DISCLAIMER
This book is intended for internal use only, not for public dis¬tribution. No part of this book may be reproduced in any form, except for educational and training purposes within the company.
No statement illustration, graph, or other representation in the training manual is intended to form a contractual agreement or to modify or to supplement any existing contractual agreement between the company, the author, and the members.
Illustrations in the manual of how recruiting others to join our organization can affect commissions of members are not a representation of past or projected future earnings of the members.
The System Builder is intended as a guide to help an agent through the process of building a sales organization. Only li¬censed individuals may speak about products and services offered. Sales are made based on the needs, product suitability, and affordability of the clients.
The Personal Financial Strategy is a customized suitability and needs analysis. The analysis is based upon information
obtained from sources believed to be reliable and accurate. Members are not required to purchase any product or service of any kind in exchange for becoming or remaining a member.
While many people have experienced successful careers, this book represents individual member experiences. As each indi¬vidual differs, so are his/her specific results. Work ethic patterns, activity levels, and dedication all play significant roles in deter¬mining the outcome that one may achieve and in his/her ability to control his/her destiny on an ongoing basis. This statement is not intended to nor does it represent that any current member's individual results are representative of what all participants achieve when following the information contained in this book.
The author and publisher shall have neither liability nor responsibility to any person or entity with respect to any loss
or damage caused, or alleged to have been caused, directly or indirectly, by the information contained in this book. This book is sold with the understanding that the publisher and author are not engaged in rendering legal, accounting, or other professional advice or services.
PREFACE
It may sound strange, but even though I grew up in the business, I never really knew what my parents did, and honestly, I never cared to know.
When I first started going to the meetings, I thought the people in the business were a bunch of weirdos. These people worked on Friday nights and Saturday mornings. They had to be crazy. And at conventions, people who looked like adults danced on chairs, wore the same shirt three days in a row, and shouted like cheerleaders. Weird is an understatement.
So when my parents asked me to help out by taking pictures at the annual convention, I came into the event as a skeptical photographer. But I left a true believer.
What I saw amazed me. I saw doctors, lawyers, and engineers abandon their status and security for a
dream and a mission. I saw women, minorities, and immigrants leading the doctors, lawyers, and engi¬neers. I saw equality, empowerment, and a passion for a meaningful cause. I saw a business of people helping people. And I too wanted to lend a helping hand.
When the convention was over, I found myself not wanting it to end. I asked my parents when the next convention would take place. They told me March. I'd have to wait two months!
Then it hit me. People are willing to give up their weekends, spend their hard-earned money, and fly across the country to learn how to be successful in
this business. "They need this information badly,"
I thought, "and they need it all the time, especially new people joining the business everyday."
With that in mind, I proposed that my dad gather all of his knowledge and experience into a book, so that anybody, even the newest person, could shorten their learning curve and start building their business as fast as possible.
My dad thought it was great idea. In fact, he told me
that for a long time he had wanted to write a book about how to build a successful business through the system.
Due to space constraints, it was impossible for us to cover every topic of this business. But we tried our best to include the issues most relevant to the entre¬preneurs who are out in the field making a difference for families and building their businesses every day.
In this third edition, we updated this book to account for the changes and improvements to the system over the last few years with materials collected from meet¬ings, conventions, and trainings in the U.S., Canada and Asia. While some chapters were deleted and oth¬ers added, the purpose remained the same-to keep it simple-so that the team can continue to build a new generation of System Builders.
In concert with the spirit of the team, the creation of this book was a team effort. Many thanks to everyone in the team and the home office for their contribu¬tions and feedback.
NICK NGUYEN Editor
INTRODUCTION
It is a dream to have another book about our business. For the past several years in this wonderful business, we have been lucky to have all of our brochures, presentations, tapes, and training manuals prepared by the company. These materials enable us to grow and build our businesses.
As much help as these materials provide, it is still just a beginni'ng. There is a tremendous, insatiable need for more information, considering all the thousands of new team members attending our meetings and conventions to learn, to know, and to succeed.
