2016
New Associate
Manual
Your Goals
The first step on the path to success is to DREAM IT. Creating goals is
important. Take a moment to write down what you want to achieve, both in the
near-term and long-term. This will help you get off to a quick start.
What do you want to accomplish at Primerica? (e.g. I’ve always wanted to…)
1) _______________________________________________________________________
___________________________________________________
2) _______________________________________________________________________
___________________________________________________
3) _______________________________________________________________________
___________________________________________________
Why? (Why are these goals important to you?)
1) _______________________________________________________________________
___________________________________________________
2) _______________________________________________________________________
___________________________________________________
3) _______________________________________________________________________
___________________________________________________
When (in what time period) do you want to achieve these goals?
1) _______________________________________________________________________
___________________________________________________
2) _______________________________________________________________________
___________________________________________________
3) _______________________________________________________________________
___________________________________________________
My Solution Number: ____________
How to Get Started
(First 30 Days)
1. Observe 10 Appointments (with field trainer)
2. Recruit 3 Direct Associates
3. Observe 3 Life Sales
4. Receive Compensation ($300 Bonus)
5. Register and Attend Class for Life Licensing (Under POL)
6. Schedule and Pass Life Exam(www.pearsonvue.com or call (888)754-7667)
7. Personal Growth Program (Gameplan with RVP)
8. Attend ALL team meetings (Tuesday @ 7pm)
9. Become Life/Investment Client
10. Qualify for your Sr. Rep Promotion
GET OFF TO A FAST START
Observe 10 Appointments in your First 30 Days
Appointment Name
Date
Appointment Name
1.
6.
2.
7.
3.
8.
4.
9.
5.
10.
Date
Tracking Your $300 Bonus!
(3 x 3)
Sr. Rep Promotion: __________________
(3) LIFE SALES
1. Name________________________
2. Name________________________
3. Name________________________
(3) NEW ASSOCIATES
1. Name___________________________
2. Name___________________________
3. Name___________________________
Promotion Deadline: __________________
□
□
□
□
□
□
□
□
□
□
PROMOTION REQUIREMENTS
Step 1: Become an Associate
 Submit Independent Business Application
 Become a Client
 Attend All Meetings
Step 2: Become a Representative
 Attend Weekly Meetings
 Get your life license
 Complete own FNA
Step 2: Become a Sr. Representative
 Recruit 3 Direct Recruits
 Observe 3 Life Training Transactions
 Receive Compensation on 1 Non-Life Product
Step 3: Become a District Leader
 Recruit 6 Team Recruits
 Observe 6 Life Training Transactions
 Receive Compensation on 2 Non-Life Products
OR
 Submit $2,500 in premium in one month
 Produce 1 Sr. Rep
Step 4: Become a Division Leader
 Recruit 9 Team Recruits
 Observe 9 Life Training Transactions
 Receive Compensation on 3 Non-Life Products
OR
 Submit $5,000 in premium in one month
 Produce 1 District Leaders
Step 5: Become a Regional Leader
 Earn a 70% commission including overrides!
 Submit $7,500 in premium in one month
 Produce 3 District Leaders
 Submit U4 Form (Securities License)
Step 6: Become a Regional Vice President***
 Earn a 95% commission, including overrides, plus
bonuses
 Submit $10,000 in premium* during two consecutive
months
 Have at least 6 District Leaders (or above)
 Be full time in the business
* Maximum premium $1,500 per sale.
** Requirements for District if not pre-qualified in first 45 days.
***RVP premium: only 50% from any 1 leg, min $8,000 each month ($20,000
total in 2 consecutive months); Must give Promotion Exchange to promoting
RVP.
S-T-A-R PROGRAM
In order to tailor your training to your individual personality, it helps us to better understand you. Each
grouping represents a general personality. Usually you will have traits in each grouping, but typically
you are dominant in one or two areas. Please rank from 1-4 each of the general listings, with 1 being
the most like you, & 4 being the least like you. There are no right or wrong answers.
