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My father was self made
and self taught
My parents were very
conservative financially
We had kitchen table
conversations that
included business, sales
and Business Week
magazine
I was shown that hard
work paid off and I was
taught to read and learn
WHAT I DID
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Age 16 I began collecting
delinquent paper bills for
The Tennessean newspaper
I made minimum wage of
$1.60 hour plus 10% of
what I collected
I told all of my friends
about it and they tried it,
but immediately quit
I had $1,000 collection days
and earned over $100
WHAT I LEARNED
Do things that are hard and
it pays way more
 How to ask for money
 Knock on strangers doors
 Ask for someone’s help
 Direct mail works
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HARDWARE STORE
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Minimum wage $1.60 hour
Worked 2 hours and quit
WHAT I LEARNED
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If there isn’t an incentive
I’m not doing it
CUTCO CUTLERY
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Straight commission
Sold to all of my friends and
relatives and when I ran out
of friends, I didn’t sell
anything
I met my first mentor Jim
White
Read my first sales book
Became the number 1 college
sales rep in 1979 in the US
Had over 200 college
students that worked for me
WHAT I LEARNED
Find a mentor
 Competition drives people
and business
 People loved to be
recognized
 I learned the power of
overrides
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PRIMERICA
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Commission only
Everybody quits
Looked like I was 16 asking
for money
Met people that earned 6
and 7 figures
My mindset was if they
could do it, then so could I
Today I have over 48,000
customers and 400 reps
WHAT I LEARNED
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Credibility and Trust fuel my
business
People buy you, not your
products
Saving money isn’t optional if
you want to stay in business
If you want people to perform
then you have to lead by
example
Marketing and self promotion
isn’t optional if you want to
be successful
RADIO
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In 1993 I started “The
Money Game” with Dave
Ramsey in Nashville
I was on the air 3 hours
daily answering financial
questions and eventually
nationally syndicated the
show
WHAT I LEARNED
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Don’t be afraid to invest
time and money on things
that leverage your core
business.
Make educating your
potential customer the
primary sales attraction
Take every opportunity to
be a go-to expert for
speaking engagements
AGE 30-39
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Total Income
$6,029,657.10
Average Yearly
$602,965.00
AGE 40-49
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Total Income
$6,657,233.76
Average Yearly
$665,723
 Your Attitude
 Your Activity
 50-40-10
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Success consciousness, which attracts only the
circumstances which make for success.
Sound health, both physical and mental
Financial independence
A labor of love in which to express yourself
Peace of mind
Applied faith, which makes fear impossible
Enduring Friendships
Longevity and a well-balanced life
Immunity from self-limitation
The wisdom to understand yourself and others
Poverty and misery your entire life
Mental and Physical ailments of all kinds
 Self-limitations which trap mediocrity
 Fear and all its destructive consequences
 Hatred of the means by which you support yourself
 Many enemies and few friends
 Every brand of worry known to humanity
 Being a victim of every negative influence you encounter
 Subjection to the will of others
 A wasted life which does nothing to better the human
condition
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1 .exertion of physical or mental power: It
will take great effort to achieve victory.
2. an earnest or strenuous attempt: an effort to
keep to the schedule.
3. something done by exertion or hard work: I
thought it would be easy, but it was an effort.
4. an achievement
5. the amount of exertion expended for a
specified purpose: the war effort.

Struggle, striving. Effort, application, endeavor,
exertion implies actions directed or force expended
toward a definite end. Effort is an expenditure of
energy to accomplish some objective: He made an
effort to control himself. Application is continuous
effort plus careful attention: constant application to
duties. Endeavor means a continued and sustained
series of efforts to achieve some, often worthy and
difficult, end: a constant endeavor to be useful.
Exertion is the vigorous and often strenuous
expenditure of energy, frequently without an end:
out of breath from exertion.
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In any industry………
You beat 50% of all people by a willingness to
work hard
You beat 40% of all people by being a good
person that can be trusted
Your now in the top 10% in your industry and
you are in a dog fight with successful people
and your winning
Life is good
THE GAME PLAN
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The Goal
The Plan
The Schedule
THE FOCUS POINTS - 3 M’S
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Marketing-Sales
Managing- Operations
Money- Finance
Front end -Get more results from your current effort
and set higher numbers of appointments
 Presentations-Improve percentage of prospect
appointments that actually convert to customersthus improve profitability
 Back end- Have an effective follow up system that
keeps prospects engaged until they are ready to act
, repeat and refer
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More potential customers in the system
Improving the conversion ratios
Increasing the dollar value per customer in
the system
NUMBERS
RESULTS
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100 incoming inquiries
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Closing ratio 25%
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25 transactions
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Average Transaction size
$1,000
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$25,000 Revenue
NUMBERS
INCREMENTAL INCREASE
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100 incoming inquiries
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Increase the number of
calls by 50%
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Closing ratio 25%
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Increase the closing ratio to
50%
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Average Transaction size
$1,000
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Increase the average
transaction size by 50%
NUMBERS
RESULTS
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Annual incoming inquiries
increased 50%
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150 Incoming
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Closing ratio 50% vs. 25%
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75 transactions
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Average transaction size
$1,500 vs. $1,000
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Result $25,000 vs.
