PLATFORMS OF SUCCESS 3 PLATFORMS OF SUCCESS What

PLATFORMS OF SUCCESS What the New Generation of Elite Sellers Are Doing and How

Crises Du Jour Competition from Direct writers � Lowest Price � Best Coverage �

Independent Agents No Sales Culture � Counselors & professionals � The three R's �

The Manifesto § Consortium of 21 national carriers and FAIA § Along with a

Todays Emphasis • Platform III--Self Management. • From direct writers to direct responders THE

Self management? More than just "time" management • Macro level--Properly setting personal revenue goals,

Alice in Wonderland Alice: “Would you tell me which way I should go from

SELF MANAGEMENT • THE TIME PERSPECTIVE • LAS VEGAS ENGINEERING • CREATING THE CONDITIONS

PROPER GOAL 1. 2. 3. 4. 5. 6. 7. 8. Specific Measurable Attainable Time

PROPER GOALS, must 1. 2. 3. 4. 5. 6. 7. 8. Be specific Be

Illustration III-1 Seller’s Previous Year-End Results 1. Total Revenues Generated by Seller 2. Total

A. New Commission* Goal = B. Average Sale = (1. divided by 2. )

Illustration III-3 Seller’s Daily Activity Goals Annual Selling Time Available: 200 Days (eliminating weekends,

? HOW MANY CONTACTS, TO GET ENOUGH PROSPECTS, TO CLOSE ENOUGH SALES, TO GET

The Forgotten Step • Domestic Mission Statement • Domestic Financial Goal • Personal Prospectus

Time Management Proficiency 1. Developing and managing a goal related to do list 2.

THE NEW COMPETITORS • Direct Writers lived off of a sales culture • You

Newspaper TOP 10 FLORIDA DAILIES AD QUOTES Daily Full Page Spot Daily Page B/W

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PLATFORMS OF SUCCESS 3

PLATFORMS OF SUCCESS What the New Generation of Elite Sellers Are Doing and How it Can Work for “YOU” 4

Crises Du Jour Competition from Direct writers � Lowest Price � Best Coverage � Sales Culture 5

Independent Agents No Sales Culture � Counselors & professionals � The three R's � Couldn’t fix the problem 6

The Manifesto § Consortium of 21 national carriers and FAIA § Along with a handful of agents associations and IIAA § The first sales trainer of independent agents 7

Todays Emphasis • Platform III--Self Management. • From direct writers to direct responders THE BIG LIE! 8

Self management? More than just "time" management • Macro level--Properly setting personal revenue goals, sales goals and objectives. • Micro level--Day to day activities 9

Alice in Wonderland Alice: “Would you tell me which way I should go from here? ” Cat: “That depends a great deal on where you want to get to” said the cat. Alice: “I don’t much care” Cat: “Then it doesn’t matter which way you go…” 12

SELF MANAGEMENT • THE TIME PERSPECTIVE • LAS VEGAS ENGINEERING • CREATING THE CONDITIONS FOR SUCCESS 13

PROPER GOAL 1. 2. 3. 4. 5. 6. 7. 8. Specific Measurable Attainable Time Bound Meaningful Controllable Written Communicated to Relevant Others 14

GOALS Must be… Specific 15

GOALS Must be… Measurable 16

GOALS Must be… Attainable 17

GOALS Must be… Time Bound 18

GOALS Must be… Meaningful 19

GOALS Must be… Controllable 20

GOALS Must be… Written 21

GOALS Must be… Communicate d 22

PROPER GOALS, must 1. 2. 3. 4. 5. 6. 7. 8. Be specific Be measurable Be attainable Be time Bound Be meaningful Be controllable Be written Be communicated to Relevant Others 23

Illustration III-1 Seller’s Previous Year-End Results 1. Total Revenues Generated by Seller 2. Total Number of Sales Closed by Seller 3. Total Commissions Paid to Seller Total Number of Contacts by Seller— = = = 4. phone, e-mail, etc. = 5. Total Number of X-Dates = 6. Total Number of Proposals, Presentations, or Sales Calls Made by Seller = 24

A. New Commission* Goal = B. Average Sale = (1. divided by 2. ) C. Average Commission % = (3. divided by 1. ) D. Average Commission per sale = (B x C) E. Number of Sales Needed = (A divided by D) F. Number of Proposals Needed per = (6. divided by 2. ) G. Total Number of Proposals Needed = (E x F) H. Number of Ex-Dates Needed per Proposal = (5. divided by 6. ) I. Total Number of Ex-Dates Needed = (G x H) J. Number of Contacts Needed per Ex. Date = (4. divided by 5. ) K. Total Number of Contacts Needed = (I x J) L. Number of Contacts Needed per sale = (K divided by E) M. Number of Ex-Dates Needed per sale = (I divided by E) 25

Illustration III-3 Seller’s Daily Activity Goals Annual Selling Time Available: 200 Days (eliminating weekends, holidays, vacations) Contacts Needed = (K divided by 200) Ex-Dates = Needed (I divided by 200) Proposals = Needed (G divided by 200) 26

? HOW MANY CONTACTS, TO GET ENOUGH PROSPECTS, TO CLOSE ENOUGH SALES, TO GET ENOUGH REVENUE, TO MEET YOUR GOALS? 27

The Forgotten Step • Domestic Mission Statement • Domestic Financial Goal • Personal Prospectus 28

Time Management Proficiency 1. Developing and managing a goal related to do list 2. Managing interruptions & time wasters so they don’t impede completion of goalrelated activities 3. Managing workspace, paperwork, email 4. Eliminating Procrastination 29

THE NEW COMPETITORS • Direct Writers lived off of a sales culture • You lived off the three R’s. • Direct Response Carriers Live off the…”BIG LIE!” 30

Newspaper TOP 10 FLORIDA DAILIES AD QUOTES Daily Full Page Spot Daily Page B/W (1) Color Readership Cost Daily Full Page Full Color Cost St. Petersburg Times 739, 814 $32, 782. 77 $35, 778. 14 $36, 766. 40 Miami Herald 736, 054 $28, 476. 00 $31, 631. 00 $34, 786. 00 Ft Lauderdale Sun. Sentinel 634, 399 $37, 296. 00 $42, 746. 00 Orlando Sentinel 538, 961 $37, 296. 00 $39, 896. 00 $41, 596. 00 Tampa Tribune 544, 212 $26, 979. 12 $29, 543. 90 $30, 473. 33 Palm Beach Post 420, 578 $23, 201. 95 $25, 588. 95 $26, 797. 95 Jacksonville Times Union 377, 899 $12, 007. 32 $13, 713. 32 $15, 291. 32 Sarasota Herald Tribune 258, 989 $15, 588. 72 $16, 800. 72 $18, 661. 72 Daytona Beach News. Journal 240, 641 $12, 845. 70 $13, 945. 70 $16, 090. 70 Ft Myers News-Press 210, 823 $12, 396. 90 $13, 535. 85 34 $14, 345. 95