1. WELCOME
INTRODUCTION TO
A.L. WILLIAMS

2. 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?

3. SKEPTICAL
PEOPLE
2 GREAT
MISCONCEPTIONS

4. 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 HEALTH
BILLION
BILLION
BILLION
2 PROBLEMS
1. DIE TOO SOON (INS.)
2. LIVE TOO LONG (CASH)
4 TRILLION
1800

5. 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 HEALTH
BILLION
BILLION
BILLION
,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!

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

7. THREE STEP SALES PROCESS1 2 3
1 - 2
SALE
1/2
DELIVERY
1/2
PPU
PART-TIMERS / NO PRESSURE / NO GIMMICKS

8. · · · · · 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!!

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

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

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

12. · · · · 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?

13. 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?

14. 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!)

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

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

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

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

19. 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 -

20. · · · · · 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

21. THANK YOU!
(SEE YOU IN 8 MINUTES)