1. THREE PILLARS

2. What does it mean? Al Granum had three pillars for his life and career: Motivation Organization Dedication These were the values that he used to make decisions, and evaluate his priorities and measure his success.

3. What does it mean? Motivation: Lifting others up Surrounding yourself with positive people Fighting through the rejection Organization: Systems Processes Predictable results Dedication: Communicating to clients the urgency in making sound financial decisions Following through on commitments No excuses; overcoming objections

4. Why did it work? His three pillars were: Simple Clearly defined Written Communicated to others Used daily to make decisions

5. Others who agree “Your beliefs become your thoughts. Your thoughts become your words. Your words become your actions. Your actions become your habits. Your habits become your values. Your values become your destiny.” ― Mahatma Gandhi “It's not hard to make decisions when you know what your values are.” ― Roy Disney

6. How can pillars/values help you? 1. Provide clarity in what is most important to you 2. Communicate your priorities to clients 3. Help in hiring decisions 4. Improve communication with your team 5. Serve as a tool for decision making 6. Demonstrate your uniqueness 7. Provide a foundation for success – a constant in your business

7. Questions to Discuss Do you have clearly defined values? If yes: What are your values and how do you define them? Do others know about them? Share an example of how you used them during the last week. What opportunities do you have to improve your commitment to your values? If no: What are some of the values that are most important to you? What opportunity do you see in clarifying and communicating specific values? What could get in your way? What is your key take-away from today’s discussion?