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BUSINESS SYSTEM MANUAL

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Preface:

BE COACHABLE

The Common Sense Financial Business System Manual offers people of all backgrounds an opportunity to change their lives and accomplish dreams they never thought possible. This is your opportunity to do just that, accomplish your dreams. Being in business for yourself, but not by yourself, gives you the freedom to choose your lifestyle. You can work the hours YOU want to work and make the kind of income YOU are driven to make. This Business System Manual will teach you how to implement the best of Retail Marketing, Team Building and Relationship Marketing. By following the contents inside, you can master these marketing concepts, creating a hybrid business model which has proven itself over many decades to be one of the most successful systems ever. Be coachable to the system. Follow the principles you learn inside, with exactness. Don’t try to change or re-create the system. Those who can copy the fastest will win the biggest. Four steps to building a successful business are:

1. Find a plan that works (provided in this manual) 2. Duplicate it over and over 3. Lead by example (you do it first) 4. Think big, be visionary and expect to win!

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THE BUSINESS SYSTEM MANUAL

The rapid relentless repetition of these six simple recruiting steps can lead to the building of a big business with many distribution outlets.

STEP 1 PROSPECTING Leader controls prospect list Leader shows how team will be built STEP 2 APPROACH AND CONTACT Leader controls the point of contact Leader teaches new associate how to contact STEP 3 PRESENTATION Leader shows how to give a presentation Leader shows how to invite to the BPM Leader runs the BPM STEP 4 FOLLOW UP Leader shows how to schedule follow up appt. Leader shows sign up process to associate Leader shows how to fill out an application STEP 5 FAST START Leader helps new recruit through the “Fast Start” STEP 6 DUPLICATION Leader goes through steps 1-6 with new recruit Leader duplicates steps 1-6 over and over

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STEP 1 PROSPECTING DEVELOPING A TARGET MARKET Purpose: To organize your available resources to attract the people needed to accomplish your goals. You can divide prospecting into five areas: 1. NATURAL MARKET Includes friends, neighbors, relatives, co-workers, social contacts and business contacts. 2. FRIENDSHIP FARMING Turning strangers into friends to create a natural market. 3. FRIENDSHIP BORROWING Relationship marketing through our third-party referral system. 4. PROFESSIONAL PROSPECTING Using websites, ads, letters, videos, etc. 5. COMPANY LEADS Using company leads can help re-launch your business by writing new business and recruiting to your team. Leads should be looked at as a temporary fix to re-establish your business. Point splits with the Common Sense Financial are necessary to keep the lead program funded. Check with your up-line Partner to see current split program.

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DEVELOPING YOUR NATURAL MARKET

Making a target market list should be a top priority for any new associate. Make the list an exciting business adventure. From this list you’ll build a business that can transform the lives of the people on it.

IMPORTANT KEYS TO DEVELOPING YOUR LIST 1. ADD NAMES, DON’T ELIMINATE THEM.

Using the memory jogger provided, think of everyone you know. Add their name to your list. Don’t decide for them if they would be interested. (This would be a major mistake!) Let them decide for themselves after you show them what you’re doing. Remember, it’s not just who you know, but it’s who they know as well.

2. COMPLETE YOUR TOP 25 LIST

Look especially for people with the following qualifications: 25+ years old, Married, Dependent children, Homeowner, Solid business/career background, $40,000+ household income, Dissatisfied with their current situation and Entrepreneurial minded.

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MEMORY JOGGER

1. Work with 2. Boss 3. Partner 4. Landlord 5. Security

Guard 6. Sales 7. Assistant 8. Caterer 9. Customer 10. Valet 11. Coffee shop 12. Car pool 13. Manager 14. Lunch with 15. Competition 16. Repair

person 17. Copier 18. Union 19. Complainer 20. Inspector 21. Credit union 22. Pension

plan 23. Delivery 24. UPS 25. Fedex 26. Mail 27. Lost job 28. Laid off 29. Almost lost

job 30. Hates job 31. Missed last

promotion 32. Most likable 33. Needs a

part-time job 34. Engineer 35. Payroll 36. Contractor 37. Preacher,

Bishop 38. Nurse 39. Dentist 40. Doctor 41. Surgeon 42. Chiropractor 43. Massage 44. Therapist 45. Fitness

