WayMakers Training

Enter the password to access the training materials

Field Training New Recruits

Fundamental 7: Building Independence, Competence & Sustainable Growth

Field training is where recruits transform from hopeful newcomers to confident independent agents and builders. By mastering this fundamental, you don't just develop trained agents—you create competent field trainers who grow into successful RVPs.

Your job is to get them independent of you so they can confidently build their own business.

The 3-Legged Stool: Business Model Balance

A balanced business sits on three strong legs. All three must be developed simultaneously for your recruit to build a sustainable, profitable Primerica business.

3-Legged Stool Business Model

Licensing

Getting licensed is the key to unlocking success. Your recruits must obtain their life insurance license within their first 30 days to access the foundation of the business.

Meetings and Technology

Consistent training through Tuesday sessions and Friday night live events keeps your team engaged, growing, and plugged into the organization's momentum and culture.

Field Training

Proper field training through Hot, Warm & Cool markets and 15+ appointments develops competent agents who can build sustainable businesses and recruit their own teams.

Remember: A stool with weak legs falls over. Each leg must be strong for your recruit to maintain balance and build a thriving business. Develop all three simultaneously from day one.

Getting Commitments on Each Leg

Before field training begins, your recruit must understand and commit to these non-negotiable requirements. Without these commitments, success is unlikely.

C

Get Their Hot, Warm & Cool List

CRITICAL

Why: Without this list, there is no way to properly field train them. A list of 25+ people is a minuscule requirement for the potential to earn a Million Dollars a year or more.

Your Action: Help them create their prospect list using memory joggers or the 4-minute drill

E

Schedule 15+ Training Appointments

ESSENTIAL

Why: Seeing 15 different prospects with different needs and objections is how recruits truly learn the business. They won't be ready to work independently until they've done the work.

Your Action: Work primarily in HOT markets first, then warm up their WARM and COOL markets

R

Attend Team Training Events

REQUIRED

Why: Tuesday trainings and Friday Night Live keep recruits plugged in, trained, and excited. This is where confidence and competence are built together.

Your Action: Make these non-negotiable parts of their first 30-60 days

M

Complete Pre-Licensing Requirements

MANDATORY

Why: The 30-day goal is to get licensed. This unlocks the ability to transact business and move up the steps. Without it, momentum stops.

Your Action: Ensure they complete course work and pass state exam within 30 days

The Hot, Warm & Cool List: The Foundation of Field Training

The number one most important thing you must do with a new recruit is obtain their Hot, Warm and Cool List. Without it, there is no way to properly field train them.

HOT Market (Immediate Action)

Your closest friends and family. These are people who know, like, and trust you. Work primarily in your HOT market first to build confidence and early wins.

WARM Market (Relationship Building)

Acquaintances, former colleagues, neighbors. These contacts require more relationship nurturing but offer significant market potential once warmed up.

COOL Market (Long-term Strategy)

Distant contacts and referrals. These represent future growth opportunities. Warm them strategically as your confidence and skill grow.

The 25+ List Requirement

A list of 25 or more people is a minuscule requirement for the potential to earn a Million Dollars a year or more. Consider this: it takes 1,600 hours of training to become a cosmetologist with income potential of $20,000-$50,000/year. Coming up with 25 names and doing 15 appointments for Million Dollar potential is pretty reasonable, don't you agree?

Use memory joggers, the 4-minute drill, or whatever method you need to help them think of their market. But GET THAT LIST!

Their Prospect List Is Their Training Ground

Set Appointments

Their prospect list teaches them how to qualify people, create interest, and schedule appointments. Every name on that list is a learning opportunity.

Do Presentations

This is how they learn to present the opportunity, products, and services. Repetition across different audiences builds skill and confidence.

Overcome Objections

Different prospects with different needs mean different objections. 15 appointments expose them to enough variety to be truly trained.

Explain Products

Life Insurance, Mutual Funds, and Ancillary Products. They learn which products fit which situations by actually explaining them to real people.

Recruit Across the Kitchen Table

This is where they learn recruiting. Every prospect is a potential recruit, giving them the repetition needed to become comfortable with the conversation.

Get Their Hot, Warm & Cool List

This is how you teach them to teach others. When they get their recruits' lists, they're carrying forward the system and creating duplication.

In other words, the prospect list is how you will teach them to effectively do Primerica so they can develop the ability to do it on their own and have a legitimate chance to build their own Primerica business.

Running Up The Steps: The Fast Start Path

Your recruits start at the bottom and climb. Each step completed builds momentum and gets them closer to independence. The goal is to get licensed in 30 days while completing field training appointments.

Promotion Guidelines
1

Pre-Licensing: Complete Course

7 Days

Get the course done immediately. This builds momentum and shows commitment.

2

Study & Practice Exams

7-14 Days

Take practice exams, pass the readiness test, and schedule your state exam.

3

Pass State Licensing Exam

By Day 30

Pass your life insurance exam and get appointed. This is the KEY to unlocking your success.

4

Field Training Appointments

Days 1-60

Complete 15+ training appointments in your HOT market while building toward licensing.

5

Team Training Events

Weekly

Attend Tuesday trainings and Friday Night Live. Never miss these crucial development sessions.

