Presentation on theme: "TOGETHER, WE CAN MAKE A DIFFERENCE"— Presentation transcript:
1 TOGETHER, WE CAN MAKE A DIFFERENCE ORIENTATIONExplain Orientation as the introduction into understanding basics of our business. Objective is to gain clarity and get off to a fast startTOGETHER, WE CAN MAKE A DIFFERENCEFOR INTERNAL USE ONLY
3 MINDSET BUSINESS OWNERS IN TRAINING RAISE YOUR HAND IF YOU THINK YOU CAME HERE TO BE IN THE FINANCIAL SERVICES BUSINESS?RAISE YOUR HAND IF BEFORE COMING HERE YOU DREAMED ABOUT SELLING INSURANCE, MUTUAL FUNDS, ETC.?INVEST OUR TIME W/ THE PEOPLE WHO ARE MOST SERIOUS ABOUT MAKING A CHANGE (THOSE THAT QUALIFY FOR FAST START SCHOOL)Mindset- Your mindset determines habits, habits determine activity, activity determines results, results determine successBusiness owner in training- this means you are to be a student of this business so you can run it in the futureInvest our time w/ people….- this means we are very serious about developing successful agents and leaders in this company, however, we need the commitment from them also. We are looking for people who are coachable, willing to follow instruction, and are serious about changing their lives. This has to be the way we do business. We bring in about new agents into this office monthly and only a 1/3 make it through the training program. Not because it is difficult, but because it requires commitment & dedication. We must identify those folks quickly. We only work with commitment, not potential. Why? Because everyone has potential.
4 SO WHAT DOES KEEP YOU UP AT NIGHT? MINDSETYOU’RE NOT HERE TO BE PART OF A FINANCIAL SERVICES COMPANY. YOU ARE HERE TO BUILD A COMPANY.SO WHAT DOES KEEP YOU UP AT NIGHT?YOUR CHILDRENS EDUCATIONYOUR RETIREMENTFINANCIAL INDEPENDENCEGETTING YOUR LIFE BACKFREEDOM TO CONTROL YOUR TIMESPENDING ALL THE TIME YOU WANT WITH YOUR OWN FAMILYFREEDOM OF HAVING YOUR OWN BUSINESSBECOMING SOMEBODY!!!
5 E B I S CASH FLOW QUADRANT EMPLOYEE BUSINESS OWNER SELF EMPLOYED REAL ESTATE BROKERMCDONALD’S OWNERWAGE EARNERSALARIED EMPLOYEEEMPLOYEEBUSINESS OWNERSRESIDUAL INCOMEINTEREST FROM ASSET/INVESTMENTSREAL ESTATE AGENTSMALL MOM & POP RESTAURANTCash flow Quadrant- Start thinking as a business owner would think!Explain the cash flow quadrant; different positions and ways of getting compensatedE-wage earners or salaried employees. They trade hours/time for specific dollar amount.S- Self employed- forfeit salary’s or hourly wages for performance based compensation with higher earning potential. They control their own schedule. They don’t have a “boss” to report to. Essentially they own their own job.B- Business Owner- these are people who have built something that will generate compensation regardless of the owners daily activity. “I would rather have 1% of 100 people’s efforts than 100% of my own efforts”I- Financial Independence means income is generated from an asset. Either residual income from past activity or interest generated from investment such as money or real estate*don’t be biased in explanation, simply explain the differences and give examples of eachThe point is there is a mindset attached to each quadrant. To go from employee to Business owner, there must be a shift in our thinking about compensation and our daily activitySELF EMPLOYEDINVESTOR
6 MINDSETCHALLENGE YOURSELF TO GET INTO AN OWNERSHIP POSITION AS QUICKLY AS POSSIBLE.BROKER EXAMPLEExplain what a management position is with our company. It is SMD and above. It means you are over-riding the production of the reps/agents you help train & develop. Very similar to that of a sales manager in any environment. Let’s use real estate as an example since people are familiar with that model:Broker Example here
7 TRADITONAL BIZ VS. WFG Capital $$$ $100 +LICENSING Capital $$$ $100 +LICENSINGLicense/ Workman's comp License and E&O InsuranceAdvertising/marketing Division dedicatedInventory No InventoryPayroll No Payroll (you can build an agency)Staff Aegon Home OfficeAdministration Back Office reports/queries providedWebsite design Given Website personalized to youEmployees Have a team/build agencyOverhead Minimal overheadTraditional vs. WFG modelBusiness Owners, if they have access to the right system, have freedom of time, quality of life, can prioritize their life according to what is important without a boss breathing down their neck, they are in charge of their income, etc. Financial Independence is gained here!If this is the case, why are there so few successful business owners in this country
8 WOULD I KNOW YOU REPRESENT A MULTI BILLION DOLLAR COMPANY? STANDARDSDRESS STANDARDSCONSERVATIVE APPEARANCE EXEMPLIFIES PROFESSIONALISMFIRST IMPRESSION = PROFESSIONAL ENVIRONMENTMEN; SUIT & TIELADIES; SUIT (EVERYONE IN A BLAZER!)WOULD I KNOW YOU REPRESENT A MULTI BILLION DOLLAR COMPANY?In any team, each player effects the overall team identify and reputation. In a business team, it is no different. This means you represent our team and company. One area this is reflected in is in dress attire.
