2. "Clone" Effect

Now, let me move on to the 2nd Strategy that I’ve adopted on my path to success, which has proven to yield the best results:

Strategy 2: “Clone” Effect

Hire your own secretary. Do what you do best and delegate the rest. I hired my first full-time secretary in my first full year of business and achieved my MDRT in 10 months. I have seen many advisors who, even after 10-15 years in the business, are yet to have their own secretary and still do all the paperwork.

I pay in the region of $50,000 per annum to my secretary. Many will have the mindset to save this amount and do all the non-profitable tasks. To me, it was the necessary investment to increase my income to at least 2 to 3 times more than the rest.

In the year 2023, I took part in 6 physique bodybuilding competitions. I trained every morning from 8.30am to 1.30pm. This leaves me with half a day to work and see my clients. Please remember I am a single parent and I had 2 kids to pick up from school and coach. Take note, I won 5 top awards in the sales industry in 2023.

How did I achieve this? The first method was Strategy 1 – Double Impact as I had already mastered the art of working half a day and creating a whole day effect.

Secondly, it was the implementation of Strategy 2 – Clone Effect. I trained my secretary to the highest level. To be honest, she was more knowledgeable than most advisors in the field. She prepares all my presentations, handles my claims, manages premium renewals, and makes client calls when I am in the gym. This ensured I was in no way affected by my passion. I was technically still working.

When I was overseas 17 times in 2023, she doubled up as my clone and worked on my time zone. All my clients were not aware I was overseas as all their queries and concerns were addressed with maximum precision. This allowed me to multitask and yet excel in them.

As salespeople, it is very important that your focus should only be on REVENUE GENERATING activities, which will be my 3rd Strategy. It may be time for all of you to revisit your time allocation chart. Where is your time spent on a daily basis? How much percent on Revenue generating activities and how much percent on FEEL GOOD activities which do not create any value proposition?