Fundamentals Training

Fundamentals Training "Start-up Plan" & Training Grid

Revised: 3/26/2018

8 Fundamentals

Website: Login: team Password: tenacious

1. Appointment Setting 2. Presenting & Recruiting across the KT 3. Overcoming Objections 4. Referrals 5. Products & Solutions 6. Prospecting/Recruiting 7. Rallying to BIG Events/Meeting Attendance 8. Getting People off to a Fast Start

Welcome to Primerica ? Your 1st 48 hrs. - (Watch these Videos)

(CHAMPIONS TAKE NOTES!)

Heading Welcome to Primerica

Welcome to Primerica

Title We are Primerica 40 years of Greatness "Our Incredible History"

Time 13 min

31 min

Date Completed

Welcome to Primerica

Welcome to Primerica Welcome to Primerica Welcome to Primerica Welcome to Primerica Welcome to Primerica Welcome to Primerica Welcome to Primerica Welcome to Primerica

Our Leaders - Team Tenacious Mario Arrizon

New Associate Orientation Awesome Home Office Support

Unbelievable Trips Outstanding Leadership Development - MIT

The Future of Primerica Who Knew

Time for a Change It's time to Dream

56 min 3 min 3 min 2 min

6 min 3 min 3 min 5 min

Orientation - Your 1st 48 hrs. - (Watch these Videos)

(CHAMPIONS TAKE NOTES!)

Heading

Title

Orientation Orientation Orientation Orientation

Business Orientation ? Jeff Seagrave

New Associate ? Ian Prukner

Mental Toughness ? Hector LaMarque (3 Tracks)

COMPLETE YOUR OWN FNA & BECOME A "MASTER COPY" Click on EXAMPLE FNA

Download "Master Copy" Form

Time

59 min 47 min 35 min

Date Completed

Appointment Setting ? Step 1

(CHAMPIONS TAKE NOTES!)

Heading

Appointment Setting

Use Memory Jogger to create... Contact List & C.H.A.M.P. List

Title

Located in your ORIENTATION PACKET (Download from Website)

Appointment Setting

Listen/Play Appointment Setting Audio

Mastering Appointment Setting Fast Start - Setting Appointments with Ian Prukner -23 min.

- Review Referral Script - Review "Expansion Script"

Reviewing related Overcoming Objections

(2 min each) Focus

on your 3x3 Bonus

Overcoming Objections Related to "Setting Appointments" 6. I'm too Busy? 14. Can you Tell me more? 16. What is it?

20. Can you email me something? 23. I spoke to someone from Primerica?

Progress Check your scoreboard on POL

Date Completed

Appointment Setting - Step 2 - (Complete this Activity in Class/GoToMeeting, with Trainer & on own)

Trainer ROLE MODELS Fundamental ? Setting Appointments

- Trainer role models the first phone call. You practice with your trainer. - Practice the Appointment Setting script at least 20 times - Go over the Recruit script 10 times - Go over landmines (potential objections) in the script and prepare them for objections that will come their way.

Appointment Setting - Step 3 - (Practice & Memorize this Activity in Class/GoToMeeting, with Trainer & on own)

- Conversation / Scripts ? practice the appropriate conversation - Look in a mirror - Smile - Dress well

Appointment Setting - Step 4 - Drill for Skill in Class

- Drill for skill - Practice in front of people - Pair up and practice all aspects of the appointment setting process

Appointment Setting - Step 5 - Execute the Fundamental

Tier 3: Set 2 KT's in one week Tier 2: Set 4 KT's in one week Tier 1: *THE QUALIFIER: Set 6 KT's in one week (4 of 6 appointments have to keep, 2 of 4 close on life) *THE QUALIFIER: The RVP will have SPECIAL RECOGNITION for Completing this!

Mastered Date: _______________________

Tier: _____________________

Manager Signature: ____________________________________

Presentation - Step 1

(CHAMPIONS TAKE NOTES!)

Activity

Learn the Kitchen Table(KT) Presentation (Download Presentation to your device

or order the Company Brochure) Learn Recruiting/Interview Presentation

Linked through

Mastering Presentations Kitchen Table Presentations - Why Primerica at the KT with Ian Pruckner 1:14:56 KT/Recruiting Presentation

Date Completed

IMPORTANT NOTE: "The Recruiting/Interview Presentation is the last 2 pages of our 8pg KT presentation, but

just use the last 2 pages!"

