What We Do

We help families with four things: ① Short & long-term savings — emergency funds, retirement, college planning. ② Insurance protection — life insurance, long-term care, income replacement. ③ Debt elimination — credit cards and student loans. ④ Wealth preservation — wills, trusts, protecting what you build from probate and estate taxes. And we do all of it through education and awareness. We show families what they didn't know they didn't know. And then we help them fix it.

Zero Cost to Families

We do this for free. Zero sit-down fee. Since we're a broker dealer — not captive to one company — we offer solutions from the top 200 A-rated companies in the industry. When we find the best fit for a client, we get paid by the carrier. Our clients never pay us directly. It's a genuine win-win.

990 Out of 1,000

If you put 1,000 Americans in a room, only about 10 have ever sat down with a licensed financial professional and built a real financial plan. The traditional industry only opens its doors to people with $250,000+ in assets. They're built to serve the top 1%. We're here for the other 99%.

Who We Are

Revolution Financial Management — a Transamerica/Aegon company in business since the 1800s with over $700 billion in assets. You've seen that iconic pyramid in San Francisco? That's the Transamerica building. That's us. We're revolutionizing the way financial information is distributed to everyday families.

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No Family Left Behind

Most Americans live paycheck to paycheck — half their income on living expenses, a quarter to taxes, a quarter to debt, leaving almost nothing to save. We help families decrease taxes, eliminate debt, and save more — so they can protect what matters and build real financial freedom.

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Your foundation

Mission HQ — The Big Picture

Family-run. Mission-led. Fast-moving. Your entire operation at a glance.

9GX Team Target

90K3mo SMD pts

3SMDs → EMD

500K6mo EMD pts

Our Mission

No family left behind

Most families — including highly educated professionals — have never accessed the financial strategies wealthy families have used for generations. We exist to close that gap permanently. Every doctor, teacher, immigrant family, and professional who never got a seat at the table deserves a real plan, real protection, and a real shot at financial independence.

Your Core Unit

The Family Engine

You — Lead builder, recruiter, closer
Ride or Die — Culture, follow-up, client nurture
Base Shop Coordinator — Admin, scheduling, BPM logistics
5 existing licensed associates need activation

GX Math → SMD

GX1 Every Month

You need 9 people (including yourself) doing a GX1 every month — that's 27 fresh recruits who train, license, and produce within 30 days. The entire system below makes this repeatable and duplicatable.

70%

Recruit Market

30%

Client Market

Recruit Market (70%)

Old friends 25–45Former coworkersExtended familyFaith communityEntrepreneursMilitary/veterans

Client Market (30%)

Dual-income familiesSmall biz ownersParents 30–55Professionals (LTC)Retiree-adjacent

Platform & Credibility

Why WFG — The Full Picture

Traditional financial services path

✕ $50k–$200k+ just to open a practice
✕ Locked to one company's strategies
✕ Income stops when you stop working
✕ Wealthy clients only — most families excluded
✕ Years before real momentum builds
✕ No team leverage — it's all on you
✕ One company's agenda, not the client's

WFG platform

✓ ~$700 in CA · $200–300 in most states
✓ 200+ firms — always the best solution for the client
✓ Residual income scales through your team
✓ Built for every family — inclusion is the mission
✓ Full training infrastructure from day one
✓ Business asset that outlasts your personal effort
✓ Independent — we work for the family, not the carrier

Social proof

Names and institutions that validate the platform

Ed Mylett

Started with us · Top global podcast on wealth & growth

Ed Mylett didn't discover WFG. He built his entire foundation here — starting as an associate with no track record. He went on to become one of the most trusted voices in the world on wealth and personal growth. That origin story is not a coincidence. The platform shaped him.

Marshall Faulk

NFL Hall of Famer · Super Bowl champion

Marshall Faulk publicly aligned with WFG's mission to bring real financial education to communities that have been overlooked for generations. Athletes see the financial industry up close — and many lose everything trusting the wrong people. Marshall chose this platform because the mission is real.

Aegon

Global financial institution — owner of TransAmerica/WFG

Aegon is one of the world's largest insurance and asset management companies, managing hundreds of billions globally. They acquired us because the distribution model works at a scale no traditional firm has been able to replicate. Their ownership is the ultimate credibility signal. We’re licensed in all 50 states and regulated by state insurance departments and federally through FINRA. We have over 95,000 licensed agents. We also offer ownership. And ability to transfer ownership to your beneficiaries. 25+ years of never missing a payout, with $1.37 billion paid to the field in 2023 alone.

200+ elite partner firms

Top-rated carriers & financial institutions

Over 200 of the best A rated financial and insurance companies in the world chose to work within our platform. That partnership is earned, and it means every client we serve has access to the best solutions available anywhere.

Why the Platform Wins

Three structural advantages no traditional firm can match

You own a business — not a job

Team equity · Residual income · Leverage

Your team is your equity. Every associate you develop creates a revenue stream that compounds. This is the same model private equity uses — build a team, build leverage, build wealth that doesn't stop when you stop working.

$700 to start. Not $250,000.

Lowest barrier · Highest upside · Unreal asymmetry

A Chick-fil-A franchise costs $10k–$1M+. A McDonald's is $1–2M. A financial practice under a wirehouse requires $100k+ in licensing, E&O, and compliance. WFG's entry cost is under $250 — with the same earning potential.

Scale without a ceiling

People leverage · No hours cap · Infinite runway

You don't trade time for money here — you build a team that serves thousands of families. Top earners in WFG aren't working more hours, they're leading more people. The model was designed specifically to scale through people, not products.

Your WHY's

THE "5 LEVELS DEEP" WHY

Excavate the real motivation

L1
"Why did you join RFM?"
Common answer: "To make extra money." — This is not enough to sustain action.
L2
"Why do you need the extra money?"
Typical: "To pay off debt / help my family."
L3
"What does helping your family look like specifically?"
Getting specific: "My mom is struggling. I want to buy her a house."
L4
"What would that mean to you?"
Emotional: "She sacrificed everything for me. She's never had financial security."
L5
"So when things get hard, what are you really fighting for?"
The real why: "I'm fighting to change the story for my family — forever." THIS is what you write on your mirror.

Newbie

Time & freedom

Usually motivated by escaping the 9-5, being present for kids, or paying off early debt. Anchor them to a vivid future moment, not an income number.

Seasoned

Legacy & leadership

Often motivated by building a team, creating generational wealth, or proving something to themselves. Connect prospecting to building a team that outlasts them.

Facts

TransAmerica/Aegon

Transamerica/Aegon is one of the world's largest retirements, insurance and asset management companies, managing hundreds of billions globally. (2026)

Handling "What do you do?"

Short version — social event, stranger

Your answer"I have an agency where I get people licensed and trained to do complimentary financial plans for businesses and families — saving on taxes, building wealth, anything to do with money. What do you do?"

Then stop. Let them talk. Their response tells you everything.

If they want more

Go deeper"We take what Wall Street normally keeps to itself and bring it to everyday families. Most people were never taught how money actually works — we fix that. And for the right people, we also show them how to build a business doing the same thing."

The one line they cannot argue with

When they question your credibility"I want to tell you something about this platform. Ed Mylett — who most people know today as one of the most respected voices in the world on wealth, success, and personal growth — he didn't discover WFG. He started here. Exactly where I'm standing right now. New, building, figuring it out. Everything he became grew from this foundation. I'm not telling you you'll be Ed Mylett. I'm telling you the platform that launched him is the same one I'm inviting you into."

Step 1

Build the List

Your warm market is your fastest shortcut. Goal: 100 names in 48 hours. Don't qualify yet — just capture every name.

Memory jogger — We will help you qualify them

Top 25

Memory jogger — 5 categories

Where Your 100 Names Come From

1
Old friends & classmates
High school, college, old neighborhoods. People who knew your "before" and will respect your "now." Check Facebook, LinkedIn, old phones.
2
Former coworkers & bosses
People who already know your work ethic. Anyone who was ambitious, entrepreneurial, or frustrated in corporate. Gold.
3
Extended family network
Cousins, in-laws, family friends you haven't connected with in years. Reach out with genuine reconnection energy first.
4
Faith & community circles
Church, volunteer groups, community events. People who already share your values around service and mission.
5
Service providers you know
Hair stylists, gym trainers, real estate agents, barbers — they have networks and a natural sales mindset.

Qualifying the list — 3 tiers

A / B / C Filter System

A
A-List — Recruit priority (contact first)
Ambitious, entrepreneurial, people-person, financial stress, life change. These are your future SMDs. Contact within 24 hours.
B
B-List — Client + refer
Stable income, family-focused, wide network. Open to protection products and referrals. Contact this week.
C
C-List — Long game
Not ready now. Stay warm, follow up in 60–90 days. Never burn a C-list person — they become A-list when life shifts.

Know who to call first

Ideal Recruit Profile System

Not all warm market contacts are equal. Here's how to identify your best prospects — the ones most likely to move fast and build big.

Must-have traits

What you're actually looking for

Potential SMD markers (the 1 in 10)

Who has SMD in them

Warm market radar

What to watch and listen for

These phrases, behaviors, and life moments are signals someone is ready — even if they don't know it yet.

Verbal signals — things they say

Life event signals

Social signals — what you see online

60-second priority scorer

Score anyone on your list instantly

Rate each factor 1–5 for a person in your warm market to get an instant priority ranking.

Caution profiles

Who tends to stall, drain, and disappear

These aren't bad people — they're just not in the right season.

The 72-hour rule

Move fast, don't convince

If someone hasn't taken one step within 72 hours of expressing interest — the energy is fading. Don't spend more than 3 follow-ups trying to resurrect it. Move to the next name.

🤝 Referral Mastery System

Trustworthy Selling framework · All scripts · Every touch point

Referral Mastery System — RFM

Trustworthy Selling framework · All scripts · Every touch point

Trustworthy selling principle

TS core — trust before transaction

Pre-frame at the very start — before content, before pitch.Set expectations early so referrals feel like a natural next step, not a surprise ask.

Use D.E.T.E. to build context — Dream, Excited, Take Away, Edification.The introduction is 90% of the work. Set the stage or the close won't land.

Frame 3 lenses: they might need it, they might want to build it, they might refer you.Never make the referral ask feel one-sided or transactional.

Step 1 opening — pre-frame script

"Today I'll give you an overview of who we are and what we do. As I go through this, maybe you can look at it three ways:

1. Some of these ideas might help your family — feel free to ask questions anytime.
2. We're in a big expansion right now and always looking for sharp people.
3. Our business grows on word of mouth. I want you to feel so good about what we do that you'd want to refer people."

During the presentation — seed referrals

"Don't you think more people need to know this information?"

"How many people do you know who are dealing with this exact situation?"

"If I could show you how to get higher returns, minimize taxes, and guarantee you won't lose money — how many people do you think would want to know that?"

After info-gather — plant the seed

"Like I mentioned, we don't do traditional marketing. We look for introductions to good people from good people like you. When I come back, if you could think of 5–10 people we could get in front of, that would be great. Does that sound fair?"

If still hesitant: "Have you felt comfortable with the way I've handled myself with you tonight? I can guarantee you one thing — I will treat every person you introduce me to with the exact same respect I've treated you. Does that sound good?"

The 3-way ask — always use all three

TS core — value before ask

Never ask only once, never ask only one way. Three angles = three different referral pools.

client Ask 1

"As you think about your own circle—friends, family, or coworkers—does anyone come to mind who might benefit from having a better understanding of how money works or getting some financial clarity?"

recruit Ask 2

"We’re in a season of growth right now. Out of curiosity, as you think about people in your life—friends, coworkers, or family—who do you feel would benefit from having an additional way to create income or maybe explore something more flexible?”

referral outlets Ask 3

"Who do you know—accountants, mortgage brokers, or salespeople—that we could potentially refer business to, while also helping anyone in your circle who needs financial education?"

After completing the plan — ask again

"Isn't this great? Now that you've seen the work we do for families, I'd love to brainstorm who you know that could use the same education."

Then run all three Ask angles again. The emotion is highest right after the close — that's your window.

Helping them think of names — memory jogger

Work connections

Co-workers, old co-workers, managers, people they admire professionally

School & community

College friends, childhood friends, neighbors, school parents

Faith & organizations

Church, men's/women's groups, civic orgs, volunteer networks

Family circle

Siblings, cousins, in-laws, close family friends who care about their future

People they pay

Realtor, accountant, lawyer, barber/stylist, personal trainer, gardener

Qualifying the list

"Tell me a little about [name] — what do they do?"Know the 3 good qualities before you call

"Do you think they're happy where they are, or would they be open to something new?"

"Would you mind giving them a heads-up that I'll be calling? If you can text them today, it'll make the conversation much warmer."

Client referral call

client prospect

“Hi [Name], this is [Your Name] with Revolution Financial Management. Real quick—I hope I’m not catching you at a bad time? The reason I’m calling is [Referrer] asked me to reach out. We recently went over some financial concepts they found really valuable, and they mentioned you specifically as someone they wanted me to connect with. Did they mention I might be calling you?”

If YES “Perfect. I’m not sure yet if there’s anything I can actually help you with, but I did promise I’d at least connect and share what we went over. Would you be open to a quick 20–30 minute conversation sometime this week or next just to see if it’s even relevant for you?”

If NO “No problem at all. Either way, they thought highly enough of you to bring you up, so I figured I’d just introduce myself real quick and see if it made sense to connect. Same question—would you be open to a quick 20–30 minute conversation this week or next just to see if anything we covered could be useful for you?”

3 good qualities — recruit referral call

recruit prospect

"Hi [name], this is [your name]. I'm a supervisor over at Revolution Financial Management. I was actually referred to you by [referrer]. Do you know [referrer]?

I was speaking with them and told them we're expanding and I was describing the kind of person I'm looking for — and they brought up your name. They said some great things about you. They said you were [quality 1], [quality 2], and [quality 3]. Does that sound like you?

'Sure, I guess so.'

Obviously, I don't know you personally yet, so I was curious enough to reach out and learn a little more about your background. What is it that you do?"(Let them talk. Be genuinely interested.)

Discovery Phase
You:
"How long have you been doing that?"
"What do you enjoy most about it?"
"What do you find most challenging about it?"
"Do you see yourself doing that long-term, or are you open to exploring other opportunities if the right one came along?" (Listen. Let them tell you where they are in life.)

Transition
You:
"The reason I wanted to connect is that we're growing throughout the US, and we're always looking for people with strong leadership, people skills, and a good reputation. I don't know yet whether our firm would be a fit for you or whether you'd even have interest. That's honestly what I'd like to find out. Would you be open to spending about 30-45 minutes seeing what we do and then deciding if it's worth another conversation?"

If Interested
You:
"Perfect. The purpose isn't for you to make any decisions. It's simply for you to learn who we are, how we help families, and how our business model works. Then you can decide whether it's something worth exploring further."

Scheduling
You:
"What tends to work better for you—weekday evenings or weekends?" (Let them answer.) You:
"I have _____ at _____ or _____ at _____. Which works better?"

Confirmation
You:
"Excellent. We'll be meeting at our office across from Del Amo Mall or on Zoom. You'll get a chance to meet some of our, learn about the company, and ask any questions you have. Then afterward, if it looks like there might be a mutual fit, we can schedule a more personal conversation to learn more about your goals and what you're looking for."

What if they ask "what is it?"

If they ask: “What is it?”
“Good question. It’s about 30 minutes or so. We walk through a few simple financial concepts around how families can better understand, organize, and improve how they’re using and saving money. Nothing salesy—it’s really more educational than anything. I just told [referrer] I’d connect with you and see if it even made sense for us to sit down.”**

Slightly deeper version (if you want more clarity)
**“It’s an educational conversation around money—things like how money flows in a household, ways people build savings and protection, and a few strategies most people were never really taught. Honestly, I just found it helpful myself, which is why I mentioned you.”**

If they say: “Can you just send me info?”
Instead of blocking and pushing, go softer and reframe: “I could, but it honestly doesn’t translate well over text or email—it’s more visual and conversational. If it’s helpful, we can just do 20–30 minutes and I’ll walk you through it. If not, no worries at all. What usually works better for you—weekday evenings or weekends?”**

Client referral notice — what to tell them to say

“Hey [Friend’s Name], I just sat down with a friend of mine and learned a few concepts about how money works that I honestly wish I had known earlier. It was all educational—no pressure—and it made me think of you, so I told him/her it might be worth sharing with you as well. If nothing else, I think you’d find it interesting. Just be open to a quick call when they reach out over the next couple of days.”**

Even shorter (text-friendly)
“Hey [Friend’s Name], I just went over some financial concepts with a friend of mine that I wish I knew sooner. It made me think of you. Nothing salesy—just educational. Be open to a quick call when they reach out over the next couple of days.”**

Referral objections — Trustworthy Selling responses

TS core — acknowledge, reframe, invite

"I don't know if they'd be interested."

“That’s totally okay. We’re not really trying to convince anyone of anything—it’s more just sharing useful financial education. Worst case, it’s not for them. Best case, they hear something helpful they can use. Out of curiosity, is there anyone in your circle who generally likes learning about money or improving their finances?”

"I want to think about it first."

“Absolutely, no rush. While it’s fresh—when we were talking, did anyone immediately come to mind, even just briefly?”

"I don't want to bother my friends."

“I understand, and I respect that. Let me ask you this—how have you felt about your experience with me so far? Comfortable with how we’ve worked together?”
(pause)
**“The reason I ask is because we keep everything very low-key and educational. No pressure, no expectations, and if it’s not a fit, it’s not a fit. So it’s really just sharing something helpful—not putting anyone on the spot.”

"They already have a financial advisor."

"That's actually great — I'm not there to replace anyone. I'm there to look at areas their current advisor may not have covered, or just do a comparison. At worst, they confirm they're in good shape. At best, we find something better. Either way, they win."

"I'm too busy right now."

“I get it, sounds like a lot’s going on. Just so I don’t miss it—who in your life would you most want to make sure is financially informed or taken care of?”

3-way client referral text

client

"Hey [Referral Name], I'd like to introduce you to my friend, [Your Name]. I've really appreciated the guidance and perspective they've given me around finances and planning for the future. What I like most is that they take an educational, no-pressure approach and genuinely focus on helping people make informed decisions.
[Your Name], this is my friend [Referral Name]. [He/She] is a great person and works in [industry/occupation]. I'll let you two connect!"

3-way recruiting text

recruit

"Hey [prospect name], I want to introduce you to my mentor, [SMD name]. He/she is highly respected in our industry and is helping people like me transition into an incredible business. He/she is amazing, has a big heart, and loves helping others — also extremely busy, so if he/she reaches out, be sure to answer!

[SMD name], this is my good friend [prospect name], the one I was telling you about. [Edify briefly.] I'll let you two take it from here."

3-way flow — timing rules

Client sends the intro text within 24 hours of your meeting.Emotion is highest right after the appointment. Don't let it cool.

You follow up by phone within 48 hours of the intro text.Strike while the referral is still warm from the heads-up.

If the referral didn't get a heads-up: "No problem, I'm sure they've been busy." Never throw Joe under the bus.Maintain your positioning. You're the professional.

Referrals collected

Calls made

Apts booked

Daily referral checklist

0 / 8 complete

Pre-framed referrals at start of appointmentpre-frame

Seeded referral language during presentationduring

Asked for referrals 3 ways after info-gather3-ask

Asked again after completing plan/paperworkpost-close

Got referral names + qualified each onequalify

Asked client to send 3-way intro text today3-way

Called at least one referral within 48 hoursfollow-up

Booked appointment from referral callbooked

Getting names from your team

"Hey [teammate], I really want to help you get your promotion this month. Who would you most want me to call for you? Who are the top 5 you haven't reached out to yet? Let's brainstorm together — who would you love to be in business with?"

📞 Contact Scripts

Step 2 — Lead with curiosity, care, and connection

🎯

The goal is only the meeting. Never pitch. Lead with curiosity and care. NEPQ = questions that make people feel understood.

