Start Before You Feel Ready

After speaking with our group, Sir Richard Branson sat on a panel with industry experts to talk about the future of business.

As everyone around him was filling the air with business buzzwords and talking about complex ideas for mapping out our future, Branson was saying things like: “Screw it, just get on and do it.”

As I looked up at that panel, I realized that the person who sounded the most simplistic was also the only one who was a billionaire. Which prompted me to wonder, “What’s the difference between Branson and everyone else in the room?”

Branson doesn’t merely say things like, “Screw it, just get on and do it.” He actually lives his life that way.

Anatomy of a Verbal Business Card

Some tips to improve your Verbal Business Card

Your Verbal Business Card

By Bryan Daly

 

What do YOU do?

Your best opportunities for making connections with a new contact lie in letting the other person do more of the talking.

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Verbal Business Card

 

Your Verbal Business Card: Do you have one prepared for?

1. The Elevator Speech

2. The 30-Second Commercial

3. “What do you do?”

4. The 3 or 5 Minute Presentation

 

The Elevator Speech

“What Do You Do?”

Introduce your business without coming on too strong.

Introduce yourself in a way that people will want to ask you for more information.

Keep it short!!!

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Use POWER VERBS

• Think of verbs like teach, create, design, reorganize, manage, develop, establish, boost, generate. Use one of these verbs to describe what you do. It makes you more of an innovator and an expert in your profession.

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NUMBERS HOOK

Numbers hook attention.

• People love numbers…numbers sound like statistics, and statistics are real.

• Numbers carry remarkable credibility that descriptive words don’t.

• Numbers can generate a little anxiety.

• We judge ourselves by numbers all our lives. Age, weight, income — we’re all either on the right or the wrong side of 30.

• Numbers create urgency, and urgency prompts action.

 

Write your NUMBERS HOOK

• What kind of results do you produce.

• How many? In how much time? How often?

• These percentages are extremely useful to drop into the conversation.

• They make your results that much more believable.

For example, “I’ve developed five ways  to _____  within ___ months.”

 

SOLVE A DEEP NEED

• This is the most important part of the 30-second message.

• This is where you speak of the value you offer your clients.

• Tie that value to the deepest needs people have — more money, better relationships, or better health.

• Tell me your greatest success stories!

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What is unique about YOU?

• What is your Unique Selling Proposition (USP)?

• Things you do well… better than anyone else.

When And How To Use A Memory Hook

The best memory hook is one that you can use in many contexts.

• It should work in a pure word-of-mouth setting, as when you are attending a meeting of a networking group.

• It should work on your business card, on your letterhead, your calendars, your giveaway pens (another reason to keep it short), even your print ads.

• Of course, networking opportunities are one of the most cost-effective forms of advertising.

• The problem is, that most people don’t know how to stand out in the crowd at these of events.

• memory hooks have a distinct edge over their competition..

 

Example: For a Pest Control Business

• Bugs…They can run but they ONLY Die Tired

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Prepare, Practice, & Master

• It is critical to prepare PRACTICE and master a ‘verbal business card’ to create interest with your response.

• Remember, you have only 10-30 seconds to grab their attention

The 30-Second Commercial

Once someone has indicated some interest, give them a brief description of what you do and peak interest even more.

 

 

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Anatomy of a 30 second presentation

Give examples of ways you have helped others- how and why it was valuable to them. Be as specific as possible

Answer the following:

  • Who are you looking for?
  • What kinds of referrals?- Be specific
  • What can you do for them?
  • …can do it in time or cost?
  • When do you do what you do?
  • Any Free services? consult?
  • Why should they come to you? Any outside credibility
  • How many years? of experience –
  • Where do you do what you do?
  • USE a “Did you know?” (gets attention)

People like to learn new things

 

Practice it, Practice it, Practice it.

Anatomy of a 30 second presentation

1.    Intro My name _______ and I’m with ______

2.    Memory Hook

Good hooks are memorable, descriptive and short.

Be creative.

Use words that paint pictures.

Help people to visualize what a good referral is for you

A good memory hook does not have to be funny but it helps

_______________________________________________

3.    The Body

Ideally, you should deliver a different from time to time.

Focus on one service, discuss the benefits rather than the service

Itself.  Also what is a   good referral for you.

___________________________________________________

4.    The summation.  In one or two short sentences, reiterate what you have just said, stating the reasons to act now!

5.    The Closing.  State one more time your name and the name of your company

 

Bryan Daly Profile NEW
Bryan Daly

How to BREAK THE ICE when Meeting New People

How to BREAK THE ICE

by Bryan Daly

Break the ice

A simple way to feel comfortable meeting new people.

Many times we are not sure how to open a conversation so we avoid one.

Have you ever felt awkward in social  situations, networking events? This is a great way to warm up to others.  This is a simple method that I have used for years and I have made many  new friends this way.

Start with a warm, firm, friendly greeting and a smile. Firm but never squeeze a handshake too hard. Make it about them not you. Treat them like a you would if they were a guest in your home.

We want to NETWORK not sell.

The difference is selling serves a relationship and networking builds a relationship.

Learn about others so you can help THEM -“Givers ALWAYS Gain.”

This works well in many social functions as well.

Think of the acronym FORM

“Always in good F.O.R.M.”

Family

Occupation

Recreation

Message (what is important to them)

Family

Do you live nearby? Do you have family in the area?

Are you originally from _____? How long have you lived here?

What do you like the most about ____?

Occupation

How did you get started in the ____ business?

What do you like most about your profession?

What is the strangest or funniest thing you have seen?

What is a good referral for you?

Do you have a business card?

Recreation– Golf etc.

What do you like to do? Any hobbies Spare

Message- Say positive things about the group and brag about OTHERS

 

TEN FEEL GOOD QUESTIONS
from Bob Burg (BobBurg.com)

1. How did you get started in the ____ business?

2. What do you enjoy most about what you do?

3. What separates your company from the competition?

4. What advice would you give someone just starting out in the ___ business?

5. What one thing would you do with your business if you knew you could not fail?

6. What significant changes have you seen in your business over the years?

7. What do you seen as the coming trends in the _____ business?

8. What was the funniest experience you have had in your business?

9. What ways have you found to be the most productive to promoting your business?

10. What one sentence would you like people to use in describing your business

Always a Great question

What is a good referral for you?

The dually-licensed advisor

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It takes two: The dual-licensed advisor

Quick quiz: Name the two products about which financial advisors field the most unsolicited inquiries from investors.
Hint: One requires an insurance license to sell and the other, a securities license.

The products that prompt the most unsolicited inquiries, as reported by the Boston research firm Cerulli Associates in a 2013 study, are annuities, which require at least a state life insurance license to sell, and Roth IRAs, for which salespeople must have a securities lic.

The frequency with which advisors get unsolicited inquiries about both insurance products and securities provokes some unsolicited advice from Scottsdale, Ariz.-based wealth manager Anil Vazirani, LUTCF, IAR, QFA, to his advisor peers: If you don’t already have dual licenses to sell both insurance and securities, get them — pronto.

Having both “is not a luxury. I think it’s a necessity if you’re looking to stay in business and grow long term,” says Vazirani, president and CEO of Secured Financial Solutions, LLC, who owns a Series 65 securities license along with a state life and health insurance license.

Having the licenses required to recommend and sell both life insurance products and securities is in the best interests of client and advisor alike It will change how you serve your clients and it will change your business for the better.”

Dually licensing is something “every advisor needs to consider,” asserts Rosemary Caligiuri, president and founder of the Harvest Group Financial Services, a wealth management firm in Langhorne, Pa. “It’s about best serving the client and being able to address all their financial needs.

The additional income that dual licenses provide for the advisor is secondary.”
Secondary, perhaps, but difficult to ignore.

Registered advisors must put their clients’ best interests above their own, in pure financial terms.

The ROI (return on investment) associated with being dually licensed to sell both insurance and securities is potentially huge. Just ask Caligiuri, who became insurance licensed in 1989 and securities-licensed shortly thereafter, having quickly “tired of losing annuity sales to stock brokers who were talking my clients out of needed risk-management insurance products, like life insurance and annuities.

“In a nutshell,” says Caligiuri, who holds a securities license, “[being dually licensed] has rewarded my practice with local recognition, industry respect and a resulting income that I could never have imagined.”

Likewise, Vazirani estimates his firm’s income has doubled since he got his Series 65 in 2008. He and his business partner now manage an annuity portfolio of some $400 million (a large portion of which is tied to fixed-indexed contracts) across some 500 clients, he says, along with another $10 million in assets under management. “When I was an insurance-only advisor, I was just trying to push annuities, and I lost a lot of clients that way,” he recalls. “Now I don’t lose those assets.
Having both those licenses allows me to capture funds I would not have captured with just an insurance license.”

The bottom line and beyond

Being dually licensed pays off for advisors and their clients in tangible and intangible ways. Most importantly, says David Schlossberg, AIF, RFC, senior partner at Assured Concepts Group, Ltd., in East Dundee, Ill., it gives an advisor “that experience, that knowledge, to serve more people in an unbiased way. If I didn’t have one license or the other, I might feel the need to sell rather than consult. Now I feel more free to consult. The holistic, consultative approach adds value for the client. That’s added value that we get paid for, directly and indirectly. It’s an approach that helps add and retain clients, and it definitely helps close deals, too.”

As with Caligiuri and Vazirani, Schlossberg started as an advisor with only insurance licenses, but eventually realized having just those wasn’t going to be enough to meet the demands of his clients, and to fulfill his vision of building a multifaceted financial/retirement/estate planning practice with investment management expertise. “I had clients whom I’d built relationships with, business owners who trusted me, and when they started asking me questions related to their 401(k)s, I told them, ‘Let me see what it takes to get the licenses I need to help you with your investments,’ ” he recounts. “I promptly went through the process to get my securities licenses. It didn’t take long for me to fall in love with the securities side.”
Schlossberg has built a holistic-leaning planning practice with about 110 clients, close to half of which own some type of life insurance product, he estimates.

Besides the roughly $40 million in investment assets he manages personally for clients (the AUM for his practice approaches $75 million), Schlossberg also relies heavily on life insurance (particularly in estate planning and business succession contexts), long-term-care insurance and annuities. The ability to offer one-stop-shopping with a single advisor is something clients appreciate, he notes.

