WELCOME INTRODUCTION TO A.L. WILLIAMS

WHY? - HOW? - WHAT?- ARE THOUSANDS JOINING ALW WEEK AFTER WEEK? WAS THE MOST POWERFUL INDUSTRY IN THE COUNTRY BUILT? ARE THE INCREDIBLE CHANGES HAPPENING IN THIS INDUSTRY?

· SKEPTICAL PEOPLE · 2 GREAT MISCONCEPTIONS

OLD SOLUTION OR HOW WAS THE MOST POWERFUL INDUSTRY IN THE WORLD BUILT? 230 MILLION 40 MILLION OR MIDDLE AMERICA 1 + 1 = 1 CASH + INS = ? 1. MARRIED 3. HOME 5. JOB 2. CHILDREN 4. 25-45 6. HEALTH 1903 3 BILLION 1973 300 BILLION 1981 400 BILLION 2 PROBLEMS 1. DIE TOO SOON (INS.) 2. LIVE TOO LONG (CASH) 4 TRILLION 1800

CHANGE! WHAT’S HAPPENING TO THE MOST POWERFUL INDUSTRY IN THE WORLD? NEW SOLUTION OLD SOLUTION 230 MILLION 40 MILLION OR AND MIDDLE AMERICA 1 + 1 = 1 CASH + INS = ? 1 + 1 = 2 CASH + INS = BOTH 1. MARRIED 3. HOME 5. JOB 2. CHILDREN 4. 25-45 6. HEALTH 1903 3 BILLION 1973 300 BILLION 1981 400 BILLION 1977 1981 2 47 7 1500 85 60,000 2 PROBLEMS 1. DIE TOO SOON(INS.) 2. LIVE TOO LONG(CASH) 2 PRESSURES 1. INFLATION 2. CONSUMER MOVEMENT 4 TRILLION 1800 BOOM DEMAND! 1 COMPANY!

· · · SOLUTION: PART I ASSET MGT. PRESENTATION WHO AGREES WITH US? THREE STEP APPROACH TO SALES

THREE STEP SALES PROCESS 1 2 3 1 - 2 SALE 1/2 DELIVERY 1/2 PPU PART-TIMERS / NO PRESSURE / NO GIMMICKS

· · · · · SOLUTION PART II -- COMPANY GROWTH FINANCING 30 YEARS 1 MONTH! 1 BILLION · FINANCING · · FINANCIAL ASSURANCE · NATIONAL HOME - (10/78) 30 MILLION - (3/80) 100 MILLION PENN FINANCIAL - (5/80) 100 MILLION - (2/81) 1 BILLION!!

TO WIN YOU NEED: ? TIMING PRODUCTS ADMINISTRATION FINANCING COMPANY SYSTEM COMPETITIVE EDGE ?

BOB TURLEY STORY WHO’S THE REAL WINNER? 5 KIDS 5,000/50,000/25,000 1200 37 POLICIES 500 100/25/5000 LEUKEMIA 800-100,000 NORTH GEORGIA REFERRAL DROVE A LOADER COUNTRY STORE WHO’S THE REAL WINNER?

TWO TRAGEDIES! ONE WE CAN’T PREVENT ONE WE CAN! WHAT DO “WE BELIEVE?”

· · · · SOLUTION PART III - SYSTEM QUESTION -- CAN WE FIND THE MANAGERS? · FAIL TO PLAN = PLAN TO FAIL (COMPUTER) · SLOW START = NO START (AIRPLANE ON RUNWAY) · F.S.P -- WHAT, WHY, HOW, WHEN, WHO?

TWO GREATEST PART-TIME JOBS THE TWO GREATEST PART-TIME JOBS IN THE WORLD! · · P.T. SALES REPRESENTATIVE P.T. SALES SUPERVISOR WHICH DO YOU WANT?

HOW WILL I BE TRAINED IN THE “FIELD” IN THE CLASSROOM 1 2 (1 HR IN FIELD = 20 HRS IN CLASSROOM) A CONSUMER YOUR OWN PLAN (ONLY IF NEEDED) B OBSERVER YOU WATCHING MANAGER (LEARN FROM EXPERT) C DOER YOUR OWN ACTIVITY (STUMBLE FORWARD) D TEACHER YOU TRAINING OTHERS (WHO LEARNS MOST?) IN THE CLASSROOM (SUPPORT FOR FIELD ACTIVITY) 1 WEEKLY TRAINING CLASSES (CLIMB LADDER STEP-BY-STEP) 2 FAST START SCHOOL (UNBELIEVABLE! YOUR CAREER BEGINS HERE!)

THE GREATEST FULL-TIME JOB IN THE WORLD? R.V.P. ! WHEN? HOW LONG? HOW MANY? WHY?

· · · EVERYONE IS EQUAL AT THE START WHY PAY SO MUCH MONEY? ABILITY NOT TITLE/ TACO BELL MGR. / EARN IT · WHY PAY SO MUCH MONEY? 80 - 20 RULE · WHAT WILL I MAKE? YOU DECIDE!

· · · · · · · GETTING STARTED BOB BUISSON MIKE TUTTLE VICKI SCOTT BOB SAFFORD BEN NEAL ART WILLIAMS LARRY WEIDEL · · · · ·

TO WIN YOU NEED: COMMITMENT! TIMING PRODUCTS ADMINISTRATION FINANCING COMPANY SYSTEM COMPETITIVE EDGE COMMITMENT! (TAKES TIME TO DEVELOP)

GREAT PEOPLE = GREAT COMPANY! WHAT KIND OF PERSON ARE WE LOOKING FOR? 1. GOOD - (TOUGH) 2. PRODUCERS WHAT WE’VE GOT TO FIND OUT ABOUT YOU - ATTITUDE (COACHABLE) - WILL TO WIN - WILLINGNESS TO PREPARE 45 DAY BASIC TRAINING PROGRAM - ONLY -

· · · · · PLANNING SESSION SALES PROFILE MEETING WITH DIST. MGR. & S.S. (WITHIN 48 HOURS) · REFERENCE LIST · · NO APOLOGIES WE’RE “PICKY” WE CAN AFFORD TO BE

THANK YOU! (SEE YOU IN 8 MINUTES)