What do regular type companies do when they recruit people?  Show them how to win as much as the business owners win?  Allow them to profit the most off of their own work, effort, and sweat?  Motivate them to make “a lot” more money?

Let’s do another hypothetical Question and Answer (Q&A) :

Q: would you say that most people in today’s world are pretty sales adverse?  For example, someone walks into a retail store and the employee asks if the person needs assistance.  The person quickly gives a response like, “no, no.  I’m good thanks.  I can help myself”.  Most people are conditioned that way, right?

A: absolutely.

Q: and especially so when it comes to financial services?

A: yes.

Q: so if a company were to have the best and most nurturing financial plan, concepts, and products, what would be the point if they can’t get into enough homes?

A: I don’t know.

Q: so you’d agree that in order to get into enough homes, one needs a certain amount of credibility?

A: yes.

Q: what are some ways to have that credibility?

A: a reputable name, a mainstream image, good advertising, …

Q: true.  Of course, if a company spends a lot on advertising and has high overhead to keep their buildings looking pretty, who pays for that?

A: the CEO’s?

Q: not quite.  The customers pay for it indirectly.  The overhead expenses are somehow incorporated into the cost of the products.  So, if Primerica is eliminating a lot of overhead expenses for things like advertising and prettiness, we can pass on those savings to the customers with less expensive products and services, right?

A: good point.  Referrals can also build credibility.

Q: absolutely.  Referrals are the key.  Of course, people are only going to refer so many if there isn’t something big in it for them.  Would you agree with that?

A: for sure.

Q: how about if people refer when there is a substantial money making opportunity attached to it for them and in addition to referring, they go with the Primerica trainer to the home to fully utilize their credibility, adding it to the trainer’s experience and skill, to create a win-win-win situation?

If You Don’t Like the Business Model, what Would You Suggest as an Alternative?

Primerica distributes financial products and services to mostly middle income families bringing concepts from Wall Street to Main Street - Primerica Business Opportunity - Strategic Partners.

We have about 6 million clients using our business model.  When the horrible 9/11 incident occurred, Primerica had life insurance clients in both towers and in all the planes - YouTube - ‪PFSMedia.com ~Primerica IPO ~ John Addison ~ Fox News‬&rlm.  How about if we put you on the Board of Directors for the moment?  Now, can you suggest another business model that would allow us to hit that goal or anything close to it?  Well…?

One can debate the practicality and morality of the business model to infinity.  You cannot debate the numbers.

Most Licensed Agents in Primerica Are Part-Time.  Why Would You Want Someone who's Part-Time Taking Care of Your Finances instead of a Dedicated Full-Time Agent?

There are 2 reasons why you would:

1.  when full time agents are hired in the financial industry, one seems to mostly get one personality type.  Wouldn't you want someone with more of a nurturing attitude taking care of your finances like a doctor, teacher, pastor, ...?  It's unlikely that people in those types of professions will give them up to go full-time.

2.  when you're dealing with agents who are part-time and have jobs that already finance their living expenses, you're definitely less likely to encounter one who's motivated to push a product/service on you that you don't necessarily need!

Would You Like to Be the One Who Profits the Most from What You Do?

As an example, let's assume a $50,000 investment trade is done by a Representative (the lowest contract level) in Primerica. Here's what everyone gets paid from the top hierarchal level to the lowest hierarchal level:

Who profits the most from the Representative’s own work, effort, and sweat?

If a Regional Leader did the $50,000 investment trade, the compensation break down from the top hierarchal level to the lowest hierarchal level would be:

The Regional Leader has earned the most from his/her own work, effort, and sweat, and has earned more than everyone else combined!

Do You Like Arrangements that Are Win-Win?

If a new associate brings their upline trainer to see people who the associate knows, the upline trainer gets:

• the full commission on any life insurance and investment business that gets done and override income on subsequent business that comes from those people.

Is that fair?  Well…

the new associate gets:

• up to $300 as a training bonus,
• the commission on any business not involving life insurance and investments,
• the full commission on all subsequent business that happens with those people,
• all referrals that come from those people (example: if the new associate brings the trainer to see 10 people and 3 of them each refer 5 people, then the new associate has 15 people in his/her inventory instead of 10 people for when he/she gets licensed),
• all recruits that come from those people, that can lead to more people to see and override income,
• the opportunity to ethically repeat the process with anyone who he/she recruits into the business (so he/she gives up one hot market for the opportunity to get an unlimited number of hot markets),
• the chance to quickly earn a higher income by getting promoted quickly to 2 contract levels higher or more, and
• training (it’s as though the commission that the new associate gives up, is his/her tuition fee).

So, is that a fair trade?  Take out a calculator and see what you come up with.

Q: is it true that if the associate quits, the upline people get his/her market?

A: yes.  Whether or not the associate quits, is totally the associate's decision and how is that hurting anyone if we’re doing the right things for people - www.youtube.com/watch?v=2GSD20gAuZg ?

Q: I can understand giving up to get more but doesn’t the field training process involve giving up my “best” people (hot market)?

A: yes.  Otherwise, are you sure that you’d want to see those people after you get licensed?  Those are people who know you really well.  They know your good habits which is of course, a good thing but on the same note, they also know your bad habits.

Also, if you were to have someone take control of your finances, who would you comfortably allow to do that?  In other words, what would be your preconceived notion of the expert?  I’m assuming that it would be along the lines of the person from out of town, that nobody knows, with the briefcase.

Personal Story

One year after I got licensed, I went to see a good long-time guy friend of mine and his wife.  During my unlicensed period, I didn’t include him on my hot market list because he wasn’t right market yet.  He was single at that time and couples are primarily Primerica’s target.  He had seen a Primerica presentation and knew that I had been in the business for a year.  I was more than welcome in their home and believe me, they think very highly of me!  Almost every time they go out, they call me to see if I want to join them.  Still, when I sat down to present what I do, they were pleasant, impressed with the way I did it, but never seemed to give a response suggesting that they were ready to do business with me.  I used to work with him at a grocery store.  That was his already established perception of me.  It’s not that they didn’t like me or what the company does.  They just couldn’t bring themselves to take me totally seriously and see me in the role of the expert for them.

However, if I had taken my field trainer to see them during my unlicensed training (had they been together at that time) and they referred 3-5-10 people to us, then I went to see those 3-5-10 people once I was licensed, do you think that they would have that already established perception of me?