The understanding of the value of training remains one of the most under rated facets of life.

1. A training program is designed for development of the common good whilst ensuring continuity direction, targets, goals and objectives

4. SUCCESS is to be measured not by wealth, power or fame, but by the ratio between what a man is and what he might be.

5. A SUCCESSFUL SALESMAN Prospecting 55% Sales Presentation 10% Service 20% Administration 5% Travel 10% Self-Improvement 10%

6. What type of people climb Mt. Everest?

7. 4 people were blind and 1 was had no legs but was not disabled Last year ...

8. The quality of a person’s life is in direct proportion to their commitment to excellence, regardless of their chosen field o f endeavor.

9. THE QUESTIONS Are we good enough Are we deserved Are we hard working Are we honorable Are we professional Are we proud Are we as we want to be

10. The end goal is not only to have a great career. It’s to have a great life.

11. What is the difference between a target and a goal? QUESTION:

12. are broken; ANSWER: are achieved. Targets S

13. . . . AND YOU THINK YOUR JOB STINKS.

15. Here’s the plan ... “ When I was a child . . .”

17. BEGIN WITH THE END IN MIND.

18. Object is to pick 3 things and do them better.

19. Assume responsibility for the quality of your own life.

21. Make the most of yourself, for that is all there is for you.

27. The sum of a man’s toil is not what he gets for it, but what he becomes by it.

28. BEATING THE OPPOSITION

29. Don’t bother just to be better than your contemporaries or predecessors. Try to be better than yourself.

31. And one to get you started . . . A Four-Week Prospecting Campaign Monday Tuesday Wednesday Thursday Friday W E E K O N E Select 5 people who said they wanted to think over a previous proposal and would let you know when they are ready to buy. Naturally, they didn’t let you know – so why not call on each of them today about the Kclub? Go through your policy owner files. Pick 5 clients who have purchased any product from you and see them today about the Kclub. If they are interested, encourage them to put aside enough time to see you. Check around and build up a list of young people who secured their first job this year. Pick promising younger clients who may someday become every thing you expect. Spend an hour this morning compiling a list of prospects not contracted before. Call them today – some pleasant surprise may develop. Whom do you know is “on the road” most of the week? Are there executives, you know who are back in town for the weekend? This may be the only time you can reach them. Send an age-change letter to 5 clients today and illustrate the advantages of the Kclub.

32. And one to get you started . . . A Four-Week Prospecting Campaign Monday Tuesday Wednesday Thursday Friday W E E K T W O Make a list of everyone you met this past weekend. What stores and shops did you stop in? Who were the salespeople who waited on you? Were they shop owners or store managers? Run into any old acquaintances over the weekend who are not already involved in the Kclub? Contact friends in business about developing a corporate nest. Get from them the names of individuals recently promoted; also, try to secure a company phone directory and get on the mailing list for company programs. Make a list of parents you know who are substandard risks. Talk to them about insurance for their children – they will appreciate the advantage of lower premiums for their children who are in good health. Been so busy out in the field you’ve neglected other business people and professionals right around your own office location? Spend today checking them for possible involvement with the Kclub. Have you called on your orphan clients recently? orphans are buyers who have kept their products or policies in force. It follows that additional sales you make with them have a good chance to persist. Don’t neglect your orphans – they may be ready to buy.

33. And one to get you started . . . A Four-Week Prospecting Campaign Monday Tuesday Wednesday Thursday Friday W E E K T H R E E Select three or four of your best friends and ask them for referred leads. Ask them about newlyweds, newcomers to town, and couples expecting their first child. Call on these leads today. Go back through the records and pick out five of the almost-sold prospects and give them another chance to meet you. This might be just the day when the extra effort will make it a Kclub day. Everyone dreams about a fruitful retirement, but few people actually take time to plan financially for retirement. Whom do you know who will retire within the next 20 to 25 years? Call on them today and offer them a review of their future retirement needs. “ I know a prospect but he (or she) is such an obnoxious individual, I’ve put off making the call.” However, this family needs the Kclub as much as yours does. Grit your teeth and call today. Referred leads are quality leads. Build up your inventory to 50 names today by calling on centers, friends, and policy owners. See the really “hot tips” today.

