Vbs manual v1 by Steven Kirchner

VIRTUAL BUSINESS ™ SYSTEM

Your Turn-Key Virtual System to Building a Successful VFG Business v1.0

TABLE OF CONTENTS Introduction 3 The Virtual Business System Six Steps

Step 1: Prospecting

Plan Your Marketing Strategy

Step 2: Contacting

Create a Constant Flow of Quality Prospects From Multiple Traffic Sources

Step 3: Presentation

Online Video Tours 24/7/365

Step 4: Aggressive Follow Up

Live Tier 2 Webinars, 3 x 3 Calls, Emails, Texts, Messaging, and Drip Campaigns with our CRM system

Step 5: Start Up

Join VFG and/or Complete a Financial Needs Analysis

Step 6: Virtual Replication

Repeat Steps 1-5 Over and Over Again

KEY REVIEW: Agency Building Process

Your Roadmap to Recruiting

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INTRODUCTION Congratulations and welcome to Virtual Financial Group (VFG). This is your chance to build a rewarding and successful business of your own, in one of the largest and most profitable industries in the worldâ&#x20AC;Ś one that you can do from the comfort of your own home, with the help and support of technology and leaders to teach you what you need to know to succeed in business in the 21st century.

VFGâ&#x20AC;Ś The New Frontier in Financial Services

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Virtual Financial Group’s first and greatest passion is to help families get clarity on where they need to be financially and then putting a strategy in place to help them succeed. This is our mission.

“I would rather earn 1% off a 100 people’s efforts than 100% of my own efforts.”

— J. Paul Getty

There is tremendous wisdom in this quote. The difference between regular people working all on their own and those who have time for family and life-enriching experiences is the leveraging of other people’s efforts.

Build a Business, Don’t Just Do Business You can make a good living with VFG as a sole producer if you choose, but if you want a chance to become wealthy, you must attract others into your business, leveraging and multiplying the work of others into results that directly increase your bank account and give you more freedom in your life. Think of all the people out there that could benefit from the income opportunities that are available at VFG. Then imagine those people being a part of your leadership team where you make an override (additional commission) on the business they do as well. That’s the power of time leveraging!

The Power of Our System Just as McDonalds revolutionized the distribution of hamburgers and fries, and Starbucks changed the distribution of coffee, we believe that we can do the same with insurance and financial products.

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Michael Gerber, author of the book E-Myth, said, “It has been said, and I believe it to be true, that great businesses are not built by extraordinary people, but by ordinary people doing extraordinary things. But for ordinary people to do extraordinary things, a system – a “way of doing things” – is needed to compensate for the disparity between the skills your people have and the skills needed to produce the results.”

“It has been said, and I believe it to be true, that great businesses are not built by extraordinary people, but by ordinary people doing extraordinary things.”

— Michael Gerber, author of the book E-Myth

At VFG, we believe this to be absolutely true and why we provide you with an entire turnkey system. We call it the Virtual Business System (VBS). This system, allows you to build a proven, predictable, and potentially profitable business in all 50 states without the cost, expense and hassle of an office or travel. VBS will help you be more productive in your business, without having to sacrifice time and quality of life with your family.

Building your team can be easy if you follow the steps and let our SYSTEM do the work for you. Your job is to simply introduce prospects to the opportunity, ask them to view our video, and attend a live or recorded webinar and then refer them to your manager or Financial Consultant for the follow up. There is no “hard sell” with VFG. They just need to see the incredible opportunity that we are offering. If they can’t see it, then just thank them for their time and move on to the next prospect.

Choosing Your Path With VFG, you can custom tailor your business to fit the goals and lifestyle you would like to pursue. You can choose to just make this a second income opportunity for you, or you take it all the way to making it an exciting and rewarding new career.

Three career paths for you to choose from: The Financial Inviter A VFG Financial Inviter is someone who is licensed and passionate about the VFG opportunity. This is a very easy position to learn since you are really just introducing VFG to interested prospects virtually and then turning them over to experienced leaders to do the rest. The Financial Manager A VFG Financial Manager not only invites but takes it a step further by helping new Associates get off to a fast start and scheduling their appointments to discuss their personal plan with a Financial Consultant. The Financial Manager builds a 1-on-1 relationship with the new Associate and are the “goto” person for any Associate who need help and mentoring. The Financial Consultant A VFG Financial Consultant has deep knowledge of our products and services and has mastered all of the steps in the VFG Virtual Business System You can choose to remain at any of the above positions for as long as you like, or work your way up at whatever pace you choose.

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“Leaders conduct a planned conflict against the status quo.”

Staying Focused, Staying Challenged If you are serious about improving your business life, taking control of your time, and potentially increasing your income, we encourage you to: • Master the VBS. Your ability to learn and run a tight system with precision and speed will positively correlate with the level of success you will have in VFG. •

Have a passion and conviction for what we do and how it can impact the lives of individuals who get involved, whether it is as a VFG Associate or someone who only becomes a client.

• Develop and put at the forefront of your heart and mind your “Why.” “Why” are you doing the business and what exactly do you want to see happen for you and your family as a result of being involved? When the “why” is strong enough, the “how” usually finds a way to make it happen.

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—Hyrum Smith

• Think BIG and never stop thinking even bigger — you can’t have a great life without great expectations. Always be working on your own positive thinking and on the thinking of the people that you introduce to the business. Odds are you will not “out earn” your own belief level. Make today the day you decide to put youself on track to living the lifestyle you have always dreamed possible.

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STEP 1: PROSPECTING Plan Your Marketing Strategy

PURPOSE: To Organize and Continually Develop Your Personal Prospect List

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STEP 1: PROSPECTING VFG believes that the first key to success is to have a systemized method of planning your marketing strategy that is not personality driven or varies from situation to situation. This systemized approach gives every Associate the confidence and competence to follow the same steps each time, which can generate successful results, and is easy to duplicate with all your leaders throughout your team. Fortunately, VFG has automated this process in our VFGpro Marketing System in your VFGpro back office to make this process simple and easy to duplicate. All VFG leaders from Financial Inviters, to Financial Managers, to Financial Consultants must study, learn, and master Step 1: Prospecting.

Steps to Building a Successful Marketing Strategy Fill Your Funnel Create a list or database of prospects that will potentially become recruits and/or clients. These prospects will come from:

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• • • •

Warm Market (people you know, directly or indirectly) Social Media Contacts (people you are connected to on the Internet) Meetings and Mixers (people you meet at events) Cold Market Advertising (people that find you)

Filling Your Prospecting Funnel

Warm Market

One principle in business is that you never know where your next super-star leader will come from. It is the same thing with the people you reach out to recruit. Because of this you should never discount anyone’s ability to succeed. In fact you should belief that anyone can succeed and you should always hold an expectation that they will win big in the business.

The people you already know are traditionally the best sources of prospects to reach out to about VFG. This is why the number one source for new business customers is “word-of-mouth” advertising. Friends naturally tell friends about their favorite restaurants, best places to shop, and they share personal stories of exceptional service. People like to share with their friends what’s happening in their own lives. It’s human nature.

Approach everyone as though they could be the next super-star on your team!

How to Build Your Prospect Database The most effective way to build your prospect database is to use a 3-Pronged Marketing Approach that incorporates: 1.

Warm Market • Social Media- Facebook, Google+, Friends, etc. • LinkedIn and Plaxo Contacts • Current and Past Co-workers • Centers of Influence- Referrers

2. Meetings and Mixers • Leaders and Trainers with Large Networks • People you meet in Groups on Linked-in 3. Cold Market • Advertising Resources

Build Your Warm Market List of Potential Recruits: • People You Know These are your friends, acquaintances, relatives, business associates, and others you have known throughout your life. Organize your list so you can print out and use it. Use our VFG Lead Wizard in VFGcontact to create and store your database. Then take advantage of our email templates to send them an email and follow up with a call and text. •

Social Media Contacts These are your friends and connections that you have on Facebook, Google+, Twitter, LinkedIn and other social media networks. The best approach is to be subtle. Send a message that someone would expect to get from an old friend or acquaintance and doesn’t make you seem as if the only reason you contacted them was to talk to them about a business. They will usually respond with a polite message updating you on their life and then will ask about your life. This opens the door to give you a chance tell them what you are up to and to ask if you can send them an email about what you do. Use our VFG email/message template.

• Service People In your day-to-day activities, keep your mind open to those people you meet in the service industry and retail jobs. Occasionally you’ll run across an incredible personality in a local business that makes an impression. Approach them! Give them your business card or get better yet, get their email address so they can explore the VFG opportunity!

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• Centers of Influence These are people that you admire and are magnets to other people in your community. Instead of approaching them directly, take a indirect approach. Take them to lunch or coffee to share what you are doing and ask for possible referrals. They may know people that would be interested in your VFG business or that might need our services. They might even be interested in joining themselves. Local Business Meetings and Mixers Business Networking through meetings and mixers is a good source for potential recruits and business leads. Keep in mind though that almost everyone attending these types of meetings is also looking for new business contacts as well. Networking is about you providing value and referrals to others first, and then allowing the golden rule to take place: “In everything, do unto others what you would have them do unto you.” Build Your Meeting and Mixers List: • Local Business Mixers and Networking Groups As a visitor you are welcomed at monthly Chamber of Commerce Mixers and weekly networking groups such as BNI and LeTip. There are networking groups everywhere… just ask around or do an online search. They will be looking at you as a potential member, and if you want you can always join them. You’re initial purpose is to “network” and pick up interest in your business. • Online Meeting Directories Find local meetings by searching MeetUp.com or InTheCalendar.com. Take advantage and sign up for these free services. • Trade Shows and Community Events Those outgoing personalities standing in the booths and smiling at people are good prospects for our business.

