Primerica Field-Training Playbook: Auto/Home Referrals, Cross-Sales, Licensing & Compensation

Referral Program – Auto & Home Insurance

• Platform: POL ➜ Home & Auto section ➜ “Make Referral” button.
• Dial-in number: 877-xxx-xxxx (Answer Financial).
• Required when calling:
  • Client present (mom & dad, cousin, etc.)
  • Your “rep code” + last name
  • Current carrier, premium, # of cars, home policy details.
• Example savings logic:
  • Current: Allstate, $500\,/\text{mo}$ on 5 cars.
  • Quote: Mercury Casualty, $400\,/\text{mo}$.
  • Parents likely to switch ➜ Info is sent ➜ Carrier switches the policy.
• Payout structure:
  • Direct-deposit roughly two weeks after switch.
  • Typical referral pay: ≈ \$100 for ≈20 min of work ("$20/min").
  • Top producer (Allan Morales) earned \$100 k+ on Auto & Home alone.

Simple Intro Script (Auto/Home)

1. "Hey Mom/Dad/Cousin, want to save money on car insurance?"
2. Give them the 800-number, your last name and rep code.
3. Follow-up next day: “Did you make the call?” – persistence required.
4. If savings not found: remind them to retry in 6 mo.

Cross-Sell: Will, Living Trust & PLPP

• After insurance quote ask: “Do you have a will or living trust?”
• High probability of "No" (esp. married, kids, homeowners).
• Offer Pre-Paid Legal Protection Plan (PLPP) as affordable solution.
• Workflow:
  1. Go to Products ➜ “Other Product” ➜ PLPP.
  2. Download “Will Questionnaire” (English PDF).
  3. Help client fill items #19–20 (asset list) using bank/mutual-fund statements.
• Opportunity: Identifying cash earning ≈2 % and upselling higher-yield investments.

Financial Needs & Asset Discovery

• Statements reveal low-yield money – transition to Primerica investments.
• Trainer demonstrates how to move funds from 2 % to higher rates.
• Observation → Duplication: watch trainer, become trainer.

Trainer Path & Fast-Start Philosophy

• Pass Life & Securities, BUT run appointments simultaneously.
• Goal: ≥10 appointments/month, watch & learn.
• Chain-of-Representation transfers clients to you once licensed.
• Long-term vision: build competent trainers, duplicate Mario/Barragán system (16 k licenses in one year).

Warm vs Cold Market Prospecting

Warm Market (Friends/Family)

• Use e-T-H-O-R framework:
  • Excited
  • Training
  • Help
  • Opinion
  • Referral
• Sample call to Mr. Queen:
  "Uncle, I need your help. I’m in training and value your opinion. Could we meet Wed @ 6 pm or Thu @ 8 pm with my trainer?"
  – Book spouse present; give two date/time options.

Business Opportunity Script (Peers)

• “Christian, are you keeping your income options open?”
• Invite to Opportunity Meeting / Zoom; stress partnership & credibility (“I wouldn’t join if it wasn’t good”).
• Indirect cold-market approach in public: “We’re expanding, know anyone wanting extra income?” ➜ Exchange numbers ➜ Set interview.
• Embrace “No”; one or two “Yes” scale business.

CRM Usage

• POL ➜ CRM ➜ “Last Contact” to enter all ~100 phone contacts.
• Enter email + mobile to trigger automated campaigns:
  • Referral
  • Birthday
  • Opportunity
• System sends emails/texts; prospects reply; you schedule Zoom/in-person.

Ethical / Urgency Stories

• Friend delayed, prospect shot by stray bullet → family left unprotected.
• Sister’s death claim delivered at 54 – reinforces mission.
• Moral: procrastination hurts families; duty to protect NOW.

Life Insurance Quoting (TurboApps)

1. POL ➜ TurboApps ➜ “Quotes”.
2. Enter height, weight, DOB, tobacco status.
3. Product types:
   • Power Term = Non-medical
   • Precision Term = Medical (cheaper if labs passed).
4. Coverage guideline:
   $\text{Death Benefit}=\text{Annual Income}\times8\text{–}10$
5. Rider: Waiver of Premium (if disabled, premiums waived).
6. Quote example (Age 49, female, $10 k/mo income):
   • 35-yr term, $1.2 M ➜ $\$385\,/\text{mo}$
   • 20-yr term lowers to $\$183\,/\text{mo}$.
7. Use “Payment Table” for incremental face amounts.
8. Print quote (omit agent comp). Include contact info.

Compensation Math – Life, Auto/Home, Securities

Life Insurance

• Advance: 75 % of 1st-yr commission fronted (must stay 13 mo to avoid charge-back).
• Hierarchy example (face $1 M @ $183.76/mo):
  • Annualized premium: $183.76\times12=\$2{,}205$.
  • At Rep code: $\approx\$154$ per policy.
  • Promotion doubles pay: District Leader (3×3) earns $\approx\$308$.

Auto & Home

• Referral check ≈$\$100$ per switch.
  $5{,}000\$\ goal\; /\;200\$ = 25\;switches$ to hit $\$5 k$.

Securities (after licenses)

• Dealer allowance (example) $5\,$.
• District Leader grid = 35 %.
• Payout formula:
  $\text{Commission}=\text{Investment}\times0.05\times0.35$
• Example: $1{,}000{,}000\times0.05\times0.35=\$17{,}500$ on one rollover (1.75 %).

Licensing Road-Map

1. Fingerprinting (prerequisite).
2. Life/Health – already in progress.
3. Securities (3 exams):
   • SIE (75 Qs) – must pass first.
   • Series 6 (Fed).
   • Series 63 (State).
   – If SIE failed, study & take 63 during 60-day wait.
4. Free Kaplan prep via POL ➜ Securities Licensing ➜ Webinars & quizzes.
5. $\$1{,}000$ bonus for passing securities quickly.

Promotion & Ownership Ladder

• 3 Recruits + $3 k Premium = District Leader (DL).
• Continue team/production ➜ Regional VP (RVP).
• Ownership perks: stock grants & equity – unique vs traditional jobs.
• Vision: reach RVP by 2027 Atlanta Convention (2 yrs).
  Income target $200\text{–}300\,k$.

Prospecting Metrics Example

• Goal: 8 appointments/week ×4 weeks ×3 mo = 96.
• Assume 25 % conversion ➜ 24 clients/teammates.
• Each duplicates process ➜ exponential growth.

Practical Tips & Best Practices

• Dress business-professional; project credibility.
• Meet spouses; in-person best, Zoom ok.
• Use “field training bonus” tables for low-premium youth policies.
• For impaired risks (leukemia, etc.) send C.O.D. to protect QBI.
• Compliance on social media; follow company guidelines.

Philosophical & Real-World Implications

• Entrepreneurship vs 40-yr job: only business ownership buys McLaren, Rolls-Royce.
• Protecting families beats procrastination; life can change instantly.
• Building trainers creates community wealth and stability.

Key Formulas & Numbers Recap

• Need Analysis: $Death\;Benefit = Income \times 10$
• Annualized Premium: $Monthly \times 12$
• Life Advance: $75\%$ first-yr commission.
• Auto/Home Goal: $5{,}000/200=25$ policies.
• Securities Commission: $Investment\times5\%\times Grid\%$.