from success to significance using the miracle naifa naifa milwaukee september 22, 2009 phillip c....
Post on 11-Jan-2016
213 Views
Preview:
TRANSCRIPT
•FROM SUCCESS TO SIGNIFICANCEUsing The MIRACLE
NAIFA
• NAIFA Milwaukee • September 22, 2009 • Phillip C. Richards, CFP™, CLU, RHU
Drivers1) Vision : Changing Lives Forever ; Foundation 2) Client, Customer, Company 3) Cop, Coach, Community 4) High Performance / No Excuse 5) College Recruiting 6) Pinwheel 7) Specialization – Joint Work 8) Professional Markets – MD’s 9) Life Based Financial Planning 10) Mentoring – GAMA, MDRT11) Recycle Advisors12) Quarterly Targets
North Star Year ~ June 30th 2nd Quarter March Madness ~ 1st Quarter Chairman’s Challenge ~ 3rd Quarter December ~ Securian – MDRT 4th Quarter
REASONS FOR ELEPHANTS
1. INCREDIBLY INTERESTING PHENOMENA
2. ACRES OF DIAMONDS; ONLY 2% OF THAI’S
3. I BELIEVE YOU CAN DO ANYTHING
– Chinese Table Tennis
– Psycho-cybernetics Dr Maxwell Maltz
Goals
Psycho-cybernetics
Commitment
Conviction
It’s JUMP BALL (Katt)
What Do You Do Best?
IMPLEMENT!!!
EXECUTE!!!
T Watson’s Spots
Boeing-Allen-747
Kami Kazi
High Performance Culture
NORTH STAR TACTICS
•Servant LeadershipLeadership
•Miracle of LifeMiracle of Life InsuranceInsurance--repeat!
•High Performance/No excuseHigh Performance/No excuse culture
•MDRTMDRT Spoken Here
•Vision, Mission,Vision, Mission, and CoreCore Values
•Mirror Medical ProfessionMedical Profession
•100-case culture100-case culture
•Teaching HospitalTeaching Hospital
Change…
Top Problems Reported by
Teachers in 19401940
Top Problems Reported by
Teachers in 19901990 Talking out of turn
Making noise
Running in the halls
Cutting in line
Dress code violations
Lingering
Chewing gum
Drug abuse
Alcohol abuse
Pregnancy
Suicide
Rape
Robbery
Assault Ruts-HabitsGoals-Bike
Lessons from Maury The Constants
1. Positive Attitude
2. BHAG’s – Big Hairy Audacious Goals
3. Activity Solved All Problems
4. Integrity
5. Practice makes perfect – drill, drill, drill
6. Inspect what you expect; expect only what you inspect. The system is the Solution!
7. Empowerment – Systems set you free
8. Miracle of Life Insurance
The Power of a Vision
•Vision without action is but a dream.
•Action without vision is treading water.
•Vision with action, can change the world. M Meade
Michelin
Vision Before People
Helen Keller
Lily padPriest
Examples ofVision:
•Cargill -To improve the standardof living around the world
•Wal Mart -To give ordinary folk the chance to buy the same things as rich people
•Disney -To make people happy
•MAYO -The best interest of the patient is the ONLY interest to be considered
•Mary Kay - Create unlimited opportunities for women.
•Merck -Medicine is for the people not the profits. (Japan - TB)
Servicemaster
ChangingChanging
Lives,Lives,
Forever.Forever.
North Star Resource GroupOur Mission...
Branding ExampleYour Special Brand 20 Second Elevator Speech
Branding ExampleYour Special Brand 20 Second Elevator Speech
Hi, my name is Tony Gordon.
What I do is buy life insurance and other financial products.
What’s special about what I do is, as opposed to others who sell insurance, I do “needs assessments,” then search in the marketplace among many companies matching their products to the needs of my clients.
E X A M P L E :
Hi, my name is…
What I do is…
What’s special about what I do is…
Hi, my name is…
What I do is…
What’s special about what I do is…
Titles or Testimonies
Restin
Peace?
…And What Do You Want On Your Tombstone?…And What Do You Want On Your Tombstone?
“Begin with the End in Mind.” -Covey
The Religion of Life Insurance
She savedLives
Physician
He savedSouls
Clergyperson
He/SheChangedLives
Life Based Financial Advisor: YOU!
With the stroke of penand ink, you instantlycreate anExplosion of Moneyat Precisely the Rightinstant… when it’s neededWhen everyone is
showing up to pay respects, our advisors are showing up to pay
cash
CHANGING LIVES, FOREVER
Companies spared, jobs saved
Kids allowed to stay in their same neighborhoods, schools, homes and playgrounds and churches
Surviving parents able to be full-time when kids need them most
…all because your advisors were there!
Managers and Home Office
He/She Grew Peopl
e
Organic Growth
Cost of $100,000 Life to 100 Life to 121 Male age 45
1965 $3799 3.8%
1975 $3363
1985 $2650
1995 $2107
2005 $1392 1.4%
Best Available ~ Preferred Non-Smoking
From 3.8% to 1.4% of Death Benefit in 40 yrs.
Titles or Testimonies
• Dr. Tony Compolo
• LAMP and MDRT platforms
• Do you want a title or a testimony
• What ’s your legacy
Our Career
vs.Advantages - 3 i’sAdvantages - 3 i’s
Independence Income based
on efforts Impact—Service
to one’s fellow human
DisadvantagesDisadvantages
Telephone(Prospecting is tough)
Unequal distribution of income (5 yr challenge)
Non-glamorous products with start L.I.
