Vol. 2 | Issue 2 | Q2 2007
ARE YOU IN THE RETIREMENT ® Develop a RED ZONE Team Ego The five years before and five years after you retire. At Prudential, we call it The Retirement Red Zone.® It’s a time when decisions about your retirement assets matter more. And there’s less room for error. and WIN! Prudential’s free Retirement Red Zone guide will help you start thinking about the critical issues facing you and your retirement savings—and how you can make today’s annuities an effective part of your Retirement Red Zone strategy. Conquer Team DYSFUNCTION www.RetirementRedZone.com Working Well with Others: The Most Important Skill to Master
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Q2 2007 OPPORTUNITY | 1 Opportunity Magazine Q2 2007
page 30 Team
by Patrick Lencioni
ONTENTS 17 W hat Matters – RAISING UP LEADERSC by Rich !awley !e Five Keys to Unlocking Leadership Potential Departments 19 L ead from the Front – The Pursuit of Excellence by Ed Mylett Contributors 5 Change Your Life and Your Career by Dedicating Yourself to Greatness Every Day From the President 7 23 G iving Back – ONE CHILD AT A TIME In Brief 9 X uan & Hoa Nguyen and !eir Teammates Help Underprivileged Children in Opportunity Asks 10 Southeast Asia Build a Brighter Future Washington Watch 12 27 N o Family Left Behind® – A HELPING HAND Quotables 13 Rich Cunningham Went Home to Help the People He Grew Up with Get a Tools of the Trade 15 Financial Leg Up Inspired Reads 16 44 D reams Realized – HOME SWEET HOME Carl & Donna Meldrum Built a Dream 20 Years in the Making 47 H ome Team – SIDE BY SIDE CHAMPIONS
Liz & Rudy Zetazate Share a Marriage, a Business and a Passion for Helping SVC Promotions 50 Families FVC Promotions 58 CEO MD Promotions 59 – Found a Career I Love and How I … EMD Promotions 61 64 M ade My Mother Proud SMD Promotions 61
Yvonne Mei Changed Her Life when She Changed Her Career QMD Promotions 61 $100,000 Ring Earners 63
Q2 2007 OPPORTUNITY | 3 2 | OPPORTUNITY Q2 2007 OPPORTUNITY ONTRIBUTORS FEATURES 3 6 C Byron Anderson is the perfect Washington insider to author Opportunity’s “Washington Watch” column (see “New Congress Pursuing Ambitious Agenda,” pg. 12). Byron joined AEGON in July 2006 as Assistant Director of Federal Government Relations in Washington, ONE TEAM, D.C. where he advocates for AEGON before the U.S. Congress and the various federal agen- cies with financial services oversight. Previously, Byron served in the Bush Administration ONE DREAM where he managed the Department of Agriculture’s Federal Crop Insurance Program. He has been engaged in government relations for 30 years while working for the U.S. Congress, trade How to Build Team associations, and other insurers. He and his wife, Mary, live in Chevy Chase, Md. Their daughter is a high school senior Ego and Move from and their son is a senior in college. 33 Being Good to Great One of the things John Christensen does for a living is help people get fishy. An interna- tionally recognized filmmaker, best-selling author and CEO of Charthouse Learning, a leading film and training company, John and his team captured the passion and engagement of a TEAM !e only basketball coach to local Seattle fish market and developed a program to help individuals and businesses boost morale, increase productivity and have fun in a film called FISH!. The film quickly became a lead three separate teams worldwide phenomenon and a best-selling book. John discusses his teamwork philosophy OVER to the NCAA Final Four, and his favorite fish in this quarter’s “Opportunity Asks,” feature (pg. 10). Coach Rick Pitino reveals Through his previous experience as a real estate broker and his current career how to build a winning team as a World Financial Group Senior Vice Chairman (SVC), Jun Dela Cruz knows that being a servant leader ME is the key to having a successful team (see “Team Over Me: Why Being a Servant Leader Works,” pg. 33). by developing a Jun lives in Brea, Calif. with his wife, Joyce, and his four children, Justin, Jason, Jersey Why Being a Servant group mindset. and Jaslyn.
Leader Works An authority on teamwork, Patrick Lencioni’s blockbuster The Five Dysfunctions of a Team continues to be a fixture on The Wall Street Journal and The New York Times best- seller lists. The Dysfunctions model for teamwork has been embraced by a great variety of organizations, ranging from the NFL to the Blue Man Group to the 82nd Airborne to local schools and 40 churches. Now he shares how to spot dysfunction and what to do about it with Opportunity’s readers (see “Conquer Team Dysfunction”, pg. 30).
WORKING WELL EVC Ed Mylett knows a thing or two about leading from the front. Author of this quarter’s leadership column on dedicating yourself to greatness every day, (see “In Pursuit of Excel- WITH OTHERS lence,” pg. 19), Mylett is a member of the WFG Supervisory Board, the WFG Chairman’s Council and the WFG Millionaire Hall of Fame. He and his wife, Kristianna, live in Chino WFG SVC Master Teamwork to Hills, Calif., with their son, Max, and daughter, Bella. Jun Dela Cruz Master Success If you want to know how to get your team to bring its A-game, just shares his “9 Cs” of Some of the most successful executives have ask Rick Pitino. One of basketball’s most well-known and success- ful coaches, Pitino remains the only coach to take three different schools (Providence, Kentucky servant leadership and one thing in common – they all work well as and Louisville) to the NCAA Final Four, winning the championship with the University of Kentucky why he believes the most part of a team. Business guru Brian Tracy in 1996. In addition to his collegiate career, he held the head coach position for the Boston Celtics gives you the tools you need to be a great and the New York Knicks. For Opportunity’s teamwork issue, Pitino reveals what it takes to build successful leaders put a winning team (see “One Team, One Dream: How to Build Team Ego and Move from Being Good team player. their team and to Great,” pg. 36).
teammates first. One of the most listened to audio authors on personal and business success in the world today, Brian Tracy’s talks and seminars on leadership, sales, managerial effectiveness and business strategy are loaded with powerful ideas and strategies that people can immediately apply to get better results in every area. Tracy provides insight into why teamwork is such an impor- tant part of modern business and why you must perfect it to be successful (see “Working Well With Others: Master Teamwork to Master Success,” pg. 40).
Q2 2007 OPPORTUNITY | 5 4 | OPPORTUNITY Q2 2007 FROM THE PRESIDENT OPPORTUNITY
EDITORIAL Editorial Director: Linda Bays Powers Editor: Lisa Stockmann Karp Champions Editor: Jeanette Daniels Editor at Large: Tom Mathews Try to do anything big, anything of consequence, and Contributing Writers you will quickly realize you can’t do it alone. Whether you’re building a tree house, a dream house or a company, you n: Byron Anderson, Jun De La Cruz, Patrick Lencioni, Yvonne Mei,
Ed Mylett, Jaime Peck, Rick Pitino, Rich Thawley, Brian Tracy need help to get the job done. Most jobs are too big for one person. !at’s why teams were invented. Teamwork is something we embrace here at World Financial Group. It’s DESIGN Monte Holm the foundation of our business and the key to our success. We’re dedicated Creative Director: Steven King – World Financial Group working with middle-income families in North America to make certain Art Director: Mark Chester there is No Family Left Behind® financially. We are absolutely committed to Production Manager: MerryLeigh Giarratano Photography: Jennifer Boxley, Brenda Hansen, making sure each and every citizen has access to the same information and Kyle Parsons, Suzanne Teresa, Carmen Vaught, Alec Watson financial education so they can make informed decisions about their money “Encouraging people and their future, no matter what their income. !at’s a lofty goal. And it’s too to work together not only big a cause for one person to accomplish alone. WFG PUBLISHING Sr. Vice President of Marketing: Susan Davies accomplishes goals but also We created a business model designed to harness the power of teamwork to serve as many families as possible and to foster a dynamic, nurturing Vice President, WFG Communications & Publishing: builds a positive energy Linda Bays Powers professional environment that values collaboration over competition. Encour- Advertising: Bryan Linder (770-248-3488) that motivates people to be aging people to work together not only accomplishes goals but also builds a Print Coordinator: Tracy Haider at the top of their game.” positive energy that motivates people to be at the top of their game. !e whole is truly greater than the sum of its parts. An entire house is Editorial Offices worth more than the individual nails and wood beams it takes to build it. World Financial Group !e same is true for a team. !ere is no force more powerful than a group of 11315 Johns Creek Parkway Duluth, GA 30097-1517 people united in purpose toward a single goal. And there is no feeling more 770-453-9300 rewarding than being part of a team that has the power to change people’s lives. Keep charging forward and making a difference for families. Comments? Questions? Write us at [email protected]
If you have questions about your subscription, call 1-888-644-1910
Many people have experienced various levels of success with World Financial Group. However, individual experi- ences may vary. This statement is not intended to nor does it represent that any current individual’s results are representative of what all participants achieve when following the World Financial Group system. U.S.: World Financial Group, Inc. (WFG) is a financial services marketing company whose affiliates offer life insurance and a broad array of financial products and services. Securities are offered through World Group Secu- rities, Inc. (WGS), Member NASD/SIPC. Insurance products are offered through World Financial Group Insurance Agency, Inc. (WFGIA). WFG, WGS, WFGIA are affiliated companies. Headquarters: 11315 Johns Creek Parkway, Duluth, GA 30097-1517. Phone: 770.453.9300. WorldFinancialGroup.com Canada: World Financial Group Insurance Agency of Canada Inc. offers life insurance and SEG funds. Mutual funds, and Scholarship Plans in Ontario, are offered through WFG Securities of Canada Inc. Headquarters: 3700 Steeles Avenue W., Suite 400, Vaughan, ON L4L 8M9. Phone: 905.265.9005. Fax: 905.265.9044. World Financial Group Insurance Agency of Canada Inc. and WFG Securities of Canada Inc. are members of the World Financial Group family of companies. POSTMASTER: Please send change of address to: 4300 Highlands Parkway, Suite A, Smyrna, GA 30082 ©2007 World Financial Group, Inc. All rights reserved. No part of this publication may be re- produced in whole or in part unless permission is received from the publisher. Printed in the U.S.A.
Q2 2007 OPPORTUNITY | 7 6 | OPPORTUNITY Q2 2007
IN BRIEF
Associates WFG Foundation Launches Million Dollar Drive Kick It with Carl, The WFG Foundation (U.S.) and the WFG Charitable Trust (Canada) kicked off a Million Dollar Celebrities in California Drive with a bang at the company’s Hawaii reward trip in February, raising more than $44,000. Product providers Western Reserve Life (WRL) and Transamerica Canada donated three custom surfboards More than 30 World Financial Group that were raffled off and raised more than $12,000. Transamerica Canada bestowed $27,000 and field leaders and headquarters executives Equitable Life of Canada gave $5,000 to help The WFG Foundation and the WFG Charitable Trust hobnobbed with WFG driver Carl Edwards, his help people in communities where WFG associates work and live. Recent projects matched by the Foundation/Charitable Trust that were supported by WFG associates include sizable donations to a local Canadian food bank and children’s hospital, the Make-A-Wish Foundation, the Muscular Dystrophy Association, the Chinese Culture Service Center in the San Francisco Bay area and funds to help a U.S. organization build a hospital for the poor in Vietnam. WFG associates can make a difference and help make sure there is No Family Left Behind® by giving ! to the Foundation/Charitable Trust or by making a monthly donation SVC Jun Dela Cruz and his wife, Joyce, with Jack Roush and Carl Edwards. from their commission checks or credit cards. To sign up, go to the teammates and a number of other celebrities at Foundation section in the “Home” tab the NASCAR race weekend Feb. 23-25, 2007 at on WFG-Online. Also, check out the California Speedway in Fontana. % Million Dollar Drive thermometer on % ! $ Associates enjoyed a fully catered suite $ ! WFG-Online to see how your dollars 2;*/4.@2+4.42/.26;=:*6,.84*6,75+2626047?,7;<42/. to watch the $ " are helping to change lives. WRL President Ted Boswell (center) with raffle winners 9=2 2>2608:7>2-.;*4=58 ;=5+.6./2</7447?260<1. 26;=:*6,.?2<1,758.<2<2>.;*>260;*6-26>.;<5.6< w e e k e n d ’ s EMD Alan Wen and MD Takashi Iido. ;=:>2>*48.:27-
& # ' & % ' $ ! " ) ! Q2 2007 OPPORTUNITY | 9 8 | OPPORTUNITY Q2 2007 OPPORTUNITY Asks: O: You are very well known for your many books, including the bestseller John Christensen FISH! A Remarkable Way to Boost Morale and Improve Results. What Internationally recognized filmmaker, exactly is the FISH! philosophy? bestselling author and leading producer JC: The FISH! Philosophy describes a language and process to bring passion and of corporate learning programs; CEO aliveness to your work. This means not only that work becomes more fun, but it also of ChartHouse Learning becomes more productive, teams work better, innovation improves, employee turnover declines, and marketing improves from your happier customers. It’s about creating a culture that ennobles our best natures.
O: What gave you the idea? JC: I had been looking for years to create a learning program that would help people design a workplace experience that was fun and passionate. At ChartHouse Learning, we introduced the world to paradigms in our Business of Paradigms series, created landmark safety films, and explored ideas of passion with our David Whyte series. Ironically, the FISH! story came to me when I was in Seattle and stayed over a Saturday night to get a lower airfare. I stopped by a fish market in Seattle and found my metaphor to create the workplace experience program. The fishmongers had long, dreary jobs but created an atmosphere of fun, engagement, and aliveness. We filmed the market and then spent the next year developing the language to create a turnkey system for any organization to learn, adapt, and grow the culture that was portrayed in the film footage. It now has become an international hit and helped transform businesses, organizations, schools, and individuals.
O: Why do you think teamwork is so important in today’s workplace? JC: People are the experience of a workplace. The relationships we create either encourage and engage us, or hurt us. How we treat ourselves and our customers defines the experience of our business, and ultimately will be reflected in the products and services we provide. You may be able to exist with dysfunctional teams, but it is a lot harder and unnecessary.
O: Are there any steps you advise leaders to take to tap their organization’s “inner fish” to encourage teamwork and boost production? JC: Be real. Be authentic. And build an environment of trust. To do this, you first have to trust yourself and then to really trust your staff. You will be amazed at how people will flourish.
O: Just for fun . . . What is your favorite fish and why? JC: The Halibut at Macaroni Grill. Yummm!
