This document provides guidance on achieving excellence in business through developing a repeatable process. It emphasizes mastering the basics through hard work over relying on natural talent alone. A key part of the process involves setting goals and creating a business plan and marketing plan to guide actions. Relationship building, communication, and sticking to fundamentals are also emphasized. The document concludes by assigning homework to participants to submit their mission statement and marketing plan.

1. Thank You For Joining Us

2. Everyone on this call is running a business “Business is not financial science, it’s about trading. . . Buying and selling. It’s about creating a product or service so good that people will pay for it.” Anita Roddick

3. MY MISSION STATEMENT To instill in Financial Services professionals the belief that they are capable of achieving excellence at the art of selling and the art of communication; and the confidence to strive to do so

4. Excellence is simply doing the ordinary things extraordinarily well

5. “If you want excellence, you can get there today. As of this second, quit doing less-than-excellent work.” Thomas J. Watson Sr.

6. Ours is a simple business Life is really simple, but we insist on making it complicated. ~Confucius

8. They must trust you

9. They must feel what you are offering fits their needs Tell me what I’m missing

11. You must forever stick to three rules

12. You must master and stick to the basics

15. In golf, consistency means a repeatable swing. A repeatable swing means predictable results

16. Predictable results mean money, fame and fortune in any profession

19. Began hitting balls at 18 months old

20. Tried to run away from home at age 3 because his parents said he was too young to play golf with his father. His neighbors steered him around the block and back home

21. Declared at age 9 that he would one day win the Masters

22. As a boy, bribed his neighbors to drive him to the golf course

23. Won 34 San Diego Junior Golf Association titles

24. Three time individual NCAA champion at Arizona State

27. He personally put in $100. He’s been doing the same thing every day for fifty four years!!

28. Was Mark Born a $3.5 Million Producer?

30. First year in production: $38,000 GDC

31. First $1,000,000 year: 1993 (22 years later)

32. “I’ve never made money on an incoming phone call.”

33. “If we’re not sitting with clients, we are unemployed.”

35. Here is your repeatable process

36. The art of selling: The sequence

37. Step one: Acquiring the requisite skills

38. Step two: Goal Setting

40. Existing clients

41. Friends and acquaintances

42. People you haven't met yet How many appointments do you need from each group weekly, monthly and annually and over what period of time?

43. Step three: Create a Mission Statement

45. It should guide the actions of your business

46. Spell out your business’s overall goal

47. Provide a sense of direction

48. Guides decision-making

49. Provides the framework for devising your strategy

52. Use this plan to define your objectives, cash flow among them

53. Demonstrate that you have the ability to make your business a success

56. What are their specific financial needs?

57. Why does this market make sense to you?

58. How will you approach this market?

60. Step seven: Getting the appointment

62. There are only three reasons people can give for not seeing you

65. Be so covetous of your clients that only God can take them away, not the competition.

66. Lack of communication breeds lack of confidence. Lack of confidence kills relationships.

68. Yet only 5% of today’s Advisor’s excel at their craft Bob Dunwoody

69. How do the 5% break the curse of the bell curve?

71. Have a repeatable process

72. Focus on their goals

73. Have a very solid business plan

75. Rule Number One: Similarities don’t sell. Differences sell

76. Rule Number Two: It is essential to market yourself

77. Rule number three: The more successful we become, the further we get away from the basics which made us successful in the first place

78. Truth: you must master and stick to the basics

79. “You hear all the time about European players playing the game. These players that come over at 17, 18 and 19, they just don't all of a sudden become skilled. From the time they were little fellas, they learned the fundamentals of the game. “ Bobby Orr

80. “Perhaps the single most important element in mastering the techniques and tactics of racing is experience. But once you have the fundamentals, acquiring the experience is a matter of time.” Greg LeMond Three time Tour de France winner

81. Truth: You can be successful without talent. You cannot be successful without hard work

82. "I thought I was preparing fully for each tournament that I entered but in retrospect I realized that the effort was not quite 100%. Oh, I worked at the game, but I didn't work hard enough." "Perhaps subconsciously after twenty five years of being successful on the pro tour, I thought that I could get by on natural talent plus experience. I proved to myself embarrassingly that I couldn't." "Confidence is the single most important factor in this game and no matter how great your natural talent, there is only one way to obtain and sustain it and that is work. That may be a hard fact to swallow, but doing so is the first step to excellence." Jack Nicklaus

83. “No man ever reached to excellence in any one art or profession without having passed through the slow and painful process of study and preparation”Horace (65 BC-8 BC)

85. Submit your marketing plandon@donconnelly.com yeattspg@msn.com

86. The End