PRODUCER PLANNING TOOL 2015

PRODUCER PLANNING TOOL Leadership: What do you want to become? Response: One year from today, what will make you happy with your progress? What opportunities do you need to take advantage of to help you have success? What are your biggest dangers and distractions that could prevent you from making this progress? What strengths do you need to maximize in order to meet this year’s goals? Leadership traits to develop: Producer Planning Tool | page 2

PRODUCER PLANNING TOOL Highest and Best Use: Highest and best use of talent: [Insert Answer Here] Competent: [Insert Answer Here] Incompetent: [Insert Answer Here] Producer Planning Tool | page 3

PRODUCER PLANNING TOOL Brand: Your Personal Brand: Response: Current Brand: What do people think about you today? Desired Future Brand: What do you want people to think about you? Future Brand impact: Specific steps to create Future Brand: Have to Have: Don’t Have to Have: Producer Planning Tool | page 4

Average Account Size (commission) PRODUCER PLANNING TOOL Prospecting Activity Analysis: Average Account Size (commission) Number of First Calls Number of Proposals Goal *Conversion % **Closing % $150,000.00 0.4 0.5 $20,000.00 37.5 18.8 $100,000.00 0.75 0.8 $10,000.00 16.7 13.3 $75,000.00 0.9 15.0 14.8 0.25 $5,000.00 320.0 80.0   Grey boxes are entry fields. White boxes are automatically calculated. DO NOT ENTER INTO WHITE BOXES! *Conversion rate is the percentage of time a first visit continues and converts to a final proposal **Closing percentage is the ratio of final proposals to successful sales Producer Planning Tool | page 5

PRODUCER PLANNING TOOL Know Your Numbers: Critical Indicators: Current Stats: Goal Year: New Business Income Retention Percentage Total Book Size Conversion Rate* Closing Rate** Average Revenue Per Relationship – Targeted Account Size New Prospect First Appointments Number Converted into Process Closed Business Monthly First Appointments Needed Monetized Pipeline*** Referrals to Generate *Number of first contacts converted into your process **Number of prospects converted into closing ***First appointments needed x targeted account size Producer Planning Tool | page 6

PRODUCER PLANNING TOOL Personal Development Plan: Personal Development Plan Identified Improvements Q1 Strategy Q2 Strategy Q3 Strategy Q4 Strategy Sales Skills Technical Skills Business Acumen Books to Read Training to Attend Experts to Learn From Daily Reading Producer Planning Tool | page 7

PRODUCER PLANNING TOOL Ideal Client Profile: Ideal Client Profile: Response: Industry Niche or Business Type - WHO Ownership Style – One owner, multiple owners, privately held, publicly traded Geographic Footprint Size and Scope of Organization – Revenue size, number of employees Other Relevant Information Producer Planning Tool | page 8

Distribution Expansion Plan PRODUCER PLANNING TOOL Distribution Expansion Plan (pt 1): Q1 Action Plan Q2 Action Plan Q3 Action Plan Q4 Action Plan Distribution Expansion Plan Response How will I expand the depth and number of relationships I have that will lead to future opportunity? Current and Future Community Involvement Niche Entrenchment Strategy Social Media Strategy Other Marketing Methods Producer Planning Tool | page 9

PRODUCER PLANNING TOOL Distribution Expansion Plan (pt 2): Strategies to Build Trust and Earn Referrals Potential COI’s Next 3 Steps By When Strategies to Build Trust and Earn Referrals Next 3 Steps By When Current COI’s Producer Planning Tool | page 10

PRODUCER PLANNING TOOL Q1 Business Plan (pt 1): Prospects to Call On: Month 1 of Quarter 1 Month 2 of Quarter 1 Month 3 of Quarter 1 Strategy Suspects to Move: Month 1 of Quarter 1 Month 2 of Quarter 1 Month 3 of Quarter 1 Strategy Producer Planning Tool | page 11

PRODUCER PLANNING TOOL Q1 Business Plan (pt 2): COI’s to Contact: Month 1 of Quarter 1 Month 2 of Quarter 1 Month 3 of Quarter 1 Strategy Producer Planning Tool | page 12

PRODUCER PLANNING TOOL Q2 Business Plan (pt 1): Prospects to Call On: Month 1 of Quarter 2 Month 2 of Quarter 2 Month 3 of Quarter 2 Strategy Suspects to Move: Month 1 of Quarter 2 Month 2 of Quarter 2 Month 3 of Quarter 2 Strategy Producer Planning Tool | page 13

PRODUCER PLANNING TOOL Q2 Business Plan (pt 2): COI’s to Contact: Month 1 of Quarter 2 Month 2 of Quarter 2 Month 3 of Quarter 2 Strategy Producer Planning Tool | page 14

PRODUCER PLANNING TOOL Q3 Business Plan (pt 1): Prospects to Call On: Month 1 of Quarter 3 Month 2 of Quarter 3 Month 3 of Quarter 3 Strategy Suspects to Move: Month 1 of Quarter 3 Month 2 of Quarter 3 Month 3 of Quarter 3 Strategy Producer Planning Tool | page15

PRODUCER PLANNING TOOL Q3 Business Plan (pt 2): COI’s to Contact: Month 1 of Quarter 3 Month 2 of Quarter 3 Month 3 of Quarter 3 Strategy Producer Planning Tool | page 16

PRODUCER PLANNING TOOL Q4 Business Plan (pt 1): Prospects to Call On: Month 1 of Quarter 4 Month 2 of Quarter 4 Month 3 of Quarter 4 Strategy Suspects to Move: Month 1 of Quarter 4 Month 2 of Quarter 4 Month 3 of Quarter 4 Strategy Producer Planning Tool | page 17

PRODUCER PLANNING TOOL Q4 Business Plan (pt 2): COI’s to Contact: Month 1 of Quarter 4 Month 2 of Quarter 4 Month 3 of Quarter 4 Strategy Producer Planning Tool | page 18

PRODUCER PLANNING TOOL Value Proposition: Your Value Proposition: Response: Organization Value Proposition – Why would someone buy from your organization? Personal Value Proposition – Why would someone buy from you? Future Opportunities to Improve Value Proposition Steps to Improve Value Proposition Producer Planning Tool | page 19

PRODUCER PLANNING TOOL Goals and Why: Goals: Impact: Impact’s Importance: Financial Goals Personal Development Goals Physical Goals Family / Personal Goals Professional Goals Producer Planning Tool | page 20