1. The Golden Circle, Dating and Building a Cathedral
START WITH WHY

2. Every instruction we give, every course of action we set, every result we desire, starts with the same thing: a decision
There are only two ways to influence human behaviour: you can manipulate it or you can inspire it.
Manipulations are only effective short term, inspiration must be used for long term success
“They never have the time or money to do it right the first time, but they always have the time and money to do it again”

3. The Alternative: The Golden Circle
Why
What
How
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4. People don’t buy WHAT you do, they buy WHY you do it.
We trust those with whom we are able to perceive common values or beliefs.
We are drawn to leaders and organizations that are good at communicating what they believe.
The art of leading is about following your heart. Perhaps our brains are trying to tell us that WHY must come first.
Products with a clear sense of WHY give people a way to tell the outside world who they are and what they believe. Remember, people don’t buy WHAT you do, they buy WHY you do it.

5. Doing Business like Dating
You know what I love about our company? Every single one of us comes to work everyday to do something we love. We get to inspire people to do the things that inspire them. It’s the most wonderful thing in the world. In fact, the fun part is trying to figure out all the different ways we can help people. It’s really amazing. See, we believe in fixing an injustice that is out there in the financial world. We believe in helping others achieve their goals and dreams. We believe in setting a great example for others to follow and always doing what’s right, 100% of the time. The best part is, it is also good for business. Whenever we help people we get paid, and when we get paid it is because we helped people, and that is a cause I knew I could attach myself to.
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6. Clarity, Discipline and Consistency
You have to know WHY you do WHAT you do. If you don’t know WHY you do WHAT you do, how will anyone else?
HOWs are your values and principles that guide HOW to bring your cause to life. Its the discipline to never veer from your cause, to hold yourself accountable to HOW you do things; that’s the hardest part.
Everything you say and everything you do has to prove what you believe. A WHY is just a belief. HOWs are the actions you take to realize that belief. WHATs are the results of those actions-everything you say and do.

7. Three Degrees of Certainty
I think its right
I feel its right
When you know your WHY, the highest level of confidence you can offer is; I know it’s right.
The goal of business should not be to do business with anyone who simply wants what you have. It should be to focus on the people who believe what you believe.

8. Trust
Trust begins to emerge when we have a sense that another person or organization is driven by things other than their own self-gain.
Those who trust work hard because they feel like they are working for something bigger than themselves.

9. Prospecting
What all great leaders have in common is the ability to find good fits to join their organizations – those who believe what they believe.
“You don’t hire for skills, you hire for attitude. You can always teach skills.”
Starting with WHY when hiring dramatically increases your ability to attract those who are passionate for what you believe.
Great companies don’t hire skilled people and motivate them, they hire already motivated people and inspire them.

10. Building a Cathedral
Simply having a sense of WHY changes his entire view of his job.
Average companies give their people something to work on. Extraordinary companies give their people something to work toward.
People who come to work with a clear sense of WHY are less prone to giving up after a few failures because they understand the higher cause.
“I didn’t find a way to make a lightbulb, I found a thousand ways how not to make one.”
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11. The Celery Test
What you do is supposed to serve as the tangible proof of what you believe, and you bought everything.
Filter your decisions through your WHY
Ensuring WHAT you do proves what you believe makes it easy for those who believe what you believe to find you.
A WHY provides a clear filter for decision-making
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12. Achievement vs Success
Achievement comes when you pursue and attain WHAT you want.
Success comes when you are clear in pursuit of WHY you want it.
We need both – “Money can’t buy happiness, but it pays for the yacht to pull alongside it.”
Great leaders – never lose sight of WHY and also achieve the milestones that keep everyone focused in the right direction
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13. SPLIT HAPPENS
Time $
what
why
The goal is to ensure that as the measurement of WHAT grows, the clarity of WHY stays closely aligned
A split happens when the clarity of WHY starts to go fuzzy

14. Find a way to measure WHY
“What gets measured gets done”
“If you give people the right tools, and make them more productive, then everyone, no matter their lot in life, will have an opportunity to achieve their real potential”

15. What is your WHY? We believe in changing lives and the world.
We believe in a financial system without corruption and greed.
We believe in creating and producing financially independent people.
We believe in serving others.
We believe in building leaders.
We believe in creating a legacy for our children.
We believe in having no one be able to put a thumb on you.
We believe in helping others achieve their goals and dreams.
What is your WHY?

16. educating families on how money works.
Our Mission: To help families become debt free, properly protected and financially independent.
We offer what is right not what is trending or convenient.
We share what banks and insurance companies know but won’t bother to teach you.
We bring the Wall St. products and knowledge normally reserved for the rich,
with time-tested principles and concepts to Main St. North America.
We do this by offering an unlimited opportunity for personal and business growth,
taking advantage of a 35-year proven track record of success with an unlimited income potential.
We do this by offering a free financial needs analysis.
We do this is by sitting across the kitchen table,
eyeball-to-eyeball,
educating families on how money works.

17. WE ARE PRIMERICA! We offer hope and opportunity.
We offer term life insurance, mutual funds and debt consolidations.
We offer protection without surprises,
financial independence numbers and debt freedom dates.
We offer support and guidance.
We offer business ownership with unlimited income potential.
We offer hope and opportunity.
WE ARE PRIMERICA!

18. ONLY WHEN THE WHY IS CLEAR AND WHEN PEOPLE BELIEVE WHAT YOU BELIEVE CAN A TRUE LOYAL RELATIONSHIP DEVELOP
START WITH WHY