word
sp
AND
sp
TWO
sp
HEALTHMASTER
IS
DESIGNED
TO
MEET
CLIENT
NEEDS
IN
THE
sp
FOLLOWING
sp
AREAS
sp
A
sp
PROTECTION
OF
INCOME
IN
THE
EVENT
OF
BEING
sp
UNABLE
TO
WORK
sp
THROUGH
SICKNESS
sp
HOW
DO
WE
FEEL
ABOUT
THAT
sp
YES
sp
FAIRLY
POSITIVE
ON
THAT
ONE
YES
IT
CERTAINLY
WAS
sp
A
sp
ERM
sp
ANYBODY
HAVE
ANYTHING
DIFFERENT
sp
TO
THAT
sp
ANYBODY
GOT
ANY
QUERIES
sp
ON
sp
THAT
NO
sp
MOVE
ON
THEN
NUMBER
sp
THREE
sp
IN
WHAT
CIRCUMSTANCES
SHOULD
YOU
RECOMMEND
A
DEFERRED
sp
PERIOD
sp
OF
THIRTEEN
WEEKS
sp
INSTEAD
sp
OF
TWENTY
SIX
sp
WEEKS
sp
WHEN
THE
CLIENT'S
EMPLOYERS
STOP
PAYING
SALARY
AFTER
sp
THIRTEEN
sp
WEEKS
ABSENCE
sp
THROUGH
sp
ILL
HEALTH
sp
THAT'S
sp
D
AND
sp
THAT
IS
THE
RIGHT
ANSWER
sp
ANYBODY
GOT
ANYTHING
sp
THEY
sp
WANT
sp
TO
TALK
sp
ABOUT
ON
THAT
NO
sp
ALL
FAIRLY
sp
HAPPY
WITH
THAT
YES
sp
GOOD
sp
AH
NUMBER
FOUR
sp
INTERESTING
ONE
THIS
ACTUALLY
WE
DID
HAVE
A
sp
FEW
ER
sp
MISHAPS
ON
sp
NUMBER
sp
FOUR
sp
EMPLOYED
CLIENT
TWENTY
FOUR
sp
THOUSAND
I'LL
JUST
DO
THIS
ONE
ON
THE
BOARD
I
sp
THINK
IT
MIGHT
BE
AN
sp
IDEA
sp
{OOV}
sp
MOVE
IT
ALONG
sp
THE
EMPLOYED
CLIENT
sp
AT
TWENTY
FOUR
sp
THOUSAND
sp
POUNDS
sp
A
sp
YEAR
sp
INCOME
sp
OTHER
P
H
I
COVER
OF
sp
EIGHT
sp
THOUSAND
sp
A
sp
YEAR
sp
SO
sp
ASSUMING
THE
STATE
PERSON'S
ABILITY
BENEFIT
IS
TWO
NINE
ONE
sp
SEVEN
sp
WHAT'S
THE
MAXIMUM
sp
HEALTHMASTER
sp
BENEFIT
ALLOWED
sp
OKAY
DO
YOU
sp
WANT
TO
START
TALKING
ME
THROUGH
THIS
WHAT
ARE
WE
GOING
TO
DO
WITH
THIS
sp
ONE
FIRST
OF
ALL
sp
TAKE
SEVENTY
FIVE
PER
sp
CENT
AWAY
RIGHT
SO
WE
sp
GO
LIKE
sp
THAT
sp
YES
sp
TIMES
POINT
SEVEN
sp
FIVE
sp
I
THINK
THAT
sp
COMES
TO
ERM
OH
sp
EIGHTEEN
THOUSAND
sp
YES
sp
NOT
BY
MY
sp
MATHS
IT
sp
DOESN'T
SORRY
NOT
BY
YOUR
sp
MATHS
IT
ISN'T
BOB
AH
RIGHT
YES
sp
WELL
LITTLE
sp
CLUE
THERE
IN
FUTURE
FOR
YOU
TWENTY
sp
FOUR
THOUSAND
sp
AT
SEVENTY
sp
FIVE
PERCENT
WILL
sp
GIVE
sp
YOU
EIGHTEEN
K
WHAT
sp
I
sp
AM
GOING
TO
DO
NOW
sp
TAKE
AWAY
EIGHT
THOUSAND
sp
TAKE
sp
AWAY
THE
sp
EIGHT
sp
THOUSAND
sp
EXISTING
sp
P
H
I
sp
COVER
sp
ABSOLUTELY
sp
CRACKAMONDO
sp
LEAVES
US
WITH
THE
sp
NICE
sp
ROUND
SUM
OF
sp
TEN
sp
THOUSAND
sp
POUNDS
sp
AND
WHAT
sp
I
AM
GOING
TO
DO
NOW
THEN
FOLKS
sp
TWO
ONE
sp
TWO
OFF
sp
I'M
GOING
TO
TAKE
OFF
THE
sp
TWO
NINE
ONE
sp
SEVEN
AREN'T
sp
I
sp
YES
sp
TAKE
OFF
THE
TWO
sp
NINE
ONE
SEVEN
sp
WELL
sp
DO
A
QUICK
BIT
OF
MATHS
HERE
SO
SEVEN
sp
FROM
sp
TEN
IS
sp
THREE
sp
TWO
sp
FROM
TEN
IS
sp
EIGHT
sp
TEN
FROM
TEN
IS
NOTHING
sp
THREE
sp
FROM
THAT
IS
SEVEN
SEVEN
sp
OH
sp
EIGHT
sp
THREE
sp
WHICH
sp
SURPRISINGLY
ENOUGH
sp
WAS
ANSWER
sp
B
sp
ALRIGHT
sp
OKAY
ALL
FAIRLY
HAPPY
WITH
THAT
CALCULATION
YES
sp
IT
WASN'T
A
sp
DIFFICULT
sp
ONE
sp
REALLY
WAS
IT
sp
NO
JUST
ENOUGH
sp
TO
MAKE
SURE
{LG}
sp
OKAY
sp
MAYBE
NOT
A
sp
DIFFICULT
AS
THAT
sp
ONE
sp
WAS
sp
JUST
ENOUGH
REALLY
TO
MAKE
SURE
sp
THAT
sp
YOU
sp
KNEW
sp
HOW
sp
TO
sp
DO
THE
CALCULATIONS
sp
ALRIGHT
NUMBER
FIVE
THEN
sp
HEALTHMASTER
IS
NOT
AVAILABLE
sp
TO
AND
THIS
CAUSED
A
FEW
UPSETS
AS
WELL
sp
ERM
sp
A
EMPLOYED
sp
PERSONS
sp
WELL
QUITE
OBVIOUSLY
IT'S
AVAILABLE
TO
sp
THEM
sp
B
RETIRED
PERSONS
sp
THAT
sp
WAS
THE
RIGHT
ANSWER
RIGHT
sp
B
RETIRED
PERSONS
WAS
sp
THE
RIGHT
ANSWER
NOW
SOME
OF
sp
YOU
sp
PUT
D
ANYONE
sp
NOT
GAINFULLY
EMPLOYED
AND
I
DID
THINK
I'D
EXPLAINED
IT
CLEARLY
{OOV}
MY
DAUGHTER'S
DOING
A
MEDIA
DEGREE
sp
ACTUALLY
sp
AND
SHE
sp
JUST
sp
BROUGHT
sp
ER
sp
ONE
sp
OF
THOSE
sp
THINGS
HOME
WITH
sp
HER
{OOV}
sp
PERIOD
IS
ONE
OF
HER
FIELDWORK
AS
PART
OF
HER
sp
FIELDWORK
IS
TO
INTERVIEW
PEOPLE
{OOV}
IS
THAT
WHAT
YOUR
sp
BACKGROUND
sp
IS
sp
NOT
REALLY
sp
NO
I
MEAN
ERM
sp
I
DID
A
THREE
YEAR
NATIONAL
DIPLOMA
IN
MUSIC
MUSIC
RECORDING
AH
RIGHT
AND
THEN
THROUGH
A
FRIEND
WHO
WAS
WORKING
AT
{GAP_ANONYMIZATION_NAME}
GOT
A
JOB
MOST
OF
MY
WORK
ACTUALLY
INVOLVES
WORKING
WITH
COMPUTERS
IT'S
ONLY
NOW
AND
sp
AGAIN
I
sp
ACTUALLY
GET
TO
GO
sp
AWAY
sp
AND
ACTUALLY
DO
SOME
RECORDING
WHICH
I
{OOV}
THAT'S
NOT
GOING
TO
WORK
WITH
{OOV}
FIVE
THOUSAND
SIX
HUNDRED
SO
THAT'S
sp
WHERE
SOME
PEOPLE
GOT
THE
FIGURE
WORKED
OUT
ACTUALLY
LOOKING
sp
AT
THE
TERM
AS
A
PARROT
sp
STRINGS
sp
THE
TERM
sp
{OOV}
IN
SOME
OF
THESE
PLACES
OKAY
NUMBER
SIX
HEALTHMASTER
sp
PROVIDES
sp
LONG
TERM
BENEFITS
FOR
sp
INDIVIDUALS
sp
UNABLE
sp
TO
RETURN
TO
sp
WORK
sp
BECAUSE
OF
sp
ILLNESS
OR
INJURY
sp
THIS
TYPE
OF
sp
PLAN
IS
sp
KNOW
sp
AS
sp
I
THINK
sp
B
sp
IS
sp
THE
sp
ANSWER
YOU
KNOW
OF
ANYBODY
sp
GOT
THAT
sp
WRONG
I
sp
THINK
sp
A
SEVERE
sp
SMACKING
sp
ON
sp
THE
sp
HEAD
IS
sp
PROBABLY
sp
DUE
sp
NUMBER
SEVEN
sp
THE
sp
ELEMENT
OF
sp
RISK
ON
A
sp
HEALTHMASTER
sp
PLAN
sp
D
sp
INCREASES
sp
AS
THE
OCCUPATION
sp
CLASS
INCREASES
sp
I
E
NUMBER
ONE
sp
IS
LOW
sp
NUMBER
sp
FOUR
sp
IS
sp
HIGH
sp
YES
ALL
COMFORTABLE
WITH
THAT
NO
PROBLEMS
WITH
THAT
sp
OKAY
sp
NUMBER
EIGHT
sp
WHICH
OF
THE
sp
FOLLOWING
{OOV}
AFFECT
sp
PREMIUMS
ON
ALL
OF
sp
THEM
sp
B
SMOKING
STATUS
sp
ALRIGHT
sp
NOW
THIS
sp
CAUSED
A
LITTLE
BIT
OF
UPSET
AND
sp
I
sp
THINK
WE
sp
JUST
sp
LIKE
TO
sp
CLARIFY
sp
THAT
sp
YOU'VE
sp
NOTICED
THAT
HEALTHMASTER
DOES
sp
NOT
sp
HAVE
ERM
sp
JUST
sp
SMOKER
sp
NON
SMOKER
sp
RATES
BECAUSE
IF
sp
WE
sp
ACTUALLY
JUST
sp
SIMPLY
MENTION
DWELLED
ON
sp
THAT
sp
PERHAPS
WE
SHOULD'VE
LITTLE
sp
BIT
sp
LONGER
sp
WHY
sp
WHY
sp
IS
sp
THAT
sp
ALL
THE
OTHER
LIFE
sp
ASSURANCE
THEY'RE
LIFE
ASSURANCE
AREN'T
THEY
YES
sp
THIS
IS
A
sp
TRAINING
SESSION
sp
FOR
sp
{OOV}
LIFE
sp
ASSURANCE
sp
WELL
sp
IT'S
sp
TO
PRO
sp
IT'S
TO
sp
PROVIDE
sp
PERMANENT
sp
HEALTH
sp
INSURANCE
sp
BENEFITS
sp
AND
sp
WHILST
I
sp
THINK
THERE'S
EVIDENCE
sp
AT
THE
sp
MOMENT
sp
TO
sp
SUGGEST
sp
THAT
OBVIOUSLY
sp
YOUR
sp
HEALTH
sp
IS
IN
{OOV}
BY
sp
SMOKING
sp
ERM
sp
INSURANCE
COMPANIES
HAVEN'T
sp
GOT
sp
ROUND
sp
YET
TO
SAYING
IT'S
sp
ENOUGH
sp
OF
A
RISK
sp
THAT
sp
IT
sp
WILL
sp
KEEP
YOU
OFF
sp
WORK
ALTHOUGH
sp
QUITE
sp
CLEARLY
sp
I
THINK
IT
sp
WILL
sp
ERM
sp
SO
THAT'S
WHY
I
PUT
sp
DOWN
SIX
SO
sp
YOU
COULD
ALSO
sp
PUT
sp
YOU
KNOW
IF
sp
YOU
sp
WANT
TO
sp
IT
ALL
DOWN
TO
THE
MATTER
OF
DOING
sp
THE
SAME
JOB
sp
BUT
THAT'S
ALL
REALLY
REFLECTED
IN
THE
RATE
ISN'T
IT
YES
sp
YES
AND
sp
WHETHER
IT'S
MALE
OR
FEMALE
sp
SO
sp
NUMBER
EIGHT
sp
AND
IN
FACT
NUMBER
sp
NINE
AS
WELL
sp
BECAUSE
NUMBER
NINE
WAS
THAT
sp
COUPLE
OF
QUESTIONS
I
SAID
sp
LOOK
sp
DON'T
GET
CONFUSED
THEY
ARE
ACTUALLY
sp
{OOV}
{XX}
THAT'S
BAD
NEWS
YES
sp
THAT
WAS
IN
FACT
THE
BAD
sp
NEWS
sp
YES
AND
THAT'S
WHAT
I
THINK
WHAT
DID
A
COUPLE
sp
OF
sp
THEM
YES
sp
I
sp
THINK
sp
THAT'S
PROBABLY
WHAT
YOUR
YOUR
PROBLEM
WAS
sp
THERE
sp
JOHN
SO
WE'RE
ALL
CLEAR
ABOUT
THAT
THEN
SMOKING
STATUS
IS
sp
NOT
AN
ISSUE
WITH
HEALTHMASTER
AND
sp
MOST
OF
YOU
{OOV}
IN
FACT
sp
I
sp
RECORDED
ALL
THAT
{OOV}
AND
MOST
OF
sp
YOU
sp
CAUGHT
sp
ON
TO
THAT
sp
NUMBER
TEN
sp
POLICY
REVIEWS
ARE
A
CHECK
sp
TO
SEE
IF
sp
D
sp
CURRENT
sp
BENEFITS
CAN
sp
BE
SUSTAINED
sp
IF
I
COME
BACK
AND
sp
SAY
{OOV}
IT'S
AS
sp
SIMPLE
AS
sp
THAT
sp
ANYBODY
HAVE
A
PROBLEM
WITH
TEN
sp
YES
sp
OH
sp
GREAT
sp
SO
sp
I
PUT
sp
THE
LEVEL
OF
BENEFIT
DOES
NOT
EXCLUDE
THE
sp
CLIENT'S
sp
SALARY
BECAUSE
THAT
sp
WAS
THE
sp
THANKS
A
sp
LOT
THAT
WAS
THE
ONE
THING
YOU
WARNED
US
TO
sp
BE
sp
CAREFUL
ON
SO
sp
THAT
THE
sp
BENEFIT
{OOV}
I
CERTAINLY
sp
DID
sp
YES
I
CERTAINLY
sp
MADE
sp
A
POINT
sp
THAT
sp
YOU
sp
MUST
BE
sp
CAREFUL
THAT
sp
ERM
sp
PARTICULARLY
sp
THE
sp
SELF
EMPLOYED
sp
THAT
sp
YOU
sp
DON'T
sp
EXCEED
sp
THE
MAXIMUM
ALLOWABLE
sp
HOWEVER
sp
WE
sp
ALSO
WENT
sp
ON
sp
FURTHER
sp
DOWN
THE
ROAD
sp
I
THINK
YOU'RE
sp
JUST
GETTING
A
LITTLE
sp
CONFUSED
HERE
sp
WHICH
sp
ON
sp
BY
sp
THURSDAY
IS
sp
NOT
sp
SURPRISING
sp
ERM
sp
YOU
WENT
DOWN
THE
ROAD
YOU
REMEMBER
WE
SHOWED
THE
SLIDE
THAT
SAID
sp
POLICY
sp
REVIEWS
MM
sp
AND
WE
JUST
sp
WENT
sp
THROUGH
THEM
sp
THE
SAME
sp
PROCEDURE
AS
IT
sp
IS
FOR
ALL
OUR
sp
POLICIES
WHICH
sp
IS
EIGHT
sp
POINT
TWO
sp
FIVE
GROWTH
sp
PERCENT
sp
YES
sp
AND
THAT'S
sp
WHAT
IT'S
sp
GETTING
AT
sp
KAREN
sp
NOT
DIFFICULT
sp
TO
GET
sp
CONFUSED
sp
I
MEAN
I
STILL
THINK
YOUR
sp
HEART'S
sp
IN
EMMERLAND
sp
EMMERDALE
sp
EMMERDALE
sp
FARM
LAND
sp
OKAY
NUMBER
ELEVEN
sp
POLICY
REVIEWS
ARE
A
CHECK
TO
SEE
IF
sp
D
sp
THE
sp
FUND
sp
CAN
SUPPORT
sp
FUTURE
sp
CHARGES
sp
WHICH
IS
JUST
ANOTHER
WAY
OF
SAYING
HEALTH
COVER
BENEFITS
CAN
sp
BE
SUSTAINED
IN
sp
FACT
sp
DOESN'T
sp
IT
sp
OKAY
sp
NUMBER
TWELVE
sp
TWELVE
sp
WHAT
IS
THE
COMPANY'S
STANDARD
sp
DEFINITION
sp
OF
DISABILITY
sp
C
WAS
THE
ANSWER
sp
UNABLE
TO
sp
PERFORM
sp
ANY
PART
sp
OF
sp
HIS
sp
NORMAL
sp
OCCUPATION
sp
AND
IS
sp
NOT
sp
FOLLOWING
sp
ANY
OTHER
GAINFUL
sp
OCCUPATION
sp
D
sp
SORRY
I'LL
TRY
THAT
AGAIN
sp
NUMBER
sp
THIRTEEN
sp
I
sp
MEANT
ERM
sp
UNDER
THE
INFLATION
PROOF
sp
PLANS
sp
ERM
sp
JUST
GO
FOR
A
STRAIGHT
A
B
C
D
HERE
sp
FOLKS
sp
A
sp
PREMIUMS
INCREASE
ON
EACH
sp
POLICY
ANNIVERSARY
sp
B
sp
COVER
ESCALATES
sp
ON
EACH
sp
POLICY
ANNIVERSARY
sp
C
sp
BENEFIT
IN
sp
PAYMENT
sp
INCREASES
sp
ANNUALLY
IN
sp
LINE
WITH
R
sp
P
I
sp
YES
ALL
TRUE
SO
FAR
YES
sp
D
sp
NORMALLY
INCREASES
DO
NOT
REQUIRE
HEALTH
EVIDENCE
sp
YES
sp
YES
sp
REMEMBER
WE
SAID
ABOUT
sp
THAT
ONLY
sp
APPLIES
IF
sp
YOU
sp
MISS
TWO
sp
CONSECUTIVE
ERM
sp
YEARS
RISE
sp
IN
sp
THE
R
sp
P
sp
I
sp
THEN
sp
WE'LL
SAY
RIGHT
IF
YOU
WANT
sp
TO
TAKE
UP
sp
ANY
sp
MORE
sp
THAN
sp
WE'LL
NEED
A
sp
MEDICAL
SO
IT'S
sp
A
B
sp
C
sp
D
sp
F
WHY
sp
DID
PUT
F
sp
OH
sp
YOU
ASKED
ME
ABOUT
sp
F
sp
DIDN'T
YOU
sp
WHAT
sp
DID
YOU
sp
PUT
DID
YOU
sp
PUT
F
sp
IN
THE
END
sp
NO
NO
YOU
sp
DIDN'T
sp
GOOD
FOURTEEN
sp
A
A
sp
CHOICE
OF
INVESTMENT
PLANS
IS
THAT
A
BENEFIT
ON
HEALTHMASTER
I
sp
THINK
sp
I'D
HAVE
TO
ACTUALLY
sp
SHOULD
HAVE
PERHAPS
WARNED
YOU
ABOUT
THIS
sp
BUT
ER
ER
IN
sp
POINT
OF
sp
FACT
sp
NOT
sp
TOO
MANY
sp
PEOPLE
sp
GOT
sp
THIS
sp
I
THINK
THERE
sp
WAS
ONE
OF
TWO
sp
THAT
sp
GOT
sp
THIS
sp
WRONG
ERM
sp
YOU
DO
HAVE
CHOICE
sp
OF
FUNDS
sp
BUT
REMEMBER
I
SAID
sp
HOWEVER
IN
sp
PRACTICE
sp
YOU
sp
REALLY
SHOULD
ONLY
sp
CHOOSE
THE
MANAGED
sp
YES
sp
MM
sp
THAT
MAY
sp
HAVE
sp
I
SUPPOSE
sp
ERM
SORT
sp
OF
sp
LED
SOME
sp
PEOPLE
TO
BELIEVE
THAT
WE
DON'T
sp
HAVE
A
sp
CHOICE
BUT
sp
TECHNICALLY
WE
DO
BUT
sp
IN
sp
PRACTICE
sp
HEY
sp
BE
sp
CAREFUL
sp
