525,600 Minutes
A year of QS
1,000
16-33%
Dials to reach
6 & 20
6 FF & 20 QS = Earn the Activity Bonus
A QS becomes a X when they complete a Factfinding interview
Prospect
Factfinder
A confidential questionnaire
A week worked
6 FF & 20 QS
Reach to Set (%)
50%
300
Factfinders to be completed in first year
Most sales cycles take approximately X days
90 days
Qualified Suspect
A person or entity for who you have enough information to know they are worth pursuing (PIANO)
A successful meal
Two points earned over the course of a meal
FF to CO (%)
80%
10
10 QS lead to 3 FF to 1 NC
X% of prospects become clients in year one (1)
20%
An ancillary sale includes sales from
Spouse, child, other dependent, business partner
A day worked
5 points
CO to CL (%)
120-150%
48
Minimum New Clients to earn NC Bonus (HO)
By failing to keep in touch with prospects, you could lose up to X% of your potential business
40%
Case Open
When all of the information necessary to complete a specific recommendation or illustration has been obtained and you expect to be able to present the recommendation to your Prospect within a reasonable amount of time/the Prospect has agreed to another meeting.
You're prepared for next week
At least 12 FF ahead
QS per ask
2
1,050
Total number of factfinders that should be completed in your first five (5) years
Initial sales take approximately X hours of work
20
Close
Meeting during which an illustration or recommendation is presented and the Prospect is asked to take action.