Planning is the Key

1. Planningis the Key PLANNING is the Key No one ever plans to fail. People fail because they simply failed to plan. 1

2. D.O.M.E. PLANNING FORMULA Where Am I Now? Where Do I Want to Go? How Do I Get There? How Am I Doing?

3. HOW PROPER PLANNING SHOULD WORK GATHERING Facts and Objectives ANALYZING Information Your Estate Planning Team Accountant, Attorney, Life Underwriter, Trust Officer, Financial Consultant IMPLEMENTATION of Your Plan Your

4. The Planning Steps Where Am I? Estimate and evaluate your present situation. Be honest. Determine your strengths and weaknesses. Look objectively at the goals you’ve been striving for—a promotion, your own business, more money for that dream car or college tuition. List your resources— training, experience, flexibility, etc. Write down how many goals you’ve achieved so far. Where Do I Want to Go? Set and define realistic, worthy goals. From your list of present goals, focus on one overall, major goal. Then imagine yourself succeeding. Aim high, have great expectations, but still be practical. As you envision yourself achieving your goal, crowd out all negative, fearful thoughts, and have faith in yourself. What Am I Going to Do? Develop a complete action plan Be specific. Determine how many hours you will spend on each activity, or how many times per week or per month you will work on a particular project. Each time you follow through, you will increase your self-confidence, and gain momentum to overcome obstacles and circumstances. When Will I Get There? Decide on a timetable. Set absolutes for yourself—calling more prospects by Friday, finishing a report by the 15th of the month, increasing your sales volume by 15% within 3 months. Terms like “about” or “sometime” won’t do. If you commit yourself to a deadline, you will avoid procrastination and have a schedule to check so you can note your progress. 4

5. It’s Not Too Late The beginning of planningis the end of confusion. The end of confusionis the beginning of achievement. The beginning of planningis the end of confusion. The end of confusionis the beginning of achievement. The important thing is to get started,for it is not too late to begin planning;it is also never too soon. 5 The important thing is to get started,for it is not too late to begin planning;it is also never too soon.

6. “Nobody can really guarantee the future. The best we can do is to size up the chances, calculate the risks involved, estimate our abilities to deal with them and then make ourplans with confidence.” - Henry Ford II 6

7. A Goal Without a Plan . . . is a Dream 7

8. If you don’t knowwhere you’re going,any road will take you there! 8

9. Cheshire Puss,she began, rather timidly, as she did not at all know whether it would like the name: however, it only grinned a little wider. Come, it's pleased so far,thought Alice, and she went on. Would you tell me, please, which way I ought to go from here? That depends a good deal on where you want to get to,said the Cat. I don't much care where—said Alice. Then, it doesn't matter which way you go,said the Cat.- Alice in Wonderland

10. The is no gunnerever became a sharpshooter without aiming forthe Bull’s Eye! 10

11. 11 Allocating Time 52 : 4 13 Out of 365 days this year, there are: ? Holidays 52 Saturdays 52 Sundays ? Vacation Days 365 less ____ ? How much time is left for you to accomplish your income goal this year?

15. - Isaac S. Kibrick,President of the 1935 NYLIC Top Club SOURCE: NYLIC Educational Course, Chapter 2 - Self-Management Self-Management The hardest part of our business is the struggle with ourselves- self-management. It is easier to work in an office and to follow a routine set for us by other people than it is to manage our own time and self wisely. No one is 100% efficient, and I feel that our success is in direct proportion to the measure in which we have learned to analyze ourselves and our shortcomings. Self-management is indeed a hard struggle. With it, of course, should go faith in one's own self and one's capacity, as well as faith in one's business. All of us use only a very small portion of our capacity. There is such a temptation to "take it easy" and to be "satisfied" at times. But dissatisfaction with oneself, if not overdone, generally leads to improvement. As I grow older, I know that there is only one real competition we have and that competition is with ourselves. We place our own value with our own time.

16. YOU BE THE JUDGE OF YOUR ANNUAL STATEMENT Soon after the close of each year, the companies report to the public on their conduct of business during the year just ended. These reports are called "Annual Statements." They are interesting readings. Did you ever draw up an annual statement of You, Inc.? That, too, would be interesting reading. You would probably want to put into it answers to the following questions: 1. What reserves of courage and confidence do I own ? 2. How much interest have I shown in organizing myself for more effective results ? 3. How carefully did I invest the time which was mine last year ? 4. What was the mortality rate on the plans I made to do a more satisfactory results ? 5. Have I paid all claims promptly or are there still many promises which I have made to myself, my family, which are in arrears ? 6. To what extent have I diversified my prospecting efforts ? 7. Am I in balance so far as my life program is concerned- between what I have accomplished and what I hope to accomplish, etc.? And the most important question of all, - “When I submit my Annual Statement to the Commissioner, what will he say ?” If you shudder at the thought of making up an annual statement covering these and other points, that is good. For that's a fine starting place in the right direction for the right kind of annual statement for you, too. The nice part about each New Year is we can spell it as a new opportunity. - Paul Speicher

17. ATTAINMENT There's no thrill in easy sailing,When the skies are clear and blue;There's no joy in merely doing,Things that anyone can do;But there is some satisfaction,That's mighty sweet to take;When you reach a destination,That you thought you'd never make.

