BJM GROUP, LLCOrientation Training

Building the Ultimate Career….Providing the Ultimate Solutions

• Regional Sales Director– Welcome– Vision of BJM GROUP– 3 Divisions– Key Ingredients to Successful Sales

• Consumer Training– Goal– Membership Testimonies– Importance of Successful Questioning– Training on ‘How to Market A

Membership’ – Participative Exercises– Working Market Niches– Other Success Tips

• Referral Bonus

• Commission Calculator

• Small Business– Small Business Climate– Small Business Product Overview– Types of Small Business Marketing– Lead Generation Sources– Presentation Demonstration– Participative Exercises– Servicing Your Accounts

• Employee Benefits– Employee Climate within Corporation– Benefit to Corporations– Employee Benefit Process– Partnering for Success– Enrollment Demonstration– Servicing Your Accounts– Success Tips

• International recruiting & marketing company – Profit from explosive growth markets

• Strategically aligned with 3 companies:– Kroll Background Services– Pre-Paid Legal Services, Inc.– GoSmallBiz.com

• Provides only service in North America to help before, during, and after identity theft, give access to the legal system AND provide small business owners the tools needed to grow their business

Personal Development

“When you change, things will change for you.”Read 10 pages a day of a good bookListen 15 minutes a day to something positiveAssociate with those who have your solutions

LIFE OF BLAME

LIFE OF RESPONSIBILITY

TIME

SUCCESSA few simple disciplines practiced everyday

over a long period of time

FAILUREA few errors in judgment repeated every day

over a long period of time

Pre-Paid Legal Services, Inc. 36 years of success Publicly traded on the NYSE Nearly $500 million a year in revenues 15 years of record breaking growth

In 2007...Every 12 days PPL created a new six figure a year success story!

Every 26 days PPL created a NEW Millionaire!

In 2007...Every 12 days PPL created a new six figure a year success story!

Every 26 days PPL created a NEW Millionaire!

Pre-Paid Legal Õs Home Office

• Kroll Background America– World’s leading independent risk consulting company– Clients include many of the world’s largest and most prestigious

corporations, law firms, academic institutions, non-profit organizations, sovereign governments and high net-worth individuals, entertainers and celebrities

– Founded in 1972– Headquarter in New York City– 38,000 Employees and world-wide network of consultants– $2007 Revenues: $1 Billion

GoSmallBiz.com was founded by Entrepreneur and NFL Hall of Famer, Fran Tarkenton.  Having started 15 businesses since his football playing days, Fran has always had a passion for small business.  After selling his international software company in 1994, Fran decided to pursue his desire of helping entrepreneurs, like himself, gain access to the tools and information they need to grow and compete in the new economy.  The result was the Fran Tarkenton Small Business NETwork, founded in 1996.   Once the organization started using the Internet as a primary delivery tool, the name was changed to GoSmallBiz.com. Today GoSmallBiz.com has grown to include more than 49,000 active members throughout North America.  During this growth, our mission has remained constant:To help entrepreneurs run and grow their businesses, by providing access to a comprehensive body of knowledge and tools targeted specifically at the micro business.GoSmallBiz.com continues to build its resource library and makes that library available to any entrepreneur through this web site.  The library is organized according to subject matter category, and within the category by type of data being delivered.  In addition to articles, FAQ’s and other written materials, GoSmallBiz provides access to a broad array of tools.  Many of the tools are available at no cost online and others have been screened and approved for offer in our BizWarehouse

• Recruit top sales professionals– Take our products to the market– Provide ‘Excellence’ in delivery and after marketing– Facilitate your training to provide best skills possible– Give you a vehicle to earn strong ‘Six-Figures’– Tracking of Performance

• Build Personal Attributes for Success– Belief in the Value of Services Provided– Belief in the credibility of the companies you

represent– Timing in the Marketplace

Consumer Benefits

Small Business Consulting

Employee Benefits

Recruiting

• Teach everyone to take services to the individual, family or professional

• Provide Field Training to accelerate promotions through Level 1 and 2 to increase commission by 300%

• Develop Product Knowledge– Benefits– Prospecting– Presentation– Follow-up– Customer Retention

• Provide ability for professionals with ‘book of business’ to offer services to clients

• 1.6 million customers• Provides solutions and gives peace of

mind to every day issues for as little as 52¢ per day

• FBI says, identity theft is “Fastest “Fastest Growing Crime In America!”Growing Crime In America!”

