PROSPECTING
From the 7 fundamentals
PROSPECTING
Is the most valuable skill and task one will
do to improve and grow.
Consistent prospecting will lead to
appointments, recruits & sales, income &
ultimately success.
Just Do It, you don’t have to like it but you
must do it consistently.
THE KEY
Be disciplined- make it part of the way you
go through every day
Antennae- up at all times looking for people
who would be interested in making more
money, owning their own business,
becoming free
WHO TO LOOK FOR
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PEOPLE THAT ARE
MARRIED
HOME OWNER
AGE 25-35 (NOT MANDATORY)
KIDS
INCOME $40,000 PLUS PER YEAR
LIVING IN AREA 2+ YEARS
Obviously everyone you meet
won’t meet these criteria, this is
the ideal and you should shoot for
the ideal 80 plus percent of the
time if you want to accelerate
your success and have less
frustration building your business.
WHERE TO LOOK
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YOUR HOT/WARM MARKET (TOP 25/100)
YOUR RECRUIT’S WARM MARKET (TOP
25 LIST)
REFERALS (PAST CLIENTS, FAMILY,
FRIENDS)
OUT AND ABOUT (COLD CONTACTS)
WHY PROSPECTING???
For only one reason………..
SET THE
APPOINTMENT
APPOINTMENT SETTING
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If you don’t master setting appointments
you will constantly be frustrated because
w/o appointments you can’t recruit
anyone or close any sales.
No recruits or sales = no growth/ $$$
HOW TO
 Practice,
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practice, practice,
The better you, your new recruit, and
anyone who appears to be serious are
about setting appointments the more
likely you/they will actually set them.
Always use 2 choice close. Would it be
best to meet During the week or are
weekends better?
BUT HOW…..
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Your new recruit manual….follow the
scripts.
Countless CD’s – Primerica online
Pfsmedia.com
La Marque System (winwithme.com)
Brandon Neil CD’s (neilteamfreedom.com)
Mypfstraining.com password: Pricafe
BUT HOW DO I DO IT???
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By asking moving, motivating, life stirring
questions.
By getting to the point. Don’t dance
around the subject. If you don’t have
faith in what you bring to families, how
are they to believe you?
By giving them a choice….
BUT WHAT ?’S DO I ASK…
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How do you feel about your opportunity to
create the life you really want through your
current career?
Is what you are doing what you thought you
would be doing when you were a teenager and
still dreaming about a great life?
Do you plan on doing your current job until your
65 or until you retire?
If not, what is your plan to change careers and
do what you really want?
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If you could be your own boss, determine your
income, have complete control of your time, and
help other people in a significant way doing it,
would that be attractive to you?
What kind of income would you have to
potentially earn to consider making a career
change?
If you could earn 2 to 3 times that amount
would you be open to finding out how?
How would you feel about making $100k a year
or more by helping people get debt free, and
financially independent
Is your current career w/ it’s pay scale ever
going to pay you what you are worth or provide
for your family the way u intended to?
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What dreams and goals do you have that
you thought you would have accomplished
by now but you haven’t and they’re still
important to you?
What’s your current plan
If I could show you how to earn $500$2000 per month part time with a flexible
schedule would you be open to exploring
that opportunity?
Winning Presentation
You must master your Kitchen Table
Presentation! Master and Memorize
 It’s showtime!
 Audio and Videos
 Study and drill for skill!
 Audio yourself
 Learn and use Referrals!
Success System
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Master your Products
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Life (ratebooks)
Mutual Funds
Variable and Fixed Annuities
Auto and Home
PPLP
Long Term Care
Debt Watchers, Freedom Financial, Enrich
FNA
Overcoming Objections
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Keith Otto
Jeff Fieldsted
Hector Lamarque
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Review every presentation for a debrief
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Recruit Your Client
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Learn to recruit at the KT
Shortfall or upfront
Recruit Fast Start
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Fast Start Bonus
Build a list
Contact the list
Solves the prospecting problem
Builds a business instead of being self
employed.
80% of your appointments should come
from new recruits markets.
Rally to Big Events
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Shows the big picture
Does the work for you
Work from event to event!
Learn to sell…. don’t tell
4 Point Game Plan
1.
2.
3.
4.
Recruiting is the #1 priority
Everybody attends the Opp meeting
FNA for every new recruit
Race new teammates to District