Who uses the 20 point day systems?

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Nov 12, 2009 6:17 pm

So the past few days was thinking how some of the excitement of going indy died off and now I really have to get a move on bringing over the book and growing the business.

I read alot about practice management, podcasts, etc. Ran across a 20 point day system and been using it 2 days in a row now, 2 clients and 4 accounts. Granted it was smaller one today, but setup meetings for insurance and more rollovers.

So who else?

http://www.advisortoday.com/200702/adv20point.html

Nov 12, 2009 6:23 pm

I have used different point systems in the past and I think that they work well. I find that I will use them for about 6 weeks before I get bored with them. They certainly help if you are having a hard time staying on task.

Nov 12, 2009 7:03 pm
aeromaks:

So the past few days was thinking how some of the excitement of going indy died off and now I really have to get a move on bringing over the book and growing the business.

I read alot about practice management, podcasts, etc.  Ran across a 20 point day system and been using it 2 days in a row now, 2 clients and 4 accounts. Granted it was smaller one today, but setup meetings for insurance and more rollovers.

So who else?

http://www.advisortoday.com/200702/adv20point.html



That's the standard in one of our branch offices (not mine).  Those guys live by it and the ones that take it seriously are great producers.

Nov 12, 2009 7:27 pm

I use a point system.  It works well, although it is hard to stay on track sometimes.  I give points for calls, calls my BOA makes, appts, networking events, and seminars.  I try to get as many calls in as early in the day as possible.

Nov 12, 2009 8:31 pm

I think that a point system is great.  I don't like that one.  For instance, being able to do 33% less because you exercised is silly.


 
I have a point system.  I kick butt when I use it.  The problem is that I don't always use it.
In my point system, I need 7 pts a day.
 
Points:
Keep an appointment: 1 point
Make 40 dials for the purpose of setting an appointment: 1 point
Walk into 10 businesses: 1 point
 
Perfect day: Keep 5 appts, make 40 dials, walk into 10 businesses.
 
What I like about it is that it is 100% in my control.  If I keep less appointments, I have time to make more calls.
Nov 12, 2009 8:46 pm

Anonymous,

 
I really like your 7-point system!  I'm going to have to steal that for myself.
 
Thanks for sharing!
Nov 12, 2009 9:52 pm

I dont know. I have seen a few pts systems and quite a few use the gym for points. Personaly, I think it is a plus. I go to the gym a few times a week in the middle of the day to break it up. It rejuvinates me, I meet a few folks at the gym, and when i get back to the office, I am ready to go.

Nov 12, 2009 10:05 pm
anonymous:

I think that a point system is great.  I don't like that one.  For instance, being able to do 33% less because you exercised is silly.

 
I have a point system.  I kick butt when I use it.  The problem is that I don't always use it.
In my point system, I need 7 pts a day.
 
Points:
Keep an appointment: 1 point
Make 40 dials for the purpose of setting an appointment: 1 point
Walk into 10 businesses: 1 point
 
Perfect day: Keep 5 appts, make 40 dials, walk into 10 businesses.
 
What I like about it is that it is 100% in my control.  If I keep less appointments, I have time to make more calls.



Thanks!  I'm going to customize it to my business model but love the simplistic nature.

Nov 12, 2009 10:17 pm

Threads like this make the other BS on this site worthwhile.

Nov 12, 2009 10:19 pm
B24:

I use a point system.  It works well, although it is hard to stay on track sometimes.  I give points for calls, calls my BOA makes, appts, networking events, and seminars.  I try to get as many calls in as early in the day as possible.


B24,
 
What is your system? How many points etc?
Nov 12, 2009 10:28 pm
Mr.Blonde:

Threads like this make the other BS on this site worthwhile.

I am glad I can help.

Nov 13, 2009 7:04 am
aeromaks:

I dont know. I have seen a few pts systems and quite a few use the gym for points.  Personaly, I think it is a plus.  I go to the gym a few times a week in the middle of the day to break it up.  It rejuvinates me, I meet a few folks at the gym, and when i get back to the office, I am ready to go.




