Keys to PFS Building
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Learn the Numbers:
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10-3-1
8-5-3-1
You and 4 on 4 first time KTA’s per week =
20 per week = $250,000 per year income
100-83-15-2
3-5 directs & write $4-5,000 personal
premium per month
PFS Championship Building Cycle
The rapid, relentless, repetition of these
simple recruiting steps can lead to the
inevitable building of a giant distribution
system.
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PFS Championship Building Cycle
1. Prospecting (Open new Markets)
2. The Approach/Contact
( Name, Number, Set Appt)
3. The Presentation (Group and one-on-one
recruiting presentations)
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PFS Championship Building Cycle
4.The Follow-up
(Don’t give up on them)
5.The Start-up
(Start new recruit at Step One)
6.Duplication
(Repeat cycle over and over)
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Prospecting
1. Friendship Harvesting
Warm Market
Identify the Top 25 on your list
Family, Friends, Work, Social,
Church, School
S.T.E.A.M. Method
Prospecting
2. Friendship Farming
Create a new warm market
- “Three Foot Rule”
Simulated Smart Shopping
Turn Strangers into Friends
Business Cards-Do you keep your options
open if the money were right??
F.O.R.M.
Prospecting
3. Friendship Borrowing System
Referrals are the Lifeblood of the Business
Goal is 3-10 Referrals from each KT
“Who do You Know ?”
Million Dollar Question
Prospecting
4. Professional Prospecting
Networking with Professionals:
CPA’s, Real Estate, Contractors, Dentist &
Doctor Offices, Tax Preparers
Event Prospecting:
Job Fairs, Home Shows, Church Events,
School Events, Community Events,
Chamber of Commerce, PTA Meetings,
Grand Openings
Keys to PFS Building
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Do what the Winners Do:
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ABC’s
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Always be positive
Bring people
Cheerlead the system
Walk, Talk and Act like an RVP
Keys to going RVP STRONG!!!
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Personal Recruiting
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Recruit Across the Kitchen Table
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New Associate Fast Start
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Taproot to build Team Captains
Simple as 1-2-3
Start Up Plan
Game Plan
1.Top 10 List
1. Recruit Directs
2.Make 3 Appts
2. Build Teams
3.First Week 3 X 3
3. Develop FT
Identify People & Build Teams of 3
New Recruit –Top 25 – Qualify TOP 10 of 4-6Pointers
25 Training List - Top 10 =
6 Clients
3 Recruits
3 New Recruits Top 10 = 18 Clients
9 New Recruits Top 10 = 54 Clients
27 New Recruits Top 10 = 162 Clients
9 Recruits
27 Recruits
81 Recruits
Game Plan
1. Recruit Directs
You
Direct
Direct
Direct
Game Plan
2. Build Teams
You
Game Plan
2. Build Teams of 3
You
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Personal Recruiting
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JUST WORK!!
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Daily Schedule:
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Talk to everyone
9am-12pm prospect (no answering phone calls)
1pm-4pm follow up interviews, printing FNA’s, etc
6PM & 8PM Kitchen Table Appointments
Daily Goals:
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3-5 Names
3 Recruiting Interviews set
3-5 KTA’s set
Personal Recruiting
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3-5 Directs per Month
You
You don’t build leaders…You FIND them!
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Personal Recruiting
You
UFO
I’ve Been
Thinking
PFSU
•Immediately lock them in with a recruit
•A recruit isn’t a recruit until they have a recruit!
•3-4 Deep = RVP
STUD!!!
Taprooting
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Taprooting = Building Legs and Finding Leaders
You
•1 set 3 appts @ KTA – Mon, Wed,
Thurs
FT
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•Recruit 2 on Mon
•2 set 0 appts
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•2 sets one appt on Wed
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•Recruit 3 on Wed
•3 sets 3 appts @ KTA
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•Recruit 4 @ KTA
•4 sets 3 appts @ KTA
Taprooting
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The key to effective taprooting is the “Mirror and Match”
system.
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This system pairs your field trainers with recruits that they would
work well with as you drive depth with the new “fireball” recruits.
In Closing…
Comfort Zone
Everything you
want in life!
•So the question is:
What is it for you that’s going to get you out of YOUR
comfort zone?
In Closing…
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You have 2 choices:
Pain of Change
Pain of Regret
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In Closing…
Will YOU be the one who
delivers for YOUR family?
Go into ACTION!!!!!!!!
Life Rewards Action…
Well Done is better than
Well Said!
YOU Can Do It!!!
The Task ahead of Me
Is never as Great as the
Power Behind Me!!!!