FROM SUCCESS TO SIGNIFICANCE Using The MIRACLE NAIFA NAIFA Milwaukee September 22, 2009

1. FROM SUCCESS TO SIGNIFICANCEUsing The MIRACLE NAIFA NAIFA Milwaukee September 22, 2009 Phillip C. Richards, CFP™, CLU, RHU

2. Vision : Changing Lives Forever ; Foundation Client, Customer, Company Cop, Coach, Community High Performance / No Excuse College Recruiting Pinwheel Specialization – Joint Work Professional Markets – MD’s Life Based Financial Planning Mentoring – GAMA, MDRT Recycle Advisors Quarterly Targets North Star Year ~ June 30th 2nd Quarter March Madness ~ 1st Quarter Chairman’s Challenge ~ 3rd Quarter December ~ Securian – MDRT 4th Quarter Drivers

7. 1. INCREDIBLY INTERESTING PHENOMENA 2. ACRES OF DIAMONDS; ONLY 2% OF THAI’S 3. I BELIEVE YOU CAN DO ANYTHING Chinese Table Tennis Psycho-cybernetics Dr Maxwell Maltz REASONS FOR ELEPHANTS

8. Psycho-cybernetics Commitment Conviction Goals High Performance Culture What Do You Do Best? Kami Kazi T Watson’s Spots Boeing-Allen-747 IMPLEMENT!!! It’s JUMP BALL (Katt) EXECUTE!!!

9. Servant Leadership Miracle of LifeInsurance--repeat! High Performance/No excuse culture MDRT Spoken Here Vision, Mission, and Core Values Mirror Medical Profession 100-case culture Teaching Hospital NORTH STAR TACTICS

10. Change… Top Problems Reported by Teachers in 1940 Top Problems Reported by Teachers in 1990 • Talking out of turn • Making noise • Running in the halls • Cutting in line • Dress code violations • Lingering • Chewing gum • Drug abuse • Alcohol abuse • Pregnancy • Suicide • Rape • Robbery • Assault Ruts-Habits Goals-Bike

11. Positive Attitude BHAG’s – Big Hairy Audacious Goals Activity Solved All Problems Integrity Practice makes perfect – drill, drill, drill Inspect what you expect; expect only what you inspect. The system is the Solution! Empowerment – Systems set you free 8. Miracle of Life Insurance Lessons from Maury The Constants

12. Vision without action is but a dream. Action without vision is treading water. Vision with action, can change the world. The Power of a Vision Helen Keller Lily pad Priest M Meade Michelin Vision Before People

13. Cargill -To improve the standardof living around the world Wal Mart -To give ordinary folk the chance to buy the same things as rich people Disney -To make people happy MAYO -The best interest of the patient is the ONLY interest to be considered Mary Kay -Create unlimited opportunities for women. Merck -Medicine is for the people not the profits. (Japan - TB) Examples ofVision: Servicemaster

14. North Star Resource Group Our Mission... Changing Lives, Forever.

15. Hi, my name is… What I do is… What’s special about what I do is… Branding ExampleYour Special Brand 20 Second Elevator Speech E X A M P L E : Hi, my name is Tony Gordon. What I do is buy life insurance and other financial products. What’s special about what I do is, as opposed to others who sell insurance, I do “needs assessments,” then search in the marketplace among many companies matching their products to the needs of my clients.

16. Rest in Peace? Titles or Testimonies …And What Do You Want On Your Tombstone? “Begin with the End in Mind.” -Covey

17. The Religion of Life Insurance Physician Clergyperson She saved Lives He saved Souls Life Based Financial Advisor: YOU! He/SheChanged Lives

18. With the stroke of penand ink, you instantlycreate anExplosion of Moneyat Precisely the Rightinstant… when it’s needed When everyone is showing up to pay respects, our advisors are showing up to pay cash

19. CHANGING LIVES, FOREVER Companies spared, jobs saved Kids allowed to stay in their same neighborhoods, schools, homes and playgrounds and churches Surviving parents able to be full-time when kids need them most …all because your advisors were there!

20. He/She Grew People Managers and Home Office Organic Growth

21. 1965 $3799 3.8% 1975 $3363 1985 $2650 1995 $2107 2005 $1392 1.4% Best Available ~ Preferred Non-Smoking From 3.8% to 1.4% of Death Benefit in 40 yrs. Cost of $100,000 Life to 100 Life to 121 Male age 45

22. Titles or Testimonies Dr. Tony Compolo LAMP and MDRT platforms Do you want a title or a testimony What ’s your legacy

23. Your Blood, Sweat, & Tears Our Money Our Career vs. Disadvantages Advantages - 3 i’s • Telephone(Prospecting is tough) • Unequal distribution of income (5 yr challenge) • Non-glamorous products with start L.I. • Independence • Income based on efforts • Impact—Service to one’s fellow human Independence, Income, Impact 1¢ Doubled 30 days Media / Legacy