🔥

Program Script · Call / They'll Answer

New Associate - Hot Market

▾

"Hey what's new? [small talk — listen] I'm working on a program with a friend of mine — I want to show you what we're doing. When's a good time to jump on a quick Zoom with for 20–30 minutes?

[If they ask "What is it?"] It's an educational platform about money. So does Tuesday or Thursday work better? [Set a time, get their email.]"

If hesitant

"It's not one of those things. I'm not here to sell you anything or sign you up for anything. I'm not going to waste your time. I just want to share what we're doing so I can earn your referrals if you know anyone who could benefit.

What's your schedule like today or tomorrow? Quick Zoom — that's it."

💡 Genuine, personal, low-pressure. The goal is only the meeting — nothing else.

⭐

Partnered Up - New Associate Invitation

New Associate — Hot Market

▾

"Hey [Name]! Hope you're doing well! So I just partnered with a new company and I'm really excited about it. It's been helping me [2–3 personal goals — e.g., spend more time with my family, create extra income, actually learn how money works].

I wanted to reach out because I'd love to share with you what we're doing — no pressure, so if you know anyone who could benefit, you can send them my way and I can earn your referrals.

It's just a quick 20–30 minutes on Zoom. What does your schedule look like today or tomorrow? Perfect — what's your email? That's it."

💡 Genuine, personal, low-pressure. The goal is only the meeting — nothing else.

💬

New Associate · Text Intro

3-Way Text — Hot Market

▾

"Hey [Name], I wanted to introduce you to my friend and mentor [Mentor Name]. She/He is a very successful business owner that I respect and have learned a lot from.

[Mentor Name], this is my friend [Prospect Name] — the one I told you about. She/He is such a hard worker and is always open to new opportunities. I just knew you two needed to connect. That's it."

💡 Genuine, personal, a little more accountability. Goal is to keep the conversation going.

📅

BPM Invitation · Hot / Warm

BPM Invite — Webinar

▾

Version A — Jayson

"Hey [Name]! I'm collaborating on a project with a friend and I genuinely thought of you. We're hosting a free educational webinar — this Thursday at 6PM and Saturday at 9AM Pacific on Zoom. Completely free, no strings attached. It covers financial topics most people were never taught — practical, eye-opening stuff. I really think you'd get a lot out of it. Are you free Thursday or Saturday?"

Version B — Jinkie (small talk first)

"Hey, I was literally just thinking about you! My team is hosting a free Zoom event this Thursday and Saturday at [time]. It's educational, genuinely practical, and most people walk away saying they wish they'd learned this sooner. I'd love for you to be there. Want me to send you the link?"

💡 No-pressure, quick conversation. Goal is getting them to say yes to the link.

🏆

Experienced Associate · Hot / Warm

Experienced Associate Invite

▾

"Hey [Name], hope you're doing well! I've been meaning to reach out and ask if I can share with you what I do for work and business, so if you know anyone who could benefit from the information, I can earn your referrals. No pressure — and if it's not for you, no big deal. It's just a quick 20–30 minutes on Zoom. What does your schedule look like today or tomorrow? That's it."

Alternate

"Hey, when are you free for like 20–30 minutes? I just want to show you what we're building and what we're looking for. No pressure at all — I genuinely just thought of you. That's it."

💡 Genuine, no-pressure. Quick conversation only.

🛡️

Handle hesitancy with calm confidence. Never push. Acknowledge, reassure, then redirect to the meeting — not the pitch.

🤔

When They're Not Sure

Reassurance Script

"It's not one of those things. I'm not going to ask you to buy anything or sign up for anything. I wouldn't disrespect our relationship like that.

I just want to share some information I think is genuinely valuable. If it resonates, great. If not, no hard feelings at all. I just want to earn your referrals — sound fair? We can do a quick 20–30 minutes on Zoom. What's your email?"

If they ask again

"Totally fair question. It's an educational platform about money — things most families were never taught growing up. I'm not here to make you do anything. I just believe in what I'm doing and I thought of you. If nothing else, you'll walk away with information you can actually use. What's your schedule like for a quick Zoom?"

Response Branches

✓ They say yes

"Cool — no pressure at all. I can walk you through exactly what I've been doing in about 20–30 minutes. You can decide then if it even makes sense for your life. What works better — evenings or daytime?"

~ Still hesitant

"Totally understand — a lot of people feel the same way at first. What would need to be true for you to even be curious about something like this?"

Or simply: "No worries at all — I respect that. If anything changes, you know where to find me."

✗ Clean no

"No problem whatsoever — I'm genuinely glad we reconnected either way. Let's keep in touch."

Never push past a clean no. Your integrity is your brand.

📋

Never pitch before Call 3. Build trust → Uncover pain → Earn permission. NEPQ framework.

Type:

Pure Reconnect & Trust Building

No business. 100% about them.

Opener

"Hey [Name], it's Glenn — I was thinking about you the other day. Remember when [brief shared memory]? How have you been?"

Pause. Let them talk. Resist filling silence.

Listening Phase

"Wow, that sounds [positive/interesting/challenging]. What have you been most focused on lately?"

Ask 1–2 follow-ups: "How's that been going?" / "What's that like lately?"

"It was really good catching up. I won't keep you long — just wanted to reconnect. Let's not let so much time pass again."

💡 Your only job on Call 1 is to make them feel heard. Never mention what you're building.

🎙 Tonality Coaching

Speak at 70% of your normal pace — warmth comes through slowness

Pause 2 full seconds after they finish before responding

Match their energy — casual if they're casual, brief if they're busy

Never say "actually," "honestly," or "to be transparent" — these signal a pivot

Deepen + NEPQ Exploration

Help them verbalize their own gaps. Zero selling.

Callback Opener

"Hey [Name], it's Glenn — good talking last time. I've been thinking about what you mentioned about [their specific thing]. How's that been going?"

Shows you actually listened. Immediately deepens trust.

Situational — NEPQ

"On a scale of 1–10, how satisfied are you with [e.g., your financial picture / work-life balance] right now?"

Let them explain why they gave that number. Don't rush past it.

Problem Awareness — NEPQ

"What would need to be different for that to feel more like an 8 or 9?"

They start to co-author their own solution. Just listen.

Future Pacing — NEPQ

"Interesting… and if things stayed exactly the way they are over the next couple of years — how would you feel about that?"

Creates natural emotional urgency without manufacturing it.

"I really appreciate you sharing that with me. Let's stay in touch — I'll check in again soon."

💡 NEPQ sequence: Situational → Problem Awareness → Future Pacing. You're a guide, not a salesperson.

👂 What to Listen For

Any mention of "I wish I had more..." — time, money, options, freedom

Frustration with their income ceiling or retirement plan

Family obligations creating financial pressure

A desire to do something different but no clear path

Permission + Gentle Invitation

Only after they've verbalized their own gap.

Opener

"Hey [Name], quick question — got a minute?"

Short. Respectful. Sets a low-stakes frame immediately.

Neutral Recap

"From what you shared last time about [their situation], it sounds like [neutral recap]. Is that still accurate?"

Let them confirm or correct. Shows you listened — earns you the right to continue.

The Invite

"If there was a way to [the exact thing they want — e.g., create additional income without it taking over your life] — would you be open to taking a quick look at how I've been doing it? Or are you pretty set where you're at for now?"

"Or are you set?" = confidence + respect for their autonomy. Never skip it.

Handle Their Response

✓ Open / Yes

~ Hesitant / Maybe

"Totally understand — a lot of people feel the same at first. What would need to be true for you to even be curious about something like this?"

✗ Clean No

"No problem whatsoever — I'm genuinely glad we reconnected either way. Let's keep in touch."

Never push past a clean no. Your integrity is your brand.

⚠ Common Call 3 Mistakes

Jumping to Call 3 too early — they haven't articulated their gap yet

Over-explaining before they say yes to a conversation

Sounding excited about the opportunity — it reads as pressure

Pitching income numbers before a meeting is set

⚡

Same NEPQ framework. Different tone and entry point. Let them set the pace.

	WARM	COLD
Call 1 Focus	Nostalgia & life updates. Lean on shared history.	Context & common ground. Use mutual connection as social proof.
The Hook	"Remember when we…"	"[Mutual] and your name came up…"
Call 2 Strategy	High vulnerability. History = they share more.	High professionalism. Match their industry language.
The Ask	"I thought of you because of what you shared…"	"I'm looking for leaders — you came to mind."
Trust Baseline	High. Existing relationship.	Low–Medium. Building from referral bridge.
Call 1 Length	10–20 min. Let it breathe.	5–10 min. Stay focused.
NEPQ Timing	Light in Call 2. Opens up faster.	Slower burn. May need extra check-in.

🎯 The Golden Rules

Earn the right to talk about your opportunity — only after they've told you what's missing in theirs

Every call should leave them thinking "great conversation" — not "they're recruiting me"

Your listening and tonality ARE the script. The words are just scaffolding.

📞

One script. One voicemail. Every person. Flexible enough to fit any relationship · Built on Trustworthy Selling principles. The goal of the call is always the same — get them to the BPM.

📋

Full Call Script · Open → Ask → Close

GX BPM Invite — Complete Script

▾

Open — always personal first

"Hey [Name]! It's [you] — how are you doing?"

Let them talk for 30–60 seconds. Actually listen. This isn't filler — it's trust being built in real time.

Bridge — personal hook

"Hey, I'm actually really glad I caught you. I was thinking about you and I wanted to personally reach out — I have something going on this week and you were one of the first people I thought of."

"You were one of the first people I thought of" — it's personal, not mass. Mean it when you say it.

The ask — clear and confident

"My team is hosting a free Zoom session this week — Thursday at 6PM or Saturday at 9AM Pacific. It covers financial topics most people were never taught. Really practical stuff on money, protecting yourself and your family, and planning for the future.

Most people who come walk away saying they wish they'd learned this sooner. I'd love for you to be there. Which works better for you — Thursday or Saturday?"

Then stop talking. The silence belongs to them. Don't fill it — that's where most people lose the yes.

They say yes

Them: "Sure, I can do Saturday."

"Perfect. I'm sending you the link right now. I'm really glad you're coming — I think you're going to get a lot out of it."

Send the link within 5 minutes while they're still engaged. Don't add more — you already have the yes.

💡 Trustworthy Selling: people buy from people they trust. Trust starts with feeling seen — not sold to.

🛡️

Objection Handling · Tap to expand each

Common Objections — What to Say

▾

"What is it exactly?"

"It's a free educational session on financial stuff — things like how to protect your income, how to think about money, and how to plan for the future. Practical, no fluff. Most people come in skeptical and leave saying they wish they'd done it sooner. It's only 45 minutes — Thursday or Saturday?"

"Is this a sales thing / MLM?"

"I get why you'd ask that — and I respect it. No, it's genuinely educational. There's no pitch during the session. Come and form your own opinion — it's 45 minutes free on Zoom. I wouldn't call you personally if I didn't think it was worth your time."

"I'm really busy right now."

"I hear you — it's only 45 minutes and it's on Zoom so you don't have to go anywhere. Thursday at 6 or Saturday at 9 — which is the less crazy one for you?"

"Can you just send me the info?"

"Of course — but honestly reading about it doesn't do it justice. It's one of those things you have to experience. Can I just send you the Zoom link and you block 45 minutes Thursday or Saturday? If it's not for you, no hard feelings at all."

"Let me think about it."

"Totally — let me send you the link now and you can decide closer to the time. Thursday at 6 or Saturday at 9 — which one should I put you down for tentatively?"

"I'm not really into financial stuff."

"Most people feel that way — honestly because it was never explained in a way that made sense. That's kind of the whole point of this session. It's not complicated or dry. I think it'd surprise you. Just 45 minutes — Thursday or Saturday?"

💡 Every objection ends with a binary close — Thursday or Saturday. Never ask "when are you free?" Give them two choices and assume they're coming.

📱

No Answer · Voicemail + Follow-Up Text

The Voicemail — 18 Seconds

▾

Leave this if no answer

"Hey [Name], it's [you]. I was thinking about you and wanted to personally reach out — I have something going on this week I think you'd genuinely get a lot out of. Nothing heavy. Give me a call back when you get a sec, or I'll shoot you a text."

💡 Keep it under 20 seconds. The goal of the voicemail is a callback or permission to text — not to explain the event. Never pitch on a voicemail.

Send within 2 minutes of the voicemail

"Hey [Name] — just left you a voicemail. Short version: my team is hosting a free Zoom on financial education this Thursday at 6PM or Saturday at 9AM Pacific. Thought of you personally. Want me to send the link?"

💡 Voicemail + text together converts far better than either alone. They see your name twice in two minutes — presence without pressure.

⚙️

Trustworthy Selling Principles

Why This Script Works

▾

✓ Plants the seed first

"You were one of the first people I thought of" sets the entire tone before any ask is made.

✓ Leads with their benefit

"Financial topics most people were never taught" creates curiosity about what they're missing — not what you're selling.

✓ Social proof without pressure

"Most people walk away saying they wish they'd learned this sooner" — others vouch so you don't have to oversell.

✓ Binary close

"Thursday or Saturday?" is always easier to say yes to than "when are you free?" It assumes they're coming and gives them a simple choice.

✓ Zero pre-apology

No "it might not be for you," no "I know you're busy." Conviction that you're offering something valuable is felt through the phone.

✓ No "business opportunity" language

The goal of this call is to get them in the room. The event builds the trust. Get the meeting first — everything else follows.

🔑 Before every call: Remind yourself — "I am calling because I genuinely believe this will help this person." That belief is audible. The reps who produce on the phone aren't better talkers — they believe more.

Step 3

Lock the Appointment

A confirmed, excited appointment is worth 10 vague maybes. Lock it with the 3-confirm method.

The 3-confirm method

How to Lock It So It Sticks

1
Confirm day, time, and who's attending
"Great — let's do [Tuesday at 7pm]. I'll send you a Zoom link. Does that work for you and your spouse? I want them there too."
2
Send the link within 5 minutes
Text or email immediately: "Here's your link [link]. I'm excited to show you this. See you [day]." Do not wait.
3
Day-before reminder
"Hey [Name] — just confirming our call tomorrow at 7pm. Looking forward to it!" Short, warm, no pressure. If no reply, call the morning of.

Zoom

Use for:

Out-of-area contacts, busy professionals, first touch with out-of-state family, anyone who hesitates on driving in. Zoom lowers the barrier to yes.

In-office (Torrance)

Use for:

Local warm market, serious recruits, anyone ready for a BPM experience, client closes that need white-glove treatment.

Handle the ghost or cancel

When They Don't Show or Cancel Last Minute

Same-day reschedule"No worries at all — life happens! I want to make sure you get to see this though. What does your schedule look like Wednesday or Thursday? I'll work around you."

If they ghost entirely"Hey [Name] — I know life gets crazy. I still think what I have to show you could really benefit your family. Would it be okay if I check back in about two weeks? No rush at all."

Step 4

Close as Business Partner AND Client

Every person you sit with has two doors. Your goal is to open both — the business opportunity and financial protection.

Business partner close

Closing the Recruit

After BPM"So — what resonated most with you from what you saw tonight?"

NEPQ transition"If the income were real, and the training were solid — what would stop you from at least getting your license and seeing what's possible?"

The close"Here's what I want to invite you to do. Start the application tonight, get licensed in the next 30 days, and let me personally walk you through your first 90 days. I'll be right there with you. Are you in?"

If hesitant"I get it — this is a big decision. What would you need to feel confident taking that first step?"

Client close

Closing the Financial Services Client

After FNA review"Based on what you shared with me, what feels like the biggest gap right now — protection for your family, retirement, or both?"

Product tie-in"What we can do is start with a [term/IUL/annuity] that addresses [specific gap]. You're not locking in forever — this is step one of a real plan. Can we move forward today?"

The dual close"I want to do two things with you — protect your family with a solid plan AND show you how to build an income doing exactly what we're doing right now. Can we do both?"

Referral ask

Ask at the Right Moment — Right After the Close

After close"The way I grow my business is through people like you who see the value and trust me. Who's one or two people in your world — ambitious, family-focused — who you think deserves to hear what you just heard?"

The warm intro"Would you be open to sending them a quick intro text? Something simple like: 'Hey! I have some friends, Glenn and Mitch, who specialize in helping families and business owners create customized financial strategies and long-term solutions. No pressure at all — I just thought you’d genuinely enjoy meeting them and getting connected.' That's all I need."

Handle with care

Objection Handling

Every objection is a question wrapped in fear or uncertainty. Validate first, redirect with curiosity — never pressure.

Reddit Objection Field Training

Handling the Reddit Objection

The complete system for responding when someone has read negative content about WFG online.

Field TrainingCloser PlaybookNew + Seasoned

Handling the Reddit Objection

The complete system for responding when someone has read negative content about WFG online

6Core objection categories

3Response levels (new/mid/closer)

5Live drills included

1Master script to memorize

Mindset before mechanics

Before you learn a single line, you need to own your psychology. The Reddit post your prospect found is designed to do one thing — create fear and confusion. Your job is not to argue. Your job is to become the most calm, credible, grounded person in the room.

Never do this: Get defensive. Match their energy. Attack the person who wrote the post. Say "that's just a Reddit troll." Dismiss the concern entirely.

Always do this: Breathe. Pause. Validate first. Then redirect with facts and confidence. Let them feel heard before you move them.

The 3 mental frames every agent must install

You are a first responder, not a salesperson. Families who do nothing because of Reddit posts are the ones who lose. If you back down, they don't get the protection they need. Staying in the conversation is an act of service.

Negative press is proof of scale. WFG has 95,000+ licensed agents. Of course there are bad reviews. So does every hospital, law firm, and bank on earth. Scale creates critics. That doesn't make the critics right.

The post is one experience. You are standing right in front of them. You are the data point. Your integrity, your knowledge, your track record — that's the real review. Not a 3-year-old Reddit thread.

What the Reddit post is really doing

Their tactic

Conflating bad individual experiences with the entire company and all products

Your truth

Individual agents cause harm — not the platform. WFG is licensed, regulated, and A+ rated

Their tactic

Comparing all life insurance to index funds as if they serve the same purpose

Your truth

Tools serve different jobs. IUL is not for everyone — and a good advisor knows the difference

Their tactic

Using "MLM" as a scare word without explaining what it actually means legally

Your truth

WFG's model is identical to Keller Williams, State Farm, and other respected companies

The A.C.R.E. framework

Use this for every version of the objection — Reddit post, YouTube video, skeptical family member, anything. Four moves. Every time.

Acknowledge — validate the concern without agreeing with the conclusion

"I appreciate you bringing that up — and honestly, I'm glad you did your research. You should always look into something before making a decision."

This disarms them. They expected pushback. You gave respect. Now they're listening.

Clarify — find out exactly what they saw and what specifically concerned them

"Can I ask — what was it specifically that concerned you? Was it the products, the business model, or something else? I want to make sure I address the right thing."

Never assume. A prospect who read about mutual fund fees has a different concern than one who read "pyramid scheme." Clarify before you respond.

Redirect — move from emotion to fact, and from them being the judge to you being the guide

"Let me point you to the sources that actually mean something. Pull up the Better Business Bureau at bbb.org — search World Financial Group in Johns Creek, GA. A+ rating. Then look up aegon.com — nearly 200 years old, managing hundreds of millions of dollars. That's who stands behind what we do."

You're not defending. You're redirecting to credible third-party sources. Let the BBB and Aegon do the heavy lifting.

Empower — give them a next step that puts them in control

"Here's what I want to do. I want you to come into our next conversation like you're interviewing us. Bring every question, every concern, anything you saw — and we'll go through it all. And then if you feel good about what you see, I'll have a few questions for you to make sure it's a mutual fit. Does that sound fair?"

This is the close. You're not chasing. You're being chosen. That's power.

