Loyalty Pawn's Three Balls Chronicle Volume 2 Issue 7

THREE BALLS CHRONICLE VOLUME 2 / ISSUE 7

July 2019

IN THIS ISSUE 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 June Loyalty Pawn’s Core Goals, Values and Visions Employee Services Corner 4th of July Word Search

Team Loyalty!!

Happy 4th of July! We hope that everyone has a great day celebrating the 4th with their friends and family! 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 good tips on how to sell jewelry!

Letter from the President Greetings Team Loyalty, June is over! Half the year is over can you believe it. We have accomplished so much this year already reaching our metrics in almost every category. We have also had many great learning opportunities; GIA training, Brad Huskiens IAS Sales and Management training, many of our team has read the Munchies for Sales People and it has showed in their overall sales numbers and technics (KEEP UP THE GREAT WORK), ICG Smart Financial SLA and management training, ICG/ Smart Financial SMART CAMPS and some of us attended our CAPA NORCAL Conference. Loyalty Pawn believes the more well equipped we are as team leaders and sales lending associates the better our culture has become, and recent studies show that culture is the number one driving source of any size company’s bottom line. Please take advantage of these opportunities as they will only help us grow personally by adding to your own resume, as a store level team with us being more knowledgeable and confident in our transaction which makes each store operate more efficiently and at a company level as mentioned above in the overall company culture.

I would like to take this time to congratulate, Dominic Tognolini! We all know that Dominic is a great sales man but is everyone aware that he has achieved the number one sales position in five of the first six months of 2019. That is an amazing accomplishment as there are thirty-five plus team members gunning for that number one sales position every month. I am confident that Dominic will continue his great sales numbers over the next six months, but I am also confident that many of our team members will be closing in and or obtaining that spot. With the tools that Loyalty Pawn has provided and will continue to provide we all can be the great sales person that Dominic has become over the course of his working career. We as a company are very lucky that Dominic started his professional career in sales when working for himself and improving his skills with others and in his very own successful company and now brings that wealth of information to Loyalty Pawn, Thank You Dominic! We have extended and Dominic accepted an offer to Dominic to participate in an intensive four-part jewelry training and educational seminar put on by the ICG/ Smart Financial team BECAUSE he is our Team Sales Leader! Javier and Dominic will be attending this training in Arizona the week of July 8th.

Again, let's all celebrate Dominic and his accomplishments here at Loyalty Pawn and the opportunities will be available to all team members that are exceeding company and personal goals. Thank You Dominic and have fun and learn on this trip. Please let us all know how your experience was.

Gratefully to All, Stan Lukowicz, III

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A Letter from the General Manager Greetings Everyone!

We have had a tremendous first half of 2019! We are happy to report that through all the digital marketing, podium, reach local and other avenues, we are seeing an increase in foot traffic and positive reviews. These really couldn’t happen without teams who are engaged and live our vision, values and goals! In just the last week of June both the West Sacramento and the Florin location broke 1,000 google reviews with a score of 4.9 and better. These are true testimonials from our loyal clients, and we couldn’t be prouder!

I would like to take a moment to discuss the company’s sales for June 2019. In the month of June, Dominic T. was the top salesman at $25,034.64 and hit bonus each week. The 2nd place salesman was Josh Bonton at $10,990.70 and the third place is Rahkell Howard at $10,571.90 and hit bonus twice in June. The first Place Salesman for the Quarter was Dominic T. 2nd place Jose Morales and 3rd place Tony Ferrari. Congratulations!

Training opportunities: So far this year, we have had an educational sales seminar with Brad Heusken to help finesse our sales skills. We have also had the Joe’s come and give a seminar as well. Some of you have also had the opportunity to attend the AJP Gia course as well. These are all great educational tools to help us become more familiar with our products, clients and market trends. Stan and I are delighted to see that so many of you are eager for more training! If you are one who is looking forward to more training in sales, jewelry, or pawn products, please bring your ideas to your store manager so we as a company can help mold future training guides. The knowledge we gain will give us an industry competitive advantage!

Lastly, this quarter is going to be a wild one. Our goal is to progressively do better year after year. Its exciting to know that we have more tools to do so than we had the previous year.

