Happy New YearHappy New YearHappy New YearHappy New Year

4706 - The Year of the Rat4706 - The Year of the RatThis year will bring the Protection of the Rat.This year will bring the Protection of the Rat.May you benefit from Prosperity he May you benefit from Prosperity he always always

bringsbrings.

4706 - The Year of the Rat4706 - The Year of the RatThis year will bring the Protection of the Rat.This year will bring the Protection of the Rat.May you benefit from Prosperity he May you benefit from Prosperity he always always

bringsbrings.

I would like to extend my gratitude and congratulations to

LUAHK in particular, Jeff Wong, Executive Chairman

I would like to extend my gratitude and congratulations to

LUAHK in particular, Jeff Wong, Executive Chairman

November 2001November 2001

The Financial Modernization Act

In the United States

caused confusion and frustration as advisors tried to find their profitable

place in the new atmosphere of openness and fairness.

The Financial Modernization Act

In the United States

caused confusion and frustration as advisors tried to find their profitable

place in the new atmosphere of openness and fairness.

THREE BUSINESS MODELSTHREE BUSINESS MODELS

• THE INSURANCE BASED COMPANIES

• THE INVESTMENT BASED COMPANIES

• THE BANKS

• THE INSURANCE BASED COMPANIES

• THE INVESTMENT BASED COMPANIES

• THE BANKS

Relationship Based Workor

Transaction Based Work

We have the advantage.

Relationship Based Workor

Transaction Based Work

We have the advantage.

I

The Lazy PersonThe Lazy Person

• No sense of urgency

• No goals

• No focus

• No discipline

• Poor attitude toward society

• Thinks someone owes him a living

• Thinks life just isn’t fair

• No sense of urgency

• No goals

• No focus

• No discipline

• Poor attitude toward society

• Thinks someone owes him a living

• Thinks life just isn’t fair

The Very Successful PersonThe Very Successful Person

• Focused on Success• Many Goals• Disciplined• Fair With Others• WORKS Very Hard FOR WHAT HE WANTS• Reports Results Regularly • Takes Responsibility for Mistakes• Always Learning

• Focused on Success• Many Goals• Disciplined• Fair With Others• WORKS Very Hard FOR WHAT HE WANTS• Reports Results Regularly • Takes Responsibility for Mistakes• Always Learning

Achieving Greatness requires:DisciplineDetermined, Focused, Daily, Exact Actionwith GOALS in mind all the time

BILL GOODWIN

Achieving Greatness requires:DisciplineDetermined, Focused, Daily, Exact Actionwith GOALS in mind all the time

BILL GOODWIN

The Lazy Person is always trying to LOOK LIKE he is busy. He cares MOST about how things

look to others.

The Lazy Person is always trying to LOOK LIKE he is busy. He cares MOST about how things

look to others.

The Successful Person is aware others are watching. But cares most about his own work; his

clients, activity and goals.

The Successful Person is aware others are watching. But cares most about his own work; his

clients, activity and goals.

THE QUESTION ISTHE QUESTION IS

ARE YOU GOING TO BE A

Lazy PersonOR A

Successful Person?

ARE YOU GOING TO BE A

Lazy PersonOR A

Successful Person?

THE RELATIONSHIP IS CLEAR

THE RELATIONSHIP IS CLEAR

• MDRT LIVES 116--TIME 19% 58 hours

• COT LIVES 243 -- TIME 48% 54 hours

• TOT LIVES 362--- TIME 53% 51 hours

• MDRT LIVES 116--TIME 19% 58 hours

• COT LIVES 243 -- TIME 48% 54 hours

• TOT LIVES 362--- TIME 53% 51 hours

BOEING 747BOEING 747

Activity is…Activity is…

• Telephone Calls

• Prospecting for New Contacts

• Fact-Finding

• Closing Interviews

• Telephone Calls

• Prospecting for New Contacts

• Fact-Finding

• Closing Interviews

Activity is not…Activity is not…

• A lunch or dinner meeting with no business agenda

• Golf

• Giving Gifts

• Doing Favors

• A lunch or dinner meeting with no business agenda

• Golf

• Giving Gifts

• Doing Favors

“Activity does not guarantee success. Even enough of the right kind doesn’t…but without it, success is almost impossible”

