Presentation Script

How to Use This Script

This is a read-along flow. You can follow it in order while you practice, then loosen the wording once it starts to feel natural. The goal is not to sound memorized. The goal is to know where you are, what to ask, and how to move the person to the right next step.

The appointment path

Survey bridge. Primerica credibility. Family financial problems. John and Mary story. FNA solution. Team opportunity. Close and route.

Before You Start

Set your own posture

"I'm not here to pressure anybody. My job is to show you what we do, ask a few good questions, and help you decide what part, if any, makes sense to look at next."

This is the tone for the whole presentation. Calm, clear, and useful.

What you are listening for the whole time

Listen for three lanes: they want a financial game plan, they are curious about extra income, or they know people who should see this. You do not need to force a lane early. Just notice it.

Transition from the Survey

Bridge from rapport to the presentation

"I appreciate you sharing that with me. It helps me understand your world a little before I explain what we do."

"I am going to walk you through this simply. First I will show you who Primerica is, then the financial challenges families are facing, then an example of how the analysis works."

"At the end, I am just going to ask what interested you most. It might be getting a financial game plan, learning about the business, thinking of someone I should meet, or maybe a little bit of each."

This tells them how to listen. They are not wondering when the pitch is coming because you already named the possible outcomes.

Move into the two-pager

"Let's start with the company first, because I want you to know who is behind the work before I show you the details."

1. Who We Are

Open with a question

"Have you heard of Primerica before?"

Ask this before explaining. Their answer tells you how much context they need.

If they say yes

"Good. What have you heard?"

"That helps. Let me give you the simple version of who we are, then you can connect it to what you already know."

Do not correct them too fast. Let them finish. If they have a concern, write it down mentally and keep the presentation moving.

If they say no

"No problem. Most people have either heard the name or they have not. The simple version is that Primerica helps middle-income families with the basics: protection, debt, savings, retirement, and sometimes extra income through the business."

Build credibility without sounding corporate

"Primerica has been around since 1977. We are publicly traded on the New York Stock Exchange under the ticker PRI, and we have a large licensed field force across North America."

"The reason I mention that is not to impress you. It is so you know this is a real company, with real licensing, real oversight, and a long track record."

"But the mission is still simple: help families earn more income, become properly protected, eliminate debt, and work toward financial independence."

Question to ask

"When you hear those four areas, income, protection, debt, and independence, which one do you think families are feeling the most right now?"

This starts the client thinking about the problem before you show the problem page.

Transition

"Exactly. And that is why the next section matters. Most families are not careless. They are working hard, but the pressure is real."

2. Financial Challenges

Frame the page

"This page is not here to make anybody feel bad. It is here to show that a lot of families are dealing with the same few problems."

"The names change, the jobs change, and the income changes, but the pattern is usually debt pressure, not enough protection, uncertainty about retirement, and income not stretching far enough."

Debt

What to say

"Debt is usually the first pressure point because it affects the monthly breathing room. A family can have a good income and still feel stuck if too much of that income is already spoken for."

"So when we talk about debt, we are not just talking about balances. We are talking about stress, flexibility, and whether an emergency would knock the family off track."

Question to ask

"Do you see more families struggling because they do not make enough, or because too much of the money is already committed before the month starts?"

This helps them describe the problem in everyday language.

Life Insurance

What to say

"The second area is protection. A lot of people have something through work, or an old policy, or something they bought years ago, but they are not always sure what it really does."

"The question is not just, 'Do you have insurance?' The better question is, 'If something happened, would the family actually be okay financially?'"

Question to ask

"Do most people you know understand their life insurance, or do they just know they have something?"

If they laugh or say, "They just know they have something," that is useful. They understand the gap.

Retirement and Wealth

What to say

"Retirement is another area where people are guessing. They may have an RRSP, TFSA, pension, or some savings, but they do not always know if it is enough or if it is working the way it should."

"Most families do not need a complicated lecture. They need a clear picture of where they are today and what they should be doing next."

Question to ask

"Do you think most families have a real retirement plan, or more of a hope that things will work out?"

Income

What to say

"Income ties all of this together. If the cost of living keeps rising and income is not keeping up, families have less room to save, less room for emergencies, and less room to get ahead."

"That is why we talk about both sides: helping families with their financial plan and showing the business opportunity to people who may want to earn additional income."

