•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?