I’m confident that we will hit milestones this quarter which will ultimately prove successful compared to last years quarter 3. The Christmas in July promotion will certainly help pad the sales for months to come as well! The opportunity is yours to increase your weekly sales to hit the bonus. Let the creativity flourish!

Sincerely, Wayne Sillimman General Manager “Keep your eye on the target and mind on the goal”. – Steve Krupnik

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Loyalty Pawn Family Hello Loyalty family, Wow, another great month and finally the heat is here. Make sure that we are providing everybody with white gloves customer service and offering water to our clients. I know people tend to get on edge when it’s hot outside and miserable. What a great opportunity we had with the training seminar that we went through with Mr. Brad Huisken I know I grasp a lot through his training. I can’t to start implementing some of this training into the stores. Knowledge is power and I’m so glad that the company has provided this training for us and giving us more ammunition, we can use to boost up our sales. I know one of my biggest takeaways from the training was the closing ratio average that we can all be using to keep ourselves accountable for how much we can close and use those neat little tricks that we can increase our sales. I’m also excited to see our Christmas in July sale and how every store is going to decorate their stores.

Let’s use one of our core values and be as creative as possible. This is always a great opportunity for us to not only sell stuff but put stuff on layaway remember our 10-20-30 sale which if you put 10% down you get 20% off on layaway or you can buy it out right for 30% off.

This month we are going to get to know our team member Rahkell. She is one of the newest team members for the El Camino location but defiantly not new to the pawn Industry. You may also recognize Rahkell from El Camino’s going live videos on Facebook she really brings a positive and inviting attitude to the store. Loyalty Pawn is happy to have her in the family.

Rahkell was born in Oakland, CA and she stayed there until she was 16. where she left her family for greater things but she visits them regularly. She left because she needed a new environment and a better place for school and education. She has been in Sacramento for 4 years and she likes the culture of the town and how everyone is nice especially compared to where she lived before. She likes to write poetry, sleep, likes to visit her nephew, find new and exciting things to eat around town. Her favorite place to eat currently is firehouse crawfish because she loves seafood. She has enjoyed the culture of the company; the company seems to care about how everyone is as a person and not just another employee. She also loves the team that she is currently working with and loves how everyone invited her with open arms. She is looking forward to gaining more knowledge on high end watches, diamonds and has a very achievable goal to be top three in sales next quarter and I know that she can get to that goal.

She is currently learning sign language to better help our clients and her nephew. She loves animals so she would love to be a vet tech or eventually work with animals in one way or another, maybe even volunteer at a zoo. She is hoping to eventually get an appenzeller hound dog soon. She is fitting in well with the culture with the idea that everyone cares about the customer, while that made her stand out at her last job she loves the fact that everyone here seems to care about the customer and what is going on in their lives. All in all she wants to do everything that she can do to be the best for herself and the company and I only see great things in the future for her.

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Shop Talk Manager Updates El Camino Team Loyalty, We had a great month this month! We started with a game to be #1 in sales this month and we were neck in neck with Roseville but they did beat us out on the last 2 days of the month. We want to say congrats to Roseville for really putting the work in at the end of the month to catch up and win! This was Tito's first month of being Senior SLA and he blew it out of the water, its like he was born to do this. Also, we want to say good job to Rahkell for being #1 in sales this month and it is only her 2nd month. This was a great month for ELCO and we see a great July coming.

Cody Lathe

Florin Mall Hello Loyalty Family, Wow, we are halfway done with 2019 already. Time sure fly by fast. We at Florin is happy to announce that one of our team member Marcos is expecting to have a baby girl in this upcoming month and we are excited for him. It is so awesome seeing Florin and West Sac hitting over 1000 reviews. Great job Wes Sac and thanks for the challenge it was a great run. With 4th of July here please promote our sales and stay safe. “Never stop Learning, because life never stops teaching” Mark Xiong

Roseville Hello Team Loyalty, What’s happening at Roseville. We had a great month of June, we averaged about 8 new customers a day which is awesome. We are slowly becoming the one and only go to pawn shop in the area. We crushed our sales goal with a whopping $62,803 in sales. Last year for the month of June we only sold $34,833. That put us at a whopping 80% increase in sales over last year. The team is doing great. Moral is high and everyone is excited about all the take aways from the Brad Husken meeting. Loyalty Pawn will be treating the Roseville team to a team dinner later this month for there awesome job and effort in sales. We wish everyone a Happy 4th of July, be safe and enjoy this time with your family and loved ones. Let’s make July 2109 the best one yet.

