Loyalty Pawn's Three Balls Chronicle Volume 2 Issue 8

THREE BALLS CHRONICLE VOLUME 2 / ISSUE 8

August 2019

IN THIS ISSUE

Team Loyalty!!

Letter from the President Letter from the General Manager Loyalty Pawn Family Store Manager Updates Golden 1 Center Events Upcoming Sales Upcoming Birthdays and Anniversaries and New Hires Top Performers in July Loyalty Pawn’s Core Goals, Values and Visions Employee Services Corner

Read more to find new events at the Golden 1 Center and remember to turn in your ticket request forms as soon as you see an event you want to go to so we can accommodate any requests and don’t forget to visit the Employee Services corner for your chance to get an 8 hour day of paid time off!! Read page 8 to find some more good tips on how to sell jewelry!

Letter from the President Hello Team Loyalty, We are kicking butt in our loan growth WAY TO GO!! We continue to hit new loan balance record numbers so keep up the great work in that department. We are approaching the holidays quickly and looking forward to how successful our teams will be during that busy time of the year. This would be a great time to start asking our clients if they have any ideas for Christmas gifts the need to get and get that information in our call back binders. This is a great time to start asking since we just had Christmas in July.

We have been really pushing our sales numbers at all locations and at all teams are doing a good job, now with that being said we can and need to be better. Loyalty Pawn has provided new tools and new education to nearly the entire team and we will continue to provide all the latest education, ideas and tools to help promote our culture, sales and client engagement. Thank You to everyone for all the hard work and efforts you are putting in to reaching our goals and as I have said in the past Loyalty Pawn is growing in all areas sales, loan balance, layaways and our company CULTURE!! As mentioned above the holidays will be here before we know it and looking forward to seeing all of our teams crush our projection numbers.

I want to give a HUGE shout and Thank You to Joseph Contreas, Cody Lathe and the entire El Camino Team for their vigilance, quick thinking and excellent detective work when the realized criminals bring in the special needs bike that was featured on a KCRA segment and help assist law enforcement in getting the bike back to the special needs kid and his family. This brought Loyalty Pawn some great publicity and was just the right thing today. THANK YOU, Team El Camino!! It would also be remiss if I did not mention that Team Roseville also assisted in the return of a good friends of mine golf clubs that were stolen from his car in front of his house. We did not get the publicity like we did from the bike transaction, but my friend was definitely appreciative, and it just goes to show that all of us here at Loyalty Pawn are staying vigilant. THANK YOU TEAM Roseville!! Always remember WE DO NOT WANT STOLEN MERCHANDISE. Thank You Stan Lukowicz, III 2

A Letter from the General Manager Hello Everyone, Hope everyone has enjoyed this nice summer heat! We have had a very interesting month in loan growth, sales and new customers! For the month of July, we increased our physical loans by 966 for the month with Broadway having the largest increase of physical items of 270 more loans than the ending of June. Way to go Broadway!! We have also reached a new high for New Customers. Both El Camino and Florin had an average of 8 new customers a day! This Is 3 more per day beating our 5 per day avg. Much is to credit this increase from customer service, reviews, and engagement! Thanks for everyone’s continued hard work!

We are delighted to have a new team member Connie, join our team. Connie has joined our West Sacramento location. Please feel free to reach out and introduce yourselves! Loyalty Pawn is eager to continue to bring on new talent and is happy to see that we are filling in some of the voids throughout the company.

Since we have began the sales incentive, we have never had all the SLA’s at one location earn a weekly incentive until July. I would like to sincerely thank the team members at the Roseville location. Dominic, Tony & Ramsey hit incentive every week! Dominic was 1st place in sales, Tony was 2nd and Ramsey was 3rd for the entire month of July. Way to go gentlemen!!

We continue to strive and look forward to every SLA hitting their weekly incentive goal!

It has been a little over a year since we started to offer the AJP GIA course to our team members. Talking to those who have taken the course, everyone seems to have appreciated the opportunity to increase their knowledge in diamonds and jewelry in general. Currently, 75% of our staff have taken this course and we look forward to offering this within the next 8 months to the other 25%.

To conclude, many team members are seeking ways to get involved to learn more. We have access to weekly webinars that the management team of the stores will share weekly.

These webinars are typically 5-7-minute industry specific updates that cover many things such as: sales, product knowledge, customer/sales standards, add-ons, jewelry knowledge and much more. If you have missed out on some of these, please let your leadership teams know so they can supply the information.

