The Career as aLife Insurance Agent : The Career as aLife Insurance Agent Slide 2: In all my relations with my clients,I

pledge to observe the following Rule of Professional Conduct I shall, in the light of all circumstances surrounding my client, make every effort to ascertain and understand, give him that service which, had I been in the same circumstances, I would have applied to myself. 2 Slide 3: You created incomes where none could have existed... You created solvency where there should have been bankruptcy... You created education where there would have been ignorance... You created comfort where there would have been suffering... You created peace of mind where there would have been despair... You created independence where there would have been dependence... You created profit where there would have been loss... You created smiles where there would have been tears... Do you know how many masterpieces you have already created ? With the power of conviction as your ally, you can go on creating masterpieces your whole life through. There is no ending to creation. - Paul Speicher 3 Slide 4: ADVICE TO A YOUNG MAN This article is the text of a sermon broadcast in Great Britain by Dr. J.L. Hugson of Glasgow, England- The Review, December, 1974 I am not an insurance agent but there are things I ought to tell you about insurance. Every time a young man comes to me at the marriage altar, I feel like telling him he ought to give his bride a substantial life insurance policy. You have no right to take a girl from a position where she may be earning her own living and tie her down to a family that would make it difficult for her to earn a livelihood again... unless you give her some protection and security... if anything should happen to you. Before you buy her a car, you will need more insurance- all the more in these days of highway fatalities. Get her a policy that will protect her before you even buy her a piano. Put first things first and let the other things come along as you can afford them. There are two exigencies of life that should be met by every man to the limit of his ability. One is the protection for his old age, if he should live. Modern life insurance provides for these exigencies with its death claims and its annuity programs. In your weekly or monthly budget, you can put in a few shillings for insurance as one of the necessities of life; just as you would save for the coal bill or the winter overcoat. A bit of foresight, a bit of planning will do it; and the money that would have gone for something else, we can do without, will have been saved for this supreme necessity. I know why I urge you this. It is my duty as a minister to stand by the flower-decked altar and also the flower-covered coffin; to play my part in the setting up of the home in the hour when it is broken. In the days that follows, I see the difference between the widowed mother who was left penniless, and the mother who is helped, through the hardest years, by the proceeds of a life insurance policy; between the home where the children must be left alone or to the care of others while the mother goes out and earns a living; between the children who grew up as best as they can and the children that don't... and the juvenile courts know the difference, too. The Lord may provide, but it may be a washtub for your wife to sweat over a room in a dingy tenement, or for your children to live in; or public charity to support your family. God does not put a premium on your thoughtlessness nor neglect. If you could provide for them not but did your best, you may trust them to the Lord who said: Leave thy fatherless children and I will preserve them. But i f you could provide for them but did not, you may slip out but your children will pay the price. Thus, if I could not be a minister, I would want to be a an insurance agent from the standpoint of the good things I can do. The minister cannot always save the fatherless and the widow from loneliness and sorrow but the life insurance man can rescue them from poverty and need... and lift the fear in their lives. "HE WHO DOES NOT PROVIDE FOR HIS DEPENDENTS ESPECIALLY HIS OWN FAMILY, HAS DENIED THE FAITH AND IS W ORSE THAT AN INFIDEL.- TIMOTHY 5:8 4 Slide 5: A Challenge Give me work to do, a job that I can call my own, where I can both lose myself and find myself in the daily job of doing it, where my hands will not be tied nor my talents cramped, and where I can breathe the pure, sweet air that is my birthright. Give me a job whose opportunities reach outward and upward to the blue skies above, where I will never know confining boundaries or limited horizons. Give me work to do among my fellowmen, where I can feel at the setting of the sun that I have eased the load on my brother's shoulders, that I have brought peace and quiet to fearful hearts. Give me work to do, a job where I can be glad of life because it gives me the chance to love and to work and to play and to look up at the stars; to be satisfied with my possessions, but not content with myself until I have made the most of them; to think seldom of my enemies, often of my friends, and every day of my opportunity to serve. And at last, give me the courage to do the job well for only in doing so can I expect to find my own untarnished happiness. - PAUL SPEICHER 5 The Psalm and the ShepherdOn Having the Life Insurance Business Inside You : The Psalm and the ShepherdOn Having the Life Insurance Business Inside You 6 An old, old story comes to mind. It is one I heard long, long ago and then forgot and now remember. The story concerns a party honoring a great actor. During the evening at a friends house, the actor obligingly recited excerpts from the plays i n which he had appeared.

