business mindset and focus

2. In 2009, 140 banks failed, and another 157 in 2010 (FDIC 2010).
The Failure of the Financial Industry
3 THE SLEEPING GIANT by Ken McElroy, 1st Edition, January 2011.
Nov ’68 – May ’70
Jan ’73 – Oct ’74
Sept ’76 – Mar ’78
Jan ’81 – Aug ’82
Aug ’87 – Dec ’87
July ’90 – Oct ’90
Mar ’00 – Oct ’02
Oct ’07 – Mar ’09
Loss
Loss
Loss
Loss
Loss
Loss
Loss
Loss
36.1%
48.2%
19.4%
25.8%
33.5%
19.9%
49.1%
56.1% (Standard & Poor’s Corporation 2010)
The Bear Market in the last 40 years:

3. The Failure of the Financial Industry
3 THE SLEEPING GIANT by Ken McElroy, 1st Edition, January 2011.
For the last 20 years prior to December 31, 2008, the average annual returns of:
Equity Fund Investor: 1.87%
Fixed Income Fund Investor: .77%
Asset Allocation Fund Investor: 1.67%
Inflation Rate: 2.89% (Dalbar, March 2009)
Real estate loss amounted to $3.4 trillion in wealth, about $30,000 per household.
Stock market loss amounted to $7.4 trillion recently, about $66,200 per
household. (The Sleeping Giant) 3

4. Prudential Financial US agents went from 20,000 to 2,450; Met Life from
14,000 to 8,000. Today, the average age of Life Insurance Agents is 56.
(WSJ March 19, 2010)
The Shrinking Insurance Industry
In 1975: 18.9 million policies sold.
In 2009: 10.2 million policies sold, a 46% decline. (ACLI Life Insurance Fact Book, 2010)
Only 44% of US households do have life insurance, a 50 year low.
Almost 8 in 10 US household do not have a personal life insurance agent
or broker, and most of them say they never did have one. (LIMRA, August 2010)
“Worst of all, 70% of career life agents in their second year make less
than $35,000 a year.
Fewer than 20% of the new agents are still on the job
after 4 years.” (WSJ, March 19, 2010)

5. FOR INTERNAL USE ONLY.
The Wake Up Call
According to a recent survey by Manpower, 84% of employees plan to
look for a new position in 2011. (CNNMoney.com, December 23, 2010)
Half of all college graduates now believe that self employment is more
secure than a full time job. 70% of today’s high schoolers intend to start
their own companies. (US News and World Report, June 5, 2008)

6. Build Your Future
FOR INTERNAL USE ONLY.
3. Give yourself time.
It takes months to receive basic training.
It takes time to have a good team
It takes at 3-5 years to have business in many locations and to
build a solid foundation for your future.
1. Be a good student of the business:
Teachable: the ability to learn
Coachable: the ability to follow
The fastest way to learn is in the field with your trainer.
2. Attend all the meetings.

7. The Magic of Match-Up
The Match-Up System is the key to:
• Width - Profitablibity
• Depth - Stability
• Trains Your Team Properly
Match-Up Power Principles
• Each new associate in the field within 24 to 48 hours with
an experienced trainer
• Helps retain your existing team by allowing them to make
money field training new associates
• Increases activity for the whole organization
• 50% of something is better than 100% of nothing

8. Vice
President
“Life of it’s Own”
I.
A Recruit Isn’t a
Recruit Until They have
A Recruit!
A new person really isn’t
anchored into the
business until they are:
1. Field Trained
2. A Crusader
3. Recruited a New
Person
II
A Leg is not a
Leg until it’s at
least 4 deep
Depth = Security
Drive Deep
• Find Leaders
• Lock in Associates
•Overlapping Leaders
III.
Leg has Life
of it’s Own
At Least
Two layers of
Leaders

9. VP
“Life of it’s Own”
5 People to Train
Monday
Tuesday
Wednesday
Thursday
Friday

10. VP
MatchUp System
Trainer
Trainer
Trainer
Trainer
Trainer
5 Sales
One Night vs. One Week
You Split & Override
Leverage Your Time
Leverage Team
Leverage Earnings

