Happy New Year The Year of the Rat This year will bring the Protection of the Rat. May you benefit from Prosperity he always brings May you benefit from Prosperity he always brings The Year of the Rat This year will bring the Protection of the Rat. May you benefit from Prosperity he always brings May you benefit from Prosperity he always brings.

I would like to extend my gratitude and congratulations to LUAHK in particular, Jeff Wong, Executive Chairman

November 2001 The Financial Modernization Act In the United States caused confusion and frustration as advisors tried to find their profitable place in the new atmosphere of openness and fairness. The Financial Modernization Act In the United States caused confusion and frustration as advisors tried to find their profitable place in the new atmosphere of openness and fairness.

THREE BUSINESS MODELS THE INSURANCE BASED COMPANIES THE INVESTMENT BASED COMPANIES THE BANKS THE INSURANCE BASED COMPANIES THE INVESTMENT BASED COMPANIES THE BANKS

Relationship Based Work or Transaction Based Work We have the advantage.

I

The Lazy Person No sense of urgency No goals No focus No discipline Poor attitude toward society Thinks someone owes him a living Thinks life just isn’t fair No sense of urgency No goals No focus No discipline Poor attitude toward society Thinks someone owes him a living Thinks life just isn’t fair

The Very Successful Person Focused on Success Many Goals Disciplined Fair With Others WORKS Very Hard FOR WHAT HE WANTS Reports Results Regularly Takes Responsibility for Mistakes Always Learning Focused on Success Many Goals Disciplined Fair With Others WORKS Very Hard FOR WHAT HE WANTS Reports Results Regularly Takes Responsibility for Mistakes Always Learning

Achieving Greatness requires: Discipline Determined, Focused, Daily, Exact Action with GOALS in mind all the time BILL GOODWIN

The Lazy Person is always trying to LOOK LIKE he is busy. He cares MOST about how things look to others. The Successful Person is aware others are watching. But cares most about his own work; his clients, activity and goals.

THE QUESTION IS ARE YOU GOING TO BE A Lazy Person OR A Successful Person? ARE YOU GOING TO BE A Lazy Person OR A Successful Person?

THE RELATIONSHIP IS CLEAR MDRT LIVES 116--TIME 19% 58 hours COT LIVES TIME 48% 54 hours TOT LIVES TIME 53% 51 hours MDRT LIVES 116--TIME 19% 58 hours COT LIVES TIME 48% 54 hours TOT LIVES TIME 53% 51 hours

BOEING 747

Activity is… Telephone Calls Prospecting for New Contacts Fact-Finding Closing Interviews Telephone Calls Prospecting for New Contacts Fact-Finding Closing Interviews

Activity is not… A lunch or dinner meeting with no business agenda Golf Giving Gifts Doing Favors A lunch or dinner meeting with no business agenda Golf Giving Gifts Doing Favors

“Activity does not guarantee success. Even enough of the right kind doesn’t…but without it, success is almost impossible” Al Granum

WHAT IS THE “RIGHT” ACTIVITY Referral business per month 60 face to face meetings per month, 3/day fact finders each month 50 dials per day to set activity OCS point system= 100 points Referral business per month 60 face to face meetings per month, 3/day fact finders each month 50 dials per day to set activity OCS point system= 100 points

A 30 % increase in activity, results in a 50 % increase in productivity

A 50 % increase in activity, results in a 100 % increase in productivity

I BELIEVE 60 FACE TO FACE MEETINGS= 720 PER YEAR X’s 3 yrs= 2160 appointments to REACH REAL SUCCESS 60 FACE TO FACE MEETINGS= 720 PER YEAR X’s 3 yrs= 2160 appointments to REACH REAL SUCCESS

There is a price for success And it is always paid in advance! And it is always paid in advance!