Level up: which version to use

New agent (0–6 months)

Use the full A.C.R.E. script word for word. Do not improvise yet. Build muscle memory first. Speed comes after repetition.

Your goal: get to Redirect and Empower without stumbling

Developing agent (6–18 months)

Use A.C.R.E. as a structure but start personalizing. Add your own story. Reference real clients (anonymized). Connect it to their specific concern.

Your goal: make the response feel like a conversation, not a script

Seasoned closer (18+ months)

You've internalized A.C.R.E. Now you lead with a question, not a defense. You flip the frame entirely. The prospect becomes curious, not defensive.

Your goal: make them explain why they trust Reddit more than a licensed professional standing in front of them

The objection bank

Click any objection to expand the full response — word for word, with coaching notes.

MLM"Isn't WFG just a pyramid scheme / MLM?"

Most common. Stay calm — this is the easiest one to defuse with facts.

"That's one of the most common things I hear — and I totally get why people say it. Let me be direct with you. WFG is licensed in all 50 states, registered with FINRA, and regulated by state insurance departments. Our parent company is Aegon, nearly 200 years old, managing over a trillion dollars in assets globally.

Now — what does MLM actually mean? It means agents can build teams and earn overrides. You know what else works that way? Keller Williams. State Farm. Every major insurance distribution company in the country. The model isn't the problem. Bad advice from bad agents is the problem — and that exists in every industry.

What specifically made you think pyramid when you heard about us?"

Coaching note: End with a question. Get them talking. Their answer tells you exactly where the real fear is.

Do not say: "We're not an MLM" as your only response. That sounds defensive and weak. Name the model, define it correctly, and compare it to respected companies.

Products"IUL is bad / buy term and invest the difference is better"

This one requires nuance. Don't argue against index funds — that's a losing battle. Reframe the question.

"That's actually a legitimate financial debate — and a good advisor should show you both. Here's the honest truth: buy term and invest the difference is the right answer if the person actually invests the difference. Statistically, most people don't. Discipline is the variable that never shows up in the Reddit math.

IUL isn't for everyone. I'd never put someone in an IUL who doesn't need it. But for someone in a higher tax bracket, who's maxed out their 401k, who wants protection and tax-free retirement income without the market risk — it's one of the best strategies available. A hammer isn't a bad tool because someone used it wrong.

Here's what I do differently from what you read about: I show you both scenarios, side by side, with real numbers. And then you decide. That's what a fiduciary mindset looks like."

Coaching note: The phrase "I show you both scenarios" is critical. It positions you as an advisor, not a salesperson. Use it every time.

Closer move: "Can I ask — has anyone ever shown you what an IUL would look like for your specific situation? Or are you going off what you read?" Most of the time — no. Now you have permission to show them.

Fees"WFG products have high fees / MERs of 2–4%"

This is a Canadian-specific critique (MERs / mutual funds). In the US context, redirect to the value of access and planning.

"Fees are a real conversation and I appreciate you bringing it up — because anyone who dismisses that question doesn't have your best interest in mind. Here's what I'll say: yes, some products have higher costs than a Vanguard index fund. And here's what that buys you: a licensed professional who is accountable, who meets with you in person, who helps you navigate the whole picture — income protection, tax strategy, retirement — not just one account.

The real question isn't the fee. It's what you get for it, and whether you'd actually execute a low-fee strategy on your own. Most people don't. That gap — between what they should do and what they actually do — costs far more than any MER.

We work with 200+ carriers. I don't have one shelf. My job is to find what's right for you — even if that means I recommend something outside of WFG. That's how I sleep at night."

Coaching note: "That's how I sleep at night" is a closer line — use it only when the rapport is there. It signals integrity without sounding rehearsed.

Trust"I read bad reviews / people lost money with WFG agents"

Never throw the agent under the bus. But never defend bad advice either. Thread the needle.

"I hear you — and I won't dismiss that. If someone lost money because of bad advice from an agent, that's a real harm and it matters. Here's what I'll say: we have over 95,000 licensed agents. Not every experience is the same — just like not every doctor, attorney, or real estate agent gives the same quality of service. The solution isn't to avoid the industry. It's to find someone you trust.

I'd rather you walk away from me if you don't trust me than buy something because I pressured you. So here's what I'll offer — let's look at the Better Business Bureau together right now. WFG has an A+ rating. You can check every complaint, every response. And then you can decide whether to give me a shot.

What would it take for you to feel confident enough to have one real conversation?"

Coaching note: The BBB offer — "let's look right now" — is powerful because it's transparent and immediate. Pull it up on your phone in the meeting.

Business"You just want me to recruit / you profit from bringing me in"

This one stings because there's partial truth in it. Lean into the truth and then show the bigger picture.

"You're right that I earn an override if I bring someone on — I'm not going to pretend otherwise. But here's the reality: I earn far more if you stay, succeed, and build a team of your own. That only happens if you're actually helped. My incentive is your success, not your signature.

Every business operates this way. Your manager at work earns more when their team performs. A real estate broker earns when their agents close. The structure isn't the problem — the intention behind it is. And my intention is simple: I want to find people who are genuinely a fit for this and show them what's possible. If that's not you, I'll tell you. I don't want someone who isn't fully bought in — they make everyone's life harder.

So let me ask you honestly — what would need to be true for you to feel like this was worth one real conversation?"

Coaching note: Ending with "I don't want someone who isn't fully bought in" is a power move. It reframes you from the one chasing to the one being selective. Use it with confidence.

Online"I just Google WFG and all I see is negative / scam results"

The research objection. This is actually a buying signal — they're doing due diligence, not shutting you out.

"I love that you're doing your research — that tells me you're a serious person and you take your finances seriously. Let me make that research more useful, because if you just Google us, you're going to end up on Reddit or a forum, and honestly, anyone can post anything there. We have 95,000 licensed agents and not every experience is the same.

Here's where I'd actually point you. Pull up bbb.org — Better Business Bureau — and search World Financial Group Johns Creek, GA. A+ rating. That's not bought, that's earned. Then bookmark aegon.com — nearly 200 years old, managing over a trillion dollars globally. Also tfaconnect.com — that's Transamerica, one of our main carriers. And worldfinancialgroup.com — our brokerage directly.

What I'd love to do is set up a second conversation — and I want you to come in ready to interview us. Bring every question, everything that concerned you, anything you saw. We'll go through it all. And then if you feel good, I'll have a few questions to see if it's a mutual fit. Sound fair?"

Coaching note: Give them the exact URLs. Specificity builds credibility. Vague reassurances don't. Names and links do.

Seasoned closer version: "Let me ask you something. When you research a surgeon before a procedure, do you read the one-star Yelp reviews and cancel the surgery — or do you check their board certifications and hospital affiliations? Google isn't a financial regulator. The BBB is."

The master response — memorize this

This is your complete field response when someone brings up a Reddit post, negative article, or general skepticism. Learn the structure cold, then make it yours.

Open with validation

"I appreciate you sharing that — and I'm glad you brought it up. You should always research something before you make a decision. That's actually a sign you're the kind of person who takes this seriously."

Acknowledge the partial truth

"I won't sit here and tell you every WFG agent has done right by every client. We have over 95,000 licensed agents and not every experience is the same. Bad advice from bad agents is real — in WFG, in banking, in every industry. The question is: who are you sitting across from right now?"

Deliver the credibility stack

"Here's what I'd point you to instead of Reddit. The Better Business Bureau — bbb.org — search World Financial Group in Johns Creek, GA. A+ rating. Aegon.com — our parent company, nearly 200 years in business, managing over a trillion dollars. Transamerica, Nationwide, Pacific Life — these are the carriers behind our products. These aren't brands that partner with scams."

Reframe the product debate

"On the product side — I agree that IUL isn't right for everyone and index funds have a real place in a strategy. A good advisor shows you both. I do. What you read about is what happens when someone has one product and pushes it regardless of fit. That's not what I do. I have access to 200+ carriers. My job is to find what's right for you."

Close with the empowerment offer

"Here's what I want to invite you to do. Come into our next conversation ready to interview me. Bring every question, everything you read, every concern — and we'll go through it all. I'm not going to pressure you. If it's not a fit, I'll tell you. But I'd rather you make a decision with real information than based on a three-year-old Reddit post. Sound fair?"

Tone calibration by prospect type

Analytical / skeptical professional

Go slower. Use more data. Lead with the BBB and Aegon numbers. Let silence work. Don't oversell — state the facts and let them process.

Emotionally triggered / burned before

Spend more time in steps 1 and 2. Validate heavily. Don't rush to the credibility stack. Earn the right to the redirect first.

Fence-sitter / curious but cautious

Lead with the close — step 5. The empowerment offer is your best tool. Give them control and they'll lean in.

Already decided against / fully hostile

Don't fight. Agree to disagree, leave the door open, and ask for one referral. "I understand. Is there someone in your life who might have a more open mind about this?"

Live field drills

Write your response to each scenario below — then click to reveal the coaching notes. Do these before your next appointment.

Drill 1 — New agent

Your prospect says: "My cousin told me WFG is a scam and I should run. He lost $3,000." What do you say first?

What to hit: Validate the cousin's experience without agreeing with the conclusion. "Your cousin's experience matters — and I'm sorry that happened. Can I ask what product he had and who his agent was? Because that context changes everything." Then redirect to your credibility stack. Never say "he's wrong" — say "that doesn't match what I've seen, and here's why."

Key line: "I can't speak to what happened with your cousin's agent. What I can show you is what I do and how I do it — and let you decide if that's different."

Drill 2 — Any level

Prospect pulls out their phone mid-meeting and says: "It says right here on Reddit that WFG sells high-fee mutual funds that underperform the market." How do you handle it in real time?

What to hit: Don't get rattled. Smile. "Let me see that." Read it with them. Then: "Okay — so this post is from three years ago, it's anonymous, and it's about a specific fund called Yorkville. That's one fund. I don't sell that fund. Let me show you what I actually recommend and why." Then open your phone and pull up bbb.org together.

Never do: Grab the phone. Say "that's fake." Dismiss Reddit without engaging with the actual content. That makes you look like you're hiding something.

Drill 3 — Seasoned agent

A high-income prospect — a doctor — says: "I've done my research. Buy term and invest the difference in index funds always wins. Why would I ever use IUL?" Flip the frame and close for the appointment.

What to hit: Lead with agreement. "You're not wrong — for most people, that's the right answer. But can I ask you something? You're a physician. You've maxed your 401k. You're in the 37% tax bracket. Where is your tax-free retirement income coming from?" Pause. Let the silence work. "That's the gap IUL solves — not for everyone, but potentially for someone in exactly your situation. Not to sell you anything today — but would it be worth 30 minutes to see what the numbers actually look like for you specifically?"

Closer line: "I agree with everything you read. I just want to make sure you've seen the version that's relevant to your income level. Most of those articles are written for people making $60k a year."

Drill 4 — Recruiting context

A recruit candidate says: "I looked you guys up and people are saying it's a pyramid scheme where only the top makes money. Why would I join?" Give the full business model response.

What to hit: "That's a fair question and I want to answer it directly. In an actual pyramid scheme, you make money by recruiting, period. No product, no service, no license required. That's illegal. WFG requires a state license, sells real regulated financial products to real clients, and is registered with FINRA. Our model is identical to Keller Williams — agents build teams, brokers earn overrides. Is Keller Williams a pyramid scheme?" Then: "The reason most people don't make money in this industry — in any company — is they don't do the work consistently. The structure doesn't fail people. People fail to work the structure."

Power close: "I'll be honest with you — I'm not looking for someone who needs convincing. I'm looking for someone who sees the opportunity. If you're still asking if it's a pyramid, this probably isn't the right fit. But if you're curious enough to want to see the real numbers — what the top 10% actually earn and how they got there — that's a different conversation. Which one is this?"

Drill 5 — The hardest one

Prospect says: "I believe you personally. But WFG as a company — I just can't trust it. It feels like the company itself doesn't have my best interests." How do you close from here?

What to hit: This is actually your best position — they trust YOU. Don't throw it away by defending the company too hard. "You know what — I hear that. And honestly, your trust in me is what matters most. Every product I put you in, I'm attached to. My name is on it. My license is on it. The carriers — Transamerica, Nationwide, Pacific Life — they're regulated at the state and federal level. WFG is the vehicle I use to reach you. Your contract is with the carrier. That's who pays the claim."

The close: "So here's what I'm asking you to trust — not a company, not a brand — just me, and the carriers whose names you already know. Can we start there?"

Field readiness checklist

Check off each item before you call this objection handled. Click circles to mark complete.

Knowledge checklist

I can explain WFG's BBB A+ rating and where to find it (bbb.org)

I can name Aegon and explain its size and history (200 years, $1T+ AUM)

I can name 3 carriers WFG works with and their AM Best ratings

I can explain the difference between WFG's model and an illegal pyramid scheme

I can explain when IUL makes sense vs. when term + invest the difference is better

I can cite the Keller Williams / State Farm comparison from memory

Script readiness

I have practiced the A.C.R.E. framework out loud at least 3 times

I can deliver the master response without looking at notes

I have role-played the "phone out / Reddit shown mid-meeting" scenario with a partner

I can deliver the empowerment close ("come in ready to interview us") with full confidence

I know which version of the response to use for analytical vs. emotional prospects

Mindset readiness

I understand that staying calm is the most important move in this conversation

I believe the prospect who does nothing because of Reddit is worse off than one who hears me out

I am not embarrassed by the MLM label — I can reframe it confidently every time

I know my own story well enough to be the most compelling data point in the room

What to say if they still walk away

Not every prospect is closeable in the moment — and that's okay. Leave the door open, not cracked. "I understand. My only ask is this — if you ever have a question about anything financial, call me first. Even if it's just to get a second opinion. You know where to find me." Then follow up in 30 days. Most closures happen on the 5th to 12th contact.

WFG Internal · SMD Edition

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to 9-person team

~$100K

per GX / year

Jan 1

annual reset

01 — FOUNDATION

Why GX exists

The real problem it was built to solve — and why nothing else has worked the same way.

Alicia Nguyen

SEVC · Swan Win hierarchy

"My dad hates promotions not because titles are bad, but because they make people run one time. A business doesn't run on when you're excited. McDonald's doesn't have SMD McDonald's. They just make money every day."

Lillian Umera

GX5 first qualifier

"Growth is not lucky. Growth is not talent. Growth is obsession. I am obsessed with prospecting, follow-up, recruiting, taprooting. I have no other option."

Same standard for everyone — TA, MD, SMD. No hierarchy of goals. One language for the whole team.

Monthly reset forces action every 30 days, not just during "runs." Every January 1st everyone starts at zero.

Double factor — 3 people trying = 6+ recruits in your baseshop, even if only 1 qualifies.

Points + recruits in one target keeps production and building happening at the same time.

Flexible counting — combine months, catch up, go deep or wide. No sandbagging needed.

Promotions still happen — organically. Stop chasing titles. Start running the system. The titles follow.

Income proof — consistent GX in your baseshop

1 GX per month in base

~$100K/yr

3 GX per month in base

~$300K/yr

6 GX per month in base

~$500K+/yr

9 GX per month in base

~$900K/yr

4 ways to qualify GX1 any month

3 direct recruits — all three come direct to you this month

2 direct + 1 taproot — recruit 2, one of them recruits 1

III

1 direct + 2 taproots wide — recruit 1, they recruit 2 people

1 direct + 2 taproots deep — chain 3 deep in one leg

Taproot must happen the same month as the original recruit. Cross-month legs don't combine. Points credited 100% to direct recruiter.

02 — FOUNDATION

Mindset shifts

Most GX misses are not skill problems. They're the wrong operating system. Get these five shifts right first.

Promotion-driven → system-driven. Stop thinking "I need to hit SMD." Start thinking "I need to run 3/15K this month." Every promotion you want comes naturally when you're consistent at GX. The promotion is a byproduct, not the target.

Event-based → habit-based. Your energy cannot be your engine. Three recruits per month is one per week. That's manageable on your worst week. Build the habit. Stop waiting to feel motivated.

Managing people → running your own race. Stop spending energy on why people aren't doing what they said. Go recruit more. If three people say no to GX, recruit three more and ask them. You're looking for the ones who will run — not re-motivating the ones who won't.

Fear of rejection → volume thinking. When you book one appointment and get a no, it feels like your world ended. Book 10, get 2 nos and 8 follow-ups, you feel momentum. Volume cures everything. Lillian doesn't pick and choose. She talks to everyone.

"I missed it" → "I'm still running." Brad Hamada had 4 recruits in a full year — then became one of the most explosive builders. Phoebe tried for nearly a year before her first GX1. The only people who never get there are the ones who stop trying.

Lillian's obsession framework — GX5

Obsessed with prospecting. Goes out and meets people every day. Not when she feels like it. Every day. Doesn't pick or choose — talks to everyone because she doesn't know who needs this.

Obsessed with follow-up. Goes back months later to people who said no — with full energy. Circumstances change. Her follow-up list never dies.

Obsessed with recruiting and taprooting. The moment someone says yes, she contacts her SMD same day. Immediate introduction. Same-month taproot.

Obsessed with Fast Start School. Gets every new recruit into Fast Start immediately. Went from 1–2 people to 5–6 at a time because of this single habit.

Obsessed with SMD communication. Texts her SMD morning and afternoon. "What's next? What can I do?" She never waits to be managed — she initiates every time.

03 — 6-MONTH PLAN

Months 1–2: build yourself first

You are the proof of concept. You cannot duplicate what you haven't mastered.

Phase 1

"As a full-time SMD, if you cannot hit 3/15K, then what are you doing every day? You should wake up thinking about who you're going to recruit today."

— Alicia Nguyen

Month 1 playbook

Build your list immediately. Write down 25–30 names before anything else. Not just your best leads — everyone. This is your inventory.

Contact 10 people every day. Call — not just text. Aim for 3–5 booked appointments per week from those 10 daily contacts.

Run a BPM or VGO every week. Saturday morning super VPM. Every week without exception. Never skip it.

Recruit 3, taproot at least 1 same month. The moment someone joins, introduce them to upline immediately. Help them get started that same month.

Submit 15K+ points. Taproot your recruits and help them join-own-share. Points follow people getting started — don't chase points separately.

Month 2 priorities

Hit GX1 again personally. Do not stop recruiting while you start coaching. You're now GX2 if you hit both months.

Introduce GX language to every recruit. In every conversation: "Are you running GX with me this month? Three recruits, 15K points. I'll help you get there."

Find your first willing GX partner. One person will say yes. That person gets your full attention this month — 3-way calls, VGO, trenches together.

Post your own numbers daily. In your team group chat, every day: calls made, appointments booked, recruits. You set the culture first.

Get to Fast Start School. And qualify every recruit you bring in to attend too. Fast Start dramatically increases the speed new people get their first result.

04 — 6-MONTH PLAN

Month 3: 3 people on GX1

Three people doing GX1 is the tipping point. Once you have three, you have three who can teach others.

Phase 2

The month-start ritual — day 1 of every month

10-min individual call with every base member — not a group call

Get their GX declaration — verbal commitment, not "I'll try"

Build their list together — pull 5 names from their phone right now

Make a live 3-way call before you hang up — one call, on the spot

Confirm Saturday VPM — are they bringing a prospect?

Accountability system

Daily team post. Every base member posts evening numbers: calls, appointments, recruits. You respond to every single post.

Day 15 check. Anyone with 0–1 recruits gets a call. "You're one away. Who are we calling right now?" Make the live call with them.

End-of-month recognition. Every GX qualifier named publicly with their specific story. Recognition repeated becomes culture.

What to say when someone misses

"That's okay. You tried. Look at your numbers — you had 2 recruits. Next month we just need one more. What would your life look like if you did this consistently for 12 months? That's what we're building. Let's go again."

Hold the standard warmly. Celebrate the attempt. Redirect immediately to next month. Never make a miss feel like a character flaw.