Q2 2007 OPPORTUNITY | 11 10 | OPPORTUNITY Q2 2007 ★ WASHINGTON WATCH ★ QUOTABLES Wise Words on Teamwork from Some Who Should Know
“T alent wins games, but “ The speed of the boss is New Congress Pursuing teamwork and intelligence the speed of the team.” wins championships.” Ambitious Agenda — Lee Iacocca — Michael Jordan American Industrialist/Former CEO, Chrysler Corp. The 2006 elections now a distant memory, the Congress is back On the positive side, our agenda for this Congress includes Basketball Great to work. In the House, where Democrats enjoy a 233 to 202 margin incentives for long-term care insurance, promotion of open markets over Republicans, the first 100 legislative hours saw the passage through international trade agreements, additional incentives for of legislation to increase the minimum wage, promote stem cell retirement savings, and the pursuit of an optional federal charter for research, reduce Medicare prescription drug prices, cut interest insurance companies. Given the Democrats’ focus on helping middle- “ Coming together is a beginning. Keeping rates on student loans, and the repeal of subsidies to oil companies. and low-income workers, we are exploring opportunities for additional The Senate is just now beginning to consider these proposals. incentives for sales of life insurance products to this market. together is progress. Working together is success.” One of the unique aspects of the 110th Congress is the Another issue getting some attention is consumer privacy and implementation of the “PayGo” rules that require all tax cuts and tax data security. House Financial Services Chairman Barney Frank (D-MA) — Henry Ford American Industrialist/Assembly cut extensions to be fully offset by a source of revenue. Democrats introduced legislation that would exempt companies from having to Line Production Pioneer campaigned in 2006 on reinstituting these budget rules that expired disclose breaches of personal data if they secure it with encryption several years ago. In the first days of the 110th Congress, the House technology that would render the data unusable if it were stolen. adopted this budget rule. The Senate already had a version of it. Frank also wants retailers held more accountable for data “ If you can The “PayGo” rules will have a big impact on the tax agenda and will breaches. Several House Committees have jurisdiction over privacy ultimately reduce the size and scope of tax cuts that can be enacted, and data security issues. House Energy and Commerce Committee “ The nice thing about laugh together, because acceptable revenue offsets are limited. Chairman John Dingell (D-MI) supports legislation that would require One of the first pieces of legislation to move in this new companies to notify consumers of a breach if there is a “reasonable teamwork is that you you can work Congress was a minimum wage bill to be financed in part by limiting risk” of fraud, and would allow state attorneys general to enforce always have others on the annual amount of compensation to be deferred under a non- provisions under the bill. A series of privacy bills, including legislation together.” qualified deferred compensation plan to the lesser of $1 million or to protect Internet users from “spyware”, restrict the sale of Social your side.” the employee’s average annualized income over the last five years. Security numbers, and prevent fraudulent access to phone records — Robert Orben This proposed tax was to generate $806 million over 10 years. While have been introduced in the House. The Senate Judiciary Committee — Margaret Carty American Editor, Writer & Humorist the House approved its version of the minimum wage legislation will soon consider S. 495, the “Personal Data Privacy and Security Author without the deferred compensation provision, the need for revenue Act of 2007,” which would require the federal government to ensure to finance other congressional proposals will likely put limits on the commercial data it collects is protected, as well as to take steps deferred compensation and tax incentives for life insurance “in to ensure personal information is secure. play.” Complicating matters Our nation faces many in the 110th Congress is challenges that will require the “I am a member of a “ When you’re part of a team, that many new members of Congress to make some difficult Congress and their staffs choices. We are working with team, and I rely on you stand up for your team- do not know our industry the Congress by serving as a the team, I defer to mates. Your loyalty is to them. or our products. In January, resource on retirement security, we began meeting with the asset protection, and other it and sacrifice for it, You protect them through good new arrivals to educate them areas that are important to because the team, not and bad, because they’d do the about our products and the AEGON, to our industry, and to role they play in retirement American families. the individual, is the same for you.” security and in protecting ultimate champion.” families. We will continue Byron Anderson — Yogi Berra U.S. Baseball Player, Coach to protect our products from Assistant Director of Federal — Mia Hamm and Manager any new taxes. Government Relations U.S. Women’s World Cup and AEGON USA, Inc. Olympic Soccer Champion
Q2 2007 OPPORTUNITY | 13 12 | OPPORTUNITY Q2 2007 TOOLS of the Trade v Technologically savvy Tom Mathews has a reputation for sporting the most high-tech office in WFG. Part of his role as Opportunity’s Editor at Large is recommending key products he thinks will help you maximize your business. Mathews, a Senior Vice Chairman, lives in Duluth, Ga., with his wife, Cindy, and two daughters, Lauren and Christa. Online Again . . . Just Can’t Wait to Get Online Again Cell Phone Wireless PC Card & Service Tom’s Pick: Work with your mobile phone provider to find a plan that works for you. “I recently took a road trip to Cincinnati, where I grew up. But instead of staring at miles of endless highway, I was able to check out the Internet and answer email from the car. How was I able to stay connected to our team, our office and the world for the entire trip? Mobile broadband access provided the connectivity I needed – through my cellular provider! “This invaluable tool allows you to maximize time spent away from the office. It is simple to use, and you can surf from virtually anywhere within range of a cell phone tower. “The cost for the hardware package varies by provider. You can expect to pay anywhere from $200 to $400 for the internal or external card. The additional service could cost you $30 to $80 more a month, with possible extra charges for roaming, long distance, etc. May be a little pricey at this early stage, but totally worth it.” Set Your Voice Mail Free Turn Voice Mail into Email Tom’s Pick: SimulScribe or SpinVox “If you’re like me, you receive what seems like hundreds of voice mail messages every day. There is nothing more time consuming than weed- ing through dozens of messages and endless prompts to get to that extremely important, time-sensitive message buried deep in your inbox. “I am so excited about this new technology I’ve discovered that uses voice-recognition software to translate voice messages into email messages (or as a text message if you prefer) that you can access easily and quickly. If you sign up for the service, you can “read” your cell phone voice messages on your Blackberry or computer, and access the audio file any time you might want to hear the original message. You can sort and search your messages and forward them. Read your Two companies offer this service right now in the U.S., and prices and packages vary. voice mail SimulScribe (www.simulscribe.com) costs about $10 per month for 40 transcribed messages here with an additional cost for every message over 40. British company SpinVox (www.spinvox. com) is offering a free trial during its U.S. test. To sign up, e-mail [email protected]. At some point in mid-to-late 2007, the free offer will end and the service will be offered through U.S. cell phone companies. But in the mean time, why not give it a test drive?”
Q2 2007 OPPORTUNITY | 15 What Mat ters Inspired READS Raising up leaders by Rich Thawley m o c . Chairman, WFG Supervisory Board s e g a m i y t t e g
6
0 nervous, almost to an extreme. He People need someone 0 2.
2 The Five Keys to © Unlocking Leadership wasn’t comfortable reading in front to have high expectations of people, much less making calls and of them. Potential presentations. Yet, I saw in Jim a heart We must be careful in our Pushing Up People: The Secret Behind One of the greatest challenges for any of gold. He was a good family man expectations of others and not be One of the Most Exciting Success organization, church, business, or even and a hard worker. In the early days I Stories in American Business mean-spirited or harsh. Our tone must family is developing leaders: people By Art Williams couldn’t even get him to think two or almost always be encouraging but (Parklake Publishers, Inc., 1985) with a strong moral center who have three promotion levels above where he simultaneously uncompromising in our determined to live a life of integrity and was. He only wanted to know about the expectation of excellence. With much high standards. I have been fortunate next step, not believing anything beyond of our world embracing low standards, Guillermo Haro in my exposure to many great leaders. I that was even possible for him. I just I believe most of us will not reach high have learned much from their examples. Guillermo Haro is a Senior Vice Chairman living in Pomona, Calif. kept telling Jim how much I believed in levels of performance and achievement !is exposure increased my desire to him and how special I thought he was. without someone challenging us to “I use all of the principles in this book, including how to deal with people, raise their morale, strengthen myself so that I could in turn Within a year, I watched this caterpillar understand human nature and get people to do their best. You do that by praising them, chal- be the best we can be. !e difference lenging them and finding their hot buttons; that is, ask them questions about what drives raise up others. become a butterfly. Jim was promoted between mediocrity and excellence can them and what’s important to them. Pull the best out of people, that maybe they don’t even !ere are few better things we can do to marketing director (MD), went on be a fine line, and a leader makes all the know they have. with our time than build leaders. I have to earn multiple six figures and became difference in the world. “My full-timers have all read this book. I think they can get from it the principles of leading a team – the correct come to understand that people have one of the company’s most interesting As we hold high expectations for characteristics of a leader – which can be summed up in one quote: ‘To be good at something, you have to love it.’” five critical needs that must be met to and entertaining speakers. Even as I others, it is important to understand that build strong leaders and organizations: look back on it now, it is amazing to this will not always make you popular, 1. People need someone to me how powerful it is to have someone but over time, it will make people believe in them. believe in you. appreciate you. I once had a man with a The Art of War We live in an increasingly cynical forceful personality in my base shop. He By Sun Tzu (Dover Publications, 2002) world. Today, insults are used as asked me if I believed he would become compliments. !is makes it that much a marketing director. When I told him I more crucial to express in word and knew he would, he said, “Well, let’s not Jeff Tsao action that we believe in those we wait. I want you to promote me now.” lead. When I was just starting to He proceeded to give me reasons why Jeff Tsao is a Field Vice Chairman living in West Covina, Calif. grow in this business, I realized I he thought that was a good idea. “This book has been in use for more than 25 centuries, trans- needed to develop more leaders In what was probably not the lated and interpreted for thousands of years by scholars and military strategists. It is consid- ered to be the world’s first “self-help” book. Sun Tzu believed that victory is won long before on our team. I handpicked best reaction, I burst out the battle, insisting that strong leaders observe, calculate, outwit, and outmaneuver the a small group to mentor. laughing. I pictured my- adversary to avoid destruction. One of them was self in this conversation “I am inspired by Sun Tzu’s ancient philosophy of using warfare to cause personal develop- named Jim. At with the leader of the ment and success. I love learning from history and its proven successful figures, such as Sun Tzu. the time, he company asking There are many lessons we can gain from them, from their failures to their triumphs. looked the for my promotion “I have used this book’s message to help build my WFG business – from creativity, leadership, moral integrity to effective decision-making, least promising. before I had earned implementing strategy and personal growth. Since I don’t have much life experience, I can gain understanding into the psychology behind He was shy and it. !at particular human nature, and use it to help me strategize for my business. I also use Sun Tzu’s messages in training and inspiring my team, whose leader would have battlefields could be in the office, at home or within themselves.” handed me my head in a basket.
Q2 2007 OPPORTUNITY | 17 16 | OPPORTUNITY Q2 2007 Leading from the Front
I explained to this up-and-coming can help others build their own habit of feeling light-hearted, looking for the leader that he would have to do all that concentration. One way is to help them best in people and situations. was required and that I would neither develop written plans to read morning 5. People need someone to shortcut the requirements nor damage and night. A written plan is one of the regularly remind them what his future as a leader by doing so. Had best ways to help others stay on track. is truly important. I given in to his request, I would have My friend the sprinter should have In all of our intensity and com- weakened his career forever. He would had a written plan that said, “I will not petitiveness in this business, we as a The Pursuit have lost his moral authority to expect worry about my opponent. I will run leadership team must remember there others to rise to those standards and I my race.” are things in our lives more important would have planted the seeds of weakness 4. People need someone than where we stand on the leader’s in his organization. We have to maintain to help them maintain their bulletin. After the first couple of years of of our high standards and expectations sense of fun and strengthen my career, my wife, Cindy, and I resolved because, at times, it will be our team their sense of humor. that we would build the business around members’ only hope of excellence. We all love to laugh. Laughter reduces our life not our life around the business. 3. People need someone to stress, raises the spirits and may even It is important to remind our teammates help them stay focused. cause us to live longer. Perhaps one of the not to neglect their personal and spiritual Excellence !e ability to maintain concentra- most effective recognition events I’ve ever lives and to make their spouse and family tion over the long term is what separates put on was also perhaps the most fun. their top priority over the business. Change Your Life and Your Career by the world class from everyone else. In our Instead of ordering plaques or trophies, Gordon B. Hinckley, a man I respect a Dedicating Yourself to Greatness Every Day business, our capacity to stay on track, I went to the store and bought all sorts great deal, said this: adhere to the system, and stay focused of little toys. !en I went to a craft shop, “I could not wish for any blessings by Ed Mylett is what will ultimately determine how found little wooden bases, mounted greater than those I have had in my successful we become. I recruited an the toys and came up with humorous companionship with my beautiful ave you ever thought about what your that I’ll live another day playing life Olympic athlete, a sprinter, who won a awards for each one of my 60 marketing wife … !e health of any society, the life would be like if you pursued above the rim. greatness every day? If you woke up It’s amazing how things in your life silver medal, even directors. I had happiness of its people, their prosperity every morning knowing that you were 100- change, all from that one decision to though he was As we maintain decent balance positive and fun and their peace, all find their roots percent, all-out committed to being the best in dedicate yourself to excellence. At first, favored to win the things to say about in the teaching of children by fathers all aspects of your life? it’s hard. It’s a challenge to maintain that gold. He told me in our lives and help others to each MD as I gave and mothers, and in the strength and I’m not talking about giving something energy, enthusiasm and focus every day. that during the last do so, our businesses and our them out and we stability of the family.” your best effort or even your personal best. I’m But soon excellence becomes a habit and part of the race, as laughed as a group I know that to be true. As we talking about being the best, selling out to that then a way of life. Your pursuit of the best happiness in life will be completely and not settling for anything less. becomes infectious. You have other people he was rounding for more than two maintain decent balance in our lives built to last. Several years ago I made a conscious decision around you see how this mindset has changed the final turn, he hours. and help others to do so, our businesses that I was going to live every single day with the your life and they devote themselves to being simply glanced Sometimes and our happiness will be built to last. heart of a champion – to be the best in my the best. !en you find yourself surrounded back at his opponent. He lost the race we take ourselves way too seriously, It is a great privilege to participate in business, the best husband, the best dad, the best by positive, dedicated people driven by their by a couple hundredths of a second. He causing us to lose the spring in our the building and strengthening of the friend. I still have a long way to go and I stumble passion to live life to the fullest. told me with great frustration that if he step and even flat out become no fun people on our teams. I would even at times, but I get up every morning motivated by To have the resolve to be the best, you the notion that this is another have to want it – badly. You need to have the would have just maintained his focus on to be around. I know this because I’ve consider it a noble calling. We are in moment that I take a zeal to make this change in your life. Being running his race and leaning at the tape done it, and everybody around me positions where we can transform lives step forward, the best is not for everyone. Some he would have won a gold medal and set paid the price. With the help of good for the better. It is a challenging and people are content to make a a new world record. mentoring, especially from my wife, wonderful responsibility, and nice living, spend time with !e good news for us is that our I have learned how important it is in we owe it to our teammates to their families, do business does not come down to one all areas of life to walk on the sunny give our very best. good work
race. Our challenge is to maintain our side of the street. We can help our Rich Thawley is Chairman of the WFG focus for a longer period of time. As teammates be serious and maintain Supervisory Board. He has three leaders we need to stay motivated so we their focus while still having fun and children and lives in Lodi, Calif. with his wife, Cindy, and youngest son, Brett.
