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 the tool I use to obtain and maintain peak performance. It is not about “grand slam home runs”; It is about making the most out of each day in a deliberate, yet flexible way.
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.
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.
4 Points: Reading something that will enhance my business success.
5 Points: Attending a NAIFA, rotary, chamber of commerce meeting, or similar community meeting where you enhance your professional image.
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.
15 Points: Completing a sale on which the annualized revenue is in excess of $5,000.
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.