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• Group Organizations Rotary, Lions, Junior League, Habitat for Humanity, Toastmasters, etc. We would caution you to only join an organization if you truly have an interest and really want to help their cause. Cold Market Prospecting At VFG we are not just about friends and family we are also experts in online marketing systems and tools in a Cold Market. With recruiting, working a Cold Market is all about advertising. Advertising your message doesn’t have to cost money, but the more you spend the more you will make your “crowd” bigger and therefore potentially get more calls and interest. Advertising Resources: • Free Online Job Boards Just do a search for Free Online Job Boards and you’ll finds local and national websites that you can post simple “job,” “work-at-home,” and “business opportunities” listings. Classified ads also allows free job postings in non-major metro areas. (Check out our Classifieds System Training Video and Document)

• Paid Online Job Boards A good resource is Craigslist.org. For a very low cost you get to list your offering in the major metro areas. Other jobsites such as CareerBuilder.com, Monster.com, SalesJobs.com, etc. are all a bigger investment for your return. You should consider taking advantage of our VFG Ad co-op (In Our VFGpro marketing System) and work with our experienced team of online advertising pros to insure you get the best return on your investment. • Internet Lead Sources, Resume List Purchasing Again, these methods are best implemented by taking part in our ad Co-op since as it costs are better to be shared by a ad co-op group. • Newspaper Advertising Simple advertisements in free weekly mailed newspapers or cultural events newspapers. (It’s free to the reader. Your advertisement will cost money.) • Radio or Television This has to be on the list as well, but for most people this is an impractical advertising resource outside of an advertising co-op because of the costs involved.

Our Challenge to You on Prospecting We challenge you to master prospecting for yourself personally and help each of your leaders do the same, so that your team constantly has a huge supply of quality prospects to hear about the VFG opportunity.

Note: All advertising must be approved in advance. We have approved advertisement templates you can use as long you do not change or alter them in any way.

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STEP 2: CONTACTING Create a Constant Flow of Quality Prospects from Multiple Traffic Sources

PURPOSE: To contact a prospect so they can visit your VFGPro Landing Page to View the Video Presentations

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STEP 2: CONTACTING Contacting is one of the most important steps in the Virtual Business System. The leaders who have the most contacts made with quality prospects will build the biggest team, which gives you a larger client base, which leads to more success and income for you and your team. The best way to control the point of contact is to use the VFGPro System each and every time. This approach helps solve many of the problems people in typical businesses have in approaching prospects: •

You don’t have to know the answers to all the questions. A Financial Manager or Financial Consultant will help you each step of the way.

• You don’t have to make a presentation. The video or webinar makes the presentation for you. •

You don’t answer questions from a prospect. The VFG Pro System and your leader will handle them for you.

All VFG leaders from Financial Inviters, to Financial Managers, to Financial Consultants must study, learn, and master Step 2: Contact.

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The Contact Flow The Pre-Contact When working in your warm market it is often better to call or leave a message and re-connect with them on a personal level before sending them an email out of the blue. By doing this they are prepared and are awaiting your message.

Then get offSample the phone. Try to avoid getting into any Script further conversation or having to answer any questions. Just let the video do its job. After finding out what they have been up to and how they and their family are doing, you say: “______, (his/her name) I would like to send you a link to a brief video about a unique virtual business that I’ve gotten involved in. I think you will find the The Contact message very exciting and it will only take a few minutes of your time. What is the best email address for The Contact is simple. You simply send them an email or me to send this to you?” social media message to your VFGPro Landing Page to view the introduction video and start the process. (Wait for answer) “Great, what time do think you can watch it today or tomorrow?” (Wait for answer and get a specific day and time) Then say: “Ok I’ll call back at _______ (Time) on ____________ (Day) after you have had a chance to watch it to get your feedback and answer any questions you may have.”

Sample Message For a Warm Market Prospect That You Pre-Contacted Subject Line: Check this link out. You are going to want to see the short video. Dear______, Here is the link to the video that I mentioned (Insert link to your VFGPro Landing Page). Take a look at the video and I will be calling you tomorrow. What is a good time for you? Or you can call me at _______________-__________ (Your phone number)

_____________ (Your name)

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Sample Message

For a Warm Market Prospect that You HAVE NOT Pre-Contacted

For a Prospect that You Met at a Business Meeting or Mixer

Subject Line: I hope all is well! Check this link out. You are going to want to see the short video.

Subject Line: It was a pleasure meeting you. Check this link out. You are going to want to see the short video.

Dear______, Dear______, I hope all is well with you. Things have been going really well for us. I wanted to send you a link to a brief video about a new virtual business in financial services that I am involved in. You are going to want to see the video. It is financial Services like never done before. (Insert link to your VFGPro Landing Page) Take a look at the video and I will be calling you tomorrow. What is a good time for you? Or you can call me at _______-________-__________ (Your phone number)

It was a pleasure meeting you at ____________ (Meeting location or online LinkedIn group etc.) Please check out what I am doing in the link to at the short video below so we can possibly cross-refer each other some business in the near future. (Insert link to your VFGPro Landing Page) Take a look at the video and I will be calling you tomorrow. What is a good time for you? Or you can call me at _______-________-__________ (Your phone number)

_____________ (Your name) Thank you_____________ (Your name)

Sample Message For a Cold Market Prospect thatYou Met Through an Advertisement

Subject Line: Here is in the information you requested online regarding Virtual Financial Group. Dear______, You had requested some career information from us. Please review our short career video on what I believe is one of the very few real business opportunities in the country today. Financial Services done virtually. Take a look at the video and I will be calling you tomorrow. What is a good time for you? Or you can call me at _______-________-__________ (Your phone number). _____________ (Your name)

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Three Sample Email Templates to Help Drive Traffic to your VFGPro Landing Pages These email templates can also be copied and pasted into a Facebook, LinkedIn or Google + message. (Be sure to change the links to your VFGPro page if you are copying and sending these templates in your email)

Read This First Important: These are for people you know personally only. VFG has a strict Anti-Spam Policy. Please do not risk termination of your VFGPro account.

Send an Invitation (These will be available in your VFGPro Marketing System) Introduce your business to your warm market (people you know), the easy way!

Sample Email

VFG Recruiting Email Template

Subject Line: __________ (Prospect’s first name), A DREAM Virtual Financial Business: No Appointments, No Meetings, and Delegate Selling. You will want to see this email and short Video!! Most of us have at one time or another thought... I wish I could have been one of those in that core group at the beginning of Google... or Apple... or Microsoft... etc. Well, this could be YOUR chance! We have the model, we are the cutting edge, and now we have the backing of a $100+ BILLION company. They believe it. Why wouldn’t you??? • • • • •

The Financial Services 5.8 trillion dollar industry pays more than any other industry on Earth. $54 billion paid out in Commissions in 2012!!! This is in fact your opportunity to be at the foundation of a Virtual Revolution in the financial services industry. Revolutionary Products with Huge Demand – with living benefits and tax-free retirement income Revolutionary Compensation Structure – with the highest payouts in the industry for both personal and agency building Revolutionary e-Business System – which allow you to run a real business from home and control your time ***No more wasted time attending meetings and going on sales appointments.*** ***No more driving the miles pouring money into your gas tank.*** ***No more spending money on dress clothes, dry cleaning, meals out.*** Invest 5 Minutes to Change Your Future NOW _____________________ (Insert your link here)

VFG’s Four Revolutions: 1. Our 100% Virtual Business Model, flexibility, freedom and lifestyle 2. New Living Benefits (Tradition Insurance is obsolete) Plus IUL and IA’s Protect Assets with Tax Advantages 3. VFG Tier System – Delegate Sales and Recruiting to Experienced Pros 4. Transamerica Comp 126% to the field 5.85 Renewals Advances on Submission