“The common denominator of success, the secret of every person who has ever been successful- lies in the fact that they formed habits of doing things that failures don’t like to do” Albert Gray

GOOD HABITS ARE HARD TO DEVELOP, BUT EASY TO LIVE WITH! BAD HABITS ARE EASY TO DEVELOP, BUT HARD TO LIVE WITH!

FIXED ACTIVITY COMMITMENT SHEET This sheet will keep your focus on Activity. You have to understand the difference between fixed and variable activity. The difference is what you can control. This sheet will keep your focus on Activity. You have to understand the difference between fixed and variable activity. The difference is what you can control.

PRODUCTION GOALSFIXED ACTIVITIES 30 VACATION DAYS 30 TRAINING DAYS Lives____________New Clients________ 1.____________________ Volume____________Honors____________2.____________________ Premium___________ Other_____________ 3.____________________ Saturdays & Sundays not included

SAMPLE PRODUCTION GOALSFIXED ACTIVITIES 30 VACATION DAYS 30 TRAINING DAYS Lives____________ 100 New Clients________ 1.____________________Dial Volume____________Honors____________2.____________________ Ask QS Premium___________ Other_____________ 3.____________________ Mail Saturdays & Sundays not included

TO CHANGE YOUR LIFE YOU MUST CHANGE YOUR ACTIVITY

It is easier to adjust ourselves to the hardship of a poor living, than it is to adjust ourselves to the hardship of making a better one.

My Purpose To pass on the legacy of my Father which is to work hard so others may benefit. Hoopis Performance Network My Purpose To pass on the legacy of my Father which is to work hard so others may benefit. Hoopis Performance Network

Your Purpose is… WHY DO YOU DO WHAT YOU DO!

“The strength which holds you to your purpose, is not your own strength, but the strength of the purpose itself”

MY TEN SIMPLE RULES OF LIFE YOU CAN LIE TO ANYONE YOU CHOOSE TO LIE TO, BUT IF YOU LIE TO YOURSELF YOU LOSE WE ARE ALL BASICALLY LAZY THE MIND MIGRATES TOWARD THAT WHICH IT THINKS IS MOST PLEASING PEOPLE WILL ALWAYS DISAPPOINT YOU YOU CAN LIE TO ANYONE YOU CHOOSE TO LIE TO, BUT IF YOU LIE TO YOURSELF YOU LOSE WE ARE ALL BASICALLY LAZY THE MIND MIGRATES TOWARD THAT WHICH IT THINKS IS MOST PLEASING PEOPLE WILL ALWAYS DISAPPOINT YOU

RULES OF LIFE BAD THINGS HAPPEN TO ALL PEOPLE BOTH GOOD AND BAD, BUT GOOD THINGS TEND TO HAPPEN MORE OFTEN TO GOOD PEOPLE THERE IS GOOD IN EVERYONE AND IT’S MY JOB TO FIND IT NEVER LET OTHERS PAY THE PRICE OF YOUR LACK OR SELF DISCIPLINE COMMIT TO LIFETIME LEARNING INVEST IN YOURSELF FIRST LIFE IS TOO LONG NOT TO HAVE FUN! BAD THINGS HAPPEN TO ALL PEOPLE BOTH GOOD AND BAD, BUT GOOD THINGS TEND TO HAPPEN MORE OFTEN TO GOOD PEOPLE THERE IS GOOD IN EVERYONE AND IT’S MY JOB TO FIND IT NEVER LET OTHERS PAY THE PRICE OF YOUR LACK OR SELF DISCIPLINE COMMIT TO LIFETIME LEARNING INVEST IN YOURSELF FIRST LIFE IS TOO LONG NOT TO HAVE FUN!

W O R K TM

Work Orientation

Work Orientation Receive Knowledge

3 hours per day x 5 days 15 hours per week

15 hours per day x 4 weeks 60 hours per month

x 12 months 720 hours per year 18/40 hrs weeks

My Chicken Story

THANK YOU ! May you enjoy all the prosperity and protection of the Rat.