Flipchart

So most people when they put their money away, lets just say a 401k because it's the most common one. There's really only 3 things our money can do. Say someone has $100,000 dollars put away in their 401k. The first thing it can do is no matter what happens to the market, (because your 401k is tied to the stock market) it can go up or go down it can eventually just plateau and they could still end up with $100,000 when they pull their money out, right? Well it can do a 2nd thing, and this is what everybody wants right? It can double, triple or quadruple. But it can also do one last thing, it can go down, right? And if they're not careful, they can lose all of it. So if you could eliminate at least one arrow I drew, which one would it be? They zero right? Yeah! Obviously! But it's not always obvious at how to not lose money right? But this is actually something that we help people with, we help them not lose their money. Now, let me ask this follow up question. When it comes to saving your money, what's more important to you, growing or protecting your money? (growing/protecting/both)

Drawing 1

Well you know, this is what happened to many people who had their money saved in their 401ks or retirement accounts. Let's say that somebody had $100,000 dollars put away in their retirement account. In just a matter of 1 year, people lost nearly half of their life savings. So what started out as $100,000 dollars soon became $50,000 dollars. Well, in order for their money to get back to $100,000 dollars, they would now have to double their money. In financial terms we call this a 100% rate of return. When was the last time you saw a 100% rate of return? Never right? If you do see one, please let me know! Well you know what? I always tell people that money is just a game, but doesn't this look like a losing game to you? But all we want to do is give people the rule book or the play book when it comes to money, so that they have a fighting chance at winning.

Drawing 2

Let me first ask you, how did you feel about the presentation? Was it easy to understand? How about the way I presented to you? Did you find it difficult to understand? (Yes to making more money) What stands out more to you, learning how to save or making more money? So if you are serious about this, let's talk more about this. I'd love to sit down with you again and share with you what it's like to make more money. We can sit down and explain exactly what that means. Maybe by getting involved with our company. But again, it's not everyone is a fit, we will have to go over a few requirements first before that happens. So what we can do to keep this fresh in our heads is to schedule another appointment to sit down with you in the next 24-48 hours so we can both remember where we left off. What is your schedule in the next couple days? If you are serious we can go forward but if not, i don't want to waste your time and my time. (How do you think the trainee is going to do with this company?)

Ending

I want to go over who we are and what we do and at the end just get your honest opinion, sound good? All right, so our company's name is World financial group, and our parent company is Transamerica. Have you heard of us? OK, where have you heard of us from? Which office, do you know? OK, great! I love hearing other people's experiences, and at the end maybe we can compare the differences. So, we are a financial services marketing company who associates (like myself and trainee) Through its affiliated companies offer A broad array A financial services. And all that really means is we are like the Costco or Target or financial services. And whatever people need, we offer. Because we believe people deserve a choice when it comes to their finances. And we actually work with over 114 different Investment companies and over 80 banks. So again, we believe in giving people choice. Our number one mission is to teach people and families how money works so they can choose where they can end up in life. I don't know if you agree with me or not but I believe that what One of the most difficult things to be in the United States today is the middle class. Why do I say that, Well they always say the rich get richer right? That just means they have money to hire people to help them grow their money, protect their money and find tax loopholes for them. And at the other end of the spectrum we have people who make less than us. And they are eligible for government assistance. But more often than not it's the people who are making too much to qualify for that same help but make far too little to hire help, that are stuck in the middle, that's the middle class. And what we want to do is educate all people about how money works. Especially the middle class. So they can get unstuck and choose where they end up in life through knowledge. Because you'll agree with me that knowledge is power right? Especially when it's applied knowledge. Now, our company has actually done some market research And we find that most families out there, especially the middle class face 3 major issues or problems when it comes to money.

Intro

So the first problem is that Americans aren't saving enough. Wouldn't you agree with me that Americans have poor saving habits? Yeah, and we always say when I make more I'll save more. But What really happens when people make more? They spend more right? But you know, Americans today are actually making a lot more as a whole but are saving a lot less. Well, we understand that each and every day we go to work for something we called a paycheck right? But before we even bring home that paycheck, there's already a long line of people waiting to take a piece of that paycheck, right? And Who's usually at the front of that line? The government right? Exactly! But after that we have our rent/mortgage, we have to pay out student loans, our car loan, car insurance, health insurance, credit card bills, cell phone bills, utility bills, The list goes on and on and on, right? Well then who is usually at the end of that line when it comes to our paycheck? Ourselves, right? Well if I were to ask you Who is the most important people or person in your life, who would that be? Ourselves, you're right, I would say the same. My family is the number one people in my life too. So, if that is absolutely true, then why are we at the end of that line when it comes to our paycheck? Our hard earned work. So, what we like to do is, we like to teach people how to get from the back of the line to the front of the line by teaching them how to pay themselves first. And how we do that, is by helping them in these six areas. (Flip page)