YOU
KNOW
sp
YOU
sp
COULD
BE
LETTING
YOURSELF
sp
IN
sp
FOR
A
BIT
OF
sp
TROUBLE
IF
YOU
sp
START
RECOMMENDING
sp
THE
sp
EQUITY
sp
FUND
sp
FOR
HEALTHMASTER
sp
OR
sp
SOMETHING
OKAY
B
DIFFERENTIAL
SMOKER
NON
SMOKER
RATES
WELL
WE
KNOW
YOU
DON'T
sp
HAVE
THAT
DON'T
sp
WE
sp
C
WAIVER
OF
PREMIUM
BENEFIT
WE
DO
HAVE
sp
THAT
sp
D
sp
OPTIONS
sp
FOR
sp
COVER
sp
TO
INCREASE
sp
IN
LINE
WITH
sp
INFLATION
sp
WE
CERTAINLY
HAVE
THAT
sp
E
sp
DO
WE
HAVE
sp
MIN
sp
MAX
sp
AND
STANDARD
LEVELS
OF
sp
COVER
sp
NO
WE
DON'T
sp
THAT'S
A
REFERENCE
TO
sp
THE
OLD
STYLE
ER
COVERMASTER
BY
THE
sp
WAY
sp
ACTUALLY
sp
{OOV}
sp
F
sp
OPTIONS
sp
FOR
BENEFITS
IN
sp
PAYMENT
sp
TO
INCREASE
sp
IN
sp
LINE
sp
WITH
INFLATION
sp
DO
WE
HAVE
THAT
sp
WE
CERTAINLY
DO
SO
sp
A
C
sp
D
sp
AND
F
sp
WERE
YOUR
OPTIONS
sp
ON
sp
QUESTION
sp
FOURTEEN
sp
AND
sp
TO
ROUND
ALL
OFF
sp
NUMBER
FIFTEEN
sp
PREMIUMS
UNDER
HEALTHMASTER
sp
MAY
sp
BE
sp
A
sp
INCREASED
AS
sp
THE
BENEFITS
INCREASE
sp
WITH
R
P
I
sp
CAN
sp
THEY
I
sp
THINK
SO
sp
YES
GOOD
sp
PAID
MONTHLY
YES
sp
C
ESCALATED
AT
TEN
PERCENT
FOR
SEVEN
sp
SIMPLE
sp
FOR
FIVE
YEARS
sp
NO
sp
CORRECT
sp
D
LEVEL
sp
YES
sp
E
sp
PAID
ANNUALLY
sp
YES
sp
F
sp
ESCALATES
sp
OVER
TWENTY
PERCENT
OVER
sp
FIVE
YEARS
sp
NO
NO
sp
QUITE
sp
CLEARLY
sp
NOT
sp
SO
A
B
sp
D
E
{OOV}
sp
ALL
sp
QUITE
HAPPY
NOW
sp
WHERE
sp
WE
WENT
WRONG
AND
sp
TRIPPED
UP
sp
YES
sp
WELL
sp
I
SAY
sp
HAPPY
sp
THAT'S
sp
A
TERM
sp
OF
COURSE
sp
I
USE
sp
LOOSELY
sp
IN
sp
THAT
sp
CONTEXT
OKAY
LET'S
sp
MOVE
ON
THEN
sp
FOLKS
sp
TO
sp
KNOWLEDGE
sp
JUST
HAD
A
VERY
INTERESTED
sp
CHAT
sp
WITH
CHRIS
{GAP_ANONYMIZATION_NAME}
LAST
sp
NIGHT
sp
I
sp
SUPPOSE
YOU
sp
WANT
sp
AN
UP
sp
DO
DATE
sp
I
sp
WANT
sp
TO
sp
KNOW
sp
WHAT
sp
YOU
sp
USE
sp
THAT
FOR
sp
WE
sp
STARTED
TALKING
sp
AND
sp
IT'S
sp
ALL
FIGURES
FLYING
{OOV}
sp
AND
sp
IF
sp
FACT
IT'S
sp
THAT
sp
CASIO
sp
THREE
EIGHT
SEVEN
DOES
sp
HE
WANT
IT
sp
SORRY
sp
DOES
sp
HE
sp
WANT
IT
OF
sp
COURSE
sp
HE
sp
WANTS
sp
IT
DOES
HE
sp
WANT
sp
IT
sp
IS
THE
EARTH
sp
ROUND
sp
IS
sp
THE
POPE
sp
CATHOLIC
sp
DOES
JUDITH
CHALMERS
HAVE
A
PASSPORT
sp
A
FALSE
sp
ONE
sp
PERHAPS
sp
YES
DOES
ROSE
KENNEDY
WEAR
A
BLACK
DRESS
sp
SORRY
COULD
I
JUST
HAVE
ERM
sp
HAND
THE
SHEET
sp
OUT
ON
sp
THAT
sp
{OOV}
OBVIOUSLY
sp
WHERE
I
ACTUALLY
sp
WENT
WRONG
sp
ON
sp
THE
ERM
sp
NO
NOT
AT
AT
THIS
MOMENT
sp
BUT
CATCH
ME
sp
AT
THE
sp
BREAK
sp
AND
CERTAINLY
sp
YOU
CAN
sp
WE'LL
sp
TALK
ABOUT
sp
YOUR
{OOV}
FOOTBALL
sp
I
sp
SUSPECT
sp
YES
INTERESTING
sp
I'M
sp
GOING
TO
TELL
HIM
NOW
AND
THAT
THREE
SETS
sp
{OOV}
OBVIOUSLY
sp
YOU
sp
KNOW
sp
YOU
sp
CAN
sp
WORK
THAT
OUT
IN
sp
SECONDS
sp
FLAT
sp
IT
sp
WILL
BE
sp
BOUND
sp
TO
sp
BE
HOW
sp
MOST
sp
PEOPLE
DO
sp
THIS
SORT
OF
THING
sp
AND
WHEN
sp
IT'S
sp
THEIR
sp
FULL
TIME
sp
JOB
{OOV}
OH
sp
RIGHT
sp
JUST
COME
OUT
OF
sp
THERE
sp
IT'S
THE
SAME
WHEN
HE
sp
CHRIS
ALWAYS
DOING
IT
IN
sp
TWO
SECONDS
sp
FLAT
HE
sp
WENT
sp
LIKE
sp
THAT
YOU'RE
GOING
sp
RIGHT
sp
DIFFERENT
sp
DIFFERENT
sp
PLANETS
sp
IT
WAS
YES
sp
INDEED
sp
NO
NO
CHANGE
THERE
FOR
ME
THEN
SOME
MIGHT
ARGUE
sp
IT'S
sp
ER
OKAY
MOVING
ON
THEN
HEALTHMASTER
KNOWLEDGE
NUMBER
ONE
sp
HEALTHMASTER
'S
ONLY
CURRENTLY
IN
sp
FOLLOWING
AREAS
sp
QUITE
CLEARLY
IT
WAS
C
PROTECTION
sp
OF
INCOME
sp
IN
sp
THE
EVENT
sp
OF
BEING
sp
UNABLE
sp
TO
WORK
THROUGH
sp
SICKNESS
sp
ANYBODY
GOT
A
PROBLEM
WITH
THAT
ONE
sp
NO
sp
MOVING
ON
THEN
NUMBER
sp
TWO
sp
HEALTHMASTER
IS
sp
B
A
sp
NON
QUALIFYING
sp
UNIT
sp
INCOME
sp
PLAN
THAT
PROVIDES
sp
P
H
sp
I
sp
BENEFITS
sp
MUCH
THE
SAME
AS
ER
sp
YOUR
sp
FIRST
sp
PAPER
sp
REMEMBER
WE
SAID
THE
OTHER
sp
WEEK
sp
THERE
sp
WOULD
BE
sp
SOME
sp
QUESTIONS
THAT
sp
WILL
sp
BE
sp
SHARED
BETWEEN
THE
sp
PAPERS
sp
BECAUSE
sp
THEY'RE
sp
MANDATORY
AND
sp
THEREFORE
sp
{OOV}
PERTAINS
TO
TALK
ABOUT
THAT
PARTICULAR
PRODUCT
sp
NUMBER
THREE
sp
WHAT
sp
ARE
THE
CURRENT
{OOV}
PREMIUMS
FOR
A
sp
NEW
sp
HEALTHMASTER
sp
POLICY
I
MUST
REMEMBER
TO
GET
SOME
OIL
sp
FOR
YOU
sp
PETER
sp
ER
sp
NUMBER
THREE
sp
B
WAS
THE
ANSWER
sp
TWELVE
POUNDS
sp
PER
MONTH
sp
AND
A
HUNDRED
sp
AND
sp
TWENTY
sp
{OOV}
PER
ANNUM
sp
{OOV}
sp
BEING
sp
THE
sp
TECHNICAL
TERM
sp
THERE
sp
FOR
POUNDS
sp
THAT'S
sp
RIGHT
sp
NUMBER
FOUR
sp
WHAT
IS
THE
MINIMUM
AGE
sp
AT
ENTRY
FOR
NEW
POLICIES
sp
AND
sp
THOSE
OF
sp
YOU
WHO
RECALLED
sp
RIGHTLY
THAT
SEVENTEEN
NEXT
sp
BIRTHDAY
sp
WAS
THE
ANSWER
PUT
sp
DOWN
C
sp
AS
THE
sp
CORRECT
sp
ANSWER
sp
AND
INDEED
THAT
sp
WAS
sp
CORRECT
sp
NUMBER
FIVE
sp
IF
sp
THE
CLIENTS
sp
WISH
sp
TO
SWITCH
TESTING
sp
UNITS
sp
IN
sp
ANY
sp
FUND
INTO
sp
UNITS
OF
ANY
OTHER
FUND
sp
IT'S
A
WELL
WRITTEN
sp
QUESTION
sp
ISN'T
IT
sp
THE
sp
SWITCH
sp
WILL
BE
MADE
FROM
sp
A
WAS
WHAT
sp
WE
sp
WERE
sp
LOOKING
FOR
BID
sp
TO
BID
sp
IN
sp
BOTH
sp
FUNDS
sp
BID
TO
sp
BID
AND
THAT
GENERALLY
sp
APPLIES
ON
sp
ALL
sp
OUR
STUFF
sp
SO
sp
IT'S
sp
QUITE
sp
WORTHWHILE
sp
KNOWING
sp
OKAY
NUMBER
SIX
sp
WHAT
IS
A
RECURRING
DISABILITY
CLAIM
sp
WELL
sp
WHERE
DISABILITY
COMMENCES
WITHIN
SIX
MONTHS
sp
OF
RETURNING
TO
WORK
AFTER
A
PREVIOUS
sp
CLAIM
sp
DUE
TO
sp
THE
SAME
OR
RELATED
sp
CAUSES
sp
IN
sp
WHICH
sp
CASE
sp
NO
sp
DEFERRED
sp
PERIOD
sp
WILL
sp
APPLY
sp
AND
sp
SO
THEREFORE
YOUR
RIGHT
sp
ANSWER
sp
IS
sp
B
sp
FOLKS
ANYBODY
HAVE
A
PROBLEM
WITH
THAT
sp
ALL
sp
QUITE
HAPPY
sp
OKAY
sp
NUMBER
SEVEN
THEN
sp
WAIVER
OF
PREMIUM
BENEFIT
UNDER
HEALTHMASTER
sp
B
sp
WILL
COMMENCE
sp
ONCE
INCOME
sp
BENEFITS
ARE
PAYABLE
RIGHT
IT
sp
WASN'T
C
I
DON'T
THINK
ANYBODY
GOT
THAT
WRONG
sp
ACTUALLY
ERM
sp
JUST
sp
OCCASIONALLY
YOU
NORMALLY
GET
AT
LEAST
ONE
OR
TWO
sp
PEOPLE
WANT
sp
TO
PUT
C
BECAUSE
THEY
KNOW
THAT
sp
WAIVER
OF
sp
PREMIUMS
sp
IS
TWENTY
sp
SIX
sp
WEEKS
ON
EVERY
OTHER
PLAN
sp
BUT
ER
I
sp
THINK
ALL
OF
YOU
GOT
sp
THROUGH
THAT
ONE
sp
SO
B
WAS
YOUR
RIGHT
ANSWER
sp
THERE
sp
NUMBER
EIGHT
sp
WHEN
AN
INCREASING
BENEFIT
OR
AN
INFLATION
PROOF
sp
PLAN
sp
IS
IN
sp
PAYMENT
sp
THE
PAYMENTS
sp
WILL
ESCALATE
sp
BY
sp
C
sp
THE
INCREASE
IN
sp
RETAIL
PRICE
INDEX
sp
AT
THE
sp
POLICY
ANNIVERSARY
sp
SUBJECT
sp
TO
A
MAXIMUM
INCREASE
OF
sp
TEN
sp
PERCENT
sp
PER
ANNUM
sp
ALL
QUITE
HAPPY
ABOUT
THAT
ONE
sp
SPLENDID
sp
RAPIDLY
sp
MOVING
ON
THEN
sp
TO
NUMBER
NINE
sp
WHEN
CAN
CRISIS
COVER
BE
ADDED
sp
B
sp
ONLY
sp
WHEN
A
DEFERRED
sp
PERIOD
OF
sp
FOUR
WEEKS
IS
CHOSEN
sp
ALL
QUITE
sp
HAPPY
ABOUT
THAT
sp
YES
I
DON'T
THINK
ANYBODY
GOT
THAT
sp
ONE
sp
WRONG
NUMBER
TEN
sp
HOW
LONG
DOES
AN
INDIVIDUAL
sp
POLICY
sp
HOLDER
sp
BENEFIT
sp
FROM
THE
TAX
HOLIDAY
sp
A
sp
WAS
THE
sp
CORRECT
ANSWER
sp
UNTIL
sp
BENEFITS
HAVE
BEEN
sp
PAYABLE
sp
FOR
ONE
sp
FULL
sp
TAX
YEAR
sp
ALL
sp
QUITE
HAPPY
WITH
THAT
ONE
sp
YES
sp
SPLENDID
sp
NUMBER
ELEVEN
sp
WHICH
sp
OCCUPATION
sp
CLASSES
sp
CAN
sp
HAVE
sp
A
DEFERRED
sp
PERIOD
OF
sp
FOUR
WEEKS
AND
THIS
IN
sp
FACT
sp
ODDLY
sp
ENOUGH
sp
DID
sp
CAUSE
A
sp
FEW
UPSETS
sp
WHICH
OCCUPATION
sp
CLASSES
sp
CAN
sp
HAVE
A
sp
DEFERRED
sp
PERIOD
OF
sp
FOUR
WEEKS
sp
I
THINK
sp
FIVE
OF
sp
YOU
sp
PUT
sp
B
sp
WHICH
sp
WAS
sp
THE
RIGHT
ANSWER
sp
ONE
sp
TWO
AND
sp
THREE
sp
ONLY
sp
AND
THE
sp
REST
OF
sp
YOU
sp
PUT
A
sp
WHICH
IS
sp
THE
WRONG
sp
ANSWER
ALL
OF
sp
THEM
sp
IF
sp
YOU
sp
RECALL
YESTERDAY
I
sp
THINK
sp
YES
sp
THE
TERM
SICK
AS
A
sp
PARROT
IS
sp
BECOMING
sp
QUITE
sp
A
ER
APPARENT
TO
sp
ME
IN
sp
HERE
AGAIN
THAT'S
sp
AGAIN
LOOKING
AT
YOUR
FACES
SOME
OF
sp
YOU
sp
SO
sp
YOU'RE
ALL
QUITE
HAPPY
ABOUT
THAT
ONE
sp
YOU
KNEW
WHERE
YOU
sp
WENT
WRONG
sp
THERE
IT
WAS
sp
ONE
TWO
AND
sp
THREE
ONLY
sp
NUMBER
TWELVE
sp
UNDER
HEALTHMASTER
THE
INCOME
WILL
BE
sp
PAID
IF
sp
THE
ILLNESS
OR
ACCIDENT
PREVENTS
sp
THE
sp
INSURED
FROM
sp
FOLLOWING
sp
B
ANY
PART
OF
HIS
sp
NORMAL
sp
OCCUPATION
sp
AND
HE
IS
sp
NOT
UNDERTAKING
sp
ANY
OTHER
sp
PAID
EMPLOYMENT
sp
THE
sp
SAME
sp
SORT
OF
QUESTION
THERE
sp
NO
PROBLEMS
WITH
sp
THAT
NUMBER
THIRTEEN
WHAT
IS
sp
THE
PROPORTION
OF
BENEFIT
sp
C
sp
WAS
YOUR
sp
RIGHT
sp
ANSWER
sp
A
REDUCED
sp
BENEFIT
sp
PAYABLE
sp
THROUGHOUT
THE
sp
WORKING
sp
LIFE
sp
IF
sp
THE
sp
LIFE
sp
ASSURED
IS
UNABLE
sp
TO
sp
FOLLOW
THEIR
NORMAL
sp
OCCUPATION
sp
AND
sp
ENGAGES
sp
IN
A
sp
DIFFERENT
sp
OCCUPATION
sp
AT
sp
A
LOWER
INCOME
sp
SHOULD
THAT
READ
NOT
sp
MORE
sp
PROPERLY
sp
HAVE
READ
MAY
BE
sp
PAYABLE
ERM
sp
I
sp
WOULDN'T
DISAGREE
WITH
sp
THAT
sp
GILES
ACTUALLY
sp
I
sp
WOULDN'T
sp
DISAGREE
BECAUSE
IT
IS
AB
sp
ABBEY
LIFE'S
sp
AT
sp
ABBEY
LIFE'S
sp
DISCRETION
sp
WE
sp
DO
IN
FACT
SAY
THAT
ON
OUR
LAST
LINE
sp
DON'T
sp
WE
YES
sp
WELL
sp
INDEED
sp
WELL
sp
I
sp
THINK
sp
AGAIN
WE
sp
CAN
JUST
sp
ERM
sp
ER
sp
AGAIN
sp
IF
WE
JUST
sp
THINK
ABOUT
THE
FACT
THAT
WE
DIDN'T
sp
WRITE
sp
THE
QUESTIONS
sp
NO
sp
IT'S
sp
JUST
sp
IT'S
A
SORE
SUBJECT
WITH
TRAINERS
I
CAN
ASSURE
YOU
GILES
sp
IT
sp
REALLY
IS
sp
YES
I
AGREE
sp
WITH
YOU
sp
PERHAPS
THAT
sp
WOULD
BE
A
sp
BETTER
WAY
OF
sp
DOING
THINGS
sp
HOWEVER
sp
MOST
OF
YOU
GOT
THAT
RIGHT
sp
I
sp
THINK
sp
IF
sp
NOT
sp
ALL
sp
SO
sp
NUMBER
FOURTEEN
sp
WHICH
VERSION
OF
sp
HEALTHMASTER
IS
NOT
AVAILABLE
sp
OBVIOUSLY
A
sp
TRICK
QUESTION
THIS
ONE
sp
A
sp
A
LOW
START
sp
PLAN
IS
sp
NOT
AVAILABLE
sp
FIFTEEN
WHICH
ONE
OF
THE
FOLLOWING
DOES
NOT
AFFECT
THE
PREMIUM
RATE
WELL
I
THINK
WE'VE
HAD
THIS
ONE
sp
BEFORE
sp
JOHN
sp
HAVEN'T
WE
sp
WOULD
sp
YOU
CARE
TO
sp
JUST
ENLIGHTEN
sp
ME
ON
THIS
ONE
WELL
THIS
IS
THE
SMOKING
sp
STATUS
ABSOLUTELY
sp
RIGHT
SIR
sp
YES
AND
THAT
ONE'S
ON
THE
BOARD
ISN'T
IT
sp
SO
sp
B
WAS
YOUR
ER
sp
RIGHT
sp
ANSWER
THERE
sp
THAT
INCLUDES
sp
THIS
sp
RATHER
sp
WONDERFUL
sp
EPIC
sp
VERSION
sp
OF
sp
HEALTHMASTER
EXAMINATION
sp
QUESTIONS
sp
AND
LADIES
sp
AND
sp
GENTLEMEN
sp
WITHOUT
sp
ANY
FURTHER
sp
ADO
sp
MAY
sp
HAVE
A
sp
BIG
HAND
FOR
THAT
WONDERFUL
TRAINER
MR
PETER
{GAP_ANONYMIZATION_NAME}
YES
PETER
{GAP_ANONYMIZATION_NAME}
OH
YES
YES
OH
RIGHT
sp
BUGGER
sp
OFF
sp
NOW
sp
RIGHT
I
sp
WILL
sp
DO
sp
YOU
WANT
sp
THESE
sp
BACK
ALAN
ERM
sp
NOT
sp
REALLY
sp
BUT
sp
I'LL
TAKE
sp
THEM
sp
BACK
sp
ACTUALLY
YES
I
PROMISED
YOU
AN
EXECUTIVE
sp
BRIEFCASE
DIDN'T
I
sp
OH
sp
OH
sp
DEAR
OH
NO
sp
HIGH
QUALITY
sp
RECYCLED
sp
PLASTIC
sp
BUT
THE
IMPORTANT
THING
IS
sp
THAT
IT'S
sp
RECYCLED
sp
CHEAP
sp
ADVERTISING
sp
WHICH
sp
MEANS
sp
THE