11. VP
100% of Zero is Zero
VP

12. The Law of Averages
And
The Law of High Numbers
The “Law of Averages” says that not everyone you hire will be a Super Star
Plant Many Seeds Because Not All Of Them Will Grow
Hire 25% of Prospects
400 Interview= 100 New People
100 People= 10 Agents
10 agents= One Strong VP
Like Most Business: This Is a Numbers Business
** Remember you are not doing this by yourself you have a TEAM

13. Mindset
 One sale a week
 One personal recruit (4/4/30)
See Income Calculator

14. “Are you in front of your computer?”
Three People a Day

15.  Schedule Must Do’s
 Fill The Nooks and Crannies

16.  Visibility
 Build Huge Prospect Pools
 Learn about People
 Contact and Message

17.  Casual , Fun and Light
 Pictures and Video
 1 in 20 business rule post
 Two Profiles
 Political, Poor taste or R rated humor

18. Check your
 Your Profile, Brand and Message

19.  Own Your Own channel
 People love Video

20.  Go to Local Networking
 Meetup and Coffee
 Target People Take Notes
 Follow up!!!!

21. Everyone -Natural Groups- Occupation
CPA, Tax, and Attorneys
Real Estate Agents, Mortgage Brokers, P&C, Title
Health Agents

22. “Have Diversification
of Income
without Distraction”
I show __________ how to have

23. “Turn Your Competition
Into
A Profit Center”
I show __________ how to

24. “Help Your Clients
and
Help Yourself”
I show __________ how to

25. If you want one year of prosperity,
grow grain.
If you want 10 years of
prosperity, grow trees.
If you want 100 years of
prosperity, grow people.
(Chinese Proverb)

26. You only need a System if you want to have
BIG business.

28. Small minds pay attention to personal skills
and techniques.
Great minds pay attention to the System.

29. The ultimate entrepreneur.
Your main purpose is to
build a large
team and a big business, and
you must build it through the
System!!!!

30. Like a railroad track.
You labor to build the track but when it's
done it's easy to run on and
the train picks up speed!
It takes
focused discipline and sacrifice.

31. You must master the System and follow the
System religiously.
If you want your team to copy you, you can't
follow it once in a while.
You must do it all the time.
Following the System
(Aim at recruits hit sales)
must not be a phase of you business life but a
WAY of your
business life!!!

32. If your first generation duplicates you, your
second generation will
duplicate your first, and your third will
duplicate your second and on
and on.
Systemize to multiply.

33. The System shows you step-by-step
exactly what you need to do to
arrive to your destination.
Like a combination lock,
like a key to a
door,
like a GPS system.

34. Confusion, frustration, chaos,
internal conflict,
uncoachability,
unteachability, discouragement,
quitting.
Coachability is being submissive,
humble.

35. Be a student of the business.
You run the System and
System runs your business.
You wouldn't buy a McDonalds and then try
to change the menu!

36. A simple solution for building a BIG business;
A powerful growth machine, a clear focus System, a plan to
simplify
and multiply, a VAST new prospect market, an explosion of
presentations and production, predictable and duplicatable,
lowers
barriers to all builders, easy to monitor, goal driven, clear
aim for
next step, wide-deep-geometric growth, a fast, efficient way
to build
a big Base Shop, train more trainers, creates urgency and
mozone,
mobilizes old and new builders, fosters teamwork, increases
taprooting, liberates builders for expansion and more.

37. Aim to qualify for VP in your first 90 days
The ultimate position!
You run your own business at this stage.
Great income potential,
great security potential.
Your aim then is to build an VP FACTORY!!!!
You are either an
VP or an VP in training!!!!

38. Being a VP is your business.
This is your outlet.
Your total focus is to identify, build and
lead a large team of VPs.
Your daily activities should be anything that helps you
build new VPs.
Everyone must know the VP promotion guidelines
Everyone must know where they currently stand in
reqard to their promotion.
How many VPs can you build, how fast and in how
many cities?

39. Join, meet the spouse, prospect list, personal
financial strategy,
match up for field building appointments,
recruit 3 direct fast.
A FAST START is everything!!!

40. 3 purposes
1. Resell the dream to existing team members.
2. Teach current teammates how to sell the
dream.
3. Sell the dream to new prospects.

