PLAYERSCLUB
07/20/2024
7 FUNDAMENTALS
by mastering all of these you will have set yourself up for building a
successful business
PLAYERSCLUB
THINGS TO WRITE DOWN
PROSPECTING PRODUCT KNOWLEDGE
01 IN PERSON, SOCIAL MEDIA, 05 LIFE INS IN GENERAL,
REFERRALS INVESTMENTS
BOOKING APPOINTMENTS RECRUIT THE SALE
02 WARM MARKET, TRAINING, 06 FIN, OPPORTUNITY
REFERRALS
PRESENTING NEW RECRUIT FAST START
03 RECRUIT, LIFE 07 GP, GETTING THEM
PROPERLY TRAINED
OBJECTIONS STAR / 5 LOVE LANGUAGES
04 RECRUITING, LIFE
extra TO LEARN HOW TO RELATE
AND MASTER THE PEOPLE
BUSINESS
Prospecting in person
HELLO!
• Excuse me are you familiar with the area? Or excuse me can I ask you a quick question?
WFR
• The reason I stopped you is because I have a business in the area and we are currently
expanding and I was wondering if you kept your options open for extra income?
WFR
• If NO, no worries I understand completely, can I get your IG and if possible you can send
me people in future. if YES, Great let me get your number and I will call you in the next
day or two to set something up is it a 818 or 323?
(once you have got the number call on the spot)
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SOCIAL MEDIA
PROSPECTING
• Hey hope you’re doing good, I was
wondering what do you do for a living if
you don’t mind me asking, I’m looking
for people to come work with me!
WFR
• So we are actually a financial firm, We
do remote and in office work. I’d love to
show you what we do. are you free
possibly today or is tomorrow better?
WFR
• As much as i’d love to show you
everyting over the phone its alot easier
if we get on zoom or you can stop by
the office whats best for you?
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SOCIAL MEDIA
PROSPECTING
EXAMPLES OF RESPONSES:
• I’m Interested?
• What is it?
• Info Please?
• What’s the job?
• Etc…
YOU WILL JUST COPY AND PASTE
I just started working in a financial service
firm, I’ll have my hiring coordinator give
you a call. What’s the best number to call
you at?
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REFERRALS
1. STEAM. with a client or a person who wasnt
intrested in joining.
2.Benificiary Form
3.Contact Request
by doing STEAM you should be able to get 5-7
new numbers
by doing benificary and contact forms 3-5 new
numbers
-WHAT TO SAY TO YOUR CLIENT-
• Jose & Maria I dont know if you
know this but every year Primerica
pays out 92% of death claims in 10
business days. did you know that?
WFR
• The reason is because our company
requires us to get 5 emergency
contacts to have on file, along with
your beneficiary info just incase
something does happen to you they
know who to contact sound good?
WFR
• so we are gonna fill out a few forms
together real quick before I head out.
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APPOINTMENT SETTING
PROSPECTING CALL BOOKING
• Hi is this _______ , Great its me vince i spoke to you
yesterday at ______not sure if you remember me? WFR • What’s better for you, WEEKDAYS OR WEEKENDS?
Great, so i am reaching out to see if you’re available this Wednesday or Thursday (Or Saturday or Sunday, based
week/weekend so i can show you what we do in detail? on their response) Do you prefer MORNINGS OR
WFR Great! AFTERNOONS? is 10a.m. Or noon better for you? (Or 6
p.m. Or 8 p.m., based on their response) would in office or
REFERRAL FOR WORK over zoom be better?
• Hi is this ______, Great my name is Vince and we have a • perfect, ok so i got you down for _____ @ ____real quick i
mutual friend/famliy member do you know _____, WFR just want to confirm that you’re a person of your word
Great so I just spoke to them about what I do and they correct? WFR great so if anything was to come up please
said so many great things about you, and I said if you’re let me know so we can make changes if needed ok. i will
half of what they said I need to sit with you. So ____!! send you the address/zoom info and i wll see you soon.
REFERRAL FOR INS
• Hi is this ______, Great my name is Vince and we have a
mutual friend/famliy member do you know _____, WFR
Great so I just spoke to them about what we do and how
we help families, and since we brought so much valuable
information they mentioned you'd possibly love to see
what we do no commitments necessary. So _____ let me
ask you!!
