Virtual Financial Tier System Training

2. We ALL must be on the same page
We ALL must speak the same language

3. Our Tier System
• Tier 1/Contact - Inviter
• Tier 1/Confirm - Inviter
• Tier 1/ABC - Mgr. or Experienced Inviter
• Tier 1/Commit - Mgr. or Experienced Inviter
• Tier 2 (Startup / Enrollment) - Manager
• Tier 3 (FNA) - Consultant
• Tier 4 (CRM Meeting) - Manager
• Tier 5 (Client Recommend) - Consultant
• Tier 6 (CRM Follow-up) - Manager

5. Tier 1/Contact - Inviter
Tier 1/Contact should only be 5 minutes –
Don’t try to sell over the phone!
• Invite your guests and prospects to our recorded 8 & 29
min videos
• All sources! Warm market & referrals, cell phone contacts, Lead
Wizard, social media, job boards, insurance agent lists, lead
lists, etc…
• Send Email #1 (or #6 for Reference Call)
• Get commitment as to when they will watch; set appointment!

6. Tier 1/Confirm - Inviter
Tier 1/Confirm should also only be 5 minutes –
Don’t try to sell over the phone!
• Follow-up LIVE using our CRM & 3×3 to confirm that they watched
BOTH the 8 & 29 (or 4 & 29) minute videos
• Schedule ABC Call (“Tier 1/ABC”) on Manager’s calendar – 1/2 hr.
interval

8. Tier 1/ABC – Manager or Experienced Inviter
Tier 1/ABC should be 10 – 20 minutes
• Find out what they liked about 8/29 videos
• Find out what they want out of this (can’t be just Money)
• A, B or C
 A = Ready to Get Started
 B = Interested but has Questions
 C = Not Now for VF but Sets Up Free FNA w/spouse
• If A, B or C isn’t clear… find out their interest level 1-10
Then you will know to set up:
 A = Tier 2 (interest level = 10)
 B = Send Email #3/VIP Live Demo (interest level = 6-9)
 C = Tier 3 (interest level = 1-5)
 D = Dump (turns down FNA offer or doesn’t qualify)
• If Tier 2 make sure they know the cost $189 non-licensed $159 licensed
• If VIP Live Demo, set follow up time (Commitment Call “Tier1/Commit”)
• ANYTHING else is a waste of time!

10. Tier 1/Commit – Manager or Experienced Inviter
Tier 1 Commit – if they were a 6-9 and watched the
VIP Live Demo (5-15 minutes)
• What did you like most about the Video?
• Again, what would they want to get out of this (cant be just Money)
• Now it's either:
Tier 2 – Startup (schedule it, remind about startup costs)
Tier 3 – Free FNA w/ spouse (schedule it, edify consultant)
Dump
• ANYTHING else is a waste of time. It's NOW or NEVER!

12. Tier 2 The Start Up Enrollment – Manager
Tier 2 Start Up Enrollment should take 45 – 60 minutes
• Join.me must be on (Manager controls sign up)
• Register them with VFGpro.com $19.95 & $39.95 Monthly or $179 Annual
• Enroll with Steps 1-3 into Virtual Financial
1. Register them on Email List & Virtual.Financial Environment for Tues 6pm & Sat 8am PST Webinars
2. Sign up in ExamFX.com if needed $29.99 (use email address mikeceo@gmail.com for discount)
3. Register them into Virtual Financial/WFG $100 & get their Code #
• Set Specific Time for New Rep to Watch the Entire Fast Start School prior to the Tier 3 FNA (must watch
the Fast Start School in the next 12 to 36 hrs)
• Schedule appointment w/Financial Consultant for Tier 3 FNA Financial Needs Analysis & Schedule on
Consultants Calendar. Set reminder in CRM record.
• After scheduling FNA with Consultant you MUST show The Fast Track & 3 ways to SVP. Always make
this the last thing you do. They will remember.
• Hang up, then call Inviter (alone) & inform them they must immediately get licensed and appointed
(Transamerica Life & Transamerica Premier) in new rep’s state. Emphasize: Be on Tier 3 (65% vs. 50%)
• Add additional notes in Reps file: goals/dreams and what Path (Standard or Fast Track) they are
committing to. ALSO: Note that you informed Inviter that they must immediately get licensed.

14. Tier 3 FNA - Consultant
Tier 3 FNA takes 45 – 60 minutes
• Financial Consultant was assigned through VFGcontact.
• Husband & Wife must both be present & Rep must have viewed entire Fast Start School
video Prior to Tier 3
• Consultant congratulates them on promotion path (track) they chose.
• Builds rapport and collects info for the Financial Needs Analysis (FNA)
• Schedules Tier 4 “CRM” on Manager's calendar & Tier 5 “Client Recommend” on
Consultant’s own calendar
• Informs Rep they'll need a gmail address and know their gmail password for their Tier
4 call.
• When done with FNA Consultant enters Tier 4 and Tier 5 dates at bottom of CRM record
• Consultant enters detailed notes as to suitability/feasibility of personal plan(s) and
his/her expectation as to whether the new Rep is likely to be able to qualify for their
chosen track based on personal/family points – types of plan(s) and points anticipated.
This is hand-off back to the Manager.

