Go–Getters

Having a cleary defined ‘track’ to run on is crucial to

on-going Success. Confused people do nothing.
Become a regular monthly Go–Getter and massively
propel your ACN business forward!

1. Outline
Go-Getters are IBO’s who decide to propel this business forward with consistent phase 1 activity...
by personally doing a minimum of 20 Presentations per calendar month.

A presentation is:-
a) Presenting the ACN 1-10 overview to an individual or small group of prospects at the same time.
b) Presenting the 1-10 at a PBR for yourself or a Team Member, regardless of the number of guests, counts
as one presentation.
c) Presenting the 1-10 over the phone via voice call or webinar.
d) Presenting the 1-10 via 3-way call.
e) Presenting or attending the 1-10 at a BOM does not count
If a Team Leader is doing the entire, or major part of a presentation on behalf of a newer IBO, obviously
that will count as a presentation for the Team Leader.

2. Go-Getter Recognition
a) Each calendar month a list of Go-Getters who achieve the minimum of 20 presentations will be
recognised publicly, ie weekly Team Call, emails, website.
b) All IBO’s who meet the Go–Getter requirement for a period of *3 consecutive months, will qualify for
special recognition, PLUS a free Winners World Team Dinner at the following ACN International Event or
similar celebration event.

3. Recording
a) Team Leaders will collate results on the “Go-Getter Recording Sheet” on a weekly basis.
b) There will be a special Go-Getter Conference Call each week.
c) It is expected that all particpants will:
i) achieved a minimum of 50 Personal Customer Points.
ii) be registered for YBA.
iii) be pre-registered for the next upcoming International Convention.

4. Go-Getter Boot Camp

As part of an IBO's daily Phase 1 activity, IBO’s may wish to participate in the “RVP Project Calls,” Team
Co-Coordinators may be independently conducting as they strive for the postion of RVP. These brief 15
minute calls (Mon to Fri) are for IBOs to report and acknowledge their piquing activity from the past 24 hrs.
This is a tremendous tool for increasing your Phase 1 activity to boost your Go–Getter results.

5. 20 Club
Success is the result of daily discipline. IBOs may track their own daily activity using the '20 Club' scoring
system. Scoring ‘Points” as follows:
Phone call = 1 point
Contact = 2 points
Cancelled Appointment = 3 points
Presentation = 4 points
New IBO = 5 points
To comprehend the full power and value of the 20 Club System, you need to read the 20 Point Point
System to Success by Carey Hauenstein written in 1989.
* any 3 consecutive months between International Events
Note: This is a team building exercise, a challenge and a voluntary commitment that Independent Business Owners can choose to enter.