Wayne Silliman General Manager “Risk more than others think is safe. Dream more than others think is practical.” — Howard Schultz, CEO of Starbucks 3

Loyalty Pawn Family Hello Loyalty family, Another month is gone and boy it’s been a hot one. A lot of great thing are happening at Loyalty Pawn.

First, we got to celebrate Dominic’s great sales record and success by inviting him to go to Phoenix Arizona and train with none other than Mr. Greg Weiss G.G (GIA) for ICG. This was a great learning experience for him and it’s really going to add more ammunition to be able sell quality jewelry. When speaking to him I asked him what was one of his biggest take-aways and he said learning the terminology of a diamond and getting hands on with grading diamonds. I know when we got back from Arizona, I found myself trying to grade every diamond I could get my hands on to test my new skills. When I’m going around to the stores, I will be going over this training with everyone so we can all be on the same page. One more thing I would like to mention is the great job the entire company has done staying communicated. It is no secret that we were able to recover one of the bikes for the special needs kid at El Camino and the golf clubs that were taken from the owner’s buddy. I didn’t realize how big of a story this was until I personally received a call from a special needs teacher from Iowa thanking us for doing such a great job in recovering that bike. She gave big praise to the employee who recovered it and even mentioned that because of people like him we can make this world a better place. Great job everyone and let’s continue to be the benchmark of what a Pawn Shop should be. With that being said, this month we are going to get to know the real hero of that bike recovery: Joseph Contreras.

Joseph was born August 17th, 1993 in Fairfield California near the bay but if you ask Joseph, he considers himself a bay area kid. He the oldest sibling of three boys. He considers himself extremely lucky he was raised with all boys. He was born in Fairfield, but he was raised in a farm in Vacaville. On this farm his grandfather raised roosters. It was all sorts of fun for Joseph and his family he remembers running, riding bikes, and pretty much getting into any kind of trouble out there. One of his troubled memories was shooting his nerf gun at a rooster scaring him so much it actually passed away. As you can imagine grandpa wasn’t too happy about that. Also being raised on a farm it made him very humble since they didn’t have much, but they made do with what they had and still being able to have fun in the process. When he was in the 6th grade his family moved to Sacramento in 2004 due to some family unfortunate circumstances. When he first got here it remembers it was a pretty big culture shock especially coming from a quiet farm life to North highlands risky life. He went from chasing roosters and playing with critters to seeing helicopters flying by and police chases. It took about a year for Joseph to get acclimated to the idea of living in the city by playing sports. He was involved in playing football since the 7th grade where he was a lineman. Being raised in the house he was raised in he gives a lot of credit to sports for shaping him up into the man he is today. After high school he went bouncing around from job to job working in such places like Cache creek, Thundervalley, distributing beer and mainly warehouse jobs he finally settled in the pawn industry when Josh Perry who is like his brother in law told him to apply. He has now been in the industry coming on three years in November. He fell in love with the Pawn ever since he was able to help and make a difference in peoples lives that are in similar upbringings as he did, I’m sure some of us can relate I know I can. This was a job that turned into a career for Joseph and what keeps him coming back to work is the culture that has been built by the company but especially the El Camino location which feels like a family and the sky is the limit on where he can go in the company.

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Shop Talk Manager Updates El Camino Team Loyalty, We had a pretty go month this month over here at ELCO. We did lose a team member but the whole team really came together to make sure everything was still done with his absence. We also broke the company record for the most add-ons in a single month hitting 166 in total! On top of that we were on the news for Joseph's great attention to detail and helping a family in need recover a stolen bike. This was great for the whole community and shows our commitment to it. We see great things coming this month and will see more great strides!

Cody Lathe

Florin Mall Hello Loyalty Family, I’m am excited to see how fast we are growing as a company in loans and in sales. What’s happening at Florin, well we have great news and would like to welcome a new edition to our Loyalty Pawn Family. We would like to congratulate Marcos Barragan and his family with his new edition baby girl. July was a great and successful month; we were able to hit $60k in sales and we were able to generate over $31k in new layaway's for the month of July. With the new promo we have for the month of August let’s keep the momentum going and continue to grow our sales. Remember school is just around the corner so this is the perfect opportunity to sell our laptops/tablets.

Mark Xiong

Roseville Hello Team Loyalty, Roseville has been crushing it the past 2 months straight. Sales are the highest ever in company history as well as our loan balance and buys. I want to let everyone know that we are doing amazing things and everyone at Roseville is excited to watch the company grow so quickly. We are officially done with July and the 3rd quarter is looking like a bright one. We celebrated the team for there sales last month and had a celebration dinner at Cattleman's steakhouse. Everyone had a great time and are all looking forward to many more celebrations with the numbers were producing. Hope everyone has a great August and lets hit those goals.

