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Life Health > Life Insurance

Focus on activity, not results

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When it comes to accountability, I like to focus on the activity, not the results. If you have enough measured activity, the results will take care of themselves. For example, I still try to make 10 calls each day to either clients and/or prospects who I think could be sources of business. I measure the number by the calls dialed, not the folks I reach. In addition, I try to make the calls first thing in the morning; otherwise, somehow or other, I never get to them. This also gives the people who I left messages for all day to call me back. 

In addition to outgoing calls, you could easily make your measured activity the number of appointments scheduled each day, the number of fact finders obtained each week, the number of referrals obtained, etc. The goal is measured consistency of whatever activity that you pick. No matter how busy you get with service work, case preparation, scheduled appointments, etc., if you don’t have some activity measurement that will consistently generate new sales, then you will always be busy, but most likely not generate the income you desire. Finally, by measuring activity and not results, you won’t have a false sense of security when you hit a couple of big sales and then wake up and realize you are “out of business” until you pick up your activity again.  Measuring your activity is your “report card” to yourself.

Robin S. Weinberger, Director of National Accounts, Life Insurance Settlements, Inc.  


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