- Audio with Ian Pruckner ? "KT Presentation" ? 31 min. - Audio with Ian Pruckner ? "Recruiting Presentation" ? 40 min.

- Audio of Ian Pruckner ? "5 Pillars" ? 52 min.

Presentation - Step 2 - Trainer Role Models Fundamental

- Trainer runs a KT ? Take Trainee on at least 6 KT's - Trainer runs an Interview ? Takes Trainee on 4-6 Interviews

Presentation - Step 3 - Practice & Memorize

- Funny Banking Rules (Script & Audio) - Theory of Decreasing Responsibility & Toaster Illustration - BONUS MATERIAL: Watch 3rd Party Video's supporting what you just learned! - Look in a mirror - Smile - Dress well

Presentation - Step 4 - Drill for Skill

- Drill for skill - Practice in front of people - Do a KT - Do an Interview

Presentation - Step 5 - Execute the Fundamental

Tier 3: Do 2 KT's and 1 interview and close all in a month

Tier 2: Do 4 KT's and 3 interviews and close all in a month

Tier 1: THE QUALIFIER: Do 5 KT's and 5 Interviews and close 5x5 for month

*THE QUALIFIER: The RVP will have SPECIAL RECOGNITION for Completing this!

Mastered Date: _______________________

Tier: _______________________________

Manager Signature: ____________________________________

Overcoming Objections - Step 1

(CHAMPIONS TAKE NOTES!)

Activity

Linked through

Mastering "Overcoming Objections" One of the major reasons people wash out of Primerica is they get objections and are

incapable of overcoming even the most basic concerns and objections people have

related to working with us or buying. Become a Master at how to overcome the most common objections and your ratios

will improve radically.

Mastering "Overcoming Objections" - Listen to EVERY Audio OR Watch Video of Keith Otto on the

Objections that you may get while building your business. (They are roughly 2 minutes each)

Listen to BONUS Audio: Hector LaMarque ? Overcoming Objections

Date Completed

Overcoming Objections - Step 2 - Trainer Role Models Fundamental - Trainer works with trainee - and role models the objection and overcoming the objection. - Trainer explains how to be prepared to answer each objection by fully listening repeating and crushing the objection. - Role Play with your Trainer...Feel, Felt, Found: "I know how you feel, that is how I felt, this is what I have found..." - Listen to BONUS Audio: Hector LaMarque ? Overcoming Objections

Overcoming Objections - Step 3 - Practice & Memorize - Memorize - Memorize the Handling Objections section

Overcoming Objections - Step 4 - Drill for Skill - Drill for skill - Practice in front of people - Pair up and practice all aspects of the Handling Objections process

Overcoming Objections - Step 5 - Execute the fundamental Tier 3: Able to Handle 5 Objections in front of class Tier 2: Able to Handle 10 Objections in front of class Tier 1: *THE QUALIFIER: Able to Handle 15 or more Objections in front of class

*THE QUALIFIER: The RVP will have SPECIAL RECOGNITION for Completing this!

Mastered Date: _______________________

Tier: _______________________________

Manager Signature: ____________________________________

Referrals - Step 1

(CHAMPIONS TAKE NOTES!)

Activity

Study & Understand your role in the Referral process

Listen to Perpetual Money Machine Audio Download Referral Script Focus on your 3x3 Bonus

Linked through

Mastering Referrals - Mastering the Art of Referrals 45:15 Perpetual Money Machine ? Bill Orender ? 32 min. Use this Script after obtaining Referrals Check your scoreboard on POL for Progress

Date Completed

Referrals - Step 2 - Trainer Role Models Fundamental - Trainer should be getting referrals EVERY KT. - Role Play with Trainer through the KT referral hits - Role Play with your Trainer calling your first referrals - Trainer sit with trainee and help them make their first referral calls

Referrals - Step 3 - Practice & Memorize - Memorize referral scripts - Memorize Referral Call conversation/script

Referrals - Step 4 - Drill for Skill - Drill for skill - Practice in front of people - Pair up and practice all aspects of the referral process

Referrals - Step 5 - Execute the fundamental Tier 3: Get 5 Referrals ? Set 3 KT's from those referrals Tier 2: Get 10 Referrals ? Set 5 KT's from those referrals Tier 1: *THE QUALIFIER: Get 20 referrals ? Set 10 KT's from those referrals

*THE QUALIFIER: The RVP will have SPECIAL RECOGNITION for Completing this!

Mastered Date: _______________________

Tier: _______________________________

Manager Signature: ____________________________________

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