System Builder

The Solution to Industry Failures

In 2009, 140 banks failed, and another 157 in 2010 (FDIC 2010).

The Failure of the Financial Industry3 THE SLEEPING GIANT by Ken McElroy, 1st Edition, January 2011.Nov 68 May 70 Jan 73 Oct 74 Sept 76 Mar 78 Jan 81 Aug 82 Aug 87 Dec 87 July 90 Oct 90 Mar 00 Oct 02 Oct 07 Mar 09 LossLossLossLossLossLossLossLoss36.1%48.2%19.4%25.8%33.5%19.9%49.1%56.1% (Standard & Poors Corporation 2010)

The Bear Market in the last 40 years:

The Failure of the Financial Industry3 THE SLEEPING GIANT by Ken McElroy, 1st Edition, January 2011.For the last 20 years prior to December 31, 2008, the average annual returns of:

Equity Fund Investor:1.87%

Fixed Income Fund Investor: .77%

Asset Allocation Fund Investor: 1.67%

Inflation Rate:2.89% (Dalbar, March 2009)Real estate loss amounted to $3.4 trillion in wealth, about $30,000 per household. Stock market loss amounted to $7.4 trillion recently, about $66,200 per household. (The Sleeping Giant) 3

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Prudential Financial US agents went from 20,000 to 2,450; Met Life from 14,000 to 8,000. Today, the average age of Life Insurance Agents is 56. (WSJ March 19, 2010)

The Shrinking Insurance IndustryIn 1975: 18.9 million policies sold.In 2009: 10.2 million policies sold, a 46% decline. (ACLI Life Insurance Fact Book, 2010)Only 44% of US households do have life insurance, a 50 year low. Almost 8 in 10 US household do not have a personal life insurance agent or broker, and most of them say they never did have one. (LIMRA, August 2010)Worst of all, 70% of career life agents in their second year make less than $35,000 a year. Fewer than 20% of the new agents are still on the job after 4 years. (WSJ, March 19, 2010)

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FOR INTERNAL USE ONLY.The Wake Up CallAccording to a recent survey by Manpower, 84% of employees plan to look for a new position in 2011. (CNNMoney.com, December 23, 2010)Half of all college graduates now believe that self employment is moresecure than a full time job. 70% of todays high schoolers intend to start their own companies. (US News and World Report, June 5, 2008)

Build Your Future

FOR INTERNAL USE ONLY.

3. Give yourself time. It takes months to receive basic training. It takes time to have a good team It takes at 3-5 years to have business in many locations and to build a solid foundation for your future.Be a good student of the business:Teachable: the ability to learnCoachable: the ability to followThe fastest way to learn is in the field with your trainer.2. Attend all the meetings.

The Magic of Match-Up

The Match-Up System is the key to:

Width - ProfitablibityDepth - Stability Trains Your Team ProperlyMatch-Up Power Principles Each new associate in the field within 24 to 48 hours with an experienced trainer Helps retain your existing team by allowing them to make money field training new associates Increases activity for the whole organization 50% of something is better than 100% of nothing

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Vice President

Life of its OwnI.A Recruit Isnt a Recruit Until They have A Recruit!

A new person really isnt anchored into the business until they are:

Field TrainedA CrusaderRecruited a New Person

IIA Leg is not a Leg until its at least 4 deepDepth = Security

Drive Deep Find Leaders Lock in AssociatesOverlapping LeadersIII.Leg has Life of its Own At Least Two layers of Leaders

VP

Life of its Own5 People to Train

MondayTuesdayWednesdayThursdayFriday

VP MatchUp SystemTrainerTrainerTrainerTrainerTrainer5 SalesOne Night vs. One WeekYou Split & OverrideLeverage Your TimeLeverage TeamLeverage Earnings

VP

100% of Zero is Zero

VP

The Law of AveragesAndThe Law of High NumbersThe Law of Averages says that not everyone you hire will be a Super Star

Plant Many Seeds Because Not All Of Them Will Grow

Hire 25% of Prospects400 Interview= 100 New People100 People= 10 Agents10 agents= One Strong VP

