1. Leadership
Development
9/20/14

2. Introductions
Who you are?
What project are you
working?
How long have you been
with the company?
What is the most important
personal attribute that you
bring to your job

4. Get to know more people…
 Find somebody you’ve never spoken
to and identify at least 5 things that
you have in common.
◦ OFF LIMITS
 You’re both here today
 You both went to high school
 You both like food
 You’re both work at AMP
 You’re both alive, not dead, etc
 You both have 3 arms, 2 legs, body hair, etc.
 You get it, right?

5. Why are you here?

6. BE VERY
INVOLVED TODAY!

7. The Compound Effect
 The principle of reaping huge rewards
from a series of small, smart choices
 The end product is massive; the steps
may not feel significant
Small, smart choices +
consistency + time =
radical difference

8. WHY?

13. Who do
people FAIL
TO
SUCCEED?

14. Group Exercise
 Let’s bring this closer to home…
 What specifically can get in the way of
our success?

15. Magic Penny
 Would you rather $3M or a penny doubling
in value every day for 31 days?
$10,737,418

16. What day did the
choice to pick the
penny actually
surpass the choice
to take $3M?

17. The Compound Effect
 The principle of reaping huge rewards
from a series of small, smart choices
 The end product is massive; the steps
may not feel significant

18. Scott vs. Larry

19. Scott
 Scott buys a 70 inch flat screen TV
and becomes an amateur chef for
family & friends making everything he
sees on the food network

20. Larry
 Larry reads 10 pages of a good book,
listens to 30 min of instructional /
inspirational book and walks a mile a
day

21. Scott – 5 months LARRY IS SO
STUPID

22. Larry – 5 months Scott seems so
happy!!

23. Scott – 10 / 18 or 25 months
later

24. Larry – 10/18 or 25 months
later

25. Scott @ 31 months
 Up 30 lbs
 Eating and cooking has made him
sluggish at night, he goes to bed
groggy and wakes up tired and cranky.
Feels more tired, work is harder!
 Feels less attractive and is talking to
his wife less. She spends more time
with friends to replace loneliness.

26. Larry @ 31 months
 Larry has lost 30 lbs
 Larry earned a promotion, has more
energy than ever to spend time with
his family & friends and his
relationship with wife has never been
better!

27. What does
“The ripple
effect” mean?

28. What’s the
definition of hard
work?

29. SUSTAINING

30. GOOD

31. HABITS

32. Is it harder work to
get in shape or to
stay in shape?

33. Why does wealth
very often skip a
generation?

34. What is the biggest
danger of success?
COMFORT

36. How can
incremental
change be
dangerous?

37. The Compound
Effect is always
at work…one
way or the

38. Think about our business…
0
2
4
6
8
10
12
14
Year 1 Year 2 Year 3 year 4
Top Performing Rep
New Business

39. What about a rep who increase new
business per month each year?
9.5
10
10.5
11
11.5
12
12.5
Year 1 Year 2 Year 3 year 4
Rep who increases new each year
New business

40. What does it mean to
earnings?
$0
$20,000
$40,000
$60,000
$80,000
$100,000
$120,000
$140,000
Year 1 Year 2 Year 3 Year 4
What does it mean to earnings?
Earnings

41. What does is
mean to your
career?

43. The Only PREDICTABLE Path to
Success:
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.
Continuum of
mundane, unsexy,
unexciting, and
sometimes difficult daily
disciplines
compounded over time.

45. Group Exercise
 Write out 3 excuses that we can make
about work, about life, about anything.
Why we don’t get what we want!
 Write down 3 seemingly small small
actions we can take to move our work
& lives in a new positive direction.

46. “We all come into the world
the same, after that it’s all
choices…”

47. “Have you
ever
been bit by
an elephant?”

51. When we bring
forth a problem, is
it ever the case
that we don’t really
want a solution?

52. “I cannot get in
front of people…”
I’ve heard this at least 1,000 times
(no exaggeration), I’ve NEVER,
EVER HEAD THESE SEVEN
WORDS uttered enthusiastically!

