1,000 Qualified Suspects….let’s get our heads and hearts around that big challenge. We recruit people into our business and we know how difficult it is but we make it MORE difficult by not teaching this fact;

In your first year you must get 1,000 referrals, or as we Client Builders call them, Qualified Suspects or QSs for short.

We will better define this in a later post.

Well, we don’t actually need 1,000, but in the first six months we must get QSs at the annual rate of 1,000. Here is what I mean;

In your first six months in the business job number one is to get 500 QSs! If we assume a working month has around 17 days then we are talking 100 working days in the first six months. If we need 500 QSs in 100 days that sounds like 5 QSs every working day in your first six months in the business.

That would be correct!

For reasons I will explain in another post, if you will spend your first 100 days dedicating yourself to this RULE # 1 and receive 500 QSs, you will never have to do that again! The ability to call people a second time who say “NO” in the following six months (100 days) allow you to get less QSs but to actually write more business in your second six months and beyond.

I love this system!

With 500 QSs in your first 100 days, and something less than 500 your second 100 days, you now have the “fuel” to create success in year one.

Success in year one is 100 Lives.

I will do the math in another post, for now just trust me. THIS is the key to early success.

So, how do you get 5 QSs every single working day in your first 100 days in the business?

That is the subject of our next post

To Your Best Effort,

Look for more wisdom and insight into changing lives as Jim re-reads the classic Building a Financial Services Clientele by O. Alfred Granum, Barry Alberstein and Delia Alberstein.