Daily Work Schedule
(Marketing in the Morning; Selling in the Afternoon)

Here's a typical day in the life of one very successful producer we know. Let's keep track of the number of face-to-face contacts with potential buyers.

5:30 — 7:00 a.m. Run. Study for CLU/ChFC class.
7:30 a.m. Arrive at office to check e-mail, do paperwork,
or meet on-profile prospects for breakfast scheduled initial meetings.
9:00 — 10:00 a.m. Telephone to set scheduled meetings.
10:30 a.m. Scheduled initial meeting.
11:45 a.m. First luncheon meeting/delivery, with client.
1:00 p.m. Second luncheon/sales meeting,
with on-profile prospect.
2:45 p.m. Sales meeting.
4:00 — 4:50 p.m. Check e-mail; return phone calls
and messages. Prepare proposals.
5:00 — 6:00 p.m. Sales meeting, CLU/ChFC class,
or work in office.
6:45 p.m. Dinner at home.
8:00 p.m. Occasional sales/selling meeting.
How many face-to-face contacts did you count? Four-to-six, depending on whether or not there was breakfast, or the occasional evening calls, that day plus the hour spent telephoning. This is a typical schedule for a good agent who makes an excellent living in the business. And, on occasion, she's at it half days on Saturday, too!

As another producer explains, "Unless we see at least three people and get four solid, on-profile referrals each day, we have no right to complain about the business we're in or our financial conditions."

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