2014

• 3,000 Recruits in our 1st year• Company Base Shop Record Holder

• 575 Recruits in 1 year• $1,004,352 Premium in 1 Year – 1982

• Million Dollar Earner • Senior National Sales Director • Master Builder, PFS Field Cabinet• Company MVP - 6 Times• 580 Offices Nationwide & Canada & Growing• Over 16,000 PFAs• $1.9 Billion of Revenue in 2012• Top 5 earners averaged $1,562,367 in 2012• Top 10 earners averaged $1,257,655 in 2012• Top 50 earners averaged $ 428,118 in 2012• Top 100 earners averaged $ 246,172 in 2012

ACCOMPLISHMENTSACCOMPLISHMENTS

This bookletcontains the KEYS to my

Family’sFinancialFreedom!

The greatest asset a person

can possess is the _______

for __________ and the

___________ to ______ it and

______ it.

desire

knowledge

willingness earn

apply

WHATEVER your Mind can

ConceiveConceive and and BelieveBelieve

Achieve!!Achieve!!

C + B = A

YOU CAN

HOW TO BELIEVE IN YOURSELF ANDBE ALL YOU CAN BE

The Formula:1. Belief is an ABILITY2. ABILITIES are ACQUIRED3. The ingredients of BELIEF are: a. TRUTH, b. FAITH, and c. KNOWLEDGE i. Without Knowledge, you have FEAR ii. With Knowledge, you have CONFIDENCE,

feel good about yourself, and believe in yourself.

How the Mind Works

ConsciousMind

(Master/Boss)

Sub ConsciousMind

(Servant/Employee)

Master Can Think

Gives OrdersForms Thoughts

(Commands)

Servant

Can Not Think It

Reacts 100% Obedient

NO Thoughts

No Goals or Fuzzy Goals

Negative Thinking

See the Problem?

YES Thoughts

Dreams & Goals: Your CCMP

Positive Thinking

IT Looks for & Finds Solutions

All _______ and all __________

Things that ____ Acquires through

_________ Begin in the Form of a

_____ _______ ______ ______

of the thing one ______.

Riches Material

One

Self-Effort

Clear Concise Mental Picture

Seeks

The 5 Steps to Goal Setting1. You must have a Clear Concise Mental Picture

(CCMP) of what you want (Goals & Dreams).a. You must have a “Red Hot Burning Desire” for you to

achieve your CCMP.

b. Find Pictures of YOUR CCMP and put yourself in the pictures

c. You must write down what YOUR CCMP is.

2. Each step to your CCMP must be Stretchingly Realistic

3. You must break down your CCMP into little steps; ”The Plan” required to complete the CCMP.a. Determine Daily and Weekly steps, “Mini Goals”.

b. Determine what personal habits need to be changed.

c. Determine what disciplines are to be required of you, and

d. Recognize and Choose what personal sacrifices your willing to (must) give up in order to achieve your CCMP.

The 5 Steps to Goal Setting

4. You must Set a Deadline for Your CCMP to be completed. a. This creates a sense of urgency to succeed

b. This date must also be flexible to meet unforeseen changes in personal situations.

5. Repetition – You must develop an advertising campaign to condition and motivate yourself to achieve your CCMPs.a. Read: “Psycho-Cybernetics” By Maxwell Maltz

b. Remember your subconscious doesn’t know the difference between a “Real” and “Imaginative” commands.

c. See where you’re going and picture yourself there.

The Law of Compensation

“The _________ one _________ in the __________ DEPENDS on the _________ and __________ of the __________ they render PLUS the ________ ________ in which they ________ to others.”

Position OccupiesWorld

Quantity QualityServiceMental AttitudeRelate

Quantity: How well you use the “Law of large numbers” determines the number of Referrals, Invitees, Attendees, Presentations & Appointments

Quality: How well have you developed your craft in the Quantity Areas

Living A Balanced Lifewith the 9 Fs

168 Hours in a week- 56 Hrs for sleep (7 days x 8 Hrs)112- 32 Hrs Family (1) Time (7 days x 4 Hrs + 4 Flex Hrs) 80- 8 Hrs Faith (2) (Church) 72 - 6 Hrs Friends (3) or For (4) others (Community Service) 66- 12 Hrs Fun (5) (Recreation, Hobby, Entertainment) 54- 4 Hrs Fitness (6) (1 Hr every other day) 50 Hrs of workwork with your Firm (7) (JOB and/or Primerica) for

Financial Independence (8) and Financial Impact (9)

NOTHING GREAT EVER COMES WITHOUT DISCIPLINE

SAFFORD SUPERSTARSMASTER THE FUNDAMENTALS

“A building is only as strong as the foundation on which it is built. These

fundamentals are you success foundation for Financial

Independence.”

Bob Safford, Sr. SNSD

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Master the Fundamentals

1. I must be a WEEKLYWEEKLY Goal Setter and a WEEKLYWEEKLY Goal Hitter.

2. I must BRINGBRING a minimum of 11 guest to every Opportunity Meeting. I must INVITEINVITE a minimum of 44 guests to guarantee 11 show to every Opportunity Meeting.

