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Spencer Hays Business Philosophies

1. We believe in excellence and make it a habit.2. We believe strongly that we cannot build a business, we build people and people build the

business. We put great emphasis on creating an atmosphere in which people can take their God-

given talents, skills and capabilities and really have fun achieving and accomplishing, doing and

being.

3. We believe strongly that we are in business to serve our customers, and the way to maintaincustomers is to always give more value than we charge for.

4. We believe strongly that managements first responsibility is to run the company in such a waythat it makes money. If not, how can it stay in business and continue giving the customers the

good quality products they want?

5. We believe we have a responsibility to each individual in our company to give them job security,which we cannot do unless we run the business successfully.

6. We believe that it is managements responsibility to guarantee every worker in our business jobsecurity, and the only way we can do that is to run the company in such a way that we make

money. And the only way a company can make money is to grow its sales. If a companys sales

stays the same, then since expenses are going up every year, it cant make more money; it

makes less money. The only way a company can grow its profits is to grow its sales. Each of you

is responsible for seeing that our company grows its sales.

7. We believe strongly in taking from profit each year and putting back into the business, enablingus to give even better products and services to our customers.

8. We have a profit sharing plan as part of our business because we believe it is our responsibilityto give each employee the opportunity to retire with dignity and self respect. The commits the

employees to better serve our customers.

9. All of the key people within our companies will own part of the business. That way, thecustomers are dealing with owners when they deal with key people. They will have an owners

viewpoint and perspective, giving the very best quality and service; and they will always

remember that the customer is first.

10.We emphasize to all our people that waste leads to want, so we work hard not to squandermoney. That means we have more money to spend on better services and products for the

customer.

11.We always want to promote the philosophy of a wholesome and good attitude. If you think youcan, you can. A successful person says, I can, I will, I am going to excel and succeed. A

successful person realizes the difficult can be done right away; the impossible takes just a little

longer.

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12.We believe strongly that there are two types of people in this world one looks for a way, theother looks for an excuse. It doesnt take guts, gumption, or determination to find an excuse,

anybody can locate one. However, it takes a quality person to find a way over, under, around, or

right through any obstacle that stands in the way. This causes our people to better serve the

customer.

13.A lot of people are talkers. They talk about all the things they can do, but they dont do it. Theone thing I know about you is that you are producers, you are performers. My grandmother

used to always say, You dont judge people by what they say, you judge them by what you see

them do. We should place our worth, not on what we think we can do, but on what we actually

do, because that is real, isnt it?

14.The people who are coming up under a person are always going to think about that person theway they see him express himself about the people over him and around him. If he gives credit

and praise to his peers and the people over him, then the people coming up under him will feel

the same way about him. Your customer will feel about you the way you feel about your peers

and the people over you. You always want to promote that.

15.We always want to promote never being critical of anyone to someone else. If you are sayingsomething to someone for the purpose of helping that person, then it should be said only to the

people who can actually have an influence on the person you are talking about. We always want

to promote this philosophy.

16.We always want to promote the philosophy of I dont want to be right; I want to be for what isright.

17.We always want to promote the philosophy of, I am not important, but what I do is important.If we do this, then we wont become consumed with our own importance.

18.Over the years we have seen a few men and women do extremely well over a long period oftime, and we have seen a lot of people do well for a short period of time and then fail. We have

thought about those things which enable some people to achieve and do well over a long period

of time, and those things which cause others to fail after doing well for a short period of time.

We have noticed several things. We noticed that those people who do well over a long period of

time keep that which they are trying to achieve more important than they are. What they are

trying to achieve is always more important than themselves. If we make ourselves more

important than those things which we are trying to achieve, we become petty and selfish and

we fail.

19.We always want to promote the philosophy of Today is the day and now is the time to achieveand accomplish something. Get the order today. Make the sale today.

20.Promote the philosophy that a successful person realizes enthusiasm is so important. If you actenthusiastic, you will become enthusiastic. Will James, a great Harvard psychologist, discovered

that action comes before feeling. You can control and regulate your feelings by controlling and

regulating your actions. If you act a certain way, you begin to feel that way.

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21.We want to promote the philosophy that successful people understand we should never be apart of the problem; we should be a part of the solution to the problem. People like this are

motivational and inspiring to others.

22.Little people get upset over little things; big people dont. Most people go through their entirelives getting upset and spending a lot of time and energy on little incidental things that dontmake a bit of difference. They havent learned that little people get upset over little things; big

people dont.

23.Successful people realize they have to form the habit of doing things failures dont like to do. Inthis business, failures dont like to plan in advance. They dont like to call and make their

appointments in advance. They dont like to see a certain number of new people every day.

24.Successful people control their emotions. We live in an age of intellectual giants and emotionalmidgets. We can put a man on the moon and bring him back, but we cant control ourselves and

overcome our emotions enough to overcome the fear of failure and the fear of rejection. Manytimes we are so afraid that we cant do something that we are afraid to even attempt

something.