That's the idea.  If it works for you, it is good.  For instance, if I was using that 20 point system, I would change it to 25 points because I wouldn't make enough money with 15 points for money making stuff and 5 for the gym. 
 
Different things work for different people, but it seems to be an almost universal truth that we all need something to help us be at our best.
Nov 13, 2009 8:40 am
BioFreeze:

I give myself an M&M every time I'm a good boy. 

 
Been awhile huh?
Nov 13, 2009 10:31 am
anonymous:
aeromaks:

I dont know. I have seen a few pts systems and quite a few use the gym for points.  Personaly, I think it is a plus.  I go to the gym a few times a week in the middle of the day to break it up.  It rejuvinates me, I meet a few folks at the gym, and when i get back to the office, I am ready to go.




That's the idea.  If it works for you, it is good.  For instance, if I was using that 20 point system, I would change it to 25 points because I wouldn't make enough money with 15 points for money making stuff and 5 for the gym. 
 
Different things work for different people, but it seems to be an almost universal truth that we all need something to help us be at our best.
 
Agreed... 1pt for a call, crap I would be done 35 minutes after i started. I have seen ones where calls get 0.10 points and the goal for the day is 25 pts. So you can either make 250 dials or set some appts or sell something.
Nov 13, 2009 10:36 am

This is a great thread. I am glad to see that I am not the only one who finds it difficult to grind out consistent activites day after day after day.

Nov 13, 2009 11:21 am

What I like about anonymous's 7-points is that it's all activity based REGARDLESS of the outcome of that activity.

 
I know someone who came up with their own "20 points" but in order for a phone call to count, you had to REACH the person.  Then it counted as a point.  Well, I can't control who will pick up the phone in any given day, hour or minute.  So, if I had already made 50 calls and only reached 3 people... I instinctively knew I had a long trek to go in order to hit my 20 points.
Nov 13, 2009 11:57 am
Posted this under EDJ point system:
Got this from BondGuy or Judge a while back.. sorry if i butchered it
My favorite is still the 500 point week... 100 points/day.. All of this you can control accept the new account.
1pt- every new contact( like to substitute this for 0.10 points for every dial)
2pt- follow up to exisiting prospect
1pt- every client call
1pt-every hour worked
5pt-arriving to work by a set time(early morning)
5pt-each 30 minute appt
5pt-new account
1pt-marketing/mailer sent out(max 10 pts/day)
 
For example:
5pts-arrive by 7am
10pts-mail out 10 pieces
10pts-10 hour day
25pts-250 new contact dials
5pts-appt
50pts-25 follow up calls exisiting prospects
THAT is 95 points... which would probably generate a new account(5pts)=100day
 
For a total of 275 calls, 1 (30 min) appt over 10 hours.
 
So on average making 32 calls/hour(30 minute appt, plus 1 hour for lunch(excessive...but, don't lie to yourself)
Nov 13, 2009 12:28 pm

I do agree 1 dial 1 point is a little easy... so I actually substituted it 1 point per contact.

Nov 13, 2009 1:40 pm
Mr.Blonde:
B24:

I use a point system.  It works well, although it is hard to stay on track sometimes.  I give points for calls, calls my BOA makes, appts, networking events, and seminars.  I try to get as many calls in as early in the day as possible.


B24,
 
What is your system? How many points etc?
 
1 Phone calls (conversation)
1 BOA Phone calls (proactive)
2 Face-to-Face Contacts
5 Appointments
3 Referrals Received
2 Seminar Attendees (per buying unit)
3 Networking Events
1 E-mail Report (1 point for all clients, not 1 each)
 
The way I tried to work it out was that if I maxed any of them out, it would be a successful day on its own.  IOW, 20 calls (with conversations) was the same as 4 appointments.  But it's not perfect, because 20 calls from my BOA to "yellow" clients is not quite as effective as 20 of my calls, or even 4 appointments.  But generally, she only makes 2-3 calls per day, so it's not a big issue.
 
It will also vary as to how you run your business.  For me, appointments are very valuable, as even at reviews, something usually happens (referral, new money, etc.).  If I could have 4 appointments every day, life would be good.
 
Nov 13, 2009 1:55 pm

You have clients that are yellow? It is probably a liver issue..