Versatility in demand
But convenience is only a small part of the service proposition an advisor who’s dually licensed to sell both insurance products and securities can deliver to clients and prospects. Earning and maintaining (through continuing education) dual licenses gives advisors the versatile skillset and product mix that clients today demand, observes Caligiuri. “The knowledge base we need to have is extensive. [Being dual-licensed for insurance and securities] demands that we know more, and since you know more, you can do more for a client. The competitive edge to help the client achieve their goals is huge.”

Nowadays, clients—and baby boomers in particular—are more sophisticated in their financial and insurance needs, and more diligent in researching ways to fill those needs, she says. “They search for advisors [who are licensed to handle both securities and insurance]. They want to know what my designations are, and they want to know somebody can handle all the issues they need addressed.”

Having those dual licenses on the wall gives an advisor more credibility in the eyes of clients and prospects, maintains Vazirani. “I think people take my recommendations more seriously now with a securities license. Having a Series 65 puts an advisor in a strong position to sit with a consumer and offer them complete, unbiased advice. They perceive your credibility and your service as stronger.”

As much as having a securities license has stoked the growth of his practice and his passion for investment management, Schlossberg says his insurance aptitude (he’s been insurance-licensed since 1980 and securities-licensed since the late 1990s) still proves invaluable. “Just telling people we can review their portfolio of insurance contracts adds value. Today lots of my clients are calling me for advice. If I weren’t able to help them with that, somebody else would be giving them advice, and I’m not going to know if that advice is good, bad or indifferent.”

For a securities-focused advisor, the ability to review client insurance portfolios is valuable—to the client, and potentially, to the advisor, as a competitive differentiator and a gateway to discuss commissioned products such as life insurance and fixed annuities.

Having dual licenses also protects advisors should new policies change the regulatory status of a bread-and-butter product, such as a fixed-indexed annuity, which someday could be deemed a security and thus require a securities license to sell, notes Vazirani.

Indeed, having built a modest insurance practice into a flourishing five-star wealth management firm with upward of 1,000 clients, $300 million in annuity contracts under management and $150 million in other assets under management, Caligiuri says all she and her practice have invested to secure and maintain dual licenses for insurance and securities has been “time and money well spent.”

“First and foremost, it is an investment for our clients. It’s also an investment in our expertise as advisors, and an investment in the expertise of our staff.”
From pure, bottom-line ROI potential to the intangibles of client service and competitive differentiation, it’s hard to argue against the wisdom of such as investment.

Increase Your Networking MOJO

Increase Your Networking MOJO

mojo

Networking is the key to success in business, says Keith Ferrazzi, business coach and author of Never Eat Alone, a book about the power of relationship building and networking. It helps you find jobs, recruit talent, win new customers and discover investors who’ll support your ideas.

Networking can be uncomfortable for many people. They sometimes view it as insincere at best, manipulative at worst. They avoid networking for a variety of reasons including lack of confidence, fear of rejection and a sense of unworthiness.

It is possible for shy people to master the skill of networking. In fact, I believe shy folks become the best networkers.  They just have to realize, that successful networking is all about building, sincere relationships based on mutual generosity, not duplicity, and that they can’t achieve their career goals on their own.

If you’re struggling to meet new people, here’s some common-sense advice for increasing your networking skills.

The Wisdom of Dale Carnegie in Five Bullet Points

 

Dale Carnegie literally wrote the book on networking in 1936. How to Win Friends and Influence People demystified the process of making friends out of strangers and inspired legions of business coaches to carry on Carnegie’s message. Peter Handal, the chairman, CEO and president of Dale Carnegie & Associates, shares some of Carnegie’s rules for meeting new people.

  • Smile: “This is such a simple, basic rule, yet people just don’t think about it,” says Handal. They’re so focused on needing to network at a conference that they don’t realize they’re walking around with a scowl on their face. Scowling, serious, expressions are forbidding, says Handal. People are more likely to warm up to someone who says good morning with a broad smile than they are to someone with a dour countenance.
  • Ask a question: Joining a group engaged in conversation can be awkward. The best way to do so is to pose a question to the group after getting the gist of the conversation, says Handal. “You build your credibility by asking a question, and for a shy person, that’s a much easier way to engage than by barging in with an opinion,” he says.
  • Listen: One of the most profound points Carnegie made in How to Win Friends was that people love to talk about themselves. If you can get people to discuss their experiences and opinions—and listen with sincere interest—you can have a great conversation with someone without having to say much at all.
  • Business cards: Always have them handy, says Handal. “They’re an effective way for you to leave your name behind so that people remember who you are.”
  • Say the person’s name: “People like to hear their own name,” says Handal, pointing to another one of Carnegie’s basic principles—that a person’s name is the sweetest sound to that person. So when you meet someone, use his name in conversation. Doing so makes the other person feel more comfortable, like you really know him and he knows you.

Be Yourself

Many shy professionals think they have to act like an extrovert in networking situations. While you do have to make an effort to be more outgoing than normal, you shouldn’t be artificial.

“You don’t have to be the schmoozer,” says Never Eat Alone‘s Ferrazzi. The problem with the schmoozer’s approach to networking is that he doesn’t have the right intent: He’s not interested in helping other people—only himself, says Ferrazzi.

Ask for Introductions

Shy people attending events and conferences tend to find one person with whom they spend all their time for the duration of the event.

Although settling in with one person may be more comfortable than introducing himself to lots of new people, it defeats the purpose of networking.

Ask your new friend if they know anyone else and if the friend could make some introductions on his behalf. “That’s a nice soft way for people to meet others,”.

Be Generous

Sometimes people have trouble networking because they don’t think they have anything significant, such as a job or a contact, to give back to someone who helped them.

Although networking works best when you do have something to offer, what you offer doesn’t have to be a job. Sincere interest in the other person—even flattery—is a form of generosity and goes a long way when you’re networking.

“Be authentic, share your passions and help other people feel good about themselves or be successful—that’s all you have to do to network,” he says.

Be Prepared

If you’re afraid you’ll freeze up or get tongue-tied in a social setting, prepare yourself in advance. Practice your ice-breaker questions (See How To Break The Ice posting on this Blog.

Always have your personal speech, verbal business card, ready.  (See Your Verbal Business Card posting on this blog)

Your delivery has to be attention grabbing to overcome interruptions and compensate for a lack of privacy,” she says.

Follow Up

Sharing information—whether a website, article, report or phone number—with new contacts builds your credibility.  So if you promised to e-mail a report to someone you met on the plane, make sure you do that.

“When you do what you’ve said you were going to do, it gives the other person the impression that you keep your word,” she says. If you don’t, you’re just another schmoozer.

Get Over Your Fear of Rejection

In the course of networking, you’ll encounter people who can’t or don’t want to help you . That’s life. Don’t take it personally and don’t dwell on it. It’s all part of the process.

Take Risks

When you overcome your fear of rejection, it’ll be easier to strike up conversations with strangers.

The person sitting next to you at a banquet or on an airplane may be feeling as uncomfortable as you are and will appreciate you breaking the ice.  They just might be a fabulous contact for you or know the right person for you to talk to.  You just won’t know until you try.

 

The Magic of Compound Building

The Magic of Compund Building

The Magic of Compound Building:  The secrets of building a super team and hierarchy

   

Introduction

Is the American dream alive?
The American dream is alive and well.

We all have a dream of being somebody maybe we want to be well-known in our community or world-famous. We want to do things that will make our families proud of us like becoming wealthy are going into business for ourselves and running our own big company. We all want the lifestyle and to live in our dream home take great vacations in Europe and exotic destinations.

Only in the American free enterprise system can we do that. It is our free enterprise system that allows people who come from humble backgrounds to live the American dream. Everyone has the opportunity in this great country to make something of their lives.

In the American free enterprise system, it doesn’t matter where you come from the color of your skin you can be the person of your dreams.

So if this is true then why do so many people fail? The statistics show that Americans are among the wealthiest people in the world. Yet 85% of our population is broke by age 65. Less than one percent of the population makes more than $100,000 per year.

I believe that the number one reason for this is fear. People are afraid to try. People are afraid of failing in their afraid of what others will think of them so they never take the risk yet only in America can you achieve wealth or fame by going into business for yourself. Most Americans shrink the size of their dreams because of fear. In our training and in these pages we are going to show you the power of a marketing concept that if you follow exactly as it’s laid out anyone can be successful. For the right person this truly is the greatest opportunity in the world.

For those that are concerned about being a salesman don’t be. This program is bigger than that. This is about becoming a system builder. The system will build your business. You run the system and the system runs your business. This is not about talent it’s about your desire to achieve your dreams.

Are your dreams bigger than your fears?

Your challenge is to follow the system exactly as it’s laid out for you. You will be paid more to copy and to be a perfect copy of the system that has been developed over the past 30 years. The system will produce the machinery to drive your dreams.

I would encourage you to become a student of our business. Starting from day one everyone can become a student of the system. It is this system through great trial and error that has produced many millionaires and paid billions in commissions. You can change your life completely change your life in 90 days. You can change your legacy for your family forever.

These are very very powerful statements and this is a very powerful system

Our challenge to you is to dare to dream again. Because of the power of our system you can crank up your dream machine again. So many people have either given up on their dreams or they shrink them down to match their incomes. With us you can begin to dream bigger dreams and change forever your family’s financial situation, and the situations of the people you bring into business. You provide the dreams and we provide the vehicle. Everyone has within them the need to compete, they need to be useful, the need to provide for their family, the need to create a legacy.

Align yourself with the great system builders. This is a new endeavor for you. Your challenge is to become a perfect copy of the system. With cookie-cutter exactness, run our system over and over again, and you can achieve the same success of others that have come before you. Develop a passion for our mission. Our mission is creating wealth for families. This of course includes your family.

I want to personally welcome you to our business family. Our goal is to help you build a tremendous marketing team and make all your dreams come true. Our system is the key. The key that will unlock all of your dreams.

Your future takes a giant leap forward as you study our system. This system is proven, profitable, predictable and anyone that masters it will master their future.

Our Challenge to You

Develop a Passion for Our Mission

Our Leaders  are 100% committed to creating wealth for families.

There is a critical need for the education that we deliver on a giant scale. The real prize is being a major force behind our movement to create wealth for families. Your success for the most part will depend on how strong your passion is for our mission and how effectively you can get many other people to feel the same way. It’s a mission that motivates.

