Those Pesky Ratios
Percentage of made to kept meetings on the calendar
What is 50%?
Number of FF's expected to be completed in year 1
What is 300?
The meeting where you have gathered enough information to complete a plan with 3+ modules
What is a FACT FINDER?
Number of FF's per month
What is 25?
The name for any policy
What is a LIFE?
The number of points per day
What is 5-6?
The percentage of your business that is repeat business in year FIVE
What is 52% or more?
The first time a QS sets an appointment for business
What is a NEW SET?
Number of QS' per month
What is 100?
The number of years that Granum did research on his advisors to build the Granum system
What is 25+ years?
During prospecting, the average number of names acquired per ask
What is TWO?
Percentage of repeat sales sold in any given year after year 1
What is 20%?
Talked to someone but did not set an appointment
What is a REACH?
The components of 5-3-3
What is 5 QS', 3 new set and 3 kept?
The office that Al Granum was Managing Partner for and built the Granum system off of
What is CHICAGO?
The percentage range of case opens to closes over the course of 3 months
What is 125-150%?
According to the New Client Acquisition Chart, the number of ancillary lives sold in the first year (300 FF's)
What is 30 Lives?
Components needed for someone to be considered a qualified suspect
What is PIANO?
P- Phone Number
I - income
A - Age
N - Name
O- occupation
Appointments ahead 2 weeks out
What is 11?
The number of times you should stress the nominator when phoning a referred lead
What is THREE TIMES?
The percentage of case open inventory that should close in any given month
What is 20%?
The number of FF's completed in the first 3 years
What is 750 FF's?
The definition of a CASE OPEN (4 parts)
What is 1) Discovering a need 2) that the prospect agrees with 3) and is willing to do something about in a timely manner 4) and can do something about (budget)
When you have 90 leads, this is the number of leads that will become prospects and the number that will become clients
What is 27 PROSPECTS and 9 CLIENTS?
As a mutual company, the people that Northwestern Mutual reports to
What is the POLICYHOLDERS?