53. Ask yourself and
communicate, ‘do
I

54. Do I want help?’

55. The best way to solve
problems…

56. Leadership advice from Gary…

57. Do more people see it this way?
WHY??

58. PROBLEM

59.  .
Thanksgiving
Year
Round…

60. What % of
shared
responsibility do
we have in
making

61. 100% Responsibility
Only when we’re willing to
take _____ responsibility
for making a relationship
work will it work.
Otherwise, a relationship
left to ______ and will
always be vulnerable to

63. We

64. OWN

65. OUR

66. CHOICES!

67. WE

68. CHOOSE

69. HOW

70. WE

71. RESPOND

72. TO WHAT

73. HAPPENS

74. TO US!

75. Hardy quote…
“You alone are responsible
for what you do, don’t do
and how you respond to
what’s done to you.”
Why is this important?
Control =

77. When we
don’t feel like
we’re in
control, how

80. What happens if
our enthusiasm
wanes?

81. How does luck play into the
formula?
What’s a time that
we were really
lucky in the sales
field?

82. Sir Richard Branson (Virgin
Records)
“Yes, of course, we are all lucky. If
you live in a free society, you are
lucky. Luck surrounds us every
day; we are constantly having
lucky things happen to us whether
you recognize it or not. I have not
been any more lucky or unlucky
than anyone else. The difference
is when luck came my way, I took

83. Luck formula (what are the
variables?)
Preparation +
Attitude +
Opportunity +
Action = LUCK

84. What does this
mean?
Luck is an
equal
opportunity
distributor

85. HOW DO
WE CREATE
LUCK?

86. How do you
know if you’re
winning?

88. Why do
people not
keep score?

90. To get results,
we have to
take ACTION!

91. GROUP Exercise:
 What is something that I want to
improve that where I can keep score?
How?
 What is something that I can take
back to my DM that would be fun to
keep score against? What will make
it more fun?
 What is something the company can

93. Something
doesn’t become a
habit until we
practice it for
3 WEEKS
(or longer)

94. PLEASE

95. Little
disciplines

96. Can offer

97. Low Pay offs

98. Over short
periods of
time!

99. THIS IS WHY
WE
CAN GIVE
UP!

100. It’s not the big things!
Difference between #1
golfer and #10 golfer in
the world is less than 1.9
strokes…..
But the #1 golfer makes
5 times what the #10
golfer in the world

101. 212°

102. Beverley…

103. Step 1
 Chart 1 Mile Course

104. Step 2
 Walk it 3 times in next 2 weeks

105. Step 3
 Light Job only as far as comfortable

106. Step 4
 Increase 1/8th mile each day (300
more steps)

107. How to run a ½ marathon
 Day 1 jog 1/4th of a mile and walk 3/4th
increasing the running distance 1/8th
of a mile each day.

108. In 6 months…
YOU’RE
RUNNING
13.5 MILES

109. What else happened for
Beverly?
 Increased energy, more enthusiasm, more
life satisfaction, happier at work!
 More interaction with kids, increased
affection for husband, made friends with
runners!

110. This is not a plug for exercise = )

111. If we’re not
trying to
improve
things…

112. OUTCOMES
ARE ALL

113. A RESULT

114. OF OUR
MOMENT TO
MOMENT
CHOICES!

115. Group Exercise
 What area, person or circumstance in
your life do you struggle with the
most? Write down ten reasons the
reinforces and expands your gratitude
in that area?
 Write down three things you can start
doing right now to take back
responsibility for the outcomes of your
life.

116. Habits…

117. Habits…
“The older they are, the
bigger they get, the deeper
the roots grow and the
harder they are to uproot.
Some get so big, with roots
so deep, you might hesitate
to try.”