Feeling that a change of pace would be in order, he suddenly began the familiar lines of the Twenty-Third Psalm, The Lord is my Shepherd. As was to be expected, the recitation was a beautiful piece of elocution, and at the finish , a storm of applause arose. Then a devout old man who for decades lived close near the Shepherd, asked if he might recite the same psalm. Now, there was no elocution, but with closed eyes, the old man moved from verse to verse. A deep quiet settled into the room. When he had finished, there was no applause and good-byes were quietly spoken. As the actor said goodbye to the old man, he whispered in his ear- I know the Psalm but you know the Shepherd. That makes the difference. So there are agents who ar e extremely professional. They know the words of their sales talk, the strategy, the techniques, and they put on a good show in the interview. But how much more real would this show we call the interview be if the agent knows Life Insurance as well as the words of Life Insurance. Then the interview would not just be an act but an emotional experience, and men would buy because an earnestness of the agent impels them to do so. I know one agent, now dead, who knew Life Insurance as well as the words of Life Insurance and who was not afraid to place directly an issue before the prospect. After an unusually serious interview, a prospect said to him: Go away, you make my life miserable. Good, replied the agent, when you are tired of feeling miserable, call me up and well take care of the problem. When you know the power of Life Insurance as well as you know its provisions, thats the kind of interviews you will have. Then not only will be in the Life Insurance business, you will have the Life Insurance business inside you, and as the actor said to the old man, That makes the difference. - Paul Speicher Slide 7: You are not a professional man like a doctor, and yet you probably have kept more souls and bodies together than many and many a doctor; You are no great musician. No greater symphony of yours holds thousands with its charms. But you have made old age, a symphony for thousands of men and women; You never won the Pulitzer Prize for the best novel of the year. Yet you have given many happy endings to thousands of real life stories as lived by real men and women; You never preached a sermon that saved a soul. But the contracts you have written have saved thousands of children from the delinquency which so often is associated with poverty; You have never accumulated a fortune which you will leave to some great charity, but you have helped thousands of persons to master their financial problems that charity is unnecessary; You work with imperishable materials. The song and the story, the rhythm and the ebb of life is in your business, and underneath the clauses of the contracts you write is the singing heart of financial safety, financial contentment, financial happiness. -INSURANCE SALES MAGAZINE What Kind of Work Do You Do, Mr./Ms. Life Underwriter? 7 Slide 8: I SELL INTANGIBLES I sell rocking chairs for little old ladies.I sell dolls and doll clothes for Daddy's little girl.I sell little red wagons for Daddy's little boy.I sell an income for widows and orphans.I sell milk for babies.I sell homes where flowers bloom in the front yard and children play in the backyard.I sell roofs, fuel, oil, heat, light and power.I sell college educations.I sell golf clubs, fishing, tackle, trips to the garden spots of the world. I sell happiness and security to the families of my friends and acquaintances. I sell self-respect to old men, but I sell to them when they are young. It's all right when a son, age 10, says to Dad, Give me a dollar, will you, Pop? They both smile. But when Dad, aged 70, says to son, age 40, Son can you lend me $10 to pay my bills? ... then, nobody smiles. A life insurance policy doesn't run on wheels. You can't eat it, or wear it, and you don't show it off to the neighbors. But it is the most intangible form of economic security yet devised by man. Many think of life insurance as something intangible. They think they cannot sell intangibles. Neither can I. I operate under the greatest notions counter known to the mercantile industry. 8 Slide 9: Policyholder Service may sound like a dull, uninteresting subject to the newer agent struggling to make a start in the business. Hes too busy prospecting and setting sales interviews to delve too deeply into that thing called service. Besides, he is running against time to learn more about the various policies; their provisions; approaches to prospects; polishing his sales presentations, and trying to organize his time and how to work more effectively. All is not dark futility and frustration. Early in his career, he should see a light at the end of the tunnel. The sooner he envisions himself as building a clientele, the better. Selling on a hit or miss basis can lead to failure. Successful careers are built with clients and here are some of our thoughts on that. The Client Builder makes it easy for his policyholders to buy from