NEXT
sp
TIME
YOU
sp
COME
BACK
TO
sp
THE
CENTRE
WILL
YOU
sp
BRING
sp
IT
BACK
I'LL
BE
SUSPECTED
I'LL
sp
BE
sp
ARRESTED
sp
WHAT
ARE
sp
ALL
THESE
sp
QUESTIONS
sp
ABOUT
sp
WHY
WOULD
THAT
sp
BE
WHY
WOULD
YOU
BE
ARRESTED
FOR
sp
WALKING
AROUND
sp
WITH
sp
THIS
sp
PEOPLE
sp
MIGHT
RUSH
UP
AND
SAY
DO
sp
YOU
DO
PENSIONS
AND
YOU
COULD
SAY
{OOV}
THREE
HUNDRED
sp
POUNDS
sp
IF
THEY
SAY
sp
THAT
I
sp
THINK
SHE'S
sp
DESIGNING
CARRIER
BAGS
FOR
A
LIVING
AH
sp
YOU
sp
KNOW
sp
EVERYWHERE
sp
IT
sp
SHOULD
BE
sp
THAT'S
A
QUITE
A
sp
SOOTHING
THING
ISN'T
IT
sp
{OOV}
sp
YOU
sp
KNOW
YES
IF
sp
NOT
sp
JOT
sp
IT
sp
DOWN
sp
OH
sp
MY
GOD
HANG
sp
ON
{OOV}
sp
I'LL
sp
WANT
TO
STAY
AT
{OOV}
BECAUSE
THAT'LL
BE
FOR
sp
YES
sp
YES
I
MUST
sp
REMIND
sp
YOU
TO
sp
DO
THAT
KAREN
OKAY
{OOV}
THEY
DON'T
sp
BELIEVE
IN
THAT
sp
ANYMORE
sp
DO
THEY
ER
sp
THOSE
sp
WHO
ERM
sp
THOSE
WHO
sp
DIDN'T
GET
THROUGH
BY
THE
WAY
OBVIOUSLY
ER
ER
sp
A
sp
QUICK
sp
JOT
AT
sp
LUNCH
TIME
sp
BEFORE
sp
YOU
sp
TROLL
DOWN
THE
ROAD
PROBABLY
WON'T
sp
GET
sp
A
sp
LOT
sp
FROM
sp
THEM
CAN
sp
YOU
NOT
DO
IT
THE
COFFEE
sp
BREAK
sp
WELL
sp
ER
sp
WHAT
sp
DO
YOU
sp
SUPPOSE
I
THINK
WE'RE
PROBABLY
sp
TRY
AND
{OOV}
SO
THAT'S
POSSIBLE
sp
I
sp
MEAN
IT'S
sp
ONLY
sp
THAT
sp
I'M
SHARING
sp
TEXT
BOOKS
WITH
THE
OTHERS
sp
OH
sp
RIGHT
sp
OKAY
IN
STATIONS
sp
YES
sp
{OOV}
SMOKING
sp
ONE
NIGHT
I
sp
WANT
TO
CATCH
THE
SAME
sp
TRAIN
sp
OUT
sp
YOU
SEE
sp
YES
OKAY
YES
sp
I'LL
SEE
IF
WE
CAN
HAVE
A
LONG
sp
ER
sp
COFFEE
BREAK
sp
PETER
YES
sp
RIGHT
sp
BEARING
sp
IN
MIND
sp
COFFEE
BREAKS
sp
ERM
sp
LUNCHTIMES
sp
TODAY'S
OBVIOUSLY
WHEN
WE
sp
WANT
TO
sp
GET
THEM
AWAY
IF
sp
WE
sp
CAN
WHEN'S
THE
RESITS
HOW
MANY
RESITS
sp
HAVE
sp
WE
sp
GOT
WE'VE
sp
GOT
ERM
sp
FOUR
sp
PEOPLE
sp
DOING
sp
RESITS
I
sp
THINK
sp
HAVEN'T
sp
WE
sp
STUART
WE'VE
GOT
sp
ONE
WHEN
I
sp
WHEN
I
COME
TO
sp
PRACTICE
MANAGEMENT
sp
THEN
sp
WHEN
I'VE
sp
GIVEN
sp
THE
sp
BOOKS
sp
OUT
sp
I'LL
sp
PROBABLY
{OOV}
THEM
OUT
TO
sp
DO
THE
EXAM
sp
RIGHT
HAVE
sp
YOU
GOT
sp
THE
TWO
{OOV}
FORGOTTEN
sp
NO
sp
WOULD
YOU
DO
sp
THAT
sp
FOR
ME
sp
I'LL
sp
CERTAINLY
DO
sp
THAT
sp
THE
{OOV}
THE
OTHER
THING
IS
ACTUALLY
sp
ALUN
sp
CHRIS
OUT
THERE
HAS
ASKED
YOU
sp
THIS
sp
FORM
sp
HERE
sp
AT
THE
COFFEE
BREAK
sp
JUST
LEAVE
IT
SO
YOU
CAN
LEAVE
IT
OUTSIDE
sp
WOULD
YOU
JUST
PUT
YOUR
CHRISTIAN
NAME
sp
ON
THIS
FORM
sp
HE
DOESN'T
WANT
TO
KNOW
sp
ANYTHING
ABOUT
YOU
sp
AND
WHAT
HE'S
sp
AND
sp
IT'S
GOT
AGE
SEX
sp
ERM
sp
IT'S
sp
ACC
A
C
C
sp
HE'S
AFTER
sp
YOUR
ACCENT
sp
COULD
YOU
JUST
sp
PUT
THE
sp
COUNTY
sp
THAT
YOU
sp
YOU
WERE
sp
FROM
sp
PLEASE
sp
IN
THAT
sp
COLUMN
sp
FOR
HIM
SO
HE'S
sp
HE
KNOWS
WHAT
CROSS
SECTION
OF
sp
PEOPLE
sp
WE'VE
GOT
sp
AS
STANDARD
WHAT
sp
JUST
LONDON
sp
ERM
WELL
THAT
BIT
IF
YOU
LIKE
sp
BUT
sp
IF
YOU
LIKE
sp
YOUR
ACCENT
HE'S
AFTER
sp
SO
IF
YOU
FEEL
THAT
YOU'VE
GOT
A
WAY
OF
DESCRIBING
YOUR
ACCENT
sp
THEN
sp
PUT
IT
DOWN
sp
THERE
sp
PUNJABI
OR
WHATEVER
sp
SO
sp
JUST
PUT
YOUR
CHRISTIAN
NAMES
PLEASE
AND
UNDER
sp
ACC
OR
A
C
C
sp
JUST
sp
PUT
YOUR
ACCENT
sp
YOUR
sp
YOUR
sp
BIRTHRIGHT
sp
IF
YOU
LIKE
sp
OR
LANCASHIRE
I'LL
PUT
sp
LANCASHIRE
sp
BUT
sp
I'M
NOT
WE'RE
sp
TALKING
sp
ABOUT
ALISTAIR
{OOV}
sp
WHAT
sp
PARDON
OKAY
sp
WHAT
WE'RE
sp
GOING
sp
TO
sp
DO
sp
NOW
IS
FINISH
OFF
sp
IF
YOU
LIKE
THE
sp
WEEK
sp
TALKING
ABOUT
sp
PLANNING
sp
WHICH
IN
sp
WHEN
sp
I
GET
HOLD
sp
OF
sp
THAT
sp
THE
WAY
WE'RE
GOING
TO
sp
DO
sp
IT
sp
IT'S
sp
IN
sp
STAGES
TH
sp
THIS
sp
IS
sp
THE
BIT
WHERE
WE
SAID
WE
sp
GET
sp
PAID
sp
TWO
HUNDRED
AND
EIGHTY
POUND
sp
DIDN'T
WE
FOR
sp
MARKETING
PROSPECTING
sp
APPROACHING
AND
sp
FINALLY
sp
PLANNING
sp
THESE
ARE
THE
KEYS
sp
THAT
SET
UP
sp
TO
SUCCESS
sp
SO
sp
THESE
ARE
THE
BITS
THAT
EARN
YOU
sp
MONEY
sp
YOU
MIGHT
sp
NOT
REALISE
THAT
{OOV}
sp
BUT
sp
YOUR
GOT
TO
ACTUALLY
sp
BELIEVE
WHAT
WE
TELL
YOU
sp
NOW
sp
MOST
OF
YOU
sp
IN
THE
sp
ROOM
sp
HAVE
sp
COME
FROM
A
sp
P
A
Y
E
BACKGROUND
sp
HAVEN'T
YOU
sp
SO
IN
FACT
sp
YOU'RE
DAILY
PLANNING
sp
HAS
BEEN
DONE
FOR
YOU
BY
SOMEBODY
ELSE
sp
HAS
IT
YES
sp
WITH
sp
CERTAIN
EXEMPTIONS
sp
BECAUSE
sp
WELL
INTO
THAT
EVERYBODY
HAS
A
PLAN
sp
WE
ALL
WORK
sp
TO
A
sp
PLAN
sp
WHO'S
ACTUALLY
NATURALLY
GOOD
AT
PLANNING
IN
THIS
ROOM
sp
YOU'RE
GOOD
AT
sp
IT
YES
sp
MY
WIFE
IS
BRILLIANT
sp
ABSOLUTELY
BRILLIANT
SOME
PEOPLE
REALLY
ARE
AREN'T
sp
THEY
EVERYTHING'S
sp
ORGANISED
sp
AND
sp
PLANNED
WELL
THEY
sp
RESEARCH
JOURNEYS
VERY
WELL
AND
I
sp
MEAN
sp
OFF
sp
YOU
GO
TO
sp
FRANCE
AND
sp
THEY
sp
KNOW
EVERYWHERE
YOU'RE
GOING
sp
TO
sp
TRAVEL
TO
HOW
MANY
GALLONS
YOU'RE
GOING
TO
USE
AND
ALL
sp
THE
REST
sp
OF
IT
sp
SO
MOST
PEOPLE
THOUGH
ARE
LIKE
ME
sp
JUST
JUMP
IN
THE
sp
CAR
FORGET
TO
FILL
UP
WITH
sp
PETROL
AND
LET'S
sp
GO
TO
FRANCE
sp
ERM
OH
sp
THIS
IS
sp
DENMARK
sp
ISN'T
sp
IT
IT'S
sp
NOT
TOO
FAR
OUT
AND
sp
OFF
sp
WE
GO
sp
RIGHT
sp
AND
THEN
sp
THEN
WE
GO
ON
THESE
EXPENSIVE
sp
COURSES
FOR
TIME
MANAGEMENT
sp
DON'T
WE
sp
WE
BUY
A
NICE
sp
LITTLE
sp
TIME
MANAGER
sp
THING
WITH
sp
LITTLE
sp
PINK
ELEPHANTS
sp
IN
IT
sp
AND
sp
GOODNESS
sp
KNOWS
sp
WHAT
sp
AND
WE
SPEND
EIGHT
HUNDRED
sp
POUNDS
TO
GET
SOMETHING
sp
TO
TELL
US
HOW
TO
sp
TIME
sp
MANAGE
sp
AND
YOU
sp
REALLY
GET
ENTHUSIASTIC
ABOUT
THIS
FOR
sp
THREE
MONTHS
sp
AND
THEN
YOU
PUT
IT
IN
THE
DRAWER
AND
GO
BACK
sp
TO
sp
YOUR
DIARY
sp
THEN
YOU
FORGET
TO
OPEN
sp
YOUR
DIARY
AND
GET
AND
GO
RIGHT
sp
BACK
sp
TO
sp
HAVING
YELLOW
STICKERS
sp
AGAIN
sp
AND
STICK
sp
THEM
EVERYWHERE
sp
RIGHT
sp
YOU
CAN
NOT
sp
AFFORD
sp
TO
DO
THAT
ANY
MORE
sp
RIGHT
sp
SO
WHAT
WE'RE
GON
NA
ACTUALLY
HAVE
A
LOOK
AT
IN
sp
THIS
SESSION
sp
IS
sp
WITH
sp
THREE
DIFFERENT
sp
WAYS
sp
REALLY
sp
WE'RE
GOING
TO
sp
HAVE
A
LOOK
AT
THE
sp
THE
BENEFITS
sp
AND
THE
sp
THE
OBJECTIVES
OF
PLANNING
sp
AND
WHAT
YOU
SHOULD
sp
BE
CONSIDERING
AND
TALKING
ABOUT
sp
WITH
{OOV}
sp
WITH
OTHER
PEOPLE
YOU
SHARE
YOUR
LIFE
sp
WITH
sp
YOUR
PARTNERS
AND
sp
THINGS
sp
AND
THEN
sp
WE'LL
LOOK
AT
sp
THE
ID
sp
THE
INGREDIENTS
sp
OF
sp
A
sp
PLAN
sp
THEN
WE'LL
sp
LOOK
AT
WHAT
THE
COMPANY'S
GOING
sp
TO
sp
PROVIDE
FOR
YOU
sp
TO
sp
HELP
sp
YOU
sp
PLAN
sp
THAT'S
QUITE
sp
EXCITING
sp
AND
THEN
FINALLY
sp
WE'LL
TALK
ABOUT
ACTIVITY
sp
AND
sp
WE'LL
BE
LOOKING
AT
WHAT
YOUR
sp
DIARY
SHOULD
LOOK
LIKE
sp
AS
A
SALES
ASSOCIATE
sp
I
WILL
ACTUALLY
sp
FILL
sp
THE
sp
BOARD
WITH
WHAT
ARE
sp
WHAT
A
WEEK
AT
A
GLANCE
IN
A
DIARY
SHOULD
LOOK
LIKE
AND
sp
I'LL
GIVE
YOU
sp
THE
INGREDIENTS
sp
FOR
A
WEEK
OF
ACTIVITY
sp
NOW
I
PROMISE
YOU
sp
IF
YOU
DO
sp
AS
WE
TELL
YOU
sp
AND
YOUR
DIARY
LOOKS
sp
LIKE
MY
sp
WHITE
BOARD
IF
sp
YOU
LIKE
sp
EVERY
WEEK
sp
FOR
THE
NEXT
SORT
OF
TWENTY
EIGHT
DAYS
sp
YOU
WILL
sp
BE
SUCCESSFUL
sp
BECAUSE
sp
IF
YOU
DO
SOMETHING
CONSISTENTLY
FOR
sp
TWENTY
EIGHT
sp
DAYS
sp
APPARENTLY
IT
BECOMES
A
sp
HABIT
OKAY
sp
AGAIN
sp
SO
sp
IF
YOU
SEE
ME
DOING
A
BRANCH
sp
VISIT
sp
AND
I
SEE
YOU'RE
sp
YOU
SHUTTING
YOUR
DIARY
sp
I'LL
KNOW
{OOV}
I
sp
SEE
sp
THAT'S
sp
A
sp
BIG
sp
GIVEAWAY
ISN'T
IT
sp
I
DON'T
sp
KNOW
I
WALK
INTO
THE
BRANCH
AND
PEOPLE
SEE
sp
ME
sp
AND
sp
GO
sp
SO
WHAT
DO
I
DO
PEEK
sp
HAVE
A
LITTLE
GO
HELLO
sp
THERE
STEVE
HOW
ARE
YOU
sp
DOING
sp
JUST
HAVE
A
LOOK
AT
YOUR
DIARY
sp
SHALL
WE
sp
OKAY
sp
SO
sp
WHAT
YOU
SHOULD
HAVE
IS
A
sp
FULL
DIARY
sp
NOT
FULL
OF
APPOINTMENTS
sp
FULL
OF
ACTIVITY
sp
BECAUSE
sp
ACTIVITY
sp
BREEDS
sp
SUCCESS
sp
YES
sp
IT'S
sp
MARKETING
PROSPECTING
sp
APPROACHING
sp
AND
sp
PLANNING
sp
THAT
sp
YOU
EARN
TWO
sp
HUNDRED
AND
EIGHTY
sp
POUNDS
A
SALE
sp
FOR
NOT
sp
JUST
SALES
SO
sp
IT
SHOULDN'T
JUST
sp
BE
sp
THE
APPOINTMENTS
IN
sp
YOUR
DIARY
sp
AND
A
LOT
OF
YOU
sp
WILL
NOT
sp
USED
sp
TO
BE
KEEPING
A
DIARY
AS
WELL
sp
SO
AGAIN
IT'S
A
sp
NEW
sp
DISCIPLINE
THAT
sp
YOU'VE
sp
GOT
sp
TO
sp
LEARN
sp
BUT
AS
I
SAID
sp
YOU'VE
sp
PROBABLY
sp
COME
FROM
THE
P
A
Y
E
sp
BACK
sp
BACKGROUND
sp
WHERE
PEOPLE
sp
HAVE
MADE
THE
DECISIONS
FOR
YOU
sp
IN
FACT
sp
LET'S
SAY
YOU
HIRED
A
sp
SMALL
ENGINEERING
COMPANY
sp
AND
I
sp
MANUFACTURED
WIDGETS
sp
AND
I
NEEDED
TO
MANUFACTURE
ONE
THOUSAND
sp
WIDGETS
A
WEEK
sp
BY
FOUR
O'CLOCK
ON
FRIDAY
sp
I
PROBABLY
WOULD
HAVE
WORKED
OUT
WELL
sp
I'LL
BE
THE
SPARE
MAN
sp
I'LL
NEED
sp
FOUR
MEN
sp
WORKING
ON
sp
FIVE
LATHES
sp
BECAUSE
I'LL
NEED
sp
A
SPARE
LATHE
sp
IN
CASE
ONE
FALLS
OVER
SO
I
CAN
KEEP
sp
FOUR
RUNNING
sp
I'LL
NEED
FOUR
MEN
sp
IN
CASE
sp
ONE
OF
THEM
'S
SICK
sp
OR
sp
ONE
WHEN
THEY
GO
ON
HOLIDAYS
I
CAN
sp
FILL
IN
SO
WE
CAN
ALWAYS
GET
sp
FOUR
LATHES
sp
WORKING
sp
I
PERHAPS
HAVE
sp
WORKED
OUT
sp
I
NEED
A
CLERICAL
ASSISTANT
AND
SO
sp
FORTH
I
MIGHT
NEED
A
sp
SMALL
VAN
sp
TO
ACTUALLY
sp
TAKE
MY
WIDGET
ON
A
sp
FRIDAY
TO
sp
WIDGET
OR
sp
BIG
WIDGET
sp
FACTORY
OR
WHATEVER
IT
IS
I
DO
WITH
THESE
sp
WIDGETS
sp
AND
THEN
sp
ALL
I'VE
DONE
IS
WORKED
OUT
SOME
TIME
MANAGEMENT
AND
SAY
WELL
IF
THESE
GUYS
TURN
UP
sp
AT
HALF
PAST
EIGHT
EVERY
MORNING
sp
AND
I
GIVE
THEM
A
BREAK
AT
sp
TEN
O'CLOCK
sp
AND
THEY
GET
A
LUNCH
sp
BREAK
sp
AND
THEN
IN
AFTERNOON
ANOTHER
BREAK
AND
THEY
FINISH
AT
HALF
PAST
sp
FOUR
sp
IF
EVERYTHING
GOES
TO
PLAN
sp
BY
sp
FOUR
O'CLOCK
FRIDAY
sp
MY
VAN
SHOULD
BE
BACKING
UP
AT
sp
THE
END
OF
THE
PRODUCTION
LINE
TO
LOAD
ITSELF
UP
WITH
A
THOUSAND
sp
WIDGETS
sp
AND
A
THOUSAND
sp
WIDGETS
WILL
GENERATE
ENOUGH
PROFITS
SO
I
sp
CAN
PAY
MY
sp
WORKFORCE
sp
AND
sp
SOME
PROFIT
FOR
MYSELF
sp
YES
sp
VERY
BASIC
C
sp
C
sp
{LG}
sp
HOW
TO
RUN
A
BUSINESS
sp
ALL
YOU
HAD
TO
DO
sp
AS
sp
AN
EMPLOYEE
IN
ALL
HONESTY
sp
WAS
sp
GET
UP
IN
THE
MORNING
sp
AND
YOU
HAD
sp
THE
DECISION
YOU
HAD
TO
MAKE
IS
sp
HOW
DO
I
GET
TO
WORK
FOR
HALF
PAST
EIGHT
sp
SO
AFTER
A
WHILE
YOU
EITHER
CAUGHT
THE
BUS
THE
sp
TRAIN
THE
CAR
OR
WHAT
OR
WALKED
IT
GOT
ON
YOUR
BIKE
WHATEVER
IT
WAS
sp
YOU
sp
BUILT
A
LITTLE
PLAN
sp
THAT
IF
I
LEAVE
sp
AT
TEN
PAST
EIGHT
sp
I
MISS
THAT
sp
TRAFFIC
OR
I
WHATEVER
IT
sp
IS
THAT
YOU
DON'T
OFTEN
PLAN
TILL
THE
HOLIDAYS
sp
BUT
AFTER
A
WHILE
sp
IT
STOPPED
BEING
A
DECISION
MAKING
PROCESS
sp
YOU
JUST
AUTOMATICALLY
GOT
UP
IN
THE
MORNING
sp
JUMPED
IN
YOUR
CAR
sp
WENT
TO
WORK
YOU
WERE
THERE
FOR
HALF
SIX
SUN
SHONE
CUP
OF
TEA
READ
THE
SUN
sp
SIT
DOWN
sp
GET
ON
YOUR
LATHE
HAVE
YOUR
BREAK
AT
sp
TEN
O'CLOCK
sp
LUNCH
TIME
sp
HAVE
sp
YOUR
MEAL