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Sample Email

VFG Industry Professional Email Template

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Sample Email

VFG Industry Professional Email Template

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1. More Money: 126% on Term with 5.85% Renewals paid out to the field and 125% on IUL with 3.42% Renewals paid out to the field. 2. Faster Pay: Advances Commission on Submission 40% & 40% on Issue total 80% Paid twice weekly 3. Huge Overrides: 36% Paid out in overrides 17% on 1st, 8% on 2nd, 5% on 3rd, 3% on 4th, 2% on 5th and 1% on 6th (No Co-Leaderships) more money with a team half the size! 4. Visionary Leadership Team: with Amazing Track record of success over 1 billion in premium Rich Thawley 5. World Class Business Platform: 300 Employees, Experienced Operations, Contracting, Marketing and Compliance Departments 6. 20 million dollar Compass computer system runs and tracks your entire business online up to the minute 7. Proprietary Financial Needs Analysis “FNA” Software for Powerful Client Proposals 8. Enterprise CRM System: with Tier 1-4 Virtual Manager built in, ties directly to Google Calendar, Android and iPhone 9. Online Marketing System: with a simple step by step system to use and generate leads 10. Multiple Landing Pages for both sales and recruiting with powerful analytics 11. Proven prospecting e-mail templates and ads, custom drip emails campaigns 12. We will share our secrets of free ways to drive lots of high quality traffic to your landing pages and marketing system 13. Virtual Business System: expands your market to 200+ million in all 50 states for recruiting and sales 14. 12 Live Nationwide Weekly Webinar Broadcasts, with Training, Recognition, Guest Speakers, and Q & A + 24/7/365 Virtual Training Library 15. No Office Expense, No Meetings, No Driving, No Wasted Time and Money, No Appointments, and No Dressing Up 16. VFG Tier System allows reps to be online marketers and refer all sales and even recruiting to seasoned pros 17. Cutting Edge Virtual Back Office Tools and Resources to run and track all your business 18. Strong Product Portfolio: Transamerica, Nationwide, Pacific Life, ING, WRL, Prudential, Allianz, 100+ Carriers Transamerica Term Product with Living Benefits with e-App 19. Liberal appointment process allows more reps to get appointed 20. Strength of Transamerica Companies as a solid foundation for your success 21. “People who are able to work at home experience an increase in their quality of life.” – The Wall Street Journal, 3/5/13 _____________________ (Insert your name and contact here)

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Sample Email

VFG Client VFG Email Template

Subject Line: New Living Benefits: Insurance you don’t have to die to take advantage of. What if... • You could have the peace of mind of knowing that, not only would your family be taken care of if you died prematurely, but that... you and your family would be financially secure in the event that you (or another family member) came down with a serious illness or disability? (Cancer, Heart Attack, Stroke, Disability...) • You could get stock market-like returns on your retirement savings, but with the guarantee that you could never lose your principle... or your gains? • You knew that you would have access to tax free income when you retire – possibly even guaranteed for as long as you live? Would you sleep better at night? Would you enjoy life more? These are some of the little-known benefits available in what is truly a revolution in the life insurance industry. In fact...The following is a quote from the continuing education class for the California Department of Insurance: “Once the ‘new insurance’ is understood, it is easy to see why traditional life insurance is obsolete.” You will definitely want to watch the following short video:

If you can’t view the image above, copy and paste this URL into your browser: livingbenefits.me Facts… Every 30 sec.= A new case of cancer is diagnosed Every 36 sec.= 1 heart attack occurs Every 40 sec.= 1 stroke happens • • •

The cost of severe heart attack, including direct and indirect costs, is about $1 million. 60% of all bankruptcies are due to medical issues. Of those that filed for bankruptcy, nearly 80% had health insurance. One in four people with cancer delayed or turned down recommended care because of cost. CONTINUED ON PAGE 21

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Sample Email

VFG Client VFG Email Template

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As the economy has changed and the needs of the individual have changed, life insurance has changed to provide the protection necessary in the 21st century. The new life insurance is efficient by providing a pool of money that can be used in case of a financial catastrophe caused by illness, disability, care needed for chronic illness, terminal illness, critical illness, retirement, and premature death. It is also efficient because it provides a tool for the Financial Consultant to cover a number of risks with one insurance policy and one premium, instead of attempting to offer four or five policies with four or five premiums.

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The Elevator Speech Another great way to get the word about VFG is to look for opportunities throughout the day to strike up a conversation with a potential prospect. Knowing exactly what to say in these brief few moments is critical. You want to say just enough to intrigue them without saying too much to spook them. This is called your “elevator speech.”

Sample Speech

Elevator Speech

You say: “You know how so many people are struggling today with the economy being so bad?” The key to this question is “You know how…” You’re asking them to affirm what you’re then going to say, whether it is about the economy or any other subject that connects them to what you do. Once they’ve answered you back now have you have their attention, you say: “I work in a 5.8 trillion dollar industry with a revolutionary virtual business system that allows people the freedom to make a great income from their own home.” Then ask one of the following questions: “Are you the type of person who keeps his ear to the ground for opportunities?” OR “Do you see yourself being able to retire with the job you have currently?” OR “Would you be open to look at a possible career change if the money were right?” Now you’ve really got their attention. Leave your sentence hanging. Force them through your silence so that they finally ask you the next question. They usually will say: “How do you do that?” (Personalize to your own words) “I connect families to revolutionary financial products and services that enable them to win the money game, and I make really good money doing that for them.” Most people will ask: “How do you do that?” or “How much money?” This means you’ve got them interested. Keep your talking to a minimum. The question you really want them to respond with is: “Can I do what you’re doing?” If they don’t ask that question, but you can sense the interest, ask them: “Are you looking for something new to do?” Immediately get their name, number and email and send them the recruiting email and then the video do the presentation.

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Now that you have filled your funnel with potential recruits, and have sent out an email to them it’s time to move to Step 3 – The Presentation, followed by Step 4- The Follow-Up.

Our Challenge to You with the Contact The leaders with the most quality contacts build the biggest teams, which leads to a larger customer base, which leads to more success and income for you and your team. We challenge you to contact a minimum of fifteen to twenty people personally per week and get your leaders to do the same. Monitor and train on the Contact to ensure a high number of quality approaches are being done every week and you will be on track to building a huge VFG business.

What is it? A Financial Needs Analysis is a snapshot of a family’s current financial situation. We then make recommendations based on their goals and objectives allowing us to select the right products that best fit that family’s individual needs. Virtual Financial Group’s Associates have access to some of the most respected companies in the industry today. This gives them access to a portfolio of leading-edge products designed to help families achieve financial independence.

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STEP 3: PRESENTATION Video Tours 24/7/365

PURPOSE: Show the power of the VFG opportunity to new prospects.

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STEP 3: PRESENTATION The Business Presentation Meeting (BPM) is the hub of the Virtual Business System. It is where new prospects hear the VFG story in a clear, concise way that also conveys passion and enthusiasm for the company and the opportunity. VFG Virtual Model has solved many of the problems that traditional businesses face. In our model, prospects can view the Business Presentation Meeting or BPM virtually from the comfort of their own home. This eliminates all of the typical obstacles associated with live meetings and lets leaders zero in on the prospects who are serious, while saving both time and money in the process. In VFG, all of the BPMs are done online through pre-recorded video presentations. These videos are done by the top leaders in the company who have the experience and passion it takes to create a world-class presentation. All you need to do is send links to your prospects and follow the system to maximize the results.

There are two parts that make up the VFG Business Presentation Meeting flow: â&#x20AC;˘ â&#x20AC;˘

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Part One: The Introductory Video Part Two: The Business Presentation Meeting (BPM) 20-Minute Video

Part One: The Introductory Video This video is less than five minutes long and gives prospects a glimpse into the power of the VFG opportunity. Almost anyone can take five minutes of their time to see if they have an interest, so it is a very non-obtrusive way to share the VFG opportunity with people. If they like what they see and hear they are then lead to view the full BPM video. Part Two: The Business Presentation Meeting (BPM) 20-Minute Video This video is the full VFG story and covers in detail the market timing, mission, products and income opportunities that VFG has to offer. Since they were intrigued by the fiveminute video, it is very easy at this point to spend twenty more minutes to hear the rest of the story. The VFG BPM is available 24/7/365 days a years so you could possibly be presenting the business to new prospects, and adding new leaders to your team while you are asleep or even on vacation!

Focus on Results As a Financial Manager, you have to monitor and keep track of all of the activity in your organization. This includes the Business Presentation Meeting.

“Where performance is measured, performance improves.”

Develop projections for weekly Business Presentation Meeting viewings and evaluate how each leader did: •

Was the proper follow-up conducted?

•

Did guests receive an email follow-up or call?

•

How many prospects agreed to attend a live Tier 2 webinar and how many attended?

•

Were they contacted to find out why?

Examine every aspect to detect and fix any breakdowns in the system flow. Share your findings with your team in a constructive and respectful way. Everyone on the team has a vested interest in the success of the meeting. Work together to find solutions that will ensure a positive outcome for the future. The Introductory Video JoinVFG.com

The VFGContact.com Tier Manager can give you useful reports and statistics of your pipeline and business flow.

The BPM Close The presenter on the BPM Video concludes by issuing two challenges: 1. Set up an appointment with a Financial Manager within 24 hours. 2. Keep the appointment These two challenges set up everything you need for you and your prospect to move to Step 4: The Follow-Up

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Our Challenge to You with the Presentation Its simple… the organizations that have the most qualified prospects viewing the VFG Business Presentation Meetings will have the most success. Our challenge to you is to make the “BPM’s” the hub of your building efforts. Then, surround them with a high volume of quality contacting and follow-up and you will be on your way to building a highly successful VFG business.

STEP 4: AGGRESSIVE FOLLOW-UP

Tier Two Webinars, 3 x 3 Calls, Emails, Texts, Messaging, and Drip Campaigns

PURPOSE: To give each presentation viewer the best chance to become a VFG Associate, and/or become a client.

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STEP 4: AGGRESSIVE FOLLOW-UP Importance of the Follow-Up The main goal of the Follow-Up is to: â&#x20AC;˘

Get the prospects that are interested in the business to attend a Tier Two Webinar to get more information about the opportunity and how it works.

