The document discusses setting ambitious goals using a "tandem appointment" plan where producers schedule back-to-back appointments. It suggests that 4 producers scheduling 2 tandems per week could result in 32 appointments per month or 384 per year. It questions whether goals for 2009 can be achieved this way and how much further goals could be exceeded. It also discusses what 16 tandems per month could do for goals if there were 2 producers.

1. CAN YOU DO THIS “TANDEM
APPOINTMENT” PLAN IN 2009?
 EXAMPLE: 4 PRODUCERS WILL EACH SET 2
WEEKLY TANDEM APPTS
 THAT‟S 8 TANDEMS WEEK, 32 IN A MONTH.
 CAN U REACH YOUR 2009 GOALS WITH 32 TANDEMS
A MONTH?
 HOW MUCH FURTHER CAN YOU GO WITH 384
TANDEMS PER YEAR?
 IF YOU HAVE 2 PRODUCERS, WHAT WOULD 16
TANDEM APPTS DO PER MONTH FOR YOUR 2009
GOALS?

2. ON TOUGH CONVERSATIONS:
 WHATS HARDER THAN HAVING TOUGH
DISCOVERY CONVERSATIONS?
 ANSWER> HAVING TO EXPLAIN YOUR LACK OF
ACTION TO THE SURVIVING SPOUSE.

3. THE POWER OF ASSOCIATION
“GIVERS & TAKERS” SELF INVENTORY
 ONLY 2 KINDS OF PEOPLE
 WHY WOULD IT BE IMPT FOR U TO KNOW AND SPEND
TIME ON THIS?
 WHETHER IT‟S CO-WORKERS, FRIENDS, OR
RELATIVES. YOU NEED TO LABEL THESE PEOPLE.
 IT‟LL GO A LONG WAY IN HELPING YOU REALIZE WHY
YOU ARE UNHAPPY.

4. Case 1: “Mr. & Mrs.Boyer”
 39 & 43 both currently owned $250,000 10yr trm
each.
 He‟s table 3, she‟s table 4.
 Carla in the chair – all papers prepared.
 I‟m on the whiteboard.
 When Natalie had a question I let Gary answer the
question.
 $554 month premium. $1002.00 Carla bonus.

5. Case 2: “Keith & Jane Russell”
 Currently owned 150K 10 Year Term – Tina originally wrote 9 ½
years ago (joint policy)
 Tina worked heavily on the THINGS TO DO Form. Auto, Fire,
Life and Bank
 End result:
 1> Auto: raised limits of liab. and added Med Pay, H, R1, UM,
S, Z coverage to the 3 h/h vehs.
 2> Bank: Credit Card app. approved, quoted re-finance 07
Ford
 3> Life: converted ½ 150K to UL on the both of them, quoted
3 granddaughters 25K 15 pay Life
 4> Fire: wrote boat policy and discussed homeowners policy
for 2008
 ??? Premium Tina Bonus $800 – more $$$ to come from this
h/h

6. Case 3: “Razz”
 I‟m going to go buy a condo. No you‟re not!! – (Financed through
NOLA Lending – strategic alliance w/the lender)
 $200,000 down $34,000 year for 10 years
 Age 75 (1.7 in liquid assets & had NO LIFE Insurance)
 Final Commissions $24,167.79
 Premium Credit $54,769.88
 Created $655,000 Death Benefit - $218.3K for EACH of the
Three Beneficiaries
Tandem w/Tina – she later implemented a Long Term Care plan
for $8400 – put on Instant Decision Credit Card we sold on
appointment –Med Supp still to be discussed.

7. What does your Team Members WANT?
1>Your Team Members wants an agent that they can be proud of.
2>Your Team Members wants an agent that they don’t have to make excuses for
your negative or non-productive behaviors. (North Carolina Agent Story)
3>Your Team Members, like your kids, watch everything you say & do or DON’T
DO!
4>Your Team Members, like your kids, need your direction & structure every step
of the way. Especially, when they tell you they don’t need it.
5>Your Team Members, want a REAL AGENT. Not just one that has the Title. TO
your customers YOU ARE STATE FARM. YOU are it. BE it!! BE the example!!
6> Your Team Members want to WIN! (DAVID BRIAN/DAVID WILCOX STORY)
Copyright 2009 Marvelous Performance Systems

8. On embracing personal growth:
 “Without adversity --- there in NO PERSONAL
GROWTH”
 “REAL LIFE exists in our “DIS-COMFORT
ZONES”
 “Change is INEVITABLE, but GROWTH is
OPTIONAL!”
 “Ships are safest in the Harbor. But that‟s not
what ships are built for”
 “The Harder you work, the Harder it is to
surrender”- Vince Lombardi

9. On moving people to action: (Team
Members, Clients, Kids, or Peers)
 “I must be RED HOT to get you
LUKEWARM” – Nidenberg

10. On setting limits & the risk of not committing
to LOFTY WORTHWHILE Goals:
 “Am I busy getting results or am I just BEING BUSY without any
real purpose or intention toward a worthwhile goal?” Marvism
 How High is HIGH if you don‟t know how HIGH, HIGH is?”
Marvism
 “When NOTHING is CERTAIN, EVERYTHING is POSSIBLE” –
Sign found in front of a destroyed Katrina Home
 “Can I truly embrace the gift of this day? Can I live like I am
dying? Because I am. Hopefully just not on an accelerated pace.”
Marvism

11. MOST IMPORTANT TAKEWAYS
FROM TODAY’S MEETING???
 FOCUS ON BEING SIGNIFICANT NOT SUCCESSFUL.
 EMBRACE HOW TANDEM APPTS CAN LEVERAGE YOUR
PRODUCTION, TIME & TEAM COACHING IMMEDIATELY.
 YOUR “KATRINA” WILL COME. ARE YOU PREPARED TO RESPOND
WITH CHARACTER OR REACT WITH INDECISION AND LACK OF
FOCUS?
 DO YOU FULLY UNDERSTAND THAT YOU WORK FOR THE BEST
DAMN COMPANY ON EARTH? BELIEVE IT!!
 60 BILLION STRONG & GROWING.
 IN TOP 1% OF ALL BANKS & 8 OUT OF OUR 10 CLIENTS DO NOT
YET KNOW WE HAVE A BANK!!! ARE YOU GETTING THIS?

