Roy Matlock Jr. SanDestin 2012

Growing Up-My Story My father was self

made and self taught My parents were very

conservative financially We had kitchen table

conversations that included business, sales and Business Week magazine

I was shown that hard work paid off and I was taught to read and learn

My First Opportunity Age 16 to 18WHAT I DID Age 16 I began collecting

delinquent paper bills for The Tennessean newspaper

I made minimum wage of $1.60 hour plus 10% of what I collected

I told all of my friends about it and they tried it, but immediately quit

I had $1,000 collection days and earned over $100

WHAT I LEARNED

Do things that are hard and it pays way more

How to ask for money Knock on strangers

doors Ask for someone’s

help Direct mail works

2nd Opportunity

HARDWARE STORE

Minimum wage $1.60 hour

Worked 2 hours and quit

WHAT I LEARNED

If there isn’t an incentive I’m not doing it

3rd Opportunity

CUTCO CUTLERY Straight commission Sold to all of my friends and

relatives and when I ran out of friends, I didn’t sell anything

I met my first mentor Jim White

Read my first sales book Became the number 1

college sales rep in 1979 in the US

Had over 200 college students that worked for me

WHAT I LEARNED

Find a mentor Competition drives

people and business People loved to be

recognized I learned the power of

overrides

4th Opportunity 1983 to PresentPRIMERICA Commission only Everybody quits Looked like I was 16

asking for money Met people that earned

6 and 7 figures My mindset was if they

could do it, then so could I

Today I have over 48,000 customers and 400 reps

WHAT I LEARNED Credibility and Trust fuel my

business People buy you, not your

products Saving money isn’t optional

if you want to stay in business

If you want people to perform then you have to lead by example

Marketing and self promotion isn’t optional if you want to be successful

The “Money Game” 1993-2002

RADIO

In 1993 I started “The Money Game” with Dave Ramsey in Nashville

I was on the air 3 hours daily answering financial questions and eventually nationally syndicated the show

WHAT I LEARNED Don’t be afraid to

invest time and money on things that leverage your core business.

Make educating your potential customer the primary sales attraction

Take every opportunity to be a go-to expert for speaking engagements

Results Of Hard Work and LearningAGE 30-39

Total Income $6,029,657.10 Average Yearly $602,965.00

AGE 40-49

Total Income $6,657,233.76 Average Yearly $665,723

The Mindset

Your Attitude

Your Activity

50-40-10

The Attitude

Always be Positive Success consciousness, which attracts only the

circumstances which make for success. Sound health, both physical and mental Financial independence A labor of love in which to express yourself Peace of mind Applied faith, which makes fear impossible Enduring Friendships Longevity and a well-balanced life Immunity from self-limitation The wisdom to understand yourself and others

If you neglect taking possession of your mind and directing it toward a worthwhile goal you are doomed to:

Penalties of a Negative Attitude Poverty and misery your entire life Mental and Physical ailments of all kinds Self-limitations which trap mediocrity Fear and all its destructive consequences Hatred of the means by which you support yourself Many enemies and few friends Every brand of worry known to humanity Being a victim of every negative influence you

encounter Subjection to the will of others A wasted life which does nothing to better the

human condition

The Activity

Best Effort Daily  

1 .exertion of physical or mental power: It will take great effort to achieve victory.2. an earnest or strenuous attempt: an effort to keep to the schedule.3. something done by exertion or hard work: I thought it would be easy, but it was an effort.4. an achievement 5. the amount of exertion expended for a specified purpose: the war effort.

Effort Synonyms  Struggle, striving. Effort, application, endeavor,

exertion  implies actions directed or force expended toward a definite end. Effort  is an expenditure of energy to accomplish some objective: He made an effort to control himself. Application  is continuous effort plus careful attention: constant application to duties. Endeavor  means a continued and sustained series of efforts to achieve some, often worthy and difficult, end: a constant endeavor to be useful. Exertion  is the vigorous and often strenuous expenditure of energy, frequently without an end: out of breath from exertion.

50-40-10 Rule

50-40-10

In any industry……… You beat 50% of all people by a

willingness to work hard You beat 40% of all people by being

a good person that can be trusted Your now in the top 10% in your

industry and you are in a dog fight with successful people and your winning

Life is good

Getting Started

THE GAME PLAN

The Goal The Plan The Schedule

THE FOCUS POINTS - 3 M’S

Marketing-Sales Managing-

Operations Money- Finance

Close More Front end -Get more results from your current

effort and set higher numbers of appointments

Presentations-Improve percentage of prospect appointments that actually convert to customers- thus improve profitability

Back end- Have an effective follow up system that keeps prospects engaged until they are ready to act , repeat and refer

