Presents
Harry P. Hoopis, CLU, ChFC
CEO, Hoopis Performance
Network
HARRY P HOOPIS CLU, ChFC
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40 YEARS OF TRYING TO BE PREDICTABLE IN
MY PHILOSOPHIES AND BELIEFS
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“GET THEM AND KEEP THEM”
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FRONT LINE LEADERSHIP IS THE PROBLEM!
TO CREATE AN ENVIRONMENT WHERE OUR REPS CAN
GROW AND CONTINUE TO GROW, PERSONALLY,
PROFESSIONALLY AND FINANCIALLY
PASSION
GROWTH
PERSONAL RESPONSIBILITY
I AM HERE TO MAKE REPS, NOT FRIENDS
A GOOD MANAGER IS LIKE A GOOD PARENT,
AND BECOMES PROGRESSIVELY UNNECESSARY
THE CHORES ARE NEVER DONE
SUCCESSFUL PEOPLE FLEE
UNPREDICTABLE ENVIRONMENTS
GET THEM AND KEEP THEM!
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RECRUITING GOES UP
RETENTION GOES DOWN
HOME OFFICE STOPS TALKING ABOUT
RECRUITING
HOME OFFICE BEGINS TALKING ABOUT POOR
RETENTION
RECRUITING GOES DOWN
RETENTION GOES UP
IT’S NOT A RECRUITING OR RETENTION PROBLEM,
IT’S A FRONTLINE LEADERSHIP PROBLEM!
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MICHAEL GERBER’S E MYTH
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SMALL BUSINESS ADMINISTRATION
SPAN OF CONTROL 8-1
RECRUIT MORE REPS
SPAN OF CONTROL 12-1
WHILE WE CONTINUE TO DEVELOP
FRONTLINE LEADERSHIP
THERE IS A POWER IN THE
AWARENESS OF ANOTHER PERSON
AND HIS/HER AWARENESS OF THAT
AWARENESS
CREATING TOUCH POINTS IN YOUR
ORGANIZATION
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MANAGING PARTNER
MANAGING DIRECTORS
FIELD DIRECTORS
RECRUITERS
MENTORS
TRAINERS
MDRT/MENTORS
SPECIALISTS
DIRECTOR OF OPERATIONS
BOOK KEEPER
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CHIEF MARKETING OFFICER
CHIEF DEVELOPMENT OFFICER
COMPLIANCE OFFICER
CONSULTANTS
RECEPTIONISTS
NEW BUSINESS STAFF
CLIENT RELATIONS CENTER
THE ENTIRE STAFF
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SALESBUILDERS
CLIENTBUILDERS
MDRT/GAMA MENTORING PROGRAM
CLU CLASSES
HOOPIS UNIVERSITY
SKILL BUILDERS
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STUDY GROUPS
CONTESTS
DAILY REPORTING
JOINT WORK
PLANNING DAY
STAFF DEVELOPMENT PROGRAMS
COMPLIANCE MEETINGS
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HAND WRITTEN NOTES
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WEEKLY BULLETIN
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MY WEEKLY EMAIL FORUM FOCUS
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CULTURE
WHAT GOES ON WHEN
YOUR NOT THERE
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AUTOMONY
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COMPLEXITY
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MEANINGFUL RELATIONSHIP BETWEEN EFFORT
AND REWARD
YOU ARE NOBODY UNTIL SOMEONE EXPECTS
SOMETHING OF YOU.
PREDICTABLE RETROGRESSION
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10 activity x 10 education = 100% Success Probability.
But
0 activity x 10 education = 0 % Success Probability!
while
5 activity x 10 education = 50% Success Probability
and
10 activity x 0 education = 0% Success Probability
and
8 activity x 9 education = 72% Success Probability, a
barely passing grade, Ok in school perhaps, but not in
the life of successful people.
5 activity x 5 education = 25% Success Probability
5’s, don’t even get a 50% results.
The vigorous pursuit of Professional Designations
1st test between 6-12 months
FSCP Financial Services Certified Professional
CLU
ChFC
AND ALL DESIGNATIONS OF OUR INDUSTRY
Every test passed is a virtual nail in the shoe that keeps the
advisor in the business
It’s no longer a job, it’s a career!!!
IF YOU CAN’T FIND THE TIME TO
DO IT RIGHT THE FIRST TIME,
WHERE WILL YOU FIND THE TIME
TO DO IT OVER AND OVER AND
OVER AGAIN!
YOU WILL NEVER HAVE IT
“ALL TOGETHER”
THAT’S LIKE TRYING TO EAT
ONCE AND FOR ALL
When was the last time you changed, as
much as you are asking others to change?
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1] Can I trust you?
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2] Do you really care about me as a person?
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3] Are you the one who can lead me toward a
successful business career?