AND
THEN
YOU
HAVE
A
GAME
OF
FOOTBALL
OUTSIDE
IN
THE
CAR
PARK
OR
WHATEVER
AND
sp
YOU
HAD
A
DAILY
sp
LITTLE
ROUTINE
sp
HALF
PAST
FOUR
YOU
WENT
HOME
YOU
WERE
sp
FIVE
sp
SIX
sp
SIX
O'CLOCK
NEWS
sp
YOU
LIKED
TO
WATCH
THE
SIX
O'CLOCK
NEWS
SO
YOU
sp
SAT
DOWN
sp
HAD
A
BIT
OF
LIGHT
sp
TEA
WATCHED
THE
SIX
sp
O'CLOCK
NEWS
READ
THE
sp
PAPER
THE
NEXT
sp
BIG
DECISION
sp
YOU
sp
MADE
WAS
sp
WHETHER
TO
WATCH
sp
CORONATION
STREET
OR
NOT
sp
BECAUSE
ACTUALLY
THIS
IS
WHY
WE'RE
BREEDING
sp
A
RACE
OF
NON
DECISION
sp
MAKERS
sp
BECAUSE
YOUR
DECISIONS
sp
HAVE
BEEN
MADE
sp
BY
SOMEBODY
ELSE
sp
AND
WE
ARE
A
NATION
OF
sp
NON
DECISION
MAKERS
sp
PEOPLE
THAT
sp
MAKE
sp
DECISIONS
sp
THEY'RE
NORMALLY
sp
SUCCESSFUL
sp
THE
DECISION
MAKERS
sp
WE'RE
SCREAMING
OUT
sp
FOR
sp
IT'S
FUNNY
ISN'T
IT
sp
WE
FORM
QUEUES
sp
WHY
sp
AS
A
NATION
WHY
DO
WE
sp
FORM
sp
QUEUES
sp
BECAUSE
WE'RE
ORDERLY
sp
AND
WE'RE
POLITE
sp
THAT'S
THE
NICE
sp
SIDE
BUT
sp
WE
DON'T
THINK
sp
WE
DON'T
MAKE
DECISIONS
ABOUT
THE
sp
QUEUE
I'LL
sp
GIVE
YOU
AN
EXAMPLE
I
WENT
TO
G
MEX
sp
TO
WATCH
AN
EXHIBITION
sp
AND
sp
WE
HAD
SOME
sp
COMPLIMENTARY
TICKETS
sp
TO
sp
GO
sp
WHICH
MEANS
YOU'VE
sp
GOT
A
SPECIAL
ENTRANCE
FOR
sp
COMPLIMENTARY
TICKETS
sp
HOLDERS
sp
YES
sp
YOU
DON'T
HAVE
TO
QUEUE
UP
AND
BUY
TICKETS
AT
sp
THE
sp
THE
sp
LITTLE
sp
BOX
sp
THING
sp
AS
I'M
sp
PASSING
THIS
GREAT
BIG
sp
Q
sp
QUEUE
IT
ALWAYS
GIVE
sp
YOU
A
SENSE
sp
OF
sp
WELL
BEING
DOESN'T
IT
WHEN
sp
YOU
CAN
sp
WALK
BY
TO
sp
THE
sp
FRONT
sp
SORT
sp
OF
THING
sp
NOT
sp
TO
THE
FRONT
OF
THE
QUEUE
YOU
sp
CAN
sp
JUST
sp
WALK
IN
RIGHT
AS
I'M
WALKING
PAST
THIS
GREAT
BIG
LONG
QUEUE
WHICH
WAS
OUTSIDE
THE
sp
G
MEX
sp
CENTRE
sp
I
SEE
A
CHUM
OF
sp
MINE
AND
I
SAY
sp
HELLO
sp
BILL
WHAT
ARE
YOU
DOING
HERE
sp
HE
SAID
OH
I'M
GOING
TO
SEE
THE
EXHIBITION
OH
sp
THAT'S
sp
GREAT
I
SAID
I'VE
sp
GOT
COMPLIMENTARY
TICKETS
sp
AND
EVERYTHING
sp
HE
sp
SAID
sp
SO
HAVE
I
sp
SO
sp
I
SAID
WHAT
ARE
YOU
DOING
HERE
HE
sp
SAID
WELL
I
SAW
THE
QUEUE
sp
AND
I
sp
JOINED
sp
IT
DO
sp
YOU
SEE
WHAT
I
MEAN
sp
WE
ARE
LIKE
THAT
AREN'T
WE
sp
OH
THERE'S
A
QUEUE
LET'S
GO
AND
JOIN
IT
sp
WE
DIDN'T
MAKE
THE
DECISION
TO
FIND
OUT
sp
LOOK
sp
I'VE
GOT
A
COMPLIMENTARY
sp
TICKET
AND
PERHAPS
I
DON'T
HAVE
sp
TO
sp
QUEUE
HERE
sp
PERHAPS
I
MIGHT
HAVE
TO
BUT
I'LL
GO
AND
FIND
OUT
sp
I'VE
MADE
A
DECISION
TO
GO
AND
sp
SAY
HEY
sp
THIS
MIGHT
sp
BE
WORTH
HAVING
sp
SO
sp
WHAT
WE'VE
GOT
TO
DO
IS
sp
REALISE
THAT
VERY
sp
VERY
QUICKLY
AS
WELL
THAT
WE'RE
IN
sp
CONTROL
OF
OUR
OWN
TIME
NOBODY'S
GOING
TO
sp
TELL
US
sp
THAT
WE'VE
GOT
TO
BE
AT
WORK
sp
BY
F
sp
HALF
PAST
EIGHT
sp
YES
sp
NOW
YOU'RE
GOING
TO
BE
SELF
EMPLOYED
sp
FOR
THOSE
OF
YOU
WHO
THINK
SELF
EMPLOYED
sp
ACTUALLY
sp
MEANS
WELL
I
CAN
CRAWL
OUT
OF
BED
AT
sp
ELEVENISH
sp
WORK
TILL
sp
FOURISH
sp
THAT'S
THREE
DAYS
A
WEEK
BECAUSE
THE
OTHER
TWO
DAYS
sp
I
CAN
HAVE
A
COUPLE
OF
ROUNDS
OF
GOLF
sp
THURSDAY
AND
FRIDAY
sp
THOSE
OF
YOU
WHO
THINK
THAT'S
WHAT
SELF
EMPLOYED
MEANS
sp
ARE
GON
NA
sp
FAIL
sp
YOU
HAVE
sp
TO
EARN
THE
RIGHT
sp
FROM
sp
NOW
ON
sp
TO
HAVE
HOLIDAYS
sp
BECAUSE
sp
WHEN
YOU'RE
ON
HOLIDAY
sp
NOBODY'S
GOING
TO
BE
PAYING
YOU
sp
WHEN
YOU
HAVE
A
sp
DAY
OFF
sp
NOBODY'S
GOING
TO
BE
PAYING
YOU
sp
SO
sp
YOU
HAVE
sp
TO
EARN
THE
RIGHT
sp
FROM
NOW
ON
sp
TO
HAVE
TIME
OFF
sp
ALL
SELF
EMPLOYED
MEANS
sp
IS
THAT
IF
YOU
WANT
TO
sp
YOU
CAN
GET
UP
AT
SEVEN
O'CLOCK
IN
THE
MORNING
AND
START
WORK
AT
HALF
PAST
SEVEN
sp
AND
WORK
RIGHT
THROUGH
TILL
ELEVEN
O'CLOCK
AT
NIGHT
sp
IF
YOU
WANT
TO
sp
BECAUSE
NOBODY'S
GOING
TO
STOP
YOU
sp
THAT'S
WHAT
SELF
EMPLOYED
MEANS
sp
YOU
CAN
ACTUALLY
GO
AND
WORK
FOR
A
LIVING
sp
BUT
sp
THE
sp
REWARDS
sp
WILL
BE
IN
DIRECT
PROPORTION
TO
sp
THE
ACTIVITY
sp
AND
EFFORTS
AND
WORK
YOU
PUT
IN
sp
WELL
I
THINK
THAT'S
sp
QUITE
ATTRACTIVE
sp
YES
sp
NOW
sp
MOST
OF
YOU
SAID
YOU'RE
NOT
sp
GOOD
AT
sp
PLANNING
sp
YOU
ARE
sp
IT'S
ALL
sp
BUILT
sp
INTO
sp
US
sp
NATURALLY
sp
REASONABLY
GOOD
sp
PLANNING
sp
IT'S
JUST
THAT
YOU
HA
sp
YOU
DON'T
sp
REALISE
sp
IT
sp
WHAT
WE'RE
GOING
TO
DO
sp
IS
HAVE
A
LOOK
AT
THE
INGREDIENTS
OF
A
sp
PLAN
sp
BECAUSE
sp
EVERYBODY
MUST
sp
HAVE
A
PLAN
DO
sp
YOU
THINK
ALAN
{GAP_ANONYMIZATION_NAME}
THE
MANAGING
DIRECTOR'S
sp
GOT
sp
A
PLAN
YES
PETER
{GAP_ANONYMIZATION_NAME}
sp
THE
SALES
DIRECTOR
sp
YES
HOPE
sp
SO
sp
YOUR
AREA
MANAGERS
YOUR
REGIONAL
DIRECTORS
ALL
GOT
PLANS
sp
OR
DO
YOU
THINK
sp
THOSE
PEOPLE
THAT
ARE
RUNNING
THE
COMPANY
sp
JUST
sp
GET
UP
ON
A
MONDAY
sp
OH
LET'S
SEE
WHAT
WE
CAN
DO
THIS
sp
WEEK
sp
START
THE
YEAR
sp
OH
YES
WELL
WHERE
WILL
THIS
GO
WE'LL
sp
JUST
GET
UP
AND
sp
SEE
WHAT
HAPPENS
SHALL
WE
sp
WILL
THE
SHAREHOLDERS
BE
PLEASED
AT
THE
END
OF
THE
YEAR
sp
WHAT
DO
THEY
DO
AT
THE
SHAREHOLDERS
MEETING
sp
THIS
IS
sp
WHAT
sp
WE'RE
GOING
TO
DO
sp
OTHER
SHAREHOLDERS
SAY
RIGHT
sp
WE'RE
sp
GOING
TO
HOLD
YOU
TO
THIS
sp
YES
sp
SO
sp
LET'S
THINK
ABOUT
A
PLAN
sp
EVERY
PLAN
MUST
HAVE
A
STARTING
sp
POINT
sp
IT
sp
MUST
HAVE
sp
AN
OBJECTIVE
sp
A
ROOT
sp
AND
YOU
MUST
BE
ABLE
sp
TO
sp
MONITOR
sp
THAT
ROOT
sp
THAT'S
THE
BASIS
sp
OF
ANY
PLAN
sp
ALAN
{GAP_ANONYMIZATION_NAME}
sp
WORKS
HIS
PLANS
OUT
LIKE
sp
THAT
sp
TO
sp
RUN
THE
COMPANY
sp
YES
sp
NOW
I
SAID
sp
YOU
WERE
NATURALLY
GOOD
AT
IT
sp
WHY
sp
LET'S
CAST
OUR
MINDS
sp
BACK
sp
TO
LAST
WEEKEND
sp
AND
YOU
HAD
A
NICE
WEEKEND
sp
AND
SOME
OF
YOU
TRAVELLED
ON
THE
SUNDAY
sp
I
KNOW
sp
NOW
LET'S
ALL
CAST
OUR
MINDS
BACK
sp
TO
WHERE
WE
WERE
sp
MONDAY
MORNING
sp
NOW
I
DON'T
sp
KNOW
WHERE
sp
YOU
sp
WERE
SUNDAY
sp
NIGHT
SO
I
DON'T
KNOW
sp
WHERE
YOU
WERE
MONDAY
MORNING
sp
IT'S
sp
PERSONAL
sp
TO
YOU
sp
WHERE
YOU
WOKE
sp
UP
sp
ON
sp
MONDAY
MORNING
sp
OKAY
sp
BUT
YOU
WOKE
UP
sp
RIGHT
sp
THAT
WAS
YOUR
STARTING
sp
POINT
sp
WHEREVER
YOU
WOKE
UP
sp
YOUR
OBJECTIVE
sp
WAS
TO
sp
ARRIVE
sp
HERE
sp
ON
SALFORD
KEYS
sp
BY
sp
NINE
THIRTY
NINE
THIRTY
sp
OKAY
sp
TO
START
sp
AN
INDUCTION
COURSE
sp
WITH
ABBEY
LIFE
sp
HOW
MANY
sp
PEOPLE
sp
EVEN
ON
THE
SUNDAY
OR
OR
LAST
WEEK
sp
ON
MONDAY
MORNING
DID
YOU
JUST
GET
OUT
OF
BED
sp
STICK
sp
YOURSELF
IN
THE
GENERAL
DIRECTION
OF
MANCHESTER
sp
AND
HOPE
FOR
THE
BEST
sp
NO
sp
LAST
WEEK
sp
YOU
PROBABLY
WOULD
HAVE
GOT
THE
LITTLE
JOINING
LETTER
sp
WITH
MAP
BUT
sp
YOU
sp
PROBABLY
TALKED
TO
sp
PEOPLE
IN
THE
BRANCH
sp
WHO
MAY
HAVE
BEEN
THERE
OR
YOU
TALKED
TO
YOUR
MANAGER
sp
OR
YOU
PICKED
UP
THE
sp
PHONE
AND
SAID
sp
HOW
DO
I
GET
HERE
sp
YOU
MAY
HAVE
EVEN
GOT
THE
MAP
OUT
IF
YOU
WERE
DRIVING
sp
TO
ACTUALLY
SEE
WHAT
JUNCTION
YOU
CAME
OFF
sp
THE
MOTORWAYS
AND
THINGS
LIKE
THAT
JUST
TO
sp
CHECK
THE
JOURNEY
IF
sp
YOU'VE
CHECKED
THE
TRAIN
TIMES
YOU
MAY
HAVE
EVEN
GIVE
TH
sp
WHAT
WERE
YOU
DOING
sp
YOU
WERE
PLANNING
sp
THE
ROUTE
sp
SOME
PEOPLE
THAT
ARE
LOCAL
sp
MAY
HAVE
EVEN
DRIVEN
sp
HERE
sp
ON
THE
SUNDAY
sp
JUST
TO
SEE
HOW
sp
TO
GET
HERE
SO
THAT
ON
THE
MONDAY
MORNING
WHEN
IT'S
THE
RUSH
HOUR
sp
THEY
KNEW
GENERALLY
WHERE
THEY
WERE
GOING
TO
GO
sp
I'VE
HEARD
sp
THE
sp
PEOPLE
sp
THAT
sp
ARE
sp
LOCAL
sp
JUST
HAVE
A
sp
RUN
OUT
ON
A
SUNDAY
AFTERNOON
TO
sp
FIND
OUT
WHERE
IT
sp
IS
sp
THEY'RE
REALLY
GOOD
PLANNERS
AREN'T
THEY
sp
HOW
MANY
TIMES
sp
ON
sp
MONDAY
MORNING
sp
DID
YOU
GO
LIKE
THAT
sp
LOOK
UP
AT
THE
sp
CAR
CLOCK
sp
OR
WHATEVER
sp
WHAT
sp
WERE
sp
YOU
DOING
sp
YOU
WERE
MONITORING
THE
PROGRESS
sp
OF
YOUR
JOURNEY
sp
YOU
MAY
HAVE
BEEN
SAT
IN
THE
WENDOVER
IF
YOU'VE
sp
COME
sp
ON
THE
SUNDAY
sp
BUT
EVEN
HAVING
BREAKFAST
I
BET
YOU
WERE
GOING
sp
WHAT
sp
TIME
DO
YOU
THINK
WE
OUGHT
TO
sp
LEAVE
WELL
WE'LL
ADD
PLENTY
OF
TIME
JUST
IN
sp
CASE
WE'VE
sp
NEVER
sp
BEEN
sp
THERE
sp
BEFORE
sp
YOU'RE
ACTUALLY
MAKING
ALL
THESE
LITTLE
DECISIONS
INSTANTLY
sp
YES
sp
NOW
sp
FOR
THOSE
OF
YOU
ON
MONDAY
MORNING
WHO
WAS
LATE
ON
MONDAY
MORNING
sp
I
WAS
SORT
OF
IFFYISH
sp
IFFYISH
{OOV}
COMES
FROM
sp
MANCHESTER
sp
RIGHT
sp
WHAT
sp
WAS
IT
LIKE
FOR
YOU
ON
MONDAY
MORNING
sp
WELL
I
sp
WAS
PANICKING
ABOUT
TWENTY
sp
FIVE
PAST
sp
YOU
WERE
PANICKING
sp
YES
sp
YES
sp
NOW
sp
THERE'S
ANOTHER
WORD
THAT'S
BETTER
THAN
PANICKING
sp
IT
STARTED
GETTING
A
LITTLE
BIT
STRESSFUL
IN
FACT
sp
YES
sp
WELL
sp
STRESS
sp
KILLS
PEOPLE
sp
IT'S
A
BIG
KILLER
sp
STRESS
KILLS
sp
SO
LET'S
TALK
ABOUT
THIS
STRESS
IF
WE'RE
GOING
ON
A
JOURNEY
sp
AND
WE
PLAN
sp
WHERE
WE'RE
GOING
TO
GO
sp
FROM
sp
I
WANT
TO
GET
TO
BIRMINGHAM
OR
WHEREVER
IT
IS
sp
I'VE
PLANNED
ME
ROUTE
I'M
GOING
DOWN
THE
M
SIX
I
NEED
TO
sp
COME
OFF
AT
sp
THE
SPAGHETTI
JUNCTION
WHATEVER
IT
IS
AND
sp
I'M
GOING
TO
CHECK
ME
sp
CLOCK
AND
I'M
GOING
ALLOW
PLENTY
OF
TIME
sp
TO
sp
GET
THERE
sp
BECAUSE
BEAR
IN
MIND
THELWALL
VIADUCT
sp
I
HEAR
IT
ON
sp
THE
RADIO
EVERY
MORNING
sp
THERE'S
sp
ROADWORKS
AND
I
BELIEVE
THERE'S
SOME
ROADWORKS
AT
STAFFORD
I
MIGHT
EVEN
GET
sp
ON
MY
TELETEXT
AND
LOOK
AND
SEE
WHAT
ROADWORKS
ARE
ON
THE
M
sp
SIX
sp
I
sp
MAY
EVEN
GIVE
THE
A
A
A
RING
TO
sp
SAY
sp
BUT
IT'S
ALL
ON
sp
TELETEXT
AND
sp
THIS
sp
SORT
OF
THING
sp
SOME
PEOPLE
PLAN
IT
SO
THAT
WHEN
THEY
GO
ALONG
sp
ALONG
THE
MOTORWAY
sp
THEY
HIT
sp
ROADWORKS
sp
BLINKING
HECK
sp
BUT
THEY'RE
AWARE
THAT
THEY'RE
THERE
sp
SO
THEY
JUST
SIT
IN
THE
INSIDE
LANE
DON'T
THEY
sp
TURN
UP
THE
RADIO
OR
PUT
A
CASSETTE
IN
sp
OR
sp
MAYBE
EVEN
GET
THEIR
sp
PAPERS
ON
THEIR
LAP
sp
AND
{OOV}
THING
sp
YES
sp
BUT
THEN
THE
ONES
THAT
DIDN'T
DO
THIS
PLANNING
sp
ARE
THE
ONES
THAT
YOU
SEE
GOING
sp
SEE
THEM
sp
PROBABLY
YOU
sp
YES
sp
AND
THEN
WHAT
REALLY
BUGS
THOSE
PEOPLE
sp
IS
SEEING
ME
sp
KEEP
sp
CATCHING
UP
sp
WITH
sp
THEM
sp
ALRIGHT
sp
AND
THEY
sp
GO
ERM
ALRIGHT
sp
ALRIGHT
sp
AND
THEN
sp
WE
GET
sp
TO
THE
ROADWORKS
sp
AND
PROBABLY
HE'S
EITHER
IN
FRONT
OF
ME
OR
BEHIND
ME
AND
sp
HE'S
GOING
sp
{OOV}
AND
THEN
HE
GETS
THROUGH
THE
ROADWORKS
AND
IT'S
sp
AWAY
sp
WHOA
sp
WOOF
sp
AND
THEY'RE
UP
BEHIND
YOU
AREN'T
THEY
sp
RIGHT
TAILGATING
SAYING
sp
COME
ON
YOU
{OOV}
OLD
sp
BASTARD
GET
OUT
THE
sp
WAY
sp
YOU'RE
ONLY
DOING
A
HUNDRED
AND
sp
TEN
WHAT'S
THE
MATTER
sp
WITH
sp
YOU
AND
AS
HE'S
GOING
LIKE
THAT
THE
LORRY
IN
FRONT'S
STOPPED
sp
SMACK
sp
HITS
IT
sp
DIES
sp
OR
IF
HE'S
sp
TURNS
ROUND
AND
GOES
sp
MY
GOD
sp
MISSES
IT
UNFORTUNATELY
HITS
ME
sp
I
HIT
SOMEBODY
ELSE
sp
AND
HE
CARRIES
ON
GOING
AND
LEAVES
CARNAGE
