winners vs. strugglers · winners vs. strugglers by: ... recruits and business! – when you are...

(c) 2002 Hector La Marque(c) 2002 Hector La MarqueFor Educational Purposes Only. Not Approved For Use With The PubFor Educational Purposes Only. Not Approved For Use With The Publiclic

Winners Winners vs. vs.

StrugglersStrugglersBy: Hector La MarqueBy: Hector La Marque


Winning Behavior Winning Behavior ObservationsObservations


Similarities of Similarities of PrimericanPrimerican’’ss who Struggle who Struggle They wait for repeat and referral They wait for repeat and referral recruits and business!recruits and business!

–– When you are passive, aggressive When you are passive, aggressive people suck up your business.people suck up your business.

–– When something or someone finally When something or someone finally comes in it/they own you.comes in it/they own you.


Similarities of Similarities of PrimericanPrimerican’’ss who Struggle who Struggle

They arenThey aren’’t consistent in daily t consistent in daily prospecting!prospecting!

–– Inconsistent activities = inconsistent Inconsistent activities = inconsistent results.results.

–– They are too attached to people whenever They are too attached to people whenever they come inthey come in------because they are your because they are your house payment.house payment.

–– It creates resentment, frustration and It creates resentment, frustration and attachment.attachment.

–– It is may be more destructive than not It is may be more destructive than not prospecting at all.prospecting at all.



They did not qualify their leads!They did not qualify their leads!–– They farm their unqualified leads instead They farm their unqualified leads instead

of finding new ones.of finding new ones.

–– Leads have NO value unless they are Leads have NO value unless they are turned into qualified appointments.turned into qualified appointments.



Too many unqualified presentations!Too many unqualified presentations!–– You must preYou must pre--qualify qualify everyevery appointment.appointment.–– Not preNot pre--qualifying every appointment is a qualifying every appointment is a

prescription for mediocrity and misery.prescription for mediocrity and misery.–– DO NOT go on any unqualified DO NOT go on any unqualified

appointments.appointments.–– 10 qualified appointments equals 25 10 qualified appointments equals 25

unqualified ones, if all you want is the unqualified ones, if all you want is the incredibly poor results you are getting incredibly poor results you are getting right now you might as well do it in less right now you might as well do it in less time so you can have a relationship with time so you can have a relationship with your family. But imagine if you went on your family. But imagine if you went on 25 QUALIFIED appointments!!!!25 QUALIFIED appointments!!!!



They spend too much time with people They spend too much time with people that are not in the top 20 percent.that are not in the top 20 percent.

Spend too much time in their offices Spend too much time in their offices doing administrative work. And too doing administrative work. And too little prospecting.little prospecting.



They donThey don’’t pay attention to their t pay attention to their numbers.numbers.

–– All of their drama is to cover up that they All of their drama is to cover up that they are spending time doing nothing that are spending time doing nothing that makes a difference in their business.makes a difference in their business.



They arenThey aren’’t accountable on a t accountable on a consistent basis with their up line or consistent basis with their up line or someone they respect.someone they respect.

–– Be accountable to your leader and as Be accountable to your leader and as many other people that you can find. many other people that you can find. Example; spouse, children, friends or Example; spouse, children, friends or anyone you respect that would hurt you if anyone you respect that would hurt you if they were disappointed in you.they were disappointed in you.

–– When you spin out of control and you get When you spin out of control and you get off track look at you business plan (map) off track look at you business plan (map) and your numbers (compass) they tell the and your numbers (compass) they tell the real story.real story.


This behavior is not the This behavior is not the road to success road to success


Similarities of Similarities of Winners in PrimericaWinners in Primerica

Focused on daily prospecting goals!Focused on daily prospecting goals!–– Whatever you focus on is what you get Whatever you focus on is what you get

and become.and become.–– If your mental focus is on generating If your mental focus is on generating

recruits and business you are going to recruits and business you are going to generate both.generate both.

–– Said affirmations daily such as:Said affirmations daily such as:““I canI can’’t wait to prospect.t wait to prospect.””““Prospecting is my top priority.Prospecting is my top priority.””““I am going to set appointments today.I am going to set appointments today.””““I am going to recruit someone great today.I am going to recruit someone great today.””



More direct with clients and recruits, More direct with clients and recruits, focused on being honest especially focused on being honest especially when the client and recruit does not when the client and recruit does not want to hear it.want to hear it.



Focused on daily prospecting goals!Focused on daily prospecting goals!–– Prospect earlier in the day and have a Prospect earlier in the day and have a

morning ritual.morning ritual.–– Everything in the morning is designed to Everything in the morning is designed to

raise their energy to prospect.raise their energy to prospect.–– i.e. Wakei.e. Wake--up; early work out, mediate or up; early work out, mediate or

pray, write out goals and affirmations, pray, write out goals and affirmations, start prospecting.start prospecting.



Prospected for appointments not leads!Prospected for appointments not leads!–– They are focused on appointments that They are focused on appointments that

are qualified that you will close for are qualified that you will close for recruits, business and referrals.recruits, business and referrals.



Kept track of their numbers.Kept track of their numbers.–– They know what they are doing that works.They know what they are doing that works.–– It points out clearly when youIt points out clearly when you’’re not re not

working. The numbers donworking. The numbers don’’t lie.t lie.



Previewed their business plan weeklyPreviewed their business plan weekly–– Have a written business plan; it is your Have a written business plan; it is your

map so you can find your way.map so you can find your way.–– Remember you get what you focus on.Remember you get what you focus on.



