Number of presentations as the benchmark each week?

[theinsuranceman]

10/3/1 has long been taught as the minimum standard in the life insurance arena.. 10 calls = 3 appointments (presentations) = 1 sale.. Don't see any reason to laugh at him... If an agent did that week in and week out, he would make a much better than average living.

BS! 10 cold calls or 10 cold door knocks do NOT = 3 presentations. Maybe 10 calls or door knocks on DM leads = 3 presentations (included are the no's, no one home, etc. in the 7 out of 10 that are not presentations).

Maybe your metrics were accurate 50 years ago but not in the last 20 years!

 

[rousemark]

BS! 10 cold calls or 10 cold door knocks do NOT = 3 presentations. Maybe 10 calls or door knocks on DM leads = 3 presentations (included are the no's, no one home, etc. in the 7 out of 10 that are not presentations).

Maybe your metrics were accurate 50 years ago but not in the last 20 years!

In the metric I gave, If no one answers, it is not counted as a call...People aren't all that much different than they were 50 years ago when you target the senor market.... Well, you do run into a few more tattooed "babes"...

 

[theinsuranceman]

In the metric I gave, If no one answers, it is not counted as a call...People aren't all that much different than they were 50 years ago when you target the senor market.... Well, you do run into a few more tattooed "babes"...

You would have been clearer if you said "contacts" rather than "cold calls".

 

[rousemark]

You would have been clearer if you said "contacts" rather than "cold calls".

Greg.. you need another cup of coffee to open your eyes this morning... No where in my post did I use the word "cold".... I did says "calls" but to me you have not made a call if you do not talk to anyone..

 

[Life Hawk]

10/3/1 has long been taught as the minimum standard in the life insurance arena.. 10 calls = 3 appointments (presentations) = 1 sale.. Don't see any reason to laugh at him... If an agent did that week in and week out, he would make a much better than average living.

Al Granum used this ratio... I would strongly recommend the reading of "Building a Financial Services Clientele" to all.

I would also recommend that we all define the terms "call", "presentations", and "sale" the same for the sake of conversation... too often those mean different things for different reasons...

 

[Allines]

Al Granum did publish the 10/3/1 as part of his card system. However Ben Feldman and before him Frank Bettger both found call/interview/sale metrics very important. Read Bettgers" Mulitpy my happiness in selling" if you can find it for a deeper look. Personally I have always subscribed to John Savages ratio of 10calls/10interviews, 10 sales!

 

[DayTimer]

Ahhh ... the internet!

10 doors knocked using DM leads, from 10 AM to somewhere between 4 PM and 8 PM depending upon weather, time of sunset, hunger, my kid's activity schedule, etc.

If I knock on 10 doors, whether they open or not, and it is not quitting time, then I go back to the first no answer of the day and keep knocking.

Why? Because the lead may not have answered at 10 am, but they might be home or awake or dressed to open the door at 2 PM or 4 PM or 7 PM or whenever.

Whenever I do get out and spend at least 30 hours in the field, though usually I need 40 to 50 hours, knocking a route with a goal of 10 unique stops, I typically will have the opportunity to sit at 15 kitchen tables and I will average 7 to 8 applications written.

I will say that since my dad fell and broke his hip, I have not worked with near that level of consistency. For example, as I type this I am sitting in the waiting room of his orthopedic surgeon while we wait for the verdict as to whether and when he will be able to get out of his wheelchair and out of rehab. I left my home three hours ago, and from the look of things, it will be 2 PM before I knock my first door, and I have to fit a couple of policy deliveries in as well this afternoon/evening.

But, I know that once I am able to work a full 5 day week, getting on my first door no later than 10 AM, those numbers will hold: 10 DM door knocks per day will get me 15 presentations and 7 or 8 apps on 3 to 5 sales.

 

[goillini52]

I would also recommend that we all define the terms "call", "presentations", and "sale" the same for the sake of conversation... too often those mean different things for different reasons...

And I'd like to see the industry stop calling Modified plans Graded.

 

[DayTimer]

And I'd like to see the industry stop calling Modified plans Graded.

I thought they were calling graded plans modified

 

[Life Hawk]

And I'd like to see the industry stop calling Modified plans Graded.

Sounds to me like you would get your underwear in a bundle over the definition of marriage as well.