trainer 46. Carpenter 47. Auto

mechanic 48. Body shop 49. Gas station 50. Teacher

51. Coach 52. Substitute

teacher 53. Sunday

school teacher

54. Banker 55. Teller 56. Policeman 57. Highway

patrol 58. Home

builder 59. Painter 60. Roofer 61. Insulator 62. Landscaper 63. Carpet layer 64. Hospital

worker 65. Department

store 66. Grocery

store 67. Waitress or

waiter 68. Chef 69. Cashier 70. Auto supply 71. Electrician 72. Hardware 73. Truck driver 74. Pharmacist 75. Funeral 76. Flower shop 77. Restaurant 78. Dry cleaners 79. Cable tv 80. Optometrist 81. Tire store 82. Realtor 83. Office

supply 84. Computer

programmer 85. Phone sales 86. Pest control 87. Cosmetics 88. Carpet

cleaner 89. Bowl with 90. Basketball 91. Football 92. Soccer 93. Baseball 94. Softball 95. Tennis 96. Hunting 97. Camping

98. Racquetball 99. Fire chief 100. Fireman 101. Scoutmaster 102. Den leader’ 103. Barber 104. Beautician 105. Photograph 106. Counselor 107. Sister-in-law 108. Brother 109. Mother 110. Family 111. Cousins 112. Aunts 113. Uncles 114. Grandparent 115. Neighbor on

the right 116. Left 117. Up the

street 118. Down the

street 119. Across the

street 120. Above or

below 121. Niece 122. Nephew 123. Best friend 124. Spouse best

friend 125. Farmer 126. Army 127. Navey 128. Airforce 129. Marines 130. Babysitter 131. Maid of

honor 132. Bridesmaids 133. Ushers 134. Fellow

church members

135. Plumber 136. Jogs 137. Mountain

climbs 138. Hang glides 139. Karate 140. Principal 141. Music

teacher 142. Hates to

lose 143. Lawyer 144. Professor

145. Chamber of commerce

146. Hotel business

147. Printing 148. Surveyor 149. Radio

announcer 150. Sportscaster 151. Journalist 152. Writer 153. Weather 154. Editor 155. Tanning 156. Arcade 157. Baker 158. Librarian 159. Accountant 160. Pilot 161. Finance 162. Flight

attendant 163. Air traffic

control 164. Travel agent 165. Ambulance

driver 166. Paramedic 167. Antiques

dealer 168. Piano tuner 169. Locksmith 170. Upholstery 171. Veterinarian 172. Notary

public 173. Orthodontist 174. Dance

teacher 175. Cabinet

maker 176. Architect 177. Bus driver 178. Animal

trainer 179. Social

worker 180. Direct sales 181. Computer

games

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FRIENDSHIP FARMING

The System to Turn Strangers into Friends

When talking with people you meet, it’s easy to use the FORM System to get to know them better.

F family, children, where they live, etc.

O occupation. Where, how long, do they like it? R recreation. What do they do for fun with family? M message. Give a brief description of what you do. Anywhere you go you can meet people. Using the FORM System will help you get to know people more easily and allow you to find common interests quickly. Over time you may make some great friends, whether or not they join your business or become your client. FRIENDSHIP BORROWING Relationship marketing is one of the keys to your long-term success. All great business builders have mastered the art of getting referrals from satisfied clients. Referrals will provide you with an endless supply of prospects for both recruiting new associates and product sales. Using the STEAM Method will help you jog the memory of your clients to help you get referrals. S sales. Who do you know that is a great salesperson? T teacher. Who comes to mind when I say teacher? E enthusiastic. Who is the most enthusiastic person you know? A ambitious. Who do you know who really wants to be a

success? M money motivated. Who do you know that needs more income?

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Why Master the Referral System? # of sales # of referrals close ratio 50% 1 10 5 5 50 25 25 250 125 125 1,250 625 625 6,250 3,125 PROFESSIONAL PROSPECTING Another way to build your business is by using any of our powerful communication tools and brochures. Please see the website and/or your upline Partner for current approved media available for distribution.

