RESUME RECRUITING PROCEDURES

RESUME RECRUITING PROCEDURES 2017 All Rights Reserved

Introduction Welcome to one of the most exciting team-building systems we have ever developed! Thousands of quality agents have been recruited through the Resume Recruiting System. Please take some time to carefully review the information contained in this procedure and the online training videos. Recruiting with resumes is like looking for aces within a deck of cards. There are only four aces, but you must go through all 52 cards to find them. Remember, it only takes 4-5 agents producing 50 memberships a month to earn a six figure income. And one individual agent can produce an override income of hundreds of thousands of dollars! There are thousands of professional people looking for exactly what you ore offering. You are just one recruit away from your next producer! Set a goal of how many prospects you will send to your career website every week and how many agents you will recruit each month. Remember, exposure is everything! Remember, whoever gets the most exposures, will recruit the most, and whoever recruits the most will develop the most leaders, and whoever has the most leaders will ultimately make the most income! Good luck in your recruiting efforts and we are proud to have you on the HRMC Leadership team! 2

Getting Things Setup Your HRMC Career Website: A career website is provided free of charge to all HRMC agents. Your career website is www.hrmccareers.com/youragentid. You can add a professional photo and modify the settings of this website under the Account Settings button in the main toolbar. There is also a tutorial video that shows you how to do this. The career website provides the prospect with an overview of the company, our products and some details about the various positions available. At the end of the career presentation, an Interview Request button appears. The prospect can request an interview which will show up in your AMS Interview Request Log. Be sure and test the Interview Request Form that appears at the end of your career video presentation to assure that you are receiving them before sending your prospects to your career website. Harvard Advantage: In order to utilize the Agent Management System (AMS) you must be a Harvard Advantage member. The cost of the program is only $19.95 a month or $199 a year. This gives you full access to the Agent Management System (AMS) and the Contact Management System (CMS), as well as several membership exposure websites and access to a personalized premium email account. To join the Harvard Advantage click on the Harvard Advantage link under Certifications. Account Settings: The next step is to go under your Account Settings section and be sure all the fields are filled in under both the Career Websites and AMS Settings tabs. You can contact your sponsor for assistance in this area or view the online tutorial. 3

Step 1 - Ordering Resume Leads You can order resume leads from the leadership resources section at www.harvardbenefits.com. You can order resumes in any quantity, but you must order a minimum of 100. The cost of each resume is $0.25 which includes the email service. Your resume leads will be uploaded directly into your Agent Management System (AMS) and a batch log will be created for you. You will be notified by email once they have been uploaded. Most resume leads have the following data: name, address, past job title, phone, and email. We will send out a total of five OPT IN emails and a total of five STS emails to your prospects. The dates of these emails are recorded in your AMS Batch Log. 4

Step 2 - Scheduling & Conducting Interviews Once your emails have been sent out you should begin receiving some interview requests in your AMS. You should also receive an email notifying you every time a prospect completes an interview request form. Once you receive an interview request you should contact the prospect within a few hours at the most and set up an interview time. Your goal should be to conduct the interview within 24 hours from the time you receive the request. You should continue to follow-up with each interview request once daily for the first five days, and then three times the second week for a total of ten contact attempts. If you are unable to make contact with the prospect then you should also send an Interview Request Received email from your AMS Prospect Emailer. You should resend this email each week for a total of four emails. You can send the prospect a link to the positions overview video which is a video from our CEO, Mr. Mark Riches. There is an overview video for both sales and management positions. Once a prospect has opted in, these emails can be sent directly from the Prospect Emailer. To conduct a personal interview, use the outline on the following page and listen to the sample interviews in the Resume Recruiting Training. You can record notes about the interview in the AMS under the prospect s Activity Record. Normally at the conclusion of the interview you will assist the prospect in creating their agent account and assist them in watching the first training video. If the prospect cannot create their agent account during the interview, change their Status to Evaluation. Once they enroll as an agent the system will automatically update their Status to Active Agent. 5