24. The Slippery Slope… From To Life Insurance Order Taker Financial Planning Broker Hunter Gatherer Advisor Asset Accumulator Relationship Commodity Purpose Coasting Integrity Income Chinese lose money MDRT CORE

25. Quarterly Review Theme If you have a Big Enough WHY, You’ll figure out the HOW

26. Democratize flying – Poor fly same as Rich: VISION Fast 15 Minute Turnarounds (Notice All The Systems) Planes flying longer than rivals Frequent departures with fewer aircraft No meals No assigned seats No interline baggage checking No first class Warm weather and uncongested airports Automatic gate ticketing/Bypasses travel agents/commissions Pilots experience all pieces of process and pay own training Standardized fleet of ONLY 737’s. Efficiency Southwest Airline’s Unique Strategy

27. At Southwest everything matters Southwest strategy involves a whole system of activities, not a collection of detached parts Southwest’s competitive advantage comes from the way its activities fit and reinforce one another (EMyth Orchestration) FIT locks out imitators by creating a chain that is as strong as its STRONGEST Link Southwest Airline’s Unique Strategy Stock 300% - 1990 Productivity 2xEE 1973 Profitability Largest by 2010

28. The Relationship is Clear* Face to Face Time Hours Worked MDRT Time 19% 58 Hours Court Time 48% 54 Hours Top of Table Time 53% 51 Hours “It’s Not About Working Harder. It’s About Working Smarter” *MDRT Study Keep the planes in the air (Marketing Asst Program)

29. Al Granum One Card Cold Calls — 20,000 to Succeed Before we hang up… Vertical Referred Leads Don’t ask for Referrals, Give Them I’m a life planner who specializes in finance Do you have enough confidence in your agent to allow me to give you a second opinion. State Farm Letter Prospecting

30. Negative Mortality Cost Age 50 51 71 76 80 30 Yr. Elite Term Cost::Reasons: $6,480/Yr. – 30 Yr. Term Net amount at risk decreases Thinking Mutual Funds Using additive premium only Inside tax free build-up

31. «Date» «Name» «Address» Dear «Greeting»: As a service to our clients, we are contacting you to ensure you have adequate life insurance coverage. Our records show that you have $«F_CB_LIFE_BENE» of life protection in force. If you have more coverage than our records indicate, please let us know so we can update our records. If this amount is correct but you feel it may be insufficient to cover your risks, please call us and we will set up a time to review your needs and develop a solution. I can be reached at «AdvisorPhoneBus». Best regards, «AdvisorName» Client Life Benefits Letter

32. Sales Idea…Top 20 Clients Over the weekend go through and ID your top 20 clients Don’t have to be your biggest clients but your favorite. Contact them immediately and tell them they are one of your favorite clients (breakfast, lunch or dinner) Ask them to brainstorm and ID 3 of their closest favorite friends to introduce you to them to help If we get along I will certainly get along with your closest friends and will be able to impact their lives. Don’t wait! Do it next week (72 Hours)

33. Never Ask for Names; Give Them Know what organization your client is part of Obtain list of as many names in the organization (Directory-Lobby) Place list of names before client. “A” I am calling these people; Which do you know (K) or know well (KW). Please mark. If any of them ask me, do you mind if I tell them I work for you?

34. 1 Penny doubled for 30 days = $5,367,659 1 Penny doubled for 31 days = $10,700,000 Just a Concept How much is 1 Penny doubled for 30 days worth at end if profit taxed daily at 28%?

35. Perfectionism –Failure to delegate—BigLie Greed–Unwilling to hand offC & D clients (Bramson) E Myth–Technician instead ofEntrepreneur Attitude Good is the Enemy of Great– Quitters, Campers, Climbers Unwritten Goals– No Quantification/No Deadlines Major Natural Pitfalls(45 years)

36. HarvardStudy Written Goals 3% No Written Goals 97% Twenty Year Results Net Worth 97% without written goals 3% with written goals

37. Coach Advisors To Be Thermostats--Not Thermometers

38. NO CHANGE, NO CHANGE ‘The highest degree of insanity is doing the same thing over and over and expecting a different result.’ -Albert Einstein

39. You vs. Computer Leadership Creativity Relationships Only three things you can do better: Technology Accelerators Guarantee - Don’t Cosign Be the Wise Rainmaker

40. Information vs. Wisdom Warning Label on Computers Information Glut Time (not money) is the Currency of this New Millennium * Nick Murray

41. WISDOM VS INFORMATION Gift Tax vs Estate Tax (2002) 47%now Both are 50% BUT one is 100% higher WHY? Gift tax on $100,000 is $50,000 Estate tax of 50% on $200,000 is $100,000 Estate tax is 100% higher than gift tax 50% X $100,000 = $50,000 Therefore Estate tax is 200% of Gift tax

42. Which barrel needs the lid?

43. BHAG

44. Live where you want… With the people you love… Doing the right thing… ON PURPOSE. (Our Business) The Good Life

45. Questions, Thoughts, Comments?