34. And one to get you started . . . A Four-Week Prospecting Campaign Monday Tuesday Wednesday Thursday Friday W E E K F O U R Do you know that in the past two years only 1 out of 4 people in the over-40 age group has been asked to buy insurance? Chances are the over - 40’s expenditures for furnishing a home are completed: income is near its peak – but still there are needs for insurance. Get the names of at least five new homeowners and contact them about mortgage protection. How long has it been since you’ve addressed a club or group about insurance? This is an excellent opportunity to build prestige and develop a real door-opener to future kclub clients Meanwhile, how long has it been since you’ve done any cold-canvass selling or searched for new business? Pick out a definite area today . Review files of programmed clients to call back on. Fill next objective to be covered as outlined after the last meeting. What new idea used these past weeks proved most productive? Try it again today and see whether it will produce even more business.

35. The key to effective PROSPECTING is the ability and willingness to ask enough of the right questions .

36. The key to successful CLOSING is effective prospecting.

37. WORKING AT THE NEXT LEVEL

38. WHO DOES WHAT BY WHEN

39. SMART WORK NOT HARD WORK

41. Planning Study Selling Personal THE WHELL OF ACTIVITY Service Prospecting

42. THE PYRAMID OF SUCCESS Success Method Energy Attitude Interest

43. The ability to introduce new members cash.

44. When does the close begin? QUESTION:

45. When you leave the house. ANSWER:

46. 4 PHASES TO A SALES T T E N T I O N N T E R E S T E S I R E C T I O N A I D A

47. 7 STEPS TO A RESENTATION INTRODUCTION FACT-FIND PRESENT PROBLEMS PROVIDE SOLUTIONS CLOSE ADMINISTRATION REFERRALS

48. What is your presentation like?

49. Does it change with every client?

50. I N C O M E 0 10 20 30 40 50 60

51. THE 7-DAY PLAN FOR SUCCESS

53. Seven Conditions for Success Conception of what we want. Confidence that we can attain our goals. Concentration on what it takes. Consistency in what we do. Commitment of emotional energy. Character of high quality. Capacity to enjoy the process along the way.

54. A world incapable of change is a world without hope . . .

55. A salesman capable of hope . . .

56. . . . is a hopeful salesman.

57. Setting the Base for Records WORKING FLAT OUT FOR A PURPOSE

58. IDEAS DO NOT WORK UNLESS YOU DO!

59. Investing in yourself

60. P erfect P lanning P revents P oor P erformance

61. THIS WEEK’S CALLS ARE NEXT WEEK’S COMMISSION

62. INCREASING OPPORTUNITY

63. THE ART OF SELF PROMOTION

64. Make sure your personal market is personal – that it really reflects you, the person as well as you the salesperson.

65. A WIN-WIN SITUATION THE SYSTEM

67. What is a SYSTEM?

68. The answer lies in the difference between the two – in the existence, or lack of, a system for success .

69. Knowing where you are is half the battle in achieving your objectives.

70. W hy P eople R espond T o T he S ales S ystem?

71. STAGES OF THE SALES PROCESS GATHER NAMES & QUALIFY THEM CONTACT THEM SALES INTERVIEW I Because you are known to the prospect in a favorable light. Because you approach the prospect with an idea that fits his/her needs and establish the value of your service. Because you are diligent in determining the facts about the prospect and the prospect’s motives.

72. STAGES OF THE SALES PROCESS PREPARE RECOMMENDATIONS SALES INTERVIEW II Because you can pinpoint needs and solutions and concentrate on basic needs. Because you can translate features into benefits, appeal to buying motives and make specific recommendations based on recognized needs/wants.

73. STAGES OF THE SALES PROCESS CLOSE THE SALE SEAL THE SALE Because you provide constructive information and tie benefits to buying motives. Because you reinforce the sale and remind the buyer why he or she purchased the policy, you then give a future commitment to continuous service.

74. If what you say is what you think, that’s honesty ; If what you say is what you feel, that’s sincerity ; If what you say is what you do, that’s integrity .