him. He keeps his name, address and telephone number in front of his policyholders through the use of calendars, birthday cards, other periodic mailings and on the portfolio that contains his policyholder's life insurance policies. The Client Builder recognizes that many people have a limited concept of their true financial value. A man, age 35, who has an income of $30,000 a year and never makes anything more, will earn $1,050,000 before age of retirement. A $50,000 a year man, age 40, will be receiving at least $1,250,000 before he reaches age 65. And a $100,00 a year man, age 50, will earn at least $1,500,000 by the time he become age 65. Thats lot of money and earning power must be protected by life insurance. The C lient Builder will raise his policyholders sights to their true values. He will help them visualize their financial future and give them a goal to shoot for. He will show them how they can be financially sound. From the moment he sells them or a new buyer, he starts his clients looking forwards the day when they can gain financial stability through life insurance. The Client

Builder works with a pattern to keep his competitors from cutting -in. He tries to set for each of these policyholders a schedule for future purchases. He may suggest that a client plan to use his next raise or an upcoming promotion to start an educational plan for his children or a year from now, a certain client should buy additional retirement income insurance. With the seeds of future sales already planted, there is a less chance that a policyholder will buy from an outside agent. The Client Builder also realizes that his own insurance program must be adequate before he recommends that his policyholders purchase more. When he increases his own insurance, his sales production will also increase. Knowing what his own life insurance will do for his family, he can readily see what life insurance will and can do for their families. He can sell with conviction. The Client Builder has no prospecting problems. He virtually works primarily with and through his policyholders and centers-of-influence. He works on mostly referred leads. His prospects are well qualified. He also realize the importance of keeping his center-of-influence informed as to his general progress and results. The Client Builder knows that, assuming 300 working days a year, that if he calls on one policyholder each day, he can call on a minimum of 300 clients a year. Many of the visits will be brief, it need not be time wasted. Some policyowners will from time to time drop hints about themselves or friends which can lead to other sales. New business from policyholders at many times is there for the taking. It will be missed by the hit and run agent. But the Client Builder conducts his business with such foresight that virtually every time he makes sales, he paves his way for future sales. POLICYHOLDER SERVICE IS HIS BREAD AND BUTTER. 9 The Life Insurance Agent : The Life Insurance Agent 10 If Doctors Save Lives,You Save Families Slide 11: As nature is studied and subdued, and as society is developed, the element of chance is slowly eliminated from life. In a progressive society, education, science, invention, the arts of production, with regular government and civil order, steadily working together to narrow the realm of chance and to extend that of foresight. But after they have done their best to conquer the forces of nature and regulate human passions, so that achievement shall follow purpose with uniformity, there remain certain events which may disturb all anticipations, and in spite of any man's best wisdom and effort may deprive him of the fruits of his labor. These are mainly two: (1) damage to property and (2) premature death. The direct contribution of insurance to civilization is made, not in visible wealth, but in the intangible and immeasurable forces of character on which civilization itself is founded. It has done more than all the gifts of impulsive charity to foster the sense of brotherhood and of common interests. It is impossible to conceive of civilization in its full vigor and progressive power without this fundamental law of practical economy, that he best serves humanity who serves himself, with the golden rule of religion, Bear Ye Another One's Burdens. Programming and Related Markets, Research & Review Service of America In summing up the Service of Life Insurance to Individual and National Well-Being, we cannot do better than to present the following two paragraphs from the article on insurance which appears in the Encyclopedia Britannica: 11 Slide 12: WHY HAVE LIFE INSURANCE ? The answer to the question, Do I Need Life Insurance? depends on your answers to two more questions. The first is, In the event of my death, will anyone experience an economic loss? If the answer to that question is yes, someone will suffer an economic loss, then you are ready for the next question: Do You Care? If you do not, then you have determined that you do not need life insurance. However, if you do c are, then you do need life insurance. Life