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E-T-H-O-R What’s better for you,
E EXCITED WEEKDAYS OR WEEKENDS?
I'm really excited, I'm working for a -Wednesday or Thursday
new company, and
(Or Saturday or Sunday, based
T TRAINING on their response)
I'm going through my training right now.
Do you prefer MORNINGS OR
HELP
I know if there's someone that would help me out with AFTERNOONS?
my training it would be you right? -is 10a.m. Or noon better for
you? (Or 6 p.m. Or 8 p.m.,
O OPINION
I really value your opinion so I'd like to visit with you and your husband/
based on their response). would
wife for 30-40 minutes ok. in the office or on zoom be
better?
R REFERRALS
If anything, maybe you could refer someone that would need our help.
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TRAINING LIST CALLS
Hello, can I speak to ________? My name is _______ and __________ just started working with us and listed you as a
character reference. Did they mention I’d be giving you a call? Do you mind if I ask you a few questions about _______?
•How do you know _______?
•Would you consider _________ a trustworthy person?
•If you had your own business, would you hire _______?
This is great feedback, thank you. _______ is going to be getting licensed with the State of TX to work with us. BUT in
order to get his/her license, he/she has to see 10 Practice Presentations. Only because you've said great things about
him/her....
Would you be willing to help _______ with 1 Practice Presentation? It would only take about 30 minutes.
Great! I'm sure that ________ will be excited to hear that. He/She needs to get it done within the next few days.
BOOK IT
What’s better for you, WEEKDAYS OR WEEKENDS?Wednesday or Thursday (Or Saturday or Sunday, based on their
response) Do you prefer MORNINGS OR AFTERNOONS? is 10a.m. Or noon better for you? (Or 6 p.m. Or 8 p.m., based
on their response) would in office or over zoom be better?
perfect, ok so i got you down for _____ @ ____real quick i just want to confirm that you’re a person of your word correct?
WFR great so if anything was to come up please let me know so we can make changes if needed ok. i will send you the
address/zoom info and i wll see you soon.
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PRESENTING
RECRUITING LIFE INSURANCE
• Ask questions
• Relate to the person/family
• Confidence
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OBJECTIONS RECRUITING
“I DONT HAVE THE MONEY”
ANSWER: Is the money the only thing stopping you? (WFR)
What’s your favorite type of car? (WFR) What color? (WFR) If that car was available for you right now and all you had to
do was pay $99 for the title and you had to have the money by 8 p.m. tonight...could you find the money? (WFR) So
then money really isn’t the issue, is it? (WFR) Let’s find that money and get you started so that $99 will never be an
issue again!
OR...
ANSWER: Is the money the only thing stopping you? (WFR) Ok, I know you have 10 friends, so ask each one of them to
let you borrow $10...that’s like asking for lunch money. Let’s get you started so that $99 will never be an issue again!
“IT SOUNDS LIKE A PYRAMID”
ANSWER: Let me ask you, what’s a “Pyramid” to you? (WFR) Where do you work? (WFR) What do you do there?
(WFR) You have a boss, right? (WFR) Your boss has a boss...and it keeps going until you get to the owner, right? (WFR)
Who does all the work? (WFR)...And who makes all the money? (WFR) Doesn’t that sound like a Pyramid? (WFR)
Pyramids are illegal...There are 20 million companies in the U.S. and only 3,200 are on the N.Y.S.E (New York Stock
Exchange), that’s less than 1%...and we are one of them! You can buy our Primerica Stock. If we were a pyramid, would
we be on the N.Y.S.E.? (WFR) Of course not, let me see your I.D. to start the process for you
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OBJECTIONS RECRUITING
“IS THIS COMISSONS/SALES”
ANSWER: Do you like commissions/sales?
If YES: Great! You will love our pay structure! Let me show it to you...
If NO: Do you get paid if you don’t go to work? (WFR) Let’s say it’s Sunday night and you’re at home watching a
movie and you get a text that you just made $750! How would you feel? (WFR) That’s exactly what happens
with us! Let me show you how it works...
“MY FRIEND TRIED IT AND DIDNT MAKE ANY MONEY”
ANSWER: Did your friend finish school? (WFR) Did your friend get licensed?