“Activity does not guarantee success. Even enough of the right kind doesn’t…but without it, success is almost impossible”

Al GranumAl Granum

WHAT IS THE “RIGHT” ACTIVITYWHAT IS THE “RIGHT” ACTIVITY

• Referral business-60-80 per month

• 60 face to face meetings per month, 3/day

• 12-15 fact finders each month

• 50 dials per day to set activity

• OCS point system= 100 points

• Referral business-60-80 per month

• 60 face to face meetings per month, 3/day

• 12-15 fact finders each month

• 50 dials per day to set activity

• OCS point system= 100 points

A 30% increase in activity, results in a 50% increase in productivity

A 30% increase in activity, results in a 50% increase in productivity

A 50% increase in activity, results in a

100% increase in productivity

A 50% increase in activity, results in a

100% increase in productivity

I BELIEVE I BELIEVE

60 FACE TO FACE MEETINGS=

720 PER YEAR X’s 3 yrs=

2160 appointments to

REACH REAL SUCCESS

60 FACE TO FACE MEETINGS=

720 PER YEAR X’s 3 yrs=

2160 appointments to

REACH REAL SUCCESS

There is a pricefor success

There is a pricefor success

And it is always paid in advance!And it is always

paid in advance!

“The common denominator of success, the secret of every person who has ever been successful- lies in the fact that they formed habits of doing things that failures don’t like to do”

“The common denominator of success, the secret of every person who has ever been successful- lies in the fact that they formed habits of doing things that failures don’t like to do”

Albert GrayAlbert Gray

GOOD HABITS ARE HARD TO DEVELOP, BUT EASY TO

LIVE WITH!

GOOD HABITS ARE HARD TO DEVELOP, BUT EASY TO

LIVE WITH!

BAD HABITS ARE EASY TO DEVELOP, BUT HARD TO LIVE

WITH!

BAD HABITS ARE EASY TO DEVELOP, BUT HARD TO LIVE

WITH!

FIXED ACTIVITY COMMITMENT SHEETFIXED ACTIVITY COMMITMENT SHEET

This sheet will keep your focus on Activity.

You have to understand the difference between fixed and variable activity.

The difference is what you can control.

This sheet will keep your focus on Activity.

You have to understand the difference between fixed and variable activity.

The difference is what you can control.

PRODUCTION GOALS FIXED ACTIVITIES 30 VACATION DAYS 30 TRAINING DAYS

1 2 3 4 5 1 2 3 4 5

Lives____________ New Clients________ 1.____________________

6 7 8 9 10 6 7 8 9 10

11 12 13 14 15 11 12 13 14 15

Volume____________ Honors____________ 2.____________________

16 17 18 19 20 16 17 18 19 20

21 22 23 24 25 21 22 23 24 25

Premium___________ Other_____________ 3.____________________

26 27 28 29 30 26 27 28 29 30

Saturdays & Sundays not included.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60

61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80

81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 97 99 100

101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120

121 122 123 124 125 126 127 128 129 130 131 132 113 134 135 136 137 138 139 140

141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160

161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179 180

181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200

SAMPLE

PRODUCTION GOALS FIXED ACTIVITIES 30 VACATION DAYS 30 TRAINING DAYS

1 2 3 4 5 1 2 3 4 5

Lives____________ 100 New Clients________ 1.____________________ Dial

6 7 8 9 10 6 7 8 9 10

11 12 13 14 15 11 12 13 14 15

Volume____________ Honors____________ 2.____________________ Ask QS

16 17 18 19 20 16 17 18 19 20

21 22 23 24 25 21 22 23 24 25

Premium___________ Other_____________ 3.____________________ Mail

26 27 28 29 30 26 27 28 29 30

Saturdays & Sundays not included.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20

