FAST START PLANNER
The step by step guide to getting your business
and income off to a fast start
No one plans to become mediocre. Rather, mediocrity is a result of no plan at all.
- Tommy Newberry, Success is Not an Accident
PFS | FAST START PLANNER 
1
Getting Off to a Fast Start
Your 1st 30 Days are the most important days in your Primerica business.
1.Understand we are on a Crusade to help people
More than 2 out of 3 people in U.S. live paycheck to paycheck
More than half of all workers have less than $25,000 in savings and retirement.
95 million U.S. adults have no life insurance.
Average American household has nearly $15,950 in credit card debt (in 2012).
2.Understand this is a Business not a Job
Every Business needs 2 Things:
-Staff (Recruits)
-Customers (Clients)
Our job is to help you build your team & client base
Your job is to put us in front of people and we will do all the work
If you FOLLOW OUR SYSTEM you will be able to accomplish your goals
-You will be licensed within the next 30 days
-May have 2-3 Licensed people with you on your team
-Be in a position to earn $1,000 - $3,000 mo. once you are licensed
-Be in a position to go RVP in 18 – 24 Months.
-Make $20k - $50K your 1st year & $50k - $100k their 2nd year.
AS we go through this Game-Plan, look at this as the TRAINER not as the TRAINEE.
On a scale of 1-10, How Motivated are you to make this happen?_________
PFS | Getting Off to a Fast Start 
2
Get Specific on your Goals
Top 3 Compelling Goals
i.e. pay off debt, new car, new home, savings, private school, college, vacation, Travel, new career, new business, get rid of job,
On a scale of 1-10, How Motivated Are You to Make this Happen? ______
If it’s i porta t ou will fi d a wa , if ot ou will fi d a e cuse
Training
Training
PFS | Get Specific on your Goals 
3
Promotions & How Production is Counted
Income Protection (Life Insurance) – 100% of the 1st Years Premium:
Example: $83.33 month X 12 months = $1,000 - Take Contract Level X the amount of the yearly premium
Representative: |
$1,000 X 25% Contract = $250 |
Rep 25%
$83/m Life App
$250
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Sr Representative |
$1,000 X 35% Contract = $350 |
Sr Rep 35%
$83/m Life App
$350
Rep 25%
$83/m Life App
$250
Rep 25%
$83/m Life App
$250
Rep 25%
$83/m Life App
$250
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District Leader |
$1,000 X 50% Contract = $500 |
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Promotional Goals
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IBA Submitted |
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Representative |
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Sr. Representative |
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District Leader |
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Division Leader |
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Regional Leader |
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Regional Vice President |
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PFS | Promotions & How Production is Counted 
4
FAST START BONUS – Become a Pace Setter
The secret of success is getting off to a fast start – and the new Fast Start Bonus system rewards you for doing just that.
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30 Day Activity from IBA Date |
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Recruits |
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Field Training |
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Observation (FTO) |
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Requirement |
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Payment |
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or Personal Life |
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Sales |
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Complete PFSU |
$100 |
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Pass Notice |
+ $200 |
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Received |
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3 |
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Total = $300 |
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Note: Recruits & Training Observations must be complete 30 days from IBA Date. License deadline is 60 days.
Become a Pace Setter
1.3 Recruits (Deadline is 30 days)
2.Witness 3 Life Sales (Deadline is 30 days)
3.Complete Exam (Deadline is 60 days)
Benefit #1: Promotion & Experience
Move from Representative to Sr. Representative (40% Raise)
Gain Experience & Become Licensed
Benefit #2: Have a Team and begin overides
Benefit #3: Special Invitation to Dinner with the RVP(s)
You and your spouse will be invited to a special dinner with the Regional Vice President
Benefit #4: Company Bonus of $300
Benefit #5: You are on your way to accomplishing your goals
Benefit #6: Momentum
By getting off to a great start, you become very attractive and inspire motivated people to follow you. This turns the work into fun and your business grows much faster!
On a 1-10, what is your desire to achieve Pacesetter? _________
PFS | FAST START BONUS – Become a Pace Setter 
5
Memory Jogger
Married |
Children |
Homeowner |
Employed |
Competitive |
Hardworking |
3 most Motivated |
People Skills |
Mother / Father |
Richest person you know |
Works part time |
Maid of Honor |
Teacher |
Real Estate |
Sales |
Ambitious |
You helped out recently |
Wants more income |
Has own business |
Coach |
Goes to Church |
Hates their job |
Competitive |
Friends |
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Was laid off |
Aunt / Uncle |
Person with Most Credibility |
Goes to Church |
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Goes to Gym |
Needs extra money |
Positive |
Go to Lunch with |
Brother / Sister |
Best Man / Best Friend |
character reference |
Who would you call if car brakes |
Our Target Market: 22-55 Years Old, Married, Employed, Home owner and has Children
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Relationship / |
Name |
Spouse |
Telephone |
Characteristics |
1
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What to do with 4 & 5 Points: Field Training / Kitchen Table
What to do with 1, 2 & 3 Points: |
Invite to Overview |
Married |
Kids under 18 |
Home Owner |
Employed |
Age 25-55 |
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How To Schedule a Kitchen Table Appointment
What to Say….. |
What Not to Say….. |
- I need your Help |
We can help you with: |
- I am in training |
- Your Insurance |
- I need about 45 minutes |
- Your debt |
- Can you help me with Training |
- Your investments |
OPTION 1: Via Text Message
* Your Text: "He , I eed a fa or. I just got started ith a fi a ial ser i es o pa . I’ e ited.