3. I must make District Leader (3 recruits & $2,500 in premium) in the 1st 60 days60 days.

4. I must master the Third Party Referral SystemThird Party Referral SystemA. Using the Drop-In system with recruit present; 90%90%

appointment ratio

B. Go-By with no recruit but with letter: 75%75% appointment ratio

C. Use the Phone with a letter: 50% appointment ratio

5. I must FNA 90%90% of all 1st Appointments and close a minimum of 50%50% of my FNA Carry Backs.

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Master the Fundamentals

6. I must average 1010 ReferralsReferrals per client and have 100+ referrals100+ referrals in my inventory Book of Book of Future BusinessFuture Business at all times.

7. I must maintain an average premium of $800$800 and an average face amount of $227,000$227,000 per client.

8. I must TRAVEL DOUBLETRAVEL DOUBLE on all appointments

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Master the Fundamentals

9. I must average, as a: Full-TimerFull-Timer, 11 Recruit a weekRecruit a week and develop a habit of

2 clients and 2 recruits each week

Part-TimerPart-Timer, 11 Recruit every 2 weeksRecruit every 2 weeks and develop a habit of 1 client and half a recruit each week.

10. I must getget Securities LicensedSecurities Licensed so my clients can benefit from the “Buy Term and Invest the Difference” crusade 100% of the time.

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Master the Fundamentals

11. I must take a Secure, PLPP, Debt Watchers or

Auto/ Home Application a minimum of 75%75% of

the time (good = 95%)(good = 95%)

12. I must harness the power of REPETITIONREPETITION to

ensure the achievement of MY DREAMS; in

order to do that I must REPEATREPEAT my

affirmations and see pictures of MY GOALS,

MANY MANY

TIMES EVERY DAY.TIMES EVERY DAY.

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Master the Fundamentals

• I must choose to spend my time wisely, spend my time wisely, focusing on my own growth and on those business associates who are recruiting recruiting and producing producing new business.

• I must REMEMBERREMEMBER that if “I can’t change my people”, then I must “CHANGECHANGE My People.”

SAFFORD SUPERSTARSSAFFORD SUPERSTARS Additional Thoughts

How to have a minimumHow to have a minimum Net Worth of $1,000,000 Net Worth of $1,000,000

PLAN “A”Year 12% ÷ 72 = 6 Yrs

0 $ 10,000

6 $ 20,000

12 $ 40,000

18 $ 80,000

24 $ 160,000

30 $ 320,000

36 $ 640,000

40 $ 1,280,000

Plan “A”

Your Millionaire Age:_____

Doubling Periods? ______

Step 1: Save a Minimum of $10,000 your first year in Primerica($833.33/month = 2 Clients x 12 months)

Step 2: Let the Rule of 72 work for you! 24/7/365(Watch Your Money Double!)

Your Age Today: ______ PLAN “B”Year 18% ÷ 72 =

4 Yrs

0 $ 10,000

4 $ 20,000

8 $ 40,000

12 $ 80,000

16 $ 160,000

20 $ 320,000

24 $ 640,000

28 $ 1,280,000

Plan “B”

Your Millionaire Age:_____

Doubling Periods? ______

IT’S NOT WHAT YOU MAKE THAT COUNTS,

IT’S WHAT YOU SAVE AND INVEST THAT COUNTS!

The POWER of 2(Got To, Get Two, in TOO: 2-2-2)

Watch the MAGICMAGIC that happens when you COMMITTCOMMITT to TEACHINGTEACHING

Everyone in your hierarchy – HOW to get 2 recruits in their 1st 2 weeks!

Month #1Month #1

Month #2Month #2

Now Teach these 2 to Get 2 and keep teaching and watch the EXPLOSION!

YOU

The POWER of 2(Got To, Get Two, in TWO: 2-2-2)

(Continued)

Month # 3 YOUR 2 Get 2 = 4 Recruits + 2 = 6 (District Leader)

Month # 4 YOUR 4 Get 2 = 8 Recruits + 6 = 14 (Division Leader)

Month # 5 YOUR 8 Get 2 = 16 Recruits + 14 = 30 (Regional Leader)

Month # 6 YOUR 16 Get 2 = 32 Recruits + 30 = 62 (RVP @ 115%)

Month # 7 YOUR 32 Get 2 = 64 Recruits + 62 = 126 (SVP soon)

NOTE: YOU’VE NEVER RECRUITED MORE THAN 2 PEOPLE AND NEVER MAKE MORE THAN 2 SALES (TO NEW RECRUITS)

After 1 year you will have 4,096 recruits in YOUR HIERARCHY!

The biggest difference between EVOLVINGEVOLVING and EXPLODINGEXPLODINGIs understanding and using this POWER!!POWER!!

How quickly do you want YOURYOUR SUCCE$$ SUCCE$$ to HAPPEN?HAPPEN?

Answer: When You Decide for IT to Happen!

Duplicate the SystemDuplicate the System

Again and AgainAgain and Again

Break the ChainBreak the Chain

Start Start Again!!Again!!