The books are just about to be closed on another year of business.  For many of us we now turn to setting goals for next year.  A large part of that goal setting process revolves around the number of new clients we hope to bring in or the new products we are going to introduce to our clients.

How many of us focus on modifying the process we use and working more efficiently?  Oftentimes, lip service is given to those changes but when immediate results are not achieved the changes are dropped.

Here is a suggestion that is not overwhelming and if done for a full year will lead to results.  Each week you work make one call to a client specifically to discuss life insurance.  That will result in 50 calls (assuming 2 weeks for vacation) in 2015 specifically to discuss life insurance.  If you want to be bold, make 2 calls a week for 100 calls in the year.  If you cold-call 50 people the statistics tell us you should make 5 sales.  That would add 5 clients with the opportunity to pick up additional assets.  If you call existing clients the results should be even better.  Using an average premium of $5,000 potential revenue could increase $25,000-$50,000 just by making 1-2 extra phone calls a week.

In your planning for the new-year what other activity can you do that has the potential to increase the bottom line so dramatically?   

• Log in or register to post comments