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STEP 2 APPROACH AND CONTACT CONTROLLING THE POINT OF CONTACT Purpose: To effectively contact a prospect and set up a training appointment with you and your trainer. Preventing the Scenario Of Disaster Your enthusiasm creates curiosity so they ask questions and you attempt to answer the questions. You answer wrong!!! They jump to conclusions. The result is failure! Points to remember in making contact with a prospect:

1. Show enthusiasm. Don’t be tentative. We have a first-class, professional, quality business and products.

2. Don’t get into extensive questions and answers. For you, it’s premature. Let them hear it from our experienced leadership (trainers).

3. Schedule an appointment with both husband and wife. When you go to the appointment, if the husband or wife is not present, your trainer will likely reschedule the appointment to a time when they will both be able to attend.

4. Master the script. This gives you the method to effectively set up appointments.

Become a Student of the 10 Points of Human Nature:

1. People are quick to jump to conclusions. (They’re usually wrong)

2. People are skeptical. 3. People procrastinate. 4. People set big goals. 5. People are curious. 6. People don’t think they can sell. 7. People don’t like insurance salespeople. 8. People would like to be their own boss. 9. People would like to have a business of their own, BUT… 10. People all doubt that they ever could or would.

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SUGGESTED SCRIPT FOR SCHEDULING APPOINTMENTS WITH A TRAINER “Hi__________ this is __________”. “ ________I only have a quick minute. The reason I’m calling is I don’t know if you have heard, but I recently began working with a financial services marketing company called Common Sense Financial. I’m really excited about this company and I’m currently in their training program. I’m studying for an exam to get licensed and I’ve been learning about some very interesting and helpful financial concepts, products and services, and I thought that you might benefit from this information as well. I want to come by with __________, my trainer and review this information with you and __________(spouse). You’re going to love this information. “By the way it will only take about 30 min and there is certainly no obligation to buy anything. “Which is better for you, __________or__________(Monday or Tuesday daytime or evening) at (time) “Great, I’ll see you then”. “_______, can I count on you being there?”” _________’s (trainer) time is very valuable, as is yours and I really want to make a good impression.” ANWERS TO QUESTIONS YOU MAY BE ASKED “What is it?” “The appointment is to show you what I’m doing so if you or anyone you know has a need for what I do, you might be able to refer them to me. So which is better for you _______or________(Monday or Tuesday) “Who is Common Sense Financial?” “Common Sense Financial is a financial services marketing company dedicated to helping families and introducing them to financial concepts. Most families are overlooked by the financial industry. Our goal is to help all families get on track to their financial dreams. Common Sense Financial is aligned with some of the largest and most experienced financial companies in the world. So which is better for you _______or_______(Monday or Tuesday)

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WHEN YOU MAKE CALLS:

Be in a hurry. Be polite, but let them know you only have a quick minute. 30 seconds to 1 minute is all this should take per call. The longer you’re on the phone the more questions you’ll be asked.(scenario of disaster) Make more than one call at a time. If you get three no’s in a row, stop and talk with your trainer for more advice. Your minimum standard should be three new appointments every week throughout your training. This is to help you set the habit of a minimum of three appointments every week even after your training is complete. Three appointments per week is not going to help you build a huge business, but it will keep your business growing. If you have less than three appointments each week, your business will be going in the wrong direction. 3 appts/wk x 50 wks/yr = 150 appts 10% recruiting ratio = 15 recruits 30% close ratio = 50 sales x 3,000 pt/ea. = 150,000 pts. At a 50% average contract you would earn $75,000/yr. Plus, an override on whatever your team does

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STEP 3 THE PRESENTATION

PROPER WAY TO DO A ONE-ON-ONE PRESENTATION AND BUSINESS PRESENTATION MEETING (BPM) Purpose: Sell The Dream. Dress appropriately for your one-on-one training appointments. First impressions are just that. You only get one chance to set the tone for the appointment.

