Presenting the FNA A Guide to Closing for Business & Recruits

Presenting the FNA A Guide to Closing for Business & Recruits Presenting the FNA is nothing more than sharing information, sharing goals & sharing solutions Be excited for your clients! You have the solution to achieve their goals and dreams! The FNA is set-up to flow in a direction that the FNA recommends build your fountain first then prepare to achieve your goals, concluding with protection and recruitment. The key to success Ask questions, keep it simple & listen. If they ask questions that shows interest. Extremely important! Review notes taken during the FNA data gathering appointment. Recall the N.E.A.D.S. you learned. Presented sincerely, without pressure, the true value of the FNA will come through & people can see themselves sharing the FNA with others. 1

Introduction & Recap Briefly review this page; start from bottom to top. This page is a good place to assist your hosts to recall dreams & goals. The Financial Industry recommends to achieve your goals, we build it as we build a house. Starting with the foundation then moving up Now we don t expect you to do everything, most people can t, but there are things you ll see the value in. This page may serve as an indicator of your host interest where you may do business assuming you earn their trust & confidence. Total time spent on this page 10-15 minutes After each level of the financial house is explained, then ask the question. 4 3 2 1 Last is managing your investments allocating your income for your investments, as best as you can Next is prioritizing what you want to save for the financial world says to take care of your retirement first, then college, then your goals & dreams that s your decision as is mentioned earlier, most families cannot do everything. If you could start putting $ away, what would you like to focus on first retirement college or your goals? Next Resolve your debt situation how is the debt payment plan you re now using working for you? you ll love the plan this report will provide Like any strong house it starts with a good foundation. That foundation in your future includes taking care of the WHAT IFs Who would you want to oversee taking care of things if something were to happen to either of you or in the worse case scenario, both of you? Who would you want to manage your estate? - Who would take care of your children? Would you want your children to have the same opportunities in their lives, whether you are here to oversee that or not? How would that person you trust know what to do? What resources would they need to provide those opportunities? That is what a WILL can do for you. Life Insurance is a function of taking care of your goals for the people you leave behind. 2

Confirm Spending: The value of this page; determines available assets to implement recommendations of the FNA. Note that, in most households the budget numbers given during the Input Appointment are estimates, there is a +/- swing of $150 to $200 on any given month. Also note; in some cases people will include a yearly expense as a monthly number. This will also have an impact. Also note, if there is an excessive deficit each month, it may be an indication of excessive credit card use. This is your budget as we discussed when we last met. Take a look at the numbers & see if these are still as you thought. If there are any corrections, I can re-run this & email it to you Based on your combined income of minus your expenses, taxes, etc. The bottom line there is a surplus/deficit of each month, does that feel right? Usually there is a +/- swing of $150 on any given month. Allow a few minutes for them to review. The next page shows you how household money is allocated & your Net Worth. Our goal should be to build our Net Worth over time this report may help support that goal, if important to you 3

Taking Care of the What If s: The PLPP value discussion typically involves the benefits of a WILL. Because most families are aware of the importance, however delay the implementation, it is a good warm-up discussion prior to the life insurance discussion. NOTE: Because most have not dealt with a need of a WILL, they also are aware they are inadequately insured Note: Explain the PLPP program, the benefits if they are business owners explain the benefits Note: Point to & explain the WILL QUESTIONAIRE DO NOT COMPLETELY GO THROUGH EACH PAGE OF THIS. I can leave this with you this will help you start the thinking process needed for this assuming you find it of value NOTE: In some cases, there is a selfemployed spouse/partner. The PLPP will have tremendous value for a self-employed individual Leave Behind Great leave behind piece, only if I have a strong indication of/or have conducting business. This is accessible on POL via the PLPP link 4

Build Credibility with this Solution: Now let s look at your goals for getting out of debt NOTE: Share your vision & concerns of your debt, this invites them to share their visions & concerns this creates common ground. DO NOT start recruiting yet, you want to see if they are open to increasing their income, & what excuses/reasons why they would or would not be open to putting in the effort. Based on your goal to eliminate your debt:... NOTE: most people only add a small amount to reduce each debt congratulate them on working to minimize their debt How important is that to you being able to feel good about, I/we did what we are debt FREE? Based on your current payment plan: this shows the date each debt will be paid and the amount of interest paid on each Your Debt Income Ratio is a component used by lenders to determine any loan interest rate they may charge 5