Q2 Q2020 27 007 OPOPOPRPTOURNTIUTNYI TY| 1|9 1 9 18 | OPPORTUNITY Q2 2007 for others and live quietly. But if you want great is a lonely journey. You’ll have ability to play great over and over again. to live life out loud and commit yourself your critics and people who badmouth How do you get that good? Practice, Innergy Lending to be the best in every way, that takes the you. Combat this by staying focused on practice, practice. Repeat the same things ultimate in personal dedication, sacrifice your game so you’ll be on your way to over and over again until your perfection and self-examination. your goal while other people pour their of it becomes part of who you are. What kind of mindset does it really energy into talking about you. take to be the best? When I began my 6. Always Conduct Yourself Like a quest, I started to study champions. 3. Be Open to Criticism. Champion. Tiger Woods is one of the people I’ve !is tenet may sound like the opposite How you treat people. How you dress. scrutinized; not only for his amazing of the one above, but it’s not and here’s Your manners. Your fitness level. How golf game, but also for the attitude and why. Tiger could play the best game of you carry yourself. When you look in the mindset he brings to every aspect of his golf ever and when his coach comes up mirror, do you believe you are the best in life. to him and tells him “I think I have a few all of these areas? If not, you need to work Tiger’s chosen game is golf—but he ideas to improve your swing,” he doesn’t on it. Pursuing excellence isn’t a sometime is pursuing greatness everyday. He thing. It’s an all-the-time thing. practices relentlessly. Even when 7. Play for Something Larger he’s meeting a friend for a casual than Yourself. golf game, he’s at the course at If you want to be the best for 6 A.M. practicing his swing for vanity’s sake, you’re doing it for hours, working out, taking a run, the wrong reasons. But if you’re and then practicing again before driven to be the best in your field tee time. He’s driven, articulate, to do something that’s never been dedicated and approaches every done or to take the profession game believing he will win. Tiger further, that’s a noble pursuit. At Woods has wanted to be the best World Financial Group, we have since he was five years old, and I a chance to change people’s lives, believe this drive is the reason he an opportunity to get a family on has a leg up on the competition. firmer financial ground and change In my study, I’ve found a few that family for generations to core things that every champion come. !at’s a cause that deserves has in common. And if you decide your time and passion. nnovative mortgages pursuing excellence is a way you As you pursue the best, people will want to live your life, here are some of the cop an attitude. He doesn’t say, “Do try to sabotage you. They’ll tell you you can bank on. things you will want to dedicate yourself you know who you’re talking to?” He your pursuit of the best is pompous and to doing: says, “Great. What are you thinking?” Why does he do that? Because the conceited. But one of the most humble decisions you can make is that you truly 1. Commit Yourself to Greatness. person isn’t criticizing with malice. He’s want to live greatly. Why? Because there Innergy Lending is a full-service mortgage bank founded to serve The first thing “the best” do is devote showing him how to improve his game is an assumption in that decision that you Middle America’s families through financial services professionals. themselves to achieving excellence in all and achieve his goal of being the best. currently aren’t, and that you’re willing to IWe deliver innovative products and services that can help solidify aspects of their lives. !ey decide they Learn from those who came before you admit it and make strides to change it. want it and they go after it. No holds and when they offer you an idea on how the future of families and individuals in your community. Can you imagine where our company barred. You need to have a fire in your gut to improve your game, listen and be can go if every associate made an all-out to be the best and get up every day willing gracious. It may not be for you, but you commitment to pursue excellence every, to do what it takes to reach your goal. need to be open to it. single day? We would have the chance Get to know Innergy Lending. We know you’re as passionate about success as we are. 2. Don’t Worry About What Other 4. Maintain Emotional Control. to build a movement, the chance to be People !ink. If you get rattled, you’ll lose your focus historic. And that’s where we’re headed. Bringing Mortgage Innovation Home Tiger Woods never worries about the and eventually you’ll lose your way. Live competition. He remains so laser- your life with passion, but stay calm, Ed Mylett is a member of the collected and focused on your goals and WFG Supervisory Board, the focused on his game that his competitors Chairman’s Council and is an spend their time worrying about him. your pursuit of the best. Executive Vice Chairman. Ed 678.728.4000 | [email protected] !at’s part of his edge. If you want to be and his wife, Kristianna, live in 5. Practice and Prepare. Chino Hills, Calif., with their son, best, you need to stop caring about what Beside Tiger’s attitude, what makes him Max, and daughter, Bella. other people think of you. Becoming one of the greatest athletes of all time? His
Innergy Lending Corporate Office, 11315 Johns Creek Parkway, Suite 200, Duluth, GA 30097
Q2 2007 OPPORTUNITY | 21 20 | OPPORTUNITY Q2 2007 Giving Back ONE CHILD at a
XuanT & HoaI NguMEyen and their teammates help underprivileged children in Southeast Asia build a brighter future
prah Winfrey may have started a school for girls in South Af- rica, but two World Financial Group leaders and their team- mates are making a big difference for children in Southeast OAsia outside the glare of the media spotlight. For more than 10 years, WFG Supervisory Board member and Executive Vice Chairman Xuan Nguyen and his wife, Hoa, along with many of their team members, have changed lives one child at a time in their native Vietnam and other countries through their work with Aid to Children Without Parents (ACWP). “We’ve been doing that for a long time, but we’ve mostly been quiet about it,” says Hoa Nguyen, of her and her husband’s generous but often anonymous financial support. Originally founded in 1988 to assist orphans displaced as a result of the Vietnam War, ACWP has expanded its original 5IFOFYUTUFQZPVUBLFJOCVTJOFTT mission and provides orphaned and underprivileged TIPVMECFUPXBSE"MMJBO[ children throughout Southeast Asia with a chance to change their futures by offering health and medical care, education, vocational training and monetary support. Without assistance from non-profit organizations such as ACWP, many of the children continue a life of poverty or or fall prey to the seedy underworld of the child sex trade. "MJHOXJUI"MMJBO[ Echoing World Financial Group’s emphasis on financial education to make sure there is No Family *GZPVµSFSFBEZUPTUFQVQ MFUµTUBML Left Behind® financially, the Nguyens sponsor ACWP PSDPOUBDUVTBUBMJHOXJUIBMMJBO[!BMMJBO[MJGFDPN programs focusing on education, financial independence and self-reliance. !e couple advocates giving the children a hand up not a hand out, believing that is the only way to help the kids make a permanent and positive change. MAKING A DIFFERENCE: Xuan and Hoa Nguyen support many !e Nguyens contributed to the construction of the Tan Phu shelter programs for children in their native Vietnam, such as meal in central Vietnam that gives 40 street children and orphans a safe place programs (top) and dormitories for deaf and mute students at a culinary school (above). to live and study. According to ACWP, the number of street children who graduated and are now preparing to attend college is testimony to "MMJBO[-JGF'JOBODJBM4FSWJDFT --$ the program’s success. (PMEFO)JMMT%SJWF Xuan and Hoa brought a contingent of WFG team members and .JOOFBQPMJT ./ headquarter executives on a trip to Vietnam in 2003. After seeing several .FNCFS/"4% 64" Q2 2007 OPPORTUNITY | 23 WFG_Racecar ad_v2_0207 2/12/07 11:38 AM Page 1
ACWP projects in action, a few of Xuan instead. But their support doesn’t stop and securing a job, and will make them and Hoa’s WFG team members were so with the building. more marketable to future employers. moved, they supported more projects “Many of the kids do embroidery. Recognizing the dire need for for the last four years, such as providing I take the things they make back to the healthcare, the Nguyens are also helping ACCELERATE... meals to 60 street children at a center U.S. and sell them and give the money build a hospital in Hanoi that will managed by a nun outside Ho Chi Minh back to help them again,” says Hoa. provide free healthcare to the country’s the licensing process with City (formerly Saigon), where the kids Xuan and Hoa have also built several poor. According to Hoa, the current free eat, learn how to read and participate other schools throughout Vietnam, hospital near Hanoi is very old, has no Kaplan’s supercharged in educational programs. Before the including a vocational school and electricity and only has one doctor and Nguyen team’s help, the nun who ran the shelter in Hue, Vietnam – Hoa’s father’s one dentist to take care of hundreds licensing solution. program could only provide food for the birthplace – and a youth center in Svey of patients. !e Nguyens have already kids one day a week. Pak, Cambodia. raised $70,000 toward the project and ACWP is grateful to the are hoping to raise more to expand the Nguyens and believe Xuan and hospital, buy medicine and beds and hire Hoa’s passion for the issues new doctors to meet the overwhelming facing underprivileged children demand. “When you get sick and you have made a great impact on have to go to the hospital, you have to spend a lot of money. All the poor people “It makes your day, just die,” says Hoa. “If your teeth are hurting you come Prepare to pass the first time with Kaplan’s extensive, unique blend of that you were able in and they pull your teeth out, that’s it. exam prep materials designed for busy professionals. to change one life.” No numbing, nothing,” she adds. In addition to their ACWP work, the couple also anonymously pays for Partner with Kaplan Financial to double, triple, or WFG Associate Prelicensing Essentials the group, not just financially college educations for several students quadruple the number of licensed agents and but organizationally. “(They) in Vietnam through a mutual contact registered reps on your team in the next 12 months. Powerful training materials in this kit will help OPENING DAY: Xuan & Hoa Nguyen officially have often increased awareness who sends notes back from the kids. prepare candidates to obtain their: open the dormitories they helped build at the of ACWP’s programs buy discussing the Hoa recently received a note from one of > Speed through the licensing process Hoa Sua Culinary School in Hanoi, Vietnam. > Life and Health Insurance license issues with compassion and knowledge the students who completed college, got > Decrease costs associated with licensing > Series 6 license “(!e kids) have to go out and collect that consequently, many donors are married and moved on to a new life in > Series 63 license trash and recyclables to survive. The compelled to become more involved Europe. “!at makes your day, that you > Easy enrollment and access for WFG administrators whole day they can work and collect with our organization,” said Benjamin were able to change one life,” she says. and recruits through the PDC Each kit includes: less than $1 (worth) and they don’t have Lee, chairman of ACWP’s Board of !e Nguyens as well as their many > Series 6 and 63 virtual classes for securities > Licensing instruction checklist enough to eat,” says Hoa. “When (the Directors. team members are passionate about licensing available now > WFG marketing brochures team members) went there and they saw “The Nguyens have consistently helping people, but believe that giving > State-specific Life and Health License Exam Manual that, they couldn’t stop crying. Now they provided resources – monetary, human is its own reward. The Nguyens are > New WFG California Virtual Licensing Class – > Life and Health Drill & Practice CD-ROM support the program to feed the kids and organizational – for ACWP to dedicated to changing lives on all fronts coming soon seven days a week.” develop, implement and execute creative — not only by providing WFG clients > $50 credit, to be automatically applied to a Kaplan Financial Life and Health class or recorded video With personal contributions, as programs to help these children. !eir and associates with a chance to get on Webcast (based on state requirements) well as some help from their teammates leadership in philanthropy has been track to a better future, but also by > Series 6 and a Series 63 Drill & Practice CD-ROM and a matching grant from !e WFG admired by those who know them,” he offering assistance to people in the world > Series 6 and a Series 63 Instructional DVD Foundation, the Nguyens helped adds. who need it most. !ey believe it is their ACWP realize a dream by building a Not content to rest on past duty to make a difference when they have Team with Kaplan Financial and receive special savings dormitory at the Hoa Sua Culinary accomplishments, Xuan and Hoa are been so fortunate to build a successful on all products and services. School in Hanoi. The gift provided busy working on raising funds for World Financial Group business. lodging and education for 80 deaf and two new ACWP projects. To help the “If you make money, you have to do mute students who are trying to make students from the Hoa Sua culinary something good with your money,” says Call 1-800-WFG-0026 today a better life for themselves. Xuan and school transition their new skills into Hoa. “Our goal is to change lives.” Hoa and several teammates went to real world experience, the Nguyens for more information. the dormitory opening and dedication. plan to open a restaurant managed To learn more about ACWP, go to the When the school wanted to put a plaque by graduates in Hue. This will help organization’s website acwp.org. on the dorm honoring the Nguyens’ graduates complete the cycle of contributions, Xuan and Hoa asked that receiving monetary assistance, getting the plaque honor !e WFG Foundation an education, practicing vocational skills – Lisa Stockmann Karp
24 | OPPORTUNITY Q2 2007 No Family Lef t Behind ®
Practical Solutions You Can Count On A
WFG Helping Property & Casualty is Hand a full-service insurance everything,” she recalls with a laugh. Now Rich has brought that youthful agency positioned to offer Rich Cunningham Went Home energy to his World Financial Group its associates and clients an array to Help the People He Grew Up with business. “He such an enthusiastic Get a Financial Leg Up person when he’s talking about his of practical solutions to meet their needs work,” Necia says. today and tomorrow. We strive to bring our Both Necia, a schoolteacher, and hen Rich Cunningham was up as the seventh of 11 children to two Gene, a utility company mechanic, associates closer to their goals and dreams Wgrowing up near Helper, Utah, he local schoolteachers. Neighbors were have been clients of Rich’s for decades. everyday and provide our clients with access never knew the town name would have thrilled to have one of their own come Necia admits that she and her husband such a profound impact on his career. home to help families get on track didn’t think much about retirement to quality products and services for added A small mining community of financially. in the early years. She and Gene were strength and security to last generations. 2,000 people about 120 miles southeast Necia Erramouspe and her leery of financial advice, especially of Salt Lake City, Helper got its name husband, Gene, have known Rich his after the couple and several of their Benefit from our knowledge and from the “helper” locomotives in the entire life, when he and their youngest friends and neighbors got “taken for 1880s that pushed trains up and over son were both “rambunctious” first- a ride” in the mid-1980s with an affiliations with the industry’s top the area’s steep mountains. A family- graders growing up in Spring Glen. investment scam. Losing nearly all of insurance carriers. Let us guide you to oriented town with deep roots, most “They were over enthusiastic about their nest egg, the Erramouspes had of the people in Helper, and nearby the best possible solution – Spring Glen where Rich is from, know for you and yours. each other and have lived there for generations, working in the mines, the Join our team. Become a client. Your best power plants or local town businesses. When Rich began his financial services interest is the heart of our business. practice more than 20 years ago, he knew exactly where he wanted to start – in his hometown to help his family, friends, and neighbors learn about money and get started on a more solid financial future. “Part of our whole goal was to go back and educate people on money and finance and give them a chance to 1-877-WFG-2500 • [email protected] retire with dignity,” says Rich. “It’s a personal quest every day.” Many of his clients have known GOING HOME: Rich Cunningham (left) was driven to help the people in his hometown, World Financial Group, Inc. (WFG or World Financial Group) is a financial services marketing company whose affiliates offer life insurance and a broad array of financial products and him since he was a small child growing like Necia and Gene Erramouspe (right), get on track to a better financial future. services. Headquarters: 11315 Johns Creek Parkway, Duluth, GA 30097-1517, PO Box 100035, Duluth, GA 30096-9403. Phone: 770.453.9300. WorldFinancialGroup.com WFG Property and Casualty, Inc. is a property and casualty insurance agency corporation. Headquarters: 11315 Johns Creek Parkway, Duluth, GA 30097-1517.
