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How To Change Your Business Life
Now the next question is; where do I begin? You begin with your first recruit, or your next recruit, going out and field training. You begin to make money by helping clients, setting a great example for your team. When you learn to recruit new people into this industry because our opportunity can change people’s lives, you are on the right track. While it is a fact that everybody who joins may not make it successfully in our business, it should be a positive learning experience. New people will get a great financial education, great products and an education in the sales profession generally and financial services specifically. To succeed to the greatest extent possible you must approach the building of your base shop as a business. You are building a team, and if you want to build a championship team, you need to recruit people who are motivated to succeed and win as much as you are. You do not have time to work with people who don’t want to win as much as you do. The secret to success is an unwavering focus on accomplishing this goal. Pat Riley, the great basketball coach, writes in his book, The Winner Within, that "Teamwork is the essence of life. Great teamwork is the only way to reach our ultimate moments, to create the breakthroughs that define our careers, to fulfill our lives with a sense of lasting significance." Building an organization, in essence building a team, is the ultimate challenge for a person in the sales profession. It also provides the ultimate rewards. As you prepare yourself for the task of building an organization, it is our sincere hope at HBW that the thoughts, tools and strategies presented will be a bridge to greater success for those who embrace them. In order to succeed at building an organization, you need to be able to visualize that which you are endeavoring to create. HBW is an excellent model for someone interested in building an organization. Starting from scratch, with two men who had a goal, HBW was born. Despite extremely limited financial resources, HBW was able to grow and prosper in a relatively short time, using the exact strategies laid out in your Agency Building System padfolio and subsequent training. We used card packs, word of mouth and our multi-level override system to recruit agents, while personally selling policies at a high rate. It is our firm belief that if someone is willing to plug into our system, learn the fundamentals of recruiting and building, work hard, set a great example and have faith, they can succeed. The model is in place. Someone once asked General Dwight D. Eisenhower what he would have done if the D-Day invasion had failed. He said that he did not know because he never considered the possibility that it would fail. We have often heard similar attitudes presented by successful people and organizations. There is a story about how Alexander the Great once led his men into battle against an opposition force much larger than his. Upon landing at the shores of the enemy country, Alexander ordered that his boats be burned. When asked why, he responded that their options were now down to two: conquer the enemy and use their boats to return home or perish in the attempt. Retreat or surrender were not options, and they won. We have often been asked what we would have done if our system at HBW had not worked. Our reply was that we were far too busy to even consider that possibility. There is a saying that fortune often favors the bold. Be bold in the building of your business. The HBW system allows someone to just “stick their toe in the water” and see how it feels. However, “the first step to greatness is total commitment.” Consider an airplane. Once in flight, it does not require full power; however, on the runway, the pilot uses full power to get the plane airborne. This is a meaningful analogy for our business. Barney Hellenbrand |
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How can you change your business life? I have been thinking about this question for a long time and I think I have an answer. The solution to almost all your business, financial and people challenges is a Base Shop producing 100 sales a month. When you are running a base shop that produces that volume of business, cash flow is strong, you have people on your team making money and are setting a great example for the possibilities that our business offers. Further, with our broad range of products and markets, you and your team will experience additional cash flow from other products, as well as contract promotions throughout your hierarchy. You will also be developing strong leaders who have a firm grasp on what their business should be, based on the business model they are a in. These leaders will develop other strong leaders within their own organizations, which become a part of your ever expanding business.