sp
BEHIND
HIM
sp
STRESS
sp
KILLS
sp
THOSE
PEOPLE
ARE
sp
BAD
PLANNERS
sp
OKAY
sp
IT'S
sp
NOT
HOW
sp
FAST
YOU
sp
CAN
DRIVE
sp
IT'S
HOW
sp
FAST
YOU
CAN
sp
STOP
sp
THAT
MATTERS
sp
SO
sp
YOU
PLAN
sp
FOR
THESE
THINGS
sp
YES
sp
NOW
sp
IT'S
THE
SAME
THING
sp
IF
YOU
DON'T
sp
PLAN
sp
YOU'LL
GET
STRESSED
OUT
sp
YOU
WON'T
BE
RUNNING
YOUR
BUSINESS
sp
PROPERLY
IT
sp
CAUSES
STRESS
sp
IT'LL
KILL
YOU
IT
sp
MAY
NOT
sp
PHYSICALLY
KILL
YOU
BUT
sp
IT'LL
sp
KILL
YOU
IN
THIS
sp
BUSINESS
sp
YOU
WON'T
sp
BE
IN
sp
THE
BUSINESS
sp
SO
LET'S
HAVE
A
LOOK
sp
AT
AN
IDEA
OF
WHAT
sp
WE
SHOULD
BE
LOOKING
AT
SHOULD
WE
sp
IN
OUR
PLANS
FOR
THE
LIFE
ASSURANCE
INDUSTRY
IF
YOU
LIKE
sp
WELL
TO
DO
sp
THAT
ERM
sp
WHAT
WE
NEED
TO
sp
SAY
REALLY
IS
OUR
STARTING
POINT
IS
ACTUALLY
sp
NOW
sp
BECAUSE
sp
THIS
IS
THE
FIRST
DAY
sp
OF
THE
REST
OF
YOUR
CA
sp
CAREER
WITH
ABBEY
LIFE
ISN'T
IT
sp
IF
sp
WE
sp
GET
sp
APPOINTED
sp
YES
THAT'S
sp
A
POINT
IN
YOUR
CASE
GILES
YES
sp
IT'S
sp
A
sp
DAMN
sp
GOOD
sp
POINT
ACTUALLY
sp
OKAY
sp
NOW
sp
YOUR
STARTING
sp
POINT
sp
IS
sp
NOW
sp
AND
THIS
IS
IT
sp
IN
FACT
THIS
IS
sp
THE
FIRST
DAY
OF
THE
REST
OF
YOUR
LIFE
IF
sp
YOU
sp
WANT
TO
THINK
ABOUT
IT
sp
A
LITTLE
BIT
sp
DEEPER
IT'S
sp
THE
FIRST
DAY
OF
sp
THE
REST
OF
sp
YOUR
sp
LIFE
sp
NOW
sp
WHAT
WE'VE
GOT
TO
LOOK
AT
sp
IS
WHY
I'VE
COME
TO
ABBEY
LIFE
sp
I
DON'T
KNOW
sp
WHY
YOU'VE
sp
COME
TO
ABBEY
LIFE
sp
SO
THAT'S
sp
A
GOOD
sp
POINT
WHY
'VE
sp
YOU
COME
TO
sp
ABBEY
sp
LIFE
TO
sp
MAKE
sp
MONEY
sp
TO
MAKE
sp
MONEY
sp
YES
sp
YOU'VE
sp
GOT
OBJECTIVES
sp
BUT
sp
YOU'VE
ALL
GOT
YOUR
REASONS
TO
COME
TO
ABBEY
LIFE
AND
YOU'VE
ALL
OBJECTIVES
sp
BUT
OBJECTIVES
sp
ARE
sp
PERSONAL
sp
AND
SHOULD
BE
sp
PERSONAL
sp
EVERYBODY
IN
THIS
sp
ROOM
IS
sp
AN
INDIVIDUAL
sp
RIGHT
sp
YOU'RE
ALL
sp
INDIVIDUALS
sp
I'M
sp
NOT
sp
{OOV}
IT'S
AN
IN
JOKE
sp
OKAY
sp
SO
sp
LET'S
THINK
ABOUT
OUR
OBJECTIVES
sp
FIRST
OF
ALL
AN
OBJECTIVE
sp
I
MIGHT
HAVE
COME
TO
ABBEY
LIFE
TO
MAKE
MONEY
sp
LAST
YEAR
sp
I
MIGHT
HAVE
BEEN
WORKING
IN
A
FACTORY
EARNING
sp
FIFTEEN
sp
TWELVE
FIFTEEN
THOUSAND
A
YEAR
sp
AND
I
MIGHT
sp
MAKE
MY
OBJECTIVE
sp
IN
MY
FIRST
YEAR
WITH
ABBEY
LIFE
sp
TO
EARN
SIXTY
THOUSAND
POUNDS
sp
IS
THAT
A
sp
SENSIBLE
OBJECTIVE
sp
NO
I
MEAN
IT'S
POSSIBLE
sp
BUT
sp
BY
sp
YOU
sp
THINK
IT
SHOULD
BE
A
HUNDRED
sp
GRAND
YES
sp
I
LIKE
THAT
sp
SO
sp
WHAT
I'M
ACTUALLY
SAYING
IS
THAT
I'M
MAKING
MY
OBJECTIVE
sp
AN
ELEPHANT
IT'S
TOO
LARGE
sp
I
E
sp
IF
I
WANTED
TO
EAT
AN
ELEPHANT
sp
IT'S
TOO
LARGE
AN
OBJECTIVE
sp
BUT
I
COULD
ACHIEVE
IT
BY
WHAT
sp
EATING
IT
sp
IN
sp
BITS
YES
sp
SO
I
COULD
WHAT
SLAUGHTER
IT
sp
CHOP
IT
UP
INTO
ELEPHANT
STEAKS
sp
BUNG
IT
INTO
THE
DEEP
FREEZE
sp
AND
OVER
A
PERIOD
OF
SAY
sp
TWO
THREE
YEARS
sp
EVERY
FRIDAY
NIGHT
HAVE
AN
ELEPHANT
STEAK
sp
BUT
IN
THREE
YEARS
TIME
sp
I
WILL
HAVE
ACTUALLY
sp
ACHIEVED
MY
OBJECTIVE
sp
SHAME
FOR
THE
ELEPHANT
SHAME
sp
FOR
sp
THE
sp
ELEPHANT
{LG}
sp
SO
sp
FIRST
OF
ALL
WHEN
WE'RE
THINKING
ABOUT
OUR
OBJECTIVES
sp
WE'VE
ACTUALLY
GOT
TO
sp
THINK
OF
IT
IN
sp
BEING
ACHIEVABLE
sp
AND
IF
IT'S
NOT
ACHIEVABLE
NOW
sp
WHEN
WILL
IT
BE
ACHIEVABLE
sp
THIS
IS
WHY
THEY
ASK
YOU
THINGS
LIKE
ON
INTERVIEWS
AND
THEY
sp
ASK
YOU
sp
WHERE
DO
YOU
SEE
YOURSELF
IN
FIVE
YEARS
TIME
AND
sp
I
USED
TO
SAY
I
sp
DON'T
EVEN
SEE
MESELF
WHERE
I'M
GOING
TO
BE
IN
FIVE
DAYS
TIME
NEVER
MIND
FIVE
sp
JUST
GIVE
US
THE
BLOODY
JOB
sp
RIGHT
sp
BUT
sp
WHAT
YOU'VE
GOT
THE
OPPORTUNITY
OF
DOING
NOW
DURING
BEING
A
LIFE
ASSURANCE
SALES
PERSON
sp
WITH
sp
SELF
EMPLOYED
STATUS
IF
YOU
LIKE
sp
WITH
THE
BENEFITS
sp
OF
sp
BEING
IN
A
sp
COMPANY
LIKE
sp
OURS
sp
IS
sp
REALLY
THINKING
WHERE
DO
I
WANT
TO
BE
IN
FIVE
YEARS
TIME
AND
sp
THIS
IS
WHY
I
SAY
IT'S
sp
PERSONAL
sp
AND
YOU
NEED
TO
BE
DISCUSSING
THIS
sp
WITH
THE
PEOPLE
YOU
SHARE
YOUR
LIVES
sp
WITH
sp
YOU
REALLY
DO
sp
BECAUSE
sp
IT'S
IMPORTANT
sp
SO
sp
WE
NEED
TO
BE
LOOKING
FORWARD
BUT
WE
OUGHT
TO
BE
LOOKING
SHORT
TERM
SO
THE
BEST
WAY
TO
LOOK
AT
sp
OBJECTIVES
IS
TO
LOOK
IT
sp
IN
THE
sp
SHORT
TERM
sp
WHICH
IS
sp
IN
FACT
sp
YEAR
ONE
IF
YOU
LIKE
sp
MEDIUM
sp
TERM
sp
YEARS
TWO
AND
sp
THREE
sp
AND
sp
LONG
TERM
sp
YEARS
sp
FOUR
AND
sp
FIVE
sp
WHERE
DO
I
WANT
TO
BE
sp
NOW
THE
IMPORTANT
THING
IS
sp
IT'S
GOT
TO
BE
MEANINGFUL
sp
IT'S
GOT
TO
sp
BE
MEANINGFUL
sp
TO
YOU
sp
AS
AN
INDIVIDUAL
sp
OTHERWISE
IT
sp
WON'T
WORK
sp
IT'S
NO
USE
sp
RUNNING
WITH
THE
sp
HERD
sp
OH
EVERYBODY
WANTS
A
PORSCHE
sp
SO
I'M
GOING
sp
TO
HAVE
A
PORSCHE
sp
I
THINK
sp
WAS
IT
sp
COLIN
I
WAS
TALK
sp
WE
WERE
LOOKING
AT
A
PORSCHE
THE
OTHER
DAY
AND
HE
WAS
sp
DROOLING
OVER
THIS
sp
PORSCHE
sp
AND
YET
IT
DOESN'T
DO
ANYTHING
FOR
ME
ARE
YOU
sp
WITH
ME
sp
THE
sp
CAR'S
JUST
sp
A
PRACTICAL
sp
THING
sp
TO
sp
ME
sp
I
MEAN
I
LIKE
TO
sp
DRIVE
AROUND
IN
sp
COMFORT
EVERYBODY
LIKES
A
NICE
sp
CAR
I'M
NOT
SAYING
THAT
sp
BUT
TO
GO
TO
THE
EXTREME
OF
SPENDING
WHAT
WOULD
sp
SAY
SEVENTY
OR
sp
EIGHTY
THOUSAND
POUNDS
sp
ON
A
PORSCHE
sp
I'D
HAVE
TO
BE
sp
REALLY
REALLY
RICH
BEFORE
sp
I
WOULD
sp
CONSIDER
THE
LUXURY
OF
HAVING
A
PORSCHE
sp
THAT
IT
WOULDN'T
BE
ON
MY
LIST
OF
sp
PRIORITIES
sp
BUT
FOR
sp
COLIN
sp
WOOF
sp
HE
sp
WAS
sp
DROOLING
OVER
IT
sp
ORGASMIC
sp
I
THINK
HE
sp
SAID
OR
WHATEVER
IT
WAS
IT
WOULDN'T
BE
sp
WHAT
sp
YOU
SAID
ALRIGHT
TO
DRIVE
IT
SO
sp
DIFFERENT
PEOPLE
WANT
DIFFERENT
sp
THINGS
AND
GET
TURNED
ON
BY
DIFFERENT
sp
THINGS
sp
NOW
LET'S
SUGGEST
WHAT
MIGHT
BE
IN
HERE
JUST
TO
GET
YOU
sp
YOUR
MIND
sp
THINKING
sp
COULD
BE
sp
THAT
LET'S
HAVE
A
LOOK
AT
THE
sp
FIRST
YEAR
sp
THE
sp
FIRST
YEAR
sp
I
JUST
WANT
sp
TO
sp
SURVIVE
sp
I
MIGHT
sp
HAVE
EARNED
sp
TWELVE
THOUSAND
POUNDS
LAST
YEAR
sp
I'D
LIKE
TO
sp
EARN
sp
FOURTEEN
sp
SAY
FIFTEEN
sp
THOUSAND
IN
MY
sp
FIRST
YEAR
sp
WITH
ABBEY
LIFE
sp
BECAUSE
sp
EFFECTIVELY
WHEN
WAS
THE
LAST
TIME
YOU
HAD
sp
A
TWO
THOUSAND
sp
POUND
sp
PAY
RISE
sp
OR
A
THREE
THOUSAND
sp
POUND
PAY
RISE
sp
YOU'RE
ACTUALLY
GIVING
YOURSELF
sp
AND
sp
PLANNING
FOR
A
TWO
THOUSAND
sp
POUND
PAY
RISE
sp
AND
sp
BELIEVE
ME
sp
IT'S
sp
WITHIN
YOUR
CONTROL
WHETHER
YOU
GET
IT
OR
NOT
sp
THAT'S
A
NEW
THING
ISN'T
IT
sp
YOU'VE
ALWAYS
BEEN
DEPENDENT
ON
OTHER
PEOPLE
sp
BEING
IMPRESSED
sp
WITH
WHAT
YOU'VE
sp
DONE
OR
THE
sp
BEFORE
YOU'VE
GOT
ANY
PAY
RISES
sp
FROM
NOW
ON
YOU
DETERMINE
sp
YOUR
OWN
PAY
RISES
sp
BUT
sp
TO
GO
TWO
THOUSAND
UP
I
WOULD
SAY
sp
WOULD
sp
BE
REALISTIC
sp
AND
ACHIEVABLE
sp
GOING
TO
sp
FIFTY
sp
THOUSAND
MORE
sp
MAYBE
NOT
sp
SO
sp
THE
FIRST
YEAR
MIGHT
BE
I
WAN
NA
SURVIVE
sp
I
WAN
NA
GET
OUT
THERE
AND
sp
I
MIGHT
EVEN
MAKE
SOME
SACRIFICES
sp
I
WANT
TO
LEARN
THE
BUSINESS
sp
I
WANT
TO
LEARN
THE
TRADE
sp
I
WANT
TO
LEARN
sp
THE
TRADE
sp
NOT
THE
TRICKS
OF
THE
TRADE
sp
I
WANT
TO
KNOW
WHAT
I'M
TALKING
ABOUT
I
WANT
TO
GET
AT
MY
PRODUCT
KNOWLEDGE
UP
TO
SCRATCH
sp
I'M
GOING
TO
GET
MY
SALES
SKILLS
UP
sp
TO
SCRATCH
sp
I'M
REALLY
GOING
TO
THROW
EVERYTHING
INTO
THIS
sp
I'M
GOING
TO
ACCEPT
THE
NOSE
sp
I'M
GOING
TO
SACRIFICE
MAYBE
HOLIDAYS
THIS
YEAR
AND
MAYBE
HAVE
A
COUPLE
OF
LONG
WEEKEND
BREAKS
sp
AS
LONG
AS
I
EARN
ENOUGH
TO
KEEP
MY
HEAD
ABOVE
WATER
sp
AND
TO
PAY
MY
WAY
IN
LIFE
FOR
THE
NEXT
TWELVE
MONTHS
sp
KEEP
MY
FAMILY
sp
FED
AND
WATERED
sp
I'M
OKAY
sp
THEN
I'M
GOING
TO
TAKE
STOCK
sp
IN
TWELVE
MONTHS
TIME
sp
AND
I
THINK
THAT
sp
COULD
BE
sp
A
REASONABLE
WAY
TO
sp
GET
YOURSELF
GOING
IN
THE
BUSINESS
sp
YES
sp
LEARN
THE
TRADE
sp
SURVIVE
sp
IT
MIGHT
BE
DIFFERENT
FOR
YOU
sp
IF
YOU'VE
GOT
SOMETHING
DIFFERENT
sp
PLEASE
sp
THE
IMPORTANT
THING
IS
TO
sp
WRITE
IT
DOWN
sp
THINK
ABOUT
IT
sp
WRITE
IT
DOWN
sp
GET
A
PHOTOGRAPH
OF
sp
IT
sp
COLIN
GET
THAT
sp
PHOTOGRAPH
OF
THAT
sp
PORSCHE
sp
BLOW
IT
UP
sp
AND
STICK
IT
AT
YOUR
WORK
STATION
IN
YOUR
BRANCH
sp
FUNNY
YOU
sp
SHOULD
SAY
sp
THAT
sp
THAT'S
WHAT
HE'S
DONE
IS
IT
NO
BUT
IT
YOU'VE
GOT
IT
HAVE
YOU
sp
NO
I
HAD
A
GROUP
MANAGER
WHO
ACTUALLY
INTRODUCED
sp
ME
TO
sp
THIS
sp
I
ERM
I
WORK
sp
OUT
sp
WITH
sp
HIM
sp
BUT
sp
HE
sp
BROUGHT
A
ACTUALLY
sp
WHAT
TURNED
ME
ON
sp
TO
sp
THIS
sp
WAS
THE
sp
FACT
sp
THAT
ERM
sp
WHERE
HE
IS
HE'S
sp
THIRTY
SIX
sp
NOW
AND
ERM
sp
HE'S
sp
GOT
sp
NO
sp
MORTGAGES
sp
HE'S
sp
GOT
sp
A
sp
HE
sp
PAID
ELEVEN
THOUSAND
POUNDS
sp
FOR
A
A
sp
KAWASAKI
Z
Z
ELEVEN
HUNDRED
R
SUPER
sp
BIKE
sp
WORTH
sp
THAT
IS
sp
MOTORBIKE
AND
sp
HE'S
HE
TOOK
A
PHOTO
MOTORBIKE
YES
HE'S
TOOK
A
sp
PHOTO
OF
HIM
SITTING
ON
THE
BIKE
SO
YOU
sp
{OOV}
sp
THEN
HE
JUST
sp
HAD
sp
TO
sp
PIN
IT
UP
ON
ON
MY
sp
THINGY
AND
sp
IT'D
sp
SAY
sp
YOU
KNOW
sp
YOU'LL
sp
NEVER
HAVE
sp
THIS
sp
IT'LL
GIVE
YOU
SOMETHING
TO
sp
TO
sp
GO
FOR
YES
sp
YES
AND
{OOV}
THE
SAME
YES
SO
THAT'S
GOOD
sp
SO
WRITE
IT
sp
DOWN
GET
A
PICTURE
OF
IT
sp
IT'S
LIKE
A
CAR
SALESMAN
WHAT
DOES
HE
DO
WHEN
YOU
GO
INTO
A
CAR
SHOWROOM
sp
HE
sp
SITS
YOU
IN
IT
sp
WOULD
YOU
LIKE
TO
SIT
INSIDE
sp
BECAUSE
ONCE
YOU
SIT
sp
INSIDE
YOU'RE
QUITE
RIGHT
sp
YOU'RE
DRIVING
sp
IT
AREN'T
sp
YOU
LIVE
sp
THE
DREAM
sp
WHERE
DO
YOU
WANT
TO
BE
IN
TWO
YEARS
TIME
sp
AGAIN
IT'S
PERSONAL
TO
YOU
sp
IT
sp
COULD
BE
sp
THAT
YOU
WANT
A
HOUSE
sp
YOU
MIGHT
CURRENTLY
BE
IN
RENTED
ACCOMMODATION
sp
AND
YOU
WANT
TO
GET
sp
ON
THE
PROPERTY
LADDER
GET
sp
YOUR
YOUNG
sp
FAMILY
AND
YOURSELF
sp
INTO
YOUR
FIRST
PROPERTY
sp
NOW
THE
FACT
THAT
IT
MIGHT
BE
JUST
A
LITTLE
TWO
UP
TWO
DOWN
sp
WHO
GIVES
A
MONKEY
'S
sp
BECAUSE
sp
IN
sp
NEXT
YEAR
TWO
OR
THREE
YEARS
TIME
YOU'RE
WALKING
WITH
THE
REMOVAL
VAN
INTO
THIS
HOUSE
sp
HOW
WILL
YOU
FEEL
sp
GOOD
sp
THE
FACT
THAT
ONE
OF
THE
GUYS
IN
THE
BRANCH
HAS
GOT
A
GREAT
BIG
sp
FIVE
BEDROOM
MANSION
sp
IS
AN
ELEPHANT
TO
YOU
sp
THAT'S
sp
FIVE
SIX
YEARS
DOWN
THE
ROAD
MAYBE
sp
YES
sp
BUT
YOU'RE
IN
THERE
sp
IT
COULD
sp
BE
sp
A
DAMN
GOOD
HOLIDAY
sp
IT
sp
COULD
BE
THAT
YOU'VE
NEVER
TAKEN
YOUR
FAMILY
ABROAD
sp
ON
HOLIDAY
sp
SO
YOU
SET
YOURSELF
A
LITTLE
OBJECTIVE
THAT
IN
TWO
YEARS
TIME
sp
I
WANT
TO
TAKE
THEM
ALL
EVEN
sp
IF
IT'S
A
DAMN
PACKAGE
DEAL
ON
A
FLIGHT
TO
TENERIFE
sp
DO
IT
sp
WILL
YOU
FEEL
GOOD
sp
WILL
THE
FAMILY
ENJOY
IT
YOU
sp
SEE
THESE
THINGS
ARE
IMPORTANT
AREN'T
THEY
sp
THESE
ARE
THE
THINGS
WE'RE
DOING
IT
sp
FOR
sp
IT
sp
COULD
BE
A
sp
CAR
sp
LIKE
WE'VE
JUST
SAID
sp
BUT
THEN
AGAIN
sp
I'VE
NEVER
HAD
A
NEW
CAR
IT
sp
COULD
BE
sp
