Thank you for participating in the September 19, 2016 teleseminar

with Garry Kinder and Bill Moore, sponsored by the FFMA and

NAFIC. Your handout is attached. Please make copies for those

participating. The handout is a beneficial tool for following along

with Garry and Bill.

Monday, September 19, 2016

Allocating Time Properly

DIALING INSTRUCTIONS

Please call: 1-877-254-8863

(Toll free from the US/Canada)

Enter Access Code: 823553# to

join the call

The call will start promptly at

12 noon Eastern

11 am Central

9 am Pacific

and will last for

30 minutes,

with 15 minutes of Q&A.

If you have questions prior to the call, email: call2kinder@KinderBrothers.com

TELEPHONE HELP:

If you are experiencing difficulties during the

call, press *0 for Operator/Help.

Volume: Press *4 for Volume Gain. Press *4

again to remove the volume gain.

MONDAY, SEPTEMBER 19, 2016 12 NOON EST

11:00 A.M. CST 9 A.M. PST

Sponsored by the

FFMA and NAFIC

No Charge to You!

Monday, September 19, 2016

Allocating Time Properly

http://www.KinderBrothers.com/categories

Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with Kinder Brothers International.

2

A lot of people don’t do

well

simply because they

major in minor things.

3 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

Disciplines That Succeed Discipline - Maximize

Goal achieving or Tension relieving

FOCUS ON THE GREEN

VITAL 1. Setting Sales Appointments 2. Asking Prospects to Buy

DELEGATE THE YELLOW

IMPORTANT 3. Sharpening Personal Skills 4. Marketing and Building Alliances 5. Planning 6. Prospecting 7. Conducting Fact-finding Interviews 8. Keeping Records 9. Studying 10. Case Preparation 11. Client Building – Servicing Clients 12. Other Telephoning – Returning Calls 13. Handling Paperwork and Correspondence 14. Travel Time

CONTROL THE RED

LOW PRIORITY 15. Coffee Breaks 16. Informal Visiting

DAILY PERFORMANCE LEDGER

Goal

Achieving

Goal

Achieving

Tension

Relieving

Vital

Important

Low Priority

4 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

Setting Yourself Up for Success

- Attitudes -

“Is what I’m doing now the best use of my selling time?”

Earn reputation for staying busy Be Value transition time Monitor the “ ” Respect momentum Control interruptions Box the repetitive Beware of Eliminate

- Strategies -

“Do I focus on results - -

or do I confuse activity with accomplishment?

Wake up Set goals that focus on results Develop an assistant (KOP) Schedule “ ” Plan daily “ ” Handle each piece of paper once Work while Maintain frequently called numbers Pay attention to prospect’s Use technology

Best Strategy:

The Ultimate Time Management Tool:

5 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

TIME ALLOCATION

The Agent’s day is broken down typically into five areas – Internal Operations, Customer Service, External

Marketing, Internal Marketing and Field Selling. The most successful Agents maximize their time in Selling

Interviews. The clocks represent time spent, at each level, in each sector.

Internal

Operations

External

Marketing

Internal

Marketing

Selling

Interviews

Case Preparation,

Travel,

Paperwork

Marketing to

New Clients,

Networking

Client

Development,

Cross Selling,

Referred Leads

Fact Finding,

Closing,

Presentation

Level

A

Level

B

Level

C

Level

D

Level

E

LIFE INSURANCE INDUSTRY

New Agents allocate their time as shown at the top – Level A. Agents with 2-5 years of experience are shown in

Level B. Experienced Agents spend their time in one of two ways, represented by Level C and Level D. Level A

through D must allocate the time spent focusing on the Agent’s greatest strength: Selling. The 21st Century

Financial Professional should operate at Level E. The Agent CEO makes things happen in this regard.

6 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

Your Time Investment

Starts with a personal statement.

Set financial and personal goals.

You must your time.

You can’t

____________________

____________________

____________________

Set priorities. Green

Yellow Red Set definite time for planning, thinking, visualizing.

Form good habits.

Plan every day .

Build on your strengths; manage around your weaknesses.

Do it right the .

7 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

PERSONAL MISSION STATEMENT

This is an important document. This is why some managers and leaders spend days, even weeks, developing a mission statement unique to them and their organizations. Your statement should define the values that represent your chief aims in life - - both personal and business. Here are a dozen items to be considered in building a Mission Statement:

Plan tomorrow’s work today

Manage Selling time

Stay focused on the vital factors

Be orderly in person and in work

Maintain a positive attitude

Develop one new proficiency each quarter

Never compromise with honesty

Stay physically fit and mentally alert

Utilize the good counsel of others

Keep a sense of humor

Succeed at home first

Manage finances

The vision you glorify in your mind,

The ideal you enthrone in your heart –

This you will build your life by,

This you will become.

8 Permission to reproduce this document is exclusive for participants of September 19, 2016 Call2Kinder Tele-seminar. No other reproduction is allowed. All rights remain with The KBI Group.

YOUR PERSONAL PLAN OF ACTION Based upon today’s session, what action will you take? What must you get done? ______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

______________________________________________________________________

______________________________________________________________________ ______________________________________________________________________ ______________________________________________________________________

Next Call2Kinder – Monday, November 7, 2016 Using “Red Letter” Language