Comments From Interview Requests Listed below are actual comments from Interview Request Forms received from the HRMC career websites. Remember, there are thousands of individuals looking for the exact opportunity that we offer! "I have been waiting for an opportunity like your company for awhile. I am very excited about working at Harvard Risk Management Corporation." Camp Lejeune, North Carolina "I am very interested to join your team and start my training with Harvard Risk Management Corporation." Los Angeles, CA "It was very interesting watching the presentation. Learned things I wasn't aware of. Looking to share the same info with others to help them in their time of need." Marietta, GA "I am very interested in learning more about Harvard. After watching the video, I feel that I would be an excellent match. I am very motivated to earn a large residual income and I know that with the contacts, influence, and experience I have that it would be very doable. Please let us determine a time to interview soon to get started. Thank you in advance." Alpine, UT "I'm particularly enthused about what your company does because I knew exactly what the video presenter was talking about because just a year ago in December I graduated with a BS in Economic Crime Investigations and have some preliminary investigative experience. I look forward to speaking with you." Chapel Hill, NC "I was impressed with the information given regarding Harvard Risk Management Corporation. I am interested in a phone interview. Please call me so to set up a time and date for an interview. Thank you and I look forward to hearing from you!" Ontario, Canada "Sounds like an interesting opportunity... I need more information! Please let me know via email what time to expect your call. Thank you very much!" Yucaipa, CA "I am extremely interested in the management and agent positions with HRMC. Please contact me to schedule an interview." New Orleans, LA "HRMC provides services in a rapidly growing area of risk management, and I am very interested in an interview to determine if we are a fit for each other. Thank you for the opportunity to view the video and to learn more about this new career." Palm, PA "Hello, I have watched your video and I am quite interested in your company. I value the spirit and beliefs that the company has. I am a retired law enforcement manager and therefore I am quite interested in the public safety marketing aspects that were presented." Las Vegas, NV 6

Interview Outline Questions for the Prospect: Based on the information that you have seen so far, what is it that interests you the most about our company? What position are you most interested in? (Group Sales, Management, Individual Sales) What do you consider to be your greatest strength? We are looking for individuals that are self-motivated and capable of working under little or no supervision. Do you feel that you can excel in that type of work environment? Current income level? As you may know, we have dozens of qualified candidates applying for this position. Tell me why you feel the position should be offered to you? What is your best quality as an employee? What is it that drives/motivates you? (Family, money, hobbies, time freedom.) Are you interested in full-time or part time? Where do you see yourself in ten years? Information to Share About the Company & the Positions: HRMC is the largest benefit broker for legal and identity theft plans in the US. We approach companies by offering them a FREE identity theft workshop for their employees. During the workshop, we educate the employees on the different types of identity theft and show them video clips from CNN and other news outlets. At the end of the workshop we don t sell a plan, but we simply recommend a solution. We have looked at all the identity theft plans available in the market, including LifeLock and other identity theft protection plans, and this is the one that we RECOMMEND because of these specific features and benefits. We provide a state-of-the-art training and support platform which includes over 100 hours of video and audio training segments. There may or may not be a licensing requirement to market the legal plan, however, the identity theft plans can be marketed without a license in any state. We commonly market the LegalShield and IDShield products together (bundled) at a group rate of $33.90 a month for both plans. The top commission on this is $237, which is paid out on each employee that participates in the benefit. To get to the top commission, you need to write 100 total memberships and maintain at least 50 membership sales a month. If you write just 50 memberships a month, your monthly commission would be $11,850 ($237 x 50) which is an annual income of over $141,000. There are also many bonuses and incentives available (example: If you write 50 memberships a month for three months you can earn a $7500 bonus!) We provide a Contact Management System that helps keep track of your contacts and shows you a picture of the company website, a map, etc. We also provide access to several personalized membership exposure websites. We provide field training, where you can spend time with one of our top producers in your local market. Steps to Getting Started: 1. Create an agent account at www.harvardbenefits.com. Provide them your agent ID number as their access code. 2. Go through the online training and complete the two quizzes and print out your training certificate. 3. Purchase a LegalShield membership for yourself. Use your membership so that you increase your belief in the product. 4. Schedule a Game Plan Interview to review the training and create a plan to get Fast Start Qualified. 7

