A Recruiters Mentality&

A Builders MindsetBryan Daly

CEOVP

Winning comes in stages ….small wins everyday

NO

Everyone Must Pull their own Little

Red Wagon

Build it Three Times

1. In Your Mind2. On Paper3. Build it!!!

From Jack Welch, former CEO, General Electric

“Before you become a Leader, success is all about Growing Yourself. When you become a Leader, success is ALL ABOUT GROWING OTHERS."

10 Keys to a Recruiters Mentality

1 State of Mind It’s about helping more people faster & having a servant heart

2 All the Time Thing3 Select Masses of people finding the niche.

Fish in the right pools4 Quantity to get Quality Sort and Filter. We

never know what is in the heart of a person

10 Keys to a Recruiters mentality

5 Every person is a recruit until proven otherwise

6 Aim at Recruits and Hit sales “You are one recruit away from an explosion”7 Recruit and Train

10 Keys to a Recruiters mentality

8 Recruit and Build Tell me and I forget Show me I remember Involve me and I understand

9 Passion for the Mission and Submit to the System

10 Recruit to Win - stay thirsty, stay humble, and serve others

Don’t Be a Complainer!

• Nobody Wants To Hear it• Nobody wants to be around a cry baby• Nobody really wants to be around a negative

Nelly

Principle of Escalation

You tell your friend about the agony you wentthrough with the flu.

Your friend interrupts and says, “You think you had it bad. When I had the flu, I had a 104 degree fever and had to be rushed to the

hospital. I almost died.”Complainers love to play this game — their pain

is always worse than yours.

Work Out Partner

• Do you have a GREAT one?• Lifts You Up and You Lift Them• Get One!

Winning Principals

Expect to winStay in warm marketsDo the right thing 100% of the time

RECRUITER’S MENTALITY

Five Pointers

1. Over 252. Married3. Home Owner4. $50,000 household income5. Dissatisfied

Profile of a New Person

Stop looking for people who want to "sell" Start looking for people who want to earn

extra income…. change their lifeHire people who want an opportunity Be selective

Profile of a New Person (Cont.)

Look for 7 pointers – a. 30 + years old– b. married– c. dependent children– d. homeowners– e. solid business or career background– f. $40,000 + household income

– g. Dissatisfied

Where do you spend our TIME?

Four Checkers

1. Self Starter2. Influence3. Coachable/Teachable4. Financial Ability

Sell the Dream and Crusade Simultaneously

• Entrepreneurial Dream Button • Client button• AGAIN….Aim at a Recruit…Hit a Sale

Become a Student of Human Nature

• They're quick to jump to conclusions…DON’T GIVE TOO MUCH INFO UP FRONT!

• They’re skeptical…THAT’S OK• They procrastinate• They dream of great wealth• They’re curious…THIS IS YOUR BAIT USE IT!!!

Become a Student of Human Nature (Cont.)

• They don't think they can sell • They don’t like sales people• They would like to be their own boss• They would like to have a business of their

own, but…• BUT…They all doubt that they ever could or

would...

The Ebb and Flow… Be a Fisher of Men

Don't come on too strong... Entice and withdraw

Be confidentBe enthusiastic - It's contagiousThink and act like a quarterback. Aim at

recruits...hit sales

Sell the Dream... Build the Team

Share/Develop YOUR PERSONAL STORYTeach your teammates to share their personal

story

The Magic of Compound Dreaming

• Dream a dream WITH THE TEAM – “Without a vision the people perish.”• Then dream another bigger dream –

“There are no lazy people…only people with impotent dreams.”

The Magic of Compound Recruiting

Salesman Unemployed

Everyday

Frustrated Mini Builder

Killing Empire Builder

THE POWER OF THE MULTIPLES

Level 1

Level 2

Level 3

Level 4

Level 5

Level 6

0

0

0

0

0

0

1

1

1

1

1

1

2

4

8

16

32

64

3

9

27

81

243

729

5

25

125

625

3,125

15,625

The Dynamics of the WEEKLY OPORTUNITY MEETING

Re-sell the dream to the existing teamTeach your team how to sell the dreamSell the dream to the new people

Building Keys

• Avoid panic management– a. Lack of money…LEARN THE SYSTEM…HOW TO

MAKE MONEY THROUGH RECRUITING. ATTEND MONTHLY IUL UNIVERSITY 6 TIMES

– b. Lack of activity– c. Lack of a definite, sound business philosophy

Building Keys (Cont.)

• Building outlets is THE sound business philosophy. – a. Opening outlets is an all the time thing– b. Have quantity to get quality…DUD POWER.

The "Myth" of Training

Weak builder's tendency:– a. Hire him– b. Train him

Strong builder's tendency:– a. Hire him– b. Build him a team

7 Magic Words

“ Are you in front of your Computer?”

BUILD A TEAM…

• A HUGE CRUSADE• UNLIMITED MARKETPLACE… 140 MILLION

POLICIES TO REPLACE• RETIRE WITH DIGNITY.• BE A BIG THINKER, AND A BIG DOER

LIVE THE DREAM!!!