One Card System
This individual is credited with creating the One Card System.
Who is Al Granum?
This is the electronic system used to track activity.
The expected ratio of dials to reaches.
What is 18-32%?
What is 40 dials?
This is the device used prior to the electronic CRM system.
This description is used to identify how many meetings are on a rolling 5 day calendar.
What is Meetings Ahead #?
The expected phoning ratio of reaches to meetings set.
What is 50%?
The amount of meetings ahead an advisor should always be.
What is 25/11?
This is the length of time it took Al Granum's office to write $150M of new business.
What is 12 months?
These activities generate points in the One Card System.
This ratio is what advisors should expect to keep on their calendar.
What is 67%?
This is the expected amount of Factfinders an advisor in their first year should keep in a month.
What is 25?
These three nouns make up the 10:3:1 ratio.
What are Qualified Suspects, Factfinders, and New Households(Clients)?
[BLANK] represents meetings on the calendar and [BLANK] represents meetings set on the phone.
What are Made and Set?
This is the percentage of Factfinders that should result in a Case Open.
What is 80%?
This is the number of Qualified Suspects an advisor should obtain in one week.
What is 20?
This is the city in which Al Granum was a Managing Partner.
What is Chicago, IL?
This "new" behavior is completed via a phone confirmation, while this "new" behavior results in a suspect becoming a prospect.
What is New Set versus New Seen?
This is the percentage of Case Opens that result in submitting business.
What is 33%?
When referring to "balanced points" this is the blend of "hard points" versus "soft points".
What is 60/40?