- Tommy Newberry, Success is Not an Accident FAST START PLANNER No one plans to become mediocre. Rather, mediocrity is a result of no plan at all. - Tommy Newberry, Success is Not an Accident

1. Understand We Help People More than two-thirds in U.S. live paycheck to paycheck. www.reuters.com, January 23, 2013 The average American household with at least one credit card has nearly $15,950 in credit card debt (in 2012).” CNNMoney.com, viewed July 18, 2012 More than half of Americans have no emergency savings. Time.com, August 11, 2011 1.46 million individuals filed for bankruptcy in 2011. CBSNews.com, September 11, 2012 95 million U.S. adults have no life insurance. LIMRA, “Facts About Life 2011,” September 2011 More than half of all workers have less than $25,000 in savings and investments for retirement. Employee Benefit Research Institute 2012 Retirement Confidence Survey When I saw this slide, I realized that there was a big need for this. Business 101 teaches to find a need and fill it Can you agree there is a need for this? We can be in business for a very long time. Is debt going to be …. How real and serious are these problems?

People need what we do….

2. Understand this is a Business not Job Every Business needs 2 things: Staffs (Recruits) Customers If you FOLLOW OUR SYSTEM you: You will be licensed within the next 30 days May have 2-3 Licensed people with you on your team Be in a position to earn $1,000 - $3,000 mo. once you are licensed Our job is to help you build your team & client base Your job is to put us in front of people and we will do all the work When I saw this slide, I realized that there was a big need for this. Business 101 teaches to find a need and fill it Can you agree there is a need for this? We can be in business for a very long time. Is debt going to be …. How Motivated are you to make this Happen?

Light Theory “The books, trainings, CDs, and events will be the light to get you through the darkness”

3. Get Specific on your Goals Top 3 Compelling Goals i.e. pay off debt, new car, new home, savings, private school, college, vacation, Travel, new career, new business, get rid of job, etc ___________________________ ____________________________ How Motivated are you to make this happen?

Minefield Theory

How Motivated are you to make this happen? 3. Work out a Schedule Training Training Training How Motivated are you to make this happen?

Plug in Theory

Promotions & Compensation Income Protection (Life Insurance) – 100% of the 1st Years Premium: Example: $83.33 month X 12 months = $1,000 Take Contract Level X the amount of the yearly premium Rep 25% $250 Reprentative = 25% $1,000 X 25% Contract = $250 Sr. Rep 35% $350 Rep 25% $250 Rep 25% $250 Sr Representative = 35% $1,000 X 35% Contract = $350 Overide 1: $100 Overide 2: $100 Overide 3: $100 -------------------------------- $650

Promotions & Compensation Income Protection (Life Insurance) – 100% of the 1st Years Premium: Example: $83.33 month X 12 months = $1,000 Take Contract Level X the amount of the yearly premium District 50% $500 Rep 25% $250 Rep 25% $250 Sr. Rep 35% $350 District Leader = 50% $1,000 X 50% Contract = $500 Overide 1: $250 Overide 2: $250 Overide 3: $150 Overide 4: $150 Overide 5: $150 Overide 6: $150 -------------------------------- $1,600

Promotional Goals Milestone Deadline (Date) Achieved (Date) IBA Submitted Representative (25%) Sr. Representative (35%) District Leader (50%) Division Leader (60%) Regional Leader (70%) Regional Vice President (110%)

Coal Theory “Stay around the other coals to stay on fire”

Fast Start Bonus Become a Pace Setter The secret of success is getting off to a fast start – and the new Fast Start Bonus system rewards you for doing just that. 30 Day Activity from IBA Date Recruits Field Training Observation (FTO) or Personal Life Sales Requirement Payment 1 Complete PFSU $100 2 Pass Notice Received + $200 3 Total = $300 Recruits and Field Training Observations must be complete from 30 days from IBA Date. Licensing must complete in 60 days

Fast Start Bonus - Benefits Become a Pace Setter (Deadline is 30 days) 3 Recruits Witness 3 Life Sales Complete Class Exam Benefit #1: Promotion & Experience Move from Rep to District(100% Raise) Gain Experience & Become Licensed Benefit #2: Have a Team and begin overides Benefit #3: Special Invitation to Dinner with the RVP(s) Benefit #4: Company Bonus of $300 Benefit #5: You are accomplishing your goals Benefit #6: Momentum

This is where you get started…

What is a HOT TEN list? If your car broke down at 2 in the morning, besides AAA who would you call? Who would you list on your resume if you were applying for a job? Who was the best man or maid of honor at your wedding? If you were to plan a destination wedding, who would you invite? Who are the 3 most motivated or ambitious people you know? Who do you typically go to lunch with? Who is your best friend or friends? Who do you know that has small children under 8? Who do you know that has children under 18? Whose is your closest family? (mother, father, sisters, brothers, aunts, uncles) Who have you helped lately or who has helped you? Who do you know at work, church or kids schools that are married with kids? Name 5 people you know that own a home? Who do you know that hates their job? Fill out your Top 20 form now so we can hire your first few teammates, help your first few families and receive your 3 X 3!

How to Schedule a Training Appointment (4 – 5 Pointers) What to Say….. - I’m excited I am in training I need your Help - Can you help me with Training What Not to Say….. We can help you with: - Your Insurance - Your debt - Your investments Hello _____, this is ______ .. then Brief Conversation… E – Excited - I am really excited. I just started working with a company and I am getting licensed with New York State T – Training – I am going through training right now and…. H – Help - I need your Help in order to get my certification O – Observe - I have to Observe 6 training presentations for my training P – Please Can you please help me with my training?

Overcoming Objections What is it? Tell me more. The company helps people make money, save money and plan for retirement. This is really about me getting my training. Can you please help me with my training..(ask a question)? We’re in good shape. / Not interested / I have a planner. That’s fine.  You don’t have to buy anything.  This will really help me out for my training. So can you please HELP me out?      How long will it take? About 30 minutes. So can you please HELP me out?    What do I have to do? Listen to short presentation and ask a lot of questions. The more questions, the more I learn. So can you please HELP me out?   

Pipeline Theory

How to Schedule a Guest “Hello John, I need some help. I just started working in a new business and I am excited about it. I value your opinion and wanted to show you what I am doing. Can you take a look and let me know if you see the same potential I do? Thank you. What to do with 1, 2 & 3 Points: Invite to Overview

Next Steps - Success Checklist Complete in 30 days to become a PFS FAST Track Council & Pacesetter 1. Recruit 3 Representatives (High Priority) 2. Witness 3 Training Transactions (High Priority) 3. Register & Complete PFSU (High Priority) 4. Recruit 10 team recruits by 30 days (High Priority) 5. Orientation - Promo Guidelines, Bonus & Top 25 6. Text Messages / Calls 7. Audio Training: Overcoming Objections / 1 on 1 8. Personal FNA / Wealth Builder Plan

3 Types of People

Let’s Go Get it Done!