Philosophies & BeliefsPhilosophies & Beliefs

HARRY P. HOOPIS, CLU,ChFCHARRY P. HOOPIS, CLU,ChFC

MICHAEL GERBERMICHAEL GERBER “E-MYTH” “E-MYTH”

• Why do business fail at such a high rate

• 80% in first five years

• 80% of survivors in the next five years

• Why are franchises so popular

Ray Kroc, McDonalds FounderRay Kroc, McDonalds Founder

• Create a business even a teenager can run

THE E-MYTH THE E-MYTH

• The Entrepreneur

• The Manager

• The Technician

Three Keys to SuccessThree Keys to Success

Vision

A description of where

the organization is going must be shared

frequently and clearly

Key People

Tough

Decisions

Must Be Made To Keep

Environment Vibrant

An organization

must touch all three of these keys annually

to keep growing

Successful people

flee

unpredictable

environments

General Management PhilosophiesGeneral Management Philosophies

1. Ownership

A General Management Consultant

General Management PhilosophiesGeneral Management Philosophies

1. Ownership

A General Management Consultant

2. Financing

General Management PhilosophiesGeneral Management Philosophies

1. Ownership

A General Management Consultant

2. Financing

3. Minimum Standards

a. McDonalds “The Golden Arches

McDonaldsMcDonalds

“Over

30 Billion

Served”

General Management PhilosophiesGeneral Management Philosophies

1. Ownership

- A General Management Consultant

2. Financing

3. Minimum Standards

- McDonalds “The Golden Arches”

4. Recruiting, Planning, Counseling

- De-skill

PhilosophiesPhilosophies and and BeliefsBeliefs

Agents come into the

business not so much to be in business for themselves…

they come in for the

unlimited income opportunity

PhilosophiesPhilosophies and and BeliefsBeliefs

…and they expect us

to show them

how to get it!

We only get some

of the credit

for an agents

success...

…but we get

all of the

blame

for their failure

PhilosophiesPhilosophies and and BeliefsBeliefs

You are nobody

until somebody

expects

something of you.

PhilosophiesPhilosophies and and BeliefsBeliefs

Lead the Agency.

Don’t push it!

PhilosophiesPhilosophies and and BeliefsBeliefs

Shortcuts…

Lead to Failure

PhilosophiesPhilosophies and and BeliefsBeliefs

What kind of

agency do I

want to lead?

The successful manager The successful manager builds the organization, and builds the organization, and the organization builds the the organization builds the

businessbusiness

WORDS TO LIVE BY WORDS TO LIVE BY AND MOTIVATE WITHAND MOTIVATE WITH

HARRY P HOOPISHARRY P HOOPIS

Agents will ask three things of Agents will ask three things of their manager:their manager:

• 1] Can I trust you?

• 2] Do you really care about me as a person?

• 3] Are you the one who can lead me toward a successful business career?

NEVER TELL A MAN TO GO NEVER TELL A MAN TO GO TO HELL, BECAUSETO HELL, BECAUSE

• FIRST OF ALL HE WON’T GO THERE

•

• SECONDLY, HE WILL NEVER FORGET YOU TOLD HIM TO GO THERE!

EVERY TIME YOU HAVE AN EVERY TIME YOU HAVE AN ENCOUNTER WITH SOMEONE ENCOUNTER WITH SOMEONE

YOU EITHER KNOCK THEM YOU EITHER KNOCK THEM DOWN A LITTLE DOWN A LITTLE

PSYCHOLOGICALLY OR LIFT PSYCHOLOGICALLY OR LIFT THEM UPTHEM UP

ALWAYS CONCENTRATE ON ALWAYS CONCENTRATE ON BEING AN UPLFTING PERSONBEING AN UPLFTING PERSON

DON’T TRY TO TEACH A DON’T TRY TO TEACH A PIG TO SING, BECAUSEPIG TO SING, BECAUSE

• FIRST OF ALL HE WON’T DO IT

• SECONDLY, YOU ONLY ANNOY THE PIG!

MOST LOW PERFORMING SALES PEOPLESPEND MORE TIME PLANNING THEIR

VACATIONS THAN PLANNING THAN CAREERS

SUCCESSFUL PEOPLE MAKE HABITSOF DOING THE THINGS

UNSUCCESSFUL PEOPLE WON’T DO!

IT IS EASIER TO ADJUST IT IS EASIER TO ADJUST TO THE HARDSHIP OF TO THE HARDSHIP OF

MAKING A POOR LIVINGMAKING A POOR LIVING

THAN IT IS TO ADJUST THAN IT IS TO ADJUST TO THE HARDSHIP OF TO THE HARDSHIP OF

MAKING A BETTER ONEMAKING A BETTER ONE

WHO’S GOOD AT WHAT WHO’S GOOD AT WHAT AROUND HERE?AROUND HERE?

THREE KEYS TO SUCCESSTHREE KEYS TO SUCCESS

• 1] Not afraid to dream a dream

• 2] Not afraid to take a chance

• 3] Not afraid to be wrong

ANY THING YOU VIVIDLY IMAGINE, ARDENTLY DESIRE,

AND EARNESTLY WORK TOWARD

WILLEVENTUALLY COME TO PASS.

SUCCESS DOESN’T COME SUCCESS DOESN’T COME TO YOU…TO YOU…

YOU GO TO IT!YOU GO TO IT!

YOU WILL NEVER HAVE IT

“ALL TOGETHER”THAT’S LIKE TRYING TO

EAT ONCE AND FOR ALL

YOU MUST GIVE UP THE YOU MUST GIVE UP THE WAY IT IS… TO HAVE IT WAY IT IS… TO HAVE IT THE WAY YOU WANT ITTHE WAY YOU WANT IT

GOOD LEADERS ARE GOOD LEADERS ARE SCARCE, SCARCE,

SO I’M FOLLOWING SO I’M FOLLOWING MYSELFMYSELF

OPENOPENUNDER NEW UNDER NEW

MANAGEMENTMANAGEMENT

THE ENDTHE END