16. Tier 4 CRM – Manager
Tier 4 CRM should take 45 – 60 minutes
• Ask how their Tier 3 call w/ [consultant name] was. (Isn’t that great thing we’re doing for people?)
• Get their “Why”… in detail. Relate it to the Fast Track – how that is instrumental in creating the future they
desire. (Review Fast/Standard Track if necessary.)
• Remind them that a suitable plan for themselves and/or family will count.
 Based on Consultant’s notes, determine whether it looks like they will need outside referral(s) for points
• Setup Marketing System > Configure Site w/code#, etc. + photo & social media links.
• Register them for CRM (VFGcontact.com).
• Show Rep > Edit My Data (set VFG Homepage Link) & other tabs at top. Assign CRM Tutorials.
 Add Tues & Sat webinars + Team Meetings as recurring events on their calendar
• Show Lead Wizard + other 2 ways Contacts are added: Opt-ins & via Add Prospect
• Add at least 2 names they know – emphasize the importance of people closest to them!
 Assign adding as many names as possible between now and followup
• Teach them how to use all 6 of the company email-templates in VFGcontact.
• Explain you will show strategies (Ref Calls / videos to ABC) & putting calls on Manager’s calendar on Follow-up.
• Schedule the Tier 6. This needs to be on a different date, within 24-48 hrs – but should be after Tier 5. Advise
what they need to do before then (next slide).
• Add additional Notes about Rep - goals and dreams, and what Track they have committed to

17. Tier 4 CRM – Manager …(continued)
Steps that MUST be done before CRM Follow-Up with your Manger
• Must have at least 10 contacts loaded and ready (more is better!).
MUST contain ALL contact info (anything missing, it’s not officially a contact)
• First and last name
• Phone
• Email
• State they live in & time zone
Add Manager Agent Number
• This is important – so the manager gets the messages/notes
• Update Record, and Refresh, must be done before next step
• You’ll know you’re ready when you see the “head icon” under the agent number
Add Notes to the Contact
• How you know them
(need details, “friend” is not a detail, how long, how are you friends, etc.)
• Marital status, children, etc.
• Occupation (theirs, spouse), other info about them. (It can never be too much!)
• Be sure to click on pencil icon, Update Record, and Refresh
(this sends note to Manager)

19. Tier 5 Client Recommend - Consultant
Tier 5 Client Recommend should take 45 – 60 minutes
• Consultant uses Join.me Screen Share Technology to meet with Clients online “Collaborative Sales”
• Consultant is Experienced in our Product Portfolio, The FNA Software & Tier Process,
Sales Skills, the VF CRM & System & iPipeline
• Reviews the Tier 3 Financial Needs Analysis with Client & Spouse
• Rep has 10 Days from Tier 4 CRM to complete $300 in Monthly Premium
(3,600 points min) Exchange/Training Sales (or 7 Days for 1,000 points)
• If Rep in Company, let them know that a Suitable plan for them can be counted towards
their $300 Monthly /3600 Point Total for the Fast Track Promotion Qualification
• If application(s) have been submitted, note types and points at bottom of record
• Adds detailed notes about type(s) of plan(s) and points in Notes field – Hand-off to Manager!
• Stays in communication with Clients to keep them aware during process & underwriting
(Thank you cards, emails, Calls)
• Keeps the Financial Inviter & Manager current by writing detailed notes in the Rep’s/Client’s record

20. Tier 6 CRM/Follow-Up – Manager
Tier 6 CRM/Follow-Up should take 45 – 60 minutes
• Confirm that there are 10 contacts loaded and ready.
• Show Character Reference script, explain Tier 1/ABCs & show setting those calls on manager’s calendar
• Phase 1 completed or not? (This is very important to know.)
If NOT completed:
 Begin asap, to secure the 3,600 pts before the 10 days expires. (Reset Start Date to today.)
 Manager and Inviter review and decide on the proper path to connect with each person: Character Reference, Direct call and
set ABC for Manager, etc.
If completed:
 Manager and Inviter review and decide on the proper path to connect with each person: Character Reference, Direct call and
set ABC for Manager, etc.
 If Licensed: Rigorously work at completing Phase 2.
 If Not Licensed: Continue lining up prospects while studying for exam.
• Direct new rep to 10 Steps to Unlimited Success
• When Phase 1 completed, give password to VF University
• Steps new rep through Create Password on mywfg.com & Bolt referral
 If Client only: Emails Inviter to do a Bolt referral for the Client (need physical address)
• Licensed Rep: Provide appointment instructions & inform about AML.
 Inform re: California, Florida & Texas
• Go to bottom of Rep CRM file and Start their 10 Days Countdown for Fast Track.
• ALWAYS make the 10 Day Countdown the last thing they see, so they will remember!

21. VF Language to Success
Do this over and over and over again and it will become very
easy and you will get very good at it.
Remember Wealth will follow if this is done the same every time.
The biggest mistake people make is that they don't stay with it
long enough and are constantly changing it.
Don't let your Mind fool you into doing this.
Watch your Life change forever Financially.