Insurance guarantees that the person who will take an economic loss in the event of your death will be indemnified for that loss. Replacing human life value is the primary purpose of life insurance, and that is what is totally unique about this product. No other contract or property that you can buy will do what a life insurance contract will do for your beneficiaries. -Ben G. BaldwinThe Complete Book of InsuranceProbos Publishing Company, 1989 12 Slide 13: Life Insurance is a means of providing security for one's dependents and one's self. When a person's application for life insurance is accepted by the life insurance company, he pays the premium and receives a policy. That policy is a contract whereby the insurance company promises to pay one's beneficiaries or the insured himself or herself, according to the agreement and/or conditions as stated in the policy, a sum of money either upon the occurrence of some specified event or at some definite date in the future. In the beginning, life insurance was thought of- only as money for the dependents at the death of the insured. This, of course, is still its main purpose. However, there are various other uses for it today that makes the service of life insurance is much broader. Life insurance, is now bought not so much because people die but, rather, because incomes die. Income may stop because people may die too soon, or, on the other hand, may live too long past the time they are able to work. Life insurance affords protection in either event. It can be used as a reserve against emergencies arising in life, as well as emergencies resulting form death. Men and women now buy life insurance not only because they expect to die, but because they expect someone to live, themselves included. Research & Review Service of America 13 Slide 14:

WHY DO PEOPLE BUY LIFE INSURANCE? People buyLife InsuranceNOTbecause they will dieBUTbecause their incomes die. 14 Slide 15: is the hostage which a man gives to a selfish world for the security of himself and his family. is the bond a man gives that when he dies, he will not be a defaulter. is the supplement a wise man adds to his marriage vow- it goes further than until death do us part. 15 Slide 16: I am a piece of paper, but even more. I am an idea. I am a promise. I helped men see visions, dream dreams, and achieve economic immortality. I am education for children. I am savings. I am also a property that increases in value from year to year. I lend money when you need it most with no questions asked. I pay off mortgages so that families can remain together in their own homes. I assure fathers the daring to live and the moral right to die. I create, manage, and distribute property. I am the great emancipator from want. I guarantee the continuity of business. I protect the jobs of employees. I conserve the employer's investments. I am the intangible evidence that a man is a good husband and father. I am a declaration of financial independence, a character of economic freedom. I am the difference between an old man and an elderly gentleman. I provide cash if illness, injury, old age, or death cuts off the breadwinner's income. I am the only thing that fathers can buy on the installment plan that mothers don't have to finish paying for. I am a certificate of character and evidence of good citizenship, an unimpeachable title to the right of self- government. I am protected by laws that prevents creditors from assessing the money I give to your loved ones. I bring dignity, peace of mind and security to the later years of life. I supply investment capital that makes smoke go up chimneys, the wheels turn, and the motors hum. I guarantee that there will always be Christmas, with tinsel, a happy fireside and the laughter of children even though father is not there. I am the guardian angel of the home. I AM YOUR LIFE INSURANCE POLICY 16 Slide 17: People buy because of their own reasons not ours People buy our products not because they understand the product but because they feel we understand them Larry Wilson in his book, Counselor Selling 17 Slide 18: The most common purchase of lifeinsurance is... to cushion a familyfinancially if the primary wage earnerdies prematurely. In short, Life Insurance is a security blanket-something to replace your pay check and to wraparound your dependents when you die. - Leonard Sloane, The New York Times Book of Personal Finance, New York: Times Books, 1985, Page 96. Life Insurance...is the "hostage"which a man gives to a selfish worldfor security of himself and his family." 18 Life Insurancewas created for the Buyerin contrast with or to other forms of property which were created to meet the needs or suit the convenience of the Seller. : Life Insurancewas created for the Buyerin contrast with or to other forms of property which were created to meet the needs or suit the convenience of the Seller. 19 Each Day We Head to Workto Earn Money for : Each Day We Head to Workto Earn Money for and many other things. 