05 — 6-MONTH PLAN

Months 4–5: teach duplication

Your GX people now recruit their 3. This is where everything starts to compound.

Phase 3

The critical mistake: Most SMDs stop recruiting personally and start "managing" their team. The moment you do that, growth stalls. Your job in months 4–5 is to do both simultaneously — run your own GX and teach your existing GX people how to run GX with their recruits.

Teach your GX1 people to do 4 things

The month-start call. They run the same day-1 call with their base that you run with yours. Model it with them, then they replicate it.

The VGO for every new recruit. Within 7 days of joining. You join the first few, then they run it themselves.

The taproot conversation. Same day someone joins, 3-way call to introduce upline. Builds trust, locks in the system early.

Recognition for their people. When one of their recruits hits a milestone, they call it out publicly. Culture is built one recognition at a time.

The double factor explained

For every person who hits GX1, at least 2 more ran for it but were short. Those "misses" still add recruiting and production volume to your baseshop.

3 GX qualifiers

~6 running

in your base

Baseshop recruits

12–18

from double factor

This is how double-digit recruiting happens without forcing it. Build a GX culture and the collective effort produces the numbers naturally.

06 — 6-MONTH PLAN

Month 6: 9 people on GX1

Nine people consistently hitting GX1 is not a team anymore. It's a system. It's a culture.

Phase 4

You

GX6+

still running personally

GX veterans

from months 1–2

Mid-level

from months 3–4

First-timers

first GX1 this month

When someone hits GX1 for the first time — make it a moment

Recognize specifically, not generically. Don't just say "congrats." Say: "Maria hit GX1 this month — her first. She had 2 recruits by week 2 and spent week 3 taprooting one of them. She did not quit when it got hard on day 20."

Let them speak on the next team call. Two minutes. What did you do? What was hard? What made the difference? Peer voice from a brand-new GX1 qualifier is the best recruiting tool you have.

Challenge them for month 7 immediately. "You just proved you can do it once. Now let's make it twice. Who are three people you're calling this week?" Don't let the momentum stop at the celebration.

07 — SYSTEMS

Daily & weekly schedule

What to do every single day and every single week — the rhythm that runs regardless of mood or motivation.

Contacts/day

10+

minimum, no exceptions

New names

added to list daily

Appointments

booked per day target

Team posts

all

every post answered

Time

Focus

Morning

Set your 3 daily targets. Before anything else — who are 3 specific people you're contacting today? Three names, written down. These are your non-negotiables for the day.

Midday

Make your contacts. Calls, texts, in-person. Minimum 10 contacts. Book appointments. Follow up on prospects from the last 7 days. Add 1 new name to your list.

Afternoon

Respond to team daily posts. Anyone who hasn't posted — quick text. Anyone with great numbers — respond immediately. Book any 3-way calls needed for tonight.

Evening

Post your own numbers. You post first. Then follow-up calls for anyone who expressed interest today. End the day knowing your 3 targets for tomorrow.

Week 1 · Days 1–7Launch week — set the entire month's tone

Day 1

Month-start calls with every base member. 10 mins each. GX declaration. Build their list. Make one live 3-way call before you hang up. Do not let this slip to day 2.

Day 2–3

Personal prospecting blitz. Contact 15 people. Book 3–5 appointments this week. Wednesday: 3-way call block — 2 hours available for team.

Day 4–5

Follow-up and team check. Close week 1 appointments. Check team call counts — anyone with 0 calls gets a 5-min check-in. Remind everyone about Saturday VPM.

Day 6

Super VPM / BPM. Every team member brings a prospect. Run the room, edify your team, close for follow-ups. Never cancelled.

Day 7

Rest + team text. Send team their week 1 numbers summary. Celebrate movement, preview week 2.

Week 2 · Days 8–14Build momentum — close recruit #2

Day 8

Taproot week 1 recruits immediately. Introduce all week 1 recruits to your upline today. Schedule VGOs for each new recruit this week.

Day 9–10

VGO day + zero-recruit check. Run VGO for newest recruit. Day 10: anyone with zero recruits gets a call right now — make a live call together on the spot.

Day 11–12

Close recruit #2 + Fast Start check. Push to close your second personal recruit. Who is qualified for Fast Start School?

Day 13

Super VPM. New recruits should be bringing their first guest. That's the signal the system is working.

Day 14

Mid-month prep. Review everyone's numbers. Write the list: who has 0, 1, 2 recruits? You're calling those people Monday.

Week 3 · Days 15–21Mid-month recovery — find the third

Day 15 ★

Most important day — mid-month recovery calls. Call everyone with 0 or 1 recruit. Get 3 specific names from them. Make a live call together right now.

Day 16–17

Your third personal recruit push + 3-way block. Work your "not right now" follow-up list. Wednesday: 2-hour 3-way call block for team.

Day 18–19

Points check + GX qualifier check. Who has recruits but no points? Text them specifically. Who has hit GX1? Personal congrats. Who is one recruit away? Call them now.

Day 20–21

Week 3 VPM + final prep. Let GX qualifiers speak for 2 minutes each. Peer testimony in week 3 is powerful. Sunday: write the final push list.

Week 4 · Days 22–31Close the month — recognize and reset

Days 22–25

Final push — call everyone still short daily. Taproot reminder: your recruit's recruit counts. "I'm not letting you miss this month — let's go."

Days 26–28

Final VPM + recognition. Recognize every GX qualifier by name with their story. The energy from this flows directly into week 1 next month.

Days 29–31

Miss calls + day-1 pre-set. Call everyone who didn't hit GX. No shame. Set their day-1 call for next month before you hang up.

Mon

Tue

Wed

Thu

Fri

Sat

Sun

Click any day to see your action plan

Each day has a specific focus. Tap to see exactly what to do.

08 — SYSTEMS

Duplication

Something duplicates when a normal person can look at it and say "I can do that." 3/15K is that thing.

The 4 laws of GX duplication

You must do it before you can teach it. Once you've hit GX1 personally, you have a real story. "Here's exactly what I did, week by week." That specificity creates belief in others.

Teach the behavior, not just the result. "Get GX1" is not teachable. "Make 10 calls a day, book 3 appointments a week, taproot same month" is teachable. Behavior duplicates. Results follow.

Peer testimony outperforms SMD instruction. When a new recruit at the same level says "I hit GX1 last month — here's what I did," that's the conversation that converts fence-sitters. Build a culture where qualifiers always share immediately after hitting it.

The system must be simpler one level down. Give your GX1 people three things to do with their team, not ten. The more layers, the harder it is to pass down. Simplicity is what survives four levels deep.

The ask that creates GX partners

After a BPM or when someone joins

"I want to share something with you. I'm running a program called GX this month. The goal is simple — 3 recruits and 15,000 points. I've been doing it every month and it's changed how I think about this business. I'm looking for 2 or 3 people to run it with me. You in?"

If they say no, no problem. Recruit 3 more people and ask again. You're just looking for the person who says yes.

The rule when your team isn't running

"You can't change your people, but you can change your people. Go recruit someone who wants it."

If after two months someone still isn't trying — not missing it, not trying — they're showing you what they want right now. Your energy belongs with the people who are running. Stop trying to push people who aren't moving and recruit someone new who is hungry.

09 — SYSTEMS

SMD operating system

Your job is not to motivate people. Your job is to run the system. The system motivates the people.

4 things that happen every week

Monday

Individual team pulse. Quick call/text to every base member. "How many calls last week? Who are you targeting this week?" 3 minutes per person.

Wednesday

3-way call block. 2 hours blocked. Available for your entire team. Message them Monday so they know you're there. Show up for every request.

Saturday

Super VPM / BPM. Never cancelled. Never moved. Every team member brings a prospect. Missing it sends a signal that GX is optional.

End of week

Team numbers post. Post the team's week in numbers. Celebrate movement. Redirect quietly anyone who had a slow week.

What to talk about — and what not to

Always talk about

✓

Who are you recruiting this week?

✓

Where are you on your 3 recruits?

✓

Who is close to GX?

✓

Have you taprooted yet?

✓

Who's in Fast Start?

Stop talking about

✗

Why didn't they do what they said?

✗

Managing one empty leg for months

✗

Chasing people who won't run

✗

Stopping personal recruiting

✗

Products/IL in team calls

10 — SCRIPTS & TOOLS

Core scripts

Word-for-word. Copy any script with the button and use it today.

Run this with every base member on the first business day of the month. 10 minutes each. Before you hang up: a declaration, a list, and a live call made together.

Opening — set the tone

You say

"Hey [name], it's a new month — I'm doing my day-one calls with everyone on the team. I want to make sure you start strong this month. You got a few minutes right now?"

Get their GX declaration

You say

"Okay, this month — are you running GX with me? I want to hear you say it. Three recruits, 15K points. Are we doing this?"

Wait for a yes. "Yeah I'll try" is not a yes. Push: "No — are you in or out? I need to know."

Build the list right now

You say

"Good. Now pull up your phone right now and tell me five names — people you haven't talked to yet, or people who said not right now a few months ago. Let's go."

Make a live call together

You say

"Pick one of those names. We're calling them right now together — I'll jump on as your business partner. You open, introduce me, and I'll take it from there. Ready? Let's go."

Most important step. Do not skip this. Nothing teaches faster than doing it live together.

Close the call

You say

"This is your month. I'm running GX with you. Every time you hit a wall, text me and we figure it out together. One week from now you're going to have at least one recruit. Let's go."

Run on day 15 for anyone with 0–2 recruits. This is not a check-in — it's a rescue mission. You're finding their third recruit with them right now.

Opening

You say

"Hey [name], I'm doing my mid-month check on everyone. We're at the halfway point — where are you at? How many recruits do you have so far?"

The if-then map

0 recruits, day 15

"We've got two weeks left. That's enough time. But we move today. Pull up your list right now — who are three most likely people to say yes this week? Let's call one together right now."

1 recruit, day 14

"You're one away from GX. Two more recruits in two weeks — totally doable. Who are you calling tomorrow? Let's figure out your next three conversations right now."

2 recruits, day 16

"You are one recruit away from GX1. One. Let's find them right now. Who have you talked to that said 'maybe' or 'not right now'? Those are your calls this week."

3 recruits, no points

"You've got the recruits — that's the hard part. Have you done a VGO or sit-down with your new people yet? Let's schedule that this week. Points follow activity with recruits."

"I've been busy"

"I hear you. But busy doesn't recruit. What specifically got in the way? And what's different this week? I need a real answer because I want to help you hit this."

The core recovery move

You say

"Here's what we're doing. Right now, on this call, tell me three specific people you're going to contact before Friday. Names. I'll write them down. Text me after each one — 'called [name], here's what happened.' Can you commit to those three calls?"

At 2 recruits — the taproot reminder

You say

"You are one person away. One. Think about your two recruits — has either of them talked to anyone who might be interested? Could one of them refer you? Or taproot — if your recruit recruits someone this month, that counts as your third. Have you gone deep on either of them yet?"

At 2 recruits people often forget that a taproot counts as their third. This reminder alone saves many missed months.

CCIC · In person

Cold / warm market

"Wow, you're clearly good with people. I used to work in [field] myself — is this the dream for you long-term? No? Let me get your number — I'm expanding in the area and I think you'd be great."

Compliment → Common ground → Inquire → Contact info

VPM Invite · Warm

Text or call

"Hey, I'm doing a wealth webinar this Saturday — covers money, financial planning, and a business opportunity. Might not be for you, but at minimum you could refer me. Can you give it 45 minutes?"

Project Script · Anyone

Call or text

"I'm working on a project with a friend of mine. When do you have at least 20 to 30 minutes to hop on a Zoom? I just need you to listen with an open mind for 30 minutes."

Asking someone to run GX — after the BPM

You say

"I want to share something with you. I'm running a program called GX this month — the goal is just 3 recruits and 15,000 points. I've been doing it every month and it's changed how I think about this business. I'm looking for 2 or 3 people to run it with me — people I can support, make calls with, and celebrate wins with. Are you in?"

How you handle a miss determines whether they try again next month or quietly disappear. Three goals: no shame, acknowledge the attempt, immediate redirect to next month.

The miss conversation

You say

"Hey — month's over and I wanted to connect. You didn't hit GX this month and that's okay. Phoebe missed for almost a full year before she hit it. Brad had 4 recruits in an entire year. They kept going. The muscle takes time. What happened this month, and what's going to be different in [next month]?"

Then you say

"On the first of next month I'm calling you, we're building your list together, and we're making a live call before we hang up. I'm not letting you start the month cold again. Are you in for next month?"

11 — SCRIPTS & TOOLS

Why people miss GX1 — and the fix

Most misses are not skill problems. They're rhythm problems. Here are the six most common causes and exactly what to do.

1. Haven't built the prospecting habit yet

Recruiting is a muscle. If someone hasn't been doing it consistently for 3–6 months, they can't just turn it on. Their list is stale, they're uncomfortable calling, and they run out of people by week 2.

Fix: Sit with them on day 1 and open their phone together. Pull names right there. Make the first 3-way call while you're on the phone. One session does more than a month of coaching.

2. Recruit but don't taproot same month

They get 2–3 recruits but have no points because they didn't help new people get started immediately. The recruit joined, nothing happened fast enough, month ends with no points.

Fix: Train the same-week taproot rule. Day they join: 3-way call to introduce upline. VGO scheduled within 7 days. Non-negotiable for every single recruit.

3. Waited until week 3 to start

They were "going to get around to it." Then it's day 20 and they need 3 recruits in 10 days. Panic-recruiting doesn't work.

Fix: Your day-1 call creates urgency at the right time — the beginning. Make it non-negotiable. Set it before the month starts if you have to.

4. Managing existing people vs. recruiting new

They spent the whole month chasing the same 2 people they've been talking to for 3 months. Zero new names added to their list.

Fix: When you see this pattern — same names, same story every week — redirect immediately. "Stop. Go wide. Who are three new people we can call right now?"

5. They don't believe they can do it

Shows up as excuses — too busy, market is tough, my people aren't responding. Underneath is "I've tried before and it didn't work."

Fix: Don't argue with the excuse. Go straight to the story. Tell them Brad's story, Phoebe's story. Then ask: "What would have to be true for you to get 3 recruits next month?" Their answer shows you the real block.

6. No mid-month check-in

They started strong, had 2 recruits by week 2, then life happened in week 3. No one called. Month ended at 2.

Fix: Day 15 check is your most important intervention. Anyone at 2 recruits gets a call that day. "You're one away. Let's find your third right now." A 10-minute call on day 15 saves more GX months than any training ever has.

12 — SCRIPTS & TOOLS

VGO playbook

Virtual Grand Opening — the fastest path to points for a new recruit. Schedule it the day they join.

Day they join

Schedule the date

Day 2

Build guest list

D3–6

Days 3–6

Send invites daily

D7–14

Day 7–14

Run the VGO

+48hr

Within 48hrs

Follow-up calls

Day they join

Days 2–3

Days 4–6 — reminders

Day of + after

VGO progress: 0 / 16 done

Schedule on day they join

SMD says

"Welcome to the team — this is going to be great. Here's what we're doing this week: we're running your Grand Opening on Zoom. What night works better — Tuesday or Thursday? We need to lock this in right now."

Personal invite text

Recruit texts guests

"Hey [name]! I just started something new and I'm really excited about it. I'm doing a little info session on Zoom this [day] at [time] — 45 minutes on money, financial planning, and a business opportunity. It might not be for you, but I'd love for you to take a look. Can you make it?"

Day-before reminder

Recruit texts

"Hey [name] — just a reminder that our Zoom is tomorrow night at [time]. Here's the link: [link]. I'm really glad you're coming — it means a lot to me. See you there!"

Edification — recruit opens the Zoom

Recruit says to the room

"Thank you all for being here tonight — it really means everything to me. I want to introduce you to someone I really trust. [Name] has been in this industry for [X] years and has helped a lot of people take control of their finances and build real income. I've seen it firsthand and I'm so grateful they agreed to present tonight. Please give them your full attention. [Name], I'll turn it over to you."

Closing ask — end of presentation

SMD says to the room

"I have time this week to do individual 20-minute calls with anyone who wants to learn more — whether that's the financial planning side, the business opportunity, or both. No obligation and no pressure. I just want to make sure you have all the information you need. Who would like one of those calls this week?"

Follow-up call — within 48 hours

SMD calls

"Hey [name], this is [name] — I presented at [recruit]'s event the other night. I just wanted to personally follow up and see what resonated most for you. Was it more the financial planning side, the business opportunity, or both?"

T–15 min	SMD joins Zoom early. Check audio, video, screen share. Admit guests as they join. Warm small talk — ask how they know the recruit. This pre-meeting vibe matters more than you think.
0:00	Recruit opens. Thanks everyone warmly. Delivers edification script word for word. Hands over to SMD. Recruit goes off camera — supporting from the background, not presenting.
0:05	SMD opens with a 60-second personal story. Why you're here, what changed. Acknowledge the recruit. Ask an engagement question before launching the presentation to activate the room.
0:08	BPM presentation — keep to 30–35 minutes. Company, mission, financial literacy, opportunity. Ask engagement questions every 8–10 minutes: "Raise your hand if you have a life insurance policy. Now raise your hand if you know exactly what it covers."
0:40	Invite recruit back on camera. SMD re-edifies them. Recruit shares their personal why in 60–90 seconds — what made them join, what they're excited about. This is powerful.
0:43	Closing ask. "Who would like a 20-minute follow-up call this week?" Collect names and times before anyone leaves. Do not rush this — it's the only reason you ran the event.
0:47	Recruit closes the room. Thanks everyone personally by name. "If [SMD name] reaches out to you this week, please take the call." Close Zoom.
+5 min	SMD and recruit debrief immediately. Who's booking a follow-up? Who seemed most interested? Recruit's job: personal texts to every attendee before SMD calls them.

What makes a VGO fail — avoid these

✗

Scheduling it more than 14 days out. Warm-market excitement dies fast. Every week you delay, fewer guests show up.

✗

Letting the recruit invite passively. Mass texts and social posts do not work. Every guest needs a personal individual invite — call for the top 8, personal text for the rest.

✗

Skipping the edification. If the recruit doesn't properly introduce the SMD, the room doesn't trust the presenter. A weak edification makes the next 40 minutes twice as hard.

✗

Closing the Zoom without follow-up commitments. The whole event exists for this moment. Stay on until you have names and times.

✗

Waiting more than 48 hours to follow up. Interest drops every hour after the event. Make follow-up calls within 24–48 hours while the presentation is still fresh.

Go through these categories with your new recruit on the phone. Pull names from their phone contacts. Goal: 25–30 names to get 8–15 attendees.

Family

Parents, siblings, cousins, in-laws, extended family

Close friends

Best friends, college friends, longtime friends

Work

Coworkers, former colleagues, managers, clients

Neighbors

Current and former neighbors, HOA contacts

Community

Church, gym, sports teams, clubs, hobby groups

Phone contacts

Everyone in their phone — scroll top to bottom

Prompts to unlock more names

"Who do you know that's been complaining about their job lately?"

"Who have you seen posting about wanting more income or a side hustle on social media?"

"Who do you know that's good with people and would be great at this?"

"Scroll through your phone contacts right now — who pops out that we haven't mentioned yet?"

The roadmap

SMD → EMD Path

Month by month. Week by week. Protect your calendar and execute with discipline.

M1–3SMD Path

M4–6EMD Path

3 SMDsRequired for EMD

GX3Month 3 goal

GX sequence for new associates

GX1 → GX2 → GX3 Breakdown

GX1
Month 1 — Field training, first client, first recruit
Complete FNA training, get licensed, sit 10 FNAs with trainer, write first policy, recruit 1 person. Focus: momentum and belief-building.
GX2
Month 2 — Build personal clientele + recruit 3
10 personal FNAs, write 3–5 policies, recruit 3 people, attend every BPM. Focus: duplication. Do what you want your team to do.
GX3
Month 3 — Lead team production + SMD qualification
Your recruits are now doing GX1. You coordinate their FNAs, support their closes, hit 90K points together. Focus: leadership, not just sales.