Just as a building contractor cannot construct a building without a large supply of raw materials, an empire builder needs a large pool of prospects/people to plug into the system to build a distribution empire.

 

You can divide prospecting into three areas:

  1. Natural Market

Friends, neighbors, relatives, co-workers, social contacts.

  1. Friendship Farming

Turning strangers into friends to create a new natural market.

  1. Friendship Borrowing System

Relationship marketing through our third-party referral system

  1. Natural Market

Create a Target Market List

Making a target market list should be a top priority of any new associate. Make the list the start of an exciting business adventure. From this list, you will build a business and potentially transform the lives of the people on it.

 

The System.

If you want one year of prosperity,

Grow Grain.

If you want ten years of prosperity,

Grow Trees.

If you want one hundred years of prosperity,

Grow People. – Chinese Proverb

 

The importance of the system.

“If you want to be big you need to have a system.” If you want to do it small, you don’t need a system. If you want to build one restaurant, you don’t need a system. If you want to build two restaurants you probably don’t need a system. But if you want to build three restaurants five restaurants can restaurants, a chain, then you MUST have a system.

System Equals BIG…..No system equals small

You only need a system if you want to be big. Unfortunately, a large number of people don’t see themselves being big. Hence, they hardly pay any attention to a system. Builders love a system. It’s clear that great builders of any kind, great coaches, great entrepreneurs, great governments, all rely heavily on a workable, predictable system. Great achievement is system driven rather than personality driven! Small minds pay attention to personal skills and techniques. Great minds pay attention to the system. You don’t need to be a talented person but you will need to be a system builder.

The system builder is the ultimate entrepreneur. If your main purpose is to build a large team, then you must build it through the system.

 

It’s tough to build the system.

Like a railroad track, it’s a pain to build the track. But when it’s done, it’s easy to run on. Likewise it’s hard to set up a system, but when it’s set, the team can grow bigger, faster. Building 18 that follows the system takes tremendous discipline and sacrifice.

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. You must create a culture of discipline to follow the system.

A system creates duplication and multiplication. If your first-generation duplicates you your second generation will duplicate your first, and your third will duplicate your second, and on and on. That is duplication and multiplication. Systematize to multiply.

Your highway to success. The system shows you step-by-step exactly what you need to do to arrive at your destination. Building without a system is like driving a car without a map or directions.

Without a system

  • Confusion
  • Frustration
  • Chaos
  • Internal Conflict
  • Uncoachability
  • Unteachability
  • Discouragement
  • Quitting and Failure

 

Commit to our mission and submit to the system. The system is the product of thousands of people’s efforts, many years of accumulated experience and millions of mistakes. Many years of trial and error and refinement. Run the system and the system runs your business.

 

Starting The New Associate

Complete the 7 steps in 7 days

  1. Submit License paperwork
  2. Meet the Spouse
  3. Prospect List
  4. Field Presentations BMP
  5. Complete Personal Financial Strategy
  6. RVP Club: 3-3-30
  7. Duplication

“Be- The perfect copy machine”

  The System Flow

  • A simple system 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 for all builders
  • Easy to monitor
  • Goal driven/clear aim for next step
  • Wide — deep — exponential growth
  • A fast, efficient way to build a big base
  • Train more trainers
  • Creates urgency and momentum
  • Mobilizes old and new builders
  • Fosters teamwork
  • Increases taproot in
  • Liberates builders for expansion
  • and more…

 “The more you do, the more you understand, the more you love it.”

 

R.V.P.- Regional Vice President  The product of our system

You must have a goal to qualify for V.P. in 90 days or less.

All good things come with being a vice president.  VP is the ultimate position.

At V.P. you achieve the highest level in the system. You also have the most accountability and responsibility, like every leader in builder and the system. You start to run your own day shop, your own business.

 

R.V.P. Trainee   “The Raw Material of the System”

 

The prospect list.

The prospect list is where it all begins. The secret of a jumpstart lies in the prospect list.

A prospect list can literally change your life. Remember you are only one person away from having an explosion. A prospect list is a list of people who may or may not join you.

Someone you think may join may not in someone you think may not join may. Do not set limits on your prospect list. Shoot for at least 100 names. Use the executive memory jogger. Everyone knows at least 200 to 300 people. You are constantly adding to your list.

You should keep your list with you at all times. Someone may pop into your head that you did not think of who could be or lead you to your next explosion. Use your phone and your social media and Linkedin to add to your list.

Developing your list is a daily and ongoing task.

We want to highlight your top 25 prospects. We want to identify your top five people and contact them immediately. Every person you know is a prospect. Every person a prospect knows is a prospect. Every person you ever met and will ever meet is a prospect. Every person who walks talks and breathes within 10 feet of you is a prospect.

 

Prospect list mentality

Most great builders are great recruiters, and, of course, great recruiters are great prospectors.

You can never do the prospect list one time and be done with your business.

You must eat, sleep, and breathe your prospect list until you are financially independent.

Create a habit of prospecting. Your mind will work in most miraculous ways to seek names for you. There will be times when you try to remember somebody and you can’t think of their name right away. Yet a few days later this name will pop up. You cannot build a big team unless everyone on your team has a prospect list mentality

 

The prospect list is your inventory

Have you ever gone to a restaurant with little food in the kitchen or to a grocery store with empty shelves? How about a repair shop with no parts? If you own a restaurant or a grocery store, your inventory is food. If you run a repair shop your inventory are parts.

We are in the people business.

Our inventory is a prospect list, our list of names. No new list, no new names, no new inventory, and you’re out of business. Atypical agent should always have a minimum of 50 names on a list at any given time in order to maintain business activity. A typical bait shop should have 500+ names at any given time to maintain business activities. If your team is struggling, the first thing you need to do is to check their prospect lists and then their agendas or calendars for appointments. You will find the answer to your problems very quickly

Prospecting Everyday

The key element of prospecting is regular contact with your prospects.

  1. Contact your prospects every day.
  2. Follow-up with your prospects every day.
  3. Update your list every day.

You never know which name on that list will become your next superstar.

Don’t go prospecting prospect as you go. Great prospectors are always willing to write down names. They always carry a small notebook, a prospect list, or a prospect book at all times.

A name and a phone number should be written down ASAP. Your memory rarely gives you a second chance. A notepad or a piece of paper will do the job. But the prospect book will keep and organize these names for a long time. It’s your greatest asset.

Store it….. Keep it……. Update it……. Follow-up!!!!!

You get paid to prospect

Hypothetically speaking if you prospect 10 people and get one recruit, and assuming one recruit will generate one sale that is worth $2000, then each prospect is worth $200 whether they join or not.

Plus, when you contact one person, if they say no don’t think as if you lost. Instead, think as if you gained $200. When you contact the second person think as if you gained $400. And when you contact the 10th person, think as if you will get one recruit and one sale. Mentally, this concept can help you prospect and contact people.

Every day in America and the world over, there are thousands of people contacting and calling people. They don’t worry about the no’s. They just pay attention to the yeses. That is how they get paid.

Salespeople look for a sale to get paid……..Builders look for prospects to recruit.

When recruits come the sales will follow……Aim at recruits and hit sales.

Create a Fortune list

In this industry, there are a lot of sales organizations buying leads or list of names. They have to pay a good amount of money for these cold lists in hopes of making a sale. On the other hand, most names on our prospect list are from our warm, natural market. Every time you add a name to your prospect list, you add to your fortune as well as they are fortune.

Who is so fortunate one to be on your list?

Everyone in the business started out on someone’s list.

 

Three ways to do a prospect list with a new recruit

 

  1. Hand out a top 25 list

If you hand out a top 25 list to your new recruit and asked them to bring it back, they may never return. This person will think of endless reasons why his uncle, his sister, his cousin, his best friend, and his coworker would not join.

If the person does come back, the list he hands you is little more than a bunch of odd names and cold numbers. You might as well open the phone book and start dialing.

  1. Do the list in the office without the spouse

If you do the prospect list in the office without the spouse, you will get a limited list. Do this only if you don’t have any other option or if you need to go out in the field right away.

  1. Do the prospect list in the home with the spouse

Doing the prospect list in the home with the spouse is by far the best way to do the prospect list when you do the prospect list in the person’s home: they open the door for you to do business with them.

The minute a team member lets me into his home, sits me down at the kitchen table, and offers me a beverage, I know we are in business. What’s the point of recruiting a person who would not trust you?

A simple rule:

  “If I can invite this person into my home, and if he can invite me into his home, we can be in business together.”

By doing the prospect list in the person’s home with the spouse you have a chance to build a relationship with two new business partners. How can you retain people if you don’t know them?

Take the time to get to know your team.

Take a slow approach and go faster rather than take a fast approach and go nowhere. Sometimes you need to slow down to speed up.

I’d rather have time for five or 10 people that have no time for 100 people.

Take the time to quantify and qualify your team’s lists. With your help you can get more names from them that if they do the list without you. Why spend days to make a sale and not even have one hour to get a prospect list? Why recruit a person and forget the prospect list that can bring 10 more? Take the time to qualify your team’s list. Knowing everyone well on the list gives you priority on who you will have a better chance to do business with. Know their age, their job, their situation etc. The more you know the deeper connection you’ll make. Increase effectiveness and minimize failures.

You recruit the spouse.

One of the biggest problems we have in this business is the spouse who doesn’t know what their partner is doing all night.

Defuse a bomb before it explodes. Get to know the spouse. Show him or her what we do. Sell him or her the dream. This builds great confidence for the family. You never know. He or she may be more excited than your recruit. You double your market. When you do the prospect list with the husband and wife, you enlarge your market twofold. You will get a larger prospect list and a lot more referrals.

You create a shared market. Their prospect list is also your prospect list. Since they are on your team, it’s your market to. Even if they stopped doing the business, those people on the first list may help. DOS, take time to know the names on each list.

You can fast start couples into the business. As soon as you at identify your top prospects, have a couple call the ones who lived nearby. Take the couple out into the field immediately. Show them how we do the BMP or bring the meeting to the people. Show them how we help families, and you’ve just sold them the dream all over again, and locked them into the business.

 

C.P.C.    Constant Personal Communication

 

Before you CPC with your team, CPC with your partner.

