NM
This is the full name of the man who created the NM activity and business building system and ratios
Al Granum
HO
NM Home Office in Milwaukee
What is the name or word used for the number of times you pick up the phone and attempt to contact someone?
Dials
Prospecting is____
Phase in the sales cycle where you put processes and techniques in place to find connections between your existing clients and other prospective clients
The year Northwestern Mutual was founded
1857
FR
Financial Representative
Number of dials you have to complete per workday
25 intern/ 30 post grad
Phases of the Sales Cycle you prospect
End of Factfinder & Close Meetings
Note: 75% of your referrals or qualified suspects come from these meetings
The average relationship length (in years), between a NM rep and client
27
DI
Disability Insurance or Long term care disability (LTD)
The number of times you should try to overcome objections on the phone
3
One prospecting question used to help people think of people they know
If you were going to start a business, who are the two people that you would want as your business partners?
If you could only invite two other couples over for one final dinner, who would they be?
If you were going golfing, who are the three other people you would want in your foursome?
Who do you know that recently got married?
Who do you know that recently had a baby?
Who’s the most successful person you know?
Who’s the best saver you know?
Who’s the most successful business owner you know?
Who do you know that doesn’t need what I do?
Our office is constantly growing, who do you know that you could see doing my job?
As a mutual company, we don't have shareholders-we report to our_______
Policyholders
LTC
Long Term Care
The person who referred you to someone is called the____
Nominator
The 3-step promotion process
1. Describe how you will introduce yourself
2. Ask for the introduction
3. Express the importance of being nominated
Chief Executive Officer
John Schlifske
QS
Qualified Suspect
One common objection people get on the phone
- Working with someone already
- What do you do? What is this about?
- Not Interested
- Too Busy/Don’t Have Time
- Don’t want to waste your time
- Just send me something
- Can’t get the appointment & call back in the future
4 major topics covered in a prospecting meeting
1. Explain why you are in the business (tell your story)
2. Explain what we do as a company
3. Explain how we grow our business in the financial planning world (only 2 ways)
4. Look for their help on introducing you to 10-20 people