©2007 World Financial Group, Inc.® Printed in the U.S.A. 1839/3.07 Q2 2007 OPPORTUNITY | 27 to start saving all over again to get back what drives me in this business.” want to work with him and that he can to where they once were. When Rich Garth Nielsen of Spring Glen and his continue helping entire families change RONT & ENTER started his financial services business wife, Christie, knew Rich and the entire their financial outlook. “Now were into F C and came back to town, he knew about Cunningham family since Rich was a that second and third generation of T e a m w o r k the scandal and wanted to try and help youngster. When Garth, a coal miner, clients,” he says. In addition to adding his friends and neighbors get back on changed jobs, his retirement options a new generation of clients, Rich has track. “It felt good to have someone kept changing. He and his wife decided also added a new generation of financial come along that you knew you could it was time to start their own retirement professionals to his practice. Rich’s son eams work! If you put the time and effort into them, that is. You can’t trust,” Necia says. savings and a friend recommended they R.J. and many of his friends as well as Today the Erramouspes are enjoying call Rich. “We thought here’s a local boy the children of both associates and clients Tassemble a group of people together and say you have a team. Just like retirement and relish travel and spending that we know his family and they are very have joined him in business, ready to time with their grandchildren. Necia honest, very good people,” recalls Garth. carry on the legacy of helping families. a good marriage, solid teams require effort as well as selflessness, trust, and also enjoys keeping up with finance Now, 17 years later, Garth hopes Kristi Sorensen and her husband and investment news and issues, an between his worked-related retirement Billy met Rich four years ago when they synchronicity. Learn how to build a great team that gets results from these interest she credits to Rich always were running a successful construction taking the time to explain things and business in nearby Price. The couple experts in the field. answer questions. “I was a teacher but knew they needed to do something with he became our teacher in a way,” Necia “It’s a the profit they were making, but didn’t says. “I feel like I learned a lot about the know where to start. !at’s when their financial world because of him.” personal quest accountant referred them to Rich. Like many people in his hometown, Always interested in money and Rich started his career in the mining every day.” finance, Kristi kept the books for their industry. He worked as a mining growing enterprise. When they decided “ Working Well “ One Team, mechanic since high school, repairing to sell their business, Rich told Kristi With Others: One Dream and troubleshooting equipment. His plans and what he and Christie have she would make a great financial services 40 36 company offered to pay for his college managed to save on their own that he’ll professional. “I didn’t even realize it was education and then transferred him to a be able to enjoy his retirement years. possible I could do something like that,” Master Teamwork to How To Build Team Ego mining repair shop in Pennsylvania. His Two of Garth and Christie’s five she says. Master Success” and Move From Being Good to Great” work was demanding. He was on call children also count themselves among Kristi became a World Financial 24/7 to repair failing machinery. While Rich’s clients, heeding their parents and Group associate and passed her licensing he took his job seriously, knowing his Rich’s advice that it’s never too early and securities exams. She has been on What separates the most successful We all want to be part of a winning team. Renowned ability to repair a piece of equipment to start thinking about retirement and Rich’s team for the last several years executives from the pack? Their ability basketball coach Rick Pitino shares his tips quickly could save a miner’s life, he a secure financial future. Necia and and has a successful business. Like her to work well as part of a team. Business on how to be the best team player and dreamed of being his own boss someday. Gene’s eldest son is also a client and mentor, she felt moved to go back to her guru Brian Tracy tells what it takes to be team leader to up your group’s game. !at someday came when he got an the Erramouspes began college savings hometown and help the people she grew a model team member. opportunity to change careers and train programs for their grandchildren. Rich up with in Altamont, Utah, take hold of as an insurance and financial services feels great that his client’s children their finances. She is driven to educate professional. Rich worked his mining job family, friends and neighbors about while he took his licensing exams. He ON THE HOMEFRONT: Garth and Christie financial concepts and help them take Nielsen have known Rich since he was a young- knew about finances, but couldn’t believe ster and have been clients for 17 years. Now positive steps toward a brighter financial how much he learned about how money some of their children are working with Rich to future. “ Team Over Me “ Conquer Team worked through his professional training. get their financial houses in order. Kristi can’t believe what a difference When he decided to give his practice a try she’s been able to make. “He touched Why Being a Dysfunction” full time, he moved back home to Utah a lot of lives by just showing up at my Servant Leader Works” to help the people he grew up with get a house.” financial leg up. – Lisa Stockmann Karp “It’s a pure crusade to make sure when – Photos by Brenda Hansen Leadership is not a position of privilege, it’s a Patrick Lencioni, author of The people die their estate plan is in place . . . !is article was written with permission station of action. WFG’s Jun De La Cruz reveals his New York Times bestseller The and then that people have enough money of the clients. The clients interviewed were “9 Cs” of servant leadership and Five Dysfunctions of a Team, if they want to retire . . . giving people selected based on their geographic location why they get results. advises you on how to spot the the opportunity to do what they want, and the length of time they’ve known Mr. when they want, with whomever they Cunningham. It is not known whether the things that hamper team success choose to. !at’s my crusade and mission listed clients approve or disapprove of any and what to do about them. statement right there,” Rich says. “!at’s financial services provided. 33 29
QQ22 22007 OOPPPPOORRTTUUNNIITTY | 29 28 | OPPORTUNITY Q2 2007 ike it or not, all teams are potentially ▲ D o team members confront one another about their dysfunctional. !is is inevitable because they shortcomings? are made up of fallible, imperfect human beings. ▲ D o team members sacrifice their own interests for the LFrom the basketball court to the executive suite, politics good of the team? and confusion are more the rule than the exception. However, facing dysfunction and focusing on teamwork is Although no team is perfect and even the best teams particularly critical at the top of an organization because sometimes struggle with one or more of these issues, the the executive team sets the tone for how all employees work finest organizations constantly work to ensure that their with one another. answers are “yes.” If you answered “no” to many of these A former client, the founder of a billion dollar company, questions, your team may need some work. best expressed the power of teamwork when he once told me: !e first step toward reducing politics and confusion within your team is to understand that there are five Team dysfunctions to contend with, and address each that applies, “If you could get all the people in one by one. the organization rowing in the same
Inattention to direction, you could dominate any Results
Avoidance of industry, in any market, against any Accountability competition, at any time.” Lack of Commitment
Whenever I repeat this adage to a group of leaders, they Absence of immediately nod their heads, but in a desperate sort of way. Trust !ey seem to grasp the truth of it while simultaneously ©The Table Group, Inc. All rights reserved. surrendering to the impossibility of actually making it The Dysfunctions happen. Dysfunction #1: Absence of Trust Fortunately, there is hope. Counter to conventional !is occurs when team members are reluctant to be wisdom, the causes of dysfunction are both identifiable vulnerable with one another and are unwilling to admit their and curable. However, they don’t die easily. Making a mistakes, weaknesses or needs for help. Without a certain team functional and cohesive requires levels of courage and comfort level among team members, a foundation of trust discipline that many groups cannot seem to muster. is impossible.
Addressing the Dysfunctions Dysfunction #2: Fear of Conflict To begin improving your team and to better understand the Teams that are lacking in trust are incapable of engaging level of dysfunction you are facing, ask yourself these simple in unfiltered, passionate debate about key issues, causing questions: situations where team conflict can easily turn into veiled ▲ D o team members openly and readily disclose their discussions and back channel comments. In a work setting opinions? where team members do not openly air their opinions, ▲ Are team meetings compelling and productive? inferior decisions are the result. ▲ D oes the team come to decisions quickly and avoid by Patrick Lencioni getting bogged down by consensus?
Q2 2007 OPPORTUNITY | 31 30 | OPPORTUNITY Q2 2007 Dysfunction #3: Lack of Commitment Without conflict, it is difficult for team members to commit Q& to decisions, creating an environment where ambiguity Questions and Answers prevails. Lack of direction and commitment can make employees, particularly star employees, disgruntled. with Patrick Lencioni
Dysfunction #4: Avoidance of Accountability Q: What is your book, The Five Dysfunctions of a Team about? When teams don’t commit to a clear plan of action, A: E ssentially, i t’s about the root causes of politics anAd dysfunction on even the most focused and driven individuals hesitate to the teams where we work, and the keys to overcoming them. It’s also call their peers on actions and behaviors that may seem a testament to the power of teamwork, and the competitive advantage counterproductive to the overall good of the team. that it can bring to any organization. Finally, the book is a reminder that success in business may be difficult, but it’s not overly complicated. It is Dysfunction #5: Inattention to Results more about discipline and persistence than intellectual prowess. Team members naturally tend to put their own needs (ego, Q: Why are so many teams dysfunctional? career development, recognition, etc.) ahead of the collective A: Because they are made up of human beings with varied goals of the team when individuals aren’t held accountable. interests and frailties. When you put them together and leave If a team has lost sight of the need for achievement, the them to their own devices, even the most well-intentioned people business ultimately suffers. will usually deviate toward dysfunctional, unproductive behavior. And because most leaders and managers are not schooled in the art of building teams, small problems are left untreated and spiral The Rewards further and further into ugliness and politics. Striving to create a functional, cohesive team is one of the Q: What is the worst behavior you’ve ever seen on a few remaining competitive advantages available to any dysfunctional team? organization looking for a powerful point of differentiation. A: Choosing just one is difficult. But if I had to select one, I would Functional teams avoid wasting time talking about the say it was a company where the CEO was unable to confront his direct wrong issues and revisiting the same topics over and over reports about basic behaviors, such as their blatant refusal to attend again because of lack of buy-in. Functional teams also make staff meetings and honor reporting structures. Ultimately, this led to higher quality decisions and accomplish more in less time the stifling of conflict around key issues, resulting in massive financial and with less distraction and frustration. Additionally, “A” losses and scandal. players rarely leave organizations where they are part of a cohesive team. Q: What advice do you have for someone struggling with a dysfunctional team? Successful teamwork is not about mastering subtle, A: If you’re the leader of a team, go back and start by ensuring team sophisticated theories, but rather about embracing common members trust one another and are comfortable engaging in open sense with uncommon levels of discipline and persistence. conflict around issues. There is no substitute for trust — it begins with Ironically, teams succeed because they are exceedingly the willingness of team members to open themselves up to one another human. By acknowledging the imperfections of their and admit their weaknesses and mistakes. humanity, members of functional teams overcome the In addition, any individual, whether an executive or a line employee, natural tendencies that make teamwork so elusive. can impact a team in either a positive or negative way. Without holding one another accountable, even the best-intentioned team members can Patrick Lencioni’s six bestselling business books have create dysfunctions within a team. sold more than one and half million copies. After four years in print, The Five Dysfunctions of a Team continues If you’re not the leader of the team, find a way to get your leader to be a fixture on The Wall Street Journal and The New committed to addressing the five dysfunctions. Or be prepared to take York Times bestseller lists. The Dysfunctions model for teamwork has been embraced by a great variety risks calling people on unproductive behaviors. If neither of these of organizations, ranging from the NFL to the Blue options are possibilities, think about finding another team. Man Group to the 82nd Airborne to local schools and churches.
32 | OPPORTUNITY Q2 2007 Team over
to any playground, class- Goroom or backyard where Me young children gather and you will find a teacher or a parent trying to Why instill the importance of sharing. — From toys to snacks, to our time Being a and resources, we learn from a very Servant early age that sharing is a virtue. Leader It’s a fundamental childhood lesson designed to make us better people Works and better members of society.
By Jun Dela Cruz
Q2 2007 OPPORTUNITY | 33 Go to many boardrooms, office brought along left the brokerage and M C ulture. Teamwork doesn’t just M C ollaboration. Find oppor- will help the business to grow. !e M Cheerleader. A servant leader buildings and cubicles in the corporate became my direct competition. At naturally happen. You need to create tunities for people to work together commitment level you give, is the is also the cheerleader, giving the world and, for the most part, you will one point, I realized I was responsible a company culture that encourages and play to their strengths. Mix up commitment level you get back from team the dose of motivation they find sharing is a lost art. People aren’t for helping build many brokerages in and rewards it at every level. You the players on your team so people your team. need to go out and do their jobs to bad, but traditional corporate culture and the Los Angeles area, all started by my need to systematize teamwork have a chance to work with everyone. M Compassion. Good servant the best of their abilities. Encourage systems fail to encourage real teamwork. former colleagues. — engrain it in every facet of your Changing things around breeds fresh leaders don’t just say they care your teammates with frequent Most people are out for themselves, I couldn’t believe what was happening business. Recognize not only the top perspectives and new ideas. about their teammates, they show calls. Reward their initiative and trying to outshine and outdo one another at the time. I thought I had done individual but also the top team in M C oach. Create an environment it. Take the time to get to know accomplishments in front of the for promotions and recognition in everything right. Upon thinking about your office. Tie teamwork to bonuses that encourages and rewards people each and every team member, their entire team. As team leader, you are cutthroat competition that encourages it, I realized my strategy had a fatal and promotions, not just the bottom for sharing and teaching others families, their goals and dreams. the director of motivation, a job you confrontation rather than collaboration. flaw: while the environment I created line. Without a supportive culture in what they know. The traditional Understanding your teammates and should take seriously. !e good of the company is a byproduct encouraged teamwork with me, it didn’t place, teamwork will be a word rather corporate world seems to discourage getting to know who they truly are By affiliating myself with a company of this behavior, not the goal. !ere are than an action. this. By tying promotions and will help you be a better leader. that understands and values teamwork, teams in the corporate world; many my team members and I have built a M C ause. Successful teams are recognition and rewards to individual M of them are successful. But too many C h a l l e n g e . Evaluate the inspired teams. You don’t inspire accomplishments, employees tend strong financial services and insurance managers and team leaders take the credit company’s business goals regularly True teamwork teams with tasks; you inspire teams to keep their skills and abilities to business that has helped so many for their team’s hard work – using “I” and work with team members to with dreams. Give them a reason themselves rather than teaching people. We eagerly share our knowledge more often than “we” when describing develop individual and collective requires strong bigger then themselves to go out others for the common good. When with each other and focus on helping success. And as the old saying goes, “there milestones to get there. Good servant there and give 110 percent. At World you build a business that rewards families in a collaborative, inviting is no ‘I’ in teamwork.” leaders keep the team members in leadership, vision Financial Group, our cause, our mentoring, experienced professionals environment that people find enjoyable I found this to be true in my own tune with company goals and stretch crusade is to help middle-income will share their skills. We do this at and rewarding. People say walking into career. I first joined the working world and a culture the team’s vision so they can achieve families who have traditionally been World Financial Group. As a WFG our World Financial Group office is in the real estate industry when I joined what they never thought they could. underserved by the financial services associate, you have access to multiple like walking into a home where people my father’s company. I was excited to that reinforces Your ultimate goal is to challenge industry to get on track to their experienced professionals/coaches. really care about one another. That is work in a team environment and develop your team members and build other futures by educating them about No matter where you are in business, the professional culture I always wanted an exciting business in what I thought and rewards servant leaders. money. !at’s a dream people can get you have someone to mentor you. to be a part of and why I love going to was a collaborative profession. Was collaboration. behind. When my teammates go out This practice builds a successful work everyday. I truly believe that life is I ever wrong. Each real estate broker and help a family, it’s not just business business and a strong, confident, about the give, not the get. If you create was interested only in his or her own 5 to them. !eir actions have meaning growing team driven by a nurturing an environment of giving, everything accomplishments; the success of the team Create an and purpose, and they get a sense of business environment. comes back to you tenfold. wasn’t even a consideration. satisfaction that they’ve helped make I grew the family business and soon M C ommitment. Servant leaders environment of a difference in someone’s life. I take found myself in a leadership position encourage teamwork among everyone must lead by example and show other Jun Dela Cruz is a Senior Vice this so seriously that I play on my in the company. I thought if I were on the team. I took the time to coach teammates at every turn they are giving and everything Chairman (SVC) with World last name and tell everyone I am a Financial Group. He lives in Brea, in charge, things would be different. and help people as a servant leader, committed to their individual success “cruzader” for our mission. Servant Calif., with his wife, Joyce, and I dedicated myself to fostering a team but the systems we had in place didn’t and the success of the business. !ey comes back to you their four children, Justin, Jason, leaders must convey the “why” to environment, taking the time and reward others for working with one must give their time and talents to Jersey and Jaslyn. their teams. And that leads me to my energy to invest in the people I brought another while recognizing individual helping others, and in turn, this tenfold. next point. on board to help them and our business achievement. Teamwork is more than grow. I believed that if I developed a simply assembling a group of people M C ommunication. A servant supportive, collaborative workplace, no together with a goal; true teamwork leader keeps in constant communication one would ever want to leave. I worked requires strong leadership, a common with his/her team. Share successes. on being what I considered a servant vision and a culture that reinforces and Make them part of the business by leader – giving completely of my time rewards collaboration. In my years in being transparent, open and honest. and my knowledge to my colleagues business, I’ve identified “Nine Cs” that Good and constant communication and the business, believing we all would every good servant leader must master to builds a foundation of trust. Trust benefit from this practice. Wrong again. build a successful team: fortifies the bonds necessary for teams Some of the top people I trained and to flourish and businesses to grow.