S
T
A
R












I EXPECT EVERYONE TO FOLLOW THE RULES AND REGULATIONS.
I EXPECT YOU TO DO WHAT YOU SAY YOU WILL DO
I SET UP & IMPLEMENT PREDICTABLE SYSTEMS
I TRUST PROVEN AUTHORITY
I TEND TO SEE THE WORLD IN BLACK AND WHITE
I ACCEPT A TIME-TESTED & PROVEN ESTABLISHMENT
I LEARN BEST THROUGH MEMORIZATION, RECALL AND DRILL
I RUN EFFICIENT MEETINGS WITH AN AGENDA & ON TIME
I VALUE ROOTS & HOME
I DISLIKE PEOPLE WHO QUESTION AUTHORITY OR DO NOT OBEY
I MAY INSIST ON PROCEDURE FOR PROCEDURES SAKE AND NOT BE RESPONSIVE TO NEEDS
I USE THE PAST TO GUIDE ME INTO THE FUTURE












I TRUST LOGIC & REASON ABOVE ALL
I CAN MAP OUT A STRATEGY & OVERALL PLAN
I AM PRECISE IN MY SPEECH & NOTICE CONTRADICTIONS
I DESIRE WILLPOWER
I WANT POWER OVER NATURE & AM ATTRACTED TO THE SCIENCES
I FOCUS ON LONG-TERM RESULTS & CAN PROJECT FAR INTO THE FUTURE
I EASILY LEARN ABSTRACT IDEAS AND DISLIKE MEMORIZING WITHOUT UNDERSTANDING
I CAN KEEP SEVERAL ISSUES IN MIND AT THE SAME TIME
I RESOLVE CONFLICT LOGICALLY, RATIONALLY, AND AVOID EMOTIONALISM
I USE DIAGRAMS & MODELS TO COMMUNICATE ABSTRACTIONS
I AM SELF CRITICAL AND USUALLY SPOT MY ERRORS BEFORE ANYONE ELSE
I DISLIKE CHIT-CHAT & SMALL TALK AND SEEK CONVERSATIONS WITH SUBSTANCE












I AM A SKILLFUL NEGOTIATOR
I AM AN OPTIMIST AND SOMETIMES PROCEED ON BLIND FAITH (EVERYTHING WILL BE OKAY)
I AM GRACEFUL AND HAVE DEXTERITY WITH TOOLS, BASEBALL BATS AND DANCING SHOES
I LOVE BEAUTY AND THE AESTHETICALLY PLEASING
I RECOGI\NIZE AND GO AFTER OPPORTUNITY
I TRY TO FIND A BETTER WAY TO DO IT
I SOMETIMES REBEL AGAINST RULES, ROUTINE & STRUCTURE
I TAKE RISKS TO GET THINGS DONE
I AM A NATURAL ENTREPRENEUR
I LEARN BEST THROUGH HANDS-ON METHODS--SHOW ME, DON'T TELL ME
I DISLIKE BOREDOM OR WAITING
I DISLIKE ABSTRACT IDEAS & USELESS THEORY--GET REAL!!!












I AM POTENTIAL ORIENTED ABOVE ALL
I SHOW APPRECIATION EASILY--IN MANY WAYS
I SEEK A DEEPER MEANING THAN MATERIAL POSSESSIONS ALONE
I AM ENTHUSIATIC AND INTENSE
I AM ON A QUEST FOR SELF-ACTUALIZATION AND WANT TO HELP OTHERS DO THE SAME
I LEARN BEST IF THE SUBJECT INCLUDES PEOPLE…I NEED TO RELATE TO THE TEACHER
I NEED PEOPLE INTERACTION
I DISLIKE INAUTHENTIC OR FAKE PEOPLE
I AM A SUPPORTER AND CONFIDANT. EMPOWERING OTHERS TO BE THEIR BEST
WHEN CHANGE IS CONSIDERED, THE #1 QUESTION IS: WHAT WILL IT DO FOR THE PEOPLE?