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We want to help people increase their cash flow, help eliminate or at least manage their debit, insure proper protection, build asset accumulation, establish an emergency fund, and eventually preserve their estate especially if they have children. But if someone was solid in all six of these areas i just mentioned, how do you think they would feel? Great, right? No more worries. Absolutely! And that's all we want to do, is have people feel less worried and start feeling secure for their future.

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Now the second problem that we find that most families have out there is that people are not putting their money in the right place. They just don't know where to put it. So what we like to do is to teach people concepts about money so they know what's available to them. So the first concept is the rule of 72, have you ever heard of the rule of 72? (Oh yeah? Well this might be just a review for you) So the rule of 72 just has to deal with compound interest. You know Albert Einstein called the rule of 72 the 8th wonder of the world because of the power of compound interest. So if you take the number 72 and you divide it by any giving interest rate it when you save your money somewhere, it will roughly tell you how many years it will take for your money to double. So lets say that someone is 29 years old and they have $10,000 dollars to save somewhere that gives them 6% interest. 72 divided by 6 is 12 years. So every twelve years that money will double. So by the time they are 65 they will have $80,000 dollars saved. That's not bad but that's not really enough to retire. Now lets take a look at 8%. 72 divided by 8 is now 9 years. Same amount of money they started with, same time frame but now their money is growing faster. So by the time they are 65, they'll have $165,000 saved. Well isn't this double? Obviously right? But what's the difference between 6 and 8 percent? Just 2% right? So if somebody knew how to grow their money faster with just an extra 2% do you think they might want to know how to get that extra 2%? And that's all we want to do, is teach people how to grow their money no matter where they put it.

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Now the 2nd concept we go over is taxation. Welcome to the United States, wherever you save your money somewhere, your going to get taxed. But you must understand that there are 3 ways you could get taxed. Theres tax now, tax later and tax never. So, let's take a look at tax now. This is what most people have, checking, savings accounts right? Here every year you get a little bit of growth but then Uncle Sam takes his cut. So how fast is your money really growing if it's getting taxed every single year? No really right? Now let's take a look at tax later. This is what most people are familiar with, their retirement account like 401ks, IRAs 403bs, the most common ones, right? Here what we are doing is deferring our taxes to a later date so our money can grow. But when we are ready to pull it out that's when the government can tax all of it. And depending when we take our money out, they can tax another 50% of it as well. And finally there is tax never. Here we are putting our money away when it's at its smallest but it's already been pre tax and it has the opportunity to grow and grow and grow and never be taxed ever again. So again, these are just 3 ways you can get taxed when you save your money somewhere. And all we want to do is give people options so they can choose where they want the majority of their wealth. Now I don't know if the companies you work for offer a retirement account. And I'm not even going to ask you if you have one. I'm just going to ask you this question. From a scale of 1 to 10, 1 meaning you don't know anything and 10 meaning you know it all. How would you rate your knowledge or understanding of retirement accounts? 3-4 is actually the average for most americans. I was actually a 2 before I came to this company, so don't feel bad. But really, when it comes to retirement, that's just something that most people don't understand. (Well let me ask you this follow up question. From a scale of 1 to 10, 1 meaning you don't know anything and 10 you know it all, how would you rate your knowledge of your cell phones? So it's higher than your knowledge of retirement but when it comes to getting ready to retire, what's going to be there for you? Does it matter that you know more about your cell phone or your retirement?)

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Yeah, I totally agree! I think we can all learn from this gentleman right here, have you ever heard of Warren Buffet? He's one of the greatest investors of our time right? Well, when he invests his money he goes by 2 simple rules. Rule #1, never lose money. What does rule #2 say? (Pretty funny guy right? But he is very wise) Why does he say that? Because he understands, what good is it to grow all your money today, if you're just going to lose it all tomorrow. And why does he say that? He says that because of what happened in 2008. Do you remember what happened in 2008? What are some things that you remember? (mortgage bubble burst, stock market crashed, many people lost their homes, the start of major recession of our lifetime, right?)