GO TEAM LOYALTY!!!

Dylan Tinkleneberg

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Broadway Hello Everyone, Broadway had an amazing month with $51000 in loan growth we are sad to be losing a team member Christian is moving to Oregon to pursue a new dream so we want to wish him the best of luck with his new journey.

John Mark

West Sacramento Hello Team, I am every excited to inform everyone, that we have a new employee at West Sac. Connie B. is the newest addition to the Loyalty Pawn family. Please make sure to reach out to her and welcome her to the team. On a more serious note, we need to address the act of opting in customers to our TEXT MESSAGING REMINDER PROGRAM. Unfortunately, we are not seeing the numbers that we would like to see for text reminder opt-ins. It is very important that every Loyalty Pawn team member is capturing a correct cell phone number and opting in customers for text reminders. Loyalty Pawn spends a large amount each month on sending reminder notice and if we can opt-in more customers for text messaging reminders, we will save huge.

Please make it a priority to opt-in every customer you help. Thank you, and if you have any questions please reach out.

Fun Fact: Nationwide on average most pawn shops send 90% text messages reminders and 10% mailer reminders.

Thank you, and GO TEAM LOYALTY Justin Martinez

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Golden 1 Center Upcoming Events

As a quick reminder, remember to turn in your ticket request forms 2 weeks prior to the event you would like to attend. Also please send a pdf copy of your filled out form to lauren.l@loyaltypawn.com, stanjr@loyaltypawn.com and wayne@loyaltypawn.com. Thank you!!

Event

Day

Date

Time

Dave Matthews Band Iron Maiden An Evening with Cake & Ben Folds John Mayer Post Malone WWE Hell in a Cell Kings vs. Jazz (Preseason) Chris Brown Jonas Brothers Kings vs Melbourne United (Preseason) Luke Combs 94.7 Twenty One Pilots Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Eric Church Eric Church Maná

Saturday Monday Wednesday Tuesday Thursday Sunday Thursday Saturday Tuesday Wednesday Saturday Sundat Thursday Friday Saturday Saturday Saturday Sunday Sunday Friday Saturday Wednesday

September 7th 2019 September 9th 2019 September 11th 2019 September 17th 2019 September 19th 2019 October 6th 2019 October 10th 2019 October 12th 2019 October 15th 2019 October 16th 2019 October 26th 2019 November 3rd 2019 November 7th 2019 November 8th 2019 November 9th 2019 November 9th 2019 November 9th 2019 November 10th 2019 November 10th 2019 November 22nd 2019 November 23rd 2019 November 27th 2019

8:00pm 7:30pm 7:00pm 7:30pm 8:00pm 3:30pm 7:00pm 6:30pm 7:30pm 7:00pm 7:00pm 7:00pm 7:00pm 7:00pm 11:00am 3:00pm 7:00pm 12:00pm 4:00pm 8:00pm 8:00pm 8:00pm

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5 More Jewelry Selling Tricks Trick #11: The Price Range: When you show or display a display or say a RANGE OF PRICES. Why is this so AWESOME? Its shows you can personalize it just for them. It helps them not be scared by price. It prevents them from shopping around and it might help you upsell. Think about it, almost every ring you have 'can be made' with higher or lower, less or more diamonds right? So quote a RANGE Instead.

Trick #12: David of David's Jewelers in Alabama has a great sales tip. Put the ring on the client's finger in the first minute of conversation. As you talk about the diamond, start referring to the diamond as "YOUR DIAMOND" and pretty quickly in the customer's mind it will be.

Trick #13: Touch: A study done with a car salesman found that if the salesman touched the customer's arm, the customer rated that salesman as being more kind, more friendly, and more agreeable. Not sure about touching a customer? Then give them a warm drink instead. Studies show that when people hold something warm, they have a more positive outlook.

Trick #14: Magic in Advertising: I am a big fan of what is called magic in advertising. This is where your claim borders on the ridiculous. For example if you tell people a certain perfume makes you smell nice no one listens, but if you tell people it will make you taller and get better parking spaces people listen and there is a tiny bit in all of us that wants to believe it.

Trick #15: Researchers found that when waiters repeated a customer's order back to them, in the same words, tone, and verbalization, they found tips went up 70%! How can this be? We prefer people who are similar to us. It creates stronger bonds and increases likability. Try sounding and even mirroring the posture of your customers and see sales increase.