Talking to each other every single day, good and bad about your life, your business, everything. Talk about your hopes, your dreams, your aspirations, but also talk about your frustrations. Our biggest disadvantage is we have doubled the sacrifice, but our biggest advantage is we have doubled the dream when couples worked together.

Field train prospecting with your team

Don’t just go out with your people for field training sales and recruits only.

Builders love to take their people out to prospect, contact cop, drop by, stop by, especially to do the prospect list.

Take someone with you when doing the prospect list at a new recruit’s home. Normally, when you take the new team member who recruits the new recruit to do the prospect list, you help both the new recruit and you also train your team member. You don’t need to teach them how to recruit and build. Just do it your actions are worth 1000 words.

 

Question? Which is more important?   To make one sale?   or  Recruit one person and Get 100 names?

 

When you have top 25 prospect list, your resources never stop.

When you do BPM and BMP, your recruiting never stops.

When you have recruits your production never stops.

 

Drop by and Stop by

Contact many people many times

One of the great secrets and our business is seeing people face-to-face.

You can contact people through e-mail, snail mail, or telephone. But the most successful way to contact people is by meeting with them personally.

 

  1. Drop by a new prospect

Once you qualify and quantify the prospect list, you can take the new recruit to drop by their top five best friends, relatives, or neighbors.

Personally, I do not like to call my brother to ask for an appointment. I normally just ask, brother are you home now? Great! I will just stop by for a short time. I have something great I want to show you. Of course if my brother is busy with something he would tell me. Dropping by and new prospect with the new recruit is the easiest way to contact and share the opportunity

  1. Doors Open

Contrary to what most people fear, most prospects are very friendly and receptive. In the past 20 years of my career I hardly had any bad situations. The worst thing that may happen as a prospect who says they’re busy or it’s not the right time. In most cases though were invited in with open arms, because of the new recruit is her best friend, relative or neighbor.

I love to do drop by. I get to meet new people. I have a chance to meet both spouses. I get to see their home. I learn a lot about a couple by dropping by their home. I would never be able to do all this how I contacted the prospect on the phone.

 

  1. Element of Surprise.

We make phone contact, either I talked to the husband or the wife.

Sometimes I talk to the wrong person. But when I do a drop by, quite often I am in for a surprise. When I think that the husband would be the one that is interested, I actually find out it’s the wife. And vice versa, I think that the wife would be the one that is interested, I actually find out it’s the husband. The other times the husband nor wife are interested, or rather the brother-in-law, the cousin, or the Aunt is.

  1. Keep it Short

Don’t stay too long.

Let them know up front they hear hear for sure appeared of time, for example less than a half-hour.

Give a quick overview of our opportunity.

The key is to sell them the business opportunity and invite them to our next BPM. In some rare situations, but they are really interested and want to join right away, you should spend some more time to recruit them on the spot.

The odds for you to find a potential recruit are a lot higher. With the drop by you can see 3 to 5 families a night.

 

  1. Easier to handle objections.

Seeing people face-to-face allows you to handle objections much easier than on the phone. They can’t see that conviction in your body language and the belief in your eyes. Also they can’t hang up on you.

 

  1. Easier to Faststart.

A drop by prospect, after joining, is much easier to upstart because we know them. We visited them at their home and became familiar with their family already. They trust us.

 

  1. Duplication

Your new recruit and will duplicate what you do. The love to drop by and bring your team out to do the MPs. They become sealed friendly from the outset. They will love to be out in the field.

 

  1. Drop by at team members home.

Drop by not only new prospects but also existing team members as well.

Visiting a current team member builds relationships. Know his family. Diffuse some problems that may arise with the spouse.

In part a sense of urgency to the team. They will know that you are always out in the field and that you care for them. Most people slow down or quit due to bad timing or temporary personal problems. You can visit and revive them. They may also give you referrals.

Drop by a leader. You should always have time for your leader. Your leadership always have time for you. This is the person that will do or die with you in the long term. Drop by, appreciate them, and appreciate his family.

 

Drop by a client most clients know you well.

Yes this you have been to their home two or three times already.

Just say you’re in the neighborhood, that you want to drop by to say hello. 90% of the time they will be excited to see you and appreciate your visit. Maintain a good relationship with your clients. But one of your best sources of referrals for more prospects, more sales, and more recruits.

 

Drop by:  “A system whereby BMP never stops”.

Prospecting & Contacting with The Financial Checkup Card.

In our business, we have several solutions to people’s financial problems and each person’s situation is different. Some people are suffering badly and need help to solve the financial problems they are facing. Countless others are looking for an opportunity that will change their life.

We are the ones who have the answers. Middle America is grossly underserved in the financial services arena.

The financial checkup card is the perfect vehicle to do the job.

By conducting the survey, you can bring the message and the solution to the people directly. It is a very non-threatening approach. When people answer the questions, they give you feedback on what’s important to them financially.

You don’t have to sell. You don’t have to recruit. You simply offer vital information to those who need it without any pressure or demands. If they wish, they will let you know whether they want to learn more about the financial concepts and products or if they’re interested in the business opportunity. Prospecting and contacting becomes a lot easier, faster, and more duplicatable. You don’t need to learn how to talk or what to say to people. The survey will do the job by itself. This can increase activities for both the new as well as the old team member. The perfect drop by, stop by tool

You can stop by, drop by anytime, anywhere to survey people.

Anybody is a potential prospect for the survey.

The survey is very effective with the people who you may not know well, and it works wonders with the people you know to. Sometimes, it can be hard to open up a conversation with a warm market. The survey solves this problem

 

How to do the survey uses small flip chart with the survey. If the prospect shows interest, make a return appointment or invite them to the BPM. Asked the trainer/VP to set the appointment, if appropriate

Ask and you will receive.  Survey, and you will get the answer.

“Those who asked the most and survey the most will recruit the most and make the most”!

 

Mission Possible

  • Three surveys a day.
  • 100 surveys a month.
  • 10 personal recruits.
  • Three new VP club.
  • You can change your life and explode your business in 30 days.

 

 

Getting Referrals

Not all people will join or be interested in the business.

But they can give referrals.

Your clients; your clients are a good source of referrals, but not the only one.

Your natural market:

A lot of your family, friends, relatives, and coworkers initially will not join or buy from you. But if you stay in the business, and time the referrals will come. It’s important that you always remain positive about your business and your products because they’re watching you. No referrals will be given unless they see that you’re happy with what you do. In fact, some of your natural circle who did not support you when you started may change their minds and eventually want to help you.

 

Your Acquaintances:

You will need to project an image of a successful business person, looking for more people to work with you and for you. A friend of your brother, the person who fixes your car, the cousin of your in-laws, a person you met at a wedding or party — all these people may be interested or refer you to someone who might be.

How to get referrals?

Just ask for I always ask my clients, my family members, and my acquaintances to give names of people who want to be in our business. I ask a lot of these who do you know? Questions and the results have been for rewarding.

Who do you know that….?

 

  Who do you know who wants to make extra income?

  We know that wants to have a second career?

  Who do you know that is dissatisfied with their job?

  You know that is not happy with their business?

 

… Ask many people many times

 

 

You want to follow up on referrals as soon as possible a referred lead his red-hot.

If you don’t follow up right away, you will put it off and forget about it.

After you’ve followed up on the clients referral, report back to the referrer. They really appreciate you for doing that, and he or she may give you another name(s).

 

 

 

BMP plus BPM

Bring People to the Meeting, and Bring the Meeting to the People

Bring people in. …. Send them out. ……. Keep them moving.

 

BPM: Bring People to the Meeting

and

BMP: Bring the Meeting to the People.

 

Were bring the meeting to the people, then we bring people to the meeting, so that we can bring the meeting to more people, and on and on…

BPM is like an airline hub.

BMP is like the flight.

What’s the hub without the flights? What are all the flights without the hub?

BPM plus BMP must work together cannot run a system of BMP without BPM. And of course, BPM without BMP is not as effective.

The more BPM’s and be BMPs you do, the more prospects, recruits, trainers, and builders you’ll have. It’s a system whereby recruiting and prospecting never stop.

When many operations started, they had lots of BPM’s and home meetings. When they got in office, they settle down and relied on BPM’s only. BMPs should generate guest for the BPM. And recruits from the BPM’s will create activities for the BMPs. BPM together with BMP

Ideally, you should BMP people first, and then bring them to the BPM.

That way they are informed and prepared before coming to the into the office. A person who sees BMP and decides to go to the BPM will probably want to join. On the other hand, many guests are often invited directly to the BPM. They tend to be reserved and conservative because they don’t know what’s going on. That’s why you need the second meeting, which is the business interview at the office. But if you cannot arrange that, then follow up the BPM with the BMP at their home.

You can do the presentation, the business interview, and then sign all up at the same time. This approach is very effective, and you could meet the spouse, which can make the decision to join more solidified

 

Home BPM

 

There’s more than one way to share the business opportunity.

Besides doing the BPM at the office, doing a Home BPM has many advantages and yields great results.

It brings the meeting closer to home and sometimes people, live far from the office. In such cases it’s much easier for guests to see the Home BPM at a location near their home.

  1. Time convenience: the BPM at the office happens only on certain days and certain times. Home BP ends can be done any time any day.
  2. Easier to invite: the new associate can invite friends, relatives, and neighbors to their home which is easier sometimes than to the office.
  3. Easier to meet the husband and the wife: it’s easier to get the couple together and show the presentation to them at home rather than at the office
  4. The recruit becomes more active: the new recruit takes charge of the business because it’s done in her home. She tends to be passive and less involved when she goes to the office.
  5. Easier to train and duplicate more people: when doing home BP ends, printing team members to help the learn faster by observing and practicing.
  6. Best way to expand/build long-distance: most long-distance buildings parts with home BPMs

“A team that has more BPMs has more recruits, more duplication, and more leaders.”

 

More and more people go out in the field, more and more people go to the big event.

Can you monitor these two numbers? How many team members go out into the field, and how many team members go to the big events.

A lot of people fill out the paperwork and things are in business. You’re not in business until you’re out in the field every night.

For you to build the business, you have to ask, “besides you, who else goes out in the field?”

When you call someone and their spouses are out in the field, that’s when you got it made, when your down line goes out in the field without you having to remind them. But going out in the field and local areas just the first test of discipline of an entrepreneur. The real test is getting people to the big event because this is the test that most people fail. Most people want to make money, but they don’t want to go to the big events. Many people can go to the big event big events in the local area, but once you put a little further away, then you find out the real truth. The problem is when you have the event close by, they show up late, and when they show up, they don’t listen. But if you put the event far away, usually they show up early and they do study. It’s funny. I don’t know how to explain that, but that’s the way it is.