118. Habits
 95% of everything we feel, think, do and
achieve is a result of a learned habit!
 We’re born with instincts…we develop
with habits
 Habits can be helpful
◦ Allow us to use minimal conscious energy for
every day tasks
◦ Successful sales people habits:
 Mental Preparation
 Positive Self-Talk




119. What are life
learned habits that
can prevent, stall
or derail success in
our business?

120. “We are what we
repeatedly
do. Excellence, then,
is
not an act, but a
habit.”
Aristotle

121. Successful people are….
Smarter
Better Looking
Luckier

122. Successful people are…
Disciplined
Have developed
good habits

124. With enough
practice and
repetition, any
behavior, good or
bad, becomes
automatic over
time.

125. Choose to make
up for a lack of
innate ability with
discipline, hard
work and good
habits!

126. What is the danger of
bad habits?
“The problem is that the payoff or
instant gratification derived from bad
habits often far outweighs what’s going
on in your rational mind concerning
long-term consequences.”

127. Bad habits sneak in…

128. How do we break
bad habits?

129. It’s not
willpower that
makes you
successful, it’s
“why power”.What the hell does
that mean?

130. Align your
choices with
purpose!

131. And the purpose, must be powerful!!

132. “Hows are
meaningless
unless the whys
are powerful
enough!”

133. Is you why power great
enough?

134. What ignites passion?
Monetary or material
goals?

135. “Success
without
fulfillment is
destined for
failure!”

136. We must dig deeper to find our core
motivation, to activate our
SUPERPOWER

137. What we do
speaks to
what we want!

138. If you really want to be a
“winner”, you cannot hang
out with ______.
If you really want to be
“positive”, you cannot
hang out with

139. How do we find our fight?
 Choose an friendly enemy!
Say what?
 Let the past hurtful experiences be
fuel for positive constructive change!
 Set Goals

140. Setting Goals
 The highest achievers in the world
have all succeeded because they
mapped out their goals.
 Paul Meyer “Whatever you vividly
imagine, ardently desire, sincerely
believe and enthusiastically act
upon….must inevitably come to
pass.”

141. Setting goals
gives the
brain
something to
look

145. Goal setting
 The most successful people write
down and communicate their goals!
WHY?
 Goals must be aligned and defined!
◦ Is your goal to be #1? If “yes” why? What
then?

147. Goals are set, now…
Who do I need to become to achieve
goal?
“If you want to
have more, you
have to become

148. Achieving goals
is a “doing
process” or
“stop doing
process”.

149. Life formula:
YOU CHOICE
(decision) + BEHAVIOR (action)
+ HABIT (repeated action) +
COMPOUNDED (time) =
GOALS

150. CHANGE
IS
HARD!

151. What’s blocking us?
How many hours of TV (do
we really know)?
How many cans of soda?
Snooze button?
◦ Makes you more droggy, new
sleep cycle
◦ No routine / brain is confused
Time on Facebook, reading
online gossip, etc.

152. Eliminate Bad Habits…
 Identify your triggers
◦ What situations prompt bad habits?
 Clean house – get rid of whatever
enables your bad habits
 Swap it (1) salty snacks vs. healthy
snacks when watching TV (2) talk to
somebody negative vs. talk to
somebody positive
 Ease in
 Or Jump in

153. Installing Good Habits
 Set yourself up to succeed (don’t join a
gym 35 minutes from home)
 Think addition, not subtraction (Montel
Williams fills up on healthy food to
reduce craving….spend more time with
kids, pick a hobby)
 Go for a PDA: Public Display of
Accountability
 Find a success buddy
 Competition and Camaraderie
 Celebrate

154. Dr. Martin Luther King…
“ The ultimate measure of
a man is not where he
stands in moments of
comfort and
convenience, but where
he stands at times of

156. Keep Doing
it

157. BE PATIENT

158. Group Work
 Identify your 3 best habits that support
your most important goals
 Identify your 3 bad habits that take
you off course
 Identify 3 new habits that you need to
develop to put you on track toward
you most important goal
 What’s your core motivation?
 Write down a concise, compelling
goal.

159. The power of momentum

163. How? This will sound
familiar…
(1) Make choices based on your goals
and core values
(2) Put those choices to work through
new positive behaviors
(3) Repeat those healthy actions long
enough to establish new habits
(4) Build routines and rhythms into your
daily disciplines
(5) Stay consistent over a long period of
time

164. ROUTINES =

166. Develop Routines
Why do you think in military
training they start with
making bed, shining shoes?
◦These soldiers can
instinctively act with precision
in the middle of chaos!

