Need to know what it takes to win ..hard work but it's worth it.

1. The Numbers!
You can’t beat them!
And even better they can’t beat you!
The Numbers ARE

2. If you Hire 10 New People this month
4-5 will become licensed
2-3 will become Part-Timers (may do business)
1 will become a Producer (will do business)
That means that 6 of the 10 will do nothing.
You need to accept and work these numbers.
The Power of Double Digit Recruiting

3. 1982 13% of the licensed sales
1.8 sales per month
14% of the licensed sales
2.1 sales per month
14% of the licensed sales
1.9 sales per month
14% of the licensed sales
1.9 sales per month
14% of the licensed sales
2.0 sales per month
force wrote (Art Williams)
30,000 Licensed Agents
force wrote (Art Williams)
200,000 Licensed Agents
force wrote (Pete Dawkins)
100,000 Licensed Agents
force wrote (Joe Plumeri)
78,000 Licensed Agents
force wrote (John & Rick)
127,000 Licensed Agents
1989
1992
1998
2009
The Performance of the Workforce

4. Early 80’s
Late 80’s
Early 90’s
Late 90’s
$150
$250
$250
$325
$500
$600
$760
–
–
–
–
200
425
300
430
Million
Million
Million
Million
Early
2006
2008
2000’s Million
Million
Million
Cash Flow to the Field

5. Baseshop Average Average # Premium per
Premium Premium of Recruits Recruit
$50,000
$40-50K
$30-40K
$20-30K
$10-20K
Up to $10K
$66,000
$46,000
$33,800
$24,100
$13,600
$6,000
53
33
26
18
10
2
$1,243
$1,269
$1,288
$1,289
$1,357
$1,623
This means that 1 Recruit ≈ $1,300 in Premium
Baseshop Average Premium per Recruit

6. So if 14% of the licensed agents produce in any
one given month. That means roughly 1 out
of every 7 is doing something.
100 recruits.
85 quit not realizing this was work
immediately).
(maybe not
15 stick around and actually do something.
2 of them actually work to the point of
becoming an RVP!
100 – 85 – 15 – 2

7. You recruit 5 people this month!

8. That is exciting!

9. …and then they all quit!

10. -5
95
100

11. -5
95
100

12. -5
95
During this time you are learning
how to recruit but having a tough
time retaining people!
100

13. -5
95
-5
90
100

14. -5
95
-5
90
100

15. -5
95
-5
90
Most people will lose heart
here…don’t! This business
is a mathematical equation, you
just need to give it time to take
off!
100

16. -5
95
-5
90
-5
85
100

17. -5
95
-5
90
-5
85
100

18. -5
95
-5
90
-5
85
100

19. -5
95
-5
90
-5
85
-2
83
But wait… 3 didn’t quit!
100

20. -5
95
-5
90
-5
85
-2
83
-17
66
100

21. -5
95
-5
90
-5
85
-2
83
-17
66
-17
49
100

22. -5
95
-5
90
-5
85
-2
83
-17
66
-17
49
-17
32
100 49

23. -5
95
-5
90
-5
85
-2
83
-17
66
-17
49
-17
32
-17
15
100 49

24. -5
95
-5
90
-5
85
-2
83
-17
66
-17
49
-17
32
-17
15
100 49

25. willing to work the numbers.
100 - 85 - 15 - 2
You can’t treat people like
number…
a
...but that doesn’t change the fact
that it’s still a numbers game.
Once you understand this…
...it becomes a game.
You must understand, accept and be

26. But is it worth it?
As a District, at an
average of $1,300 of
premium per recruit
(regardless if they
quit), you are paid
$65,000 in just Life
commissions to find
your 15 people who
stick. Not to mention
that you have 15
agents writing
business going
forward!
As a Regional
Leader…$91,000
RVP…$123,500
But is it worth it

27. WHY?
People are people…You can’t
motivate the unmotivated.
Everyone would LIKE to win
few WANT to pay the PRICE
win!
but
to