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Competition from Direct writers  Lowest Price  Best Coverage  Sales Culture 5

No Sales Culture  Counselors & professionals  The three R's  Couldn’t fix the problem 6

 Consortium of 21 national carriers and FAIA  Along with a handful of agents associations and IIAA  The first sales trainer of independent agents 7

Platform III--Self Management. From direct writers to direct responders THE BIG LIE! 8

More than just "time" management Macro level--Properly setting personal revenue goals, sales goals and objectives. Micro level--Day to day activities 9

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Alice: “Would you tell me which way I should go from here?” Cat: “That depends a great deal on where you want to get to” said the cat. Alice: “I don’t much care” Cat: “Then it doesn’t matter which way you go…” 12

THE TIME PERSPECTIVE LAS VEGAS ENGINEERING CREATING THE CONDITIONS FOR SUCCESS 13

1. Specific 2. Measurable 3. Attainable 4. Time Bound 5. Meaningful 6. Controllable 7. Written 8. Communicated to Relevant Others 14

Must be… Specific 15

Must be… Measurable 16

Must be… Attainable 17

Must be… Time Bound 18

Must be… Meaningful 19

Must be… Controllable 20

Must be… Written 21

Must be… Communicated 22

1. Be specific 2. Be measurable 3. Be attainable 4. Be time Bound 5. Be meaningful 6. Be controllable 7. Be written 8. Be communicated to Relevant Others 23

1. Total Revenues Generated by Seller = 2. Total Number of Sales Closed by Seller = 3. Total Commissions Paid to Seller = 4. Total Number of Contacts by Seller— phone, , etc. = 5. Total Number of X-Dates = 6. Total Number of Proposals, Presentations, or Sales Calls Made by Seller = 24

A.New Commission* Goal= B.Average Sale=(1. divided by 2.) C.Average Commission %=(3. divided by 1.) D. Average Commission per sale =(B x C) E.Number of Sales Needed=(A divided by D) F.Number of Proposals Needed per=(6. divided by 2.) G.Total Number of Proposals Needed=(E x F) H. Number of Ex-Dates Needed per Proposal =(5. divided by 6.) I.Total Number of Ex-Dates Needed=(G x H) J. Number of Contacts Needed per Ex- Date =(4. divided by 5.) K.Total Number of Contacts Needed=(I x J) L.Number of Contacts Needed per sale=(K divided by E) M.Number of Ex-Dates Needed per sale=(I divided by E) 25

Annual Selling Time Available: 200 Days (eliminating weekends, holidays, vacations) Contacts Needed=(K divided by 200) Ex-Dates Needed =(I divided by 200) Proposals Needed =(G divided by 200) 26

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Domestic Mission Statement Domestic Financial Goal Personal Prospectus 28

1. Developing and managing a goal related to do list 2. Managing interruptions & time wasters so they don’t impede completion of goal- related activities 3. Managing workspace, paperwork, 4. Eliminating Procrastination 29

Direct Writers lived off of a sales culture You lived off the three R’s. Direct Response Carriers Live off the …”BIG LIE!” 30

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Newspaper Daily Readership Daily Full Page B/W Cost Daily Full Page Spot (1) Color Cost Daily Full Page Full Color Cost St. Petersburg Times739,814$32,782.77$35,778.14$36, Miami Herald736,054$28,476.00$31,631.00$34, Ft Lauderdale Sun- Sentinel 634,399$37,296.00$42, Orlando Sentinel538,961$37,296.00$39,896.00$41, Tampa Tribune544,212$26,979.12$29,543.90$30, Palm Beach Post420,578$23,201.95$25,588.95$26, Jacksonville Times Union 377,899$12,007.32$13,713.32$15, Sarasota Herald Tribune 258,989$15,588.72$16,800.72$18, Daytona Beach News- Journal 240,641$12,845.70$13,945.70$16, Ft Myers News-Press210,823$12,396.90$13,535.85$14, TOP 10 FLORIDA DAILIES AD QUOTES 34

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