A Successful Career With
Protect 1 Family / Family Heritage
Career overview
Beginning a new career is an exciting and stressful time all wrapped
up in one. We are excited about the potential and new challenges,
but a little scared about learning new skills and embarking in a new
direction.
A new career with Legacy/Family Heritage is no different. A career
with Legacy/Family Heritage offers the chance to build a business,
control their own schedule, impact the lives of others and create a
lifelong residual income stream that no one can take away from
them.
Legacy/Family Heritage is a team of entrepreneurial people, who
believe in the products we offer and the opportunity we provide.
This is a career where we control our income and our future, but
have a proven success system and management team who will help
each step along the way.
This is a career where one can build as fast as they want. They can
make over $100,000 in their first year (all it takes is making 8 or 9 sales
per week). They can retire with a residual income stream of $100,000
per year or more. There are numerous people in our business that
earned in excess of $1,000,000 in commissions last year.
The sky is the limit, and success will be controlled by their activities (to
do well here one MUST work hard), their attitude, (our business can
be frustrating some days), and their results (they are building their
own business, and it is up to them, with your support, to make it
happen).
Hard work, willingness to learn and support from family are the key
ingredients to success in our business.
The phases of a career with
Protect 1 Family/Family Heritage
Phase I -
Licensing
Pre Sales School Training
To sell insurance one must be licensed. Each state is different, but
the licensing process includes attending a 20-hour class or doing a
20-hour self-study program, and then taking and passing the state
insurance exam. Focus and study is required to pass this exam. The
new agent pays for the licensing costs ($200 - $300 depending on
the state), but will be reimbursed for these costs once they have
made 50 sales (which takes about 3 months for most people).
In addition to licensing, new agents need to learn the written sales
presentation (one must know exactly what to say if they are going to
be calling on people all day). These sales tools will be sent to the
new agent in written, audio and video form.
Before attending Sales Academy they will also have the chance to
go work with an experienced agent on the field, to get live, real
world training and experience.
Phase II -
Sales Academy
Sales School is an intense, 4-day classroom training experience
designed to introduce to them the expectations, processes,
paperwork and logistics of their new career.
During Sales Academy they will share a hotel room with another
Sales School attendee, and attend classes from 8:30am to as late as
7pm Monday thru Wednesday. Sales School wraps up around 3pm
on Thursday.
To get the most out of Sales Academy they should come having
already learned the Sales Presentation (at a bare minimum
memorized the transition to the close, the close and the 3 rebuttals
as soon as the state exam is passed) and ready to be teachable
and learn. Our trainers are experienced agents who have been on
the field. Our system is proven, and when learned and consistently
applied it works.
Phase III -
Getting Started
The first couple of weeks are the hardest phase of this career. They
are starting something brand new, and as with anything, there will
be an adjustment period to become comfortable.
They should expect to attend training meetings at least 3 mornings
per week, usually Monday, Wednesday and Friday, and will
regularly work with an experienced manager on the field their first
few weeks.
There are some simple things that will need to be done to help insure
their success:
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Work a consistent schedule. They should have a set time they start work
each morning, and a set time they finish work each evening (8-10 hours
per day is recommended). No time should be taken off between that
start and stop time. We encourage agents to pack their lunch to save
valuable time, money and simply be healthier as fast food lunches slow us
down and drain energy.
They should learn and deliver the sales presentation, close and rebuttals
word for word. These sales tools have been developed over the past 100+
years and they work when delivered as written. Agents who do not use
the sales presentation typically experience unnecessary struggles.
They should give at least 6 quality sales presentations per day (at least 30
per week). We cannot directly control who buys our products, but we can
influence who buys by how many people we show the product to each
day and using the words in the sales scripts provided. Studies have shown
that 6+ sales presentations per day is a key success factor.
Report their daily statistics to their manager each evening. Not to
micromanage, but to help the new agent navigate the inevitable
challenges that will arise. We as managers can only help when we know
what’s going on in the field on a daily basis.
There are going to be some frustrating days. It is not uncommon for
someone to put in 6+ sales presentations and not make a sale. Our
business is a law of averages business. You do not sell every 6th
person, but on the average we generally sell 1 out of every 6
people, (30 sales presentations in a week = 5 sales). Some days we
sell nothing while other days we sell 2 or 3. As a result, we must go
through some frustrating days to get to the exciting ones.