Know who to call first

Ideal Recruit Profile System

Not all warm market contacts are equal. Here's how to identify your best prospects — the ones most likely to move fast and build big.

Must-have traits

What you're actually looking for

Potential SMD markers (the 1 in 10)

Who has SMD in them

Warm market radar

What to watch and listen for

These phrases, behaviors, and life moments are signals someone is ready — even if they don't know it yet.

Verbal signals — things they say

Life event signals

Social signals — what you see online

60-second priority scorer

Score anyone on your list instantly

Rate each factor 1–5 for a person in your warm market to get an instant priority ranking.

Caution profiles

Who tends to stall, drain, and disappear

These aren't bad people — they're just not in the right season. Stay warm and revisit later. Don't build your GX around them.

The 72-hour rule

Move fast, don't convince

If someone hasn't taken one step (filled out an app, attended a BPM, scheduled a follow-up) within 72 hours of expressing interest — the energy is fading. Don't spend more than 3 follow-ups trying to resurrect it. Move to the next name. The right people move with urgency because they feel the need.

30-day onboarding

Training Program — Zero to Field-Ready

Built for Hyperion and every new associate. Sequential, simple, and tested. Complete each phase before moving forward.

Know your craft

Terms, Language & Financial Identity

How you speak shapes how you're perceived. Speak like a financial professional. Think like a mission leader.

Identity shift

Who You Are Now

You are not a salesperson. You are a financial professional, educator, and wealth advocate. You help families stop being victimized by financial ignorance and start building generational security. Every conversation is a service, not a pitch.

Financial professionalWealth educatorMission leaderBusiness builderLegacy creator

The 7 High-Identity Pillars

The mindset of a financial professional, business owner, and agency builder

1
Mission over commission
I do not wake up chasing transactions. I wake up to create impact.
Over 330 million people live in America, and roughly 70% of families are financially unprepared for retirement, emergencies, inflation, or unexpected loss of income. Most people were never taught how money truly works. That means the need is massive.
I am not here to pressure people. I am here to educate, protect, and empower families. The money follows the mission. Always.
2
Trusted authority, not a salesperson
I do not "pitch" people. I lead conversations with curiosity, professionalism, and value. I think like a doctor: diagnose before prescribing, ask before telling, understand before advising.
People are tired of being sold. They are looking for someone they can trust. My posture is calm because I know I bring value.
3
Think like an owner
Most people dream about owning a business, having freedom, controlling their schedule, building something for their family, and escaping the paycheck-to-paycheck cycle. Very few ever get the vehicle or mentorship to do it.
I understand I am not just building income. I am building ownership. Owners create systems, culture, leadership, vision, duplication, and legacy. Employees trade time for money. Builders create leverage through people and systems. I am building an enterprise, not a side hustle.
4
Builder of people
My real business is not products. My real business is people. I help people become more confident, more financially educated, better communicators, stronger leaders, and bigger thinkers.
Production creates income. People development creates legacy. The strongest organizations are built by leaders who genuinely care about helping others grow.
5
Abundance thinking
There is no shortage of opportunity. There are millions of families who still need help and millions of people who want additional income, time freedom, flexibility, ownership, purpose, a meaningful business, and a way to create generational change.
I never operate from desperation. Every conversation is practice. Every connection matters. Every seed has potential. I do not need every person to say yes. I only need to continue planting seeds consistently.
6
Detachment from outcome
Pressure repels people. Confidence attracts people. My job is not to force outcomes. My job is to open doors, build relationships, create belief, inspire possibility, and present opportunity professionally.
I stay emotionally neutral whether someone says yes or no. A "no" does not lower my value. A "yes" does not define my identity. I operate with confidence because my identity is bigger than any single outcome.
7
Become someone worth following
People follow growth. People follow vision. People follow conviction. I continuously invest into my leadership, communication, mindset, finances, health, family, faith, and business skills.
My life should reflect the message I share. My personal brand is not built through hype. It is built through consistency, integrity, service, and growth over time.

High-Identity Declaration

I am not "trying" to build a business. I am a financial professional, a business owner, an agency builder, a leader of people, a creator of opportunity, a culture builder, a visionary, a steward of trust, and a legacy builder.

I do not chase people. I attract alignment through conviction and value. I understand the market is massive, the need is real, and the opportunity is bigger than fear.

I am building freedom, leadership, ownership, impact, and generational change. And I will continue becoming the kind of person people trust, follow, and grow with.

Say this, not that

Elevated Language Guide

❌ Don't say

"I sell insurance"
"It's like a pyramid"
"Can I pitch you something?"
"I want to show you an opportunity"
"It doesn't cost much"

✅ Say instead

"I help families build financial security"
"It's a field force model, like Keller Williams"
"I want to ask you a few questions"
"I want to share something that changed my family"
"The value here is significant"

Essential terms — know these cold

Financial Professional Vocabulary

Team documents

Hyperion Resource Hub

Everything a new or active associate needs — fully integrated. No external logins required.

Start here — Day 1

New Associate Document

Complete these steps in order before your next meeting. This is your foundation.

▶

Watch Jaime's Welcome Message (under 10 min — do this first)

Jaime Villalovos, founder of Revolution Financial. 22+ years in business, $4M+/year, author of Happy & Strong.
🎥 Watch Welcome Video →
1

Start Pre-Licensing — XCEL Course

12-hour pre-licensing course through XCEL Solutions. Required before you can sit the state exam.
📚 XCEL Pre-Licensing →
2

Study Resources

Use both of these to pass faster:
🎬 Russ Cram Course Video → 🃏 Quizlet Flash Cards →
3

Set Up Fast Start Meeting with Trainer

Book within 24–48 hours of joining. Don't wait.
4

Complete Your Financial Plan

Your own FNA first — you need to know the product before you can share it.
5

Book Your State License Exam Date

See the CA Licensing Checklist tab for full step-by-step instructions.
6

Book Top 3 Field Training Appointments

Shadow your trainer on 3 real appointments before going solo.
7

Orientation Class with Jaime Villalovos

Runs every 15 minutes — join anytime.
🎓 Join Orientation →
8

ABCs Class with Shawn Villalovos

~1 hour class. Saturdays at 9:15 AM. Register to get the Zoom link emailed to you.
📝 Register for ABCs Class →
9

Join Team Telegram (after getting licensed)

Team group chat — stay connected, get updates, get support.
💬 Join Telegram →

Team links

Bookmark These

🌐 Hyperion Team Website → 📁 Licensing Folder →

Immediate actions

Fast Start Document

Complete these before your first full week is over.

Step 1 — Download these apps

BSCPRO

Your CRM and business tracking tool. Download and set up immediately.

🍎 Apple → 🤖 Google →

Team communication. Download app, then join the Hyperion team chat.

📲 Get Telegram → 👥 Join Team Chat →

Step 2 — Qualify for Fast Start School

✓

Complete your Financial Plan (FNA)
Your plan first — you need the lived experience before you can walk clients through it.
✓

Book 3 Field Training Meetings
Shadow your trainer on three real appointments. This is where real learning happens.
✓

Book Your State License Exam
Don't wait. Book the date now and study toward a deadline. See the CA Licensing tab.

Step 3 — Bookmark & study these

→

Invitation Script (Help Me Script)

Your primary invite script. Know this cold.
📄 Open Help Me Script →
→

Hyperion Builder's Playbook

How to build your business through the Hyperion system — full flipbook.
📖 Open Builder's Playbook →
→

Hyperion Team Website

Bookmark this for reference and to share with prospects.
🌐 Hyperion Website →

Step 3 Fast Start — Presentation Guide

Revolution Financial Management · Step 3 Fast Start

This is the presentation your trainer walks through with you in your first 24–48 hours. Know every section cold — the System is the vehicle to your dreams.

🚀 Opening Frame

🎯

"Today's going to be about getting your business off the ground and getting you off to a fast start. We want to help you get qualified for our next Fast Start School and help you become a successful entrepreneur on track to make six figures with us. Does that sound fair enough? Are there any questions before we get started?"

❤️ 6 Basic Human Needs

"What are the 2 most important needs for you to feel fulfilled?" (Let them pick — this anchors their WHY to your opportunity.)

🔒 Certainty / Security / Stability / Safety — Assurance you can avoid pain and gain pleasure

🎲 Uncertainty / Variety — Excitement, competition, the unknown, adventure

⭐ Significance — Feeling unique, important, special, worthy, recognized

🤝 Connection / Love — Being part of a team, a strong sense of closeness

📈 Growth — An expansion of capacity, capability, or understanding

🎁 Contribution — A sense of service, helping, giving back to others

⚠️ Scenario of Disaster

Teach this early so new associates don't go rogue with the wrong people.

💥

Your Enthusiasm → Creates Curiosity → They Ask Questions → You Attempt to Answer → You Answer Wrong → They Jump to Conclusions → Result: Failure

Solution: Don't answer their questions. Edify your trainer and let the system do the work.

🚗 The System = The Vehicle to Your Dreams

"You could have the fastest vehicle — a Ferrari — but if you don't have these 3 things, you're not going anywhere."

🪪

If you don't have a license, you can't drive.Do you have a test date and crash course date booked?

🚗

If you don't know how to drive, you're not going anywhere.You need to learn the marketing system and financial education.

⛽

You need fuel for the tank.Let's start with your fuel — your WHYs.

⛽ Your Fuel — Your WHYs

"People who become successful are those who have strong reasons to win in business and in life. What are yours?"

"What's the MOST IMPORTANT long-term dream you have?" (Write down their top 4 whys — retire parents, kids' college, become somebody, travel the world, etc.)

⏱️ Time Commitment

💭 "In one year from now, how much money would you want to have made?"

💭 "How much time would you have to put in at your current job to make that money?"

💭 "How much time are you willing to put in to make that money here?"

📅

"Outside of any classroom training and studying, I'll need about 6–8 hours a week in the beginning to mentor you to become a successful entrepreneur — about an hour a day. Let's look at our schedules and see what works."

🔧 Engine of the Vehicle — Learn Our System

📚 Financial Education

Theory: Classroom training + Licensing

Practical: Hands-on, real-world client experiences

"If you needed surgery, would you go to a doctor who only has a license — or someone with an internship, residency, and real-world experience?"

📣 Marketing & Expansion

Old way: Cold calling · Selling to friends & family · Advertising $$ · Limited market

The New Way: Share information with 10 families you already have trust with

"Do you have enough credibility with at least 10 people who would be willing to sit down with you and see what you do?"

💡

The SYSTEM will help you so you don't have to worry about where your clients will come from — and you can build your business fast.

💡 Understanding Financial Education

"Financial education on saving money will increase your belief and understanding in what we do. Let's educate you and your spouse about financial literacy before we educate others."

1 — Increasing Cashflow & Debt Management

2 — Emergency Fund & Long-Term Growth of Assets

3 — Protection of Assets

4 — Tax Advantages When Utilizing Money

📅

Book Step 4 right now — Date _______ & Time _______

⚾ The System Flow & Baseball Example

The System Flow: List → Contact → 1-on-1 / BPM → Client → Referrals (or BP/Client → Referrals). Referrals go back on the list — the process repeats infinitely.

"Field training is like baseball. The goal is not necessarily to hit a home run — just get on base."

⚾

1st Base — Future ReferralsWe show them what we do. They get excited and impressed → give you future referrals.

⚾

2nd Base — Instant ReferralsThey know someone who just had a baby, got married, is about to retire… "You need to talk to my sister." That's an instant referral.

⚾

3rd Base — ClientThey say "I need help" and become a client.

🏠

Home Run — New Business PartnerWhen a client becomes a business partner, it's a game changer. Instead of retiring in 10–15 years, they can retire in 3–5 years and start changing generations. Best thing we can offer is the opportunity.

🌍 2 Types of Markets

👥 Known Market

Pros: Massive trust · Interested in your success · Meet with you right away

Cons: Only know you in your current position · May not want you to know their finances · It's LIMITED

🌐 Unknown Market

Pros: Unlimited clients · Unlimited talent

Cons: No trust · Costly · Slow process · Don't know their character

💡

Best way to tap the unknown market: Go THROUGH your known market. It combines trust + unlimited reach. Start with 10 people who already trust you.

📞 The Invitation — Start the Process

Your trainer shares the same concepts with your known market that they shared with you on day one. First, practice calls with your trainer. Make your first 3 calls in front of them so they can help fix your communication if needed.

💬 "I'm working on a program with a friend of mine — I want to show you."

💬 "When's a good time to jump on a Zoom for 20–30 minutes?"

💬 If they ask "What is it?" → "It's an educational platform about money."

💬 "Will you listen with an open mind for 30 minutes?"

💬 Set a time & date, get their best email for the Zoom link.

🎤 The D.E.T.E. Setup — Introduce Your Trainer

"Introduction of the trainer — 'The SETUP' — is 90% of the work."

Dream"You know how you/we always talk about… Well, I found this!"

Excited"I'm really serious and excited about it — because it's giving me the opportunity to… [add your WHYs]."

Take Away"This is not necessarily for you — but I want you to know what I'm doing so maybe you can refer me people later down the road."

Edification of Trainer"I'm so happy I was able to get [trainer name] — successful entrepreneur, very busy."

✅ To Start the Process — Top 3 List

"Who are the Top 3–5 people that come to mind first that you would want to share this with?"

❓ How do you know them?

❓ When's the last time you spoke?

❓ What do they do?

🏆 Fast Start School & Champions Path

Fast Start School

The most powerful class in our business!

To qualify:

✅Create your Top 5 list

✅Implement financial education in your own life

✅3 Appointments OR 1 Business Partner

Champions Path (GX)

New teammates who qualify within their first two weeks get their Associate Promotion — 40% pay increase.

To qualify:

✅Pass the licensing exam

✅First result in the field (new business partner or a family helped)

🏁 Finish 3-3-30 Fast in Your First Month

📞

Make calls immediately to set appointments with your known market.

📅

Make an appointment with your trainer immediately to learn savings concepts.

🚀

After completing GX1 (3-15), focus on building your team! → GX2 → GX3

EASY START CHECKLIST

Revolution Financial Management

Easy Start Guide

Your simple step-by-step path to licensing, earning, and leading — one family at a time.

0 of 25 steps completed

Week 1 — Let's launch

~6–8 hours part-time. Chip away daily, no rush.

✓

Start Xcel pre-licensing course

Only required in certain states — confirm with your trainer first.

✓

Book your license exam date

Do this early — test centers fill up fast.

✓

Watch the 8-min Welcome Video

Sets the tone for everything ahead.

✓

Complete your personal Financial Needs Analysis (FNA)

You can't help families if you haven't helped yourself first.

✓

Watch Orientation Class

✓

Watch ABCs Class — basics of financial planning

✓

Go on your first field training appointment

Observe and take notes — this is where the real learning begins.

✓

Join Telegram — Team Revolution + your team leader's chat

💡

Pro tip from your SMD: speed matters at the start. The faster you take action, the faster your confidence builds. Don't wait to feel ready — you get ready by doing.

Licensing — get your license fast

Your license is your business. Nothing else happens without it.

✓

Complete the Xcel pre-licensing course

Aim for 85–90% on your final exam and all 3 simulator tests before sitting the real exam.

✓

Watch the licensing crash course

Focused study for the actual state exam — don't skip this.

✓

Pass your state license exam

Complete fingerprints if required in your state.

✓

Apply for your license

✓

Complete AML course and save your certificate

✓

Get appointed with product providers

Your trainer will walk you through this — it's what allows you to get paid.

Activity — get moving in the field

While you're studying, be active. These habits set your pace.

✓

Qualify for Fast Start School

Your top priority. This unlocks bonuses and fast-tracks your growth.

Top priority

✓

Attend your first BPM (Business Presentation Meeting)

Bring a guest if possible — this is your most powerful recruiting tool.

✓

Complete your first full field training appointment

Watch and debrief. Do not present alone yet.

✓

Memorize and practice your invite script

Know the "Help Me Script" cold. Role play with your upline daily.

✓

Build your Top 25 prospect / share list

Think: married, homeowners, solid career, entrepreneurial mindset.

👥

The Fast Start process: set the appointment → learn their background → present to the spouse → discuss goals → time commitment → set 3/15 goal → review FNA → build their share list → field train ASAP.

Training and expansion — now go help families

Once licensed and appointed, focus on competence and confidence.

✓

Study The Builders Playbook

✓

Download and practice Flipchart Presentations Steps 1–5

✓

Watch the full RFM Training Video Series

✓

Plug into the weekly ATM Club (product training)

✓

Work with your SMD to create a full-time income replacement plan

✓

Attend a big event or company convention

This is where the vision gets bigger and the belief gets stronger.

📚

Recommended reads: Think & Grow Rich, Rich Dad Poor Dad, Atomic Habits, Happy & Strong (Jaime Villalovos), The Builders Playbook. Start one now.

Your goals — know your why

Clarity on purpose drives everything else. Don't skip this.

💵

First $1,000

In your first 30 days licensed

🏆

Qualify for GX1

Promote to MD trainer in 3–5 months

📅

Full-time date

Set a real target date with your SMD

❤️

Your top 10 whys

Write them down — they pull you forward

✓

Write out your top 10 reasons why

Tape it somewhere you see it every day.

✓

Set your date and plan to go full-time

A goal without a date is just a wish.

✓

Have your Fast Start duplication meeting with your trainer

Cover: get licensed → meet spouse/influencer → share list → field presentations → personal FNA → qualify 3/15 → duplication.

💬

"You don't have to be great to start, but you have to start to be great." — Zig Ziglar. One team. One mission. Total Revolution.

Support contacts

Key Emails & Phone Numbers

Bookmark this page. These are the contacts you'll use for licensing, onboarding, and ongoing support.

EMAIL CONTACTS

📧

Pending Requirements — CA & HI

Turn around ~4 hrs. Can also upload docs directly to the TLIC portal.

cahicasemgmt@transamerica.com

📧

Background Questions — Onboarding

For background check questions during the onboarding process.

WFGIA@TRANSAMERICA.COM

📧

License Renewals / LTC

Use these for license renewals and long-term care related inquiries.

lic_commemail@transamerica.com license@nationwide.com dataview@amsfsg.com

📧

WFG License Apps / Fast Track

Submit license applications and use the fast track process here.

wfglicenseapps@transamerica.com wfgfast@transamerica.com

PHONE SUPPORT

Transamerica Licensing

(800) 322-3796

Dial 4

Nationwide Licensing

(614) 435-3049

Dial 1 then 5

Crump Licensing

(888) 232-4872

Dial 3

QUICK REFERENCE LINKS

Quick links

Reference Links

🔗 Transamerica Agent Central → 🔗 MyWFG → 🔍 Look Up Your NPN → 💰 2024 Commissions Multiplier → 🗺️ Territory Map → 📘 How Money Works → 🌐 Hyperion Website → 📋 Reged (Annuity CE) →

Natural Prospecting Program

The Natural Prospecting Program

From identity to action — for newbies and seasoned associates. Master the mindset, daily habits, scripts, online prospecting, team training, and activity tracking.

Identity first

You are not a salesperson. You are a financial first responder.

Every person you meet is either overpaying for coverage, has no protection, or has no plan. Your job is to find them before a crisis does. That shift — from "selling" to "serving" — changes everything about how you carry yourself.