IN BUSINESS, I STAND OUT IN RECRUITING, TRAINING, MOTIVATING AND COUNSELING
I WILL DISCUSS IDEAS, BUT IF ANGER SURFACES, I MAY LEAVE
Start Your Training
Before licensing, you MUST concentrate on these important activities:
 Bring guests to meeting (put your people in front of a trainer).
 Go with manager to begin field training (put trainer in front of your people).
The most successful way to start your business is by contacting your warm market.
These are the people you would want to help and who would want to help you.
Your warm market is generally made up of close friends and family who are willing to
meet with you as part of your training. As you’re not yet licensed when you start, your
trainer will go with you to interview your warm market. Since we’re licensed to help
them, we’ll help them now, and you’ll benefit from the training and their referrals. If
they are interested in joining Primerica, they become part of your Primerica business.
Build Your Contact List
 Write down everybody you know (don’t leave anyone out; give them a chance to
learn about the Primerica Opportunity).
 Look through your address book and cell phone for names.
 Use the memory jogger to trigger names of people you may have overlooked.
 Ask for names from your friends and relatives – people who are supportive of you
and your business.
The Right Market
Working in the right market is critical to your success. The right market will help you
make money and build a solid business.
Your Target Market
1. Age 25-45
2. Married
3. Children
4. Home owner
5. Employed full-time
Each of these categories is worth 1
point. During your field training
(across the kitchen table), you’ll only
see 4-5 pointers. Three pointers or
below will be invited directly to a
meeting or to a one-on-one interview
by your trainer.
Partnership
You can link your name with your partner through POL following the next steps:
1. Sign in to POL
2. Click on Field Support tab
3. Click Partnership
4. Click on Partnership Empowerment Program
5. Enroll Online
6. Put in your SSI
7. Click on “I understand…”
8. On Partnership (PEP) Name: choose the name you wish for you and partner
(Example: John & Mary Smith, John Smith & Mary Johnson)
9. Enter Partner B Solution Number (If Applicable)
10. Submit
Steps to Life License
1. Log in to POL > Register
 Solution #
 DOB/SSI
 RVP Solution: 20902
2. Licensing & Education > Register for pre-licensing (under SucessNow)
 Schedule class (2 day class)
 Prepare > Pass Now > Study by Topic
 Complete sections 1-6 quizzes
 Take Practice Exam (70%)
3. Schedule Test: Call (888) 754-7667
Tips:
Show up 30 minutes early
2 forms of ID (DL, ID, SSI, Debit card)
Steps to Securities License
1. Call & Set up SLIC account. Call 770.381.5885
Opt 2 > Opt 1 > Opt 3 (takes 24 hours)
2. Schedule fingerprints at www.fieldprint.com Code FPPrimerica1 Amount $17.50
Register for Electronic Fingerprints ($29.50)
3. Click on Licensing & Education Tab > Steps to Licensing
4. Click on Securities (gray Tab)
5. Choose Kaplan or TesTeachers as online exam prep (get at least a 65%)
6. Enroll/Register (home office gives access to training material)
7. Half way through study plan, call to open window
8. Submit U4
9. Fill out Securities Licensing Pak
10. Call 866.396.6273 to take test
The 4 Minute (Name-Game) Drill
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
WHO DO YOU WANT TO HELP FIRST?
