The Numbers
Scientifically qualified measurement used to achieve success in the business
10-3-1 Ratio (The Statistics of Client Acquisition)
A person, household or business that has purchased insurance or other financial products as a result of an in-depth Fact Finding Interview.
What is a client?
The percentage of prospects that will be sold and become clients in the first year
What is 20%?
A former Northwestern Mutual General Agent that developed and managed the science and art of building a financial services clientele also known as The One Card System
Who is Al Granum?
The number of factfinders recommended to take in the first year to be a successful, fast starter
What is 300 factfinders?
A qualified suspect who has participated in a full fat-finding interview with you.
What is a prospect?
The average percentage of prospects that will become clients.
What is 33%?
The skillset that involves the mastery of the sales cycle that allows you to better control the outcome of sales interactions
What are Soft Skills?
The number of clients needed to achieve the Magnificent Obsession
What is 1000?
A unique built-in scorekeeping mechanism with which to judge your activity and efficiency levels.
What is the One Card System?
The percentage of prospects who will ultimately become clients but will defer their purchase until the second or third year.
What is 40%
You should collect this to both predict and control your business outcomes
What is data?
The average number of times a life insurance client will buy additional coverage
What is 5-7 times?
Someone that you think could become a prospect & eventually a client that you believe is worth pursuing
What is a suspect?
The selling ratio when selling to existing clients.
What is 60%?
The key to achieving the combination of compensation, individual freedom, and service to others
What is obtaining and sustaining a client base?