You should have access to a manual or computerized client management "tickler" system, dedicated to organizing and managing your sales and service activities. In addition to maintaining up-to-date policyholder information, your client management system can provide you with lists of clients and policyholders to contact each day, week, or month, with addresses and phone numbers, reasons for the contact, results of prior contacts, and action steps.

Many computerized activity management systems permit you to send a variety of letters to policyholders and clients each week simply by selecting the appropriate letter(s) (such as the Plan Review Reminder Letter reproduced earlier) and downloading your client information.

Your Prospect Card File System

Ohio National's Your Prospect Card File Instructions (Form 1130), together with your Sales Activity Management, Inc. (SAM) or the National Underwriter's One Card System (OCS) Activity Planner and Chart Your Course (Form 1177), including "My Business Records" (Chapter 4), is a widely used activity management, record-keeping, prospecting and client building system. When used consistently, this system will automatically tell you:

Try this! Invest the time to learn how Your Prospect Card File, the Sales Activity Management (SAM) system, Activity Planner or OCS, and Chart Your Course can enable you to become fully organized, develop a solid base of proactive service and client building activity, and maximize your profitability.

At first, a client management system like Your Prospect Card File may seem burdensome. You will have to keep records up-to-date, review them daily, and plan your work. But, these tasks are no more than what other independent businesspeople do to manage their businesses. Soon, Your Prospect Card File system will become a habit, and a beneficial one at that!

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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