Philosophies & Beliefs
HARRY P. HOOPIS, CLU,ChFC
MICHAEL GERBER
“E-MYTH”
• Why do business fail at such a high rate
• 80% in first five years
• 80% of survivors in the next five years
• Why are franchises so popular
Ray Kroc, McDonalds Founder
• Create a business even a teenager can
run
THE E-MYTH
• The Entrepreneur
• The Manager
• The Technician
Three Keys to Success
Vision
A description of where
the organization is going
must be shared
frequently and clearly
Key People
Tough
Decisions
Must Be Made To
Keep
Environment Vibrant
An organization
must touch all three
of these keys
annually to keep
growing
Successful people
flee
unpredictable
environments
General Management Philosophies
1.
Ownership
A General Management Consultant
General Management Philosophies
1.
2.
Ownership
A General Management Consultant
Financing
General Management Philosophies
1.
2.
3.
Ownership
A General Management Consultant
Financing
Minimum Standards
a. McDonalds “The Golden Arches
McDonalds
“Over
30 Billion
Served”
General Management Philosophies
1.
2.
3.
4.
Ownership
- A General Management Consultant
Financing
Minimum Standards
- McDonalds “The Golden Arches”
Recruiting, Planning, Counseling
- De-skill
Philosophies and Beliefs
Agents come into the
business not so much to be in
business for themselves…
they come in for the
unlimited income opportunity
Philosophies and Beliefs
…and they expect us
to show them
how to get it!
We only get some
of the credit
for an agents
success...
…but we get
all of the
blame
for their failure
Philosophies and Beliefs
You are nobody
until somebody
expects
something of you.
Philosophies and Beliefs
Lead the Agency.
Don’t push it!
Philosophies and Beliefs
Shortcuts…
Lead to Failure
Philosophies and Beliefs
What kind of
agency do I
want to lead?
The successful manager
builds the organization, and
the organization builds the
business
WORDS TO LIVE BY
AND MOTIVATE WITH
HARRY P HOOPIS
Agents will ask three things of
their manager:
• 1] Can I trust you?
• 2] Do you really care about me as a
person?
• 3] Are you the one who can lead me
toward a successful business career?
NEVER TELL A MAN TO GO
TO HELL, BECAUSE
• FIRST OF ALL HE WON’T GO THERE
•
• SECONDLY, HE WILL NEVER FORGET
YOU TOLD HIM TO GO THERE!
EVERY TIME YOU HAVE AN
ENCOUNTER WITH SOMEONE
YOU EITHER KNOCK THEM
DOWN A LITTLE
PSYCHOLOGICALLY OR LIFT
THEM UP
ALWAYS CONCENTRATE ON
BEING AN UPLFTING PERSON
DON’T TRY TO TEACH A PIG
TO SING, BECAUSE
• FIRST OF ALL HE WON’T DO IT
• SECONDLY, YOU ONLY ANNOY THE
PIG!
MOST LOW PERFORMING SALES PEOPLE
SPEND MORE TIME PLANNING THEIR
VACATIONS THAN
PLANNING THAN CAREERS
SUCCESSFUL PEOPLE MAKE HABITS
OF DOING THE THINGS
UNSUCCESSFUL PEOPLE WON’T DO!
IT IS EASIER TO ADJUST
TO THE HARDSHIP OF
MAKING A POOR LIVING
THAN IT IS TO ADJUST
TO THE HARDSHIP OF
MAKING A BETTER ONE
WHO’S GOOD AT WHAT
AROUND HERE?
THREE KEYS TO SUCCESS
• 1] Not afraid to dream a dream
• 2] Not afraid to take a chance
• 3] Not afraid to be wrong
ANY THING YOU VIVIDLY
IMAGINE, ARDENTLY DESIRE,
AND
EARNESTLY WORK TOWARD
WILL
EVENTUALLY COME TO PASS.
SUCCESS DOESN’T COME
TO YOU…
YOU GO TO IT!
YOU WILL NEVER HAVE
IT
“ALL TOGETHER”
THAT’S LIKE TRYING TO
EAT
ONCE AND FOR ALL
YOU MUST GIVE UP THE
WAY IT IS… TO HAVE IT THE
WAY YOU WANT IT
GOOD LEADERS ARE
SCARCE,
SO I’M FOLLOWING
MYSELF
OPEN
UNDER NEW
MANAGEMENT
THE END