The 7 High-Identity Pillars

The mindset of a financial professional, business owner, and agency builder

1
Mission over commission
I do not wake up chasing transactions. I wake up to create impact.
Over 330 million people live in America, and roughly 70% of families are financially unprepared for retirement, emergencies, inflation, or unexpected loss of income. Most people were never taught how money truly works. That means the need is massive.
I am not here to pressure people. I am here to educate, protect, and empower families. The money follows the mission. Always.
2
Trusted authority, not a salesperson
I do not "pitch" people. I lead conversations with curiosity, professionalism, and value. I think like a doctor: diagnose before prescribing, ask before telling, understand before advising.
People are tired of being sold. They are looking for someone they can trust. My posture is calm because I know I bring value.
3
Think like an owner
Most people dream about owning a business, having freedom, controlling their schedule, building something for their family, and escaping the paycheck-to-paycheck cycle. Very few ever get the vehicle or mentorship to do it.
I understand I am not just building income. I am building ownership. Owners create systems, culture, leadership, vision, duplication, and legacy. Employees trade time for money. Builders create leverage through people and systems. I am building an enterprise, not a side hustle.
4
Builder of people
My real business is not products. My real business is people. I help people become more confident, more financially educated, better communicators, stronger leaders, and bigger thinkers.
Production creates income. People development creates legacy. The strongest organizations are built by leaders who genuinely care about helping others grow.
5
Abundance thinking
There is no shortage of opportunity. There are millions of families who still need help and millions of people who want additional income, time freedom, flexibility, ownership, purpose, a meaningful business, and a way to create generational change.
I never operate from desperation. Every conversation is practice. Every connection matters. Every seed has potential. I do not need every person to say yes. I only need to continue planting seeds consistently.
6
Detachment from outcome
Pressure repels people. Confidence attracts people. My job is not to force outcomes. My job is to open doors, build relationships, create belief, inspire possibility, and present opportunity professionally.
I stay emotionally neutral whether someone says yes or no. A "no" does not lower my value. A "yes" does not define my identity. I operate with confidence because my identity is bigger than any single outcome.
7
Become someone worth following
People follow growth. People follow vision. People follow conviction. I continuously invest into my leadership, communication, mindset, finances, health, family, faith, and business skills.
My life should reflect the message I share. My personal brand is not built through hype. It is built through consistency, integrity, service, and growth over time.

High-Identity Declaration

I do not chase people. I attract alignment through conviction and value. I understand the market is massive, the need is real, and the opportunity is bigger than fear.

I am building freedom, leadership, ownership, impact, and generational change. And I will continue becoming the kind of person people trust, follow, and grow with.

Natural conversation openers

A script is a guide, not a cage. Learn the concept — then make it yours.

The goal of every opener is curiosity → connection → a reason to follow up. Never pitch in the first conversation.

In-person: meeting strangers

Warm approach"Hey, random question — what do you do for work?" → [they answer] → "Oh that's interesting. Do you love it or does it just pay the bills?" → [opens the door for them to ask what do you do?] → "I have a business and we teach financial literacy to businesses and families in the community." [change subject it back to them] Ask, "What exactly do you do?" [let them answer and listen] "Very cool. We should exchange numbers — I’d love to stay connected." [give them your phone] And tell them, “Go ahead and put your number in here.”

Key: judgment-free, curious, no pressure. End with a yes/no question so they lead.

Friends of friends / group settings

Social settings"So how do you know [mutual friend]?" → [build rapport] → "What keeps you busy these days?" → [listen] → "Nice — [genuine comment]. What do you do for work? Love it or does it just pay the bills?" [really listen, they'll usually ask what you do] Tell them "I own a business" [they usually will ask what kind of business] "I have an agency that helps businesses and families in the community learn about financial literacy. We're always looking for good people to get licensed and trained. What exactly do you do" [pivots conversation back to them]

The soft plant — end of any conversation

Before you part ways"Hey, before you go — can I grab your number? I’d love to stay connected." [give them your phone] And tell them, “Go ahead and put your number in here.”

Follow-up text (24–48 hrs later)

Text follow-up"Hey [name]! Great meeting you yesterday. I mentioned I work with businesses and families in the community. Would you be open to see what we do and what were looking for? No pressure at all, just want to give you some real value. What's your schedule like typically? Ok, does Thursday at 6 or Saturday at 9am work better?"

Handling "what do you do?" at social events

Your elevator answer"I have a business" [then they'll ask what kind?"] I have an agency where I get people licensed and trained to do complimentary financial plans for businesses and families to save on taxes or anything to do with money. What do you do?

Training framework

Train newbies to take action in week 1. Train seasoned associates to duplicate.

The fastest-growing teams don't just recruit — they train, track, and uplift. Here's the full curriculum structure.

Newbie track — first 30 days

W1
Identity & why workshop
Run the 5 Levels Deep exercise. Write their why statement. Have them memorize a 15-second answer to "what do you do?" that feels natural — not scripted.
W1
Warm market list (200 names)
Every person they know. Phone contacts, social media followers, neighbors, co-workers, family. No filtering — write everyone down.
W2
Role-play prospecting conversations
Practice the openers until they sound natural. Record themselves. The goal: zero stumbling on "what do you do?" and "want to grab coffee?"
W2
First 3 appointments (warm market)
Lead with learning, not selling. Upline should be present or on call. Debrief after every one.
W3–4
Daily 5 accountability check-ins
Daily text to their upline with their numbers: new contacts, follow-ups, posts, appointments booked. Public accountability doubles follow-through.

Seasoned associate track — ongoing mastery

M1
Prospecting audit
Where are they actually getting contacts from? What's working? What's a habit that used to work but they dropped? Reset and recommit.
M2
Sphere expansion strategy
Map their current network in 3 rings: warm, lukewarm, cold. Identify 2–3 new environments to enter deliberately this month.
M3
Teach-back sessions
Best way to master prospecting: teach it. Have seasoned associates lead role-play sessions with newbies monthly. Builds both retention and leadership.

Weekly team structure

Monday

Goal-setting & accountability

15 min. Each person states their 3 weekly actions. Screen-share or voice call.

Wednesday

Role-play & script practice

30 min. Rotate partners. Focus on one scenario per week. Record and review.

Friday

Win sharing & debrief

15 min. Celebrate wins, analyze misses, share what opened doors this week.

Monthly

Prospecting blitz day

Full team commits to a high-volume prospecting day together. Shared energy = shared results.

WFG Field Guide — No Family Left Behind

The Approach Guide

A complete field guide for new and seasoned WFG associates. Scripts, objection handlers, and re-ignition tools — all in one place.

From the fastest-growing broker in WFG

Being new is not a weakness. It is your most powerful asset.

The number one mistake new associates make is trying to sound like a veteran. Professionals have heard polished pitches their entire careers. What they haven't heard is someone genuinely new, genuinely excited, and genuinely inviting them into something real. Lead with that truth every single time.

◆ Authenticity beats expertise in the first conversation

◆ You don't need all the answers — you need the right questions

◆ Lead with mission, follow with platform

◆ Your upline knows what you don't — use them

The honest opener — works on every professional

For skeptical doctors, attorneys, engineers, executives

Use this first. It immediately separates you from every other person who has approached them. Professionals respect transparency above everything else.

Say this"I'm going to be straight with you — I'm brand new to this. I'm not going to pretend I have all the answers. But I got involved because of what this platform actually is and what it's doing for families, and I think when you see it, you're going to have real questions. Can I have five minutes of your honest attention?"

Why it works: You disarm their defenses instantly. They stop waiting for the pitch and start actually listening.

Lead with the gap, not the solution

The gap frame"Here's something I've come to understand since joining this platform: the financial strategies that truly wealthy families use to protect and grow what they've built — most professionals never get access to them. Not because they can't afford it. Because nobody ever sat down with them and showed them. That's the exact gap WFG was created to fill."

The mission framing

For someone who cares about impact"You chose your career to help people. That's the same reason I'm here. WFG's whole mission is no family left behind — meaning the families who have always been overlooked by traditional financial institutions finally get access to real strategies and real protection. That's not a tagline. That's what we actually do every day."

For a doctor or physician specifically

Physician-specific"You spent over a decade becoming one of the most trusted experts in your field. Nobody spent that same time teaching you how to protect what you're building financially. The average physician retires with far less than they should — not because they didn't earn it, but because the right strategies were never brought to them. That's what I want to show you."

The Ed Mylett bridge — your ultimate credibility close

When they question your credibility"I want to tell you something about this platform. Ed Mylett — who most people know today as one of the most respected voices in the world on wealth, success, and personal growth, whose podcast on money and mindset is ranked among the very best — he didn't discover WFG. He started here. Exactly where I'm standing right now. New, building, figuring it out. Everything he became grew from this foundation. I'm not telling you you'll be Ed Mylett. I'm telling you the platform that launched him is the same one I'm inviting you into."

Then stay quiet. Let that land. Do not fill the silence.

Key conversation pillars

The approach for professionals

🏛️
200+ of the world's top financial firms
WFG is not tied to one company. We work with over 200 of the best financial firms and insurance carriers in the industry — meaning we find the right solution for every family, not the right commission for one company.
🔑
Strategies most families never knew existed
Wealthy families have quietly used sophisticated financial strategies for generations. WFG's mission is to bring those exact same strategies to every family, not just the privileged few.
🏗️
A business — not a job that stops when you do
You build a team. Your team's work creates income that compounds. For a professional who has mastered their field, this is a second engine that runs in parallel — one that doesn't stop when you stop.
💡
The cost of entry will surprise you
Starting a traditional financial practice costs tens to hundreds of thousands of dollars. WFG's start cost in California is around $700. In most other states, $200 to $300. The barrier is nothing. The ceiling is unlimited.

For associates who've been here a while

The fire doesn't go away. It just needs oxygen.

Every great associate hits a season where conversations slow down. This section is built to reignite you, refocus your approach, and remind you why you started. Because the families who need this haven't stopped needing it.

From the fastest-growing broker in WFG

Experience is your unfair advantage — if you use it right.

New associates lead with honesty about being new. You lead with something more powerful: proof. You have seen what this platform does for real families. You have stories that no rookie can tell. That is the asset most seasoned associates stop using.

◆ Lead with a real story from your own experience

◆ Your network is deeper now — go wider in it

◆ Develop one person alongside your own prospecting

◆ Re-read your own "why" — out loud, this week

Six conversations you can start today

Reignite your pipeline — specific scripts for every situation

01
The warm list reactivation
Your list is not dead — it is dormant. People's circumstances change constantly. Someone who wasn't ready eight months ago may be the most ready person in your phone right now.
Say this"Hey — I've been thinking about you. A lot has changed with what I've been doing, and honestly I feel like I should have had this conversation with you a long time ago. Can we get 20 minutes this week?"
02
The mission reconnect
Sometimes we drift from mission into mechanics. Return to the mission first. Say it out loud before every call: no family left behind.
Say this"I've been doing this long enough to know that the families who sit down with us leave different than when they came in. I don't want to be the reason someone I care about never had that conversation."
03
The referral reactivation
Clients who love what you did for them are sitting on referrals they haven't given yet. Give them one person to think of, not a crowd.
Say this"Is there one person in your life — a colleague or family member — who you know doesn't have a real financial plan yet? I just want to sit with them the same way I sat with you. One name is all I need."
04
The follow-up you never made
There's someone in your phone who you had a great first conversation with — and you never followed up. The window is not closed.
Say this"Hey — I owe you an apology. We had a great conversation a while back and I let life get in the way of following up. Would you give me another shot? Twenty minutes is all I need."
05
The event invitation
Getting someone into the environment does a lot of the work. Stop presenting alone when you don't have to.
Say this"I have something coming up — it's not a sales event. It's more of an educational meeting where some pretty eye-opening financial strategies get presented. I immediately thought of you. Would you come as my guest?"
06
The business opportunity
The fastest way to scale is not more individual client appointments — it's finding one or two people who care about the mission and developing them.
Say this"I'm looking for someone who wants to build something real. I thought of you specifically — not because you need this. Because you're the kind of person who would be exceptional at it. Would you be open to just hearing what it looks like?"

What the top builders do differently when momentum stalls

📅 Block prospecting time like a client appointment

Top producers have protected 90-minute blocks, three times a week, that don't move for anything. Consistency beats intensity every single time.

🎯 Go deep on one market before going wide

The fastest growth comes from going deep inside one professional community — physicians, educators, engineers — until referrals flow automatically.

📖 Lead every conversation with a story, not a system

A real story about a real family whose life changed is more persuasive than any comparison chart. "Let me tell you about someone I worked with..." is one of the most powerful openings.

👥 Develop one person while building your own business

The seasoned associates with the most sustained momentum are developing someone alongside their own prospecting. Identify one person this week.

The seasoned associate's close

Experience makes this land differently"I've been doing this long enough to have seen what happens when families get access to the right strategies — and what happens when they don't. I wouldn't be sitting here if I hadn't seen this platform do what it says it does. I'm not pitching you. I'm telling you that if someone I respected had sat down with me the way I'm sitting with you right now, I would have wanted them to be straight with me. So that's what I'm doing."

This only works if you say it slowly and mean it. Conviction is the delivery mechanism.

Why WFG wins

The platform case — for skeptics who need facts

When a professional asks "why WFG?" — this is the answer. No hype. Just the real picture.

Traditional financial services path

WFG platform

Social proof

Names and institutions that validate the platform

Ed Mylett

Started at WFG · Top global podcast on wealth & growth

Marshall Faulk

NFL Hall of Famer · Super Bowl champion

Aegon

Global financial institution — owner of WFG

200+ elite partner firms

Top-rated carriers & financial institutions

Over 200 of the best financial and insurance companies in the world chose to work within the WFG platform. That partnership is earned, and it means every client we serve has access to the best solutions available anywhere.

Objection handling

What to say when they push back — for every level

These responses work whether you are brand new or have been building for years. The key is to stay calm, stay curious, and never argue. Let the truth do the work.

"Isn't this a pyramid scheme or MLM?"▾

The difference is simple: what gets compensated. In WFG, associates get paid when real families receive real financial strategies through licensed, regulated, A-rated institutions. Every associate is state-licensed. Aegon — one of the world's largest financial institutions — does not own a pyramid scheme.

"I totally get that reaction — it was my first thought too. Here's the difference: we only get paid when we actually help a family with a real financial solution. The state licensing, the regulation, the 200-plus carrier relationships — none of that infrastructure exists in a pyramid scheme. Would you be open to actually seeing what the business looks like before deciding?"

"I don't have time — I'm too busy with my career."▾

The entire system is already built. Training, compliance, carrier relationships, back office — it exists. The professional doesn't need to create anything from scratch.

"That's exactly why this model was designed the way it is. You don't build the infrastructure — it's already there. What most people find is that it doesn't compete with their career. It complements it — and eventually creates options that their career alone never could."

"I already have a financial advisor."▾

Most people do. The question is whether that advisor is independent and has access to 200+ of the best firms — or working from one company's limited shelf. A captive advisor can only show you what their one company sells.

"That's great — and I'm not here to replace that. I just have one question: does your advisor have access to over 200 of the top financial firms in the country, or are they limited to one company's options? There may be strategies and solutions that nobody has shown you yet. It's worth one conversation to find out."

"I'm not a salesperson. I wouldn't be good at this."▾

The highest performers in WFG are almost universally not salespeople by nature. They are trusted advisors who care about people — a skill that professionals have already spent their careers developing.

"Neither am I — honestly. The people who do best here aren't the ones who love selling. They're the ones people already trust. Professionals, people of integrity — the ones whose friends and colleagues already come to them for advice. You already have that. This is just a new table."

"I've heard of WFG before and I wasn't interested."▾

Often someone had a surface-level interaction years ago and formed an impression that doesn't match what the platform actually is today. The question is whether their impression was based on a full picture or a partial one.

"I hear that — and I won't try to convince you of something you don't want to hear. I just want to ask: was that impression based on seeing the full platform, the 200-plus carrier relationships, the ownership by Aegon, and what the mission is actually doing for families? If it was the full picture, fair enough. If it wasn't, I'd love just 20 minutes."

"You're too new for me to trust this conversation."▾

Being new is not a liability when you are transparent about it. The platform's credibility does not depend on your tenure. Aegon, Ed Mylett, Marshall Faulk, 200+ elite carrier partners — none of that changes based on how long you've been licensed.

"You're absolutely right that I'm new — and I'm not going to pretend otherwise. But the credibility of this platform isn't about how long I've been here. It's about Aegon's ownership, 200-plus elite carrier partners, and the fact that Ed Mylett built his entire foundation here. I'm just the messenger. The platform speaks for itself."

The last thing you say — and the one they cannot argue with

Your ultimate close"Ed Mylett started exactly where I'm standing right now — new, building, figuring it out. He went on to build one of the most respected platforms on wealth and success in the world. He credits this foundation. I'm not promising you'll do what Ed did. I'm promising the same platform that launched him is the one I'm inviting you into. And all it costs to find out if it's real — is a conversation."

Business Plan

Team Business Plans

Real business plans from the Hyperion team. Use these as a reference to build and refine your own.

📋 Building Your Business Plan

Why Every Future SMD
Needs One

There's a reason the highest-level business owners, entrepreneurs, and leaders in every industry operate from written plans. They understand something most people never fully realize:

Success is rarely accidental.
It is intentional.
It is organized.
It is repeated daily until it becomes reality.

One of the most powerful books ever written on this subject is Think and Grow Rich by Napoleon Hill. Napoleon Hill spent over 20 years studying some of the most successful business leaders in history and found that nearly all high achievers operated with:

a definite purpose, written goals, organized planning, faith, repetition, and daily action.

— Think and Grow Rich · Napoleon Hill

That's exactly what a Business Plan is. Not a corporate document. A personal blueprint for the life, business, income, leadership, and future you are trying to build.

Why a Business Plan Works

5 Reasons It Changes Everything

Reason 01

Gives You Definite Purpose

Most people say things like "I want success," "I want freedom," "I want to make more money." But that's not a plan.

A Business Plan forces clarity: What exactly do you want? By when? Why does it matter? What are you willing to do daily?

Clarity creates focus. Focus creates action. Action creates momentum. People without written goals usually operate emotionally. People with written goals operate intentionally.

Reason 02

Programs Your Mind for Success

In Think and Grow Rich, Napoleon Hill teaches the principle of autosuggestion: your mind moves toward what you repeatedly feed it.

When you read your goals daily, visualize your future, repeat affirmations, and emotionally connect to your vision — your subconscious mind starts looking for opportunities automatically.

That's why we teach people: Read your Business Plan every morning and every night. Not casually. With belief. With emotion. With conviction. Your dominant thoughts eventually shape your identity and behavior.

Reason 03

Creates Accountability

A written Business Plan exposes the gap between what you say you want and how you're actually living. That's powerful.

Because once your vision is written clearly, excuses become easier to identify. It becomes obvious whether your habits align, your environment aligns, your schedule aligns, and your activity aligns.

High-level leadership requires self-awareness and accountability.

Reason 04

Helps You Lead People

People don't follow confusion. They follow clarity, certainty, standards, direction, and vision.

When your team sees clear goals, written targets, strong standards, emotional conviction, and organized execution — your leadership becomes believable.

A Business Plan builds confidence because it creates direction.

Reason 05

Keeps You Focused During Hard Seasons

Every entrepreneur goes through rejection, doubt, setbacks, discouragement, and delayed results. Without a written vision, most people quit emotionally.

A Business Plan keeps your future in front of you even when results haven't shown up yet. That's why persistence is one of the greatest success principles of all time. People who win long term usually aren't the most talented. They're the most consistent.

What Should a Business Plan Include?

A strong plan covers every major area of life and business — not just money.

Definite Purpose

What are you building? Income goals, leadership goals, business ownership goals, family vision, legacy goals, lifestyle goals. This should be clear and specific — not "I want success" but exactly what, by when, and why.

Team Identity & Culture

What does your organization stand for? Integrity, leadership, excellence, faith & family, growth, urgency, teamwork, building people. Culture always scales before production does.

Affirmations

Written in present tense, positively, and emotionally. Examples: "I am a disciplined leader. I attract motivated people. I am building a legacy. I communicate with confidence. I operate with focus and urgency." What you repeatedly say shapes your self-image.