(WFR) Did your friend complete their training? (WFR) Listen, there are only two reasons why someone wouldn’t
make any money in our business...
REASON #1: (Training) A great trainer is very important! We are in the top 5 offices in the nation, and I am
hands down the best trainer in my office, so training will not be an issue for us...
REASON #2: (Work Ethic) Now, do you think your friend was not properly trained OR was a little lazy and didn’t
complete their training?(WFR) Do you consider yourself a hard worker? (WFR) So with my training and your
work ethic, do you see any reason why you wouldn’t be successful in this business? All I need to do is see your
I.D.
PLAYERSCLUB
OBJECTIONS RECRUITING
“I JUST DONT HAVE THE TIME”
ANSWER: Is time the only thing that is stopping you? (WFR) Are you busy
“getting by” or “getting ahead” in life right now? (WFR) Where do you work right now? (WFR) If your boss asked you
to work 3 hours overtime everyday this week and he would pay you TRIPLE TIME every O.T. hour would you do it?
(WFR)Then it isn’t really a time issue. It is more of a money issue would you agree? (WFR) Let me show you how
we get paid and then you can tell me if you have enough time to make some money!
“I LIKE TO SPEND MY EXTRA TIME WITH MY FAMILY”
ANSWER: How much time are you spending with your kids/family right now? (WFR) Is that enough time for you?
(WFR) So if I can show you a way to work half as many hours as you do now and earn the same amount of money
that you are making today, wouldn’t it be worth your time to at least try it? (WFR) So let’s get you started!
THESE ARE THE MOST COMMON OBJECTIONS YOU WILL HEAR, BUT THEY WON’T BE THE
ONLY ONES. WRITE DOWN ANY OBJECTIONS YOU HAVE HEARD AND WERE NOT SURE
HOW TO OVERCOME:
NAME OF PROJECT
OBJECTIONS LIFE
“WHAT HAPPENS TO MY LIFE INSUREANCE AT THE END
OF THE TERM”?
John and Mary so the goal is not to need as much coverage because the kids are grown, debt is paid and you have saved
money in your retirement account but if you want to keep it there are a few options, (Option 1) is a decreasing term so that
you still have coverage until its no longer needed, (Option 2) you can lower your coverage to something more affordable ?
WFR
“LET ME THINK ABOUT IT”?
John and Mary we understand is 4-6 weeks enough time to think about it? (WFR) Great lets do this since today isnt decision
day, today we want to just get you qualified, meaning we send everything to our underwriting and once approved I will come
back in 4-6 weeks we can make a decision then. application takes about 10-`15 min lets get it going. can I see your ID
“ LET ME REVIEW MY CURRENT LIFE INSURANCE”?
John & Mary if you don’t know anything about cars and you think there may be something wrong with your car, What do
you think is best? try and fix it on your own or take it to an expert? (WFR) Exactly, I am an expert when it comes to life
insurance. Let’s do this, lets get you qualified while we review your currently policy, and once your approved we can
revisit and compare apples to apples. Sound good John & Mary?
NAME OF PROJECT
OBJECTIONS LIFE
“I HAVE WORK INSURANCE ALREADY”
John and Mary, oh no no I’m talking about your own personal life insurance, That’s not a personal insurance. The reason
that I say that is because if you get fired, laid-off or leave for a better paying position you no longer have that insurance. And
once that happens your left with having to reapply for a new life insurance. Mr/Mrs client can you guarantee me your health
is going to stay the same forever? (WFR) Exactly so lets get you prequalified today it will take about 10-15 min can I see
your ID?
PRODUCT KNOWLEDGE
NOT ALL TERM LIFE INSURANCE IS CREATED EQUAL. WHEN COMPARING THE LIFE INSURANCE THAT IS
RIGHT FOR YOU IT’S IMPORTANT TO PAY ATTENTION TO POLICY SPECIFICS AND TO THE COMPANY THAT IS
OFFERING THEM.