 

You can only build people this way. The bill still people by having them go out in the field every night, and you build people by having them go to the big event, because through the big events they are built.

All you have to do is find the right kind of people. But you can never find the right kind of people. You just have to go out and find a lot of people and let them go out in the field and see if they go to the big event, and the system will help them or a laminate them.

 

The simple presentation. “The secret of the BMP”. The whole purpose of the BMP is to make it duplicatable. Your people must be able to topple the copy you in a short period of time. I must say to themselves, “it’s so simple, I can do that!”

  1. Short. We don’t want to be there all night. Presentation should be between 30 to 60 minutes. What good is it if you spend three hours to recruit a person only to have your training depressed by the difficulty of recruiting amount of information they need to learn to do the job?
  2. Simple. Once a new person to be able to memorize the presentation patient and duplicate us fast. Most people should be able to repeat your presentation after the third viewing.
  3. Don’t answer questions. The purpose of the BMP is to share the good news about our financial concepts and our business opportunity. We don’t plan to recruit or to make a sale. If they like the business, we invite them to our BPM. If they like the financial solutions, we schedule them to see one of our licensed experts to do the personal financial analysis. If they have any further questions we referred them to see our vice president or trainer.
  4. Speed. Since it short and simple, we can see many people in one night.
  5. Duplicatable. In seven days, training should be able to do the presentation by themselves. Since it is short and simple and since they don’t have to handle questions or objections, training should have no fear going out in the field on their own.

 

“After seven days, are your people ready to go out and do presentations, or are they still calling you to take them out?”

 

A “Sickingly Simple” presentation.

Personally after watching the simple presentation three or four times, I felt itchy to present it myself. By the time I watched eight of them, I was able to remember just about every line, every transition, every word. Listening to the simple presentation over and over made me sick. I almost couldn’t stand it anymore and couldn’t wait to go out and do it myself.

 

Share your company story –

Sell your company’s story. “The best presentation is your story.”

Imagine you just came back from a wonderful vacation in Europe and share pictures of your trip to a group of friends. You show off slides of beautiful churches, castles, monuments and scenery, but you are not to be found in any of the photos.

What a loss. People can probably find the same pictures of those places in books or magazines. While your friends are most interested in is how you enjoyed the trip, your feelings about the journey, the food, the people you met, and the memorable moments you had. Pictures of you and the expression on your face are worth 1000 words.

“The low-level law is to do the presentation. The high-level law is to share the story.”

Over the years, I found that sharing your story is the best presentations. When you show people our business, begin with your story on why you got involved and how you fell in love with the business. And before you and the presentation, make sure you share how this business impacts your life, how it makes a difference for your family as well as other families.

Every great company has a great story remember the story of Ray Kroc, the ice cream machine salesman, and how he discovered McDonald’s? How about Starbucks Howard Schultz drawn into the Seattle coffee house by its aroma

the true points of your presentation are:

selling the belief in the mission

selling the belief in the vision

selling the belief and the system

it’s your story and your company story that attracts and connects with people. Your story is unique, interesting, and sincere. When you tell your story, it makes you more comfortable, and make sure guests more comfortable.

 

Psychology of the Presentation

When it comes to the presentation, it’s not about the details. It’s the reasons behind it. When you do the presentation, you don’t just sell the business, you sell your belief. When you go through the concepts, you are not only talking about financial solutions but really how they can make a positive difference for families, and especially your own family.

When you talk about a vision of a new industry, what you are literally doing is selling them your vision, your belief and how you see yourself and this company becoming very successful in the future.

My first 8 BMPS

I saw the opportunity in 1985 on a Saturday morning. I made an appointment for noon the next Monday. I was so excited I joined right away, bought the product Tuesday, and went out in the field the same night to do BMPs. I started right. I scheduled three appointments for the first night because the trainer insisted on a minimum of three appointments to go out with me. The first appointment was my brother-in-law’s home. He was so close to me, so I knew he would do the business with us. But to my surprise he did not. Then I took my trainer to the home of my best friend, a sophisticated engineer. He did not show any reaction to the presentation. He was stone face the entire time and never even said a word, not even a note. At the third appointment, another friend showed some interest but want to think it over.

I was stunned. I thought all three of them would be very receptive or at least one would, but in not even one responded positively. I told my trainer that tomorrow will be better and kept apologizing for the first three failures.

The next day I bought brought my trainer to three more places, and again, nobody showed any interest, just a few questions and remarks. I was so disappointed. We’ve been to six houses already. I had to do something the third night, because I couldn’t get three appointments. I had only two. I called my trainer and asked her to give me another chance and apologize because I could only find two appointments. Again nothing came out of those two appointments. My first eight BMPs were all failures. I was so mad I almost wanted to quit. I did not understand why the closest people to meet all said “no” or “I want to think about it”.

But I couldn’t quit. The thought of being a social worker for the rest of my life was even more painful. Also, I thought that we did good BMPs. In fact we did everything right. After I thought about it, I realized there was no problem with our business or are presentation. It was their problem. I swallowed my pain and went on.

The first year in the business, I was bad, but I learned a lot. I learned that this business is not as easy as I thought. I learned that even brothers, best friends, and cousins will not do business with me. I learned to MoveOn and stay excited, even while being hurt. I learned that it was critical to go out as a team — me and the trainer — so we can motivate each other to keep going on. I did not take this business for granted, and I prepared myself for a long fight towards my independence.

 

Builders note:

Although all my BMPs were not successful, one very positive thing came out of it. I was duplicated! I saw eight simple presentations over and over again. I memorized it by heart. I was able to do it myself. There was no real secret. Another interesting note: most of the people of the eventually either joined or bought for me. Some did so a few months later on, while others took a year. The rest is history XU AN.

 

What is “selling the dream”?

    This is what we sell:

 Be somebody

  • Be my own boss
  • Own my own business
  • Control my destiny
  • Great income
  • Financial security
  • Provide for my family
  • Do great things for people
  • Travel nationwide worldwide and have fun
  • Build a nationwide and worldwide business

 

“Don’t sell them your dream.  Sell them the dream that is most important to them.”

You should have regular BPM’s

we need to have a BPM at least every 3 to 4 days because:

when people are prospecting, inviting, doing the BMP and recruiting, they need to bring these new guest to team members to the office as soon as possible.

Just like a car, which needs to be refueled regularly, our teammates need to be recharged, energize, and motivated after being beat up in the field.

Our trainers and trainees need to be recognized for their efforts and to share their success stories. They can also share their experience of what it’s like to be a crusader and how they made a difference for families.

Regular BPM’s are predictable and convenient for leaders, teammates, applying, and downline to meet with each other to train, plan, and share crucial information.

If you do BPM’s only once a week, the cycle of business slows down tremendously. It will be harder to find and build serious and committed people.

“What would you do if your car ran out of gas and you have to wait a whole week before you could get it refueled?”

Builders Note:

  • Don’t ever miss a meeting
  • Don’t ever miss the BPM.
  • Don’t ever show any sign of tiredness or lack of enthusiasm in the BPM.
  • Your team will recognize it and won’t show up.

 

Daytime BPM

for so long we did meeting during the evening and weekends, assuming that most people have to go to work. We forgot that there are a lot of people who would prefer to do our business on weekdays during regular working hours. So by doing the BPM in the day time, we attract a bigger more diversified market.

Stay at Home Parents

Many stay-at-home parents have free time for morning until mid-afternoon, when their children come home from school. One of Japan’s largest securities companies built the majority of their fair sales force with stay at home parents.

Day People

many people for it feel more comfortable going to meetings and doing the business during the day rather than at night.

People working different shifts

Nurses, students, teachers, police, fire, casino, food service professionals, factory workers, and many others may be busy working at night.

Professionals/self-employed

CPAs, lawyers, doctors, real estate agents, and others have flexible schedules and may prefer daytime business meetings.

Unemployed/between jobs

These people are free during the day.

Regular employ people if it’s important enough, people can ask for some time off from work to come to see the business.

J.O.B. — The journey of the broke

most employees work only hard enough so they won’t be fired. And most employers who pay them just enough so that they won’t quit.

 

MoZone: the environment to recruit and build.

“Mozone: these momentum zone. It’s an environment of energy, positivity, excitement, and power!”

It’s all about the atmosphere. In any entertainment center where there are crowds — a new restaurant, a shopping mall, the show business — the environment is critical. When people feel good, they do good. When people feel intimidated or reserve, they tend to close their minds. Thus always maintain a positive environment in the office, especially during the BPM. The BPM is show time for our business. It’s our opening days. That show off days for one of the best businesses and careers in the world!

“It pays to smile, to be excited, and to be positive.  What a business!”

 

The 10 Commandments of MoZone:

 

  1. Sit In the Front
  2. Eye Contact
  3. Walk Faster
  4. Talk Louder
  5. Smile
  6. Dress Sharp
  7. Come Early, Stay Late
  8. Declare Your Intentions Publicly
  9. Raise Up, Stand Up
  10. Stumble Forward, Stay Confused

 

“It’s ignorant enthusiasm that leads to ignorant income”

“It’s what’s inside of you that counts”

 

10 ways to build your confidence

  1. Sit In Front

when I was a kid, I sat in the front row of the class. As I got to high school, I eventually moved to the middle. By the time it went to college, I find myself somewhere in the back of the room. Ever since, I was took a backseat in my life. I always sat in the back, hid behind someone else, was myself and the crop.

In most situations, I was content and sometimes happy about it. Nobody bothered me. The woman looked at me or said anything to me. But that came with a price. I realized that I was not winning.

“In a dog sled race, if you’re not the lead dog, the scenery doesn’t change much.”

As a short guy sitting in the back, I gave up a lot. I didn’t see most things ahead, except for other people’s hair. I was passive, not engaged, and frustrated. I was behind, and I found out most people were like me. And our BPM, for instance, if we set in rows of chairs, most people will come in and start sitting down at the 10th row first. And if we sat three rows, they will sit in the third row. Very few people come in and sit in the front. Even team members prefer to sit in the back.