Your Top Reasons Why

This is emotional fuel. Why must you succeed? Go deeper than cars, money, or status. Think about your family, freedom, impact, legacy, faith, and opportunities for future generations. Emotion creates endurance.

Goals & Action Steps

Every goal needs measurable activity attached to it. Examples: 25 calls daily, 3 new contacts daily, 5 appointments weekly, recruiting targets, leadership development, event attendance, consistent follow-up. Dreams without execution become frustration.

Daily Habits & Routines

Success is built daily. Track habits like morning routine, exercise, reading, planning, training, prospecting, mindset work, and time management. Your future is hidden inside your routines.

Financial Targets

Your Business Plan should include income goals, savings goals, investment goals, debt elimination, emergency funds, and long-term wealth goals. Small consistent disciplines compounded over time create extraordinary results. Wealth is built intentionally.

Self-Improvement

Leadership growth is required for business growth. Track books, mentors, events, podcasts, communication skills, and leadership development goals. Your income often grows in proportion to your personal growth.

Family · Faith · Fitness

A strong Business Plan should include relationship goals, spiritual growth, health goals, family vision, and lifestyle design. Success means very little if your health, marriage, or family falls apart.

Strengths · Sacrifices · Legacy

Ask yourself: What strengths make me capable of winning? What distractions must I eliminate? What short-term sacrifices am I willing to make? What legacy do I want to leave behind? The goal isn't just making money — the goal is becoming someone worthy of influence and responsibility.

⚡ Action Steps — Build Your Plan This Week

🔇

Step 1 — Create a Quiet Environment

Get away from distractions. Turn your phone off. Think deeply. This is vision work.

✍️

Step 2 — Write Your Future Clearly

Don't write vague goals. Be specific: income, dates, promotions, savings, leadership goals, lifestyle vision, and family goals. Clarity matters.

🔥

Step 3 — Write with Emotion

Your Business Plan should inspire you emotionally. If it doesn't move you, it won't sustain you. Read it and feel something.

🎯

Step 4 — Build Daily Action Targets

Reverse engineer your goals into daily activity. Big results come from small consistent actions repeated over time.

🌅

Step 5 — Read It Twice Daily

Morning and night. Out loud. With belief. Condition your mind daily.

🔄

Step 6 — Review & Update Monthly

As you grow, your vision expands. Your Business Plan should evolve with your leadership and goals.

Most people drift through life reacting to circumstances. Leaders operate differently.

They create vision, organize plans, develop discipline, strengthen belief, and execute consistently regardless of emotion.

A written Business Plan transforms hope into direction. And direction changes lives.

The future belongs to people who know exactly what they are building — and refuse to quit until they build it.

Example — Business Plan

Business Plan PDF

Full business plan document. Open to view or download.

📄 Open Business Plan →

Get legal, stay legal

Licensing

Everything you need to get your California license and keep it current. Out-of-state? Use prepare2pass.com/requirements.

$125WFG Membership

$35.95XCEL Pre-License

$98PSI State Exam

~$80Livescan

$193NIPR License App

$40WFGIA Agreement

$55.45CE Courses

~$700Total

💡

Ongoing fees after licensingMyWFG Platform Fee: $15/mo | E&O Insurance (Marsh): $133/quarter

1

Agent Membership Agreement — $125

Registration/affiliation fee with light background check from WFG.
🔗 WFG Launch Registration →
2

Pre-Licensing Course — XCEL Solutions — $35.95

Sign up for "California Life and Health Pre-licensing with Ethics." Add to cart → View Shopping Cart → Checkout → Create Account.
📚 XCEL Sign Up →
3

Schedule & Take State Exam — PSI — $98

Login/Register → where it asks for School/Provider, select XCEL Solutions at the bottom → Pay and Schedule → Take the exam and pass!
📝 PSI Exam Booking →
⚠️
After passing — complete steps 4–6 ASAP, same day or next day. It takes ~2 weeks for the state to approve your license.
4

Complete XCEL Affidavit Certificate

Finish the full 52-hour XCEL course. At the bottom of the courses, complete the XCEL affidavit certificate before applying for your license (step 5).
5

Apply for Your License — NIPR — $193

Resident License → Online Application → Individual → Use SSN → Start New Application. Select: Producer License > Initial > Resident > Accident and Health + Life-Only Agent. On state questions, answer YES. Must renew every 2 years.
🔗 Apply via NIPR → 🔗 Or via Sircon →
6

Livescan Fingerprinting — ~$65–$80

If you weren't fingerprinted at the exam site. Must be DOJ and FBI approved vendor. Print 2 copies of the form (1 for you, 1 for vendor).
📄 Print Livescan Form → 📍 Find LA County Vendor →
7

Create MyWFG Password & Complete WFGIA Agreement — $40

Full background check as a licensed agent with WFG (separate from the state check).
🔐 CA — MyWFG → 🔐 Other States →
8

Sign Up for CE Courses — SuccessCE — ~$55.45

Click CA, Life & Health. Add all of these to cart: Agent Ethical Responsibilities (3hrs) · Comprehensive Annuity Training (8hrs) · Life Insurance Policies (4hrs) · New CA Long Term (8hrs) · AML (1hr). Use coupon code NEW for $5 off.

Complete in order: AML (1hr) → Life Insurance (4hr) → LTC (8hr) → Ethics (3hr) → Annuities (8hr)
📋 SuccessCE →
9

Subscribe to Platform Fee & Upload AML Certificate

MyWFG Menu → Administration → Fees & Payments → Payment Central → Platform Fee → Add to Cart Subscribe ($15/mo). Then: Administration → BOSS Electronic Forms → Upload AML Certification.
🔗 MyWFG →
10

Pay for E&O Insurance — Marsh — $133/quarter

Errors & Omissions — malpractice insurance equivalent. Yearly subscription with quarterly installments.
🛡️ Marsh E&O →
11

Get Appointed with Carriers

Your trainer will help. Appointment steps for each carrier:

🏦
NationwideMyWFG → I want to… → Get Appointed → Life & Disability → Non-New York → Nationwide (PM0100). Then: mynationwidetraining.com → Access Code: nationwide → Sign Up → Complete AML Training.

🏦
EverestMyWFG → I want to… → Get Appointed → Life & Disability → Non-New York → Everest-IA American (P00435) → Start Electronic Application.

🏦
Crump — Contract NowStart Contracting Questions through MyWFG. Gateway for all carriers outside Nationwide/Everest.

🏦
AMS (Annuities)wfg.amsfsg.com → Create account → Fixed Indexed Annuities → Create SureLC account → Carrier Contracting → Fill all sections. For CE: Reged. For product training: AMS → More Options → NAIC Specific Training → copy product code → enter in Reged.
12

Call to Confirm Appointments

📞 Transamerica (800) 322-3796 — Dial 4

📞 Nationwide (614) 435-3049 — Dial 1 & 5

📞 Crump (888) 232-4872 — Dial 3

Tax tip

Keep All Receipts

All business expenses are tax write-offs. Keep every receipt in a file and stay organized from day one.

Every 2 years

License Renewal Checklist

Start CE courses within 6 months BEFORE your license expires. Don't wait.

1

Complete CE Courses — SuccessCE

24 total CE hours: 3 hrs Ethics · 4 hrs Annuity · 1 hr AML (annual, usually free) · remaining elective hours.
📋 SuccessCE →
2

Apply for Renewal — Sircon

Renew or reinstate → Renew Insurance License → Individual → Continue → Fill out the application.
🔄 Sircon CA Renewal →
3

Notify Carriers of Renewal

When renewing / LTC, email the following:

📧 lic_commemail@transamerica.com

📧 license@nationwide.com

📧 dataview@amsfsg.com

Step 1 of helping a family

FNA Close

Goal: book the financial needs analysis. Keep the energy curious and caring — you're finding their roadmap, not selling a product.

1

Open with What Landed

"Out of everything we went through, what stood out the most to you?"
2

Deepen the Emotion

"That makes sense… (pause) and I hear that from a lot of families in your same situation."

"Can I ask… (lean in, soften voice) — why was that the thing that grabbed your attention the most?"
3

Introduce the FNA as a Roadmap

"Got it. And here's the thing… everyone's situation is different. What we usually do is put together a simple financial needs analysis. (slower)"

"It's not a product — it's more like a roadmap. Just to see where you are now… (their situation)… where you want to go… and if there are any gaps along the way. Would it make sense to go through that together?"
4

Paint the Value of Clarity

"That way you'll have a clear picture of where you stand financially — and even if you don't make any changes, at least you'll know your options…… (pause) …… How would having that kind of clarity help you right now?"
✓

Book It

"So let's do this — what works better for you: should we set aside some time right now, or would later this week / early next week be easier? Okay, let's get our calendar out — what works better?"

FNA objections

Common Objections

?

"I already have an advisor."

"So to me, it sounds like things are going 100% perfect for you. Is there anything you would change about the results you're getting from your advisor if you could?"

"So I'm curious — what is it about your [fees / negative returns / etc.] that you don't like?"

"Why would you change that? … Why is it important to you now?"

"Would you be open to sharing a quick snapshot — savings, retirement accounts, monthly budget — so I can compare options and see if there's a way to complement your plan, help you reach your goals faster, or address any gaps your advisor might have?"
?

"I don't have any money to invest."

"Totally fair. Just so I understand — do you mean there's literally nothing left over each month, or you're just not sure what's even possible with what you're working with?"

"Out of curiosity, is that part of why you wanted to look into the FNA — to actually get a clear picture of where everything's going and if there's a way to free some money up?" (their objection becomes the reason to move forward)

"Most people don't come in with money just sitting around — they usually want help figuring out how to create the space to start doing smarter things with it. If we could help you find even a few small areas to shift things — no pressure to do anything right away — would it be worth taking 30–45 minutes to at least see what's possible?"

Recruiting close

TLTC Meeting Close

Goal: move the recruit from curiosity to a booked meeting with your broker. Slow your pace. Let silence do the work. Take notes on Step 4 — it feeds your SMD pipeline.

1

Emotional Discovery

"So let me ask you — out of everything I've shared, what stood out to you the most?" (pause, listen — then dig deeper)

"Why's that important to you?" (tie their answer back to their family, goals, or time freedom; slow your pace to create emotional weight)
2

Cost of Inaction / Vision Expansion

"Thanks for sharing that. Can I ask — if you had a chance to do this, what (emphasize slowly) impact would that have on your life and your family?" (pause, let them think)

"Exactly. That's what a lot of people love about this. So imagine if you can actually make that happen — how would your day-to-day life look different?"
3

Readiness Question

"I hear you. And let me ask… if there was a way to get started with a simple plan and support…" (slight pause after 'support') "…how soon would you want to start, to make that happen?"
4

Qualifying Commitment

"If we were to bring you on board, what qualities would you bring to the table?" (Take notes — this frames them as a potential team member and gives insight for your SMD.)
5

Broker Transition Close (Authority + Scarcity)

"Awesome. I really appreciate you sharing that. Now, here's how the next step works — it's not actually up to me to make that decision."

"Our broker reviews each candidate to make sure it's the right fit, and they're the one who decides who moves forward." (pause slightly)

"What I can do is set up a time for you to meet with them, so they can walk you through what it would take to get started and answer any final questions." (pause again — calm, confident tone)
✓

Book the Meeting

"Would it make sense to lock in a time with our broker to see what the possible next steps would be?"

"I have their schedule either tomorrow or the day after. What works better?"

TLTC objections

Common Objections

?

"I don't have the money for licensing."

"Totally get that — a lot of people feel that way at first."

"Just so I understand — do you mean the money isn't available at all right now, or it's just not something you were planning on spending money on?" [Wait]

"Got it. Let me ask — if the money side wasn't an issue, do you feel like this would be something you'd want to potentially move forward with?" [Wait]

"Out of curiosity — what would something like this do for you financially if it worked the way you hoped?" [Let them speak]

"And if nothing changed in your financial situation over the next 6 to 12 months — how would that affect things for you or your family?" [Pause]

"So, what options do you have to come up with even part of the funds — if this was something you really felt could help?"

[Optional if rapport is strong:] "I'm not saying this is definitely right for you — only you can know that. But if you truly believed this could help you get to [their goal], do you feel like you'd find a way to make it work?"
?

"I don't have the time."

"I get it — sounds like you're already pretty busy. Can I ask… what's keeping you the busiest right now?" (Let them answer)

"Do you see yourself having more free time in the next 1–2 years if nothing changes… or probably about the same?" (They'll usually say "about the same")

"Right. And is that one of the reasons you were looking at something like this — to eventually create more time freedom?" (Tie it back to their why)

"So if we structured it to start part-time, around 8–10 hours a week, in small pockets of time around your schedule, would that make it doable for you?"
?

"I'm not good at sales / talking."

"Imagine one year from now — what would this opportunity mean for you?" (Connects them emotionally to their desired outcome → Transition: "Let's start your journey now.")
?

"Do you guys provide leads?" / "How do you get clients?"

"It's not a lead — it's a family we serve. We help families through warm market referrals and trust."

Business opportunity close

AMA / TLTC Business Close

Walk through Training → Licensing → Time → Investment in sequence. Each section builds agreement before the next. Don't rush.

📚 Section 1 — Training

1

Frame the Training System

"Most people who start with us don't have a financial background… would it help you if we had a complete training program in place so you don't have to figure it all out yourself?" (Pause, let them agree.)

"We have team training twice a week — about 90 minutes each. Zoom or in-person, whichever works for you."

"Now let me ask you — if you were learning directly from people already making six or seven figures in the business, people who started exactly where you are now… how valuable would that be for you?" (Let them respond — build value.)
2

Sell Field Training

"The first time you hear this information, it's new. The second time — 'yeah, I remember that.' By the fifth time, you're like — 'here comes that corny joke again, scoot over, I can do this myself.'"

"And here's the best part — instead of throwing you in, wouldn't it give you way more confidence if you could actually watch real client appointments, hear the exact questions they ask, and see how we handle them… before you ever have to do one on your own?" (They'll say yes — reinforce safety and support.)

📝 Section 2 — Licensing

3

Normalize Licensing Costs

"To legally help families, the state does require a license. Have you ever had to get a license for work before — real estate, insurance, nursing, anything like that?" (Gauge their familiarity)

"Okay, so it's very similar. The good news is you don't pay everything at once — you pay as you go. And because you're a 1099 independent contractor, anything you invest into your business is a tax write-off."

Here's what it looks like: Background check $125 · Study material $35 · State exam $98 · Fingerprints ~$65–70 · License fee $193 · Certificates (AML, Annuities, LTC) $90 · E&O insurance $130/quarter.

"Now let me ask you — if your average first client paid you around $1,000, and all these fees are tax-deductible, would that make sense financially?" (Pause — let them say yes. Reframe cost as investment.)

⏱️ Section 3 — Time Commitment

4

Qualify Their Schedule

"Most people start with us part-time. Based on your current schedule, would it be realistic for you to carve out about 10–15 hours a week for training, studying, and appointments?" (If they hesitate, explore schedule with problem-awareness questions.)

💵 Section 4 — AMA Investment Close

✓

The Close

"There's a one-time $125 company affiliation fee that covers your background check and paperwork. That goes directly to the company — not us."

"Out of curiosity… do you feel you're currently being compensated for the level of work, skill, and hours you put in?"

"What would change for you if your results — not just your position — dictated your income?" (pause)

"If you started creating an extra income stream — what would that mean for your family? Would it change anything about your lifestyle or what you're able to provide?" (let them go deeper)

"And if you didn't move forward right now, and everything just stayed the same for the next year… how would that make you feel?" (concerned tone)

"When you think about what you truly want — more time, more income, more control — how much longer do you want to wait before you start building that for yourself?" (slight pause, nod)

"It sounds like you see how this could really make a difference for you, right?" (pause)

"So the next step is simple — we'll get your background check done and get you plugged into the system so you can start your training and see how quickly you can grow. Sound fair?"

AMA objections

Common Objections

?

"Let me think about it."

"Sure — just so I don't assume anything… what specifically would you need to think more about?" [Wait]

"And when you say you want to think about it — is that more about making sure it's the right fit, the timing, or something else?" [Let them clarify]

"Totally fair. What would need to happen for you to feel 100% confident moving forward?"

"So if you felt completely confident this was the right fit and the right time, would there be anything else holding you back from getting started?"
?

"Is this an MLM / Pyramid?"

"Good question — I get why you're asking. Have you looked into MLMs before or had a not-so-great experience with one?" [Let them share]

"To answer you directly — no, this isn't an MLM. WFG is a licensed financial services agency. Everyone here is licensed and trained to offer real financial products — insurance, retirement strategies, and more."

"It's more like how real estate brokerages work. You earn commissions from your own sales, and you can also build an agency — just like a real estate broker earns from their agents. Nobody gets paid just to recruit. We all get paid when real services are provided to real clients."
?

"What's the comp structure?"

"Great question — are you curious about how the payouts work in general, or more wondering how realistic it is to earn at a certain level?" [Let them respond]

"What kind of income are you ideally hoping to create — part-time, full-time, or long-term freedom?" [Wait] "Why that number specifically? What would that do for you?" [Tie emotion to compensation]

"We get paid commissions twice a week based on how many families you're able to help financially — averaging around a thousand dollars per family. There are also team bonuses as your business grows."

If they care about structure: "Having clarity on exactly how you're compensated is what helps you feel confident getting started, right? Once you know how everything works, would there be anything else holding you back?"

If they care about speed: "If we could map out a simple plan that gets you earning within the next couple of weeks, would you feel ready to get the process started?"
?

"Maybe later."

"Totally understand. Just out of curiosity — what would need to be different later for this to make more sense than right now?" [Wait]

"When you say 'later,' are you thinking a few weeks, a few months — or is that more like a polite way of saying you're not really interested?" [Let them clarify]

"What's the risk in waiting?" [Let them answer] "And if things stayed the same between now and then — would that affect anything in your situation or goals?"

"Do you feel like this could actually help you if the timing was right? … So would it make sense to put a plan in place now so you're not in the same spot 'later'?"
?

"I don't have the time." / "I don't have the money."

See the TLTC tab — identical objections handled the same way.

Life insurance solution

IUL Close

Frame it as a strategy that protects and builds — not just a life insurance policy. Floor + upside + tax-free retirement income is the core story.

1

Open — Frame the Two Jobs

"So, let's talk about Cash Accumulation in Life Insurance. It's one policy that does two key things."

"First, it provides protection for your family — if something unexpected happens, they receive a tax-free benefit."

"But what really sets this apart is that you can use it while you're alive. It has built-in living benefits — funds you can access if you face a serious illness, need long-term care, or are diagnosed with something terminal." (pause briefly to let that sink in)
2

Emotional Connection — The Why

"Let me ask — how important would it be to know your family would have immediate access to tax-free funds if something ever happened to you?"

"Right. That's peace of mind. But the real power of this strategy is how it helps you build wealth for your future — not just protect what you have today."
3

The Floor + Upside Story

"Your cash value is linked to the market's performance — so you capture the upside when it grows. But there's a guaranteed floor, which means even if the market drops, you don't lose money. Historically, these policies have averaged around 8–9% rate of return over time."

"How would it feel knowing your money could grow with the market — but never be at risk of a loss?" (They'll say it feels a lot safer.) "Exactly — growth with peace of mind."
4

Retirement Framing

"This is where a lot of people really start to lean in. Everything growing in the policy is tax-deferred, and you can access it tax-free later. So instead of pulling money from a 401k or IRA and paying taxes, this can become a supplemental, tax-free income stream in retirement. And if you don't end up using all of it, the rest passes to your family tax-free." (pause for emphasis)

"Would you agree that having a strategy like that could make your retirement plan a lot stronger?"
5

Control & Flexibility

"Unlike other accounts, there are no income limits, no age restrictions, and no penalties for access. And because it's permanent, it never expires. So whether you're planning for retirement or long-term financial security, it keeps working for you the entire time."
6

The Choice Close — Funding

"Depending on how much supplemental retirement income you want to build, there are a couple of ways we could set it up."