Step 3 - Agent Enrollment & Training The fortune is in the follow-up! Some prospects will move quickly through the exposure process and others may take several months. Be sure to create a good system so you can effectively followup with your prospects. Remember, professionals sort and amateurs convince. Most people will not be interested in doing this these are not the people you are looking for! You can click on the number in the AMS pipeline to view the prospects in each status category. This is helpful when doing your follow-up calls because you can scroll through each prospect with that particular status and make notes while doing your follow-up calls. The next step will be to have them enroll as an agent at www.harvardbenefits.com. This will give them access to the online training and get them plugged into the weekly conference calls and support system. To enroll an agent simply have them go to www.harvardbenefits.com and click on the Agent Access link at the top. They can then select Create Agent Account and go through the agent enrollment process. The access code that they use will be your agent ID number. This will ensure they become part of your HRMC team. You will be notified by email once they create their agent account and you will also see their name appear under the View Agents tab in your AMS. It is key to stay in continuous communication with each of your new agents. The system will notify you as they complete each section of the online training. You can also see your agent s training progress in the AMS under the Training tab in the Agent View. Use the Getting Started Checklist under the Checklist tab in Agent View to assist you in getting your new agents plugged in, paid, and promoted. You can do a Game Plan Interview with each new agent to help them set their goals and develop a road map for success. Agents will automatically be given access to the Harvard Advantage program for 30 days when they enroll as an HRMC agent. This can be extended an additional 30 days once they add at least 25 names to their warm market list. Be sure that you spend time with them and assist them in understanding how to use the tools and how to enroll LegalShield members. Be sure that you are available to answer their questions and support them in getting started. Your goal should be to have them complete their new agent training within the first 48 hours. You can view the progress of their training under the training tab in the AMS Agent View. 8

Step 4 - Enrolling Your Agents as a LS Member The very best time to offer the membership to your new agent is when they have completed the first section of the training. They have just had a three and a half hour membership presentation and should be at their peak interest. Some language that can be used when offering the membership includes: Now that you understand a little more about the LegalShield IDShield plans, you can see why thousands of people purchase a plan each and every week. Let me share with you some of the key reasons all of our top producers and most of all of our agents own a plan for themselves: 1. Value. The biggest reason is the plan has great value and saves you money. With a LegalShield membership you will have access to top rated attorneys for unlimited consultation, letters and phone calls written or made on your behalf, review of contracts or documents, preparation of your Last Will and Testament, traffic ticket representation, IRS audits, and law suit defense. You will also have access to the best identity theft protection plan on the market today. 2. Sales is a transfer of belief. Top producers are constantly sharing ways that they used their personal membership. That s what sales is all about. Sharing with someone something that you really believe in. 3. Vesting of your renewal commissions. Are you familiar with the word vesting? LegalShield does not have a production requirement in order to be vested to your renewal commissions. In other words, you do not have to continue selling plans in order to receive your renewals. The only vesting requirement from LegalShield is that you own a personal membership. As long as you have an active membership, you will continue to receive your renewal commissions. Most of our agents have the combo plan which is the LegalShield and IDShield plan combined. This plan is only $39.90 a month. Many agents also add the Home Business Supplement, which provides additional legal protection for your home business. This is only $9.95 a month and is a great value. You can have them enroll as a member through your LegalShield enrollment website. You can also have them fill out a membership application on paper and walk them through this process. Then you can have them scan the application or take a picture of it and send it to you. Be sure that you check the LegalShield Membership box on the Agent View/Checklist tab. When you check this box it will add a LegalShield Membership icon to your AMS Agent View page and will update your key indicator numbers. Be sure and check the membership box under the checklists tab to add the LegalShield Member icon to your AMS. 9