One day, when reading the Magic of thinking big by Dr. David J. Schwartz, who suggested some simple type techniques to build confidence, it hit me like a ton of bricks. I realize what went wrong! I made an effort to change. I will sit in the front row from now on, I told myself. What a big change! It looked easy, but it’s not that easy to do. Being a front-seater will change your life. Being a front-seater will keep you fully engaged. You will truly become a student of the business. You will be coachable.

When you sit in the front, you take charge. You’re at the front of the line. You listen more attentively. You have much less distractions. You’re totally focused. Your business mind set rises to a new level.

“Great leaders always sit in the front, the fight for the front, and are always ready.”

Sitting in the front will lead your life down the winners track. Not sitting in the front could cost you and your team cons of money.

 

  1. Eye Contact

I was a shy kid who was afraid to talk to people, let alone work into their eyes. People told me it’s not polite to look into other people’s eyes. The fear of people grew inside me. I could sit next to another person at a party for hours without saying a word, as if I was playing a silence endurance contest. Not surprisingly, I didn’t feel too good about myself.

When I first started, this business was so uncomfortable for me. I had to contact people. I had to say something and look at people. But over the years, that was one of the best things that could have happened to me. I learned to look straight into people’s eyes. I could see through them. I could communicate with them. More often, I contact speaks louder than words

“making eye contact establishes trust, confidence, and positivity with the person you communicate with”.

Now, I feel a lot more effective meeting people face-to-face rather than talking with them on the phone. I’m confident and more comfortable with people as a result.

  1. Walk Faster

your actions and your feelings go together. When you’re sad, you walk slow. When you’re happy, you walk faster. When you walk faster, you tend to be happier.

The environment your end will also affect your actions and your feelings. When you listen to upbeat music, you are active and you are moving quicker. A sad song will slow you down. Even my car can recognize that. When I am sad, my car drive slow. One I’m excited my car gains speed. Most of us wait until we feel good before we do something. Running a bit business based on our feelings is dangerous. The renowned basketball star Jerry West said, “you can’t get much done in life if you only work on the days when you feel good.” We can control our feelings. We can control our actions. We can control our life. Just walk faster. You’ll find yourself a happier more positive person.

 

“Hurry up! Get the job done. There’s so many things in life waiting for you to see, to do, and to enjoy.”

  1. Talk Louder

when you’re sad or tired, you talk in a low voice. When you are energetic and happy, you speak louder. In fact when you communicate, it doesn’t matter much what you say. What matters most are the tone of your voice, the expression on your face, and the posture of your body.

 

“It’s said that the impact of communication comes from:

55% from body language

38% from the tone of your voice

7% from verbal content

 

Raise your voice one notch, you will feel stronger.

“Every time I call home, my wife can tell right away if I had a good day or a bad day.”

  1. Smile

smile affects people more than anything else. The smile builds quick confidence and changes the environment around you. One day at the doctor’s office, most people seemed to be quiet, sad, or worried-until lady came in with her child. The minute the kids smiled, the atmosphere in the waiting room lit up. Everyone smiled, became happy, and began to talk to each other. Amazing what a smile can do.

“When you smile, you change your attitude and you change the attitude of the people around you.”

  1. Dress Sharp

I used to dress down very casually and was proud of it. It seems as if I wanted the whole world to know that I am a social worker, I’m poor, and carefree, I’m taking it easy. I got what I wanted. No one paid attention to me. No one took me seriously. No one talked any business with me. One of my cousins join the business for months and never bother to recruit me. One day after I joined with another person, I met him at a meeting. His first words were: “I never thought you would want to be in this business?!” Having a habit of dressing up and looking sharp change my outlook on life.

“If you dress up, you move up. If you dress down, you will move down.”

When you dress sharp, you feel better and look more professional. People don’t want to follow a sloppy looking leader. Your appearance is very important. You don’t have to be too formal or too flashy. It may intimidate your guests, your client, or your potential business partner. You should also ask your guests to dress properly. You do not want them to be uncomfortable. The BPM as a business meeting. But don’t be too strict, especially for a first-time guest.

  1. Early Stay Late

most people come to the office on time correlate, as if they had to come from work. On a BPM night, they come in, unprepared, lost in the crowd, hoping that their guest is somewhere in the MoZone area, hoping their trainer won’t be disappointed, hoping their teammates won’t get mad at them. I know. I was one of them. The dad happened to come to the meeting and hour early, I saw a totally different scene. I saw a lot of work to prepare for. The chairs, the microphone, parking, the sound system, training schedules, name tags, signage sheets, upstart kits. I sought a business at work!

The minute the BPM ends, most people had to the parking lot and go home. I was one of them. Just like in the job, can’t wait to get out. Just like in any classroom, get wait for the bell to ring.

“I’m tired, I’m hungry, and I want to go home.”

However, when I get home, most of the time I did nothing special like watching TV or reading magazines for hours. Then one day I decided to stay late. I saw a totally different picture. The meeting after the meeting, setting goals, getting commitments, leaders staying after the meeting to help serious people create a business plan, monitor activities, and do paperwork. After the meeting, people open up, the serious builders stay late, and the team goes out for a snack. It’s their time to build relationships. They talk about the business in an informal way. They share a lot of insight and observations on how to improve each other’s business.

“When you come early and stay late, you’re in control. You’re in the business.” Successful system Elders mastered this challenge. Since you go to the meeting anyway, why don’t you come early, stay late, and spend an extra hour at the office? This extra hour gives you an entrepreneurial mentality that most and please hardly ever get to know!

  1. Declare Your Intentions Publicly

you can’t change or hit your goals unless you declare it and let many people know it. For example, it’s easier to quit smoking if you let everyone around you know your intention. If you have a goal, declare it. The goal is half done

  1. Raise up, Stand Up

when it comes to some challenge or task, many people can hardly stand up or raise up. For many of us the last time we raised our hand or startup was in high school. Even if people raise up, they can hardly raised her hand high, past her head. And even if they stand up, they can hardly stand up long enough. It seems like people go through life caring too much baggage. They were pulled down too many times. They got shafted by their boss, pulled down by their coworker, where critics size by their family. Their shoulders get heavy, their body worn out. Raising up is hard to do.

“Stand up for something you believe in. Raise up to your dream.”

  1. Stumble Forward, Stay Confused

Many employees stumble forward easily when their boss gives them orders. They proclaim, “I can do it! I’ll find a solution!”. But when they have to work for themselves, become, shaky and hesitant.

Moving forward may seem risky, but doing nothing is even riskier. You can’t wait until you know everything before you do something. You can’t wait until all the conditions are right before you start something. “Success is never convenient”. Before success, you must fail. Those who never try never learn. Your activities create knowledge, but your knowledge will not create activity. I often hear: “show me everything. When I get all my licenses I will do it big!”. Unfortunately that rarely happens! Usually these people don’t even last long enough to get licensed.

“Action fights fear. An action creates more fear. Walk right through your fear and the death of the fear is certain.”

 

Mistakes to avoid at the BPM

showing up on time. “If you show up on time, you are the late.”

If you show up on time, you’re too late. You and your guests will have missed the whole point of the BPM: the Magic of the MoZone. As a rule of thumb, teammates should be at the office at least a half hour before the meeting, and leaders should be at the office at least an hour before the meeting.

Bringing a bad day to the BPM

when you walk into the office, please leave your troubles behind. I know that life is tough out there, but we are in the people business. People at the office don’t need to know about your personal problems, traffic jams, or bad weather. Our business is selling happiness, a “can-do” spirit, a chance to make dreams come true. So when you enter the office, show that you’re happy about what you do. Show that you’re determined to be successful.

Waiting for guests and the parking lot

Do not show that you are so desperate. If guests can find the parking lot, they can find their way into the office.

Either you’re in or you’re out, but don’t hang around

When you’re at the meeting, stay in the meeting. The BPM hours are your working hours. It’s your job to learn from other trainers, to work the system, and to build your business. It is not a time to hide in the office and use the computer or go outside and talk on the phone. Your team may duplicate that. Other teams may duplicate it. You not only hurt your business; you end up hurting other people’s business as well

 

Monkey Business

“Monkey see, Monkey do.”

In the duplication business, your people duplicate what you do, good or bad. And your people always do more than you. When you come five minutes late, your people come 10 minutes late. When you don’t show up for one meeting, your people don’t show up for three meetings.

If you don’t show up for one month, your people don’t show up for ever.

Acting casual to a first-time Guest

every time one of your guests walks out of the BPM room, you have to be excited, even if you’ve listened to the BPM thousands of times already. You cannot act casual. You have to treat every guest like your first. Don’t ever forget where you come from. Do you remember the first time you saw the presentation? Wasn’t that powerful?

Mistake: Asking what they think

When the BPM is over and you meet with your guest what you say to them is so crucial.

Instead of asking them what they think, can you say something positive and affirmative? Can you say, “isn’t that powerful? Was that a great presentation? This is an incredible opportunity, right?

See I told you it was worth your time.

 People want to be led and supported.

Ask, “Did you fill out a card”?

“Did you make an appointment”?

“Let’s go see_______”

“Let me introduce you to my vice president, or”. “my trainer, or my friend. “

 

Doing the business interview before the business presentation.

Sometimes your guess is excited and curious to know more about the business and begins to ask questions. And you, also excited, begin to answer their questions. You do your up line’s job to early. You do the business interview before the business presentation or interview. Instead of at answering their questions, can you say, “wonderful, those are great questions, I’m glad you’re interested. Write them down. I’m sure when you come back for your appointment to see my vice president, she will answer all your questions.”

 

“The presentation and the BPM is to recruit. The presentation in the parking lot is to destroy.”

Using the business review card

The BPM check list is simple, clear, and convenient. We show the presentation, share the information, and they make the decision. It is also very duplicatable. Anyone can do it. Just give them the car. Either way they want to look at the business, or they want to understand more about the financial concepts and solutions. They tell us what they want.

 

Making appointments for the business interview or follow-up.

Work with your vice president/trainer to set up an appointment. Understand that your vice president/trainer is not making an appointment for herself but rather for you. Do yourself a favor. Don’t side with your guest and say he’s too busy to make an appointment. Your VP understands that your guest has a job and a family. But you need to encourage him to meet with your trainer within 24 to 48 hours were in the daytime. We need to talk to the guest while they’re still excited. Can you ask “when within the next 24 to 48 hours can we get together”.