12. Other Thought Provoking “Marvisms” to
ponder
 Change is INEVITABLE, but GROWTH is OPTIONAL!
 Most people find BLAME easier than effort.
 REAL LIFE exists in our “DIS-COMFORT ZONES”
 Time invested in improving ourselves cuts down on time wasted in disapproving of others.
 We are all BORN unique, be careful not to end up dying as copies.
 Be OUTRAGEOUS!! It‟s the only place that‟s not CROWDED!!
 Focus on the DONUT. Not the HOLE.
 Ability is what you‟re capable of doing.
 Motivation determines what you do.
 Attitude determines how well you do it. – Lou Holtz

13. Which of these Significant Ideas Might I
Embrace in 2009?
Monthly 1 on 1 meeting:
each agent and team member, with a prepared agenda, sit
down and openly communicate on any matters either party
deem IMPORTANT.
Benefits of the 1 on 1 meeting
Solves little problems while they are little
Fosters open dialogue, which fosters trust
It’s not just the Agents meeting. Mutually Beneficial
Monthly evaluation of goals & performance is discussed
Both Ways – “How am I doing as an Agent?”
Both parties are held accountable for what was discussed in the
prior month

14. More Significant Ideas for 2009
1. Have a high school student or son or daughter of a staff member migrate your
name, addresses, & #‟s of all your policyholders into your cell phone. (They do
NOT have to do this manually, 1 name at a time).
2. Order from your AFO Razz report for the Top 200 Policyholders – Criteria
Premium per Household, keep this list in several places. When commuting call
your Top 200 with a “no-solicit” just touching base call. You will be amazed at
the good will it creates.
3. Homeowners without Auto and Auto without Homeowners. Before you go “Hog
Wild” writing new business outside of your current book. Make 1 person (Your
Agency Contact Specialist) responsible for (1) all x-dates in the house (2)
finding C.D., 401k money (3) who‟s your life/health with and (4) set the Tandem
appointment
4. Agents, is your Team Selling around the Service Activities that must get done?
Or is your Team Servicing around the Selling Activities that must get done?
Point: If your Team continues to be comfortable just “servicing”, eventually they will
serve NO ONE.

15. More Significant Ideas
 Voiceshot (Tim Lindon) 732-850-3491
Tim@TimLindon.com
 DartBoard Focus
 Organizational Chart
 Archiving
 Purple Folder System (what‟s your color?)
 Interview & Recruit Monthly
 Journaling
 Battleboard

16. On the subject of PRICE vs. VALUE:
 “In the history of recorded time, no customer has ever said, „Your Price it
too HIGH‟ and meant it” - www.chuckreaves.com
 So someone looks at a Brand New Mercedes Benz and says, “it‟s too
expensive!” Is it really too expensive or is it that “you just can‟t afford it”?
(Do you understand the difference)
 “It’s very difficult if not impossible to SELL what you do NOT
OWN”.
 How many team members carry low auto liability limits & yet you
expect them to sell HIGH auto limits? It goes “against their grain”.
Honestly – when is the last time EVERY TEAM MEMBER - including
you - have sat down & had a full fledged Insurance & Financial
Review? Why would we take care of others before we
comprehensively take care of ourselves?

17. Box
Box of Protection
Fire
(_____/______) Life
Disability
(_______/_______)
(_______/_______)
Flood
(________/________)

18. When you get “TIRED”….!”
T ax-deferred
Insurance Protection
R etirement Income
E ducation/Emergency Fund
D isability Provision

19. Resources I relied on heavily on the
way to Chairman’s Circle
 Kolbe.com (Conative Instinctual Testing, not
Cognitive)
 TimLindon.com
 PossibilityInfinity.com (Wade Galt)
 Vistage.com TEC
 InTouch telemarketing Loyalty Program
 My relationships from ADP Class (Agency
Development Program)

20. How can I stay plugged in?? By
feeding your brain “DAILY” the right brain
food to offset the negative that is in our world.
Subscribe to these
FREE e-zines for your daily need.
www.BrownRiceMarketing.com
www.JimRohn.com
www.JackDaly.com
www.ZigZiglar.com
www.ChuckReaves.com
www.MikkiWilliams.com

21. Required Reading (Books you re-read every year)
“A person who REFUSES to read and study is no better off then a
person CAN’T read and study”
 The Bible
 How to Win Friends & Influence
People – Dale Carnegie
 Magic of Thinking Big – Maxwell
Maltz
 Think & Grow Rich – Napoleon Hill
 How to Master the Art of Selling –
Tom Hopkins
 From Good to Great – JimCollins
 Top Performance – Zig Ziglar
 7 Habits of Highly Effective People
– Stephen Covey
 The 8th Habit – Stephen Covey
 One Dead in the Attic – Chris Rose

22. ReNewOrleans