Fundamental 1 Ian Prukner Almost everyone that quits Primerica quits because they do not have enough places to go Resources Ian Prukner Brett Burks Mario Arrizon Bill Whittle Tom Hopkins ID: 614856
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Slide1
Marketing/Prospecting
Fundamental #1Slide2
Ian Prukner
Almost everyone that quits Primerica, quits because they do not have enough places to go. Slide3
Resources
Ian
Prukner
Brett Burks
Mario
ArrizonBill WhittleTom HopkinsHector LamarqueBig Hitters Call!!!!!!!!!!!!! (breakfast)Everyone Communicates, Few Connect, John MaxwellSkill with People, Les GiblinSerial Winner, Larry Weidel177 mental toughness secrets of the world class, Steve Siebold
Sound cloud
YouTube
Audible
AmazonSlide4
Mistakes I made…
My success became a possibility, not a probability ( know the numbers and respect the numbers)
10-4-1 (if I want a new recruit, I need 10 scheduled interviews)
25% licensing (if I want 1 licensed agent, I need 4 recruits)
8-5-3-1 (if I want 3 sales, I need 8 new KTs)
Most people never over-do the work (thief, gambler, champion)I leaned to heavy on field training new recruits and never developed my prospecting and marketing and referral skills. Therefore I had no way to teach my team how to stay busy other than recruitingThis led to inconsistent personal numbers and people quitting who had potentialSlide5
5 to stay alive (Soloists)
Warm market (top 100 name list) (family, friends, church, school, work)
Professional Networking (BNI, Chamber, PRE, PAK, MEN, mom’s groups)
Hobbies (Golf tournaments, gym)
Living life- out and about (kids events, shopping, community events, parties, going out)
Social Media (linked in, facebook, Instagram)Existing clients- repeat businessReferrals (steam, Kts)Field Training new recruits (my goal is 80%+ of Appointments from field training)Cold market (job fairs, resumes)
Part timers should touch all 5 monthly
Full timers should touch all 5 weeklySlide6
“If your list is in your head, your money will be too”Slide7
Warm Market
Stop saying “I don’t know anyone” or “I already talked to everyone”
Build a massive list from social media, phone, family, church/work directory
Don’t have the number, ask for the number using some other kind of communication
Call the list
Voicemails: “Hey Bob, it’s Jon Conover. Hope you are doing well. Give me a call back when you get a chance!”They pick up: small talk, “Listen, the reason for my call. I could use your help with something. I started my own business and I am trying to get my name out there. I help people with their money- mostly in insurance and investments. I’m sure you are already set in that area, but I’d love 30 minutes to show you what I do.”Stronger approach. “Would you give a chance to compete for your business?” or “would you give me a shot to earn your business?”Slide8
Warm Market: Coffee/Lunch
apts
(Never eat alone)
“Hey bob, I know you
gotta
be pretty content with your financial adviser at this point, but I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I’d love to show you what I do and have you point me in the direction of some people that I could help. Could you free up 20 minutes for me Tuesday or Wednesday morning?”“Hey bob, I know you gotta be pretty content with your career at this point but I am looking to expand my business and open a new office. I view you as a pretty influential guy. Could you help me with something? Coffee is on me, I need 20 minutes to show you what I do and the kind of person I am looking for. Maybe you can point me to a few qualified prospects who need a career change!” Could you free up 20 minutes for me Tuesday or Wednesday morning?
“Hey bob, can I buy you lunch this week and show you what I do? Not sure if its something you will be into, but that’s why lunch is on me. (Sure). Great what time do you take lunch and is there a day this week that works best for you?”Slide9
Professional Networking
BNI, Chamber, PRE, MEN, PAK, Toastmasters, BCNA, GRYP, Real Estate Investors Meeting
The goal/mindset: be the most likeable person in the group
Bring plenty of qualified referrals to the group
Ask people questions and let them talk about themselves
Invite people to 1 to 1s and buy the coffeeInvite them to join you at other community eventsPublish positive testimonials for them on social mediaAsk for permission to have shot to earn their business (no pressure)Treat them like your best clientBe an example to the members (representing yourself and Primerica)Slide10
Conversations
Hi, I’m Jon, what’s your name? Aaron, nice to meet you. What do you do?
That’s great, have you done that long?
Awesome. You must love it/Do you love it?
If you do not know how to carry a conversation in normal life, this is not the venue to teach you… but at this point the conversation is started and its your job to make a friends. FAMILY<OCCUPATION<RECREATION<MOTIVATION (FORM)
Closing the conversation: Aaron, are you completely satisfied with where you are at? Not really. I don’t know. Why? I think you would be great at what I do. Could I get your info and maybe I can call you next week and we can talk more over coffee. What’s your cell?Slide11
Events
BNI party (Wii Happy Hour)
Poker night
NBA Finals
Hosting business owners Friday night as speakers
Dinners and seminars (pizza and PAC night, investment seminars)Real Estate eventSlide12
Building it a 2
nd
time
Take appointments with anything that breaths
Knee cap to knee cap is the only work to do
Seminars, 1 to 1’s (Coffee, lunch), Interviews, Guests, KTs, FNAsStory of Ernie300 clients in 18 monthsLong nights, early mornings, Knee cap to knee capTracks daily revenue ($2,000- $3,000- $4,000)Its not about paying your bills, its about being knee cap to knee cap until the passive income can’t stop, won’t stop.Stashing $1,000/day in savingsWould you be an attractive adviser to a guy like Ernie? (Drive, influence, work ethic, network, knowledge, mindset, beliefs)Slide13
Building it a 2
nd
time
Knee cap to knee cap until ownership
Personally lead the team in production month in month out
Set office records and keep breaking themShow and tell, don’t just tell and don’t just showCalendar stays booked out every 5-7 days. Raise your standards before you raise your income Be the person you want to attractGrow/change myself and serve/invest in teammates (not the other way around)Every problem is a width problemProduction, licensing, recruiting, income, turnover, promotions, Slide14
Building it a 2
nd
time
Where does Base-shop production come from?
Field training a new recruit
New recruit’s own saleNew licensed agent writing first salePromotions in motionSerious part timers trying to go full time
Full timers who have to eat
Company trips
RVP runsSlide15
“While some think it’s hard to recruit, its harder to build a business without recruiting”Slide16
Goals
20 x $20,000 consistently by year end
3 legs of 5 x 5 + my personal production
1-2 other full timers
2
nd diamond by conventionCurrent income $8,000/moJanuary Income $20,000April, May income $25,0003rd diamond by January 2018$25,000 average monthly income for 2017