Question to ask

"Who do you know that is working hard but still feels like they could use more breathing room?"

This can create a referral thought or a business-opportunity thought. Do not chase it yet. Keep moving.

Transition

"Rather than just talk about the problems, let me show you what this can look like when we put a family on paper."

3. Case Study: John & Mary

Introduce the family

"This is John and Mary. They are both 35, they have two kids, and together they make $100,000 a year."

"On the surface, that sounds like a normal working family. They have income, they own a home, they have some insurance, and they have started saving."

"So I do not want you to look at them like they are doing everything wrong. They are doing what a lot of families do. They are just trying to keep up."

Engage before the numbers

"Before I show you the details, does this sound like a pretty normal family to you?"

Let them answer. You want agreement before you show the pressure.

Show what was happening underneath

"Now look underneath. They have a $610,000 mortgage, a $38,000 car loan, and $14,000 in credit card debt."

"Their total monthly debt payments are about $5,850. So even with a solid income, a lot of money is already gone before they get to make choices with it."

"At that pace, they are looking at being debt-free in about 30 years. That is a long time to feel like you are working hard but not getting ahead."

Question to ask

"Do you think a family like this feels broke because they do not care, or because the structure of the money is working against them?"

This teaches the point: the FNA is about structure, not blame.

Talk through protection

"Next is life insurance. John has $150,000 and Mary has $150,000. Again, they have something, so they probably feel like they checked the box."

"But with two kids, a mortgage, and a full household depending on that income, the question becomes: would $150,000 actually protect the family long enough?"

"They were also paying $320 a month for that coverage. So the issue was not that they were unwilling to spend money. The issue was whether the money was doing the right job."

Question to ask

"If something happened to one parent, how long do you think $150,000 would really last for a family with two kids and a mortgage?"

Talk through savings and retirement

"They had $42,000 in an RRSP and $11,500 in a TFSA. That is a good start. They were also putting away $250 a month."

"But based on the assumptions in the example, their projected value at age 65 was about $323,941. For a couple with two kids and 30 years of life ahead of them, that may not be the future they pictured."

Question to ask

"Would you rather find that out at 35, or find that out at 60?"

This is one of the strongest questions in the story. It makes the value of early clarity obvious.

Show the FNA turn

"Now here is what changed after the FNA. The goal was not to magically give them more income. The goal was to organize the money better."

"Their debt was restructured. The new minimum payment was about $4,050, which created about $1,800 a month in cash flow."

"Then the plan gave that cash flow a job: $1,000 a month toward paying debt down faster, and $800 a month toward investing."

"That changed the debt-free timeline from around 30 years to around 10 years in the example."

Say this slowly. This is where the family sees that a plan can change direction without changing everything about their life.

Show the protection change

"Then the insurance was changed to term coverage. Instead of $150,000 each, John and Mary each had $1,000,000 of coverage, plus coverage for the children."

"And the monthly cost went from $320 to $185. So they had more protection and a lower monthly cost."

Question to ask

"If a family could be better protected and free up money in the budget, do you think they would at least want to see that option?"

Show the investment change

"The investment side changed too. Their existing money was moved into a professionally managed portfolio in the example, and their monthly contribution increased because the debt strategy created room."

"The big idea is that the same family, with the same income, now had a clearer debt plan, stronger protection, and more money going toward the future."

"That is why I say the FNA is not just a report. It is a way to see if the family is using the money in the best order."

Create engagement

"If 10 families saw this kind of analysis for their own situation, how many do you think would choose to make some kind of change?"

Ask and stop. Let them give the number. Then agree with the principle, not the exact number.

"That is exactly why we do it. Most families cannot fix what they cannot see."

Transition

"So the natural question is, how does a family get their own version of this? That is where the FNA comes in."

4. The FNA Solution

Explain what it is

"FNA stands for Financial Needs Analysis. It is a snapshot of where a family is today, where they want to go, and what gaps may be in the way."

"It looks at debt, income, life insurance, savings, retirement, and priorities. Then it helps us figure out what should be handled first."

"The reason that matters is because families often try to fix everything at once. The FNA helps put the steps in order."

Question to ask

"Would it be helpful for most families to see their full picture laid out like this before making big financial decisions?"

You want them agreeing with the value of the process before you ask for their information.

Explain why it is free

"The FNA is completely free. There is no obligation to buy anything just because we run it."