• Membership Testimonies◦ Current Team with Membership◦ Client Testimonies

Nation’s Leading Provider of Legal Care

25%

PreventiveLegal

Services

MotorVehicleLegal

Services

TrialDefenseServices

IRS AuditLegal Services

The LegalShield

25% Discount

Life Events Legal Plan Covers‣ You & your spouse

‣ Never married, dependent children up to age 21 who live at home

‣ Never-married, dependent children up to age 23 who are full-time college students

‣ Children up to age 18 for whom you are legal guardian

‣ Any dependent child, regardless of age, who is mentally or physically disabled and dependent upon you for support

• Asking questions is key to good Needs Analysis• Questions are a window to someone’s soul• ‘I need your help….I’ve just become part of an organization

that has a service that I think might be of interest to you. I would like to visit with you about it. When would you have about 15 minutes?’

• Always use the ‘How to Market a Membership Flipbook’• Selling Demonstration

Practice & Discuss

Mem. Flipbook

• Fill Out Application Clearly– No mark outs– No white outs

• Form of Payment (do not staple if using check)• Temporary Membership Guide• 101 Ways to Use Your Membership Form• “Balance of Power” DVD/CD

101 and Mem App

• Refer Top Candidates to Sales Recruiter– Sales Background

• Helps Advance to Next Level• Increases Commissions• Pays Referral Bonuses on all Sales Production

of that referral

• Pre-Paid Legal– BACK OFFICE (E-Service)

• Tools• Training• Business Cards• Tracking Your Business

• PPL Biz Plan

• BJM GROUP• www.bjmgroupb2b.com

– (password required)– Aggregated:

• Consumer• Small Business• Employee Benefits

– Scripts– Forms– Training

• Business Cards• Email Support

– name@thebjmgroup.com

• Presentation Packages

• Small Business Climate– Business Owner Needs– Current Risks– Identity Theft

• Product Overview– BOLSP – Business Owner’s Legal Solutions Plan– Expanded BOLSP – Additional Web-based Services– HBBR – Homebased Business Rider– All include: GoSmallBiz.com

Brochures

• Referrals from Contact List

• Cold Calling using Directory Listing

• Teleprospecting to Set Appointments

• Networking

• Selection Criteria:– City or Zip Code– Companies in business 1-5 years– 20-50 employees

• Federal Motor Safety Administration– Truck DOT numbers

Research Contact

Present Flip Chart

Expose Free Biz

Listing/or Networking

Close on the Spot

Get Referrals

Present Flip Chart

Expose Free Biz Listing

Close on the Spot

I Love

Refer

rals!

• Help Business Owner Begin Using the Service– Put them on the Phone with Law Firm– Walk through GoSmallBiz.com– Setup Directory Listing– Setup their Website– Submit Question to Business Consultants– Schedule Employee Enrollment Date– Follow-Up every Three Months

Benefits to the company: Increases productivity, decreases absenteeism, enhances the bottom line Gives companies innovative benefits packages NO COST to the company The only “now” benefit on the market for the employees Offered by over 30,000 companies Fast Growing Requested Voluntary Benefit in the Country

Benefits to the employees: Provides access to top rated attorneys Plan emphasizes Preventive legal care Saves time and money, provides security, and gives peace of mind and less stress Only $5.98 per week

• How to Get the Appointment• Presentation to the Decision Maker• Enrollment Preparation and Presentation• Servicing the Company and Retention

• Step 1: Group Acquisition Appointment – Use Group Acquisition script – Who to contact

• Who do you know? • Who owns company? • What business contact do you have?

• Step 2: Decision Maker Appointment– What to take on the presentation

• Small Companies under 50 employees• Mid-Size to Large Accounts • Gold Card (payroll)• White Card (direct payment by employee

– How to set up meeting with Payroll Staff

GA SCRIPT

• Step 3: Enrollment – Introduction Script for Owner/HR/Manager

• Critical to ensure best participation • Walk Through of the location for enrollment

– Presentation to Employees • Bullet Point Scripts • Show Enrollment Package Chart • Explain how use of forms increase retention of memberships

• Step 4: Servicing and Retention– Your #1 Goal: To be invited back – Thank you gift to HR and Payroll Staff – MAS - PPL Corporate – 6 month Servicing visits for new hire orientations etc. – Retention tools– Referral Letters

INTRO SCRIPT

Be prepared – Be Brief

Sales MeetingMonday Morning

8:30 –10:30 am Small BusinessAnd Employee Benefits

Bring Your Tracking Sheets Filled OutDon’t forget to Fax/email Forms to Recruiter by 6:30 pm FridaysRemember to talk to recruiter daily between 5 – 5:30 pm

www.thebjmgroup.com

February 1st – 2010Sales Meetings 1st Monday of each month at officeSales Conference call following Mondays

BJM GROUP, LLCBuilding the Ultimate Career….Providing the Ultimate Solutions

www.bjmgroup.com