"Some clients start with a $250,000 death benefit — funding between about $250 and $750 a month. Great for steady growth. Others go with a $500,000 policy — more flexible at around $500 to $1,500 a month — and that allows for more long-term, tax-free income potential."

"Between those two, which do you feel fits better with your retirement goals — the $250K or the $500K?" (wait — don't talk over them)
✓

Qualification Close — Start the Application

"The only catch is — because this strategy is tied to life insurance, you do have to qualify for it. And unfortunately, some people who really want the benefits aren't able to get approved." (lower voice, slower pace)

"So, would it make sense to at least start the application — just to see if you'd qualify while the option's available?"

"Starting off, how much would you feel comfortable investing each month into this IUL?"

IGO application flow

Application Questions (First Page)

1. Confirm spelling — first & last name

2. Height / weight estimate

3. Mailing address (house or apartment?)

4. Phone number on file

5. Email on file

6. State you were born in?

7. City you were born in?

8. "And, your social, [first name]?" — The carrier needs your SSN to verify identity and link medical records for underwriting.

After questions: answer all medical questions → list beneficiaries → set up banking info.

💡

"There's an option to send funds today with your application so you can have access to day-one conditional coverage. God forbid something happened during underwriting — if you would've been approved, the benefit would go to your family. Under normal circumstances, the payment goes toward your first month's premium. And if the application is declined, you receive a full refund. Most clients choose to send the first funds with the application to secure conditional coverage — would you like to do the same today?"

IUL objections

Common Objections

?

"I can't afford it."

"Based on what we looked at together — what would it mean for you not to move forward with something like this?" [Pause and listen]

"If we found a way to start smaller — something that fits more comfortably in your budget but still moves you toward the goals we talked about — would that be something you'd consider?"

"The truth is, protecting your future doesn't have to wait until things feel 'perfect.' Starting with what's manageable now is how most people build real security over time."
?

"Let me think about it."

"What specifically are you thinking about or need more time on?" [Pause]

"If you were to think about it and come back, what would need to be true or clear for you to feel good moving forward?"

"And if you felt 100% confident this was the right step, would there be anything else holding you back?"
?

"Send me an email with everything."

"Absolutely — just so I make sure the email is really helpful, what's the main thing you want me to include or clarify?" [Pause]

"And out of curiosity — if I send you all the info, what would your next step be?" [Listen]

"Sometimes it helps to have a quick follow-up call to answer questions after you review it. Would you be open to that?"
?

"I need to talk to my spouse."

"Absolutely — when can we jump on a Zoom so I can meet them and show them this in the next couple of days?"
?

"I'm too young / don't need life insurance."

"What makes you feel you don't need coverage right now?" [Listen]

"What would having a policy in place do for you or your family if something unexpected happened tomorrow?" [Listen]

"A lot of people don't realize the biggest advantage to starting young is locking in cheaper cost-of-insurance. It's like planting a seed early so your IUL has more time to grow tax-deferred. Plus, if leaving a legacy matters to you, starting now is far more affordable than waiting."

"If we could create something affordable that grows with you over time, would you be open to exploring that?"

Annuity close — FIA

Fixed Index Annuity Close

The FIA story is simple: they get the upside of the market with a guaranteed floor — no principal loss, ever. Lead with their fear first, then show them the solution.

Why Fixed Index Annuities?

🔒

SafetyIsolated from market downside volatility. Guaranteed by the claims-paying ability of the insurer.

📋

Avoids ProbatePaid directly to designated beneficiaries, bypassing probate.

💧

LiquidityPenalty-free access to a portion — typically annual withdrawals up to 10%.

🚫

No Up-Front FeesAll money invested goes to work immediately.

📊

Tax DeferralMoney grows tax-deferred — earnings stay free from current taxes until a withdrawal is made.

💰

Payout OptionsFlexibility to annuitize and receive guaranteed income for life or a specified period.

📈

Market-Linked InterestWhen the underlying index is up, a percentage of the upside (subject to a cap) is paid as interest.

🔥 Hot Button / Disturbing Questions (Christina Guevarra Style)

Use these to evoke emotion and uncover the pain of inaction. Let them answer — don't rush.

Q
"Did you lose any money in 2008? Or during COVID or other market dips?"
Q
"If the market crashes and you're already retired, what's your plan?"
Q
"How important is it for you to have a steady paycheck in retirement?"
Q
"Are you okay with going back to work and doing it all over again?"
Q
"If your account dropped from $100,000 to $50,000–60,000 overnight — how would that make you feel? How long do you think it would take to recover?"
Q
"If you could talk to your younger self about your finances, what would you say?"
Q
"What's your biggest fear when it comes to money in retirement?" (Many say: running out.)

🎯 Assumptive / Leading Questions

→
"I'm sure you'd rather be the person who says, 'I'm so glad I did this,' versus 'Man, I wish I would have done that' — would you agree?"
→
"If I could show you a way to protect your money so you never lose principal and still get guarantees and growth… would you be open to that?"
→
"If I could show you what wealthy people do with their money to protect it… are you open to seeing that?"
→
"The best money you ever make is the money you don't lose — does that make sense to you?"
→
"A lot of my clients are choosing to protect assets right now given what's happening in the market — what do you think about that?"

💬 Commitment / Probing Questions (NEPQ-Style)

P
"Do you feel like this could be the answer for you? Why though?"
P
"Out of everything we've discussed, what stands out most to you?"
P
"What specific aspects of this — protection, guarantees, steady income — would help solve your biggest concern?"
P
"Based on what you've shared about your situation, does this feel like it aligns with what you're trying to achieve?"

✅ Final Close / Alternative Choice

✓
"Which option feels better for you — this one with more guarantees, or that one with potential growth?"
✓
"Are you ready to move forward and protect what you've built, or do you have any other questions before we get the application started?"

FIA objections overruled

Objection Reversals

?

"I can't get my money out." (Liquidity)

Penalty-free annual withdrawals of up to 10% are allowed from day one. For larger needs, surrender charge schedules wind down over time. The question is whether you'd ever realistically need more than 10% in a given year.
?

"I'll lose / leave money behind at death."

The full account value goes to your designated beneficiary, bypassing probate. Nothing is lost — it transfers directly.
?

"I can do better investing directly in the market."

"The best money you ever make is the money you don't lose. Can you afford to be wrong? A FIA doesn't stop your growth — it just removes the floor below zero. What's the cost of a 40% loss two years before retirement?"
?

"The returns aren't high enough."

"High enough compared to what — a loss? The 2022 bond market lost over 10%. This has a guaranteed floor and market-linked growth. It's not competing with the S&P on the upside; it's competing with bonds on the downside."
?

"There are lots of fees that will eat my returns."

FIAs have no up-front fees — all money goes to work immediately. There are no management fees like you'd pay in a mutual fund. The only cost is the cap/spread structure used to fund the guarantee.
?

"Let me think about it." (Feel-Felt-Found)

"I totally understand how you feel — I felt the same way and wanted more information. But what I found was that procrastination actually cost me money. You'd agree you don't want to lose any more, right?"

"Sure, absolutely — take time to marinate on it. Tell you what, let's reconnect — what's better for you, Wednesday or Thursday?"

Annuity + LTC

LTC / Hybrid Annuity One-Pager

From Mitch. Less info = more sales. Focus on their problem → your solution → peace of mind. Print. Practice. Use every appointment.

Core Questions — Ask Every Client First

💡

What's in it for me — how does this benefit me and resolve my problem and give me peace of mind?

💡

How does it work from my contributions? What's the benefit — how much will my money grow, and over how long?

⚠️

Know the Rate of Return — but don't mention it unless they ask. Less info = better.

Simple Presentation Framework

1

Their Problem

"You're worried about [their words] draining your savings on care."
2

The Solution

Stand-Alone LTC or Hybrid Annuity with LTC Rider.
3

How It Works

You put in premium → Insurance company guarantees lifetime income + protected growth. If care is needed → unlocks a larger benefit pool. If care is never needed → money stays yours or goes to your heirs.
4

How It Resolves Their Problem

Turns fear into guaranteed income + care coverage. No more burning through bank savings or 401k.

Key Bullets to Hit

💵 Premium amount

📤 Payout amount

✅ Benefits: No fees · No loss · Lifetime income

📊 Put In vs. Paid Out — e.g. $250k in → $400k–$600k+ in income/care

The Two Options Close

Option 1 — Stand-Alone LTC

Pure care coverage. Focus on their problem → solution → peace of mind. Less technical = more sales.

Option 2 — Hybrid Annuity + LTC Rider

Care coverage + lifetime income + death benefit if care is never used. Most clients choose this.

"Which one gives you more peace of mind?"

Why This Beats Self-Funding

🔒 Protected principal — no market loss

💰 Guaranteed lifetime income

🏥 Built-in LTC benefit pool

👨‍👩‍👧 Money left for heirs — not wiped out by care costs

Quick Qualification

👤 Ages 40–85 (best fit: 50–75)

❓ Simple health questions only

💵 Starts at ~$100k–$250k premium

Closing line

"Most clients choose the hybrid because it protects and grows their money. Let's run your exact numbers for both options."

LTC Freedom Campaign

The One Conversation That Changes Everything

A complete mission, movement, and sales system — Nationwide Hybrid LTC + IUL. Built for the advisor ready to go all in and write $20K this month.

Phase 0 — The Mission

Your Movement, Not Just Your Business

"I'm not selling a policy. I'm stopping a family tragedy before it happens. My clients won't thank me until they're 78 and their spouse is still in their home instead of a nursing facility burning through savings."

🎯
Campaign Identity
Name: "The Protection Promise" — you're making families a promise most advisors won't.
Tagline: "Don't let the best years of your life become the hardest."
Your promise: "I will only recommend what I would put my own parents in."
🏥
The Real Enemy
Not death — prolonged illness, cognitive decline, and catastrophic care costs that strip wealth, dignity, and family harmony all at once. You're fighting that.
🛡️
Your Superpower
You carry a solution almost nobody has heard of — a hybrid that builds cash value AND covers care. You're not competing with other agents. You're in a category of one.

Phase 1 — The Emotional Case

Why Everyone Who Can Afford It Needs This Yesterday

70%of people over 65 will need some form of long-term care

$108Kavg annual cost of a private nursing home room (2024)

3 yrsaverage LTC need — many exceed 5+ years with cognitive decline

$0what Medicare pays for most long-term custodial care

👨‍👩‍👧

The Daughter StorySarah, 52, quit her $90K job to care for her father with dementia. No policy. No plan. Her own retirement is now delayed by 11 years. This is preventable. Tell this story.

💔

The Spouse TrapA husband needing 4 years of memory care at $9,000/month. His wife, once comfortable, now qualifies for Medicaid. Forty years of savings: gone in 52 months.

🏡

The House LiquidationThe family home — the one they planned to pass down — sold to fund care. The kids got guilt instead of an inheritance. The parents got shame instead of dignity.

💬

"I know this might feel uncomfortable to think about — honestly it's a little uncomfortable for me to bring up too. But I would never forgive myself if I sat across from you, knew what I know, and said nothing. What I'm about to show you is the thing I wish someone had shown my own family years ago."

Phase 2 — The Product

Nationwide Hybrid LTC + IUL Secondary Layer

🔒 Core: Hybrid LTC (CareMatters II)

Single-premium or pay-period life policy that accelerates death benefit for LTC costs. Use it for care = covered. Never need it = death benefit to heirs. No "use it or lose it."

No use-it-or-lose-itReturn of premiumInflation protection rider

📈 Layer 2: IUL Component

Grows cash value tax-advantaged, indexed to S&P — providing liquidity, supplemental tax-free retirement income, and legacy transfer alongside hybrid care protection.

Tax-free incomeMarket-linked growth0% floor — no loss

💡

The 90-Second "Magic Bucket" Explanation (Memorize This)"Imagine a bucket of money that does three things: if you need care, it pays for care. If you never need care, it goes to your family. And while it sits there, it grows." → Then layer: "On top of that, we layer a second account that builds tax-free retirement income — your private pension the IRS can't touch."

Phase 4 — Outreach Scripts

How to Start the Conversation Without Freezing Up

Goal of every first touch: ONE thing — a 20-minute appointment. Not a sale. Just a conversation.

📱
Text (Warm Contacts)
"Hey [Name], been thinking about you. I've been working on something I think is genuinely important — not a pitch, more of an eye-opener around protecting retirement income from long-term care costs. Would you have 20 minutes this week for coffee or a quick call?"
💼
LinkedIn DM (Professional Contacts)
"Hi [Name] — I work specifically with [professionals] helping them bulletproof retirement plans against the #1 threat most advisors never address: long-term care costs. Would a 20-minute call this week be worth your time?"
📞
Phone (When You're Terrified — Do It Anyway)
"Hi [Name], this is [Your Name] — do you have 60 seconds? … I've been helping families protect their retirement from something most people overlook until it's too late. I'd love to buy you coffee and show you something I think you'll find genuinely eye-opening. Would [Tuesday at 10] or [Thursday at 2] work better?"
📧
Email (Subject: "Quick question about your retirement plan")
"Hi [Name] — I specialize in helping successful professionals protect their wealth from long-term care costs — an area that can silently wipe out decades of savings. I've developed a hybrid strategy that covers care AND builds tax-free retirement income simultaneously. Worth 20 minutes this week?"

LTC Objections

Every Objection Is a Question in Disguise

?
"I already have a financial advisor."
"That's great — I actually complement what your advisor does. Most advisors don't specialize in long-term care risk. Has your advisor ever walked you through what happens to your plan if one of you needs care for 3 or 4 years?"
?
"I can't afford it."
"If care costs $9,000–$12,000 a month and you need it for 3 years, can you afford NOT to have this? What we're really deciding is whether you self-insure a $300K+ risk or transfer it for a fraction of that cost. Let me show you some numbers."
?
"I'm healthy, I don't need it."
"That's actually the single best time to lock this in — when you're healthy, you qualify for the best rates and the best benefits. The people who need this most are often the very ones who can no longer get it."
?
"My kids will take care of me."
"The average family caregiver loses $320,000 in wages and retirement savings caring for a parent. This plan protects your children from having to choose between their career and caring for you. Wouldn't you rather give them the gift of not making that impossible choice?"
?
"I'll just use my savings."
"Self-insuring is valid — but do you want those savings doing double duty: funding care AND building retirement? The hybrid lets you use the same dollars more efficiently. You get more coverage than you'd ever get paying out of pocket."
?
"I need to think about it."
"Of course. Can I ask what specifically you'd be thinking through? Usually there's one piece that isn't quite clear yet — I'd rather address it now than leave you with a question hanging." (Then stop. Be silent. Let them speak first.)

Phase 6 — The Close

Asking for the Business Without Feeling Pushy

"If I don't ask, I'm doing them a disservice. A deferred decision is a family unprotected. I'm not being pushy — I'm being responsible."

A
Assumptive Close (Best for Warm Prospects)
"Based on everything we've talked about, the [X benefit / Y premium] structure fits your situation best. I'd like to move forward with the application today — does that work for you?"
B
Choice Close (Reduces Decision Pressure)
"I have two options that both make a lot of sense — the single premium approach or the 10-pay structure. Which one feels more comfortable for your cash flow right now?" Give them control of HOW, not WHETHER.
C
Future-Pace Close (Most Emotional — Use This)
"Picture yourself at 80. You've had a health event. Your spouse is with you — not financially drained, not burned out — because this plan is covering your care. Your kids call on weekends just to visit, not out of obligation. Can we make that picture real today?"
D
Health Urgency Close (When They Still Hesitate)
"Rates and approval are based on your health today. If we wait 6 months and something changes — even something small — the option we're looking at may no longer be available. I say that not to pressure you — but because I'd feel terrible if that happened and I hadn't warned you."

Phase 9 — The $20K Month

Your 30-Day Sprint to $20,000

"$20,000 is 3–4 placed cases. That's 3–4 families protected. I can do 3–4. I will do 3–4. Starting today."

1–3
Days 1–3: Foundation
Build your 50-name list. Create outreach templates. Write your personal "why." Daily outreach goal: 10 contacts per day, non-negotiable.
4–10
Days 4–10: Outreach Blitz
10 touches per day — texts, calls, LinkedIn DMs, emails. Target: 12–15 appointments booked. Track every contact in a simple spreadsheet.
8–18
Days 8–18: Presentations
Run 12 appointments. Get an illustration ordered after every solid fact-find. Follow up within 24 hours of every meeting — this is where lazy agents lose the case.
15–25
Days 15–25: Close 3–4 Cases
Present illustrations. Use all four close scripts. Submit applications same day or next morning. Expect 30–35% close rate from qualified appointments.
✓
Days 20–30: Referral Engine
Ask for 2 referrals per closed case + per delivery. Month 2 requires half the cold outreach because your pipeline is already building itself.

~$2KCase 1 — Hybrid LTC ~$25K premium

~$7KCase 2 — LTC + IUL stack ~$50K premium

~$3KCase 3 — Hybrid LTC ~$30K premium

~$5KCase 4 — IUL from referral

$17–22KRealistic monthly total

BPM Slides

Business Presentation — Google Slides

The full RFM BPM slide deck, embedded here for quick reference during any presentation.

Revolution Financial Management

BPM — Business Presentation

The full 17-slide interactive Business Presentation Meeting deck. Use the nav bar to jump to any slide, step through with Back / Next controls, or use ← → arrow keys to navigate slides.

RFM — Zoom Presentation Script

Zoom Script — Interactive Teleprompter

Your full 8-section BPM Zoom presentation script with live timer, engagement prompts, stress stats, and objection handler. Click any script block to mark it speaking or done.

Sales Training

Trustworthy Selling — New Agent Competence Kit

The full Trustworthy Selling / NEPQ framework for new agents — mindset, scripts, objections, and field practice guides.

Mindset & Success

Big Thinking Success Field Guide

Glenn's personal success framework — faith, vision, daily disciplines, and leadership principles for the mission-driven builder.

What We Do

Zero Cost to Families

990 Out of 1,000

Who We Are

No Family Left Behind

What We Say

Gallery

Physical Health Exercise!

Rain on Glass Second Image

Sea View Mega City

Dream Girl Thoughts

Workstation Offices

Just Above The City

Another Exercise Time

Repeated Image Spot

Contact Us

System Access

Mission HQ — The Big Picture

No family left behind

The Family Engine

GX1 Every Month

Why WFG — The Full Picture

Names and institutions that validate the platform

Three structural advantages no traditional firm can match

Excavate the real motivation

"Why did you join RFM?"

"Why do you need the extra money?"

"What does helping your family look like specifically?"

"What would that mean to you?"

"So when things get hard, what are you really fighting for?"

Time & freedom

Legacy & leadership

TransAmerica/Aegon

Short version — social event, stranger

If they want more

Build the List

Top 25

Over 25

Married

Dependent Children

Homeowner

Solid Career or Strong Background

Over $75,000 income

Entrepreneurial or Wants More

Dissatisfied

Coachable

Where Your 100 Names Come From

Old friends & classmates

Former coworkers & bosses

Extended family network

Faith & community circles

Service providers you know

A / B / C Filter System

A-List — Recruit priority (contact first)

B-List — Client + refer

C-List — Long game

Ideal Recruit Profile System

What you're actually looking for

Who has SMD in them

What to watch and listen for

Score anyone on your list instantly

Who tends to stall, drain, and disappear

Move fast, don't convince

🤝 Referral Mastery System

Referral Mastery System — RFM

Trustworthy selling principle

Step 1 opening — pre-frame script

During the presentation — seed referrals

After info-gather — plant the seed

The 3-way ask — always use all three

After completing the plan — ask again

Helping them think of names — memory jogger

Work connections

School & community

Faith & organizations

Family circle

People they pay

Qualifying the list

Client referral call

3 good qualities — recruit referral call