Hold the business interview within 24 to 48 hours. If you don’t set an appointment within 24 to 48 hours of the BPM or BMP, the odds for the prospect come back for the business interview are low. When the typical gas goes home, he will talk to his spouse, his cousin, and his friends. These people are going to rain on his parade with all sorts of negative comments: “you can’t sell… there’s no way you can do this… etc. That’s why the sooner we see them, the better chance we have of answering their questions and eliminating their doubts.

Do the business interview at the office

Normally, when you do the business interview in the office, you have more control.  But if you have guests at the BPM who don’t show up for the business interview, they probably got shot down by the doom and gloom crowd. In that case you can follow up and recruit them at their house.

 

Follow-up

follow-up for good measure. Call them to remind them about the appointment. If you sense he has been negatively affected by his friends or family, offered to give him a ride to the appointment and reassure him that this is a legitimate and worthwhile business opportunity.

 

The Business Interview.

“The proper interview.” The main purpose of the second interview is to recruit a new team member, offer them an opportunity to start a new business, and be part of a successful system. They must know that they are joining a strong leader and a winning team. As always, keep it simple.

Things you need to remember for the second interview.

At the interview, require the team member to be present with the return guests. He must learn to duplicate you.

 

Ask them about their background.

Do a quick review of the flip chart ( 5 M I N. )

ask them: “so from what you have seen and heard so far about our company, what interests you the most”?

“If you are going to give this business to try why would you be doing it”?

“Have you ever been in a leadership role or owned a business before?”

“Do you plan to be a part of a demanding, strong organization to build a business?”

“Do you have any specific questions for me?” “Those are great questions and will be addressed in detail in our training program’

Take charge of your business. Take charge of your trainees training program.

Tell them: “I will see you tonight at 7 PM at your house to get started. By the way, there will be an hour to meet with your spouse. Can you have had your dinner early before I arrived?”

 

“The second interview is not just to start them it’s to fast start them.”

“Remember, this is not a lengthy classroom training.

It’s a step to move them towards a fast start.”

Personal Financial Strategy (PFS)

First, you must understand, then you have a plan, and you then work your plan.

Personal financial strategy (PFS).

After a person joins, we need to sit down with that person and their spouse to take care of their family with a personal financial strategy.

  1. They need to understand our concepts and products

the reason we grow is because we provide such badly needed information and services to middle America. From proper needs for protection long-term investments, from managing debt to increasing cash flow, from creating an emergency fund, to preserving our state, every one of these concepts can change lives and their families lives for generations to come. I remember the first time I saw the rule of 72, I thought it was the eighth wonder of the world.

  1. They need to be helped

people don’t need to buy our products to work for our company. But it’s critical that they know information about and have solutions to their personal finances. They need to know their current situation and what they should do to take care of their families financial security. And if they have the need and are suitable, they should only appropriate products as soon as they can.

  1. They need to believe in our mission

the best way to help the recruits understand what we do for the consumer is for them to see how it helps them first. Practice what you preach. Help people understand and believe in building a strong financial foundation. It’s easier for them to be successful in the business that they believe in and that does good things for people.

  1. Share, don’t sell

a normal salesperson would sell anything the consumer wants to buy even if that salesperson doesn’t own the product. Crusaders share what they believe in and recommend to others what they would do for themselves. You don’t really need to sell.

That’s why we join, we own, and we share.

 

What’s a crusader?

What’s our mission?

“Do it right. Do it with pride.”

We use the word crusade and mission often. What do they mean in our business?

Our mission is to make a difference for families by helping them build wealth for themselves and for their families. Our crusade is to share with people our financial concepts, so they can increase their cash flow, manage their debt, create an emergency fund, provide proper protection for the family, build long-term assets, and preserve their estate. Now more than ever before, people need to understand how money works, have a financial goal, and begin to build a financial foundation for their future.

A crusader is someone who believes in what he or she is doing. They do the right thing 100% of the time. It also means that when they sell a product, they make sure that their clients understand all the advantages as well as disadvantages of the product. The clients will only buy if it is good and suitable for them and their family. Likewise, when we recruit new members, we must tell them the advantages as well as the challenges of the business.

Crusaders die hard. When you have a good cause and a strong belief, you do it until you fulfill your mission. It is so good to be in a business where you can make a significant difference for families. With the stroke of your pan, you can provide the family, help their children save for college, delivered retirement benefits, long-term care, and peace of mind when rough times come.

 

 

 

Understand the first building block of the VP factory.

 

  1. The first dimension

Seven Step duplication.

7steps in  7 days : complete the seven steps in seven days

 

  1. Submit license paperwork
  2. Meet with the spouse
  3. Prospect list.
  4. Do fueled presentations
  5. Personal financial strategy
  6. VP club: 3 — 3 – 30

7 duplication

 

  1. The second dimension: people gathering.

Why do you have to produce a prospect list, go out into the field to do BMP or invite people to BPM, and do the PFS? The purpose is to gather as many people as possible to join our business, and, of course, to bring in as many potential VP trainees as possible. When you join, you should gather at least three people to qualify for the VP. Club.

III.  The third die mentioned: the crusade

in the first block of the system, during the early stages of the business, the new VP trainee must see the goodness of the business, what we do to help people. It should be the mission, not the commission or the money, that impresses them.

  1. The fourth dimension: trust

we have to establish a relationship and develop the trust factor. That’s the reason why we come to the VP trainees to talk to the spouse. If the couple doesn’t trust us, it will be difficult to get them started.

  1. The fifth I mentioned: duplication.

Everything we do in the first block will be duplicated. Either we duplicate good or we duplicate bad. Either we do it right we do it wrong. Whether we make it complicated or we keep it simple, the trainee will copy us. Like most things in life, the first step is so crucial. We may not have a second chance.

 

By the end of the first block, usually after the first seven days, the new VP trainee will draw one of two conclusions:

1 “Wow, it looks good. It looks simple. It seems doable, I can do this!” With this mindset, things will start out great.

  1. “Gee! It’s all quite confusing. I need to learn more, I’m not sure if I can do it…”.

If he has the letter follows, there will be a long, hard road ahead, and he may not make it at all.

 

The Fourth Dimension

The Trust Factor

it’s a pain to work with somebody who doesn’t trust you. How in the world the somebody join you one day and three days later on disappear? How does somebody listen to you one day and the next day doesn’t believe a word you say? Something happened in between.

The hidden reason

In many cases people quit not because of the product or market conditions, but because of their spouse. Without support from the spouse, succeeding in this business is a losing battle here it

solve this problem early on

the minute a new person joins, tell them, “I need to see you and your spouse tonight at your home. Can you please finished her dinner early, so we’re ready to talk about business?”

If she asks, “what for?”. You answer, “to get you started.” The minute she says yes, she trusts you enough to let you in her home.

Gain trust, Present the business

the reason you need to go to her home is to gain trust and show the business to the spouse. If the spouse is busy, you should wait until they’re available. Or if he can see you you should reschedule. You want them to know you’re serious about this business. When both husband and wife agree to sit down with you, that’s when you talk to them, because you need to explain the business to both of them. You should not explain only to one of them and let the one explain to the other. Both don’t have to do the business, but both need to believe in what we do.

The only way to build his with a couple

the short time you spend with the couple is the best investment you’ll ever make with them. You’ll find out right away if this is the family you’re going to work with, or if there’s no hope.

No trust, no work

the minute they trust you, they give you a good prospect list. And when they trust you, they don’t mind taking you to see these people. But if they don’t trust you, they’re not going to give you a real prospect list. Instead they hand you a list of people who — whether they join or not — doesn’t affect them.

Get to know the real family

at the home you meet the real family. At the office there are different people. But at the home they’re real people, comfortable at their own place.

Make a good first impression

you come to their home, and the first impression is a good one. You show them a real business. You’re committed. You care. You’re serious. You’re a person with a mission and a dream. You believe in what we do. You’re absolutely positive. Your new recruits and her husband are fired up. The first appointment at her home determines the rest of her career, because at the first appointment she feels like rainbows.

Build it right from day one

the new recruit joins in the morning, and that evening here at their home. The next thing you do is take her out to her friends and relatives homes. Do you need to explain to her that this is a home-based business?

And when you take her out, she may have some doubts, but the minute you sit down with her friends and relatives, you show the mission, what we do for families. “The information is so powerful and wonderful. You show it with all your conviction. And you treat her friends and relatives with respect and kindness. Don’t you think your new recruit is proud about what we do?

Now you have a real builder because she loves to go out in the field. She falls in love with the business from day one. And when she recruits somebody she wants to go to the peoples homes. The minute she gets license, she can’t wait to go out to peoples homes. She can’t wait to take her teammates to peoples homes.

“I rather recruit two people and do it right than recruit 10 people and do it wrong.

I rather recruit two people and built people who trust me than recruit 10 people who don’t trust me, don’t know me and don’t want to work with me seriously.”

Working with your spouse

having my wife involved in the business was a tough decision. One part of me knew that she could help determine the sleep. The other part of me wanted to keep her at a distance.

Her involvement was sometimes challenging. One day during a BMP, my wife took over, feeling that I was dancing around. I should go straight to the point and close it she thought.

And every time I made a mistake, she would point it out. I did not enjoy that part much. We had so many differences about how to do the business. Moreover, her presence and the business created pressure. Sometimes I wished she was not involved. That way I’d have less expectation to succeed.

But I needed her. When I was down, trapped, or had no place to go, she always supported me. She came up with a lot of contacts for me. In fact, half of my organization comes from her.

“The best recruit is right in front of you your spouse.”

When I traveled, my wife manage the staff and the team. And of course, she took care of the family. With her help, I had more time to focus on building. I would never be able to do and be what I am today without her. I am glad I asked for her support early on. Although it was difficult, I felt it was the right thing to do. I wanted to win, I knew that I could would win, and I wanted her to play an essential part of it. I saw that in some families were the spouse was not involved in the business, by the time they became successful, one spouse felt guilty while the other was resentful. Their success did not bring him happiness.

Building together

one day I heard a woman complained that her husband would never go with her shopping. He fired back that she would never join him when he went camping. When his wife got together with her friends, he did not want to be around. And vice versa, she would do something else when they gathered with his friends.

