Building A Long Term Career
The creator of the One Card System who was the managing partner in Chicago for 28 years.
Who is Al Granum?
The first step in the sales cycle.
What is prospecting?
In OCS, A qualified suspect who has completed a fact finder becomes a...
What is a prospect?
By fully committing to Granum System you should have "X" amount of lives at your 6 month mark.
What is 40?
The number of fact finders you should have in your first year.
What is 300?
"The profit is in the relationship, not in the sale".
What is the Client Building Philosophy?
The famous client acquistion ratio discovered in the OCS research.
What is the 10-3-1?
This OCS term describes a paying entity such as an individual, trust, partnership, or corporation as...
What is a client?
A qualified suspect is worth "X" points?
What is 0.5?
The number of QS you need to obtain in your first year.
What is 1000?
Northwestern Mutual focuses on listening to and focusing on his or her financial security needs and goals. The specific product is secondary to the act of fulfilling the client's immediate financial security needs and laying the groundwork for a long term plan to help achieve their financial goals.
What is Comprehensive "Holistic" Need Based Planning?
The number of qualified suspects typically needed to acquire 1 new client.
What is 10 QS?
Buy's again from you in the future as their situation changes
Who are active clients?
A fact finder is worth "X" activity points.
What is 1?
The number of clients you should have in your first year.
What is 60?
Statistics cite clients typically purchase additional coverage this many times
5-7
The number of fact finding interviews typically needed to acquire 1 new client.
What is 3 fact finding interviews?
While prospecting, the process of getting more information about a referral: occupation, phone number, approximate income, married, kids, etc...
How to qualify a suspect?
A case open is worth "X" activity points.
What is 1?
The number of lives you should write in your first year.
What is 100?
Granum's term for the goal of acquiring 1000 clients during a career.
What is The Magnificent Obsession?
The percentage of prospects that eventually become clients.
What is 33%?
A person who has engaged in a sales transaction with a producer but feels no particular sense of loyalty or trust.
What is a policy holder?
The amount of points you should have each day to be successful.
What is 5?
The number of dials you should make monthly on average.
What is 800?