1. PRODUCER PLANNING TOOL 2015

2. 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

3. 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

4. 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

5. 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

6. 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

7. 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

8. 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

9. 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

10. 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

11. 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

12. 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

13. 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

14. 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

15. 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

16. 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

17. 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

18. 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

19. 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

20. 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