Master Prospecting
For more content on prospecting go over to www.primericaonline.com, click on the training and development tab and scroll down to prospecting
Your Inventory
Create your 1000 Name List
In this business, having names and numbers on a list is your inventory.
Simply put, the more names and numbers you have on your list, the more places you will have to go to find potential new Business Partners and Clients.
A complete names list consists of at least 1,000 names and numbers of people that you meet.
Click here to create your own 1,000 name list
Why Prospect?
Consistent Prospecting leads to appointments, recruits, sales, income and ultimately SUCCESS. Just Do It! You don’t have to like it, but you must do it consistently!!! Turn it into a game and connect prospecting to the key of getting everything you want in life …because you will if you MASTER it!
How To Prospect
Learn the skills to prospect effectively by understanding how to build and contact your list and approach people in the target market.
Warm Market
Step 1: Choose your script
Unlicensed Agent
Licensed Agent
Step 2: Add To List
End of Warm Market Section
Business Prospecting
Business-to-Business Prospecting
prospecting is a proven and effective activity that specifically focuses on small business owners in your community.
Visiting Local Businesses: Introduce yourself to local business owners and offer your services. A simple introduction can lead to a valuable partnership or referral source.
Collaborative Promotions: Partner with local businesses to offer joint promotions. For example, you could collaborate with a realtor to offer financial planning services to their clients who are buying or selling homes.
Business Networking Events: Attend or host events specifically for local business owners. These can range from formal networking lunches to casual coffee meetups.
Recruiting Opportunities: Many small business owners are interested in diversifying their incomes or building a secondary stream of income.
Plan of Action
Develop a consistent prospecting plan of seeing at least 20 businesses/day - 3 days/week - 240/mo - 3,000/yr. using the script below and then consistently follow-up with.
Script
My name is __________, I work in the insurance and investments business in town. Do you currently have someone you are working with at the moment? What would it take to compete for your business?
Workplace Lunch and Learns: Educating and Engaging Potential Clients
Workplace lunch and learns are an effective way to provide value to potential clients while positioning yourself as an expert. These sessions offer employees a chance to learn about financial planning, retirement strategies, and other relevant topics during their lunch break. Speak to your Fund Company Wholesaler, they have resources and training and don't forget to get approval for event from Head Office.
Planning a Successful Lunch and Learn:
Choose Relevant Topics: Select topics that address common financial concerns, such as retirement planning, budgeting, or insurance needs. Tailor your presentation to the specific audience.
Promote the Event: Work with the company to promote the lunch and learn. Use approved flyers, emails, and social media to generate interest and encourage attendance.
Engage the Audience: Use interactive elements like Q&A sessions, case studies, or live demonstrations to keep the audience engaged. The more interactive the session, the more likely attendees are to remember you and seek your services.
Follow-Up:
Offer Free Consultations: At the end of the session, offer attendees a free one-on-one consultation. This provides an opportunity to convert attendees into clients.
Provide Takeaways: Give attendees something to take home, such as a financial planning checklist or a booklet summarizing your presentation. This keeps you top of mind.
Schedule Future Sessions: Offer to return for future lunch and learns on different topics. Regular sessions can help you build a long-term relationship with the company and its employees.
End of Business Prospecting Section
Door to Door
Meet Your Neighbors: The Survivor's Guide
Purpose:
The Survivor’s Guide is a simple, powerful resource that helps families organize essential information, documents, and plans for their loved ones. Delivering this guide to your neighbors is a great way to introduce yourself, provide genuine value, and start meaningful conversations within your community.
Step 1: Prepare your materials
Use the template below and customize it with your name, photo, and contact information.
Make sure it includes your personal info, picture, and QR code.
Step 2: Print the Survivor’s Guide
Print one full copy of the Survivor’s Guide for each home.
Place your personalized cover letter on top.
Step 3: Assemble your packet
Place the Survivor’s Guide + cover letter inside the large pre-purchased pouch.
Add a smaller pouch inside containing the key tags (for organizing important keys).
Supplies on Amazon:
Large waterproof document pouch: Amazon link
Small clear pouches for key tags: Amazon link
Key tag pack: Amazon link
Step 4: Door to door script
Introduction Script:
Hi! I’m [Your Name], and I live right here in the community. I wanted to drop off something we created called the Survivor’s Guide. It’s a simple resource that helps families organize important information and documents in one place — things like insurance, accounts, and passwords.
I’ve seen how much peace of mind it brings to families, and we wanted to share it with our neighbors. There’s no cost — it’s just a helpful resource we’ve put together.
If They Engage or Show Interest:
That’s great! In addition to this guide, we also help families create customized financial game plans — things like retirement strategies, consolidating 401(k)s, setting up investment accounts for kids, and insurance planning.
If you’d like, I can send you a quick text with some info or set up a time to show you how we personalize plans for families.
✅ Goal: Gather their name and number (with permission) to follow up later.
Step 5: Follow up text script
Follow-Up Text (send within 24 hours):
Hi [First Name], it was great meeting you today! I wanted to send a quick follow-up and thank you for taking a minute to chat. I hope you enjoy the Survivor’s Guide — it’s helped a lot of families get organized.
As we mentioned, we also help families create personalized financial game plans — from retirement planning and insurance to investments and debt strategies. Would you be open to a short call to see what that could look like for your family?
Growing your team
Go to VistaPrint to create your design and order.
End of Door to Door Section
Social Media
WATCH THIS VIDEO TO KNOW HOW TO GET STARTED AND GROW THROUGH SOCIAL MEDIA
Everything you need to know about growing your market and setting appointments with people over social media!
End of Social Media Section
Out and About
Always be looking for people to bring into your business and get your name out
Talk with potential prospects at the store, while getting gas, your kids' sports games, restaurants…
Direct Approach Script
Hey, can I ask you a question?