ARE
YOU
WITH
ME
sp
SO
IT
MIGHT
BE
sp
JUST
THE
sp
FACT
THAT
I
HAVE
A
NEW
sp
CAR
sp
THE
PORSCHE
MIGHT
BE
sp
HERE
sp
BUT
INITIALLY
sp
WHAT
I'D
REALLY
LIKE
sp
IS
A
NEW
CAR
sp
AND
WHAT
I'D
LIKE
TO
DO
sp
IS
GET
UP
AT
MIDNIGHT
sp
ON
THE
sp
FIRST
OF
AUGUST
sp
AND
DRIVE
AROUND
IN
MY
BRAND
NEW
CAR
sp
IN
THE
DARK
sp
WHY
sp
DO
THEY
DO
sp
THAT
sp
EH
sp
FIRST
OF
ALL
THEY
GIVE
THEM
CHAMPAGNE
SO
THEY
ALL
GET
CAUGHT
DRINKING
AND
DRIVING
sp
HOW
DO
sp
THE
POLICE
sp
KNOW
WHY
DO
THEY
DO
IT
sp
I
DON'T
KNOW
EVERYBODY
DRIVING
AROUND
sp
AT
NIG
sp
YOU
sp
YOU
GO
OUT
sp
FIRST
OF
AUGUST
AT
MIDNIGHT
sp
THERE'S
sp
ALL
THESE
CARS
DRIVING
AROUND
sp
GOING
BEEP
BEEP
HA
sp
HA
sp
LOOK
AT
sp
MY
NEW
sp
CAR
sp
WHAT
sp
NOW
sp
BUT
IT
COULD
BE
A
NEW
CAR
sp
LET'S
SAY
sp
LET'S
SAY
sp
LET'S
SAY
THAT
sp
GRAHAM
sp
WHO'S
A
sp
BIGGER
HITTER
THAN
ME
AND
GOT
sp
MORE
INFLUENCE
AND
sp
MORE
INFLUENTIAL
CLIENT
BANK
sp
THAN
sp
ME
sp
HIS
IDEA
OF
A
NEW
sp
CAR
sp
IS
A
NEW
sp
X
J
S
A
sp
NICE
JAG
sp
ME
sp
MY
DREAM
sp
CAR
I'VE
sp
NEVER
HAD
A
NEW
sp
CAR
sp
IS
A
NICE
sp
LADA
SOFT
TOP
sp
COUPE
WITH
sp
G
T
X
HEATED
sp
REAR
sp
WINDOW
sp
OKAY
sp
AND
IT
COMES
sp
TO
sp
THE
FIRST
OF
AUGUST
sp
AND
GRAHAM
GETS
HIS
sp
CAR
sp
HIS
NEW
X
J
S
sp
AND
I
GET
MY
NEW
LADA
sp
AND
WE'VE
BEEN
OUT
AT
MIDNIGHT
DOING
ALL
sp
THIS
sp
BUT
WE
COME
TO
THE
BRANCH
IN
THE
MORNING
sp
AND
HE
PARKS
HIS
X
J
S
THERE
sp
AND
I
PARK
MY
LADA
NEXT
TO
IT
sp
I
RECKON
sp
WE
BOTH
sp
FEEL
THE
SAME
sp
DON'T
YOU
sp
BECAUSE
I'VE
ACHIEVED
WHAT
I
WANTED
sp
AND
HE'S
ACHIEVED
sp
WHAT
HE
WANTED
sp
IT'S
sp
IT'S
WHAT'S
INSIDE
YOU
THAT
MATTERS
sp
ISN'T
IT
sp
I'M
GOING
sp
WELL
sp
I'VE
GOT
IT
sp
IT'S
IMPORTANT
sp
DO
IT
sp
YES
sp
FIRST
A
LITTLE
STORY
sp
ONE
OF
MY
OBJECTIVES
WAS
TO
sp
BUY
MY
sp
WIFE
A
sp
LITTLE
sp
CAR
AT
sp
THE
TIME
sp
SHE
HAD
sp
FORD
FIESTA
sp
VAN
A
sp
BLUE
VAN
sp
WHICH
WAS
ALRIGHT
FIRST
TIME
STARTED
ABOUT
sp
FOUR
sp
FOUR
YEARS
OLD
sp
FIVE
YEARS
OLD
sp
GOOD
LITTLE
sp
ROAD
sp
CONDITION
sp
BUT
sp
THE
sp
CHILDREN
USED
TO
GET
IN
THE
BACK
sp
AND
AS
SHE
WENT
ROUND
BENDS
IT
WAS
LIKE
TEN
PIN
BOWLING
sp
DUM
sp
DUM
DUM
DUM
sp
WENT
ROUND
ANOTHER
sp
BIT
DUM
DUM
DUM
DUM
sp
WELL
sp
A
THIS
WAS
OBVIOUSLY
sp
DANGEROUS
sp
AND
B
IT
WAS
ILLEGAL
sp
SO
YOU
KNOW
WE
COULDN'T
DO
THAT
I
MEAN
IT
WAS
GREAT
THE
KIDS
sp
LOVED
sp
IT
THEY
HAD
ER
A
sp
LITTLE
CARPET
AT
sp
THE
sp
BACK
AND
THEIR
STICKERS
ALL
sp
ROUND
IT
AND
INSIDE
IT
IT
sp
WAS
A
sp
FUN
VAN
IF
sp
YOU
LIKE
sp
SO
sp
SHE
WAS
sp
SHE
WAS
INTO
VOLKSWAGEN
sp
POLOS
SHE'S
ALWAYS
LIKED
A
LITTLE
RUN
AROUND
SHE'D
LIKE
A
sp
VOLKSWAGEN
sp
POLO
sp
AND
sp
{OOV}
sp
SO
WHAT
I
DID
I
WENT
ROUND
TO
TELL
THE
GUY
sp
JOHN
{GAP_ANONYMIZATION_NAME}
HE
sp
WAS
THE
sp
SALES
sp
GUY
AT
sp
THE
LOCAL
sp
VO
AUDI
VOLKSWAGEN
sp
PLACE
sp
AND
I
SAID
sp
JOHN
I
WANT
TO
BUY
BARBARA
A
sp
CAR
sp
SHE'S
LOOKING
FOR
A
DECENT
SECOND
HAND
ONE
AND
I
ACTUALLY
WANT
TO
BUY
HER
A
NEW
ONE
sp
AND
SHE
DOESN'T
KNOW
ABOUT
IT
sp
SO
LET'S
DO
THE
DEAL
sp
PART
EX
AND
ALL
THE
REST
sp
OF
IT
DID
THE
DEAL
NEGOTIATED
sp
AND
SAID
RIGHT
WHAT
WE
WANT
TO
DO
IS
SATURDAY
MORNING
SHE
THINKS
SHE'S
GOING
TO
COME
DOWN
AND
LOOK
AT
A
DECENT
SECOND
HAND
sp
ONE
AND
I
WANT
YOU
TO
sp
TAKE
THE
sp
PART
TAKE
THE
BRAND
NEW
sp
CAR
OFF
sp
AND
ALL
THE
REST
sp
OF
IT
AND
sp
THEN
SAY
sp
TAKE
THAT
ONE
FOR
A
TEST
DRIVE
sp
WHICH
sp
IS
sp
MINE
sp
ALL
TAXED
UP
AND
sp
GASSED
UP
AND
ALL
THE
REST
OF
IT
sp
AND
WE'LL
DISAPPEAR
IN
THE
MOONLIGHT
sp
YOU'RE
ON
HE
SAYS
sp
SO
sp
BARBARA
sp
MESELF
AND
A
sp
COUPLE
sp
OF
THE
sp
KIDS
sp
CAME
ALONG
sp
{XX}
A
sp
COUPLE
OF
sp
THE
sp
KIDS
WERE
IN
ON
THIS
sp
BACKING
AWAY
sp
SORT
OF
sp
THING
AND
sp
OF
sp
COURSE
SHE
WENT
ON
THIS
sp
USED
sp
CAR
LOT
AND
SHE'S
sp
LOOKING
AT
sp
THESE
sp
VOLKSWAGENS
AND
JOHN
WAS
DOING
HIS
sp
BIT
sp
I
sp
BELIEVE
YOU
LIKE
sp
POLOS
sp
HE
HAD
ABOUT
sp
FIVE
OR
SIX
sp
POLOS
THERE
AND
sp
OF
COURSE
THEY'RE
ALL
NICE
AND
SHINY
AREN'T
THEY
sp
TYRES
ARE
PAINTED
sp
BLACK
sp
ALL
sp
CLEAN
INSIDE
VALETED
AND
BARBARA'S
GOING
OOH
OOH
sp
THIS
IS
NICE
sp
THE
LIGHTS
WORK
AND
THINGS
LIKE
THAT
YOU
sp
KNOW
sp
OKAY
sp
AND
JOHN
WAS
GREAT
AND
HE
SHOWED
HER
ROUND
AND
HE
SAID
WELL
LOOK
sp
WHY
DON'T
YOU
TAKE
ONE
FOR
A
TEST
DRIVE
sp
SHE
SAID
OOH
YES
CAN
I
HE
SAID
WELL
sp
TAKE
THAT
ONE
THERE
SHE
SAID
sp
OOH
sp
IT'S
sp
A
NEW
ONE
HE
sp
SAID
THAT'S
ALRIGHT
sp
TAKE
IT
SHE
sp
SAID
sp
ALRIGHT
sp
GETS
INTO
THIS
AND
OFF
sp
WE
GO
DOWN
THE
ROAD
THE
STEERING
'S
sp
ALL
sp
STIFF
sp
I
TRIED
IT
MYSELF
sp
{OOV}
sp
ALRIGHT
sp
ALL
OF
SUDDEN
SHE
GOT
ALL
EXCITED
AT
THE
INDICATORS
sp
THEY
WORK
sp
THIS
LITTLE
LIGHT
sp
GOES
ON
sp
AND
OFF
SHE'S
sp
DOING
ALL
THESE
THINGS
REALLY
THRILLED
TO
sp
BITS
AND
I
SAY
WELL
sp
LOOK
YOU
LIKE
THIS
DON'T
YOU
sp
SHE
sp
SAID
YES
I
sp
SAID
sp
LOOK
sp
JOHN
WON'T
sp
MIND
LET'S
KEEP
IT
sp
FOR
THE
NIGHT
AND
TAKE
IT
BACK
TOMORROW
MORNING
sp
WELL
sp
B
L
sp
DIDN'T
sp
LIKE
THIS
SUGGESTION
sp
AT
ALL
sp
YOU
sp
WHAT
sp
DON'T
sp
BE
SO
STUPID
sp
{OOV}
WE'VE
GOT
TO
GO
BACK
AND
TELL
HIM
WE
CAN'T
DO
THINGS
LIKE
THAT
OF
sp
COURSE
sp
WE
CAN
HE
WON'T
MIND
WE
KNOW
HIM
JUST
sp
LET'S
sp
GO
WE'LL
STOP
OUT
FOR
THE
DAY
AND
LET'S
sp
BRING
IT
BACK
TOMORROW
sp
DON'T
BE
STUPID
sp
I
SAID
LOOK
sp
PULL
OVER
sp
LET'S
sp
TALK
ABOUT
sp
IT
SO
WE
PULLED
OVER
sp
YOU
SEE
AND
WHAT
WE'D
sp
GOT
sp
THE
sp
KIDS
AT
sp
THE
BACK
HAD
A
BIG
CARD
THEY
sp
SAID
DAD
THOUGHT
HE'D
sp
GIVE
YOU
sp
THIS
sp
BIG
CARD
sp
AND
THEY
sp
HANDED
sp
TO
HER
AND
sp
IT
JUST
SAID
sp
CONGRATULATIONS
sp
YOU
NOW
OWN
sp
THE
VOLKSWAGEN
sp
POLO
I
sp
WAS
ALRIGHT
sp
THAT
sp
NIGHT
IN
sp
FACT
sp
IT
sp
WAS
sp
DEMANDED
sp
OF
ME
sp
NOW
sp
THERE'S
A
sp
THERE'S
HA
HA
sp
THERE'S
A
LITTLE
STORY
sp
BUT
DO
sp
YOU
SEE
WHAT
I
MEAN
WHAT
sp
WORKING
FOR
YOURSELF
COULD
sp
GIVE
YOU
sp
I
MEAN
I
sp
ACTUALLY
{OOV}
AND
sp
SHE'S
STILL
sp
GOT
sp
IT
A
sp
LITTLE
sp
D
REG
sp
POLO
sp
SHE'S
sp
STILL
sp
GOT
IT
sp
SHE'S
sp
NOT
sp
DONE
sp
TWENTY
sp
FIVE
THOUSAND
MILES
YET
sp
IT'S
IN
MINT
sp
CONDITION
sp
WHY
sp
SHE
LOVES
IT
TO
DEATH
sp
IT'S
BEEN
THE
BEST
sp
INVESTMENT
I'VE
EVER
MADE
sp
SHE
WON'T
GET
RID
OF
IT
sp
BECAUSE
OF
THE
THOUGHT
THAT
WENT
INTO
IT
IT'S
GREAT
sp
OKAY
sp
BUT
sp
THAT'S
THE
SORT
OF
THING
WORKING
FOR
YOURSELF
CAN
DO
sp
BECAUSE
sp
SO
sp
PLEASE
THINK
ABOUT
IT
AND
sp
DO
IT
sp
AND
GET
THAT
ENJOYMENT
OUT
sp
OF
sp
WHAT
WE'RE
OFFERING
sp
LONGER
TERM
sp
WELL
I
DON'T
KNOW
IT
sp
IT
COULD
BE
YOU
WANT
YOUR
sp
BIGGER
HOUSE
YOUR
DETACHED
sp
HOUSE
IT
sp
COULD
BE
THAT
YOU
WANT
sp
ERM
sp
STATUS
WITHIN
THE
COMPANY
WE'VE
GOT
ER
sp
ASSOCIATES
AND
THEN
WE'VE
GOT
FINANCIAL
ADVISORS
sp
WE'VE
sp
GOT
SWEET
sp
FINANCIAL
ADVISORS
LOOK
sp
AND
WE'VE
GOT
sp
WHAT
DO
YOU
sp
DO
sp
FOR
A
LIVING
WILL
YOU
HAVE
{OOV}
YES
sp
I
sp
LOVE
IT
WE'VE
GOT
EXECUTIVE
FINANCIAL
ADVISORS
AND
YOU
NAME
IT
sp
WHICH
sp
OTHERS
IT'S
THE
STATUS
WITHIN
THE
COMPANY
I
SUPPOSE
IF
YOU
WANT
TO
sp
PUT
INCOME
sp
AGAINST
THAT
I
MEAN
I'M
ONLY
GUESSING
sp
PROBABLY
YOU'RE
TALKING
THE
sp
THIRTY
THOUSAND
sp
PLUS
sp
THESE
ARE
THE
FORTY
THOUSAND
sp
PLUS
sp
AND
THESE
sp
MAY
BE
THE
SEVENTY
sp
FIVE
sp
THOUSAND
sp
PLUS
A
YEAR
GUYS
sp
IN
FIVE
YEARS
TIME
sp
YOU
SIT
YOURSELF
sp
WHERE
YOU
WANT
TO
BE
sp
NOW
SOME
OF
YOU
IN
THE
ROOM
BELIEVE
IT
OR
NOT
sp
WILL
BE
HAPPY
sp
TO
HIT
sp
THAT
sp
AND
SIT
AT
THAT
GET
sp
YOURSELF
A
NICE
LITTLE
sp
CITY
FINANCIAL
ADVISOR
A
sp
GOOD
sp
CLIENT
sp
BANK
sp
GET
YOUR
sp
FIVE
HUNDRED
CLIENTS
sp
GOOD
CLIENTS
THAT
YOU
sp
CAN
GO
AND
SEE
AND
YOU
sp
CAN
SERVICE
sp
REGULARLY
YOU
CAN
GO
ON
THE
CONVENTIONS
EACH
YEAR
sp
AND
YOU'RE
QUITE
sp
HAPPY
sp
THE
sp
TOP
sp
FIVE
sp
PERCENT
sp
WILL
sp
GO
sp
FOR
sp
THAT
I
sp
HOPE
sp
YOU
WON'T
sp
YOU'RE
NOT
FIVE
sp
PERCENT
sp
BUT
SOME
OF
YOU
YOU'RE
ALL
FIND
WHERE
YOU
sp
WANT
TO
BE
ISN'T
IT
sp
WHERE
YOU
WANT
TO
SEE
sp
YOURSELF
sp
IDEAL
sp
IF
YOU
sp
WANT
TO
BE
DOWN
HERE
FROM
THERE
DOWNWARDS
sp
YOU'RE
PROBABLY
BETTER
GOING
BACK
sp
DOING
WHAT
YOU
DID
sp
BEFORE
sp
YOUR
OBJECTIVE
SHOULD
BE
sp
BEING
AT
LEAST
sp
THERE
SHOULDN'T
IT
sp
OTHERWISE
WHAT'S
THE
POINT
OF
GOING
sp
THROUGH
THE
AGONY
AND
COLLECTING
ALL
THESE
NOTES
sp
IS
THAT
A
FAIR
COMMENT
IS
IT
sp
SO
sp
IF
YOU
LIKE
sp
YOUR
ORIGINAL
OBJECTIVE
WAS
AT
LEAST
GET
TO
THERE
sp
THEN
YOU
CAN
TAKE
STOCK
sp
I
THINK
THAT'S
FAIR
COMMENT
sp
OKAY
sp
WE
DO
THAT
THEN
WHAT
WE'VE
GOT
sp
TO
DO
sp
WE'VE
GOT
TO
PLAN
THE
ROUTE
HAVEN'T
WE
sp
NOW
THE
GOOD
NEWS
IS
THIS
IS
WHERE
THE
COMPANY
COME
IN
sp
YES
sp
BECAUSE
YOU'RE
SITTING
DOWN
WITH
YOUR
PARTNERS
AND
WE'LL
GIVE
ACTUALLY
LITERATURE
WHICH
YOUR
sp
MANAGERS
WILL
sp
GIVE
sp
YOU
sp
WHICH
YOU
YOU'LL
GO
AWAY
WITH
YOUR
sp
PARTNERS
AND
sp
YOU'LL
DISCUSS
sp
THIS
AND
YOU'LL
DISCUSS
WHAT
YOU
WANT
OUT
OF
sp
LIFE
sp
INEVITABLY
sp
INEVITABLY
sp
THE
POUND
SIGN
WILL
POP
UP
WON'T
IT
sp
THE
sp
OLD
POUND
SIGN
sp
X
AMOUNT
sp
IS
sp
GOING
TO
sp
BE
NEEDED
sp
TO
HELP
ME
ACHIEVE
MY
sp
OBJECTIVES
I'M
sp
SORRY
TO
SAY
THIS
sp
BUT
THE
PEOPLE
THAT
SAY
MONEY
ISN'T
EVERYTHING
sp
ARE
sp
THE
ONES
WHO'VE
GOT
sp
IT
sp
AREN'T
THEY
sp
YES
sp
THE
ONES
WHO
sp
HAVEN'T
GOT
IT
AND
sp
SAY
MONEY
ISN'T
sp
EVERYTHING
sp
WELL
sp
THEY'RE
ON
A
DIFFERENT
PLANET
sp
REALLY
sp
IF
YOU
THINK
ABOUT
sp
IT
sp
OF
COURSE
sp
IT'S
sp
EVERYTHING
sp
IF
YOU
sp
CAN'T
sp
AFFORD
TO
sp
FEED
YOUR
WIFE
sp
AND
CHILDREN
sp
AND
sp
LOOK
sp
AFTER
THE
HOUSE
sp
IT'S
sp
IMPORTANT
sp
WHEN
YOU'VE
GOT
NONE
IT
sp
IT'S
SAD
BUT
IT'S
sp
GOING
TO
BE
EVERYTHING
sp
YOU
KNOW
SO
LET'S
LOOK
AT
MONEY
IN
A
SENSIBLE
sp
WAY
sp
MONEY
IS
A
MEANS
TO
AN
END
FOR
US
TO
ACHIEVE
OUR
OBJECTIVES
AND
THE
STYLE
OF
THE
sp
STANDARD
OF
LIVING
THAT
WE
WANT
TO
SPEND
sp
OUR
LIFE
AND
OUR
PARTNERS
AND
sp
OUR
sp
FAMILIES
AND
ALL
THE
REST
sp
OF
sp
ITS
LIVES
sp
TOGETHER
sp
IT'S
THE
QUALITY
OF
LIFE
sp
THAT
sp
WE'RE
GOING
TO
HAVE
ON
THIS
sp
PLANET
sp
IT'S
GOING
TO
BE
sp
DETERMINED
sp
BY
THAT
sp
AS
LONG
AS
WE'VE
GOT
THAT
AND
PEACE
OF
sp
MIND
WE
sp
CAN
PERHAPS
sp
DO
sp
THINGS
OUTSIDE
OF
WHAT
MONEY
CAN
BRING
YOU
sp
BUT
YOU'VE
GOT
TO
HAVE
THAT
PEACE
OF
MIND
sp
TO
sp
BE
ABLE
sp
TO
DO
THAT
sp
YES
IS
sp
THAT
FAIR
sp
COMMENT
YOU
CAN
ALWAYS
sp
SAY
IF
YOU
DISAGREE
sp
IT'S
JUST
A
GENERAL
sp
COMMENT
sp
SO
sp
EVENTUALLY
YOU'RE
GOING