1. A dress shirt and tie is recommended for men. Business dress

or slacks is recommended for women. 2. Clean shaven, cologne/perfume, deodorant, etc… 3. Use breath mints. 4. Clean clothing, shoes polished, etc…

Preferably, drive together with your Trainer to the appointment. Trainer may need to meet you at the home of the appointment if he/she has other appointments to get to. Meet outside 5 min early. Don’t go into the home without the Trainer. Questions could start before the Trainer arrives and could change the outcome of the appointment. At the front door, do a minor introduction such as; “This is __________, my Trainer.” That’s it for now. The meeting should take place at the kitchen table. It’s up to you, the Trainee, to ask your contact to use the kitchen table. Once at the table, allow 5-10 minutes of getting to know each other before the formal introduction of your Trainer. Your Trainer will let you know when he is ready to start, that’s when you will do the formal introduction for your Trainer. Example: “I’m really excited to be here with _________. He is one of the most successful associates with our firm. I’m really fortunate to have him as my Trainer! I’m going to turn the time over to him so I can take some notes.”

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With that, the Trainer will take over the meeting. Be attentive and sit on the edge of your seat. Take notes. You should not ask or answer any questions during or after the presentation. You’re there to learn, the time will come when you will be the Trainer and will have the answers. When you get back outside you can and should ask any questions you may have. Take good notes. Your Trainer will schedule a time for both of you to get together and run strategies for the potential clients. As an unlicensed associate you will not be able to participate in the commission of a sale until after you have completed the licensing and appointing requirements. THE BUSINESS PRESENTATION MEETING The Business Presentation Meeting (BPM) is a standard presentation given to all prospective new associates, prior to joining your business. The presentation must be compelling and powerful and conducted by an enthusiastic, dynamic leader. The more people you have at the Business Presentation Meeting, the more excitement and contagious it becomes. Purpose, in the order of importance:

1. Re-commit all associates to the opportunity and their goals. 2. Teach existing teammates the power of team building. 3. Teach teammates on product lines, case studies, paperwork

and everything necessary to be successful. 4. Sell the power of the opportunity to new prospective associates.

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On the day of the Business Presentation Meeting, the following tasks should be performed:

1. Call and confirm any last minute guests. 2. Provide the Partner with a final count of the number of

guests expected. 3. Prepare a sign-up sheet for all associates and guests to sign

in as they arrive at the BPM. (as shown) 4. Have red nametags ready for guests. 5. Prepare any handouts that will be needed for training with

associates. 6. Ensure you have upbeat music playing prior to the BPM. 7. Have ready the ‘after the meeting’ comment cards for the

guests to fill out. BUSINESS PRESENTATION ATMOSPHERE The key to creating the right atmosphere is: Understanding Human Nature Although the content of what you say is very important, your tone of voice and body language can have more impact. Recruit people to an environment/atmosphere. People respond to what they feel, not hear. We build people and leaders at the Business Presentation Meeting. We offer the opportunity to build a business of your own and provide examples of success. The Atmosphere moves people!

1. You must be committed to creating the right atmosphere. 2. Have exciting uplifting music playing in the background. 3. Professional appearance. Proper business attire (coats and

ties) should be worn by all associates and guests. 4. Have a crowd of 20 or more people. The more people, the

more excitement. 5. Have the leaders know their roles and be in place at least 15

minutes prior to the start of the meeting.

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6. Use warm, sincere and honest introductions of all leaders participating in the meeting.

7. After the welcome, have the guests split off for the actual BPM and associates go to training.

8. Let guests know they can meet up with the person that invited them after the meeting ends.

9. If you as an associate decide to stay in the BPM, sit up in your seat, stay attentive, take notes, laugh, be excited, don’t ask or answer questions, don’t get up and leave the meeting. This time is for the guests; if you have questions you can ask them later after the meeting.

10. Use only leaders that are having success as presenters at the BPM.

11. In the training session, start off by recognizing the leaders who have guests in the BPM, then those who’ve recently passed an exam and then those who have achieved a new promotion.

12. Everything you do must be focused on creating an exciting, motivating atmosphere.

13. Remember, most people respond to what they feel more than what they hear.

14. Monitor how many people, old and new, attend the BPM and training each week. YOUR ATTENDANCE AT THE WEEKLY TRAINING IS CRITICAL TO YOUR SUCCESS!!! Even before you have a team, set the standard of attendance and others will follow.