â&#x20AC;˘

Schedule a Tier Three Webinar if they are not interested in the business to get their Financial Needs Analysis (FNA) completed with a Financial Consultant.

When the Follow-Up is properly executed, you will help save people from themselves and recruit a higher percentage of prospects. As a byproduct of running the system, you will also help a greater number people become clients to get on track for financial independence. All VFG leaders from Financial Inviters, to Financial Managers, to Financial Consultants must study, learn, and master Step 4: Follow-Up.

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BPM Video Follow-Up As soon as you are notified that your prospect has viewed the introductory video or the full 20-Minute video, or if you notice that they have not seen the video yet, its time to start contacting your prospect immediately to follow-up to move them to the next step. The ones who saw the video will be expecting to be contacted, since the presenter on the video issued a challenge to the new guests at the end of the video to set an appointment with the person who invited them for the Follow-up Interview/Tier Two Webinar with their leader within 24 to 48 hours.

Follow-Up Steps – 3x3 Calling System The tendency for some people is to follow-up and to say something like “So, what did you think?” This is absolutely the WRONG way to do it. This question puts the guest in the power position and you lose control of the follow-up. It opens the door for guests to revert to their natural tendencies to procrastinate or make excuses. Go to Key Review: Agent Building Process, Your Roadmap to Recruiting section on page 54 for more details.

“Never, Never, Never give up.”

For Internal Use Only

— Winston Churchill

Scripts for the 1st contact attempt to follow up after they have appeared in your Vfgcontact system

If They Answer the Phone

“Hello, is this _________ (Prospect’s name)? This is ____________ (Your name) with the Virtual Financial Group. I am calling because I recently sent you a link with information about our virtual business model in the financial services industry. We have an incredible story and powerful income opportunity and I wanted to see if you had a chance to see the 20-Minute video yet?” If they answer “Yes”, you say: Great. As you saw on the video, it is pretty amazing what we are doing virtually in the financial services industry. Over 54 billion dollars in commissions was paid out in 2012. With our system, you can potentially make a substantial income without having to be an expert in sales or insurance. If you are ready to take the next step to learn more, I would like to invite you to attend a live online webinar in the next few days. Is ______________ (Name a day in the week) or ______________ (Name a day in the week) best for you? The goal is to commit them to attending a Tier Two Webinar. When they commit to a day, give them the two options on times for when the live, Tier Two Webinars take place. Great, I will email you the link and we will see you on the webinar on ________ at __:_____ (Date and time). Then you and I can follow-up afterwards. Great talking to you. We’ll talk soon! Goodbye. If they are not interested in the business, you then need to schedule a time to get them with your Financial Consultant for a Tier Three appointment to get their Financial Needs Analysis (FNA) completed. You say: “I understand ____________ (New prospect). I have some other calls to make, but I would love to get with you if your circumstances change. At the very least, we can do your free Financial Needs Analysis to see if we can help you improve your current financial plan and take advantage of the powerful concepts like living benefits and Indexed Accounts covered in the video. Many times we create a plan with no new money by simply taking your existing dollars and helping you to reorganize them more efficiently to create a savings. Then set the appointment in your Tier Manager with a Financial Consultant to make the Tier Three Client Presentation and to get the Financial Needs Analysis completed. “No problem at all. As you can tell VFG is really helping families win the money game with cutting-edge concepts that most people don’t even know exist. When would be a good time for me to schedule a one-on-one online appointment with one of our experienced Financial Consultants to get your free Financial Needs Analysis completed to see how we can help improve your current plan to reach your dreams and goals? Then schedule the Tier Three appointment with a Financial Consultant to get their FNA completed in the Tier Manager VFG Contact System

CONTINUED ON PAGE 31

For Internal Use Only

Scripts for the 1st contact attempt to follow up after they have appeared in your Vfgcontact system

If They Answer the Phone

CONTINUED FROM PAGE 30

If they answer, “No, they have not seen the video yet,” you say: “Ok, no problem, our 20-Minute video gives the details on our ground breaking virtual business system and about the revolutionary products we offer that many families in America really need to hear about. It also covers the money you can make with our firm. I will email you the link to the video.” (Wait for answer and then ask for their best email address or mobile number) “What time today do you think you will have time to watch the video?” (Wait for answer) “Great, I’ll call you at __________pm after that to spend a few minutes and answer any questions you have and to see if this virtual business is a fit for you?” (Then set a reminder in your tier manager/calendar to call them back.)

Sample Script If They Don’t Answer the Phone and You Need to Leave a Voice Mail (Remember: Your energy and tone of voice matter a lot when leaving a message) “Hello, is this_________ (Prospect’s name)? This is ____________ (Your name) I am calling because I recently sent you a link with information about our virtual business model in the financial services industry. We have an incredible story and powerful income opportunity and I wanted to see if you had a chance to see the 20-Minute video yet and I wanted to speak with you about it. So, please give me a call at ______________ (Your number). Once again, my name is ____________ (Your name) with the Virtual Financial Group at ______________ (Your number). I look forward to hearing from you soon. Have a great day!”

For Internal Use Only

Sample Message

Follow-Up Text or Email

(The text is auto generated in the VFG Tier Manager for you with all your info) Left VM. Save to History. Send Email Send Text Text: ______________ (Your name) with Virtual Financial Group trying to get in touch. You requested info. You can see the video JoinVFG.com on your phone then reply 619-663-6607.

Email: Subject Line: ______________ (Prospectâ&#x20AC;&#x2122;s name), I am following up on your request for more info for Virtual Financial Group. Did you get a chance to see the powerful short videos yet? This is ______________ (Your name) with Virtual Financial Group you had requested info from me online and I am following up to see if you had a chance to see our Videos on our unique business model and powerful income opportunity? My website is ___________. (Insert Your VFGPro.com link here) Please reply with a good time for me to call you? Thank you, ______________ (Your name and contact information)

For Internal Use Only

Scripts for the 2nd Follow-Up attempt to Contact if you did not hear back from them

Sample Script

If They Answer the Phone

“Hello, is this _________ (Prospect’s name)? This is ____________ (Your name) with Virtual Financial Group. Did you get a chance to watch the video that we spoke of? If they answer “Yes”, you say: “Great, what did you like most about it?” Listen closely to their response and take notes: DO NOT Interrupt them. Handle their response and agree that what they mention is a very special part about what we are doing. Discuss a few more points about the video great resources and tools, no meetings, no appointments, larger market, delegate sales, great compensation, living benefits, etc. “The next step in the process is for you to speak with a Financial Manager who will show you in more detail how our systems work and the tremendous resources and tools that the company makes available to you for you to succeed. You will need about 45 minutes to go through everything and you will need to be in front of a computer with Internet service. The next available times we have are tomorrow at __________ or __________ (The day after tomorrow) at noon your time. Which one of those times is best for you?” Handle their response accordingly and set up the time for the Tier Two Webinar. Also, let the prospect know if you will be joining the Tier Two Webinar or not. If they answer “No” they haven’t watched it, you say: “What time today do you think you will have time to watch the video?” (Wait for answer) “Great, I’ll call you at __________pm after that to spend a few minutes and answer any questions you have and to see if this virtual business is a fit for you?” (Then set a reminder in your tier manager/calendar to call them back.)

For Internal Use Only

Sample Script If They Don’t Answer the Phone and You Need to Leave a Voice Mail (Remember: Your energy and tone of voice matter a lot when leaving a message) “Hello, is this _________ (Prospect’s name)? This is ____________ (Your name) with Virtual Financial Group. Did you get a chance to watch the video that we spoke of? My website is ___________ (Give them your VFGPro URL) Once again this is ____________ (Your name) Virtual Financial Group at ______________ (Your number).

with

I look forward to hearing from you soon. Have a great day.

Sample Message

Follow-Up Text or Email

(The text is auto generated in the VFG Tier Manager for you with all your info) Left VM. Save to History. Send Email Send Text Text: ______________ (Your name) with Virtual Financial Group trying to get in touch with you again about VFG Check out our short video JoinVFG.com on your cell then reply to ______________ (Your phone number).

Email: Subject Line: ______________ (Their name) I am following up again on your request for more info from Virtual Financial Group. Have you had a chance to see the powerful videos yet? This is ______________ (Your name) with Virtual Financial Group trying again to touch base with you on the info you had requested from me online. I wanted to see if you had a chance to see our videos on our unique virtual business model and powerful income opportunity you can do from home? My website is ___________ (Insert your VFGPro.com link). Please reply with a good time for me to call you? Thank you, ______________ (Your name and contact information)

For Internal Use Only

Scripts for the 3rd Follow-Up attempt to Contact if you did not hear back from them Once they contact you (by phone, text or email), contact them back in the same way since that is most likely their preferred way of communication. If they do not answer leave this voicemail:

Go to Key Review: Agent Building Process, Your Roadmap to Recruiting section on page 54 for more details

Sample Script 3rd Follow-Up Attempt Voice Mail

Hello______________ (Their name). This is ______________ (Your name) with the Virtual Financial Group calling back for a 3rd and last time. You had requested information from me on my website regarding our incredible virtual financial services business opportunity you can do from home. If you are interested you will need to call me now at ______________ (Your phone number) so that we can discuss the videos. I hope you donâ&#x20AC;&#x2122;t miss this opportunity of a lifetime. My website is ___________ (Insert your VFGPro link). Have a great day.