It happens to many families. Some think it’s normal. That’s the way many couples are. But that’s also how people separate by degree. They’re too close to pay attention to each other’s interests. I got that wake-up call when I joined this business. My wife was not against me doing the business. It’s just she wasn’t so interested. “That’s your business.” She’d say. You can do what you want.”

I made a consistent effort to change that. I always ask my wife to be involved in what I do, and I always realize that I must be interested in participate in what she does hear it

as for the discomfort of working together, I realize the business is just a mirror of our marriage. It’s not the business that was the problem. It was our relationship. We have to learn to grow together. After all it’s our future.

 

 

Listen carefully

When you listen the first time.

You like it.

When you listen the second time.

You understand it.

When you listen the third time.

You feel it.

When you listen the fourth time.

You memorize it

When you listen the fifth time

You apply it

 

Vice Presidents (VP) CLUB

The Big Push

VP club 3 — 3 — 30

 

“The building block of the system”

in the past, building was difficult and slow. The builder had to carve stone and chop down trees, then put them together to build walls, houses, and other structures. Unfortunately most of the stones and wood were not in the same shape. Thus, they required a lot of work to fit them all together.

Then came the invention of the brick, the simple building block. Since they are all the same size, assembly time is reduced dramatically.

VP club 3 — 3 — 30: the building block of the system

to start, the new trainee follows the trainer to build 3 — 3 — 30. With the trainers help, he will recruit three direct and observe 3 PFS sales in 30 days.

 

V.P. CLUB:

3 recruits

3 PFS sales

30 days

 

 

 

Put pictures here

build three VP club, build your way to become VP

you become VP club, then A., B., and C. duplicate to become VP clubs, and so on. Everyone does the same. Because of this simple duplication, you become VP, and soon a, B., and C. can also become VP’s.

It’s like laying one brick at a time, and soon you will build a Great Wall. Behold! Through the VP club system, we have broken the code to building a large organization.

“Building a big organization just got easier”.

The fast start spinning machine

“How fast can you spin?”

Place picture here

When you fast start, you spin the trainee/BP club machine. When you spend the first cycle, you get 3 new recruits and 3 sales in 30 days. When you spend the second cycle with recruit one, you get another 3 3-30. When you spend two more cycles. You get recruit to and recruit three to become new VP clubs. Every time you spin — every time you fast start — more recruits and more PFS sales come out.

 

Speed duplication:

The fast start spinning machine solves one of the most critical problems in building: speed duplication. Hense 3 — 3 — 30 is so simple and clear to understand, we can all overcome the slow start problem, which often resulted in hesitation, doubt, fear, and failure.

Put picture here

The fast start system works beautifully when the duplication of 3 — 3 — 30 becomes the simple focus of the organization. Everyone knows that either they have to become VP club or they have to help someone become VP club. Thus we simplify, unify, and begin to multiply.

“3 — 3 — 30 opens the floodgates to fast start.”

 

3 — 3 – 30

A system whereby recruiting never stops.

A system whereby sales never stop.

A system whereby field training never stops.

A system whereby duplication never stops.

A system whereby cash flow never stops.

A system whereby promotion never stops.

A system whereby building never stops.

A system to go wide and deep.

A system to make it clear.

A system to do it fast.

A system that is doable.

 

A system that builds recruiting mentality.

A system to fast start a new recruit immediately.

A system to train the meeting mentality.

A system to build teamwork from the beginning.

A system that trains the trainee.

A system that builds the trainer.

A system that mobilizes everyone out into the field.

A system that builds strong replacement legs.

A system that builds a strong they shop.

A system that builds a big hierarchy.

 

3 — 3 — 30 is our VP club.

3 — 3 — 30 is our building block.

“Focus on 3 — 3 — 30. Your dreams can come true.”

 

 

 

 

 

 

As you can see, the system is quite simple.

 

STEP 1

when you start, you recruit three.

STEP 2

at the VP club level, you duplicate the process with these three recruits to build them into three legs

STEP 3

you qualify for VP

STEP 4

you build more VPs. If you look at this VP factory chart, the whole system depends on building VP club members. thus, VP club is the building block of the system you must qualify for VP club and build more VP club members

 

 

 

 

 

 

 

 

 

The Magic of Taproot

 

 

 

 

 

 

Did insurance agents dodge the DOL fiduciary bullet?

dodge a bullet

With the recent DOL Fiduciary rule did insurance agents dodge a bullet?
Maybe yes Maybe No.

Is the sky falling? What can agents do to protect themselves? I would highly recommend becoming a fiduciary investment advisor…RIA, Registered Investment Advisor
The three main reasons why insurance agents should consider becoming an RIA Registered Investment Advisor:

1) Protection from regulations:   (DOL fiduciary rule and Source of Funds (SOF)

2) Earn significantly more income (and create a reoccurring revenue stream)

3) Provide more comprehensive services to clients: Most important reason

Reason # 1)

Protection from regulations and violations of Securities Laws.

While the SEC was not able to regulate certain fixed insurance products (under rule 151A), the State Securities Commissions have not been deterred and are now looking to force insurance only licensed advisors to obtain a securities license to avoid state securities law violations when selling certain fixed products.

Be Proactive and Protect Your Livelihood

For years there were no real regulatory investment nightmares that caused insurance agent’s grief. Then came 151A. Rule 151A almost ruined the careers of thousands of agents—Rule 151A was passed by the SEC to regulate Fixed Indexed Annuities (FIAs) as securities. If 151A wasn’t struck down in the courts, every non-securities licensed insurance agent would have been forbidden from selling FIAs, which would have put many insurance only agents out of business.

While it’s true that 151A is dead for now, the State Securities Commissions (the bodies that regulate securities transactions in their states) are picking up where 151A left off.

Answer the following questions:

-If you tell a client to buy an FIA inside an IRA, do you need a securities license?

-If you tell a client to take money from a brokerage account to fund an Equity Indexed Universal Life Insurance (EIUL) policy, do you need a securities license?

-If you tell a client to move money from mutual funds to fund an SPIA (Single Premium Immediate Annuity), do you need a securities license?

Most advisors would say no to the above questions. But you know who is starting to say that is not the right answer? The State Securities Commissions. How? …. with The Source of Funds Rules (SOF).

Source of Funds (SOF)

Have you ever heard of an insurance only licensed advisor getting in trouble for violating the SOF rule? It’s happening and it’s something you need to watch out for. All you need to do is read Arkansas Insurance Department Bulletin No. 14-2009 (links below).

What is SOF? —it is simply asking where did the money come from to fund a fixed life or annuity contract (what is the source of funds?). If the money to fund a fixed insurance product came from the liquidation of stocks, mutual funds, etc., you may have a real problem if you don’t have a securities license. This includes money in IRAs. If money is coming from investments and you don’t have an investment license then you can be considered giving investment advice without an investment license.

Violations of the SOF rule in Arkansas will subject advisors to a fine up to $20,000 per violation.

My position is all insurance agents eventually will need a securities license and in the very near future. Every insurance only licensed agent will need to obtain a Series 65 if they want to sell FIAs or IULs and not run the risk of problems with the State Securities Commissions.

The State Securities Commissions will continue to pursue actions against non-securities licensed agents who are telling clients to move money from mutual funds, stocks, etc. into FIAs, EIULs, or other fixed instruments.

Reason #2)

Earning significantly more income is such an important issue that we have need to have a separate discussion on that. Agents can double their income in a short period of time, do a better job for clients, comply with the law and build a true residual business.

Reason # 3)

Provide more comprehensive services to clients.

Most insurance-only licensed agents are only able to provide advice on the fixed products they sell. Such agents are not supposed to discuss money management. Because of this limitation, insurance-only licensed agents are NOT providing the most comprehensive advice to their clients.

Let’s look at an example that should drive home this point. Assume Mr. Smith is a 55-year-old small business owner who has the following assets and income:

-income = $200,000 (pre-tax take-home pay of which $50,000 of it is income he can use to grow wealth for retirement).

-$500,000 in a brokerage account

-$500,000 in a rollover IRA (in mutual funds)

What advice could an insurance-only agent provide that would be “prudent” advice?

The client is a great candidate to use guaranteed income rider Fixed Indexed Annuities (FIAs) to grow his wealth in the IRA with a product that can guarantee him an income for life he can’t outlive.

The client is also a candidate to use Indexed Universal Life (IUL) insurance as a supplemental/tax-free/risk adverse retirement vehicle.

Questions:

How much of the money in his IRA should be allocated to FIAs with income riders and how much should be budgeted for premiums into an EIUL policy (and should some of his brokerage account be used to fund the policy)?

An insurance-only licensed agent may be tempted to tell the client that “ALL” of the money in his IRA should go into an FIA with income rider and that “ALL” of his brokerage account should be funneled into an EIUL policy over the next seven years in addition to the extra income he takes home from work every year.

Is this good advice? Is this comprehensive advice?

The answer is NO to both questions, but this highlights the dilemma of an insurance-only licensed agent.

What prudent advice should an insurance-only agent provide? The agent should identify X amount of the money in the IRA that should be earmarked for an FIA with a guaranteed income rider and Y amount, if any, from the brokerage account should be used to pay the IUL premium.

Depending on how much the client needs to have a diversified retirement portfolio, a significant portion of the brokerage account money will NOT be going into the EIUL policy and maybe 50% of the money in the IRA will NOT be going into the FIA.

A “good” insurance-only licensed agent would have to tell the client that he can only give advice on what to do with the money not going into fixed products. Unfortunately, most insurance-only agents will not make this comment because they want ALL the client’s money to go into fixed products so the agent can make more money or because the agent will not want a securities-licensed competitor to come in and potentially mess up the sale of the fixed products.

Neither of the reasons are good reasons for not bringing in a securities-licensed agent to help this client.

If the insurance agent was also an RIA, he could have a prudent discussion with the client about asset allocation and give information to the client about, “conservative” money-management.

The bottom line is that the insurance-only licensed agent is limited in what can be provided to clients and will eventually rule a foul of securities regulations.

Good advice can be offered on fixed products; but by not being an IAR, agents are not able to provide the most comprehensive advice possible, and they are also leaving significant money on the table.

 

(http://www.insurance.arkansas.gov/Legal/Bulletins/14-2009.pdf)
and

Iowa Insurance Department Bulletin 11-4 (http://publications.iowa.gov/23468/1/bulletin%2011-4%20re%20insurance%20licensed%20persons%20June%202011.pdf)