The system outlined above is a basic and effective method that you can get started on immediately. In subsequent units, we will look at refinements and complements to this approach that can help you sharpen your skills and improve your productivity.

Since marketing and prospecting is such a vital part of your activity as a life insurance professional, you must include prospecting in your overall daily business management activities. To that end, the Sales Activity Management (SAM) or The National Underwriter's One Card System (OCS) Activity Planner and "Chart Your Course for Success" goal-planning book (Form 1177), which includes Business Records, are systems for tracking results:

• Allocating time for work in relationship to your other activities;
• Setting income goals;
• Setting activity goals that will lead to realizing your income goals; and
• Keeping accurate records that show where you've been so you can focus on where you're going.

We will take a closer look at these self-management aids and other tools in a future unit.

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