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Now the 3rd major problem that we find in most families is that people aren't making enough money. So one thing I love doing most at our company is teaching people how to make more money. Because somebody did the same for me and my family when I needed it the most. For instance, (this is what I am training Trainee to do) I'm going to go out there and help families save for their future. Let's take a typical American family for an example. Married, 2 kids and a home right? And these are the big reasons why we save for our future right? So I'm going to go out there and help them save money for their retirement. (I don't want to work forever and I want to retire earlier rather than later) So we are going to help them save for their future. We are going to help them set aside a certain amount of money and put it in the right place so they can retire comfortably and on time. Secondly we are going to help them set aside money for emergencies. You'll agree with me that emergencies are not a matter of if but when they happen right? It's like Murphy's law, what can go wrong, will go wrong, right? So it's good to have something set aside to meet that challenge right? Third, I went to college and so did my wife, and we want to give their kids the same opportunities to go to college. So it's important for them to save for their kids college education, right? We will help them save for that. And a lot of parents #1 priority is to give their kids a college education but most of the time they haven't saved anything for it but pay a $200+ cable bill. So a little bit of a incongruency with what they say and what they actually do, right? Finally, depending on who the main breadwinner of the family is, and god forbid something were to happen to them, we want to make sure that their family will still be okay if something happens to them. So these are big reasons why we should save for our future right? And this is what we train people to do, we go out there and help families save for their future, with these same goals. If we help a family save $185 dollars a month towards these goals, that's less than what most people spend on coffee a month right? We are just helping them set aside money for their future. And if we go out there and just help 1 family a week do the same thing, at a part time basis we stand to earn this much (about $47,000) Now that's on top of whatever else they are doing right now because they are probably still working another job or something. And this is just helping 1 family a week. If you want to earn more, you can, there is no cap, you're allowed to do that. And this is the uniqueness of our company, we are very similar to real estate. Are you familiar with the broker, agent relationship when it comes to real estate? Basically a broker typically hires and trains agents to buy and sell homes right? Everytime an Agent sells a home, the agent gets paid,,, but so does the broker. No matter if they are in their office or if they're on a beach in Hawaii. So who's lifestyle would you rather have? The Agents or the Broker? Yeah, but it's up to you. Let's say, for example, that you are a broker with our firm. And you have 5 Agents going out there and helping families save for their future, 1 per week, and you're doing the same because you lead by example. This would be your earning potential with our firm as a broker.

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Now, like I mentioned, timing is everything in life, wouldn't you agree? We also help a group of people called the baby boomers, do you know who the baby boomers are? Yeah, they are a generation of people who were born between 1946 and 1964 and everything they touched turned to gold in their lifetime. What do you think they are getting ready to do because they are in their 50's and 60's now? Yeah, retire right? So we actually help them because in order for them to access their money they've been saving all their lives in their retirement accounts, they have to move it somewhere. That's anticipated to be a $45 trillion dollar wealth transfer in the next 10 to 15 years and it's only just begun. And because timing is everything, there is money to be made. I always say, i'm not greedy, I just want .000001 percent of that 45 trillion, that's all i ask. But you know what, when we sit down with retirees, we ask what their #1 fear is, their fear is actually not dying but it's actually outliving their money. Because can they really afford for this to happen to them again in their lifetime? No right? They don't have time to recoup their losses right? So, imaging if we could actually help eliminate this down side all together so their money stays the same or has potential to grow. Do you think they'll be happy? Yeah, so all we do is we match them up with the right company that will actually help them protect their money. As I mentioned, we work with over 114 different investment companies right? We work with companies such as Pacific Life, Prudential, and Nationwide. These are just a few of the companies we work with. Well, say our client likes Nationwide, (I'm sure you know Nationwide's gingle?) and our client has $100,000 dollars saved in their Fidelity account, another company most people have, and our client likes Nationwide, all we do is we help roll their money over to Nationwide so now their money is protected so it doesn't have this loss anymore. Well, our client is now happy right because their money is protected. Well, Nationwide is happy because we just got them a client, so they actually pay our company a percentage based on that deal. And now our company is happy because we just generated revenue for them. So as a broker with our firm, we stand to earn $4,550 dollars and this is just a matter of 2 hours worth of work and all we're doing is helping them with paperwork. But the most important thing about this is that our client is now protected. And when it comes to situations like this, we always call this a win, win win situation and that's how we do business every single time we sit down with our clients. So to recap, there are 3 major problems that most families face when it comes to money. People are not saving enough money, people aren't putting their money in the right place, and people aren't making enough money. So in your honest opinion, out of the 3, what do you think is the biggest problem? Yeah, I totally agree with you. Well that's actually the end of my presentation and all I ask now is if you can fill out this brief survey.

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