Dylan Tinkleneberg

Broadway Hello Everyone,

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Broadway is happy to say we have broken the 800k mark for the first time ever. We are excited to see that number keep growing as well. Big shout out to Joshua Bonton for the amazing numbers he has been doing at Broadway we are all very proud to have him on our team. Go Team Broadway!!!!!

John Mark

West Sacramento Hello Team, I hope everyone had an awesome month of June and I hope everyone is looking forward to the Christmas in July decoration contest. I am very excited to see all the Christmas spirit and let’s have the best store win. I hope everyone had fun with the BHAG contest and I can’t wait to hear all the positive, image changing, inspirational, and goal setting statements that we have all come up with.

Fun Fact: John Adams believed that July 2 would be the day when Americans would celebrate their independence. On July 3, 1776, he wrote to his wife, Abigail: “The second day of July 1776, will be the most memorable epocha in the history of America. I am apt to believe that it will be celebrated by succeeding generations as the great anniversary festival.”

Justin Martinez

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IAS Training’s Sales Insight Newsletter Communication and Relationships As you already know, we live in a world where we communicate via instant messaging, FaceTime and texting. No one makes phone calls anymore. Even NFL trades are now often completed via text messaging. If you are a salesperson today, then you must be comfortable with all these forms of communication.

The success of any salesperson is built on relationships. Relationships that you can count on for both today and tomorrow. In the past, relationships were fostered via face-to-face conversations, follow-up phone calls and possibly a thank you note here or there. If you did those things and "kept in touch," then you were probably ahead of the game.

Today, though, it is vital that a salesperson be open to all forms of communication. Every customer you interact with and attempt to build a relationship with is going to have their own preference of communication. Some are going to want information via text, some will prefer phone calls and others will still like face-to-face.

If you want to build relationships with your customers, then it is up to you to find out what communication method works best for any given customer and be willing to communicate with them using that method.

If for example, if Tony prefers to receive a thank you via text, then the salesperson should do just that. However, Beth might appreciate the idea of getting a written note in the mail. It's more work for the salesperson, but if they want to continue to build and foster relationships, then they will take these extra steps.

Some customers will even prefer different communication relationships depending on the information being delivered. If it's just a routine follow up, then a text may work just fine. If it is something that is more complicated, then that same customer may prefer a phone call to make sure they understand. Again, it is up to the salesperson to get to know their customers, and how they like to communicate.

It is a different world today with all the different forms of communication, but building relationships is still essential to the success of every salesperson. In order to build relationships, communication is the key; and finding out how each customer likes to communicate will lead to relationships which will lead to more sales.

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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

Micheal Buble Shawn Mendes UFC Fight Night 98 Rock Presents Ozzy Osbourne 102.5 KSFM'S Hella Summer Backstreet Boys Dave Matthews Band Iron Maiden An Evening with Cake & Ben Folds John Mayer Chris Brown Jonas Brothers Luke Combs Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment

Wednesday Thursday Saturday Thursday Thursday Thursday Saturday Monday Wednesday Tuesday Saturday Tuesday Saturday Thursday Friday Saturday Saturday

July 10th 2019 July 11th 2019 July 13th 2019 July 18th 2019 July 25th 2019 August 1st 2019 September 7th 2019 September 9th 2019 September 11th 2019 September 17th 2019 October 12th 2019 October 15th 2019 October 26th 2019 November 7th 2019 November 8th 2019 November 9th 2019 November 9th 2019

8:00pm 7:30pm 5:00pm 7:30pm 7:00pm 8:00pm 8:00pm 7:30pm 7:00pm 7:30pm 8:00pm 7:30pm 7:00pm 7:00pm 7:00pm 11:00am 3:00pm

