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

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.

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.

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).

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.

“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.

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.

POL ➜ TurboApps ➜ “Quotes”.
Enter height, weight, DOB, tobacco status.
Product types:
• Power Term = Non-medical
• Precision Term = Medical (cheaper if labs passed).
Coverage guideline:
\text{Death Benefit}=\text{Annual Income}\times8\text{–}10
Rider: Waiver of Premium (if disabled, premiums waived).
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}.
Use “Payment Table” for incremental face amounts.
Print quote (omit agent comp). Include contact info.

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.

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

Fingerprinting (prerequisite).
Life/Health – already in progress.
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.
Free Kaplan prep via POL ➜ Securities Licensing ➜ Webinars & quizzes.
\$1{,}000 bonus for passing securities quickly.

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.

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.