in to. 1/3
 arey Hauenstein, 1989 “The objective is to score twenty
President of MDRT, delivered points each and every day.
the keynote address at Conven-
tion ‘89, yet Carey doesn’t sell life Phone call = one point.
insurance. Sounds odd? Well, not really. Contact = two points.
Carey just has a alternative way of Cancelled interview = three points
looking at the insurance business. Meeting = four points.
In Carey’s view, he identifies a need Sale = five points.
and provides a range of solutions to a And that’s it!
client’s financial requirements.
”This system takes a complicated
Hailing from the small town of business and breaks it down into little,
Laurel, population 20,000, in America’s bite-sized goals that we can achieve
deep south, Carey’s address put to rest each and every day.
the adage of small town, small business.
In fact, he is one of seven MDRT’s in “If you make a telephone call to
the town of Laurel. secure an interview, you earn one point.
Whether the person you are calling is
There must be a great lesson in those there or not. If you make a call, contact
statistics and, as Carey said, we have to your prospect and set up an interview
conclude that we are in a business that you get two points total. Even if your
has great potential for all of us. If it is prospect cancels, you still earn your
true of Laurel, then the same should go points. Why? Because you prepared for
for Nowra, Alice Springs, Geraldton or that sale. You learned something.
Mount Gambier.
”If you go ahead and have the
Carey’s address included a number of interview - a face-to-face interview in
other truism, including the fact that the which a need is discussed that could
life insurance business cuts across all require the purchase of a product you
cultures, all nations and all ethnic group. sell...you earn tour points.
And as life agents, we all face the “Finally, if a sale is made and the
same two basic problems every day. application signed, five point. And
One finding enough people to call on. that’s the top score you can earn.
And two, making ourselves make the
call. ”The objective is to earn twenty
points every day by any combination of
And, in this business, another univer- those activities. And if you earn 25
sal is rejection. Lots and lots of points in a day, that is great. That’s a
rejection. The single biggest reason so bonus. But it doesn’t mean you can
many people in our business fail is come back the next day and only earn 15
because they cannot stand rejection and points.
they cannot catalog it in their minds that
the rejection is not aimed at them YOU MUST EARN AT
personally, but at what they are trying to
sell. LEAST 20 POINTS
The Golden System EVERY DAY.
“Every day that I went to work and
Carey has been in the business for earned my twenty points, I went home a
almost thirty years. In his early days he success, I fulfilled my responsibilities to
developed a simple system both for myself, to my family and to my
coping with rejection and for making company.
those all important calls.
”And if I didn’t make a sale that day,
Of course, to be successful you have it didn’t matter. No guilt trip. No guilt
to do more than just minimi se rejection.
trip even if I didn’t have an interview.
You have to maximize activity. Some people get upset if they don’t get
And that is where Carey’s system an app a week or an system app a day or
comes in and, as it is his story, we’ll let whatever. But with my , I never
the great man tell it in his own fine had to worry about apps.
words. “I built my business by this system. I
“My system is nothing original It’s lived by it. Then I got.and successful and
bits and pieces of things I learnt from rich and fat and dumb.. then I quit!
others and put into a simple system for ”Of course, I went back to my roots
myself to use. and my system. In three months, I went
” Early in my career, I used it all the from zero to my formerthis level of
time and it helped me keep my business. “So not only does system
-
perspective....which is easy to lose when work, it works at any level of produc
you’re working all alone in a small town tion.”
away from supervision, “I here now, you see, it can be done.
is
“This system helped me keep on the The System may be easy, the work
right tract. It’s very simple, but it works. not.
It really works. It will maximise See you at next years MDRT.
activity, minimise rejection and increase
sales. I guaran tee it.

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 Go–Getters RECORD IBO: ____________________________ Date: ________________
1 2 3 4
Prospect Name: Phone No.
Date: _______________ Date: _______________ Date: _______________ Date: _______________
1. ___________________ ______________
Time: _______________ Time: _______________ Time: _______________ Time: _______________
2. ___________________ ______________
PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other
3. ___________________ ______________
5 6 7 8 4. ___________________ ______________
Date: _______________ Date: _______________ Date: _______________ Date: _______________ 5. ___________________ ______________
Time: _______________ Time: _______________ Time: _______________ Time: _______________ 6. ___________________ ______________
PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other 7. ___________________ ______________
8. ___________________ ______________
9 10 11 12
9. ___________________ ______________
Date: _______________ Date: _______________ Date: _______________ Date: _______________
10. __________________ ______________
Time: _______________ Time: _______________ Time: _______________ Time: _______________
11. __________________ ______________
PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other
12. __________________ ______________
13 14 15 16 13. __________________ ______________
Date: _______________ Date: _______________ Date: _______________ Date: _______________ 14. __________________ ______________
Time: _______________ Time: _______________ Time: _______________ Time: _______________ 15. __________________ ______________
PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other 16. __________________ ______________
17. __________________ ______________
17 18 19 20
18. __________________ ______________
Date: _______________ Date: _______________ Date: _______________ Date: _______________
19. __________________ ______________
Time: _______________ Time: _______________ Time: _______________ Time: _______________
20. __________________ ______________
PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other PBR/1on1/3-way/other

Sheet No: _____ of: ____

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