1. Prioritizing activities and managing your time. Control your time or it will control you.

    Try this! Use Your Prospect Card File Instructions (Form 1130) to profitably manage activity. It's the industry standard because it's the best way to be sure you're spending maximum time in front of prospects or clients, or doing things that will put you there. Schedule other activities around these priorities:

    • Schedule non-productive time for record-keeping and paperwork.

    • Schedule appropriate time for career development.

    • Schedule self-development and family time.

  2. Record-keeping. Use Ohio National's "Chart Your Course" annual goal planning and records book (Form 1177) for business records, planning, activity management, and tax purposes, such as:

    a. Sales activity figures
    b. Sales activity ratios
    c. Production figures
    d. Commission statements
    e. Mileage and automobile expenses
    f. Business meals and entertainment
    g. Other non-reimbursed business expenses
    h. Postage
    i. Membership fees
    j. Professional association dues
    k. Business publications and subscriptions
    l. Non-reimbursed professional education costs
    m. Insurance premiums
    n. Taxes

    Also essential: competent tax, accounting and bookkeeping advice.

  3. Monitoring your plans; measuring your results. Keep track of your progress toward goals, and make any necessary course adjustments.

    Try this! Weekly activity reviews with a general agent/trainer, or peer group (or both), are recommended for producers in their first three years. Less frequent, regular meetings to check progress are advisable in later years.

    As management guru, Harvey Mackay says: "Show up with a plan, a commitment to carry it out and execute it — and you'll beat the competition 100% of the time!"

Back to Top | Next

33