Your Blood, Sweat, & Tears
Our Money
Independence, Income, Impact
Media / Legacy 1¢ Doubled 30 days
Life Insurance Order TakerFinancial Planning Broker
Hunter GathererAdvisor Asset
AccumulatorRelationship Commodity
Purpose Coasting Integrity Income
The Slippery Slope…
From To
MDRTCORE
Chinese lose money
If you have
a Big
Enough
WHY,You’ll
figure out
the HOW
Quarterly Review Theme
Southwest Airline’s Unique Strategy
Democratize flying – Poor fly same as Rich: VISIONVISION Fast 15 Minute Turnarounds (Notice All The Systems)
1. Planes flying longer than rivals2. Frequent departures with fewer aircraft3. No meals4. No assigned seats5. No interline baggage checking6. No first class7. Warm weather and uncongested airports8. Automatic gate ticketing/Bypasses travel
agents/commissions9. Pilots experience all pieces of process and
pay own training10.Standardized fleet of ONLY 737’s. Efficiency
At Southwest everything matters
–Southwest strategy involves a whole system of activities, not a collection of detached parts
–Southwest’s competitive advantage comes from the way its activities fit and reinforce one another (EMyth Orchestration)
–FIT locks out imitators by creating a chain that is as strong as its STRONGEST Link
Stock 300% - 1990
Productivity 2xEE
1973 ProfitabilityLargest by 2010
Southwest Airline’s Unique Strategy
The Relationship is Clear*
MDRT Time 19% 58 Hours
Court Time 48% 54 Hours
Top of Table Time 53% 51 Hours
Face to Face Time Hours Worked
““It’s Not About Working It’s Not About Working HarderHarder. It’s . It’s About Working About Working Smarter”Smarter”
*MDRT Study Keep the planes in the air (Marketing Asst Program)
Prospecting
• Al Granum One Card
• Cold Calls — 20,000 to Succeed
• Before we hang up…
• Vertical Referred Leads
• Don’t ask for Referrals, Give Them
• I’m a life planner who specializes in finance
• Do you have enough confidence in your agent to allow me to give you a second opinion.
• State Farm Letter
Negative Mortality Cost
1,000,000
24,000 – Additive PX = 17,520Eclipse
6,480
= 8.47% 8.76
Age 50 51 71 7680
30 Yr. Elite Term
Cost:: Reasons:$6,480/Yr. – 30 Yr. Term Net amount at risk decreasesThinking Mutual Funds Using additive premium only
Inside tax free build-up
Client Life Benefits Letter
«Date»
«Name»
«Address»
Dear «Greeting»:
As a service to our clients, we are contacting you to ensure you have adequate life insurance coverage. Our records show that you have $«F_CB_LIFE_BENE» of life protection in force.
If you have more coverage than our records indicate, please let us know so we can update our records.
If this amount is correct but you feel it may be insufficient to cover your risks, please call us and we will set up a time to review your needs and develop a solution.
I can be reached at «AdvisorPhoneBus».
Best regards,
«AdvisorName»
Sales Idea…Top 20 Clients
• Over the weekend go through and ID your top 20 clients– Don’t have to be your biggest clients but your
favorite.• Contact them immediately and tell them they are one of
your favorite clients (breakfast, lunch or dinner)
– Ask them to brainstorm and ID 3 of their closest favorite friends to introduce you to them to help
– If we get along I will certainly get along with your closest friends and will be able to impact their lives.
– Don’t wait! Do it next week (72 Hours)
Never Ask for Names; Give Them
1. Know what organization your client is part of
2. Obtain list of as many names in the organization (Directory-Lobby)
3. Place list of names before client. “A” I am calling these people; Which do you know (K) or know well (KW). Please mark.
4. If any of them ask me, do you mind if I tell them I work for you?
Just a Concept
• 1 Penny doubled for 30 days = $5,367,659
• 1 Penny doubled for 31 days = $10,700,000
How much is 1
Penny doubled
for 30 days
worth at end if
profit taxed
daily at 28%?
Major Natural Pitfalls (45 years)
Perfectionism – Failure to delegate—BigBig LieLie
Greed – UnwillingUnwilling to hand offC & D clients (Bramson)
E Myth – TechnicianTechnician instead ofEntrepreneur Attitude
Good is the Enemy of GreatGood is the Enemy of Great – Quitters, Campers, Climbers
Unwritten GoalsUnwritten Goals – No Quantification/No Deadlines
Harvard
StudyWritten Goals 3%No Written Goals97%
Twenty Year ResultsNet Worth
97% without written goals
3% with written goals
Coach Advisors To Be Thermostats--Not Thermometers
NO CHANGE, NO CHANGENO CHANGE, NO CHANGE
‘‘The highest degree of insanity is The highest degree of insanity is doing the same thing over and over doing the same thing over and over and expecting a different result.’and expecting a different result.’
-Albert Einstein
You vs. Computer
• Leadership
• Creativity
• Relationships
Only three things you can do better:
Be the Wise Rainmaker
Guarantee - Don’t CosignTechnology Accelerators
Information vs. Wisdom
Warning Label on Computers
Information Glut
Time (not money) is the
Currency of this New
Millennium
* Nick Murray
WISDOM VS INFORMATION
Gift Tax vs Estate Tax (2002) 47%now
Both are 50% BUT one is 100% higher
WHY?
Gift tax on $100,000 is $50,000
Estate tax of 50% on $200,000 is $100,000
Estate tax is 100% higher than gift tax
50% X $100,000 = $50,000
Therefore Estate tax is 200% of Gift tax
Which barrel needs the lid?
BHAG
The Good Life
Live where you want…
With the people you love…
Doing the right thing…
ON PURPOSE. (Our
Business)
Questions, Thoughts, Comments?
top related