PRIMERICA LIFE
• IBR (INCREASING BENEFIT RIDER)
• CHILD RIDERS
• WAIVER OF PREMIUM
• GUARANTEED INSURABILITY
• ACT OF WAR/TERROR
• T.I (TERMINAL ILLNESS)
• TERM UP TO 35 YEARS
LIFE INSURANCE TYPES
• CASH VALUE (IUL, VUL, UL)
• WHOLE LIFE (PERMINENT, STRAIGHT)
• AD&D (ACCIDENTAL DEATH & DISMEMBERMENT)
• GROUP LIFE (WORK INSURANCE)
• MILITARY INSURANCE
PRODUCT KNOWLEDGE
LIFE INSURANCE Q&A
WHAT ARE THE DETAILS OF THE IBR?
CLIENT GETS A LETTER AT THE END OF EVERY POLICY YEAR ASKING IF THEY WOULD LIKE 10% MORE
COVERAGE WITH A SMALL PREMIUM INCREASE ASWELL IF CLIENT DENYS COMPANY WONT ASK ANYMORE.
IF ACCEPTED THIS WILL CONTINUE FOR 10 YEARS MAXIMUM.
WHAT ARE THE DETAILS OF THE CHILD RIDER?
CLIENT CAN ADD UP TO 15 CHILDREN UNDER THE AGE 18 AND WILL BE COVERED UNTIL 25 (ANY CHILD
OVER 18 CANNOT BE ADDED TO THE CHILD RIDER COVERAGE MUST BE ADDED BEFORE 18) MAX
COVERAGE 50K PER PARENT/GUARDIAN
WHAT ARE THE DETAILS OF WAIVER OF PREMIUM?
CLIENT GETS DISABLED, WITH PROPER PAPER WORK AFTER 6 MONTHS OF MAKING PAYMENTS THEY WILL
BE REFUNDED AND PRIMERICA WILL PAY PREMIUMS UNTIL DISABILITY IS FINISHED.
PRODUCT KNOWLEDGE
LIFE INSURANCE Q&A
WHAT ARE THE DETAILS OF GUARANTEED INSURABILITY?
CLIENT HAS A TERM POLICY AND COMES TO A END NO MATTER THE HEALTH SITUATION PRIMERICA WILL
INSURE THEM IF THEY WOULD LIKE TO RENEW THEIR POLICY
WHAT ARE THE DETAILS OF ACT OF WAR/TERROR?
MOST COMPANIES HAVE THIS EXCLUSION, IF SOMETHING WAS TO HAPPEN SIMILAR TO 9/11 WHERE THE
COUNTRY NAMED IT A ACT OF TERROR, WE ARE 1 OF 2 COMPANIES THAT PAID OUT.
WHAT ARE THE DETAILS OF TERMINAL ILLNESS (T.I)?
PRIMERICA POLICIES CAN PAY UP TO 70 PERCENT OF THE COVERAGE BENEFIT WHILE THEY ARE STILL
LIVING WITH A TERMINAL DISEASE. MINIMIZE YOUR FAMILIES FINANCIAL WORRIES WITH A TERMINAL
ILLNESS BENEFIT
WHAT ARE THE DETAILS OF TERM FOR 35 YEARS?
WE ARE 1 OF THE ONLY COMPANIES THAT CAN OFFER CLIENTS A TERM POLICY FOR UP TO 35 YEARS
PRODUCT KNOWLEDGE
GENERAL LIFE INSURANCE Q&A
A CLIENT GETS 1M POLICY, & I HAVE THE WAIVER OF PREMIUM, HOW MUCH WILL I GET ADVANCED UNDER THE
TERMINAL ILLNESS RIDER?
ANS: $400K
EXTRA NOTES: 40% WITH NO W/P UP TO $250K
70% WITH W/P UP TO 400K
CHILD HAS 30K COVERAGE, AND NEEDS A CHILD CONVERSION AT AGE 25, WHATS THE MAX COVERAGE THEY CAN GET
WITH NO REQUIRED INSURABILITY?
CHILDREN CAN CONVERT TO THEIR OWN POLICY AT AGE 25 FOR UP TO 5 TIMES THE
AMOUNT THEY HAD AS CHILD RIDERS WITH A MAX OF $125K
IF A CLIENT IS 47 YRS OLD, WHATS THE MAX COVERAGE THEY CAN GET WITHOUT BLOODWORK?
ANS: 250K
EXTRA NOTES: POWER TERM MAX COVERAGE IS 300K AGES 18-45
250K FOR AGES 46-50 AND 150K AGES 51+
WHAT IS 1 LIMITATION OF GROUP LIFE INSURANCE?