Are you from the area?
So the reason I ask is that I work at a financial firm and we’re always looking for great people. Do you keep your options open when it comes to making extra income or a potential career change?
IF YES: Great, well I'd love to exchange contact info with you and find a time to get together to show you more of what we do! Can I give you my number? (After you’ve given them your number, tell them to text you their full name)
IF NO: No worries, I’ve learned that good people tend to know good people. Can you think of someone who would be interested? Great! Can I give you my contact information? Is it okay if you ask them permission first before I reach out? Perfect, what’s their number?
Be sure to follow up with a phone call and/or text within 24 hours of getting their contact information
In-direct Approach Script
Hey, can I ask you a question?
Are you from the area?
The reason I ask is because I work with a financial firm, and we are always looking for quality people. I’m sure (current employer) takes good care of you, and you may not be looking for anything else right now. But I’ve learned that good people tend to know good people. Who do you know who might be open to earning extra income or a potential career change?
If they give you a name: Great! Can I give you my contact information? Is it okay if you ask them permission first before I reach out? Perfect, what’s their number?
If they don’t give you anyone: No worries! Can I share my contact info with you, just in case someone comes to mind later?
Be sure to follow up with a phone call and/or text within 24 hours of getting their contact information
End of Out and About Section
Seminars
Educational events, like 'How Money Works Seminars' are a powerful way to attract new clients:
Hosting Seminars: Organize seminars in local venues such as churches, schools, and community centers. Choose topics that are relevant to your audience, such as financial planning for retirement, investment strategies, or the importance of life insurance. These seminars position you as an expert and provide an opportunity to meet potential clients face-to-face. Don't forget to get approval for all hosted events and seminars.
Attending Events: Participate in local events listed on platforms like Eventbrite, Google Events, and Facebook Events. These could include trade shows, job fairs, or community festivals. Attend these events to network and distribute your business cards.
End of Seminars Section
Networking
Put yourself in positions to network and mention your business
Professional prospecting: CPA’s, Real Estate, Contractors, Doctor’s Offices, Tax Preparers
Event prospecting: Job Fairs, Home Shows, Church Events, Community Events, Chamber Of Commerce, PTA Meetings, Grand Openings
Join Networking Groups
Open Networking Groups: Chamber of Commerce, Toast Masters
See the Personal Branding page for ideas of what to hand out and how to stick out when networking!
Host a Booth in Your Local Market or Fair
Setting up a booth at a local fair can be a highly effective way to market your products for several reasons:
Direct Engagement: A booth allows you to engage directly with potential customers, answering questions, providing demonstrations, and building relationships that are harder to establish online or through ads.
Brand Awareness: It increases visibility in your local community, helping to establish or reinforce your brand presence. People are more likely to trust and support businesses they've interacted with personally.
Targeted Audience: Local fairs often attract people interested in supporting local businesses or specific product types, allowing you to reach a highly relevant audience.
Immediate Sales: You can often sell products on the spot, turning interest into immediate purchases, which can be a huge boost for sales.
Feedback Opportunity: Face-to-face interactions provide a chance to get valuable feedback about your products, helping you understand customer needs or desires better.
Networking: Fairs often include other businesses or influencers who might be interested in partnerships, collaborations, or future business opportunities.
Community Connection: Being involved in local events can build a sense of goodwill and community connection, enhancing your company's reputation.
Setting up a booth creates a unique opportunity to connect with customers in a way that leaves a lasting impression, which is vital for brand loyalty.
End of Networking Section
The individuals identified as EmaJen Financial Solutions are affiliated with Primerica, and offer products and services through Primerica subsidiaries, including Primerica Life Insurance Company and PFS Investments Inc.
A Primerica representative’s ability to offer products and services is based on the licenses held by the individual, and the states in which the individual is registered. Not all representatives are authorized to sell all products and services. For additional information about a representative, including licenses and state registrations, please visit www.BrokerCheck.com.
PFS Investments Inc. (PFSI) offers both brokerage and advisory accounts. Representatives do not have investment discretion over any client account or assets. For additional information about the products and services available in brokerage and advisory accounts, including fees, expenses and the compensation received by PFSI and your representative, please review a copy of our Form CRS, Form ADV brochure and our informational brochure, Investing with Primerica, available from your representative and online at www.primerica.com/pfsidisclosures.
Securities offered by PFS Investments Inc. (PFSI), 1 Primerica Parkway, Duluth, Georgia 30099-0001, a broker-dealer and investment adviser registered with the Securities & Exchange Commission (SEC), a member of the Financial Regulatory Authority (FINRA) [www.finra.org] and a member of the Securities Investors Protection Corporation (SIPC) [www.sipc.com]. PFSI’s advisory business is conducted under the name Primerica Advisors. Fixed indexed annuities are offered by Primerica Financial Services, LLC (PFS). PFSI, PFS and Primerica Inc. are affiliated companies.
The Lifetime Investment Platform is an advisory program sponsored by PFS Investments under the name Primerica Advisors. For additional information about the program, please ask your representative for a copy of the Lifetime Investment Platform Form ADV brochure.
Investors should carefully consider the investment objectives, risks, charges, fees and expenses of any mutual fund before investing. This and other important information can be found in the fund’s prospectus and, if available, the summary prospectus. Please read the prospectus and, if available, the summary prospectus carefully before investing. Prospectuses are available from your Primerica representative.
Primerica representatives are not estate planners, or tax advisors. For related advice, individuals should consult an appropriately licensed professional.
This material is for informational purposes only and should not be considered investment advice or a recommendation to buy, sell or hold a security.
Investing entails risk including loss of principal. Past performance is no guarantee of future results.