THE ROLE OF THE BUSINESS PRESENTATION MEETING PRESENTER

1. The presenter should be licensed and currently having success with recruiting.

2. The presenter must have the right mentality to help move the prospect to a recruit decision.

3. The presenter must be prepared. People work too hard to bring guests to the meeting to allow for an unprepared presenter.

4. Keep all negatives away from the presenter before the BPM begins.

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SUBLIMINAL MESSAGES OF THE BPM

1. You can do it! 2. There’s money to be made here when products are sold. 3. These are good people doing good things with good

products. 4. People from all walks of life can become successful here. 5. This is a great organization with an exciting opportunity. 6. This is a family oriented business with family values.

AFTER THE MEETING Make sure your guest has completed the BPM questionnaire. Take your guest to meet your Partner. He will review the questionnaire and set a time, within 24-48 hours for an interview with your guest. You should also be present at the interview. This time, right after the meeting, is very important. Your guest will never be more excited than at that time. What To Say To Your Guest: “That was great information.” Or “I told you that it would be interesting.” What Not To Say: “What did you think?” “Was it good?” “Let’s get dinner and discuss what you saw.” “Do you have any questions?” These questions are too open ended. Let your leader answer all questions at the interview. Your Partner is there to help you build your business. If you’re not the Partner, then you’re not yet qualified to answer the questions and you’ll find yourself in the Scenario of Disaster!

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STEP 4 THE FOLLOW-UP MASTERING THE ART OF THE FOLLOW-UP Purpose: To move the prospect to a decision. THE FOLLOW-UP Just as important as controlling the point of contact on the front end, the follow-up is equally critical on the back end. The Interview The main focus of the interview is to get the associate to make a decision and then get them off to a fast start.

• Make sure the follow-up interview is done at the office. • Interviews are to be scheduled during the daytime. Evenings

are for field training. • Trainee should be present. • Spend the first 5-10 minutes building rapport.

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The Interview questions;

1. What intrigued you the most about what you heard at the Business Presentation Meeting?

2. Tell me a little bit about yourself, your upbringing, education, family, etc…?

3. What do you like the most/least about your current career path? 4. What do you see as benefits to associating with us? 5. As you know, we are selective with the people we interview.

Since our company seeks to keep an excellent reputation in the market place, we intend to maintain a high standard of excellence. With that in mind, what qualities would you bring to our company?

6. If you were to give this business a try, why would you be doing it? What would you hope to accomplish?

7. Are you willing to be coachable? (if answer is no, the interview is over. If yes, continue on.)

8. Based on what I’ve discussed, I can’t think of any reason why you wouldn’t give this a try, can you?

9. Other than training or licensing, do you have any questions I could answer for you?

“Based on what I’ve already heard today, I feel comfortable moving forward.”

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STEP 5 THE START-UP THE IMPORTANCE OF A FAST START Purpose: Immediate activity is crucial for the success of each new recruit. Just as the first few days of an infant’s life are critical to his/her health and well-being, the first few days for a new associate will set the tone for his/her business career. FAST START IS A MUST!!! There are 5 things we need to help you get completed in the next 7 days.

1. Hiring application 2. Names list 3. Goals 4. Client 5. 3 training appointments

Do you see any concern or problems to getting this done over this next 7 days? THE MOST IMPORTANT STEP OF ALL is for the new associate to complete the Fast Start! Golden Rule: A Recruit is Not A Recruit Until He/She Has A Recruit That Completed The Fast Start! THE VALUE OF FIELD TRAINING This IS what makes your business work! Every associate needs to learn how to close business and recruit people to their team. This can be discussed in the classroom, but no one can ever be successful from classroom study. In the field, face to face with potential clients/recruits is where knowledge and confidence develops.