Like Most Business: This Is a Numbers Business

** Remember you are not doing this by yourself you have a TEAM

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FocusMindset

One sale a weekOne personal recruit (4/4/30)

See Income Calculator

Are you in front of your computer?Three People a Day

Personal RythumSchedule Must DosFill The Nooks and Crannies

Social MediaVisibilityBuild Huge Prospect PoolsLearn about PeopleContact and Message

FacebookCasual , Fun and LightPictures and Video1 in 20 business rule postTwo ProfilesPolitical, Poor taste or R rated humor

LinkedinCheck yourYour Profile, Brand and Message

YoutubeOwn Your Own channelPeople love Video

NetworkingGo to Local NetworkingMeetup and CoffeeTarget People Take NotesFollow up!!!!

Target MarketsEveryone -Natural Groups- Occupation

CPA, Tax, and AttorneysReal Estate Agents, Mortgage Brokers, P&C, TitleHealth Agents

Have Diversification of Income without Distraction

I show __________ how to have

Turn Your Competition Into A Profit Center

I show __________ how to

Help Your Clients and Help Yourself

I show __________ how to

Building a HUGE, profitable, long lasting team with FEG.If you want one year of prosperity, grow grain.If you want 10 years of prosperity, grow trees.If you want 100 years of prosperity, grow people.(Chinese Proverb)

The importance of the System. You only need a System if you want to have BIG business.

Builders Love the System.

Great achievement should be Systemdriven rather than personality driven. Small minds pay attention to personal skills and techniques.Great minds pay attention to the System.

The System Builder. The ultimate entrepreneur. Your main purpose is to build a large team and a big business, and you must build it through the System!!!!

It's work to build the System. Like a railroad track. You labor to build the track but when it'sdone it's easy to run on and the train picks up speed!

It takesfocused discipline and sacrifice.

Follow the System. 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. Following the System (Aim at recruits hit sales) must not be a phase of you business life but a WAY of yourbusiness life!!!

A System creates duplication and multiplication.If your first generation duplicates you, your second generation willduplicate your first, and your third will duplicate your second and onand on. Systemize to multiply.

Your highway to success. The System shows you step-by-step exactly what you need to do toarrive to your destination. Like a combination lock, like a key to a door, like a GPS system.

Without the System Confusion, frustration, chaos, internal conflict, uncoachability,unteachability, discouragement, quitting.Coachability is being submissive, humble.

Submission to the System. Be a student of the business. You run the System and System runs your business. You wouldn't buy a McDonalds and then tryto change the menu!

The System flow.... A simple solution for building a BIG business;A powerful growth machine, a clear focus System, a plan to simplifyand multiply, a VAST new prospect market, an explosion of presentations and production, predictable and duplicatable, lowersbarriers to all builders, easy to monitor, goal driven, clear aim for next step, wide-deep-geometric growth, a fast, efficient way to builda big Base Shop, train more trainers, creates urgency and mozone,mobilizes old and new builders, fosters teamwork, increases taprooting, liberates builders for expansion and more.

VP

Aim to qualify for VP in your first 90 days The ultimate position!You run your own business at this stage. Great income potential,great security potential.Your aim then is to build an VP FACTORY!!!! You are either an VP or an VP in training!!!!

Focus on VP. Being a VP is your business. This is your outlet. Your total focus is to identify, build and lead a large team of VPs. Your daily activities should be anything that helps you build new VPs.Everyone must know the VP promotion guidelines Everyone must know where they currently stand in reqard to their promotion. How many VPs can you build, how fast and in how many cities?

Steps to duplicate. Join, meet the spouse, prospect list, personal financial strategy,match up for field building appointments, recruit 3 direct fast.A FAST START is everything!!!

The group BOP 3 purposes 1. Resell the dream to existing team members.2. Teach current teammates how to sell the dream.3. Sell the dream to new prospects.

Rules for the BOP. Arrive early with your guest, sit your guest in front, stay in the meeting, dress sharp, have your guest dress well, introduce your guests to your teammates and most importantly to the BOP presenter.After the meeting take your guest to your upline to schedule a follow up interview.Get them some literature to read.

