Who uses the 20 point day systems?

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Nov 13, 2009 7:06 pm

I think they prefer to be called “Asian Americans.”

Nov 13, 2009 7:30 pm
Squash1:

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

  I hate liver.  Too dry.
Nov 19, 2009 2:48 am

This is what I have used for the last 10 years…

  Appointment Kept 0  1  2  3 Appointment  Set  3  2  1  0   Example...if I keep 3 appointments I don't have to make any calls.   If I keep 0 appointments then I have to call until I set 3 new appointments...   Service appointments don't count...only new prospects appointments (referral or what ever prospecting method you use and have to do a complete appointment...meaning complete profile) or client appointments for additional money/referrals.  
Nov 19, 2009 7:28 am

are you indy? bank channel? 3 new client meetings a day… how many of those becoming clients? 1 per business day, 265 clients a year… pretty damn good. hehe.

Nov 19, 2009 12:08 pm

That's a nice simple system. 

aeromaks, what he's doing is most likely only leading to 1 new client meeting a day.   That is probably leading to about 40 new clients.  Obviously these are guesses, but I'd be surprised if I'm not on target.
Nov 19, 2009 12:36 pm

I was in a bank then I went independent in June. I’m still bring over my book but that will be done by the end of the year.

  The purpose of the system is "what defines a good day" regardless if you get a sale or not. Appointments can be client/referral/cold calls...does not matter. When you set an appointment it can't be a BS one....if you set a client appointment that is a service related issue...that does not count toward the total unless it is for additional business or you get a referral. Referral/cold calls appointments only count it I get a profile on 1st appt/2nd appt for recommendation.   Say I kept 3 appointments for the day...remember that they only count if I got business/referrals/profile/2nd appointment...then I had a good day regardless of the outcome...and no calls that day! If I saw 2 appointments then I have to set 1 appointment by the end of the day. That might take one call if calling a referral or client....might take 20 contacts if cold calling.   I used this for many years when I was in the bank and I am still using it as an Indy...you can use it at a wirehouse...that doesn't matter. It works if you work it. I only want to have a 100-125 Household practice...30 mill AUM...all wrapped...account minimum 100k....within 36 mos. Since June I have 40 Households with an average account size of 270k. Granted alot of this has come from the bank...I will probably have 50 Households by the end of the year from the bank...but I get referrals from those households. If I did not have enough appts then I would cold call for it.   It usually takes less than 5 calls because I am calling existing clients/old bank customers/ and referrals. I am trying to have a referral only practice.   If I had to cold call for it I would ( I am going to start cold calling for some appts at the beginning of next year...I want to have 3 cold call appts/wk...I love the chase). Activity and setting the appointments are all that matter. 1 call/day  or 300 calls/day... does not matter. If you set the appointments the business will come. When you set the appointments you had a good day and feel positive and optimistic and that comes through over the telephone.
Nov 19, 2009 12:46 pm

I don’t have all the answers. If I did I would be a million dollar producer and multi-millionaire. I just know what works for me and that took years to figure out…