This is where your help can play a big role. Encourage and hold
them accountable to putting in 6+ presentations per day, remind
them that the system works and they WILL be successful.
Phase IV -
Trainmores
Company meetings
Incentive trips
Our business requires very little overnight travel, but it does require
some:
Trainmores – 12 times per year (once a month) we run what are
called “Trainmores”. These are weeks where everyone comes
together, we stay in a hotel, have morning and evening meetings,
and go out and sell a ton of insurance. Sales increase 100%-200% for
most agents during these trainmore weeks, and your spouse should
take full advantage of these, it’s a great experience.
Company Meetings - We hold 4 quarterly meetings per year. The
meetings at the end of the 1st and 3rd quarters are for agents only.
The meetings at the end of the 2nd and 4th quarter are for your whole
family. These meetings have been held in San Francisco, New York
City, Orlando, Denver, San Diego, San Antonio and Chicago. They
are a blast!!!
Incentive Trips - Each year we have 2 sales incentive trips. This year
one trip will be a long weekend in Gatlinburg, TN (a more familyoriented outing) and the other trip will be 4 days at an all-inclusive
resort in Cancun, Mexico.
Phase V -
Build a Team
A career with Protect 1 Family/Family Heritage offers a variety of
career paths. One can sell, they can sell while building and
managing a team, and they can eventually be in a full-time
leadership role.
Recruiting and managing a team is professionally challenging, while
being very personally and financially rewarding (see the financial
exhibits later in this packet). Family Heritage Leadership Academy
(FHLA) was created specifically to teach our agents to skills needed
to recruit, train and manage a sales team of all different sizes.
We encourage your support in building a team and a sales
organization. Helping others work through their problems can be
challenging, but it is extremely rewarding.
Phase VI
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How the money works
There are a couple of ways income is generated with Legacy/Family
Heritage:
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New commissions (these start at 30% and go up to 50%)
Renewal commissions (the sales your spouse and their team make
today, will pay a lifetime residual income to you and your family)
 Trips (2016- Gatlinburg, Chicago, Mexico and San Antonio)
 Bonuses and incentives (up to $30,000 per year)
 Stock (Family Heritages offers agents ownership in our parent company
Torchmark (TMK on the NYSE) and that stock has given many agents a
tremendous amount of equity in the company.
The exhibit on the next page gives a snapshot of the new, residual
and stock opportunity available through hard work. The trips,
bonuses, incentives and benefits are on top of this.
Phase VII
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How you can help?
As someone who has spent their entire career in the direct sales industry, I
wanted to share with you the great satisfactions of our industry, the challenges it
throws our way, and how you can help.
Our business is for people who want to be challenged, want to go as far as they
can, and want to make a difference. Our business is for people who are tired of
the rat race, tired of being told what to do by someone who is not doing it
themselves and tired of earning less than they feel they are worth.
A career in the insurance industry, if one works hard, will provide incredible
flexibility (although early in ones career there is not much flexibility), financial
security (after 5 years your spouse is fully vested on their renewals) and the
chance to call their own shots.
With these great opportunities come challenges. One challenge is that there is
no one telling them to go to work each day. Another challenge is some days
they will work hard and not make any sales. Another challenge is the fact that
our business is full of people saying “no, I am not interested.”
Here are a few suggestions to help address these challenges:
-Understand they are going to work very hard when they are getting started.
-Encourage them to work hard, knowing the momentum they build today will
create flexibility tomorrow.
-Don’t put pressure on how many sales they make, just put emphasis on giving 6
or more full presentations each day.
-Remember that they might be frustrated. If they want to talk about their day let
them, if not, just let them know how much you believe in them.
Finally, remember that this is an opportunity. Opportunities can be overlooked
or taken advantage of. Curtis Rogers, who manages one of the biggest team in
our company started his career off making 1 sale his first week. The support he
got from home, coupled with his belief and hard work, helped him to turn the
corner, and now 14 years later he is running a VERY successful business.
We are excited to be in business with your family.
Yours to count on,
Van Davenport, President
Protect 1 Family, Inc.