GAMA International Journal January-February 2014 - 71

How do you instill confidence
in your advisors?

A:

through lifelong
learning. The more we learn,
the more confident we become.
confidence gives us courage.
courage is what helps us to make
the calls to people at the next
level. cLu and chFc are about
gaining confidence as well as
knowledge. I have never met a rep
who didn't feel a lot better about
himself or herself after adding those
credentials.
- Harry Hoopis

A:

A:

help the advisor understand the
expectations of marketing and sales
activity. A confident advisor will believe
in the law of activity numbers and be
motivated when their results are in line with
the proven success ratios of the greatest
opportunity in the free-enterprise system.
- Burr Anderson

A:

surround them with support
systems and people who have
proven track records of success in our
industry. provide specialty product training
and selling-systems training. Teach
advocacy. use the Sandler Training sales
system. Give out copies of Joe Jordan's

A:

provide modeling for the
advisor through on-the-job training
for whatever skill is being taught. If it's
recruiting, have them recruit with you. If
you are opening a case, have them assist.
- John Brooks

A:

bE TRANSPARENT and open with
current issues. Work with advisors
to help them figure out solutions to their
own problems. put them in scenarios
where they can succeed.
- Jeff Engebose

have a Question?
We want to hear from you.
Submit your question to
gij@gamaweb.com, and
we will answer it in the pages
of GAMA International Journal.

© Leo Lorenz /The new Yorker collection/www.cartoonbank.com

three factors are
key: (1) Make advisors
feel important by including them
in meetings and helping them
embrace your culture. (2) Schedule
and conduct regular one-on-one
sessions with them to ascertain their
struggles, successes, needs, and

expectations. (3) build a positive mindset by providing a "can-do attitude"
in your individual actions. Actions do
speak louder than words.
- Herman Dixon

Living a Life of Significance. You instill both
skills and a passion for our industry so new
agents can be confident and successful.
- David Ayres

le ade rs' Q & A

Q:

"Thanks, Pop, but today's kids don't want money,
they want leadership.'"
january/february 2014

71



GAMA International Journal January-February 2014

Table of Contents for the Digital Edition of GAMA International Journal January-February 2014

Inside GAMA International
Inside GAMA Foundation for Education and Research
Washington Watch
Leading Indicators
The Agent Relationship: Keeping It Personal
The Winning Business Plan
Beyond Referrals
LAMP '14 Preview
President's Message
CEO Corner
Have You Read
LoTT Spot
Leading From The Front
Leaders' Q&A
Index of Advertisers
TOP 10
GAMA International Journal January-February 2014 - C1
GAMA International Journal January-February 2014 - C2
GAMA International Journal January-February 2014 - 1
GAMA International Journal January-February 2014 - 2
GAMA International Journal January-February 2014 - 3
GAMA International Journal January-February 2014 - 4
GAMA International Journal January-February 2014 - 5
GAMA International Journal January-February 2014 - 6
GAMA International Journal January-February 2014 - Inside GAMA International
GAMA International Journal January-February 2014 - 8
GAMA International Journal January-February 2014 - Inside GAMA Foundation for Education and Research
GAMA International Journal January-February 2014 - 10
GAMA International Journal January-February 2014 - Washington Watch
GAMA International Journal January-February 2014 - 12
GAMA International Journal January-February 2014 - 13
GAMA International Journal January-February 2014 - 14
GAMA International Journal January-February 2014 - Leading Indicators
GAMA International Journal January-February 2014 - 16
GAMA International Journal January-February 2014 - 17
GAMA International Journal January-February 2014 - The Agent Relationship: Keeping It Personal
GAMA International Journal January-February 2014 - 19
GAMA International Journal January-February 2014 - 20
GAMA International Journal January-February 2014 - 21
GAMA International Journal January-February 2014 - 22
GAMA International Journal January-February 2014 - 23
GAMA International Journal January-February 2014 - 24
GAMA International Journal January-February 2014 - 25
GAMA International Journal January-February 2014 - 26
GAMA International Journal January-February 2014 - 27
GAMA International Journal January-February 2014 - 28
GAMA International Journal January-February 2014 - 29
GAMA International Journal January-February 2014 - The Winning Business Plan
GAMA International Journal January-February 2014 - 31
GAMA International Journal January-February 2014 - 32
GAMA International Journal January-February 2014 - 33
GAMA International Journal January-February 2014 - 34
GAMA International Journal January-February 2014 - 35
GAMA International Journal January-February 2014 - 36
GAMA International Journal January-February 2014 - 37
GAMA International Journal January-February 2014 - Beyond Referrals
GAMA International Journal January-February 2014 - 39
GAMA International Journal January-February 2014 - 40
GAMA International Journal January-February 2014 - 41
GAMA International Journal January-February 2014 - 42
GAMA International Journal January-February 2014 - 43
GAMA International Journal January-February 2014 - LAMP '14 Preview
GAMA International Journal January-February 2014 - 45
GAMA International Journal January-February 2014 - 46
GAMA International Journal January-February 2014 - 47
GAMA International Journal January-February 2014 - 48
GAMA International Journal January-February 2014 - 49
GAMA International Journal January-February 2014 - 50
GAMA International Journal January-February 2014 - 51
GAMA International Journal January-February 2014 - 52
GAMA International Journal January-February 2014 - 53
GAMA International Journal January-February 2014 - 54
GAMA International Journal January-February 2014 - 55
GAMA International Journal January-February 2014 - 56
GAMA International Journal January-February 2014 - President's Message
GAMA International Journal January-February 2014 - 58
GAMA International Journal January-February 2014 - CEO Corner
GAMA International Journal January-February 2014 - 60
GAMA International Journal January-February 2014 - 61
GAMA International Journal January-February 2014 - 62
GAMA International Journal January-February 2014 - Have You Read
GAMA International Journal January-February 2014 - 64
GAMA International Journal January-February 2014 - LoTT Spot
GAMA International Journal January-February 2014 - 66
GAMA International Journal January-February 2014 - Leading From The Front
GAMA International Journal January-February 2014 - 68
GAMA International Journal January-February 2014 - 69
GAMA International Journal January-February 2014 - 70
GAMA International Journal January-February 2014 - Leaders' Q&A
GAMA International Journal January-February 2014 - 72
GAMA International Journal January-February 2014 - Index of Advertisers
GAMA International Journal January-February 2014 - 74
GAMA International Journal January-February 2014 - 75
GAMA International Journal January-February 2014 - TOP 10
GAMA International Journal January-February 2014 - C3
GAMA International Journal January-February 2014 - C4
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