Sample Message

3rd Follow-Up Attempt Text or Email

(The text is auto generated in the VFG Tier Manager for you with all your info) Left VM. Save to History. Send Email Send Text Text: ______________ (Your name) with Virtual Financial Group trying to get in touch with you again about VFG Check out our short video JoinVFG.com on your cell then reply to ______________ (Your phone number).

Email: Subject Line: ______________ (Their name) I am following up again on your request for more info from Virtual Financial Group. Have you had a chance to see the powerful videos yet? This is ______________ (Your name) with Virtual Financial Group trying again to touch base with you on the info you had reqested from me online. I wanted to see if you had a chance to see our videos on our unique virtual business model and powerful income opportunity you can do from home? My website is ___________ (Insert your VFGPro.com link). Please reply with a good time for me to call you? Thank you, ______________ (Your name)

For Internal Use Only

After the email and text (automatically sent by the VFGcontact system) you are done with that particular person for the day (final contact cycle). • Wait one day and then repeat the 3x3 follow-up steps above again. • If you still have not heard from them after another day passes, repeat the three follow-up steps above one last time.

Tier Two Presentation Follow-Up Once the prospect has attended the live Tier Two Presentation it is time to Follow-Up again to get them to set up for a Fast Start Interview with a Financial Manager or worse case, a Tier Three Client Presentation with a Financial Consultant. Go to the VFGcontact CRM Calendar to see when the Financial Manager or Financial Consultant is available.

If they do not contact you after this attempt, then “dump” them off your list for now. They are not interested or the timing is just not right. (This process is automated this process in the VFG Tier Manager in your VFGPro Back Office)

Sample Script

The Tier Two Follow-up

(Your energy and tone of voice matter) “Hello ___________ (His/her first name), this is _________ (Your name). Wasn’t that presentation amazing! It is incredible to see the power of this virtual system and all of the tremendous tools and support we have. The next step for you is to set up an interview with my Financial Manager, ______________ (Financial Manager’s name) to get any questions you make have and to get you started. I spoke with ______________ (Financial Manager’s name) and he/ she has either tomorrow at 1:00pm and 3:30pm available to meet with you in an online private meeting. Which one of those times is best for you?” Set the time for the Start Up Interview with Financial Manager. If they are not interested in the business, you then need to schedule a time to get them with your Financial Consultant for a Tier Three appointment to get their Financial Needs Analysis (FNA) completed. You say: “I understand ____________ (New prospect). I have some other calls to make, but I would love to get with you if your circumstances change. At the very least, we need to meet with you to do your free financial needs analysis to see if we can help you improve your current financial plan and take advantage of the powerful concepts like living benefits and Indexed Accounts covered in the video. Many times we create a plan with no new money by simply taking your existing dollars and helping you to reorganize them more efficiently to create a savings. What day and time would be best to get this done?” Then set the appointment with the Financial Consultant to make the Client Presentation and to get the Financial Needs Analysis completed.

For Internal Use Only

How to Handle Objections in the Follow-Up To be a master at handling objections, you must do several things: 1. You must be completely scripted. 2. You must be familiar with the common objections some people will give you. 3. Never answer a question with a statement, answer it with another question. 4. Listen twice as much as you talk. 5. You must be more certain about what your proposing than the other person is about there objection.

Here are Some Recruiting Objections that You May Occasionally Encounter 1. “I saw some information on the internet that concerned me?” Answer: If you Google just about any company or industry you will find a lot of results with negative information. Does that mean every company is bad? Of course not. In the Internet era, the only way to avoid any negative press is to do nothing. 2. “Is this like MLM or Multi-level Marketing?” Answer: “Are you familiar with the real estate industry? Our firm uses the same agent relationship that the real estate and financial services industry is based on. You can be a Broker or an Agent. It’s your choice on how you want to approach it. With VFG you have the option to earn income as a personal producer as an independent sales representative or you can establish your own virtual 50 state agency and earn an override income just as a real estate, mortgage or insurance broker does.”

For Internal Use Only

3. I don’t have time / I am too busy to take on something else. Answer: “I understand. Many of our most successful reps initially felt the same way until they had a chance to see the virtual systems that we have in place to accommodate people with busy schedules.” OR: “Then we definitely need to talk because our firm is looking for successful, hard-working people to help with our expansion. Successful, hard-working people are usually very busy. I know it makes sense to at least get together and talk, don’t you agree?” 4. I’m not good at selling / I don’t want to sell. Answer: “I’m glad you said that! We don’t train salespeople; we train marketing consultants to just market online with our amazing simple system and tools. Our virtual system allows you to delegate the recruiting and sales to a more experienced leader who will then show families what their options are in regard to making smart choices with their money. We are not selling anything we are teaching them their options to build a retirement.

5. I don’t have experience in sales. Answer: “Then you will love this. Many of the most successful reps with our company came from different backgrounds with no prior experience. (Use 1-2 stories, including your own, to make your point.) That’s actually even more of a reason for you to take a good look at us. 6. Are you the same as WFG? Answer: “No we are not. We are completely Virtual and Virtual Financial Group is a financial services marketing company that is associated with WFG a Transamerica company. They provide VFG: • Amazing support employees

with

300+

Remember When exectuting the Follow-Up process, always follow the time-tested scripts presented to you in this manual. Otherwise, you run the risk of the losing the power position to the prospect and you lose control of the follow-up. It opens the door for guests to revert to their natural tendencies to procrastinate or make excuses. Your goal is to get the prospect to commit to the next step and keep moving them forward to become either a member of your team or a client.

Transamerica

•

More gross payout to the field than any company we have ever seen with 126% with 5.85 renewals

•

A 20 million dollar computer system that pays twice a week and advance on submission so are reps are paid up front”

Our Challenge to You on the Follow-Up Our challenge to you is to master the follow-up to maximize your results in all areas. Get strong commitments and set the direction for each new Associate. Whether a prospect joins or not you want to make sure to set up a Client Presentation/ Financial Needs Analysis (FNA) so they can potentially become a client.

Quick Reference for Samples 1st Follow-Up They Answer the Phone 29 Leaving a Voice Mail 31 Text or Email 32 2nd Attempt They Answer the Phone 33 Leaving a Voice Mail 34 Text or Email 34 3rd Attempt They Answer the Phone 33 Leaving a Voice Mail 35 Text or Email 35 The Tier Two Follow-Up They Answer the Phone

“Unless you are aggressive all your other talents are wasted.”

For Internal Use Only

—Top Gun Fighter Pilot Manual

STEP 5: START UP

Join VFG and/or complete a Financial Needs Analysis

PURPOSE: To get your new Associates off to a fast, effective start and/or to help the prospect become a client.

For Internal Use Only

STEP 5: START UP Importance of the Start Up Very little is accomplished by merely recruiting someone into Virtual Financial Group. A new recruit is the seed of a new SVP, the beginning of the expansion of your and his/her businesses. It’s important to know that: •

Your work as a leader isn’t complete until the new Associate becomes a selfsustaining, self-replicating VFGSenior Vice President (SVP).

•

Your responsibility as a leader is to prepare your new Associate for the opposition and obstacles they may meet as an Associate of VFG, and provide positive experiences and help them achieve tangible results immediately after becoming an Associate.

• Helping to build the Associate’s business by surrounding him/her with new recruits is critical. •

For Internal Use Only

Ensure that everyone you contact gets their financial plan off to a fast start by making sure they see a Tier Three Client Presentation and get their free Financial Needs Analysis so they can become a client.

The Start Up Interview The Start Up Interview is the best way to get a firm commitment and get the new Associate started on the right path. We want to get the new person started, committed, and off to a fast start. Start Up Interviews take place online through a Google Hangout or Join.me or Gotomeeting Private webinar. When ever possible, the recruiter should plan to attend as well.

The Start Up Interview Outline

4. “Most all of your questions will be answered on our Fast Start School and in your Virtual Back Office, but do you have any questions that need to be answered before you make your decision to move forward?” Answer any questions they have so you can move to the commitment part of the interview with no lingering questions or objections.

5. “Now, from what you’ve told me, I can’t think of a single reason for you not to give this business a shot, can you?”

1. “From what you have seen so far, what intrigues you the most about VFG?”

If the prospect says “No,” and they are ready to move forward and get their VFG code # proceed to question 6.

2. “Tell me a little about yourself, your family and your successes in life up to now.”

If he/she says “Yes,” ask what that reason would be and overcome any objection he/she has. If he/she is unclear as to why he/she feels that way just say:

3. “What do you want to achieve for yourself and your family with VFG?”

“I have really found that there are really only two reasons people don’t join VFG, it’s because they either don’t believe what we are saying or they don’t understand something. Is there something in particular that you don’t believe or understand?” Wait for the answer and overcome any objection they may bring and address it. Then move to question 6. If the prospect is still not ready to join, schedule a Tier Three Client Presentation with them by saying: “I understand ____________ (New prospect). I have some other calls to make, but I would love to get with you if your circumstances change. At the very least, we need to meet with you to do your free Financial Needs Analysis to see if we can help improve your current financial plan and take advantage of the powerful concepts like living benefits and Indexed Accounts covered in the video. Many times we create a plan with no new money by simply taking your existing dollars and helping you to re organize them more efficiently to create a savings. What day and time would be best to get this done?”