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Field training should be provided to an associate until he/she is ready to field train other associates. Do whatever it takes – as much as it takes! A NEW ASSOCIATE READY TO FIELD TRAIN WHEN:

1. Understands basics insurance laws 2. Has mastered the one-on-one presentation 3. Has proven to be able to close business on his/her own (3

personal sales) 4. Has recruited one new associate on his/her own 5. Shows he/she can gather a FNA (financial needs analysis)

completely and has developed the skills to determine the best solution for the potential client

6. Knows how to run illustrations 7. Knows how to fill out applications 8. Attends ALL meetings 9. Leads by example (3 appointments per week), by competing

in monthly contests (must be in the race). No one wants a Trainer that doesn’t compete! Everyone wants the BEST Trainer

10. Is prepared to represent the company properly Field training is the responsibility of the Partner and Trainer levels. FOUR KEYS OF SUCCESSFUL LEADERS

1. Focus 2. Motivation 3. Execution 4. Fight For Your Next Promotion

CHALLENGE YOURSELF TO SET THE PACE Start a winning tradition for your team by setting the pace! Slow Start 3 new appointments per week Medium Start 5 new appointments per week Super Start 10 new appointments per week

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BUSINESS PLAN WORKSHEET

_____________________ ____________________ Current Level Next Promotion Level _____________________ ____________________ Current Production Promotion Requirements Goals for the number of new Trainees, _____ sales, _____ income, _____ each month. Time/Resources you are willing to commit: _______________ Number of evenings/hours/week _______________ Number of Overview invitations/week _______________ Number of Overview guests/week _______________ Number of follow-up interviews/week _______________ Number of new associates/week _______________ Number of one-on-ones/week _______________ Number of new clients/week Deadline to achieve your goals: ____________________

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5 M’s OF A BUSINESS PLAN 1. Money/Motivation

*What is your monthly money/income goal? _______________ *Why are you building a business? ______________________________________________________________________________________________________________________________________________________

2. Man power/Team

*Fast Start/Upstart Challenge 80/40/20/10 “Law of Numbers” -80 Contacts in you warm market -Of those 80 contacts, 40 could be ready to make a commitment to a one-on-one. -Of those 40, 20 could be ready to recruit or become a client. -10 out of the 80 may be interested in joining your team. *How many people do you want and need to hit your monthly goal? __________ *How many contacts per day do you need to hit your goal? ___________

3. Market *76 million baby boomers *Senior Market, a $41 trillion+ transfer of wealth *Baby Boomer children, Generation X *Relationship marketing *Which one do you want to start with? __________ *Who do you know? (Top 25 list) 4. Management/Field Training *You are in business for yourself, not by yourself. *Your Partner is __________ phone# _________ *Your Trainer is ________________ phone# __________ 5. Methods/Marketing Tools

*Business System Manual – to build and manage your business *One-on-one Presentations, Overviews, recruiting interviews and product brochures

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POINTS TO REMEMBER: 1. Be emotionally attached to your goals. 2. Read good motivational books such as; Think and Grow

Rich by Napoleon Hill, The Magic of Thinking Big by David J. Schwartz, The Cash Flow Quadrant by Robert T. Kiyosaki, How to Win Friends and Influence People by Dale Carnegie, and many others.

3. Control your associations. Nothing drains your energy faster than spending time with negative people.

4. Draw inspiration from building other people up. 5. Help challenge your team to achieve their goals, NOT

YOURS! They’re in business with you, not for you. 6. Hold high standards of excellence for yourself and your

team. 7. EXPECT TO WIN!!!

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DAILY/WEEKLY ACCOUNTABILITY SHEET NAME: MONTH: WEEK: ACTIVITY MON TUE WED THU FRI SAT GOAL TOTAL Read Business Plan # New Prospects How many contacts Scheduled appointments

Invitations to BPM Follow – ups BPM attendees Interviews with Partner Recruits Families helped/Sales TEAM Recruiting: Invitations to BPM BPM attendees Interviews with Partner Recruits Team Sales: Scheduled appointments

Follow – ups Families helped/Sales Income Savings Exercise Family time Spiritual Plan tomorrow

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HOW TO BUILD A BIG BASE SHOP The future belongs to those who build big base shops. A base shop consists of your team members that have not attained the Partner contract. It’s your job to help them get to Partner as soon as possible. WHY BUILD A BIG BASE SHOP?

• It’s your leadership factory: If you build leaders, teams will come. People in your base shop are your team members that have not yet attained the Partner level. It’s your job to help them attain the Partner contract as fast as possible.

• Compensation: The majority of compensation is in the base shop (by design) helping you to focus on building your team members to the Partner level as fast as possible.