Growth

More potential customers in the system

Improving the conversion ratios Increasing the dollar value per

customer in the system

Incremental Improvement Across all areas

NUMBERS

100 incoming inquiries

Closing ratio 25%

Average Transaction size $1,000

RESULTS

25 transactions

$25,000 Revenue

Leverage Incrementally

NUMBERS

100 incoming inquiries

Closing ratio 25%

Average Transaction size $1,000

INCREMENTAL INCREASE Increase the number

of calls by 50%

Increase the closing ratio to 50%

Increase the average transaction size by 50%

Incremental Improvement Across all areas

NUMBERS

Annual incoming inquiries increased 50%

Closing ratio 50% vs. 25%

Average transaction size $1,500 vs. $1,000

RESULTS

150 Incoming

75 transactions

Result $25,000 vs. $112,500

Front end

1. Focus on referrals2. Focus on what is actually paying off3. Develop Traffic from new sources4. Train on appointment setting5. Remarket to all past prospects6. Analyze your image

Increase Closing- Training

1. Price and Value2. Present different price points based

on financial prequalification3. Develop questionnaire that idiot

proofs the conversion process4. Have a written system to overcome

objections. Imagine if…Just suppose5. Have a compelling reason to act now

Increase Transaction Size1. Partner with like minded referral

sources2. Treat people fair but not equal3. Better Follow up4. Increase frequency of purchases

Follow Up Mindset

Question…….If a prospect doesn’t do business with me does that mean they will never spend any money in the financial services industry for the rest of there life? Answer NO

So how long will you follow up and how much money will you be willing to invest to receive a $5,000 to $10,000 payoff somewhere out in the future?

Closing Process

Front •Lead Capture•Appointment Setting and Objections

Presentation •Presentation and Fact Finding Questionnaire•Develop Proposal •Overcoming Objections and Close

Backend •Prospect and Client Re-Contact•New Referrals

Marketing Crash Course

HOW DO I GET IT STARTED?

Marketing Crash Course

GOAL

PLAN

SCHEDULE

Goal

GOAL- this is the end result of what you want to accomplish which is only measured by the income you generate. Example: How much revenue do you want to produce

Plan PLAN- This is the detail of HOW you will

accomplish your goal. This includes how many customers and volume needed to accomplish you GOAL. Inside of this plan includes the written detail of how you develop the lead generation, appointment setting and closing plan. Example: Who will I market to and why. How will I set the appointments….call , email, text etc. How will I propose solutions, close and how do I handle standard objections

Schedule SCHEDULE-This where you plan your time and set

deadlines to accomplish the plan and thus hit your goal. This is the final key and probably the most important part of reaching your goal. This is what gets you going in the morning. Your schedule should be geared around spending 80% of your time on STRATEGIC work which is work that repeated daily will insure your accomplishment of your goal. Always ask “If I continue doing exactly what I did in the last hour or last day will I reach my goal?”. If not CHANGE what your doing because you are spinning your wheels doing time wasters and interrupters. Allow 20% of your time is TACTICAL work which allows you to maintain your strategic focus. Example: paperwork, organizing etc.

Manage 3 Things

TimeMoney People

Sell The Plan not the Product

ACCUMULATION MINDSETProtect ManageAccumulate

ACCUMULATION PLAN

Protect Income- Term life Manage cash flow and

reduce debt- Budgets Accumulate Wealth- Retirement plans- College plans

Sell The Plan not the Product

PRESERVATION MINDSETProtect ProtectProtect

PRESERVATION PLAN Protect Income- Term Life pension

protection- Variable Annuities LWG Protect Assets

- Long Term Care Insurance Protect against

inflation- Balanced Funds

The Final Question………

What Speed are You

SPEED

Rapidity of movement or action:

Response Times

RESPONSE TIMES

Direct Mail Phone calls Fax Email Text Social Media

Crank up the Speed

NEW GROWTH Talk aggressive and act aggressive

and be fearless prospecting for sales and direct recruits

Teach and Do drop by’s and work the weekends

Developing your list and your teams list and utilize all internet connectors. Learn and understand the power and use of Facebook, LinkedIn and Twitter

Train on rates and how to fill out the paperwork

Train on the IBR Get your team securities licensed

and sell PAC’s with ICA brochure Have a seminar and print tickets Have regular phone blitz

MAXIMIZING EXISTING BUSINESS Accountability-Every time you see a

team member ask what specifically they are doing and what are the results. Get weekly results and goals for the following week and month and manage activity

Consistently -Develop and re-contact your existing recruit and client base and get all of their business

Check all reports on POL and stop by or call based on any activity

Do add on life business and add on PAC business

Utilize text and email to set up appointments and utilize phone appointments and gotomeeting

IBR and end of term are great re contact opprotunities

You can get this presentation at www.kipridleyinternational.com