20 Dont Expect Too Muchfrom Life Insurance Except : Dont Expect Too Muchfrom Life Insurance Except 21 Slide 22: It is a funny thing about life insurance. It has to be paid for, whether or not... it is bought. If you buy the life insurance your family needs, then you pay for it out of current income. You spend less here and a little less there. You do a little better job of budgeting, of watching out for unnecessary expenditure. But, if you don't pay for the life insurance out of the money in your pocket today, then your family may have to pay for it someday. You say: But how will they pay for it?" The answer is that they have to pay for it- out of the things they do without- the opportunities they do not enjoy; the school they are unable to attend; the home from which they are forced to leave; the sense of security they do not possess; a mother's attention which is not theirs because she must work to live and so that they may live. Ask yourself this question: Who pays the biggest price for life insurance, I or my children? Then, act in accordance with your answer. 22 Slide 23: 23 If every wife knewwhat every widow knows,LIFE INSURANCE...would never have to be sold. Why Life Insuranceon the Wife :

Why Life Insuranceon the Wife To help pay off the mortgage To offset the extra estate tax To pay the cost of last illness To provide a charitable bequest To provide a "housekeeper fund To provide a dowry for the daughter To pay for her last expenses in old age To help with the children's education To supplement her husband's retirement income To help a son or a daughter in the first, low-income years of marriage To supplement Social Security old age income if her husband dies first To supplement Social Security after her husband retires until payments begin when she's 62 To provide cash for a trip she'd like to take when the children are grown To continue retirement income if husband's funds runs out at his death To give a son or a daughter a memorable wedding To offset loss of income tax savings To do something for grandchildren To help her husband retire earlier To give a son or daughter a start in business To provide a safe investment 24 Dignity in Old AgeA Story from Life : Dignity in Old AgeA Story from Life Men are usually protected from a total loss of nobleness by the propensity of females to outlive males. Few men are forced to live with relatives- for their women bury them. But when a man is compelled to move in with a child, it seems more degrading for him than for a woman. Maintaining dignity in a son's house or a son-in-law's domain is very tough for a man who has been a breadwinner for a lifetime, but sometimes... it is necessary. There was once an old man who spent half each year with each of his two children, a son and a daughter. The young people had their own families. Bathroom space was at a premium, and there was usually a second occupant in Grand Pop's room. He had enough from Social Security to pay for his food and clothing plus gifts for the grandchildren from time to time, but his level of life -- overall, was excess baggage at best. Daily, he dressed to the hilt, tie and all, in an effort to reflect past glory and to conjure up personal nobility in the here and now. Change over time from one house to the other was never pleasant. Twice a year, one household rejoiced in its new found freedom from the old man, and the second shuddered at the prospect of having him as an unwanted guest for six months. To say that love did not exist would be falsehood, for had there not been much love, neither family would have given Grand Pop the time of day. Love existed alright, but it was being eaten into by the need of the man to live with his lovers. His enthusiasm for life was eroded by the strained situation which peaked in unpleasantness at change-over time. January 1st and July 1st were bad days. Finally, he decided to play his trump card in his fight for status. He owned a $160,000 paid-up life insurance contract which neither child knew about, and he arranged its provisions to take some frustration out of his life. He wrought a miracle in the attitudes of the families toward him by setting the beneficiary clause as follows and telling them about it: Primary Beneficiary: My child whom I am living with when I dieSecondary Beneficiary: My other child Special Arrangement: If either of my children die before I die, and I am living with his or her spouse at the time of my death, the spouse of my deceased child is to be considered my primary beneficiary. Furthermore, if both my children die before me, the spouse of the one I am living with is my primary beneficiary. The old man's stock shot up like IBM in the old days. Attitudes on change-over day reversed instantly. One family hated with passion to see him go, and the other could hardly wait to receive him. Money had everything to do with that gentleman's degree of nobleness, but he had to bargain with his loved ones to preserve his status as a person of worth. Charles Murray in his book, Don't Talk To Me About Death,1977 The heaviest burden an old person can carry is an empty wallet! 