1.
A Recruiters Mentality
&
A Builders Mindset
Bryan Daly
CEOVP

2.
Winning comes in stages
….small wins everyday

3.
NO

4.
Everyone Must Pull their own Little
Red Wagon

5.
Build it Three Times
1. In Your Mind
2. On Paper
3. Build it!!!

6.
From Jack Welch, former CEO,
General Electric
“Before you become a Leader, success is all
about Growing Yourself. When you become
a Leader, success is ALL ABOUT GROWING
OTHERS."

7.
10 Keys to a Recruiters Mentality
1 State of Mind It’s about helping more
people faster & having a servant heart
2 All the Time Thing
3 Select Masses of people finding the niche.
Fish in the right pools
4 Quantity to get Quality Sort and Filter. We
never know what is in the heart of a person

8.
10 Keys to a Recruiters mentality
5 Every person is a recruit until proven
otherwise
6 Aim at Recruits and Hit sales
“You are one recruit away from an explosion”
7 Recruit and Train

9.
10 Keys to a Recruiters mentality
8 Recruit and Build
Tell me and I forget
Show me I remember
Involve me and I understand
9 Passion for the Mission and Submit to the
System
10 Recruit to Win - stay thirsty, stay humble,
and serve others

10.
Don’t Be a Complainer!
• Nobody Wants To Hear it
• Nobody wants to be around a cry baby
• Nobody really wants to be around a negative
Nelly

11.
Principle of Escalation
You tell your friend about the agony you went
through with the flu.
Your friend interrupts and says, “You think you
had it bad. When I had the flu, I had a 104
degree fever and had to be rushed to the
hospital. I almost died.”
Complainers love to play this game — their pain
is always worse than yours.

12.
Work Out Partner
• Do you have a GREAT one?
• Lifts You Up and You Lift Them
• Get One!

13.
Winning Principals
Expect to win
Stay in warm markets
Do the right thing 100% of the
time

14.
RECRUITER’S MENTALITY

15.
Five Pointers
1. Over 25
2. Married
3. Home Owner
4. $50,000 household income
5. Dissatisfied

16.
Profile of a New Person
Stop looking for people who want to "sell"
Start looking for people who want to earn
extra income…. change their life
Hire people who want an opportunity
Be selective

17.
Profile of a New Person (Cont.)
Look for 7 pointers
– a. 30 + years old
– b. married
– c. dependent children
– d. homeowners
– e. solid business or career background
– f. $40,000 + household income
– g. Dissatisfied

18.
Where do you spend our TIME?
Four Checkers
1. Self Starter
2. Influence
3. Coachable/Teachable
4. Financial Ability

19.
Sell the Dream and Crusade
Simultaneously
• Entrepreneurial Dream Button
• Client button
• AGAIN….Aim at a Recruit…Hit a Sale

20.
Become a Student of Human Nature
• They're quick to jump to conclusions…DON’T
GIVE TOO MUCH INFO UP FRONT!
• They’re skeptical…THAT’S OK
• They procrastinate
• They dream of great wealth
• They’re curious…THIS IS YOUR BAIT USE IT!!!

21.
Become a Student of Human Nature
(Cont.)
• They don't think they can sell
• They don’t like sales people
• They would like to be their own boss
• They would like to have a business of their
own, but…
• BUT…They all doubt that they ever could or
would...

22.
The Ebb and Flow… Be a Fisher of Men
Don't come on too strong... Entice and
withdraw
Be confident
Be enthusiastic - It's contagious
Think and act like a quarterback. Aim at
recruits...hit sales

23.
Sell the Dream... Build the Team
Share/Develop YOUR PERSONAL STORY
Teach your teammates to share their personal
story

24.
The Magic of Compound Dreaming
• Dream a dream WITH THE TEAM –
“Without a vision the people perish.”
• Then dream another bigger dream –
“There are no lazy people…only people with
impotent dreams.”

25.
The Magic of Compound Recruiting
Salesman
Unemployed
Everyday
Frustrated Mini
Builder
Killing
Empire
Builder
THE POWER OF THE MULTIPLES
Level 1
Level 2
Level 3
Level 4
Level 5
Level 6
0
0
0
0
0
0
1
1
1
1
1
1
2
4
8
16
32
64
3
9
27
81
243
729
5
25
125
625
3,125
15,625

26.
The Dynamics of the WEEKLY
OPORTUNITY MEETING
Re-sell the dream to the existing team
Teach your team how to sell the dream
Sell the dream to the new people

27.
Building Keys
• Avoid panic management
– a. Lack of money…LEARN THE SYSTEM…HOW TO
MAKE MONEY THROUGH RECRUITING. ATTEND
MONTHLY IUL UNIVERSITY 6 TIMES
– b. Lack of activity
– c. Lack of a definite, sound business philosophy

28.
Building Keys (Cont.)
• Building outlets is THE sound business
philosophy.
– a. Opening outlets is an all the time thing
– b. Have quantity to get quality…DUD POWER.

29.
The "Myth" of Training
Weak builder's tendency:
– a. Hire him
– b. Train him
Strong builder's tendency:
– a. Hire him
– b. Build him a team

30.
7 Magic Words
“ Are you in front of your
Computer?”

31.
BUILD A TEAM…
• A HUGE CRUSADE
• UNLIMITED MARKETPLACE… 140 MILLION
POLICIES TO REPLACE
• RETIRE WITH DIGNITY.
• BE A BIG THINKER, AND A BIG DOER
LIVE THE DREAM!!!