January 21, 2019
In this blog, I want to talk about the power of a system and a machine that allows you to make money 24 hours a day, 7 days a week.
When I refer to building a system, I am reminded of a story about two brothers who were looking for a job on a small island that had some water flow issues. As the two brothers looked for a job, they finally found one carrying buckets of water from one of the few fresh wells to a huge feeding trough at a restaurant on the island. The one man looked at his brother and told him how lucky they were to have found work, and he thought it was amazing. He was so happy. He said, “Thank God we have a job!”
The other brother wasn’t so pleased. He looked at the blisters on his hands, felt the sunburn on his back and shoulders, and he said, “Are you kidding me?”
The first brother said, “We are better off than a lot of people are.” I agree with that brother. The positive brother had a bigger dream and was already thinking about building a pipeline that would take a long time to build, but one that would eventually supply water all over the island. What about that?
Yes, it’s going to take a long, long time to build, but that brother knew if they started working on it now (in other words, “MOVE”), then they could get it done over time and eventually live a better life.
We’ve all heard the saying, “inch by inch, anything’s a cinch.” We could take that approach and, inch by inch, put a pipeline in. Once this pipeline is completed, we would end up like the brothers who had an endless water supply on the island, only our pipeline would flow with money and not water. It reminds me of a person who is willing to put in extra effort and build a cash flow system of money coming in. Those brothers could have gotten more buckets or even bigger buckets, but that just leads to heavier loads and it’s still a temporary fix.
The pipeline is the best solution. Once you build one pipeline, a smart person would probably build a second pipeline too. From there, you continue to add more lines! It resembles playing games. Some people play checkers and there are some people that play chess. There are also people that play Hacky Sack. It’s just a matter of the level you are thinking on.
What level are you on?
Are you a planner?
Even if you are neither a thinker nor a planner, can you copy a system and strategy that has worked in the past? Can you take instructions on how to think long-term to build a pipeline that brings the water ($$$money$$$) in on a regular basis?
Often people say they don’t have the personality to build or run an organization. Much like the pipeline that we’ve built, it isn’t about the personality, it’s about the execution. It’s digging the hole to lay the pipe and having the right angle on the pipe that is important. Heck, you can learn to lay the pipe by following a simple blueprint.
That takes the personality out of the equation, and shows that a person with little charisma or personality can still build an organization. As a matter of fact, when you look at professional athletes, movie stars, or a particular business that is based on the personality or charisma, often times their careers and time in the spotlight is short lived. You probably think of Colonel Harland Sanders when you hear the name KFC (Kentucky Fried Chicken). The Colonel had the character, but you realize it was his sauce – 11 secret herbs and spices – and his chicken-cooking method that made his business successful.
It wasn’t his signature white suit, black tie, or white facial hair that he wore religiously until his death at age 90 that made him millions. It was the chicken and his ability to teach others how to mass produce it! The fact that it could be duplicated by others in thousands and thousands of stores worldwide is why you remember his personality. His image is what got him recognized, but it did not build system, machine, and the pipeline. Hard work and persistent effort is what got him the pipeline. Yes, it is tougher to dig the trench from the well to the restaurant than to carry the bucket, but it’s a one-time work and not a forever work. Even if you have to pay a plumber or fix leaks from time to time, it is minuscule maintenance compared to continually filling up buckets of water. A friend of mine once used the following analogy: If you are out in the jungle cutting weeds down, then it’s going to take forever to chop your way out of that jungle by yourself. Now, if we had a team of people, say our corporate staff or our leaders – all with machetes – then we could chop our way out much faster. What we are attempting to do is to cut away not just a path or country road, but more of a super highway of success. I mean a nice wide highway with concrete or blacktop, with clear yellow lines to follow, and blinking signs that lead the way.
What exactly are we trying to create? We want a business that doesn’t create negativity. We want a business with no confusion because when a person is confused they tend not to act. Chaos often creates misguided behavior toward other people. We do not want people acting with misdirected emotions. We desire uniformity and teamwork. People will get discouraged and quit if they see internal confusion. Our system is designed to help people hang on one more day for that this-might-be-the-day moment when the pipeline pushes through the last, hard rock blocking the path. We want to create a business where the money continually flows. You want to build a business where the pipeline (a proven system) is clear of all debris (confusion, chaos, and colossal catastrophes).
Rest assured, when you see a turtle on a fence post, the one thing you know for sure is that he did not get there by himself. That joker had some help from somebody or multiple people to get him off the ground and onto that post top. Our system was not built by a turtle, but it was built by many helping hands over time. Our leaders have spent hundreds of hours formulating the plan. It was manpower, consulting, and teamwork that built our system. We know it’s not perfect. We will tell you that right now, but it’s always evolving and changing. We take suggestions from our newcomers, as well as our veteran growers and builders. We are disciplined engineers, and we will test a program to see if it works. If it works, we will put it in our system.
As I looked at our company, I always asked people to keep it simple and do things based on the way I had seen success. When I studied other insurance companies, marketing companies, small general agencies and captive companies – big and small, I concluded that they didn’t seem to have a system. I don’t know of another organization that has a clear-cut description of how to run every aspect of their business like National Agents Alliance (The Alliance) does. I wanted to create a system in the life insurance and annuity business that was unlike any other. I wanted The Alliance to be a company that allowed a salesperson, an aspiring salesperson, or an aspiring franchisee to join us. I wanted a proven time-tested system that would help these people survive and even thrive.
There is no doubt that the next 20 years in this industry will offer the largest wealth transfer in the history of our country. Statistics show that the first Baby Boomer turned 65 on Jan. 1, 2011. For the next 19 years, 10,000 people are turning 65 every single day as the Baby Boomer Generation ages. That’s a lot of people, and they have a lot of money they need to do something with. We know this statistic is true: 100 percent of all people leave their wealth behind because they can’t take it with them. The Baby Boomer Generation is a huge market and a great opportunity for us to present retirement solutions to people who just do not know the best ways to protect their money. Our challenge is to teach them the proper way to transfer their assets to future generations, and to do so with the fewest tax consequences. The better our agents serve our clients, the bigger their own pipelines can become.
We have seen this kind of success in our organization from school teachers, mortgage brokers, bankers, secretaries, fast-food chain workers, horse trainers, engineers, athletes, and just about any other type of professional you can name. We have a system that anybody can tap into and have enough success where they can duplicate themselves to build a huge business; a business where they eventually have a duplication factor of 100 percent. Then, they will have created a factory of financial success and their own cash flow pipeline.
“Opportunities are usually disguised as hard work, so most people don’t recognize them.” – Ann Landers
“Opportunity is missed by most people because it is dressed in overalls and looks like work.” – Thomas A. Edison
POWER OF THE PIPELINE
- DUPLICATES – does not innovate
- Predictable as the day is long
- Momentum overcomes errors
- Scorecards and scoreboards are easy to watch
- A destination is clearly defined
- Organizations have exponential growth
- You make money while you make money … while you make money
- Expands nationally
- Creates urgency
- Builds capacity
- Takes the lid off limits
- Increases depth of understanding
- Leverages time
- Compounds the cash flow
- Smoothe out inefficiencies
- Changes people’s lives for the better