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Disney on Ice Worlds of Enchantment

Saturday

November 9th 2019

7:00pm

Disney on Ice Worlds of Enchantment Disney on Ice Worlds of Enchantment

Sunday Sunday

12:00pm 4:00pm

Eric Church

Friday

Eric Church Maná The Chainsmokers

Saturday Wednesday Sunday

November 10th 2019 November 10th 2019 November 22nd 2019 November 23rd 2019 November 27th 2019 December 1st 2019

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8:00pm 8:00pm 8:00pm 7:00pm

5 More Jewelry Selling Tricks Trick #6: NUMBER TRICKS: People will spend more money for dinner at a restaurant named Adams 87 than Adams 17. People will pay more for a box of Belgium Chocolate if they 1st write down a high number like 90 vs a low number like 12. Seeing big numbers makes our brains think big. This is why Costco puts their most expensive items like jewelry and TVs in the front. Once you see a $1500 TV $12 does not seem like a lot to spend on cheese. $99 is better than $100, or even $95! Research from Quantitative Marketing and Economics found that putting a "9" at the end of a price really does work. A $39 item outsold the same product priced at $34 by almost 24%. Crazy.

Trick #7: SAY THE PRICE EARLY IN YOUR PRESENTATION: Why? Because they are not listening. All they are thinking is "how much?" "that's nice but how much?" "would she/he shut up and just tell me how much?" f you say the price early, everything you say after ads value to it. By saying the price early it shows you are not ashamed or scared of the price. It shows you have faith in your pricing.

Trick #8: Do not suggest that your customers should shop around. Research from Stanford shows that DECREASES your customer's TRUST in you.

Trick #9: TRICK FAMILIARITY RELAXES PEOPLE: When I sold diamonds on the road, I used to walk into stores holding a Starbucks cup. Why? I have no proof of this, but my idea was if the store owner saw something FAMILIAR, they would feel more comfortable with me. We like things we know. Similarly when I worked in a retail store, I would often approach a stand off customer by placing a tissue box near them. I would say a quick, "I'm available if you need anything". Why? Because some people get defensive if they are approached to fast.

Studies have shown that customer's who were asked 'May I help you?" INSTINCTIVELY said 'no' even if they needed help! it's just a gut reaction we do. If you are cleaning the glass or replacing a tissue box, you become less threatening and people warm up to you.

Trick #10: Achieving Your Goal: This trick is simple but has proven to double results. You need a TRIGGER. If you say “I will loose 5 lbs by summer” you are half as likely to do it than if you said. “when I feels like sweets, I will make myself a cup of tea” or “if I have a craving for snacks, I will chew gum” …If/When works. The CUE triggers the actions. In one study epilepsy suffers were 35% more likely to take a pill when they used if/when. Such as “when I brush my teeth, then ill take my pill” – Pre-suasion by Robert Cialdini

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June’s Upcoming Sale

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Anniversaries, Birthdays and New Hires July Anniversaries Tyler Isley 1 year Megan Combs 2 years Tito Molina 3 years

July Birthdays Jose Morales July 23rd Marcos Barragan July 24th

June New Hires There are no new hires for this month!

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TOP PERFORMERS IN JUNE Sales in Dollars

Productivity in Dollars

Phys. Transactions Done

Dominic Tognolini (Roseville #3)

Tony Ferrari (Roseville #3)

Earnest Bryson (Florin #2)

2nd Josh Bonton (Broadway #4)

Paul Molina (Roseville #3)

Paul Molina (Roseville #3)

3rd

Rahkell Howard (El Camino #1)

Dominic Tognolini (Roseville #3)

Jon Galupe (El Camino #1)

4th

Tony Ferrari (Roseville #3)

Dylan Tinklenberg (Roseville #3)

Parker Hush (El Camino #1)

5th

Parker Hush (El Camino #1)

Jon Galupe (El Camino #1)

Dave Palomares (Florin #2)

