Orientation 5 Things Every Business Needs 1. A Problem to Solve with a Desired Product or Service 2. Licenses 3. Location 4. Team of People 5. Clients WAYS TO BUILD A BUSINESS GETTING CLIENTS & TEAMMATES • PEOPLE YOU KNOW • PEOPLE YOU DON’T KNOW • PARTNER WITH COMPANIES/ORGANIZATIONS • SOCIAL MEDIA • REFERRALS • CHURCH • NEW TEAMMATES • HOBBIES/GROUPS • ANYONE WHO USES MONEY • NETWORKING GROUPS • ADVERTISING/LEADS ($$$) • AFFINITY/PROFESSIONAL • Financial Wellness Programs MARKET /Seminars/Workshops Launching Your Business As a new associate, you complete a Top 25 List. The power of 3 referrals Top 25 List The power of 3 teammates 6 Clients Your Top 25 List 3 Teammates Top 75 18 Clients Top 75 9 Teammates Top 225 54 Clients Top 225 27 Teammates Top 675 162 Clients Top 675 81 Teammates Top 2,025 6 lines of business you can get paid on without a license… Auto and Home Insurance Business Insurance Legalshield - Estate Planning (POL>turboapps>other products) Identity Theft Protection Vivant Home Security - 1-877-571-6139 Senior Health Insurance Training Bonus 1 x 1000 = $200 1 x 1000 = $200 2 x 2000 = $400 83/mo x 12mo = 1000 (Life insurance Premium) 3 x 3000 = $600 Minimum Goal is 3 x 3000 4 x 4000 = $800 Set 24 - go on 12 - close 1/3 Training Bonus Representative in Training - 20% Representative - 25% 83/mo (1000/yr) = $250 ($187.5 up front) 1 x 1000 Sr Representative - 35% 3 x 3000 District Leader - 50% 5 x 5000 Division Leader - 60% 7 x 7500 Regional Leader - 70% Network Tracker: Add all contacts, update daily with new contacts, color code to keep track, add comments that are qualifiers and remind you how you met them and important facts about them. •Co-worker •Boss •Partner •Janitor •Security guard •Delivery person •Administrative staff •Customer •Parking attendant •Landscaper •Coffee shop •Personnel manager •Salespeople •Boss’ boss •Lunch with •Competition •Repair person •Copier person •Complainers •Inspector •Credit Union/banker •Fired-up male •Fired-up female •Federal Express •UPS •Delivers mail •Lost job •Will be laid off •Job hunters •Dislikes job •Missed promotion •Most likable •Needs part-time job •Engineer •New employee •Time keeper •Operator •Payroll •Contractor •Mover & shaker •Preacher •Nurse •Dentist •Doctor •Principal •Teacher •Coach •Gym •Therapist •Hairdresser •Carpenter •Mechanic •Car salesperson •Gas station •Police officer •Painter •Roofer •Book store •Department store •Grocery store •Convenience store •Waitress/waiter •Chef •Cashier •Dishwasher •Hardware store •Truck driver •Pharmacist •Flower shop •Health spa •Fast food restaurants •Toy store •Dry cleaner •Student •Repair person •Movie rental •Theater •Realtor •Office supplies •Pizza delivery •Phone installer •Pest control •Bowl with •Hunt with •Golf with MEMORY JOGGER Who comes to mind? • • • • • Remember, the people who need your help the most will: Be Married Have Kids Be Homeowners Be Age 25-55 Be Employed ($35k+) •Fish with •Tennis with •Ski with •Soccer with •Baseball with •Softball with •Football with •Hockey with •Bike with •Racquetball with •Swim with •Jog with •Firefighter •Scout leader •Barber •Auctioneer •Photographer •Guidance counselor •Musician •Sister-in-law •Brother-in-law •Father-in-law •Mother-in-law •Brother •Sister •Father •Mother •Cousin •Aunt •Uncle •Nephew •Niece •Best friend •Farmer •Military •Babysitter •Sitter’s parents •Neighbors •Best man •Maid of honor •Bartender •Bridesmaids •Ushers •Groomsmen •Singers •Plumber •Plays bridge •Plays bingo •Plays poker •Church •Plays pool •Carpool •Yoga •PTA •Hometown •School reunion •College annuals •Optimist •Eat out with •Dancing with •Daycare center •Park •From out-of-state •From out-of-province •Has a truck •Plays instrument •Lifts weights •Little League •YMCA •Apartment manager •Ambitious •Outgoing •Enthusiastic •Trustworthy •Hard-worker •Chiropractor •Nice smile •Works nights •Quit smoking •Scuba diver •College professor •In management •Does odd jobs •Works second job •Mortgage broker SET APPOINTMENTS WITH YOUR TRAINER When you are beginning your training, your trainer will need to be present as you start setting appointments. Two reasons behind this: 1. Confidence. It’s normal to be nervous at the start. Until you are emotionally ready to speak with people independently, we want to help you & do parts of it for you, including making calls for you. 2. Skill in answering questions. Although this orientation is thorough, it by no means gives you all the information on how EVERYTHING works - breaking down policies, investments, licensing process, etc. That’s what field appointments and weekly trainings are for. We will field any questions your market has during the appointment setting process and the training meetings themselves until you can answer those sorts of questions - and more - so you’re not blindsided or put on the spot by questions. 13 For internal use only. Not to be used with, or distributed to, the public. If you’re brand new… Hi _____________ this is ___________. I am training for a new job right now and I need to do some practice appointments over Zoom. I’m learning how to give a presentation. Would you be willing to help me out with a practice appointment? All I would need you to do is listen and ask and answer questions and make me look good in front of my trainer! Great thank you! My future clients will be couples so I am looking to practice with couples, are you and your husband(wife, partner) both more available this coming weekend or during the week? - Schedule exact day and time Get email for the invite Networking… I’m always looking for good people to refer my clients to. I’m sure you are as well. Could I buy you coffee Mon/Tues to see if we can help each other out? or I’m always looking for people to refer my clients to as I’m sure you are as well, do you have time this week or next to jump on Zoom and talk about how we could help each other out?
