Number of presentations as the benchmark each week?

[goillini52]

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

That's why I go commando.

 

[rousemark]

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...

OK, I will play:

Call: A personal contact (F2F, phone) where you attempt to set an interview (immediately or at a later date)

Interview: A complete presentation under favorable conditions where you give a call to action (either a purchase or a second interview if selling a product that require multiple interviews)

Sale: completed application, with money or signed draft form...

 

[Life Hawk]

OK, I will play:

Call: A personal contact (F2F, phone) where you attempt to set an interview (immediately or at a later date)

Interview: A complete presentation under favorable conditions where you give a call to action (either a purchase or a second interview if selling a product that require multiple interviews)

Sale: completed application, with money or signed draft form...

Give that young man a hand... well done.

 

[theinsuranceman]

OK, I will play:

Call: A personal contact (F2F, phone) where you attempt to set an interview (immediately or at a later date)

Interview: A complete presentation under favorable conditions where you give a call to action (either a purchase or a second interview if selling a product that require multiple interviews)

Sale: completed application, with money or signed draft form...

Call: An ATTEMPT to contact (either by phone or drive by door knock)
Contact: Making contact (either by phone or drive by door knock)
Interview: I agree with above
Sale: I agree with above.

 

[somarco]

Granum also made a distinction in suspects vs prospects.

I can remember listening to his training tapes and going through the workbook. Don't know if he did the narration or not.

Here comes the old pro. Are you listening . . . .?

 

[ColShareCropper]

I see lots of different questions on the interwebs as far as what EXACT numbers are needed to be successful in FE...


How many dials?


How many leads?


How many door knocks?


How many appointments?


However, I've found that focusing in on the number of presentations given each week has been a much more effective benchmark for our team.



So instead of worrying about each little itty bity detail and overanalyzing; if an agents does whatever combination of what it takes (see above) for him/her to give 10-15 appointments each week they should always have above average numbers. (I'm also assuming that said agent has had some decent training/support on putting together an effective presentation). Hope that helps, especially for those that tend to fall in the "paralysis by analysis" category!

Just a thought, you left one life a few years ago because they sucked...why did you return to them? Did matt m and efes not work out? Serious question, not trolling.

 

[OttoGraf]

Just a thought, you left one life a few years ago because they sucked...why did you return to them? Did matt m and efes not work out? Serious question, not trolling.

I could be wrong I suppose, but I don't believe I've said any organization I've worked with "sucks". I strive for that type of thinking TO NOT be my modus operandi.

I left One Life's career side when we moved back home to St. Louis actually as my plan was to transition out of the business and go back into full-time ministry. Then Ferguson happened and our "plans" fell through so I ended up going the independent route and the rest is history.

At the end of the day I'm self-employed. I'm married to my wife; not an organization that makes an override off me. With that said, I had a great experience with the leadership at One Life when I first got started 8(ish) years ago and had always hoped in the back of my mind that the right opportunity would arise that made sense for me to work with them again. Thanks for asking!