34 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 35 many endorsements you get, how many with the Celtics; Magic Johnson with the that the players can learn from those individual accomplishments you can Lakers; Isiah !omas, Rick Mahorn and who made the journey before them. It’s compile. In business, success is status. It’s Bill Laimbeer with the Pistons; Michael Team ego is the the one lesson all great teams have to tell what kind of car you drive. What country Jordan with the Bulls. Each one had us. If you read about great teams, and club you belong to. How big your house his own style, but they all demanded the people who played for them, the two is. Where your kids go to school. How excellence from the people around them. difference between themes that connect all of them is 1) the One Team, much of a raise you’ve received. All of the Not just once in a while, not just when team eventually became bigger than all accoutrements of contemporary life. And things were going good for them, but all being mediocre other individuals who played for it, and it’s so pervasive that it’s very difficult to the time. 2) the players ultimately realized that fight against it. As a leader, these are the kind of and being playing for a great team was the best Grounding Your Team in a qualities that you always have to be experience in their professional lives. Group Culture looking for in the people you hire or pick something special. Vest People in the Process How do you build “team ego”? First, you for your organization, these leadership One of the ways I built team ego at One have to understand that this might just traits that often are just as important as Providence College in the mid-’80s was be the toughest job you have to do as a talent: came into the huddle and asked, “What to convince the players that they were leader. can I do better to help us win this game? the hardest-working team in college. My Who are the people who put the It’s one thing to get an individual to How can I best help?” approach was to give them something group first? perform better. You can appeal to that !ese kind of stories are invaluable. they could cling to, something that Dream person’s ego, her ambitions, her dreams. Who will subordinate their own To learn from people who have come could make them begin to feel good How To Build Team Ego and You can give her salary incentives. You individual interests for the before is essential and leaders must can try to make her realize how fulfilling common good? constantly be stressing that to the Move From Being Good to Great people they are leading. it ultimately will be for her to utilize Who will sacrifice? her full potential. You can tell her how That is the climate by Rick Pitino her life can be better in so many ways. What is a person’s emotional I try to create with But it’s another to get individuals to see intelligence? all of the teams n March of 1999 Bill Russell, one of the greatest basketball their egos in terms of the group, to get as I coach, this players in the history of the sport, and a man who once led much fulfillment from the group’s success In the long run, this might be just as feeling as they do from their own. Especially important as their IQ. When you hire a the Celtics to 11 NBA championships in 13 years, came to in an era that genuflects to the cult of person it’s almost as if you are marrying Ia Celtics game I was coaching in Boston. Russell has been called individualism. them. You must know as much about Building a team ego is what I strive them as possible. How are they going the most successful team athlete in sports history, so I asked to do with every team I’ve ever coached to react in times of adversity? How him if he would speak to the team before the game. and it’s the hardest thing I’ve ever had to committed to the success of the group do in my career. I am trying to change are they? These questions are just as attitudes, many of which have been all important as how talented a person is. !is was only minutes before the team had the Celtics didn’t win. Not his personal but chiseled in stone, and that kind of If you continually hire people who don’t to go out on the floor to prepare for the game stats. Not how much money he made. change takes time. have these traits you eventually will pay and Russell didn’t have time to prepare. He Not how many endorsements he had, but One of the obstacles in building team the price. just walked into the locker room and spoke how many titles his team won. I knew ego is lack of leadership within your One of the things I did with the off the cuff for 20 minutes. then why Russell had been a great leader team. I’ve worked with veteran players Celtics during the 1998-’99 season was !e first thing he told the players was as well as a great player. who were quiet, laid-back guys whose to get my players to listen to Bob Cousy he was the most egotistical son of a bitch in Great leaders inflate the people nature was not to be leaders, and with and Tom Heinsohn talk about the old the room. I was surprised. I always had seen around them. Poor leaders deflate the many young players who were leaders days on their telecasts, reminiscences Bill Russell as a very humble man. But then people around them. only when they were playing well. about when the Celtics were the best he added the qualifier, the addendum that Everything you do as a leader should !at’s not leadership. Anyone can lead team in basketball. They are both made all the difference: be geared to building “a team ego.” It the league in high fives when things former Celtic greats and they both “But my ego always was a team ego,” has to be right there in your mission are going well. But during adversity, broadcasted our games on the road. !e he said. “My ego was totally linked with statement, an integral part of your those times when things are not going more Heinsohn and Cousy were around the success of my team. It wasn’t linked dreams and goals, a major part of your well, is when you need leaders in your our players, the more they talked about to personal achievement. It was linked vision. Building team ego is essential, group. And young people – in a losing what winning meant to them, what it to team achievement. And the greatest for team ego is the difference between environment – tend not to be leaders. still meant to them even after so many disappointment I had as a player was the year being mediocre and being something Instead, they tend to think in terms of years. All this is vitally important to the I was hurt and we didn’t win a 12th title.” special. You can be productive. You can self. So this is when you need positive maturation of a young team. Cousy and You could see the players’ reaction. be successful. You can be many positive people more than ever, because they Heinsohn are living examples of the Here was this man who is one of the things. But I don’t think you truly can be inflate the attitude of a deflated team. mindset we want our players to reach, greatest players in the history of the sport great without team ego. If you look at the great NBA teams the belief that everything is subordinate and he was telling them that the only Individual ego is the poison pill and it’s of the past 15 years, one of the common to winning. Like the time Heinsohn told thing that mattered to him was how his all around us in our culture. In sports, the threads is they all had great veteran a great story about Bill Russell. Seems team did. !at, to this day, his greatest measure of success is how much money leaders within the group: Larry Bird the Celtics were losing and Russell professional regret were those two years you make, what stats you achieve, how – who was playing the best of anyone –
36 | OPPORTUNITY Q2 22007 Q2 22007 OPPORTUNITY | 37 contributions and a heartfelt thank you. you’re producing, things are fine. You are about themselves. That something was successful. !ey want to be happy in the that you not only care about the people !e action is simple, but the employees’ the equivalent of the basketball player who 5ISFF,FZTUP#VJMEJOH our work ethic. We were going to work workplace. !ey want to names and feel who work for you, but that it’s important gratitude will be profound. feels good about himself when he scores 25 harder than any other college basketball fulfilled, that they are utilizing their full they’re successful, too. 5FBN&HP You can’t overlook this. You must points, even if the team loses.” team in the country and that was going to potential. !ey want to believe that all of This concept of partnership can’t be always be trying to reaffirm the belief It’s my constant message to my team: be the badge we showed to the rest of the the hours they spend at work are worth it. stressed enough. It can’t just be about you, that the group is significant. For if it’s !e true mark of greatness is making the • Grounding Your Team in a basketball world. We were going to ride !ey want to feel that they’re an important your career, your success. !e people you 3 perceived not to be, then why should people around you better, elevating them. our work ethic as far as it could possibly part of something great. It’s your job to are leading must know that they have a Group Culture. This is the someone have any real allegiance to it? !ose are the people in sports that we take us. help them get there. vested interest in the organization, that their remember as greats. It’s not the ones with toughest job you have to do as We did that. Now were we the hardest- careers are important, too; that they also will Create an Unselfish Team the great individual achievements as much working college basketball team in the country? Be Generous with Time, Money be rewarded for their hard work. I am very I was once brought into a Wall Street as those who were able to lead their teams a leader, especially in this age Who knows. !ere are a lot of hard-working and Recognition proud of the fact that more than a dozen firm to speak to a select group of their to great victories. According to countless teams. Leaders must also show generosity. of my former assistant coaches went on to employees, 14 in all. These 14 people of rampant individualism. But magazine articles and several books, both The point is we believed we You can’t be frugal. You must find some become head coaches. !at was my were all achievers, the best salespeople in Bird and Jordan did it through the fear this is what all the great orga- were. That became our team vision for them. the firm. !ey all made big money for the factor. They both worked so hard and ego. That became our source of !e mistake many executives firm. But there was a problem. nizations have accomplished. wanted to win so much that they had no pride and it totally changed our make is that they believe that !ey all, in their own ways, belittled tolerance for others they perceived not to collective self-esteem. That team money solves all ills. If they pay other people in the firm. They either want to win badly enough. You couldn’t be • V est People in the Process. ego continued to grow as the season It’s my constant their employees good salaries, put them down or showed in other selfish around Bird or Jordan. Nor could went on, and was the reason we they feel that’s enough and that ways that they didn’t respect them, to People have to know that you coast. !ey simply wouldn’t let you. overachieved to the point that we everyone should be satisfied. the point that it had become a problem message to my Russell did it a different way. they are an integral part of the eventually went to the Final Four, Not so. for the firm, extremely disruptive and He was so team-oriented it rubbed off a complete turnaround from two In his book 101 Ways to Reward counterproductive. group and that their success on everyone around him. Here was the years earlier. team: !e true Employees, Bob Nelson explains !e first thing I did was ask them two most dominant player in the game, but he At the University of Kentucky, that money isn’t everything to questions: and the group’s success are was clearly oblivious to personal statistics. we had a different problem. !e year mark of greatness employees; that few management Are you ever cynical? Russell knew the secret to building a one and the same. we won the national championship concepts are as solidly rooted Are you ever moody? championship team: Without team ego we probably had too many talented as the one that says positive And you know what the response is making the you cannot win. • Create an Unselfish Team. players. The challenge was not reinforcement – rewarding was? All 14 of them said no. Not only !is is the message I’m forever giving only to try to get them all playing behavior you want repeated – did they fail to admit their behavior, they People must be made to to my team, the same one I gave to time, but to convince the players people around you works. In fact, in today’s business didn’t even think they were exhibiting those 14 Wall Street hotshots: You are that all of them would benefit by climate, rewards and recognition these negative qualities. understand that true greatness successful, so now what? What do you the team winning the national better, elevating are more important than ever. !is is not surprising. Many people, do next? is not only being championship. “ St u d i e s i n d i c a t e t h a t when told that their attitude in the !e answer is strive for greatness. One of the ways we did this e m p l o y e e s f i n d p e r s o n a l workplace is destructive, will not believe productive your- them. For in the end you are judged by was to constantly praise – both recognition more motivational it, especially if they’re achievers. !ey don’t winning. self, but elevating publicly and privately – players than money,” Nelson writes. see any connection between the two. Nothing more. for subordinating their individual !ere are many ways to do this, I had one employee who was Your job as a leader is to constantly the people around interests for the sake of the team. certainly, but one rule is standard: infamous for treating people poorly. reinforce that. Any time someone did this it –Rick Pitino these programs should be highly Everyone had difficulties with him, yet you, making them was immediately recognized and public, whether it’s giving out when I confronted him with this he was Rick Pitino is one of better. reinforced. As a coaching staff, rewards or something as easy as flabbergasted. He even countered by basketball’s most well- we never allowed this to take writing a thank you memo. saying that dealing with people was one known and successful place without notice. Just the I long ago learned that publicly of his strengths. coaches. The current men’s opposite. If I thought a player had played way to share the wealth. For instance, acknowledging the people who don’t get a You must understand, therefore, that head basketball coach at when a CEO gets a $5 million bonus, lot of the limelight does wonders for team not only will some people refuse to admit the University of Louisville, unselfishly, even if he hadn’t scored a lot Pitino holds an impressive of points, I would publicly point this out he should immediately take $1 million morale. You must make these people know their weaknesses; often they don’t even 470-172 record in 20 and commend him. As a coaching staff, of that and give it to the people who also you not only are aware of their efforts, know they have them. collegiate seasons and we constantly praised people who were should be rewarded for their contribution you appreciate them. No team can be After the Wall Street guys had said remains the only coach to sacrificing their individual goals for the to the result that led to the bonus. successful without the people who come that, in their minds, they weren’t cynical take three different schools (Providence, Kentucky This does two things: It reinforces and Louisville) to the NCAA Final Four, winning the collective goal of the group. And as we and work hard every day in practice, yet and they didn’t belittle people, I asked championship with the University of Kentucky in started to win, the momentum growing, the notion that everyone benefits when don’t get much playing time in the games. them two more questions: 1996. In addition to his collegiate career, he held this became easier. the organization does well and it further No group can be successful without the What are you doing to make the the head coach position for the Boston Celtics and Doing this in the workplace where develops team ego. input from the myriad number of behind- people around you better? the New York Knicks. He is also the best-selling you don’t have the potential of a winning A leader must be generous with the-scenes people, the support staff that What are you doing to make your author of Success is a Choice and Lead to Succeed, from which this article was excerpted headline for motivation is obviously more her wealth, with her time, with her often makes organizations work. These team better? with Coach Pitino’s permission. difficult. People have their own lives, their listening, with her problem solving, with people must be publicly recognized and None of them had answers. own families, and work is just part of their everything. To be a truly great leader, you rewarded for their efforts in front of their “!at’s your biggest weakness,” I told lives. Yet people spend a large part of their must give of yourself. You can’t be selfish. peers. You can do this at meetings or at them. “You don’t recognize team potential. day in the workplace. They want to be You must convey a vision of partnership, business functions by simply stating their You think that as long as you’re doing great,
38 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 39 A 20-year study at Stanford University examined the career paths
L of thousands of executives to determine what qualities they either had or developed that enabled them to move ahead the most rapidly. L Researchers concluded that there were was identified among the fast-trackers together, you are functioning as a team. two primary qualities that, more than any was the ability to function well as a A team is formed to take advantage of E others, were indispensable for men and member of a team. !is tendency toward the power of synergy. Synergy means that women who were promoted to positions of cooperation rather than confrontation was the total is greater than the sum of its parts. great responsibility. evident early in a person’s career. It was For example, let’s say that four individuals The first quality was the ability to the primary quality that senior executives working alone will produce four units of W function well in a crisis. It was the ability looked for and rewarded the most. The work; when they are combined as a team, of the executive to keep his or her cool ability to be a good team player inevitably the four individuals may produce five when the company or the department faced led to greater and greater opportunities to or six or eight or even 10 units of work. serious challenges or setbacks. It was the function as a member of more and more Many jobs simply cannot be done by ability to calmly analyze the facts, gather important teams. one person working G information, reach conclusions, make In fact, teamwork alone, whether it’s RS decisions, and then mobilize the other is so important Being a team player is carrying a heavy E people to respond effectively and solve that it is virtually box or carrying out no longer something N the problem. impossible for you a major corporate H However, this quality, the to reach the height of project. A team that is optional. I T researchers found, could be your capabilities, or needs to be formed tested only in a real crisis. make the money that It’s mandatory. whenever the task at K O It was not possible to you want, without hand is greater than R create a phony crisis becoming very good the capacity of any WO to tell how well an at it. individual working alone. executive would You can make the decision to be an Over the last few decades, the concept perform. excellent team player in everything you do of teamwork has evolved rapidly. We came H !e at work and at home. Your aim should be to out of World War II with a “command second seek out every opportunity to demonstrate and control” mentality. Most of the heads Master quality your ability to contribute to the success of of American corporations, large and small, T that a group of people in accomplishing large had been military officers, of various ranks, objectives. And you can start right where during the war. !ey brought their training I you are. into the workplace. Their approach to Teamwork Let’s start off with the definition of team. management was the hierarchy or pyramid A team is two or more people who combine style, with the president at the top, the