COMMITMENTS TO BUILDING A BIG BASE SHOP

1. Personal Commitment: Decide you’re going to build a big base shop and communicate it to your team. Tell your team that you’ll be #1, and they’ll be #1.

2. Personal Recruiting Commitment: Go 10 to 15 wide as fast as you can! Collapse time frames by working faster and longer. Going wide increases your profitability.

3. Personal Leadership Commitment: Lead by example! Build leaders by tap rooting under them. When a recruit has a recruit, they feel an obligation to show up at the training meetings and be there for their team. This pushes them to start to lead their team. Leaders are built by giving them people to lead. Those that will become leaders will rise from this experience. (Thus, “a recruit’s not a recruit until he/she has a recruit. A leg is not a leg until it’s 4 deep”). Think big, but keep it simple.

4. System Commitment: Duplicate rapidly the 6 step process, over and over as fast as possible.

5. Field Training Commitment: Make sure ALL new associates qualify for the Fast Start Award. Get them in the field within 24-48 hours after signing up.

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6. Commitment to be Positive and Optimistic: People like to be around positive and motivated people.

7. Commitment to Endure: You must keep repeating Steps 1-6 over and over again, even when you’re bored with it.

BASIC BUILDING BLOCK (4 wide and 4 deep) Typically, for every four recruits, you’ll find one leader. Spend the majority of your time at the most important point in your base shop. This should be the newest recruit at the bottom of your deepest legs. By helping the associate on the bottom, you help all the associates all the way up the leg to you. Thus, multiplying your time and effort. When you recruit wide it helps only you. The best way to lead your team is from the front. You show them the way by doing it first. Use accountability boards to help keep track of your team and to help encourage competition. EXCHANGE PRINCIPLES

1. Personal Exchange: You exchange your personal sale to your recruiter, for the opportunity to make suitable personal sales to those you personally recruit.

2. Field Training Exchange: This is an important part of the learning process for the new associate as he/she gets invaluable field experience. By being trained in your warm market by your Trainer, you in turn will do the same, as you become a Trainer.

3. Promotion Qualification Exchange: The promotion guidelines have been created to help you develop the skills and knowledge required to become a Partner and run your own business. As your skills, knowledge and production increase, your commission level goes up. This creates override potential for your up-line Partner who is teaching you the finer points of our business. You go through this learning curve one time in the base shop of your Partner. In exchange, all of your future Trainees will go through the same learning curve by completing the promotion guidelines in your base shop.

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4. Builder’s Exchange: The key to width and profitability. Upon promotion to Partner, the new Partner makes a one-time “exchange” of one of his/her fully qualified Trainers or two fully qualified Producers to the promoting Partner. The choice of the exchange is decided by the company. The exchange allows the promoting Partner to maintain a strong base shop, while the promoted Partner increases in commission level. The new Partner is now positioned to receive builder’s exchanges from those that get promoted to Partner out of their own base shop. This means; as you tap root or build a leg down deep to build/find leaders, this leg, as it gets promoted to Partner, becomes your personal width. So depth becomes width, by helping others succeed to the Partner level! You exchange one time to gain as many exchanges back to you as you can build!

Big Base Shop Magic (momentum): Get 6-12 personal recruits in your next 30 – 60 days. Identify the top three recruits and tap – root. Using the exchange principles, drive those three legs deep (by helping the new recruit get a recruit, etc…) go one deep minimum each week until you promote a Partner, take the exchange and do it again, over and over, etc… Depth becomes width while helping your teammates succeed! THIS CREATES MAGIC ON YOUR TEAM!!!

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STEP 6 DUPLICATION RAPID DUPLICATION CREATES RAPID GROWTH Purpose: To build a business where "the system" continually runs your business. The speed and exactness with which you copy the system will in large part determine you success. This exactness must be duplicated throughout your team. Remember two things:

1. The key is to imitate, not create. 2. Marketing is the creation of the outlet (recruit) and the

movement of the product (sale) simultaneously. The key component of duplication is:

Once you develop a Recruiter’s mentality and a Builder’s mindset, you will be on your way to creating “A System Whereby Recruiting Never Stops.”