Ratios
1. Dials to Reaches Ratio
2. Reaches to Set Ratio
3. Made to Kept Ratio
1. 16-33%
2. 50%
3. 50% --> This is an appropriate ratio for a 1st year FR. This ratio will increase up to 67% in future years as they see a larger percentage of existing clients.
How many sets should you have a day?
6
Points per Case Open?
Points per Close?
1. 1
2. 1
What is the Granum Ratio?
10.3.1.
Thomas Northern was a Top 10 intern at Northwestern Mutual in which year?
2021
What percent of your meetings should you ask for QSs?
At least 80%!
1. How many FF should you have per month?
2. How many FF should you have per year?
1. 20-25
2. 250-300*
*Aim for 300 FF in the first year, 250 in year 2, 200 in year 3, and 150 each year after.
Points per QS
.5
(1) "I'd rather you not use my name when you call." (2) "I want to talk to them first." OR "Give me your card, and I'll pass it along to them." (3) "I had a bad experience giving referrals, so I don't give them anymore." (4) "I don't know anybody who needs insurance." (5) "I can't think of anyone." (6) "I'm not comfortable giving referrals."
Sean Fagan was previously a...
Furniture salesman / DJ Seany Swirls!
What percent of your points should come from FF, Case Opens, and Closes?
60-70%
How many kept appointments should you have a week?
15
How many points should you have per month?
100-120
What constitutes as a QS?
You must have full name, address, phone number, occupation, age, and income.
Robert Yost is a veteran of which military branch?
Marines
FFs to Cases Open Ratio
80%
How many meetings ahead should you be?
25
What percent of total points should come from QS?
20-40%
What is the 6-step prospecting process?
(1) Get the affirmative. (2) Feed names or give categories. (3) Qualify. (4) Ask, "Who else?" (5) Pinpoint. (6) Double-step ahead.
What caused the first ever death claim policy payout at Northwestern Mutual?
BONUS POINTS (100) - if you can tell me the year!
Train hitting an Ox
Cases Open to Submitted Lives Ratio
33%
1. How many QSs should you get per week?
2. How many QSs should you get per month?
Bonus Question for an extra 100 points:
3. How many QSs should you get in your first year?
1. 20-25
2. 80-100
3. 800-1000
Points goal for each Kept Meeting
2*
*You should be striving to earn at least 2 points from each kept meeting.
The average percentage of prospects that will become clients
33%
What is NM's mascot?
Quiet the Bear