25 Friends Are Like Life Insurance : Friends Are Like Life Insurance They build up valuable reserves for you. They pay off when you least expect them to. They help you when you need them most. Their cost is low. They're renewable and sometimes have the loan privilege. They're for the whole of life. Some are substandard. The longer you keep them, the more value they have. You generally get back more than you put into them. They give you a steady income of smiles. They're endowed with patience and understanding. They make wonderful beneficiaries for your family. Friendships end when you cash in on them. - Author Unknown 26 Slide 27: We can make no plan for the future which does not rest for its completion upon the certainty of future income. Training : Training 28 The Bicycle Analogy : The Bicycle Analogy The Company's Training Program with the assistance you should expect to receive from members of your Management Team plus your own personal efforts will definitely assure you of achieving and maintaining this balance. All these will make you become the professional life underwriter you want to be. Training to become a professional life insurance underwriter involves intensive human relationship skills development in addition to the technical training and skill required. As you will soon see, these two areas are interrelated. To provide you with a clearer view, think of your training in terms of a bicycle. The rear wheel of the bicycle provides the power. It represents product skills and the technical knowledge of the life insurance business- the power you need for your career. The front wheel of the bicycle provides you the direction. It represents people skills and a real understanding

of human behavior- the directing aspect of your career. In order to function properly, the bicycle's wheels must be balanced... the rear wheel must be in tune with the front wheel. 29 Slide 30: Training Formula 30 Stages of Skill Learning : CONSCIOUS INCOMPETENT He Knows That He Knows Not UNCONSCIOUS INCOMPETENT He Knows Not That He Knows Not UNCONSCIOUS COMPETENT He Knows Not That He Knows CONSCIOUS COMPETENT He Knows That He Knows Stages of Skill Learning 31 Stages of Skill Learning : Stages of Skill Learning CONSCIOUS COMPETENTHe who knows and knows that he knows, is wise, follow him. UNCONSCIOUS INCOMPETENT He who knows not and knows not he knows, is a fool, shun him. CONSCIOUS INCOMPETENT He who knows not and knows he knows not, is simple, teach him. UNCONSCIOUS COMPETENT He who knows and knows not he knows, is asleep, wake him. 32 Slide 33: Give them fishand they will eat for a day. Teach them"how to fish,"and they will always have food to last a lifetime. 33 Dr. Abraham MaslowsHierarchy of Needs : Dr. Abraham MaslowsHierarchy of Needs 34 SELF- ACTUALIZATION SELF- ESTEEM LOVE/BELONGING SAFETY/SECURITY PHYSIOLOGICAL Five Qualities of a Professional : Five Qualities of a Professional 35 Food for Thought : Food for Thought He who ceases to study will soon cease to think; He who ceases to think will soon cease to grow; He who ceases to grow will soon begin to retrograde; He who retrogrades will cease to enthuse; He who ceases to enthuse about his life work will cease to love it; He who ceases to love his work is in an unholy mess Dr. Solomon HuebnerProfessor Emeritus of InsuranceWharton School of Finance Slide 37: Two men cut wood all day long. One worked straight through, without stopping to rest. At the end of the day, he had a sizable pile of logs. The other would chop for 50 minutes and then take a ten-minute break. At the end of the day, he had a much larger pile. How could you chop more? asked the man who'd worked continuously. His friend replied: When I stop for rest, I also sharpened my ax. If You Stop Getting Better, You Stop Being Good. Make Time for Continuing Education 37 Slide 38: If youre sitting on your laurel, you're wearing it at the wrong end. - Frank Bettger WHEN YOU GETTING BETTER, YOU BEING GOOD Remember... 38 Slide 39: 39 THE MOSTUNDER-DEVELOPED TERRITORYIN THE WORLDIS UNDER PEOPLE'S HATS. ELMER G. LETERMAN ATTITUDE COMMANDMENTS : ATTITUDE COMMANDMENTS It is attitude, not aptitude, that governs altitude. The purpose of existence is not to make a living, but to make a life. A negative thought is a down-payment on an obligation to fail. You will seldom experience regret for anything you've done. It's what you don't do that will torment you. Complaining is the refuge of those who have no self-reliance. The ultimate cost of something is that amount of life that you will exchange for it. Youth is not a time of life, but a state of mind. Wrinkles test the skin, but never touch the soul. People who have not set a worthwhile purpose in life are easy prey for anxiety. The worst bankruptcy is the person who has lost enthusiasm. Nobody can make you feel inferior without your consent. From Another Pocketful of Lists, a LIMRA Publication 40 Slide 41: How do you develop Positive Attitudes on the job? While Talent is important and Knowledge is essential, the most important Key to Success is your State of Mind! Whatever your job- Success depends on YOUR ATTITUDE!