For Internal Use Only

Then set the appointment in your Tier Manager with the Financial Consultant to make the Client Presentation and to get the Financial Needs Analysis completed

6. “Now, I have one very important question to ask you: Do you want strong leadership or weak leadership from me?” (Everyone will of course say strong.) Then say: “Great. I am glad you said that because a weak leader is someone who wouldn’t give you any direction and would just hope you’d figure it out. But a strong leader is someone who will walk you through each step and leaves nothing to chance. “That is what you want right?“ They will, of course, say “Yes.”

7. “Great. Then there are four things we need to do right away to get you started: Enroll a new Rep in VFG after the LIVE Tier Two Presentation Steps You understand the difference between being an employee and being in business for yourself, correct? Here you are in business for yourself like an independent contractor position in Real Estate, Loans or Insurance…with a small investment and some exciting potential results. 1. To register with VFG there is a monthly investment of $19.95 which includes your personalized websites, landing pages plus all our tools, training and access to your virtual back office which helps you build and run your business. On page one of the VFG Sign up Enroll them for: • Our VFG emails • The Training Webinars • Have them “Like” our VFG Facebook page at Facebook.com/ceoteam and our other social media sites on Google +, Twitter, and LinkedIn

For Internal Use Only

2. If you are not insurance licensed yet you, we have arranged through our online licensing school, TestTeasherOnline.com/vfg, a special rate of $29.99 or $39.99 (depending upon your state) — discounted from their regular $99 course fee. 3. To have access to the entire VFG Business Platform with WFG and Transamerica, there is also a one time investment of $100 for administration and processing. It is only $149.94 for Non-Licensed Reps and $119.95 for Licensed Reps. Plus $19.95 per month ongoing for your Virtual Office, Online Resources and Tools. 4. “And finally, we are going to schedule your Tier Three Client Presentation so we can get your Free Financial Needs Analysis (FNA) completed. It’s important to understand what we do for people and you also need to see what we can do for your family as well. Also your spouse (if they are married) will need to present for the appointment. While you are not required to become a client, we believe it makes sense for our Associates to have a sound financial plan in place as well. Don’t you agree?”

If the prospect gives you any pushback on any of these items just say: “Well when I asked you if you wanted strong or weak leadership from me and you said strong, were you serious or not?” They will usually answer that they were serious. Then say: “Well then let’s get __________ (the item that gave you push back on) handled today. Fair enough?”

8. The last question that I have to ask is “are you coachable?” Because we have a business system that we are going to teach you and ask you to follow.

We want to teach this to you so that you can teach it to others. It is going to be the blueprint for your success.

9. Get him/her off to a fast start by: 1. Watch the entire Fast Start School in your VFG Back office under the “VFG System” menu tab. (You will receive a certificate of completion at the end letting us you have completed it) 2. Study for your state insurance license to complete within 2-4 weeks. 3. Watch the Tier One Training Videos #1 and #2 on the “VFG System Videos.”

webinars. “Be a Serious Student of the Business.” 6. We recommend you get a new paper notebook just for VFG and use it for note taking during the training webinars. 7. Get them started on our VFGPro Marketing System and tools to develop a plan for their marketing strategy.

• • • •

Facebook Friend Finder LinkedIn Contacts VFG Lead Wizard Additional Online Marketing Strategies

8. Show them how to set up their lead capture pages and how to access the VFG email templates. They can then begin to contact their market to drive traffic to their personalized lead capture pages. Then using our VFGPro and VFGContact Systems to help fo low-up and follow through on all their interested prospects.

4. Make sure their Tier Three is scheduled with a Financial Consultant in our Tier Manager within 72 hours and their spouse must be present online. 5. You need to be in attendance, focused and taking notes on Tuesday and Saturdays for the VFG live

For Internal Use Only

10. Explain our Virtual Tier 1-4 System that allows reps to delegate recruiting and sales to help them decide what position they want to pursue. Tier One Financial Inviter – 65% of their Contract • Invite your guests and prospects to the recorded webinars • Drive traffic to your replicated websites • Send proven e-mails to prospects • Follow-up to make sure they watched the 20 Minute video • Set appointments to watch the Tier Two Webinar Tier Two Financial Manager – earns an override/spread on his Inviters (10-80%) of 65% of their Contract • Follows up with prospects after the Tier Two Webinars • The Tier Two Shows websites, back office and marketing tools • Does Follow-Up appointments with new prospects and answers questions — Registers them on our email list and our 2 weekly VFG webinars — Sign up in Testeachers.com if needed. — Registers them with VFG and gets their Code number — Registers them with VFGPro.com — Sets specific time for new rep to watch the entire Fast Start School and Tier One recording — Gets new reps to commit to Fast Track

Tier Three and Four Financial Consultant – 35% or 100% of their Contract • Uses webinar technology to meet with clients • Experienced in sales, iPipeline, and financial services • Completes Financial Needs Analysis and FNA mini pdf with client and spouse • Stay in communication with clients • Uses our VFG contact Tier Manager and Calendar for VirtualTracking with Financial Inviter and Manager to follow progress • Notifies the Financial Manager to Set the Fast Start Appointment 11. Encourage them to work towards earning their Fast Track Promotion by doing 15 Tier Two appointments and a minimum of 10 Tier Two appointments with the them on the call/join.me to help field train them on the system. Use the Fast Start Interview with each prospect who attends a presentation. It will help solidify the new Associate with the right commitment and direction and will get him started right away doing the things that will put you and them in the best position to succeed.

• Schedules appointment with spouse and Financial Consultant for Tier Three Client Presentation/ Financial Needs Analysis in Consultant’s VFGcontact Calendar

For Internal Use Only

VFG Tier Manager In your VFGPro Virtual Office or VFGContact.com Be sure to use the tools in your VFGPro Virtual Office or VFGContact.com systems to help you stay on top of all of your follow-up activity.

Closing the Sale â&#x20AC;&#x201C; Tiers Three and Four Whether someone joins VFG or chooses just to become a client, it is important to use the same sales process each and every time. This ensures that every client has the right plan in place designed to meet his or her individual needs. It also makes the process you use duplicable throughout your team. In VFG all Tier Three and Four Client Presentations/Financial Needs Analyses (FNAs) are completed by a licensed, trained and experienced Financial Consultant.

For Internal Use Only

The Financial Consultant: •

Congratulates them on being a part of VFG.

•

Encouraged them to get on the Fast Track to Field Manager by having 15 Tier Two attendees in 60 days.

•

Encourages them to get licensed quickly.

•

Gives them the approved VFG Client Presentation.

• Completes a Financial Needs Analysis (FNA) and or FNA Mini Addendum PDF with client or Associate and spouse (Tier Three). •

Completes a recommendation with client and spouse (Tier Four) within 48 hours.

•

Shows the clients a custom proposal suitable for them.

• Fills out and completes the e-App state specific application online with clients. •

Puts the Financial Inviter or Manager information on application at 65%.

•

Orders medicals and follows through the entire underwriting process checking on policy status regularly.

Our Challenge to You on the Start Up Our challenge to you is to set high expectations for every Associate and every new client. Get every new Associate off to a fast start by helping them build their team quickly using the VBS. Then, make sure everyone gets a Client Presentation/Financial Needs Analysis to potentially become a client.

• Stay in communication weekly with clients (Sends thank you card). • Updates the activity and results in the Tier Manager System.

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.”

• Promotes the VFG Business and System Plus Refers to Inviter and Managers name often to strengthen the connection.

For Internal Use Only

— Dale Carnegie

The Key to Rapid Growth and Profitability: 1. Become a Financial Manager 2. Create Managers Who Create Managers 3. Always Duplicating and Teaching Our System Inviter Makes sure prospect has watched 5-min & 20-min overview videos. “What did you like best about the videos?” In order of preference: Inviter

Inviter

Schedule prospect to watch live company Tier 2 webinar.

Manager

Send prospect recording of live company Tier 2 webinar.

Do 1-on-1 Tier 2 using s creen share.

Inviter Schedule Follow-up Interview

1. 2. 3. 4.

Follow-up Interview What intrigued you the most about the presentations and VFG as a whole? Tell me a little about yourself and your successes in life up until now. If you were to come on board with us, what would you hope gain or accomplish? What additional choices in life would you want to create? I can’t think of any reason why we shouldn’t move forward and create that, can you?