TO
HAVE
TO
SIT
DOWN
WITH
US
AND
TELL
US
HOW
MUCH
YOU
WANT
sp
WELL
THIS
IS
WHERE
sp
WE
AS
A
COMPANY
sp
WILL
HELP
sp
YOU
sp
TO
HELP
YOU
PLAN
THAT
ROUTE
sp
AND
sp
MONITOR
THAT
sp
ROUTE
sp
SO
THAT
ON
A
MONTHLY
BASIS
sp
WE
WILL
TELL
YOU
sp
IF
YOU'RE
ON
sp
TARGET
sp
CHECKING
YOUR
WATCH
sp
YOU'RE
BELOW
TARGET
sp
YOU'RE
ABOVE
TARGET
sp
BUT
WE
CAN
CONSTANTLY
MONITOR
YOU
sp
WOULD
YOU
LIKE
US
TO
DO
THAT
FOR
YOU
sp
FREE
OF
CHARGE
sp
OR
WOULD
YOU
sp
PREFER
TO
sp
PAY
sp
ONE
THOUSAND
sp
FIVE
HUNDRED
A
YEAR
TO
A
MANAGEMENT
sp
CONSULTANT
sp
FREE
sp
SETTLE
sp
FOR
FREE
sp
WOULD
YOU
sp
WOULD
YOU
LIKE
THAT
WELL
sp
YOU'RE
NOT
GOING
TO
GET
sp
IT
sp
YOU'LL
HAVE
TO
DO
IT
YOURSELVES
sp
ALRIGHT
sp
YOU'RE
GOING
TO
HAVE
TO
sp
PUT
SOME
INPUT
IN
sp
IF
YOU
WANT
IT
sp
FOR
FREE
sp
THAT'S
sp
ALL
I'M
sp
GOING
TO
sp
SAY
sp
IS
THAT
A
DEAL
A
DEAL
sp
BECAUSE
sp
IT
WOULD
CO
sp
COST
YOU
A
MINIMUM
sp
OF
sp
ONE
THOUSAND
FIVE
sp
HUNDRED
sp
POUNDS
A
sp
YEAR
sp
TO
sp
PAY
A
sp
MANAGEMENT
AND
sp
BUSINESS
sp
CONSULTANCY
sp
FIRM
sp
TO
DO
THIS
WHAT
WE'RE
GOING
TO
DO
FOR
YOU
ABSOLUTELY
FREE
sp
WE'LL
PROVIDE
ALL
YOUR
STATISTICS
sp
ALL
YOUR
ACTIVITY
DATA
sp
ALL
YOUR
RATIOS
sp
AND
sp
EVERYTHING
sp
ON
HOW
YOUR
BUSINESS
sp
IS
sp
RUNNING
sp
EVERY
MONTH
sp
ABSOLUTELY
sp
FREE
OF
CHARGE
WE'LL
sp
SEND
A
sp
COPY
sp
TO
YOUR
MANAGER
AND
sp
A
sp
COPY
WILL
COME
TO
YOU
sp
SO
THAT
YOU
AND
YOUR
MANAGER
CAN
SIT
sp
DOWN
EVERY
MONTH
AND
sp
DISCUSS
sp
YOUR
NEXT
sp
MONTH'S
sp
BUSINESS
sp
PLAN
sp
SO
YOU
CAN
ACTUALLY
SAY
sp
I
NEED
HELP
sp
AND
HE
CAN
ACTUALLY
SAY
sp
I'LL
GIVE
YOU
THIS
HELP
sp
I
WANT
YOU
TO
BE
DOING
THIS
sp
WHILE
YOU'RE
DOING
THIS
sp
I'M
DOING
THAT
sp
AND
WE'LL
DO
THAT
ON
A
REGULAR
sp
MONTHLY
BASIS
sp
INITIALLY
sp
YOU'LL
BE
DOING
sp
IT
PROBABLY
ON
A
WEEKLY
BASIS
sp
YOU'LL
sp
BE
DOING
THAT
sp
YES
sp
WOULD
YOU
LIKE
US
TO
DO
THAT
sp
HOW
MANY
PEOPLE
IN
THE
ROOM
HAVE
BEEN
INTRODUCED
sp
TO
sp
ER
sp
MANAGING
YOUR
PRACTICE
sp
BEFORE
YOU
CAME
ON
THE
INDUCTION
sp
COURSE
sp
THIS
THING
sp
BUSINESS
PLANNING
sp
YES
sp
YES
OKAY
sp
YOU
HAVE
sp
ONE
sp
RIGHT
sp
THAT'S
JUST
DETERMINED
TO
THE
LEVEL
AT
WHICH
I
CAN
GO
AT
sp
THIS
STAGE
sp
THEN
DON'T
WORRY
IF
YOU'VE
NOT
BEEN
sp
TOLD
sp
IT'S
sp
VERY
NEW
sp
AND
THE
MANAGERS
ACTUALLY
OVER
sp
THIS
WEEK
AND
LAST
sp
WEEK
HAVE
BEEN
sp
BEFORE
THE
GROUP
MANAGERS
sp
EFFECTIVELY
sp
HAVING
THE
LAST
BITS
OF
sp
TRAINING
DONE
AND
WORKSHOPS
sp
BEFORE
WE
REALLY
sp
LAUNCH
sp
IT
sp
TO
THE
sp
FIELD
sp
THE
PEOPLE
WHO'VE
BEEN
GOING
THROUGH
THE
INDUCTION
COURSES
THOUGH
FOR
THE
LAST
SIX
MONTHS
OR
SO
sp
THEY'RE
PROBABLY
UP
sp
MORE
ABLE
TO
sp
SPEAK
sp
TO
IT
sp
AND
YOU'RE
GOING
TO
BE
BETTER
sp
OFF
ACTUALLY
sp
THAN
THE
sp
THE
OLD
BOYS
IF
sp
YOU
LIKE
AND
GIRLS
BECAUSE
sp
IT'S
sp
GOING
sp
TO
BE
sp
OLD
DOGS
NEW
TRICKS
sp
BUT
AS
YOU
WON'T
KNOW
ANY
DIFFERENT
sp
AND
YOU
DO
THIS
THEN
sp
YOU'LL
HAVE
AN
ADVANTAGE
OVER
sp
THEM
sp
SO
MUCH
SO
IN
FACT
THAT
sp
THEY'LL
BE
LOOKING
TO
YOU
sp
TO
HELP
THEM
ACTUALLY
sp
THIS
sp
IS
IT
PLANNING
YOUR
PRACTICE
THIS
sp
IS
sp
WHAT
THE
SUBJECT'S
ABOUT
sp
AND
HAVE
YOU
HAD
HAVE
YOU
HAD
A
GO
AT
THIS
YET
I'VE
sp
DONE
sp
MY
sp
OWN
MY
OWN
sp
ON
THIS
sp
SO
YOU'VE
STARTED
LOOKING
AT
IT
AND
IT'S
GOT
sp
MAPPED
OUT
PRETTY
MUCH
WHAT
WE'RE
SAYING
HERE
ISN'T
IT
YES
sp
HE'S
LEFT
sp
THE
BUSINESS
sp
SIDE
sp
TO
PEOPLE
sp
YES
sp
WELL
ALL
I'M
GOING
TO
DO
IS
INTRODUCE
sp
IT
TO
YOU
sp
AND
WHEN
YOU
ACTUALLY
GET
sp
BACK
HE'LL
sp
KNOW
MORE
ABOUT
sp
IT
sp
PROBABLY
WE'RE
ACTUALLY
sp
GET
sp
SENDING
HIM
SOME
SOFTWARE
sp
OUT
sp
ON
THE
COMPUTER
sp
SO
sp
HE
CAN
START
PLAYING
sp
AND
START
sp
UNDERSTANDING
sp
WHAT
sp
THE
sp
COMPUTER
DOES
sp
YES
sp
YES
sp
SO
WHAT
sp
THAT
BOOKLET
DOES
sp
IS
DO
sp
THE
sp
BIT
sp
THAT
sp
WE'VE
JUST
sp
BEEN
sp
TALKING
ABOUT
sp
AND
THIS
sp
IS
sp
THE
sp
BIT
WHERE
sp
I
SAID
YOU
sp
NEED
sp
TO
SIT
WITH
sp
YOUR
PARTNER
AND
ALL
AND
sp
REALLY
sp
THINK
ABOUT
WHAT
YOUR
OBJECTIVES
AND
sp
WRITE
sp
THEM
DOWN
sp
THEN
YOU
sp
GET
sp
THAT
sp
BOOKLET
AND
sp
THEN
sp
YOU
sp
COME
sp
AND
SIT
WITH
sp
YOUR
sp
MANAGERS
AND
sp
YOU
sp
DISCUSS
sp
IT
sp
AND
sp
HE'LL
sp
TELL
sp
IF
sp
IT'S
AN
ELEPHANT
sp
OR
sp
NOT
sp
HE
sp
WILL
WON'T
sp
HE
HE'LL
sp
SAY
sp
WELL
I
sp
CAN
sp
UNDERSTAND
sp
THAT
BUT
LET'S
sp
BUT
sp
WHAT'S
GOOD
sp
NOW
IS
sp
ACTUALLY
sp
YOU
CAN
GO
sp
ONTO
A
COMPUTER
AND
sp
THE
sp
COMPUTER
sp
WILL
sp
ALL
sp
SAY
sp
ALSO
sp
SAY
WHOA
sp
THAT'S
sp
A
sp
BIT
sp
UNREALISTIC
sp
THAT
sp
DOESN'T
sp
MARRY
sp
WITH
sp
THAT
sp
THAT
sp
DOESN'T
sp
MATCH
sp
THAT
sp
NO
sp
ALTER
YOUR
PLAN
ACCORDINGLY
sp
WE
WILL
DO
ALL
THIS
sp
FOR
YOU
sp
AND
sp
EVERY
MONTH
sp
PRODUCES
sp
A
sp
REPORT
sp
BUT
WE'VE
GOT
TO
ASK
sp
YOU
TO
sp
DO
sp
SOMETHING
sp
IF
YOU
GO
INTO
THAT
sp
WEEKLY
sp
HAN
sp
THAT
sp
SESSION
sp
HAND
UP
sp
BOOKLET
sp
THAT
ONE
YES
sp
IF
sp
YOU
sp
JUST
HOLD
IT
UP
ALISTAIR
sp
SO
sp
EVERYBODY
CAN
sp
SEE
IT
I
KNOW
YOU
MAY
HAVE
PUT
IT
AWAY
sp
SORRY
sp
I
sp
THINK
IT'S
sp
GOOD
PRACTICE
sp
ISN'T
IT
sp
YES
THE
sp
BACK
sp
PAGE
sp
IS
sp
THIS
THING
HERE
sp
OF
THAT
sp
BLUE
sp
HAND
OUT
sp
BOOKLET
sp
RIGHT
IF
YOU
CAN
JUST
sp
IF
YOU
CAN
SEE
ONE
OR
SOMEBODY
ELSE'S
INSTEAD
sp
OF
sp
RUMMAGING
sp
THROUGH
{OOV}
THAT'LL
BE
sp
FINE
sp
IS
sp
IT
IN
HERE
sp
YES
SORRY
IT'S
IN
sp
THE
BACK
PAGE
OF
THAT
sp
JUST
sp
THAT'S
IT
sp
ARE
sp
YOU
SURE
ALL
GOT
IT
sp
THIS
IS
sp
YOUR
BIT
sp
THIS
IS
YOUR
BIT
sp
FROM
sp
NEXT
THURSDAY
NIGHT
WHEN
sp
YOU
DO
YOUR
TELEPHONE
SESSION
YOU
MUST
GO
LIVE
ON
THIS
sp
FORM
THAT
sp
YOU'LL
BE
sp
FILLING
IN
THE
NAMES
THAT
sp
YOU
ARE
GOING
TO
sp
CONTACT
sp
RIGHT
sp
AND
WHAT
ACTUALLY
HAPPENS
IS
sp
THERE'S
A
sp
DESCRIPTION
OF
IT
sp
IN
THERE
AND
I'M
GOING
TO
GIVE
YOU
SOME
MORE
LITERATURE
FOR
sp
YOU
TO
sp
PERUSE
AND
GET
USED
sp
TO
IT
AND
sp
YOU'LL
ACTUALLY
GOING
TO
BE
WORKING
VERY
CLOSELY
WITH
YOUR
MANAGEMENT
sp
ON
sp
THIS
sp
RIGHT
sp
IS
THAT
YOU
WILL
RECORD
ALL
YOUR
ACTIVITY
sp
EVERY
WEEK
sp
HOW
MANY
APPROACHES
YOU'VE
sp
MADE
sp
HOW
MANY
FIRST
INTERVIEWS
sp
YOU'VE
sp
MADE
sp
HOW
MANY
REFERRALS
YOU'VE
GOT
sp
YES
sp
HOW
MANY
CLOSING
INTERVIEWS
YOU
sp
HAVE
HOW
MANY
ACTUAL
SALES
BECAUSE
sp
YOU
MIGHT
HAVE
A
CLOSING
INTERVIEW
AND
NO
SALE
RIGHT
sp
ALL
THE
BEST
sp
IT
TELLS
YOU
HOW
MANY
SALES
WERE
AGREED
sp
WHAT
sp
THE
ACTUAL
HOW
MANY
CASES
WERE
WRITTEN
sp
AND
WHAT
THE
ESTIMATED
sp
C
C
S
A
IS
sp
COMMISSION
sp
CREDIT
sp
SUM
ASSURED
sp
I
sp
PROMISE
sp
YOU
sp
YOU
WILL
sp
GET
TO
sp
KNOW
THAT
VERY
QUICKLY
BECAUSE
sp
THAT'S
sp
THE
BASIS
ON
sp
WHICH
sp
YOU
sp
GET
sp
PAID
sp
SO
sp
JUST
MENTIONING
THAT
AT
THE
MOMENT
sp
CAUSES
CONFUSION
sp
YOU
sp
DON'T
KNOW
WHAT
IT
IS
sp
IT'S
CALLED
COMMISSION
CREDIT
SUM
ASSURANCE
AND
THE
BASIS
ON
sp
WHICH
YOU
GET
sp
PAID
sp
YOU
NEED
TO
HAVE
A
sp
THOROUGH
UNDERSTANDING
sp
OF
THAT
sp
FROM
YOUR
MANAGEMENT
sp
ON
HOW
YOUR
GOING
TO
sp
GET
sp
PAID
AND
sp
WHAT
sp
YOUR
FINANCING
LEVELS
sp
ARE
sp
OKAY
sp
ANY
POLICY
sp
DELIVERY
VISITS
sp
NUMBER
OF
REFERRALS
sp
TOTAL
DAILY
APPROACHES
AT
THE
TOP
sp
AND
THEN
WHAT
ACTUALLY
HAPPENS
IS
IS
YOU
COMPLETE
sp
THIS
sp
AND
sp
EVERY
THIS
sp
BRANCH
WHAT
THEY
DO
sp
THE
PEOPLE
sp
THAT
DO
IT
EVERY
MONDAY
MORNING
sp
THEY
ALL
COME
IN
HERE
AND
HAVE
sp
TRAINING
SESSIONS
AND
THEN
THERE'S
COMPUTERS
AROUND
THE
BRANCH
sp
THEY
ACTUALLY
JUST
sp
FEED
THIS
INFORMATION
sp
IT
sp
TAKES
ABOUT
sp
THREE
MINUTES
ON
AVERAGE
sp
TO
INPUT
THE
DATA
sp
OFF
sp
THIS
sp
INTO
THE
COMPUTER
sp
AND
IT
GOES
STRAIGHT
INTO
THE
sp
MAINFRAME
COMPUTER
sp
YOU'LL
HAVE
sp
YOUR
OWN
sp
PASSWORD
AND
EVERYTHING
sp
SO
IT'S
ALL
sp
CONFIDENTIAL
IT'S
sp
COVERED
BY
THE
DATA
sp
PROTECTION
ACT
IF
sp
YOU'RE
WORRIED
ABOUT
sp
ANYTHING
sp
LIKE
sp
THAT
AND
IT
sp
GOES
INTO
THE
COMPUTER
sp
AND
sp
WE
SAY
TAKEOVER
sp
FROM
THERE
sp
BUT
WHY
DO
WE
NEED
sp
TO
DO
THIS
sp
WELL
LET'S
HAVE
A
LOOK
AT
IT
sp
FROM
A
sp
SIMPLISTIC
sp
POINT
OF
sp
VIEW
sp
OKAY
sp
I
sp
NEED
TO
EARN
sp
X
AMOUNT
sp
AND
sp
I'M
WORKING
IN
A
TOWN
sp
WHERE
I
DON'T
KNOW
ANYBODY
I'VE
BEEN
WORKING
ABROAD
FOR
THE
LAST
sp
TWENTY
YEARS
sp
I'VE
JUST
COME
BACK
sp
TO
THE
U
K
AND
MY
sp
FAMILY'S
sp
ALL
sp
DIED
AND
I
sp
DON'T
sp
KNOW
ANYBODY
AND
I'M
GOING
TO
START
OFF
sp
WORKING
HERE
sp
I
sp
DON'T
KNOW
ANYBODY
sp
SO
THE
ONLY
WAY
I'M
GOING
TO
START
MY
sp
BUSINESS
IS
sp
COLD
sp
JUST
AS
AN
EXAMPLE
BECAUSE
WE
DON'T
LIKE
TALKING
ABOUT
sp
COLD
BUT
JUST
TO
GIVE
YOU
A
VERY
SIMPLISTIC
sp
EXAMPLE
sp
OF
sp
HOW
IT
sp
CAN
sp
WORK
sp
YOUR
MANAGER
MIGHT
SAY
WELL
TO
EARN
X
AMOUNT
sp
FROM
THE
BRANCH
STATISTICS
sp
AND
sp
COMPANY
sp
STATISTICS
sp
YOU
ACTUALLY
NEED
sp
TO
BUT
YOU'LL
ACTUALLY
GET
sp
THIS
sp
INFORMATION
sp
OFF
sp
THE
sp
COMPUTER
sp
SO
sp
I'M
sp
A
{OOV}
FOR
TELLING
sp
YOU
sp
THAT
sp
IT
SAYS
IT
MIGHT
sp
SAY
sp
YOU
NEED
sp
TO
MAKE
sp
ERM
sp
FIFTY
CALLS
sp
PICK
UP
THAT
PHONE
sp
AND
sp
MAKE
sp
FIFTY
sp
CALLS
sp
SO
YOU
OFF
YOU
GO
sp
AND
YOU
MAKE
YOUR
sp
FIFTY
sp
CALLS
sp
AND
YOU
MAKE
sp
FOUR
sp
CONTACTS
sp
BUT
IMMEDIATELY
sp
MONITORING
IS
COMING
INTO
sp
PLAY
HERE
sp
IF
I
WAS
YOUR
MANAGER
sp
BUT
THE
COMPUTER
WILL
DO
THIS
sp
BY
THE
WAY
sp
BUT
sp
YOUR
MANAGER
WILL
SPOT
THAT
AND
SAY
sp
HAVE
YOU
MADE
THOSE
FIFTY
CALLS
sp
YOU'LL
sp
SAY
sp
YES
sp
WHO
ARE
YOU
RINGING
sp
WELL
PUBLICANS
ACTUALLY
BECAUSE
I
USED
TO
BE
A
PUBLICAN
AND
I
THOUGHT
IT
WOULD
BE
A
GOOD
IDEA
IF
I
sp
IT'S
sp
A
GOOD
IDEA
sp
TO
sp
RING
sp
PEOPLE
YOU'VE
GOT
EMPATHY
sp
WITH
sp
WHAT
sp
TIME
ARE
YOU
sp
RINGING
sp
OH
LUNCHTIME
sp
NO
sp
NO
sp
BECAUSE
sp
WHAT
ARE
PUBLICANS
DOING
sp
THEIR
STAFF
ARE
LAID
OFF
AND
THEY'RE
PULLING
THE
PINTS
AT
LUNCHTIME
AREN'T
THEY
sp
SO
sp
NO
RING
THEM
sp
IN
FACT
sp
ASK
ONE
OF
YOUR
PUBLICAN
sp
MATES
YOU
WERE
ONE
YOURSELF
WHEN
WAS
THE
BEST
sp
TIME
YOU
WOULD
HAVE
BEEN
sp
CONTACTED
sp
MOST
PROBABLY
ABOUT
TEN
TEN
THIRTY
IN
THE
MORNING
WHEN
I
WAS
sp
YOU
KNOW
sp
STOCKING
UP
sp
AND
THINGS
sp
OKAY
SO
HE
RINGS
AT
TEN
O'CLOCK
sp
TEN
THIRTY
IN
THE
sp
MORNING
sp
HE
MAKES
sp
FORTY
sp
CONTACTS
sp
AH
sp
THAT'S
sp
MORE
LIKE
IT
sp
THAT'S
sp
PEOPLE
PICKING
UP
THE
PHONE
sp
YOU
MAKE
sp
FORTY
CONTACTS
sp
RIGHT
sp
AND
YOU
GET
sp
ONE
APPOINTMENT
sp
THAT
TELLS
ME
sp
WHAT
ARE
YOU
ACTUALLY
SAYING
sp
GIVE
US
AN
EXAMPLE
MAKE
ME
APPOINTMENT
sp
HELLO