1st

Loan/Buy/Layaway End of Month Balances Loan Balance

Buys Balance

Layaway Balance

Loyalty Pawn #1 El Camino

$1,168,601.00

$5,505.50

$102,112.66

Loyalty Pawn #2 Florin Mall

$1,407,194.00

$4,260.15

$106,758.46

Loyalty Pawn #3 Roseville

$1,060,391.00

$13,026.00

$85,388.27

Loyalty Pawn #4 Broadway

$807,373.00

$3,104.00

$94,687.04

Loyalty Pawn #5 West Sacramento $458,322.00

$2,703.00

$50,396.57

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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 Declaration of Independence July 4, 1776 Fun Factoids As we American’s celebrate our nation’s birthday, here are a few fun facts about the founding document adopted on July 4, 1776—by The History Channel. Did you know?

The Declaration of Independence wasn’t signed on July 4, 1776 On July 1, 1776, the Second Continental Congress met in Philadelphia, and on the following day 12 of the 13 colonies voted in favor of Richard Henry Lee’s motion for independence. The delegates then spent the next two days debating and revising the language of a statement drafted by Thomas Jefferson. On July 4, Congress officially adopted the Declaration of Independence, and as a result the date is celebrated as Independence Day. Nearly a month would go by, however, before the actual signing of the document took place. First, New York’s delegates didn’t officially give their support until July 9 because their home assembly hadn’t yet authorized them to vote in favor of independence. Next, it took two weeks for the Declaration to be “engrossed”—written on parchment in a clear hand. Most of the delegates signed on August 2, but several—Elbridge Gerry, Oliver Wolcott, Lewis Morris, Thomas McKean and Matthew Thornton—signed on a later date. (Two others, John Dickinson and Robert R. Livingston, never signed at all.) The signed parchment copy now resides at the National Archives in the Rotunda for the Charters of Freedom, alongside the Constitution and the Bill of Rights.

There is something written on the back of the Declaration of Independence In the movie National Treasure, Nicholas Cage’s character claims that the back of the Declaration contains a treasure map with encrypted instructions from the founding fathers, written in invisible ink. Unfortunately, this is not the case. There is, however, a simpler message, written upside-down across the bottom of the signed document: “Original Declaration of Independence dated 4th July 1776.” No one knows who exactly wrote this or when, but during the Revolutionary War years the parchment was frequently rolled up for transport. It’s thought that the text was added as a label.

Eight of the 56 signers of the Declaration of Independence were born in Britain While the majority of the members of the Second Continental Congress were native-born Americans, eight of the men voting for independence from Britain were born there. Gwinnett Button and Robert Morris were born in England, Francis Lewis was born in Wales, James Wilson and John Witherspoon were born in Scotland, George Taylor and Matthew Thornton were born in Ireland and James Smith hailed from Northern Ireland.

One signer later recanted Richard Stockton, a lawyer from Princeton, New Jersey, became the only signer of the Declaration of Independence to recant his support of the revolution. On November 30, 1776, the hapless delegate was captured by the British and thrown in jail. After months of harsh treatment and meager rations, Stockton repudiated his signature on the Declaration of Independence and swore his allegiance to King George III. A broken man when he regained his freedom, he took a new oath 15

of loyalty to the state of New Jersey in December 1777. Happy 243rd Birthday America!

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!

Winner of May/June Who’s that Baby Now Contest The adorable little guy featured in May/June is non-other than John Mark, Broadway Store Manager. There were a ton of guesses, but no one guessed it was John! John will receive his $50 Amazon eGift card … I need more baby photos! Come on – send me your baby photos! Don’t ya want to win an 8hr PTO Day? Things you didn’t know about John Mark.

Where did you grow up? I grew up in Sacramento CA What did you want to be when you grew up? I wanted to be a police officer What thing(s) would you like to share with the team (things about you) that most people don't know? I am a huge Pokémon and anime fan What three adjectives best describe you and why? Alert, Careful, Clever What is it about the pawn industry that keeps you in it? I enjoy learning new things and ge@ng to do research on items I don’t know things about.

What is your favorite color? Green What is your favorite sport? Hockey and NASCAR What is your most memorable achievement-personally and professionally? Becoming store manager working my way to the top!

Enjoy the month of July filled with patriotic festivities! 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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