I have to witness 6 Training appointments to get certified, and I put you down as someone that would be willing to help me out. Can you please help me with my training? Thanks!"
After appointment is set, text: Thanks for helping me out w/ my training! See you (day)!
OPTION 2: Via Call
Hello _____, this is ______ .. Brief Conversation
E– Excited - The reason I am calling is I am really excited. I just started working with a company and I am getting licensed with New York State
T– Training – I am going through training right now a d….
H – Help - |
I need your Help in order to get my certification complete |
O – Observe - |
I have to Observe 6 training presentations in order to complete my training |
P – Please |
Can you please help me with my training? I sincerely appreciate it more |
than you can imagine. I would not be asking you if this was not important to me. Thanks again.
Answering Questions
What is it? Tell me more.
It’s Financial Services. The company helps people make and save money for retirement. This is about me getting my training. I’ really EXCITED about it. Can you please help me with my training..(ask a question)?
PFS | How To Schedule a Kitchen Table Appointment 
7
We’re in good shape. / Not interested in buying / I have a financial planner.
That’s fine. You do ’t have to buy anything. This will really help me out for my training. So can you please HELP me out?
How long will it take?
About 30 minutes. So can you please HELP me out?
What do I have to do?
Listen to short presentation from a trainer and ask a lot of questions. The more questions, the more I learn. Thank you so much for helping me.
Let me check with my spouse and I will call you back.
Great. While I have you on the phone, can we set something TENTATIVELY and if this does ’t work, you can call me back tonight or tomorrow? Great!
IF YOU DON’T KNOW THE SPOUSE VERY WELL: Please let your husband/wife know this will really help me out and I really appreciate him/her doing this.
Setting Appointment Date
QUESTION: Are Weekends or Weekdays better for you?
Weekends |
Weekdays |
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Is Saturday good or is Sunday better? |
Mon or Tues? / Thursday or Fri? |
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Afternoon or Evening? |
Afternoon or evening? |
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2pm or 4pm / 6pm or 8pm? (avoid 7pm) |
2pm or 4pm / 6pm or 8pm? (avoid 7pm) |
** CAN YOU MAKE SURE THIS IS A GOOD TIME FOR (spouse), because I need both of you
there for it to count for my training? |
I |
eed |
arried |
ouples. |
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No |
______, ould ou please put this o |
our |
ale dar e ause I’ll e ri gi |
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trai |
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ith |
e a d it’s i |
porta |
t that ou a |
d |
spouse are |
oth there. My credibility with my |
trai |
er is really i |
porta |
t, please do |
’t sta d |
e up. Thank you for helping |
e a |
d I’ll see |
you ______ at ______ |
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PFS | Setting Appointment Date |
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How To Schedule a Guest for the Overview
OPTION 1: Warm i vite opi io Approach
*Call / Text: Hello John, I need some help. I just started working in a new business and I am excited about it. I value your opinion and wanted to show you what I am doing. Can you take a look and let me know if you see the same potential I do? Thank you.
OPTION 2: War i vite Opportu ity Approach
I just started working with a company that is expanding. They are looking for some sharp people for part-time & full-time. You were one of the first people I thought of. Are you interested in making some extra money?
What is it?
It is a financial company that helps people make money, save money & plan for retirement. Is that important? I can schedule you for Wednesday at 7:30pm or Saturday at 10am, what works better for you?
“What is the company? What do they do? How much do they pay?”
"It’s a atio ide fi a ial ser i es o pa that is e pa di g right o i our area… All I k o is
they are looking for some more sharp people and I thought you might be a good candidate.
“Do you need any experience, degree, or a certain background?”
"The main thing they are looking for is good people with great work ethic. I can schedule an interview for you on Wednesday at 7:30pm or Saturday at 10am, what works better for you?
Weekly Schedule
Monday
10pm – 10:30pm – Team Conference Call
Wednesday
7:30pm – General Training / Opportunity Briefing
Saturday
9am – Advanced Training
10am – General Training / Opportunity Briefing
*Attendance to training is a critical part of success.
PFS | How To Schedule a Guest for the Overview 
9
Success Checklist
Complete in 30 days to become a PFS FAST Track Council & Pacesetter
1. Recruit 3 Representatives (High Priority)
2. Witness 3 Training Transactions (High Priority)
3. Register & Complete PFSU (High Priority)
4. Orientation - Promo Guidelines, Bonus & Top 25
5. Text Messages / Calls
6. Audio Training: Overcoming Objections / 1 on 1
7. Personal FNA / Wealth Builder Plan
8. Download Primerica App
Submit this Form for a Primerica PIN
Name & Solution#: __________________
IBA Date: _______ Completion Date:_____
PFS | Success Checklist 
10