Mistakes to avoid at the BOP. Showing up on time, or late. Arrive early!Bringing a bad day to the BOP.Waiting for your guests in the parking lot. Leaving the meeting, talking in the meeting, answering rhetorical questions by the presenter, acting casual to a first time guest. Doing the BOP too much before the BOP!

The follow up interview. Within 48 hours, during the day, with the inviter.

The 8 filters. 1.Stay after the meeting2.Get some literature3.Set a follow up interview4.Keep the follow up interview and join5.Develop a prospect list6.Set goal (3 recruits fast) and action plan 7.Match up with a leader for field building 8.Finalize your personal financial strategy.

Be a strong leader not a weak leader.

Strong: Weak:Shows the VisionShows the MissionA part time business

Strong: Weak:We are looking for serious, committed, hard working peopleWe will accommodate you

Strong: Weak:Lets do your paperwork now.Take this home to fill out

Strong: Weak:You need to be licensed in 8 weeksTake your time

Strong: Weak:Goal to be VP in 6 months!Take your time

Strong: Weak:Lets work together on your prospect listFill out your names list

Strong: Weak:Tell them the challengesMake it too easy

A fast start. If a new recruit does not have a fast start. Then they will have a slow start. It is critical to have a strong start. A new recruit that starts fast tends to duplicate a fast start to their team.

A fast start.1. Join2. Create your goals. 3. Make your prospect list.4. Own the product. 5. Make appointments or get invitees to a BOP have a Field Builder. The SPRINT AWARD is in 10 days from signing up a person had their goals, prospect list and owned the product! 6. focus on and get 3 personal recruits in 30 days!

Focus on building the Base Shop. Consistent, relentless focus on the Base will ensure long-term success to a new generation of big base-shop builders.

Recruiting mentality. A true builder always maintains good recruiting numbers in the Base. She must prospect, invite, and do presentations consistently to cultivate the HABITS of a recruiting mentality.

Builders mindset. You dont build an VP. You build a recruiting and building machine. You build an VP factory!

Meeting mentality. Become a director of motivation. Meetings, events, FastStart School, annual convention, Dream Destination, BOPs, workshops, you are a product of these meetings. If you dont like your performance then show up for rehersals!

Lead by example. Manage activites, but focus on results. The VP is a do-it-first leader. She runs the system, recruits, builds and motivates. The VP is the fireball of his business.

A VP factory mentality agency builder. A common trap of many newly promoted VPS is they learn the role of the VP instead of the role of the VP factory! Your main focus should be to consistently identify 3 new people that are potential VPS-to-be- in your Base and help them become VPS.

Be part of a winning team. When youre in a team of great builders, your chances of winning increase tenfold!!! You have then greatness in your genes. This is the secret of success in our business. In the industry offices the people play the lonely, the professional game. It is very difficult to find big builders in the financial industry. Our goal is to help builders be in business for themselves but not by themselves. Builders build bigger together.

The bigger you are the more coachable youShould be! Coachablity = humility = submissive.

You are a product of your environment. You cannot stretch your own vision so you must go to the events. There has never been a person that did not attend BIG Events has gotten big in our business. The secret of success is not in your luck or talent.It is in your job to surround yourself with many visionary people.

A hardcore recruiting mentality. Recruits are the lifeblood of your business. Your children keep you young. No recruits and your team dies, like a body lacking air. Without recruits there will be no BOPs, no HOPs, no meetings, no field building, no sales, no money, no promotions, no hope, ho dreams, and no mission. Without recruits you are in a coma.

Recruiting magic. 3 keys to recruitingEnthusiasm, Influence and Timing 90% of recruiting is being excited. Your 10 WHYS for doing this business will get you excited! You infect them with your enthusiasm and inject them with your crusade. Recruiting is a transfer of belief. You recruit them with your belief.

Winning recruiting ideas Recruit quantity to get quality. Recruit up not downlBelieve that this is your breakthrough. Believe that life is worth living and your belief will help create the fact. William James.