167. Any guesses on
why we have
everyone
memorize a
script?

169. 1996 Masters

170. “The secret of
your future is
hidden in your
daily routine!”
Mike Murdock

171. Why do you think
I start every day
singing?

172. Guess how
I finish
every day?

173. Bookend your days
You can always
control how you start
your day and how you
finish your day….

174. Cash out each day
 What needs to be forwarded?
 What is done and can be scratched off
the list?

175. Group Exercise
 What routines can we establish in the
morning and at the end of the day?

176. Choosing to be
consistent,
keeps
momentum
going

178. When a train is at stand
still, a 1 inch block of
wood and keep in from
moving. Once it gets
going 55mph if can
crash through a 5 ft
steel reinforced
concrete wall and keep

179. Register your Rhythm..
Behavior/
Action
Mon Tue Achieved Goal Net
5 additional
calls
X X 2 2 Smiley face
Endorse X 2 1 (1)
30 min
card
X X 2 2 Smiley face
1o min
read
X 2 1 (1)
Healthy
Breakfast
X X 2 2 Smiley
Face
Date Night
w/ spouse
X 1 1 Smiley face

180. GRADE YOURSELF
EVERY DAY!

181. The Power of Consistency
LA to Manhattan at 200 mph straight
through Vs.
LA to Manhattan at 500 mph stopping at
every stop
This trip will take 10
times longer!

182. What gets in
our way?

183. Why 40 calls
every day?

184. Influences
What
influences us?

185. (1)Input – what we feed our
mind
(2)Associations – people we
spend time with
(3)Environment – our
surroundings

186. What do we put into our
bodies
 Our brains have one agenda
__________
 Our brains will traffic to
_________
 We must control what goes into
our bodies!
SURVIVAL
NEGATIVE

187. Avoid the news?
 Replace with something else!

188. Enroll in “drive time u”
We can earn the equivalent
of a PHD in leadership,
sales success, wealth
building, relationship
excellence in the time we
spend in our car.

189. Who do you
spend most of
your time with?

190. Are they helping or hurting?

191. My 1st and 2nd sales team…

192. Who do we
want our
children to
hang out with?

193. Action
 Write down 5 people you spend the
most time with & list their main
characteristics…positive and negative!

194. May be hard…
But are their people we need to
disassociate with ?

195. Expand associations…
 To spend time with people who
possess positive qualities on areas we
want to improve

196. Find a peak
performance
partner

197. Change your
environment

198. Create a work space that you
want to work in…

199. Clean out your car….

200. Organization & FLYPP
Is it easier to keep our houses clean by
doing a little cleaning every day OR with
one fell swoop a big chunk of Saturday?
HOW DOES THIS MAKE YOU FEEL?

201. Organization & FLYPP
How about now?

202. CAN ORGNAZATION
IMPACT
YOUR ENTHUSIASM
TANK?

203. Action…
Write down 2 areas of life
you want to improve. Who
can you spend more time
with that will
support/foster/teach
growth?

204. ACCELERAT
E!!!

205. Ever hit the wall?
What does your body want to

206. Ever get or feel
stuck in a project?
What is the easiest
thing to do?

207. Lance Armstrong..”There is a
point in every race where a
rider encounters his real
opponent and understands
that it’s himself. In my most
painful moments on the bike,
I am most curious & I wonder
each and every time how I
will respond. Will I discover
my innermost weakness, or

208. Hitting the wall isn’t an obstacle…
It’s an
opportunity!!!

209. Multiply your results
 Once you push past the wall, push a
littler further, go a little longer
 Peaks & Valleys

210. Do the unexpected…
 Nordstrom
 Asked to clean the bathroom, clean
the hole house
 Send out Thanksgiving cards vs.
Christmas cards

211. NOW WHAT?
 Take immediate action
 Understand to get different results, we’re
going to have to do things differently
 Think back 5 years – are you where you
want to be?
 If not why?
 SIMPLE CHOICES
 Choose to not let the next 5 years be a
continuum of the last 5