ANS: LIMITED COVERAGE, LIMITED CONTROL, OR PORTABILITY
PRODUCT KNOWLEDGE
GENERAL LIFE INSURANCE Q&A
WHAT IS OPTION (A) ON UNIVERSAL LIFE?
ANS: YOU LOSE SAVINGS IF YOU DIE
SIDE NOTE: OPTION (B) MEANS THE (ART) IS INCREASING AND
BENEFICIARIES RECIEVE BOTH INS AND CASH ACCOUNT VALUE
WHATS THE WORSE THING ABOUT ACTIVE MILITARY LIFE INSURANCE?
ANS: CAN ONLY CONVERT TO VGLI
IF A CLIENT IS 52 YEARS OLD, WHATS THE MINIMUM COVERAGE HE CAN GET WITH BLOODWORK?
ANS: 50K
SIDE NOTE: PRECISION TERM MINIMUM COVERAGE IS 150K FOR AGES 18-45, 100K FOR AGES 46-50, AND
50K FOR AGES 51+
WHAT IS THE MAX COVERAGE FOR SOMEONE WHO IS ACTIVE MILITARY?
ANS: 500K
WHAT DOES (VGLI) STAND FOR?
ANS: VETERANS GROUP LIFE INSURANCE
PRODUCT KNOWLEDGE
GENERAL LIFE INSURANCE Q&A
WHAT KIND OF PREMIUM IS UNIVERSAL LIFE?
ANS: FLEXIBLE OR ADJUSTABLE
WHEN SOMEONE SAYS THEY GOT MORTGAGE LIFE INSURANCE, WHAT KIND IS IT?
ANS: TERM(DECREASING)
WHAT KIND OF LIFE INSURANCE IS IN THE UNIVERSAL LIFE POLICY?
ANS: ANNUALLY RENEWABLE TERM (ART)
CLIENT SAYS THEY WANT 10K FOR FUNERAL EXPENSES, CAN YOU?
ANS: NO, MINIMUM COVERAGE IS 15K
CLIENT WANTS 25K ON HIMSELF AND 50K ON HIS KIDS, CAN WE DO THIS FOR HIM?
ANS: NO ( CHILDS COVERAGE CANNOT EXCEED PRIMARY INSUREDS COVERAGE.
PRODUCT KNOWLEDGE
GENERAL LIFE INSURANCE Q&A
UNIVERSAL LIFE MONTHLY PREMIUMS GO IN WHAT 3 WAYS?
ANS: LIFE INSURANCE, FEES, SAVINGS
WHY IS IT THAT THE CASH ACCOUNT IN A UNIVERSAL POLICY IS LIMITED IN ITS GROWTH?
ANS: INVESTMENT GROWS WITH CAP RATE OR PARTICIPATION RATE, SO IT CANT MAXIMIZE
GROWTH WHEN MARKET IS UP
WHAT KIND OF POLICY IS A FINAL EXPENSE POLICY?
ANS: WHOLE LIFE
HOW MUCH LIFE INSURANCE CAN A SPOUSE GET ON (VGLI)
ANS: 0
WHY DOES THE CASH ACCOUNT IN UNIVERSAL POLICIES GO UP FOR A BIT AND THEN
GO DOWN?
ANS: BECAUSE THE COST OF INSURANCE EXCEEDS THE MONTHLY PREMIUM AND STARTS TAKING THE
DIFFERENCE FROM SAVINGS.
PRODUCT KNOWLEDGE
GENERAL LIFE INSURANCE Q&A
HOW OFTEN DOES (VGLI) GO UP IN MONTHLY PREMIUM RATE?
ANS: EVERY 5 YEARS
CLIENT IS 56 YR OLD, WHATS THE MAX HE CAN CONTRIBUTE INTO A ROTH IRA?
ANS: 7,000
UNDER AGE OF 50 IS 7,000 MAX PER YEAR. OVER AGE OF 50 YOU CAN DO A CATCH-UP
CONTRIBUTION AND DO 8,000 PER YEAR
WHAT IS ANOTHER NAME FOR WHOLE LIFE INSURANCE?