18. THE DREAMER I once knew a man who would figure and plan the deeds he intended to do. But when the time came to get into the game, he never put anything through. He would dream with a smile of the after-a-while, and the deeds he would do "pretty soon." He was all right at heart, but he never would start, he never could get quite in tune. If he would have done half the things he begun, he'd be listed among those of fame, but he didn't produce, he was of no use --- good intentions don't win the game. It is easy to dream, to plan, to scheme, and let them drop out of sight, but the man that puts through what his dreams bring to view, is the man who does win the fight.

19. The start of a new year is like a marathon, there are multitudes of entrants, but at the finish line, there are but a few. The trek for new lands begins with hundreds, and ends with a handful-- the pioneers. For every Lewis and Clark, Edison, Curie, or Marconi, the pages of progress are strewn with thousands of unknowns, the nameless others who merely started. Speaking recently to an animated group of young men, a businessman expressed on them this vital need-- the need to finish, to complete, to stop only at the end. “It's easy to start," he admonished. "Starters are usually crowds. All around one are enthusiasm, freshness, the first strong impulses to achieve. But wait till these early incentives have faded... till the going gets harder, the companions fewer, the labor heavier, the pathway ahead lonelier. There is where the man who can keep on- stands out like a big tree on a little hill." All endeavor calls for this ability to tramp the last mile, shape the last plan, endure the last hour's toil, make the last sacrifice that alone earns a lasting reward. The "fight-to-the-finish spirit" is the one human characteristic that has brought us finally out of barbarism into our present day civilization. If you will face the future as "finishers," that future holds nothing you cannot attempt and accomplish ! " WANTED:“ FINISHERS "

20. When you get what you want in your struggle for wealth,And the world makes you King for a day,Then go to the mirror and look at yourself,And see what the man has to say. For it isn't your father, your mother, or your wifeWhose judgment upon you must pass;The fellow whose verdict counts most in your life,Is the man looking back from the glass. He's the fellow to please, never mind all the rest,For he is with you clear up to the end;And you have passed the most dangerous, difficult test;When the guy in the glass is your friend. You may be like Jack Horner and chisel a plum,And think that you are a wonderful guy;But the guy in the glass says: " You're only a bum,"If you can't look at him straight in the eye. You can fool the whole world down the pathway of years,And get pats in the back as you pass;But your final reward will be heartaches and tears,If you've cheated the guy in the glass. The Guy in the Glass

21. You're measured as a workman by just the things you doWhen there's nobody looking and no one knows but youYour only real value is what you think and sayWhen no one ever hears it and the sham is stripped away. Your power is determined by simply what is foundTo be your code of honor when no one is aroundYour character is founded without the slightest doubtOn just your course of action when no one will find out. You're rated, just remember by only what is trueNo matter what the seeming of all you say and doFor truth can not be covered and so we stand or fallJust by the fundamentals of what we are - that's all.

22. You are the fellow Who has to decideWhether you'll do it Or toss it aside;You are the fellow That makes up your mindWhether you'll lead Or will follow behind;Whether you'll try The good that's afar,Or be contented to stay Where you are;Take it or leave it,There something to do;Just think it over, It's all up to you.

23. U R O Y C O T R U A R H S E C THE YEAR AT HIGH NOON The year glass now turns at the half-way mark reminding us that only six months of the year lie ahead. You can stop all the clocks and throw away all the calendars, but time moves on steadily; the seasons come and go, and the golden locks of the baby become the white hair of an old man. Six months of the year are gone. Good or bad, they are gone. If they were good months, don't let their record blind you to the problems that lie ahead. If they were bad months, then remember that the coming six months won't be much different unless there is a change, not in Moscow or in London or in Paris or in Berlin, but in you. Unless each day marks "something accomplished, something done," six months from now will find you about where you are now. And to be just where you are- six months from now means that you will be abort on your account with time. To be abort in "cash accounts" means the penitentiary for the bookkeeper; to be short in "time accounts" is little less of a crime, and the fact that many men are guilty of that crime, excuses no man. Lives are made up of hours. The majority of lives simply slip away by days and years until death stops the sacrifice. Time cannot be accumulated and cannot be mortgaged. It must be used as it passes, hour by hour and day by day. Into the work of the next six months, place the fire of enthusiasm and the will to win. A half-baked loaf of bread requires as many ingredients, as much kneading, and as much room in the oven as the loaf that is a success. What it lacks is just a little more fire. Set the goal you want to reach by December 31st. And then, travel straight toward it ! - Paul Speicher

24. You Need to Act “ But even if you are on the right track,you’ll get run overif you just sit there.”- Will Rogers

25. SynergiaBusiness Presentations Joaquin “Duke” G. Wilwayco8301 Ephraim Road, Austin, TX 78717Phone: (512) 799-2999 Fax: (512) 671-6377Email: dgwilwayco@aol.com