–– Wherever you fixate is where you go! i.e. Wherever you fixate is where you go! i.e. I went to Las Vegas Speedway to drive I went to Las Vegas Speedway to drive NascarNascar racecars. They taught us that if you racecars. They taught us that if you spin out of control you will go where you spin out of control you will go where you are focus on going. If you focus on the wall are focus on going. If you focus on the wall i.e. (problems) you go straight into the wall. i.e. (problems) you go straight into the wall. If you fixate on the track i.e. (goals) you If you fixate on the track i.e. (goals) you stop spinning and head back in the right stop spinning and head back in the right direction.direction.

–– When you spin out of control look at your When you spin out of control look at your business plan (map) and your numbers business plan (map) and your numbers (compass).(compass).



Worked on scripts all year long.Worked on scripts all year long.–– They prepared to overcome objections, They prepared to overcome objections,

set appointments, recruit and close sales.set appointments, recruit and close sales.–– They took people through preThey took people through pre--planned planned

presentations that lead them to where presentations that lead them to where they want them to go.they want them to go.

–– If you donIf you don’’t practice your prospecting and t practice your prospecting and presentation scripts 5 days a week you presentation scripts 5 days a week you are a novice.are a novice.

–– They have a regular role play partner the They have a regular role play partner the use daily.use daily.



–– Tiger Woods and Michael Jordan are Tiger Woods and Michael Jordan are professionals and probably the best that professionals and probably the best that have ever played their sports. They know have ever played their sports. They know their sports inside and out, yet they their sports inside and out, yet they practice every single day! Do you know practice every single day! Do you know your scripts as well as they know their your scripts as well as they know their sports? Probably not, but you still do not sports? Probably not, but you still do not practice, what does that say about you?practice, what does that say about you?



Stayed on schedule at all costs!!!!Stayed on schedule at all costs!!!!–– They understand that Schedule = They understand that Schedule =

Freedom.Freedom.–– People with no schedule have no freedom. People with no schedule have no freedom.

If you donIf you don’’t have a schedule you will be at t have a schedule you will be at the whim of someone that does.the whim of someone that does.

–– You can put whatever you want in your You can put whatever you want in your schedule, e.g. Business, relationships, schedule, e.g. Business, relationships, golf, you have more time than you thinkgolf, you have more time than you think, , but if it isbut if it is not in your schedule it does not in your schedule it does not exist.not exist.



–– Schedule quality conversation time with Schedule quality conversation time with your spouse and children every week. your spouse and children every week. Schedule something that makes you Schedule something that makes you happy every week, because if you donhappy every week, because if you don’’t t you will start to resent the business and you will start to resent the business and will get awful results because of it.will get awful results because of it.

–– By not scheduling your time, you By not scheduling your time, you squander it, and it becomes about dealing squander it, and it becomes about dealing with emergencies, disasters, eating, with emergencies, disasters, eating, sleeping etc.sleeping etc.



–– Stop living a Stop living a ““SomedaySomeday”” life simply plan it life simply plan it in.in.

–– Be like Forrest GumpBe like Forrest Gump------run Forest run! run Forest run! Just do it with out thinking.Just do it with out thinking.



Maintain High Standards for Maintain High Standards for Themselves.Themselves.

–– PrePre--qualify all appointments before they qualify all appointments before they go on them.go on them.

–– Are completely honest with my recruits Are completely honest with my recruits and clients.and clients.

–– Maintain a minimum number of contacts Maintain a minimum number of contacts per day every day.per day every day.



–– They do o a minimum 8 life sales, 3 They do o a minimum 8 life sales, 3 recruits, and 1 SMART loan per month.recruits, and 1 SMART loan per month.

–– They constantly work on personal They constantly work on personal development because they know it is the development because they know it is the single most important thing they can do single most important thing they can do to insure, maintain and increase their to insure, maintain and increase their success.success.

–– They take planned time off to regroup and They take planned time off to regroup and recharge a minimum of every 60 days.recharge a minimum of every 60 days.



They Do Not Get Emotionally They Do Not Get Emotionally Involved in Transactions!Involved in Transactions!

–– Why? Because they prospect and have a Why? Because they prospect and have a lot of appointments so no one transaction lot of appointments so no one transaction ever becomes too important.ever becomes too important.

–– The way they think about prospecting is The way they think about prospecting is the key allowing them to do it the key allowing them to do it consistently. They link massive pleasure consistently. They link massive pleasure to prospecting and link massive pain too to prospecting and link massive pain too not prospecting.not prospecting.



–– i.e. Pleasures: Freedom, financial security, i.e. Pleasures: Freedom, financial security, travel, taking care of loved ones, travel, taking care of loved ones, contributing to causes, charities, and any contributing to causes, charities, and any other thing they want in their life.other thing they want in their life.

–– i.e. Pain: Being broke, embarrassed, i.e. Pain: Being broke, embarrassed, losing the respect of people they care losing the respect of people they care about, family going with out, suffering about, family going with out, suffering needlessly, feeling badly about needlessly, feeling badly about themselves, having home and cars themselves, having home and cars repossessed etc.repossessed etc.



–– If you mastered calling people you If you mastered calling people you couldncouldn’’t wait to do it. You must master t wait to do it. You must master prospecting and setting up appointments prospecting and setting up appointments with people. It is the beginning of with people. It is the beginning of accomplishing all you want in your accomplishing all you want in your business.business.



They never miss their accountability They never miss their accountability with their mentor or coach. They with their mentor or coach. They realize that when they arenrealize that when they aren’’t doing t doing well it is even more critical to be well it is even more critical to be accountable. They know their coach accountable. They know their coach has a vested interest in their ultimate has a vested interest in their ultimate success so they are eager to help.success so they are eager to help.

winners vs. strugglers · winners vs. strugglers by: ... recruits and business! – when you are...

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