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Advanced 20-Point Days

A daily system for success, formulated by an industry master.

By Robert M. Nelson, CLU, ChFC, NAIFA Past President

If you want to change the results that you are getting, you’ve got to change the things that you are doing. This 20-point system is my way of measuring a day. This plan helps me when I need to get things back in balance immediately. If you are serious about your business, this can be a very useful tool.

1 Point: Making a telephone call to arrange a selling appointment.

2 Points: Making above call and actually setting the appointment; setting the appointment any other way also counts as 2 points.

2 Points: Obtaining a “qualified” lead.

3 Points: Delegating something that must be done, but not by me. Maximum 3 points per day.

3 Points: Casework—it is either ready to present to the client/prospect; or you complete a major step to significantly advance a case.

4 Points: Conducting a face-to-face business meeting, regardless of outcome. Opportunities arise from activity with prospective buyer/clients.

5 Points: Attending a NAIFA, rotary, chamber of commerce meeting, or similar community meeting where you enhance your professional image. Maximum 5 points per day.

5 Points: Completing the sale; an application is signed.

5 points: Exercising for longer than 30 minutes. If you do not stay healthy, the rest doesn’t matter much.

10 Points: Meeting with a CPA, attorney or property and casualty agent regarding business development.

20 Points: Completing a sale on which the annualized revenue is in excess of my total daily objective. (For me in 2003 that amount was $1,500.)

Tomorrow you start all over! There is no carryover, so make each day count.

Bob Nelson, CLU, LUTCF, is vice president of the life and estate planning division at Grace-Mayer Insurance in Omaha, Neb. He served as NAIFA president from 2001-2002.

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