IS
THAT
sp
ALAN
sp
IS
IT
OKAY
sp
WELL
THAT'S
NOT
sp
BAD
sp
DO
IT
AGAIN
IS
sp
THAT
YES
sp
YES
sp
{OOV}
sp
NO
ME
ACCOUNTANT
DEALS
WITH
sp
THAT
sp
NO
sp
WE
NEED
A
LITTLE
TRAINING
SESSION
TO
BRUSH
UP
ON
sp
HANDLING
sp
THE
QUERIES
AND
OBJECTIONS
THAT
sp
YOU
MAY
GET
IT'S
sp
LIKE
WE
DID
YESTERDAY
AFTERNOON
sp
SO
WHAT
EACH
sp
BRANCH
HAS
GOT
IS
A
LITTLE
sp
TRAINING
ROOM
ISN'T
IT
sp
OR
IT
sp
COULD
BE
PART
OF
sp
THE
TRAINING
SESSIONS
sp
LET'S
HAVE
sp
WHAT
WE
WERE
DOING
YESTERDAY
SKILL
DRILLS
BUT
sp
YOU'VE
GOT
TO
PRACTICE
IT
AND
sp
PRACTICE
sp
IT
sp
UNTIL
EVENTUALLY
sp
FROM
THOSE
FORTY
CONTACTS
USING
A
RATIO
OF
TEN
TO
ONE
WE
GET
sp
FOUR
APPOINTMENTS
sp
WE
GO
OFF
ON
THE
APPOINT
AND
sp
WE
MAKE
NO
SALES
sp
WELL
WHAT
ARE
YOU
sp
DOING
sp
WHAT'S
YOUR
ICE
sp
BREAK
LIKE
SHOW
ME
sp
WHAT
ICE
sp
BREAK
sp
I'M
NOT
sp
CREATING
A
sp
REPORT
sp
OKAY
ARE
YOU
PAINTING
THE
PICTURES
sp
WHEN
YOU'RE
ASKING
THE
sp
QUESTIONS
sp
{OOV}
IF
YOU
sp
COULD
sp
FINE
sp
GOOD
EMPATHY
sp
YOU
DOING
sp
A
sp
GOOD
sp
FACT
sp
FIND
sp
RIGHT
LET'S
DO
A
PRESENTATION
sp
SHALL
WE
LET'S
SEE
ERM
sp
OOH
sp
YOU
DON'T
KNOW
HOW
TO
sp
ASK
sp
FOR
sp
THE
ORDER
DO
YOU
sp
YOU'RE
NOT
ASKING
FOR
THE
ORDER
sp
LET'S
DO
SOME
TRAINING
ON
THAT
sp
THE
MONITORING
PROCESS
sp
UNTIL
EVENTUALLY
sp
I
WORK
OUT
THAT
I
GET
MY
TWO
SALES
FROM
sp
TWO
SALES
IF
YOU
DO
THAT
sp
WILL
EARN
YOU
THAT
sp
GUARANTEED
sp
SO
IT
WORKS
sp
BUT
THIS
IS
ALL
GOING
TO
BE
DO
sp
DONE
sp
FAR
sp
MORE
SOPHISTICATED
sp
THAN
THAT
SO
sp
IT'S
sp
GOING
TO
PRODUCE
FOR
YOU
sp
EACH
sp
MONTH
sp
ONE
OF
THESE
sp
THINGS
sp
OKAY
sp
AND
THIS
IS
A
PH
LIKE
A
sp
PHOTOCOPY
sp
SO
WHAT
YOU'LL
sp
HAVE
IS
A
NICE
sp
PRINTED
VERSION
sp
WITH
ABBEY
LIFE
sp
BLUE
sp
PURELY
FOR
YOU
TO
sp
GET
A
sp
FEEL
OF
IF
sp
YOU
sp
LIKE
sp
AND
sp
IN
THIS
sp
WE'RE
VERY
QUICKLY
GOING
TO
GO
sp
THROUGH
sp
ON
THE
sp
FIRST
SHEET
sp
IT
WILL
sp
HAVE
sp
ACTIVITY
AND
sp
PRODUCTION
sp
AND
IT
WILL
sp
HAVE
sp
YOUR
DATA
THERE
sp
YOUR
KEY
PERFORMANCE
INDICATORS
sp
THERE'S
SEVERAL
INDICATORS
sp
IF
YOU
LIKE
sp
INDICATING
THAT
sp
YOUR
PERSISTENCY
sp
IS
MAYBE
GOING
sp
DOWN
sp
INDICATING
THAT
sp
YOUR
PRODUCT
sp
KNOWLEDGE
sp
YOU
NEED
A
RE
ENLIGHTENED
sp
ON
CERTAIN
sp
PRODUCTS
sp
IF
YOU
LIKE
IT'S
sp
WARNING
SHOTS
ACROSS
sp
THE
BOW
sp
HEY
sp
OR
IT'S
DRAWING
YOUR
sp
ATT
sp
YOUR
ATTENTION
sp
TO
A
CERTAIN
AREA
sp
YAH
sp
YOU
MAY
HAVE
A
A
sp
COMPLIANCE
ISSUE
OUTSTANDING
sp
OR
sp
WHATEVER
OR
THERE'S
sp
BEEN
A
sp
COMPLAINT
AGAINST
YOU
sp
IT
sp
WILL
SHOW
UP
IN
HERE
IT'S
sp
VERY
RARE
sp
BUT
IT'S
sp
INDICATING
THAT
THERE'S
SOMETHING
THAT
NEEDS
TO
sp
BE
LOOKED
AT
sp
IT'S
GOING
TO
BE
{OOV}
sp
PERSONAL
DEVELOPMENT
sp
YOUR
COMMISSION
INCOME
sp
YOUR
REVIEW
BUSINESS
DEVELOPMENT
sp
PLANS
IT'S
A
sp
PITY
IT'S
sp
NOT
AVAILABLE
IT'S
COMING
IN
YET
THE
CLIENT
sp
BANK
sp
AND
QUALITY
OF
BUSINESS
sp
THE
IDEA
OF
THE
FRONT
PAGE
IS
A
SUMMARY
OF
THE
WHOLE
LOT
sp
YES
sp
WHERE
YOU
SIT
DOWN
WITH
YOUR
MANAGER
ON
YOUR
ONE
TO
ONE
sp
MEETING
sp
HE'S
GOT
A
sp
COPY
YOU'VE
GOT
TO
MEET
sp
AND
YOU
DISCUSS
THESE
POINTS
sp
AND
IF
THERE'S
ANY
AREAS
OR
WARNINGS
OF
sp
CONCERN
sp
WHICH
YOU
FEEL
THAT
YOU'VE
BOTH
sp
GOT
sp
BECAUSE
HE
MIGHT
sp
THINK
sp
HE'S
GOT
ANY
sp
HE'S
CONCERNED
ABOUT
AN
AREA
BUT
YOU
DON'T
sp
SEE
IT
sp
AS
A
sp
CONCERN
sp
AND
YOU
ALLAY
sp
HIS
FEARS
sp
WHAT
YOU'RE
CONCERNED
ABOUT
IS
sp
SOMETHING
TOTALLY
DIFFERENT
sp
YOU
UNDERSTAND
WHAT
I
MEAN
THAT'S
sp
MANAGEMENT
sp
MEETINGS
sp
BUT
WHAT
THAT
MEANS
IS
YOU
CAN
ACTUALLY
WRITE
AN
ACTION
sp
PLAN
sp
WHERE
sp
YOU
AGREE
TO
sp
DO
SOMETHING
sp
HE
AGREES
sp
TO
DO
SOMETHING
OR
SHE
AGREES
sp
TO
DO
SOMETHING
sp
AND
YOU
WORK
OUT
YOUR
ACTION
sp
PLANS
THE
DATA
AND
INFORMATION
BEHIND
ALL
THOSE
SUBJECTS
sp
IS
sp
CONTAINED
sp
WITHIN
sp
WHICH
sp
PROBABLY
sp
I
sp
THINK
sp
BECAUSE
NONE
OF
sp
YOU
HAVE
BEEN
sp
INTRODUCED
sp
TO
IT
sp
WOULD
sp
BE
TOO
HEAVY
sp
TO
GO
sp
THROUGH
sp
TO
ANY
GREAT
EXTENT
sp
BUT
ACTUALLY
JUST
LOOK
TURNING
THE
PAGE
sp
IT
sp
TELLS
sp
YOU
sp
ACTIVITY
sp
AND
sp
PRODUCTION
sp
RIGHT
sp
HOW
MANY
DAYS
sp
WORKED
sp
THIS
sp
YEAR
sp
FORTY
sp
DAYS
sp
HOW
MANY
WEEKS
EIGHT
sp
DAYS
sp
AND
ALL
THE
sp
REST
sp
AND
THEN
IF
YOU
SEE
WE
CAN
GET
sp
{OOV}
THIS
sp
IS
BASED
sp
ON
sp
YOUR
DATA
THAT
sp
YOU'RE
FEEDING
INTO
THE
COMPUTER
EVERY
WEEK
sp
AND
THERE'S
ABSOLUTELY
NO
sp
PURPOSE
sp
IN
PUTTING
sp
FALSE
sp
DATA
IN
sp
IN
sp
FACT
OF
sp
COURSE
WE
sp
PUT
sp
FAILSAFE
SYSTEMS
sp
IN
sp
BECAUSE
sp
WE'VE
sp
GOT
SO
MANY
sp
STATISTICS
sp
AND
sp
EVERYTHING
sp
BECAUSE
sp
IF
YOU
sp
START
sp
PUTTING
sp
FALSE
sp
DATA
sp
IN
sp
IT
sp
WILL
sp
BE
IDENTIFIED
sp
THE
sp
COMPUTER
WILL
SAY
sp
THIS
AIN'T
RIGHT
sp
AND
COME
OUT
AND
TELL
US
sp
SO
sp
DON'T
sp
LIE
IF
sp
YOU'RE
HAVING
A
BAD
sp
MONTH
sp
OR
YOU'RE
HAVING
A
BAD
WEEK
sp
OR
YOU
HAVEN'T
HAD
ANY
SALES
sp
PUT
IT
IN
THE
COMPUTER
sp
BECAUSE
sp
THAT'S
sp
GOING
TO
sp
BE
IDENTIFIED
IT
sp
COMES
UP
ON
HERE
sp
SO
THAT
YOUR
MANAGER
sp
CAN
HELP
YOU
sp
HE
CAN'T
IF
YOU
PUT
IN
IF
HE
THINKS
EVERYTHING'S
sp
ROSY
HERE
sp
HE
CAN'T
HELP
YOU
sp
BUT
IN
FACT
YOU'RE
GOING
DOWN
THE
SWANEE
sp
YOU'RE
ONLY
sp
FOOLING
YOURSELVES
sp
BUT
IT'LL
TELL
YOU
sp
HOW
MANY
FIRST
APPOINTMENTS
YOU'VE
sp
HAD
sp
HOW
MANY
FACT
sp
FINDS
YOU
sp
DID
sp
HOW
MANY
SUBSEQUENT
PRESENTATIONS
sp
HOW
MANY
HOW
MANY
SALES
sp
YOU
DID
IN
SEPTEMBER
NINETY
sp
THREE
sp
WEEK
sp
ALL
THE
REST
OF
IT
sp
AND
RIGHT
AT
THE
BOTTOM
sp
HERE
IT'S
GOT
THE
RATIOS
sp
RIGHT
sp
HOW
MANY
APPROACHES
TO
SALES
AGREED
sp
YOU
HAD
TO
MAKE
TWENTY
SEVEN
APPROACHES
sp
TO
MAKE
ONE
SALE
sp
WELL
IF
I
WAS
HIS
MANAGER
sp
WHAT
WOULD
I
BE
WORKING
ON
sp
HIS
APPROACHING
TECHNIQUES
sp
HIS
sp
STRAIGHTER
THAT'S
sp
FAR
TOO
MANY
sp
LET'S
HAVE
A
LOOK
AT
WHAT
YOU'RE
SAYING
ON
THE
sp
PHONE
LET'S
sp
REALLY
REALLY
sp
HOME
IN
ON
THAT
AND
sp
PRACTICE
AND
PRACTICE
AND
PRACTICE
sp
{OOV}
WE'RE
sp
BEGINNING
TO
SEE
SALES
TECHNIQUE
sp
YOU
NEED
sp
TO
sp
YOU
sp
LOOK
AT
sp
IT'S
NOT
SALES
sp
TECHNIQUE
UNTIL
HE
ACTUALLY
GETS
sp
THE
APPOINTMENT
HE
CAN'T
sp
PRESENT
sp
ANYTHING
SORRY
sp
{OOV}
APPROACHES
HE'S
sp
HAD
sp
TWENTY
SEVEN
sp
THAT'S
sp
FOR
THE
MONTH
MIND
sp
YES
YES
sp
OKAY
ARE
sp
YOU
WITH
ME
sp
NOW
sp
ON
THE
NEXT
sp
PAGE
sp
IT'S
ALL
ABOUT
C
C
S
A
HOW
MUCH
YOU'VE
ACTUALLY
EARNED
YOU'RE
NOT
INTERESTED
sp
IN
sp
THAT
sp
SH
sp
SH
sp
{OOV}
AND
sp
IT
CONTINUES
TO
sp
GO
sp
THROUGH
THIS
AND
I
sp
SAY
YOU
sp
CAN
SEE
IT'S
sp
VERY
VERY
COMPREHENSIVE
sp
AND
VERY
sp
VERY
sp
DETAILED
sp
I
ASSURE
YOU
sp
ALL
sp
THE
INFORMATION
sp
IN
THERE
WILL
sp
BECOME
SECOND
sp
NATURE
sp
TO
sp
YOU
IT
DOES
sp
IT
MIGHT
NOT
SEEM
IT
AT
THIS
sp
MOMENT
IN
sp
TIME
sp
BUT
EVENTUALLY
sp
YOU
WILL
UNDERSTAND
sp
EVERYTHING
sp
THAT'S
IN
THERE
sp
AND
WHAT
IT
MEANS
TO
YOU
sp
YES
NOW
sp
WE'RE
GOING
TO
PROVIDE
THIS
sp
FOR
YOU
sp
ABSOLUTELY
sp
FREE
sp
AS
A
sp
MONITORING
SYSTEM
YES
ON
THE
COMPUTERS
VERY
SURE
sp
THIS
IS
ALREADY
IN
THE
SYSTEM
THIS
sp
AND
ALREADY
BEING
USED
sp
WE
ARE
JUST
sp
IT
sp
WON'T
sp
BE
OF
ANY
BENEFIT
{OOV}
sp
UNTIL
YOU
ACTUALLY
START
sp
WORKING
sp
ON
sp
TRUE
DATA
BUT
sp
IN
THE
MEANTIME
WE
sp
WILL
WORK
ON
COMPANY
AVERAGES
sp
FOR
YOU
sp
UNTIL
YOU'VE
sp
STARTED
sp
BUILDING
SIX
MONTHS
DATA
sp
FROM
SIX
sp
SO
IF
YOU
GIVE
US
DATA
EVERY
WEEK
FOR
THE
NEXT
sp
SIX
MONTHS
sp
AND
AS
I
SAY
IN
SIX
sp
MONTHS
TIME
sp
WE'LL
sp
THEN
BE
WORKING
ON
ACTUALS
sp
BUT
UNTIL
THAT
TIME
sp
WE'LL
WORK
ON
sp
COMPANY
AVERAGES
sp
FOR
YOU
sp
SO
THAT
YOU'VE
GOT
A
PLAN
TO
WORK
sp
TO
BUT
sp
WITH
sp
THIS
INDIVIDUAL
sp
PLAN
sp
DOES
IT
sp
SAY
sp
SOMEWHERE
ERM
sp
GO
ABOUT
sp
COMMISSION
STATUS
sp
SOMEWHERE
sp
NEAR
THE
sp
BACK
sp
COMMISSION
sp
EARNINGS
sp
CURRENT
BALANCE
sp
FOR
sp
COMMISSION
sp
POTENTIALLY
IT'S
sp
GOT
sp
IN
JULY
OF
NINETY
sp
THREE
HE
EARNED
sp
SEVENTEEN
sp
THOUSAND
sp
THREE
HUNDRED
AND
sp
SEVENTEEN
sp
POUNDS
IN
THE
sp
BUCKET
sp
POTENTIAL
sp
COMMISSION
sp
THAT
DOESN'T
MEAN
HE'S
GOING
sp
TO
DRAW
IT
sp
HE'S
ACTUALLY
DRAWING
ON
AVERAGE
sp
THIS
GUY
AROUND
A
sp
THOUSAND
HUNDRED
sp
POUNDS
sp
ONE
THOUSAND
sp
TWO
HUNDRED
POUNDS
HE'S
sp
BEEN
{OOV}
sp
THOUSAND
sp
POUNDS
sp
BUT
sp
HE'S
ACTUALLY
DRAWING
sp
ONE
sp
THOUSAND
sp
TWO
WHY'S
HE
sp
DOING
THAT
sp
TO
sp
BUILD
sp
UP
sp
HIS
sp
TO
sp
BUILD
UP
HIS
sp
POT
sp
BECAUSE
HE
MIGHT
HAVE
A
BAD
MONTH
sp
OR
HE
MIGHT
WANT
TO
GO
ON
HOLIDAY
sp
IF
YOU
GO
ON
HOLIDAY
FOR
A
MONTH
YOU
WANT
ANOTHER
PAY
CHEQUE
GOING
IN
AT
THE
END
OF
THE
MONTH
sp
IF
YOU
HAVEN'T
DONE
ANY
BUSINESS
YOU'VE
sp
NO
INCOME
SO
HE'S
LEFT
sp
IT
IN
THE
sp
POT
sp
SO
HE
CAN
DRAW
sp
ANOTHER
sp
ONE
sp
THOUSAND
TWO
sp
HUNDRED
YOU
sp
SEE
HOW
IT'S
sp
WORKING
YES
sp
OF
sp
COURSE
IF
sp
IT'S
LEFT
IN
THE
POT
sp
IS
THERE
ANY
INTEREST
sp
ON
IT
ERM
NO
sp
BECAUSE
IT'S
sp
NOT
ACTUALLY
sp
YOURS
sp
IT'S
sp
JUST
sp
AN
sp
ADVANCE
IT'S
IT'S
IT'S
sp
AN
ADVANCE
sp
BUT
sp
NO
IT'S
sp
NOT
sp
IT'S
sp
HONESTLY
I
CAN'T
OH
I
MEAN
THIS
IS
ALL
TO
DO
WITH
INTEREST
PLANS
YOU
sp
CAN'T
ANSWER
THE
QUESTION
sp
I'M
sp
SORRY
sp
SORRY
sp
HAPPY
WITH
THAT
ARE
sp
YOU
sp
HAPPY
sp
WITH
sp
THAT
OKAY
sp
THAT'S
THAT
sp
THERE'S
A
sp
GUIDE
TO
sp
MANAGERIAL
sp
PRACTICE
I'M
sp
GOING
TO
GIVE
sp
YOU
YOU'LL
BE
sp
SAYING
OH
MY
sp
GOD
ALL
THIS
INFORMATION
sp
I
ASSURE
YOU
sp
JUST
sp
HANG
ON
sp
TO
IT
sp
START
GLANCING
THROUGH
IT
sp
START
GETTING
FAMILIAR
WITH
IT
sp
THE
IMPORTANT
sp
THING
I
WANT
YOU
sp
TO
sp
HAVE
sp
IS
sp
IS
START
sp
ON
THAT
sp
ACTIVITY
DATA
SHEET
sp
GET
IN
sp
YOUR
sp
DISCIPLINE
OF
sp
WRITING
EVERYTHING
YOU
DO
ON
THAT
sp
SHEET
sp
AND
INPUTTING
IT
sp
EVERY
sp
WEEK
sp
SO
sp
THAT
sp
YOU'RE
GETTING
ACTUAL
sp
DATA
sp
AS
SOON
AS
sp
POSSIBLE
sp
IT
sp
WILL
sp
BE
TO
sp
YOUR
sp
ADVANTAGE
sp
OKAY
sp
I
sp
THINK
sp
THAT'S
sp
A
sp
GOOD
sp
TIME
sp
FOR
sp
US
TO
HAVE
sp
A
sp
COFFEE
sp
BREAK
sp
YES
sp
I'M
TRYING
sp
TO
sp
GO
AS
sp
FAST
sp
AS
sp
I
sp
CAN
YOU
sp
HAVE
ACTUALLY
sp
GOT
ONE
sp
YES
IT'S
sp
AN
sp
EXECUTIVE
sp
BRIEFCASE
sp
ISN'T
sp
IT
sp
IT'S
sp
AN
sp
{OOV}
IT'S
JUST
{OOV}
IT'S
ONLY
A
HOLE
IN
IT
HE
sp
SAID
OH
NO
IT'S
{OOV}
I
DIDN'T
sp
MAKE
A
sp
BAD
sp
JOB
sp
YES
sp
IT
sp
LOOKS
LIKE
IT
IT'S
ALRIGHT
sp
BOB
sp
WE'LL
sp
TIDY
sp
UP
LATER
URGH
sp
HOW'S
YOUR
BREAKFAST
SITTING
sp
VERY
sp
NICELY
sp
THANK
sp
YOU
sp