NEGATIVE POSITIVE Theres no better place to practice the GOLDEN RULE than on the job! Here are 6 suggestions ENTHUSIASM KNOWLEDGE CONSIDERATION COURTESY 41 Are You Average? : Are You Average? Average is what the failures claim to be when their families and friends ask them why they are not more successful. Average is the top of the bottom, the best of the worst, the bottom of the top, the worst of the best... which one of these are you? Average means run -of-the-mill, mediocre, an also-ran, insignificant, a non-entity. Being Average is the lazy people's cop-out; it's lacking the guts to take a stand in life; it's living by default. Being Average is to take space for no purpose; to take the trip through life but never to pay the fare; to return no interest for God's investment in you. Being Average is to pass one's life away with time rather than to pass one's time away with life. It's to kill time rather than to work it to death. To be Average is to be forgotten on ce you pass away from this life. The successful are remember for their contributions, the failure are remembered because they have tried; but the Average, the silent majority, is just forgotten. To be Average is to commit the greatest crime one can aga inst one's self, humanity and one's God. The saddest epitaph is this... Here lies the remains of what might have been except for their belief that they were only Average. - Edmund Gaudet 42 Slide 43: "The only acceptable quality level, says those who have been charting a course back to competitive excellence, is 100 percent. That's the standard of measurement. The rationale is simple: Set a standard of 95 percent, and people figure they're doing fine if they're at or near it. In the language of the Malcolm Balridge National Quality Award, however, quality is a 'race with no finish line.' There's no time of day or month on the calendar when it's okay to let up. The alternative to setting standards at their highest possible level becomes clear when you look at the consequences of "almost but not quite. If 99.9% is good enough, then ..." ( Excerpts from A Special Training Report by Natalie Gabel ) If You Stop Getting Better,You Stop Being Good! : If You Stop Getting Better,You Stop Being Good! Good, Better, Best. Dont You Let It Rest. Until Your Good Becomes Better. And Your Better Becomes Best! Slide 45: Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent. The slogan Press On has solved and always will solve the problems of the human race. - Calvin Coolidge 45 The Ace Salesperson : The Ace Salesperson And in those days, behold, there came through the gates of the city, from afar off and it came to pass as the day went by, he sold plenty. And in that city were they that were order takers and they spent their days in adding to the alibi sheets. Mightily were they astonished. They said one to the other, What the hell; how doth he getteth away with it? And it came to pass that many were gathered in the back office and a soothsayer came among them. And he was one wise guy. And they spoke and questioned him saying, How is that this stranger accomplished the impossible? Whereupon the soothsayer made answer He of whom you speak is one hustler. He ariseth very early in the morning and goeth forth full of pep. He complaineth not, neither doth he know despair. He is arrayed with purple and fine linen, while ye go forth with pants unpressed. While ye gather here and say one to the other, 'Verily this is a terrible day to work; he is already broad. And when the eleventh hour cometh, he needeth no alibis. He knoweth his line and they would stave him off, they give him orders. Men say unto him 'Nay' when he cometh in, yet when he goeth forth, he hath their names on the line that is dotted. He taketh with him two angels, inspiration and perspiration and worketh to beat hell. Verily I say unto you, go and do likewise. - Source Unknown 46 Risk-Taking : Risk-Taking Risk must be taken because the greatest hazard in life is to risk nothing. The people who risk nothing, do nothing- have nothing, are nothing. They may avoid sorrow and suffering. But they cannot learn, feel, change, grow, love, live. Chained by attitudes, they are slaves. They have forfeited their freedom. Only a person who take risks is free. -Tough Times Dont Last But Tough People Do 47 Slide 48: 48 If you want to have a place under the sun, you must be prepared to have blisters. Slide 49: The word Risk came from an Arabic word that means earning ones daily bread. 49 Slide 50:

