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Philosophies & Beliefs. HARRY P. HOOPIS, CLU,ChFC. MICHAEL GERBER “E-MYTH”. Why do business fail at such a high rate 80% in first five years 80% of survivors in the next five years Why are franchises so popular. Ray Kroc, McDonalds Founder. Create a business even a teenager can run. - PowerPoint PPT Presentation
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Philosophies & BeliefsPhilosophies & Beliefs
HARRY P. HOOPIS, CLU,ChFCHARRY P. HOOPIS, CLU,ChFC
MICHAEL GERBERMICHAEL GERBER “E-MYTH” “E-MYTH”
• Why do business fail at such a high rate
• 80% in first five years
• 80% of survivors in the next five years
• Why are franchises so popular
Ray Kroc, McDonalds FounderRay Kroc, McDonalds Founder
• Create a business even a teenager can run
THE E-MYTH THE E-MYTH
• The Entrepreneur
• The Manager
• The Technician
Three Keys to SuccessThree Keys to Success
Vision
A description of where
the organization is going must be shared
frequently and clearly
Key People
Tough
Decisions
Must Be Made To Keep
Environment Vibrant
An organization
must touch all three of these keys annually
to keep growing
Successful people
flee
unpredictable
environments
General Management PhilosophiesGeneral Management Philosophies
1. Ownership
A General Management Consultant
General Management PhilosophiesGeneral Management Philosophies
1. Ownership
A General Management Consultant
2. Financing
General Management PhilosophiesGeneral Management Philosophies
1. Ownership
A General Management Consultant
2. Financing
3. Minimum Standards
a. McDonalds “The Golden Arches
McDonaldsMcDonalds
“Over
30 Billion
Served”
General Management PhilosophiesGeneral Management Philosophies
1. Ownership
- A General Management Consultant
2. Financing
3. Minimum Standards
- McDonalds “The Golden Arches”
4. Recruiting, Planning, Counseling
- De-skill
PhilosophiesPhilosophies and and BeliefsBeliefs
Agents come into the
business not so much to be in business for themselves…
they come in for the
unlimited income opportunity
PhilosophiesPhilosophies and and BeliefsBeliefs
…and they expect us
to show them
how to get it!
We only get some
of the credit
for an agents
success...
…but we get
all of the
blame
for their failure
PhilosophiesPhilosophies and and BeliefsBeliefs
You are nobody
until somebody
expects
something of you.
PhilosophiesPhilosophies and and BeliefsBeliefs
Lead the Agency.
Don’t push it!
PhilosophiesPhilosophies and and BeliefsBeliefs
Shortcuts…
Lead to Failure
PhilosophiesPhilosophies and and BeliefsBeliefs
What kind of
agency do I
want to lead?
The successful manager The successful manager builds the organization, and builds the organization, and the organization builds the the organization builds the
businessbusiness
WORDS TO LIVE BY WORDS TO LIVE BY AND MOTIVATE WITHAND MOTIVATE WITH
HARRY P HOOPISHARRY P HOOPIS
Agents will ask three things of Agents will ask three things of their manager:their manager:
• 1] Can I trust you?
• 2] Do you really care about me as a person?
• 3] Are you the one who can lead me toward a successful business career?
NEVER TELL A MAN TO GO NEVER TELL A MAN TO GO TO HELL, BECAUSETO HELL, BECAUSE
• FIRST OF ALL HE WON’T GO THERE
•
• SECONDLY, HE WILL NEVER FORGET YOU TOLD HIM TO GO THERE!
EVERY TIME YOU HAVE AN EVERY TIME YOU HAVE AN ENCOUNTER WITH SOMEONE ENCOUNTER WITH SOMEONE
YOU EITHER KNOCK THEM YOU EITHER KNOCK THEM DOWN A LITTLE DOWN A LITTLE
PSYCHOLOGICALLY OR LIFT PSYCHOLOGICALLY OR LIFT THEM UPTHEM UP
ALWAYS CONCENTRATE ON ALWAYS CONCENTRATE ON BEING AN UPLFTING PERSONBEING AN UPLFTING PERSON
DON’T TRY TO TEACH A DON’T TRY TO TEACH A PIG TO SING, BECAUSEPIG TO SING, BECAUSE
• FIRST OF ALL HE WON’T DO IT
• SECONDLY, YOU ONLY ANNOY THE PIG!
MOST LOW PERFORMING SALES PEOPLESPEND MORE TIME PLANNING THEIR
VACATIONS THAN PLANNING THAN CAREERS
SUCCESSFUL PEOPLE MAKE HABITSOF DOING THE THINGS
UNSUCCESSFUL PEOPLE WON’T DO!
IT IS EASIER TO ADJUST IT IS EASIER TO ADJUST TO THE HARDSHIP OF TO THE HARDSHIP OF
MAKING A POOR LIVINGMAKING A POOR LIVING
THAN IT IS TO ADJUST THAN IT IS TO ADJUST TO THE HARDSHIP OF TO THE HARDSHIP OF
MAKING A BETTER ONEMAKING A BETTER ONE
WHO’S GOOD AT WHAT WHO’S GOOD AT WHAT AROUND HERE?AROUND HERE?
THREE KEYS TO SUCCESSTHREE KEYS TO SUCCESS
• 1] Not afraid to dream a dream
• 2] Not afraid to take a chance
• 3] Not afraid to be wrong
ANY THING YOU VIVIDLY IMAGINE, ARDENTLY DESIRE,
AND EARNESTLY WORK TOWARD
WILLEVENTUALLY COME TO PASS.
SUCCESS DOESN’T COME SUCCESS DOESN’T COME TO YOU…TO YOU…
YOU GO TO IT!YOU GO TO IT!
YOU WILL NEVER HAVE IT
“ALL TOGETHER”THAT’S LIKE TRYING TO
EAT ONCE AND FOR ALL
YOU MUST GIVE UP THE YOU MUST GIVE UP THE WAY IT IS… TO HAVE IT WAY IT IS… TO HAVE IT THE WAY YOU WANT ITTHE WAY YOU WANT IT
GOOD LEADERS ARE GOOD LEADERS ARE SCARCE, SCARCE,
SO I’M FOLLOWING SO I’M FOLLOWING MYSELFMYSELF
OPENOPENUNDER NEW UNDER NEW
MANAGEMENTMANAGEMENT
THE ENDTHE END