Build Credibility with this Solution: Now let s look at a GREAT SOLUTION to getting out of debt NOTE: GET EXCITED FOR THEM! SHOW IT! DO NOT start recruiting yet, you want to see if they are open to increasing their income, & what excuses/reasons why they would or would not be open to putting in the effort. Note: Explain the DEBT STACKING concept Note: Be excited about the time & interest saved! Note: Point out HOPE for retirement, college and/or future goals If your debt payments could turn into $ for retirement, would you like to learn how that can happen? 6

Build Trust & Build Your AUM: Now let s look at your goals NOTE: Get serious, project a professional attitude, show concern. Their goal is their life. Share your vision & concerns of retirement, this invites them to share their visions & concerns this creates common ground. Based on your goal to retire at age, considering you save each month the total $ reflects employer contributions, if any. The total saved so far, factoring inflation & based on the Rate of Return you re earning on your $... NOTE: Use your pen to point & have them follow along. The report indicates you should be putting away each month in order to retire at the age you want. Have you given thought to ways of increasing your retirement plan contributions? maybe putting in overtime or a part-time job? NOTE: DO NOT start recruiting yet, you want to see if they are open to increasing their income, & what excuses/reasons why they would or would not be open to putting in the effort. NOTE: Adjust this age to reflect the actual $ amount they are current contributing toward retirement based on 7%/8% return. This may take time as you prepare their FNA. Based on your current Retirement plan contributions you can expect to retire at age Based on your comfort level & understanding of the basics of investing; these are the monthly amounts you should be putting away each month. Our job is to help you understand these & help you design a portfolio allocation that works for you. Would you be open to that? do you have your retirement plan statements? 7

Build YES momentum: Now let s look at your goals for your children NOTE: Share your vision & concerns of retirement, this invites them to share their visions & concerns this creates common ground. DO NOT start recruiting yet, you want to see if they are open to increasing their income, & what excuses/reasons why they would or would not be open to putting in the effort. Based on your goal to help your kids attend the college you plan for; The report indicates you should be putting away each month to make that happen there are families that can do that, most families do what they can to help minimize the amount of student loans our kids graduate with; the report show the investment required to provide 100% of your goal -- NOTE: if they have not started a plan How important is that to you being able to feel good about, I/we did what we could do to help? Would you like to learn more opinions to invest for education plans? NOTE: If they have an savings account, UGMA at a bank; What kind of return are you earning from that account? Would you like to learn more opinions to invest for education plans? Based on your comfort level & understanding of the basics of investing; these are the monthly amounts you should be putting away each month. Our job is to help you understand these & help you design a portfolio allocation that works for you. Would you be open to that? do you have your retirement plan statements? 8

Get Back To Something That Has Importance To Them: Now let s look at a GREAT SOLUTION to getting out of debt NOTE: GET EXCITED FOR THEM! SHOW IT! DO NOT start recruiting yet, you want to see if they are open to increasing their income, & what excuses/reasons why they would or would not be open to putting in the effort. Review the monthly amounts required to accomplish their goals The basis of the monthly amount needed is determined by the time framed they defined 9

A Teaching Opportunity & Developing Investment Clients: Explain the Three Account System directly from the How Money Works and/or Basics to Investing Booklets. This is an opportunity to transfer assets from bank accounts, UTMAs, establish a college saving plan & IRA transfers. Note: Explain the CONCEPT; Read Basics to Investing Booklet If we can put together a sensible plan that supports your short term and long term investment goals, would you seriously consider allowing us to work with you to achieve your goals? 10

Common Objections to Starting an Investment Plan: Remember your goal is to develop a client the process for that to happen; there will be questions from your hosts. Questions are good it is an indicator of interest, No questions no interest. Do not start ANY paperwork/applications until you go through the entire FNA At this time, just learn of any concerns they have. Deal with the concerns after you set up their protection plan. More scripts are available on www.kandynasty.net (password: MIKESHARPE) Common Objections: Response: Understand I don t have the money It s not in the budget I m not comfortable with mutual funds Is it guaranteed Is there a lot of risk? What mutual fund is the right one? Can I lose money? I like no load funds How do you get paid? What are the fees? 11

Auto & Home Protection Opportunity: Note: Explain the program, the benefits ask When was the last time you compared rates & is there a reason why you are with them? ASK: If you re open to exploring the possibility of lowering your expenses, we can call to get a quote after we go through things, would that be okay? 12

Protection Opportunity: Explain how the report developed the amount of insurance needed to fulfill their wishes Explain the THEORY OF DECREASING RESPONSIBILTY NOTE: GO TO THE QUICK QUOTES you generated after you learn of the amount of life insurance needed 13