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August’s Upcoming Sale

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Anniversaries, Birthdays and New Hires August Anniversaries Joshua Perry 1 year Paul Molina 1 year Travis Tobin 4 years Brittany Walker 4 years Marcos Barragan 10 years Javier Becerra 13 years

August Birthdays David Palomares August 5th Jose Velazquez August 9th Joseph Contreras August 17th Justin Martinez August 29th

July New Hires We would like to welcome our recent new hire to our Loyalty Pawn family. Cornelia Byrd will be joining our West Sacramento location!!

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TOP PERFORMERS IN JULY Sales in Dollars

Productivity in Dollars

Phys. Transactions Done

Dominic Tognolini (Roseville #3)

Tito Molina (El Camino #1)

David Palomares (Florin #2)

2nd Tony Ferrari (Roseville #3)

Paul Molina (Roseville #3)

Paul Molina (Roseville #3)

3rd

Lewis Ramsey (Roseville #3)

Brittany Walker (Roseville #3)

Earnest Bryson (Florin #2)

4th

Mark Xiong (Florin #2)

Earnest Bryson (Florin #2)

Dominic Tognolini (Roseville #3)

5th

Earnest Bryson (Florin #2)

Dominic Tognolini (Roseville #3)

Lewis Ramsey (Roseville #3)

1st

Loan/Buy/Layaway End of Month Balances Loan Balance

Buys Balance

Layaway Balance

Loyalty Pawn #1 El Camino

$1,203,303.00

$5,941.03

$90,772.11

Loyalty Pawn #2 Florin Mall

$1,450,635.00

$5,806.00

$90,678.36

Loyalty Pawn #3 Roseville

$1,096,773.00

$7,540.00

$83,799.64

Loyalty Pawn #4 Broadway

$858,428.00

$6,152.00

$81,094.43

Loyalty Pawn #5 West Sacramento $470,785.00

$5,209.00

$55,513.89

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Loyalty Pawn’s Goals, Values, and Visions “The Leader in Local Lending” Company Wide Goals • To Offer Immediate Relief with a Short-Term Loan.

• To Develop, Recruit and Inspire an Elite Work Force, Driven by

Loyal Business Practices.

• To Provide the Highest Standard of Quality, Commitment and Value to Every Customer in Our Loyalty Pawn Family!

Core Values • Loyalty • Dedication • Creativity

Company Vision • Loyal People Committed to Everyday Satisfaction

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Loyalty Pawn Employee Services Corner August Fun Factoids As we begin to transition from summer to fall, August holds the wackiest of kooky holidays of all! Try these on for size: Wacky August Holidays 2019 (from the Farmer’s Almanac) Have fun with these strange celebrations!

• • • • • • • •

Aug. 1–7: International Clown Week Aug. 8: National Sneak Some Zucchini Onto Your Neighbors’ Porch Day Aug. 10: National S’mores Day Aug 12: Vinyl Record Day Aug. 13: International Left-Handers Day Aug. 17: International Geocaching Day Aug. 17: World Honeybee Day Aug. 25: Kiss-and-Make-Up Day

According to pop culture madness, August was named in honor of Augustus Caesar. It has 31 days because Augustus wanted as many days as Julius Caesar's month of July had. True story! Previously named Sextilis in Latin, it was the sixth month of the Roman calendar. But a las, we know it now to be the 8th month of the Gregorian calendar year.

The traditional birthstone amulets of August are the peridot and the sardonyx; and the gladiolus and the poppy are the month’s traditional flowers. August is shared by the astrological signs of Leo the Lion and Virgo the Virgin, and is sacred to the following Pagan deities: Ceres, the Corn Mother, Demeter, John Barleycorn, Lugh, and all goddesses who preside over agriculture.

REMINDER: $$ 401k-Update $$ Do you want to know more about your 401k? Or if you’re not enrolled in Loyalty’s pre-tax contribution retirement savings, would you like to learn more? Did you know that after 12 months of service, Loyalty contributes 3% of your gross compensation each pay period—even if you’re not enrolled? Connect with Employee Services and learn how you can enroll online and start saving today for your retirement future!

No-Winner of July’s Who’s that Baby Now Contest-because I need more baby photos!!!

Enjoy the month of August filled with pagan rituals and astrological kookiness! Be safe! Send in more baby photos and remember, if you need HR, Payroll, Benefits, or Family support, Loyalty Pawn’s Employee Services is only a phone call, text message, or email away, 24/7/365.

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Corporate Office: 1708 Broadway Sacramento, Ca 95818

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