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WELCOME
INTRODUCTION
TO
A.L. WILLIAMS
•WHY? -
•HOW? -
•WHAT?-
ARE THOUSANDS JOINING ALW WEEK AFTER WEEK?
WAS THE MOST POWERFUL INDUSTRY IN THE COUNTRY BUILT?
ARE THE INCREDIBLE CHANGES HAPPENING IN THIS INDUSTRY?
SKEPTICALPEOPLE·2 GREATMISCONCEPTIONS·
HOW WAS THE MOST POWERFUL INDUSTRY IN THE WORLD BUILT?
OLD SOLUTION
OR1 + 1 = 1
CASH + INS = ?
1903 3 BILLION
1973 300 BILLION
1981 400 BILLION
4 TRILLION
1800
230 MILLION
40 MILLION
MIDDLE AMERICA
1. MARRIED 3. HOME 5. JOB
2. CHILDREN 4. 25-45 6. HEALTH
2 PROBLEMS
1. DIE TOO SOON (INS.)
2. LIVE TOO LONG (CASH)
WHAT’S HAPPENING TO THE MOST POWERFUL INDUSTRY IN THE WORLD?
OLD SOLUTION
OR
1 + 1 = 1
CASH + INS = ?
1903 3 BILLION
1973 300 BILLION
1981 400 BILLION
4 TRILLION
1800
230 MILLION
40 MILLION
MIDDLE AMERICA
1. MARRIED 3. HOME 5. JOB
2. CHILDREN 4. 25-45 6. HEALTH
2 PROBLEMS
1. DIE TOO SOON(INS.)
2. LIVE TOO LONG(CASH)
2 PRESSURES
1. INFLATION
2. CONSUMER
MOVEMENT
AND
1 + 1 = 2
CASH + INS = BOTH
1977 1981
2 47
7 1500
85 60,000
1 COMPANY!
NEW SOLUTIONCHANGE!
BOOM DEMAND!
SOLUTION: PART I
ASSET MGT. PRESENTATION
WHO AGREES WITH US?
THREE STEP APPROACH TO SALES
···
THREE STEP SALES PROCESS
PART-TIMERS / NO PRESSURE / NO GIMMICKS
1 2 3
1/2
PPU
1 - 2
SALE
1/2
DELIVERY
SOLUTION PART II -- COMPANY
GROWTH
FINANCING
··
1 BILLION
30 YEARS
9 YEARS
8 YEARS
1½ YEARS
1 MONTH!
FINANCIAL ASSURANCENATIONAL HOMEPENN FINANCIAL
- (10/78) 30 MILLION- (3/80) 100 MILLION- (5/80) 100 MILLION- (2/81) 1 BILLION!!
···
TO WIN YOU NEED:• TIMING
• PRODUCTS
• ADMINISTRATION
• FINANCING
• COMPANY
• SYSTEM
• COMPETITIVE EDGE
• ?
BOB TURLEY STORY
• NORTH GEORGIA
• REFERRAL
• DROVE A LOADER
• COUNTRY STORE
• 5 KIDS
• 5,000/50,000/25,000
• 1200
• 37 POLICIES
• 500
• 100/25/5000
• LEUKEMIA
• 800-100,000
WHO’S THE REAL WINNER?
TWO TRAGEDIES!
WHAT DO “WE BELIEVE?”
• ONE WE CAN’T PREVENT
• ONE WE CAN!
SOLUTION PART III - SYSTEMQUESTION -- CAN WE FIND THE MANAGERS?·
FAIL TO PLAN = PLAN TO FAIL
SLOW START = NO START
F.S.P -- WHAT, WHY, HOW, WHEN, WHO?
(COMPUTER)
(AIRPLANE ON RUNWAY)
···
THE
TWO GREATEST PART-TIME JOBS
IN THE
WORLD!
P.T. SALES REPRESENTATIVE
P.T. SALES SUPERVISOR··
WHICH DO YOU WANT?
HOW WILL I BE TRAINED
• IN THE “FIELD”
• IN THE CLASSROOM
(1 HR IN FIELD = 20 HRS IN CLASSROOM)
(SUPPORT FOR FIELD ACTIVITY)
A
CONSUMER
YOUR OWN PLAN
(ONLY IF NEEDED)
B
OBSERVER
YOU WATCHING MANAGER
(LEARN FROM EXPERT)
C
DOER
YOUR OWN ACTIVITY
(STUMBLE FORWARD)
D
TEACHER
YOU TRAINING OTHERS
(WHO LEARNS MOST?)
1
WEEKLY TRAINING CLASSES(CLIMB LADDER STEP-BY-STEP)
2
FAST START SCHOOL(UNBELIEVABLE! YOUR CAREER BEGINS HERE!)
THE GREATEST FULL-TIME JOB
IN THE WORLD?
R.V.P. !
WHEN? HOW LONG? HOW MANY? WHY?
EVERYONE IS EQUAL AT THE START
WHY PAY SO MUCH MONEY?
WHAT WILL I MAKE?
ABILITY NOT TITLE/ TACO BELL MGR. / EARN IT
80 - 20 RULE
···
YOU DECIDE!
GETTING STARTEDBOB BUISSONMIKE TUTTLEVICKI SCOTTBOB SAFFORDBEN NEALART WILLIAMSLARRY WEIDEL
·······
TO WIN YOU NEED:• TIMING
• PRODUCTS
• ADMINISTRATION
• FINANCING
• COMPANY
• SYSTEM
• COMPETITIVE EDGE
•COMMITMENT!(TAKES TIME TO DEVELOP)
GREAT PEOPLE = GREAT COMPANY!
• WHAT KIND OF PERSON ARE WE LOOKING FOR?
1. GOOD - (TOUGH)2. PRODUCERS
• WHAT WE’VE GOT TO FIND OUT ABOUT YOU
- ATTITUDE (COACHABLE)
- WILL TO WIN- WILLINGNESS TO PREPARE
• 45 DAY BASIC TRAINING PROGRAM
- ONLY -
PLANNING SESSION
SALES PROFILE
REFERENCE LIST
MEETING WITH DIST. MGR. & S.S.
NO APOLOGIES WE’RE “PICKY” WE CAN AFFORD TO BE
(WITHIN 48 HOURS)
···
· ·
THANK YOU!(SEE YOU IN 8 MINUTES)
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