When thinking about you Family, Friends, Church, Work, Neighbors
Think S-T-E-A-M
Sales, Teacher, Enthusiastic, Ambitious, Money
TOTAL POINTS
Employed
Age 25-45
Home Owner
Day Time Phone Night Time Phone
Kids
NAME
Married
MARKET
Memory Jogger
Married
Remember, the people who need your help the most will be…
Have Kids
Homeowners
Age 25-55
Employed (25K+)
Best friend
2nd Best friend
Family with 4 kids
Family with 5 kids
Neighbors
On the right
On the left
Across the street
On the corner
Former neighbor
Old neighborhood
Where you grew up
Your education
School reunion
College annual
Former church
Minister
Deacon
Relatives
Uncles
Parents
Parent’s friends
Cousins
Brothers/sisters
Ski with
Golf with
Work out with
Bald
Works nights
Clothing store
Sent you a Christmas card
Appliances
Spa/Health Club
Tells jokes/stories
Postman
Work
Everyone at past job
Loaned you a book
Eat lunch with
Wedding party
Has a pickup truck
Church directory
In hospital
New baby
In engineering
In sales
Soccer league
Bobby sox
Little league
PTA
YMCA
Apartment manager
Ambitious
Wife’s friend
Cub scouts
Boy scouts
Campfire girls
Girl scouts
Needs more money
New car
Best salesman
Most integrity
Most trustworthy
Most noble
Most likable
Best personality
Doctor
Dentist
Best smile
Eat out with
Lions club
Church choir
Stereo
Home address book
Quit smoking
Post office
Day care center
Everyone at current job
Bought a car from you
Last person you see
Wedding photographer
Former teacher
Grocery store
Unemployed
Over 40 w/ young kids
Single parent
Owns business
Works in restaurant
Drives a truck
In management
Carpenter
Do odd jobs
Works two jobs
Most successful
Thrifty
Recent promotion
Over 60 works full time
Hobbies
Bowling league
Most enthusiastic
Most attractive
Just had a son married
Just had a daughter
married
Who you buy from
Gas station you frequent
Car repair
Tires
Pharmacist
Chiropractor
Barber
Dry Cleaner
Optimist
Automobile
School Principal
Diet center
Southern accent
On crutches
Who to call if help needed
First person you see
People in other department
Boss
High school sports team
SETTING APPOINTMENTS
In your hot/warm market, use ETHOR:
E
T
H
EXCITED
“I’m really excited about my new career.”
TRAINING
“I’m going through training right now.”
HELP
“In order to get my certification, I need your help.”
OBSERVE
O
“I need to observe the appointment process.”
REFERRALS
R
“I need to show you what I’ll be doing so you can become a referral source for me”
“Are weekends or weeknights better for you (and spouse)?”
(“Don’t worry; we won’t try to sell you anything you don’t want.”)
WHAT IS IT?
“We show families how to get debt free and financially independent.
We also train and develop people to own their own business.”
INVITE DIRECTLY TO THE BUSINESS OVERVIEW
Hi _______ this is _________, how’s it going? (Short conversation)
________, I need your help. What are you doing Tuesday night? (WFA) I’ve just
gotten involved in a business I’m very excited about. I’d like you and (spouse) to
come and look at the business to see if you see the same potential I do. We have
a one-hour Business Overview scheduled for Tuesday, ___________ at 7:00 p.m.
I’d like you to join me as my special guest, okay? I’ll pick you up at ________ p.m.
ATTEND ALL MEETINGS
MEETINGS
1.
2.
3.
4.
BUSINESS OVERVIEW (Tuesdays @ 7pm)
TRAINING CLASSES (Saturdays @ 9am)
FAST START SCHOOLS (Quarterly)
PHONE BLITZES (To be announced)
MEETING PROTOCAL
1. Come to the meetings EARLY!
2. Sit on the FRONT ROWS!
3. Your conduct before, during & after the meeting is more important than the meeting
itself!
4. Don’t stand in the lobby!
FAST START SCHOOLS
People make big commitments and life changing decisions at BIG EVENTS. This is key
to building a huge, successful business. Be at every BIG EVENT and get your team there
too. Builders are great promoters. Bring your PARTNER!