Quick Quote Develop three scenarios Explain how your recommendations follow the THEORY OF DECREASING RESPONSIBILTY REVIEW THE BENEFITS OF PRIMERICA LIFE ASK: With your permission, I d like to see if we can qualify you for 14

Use the BASIC ILLUSTRATION (BI) to help CLOSE if there is a CASH VALUE policy If they have a CASH VALUE policy investigate what the CASH VALUE will be in 20 30 years Point out the alternative years $ needed for a college education and/or other goals & dreams Compare these hypo results at the end of the Primerica Life policy period to the guaranteed cash value of the existing CV policy These are the past performances of mutual funds so the % we used are realistic possibilities, wouldn t you agree? 15

Common Objections to Starting an Protection Plan or Will: Remember your goal is to develop a client the process for that to happen; there will be questions from your hosts. Questions are good it is an indicator of interest, No questions no interest. More scripts are available on www.kandynasty.net (password: MIKESHARPE) Common Objections: Response: Understand If they have CASH VALUE insurance Will I lose all the money I put into my old policy? Term insurance gets more expense over time We will show you how to get back all that you are entitled to can I show you how much that would be? Primerica offers a level term policy that means you can lock in the monthly premium for 10, 15, 20, 30 or 35 years by then you should not need as much, if any coverage by then what would you rather have income from your investments or pay insurance premiums? Explain the way CV is set up they eventually will lose their $ Refer to the policy statements or the CASH VALUE TABLES within their existing policy Most people were influenced by the insurance industry; we need life insurance for our entire life not true. Refer to the Theory of Decreasing Responsibility. 16

Team Building Opportunity: To gain a better understanding & what to discuss from this page s content read CASH FLOW QUADRANT by Richard Kiyosaki. Transition to Recruiting: This is the time when the information you learned about them will assist you to determine how to & why approach them about the possibility of looking at Primerica as an opportunity to earn additional income and/or a possible future career change Based on your goals & the amount needed to fund those goals When we first met, I got the idea you were open to other opportunities When we met before, several of the of the issues you shared with me about your job are the same for me Like you, I want to provide a better life for my family Investigate if they are experiencing or know people experience THE DECEPTION OF THER CORPORATE DREAM brochure. DO NOT LEAVE THIS WITH THEM Share: Your reason for joining Primerica, your experience with corporate America, what you see for yourself, your commitment level to achieve your goals. Offer: If you re open to it: I d like to schedule a time when we can discuss how this may be a great solution/option for you Everything you need to know is inside this brochure, the balance of what you ll need you can learn 18

Referrals & Team Building Opportunity: Leave Behind Brochures Great leave behind piece, if I have a strong indication of/or have conducting business. This is also a good brochure to give to people open to exploring joining your team. Carry a copy with you -- these can be downloaded from POL onto your laptop or tablet & emailed. The basic concepts for financial success are in these brochures; read this and you ll know more than most of the people you know. This content is so simple & basic, you ll want to share it with people you know! 19

Common Objections to Recruiting: Remember your goal is to develop a recruit the process for that to happen; there will be questions and/or concerns from your hosts. Questions are good it is an indicator of interest, No questions no interest. Remember most people are open to earn more income fear prevents action Remember most people serious about their goals are serious about the possibility so you want serious people. More scripts are available on www.kandynasty.net (password: MIKESHARPE) Common Objections: Response: Understand I don t have time I m too busy I have too much going on I want to check out Primerica I m happy with my job. Is this one of those things?... I don t know anyone I don t want to call my friends & family How do you find clients? I don t want to/ not good at sales I m not a sales person Invested time pays dividends there is a learning curve to get proficient in anything. The real issue is whether you are willing to learn how to make significant $ by significantly improving people financial situation are you? Wall Street spent millions of $ investigating Primerica in order for the company to be on the NY Stock Exchange. Do you think you d find something they did not take into account in order to pass their standards? I understand, I had the same concerns here s what I learned, people are always wanting direction when it comes to their money. Most of us did not learn these concepts in school. If you were to learn how to market yourself w/o being Sales-ee, would you be open to learning? Sales is pressuring people to spend money on things they do not really need. We educate people who have a need. Everyone wants to retire someday or help their kids with college expenses and get out of debt, right? Time is a commodity, if the $ earned is significant people find the time. There is good and bad on the internet there are good and bad Primerica Reps. Just as there are good & bad people that represent any company. Unless someone just landed in our area yesterday, people know people. The real issue is learning the how to s & having the courage to learn something new We take an educational approach to what we do That is defined as valued-based selling we only do business we people if there is value to them we do the right thing 100% of the time 20