While writing this book, I reviewed the notes taken over the years by our builders. I was in awe of the golden nuggets left idle in these notebooks. Inside, there were great ideas, quotes, and stories del ivered by many speakers, including myself, that need to
be shared.
My career was shaped and influenced by perhaps the best system builders in our industry. The writing of this book is therefore a celebration as well as an appreciation of the great leaders and builders from whom we have all benefited.
On this wonderful journey, it is the team to whom I devote my life. I wonder sometimes how lucky I am to be able to associate myself with the best people on the planet. They not only make up one of the best
teams in the industry, but they also set a prime example of courage, sacrifice, and people helping and car-
ing for each other. This is a book of our team, by our team, and for our team. You are my heroes.
It is also very rewarding for me to have Nick contribute to this work. It is a dream of businesspeople around the world to have their family involved in the business.
We kept this book simple, as is the nature of the system builder. For those system builders who have committed your life to this incredible journey, I am so excited about our future together. You are definitely the right people, at the right place, at the right time, doing the right thing-building a system that will change the world.
Your teammate,
XUAN NGUYEN System Builder
teams in the industry, but they also set a prime example of courage, sacrifice, and people helping and car-
ing for each other. This is a book of our team, by our team, and for our team. You are my heroes.
It is also very rewarding for me to have Nick contribute to this work. It is a dream of businesspeople around the world to have their family involved in the business.
We kept this book simple, as is the nature of the system builder. For those system builders who have committed your life to this incredible journey, I am so excited about our future together. You are definitely the right people, at the right place, at the right time, doing the right thing-building a system that will change the world.
Your teammate,
XUAN NGUYEN System Builder
"DO IT RIGHT"
"DO IT WITH PRIDE"
FAST START JOIN - OWN - SHARE
• Start Licensing
• Develop a Prospect List
• Match-Up for Field Recruiting (BMP+BPM)
• Finalize your Personal Financial Strategy
••
QUALIFY FOR MD
Build a large base with 10, 15 and 20 MD Clubs
QUALIFY FOR EXECLUB
3 DIRECTMDs
Be coached by system Builders to become CEO-MD and build a large team of MDs
For internal use only Not for use with the public.
-RECRUIT 3 QUALIFY FOR MD CLUB
Build 3 MD Club legs:
Level 1: 1 MD Club Leg Level 2: 2 MD Club Legs Level 3: 3 MD Club Legs
If you want to be big, you don't want a talented person in your team. You want a system builder.
THE SYSTEM BUILDER - THE ULTIMATE ENTREPRENEUR Your main purpose is to build a large team and a big business, and you must build it through the system.
h's TOUGH TO BUILD THE SYSTEM
Like a railroad track, it's a pain to build the track. But when it's done, it's easy to run on. Likewise, it's hard to set up a system in your hierarchy, but when it's set, the team can grow bigger, faster. Building
a team that follows the system takes tremendous discipline and sacrifice.
FOLLOW THE SYSTEM
You must master the system and follow the system religiously. If you want your team to copy you, you can't follow it once in a while. You must do it all the time.
"You must create a culture of discipline to follow the system. "
A SYSTEM CREATES DUPLICATION AND MULTIPLICATION If your first generation duplicates you, your second generation will duplicate your first, and your third wi II dupl icate your second, and on and on. That is duplication and multiplication.
"Systematize to multiply!"
YOUR H IGHWA Y TO SUCCESS
The system shows you step-by-step exactly what you need to do to arrive to your destination. Building your business without a system is like driving a car without a map or directions.
WITHOUT THE SYSTEM
• Confusion
• Frustration
• Chaos
• Internal Conflict
• Uncoachability
• Unteachability
• Discouragement
• Quitting
SUBMISSION TO THE SYSTEM
The system is the product of thousands of people's efforts, many years of accumulated experience, and a few million mistakes. It has consistently been proven to be effective and has produced great success for many bu i Iders. Of course, no system is perfect-espe¬cially a system that intends to build people.
Don't try to change the system until you've under¬stood and mastered it. That's like buying a McDon¬ald's and tailoring it to your own tastes and style. Ev¬erything we do, the way we build-there is a reason behind it. Be a student of the business.
"You run the system.
The system runs your business. "