Registration On a screen share (join.me or Hangout), fill in everything for the new rep, while they watch: 1. Go to VFGPro.com, scroll down to New Users “Order Now” button and register new rep for their virtual office ($19.95). Then login to their back office. 2. New Rep Sign Up tab: a. Point out registration training video at top. b. Register for company Email List (have them check their email and confirm subscription). c. Register for Tues & Sat Webinars. Stress how critical it is to be on the webinars. (Live is by far preferable, but if a conflict, watch the recording.) d. Help them to “like”, connect, etc. on social media. 3. New Rep Sign Up tab > Ins Licensing Info: Register for licensing school, if not licensed ($29.99 most states). 4. New Rep Signup tab > VFG Sign Up Website: Point out 2 options: Paper or electronic. Electronic is preferable if no ‘Yes’ answers (BK, tax liens, convictions, issues w/ ins. co.’s). a. Electronic: Scroll down and click big blue VFG logo. b. Paper: Orange link at top of page, print PDF, fill/sign, scan or fax to Sheena Stay with them through the whole process to make sure it gets done! 5. The VFG System tab: “This is your first homework.” Show Guest Book, Submit, Run Fast Start School, pause: a. Point out full screen mode & table of contents. b. Collapse and show Attachments. c. Get commitment as to when they will complete—within next 24-48 hours. d. Ask them to email you a copy of Completion Certificate 6. Tier Manager: Schedule their Tier 3 in Tier Manager, while they watch! Set it for after they will have completed Fast Start School. 7. Tell them that after their Tier 3 they you will contact them and schedule a “Start Up Call” to help them get started. Continued Next Page For Internal Use Only

Registration Manager Manager Calls New Rep 1. “How was your Tier 3 with ___ [Consultant name]?” (Confirm that it was a positive experience.) 2. Schedule Start Up Call. 3. Inform new rep that they need to watch 2 training videos prior to the call: a. VFG System Videos tab: VFG Tier 1 Special Inviter Marketing Training Webinar b. VFG Tier Manager tab: CRM VFG Tier Manager New Rep Training Video Send rep an email with above instructions.

Consultant

Tier 3

Tier 4

Manager

Start Up Call 1. Register new rep in the Tier Manager a. Make sure their code # is in BOTH the Tier Manager & VFG Marketing System. b. Be sure to enter their Time Zone & Recruiter’s code #. c. Demonstrate how to schedule Tier 2. d. Give them your code # and show how to Assign to you for Tier 2/Follow-up Interview. e. Point out the Tutorials on the Support tab. f. Point out the Lead Wizard in VFGContact & The Friend Finder on Facebook how to Add Connections on Linked-in & add people to their circles on Google plus. Show them how they can add their old & existing email databases (Gmail, Yahoo, Hotmail, etc…) assign this as an ongoing project but to work on it over the next 7 days. 2. Point out their landing page link in Marketing System (+ /pro option). a. Review ways of promoting the link: Craigslist & other posting sites, social media, emails to personal and business contacts, etc. 3. Warm Market Email/Message Templates: Forward copy of most recent company email containing email templates. a. Explain: Click “Forward,” copy, paste into new email b. Point out importance of changing links to their own! c. Suggest that they then email to themselves and store in a folder (“Label” in gmail). d. Show them how they can use the same template to send a facebook, linked-in or Google Plus message. e. Show them the Warm Market Inviter under Prospects in our VFGpro Marketing System. 4. Cold Market Classifieds: Point out sample classified ad(s), posting sites and training in back office (Classified Marketing tab). a. For Classifieds: Explain how to post (paste text, upload image from disk when asked) b. Explain need to be cautious when posting in classifieds (1/account/day is very safe; more is possible but more risk of ghosting or account shut-down). c. Optionally email them a copy of the approved ad images and content with instructions. d. Point out importance of changing links to their own! e. Explain the importance of compliance (No spam and only pre-approved ads) 5. Review the process diagramed at the top of this document: Make sure prospect has watched both overview videos (What did they like best...), schedule them for live Tier 2 webinar or send link to recording, schedule follow-up w/manager, be on the calls and learn! 6. Schedule a call within 72 hrs from now to check on how they are doing.

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STEP 6: VIRTUAL REPLICATION

Repeat Steps 1-5 Over and Over Again

PURPOSE: The key to building a business by following a system through which recruiting and building new leaders never stops.

For Internal Use Only

STEP 6: VIRTUAL REPLICATION Why Replication? To build a business that enables you to achieve your dreams, you must: • •

Replicate yourself to multiply your impact through ever-increasing numbers of successful leaders. Continually open new “outlets” for your business.

With everything you do, you must keep in mind that you need to implement easily duplicated systems that generations of new Associates can follow. The Virtual Business System (VBS) is the blueprint and your base shop is the prototype. The speed and exactness with which you copy the system will in large part determine your success and this exactness must be duplicated throughout your team. The Key Components of Replication: • • • •

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Develop a marketing/recruiter’s mentality. Develop a builder’s mindset. Allow time for your efforts to compound. Don’t quit: most people have a survival phase as they get their business up and running.

The Power Of Replication The power and control of replication requires a blueprint that is easy to follow. To help with duplication: •

Train an Associate and teach him/her exactly what he/ she needs to know to win.

•

Keep the information and training simple.

•

Make the blueprint for your business, your motivation and recognition systems, and recruiting programs easy to follow and transferable.

•

Follow the Virtual Business System Manual.

•

Master the system, and then keep it the same.

• Study the system repeatedly in every facet of the business. •

Marketing is the simultaneous creation of the outlet and movement of the product.

Make sure the master copy is worth duplicating to ensure you get a high level of performance.

A Marketing/Recruiter’s Mentality • Think of your business as the ultimate distribution system — one that could be used to market any product to consumers virtually nationwide. • Marketing ensures a continual flow of new prospects or potential clients and prepares them for the sales process. Two factors that help determine how large companies grow and how much of the market they can capture are: • •

Remember

The continuous opening of outlets. The volume production per outlet.

At VFG, an outlet is: • Any licensed Inviter, Manager or Consultant who helps market our business online and helps individuals and family’s implement sound and suitable financial solutions through products and services offered. • Opening new outlets requires that you continually recruit new Associates and equip them to succeed, i.e. training and building them from where they are to where they can be self-sustaining, self-replicating, profitable business owners.

Aim at Recruits; Hit Sales

* Income is earned from the sale of products and services authorized by Virtual Financial Group and World Financial Group and its affiliated companies. VFG Associates are not required to purchase any products, goods, services, inventory, marketing plan or property of any kind, or pay any consideration in exchange for becoming or remaining an independent contractor of VFG.

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A Builder’s Mindset To have a builder’s mindset, you must believe that: •

Opening outlets is an all-the-time thing — You must have quantity to get quality

•

To become a champion you must build — A large network of outlets — A large base of clients*

A Builder’s two top priorities are: • •

The continuous opening of outlets Volume production per outlet

Remember • Each outlet represents the potential for the sale of products. •

The more outlets you have, the more products you can sell.

•

A client’s situation changes every few years and new products are continuously being introduced. This means that client annual reviews are critical as they offer the opportunity to update your client’s financial strategy and ensure the solutions still meet their needs and/or if other products may better serve them.

Success Formula: Average Number of People per Week Attending Live Webinars online = Average Number of Base Shop Sales per Month

How To Build A Big Base Shop The future belongs to those who build big base shops. A base shop consists of your core group of team members who then may grow and develop their own base shop as an SVP.

Reasons to Build a Big Virtual Base Shop

Manage Activity, Focus on Results

•

The only thing standing between you and your dreams becoming reality is the building of your distribution system. There are two main areas to focus on to “win the race for outlets”:

• Compensation The majority is in the base shop. Let the compensation program of the company tell you where you need to be spending your time.

•

Get more and more personal direct legs.

•

Get more and more people (old and new) to view our recorded videos and attend our Live Webinars.

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A Leadership Factory Build leaders and teams will come. This is the original source of your team.

Seven Commitments to Building a Big Base Shop

Develop a Building Mentality A VFG builder:

1. Personal Commitment • Decide you’re going to build a big base shop and communicate that to your team. Tell your team that you’ll be No.1 and they’ll be No.1 2.

Personal Recruiting Commitment • The wider the better • The faster the better • Collapse time frames • Profitable

Personal Leadership Commitment • You be the leader • Build leaders • Accelerate the building of leaders • Think big, but keep it simple

4. System Commitment • Duplicate rapidly • Build a machine 5. Associate Field Training Commitment • Master virtual field training

• Has a clear mental picture of being the “leader of thousands.” Prepares a business plan to reach his/her goals. • Has a written business plan to: — Recruit, train and develop new people. — Have enough personal sales,* training sales and new Associates to keep his/her personal activity at a high level while building his/her team and business. • Determines how many prospects, Tier Ones, Twos, Threes and Fours, interviews, new Associates, FNAs, sales,* Associates, and SVP’s it will take. • Determines how much time and resources it will take to succeed and what things must be eliminated or sacrificed. • Sets daily, weekly, monthly, yearly and multiyear deadlines to reach.

6. Commitment to be Positive and Optimistic • People like to be around positive and motivated people. It takes energy to stay positive 7. Commitment to Endure • You must keep on repeating the steps in the Virtual Business System Manual again and again, even if you’re bored with it

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A Successful Leader’s Mindset

The Power of a Plan

•

Get people in touch with their dreams again and help them work toward a more secure financial future.

•

Many people worry about money everyday. We have an amazing virtual opportunity to help put an end to that worry.

As you have learned through this manual, the Virtual Financial Group System is the vehicle that allows us to achieve our objective of helping people move from dreaming to doing financially. VFG provides you with the Virtual Format System, a formatted solution to help you build and grow a winning team in business.

•

You are the best.

• You continue to be the best because: — You lead by example — You continue to grow — You listen to podcasts, webinars, etc. — You read books — Learning from your leaders can help you make and save money • •

Life is built on the Law of Probabilities. You shouldn’t be in this business if you’re not committed to financial independence. Walk the Talk. Live the advice you give your clients.