THE ROAD TO SUCCESS HAS NOSHORT-CUTS 50 An AnecdoteAbout Commitment : - Guideposts When I was a boy, my father, a baker, introduced me to the wonders of song, tenor superstar Luciano Pavarotti relates. He urged me to work very hard to develop my voice. Arrigo Pola, a professional tenor in my home town of Modena, Italy, took me as a pupil. I also enrolled in a teachers college. Upon graduating, I asked my father, Shall I be a teacher or a singer? Luciano, my father replied, if you try to sit on two chairs, you will fall between them. For life, you must choose one chair. I chose one. It took me seven years of study and frustration before I made my first professional appearance. It took me another seven years to reach the Metropolitan Opera. And now I think whether it's laying bricks, writing a book- whatever we choose- we should give ourselves to it. Commitment, that's the key. Choose one chair. An AnecdoteAbout Commitment 51 Career Growth Chart : Managerial Authority and Involvement Personal Independence and Responsibility Manager Agent DIRECT GUIDE NEGOTIATE 0% 100% Career Growth Chart Business Maturity CAREER GROWTH & DEVELOPMENT : Skills Senior Partner Senior Associate Associate Marketing Associate Team Leader Relationship Manager Tier 1 Focus Relationship Manager, Support Senior Partner Supervises Protg Marketing Phone Support Production Support Client Service Personal Production Marketing Phone Support Production Support Client Service Personal Production Relationship Manager Learn the Business Limited Time Position Tier 1 Referrals $ $ $ $ $ Tier 1 production Target market & team development Advisor to management team Expand overall business base Develop junior team members Tier 2 production Tier 1 fact finder Build inventory Develop junior team member Provide specialized support Tier 3 production Build inventory Develop protgs Build association relationships Team support Mentor support Day to day marketing program interface and implementation Ability to close Tier 1 cases Ability and commitment to lead team strategy Ability and commitment to develop team skills Ability to close Tier 2 cases Ability and commitment to provide major strategy & tactical input to team Ability and commitment to develop team skills Ability to close Tier 3 cases Ability and commitment to direct marketing program for team Ability to train protgs Raw senior associate potential Commitment to training regimen Ability to absorb and demonstrate the 8 basic habits $ CAREER GROWTH & DEVELOPMENT 54 $ Responsibilities CAREER GROWTH & DEVELOPMENT : Skills Senior Partner Senior Associate Associate Marketing Associate Team Leader Relationship Manager Tier 1 Focus Relationship Manager, Support Senior Partner Supervises Protg Marketing Phone Support Production Support Client Service Personal Production Marketing Phone Support Production Support Client Service Personal Production Relationship Manager Learn the Business Limited Time Position $ $ $ $ Tier 1 production Target market & team development Advisor to management team Expand overall business base Develop junior team members Tier 2 production Tier 1 fact finder Build inventory Develop junior team member Provide specialized support Tier 3 production Build inventory Develop protgs Build association relationships Team support Mentor support Day to day marketing program interface and implementation Ability to close Tier 1 cases Ability and commitment to lead team strategy Ability and commitment to develop team skills Ability to close Tier 2 cases Ability and commitment to provide major strategy & tactical input to team Ability and commitment to develop team skills Ability to close Tier 3 cases Ability and commitment to direct marketing program for team Ability to train protgs Raw senior associate potential Commitment to training regimen Ability to absorb and demonstrate the 8 basic habits $ CAREER GROWTH & DEVELOPMENT 55 $ Responsibilities Tier 1 Referrals SynergiaBusiness Presentations : SynergiaBusiness Presentations Joaquin Duke G. Wilwayco8301 Ephraim Road, Austin, TX 78717Phone: (512) 799-2999 Fax: (512) 671-6377Email: dgwilwayco@aol.com