W their talents and abilities to accomplish a senior executives below him, the junior specific goal or series of goals. A team, by executives below them, and so on, all the to Master definition, is made up largely of equals, way down to the workers and support staff men and women who are different who made up the base of the pyramid. !e only in their areas of skill and who orders traveled in one direction: downward. Success are peers when they sit down Information filtered up slowly. People together as a work group. were expected to do their jobs, collect their In this sense, you and paychecks and be satisfied. However, two By Brian Tracy your spouse are a team. forces have converged to transform this You and your coworkers approach to management dramatically. make up a team. When First is the rapid rate of change and the you volunteer in any increasing complexity of even the smallest charitable organization, business operation due to the advent of the all the people you work computer age. Everyone has critical skills with are members of and knowledge that are necessary to many a team. If you have other people if the job is to get done on time a social circle and and to an acceptable standard of quality. you plan activities For example, in our office, our
40 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 41 receptionist has been promoted to the mandatory. If you want to achieve anything other people after the meetings to get on position of “front-office manager.” Some of consequence, you will need the help top of some aspect of their work. !is focus years ago, when I started in business, the and cooperation of lots of people. Your on collaboration and cooperation is seen job of the receptionist was to answer the main objective is to structure everything by everybody and marks you as a person telephone and direct the callers to the you do in such a way that, because you to be both liked and respected. Many appropriate people. Today, however, her are constantly cooperating and working men and women have kicked their careers job is far more complicated and, therefore, well with others, they are continually open into the stratosphere by taking on a small more important. Since she is the first to helping you achieve your goals as well. responsibility and doing such a good job The Investment Funds Institute of Canada contact that most customers have with our Now, the major reason why teams do not with it that they came to the attention of business, her personality and temperament function well, and why people end up important people both inside and outside are extremely important. !e prospective not making their full contribution to the their organizations. Dedicated to Your Success client who telephones begins forming success of the teams, is lack of clarity. All For example, some years ago, the LLQP an impression of us the instant that the the studies of team building and team chairman of a conglomerate for which telephone is answered. !en, because our development focus in on the importance of I worked asked me if I would set up the Life License Qualification Program companies are doing so many things, she everyone’s being absolutely clear about what importation and distribution of the Suzuki must tactfully ascertain exactly how the the team is trying to accomplish. !is can motor vehicles into Western Canada. caller may be best served and who is the be in the form of a goal or objective handed Even though I knew nothing about best person in the company to direct the down by senior management, or it can be automobile importation, I jumped on the telephone call to. In many cases, there opportunity with enthusiasm. For the next NEW! are requests for further information, and If you want to achieve three months, I threw my whole heart follow-up telephone calls go through our into learning everything I could about the front-office manager. Her ability to handle anything of consequence, importation and distribution of foreign these calls effectively, to direct calls to the automobiles. In the following two-and-a- “ We b Tr a i n e r f o r L L Q P” right people, to take accurate messages, you will need the help and half years, we imported and sold more than and to act as the core person in a network cooperation of lots of people. $25 million worth of vehicles, through 65 of communications, makes her job so dealerships, all of which I had set up from “Web Trainer for LLQP” is available on your desktop at the important that it is essential that she sit scratch. Then one day, I got a call from in on all staff meetings and be aware of the result of discussion and participation the president of another billion-dollar click of a button everything that is going on. by the various team members. In any case, organization. He offered me three times Your job in your company also requires everyone must know what is to be done, my current salary if I would take charge of “Web Trainer for LLQP” is included in the cost of your that you know a lot about what is going on to what standard, by what deadline, and his $275 million development business. He everywhere else, as well as be thoroughly what the roles and responsibilities of each told me later that the determining factor of course registration on the PDC conversant with what you do. And the team member will be in the achievement the offer he had made me was my proven fastest and most accurate way of keeping of that goal. ability with Suzuki to put together a team current with what is going on is to develop One of your key concerns is to be to achieve successful financial results. And and maintain a network of contacts, an absolutely clear about exactly what is it will be the same for you. informal team of people within your expected of you. If for any reason you are Continually look for opportunities workplace who keep you informed and not sure, bring it up and ask about it until to get onto teams and to make valuable Additional Tools: who you keep informed in turn. you have no doubt whatsoever. !en get contributions. Volunteer for additional The old methods of command and busy, do exactly what is expected of you, assignments. Focus on high-priority tasks, Timed practice exam control now exist only at the old-line and do it well. and finish what you start on time. Do companies, many of which are fighting for Remember, in all your interactions with excellent work. And remember that, as Study guide their very survival. Today, men and women your team, your role is to be supportive Confucius said, “He who would be master want a high degree of participation and and helpful. Your role is not to challenge, must be servant of all.” 3 day review classes involvement in their work. !ey want an criticize or argue, but to look for solutions Brian Tracy is the most listened Exam feedback opportunity to discuss and thoroughly and for opportunities to help other people to audio author on personal and understand what they are doing and why make their maximum contribution as well. business success in the world today. they are doing it. People are no longer When you sit in on a team meeting, you are His fast-moving talks and seminars on leadership, sales, managerial satisfied to be cogs in a big machine. !ey “onstage.” Everyone is watching you. !e effectiveness and business strategy want to have an integral role in achieving best team players I have ever seen are those are loaded with powerful, proven goals that they participated in setting in the whose comments to the other members of ideas and strategies that people can immediately apply to get better results first place. the team are in the form of suggestions on in every area. For more information, please go to w w w. I F S E . c a Being a team player is no longer how things can be done better. !e best www.briantracy.com. something that is optional. Today, it is team members are always offering to help E M A I L : i f s e @ i f s e . c a Te l : 1 - 8 8 8 - 8 6 5 - 2 4 3 7
42 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 43 Dreams Realized HOME Sweet Home
Carl and Donna Meldrum Built a Dream 20 Years in the Making
arl Meldrum had a tradition. Whenever he traveled and had some spare time, he sought out the nicest neighborhood in the town he Cwas visiting to do one thing: tour luxury show homes. He loved to stroll through these architectural masterpieces, soaking in every detail. He’d take pictures, collect floor plans, and glean ideas for “If you were to walk through my the home he knew in his heart he would one house, I could tell you exactly which day build for his family. home an idea came out of and where !at day came two years ago. After achieving it was,” Carl says of the palatial retreat great success with his World Financial Group he shares with Donna and his children, business, Carl and his wife, Donna, were ready to Carlee Dawn, 13, and Tyson, 9. start building their dream. !ey bought a 6.7-acre The stunning, two-story, west piece of property by the ocean they had admired coast-styled mansion with 180-degree for four years in their town of panoramic ocean views sits off the road, Nanaimo, British Columbia. atop a long winding driveway, flanked LIVING LARGE: Carl Meldrum and his family (inset left) live in a true dream home with spectacular When the couple met with their by a four-car attached garage and a four- features including a 30-ft. natural granite waterfall in their fireplace that is the focal point of the house (left), an in-home car showroom (top) and a gourmet kitchen complete with a wood-fire pizza oven builder, they pulled out a file car detached garage for Carl’s growing (above). filled with 20 years of dreams passion: automobile collecting. Visitors and ideas from Carl’s travels. entering the front door are greeted with Channel. His showroom houses some Beyond the gates lies a 3,000-bottle wine Donna used her architectural a vaulted entryway and a 30-ft. natural of his favorite toys: a 2006 Ferrari F430, cellar, complete with a large dining table drafting background, and she granite waterfall built into the fireplace. a 2003 50th anniversary Corvette ZO6 where Carl and Donna entertain family, and Carl began sketching out A family room, game room and bar and a 2003 100th anniversary Harley- friends, and business associates. the home they’d imagined for so area sits on the left side of the home, Davidson Fat Boy. “I love cars,” he says. While the residence includes many long. !eir plans for a 6,000-sq.- complete with a pool table. One of the The five-bedroom house comes amenities, the Meldrums also built an ft. house turned quickly into a highlights of the game room area lies complete with 12 bathrooms and a energy-efficient, environmentally friendly 10,000-sq.-ft. reality, a testament behind a huge glass wall. Carl has a three- luxurious gourmet kitchen with a wood- home. !e entire manor is “smart wired,” to idealists everywhere that dreams really can car indoor showroom complete with a fire pizza oven. The estate boasts an allowing Carl to control the lighting, come true. granite fireplace and a 37” plasma screen elevator that opens up to a large natural temperature and even music from a color television usually tuned to the Speed rock wall with black wrought iron gates. touch screen in each room. “I can turn
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the lights on and off in my house from anywhere in the world as long as I have access to a computer,” he says. Carl and Donna planned for Canadian winters by installing a geothermal system by that heats and cools the house using SIDE SIDE Liz & Rudy Zetazate Share a Marriage, a Business and a Passion for Helping Families natural energy from below the earth’s surface. While the initial installation costs were much higher, the system has already f you’re looking paid off. “If I would have gone with for Liz Zetazate, just a traditional chances are good whenI you find her, you forced-air natural gas heating system, will find her husband, they figured it would Rudy, right by her side. cost about $2,000 a After 12 years of mar- month to heat this riage, raising four chil- house. With the dren and building a geothermal system, business, this Toronto, I can heat and cool Ontario, couple still the entire house, the finds the best part of two garages and the their day is spending in-ground heated MESSAGE IN A BOTTLE: Carl and Donna enjoy hosting dinners in their most of it together. 3,000-bottle wine cellar that guests reach by elevator (above). “I just “Working with my swimming pool we always believed in my heart of hearts that no matter what I was going to are planning to put do, I was going to be successful,” Carl says. spouse, I’ve been blessed,” in for about $500 a says Liz, a Senior Vice month,” Carl says. in until age 55. went through],” says Carl. Chairman (SVC) with Carl’s current That was a light After years of hard work, Carl’s World World Financial Group. home is vastly different “For as long as I bulb moment. “I Financial Group business took off. And “ Working together insurance and financial services might DYNAMIC DUO: Liz & Rudy Zetazate rarely from the small, lower remember hearing his commitment and drive have certainly everyday, it keeps me excited, it keeps can remember, be a career path to explore. Liz asked the spend time apart. They believe working together income home he that and going, paid off. He’s realized his dream of me going, because everyday we share our in business and life only strengthens their agent if her company was hiring, and grew up in as an only I always thought this ‘Geez. What am becoming a millionaire and has 22 offices goals and dreams.” relationship. While their World Financial Group she was quickly rebuffed. Driven to take child. Carl’s parents I doing?’” Carl throughout Canada. When you ask Carl wedding, she noticed a gentleman is how my life was business gives them the flexibility and her career in a new direction, Liz got the separated when he recalls. if he can believe how far he’s come in life, staring at her from across the room. freedom to work together, life wasn’t company’s phone number from her new was five. When he supposed to be.” Several years he says he believes he’s achieved so much !at man was Rudy. He approached her always this way for the Zetazates. policy when it arrived two weeks later was nine, his mother l a t e r, h e w a s because he never lost faith in his dreams. and, knowing what she did for a living, Liz emigrated from the Philippines passed away and he introduced to the “I was big dreamer when I was a kid. I started asking her financial questions. to Canada in 1989 — a single mom moved from St. !omas, Ontario, to live with insurance and financial services industry. got ridiculed quite a bit and some people “Working together Liz soon set an appointment with looking for a better life for herself and his father on the west coast on Vancouver He was always interested in finance, would say ‘Hey Carl, come back to him – not for a date, but to review his her three sons. Unable to continue strongly in a Island. His father held various jobs and the but didn’t know how to break into the earth,’” he says with a laugh. “When my insurance and investment needs. practicing as a midwife in her new family struggled financially. Sometimes there profession. He got his licenses while wife and I first got together . . . I always Rudy had many financial concerns. country, Liz worked as a home health family business is a was no food in the refrigerator and he didn’t remaining a boilermaker by day and then talked about where we were going, the In addition to being a single dad raising care aide to elderly patients. She found have new clothes to start the school year. “We moved full-time into the financial services things we were going to do and the things blessing for me.” a son, he worked seven days a week in herself struggling to support her family didn’t have a whole lot,” Carl says. business. His background made him more we were going to have and the lifestyle our the shipping and receiving department on a $16,000-a-year income and knew and called. Her representative’s manager After high school, Carl became a committed than ever to help families learn family was going to have. . . I just thought of a local factory. As Liz went over his she could change her career if someone met with her, liked Liz’s go-getter boilermaker and moved to the Prairies in about money, so he could change the lives if someone is going to live in a nice house, budget and financial needs, they both gave her a chance. attitude and gave her three months to central Canada. He became a journeyman of other families as well as his own. “I take it might as well be my family. realized they were beginning more than Her chance came after meeting with a prove herself. Liz studied and passed her tradesman, one of the most proficient in what I do very seriously,” Carl says. “I just believed in my heart of hearts just a professional relationship. life insurance representative in her home licensing exams. After one year in the his field, and thought he was doing well While Carl was starting his business, he that no matter what I was going to do, Liz’s ambition, excitement and about the importance of protecting her insurance and financial services business, making $50,000 a year. But the work and Donna were raising a family. As a father I was going to be successful. I always positive outlook attracted Rudy. “I family. Even though Liz was on a limited she moved from associate to manager environment for a boilermaker was not and husband, he was driven to provide his believed that about myself,” Carl adds. knew, me and her, have that chemistry,” budget, she was committed to making and nearly quadrupled her income. necessarily healthy. Breathing in gases all family with a better life. “When I met my “For as long as I can remember, I always Rudy says. “I saw something in her, that sure her three boys would be taken care day took a toll. Carl read that the average wife, and we decided to have a family, it was thought this is how my life was supposed she is the right woman for me. I can see of in case of an emergency and opened New Career, New Opportunities lifespan of a boilermaker was 52 years old, very, very important to me personally that to be.” in her that some day this lady will be a policy. She liked the idea of helping Liz’s new career changed her life in more but a boilermakers’ pension didn’t kick my family never has to experience [what I – Lisa Stockmann Karp very successful.” – Photos by Suzanne Teresa and Alec Watson families like her own and thought ways than one. While attending a client’s
46 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 47 Both of them had much in common: paycheck. I said ‘I’ve got to change. I Rudy oversees the office, manages WORLD FINANCIAL GROUP previous marriages, single parenthood want to get into this business to change the product providers and handles many and the determination to change their my life and change other people’s lives,’” of the administrative tasks, including lives for the better. recalls Rudy. paperwork, meeting set up, and even S !ey married four years later and set But Liz and Rudy’s dream took some finds time to work with their team out on a joint mission to improve their major sacrifices. While Liz was working member’s spouses. “He is the one who lives. with clients and prospective associates, can see what I don’t see,” say Liz. “!ere Rudy did his part to build their business are times I am very demanding with Sacrifice Brings Success as well. He still held down his full-time, my team. And he can tell me, ‘I think Liz worked with her new company for you are too demanding with your team.