This powerful total VFG System is a blueprint for success. It’s a virtual: • • • • • • •

Prospecting System Sales and Recruiting System Licensing System Training System Retention System Income-generating System Leadership Development System

By running the system, you create the possibility to achieve the same success other leaders have enjoyed. The repetition of the VFG Virtual Business System’s six simple steps can lead to inevitable growth in your business.

• It’s your duty to become financially independent and encourage others to achieve this same goal. — Most people can become financially independent if they start early enough, save hard enough, and don’t overspend — The most successful financial professionals are the most successful financially — Attract more clients, attract bigger clients

For Internal Use Only

KEY REVIEW: AGENCY BUILDING PROCESS Your Roadmap to Recruiting

PURPOSE: Your VFG strategy... condensed down to a simply formula that is critical for your success.

INTRODUCTION Congratulations and welcome to Virtual Financial Group (VFG). This is your chance to build a rewarding and successful business of your own, in one of the largest industries in the world… one that you can do from the comfort of your own home, with the help and support of leaders and technology to teach you what you need to know to succeed.

VFG… Making a Difference

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PHASE I – INVITER Objective: Make Contact — i.e., Get Them on the Phone! In Tier Manager CRM: Look up State based on Area Code Google ‘area code ###’ or... http://www.bennetyee.org/ucsd-pages/area.html to search for the area code Set State and Time Zone in CRM record; <Update> Use 3x3 Contacting Strategy: Call 3 times before leaving voicemail. (Use scripts) Send text + send email <Refresh CRM page> Make sure ‘Next Action Date’ is set to 2 days from now If not, set manually; <Update CRM page> Repeat 3x If no response after 3rd cycle, <Dump> 2 days after last cycle (example Mon, Wed, Friday) Always Check your VFGcontact CRM Daily Tasks to see who your contacts are for that day.

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PHASE II – INVITER Objective: Get Them on a Tier 2 Webinar If they respond via Text or Email: Mark “Preferred Contact Method” in record. Continue to contact them using their preferred method (make it personal) + telephone until you can set and have a phone conversation. Once you have them on the phone: Verify that they have watched both the 5-min. and 20-min. overview videos Ask, What did you like best about what you saw there? Listen to what they say! Reaffirm whatever they thought was great about them. You probably have lots of questions, don’t you? The next step is to attend a 45 minute webinar, given by one of the Founders of the company. It will lay everything out for you: the company, exactly what you will be doing if you choose to become involved, the compensation plan, everything. It only takes 45 minutes and at the end of it you will know if this is something that’s a good fit for you and if you want to move forward. We have the next webinar at ____________ or one at ________________ which would be best for you? (Only give them choice of next 2) If they indicate they are available: Great. I’m going to reserve a spot for you right now. If I do this I need to know you will attend. (In fact I’ll notify the presenter so he can look for you on the attendee list.) You will receive an invitation and a reminder via email with a personal link to connect. They will come addressed from “Support Team.” I’ll send you a reminder 30 minutes prior. And I will call you afterwards to follow up and answer any questions. Can I count on you to pick up the phone at ________? Great! I’ll look forward to speaking with you then.

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Sign them up for the webinar: 1. In the Tier Manager CRM record, on the Edit page: Be sure Prospects time zone is set correctly! Select the ‘2’ radio button under “Tier” Select “Call Scheduled” on the “Status” menu below it On the pop-up calendar, fill in date and time in (according to Prospect’s time zone), set Notification Interval to 30 (or your preference), set Send Email and Send Text to “Yes” 2. In your VFGPro back office: Go to VFG Weekly Webinar Calendar, click on correct day and time, fill in the blanks and submit Suggestion: Send them a copy of the recruiting brochure via email. If they cannot be available at any of the next few times—or there are none, i.e., on the weekend, and they want to look at something now: Tell them you will send a recording of a recent Tier 2 webinar, but have them commit to a time when they will be watching it and a follow-up call immediately afterwards. (Can I count on you picking up the phone at ________?) Send the Tier 2 webinar link found in “VFG System Tier 1-4 Videos” via email Suggestion: Attach a copy of the recruiting brochure. After Tier 2 Webinar: Inviter: DON’T WAIT, CALL RIGHT AWAY. Don’t wait; call immediately after webinar. There is only one way they can go after the webinar... DOWN. They are at their highest and see the vision the clearest right after the webinar. Powerful wasn’t it? What we need to do next is schedule a brief follow-up interview with a manager Schedule a ½ hour window on your Manager’s calendar: In the Tier Manager CRM, enter your Managers code# in the Manager field <Update> <Refresh> Click the figure icon under Manager, select a day Say to them, “Powerful wasn’t it? What we need to do next is schedule a brief followup interview with a manager.” Schedule a ½ hour window on your Manager’s calendar: In the Tier Manager CRM, enter your Managers code# in the Manager field <Update> <Refresh> Click the figure icon under Manager, select a day Select a time that is available, <Add Event> The Inviter’s job is done, except... the Inviter should be on the Follow-up and Start Up calls to learn. Your business will be limited if you do not learn (and then teach) the Manager role.

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PHASE III – MANAGER Objective: Get Them IN or OUT! Manager calls Inviter and 3-way calls the Prospect. Inviter introduces the Prospect to the Manager (Edify the Manager!) Manager: What intrigues you the most about the presentations and VFG as a whole? If you were to come on board with us, what would you want to get out of it? Let them talk. Take notes on what they say. Repeat what they said to you. Reconfirm how the VFG system will enable them to achieve those dreams — how, with where we are and where we are going, if they plug in to the system and stay the course, this will happen... and more. If you believe the Prospect qualifies and is a fit... say, “I can’t think of any reason why we shouldn’t move forward and make that happen, can you?” If they want “IN” and you both have the time now and are in front of a computer, go right into the Start Up process. If NOW is not an option, schedule a precise date and time (within the next day or two). Be sure they allocate 1 hour, in front of a computer—and put it in their calendar! Confirm start-up costs. Some will flush if they don’t have the money or the time, want to do more research, etc. Filtering is done here, during the follow-up, not the sign-up! If they are OUT, thank them for their interest and offer them a free FNA “We offer everyone who attends one of our Tier 2s a free Financial Needs Analysis with one of our seasoned financial consultants. Would you like to schedule that?” If no interest in either, <Dump> them.

“Fear stifles our thinking and actions. It creates indecisiveness that results in stagnation. I have known talented people who procrastinate indefinitely rather than risk failure. Lost opportunities cause erosion of confidence, and the downward spiral begins.”

— Charles F. Stanley

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PHASE IV – MANAGER Objective: Complete the Start Up Process, Assign Online Fast Start School, Schedule Tier 3 [Follow the “Registration” instructions in the “Virtual Business System Overview” in this manual – and in the instructional video at the top of the New Rep Signup 3 Steps tab.] Remember: Assign the Fast Start School and get a commitment as to when they will have completed it. (Should be within the next 24-48 hours). Schedule the their Tier 3 for AFTER they will have finished the Fast Start School. EVERYONE GETS A TIER 3 DONE!

To schedule the Tier 3: In the Tier Manager CRM, Inviter must have entered your (Manager’s) code# in the Manager field <Update> <Refresh> 1. Schedule a 1 hour window on the Consultant’s calendar: Click the figure icon under Consultant Select a Consultant from the list of Consultants licensed in the new rep’s state, <Select Consultant> Click the field for the day and select a date Select a time that is available (according to Consultant’s time zone), <Add Event> 2. Set Tier Status and Schedule Reminder: Select the ‘3’ radio button under “Tier” Select “Call Scheduled” on the “Status” menu below it On the pop-up calendar, fill in date and time in (according to Prospect’s time zone), set Notification Interval to 30 (or your preference), set Send Email and Send Text to “Yes” After the Tier 3: Manager must Schedule a Fast Start Call. Inform new rep that they need to watch 2 training videos prior to the call. Both are in The VFG System Fast Start > VFG System Tier 1-4 Videos, under “VFG Tier 1 Special Financial Inviter Marketing Webinar”: a) #1 Video To View/Study After Fast Start School b) #2 Video To View/Study After Fast Start School CRM VFG Tier Manager New Rep Training Video Send rep an email with above instructions.

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Virtual Financial Group is a financial services marketing company that is associated with World Financial Group, Inc. (WFG) A Transamerica Company. WFG is a financial services marketing company whose affiliates offer a broad array of financial products and services. Insurance products offered through World Financial Group Insurance Agency, Inc.(WFGIA), World Financial Group Insurance Agency of Hawaii, Inc., World Financial Group Insurance Agency of Massachusetts, Inc., World Financial Group Insurance Agency of Wyoming, Inc., World Financial Insurance Agency, Inc. and/or WFG Insurance Agency of Puerto Rico, Inc. WFG and WFGIA are affiliated companies. Virtual Financial Group Headquarters: 826 Orange Ave, Coronado, CA 92118. Phone 619-663-6607. VirtualFinancialGroup.com. WFG and WFGIA Headquarters: 11315 Johns Creek Parkway, Johns Creek, GA 30097-1517. Phone: 770.453.9300. WorldFinancialGroup.com | VBS_3.14