$112,500
1.
2.
3.
4.
5.
6.
Focus on referrals
Focus on what is actually paying off
Develop Traffic from new sources
Train on appointment setting
Remarket to all past prospects
Analyze your image
1.
2.
3.
4.
5.
Price and Value
Present different price points based on
financial prequalification
Develop questionnaire that idiot proofs the
conversion process
Have a written system to overcome
objections. Imagine if…Just suppose
Have a compelling reason to act now
1.
2.
3.
4.
Partner with like minded referral sources
Treat people fair but not equal
Better Follow up
Increase frequency of purchases
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Question…….If a prospect doesn’t do
business with me does that mean they will
never spend any money in the financial
services industry for the rest of there life?
Answer NO
So how long will you follow up and how much
money will you be willing to invest to receive
a $5,000 to $10,000 payoff somewhere out in
the future?
Front
• Lead Capture
• Appointment Setting and Objections
• Presentation and Fact Finding Questionnaire
• Develop Proposal
Presentation • Overcoming Objections and Close
Backend
• Prospect and Client Re-Contact
• New Referrals
HOW DO I GET IT
STARTED?
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GOAL
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PLAN
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SCHEDULE
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GOAL- this is the end result of what you want
to accomplish which is only measured by the
income you generate. Example: How much
revenue do you want to produce
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PLAN- This is the detail of HOW you will
accomplish your goal. This includes how many
customers and volume needed to accomplish
you GOAL. Inside of this plan includes the
written detail of how you develop the lead
generation, appointment setting and closing
plan. Example: Who will I market to and why.
How will I set the appointments….call , email,
text etc. How will I propose solutions, close and
how do I handle standard objections
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SCHEDULE-This where you plan your time and set
deadlines to accomplish the plan and thus hit your goal.
This is the final key and probably the most important part
of reaching your goal. This is what gets you going in the
morning. Your schedule should be geared around spending
80% of your time on STRATEGIC work which is work that
repeated daily will insure your accomplishment of your
goal. Always ask “If I continue doing exactly what I did in
the last hour or last day will I reach my goal?”. If not
CHANGE what your doing because you are spinning your
wheels doing time wasters and interrupters. Allow 20% of
your time is TACTICAL work which allows you to maintain
your strategic focus. Example: paperwork, organizing etc.
 Time
 Money
 People
ACCUMULATION MINDSET
 Protect
 Manage
 Accumulate
ACCUMULATION PLAN
Protect Income
- Term life
 Manage cash flow and
reduce debt
- Budgets
 Accumulate Wealth
- Retirement plans
- College plans
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PRESERVATION MINDSET
 Protect
 Protect
 Protect
PRESERVATION PLAN
Protect Income
- Term Life pension
protection
- Variable Annuities LWG
 Protect Assets
- Long Term Care Insurance
 Protect against inflation
- Balanced Funds
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SPEED
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Rapidity of movement or
action:
Response Times
RESPONSE TIMES
Direct Mail
 Phone calls
 Fax
 Email
 Text
 Social Media
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NEW GROWTH
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Talk aggressive and act aggressive and
be fearless prospecting for sales and
direct recruits
Teach and Do drop by’s and work the
weekends
Developing your list and your teams
list and utilize all internet connectors.
Learn and understand the power and
use of Facebook, LinkedIn and Twitter
Train on rates and how to fill out the
paperwork
Train on the IBR
Get your team securities licensed and
sell PAC’s with ICA brochure
Have a seminar and print tickets
Have regular phone blitz
MAXIMIZING EXISTING
BUSINESS
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Accountability-Every time you see a
team member ask what specifically
they are doing and what are the
results. Get weekly results and goals
for the following week and month and
manage activity
Consistently -Develop and re-contact
your existing recruit and client base
and get all of their business
Check all reports on POL and stop by
or call based on any activity
Do add on life business and add on
PAC business
Utilize text and email to set up
appointments and utilize phone
appointments and gotomeeting
IBR and end of term are great re
contact opprotunities