Daily Prospecting Scoring System

[BNTRS]

10-3-1........

 

[Full Throttle]

10-3-1........

That's Granum's ratio over a 3 year period with referred leads:

10 qualified suspects = 3 facts = 1 sale within 3 years (5 facts = 1 sale in 1st year).

The ratio's I'm getting aren't that good, wish they were, but these are pure cold calls. Like I said, it's simply an introduction when I stop back, I try and find a hot button in 5 minutes, then 1 of 3 things happens:

1. We set up another meeting.
2. I get permission to keep in touch, they are added to my drip marketing campaign and they will know exactly what I do when I check back in 6 months.
3. They are disqualified (about 50% of my intro's)

 

[BNTRS]

Yup, I always found myself baffled over how one goes about getting all those qualified suspects, the snide comment I awlays got was: referrals, referrals, referrals!

I once heard an NML career agents speaking at an event and amending the numbers to be out of 25 or so calls you should expect to get a hold of 10 people, 5 of whom will agree to meet with you, only about 3 will keep the appointment, and you'll have 1 sale. That's an even larger amount of QS's.

I gave up on this stuff some time ago. I still believe in the whole it's a numbers game idea, but the constantly beating my brains against the wall to make some point game work proved tiring.

I still think there is truth behind 10-3-1. My general approach is find me 10 screened people who at least appear somewhat interested in talking about what I'm here to talk about, and I can turn at least one into a client.

 

[souldeux]

Nick- I think I must be doing something wrong. Your link only gives 15 out of 20 points for a $5k sale. Damn what's he make on a 20point day?? With or without a scoring system, days I make over $5k are good ones..........no matter how far apart they are

Well if he gave himself 20 points for sales, he wouldn't have any incentive to get his other five points for exercising!

 

[Full Throttle]

According to that 20 point a day system:
5pt Working out
4pt Reading some industry literature over breakfast
4pt One meeting at 9am
7pt 7 phone calls after I get back

I'm done by 10:30am every day. It may feel good, but that's no way to make any money. Even just making 20 dials won't get you very far. No offense, but I would use something else.

The OCS system uses points that reward productivity (it's a good way to go) or something like I explained above. The reason I like what I use, there is no excuse for not getting 5 points every day, it's in my complete control. If I have ZERO meetings set coming into the day, there is no reason I can't walk into 50 businesses. For that reason, I call them effort points in my daily results journal.

 

[Franz Kafka]

Franz,

They are actual numbers. On the phone: 40 dials will yield about 10 to 12 contacts, and I will set 2 to 4 five minute approaches on average. Keep in mind I do zero qualifying, I'm only asking for a quick introduction, and keeping it low key. When I use to call with a product based approach, the numbers were no where close.

As far as B2B, it takes 10 contacts, to make those contacts takes around 30 doors. My guess is if anyone used the same approaches, they would get similar numbers. I'm not anything special on the phone or in-person.

FT

2 to 4 sets on 10 to 12 cold phone contacts is super special in my book. What I don't get is how you are only able to set 1 out of 10 face-to-face contacts. Granted I suck hard on the phone but my number has always been better with face-to-face. I'm not doubting you at all - just a little puzzled.

Edit: Never mind. You did say face-to-face were "qualified" meetings. My hat's off to you, sir!

 

[Full Throttle]

2 to 4 sets on 10 to 12 cold phone contacts is super special in my book. What I don't get is how you are only able to set 1 out of 10 face-to-face contacts. Granted I suck hard on the phone but my number has always been better with face-to-face. I'm not doubting you at all - just a little puzzled.

Edit: Never mind. You did say face-to-face were "qualified" meetings. My hat's off to you, sir!

Franz,

I think we're still missing each other to some extent. I hate it when people blow smoke, I am not.

F2F Approaches: I am a life agent, when I get a meeting with them, they know exactly what I do. That's as qualified as they are, no more, no less. However, if they weren't at least curious about life insurance, they wouldn't give me the time of day.

Phone Approaches: I'm just some guy on the phone selling something that wants to stop out and meet them. About the least qualified suspect out there, except that they are business owners who fit my general profile and there is likely some way I can profitably help them.

Hopefully that explains the difference in my numbers between F2F and phoning.

 

[Franz Kafka]

Franz,

I think we're still missing each other to some extent. I hate it when people blow smoke, I am not.

F2F Approaches: I am a life agent, when I get a meeting with them, they know exactly what I do. That's as qualified as they are, no more, no less. However, if they weren't at least curious about life insurance, they wouldn't give me the time of day.

Phone Approaches: I'm just some guy on the phone selling something that wants to stop out and meet them. About the least qualified suspect out there, except that they are business owners who fit my general profile and there is likely some way I can profitably help them.

Hopefully that explains the difference in my numbers between F2F and phoning.

Yes, very clear, thank you.

 

[Ron Van D]

Is this all suit and tie stuff for you guys or during the summer months do you dress business casual?

 

[Death Cab For Tootie]

Is this all suit and tie stuff for you guys or during the summer months do you dress business casual?

Nothing but a headband and a loincloth.