The 30-Day Goal

Your coaches will help establish a field training schedule so your new recruits can take full advantage of their first 30 days. The goal is to:

  • Complete course work within 7 days
  • Pass state licensing exam by day 30
  • Complete 10-15 field training appointments simultaneously
  • Attend team training events weekly

Your Goals as a Field Trainer

As you field train your recruits, keep these core goals at the forefront. They drive every decision and interaction.

Independence, Not Dependence

Your number one goal in field training is to get them independent of you. They should confidently go and build their own business without being slowed down by your schedule.

Build Competent Trainers

During their field training, recruit 3-10 people for them that you both train together. These new recruits see competence modeled and learn from both of you.

Develop Closed Business Ratio

When you focus intently on getting the Hot, Warm and Cool list and explain the advantage of 15 training appointments, you'll see a dramatic increase in recruits to closed business.

Create Future RVPs

By not dropping the ball on these fundamentals, you develop competent field trainers who begin making real money. This allows them to believe they can become RVPs.

A Simple Comparison

Help your recruits understand the incredible opportunity they have with just a $99 investment and a small commitment of time.

Cosmetology License

Training Required

1,600 Hours

Annual Income Potential

$20K - $50K

Investment Required

Thousands

Primerica Fast Start

Training Required

15 Appointments (30-40 hrs)

Annual Income Potential

$1,000,000+

Investment Required

$99

Your recruits are making a small financial investment with the opportunity to earn a Million Dollars a year or more. A list of 25+ people and 15 appointments is not a burden—it's the foundation of extraordinary success!

Critical Success Factors

Where Most People Drop the Ball

  • ✕ Don't proactively get the recruit's Hot, Warm & Cool list
  • ✕ Don't get recruits to see the value of getting properly field trained
  • ✕ Result: Poor retention and few competent field trainers

What High Performers Do

  • ✓ Discipline: Get the list AND explain the advantage
  • ✓ Result: Dramatic increase in recruits to closed business ratio
  • ✓ Field trainers begin making real money and growing
  • ✓ More trainers believe they can become RVPs

The Bottom Line: If you're disciplined and focus intently on getting a new recruit's Hot, Warm and Cool list and explain the advantage of 15 training appointments, you will see a dramatic increase in your business results. Your field trainers will begin to make real money, they will grow, and more importantly, they will believe they can become RVPs!

Key Takeaways

Build All Three Legs

Licensing, Meetings and Technology, and Field Training must all be developed simultaneously. Balance is critical.

Get the List First

The Hot, Warm & Cool list is non-negotiable. Without it, field training is impossible. Make this your first priority.

Require 15 Appointments

Seeing 15 different prospects with different needs, objections, and characteristics is how they truly learn. No shortcuts here.

Focus on Independence

Your goal is to make yourself unnecessary. Get them independent of you so they can confidently build their own business.

Recruit for Them Early

During field training, recruit 3-10 people for your recruits. Train them together. This builds their confidence and your organization.

Discipline Yields Results

When you don't drop the ball on these fundamentals, you develop competent trainers who make real money and believe they can become RVPs.

Fast Start Training Audio

Getting Commitments from a New Agent in the Fast Start

Learn from Omar Oropesa about how to effectively get commitments from new agents during their fast start period. This audio training provides practical insights and techniques for field trainers to help recruits stay focused and committed to their training appointments and building their prospect lists.

Listen on SoundCloud

Memory Jogger

Use the Memory Jogger to help your recruits identify their Hot, Warm & Cool contacts. This practical tool makes it easy to uncover client and recruit opportunities from their existing network. Download it for your first meetings and watch your recruits grow more confident as they recognize the potential around them.

Download Memory Jogger

Teach Appointment Setup Skills

Your recruits need hands-on training to confidently set up appointments. Use role playing to build their confidence and skill until they're as effective as you are.

Role Play Until Confident

Role play with them until they are as good at setting up appointments as you are. If a recruit doesn't feel confident with the script, they won't set up appointments. Repetition builds confidence.

Get Them On An Appointment Within 48 Hours

Your main concern should be to get a new recruit on an appointment within 48 hours. This shows them how great our business is, how easy and simple it is, and how receptive people are on appointments. Real experience is the best teacher.

Complete 10-20 Appointments in 30-60 Days

Work together to go on 10-20 appointments during their first 30-60 days. This volume of appointments builds their skills, confidence, and competence. They'll see different personalities, objections, and situations.

Emphasize Meeting Attendance

Talk to them about the importance of attending all meetings. Meetings will teach them how to do the business. Tuesday trainings and Friday Night Live provide the systems, scripts, and motivation they need to succeed.

Set The Example

As they start recruiting agents, they have to be an example for their team. If they see you doing appointments, attending meetings, and setting up appointments with confidence, they'll follow your lead and do the same with their team.

The Goal: Your recruit needs to move from watching you do appointments to doing them independently. Role play is how you bridge that gap. Once they're confident, they'll set up appointments on their own and build their business with momentum.

Ready to Field Train Your Recruits?

Master this fundamental and you'll develop a team of competent, confident, independent leaders. That's how you build a super hierarchy and achieve extraordinary success.

Back to 7 Fundamentals
Previous: Recruiting Back to Start