21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36 37 38 39 40

41 42 43 44 45 46 47 48 49 50 51 52 53 54 55 56 57 58 59 60

61 62 63 64 65 66 67 68 69 70 71 72 73 74 75 76 77 78 79 80

81 82 83 84 85 86 87 88 89 90 91 92 93 94 95 96 97 97 99 100

101 102 103 104 105 106 107 108 109 110 111 112 113 114 115 116 117 118 119 120

121 122 123 124 125 126 127 128 129 130 131 132 113 134 135 136 137 138 139 140

141 142 143 144 145 146 147 148 149 150 151 152 153 154 155 156 157 158 159 160

161 162 163 164 165 166 167 168 169 170 171 172 173 174 175 176 177 178 179 180

181 182 183 184 185 186 187 188 189 190 191 192 193 194 195 196 197 198 199 200

TO CHANGE YOUR LIFETO CHANGE YOUR LIFE

YOU MUST CHANGE YOUR

ACTIVITY

YOU MUST CHANGE YOUR

ACTIVITY

It is easier to adjust ourselves to the hardship of a poor living, than it is to adjust

ourselves tothe hardship of making

a better one.

It is easier to adjust ourselves to the hardship of a poor living, than it is to adjust

ourselves tothe hardship of making

a better one.

My Purpose

To pass on the legacy of my Father which is to work hard so others may benefit.

Hoopis Performance Network

My Purpose

To pass on the legacy of my Father which is to work hard so others may benefit.

Hoopis Performance Network

Your Purpose is…Your Purpose is…

WHY DO YOU DO WHAT YOU DO!

WHY DO YOU DO WHAT YOU DO!

“The strength which holds you to your

purpose, is not your own strength,

but the strength ofthe purpose itself”

“The strength which holds you to your

purpose, is not your own strength,

but the strength ofthe purpose itself”

MY TEN SIMPLE RULES OF LIFEMY TEN SIMPLE RULES OF LIFE

• YOU CAN LIE TO ANYONE YOU CHOOSE TO LIE TO, BUT IF YOU LIE TO YOURSELF YOU LOSE

• WE ARE ALL BASICALLY LAZY• THE MIND MIGRATES TOWARD THAT WHICH

IT THINKS IS MOST PLEASING• PEOPLE WILL ALWAYS DISAPPOINT YOU

• YOU CAN LIE TO ANYONE YOU CHOOSE TO LIE TO, BUT IF YOU LIE TO YOURSELF YOU LOSE

• WE ARE ALL BASICALLY LAZY• THE MIND MIGRATES TOWARD THAT WHICH

IT THINKS IS MOST PLEASING• PEOPLE WILL ALWAYS DISAPPOINT YOU

RULES OF LIFERULES OF LIFE

• BAD THINGS HAPPEN TO ALL PEOPLE BOTH GOOD AND BAD, BUT GOOD THINGS TEND TO HAPPEN MORE OFTEN TO GOOD PEOPLE

• THERE IS GOOD IN EVERYONE AND IT’S MY JOB TO FIND IT

• NEVER LET OTHERS PAY THE PRICE OF YOUR LACK OR SELF DISCIPLINE

• COMMIT TO LIFETIME LEARNING• INVEST IN YOURSELF FIRST• LIFE IS TOO LONG NOT TO HAVE FUN!

• BAD THINGS HAPPEN TO ALL PEOPLE BOTH GOOD AND BAD, BUT GOOD THINGS TEND TO HAPPEN MORE OFTEN TO GOOD PEOPLE

• THERE IS GOOD IN EVERYONE AND IT’S MY JOB TO FIND IT

• NEVER LET OTHERS PAY THE PRICE OF YOUR LACK OR SELF DISCIPLINE

• COMMIT TO LIFETIME LEARNING• INVEST IN YOURSELF FIRST• LIFE IS TOO LONG NOT TO HAVE FUN!

W O R KW O R KTM

Work

Orientation

Work

Orientation

Receive

Knowledge

3 hours per day

x 5 days

15 hours per week

15 hours per day

x 4 weeks

60 hours per month

60 hours per month

x 12 months

720 hours per year18/40 hrs weeks

My Chicken StoryMy Chicken Story

THANK YOU !THANK YOU !

May you enjoy all the prosperity and protection of the Rat.

May you enjoy all the prosperity and protection of the Rat.