41. Arrive early with your guest, sit your guest in front,
stay in the meeting, dress sharp, have your guest
dress well, introduce your guests to your
teammates and most importantly to the BOP
presenter.
After the meeting take your guest to your upline to
schedule a follow up interview.
Get them some literature to read.

42. Showing up on time, or late. Arrive early!
Bringing a bad day to the BOP.
Waiting for your guests in the parking lot.
Leaving the meeting, talking in the meeting,
answering rhetorical questions by the
presenter, acting casual to a first time guest.
Doing the BOP too much before the BOP!

43. Within 48 hours,
during the day,
with the inviter.

44. 1.Stay after the meeting
2.Get some literature
3.Set a follow up interview
4.Keep the follow up interview and join
5.Develop a prospect list
6.Set goal (3 recruits fast) and action plan
7.Match up with a leader for field building
8.Finalize your personal financial strategy.

46.  Shows the Vision
 Shows the Mission
 A part time business

47.  We are looking for
serious, committed,
hard working people
 We will accommodate
you

48.  Let’s do your
paperwork now.
 Take this home to fill
out…

49.  You need to be
licensed in 8 weeks
 Take your time

50.  Goal to be VP in 6
months!
 Take your time…

51.  Let’s work together
on your prospect list
 Fill out your names
list…

52.  Tell them the
challenges
 Make it too easy

53. If a new recruit does not have a fast start….
Then they will have a slow start.
It is critical to have a strong start.
A new recruit that starts fast
tends to duplicate a fast start to their team.

54. 1. Join
2. Create your goals.
3. Make your prospect list.
4. Own the product.
5. Make appointments or get invitees to a BOP… have a
Field Builder.
The SPRINT AWARD is in 10 days from signing up a
person had their goals, prospect list and owned the
product!
6. focus on and get 3 personal recruits in 30 days!

55. Consistent, relentless focus
on the Base will ensure
long-term success
to a new generation of
big base-shop builders.

56. A true builder always maintains
good recruiting numbers in the Base.
She must prospect, invite, and
do presentations consistently
to cultivate the
HABITS of a recruiting mentality.

57. You don’t build an VP.
You build a recruiting and building machine.
You build an VP factory!

58. Become a director of motivation.
Meetings, events, FastStart School, annual
convention, Dream Destination, BOPs,
workshops, you are a product of these
meetings.
If you don’t like your performance then show up
for rehersals!

59. Manage activites, but focus on results.
The VP is a do-it-first leader.
She runs the system, recruits, builds and
motivates. The VP is the fireball of his
business.

60. A common trap of many newly promoted VPS is
they learn the role of the VP instead of the
role of the VP factory! Your main focus
should be to consistently identify 3 new
people that are potential VPS-to-be- in your
Base and help them become VPS.

61. When you’re in a team of great builders, your
chances of winning increase tenfold!!! You
have then greatness in your genes. This is
the secret of success in our business. In the
industry offices the people play the lonely,
the professional game. It is very difficult to
find big builders in the financial industry. Our
goal is to help builders be in business for
themselves but not by themselves. Builders
build bigger together.

62. Coachablity = humility = submissive.

63. You cannot stretch your own vision so you
must go to the events.
There has never been a person that did not
attend BIG Events has gotten big in our
business.
The secret of success is not in your luck or
talent.
It is in your job to surround yourself with many
visionary people.

64. Recruits are the lifeblood of your business.
Your children keep you young.
No recruits and your team dies, like a body
lacking air. Without recruits there will be no
BOPs, no HOPs, no meetings, no field
building, no sales, no money, no promotions,
no hope, ho dreams, and no mission.
Without recruits you are in a coma.

65. 3 keys to recruiting
Enthusiasm, Influence and Timing
90% of recruiting is being excited.
Your 10 WHYS for doing this business will get
you excited!
You infect them with your enthusiasm and
inject them with your crusade.
Recruiting is a transfer of belief.
You recruit them with your belief.

66. Recruit quantity to get quality.
Recruit up not downl
Believe that this is your breakthrough.
“Believe that life is worth living and your belief
will help create the fact.” William James.