Move like water The armys disposition of force is like water. Waters configuration avoids heights and races downward. The armys disposition of force avoids the substantial and strikes the vacuous. Water configures its flow in accord with the terrain; the army controls its victory in accord with the enemy. Thus, the army does not maintain any constant strategic configuration of power. Water has no constant shape. Sun Tzu. Art of war book.

You are ONE recruit away from an Explosion! You are ONE name, one call, one contact, one invitation, one referral, one presentation, one BOP, one big event away from an explosion!

We are WILD, PACIFIC PELICANS! Nothing is more exciting than recruiting and building a person from nobody to somebody!!!

A builders mindset: SystemDuplicationLarge NumbersMonitoringBuild it BIG(Its only worth it if you do it BIG!!!)

Go wide. You must build at least 5 to 7 strong direct builders. You dont want to recruit 5 to 7 people. You dont want to recruit 5 to 7 salespeople. You want to BUILD 5 to 7 BUILDERS!How? Prospect, contact, invite, pick the prospect up, present, BOPs, follow up interview, get started interviews, prospect list, create goals, get sales, follow up, drop by, call them remind them, get them to events.

A BIG BASE SHOP. At least 10 ten new recruits a month for your team. At least 2 personal recruits per month. Aim at recruits hit sales.

A commitment to build. BASE > Super BASE > Super TEAM > Infinity hierarchy.These are your outlets, your cash flow machine.You must wake up everyday thinking about how to grow your business. Think 3 to 5 years from now what is your business going to look like? How many VPS will you have built?

Regular Builder System BuilderWorks in the BusinessDepends on the systemLives in a built houseWaits for the BOPWaits for uplineBuilds step-by-stepSmall picture/dreamWorks ON the businessBuilds the systemBuilds a house to live inEveryday is a BOP dayWaits for nobodyStumbles forwardBig picture/dream

Regular Builder System BuilderTry to learn attitudeTakes 3 years to learnWeak, reserved, negativeSlow decision makerUncoachableDoesnt see their own officeStartup company attitudeTakes 3 months to learnStrong, excited, positiveQuick decision makerCoachableWants an office ASAP

Building long distance.

Build yourself locally first. You will need a very coachable, proactive person at a distance or a local team to build them.They appreciate you more. They will be more independent. They will grow up strong or die. They are willing to travel like you.They will appreciate and honor big events more.Be careful of the cost involved.

Expect turbulence. Get tough. Dont take things personal. You do it first.. they do It later. You come first. They come last. They leave first, you Leave last. If you say 10 good things and 1 bad thing they will Remember the bad thing. They can criticize you but you cant Criticize them. They come and go, but you always stay. They Do and they dont but you always do it. They may win or they May lose but you have to win. You need them but you dont Need them. You care for them but you dont care for them.

Build Giants! You must build giants for long term profitability and security.A giant is a system builder with a strong team. A giant has an ambitious vision. They project a successful image. A giant maintains a strong base shop and builds strong frontline leaders. Super Base is the magical area. The cash zone!A giant is generation blind and hierarchy blind, a pure builder.A giant is fanatical about attending big events. A giant makes and saves money big time.

Big events You cant build peoples visions. Big events can. Big events stretch vision, bring the team to a higher level, fulfill major commitments, make major decisions, provide giant food for giants. You can never build a big team unless you understand the importance of the big event. In a big event there is magic in crowds. The environment creates a condition for change. When people travel far away from home and spend money and time, they listen more seriously. When people travel, the team works together with more intensity and urgency. People tend to compare themselves to others and when they see others do it it motivates them.

A Team in bad shape indicates that: 1. The leader is distracted.2. The leader begins to cool down.3. The leader cares less about his business. 4. The leader lacks communication. 5. The leader lacks overlapping leadership.6. The leader is not focused on building but sales.

Anatomy of a recruiting explosion. 1. A high level of frustration.2. An unusual surge in the attitude and vision of the leader.3. A big dream written down in a specific plan in 6 places. 4. A mastermind alliance of key builders. 5. A daring action/ a bold move!!!!!!!!