Weekly Calendar
SUN
MON
TUE
WED
THURS
FRI
Fulltimers
Meeting
9:00am
Training
9:00am-11:00am
PFN-TV
11:00am
Opportunity
Meeting
7:00pm
Bible Study
7:00pm
PERSONAL GROWTH PROGRAM
(First 90 Days)

SAT
John Maxwell Failing Forward Book (3rd Month)
COMPENSATION
TERM LIFE INSURANCE
Representative
Sr. Rep
District
Division
Regional
R.V.P.
25%
35%
50%
60%
70%
95% + Bonus
INVESTMENTS
Dealer Re-Allowance: A Shares = .0450
Representative
District
Division
Regional
R.V.P.
B Shares = .04
16.5%
22.0%
27.0%
38.0%
57.0%
RVP (Compensation Example)




$5,000 Personal Production
$10,000 Team Production (35% Override)
$Securities Compensation (Mutual Funds)
Bonus (20%)
= $4,750
= $3,500
= $2,000
= $3,000
Potential Monthly Income = $13,250
Potential Yearly Income = $159,000
Not Including: Mutual Fund PACs, Variable Annuities, Long Term Care, Debtwatchers, Auto and Home, and
PLPP.
COMPENSATION TABLE
CONTRACT
LEVEL
TERM
LIFE
$1,000
$25,000 LONG TERM
PLPP G.O.O.D
PREM.
LOAN CARE $1500
MUTUAL
FUNDS
$10,000 MORT
FUND LOAN
ASSOCIATE
-
-
$ 50
0.312%
$78.00
-
-
-
-
*
REP.
25%
$250
$ 50
0.312%
$78.00
10%
$150
16.5%
$135.00
$300
Sr. REP.
35%
$350
$ 60
0.364%
$91.00
15.5%
$232
16.5%
$146.25
$300
DISTRICT
50%
$500
$ 80
0.442%
$110.50
20%
$300
22.0%
$157.50
$300
DIVISION
60%
$600
$ 90
0.573%
$143.25
25%
$375
27.0%
$168.75
$300
REGIONAL
70%
$700 $100
0.827%
$206.75
30%
$450
38.0%
$191.25
$300
RVP
95%
$950 $125
1.245%
$311.25
40%
$600
57.0%
$279.00
$600
Auto
INS.
Home
INS.
Debt
Watchers
$50
$25
$50
$50
$25
$50
$52.50
$27
$50
$55
$29
$50
$57.50
$31
$50
$60
$33
$50
$85
$42.50
$50
*Note: Hypothetical example of solving one client’s financial problems based on Primerica Life Insurance $1,000 annual premium on a monthly draft, Mutual Fund
compensation based on a 4 ½ % dealer allowance, $MART based on a $100,000 mortgage loan (Associates – 2nd mortgages only), Long Term Care is based on
$1,500 annual premium, PLPP is a fixed amount based on membership, G.O.O.D. personal loan based on maximum $25,000 loan, Auto & Home Insurance is a fixed
amount, Debtwatchers is a fixed amount based on membership. Actual commissions will vary from client to client.
Income from Day One
Primerica Secure
(Auto and Homeowner’s Insurance)
In the state of Texas, you DO NOT need a license to make money! The referring
rep’s upline can get paid without a license. (Sr. Rep or Above) However, you must
have a license to personally sell Auto and Home. And, there are currently 39 other
states that do not have any licensing requirement. If you know anyone who lives
in the light colored states (no license required), you can call them up TODAY, give
them your last name and your Solution Number, and if they save money and
switch, you get paid $50/per transaction!!
When your friends and family call, be sure and let them know they will need to give
your solution number and your last name for you to receive credit.
Toll-Free Number
1(877)855-8111
Solution Number: _________________
Fast Start Award
In first 30 days:
 Do 3 Recruits
 Do 3 Life Sales
 Register for your Licensing Class/Pass exam
Get $300 Bonus and Promotion to Sr. Rep.
IBA Date: __________
Fast Start Award Deadline: _____________