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)