several years and then learned about Give them a little bit of space.’ He is N World Financial Group from a friend. “Liz said, ‘Give me one the person, whatever I don’t see, he can From a management perspective, she year and you will quit see it.” was attracted by WFG’s business model They still go to the office together and distribution potential. She liked the your corporate job.’ every morning after they both exercise. idea of deciding who she wanted to be !ey are often out in the field together in in business with, being her own boss And it happened.” the afternoons on client appointments, and having the opportunity to share her and holding presentations and corporate O skills with other people to build a strong seven-day-a-week factory job. He’d rise overviews at night. And even after team of professionals. “If I can transfer at 5 a.m., work all day, rush home to working together all day, they still try my expertise to other people and I can take a shower, and then work all night to make time for a date night here and I help them to become somebody? !at’s bringing people to business presentations there. “She never gets sick of me, I one thing that really attracted me,” she or helping Liz with client meetings. guess,” says Rudy with a laugh. says. “It happened to me, so it can be “Liz said, ‘Give me one year and you !eir side-by-side approach seems to good for other people, too.” will quit your corporate job.’ And it be working. Liz achieved her Senior Vice She also thought it was the life- happened. I believe in her 100 percent,” Chairman promotion in 2006. Their changing opportunity she and Rudy had remembers Rudy. team boasts eight offices throughout
been seeking – a chance to help their What got Liz through the tough Canada: four in Toronto and one each P family while helping others. times were Rudy’s encouragement and in Edmonton, Vancouver, Montreal and “It’s the passion of helping people her strong belief that she was doing the Halifax, Nova Scotia. that got me interested in this financial right thing in this business for her family By playing to their strengths, industry. I struggled in Canada for 30 and for other families. But one of her Liz and Rudy have not only built a years living there, working paycheck to strongest assets was inside. “I believed in successful business, but also started a myself and I knew family business. Liz’s two eldest sons, I could do it,” says Allan, 28, and Hermie, 25, and Rudy’s Liz. son, Luke, 26, are all full-time World Financial Group marketing directors.
Playing to Hermie’s wife, Rachel, is Liz’s executive M Strengths assistant. !e running joke in the family In true team fashion, is guessing who will successfully recruit Liz and Rudy rely youngest brother, Christopher, 17, when on their strengths to he is ready to join the company. build their business. “I think working together strongly in “Liz attracts a lot a family business is a blessing for me,”
people. Her strength says Liz.” !e four kids are getting along A is she is always very because they have the same goals, the e xc i t e d , a l w a y s same mindset, helping a lot of people in very positive,” says addition to helping themselves. “We are Rudy. Liz shines also affiliated with a lot of good people, during meetings with the leadership of the company and FAMILY TIES: “Working together strongly in a family and presentations with clients and we have a good team. It’s unbelievable.” business is a blessing for me,” says Liz (center) pictured
potential associates, and keeps the H here with her business partners, (L-R) sons Luke and Allan, husband Rudy, sons Hermie and Christopher, and whole team going with her energy, – Lisa Stockmann Karp daughter-in-laws Sherryl and Rachel. he adds.
48 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 49 C The Woodlands, TX Previous Career: Sales Spouse: Tiffani QMDs thru 1st: 9 QMDs thru 6th: 71 Ring Earners: 31 Daringto Dream ROB DAY SVC PROMOTIONS SENIOR VICE CHAIRMAN “WFG has given me the opportunity to set and hit many of those types of goals. Goals that I probably would never have dared to even think about if I weren’t in WFG and surrounded by leaders who knew that I didn’t have to go through life being average and ordinary before I realized that for myself.”
for what I knew I could have versus really finding out But sometimes events unfold even when you don’t plan what I might be able to accomplish,” he explains. “I for them – such as Rob’s promotion to SVC. “We have chose to pass up the railroad career opportunity and focused on developing leaders knowing that teams would shortly after that my WFG business took off and I’ve follow. We didn’t run for SVC, we simply grew our team to never looked back.” the point that it was an SVC team,” he explains. Over the years with the company, Rob says he’s learned And Rob sees this promotion as just another point in quite a bit from its top leaders including Rich !awley, a long career he plans with World Financial Group and hen Rob Day first learned about WFG he didn’t know if this was the opportunity for him, but he thought WFG Supervisory Board Chairman. “One of the most the great futures he sees for his teammates. “I feel really that he would take a chance and see what happened. “When I went to my first meeting I wasn’t even sure valuable lessons I learned at WFG is something that Rich proud of our team. SVC is just a stepping stone to all the this was right for me – I wasn’t even sure it was for real. At that point I simply figured that I had nothing taught me. He said, ‘Set a goal that sounds unreasonable things we plan on accomplishing as a team. What I’m really Wto lose by giving it a try,” Rob says. and then go out and hit it just once in your life. You will excited to see is how many of our great leaders will hit SVC And so he did and started down a sometimes rocky road – one that eventually led him to his most recent promotion at that point realize that nothing can hold you back and this year.” of Senior Vice Chairman. He notes, “When I started in this business I didn’t have a career in place. When my business you can accomplish anything,’” Rob says. “WFG has giv- didn’t take off immediately, I didn’t have a good paying job to fall back on so finances were tight the first few years. At en me the opportunity to set and hit many of those types one point I had to move my family back home to live with my parents.” of goals. Goals that I probably would never have dared to But then, Rob says, a defining moment occurred in his career. “I was offered a job at the railroad with my dad, even think about if I weren’t in WFG and surrounded by which, at the time, would have paid me what sounded like a fortune. I knew the decision I was really making was leaders who knew that I didn’t have to go through life be- between following my dreams and having a good job with good benefits and a good paycheck. In other words – settling ing average and ordinary before I realized that for myself.”
50 | OPPORTUNITY Q2 2007 Q2 22007007 OOPPPPOORRTTUUNNITYITY | 5151 West Covina, CA rings; earned a place in the Million- Previous Career: aire Hall of Fame; traveled to Hawaii Mortgage Broker QMDs thru 1st: 14 four times; and earned trips to Tahiti, QMDs thru 6th: 18 Alaska, Cancun, Puerto Vallarta, Ring Earners: 16 St. Martin and Europe, along with countless other awards. All of that prestige and privilege GUILLERMO HARO probably seems long overdue to SVC PROMOTIONS Guillermo, who grew up poor in SENIOR VICE CHAIRMAN Mexico and moved to the United States without knowing a word of English. After his family moved to Pasadena, Calif., when he was five years old, Guillermo slept on the floor with his brothers and sisters in their one-bedroom shack. “Life was tough,” Guillermo notes. “To this day, I don’t ever remember having a birthday party as a kid or Christmas gifts. For that matter, our biggest treat was going to Burger King for a hamburger after church on Sundays.”
“!is business is the best place to invest your personal best effort – Playing the payoff is unreal.”
Guillermo used those experiences to sculpt a better life for himself, vowing to change the course of his own future for the sake of himself and his family. Guillermo tells his life toWin story in his BPMs, filling the room with the inspirational words of a man who came from nothing – and became someone at WFG. “I encourage everyone to buy a one-way ticket all the way to the top and then launch yourself there with total romoted from CEO MD to SVC in less than a year, Guillermo Haro could teach a thing or two about life on focus and commitment,” Guillermo says. “!is business is the fast track. But even though the scenery may rapidly whiz by, Guillermo remains ever-focused on the goals in the best place to invest your personal best effort – the payoff front of him. is unreal.” P“I’m ecstatic about having reached the promotion of SVC, and I owe it all to the awesome team we’ve built,” Since Guillermo trained his team members to work Guillermo says. “!e road to the top has been filled with sacrifice, hard work, many kitchen table presentations, set- equally as hard as he has, they also perform well, sometimes backs, disappointments, frustrations, and patience. If I had to do it all over again, I would’ve paid the price in full, up nipping at his heels in their successes with the company. front, faster, quicker, and with more urgency so that this promotion and all of the incredible rewards that came with it However, his biggest competition might be growing up in along the way would have happened in half the time.” his own home – in the form of his 5-year-old daughter, Guillermo could easily fill 10 rooms with the number of WFG awards and honors he’s received through his rapid Sofia. rise in the company. In March 2006, he was promoted to CEO MD, followed with a promotion to FVC in July and “She often says that she can’t wait to get older so that she then SVC in November. He has won MD of the Year twice; earned $100,000, $250,000, $500,000 and $1 million can qualify for her ring,” says Guillermo, laughing.
52 | OPPORTUNITY Q2 2007 Q2 22007007 OOPPPPOORRTTUUNNITYITY | 5353 Richmond Hill, ON, CN It’s the “crusade mentality” that continually inspires Next, Teresa wants to see her team become an EVC team Previous Career: and excites Teresa, the notion of pressing on, even in diffi- by end of 2008. Financial Services Spouse: Jack Wong cult times, helping others, doing good, and most impor- “I will continue to build up more $100,000 Ring Earners QMDs through 1st: 13 tantly enjoying one’s profession. and true business owners so that they can touch more people’s QMDs through 6th: 46 “WFG’s mission of No Family Left Behind® — the lives,” Teresa says. Ring Earners: 13 way the company gives everyone who wants to change Teresa feels this promotion marks the start of a whole new their lives and work for their successes the chance to meet WFG business, an achievement brought about by the power TERESA TANG-WONG their goals and achieve their dreams is so inspiring,” Teresa and energy of people working toward one very important SVC PROMOTIONS notes. “I am running my own business, but I am not on cause – ensuring that there is No Family Left Behind®. SENIOR VICE CHAIRMAN my own. !at’s a good feeling.” A Successful Motivation
“It took all of the leaders working together toward the same goal at the same time, so teamwork was crucial also for this achievement.”
s soon as newly promoted SVC Teresa Tang-Wong made up her mind to move her team toward its SVC goal, all it took was one little month of planning to make it happen. In August, Teresa began working with leaders on her team who wanted to help her earn her promotion. She Aused that one month to motivate and prepare her team in a big way, always with assurance and encouragement. Each week from September through November, Teresa held a 30-minute team monitoring conference call, and each night during the last two weeks of November, she brainstormed with her top MDs, searching for previously uncharted improvement methods. “During the SVC run, we always kept ‘suitability and affordability’ in mind to make sure the business we were doing was of the highest quality,” Teresa says. “It took all of the leaders working together toward the same goal at the same time, so teamwork was also crucial for this achievement.”
54 | OPPORTUNITY Q2 2007 Q2 22007007 OOPPPPOORRTTUUNNITYITY | 5555 Burlingame, CA Previous Career: Computer Sales and Special Education Teacher Spouse: Daning Wu QMDs through 1st: 12 QMDs through 6th: 40 Ring Earners: 5
KATHRYN WANG SVC PROMOTIONS SENIOR VICE CHAIRMAN
“I motivate my associates by letting them know their value and letting their dreams live on,” Kathryn said. “I tell them, ‘Other people can do it – why not you?” Marshaling “!at year, our team’s leaders were more mature and strong, and our associates were more experienced than ever before,” she explains. Kathryn has kept that productivity going by recogniz- the Art ing and praising her associates for their achievements. Kathryn also believes in the power of positive, personal rofessional athlete in martial arts. Classmate of Jet Li, international martial arts movie star. Graduate from the communication, along with regrouping at team meetings World Beijing Foreign Language Institute with a Bachelor’s degree in French. Former special education teacher and after each BPM, during conference calls and at WFG’s of computer salesperson. Convention of Champions. Financial POf all of the hats Kathryn Wang has worn over the last several years, she is most proud of the one she wears now – “I motivate my associates by letting them know their Senior Vice Chairman. value and letting their dreams live on,” Kathryn says. “I Group “!e sky’s the limit now,” Kathryn says. “Of course, it always has been, but now I have my team, my business and my tell them, ‘Other people can do it – why not you?’” priorities are all where they need to be, and that just means that even bigger and better dreams and goals are attainable.” Owing her success to simplicity, Kathryn aims to to approach their financial dreams,” she says. “I believe so !e acclamation of Kathryn’s achievements comes after years of devotion to seeing her WFG business get off the accomplish just one goal per day, whether it’s talk to one much in the concept of equal opportunity, both in personal ground. Her first year was a year of recruiting, followed by a self-described year of failure. Consequently, Kathryn spent person, open one account or deliver one policy. growth and financial services. !e system is the path to her third year with WFG rebuilding and her fourth year expanding her business, growing her team into Seattle, Wash., “I am so proud of being in the WFG business and so success in this business, which leads each of our associates and Vancouver, British Columbia. Finally, her fifth year with WFG became a year of growth. excited in helping families, our associates and my family to their dreams.”