67. “The army’s disposition of force is like water.
Water’s configuration avoids heights and races
downward. The army’s disposition of force avoids
the substantial and strikes the vacuous. Water
configures its flow in accord with the terrain; the
army controls its victory in accord with the enemy.
Thus, the army does not maintain any constant
strategic configuration of power. Water has no
constant shape.”
Sun Tzu. Art of war book.

68. You are ONE name,
one call,
one contact,
one invitation,
one referral,
one presentation,
one BOP,
one big event away from an explosion!

69. Nothing is more exciting than recruiting and
building a person
from nobody to somebody!!!

70.  System
 Duplication
 Large Numbers
 Monitoring
 Build it BIG
(It’s only worth it if you do it BIG!!!)

71. You must build at least 5 to 7 strong direct builders.
You don’t want to recruit 5 to 7 people. You don’t
want to recruit 5 to 7 salespeople. You want to
BUILD 5 to 7 BUILDERS!
How? Prospect, contact, invite, pick the prospect up,
present, BOPs, follow up interview, get started
interviews, prospect list, create goals, get sales,
follow up, drop by, call them remind them, get them
to events.

72. At least 10 ten new recruits a month for your
team. At least 2 personal recruits per month.
Aim at recruits hit sales.

73. BASE > Super BASE > Super TEAM > Infinity
hierarchy.
These are your outlets, your cash flow machine.
You must wake up everyday thinking about how
to grow your business.
Think 3 to 5 years from now what is your
business going to look like?
How many VPS will you have built?

74.  Works in the Business
 Depends on the system
 Lives in a built house
 Waits for the BOP
 Waits for upline
 Builds step-by-step
 Small picture/dream
 Works ON the business
 Builds the system
 Builds a house to live in
 Everyday is a BOP day
 Waits for nobody
 Stumbles forward
 Big picture/dream

75.  Try to learn attitude
 Takes 3 years to learn
 Weak, reserved, negative
 Slow decision maker
 Uncoachable
 Doesn’t see their own
office
 Startup company attitude
 Takes 3 months to learn
 Strong, excited, positive
 Quick decision maker
 Coachable
 Wants an office ASAP

76. Build yourself locally first.
You will need a very coachable, proactive
person at a distance or a local team to build
them.
They appreciate you more.
They will be more independent. They will grow
up strong or die. They are willing to travel
like you.
They will appreciate and honor big events
more.
Be careful of the cost involved.

77. Get tough.
Don’t take things personal.
You do it first.. they do It later. You come first. They
come last. They leave first, you Leave last.
If you say 10 good things and 1 bad thing they will
Remember the bad thing.
They can criticize you but you can’t Criticize them.
They come and go, but you always stay.
They Do and they don’t but you always do it.
They may win or they May lose but you have to win.
You need them but you don’t Need them.
You care for them but you don’t care for them.

78. You must build giants for long term profitability and security.
A giant is a system builder with a strong team.
A giant has an ambitious vision.
They project a successful image.
A giant maintains a strong base shop and builds strong
frontline leaders. Super Base is the magical area. The
cash zone!
A giant is generation blind and hierarchy blind, a pure
builder.
A giant is fanatical about attending big events.
A giant makes and saves money big time.

79. You can’t build peoples’ visions. Big events can. Big
events stretch vision, bring the team to a higher level,
fulfill major commitments, make major decisions, provide
giant food for giants.
You can never build a big team unless you understand
the importance of the big event.
In a big event there is magic in crowds.
The environment creates a condition for change. When
people travel far away from home and spend money and
time, they listen more seriously. When people travel, the
team works together with more intensity and urgency.
People tend to compare themselves to others and when
they see others do it it motivates them.

80. 1. The leader is distracted.
2. The leader begins to cool down.
3. The leader cares less about his business.
4. The leader lacks communication.
5. The leader lacks overlapping leadership.
6. The leader is not focused on building but
sales.

81. 1. A high level of frustration.
2. An unusual surge in the attitude and vision of
the leader.
3. A big dream written down in a specific plan in
6 places.
4. A mastermind alliance of key builders.
5. A daring action/ a bold move!!!!!!!!