WELCOME INTRODUCTION TO A.L. WILLIAMS. WHY? - HOW? - WHAT?- ARE THOUSANDS JOINING ALW WEEK AFTER...
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Transcript of WELCOME INTRODUCTION TO A.L. WILLIAMS. WHY? - HOW? - WHAT?- ARE THOUSANDS JOINING ALW WEEK AFTER...
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WELCOME
INTRODUCTION
TO
A.L. WILLIAMS
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•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?
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SKEPTICALPEOPLE·2 GREATMISCONCEPTIONS·
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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)
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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!
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SOLUTION: PART I
ASSET MGT. PRESENTATION
WHO AGREES WITH US?
THREE STEP APPROACH TO SALES
···
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THREE STEP SALES PROCESS
PART-TIMERS / NO PRESSURE / NO GIMMICKS
1 2 3
1/2
PPU
1 - 2
SALE
1/2
DELIVERY
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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!!
···
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TO WIN YOU NEED:• TIMING
• PRODUCTS
• ADMINISTRATION
• FINANCING
• COMPANY
• SYSTEM
• COMPETITIVE EDGE
• ?
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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?
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TWO TRAGEDIES!
WHAT DO “WE BELIEVE?”
• ONE WE CAN’T PREVENT
• ONE WE CAN!
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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)
···
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THE
TWO GREATEST PART-TIME JOBS
IN THE
WORLD!
P.T. SALES REPRESENTATIVE
P.T. SALES SUPERVISOR··
WHICH DO YOU WANT?
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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!)
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THE GREATEST FULL-TIME JOB
IN THE WORLD?
R.V.P. !
WHEN? HOW LONG? HOW MANY? WHY?
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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!
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GETTING STARTEDBOB BUISSONMIKE TUTTLEVICKI SCOTTBOB SAFFORDBEN NEALART WILLIAMSLARRY WEIDEL
·······
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TO WIN YOU NEED:• TIMING
• PRODUCTS
• ADMINISTRATION
• FINANCING
• COMPANY
• SYSTEM
• COMPETITIVE EDGE
•COMMITMENT!(TAKES TIME TO DEVELOP)
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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 -
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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)
···
· ·
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THANK YOU!(SEE YOU IN 8 MINUTES)