies Club Memberships Restaurants Movie Theaters / Rentals Entertainment Books & Magazines Other Debt Payments Sub-Total (e) Mortgage Other Debts Insurance Premiums Sub-Total (f) Life Insurance Auto Insurance Homeowners Insurance Health Insurance Savings Taxes Sub-Total (g) Retirement Education Other Goals & Dreams Sub-Total (h) Income Taxes Property Taxes Sub-Total (i) Now Total Monthly Income Total Living Expenses - (a + b + c + d + e) Total Other Expenses - (f + g + h + i) Surplus / Shortfall = Future Future

5 Thank You! Agent Name: Cell Phone: Office Phone: First and foremost, you have taken a big step in your securing your family s financial security. I sincerely appreciate your trust in me to help you with such an important matter. I promise you, my follow-up habits will be a refreshing change from what you have become accustom to in the past. My goal now is to provide excellent service so that you will have no reservations referring others to me who have similar needs as yours. Please be patient through this process, we will be working to get through the underwriting as quick as possible. Most policies are issued within 4 8 weeks, but it is not un-heard of that a policy might take up to 3 months to get finished. There are a lot of factors that determine how quickly your policy is issued, such as: the extent of your medical history, how fast your doctor responds to our request for your medical data, how soon you are able to get your blood/urine submitted etc. Remember, you will not be making any premiums while your policy is still in underwriting. If we are Replacing your current coverage? If you are replacing a current policy you MUST NOT CANCEL your existing coverage as you may not get coverage with Primerica Life. You signed a replacement disclosure form that is required by law & must be mailed to your current life insurance provider, this form (does not cancel your policy) will often generate a phone call from your old agent, and his goal will be to convince you to keep his plan. A simple way to handle this phone call might sound something like this, We decided to go with something that suits our family a little better, but thanks for calling You may also just have him/her call me and I can politely handle the call for you.

6 The underwriting is a 5-step process. Step 1. Application with 1 st month premium. The check your agent had you write pays for all the underwriting time (4 -? weeks) and also your first 30 days of policy coverage. You WILL NOT have another premium due until your policy has been in force for 30 days. If you are paying annually or quarterly then your next premium will be due accordingly. Step 2. (If Applicable) Primerica Life will need you to submit blood and urine sample ( in some cases an exam complete with E.K.G may be required ) depending on your age and amount of coverage. The company that does our paramedical work will be calling you to set up a convenient time to come out to your home to collect the necessary requirements. If you need to reach them for any reason call our local office and they will be sure to help in any way possible: S Florida Ave, #205 Lakeland Step 3. A phone interview is usually required, the interview is handled by a separate company NOT PRIMERICA and the purpose of the interview is to make sure the coverage is appropriate and that you are a real and living person. If they can t get you on the phone your agent will need you to call in at your leisure and take care of the quick (10 minute) interview. Step 4. Primerica Life will be acquiring your medical information and history from your doctor/s, this can take a little time, or a lot of time depending on how much history you have; and also how fast your doctor is at getting us the info. If Primerica Life discovers that your height & weight, driving/criminal record or your over-all health is different than first anticipated, your premium could go up from your agent s original quote. In the event that your premium goes up we will make every attempt to get your policy back to an affordable range for you. If Primerica Life determines that you are not eligible for the coverage they will mail your premium back to you with a letter explaining the decision. Step 5. Once all of the requirements have been met and Primerica accepts you as a good risk, your policy is mailed to your agent s office, he/she will deliver it to you personally and answer any questions you may still have.

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