New Associate Training Series
Business Format
System
The Follow-Up
THE FOLLOW-UP
You had a guest to the corporate overview
or you did a One-on-One presentation?
Congratulations.
What happens next?
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THE FOLLOW-UP
The Follow-up refers to the steps taken after
a Corporate Overview or One-on-One to
help the guest become a new Associate.
There is also a follow-up process for clients,
which is covered in the sales process, or
Financial Format System (FFS).
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THE FOLLOW-UP
After your guest has attended a Corporate
Overview, you take her to your QMD or
trainer to schedule a follow-up interview.
At any point, if the prospect / invitee decides not to
pursue the business opportunity, you transition to a
prospective client process.
REMEMBER: If your guest later needs to reschedule her
appointment, tell her to call the person with whom she
set the appointment and to do so as soon as possible.
Once you find out about a need for rescheduling,
immediately call your leader and let him know your guest
will be calling to reschedule.
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BFS FOLLOW-UP
Prospecting
Duplication
Approach /
Contact
NO
Financial
Dream Map
Referrals
YES
Presentation NO
YES
Follow-up
NO
YES
Start-up
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THE FOLLOW-UP
Just as controlling the point of contact is
important on the front end, the follow-up is equally
critical on the back end.
The objective is always to move the prospect through the
Eight Speed Filters as quickly as possible, and
get her off to a fast start in the business.
When these two components are properly executed,
you will likely recruit a higher percentage
of people and, at the same time, have a higher
volume of sales — a by-product of running
a relationship marketing business system.
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The Eight Speed Filters
Fast Start Program (Complete Filters 5 - 8 within the first 10 days)
1. Stay After the Corporate Overview
for MOZONE.
2. Pick up CORPORATE OVERVIEW
INFORMATION KIT.
3. Commit to a FOLLOW-UP INTERVIEW
during the day within 24 to 48 hours.
4. COMPLETE interview /sign up.
During the Follow-Up Interview complete the
Associate Membership Agreement.
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The Eight Speed Filters
Fast Start Program (Complete Filters 5 - 8 within the first 10 days)
5. DEVELOP A PROSPECT LIST. Sit down with your
Leader and spouse to develop a Prospect List and
identify the Top 25 Target List.
6. CREATE A BUSINESS PLAN / Determine Immediate Goals
7. MATCH-UP WITH YOUR LEADER AND GET OFF TO A
FAST START. Immediately begin to invite people to the
Corporate Overview or to do a field presentation to begin
the recruiting process to build your team.
8. Finalize Your Personal WFG FINANCIAL DREAM MAP.
Together with your leader and your spouse, complete the
personal financial review, and determine which concepts
and products might fit your individual needs.
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The Follow Up Interview
The main goals of a follow-up interview are to







Get a recruit decision
Get the WFG Associate Membership Agreement
(AMA) filled out
Get a strong commitment
Cover the “7 Keys to a Fast Start”
Prepare the new recruit for opposition from friends
and family members
Set an appointment for a Financial Dream
Map review
Get the new recruit into the field within 24-48 hours
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Keys to a Successful Follow Up
Interview



Make sure the Follow-Up Interview is conducted
at the office during the daytime. Ideally the
spouse will also attend.
The trainee (you) must be present and positively
reinforce the leader. Watch and learn.
The first 5-10 minutes are for the Leader to
build rapport with the new prospect.
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The Follow Up Interview
The Follow-Up Interview will address
the following questions with the
new Prospect:
1. What aspects of WFG intrigue you the most?
2. Describe your initial feelings about WFG’s vision
and mission.
3. Tell me about yourself, where you’re from,
upbringing, school, business background, etc.
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The Follow Up Interview
4. How do you feel about your success
in life up to now?
5. What are your long-term goals and
objectives?
6. If you were going to give this
business a try, why would you do it?
7. Do you have any questions about any
particular aspect of the company or
business?
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The Follow Up Interview
8. Can you think of any reasons for not giving this
business a try?
9. Do you want strong leadership?
A strong leader is someone who will walk the recruit
through each step and leave nothing to chance.
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The Follow Up
The Follow-Up interview should result
in a recruit decision.
If the Interviewee decides not to pursue
the business, the Leader will
transition to the prospective client
process and set an appointment for
a Financial Dream Map review.
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BFS FOLLOW-UP
Prospecting
Duplication
Approach /
Contact
NO
Financial
Dream Map
Referrals
YES
Presentation NO
YES
Follow-up
NO
YES
Start-up
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THE FOLLOW-UP
When the Interviewee decides to affiliate with WFG, the
Follow-Up merges right into the Start-Up, and the
first steps occur during the Follow-Up interview:
 Complete the WFG AMA.
 Compile the Recruit’s prospect list.
 Identify three close friends of the recruit to be invited to
the next Corporate Overview.
 Set a time to meet with the recruit and her spouse to
develop the business plan and the Financial Dream map.
 Review the BFS 6 Steps with her, with special emphasis
on the Invitation.
 Review the 7 Keys to a Fast Start.
 Prepare the new recruit for opposition, as well as for the
regulatory expectations and expenses associated with
working at WFG.
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Seven Keys to a Fast Start
During the follow-up interview, cover the following important points :
1. Attend all meetings.


Learn and perfect the Business Format System.
Set an example for your team.
2. Develop a complete prospect list.


Add names to the list, don’t eliminate them.
Always carry your list with you, work it and
constantly update it.
3. Master the invitation.


Avoid the Scenario of Disaster.
Sell the dream and show enthusiasm.
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Seven Keys to a Fast Start
4. Set goals.
 Decide exactly what you want to accomplish.
 Write down your goals and read them aloud twice a day.
5. Begin field training immediately.
 Follow the Associate Field Training program.
 Learn the business firsthand from experienced leaders.
6. Remain positive.
 Have a positive mental attitude at all times.
 Don’t let negative people kill your dreams.
7. Be coachable.
 Follow the system.
 Align yourself with your team leader and WFG.
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THE FOLLOW-UP
The Leader may assign / introduce a
qualified match-up Field Trainer at
this point and hand over the new
Recruit to him to begin the Start-Up
process immediately.
Time is of the essence. Start-up should
not be delayed for any reason.
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Congratulations!
You are on the way to building your
successful business at WFG.
The moment you have a recruit, you
become a Leader, and you give up the
right to fail.
Even if you are not yet licensed and not a
Qualified Trainer, you still have
leadership responsibilities.
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