Approaches with Friends & Family
My friend said he hated his job.
Do you keep your options open?
I already have coverage from my employer.
-Awesome! Would you be willing to let me look over your policy and make sure it's the right coverage for you and your family?
-Awesome, would you mind if I looked it over for you for FREE and checked to make sure there are no loop holes?
****If group is brought up we did NOT cover it on the front end.
It's an MLM
-Why do you say MLM?
-Did you know that you MUST be registered as an MLM in order to conduct business under this and be considered one? Primerica is not.
"PFS Investments Inc. is dually registered as a broker-dealer with the Securities and Exchange Commission (SEC) and the Financial Industry Regulatory Authority (FINRA) (PFSI), and as an SEC-registered investment advisor doing business under the trade name "Primerica Advisors"." - www.primerica.com
I don't have the time.
-GREAT! We are looking for people who are already busy!
-I LOVE busy people, they know how to get stuff done. Isn't that true?!
You see a young mother, working as a cashier at the grocery store. She has a bubbly personality and is helpful to her customers. What do you say?
-You handled that situation so well! I'm really impressed! You have a great work ethic and awesome personality. Do you keep your options open for work opportunities?
-If the money is right, would you be interested in learning about what I do and seeing if it would be a fit for you?
-Do you plan on staying at this job forever?
You have been trying to nail down an appointment with one of your really close friends and they keep dodging you. What do you say?
-If you care about me, you will sit down with me and give me 20 minutes of your time.
-I value your opinion and need to share this with you so you can act as a referral source for me.
It's too expensive.
-What is expensive to you? (You want to clarify what THEY think is "too expensive"!)
-What if I could find you something that fits in your budget and still protects your family?
It's a Pyramid Scheme
-What is a pyramid?
True Definition: A pyramid business is when you pay your way in, but where no product or service is provided.
-These are illegal. The Federal Trade Commission shuts them down as fast as they find them.
-Do I look like a guy/gal who wants to spend 25+ years in prison over this?
I'm not a salesman.
-OH GOOD!! Me either! We are here to educate and advocate all things money. We get to help people learn how to get out of debt and become properly protected.
-Did I try to sell you anything while we have been talking? I just want to share what we do.
-The services we offer sell themselves. People who need them will tell you.
A man in the sporting goods store is helping his nephew pick out fishing lures. He has a positive attitude and seems like he would be a good fit.
-Compliment his choice of lures and start the conversation naturally. If you feel it is going somewhere, continue on, if not, it was good practice.
-You know my office is hiring people on a part-time basis, are you looking for something or do you know anyone looking?
Your mother-in-law is super supportive and isn't sure how to help you.
-Perfect! If you could sit down with me, my father-in-law, and yourself and let me show you what I do, that would be the most helpful thing you could do for me.
-I just need you to see what I do so you'll be comfortable referring people to me.
-You know people I don't and can help refer people to me when you know what I do.
I'm young and healthy and don't need life insurance.
Are you getting any younger?
Are you getting healthier with age?
It's a scam
-Who handles your auto insurance?
Progressive, Geico, Safeco, etc.... Are they a scam?
We are compensated the same way... and we work with most of them.
-We work in a heavily regulated industry that is controlled by the state and federal governments. If we were a scam we would not have been in business for 47 years.
I don't have the money for start-up.
-No problem! We can get you started with your training and building your team for you now so that when you are able to pay, you are ready to roll.
You are at a friend's house for a BBQ and get to talking with a group of people you know fairly well. How do you bring up the business to them?
When you are catching up ask them first what they have been up to and 9 times out of 10 they will ask you what you have been up to in return. This gives you the opportunity to share.
-I just started my own business. It's great!
The most common question when asking for an appointment or setting one.
What is it?
-I work in the financial services industry and we educate and advocate all things money.
I know I need to start saving but I don't have the money.
-Unlike anywhere else, we can get you started in your own IRA with a good mutual fund and all you need is $25 a month to start!
I had a friend try Primerica and it didn't work out.
Oh excellent... how well did they do?
Did they ever get Life licensed?
Securities Licensed?
Attend all the classes and trainings?
I don't know anything about finances.
-Perfect! We love working with people who don't have preconceived notions about what the financial industry does. We train everyone from the ground up.
You are sitting in a coffee shop studying for your life insurance exam and you overhear how polite and professional the barista is. How do you approach them and what do you say?
-Hi there. I was just sitting over there studying and couldn't help but overhear how professional you have been with all your customers and I was just wondering if you keep your options open for career opportunities.
You have a very opinionated sister who thinks Primerica is a scam.
-We are on the New York Stock Exchange as a publicly traded company which means we are vetted by the federal government.
-Do you think State Farm or Edward Jones is a scam? We hold the same licenses as these companies.
I really like a local person I can walk into their office and talk to them, I don't want to change.
-Oh, I understand! I am your local person. You can always come to me because I am your advocate. The company is always on your side. Would you at least allow me to compete for your business?
-My clients have my personal cell phone number and I will fight for you personally to get you what you need. No one would fight harder for you than me because this is not my job, this is my business.
We already have a financial advisor
-That's great, I love visiting with people who have it together... this would be so much help for (New Agent) to learn as you will have some great questions they have never heard.
-That's great! We all have our favorite doctors, too. Sometimes we just want a second opinion on what we are being told. Would you like a second opinion on what you are being told?
I have kids.
-Many of us have small children... the flexibility here will allow you to build a business or income around any schedule.
-This is the only financial company I know of that will allow you to work your schedule around your family.
You see someone stocking shelves who definitely does not look happy to be there, but they are doing a phenomenal job. Do you approach them? Why or why not?
-You can approach them and compliment them on their superb job. Ask if they like their job and if they keep their options open.