ANS: PERMANENT OR STRAIGHT LIFE
WHEN SOMEONE WANTS TO INVEST MONEY IN THE MARKET, BUT WANTS TO
CONTRIBUTE 1,000/MONTH AND DOESNT WANT EARLY WITHDRAWAL PENALTIES,
WHICH TYPE OF ACCOUNT IS A GOOD OPTION TO CONSIDER?
ANS: INDIVIDUAL NON-QUALIFIED
SIDE NOTE: ALLOWS CLIENTS TO CONTRIBUTE AND UNLIMITED AMOUNT WITH NO EARLY WITHDRAWAL
PENALTIES, AS IT IS NOT A RETIREMENT ACCOUNT.
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PRODUCT
KNOWLEDGE
INVESTMENTS
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FIN (FINANCIAL INDEPENDENCE NUMBER)
RECRUIT THE SALE
QUESTION: IF YOU COULD RETIRE TODAY, HOW MUCH WOULD YOU WANT TO MAKE A MONTH?
LETS SAY $7,000 PER MONTH
$7,000 PER MONTH X 12 MONTHS = $84,000 PER YEAR
$84,000 PER YEAR X 10 = $840,000 MEANING THAT IS WHAT YOU NEED TO HAVE SAVED TO RETIRE.
$840,000 INVESTED WITH A 10% RATE OF RETURN PAYS $84,000 PER YEAR WHICH IS $7,000 A MONTH
LET ME ASK HOW LONG HAVE YOU BEEN AT YOUR JOB? WFR. HOW MUCH HAVE YOU BEEN ABLE TO PUT AWAY?
WFR. WHAT IF I CAN HELP YOU GET TO (FIN) IN THE NEXT 10-15 YEARS?
DOWNLOAD THE APP EZCALCULATOR
LET ME SHOW YOU HOW MUCH YOU WOULD HAVE MADE ON YOUR OWN POLICY
$90 PER MONTH X 12 MONTHS = $1,000 PER YEAR
AVERAGE CONTRACT IS 50% SO THAT MEANS 50% OF THE ENTIRE YEARS PAY IS $500 SO LETS SAY WE HELP 4
FAMILIES/INDIVIDUALS $500 X 4 = $2,000, IS ROUGHLY WHAT YOU WILL MAKE PER MONTH
LETS GO TO THE APP EZCALCULATOR PUT $2,000 PER MONTH FOR 15 YRS (180 MONTHS) AT 11% COMPOUNDING
ANNUALLY WILL PUT YOU AT $883,713 ( WELCOME TO THE TEAM).
NEW RECRUIT FAST START
• DOING THE GP (GAMEPLAN)
• REGISTERED FOR CLASS
• STATE APP OR QUESTIONAIRE
• QUALIFIED TOP 10 ONLY
• LEARN ETHOR
• 3X3K IN 30 DAYS
• IMPLEMENT MY OWN PLAN
PLAYERSCLUB
CONTACT LIST
LIFE INSURANCE.
EXAMONE
tele-underwriting# (877) 672-6761
Spanish# (866) 768-2705
Bloodwork# (818)246-5500
Medical Records# (800) 768-2058
EMSI Medical Records (800)227-6780
PRIMERICA SECURE.
RVP LINE
RATE QUOTES (Auto/Homeowners & Renters Insurance).
English: (877) 855-8111 (Home Office).
Spanish: (877) 788-8111 Agents: (770) 381-5885
Clients: (800) 257-4725
PREPAID LEGAL SERVICES. Home Office Address:
Agents: (800) 654-7757 1 Primerica Parkway Duluth, GA 30099
Clients: (800) 426-9239
ONLINE COURSE REGISTRATION.
VIVINT. www.ucanpass.com
English: (877) 571-6139
Spanish: (855) 647-9867 SCHEDULE LICENSING EXAM.
Support:(855) 789-737 (Need email and password from RLC www.psiexams.com)
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QR CODES THAT WIL HELP
GET TO KNOW US AUTO&HOME ID VIVINT
CLIENT SOLUTIONS WILL MLO PPLP
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EXTRA KEY THINGS TO HELP YOU GROW
STAR/5 LOVE LANGUAGES
EXTRA KEY THINGS TO HELP YOU GROW
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