Business Format System

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Business Format System
New Associate Training Series

• The Follow-Up

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THE FOLLOW-UP

• You had a guest to the corporate overview or you
  did a One-on-One presentation? Congratulations.
• What happens next?

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THE FOLLOW-UP

• The Follow-up refers to the steps taken after a
  Corporate Overview or One-on-One to help the
  guest become a new Associate.
• There is also a follow-up process for clients,
  which is covered in the sales process, or
  Financial Format System (FFS).

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THE FOLLOW-UP

• After your guest has attended a Corporate
  Overview, you take her to your QMD or trainer to
  schedule a follow-up interview.
• At any point, if the prospect / invitee decides
  not to pursue the business opportunity, you
  transition to a prospective client process.
• REMEMBER If your guest later needs to
  reschedule her appointment, tell her to call the
  person with whom she set the appointment and to
  do so as soon as possible. Once you find out
  about a need for rescheduling, immediately call
  your leader and let him know your guest will be
  calling to reschedule.

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BFS FOLLOW-UP
Prospecting
Duplication
Referrals
Approach / Contact
Financial Dream Map
NO
YES
Presentation
NO
YES
Follow-up
NO
YES
Start-up
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THE FOLLOW-UP

• Just as controlling the point of contact is
  important on the front end, the follow-up is
  equally critical on the back end.
• The objective is always to move the prospect
  through the Eight Speed Filters as quickly as
  possible, and get her off to a fast start in the
  business.
• When these two components are properly
  executed,you will likely recruit a higher
  percentageof people and, at the same time, have
  a higher volume of sales a by-product of
  runninga relationship marketing business system.

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The Eight Speed FiltersFast Start Program
(Complete Filters 5 - 8 within the first 10 days)

• 1. Stay After the Corporate Overviewfor MOZONE.
• 2. Pick up CORPORATE OVERVIEWINFORMATION KIT.
• 3. Commit to a FOLLOW-UP INTERVIEW during the
  day within 24 to 48 hours.
• 4. COMPLETE interview /sign up.
• During the Follow-Up Interview complete the
  Associate Membership Agreement.

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The Eight Speed FiltersFast Start Program
(Complete Filters 5 - 8 within the first 10 days)

• 5. DEVELOP A PROSPECT LIST. Sit down with your
  Leader and spouse to develop a Prospect List and
  identify the Top 25 Target List.
• 6. CREATE A BUSINESS PLAN / Determine Immediate
  Goals
• 7. MATCH-UP WITH YOUR LEADER AND GET OFF TO A
  FAST START. Immediately begin to invite people
  to the Corporate Overview or to do a field
  presentation to begin the recruiting process to
  build your team.
• 8. Finalize Your Personal WFG FINANCIAL DREAM
  MAP.
• Together with your leader and your spouse,
  complete the personal financial review, and
  determine which concepts and products might fit
  your individual needs.

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The Follow Up Interview

• The main goals of a follow-up interview are to
• Get a recruit decision
• Get the WFG Associate Membership Agreement (AMA)
  filled out
• Get a strong commitment
• Cover the 7 Keys to a Fast Start
• Prepare the new recruit for opposition from
  friends and family members
• Set an appointment for a Financial DreamMap
  review
• Get the new recruit into the field within 24-48
  hours

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Keys to a Successful Follow Up Interview

• Make sure the Follow-Up Interview is conducted at
  the office during the daytime. Ideally the
  spouse will also attend.
• The trainee (you) must be present and positively
  reinforce the leader. Watch and learn.
• The first 5-10 minutes are for the Leader to
  build rapport with the new prospect.

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The Follow Up Interview

• The Follow-Up Interview will address the
  following questions with the new Prospect
• What aspects of WFG intrigue you the most?
• Describe your initial feelings about WFGs vision
  and mission.
• Tell me about yourself, where youre from,
  upbringing, school, business background, etc.

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The Follow Up Interview

1. How do you feel about your success in life up to
   now?
2. What are your long-term goals and objectives?
3. If you were going to give this business a try,
   why would you do it?
4. Do you have any questions about any particular
   aspect of the company or business?

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The Follow Up Interview

• Can you think of any reasons for not giving this
  business a try?
• Do you want strong leadership?
• A strong leader is someone who will walk the
  recruit through each step and leave nothing to
  chance.

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The Follow Up

• The Follow-Up interview should result in a
  recruit decision.
• If the Interviewee decides not to pursue the
  business, the Leader will transition to the
  prospective client process and set an appointment
  for a Financial Dream Map review.

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BFS FOLLOW-UP
Prospecting
Duplication
Referrals
Approach / Contact
Financial Dream Map
NO
YES
Presentation
NO
YES
Follow-up
NO
YES
Start-up
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THE FOLLOW-UP

• When the Interviewee decides to affiliate with
  WFG, the Follow-Up merges right into the
  Start-Up, and the first steps occur during the
  Follow-Up interview
• Complete the WFG AMA.
• Compile the Recruits prospect list.
• Identify three close friends of the recruit to be
  invited to the next Corporate Overview.
• Set a time to meet with the recruit and her
  spouse to develop the business plan and the
  Financial Dream map.
• Review the BFS 6 Steps with her, with special
  emphasis on the Invitation.
• Review the 7 Keys to a Fast Start.
• Prepare the new recruit for opposition, as well
  as for the regulatory expectations and expenses
  associated with working at WFG.

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Seven Keys to a Fast Start

• During the follow-up interview, cover the
  following important points
• 1. Attend all meetings.
• Learn and perfect the Business Format System.
• Set an example for your team.
• 2. Develop a complete prospect list.
• Add names to the list, dont eliminate them.
• Always carry your list with you, work it and
  constantly update it.
• 3. Master the invitation.
• Avoid the Scenario of Disaster.
• Sell the dream and show enthusiasm.

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Seven Keys to a Fast Start

• 4. Set goals.
• Decide exactly what you want to accomplish.
• Write down your goals and read them aloud twice a
  day.
• 5. Begin field training immediately.
• Follow the Associate Field Training program.
• Learn the business firsthand from experienced
  leaders.
• 6. Remain positive.
• Have a positive mental attitude at all times.
• Dont let negative people kill your dreams.
• 7. Be coachable.
• Follow the system.
• Align yourself with your team leader and WFG.

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THE FOLLOW-UP

• The Leader may assign / introduce a qualified
  match-up Field Trainer at this point and hand
  over the new Recruit to him to begin the Start-Up
  process immediately.
• Time is of the essence. Start-up should not be
  delayed for any reason.

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Congratulations!

• You are on the way to building your successful
  business at WFG.
• The moment you have a recruit, you become a
  Leader, and you give up the right to fail.
• Even if you are not yet licensed and not a
  Qualified Trainer, you still have leadership
  responsibilities.