Step 5 - Getting Your Team Into Production Once an agent has completed their online training it is recommended that you have a thirty minute game plan interview with them. During this game plan you can discuss the details of getting started by writing their first memberships. An outline of the game plan interview is available under your scripts in the AMS. During the game plan be sure you review Performance Club and be sure they understand how the program works. Also be sure they understand the marketing plan and how they are paid, and that they are properly prepared to begin writing memberships. Do they have applications, brochures, and a membership flip chart? All of these items are included in an Agent Resource Manual, which is part of the Agent Starter Kit. During the game plan, have them practice filling out a membership application either on themselves or on you. Recognize them for doing a great job to build their confidence. Encourage them to develop a list of their warm market contacts. Encourage them to set appointments with their contacts and begin making membership presentations. It s a good idea to have them give you a membership presentation over the phone. Once again, encourage them and recognize them for the things they say well to build confidence. Assist them in using their www.hrmcplans.com website to present the membership to prospects that are not in their area and through social media. Once they enroll their first LegalShield member, have them complete an associate agreement in the back office under Certifications. Submit their associate agreement to LegalShield with the $99.00 associate fee. Once they have been assigned an associate number, have them upload their membership so that they can get paid their first commission check. Be sure and check the Associate box under the checklists tab to add the LegalShield Associate icon to your AMS. 10

AMS Evaluation As discussed in the online training the green boxes at the top of each page in your AMS indicate exactly what you should be doing with your prospects and agents. Listed below is a summary of these notes so you can evaluate your performance. Batch Log: Note: The Resume Batch Log is an electronic notepad that keeps track of when you send and resend both your opt in and STS emails. It is recommended that you resend your Opt In and STS emails every seven to ten days until you have sent a total of five emails to each group. You need to look at your AMS batch log and be sure that the opt in and STS emails are being sent out at least every 10 days. If they are behind email support@harvardbenefits.com Calls to Agents: Note: You should be in regular contact with all of your agents. You should call each new agent every day until they complete their training process. After the agent has completed their training, stay in regular contact with them (every 2-3 days) and assist them in getting Fast Start Qualified. Also call your active agents every week and promote the conference calls and upcoming events. Pull up your Agent view and be sure the Last Activity date on the right show that you have made calls with your agents at least weekly. Calls to Prospects in Interview Status: Note: As soon as you receive an Interview Request you should contact the prospect and schedule an interview. Time is of the essence on these and your goal should be to conduct the interview within 24 hours of receipt. After your initial call attempt you can send an Interview Request Received email from the Prospect Emailer in the AMS. You should call your interview requests five times the first week and then three times the second week and send an email each week. After 10 calls and four emails (14 total contacts) you can make the prospect inactive. Click on the Interview Status number in your AMS pipeline and look at the Last Activity Record date on the far-right column. You should be calling your interview requests at least every 2-3 days so no date in this column should be over 3 days old. Calls to Prospects in Evaluation Status: Note: Be sure that you contact prospects that are in evaluation status every 2-3 days. Your goal with these prospects is to get them to create their agent account and get started with the online training. Remember, they are not yet agents so they are not receiving conference calls reminders and do not have access to the online training. Click on the Evaluation Status number in your AMS pipeline and look at the Last Activity Record date on the far-right column. You should be calling those prospects in evaluation status every 2-3 days. Review your Conversion Percentages: You should be enrolling at least half of your Interview Requests into agents. So, if you have 12 IR s for the month, then you should have 6 agents for the month. You should have 50% of your agents completing their New Agent Training and purchasing a LegalShield membership. So if you have 6 agents, 3 of them should have a LegalShield membership. 11

Step 6 - Working the Numbers Here is a breakdown of the expected results that you should have with 1000 resume leads. 1000 Leads 10 Interview Requests 5 Agents 2 LegalShield Memberships 1 Fast Start Associate Listed below re the company standards for the four main key indicators. Be sure and download a copy of the Key Indicators and the Standard of Excellence document for training and information on how you can improve the percentages of agents that complete their online training and move into production. Key Indicator Standard of Excellence Agents Who Have Started Training 100% Agents Who Have Completed Training 70% Agents With a LegalShield Membership 60% Agents Who Have Fast Start Qualified 30% 12