The daily tabs are used to organize your calls for each day of the month. It is helpful to select one day a couple of weeks before a new month begins and organize your cards and calling schedule for the upcoming month.

The Pink Reminder Cards (Forms 1184) are used as all-purpose event reminders for your policyholders. Seasoned advisers use them as reminders of prospects' birthdays and age changes. (The "age change" is the date that, because of age, the prospect's insurance premiums rise.) Studies show that 30 percent of all sales occur during the 30 days prior to the age change. To take advantage of this when you are prospecting, you must allow sufficient lead time to complete the selling process before the age change takes effect. Therefore, the age change card should be placed in your monthly file 30 days before the actual age change date.

• Organize for calls. Create a monthly phone file or use your Activity Planner to move prospects from your master file into your working phone file. The monthly card tabs allow you to maintain your master file by birthdate or a predetermined event, while the 1 - 31 card tabs permit you to schedule or follow-up on your prospect calls/activities for each day of the month.
• Record your results. Once you have called your prospect, record the results on the cards in your master file and your Activity Planner. Be sure to refile your cards behind the appropriate tabs to accommodate any planned or promised callbacks. Also, make sure you destroy any cards of people who simply do not qualify as prospects.