9 ATTITUDE & ACTIVITY BPM (PURPOSE) TO GROW YOUR BUSINESS BY HAVING GUESTS AND GET TRAINED BY THE BEST.TRAINING IS ABOUT LEARNING HOW TO RUN YOUR BUSINESS.YOU ARE ALL INVITED FOR PRE-GAME AND THE MEETING AFTER THE MEETINGCAPTAINS LIST (10-3-1)Purpose of BPM (strong meeting mentality)
10 BPM PROTOCOL MO-ZONE (MOMENTUM ZONE) YOUR ROLE - HIGH ENERGY, POSITIVE, 1ST IMPRESSION, STRONG CULTURE, #1 OFFICE, GET TO KNOW PEOPLEENVIRONMENT - PEOPLE RESPOND TO HOW THEY FEEL, NOT WHAT THEY HEAR.PROFESSIONAL APPEARANCEGO DIRECTLY TO MAIN TRAINING ROOM (NOT IN HALLWAY OR FRONT DESK OR OFFICE)USE LEADERSHIP EDIFICATIONFIND YOUR GUEST A SEAT NEAR THE FRONTNO SMOKING, NO CELL PHONES, NO IN’S & OUT’S, ETC.MozoneExplain their role and value of mo-zone
12 CULTURE ACRONYMS & TERMS: BPM, BFS, BASESHOP, SMD, FLS, FNA,1 ON 1 FAITH FAMILY BUSINESSTEAM OVER MESELF IMPROVEMENT
13 GOAL - WITH IN FIRST 30 DAYS LICENSINGSTEP 1- REGISTER FOR YOUR 52 HOURCOURSE & COMPLETE COURSESTEP 2- PREPARE YOURSELF (STUDY) &SCHEDULE EXAM W/ STATESTEP 3- PASS THE EXAM & GET APPOINTEDGOAL - WITH IN FIRST 30 DAYS
14 ATTITUDE & ACTIVITY ATTITUDE = POSITIVE STUDENT OF THE BUSINESS ACTIVITY = GUEST AND APPOINTMENTSLEARN AND MARKET YOUR BUSINESS SIMULTANEOUSLYGET OUT OF THE WAY OF YOUR WARM MARKETYOU= TRUST & TRAINER= CREDIBILITYFIELD TRAINING– OPPORTUNITY TO MARKET YOUR BUSINESS WHILE LEARNING HANDS ONAttitude & ActivityGod, grant me the serenity to accept the things I cannot change, Courage to change the things I can, And wisdom to know the difference.All you can control is your attitude & activityAttitude- always be positive & always be a student of businessActivity- Guests to BPM and AppointmentsMarket your business and learn simultaneouslyGet out of the way…Trust vs. Credibility
15 FIELD TRAINING Instant Referrals Client Impressed Business Partner (Future Referrals )FIELD TRAINING– Opportunity to market your business while learning hands onInstant referralsImpressed(Future Referrals )Business PartnerALWAYS SUCCESSFUL!!ClientBusiness Partner
16 7 KEYS TO A FAST START1. YOU MUST ATTEND ALL MEETINGS LEARN/PERFECT BFS SET EXAMPLE FOR YOUR TEAM FAST START SCHOOL BIG EVENT!!! 2. DEVELOP YOUR COMPLETE PROSPECT LIST (INVENTORY) ADD NAMES, DON’T ELIMINATE THEM ALWAYS CARRY YOUR LIST WITH YOU, WORK AND CONSTANTLY UPDATE IT. RIGHT MARKET 8 POINTERS
17 7 KEYS TO A FAST START 3. MASTER THE INVITATION SCRIPTS AVOID SCENARIO OF DISASTER 4. SET GOALSDECIDE EXACTLY WHAT YOU WANT TO ACCOMPLISH.WRITE DOWN YOUR GOALS AND READ TWICE DAILY.
18 7 KEYS TO A FAST START5. BEGIN FIELD TRAINING IMMEDIATELY FOLLOW THE SYSTEM. LEARN FIRST HAND FROM EXPERIENCED LEADERSHIP. 6. STAY POSITIVE HAVE A POSITIVE MENTAL ATTITUDE AT ALL TIMES. DON’T LET NEGATIVE PEOPLE KILL YOUR DREAMS. YOU ARE THE AVERAGE OF THE 5 PEOPLE YOU HANG AROUND 7. BE COACHABLE YOU MUST FOLLOW THE SYSTEM. WE ARE HERE TO HELP YOU WIN!!!
19 CODE OF CONDUCT AND STANDARD OF EXCELLENCE FOR ALL TEAM MEMBERS CODE OF HONORCODE OF CONDUCT AND STANDARD OF EXCELLENCE FOR ALL TEAM MEMBERSPurpose of code of honor & provide copy
20 HOMEWORK QUALIFY FOR FAST START SCHOOL ( 7-10 DAYS) DEVELOP PROSPECT LIST= MARKET DEVELOPMENT3 UNITS OF ACTIVITY= GUESTS TO BPM/FIELD APPTPERSONAL FINANCIAL STRATEGYBEGIN 52 HOUR COURSE & SET TEST DATEHomeworkQualify for FS school- discuss that this is the only way we can determine coach ability and commitment early on. This is their chance to identify themselves as being worthy of the trainers time.
21 HOMEWORK BFS BOOK CALENDAR ED MYLETT CDs REGISTER FOR BIG EVENT Basic things they need leaving the class
22 ARE YOU JUST GOOD OR ARE YOU GREAT? HOMEWORKARE YOU JUST GOOD OR ARE YOU GREAT?VSChallenge them to 3/3/30 and 10/10/30Explain the power in controlling your compensation increase and promotions. Where else do you know what it takes to get promoted? Where else can you control your pay increases?
23 TOGETHER, WE CAN MAKE A DIFFERENCE ORIENTATIONExplain Orientation as the introduction into understanding basics of our business. Objective is to gain clarity and get off to a fast startTOGETHER, WE CAN MAKE A DIFFERENCEFOR INTERNAL USE ONLY