525,600 Minutes
The number of QS you should get in one year
1,000
The average percentage of dials to reach
16-33%
The number of dials you should make in one day
40
A QS becomes a _____ when they complete a Factfinding interview
Prospect
A confidential questionnaire
Factfinder
The number of minutes an average factfinder takes
45-60
The average percentage of reach to set
50%
Factfinders to be completed in first year
300
Most sales cycles take approximately ____ days
90 days
A person or entity for who you have enough information to know they are worth pursuing
Qualified Suspect
The number of FFs you should do each month
25
The average percentage of FF to Case Opens
80%
10 QS lead to _____ New Clients
1
______percent of prospects become clients in year one (1)
20%
The part of a meeting where you build rapport and explain the process
The Approach
The amount of time you should stay in touch with a prospect
3 years
The amount of QS you should receive per ask
2
1/2 or 50%
By not keeping in touch with prospects, you could lose up to ______ of your potential business
40%
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.
Case Open
The number of meetings you should have for this week and next week
30 and 15 ahead
Explain 10-3-1
10 Suspects, 3 Factfinders, 1 New Client
The numbers of years in the business before someone has a 95% change of retiring from NM
5 years
Creating thorough ________ will ensure you are documenting the conversations with your clients to remember for future meetings as well as make the compliance team happy.
Case Notes
Meeting during which an illustration or recommendation is presented and the Prospect is asked to take action.
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