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7 fundamentals +

PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

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Page 1: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

7 fundamentals +

Page 2: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

PROSPECTING

Is the most valuable skill and task one will do to improve and grow.

Consistent prospecting will lead to appointments, recruits & sales, income & ultimately success.

Just Do It, you don’t have to like it but you must do it consistently.

Page 3: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

THE KEY

Be disciplined- make it part of the way you go through every day

Antennae- up at all times looking for people who would be interested in making more money, owning their own business, becoming free

Page 4: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

WHO TO LOOK FOR

PEOPLE THAT ARE

MARRIED

HOME OWNER

AGE 25-35 (NOT MANDATORY)

KIDS

INCOME $40,000 PLUS PER YEAR

LIVING IN AREA 2+ YEARS

Page 5: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Obviously everyone you meet won’t meet these criteria, this is the ideal and you should shoot for the ideal 80 plus percent of the time if you want to accelerate your success and have less frustration building your business.

Page 6: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

WHERE TO LOOK

YOUR HOT/WARM MARKET (TOP 25/100)

YOUR RECRUIT’S WARM MARKET (TOP 25 LIST)

REFERALS (PAST CLIENTS, FAMILY, FRIENDS)

OUT AND ABOUT (COLD CONTACTS)

Page 7: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

WHY PROSPECTING???

For only one reason………..

SET THE APPOINTMENT

Page 8: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

APPOINTMENT SETTING

If you don’t master setting appointments you will constantly be frustrated because w/o appointments you can’t recruit anyone or close any sales.

No recruits or sales = no growth/ $$$

Page 9: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

HOW TO

Practice, practice, practice,

The better you, your new recruit, and anyone who appears to be serious are about setting appointments the more likely you/they will actually set them.

Always use 2 choice close. Would it be best to meet During the week or are weekends better?

Page 10: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

BUT HOW…..

Your new recruit manual….follow the scripts.

Countless CD’s – Primerica online

Pfsmedia.com

La Marque System (winwithme.com)

Brandon Neil CD’s (neilteamfreedom.com)

Mypfstraining.com password: Pricafe

Page 11: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

BUT HOW DO I DO IT???

By asking moving, motivating, life stirring questions.

By getting to the point. Don’t dance around the subject. If you don’t have faith in what you bring to families, how are they to believe you?

By giving them a choice….

Page 12: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

BUT WHAT ?’S DO I ASK…

How do you feel about your opportunity to create the life you really want through your current career?

Is what you are doing what you thought you would be doing when you were a teenager and still dreaming about a great life?

Do you plan on doing your current job until your 65 or until you retire?

If not, what is your plan to change careers and do what you really want?

Page 13: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

If you could be your own boss, determine your income, have complete control of your time, and help other people in a significant way doing it, would that be attractive to you?

What kind of income would you have to potentially earn to consider making a career change?

If you could earn 2 to 3 times that amount would you be open to finding out how?

How would you feel about making $100k a year or more by helping people get debt free, and financially independent

Is your current career w/ it’s pay scale ever going to pay you what you are worth or provide for your family the way u intended to?

Page 14: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

What dreams and goals do you have that you thought you would have accomplished by now but you haven’t and they’re still important to you?

What’s your current plan

If I could show you how to earn $500-$2000 per month part time with a flexible schedule would you be open to exploring that opportunity?

Page 15: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Winning Presentation

You must master your Kitchen Table Presentation! Master and Memorize

It’s showtime!

Audio and Videos

Study and drill for skill!

Audio yourself

Learn and use Referrals!

Success System

Page 16: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Master your Products

Life (ratebooks)

Mutual Funds

Variable and Fixed Annuities

Auto and Home

PPLP

Long Term Care

Debt Watchers, Freedom Financial, Enrich

FNA

Page 17: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Overcoming Objections

Keith Otto

Jeff Fieldsted

Hector Lamarque

Review every presentation for a debrief

Page 18: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Recruit Your Client

Learn to recruit at the KT

Shortfall or upfront

Page 19: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Recruit Fast Start

Fast Start Bonus

Build a list

Contact the list

Solves the prospecting problem

Builds a business instead of being self employed.

80% of your appointments should come from new recruits markets.

Page 20: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

Rally to Big Events

Shows the big picture

Does the work for you

Work from event to event!

Learn to sell…. don’t tell

Page 21: PROSPECTING & APPONITMENT SETTING · 7 fundamentals + PROSPECTING Is the ... Hector Lamarque ... PROSPECTING & APPONITMENT SETTING Author: Lindsey Pittman Created Date: 2/4/2014 10:23:13

4 Point Game Plan

1. Recruiting is the #1 priority

2. Everybody attends the Opp meeting

3. FNA for every new recruit

4. Race new teammates to District