56 | OPPORTUNITY Q2 2007 Q2 22007007 OOPPPPOORRTTUUNNITYITY | 5757 CEO MD PROMOTIONS Alviso, CA QMDs thru 1st: 11 CEO MARKETING DIRECTOR Previous Career: QMDs thru 6th: 24 Technician Ring Earners: 7 Spouse: Marie Jean ERICH COLET FVC PROMOTIONS FIELD VICE CHAIRMAN
s a technician working at Stanford University, o Family Left Behind®. He adds, “It was challenging newly promoted Field Vice Chairman Erich It’s not just a part of and rewarding at the same time. Colet might not have seemed to be a likely WFG’s mission to newly !e first couple of months were Acandidate to work in the financial services business, but Npromoted CEO MD Rudi Lugito, hard – I had never lived in Los when he heard about the opportunity he knew WFG was it’s an every day occurrence. “What Angeles before and had only one the place for him. “!ere was no doubt when I first heard first excited me about WFG was the friend. I had to start from zero – I about the opportunity. I fell in love with the business company’s opportunity – to be in had to empty my cup and become right away,” he says. business for yourself and have the a student of the business. I had An adventurous, hardworking individual, Erich says opportunity to open many outlets to reinvent myself. But once I saw he is always looking for change, specifically personal in different cities and states. Now the vision and I started to live the change. And he says the mentorship he’s received from I’m more inspired by the many people I RUDI LUGITO mission, everything became simple leaders, such as Xuan Nguyen and Chito Roxas, has see every day through this opportunity and easy.” helped him to grow up while working in this business. – seeing the sparks in their eyes and West Covina, CA QMDs thru 1st: 8 And Rudi was obviously right He notes, “I’ve learned a lot from this business, specifi- the hope in their voices. !ese daily Previous Career: QMDs thru 6th: 12 about the future he had with the Investment Banking Ring Earners: 2 cally how to interact with people from all walks of life and experiences of the mission are what Spouse: Janti company, and the rewards it would to be able to inspire them.” keeps me fueled and energized. To bring to himself, his family and Starting out in this business was not an easy road for me this is my daily No Family Left other families. “I come to the Erich, but he quickly adapted and grew a sound WFG Behind® experience,” Rudi says. office daily at 9 a.m. and come home in the evening. I have business. “It was bumpy and hard in the beginning, but It was this vision and mission that initially attracted Rudi flexible time in the afternoon so I can spend time with my as I went along I was able to adjust in any situation and pursue my goals,” he to World Financial Group. Prior to joining the company wife and two daughters — picking them up from school and says. And he made sacrifices – such as no longer playing tennis and hanging Rudi was already working in the financial services industry taking them to Komon classes and Taekwondo practices. At around with his friends on the weekend. in Indonesia. “I already knew that there was money in 7 p.m. I go into the field with a trainee for appointments,” Now, after several years in the business and an FVC promotion under his financial services, so no one had to convince me about this Rudi says. belt, Erich has plenty of time to share with family and friends. “My time is very, business. I just had to see and understand WFG’s vision It’s this flexibility that Rudi thinks makes all the differ- very flexible. My income is stable. I don’t have to be in the office because I have and mission, and I realized that this was a better system in ence. “I see that the traditional industry is not doing the two office managers to run my business and I’m able to travel whenever I want,” comparison to a traditional company,” he explains. job. When traditional agents go home, I go to work and he says. But coming back to the United States and starting up impact families.” And there’s no slowing Erich down as he has major plans for his future. a new business was not the easiest of times for Rudi or his Rudi has reached this point in his career in large part Personally, Erich says he would like to become a millionaire, retire young, travel the world, leave a legacy and pay off what family. At the time, he and his wife, Janti, had been married thanks to his team and his family, he says. “I really appreciate is owed on his two homes. Additionally, Erich would like to do some charitable work. “I would like to share my blessings nine years and had two young daughters – Catherine and my team for their hard work, dedication and commitment. with my brothers and sisters who are in the Philippines,” he says, “And I would like to help in the community, especially Keisha. As Rudi describes his first few years with the com- !ese attributes are the reasons why this team has become a those in need.” pany, “About one month prior to joining the company I had great one. I owe my success to them, my beautiful wife and As for his business goals, Erich wants to help his teammates achieve millionaire status, have an MD factory in his team moved back to the United States. I didn’t have a job or an awesome daughters. I know this is just the beginning and dominate the financial services industry. With the dedication he has shown to his team and growing his business thus income — and for the first three months at WFG there was of many more milestones.” far, there’s no doubt that Erich is determined to achieve these goals and more. no income. !e four of us lived in a small room. But I was But it’s not his achievements that Rudi sees as his ultimate so sure about the future with WFG.” goal but the achievements of his teammates. “My wife says it the best: ‘To be a successful person is when you help others to be successful.’”
58 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 59 CEO MD PROMOTIONS EMD PROMOTION CEO MARKETING DIRECTOR EXECUTIVE MARKETING DIRECTOR DENNIS VILLARIN
SMD PROMOTIONS SENIOR MARKETING DIRECTORS
Steven Haag Orin Haworth f there is one reason that But even with all the good Orange, CA Las Vegas, NV CEO MD Rake Murray is times, joining the company Previous Career: Previous Career: Food Service Student & Waiter motivated to succeed at World required certain sacrifices to be QMDs thru 1st: 2 QMDs thru 1st: 2 IFinancial Group, it would be his made. For the first few months QMDs thru 6th: 4 QMDs thru 6th: 3 son, Christopher. “I had to grow with WFG, Rake shared a room Ring Earners: 1 Ring Earners: 3 up fast when I had my son. I didn’t with his son in a condominium want him to have a less than or even that he and his sister purchased average life. I want it to be spec- together. But after eight months in Goal: To build the largest Base Shop and promote more than Goal: To have 10 $100,000 Ring earners on my team by the end of 1,000 Qualified Marketing Directors during my lifetime with WFG. this year. tacular. !at has given me the drive the business, Rick says he started I need to succeed,” Rake says. making enough money to change Alan Wen According to Rake, Christopher was that situation. RAKE MURRAY Alviso, CA More Senior Marketing Directors: born when Rake was just 19 years old. Overall, Rick looks on his Previous Career: Mel Muela And for the past 12 years, he’s been first few years with the company Software Engineer a single father raising his son full Santa Clarita, CA QMDs thru 1st: 10 as exciting. “I just felt from the QMDs thru 1st: 4 Jill Tjong time. A situation, he says, that has Previous Career: QMDs thru 6th: 11 beginning this was for me. So it all QMDs thru 6th: 5 Accounting Student Ring Earners: 7 Ring Earners: 0 completely changed the course of his seemed like an amazing adventure life — for the better. of hard work and moving forward When World Financial Group even through the adversity.” Goal: To be a next generation leader and make everybody who sees came along, Rake realized that the opportunity offered him Rake’s most recent adventure? His promotion to CEO me proud of WFG. the chance to bring his child up the way he wanted. “I just MD. A step he credits his team in helping him achieve. “I wanted a chance to raise my son, which meant to get him am so excited more for my team than myself. So many of QMD PROMOTIONS out of day care. I needed some way to make money and my teammates and leaders stepped up to new career bests, QUALIFIED MARKETING DIRECTORS have control over my schedule – that’s what attracted me to which was really great to watch.” Beth Bayard Jeremy Cubitt Florence Delgado WFG,” he says. And he believes that most anyone can succeed at World Woodland Hills, CA Barrie, ON, CN Montreal, QC, CN Rake truly has had a lot of time to spend with his son, Financial Group. “As a company, WFG is so turnkey that Previous Career: Previous Career: Previous Career: who has traveled around the world with him. !us far, the I believe anyone with a no quit attitude can make it big Telemarketing Farmer/Truck Driver Administrative Assistant pair have visited more than 25 countries and have traveled — whatever that means for them,” Rake says. throughout the United States. !ey have been to Europe Still working to make it as big as he wants, Rake looks five times, and traveled to Hawaii seven times and Mexico to obtain his SVC promotion by the end of this year. “I’m Goal: To give all I have to my career with Goal: To produce 80 personal QMDs and Goal: To achieve my promotion to SMD. World Financial Group in order to enhance earn a place on the Chairman’s Council. on three occasions. nowhere close to where I will end up, but WFG has made my family’s life. me mentally tough. It has given me the ability to raise an unbelievably great son, and help hundreds of other families Lynne Felan Javier Garibay Mark Grabill through our products and opportunity,” he says. Valencia, CA Stockton, CA Edmonton, AB, CN Previous Career: Previous Career: Previous Career: Registered Nurse, Welder Power Lineman Neo-Natal ICU
Goal: To help my family, my teammates and as Goal: To have my organization in all 50 Goal: To have six direct QMDs by the end of many families as possible to become financially states, and to be the best and hardest working next year. independent. team in WFG.
60 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 61 QMD PROMOTIONS $100,000 RING EARNERS QUALIFIED MARKETING DIRECTORS
Miguel Hernandez Jane Huff-Geib Jeffrey Larson Marlise Kelsey Scott Means Frank Millington Pomona, CA Plano, TX Valencia, CA Edmonton, AB, CN Lodi, CA Calgary, AB, CN Previous Career: Previous Career: Previous Career: Previous Career: Previous Career: Previous Career: DJ, Graphic Design, Manager, Dental Manager, Stay-at-Home Mom Healthcare Oil Field Worker & Railroad Real Estate Practices Aerospace Co. Electronics
Goal: To achieve my EVC promotion and lead Goal: To build financial independence for my Goal: To become an EVC by 2010 or sooner, Goal: To be recognized throughout the com- Goal: To create a trust fund for my son Lance Goal: To earn my CEO MD promotion by thousands of families to financial independence family, my teammates’ families and the people and focus on building and qualifying for the pany as a strong leader, trainer, speaker and so he will always be taken care of, properly the end of the year, and, in the process, help along the way. we serve. CEO MD Club. builder. fund my own retirement, and to assist each thousands of families prepare for financial member of my team as they strive to reach their independence. Anthony Petruzzi Gene Schulfer Noriko Takemoto personal goals. Oak Brook, IL Stevens Point, WI Gardena, CA Previous Career: Previous Career: Previous Career: Dale Miller Frank Millington Navdeep Sandhu Copier Salesperson Electrician Loan Agent Saskatoon, SK, CN Calgary, AB, CN Surrey, BC, CN Previous Career: Previous Career: Previous Career: Financial Services Oil Field Worker & Banking Goal: To teach people the key financial funda- Goal: To be the largest, most sought out and Goal: To build a strong financial services busi- Railroad Electronics mentals to make a difference in their lives. most respected financial services firm in the ness with World Financial Group. Midwest, and to open new offices throughout North America. Goal: To become an EVC and be an example Goal: To become an EVC by 2010 or sooner, Goal: To earn my CEO MD promotion by age Shiju Thomas Hau Tran Martine Varlet of leadership that allows those that follow my and focus on building and qualifying for the 35 and earn $500,000 annually. Toronto, ON, CN Garden Grove, CA Agoura Hills, CA example to achieve their goals in life. CEO MD Club. Previous Career: Previous Career: Previous Career: Chief Financial Officer Stock Boy Self-Employed Gregory Schroen Norm Toy Lori Wagner Austin, TX Calgary, AB, CN Lodi, CA Goal: To build a strong global team, and to Goal: To help build 1 million QMDs. Goal: To earn my CEO MD promotion by Previous Career: Previous Career: Previous Career: carry the company’s mission to India. October of this year. Accountant/Financial Retail Business Manager, Telecomm Analyst Owner Co. Robert Welsh Bill Wu Mark Yu San Jose, CA Alviso, CA City of Industry, CA Goal: To earn my promotion to CEO MD Goal: To achieve my SMD promotion in the Goal: To become the first female $1 million Previous Career: Previous Career: Previous Career: Student & within three years. next 18 months. earner in WFG history, and to build a team Business Owner Engineering Restaurant Server of passionate leaders and achieve my EVC promotion. Lori Wilson More Marketing Directors: Goal: To reach the globe through the develop- Goal: To build a global distribution business Goal: To achieve financial freedom by age 30. Melbourne, FL ment of leaders. in the financial services industry. Previous Career: Cameron Bell Karl Parize Dorothy Sullivan Opera Singer Zanna Curry Charles Parker Mike Valiente Richard Hammond Jonmark Richardson Justin Wright Zak Zamani Xuli Zong More $100,000 Ring Earners: Gareth Hudson Heera Sandhu Ken Yap North York, ON, CN Flushing, NY Christina Ats Kevin Huffman Sukhdev Sandhu Pingjin Zhuang Previous Career: Previous Career: Goal: To enjoy every minute of success with Eric Lawrence Neelam Sharma IT Project Manager Software Engineer Bruce Bailey every person with whom I come into contact. Brooke March Logan Shaw Luceia Belgrave Jimmy Castro $100,000 RING EARNERS Goal: To build a solid business through my Goal: To build a big team and business. Allison Covington motto, “Do it right, do it with pride.” Russell Galarneau Grace Antares Murray Clarke Jessy Jaison Many people have experienced various levels of success with World Financial Group. However, individual expe- Shoaib Muhammad Portland, OR Edmonton, AB, CN Mississauga, ON, CN riences may vary. This statement is not intended to nor does it represent that any current individual’s results are Amy Reyes Previous Career: Previous Career: Previous Career: representative of what all participants achieve when following the World Financial Group system. Nanesa Rodelas Real Estate Sales Manager, Industrial Doctor U.S.: All contests, awards and related promotional criteria, events and designations are offered by or through Karanjit Sihota Cleaning Chemicals World Financial Group, Inc. (WFG) and/or World Group Securities, Inc. (WGS). In order to qualify, an individual Daniel Steinberg must be a member in good standing of WFG and WGS, if applicable. Jillia Tjong Goal: To have 20 branch offices and to help Goal: To achieve my promotion to FVC and Goal: To have the strongest and biggest Base CANADA: All contests, awards, and related promotional criteria, events and designations are offered jointly by thousands of families. have seven independent offices throughout the Shop with 30 associates licensed in my Base in or through World Financial Group, Inc. and WFG Securities of Canada Inc. In order to qualify, an individual must US and Canada. the next two years. be a member in good standing of WFG and WFG Securities of Canada Inc., if applicable.
62 | OPPORTUNITY Q2 2007 Q2 2007 OPPORTUNITY | 63 How I … Found a Career I Love and Made My Mother Proud grew up in Taiwan in a good me. My husband worked 24/7 to environment. My parents were support all of us. By day, he was founders of a college, which a software engineer. At night, “meanIt th at we traveled a lot and lived a he taught classes at a college good life. Being the youngest (my sisters and was a computer consultant. are 17 and 19 years older than me), I was I didn’t want us to become spoiled by my parents and never had to dependent on my husband, so worry about financial problems. I looked for ways to make some B o t h o f m y s i s t e r s e x c e l l e d extra income. At first, I became academically, which gave them the a flight attendant, hoping that I opportunity to attend the best colleges would be able to travel for free and in the United States and earn several bring my mom on trips she used to different degrees. My eldest sister worked enjoy, but could no longer afford. as a controller for a defense company Around that time, someone came to Yvonne Mei and her husband Adam Ip in corporate America. My second sister my home and talked with my husband was the owner of a fairly big company. and me about how money works and came into this business thinking I could Surrounded by a feeling of forced and high showed us some financial concepts. I make a couple of thousand dollars extra, expectations, I gave up on my hopes and thought to myself that if only someone and now I own my business and control dreams. Without a successful future to had sat down with my parents when they my life. My husband was able to quit his look forward to, I began to accept the idea jobs and now works with me full-time, of being a housewife for the rest of my life. managing the office. My sister sold her In the 1980s, my parents sold their This company has business, and now works with me, too. school and retired in the United States. provided me with the My mother played the most important Over the years, they had saved up money opportunity to change my part in my life by motivating me to put so that they wouldn’t have to worry about forth my best effort towards this company. it in retirement. My parents bought a life, the life of my family, I have always wanted her to be happy and house and everything with cash. No and the ability to make my wholeheartedly proud of the fact that I mortgage, no loans. My parents stored mother proud. am her daughter. When I was doing well the rest of their money in a bank account. at this company, I bought my mother a There was no one there to guide them new Mercedes as a gift of gratitude for her through the system of how money works. came to the United States, my parents influence on my goals. She recognized my In my parents’ second year in the would have been better off. That is accomplishment and was prouder than United States, my father had a stroke. We when I found out about World Financial ever to be my mother. Unfortunately, a year didn’t have any health insurance. My father Group. Our mission is to change and a half ago, my mother passed away. passed away in 1996, and my mother had people’s lives, change families’ lives and Many of her friends approached me at her used up all the money they had earned educate them about how money works. funeral and said, ‘You must be Yvonne. earlier. My mother was a very strong, I was excited and wanted to help other Your mother always talked about you and powerful woman who was an entrepreneur families like mine learn about money. you have no idea how proud of you she in my country when not a lot of people, Working at WFG also allowed me to is.’ This company has provided me with especially women, were at that time. By the support my family financially. After the opportunity to change my life, the life time my mother wanted to retire, she had one year of working at both WFG and of my family, and the ability to make my almost no money and had to depend on at the airlines, I quit my job as a flight mother proud. It has affected me in ways me and my sisters to take care of her. attendant and went full-time into WFG. that nothing else could ever do.” My mother came to live with my family: I was making four times the amount of - As told to Lisa Stockmann Karp my husband, Adam, my two children, and money I made as a flight attendant. I
64 | OPPORTUNITY Q2 2007