"We do it that way because families should be able to see if there is value before they make a decision."

"If the analysis shows an area where we can help, we can talk about it. If it does not, at least you leave with more clarity than you had before."

If they seem skeptical

"That is fair. Most people want to know what the catch is."

"The honest answer is simple: if we do a good job and there is something we can help with, we would like the chance to earn the business. But the first step is just seeing the picture."

This keeps trust. Do not pretend there is no business purpose. Just keep the order clear: clarity first, decisions second.

Soft close for the plan

"Based on what you saw with John and Mary, would it make sense to put together your own FNA and see what your picture looks like?"

If they say yes here, do not keep selling. Move to gathering information or booking the FNA appointment.

Transition to the business side

"That is the client side of what we do. There is also a business side, because families need help and we need good people to reach them."

5. Business Opportunity

Introduce it cleanly

"The business side is simple too. Some people join Primerica because they want a career change. Some want extra part-time income. Some want financial education. Some like helping families and want to learn the business."

"I am not saying this is for everyone. But I am always looking for sharp, coachable people who are good with people and open to learning something part-time."

"Sometimes the person sitting across from me is interested. Sometimes they are not, but they immediately think of someone who would be."

Question to ask

"When you hear that, does anyone come to mind who is good with people, wants to grow, or could use an extra income stream?"

This question is easier than asking, "Do you want to join?" It lets them think broadly.

If they mention themselves

"Good. Then the right next step would be a separate business overview. I would rather give that conversation its own time so we can walk through it properly."

Do not try to explain the whole business now. Schedule the next conversation.

If they mention someone else

"They sound like someone I should meet. The best way is not for me to cold call them. The best way is a simple introduction from you."

"Would you be comfortable sending a quick text while I am here, just introducing us?"

If they say no one comes to mind

"No problem. Sometimes people think of someone later. If a name comes to mind after I leave, just send it to me and I will help you make the introduction the right way."

Transition

"So now you have seen both sides: the financial plan side and the business side. Let me ask you the most important question."

6. Closing and Routing

Ask the clean close

"What interests you most?"

"Is it getting a financial game plan, creating additional income, or a little bit of both?"

Give them the lanes. Then stop talking.

If they want a financial plan

Move to the FNA

"That makes sense. The next step is to gather the information for your FNA so we can build your real picture, not just talk in general terms."

"We will need basic information around income, debts, insurance, savings, and goals. Then we can sit back down and review what the analysis shows."

"Would now be a good time to start gathering that, or should we schedule a time to do it properly?"

This converts interest into an actual next action.

If they are interested in the team

Set the business overview

"Good. The best next step is a separate business overview. That way I can show you how the business works, what the licensing path looks like, and what part-time can look like without rushing it."

"Are evenings or weekends usually better for you?"

Ask a scheduling question, not a permission question.

If they want both

Separate the lanes

"That is common. Let's keep the two conversations clean."

"First, we can start your FNA so you get your financial picture. Second, we can schedule a separate business overview so you can learn the opportunity the right way."

"Which one do you want to handle first?"

Do not blend the plan and the business into one messy close. Give each one its own next step.

If they know someone else

Ask for a warm introduction

"I appreciate you thinking of them. The best way to help them is a warm introduction, not me reaching out cold."

"You could text something simple like, 'I just met with someone who showed me a financial overview and a part-time business opportunity. I thought of you. Would you be open to a quick introduction?'"

"Would you be comfortable sending that now?"

Make it easy. They should not have to invent the wording.

If they are unsure

Help them choose

"No problem. Out of everything we covered, what felt most relevant to your life right now?"

"Was it the John and Mary example, the idea of seeing your own FNA, the extra income side, or someone you know who should see this?"

This narrows the answer without pressure.

Quick Reference

Main flow

Bridge from survey. Ask what they know about Primerica. Explain credibility. Show family challenges. Tell John and Mary as a story. Explain the FNA. Open the business side. Ask what interests them most. Route to the next step.

Core questions

"Have you heard of Primerica before?"

"Which of these areas do you think families are feeling the most right now?"

"Would you rather find that out at 35, or find that out at 60?"

"If 10 families saw this kind of analysis, how many would choose to make some kind of change?"

"Would it make sense to put together your own FNA?"

"Who do you know that is good with people, wants to grow, or could use an extra income stream?"

"What interests you most?"